外貿(mào)英語函電培訓(xùn)講座演示課件

1、外貿(mào)英語函電English Business Correspondence,2006.7.29.,Business Correspondence Business Communication Communicating in International Business,19.12.2020,2,Business English is the one usually used in business activities,whose spelling of most business expressions or jargon is familiar to learners. The diff

2、erence is that their meanings have been changed. The Words appearing in business have acquired new meanings in business contexts. Learners can grasp these expressions either through reading extensively some business English articles or memorizing them from vocabulary books. Only by doing so can they

3、 attain a satisfactory level in business English.,19.12.2020,3,1.Business Letters商務(wù)英語書信的格式和原則 2.Establishing Business Relations(建立業(yè)務(wù)關(guān)系） 3.Enquiry詢盤 4.Quotations and Offer 發(fā)盤 5.Counter-offer 還盤 6.Acceptance and Orders（接受和訂單） 7. Shipment 裝運 8. Complaints Manager 或者The Manager 或者在公司名稱地址后，加注： For the at

4、tention of Mr._ Attention the Manager_ Attention Mr._(但是這種用法現(xiàn)在已漸變少，如使用，信封上也必須注明） E.g.: Richard Thomas 2. 國內(nèi)外的商會，商務(wù)參贊處或其它的商務(wù)組織。3. 貿(mào)易伙伴的介紹; 4. 代表團互訪; 5. 市場調(diào)查; 6. 客戶自我介紹; 7. 通過銀行; 8. 廣告,19.12.2020,30,常用句型,信息來源： 我們從處得知， 通過我們了解到 We learn your company from the Internet that you are one of the leading manu

5、facturers in this line.我們從網(wǎng)上了解到貴公司是這一行業(yè)的主要生產(chǎn)商之一。 We owe your name and address to The Journal of Commerce.我們從商業(yè)日報得知貴公司的名稱和地址。 Having had/obtained the name and address of your company from ABC Trading Company, we know that you deal in textiles.通過ABC貿(mào)易公司的介紹，我們得知貴公司的名稱和地址，并獲悉你放經(jīng)營紡織品。,19.12.2020,31,寫信目的：

6、建立業(yè)務(wù)關(guān)系 We are writing you and hope to enter into business relations with you.我們寫信給你希望建立業(yè)務(wù)關(guān)系。 We are writing you and willing to open up business relations with you. 我們寫信與你聯(lián)系，以期與貴公司建立業(yè)務(wù)關(guān)系。 We would like to take this opportunity to establish business relations with you.我們愿借此機會與貴公司建立業(yè)務(wù)關(guān)系。,19.12.2020,32,

7、自我介紹 We have been in this line of business for many years. 我們從事這項業(yè)務(wù)已經(jīng)多年。 We have the pleasure to introduce ourselves to you with hope that we may have an opportunity of cooperating with you in your business extension.我們有幸自薦，盼望能有機會與你們合作，擴展業(yè)務(wù)。 We are writing to introduce ourselves as one of the leadin

8、g manufacturers dealing with optical components and instrument with good connections in China.現(xiàn)函告我公司為中國光學零件和儀器制造領(lǐng)域的領(lǐng)先制造商，在國內(nèi)擁有大批客戶。 We take this opportunity to introduce ourselves as exporters dealing exclusively in garments,我們利用此機會介紹，我公司為專門經(jīng)營服裝的出口商。,19.12.2020,33,要求寄送有關(guān)資料 Please send us your catalo

9、gues and quatations.請給我們寄你公司的商品目錄和價目單。 We shall appreciate your catalogues and quotations.如能寄你公司的商品目錄和價目單當十分感謝。 In order to give you some idea of various qualities of products we handle, we have pleasure in forwarding you by airmail one catalogue and a few sample books for your reference.為使你方對窩工四的產(chǎn)品

10、有一初步了解，今航寄我方目錄和一些陽平供你放參考。,19.12.2020,34,確認收到來信 Thank(We thank) you very much for your email on July 1, 2006,謝謝貴公司2006年7月1日發(fā)來的郵件 We have duly received with many thanks your letter dated June 20, 2005, 貴公司2005年6月20日函悉，謝謝。 In reply to your letter dated Sep. 28, 2005 enquiring for ball lenses, we would

