外贸函电-Unit 07 销售促销
外贸函电课件_7_推销
四、重点词汇
charge v. 收费 charge sb (some money) (for something) The airport charged him $100 for overweight. 机场向他收取100元超重费。 n. 费用 free of charge 免费 The delivery is free of charge. 免费送货 n. 掌管 take charge of something 控制某样东西 put sb in charge of something 让某人负责某事
by prep. 以…幅度变动 He broke last year’s world record by 2.4 seconds. 他将去年的世界纪录提高了2.4秒。 The company raised its dividend by 10%. 公司提高股息10％。 The water level has been raised by 1.1 metres. 水位提高了1.1米。
直译“无法 无法 无天的投 机”。
或者说 … and we do not ask a sky-high / exorbitant price.
6. 这是我们目前能够供应的最大数量。 This is the maximum quantity we can supply at present. 7.如果你们不能全额供货，请至少给我们一 半。 还可以用in full / in
第四部分 给予优惠，提示对方尽快购买 Why wait？Come and buy right now since a special discount of 15% will only be offered for a month. Don't delay！Those who order by October 5 will receive a special Christmas present free.
(完整word版)外贸函电Unit7-9
Unit 7A contract is a legally binding agreement between two or more parties which starts with an offer from one person but which does not become a contract until the other party signifies an unequivocal willingness to accept the terms of that offer.Order is a commercial document used to request someone to supply something in return for payment and providing specifications and quantities. Order letters create one half of a contract。
A good letter ordering an item or service should be accurate and complete。
1。
你公司2000年9月20日来函内附一千台缝纫机订单一纸已收到。
兹附寄第346号销售确认书一式二份，请签回一份以便存档。
We have received your letter of September 20，2000 together with an order for 1,000 Sewing Machines. Enclose is our Sales Confirmation No。
346 in duplicate, one copy of which please sign and return to us for our file。
2。
我已接受你方85号订单订购货号1002号印花布十万码。
外贸函电unit 7
两份，请查收。)
2021/6/16
6
Part Two
Steps / Contents
4. Expressing your expectation and hope.
2021/6/16
Typical Expressions
Please prepare the sales contract in both English and Chinese versions. (请准备中英两种文字版本的销售合 同。)
We confirm having purchased from you …on the following terms and condition. (我们确认已按下列条件 向你方购买……。)
We are pleased to accept your offer and confirm this order with the following particulars: …(我们很高兴接受 你们的报盘并对订单确认如下：……)
Part One
2. The main contents of an acceptance/confirmation letter
(1) Thank the senders for their offers, counter-offers or acceptance. (2) Declare that you accept the offer or confirm the acceptance from the senders.
(3) We now confirm our acceptance of your offer of USD 3.50 per set CIF Guangzhou.
(4) We are pleased to confirm your order No. BTS-001of 16th April for cotton shirts and welcome you as one of our customers.
国际商务函电第七章Unit07 Counter-offers
Unit Seven Counter-offers (还盘)
New Words & Expressions
7. out of line 不合理的，不相符的 Should your price be found out of line, they may turn to others for their requirements. 如果你方的价格不合理，他们也许会向别人购 买。 out of line with 与…不相符，与…脱节 What you asked is quite out of line with the present market here. 你方的要求与此地的现行市场行情不符。
Unit Seven Counter-offers (还盘)
Introduction
Definition of a counter-offer:
还盘，又称还价，是受盘人对发盘内容不完全同 意而提出修改或变更的表示。 在还盘时，对双方已经同意的条件一般毋需重复 列出。 进行还盘时，可用“还盘”术语。
Unit Seven Counter-offers (还盘)
New Words & Expressions
8. acknowledge v.t. 承认；告知收到(信件、礼物 等) We acknowledge the receipt of your letter of October 1. 我方收到了你方10月1日的来信。 It is universally acknowledged that the quality of our products is of first-grade. 大家一致公认我方产品的质量是一流的。
Unit Seven Counter-offers (还盘)
外贸英语函电第七章
We make you the following offer, subject to your reply reaching here within 3 days (by 5 p.m. March 21 our time). 我方作出如下报盘，以贵方3日内复到为有效（我方时间3月 21日下午5时前）
判断下面函电是虚盘还是实盘：
Dear Sirs, Re: Hog Casings We are in receipt of your letter dated June 6 and very pleased to be told that there are extremely brisk demands for captioned goods in Tokyo. In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Commodity: Salted Hog Casings Specification (cm.): 28/30 30/32 32/34 34/36 36/38 38/up Quantity (Barrel): 1 2 7 10 10 20 Price: US$__________CIF% Tokyo Shipment: September/October, 1997 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. Certificate: certificate of quality to be issued by the China Commodity Inspection Bureau, certificate of origin to be issued by the China Council for the Promotion of International Trade. We trust the above will be acceptable to you and await with keen interest your trial order.
