外貿(mào)英語函電電子教案.ppt.ppt

1、外貿(mào)英語函電,主編 王 麗,Unit One Introduction to BusinessLetters,Unit Two Establishing Business Relations,Unit Three Inquiries,Unit Four Offers ,to influence, which means that messages included in a business letter should also influence the readers attitudes and functions.,Criteria for Business Letters,A. COU

2、RTESY In our letters, we should always keep in mind the person we are writing to, see things from his angle, visualize him in his surroundings, see his problems and difficulties and express ideas in terms of his experience.,B. CORRECTNESS Correct grammar, punctuation and spelling are basic requireme

3、nts for business letter writing. Also, we should choose the correct level of language and use accurate information and data in our letters.,Unit One Introduction to BusinessLetters (商務(wù)信函概論),Criteria for Business Letters,C. CLARITY We should first identify what we want to express and then express the

4、 idea in plain, simple words and formats.,D. COMPLETENESS Our letters should include all the necessary information and data.,E. CONCISENESS We should write in the fewest possible words without sacrificing completeness and courtesy.,F. CONCRETENESS Our writing should be vivid, specific and definite.,

5、Unit One Introduction to BusinessLetters (商務(wù)信函概論),The General Procedures for Business Letter Writing:,1. Determine our purpose of writing a certain letter.,2. Identify who the readers are.,3. Organize the message, which is to be contained in the letter.,4. Write a draft.,5. Polish the writing.,Unit

6、One Introduction to BusinessLetters (商務(wù)信函概論),Elements of Business Letters and Their Positions in the Letter:,Unit One Introduction to BusinessLetters (商務(wù)信函概論),A letterhead generally contains the following information:,The name of the firm,Its address and postal code,Fax number,Internet address,Telep

7、hone number,Telegraphic and telex address,E-mail address,Trademark or a brief slogan, etc.,Unit One Introduction to BusinessLetters (商務(wù)信函概論),Example of the Formats of a Letterhead:,Unit One Introduction to BusinessLetters (商務(wù)信函概論),Examples of the Formats of the Letterhead on the Second Page:,EASTERN

8、 TEXTILES IMP. supply sth. to sb. 向某人供應(yīng)某物,Unit Four Offers commissions, or discounts, if any; indicate packing and date of delivery; state clearly the validity of the offer. End the letter by asking for an early reply or expressing willingness to do business.,Unit Five Firm Offers (實(shí)盤),New Words 2.p

9、rices(unit prices as well as total prices); 3.terms of payment; 4.mode of packing; 5.time of transportation, port of destination and time of shipment etc. .,An order should at least contain the following points:,Unit Eight Placing the carrier(承運(yùn)人) who carries them; the consignee(收貨人) who receives th

10、em at the destination.,Introduction,Letters regarding shipment are usually written for the following purpose:,Unit Fourteen Shipment (裝運(yùn)),to send shipping instructions and urge an early shipment(敦促早日裝運(yùn)) to amend shipping terms(裝運(yùn)條款) to give shipping advice (裝運(yùn)通知),Introduction,A shipping advice usual

11、ly contains the following points:,Unit Fourteen Shipment (裝運(yùn)),the date and number of bill of lading(B/L, 提單) the date and number of the contract the names of commodities and their quality and value the name of the carrying vessel the name of the shipping port/loading port (裝貨港) the estimated time of

12、 departure(EDT，預(yù)定起航日期) the name of the destination port (目的港) the estimated time of arrival(ETA，預(yù)定到港日期) a list of the relevant shipping documents (貨運(yùn)單據(jù)) thanks for patronage,Introduction,In writing a letter concerning shipment, the following structure is still applicable:,Unit Fourteen Shipment (裝運(yùn))

13、,Open the letter in a positive way. Especially when negative information is conveyed, great care should be taken. Explain the problem in great detail to try to persuade the reader into accepting the request or to make the reader fully aware of the request. Close the letter by expressing good wishes

14、to encourage the reader to cooperate.,Unit Fourteen Shipment (裝運(yùn)),New Words lthe sellers delivery arriving damaged or too late; lpart of the total quantity of the sellers deliveries being short shipped or missing; l the buyers receiving wrong deliveries (including those inferior to the contracted in

15、 quality or in packing), etc.,Unit Seventeen Making a Claim (索賠),Introduction,However, a letter of a claim, whether made by the seller or the buyer, should be written as follows:,Begin by regretting the need to claim. Mention the details of the delivery such as date , number of the order, date of de

