外贸英语函电全书课件完整版ppt全套教学教程最全电子教案电子讲义(最新).ppt

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1、Chapter 1 Fundamentals of business communication 1.Formats of an email 2.Principles of business writing 3.In-class writing International trade correspondenceq1.Definition International trade correspondence refers to the letters and e-mails dealing in international business.q2.Aim The purpose of this

2、 course is to help you learn how to write good business letters by using up-to-date expressions in the simplest possible language.1.1StructureofanemailqHead(1)sendersemailaddress(2)recipientsemailaddress(3)CC(carboncopy)(4)BCC(blindcarboncopy)(5)subjectoftheemail(6)attachmentqBody(1)salutation(2)bod

3、y(3)complimentaryclose(4)Signature(sendersfullname)(5)Senderstitleanddepartment(6)Signatureblock(mayincludecompanysname,logo,address,phonenumber,faxnumberandwebsite)(1)E-mail addressvEnsure an appropriate namevUse a variation of your namevTina ChenvTinaCvT(2)A clear subjectDont leave “Subject”as bla

4、nk Make the subject as concise and concrete as you canEnsure any confidential/sensitive/offensive information are not shown in“Subject”Case:DavidwillvisitChinaandattendatechnologyconferenceinShanghai.Duringhisstaythere,hewillalsovisit2localclientsforproductdemo.5dayspriortohisarrival,oneoftheclientv

5、isithasbeencancelled.Inaddition,hewillalsocheckinanotherhotelsincetheformerlybookedoneisnotavailableanymore.AsDavidscounterpartinChina,youneedtoinformDavidaboutthis.Write David an email about this with the subject A.“Travel Update”B.“Two Changes in Your Shanghai Itinerary”C.“Urgent-Two Important Cha

6、nges in Your Shanghai Itinerary”Case(3)salutation&complimentary close 1.2Theformatsofanemail 1.Fullyblockedstyle完全齐头式2.Indentedstyle 缩行式1)Fullyblockedstyle完全齐头式Gentlemen:WeresendingyouourlatestpricelistWearelookingforwardtohearingfromyousoon.Trulyyours,THEWILSONCOMPANYWilliamRobertson,Presidentv信的所有

7、项目一律向左看齐。v信中各段落之间均空一行。2)Indentedstyle缩行式DearMrColeman，OrderNo.68197PleaseacceptourapologiesfortheerrormadebyourcompanyinfillingyourOrderNo.68197dated15June2006.Youordered12000sizeultrasuper-long-lifepremiumbatteries,butourdispatchofficesent1200.Thiswasduetoatypingerror.Thebalanceof10800batterieswasd

8、ispatchedbyexpresscouriertoyourstorethismorningandwillarrivebyMonday,3July2006.Sincewevalueyourbusiness,wewouldliketoofferyoua10%discountoffyournextorderwithus.Welookforwardtoreceivingyourfurtherordersandassureyouthattheywillbefilledcorrectly.Yourstruly,MaryGreen1.结束礼词、签名从左边移到了右边。2.段落首行缩进4-6个字母。2.Pr

9、inciplesofbusinessletter-writing7 CsConsideration Courtesy Clarity Conciseness Concreteness Completeness Correctness 1)Consideration Try to put yourself into readers place.Compare the following pairs:vWe will send you the sample next month.vWe wont be able to send you the sample this month.2)Courtes

10、y It is not mere politeness.The courteous writer should be sincere and tactful,thoughtful and appreciative.Compare the following pairs:We are sorry you have misunderstood us.We are sorry we didnt make ourselves clearly.3)Clarity 清楚清楚 vKeepinmindthepurposeofhis/herlettervExpressthemessageinsimpleword

11、s,inwell-constructedsentences.Compare:vWe send you 4 samples yesterday of the goods which you requested in your letter of May 10 by air.vWe send you yesterday,by air,4 samples of the goods which you requested in your letter of May 10.4)Conciseness 简洁简洁 vAvoid wordy expressions&unnecessary repetition

12、 WordyConciseWe would like topleaseDuring the year of 1995during 1995For the development offor developingIn the city of Dallasin Dallas5)Concreteness 具体具体vMake the message specific,definite and vivid.a)These brakes can stop a car within a short distance.b)These Goodson power brakes can stop a 2-ton

13、car within 24 feet.6)Completeness Both in format and content7)Correctness Correct grammar,punctuation and spellingAccurate figures and exact terms(such as names of articles,specifications,quantity,price and units,etc.)3.WritingvWrite an email about your holiday to your friendv注意英文信的写作格式外贸英语函电实训教程Cha

