外贸函电完整教案

BusinessCorrespondences

外贸英文函电Contents

ChapterOneChapterTwoChapterThreeChapterFourChapterFiveChapterSixChapterSevenChapterEightChapterNineChapterTen外贸函电IntroductiontothecourseCoursedescriptionCourseobjectivesCoursecontents

LearningguideAssessmentandRequirements外贸函电IntroductionEnglishbusinesscorrespondence

orbusinessletterisawrittencommunicationbetweentwoparties.Itisameansthroughwhichviewsareexpressedandideasorinformationiscommunicatedinwritingintheprocessofbusinessactivities.Itistolearnboththelanguageandtheprofessionalknowledge(inotherwords,tolearnthelanguageyouaregoingtousewhenyouwork).外贸函电CoursedescriptionBusinessCorrespondenceisoneofthemostimportantcourses(acompulsorycourse)forInternationalBusinessTradeMajors.ItisdesignedtohelpstudentstoaccomplishthetransitionfromgeneralEnglishlearningtospecializedEnglishlearning,aimingatpreparationforafuturebusinesscareer.外贸函电CourseobjectivesAfterthecompletionofthewholecourse,studentsaresupposedto:comprehendandmasterthebasicwritingskillsforvarioustypesofbusinesscorrespondence.befamiliarwiththegeneralconventionsaswellasmainproceduresininternationaltradepractice.conductbusiness,makequickandcorrectreactionstothebusinessinformationandmakebusinessconcludedinreallifesituations.

外贸函电CoursecontentsThecontentsofBusinesscorrespondenceinvolvemanyaspectsofinternationalbusinesstrade,mainlyinclude:Establishingbusinessrelations;Inquiry;Offer;Counteroffer;Order;Acceptance;Contract;Packing;Shipment;Payment;InsuranceandClaim.外贸函电Achievebalancebetweenlanguage-learningandbusiness-learning.Achievebalancebetweeninputandoutputofwhathavebeenlearned.Achievebalancebetweencourse-booklearningandsimulatedpractice.Focusonvariouswritingpatternsandwritingskillsofbusinesscorrespondences.Masterthecommonly-usedbusinessvocabulariesandmakegooduseofthem.外贸函电LearningguideThecoursewillbeassessedasfollows:Routineperformance:40%,including:routineattendance,in-classpractice,testsandoutside-classassignmentsFinalexam:60%外贸函电AssessmentandEvaluationCriteriaRequirementsYouareappreciatedfornotbeinglateforclassorabsentfromclass.chewinggumsorwearingacapduringclasses.pickingupthecellphoneorlettingthephoneringduringclasses.外贸函电ChapterOne

LayoutofaBusinessLetterContents

ObjectivesLeadingIn

SampleletterLanguagePointsSummaryAssignmentsCasestudy外贸函电Objectives

Uponcompletionofthischapter,youshould:

befamiliarwiththelayoutofbusinessletters.knowtheformatsofbusinessletters.knowhowtoaddresstheenvelope.外贸函电LeadingIn

NamethewaysofcommunicationyouknowWhatisthelayoutofanEnglishletter?外贸函电TelephoneFaxE-mailLetterTelegramTelex外贸函电WaysofcommunicationWarmingup外贸函电日期Date封内地址InsideAddress称呼Salutation正文Body结尾敬语ComplimentaryClose签名Signature外贸函电LayoutofBusinessLetter1.信头letterHead2.日期Date3.封内地址InsideAddress4.称呼Salutation5.

正文Body6.结尾敬语ComplimentaryClose7.签名Signature8.事由Subject9.附件Enclosurea参考号Ref.No.b经办人AttentionLinec抄送CarbonCopy

go

Letterhead

Generally,aletterheadwillincludethecompanylogo,company'sname,address,telephonenumber,faxnumberandemailaddress,andthewebaddressifavailable.

信头的写法：2种格式

信头一般印在信纸上端的中间，但也可印在信笺的左上方1）平头式RichardThomas&BaldwinsLtd.151GowerStreetLondon,SCT6DY,EnglandTel:63216260Fax:63302700外贸函电2）缩行式SHANGHAIPHARMACEUTICALCO.,LTDP.O.BoxNo.1752,Shanghai20002,ChinaTel:63216260Fax:63302700E-mail:spcld@online.shcn2.发信人地址、日期的具体写法：1）门牌号码和街名（或邮箱号）

例如:151GowerStreet

但有些不写门牌号与街名，而写出信箱号，如P.O.Box1079,即PostOfficeBox1079的缩写，第1079号信箱。2）城市、邮政编码、国家名

例如：London,Swg250Y,England

美国地址在城市名称后应写州名和邮区号，例如，Columbus,Ohio43210，U.S.A.

