外贸英语基础幻灯片教学教程电子讲义教案.pptx

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,2021/3/23,#,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,2021/3/23,#,Click to edit,Master title style,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,2021/3/23,#,Module One,Business Correspondence,Chapter 1,Layouts&Structures of Business Letters&Emails,Module 2,Business Negotiation,Chapter 2,Establishing Business Relations,Introduction,To establish business relations,we must,first of all,find out whom we are going to do business with.This is the initial step and the most important step in any business transactions.Generally,the trading information can be obtained through the following channels:,(1)the banks;,(2)the trade fairs and exhibitions;,(3)the advertisements in newspapers,magazine and TV etc.;,(4)the market research;,(5)the Commercial Counsellors Office;,Introduction and Writing Skill,(6)the chambers of commerce at home and abroad;,(7)the Internet;,(8)self-introduction or enquiries received from the merchants abroad;,(9)old customers;,(10)visit abroad by trade delegation or group.,Having obtained the desired names and addresses of the firms from the above sources,you may start sending a letter,fax or an E-mail to the firms concerned.Usually,such a business letter begins by telling how you know the firm and other information as to:,Introduction and Writing Skill,(1)the source of obtaining the information about the firm;,(2)the intention;,(3)the business scope of the firm and also the branches if any;,(4)the reference as to the firms financial position and integrity;,(5)the information about samples,price lists,catalogues,etc.,if you are an exporter.,Introduction and Writing Skill,Business connections are of great value to firms engaged in foreign trade.Therefore,traders must try all means possible to search for new connections while consolidating the established relations.,Introduction and Writing Skill,Writing Skills,When writing a letter for establishing relations to an importer for the first Lime,you should include the following information.,1.Tell the recipient how his information is know,Example,:We obtained your name and address from Commercial Counsellors Office of UK Embassy in Beijing.,2.,Express your wish to establish business relations,Example:,We would like to take this opportunity to enter into trade relations with you.,Introduction and Writing Skill,3.Introduce your own company briefly and your business scope,Example:,We specialize in the export of hand-made crafts.We enclose our catalogue for your reference.,4.Express your hope of receiving a reply,Example:,We are looking forward to your early reply.,Introduction and Writing Skill,Specimen Letter 1,上海太平洋贸易有限公司,SHANGHAI PACIFIC TRADING CO.,LTD.,Add,：,108 LAOSHANG ROAD SHANGHAI,CHINA,Tel:[phone],Fax:[phone],Date:Mar.12,2015,Your Ref.:JW-C123,Our Ref.:FJ-A1501,Lesson 4 Self-introduction,S.M.Trading Co.Ltd.,403 Jalan Street,Toronto,Canada,Attn.to whom it is concerned,Dear Sirs,We got your name and address from the Commercial Counsellors Office of the Canadian Embassy in Beijing who have informed us that you are in the market for Textiles.,Lesson 4 Self-introduction,We are pleased to get this opportunity to write to you for the establishment of trade relations with you.,We are a state-owned corporation handling both the import and export of Textiles.In order to introduce our business lines to you clearly,we enclose a copy of our Export List covering the main items suppliable at present.,If any of the items is of interest to you,please let us know.We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.,Lesson 4 Self-introduction,In our trade with merchants of various countries,we always keep to the principle of equality and mutual benefit.It is our hope to promote both trade and friendship to our mutual advantage by joint effort.,We look forward to receiving your enquiries soon.,Yours faithfully,Wang Qiang,Sales Manager,Encl.Export List,Lesson 4 Self-introduction,Specimen Letter 2,上海太平洋贸易有限公司,SHANGHAI PACIFIC TRADING CO.,LTD.,Add,：,108 LAOSHANG ROAD SHANGHAI,CHINA,Tel:[phone],Fax:[phone],Your Ref.:JW-C123,Our Ref.:FJ-A1501,Date:Jan 8,th,2015,Lesson 4 Self-introduction,Williams Trading Co.,36 Tower Street,Sydney,Australia,Dear Sirs,Re:Establishing Business Relations,Having obtained your name and address from the Chamber of Commerce,we know that you are in the market for household electric appliances.,We would like to take this opportunity to enter into trade relations with you on the basis of equality and mutual benefit.,Lesson 4 Self-introduction,We are a leading exporter in China,specializing in air conditioners,electric fans and,refrigerators.Our products have enjoyed great popularity in the European market.We are airmailing you our brochure for 2015 and a price list under separate cover for your reference.We will send the quotation to you as soon as we receive your specific enquiries.,We are looking forward to your early reply.,Yours sincerely,Lesson 4 Self-introduction,David Wang,Shanghai Pacific Trading Co.,Ltd.,Lesson 4 Self-introduction,Commercial Counsellors Office,商务参赞处,in the market for,想要购买,state-owned corporation,国营公司,in order to,为了,handle v.,处理，操作；买卖,principle of equality and mutual benefit,平等互利的原则,promote v.,促进，提升,mutual advantage,互惠，互利,9.look forward to,期待，盼望,10.Chamber of Commerce,商会,Words&Expression,11.electric appliances,电器用品,12.enter into,进入,13.specialize in,专门从事,14.enjoy great popularity,非常普及（流行）,15.under separate cover,另邮；另寄,=by separate mail,；,e.g.We are sending you catalogues under separate cover.,=We are sending you catalogues by separate mail,另寄给你方商品目录。