外贸英语函电_unit 3
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外贸函电(unit3建立业务关系)
○ As an exporter, send necessary information. 作为一个出口，将必要的信息 ● In order to give you a general idea of various kinds of the table-cloth we are handling, we are airmailing you under separate cover our latest catalogue for your reference.
Unit 3 establishing business relations
3单元建立业务关系
• Objectives:目标：
• Know where to obtain the information of the foreign merchants.
• 知道在哪里可以获得的外国商人的信息。 • Know how to write a letter of establishing business
望早日得到你方的答复。
我们盼
Yours faithfully,你的忠实的，
Exercise:translate the following into English.
美国J&M有限公司已将贵公司的名称和地址告 知我们，并认为贵公司是中国有潜力的棉布买 主。棉布属于我公司的经营范围，我们将很乐 于与贵公司建立直接的业务关系。 兹随函附上商品目录和价目单各一份,以便于了 解我们产品的概况。一俟接到贵方的具体询价， 将立即航空邮寄我公司的报价单和样本。 盼早复。
○ 至于我们的财务状况，请参阅我们的银行，......银行，我们肯 定会很高兴为您提供任何您所需要的信息
Our bankers are … Bank .They can provide you information about our business and finances.
外贸英语函电课件unit3
Recently, payments have been quite irregularly made, and more than one occasion we have had to press for them.
We are sorry we are not able to give precise information about the company you asked about.
The firm enjoys the fullest respect and unquestionable confidence in the business world.
信用不佳：
Replying to yours of 10th May, we inform you that we have ho personal knowledge as to the standing of Messrs. Yada & Co., of our city.
So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.
资信调查信函回复
Dear Sirs,
This is in reply to your enquiry dated April 8th about the credit status of Da Cheng Mechanical Equipment Company. we regret we have to make an unfavorable account. We found that the company is now being pressed
We are sorry we are not able to give precise information about the company you asked about.
The firm enjoys the fullest respect and unquestionable confidence in the business world.
信用不佳：
Replying to yours of 10th May, we inform you that we have ho personal knowledge as to the standing of Messrs. Yada & Co., of our city.
So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.
资信调查信函回复
Dear Sirs,
This is in reply to your enquiry dated April 8th about the credit status of Da Cheng Mechanical Equipment Company. we regret we have to make an unfavorable account. We found that the company is now being pressed
外贸英语函电教程Unit 3 Counter-offers
I am sorry but that's completely unacceptable. Our standard policy 17 on discount of 10% is payment within 14.thirty days of delivery
This is my final offer. 15.30,000 at 45 18
II. Complete the dialogue of negotiating prices with appropriate sentences or expressions.
KEYS SUSIE: Thanks. So let’s clarify the position so far. As far as Model A-114 is concerned, 9___B_._m__y_l_a_s_t_o_f_f_e_r_o_f_t_h_e__u_n_i_t_p_r_i_c_e_o__f_1_0_._5_f_o_r_3__0_,0_0__0_u__n_it_s___and it is our lowest price for an order of this size. Now let’s look at the terms of payment. DANNY: Sixty days. SUSIE: I’m sorry Mr. Smith, but that’s completely unacceptable. Our standard policy on discounts of over 10 percent is payment within thirty days of delivery. DANNY: I can’t believe it. I am making such a large order, but you... SUSIE: 10________K_._C_a_n__I_j_u_s_t_c_o_m__e_i_n__h_e_r_e_________________, Mr. Smith? I know you’re making a large order but you are also getting an excellent product at a very large discount. DANNY: 11_G_. This is my_f_in__a_l _o_f_fe_r_:_3_0__,0_0_0__a_t_4__5_d_a_y_s__p_a_y_m__e_n_t_._T_a_k_e__it__o_r_l_e_a_v_e_i_t_. SUSIE: I think that offer will be acceptable.
