[教学目的]了解书写建立贸易往来关系函电的意义

1、第二讲 Establish business relations &replying letters 四课时教学目的:了解书写建立贸易往来关系函电的意义,通过例文去了解此类函电的主要内容.总结出一些可套用的句式,并加以练习使自己能写出此类函电.教学方法: 讲授,练习教学重点: 函件的写法和内容,函件的讲解,学生的多多练习教学难点: 例文中所出现的一些外贸术语教学内容:1 建立贸易往来函件的一般写法和内容 15MIN2 例文讲解 (书 LESSON 3- LESSON 9) 85MIN3 总结出来可套用句式 20MIN4 练习讲解 40MIN课后作业:1翻译教案后所附的常用套句2.les

2、son ex.1,2,3; lesson 6 ex 1,2,3; lesson 7ex.1; lesson 8 ex 1,2,3; lesson 9 ex.1,23 Write a letter to a foreign company for establishing business relations covering the following contents:1) The source of your information2) Your intention3) Your business scope4) The reference as to your firms financi

3、al standing5) Your expectation1. 引言 （为什么要建立贸易往来关系）In international trade, the importer is usually in one country and the exporter in another. They are separated sometimes by thousands of miles. Establishing business relations is the first step in a transaction in foreign trade. 如果你毕业后发到一家刚刚开始做外贸的公司,

4、这时你的第一项任务很可能就是为公司找客户,然后发函过去以期对方能对你的公司,你的产品感兴趣,进而建立双方的贸易往来关系。你也可能幸运的进入一家大的外贸公司，但公司总是想不断的扩展其业务的，公司除了努力做到守住老客户之外，要做的就是努力的去寻找新客户，建立贸易往来关系。2 How the importer and exporter get to know each other:1) Internet 专门的门户网站 （陆风的例子）2) Exhibition 中国出口商品交易会，又称广交会，创办于1957年春季，每年春秋两季在广州举办，迄今已有四十余年历史，是中国目前历史最长、层次最高、规模最大、

5、商品种类最全、到会客商最多、成交效果最好的综合性国际贸易盛会。广交会由48个交易团组成，有数千家资信良好、实力雄厚的外贸公司、生产企业、科研院所、外商投资/独资企业、私营企业参展。广交会贸易方式灵活多样，除传统的看样成交外，还举办网上交易会。广交会以出口贸易为主，也做进口生意，还可以开展多种形式的经济技术合作与交流，以及商检、保险、运输、广告、咨询等业务活动。来自世界各地的客商云集广州，互通商情，增进友谊。3) Media (Newspaper, TV, magazines)4) Friends5) Chamber of commerce an organization of business

6、men. One of its task is to get business info and to find new business opportunity to its members. In western countries, there is a chamber of commerce in almost every town or city. 按产品分：中国纺织品进出品商会，中国机电产品进出品商会。按地区来分：无锡商会，南昌市工商联，江苏商会6） commercial counselors office (experience at Finland embassy)7) Ban

7、ks are always ready to supply the names and address. 3 One typical letter to EBR include:1) the source of information We have been informed by. On the recommendation of2) Your intention3) The business scope of your firm and also its branch and liaison office4) The reference as to your firms financia

8、l position 5) If the writer intends to buy for import, he may make request for samples, pricelist, booklet, catalogue etc.6) To close the letter, the writer usually express his expectation and looking for early reply注： 以上内容不必死记硬背，因为并非所有的建立业务关系的信函都必须这样写，我们在写作为还是因从实际的角度出发4 LESSON3 讲解a)文章讲解1) introduce

9、 oneself as 介绍自己为2) of =in relation to (sth)3) 第一段话也可以改为 We write to introduce ourselves as leading exporter of Electric goods from United kingdom4) 用We 而不用 I5) Attach 随函附上 attachment 附件attach a document to a letter 将文件附在信中6) a list of products 产品目录7) We are regularly exporting 作为 a list of products

