Unit 1 Business Letter Writing 商业书信撰写
1.The Salutation 称呼
这是写信人对收信人的一种称呼，其位置是在封内地址的下面空两行，目前外贸书信中一般通用的称呼语有：Dear sir , Dear Madam, Dear Sirs,Dear Mesdames, Gentlemen(不能用单数),Dear Mr.xxx
https://www.doczj.com/doc/902062205.html,plimentary Close 结束客套语
结束语是一种客套用语它应与前面的称呼相呼应，后面加逗号。如：
Dear Sir(s): Yours faithfully,or Faithfully yours,
Gentlemen: Truly yours,or Yours truly,
Dear Mr.xx, Yours sincerely or Sincerely yours,
3.Enclosure 附件
如信中有附件时，应在签名下注明Encl.或Enc.如附件不止一件应注明2 Encls or 3 Encls,或详细列明如下：
Encls: 2 Invoices
Enc: 1 Photo
1 Certificate
Unit 2 Establishing Business Relations 建立业务关系
1．说明信息来源（The source of information）
Your company has been kindly introduced to us by…
we learn from… that…
简单介绍自己公司（brief introduction to your own company ）
We wish to introduce ourselves to you as…
Our lines are mainly …
写信目的（The intention of writing the letter）
We are willing to enter into business relations with you.
we are now writing to you for the …
表达合作愿望（Expressing the intention of cooperation and getting early reply）
We look forward to receiving …
Your early reply is appreciated.
2.短语
be introduced to 被介绍给……
fall within the business scope of 属于……的经营范围
enter into (establish, build，open up) business relations with 与……建立业务关系
at an early date 尽早
a general idea/a rough idea 一般的了解，大致概况
Upon /on receipt of 一收到……
Look forward to+n./v-ing 盼望，期待
the Commercial Counsellor’s Office 商务参赞处
avail oneself of 利用
In a position to do sth 能够……
State-owned/State-operated/State-run 国营的，国有的
Specialize in 专业经营，专营
engaged in 从事
Under/By separate cover/post 另寄，另外邮寄
with a view to 为了
3.句子
1)Your letter of the 2nd March expressing the hope of establishing business
connections with us has been received with thanks.
你3月2日希望同我们建立业务关系的信已经收到，谢谢。
2)在收到你方具体询价时，我将立即寄上报价单及样品。
We will send you our quotations and samples immediately on/upon receipt of your specific（concrete）enquiry.
4.信例
Write a reply to ABC co. with the following particulars.
1.Acknowledge the receipt of their letter of June 27;
2.Agree to their proposal of establishing trade relations with you
https://www.doczj.com/doc/902062205.html,modity inspection will be handled by the bureau concerned in Shanghai. Dear sirs,
With reference to（关于）your letter of June 27,we are glad to learn that you wish to enter into trade relations with us, which also meets our interest. To give you a general idea（大概情况） of our products , we are sending you by air a catalog showing various products being handled by this corporation with detailed specification and means of packing. Quotations and
sample will be sent upon receipt of （一收到…就）your specific enquiries. As we have not had the pleasure of doing business with you in the past, we would like to inform you that our goods for export are to be inspected by the Shanghai Commodity Inspection Bureau before shipment, and necessary certificates in regard to（关于） the quality and quantity of the shipment will be provided.
We are looking forward to your early reply.
Yours faithfully
Unit 3 Statuis Enquiry 咨询
1.短语
on the point of 正要……的时候
be obliged to sb 感激
be obliged to do sth 被迫，不得不
Meet One's Obligation 偿清债务
inform sb. of sth. 告知某人某事
pleased be informed that…兹通知
In confidence 私下，秘密地
It goes without saying…不言而喻，不用说
On your part 你方
Up to 直到
Line/business scope 业务（范围）
in line with 符合，与……一致
be in sth./ be dealing in sth. 经营
have placed an order with 向……下订单
comply with 遵从
Turnover 营业额
proceed with 继续进行
2.句子
1)The firm, Anderson & Co., is dealing in pharmaceutical chemicals. They
have wide connections with an annual turnover of US $100,000. We usually grant them credit up to US $30,000 without security and they have never failed to meet their engagement.
安特森公司经营西药化工原料。他们具有广泛的业务关系，年营业额约10万美元。我们通常给予他们3万美元的信贷，而不需任何抵押物品，他们从来没有不履
行承诺。
2)Messrs.William Little & Co. have placed an order with us in an amount
of US $50,000. Since they ask for payment to be made by D/P, instead of L/C at sight as usually accepted by us, we should be glad to know if they have any record of default and if it is safe for us to comply with their request. It is understood that any information you may supply us with will be considered as confidential and without any responsibility on your part.
威廉立德尔公司向我们定购5万美元货物。由于他们要求用D/P付款，而不是用我们通常接受的即期L/C付款，因此我们将乐于知道该公司是否有任何违约记录，我们答应他们的要求是否安全。勿庸说明，你提供给我们的任何信息将被认为是机密的，你方对此不负任何责任。
Unit 4 Enquiries and Replies 询盘及答复
1.写作方式
1)介绍信息来源或提上一封信等。
We know your company through the courtesy of …
We are a company dealing in…
We write to inform you that we are interested in …
We have pleasure in informing you that we…
2)具体的询价（比如要求对方提供什么信息和服务等，这一部分要写得具体、清楚） If you can quote us a firm offer（实盘） for…we shall appreciate it. We will be pleased to have your offer …
Your quotations for the following will be highly appreciated.
3)表达合作愿望
We would like very much to cooperate with you.
Should your price be competitive, we intend to place a large order with you.
We appreciate your cooperation.
