外貿(mào)英語函電1ppt課件

.,1,第三章商務(wù)信函書寫原則WritingPrinciplesoftheBusinessLetter,.,2,1.禮貌（Courtesy）禮貌絕不是簡單的客套。它是一種真誠的對“收信人的態(tài)度”。試比較：WehavereceivedwithmanythanksyourletterofOct.7,andwetakethepleasureofsendingyouourlatestcatalog.Wewishtodrawyourattentiontoaspecialofferwhichwehavemadeinit.(polite)客套我們非常榮幸地收到了貴方10月7日的來信，并樂意隨函郵寄我們的最新產(chǎn)品目錄。希望貴方及時處理我們的報價。Youwillbeparticularlyinterestedinaspecialofferonpage5ofthelatescatalogenclosed,whichyourequestedinyourletterofOct.7.(courtesy)禮貌你們肯定會對我們隨函寄于第5頁上的你們10月7日來函索要的報價感興趣。為了使書信顯得禮貌，盡量避免使用那些過激、冒犯和輕蔑的語言。同時，及時回信也是一種禮貌的表現(xiàn)。,.,3,2.體諒（Consideration）體諒強調(diào)的是“收信人態(tài)度”（You-attitude）而不是“寄信人態(tài)度”（We-attitude）。寫信時，應(yīng)該牢記收信人的要求、需要、愿望以及心情，以最佳的方式表述自己的信函內(nèi)容。要在信中體現(xiàn)一種體諒之情，下面幾點非常必要：a.收信人態(tài)度試比較：Compare(寄信人態(tài)度)：至于現(xiàn)金付款，我方允許2%的折扣。Weallow2percentdiscountforcashpayment.（收信人態(tài)度）：若貴方現(xiàn)金付款，則可獲得2%的折扣Youearn2percentdiscountwhenyoupaycash.(寄信人態(tài)度)：我方不可能在本月向貴方郵寄目錄。Wewontbeabletosendyouthebrochurethismonth.（收信人態(tài)度）：我方將在下個月向貴方郵寄目錄Wewillsendyouthebrochurenextmonth.,.,4,b.以肯定的態(tài)度為主Focusonthepositiveapproach試比較：Compare（肯定）：我方確信，貴方將會感到滿意。Wefeelsurethatyouwillbeentirelysatisfied.（否定）：我方認(rèn)為，貴方不可能會感到不滿意。Wedonotbelieveyouwillhavecausefordissatisfaction.（肯定）：也許在下一次，即可向貴方郵寄所需貨物。Perhapsnexttimewecansendyouwhatyourequire.（否定）：非常抱歉，我方此次無法滿足貴方要求。Weregretourinabilitytoserveyouatthistime.,.,5,3.完整Completeness商務(wù)書信應(yīng)包括所有必需的內(nèi)容，同時寫信人在發(fā)信之前對全文進(jìn)行仔細(xì)檢查也是必要的。4.清楚Clarity寫信人應(yīng)該盡量將自己的意思表達(dá)清楚，只有這樣，對方才能正確理解信文。因此，寫信人應(yīng)做到：避免使用含有不同詞義或詞義模糊的詞語。如：AstothesteamerssailingfromHongKongtoSanFrancisco,wehavebimonthlydirectservices.“bimonthly”一詞含有兩個意思，即每月兩次和每兩個月一次，這對于讀信人來說，就可能感到迷惑不解。,.,6,改寫（rewriting）：a.WehavetwodirectsailingseverymonthfromHongKongtoSanFrancisco.我們每月有兩班從香港至舊金山的直航。b.WehavesemimonthlydirectsailingfromHongKongtoSanFrancisco.我們每半個月有一班從香港至舊金山的直航。c.WehaveadirectsailingfromHongKongtoSanFranciscoeverytwomonths.我們每兩個月有一班從香港至舊金山的直航。注意修飾語（modifiers）的位置。如：a.Weshallbeabletosupply10casesoftheitemonly.b.Weshallbeabletosupply10casesonlyoftheitem.在上面兩個句子中，“only”分別修飾item和10cases，所以兩個句子便有著不同的意思。,.,7,注意句子結(jié)構(gòu)(sentencestructure)。試比較：a.Wesentyou5samplesyesterdayofthegoodswhichyourequestedinyourletterofMay25byair.我方昨天航寄給貴方5個貨物樣品，這些樣品是貴方5月25日來函索要的。（該句結(jié)構(gòu)混亂，使人難以看懂）b.Yesterdaywesentyou,byair,5samplesofthegoodswhichyourequestedinyourletterofMay25.我方昨天給貴方航寄了貴方5月25日來信中索要的5個貨物樣品。