16、livery, the goods claimed on, and so on. State the reason (or reasons) for the claim. Suggest how the matter is expected to be settled or state the details of the claim.,Unit Seventeen Making a Claim (索賠),Unit Seventeen Making a Claim (索賠),New Words 表示索賠的金額，一般接介詞for, claim for US $ 10,000; 表示對(duì)某批貨物索賠

17、，一般接介詞on,如claim on the goods; 表示向某人索賠，一般接介詞against,如claim against the underwriters.,Unit Seventeen Making a Claim (索賠),New Words 此外，還可用make, issue, lay, register, render, enter, bring up, set up等。 We shall lodge a claim against the Insurance Company for the goods damaged during transit. 對(duì)于貨物在運(yùn)輸途中損壞，

18、我們將向保險(xiǎn)公司提出索賠。 We file a claim against you for the short delivery of 145 lbs. 我們向你方提出短交145磅的索賠。,Unit Seventeen Making a Claim (索賠),New Words Indirect Product Compensation (Counter Purchase): It refers to repayment of the cost of the imported capital goods and technologies with other products produced

19、 or supplied by a third party.,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),Introduction,In writing a letter concerning compensation trade, the following structure is still applicable:,Open the letter in a positive way to place the message in its correct communication context. Explain the terms of compe

20、nsation trade as detailed as possible. Close the letter by expressing willingness to cooperate.,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,1.acquaint v.t. 使熟知, 使熟悉, 一般用acquaint sb. with sth. or be acquainted with We have sent you our specifications to acquaint you with the char

21、acteristics of our products. 為了使你們對(duì)我們產(chǎn)品的特性有所了解，我們已經(jīng)給你們寄去了我們的說明書。 We are acquainted with the credit standing of your company. 我們已經(jīng)了解了你們的資信狀況。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,2.manufacture v.t. 制造, 加工 Our supplier can manufacture all kinds of machine tools according to

22、 the customers requirements. 我們的供貨商可以按照客戶要求生產(chǎn)各種各樣的機(jī)床。 The shoes manufactured by our factory are of superior quality and popular with customers. 我們廠生產(chǎn)的鞋子品質(zhì)優(yōu)良，深受客戶歡迎。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,3.appeal to 吸引, 使感興趣，使喜歡 The low price as well as the high quality of

23、your products appealed to us. 你方產(chǎn)品的高品質(zhì)和低價(jià)格吸引了我們。 The unique function of your machine appeals to our customers . 你方產(chǎn)品的獨(dú)特性能吸引了我們的客戶。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,4.consult v. 商量, 商議, 咨詢 As to your credit rating, we have consulted the Bank of China. 關(guān)于你們的資信等級(jí)，我們已經(jīng)咨詢了

24、中國銀行。 Have you consulted your customer about the mode of packing? 你們跟你們的客戶協(xié)商包裝方式的事了嗎？,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,5.afford v.t. 負(fù)擔(dān)得起，買得起 We are afraid we cannot afford to buy your product at the present time. 恐怕我們現(xiàn)在還買不起你們的產(chǎn)品。 Our company cannot afford 100 million

25、 dollars to buy the machine. 我們公司拿不出100萬美元去購買這臺(tái)機(jī)器。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,6.contact v.t. 接觸，聯(lián)系 Thank you for contacting us to avoid unnecessary troubles. 感謝你們跟我們聯(lián)系，避免了不必要的麻煩。 We have contacted the shipping company and asked them if there are any shipping spa

26、ce available. 我們已經(jīng)跟船運(yùn)公司取得了聯(lián)系，詢問他們還有沒有剩余的艙位。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,7.assure v.t. 向 保證， 使 確信 We can assure you of the superior quality of the products we supply to you. 我們可以向你們保證我們所供應(yīng)的產(chǎn)品品質(zhì)優(yōu)良。 We can assure you that the goods will arrive you in perfect conditi

27、on. 我們可以向你們擔(dān)保，貨物將完好無損地到達(dá)你處。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,8.It pays to do sth. 做是上算的，做是值得 的，做是有利的 Please rest assured that it pays to buy our products at the current price. 請(qǐng)放心，按現(xiàn)行價(jià)格購買我們的商品是很上算的。 It pays to advertise our products on TV. 為我們的產(chǎn)品在電視上做廣告是值得的。,Unit Twen

28、ty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,9.be in sb.s interest to do sth. 做 對(duì)某人是有利的,還可以用in sb.s favor or in the favor/ interest of sb. It is in your interest to have the goods packed in cartons, which are cheaper. 使用便宜的紙箱包裝對(duì)你們是有利的。 It is in the favor of the buyer to effect an earlier

