2013-2014-1外贸函电电子教案9-10

Module One Introduction

Module Two Establishing Business Relations Part One: Basic Knowledge Concerned

1 The Significance of Establishing Business Relations

It is fairly true to say no customer, no business. To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover.

Establishing business relations is the first step in transaction in foreign trade. If a new firm, or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the persons in charge must first of all find out whom they are going to deal with. We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business.

2 The Main Channels and Methods for Establishing Business Relations Usually, you can secure all the necessary information about a new customer with the help of the following channels:

banks;

periodicals;

advertisements in newspapers, magazines or on TV;

the introduction from your business connections;

the market investigations;

the commercial counselor’s offices;

the industrial chambers;

the chambers of commerce both at home and abroad;

inquiries received from the merchants abroad;

self-introduction by merchants themselves.

3 The Main Contents of a Letter for establishing Business Relations Generally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known, self-introducing, indicating your desire to enter into business relations, or sometimes making general inquiries and expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for business relations, the contents may include expressing your thanks for the incoming letter, expressing your agreement / desire/wish to establish business relations with the addressor and indicating the action you are going to take.

Part Two: Sample Letters

Sample 1 Requests for the Establishment of Business Relations

Dear Sirs,

From the E-mail that was received from our Toronto Office, we know that your firm is of good standing and reliability in Toronto. We understand that you are particularly interested in the export of various papers to

China.

By this letter, we are contacting you with interest to enter into business relationship with your company. We hope that we may receive your catalog soon as well as other printed materials for reference.

In recent years, we have done business with the largest and most prominent firms in your area. As is well known to you, the possibilities of importing the foreign products are very great here. We are confident that we will be able to give you large orders if the delivery, price and quality meet our requirements.

We look forward to establishing good business relationship with you soon.

Yours Faithfully,

Notes:

1.“firm”指“公司?商号”?英语中表示公司的词很多,常用的有:company, corporation, firm,以及后面出现的house等?股份有限公司常用“Co. Ltd.”或“Corp. Inc.”表示,前者是“company limited”的缩写,后者是“corporation incorporated”的缩写?

2. “in your area”(district/place/territory) 这是外贸函电的常用语,常译作“你地”?“你处”或“你们地区”,也可以用“at your end”表示?如：I am sure you’ll find a ready market at your end.

3. “as is well known”是非限制性的定语从句,修饰整个句子?关系词“as”在句中做主语?

e.g. as is usual the case 情况常常如此; as you know 如你所知.

4. product: sth. produced by growing or made in a factory 产品

e.g. We are handling light industrial products.

cf: produce, production, goods, article, item, merchandise, material, cargo

produce: sth. that has been produced esp. by growing or farming 农产品,土产

e.g. They are regular buyers of China’s native produce. production: amount produced esp. for those produced in a certain period 产量,某时期制造或生产的批量产品

e.g. We are only interested in 2005 production.

goods: article for sale; not used with numerals; always in plural 商品e.g. The goods are ready for shipment.

article: particular or separate thing 物品,物件

e.g. We cannot offer you this article at present.

Item: a single thing on a list or in a catalogue; often used to stand for the goods previously mentioned in the letter 项目,品种

e.g. We note that you are interested in Alarm Clocks. We always carry this item in stock.

merchandise: goods bought and sold; always in singular number 商品e.g. They deal in general merchandise.

material: goods used for production 原料,材料

e.g. We can supply this material.

cargo: goods carried by a ship, plane or vehicle 船?飞机?车辆所载的货物

e.g. The cargo ex S. S. “Maria”has been inspected and found satisfactory.

5. We are confident that... 我们深信……

be confident that... 对……有信心/确信

e.g. We are confident that we can push the sale of your products in this market. 我们确信能在此市场推销你方产品?注意该句型的搭配变化和用法?

be confident of...

e.g. We are confident of persuading our customer to place a trial order. 我们有把握说服客户试订?

have confidence in...

e.g. I’m sorry I don’t have confidence in that financial institution.对不起,我对那家金融机构信不过?

have confidence that...

e.g. I have confidence that the quality of our products will be to your satisfaction.我相信我们产品的质量会令你们满意?

6.“we are contacting you with interest to...”也可以表述为“we are expressing our interest to...”?