（該句結(jié)構(gòu)清晰，意思明了得多）認(rèn)真而恰當(dāng)?shù)剡M(jìn)行分段。商業(yè)書信應(yīng)該條理清晰，易于理解。所以寫信人應(yīng)該對信文進(jìn)行認(rèn)真而恰當(dāng)?shù)姆侄?。一般常?guī)是一個段落表達(dá)一個主題。,.,8,5.簡潔Conciseness所謂簡潔是指在不影響完整和禮貌的情況下，使用最簡短的語句來清楚地表達(dá)書信內(nèi)容。要做到簡潔，可采取如下方法：（1）避免累贅冗長的表達(dá)。（2）避免不必要的重復(fù)。（3）使用簡短的語句和淺顯的解釋。a.用一單詞代替短語enclosedherewithenclosedatthistimenowduetothefactthatbecause,.,9,b.用短語代替句子Pleasedonthesitatetcalluponus.改寫：PleasewriteusPleaseseethatanenquiryisconductedtodeterminethereason.改寫：Pleasefindoutthereason.c.用詞語代替從句Werequirefull-automaticwashingmachinewhichisofthenewtype.改寫：Werequirenewtypefullautomaticwashingmachine.（4）避免重復(fù)表達(dá)（5）靈活正確地使用“事由行”。這樣能省去書信開頭語中的相同內(nèi)容，并能使讀者對信中談及的內(nèi)容一目了然。,.,10,6.具體Concreteness盡量將書信寫得準(zhǔn)確、具體而生動。試比較：ST858L-BandStereoRadioCassetteRecorderisoffullfunctions.ST858L5波段收錄機具有所有功能。Rewriting:ST858L-BandStereoRadioCassetteRecordercandeliverssuperbFM/MW/LW/SW1/SW2/FMStereobandreception.Fullauto-stopandautomaticquickprogramsearch(AQPSsystem)ST858L5波段收錄機具有高質(zhì)量的FM/MW/LW/SW1/SW2/FM立體聲接收功能，并能自動停機和自動快速搜索節(jié)目。,.,11,WehavedrawnonyouasusualunderyourL/C.我方已按慣例根據(jù)你方信用證開立了向你方索款的匯票。Rewriting:WehavedrawnonyouoursightdraftNo.845fortheInvoiceamount,US$560,00,underyourL/CNo.246oftheChinaBank.根據(jù)你方由中國銀行開立的第246號信用證，我方已按發(fā)票金額560，00美元開立了向你方索款的第845號即期匯票。,.,12,7.正確Correctness正確不僅是指語法、標(biāo)點、和拼寫方面的正確，而且也要求語言標(biāo)準(zhǔn)、陳述得當(dāng)、數(shù)據(jù)準(zhǔn)確，并要求正確理解貿(mào)易術(shù)語。在商務(wù)書信中，語法錯誤時有發(fā)生。如：a.withpronounsOurcompetitorspricesare2%-3%lowerthanus(ours)b.withverbsItisoneofthemachinesthatwas(were)deliveredlastweek.c.withconjunctionsThisfridgenotonlyisattractive(isattractivenotonly)inproperprice,butalsoingoodquality.,.,13,d.withsubjectsWhilestudyingthereport,telephonerang.WhileIwasstudyingthereport,thetelephonerang.(rewriting)Depositingmoneywithus,ourbankcanpayyouhighdividends.Depositingmoneywithus,youearnhighdividends.(rewriting)避免夸大其辭。比如：Itisthelowestpriceavailabletoyou.這是貴方得到的最低報價Itisthelowestpricethatwecanofferyounow.(rewriting)這是我方目前所能報的最低價。,.,14,Wearewell-establishedexportersofallkindsofgoodsmadeinSweden.我們是具有良好信譽的各種瑞士產(chǎn)品的出口商。Wearewell-establishedexportersofSwedensundrygoods,suchastoys,ButtonsandStationary.(rewriting)我們是具有良好信譽的瑞士產(chǎn)品的出口商，出口玩具、鈕扣及文具等雜貨。,.,15,使用準(zhǔn)確的數(shù)字表達(dá)。