外贸英语函电-.ppt

ExerciseII1.Mr.SmithwrotetoMr.WangthathehadreceivedMr.Wangsorder.2.WehavereceivedyourorderNo.60dated22ndMarch,forwhichwethankyou.3.Wehaveorderedthegoodsandwillreceivethemintwoweeks.4.Weshallappreciateitifyouwillsendusyourcataloguebyreturn(ofmail/post)(立即；迅速).5.Wethankyouforyourletterof14thApril.Weshallappreciateyourwritingussoon.1TheManager(Semi-indentedstyle)Clarke&SmithLtd.68HighStreetLondonEC4EnglandDearSir,Wethankyouforyourletterof17thJanuary,askingusfordetailsandpricesofourelectricheaters.Wehavepleasureinenclosingourlatestpricelistandcatalogue,(together)withthedetailsofModelX-4.Pleasedonthesitatetocontactusforfurtherinformation.Wearesogladtobeofservicetoyou.Yoursfaithfully,ElectricalAppliancesCo.(Signature)(Printedname)Manager2UnitTwo3Learningobjectives:AstoUnit2,yourarerequiredto1.doalltheexercisesprovidedandlearnbyheartandlearntousealltheusefulwords,phrasesandsentencepatterns2.gettoknowhowtofindnewcustomersandestablishbusinessrelationswiththem3.becomeawareofmaincontentoflettersofestablishingbusinessrelations4.understandhowtodealwithsuchletters5.familiarizeyourselveswiththesamplesgiven6.enableyourselvestowriteandreplysuchaletter4Nocustomer,NobusinessNewcustomer,NewBusinessJustasitistruethatifthereisnocustomer,therewontbeanybusiness,itisequallytruethatnewcustomerswillbringaboutnewbusiness.Thusitisveryimportanttoestablishnewbusinessrelationswithnewcustomers;andwritingbusinessletterstoprospectivecustomersorfirmsmayhelpafirmtoachievethisgoal.5BeforeacompanyinChinaestablishnewbusinesswithnewcustomersinaforeigncountry,itcangatherinformationaboutthepotentialcustomersfromthefollowingsources:1.Banks2.ChambersofCommerceinforeigncountries外国商会3.TradeDirectory贸易行会行名录4.ChineseCommercialCounselorsOfficeinforeigncountries中国驻国外商(务参)赞处5.BusinessHousesofthesametrade同业商行6.Advertisements67.Theintroductionfromonessubsidiaries(orbranches)oragentsabroad8.Self-introductionsorenquiriesreceivedfromthemerchantsabroad9.Attendanceattheexportcommodityfairs10.Beingamemberoftradedelegations&groupsvisitingabroadNowletscometothepointofhowtowriteabusinesslettertoestablishbusinessrelationswithnewcustomers.Suchlettersshouldtelltheaddresseesthefollowingthings:71.thesourceofinformation-howorwheredoyougethisname&address?2.yourintention-expressyourdesiretoenterinto（=establish）businessrelationswiththefirm.3.thebusinessscopeofyourfirm-whatlineofbusinessyouareinorwhatyoucantosellorwhatyouexpecttobuy.(thelinesofbusinessyouhandle)4.areferencetoyourfirmsfinancialposition/standingandintegrity(财务状况和信誉)5.yourexpectationofcooperationandanearlyreply.8Ontheotherhand,ifyouareanaddresseeofsuchaletter,howshouldyoudealwithit?Tocreategoodwillandleaveafavorableimpressiononthereader,youshouldansweranyletterofthisnature:A.infullB.withouttheleastdelayC.withcourtesyPleaserefertotheletter-writingguideatp.289StudyofSpecimenLetters(1)Letter2(1)(2)Letter2(2)(3)Letter2(3)10Letter-2(1)p.171.Styleoftyping:thesemi-indentedstyle2.Usefulphrases,expressionsandsentencepatterns(1)WithreferencetoyourletterofDecember219.wearegladtolearnthatyouwishtoenterintotraderelationswiththiscorporationinthelineofcannedgoods.