商务英语写作电子教案

商务英语写作电子教案UnitOneBusinessLetterUnitTwoEstablishingBusinessRelationshipsUnitThreeEnquiriesUnitFourOffersandCounterOffersUnitFiveOrdersUnitSixEnteringintoaContractUnitSevenPaymentUnitEightLettersofCreditUnitNineShipmentUnitTenInsuranceUnitElevenComplaintsandClaims商务英语写作UnitOne

BusinessLetter

Objectives

UsefulInformation

Words,PhrasesandGrammaticalPoints

ChineseVersionoftheText

KeytotheExercisesUNITONEObjectives商务英语写作>>UnitOneBusinessLetterTolearnbasicrulesofwritingbusinessletters.Tolearnstructureandstylesofbusinessletters.Topracticewritingbusinessletters.

Letterhead

Date:___________InsideAddress___________________________Salutation:

Body_________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

ComplimentaryClose,SignatureForms

of

Business

Letters

—

Indented

Form商务英语写作>>UnitOneBusinessLetterUsefulInformation

LetterheadDate:____________

InsideAddress__________________________________

Salutation:

_____________Body___________________________________________________________________________________________________________________________________________________________ComplimentaryClose,

SignatureForms

of

Business

Letters

—

BlockedForm商务英语写作>>UnitOneBusinessLettersUsefulInformation

Clarity

Conciseness

CourtesyRules

to

Be

Observed

in

Writing商务英语写作>>UnitOne>>RulestobeobservedinwritingUsefulInformation商务英语写作>>UnitOneBusinessLetter

Clarity

meansOnesentenceforonemeaningonly. Theremustbelogicalrelationshipbetweenrelevantsentences.Noreversionorrepetitionisallowedtoappear.Inasimpleanddirectway.UsefulInformationConciseness

meansAllthewords/sentencesandparagraphsinalettermustbeclearcutandstraightforward.Threeaspectsshouldbepaidattentionto:商务英语写作>>UnitOneBusinessLetterUsefulInformationUsingsimplewordsinsteadofphrasesorsentences.e.g.:—“soon”insteadof“inthenearfuture”—“Please”insteadof“Willyoubekindenoughto...”—“now”insteadof“atthepresentmoment”etc.商务英语写作>>UnitOneBusinessLetterConciseness

(1)UsefulInformation

Conciseness

(2)Usingsimplesentencesinsteadofcomplexones.e.g.:—“Wearepleaseto...”for“Itgivesusmuchpleasureto...”商务英语写作>>UnitOneBusinessLetterUsefulInformationAvoidingrepetitionofwordsinasamesentence.e.g.:—“Pleasequoteyourlowestpriceforyourbestquality.”for“Pleasequoteyourbestpriceforyourbestquality.”Conciseness

(3)商务英语写作>>UnitOneBusinessLetterUsefulInformation

Beingverypolite,eveninaskingtheaddresseetopaybackthedebtsorrefusinghisdemands. Beingpromptinreplyingtotheoppositeparty’sletter.Courtesy

means商务英语写作>>UnitOneBusinessLetterUsefulInformationbasic(tosth):formingabaseorstarting-pointe.g.Thesefactsarebasictoanunderstandingofthecase.

means:actionbywhicharesultisbroughtabout

e.g.Thismoneywasn’tearnedbyhonestmeans.byallmeans:yes,ofcourse;certainlye.g.‘CanIseeit?’‘Byallmeans.’bymeansofsth:byusingsth;withthehelpofsthe.g.lifttheloadbymeansofacrane.bynomeans:notatalle.g.Sheisbynomeanspoor;infact,she’squiterich.商务英语写作>>UnitOneBusinessLetterWords,PhrasesandGrammaticalPointsaddresssth(tosb/sth):writeon(aletter,parcel,etc)thenameandaddressoftheperson,firm,etcthatitistobedeliveredtoe.g.Thecardwaswronglyaddressedtousatouroldhome.addresssbassth:use(aparticularnameortitle)inspeakingorwritingtosbe.g.Don’taddressmeas‘Colonel’;I’monlyamajor.

