《外貿(mào)英語函電（第四版）》Unit1LayoutofBusinessLettersUnit2EstabilshingBusinessRelationsUnit3EnquiriesandRepliesUnit4OffersandCounterUnit5SalesPromotionUnit6OrdersandAcknowledgementsUnit7PackingUnit8TransportationUnit9TermsofPaymentUnit10InsuranceUnit11AgenciesUnit12ComplaintsandAdjustmentsUnit13ElectronicCorrespondenceUnit14FormsofTrade全套可編輯PPT課件

Unit1LayoutofBusinessLettersTheTestTheImportanceofBusinessCommunicationTheBasicPrinciplesofBusinessLetterWritingLanguageandStyleTheEssentialElementsofaBusinessLetterTheAdditionalElementsTheFormatandFeaturesofBusinessLettersTheImportanceofBusinessCommunication

Businesscommunicationistheexchangeofmessagesthatsupportthegoalofbuyingandsellinggoodsorservices.Clear,Accurate,Usefulinformation.OrallyWritingYourfuturesuccessinbusinessTheBasicPrinciplesofBusinessLetterWriting

1.Consideration2.Correctness3.Clarity4.Completeness5.Conciseness6.Courtesy7.Concreteness7CLanguageandStyle

ParticularcountryThesocialvaluesTraditionalcharacteristicsClearFluentEasilyunderstoodTothepointTheEssentialElementsofaBusinessLetter

1.TheLetterhead2.TheDate3.TheInsideAddress4.TheSalutation5.TheBody6.TheComplimentaryClose7.TheWriter’sSignature7PartsSpecimenLettersLetterheadSendaShoesCompany

82JianGuoStreetDongchengDistrictBeijing100006,ChinaTelephone/p>

DateMay20,2014InsideaddressModernShoeFashions78Via,AppiaRome,Italy

SalutationDearSirsBodyoftheletterWeacknowledge,withthanks,receiptofyourbindingapplicationformforthe28thInternationalShoeExhibitioninSeptember2014.

Hallplanningandstandallocationwillbegin6weeksaftertheapplicationdealingwhichisJune10,2014.Theregistrationwillbeprocessedintheorderinwhichtheyarereceived.Ifweareabletofindaspaceinaccordancewithyourrequirement,weshallnotifyyouwithoutdelaybyfaxorphone.Forfurtherinformation,youmayalsocontactourrepresentativeinyourcountry.WehopetobeabletowelcomeyouasanexhibitorinBeijing.ComplimentaryCloseSincerelyyours,SignatureChenDamingChiefMarketingManagerTheAdditionalElements

1.AttentionLine2.SubjectLine3.References4.Enclosure5.CarbonCopyNotation6.PostscriptTheFormatandFeaturesofBusinessLetters

(1)ModifiedBlockFormat

Letterhead

DateInsideAddressSalutationBodyoftheLetterComplimentaryCloseSignatureEnclosure(2)TheFullBlockFormatLetterhead

DateInsideAddressSalutationBodyoftheLetterComplimentaryCloseSignatureEnclosure(3)SemiblockFormatLetterhead

DateInsideAddressSalutationBodyoftheLetterComplimentaryCloseSignatureEnclosureEnvelopesAddressingThreerequirements

AccuracyClearnessGoodappearance

ExercisesⅠ.Answerthefollowingquestions.

1.Howmanyprincipalpartsisabusinesslettercomposedof?Whatarethey?

2.Whatarethethreemainformatsofabusinessletterusedtoday?Whichformatdoyoufavor?

1633.Whatisthepositionofthereceiver'saddressonanenvelope?

4.Whatisthepositionofthewriter'saddressonanenvelope?

5.WhatistheP.S.?Ⅱ.Choosetheonethatbestcompleteseachofthefollowingsentences.1.We____thatwithjointeffortsbusinessbetweenuswillbedevelopedtoourmutualbenefit.A.areconvinceB.convincedC.convincingD.areconvinced2.Wewishtointroduce____thelargestexporteroffabricsofhighquality.A.thatweareB.itthatweareC.ourselvesasD.ourselvestobeDC3.Wearelookingforwardto______.