关于你方19.12月2日的来信，我们很高兴地获悉/知道贵公司想/希望在罐头食品业务方面同我们建立业务关系。Thisistheopeningsentence.11a.withreferenceto关于，有关=withregardto/inregardto/asregards/regarding/respectingyourletterofb.toenterintotraderelationsorbusinessrelationswiththiscorporation同建立业务关系=setup/establish/buildtraderelationsorbusinessrelationswiththis/ourcorporationc.inthelineof在业务方面Wehavebeenengagedformanyyearsinthelineofsurgicalinstruments.我们经营手术器械业务已多年。12(2)Incompliancewithyourrequest,wearesendingyoubyairacataloguetogetherwitharangeofpamphletsforyourreference.按照你方要求，我们用航空寄上目录一本，并附一套小册子，供你参考。=inaccordancewith/inagreementwith/followingyourrequest/asrequested/uponrequest,Weregrettosaythatwecannotcomplywithyourrequest.遵守；履行很遗憾，贵方的要求我们不能照办。Pleasesendusthefollowingarticlesbyexpressandcharge（theexpenses）toouraccount.请以快件给我方寄出下列货品，并将费用计入我方账户。sendbyair/airmailunderseparatecover/byseparatepost/mail另封航空邮寄13Wewillsendthecompletepricelistbyseparatepost.我们将另（封邮）寄全套价格目表。tosendapackage/parcelbysurfacemail平邮包裹surfacemail平信；水陆邮件Wearesendingyoubyairacatalogueandasamplebooktoyouunder separate cover.现给你方另封/函航空邮寄商品目录和样书。Wehavesentyouafullrangeofsamplescoveringourproducts.我们已给你方寄去我方产品的全套样品。14(3)Ifanyoftheitemslistedinthecataloguemeetsyourinterest,pleaseletushaveyourspecificinquiry,andourquotationwillbeforwardedwithoutdelay/byreturn(mail/post).如果目录中所列的任何商品使贵方感兴趣(/符合贵方要求)，请具体询价，我方将立即寄上报价单。=If you find any of the items listed in the catalogue interesting to/of interest to you =If any of the items is interesting to you =If you are interested in any of the items =please give us your specific inquiry,and we will send you our quotation without delay.15(4)Inthemeantime,youarerequestedtofurnish/provideuswiththenameofyourbankpriortotheconclusionofthefirsttransactionbetweenus.同时，在第一笔生意做成之前，请将你们银行的行名告诉我们。=wouldyoupleaseprovideuswiththenameofyourbankpriorto/beforetheconclusionofthefirsttransactionbetweenus/beforeweconcludeourfirsttransaction.toconcludeacontract/atreaty/anagreement/business缔结一份合同/一项条约/一个协议/交易toconcludeatransaction/adeal达成/做成一笔生意Wehaveconcluded/cometo/done/made/arrivedatadeal/transactionwithacustomer.16Letter-2(2)1.Styleoftyping:thesemi-indentedstyle2.Usefulphrases,expressionsandsentencepatterns(1)WehaveyournameandaddressfromtheCommercialCounsellorsOfficeoftheChineseEmbassyinGhana.Wewishtoinformyouthatwespecializeinbothindustrialandpharmaceuticalchemicals,andshallbepleasedtoenterintotraderelationswithus.我们从中国驻加纳使馆商赞处得悉贵公司的行名和地址。兹告我公司专营工业和药物化工原料，并想同你们建立业务关系。Theseareopeningsentences.17Samplesofopeningsentences(1)我们从贵国驻伦敦使馆商务参赞得悉你公司行名和地址，现特去函与你公司建立业务关系。(2)尼日利亚拉格斯佛利门有限公司已将你公司名称和地址告知我们，并认为你公司是中国棉布潜在买主。棉布系属我公司经营范围，我们将乐于与你公司建立直接的业务关系。Freemen&Co.,Ltd.Lagos,NigeriaChineseCottonPieceGoods18(3)从中国国际贸易促进会获悉，你们有意采购电器用具。我们经营电器用具业务已有多年的经验，希望能与贵公司建立直接的业务关系。(4)承蒙弗里曼先生介绍/告知，我们有幸得知贵公司是你们地区主要电器商品进口商之一，希望与我们建立业务关系。