（二）编号和日期1.编号（ReferenceNo.)

有的信头下有编号。编号是供参考用的，作用是能使复信与先前发出的信函联系起来。

a.卷宗号码(afilenumber)、b.部门代号（departmentalcode)，c.辨认代号（initialsofthesigner)：口述人和打字人的名字缩写。

编号又分：

你方编号（YourReferenceNo.),

我方编号（OurReferenceNo.),例如：YourRef:B-1549YourRef:JBD/WMOurRef:A-3450OurRef:WDW/LPInsideAddressAlwaysincludetherecipient'sname,addressandpostalcode.Addjobtitleifappropriate.距日期两到四行，打在左边。1.写上封内地址的益处：1）发信时可与信封上地址相互对照，以免发信时发生错误2）收信人读信时可以相互对照3）便于查阅Date外贸函电02/01/032002年1月3日2003年2月1日2003年1月2日ChinesewayAmericanwayBritishwayToavoidconfusion,itisacommonpracticetowritemonthsinwords.

Returnsalutation1.Ifunsuretowhomyoushouldaddressaletter,youshouldusethefollowingsalutations:

DearSirorMadam,

2.Ifyouknowthenamebutarenotfamiliarwiththeotherperson,youshouldusethefollowingsalutation:

DearMr./Mrs.XXX,外贸函电3.Ifyouarequitefamiliarwiththeotherperson,youmayusethefollowingsalutation:

HiXXX,HelloXXX,XXX,外贸函电Informal

salutation其位置比封内地址和经办人行低两行，并与之平头1.商业函件1)用“DearSirs,”不能单独用“Sirs,”2)美国人用“Gentlemen：”,更加普遍(不能用单数）,单数时称“DearSir”3)如果是女性公司，则用“DearMesdames,”2.公事函件：“DearSir，”对一般机关团体负责人适用此外公事函件还可以用“Tothosewhomaybeconcerned，”外贸函电

外贸函电（六）事由（主题）TheSubjectLine或Caption：

事由（标题）的作用是让收信人对信的主旨一目了然，写在称呼语下面的两行，一般是在信笺中上部的位置，可在前冠以Subject：或Re：的字样。

事由要简单扼要，说明商品名称、数量、信用证或合同号码等即可。eg.Subject:AnnualStockholdersMeetingRe:YourOrderNo.111BodyofaletterThebodyofabusinesslettertypicallycontainsthreeparagraphs:·

1.introductoryparagraph·

2.oneormorebodyparagraphs3.concludingparagraph外贸函电Bodyofaletter注意事项：1）段与段之间一般空两行

想一想：如果信的正文很长，一页纸不够用而需两张或数张联页，该怎么办？外贸函电Bodyofaletter如果信的正文很长，一页纸不够用而需两张或数张联页，应在第一页的右下端打“待续”（tobecontinued),并在联页上端注明收信人的名称、日期、页数，再继续打正文。这是为了避免第一页和第二页，第三页在发信时误置。外贸函电FormalTruly/sincerely/Faithfullyyours,InformalBestregards,外贸函电ComplimentaryCloseCapitalizeonlythefirstwordinthecomplimentaryclose,andfollowallphraseswithacomma.注意：1）结束礼词写在结尾语下隔一行，正中或略向右边写起2）只有第一个字母大写，后面加逗号3）欧洲信函把Yours放前，美国则把副词放前4）用Yours而不用Your，与Yours连用的一定是带-ly的副词。外贸函电ComplimentaryCloseCapitalizeonlythefirstwordinthecomplimentaryclose,andfollowallphraseswithacomma.Signature

Company’snameYoursignaturetypedsignature(jobtitle)ELECTRONICSLTD.

