番茄花园-外贸英语函电.ppt

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1、番茄花园-外贸英语函电 Still waters run deep.流静水深流静水深,人静心深人静心深 Where there is life,there is hope。有生命必有希望。有生命必有希望外贸英语函电外贸英语函电外贸英语函电外贸英语函电UnitTwelveUrgingEstablishmentofL/CUnitTwelveUrgingEstablishmentofL/CUnitTwelveUrgingEstablishmentofL/CUnitThirteenL/CAmendment&ExtensionUnitThirteenL/CAmendment&ExtensionUnitT

2、hirteenL/CAmendment&ExtensionUnitFourteenShipmentUnitFourteenShipmentUnitFourteenShipmentUnitFifteenPacking&ShippingMarksUnitFifteenPacking&ShippingMarksUnitFifteenPacking&ShippingMarksUnitSixteenInsuranceUnitSixteenInsuranceUnitSixteenInsuranceUnitSeventeenMakingaClaimUnitSeventeenMakingaClaimUnitS

3、eventeenMakingaClaimUnitEighteenAcceptanceofaClaimUnitEighteenAcceptanceofaClaimUnitEighteenAcceptanceofaClaimUnitNineteenReplacingMerchandiseUnitNineteenReplacingMerchandiseUnitNineteenReplacingMerchandiseUnitTwentyProcessing&AssemblingTradeUnitTwentyProcessing&AssemblingTradeUnitTwentyProcessing&A

4、ssemblingTradeUnitTwenty-oneCompensationTradeUnitTwenty-oneCompensationTradeUnitTwenty-oneCompensationTrade上一页上一页上一页上一页主主编编王王丽丽FunctionsofBusinessLetters UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)toinform,whichreferstoconveyingthevastamountofin

5、formationneededtoday-to-dayoperationsofthebusiness;toinfluence,whichmeansthatmessagesincludedinabusinesslettershouldalsoinfluencethereadersattitudesandfunctions.CriteriaforBusinessLetters A.COURTESYInourletters,weshouldalwayskeepinmindthepersonwearewritingto,seethingsfromhisangle,visualizehiminhissu

6、rroundings,seehisproblemsanddifficultiesandexpressideasintermsofhisexperience.B.CORRECTNESSCorrectgrammar,punctuationandspellingarebasicrequirementsforbusinessletterwriting.Also,weshouldchoosethecorrectleveloflanguageanduseaccurateinformationanddatainourletters.UnitOneIntroductiontoBusinessLettersUn

7、itOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)CriteriaforBusinessLetters C.CLARITYWeshouldfirstidentifywhatwewanttoexpressandthenexpresstheideainplain,simplewordsandformats.D.COMPLETENESSOurlettersshouldincludeallthenecessaryinformationanddata.E.CONCISENESSWeshouldwriteinthefewestpossi

8、blewordswithoutsacrificingcompletenessandcourtesy.F.CONCRETENESSOurwritingshouldbevivid,specificanddefinite.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)TheGeneralProceduresforBusinessLetterWriting:1.Determineourpurposeofwritingacertainletter.2.Id

9、entifywhothereadersare.3.Organizethemessage,whichistobecontainedintheletter.4.Writeadraft.5.Polishthewriting.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ElementsofBusinessLettersandTheirPositionsintheLetter:UnitOneIntroductiontoBusinessLettersUni

10、tOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)LetterheadReferenceNumberDateInsideAddressParticularAddressorAttentionLineSalutationSubjectLineorCaption_ComplimentaryCloseSignatureIECBlockPostscriptBodyoftheletterAletterheadgenerallycontainsthefollowinginformation:Thenameofthefirm Itsaddr

11、essandpostalcode Faxnumber Internetaddress Telephonenumber Telegraphicandtelexaddress E-mailaddress Trademarkorabriefslogan,etc.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)EASTERNTEXTILESIMP.&EXP.CO.,LTD.34297ShangchengRoad,Shanghai,ChinaTel:6606

12、811Fax:6507631Http:/E-mail:ExampleoftheFormatsofaLetterhead:UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsoftheLetterheadontheSecondPage:EASTERNTEXTILESIMP.&EXP.CO.,LTD.-2-April16,2004 Mr.SmithApril16,2004,Page2 Mr.SmithApril16,

13、2004Page2 -Page2-EASTERNTEXTILESIMP.&EXP.CO.,LTD.April16,2004 EASTERNTEXTILESIMP.&EXP.CO.,LTD.2-April16,2004 UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofReferenceNumber:Yourref:ALMOurref:5511/TLDearSirs,DearSirs,Yourref:ALMD

14、earSirs,WerefertoyourletterofNovember12,2004,ref.TY1160 UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofDate:24thMarch,2004 March24th,2004 24March,2004 March24,2004 UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusine

15、ssLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofInsideAddress:Ms.CeciliaGreenSalesManagerABCCompany123BerryDriveMinneapolis,MN55106U.S.A.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofInsideAddress:VicePresidentMessrs.