2.短语
be keenly interested in 很感兴趣
for our reference 供我们参考
in demand for sth. 需要……
Meet 满足，应付
meet with 遭遇，受到
enquire for sth 询问
enquire of sb. about sth. 询问某人某事
enquire into 调查，探究
Regarding/concerning/about/ with regard to/ in regard to/as regards 关于in response to/ in reply to /in answer to 回复，回答
to the best of one’s ability 尽力
In need of需要
assure sb of sth 使确信,保证
fall due （汇票）到期
Expire (信用证）到期
engage in从事,忙于
Engagement 约定,契约
fulfil l one’s engagement 履行契约
break one’s engagement 毁约
keep one’s engagement 遵守约定
enter into new engagement 达成新契约
meet one’s engagement 履行契约
place regular orders 定期订购
on behalf of 代表，为了…的利益
enclosed please find 附上…请查收
profit margin 盈余，利润幅度
by separate post 另邮寄
financial standing, business capacity and character 资金情况，业务能力和信誉
selling season 旺季
supply from stock 现货供应
quote CIF London 报CIF伦敦价
confirmed ,irrevocable L/C 保兑的，不可撤销的信用证
3.句子
1)We are pleased to inform you that there is a good sale for your drilling
machine model Z-33 and would ask you to send us your best offer. If your price is found competitive, we are confident there are good prospects for business.
我们乐于告诉你们，你们的z－33型钻床销路很好。请寄给我们最低的报盘。如果你们的价格有竞争力，我们确信有良好的业务前景。
2)we have much pleasure in enclosing an enquiry sheet for great wall brand
canned meat, each can containing 250 grams. This enquiry is from a very famous supermarket with branches all over the country. You will notice from the enquiry that their requirement is in large quantity and therefore price is of utmost importance in concluding the transaction.
我们乐于附寄长城牌罐头肉询价单一份，每听重量为250克。这份询价是从一很有名的超市来的，这个超级市场在全国有分支机构，你们会从询价单上注意到他们的需求量很大，因此价格是达成交易最重要的因素。
3)If you are in a position to supply the goods as per（根据） the attached
enquiry at very competitive prices, we trust large orders will be
obtained.
如果你们能够按有竞争性的价格提供所附询价单上的货物，我们相信将获得大的订单。
4)We have received an order from James Sharp & Co. for the supply of 100
metric tons of Newsprints. This company is a very big publisher here and is in constant need of all sorts of printing paper. We are sending you this order and understand that a 5% commission will be allowed as usual.
我们从杰姆夏普公司得到一张定购100公吨新闻纸的订单。这家公司是本地一家
大出版商，经常需要各种印刷纸张。我们寄上该订单，并理解你们将如通常那样给予5％的佣金。
5)据悉你公司能出口最新型的照相机RX－31型，故与你们联系，希望能寄我该相
机目录一份。同时并请告知其最低价，以便我与客户联系。
We have learned that you are in a position to export Cameras of the latest model RX-31.We are therefore writing to you and hope that you will send us a catalogue. In the meantime, please let us know the lowest price so that we can approach our clients.
Unit 5 Offers and Counter-offers 发盘和还盘
1.完整的发盘应包括下列几点：
对询价表示感谢
表明价格，折扣及付款条件的细节
详细说明价格包含的内容(如运费，保费等）
对交货期或装运期的承诺
报价的有效期
表达合作希望
2.实盘(firm offer)有效期的表示：
Subject to your reply reaching us by (before)…以…..前复到有效
Subject to your reply (acceptance ) here within …days 以在……天内复到有效
This offer is firm (open, valid,good) for … days. 此报盘在……天内有效
3.虚盘(non-firm offer)的表示：
Without engagement (obligation) 不受约束
Subject to prior sale 以先买为准
Subject to our final confirmation以我方最后确认为准
4.拒绝接受发盘的信应包括以下几点
对发盘表示感谢
对不能接受表示遗憾
如适当可还盘
提示一起做生意的其他机会
5.短语
enquire for 询价，询问
Stock n. 存货；v. 储存，存货
in stock 有存货
out of stock 缺货
ex stock 有存货,可供现货
Quote v.报价
quote sb. for sth 报给某人某物的价格
make (submit) a quotation for sth. 对某物报价On…basis eg:on CIF Karachi basis net CIF卡拉奇净价quote a price on CIF basis 报CIF价
Commission 佣金
discount 折扣
Subject to 以……为准，以……为条件
win popularity 受欢迎
against 按照，依据
take sth into consideration 考虑到……，把……考虑进去take into consideration sth 当接的宾语很长时
Make shipment in three equal monthly 分三个月每月平均装运
Supply with 提供...
in duplicate 一式两份
in triplicate 一式三份
6.句子
1)May we refer you to S/C No.89 SP-7542 against which we booked with you
1,000 Bicycles of the same brand at the prices about 10% lower than you now quote us.
请贵方参阅89SP-7542号销售确认书，我们曾据此向贵方定购过相同牌号的自行车1000辆，当时的价格要比现在你们的报价低10％左右。
2)Please take into consideration our sincere desire to conclude this first
transaction with you.
我们是真诚希望达成与你方的第一次交易，请考虑到这点。
3)We regret to say that your offer is not in the least encouraging. There
is a big difference between your prices and those of your competitors.
We have been doing business with you for many years and hope that you will quote us your rock-bottom price against our future enquiries; otherwise we can have no alternative but to place our orders elsewhere.
