1、國際商務英語函電（第三版）國際商務英語函電（第三版） 電子教案電子教案電子教案簡介電子教案簡介( (第三版第三版) ) 國際商務英語函電國際商務英語函電教材適應高職高專國際經濟與教材適應高職高專國際經濟與貿易、經貿英語等專業外貿函電教學的需要。為了使教材貿易、經貿英語等專業外貿函電教學的需要。為了使教材貼近實際工作，我們在第二版的基礎上進行修改和增減，貼近實際工作，我們在第二版的基礎上進行修改和增減，使之涵蓋面更廣泛、更現代。本書按外貿進出口流程進行使之涵蓋面更廣泛、更現代。本書按外貿進出口流程進行編寫，環節緊湊，通過教與學了解外貿進出口的整個過程編寫，環節緊湊，通過教與學了解外貿進出口的整個

2、過程，每單元后的實訓練習幫助學生進行實際操作，加強動手，每單元后的實訓練習幫助學生進行實際操作，加強動手能力，同時還能提高學生外貿業務、英語知識和語言運用能力，同時還能提高學生外貿業務、英語知識和語言運用能力。修改過程中，我們盡可能貼近業務實際及學生特點能力。修改過程中，我們盡可能貼近業務實際及學生特點，做到準確精練、深入淺出，選用大量合同、信用證、各，做到準確精練、深入淺出，選用大量合同、信用證、各種單據等實例供學生操作，突出實用性、可操作性，充分種單據等實例供學生操作，突出實用性、可操作性，充分體現高職高專教材體現高職高專教材“以能力為本位，以應用為目的，以學以能力為本位，以應用為目的，以

3、學生為主體生為主體”的特點。為適應多媒體教學的需要，我們制作的特點。為適應多媒體教學的需要，我們制作了本教材的多媒體課件以幫助教師提高教學水平。課件內了本教材的多媒體課件以幫助教師提高教學水平。課件內容包括：課文、英漢注釋、例句、練習、實訓練習、補充容包括：課文、英漢注釋、例句、練習、實訓練習、補充內容，并附有習題答案、實訓練習答案、譯文供參考。內容，并附有習題答案、實訓練習答案、譯文供參考。 制作單位：福建對外經濟貿易職業技術學院制作單位：福建對外經濟貿易職業技術學院制作人：陳淑霞制作人：陳淑霞 目 錄Writing Principles of Business Letters Establ

4、ishing Business Relations Enquiries Offers 1 12 23 34 4CONTENTS Counter-Offers 5 5Terms of Payment 6 6目 錄Establishment of L/C and Amendments Packing Shipping Insurance 7 78 89 91010CONTENTS Complaints and Claims 1111 Agency 1212Chapter I Layout and Transmission of a Business LetterLayout and Transmi

5、ssion of a Business LetterChapter I Layout and Transmission of a Business LetterTeaching AimsThe purpose of communication is to obtain complete understanding between the parties involved, and elicit the responses required. Although formality in business letter-writing is rapidly giving way to a less

6、 conventional and more friendly style, the layout still follows a more or less set pattern determined by custom. It is safe to follow established practice so as to avoid confusion and a waste of time for both sender and receiver.Through the study of this chapter, students will be able to understand

7、the layout and transmission of a business letter and arrange an English business letter in proper form and send it to the receiver smoothly. Chapter I Layout and Transmission of a Business LetterMain & Difficult Points 1. Full Block Style.2. Indented Form.3. Modified Block Style.4. Semi-block St

8、yle with Indented Paragraphs.Chapter I Layout and Transmission of a Business Letter1. Principles of Business Letter Writing (4 C)1) Clearness one idea in a sentence, one topic in a paragraph and one matter in a letter. 2) Conciseness natural, human and easy to read. brief and to the pointUse daily e

9、xpressions to replace jargons. concisewordywe will consider the delivery schedule at todays meeting.we are going to give consideration to the delivery schedule at todays meeting.they attend the Guangzhou Trade fair to find a partner.they attend the Guangzhou Trade affair for the purpose of finding a