16、J.Harvey&Co.66HighStreetAnytown,AY12BFChinaNationalMachineryImport&ExportCorp.36,JianshanRoadDalian,116023PeoplesRepublicofChina UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofParticularAddressorAttentionLine:ChinaNationalMachi

17、neryImport&ExportCorp.36,JianshanRoadDalian,116023PeoplesRepublicofChinaAttention:Mr.Wang,ExportManager UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofParticularAddressorAttentionLine:P&GCompany24MadisonAvenueColumbus,OH43004U.

18、S.A.AttentionofPualYangBiddle,Sawyer&Co.,Ltd.HaddenHouseFitzroyStreetLondon,SW825DY,EnglandAttentionofExportDepartmentMr.H.A.Donnan,please UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofParticularAddressorAttentionLine:P&GJohnM

19、orris&Co.,Inc.ATTENTIONOFPURCHASINGMANAGEROSullivanBuildingBaltimore,Maryland,10026U.S.A.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofSalutationandCorrespondingComplementaryClose:SalutationCloseDearSirs,DearSir,DearMadams,Dea

20、rMadam,DearSirorMadam,Faithfullyyours,Yourscordially,(formal)Gentlemen:Yourstruly,Trulyyours,(formal)Sir,Madam,Respectfullyyours,Yoursrespectfully,DearMr.Morgan:DearJohn:DearMissGreen:DearMrs.Smith:DearMs.White:MydearMrs.(orMiss.).)Bush:Sincerelyyours,Yourssincerely,(lessformal)UnitOneIntroductionto

21、BusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofSubjectLineorCaption:Subject:ProposeddelayofthedeliveryRe:ProposeddelayofthedeliveryInre:InvoiceNo.1120SUBJECT:ACCOUNTNO.689 UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信

22、函概论商务信函概论商务信函概论商务信函概论)ProposeddelayofthedeliveryExamplesoftheFormatsofSignature:Yoursfaithfully,(signature)CathyKurtzMarketingManagerYoursfaithfully,THEINTERNATIONALTRADINGCOMPANY(signature)CathyKurtzMarketingManager UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函

23、概论商务信函概论商务信函概论)ExamplesoftheFormatsofSignature:Yoursfaithfully,ForCHINANATIONALIMPORT&EXPORTCO.,LTD.(signature)GeorgeMorganYoursfaithfully,PerPro(orP.P.)CHINANATIONALIMPORT&EXPORTCO.,LTD.(signature)GeorgeMorgan UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函

24、概论商务信函概论)ExamplesoftheFormatsofInitials:GB/LZGbush/lzGB:lzlz UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExamplesoftheFormatsofEnclosure:1Enc.Encls:2commercialinvoicesEnc.1AttachmentEnclosureAsStatedEnc:1B/L1certificateAttachments:2Enc.UnitOneInt

25、roductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)ExampleoftheformatofCarbonCopyNotation:c.c.:DalianBranchB.c.c.:Mr.Brown(onthecopyonly)C.C.:JeanKipmanPC:theBankofOsaka,Ltd.,KobetheOsakaChamberofCommerce UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoB

26、usinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)FullBlockFormat:UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)LetterheadDate:_InsideAddress_Salutation:_ComplimentaryClose,SignatureBodySemi-blockFormat:UnitOneIntroductiontoBusinessLettersUnitOneIntroduction

27、toBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)LetterheadDate:_InsideAddress_Salutation:_ComplimentaryClose,SignatureBodyConventionalFormat:UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)Letterhead_ ComplimentaryClose,SignatureInsideAddress_Salutation:D

28、ate:_BodyIndentedFormat:UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)LetterheadDate:_InsideAddress_Salutation:_ComplimentaryClose,SignatureBodyFormatofEnvelopeStampChinaNationalMachineryImport&ExportCorp.36,JianshanRoadDalian,116023PeoplesRepublic

