[教學目的]了解書寫建立貿(mào)易往來關系函電的意義

1、第二講 Establish business relations &replying letters 四課時教學目的:了解書寫建立貿(mào)易往來關系函電的意義,通過例文去了解此類函電的主要內(nèi)容.總結出一些可套用的句式,并加以練習使自己能寫出此類函電.教學方法: 講授,練習教學重點: 函件的寫法和內(nèi)容,函件的講解,學生的多多練習教學難點: 例文中所出現(xiàn)的一些外貿(mào)術語教學內(nèi)容:1 建立貿(mào)易往來函件的一般寫法和內(nèi)容 15MIN2 例文講解 (書 LESSON 3- LESSON 9) 85MIN3 總結出來可套用句式 20MIN4 練習講解 40MIN課后作業(yè):1翻譯教案后所附的常用套句2.les

2、son ex.1,2,3; lesson 6 ex 1,2,3; lesson 7ex.1; lesson 8 ex 1,2,3; lesson 9 ex.1,23 Write a letter to a foreign company for establishing business relations covering the following contents:1) The source of your information2) Your intention3) Your business scope4) The reference as to your firms financi

3、al standing5) Your expectation1. 引言 （為什么要建立貿(mào)易往來關系）In international trade, the importer is usually in one country and the exporter in another. They are separated sometimes by thousands of miles. Establishing business relations is the first step in a transaction in foreign trade. 如果你畢業(yè)后發(fā)到一家剛剛開始做外貿(mào)的公司,

4、這時你的第一項任務很可能就是為公司找客戶,然后發(fā)函過去以期對方能對你的公司,你的產(chǎn)品感興趣,進而建立雙方的貿(mào)易往來關系。你也可能幸運的進入一家大的外貿(mào)公司，但公司總是想不斷的擴展其業(yè)務的，公司除了努力做到守住老客戶之外，要做的就是努力的去尋找新客戶，建立貿(mào)易往來關系。2 How the importer and exporter get to know each other:1) Internet 專門的門戶網(wǎng)站 （陸風的例子）2) Exhibition 中國出口商品交易會，又稱廣交會，創(chuàng)辦于1957年春季，每年春秋兩季在廣州舉辦，迄今已有四十余年歷史，是中國目前歷史最長、層次最高、規(guī)模最大、

5、商品種類最全、到會客商最多、成交效果最好的綜合性國際貿(mào)易盛會。廣交會由48個交易團組成，有數(shù)千家資信良好、實力雄厚的外貿(mào)公司、生產(chǎn)企業(yè)、科研院所、外商投資/獨資企業(yè)、私營企業(yè)參展。廣交會貿(mào)易方式靈活多樣，除傳統(tǒng)的看樣成交外，還舉辦網(wǎng)上交易會。廣交會以出口貿(mào)易為主，也做進口生意，還可以開展多種形式的經(jīng)濟技術合作與交流，以及商檢、保險、運輸、廣告、咨詢等業(yè)務活動。來自世界各地的客商云集廣州，互通商情，增進友誼。3) Media (Newspaper, TV, magazines)4) Friends5) Chamber of commerce an organization of business

6、men. One of its task is to get business info and to find new business opportunity to its members. In western countries, there is a chamber of commerce in almost every town or city. 按產(chǎn)品分：中國紡織品進出品商會，中國機電產(chǎn)品進出品商會。按地區(qū)來分：無錫商會，南昌市工商聯(lián)，江蘇商會6） commercial counselors office (experience at Finland embassy)7) Ban

7、ks are always ready to supply the names and address. 3 One typical letter to EBR include:1) the source of information We have been informed by. On the recommendation of2) Your intention3) The business scope of your firm and also its branch and liaison office4) The reference as to your firms financia

8、l position 5) If the writer intends to buy for import, he may make request for samples, pricelist, booklet, catalogue etc.6) To close the letter, the writer usually express his expectation and looking for early reply注： 以上內(nèi)容不必死記硬背，因為并非所有的建立業(yè)務關系的信函都必須這樣寫，我們在寫作為還是因從實際的角度出發(fā)4 LESSON3 講解a)文章講解1) introduce

9、 oneself as 介紹自己為2) of =in relation to (sth)3) 第一段話也可以改為 We write to introduce ourselves as leading exporter of Electric goods from United kingdom4) 用We 而不用 I5) Attach 隨函附上 attachment 附件attach a document to a letter 將文件附在信中6) a list of products 產(chǎn)品目錄7) We are regularly exporting 作為 a list of products

