外贸英语函电—Chapter+2
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.
《国际商务函电双语教程》chapter 2
BACKGROUND INFORMATION
Simultaneously, we also need to remember following writing principles: Short content, no more than one page; Polite language with courteous and sincere attitude; Show your intention in the first paragraph and express cooperating desire in the letter; Say something high about your company, if allowed, list some of the famous companies you have corporated.
BACKGROUND INFORMATION
Channels for Obtaining Information About a New Firm
Exhibitions and trade fairs; Market investigations; Enquires received from foreign merchants; Self-introduction or introduction from his business
connections; A branch office or representative abroad; The internet; The introduction from your partners; Other sources.
BACKGROUND INFORMATION
Above sources, chambers of commerce both at home and abroad, commercial counselor’s office and the introduction from your partners are usually the most reliable.
实用外贸英语函电教程第二版pdf
实用外贸英语函电教程第二版pdfPractical Foreign Trade English Letter Tutorial 2nd Edition PDFIntroduction:The Practical Foreign Trade English Letter Tutorial is a comprehensive guide for individuals and businesses engaged in international trade. This second edition provides updated information and examples to help improve your communication skills in English. Whether you are writing emails, formal letters, or negotiating deals, this guide will help you navigate the nuances of foreign trade communication.Chapter 1: Basic Business EnglishIn this chapter, you will learn the basic vocabulary and grammar structures commonly used in business communication. From greetings and introductions to sales pitches and negotiations, this chapter covers the essential language skills you need to succeed in foreign trade.Chapter 2: Writing EmailsEmail is a common form of communication in international trade. In this chapter, you will learn how to write professional andeffective emails, including how to format your messages, use appropriate language, and follow up on responses. Examples and templates are provided to help you craft your own emails.Chapter 3: Formal LettersFormal letters play a crucial role in foreign trade, especially when dealing with contracts, agreements, and legal matters. This chapter covers the structure and language of formal letters, including how to address the recipient, state your purpose clearly, and close the letter politely.Chapter 4: NegotiationsNegotiating deals in foreign trade requires a unique set of skills. In this chapter, you will learn how to navigate the negotiation process, including how to make offers, counteroffers, and concessions. Strategies for overcoming language barriers and cultural differences are also discussed.Chapter 5: Case StudiesTo put your skills into practice, this chapter includes several case studies that simulate real-world scenarios in foreign trade. You will have the opportunity to read and analyze communication exchanges, identify common mistakes, and suggest improvements for more effective communication.Conclusion:The Practical Foreign Trade English Letter Tutorial is an invaluable resource for anyone involved in international trade. By improving your communication skills in English, you can enhance your business relationships, close deals more effectively, and expand your global reach. Download the second edition PDF today and take your foreign trade communication to the next level.。
《外贸英语函电》(第二版)习题答案
《外贸英语函电》（第二版）习题答案Chapter 1 key to exercises1. Translate the following terms.（1）inside address 封内地址（2）salutation 称呼（3）complimentary close 结尾敬语（4）Ref. No. 参考编号（5）enclosure 附件（6）P.O.Box 邮箱（7）postscript 附言（8）full block style 齐头式2. Answer the following questions.（1）How many formats of business letters do we use today? What are they?Three formats are used in writing business letter. They are full block style, modified block style and indented style.（2）What are the standard parts of a business letter?There are seven standard parts which includes letterhead, date, inside address, salutation, body of the letter, complimentary close and signature.（3）What kinds of information should be written on an envelop? And what are their positions?The information of the sender and the receiver should be written on an envelop. The information of the sender is at the top-left corner, while the information of the receiver is almost in the middle of the envelop.3. Complete the structure of the following business letter which is with full block style and write down the names of the missing parts in the boxes.Date Body of the letter Complimentary closeChapter 2key to exercises1.Translate the following terms.(1) 传真信号; (2) 传真机储存器已满; (3) 电子邮件; (4) 通信错误，传输信号不好;(5) 接收方传真机忙，传真机重拨2.Translate the following sentences into English.(1)We have to apologize to you for not answering your letter in time.(2)Please confirm the order and e-mail a shipping schedule.(3)As soon as the goods are available, we’ll inform you by fax.(4)If you find our offer acceptable, please fax us for confirmation.(5)We are e-mailing you to enquire whether you’d be willing to establish business relation s with us.3.Translate the following sentences into Chinese.(1)如果存取文件有任何问题请和我联系。
外经贸商务英语函电(Chapter2)
Brief Introduction Lesson 1 Developing Client Base Lesson 2 Request for Establishment of Business Relations Lesson 3 Transferring Business Relations
Very truly yours，
The Wilson & Son’s Import & Export Company Charles Wood
BACK
Lesson 2
Shanghai（B）A Reply to the Above Fuzhou Chuntian Import ＆ Export Corp. No.18 Guping Road,Fuzhou,35001 Fujian，China March 8th ，2009
The Wilson & Son’s Import & Export Company 1201 Main Street Paris，France
Dear Sirs， Thank you for your e-mail of the 6th inst. We shall be glad to enter into business relations with your company. In compliance with your request， we are sending you，under separate cover，our latest catalogue and pricelist covering our export range.