open(sth)withsth:

startwithsthe.g.Heopenedtheconferencewithaspeech.callone’sattentiontosth:pointsthouttosbe.g.Shedrewmyattentiontoanerrorinthereport.商务英语写作>>UnitOneBusinessLetterWords,PhrasesandGrammaticalPointsmakesure:dosthtoensurethatsthhappense.g.Makesurethatthevisitgoeswell.tothepoint:(inawaythatis)relevantandappropriatee.g.Hisspeechwasshortandtothepoint.available:

(ofthings)thatcanbeusedorobtainede.g.Ticketsareavailableattheboxoffice.

(ofpeople)freetobeseen,talkedto,etce.g.I’mavailableintheafternoon.reluctant(todosth):unwillingandthereforeslowtoco-operate,agree,etce.g.Shewasreluctanttoadmitthetruth.商务英语写作>>UnitOneBusinessLetterWords,PhrasesandGrammaticalPoints商务英语写作>>UnitOneBusinessLetterChineseVersionoftheText介绍信息交流是商业活动的基础，没有信息交流，商业活动将无从谈起。而书信则是交流中最常见的方式，因此也是商业活动中极为重要的部分。通常，商业书信由七部分或八部分组成。信头或公司地址日期封内地址称呼(称呼是一种礼貌性的问候。如果可能，称呼对方的姓名；如果不知道对方的姓名，则以“尊敬的先生/夫人”开头。)

正文结尾谦称签名附件(如果随信附有其他东西，注明“内附”以引起对方的注意。)写作规则商务英语写作>>UnitOneBusinessLetter

在写商业书信时，应注意以下规则：清楚(确保能将自己的思想清晰地表达出来；不应存在模糊的、易引起误解的语句。)

简洁(一封好的商业书信应该是明确的、直截了当的；内容简洁而不失清楚。)

婉转客气(在信中表达出你的友情及诚挚之情。说话的语气同样重要，要表现出你的说服力、自信及坚定的态度。)ChineseVersionoftheTextSample1商务英语写作>>UnitOneBusinessLettersChineseVersionoftheText学院书店学院路75号印地安那州安德森市077132004年11月5日敬启者：我想定购150本“BusinessforYouandforMe”，本书作者是约翰·史密斯，每本书的批发价为1.50美元，共计225美元。如果可能的话，我希望在十天之内就能收到。请同时寄来贵方近期的书刊目录。市场经理JohnNewcomb谨启Sample2商务英语写作>>UnitOneBusinessLetterChineseVersionoftheText2004年11月9日尊敬的纽克目先生：非常感谢您于11月5日的来信，要求定购100本由约翰·史密斯所著的书“BusinessforYouandforMe”。很遗憾该书现在缺货，但我们正加紧重印，预计在本月低就能有货。因贵方急需该书，我们现给您寄出75本，余下的25本将尽快寄出。该书的批发价是每本1.50元，共计150美元，收到订货后请将货款寄出。内附出版社的最新书刊目录。业务经理MaryMcmahon谨启Sample3商务英语写作>>UnitOneBusinessLetterChineseVersionoftheText2003年4月25日尊敬的温斯特先生：现对您4月15日要求我方结算三月份的账目的信进行回复。很抱歉没能及时结算，因为我们的会计师马德小姐的不幸去世，我们当时无法对任何账目进行结算。附一张3,000,000美元的支票，给贵方造成不便，请再次接受我们的歉意。谨上Sample4商务英语写作>>UnitOneBusinessLetterChineseVersionoftheText尊敬的道格拉斯先生：我曾于2月26日写信要求贵方对500,000美元的账目进行结算，这笔账目自一月份以来一直没有结算。因一直没有得到贵方的回音，我们将不得不将此事交给律师处理。但我们并不愿这样做，因此再给贵方七天的时间来处理此事。谨上1

—d2－h3－b4－j5－f6－e7－i8－g9－c10－aKeytoExercisesExercise1商务英语写作>>UnitOneBusinessLetter—A

body,wherealltheinformationaretobegiven,usuallyhasfourpart—opening,middle,futureplanandclosing.—