7. catalog (catalogue): an enumeration of items, listed with descriptive

detail. It is usually a list, in the form of a book, of goods for sale with or without prices or pictures 商品目录

cf: brochure, pamphlet, leaflet, booklet, prospectus

brochure: a small book consisting of a few pages in a paper cover; descriptive,

advertising material in this form 宣传小册子

pamphlet: an unbound, printed publication with no cover or a paper cover 一种未经装订的?无需封面的简易宣传材料

leaflet: a single sheet or printed paper, sometimes folded to form several pages, containing matter either advertising a product or giving directions on how to use it.It is usually handed out free. 免费派发的活页宣传单

booklet: just a “little book”, or a pamphlet 小本本

prospectus: a leaflet, or a printed paper giving information about a product. It is usually a printed statement that is distributed to prospective buyers or investors. 产品说明书

Sample 2 Reply to the Letter of Sample 1

Dear Mr. Wang Jie,

With reference to your letter of September 8th, 2010, we are glad to learn that you wish to enter into business relationship with our corporation in the line of various papers.

In compliance with your request, we are sending you by air a catalog

together with a range of pamphlets for your reference.

If any of the items listed in the catalogue meets your interest, please let us have your specific inquiry, and our quotation will be forwarded without delay .

Prior to the conclusion of the first transaction between us, we require the name of your bank for credit investigation .

Notes:

1.“line”指的是行业,所以这里有“经营范围,产品范围”之意?

2. A range of :一些列的。也表达为“full / wide range of ”, 指“全系列的”

3.“forward”在这里与“send”同义,指“寄,发”?

4.“without delay”是外贸函电常用语?除此以外还可以说: soon, as soon as possible, the soonest possible, at once, immediately, with the least possible delay等?

5. Prior to: 先于，在……之前

6. Credit investigation：资信调查。有时在要求建立业务关系的往来信函中明确要求对方提供往来银行的名称、账号等信息以供资信调查。有些客户还会主动提供自己的相关信息以便对方查询。有关资信调查的详细内容可参见下一单元。

Sample Three A Letter from an Importer to an Exporter

Dear Sirs,

Through the courtesy of Mr. Freemen, we are given to understand that

you are one of the leading exporters of Chinese light industrial products in your area. We are now writing you for the establishment of business relationship.

We are very well connected with all the major dealers of light industrial products in this area. We are confident that we can sell large quantities of Chinese goods if we receive your offers at competitive prices.

Please submit to us all necessary information regarding your products for export.

Yours Faithfully,

Notes:

1.“we are given to understand that...”相当于“we learned that...”?

2. “leading”这里指“主要的”?“占主导地位的”?也可以表达为“major”, “large”?

3. dealer: 经销商

4.“competitive prices”这里指“有竞争性的价格”,即优惠价?也可以表达为:attractive prices, best price, lowest price, bottom price等?

5. regarding: 指“关于”。表达该意思的词或短语很多，常用的有with regard to , referring to , as to , about , with reference to 以及in regard to 等。

Sample Four Reply to the Letter of Sample 3

Dear Sirs,

We acknowledge with thanks the receipt of your letter of September 10, 2007, informing us of your interest in our product. We look forward to establishing positive business relationship with your corporation.

We are a state-owned corporation specializing in the export of Chinese light industrial products. We are convinced that our joint business efforts will be to our mutual benefit.

As requested,a booklet including a general introduction, the scope of business and other topics is enclosed for your reference. Should you require any further information, please don’t hesitate to let us know. Yours faithfully,

Notes:

1.“acknowledge”原意指“承认”,“acknowledge the receipt of...”则是“告知收到……”的意思?本句可译为“收到你们……的信,谢谢!”现代英语中,这种表达已经较为陈旧,大多商人草拟信函时更多地使用简单直接的“Thank you for ...”?

2. state-owned corporation 国有公司

3.“We are convinced that...”即“我们深信……”,与“We are confident that...”意思相同?

4. As requested 意思是“按照要求（请求）”，是外贸函电的常用短语，可以看作是“as it is requested”的省略句。在外贸函电中这种类型的表达很多。如：“as stated”(如所述)、“as agreed”(如所约)、“as stipulated”（如所规定）、“as above-mentioned”(如上所述)等。

5. 注意当你觉得别人有可能会向你索要东西时才使用“Please don’t hesitate to...”这个句型?如果是希望对方向你提供材料,则不要用这个句型,而是用“We would appreciate it/ be obliged/be grateful if you would ...”这个句型,或者只用“Please...”也可以?

