外贸英语函电培训讲座.ppt

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1、外贸英语函电English Business Correspondence,.,Business CorrespondenceBusiness CommunicationCommunicating in International Business,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,2,Business English is the one usually used in business activities,whose spelling of most business expressions or jargon is familiar to learne

2、rs.The difference 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

3、can they attain a satisfactory level in business English.,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,3,1.Business Letters商务英语书信的格式和原则2.Establishing Business Relations(建立业务关系）3.Enquiry询盘4.Quotations and Offer 发盘5.Counter-offer 还盘6.Acceptance and Orders（接受和订单）7.Shipment 装运8.Complaints&Claims投诉和索赔,2023/9/8,南京茂莱

4、光电有限公司业务人员培训系列外贸英语函电,4,Unit 1 Business Letter Writing,1)信头(letterhead)2）编号，日期3）封内名称和地址(inside address)(reference and date)4）经办人(attention)5）称呼(salutation)6）事由（标题）(subject)7）正文(body)8）结尾敬词(complimentary)9）签名(signature)10）附件(enclosure)11）抄送(cc to XX)12）附言(postscript),1.英语商务书信的格式（structure）,2023/9/8,南京

5、茂莱光电有限公司业务人员培训系列外贸英语函电,5,1）Letter Head,外贸商号的信笺，一般都印有信头，包括发信人的姓名、地址、电话号码、传真号、及E-mail等，有些会将经营项目，注册商标和公司董事、经理等姓名一并印在信头上。如需打印，则信头位于信笺上中央或右上方。如果发信地点不是信头中所印就的地址（例如在出差过程中），可以将发信地点写在日期的前面。例如信头印的是南京，发信在上海，可以在信头的右下方写上“Shanghai,July 29,2006),2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,6,2）Reference and Date（参考号和日期）,Refe

6、rence：有的公司为了为便于存档与查阅，为信编写参考号，为避免混淆，最好标明:Our Ref.:Your Ref.:以便填上有关查询号。Date日期注意事项年份应完全写出，不能用(94)代替(1994)；月份多用英文全称，也可用公认的所写，不要用数字来代替；日期最好用基数字。目前有很多写法：July 29，2006（美国使用较多），29（th）July，2006（英国使用较多）应避免以下写法：9/15/06,15/9/06,9.15.06,9-15-06 等等,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,7,3）Inside name and Address,封内地址

7、是收件人公司名称和地址，(如写给特定人，姓名和头衔写在地址前）和信封上的同。封内地址一般在信头中日期行以下46行处，沿信笺左边线写起，通常每行对齐。每行字末，一般不用标点符号。信内把收信人名称地址写明对工作有便利。对发信人而言，便利有二：一是发信时可与信封地址相互对照，避免放入信封时发生差误；二是发信后便于准确归档，便于以后查找。对收信人而言，便利也有二：一是收信人读信时，如发现信封名称地址与封内名称地址不符，可以知道是放入信封时发生错误，将信返回；二是收信后如信封与信函分离原信仍能保持完整，便于查阅。,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,8,封内地址通常不写收

8、件人姓名，如确有需要，可以写在公司名称的上面，并写出头衔及职务：如Mr.James G.Pink;Manager 或者The Manager或者在公司名称地址后，加注：For the attention of Mr._Attention the Manager_Attention Mr._(但是这种用法现在已渐变少，如使用，信封上也必须注明）E.g.:Richard Thomas&Baldwins Ltd.,151 Gower Street London,SC7 6DY,England Attention Mr.Cave or Attention of Purchasing Manager,b

9、ack,4）Attention Line,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,9,5）The Salutation,目前外贸书信中一般通用的称呼语有：Dear Sir,Dear Madam,Dear sirs,Dear Mesdames,Gentlemen(不能用单数),Dear Mr.xxx，Dear Sir or Madam,（女性开设公司越来越多，不能确定阅信者的性别时表示敬意），如果关系较熟，也可以称呼DearGiven name.称呼后面的的标点，一般使用逗号，Gentlemen后用冒号。如果信是写给个人，称呼可以用单数，如Dear Sir.但不用Ge

