外贸函电知识

1、English CorrespondenceFor International Trade,Chapter 1 Introduction,导论: 通过本课程的教学，使学生掌握国际贸易活动中各种商务信函的写作方法和技巧，提高其使用英语进行书面国际贸易业务沟通的能力。 通过本课程的学习，要求学生掌握外贸信函的基本格式，熟练运用一些在英文写作中常用的词汇和表达方式，了解有关外贸业务往来洽商的一些实务，并能根据各类业务的要求，撰写符合格式和内容准确的外贸英语函件和有关的业务合约和协议。,Chapter 2 The Layout of Business Letters (商务信函的格式),Section

2、 1 Introduction,Business letters can be roughly grouped into three categories in terms of their purposes: To get action To build goodwill To furnish information,Section 2 Language Style,1Writing Principles: 7“CS” : 意思表达明确，要注意： 1) Clear 清楚的 2) Concise 简洁的 A.避免废话连篇B.避免不必要的重复 C.短句、单词的运用 3) Correct 正确的

3、1.避免用词错误;2.注意词语所放的位置;3.注意句子的结构.,4) Courteous 礼貌的 语言要有礼且谦虚，及时地回信也是礼貌的表现。 5) Conversational 像谈话那样 写信时要考虑怎样写才能使得话题可以持续地交谈下去。 6) Convincing 有说服力的 能说服对方接受你的意见。 7) Complete 完整的 一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。,2. Writing techniques for a conversational style,1）.Use contractions （缩略语） Its, does

4、nt , Im ,youre 2）.Use personal references Use I, we, you, your, Avoid use “this company, the above-mentioned” 3）.Use direct questions Avoid words such as “whether” Do you want to continue your account or transfer it? We would appreciate your advising us whether you want to continue this account or t

5、ransfer it. 4.）Create a person-person style 5）Take a You-Attitude,3. Checklist for your business writing planning: 7 steps 1) Write down your AIM Why are you writing this letter? 2) Assemble all the relevant information and documents: copies of previous correspondence, reports, figures, etc. 3) Arra

6、nge the points in order of importance. 4) Write an OUTLINE in note form. 5)Write a FIRST DRAFT, leaving space for additions, changes and revisions. 6)Check it through 7)Write, type your FINAL VERSION.,Section 3 Format of Business Letters,1. Indented Form 2. Blocked Form 1) Full Block Form 完全平头式：凡是用打

7、字机打上去的每一行字，包括日期、封内地址、事由和结尾礼词。都是从左边的空白边缘打起。 3. Modified Blocked Form 改良平头式：这种格式，除日期，结尾礼词和签名部分外，其他部分每行开头都与左边空白看齐。,Section 4 Layout of the Common Blocked Lines for Business Letters,一、信内称呼 在知道收信人姓名的情况下，有以下几种称呼方式： Dear Mr Smith（for a man） Dear Mrs Brown（for a married woman） Dear Miss Jones（for a single w

8、oman） Dear Ms Todd（Ms does not reveal the marital status of a woman） 下面以“Winston Smith”（温斯顿史密斯）为例看一看几种称呼方式及其意义。 “Dear Mr Smith”：用于以前有过联系的情况。 “Dear Smith”：仅用于男性上司对他熟悉的下级的称谓。 “Dear Winston”：用于彼此关系密切的情况。如果与Smith先生很熟悉，见面时就称呼他的名字，那么写信时也可这样称呼，否则不可。,在给女士写信时，称呼语的用法比对男士就更要复杂些了。 如写信给“Jane Brown”女士，可能会有“Dear M

