国际商务函电教案课程.doc

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1、.Unit 1 Basic Knowledge of Business Letter Writing 第1单元 商务书信写作的基础知识 Purpose：让学生掌握商务英语书信的格式及构成。l Outline:Form and Structure of Business letter 商务书信的格式及构成 The ways of writing parts 各部分的写作要领 addressing envelopes 信封的写法 Writing Principles of the Business letter 写信的原则l Main Points1、 Form and Structure of

2、Business letter2、 英美书信的不同写法 Methods Time Allotment CourseForm and Structure of Business letter 商务书信的格式及构成Form格式：（1）、Full Block Form齐头式（2）、Modified BlockForm with Indented Style混合式（3）、Modified BlockForm 改良式（4）、Simplified form 简化式Structure构成：a、 Letterhead 信头b、 Reference and date 编号和日期c、 Inside name an

3、d address 封内地址d、 Attention line 注意事项e、 salutation称呼f、 Subject line 事由g、 Body 信文h、 Complimentary Close 结尾礼词i、 Signature 签署j、 Enclosure 附件k、 Carbon copy notation 抄送L、Postscripts 附言 The ways of writing parts 各部分的写作要领 addressing envelopes 信封的写法 Writing Principles of the Business letter 写信的原则 英美书信的不同写法（1

4、）、 英式的书信格式是缩行式或混合式,而美式则是绝对平头式或改良平头。（2）、 称呼用法,英式一般用Dear Sirs,后用逗号。美式则用Gentlemen:后用冒号。（3）、 结尾语的用法,英式和美式的习惯各不相同,在美式中Sincerely yours,只限用于商业书信。英式则不然,商业书信或亲友间来往书信中都可用。（4）、 日期写法也不相同,英式是按日月年的顺序。美式则按月日年的顺序。（5）、 信封写法的不同点：收信人的姓名、地址,英式多用缩行式,美式则用平头式。另外,发信人的姓名、地址,英式写在左下角,美式写在左上角。航空信的空邮字样“AIRMAIL”“VIA AIR MAIL,”“B

5、Y AIR MAIL,”英式写在信封的左上角,美式则写在贴邮票的下方。l Supplements常见问题1打日期要注意下列各点:1. 年份应完全写出,不能用(00)来代表(2000)。2. 月份要写英文名称,不能用数字来代替。如(3999)等不能在正式函件中使用。3. 月份名称可用缩写,如Aug.代替August;Oct.代替October;但May,June,July本身很短,不再减缩了。 4.日期有时用1,2,3,4,5,11,12,21,22,23,24,31等,有时用1st,2nd 3rd,4th,5th,11th,12th,21st,22nd,23rd,24th,31st.日期最好用

6、基数字,不用序数字。 注意:月份和日期之间不要用标点点开,年份之前,必须用逗号点开。日期可用1,2,3,4,或用1st,2nd,3rd,4th.但各国各地习惯不同,不可一概而论。常见问题2说明:在公司名称的前面加c/o(care of),意思是由其转交,说明本信是一封私人信要由本人拆封,总收发不要拆。有时候外国商人来我国访问未到达以前,无一定信址,信件常由邀请公司转交,千万不要误拆,以免误会。常见问题3 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“CC to xxx”或“CC xxx”。CC是carbon copy的缩写。常见问题4齐头式 ( Full

7、Block Form )：凡是用打字机打上去的每一行字,包括(完全或绝对平头式)日期、封内地址、事由和结尾敬语都是从左边的空白边缘打起。 混合式 (Modified Block Form with Indented style)：封内地址及其他需要分行的部分,采用齐头式,而第一段开始行采用缩行式。两种格式的混合采用所以称之为混合式。改良式( Modified Block Form)：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边缘看齐。 简化式（Simplified Form）：缩行式 ( Indented Form)： 封内地址和其需要分行的地方的后一行,都比前一行缩