A.hearingformyousoonB.receiveyourreplysoonC.receivingformyousoonD.youreplysoon4.Youinformedusthatyourrepresentativewastraveling______airandwouldarrive______GuangzhouonMonday.A.in...atB.by...inC.by...atD.in...byAB5.Abusinesslettershouldalwaysbe_____.

A.conciseB.preciseC.inciseD.excise6.Pleaseinformus_____deliverydateandpaymentterms.A.inB.onC.atD.ofDD7.Pleasechecktheenclosedfaxopeningthecredittoensurethatit_____yourinstructions.A.agreesB.agreestoC.agreeswithD.agreesupon8.Weconfirm_____acceptedyourcounterproposalyesterday.

A.haveB.havingC.tohaveD.hasbeenCB9.Pleasebe_____thatwewoulddoallwecantosupportyouasfarasyoursalesterritoryisconcerned.

A.ensuredB.insuredC.madesureD.assured10.Ourcompanyacts_____thesoleagentforyourproducts.

A.forB.onC.asD.underCDⅢ.Fillintheblankswiththewordsorphrasesgivenbelow.1.ShallIdirectthelettertohis________addressortohishomeaddress?2.Atyour_______,Iwillcallonyourcompanyatsometime.cataloguenotifyduetoreferasaruletradedrawupexceptionalintervalpricelistbusinessrequestbusinessrequest

3.Ican_______youtothewell-knownfirmofSmith&Coofyourcity,astomycharacterandstand.4.Iknowwe(theseller)should________acontractandthebuyerhastosignit.5.Usuallywereceiveahandsomepremiumrebatefromourunderwriteratregular_______.referdrawupinterval6.IwonderifyoucantellmewhenthetrainfromNewYorkis______arrive.7.Theydecidedtoexpandborder_____withneighboringcountriesandentrepottrade.8.Neverthelessasan___________measure,wehavedecidedtooverlookitslatesubmission.duetotradeexceptional9.Now,let'sturntotheprice.CanIhavealookatyour_______?

10.We'lI_____youassoonasyourremittancecomes.pricelistnotifyⅣ.TranslatethefollowingsentencesintoChinese.

1.Itwasapleasuretoreceiveyourletterof2ndMayandtolearnthatyouaremakingplansforyourMr.ChadwiktovisitourcountryinOctober.

2.IfMr.Millersowisheswecanalsointroducetosomeofoursistercorporationswithwhomyoumayliketodobusiness.3.Pleaseletusknowthetimeofyourarrival.Wewillthenarrangetomeetyouattheairportanddriveyoutoyourhotel.

4.WeusedtoimportmachinesformEnglandbutnowwewishtoestablishbusinessrelationswithyou.5.IammakingforMr.BrowntohaveadiscussionwithDirectorWangofourcompany.

6.ItgivesusagreatpleasuretointroducetoyoubythisletterMr.Ma,amanagerofHongkongHuarunCompany.7.Weshouldregarditasapersonalfavorifyouwouldgivehimsomebeneficialadviceandexperience,andwillbealwayshappytoreciprocate.

8.OurhandicraftshavemetwithafavorablereceptionintheUSAandCanada.

9.Pleaseacceptourthanksfortheverypleasanttimewespentduringtheweekendatyourhome.

10.Foryourinformation,inourtradewithcustomers,wealwaysadheretotheprincipleofequalityandmutualbenefit.

Ⅴ.TranslatethefollowingsentencesintoEnglish.1.很高興收到你關(guān)于商務(wù)信件格式資料的請求。

2.能在新的商務(wù)函授課程準(zhǔn)備上給您提供幫助甚感榮幸。

3.如不能清晰地表達(dá)，就不可能在商界取得成功。4.良好的溝通能力是商界成功人士的關(guān)鍵所在。

5.感謝您5月13日的來函，在信中您問及鄙人對有效溝通能力在商界重要性的意見。

6.無論信息自身有多么強(qiáng)大有力，只有當(dāng)信件的信息傳遞無誤時，它才是有效的。7.應(yīng)當(dāng)使用明了的語言，以使收信人能理解商務(wù)信函。

8.事情越是急迫，越是要一而再、再而三地對信息加以仔細(xì)檢查。

9.如果貴方能與我方合作，我們將十分感謝。10.商務(wù)信函應(yīng)當(dāng)始終包含收信人或公司的姓名和完整的地址。Ⅵ.Writealetterwiththegivenparticularsbelow,usingnecessarycapitalsandpunctuation.