HaroldJones

HaroldJonesManagerReturn

外贸函电想一想：如果有资格签署的人不在公司，想请他人签署，该怎么办？外贸函电注意：1)p.p.有时候有资格签署的人不在公司，常以授权（powerofattorney)授权一负责的雇员签署，在这

情况下，则应在公司行号前写上P.P.(PerProcuration)或PerPro.,它的意思是代理。也有用for代替p.p.的。

格式一般如下：Yoursfaithfully

（P.P.）THENATIONALTRANSPORTCO.，T.M.WhiteT.M.WhiteManager外贸函电（十一）其他1.附件（Enclosure):

如信中有附件时，应在左下角注明Encl.或Enc.(缩写），如果附件不止一件，应注明2Encls.或3Encls.等.例如:Encls.：2Invoices3Encls.:1B/L1Photo1Certificate

外贸函电2.副本抄送（CarbonCopyNotation)：如果写信人希望信件内容为更多人的知晓，那么在Enclosure的下方必须注明c.c.的字样，然后打上抄送单位的名称。c.c.可以大写，也可以小写，其后跟冒号c.c.:Mr.BrucePatC.C.:PublicRelationDepartment外贸函电3.主办人代号，又叫辨认代号Indentification

以便日后查对这封信是由何人主稿，由何人速记打字。一般的写法是把主稿人、速记员的姓名的第一个字母连续打出，两者之间加一斜划,或加冒号。

例如一个名叫WillianL.Rich的人向一位名叫MargaretDavis的秘书口授一封信，他们可以缩写成WLR/MDWLR:MDmlr/md

外贸函电4.附笔（再启）(Postscripts)

信写完后，如果想起还有要紧的话要说，可以在信末加P.S.,然后由发信人签署本人简笔签名（本人姓名的每一个字母，如ParkDavis,只签P.D.)。郑重的函件一般不用P.S.，说明写信人办事不够周密。eg.P.S.Thesampleswillbemailedtoyoutomorrow.外贸函电（十一）其他1.附件（Enclosure):

如信中有附件时，应在左下角注明Encl.或Enc.(缩写），如果附件不止一件，应注明2Encls.或3Encls.等.例如:Encls.：2Invoices3Encls.:1B/L1Photo1Certificate

外贸函电BlockFormat

齐头式外贸函电Theblockformatisthesimplestformat;allofthewritingisflushagainsttheleftmargin.

Format外贸函电Thesemi-blockformatyouraddress,date,theclosing,signature,areallindentedtotherighthalfofthepage(半齐头式）Theindentedformat(缩进式）Alsothefirstlineofeachparagraphisindented.

外贸函电Addressingtheenvelop

SummaryInthischapter,wehavelearntthelayout(sevenprinciplepartsandsixoptionalparts)inabusinessletter.Weshouldatleastrememberthesevenprinciplepartsandsomeusefulandcommonoptionalparts.Weshouldalsorecitetheformatofbusinessletters.Theserulesandprinciplesarecrucialinthebusinessletters,becauseitshowsyourattitudeandabilitytodobusinesscarefullyandsuccessfully.外贸函电Assignments

Arrangethefollowinginproperformastheyshouldbesetoutinaletter.UsetheBlockStyle,andthenaddresstheenvelopeaccordingly.Seller:RoyalGrosvenorPorcelainCompanyLtd.Address:GrosvenorHouse,RenfrewRoad,OakleyStaffordshireOA79AHTel:(743069)60591/2/3Buyer:ColourfloorCo.Ltd.Address:238WiltonRoad,AxminsterAXzASDate:March5,2007Subject:porcelainThemessage:Theletteriswrittenbytheseller外贸函电CasestudyTask:Lookatthefollowingpage.ThisisthetoppartofabusinessletterfromaFrenchcompany.Decidewhenyouwouldusethesesalutations,insteadof“DearMr.Brown”.DearJames,DearSirs,DearMadams,DearSirorMadams.外贸函电CasestudySunshineFlavoursLTD.SunriseTechnologyPark,EastHarborDriveLyonAS126KM,FranceTelephone03793832223Fax333703835550Nov14,2007Mr.JamesBrownMarketingDirectorBrownIndustriesInc.546ParkAvenueIL43301Washington,USADearMr.Brown,Thankyouforyourletterof11November,suggestingameetinginDecember.ThemostconvenientdatesfromourpointofviewareDecember6thorDecember7th.外贸函电ChapterTwo

EstablishingBusinessRelationsContents

RevisionObjectivesLeadingIn

SampleletterLanguagePointsSummaryAssignmentsCasestudy外贸函电Revision

1.信头letterHead2.日期Date3.封内地址InsideAddress4.称呼Salutation5.