8、进二格或三格;信的正文,每一段的开始一行都缩进若干格(一般与称呼末一字母取齐)。l Afterclass Exercise1、 Arrange the following in proper form as they should be set out a letter:2、 Address an envelopes for the above letter.Unit 2 Establishing Business Relations 第2章 建立贸易关系l Outline:5 Sample Letters 5封样信 Supplement 补充 ： Some Useful Sentences

9、on Establishing BusinessRelations.建立贸易关系的常用例句。l Main Points1、 Importer Writes to Export 进口商给出口商的信2、 Self-introduction by Exporter 出口商的自我介绍3、 Exporter Writes to Importer 出口商给进口商的信（1） Exporters Self Introduction 出口商的自我介绍（2） Exporters Desire of Establishing BusinessRelations 出口商表达建立贸易关系的愿望4、 Self Intro

10、duction by Manufacturer 生产厂家的自我介绍5、 Manufacturer Writes to ImporterNotes words & phrase (page26-36)Supplement: Some Useful Sentences on Establishing Business Relations 有关建立贸易关系的常用语句 1.words 单词interest, inquiry, line, enclose, appreciate expressions 商业用语 state-operated corporation 国营公司 state-designat

11、ed second grade enterprise 国家指定二级企业 collective-owned enterprise 集体企业 individual-owned enterprise 私营企业 merchandising enterprise 商业企业 township/rural enterprise 乡镇企业 barter trade 易货贸易 compensation trade 补偿贸易 frontier trade 边境贸易 transit trade 转口贸易,过境贸易 trade friction 贸易摩擦 trade gap 贸易失衡 classified catal

12、ogue 分类目录descriptive catalogue 带有说明的目录 illustrated catalogue 有插图的目录 catalogue of industrial products 工业产品目录 for your examination 供你方参考, 供你方查阅 financial position 财务状况 cash position 现金头寸easy position 头寸宽裕 to cover position 轧平头寸 Sales Confirmation 销售确认书 Sales Contract 销售合同 in your district 在你地区，在你处 phr

13、ases 短语in case, in any case, in case of, in no case, in this case, such being the case 2.discriminations辨析industrial与industrious begin, start与commence appreciable与appreciative 3.grammar points 语法点 当if条件句中有助动词should, had或were时,则可以省去if,而将should, had, were置于句首,从而构成倒装虚拟句,意义不变。 look forward to, recommend

14、, We very much regret that, to be only too glad to too 4. Wide selection of writing多种写作选择 We are trading company involved in import and export business. 我们是一家经营进出口业务的贸易公司。 We owe your name and address to the Commercial Counsellers Office of the Embassy 我们是从大使馆商务参赞处那得知你公司名址。 Through the courtesy of i

15、n , we notice that you are interested in doing business with us. 承蒙在的推荐，我们得知你方有意和我们做生意。 The Foreign Department of the Bank of China here has recommended your corporation as being interested in establishing business relations with 在此地的中国银行的海外部推荐你公司有意与做生意。 Your communication of the 28th May addressed

16、to our sister corporation in has been passed on to us for attention and reply. 你5月28日的信已转交给在的我姊妹公司处理并给予你方答复。l After class ExerciseWrite a letter to a foreign company for establishing business relations covering the following contents：请依下列内容致信-外企以与之建立业务关系： 1.the source of your information 2.your inte

17、ntion 3.your business scope 4.the reference as to your firms financial standing 5.your expectationUnit 3 Enquiries and Replies 第3章 询盘及回复l Outline:2Sample Letters 2封样信 Supplement 补充：Some Useful Sentences on Enquiries .询盘常用例句 Terms Used in Making Enquiries 询盘专业术语l Main Points:. The Letters of Enquirie