10、 business partner.we have exported our machine to many countries.we have gegun to export our machines to countries abroad.Chapter I Layout and Transmission of a Business Letter1. Principles of Business Letter Writing3) Correctness No grammatical mistakes. No typing mistakes. Pay special attention to

11、 numbers, such as quantity, price and so on. 4) Courtesy positive, friendly and sincere. Instead of saying: I am in receipt of your order for 1,000 tons of Black Tea.You better say: Thank you for your order for 1,000 tons of Black Tea. Chapter I Layout and Transmission of a Business Letter2. To Lear

12、n This Course, You Should1) have a good command of English;2) pay attention to the special terms in this course;3) understand that the best way to learn it is to read more and write more.Only in this way can you have a better understanding of what you have learned and be able to use them. It is a go

13、od idea to recite some letters. It will help you a lot when you write business letters yourself.Chapter I Layout and Transmission of a Business Letter 1Composition of a business letterLayout ofa business letter2EnvelopEmailFax345Chapter I Layout and Transmission of a Business LetterOf a Business Let

14、terOf a Business LetterChapter I Layout and Transmission of a Business LetterComposition of a Business Letter q standard parts (1) Letterhead (2) Inside address (3) Date (4) Salutation(5) Body of the letter(6) Complimentary close (7) Signatureq optional parts (8) Rreference number(9) Attention line(

15、10) Subject line (11) Reference notation(12) Enclosure (13) Carbon copy (14) PostscriptChapter I Layout and Transmission of a Business Letter(1) Letterhead 信頭信頭The companys nameThe companys nameAddressAddressPostcodePostcodeTelephone numberTelephone numberFax numberFax numberE-mail addressE-mail add

16、ressElements:Chapter I Layout and Transmission of a Business Letter(1) Letterhead 信頭信頭寧波市慈溪進出口股份有限公司寧波市慈溪進出口股份有限公司地址：慈溪市寺山路地址：慈溪市寺山路269269號號 郵編：郵編：315300315300電話： +86-574-63891000 傳真：+86-574-63813763 E-mail: Website: http:/ practice:China Ningbo Cixi Import and Export Corporation Add: 269 Sishan Roa

17、d , Cixi, Ningbo, Zhejiang, China P. C.: 315300Tel: +86-574-63891000 Fax: +86-574-63813763E-mail: Website: http:/Chapter I Layout and Transmission of a Business Letter(2) Inside name and address 封內地址封內地址 收收信人的姓名和地址一般列在信的信人的姓名和地址一般列在信的左上方左上方 由于不同國家書寫地址的習慣不同，收件人地址應按照由于不同國家書寫地址的習慣不同，收件人地址應按照對方公司信紙中的信頭書

18、寫，切勿擅自更改。寫國際地對方公司信紙中的信頭書寫，切勿擅自更改。寫國際地址時，不要忘記在最后一行寫上國家名。址時，不要忘記在最后一行寫上國家名。Chapter I Layout and Transmission of a Business Letter(2) Inside name and address 封內地址封內地址致某公司：致某公司：Messrs. Lake Kane Co.，Ltd.66 Martins LaneLondon EC3V 7BH致公司中某職位：致公司中某職位：The ManagerEagle Press Inc.66 Martins LaneLondon EC3V 7

19、BH致公司某人：致公司某人：Mrs. Jutta BrownEagle Press Inc.66 Martins LaneLondon EC3V 7BH Chapter I Layout and Transmission of a Business Letter(3) Date 日期日期一般寫法有一般寫法有: : A, 5th March 2008 B, 5 March 2008 C, March 5th,2008 D, March 5, 2008day/month/year (English practice)month/day/year (American practice)A. 一般按日

20、一般按日,月月,年的順序寫出；年的順序寫出；日可用基數或序數；日亦可放在日可用基數或序數；日亦可放在月份后面，當日年之間必須加逗月份后面，當日年之間必須加逗號。號。B. 年份應完全寫出，不能用年份應完全寫出，不能用(12)代替代替(2012)C. 月份要寫英文名稱，不能用月份要寫英文名稱，不能用數字來代替，但可以用縮寫。數字來代替，但可以用縮寫。注意事項：注意事項：Chapter I Layout and Transmission of a Business Letter(4) Salutation 稱呼稱呼For addressing one person Dear Sir,Dear Mad

