南京工業(yè)大學英語雙學位 外貿(mào)函電考點

1、1:知道如何尋找潛在的商業(yè)伙伴,并且知道如何寫一封建立商務關系的書信。Ways of Business Relations Establishment:1Using modern media including Internet (Alibaba, China Textiles, China Manufactures, etc, foreign newspapers, magazines and advertisements.2Attend import-export fairs both home and abroad. (Such as Chinese Export Commodities

2、 Fair held in Guangzhou every year3Through local banks. (by asking the local banks to contact the sub-branches in foreign countries4Contacting the home countrys embassy or consulate (大使館或者領事館 in the foreign countries.5Contacting Chambers of commerce (商會 in foreign countries or their offices in the h

3、ome country.6Contacting Business associations (行業(yè)協(xié)會 of relevant industries both home and abroad.7Through the introduction of existing customers or even the local shipping companies. Structure of a Business Relationship Building LetterThe body( other parts omitted here(a How the sender learns about t

4、he receiver(b The senders intention of writing the letter(c An introduction of business scope of the senders company(d The reference of the senders financial status and business reputation(e Express the hope for future business relationsPlease refer to the sample 1.2:明了資信調(diào)查的重要性,并且了解資信調(diào)查主要通過什么樣的渠道進行,

5、并且知道如何寫一封措辭合適的資信調(diào)查信。在國際貿(mào)易中,資信調(diào)查非常重要,尤其是對于還處于開始階段的交易雙方來說。一般而言,交易雙方都會給出一個或者幾個reference供對方參考,而國際貿(mào)易當中,最可靠的信息征詢渠道就是銀行。資信調(diào)查的信件本身以及內(nèi)容都是屬于商業(yè)機密,因此知道如何寫一寫簡單的資信調(diào)查的信件也非常有意義。Necessary Information in a Typical Credit Inquiry Letter:1 the name of the credit inquiry target and state the readers side is referred as

6、a reference. If possible briefly introduce you and the company inquired about what is going on between you two sides.2 what documents or opinions are wanted3 assure that the relevant documents or information will be held strictly confidential. Please refer to the sample 2.3: 知道什么是詢價,詢價的分類,并且知道國際貿(mào)易中的

7、詢價主要是就哪些具體的方面進行信息的征詢,以及如何寫一封合適的詢價信。具體詢價的重點品名(Name of Commodity/Description規(guī)格(Specifications品質(zhì)(Quality(Quantity單價(Unit Price付款條件(Payment包裝(Packing裝運(Shipment所以詢價信雖然從字面上理解是”asking for prices”, 但實際上是對就某個產(chǎn)品跟價格相關的所有細節(jié)進行詢問.具體詢價通常會明確給出自己感興趣的一個或者幾個產(chǎn)品的品名和規(guī)格,在一個限定的范圍內(nèi)要求賣方在諸多的方面給出說明。(詳見下一頁而一般詢價的特點是通常只是表達出對對方某大

8、類產(chǎn)品的興趣,而且通常只是要求對方寄些樣品,小冊子之類的東西。Important information for an Inquiry Letter . (look at F1 for more details1 source of information (if for the first time2 reason for enquiry (the intention of writing this letter (if for the first time brieflyintroduce the company實務提示:If it is for the first time the wr

9、iter of a small or newly established firm to make the inquiry,take care not to reveal the fact.Send the inquiry on the companys letter sheets with a letterhead indicating the businessscope and address and not on plain paper bearing writers home address.3 asking for detailed information or any stuff

10、as you like such as pamphlets, price list,catalogue (most probably for the first time, or more detailed as quotations, quantity available, delivery schedule and discounts etc (most probably for later inquiries.實務提示:The writer should give a full and accurate description and specification of the produ

11、cts. Ifthe products are direct use on the writers part, the writer should possibly let the receiver know details about its usage. If it is for resale, the description of the market might also help the reader to decide what products to provide.4 giving references (we can give it either in the first t

12、ime or later5 give hints or express hope for further businessMaking an optimistic ending with suggesting the possibility for further business is aproper strategy and tactic to make the recipient of the letter take a far-sighted action when establishing access of business relations with a new custome

13、r. e.g. If you would quote us a competitive price, we shall be dealing in the products inlarge quantities.Please refer to the sample 3.4:了解國際貿(mào)易磋商的主要環(huán)節(jié)。知道什么是發(fā)盤,什么是實盤和虛盤,以及如何寫一封有效的發(fā)盤。了解如何構(gòu)成還盤或者承諾。發(fā)盤一般是指在收到了相關的詢價以后,針對對方的詢價的具體問題一一給出答復,則構(gòu)成發(fā)盤。實盤和虛盤明顯的特征是一般實盤都是有有效期的,實盤往往是終局的,并且在實盤的有效期內(nèi),受盤人接受了發(fā)盤,則認為雙方的買賣關系形

14、成。還盤是對發(fā)盤的實質(zhì)性變更,而如何無條件接受發(fā)盤,則構(gòu)成承諾,雙方的合同關系形成。發(fā)盤還盤其實就是現(xiàn)實生活中討價還價,只不過在國際貿(mào)易之中,這種買賣雙方的討論由于國際貿(mào)易的復雜性而超過了僅僅談論價格的范疇。The Structure of an Offer1express thanks for the inquiry (pointing out the specific date of the received inquiry2state clearly the quoted price, the possible discount, indicate clearly the terms o

15、fpayment give the date of delivery and specify all the necessary clauses in an offer.3if possible mention whether the firm is firm or non-firm. If a firm offer, specify theperiod for which the quotation is valid4resell products and express hope to receive an order無論是還盤還是承諾,都是對于發(fā)盤的回信,所以都是按照回信的基本結(jié)構(gòu)來寫。1感謝來信,并提及回復的是何時的來信。2就來信的問題給出具體的回復。3補充說明其它要點(根據(jù)所回信件的性質(zhì)和內(nèi)容的不同而不同4表達良好愿望,希望受到對方來信。Please refer to the sample 45:買賣雙方在討論完成后,買方可以向賣方下訂單。訂單在某種程度上也是一種發(fā)盤,并且訂單制定的依據(jù)也是雙方形成的最終發(fā)盤。根據(jù)對所下訂單的回應不同,回信分為訂單的確認,即同意對方的訂單,有時確認信會隨信附上銷售合同;如果在審核對方的訂單過程當中發(fā)現(xiàn)了訂單于原先發(fā)盤不相符合,則應提示對方進行修改,下出新的訂單。實踐但終的核對訂單的過程,由外貿(mào)公司的審單部門進行,實踐當中