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1、外贸英语函电外贸英语函电外贸英语函电外贸英语函电主主编编王王丽丽UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLettersUnitTwoUnitTwoUnitTwoEstablishingBusinessRelationsEstablishingBusinessRelationsEstablishingBusinessRelationsUnitThreeInquiriesUnitThreeInquiriesUnitThreeInquiri
2、esUnitFourOffers&QuotationsUnitFourOffers&QuotationsUnitFourOffers&QuotationsUnitFiveFirmOffersUnitFiveFirmOffersUnitFiveFirmOffersUnitSixNon-firmOffersUnitSixNon-firmOffersUnitSixNon-firmOffersUnitSevenCounter-offersUnitSevenCounter-offersUnitSevenCounter-offersUnitEightPlacing&ConfirminganOrderUni
3、tEightPlacing&ConfirminganOrderUnitEightPlacing&ConfirminganOrderUnitNineDeclininganOrderUnitNineDeclininganOrderUnitNineDeclininganOrderUnitTenUnitTenUnitTen PlacingRepeatOrdersPlacingRepeatOrdersPlacingRepeatOrdersUnitElevenUnitElevenUnitEleven TermsofPaymentTermsofPayment下一页下一页下一页下一页外贸英语函电外贸英语函电外
4、贸英语函电外贸英语函电UnitTwelveUrgingEstablishmentofL/CUnitTwelveUrgingEstablishmentofL/CUnitTwelveUrgingEstablishmentofL/CUnitThirteenL/CAmendment&ExtensionUnitThirteenL/CAmendment&ExtensionUnitThirteenL/CAmendment&ExtensionUnitFourteenShipmentUnitFourteenShipmentUnitFourteenShipmentUnitFifteenPacking&Shippi
5、ngMarksUnitFifteenPacking&ShippingMarksUnitFifteenPacking&ShippingMarksUnitSixteenInsuranceUnitSixteenInsuranceUnitSixteenInsuranceUnitSeventeenMakingaClaimUnitSeventeenMakingaClaimUnitSeventeenMakingaClaimUnitEighteenAcceptanceofaClaimUnitEighteenAcceptanceofaClaimUnitEighteenAcceptanceofaClaimUnit
6、NineteenReplacingMerchandiseUnitNineteenReplacingMerchandiseUnitNineteenReplacingMerchandiseUnitTwentyProcessing&AssemblingTradeUnitTwentyProcessing&AssemblingTradeUnitTwentyProcessing&AssemblingTradeUnitTwenty-oneCompensationTradeUnitTwenty-oneCompensationTradeUnitTwenty-oneCompensationTrade上一页上一页上
7、一页上一页主主编编王王丽丽FunctionsofBusinessLetters UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)toinform,whichreferstoconveyingthevastamountofinformationneededtoday-to-dayoperationsofthebusiness;toinfluence,whichmeansthatmessagesincludedinabusinesslettershou
8、ldalsoinfluencethereadersattitudesandfunctions.CriteriaforBusinessLetters A.COURTESYInourletters,weshouldalwayskeepinmindthepersonwearewritingto,seethingsfromhisangle,visualizehiminhissurroundings,seehisproblemsanddifficultiesandexpressideasintermsofhisexperience.B.CORRECTNESSCorrectgrammar,punctuat
9、ionandspellingarebasicrequirementsforbusinessletterwriting.Also,weshouldchoosethecorrectleveloflanguageanduseaccurateinformationanddatainourletters.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)CriteriaforBusinessLetters C.CLARITYWeshouldfirstident
10、ifywhatwewanttoexpressandthenexpresstheideainplain,simplewordsandformats.D.COMPLETENESSOurlettersshouldincludeallthenecessaryinformationanddata.E.CONCISENESSWeshouldwriteinthefewestpossiblewordswithoutsacrificingcompletenessandcourtesy.F.CONCRETENESSOurwritingshouldbevivid,specificanddefinite.UnitOn
11、eIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)TheGeneralProceduresforBusinessLetterWriting:1.Determineourpurposeofwritingacertainletter.2.Identifywhothereadersare.3.Organizethemessage,whichistobecontainedintheletter.4.Writeadraft.5.Polishthewriting.UnitO
12、neIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ElementsofBusinessLettersandTheirPositionsintheLetter:UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)LetterheadReferenceNumberDateInsideAddressParticularAdd