正文Body6.结尾敬语ComplimentaryClose7.签名Signature8.事由Subject9.附件Enclosurea参考号Ref.No.b经办人AttentionLinec抄送CartonCopy外贸函电

UnitTwoEstablishingTradeRelations外贸函电Teachingobjectives

Uponcompletionofthechapter,youshould:knowthewaysthatanexportercanusetoseeknewcustomers.knowhowtowritethiskindofletter.grasptheimportantwordsandphraseslearned.外贸函电5-POINTPLAN

外贸函电Whereyougettheinformationaboutthepersonorcompanytowhomyourarewritingtheletter;Yourintentionforexportorimport;Abriefintroductiontoyourbusinessscope,experienceandproducts;Thereferenceastoyourfirm’screditstanding;Expectationforcooperationandanearlyreply.PointsforAttention:建立业务关系的信，通常是发信的一方在通过一定的途径得到对方公司的名称和地址，并经过初步信用调查后，向对方发出的。信的内容一般包括以下几点：LeadingIn外贸函电生产v/n生产商产品买方卖方顾客客户produceproductionproducerproductbuyersellercustomerclient用户消费者制造商购买销售中间商零售商批发商经销商userconsumermanufacturerbuy/purchasesell/salemiddlemanretailerwholesalerdealer外贸函电贸易进口

出口进口商

出口商海关

关税配额,限额

commerce,trade

importexportimporterexporterCustomsCustomsdutyquotaSampleletter

DearSirsorMadams,

Wehaveobtainedyournameandaddressfromthewebsite:.WewereinformedthatyouareoneofthebiggestimportersofteainUKandyouarenowinthemarketfortea.Wetakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelationswithyou.外贸函电Togiveyouageneralideaofourproducts,weencloseherewithacopyofourbrochurecoveringthemainitems

availableatpresent.Ifyouareinterestedinanyofourproductsorhaveotherproductsyouwouldliketoimport,pleasecontactuswithyourrequirements.Welookforwardtoprovidingyouwithhighqualityproducts,superiorcustomerservice.外贸函电Languagepointsbeinthemarketforwanttobuy外贸函电1.我们生产各式各样的皮鞋，因此我们想要购买牛皮。Weproduceallkindsofleathershoes,soweareinthemarketforcowhide.2.我们的一个顾客想购买你方的新产品。Oneofourcustomersisinthemarketforyournewproducts.Languagepointstakethisopportunity

我想借此机会对你为我公司所做的一切表示感谢。

Iwouldliketotaketheopportunitytothankyouforallthatyouhavedoneforourcompany.

我们借此机会介绍我们的新产品。

Wetakethisopportunitytointroduceournewproducts.外贸函电Languagepoints

approachWeapproachedtheMinistryofCommerceandtheytoldusthatyouareabletosupply1000metrictonsofapplesatatime.

我们与商务部联系，他们告述我们你们能一次性提供1000公吨苹果。我们定期与客户联系，看他们是否有新的要求.Weapproachourclientsregularlytoseeiftheyhaveanynewrequest.外贸函电Languagepointsbeinthehopeof为了能找到客户，我给这页上所有的公司都打了电话。

Icalledallthecompaniesonthispageinthehopeoffindingacustomer.我给您发电子邮件是希望能与您建立业务关系。Iame-mailingyouinthehopeofestablishingbusinessrelationswithyou.外贸函电Languagepointsgivesb.ageneralideaof这个样品是为了让你大概了解我们产品的质量。Thissampleismeanttogiveyouageneralideaofthequalityofourproducts.

这个产品说明书将使你大概了解我们最新的产品。Thisproductdescriptionwillgiveyouageneralideaaboutourlatestproduct.外贸函电Languagepointsencloseputsth.inanenvelope随函附寄Weareenclosingasampleforyourreference.herewithadv.enclosedinthis随函附上外贸函电我们现随函附寄一个样品供你方参考。LanguagepointsencloseTheycanbeusedinthefollowingways:enclosesth.Enclosedis/aresth.Enclosedpleasefind随函附寄产品说明书。(description)外贸函电1.Weareenclosingaproductdescription.2.Enclosedisourproductdescription.3.Enclosedpleasefindaproductdescription.Languagepointscovering

about

关于

Translatethefollowingsentence:

请寄给我们关于你方新产品的小册子。外贸函电Pleasesendusabrochurecoveringyournewproducts.LanguagepointsItem

refertoaparticularproduct单个商品，标号商品WehaveseenyourgoodsandarequiteinterestedinyouritemNo.TK-103.