29、shipment. 提前裝運(yùn)對(duì)買方是有利的。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,10.installment n. 分期付款 We shall reimburse you the total amount of the imported equipment by installments in 4 years. 我們將在4年內(nèi)分期向你們償還進(jìn)口設(shè)備的全部款項(xiàng)。 The cost of the machine you supplied may be repaid by 8 equal installm

30、ents with the resultant products. 你們所提供的機(jī)器的價(jià)款，可以用該機(jī)器生產(chǎn)出來的產(chǎn)品分8次等額償還。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,11.mutual adj. 相互的，共有的，共同的 This agreement is made on the basis of equality and mutual benefits. 本協(xié)議是在平等互利的基礎(chǔ)上簽訂的。 Both parties shall carry out the contract strictly fo

31、r their mutual benefits. 為了大家共同的利益，雙方都要嚴(yán)格履行合同。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,12.put forward 提出，提議 We agree to the proposal you put forward the other day. 我們同意你們前幾天提出的建議。 Our customers put forward a proposal that the goods be packed in wooden cases. 我們的客戶提議貨物要用木箱包裝。

32、,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,13.authorize v. 授權(quán)，批準(zhǔn) We have authorized our representatives to discuss with you the particulars of the contract. 我們已經(jīng)授權(quán)我們的代表跟你們洽談合同細(xì)節(jié) The buyer authorized the seller to cover the goods against All Risks. 買方授權(quán)買方為貨物投保一切險(xiǎn)。 I authorized

33、the payment of this bill. 我批準(zhǔn)支付這筆賬。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,14.entrust v. 委托，交托 We entrusted the goods to your care. 我們委托你們照管貨物。 We have entrusted our representative with the right to conclude a deal. 我們已經(jīng)授予我們的代表達(dá)成交易的權(quán)利。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)

34、易),New Words & Expressions,15.familiar adj. 熟悉的 We are very familiar with our customers. 我們跟我們的客戶很熟。 Your products are familiar to the customers in our area. 我們這個(gè)地區(qū)的客戶很熟悉你們的產(chǎn)品。,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),New Words & Expressions,16.for ones consideration 供某人考慮 We put forward the followi

35、ng points for your consideration. 我們提出以下幾點(diǎn)供你們考慮。 The supplier offered us several alternatives for our consideration. 供貨商給我們提供了幾種選擇供我們考慮。,Sample Letter Sample Letter Sample Letter Sample Letter ,Chinese Version of the Text,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),Unit Twenty-one Compensation Trade(補(bǔ)償

36、貿(mào)易),Chinese Version of the Text,敬啟者： 我們很高興的通知你們，我們已經(jīng)收到了你們上周寄來的小 冊(cè)子。在研究了小冊(cè)子之后，我們對(duì)你們想要出售的機(jī)器的特性 已經(jīng)有所了解。 我們從小冊(cè)子上得知，這一整套設(shè)備是一年前德國生產(chǎn)的。 它擁有自動(dòng)控制系統(tǒng)和自動(dòng)潤滑裝置。它可以生產(chǎn)多種輪胎的性 能的確吸引了我們。 我們請(qǐng)教了我們的技術(shù)工程師，得知這個(gè)機(jī)器將有助于改進(jìn) 生產(chǎn)。但是，機(jī)器看起來也太貴了。特別是現(xiàn)在，我們正急需資 金改建廠房。 在這種情況下，我們恐怕沒有能力購買該機(jī)器。 盡管如此，我們還是要感謝你們跟我們聯(lián)系，并希望不久的 將來可以跟你們成功地達(dá)成交易。 此致 敬禮

37、,Sample Letter ,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),Chinese Version of the Text,敬啟者： 你們7月16日的來信已于昨天到達(dá)我方。感謝你們坦誠的回復(fù)。 從你們的回信中可以看出：你們對(duì)我們的機(jī)器很感興趣，只是覺得機(jī)器價(jià) 格過高。機(jī)器本身的價(jià)格為100萬美元，其中不含運(yùn)費(fèi)、保險(xiǎn)費(fèi)和包裝費(fèi)。看上 去可能很貴，但我們可以向你們保證，購買是很上算的。這是一臺(tái)嶄新的機(jī) 器，自從去年12月份開始，一直被妥善地保存在我們的倉庫里面。如果不是我 們的董事會(huì)決定改變生產(chǎn)計(jì)劃的話，我們是不會(huì)以這樣的價(jià)格出售該機(jī)器的。 在當(dāng)前這種