比如：5%upto10%bothinclusiveupto$40inclusiveonorafterJuly10fromthe1stto15thofMarchbothinclusivefor5daysexclusiveofthedayofdispatchfor15daysexclusiveofSundays445.00(FourHundredandForty-fivepoundsonly)15.01(FifteenPoundsandOnepenny),.,16,US$450.00(sayUSDollarsFourhundredandFiftyonly)15*2*3(onefootfiveincheswide,twofeetlong,andthreeinchesandahalfthick/high)1/4(pipemeasuring1/4inch)120sq.ft(120squarefeet)40c.ft(40cubicfeet)28*30yds(28inchesinwidth,30yardsinlength),.,17,正確地使用大寫字母。除了一般的字母大寫規(guī)則外，外貿(mào)函電中的字母大寫有其特殊之處，比如：a.North,South,East,West四個詞表示地區(qū)而不是表示方位時，如：South-westAfricab.商品的名稱和品牌“GreatWall”ElectricFan“ThreeStars”CalfShoesc.文件名稱PriceListLetterofCreditCatalogueE-35(第E-35號產(chǎn)品目錄),.,18,OrderNo.26(第26號定單)c.運輸工具的名稱theS.S.“MerryCaptain”(“快樂船長”號貨輪)theS.S.“LuckyPrince”(“幸運王子”號貨輪)them.v.“EastWind”（“東風(fēng)”號貨輪）them.v.“SilverRiver”（“銀河”號貨輪）,.,19,第四章英語商務(wù)書信實例第一節(jié)建立貿(mào)易關(guān)系EstablishingBusinessRelations,貿(mào)易商通過什么渠道獲得所有關(guān)于新市場與新客戶的必要信息？（1）通過報紙、廣播、中的廣告節(jié)目、電視經(jīng)濟信息以及通過因特網(wǎng)等（2）通過貿(mào)易客戶的介紹（3）通過子公司或分公司、國外代理商的介紹（4）借助市場調(diào)查（5）利用參加商品交易會的機會（6）派遣貿(mào)易代表團(tuán)赴國外參觀考察（7）通過自我介紹或答復(fù)國外貿(mào)易商的詢盤（8）通過銀行的介紹（9）通過商務(wù)參贊的介紹（10）通過國內(nèi)外商會的介紹,.,20,寫信人通常按下列步驟書寫建立貿(mào)易關(guān)系的信函：（1）信息的來源（2）寫信人的意圖（3）公司的經(jīng)營范圍（4）有關(guān)公司財政狀況及信譽狀況的查詢之處如果寫信人有意進(jìn)口，他也可以向?qū)Ψ剿饕夸泦?、樣品、價目表等。在信的結(jié)尾，寫信人常常表達(dá)期盼合作與早日答復(fù)的愿望。建立貿(mào)易關(guān)系是交易的第一個環(huán)節(jié)。良好的開端是成功的一半。因此，在擬寫有關(guān)建立貿(mào)易關(guān)系的信函時，應(yīng)注意禮貌、得體、熱情、誠摯，并應(yīng)將自己要表述的內(nèi)容清楚地敘述完整。,.,21,1.建立貿(mào)易關(guān)系信函的常用寫作步驟：（1）thesourceofsendersinformationofreceiver寄信人獲得有關(guān)收信人信息的渠道(2)thesendersintentionofwritingtheletter寄信人寫信的意圖(3)thebusinessscopeofsendersfirm寄信人公司的業(yè)務(wù)（經(jīng)營）范圍(4)thereferenceastosendersfinancialpositionandintegrity寄信人資信情況,.,22,2.熟悉并掌握表達(dá)上述內(nèi)容的常用句型（1）有關(guān)寄信人獲得收信人情況的渠道的表達(dá)方式有：a.Wehaveobtainedyournameandaddressfrom.e.g.WehavelearnedyournameandaddressfromthetradeMagazine,“TheBusinessWorld.”本公司由商業(yè)世界這本雜志，得悉貴方的名稱和地址。WehavelearnedfromtheChamberofCommerceinTokyothatyouareinthemarketforSportinggoods.本公司由東京商會處得悉貴方想買體育用品。,.,23,b.Yourfirm/nameandaddresshasbeenrecommended/given/introducedtousby.e.g.Yournameandaddresshavebeenrecommended/giventousbyTheChinaExternalTradeDevelopmentCouncil.我方由外貿(mào)協(xié)會獲悉貴方公司的名稱和地址。,.,24,YourfirmhasbeenrecommendedtousbyJohnMorris&Co.,withwhomwehavedonebusinessformanyyears.承蒙約翰莫利斯公司推薦，得悉貴公司的名稱。我公司已與該公司有多年的貿(mào)易來往。c.Throughthecourtesyof.,wecometoknowyournameandaddress.e.g.Throughthecourtesyofouroldcustomer,Messrs.Smith&Co.,wecometoknowyournameandaddress.承蒙我方老客戶史密斯公司告知你方名稱和地址。