英语函电Unit+Seven
Brief Introduction
3. Letter of Credit ( L/C ) A letter of credit is a written undertaking, given at the request of the buyer, by the buyer's bank(the issuing bank)to pay a seller(the beneficiary)，usually through an advising or negotiating bank in the beneficiary„s country， provided the terms and conditions of the credit are complied with and documents called for by the credit are presented within the time limit specified.
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Samples of Letter
valid until November 15. The shipping documents, which may be used against negotiation, are as follows: Bills of Lading, Commercial Invoice and Packing List in triplicate. The conditions of shipment of 300 sets of medical equipment are as per S/C No. 145 Transshipment is prohibited and partial shipments are permitted. We enclose the application form for the L/C and would be very pleased if you can open the L/C as soon as possible.
外贸函电实务Unit 7
§Writing Guide
remittance
mail transfer
telegraphic transfer
demand draft
Modes of payment in international trade
documents against payment
The Practice of Business Correspondences
2. time consuming adj. 耗费时间的，旷日持久的
•This is a difficult and time-consuming process 这是一个困难而又费时的过程
•This piece of work is rather time-consuming. 这项工作很费时。 •It's just very time-consuming to get such a large quantity of data. 获取如此大量的数据非常费时。
The Practice of Business Correspondences
§Task 1
Asking for Payment by D/P
业务背景：加拿大卡特公司收到的浙江伊琳有限公司 的第一批户外烤炉后，经过试销，在市场上的反应很 好，于是卡特公司决定续订。但是为了节省时间和费 用，希望伊琳公司同意用即期付款交单方式付款。请 以吉米· 卡特的名义给王凌写一封请求采用付款交单方 式付款的信函。 信函要点：（1）很高兴对方可以现货供应所需产品； （2）说明用即期付款交单付款理由； （3）请求同意用即期付款交单方式付款。
10. Today we have informed our bank to send you all the amount by T/T, upon receipt of which please reply. 11. There are several discrepancies between the clauses of the L/C and the terms of the contract. 12. Please delete this clause, for it doesn't comply with the terms of our contract.
Unit+7外贸函电
Letter-7(2) (Sales promotion )
We are pleased to send you with this letter a copy of our current pricelist for canned mushroom in different variety and flavors. Our canned mushroom has a strong appeal for customers and is universally acknowledged. We are confident that a trial order would convince you that, at the quoted prices, the goods we are offering are of superior quality and excellent value for money.