Part Three: Writing Techniques

出口方寻求建立外贸业务关系

说明得知对方公司信息的来源；

表达建立外贸业务关系的愿望；

介绍己方公司、业务等；

介绍产品；

寄送产品目录等；

鼓励询价；

盼复。

进口方寻求建立外贸关系

说明获得对方公司的信息来源；

说明进口某产品的意图；

所要产品资料、样品；

介绍己方公司；

提供自己公司的资信状况及证明人；

盼复。

出口方的回复

感谢对方的来信；

表达愿意与对方合作；

介绍业务，寄送产品资料；

盼复。

Part Four: Exercises

1 我们从驻伦敦的商务参赞处得知，你公司有兴趣与我们进行交易。

2 为了使你们我们可供出口的各类纺织品有一个总的要求，随函寄上样本和价格单各一份，供你们查阅。

3 本地的中国银行国外部推荐你公司有意与一家中国公司建立贸易关系，以推销你们的轻工业产品。

4 我们希望你方尽最大努力既促进业务又增加友谊。

5 我们的一个客户想要购买中国红茶。

6 我们了解到你公司是中国手工艺品的出口商，因此冒昧地写信给你。

7 由于希望与你公司建立业务关系，我们向你们自我介绍，我公司是法国南部各式男女衬衫的进口商。

8 你方2月5日函悉，并已经转交了上海分公司。他们会直接答复你们，因为你们所咨询的商品是他们经营的。

9 我们是一家在全世界范围内进行进出口业务的贸易公司。

Letter Writing: Write a letter to a foreign company for establishing business relations covering the following sentences.

1 the source of your information

2 your intention

3 your business scope

4 the reference as to your firm’s financial standing

5 your expectation

Keys

1 We learned from the Commercial Counseller’s Office in London that you are interested in doing business with us.

2 In order to give you a general idea of your various textiles available for export, we are enclosing herewith sample books and a copy of price list for your information.

3 The Overseas Department of local Bank of China recommend that you are interested in establishing business relations with a Chinese company so as to push sales of your light industrial products.

4 We hope that you will do your best to promote friendship as well as business.

5 One of our clients is in the market for Chinese Black Tea.

6 We learned that you are exporter of Chinese arts and crafts goods, so we take the liberty of writing to you.

7 As we hope to establish business relations with you, we make self-introduction as being importer of various men’s and women’s shirts in South France.

8 Your letter of Feb.15 has been received and passed on to Shanghai branch. They will reply directly as the commodities you required are

handled by them.

9 We are a trading company doing import and export all over the world. Dear Sirs,

We owe your name and address to Commercial Counselloe’s Office of the Swedish Embassy in Beijing who have informed us that you are in the market for textiles.

We avail ourselves of this opportunity to approach you for the establishment of trade relations with you.

We are a state –owned corporation, handling both the import and export of textiles. In order to acquaint you with our business lines, we enclose a copy of our Export List covering the main items suppliable at present. Should any of the items bo of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.

In our trade with merchants of various countries, we always adhere to the principle of quality and mutual benefit. It is our hope to promote, by joint efforts, both trade and friendship to our mutual advantages.

We look forward to receiving your enquiries soon.

Yours faithfully,

Part Five: Homework

1 Letter Composing

Compose a letter on behalf of Mr. Liu Ming, sales manager of Export

Department, according to the given information and message. Then arrange the necessary parts in proper form as they should be set out in a business letter.

Information:

(1) Sender’s Name: Guangdong Foreign Trade Development Corp.(exporter)

(2) Sender’s Address: 779 East Dongfeng Road, Guangzhou, China

(3) Sender’s Cable Address: 5527 GFTDC

(4) Sender’s Telex: 44388 GFTDC CN

(5) Sender’s Fax Number: 86-20-83328156

(6) Date: September 15, 2010

(7) Receiver’s Name: H. J. Wilkinson & Co. Ltd. (importer)

(8) Receiver’s Address: 245 Lombart Street, Lagos, Nigeria Message:

(1) 告诉对方你是从中国银行广州分行(Bank of China, Guangzhou /Guangzhou

Branch of Bank of China)处得悉其公司名称的?

(2) 去函目的是希望与对方建立业务关系?

(3) 告诉对方你公司专门出口中国轻工业产品,这些产品在世界市场上久享盛誉?

