对外贸易英语书面交流用法

对外贸易英语面交流用法 the three styles of business letter Chapter 1 Business Letter Writing ?年份应完全写出，不能简写。 (1) The block style(并列式) 如:不能用03代替2003。 (2) Indented style(斜列式) ?月份要用英文名称，不要用数字代替。 (3) Modified Indented(改良斜列式) 如31/3/03 不能在正式的信件中出现。 ?月份名称多用公认的缩写式。 Chpater 2 Establishment of Business Relations 但 May, June, July, 因为较短，不可缩写。 步骤:1、Establish Business relations ?写日期时，可用基数词1，2，3，4，5，……28，29，2. Enquiry & reply(Offer & Counter-offers) 30，31等，也可用序数词 lst, 2nd, 3rd, 4th, 5th, ……28th, 3. Acceptance & order fulfillment 29th, 30th, 31lst 4. Opening and amending L/C(Terms of payment) 5. Package and shipment 6. Insurance, commodity inspection and arbitration (3) Inside name and address The name and address of the receiver 7. Complaints and claims It should include: Courtesy title + organizational title 1. Pre-class activity Address 1) 承蒙东京ABC公司的介绍得知贵公司的名称和地址， Don’t use courtesy title along with the recipient's first name 现去函望与贵公司建立业务关系。 2) 经了解，得知贵方意欲购买纺织品。 (4) Attention line Attention line is part of the inside address and it leads the Key: 1) Your firm has been kindly recommended to us by letter to a particular person or department. ABC company, Tokyo. We now take the liberty of writing to It’s typed below the inside address, two lines above the you with a viewpoint of building up business relations with salutation. you. 2) We are given to understand that you are in the market for (5) Salutation Dear +Courtesy title +name textiles. More than one male: Messrs 2.Useful expressions (P.16) More than one female: Mesdames (Mmes. ) / Misses Q: where do we get information of prospective clients: 对一般以人名为名称的公司和企业常用这种称呼，例如:1. Bank Messrs. Black and Brothers 布莱克兄弟公司。 2. Chamber of Commerce(商会) in foreign countries For a company, not for a specific person: 3. Trade directory(商务目录) American:Gentlemen 4. Chinese Commercial Counsellor’s Office British:Dear Sir, in foreign countries(中国驻外国商务处) 5. Business house(商行) of the same trade, etc (6) Subject line Subject Line is the gist of your letter, typed one line below 6. Advertisements in magazine, on internet, the salutation. over radio, on TV and so on. (8) Complimentary close 2. Requirements for writing FormalLess formalInformal1) Tell the addresses how his name is known. SalutationDear Sirs:Dear Mr. Dear Mary,2) Introduce your business scope. SmithGentleman:3) Express your hope of establishment of business relation. Compli-Yours Sincerely Sincerely,4) If possible, offer reference as to its firm’s financial mentary faithfully,yours,Best position to the other party for credit standing closeTruly yours,regards,investigation. Yours 3.Useful Expression respectively, 1) Tell the addresses how his name is known. We owe your name and address to… More about the business letter PostScript 附言 We obtain your name and address from… Carbon copy 副本 You were recommended to our company by … Identification Marks 识别标记 Having had your name and address from… Margins 页边距 We learned from …that you are producing shoes and The Second Page handbags for export. 2) Introduce your business scope. Practice We would like to offer you our services as a trading firm, and (1)从我国驻贵国大使馆商务参赞处得知，贵公司是电 would mention that we have excellent connections in the 器和电子产品的主要进口商之一。 trade and are fully experienced in the import business for this 2. 为了使贵方对我们产品有个大概了解，我们将另函寄 kind of product. 给你们 一份最新产品目录以及一套小册子，供你们参考。 Our company was listed on the New York Stock Exchange in (1)We have learned from the Commercial Counselor’s 1999. office of our Embassy to your country that you are one of the We are a Sino-US joint venture with a registered capital of leading importers of electric and electronic equipment. USD20 million. (2)To give you a general idea of our products, we are 3) Express your hope of establishment of business relation. sending you separately our latest catalogue together with a We are interested in establishing business relations with your range of pamphlets for your reference. corporation for the purpose of supplying you the 1.