9、iss Brown”、“Dear Mrs Brown”、“DearMs Brown”这几种情况。 用哪种更合适，了解对方是一方面，但更重要的是记住按“收信人喜欢的方式称呼”这一原则。 如果来信上的署名是“JaneBrown”，回信时称呼语就该写成“Dear Ms Brown”； 如果署名为“Jane Brown（Mrs）”，称呼语就该为“Dear Mrs Brown”。 这是因为有的人比较正统，她们不愿别人把“夫人”、“小姐”这两个概念搞混，便在她们署名的后边注上（Mrs）或（Miss）以提示对方。,二、写信日期的表达： 英式（英国）：3.6.2006 表示：2006年6月3日 美式（北美）：

10、3.6.2006 表示 2006年3月6日 为避免误解，应写为： （英式）：3 June, 2006 (美式）March 6, 2006,三、主题,Dear Sirs, Re: Your Order No.1513 _ _ _,四、称呼敬语和信末敬语,称呼：Dear Sirs, 结尾：Yours faithfully 称呼：Dear Mr.Greg Smith, 结尾：Sincerely yours/ Yours sincerely(英） Yours truly/ Truly yours (美） - Kind regards Best regards Best wishes All the b

11、est With very best wished,五、签名,1、要打字 2、要手签:signature 3、有职务要写上去:,六、参考文号,贵方发文号：Your Ref. 我方收文号：Our Ref.,七、附件,Encl / Enc.As stated -附件如文 八、抄送 Cc：抄送 (Carbon copies) Bcc: 密件抄送 (Blind carbon copies) 九、又及/再者/附笔 P.S. (Postscripts)-要尽量避免,Section 5Addressing Envelops,Chapter 3 Establishment of Business Relati

12、ons andCredit Status Enquiries(建立业务关系和资信调查),教学目的：This chapter deals with how to make contact with a prospective client. Usually, information on future clients is obtainable through the channels we will learn. 重点及难点：How to establish a business relations.,Section 1Establishment of Business Relations,T

13、he commercial Counselors office 商务参赞处 Electric and electronic equipment 电子电器产品 Mutual benefit 互相的利益 Leading importers of 主要的进口商 Specializing in :专营 Great popularity: 巨大的声誉 Shanghai Expo 上海世界博览会 Advertising agency,Through the courtesy of 承蒙。的介绍 Chamber of Commerce 商会 Enclosing herewith 随函邮寄 Acquaint

14、yourselves with 使得了解。 Consummate business 达成交易 Take advantage of 利用,By separate airmail 航空另寄 A state corporation 国有公司 Referring to your letter of 有关、关于贵方。来函 In the line of 在。业务范围之内 In compliance with 按照,Private 4. Useful sentences both in the book and from other materials; 5. Exercises done both in

15、the class and after class. 6. Study the commonly used sentences; 7. Discuss the exercises.,课堂练习：P381,第二题 第三题,Chapter 4 Enquiry and Offer(询价和报盘）,Section 1 Enquiry 1. Introduce inquiry; 2. Analyze the typical letter; 3. Study the commonly used sentences. 4. Learn how to get the needed credit informati

16、on of other firms and what should be noted when writing this type of letters. 5. Grasp commonly used words, phrases and sentences. 6. Study of the letter in this lesson; 7. Exercises according to the knowledge learnt in this lesson. 8.Focus on & Difficulties,Key words:,Binding：约束力 To the point: 简明扼要

17、 Engagement：保证 Proforma invoice :形式发票 The offer is subject to our final confirmation 此发盘须经我方确认。 Within a reasonable time : 在合理的时间内 Withdrawal and revocation of an offer 发盘的撤回和撤销 “Hands-on” experience of the product 客户试用，亲身体验产品 Demo:样品,Discount for cash / bulk 现金付款折扣/ 大批量折扣 Cash with order 下定单时付款 Sal

18、able 适销的，有市场的 In a position to do sth 有能力、有条件做某事 See that 确保 Place orders 下定单 On a regular basis 经常性地 Stock 库存 Out-perform 表现优于。,Section 2 Guidelines for Writing Enquiries An enquiry is usually made to seek a supply of products, service or information. In order to obtain the needed information, the