BACK
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.
外贸函电Unit2实用外贸英语函电
▪ In some incoming letters you may find it at the end of letter on the left margin, two lines below the signature .
11)Enclosure Notatation(附件)
▪ At least two lines below the reference initials.
e.g. Enclosures(3) Encl.3catalogues Encl.1 invoice Encls:as stated
12)Carbon Copy(抄送)
4）Inside Name and Address(封内名称和地址)
e.g. (1) The Space Engineering Co.Ltd.
32,Duck Street LONDON N.W.4 England (2) Messrs.Harrison &Co. 501 Mountain Place ANYTOWN
▪ It may include a file number, departmental code or initials of the signer of the letter to be followed by the typist’s initials in the following fashions:
7)The Body of the Letter(信的正文)
▪ The body of a business letter should begin two lines below the subject line .
外贸英语函电 unit2
• Dear Sirs, • 敬启者： • We write to introduce ourselves as one of the largest exporters,from China, of a wide range of Machinery and Equipment. • 本公司是中国最大的机械设备出口公司之一。 • We enclose a copy of our lastest cataloge civering the details of all the item available at present, and hope some of theses items will be of interest to you. • 随函附寄一份有关我方目前可供货物所有详情的目录，希 望贵方能对其中一些产品感兴趣。 • It will be a great pleasure to receive your inquries for any of the items against which we will send you our lowest quotation. • 若蒙受到贵公司对其中产品的询价，我方将不胜感激，并 报我方最低价。 • Should, by chance, your corporation not deal with the import of the goods mentioned above, we would be most gratefull if this letter could be forwarded to the correct import corporation. • 若贵公司不进口上述商品的话，恳请贵方将此信转交给经
3.Exporter writes to Importer •
外贸英语函电Unit 2-构建贸易关系与资信调查
reply
2. Writing Skills (重要)
写作步骤
表达方式
Your company has been kindly introduced to us by…
1）Telling the （贵公司由……介绍给我们。） prospective We learn through/from…that…（我们通过……得知……）
Unit 2 Establishing Business Relations & Inquiring Credit Reference 建立贸易关系及信用调查
Unit 2 – Part 1 Establishing Business Relations 1. Introduction
The Significance of Establishing Business Relations No customer, No business.
(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。
外贸英语函电-unit2 Establish business relationship
❖ 6. particularly adv. 特别,尤其 ❖ 7.interested in 对…感兴趣 ❖ be interested in… ❖ 8.export v / n 出口 ❖ import 进口 ❖ exporter 出口商 importer 进口商 ❖ Supplier 供货商
询盘 enquire/enquiry
报盘 offer
报价 quote/quotation
quotation 通常只包含商品（commodity)、 价格(price)、数量(quantity) offer 包括商品(commodity)、规格(specifications)、 价格(price)、数量(quantity)、包装(packing)、装 运(shipment)、支付(payment)七项内容
求
❖ 4. a range of 一系列，一整套
❖ 5. Meet your interest ❖ 满足你方兴趣；使你方满意 ❖ 6. specific enquiry 具体询盘 ❖ 7. quotation 报价 ❖ 8. in the meantime 与此同时
❖ 9. the conclusion of the first transaction between
Meanwhile
❖ 按照 according to /in compliance with/ in accordance with
❖ 达成交易 to conclude (close) the business /transaction
❖ 在…业务方面 in the line of ❖ 一系列 a (wide) range of ❖ 具体询盘 specific enquiry ❖ 经营 handle /deal in / trade in ❖ 与…做生意 to do business with/ deal with / trade
徐美荣外贸英语函电Chapter2_所有知识点及课后答案