1.Mr.MaLong,fromGrandResourcesImport&ExportCorp.Ltd,32LiangMaHe,ChaoyangDistrict,Beijing100016,China

2.Mr.JohnMasow,thesalesmanager,fromLakeBikesInc.,54YorkRoad,Chicago,Illinois60657,USA3.July25,20054.DearSir5.Yourref.:206MI/20146.Ourref.:206TMR/20147.Yourssincerely

Ⅶ.Addresstheenvelopeproperlywiththefollowingnamesandaddresses.1.Thesender:Ms.XuFang,StarSewingMachines,2GuangzhouRoad,Shanghai200090,China.2.Thereceiver:Mr.J.Armstrong,thesalesmanager;UnitedSteelInc.,648EasternAvenue,Pittsburgh,Pennsylvania15210,USAⅧ.TranslatethefollowingletterintoChinese.H.G.WilkinsonCompany,Limited245LombartStreetMarch23,20-TheChinaNationalLightIndustrialProductsImport&ExportCorporation,ShanghaiBranch,128NanjingRoad,Shanghai,China

DearSir,

Re:ElectricFans

Weareoneoftheleadingimportersofelectricgoodsinthiscityandshallbepleasedtoestablishbusinessrelationswithyourcorporation.Atpresentweareinterestedinyourelectricfans,detailsasperourEnquiryNoteNo.1345attached,andshallbegladtoreceiveyourlowestquotationassoonaspossible.

Wewouldliketomentionthatifyourpriceisattractiveanddeliverydateacceptable,weshallplaceourorderwithyouimmediately.Welookforwardtoyourearlyreply.

Verytrulyyours,

[Signature]

H.G.WilkinsonCompany,LtdThanks

Unit2EstablishingBusinessRelationsThefirststepinatransactionEstablishingBusinessRelationsThebasicsoftheletterFirstly,youmustfindoutwhomyouaregoingtodealwith.Atthesametimeyoushouldpaymoreattentiontothoseoldcustomers.Thereareseveralchannelsthroughwhichyoucanobtainthedesirednamesandaddressesofthefirmstobedealtwith:1.Advertisementsinthemedia;2.Marketsurvey;3.Tradenegotiation;4.Investigationtotheforeigncountries;5.Exhibitionsandtradefairs;6.Banks;7.TradeDirectory;8.ChambersofCommerce;9.CommercialCounsellor’sOffice;10.Tradepress.Afterobtainingtheinformationfromanyofthesourcesmentionedabove,youcanwritethe“FirstLetter”orcircularstotheotherparty.Generallyspeaking,thiskindofletterusuallybeginsbytellingtheaddresseehowyouhaveobtainedthisnameandaddress.Thenexpressyourdesiretoestablishbusinessrelationswithhimandgiveinformationaboutyourintention,thebusinessscopeofyourfirmandyourfirm’sfinancialpositionandintegrity.Attheendoftheletteryoushouldexpressyourexpectationofcooperationandanearlyreply.ProductsLetterSamplesPricelistsCataloguesOtherreferencematerialsPolitely,simply,clearly,concisely.TheformatofSpecimenLetterCompanyName

Company

Address

ZipTelFaxTimeAddresseeinformationDearSirorMadam,Bodyoftheletter Bestregardstoyou!Yoursfaithfully,SignaturePositionSpecimenLettersLetter-1WelearnfromtheCommercialCounsellor’sOfficeofourEmbassyinyourcountrythatyouarealargebuyeroftable-cloths.我們從我國駐貴國大使館商務(wù)參贊處獲悉，貴公司是桌布的大買主。Letter-2

OurcommitteeprovidesadviceandassistancetoWhatfirmsseekingtoexporttheirservices,goodstoforeignareasandimportgoodsandservicesfromabroad.我們的委員會為尋求將其服務(wù)、貨物出口到國外地區(qū)和從國外進(jìn)口貨物和服務(wù)的公司提供咨詢和幫助。Letter-3

Pleaseviewthepictureintheattachedenclosure.