19、enquirer should state simply, clearly and concisely what he wants general information, a catalogue, a price list, a sample or a quotation, etc. According to the content, there may be first enquiries and specific enquiries. A first enquiry is an enquiry sent to a supplier with whom you have not yet d

20、one business, so it should begin by telling the supplier how you obtained his name and address. But in a specific enquiry, the enquirer points out a certain product or commodity he intends to purchase, he may ask the supplier to make an offer or a quotation on this product.,1、以We are 开头介绍自己是经营何种商品的公

21、司。 2、询价要明确，具体。比如： 询问何种商品、询问某商品价格、要样品、要样本等。 3、尽可能对你感兴趣的商品作具体说明。 4、说明你订单的数量，因为卖方对不同数量有不同的价格上的优惠。 5、说明你为什么要及何时要这些资料，并以乐观口气结束并盼复。 6、要礼貌，常用Please,thank you等。 7、检查无误。,We shall appreciate it if you would send us a sample book soon.如能立即将样品簿寄来，我们将不胜感激。 外贸函电中表示感激的表达方式还有： We should be thankful if you would . W

22、e should be grateful if you would . We should be obliged if you would .,Section 3 Reply to enquiries: Offer,Quotation 报价 Offer 发盘 Firm offer 实盘 Non-firm offer 虚盘,enjoy a good reputation享有盛誉,类似的表达法有： The goods are most popular (or enjoy great popularity ) with our customers. The goods have commanded

23、a good market. The goods are universally acknowledged. The goods are selling fast (or enjoy fast sales).,公司企业常见部门英文名称 总公司 Head Office分公司 Branch Office营业部 Business Office人事部 Personnel Department（人力资源部）Human Resources Department总务部 General Affairs Department财务部 General Accounting Department销售部 Sales D

24、epartment促销部 Sales Promotion Department国际部 International Department出口部 Export Department进口部 Import Department公共关系 Public Relations Department广告部 Advertising Department企划部 Planning Department产品开发部 Product Development Department研发部 Research and Development Department(R&D),Section 4 Important Notes on

25、an Offer,1、定义 由一方向一个或一个以上的特定的人提出的订立合同的建议，如果十分确定并且表明发信人在得到接受时承受约束的意旨，即构成报盘。 因此，一个报盘必须满足以下的要求： 1）报盘是向一个或一个以上的特定的受盘人发出 2）建议必须确定、清楚和具体 3）报盘须表明报盘人要承受约束的意旨 4）报盘必须送达受盘人,2、报盘的有效期 1）规定接受报盘的最后期限 2）规定接受的时间幅度 3）表示无确定时间的报盘有效期 3、报盘的撤回（withdrawal)和撤销(revocation) 4、报盘的终止 1）在有效期内未被接受 2）被撤回或撤销 3）被拒绝或被新的报盘所取代 4）由于新的法律

26、而被终止 5、价格条款,Section 5 Reply to Enquiries 1. Enquiries Replies From an old customer state firstly how much you appreciate it. From a new customer state firstly you are glad to receive it/ express your expectation of cooperation. 2.promptly 3.If not available, explain the situation. 4.The details of q

27、uantity, quality, price, discount, payment, packing, time of shipment and so on.,典型的回信包括：,1、感谢对方对自己产品感兴趣并自己能够、或不能够供货。 2、推销自己的产品并讲明它如何适合对方的需要。 3、讲明已寄出样本、价格单或样品等。 4、向对方解释该如何使用该产品。 5、报价。 6、以乐观的语调结尾，鼓励对方来电以了解更多情况。,回复询价函的几点建议：,1、不管你接受价格与否都要尽快回复，最好在当天回复。 2、必须答谢每一封询价函。 3、不论对方是否看过，都要给对方寄送样本。,作业：下周上课时交上来,把下面