最近，在广交会食品土畜展厅的食品罐头引起了参 展商的极大兴趣。美味的蘑菇罐头吸引了无数的询盘和 订单。
Our canned mushroom is preferred for the following: Good taste Special flavor catering for customers’ need Nutritious Great variety and with nutritional value Prices Superb quality with prices much lower than those from other sources
我们4月23号寄给您的关于地毯的报价和样品，相信您 对报价和样品的质量、款式已经仔细研究过了。遗憾 的是，我们至今没有收到您的订单。
Unit seven 外贸函电
Acknowledge a first order
“First orders”, that is orders from new customers, should most certainly be acknowledged by letter.(用信函确认） A reply to a first order should cover the following particulars: 1. you are much honored 2. The quality of your products and your service are assured 3. you also handle other similar products of the same high quality as the goods ordered 4. you hope to establish long-term business relations with him on the basis of equality and mutual benefit
E-mail 2
A letter to place an order + Order Form 1. To state the willingness to order 2. to indicate other conditions and terms 3. the Order Form a. name and address b. order No. and date c. quantity d. descriptions of goods e. article No. f. unit prices g. mode of packing h. date of shipment i. terms of payment
外贸函电课件unit_7-8_sales_contract精选PPT文档
preamble
• Contract No. CD123 • Date: December 30, 2002 • Signed at: Guangzhou • Seller: China National Import & Export Corporation
1. weight: gram, ounce (oz ), metric ton (m / t)
E.G.: 100M/T with 2% more or less in amount/
in quantity/ both allowed at the seller’s
option 2. piece: pc, set, E.G.: 6,000 sets
quality clle, standard ,brand, origin, grade, specification, description
• Example
1.by sample---quality same as the sample (color sample )
• Once entered into, a contract is binding upon and enforceable by law.
• Any party who fails to fulfill his obligations must make compensation for the other party’s losses an import & export contract is made between the seller and buyer from different country
外贸函电09.09全 Lecture 10 Contract (Unit 7)
填制合同练习： 填制合同练习：
卖方： 卖方：北京轻工业进出口公司 买方： 买方：纽约贸易公司 商品名称： 商品名称：永久牌自行车 规格： 规格：MB28 型 数量： 数量：1000辆 辆 总值： 总值：70 000 美元 单价： 纽约每辆70美元 单价：CIF纽约每辆 美元 纽约每辆 包装： 包装：木箱装 装运期： 日前自中国港口至纽约， 装运期：2005年12月31日前自中国港口至纽约，允许分批装 年 月 日前自中国港口至纽约 运和装船
Lecture 10 Contract
Objectives: After this section you will:
Sales Confirmation. 2. be able to translate and make a Sales Contract.
1. be able to translate and make a
Attachment 1 Sales Confirmation
销售确认书 编号：168 参见：订单编号 卖方：BCD有限公司 卖方： 有限公司 买方：ABC有限公司 买方： 有限公司 兹经买卖双方同意由卖方出售给买方下列货物，并按如 兹经买卖双方同意由卖方出售给买方下列货物， 下条款签订本合同： 下条款签订本合同： 品名：海尔空调 品名： 规格：HRAP 35 GW 规格： 数量：2，000台 数量： ， 台 单价：每台US$300 CIF大阪，日本 单价：每台US$300 CIF大阪 大阪， 总额：US$600，000 总额：US$600， 支付：凭不可撤销的、保兑的信用证 支付：凭不可撤销的、 装运：收到相关信用证后 天内安排装运 装运：收到相关信用证后15天内安排装运 唛头：由卖方决定 唛头： 装运港：中国港口 装运港： 目的港：大阪，日本 目的港：大阪， 保险：由卖方办理 保险： 签约于地点 签约于地点——— 时间 时间———
国际商务函电：Chapter 7(可修改).ppt
The writer should: acknowledge receipt of the order and also repeat the main points of the order lest any
misunderstanding may occur. give a response to the order received such
Please send us your Sales Confirmation in triplicate. Your cooperation will be highly appreciated.
If it has to be declined, an adequate explanation is necessary in the reply to the buyer. This kind of matter should be handled with great care so as not to cause any harm to future business.
(2) Accuracy and clarity must be ensured.
(3) Describing the goods to be ordered, because the order letter functions as a real contract.
.
4
4. Reply to an Order Letter (1)
Quantity
Pattern No.