10、 的定語We attach a list of products which we are regularl exporting. 經(jīng)常出口的產(chǎn)品目錄8） will be of interest to you 是你們所感興趣的 of+抽象名詞=該抽象名詞的形容詞 You are really a girl of humor. You are humorous girl.We trust that you will interest some of these items.8) We would be interested in doing sth 禮貌的請求和邀請9) Against whic

11、h: against = in return to 作為回復 Which 指代的是your inquiries10) Sterling English currency GBPUSD,SEK,JPY,CAD,AUD,EUR,GBP,DKK,NOK11) Quotation : What was today's market quotation on cotton?報價,常與動詞make, send ,give連用,后跟介詞forCan you make me a quotation for 500 pieces Yongjiu bicycles?Please make us your

12、lowest quotation for Mens shirts.Your quotation of Mens shirt is too high to be acceptable12) FOB U.K port free on board 英國港，船舷交貨價 什么是FOB會在以后的課程中給出詳細的解釋13) Terms of payment to be arranged-terms of payment are to be arranged14) Should, by chance, your corporation not deal with the import of Electric

13、goods, If your corporation should not deal with the import of Electric goodsShould 用于IF 和IN CASE后,表示某事不太可能會發(fā)生.15) by chance = by accident, accidentallyb)總結結構c)總結以后可以借用的句子5 LESSON 4 講解1) In terms of =as regards sth. 以的觀點, 就.來說In terms of an investment, it is a great deal.2) Considerable = great, sign

14、ificant 3) Raw material 原材料4) AS = SINCE, BECAUSE 原因狀語從句一般由because, since, as, for引導?注意as,because,since和for的區(qū)別:如果原因是構成句子的最主要部分,一般用because。because引導的從句一般不放在句子的開頭。例如:I missed the train because I got up late.注:對于以why開頭的問句,一般只能用because引導的從句來回答。如果原因已為人們所知,或不如句子的其余部分重要,就用as或since、since比as稍微正式一些。as和since引導

15、的從句一般放在句子的開頭。例如:As he was not well, I decided to go there without him.Since this method doesn't work, let's try another.for表示所說的理由是一種補充說明,因此,for引導的從句可以放在括號里,而且for引導的從句一般不放在句子的開頭。例如I decided to stop and have lunch, for I was feeling quite hungry.5) Have more than double 增長了一倍多 (增長超過兩倍) =gone

16、twiceTwofold threefold fourfold fivefold6) Due to= because of, accidents due to driving at high speed.The stock price of this company fall again, partly due to the unsatisfied financial report issued recently.7) General industry 整體的工業(yè) a general meeting 全體的大會8) Afield 遠處的get far afield from one's

17、 subject 離題太遠9) Competitively priced 具有競爭價格的 (adv+v)Export price, import price, buying price, selling price, domestic price, international market price, prevailing price/ruling price/current price, wholesale price, retail price, unit price, favorable price, best price, lowest price, reasonable price

18、, attractive price, reasonable price, competitive price, workable prie, unworkable price, cheap price, rock-bottom price, cost price10) upon receipt of. Upon: on, as soon as 一收到.就.樣Goods will be delivered upon receipt of your payment6 LESSON 6講解1) Prospective buyer = potential buyer, prospective cli

19、ent 預期的買家2) Falls within the scope of our business activities直譯 :落入了我們的經(jīng)營活動之內(nèi) 意譯: 屬于我們的經(jīng)營范圍(笑話.我到先,好好學習天天向上說明為什么很多時候不能直譯)textile belong to our business lineline: a kind of business or job We have been for many years in the chemical line.3) To = In order to 為了4) A general idea= 概況 與 detailed informat

20、ion , full detail ,(下文中的specific)相對應5) Enclose =attach6) Brochure 小冊子,常包括產(chǎn)品信息7) Sample book 通過畫圖解釋8) Favorable reply = good news 7 LESSON 7 講解1) Understandbe aware from information received2) wholesaler: -shopkeeper3) business line 商業(yè)領域4) having5) be interested in doing sth 對做某事感興趣6) of all types 各種

