1、外貿(mào)函電課程教案課題： Basis of Business Correspondence課時： 周次： 授課日期： 地點：授課方式及手段：Lecturing, Task-based approach, Questioning, Discussio n -教學目標：After studying this part, the students are able to:1. To learn ways of establishing and promoting business relations.2. To practice writing letters of establishing and

2、promoting business relations.3. To learn useful expressions on establishing and promoting business relations.教學重難點：1. To practice writing letters of establishing and promoting business relations.2. To learn useful expressions on establishing and promoting business relations.教學過程與內(nèi)容：Step one warm-upR

3、aise the following questions:1.If you want to do business with a merchant abroad, how can you approach them?2.If you want to secure all the necessary information about a new customer, how can you do?3.If you want to write to a merchant abroad, how can you write?Step two Presentation & Explanatio

4、n Merchants abroad may be approached through some the following channels:（ 課本上） communication in writing 信函的聯(lián)系 attendance at the export commodities trade fairs. 出席出 口商品交易會 contact at exhibitions held at home or abroad 在國內(nèi)外舉辦的展覽會上聯(lián)系 mutual visits by trade delegations and group. 貿(mào)易代表團的互訪Of all these c

5、hannels, the first one is the most constantly used in business activities. By what means can a writer of business letters secure（尋求）all the necessary information about a new customer?He may do so by referring to （向某人去了解/咨詢）or with the help of （求助于） ： （課本上） Internet; the banks the periodicals （刊物） th

6、e advertisements in newspapers the introduction from his business connections （ 商業(yè)客戶 的介紹 ） the market investigations（市場調(diào)查） the Commercial Counselor ' s Office!務參贊處） the chambers of commerce both at home and abroad.（國內(nèi)夕卜的商會） enquiries received from the merchants abroad. （國夕卜商家的詢盤） self-introducti

7、on by merchant themselves （國夕卜商人的自我介紹）A letter for establishment of business relations may include the following points: （ 課本上 ） the source of your information; （Explain how you got his name and address） Your intention; （tell him that you desire to establish business relations with him） State briefl

8、y and clearly your business scope and also your branches and liaison offices, if any; （self-introduction） Tell him something about the commodities you want to buy or sell;（can be omitted）If the writer is an importer-make request for samples, pricelists, catalogues, etc.If the writer is an exporter -

9、enclose his export list and the like.（出口商品目錄/清單 /明細表） Tell the references as to your firms finari cial position and integrity;（提供能夠了 解你公司的資信情況的證明人） Express your expectation of cooperation and an early reply.（表達合作的意向和早 日答復）e.g. We look forward to your early reply.Your early reply will be appreciated.

10、We are awaiting your early reply. Some words and expressions for Introduction1 . establish business relations with sb = enter into business relations 與 一 建立業(yè)務聯(lián)系2 . probable customers = potential customers/prospective customers 可能的客戶 / 潛在的客戶/有希望的客戶3 .the vitally important measures 十分重要的措施4 . either o

11、r 或是或是5 .a newly established firm 新近成立的公司6.enlarge ones busisnceospse 擴大業(yè)務范圍7 .turnover 營業(yè)額，成交量8 . exhibition 展覽會 trade fair 交易會 commodities fairs 商品交易會business connections 商業(yè)客戶（ connections = clients/ customers. ）Commercial Counsellor ' s Office參贊處9 .Chambers of Commerce 商會 Electronic Commerce

12、電子商務10 .Expectation of cooperation 合作意向Step Three ConsolidationAsk one student to translate“ introduction . ” into EnglishLearn the above expressions by heart. Preview Lesson 1.Part IIStep One Warm -up| Raise the following questions:If you want to write a letter to establish business relations, what

13、 should you cover in it?A letter for establishment of business relations may include the following points: the source of your information; (Explain how you got his name and address) Your intention; (tell him that you desire to establish business relations with him) State briefly and clearly your bus

14、iness scope and also your branches and liaison offices, if any; (self-introduction) Tell him something about the commodities you want to buy or sell;(can be omitted)If the writer is an importer-make request for samples, pricelists, catalogues, etc.If the writer is an exporter -enclose his export lis

15、t and the like.(出口商品目錄/清單/明細表) Tell the references as to your firms finari cial position and integrity;(提供能夠了 解你公司的資信情況的證明人) Express your expectation of cooperation and an early reply.(表達合作的意向和早 日答復)Step Two Presentation for Sample letter 1| Raise the following questions:1.In Lesson 1, who is the wr

16、iter, buyer or seller?2 .How did the seller get the buyer 's name?3 .What will the seller send to the buyer? Why?4 .What other kind of information does the seller give? Let's study the structure of this letter: contains four paragraphs.Step Three Explanation1. to establish business relations