我方在贸易界有良好的关系，对这类产品的进口富有经 commodities you want. 验。 We are writing to you in the hope that we can open up 2. 为使贵方对我方所经营的产品有所了解，今特随函附 business relations with your firm. 寄产品目录及价目，以供贵方参考。 We wish to express our desire to trade with you in leather (1)We have excellent connections in the trade and are fully shoes. experienced in the import business for this kind of product. 4)Provide or ask for catalogue, price list and samples: (2)We are enclosing a catalogue and a price-list for your To give you a general idea of our products, we are sending reference, so that you may acquaint yourselves with some of you, under separate cover, our latest catalogue together with the items we handle. a range of pamphlets for your reference. 1. 从我国驻贵国大使馆商务参赞处获悉，贵公司是电器 We are enclosing a catalogue and a price-list for your 和电子产品的主要进口商之一。 reference, so that you may acquaint yourselves with some of 2. 为了便于贵公司了解我公司的罐装食品，我方将通过 the items we handle. 航空邮件寄去最新的产品目录。 5. Provide reference about financial standing or credit: 3. 按照贵公司要求，我方将通过航空邮件将寄去商品目 If you need more objective information concerning our credit, 录和一套小册子供贵公司参考。 please refer to the Midland Bank, London. 4. 为了给贵方一个我们产品的总印象，我们将另函寄给 Concerning our financial status and reputation, please direct 你们一份最新产品 目录以及一套小册子，供你们参考 all inquiries to Bank of China, Beijing in China. (1)We have learned from the Commercial Counselor’s 6.Polite ending (expect to get the reply): office of our Embassy to your country that you are one of the We look forward to hearing from you at an early date. leading importers of electric and electronic equipment. We look forward to your early/favorable reply. (2)In order to give you a general idea of our canned goods, Your early reply will be appreciated. we are sending you by separate airmail a copy of our latest Please contact us at your earliest convenience. catalogue. We look forward to the opportunity of doing business with (3)In compliance with your request, we are sending you by you. air a catalogue together with a range of pamphlets for your 7、More phrases about market: reference. Put on the market: to offer for sale (4)To give you a general idea of our products, we are Be on the market: available for buying sending You separately our latest catalogue together with a range of pamphlets for your reference. About “price”: One should always pay attention to the If our price is competitive.... Word “should” in business correspondence. We should be pleased to have you telegraphically reply us. If you price is not on the high side… We should be obliged by your early (prompt) reply. If your price is acceptable… Should you be interested in supplying ,we would be more 重要搭配: than pleased to enter into business activities with you. prospective buyers Should the goods inquired for unavailable, you might offer general /rough idea us its nearest equivalent. fall/come within/into one’s business scope establish/enter into business relations with at an early date upon receipt of specific inquiry specifications, quantity available and the earliest time of delivery. If you supply goods of the type and quality required, we may place regular orders for large quantities. Chapter 3 Enquiry and Reply (1)The Definition of Enquiry/Inquiry (询盘) 6. We hope that your prices will be workable and that 1、Who makes the enquiry? business will materialize to our mutual advantage. An enquiry is request made by a buyer for the goods or 7. We look forward to placing further orders with you, and service he is interested in. trust you will make every effort to satisfy our particular 2、What is the aim of making an enquiry? requirements. To get information about the goods to be order, inclusive of prices, product specification, discounts, terms of payment, 4、Ask for best price terms. delivery date, etc/. 练习:我们是大型纺织品经营商，相信上述商品如果价格3、General enquiry 一般询盘 适中，在我地区会有很好的市场。 ----states clearly all the information he needs, including We are large dealers in textiles and believe there is a general information, a catalogue, pricelist, a sample or a promising market in our area for moderately priced goods of sample book. the kind mentioned. Specific enquiry 具体询盘 1.promising market 有前途的市场 ----points out what products he needs, and may ask for a 2. moderately priced 定价适中 catalogue, pricelist, samples or ask for an offer. 3. As requested 按照要求 4. under separate cover 另邮 (2)Requirements for Writing 5. in stock 库存中 1、Thanks for their willingness to do business with you. out of stock 缺货 With many thanks for letter of October 8th…. supply from stock 现货供应 We were very pleased to receive … be available from stock 库存可供 Thank you for your letter of… 6. financial and credit status/standing. 财务和信用情况 2、Make enquire depending on your needs in detail or simply. 7. reference: 资信证明人 e.g.: We are interested in buying large quantities of White Cat Shampoo and should be obliged if you would give us a : Expressions quotation per bottle CIF Lagos Nigeria. (P.28-A Special 1. 请注意，如你方价格具有竞争性/吸引力，我们将大量Enquiry…) 订购。 3、express interest in a particular item 2. 如你方价格合理、交货日期可行，我们将大量/经常订We are interested in your electric heaters, particularly Model 购。 F, for use in offices. 3.如你方价格可行，相信我们能达成大笔交易。 We take an interest in various kinds of Men’s shirts. 4. 你方10月10日询盘我们正在处理，同时感谢你们有Your textiles are of interest to us. 意购买我方产品。 We are desirous of the bicycles made in your factory. 5(你方10月5日手套和鞋的询盘已转交我方直接处理 练习:(1)我们希望贵公司能寄来各种系列的详细情况，6(因我方是你方所需商品的出口商，故你方10月6日询包括尺码、颜色、价格以及采用不同质地原材料制成的样盘已转交我方处理。 品。 7. 我们很遗憾地告知贵方你们所需商品现在缺货。我们We would like you to send us details of your various ranges, 会记录贵方询盘，一旦我们有新货供应会及时联系你们。 including sizes, colors and prices, and also samples of the 8. 我们确信贵方将发现我们的产品只用最好的原材料生different qualities of material used. 产。即便是最挑剔的顾客，也会被我们产品的高的工 expressions: 艺所吸引。 As we are in the market for..., we should be pleased if you 9.我们确信你会认同，我方的现货商品品品质优良价格合would send us your best quotations. 理 We have seen your advertisement in…and shall be glad if 10. 烦请贵方与上述银行联系以获取我们需要的信息 you will send us particulars of… 11. 非常感谢你们在此事上的帮助 One of our clients takes interest in your products and wishes 12. 如能向我方提供附件所提及的那家商号的财务及信to have your quotations for the items specified below. 用状况的有关资料，我们将不胜感激 Please send us your best offer by cable indicating packing, 1、We have to point out / draw your attention to the point that we intend to place a large order with you if the price is obligations competitive/attractive. 2. Character: the credit or the reputation 2、Provided your price is found acceptable/reasonable and --- the record of the firm honoring or dishonoring contracts delivery date acceptable, we will place substantial/regular and other obligations. orders. 3. Capacity 3、If your prices are in line / workable, we trust important --- the ability and manner of doing business. business can be concluded. 4、Your enquiry of October 10th is receiving our attention, Practice and thank you for your interest in our products. 这是一家有很高国际威望/信用的公司。 .5、Your enquiry of October 5th for gloves and shoes has 该公司在…方面知名度很高。 been passed to us for our direct attention. 这个公司有良好的信誉。 6、Your enquiry of October 6th, 2005 has been referred to us 他们的财务情况良好。 for attention as we are exporters of the articles you require. 他们总能履行承诺。 7、We regret to inform you that the goods you required are 他们与我们的交易很成功。 out of stock. We shall file your inquiry and contact you as 所述公司是我们最为信任的，建议你们直接与他们接触。 soon as our supplies are replenished/ we get fresh supplies. 据我们所知，所谈公司从未有过任何不良的信用记录。 8、We are sure you will find that we use only the best quality materials for our products. And the high standard of This is a company of high international standing/ high credit. workmanship will appeal to the most selective buyers. The company is quite well know in… 9、We feel confident that you will agree that the goods from It enjoys a good reputation. stock are both excellent in quality and very reasonable in Their financial status is sound. price. They have never failed to meet their engagement / 10、Would you please approach the said bank for all possible commitment. information we require? Their transactions with us have been satisfactory. 