外贸函电-Unit-3概要
Sample Letters
Practical Training
4
Part One
外贸函电
Basic knowledge concerned
5
Warming-up: After the market research and establishment of business relations, it comes to the real procedure of an import/export transaction: enquiry （询盘） offer （发盘） counter offer （还盘） acceptance （接受） So enquiry is the first real step in business negotiation. Q: 1. Which steps are indispensable in a successful business transaction? 2. Which of the above steps is made by (prospective) buyers? Or sellers?
Enquiry
7
Enquiry
The importance of enquiry:
Enquiry is the first real step in business negotiation.
The nature of enquiry:
In foreign trade an enquiry is usually (not absolutely) made by the prospective buyer without engagement（约束）, requesting for information on the supply of certain goods. So we call it 询盘 or 询价 in Chinese.
Practical Training
4
Part One
外贸函电
Basic knowledge concerned
5
Warming-up: After the market research and establishment of business relations, it comes to the real procedure of an import/export transaction: enquiry （询盘） offer （发盘） counter offer （还盘） acceptance （接受） So enquiry is the first real step in business negotiation. Q: 1. Which steps are indispensable in a successful business transaction? 2. Which of the above steps is made by (prospective) buyers? Or sellers?
Enquiry
7
Enquiry
The importance of enquiry:
Enquiry is the first real step in business negotiation.
The nature of enquiry:
In foreign trade an enquiry is usually (not absolutely) made by the prospective buyer without engagement（约束）, requesting for information on the supply of certain goods. So we call it 询盘 or 询价 in Chinese.
外贸函电_Unit 3销售
Unit Three
Section 2: Specimen letters
You will find enclosed leaflets describing this Vacuum Cleaner and we look forward to your agreeing to handle our product as the sole agent in your district.
Unit Three
Section 2: Specimen letters
Notes increase in 在…方面增长 businessmen’s suits 西装 state of affairs 事态、情势 be attributed to 把某事归因于……
Unit Three
Sect
Unit Three
Section 2: Specimen letters
Letter 3.2 A seller writes to promote the new products
Dear Sirs，
Last year we achieved a 30% increase in the sales of our businessmen’s suits. We believe that this happy state of affairs can be attributed to two causes. First, we managed to avoid passing on any part of our increased manufacturing costs. Second, we believe our designs and colors are the most attractive that we have ever produced.
外贸函电UNIT 3
16.regret being unable to do sth/ regret one’s inability to do sth 为不能做某事而感到遗憾 We regret that we cannot be more helpful 抱歉不能提供帮助 17.to make further enquiries from/ through other enquiry agencies 向其他咨询机构作进一步咨询
5.The… Bank of your city will give you any information you may require concerning our credit standing as well as our manner of doing business. 6.Any information you may be able to pass on to us will be treated as confidential. 7.We advise you to proceed with every possible caution in dealing with the firm in question. 8.They are a firm of high reputation and have large financial reserves.
V. 1 Jan. 20th, 19… The Bank of China Shanghai Branch Shanghai Dear Sirs Recently we have received an order for our goods to the value of $1,600 from a new customer William Baker & Sons. As we have not done any business with them in the past, we would like to know if you could provide us with any information concerning their financial and credit status.
外贸英语函电Unit3-询盘和回复(精)
潑示卖方要承担包括到目的港的运费，风险自货物装船后转移给
\严、
\CIF：价格术语^Cost, Insurance and Freightn成本.保险加运费.W后接li的港名称.表示卖方要承担包括到目的港的运费和保险费.\k风险自货物装船后转移给了买方.又称到卑价.