d.Weownyournameandaddressto.e.g.WeoweyournameandaddresstoTheChinaFederationofChambersofCommerce.我方經(jīng)由中國商會聯(lián)合會，得知貴公司的名稱和地址。,.,25,WeoweyournameandaddresstoBankofChina,LagosBranch,throughwhomwehavelearntyouareexportersofChineseTextilesandCottonPieceGoods.承蒙中國銀行拉哥斯分行告知你公司名稱和地址，我們得知貴公司是紡織品和棉布出口商。WeoweyournameandaddresstothecommercialcounselorsofficeofAmericanembassyinBeijing.承蒙美國駐北京大使館商務(wù)參贊處介紹，我們得知你公司的名稱和地址。,.,26,e.Weareindebtedto.foryournameandaddress.e.g.WeareindebtedforyournameandaddresstoMr.GeorgeSmith,MexicanAmbassadorinBeijing.我方承蒙駐北京的墨西哥大使，喬治.史密斯之賜，得知貴公司的名稱和地址。f.Wearegiventounderstandthat.e.g.Wearegiventounderstandthatyouarepotentialbuyersofwhichcomeswithintheframeofourbusinessactivities.據(jù)了解，你們是某商品有潛力的買主，而該商品正屬我們的業(yè)務(wù)經(jīng)營范圍。,.,27,g.Ontherecommendationof.,wehavelearnedwithpleasurethenameandaddressofyourfirm.e.g.OntherecommendationoftheChamberofCommerceandIndustryinyourcity,wehavelearnedwithpleasurethenameandaddressofyourfirmandwearewritingtoyoutoknowifyouareinterestedinimportingChinaStationary.承蒙貴市工商協(xié)會的推薦得知貴公司的名稱，寫信詢問貴方是否有興趣進(jìn)口中文具。,.,28,OntherecommendationofCo.Ltd.,wehavelearnedwithpleasurethenameandaddressofyourfirmandshallbegladtoenterintobusinessrelationswithyou.承蒙有限公司的介紹得知貴公司的名稱，我們非常樂意與貴方建立貿(mào)易關(guān)系。h.Wehavethepleasuretointroduceourselvestoyouwith/Wewrite/wishtointroduceourselvese.g.Wehavethepleasuretointroduceourselvestoyouwithaviewtobuildingupbusinessrelationswithyourfirm.我們有幸自薦，以期與你公司建立業(yè)務(wù)關(guān)系。,.,29,Wewritetointroduceourselvestoyouwiththehopethatwemayhaveanopportunityofcooperatingwithyouinyourbusinessextension.我們有幸自薦，盼望能有機會與你們合作，擴展業(yè)務(wù)。Wetakethelibertyofwritingtoyou我們冒昧通信i.Throughyourtradedelegationwhorecentlypaidavisittothiscountrywelearnedthatyouarewell-establishedimporterof,.,30,建立貿(mào)易關(guān)系常用動詞短語：establish/enterinto/buildupbusiness/trade/trading(relations)enterintobusinessactivitiese.g.Wearewillingtoenterintobusinessrelationswithyourfirmonthebasisofequality,mutualbenefitandexchangingwhatonehasforwhatoneneeds.我們愿在平等互利、互通有無的基礎(chǔ)上與你公司建立業(yè)務(wù)關(guān)系。,.,31,(2)有關(guān)介紹寄信人公司業(yè)務(wù)范圍的表達(dá)方式有：a.Ourcompanydealswith/handles/dealsin/isinthelineoftheimportandexportof.本公司經(jīng)營的進(jìn)出口貿(mào)易b.Wespecializein.專營SpecializingintheexportofChineseCottonPieceGoods,weexpressoutdesiretotradewithyouinthisline.我們專門經(jīng)營中國棉織品出口，愿與你們進(jìn)行交易。,.,32,c.Weareoneofthelargest.importersinourcountryandhavehandledwithvariouskindsoftheproductsforabout.years.