18、s and Replies 询价和回复的信函例文1、 General Enquiry and Reply 一般询价和回复2、 Specific Enquiry and Reply 具体询价和回复（1） Enquiry for Chinese Cotton Piece Goods 对中国棉织品的询价（2） Enquiry for Digital Cameras 对数码相机的询价（3） Enquiry for Textiles 对纺织品的询价（4） Enquiry for Cosmetics 对化妆品的询价（5） Enquiry for Portable Computers 对手提式计算机的询价N

19、otes words & phrase (page43-52)Supplement: Some Useful Sentences on Enquiries & Replies有关询价及回复的常用语句1.根据2000年国际贸易术语解释通则，所有的术语分为4个基本不同的类型。 一组为“E组”(EXWORKS),指卖方仅在自己的地点为买主备妥货物；第二“F组”(FCA，FAS和FOB)，指卖方将货物交至买方指定的承运人；第三组“C”(CFR，CIF，CPI和CIP)指卖方须订立运输合同，但对货物灭失或损的风险以及装船和启运后发生意外所发生的额外费用，卖方不承担责任；第四组“D”组(DAF，DES，D

20、EQ，DDU和DDP)，指卖方须承担把货物交至目的地国所需的全部费用和风险。 2. 在国际贸易中，付款时间分为3种。 1)交货前付款 (Payment before delivery) 2)交货时付款 (Payment as delivery) 3)交货后付款 (Payment after delivery) 支付方式：1) 汇款 Transfer/Remittance Mail Transfer M/T 信汇 Telegraphic Transfer T/T 电汇 Bankers Demand Draft D/D 票汇 2) 托收 Collection Documents against P

21、ayment D/P 付款交单 Documents against Acceptance D/A 承兑交单3) 信用证 Letter of Credit L/C Irrevocable Letter of Credit 不可撤销的信用证 Confirmed Letter of Credit 保兑信用证 Transferable Letter of Credit 可转让信用证 Sight Letter of Credit 即期信用证 Usance (Term, Time) Letter of Credit 远期信用证 Anticipatory Credit 预支信用证 Revolving Let

22、ter of Credit 循环信用证 Documentary Letter of Credit 跟单信用证 Clean Credit 光票信用证 4) 分期付款 3.Words单词 range, price, sample, order, quality, custom, require Expressions商业用语 actual price 实际价格 advanced price 上涨了的价格 average price 平均价格securities dealer 证券商 dealership 经销权,代理权 additional quantity 追加数量 average quanti

23、ty 平均数量considerable quantity 大数量 corresponding quantity 相应的数量 as per sample 按照样品counter sample 反样,对等货样equal to sample 和样品相同 full range of sample 全套样品accept an order 接受订单 article made to order 定制品 bank money order 银行汇票 state credit 国家信用 state loan 公债 state of business 经济情况 average quality 平均质量bad qua

24、lity 劣质量 below the average quality 一般水平以下的质量 freight tariff 运费费率表green barriers to trade 绿色贸易壁垒 non tariff barrier(s) 非关税壁垒 currency regulations 外汇条例detailed regulation 细则 economic regulation 经济调整 agent an litern 诉讼代理人agent middleman 代理中间人agent service 代理业务 actual (physical) delivery 实际交货forward del

25、ivery 远期(运货)near delivery 近期(交)货 prompt cash 即时付现prompt delivery 即期交货、即期交付 prompt payment 即期付款 marine surveyor 海事鉴定人 survey report 鉴定报告 Phrases 短语 at a discount, place ones order, place an order with sb., invite ones attention to, in good time, Please be (rest) assured of, for your information, atre

26、quest (at the request of.) 4. Discriminations 辨析 examine, inspect, scrutinize, audit与check order与indent gbuy与purchase select, elect, pick与choosemill, factory, plant与works 5.Grammar Points 语法点 suggest,demand, expect, require “介词which”结构的定语从句 6.Wide selection of writing多种写作选择 Many reports have been re