我们看了贵方的商品，对标号为TK-103的商品特别感兴趣。外贸函电LanguagepointsItem

referstoanindividualunitinagroupofproducts.Goodsrefertoagroupofproducts.外贸函电ItemNo.TK-101

ItemNo.TK-102

ItemNo.TK-103ItemNo.TK-104 1.prospectiveadj.潜在的可能的预期的 prospectivebuyers可能的买主prospectivebusinesspartners可能的贸易伙伴2.tradingpartner贸易伙伴

orbusinesspartnerTradeRelations(建立贸易关系)NewWords&Expressions3.intendv.想要,打算后常接动词不定式

e.g.Theyintendtoplaceanorderwithyou.

他们打算跟贵方订货。

Weintendtoextendourbusinessactivities.

我们打算扩大我们的业务范围。NewWords&Expressions4.enquirev.询问e.g.Wewouldliketoenquirewhetheryoucansupplythefollowingitems.

我们想询问一下，贵公司能否提供下列商

品。

UnitOneEstablishingTradeRelations(建立贸易关系)enquireinto调查e.g.Thebuyerclaimedthatthegoodswere damagedintransit,butwemustenquireinto thismatterourselves.

买方声称货物在运输过程中被损坏了，但是

我们必须亲自调查这件事情。NewWords&Expressionsenquireabout询问关于某事e.g.Theysentusaletter,enquiringabout themarketconditionhere.

他们给我们发来了一封信，询问这里的市场

状况。

UnitOneEstablishingTradeRelations(建立贸易关系)enquireofsb.aboutsth.询问某人某事e.g.Mr.Smithenquiredoftheexporteraboutthequalityoftheirgoods.

史密斯先生询问出口商他们的产品质量如何。NewWords&Expressions

UnitOneEstablishingTradeRelations(建立贸易关系)5. cataloguen.目录

quotationn.报价，报价单

pricelistn.价目表NewWords&Expressions6. cooperationn.合作，协作

cooperatev.合作，协作e.g. Let’scooperatewitheachotherforour mutualbenefits.

为了我们双方的利益，让我们合作吧。 Ineedyourcooperationinthismatter.

在这件事情上，我需要你的合作。

UnitOneEstablishingTradeRelations(建立贸易关系)7.competitiveadj.竞争的，有竞争力的

e.g.Ifyourpricesarecompetitive,wewouldplaceanorderwithyou.

如果你们的价格有竞争力，我们就跟你们订货。NewWords&Expressions8.volumeadj.大量的e.g.volumeorders大宗订单

UnitOneEstablishingTradeRelations(建立贸易关系)NewWords&Expressions10.incompliancewith按照e.g. Incompliancewithyourrequest,weare sendingyouoursamplesbyair.

应你方要求，我们用航空邮件给你们寄去了

我们的样品。 comply(v.)with按照，与…相符，遵守，满 足9.enterintobusinessrelations建立贸易关系

还可以用：setupopenupestablishbusinessrelationsorbuildupbusinessconnections

UnitOneEstablishingBusinessRelations(建立贸易关系)NewWords&Expressionse.g. Itisnecessaryforyoutocomplywithour packingrequirement.

你方必须满足我们的包装的要求。 Weregretthatwecannotcomplywithyour requestforadvancingshipmenttoMay.

很遗憾，我们不能满足你方将装货期提前 到5月份的要求。

UnitOneEstablishingTradeRelations(建立贸易关系)NewWords&Expressions11.underseparatecover另函，用另外一封信

e.g. Wehavesentyouunderseparatecovera rangeofpamphletsforyourinformation.

我们另函给你们寄去了一系列的小册子供 你们了解情况。12.takethisopportunityto…(后接动词原型)利用这个机会做…还可以说takeadvantageofthisopportunityoravailourselvesofthisopportunity.e.g. Wetakethisopportunitytoexpressourgreat appreciationforyourcooperation.

借此机会，对于您的合作，我们深表感谢。

UnitOneEstablishingTradeRelations(建立贸易关系)NewWords&Expressions13.withaviewto着眼于，意…为目的，考虑到e.g.Weavailourselvesofthisopportunityto writethisletterwithaviewtoenteringinto businessrelationswithyou.

我们利用这个机会给你们写信，目的就是 想跟你们建立贸易关系。

UnitONeEstablishingTradeRelations(建立贸易关系)NewWords&Expressions14.dealin从事，经营=handlev.经营

dealwith…跟…做生意e.g. Wehavedealtintheexportofwashing machinesforbouttenyears.

