外贸英语函电全书课件完整版全套教学教程最全电子教案电子讲义

1、外贸英语函电全书课件完整版全套教学教程最全电子教案电子讲义Chapter 1 Fundamentals of business communication 1. Formats of an email 2. Principles of business writing 3. In-class writing Chapter 1 Fundamentals of busInternational trade correspondence1.Definition International trade correspondence refers to the letters and e-mails

2、dealing in international business.2. Aim The purpose of this course is to help you learn how to write good business letters by using up-to-date expressions in the simplest possible language.International trade correspond1.1 Structure of an email Head senders email address recipients email address CC

3、 (carbon copy) BCC(blind carbon copy) subject of the email attachment Body salutation bodycomplimentary close Signature (senders full name)Senders title and departmentSignature block(may include companys name, logo, address, phone number, fax number and website)1.1 Structure of an email He(1) E-mail

4、 addressEnsure an appropriate nameUse a variation of your nameTina ChenTinaCTchen(1) E-mail addressEnsure an ap(2) A clear subjectDont leave “Subject” as blank Make the subject as concise and concrete as you canEnsure any confidential/sensitive/offensive information are not shown in “Subject”(2) A c

5、lear subjectCase: David will visit China and attend a technology conference in Shanghai. During his stay there, he will also visit 2 local clients for product demo. 5 days prior to his arrival, one of the client visit has been cancelled. In addition, he will also check in another hotel since the for

6、merly booked one is not available anymore. As Davids counterpart in China, you need to inform David about this. Write David an email about this with the subject “Travel Update”“ Two Changes in Your Shanghai Itinerary” “ Urgent-Two Important Changes in Your Shanghai Itinerary”CaseCase: David will vis

7、it China a(3) salutation & complimentary close (3) salutation & complimentar1. 2 The formats of an email 1. Fully blocked style 完全齐头式2. Indented style 缩行式1. 2 The formats of an email 1) Fully blocked style 完全齐头式 Gentlemen: Were sending you our latest pricelist We are looking forward to hearing from

8、you soon.Truly yours,THE WILSON COMPANYWilliam Robertson, President 信的所有项目一律向左看齐。信中各段落之间均空一行。 1) Fully blocked style 完全齐头式2) Indented style缩行式 Dear Mr Coleman， Order No. 68197 Please accept our apologies for the error made by our company in filling your Order No. 68197 dated 15 June 2006. You ordere

9、d 12 000 size ultra super-long-life premium batteries, but our dispatch office sent 1 200. This was due to a typing error. The balance of 10 800 batteries was dispatched by express courier to your store this morning and will arrive by Monday, 3 July 2006. Since we value your business, we would like

10、to offer you a 10% discount off your next order with us. We look forward to receiving your further orders and assure you that they will be filled correctly. Yours truly, Mary Green 结束礼词、签名从左边移到了右边。段落首行缩进4-6个字母。2) Indented style缩行式 2. Principles of business letter-writing7 CsConsideration Courtesy Cl

11、arity Conciseness Concreteness Completeness Correctness 2. Principles of business lett1) Consideration Try to put yourself into readers place.Compare the following pairs:We will send you the sample next month.We wont be able to send you the sample this month.1) Consideration Try to put yo2) Courtesy

12、 It is not mere politeness. The courteous writer should be sincere and tactful, thoughtful and appreciative. Compare the following pairs:We are sorry you have misunderstood us.We are sorry we didnt make ourselves clearly. 2) Courtesy It is not mere pol3) Clarity 清楚 Keep in mind the purpose of his/he

13、r letter Express the message in simple words, in well-constructed sentences.Compare:We send you 4 samples yesterday of the goods which you requested in your letter of May 10 by air.We send you yesterday, by air, 4 samples of the goods which you requested in your letter of May 10.3) Clarity 清楚 Keep i

14、n mind the4) Conciseness 简洁 Avoid wordy expressions & unnecessary repetition WordyConciseWe would like topleaseDuring the year of 1995during 1995For the development offor developingIn the city of Dallasin Dallas4) Conciseness 简洁 WordyConcise5) Concreteness 具体Make the message specific, definite and v

15、ivid. These brakes can stop a car within a short distance. These Goodson power brakes can stop a 2-ton car within 24 feet. 5) Concreteness 具体Make the mes6) Completeness Both in format and content7) Correctness Correct grammar, punctuation and spellingAccurate figures and exact terms (such as names o

16、f articles, specifications, quantity, price and units, etc.) 6) Completeness 3. WritingWrite an email about your holiday to your friend注意英文信的写作格式3. WritingWrite an email about外贸英语函电全书课件完整版全套教学教程最全电子教案电子讲义Chapter 2Chapter 2Lead inPurpose?To seek new customers.To expand new markets.To consolidate exis

17、ting relations.How?How can we get the information of the target firm?Lead inPurpose?How?Lead inHow?How can we get the information of the target firm?Group discussionLead inHow?Case analysis Mr. Chen, manager of Ningbo Tiantian Toys Co., Ltd, attended the 2nd phase of 117th Canton Fair, where he met