27、ceived from our selling agents in Hong Kong, 已收到许多来自香港的销售代理人的报告 have receivedbe in receipt of 以下几种表达方式,意义相同,在日常信中常常遇见。 We are in receipt of your letter We acknowledge receipt of your letter We acknowledge your letter We have for acknowledgement your letter We have received your letter We have the pl

28、easure of acknowledging receipt of your letterl Afterclass Exercise:Draw a letter of a general enquiry asking for all the information you need.Unit 4 Quotation，Sales Letters, Offers & Counter Offers第4章 报价、推销信、报盘和还盘l Outline: Quotations 报价 、Sales Letters推销信、 Offers报盘 、Counter Offers还盘Supplement 补充：So

29、me Useful Sentences on Offers. 报盘常用例句Terms Used in Making Offers 报盘专业术语Some Useful Sentences on Counter-Offers. 还盘常用例句l Main Points: Quotations 报价1、 Quotation and Reply 报价及回复2、 Sending a Quotation 寄送报价3、 Buyer Asks for Quotation and Seller Replies 买方要求报价及卖方回复 Sales Letters 推销信1、 Ordinary SalesPromot

30、ion of DVD Player 一般性推销推销DVD2、 Trying to Sell with SamplePromotion of U.S. Dollar Bank Note Checker尝试凭样推销推销美元验钞机 Offers报盘1、 Offer of Electronic Calculator 电子计算器商报盘2、 Offer of Refrigerators 电冰箱商报盘3、 Offer of Personal Computers 计算机商报盘 Counter Offers还盘1、 Counter-offer on Price of Refrigerator 对电冰箱价格的还盘

31、2、 Counter-offer on Price of Hand-embroidered Silk Scarf 对手绣丝围巾价格的还价3、 Counter-offer on Price of Medical Apparatus and Instruments 对医疗器械价格的还价4、 Buyer Asks for Reduction of Minimum Quantity 买方要求降低起订量5、 Counter-offer on Payment Terms 对支付方式的还盘6、 Buyer Asks for Earlier Delivery 买方要求提前交货Supplement: Some

32、Useful Sentences on Quotation，Sales Letters, Offers & Counter Offers 有关报价、推销信、报盘及还盘的常用语句 Terms Used in Making Offers 市场报盘常用语market area 市场区域 market condition 市场状况 market fluctuation 市场波动 market information 市场情报 market price 市场价格 market report 市场报告 market research 市场研究 market risk 市场风险 market survey

33、市场调查 domestic market 国内市场 foreign market 国外市场 forward market 期货市场 futures market 期货市场 overseas market 国外市场 money market 货币市场 product market 产品市场 spot market 即期市场 stock market 股票市场 market glut 市场饱和 market quotation 市场价格 market structure 市场结构 market shortfall 市场供应不足 market transaction 市场交易 marketing b

34、litz 营销战 market value 市(场)价(格)，市值 put sth on the market 把投放到市场 take market sharing 抢占市场份额 open up new market 开拓新市场 active 活跃的 advancing 旺盛的 animated 有生气的 bearish 下跌的 brisk 兴旺的 bullish 兴旺的 declining 衰退的 depressed 不景气的 dull 退缓的，呆滞的 easy 轻松的 excited 紧张的 feverish 波动的 firm 稳定的 flat 平稳的 inactive 不活跃的 over

35、stocked 存货过多的 quiet 平静的 panicky 惊慌的，恐慌的 sluggish 滞缓的 steady 稳定的 weak 疲软的 1. Words 单词 worth, account Expressions商业用语come to business 成交close a bargainput the deal throughgive ones hands on bargainauditing of account 查账capital account 资本账户common account 共同账户 Phrases 短语at ones earliest convenience, in view of, see ones way (clear) to do sth.(doing sth), for account of, on the account of, to make an exception of 2. Discriminations辨析 worthless, valueless与pricelesscope with与deal with 3. Grammar Points 语法点much as是复合从属连词，引导让步状语从句，表示“虽然很” 。 此外，inasmuch as, insomuch as, in as much