Salutationisapolitegreeting.Itisusuallyfollowedbyacolon(sometimesbyacomma).Ifpossible,trytoaddressapersonbyname.Ifyoudon’tknowtheperson’sname,youcanopenwith‘DearSir/Madam’.—Complimentaryclose

isapolitewaytoendaletter.Use‘Yourssincerely’after‘Dear(name)’and‘Yoursfaithfully’after‘DearSir/Madam’.—Whensomethingis

enclosedwithaletter,attentionshouldbecalledtoitbywriting‘Enclosure’or‘Enc.’—Themosteffectivelettershouldbeeasytoreadandeasytounderstand.

KeytoExercises商务英语写作>>UnitOneBusinessLetterExercise2—Welookforwardtoafruitfulbusinessrelationshipwithyouinthefuture.—Wethankyou/appreciate

yourinterestinourproducts.—Wewereglad/ItwasapleasuretolearnfromyourletterofMarch2ndthatyouwereinterestedinthismatter.—Enclosedis/Weenclose/Youwillfindenclosed

onepricelist.—Willyouletushearfromyou

inthismatter.

商务英语写作>>UnitOneBusinessLetterExercise3KeytoExercisesA—Wouldyoupleaseinformuswhatyouwishustodo?—Wouldyoupleasereplywithoutdelayyourwishesinthismatter?—Wouldyoupleaseinformusoftheresults?B—Ilookforwardtohearingfromyousoon.—Ilookforwardto(receiving)yourfavorablereply.—Ilookforwardto(receiving)yourorders.商务英语写作>>UnitOneBusinessLetterExercise4KeytoExercises—我们已收到贵方7月6日的来信，感谢你们对我们新产品的关注。—如能迅速回信将非常感谢。—兹附上保书一份，如蒙填写完毕即寄回我们将非常高兴。—再一次对给贵方带来的麻烦表示歉意。—深信贵方将会调查此事，并将进一步的结果告知我方。商务英语写作>>UnitOneBusinessLetterExercise5KeytoExercises—Weregretthatweareunabletogiveyouorderatpresent/meetyourrequirementsatpresent.—Wearepleasedtoinformyou/regrettoinformyou

that...—Wethankyouforyourattentiontothismatter/yourcooperation.—Ourproductsamplewillbesenttoyoubyairparcelpost/byexpressmail.—Welookforwardtoyourcomment/yourearlyreply.商务英语写作>>UnitOneBusinessLetterExercise6KeytoExercisesChinaNationalLightIndustrialProductsImport&ExportCorporationShanghaiBranch128HuchuiRoadShanghai,ChinaMarch8,2005H.G.WilkinsonCompany,Limited245LombartStreetLagos,NigeriaDearSir/Madam,WethankyouforyourletterofMarch1askingforthepricelistofourgoods.Theenclosedbookletincludesdetailsofallourproductsandwillenableyoutomakeaselection.Welookforwardtoreceivingyourorder.Yoursfaithfully,商务英语写作>>UnitOneBusinessLetterExercise7KeytoExercisesUnitTwo

EstablishingBusinessRelationships

Objectives

UsefulInformation

Words,PhrasesandGrammaticalPoints

ChineseVersionoftheText

KeytotheExercisesUNITTWOObjectives商务英语写作>>UnitTwoEstablishingBusinessRelationshipsTolearnmethodsofestablishingbusinessrelationships.Tolearnusefultermsandexpressionsusedinthisunit.Topracticewritinglettersforestablishingbusinessrelationships.Steps

to

establish

businessrelationshipsFirstofall,adealershouldtrytofindpartners.Secondly,hecansendletterstohispartnerswhointeresthim.Atlast,hemayexpresshisexpectationofcooperationandanearlyreply.商务英语写作>>UnitTwoEstablishingBusinessRelationshipsUsefulInformationWays