10、ntleman，Gentleman前面也不加Dear。,back,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,10,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,11,6)Subject Line or Caption Line,标题（第一个字母大写，标题前常用“Re:”,意为“事由”)。事由写在称呼语下面两行，一般是在信笺中间位置，事由要简单扼要，说明商品名称，数量，信用证或合同号等即可。,back,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,12,7)Body of the Letter,A.信的开头有开头语(Openi

11、ng Sentences),自成一节。根据信的内容不同变化。如：在建立业务关系的首次通信中，开头语要告之他的行名是如何被获悉的，然后告对方自己的愿望、兴趣和经营范围。在习惯上是用客套语先将收到对方的来信或传真的日期、编号或查号、主题及简单内容加以综合叙述。B.Body of the letter主体，最主要部分。本部分写作好坏决定整篇信函的水平和质量。写作时要牢记7“C”s 原则B.在信的结尾一般有结尾语(The closing Sentences)在信的结尾一般有结尾语,一般用来总结本文所谈的事项，提示对受信人的要求，如希望来函或电报订货、答复询问或作必要的声明等。We hope to re

12、ceive your early reply.We look forward to hearing from you.Your prompt reply will be appreciated.,back,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,13,8)Complimentary Close,back,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,14,9)The Signature,结束语的下面，应将公司全名用大写字母打出，必须由负责人签名，签名的下面为使对方了解签名人的姓名、职位，可以打字注明。外国函件都必须由负责亲笔签名，用橡皮戳说明该

13、信并非本人亲自过目，只是通函，不为人重视。有时在公司名称前加上介词for或拉丁文Per Pro(P.P.)表示是代表公司签名，而非个人身份。,back,Yours faithfullyTHE EASTERN SEABOARD CORP.(Signature)James ParringtonVice President,Truly YoursFOR(Per Pro or P.P)THE EASTERN SEABOARD CORP.(Signature)James ParringtonVice President,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,15,10)En

14、closure,如信中有附件时，应在签名下注明Encl.或Enc.如附件不止一件应注明2 Encls or 3 Encls,或详细列明如下：Encls:2 InvoicesEnc:1 B/L 1 Photo 1 Certificate,back,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,16,11)The Carbon Copy Notation(副本印送）,如果函件要抄送其他有关单位，同时使对方也知道已抄送其他单位，可在信件最后的左下角注明“C.C.to xxx”or“C.C.xxx”,back,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,1

15、7,12)Postscript,信写完后，如果想起还有要紧的要说，可以在信末加P.S.引出补叙的话，然后由发信人签署本人简笔签名(本人姓名的第一个字母)。如Thomas Dodgam 只签TD就可以了。尽量不要在正式信函里使用“又及”。,back,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,18,商务信函写作的7Cs原则,Courtesy 礼貌、Consideration 体谅、Completeness 完整、Clarity 清楚、Conciseness 简洁、Concreteness 具体、Correctness 正确,2023/9/8,南京茂莱光电有限公司业务人员培

16、训系列外贸英语函电,19,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,20,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,21,6.Consideration 体谅：写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。7.Clarity 清楚 牢记写信的目的，语言表达清楚，避免读信人产生误解。避免使用一些语意模糊的词语或短语，如：majority,a great of time,minority等，这些表达易造成混乱、误解，甚至引起不必要的纠纷。这一点对商务文件、信函等尤为重要。,2023/9/8,南京茂莱光电有限公司业务

17、人员培训系列外贸英语函电,22,商务信函的格式Forms of Business Letters,1)Full Block Form 完全平头式：凡是用打字机打上去的每一行字，包括日期、封内地址、事由和结尾礼词。都是从左边的空白边缘打起。2)Modified Block Form 改良平头式：这种格式，除日期，结尾礼词和签名部分外，其他部分每行开头都与左边空白看齐。3)Indented Style混合式：封内地址及其他需要分行的部分，采用平头式，而每一段开始一行采用缩行式。两种格式的混合采用所以称之为缩行式。4)Simplified Form简单式：与平头式相仿，但省略部分内容，如称呼、结尾礼

18、词等。,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,23,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,24,Addressing Envelopes,Stamp,Address,Remarks,Return Address,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,25,关于转交的信件,如果信件委托第三者转交的，一般在信封的收件人名称下面写上c/o后再写转交人姓名。此类信件，转交人不得拆封，应交收件人本人亲启，如：Mr.S.F.Loverc/o Messrs Longmans Green&Co.128 East 103r