我们从事洗衣机出口已经有很多年了。 Wehandletheimportandexportbusiness ofchemicalproducts.

我们经营化工产品的进出口业务。 Wewishtodealwithyouinthisline.

我们希望在该行业与你们做生意。

UnitOneEstablishingTradeRelations(建立贸易关系)NewWords&Expressions15.airmailv.用航空邮件邮寄

n.航空邮件e.g. Pleasesentusyourlatestcatalogueby airmail. =Pleaseairmailusyourlatestcatalogue.

请用航空邮件给我们寄来你们最新的目

录。

UnitOneEstablishingTradeRelations(建立贸易关系)ContentsofcompanyintroductionParagraph1-TheintroductionParagraph2-WhatwedoParagraph3-QA/QCParagraph4-Theclosing

外贸函电TheintroductionTheyearyourcompanywasestablishedYourcompany’slocationIfyouareamemberofagroupcompanyWhatproducts/servicesyouofferAnyForeigninvestmentthatyoumayhave外贸函电

Whatwedo

Productrange/servicesofferedMachineryandtechnologyusedProductionexperienceNumberofstaffHowordersarehandledSharesignificantachievementsthatwouldbemeaningfultobuyers

外贸函电QA/QCQualitycertifications(suchasISO)allowforanincreasedleveloftrustandmentioningtheminyourcompanyintroductioncanonlybenefityou.Additionally,addingyourmonthlyoutputvolume,countries/regionsservicedandanymajorclientsthatyouhavewillalsobuildcredibilitywithbuyers.外贸函电TheclosingManycompaniesusethefinalparagraphoftheircompanyintroductionstostatetheircorporatevaluesandinvitebuyerstocontactthem.

Detailedpleaseseethesampleintroductioninthetextbook.外贸函电1.

Commonly-usedOpeningSentences

常用的开头语句

外贸函电(1)表达“兹致函给您，通知您……”的句子：Ibegtoinformyouthat…Iamwritingtoyoutoaskabout…Iamgladtotellyouthat…(2)

表达“收到贵方X月X日来函，内容悉知”的句子：

Thankyouforyourkindletterdated6th.YourkindletterofJuly30arrivedthismorning.Yourfavorofthe5thinst.hascometohandanditscontentshavebeendulynoted.

外贸函电

注意：①表示X月X日来函可有两种方法a.用介词of；b.用过去分词dated。②kind在“letter”前常用，以示客气；favor用在信函文字中就是指书信。（3）表达“迟复为歉”的句子：

Imustapologizeformydelayinreplyingyourrecentletter.Ibegthousandpardonsfornothavingwrittentoyousooner.1.

Commonly-usedClosingSentences

常用的结束语句

外贸函电在书信正文的末尾，常常表达盼回信、表祝愿和代问或嘱笔问候等意思，这种意思可以用句子表示，也可以用短语表示。用句子表示时，末尾用“.”；用短语表示时，末尾用“，”。

(1)

表达盼回信的句子或短语Ihopetohearfromyousoon.Hopingtohearfromyousoon,Awaitingyourearlyreply,Yourkindearlyreplywillbeappreciated.

外贸函电

(2)

表示祝愿的句子Withbestregards,Wishyouthebestofhealthandsuccess.Muchlovetoyouandyourfamily,

(3)

表达转达、或嘱笔问候SayhellotoJoe.Pleaseremembermetoyourbrother.Mymotherjoinsmeinlovetoyou.UsefulSentences

外贸函电11.Havinghadyournameande-mailaddressfrom…weavailourselvesofthisopportunitytowritetoyouand…22.WeareaSino-Americanjointventurespecializingintheexportofhouseholdelectricalappliances.3.TheAmericanConsulate（领事馆）

inShanghaihasadvisedustogetintouchwithyouconcerning...44.Willyoupleasesendusyourcatalogueandpricelistfor...SummaryContentsofaletterofestablishingrelationsImportantpartsinaletterofestablishingbusinessrelationssourceofinformationandtheintentionofwritingtheletterIntroductionofthecompanyandproductsClosingpartLanguagepoints:beinthemarketfortaketheopportunityapproachencloseitemcoveringInthehopeof外贸函电Exercises1外贸函电Fillintheblankwithawordorphrasethatfitsbest:DearSirs,We