11、We are most grateful for your help in this matter. The said firm is one of our most trustworthy concerns. We 12、It’s highly appreciated if you could give us information advise you to approach it directly / with no hesitation. relating to the financial and credit standing of the company As far as our information goes, the company in question has mentioned on the attached slip. never had any negative record of credit. (1)Wish early favorable reply. We look forward to receiving your early reply. Unit four Offers and Counter-offers发盘及还 We are awaiting your prompt reply. 盘 (2) Make reply or take action as requested. 1、Introduction (3) Promote your product simply. definitions of Offers and Counter-offers (4) Express your hope for early order. Quotations and Offers 报价与报盘 Bid 买方报盘 (buying-offer) Status enquiry(信誉咨询) Counter-offers 还盘 Where to get such information? Quotations and Offers (or of whom to enquire?) Quotations 报价 only involves in the price terms of the 1.Banks (bank to bank) 银行 goods being transacted 2.The Economic and Commercial Counsellor’s office of our Offer 报盘 in addition price terms, sellers will give Embassy in Foreign Countries 我驻外商务处 buyers more information about the goods such as 3.Chambers of Commerce 商会 payment terms and shipment etc… 4.Enquiry agencies 咨询机构 2、Useful expressions 5. One’s business friends (Another company that has A firm offer 实盘 business with the new company) 与这个新公司有业务联A non-firm offer 虚盘 系的另外一家公司 To accept an offer 接受报盘 What to enquire? (3C’s) To confirm an offer 确认报盘 1. Capital: the financial position To decline and offer 拒绝报盘 --- the overall financial worth or assets minus outstanding To entertain an offer 考虑接盘 To extend an offer 延长报盘 As the market is of keen competition, we recommend To withdraw an offer 撤销报盘 your immediate acceptance. 3、Practice 1 我们能以竞争性的价格报价男式衬衫。 2 我们将尽快向你方报盘 Key: 1 We can offer for Men’s shirts at competitive prices 2 We will make you an offer as soon as possible. 4、Requirements for Writing (Offer) 1 an expression of thanks for the enquiry; We thank you for your letter of 12 March and have the pleasure of offering you the following. 2 details of trade terms according to buyer’s requests; As your request, we are pleased to make you a special offer on our 8 –AD machinery at 1500 USD per set CFR EMP. 3 an undertaking as to date of delivery or time of shipment; In response to your enquiry of … for…, we quote, subject to our final confirmation, butterfly Brand Sewing Machine, model JB1 at 240 USD per set CIF NY. 4 the period for which the quotation is valid; We offer, subject to your reply reaching here on or before February 28th, 500 Phoenix Brand bicycles at 50 USD per set CIF London for shipment in April. 5 an expression of hope that the quotation will be accepted. We hope that the above quotation will be accepted and assure you of our best services at any time. 5、Requirements for Writing (Counter-offer) 1 Thank the offeror for his offer; We thank you for your quotation of … 2 Express regret of not being able to accept the offeror’s offer; We regret to inform you that our clients find your price on the high side. We regret to say that we cannot accept your price. We very much regret our inability to accept your price. 3 State the reasons for the non-acceptance; Your offer for … is acceptable but we are not in a position to make payment by L/C at sight as it will cost us more expenses. 4 Make a counter-offer if, in the circumstances, it is appropriate; We do not think there is any possibility of business unless you cut your price by 20%. 5 Urge the offeree to accept the counter-offer.