請在附頁中查看圖片。Letter-4

We’dliketoestablishabusinessrelationbetweenusandtobeasoleagentforyourcompanyinChina.我們希望在我們之間建立業(yè)務(wù)關(guān)系，并成為貴公司在中國的獨(dú)家代理。Letter-5

Ourfactorycoversanareaofover50,000squaremeters,andourworkshopisanareaof25,000squaremetersworkshop,withabout850workforceand100engineersandtechnicians.我們工廠占地五萬多平方米，車間面積為25000平方米，擁有850名員工，100名工程技術(shù)人員。Letter-6

FengxiangGrouphasgotISO9002certificateandalltheproductionisstrictlyundertakeninaccordancewithHACCPprocedures.ISO9002：這是ISO9000族的質(zhì)量體系-生產(chǎn)、安裝和服務(wù)的質(zhì)量保證模式。Letter-7

WewillquoteourbestpricetogetherwithspecsASAP!ASAP：Assoonaspossible我們將盡快引用我們最佳的價格和規(guī)格。Letter-8

Shouldyoubeinterestedinanyofourproducts,pleaseletmeknowandwewillprovideyouwithaquotation.quotation：報價單如果您對我們的任何商品感興趣，請讓我知道，我們會提供您一份報價單。Letter-9

Therefore,weintendtosubmitsomesamplesoftheabovesaidkindsFREEOFCOST.因此，我們打算提交一些上述種類免費(fèi)的樣品。Letter-10AsoneofthemajorproducersandexportersoffruitsandvegetablesinChina,wehavebeeningoodbusinessrelationswithlotsofcompaniesfromvariouscountriesduringthepast10years.作為中國水果和蔬菜的主要生產(chǎn)商和出口商之一，我們在過去十年間與來自不同國家的許多公司有著良好的業(yè)務(wù)聯(lián)系。ExercisesⅠ.Answerthefollowingquestions.

1.Ifyouwanttoopenupamarkettomaintainorexpandbusinessactivities,whatshouldyoudofirst?

2.Beforeyouwriteletterswithsomenewestablishedfirms,whathadyoubetterdo?

3.Throughwhatchannelscanoneobtainthedesirednamesandaddressesofthecompaniestobedealtwith?Pleasegivesixorsevenchannels.

4.Howtobeginwiththe“FirstLetter”orcircularstotheotherparty?

5.Howcanonecreategoodwillandleaveagoodimpressiononthereaders?Ⅱ.Choosetheonethatbestcompleteseachofthefollowingsentences.

1.We______yournameandaddress______theCommercialCounsellor'sOfficeoftheChineseEmbassyinGhana.A.haveknown...inB.havelearned...byC.havegiven...byD.havecometoknow...from2.Wewishtointroduce______thelargestexporteroffabricsofhighquality.

A.thatweareB.itthatweareC.ourselvesasD.ourselvestobeDC

3.Wearelookingforwardto______.A.hearingfromyousoonB.receiveyourreplysoonC.receivingfromyousoonD.youreplysoon

4.Yourletterexpressingthehopeofenteringintobusinessconnectionwithus______withthanks.A.havebeenreceivedB.hasbeenreceivedC.havereceivedD.hasreceived

AB

5.Wearelookingforwardtodevelopingtogetherwithfriendsathomeandabroadand______agloriousfuture.A.buildingupB.buildupC.buildingD.build6.Wetakethelibertyofwritingtoyou______establishingbusinessrelations.A.hopeB.inhopeC.inthehopeofD.hoping

AC

7.WehavelearnedyournameandaddressintheInternationalTradeNews______yourcompanywasintroducedasoneoftheleadingtradingcompaniesinChina.A.whichB.thatC.inthatD.where

8.Weareoneoftheleadingexporters______allkindsofcomputersofhighquality.A.tradeinB.tradingonC.tradinginD.tradeforDC

9.WehavelearntyourcorporationfromyourCCPIT______wehavebeeningoodbusinessrelationsformanyyears.A.withwhichB.whichC.withthatD.that10.We______thatwithjointeffortsbusinessbetweenuswillbedevelopedtoourmutualbenefit.A.areconvince

B.convincedC.convincingD.areconvinced

AD

Ⅲ.Fillintheblankswiththewordsorphrasesgivenbelow.