Prices (net)
300 yards
66
32p per yard150 yards源自7237p per yard
300 yards
《世纪商务英语——外贸函电》参考书7
Unit 7 Order and Contract第七章订单与合同Part Three Other Commonly Used Expressions and SentencesTypical Sentences1. We have now seen the samples and are prepared to order 50000 pieces as a trial. (我们现已看过样品，并预备试订5万件。
)2．We are pleased to find that your material appears to be of fine quality. As a trial, we are delighted to send you a small order for 2500 dozen rubber shoes. (我们很高兴发现贵方用料品质优良。
现寄去2500打胶鞋的小额订单以作试购。
)3．With reference to the goods you ordered, we have decided to accept your order at the same price as that of last year. (关于贵方订购的货物，我们决定按去年价格接受贵方订单。
) 4．We have pleasure in informing you that we have accepted your order No. 234. (我们很高兴地告知已接受贵方第234号订单。
)5．As the goods you ordered are now in stock, we will ship them without fail as early as possible. (因为贵方所订货物尚有库存，本公司将一定尽快发货。
)6. Unfortunately, your order for goods model No. 84 is now out of stock, but we recommend No.85 as a substitute which is very close to your choice in quality though slightly higher in price. (很抱歉，贵方所订购的84型产品目前已无存货，故推荐85型产品。
外贸英语函电课件 unit seven
3
Letter 3. Seller’s Counter-Counter Offer (卖方反 还盘) 见P97 Letter 4. Seller’s Counter-Counter Offer (卖方反 还盘) 见P97
2018年6月10日
外贸英语函电
4
Letter 5. The Buyer’s Counter-Offer and Request of the Reduction of the Price (买方还盘 要求减价) 见P98
Letter 6. The Seller’s Counter-Counter-Offer and Consultation to the Price with the Buyer (卖 方与买方进一步磋商价格) 见P98-95
Unit Seven
Counter-Offers and Counter-Counter Offers 还盘与反还盘
2018年6月10日
外贸英语函电
1
Brief Introduction（业务简介）
在收到实盘或虚盘之后，受盘人不会不假思索地、 无条件地接受，除非这一报盘相当合理，或者对 于他来说十分满意。 通常，受盘人往往对报盘及市场情况进行仔细分 析与研究，表明对某些内容，如价格、包装、装 运等不同意，建议发盘人修改报盘中的某些条款， 并且向发盘人陈述自己的条款，我们称这一过程 为还盘。 一笔买卖的最终达成，经常经过一系列的还盘与 反还盘。
2018年6月10日 外贸英语函电 2
Specimen Letters（信函样例）
Letter 1. Buyer’s Counter-Offer (买方还盘) 见P96
Letter 2. Buyer’s Counter-Offer (买方还盘) 见P96-97
外贸英语函电销售促销
外贸英语函电销售促销Unit 7 Sales PromotionUnit7Sales Promotion销售促销7.1 Introduction（简介）目的：掌握如何撰写一封有效的促销信函。
必须具有以下四个特征：吸引注意（Attention），激发兴趣（Interest），产生购买欲望（Desire）和导致购买行动（Action）。
促销信函应以诱人的开头来吸引对方的注意力，然后，通过介绍产品或服务的特征（Feature）、优势（Advantage）和利益（Benefit）来引起对方的兴趣和欲望，并最终导致对方采取购买行为。
一般说来，在撰写促销信函时，应注意以下问题：（1）促销信函不可冗长，应以简短为上，否则会给人以负担。
）在介绍产品或服务的特征优势和利益时语言要清楚（2）在介绍产品或服务的特征、优势和利益时，语言要清楚、简洁，态度要诚恳，切勿使用夸大的言辞，避免给人以不实的感觉。
（3）促销信函的口吻要有亲切感，多使用敬称。
（4）要使对方明了能从你所推荐的产品或服务中受益。
（5）促销信函不仅在外观上要吸引人，而且信函一开头就要能引起读者的兴趣。
7.2 Writing Skills （写作技巧）促销信函的写作步骤及常见表达方式：写作步骤表达方式t b d f （1）介绍所促销的产品，使对方了解to be made of…（由……制成）to be moderate in price, superior in quality,excellent in craftsmanship, and novel in designs…（价格公道，质量上乘，工艺精湛，设计新颖……）to be beautiful in pattern, elegant in style, 并对该产品产生兴趣matching in colors and skillful inworkmanship…（式样优美，款式典雅，色泽和谐，做工考究……）to be famous for…（以……著名）to be well-know for…（以……闻名）to sell well/fast…（销路很好）to meet with warm rec eption…（很受欢迎）to have/find/command a good/ready market/sale…（畅销）to be popular with customers…（受到顾客欢迎）（2）进行商品比较，to compare favorably with…（优于）to be 形容词比较级than…（比……要……）a comparison will convince … of …（比较会体现本产品的优势，进一步激发对方的兴趣使人相信……）to make a comparison o f …. in respect to …（作有关……的比较）（3）给予对方定的to give … the first chance…（给予……优先）对方一定的优惠条件，诱发对方的购买欲望to offer/ allow/ give/ grant … a… discount…（给……折扣）（to advise you to avail yourselves of …in your own interest…（建议你方……为了自己的利益）to deem it to one’s advantage to do …4）表述对方可以从中获益，引起对方最终的购买行为g（认为……对……很有利）to advise … to work fast…（劝……尽早做决定）to be acceptable toto be acceptable to …（可以为……接受）7.3 Specimen Letters（样函）Letter 1：Product promotionDear Mr. Jones,As you may