28、的信翻译成英语： 收信人：澳大利亚GAP 公司 悉尼 Lincon st. 503号 Greg Smith 先生 寄信人：中国轻工进出口公司 珠海分公司 中国广东省珠海市香洲区唐家湾金凤路280号 尊敬的Greg Smith 先生： 感谢贵司9月1日寄来的询价单。 愉快地告知贵司，我司是专营工具出口的，已经有10年的出口经验了。我司的产品物美价廉，已经出口到全世界的20多个国家。 按照贵司的要求，我司已经另函邮寄给贵司我司的产品样本及样品供贵司参考。一旦收到贵司的详细要求，我方将立即给贵司报价。 期待佳音。 出口部 张光 2009年10月20日,作业：P383,III.C 把汉语的信翻译成英语

29、,Chapter 5 Response to Offers,Key words: Amount to = be equal to Revive the offer (make the offer alive) Ripens into a contract (form a contract) Tactfully Reader-oriented Count on Buyers bid,When an offer is received, offeree will give the reply to an offer in three ways. 1.Declining 2.Conditional

30、acceptance( counter-offer) 3.Entire acceptance,Section 1Declining an offer,1.Send a declining letter to the offerer A. unaccepted only B. a counter-offer 2.Keep silence or inactivity during the validity of the offer amounts to declining.,Section 2Guidelines for Declining an Offer,Convey the unpleasa

31、nt news yes maintain goodwill Follow the points: 1. The neutral opening Not begin with the unpleasant news 2. The main body A. you have considered the offer carefully B. with positive language C. explain the reasons briefly and thoughtfully, reasonable and logical D. never accuse,3. The closing A. c

32、ourteous, helpful and sincere B. use positive words and phrases C. avoid repeating the unpleasant news,Section 3Conditional Acceptance: Counter-offer,A reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications constitutes a counter-offer. B. Mate

33、rially alter: different terms relating to 8 terms .,Section 4Guidelines for writing counter-offer letters,Following these steps: 1. Begin your letter by thanking the seller for his offer. 2. Assure the reader that you have considered the offer carefully. 3. Tell the reader what terms of the offer yo

34、u are happy with. 4.Indicate what terms you are unable to accept and explain why. 5. Tell the reader what to do. 6. End on a positive note.,Section Entire Acceptance,1. the An effective acceptance should satisfy the following essential conditions: 1) An acceptance can only be made by the offeree. 2)

35、 The offeree must agree to the terms and conditions offered. 3) The offeree must state his acceptance clearly. Silence in itself does not amount to acceptance. 4) The acceptance must reach the offerer within the validity of the offer.,2. Late acceptance 3. Withdrawal of an acceptance,Section 6Guidel

36、ines for writing acceptance letters,1.Express your appreciation for the offer in the beginning. 2.State your acceptance. 3.Make it clear what you are accepting. 4.Urge the addressee to act as required by the agreement. 5.End the letter by showing your confidence in the smooth execution of the transa

37、ction. In duplicate 一式两份 In triplicate 一式三份,Chapter 6 Order placing & replies to orders,New words:,Correspondence 往来函电；信件 Pre-numbered 事先编号 General conditions 一般条件 Carriage paid 运费已付 Carriage forward 运费到付 Preliminary negotiations 初步谈判 Be legally bound to 有法律约束力的 Honor 承兑 Be free from faults 准确无误 Cla

38、im damages 索赔损失赔偿金,Section 1 Introduction,1. Definition of an Order 1）Pre-numbered 2) Stress the important details 3) The general conditions can be printed on the back Order placed by telephone should be confirmed in writing.,2. The essential qualities of an order,1) include full details of descript

39、ion 2) state your requirements 3) confirm the terms of payment agreed in preliminary negotiations,3.Legal position of the parties in an order,Seller: he is not legally bound to accept the buyers order unless the quotation is made as a firm offer. Buyer: His order is not legally binding until the sel