a

dealer

can

find

his

partners商务英语写作>>UnitTwoEstablishingBusinessRelationshipsBanksChamberofCommerceinforeigncountriesTradeDirectoryChineseCommercialCounselor’sofficeinforeigncountriesBusinessHousesofthesametradeAdvertisementsOtherwaysUsefulInformationThings

you

should

write

in

a

letter

(1)商务英语写作>>UnitTwoEstablishingBusinessRelationshipsthesourcesofinformationrelatedtotheaddressee,forexample,howyouknowhisnameandaddresse.g.:—WehaveyournameandaddressfromtheCommercialCounselor’sOfficeofyourembassyinBeijing.—YourfirmhasbeenrecommendedtousbyBankofChinainBeijing.UsefulInformationyourintention,i.e.whyyouarewritingtohime.g.:—Wewouldbepleasedtoestablishbusinessrelationshipswithyou.—Wearewillingtoenterintobusinessrelationshipswithyourcompanyonthebasisofequalityandmutualbenefit.Things

you

should

write

in

a

letter

(2)商务英语写作>>UnitTwoEstablishingBusinessRelationshipsUsefulInformationThings

you

should

write

in

a

letter

(3)商务英语写作>>UnitTwoEstablishingBusinessRelationshipsabriefintroductionofyourfirm,e.g.yourbusinessscope,yourbranches,yourfinancialstandingandcreditrating,etc.e.g.:—Wehavethepleasureofintroducingourselvestoyouasastate-operatedcorporationdealingexclusivelyinlightindustrialgoods.—Weareoneofthelargestimportersofcottonandwoolenpiecegoodsinthiscity.UsefulInformationSometimesthetermsofsalesorpurchasesarementionedandcatalogues,pricelistsandotherdetailsenclosedforreference.e.g.:—Enclosedyouwillfindacopyofourexportlistshowingthemainitemsnowavailableforyourreference.Things

you

should

write

in

a

letter

(4)商务英语写作>>UnitTwoEstablishingBusinessRelationshipsUsefulInformationWords,PhrasesandGrammaticalPoints

商务英语写作>>UnitTwoEstablishingBusinessRelationships

obtain...from:从……获悉；从……得悉e.g.Iobtainyournamefromanoldfriendofmine.

CommercialCounselor’sOffice:

商务参赞处

establish:建立e.g.establishbusinessrelationships建立贸易关系establishnewbusiness开拓新业务

extend:延长，扩展，给予e.g.Wewouldliketoextendourbusinesswithyouinthisline.

商务英语写作>>UnitTwoEstablishingBusinessRelationshipsquotation:报价(常与之连用的动词有make,send,give,cable,…后常跟着介词for,少数情况下买方提及卖方的报价时用of。)e.g.Pleasemake(send,give,cable)usyourquotationfor300cups.enterintobusinessrelationships:

建立贸易关系

latest:最新的，最近的e.g.Thisisthelatestfashion.0Words,PhrasesandGrammaticalPoints

商务英语写作>>UnitTwoEstablishingBusinessRelationshipsirrevocableconfirmedLetterofCredit:不可撤消保兑信用证(如果一张信用证除了开证行的付款保证之外，还有另一家银行作了付款保证，那么这个信用证就是保兑信用证。经过保兑的信用证被称保兑信用证，对信用证加以保兑的银行称保兑银行。只有在不可撤消信用证上，才能加以保兑，成为保兑的不可撤消的信用证。)leadingdealer/largestdealer:最大(主要)经营者e.g.leadingdepartmentstores(importers,exporters,etc.)大百货商店(进口商、出口商)Words,PhrasesandGrammaticalPoints

商务英语写作>>UnitTwoEstablishingBusinessRelationshipsourproductsareofbestquality:句中of是表示特征的介词。句子相当于ourproductsarebestinquality意为“我们的产品质量上乘”

foryourreference:供你参考类似的表述：foryourguidance;foryourinformation;foryourconsideratione.g.Amarketsurveywillbesenttoyouforyourreference.Words,PhrasesandGrammaticalPoints