我们抱歉地告知，你方的报盘一点也没有鼓舞性。你的价格与你竞争者的价格有很大的差距。我们同你们公司已进行了多年交易，希望你们对我方今后的询价能报最低的价格；否则，我们别无选择只能向其他地方订货。
4)In compliance with your request, we are now offering you 2,000 dozen Men’s
shirts at US$60 per dozen CIF San Francisco, September shipment. This offer is subject to our final confirmation.
按照你方要求，我们现报上2000打男式衬衫，每打CIF旧金山60美元，9月份装运，该报盘以我方最后确认为准。
5)Referring to your enquiry of the 3rd March for Tiger Brand combination
pliers 6’’, we are enclosing our quotation No. 456 in duplicate. As requested, we are also sending you separately a sample of the same for your use in pushing the sales among your customers.
关于你方6英寸虎牌鳃钳的3月3日询价，我们现附上第456号报价单一式两份。按照你方要求，我们另寄样品一把，供你方在同客户推销时使用。
6)We have received your letter of 2nd March and wish to quote for Elephant
Brand Adjustable Wrenches as follows:
5” at US $6- per doz.
6” at US $7- per doz.
7” at US $8- per doz.
The above prices are on CIF Karachi basis, subject to our final confirmation.
你公司3月2日来信收悉。关于象牌活络扳手今报价如下：
5”每打 US$ 6
6”每打 US$ 7
7”每打 US$ 8
以上价格是成本加保险费加运费到卡拉奇价，并以我方最后确认为准。
7)我们很遗憾不能接受你方的还价。自从我们报价给你们后，我们已按原报价与其
他许多客户成交，故如你方仍有需要，请立即定购。
We regret being unable to accept your counter-offer. Since we quoted you we have concluded business with many clients at the price originally quoted. Therefore, if you are still in need of this item please place your order without delay.
8)你公司4月18 日来函收悉.今报上11/2英寸铁钉20公吨,每公吨500美元成本
加保险费加运费到长崎价.可供现货.其他条款同前.上述报价以你方在5月10前复到有效.
We have received your letter of the 18th April and now wish to offer you 20 metric tons of Iron Nails, 11/2’’at US $500 per metric ton CIF Nagasaki
ex stock, other terms being same as before. The above offer is valid subject to your reply reaching here before the 10th May.
7.信例
Write a letter for a curtain material manufacturer, with a quotation enclosed therein, giving favorable comments on the goods offered and recommending their client’s acceptance.
Dear sirs,
We thank you for your enquiry of 30th November and enclose our quotation for curtain materials.
We have made a good selection of patterns and sent them to you today by post. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value. There is a heavy demand for our goods from house furnishes in various districts and regions, which we are finding it difficult to meet , but provided that we receive your order within the next ten days, we will give priority to it for prompt delivery.
Your early reply will be appreciated.
Yours faithfully
Unit 6 Sales Promotion 促销
1.写作要点
信要短。
在开头一段就得抓住读者的兴趣。
说明产品或服务的益处，并以事实或数据使读者相信。
激发欲望，适当再发”追询信”（follow-up letters）。
2.短语
Outlet 销路，销售途径
compete against / compete with 与...竞争
1975 sales 1975年的销售(金)额
in excess of 超过
3.句子
1)我们的手提式打字机系用轻质硬合金钢制造，故携带方便，经久耐用。
Our portable typewriter is made of light hard alloy, being convenient in carrying and durable in use.
Unit 7 Orders and Their Fulfilment 订单及其执行
1.短语
S/C sales confirmation 销售确认书
open(establish) L/C 开立信用证
Consignment n.货物，委托物，寄售
Consignment note 发货通知书
On consignment 以委托方式（待货物售出后付款给货主）；以寄售方式Consigner / consignor 寄件人，发货人
consignee 收件人，受托付者
Due 票据到期的,期满的
Be due 预定应到的, 预期的
due for sth. 适当的,合适的
due to / because of 因为，由于
due to 欠的,应支付的
force majeure 不可抗力
Under 在……项下
in rotation 按先后顺序
M.V. = motor vessel 船，轮
