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1、国际商学系 徐艳琴邮箱：出口贸易模拟和操作课堂要求课堂要求1.关闭手机或将手机调成振动；2.平时分30%（考勤、作业），考试分70%；3.不定时地点名，超过三次以上没来的学生取消考试资格；4.保持课堂安静。出口贸易模拟操作任务出口贸易模拟操作任务熟悉进出口业务流程掌握各种单据的缮制单证与结算相关工作都做什么？单证与结算相关工作都做什么？思考：进出口贸易中涉及哪些内容？哪些环节？教学目的：初步了解进出口交易前应做好的各项准备工作，并掌握建立贸易关系的一般途径教学重点：学会利用所有一切渠道寻找客户教学难点：建交函的写作格式进出口贸易中寻找客户的渠道有哪些？与客户联络可以有哪些方式？进出口业务英语函
2、电，包括信函、电报、电传、传真及电子邮件，是当今国际间货物买卖磋商的主要载体。无论其采用何种形式，目的都是为了有效传递商务信息。因此，合格的英语函电必须是以简洁的语言、明晰的结构来表述完整的内容，同时，还要体现出成熟的业务思维。一笔具体的交易往往始于出口商主动向潜在的客户发函建立业务关系。就标准规范的层次而言，建立业务关系的信函一般应包括如下内容：案例引入案例引入 某日，阳光公司自澳大利亚驻华大使馆商务参赞处获悉，澳大利亚悉尼市Nelson&Peterson有限公司拟购买山地车，并想在中国内地寻求与其建立长期合作关系的客户。得知此消息，阳光公司以商务函电的形式与澳大利亚N&P公司沟通。请扮演阳
3、光公司的业务员为公司起草建交信函。Dear Sir or Madam,Through the courtesy of the Commercial Counselors Office of the Australian embassy in china,we learn that you are in the market for Mountain bike.We avail ourselves of this opportunity to write to you and see if we can enter into long-term business relations with y
4、ou.We are specializing in the export of Mountain bike with more than 10 years.Our products enjoyed a high popularity internationally for their high quality,fashionable design and competitive price.To give you a general idea of the various kinds of our products now availablefor export,we enclose a br
5、ochure and a sample-cutting booklet.As to our credit standing,please refer to our bank-the Bank of China.We are looking forward to your early reply.Yours faithfully,Zhao Zhijuan初次联系写信的思路初次联系写信的思路For clients：How do you know us?Why are you writing to us?Who are you?For us:信息来源-写信目的-公司和产品介绍一、说明信息来源 即如何
6、取得对方的资料 作为贸易商，可以有各种途径来了解客户资料，如通过驻外使馆商务参赞处、商会、商务办事处、银行、第三家公司的介绍；或在企业名录、各种传媒广告、互联网上寻得；或在某交易会、展览会上结识；甚至是在进行市场调查时获悉。We learned from the Commercial Counselors Office of our Embassy in your country that you are in the market for Chinese handicraft.Mr.Jacques,Canadian Ambassador in Beijing,has recommended
7、you to us as a leading importer in Korea of lightweight batteries for vehicles.We have obtained your name and address from the Internet.Our market survey showed that you are the largest omporter of cases and bags in Egypt.二、言明去函目的 一般说来，出口商主动联系进口商，总是以扩大交易地区及对象、建立长期业务关系、拓宽产品销路为目的。In order to expand th
8、e sales of our products into South America,we are writing to you to seek cooperation possibilities.We are writing to you to establish long-term trade relations with you.We wish to express our desire to enter into business relationship with you.三、本公司概述 包括对公司性质、业务范围、宗旨等基本情况的介绍以及对公司某些相对优势的介绍，例如，经验丰富，供货
9、渠道稳定，有广泛的销售网等。We are a leading company with many years of experience in machinery export business.We enjoy a good reputation internationally in the circle of textile.We have our principle as“Clientsneeds come first”.Located in Shanghai,we take the advantage to set up our solififying production basis
10、 in coastal and inland areas.四、产品介绍 在这部分，可能会出现两种不同的产品介绍：在较明确对方需求时，我们会选取某类特定产品，进行具体的推荐性介绍；否则，我们通常只就公司经营产品的整体情况，如质量标准、价格水平、目前销路等，作较为笼统的介绍。当然，附上目录、报价单或另寄样品供对方参考也是公司经常采取的做法。Art.No.76 is our newly launched one with superb quality,fashionable design,and competitive price.We have a good variety of colors a