21、am,For addressing two or more personsDear Sirs,Dear Madams,Gentlemen: (always should be in plural form)A less formal greetingDear Mr. Dear Ms.注意：注意： 若不能確定閱信者是男是若不能確定閱信者是男是女，用女，用Dear Madam or Sir;稱呼后面的標點，一般使稱呼后面的標點，一般使用逗號或分號，美加來信用逗號或分號，美加來信中中Gentlemen后用冒號：后用冒號：Chapter I Layout and Transmission of a B

22、usiness Letter(5) Body of the letter 正文正文書信的主體書信的主體 ( (一般分為一般分為3 3部分部分) )Opening SentencesThe closing SentencesWe hope to receive your reply early.Chapter I Layout and Transmission of a Business Letter(6) Complimentary close 結尾敬語結尾敬語結束語是一種客套用語它應與前面的稱呼相呼應，后面結束語是一種客套用語它應與前面的稱呼相呼應，后面加逗號。加逗號。Salutation

23、Formal Less formalInformal Dear Sir or MadamDear Mr.Dear Mary,Dear Sirs,Dear Ms.Dear Tom,Gentlemen,Dear Green,complimentaryYours faithfully,Yours sincerely,Sincerely,Faithfully yours,Sincerely yours,Cordially,Truly yours,Cordially yours,Best regards,Chapter I Layout and Transmission of a Business Le

24、tter(7) Signature 簽名簽名A letter should be signed by hand, and in ink.外國函件都必須由負責親筆簽名，用橡皮戳說明該信并非本外國函件都必須由負責親筆簽名，用橡皮戳說明該信并非本人親自過目，只是通函，不為人重視，不禮貌。人親自過目，只是通函，不為人重視，不禮貌。 Julie Wang for Mary Huang（此方式表示書信內容為（此方式表示書信內容為Mary Huang的意思，的意思， Julie Wang 只是只是代為簽字而已；代為簽字而已；一般商務書信，還應在簽名下方將發信人的姓名用打字形式打出。一般商務書信，還應在簽名下

25、方將發信人的姓名用打字形式打出。 簽名者代表公司、某單位名義時，應在結束詞下方打出全部大寫的簽名者代表公司、某單位名義時，應在結束詞下方打出全部大寫的單位名稱，然后再簽名。單位名稱，然后再簽名。 當負責人不在而由經辦人員代簽名時，要加上當負責人不在而由經辦人員代簽名時，要加上by, for字樣。字樣。 Chapter I Layout and Transmission of a Business Letter8. Reference number 存檔存檔編號編號 信函編號常見的書寫形式有兩種：信函編號常見的書寫形式有兩種： 一種比較簡單的形式一種比較簡單的形式“Re: XXX”， 例如例如,

26、 Re: Invoice 12345 或或Re: Your letter dated January 20, 2006。 一種比較常用的形式一種比較常用的形式 “Your ref: XXX, Our ref: XXX” 提供一組縮寫信息，包括：文件編號、起草人、錄入提供一組縮寫信息，包括：文件編號、起草人、錄入人的姓名縮寫和部門代號等。人的姓名縮寫和部門代號等。Chapter I Layout and Transmission of a Business Letter 通常位于信通常位于信內內名名稱稱和地址和地址與稱與稱呼之呼之間間，用于向收信的，用于向收信的公司提示希望公司提示希望將將信函交

27、信函交給給某某個個具體的具體的經辦經辦人或部人或部門門。 例：例： Attention: William Smith, General Manager 或或For the Attention of Export Department9.Attention Line 轉發提示轉發提示Chapter I Layout and Transmission of a Business Letter10.Subject Line 主題主題 標題寫在稱呼語下面兩行，一般是在信箋中間位置，標題寫在稱呼語下面兩行，一般是在信箋中間位置，事由要簡單扼要，說明商品名稱，數量，信用證或合事由要簡單扼要，說明商品名稱，