ChineseVersionoftheText介绍

在国际贸易中，当一家公司想打开某种商品的销路或向其他公司购买东西时，该公司的主管人员首先要查明他将同谁打交道，然后和相关公司建立业务关系。要获得此类信息通常可通过以下几种途径：银行外国商会贸易行行名录中国驻国外商务处同业商行等广告商务英语写作>>UnitTwoEstablishingBusinessRelationships

在写此类信函时，首先你需告知收信人你如何得知他的相关信息，并自我介绍，然后阐明你所感兴趣的东西。有时在信中要提到买卖的条款、目录、价格单和其他可供参考的详细资料。最后总是希望彼此合作以及期待对方及早回复等。写信件时应做到礼貌、简洁、清晰、明了。收到任何此类信函之后，应有礼貌地及时给予完整的答复。商务英语写作>>UnitTwoEstablishingBusinessRelationships写作规则ChineseVersionoftheText商务英语写作>>UnitTwoEstablishingBusinessRelationshipsSample1敬启者：我们从驻贵国使馆商务处得悉贵公司的行名和地址。现致函给您，期望与贵公司建立业务关系。我们从事丝绸产品的进口业务多年。现正欲拓展业务。我方对贵公司产品颇感兴趣。如能收到贵方产品目录和报价，将不胜感激。如贵方价格适合我方要求，我方期望今后可达成大笔交易。盼早日回复。谨上(从商务处获得信息建立业务关系)ChineseVersionoftheText商务英语写作>>UnitTwoEstablishingBusinessRelationshipsSample2敬启者：贵方本月八日来信收悉，谢谢。兹欣告，我方愿与贵方建立商务关系。应贵方要求，现寄上我方所有丝绸产品的最新目录和价格表。付款采用不可撤消、保兑信用证。如贵方认为有可能成交，请尽快联系我方。敬上(同意建立业务关系)ChineseVersionoftheText商务英语写作>>UnitTwoEstablishingBusinessRelationshipsSample3敬启者：承蒙与我公司有多年业务关系的西门子公司介绍，我方得知贵公司从事手机制造业务。我公司主要从事手机经销业务，我方相信在本地区此种产品市场前景广阔。现我方愿与贵方建立直接商务关系，请寄贵方详细资料包括种类、价格和付款条件。盼早日回复。敬上(通过介绍建立业务关系)ChineseVersionoftheText商务英语写作>>UnitTwoEstablishingBusinessRelationshipsSample4敬启者：我方已收到贵方6月19日的来信。我方可保证我们的产品质量上乘。随信附上我公司出口产品目录，供参考。我将于下周早些时候与贵方联系并回答贵方可能提出的问题。敬上(回复)ChineseVersionoftheText商务英语写作>>UnitTwoEstablishingBusinessRelationships1—j2－i3－a4－c5－h6－b7－e8－f9－d10－gKeytoExercisesExercise1商务英语写作>>UnitTwoEstablishingBusinessRelationships—WiththereferencetoyourletterofMay4,wearedelightedtolearnthatyouwanttoestablishbusinessrelationswithus.—Thisisourfirstbusinesstransaction,sobothofusshouldbecarefulincasesomethingunexpectedhappens.—Wehopetoestablishbusinessrelationswithyouonthebasisofmutualbenefit.—Ifyouwanttoknowthepricesofourproducts,wecansendyouaprice

list.—Wecanassureyouthatourproductsareofbestquality.Exercise2KeytoExercises商务英语写作>>UnitTwoEstablishingBusinessRelationships—Wewanttoestablishbusinessrelationshipswithyourcompany.—Togiveyouageneralideaaboutourproducts,weencloserelevantcatalogues.—WehaveyournameandaddressfromtheCommercialCounselor’sOfficeoftheChineseembassyinGhana.—Wearelookingforwardtohearingfromyousoon.—Quotationsandsampleswillbesenttoyouuponreceiptofyourenquiries.

Exercise3KeytoExercises商务英语写作>>UnitTwoEstablishingBusinessRelationshipsA

—Wearepleasedtoenterintodirectbusinessrelationshipswithyou.—WearepleasedtoreceiveyourletterdatedFebruary16.—WearepleasedtolearnfromMotorolaCompanythatyouwanttofindapartnerinChina.

