外贸英语函电 第二章
the goods. 14. requirement n. 需要 ; 需要之物 e.g. We can meet your requirements for (or: of) Walnutmeat. 15. trade n. 贸易 ; 行业 e.g. They have been in the wool trade for quite a number of
Key points
Dear Sirs, We owe your name and address to the Commercial Counselor’s office of the Swedish Embassy in Beijing who has informed us that you are in the market for textiles. We avail ourselves of this opportunity to approach you for the establishment trade relations with you. We are a state-operated corporation, handling both the import and export of textiles. In order to acquaint you with our business lines, we enclose a copy of export list covering the main items suppliable
Notes to Letter One
❖ 1. owe …… to …… 把…..归功于…… e.g. We owe your name and address to ……. ❖ 2. Commercial Counselor's Office 商务参赞处 ❖ 3. be in the market for 想要购买…. e.g. We are in the market for Groundnuts.
over radio, on TV and so on.
❖ (6)Market investigations ❖ (7) Enquires received from foreign merchants ❖ (8) Self-introduction or introduction from his
❖ 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)
business connections
❖ (9)A branch office or representative abroad ❖ (10)The internet
Having obtained the desired names and addresses of the firms from any of the abovelisted sources, he/she may start sending letters or circulars in the current-wildly used form as email or fax to the parties concerned. Such letter can be called a “first-contact” letter. As the saying goes: Well-beginning is half done. Thus to write correctly and properly is of vital importance.
3. Brief introduction to your own company (lines of your business, little “advertising” on your products or service);
4. show the reference as to your firm’s credit standing. (告诉对方你公司的信誉）
(2)Trade Directory（贸易名录） (3)Chinese Commercial Counselor‘s Office in
foreign countries(中国驻国外商务参赞处) (4) Exhibitions and trade fairs (5) Advertisements in magazine, on internet,
be in the market 要买或卖 e.g. Please advise us when you are in the market. ❖ 4. avail oneself of …… 利用….. e.g. We avail ourselves of this opportunity to
express our thanks to you for your close cooperation. ❖ 5. approach v. 与……接洽 e.g. We have been approached by several buyers for the supply of walnuts.
promote, by joint efforts, both trade and friendship to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, J.Robinson
Learning Objectives
❖ Know where to obtain the information about the merchants in foreign countries
❖ Know the essential components of a letter to establish business relations
Notes to Letter One
6. state-operated corporation 国营公司 7. handle v. 经营 e.g. This shop handles paper and stationery. 8. acquaint sb. with sth. 使某人了解某事 e.g. You will have to acquaint us with the
We believe you will find the enclosed interesting. enclosure n. 附件 (信内有附件时,常用 Encl. 或 Enc. 注明与信末坐下角,如例文.) e.g. We thank you for your letter of April 15 with enclosures.
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;
Notes to Letter One
11. covering 包括……的 , 涉及……的 , 有关……的 e.g. Please let us have your pricelist covering your
typewriters. 12. sth. be of interest to sb. 使感兴趣 , 有兴趣 e.g. This article is of special interest to us.
details. 9. line n. 行业 ; (一类)货色 e.g. We have been for many years in the
chemical line. This is a good line of hardware.
Notes to Letter One
10. enclose v. 随函附上 e.g. We enclose a copy ofr Two
Establishing Business Relations
Introduction
Just as a factory requires a complete set of machinery to proceed with production, so does a foreign-trade firm need extensive business connections to maintain or expand its business activities, in other words, to sustain or compete in the intensively competitive market. Therefore, the establishment of business relations is one of the most important undertakings in the field of foreign trade.
Please refer to the price list enclosed with (or : in) our letter of August 5.
外贸英语函电unit-2
Unit 2 Establishing Business Relations & Inquiring Credit Reference1.重点信函：建立贸易关系的信函（范例可参见课本第25、30、31及34页），包括的内容有:A.The Source of InformationB.The Intention of the LetterC.The Business Scope of the CompanySelf-introductionD.The Financial Position and Integrity of the CompanyE.The Enclosure/RequestsF.The Close of the Letter2.重点句型（可自行选择一两句识记）：A.The Source of InformationWe have learned/heard from… that…We have obtained your name and address from…We owe your name and address to…, who have informed us that…Your name and address has been recommended to us by…, with whom we have done business for many years.Through the courtesy of…, we have come to know your name and address and are informed that…On the recommendation of…, we have learned with pleasure your name and address.B.The Intention of the LetterWe write to you now with a view to building up business relations with your firm.As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you.C.The Business Scope of the CompanyOur company deals with (deals in, trades in, handles, is in the line of, specializes in) the import and export of …我公司经营…的进出口业务。
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;
Unit 2Establishing Business Relations《外贸英语函电》PPT课件
We are confident that we shall be able to give you big orders if you would cooperate with us on delivery，price and quality.