28、數量，信用證或合同號等即可。同號等即可。 e.g. (1)Subject:Sewing Machines (2)Subject:Our contract No.123 (3)Sewing MachinesChapter I Layout and Transmission of a Business Letter11.Reference Notation（經辦人代號）（經辦人代號） 經辦人代號是由書信口述人和打字員的姓名的首經辦人代號是由書信口述人和打字員的姓名的首字母組成的，用冒號或斜線分開。如自己打字，字母組成的，用冒號或斜線分開。如自己打字，則省去這部分。則省去這部分。 寫寫法有：法有：W

29、L/SM WL: SM WL/sm WL: smChapter I Layout and Transmission of a Business Letter12. Enclosure 附件附件 如信中有附件時，應在簽名下注明如信中有附件時，應在簽名下注明Encl.或或Enc.如附件如附件不止一件應注明不止一件應注明2 Encls or 3 Encls,或詳細列明如下：或詳細列明如下： Encls: 2 Invoices Enc: 1 B/L 1 Photo 1 Certificate Chapter I Layout and Transmission of a Business Letter1

30、3.Carbon Copy 抄送抄送 如果函件要抄送其他有關單位，同時使對方也知道已如果函件要抄送其他有關單位，同時使對方也知道已抄送其他單位，可在信件最后的左下角注明抄送其他單位，可在信件最后的左下角注明“CC to xxx” or “CC xxx” CC Mr.J.Cooper (that means Mr.J.Cooper who will receive the copies of the letter.)Chapter I Layout and Transmission of a Business Letter14.Postscript 附言附言 信寫完后，如果想起還有要緊的要說，可

31、以在信末信寫完后，如果想起還有要緊的要說，可以在信末加加P.S. 引出補敘的話，然后由發信人簽署本人簡筆引出補敘的話，然后由發信人簽署本人簡筆簽名簽名(本人姓名的第一個字母本人姓名的第一個字母)。 Note: Dont use P.S. if you forget to mention a point in the body of the letter. rewrite the letter instead.Chapter I Layout and Transmission of a Business LetterChapter I Layout and Transmission of a B

32、usiness Letter信頭信頭 (Letterhead)存檔編號存檔編號 (Ref . No. )日期日期 (Date) 封內名稱和地址封內名稱和地址 (Inside Name and Address)轉發提示轉發提示 (Attention Line)稱呼稱呼 (Salutation)事由標題事由標題 (Subject Line)正文部分正文部分 (Body of the Letter) 結尾敬語結尾敬語 (Complimentary Close) 簽名簽名 (Signature)經辦人代號經辦人代號 (Reference Notation)附件附件 (Enclosure)抄送抄送 (C

33、arbon copy)附言附言 (Postscript) 外貿業務書信的基本結構：外貿業務書信的基本結構：Chapter I Layout and Transmission of a Business Letter Full-block style （全齊頭式）（全齊頭式） Indented form （縮行式）（縮行式） Modified block style （改良的齊頭式）（改良的齊頭式） Semi-block format with indented paragraphs （半齊頭式或混合式）（半齊頭式或混合式）常用的四種商務信函格式常用的四種商務信函格式The form of a

34、business letter Chapter I Layout and Transmission of a Business LetterXiamen Polyking Co., Ltd.46 Pk Building, Huli Zone,Tongan Industrial Center, Xiamen, ChinaTel: Fax:mail: Webs: http:/ July 30, 2014ACHILLES CONCEPT GMBH & CO.KGBahnhofstr. 141 63263 Neu-Isenburg Fra

35、nceTel: 6102 59 5770 Fax: 6102596170Gentlemen:Re: AD103 Easy-carrierWe thank you for your letter of July 28 concerning our AD103 Easy-carrier. However, we regret to inform you that we can not accept any fresh orders as we are heavily committed at present.If you are interested in any other items, ple

36、ase do not hesitate to let us know.We are looking forward to hearing from you soon.Yours truly, Xiamen Polyking Co., Ltd.(Signature) Eric Chen General Manage 1.full blocked styleChapter I Layout and Transmission of a Business Letter Xiamen Polyking Co., Ltd. 46 Pk Building, Huli Zone, Industrial Cen