11、like to inform you that接你公司2005年9月28日郵件，承詢球面透鏡，現(xiàn)答復(fù)。,19.12.2020,35,Dear Sirs, Re:Caculating Machine From the latest issue of the “financial Times”, we know that your corporation deals in Desktop and Poket size Calculating Machines for export. We are regularly interested in such electronic products of

12、 all types and shall appreciate it if you will make us best possible offers CIF Toronto, for promt shipment under usual letter of credit terms. We await your early reply. Yours faithfully, Jie Zhang,A letter purchasing Calculating machines,19.12.2020,36,Reply to the above letter,Dear Ms Zhang, We ha

13、ve received with many thanks your letter dated August 15,2005. As there are many type of Desk-top and Pocket-size Calculating Machines, we can not conveniently quote without specific enquiries. We hope you will inform us what particular calculating machines are of current interest to you. To make it

14、 clearly understood, we should mention that our terms of payment call for confirmed, irrevocable letter of credit available by draft at sight. We thank you for your approach and look forward to pleasant relations with you. Truly yours, John Smith,19.12.2020,37,Translate the following letter into Eng

15、lish,敬啟者： 我公司從網(wǎng)上得知貴公司的名稱和地址，并了解到你公司經(jīng)營玩具的進出口。今特致函與你望能與你建立業(yè)務(wù)關(guān)系。 若能提供貴公司的有關(guān)產(chǎn)品的目錄和價目單，將不勝感激。 如果價格合理而且交貨期可以接受，相信能成交大筆交易。 謹上,19.12.2020,38,Dear Sir or Madam, Having obtained your name and address from the Internet, we learn that you are handling the import and export of Toys. We are writing you in the hop

16、e of establishing business relations with you. It will be highly appreciated if you will send us your catalogues and quotations. If Price are in line and time of shipment is acceptable, we trust important business will be closed. Yours truly,19.12.2020,39,Write a reply according to the incoming emai

17、l,To: Date:October 3, 2003 10:15 am Subject: Hello Dear Sirs: Having obtained your name and address from the Internet. We are writing you in the hope of entering into trade relations with you. We have been one of the leading importers of Childrens wears in our country and enjoyed high reputation in

18、European markets. At present, we are interested in your products and will appreciate it if you could send us your lastest catalogues. We are looking forward to your early reply. Best regards, Tom Brown,19.12.2020,40,Dear Mr. Brown, We thank you for your email of October 3 and shall be glad to establ

19、ish business relations with your company. Complying with your request, we are sending you our latest catalogues covering our best sellers of this year. If you find any items are of interest to you, please let us know immediately. Yours faithfully, Susan Davis,19.12.2020,41,Unit 3 Enquiries,詢盤的種類：,19

20、.12.2020,42,19.12.2020,43,19.12.2020,44,寫信要點（Writing Skills),自我介紹和信息來源（ 參見unit 2） 說明感興趣的商品并索取有關(guān)資料（參見unit 2） 要求報價 結(jié)束語和敦促,19.12.2020,45,常用句型,2.We take an interest in various kinds of mens Shirts.我們對各式男式襯衫感興趣。 3.Your textiles are of interest to us.我們對你公司的紡織品感興趣。,對某產(chǎn)品感興趣,19.12.2020,46,要求報價： We shall app

21、reciate it if you could make us the best offer for your Childrens bicycles on CIF New York basis.請報你公司童車的CIF紐約最低價。 We will be pleased if you quote us a price for Printed Shirting on the basis of CIF New York.如報印花細布的CIF紐約價當十分感謝。 Please make us your lowest quotation for 500 tons of Walnuts.請報我方500噸核桃的

22、最低價。 We are in the market for, we should be pleased if you could send us your best quotation.我們正在覓購，我們將非常高興如果您能向我們報出最佳價格。 If you are in a position to supply us with 2,000 pieces of the carpets, we are waiting for your lowest/most competitive price CIF Venice.如果您能提供200件上述地毯，我們正在等待著您最低的威尼斯CIF到岸價。,19.1