21、型號的7) Desk-top portable computer 8) Latest catalog 最新目錄 the latest news, the latest fashion, the latest thing9) On CIF Callao basis : on.basis以.為基礎的報價 CIF (cost, insurance and freight)在國際貿(mào)易環(huán)境中，國際商會（ICC）所制定的國際貿(mào)易條規(guī)（Incoterms，也就是 International Commercial Terms 的縮寫），乃是國際貿(mào)易業(yè)者間最重要的遊戲規(guī)則。而Incoterms在經(jīng)ICC 推廣多

22、年後，現(xiàn)已普遍為國際航運界、銀行界、保險界所接受，並已正式加入UCP 500及聯(lián)合國複合式聯(lián)運國際規(guī)則等條例內(nèi)，並為各國司法機關所接受，因此我們在交易條件中便以Incoterms為主要介紹題材。工廠交貨條件指當在賣方營業(yè)處所或其他指定地 （即工場、工廠、倉庫等）將尚未辦理輸出通關手續(xù)且尚未 裝上任何收貨運送工具的貨物交由買方處置時，即屬賣方交 貨。 船上交貨條件指當貨物在指定裝運港越過船舷時， 即屬賣方交貨。即自該時點起買方須負擔貨物滅失或毀損的 一切費用及風險。船上交貨條件，要求賣方辦理貨物輸 出通關手續(xù)。本條件只能使用於海運或內(nèi)陸水路運送。若當 事人不願以越過船舷交付貨物，則應使用貨交運送

23、人 （FCA）條件。 運費在內(nèi)條件指當貨物在裝運港越過船舷時，即屬 賣方交貨。賣方必須支付將貨物運至指定目的港所需費用及運費， 但交貨後貨物滅失或毀損的風險及所發(fā)生事故而生任何額外 費用，則由賣方移轉(zhuǎn)予買方運保費在內(nèi)條件指當貨物在裝運港越過船舷時，即 屬賣方交貨。 賣方必須支付將貨物運至指定目的港所需費用及運費， 但交貨後貨物滅失或毀損的風險及所發(fā)生事故而生任何額外 費用，則由賣方移轉(zhuǎn)予買方。然而，依運保費在內(nèi)條 件，賣方亦須就買方所負貨物在運送中滅失或毀損的風險， 購買海上保險。 國際貿(mào)易術語>>2000年國際貿(mào)易術語解釋通則中文版2000年國際貿(mào)易術語解釋通則中文版 (1999

24、年7月國際商會第六次修訂，2000年1月1日生效)組別術語縮寫術語英文名稱術語中文名稱E組發(fā)貨EXWEX works工廠交貨（指定地點）F組主要運費未付FCAFree Carrier交至承運人（指定地點）FASFree Along Side船邊交貨（指定裝運港） FOBFree On Board船上交貨（指定裝運港） C組主要運費已付CFRCost and Freight成本加運費（指定目的港）CIFCost,Insurance and Freight成本、保險加運費付至（指定目的港）CPTCarriage Paid to運費付至（指定目的港）CIPCarriage and lnsurance

25、 Paid to運費、保險費付至（指定目的地）D組貨到DAFDelivered at Frontier邊境交貨（指定地點）DESDelivered EX Ship目的港船上交貨（指定目的港）DEQDelivered EX Quay目的港碼頭交貨（指定目的港）DDUDelivered Duty Unpaid未完稅交貨（指定目的地）DDPDelivered Duty Paid完稅后交貨（指定目10) financial standing: 財政狀況commercial standing商業(yè)信用: business standing,營業(yè)狀況11) refer sb to sth:介紹某人去某處查詢

26、, 這句的前面的FOR 可以用AS TO ,regarding, about , in connection wit替代8 LESSON 8 講解因為與練習6的例文極為相似,故略9 LESSON 9 講解1) for your information:供你方了解2) prompt delivery , prompt reply, 3) deal in 買賣,經(jīng)營 buy and sell This company deals in electronic products more: handle, trade in.4) substantial scale = considerable, gr

27、eat, significant.5) furnish sb with sth 向某人提供某物 furnish, vt furnish the market information, furnish a library with books6) a full range of 一整套的7) assorted 多樣混合的 文章中為各種色彩的8) The terms and conditions 條件條款, 兩者經(jīng)常放在一起用Terms of payment 付款條件學習方法:1, 學習信例對同一業(yè)務環(huán)節(jié)的信函要多看,體會評議風格和寫作技巧2, 歸納常用語對常用詞匯,短評語進行歸納,分門別類,收集