19(2)Togiveyouageneralideaofourproducts,weencloseacompletesetofleafletsshowingvariousproductsbeinghandledbythiscorporationwithdetailedspecificationsandmeansofpacking.Quotationsandsampleswillbesent(=forwarded)uponreceiptofyourspecificenquiries.为了使你们对我方产品有个大体的了解，现附上有关我公司经营的各种产品的一整套小册子，内有详细规格和包装方式。一俟收到你们的具体询价，我们马上寄样报价。Quotationsandsamplescanonlybeofferedonthebasisofspecificenquiries.20(1)Toacquaintyouwiththelightindustrialgoodswehandle,wearesendingyou,byseparateairmail,severalpamphletsforyourreference.(2)Togiveyouageneralideaofthevariouskindsofcottonpiecegoodsnowavailableforexport,weencloseabrochureandapricelist.Quotationsandsamplebookswillbeairmailedtoyouuponreceiptofyourspecificinquiry.21(3)BusinessbetweenuswillbeconcludedonthebasisofshippingqualityandweightwhiletestingandinspectionwillbemadebyShanghaiCommodityInspectionBureaupriortoshipment.Necessarycertificatesinregardtoqualityandquantityoftheshipmentwill,ofcourse，beprovided.我们将以货物在装运时的质量和重量为准达成交易，而货物在出运前将由上海商检局进行检验。当然，有关货物质量和数量的必要证明将由上海商检局提供。whileconj.可用来表示（1）同时，（2）让步，（3）对比（然而，而）,此句的while表示让步，可用though/although替换。22Letter2(3)1.Abusinessletterintheblockedstyle2.SeekingtoestablishbusinessrelationswithanewsupplierPara.1:AbriefselfintroductiontoaprospectivesupplierPara.2:SeekingtoestablishbusinessrelationswithChinaNationalImport&ExportCorp.bymakingaspecificinquiryaboutBitterApricotKernelsandmentioningspecificenquiriesaboutotherChinesenutsinthefuturePara.3:Informationaboutourfinancialstandingandbusinessstatus233.Usefulphrases,expressionsandsentencepatterns(1)Thisistointroduceourselvesasconfectionersandbakershavingmanyyearsexperienceinthisparticularlineofbusiness(/inthisline).兹介绍，本公司是经营糖果、面包业务的，在这行业里已有多年经验。ThisistocertifythatChenDali(male,bornonAugust15,1980)andWeiLing(female,bornonMay28,1982)registeredamarriageonSeptember2,2009inXiamen,Fujian,P.R.China.24(2)commissionhouses（提取佣金的商行）:Commissionhousesareusuallywellestablishedfirmsactingasagentsforalargenumberofmanufacturersindifferentlinesofbusiness.Theyspecializeinbuyingorsellinggoodsforaprincipal(委托人)inanothercountryforacommission.两笔或几笔佣金不可说twoorseveralcommissions,而应该说twoorseveralitemsofcommission。但是，一切佣金或各项佣金可以用复数：allcommissions25(3)Therehavebeen,oflate,frequentfluctuationsofpriceandanunreliabilityinsupply.但最近价格频繁波动，而且供应得不到保证。oflate=latelyorrecentlyOflateshehastalkedlittleatmeals.(4)Itisinanattempttoalleviatethissituationthatweareseekingtoestablishadirectconnectionwithyourcorporation,forwepreferChineseApricotKernelsaboveallfortheirfinequalityandspecialflavour.=Inordertorelievethesituation,为了改变这一状况，我们谋求同贵公司建立直接业务关系，因为我们喜欢中国的苦杏仁，特别是由于它质优味美。26(5)Wetakethelibertyofwritingtoyouwithaviewtoestablishingbusinessrelationswithyouandmeanwhileaskingyoutomakeusacompetitiveofferfor50metrictonsofBitterApricotKernels,Septembershipment,togetherwithyourtradetermsandconditions.我们冒昧写信给你们是出自于希望与你方建立业务关系。现请贵方向我方作出有竞争力的报盘提供50公吨苦杏仁，9月份装运，并希望提出你方的贸易条款。Wetakethelibertytowriteyousoastoestablish同时，请贵方给我方50公吨苦杏仁的有竞争力的报盘，9月份装运，并提出贵方的贸易条款。Pleasegive/send/forward/submitusanofferforChemicalProducts.请给我们寄送化工产品的发/报盘。27(6)Foryourinformation,wearealsointerestedinotherkindsofChinesenutsinlargequantitiesandshallsendyouspecificenquirieslateron.