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1、精选优质文档-倾情为你奉上外贸函电复习第一章 商务信函基础知识English Correspondence for International TradeTo understand the importance of communication skills in relation to the career success, and explain the need for thinking critically, taking charge of your career, and strengthening your communication skills (reading, liste
2、ning, speaking and writing).Unit OneBasic Knowledge of Business Letter WritingThe structure and layout of a business letterWriting principles of business letter (7C原则) Courtesy 礼貌 Consideration 体谅 Completeness 完整 Clarity 清楚 Conciseness 简洁 Concreteness 具体 Correctness 正确第二章 建立贸易关系Unit Two Estabilishin
3、g Business Relations建立贸易关系是交易的第一个环节。良好的开端是成功的一半。因此，在写有关建立贸易关系的信函时，应注意礼貌、得体，并应将自己要表述的内容清楚的叙述完整。Estabilishing Business Relations1、常用模式1.进口商写给出口商 2.出口商写给进口商Dear Sirs; Dear Sirs;A.如何得知对方信息 A.如何得知对方信息B.表明自己意图 B.得知贵方有需求C.介绍本公司 C.介绍本公司D.请提供相关信息 D.随函附寄目录等E.盼回复 E.盼回复2、常用句型 A类：从得知贵方信息We have heard from China
4、Council for the Promotion of International Trade that you are in the market for Electric Appliance.从中国国际贸易促进委员会获悉，你们有意购买电器用品。2、常用句型A类：从得知贵方信息Your name and address have been given to us by Smith Co.,Inc.in New York, who has informed us that you are one of the leading importers of Light Industrial Pro
5、ducts in your country.据纽约史密斯公司介绍，得知你公司名称和地址，并得知你们是贵国轻工业产品的主要进口商之一。On the recommendation ofCo.Ltd.,we have learned with pleasure the name of your firm and shall be glad to enter into business relations with you.承蒙有限公司的介绍，得知贵公司名称，我们非常乐意与贵方建立贸易关系2、常用句型A类：从得知贵方信息类似的表达还有：We have obtained your name and ad
6、dress fromThrough the courtesy of,we come to know your name and addressWe own your name and address to2、常用句型B类：表明意图我们有幸自荐，以期与你公司建立业务关系。We have the pleasure to introduce ourselves to you with a view to building up business relations with your firm.我们有幸自荐，望能有机会与贵公司合作扩大业务。We have the pleasure of introd
7、ucing ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension.我们冒昧写信以期与贵公司建立业务关系。We take the liberty of writing to you with a view to building up business relationship.2、常用句型B类：表明意图我们专营中国棉织品出口，愿与你们进行交易。Specializing in the export of Chinese Co
8、tton Piece Goods,we express our desire to trade with you in this line.我们欣然寄上自荐信，希望是互利关系的前奏。We are glad to send you this introductory letter,hoping that it will be the prelude to mutually beneficial relations between us.我们愿在平等互利、互通有无的基础上与贵公司建立业务关系。We are willing to enter into business relations with
9、your firm on the basis of equality,mutual benefit and exchanging of needed goods.本信的主要目的是探索与你们发展贸易的可能性。The purpose of this letter is to explore the possibilities of developing trade with you.2、常用句型C类：介绍本公司我们经营的业务主要是化肥。Our lines are mainly chemical fertilizers.我们是声誉卓著的出口商，长期经营此商品的出口业务。We are exporter
10、s of long standing and high reputation, engaged in exportation of the articles.我公司与此地可靠的批发商有密切联系，能与你公司做可观的进口业务Being closely connected with reliable wholesalers here, we shall beable to do considerable import business with you.我方对该货品拥有广泛的销售网，确信能以最低价格销售贵方产品。We have extensive sales network for this lin
11、e of goods, so we are confident that we can sell your products at the lowest possible prices.2、常用句型C类：介绍本公司我方在贸易界有极好的关系，对这类产品的进口有丰富的经验。We have excellent connections in the trade and are fully experienced with the import business for the type of product.本公司是地区产品的首要出口商之一，因20年来的成功经验而享有佳誉，相信贵方会对本公司的优质产品