We look forward to establishing a friendly relationship with you soon. Yours faithfully，
In the meantime，we hope you will tell us the name of your bank prior to the conclusion of the first transaction between us.
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.
外贸英语函电_2
Chapter 5Order and AcknowledgementOBJECTIVES•Getting familiar with the new words and expressions;•Understanding the guidelines to and main contents of writing letters of making orders and acknowledgements•Reading example letters for this purpose;•Practising.Main Contents•5.1 General introduction•5.2 Guidelines for writing orders and acknowledgements•5.3 Example letters•5.4 Practice guideNew words and expressions of Chapter 5•to forward the goods •forwarding instructions •to be given prompt attention •requisition forms•to state acknowledgment •the port of destination •to turn down an order •to generalize the terms •寄送商品•运送指令•迅速给予注意•申请表•声明收到信函•目的地港•拒绝一份订单•表明条款是对所有客户的•cargo express•to pay the freight•to remit the money to sb•to fulfill the outstanding contracts •consignment trade•to deliver consignments •货物快运•付运费•汇款给某人•履行大额合同•寄售贸易•运送托付物品5.1 General introduction5.1.1 What is “order” ?•An order in foreign trade is defined as “a request by a customer for a company to supply goods or service”.•When a customer has decided to purchase a product, he will place an order. It is the result of an offer or a counter-offer with a positive acceptance.5.1.2 What is “acknowledgement”?•When a company receives an order letter or order form, it often responds with a confirmation letter (acknowledgement).•An acknowledgement agrees to a previous letter or phone conversation, or expresses a need to change information.•Sometimes it just restates the order.5.2 Writing skills5.2.1. Writing skills for order letters• 1.The opening usually refers to some previous contact such as a catalog, an offer, amendments on the basis of the counter-offer, or a sales visit, etc. This gives the reader a reference so that he can easily find out the intention of the letter. And then show your intention to place or order.e.g.•Thank you for your yesterday’s offer and the fine price you made us for 686 systems. We are glad to place an order with your for the following items.e.g.•Thank you for sending the catalog and we now wish to order the following items.• 2. The second part usually provides the following information:•item names;•item models;•quantity of each item;•quality information such as color, size, weight, material or other special features;•price for each item• e.g. Item name, quantity and priceArticle No. Quantity CIF New York, in US $BG2046 1,000 20.00 /pcBG2053 2,500 9.00/pcBG2054 1,800 15.00ItemItem No. Price ($) Quantity SubtotalBlouse 325 10.00 500 5,000.00Dress 456 15.00 100 1,500.00Jacket 543 20.00 200 4,000.00Total800 10,500.00•Usually an order letter may enclose an order form with most of the information is included which does not need to be repeated in the letter.e.g. Thank you for your catalog and price list you sent us recently. We enclose our Order No. 937 for four of the items.•However, some companies still choose to compose their own order letters, esp. when the prepared order forms are not appropriate.An Order Form• 3.The third part is usually about payment and delivery. In this part, you should set the delivery and payment terms. State clearly the expected delivery date, and means of transport such as plane, ship or train, etc. As for the payment terms, you need to mention how you will pay, i.e. by check, by letter of credit, etc.• e.g.•As we are in urgent need of the goods, we find it necessary to stress the importance of making punctual (严守时刻的, 准时的)shipment within the validity(有效性, 合法性, 正确性) period of the L/C.•We expect delivery by July 29 and will effect payment by[ demand draft(即期汇票) ]immediately upon receipt.•Our usual terms of payment are [cash against documents(凭票据付款)] and we hope they will be acceptable to you.•If the customer has placed many orders with the company before, the third paragraph may be quite brief by simply saying:• e.g.•Delivery and payment terms are as usual.•All other conditions are as previously agreed.• 4. The fourth part is optional. Make sure that you also provide your delivery address and sometimes a billing address(账户地址), along with your telephone number or other ways to contact you in case of questions or problems.5.2.2. Writing skills for acknowledgement• 1. Acknowledge the order with expression of thanks and restate the reference number and the contents of order.• e.g.•We acknowledge with thanks your order No. 123 of 5 August for sixty tons of steels.•We have pleasure of acknowledging your letter concerning Tiantan Brand Men’s Shirts in which you inform us that you wish to make a repeat order.• 2. Restate the shipping instructions, such as the date of shipment and the port of destination.• e.g.•All items are available from stock and we will be able to ship them by the end of next week. We will deliver them to the usual address with standard conditions.