10、 的定语We attach a list of products which we are regularl exporting. 经常出口的产品目录8） will be of interest to you 是你们所感兴趣的 of+抽象名词=该抽象名词的形容词 You are really a girl of humor. You are humorous girl.We trust that you will interest some of these items.8) We would be interested in doing sth 礼貌的请求和邀请9) Against whic

11、h: against = in return to 作为回复 Which 指代的是your inquiries10) Sterling English currency GBPUSD,SEK,JPY,CAD,AUD,EUR,GBP,DKK,NOK11) Quotation : What was today's market quotation on cotton?报价,常与动词make, send ,give连用,后跟介词forCan you make me a quotation for 500 pieces Yongjiu bicycles?Please make us your

12、lowest quotation for Mens shirts.Your quotation of Mens shirt is too high to be acceptable12) FOB U.K port free on board 英国港，船舷交货价 什么是FOB会在以后的课程中给出详细的解释13) Terms of payment to be arranged-terms of payment are to be arranged14) Should, by chance, your corporation not deal with the import of Electric

13、goods, If your corporation should not deal with the import of Electric goodsShould 用于IF 和IN CASE后,表示某事不太可能会发生.15) by chance = by accident, accidentallyb)总结结构c)总结以后可以借用的句子5 LESSON 4 讲解1) In terms of =as regards sth. 以的观点, 就.来说In terms of an investment, it is a great deal.2) Considerable = great, sign

14、ificant 3) Raw material 原材料4) AS = SINCE, BECAUSE 原因状语从句一般由because, since, as, for引导?注意as,because,since和for的区别:如果原因是构成句子的最主要部分,一般用because。because引导的从句一般不放在句子的开头。例如:I missed the train because I got up late.注:对于以why开头的问句,一般只能用because引导的从句来回答。如果原因已为人们所知,或不如句子的其余部分重要,就用as或since、since比as稍微正式一些。as和since引导

15、的从句一般放在句子的开头。例如:As he was not well, I decided to go there without him.Since this method doesn't work, let's try another.for表示所说的理由是一种补充说明,因此,for引导的从句可以放在括号里,而且for引导的从句一般不放在句子的开头。例如I decided to stop and have lunch, for I was feeling quite hungry.5) Have more than double 增长了一倍多 (增长超过两倍) =gone

16、twiceTwofold threefold fourfold fivefold6) Due to= because of, accidents due to driving at high speed.The stock price of this company fall again, partly due to the unsatisfied financial report issued recently.7) General industry 整体的工业 a general meeting 全体的大会8) Afield 远处的get far afield from one's

17、 subject 离题太远9) Competitively priced 具有竞争价格的 (adv+v)Export price, import price, buying price, selling price, domestic price, international market price, prevailing price/ruling price/current price, wholesale price, retail price, unit price, favorable price, best price, lowest price, reasonable price

18、, attractive price, reasonable price, competitive price, workable prie, unworkable price, cheap price, rock-bottom price, cost price10) upon receipt of. Upon: on, as soon as 一收到.就.样Goods will be delivered upon receipt of your payment6 LESSON 6讲解1) Prospective buyer = potential buyer, prospective cli

19、ent 预期的买家2) Falls within the scope of our business activities直译 :落入了我们的经营活动之内 意译: 属于我们的经营范围(笑话.我到先,好好学习天天向上说明为什么很多时候不能直译)textile belong to our business lineline: a kind of business or job We have been for many years in the chemical line.3) To = In order to 为了4) A general idea= 概况 与 detailed informat

20、ion , full detail ,(下文中的specific)相对应5) Enclose =attach6) Brochure 小册子,常包括产品信息7) Sample book 通过画图解释8) Favorable reply = good news 7 LESSON 7 讲解1) Understandbe aware from information received2) wholesaler: -shopkeeper3) business line 商业领域4) having5) be interested in doing sth 对做某事感兴趣6) of all types 各种

21、型号的7) Desk-top portable computer 8) Latest catalog 最新目录 the latest news, the latest fashion, the latest thing9) On CIF Callao basis : on.basis以.为基础的报价 CIF (cost, insurance and freight)在國際貿易環境中，國際商會（ICC）所制定的國際貿易條規（Incoterms，也就是 International Commercial Terms 的縮寫），乃是國際貿易業者間最重要的遊戲規則。而Incoterms在經ICC 推廣多