19、d St.London,W.I.England（c/o是care of的缩写，表示“请Longmans Green公司把信转交给）如果托人稍信（如介绍信），可以不写地址，只在收信人下面写上Kindness of,Through the Courtesy of。例如：Mr.J.W.SmithKindness of Mr.Andrew Jackson,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,26,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,27,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,28,关于Email的格式,202

20、3/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,29,Unit Two Establishing Business Relations,Points for Attention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:一 怎样得知对方公司的名称和地址二阐述写信的目的三自我介绍四 表明建立业务关系的愿望并希早日回复。获得客户名址的途径：1.参加交易会或博览会;2.国内外的商会，商务参赞处或其它的商务组织。3.贸易伙伴的介绍;4.代表团互访;5.市场调查;6.客户自我介绍;7.通过银行;8

21、.广告,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,30,常用句型,信息来源：我们从处得知，通过我们了解到We learn your company from the Internet that you are one of the leading manufacturers in this line.我们从网上了解到贵公司是这一行业的主要生产商之一。We owe your name and address to The Journal of Commerce.我们从商业日报得知贵公司的名称和地址。Having had/obtained the name and add

22、ress of your company from ABC Trading Company,we know that you deal in textiles.通过ABC贸易公司的介绍，我们得知贵公司的名称和地址，并获悉你放经营纺织品。,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,31,写信目的：建立业务关系We are writing you and hope to enter into business relations with you.我们写信给你希望建立业务关系。We are writing you and willing to open up busine

23、ss relations with you.我们写信与你联系，以期与贵公司建立业务关系。We would like to take this opportunity to establish business relations with you.我们愿借此机会与贵公司建立业务关系。,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,32,自我介绍We have been in this line of business for many years.我们从事这项业务已经多年。We have the pleasure to introduce ourselves to you

24、 with hope that we may have an opportunity of cooperating with you in your business extension.我们有幸自荐，盼望能有机会与你们合作，扩展业务。We are writing to introduce ourselves as one of the leading manufacturers dealing with optical components and instrument with good connections in China.现函告我公司为中国光学零件和仪器制造领域的领先制造商，在国内

25、拥有大批客户。We take this opportunity to introduce ourselves as exporters dealing exclusively in garments,我们利用此机会介绍，我公司为专门经营服装的出口商。,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,33,要求寄送有关资料Please send us your catalogues and quatations.请给我们寄你公司的商品目录和价目单。We shall appreciate your catalogues and quotations.如能寄你公司的商品目录和价目

26、单当十分感谢。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.为使你方对窝工四的产品有一初步了解，今航寄我方目录和一些阳平供你放参考。,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,34,确认收到来信Thank(We thank)you very much for your

27、 email on July 1,2006,谢谢贵公司2006年7月1日发来的邮件We have duly received with many thanks your letter dated June 20,2005,贵公司2005年6月20日函悉，谢谢。In reply to your letter dated Sep.28,2005 enquiring for ball lenses,we would like to inform you that接你公司2005年9月28日邮件，承询球面透镜，现答复。,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,35,Dear

28、 Sirs,Re:Caculating MachineFrom 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 all types and shall appreciate it if you will make us best possible offers

29、 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,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,36,Reply to the above letter,Dear Ms Zhang,We have received with many thanks your letter dated August 15,

30、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 clearly understood,we should mention that our terms of payme

31、nt 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,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,37,Translate the following letter into English,敬启者：我公司从网上得知贵公司的名称和地址，并了解到你公司经营玩具的进出口。

32、今特致函与你望能与你建立业务关系。若能提供贵公司的有关产品的目录和价目单，将不胜感激。如果价格合理而且交货期可以接受，相信能成交大笔交易。谨上,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,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 hope of establishing business

33、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,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,39,Write a reply according to the incoming email,To:Dat

34、e:October 3,2003 10:15 amSubject:HelloDear 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 European markets

35、.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,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,40,Dear Mr.Brown,We thank you for your email of October 3 and shall be glad to establ

36、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,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,41,Unit 3 En