know, considerable interest was shown in our new product following its recent introduction into overseas markets. We believe you may be interested in personally evaluating its outstanding qualities, and have taken the liberty of forwarding under separate air shipment directly to liberty of forwarding under separate air shipment directly to your attention.Customers who have ordered this highly innovative machine on a trial basis have praised its unique features, especially its completely automated operation, and have placed repeated orders.By integrating this revolutionary new machine into yourB i t ti thi l ti hi i tmanufacturing system we feel sure your productionvolume can be substantially increased.We are looking forward to your reply.y y y,Very truly yours,Robin Williams7.4 Focal Words（焦点词汇）chargev. 收费，索要，把……记帐，使承担，指控，使充满He is charged 5 dollars for mending a pair of shoes.The new appointed manager is charged with heavy responsibility.n. 费用，掌管，责任，指控，负荷p gSamples will be sent free of charge.The manager assumes full charge of the business.chargeable: adj. 可以控诉的，应付费的，应由某人负责的These expenses are chargeable on him.concernv. 涉及，使关心This negotiation is concerned with the payment terms. The businessman is concerned for the discount.n. 利害关系，关心It is a matter of utmost concern.He has shown his concern for the quality. concerned: adj. 有关的，关切的All parties concerned should attend the meeting.All parties concerned should attend the meetingconcerning: prep. 关于Please inform me concerning this matter.drawv. 抽出，汲取，开立（票据），草拟Samples are drawn from the bales at random.The water is drawn from the well.We are going to draw the L/C within this week.We are going to draw the L/C within this weekThey will draw a document next week.n. 抽签，有吸引力的事物，平局This business is a great draw.The game ended in a draw.drawee: n. 受票人，汇票付款人drawer: n. 抽屉，开票人，汇票发票人payv. 支付，有利How much do you pay for it?It will pay to do that business.n. 工资，薪金equal pay for equal workpayment: n. 支付，付款Both sides have agreed on the payment terms.payable: adj. 可付的，应付的bl dj可付的应付的payer: n. 付款人payee: n. 收款人stipulatev. 规定，订定It is stipulated that the payment should be made within a month.thWe regret to find that the goods are not packed as stipulated.stipulation: n. 规定，条款，项目The transaction is settled down with the stipulation of direct The transaction is settled down with the stipulation of direct shipment.7.5 Useful Sentences（实用语句）1. Our goods are moderate in price, about 10% lower thanour competitors’.2. Our products have been enjoying fast sales in Europe.3. Being moderate in price, excellent in craftsmanship,and unique in design, our products are very popular y gwith the young.4. The quality and prices of our products comparefavorably with those you are now using.5. We are giving you the first chance in view of yourprevious substantial orders, but we should appreciatea prompt reply.6. We give you this special discount for the order with6We give you this special discount for the order with the view of developing the business relations between us.7. To encourage you to place orders with us, we wouldallow for a 3% special discount for any order received at the end of September.t th d f S t b8. As this product is now in great demand, we wouldrecommend you to accept this offer as soon aspossible.9. We deem it to your advantage to avail yourselves ofour offer.10. We believe that the above terms are acceptable to 10Wb li h h b bl you and await your final order with keen interest.11. In view of the huge demand of this product, weshould advise you to work fast and place an order with us as soon as possible.。