23、2.2020,47,結(jié)束語和敦促,2. We have to point out that we intend to place substantial orders with you if your price is competitive/reasonable.請注意，如你方價格具有競爭性，我們將大量采購。,19.12.2020,48,Translation the following letter into Egnlish,敬啟者： 感謝你方寄來的商品目錄，我們目前對你方的運動鞋感興趣。如能報我方500打紐約成本加保費加運費的最低價當十分感謝。 如果價格具有競爭性，我方擬向你方大量采購。

24、 謹上,19.12.2020,49,Dear Sirs, Thank you for your catalogues sent to us and we are nor interested in your Sports Shoes, and would appreciate it if you would give us the best quotation for 500 dozen CIF New York. If your prices are competitive, we intend to place a large order with you. Yours faithfull

25、y,19.12.2020,50,Write a letter according to the given situation,假設(shè)你是倫敦朗文貿(mào)易有限公司（London Longmans Trading Company Ltd.)的Linda，你對深圳成明公司經(jīng)營的棉毛巾感興趣。經(jīng)研究，你方打算對以下貨號進行詢盤。請你向深圳成明公司發(fā)一封email。,19.12.2020,51,Dear Sirs, Thank you for your catalogues forwarded to us and we are now interested in your Cotton Towels, an

26、d should appreciate it if you would give us the best quotation for the following item. If your prices are in line, we trust large orders will follow. We look forward to your early reply. Best regards, Linda White,19.12.2020,52,Unit 4 Quotations and Offer 報價與發(fā)盤,19.12.2020,53,1、Firm offer實盤: a firm of

27、fer is sent when the offeror is ready to sign contract as soon as the offeree accepts the terms. So a firm offer should state the following terms clearly: name of commodity, quality, packing, prices, delivery date and terms of payment including invoicing, transportation and insurance. 2、Non-firm off

28、er虛盤: a non-firm offer does not necessarily contain all the things in a firm offer. It is not final and its open with such words as “subject to prior sale” or “subject to our final confirmation”, etc.,19.12.2020,54,寫信要點,感謝對方的來函。 發(fā)盤（商品、數(shù)量、價格、支付條款、裝運、有效期） 敦促及盼早答復(fù),19.12.2020,55,常用句型,感謝對方來函： We have rec

29、eived your letter of May 2, and as requested, we are offering you the following subject to our final confirmation.5月2日函悉。按你方要求，我們作如下發(fā)盤，以我方的最后確認為準。 We thank you for your enquiry of May 10 for 500 tons of Groundnuts.感謝你方5月10日來函尋購500噸花生。 In reply to your enquiry for Walnuts, we offer you 500 tons of Wa

30、lnuts as follows:,19.12.2020,56,報價： We offer you 500 dozen Mens Shirts at USD 80 per dozen CIF EMP for shipment in May.我方現(xiàn)向你方報500打男式襯衫，每打80美元CIF歐洲主要港口， 5月裝運。 支付條件： Payment is to made by irrevocable L/C at sight to be opened in our favor.付款方式以不可撤銷即期信用證支付，并以我方為受益人。 裝運： We will deliver the goods within

31、 30 days after receipt of your L/C but specific time is to be fixed upon receipt of your official order.我們將在受到你方信用證30天內(nèi)裝運，但具體的時間要在收到你方的正式訂單后再訂。 The goods will be shipped before September 20,2006. Shipment is to be made during August.這筆訂貨在8月份裝運。,19.12.2020,57,發(fā)盤有效期 This offer is valid for 3 days.本發(fā)盤有

32、效期為3天 The offer is subject to our final confirmation.本發(fā)盤以我方最后確認為準 The offer is subject to the reply reaching here before May 23.本發(fā)盤以你方5月23日前復(fù)到為有效。 結(jié)束語,19.12.2020,58,如果不能報價 可以嘗試提出關(guān)于產(chǎn)品相關(guān)規(guī)格修改的建議,19.12.2020,59,Translation,敬啟者： 5月5日來信收悉，要求我們報中國紅茶的成本加運費的悉尼價。茲答復(fù)，我方現(xiàn)報500箱中國紅茶，每箱60奧元CFR悉尼價， 2004年7月裝船。付款方式為不可