本公司最大的進(jìn)口商之一，多年經(jīng)營各種產(chǎn)品es/fallsinto/be/liewithin/theframe/scopeofourbusinessactivities/正屬于我們的業(yè)務(wù)經(jīng)營范圍(3)有關(guān)寄信人資信情況的表達(dá)方式有：a.OurbankersaretheBankof.Theycanprovideyouinformationaboutourbusinessandfinances.,.,33,b.Forourfinancial/creditstanding,pleaserefertothefollowingbank:./wewouldreferyoutoc.Astoourstanding,wearepermittedtomentiontheBankof./TheBank.Foranyinformationastoourcreditstanding,pleaserefertoTheBankofChina,Beijing.TheBankofyourcitywillgiveyouanyinformationconcerningourcreditstanding.,.,34,1.翻譯（完成）下列出口商的自我介紹信（1）齊頭式敬啟者：本公司是中國最大的機械設(shè)備出口公司之一。隨函附上一份有關(guān)我方目前可供貨物所有詳情的目錄，希望貴方能對其中的一些產(chǎn)品感興趣。若蒙收到貴公司對其中產(chǎn)品的詢價，我方將不勝感激，并報我方最低價。若貴公司不進(jìn)口上述商品的話，懇請貴方將此信轉(zhuǎn)交給經(jīng)營此類商品的進(jìn)口公司。我方希望收到貴方及時、有利的答復(fù)。謹(jǐn)上,.,35,DearSirs,WewritetointroduceourselvesasoneofthelargestexportersofawiderangeofMachineryandEquipments.Weencloseacopyofourlatestcatalogcoveringthedetailsofalltheitemsavailableatpresent,andhopesomeoftheseitemswillbeofinteresttoyou.Itwillbeagreatpleasuretoreceiveyourinquiriesforanyoftheitemandwewillsendyouourlowestquotationsagainstthem.,.,36,Should,bychance,yourcorporationnotdealwiththeimportofthegoodsmentionedabove,wewouldbemostgratefulifthislettercouldbeforwardedtothecorrectimportcorporation.Wearelookingforwardtoyourfavourableandpromptreply.Yoursfaithfully,.,37,敬啟者：承蒙JohnMorris公司的推薦，得悉貴公司名稱。我公司已與該公司有多年的貿(mào)易交往。我公司專營在世界市場上享有盛譽的中國化學(xué)醫(yī)藥品的出口，隨函附寄一份目錄供你參考，如果貴方對某一產(chǎn)品感興趣的話，希望與我方取得聯(lián)系。期盼早日回復(fù)。謹(jǐn)上,.,38,DearSirs,YourfirmhasbeenrecommendedtousbyJohnMorris&Co.,withwhomwehavedonebusinessformanyyears.WespecializeintheexportationofChineseChemicalsandPharmaceuticals,whichhaveenjoyedgreatpopularityinworldmarket.Weencloseacopyofourcatalogueforyourreferenceandhopethatyouwouldcontactusifanyitemisinterestingtoyou.Wehopeyouwillgiveusanearlyreply.Yoursfaithfully,.,39,2.進(jìn)口商的自我介紹信敬啟者：承蒙貴國駐倫敦大使館商務(wù)參贊處介紹，使我方獲得貴公司的地址，茲寫信想與貴公司建立貿(mào)易關(guān)系。本公司與次地主要輕工產(chǎn)品經(jīng)銷商聯(lián)系甚密，我方相信，若貴方的報價有競爭力的話，我方可以銷售大量中國商品。有關(guān)我方資信情況，請向倫敦英國銀行查詢。請告知貴方出口產(chǎn)品的必要信息。謹(jǐn)上,.,40,DearSirs,WehaveobtainedyouraddressfromtheCommercialCounselorofyourEmbassyinLondonandarenowwritingyoufortheestablishmentofbusinessrelations.Weareverywellconnectedwithallthemajordealershereoflightindustrialproducts,andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.,.,41,Astoourstanding,wearepermittedtomentiontheBankofEngland,London,asareference.Pleaseletushaveallnecessaryinformationregardingyourproductforexport.Yoursfaithfully,.,42,敬啟者：承蒙東京商會介紹，我們了解貴公司在世界各地供應(yīng)高品質(zhì)的食品，并且確信我國對各種外國食品的需求量很大。