14、pter 2外贸英语函电实训教程Lead inlPurpose?lTo seek new customers.lTo expand new markets.lTo consolidate existing relations.lHow?lHow can we get the information of the target firm?外贸英语函电实训教程Lead inlHow?lHow can we get the information of the target firm?lGroup discussion外贸英语函电实训教程Case analysis Mr.Chen,manager o

15、f Ningbo Tiantian Toys Co.,Ltd,attended the 2nd phase of 117th Canton Fair,where he met Mrs.McDonnell,an Australian businesswoman,who showed her interest in their wooden intelligence toys.But they didnt have a detailed discussion because Mrs.McDonnell had something urgent to deal with.She only left

16、a business card to Mr.Chen.外贸英语函电实训教程After returning to the company,Mr.Chen asks Liu Ming to get into contact with Mrs.McDonnell.In the meantime,he is told to send some pictures of products.You are expected to write an email to Mrs.McDonnell on behalf of Liu Min.外贸英语函电实训教程Brainstorm What content sho

17、uld be covered in your first business letter if you want to establish business relations with the target firm?外贸英语函电实训教程Writing steps How and where he gets the name and address of the receivers companyBrief introduction to your business scope,experience and products Provide catalogue Expectation for

18、 an early reply.外贸英语函电实训教程Key words SpecializeinThecompanyisspecializedintherefrigerator.本公司是专业从事冰箱生产。=dealin/handleTheteamconsistsofover20employeesthatspecializeinmarketing.专门研究Excellent/competitiveSupreme/fine/exceptional/superbModerate/reasonable/favourable/rock-bottom外贸英语函电实训教程Key words Enclose

19、把封入信封;随函附上Weencloseourexportlist.Enclosedisourexportlist.Enclosed please find ourexportlist.外贸英语函电实训教程Key words Appreciate vt.be grateful for IconstantlytellmydadhowmuchI appreciatewhathedidforme.We would appreciate your coming here.Idappreciateitif youcould make me anofferbasedon our request.外贸英语函电

20、实训教程Self-learning 1The source of information Purpose of the letter Brief introductionProvide catalogue Credit standing Expectation 外贸英语函电实训教程Self-learning 2lCourtesylConsideration lClaritylConcretenesslCompleteness lif you feel convenient.lWe think you might be payinglIf you come,we should like to i

21、nvite youlOur manager wishes to have an opportunity for外贸英语函电实训教程外贸英语函电实训教程外贸英语函电实训教程Contents 1.Lead-in 2.Letters of enquiry 3.How to reply enquiry 4.Assignment外贸英语函电实训教程1.Lead inWhat is an inquiry?An inquiry is a request for information.A potential importer may send such letter to the exporter to a

22、sk for information about goods to be ordered.What type of information may be inquired for?外贸英语函电实训教程2.Sample studyWhere does the new customer come from?Whats the purpose of this letter?What information does the buyer need?外贸英语函电实训教程Structure lFirst enquirySource of the informationState what interest

23、 youMake enquiry Give hintsExpectation 外贸英语函电实训教程Principles of writing business letters7 CConsideration Courtesy Clarity Conciseness Concreteness Completeness Correctness Principles of writing enquiry letters3 ClClarity lConcreteness lCourtesy外贸英语函电实训教程Analysis of Letter 1Clarity Your items are of s

24、pecial interest to us.Concreteness We would like you to send us illustrated catalogues,samples and other necessary information.What we need should comply with the Canadian quality standard.外贸英语函电实训教程Analysis of Letter 1Courtesy We searched your name from AlibabaWe are glad to inform you thatWe would

25、 like to doWe trustWe look forward to your early reply.外贸英语函电实训教程Analysis of Letter 2Group discussionPlease analyze the sample from the three principles:Clarity,concreteness and courtesy外贸英语函电实训教程Useful expressionsPlease quote us the lowest priceWould you please send usWe shall be pleased if you wil

26、l kindly send usWe would be grateful/obliged if you would It would be appreciated if you could如蒙将不胜感激外贸英语函电实训教程 Word study Catalogue商品目商品目录册册最新目最新目录/附有附有说明明书(插插图)的目的目录 the latest catalogue illustrated catalogue brochure 小册子小册子pamphlet 小册子小册子leaflet 单页的商品的商品说明明书sample cuttings 剪剪样 外贸英语函电实训教程 Word stu

27、dy Quote:v.tell a customer the price Quotation:n.Quote sb.a price for sth.他他们最初最初给这批批货报价价15,000美元。美元。They originally quoted$15,000 for the shipment.外贸英语函电实训教程 Word study Place a large/substantial orderplace an order with sb for sth 向某人向某人订购某物某物 若你方的摩托若你方的摩托车质量好，价格合理，我量好，价格合理，我们计划定期向你大量划定期向你大量订购。If t