22、年後，現已普遍為國際航運界、銀行界、保險界所接受，並已正式加入UCP 500及聯合國複合式聯運國際規則等條例內，並為各國司法機關所接受，因此我們在交易條件中便以Incoterms為主要介紹題材。工廠交貨條件指當在賣方營業處所或其他指定地 （即工場、工廠、倉庫等）將尚未辦理輸出通關手續且尚未 裝上任何收貨運送工具的貨物交由買方處置時，即屬賣方交 貨。 船上交貨條件指當貨物在指定裝運港越過船舷時， 即屬賣方交貨。即自該時點起買方須負擔貨物滅失或毀損的 一切費用及風險。船上交貨條件，要求賣方辦理貨物輸 出通關手續。本條件只能使用於海運或內陸水路運送。若當 事人不願以越過船舷交付貨物，則應使用貨交運送

23、人 （FCA）條件。 運費在內條件指當貨物在裝運港越過船舷時，即屬 賣方交貨。賣方必須支付將貨物運至指定目的港所需費用及運費， 但交貨後貨物滅失或毀損的風險及所發生事故而生任何額外 費用，則由賣方移轉予買方運保費在內條件指當貨物在裝運港越過船舷時，即 屬賣方交貨。 賣方必須支付將貨物運至指定目的港所需費用及運費， 但交貨後貨物滅失或毀損的風險及所發生事故而生任何額外 費用，則由賣方移轉予買方。然而，依運保費在內條 件，賣方亦須就買方所負貨物在運送中滅失或毀損的風險， 購買海上保險。 国际贸易术语>>2000年国际贸易术语解释通则中文版2000年国际贸易术语解释通则中文版 (1999

24、年7月国际商会第六次修订，2000年1月1日生效)组别术语缩写术语英文名称术语中文名称E组发货EXWEX works工厂交货（指定地点）F组主要运费未付FCAFree Carrier交至承运人（指定地点）FASFree Along Side船边交货（指定装运港） FOBFree On Board船上交货（指定装运港） C组主要运费已付CFRCost and Freight成本加运费（指定目的港）CIFCost,Insurance and Freight成本、保险加运费付至（指定目的港）CPTCarriage Paid to运费付至（指定目的港）CIPCarriage and lnsurance

25、 Paid to运费、保险费付至（指定目的地）D组货到DAFDelivered at Frontier边境交货（指定地点）DESDelivered EX Ship目的港船上交货（指定目的港）DEQDelivered EX Quay目的港码头交货（指定目的港）DDUDelivered Duty Unpaid未完税交货（指定目的地）DDPDelivered Duty Paid完税后交货（指定目10) financial standing: 财政状况commercial standing商业信用: business standing,营业状况11) refer sb to sth:介绍某人去某处查询

26、, 这句的前面的FOR 可以用AS TO ,regarding, about , in connection wit替代8 LESSON 8 讲解因为与练习6的例文极为相似,故略9 LESSON 9 讲解1) for your information:供你方了解2) prompt delivery , prompt reply, 3) deal in 买卖,经营 buy and sell This company deals in electronic products more: handle, trade in.4) substantial scale = considerable, gr

27、eat, significant.5) furnish sb with sth 向某人提供某物 furnish, vt furnish the market information, furnish a library with books6) a full range of 一整套的7) assorted 多样混合的 文章中为各种色彩的8) The terms and conditions 条件条款, 两者经常放在一起用Terms of payment 付款条件学习方法:1, 学习信例对同一业务环节的信函要多看,体会评议风格和写作技巧2, 归纳常用语对常用词汇,短评语进行归纳,分门别类,收集