11、nd sizes to meet your different needs.Our products are enjoying popularity in Asian markets.To give you a general idea of our products,we are enclosing our catalogue for your reference.五、激励性结尾 与其他商业促销信函一样，在结尾部分，我们通常都会写上一两句希望对方给与回应或劝服对方立即采取行动的语句。Your comments on our products or any information on you
12、r markets demand will be really appreciated.We are looking forward to your specific enquiries.商务英语书信格式商务英语书信格式（一）信头（Heading）（二）信内地址（Inside Address）（三）称呼（Salutation）（四）正文(body)（五）结尾套语(Complimentary Close)（六）签署(Signature)1.China National Cereals,Oils and Foodstuffs Imp&Exp Corp.8 Jianguomen Nei DajieB
13、eijing 10005,ChinaTelephone:86-10-6526-8888Fax:86-10-6527-6028E-mail:2.Our Ref.Your Ref.Date:15th November,20-3.Messrs H.Ronald&Co.556 Eastcheap London,E.C.3,England8.Attention:Import Dept.4.Dear Sirs,9.Aquatic Products 5.We thank you for your enquiry of 5 November.In compliance with your request,we
14、 are sending you herewith a copy of our illustrated catalogue and a quotation sheet for your reference.All prices are subject to our confirmation for our aquatic products have been selling well this season.Therefore,we would suggest that you advise us by a fax in case of interest.We await your early
15、 favorable reply.6.Yours truly,7.China National Cereals,Oils and Foodstuffs Imp&Exp Corp.Sig._ (Manager)10.QS/AN11.Enclosures12.cc our Shanghai Branch Office13.P.S.We require payment by L/C for a total value not exceeding USD50,000.信函组成部分示例组成部分分项示例组成部分分项示例1.China National Cereals,Oils&Foodstuffs Imp
16、&Exp Corp.8 Jianguomen Nei DajieBeijing 10005,ChinaTelephone:86-10-6526-8888Fax:86-10-6527-6028E-mail:Our Ref.Your Ref.2.Date:15th November,20-信头日期3.Messrs H.Ronald&Co.556 Eastcheap London,E.C.3,England8.Attention:Import Dept.4.Dear Sirs,9.Aquatic Products收信人名称和地址具体收信人称呼事由5.We thank you for your enq
17、uiry of 5 November.In compliance with your request,we are sending you herewith a copy of our illustrated catalogue and a quotation sheet for your reference.All prices are subject to our confirmation for our aquatic products have been selling well this season.Therefore,we would suggest that you advis
18、e us by a fax in case of interest.We await your early favorable reply.6.Yours truly,7.China National Cereals,Oils and Foodstuffs Imp&Exp Corp.Sig._ (Manager)结尾敬语信文落款10.QS/AN11.Enclosures12.cc our Shanghai Branch Office13.P.S.We require payment by L/C for a total value not exceeding USD50,000.案号附件抄送附
19、言1.Essential Parts 必要部分1.The letterhead 信头2.The date line 日期3.The inside name and address 收信人名称地址4.The salutation 称呼5.The body of the letter 信文6.The complimentary close 结尾敬语7.The signature 落款2.Optional Parts 附加部分8.The attention line 具体收信人9.The subject line 事由10.The reference notation 案号11.The enclosure 附件12.The carbon copy notation 抄送13.The postscript 附言Sample of Envelopes Chinatex Mansion,No.19,Jianguomennei Street,Beijing,100005China,StampUnited Textiles Ltd.York House,Lawton StreetLIVERPOOL,ML3 2LLEngland By Air Mail Thank you!