28、he quality of your motorcycle is satisfactory and your price is reasonable,we may place regular orders with you for large numbers.外贸英语函电实训教程Task 2please contact us for your requirements directlyIf your prices are competitivecan interest our customerswe are enclosing an inquiry for 1,000 pieces of Ch

29、ildrens Bicyclesif you quote us your lowest price CIF New York外贸英语函电实训教程1.如能对以下产品报最低价，我方将不胜感激。2.我方拟购核桃仁，请报最低价，并说明原产地、包装、详细规格、可供数量和最早交货期。3.很遗憾得知我方前几次府绸的报价未能引起你方的兴趣，但仍冒昧地希望你方对印花细布的报价给予考虑。4.我方了解到你放市场对玻璃器皿需求强劲，借此良机，附上我方第1112号报价单，供你方参考。5.随函附上新季度目录一份，介绍许多新品种及上季度颇受欢迎的货物新样，请贵方研究新的目录并提出你方下一季度的需求。外贸英语函电实训教程Ho

30、w to reply the enquiryGroup discussionTo which points do you need to pay attention when you reply the enquiries?外贸英语函电实训教程 Reply to the enquiry Enquiries mean potential business.GuidelinesThe reply should be prompt and courteous.Make sure that all the questions asked in an enquiry have been answered

31、.-consideration外贸英语函电实训教程 How to compose“reply to enquiry”First,express your thanks for the enquiry.Then,offer all the detailed information the buyers want to know.-provide product catalogue and pricelist -emphasize competitiveness of products -declare price,discount,terms of payment,delivery date,e

32、tc.Finally,express hope for early reply.外贸英语函电实训教程 Chapter 4 Chapter 4 Offer and Offer and Counteroffer Counteroffer 外贸英语函电实训教程ContentsLead in1Letters of firm offer2Letters of non-firm offer3Letters of counteroffer 4外贸英语函电实训教程Lead in What is an offer?Simply speaking,an offer is the reply made by a s

33、eller to the inquiry by a buyer.An offer is a promise to supply goods on the terms stated.在国际贸易中，发盘（Offer）又称发价，在法律上又称“要约”，是指卖方向对方提出的各项交易条件。外贸英语函电实训教程Classification Offer with engagement-formal/effective offer-Offer with engagement-formal/effective offer-firm offerfirm offer 有约束力发盘有约束力发盘有约束力发盘有约束力发盘

34、正式、有效发盘正式、有效发盘正式、有效发盘正式、有效发盘 实盘实盘实盘实盘2.2.Offer without engagement-free offer-Offer without engagement-free offer-non-firm offernon-firm offer 无约束力报盘无约束力报盘无约束力报盘无约束力报盘 自由发盘自由发盘自由发盘自由发盘 虚盘虚盘虚盘虚盘从法律责任上来分从法律责任上来分从法律责任上来分从法律责任上来分外贸英语函电实训教程Two requirements for a firm offer Names of goods,specifications,pr

35、ices,Names of goods,specifications,prices,quantity,packing and insurance quantity,packing and insurance2.Time of delivery,shipping and terms of payment2.Time of delivery,shipping and terms of payment plete,affirmative,specific terms plete,affirmative,specific terms 交易条件完整交易条件完整交易条件完整交易条件完整 Specifica

36、lly,the beginning and the ending date Specifically,the beginning and the ending date of the Validity must be given.of the Validity must be given.2.The validity period 2.The validity period 有效期有效期有效期有效期外贸英语函电实训教程Word study offer n.Make sb.an offer for 给某人报offer v.Others suppliers are offering a much

37、better price.We can offer Mens Shirts at competitive prices.Please Please offeroffer us 500 Bicycles CIF London.us 500 Bicycles CIF London.外贸英语函电实训教程Word study Firm:“有效”Valid/Open/good This offer is valid up to the 28 October.该报盘有效期到十月二十八日。The offer will remain/be kept/be held open/valid/firm/good f

38、or one week.subject to:adj.以为条件；以为准；取决于外贸英语函电实训教程Non-firm offerNon-firm offerA non-firm offer is not legally binding.虚盘不具有法律约束力。The prospective buyer is under no obligation to buy the goods,while the seller is not bound to sell what has been previously quoted.虚盘是发盘人所作的非承诺性的表示。Part 5 Autonomous learn