英语外贸函电
Unit 2 Establishing Business Relations 建立业务关系1、On the recommendation of···由···推荐2、Establish business relations coincides with ones/enter into business relations with sb.与···建立业务关系3、Catalogue and pricelist 目录和价格表4、Enclose（v.）把···封上；随函附寄enclosure ( n.)附件；装入物eg: Enclosed please findour Sales Confirmation in duplicate.随函附上我方售货确认书一式两份，请查收。
5、我们得悉贵公司名称，特此致函希望与贵方建立贸易关系。
（establish relations with）We have come to know the name of your corporation and are pleased to write to you in the hope of establishing business relations with you.6、本公司是专营出口中国工艺品的公司。
（specialize in）We specialize in the export of Chinese arts and crafts.7、贵方如能合作，我方不胜感激。
（appreciate）It will be appreciated if you can give us your cooperation.8、随函附上我方价目表两份。
（enclose）Enclosed are two copies of our price list.9、我公司欲扩大和中国的商务联系。
外贸函电Unit7
外贸函电Unit7Unit 7●Key Words & Expressions●accept acceptance confirmation of order sales contract purchase contractsales confirmation purchase confirmation sign signature counter-signature execution of a contract●Key Words & Expressions⊙Identifying the reference of your lette`r●We are in receipt of your letter of February 15, and are pleased to confirm havingaccepted you offer.●We are pleased to have booked your Order No.1234 for Jeans.●Key Words & Expressions●⊙Confirming / accepting offers (orders)●After long and friendly discussion now we have concluded the transaction of 3000 m/tsof walnut meat.●We have pleasure in confirming your order of April 20 for 500 dozen of T-shirts.Enclosed you will our S/C No.007 in duplicate, of which please countersign and return one copy for our file.●We agree to accept your offer of Oct.10.●We are pleased to place an order with you as the terms and conditions mentioned inyour firm offer.●Key Words & Expressions⊙.Ending● a. We appreciate your cooperation and hope that this transaction will pave the wayfor future dealings between us.● b. We trust this order will be the first of a series of deals between us.● c. We hope you will find our goods satisfactory and that we may have the pleasure ofreceiving your further orders.● d. If this initial order is executed satisfactorily, we shall be able to place repeat orderssoon.Letter 1●Dear Sirs,●Re: Silk Blouses●We have received your offer of February 24 and regret that our counteroffer wasrefused.●As we are in urgent need of the goods and anxious to conclude the business with you.We have made our every effort to persuade our client to accept your offer ￡45.00 per piece. Fortunately, our customer haschanged his mind and approached us again with an order for 3,000 dozen of the above goods on your terms ●We are very pleased to have been able to finalize this initial business with you afterprotracted exchange of correspondence, and look forward to having your sales contract.Upon receipt of it, we will open the relative L/C without delay.⼀项有效的接受⼀般具备以下条件：受盘⼈对⼀项实盘的完全接受发盘所规定的受盘⼈表⽰才有效受盘⼈在发盘的有效期内或合理的时间内表⽰接受才有效应由受盘⼈采⽤声明或做出其他⾏为的⽅式表⽰，并且这种表⽰传达给发盘⼈才开始有效Useful ExpressionsWe accept your firm offer.We have accepted your firm offer.We are accepting your offer.We accept your offer subject to December Shipment.1. turn down == refuse2. conclude v.== 达成conclude a deal of sth. with sb.很⾼兴经过长时间的磋商，我们终于达成了这笔5，000打衬衫的交易。
《外贸英语函电》Unit 7-订单和执行订单
2. Reply to Orders
3)to be unable (not in a position) to accept one’s order 无法接受某人订单
We regret that we are unable (are not in a position) to accept your order because the goods you ordered are momentarily out of stock.