1.Wehavequotedyouthelowestpriceto________sale.2.Pleaseguarantee_______intimetoreachusbytheendofthis

month.

enterintofacilitateestablishinchargeofdispatchclientuptodateaccountconnectionforone'sreferencequotemutual

facilitatedispatch

3.Thelowestpriceswecan______nowareasfollows.4.Theyadvisedtheir______tomergewithanothercompany.5.Iamheretodiscussthepossibilityto________businessrelationwithyourcorporation.6.Wetradeontheprincipleofequalityand_______benefit.

quoteclientestablishmutual

7.Wearewritingtoyouwithadesiretoopenan_______withyou.8.Sinceyouallagreetotheofferandtherefore________acontract.9.Alltheinformationyouhavegotis_________onthecomputer.10.Oursalesrepresentativespayregularvisitstothesebuyersandhaveestablishedexcellent_________withthem.

accountenterintouptodateconnectionⅣ.Correctthemistakeineachofthefollowingsentences.1.YourfirmhasbeenpassedontousbyMapleABCompanyandwewishtoinformyouourdesireto

someCofthe

commoditiesyouhandle.D

2.WetakethelibertyofwritingtoyouwithaviewtoAB

buildupbusinessrelationswithyourfirm.CD3.Wearewillingtoenterbusinessrelationswith

AByourfirmonthebasisofequalityandmutualCDbenefit.

4.Ourgoodsthatweofferyouaremore

infavouronABC

theContinentandthereisalsoagrowingdemandforDthemintheFarEast.5.IfanyoftheitemlistedinthecataloguemeetsyourABinterest,pleaseletushaveyourspecficenquiry,Candourquotationwillbeforwardedwithoutdelay.D

6.Yourcompanyhaskindlyrecommended

tousby

ABCShanghaiChamberofCommercein

establishing

Dbusinessrelationswithyou.

7.Weareinterestedinthetilesyouadvancedin

A

buildingmaterials.Therefore,itwillbeagreathelpto

BC

usifyoucouldsendusfurtherinformations.

D8.Wewritetointroduceourselvesasoneofthelead

ABimportersofawiderangeofwashingmachinesCDandrefrigerators.

9.Wehavebeeninbusinessas

importersofgeneralA

merchandise

since1965andcanparticularlyBboastofhavingvastandwideexperienceonthebusinessC

lineofbambooproducts.

D

10.Youwillfindthatitpossesses

manyuniquefeature

AB

whichdefinitelyplaceitaheadofitsmanycompetitors.CD

Ⅴ.TranslatethefollowingsentencesintoEnglish.1.根據(jù)我們在澳大利亞銷售園林工具的經(jīng)驗(yàn)，我們相信這些產(chǎn)品將很快在你方市場上成為暢銷品。2.我們的絲綢以質(zhì)量好著稱。絲綢是我們的傳統(tǒng)出口商品之一。絲綢女衫色彩鮮艷、設(shè)計美觀，在國外很受歡迎，需求量一直都很大。

3.我公司作為紡織品進(jìn)口商/出口商已有多年。我們的產(chǎn)品質(zhì)量好，價格合理，在世界上享有極高的聲譽(yù)。

4.關(guān)于我們的財務(wù)狀況、信用及聲譽(yù),你們可以向香港銀行，或我們的當(dāng)?shù)厣虝蜃稍兩邕M(jìn)行了解。5.我已看過你上次在信中所附的目錄和小冊子，對貴公司的出口產(chǎn)品有了一些了解。我對你們的絲綢女衫頗感興趣。