B

—Thiskindofproductisbestinqualityinitsline.—Yourhelpisveryvaluabletoourcompanyintheexportofbatteries.—Inchoosingbusinesspartners,Ithinkcompetenceisveryimportant.

Exercise4KeytoExercises商务英语写作>>UnitTwoEstablishingBusinessRelationships—我方确信贵方将对我们的服务及货物的良好品质表示满意。—十分荣幸地邀请贵方参加我们这次举办的新产品展览。—如果您能向我们提供这家公司的财务状况的资料，我们将不胜感激。—目前我们对筷子感兴趣，如贵公司能寄来商品目录、样品及价目表，我们将不胜感激。—贵方六月四日的来函已收到，得知你们对台布有兴趣，并考虑试订。

Exercise5KeytoExercises商务英语写作>>UnitTwoEstablishingBusinessRelationships—

Wearedelighttoansweryourrequestforinformationonourgoodsforsale/establishbusinessrelationshipswithyouonthebasisofequalityandmutualbenefit.—Wearewritingthislettertotellyoutheproductsyourequiredfallwithinthescopeofourbusinessactivities/replytothequestionsinyourlatestletter.—Shouldthequalityandpricebefoundcompetitive,wewouldliketoplacelargeorderswithyou/willconsiderdoingbusinesswithyou.Exercise6KeytoExercises商务英语写作>>UnitTwoEstablishingBusinessRelationships—Wearepleasedtointroduceourselvestoyouwiththehopethatwecanbecomebusinesspartners/thatyoucanprovideourcompanywithsometechnicalsupport.—YourcompanyhasbeenkindlyrecommendedtousbyBeijingChamberofCommerce/CommercialOfficeofChineseEmbassyinAmericaindoingbusinesswithyou.

Exercise6KeytoExercises商务英语写作>>UnitTwoEstablishingBusinessRelationshipsDearSir/Madam,WethankyouforyourletterofDec.9andshallbegladtoenterintobusinessrelationshipswithyou.Wouldyoupleasesenduscataloguesandpricelistsofyourproductswithfulldetails?Ifyourpricesareinline,wetrustwecandoabigdeal.Yoursfaithfully,Exercise7KeytoExercisesUnitThree

EnquiriesObjectives

UsefulInformation

Words,PhrasesandGrammaticalPoints

ChineseVersionoftheText

KeytotheExercisesUNITTHREE商务英语写作>>UnitThreeEnquiriesTolearnwaysofmakinganenquiry.Tolearnusefultermsandexpressionsformakingenquiries.Topracticewritinglettersofenquiry.Objectivesthenameofgoodsqualityquantitytermsofpricetermsofpaymenttimeofshipmentpackingmethods,etc.Ifpossible,tellthereaderwhereyoulearntofhiscompanyoritsproducts.Generallyanenquiryincludesmanyparts:商务英语写作>>UnitThreeEnquiriesUsefulInformationGeneralenquiry

Inwhichthebuyerhopestogetthegeneralinformationaboutthegoodshewantstobuyfromtheseller.商务英语写作>>UnitThreeEnquiriesUsefulInformationKindsofenquiry(1)商务英语写作>>UnitThreeEnquiriesSample1DearSir/Madam,ThankyouverymuchforyourletterofDecember12thfromwhichweknowthatyouareexportingElectricProducts.Wehaveanenquiryhereforyourproductsandtheirpackingindetailassoonaspossibleforourreference.Wewouldalsoliketohaveyourpricelist.Wewillreallyappreciateitifyouquoteusyourmostfavorableterms.Yoursfaithfully,AGeneralEnquiryUsefulInformationKindsofenquiry(1)商务英语写作>>UnitThreeEnquiriesSpecificinquiryInwhichthebuyerhopesthatthesellercanquotepricesforspecificcommodities.UsefulInformationKindsofenquiry(2)商务英语写作>>UnitThreeEnquiriesSample2DearSir/Madam,ThankyouforyourfaxofAugust8,2005fromwhichwelearnthatyouareanexporterofmedicine.PleasequotethelowestpricesonCIFSeaEMPC3forthefollowing:1.2MTVitaminE50%2.4MTVitaminBcomplexPacking:25KGS/BAGTermsofpayment:ByIrrevocableL/CatsightTimeofShipment:September20th,2005Yourpromptreplywillbeappreciated.Yoursfaithfully,SpecificEnquiryUsefulInformationKindsofenquiry(2)Words,PhrasesandGrammaticalPoints商务英语写作>>UnitThreeEnquiries