订单
Useful Phrases
to hold up an order 暂停执行订单 to cancel/withdraw an order 取消订单 to decline an order 谢绝订单 cannot commit oneself to new orders 无力承接新
订单
be heavily loaded with orders 已承接过量订单
1. Placing Orders
6)to place one’s order elsewhere
谢谢贵方自行车报价，但遗憾的是，贵方价格 对此市场来说过高，我们不得不向别处订购。
Thank you for your quotation for bicycle, but we regret that we have to place our order elsewhere as your prices are too high for this market.
fresh order 新订单 initial (fresh) order 首次订单 outstanding order 未完成订单 repeat order 重复订单 to accept/book/close an order 接受订单 to carry out/execute/fill/fulfill an order 执行
新编外经贸英语函电与谈判课件Unit07市公开课金奖市赛课一等奖课件
1 Introduction
• chartering shipping(租船运送，又称租船，是 海洋运送一个方式，是指租船人向船东租赁船 舶用于货品运送一个方式。租船运送适合用于 大宗货品运送，相关航线和港口、运送货品种 类以及航行时间等，都按照承租人要求，由船 舶所有些人确认。租船人与出租人之间权利义 务以双方签署租船协议拟定。)．The content of the letter of shipment includes the following items：time of shipment，port of shipment，port of destination，shipping advice，partial shipments and transshipment， shipping documents, etc.
• 我们相信能在下月底前将货品装运给你们。 • 10. The goods ordered are all in stock and we
assure you that the first steamer will make the shipment available in November. • 贵公司订购货品我方都有现货，可确保在十一月份将货 品装上第 一艘汽轮。 • 11. Please see to it that the goods are shipped per PEACE sailing on or about October 15th. • 请确保货品由十月十五日左右启航“和平轮”装运。 • 12. Shipment by the middle of October will be too late for us. • 十月中旬交货太晚了。
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2 Basic Expressions
外贸函电培训第七单元
10
pieces of the goods as per the attached
sample.
请把下列货su物bs从titu第te5f7o9r 号代订替单上删去，并 用10件按照所附样品的货物代替。
8.We cabled you this morning to cancel our order No.649 sent you last week and now wish to confirm our fax as follows:
4.we are glad to inform you that it was shipped per M.DVu.eBteon:N预e期vi，s t预ha计t sailed from here on 17th September and is due to arrive in London on 25th October.
in monthly lots of 500 piencoetse:注意 每月500件
4.Please note that the goods are required to reach us regularly, in monthly lots of 500 pieces, commencing next month.
Letter 2
Concerning:关于
…concerning the delayed delivery of the goods under the above sales confirmation
Under: 在……项下
apologize V.道歉
apologize to sb. for sth:为某事向某人道歉 The United states has apologized to China for the accident. apology：n.道歉
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一般说来，在撰写促销信函时，应注意以下问题：
（1）促销信函不可冗长，应以简短为上，否则会给人以 负担。 （2）在介绍产品或服务的特征、优势和利益时，语言要 清楚、简洁，态度要诚恳，切勿使用夸大的言辞，避免 给人以不实的感觉。 （3）促销信函的口吻要有亲切感，多使用敬称。 （4）要使对方明了能从你所推荐的产品或服务中受益。 （5）促销信函不仅在外观上要吸引人，而且信函一开头 就要能引起读者的兴趣。
（4）
表述对方 可以从中 获益，引 起对方最 终的购买
行为
to deem it to one’s advantage to do … （认为……对……很有利）
to advise … to work fast…（劝……尽早做决定）
to be acceptable to …（可以为……接受）
7.3 Specimen Letters（样函的写作步骤及常见表达方式：
写作步骤
表达方式
to be made of…（由……制成）
（1） to be moderate in price, superior in quality, excellent in 介绍所促 craftsmanship, and novel in designs…（价格公道，质 销的产品，量上乘，工艺精湛，设计新颖……） 使对方了 解并对该 to be beautiful in pattern, elegant in style, matching in 产品产生 colors and skillful in workmanship…（式样优美，款
Yours sincerely, Helen Chang
Letter 6：A reply to Letter 5
Dear Miss Chang, Referring to your mail, we regret to have to disappoint you. We just gave an order of ladies dress and don’t expect further orders for at least six months. We trust that you would be kind enough to understand our difficulty and excuse us.