現(xiàn)致函希望與你方建立貿(mào)易關(guān)系。本公司是日本最大的食品貿(mào)易公司，在日本的主要城市都有分公司門市部。我方已從歐洲、美國進(jìn)口品種繁多的食品，因此，在這方面擁有豐富的經(jīng)驗。可以預(yù)料你方產(chǎn)品在我方市場有著廣闊的前景，我們保證隨時給予你方密切合作，盼回復(fù)。此致敬禮,.,43,DearSirs,ThroughthecourtesyoftheChamberofCommerceinTokyo,wehavelearnedthatyouhavebeensupplyingthebestqualityfoodsallovertheworld,andwearesurethereisalargedemandforvariousexoticfoodsinourcountry.Wearewritingtoyouinthehopeofestablishingbusinessrelationswith.,.,44,WearethelargestfoodtradingcompanyinJapanwithofficesorrepresentativesinallmajorcitiesandtownsinthecountry.WehavebeenimportingalargevarietyoffoodsfromEuropeandtheU.S.A.andconsiderthatwehaveconsiderableexperienceinthisfield.Abrightprospectforyourproductsinourmarketisforeseeable.Welookforwardtohearingfromyouandassureyouofourclosecooperationatalltimes.YoursFaithfully,.,45,3.letterofaskingforcatalogues索寄目錄函敬啟者：承蒙中國銀行拉各斯分行告知你公司名稱和地址，我們得知貴公司是紡織品和棉布出口商。現(xiàn)告知紡織品是我們主要的進(jìn)口商品，但目前我們特別有意從貴國進(jìn)口印花細(xì)布。如你公司能保證價格可行，品質(zhì)優(yōu)良，交期迅速，我們能大量經(jīng)營該商品。如貴公司能航郵寄來商品目錄和樣本，并提供有關(guān)印花細(xì)布的一切必要資料，以便我公司熟悉你公司供貨的質(zhì)地和工藝，我們將不勝感激。期待早日答復(fù)。此致敬禮,.,46,DearSirs,WeoweyournameandaddresstoBankofChina,LogosBranch,throughwhomwehavelearntyouareexportersofChineseTextilesandCottonPieceGoods.Foryourinformation,textilesareourmainimports,butnowweareespeciallyinterestedinimportingPrintedShirtingfromyourcountry.,.,47,Ifyoucanassureusofworkableprices,excellentqualityandpromptdelivery,weshallbeabletodealinthesegodsonasubstantialscale.Wewouldthereforehighlyappreciateitifyouwouldsendusbyairmailcatalogues,samplebooksandallnecessaryinformationregardingPrintedShirting,soastoacquaintuswiththematerialandworkmanshipofyoursupplies.Wearelookingforwardtoyourearlyreply.Yoursfaithfully,.,48,4.回復(fù)信函須知：一定要在首句中說明已收閱何時的來信，并對來信細(xì)節(jié)作詳細(xì)回復(fù)例句見課本P25-26ReferenceExpressions2133ExercisesforbusinessestablishmentIFillintheblankswiththerightwordorwords.1.Wearesendingyouthesamples_requested.a.beb.arec.asd.for2.Wetrustthatyouwillfindourgoods_.a.attractingb.tobeattractivec.attractyourattentiond.attractive,.,49,3.Thebrochurecovers_widerangeofproductswedealin.a.theb.ac.ofd.about4.Wewould_verymuchifyousendussomesamplesimmediately.a.thankyoub.appreciateitc.appreciated.appreciateyou5.Ifanyoftheitemsis_toyou,erests,.,50,6.Ourproductsenjoy_inworldmarket.a.mostpopularb.greatpopularityc.goodsellerd.sellingfast7.Weare_acopyofourcatalogforyourreference.a.sendb.coveringc.closedd.enclosing8.Weareanxiousto_themarketforourAntimonyTrioxide,whichatpresentenjoysalimitedsaleinEurope.a.increaseb.enlargec.expandd.extend,.,51,II.Choosetheappropriatewordorwordsintheparentheses.1.As(regard,regards)machinetools,weregretto(say,inform)thatwearenotabletosupplyforthetimebeing.2.Being(specialized,handled)intheimportandexportofArtandCrafts,weexpressourdesiretotrade(with,to)youinthisline.3.Toacquaintyou(of,with)ourproducts,wearesendingyou(by,under)separateairmailacopyofcatalogandseveralsamplebooksforyourreference.,.,52,4.(Incase,Provided,If)youfindourproducts(interested,interesting)toyou,pleaseletushaveyourspecific(order,enquiry).5.Pleasetelexusthedetailedinformationofyourproducts(available,provide)atpresent.6.Asyoumayawarethatourgoodsenjoygreat(sales,popular,popularity)inmanycountries.,.,53,7.Astoourbusinessand(finances,financing),pleaserefer(with,to)theBankofBarclay,London.8.In(comply,compliance)withyourrequest,wesentyouthismorning3samplesofourcomputerdisk.,.,54,III.TranslatethefollowingsentencesintoEnglish1.我公司是該地區(qū)電子產(chǎn)品的主要進(jìn)口商之一。我們借此機會與貴方接洽，希望與貴方建立貿(mào)易關(guān)系。2、我公司經(jīng)營機械設(shè)備的進(jìn)出口業(yè)務(wù)已多年，我們的產(chǎn)品在許多國家享有盛譽。3、承蒙我國駐北京大使館商務(wù)參贊處介紹，得知你公司的名稱和地址。4、我們了解到你們是日用化學(xué)品制造商。我們有一客戶想要購買貴國化妝品，如能立即航寄目前所能供之貨的目錄及價格表，我們將不勝感激。,.,55,5、有關(guān)我們的資信情況，請向中國銀行上海分行查詢。6、電器用品屬我公司的經(jīng)營范圍。7、我公司有意購買你公司的棉布。8、我們隨函寄給你方詢價單一張。9、我們希望早日收到你方的具體詢價單。10、非常感謝您8月10日的詢問，并且很樂意答復(fù)如下：,.,56,1.Weareoneoftheleadingimportersofelectronicproductsinthearea,andtakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelations.2.Wehavebeenengagedinhandlingimportingandexportingofmachineryandequipmentformanyyears,andourproductshaveenjoyedgreatpopularityinmanycountries.3.WeoweyournameandaddresstotheCommercialCounselorsofficeofourEmbassyinBeijing.4.Wearegiventounderstandthatyouareamanufacturerofdailychemicals.Oneofourclientsintendstobuycosmeticsfromyourcountry.Wewillappreciateithighlyifyouairmailthecatalogueandpricelistofthegoodsavailableatpresent.5.Forourcreditstanding,pleaserefertotheBankofChina,ShanghaiBranch.,.,57,6.Electricgodsfallwithinthescopeofourbusinessactivities.7.Weareinterestedin(buying)yourCottonPieceGoods.8.WeencloseanEnquiryNote.9.Weexpectthatyouwillletushaveyourspecificenquiryassoonaspossible./