12、和服务感到满意。We are one of the leading exporters of 产品in地区and have enjoyed an excellent reputation through 20 yearssuccessful business experience. We are sure that you will be quite satisfied with the excellent quality of our goods and services.2、常用句型C类：介绍本公司其他表达方法有：Our company deals with(handles,deals i
13、n, trades in, is in the line of) the import and export ofWe specialize in the exportation of We are one of the largestimporters in our country and have handled with various kinds of the products for about 10 years.2、常用句型D类：提供信息进口商要求出口商提供信息：请提供你公司的各种详细规格，并告知付款条件和折扣率Please submit full specifications o
14、f yourtogether with terms of payment and discount rate.请提供在花样和质量上与随函所附样品最近似的人造丝手帕样品。Please furnish us with your samples of Rayon Handker-chiefs closest in designs and quality to those we enclose here.若能尽快提供你方各类产品的详细情况，我们将不胜感激。We appreciate it very much if you can provide us with the specific details
15、 of your all kinds of goods.2、常用句型D类：提供信息出口商给进口商随函附寄目录等：为使你公司对我们所经营的各种手工艺品质量有所了解，现航寄去目录一份，及几份样品供参阅。In order to give you some idea of various qualities of Handicrafts we carry, we have pleasure in forwarding you by air one catalogue and a few samples for your perusal(熟读，精读).2、常用句型E类：盼回复如果你方能尽早回复，我们将不
16、胜感激。We should be pleased if you would respond to our request at your earliest convenience.请尽早答复Please reply at an early date.盼速复We look forward to your prompt reply.盼早复we anticipate receiving your early reply. 请区分 anticipate和expect3、翻译练习我们从驻伦敦的商务参赞处得知，你公司有兴趣与我们进行交易。We learned from the Commercial Cou
17、nsellers Office in London that you are Interested in doing business with us.为了使你们对我们可供出口的各类纺织品有一个总的概念，随信附上样本簿和价格单各一份，供你们查阅。In order to give you a general idea of our various of textiles available for export, we are enclosing herewith sample books and a copy of price list for your information.搪瓷器皿出口业
18、务属于我公司经营范围。The export of enamelware comes within the scope of our business activities.我们的一个客户想要购买和中国红茶。One of our clients is in the market for Chinese black tea.我们了解到你公司是中国手工艺品的出口商，因此冒昧的写信给你。We learned that you are an exporter of Chinese arts and crafts goods,so we take the liberty of writing to you
19、.3、翻译练习由于希望与你公司建立业务关系，我们向你们自我介绍，我公司是法国南部各式男女衬衫的进口商。As we hope to establish business relations with you,we make self-introduction as being an importer of various mens and womens shirts in south France.我们是一家在全世界范围内经营进出口业务的贸易公司。We are trading company doing import and export business all over the world.
20、我们在平等互利、互通有无的基础上，已经和世界上100多个国家商号建立了贸易关系。We have already established business relations with more than 100 firms in the world on the basis of equality,mutual benefit and exchange of the needed goods.正如你所知，我们是信誉良好的照相机进口商，希望与你们建立商务关系。As you know, we are a well-established camera importer and are willin
21、g to enter into business relations with you.4、撰写信函(翻译该信函)ABC Toy was established in 1990. Our office and factory are located in We started business as a manufacturer of plastic toys. Our main products are plastic vehicles for kids such as tricycle（三轮脚踏车）, bicycle,baby walker（儿童推车）, baby rocker（儿童摇椅）
22、and accessory（零配件） for toys such as wheel. Our products are very popular and distributed nationwide.With over 16 years-experience, we develop more than 50 designs each to satisfy customers want. Each year we introduce a lot of new toys and our products have remained consistently popular in the marke