17、 with sb 與 建立業(yè)務聯(lián)系enter into business relations with sb ; make business contactwith sb.2. to that effect大意是那樣to this effect大意是如此to the above effect 按上述大意3. pass on sth to sb把 轉(zhuǎn)交給某人Your letter addressed to our Head Office has been passed on to us for attention and reply.你方寫給我總公司的來信已轉(zhuǎn)交給我們辦理(考慮)。Pass on

18、 the good tradition to us .把這一好的傳統(tǒng)傳給我們。4. inform (v)通知，?？膳c advise換用。常用于下列結(jié)構(gòu) inform/ advise sb of sthPlease inform us of the name of steamer.We shall inform you of the date of shipment. inform/ advise sb + clausePlease inform us what quantity you can sell a year. 請告知每年可銷售的數(shù)量。Please inform us which mo

19、del you are interested in. 請告知你們對何型號有興趣。We are pleased to inform you that your offer has been accepted by our customer. Please be informed茲通知你方 Please be informed that the L/C has been opened.茲通知你方信用證已經(jīng)開出。Please be informed that the samples you requested have been sent by airmail.注意：在下列句子結(jié)構(gòu)中， inform

20、 不可與advise換用。 advise sth / clausePlease advise the name of steamer.We wish to advise that business has been done at our price.Please advise what quantity you can sell a year. advise (vi)If interested, please advise.Please advise at what price your clients will place orders with us?當指的是和對方關(guān)系較大的事時：We

21、wish to advise that business has been done at GB)110 per ton.如對方關(guān)系不大的事，只是讓對方知道或了解一下時，則用 inform較好。We wish to inform you that we have moved to the following address.5. interested, interesting, erest是n,最易混淆的就是interested, interesting ,都是adj,但所采用的句式不同。sb be interested in sth / to do sth inter

22、ested 所用句式以人為主語sth be interesting to sb interesting 和 interest 兩者都是以物為主語 s sth be of interest to sbBuyers are not interested in out-dated designs.We are very much interested in importing chemicals from you.We are interested to receive a specimen of the new type.The design that were in fashion last y

23、ear are no longer interesting to us.The article is of special interest to us. (vide p29)6. fall within the scope of our business activities.屬于我們的業(yè)務范圍lie withinour business scopeJ be withinJ the scope of our business activitiesfall within+I our business linesLcome under7. enclosed catalogue隨函附去的商品目錄e

24、nclosed brochure (pamphlet) 隨函附去的冊子8. line行業(yè)；商品的一類Our lines are mainly我彳閂,經(jīng)營的主要商品是be in the line of / be in - line. 經(jīng)營某商品We have been in the chemical line for many years. 多年來我們一直經(jīng)營化工品。We export both best line and cheap line of silks.(我們從事優(yōu)質(zhì)絲綢和便宜絲綢的出口)9. for your information 供你方參考 for your reference.

25、10. advantagehave advantage over sb in 在某方面比 占優(yōu)勢I have advantage over you in English.take advantage of 好好利用We need to take advantage of foreign teachers to learn English well.11. look forward to 盼望，期待We look forward to your early reply.盼盡早答復 .Similar expressions:We are waiting for your early reply.W

26、e await your early reply.12. requirementsmeet ( satisfy/comply with ) one s requirements 滿足某人的需求Step Four Summary and ConsolidationTranslate the lesson into English.Similar expressions of introducing personal information: We have been importing and exporting electric appliances for these ten years,

27、and are planning to extend our business activities to our neighboring countries. We write to introduce ourselves as one of the leading exporters from United Kingdom, of a wide range of laptop computers. We are one of the largest importers of cotton and woolen piece goods in this country and shall be

28、 pleased to establish business relations with you.Our lines are mainly我們經(jīng)營的主要商品是 We have been handling the import of shoes for many years.Finish Exs 1 、 2 in class.Step Five HomeworkFeedback:Part IIIStep one RevisionReview briefly the contents in writing a letter to establish business relations. (om

29、itted)Step two Presentation for Lesson Two Raise the following questions:1.In Lesson 2, who is the writer, buyer or seller?2 .How did the seller get the buyer s name?3 .What will the seller send to the buyer?4 .What kind of information does the seller give? Let's study the structure of this lett

30、er: contains six paragraphs.1. obtain your name and address from 從得知名稱和地址。similar expressions: have got your name and address from從.處得知你公司的名稱和地址 We owe your name and address to 承蒙 .告知你公司的名稱和地址 Your firm has been recommended to us by Your name and address have been passed on to us by Your name and ad