13、ressorAttentionLineSalutationSubjectLineorCaption_ComplimentaryCloseSignatureIECBlockPostscriptBodyoftheletterAletterheadgenerallycontainsthefollowinginformation:Thenameofthefirm Itsaddressandpostalcode Faxnumber Internetaddress Telephonenumber Telegraphicandtelexaddress E-mailaddress Trademarkorabr
14、iefslogan,etc.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)EASTERNTEXTILESIMP.&EXP.CO.,LTD.34297ShangchengRoad,Shanghai,ChinaTel:6606811Fax:6507631Http:/E-mail:ExampleoftheFormatsofaLetterhead:UnitOneIntroductiontoBusinessLettersUnitOneIntroductio
15、ntoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsoftheLetterheadontheSecondPage:EASTERNTEXTILESIMP.&EXP.CO.,LTD.-2-April16,2004 Mr.SmithApril16,2004,Page2 Mr.SmithApril16,2004Page2 -Page2-EASTERNTEXTILESIMP.&EXP.CO.,LTD.April16,2004 EASTERNTEXTILESIMP.&EXP.CO.,LTD.2-April16,2004 UnitO
16、neIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofReferenceNumber:Yourref:ALMOurref:5511/TLDearSirs,DearSirs,Yourref:ALMDearSirs,WerefertoyourletterofNovember12,2004,ref.TY1160 UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoB
17、usinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofDate:24thMarch,2004 March24th,2004 24March,2004 March24,2004 UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofInsideAddress:Ms.CeciliaGreenSalesManagerABCCompany123Ber
18、ryDriveMinneapolis,MN55106U.S.A.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofInsideAddress:VicePresidentMessrs.J.Harvey&Co.66HighStreetAnytown,AY12BFChinaNationalMachineryImport&ExportCorp.36,JianshanRoadDalian,116023PeoplesR
19、epublicofChina UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofParticularAddressorAttentionLine:ChinaNationalMachineryImport&ExportCorp.36,JianshanRoadDalian,116023PeoplesRepublicofChinaAttention:Mr.Wang,ExportManager UnitOneInt
20、roductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofParticularAddressorAttentionLine:P&GCompany24MadisonAvenueColumbus,OH43004U.S.A.AttentionofPualYangBiddle,Sawyer&Co.,Ltd.HaddenHouseFitzroyStreetLondon,SW825DY,EnglandAttentionofExportDepart
21、mentMr.H.A.Donnan,please UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofParticularAddressorAttentionLine:P&GJohnMorris&Co.,Inc.ATTENTIONOFPURCHASINGMANAGEROSullivanBuildingBaltimore,Maryland,10026U.S.A.UnitOneIntroductiontoBusi
22、nessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofSalutationandCorrespondingComplementaryClose:SalutationCloseDearSirs,DearSir,DearMadams,DearMadam,DearSirorMadam,Faithfullyyours,Yourscordially,(formal)Gentlemen:Yourstruly,Trulyyours,(formal)Sir,Madam,Res
23、pectfullyyours,Yoursrespectfully,DearMr.Morgan:DearJohn:DearMissGreen:DearMrs.Smith:DearMs.White:MydearMrs.(orMiss.).)Bush:Sincerelyyours,Yourssincerely,(lessformal)UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofSubjectLineorCa
24、ption:Subject:ProposeddelayofthedeliveryRe:ProposeddelayofthedeliveryInre:InvoiceNo.1120SUBJECT:ACCOUNTNO.689 UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ProposeddelayofthedeliveryExamplesoftheFormatsofSignature:Yoursfaithfully,(signature)CathyKu
25、rtzMarketingManagerYoursfaithfully,THEINTERNATIONALTRADINGCOMPANY(signature)CathyKurtzMarketingManager UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofSignature:Yoursfaithfully,ForCHINANATIONALIMPORT&EXPORTCO.,LTD.(signature)Geo