willing(todosth):havingnoobjection

e.g.Areyouwillingtoacceptresponsibility?learn(of/about)sth:becomeawareof(sth);realizee.g.I’msorrytolearnof/aboutyourillness.lookforwardtosth/doingsth:anticipatesthwithpleasuree.g.We’resomuchlookingforwardtoseeingyouagain.ChineseVersionoftheText商务英语写作>>UnitThreeEnquiries介绍如果一个商人想购买某种商品，他就会发出询问，以获得服务或相关该商品的相关信息。这种情况下，他就是一个买者或可能成为买者。有些公司就是通过写询问函来开始他们的业务的。询问可通过书信、传真、电子邮件、电话或面对面进行。询问意味着买方愿意与卖方做生意。ChineseVersionoftheText商务英语写作>>UnitThreeEnquiries写作规则

在发出询问时，确保将自己的意思表达清晰以避免获得错误的信息。通常情况询问包括以下几个部分：商品名、质量、数量、价格条款、支付条款、装运时间、包装方式，等等。如果可能的话，告诉对方你是从哪里获得有关其公司及产品信息的。在写询问函时要表示出你的礼貌来，用诸如“请”或“不禁感激”等词语表述。ChineseVersionoftheText商务英语写作>>UnitThreeEnquiriesSample1敬启者：我们上个月参观了贵方在广州展览会上的展台，对你们所展示的丝绸领带非常感兴趣。如能将各式丝绸领带的目录及出口价格表给我们寄一份，我们将不禁感激。静候佳音，谨上ChineseVersionoftheText商务英语写作>>UnitThreeEnquiriesSample2敬启者：感谢贵方于2005年5月19日发来的传真，我们得知贵方是一家药品出口公司。请告知贵公司以下产品的价格。含量50％的维生素E，芝加哥到岸价格复合维生素B，洛杉矶到岸价格盼尽快收到回信。谨上ChineseVersionoftheText商务英语写作>>UnitThreeEnquiriesSample3敬启者：很高兴收到贵方提供的有关传真机价格等方面的详细情况。我们现需一台适合发送图表及印刷文字的传真模型。谨上ChineseVersionoftheText商务英语写作>>UnitThreeEnquiriesSample4敬启者：我们有意进口家庭用品。我们从一位多年的顾客那里得知贵方做这方面的业务已有多年。因此，请惠寄贵公司有关到岸价格、折扣及交付时间等方面的详细资料。同时，请提供我们一份目录。感谢贵方能给予关注，我们希望这将是我们保持长期贸易关系的一个好的开端。谨上商务英语写作>>UnitThreeEnquiries1—h2－a3－g4－i5－j6－b7－c8－d9－e10－fKeytoExercisesExercise1商务英语写作>>UnitThreeEnquiriesKeytoExercisesExercise2—Onemaywriteanenquiryifheorshewantstobuygoodsfromaseller.—Itisourcustominthelastthreeyearstobuyproducts

directlyfromChinesesuppliers.—PleasequoteyourlowestpriceCIFAqaba.—Weshouldrequiredeliverywithin4weeksofplacinganorder.—WevisitedyourstandattheParisTradeExhibitionlastmonthandwewereveryinterestedinyourdisplay

ofladies’shoes.商务英语写作>>UnitThreeEnquiriesKeytoExercisesExercise3—ThisofferwillremainvaliduntilMarch3.—Ifthepriceissatisfactorywewouldexpecttoplaceregularorder.—Thankyouforyourpromptreply.—Pleasesendus3copiesofyourlatestcataloguesatyourearliestconvenience.—Wewouldliketoknowyourtermsofpayment/termsofbusiness.