•All items you ordered are in stock and will be shipped so as to be received by November 1, 2010 at the port of Liverpool.• 3. Show your wish for reader’s successful sale and encourage further order• e.g.•We hope that your sale is successful and that you will be interested in reordering out bedding sets.• 4. A sales contract or sales confirmation in duplicate is enclosed for the buyer to sign according to usual practice, one copy of which is to be returned for the seller to keep on file.• e.g.•Enclosed please find a sales contract in duplicate for you to sign and send one copy of it back to us.• 5. If you are unable to accept the order, you should reply in time either to decline the order or to make a Counter-offer. The letters of this kind usually cover these contents: •thanks for the order;•proper reasons to decline the order with regret;•recommendation of other items as a replacement or presentation of a counter-offer;•hope to serve the buyer in future.• e.g.•Referring to your order No. 234 for 50 tons of Tin Foil Sheets, we regret to have to disappoint you, owing to heavy commitments.•Thank you for your order of July 10, 2010 for 10,000 tons of sugar, but we regret that we are unable to execute the order from our stocks, owing to the heavy demand recently for these goods.5.3S ample letters5.3.1. Ordering women’s blouses and sweaters•Re: Order No. 52765•Dear Chen Bin,•Thank you so much for your letter of May 10 and the catalogs. Pursuant(追踪的，依照的) to our e-mail since that date, we have decided to place an initial order（起始指令）as follows:Item Item No. Color Price ($) Quantity SubtotalBlouse 325 Red 10.00 100 1,000.00Blue 10.00 100 1,000.00Yellow 10.00 100 1,000.00White 10.00 200 2,000.00Sweater 456 Blue print 15.00 100 1,500.00Sweater 43 Green print 20.00 200 4,000.00Total 800 10,500.00•If this order is executed successfully, we will be placing larger orders in the future. •Please deliver the goods to our warehouse at 643 Front Drive, Newtown, CA 99989. We understand you will be shipping from stock and should expect delivery within one month after you receive our letter of credit. The letter of credit will be prepared as soon as we get your confirmation.•We look forward to a long and successful cooperation.•…5.3.2. Confirming an order for women’s blouses and sweaters•Re: Order No. 52765•Dear Mr. Brown,•This letter serves' to confirm your Order No. 52765 dated May 14,2006 as follows:Item Item No. Color Price ($) Quantity SubtotalBlouse 325 Red 10.00 100 1,000.00Blue 10.00 100 1,000.00Yellow 10.00 100 1,000.00White 10.00 200 2,000.00Sweater 456 Blue print 15.00 100 1,500.00Sweater 43 Green print 20.00 200 4,000.00Total 800 10,500.00•All items are available from stock and will be shipped as soon as we receive your letter of credit. We will deliver them to 643 Front Drive, Newtown, CA 99989 and will send you our shipping notice the day after shipment so that you can prepare for import.•We hope that you will be satisfied with the quality of our products and our service and are looking forward to a long and fruitful cooperation between us. Please feel free to call with any questions.•Prices are on FOB San Francisco basis. Terms of payment are by irrevocable documentary letter of credit to be received one month prior to the date of delivery. Discounts are 0.5% for orders of 100-200, l% for 200-500, and 1.5% for 500-1,000.•Each item is individually boxed with our company logo. All cartons are waterproof and standard for overseas shipment. Delivery is guaranteed to be within four weeks after receipt of L/C.•…5.3.3. Ordering toys•Re: Order for Toys•Dear Tang Meng,•Thank you for your letter of October 10 and the catalogs. We have decided to place a large order on the understanding that (以……为条件) the order will be received by November 1,2010.•We are enclosing the order form that was sent with the catalogs. Please note that we are taking advantage of the quantity discount on 4 of the 12 items.•We are also enclosing a copy of our letter of credit and all documents needed when contacting our agent in San Francisco. Thank you for your assistance in delivering this order to us at an early date. •…5.3.5. Confirming an order for toys•Re: Order No. BTS-001•Dear Ms. Mays,•Thank you for your order of toys dated October 14, 2009 which we just received.•All items you ordered except No. 8 are in stock and will be shipped so as to be received by November 1, 2009.•We are sorry that Item No. 8 is currently out of stock. However, our product No. 8372 is very similar, of the same price, with the only difference being the turn played by the mobile (玩具车的转向由无线控制). If that is satisfactory, I will replace No. 8 with No. 8372 and all can be shipped on time. If youwant to stick to the original order, it cannot be shipped until November 10. Please notify me which course of action (方案) you prefer as soon as possible.•Your quantity discounts are acceptable as are your letter of credit and other documents.