23、t. We dedicated our efforts to make toys that bring smile to childrens face and also stimulate the physical and intellectual development.For more information, please contact us.4、信函翻译ABC公司创建于1990年。公司厂址位于 我们是塑料玩具制造商，主要产品是儿童塑料车，如三轮脚踏车、自行车、儿童推车、儿童摇椅等，及以上述玩具的零部件，如车轮等。我们的产品在市场上颇受欢迎，畅销全国各地。我国拥有16年以上的经验，对每
24、种产品都设计出50多种款式来满足顾客的不同需求。每年我们都会开发设计很多新型玩具，而且产品在市场上一直享有美誉，收到喜爱。我们的产品不仅致力于给孩子们带来欢乐，而且力求能促进他们的身心发展。想了解更多的信息，请联系我们第三章 询盘Unit Three Enquiries询价通常是由买方发出的，在许多情况下，买方将询价信函与建立贸易关系的信函融为一体，也就是说，在信的开头表达了希望建立贸易关系的意愿后，接着就向对方索要有关商品的目录本、价格单、样品等等。Enquiries1、常用模式 一般询价模板 具体模板（范围宽，之前未联系） （有针对性，之前联系过）Dear sirs; Dear sirs;
25、 A.如何得知对方信息 A.收到出口商建立业务关系的信函B.表明感兴趣的产品 B.表明对某产品感兴趣C.询问价格等，附上询盘单 C.询问价格等，附上询盘单D.索要目录等 D.索要目录，小册子等E.报有竞争力的价格 E.报有竞争力的价格F.盼回复 F. 盼回复2、常用句型A类：如何得知对方信息我们从中国日报上拜读了贵公司的广告，我方对贵公司的产品感兴趣。Weve seen your advertisement in China Daily and are interested in your products.从XX公司获悉贵公司是制作款式新颖各类皮革手提包的生产厂家We have learne
26、d from XX company that you are a manufacturer of high-fashion handbags in variety of Leathers.2、常用句型B类：对某产品感兴趣我们对你方在中国日报上刊登的广告很感兴趣，先请告你方港口建设投标的详细情况。We read with interest your advertisement in the China Daily and should be glad to receive particulars of your tender for port construction.我们对你们最近在广州交易会
27、上展列的机械玩具感兴趣，请详告你们的出口条件。We are interested in the mechanical toys demontrated at the recent CantonTrade Fair and should be glad to have details of your export terms.2、常用句型B类：对某产品感兴趣你们在5月期好管家刊登的台灯广告，我们很感兴趣。We are interested in the desk lamps you advertised in the May issue of “Good Housekeeker”.欣告我方对塑料
28、制厨房用具感兴趣。We have pleasure in informing you that we are interested in your plastic kitchen-ware.我们对你方的杏仁产品颇感兴趣。We take interest in your Apricot Kernels. 吃货们的英语小课堂 干果类的词汇核桃仁 腰果Walnutmeat Cashew nut花生仁 榛子Peanut(Groundnut) kernels Hazelnut巴旦木 西瓜子Almonds Melon seeds夏威夷果 葵花籽Hawaii nut Sunflower seeds碧根果 开
29、心果Pecan Pistachio（苦）杏仁 （bitter）apricot kernels2、常用句型C类：询问价格等，附上询盘单 请报你方家具最优惠的成本加运费到纽约价，并告知最早交货期。Please quote best CFR New York for your furniture and tell us the earliest possible date of delivery.我们还想了解各类商品的每种颜色和花样的最低出口起售量。We would also like to know the minimum export quantities per colour and per
30、design.2、常用句型C类：询问价格等，附上询盘单如蒙告知，若我方订购20000件你方能给予的折扣，将不胜感激。We should appreciate it if you would let us know what discount you may grant us if we place an order for 20,000 pieces.能否告知我方，超过1000公吨后的订单折扣是多少。Will you let us know what discount you can give for an order exceeding 1000 metric ton.希望你方报成本加运费保
31、险到纽约的最低价。Wed like to have your lowest quotations CIF New York. 2、常用句型 C类：询问价格等，附上询盘单 请告知你方产品的所有明细，以便我公司转告客户。Please let us have full details of your products so that we can pass on the information to our clients.现随函附上询价表载明欲购商品之名录，请报贵方FOB上海港的价格。Please quote us for the supply of the item listed on the
32、enclosed query form, giving your prices FOB Shanghai.2、常用句型C类：询问价格等，附上询盘单 如能对下列产品报最低价，我方将不胜感激。We shall be pleased if you send us your lowest quotation for the following:请报最低价，说明原产地、包装、详细规格、可供数量和最早交货期。Please send us your best offer indicating origin,packing, detailed specifications, quantity availabl
33、e and earliest date of shipment.2、常用句型D类：索要目录、样品等请惠寄贵方商品目录，并注明你方付款条件及能给的最大折扣。We would appreciate your sending us a catalogue of your products together with terms of payment and the largest discount you can allow us.盼能惠寄商品目录和报价单。We would appreciate your catalogues and quotations.2、常用句型D类：索要目录、样品等请尽早寄