26、rgeMorganYoursfaithfully,PerPro(orP.P.)CHINANATIONALIMPORT&EXPORTCO.,LTD.(signature)GeorgeMorgan UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofInitials:GB/LZGbush/lzGB:lzlz UnitOneIntroductiontoBusinessLettersUnitOneIntroducti
27、ontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofEnclosure:1Enc.Encls:2commercialinvoicesEnc.1AttachmentEnclosureAsStatedEnc:1B/L1certificateAttachments:2Enc.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExampleoftheformatofCarbon
28、CopyNotation:c.c.:DalianBranchB.c.c.:Mr.Brown(onthecopyonly)C.C.:JeanKipmanPC:theBankofOsaka,Ltd.,KobetheOsakaChamberofCommerce UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)FullBlockFormat:UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoB
29、usinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)LetterheadDate:_InsideAddress_Salutation:_ComplimentaryClose,SignatureBodySemi-blockFormat:UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)LetterheadDate:_InsideAddress_Salutation:_ComplimentaryClose,SignatureB
30、odyConventionalFormat:UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)Letterhead_ ComplimentaryClose,SignatureInsideAddress_Salutation:Date:_BodyIndentedFormat:UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概
31、论商务信函概论)LetterheadDate:_InsideAddress_Salutation:_ComplimentaryClose,SignatureBodyFormatofEnvelopeStampChinaNationalMachineryImport&ExportCorp.36,JianshanRoadDalian,116023PeoplesRepublicofChinaP&GCompany24MadisonAvenueColumbus,OH43004U.S.A.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBus
32、inessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)FormatofEnvelopeStampChinaNationalChinaNationalMachineryImport&ExportCorp.36,JianshanRoadDalian,116023PeoplesRepublicofChinaP&GCompany24MadisonAvenueColumbus,OH43004U.S.A.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论
33、商务信函概论)UnitTwoEstablishingBusinessRelations (建立贸易关系建立贸易关系)ObjectivesIntroductionNewWords&ExpressionsChineseVersionoftheTextKeystoExercisesObjectives UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)通过本章的学习，帮助学生掌握通过本章的学习，帮助学生掌握:v 寻找潜在客户的方法寻找潜在客户的方法v 要求
34、与对方建立贸易关系的书信的撰写要求与对方建立贸易关系的书信的撰写v 要求建立贸易关系的书信的回复要求建立贸易关系的书信的回复IntroductionChannelsthroughwhichinformationcanbeobtained:UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)vChamberofCommercebothathomeandabroadvBanksvTradedirectoriesofvariouscountriesandre
35、gionsvCommercialCounselorsOfficevExhibitionandtradefairsIntroductionThreepointsusuallycontainedinlettersaimingatestablishingbusinessrelations:UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)thesourceofinformation theintentionofwritingthisletter abrie
36、fintroductionofonesowncompany,including:thebusinessscope,creditstandingorfinancialpositions,productsandservicesthatcanbeprovided,etc.NewWords&Expressions1.prospectiveadj.潜在的潜在的 可能的可能的 预期的预期的 prospectivebuyers可能的买主可能的买主 prospectivebusinesspartners可能的贸易伙伴可能的贸易伙伴2.tradingpartner贸易伙伴贸易伙伴orbusinesspartne
37、r UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)3.intendv.想要想要,打算后常接动词不定式打算后常接动词不定式e.g.Theyintendtoplaceanorderwithyou.他们打算跟贵方订货。他们打算跟贵方订货。Weintendtoextendourbusinessactivities.我们打算扩大我们的业务范围。我们打算扩大我们的业务范围。NewWords&Expressions4.enquirev.询问询问 e.g.Wew
38、ouldliketoenquirewhetheryoucansupplythefollowingitems.我们想询问一下，贵公司能否提供下列商我们想询问一下，贵公司能否提供下列商 品。品。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)enquireinto调查调查e.g.Thebuyerclaimedthatthegoodsweredamagedintransit,butwemustenquireintothismatterourselves.