要告诉你们的是，我们对大量购买中国其他果仁也有兴趣，日后将向你们具体询价。Weencloseapricelistforyourinformation.我们随函寄上一份价目表供你参考。28(7)Astoourfinancialstanding/position,wereferyoutoJardineMathesonBank,57WaterlooStreet,Copenhagen,who,wefeelsure,willbegladtofurnishyouwithanyinformationyourequire.至于我们的财务状况，你方可向哥本哈根Waterloo街57号JardineMatheson银行咨询。我们相信，他们会乐意提供给你们所需的资料。referto:提到,谈到,涉及;参考,查阅cf.p.23refersb.tosb./sth.让/使/叫向.打听/查询/咨询IreferredhertoTomforfurtherinformation.我让她到汤姆那儿去询问详情。TheteacherreferredmetoChapterIII.老师叫我去查第三章。refersth.tosb.将某事交予某人办理WehavereferredthemattertoourLondonOffice.29我们打算与之往来的商行要我们与你们联系了解有关他们的业务状况和资信情况。(referto)torefersth.tosb.forattention将某事提交/转交某人办理YourenquiryofJanuary10,2009hasbeenreferredtousforattentionaswearetheexportersofthearticlesyourequire.(8)Incaseyouneedmoreinformationaboutourbusinessstatus,weshallbeonlytoogladtoansweryourinquiriesatanytime.如果你们需要更多有关我们业务状况的信息，(对于你方的询问)我们将十分高兴随时给予答复。30 Useful Words and Phrases一、refer1.refertosth/sb提到，涉及Wehopethatthisisthelasttimewerefertothisissue.希望这是我们最后一次提这个问题。Areyoureferringtotheexporterortheimporter?你指的是出口商或进口商？2.refer（sb）tosthorsb参考，查考，查询,咨询让/使/叫向.打听/查询/咨询Astoourusualtermsofpayment，pleaserefertoourletterof15thOctober.有关我们一般的支付条款，请参考我们9月15日信函。32LettersofOptionalStudypp.26-27Specialtermsandphrases1.PrintedCottonPieceGoods印花布2.Manufacturedcottongoods棉制品3.TheMetals&MineralsCorporation五金矿产公司4.thecaptioneditem标题所列的商品5.toconcludesomesatisfactorybusiness达成几笔令人满意的业务6.toconcludesometransactionswithsb.与某人达成一些交易7.PrintedandDyedCottonPieceGoods印染布匹8.cannedfoodstuffs罐头食品cannedgoods罐头商品33Pleaserefertotheadministrativeofficeofourcompanyinyourcountry.请向我国驻贵国办事处查询。Wewouldliketoreferyoubacktoourpricelistforconfirmation.建议你方回头参照我方的报价单加以核实。Wereferyoutoourbankforastatementaboutourfinancialstanding.请向我方银行调查我们的资信情况。3.refersthtosb/sth将某事提交某人处理WehavereferredthemattertoourLondonoffice.我们已将此事提交我驻伦敦办公室处理。Wehavereferredyourletterofpriceenquirytothedepartmentconcerned/incharge.我们已将你方的询价信提交相关部门处理。34二、enquire/inquire1.enquireofsb/ataplaceaboutsth向某人/在某处打听/了解/询问某事Wewillbebetteroffbyinquiringoftheassistantaboutthepricebeforebookingtheticket.我们最好找服务员问清楚价格再定票。Pleaseenquireat theenquirydesk/thestation/thebureau/office.请到问讯处/车站/局里咨询2.enquireinto核查，调查，查问。追究WehaventreceivedyourL/Cyet.Wouldyoupleaseenquireintoitandgiveusanearlyreply.我们尚未收到贵公司的信用证，请核查并尽早回复。353.enquireabout咨询，打听，Inresponsetolettersenquiringaboutprices,sellershavetwoalternativesathischoice:firmofferornon-firmoffer.对于询价函，卖方的报盘可分为两种：实盘和虚盘。Wehaveeveryconfidencetorecommendtoyouthefirmyouinquireaboutasoneofthemostreliableexportersinourdistrict.现郑重推荐你们所咨询的商号，在我地区是最可靠的出口商之一。三、quote1.quotesbapriceforsth报给某人某物的价格Pleasequoteusyourbest/mostfavorablepricefor100setsofgarments.请报给我们贵方100套服装的最优价格362.quotesbforsth.indollars用美元给某人报某物的价格Wouldyoupleasequoteusindollarsforthefollowingitems?3.quotesthat按报价PleasequotethegarmentnewlyorderedatRMB250perset.新定服装请按每套人民币250元报价。