英文外贸函电第二章
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;
外贸函电第二版-Unit-02-建立业务关系
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(3) We learn your company from the Internet that you are one of the leading manufactures in this line. 我们从网上了解到贵公司是这一行业的主要生产 商之一。 (4) Having had /obtained the name and address of your company from ABC trading Company ,we know that you deal in textiles. 通过ABC贸易公司的介绍，我们得知贵公司的名 称和地址，并获悉你方经营纺织品。
3、写信的目的：建立业务关系 (1) We are writing to you in the hope of entering into business relations with you. 兹写信给贵方希望建立业务关系。 (2) We are writing to you and willing to open up a business relation with you. 兹写信给贵公司以期与贵公司建立业务联 系。 (3) We would like to take this opportunity to establish business relations with you. 我们愿借此机会与贵公司建立业务联系。 14
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回复建立业务关系信函的写作步骤及常见表达方式：
写作步骤 表达方式 Thank you for …（感谢你方……。） Thank you for your interest in …（感谢你们 对……的兴趣。）
（1）感 谢对方对 你公司的 We have received …（我们已收到贵方……。） 兴趣 Your letter of August 8 has been received with thanks.（感谢贵方8月8日的来信。）
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UNIT2
Sample letter
Dear Sirs ored your name and address from the website: . We were informed that you are one of the biggest importers of tea in UK and you are now in the market for tea. We take this opportunity to approach you in the hope of establishing business relations with you.
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
enquire into 调查 e.g. The buyer claimed that the goods were damaged in transit, but we must enquire into this matter ourselves. 买方声称货物在运输过程中被损坏了，但是 我们必须亲自调查这件事情。 enquire about 询问关于某事 e.g. They sent us a letter, enquiring about the market condition here. 他们给我们发来了一封信，询问这里的市场 状况。
in compliance with 按照 e.g. In compliance with your request, we are sending you our samples by air. 应你方要求，我们用航空邮件给你们寄去了 我们的样品。 comply (v. ) with 按照，与…相符，遵守，满 足
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.