3.2 Writing Skills of Enquiries
We canummIIvdeliver within threv weeks, of receiving an order.（•通常我们在收到订单后三个星期内就可供货.〉
“ProbmuT处拔丁丈.它的心8 “竝九形式的”o所以■从參
V*«MtPn>fornia Invoke欠3赚九戈的袅・。
珥”反■卒*疋8方社*5*・吋. 力了僚栄方nrrrj<口从毛, »X5tA&MM的一碎发■<>决称上. 井汉"•戎出貨*的KWt正因为如比. 垃静发・包■赫电为“《算发4»斤o
U he specimens sent Millconvinceyouolthe excellent qualitv of iHir muikiil liistrunientv«寄去的样品会使您相（8我方制迈的医疗器械质虽匕乘.）
呂作步骤
衷达方式
1
（4）
表明所提供的价格 是合理的和具有竞 争性的且说明实行 价賂的期限
折扣(discuunl〉是卖方按照原价给买方以一定的减让。
佣金，习惯上应先由卖方收到全部货款后.再支付给中间 商.折扣一般可由买方在支何货款时预先扣除。
一是用文字说明・
如：USD100per M/T CIF London including3%Commission土是直接在贸易术语后面加上Commksion的缩吗字母和所付的佣金率.
\严、
\CIF：价格术语^Cost, Insurance and Freightn成本.保险加运费.W后接li的港名称.表示卖方要承担包括到目的港的运费和保险费.\k风险自货物装船后转移给了买方.又称到卑价.
3.2 Writing Skills of Enquiries
We canummIIvdeliver within threv weeks, of receiving an order.（•通常我们在收到订单后三个星期内就可供货.〉
“ProbmuT处拔丁丈.它的心8 “竝九形式的”o所以■从參
V*«MtPn>fornia Invoke欠3赚九戈的袅・。
珥”反■卒*疋8方社*5*・吋. 力了僚栄方nrrrj<口从毛, »X5tA&MM的一碎发■<>决称上. 井汉"•戎出貨*的KWt正因为如比. 垃静发・包■赫电为“《算发4»斤o
U he specimens sent Millconvinceyouolthe excellent qualitv of iHir muikiil liistrunientv«寄去的样品会使您相（8我方制迈的医疗器械质虽匕乘.）
呂作步骤
衷达方式
1
（4）
表明所提供的价格 是合理的和具有竞 争性的且说明实行 价賂的期限
折扣(discuunl〉是卖方按照原价给买方以一定的减让。
佣金，习惯上应先由卖方收到全部货款后.再支付给中间 商.折扣一般可由买方在支何货款时预先扣除。
一是用文字说明・
如：USD100per M/T CIF London including3%Commission土是直接在贸易术语后面加上Commksion的缩吗字母和所付的佣金率.
外贸英语函电课件Unit_3
When writing a letter of establishing business relations, tell your receiver how you get his name and address, what your business line is, state your idea and purpose, express your hope to cooperate in future business and to get an early reply.
The channels to get information about prospective dealers
attendance at the export commodities fairs or exhibitions（Canton Fair广交会）; the chambers of commerce（商会）, the commercial counselor’s offices（商务参赞） or other commercial institutions at home and abroad.
Letter 2
Self-introduction by an Exporter
1. be in the market for sth. = want to buy sth. e.g. They are in the market for cotton piece goods of high quality. An American delegation came to visit our city in the market for leather products.