40、ler has accepted the offer.,4.The buyers obligations,When the contract comes into force, The buyer should : 1) accept the goods as the contract 2) pay for the goods as the contract 3）check the goods as soon as possible 5. The sellers obligations 1) deliver the goods as the contract 2) Guarantee the

41、goods to be free from faults.,Section 2 How to place an orderSee the sample letter.,Section 3 Confirmation of an order 1.Make an acknowledgment 2.If the goods ordered can not be supplied, please explain the reason.,Homework:下次课上交！Translate the following into English:,1、我们想向贵司介绍一下我公司是中国玩家的主要出口商。 2、我司

42、对贵司的FNE号电器设备非常感兴趣，请报成本加运费目的港为纽约的价格。 3、如果贵司能告知我方AFC公司的财务状况，我们是非常感激的。 4、我们收到了贵司9月21日关于我司出口的纺织品价格的询函，谢谢！ 5、本报价以贵公司的回复在9月25日到达我方为准。,Chapter 7 International Business Contract,Section 1 A Brief Introduction to International Business Contract Whereas 鉴于 in witness whereof 兹证明 attest 证见 A contract consists

43、of four parts: The contract heading（合同的抬头） Recitals （合同的说明条款） The body （合同的主体、正文） Validation （合同的生效条款）,General Principles of Contract Drafting:,1.Professional （专业） 2.Saliency （突出） 如：null & void, force and effect 3.Precision （明确） 4.Clarity （清楚） 5.Standarlization （标准化）,Section 2 The contract heading,S

44、ection 3 The recitals whereas clauses: 约因条款 Tell of a set of facts about the contract such as the background, objectives and so on. 谈及合同的一组事实，如背景、目标等。,Section 4 The main body of a contract 1.Definition clauses 2.Price 3.Terms of payment 4.Delivery 5.Insurance 6.Inspection 7.Claims 8.Force Majeure 9.

45、Arbitration 10.Notice,Section 5 The validation of a contract Effective date, the languages, validity, the signature, attestation 一、Effective date 1.签字之日起生效，或者 2.满足一些先决条件后再生效 二、 Signature Both in printed name and the pen written name, include the name of the company 三、Attestation 合同范本货物出口合同.doc,Chapt

46、er 8Terms of Payment,Kew words: Draft: 汇票 Drawer: 出票人 Drawee:受票人 Payer:付款人 Payee:收款人 Lawful money: 法定货币 Negotiable:可转让的，可议付的 Credit reference:资信调查 Banks draft: 银行汇票 Commercial draft:商业汇票 Clean draft:光票 Documentary draft:跟单汇票 Sight draft :即期汇票 Time draft（usance draft): 远期汇票 Acceptance: 承兑 Endorsement

47、: 背书 Discount: 贴现 Dishonor: 拒绝付款或拒绝承兑,Promissory note: 本票 The holder: 持票人 The maker: 出票人 Check:支票 Bounced check :空头支票 Bankers demand draft: 银行即期汇票 Cash in advance (CIA):预付货款 Documentary letter of credit: 跟单信用证 Documentary collection:跟单托收 Open account (记帐） Documents against acceptance (D/A)：承兑交单 Docu

48、ments against payment (D/P):付款交单 Collection : 托收 T/T Telegraphic Transfer：电汇 M/T Mail Transfer: 信汇 D/D Demand Draft： 票汇,Section 1 Payment Instruments,1.Draft / Bill of Exchange (汇票） A draft (bill of exchange) is an unconditional written order signed by one party requiring a second party to make paym

49、ent in lawful money immediately or at the determinable future time to the third party.,2. Promissory note (本票） The promissory note is an unconditional promise in writing made by one person ( the maker) to another (the payee / the holder) signed by the maker engaging to pay on demand or at a fixed or

50、 determinable time a certain amount of money to or to the order of a specified person or to bearer.,3. Check （支票） A check is an unconditional order in writing addressed by the customer ( drawer ) to a bank (drawee) signed by the customer authorizing the bank to pay on demanding a specified sum of mo