《外贸英语函电》课程总结 《外贸英语函电》课程是国际贸易专业的必修课程，本课程系统讲述了外贸英语函电中常用文体的基本知识，并详细讲解了外贸业务磋商过程中各个环节往来函电的实例。本人从事该课程的教学三年，现做课程总结。 一、教学目标 通过外贸英语函电的学习，应当让学生达到以下要求：（1）通过阅读和学习介绍外贸交易业务过程中的章节，了解并熟悉外贸进出口业务的关键步骤；（2）重点掌握外贸业务信函的撰写要点，初步做到能再一般情况下写出内容确切、表达得体、符合规范、语句通顺、没有语法错误的信函（由于现代化的信息传送方式如传真的撰写和普通信函相似，故以掌握信函撰写为重点）；（3）了解外贸业务过程中的相关术语，包括交易条件和环境。（4）让学生了解业务信函的趋向，并学习电传、传真、邮件的有关知识及写法 二、教学方法 本课程采用多媒体教学，根据国贸专业学生英语的实际情况，采用不同的方法，提高教学质量，保证教学目标的实现。在教学过程中，我先后采用学生朗读、分组翻译、角色扮演等方法。同时，为了帮助学生复习和巩固所学知识，提高学生们的学习兴趣，定期使用经典欧美歌曲、经典电影片段等影像资料。 三、教学过程 基于“学生为本”的思想和理念，本课程的教学过程设计为：单词句式教学、函电教学、集中练习。单词句式部分，首先，跟读单词和词汇，并让同学们课后进行熟读熟记；其次，课堂听写，检验学生们的记忆情况；最后，结合经典英语歌曲，对重点词句进行强化，同时提高学生们的学习兴趣，营造轻松的学习氛围。在函电教学阶段，采用分组学习与教师重点讲解结合的方法，提高学生学习的自主性。提前布置函电，每组完成朗读、翻译两项任务，然后，对于学生朗读和翻译中存在的问题，进行及时纠正，并对重点用语和词汇进行讲解。集中练习阶段，主要是书写函电和完成课后习题。 四、学情分析 10国贸三个班级，分两班教学，即：10国贸1班和10国贸2、3班。总体上来看，大部分同学都能按照老师的教学方法和过程进行学习，效果也不错。10国贸1班情况好于其他班级，这个班级同学英语基础好，好学上进。国贸2班和3班基本上能按照课堂要求进行，总体还可以，但是部分同学记不住单词和用语，这可能与学习用功程度有关。三个班级同学课后作业都能按时完成，质量可以得到保证。在教学过程中，角色扮演环节，每个班级每组同学都能按照要求进行，用英语进行对话。应该说，教学过程都很顺利，教学目标基本达到。 五、考试分析 上学期，在外贸英语函电课程考试中，10国贸1班通过率87.5%，10国贸2班76%，10国贸3班的通过率率是66%。总体来看，外贸英语函电教学达到了教学目标的要求，国
外贸函电常用句式 1.Your enquiry is having our immediate attention and we hope to make you an acceptable offer in a few days.我们正在研究你方的询盘几天便可以给你合适的报盘 2.We thank you for your enquiry of July 6 and are sending you, under separate cover, a specimen of ….together with our price list 感谢你方关于7月6号的询盘现另寄上…的样品及价格回单。 3.Thank you for your recent enquiry ,we have a large quantity of …..in stock, and are pleased to offer them as follows.感谢你方最近的询盘，我们有大量的….的库存，欣为报盘如下。 4.With reference to your letter of ….,enquiring for …,we enclose our quotation No….for your consideration and trust you will find our prices accepted .关于你方…来函询购…..，兹附上第…..号的报价单供你方考虑，我们相信你们会认为我们的价格是可以接受的。 5.This offer is subject to the goods being unsold on receipt of your reply 6.本报盘以你方复到时货尚未售出的有效 7.Our best offer is given below subject to our final confirmation 8.现报最低价如下须经由我方的最后确认为有效 9.We must stress that this offer is for two days only because of the heavy demand for the limited supplies of this ….in stock.我们必须强调此报价在两天内有效，因为该…..的需求量极大但库存有限 10.This offer must be withdraw if not accepted within three days 此盘三天内不接 受就做撤销论 11.This offer is open for three days only此盘有效期仅三天 12.This offer expires on august 20 ,your immediate reply by cable will be appreciated. 13.该盘在8月20号失效请即回电 14.We wish to state that our quotations are subject to alternation without notice and to our confirmation at the time of placing your order 我们的报盘可以随时变动
Warm-up exercises Warm-up exercises One 1.我们无意催促你们作出决定，为你方利益着想，建议你们尽快利用此次报盘We have no intention of urging you to make the decision, thinking about for the interests of you, advise you to utilize this offer as soon as possible 2.将我们的报价与其他公司比较后，相信你们会赞同我们所提供的商品价廉物美。 After comparing our quotation with other companies, it is believed that it is good and cheap that you will agree to the goods that we offer. 3.我方欣然接受你们A103号订单订购1，000件“英雄”牌男式衬衣，请按合同规定的条款开立以我方受益人的即期信用证。 We accept your order No. A103 and order 1,000 " hero " brand shirts in men's style joyfully, the clause that please stipulate according to the contract is opened with our beneficiary's sight letter of credit. 4.依照随函附上的详细情况，我们向贵公司订购中国面料。请注意，货物必须与样品完全相符。如果第一份试购单令人满意，我们将继续大量订购。According with the details enclosed, we purchase the Chinese surface fabric from your company. Please note, the goods must be in full conformity with the samples. If the first trial order is satisfactory, we will continue ordering in a large amount. 5.抱歉，不能接受你们的还盘，因我衬衣的报价与当前市场价格相符。 I am sorry, can't accept your counter offer, because the quotation of my shirt is in conformity with market price at present. Warm-up exercises TWO 1.要求定购我们产品的人越来越多。The demand for our products has kept rising. 2.这些报价比其他任何地方都要低得多。 They are still lower than the quotations you can get elsewhere. 3.我想了解一下贵国的投资环境。 I"d like to know some information about the current investment environment in your country. 4.我们相信双方都有一个光明的前景。We are sure both of us have a brighter future. 5.我们的对外贸易政策一向是以平等互利、互通有无为基础的。 Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods. Warm-up exercises 3 我认为你推销时不会有任何困难。I don"t think you"ll have any difficulty in pushing sales. 一般你们报盘的有效期是多长？How long will your offer hold good?