(4) 信中说明随函附上目录单一份供其参考?

(5) 提醒对方如对产品有兴趣,请立即与你公司联系?

2 Letter Reply

Dear Sirs,

We get to know your Corporation from your CCPIT(中国国际贸易促进委员会), with which we have been in good business relations for many years. We have learned that you are handling the import and export of all textile materials in Guangzhou.

Since our corporation is one of the largest importers of wool sweater in the USA, we would be interested in establishing business relationship with your company.

It would be greatly appreciated if you could provide details and prices of various sweaters with photos and specifications of each listing.

Yours sincerely,

John Smith

Manager of Import Department

外贸函电翻译参考答案修订稿

外贸函电翻译参考答案 WEIHUA system office room 【WEIHUA 16H-WEIHUA WEIHUA8Q8-

Lesson 2 1. We avail ourselves of this opportunity to introduce to you as a foreign-invested corporation specializing in arts and crafts. 2. We want to acquaint ourselves with the supply position of steel products。 3 We are enclosing a cope of pricelist. have 28 distributors across the world. 5. We are one of the leading exporters of Chinese industrial products and are desirous of entering into business relations you. Lesson 3 are a dealer in Egypt.。 2. I have?2 years of?follow-up purchase orders and shipping experience 3. We have pictures of sports shoes selling well in UK. 4. We are sending some samples and brochures under separate cover for your reference. 5. We are interested in the electric appliance in your sample. Please kindly send your quotations to us. 6. We’d like to inform that you’ll find our new products are at Stand 16. Lesson 4 1. We are looking for a reliable supplier who can provide us the laptop. 2. I would like to buy computers and computer parts. Please send me a detailed pricelist with min. Order and shipping costs.

外贸函电翻译

The Bank of Vancouver Commerce of Canada has informed us that you are one of the leading exporters of textiles in China, and that you wish to export pure silk garments to our market. We take the liberty of writing to you. You will be pleased to note that our corporation is one of the leading importers of textile products, having over 30 years’ history and high reputation. We shall be able to give you considerable orders, if the quality of your products is fine and the prices are moderate. We would be obliged if you will send us some samples with the best terms at your earliest convenience. Yours faithfully, VANCOUVER TEXTILES CORPORATION 加拿大的温哥华工商银行已通知我方，贵方是中国纺织品的主要出口商之一，并且贵方想出口真丝服装我方市场。 Notes for letter 1: 1. commerce n. 商业、贸易、交易；（思想、意见、感情的）交流、社交 Our overseas commerce has increased a great deal. （我们的海外贸易已大大增加。）I have little commerce with my neighbors.（我和邻居很少来往。） Commerce was snagged by the lack of foreign exchange. 商业因缺少外汇而受阻。 2. inform v. 通知、告诉 We hope to be kept informed of the fluctuations of the prices. （请随时告知我方价格的波动情况。） information: n. 信息、情报、资料 We feel highly appreciated for all your information on the recent development in your market.（非常感谢贵方所提供的你方市场最近的全部进展情况。） 3. leading adj. 领导的, 第一位的, 最主要的 These three robot soccer machines were developed by Tomy Co., a leading toy maker in Japan. （这三款机器人足球机是由日本的一家大公司汤米公司研制开发的。）

外贸英语函电课程总结

《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

外贸函电翻译参考答案完整版

外贸函电翻译参考答案 HEN system office room 【HEN16H-HENS2AHENS8Q8-HENH1688】

Lesson 2 1. We avail ourselves of this opportunity to introduce to you as a foreign-invested corporation specializing in arts and crafts. 2. We want to acquaint ourselves with the supply position of steel products。 3 We are enclosing a cope of pricelist. have 28 distributors across the world. 5. We are one of the leading exporters of Chinese industrial products and are desirous of entering into business relations you. Lesson 3 are a dealer in Egypt.。 2. I have?2 years of?follow-up purchase orders and shipping experience 3. We have pictures of sports shoes selling well in UK. 4. We are sending some samples and brochures under separate cover for your reference. 5. We are interested in the electric appliance in your sample. Please kindly send your quotations to us. 6. We’d like to inform that you’ll find our new products are at Stand 16. Lesson 4 1. We are looking for a reliable supplier who can provide us the laptop.