51、ney to or to the order of a named person or to bearer (payee).,Section 2Method of payment,1.cash in advance cash with order (CWO) (订货付款） Cash payment before shipment 2.remittance (汇付） M/T T/T D/D,Procedure of Telegraphic Transfer,Remitter,Payee,Remitting Bank,Paying bank,1.Application,2.Instruction,

52、3.Payment,4.Debit Note,Procedure of Demand Draft,Remitter,Payee,Remitting Bank,Paying Bank,1.Application,2.Issuance,3.Sending Bank Draft,4.Presentation,5.Payment,6.Debit Note,3. documentary letter of credit,Beneficiary (Seller/Exporter),Applicant (Buyer/Importer),Advising Bank Negotiating bank,Issui

53、ng bank (buyers bank),1.Conclusion of Contract,2.Application,3.Issuing LC,4.Notification,5.Shipment of Goods,6.Presentation,7.Negotiation,8.Payment,9.Payment,10.Presentation,11.payment,Procedure of LC Operation,4.documentary collection,4.Documentary collectionKey Words:,Collection: 托收 Principal:委托人

54、Remitting Bank:托收行 Collection Bank : 代收行,Procedure of Documentary Collection,Principal (Seller/Exporter),Drawee (Buyer/Importer),Remitting Bank (Sellers Bank),Collecting Bank (Buyers Bank),1.Shipment of Goods,2.Collection Application,3.Collection Order,4.Presentation of Documents,5.Documents against

55、 Payment /Acceptance,6.Payment,7. Payment,Chapter 9Letter of Credit,Section 1 Introduction 1.Background Information 2.Definition 3.Advantages of L/C 4.Limitations of L/C,Section 2 Parties in a letter of credit Applicant 开证申请人 Issuing bank 开证行 Advising bank 通知行 Beneficiary 受益人 Negotiating bank 议付行 Co

56、nfirming bank 保兑行,Beneficiary (Seller/Exporter),Applicant (Buyer/Importer),Advising Bank Negotiating bank,Issuing bank (buyers bank),1.Conclusion of Contract,2.Application,3.Issuing LC,4.Notification,5.Shipment of Goods,6.Presentation,7.Negotiation,8.Payment,9.Payment,10.Presentation,11.payment,Proc

57、edure of LC Operation,Section 3 Contents of a Letter of Credit,Section 4Categories of Letter of Credit,1.Documentary credit vs Clean credit 2. Revocable credit vs Irrevocable credit 3.Confirmed L/C vs unconfirmed L/C 4.Payment L/C ,Acceptance L/C,Section 5Basic Documentary Procedure of L/C,Section 6

58、 Characteristics of Settlement by L/C Section 7 Payment Terms in the Contract Section 8 Specimens of L/C,Section 9Specimen Letters concerning L/C,1. Urging establishment of L/C and urging buyers reply 2.Asking for amendment to L/C and urging buyers reply 3. Requesting extension of L/C and urging buy

59、ers reply.,收信人： 广东轻工业进出口公司出口部 王雨亮收 中国广东省广州市天河区黄埔路28号 寄信人： 巴基斯坦卡拉奇 ABROCK 公司进口部 卡拉奇市Circle 大街 38号 Tom Smith,letter 1Regret to inform you 遗憾地告知,Relevant L/C 相关信用证 According to the contract stipulation 按照合同规定 Please note 请注意 Please give this matter your immediate attention 请立即关注此事,Letter 2,Under your Sales contract No.123 123号合同项下的。 Check up 检查 Issuing bank 开证行 Advising bank 通知行 Tele-transmission 电讯方式传递 Advise sb of sth 通知某人某件事 Upon receipt of the L/C 一经收到信用证,Letter 3,After going over the L/C clauses 在检查信用证的条款后 Dis