33、撤銷及其信用證支付。此報盤以你方5月15日前復(fù)到為有效。 請注意我們的報價非常有競爭力，我們建議你方立即接受。 謹上,Dear Sirs, We are in receipt of your email of May 5 asking us to make you an offer for Chinese Black Tea CFR Sydney. In reply, we are offering you 500 cases of Chinese Black Tea at AUD60 per case CFR Sydney for shipment in July, 2004. Paymen

34、t is to be made by irrevocable L/C at sight. This offer is subject to your reply reaching us before May 15. Please note that our price is very competitive and we recommend your immediate acceptance. Yours faithfully,19.12.2020,60,Writing practice,你的美國客戶David Brown先生在收到你的信和目錄后給你公司發(fā)來一封詢盤信，請你根據(jù)以下詢盤信和提供

35、的商品信息進行發(fā)盤。 Dear Sirs, Thank you for your catalogues forwarded to us and we find some items are of interest to us. We should appreciate it if you would give us the best quotation for the 1,00 yards of your Printed shirting, Art No. 145. If your prices are reasonable, we trust large business can be co

36、ncluded. We look forward to your early reply. Yours faithfullyDavid Brown,The following information is for your ref.: Commodity: Printed Shirting, Art. No. 145Quantity:1,000 yardsUnit Price: USD 150/yard CIF New YorkShipment: During Jan./Feb, 2005Payment: by irrevocable L/CThe offer keeps open for 5

37、 days.,19.12.2020,61,Unit 5 Counter-offer 還盤,19.12.2020,62,寫信要點,19.12.2020,63,19.12.2020,64,常用句型,對價格的抱怨：,2. We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products我們很遺憾告知你方，盡管我們很滿意你方的產(chǎn)品質(zhì)量，但是認為你方價格偏高。,19.12.2020,65,與其他供應(yīng)商相比 Indian make

38、s have been sold here at a level about 10% lower than yours.印度的商品以大約低于你方10的價格在本地出售。 When comparing withy the other supplier prices, your price is almost 10% higher than theirs. 與其他貨源的價格相比， 你方的價格比他們的報價幾乎高出10。 Your price compares much higher than that we can get from elsewhere.你方的價格比我們從其他貨源得到的價格高很多。,1

39、9.12.2020,66,還盤建議： To step up trade, we counter offer as follows: 500 tons of Walnuts at USD 600/ton CIF EMP.為了促進貿(mào)易，我們還盤如下：500噸核桃，每噸600美元成本加保費運費歐洲主要港口。 We dont deny the quality of your products is superior to that of Indian makes but the difference in price should in no case be as big as 10%. Our co

40、unter offer is USD 9000 per ton CIF Hamburg.我們不否認你方產(chǎn)品的質(zhì)量比印度產(chǎn)的好，但差價絕不可能大于10，我們還盤是900美元成本加保費運費漢堡。,19.12.2020,67,再還盤(Counter-counter offer)： We have cut price to the limit. We regret, therefore, being unable to comply with your request for further reduction.我方價格已降至極限，所以無法滿足你方進一步降價的要求。,19.12.2020,68,Enc

41、ourage 鼓勵購買,19.12.2020,69,Translation,敬啟者： 感謝你們6月26日的報盤以及寄來的餐具樣品。 盡管我們很欣賞這些餐具的優(yōu)良品質(zhì)，但我們遺憾地說，你們的價格似乎太高。如接受你們的報價將使我們在銷售中無利可圖，因為其他供應(yīng)商對同樣品質(zhì)的商品出價更低。 因此，我們建議你方將價格減至25美元/套，否則無法成交。 我們期待著你們的確認。 謹上,19.12.2020,70,Dear Sirs, Thank you for your offer of June 26 and samples of Dinner Sets you kindly sent us. While

42、 we are appreciating the good quality of your Dinner Sets, we regret that your price appears to be on the high side. To accept the price you quoted would leave us no margin of profit in our sales, since the other suppliers are offering for Dinner Sets of same Quality. Therefore we suggest you reduce

43、 the quoted price to USD 25/set, otherwise there is no possibility of business. We look forward to your confirmation. Yours faithfully,19.12.2020,71,Writingpractice,假如你是Amy Chen， 你的客戶Mr. Bright對你們公司經(jīng)營的童車質(zhì)量很滿意，但認為你方的報價偏高，要求你們減價5。收到該信后，經(jīng)研究，你公司認為你方的報價與現(xiàn)行價格相符，因此拒絕他的還價。請寫一封信拒絕他的還價。,19.12.2020,72,Dear Mr.