39、买方声称货物在运输过程中被损坏了，但是买方声称货物在运输过程中被损坏了，但是我们必须亲自调查这件事情。我们必须亲自调查这件事情。NewWords&Expressionsenquireabout询问关于某事询问关于某事e.g.Theysentusaletter,enquiringaboutthemarketconditionhere.他们给我们发来了一封信，询问这里的市场他们给我们发来了一封信，询问这里的市场状况。状况。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易
40、关系建立贸易关系)enquireofsb.aboutsth.询问某人某事询问某人某事e.g.Mr.Smithenquiredoftheexporteraboutthequalityoftheirgoods.史密斯先生询问出口商他们的产品质量如何。史密斯先生询问出口商他们的产品质量如何。NewWords&Expressions UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)5.cataloguen.目录目录quotationn.报价，报价单报价，报
41、价单pricelistn.价目表价目表NewWords&Expressions6.cooperationn.合作，协作合作，协作cooperatev.合作，协作合作，协作e.g.Letscooperatewitheachotherforour mutualbenefits.为了我们双方的利益，让我们合作吧。为了我们双方的利益，让我们合作吧。Ineedyourcooperationinthismatter.在这件事情上，我需要你的合作。在这件事情上，我需要你的合作。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRel
42、ations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)petitiveadj.竞争的，有竞争力的竞争的，有竞争力的e.g.Ifyourpricesarecompetitive,wewouldplaceanorderwithyou.如果你们的价格有竞争力如果你们的价格有竞争力，我们就跟你们订我们就跟你们订货。货。NewWords&Expressions8.volumeadj.大量的大量的e.g.volumeorders大宗订单大宗订单 UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸
43、易关系建立贸易关系建立贸易关系建立贸易关系)NewWords&Expressions10.incompliancewith按照按照 e.g.Incompliancewithyourrequest,weare sendingyouoursamplesbyair.应你方要求，我们用航空邮件给你们寄去了应你方要求，我们用航空邮件给你们寄去了 我们的样品。我们的样品。comply(v.)with按照，与按照，与相符，遵守，满相符，遵守，满足足9.enterintobusinessrelations建立贸易关系建立贸易关系 还可以用：还可以用：setupopenupestablishbusinessre
44、lationsorbuildupbusinessconnections UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)NewWords&Expressionse.g.Itisnecessaryforyoutocomplywithourpackingrequirement.你方必须满足我们的包装的要求。你方必须满足我们的包装的要求。Weregretthatwecannotcomplywithyourrequestforadvancingshipme
45、nttoMay.很遗憾，我们不能满足你方将装货期提前很遗憾，我们不能满足你方将装货期提前到到5月份的要求。月份的要求。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)NewWords&Expressions11.underseparatecover另函，用另外一封信另函，用另外一封信e.g.Wehavesentyouunderseparatecoverarangeofpamphletsforyourinformation.我们另函给你们寄去了一系列
46、的小册子供我们另函给你们寄去了一系列的小册子供你们了解情况。你们了解情况。12.takethisopportunityto(后接动词原型后接动词原型)利用这利用这个机会做个机会做还可以说还可以说takeadvantageofthisopportunityoravailourselvesofthisopportunity.e.g.Wetakethisopportunitytoexpressourgreat appreciationforyourcooperation.借此机会，对于您的合作，我们深表感谢。借此机会，对于您的合作，我们深表感谢。UnitTwoEstablishingBusiness
47、RelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)NewWords&Expressions13.withaviewto着眼于，意着眼于，意为目的，考虑到为目的，考虑到 e.g.Weavailourselvesofthisopportunitytowritethisletterwithaviewtoenteringintobusinessrelationswithyou.我们利用这个机会给你们写信，目的就是我们利用这个机会给你们写信，目的就是想跟你们建立贸易关系。想跟你们建立贸易关系。UnitTwoEst
48、ablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)NewWords&Expressions14.dealin从事，经营从事，经营=handlev.经营经营dealwith跟跟做生意做生意e.g.Wehavedealtintheexportofwashingmachinesforbouttenyears.我们从事洗衣机出口已经有很多年了。我们从事洗衣机出口已经有很多年了。Wehandletheimportandexportbusinessofchemicalproduct
49、s.我们经营化工产品的我们经营化工产品的进出口进出口业务。业务。Wewishtodealwithyouinthisline.我们希望在该行业与你们做生意。我们希望在该行业与你们做生意。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)NewWords&Expressions15.airmailv.用航空邮件邮寄用航空邮件邮寄n.航空邮件航空邮件e.g.Pleasesentusyourlatestcataloguebyairmail.=Pleaseai
50、rmailusyourlatestcatalogue.请用航空邮件给我们寄来你们最新的目请用航空邮件给我们寄来你们最新的目录。录。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)vSampleLettervSampleLettervSampleLetter