37、ter, Xiamen, China Tel: Fax:Email: Webs: http:/ July 30, 2014ACHILLES CONCEPT GMBH & CO.KG Bahnhofstr. 141 63263 Neu-Isenburg France Tel: 6102 59 5770 Fax: 6102596170Gentlemen:Re: AD103 Easy-carrier We thank you for your letter of July 28 concerning our AD103 Easy-car

38、rier. However, we regret to inform you that we can not accept any fresh orders as we are heavily committed at present. If you are interested in any other items, please do not hesitate to let us know. We are looking forward to hearing from you soon.Yours truly, Xiamen Polyking Co., Ltd.(Signature) Er

39、ic Chen General Manage 2. indented styleChapter I Layout and Transmission of a Business LetterXiamen Polyking Co., Ltd.46 Pk Building, Huli Zone,Tongan Industrial Center, Xiamen, ChinaTel: Fax:mail: Webs: http:/ July 30, 2014ACHILLES CONCEPT GMBH & CO.KGBahnhofstr. 14

40、1 63263 Neu-Isenburg FranceTel: 6102 59 5770 Fax: 6102596170Gentlemen:Re: AD103 Easy-carrierWe thank you for your letter of July 28 concerning our AD103 Easy-carrier. However, we regret to inform you that we can not accept any fresh orders as we are heavily committed at present.If you are interested

41、 in any other items, please do not hesitate to let us know.We are looking forward to hearing from you soon.Yours truly, Xiamen Polyking Co., Ltd.(Signature) Eric Chen General Manage 3. Modified bolicked styleChapter I Layout and Transmission of a Business LetterXiamen Polyking Co., Ltd.46 Pk Buildin

42、g, Huli Zone,Tongan Industrial Center, Xiamen, ChinaTel: Fax:mail: Webs: http:/ July 30, 2014ACHILLES CONCEPT GMBH & CO.KGBahnhofstr. 141 63263 Neu-Isenburg FranceTel: 6102 59 5770 Fax: 6102596170Gentlemen:Re: AD103 Easy-carrier We thank you for your letter of July 28

43、 concerning our AD103 Easy-carrier. However, we regret to inform you that we can not accept any fresh orders as we are heavily committed at present. If you are interested in any other items, please do not hesitate to let us know. We are looking forward to hearing from you soon.Yours truly, Xiamen Po

44、lyking Co., Ltd.(Signature) Eric Chen General Manage 4. Semiblock style with indented paragraphsChapter I Layout and Transmission of a Business Letter Addressing EnvelopesThe three important requirements of envelope addressing are accuracy, clearness, and good appearance. Business stationery ordinar

45、ily has the return address printed in the upper left corner of the envelope. Name and address of the receiver should be typed above half way down the envelope, leaving enough space for the postmark and stamps. Post notations such as “Registered”,“Certified”, or “Confidential” should be placed in the

46、 bottom left-hand corner.Chapter I Layout and Transmission of a Business LetterSenders AddressStampReceivers addressRemarksForm of EnvelopMailing directions1. Private2. Personal3. confidential1. Registered2. Express3. Ordinary mail4. Immediate(urgent)5. Printed matter6. sampleChapter I Layout and Tr

47、ansmission of a Business LetterReceivers address 如果信件不是通過郵寄，而是托某人轉交，則在信封上不寫收如果信件不是通過郵寄，而是托某人轉交，則在信封上不寫收信人的地址，只在收信人的名稱之下寫：信人的地址，只在收信人的名稱之下寫：By Politeness of/By Kindness of/Through the Courtesy of/Per Kindness of/Forwarded by/Per Favor of/By (or: With) Favor of/Favored by加上帶信人的姓名，例如：加上帶信人的姓名，例如：Dr. Jo

48、hn SmithKindness of Mr. Zheng He Chapter I Layout and Transmission of a Business LetterReceivers address如果不寫出帶信人的姓名，則只需在收信人姓名之上寫：如果不寫出帶信人的姓名，則只需在收信人姓名之上寫：Please Forward，例如：，例如：Please ForwardMr. ChenChapter I Layout and Transmission of a Business LetterReceivers address如果信件通過郵局寄給第三者轉交給收信人，則要在收信人姓名如果信