We deem it to your advantage to push the sales8 of our products in your market. We are prepared to9 give you a 10% quantity discount10 if your order exceeds 10,000 pieces. We are sure that you will find a ready sale11 of our products.
Yours faithfully, Rob Lee
Letter 5：Recommending products
Dear Sir or Madam: One will certainly feel pleased with ladies’ dresses that are beautiful in pattern, elegant in style and reasonable in prices. These are just the characteristics of our ladies’ dresses for export. The range of our ladies’ dresses is extensive. They are all made of selected fabrics and deliberately designed, cut, stitched and trimmed15. A catalogue has been enclosed. Please let us have your specific enquiry enabling us to dispatch samples and make quotations16.
Customers who have ordered this highly innovative machine on a trial basis3 have praised its unique features, especially its completely automated operation, and have placed repeated orders4.
Nevertheless, we are still looking forward to your offer after six months.
Yours sincerely, Cyrille Guiilot
Letter 7：Product promotion
Dear Mr. James, Great interest was aroused17 at the recent Arts & Crafts product exhibition in Beijing by the largest carpet manufacture in China. Numerous enquiries and orders have also come for the beautiful hand-woven carpets. The carpets are preferred for the following: Appearance18: elegant designs with different sizes cater for19 the customer’s needs. Prices: superb quality with prices much lower than20 those from other sources21. Comfort: carpets are made from wool and silk, so they are giving the feeling of natural warmth and comfort.
FOREIGN BUSINESS CORRESPONDENCE
Unit 7 Sales Promotion 销售促销
7.1 Introduction（简介）
目的：掌握如何撰写一封有效的促销信函。
必须具有以下四个特征：吸引注意（Attention），激发兴 趣（Interest），产生购买欲望（Desire）和导致购买行动 （Action）。促销信函应以诱人的开头来吸引对方的注意 力，然后，通过介绍产品或服务的特征（Feature）、优势 （Advantage）和利益（Benefit）来引起对方的兴趣和欲 望，并最终导致对方采取购买行为。
兴趣 式典雅，色泽和谐，做工考究……）
to be famous for…（以……著名）
to be well-know for…（以……闻名）
to sell well/fast…（销路很好）
to meet with warm reception…（很受欢迎）
to have/find/command a good/ready market/sale…（畅销） to be popular with customers…（受到顾客欢 迎）
Very truly yours,
Robin Williams
Letter 2：A reply to Letter 1
Dear Mr. Williams, We are delighted to receive your letter of introducing your new product and the sample. We are very interested in the machine feature, such as the ease of operating and production efficiency. We are pleased to place a trial order with you. We expect to place further and large orders with you in the near future. Enclosed please find the detailed requirements. Kindly confirm acceptance of our order by return.
to compare favorably with…（优于）
（2）
进行商品比 to be 形容词比较级 than…（比……要……）
较，体现本
产品的优势， a comparison will convince … of …（比较会使人 进一步激发 相信……）
对方的兴趣
to make a comparison of …. in respect to …（作有 关……的比较）
Yours sincerely, Rob Jones
Letter 3：Offering a discount
Dear Sir or Madam, We are glad to have your letter of inquiry forwarded to us by the Chamber of Commerce. We wish to inform you that we are the largest manufacturing of cigarette lighters in China with a history of over 30 years. Our products are well-known for their superior quality and prompt shipment. The quality and prices compare favorably6 with those of other makes7.