商务英语写作>>UnitThreeEnquiriesKeytoExercisesExercise4A—Weareinterestedinyourelectricheatersforuseinofficesandwouldbepleasedifyoucouldsendusacopyofyourcatalogueandcurrentpricelist.—Weareinterestedinsewingmachinesfromyourcountryandwouldbepleasedifyoucouldsendmeacopyofyourlatestillustratedcatalogue.—WeareinterestedintheimportofChinesesilknecktiesandwouldbepleasedifyoucouldquoteusyourlowestpricesforit.商务英语写作>>UnitThreeEnquiriesKeytoExercisesExercise4B—Wewouldbegratefulifyoucouldquoteusapriceforthesaidcommodities.—Wewouldlikeyoutoquoteusapricefortheitemsspecifiedbelow.—Atthesametimeyoucouldquoteusapriceforyourmen’sshirts.商务英语写作>>UnitThreeEnquiriesKeytoExercisesExercise5—如果价格和交易日期都合意的话，我们打算向贵方大量定购。—我们对贵方的男士丝绸领带很感兴趣，请寄有关目录及现行价格单一份。—如能尽快寄来“南孚”电池的详细资料，我们将不胜感激。—我们询问缝纫机价格。—我们一位北京的客户对贵方的产品很感兴趣，并盼按下列项目报价。商务英语写作>>UnitThreeEnquiriesKeytoExercisesExercise6—Weareveryinterestedinyourelectricheaterforuseinoffices,pleasesendusyourcatalogueandpricelist/provideusyourdetailedinformation.—Pleasequoteyourbestpricesforthefollowingproducts:priceFOBChinaport/priceCIFChicago.—Ifyourpricebefoundcompetitive/Ifyourdeliverdatebefoundacceptable,weintendtoplacealargeorderwithyou.—Wewouldalsoliketoknowtermsofpayment/leadtime.

—Weassureyouthatyourquotationwillreceiveourcarefulconsideration/wewillforwardthepricesonthelisttosomeofmyfriends,whomaybeinterestedintheseitem.商务英语写作>>UnitThreeEnquiriesKeytoExercisesExercise7DearSir/Madam,WeareinterestedintheelectricbikedisplayedattheGuangzhouFairandwouldbepleasedifyoucouldsendusyourcatalogueofyourcompleterangeofthistypeofbike,andalsoyourcurrentprice-list.Ifthepriceanddeliverydatearesatisfactory,wewillexpecttoplacealargeorder.Welookforwardtohearingfromyousoon.Yoursfaithfully,Unitfour

Offersand

CounterOffers

Objectives

UsefulInformation

Words,PhrasesandGrammaticalPoints

ChineseVersionoftheText

KeytotheExercisesUNITFOURObjectives

Tolearnwaysofmakingoffersandcounteroffers.Tolearnusefultermsandexpressionsusedinthisunit.Topracticewritinglettersforoffersandcounteroffers.商务英语写作>>UnitfourOffersandCounterOffersThekindsofoffer(1)商务英语写作>>UnitfourOffersandCounterOffersOfferWithoutEngagement

Anofferwithoutengagementisnotapromisedindicationmadebyanofferer.Allofferswithoutengagementhavesomereservedconditions,suchas“subjecttoourfinalconfirmation”.Generally,suchanofferisnotbindingtotheofferer.Itismoreflexible,thusmakingitpossiblefortheofferertogetfavorableconditionsbyadaptinghimselftothechangingmarketandchoosethebestchanceofreachinganagreement.UsefulInformation商务英语写作>>UnitfourOffersandCounterOffersSample1DearSir/Madam,ThankyouforyourinterestinourGarmentdisplayedattheSoutheastInternationalTradeFair.Wearesendingyouillustratedcataloguesaboutthosepatternsyouaremostinterestedin.Weareabletosupplymostofthemfromstock.Ifourpricesareacceptable,wetrustthatyouwillplaceu