49、件通過郵局寄給第三者轉交給收信人，則要在收信人姓名下面寫明轉交人的姓名，其前面加下面寫明轉交人的姓名，其前面加c/o (=care of 由由轉交轉交)，例，例如：如：Mr. John Smithc/o Mr. Chen128 Wuyi RoadFuzhou, Fujian, ChinaChapter I Layout and Transmission of a Business Letter Example of EnvelopesWilliam & Sons (Stamp)58 Lancaster House,Manchester, London The National Tran

50、sport Co. 120 Broadway Street (Registered) Rangoon, BurmaChapter I Layout and Transmission of a Business LetterThe form of E-mailTo: 收件人的收件人的e-mail信箱信箱Caption or Subject主題主題Copy抄送抄送Body正文正文Enclosure or Attachment附件附件Chapter I Layout and Transmission of a Business LetterTo: dieterachilles-concept.frS

51、ubject: AD103 Easy-carrierCopy: (Omit)Body:Gentlemen: We thank you for your letter of July 28 concerning our AD103 Easy-carrier. However, we regret to inform you that we can not accept any fresh orders as we are heavily committed at present. Enclosed please find our latest catalogue. If you are inte

52、rested in any other items, please do not hesitate to let us know. We are looking forward to hearing from you soon.Yours truly, Xiamen Polyking Co., Ltd.(Signature) Eric Chen General Manage ExampleChapter I Layout and Transmission of a Business LetterChapter I Layout and Transmission of a Business Le

53、tterGE SiliconesGeneral Electric Company1001-3 Three Square，H.K.Tel: (652) 8436760Fax: (852) 8775780CERTIFICATE OF ORIGINDate: June 5, 2014RE:Ultraglaza SSG4000 Structural Glazing SealantQuantity: 1512 kgsBatch: DG550Silpruf SCS 2000 One-component Silicone Weatherproofing SealantQuantity: N/ABatch:

54、N/AWe certify that the above products were manufactured by GE Silicones (General Electric Company) at your facility located at Waterford NY, United States of America.Country of Origin and ManufacturerGeneral Electric Company, U.S.A.(Signature)General Electric CompanyExampleChapter I Layout and Trans

55、mission of a Business LetterExercisesChapter I Layout and Transmission of a Business Letter I. Arrange the following in proper form as they should be set out in a letter:1. Senders name: China Fujian Chemical Imp.& Exp. Corp.2. Senders address: 128 Wuyi Road , Fuzhou, China3. Senders Fax: 0591-7

56、5334264. Senders telephone number: Date: March 23, 20036. Receivers name H.G Wilkinson Company Limited7. Receivers address: 245 Lombart Street, Lagos, Nigeria8. Subject-matter: Sewing Machines9. The message: We thank you for your letter of March 16 enquiring for the captioned goods. T

57、he enclosed booklet contains details of all our Sewing Machines and will enable you to make a suitable selection. We look forward to receiving your specific enquiry with keen interest.KeyChapter I Layout and Transmission of a Business LetterKey China Fujian Chemical Imp. & Exp. Corp. 128 Wuyi Ro

58、ad , Fuzhou, ChinaFax:Tel:March 23, 2013 H.G Wilkinson Company Limited 245 Lombart Street, Lagos, NigeriaDear Sirs, Re: Sewing Machines We thank you for your letter of March 16 enquiring for the captioned goods. The enclosed booklet contains details of all our Sewing Mach

59、ines and will enable you to make a suitable selection. We look forward to receiving your specific enquiry with keen interest. Yours faithfully,Chapter I Layout and Transmission of a Business LetterII. Address an envelope for the above letter.KeyChapter I Layout and Transmission of a Business LetterK

60、eyChina Fujian Chemical （Stamp）Imp. & Exp. Corp.128 Wuyi Road Fuzhou, China H.G Wilkinson Company Limited 245 Lombart Street, Lagos, Nigeria (Registered) Chapter I Layout and Transmission of a Business LetterProfessional AdviceA letter functions well if it can deeply impress or influence its recipient. To gain such a favorab