外贸函电心得体会 篇一：函电学习心得体会 心得体会 一个学期的函电学习很快就结束了，在这短短的一学期时间里我觉得学到了很多。在学习前英语就不是很好，不知道该如何组织和使用各种优美、恰当的英文词句来很好地完成一篇英文信函，信函中的一些语言明明是我们在生活中常常接触到的，但是就是不知道怎样把它们翻译成比较恰当或优美的英文，我觉得在信函中应用一些比较优美很恰当的句子是很重要的，如果是初次建立关系会给别人一个比较好的第一印象，会让对方觉得你专业、有内涵，也让对方更加相相信你方的实力。 在学习中遇到了不少问题，首先是对课本知识掌握得不够，在写信函的过程中很难写出一个比较好的句子，所以只好参照课本的句式和一些比较好的专业词句。其次，因为所有的信函都是用英文写的，跟以前的英语学习有很大的不同，所以一开始速度有点慢，感觉很难写出来一篇完整的规范的信函。这次学习对我们的英文水平也是一个很大的考验，如果英文水平比较高的话，写信函的时候就会觉得比较容易。这次学习也是对外贸专业知识的掌握情况的一个检验。外贸信函跟我们平时写的中文信件之间是有差别的，中文信件只
有一种布局，而外贸信件有多种布局比如有缩行式、齐头式等等，写信件的时候要特别注意不要把各种信件布局混淆。还有要注意组织好信函的句式，选择比较好的词句，尽量使对方在阅读你的信件时能感到愉悦，给对方留个好印象。同时要明确指出你方来函的目的，要把关键内容表述清楚。 在这一学期的时间里，我掌握了更多书写英文信函的技巧，学到很多适合运用到外贸信函中的英文词句以及一些外贸专业术语。我明白了要写出一篇好的外贸函电，需要多方面的积累，比如外贸专业知识的掌握程度、英语水平的高低、语言组织能力的高低等等。所以还有很多知识、技能等着我去学习。 篇二：外贸函电实训心得体会 外贸函电实训心得 随着我国市场经济体制的逐步完善和对外开放的不断扩大，我国经济将完全融入世界经 济体系之中。而教育水平的高低与经济的发展密切相关。作为我国高等教育的全新组成部分， 职业教育应确立怎样的培养目标来适应时代要求，已成为人们普遍关心的问题。高等职业教 育的培养目标，主要强调能力的培养和技术的应用，他要求我们的教育能够不断造就基本功
一、外贸函电的写作要领：completeness（完整）、concreteness（具体）、clarity（清楚）、 conciseness（简洁）、courtesy（礼貌）、consideration（体谅）以及correctness（正确）。 二、信息可以分为四大类：肯定信息（positive message）、中性信息（neutral message）、 否定信息（negative message，也称负面信息）和说服信息（persuasive message）. 三、布局可以分为平铺直叙法（Direct Plan or Approach）和曲折迂回法（Indirect Plan or Indirect Approach）。 四、书信的组成部分 （必备部分）（可选部分） 1.信头（The Heading） 8、事由( The Subject Heading Or Caption) 2.日期（Date Line） 9、经办人（Attention line） 3.封内地址（The Inside Address） 10、附件（The Enclosure）简写Encl. or Enc. 4.称呼（The Salutation） 11、抄送（Carbon Copy）简写C.C. 5.信的正文（The Body of the Letter） 12、再启（The Postscript）简写P.S. 6.结束语（The Complimentary Close） 7.签名（The Signature） 五、打信格式 1.缩行式：封内地址和其需要分行的地址的后一行，都比前一行缩进两格或三格；信的正 文，每一段的开始一行都缩进若干格（一般与称呼末一字母取齐）。 2.平头式：需要分段的地方，及每段的开始一行都与前一行取齐，一律不缩行。平头式各 段之间要用double space以示分段。 3.混合式：封内地址和称呼采用平头式（从左边的空白边缘打起），其他部分采用缩行式， 两种格式的混合采用所以称之为混合式。 八、撰写询函的理由通常包括： （1）获取信息（如价格和技术数据） （2）获得印刷品（如商品目录本、说明书、公司介绍等） （3）索取样品 （4）取得帮助（如得到特别允许，帮助或建议等）
Unit 1 Business Letter Writing 商业书信撰写 1.The Salutation 称呼 这是写信人对收信人的一种称呼，其位置是在封内地址的下面空两行，目前外贸书信中一般通用的称呼语有：Dear sir , Dear Madam, Dear Sirs,Dear Mesdames, Gentlemen(不能用单数),Dear Mr.xxx https://www.doczj.com/doc/902062205.html,plimentary Close 结束客套语 结束语是一种客套用语它应与前面的称呼相呼应，后面加逗号。如： Dear Sir(s): Yours faithfully,or Faithfully yours, Gentlemen: Truly yours,or Yours truly, Dear Mr.xx, Yours sincerely or Sincerely yours, 3.Enclosure 附件 如信中有附件时，应在签名下注明Encl.或Enc.如附件不止一件应注明2 Encls or 3 Encls,或详细列明如下： Encls: 2 Invoices Enc: 1 Photo 1 Certificate 4.
5. 6. Unit 2 Establishing Business Relations 建立业务关系1．说明信息来源（The source of information） Your company has been kindly introduced to us by… we learn from…that… 简单介绍自己公司（brief introduction to your own company ） We wish to introduce ourselves to you as… Our lines are mainly …
●We thank you for your letter of May 5th, confirming your purchase from us for 5000 tons of Green Beans. ●We have the pleasure of acknowledging your letter of Oct . 6. ●Our Products enjoy great popularity in world market. ●We own your name to the First Commercial Bank at your end, through whom we understand that you are well experienced in the export of engineering equipment with service. ●We are anxious to expand the overseas markets. ●Please do your utmost to expedite the covering L/C, so that we may execute the order smoothly. ●We hope the goods will turn out to your entire satisfaction. ●We regret that the goods you enquired about are not available. ●Our company engages in the import and export of Art and Crafts. ●Will you please tell the quantity you require so as to enable us to sort out the offers? ●We would like to know what you can offer as well as / together with your sales conditions. ●How long does it usually take you to make delivery ? ●If any items is of interest to you, please let us know. ●Will you please tell us the earliest possible date you can make shipment? ●If your prices and qualities are satisfactory, we will place a considerable order on you.