29、ofChinaP&GCompany24MadisonAvenueColumbus,OH43004U.S.A.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)FormatofEnvelopeStampChinaNationalChinaNationalMachineryImport&ExportCorp.36,JianshanRoadDalian,116023PeoplesRepublicofChinaP&GCompany24MadisonAvenu

30、eColumbus,OH43004U.S.A.UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters(商务信函概论商务信函概论商务信函概论商务信函概论)UnitTwoEstablishingBusinessRelations (建立贸易关系建立贸易关系)ObjectivesIntroductionNewWords&ExpressionsChineseVersionoftheTextKeystoExercisesObjectives UnitTwoEstablishingBusinessRelationsU

31、nitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)通过本章的学习，帮助学生掌握通过本章的学习，帮助学生掌握:v 寻找潜在客户的方法寻找潜在客户的方法v 要求与对方建立贸易关系的书信的撰写要求与对方建立贸易关系的书信的撰写v 要求建立贸易关系的书信的回复要求建立贸易关系的书信的回复IntroductionChannelsthroughwhichinformationcanbeobtained:UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRela

32、tions(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)vChamberofCommercebothathomeandabroadvBanksvTradedirectoriesofvariouscountriesandregionsvCommercialCounselorsOfficevExhibitionandtradefairsIntroductionThreepointsusuallycontainedinlettersaimingatestablishingbusinessrelations:UnitTwoEstablishingBusinessRelationsUnitTwoE

33、stablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)thesourceofinformation theintentionofwritingthisletter abriefintroductionofonesowncompany,including:thebusinessscope,creditstandingorfinancialpositions,productsandservicesthatcanbeprovided,etc.NewWords&Expressions1.prospectiveadj.潜在的潜在的 可能的可能的 预期

34、的预期的 prospectivebuyers可能的买主可能的买主 prospectivebusinesspartners可能的贸易伙伴可能的贸易伙伴2.tradingpartner贸易伙伴贸易伙伴orbusinesspartner UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)3.intendv.想要想要,打算后常接动词不定式打算后常接动词不定式e.g.Theyintendtoplaceanorderwithyou.他们打算跟贵方订货。他们打算跟

35、贵方订货。Weintendtoextendourbusinessactivities.我们打算扩大我们的业务范围。我们打算扩大我们的业务范围。NewWords&Expressions4.enquirev.询问询问 e.g.Wewouldliketoenquirewhetheryoucansupplythefollowingitems.我们想询问一下，贵公司能否提供下列商我们想询问一下，贵公司能否提供下列商 品。品。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系

36、建立贸易关系)enquireinto调查调查e.g.Thebuyerclaimedthatthegoodsweredamagedintransit,butwemustenquireintothismatterourselves.买方声称货物在运输过程中被损坏了，但是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。我们必须亲自调查这件事情。NewWords&Expressionsenquireabout询问关于某事询问关于某事e.g.Theysentusaletter,enquiringaboutthemarketconditionhere.他们给我们发来了一封信，询问这里的市场

37、他们给我们发来了一封信，询问这里的市场状况。状况。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)enquireofsb.aboutsth.询问某人某事询问某人某事e.g.Mr.Smithenquiredoftheexporteraboutthequalityoftheirgoods.史密斯先生询问出口商他们的产品质量如何。史密斯先生询问出口商他们的产品质量如何。NewWords&Expressions UnitTwoEstablishingBus

38、inessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)5.cataloguen.目录目录quotationn.报价，报价单报价，报价单pricelistn.价目表价目表NewWords&Expressions6.cooperationn.合作，协作合作，协作cooperatev.合作，协作合作，协作e.g.Letscooperatewitheachotherforour mutualbenefits.为了我们双方的利益，让我们合作吧。为了我们双方的利益，让我们合作吧。Ineedyourcooper

39、ationinthismatter.在这件事情上，我需要你的合作。在这件事情上，我需要你的合作。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)petitiveadj.竞争的，有竞争力的竞争的，有竞争力的e.g.Ifyourpricesarecompetitive,wewouldplaceanorderwithyou.如果你们的价格有竞争力，我们就跟你们订如果你们的价格有竞争力，我们就跟你们订货。货。NewWords&Expressions8.vo