•I look forward to your quick answer regarding Item No. 8.•Sincerely,•…•5.3.6. Ordering keys•Re: order No. 6639 of 20th October 2009•Dear Mr. Chen,•Herewith we are pleased to order from you:•30,000 set Keytops QW-102, At US $ 0.18/set CIF Capetown.•30,000 pcs Rubber Pad KS-401, at US $ 0.16/pc•Delivery time: before end of November, 2009•Shipment: by sea•Please send us your P/I and inform us about your best delivery time.•…5.4P ractice guide5.4.1 Discussion•1. What should be included in an order letter?•2. Does an order have any restriction before the seller accepts it? If so, what are they?•3. What duties should the buyer take on after the signature of the contract by both parties?•5.4.2 Do it yourself•Work in groups. Think and list various situations in which an order may be declined and the possible suggestions the supplier can give to the buyer.5.4.3 Situational writing•Write a letter from ABC Clothing corporation, 1234 Royal Road, Hong Kong to China Textile Company, 45 Beijing Road, Shanghai, to place an order for:•5,000 yards of 82 cotton cloth at $11.00 per yard;•1,000 yards of 75 cotton cloth at $12.00 per yard;•1,000 yards of 50 cotton cloth at $15.00 per yard.•Include in the letter terms of payment and agree to all other conditions as per the quotation. Inquirewhen the order will be shipped.。
外贸英语函电unit-2
外贸英语函电unit-2Unit 2 Establishing Business Relations & Inquiring Credit Reference1.重点信函：建⽴贸易关系的信函（范例可参见课本第25、30、31及34页），包括的内容有:A.The Source of InformationB.The Intention of the LetterC.The Business Scope of the CompanySelf-introductionD.The Financial Position and Integrity of the CompanyE.The Enclosure/RequestsF.The Close of the Letter2.重点句型（可⾃⾏选择⼀两句识记）：A.The Source of InformationWe have learned/heard from… that…We have obtained your name and address from…We owe your name and address to…, who have informed us that…Your name and address has been recommended to us by…, with whom we have done business for many years.Through the courtesy of…, we have come to know your name and address and are informed that…On the recommendation of…, we have learned with pleasure your name and address.B.The Intention of the LetterWe write to you now with a view to building up business relations with your firm.As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you. C.The Business Scope of the CompanyOur company deals with (deals in, trades in, handles, is in the line of, specializes in) the import and export of …我公司经营…的进出⼝业务。
外贸函电第二版单元课后翻译答案
Establishing Business Relations第二章建立业务关系Part Five Practical TrainingTranslate the following English into Chinese.P38mercial Counselor’s Office商务参赞处2.Industrial Chambers行会3.business line业务范围4.with a view to do sth本着做…的意愿；以…为目的5.enclosed is(are)our..随函附寄6a wide/full range of.一系列7.at your end在你处/地8.please let us know/inform us务请告知9.We look forward to your favourable and prompt reply我们期待收到贵方即时的好消息。
10.On the recommendation of Chambers of Commerce in Tokyo.we have learned with pleasure the name of your company.承蒙东京商会的推荐，我们高兴地得知贵公司的名称。
11.Through the courtesy of Mr Bush.we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us.承蒙布什先生介绍，我们得知贵公司是当地主要的电子产品进口商之一，且希望与我们建立业务关系。
12.We now avail ourselves of this opportunity to write to you with a view to enteringinto business relations with you.我们借此机会致函贵公司，希望建立业务关系。
外贸英语函电(第六版,兰天编著)Chapter Two
Writing Principles
1. Write a short letter no more than one page. 2. Be courteous. 3. Direct to the point at the very first paragraph. 4. Say something high about your company. 5. List some well-known customers, if any. 6. Express clearly your desire of cooperation.
PLC/Plc Public Limited Company 股份上市公司 (Am.E) Inc.=Incorporated an incorporated company 股份有限公司
(Br.E) Ltd.= Limited liabilities 有限责任公司 …Co.,Ltd.
句型: 我们是一家……贸易公司…… We are a trading company involved in import and export business throughout the world. We are a trading company doing …. We are a trading company handling…/dealing in….
关键词：industry n.工业 短语：
small-scale industry 小型产业 cottage industry 家庭手工业 tourist industry 旅游业 arms industry 军需产业 entertainment/leisure industry 娱乐产业
Letter two 关键词 ：owe vt. 感恩于，应归功于，欠(债，钱，人情等)
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
外贸英语函电第二章 Establishing Business Relations
Establishing Business Relations
本章学习目标 Get knowledge of basic channels of knowing
trade partners in foreign trade; 了解外贸合作伙伴获得的基本渠道； Master basic structure of letters of status
Step3: State the information is provided to the client should be kept in confidence.
2.2.2 Sample Letters of Status Inquiry （资信查询函范例）
Private and Confidential Dear Sirs,
We have received a letter from the Engineering & Machinery Import and Export Co., P.O. Box 459, Karachi, expressing their desire to enter into business relations with us. As we are on the point of executing a considerable order, we are eager to know their financial status and credit standing in order to decide whether to start a business up to USD 50 000 on a basis of open account. As stated in their letter, their reference is the National Bank of Pakistan.