,（如附在信里则说,under cover,或,enclosed,）,e.g.We are sending you under cover a copy of our price list.,=We are enclosing a copy of our price list.,16.specific enquiry,具体询价,Words&Expression,Module 2,Business Negotiation,Chapter 3,Enquiries and Offers,Introduction,An enquiry is a request for the trade terms of certain commodity.When making an enquiry,keep it brief,specific,clear and to the point.According to the contents,the enquiries consist of general enquiry and specific enquiry.,General enquiry refers to an enquiry sent to one or several suppliers to get the general information of commodities,such as catalogue,price list and sample.,In a specific enquiry,the buyer points out a certain commodity and requires the detailed information,such as price,terms of payment and delivery date,etc.,Introduction and Writing Skill,An enquiry received from abroad must be answered fully and promptly.And the reply to an enquiry should be courteous and cover all the information asked for.,An offer is the sellers promise to supply goods on stipulated terms.It is often a reply to an enquiry.It is a very important step in international business.An offer contains not only the price but also the trade terms such as quantity,quality,payment terms,delivery date,time of shipment,package,validity and so on.,An offer may either be firm or non-firm.,Introduction and Writing Skill,A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time.Once it has been accepted,it cannot be withdrawn.,The non-firm offer is usually indicated by means of sending catalogues,price lists,proforma invoices and quotations.,Introduction and Writing Skill,Writing Skills,Enquiry,When you ask for an enquiry,the letter should be included the following three paragraphs:state the purpose of your letter;indicate what the writer wants exactly;express your thanks.,1.Tell the recipient why you are contacting his company,Example:,Your company was recommended to me by Ms.Wang.,We want to make an enquiry about the mattress.,Introduction and Writing Skill,2.Tell the recipient what you want,Example:,We are interested in your products.,We would like you to send us your catalogue and price list.,3.Express your thanks and hope.,Example:,We look forward to doing business with you.,Introduction and Writing Skill,Offer,An offer or quotation letter will include the following contents.,1.Express your thanks for the enquiry.,Example:,Thank you for your enquiry of May 20,2015.,2.State detailed information of the goods.,Example:,We are pleased to send you our offer for the following goods:2,000 pieces of tea pot No.CN 123.,Introduction and Writing Skill,3.Indicate terms of payment,shipment,packing,quantity,etc.,Example:,Terms of payment:L/C at sight.,Shipment:During September and October.,4.State validity of the offer.,Example:,This offer is valid for a week from today.,5.Express your hope.,Example:,We look forward to receiving your order soon.,Introduction and Writing Skill,Specimen Letter 1,An Enquiry for Sports Shoes,D&H Shoes Co.Ltd,.,42 Avenue Aubert 94300 Vincennes,France,Tel:[phone] Fax:[phone],E-mail:shoesltd ,March 12,2015,Fuxing Footwear Co.Ltd.,130 Zhongshan Rd.Quanzhou,362000,Fujian,China,Lesson 5 General Enquiry&Reply 1,Dear Sirs,We were informed by the Commercial Counsellor of your country in France that you are one of the leading exporters of all kinds of shoes in China and that you intend to expand your business into the French market.,You will be pleased to note that we are large importers of sports shoes and walking shoes in France,having 15 years experience in this particular line of business.,Lesson 5 General Enquiry&Reply 1,At present,we are particularly interested in sports shoes.We would appreciate it if you could send us your 2015 catalogue of sports shoes in various colors,sizes and styles.Please advise us the details of your terms of payment and any special discount you are offering.And also we shall be grateful if you would send us some sample cuttings of the vamp material for our reference.,We await your reply.,Yours faithfully,(signature),Purchase Manager,Lesson 5 General Enquiry&Reply 1,Specimen Letter 2,A Reply to the Above Enquiry,Fuxing Footwear Co.Ltd.,130 Zhongshan Rd.Quanzhou 362000,Fujian,China,Tel:[phone] Fax:[phone],March 19,2015,D&H Shoes