37四、enclose附上；随函寄去Weareenclosingacompletesetofleaflets.Enclosedisarangeofpamphlet.Enclosedpleasefindacompletesetofleaflets.Pleasefindenclosedacompletesetofleaflet.Webelieveyoullfindtheenclosed/enclosureinteresting.Enclosedareourillustratedcatalogueandpricelistforyourstudy.现随函寄去我们的图解目录和价目表供你方参考研究。38PatternsandExamples391:have/get/own/obtainyournameandaddressfromWehaveyournameandaddressfromChinaCouncilforthePromotionofInternationalTrade.Wearegladtohaveyournameandaddressfrom“theJournalofCommerce”.我们高兴地从商业报获悉贵公司的名称和地址。402:tooweyournameandaddressto承蒙告知贵公司的名称和地址WeoweyournameandaddresstoMessrs.Collins&Co.,throughwhomwelearnyouareimportersoftable-cloths.承蒙意大利商业银行告知贵公司名称及地址，并告知你方想购进滚珠轴承(ball-bearing)。WeoweyournameandaddresstoItalianCommercialBankwhoinformedusthatyouareinthemarketforball-bearings.413:Throughthecourtesyof经由介绍/推荐,承蒙告知ThroughthecourtesyoftheParisChamberofCommerce,wehaveyournameasafirmwhoisinterestedindoingbusinesswithus.ThroughthecourtesyofMr.White,wearehappytounderstandthatyouareoneoftheleadingimportersofsilkinyourarea.经由怀特先生介绍，我们欣悉贵公司为所在地区最大的丝绸进口商之一。424:Ontherecommendationof由介绍OntherecommendationofMessrs.Harvey&Co.,wehavelearnedwithpleasurethenameandaddressofyourfirm.OntherecommendationoftheCommercialCounselorsOfficeoftheChineseEmbassyinRome,wearegiventhenameofyourfirmwhohandlesawiderangeofelectricfans.由中国驻罗马大使馆的商务处介绍，我们得知贵告诉的名称，并得知贵公司经营的电扇品种多样。435:Thisistointroduceas兹介绍为ThisistointroduceourselvesasoneoftheleadingexportersofgarmentsinChina.ThisistointroducethePacificCorporationasanexporteroflightindustrialproductshavingbusinessrelationswithmorethan70countriesintheworld.兹介绍，太平洋公司为轻工业产品的出口商，和世界上70多个国家有业务关系。446:towritetointroduce兹写信介绍Wewritetointroduceourselvesasalargedealerinfood-stuffswithwidespreadconnectionsinthelocalcountry.Wewritetointroduceourselvesasexportersoffreshwaterpearlshavingmanyyearsexperienceinthisparticularlineofbusiness.现函告，我方为淡水珍珠出口商，在此行业已有多年经验。457:toinformsb.that奉告某人Wewishtoinformyouthatwespecializeintheexportofartsandcrafts.Wehavethepleasure/arepleasedtoinformyouthatwehavebeeninthemarketforhouseholdelectricaldevicesforyears.我们高兴地告诉贵方，我们经营家用电器多年。468:totaketheopportunitytointroduce借此机会介绍WetakethisopportunitytointroduceourselvesaslargeimportersoffertilizersinourcountryWetaketheopportunitytointroduceourcompanyasexportersdealingexclusivelyinleathergoods.借此机会，兹介绍，我公司为专门经营皮革制品出口商。479:totakethelibertyofdoing/todosth冒昧做某事Wetakethelibertyofwritingtoyouwithaviewtodoingbusinesswithyou.Wetakethelibertytointroduceourselvesasconfectionersandbakershavingmanyyearsexperienceinthisparticularlineofbusiness.冒昧作自我介绍，我们是在本行业有多年经验的糖果商和面包商。4810:toavailoneselfofanopportunitytodosth借此机会做某事Weavailourselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationswithyou.我们借此机会给你们写信，看是否能与你方建立业务关系。4911:toestablish/enterintobusinessrelationswith.与建立业务关系Wehaveyournamethroughthepressandhopetoestablishbusinessrelationswithyou.Wechancetoknowyournameandarepleasedtowritetoyouinthehopeofestablishing/enteringintobusinessrelationswithyou.我们碰巧得知贵公司名称，欣然致信，希望与贵公司建立业务关系。5012.tofall(come,lie)withinthescopeof属于的范围Astheitemsyoudealwithfallwithin/inlinewiththescopeofourbu