外贸函电课后翻译

Exercise Ⅱ 1. We are glad to inform you that the articles you require fall within the scope of our business activities . 2. We specialize in the export of textiles and are willing to establish business relations with you. 3. In compliance with your letter of 12, we have sent you under separate cover our catalogue and quotation. 4. In order to give you a general idea of our products, we enclose a pamphlet. 5. If your prices are competitive, we will place volume orders on you. 1. 我们愿意在平等互利的基础上与你们做生意。 2. 贵方来信收悉，得知你们愿意与我公司建立贸易关系，我们非常高兴。 3. 我们得知贵公司是当地最大的电器产品进口商之一。 4. 希望能够尽快收到你们的答复。? 5. 在收到你方具体询价时，我们会立即寄上我 们的样品和报价单。 Dear Sirs, We owe your name and address to Mr. Green . We take the liberty of writing this letter with a view to building up trade connections with you. We have dealt in the export of cotton cloth for many years. Our products are of superior quality and are popular with our customers from various parts of the world. In order to give you a general idea of our product, we have enclosed a catalogue. Further information will be available on your request. We are awaiting your prompt reply. Yours faithfully.

国际商务英语函电答案.doc

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Lesson 2 1. We avail ourselves of this opportunity to introduce to you as a foreign-invested corporation specializing in arts and crafts. 2. We want to acquaint ourselves with the supply position of steel products。 3 We are enclosing a cope of pricelist. have 28 distributors across the world. 5. We are one of the leading exporters of Chinese industrial products and are desirous of entering into business relations you. Lesson 3 are a dealer in Egypt.。 2. I have?2 years of?follow-up purchase orders and shipping experience 3. We have pictures of sports shoes selling well in UK. 4. We are sending some samples and brochures under

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国际商务专业 《外贸函电》 课程标准 课程代码：04010095 适用专业：国际商务专业 编制单位：广西机电职业技术学院 广西机电职业技术学院工商管理系 2016年2月

《外贸函电》课程标准 课程编码[04010095] 课程承担单位[广西机电职业技术学院] 制定人[谭启献] 制定日期[审核人[教学 部门主管教学负责人] 审核日期[批准人[教务处处长] 批准日期[一、适用对象 高职高专学生。 二、适用专业 国际商务专业 三、课程性质 本课程是依据国际商务专业人才培养目标和相关职业岗位（群）的能 力要求而设置的，对本专业所面向的外销员、外贸跟单员、外贸单证员等 外贸岗位群所需要的知识、技能和素质目标的达成起支撑作用。在课程设 置上，前导课程有《商务英语听说教程I-III》、《外贸业务基础》、《外贸 业务管理实务》及《报检实务》等；后续课程有《商务英语听说教程Ⅳ》、 《国际商务谈判》、《国际货运实务》及《外贸跟单实务》。 四、课程设计思路 本课程的设计思路是，在工学结合课程建设模式的指导下，首先依据对相关行业 企业的调研与校企合作企业共同分析外贸的各环节工作过程和任务，共同确定外贸各 环节对函电所需要的职业能力；然后以职业能力为本位，开发课程内容，设计项目活 动载体，编写项目教材；同时，建设双师结构的课程教学团队，在校内外实训基地开 展以学生为主体、融“教、学、考、做”为一体、以工作任务为驱动的项目教学；最 后，实施过程考核与结果考核相结合、校内考核与企业考核相结合、课程考核与职业

考证相结合的多样化课程评价体系。 五、课程目标 （一）知识目标 （1）掌握1000个左右外贸函电常用词汇。 （2）掌握外贸函电常用短语（术语、习惯用语）和句型各300个 （3）掌握外贸函电写作的基本格式和习惯表达方法。 （二）能力目标 1、专业能力目标 （1）能正确理解外商来函并译成通顺、具有专业特点的汉语。 （2）能用正确的格式、文字及语法撰写各业务环节的简单英语信函。 （3）能正确理解、翻译和制作一般的英文合同或协议。 2、方法能力目标 （1）能快速获得学习中急需的知识； （2）能利用专业书籍、图纸资料获得帮助信息； （3）能根据学习任务确定学习方案； （4）能根据实际需要灵活变更学习方案； （5）能解决学习中碰到的困难； 3、社会能力目标 通过分组完成项目任务，培养学生团队协作精神，锻炼学生沟通交流、自我学习的能力，从而培养学生形成规范的操作习惯、养成良好的职业行为习惯。 （三）证书目标 《国际商务英语等级证书》