Co.Ltd.,42 Avenue Aubert 94300,Vincennes,France,Lesson 5 General Enquiry&Reply 1,Dear Mr.Smith,Thanks for your letter of March 12,2015.We are glad to learn that you have interest in our footwear products.,In compliance with your request,we will airmail you a catalogue together with a range of pamphlets and sample cuttings of the vamp material for your reference under separate cover.If any of the items listed in the catalogue meets your interest,please let us have your specific enquiry,and our quotation will be forwarded without delay.,Lesson 5 General Enquiry&Reply 1,In the meantime,you are requested to furnish us with the name of your bank prior to the conclusion of the first transaction between us.,We are looking forward to hearing from you soon.,Yours faithfully,Wang Gang,Sales Manger,Lesson 5 General Enquiry&Reply 1,1,intend v.,计划；打算；想要,2,sports shoes,运动鞋,;walking shoes,便鞋,3,discount n.,折扣，贴现,;v.,贴现，打折扣,e.g.The highest discount we can allow on this article is 10%.,此货物我们可以允许的最高折扣为,10%,。,at a discount,按较低的价格；无销路的,The goods are selling at a discount.,这些货物正在打折出售。,Bills can be easily discounted in London.,汇票可以很容易地在伦敦贴现。,4.sample cutting,剪样,Words&Expression,5,vamp n,鞋面；,vamp material,（鞋的）面料,6.in compliance with,顺从，按照；,7.together with,连同，与,一起,8.pamphlet n.,小册子,9.for your reference,供你方参考,10,airmail v.&n,航空邮寄；航空邮件,11,furnish v.,提供，供应,12.prior to,在,之前；居前,Words&Expression,Specimen Letter 1,A General Enquiry for Mattress,Dear Sir or Madam,We get your information from the Web.We are a well-established importer of Chinese Household Products in Germany.We are looking for the mattress.You are respectfully requested to send us your products information according to the items below:,Lesson 6 General Enquiry&Reply 2,FOB prices,Material,Minimum order quantity,Delivery time,Terms of payment,Certification requirements:CE certification,We are looking forward to hearing from you soon.,Yours faithfully,Christy Brown,Purchase Department,Lesson 6 General Enquiry&Reply 2,Specimen Letter 2,A Reply to the Above Enquiry,Dear Mr.Brown,We have received your enquiry of January 16,2015,asking for detailed information about our mattress.,We regret to tell you that we have no stock of the goods you required for the time being.As you perhaps know,there has been a heavy demand for the goods since last year.We are very sorry that we are unable to meet your demand at the moment.,Lesson 6 General Enquiry&Reply 2,We assure you that we shall contact you as soon as fresh supplies become available.We are enclosing two copies of our catalogue covering all the articles available at present.If you want other goods,please let us know.,Yours faithfully,Cynthia Carrol,Sales Department,Lesson 6 General Enquiry&Reply 2,1.well-established,久负盛誉的；金字招牌的,2.household product,家居产品,3.mattress n.,床垫,4.according to,根据，按照,5.delivery time,交货时间,6.terms of payment,付款条件,7.CE certification CE,证书。,“CE”,（,CONFORMITE EUROPEENNE,）认证标志,(CE Marking),是一种欧洲统一安全认证标志，是产品进入欧盟境内销售的通行证。,Words&Expression,8.have no stock of,没有库存，没有现货,9.for the time being.,眼下，目前；暂时,10.a heavy demand,大量需求,11.meet your demand,满足你方需求,12.fresh supplies,新货源,Words&Expression,Specimen Letter 1,A Specific Enquiry for Chinese Cotton Piece Goods,Dear Sirs,We are glad to get your information from Global Sources that you are an exporter of Chinese Cotton Piece Goods.And we get to know you are desirous of entering into direct business relations in Canada.This happens to coincide with our desire.,Lesson 7 Specific Enquiry&Non-Firm Offer,At present,we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues,sample books and all necessary information regarding these goods so as to acquaint us with the quality and workmanship of your supplies.Meanwhile please quote us your lowest price,CIF Vancouver,inclusive of our 5%commission,stating the earliest date of shipment.,Lesson 7 Specific Enquiry&Non-Firm Offer,Should your price be found competitive and delivery date acceptable,we would intend to place a large order with you.,We trust you will give us an early reply.,Yours faithfully,(signature),Purchase Manager,Lesson 7 Specific Enquiry&Non-Firm Offer,Specimen Letter 2,The Non-Firm Offer,to Reply to the Above Enquiry,Dear Sirs,We are in receipt of your letter dated March 21 with thanks.As requested,we are airmailing you,under separate cover,one illustrated catalogue and two sample books for our Printed Shirting.We hope they will reach you in due course and will help you in making your selection.,Lesson 7 Specific Enquiry&Non-Firm Offer,In order to start a friendly business between us,，,we are pleased to give you a special offer,as follows.The offer is subject to our final confirmation.,Art.No.82500 Printed Shirting;,Design No.FD-2A,Specifications:30 x 36 x72 yards,Quantity:20,000 yards,Packing:In bales or in wooden cases,at sellers option,Price:US$40.00 per yard CIFC5%Vancouver,Shipment:To be made in three equal monthly installments,beginning from June,2012,Lesson 7 Specific Enquiry&No