Notes1. owe…to… 将…归功于承蒙…告知你方名称和地址W e owe your name and address to the Chamber of Commerce in your city.to be indebted to … for your name and addressto come to know the name and address of your firm throughthrough the courtesy of … we come to know your name and addressto have obtained your name and address from…to have noted your name and addressto be recommended to sb. by …on the recommendation of …2. inform sb. that 通知某人某事inform sb of sth. 通知某人某事be informed that 兹通知你方Y ou are informed that …3. be in the market for 欲购；想买4. in the hope of doing 希望（后接动名词）5. ① a government-owned corporation（enterprise）国有公司/企业= a state-operated corporation / a public-owned corporation②a private corporation 私有公司/ 企业6. handle v. 经营（某种或某类商品）=to trade in / be dealing in /be in the (chemical )line（n. 行业）7. acquaint v. 熟悉了解to acquaint sb. with sth. 使某人了解某事be/get well acquainted with sth. 熟悉（了如指掌）8.on the basis of equality, mutual benefit and exchange of needed goods在平等互利，互通有无的基础上9.avail oneself to =make use of 利用10.enclose v. 随函附上11.through mutual efforts 通过共同努力= by joint efforts12.Export List 出口清单13.trade v.to trade in sth . 买卖Eg : trade in goods 货物交易to trade with sb. 与……交易；做生意trade policy 贸易政策foreign trade policy 外贸政策14.sole agent 独家代理敬启者：得知贵公司行名和地址我们要感激英国驻北京大使馆商务参赞处，他们告知我们你公司拟购买丝绸女衫。
外贸函电课件unit2
Be recommended to… by…..
Market survey
3) we are giving to understand that you
are potential buyers of Chinese silk, which comes within the frame of our business activities
3) We understand that your corporation handles foodstuff for export.
Handle in the line of
cover/ engage in
Involve in/ specialize in
Self-introduction—reference to your standing
Aims of the letter—general aim
1.The purpose of this letter is to explore the possibilities of developing trade with you. 2.We wish to establish business relations by the commencement of some practical transaction 3.I am writing to resume the business partnership between the two company
承蒙介绍
4.We owe…to…
Practice
承蒙太平洋贸易有限公司的介绍，我们得 知你们是美国轻工业产品的主要出口商之 一。
Self-introduction by the company
外贸英语函电 Unit 2 Formats and Layout of Modern Business Correspondence
Formats and Parts of Modern Business Correspondence
Unit 2
【Text】课文
1．Formats of A Business Letter （1）Ind式
（3）Semi-block form 半齐头式
（11）copy line 抄送 c: for copy存档（打在原件上） cc: for carbon copy抄送（打在原件上） bcc: for blind copy密送（只打在复件上，而不能打在原件上） . （12）postscript 附言 对正文遗漏内容的补充，或强调要点. P.S.: the catalogue was sent to you on August 9th.
（8）complimentary close 结尾敬语
Business letter should end with a closing, such as:
Yours faithfully, (if you don’t know the name of the person you’re writing to)
2．Parts of Modern Business Letter
（1）letterhead 信头 发件公司的名称、标志、通信地址、电话 号码、传真号、电子邮箱等。 目的：提供联系方式。
Example 1
20 North Pine Street, Baltimore, Maryland 21201 Tel: 410 706 7624 Fax: 410 906 4012 dknapp@
（9）signature 签名 Sincerely yours, ABC COMPANY John Smith John Smith Sales manager （中间空两行） （10）enclosure 附件 Enc.: 1 Price List Encs.: 2 Price List / 2 Invoices Encl: As stated
外贸英语函电 Chapter 2 ppt
Chapter 2
Lead- Learning Components of
Formats of
Envelope
in Objectives Business Letters Business Letters
Letterhead e.g. Senda Shoes Company 82 Jian Guo Street Dongcheng District Beijing 100006, China Telephone: 010-6
Chapter 2
Lead Learning Components of
Formats of
Envelope
- in Objectives Business Letters Business Letters
salutation
Complimentary close
Formal
Less Formal
Chapter 2
Lead- Learning Components of
Formats of
Envelope
in Objectives Business Letters Business Letters
Date lines: e.g. 25th March 2013 March 25th,2013 25 March 2013 March 25, 2013
Paragraph one-----Put “you” into the letter. Begin with
information that catches the reader’s attention or refer to the previous correspondence if there is one.
