外贸英语函电—Chapter+2
外贸英文函电Unit2 Establishing business relations
Useful Expressions 讲解
1.How his name is know
1)obtained/heard/learned/indebted your(fax number/business scope/products/E-mail address)from… e.g we have obtained your information from China council for the Promotion of International Trade in Beijing.我们从北京的 中国国际贸易促进委员会那里获悉了贵公司的信息。 2) have one’s name and address from….. e.g we have your name and address from the Commercial Counselor’s Office of your embassy in Beijing and are now writing to you for the establishment of business relation 我们从 贵国驻京使馆商务参赞处获悉贵公司姓名及地址，现特致函与 贵公司建立业务关系
establishingbusinessrelationspartsbusinesslettersdatalineinsidenamecomplimentaryclosesignatureretrospectessentialpartsattentionlinesubjectlinereferencenotationcarboncopynotation抄送postscriptoptionalpartscourtesyconsiderationcompletenessclarityconcisenessconcretenesscorrectnesswritingprinciplesbusinesslettersindentedform缩格式blockedform齐头式modifiedblockedform改良齐头式layoutbusinessletter所谓缩格式信函有以下特征日期靠右具体收信人和事由居中结尾敬语和落款偏右齐头式特征除信头外全部左对齐段落间用空格改良齐头式兼具缩格与齐头的特征案号和日期靠右落款偏右其他全部左对齐envelopaddressingdoinginternationaltradevitalstepestablishbusinessrelationspromotegoodwillpotentialdealers
外贸英语函电 第二章
promote, by joint efforts, both trade and friendship to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, J.Robinson
❖ Master typical sentences and expressions in writing such letters
Business Knowledge
Channels for Obtaining Information About a New Firm
(1)Chambers of Commerce in foreign countries (国外商会)
letters aiming at establishing business relations
1. The source of information (how you learned of this company);
2. state your intention of establishing business relations;
外贸英语函电Unit 2 Establishing Business Relations
Unit Two Establishing Business Relations
(建立贸易关系)
国外市场寻找新客户的主要渠道：
❖ Internet ❖ Exhibition and trade fairs ❖ Banks ❖ Advertisements ❖ Chamber of Commerce ❖ Trade directories 行业名录 ❖ Commercial Counselor’s Office 商务参赞处 ❖ Market investigations ❖ Enquires received from foreign merchants ❖ Self-introduction or introduction from his business connections ❖ a branch office or representative abroad
By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed matters for reference.
《国际商务函电双语教程》chapter 2
BACKGROUND INFORMATION
Simultaneously, we also need to remember following writing principles: Short content, no more than one page; Polite language with courteous and sincere attitude; Show your intention in the first paragraph and express cooperating desire in the letter; Say something high about your company, if allowed, list some of the famous companies you have corporated.
BACKGROUND INFORMATION
Channels for Obtaining Information About a New Firm
Exhibitions and trade fairs; Market investigations; Enquires received from foreign merchants; Self-introduction or introduction from his business
connections; A branch office or representative abroad; The internet; The introduction from your partners; Other sources.
BACKGROUND INFORMATION
Above sources, chambers of commerce both at home and abroad, commercial counselor’s office and the introduction from your partners are usually the most reliable.