6.我公司是中國最大的電器用品進(jìn)口商，謝謝貴公司8月3日來函，我們十分愿意與貴公司建立直接貿(mào)易關(guān)系。7.我們從駐貴國的中國大使館商務(wù)參贊處得知貴公司是紡織品的主要出口商，并獲悉貴公司有意同我公司建立業(yè)務(wù)關(guān)系。

8.如果你對我們的產(chǎn)品有興趣，請盡快通知我方。一旦收到你方具體詢盤，即寄送報價單和樣品。9.目前我們對各種各樣的帽子、手套和襪子感興趣，如貴公司能寄來商品目錄、商品樣品和價目表，我們將不勝感謝。10.為使你方對我方各種款式的毛毯有一初步了解，今航寄我方目錄、價格表和一些樣品僅供參考。

Ⅵ.TranslatethefollowingsentencesintoChinese.

1.YourcompanyhasbeenkindlyrecommendedtousbytheChamberofCommerceinLondon,Britainasoneoftheleadingexportersofcottontextilesinyourcountry.2.OntherecommendationofyourChamberofCommerce,wehavelearnedwithpleasurethenameandaddressofyourfirm.WewishtoinformyouthatwespecializeintheexportofChinesetextilesandshallbegladtoenterintobusinessrelatonswithyouonthebasisofequalityandmutualbenefit.

3.We'dliketoexpressoutdesiretoestablishbusinessrelationswithyouonthebasisofequality,mutualbenefitandtheexchangeofneededgoods.

4.TheBankofChinahasrecommendedyourcompanyasbeinginterestedinestablishingbusinessrelationswithaChinesecompanyforthepurposeofexportingvariousproductsofyourcountryandimportingChinesemanufacturedgoods.

5.Ourpurposeistoexplorethepossibilitiesofdevelopingtradewithyou.Respectingthelocalcustomsofthebuyer'scountryissurelyoneimportantaspectofChina'sforeigntradepolicy.

6.Asyouknow,ourcorporationisastate-operatedone.Wealwaystradewithforeigncountriesonthebasisofequalityandmutualbenefit.Establishingbusinessrelationsbetweenuswillbetoourmutualbenefit.Ihavenodoubtthatitwillbringaboutclosertiesbetweenus.

7.We'vecometoknowyournameandaddressfromtheCommercialCounselor'sOfficeoftheChineseEmbassyinLondon.

8.Wenowavailourselvesofthisopportunitytowritetoyouwithaviewtoenteringintobusinessrelationswithyou.

9.We'veneverhadanydifficultieswithourChinesepartners,andwe'dliketomakeasmanynewcontactsaswecan.

10.Inordertoacquaintyouwiththetextileswehandle,wetakepleasureinsendingyoubyairourlatestcatalogueforyourperusal.Ⅶ.Completethefollowingletterswithproperwords.

(A)

DearSirs,Sub:TABLECLOOTH

We(1)hyournameandaddress(2)ftheCommercialOfficeofChineseEmbassyinPakistan.Wetakethisopportunitytowritetoyouwithaviewtosettingup(3)brelationswithyou.Weareastate-ownedcompanydealingspecially(4)itheexportoftablecloth.Weareina(5)p____

toacceptordersaccording(6)tthecustomer'ssamples.Inthecustomer'ssamples,requestabouttheassortedpattern,specificationsandpackageoftheneeded(7)gcanbeindicatedparticularly.

Inordertogiveyouageneralideaofvariouskindsofthe(8)twearehandling,weareairmailingyoubyseparatepostourlatestcatalogueforyour(9)r.Pleaseletusknowimmediatelyifyouareinterested(10)iourproducts.Wewillsendourprice(11)landsamplestoyouassoonaswereceiveyour(12)sinquiry.Lookingforwardtoyourearlyreply,weareYoursfaithfully,

averomusinessnositionooodsableclotheferencenistpecific

(B)

Gentlemen,

Yournameandaddresshavebeen(1)

tousbytheCommercialAttacheoftheU.S.EmbassyinBeijin