4. be interested in doing…
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11. discount 折扣 12. grant 批准 13. to make an inquiry for sth 对某物询价 14. to keep the inquiry on file 把询价记录在卷 15. to inquiry for sth 对某物询价
16. to inquiry about sth 询问某事 17. process 加工 18. guarantee, guarantor 保证, 保证人 19. delivery 交货 20. port of delivery 交货港
– – – – – Thanks Reply each point of the inquiry Quick response ASAP Wishes Contact information
(Reply) Gentlemen: We welcome you for your enquiry of March 21 and thank you for your interest in our export commodities. We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some samples which will show you clearly the quality and craftsmanship. We trust that when you see them you will agree that our products appeal to the most selective buyer. We allow a proper discount according to the quantity ordered. As to the terms of payment we usually require Letter of Credit payable by sight draft. Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt and careful attention. Truly yours,
• 21. time of delivery 交货期 22. prompt delivery 即期交货 23. to effect delivery 办理交货 24. to make delivery 办理交货 25. to postpone delivery 推迟交货 26. to deliver sth to sb 把某物交付给某人 27. shipment 装船 28. to make shipment 装船 29. to receive shipment 接货 30. partial shipment 分批装船
– –
Dear Sirs, We glad to note your letter of March 9 that ,as exporters of Chinese Cotton Piece Goods, you are desirous of entering into direct business relations with us . This happens to coincide with our desire. At present ,we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues,samples and all necessary info regarding these goods so as to acquaint us with the quality and workmanship of your supplies. Meanwhile Pls quote us your lowest price ,C.I.F.Vancouver , inclusive of our 5% commission , stating the earliest date of shipment. Should your price be found competitive and delivery date acceptable , we intend to place a large order with you. we trust you will give us an early reply. Yours faithfully,
Definition of an inquiry
• An inquiry is a request for information. • In the international business the importer may send an inquiry to an exporter, inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods.
敬启者： 从纽约的ABC公司处得知，贵方是贵 国主要出口商之一。 目前，我方对进口贵方产品很感兴趣。 若能向我方函寄产品目录、样品薄或者在 可能的情况下惠寄样品，我方将不胜感激。 请告知详细的广州到岸价格、折扣及 付款方式等。 希望此次合作将是我们双方长期而有 利的贸易关系的良好开端。 谨上
Reply to general inquiry
Specific inquiry
– – Specific products Specific details of price, specifications, payment, insurance package and other requirements Specific time for delivery Wishes
III. Writing Skills
General inquiry Reply to general inquiry Specific inquiry Reply to Specific inquiryຫໍສະໝຸດ General inquiry
– – – – – – – – How did you know the information Your products interested Type of our company: manufacturer/exporter/importer/broker Line and products General ideas of price list and catalogue Samples requirement Other details you want to know Wishes
• 41. to make an offer 报价 42. to offer firm 报实盘 43. to offer subject to final confirmation 报盘以最后确认为准 44. specialize in 专门经营 • 45. sales conditions 销售条件
II. Words and Expressions
• 1. general inquiry 一般询盘 • 2. specific inquiry 具体询盘 3. dealer 商人 4. quotation 报价 5. sales department 销售部 6. purchase 购买 7. enquiry 询价 8. quote 开价 9. sample 样品 • 10. a long-term contract 长期合同
English Correspondence for International Trade
Chapter Three Enquiries
Luo: qq18029037
I. Introduction
Steps of business negotiation
• Inquiry, offer, counter offer, acceptance and order.
• 30. partial shipment 分批装船 31. prompt shipment 即期装运 32. time of shipment 装运期 33. offer 报盘报价 34. a firm offer 实盘 35. a counter offer 还盘 36. to accept an offer 接受报盘 37. to extend an offer 延长报盘 38. to renew an offer 更新报盘 39. to withdraw an offer 撤消报盘 40. the validity of an offer 报盘有效期
Please give us detailed information on CIF Guangzhou prices, discounts, and terms of payment.
We hope this will be a good start for a long and profitable business relations. Truly yours,
（回复） 敬启者： 贵方3月21日询价函收悉。感谢贵方对我方 的出口产品感兴趣。兹随函附寄数份带插图的目 录和价目表，上面有贵方要求了解的情况。同时， 我方又为贵方另函寄去产品样品，由此即可了解 到我方产品的质量和工艺。我方相信，当贵方看 到产品时，一定会同意我方的产品对很挑剔的顾 客也是很有吸引力的。 按照订购货品的数量多少，我方可以给予 适当的折扣。至于付款方式，我方通常要求用即 期信用证支付。 再次感谢贵方对我方产品的兴趣。我方期 盼着贵方的订单，同时请贵方相信，我方会对贵 方订单作出及时而认真的考虑。 谨上