28、時與平時的語言進行比較a) Wed like to buy your Ximong Brand Mens shirtWe are interested in buying.b) We now tell you the goods are ready for shipment.We are pleased to inform you that3, 練習掌握<<外貿(mào)函電>>是一門模仿性,實踐性,操作性都很強的課程,不經(jīng)過練習是難以加深認識,鞏固所學知識的.Re: Establishing business relationship1) Acknowledgement of

29、receiving the letterThank you very much for your letter of December 8.We have just received your letter of July 5th, contents of which have had our careful attention.2) State your intention -à positive, agree -à negative, disagreeWe appreciate your god intention, which happens to be our mu

30、tual desire.We regret to inform you that we have quitted form this particular line of business since 1990.3) Provide more information if needed4) Polite closing ( looking for early reply)Your early reply will be highly appreciated.Lesson 8 (B) 講解1) coincide with: 與.相符 Your desire to establish direct

31、 business relations with us coincides with ours. my idea coincide with his2) So as to: in order to3) Acquaint sb with: inform sb of sth, tell sb sth 將某事告訴某人 Let me acquaint you with my family. 請讓你認識一下我的家人 Please acquaint us with your plans.請告訴我們你的計劃4) quote vt. Quote favorable price5) inclusive of:

32、包括在內(nèi)exclusive of 除.This offer (price) is inclusive of your 2% commission.This offer (price) includes your 2% commission6) commission n 委托, 代辦(權), 代理(權), 傭金commission sale 委托代理commission agent 代理商,傭金商commission broker 掮客,經(jīng)紀人7) The earliest date of shipment Shipment: n. 裝船Port of shipment 裝運港 port of

33、deliveryShipment advise 裝船通知Goods awaiting shipment 待裝船貨物8) delivery date 交貨期 date of delivery, time of delivery, date of shipment, time of shipment 9) place an order 下定單 名詞order 后與動詞make, send , place 聯(lián)用,表示訂購某項貨物,后接介詞FOR, OR ON ,OF, FOR 使用的最普遍If your price is in line, we will send you an order for

34、5000 sets. Order v.t If you allow us 10% discount, we will order 10000 dozens.Lesson 9 (B) 講解1) be glad to do sth. 很高興做某事 = 前面頻繁看到的 be pleased to do sth.2) respective: All men have their respective duties. 各自的,分別的3) subject to: conditional upon sth, provided 在的前提下,在.條件下The offer is subject ot our fi

35、nal confirmationSubject to your shipment in May, we will order 5000 tons. We will send you an order for 5000 metric tons, provided that you can ship in May.4) an irrevocable and confirmed letter of Credit 不可撤銷,保兌信用證, 這個知識點將在支付那一章節(jié)時詳述5) Corresponding: the same6) Compel sb. to do sth. 強迫某人做某事7) Forthw

36、ith: adv 立刻,不猶豫的=at once, immediately8) Initial order: 初次定單Establishing Business RelationshipUseful expressionOn the recommendation of Messrs. Harevey co., we have learned with pleasure the name of your firm.We owe your name and address to Guangdong Chambers of Commerce.At the recommendation of the

37、Chamber of Commerce in your city, we are writing to you to know if you are interested in importing Taiwan stationery.Your firm was recommended to us by the Australian Consulate here as a large exporter of Dairy products and we are interested in handling these articles in our market.We are indebted t

38、o one of our business friends for your name and address.We have been informed by the Bank of Canada, that you are one of the leading exporters of textiles in Shanghai.We write to introduce ourselves as exporter of Bitter Apricot Kernels having many years experience in this particular line of busines

39、s.We take the opportunity to introduce ourselves as .WE have been engaged in exporting for .years and are closely connected with large manufactures in our country.We are exporters of long-standing and high reputation, engaged in exportation of following articles.Our competitive prices, experience, e

40、fficiency, and reliability have won confidence and goodwill among our many clients all over the world.We are a state-operated corporation, handling the export of animal byproducts and we are willing to enter into business relations with your firms.We take the liberty of writing to you with a view to

41、 doing business with you.We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.Specializing in the export of Chinese foodstuffs, we wish to express our desire to trade with you in this line.Having been deeply interested in the quality of your products, we are desirous of opening an account with you.We are wiling to enter into business relations with your firm on the basis of equality, mutual benefit and exchanging what one