40、lumeadj.大量的大量的e.g.volumeorders大宗订单大宗订单 UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)NewWords&Expressions10.incompliancewith按照按照 e.g.Incompliancewithyourrequest,weare sendingyouoursamplesbyair.应你方要求，我们用航空邮件给你们寄去了应你方要求，我们用航空邮件给你们寄去了 我们的样品。我们的样品。comp

41、ly(v.)with按照，与按照，与相符，遵守，满相符，遵守，满足足9.enterintobusinessrelations建立贸易关系建立贸易关系 还可以用：还可以用：setupopenupestablishbusinessrelationsorbuildupbusinessconnections UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)NewWords&Expressionse.g.Itisnecessaryforyoutocomply

42、withourpackingrequirement.你方必须满足我们的包装的要求。你方必须满足我们的包装的要求。WeregretthatwecannotcomplywithyourrequestforadvancingshipmenttoMay.很遗憾，我们不能满足你方将装货期提前很遗憾，我们不能满足你方将装货期提前到到5月份的要求。月份的要求。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)NewWords&Expressions11.under

43、separatecover另函，用另外一封信另函，用另外一封信e.g.Wehavesentyouunderseparatecoverarangeofpamphletsforyourinformation.我们另函给你们寄去了一系列的小册子供我们另函给你们寄去了一系列的小册子供你们了解情况。你们了解情况。12.takethisopportunityto(后接动词原型后接动词原型)利用这利用这个机会做个机会做还可以说还可以说takeadvantageofthisopportunityoravailourselvesofthisopportunity.e.g.Wetakethisopportunit

44、ytoexpressourgreat appreciationforyourcooperation.借此机会，对于您的合作，我们深表感谢。借此机会，对于您的合作，我们深表感谢。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)NewWords&Expressions13.withaviewto着眼于，意着眼于，意为目的，考虑到为目的，考虑到 e.g.Weavailourselvesofthisopportunitytowritethisletterw

45、ithaviewtoenteringintobusinessrelationswithyou.我们利用这个机会给你们写信，目的就是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。想跟你们建立贸易关系。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)NewWords&Expressions14.dealin从事，经营从事，经营=handlev.经营经营dealwith跟跟做生意做生意e.g.Wehavedealtintheexportofw

46、ashingmachinesforbouttenyears.我们从事洗衣机出口已经有很多年了。我们从事洗衣机出口已经有很多年了。Wehandletheimportandexportbusinessofchemicalproducts.我们经营化工产品的进出口业务。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。我们希望在该行业与你们做生意。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立

47、贸易关系)NewWords&Expressions15.airmailv.用航空邮件邮寄用航空邮件邮寄n.航空邮件航空邮件e.g.Pleasesentusyourlatestcataloguebyairmail.=Pleaseairmailusyourlatestcatalogue.请用航空邮件给我们寄来你们最新的目请用航空邮件给我们寄来你们最新的目录。录。UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)UnitTwoEstablishingBus

48、inessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)vSampleLettervSampleLettervSampleLetterChineseVersionoftheTextChineseVersionoftheTextSampleLetter敬启者：敬启者：我们从蒂科公司得知贵司商号与地址，特此我们从蒂科公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。来函，希望能同贵司发展商务关系。多年来，本公司经营纺织品进口生意，目前多年来，本公司经营纺织品进口生意，目前想扩展业务范围。请惠寄

49、商品目录与报价单。想扩展业务范围。请惠寄商品目录与报价单。如贵司产品价格合理，本公司必定向你方下如贵司产品价格合理，本公司必定向你方下定单。定单。恭候佳音。恭候佳音。采购部主任采购部主任 约翰约翰.斯密斯谨上斯密斯谨上2004年年5月月20日日 UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)ChineseVersionoftheTextSampleLetter敬启者：敬启者：非常高兴收到贵公司本月非常高兴收到贵公司本月20日有关建立商务日有关建立

50、商务关系的来函。关系的来函。谨遵要求另函奉上最新的出口商品目录及报谨遵要求另函奉上最新的出口商品目录及报价单。价单。款项须请以不可撤销保兑信用证支付。款项须请以不可撤销保兑信用证支付。如欲订货，请寄电子邮件或传真为盼。如欲订货，请寄电子邮件或传真为盼。出口部主任出口部主任李明谨上李明谨上2004年年5月月22日日 UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations(建立贸易关系建立贸易关系建立贸易关系建立贸易关系)ChineseVersionoftheTextSampleLetter敬启者：敬启者：我