Welookforwardtoreceivingyourspecificenquiryassoonaspossible.10.WereceivedwiththanksyourinquiryofAugust10andarepleasedtoreplyasfollows:,.,58,IV.Writealettertoaforeigncompanyforestablishingbusinessrelationscoveringthefollowingcontents:1.thesourceofyourinformation2.yourintention3.yourbusinessscope4.thereferenceastoyourfirmsfinancialstanding5.yourexpectationYoumayaddaSubjectlineandAttentionlineforyourletter,.,59,詢價及回復(fù)ENQUIRIESANDREPLIES1、詢價通常是由買方發(fā)出的，在許多情況下，買方將詢價信函與建立貿(mào)易關(guān)系的信函融為一體，也就是說，在信的開頭表達(dá)了希望建立貿(mào)易關(guān)系的意愿之后，接著就向?qū)Ψ剿饕嘘P(guān)商品的目錄本、價格單、樣品等等。,.,60,2、在回復(fù)詢價時一定要即使認(rèn)真，因為每接到一封詢價信，就意味著有了做成交易的機會。即使一時沒貨，也不要置之不理或者簡單地一句無貨了事。要采取積極主動的態(tài)度，有禮貌地、得體地作出回復(fù)。在回復(fù)的開頭可以先對詢價表示感謝，如：Thankyouforyourenquiry.Wearesorrythatwehavenostockatpresent.如果暫時無貨，還可以在交貨期上做文章，比如詢問對方晚些時候交貨行不行：CouldyouacceptdeliveryinJulyorSeptember?還可以向?qū)Ψ酵扑]類似才產(chǎn)品，或請對方看看你方的商品的目錄，也許也會對目錄中的其它產(chǎn)品感興趣：,.,61,MayIdrawyourattentiontoitem14?Perhapsyoudliketoglancethroughourcatalogue.在一般詢價信中，購貨商應(yīng)清楚地表明自己所需要的包括一般信息、產(chǎn)品目錄或價目表，以及樣品簿等有關(guān)內(nèi)容。而在具體詢價信函中，則應(yīng)該指出所要購買產(chǎn)品的名稱。既可以索取產(chǎn)品目錄、價格表和樣品，也可以詢求報盤。詢價信函應(yīng)力求簡明扼要。對于收到的詢價信函，應(yīng)做出及時而禮貌的答復(fù)，并全面回答詢價中所涉及的事項。,.,62,敬啟者：從紐約的ABC公司處得知，貴方是貴國主要出口商之一。目前，我方對進(jìn)口貴方產(chǎn)品很感興趣。若能向我方函寄產(chǎn)品目錄、樣品簿或者在可能的情況下惠寄樣品，我方將不勝感激。請告知詳細(xì)的廣州到岸價、折扣及付款方式等。希望此次合作將是我們雙方長期而有利的貿(mào)易關(guān)系的良好開端。謹(jǐn)上,.,63,Enquiry:Gentlemen:WelearnfromABC&Co.,NewYorkthatyouarealeadingexporterinyourcountry.Weare,atpresent,verymuchinterestedinimportingyourgoodsandwouldappreciateyoursendinguscatalogues,samplebooksorevensamplesifpossible.PleasegiveusdetailedinformationonCIFGuangzhouprices,discounts,andtermsofpayment.Wehopethiswillbeagoodstartforalongandprofitablebusinessrelations.Trulyyours,.,64,敬啟者：貴方3月21日詢價函收悉。感謝貴方對我方的出口產(chǎn)品感興趣。茲隨函附寄數(shù)份帶插圖的目錄和價目表，上面有貴方要求了解的情況。同時，我方又為貴方另函寄去產(chǎn)品樣品，由此即可了解到我方產(chǎn)品的質(zhì)量和工藝。我方相信，當(dāng)貴方看到產(chǎn)品時，一定會同意我方的產(chǎn)品對很挑剔的顧客也是很有吸引力的。按照訂購貨品的數(shù)量多少，我方可以給予適當(dāng)?shù)恼劭?。至于付款方式，我方通常要求用即期信用證支付。再次感謝貴方對我方產(chǎn)品的興趣。我方期盼著貴方的訂單，同時請貴方相信，我方會對貴方訂單作出及時而認(rèn)真的考慮。謹(jǐn)上,.,65,Reply:Gentlemen:WewelcomeyouforyourenquiryofMarch21andthankyouforyourinterestinourexportcommodities.Weareenclosingsomecopiesoforillustratedcataloguesandapricelistgivingthedetailsyouaskfor.Alsounderseparatecover,wearesendingyousomesamplewhichwillshowyouclearlythequalityandcraftsmanship.Wetrustthatwhenyouseethemyouwillagreethatourprod