实用外贸英语函电教程第二版pdf
实用外贸英语函电教程第二版pdfPractical Foreign Trade English Letter Tutorial 2nd Edition PDFIntroduction:The Practical Foreign Trade English Letter Tutorial is a comprehensive guide for individuals and businesses engaged in international trade. This second edition provides updated information and examples to help improve your communication skills in English. Whether you are writing emails, formal letters, or negotiating deals, this guide will help you navigate the nuances of foreign trade communication.Chapter 1: Basic Business EnglishIn this chapter, you will learn the basic vocabulary and grammar structures commonly used in business communication. From greetings and introductions to sales pitches and negotiations, this chapter covers the essential language skills you need to succeed in foreign trade.Chapter 2: Writing EmailsEmail is a common form of communication in international trade. In this chapter, you will learn how to write professional andeffective emails, including how to format your messages, use appropriate language, and follow up on responses. Examples and templates are provided to help you craft your own emails.Chapter 3: Formal LettersFormal letters play a crucial role in foreign trade, especially when dealing with contracts, agreements, and legal matters. This chapter covers the structure and language of formal letters, including how to address the recipient, state your purpose clearly, and close the letter politely.Chapter 4: NegotiationsNegotiating deals in foreign trade requires a unique set of skills. In this chapter, you will learn how to navigate the negotiation process, including how to make offers, counteroffers, and concessions. Strategies for overcoming language barriers and cultural differences are also discussed.Chapter 5: Case StudiesTo put your skills into practice, this chapter includes several case studies that simulate real-world scenarios in foreign trade. You will have the opportunity to read and analyze communication exchanges, identify common mistakes, and suggest improvements for more effective communication.Conclusion:The Practical Foreign Trade English Letter Tutorial is an invaluable resource for anyone involved in international trade. By improving your communication skills in English, you can enhance your business relationships, close deals more effectively, and expand your global reach. Download the second edition PDF today and take your foreign trade communication to the next level.。
《外贸英语函电》(第二版)习题答案
《外贸英语函电》（第二版）习题答案Chapter 1 key to exercises1. Translate the following terms.（1）inside address 封内地址（2）salutation 称呼（3）complimentary close 结尾敬语（4）Ref. No. 参考编号（5）enclosure 附件（6）P.O.Box 邮箱（7）postscript 附言（8）full block style 齐头式2. Answer the following questions.（1）How many formats of business letters do we use today? What are they?Three formats are used in writing business letter. They are full block style, modified block style and indented style.（2）What are the standard parts of a business letter?There are seven standard parts which includes letterhead, date, inside address, salutation, body of the letter, complimentary close and signature.（3）What kinds of information should be written on an envelop? And what are their positions?The information of the sender and the receiver should be written on an envelop. The information of the sender is at the top-left corner, while the information of the receiver is almost in the middle of the envelop.3. Complete the structure of the following business letter which is with full block style and write down the names of the missing parts in the boxes.Date Body of the letter Complimentary closeChapter 2key to exercises1.Translate the following terms.(1) 传真信号; (2) 传真机储存器已满; (3) 电子邮件; (4) 通信错误，传输信号不好;(5) 接收方传真机忙，传真机重拨2.Translate the following sentences into English.(1)We have to apologize to you for not answering your letter in time.(2)Please confirm the order and e-mail a shipping schedule.(3)As soon as the goods are available, we’ll inform you by fax.(4)If you find our offer acceptable, please fax us for confirmation.(5)We are e-mailing you to enquire whether you’d be willing to establish business relation s with us.3.Translate the following sentences into Chinese.(1)如果存取文件有任何问题请和我联系。
外经贸商务英语函电(Chapter2)
Brief Introduction Lesson 1 Developing Client Base Lesson 2 Request for Establishment of Business Relations Lesson 3 Transferring Business Relations
Very truly yours，
The Wilson & Son’s Import & Export Company Charles Wood
BACK
Lesson 2
Shanghai（B）A Reply to the Above Fuzhou Chuntian Import ＆ Export Corp. No.18 Guping Road,Fuzhou,35001 Fujian，China March 8th ，2009
The Wilson & Son’s Import & Export Company 1201 Main Street Paris，France
Dear Sirs， Thank you for your e-mail of the 6th inst. We shall be glad to enter into business relations with your company. In compliance with your request， we are sending you，under separate cover，our latest catalogue and pricelist covering our export range.
BACK
外贸英语函电 Chapter Two
Establishing Business Relations
Main Contents
1
How to get the information of the new customers?
2 3
How to put our information to the new customer?