34、来最新目录三份。Please send us three copies of your latest catalogue at your earliest convenience.盼能惠寄商品目录和报价单。We would appreciate your catalogues and quotations.请寄附有最优惠的巴黎到岸价的最新商品目录，并告知每件货物的大约重量。Please send us your latest catalogue with your best CIF Paris prices. We will also appreciate your telling us th
35、e approximate weight of each article.2、常用句型E类：报有竞争力的价格若质量好且价格适合我方市场，我们愿考虑签署一项长期合同。If your quality is goos and the price is suitable for our market, we would consider signing a long-term contract with you.我公司很乐意跟你公司继续有业务往来，且正在等待你公司的报盘。We would like very much to continue to do business with you and ar
36、e now awaiting your offer.如果价格具有竞争力，且交货日期合适，我方会考虑大量订购。Should your price be found competitive and delivery date is acceptable, we intend to place a substantial order.2、常用句型E类：盼回复盼早复。We anticipate receiving your early reply.如能尽快回复该询盘，我方不胜感激。Your prompt reply to this inquiry will be appreciated.3、翻译练习从
37、ABC公司处得知你公司现能供应水果和干果。We learned from ABC company that you are in a position to supply fruit and dried fruit.我们想获得你方刺绣亚麻品的商品目录和价目单。We are interested in obtaining the catalogue and price list of your embroidered linen products.如果你们第一笔运来的货令人满意，随后将有大批续订。If the quality of your initial shipment is found s
38、atisfactory, large repeat orders will follow.3、纠错练习Dear Sirs;We have to acknowledge receipt of your letter of 11th, together quotation and terms and also your latest illustrating catalogue, which we thank you.We are now in the pleasure of sending you a order with various item as per order sheet encl
39、osing.We trust that this will pay your usual careful attention. Yours faithfully,4、撰写信函你想购买甲等和乙等的西瓜子望对方能报盘，并告知最早的交货期和最大供应量若能航邮具有代表的样品，将不胜感激。Dear Sirs;We are in the market for Melon Seeds of the first and second grade and should be appreciated if you let us have your offers with some representative s
40、amples by airmail. When offering the seeds ,please state the earliest possible time of shipment and quantities available . Yours faithfully,第四章 回复函Unit Four Replies回复函回复函一定要及时全面的回答询盘中所涉及的所有内容，每接到一封询盘，就意味着有了做成交易的机会。因此，一定要认真、礼貌的撰写回复函。最好能尽快回复，因为商机转瞬即逝，尤其是在竞争激烈的外贸市场。如果发现对方想要的产品一时没货，也不要置之不理或者简单的一句无货了事。要采
41、取积极主动的态度，有礼貌、得体的做出回复。在信函的开头可先表示对询盘的感谢，然后再说明无货，并向对方表示抱歉： We are sorry that we have no stock at present.若暂时无货，可在交货期上做文章，如询问对方晚些交货可否：could you accept delivery in July or September?还可向对方推荐类似产品或请对方看商品目录，引起对方购买其他商品的兴趣： May I draw your attention to item 10?Perhaps youd like to glance through our catalogue.
42、Unit Four Replies回复函本章节内容：1、常用模式2、常用句型3、翻译练习4、撰写信函1、常用模式Dear sirs;A. 感谢对方的询盘B. 随信附上我方产品目录及小册子以便参阅。（另附样品）C. 特殊说明（就重要细节或环节做专门解释，如价格、支付条件等）D. 简单介绍本公司优势产品并说明本公司的竞争力。E. 盼回复2、常用句型A类：感谢对方询盘Thank you for your inquiry for both shoes and mens T-shirts CFR New York dated July 25.We were very pleased to receive
43、 your enquiry of 2nd July.2、常用句型B类：随信附寄为使你方更好的了解我方的五金产品，今选出代表性的样品航寄你方共你方细阅。To enable you to have better understanding of our Hardware, we are sending you by air a selection of their representative samples for your scrutiny.随函寄去我方价目表一份。We are sending you under cover a copy of our price list.We are enclosing a copy of our price list.我们随函附寄的带插图的商品目录里面涵盖了您提出的所有细节，另寄丰富的样品。We are enclosing our illustrated catalogue giving the details you ask for. Also, under separate cover, we are sending you a full range of samples.2、常用句型B类：随信附寄另行寄上我方目前出口的