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3. Date
• • Should be typed in full and not abbreviated Avoid giving the dates in figures(12/10/06) BrE: day, month and year AmE: month, day and year • Prefer cardinal numbers (1,2,3,4…) rather than ordinal numbers (1st, 2nd, 3rd, 4th…) • A comma must be used before the year 8 June, 2005 / June 8, 2005
4 混合式（Semiblock Style with Indented Paragraphs）
• • • • • • • • • Our Ref. No. Your Ref. No. Beijing Textiles Import & Export Corporation 43 Tian’an Men Street Beijing, China Dear Sirs Re: Fist Inquiry We learn from a friend in China that you are exporting Nylon Bedsheets and Pillow Cases. There is a steady demand here for the above-mentioned commodities of high quality at moderate prices. Will you please send us a copy of your catalogue, which details of your prices and terms of payment? We should find it most helpful if you could also supply samples of these goods. We are waiting for your early reply. M.D. Ewart & Co., Ltd 36 Tower Street Toronto 4, Canada
Chapter 2 The Layout of a Business Letterletter
• Full-block style （全齐头式） • Indented style （缩行式） • Modified block form （改良的齐头式） • Semi-block format with indented paragraphs （半齐头式或混合式）
Truly yours,
THE WILSON COMPANY William Robertson, President WR / ea
2.indented style
（Heading） China National Light Industrial Products Import & Export Corporation 82 Tian’an Men Street Beijing, China Jan.30,2005 • • • • • • • • • • • Our Ref. No--Your Ref. No--The Pakistan Trading Company (Inside Address) 15，Broad Street Karachi, Pakistan Gentlemen: (Salutation) Re: Chinese Light Industrial Products (Caption) We thank you for your letter of Jan.10, 2005 and shall be glad to enter into business relations with your firm. As you know, it is our policy to trade with the people of all countries on the basis of equality and mutual benefit. We believe we shall be able, by joint efforts, to promote friendship as well as business. We are sending you 5 pamphlets and a price list covering part of our exports. Please advise what articles you are interested in at present. （The Body of the Letter） Your early reply will be highly appreciated. (The Closing Sentences) （The Complimentary Close） Yours faithfully, CHINA NATIONAL LIGHT INDUSTRIAL （The Signature） PRODUCTS IMPORT & EXPORT CORP. • (Sighed)---•
The structure of a business letter
1)信头(letterhead) －－－ 2）编号，日期 3）封内名称和地址 (inside address) (reference and date) 4）经办人(attention line) 5）称呼(salutation) 6）事由（标题）(subject) 7）正文(body) 8）结尾敬词(complimentary) Name of company 9）签名(signature) 10) the reference notation 11）附件 (enclosure) 12）抄送(cc to XX) 13）附言(postscript)
•
•
Encls:
3.modified blocked style
Nippon International Trading Nihonbashi, Honcho Chome 3 Chuo-ku, Tokyo 104 Japan February 15, 19-The Wilson Company 1377 Main Street Dallas, Texas 75226 U.S.A. Attn: Mr. Robertson
4. Inside name and address 信内地址
• Pay attention to the postal service abbreviation for state ( province) and others NY–New York, Pa./Peen – Pennsylvania, Ca. – California Vic.– Victoria Que. – Quebec MA – Massachusetts Rd. – Road St. – Street Ave. – Avenue E.g. 234 Commonwealth Ave. Boston MA 23456 • Attention line be used to direct the letter to a specific individual or section of the firm. (ATTN:/Attention:/(For the) attention of …) E.g. Richard Thomas & Baldwins Ltd., 151 Gower Street London,SC7 6DY,England Attention : Mr.Cave or Attention of Purchasing Manager
4. Inside name and address 信内地址
• Courtesy titles
①Mr. 先生 E.g. Mr. Storm ②Esq./Esquire 先生 E.g. John P. Storm, Esq. ③Mrs. 夫人 ④Ms. 女士 ⑤Miss 小姐 ⑥Messrs. 先生们 E.g. Messrs. MacDonald & Evans Co. ⑦Mmes. 女士们 ⑧The receiver holds a special title, such as Doctor, Professor, Colonel, use it instead of Mr. and his official position should follow: E.g. Dr. E. Browning, President ⑨When addressing business executives, include their title. E.g. Mr. Paul Johnson, President
August 22, 2005
• • •
• •
Yours very truly, (Signature)
The Layout of Business Letter
standard parts
(1) (2) (3) (4) (5) (6) (7) the letterhead the inside address the date the salutation the body of the letter the complimentary close the signature
optional parts
(1) (2) (3) (4) (5) (6) (7) the references the attention line the subject line the enclosure the carbon copy notation the reference notation the postscript note
1.full blocked style