1.your enquiry is having our immediate attention and we hope to make you an acceptable offer in a few days.我们正在研究你方的询盘几天便可以给你合适的报盘 2.we thank you for your enquiry of July 6 and are sending you, under separate cover, a specimen of ….together with our price list 感谢你方关于7月6号的询盘现另寄上…的样品及价格回单。 3.thank you for your recent enquiry ,we have a large quantity of …..in stock, and are pleased to offer them as follows.感谢你方最近的询盘，我们有大量的….的库存，欣为报盘如下。 4.with reference to your letter of ….,enquiring for …,we enclose our quotation No….for your consideration and trust you will find our prices accepted .关于你方…来函询购…..，兹附上第…..号的报价单供你方考虑，我们相信你们会认为我们的价格是可以接受的。 5.this offer is subject to the goods being unsold on receipt of your reply 6.本报盘以你方复到时货尚未售出的有效 7.our best offer is given below subject to our final confirmation 8.现报最低价如下须经由我方的最后确认为有效 9.we must stress that this offer is for two days only because of the heavy demand for the limited supplies of this ….in stock.我们必须强调此报价在两天内有效，因为该…..的需求量极大但库存有限 10.this offer must be withdraw if not accepted within three days 此盘三天内不接受就做撤销 论 11.this offer is open for three days only此盘有效期仅三天 12.this offer expires on august 20 ,your immediate reply by cable will be appreciated. 13.该盘在8月20号失效请即回电 14.we wish to state that our quotations are subject to alternation without notice and to our confirmation at the time of placing your order 我们的报盘可以随时变动不先通知，你方的订货须以我方的确认为有效 15.please select the items in which you are interested and let us have your enquiry or order promptly请选择你所感兴趣的品种，并请从速询盘下单 16.in case you are not interested ,we shall thank you if you will pass on this information to those who are engaged in this trade 如你不感兴趣的请转给从事此业的商号不胜感激 17.we regret to say that the goods required by you ,we are unavailable for the time being , for
外贸函电实训心得 随着我国市场经济体制的逐步完善和对外开放的不断扩大，我国经济将完全融入世界经济体系之中。而教育水平的高低与经济的发展密切相关。作为我国高等教育的全新组成部分，职业教育应确立怎样的培养目标来适应时代要求，已成为人们普遍关心的问题。高等职业教育的培养目标，主要强调能力的培养和技术的应用，他要求我们的教育能够不断造就基本功扎实、操作能力强、又具有较高知识、技能的复合型、实用型人才。 在我国加入世界贸易组织和全球化进一步发展的新形势下，对于我们商务英语专业的学生们来说，或对于作为未来从事外贸业务的我们来说，掌握与外贸函电相关的知识也显得越来越重要了。这次学校给了我们一个很好的实训的锻炼机会，就是在学期的第一周，我们开展了函电实训的课程让我们进行一学期有关外贸函电的操作。而由于前一学期我们学习了关于函电的理论课，所以在接触实训时一些专业术语不会乱了阵脚。 一个学期的国际贸易实训已经结束了，静下心来回想这次实训真是感受颇深。课程教学内容以国际贸易流程为主线构建，涵盖建立业务关系、询价、报盘、还盘、订货、支付、包装、装运、保险、索赔等磋商环节，强调学生的翻译技能、商务谈判技能、动手操作技能、专业知识及计算机操作技术在外贸函电中的恰当运用。为期一学期的外贸英语实训，每天的课程够安排的非常充实，无论是老师还是学生都是按部就班，老师的细心，耐心，专心指导，同学们表现出来的对知识的渴望和积极汲取，师生配合得相当默契，课堂气氛也相当融洽。我们知道实训是大学教育中一个极为重要的实践性环节，通过实训，可以使我们在实践中接触与本专业相关的一些实际工作，培养和锻炼我们综合运用所学的基础理论、基本技能和专业知识，去独立分析和解决实际问题的能力，把理论和实践结合起来，提高实践动手能力，为我们毕业后走上工作岗位打下一定的基础。 在实训的过程中,我对外贸函电的一些基本的知识有了更深刻的了解,通过实训,我对合同单证以及交易操作等基本的业务从开始的一知半解到现在能够应用到实训中。我也学会了贸易磋商信函的书写，学会了如何与客户交流并促成交易。同时，我认识到平时努力学习理论知识是很有必要的,并且也学会了如何将理论知识运用到实际操作中，这增加了我对这门学科的兴趣。我深刻感觉到了自己对国际贸易知识的了解还是太少了,以后要抓住机会多学习一些相关知识。这一学期的实训,虽然时间很短，但是这期间我还是学到了很多东西。当自己真正把课堂上的所学运用到实际业务中去的时候,会把平时听课过程中遇到的疑点和问题逐个消除，那种感觉是难以形容的。在此我感谢老师不厌其烦为我们解答每一个疑难问题,感谢老师对我们每一位学生的热心帮助。老师在这次实训中起到了指导者的作用,让我们实实在在的学到了很多知识,更有些他自己的心得和亲身经验的传授是让我受益终身。所以在这次实训中,我不论是从个人能力上还是业务知识上都有了很大的提高,操作能力也大大提升了。 此次的实训里我们涉及到很多知识，例如知道出口商是最为重要的角色，出口货物的流程主要包括：报价、订货、付款方式、备货、包装、通关手续、装船、 运输保险、提单、结汇。而这个过程是很一个很难掌握的技能其中涉及到了很多环节，其次，出口商所要填写的单据是最多的，所以无论是操作的熟练程度还是预算能力或是对各个环节中所需单据的熟悉程度等都有些困难。但是几次下来，我们都不会那么生疏，而且是熟练了很多，总体在提高，而且也可以用各种专业的术语去完成这些过程。另外在准备、磋商、签约、履约、善后几个流程的准备阶段，及时了解市场行情，并同工厂和进口商建立广泛而牢固的业务关系是非常重要的。掌握国内外市场行情，根据信息确定目标，同工厂建立业务关系，为备货做准备，这都是一名国际贸易者所必备的素质。磋商阶段，根据成本、税的情况准确计算成本和报价，是至关重要的，通过询盘、发盘、还盘、接受四个环节，就交易条件达成一致，更是体现我们业务能力的地方。在交易过程中市场是变化的，作为出口商需不断核算成本、费用和利润，才能获取最佳交易条件和价格。通过填写商业发票等单据使