28、时与平时的语言进行比较a) Wed like to buy your Ximong Brand Mens shirtWe are interested in buying.b) We now tell you the goods are ready for shipment.We are pleased to inform you that3, 练习掌握<<外贸函电>>是一门模仿性,实践性,操作性都很强的课程,不经过练习是难以加深认识,巩固所学知识的.Re: Establishing business relationship1) Acknowledgement of

29、receiving the letterThank you very much for your letter of December 8.We have just received your letter of July 5th, contents of which have had our careful attention.2) State your intention -à positive, agree -à negative, disagreeWe appreciate your god intention, which happens to be our mu

30、tual desire.We regret to inform you that we have quitted form this particular line of business since 1990.3) Provide more information if needed4) Polite closing ( looking for early reply)Your early reply will be highly appreciated.Lesson 8 (B) 讲解1) coincide with: 与.相符 Your desire to establish direct

31、 business relations with us coincides with ours. my idea coincide with his2) So as to: in order to3) Acquaint sb with: inform sb of sth, tell sb sth 将某事告诉某人 Let me acquaint you with my family. 请让你认识一下我的家人 Please acquaint us with your plans.请告诉我们你的计划4) quote vt. Quote favorable price5) inclusive of:

32、包括在内exclusive of 除.This offer (price) is inclusive of your 2% commission.This offer (price) includes your 2% commission6) commission n 委托, 代办(权), 代理(权), 佣金commission sale 委托代理commission agent 代理商,佣金商commission broker 掮客,经纪人7) The earliest date of shipment Shipment: n. 装船Port of shipment 装运港 port of

33、deliveryShipment advise 装船通知Goods awaiting shipment 待装船货物8) delivery date 交货期 date of delivery, time of delivery, date of shipment, time of shipment 9) place an order 下定单 名词order 后与动词make, send , place 联用,表示订购某项货物,后接介词FOR, OR ON ,OF, FOR 使用的最普遍If your price is in line, we will send you an order for

34、5000 sets. Order v.t If you allow us 10% discount, we will order 10000 dozens.Lesson 9 (B) 讲解1) be glad to do sth. 很高兴做某事 = 前面频繁看到的 be pleased to do sth.2) respective: All men have their respective duties. 各自的,分别的3) subject to: conditional upon sth, provided 在的前提下,在.条件下The offer is subject ot our fi

35、nal confirmationSubject to your shipment in May, we will order 5000 tons. We will send you an order for 5000 metric tons, provided that you can ship in May.4) an irrevocable and confirmed letter of Credit 不可撤销,保兑信用证, 这个知识点将在支付那一章节时详述5) Corresponding: the same6) Compel sb. to do sth. 强迫某人做某事7) Forthw

36、ith: adv 立刻,不犹豫的=at once, immediately8) Initial order: 初次定单Establishing Business RelationshipUseful expressionOn the recommendation of Messrs. Harevey co., we have learned with pleasure the name of your firm.We owe your name and address to Guangdong Chambers of Commerce.At the recommendation of the

37、Chamber of Commerce in your city, we are writing to you to know if you are interested in importing Taiwan stationery.Your firm was recommended to us by the Australian Consulate here as a large exporter of Dairy products and we are interested in handling these articles in our market.We are indebted t

38、o one of our business friends for your name and address.We have been informed by the Bank of Canada, that you are one of the leading exporters of textiles in Shanghai.We write to introduce ourselves as exporter of Bitter Apricot Kernels having many years experience in this particular line of busines

39、s.We take the opportunity to introduce ourselves as .WE have been engaged in exporting for .years and are closely connected with large manufactures in our country.We are exporters of long-standing and high reputation, engaged in exportation of following articles.Our competitive prices, experience, e

40、fficiency, and reliability have won confidence and goodwill among our many clients all over the world.We are a state-operated corporation, handling the export of animal byproducts and we are willing to enter into business relations with your firms.We take the liberty of writing to you with a view to

41、 doing business with you.We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.Specializing in the export of Chinese foodstuffs, we wish to express our desire to trade with you in this line.Having been deeply interested in the quality of your products, we are desirous of opening an account with you.We are wiling to enter into business relations with your firm on the basis of equality, mutual benefit and exchanging what one