38、情況下，該機(jī)器對(duì)我們毫無用途。但因?yàn)槟銈冋跀U(kuò)建廠房， 所以，如果你們能夠充分利用這個(gè)機(jī)器擴(kuò)大生產(chǎn)，對(duì)你們是非常有利的。如果 你們真的感興趣的話，我們可以以賒銷的方式將機(jī)器出售給你們。我們可以給 你們?nèi)甑臅r(shí)間，按月分期付款，年利率為10%。我們想說，這是你們能夠找到 的最優(yōu)惠的交易了。 我們誠摯地邀請(qǐng)你們的代表和工程師到慕尼黑來參觀；我們會(huì)給你們演示 如何操作該機(jī)器。請(qǐng)盡快告知我們你們能否接受該提議。 此致 敬禮,Sample Letter ,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),Chinese Version of the Text,敬啟者： 我

39、們的代表和工程師已經(jīng)從慕尼黑回來了，并且匯報(bào)了他們 所見到的機(jī)器的情況, 他們認(rèn)為，機(jī)器非常有吸引力；但為了避 免占?jí)何覀兊馁Y金，我們最好采用補(bǔ)償貿(mào)易的方式來進(jìn)行這筆交 易。 如果你們?cè)试S我們用該機(jī)器生產(chǎn)出來的產(chǎn)品來償還機(jī)器的費(fèi) 用的話，我們就可以達(dá)成這筆交易。因此，為了進(jìn)行你我之間的 這筆補(bǔ)償貿(mào)易，我們現(xiàn)提出下列建議供你們考慮: 1.我們按90萬美元CIF大連的價(jià)格購買這臺(tái)機(jī)器，其中包括 安裝、調(diào)試費(fèi)。補(bǔ)償貿(mào)易合同簽訂后的15天之內(nèi)，我們支付總價(jià) 款的10%9萬美元作為首付款。 2.余款用該機(jī)器生產(chǎn)出來的產(chǎn)品償還。每季度償還一次，不 承擔(dān)任何利息，并且每次償還額要根據(jù)當(dāng)時(shí)的情況而定。,Sam

40、ple Letter ,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),Chinese Version of the Text,3.你們承擔(dān)回購或者促銷生產(chǎn)出來的產(chǎn)品的責(zé)任。 4.進(jìn)口機(jī)器款和提供給你們的產(chǎn)品的價(jià)款分別記入不同的賬 戶，互相抵消。 5.我們會(huì)通知中國銀行為我們開一份保函，保證按時(shí)償還從 你處進(jìn)口機(jī)器的款項(xiàng)。對(duì)于你們回購的產(chǎn)品，你們要每三個(gè)月 在收到裝運(yùn)通知之后，開出一張以我方為受益人的即期信用證。 這筆交易對(duì)我們雙方都非常有利。如果你們同意上述幾點(diǎn)的 話，請(qǐng)告知我方，我們將起草一份合同工你們考慮。 恭候佳音。 此致 敬禮,Sample Lett

41、er ,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),Chinese Version of the Text,敬啟者： 我們高興地通知你們我們完全同意你們9月8日的信中所說的 提議。我們已經(jīng)授權(quán)我們的代表 懷特先生跟你們?nèi)ド陶勓a(bǔ)償貿(mào) 易協(xié)議的細(xì)節(jié)。 懷特先生這一兩天就會(huì)動(dòng)身去大連。除了他以外，還有兩個(gè) 技術(shù)工程師，他們被派去查看機(jī)器的安裝地點(diǎn)和安裝方式。因?yàn)?他們對(duì)你們那個(gè)地方不熟悉，所以如果你們能給他們安排食宿的 話，我們將不勝感激。 我們已經(jīng)授予了懷特先生簽約的權(quán)利。我們相信最終一切都 會(huì)令你們滿意的。 此致 敬禮,Sample Letter ,Exer

42、cise Exercise ,Keys to Exercises,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),Exercise ,1._ compensation trade, we mean to pay for your machines with articles produced. ( ) A.With B. Or C. By D. For 2.We are willing to renew the agreement on the same terms _ last

43、. ( ) A.like B. as C. with D. to 3.We believe such an agreement will prove _. ( ) A. satisfied B. satisfy C. satisfactory D. satisfaction 4.We have noticed the Dutch producers _ a compensation trade agreement with Chinese firms. ( ) A. interest B. are interested C. are interested in D. interest in 5

44、.Our idea is to work with the main producer of tyre-making equipment here, who, _ virtue of their experience _ dealing with all the leading tyre manufacturers in the world, can supply the best possible technology and equipment. ( ) A. with, in B. in, on C. by, in D. through, in,C,B,C,C,C,Unit Twenty-one Compensation Trade(補(bǔ)償貿(mào)易),Exercise ,6. In the meantime, we are