18、Mrs. McDonnell, an Australian businesswoman, who showed her interest in their wooden intelligence toys. But they didnt have a detailed discussion because Mrs. McDonnell had something urgent to deal with. She only left a business card to Mr. Chen. Case analysis Mr. Chen, manageAfter returning to the

19、company, Mr. Chen asks Liu Ming to get into contact with Mrs. McDonnell. In the meantime, he is told to send some pictures of products.You are expected to write an email to Mrs. McDonnell on behalf of Liu Min.After returning to the companyBrainstorm What content should be covered in your first busin

20、ess letter if you want to establish business relations with the target firm?Brainstorm Writing steps How and where he gets the name and address of the receivers companyBrief introduction to your business scope, experience and products Provide catalogue Expectation for an early reply.Writing steps Ho

21、w and where heKey words Specialize in The company isspecializedin the refrigerator. 本公司是专业从事冰箱生产。 =deal in / handleTheteamconsistsof over20employeesthat specializeinmarketing. 专门研究Excellent / competitiveSupreme/ fine/ exceptional/ superbModerate/ reasonable/ favourable/ rock-bottomKey words Speciali

22、ze in Key words Enclose 把封入信封; 随函附上 We enclose our export list.Enclosed is our export list.Enclosed please find our export list. Key words Enclose Key words Appreciate vt. be grateful for IconstantlytellmydadhowmuchI appreciatewhathedidforme.We would appreciate your coming here.Idappreciateitif youc

23、ould make me anofferbasedon our request.Key words Appreciate vt. be gSelf-learning 1The source of information Purpose of the letter Brief introductionProvide catalogue Credit standing Expectation Self-learning 1The source of iSelf-learning 2CourtesyConsideration ClarityConcretenessCompleteness if yo

24、u feel convenient.We think you might be payingIf you come, we should like to invite youOur manager wishes to have an opportunity forSelf-learning 2Courtesyif youThank You !Thank You !Chapter 3Enquiry Chapter 3Enquiry Contents 1. Lead-in 2. Letters of enquiry 3. How to reply enquiry 4. AssignmentCont

25、ents 1. Lead-in 2. Letter1. Lead inWhat is an inquiry? An inquiry is a request for information.A potential importer may send such letter to the exporter to ask for information about goods to be ordered.What type of information may be inquired for?1. Lead inWhat is an inquiry? 2. Sample studyWhere do

26、es the new customer come from?Whats the purpose of this letter?What information does the buyer need?2. Sample studyStructure First enquirySource of the informationState what interest youMake enquiry Give hintsExpectation Structure First enquiryPrinciples of writing business letters7 CConsideration C

27、ourtesy Clarity Conciseness Concreteness Completeness Correctness Principles of writing enquiry letters3 CClarity Concreteness CourtesyPrinciples of writing businessAnalysis of Letter 1Clarity Your items are of special interest to us.Concreteness We would like you to send us illustrated catalogues,

28、samples and other necessary information.What we need should comply with the Canadian quality standard.Analysis of Letter 1Clarity Analysis of Letter 1Courtesy We searched your name from AlibabaWe are glad to inform you thatWe would like to doWe trustWe look forward to your early reply.Analysis of Le

29、tter 1Analysis of Letter 2Group discussionPlease analyze the sample from the three principles: Clarity, concreteness and courtesyAnalysis of Letter 2Group discUseful expressionsPlease quote us the lowest priceWould you please send usWe shall be pleased if you will kindly send usWe would be grateful/

30、 obliged if you would It would be appreciated if you could如蒙将不胜感激Useful expressionsPlease quote Word study Catalogue商品目录册最新目录/附有说明书(插图)的目录 the latest catalogue illustrated catalogue brochure 小册子pamphlet 小册子leaflet 单页的商品说明书sample cuttings 剪样 Word study Catalogue商品目录册 Word study Quote: v. tell a custo

31、mer the price Quotation: n.Quote sb. a price for sth.他们最初给这批货报价15,000美元。 They originally quoted $15,000 for the shipment. Word study Quote: v. tell a Word study Place a large/substantial orderplace an order with sb for sth 向某人订购某物 若你方的摩托车质量好，价格合理，我们计划定期向你大量订购。If the quality of your motorcycle is sat

32、isfactory and your price is reasonable, we may place regular orders with you for large numbers. Word study Place a large/subsTask 2please contact us for your requirements directlyIf your prices are competitivecan interest our customerswe are enclosing an inquiry for 1,000 pieces of Childrens Bicycle

33、sif you quote us your lowest price CIF New YorkTask 2please contact us for y1. 如能对以下产品报最低价，我方将不胜感激。2. 我方拟购核桃仁，请报最低价，并说明原产地、包装、详细规格、可供数量和最早交货期。3. 很遗憾得知我方前几次府绸的报价未能引起你方的兴趣，但仍冒昧地希望你方对印花细布的报价给予考虑。4. 我方了解到你放市场对玻璃器皿需求强劲，借此良机，附上我方第1112号报价单，供你方参考。5. 随函附上新季度目录一份，介绍许多新品种及上季度颇受欢迎的货物新样，请贵方研究新的目录并提出你方下一季度的需求。1.