一、英译中 1.specialize in 专营，专门从事 2.upon receipt of 一俟收到....即刻.... 3.be in the market for 需要 4.acquaint sb with with 使某人熟悉某物 5.the commercial counselor's office 商务参赞处 6.Under separate cover 另封邮寄 7.On the basis of equality and mutual benefit 在平等互利的基础上 8.art and craft goods 手工艺品 9.supply from stock 现货供应 10.We enjoy an excellent reputation in this field and we supply best quality products. 我们在这一领域享有很高的信誉，并能提供优质产品。 11.As you are in the line of cotton price goods,we are writing to enquire whether you are willing to enter into business relations with us. 由于贵方经营棉纺织类产品，我方特写信询问贵方是否愿与我方建立业务关系。 12.In reply to your letter dated March 28.We enclose our latest illustrated catalogue for your reference. 兹复你方3月28日信函，我们附上最新的带有插图的目录单，供你方参考。 13.We have been importers of cotton piece goods for many years. Now we are interested in extending our range and would appreciate your quotations. 我们从事棉纺织类产品进口多年，现有意扩大我们的业务范围，如能收到贵方报价将不甚感谢。 14.As some of our products will be exported it is important that our suppliers should be competitive in price and extremely reliable. 因为我们的部分产品将出口，所以我们供应商在价格上有竞争力并且非常可靠是很重要的。 一、英译中 1.offer and offeree 发盘人和受盘人 2.make sb a firm offer for sth 向某人发出某物的实盘 3.the minimum quantity for order 起订量 4.the market is firm 市场是稳定的 5.It's regretful that we can not entertain your counter offer. 非常遗憾，我们不能接受贵方的还盘 6.We confirm having cabled you a firm offer for the following goods,subject to your reply reaching us by September 20.
竭诚为您提供优质文档/双击可除外贸函电感谢信常用语句 篇一：外贸英语函电经典语句 外贸英语函电范文 20XX年10月11日星期一 外贸英语达到何种等级能够做外贸？ 一般很多外企都会要求过ceT4或者ceT6，当然最好是过了英语专业八级，也就是Tem8了。但是在实际工作中，企业最看重的还是于人沟通的能力，说英语的能力，也就是口语。口语不仅仅包括日常口语的交流，还有专门的外贸口语，讨价还价，报价，争取客户。 如何学好外贸英语？ 在学校学习外贸英语，可以这样： 1，重视外贸口语，有条件的话最好是交个外国朋友，这样能在一定程度上提高你的与外国人交流的能力2，学校开的外贸函电课程还有相关书籍，实用性不是很大，但是还是要多看看，学到一些基本的方法和相关术语3，多去外贸论坛，如Fob上海外贸论坛学习
5，借鉴别人的方法，同时形成自己独特的方法 如果英语基础不好从事外贸，可以这样： 1,没必要专门全职去学习英语，学习英语不在于你每天可以花多少时间学习，而在于你能坚持多久 2，在工作的过程中，留心地道的外贸英语的用法，记 下来，找机会多用3，如果你想学的话，在自学的基础上也 一定要有一个朋友或者老师给你指导，这样可以少走很多弯路。 4，在跟外国客户交流的过程中，要多学习别人的正确 表达方式，尽量多用地道的表达方式，而不要满足于能交流就可以 5，会说英语不代表会教英语，有外国朋友一起交流是 很好的，但是最好还是能跟专业的老师系统的学习外贸英语。 外贸函电解析： 函电(1) 今天的题目是:self-introduction 例文如下: Dearsirs, weoweyournameandaddresstothecommercialcounselor’sofficeoftheswedishembassyinbeijingwhohaveinformedu sthatyouareinthemarketforTextiles.
外贸函电常用词汇重点 GE GROUP system office room 【GEIHUA16H-GEIHUA GEIHUA8Q8-
外贸函电常用词汇 学习交流，开拓视野，资源共享， --实惠网外贸论坛热情欢迎外贸各行各业的朋友 第一期:General Terms 1. establishing business relation-建立业务关系 2. inquiry-询盘 3. offer-报盘 4. counter offer-还盘 5. quantity-数量 6. packing-包装 7. time of shipment-装运期 8. price-价格 9. discount-折扣 10. terms of payment-支付条款
11. insurance-保险 12. commodity[k'mditi] inspection-商品检验 13. acceptance-接受 14. signing a contract-签订合同 15. claim [kleim]：索赔 16. agency ['eid?nsi]：代理 17. commission [k'min]：佣金 18. exclusive[iks'klu:siv] (独有的,独占的,专用的) sales: 包销 19. joint [d?int] venture-合资企业 20. compensation[,kmpen'sein] trade-补偿贸易 21. processing and assembling trade-加工装配贸易 22. the terms of international trade-国际贸易术语 第二期:Establishing business relation 建立业务关系 1. recommendation [,rekmen'dein]：推荐、介绍
外贸函电非常有用的英语句子 1)We have (take) pleasure in informing you that...... 兹欣告你方...... 2)We have the pleasure of informing you that...... 兹欣告你方..... 3)We are pleased (glad) to inform you that...... 兹欣告你方...... 4)Further to our letter of yesterday, we now have (the) pleasure in informing you that...... 续谈我方昨日函, 现告你方...... 5)We confirm telegrams/fax messages recently exchanged between us and are pleased to say that...... 我方确认近来双方往来电报/传真,并欣告...... 6)We confirm cables exchanged as per copies (cable confirmation) herewith attached. 我方确认往来电报,参见所附文本. 7)We learn from Messrs......that you are interested and well experienced in .....business, and would like to establish business relationship with us. 我方从...公司获悉,你方对...业务感兴趣且颇有经验,意欲与我方建立业务关系. 8)Although no communication has been exchanged between us for a long time, we trust that you are doing well in business.