44、 Bright, Re:1,000 sets of Bee Brand childrens bicycles We learnt from your email that you find our price for the captioned goods is on the high side. Much as we would like to do business with you, we are regretful that we cant reduce our price by 5% as the price we quoted is in line with the prevail

45、ing market. In fact, we have already concluded considerable business with other customers at your end. As our Childrens Bicycles are strongly built and in good finish, they sell well in the overseas markets. If you see any chance to do better, please let me know. Best regards, Amy Chen,19.12.2020,73

46、,Unit 6 Acceptance and Orders（接受和訂單）,訂單是為了要求供應(yīng)具體數(shù)量的貨物而提出的一種要求。它是對報盤或詢盤后發(fā)出報價而促成的結(jié)果。訂單可以用信或印制好的訂單、傳真或email來發(fā)送。賣方則用印制好的確認書來回復(fù),19.12.2020,74,19.12.2020,75,19.12.2020,76,有時因所要求的貨物無貨可供或價格和 規(guī)格已經(jīng)改變，賣主不能接受買主的訂單。在這種情況下，拒絕接受訂單的信函必須非常仔細的繕寫，而且要為友誼和今后交易留有余地。最好介紹一些合適的代替貨品，提出還盤及勸說買主接受。,19.12.2020,77,常用句型,寄送訂單/合同，簽退

47、一份存檔 Enclosed please find our order No. 4 in duplicate, one of which please sign and return for our file.隨函附上我們第04號訂單一式兩份，請簽退一份供我方存檔。,19.12.2020,78,發(fā)訂單：,19.12.2020,79,其他要求： As we are in urgent need of the goods, you are requested to effect shipment during August as promised in your offer.由于我方急需該貨，請在

48、你方報盤所承諾的8月裝船。 Please have the goods carefully examined, we rely on your special attention on this.請仔細檢查貨物，我方需要你方的特殊關(guān)注。 The relative L/C will be opened in your favor soon. Please arrange shipment without any delay upon receipt of the credit.相關(guān)以你方為收益人的信用證將盡快開除。請收到信用立即安排裝運。 Please note that the stipula

49、tions in the relative credit should fully conform to the terms in our Sales Contract in order to avoid subsequent amendments.請注意有關(guān)信用證的條款與合同款完全一直，以免日后修改。,19.12.2020,80,19.12.2020,81,19.12.2020,82,19.12.2020,83,19.12.2020,84,19.12.2020,85,19.12.2020,86,19.12.2020,87,Unit 7 Shipment,裝船通知函 通知買方合同貨物已裝船 并

50、告知已按合同規(guī)定隨函寄送裝運單據(jù)副本 表示希望貨物能按時到達，并令顧客滿意 催促、提前發(fā)貨函 提及該貨 告知催促/提前發(fā)貨理由：因交貨啟臨近而賣方?jīng)]有發(fā)貨發(fā)函促崔，希望對方在合同規(guī)定的裝運期內(nèi)履行訂貨義務(wù)，并強調(diào)準時發(fā)貨的重要性；因急需貨物，買方發(fā)函請求賣方提前發(fā)貨 感謝合作 建議分批轉(zhuǎn)運和轉(zhuǎn)船函,19.12.2020,88,19.12.2020,89,19.12.2020,90,19.12.2020,91,19.12.2020,92,Unit 8 Complaints and Claims,19.12.2020,93,19.12.2020,94,19.12.2020,95,19.12.202

51、0,96,19.12.2020,97,19.12.2020,98,19.12.2020,99,常用句型,19.12.2020,100,19.12.2020,101,理賠 In view of our friendly business elations, we are prepared to meet your claim for the 100 cases.考慮到雙方友好的合作關(guān)系，我們準備滿足你方索賠100箱的要求。 Our home office has instructed us to do our best to remedy it.我們總部指示我們盡力補救此時。 According to the contract, we are responsible for repairing or replacing those