fromtheCommercialCounsellor’sOfficeoftheourEmbassyinyourcountrythatyouareinchinesetablecloths.Asthisarticlefallswithinthescopeofourbusinessactivities,we

thisopportunitytoexpressourwishto

businessrelationswithyou.Chinesetableclothsarefamousfortheirgoodqualityandreasonableprice.Theyhaveenjoyedgreat

intheeuropeanmarket.Wearesurethat

ourjointeffortstheywillalsomeetwithafavorablereceptioninyourcountry.Inordertogiveyoua

ideaofourvarioustable-cloths,weareairmailingtoyou

someofourlatestcataloguesandprice-list.Shouldanyoftheitemsbeofinteresttoyou,pleaseletusknow.Hopeto

fromyousoon.Yoursfaithfully,Exercises2

外贸函电TranslatethefollowingsentencesintoEnglish:我们愿与贵公司建立业务往来。我公司经营电子产品的进出口业务，希望与贵方建立商业关系。根据你公司1月20日来函要求，现附寄目录一份。我们保证对于贵方的询价给予充分的重视。KEY

外贸函电1.Wearewillingtoestablishtraderelationswithyourcompany.2.thiscorporationspecializesinimportingandexportingelectronicproductsandwishestoenterintobusinessrelationswithyou.KEY

外贸函电3.AsrequestedinyourletterofJan.20,weencloseacopyofourcatalogue.4.Weassureyouofourbestattentiontoanyinquiriesfromyou.Exercises2

外贸函电Youareaskedtowritealetterorsendanemailtoaforeigncompanyforestablishingbusinessrelations.Theletterortheemailshouldcoveratleastthefollowingpoints:

外贸函电1.

Wherehaveyougottheinformation?2.

Whatisyourdesire?3.

Whatisyourbusinessscope?4.

Howaboutyourfinancialstanding?information:从中国日报的广告上了解到对方是一家从事中国手工艺品的进口商。(handcrafts)我们是手工艺品的出口商，想与对方建立业务关系。随函寄上关于公司产品的目录。希望对方和我们取得联系。外贸函电ChapterThree

InquiryContents

RevisionObjectivesLeadingIn

SampleletterLanguagePointsSummaryAssignmentsCasestudy外贸函电TeachingobjectivesUponcompletionofthischapter,youshould:beawareoftheinformationtobecoveredingeneralinquiryandspecificinquiry.beabletomakeinquiriesonthedetailedinformationaboutdifferentproducts.beabletouserelatedwordsandphrasestomakeinquiries.外贸函电 Warming-up:

Afterthemarketresearchandestablishmentofbusinessrelations,itcomestotherealprocedureofanimport/exporttransaction:

enquiry（询盘） offer（发盘） counteroffer（还盘） acceptance（接受） Soenquiryisthefirstrealstepinbusinessnegotiation.

Q: 1.Whichstepsareirrevocable（不可取消的；不可缺少的）inasuccessfulbusinesstransaction?

2.Eachoftheabovestepsismadeby(prospective)buyersorsellers?

Suggestedanswers:

1.Offerandacceptanceareirrevocablebusinessstepsininternationaltradenegotiation.Thatistosay,enquiryandcounteroffercanbeomittedinrealbusinesstransaction. 2.Enquiry,offer,counterofferandacceptancecanbemadebyeitherprospectivebuyersorpotentialsellers.Butusuallyenquiryismadebytheprospectivebuyerwithoutengagement（约束）andofferisusuallymadebytheprospectivesellerwithengagement(firmoffer实盘)orwithoutengagement(non-firmoffer虚盘).

Enquiry

Theimportanceofenquiry:

Enquiryisthefirstrealstepinbusinessnegotiation.

Thenatureofenquiry:

Inforeigntradeanenquiryisusually(notabsolutely)madebytheprospectivebuyerwithoutengagement（约束）,requestingforinformationonthesupplyofcertaingoods.Sowecallit询盘or询价inChinese.

Theclassificationofenquiries:

I.GeneralEnquiries:

（一般询盘）

requestforpricelists,literature宣传资料orcatalogue,etc.

II.SpecificEnquiries:

（具体询盘）(strongerintensiontomakeanorderthangeneralenquiries)

requestforquotations/offersordetailedtradetermssuchasprices,tradeterm,discount,packingconditions,timeofshipment,termsofpayment,specifications,insuranceorotherinformationforcertaina