Writing Principles
4
Specimen Letters
5
Supplen
建立业务关系的信， 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， 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。 步信用调查后，向对方发出的。
五、建交信函写作的步骤
1.怎样得知对方公司的名称和地址 How to know the other company‘s name and address. 2.自我介绍 Introduces himself. 3.阐述写信的目的 The purpose of this letter. 4.表明建立业务关系的愿望并希早日回 复 Show that desire to establish business relations and and your early reply
5.Self-introduction to the company 公司的自我介绍 6.Internet websites 互联网的信息网站 7.Yellow book/page 电话簿黄页 8.Professional information institutions 专业信息机构
二.如何将我们的信息传递给新客户 如何将我们的信息传递给新客户
We write to introduce ourselves to you as a.. 作为……,特来函自我介绍｡ 特来函自我介绍｡ 作为 特来函自我介绍 Our lines are mainly... 我们主要从事…… 我们主要从事 We have been engaged for many years in the line of... 我们已经从事……多年｡ 多年｡ 我们已经从事 多年 ……fall within the scope of our business activities. ……属于我们的经营范围｡ 属于我们的经营范围｡ 属于我们的经营范围
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3. Date
• • Should be typed in full and not abbreviated Avoid giving the dates in figures(12/10/06) BrE: day, month and year AmE: month, day and year • Prefer cardinal numbers (1,2,3,4…) rather than ordinal numbers (1st, 2nd, 3rd, 4th…) • A comma must be used before the year 8 June, 2005 / June 8, 2005
4 混合式（Semiblock Style with Indented Paragraphs）
• • • • • • • • • Our Ref. No. Your Ref. No. Beijing Textiles Import & Export Corporation 43 Tian’an Men Street Beijing, China Dear Sirs Re: Fist Inquiry We learn from a friend in China that you are exporting Nylon Bedsheets and Pillow Cases. There is a steady demand here for the above-mentioned commodities of high quality at moderate prices. Will you please send us a copy of your catalogue, which details of your prices and terms of payment? We should find it most helpful if you could also supply samples of these goods. We are waiting for your early reply. M.D. Ewart & Co., Ltd 36 Tower Street Toronto 4, Canada
Chapter 2 The Layout of a Business Letterletter
• Full-block style （全齐头式） • Indented style （缩行式） • Modified block form （改良的齐头式） • Semi-block format with indented paragraphs （半齐头式或混合式）
Truly yours,
THE WILSON COMPANY William Robertson, President WR / ea
2.indented style
（Heading） China National Light Industrial Products Import & Export Corporation 82 Tian’an Men Street Beijing, China Jan.30,2005 • • • • • • • • • • • Our Ref. No--Your Ref. No--The Pakistan Trading Company (Inside Address) 15，Broad Street Karachi, Pakistan Gentlemen: (Salutation) Re: Chinese Light Industrial Products (Caption) We thank you for your letter of Jan.10, 2005 and shall be glad to enter into business relations with your firm. As you know, it is our policy to trade with the people of all countries on the basis of equality and mutual benefit. We believe we shall be able, by joint efforts, to promote friendship as well as business. We are sending you 5 pamphlets and a price list covering part of our exports. Please advise what articles you are interested in at present. （The Body of the Letter） Your early reply will be highly appreciated. (The Closing Sentences) （The Complimentary Close） Yours faithfully, CHINA NATIONAL LIGHT INDUSTRIAL （The Signature） PRODUCTS IMPORT & EXPORT CORP. • (Sighed)---•
The structure of a business letter
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 line) 5）称呼(salutation) 6）事由（标题）(subject) 7）正文(body) 8）结尾敬词(complimentary) Name of company 9）签名(signature) 10) the reference notation 11）附件 (enclosure) 12）抄送(cc to XX) 13）附言(postscript)
•
•
Encls:
3.modified blocked style
Nippon International Trading Nihonbashi, Honcho Chome 3 Chuo-ku, Tokyo 104 Japan February 15, 19-The Wilson Company 1377 Main Street Dallas, Texas 75226 U.S.A. Attn: Mr. Robertson
4. Inside name and address 信内地址
• Pay attention to the postal service abbreviation for state ( province) and others NY–New York, Pa./Peen – Pennsylvania, Ca. – California Vic.– Victoria Que. – Quebec MA – Massachusetts Rd. – Road St. – Street Ave. – Avenue E.g. 234 Commonwealth Ave. Boston MA 23456 • Attention line be used to direct the letter to a specific individual or section of the firm. (ATTN:/Attention:/(For the) attention of …) E.g. Richard Thomas & Baldwins Ltd., 151 Gower Street London,SC7 6DY,England Attention : Mr.Cave or Attention of Purchasing Manager
4. Inside name and address 信内地址
• Courtesy titles
①Mr. 先生 E.g. Mr. Storm ②Esq./Esquire 先生 E.g. John P. Storm, Esq. ③Mrs. 夫人 ④Ms. 女士 ⑤Miss 小姐 ⑥Messrs. 先生们 E.g. Messrs. MacDonald & Evans Co. ⑦Mmes. 女士们 ⑧The receiver holds a special title, such as Doctor, Professor, Colonel, use it instead of Mr. and his official position should follow: E.g. Dr. E. Browning, President ⑨When addressing business executives, include their title. E.g. Mr. Paul Johnson, President
August 22, 2005
• • •
• •
Yours very truly, (Signature)
The Layout of Business Letter
standard parts
(1) (2) (3) (4) (5) (6) (7) the letterhead the inside address the date the salutation the body of the letter the complimentary close the signature
optional parts
(1) (2) (3) (4) (5) (6) (7) the references the attention line the subject line the enclosure the carbon copy notation the reference notation the postscript note
1.full blocked style