37、quiries,询盘的种类：,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,42,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,43,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,44,写信要点（Writing Skills),自我介绍和信息来源（参见unit 2）说明感兴趣的商品并索取有关资料（参见unit 2）要求报价结束语和敦促,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,45,常用句型,2.We take an interest in various kinds of mens Shirts.我们

38、对各式男式衬衫感兴趣。3.Your textiles are of interest to us.我们对你公司的纺织品感兴趣。,对某产品感兴趣,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,46,要求报价：We shall appreciate it if you could make us the best offer for your Childrens bicycles on CIF New York basis.请报你公司童车的CIF纽约最低价。We will be pleased if you quote us a price for Printed Shirt

39、ing on the basis of CIF New York.如报印花细布的CIF纽约价当十分感谢。Please make us your lowest quotation for 500 tons of Walnuts.请报我方500吨核桃的最低价。We are in the market for,we should be pleased if you could send us your best quotation.我们正在觅购，我们将非常高兴如果您能向我们报出最佳价格。If you are in a position to supply us with 2,000 pieces o

40、f 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，我们正在等待着您最低的威尼斯CIF到岸价。,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,47,结束语和敦促,2.We have to point out that we intend to place substantial orders with you if your price is competitive/reasonable.请注意，如你方价格具有竞争性，我们将大量采购。,2

41、023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,48,Translation the following letter into Egnlish,敬启者：感谢你方寄来的商品目录，我们目前对你方的运动鞋感兴趣。如能报我方500打纽约成本加保费加运费的最低价当十分感谢。如果价格具有竞争性，我方拟向你方大量采购。谨上,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,49,Dear Sirs,Thank you for your catalogues sent to us and we are nor interested in your Sports Shoes

42、,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 faithfully,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,50,Write a letter according to the given situation,假设你是伦敦朗文贸易有限公司（London Longmans Tr

43、ading Company Ltd.)的Linda，你对深圳成明公司经营的棉毛巾感兴趣。经研究，你方打算对以下货号进行询盘。请你向深圳成明公司发一封email。,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,51,Dear Sirs,Thank you for your catalogues forwarded to us and we are now interested in your Cotton Towels,and should appreciate it if you would give us the best quotation for the follo

44、wing item.If your prices are in line,we trust large orders will follow.We look forward to your early reply.Best regards,Linda White,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,52,Unit 4 Quotations and Offer 报价与发盘,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,53,1、Firm offer实盘:a firm offer is sent when the offeror is read

45、y 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 offer虚盘:a non-firm offer does not necessarily c

46、ontain 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.,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,54,写信要点,感谢对方的来函。发盘（商品、数量、价格、支付条款、装运、有效期）敦促及盼早答复,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,55,常用句型,感谢对方来函：We have received y

47、our 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，我们作如下发盘，以我方的最后确认为准。We thank you for your enquiry of May 10 for 500 tons of Groundnuts.感谢你方5月10日来函寻购500吨花生。In reply to your enquiry for Walnuts,we offer you 500 tons of Walnuts as fol

48、lows:,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,56,报价：We offer you 500 dozen Mens Shirts at USD 80 per dozen CIF EMP for shipment in May.我方现向你方报500打男式衬衫，每打80美元CIF欧洲主要港口，5月装运。支付条件：Payment is to made by irrevocable L/C at sight to be opened in our favor.付款方式以不可撤销即期信用证支付，并以我方为受益人。装运：We will deliver the goods w

49、ithin 30 days after receipt of your L/C but specific time is to be fixed upon receipt of your official order.我们将在受到你方信用证30天内装运，但具体的时间要在收到你方的正式订单后再订。The goods will be shipped before September 20,2006.Shipment is to be made during August.这笔订货在8月份装运。,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,57,发盘有效期This offer

50、 is valid for 3 days.本发盘有效期为3天The offer is subject to our final confirmation.本发盘以我方最后确认为准The offer is subject to the reply reaching here before May 23.本发盘以你方5月23日前复到为有效。结束语,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,58,如果不能报价可以尝试提出关于产品相关规格修改的建议,2023/9/8,南京茂莱光电有限公司业务人员培训系列外贸英语函电,59,Translation,敬启者：5月5日来信收悉，要求