34、如能对以下产品报最低价，我方将不胜感激。How to reply the enquiryGroup discussionTo which points do you need to pay attention when you reply the enquiries? How to reply the enquiryGroup Reply to the enquiry Enquiries mean potential business.GuidelinesThe reply should be prompt and courteous.Make sure that all the questi

35、ons asked in an enquiry have been answered.-consideration Reply to the enquiry Enquirie How to compose “reply to enquiry”First, express your thanks for the enquiry.Then, offer all the detailed information the buyers want to know. -provide product catalogue and pricelist -emphasize competitiveness of

36、 products -declare price, discount, terms of payment, delivery date, etc.Finally, express hope for early reply. How to compose “reply to enquThank You !Thank You ! Chapter 4 Offer and Counteroffer Chapter 4 Offer and CounterContentsLead in1Letters of firm offer2Letters of non-firm offer3Letters of c

37、ounteroffer 4ContentsLead in1Letters of firLead in What is an offer?Simply speaking, an offer is the reply made by a seller to the inquiry by a buyer.An offer is a promise to supply goods on the terms stated.在国际贸易中，发盘（Offer）又称发价，在法律上又称“要约”，是指卖方向对方提出的各项交易条件。 Lead in What is an offer?Classification Of

38、fer with engagement-formal/effective offer-firm offer 有约束力发盘 正式、有效发盘 实盘2. Offer without engagement - free offer- non-firm offer 无约束力报盘 自由发盘 虚盘从法律责任上来分Classification 从法律责任上来分Two requirements for a firm offerNames of goods, specifications, prices, quantity, packing and insurance2. Time of delivery, sh

39、ipping and terms of payment 1. complete, affirmative, specific terms 交易条件完整 Specifically, the beginning and the ending date of the Validity must be given.2. The validity period 有效期Two requirements for a firm ofWord study offer n. Make sb. an offer for 给某人报offer v. Others suppliers are offering a muc

40、h better price.We can offer Mens Shirts at competitive prices.Please offer us 500 Bicycles CIF London. Word study offer n. Word study Firm: “有效”Valid/ Open/ good This offer is valid up to the 28 October. 该报盘有效期到十月二十八日。The offer will remain/ be kept/ be held open / valid /firm / good for one week.sub

41、ject to: adj. 以为条件；以为准；取决于Word study Firm: “有效”Non-firm offerNon-firm offerA non-firm offer is not legally binding. 虚盘不具有法律约束力。The prospective buyer is under no obligation to buy the goods, while the seller is not bound to sell what has been previously quoted. 虚盘是发盘人所作的非承诺性的表示。Part 5 Autonomous lear

42、ningNon-firm offerNon-firm offerWord study The offer is subject to our final confirmation. 本报盘以我方最后确认为准。subject to: adj. 以为条件；以为准；取决于 虚盘的表达法：The offer is subject to goods being unsold. 本报盘以货物未售出为条件。The offer is subject to change without notice. 本报盘以随时更改而勿需另作通知为条件。We make you the offer without engage

43、ment. 此报盘为无约束力的报盘。Our offer is subject to approval of export license. Word study The offer is subjecReply to the offerReply to the offerLead inDefinition When an offeree couldnt agree to the condition of the offer completely made by the offerer and he wants to amend the offer, a counteroffer can be

44、made. 对报盘信的不利答复，虽然表示接受，但有添加、限制或其它更改的答复，即构成还盘。还盘也叫还价。Lead inDefinition When an oLetter 2After we have carefully studied it, we find your price is too high. Compared with the items produced in Europe, your price is 5%-10% higher than that of other competitors.I think this discount should be acceptable

45、 to you.Letter 2After we have carefulSample Question 1 Question 2Why does the buyer decline the offer?What does the buyer counteroffer?Sample Question 1 QuestionAnalysis of a counter-offer接到还盘后，要与原盘进行核对，找出原盘中提出的新内容，然后结合市场变化情况和销售意图，认真予以对待。Re-counter offer如果另一方对还盘内容不同意，还可以进行反还盘（或称再还盘）。还盘可以在双方之间反复进行。An

46、alysis of a counter-offer接到还Letter 24. We do hope to cooperate and expand business with your company.5. Actually we have received many orders from other companies at such competitive price.6. Considering the rising price of raw material, we hope you can make your final decision without delay.Letter

47、24. We do hope to coopReply to a counter-offer Sample on P41Whats the sellers reply to the counteroffer?How does the seller persuade the buyer to accept the previous offer?Reply to a counter-offer SamplWriting stepsthank for an offer or bid with its details;regret that being unable to accept what has been offered and state your reasons ;Make a counteroffer (put forward your new terms and conditions).giving the hints (urge the seller to accept his counteroffer);Give your hope for a prompt reply and business success.Writing stepsthank for an offeWord studyRegret vt