外贸函电句子翻译（中→英） 1.兹介绍，本公司是一家人造珠宝（imitation jewelry）的出口公司，在这一行已有多年经验。 2.你们上周写给总部（the headquarter）的信已转交给我们公司，因该产品属我们经营。 3.我们可供出口的轻工产品（light industrial products）种类繁多。 4.很高兴收到你方内附插图目录的来信。 5.我们盼望收到你们对于我们产品的具体要求。 6.我们是一家信誉良好的私人公司（private company），非常希望与你们建立贸易关系。 7.经理简单地给我介绍了一下Johnson公司的情况，他们有可能成为我们的客户。 8.为了让你们对表格中的产品有个大体了解，特随附小册子及最新的价格单各一份。 9.当出口值超过进口值，被称为贸易顺差。 10.我们的产品质量（quality）上乘，价格优惠。 11.贵公司已由中国国际贸易促进委员会推荐给我们。 12.供过于求时，价格就会走低。 13.经当地商会推荐，特致函贵方，希望建立贸易关系。 14.从你方寄来的最新目录中，我们注意到你们能大量供应玉米。 15.寄来的茶杯样品上，都装饰有卡通人物（cartoon figures）。 16.目前可供出口的商品在目录中都有插图说明。 17.一俟收到你方答复，即航寄样品及小册子。 18.请注意目录中第Ａ-228和Ａ-315两种货，目前供应短缺。 19.为避免耽误时间，请将信直接寄给我们在新泽西（New Jersey）的分公司。 20.我们等待着你们的样品。 21. 如能在规定的时间内履行订单，不胜感激。 22. 请随时告诉我们你处花生市场的变化情况。 23. 我们向你方保证，所有关于该公司资信情况的资料都将严格保密，并且你们不承担任何责任。 1 24. 这家咖啡零售商举出贵方名字作为资信征询人。 25. 有位东南亚的客户（customer）正与我们联系购买冰箱（refrigerator）一事。 26. 兹收到你方２９日来信，要我们调查该公司背景。 27. 兹通知你方，该公司主营农产品进出口，资信情况良好。 28. 客户来信询问订单执行情况。 29. 如能将我们的产品推荐给这家北美的进口商，非常感激。 30. 该公司资信情况不明，建议与其交易时采取谨慎态度。 31.我方已接到你方８月１日对我方奥林巴斯数码照相机（Olympus digital cameras）的询价单。 32. 你方所需的１０００台冰箱目前都有现货可供。 33. 我们备货充足，现寄上所需各花色型样。 34. 感谢贵方１０月１日对我方Philips吸尘器（vacuum cleaner）的询盘，现附寄一套在产产品的插图目录本。
A)Supply the missing words Dear Sirs, We acknowledge receipt of your letter of August 12, and are very pleased to hear that you are importers of textiles. As requested, we enclose our latest catalog and a price list giving details for your reference. Under separate cover, we send you by airmail a range of samples. As you will find, our goods are excellent in quality an d reasonablein price. We look forward t o receiving your orders soon 1、若产品质量好，价格与我方市场相符，我们将向你方定一大笔货。 If your quality is good and the price is in line with the market at our end, we shall place a large order with you. 2、目前，我们对各种葡萄酒（Wines)感兴趣，如果能通过航空邮寄最近的价目表，我们将非常感激。、 At present, we are keenly interested in all kinds of Wines and shall be glad if you will kindly send us your latest price list by airmail. 3、请按照我方询价单报最低价并说明最早交货期。 Please quote as requested in our enquiry sheet your best prices and state the earliest delivery date. 1.我方能提供各种尺寸、颜色、样式的自行车现货。 Bicycles in all sizes, colours and designs are available from stock. 2.我们看过贵方在《海外杂志》上的广告，请惠寄贵方的价目单和详细的交易条件。 We have seen your advertisement in the Overseas Journal and would be glad to have price list and details of your terms. 3.随函附寄我方尼龙袜的样品，请查收。如贵方可供货5000打，请向我方报最优惠的CIF 香港价。 Enclosed please find samples of our Nylon Socks. If you are able to supply us with 5000 dozen, we would be pleased to have you quote a favorable price CIF Hong Kong. 1近来我们的电子邮件往来促成这笔交易的达成?(exchange，result in，conclusion of transaction) The recent exchange of E-mails between us resulted in the conclusion of the transaction. 2试订50台，以开发市场。如果令人满意，随后将大量订购?（tap th market) In order to tap the market, we will order 50 sets as a trial. If it is satisfactory, large orders will follow. 3我们将要装运货物,装船后我们会通知你方船名和开航日期?(advise) We'll make shipment, after shipment we'll advise you of the name of the vessel, and the date of sailing 我们同意以每吨500美元的价格达成交易?(conclude) We agreed to conclude the transaction at the price of USD 500 per ton. 5）按照合同要求,我们将在9月10日前装运货物 As requested in the contract, we are going to ship the goods before September 10.