31、dress have been given to us by On the recommendation of .，we have learned with pleasure the name of your firm Through the courtesy of 2. in the market for 想要購買We are in the market for petroleum.in the market 要買或賣3. avail ourselves of 利用 avail ourselves of this opportunity to do sth4. approach sb for

32、 sth與某人接洽某事；同某人聯(lián)系 事宜To approach you for the establishment of trade relations with you.Approach our agents for your requirements.與我們的代理人接洽討論你們的需求。Approach the shipping company for booking the space.同船公司聯(lián)系訂艙事宜。5. a state-operated corporation 國有(營)公司 man-made leather bag 人造革提包machine-made 機制一 home-made

33、 國產(chǎn)的6. handle 經(jīng)營rhandle + commodity (or others )J deal in + commodity / deal with sbtrade in + commoditybe in the line (of ) + commodityThe shop handles paper and stationery.The shops deals in paper and stationery.The shop is in the line of paper and stationery.We have been handling the import and e

34、xport of textiles.(不用 deal in, trade in, be in the line of 替換)7. to acquaint you with our business lines 使你對我們所經(jīng)營的商品了解acquaint sb with sth 使某人了解(熟悉)8. enclose: (v)Patterns: 1)enclose sth (不可以 enclose sb)隨函附寄. ( send sb herewith-)2)Enclosed are (is) . (enclose語時，常倒裝于句首 )3) Enclosed please find 隨函附寄 .

35、(望查收)(enclosed作賓補時，也常倒裝于句首或置于謂語動 詞后)Please find enclosed .，Examples:JWe enclose a copy of our pricelist. Please find enclosed a copy of our pricelist.Enclosed please find a copy of our pricelist. Enclosed are two copies of our pricelist.Should any of the items be of interest to you, please let us kn

36、ow. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.9. a copy of our Export List covering the main items suppliable at present. 目前可以供應的出 口商品清單份。10. be of interest to sb (見 lesson 1)ll.lowest quotation 最低報價單make /give/send/fax/e-mail one 's quotation

37、for (on) 買方接到賣方的報價時后接介詞of.Please make us a quotation for Iron Nails.12. upon (on) receipt of 一矣收到 13. trade trade in sth / with sb14. adhere to忠于,堅持adhere to the principle of equality and mutual benefit.貫堅持平等互禾 1 的原則。15. by joint (mutual) efforts 通過共同努力16. to our mutual advantage.對彼此互禾U地17. apprecia

38、te: (v.),appreciate sthappreciate doing sth& We should/shall appreciate it if you would (will) do 、如(蒙)當不勝感激It would be appreciated if you would、Sth will be (highly) appreciated>some sentences to express thanks : Your immediate shipment will be appreciated.(如能立即裝船當不勝感激) Your immediate reply w

39、ould be appreciated. 你方立即答復不勝感激。 We shall be obliged if you will arrange for immediate shipment. We shall be grateful if you could arrange for immediate shipment. We shall be thankful if you would arrange for immediate shipment. We should appreciate it if you would arrange for immediate shipment. It

40、 would be appreciated if you would arrange for immediate shipment.18. acquaint sb with sth使某人熟悉/了解某事Step Four Summary and ConsolidationTranslate this lesson into Chinese. Finish Exs 1、2 in class.Step Five HomeworkPreview Ex 3. Finish exercise 4 on page 341.Feedback:Part IVStep One Warm -up| Raise th

41、e following questions:If you want to write a letter to establish business relations, what should you cover in it?A letter for establishment of business relations may include the following points: the source of your information; (Explain how you got his name and address) Your intention; (tell him tha

42、t you desire to establish business relations with him) State briefly and clearly your business scope and also your branches and liaison offices, if any; (self-introduction) Tell him something about the commodities you want to buy or sell;(can be omitted)If the writer is an importer-make request for

43、samples, pricelists, catalogues, etc.If the writer is an exporter -enclose his export list and the like.(出口商品目錄/清單/明細表) Tell the references as to your firms finari cial position and integrity;(提供能夠了 解你公司的資信情況的證明人) Express your expectation of cooperation and an early reply.(表達合作的意向和早 日答復)Step Two Pre

44、sentation for sample letter 3| Raise the following questions:1.In Lesson 3 (A), who is the writer, buyer or seller?2.What is the buyer doing in the letter? Let's study the structure of this letter: contains three paragraphs.Step Three Explanation for Sample Letter 31. enclose封入，附寄2. in compliance with = comply with 依照（某人的愿望、要求去做），依從，符合，滿足某人的要求、愿望We hope you will be able to be in compliance with our request.Buyers must comply with the terms of contract.