39、ing外贸英语函电实训教程Word studyTheofferissubjecttoourfinalconfirmation.本报盘以我方最后确认为准。subject to:adj.以为条件；以为准；取决于虚盘的表达法：Theofferissubjecttogoodsbeingunsold.本报盘以货物未售出为条件。Theofferissubjecttochangewithoutnotice.本报盘以随时更改而勿需另作通知为条件。Wemakeyoutheofferwithoutengagement.此报盘为无约束力的报盘。Ourofferissubjecttoapprovalofexportl

40、icense.外贸英语函电实训教程Reply to the offer外贸英语函电实训教程Lead inDefinition When an offeree couldnt agree to the condition of the offer completely made by the offerer and he wants to amend the offer,a counteroffer can be made.对报盘信的对报盘信的不利答复不利答复，虽然表示接受，但，虽然表示接受，但有添加、限制或其它更改的答复，即构成有添加、限制或其它更改的答复，即构成还盘。还盘也叫还价。还盘。还盘

41、也叫还价。外贸英语函电实训教程Letter 2After we have carefully studied it,we find your price is too high.Compared with the items produced in Europe,your price is 5%-10%higher than that of other competitors.I think this discount should be acceptable to you.外贸英语函电实训教程Sample Question 1 Question 2外贸英语函电实训教程Analysis of

42、a counter-offer接到还盘后，要与原盘进行核对，找出原盘中提出的新内容，然后结合市场变化情况和销售意图，认真予以对待。Re-counteroffer如果另一方对还盘内容不同意，还可以进行反还盘（或称再还盘）。还盘可以在双方之间反复进行。外贸英语函电实训教程Letter 24.We do hope to cooperate and expand business with your company.5.Actually we have received many orders from other companies at such competitive price.6.Consi

43、dering the rising price of raw material,we hope you can make your final decision without delay.外贸英语函电实训教程Reply to a counter-offer Sample on P41Whats the sellers reply to the counteroffer?How does the seller persuade the buyer to accept the previous offer?外贸英语函电实训教程Writing stepsthank for an offer or

44、bid with its details;regret that being unable to accept what has been offered and state your reasons;Make a counteroffer(put forward your new terms and conditions).giving the hints(urge the seller to accept his counteroffer);Give your hope for a prompt reply and business success.外贸英语函电实训教程Word study

45、Regret vt.vt.抱歉，抱歉，遗憾遗憾抱歉无法按你方上次信中所提价格供货。抱歉无法按你方上次信中所提价格供货。We regret our inability to supply the goods at the price indicated in your previous letter.由于原材料价格上涨，抱歉无法按原价格接由于原材料价格上涨，抱歉无法按原价格接受你方订单。受你方订单。We regret that we cant accept your order at the original price owing to the rise in the price of raw

46、 materials.外贸英语函电实训教程Word studyDecline:vt.拒绝；谢绝（用于拒绝，该词要比拒绝；谢绝（用于拒绝，该词要比reject和和refuse委婉）；委婉）；遗憾得知我方报盘遭到你方买主的拒绝。遗憾得知我方报盘遭到你方买主的拒绝。We regret to learn that our offer has been declined by your end-users.由由于于你你方方价价格格太太高高，缺缺乏乏竞竞争争力力，我我们们只只好好拒拒绝绝你你方报盘，甚歉。方报盘，甚歉。As your prices are too high to meet competit

47、ion,we have to decline your offer with regret.外贸英语函电实训教程Warming up 1虚盘 non-firm offer确认 confirmation约束力 engagement以为准 subject to 有效 validity 规格 specification 长吨 long ton 单价 unit price外贸英语函电实训教程Warming up 2你方报价与现行市场价不合。很遗憾，我们的价格与你方还盘之间的差距太大。这是我方的最低价格，我们不能再让了。我们要求宽限六天以便做出还价。我们很遗憾，知道你方已拒绝了我方的还价。外贸英语函电实

48、训教程Part 7 exercises 1.We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products.2.We very much regret that your price is out of line with the prevailing market.3.Although we are desirous of doing business with you,we regret to say that

49、your price is unacceptable to us.4.Indian makes have been sold here at a level about 10%lower than yours.5.When comparing with the other suppliers prices,your price is almost 10%higher than theirs.外贸英语函电实训教程你方的价格比我们从其他地方拿到的价格高多了。为达成交易，我方还盘如下：500吨核桃，每吨900美元CIF欧洲主要港口。由于核桃市价下跌，建议你方降价5%，否则无法成交。我们并不否认你方产品的品质略佳，但无论如何价格的差距不应大到10%，为了达成交易，我方的还盘是每吨900美元CIF欧洲主要港口。现报盘如下，以你方在10日之内回复为有效。外贸英语函电实训教程