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1、主编：黄振华,商 务 英 语 写 作,Unit One Business Letter,Unit Two Establishing Business Relationships,Unit Three Enquiries,Unit Four Offers and Counter Offers,Unit Five Orders,Unit Six Entering into a Contract,Unit Seven Payment,Unit Eight Letters of Credit,Unit Nine Shipment,Unit Ten Insurance,Unit Eleven Compl
2、aints and Claims,商务英语写作,Unit One Business Letter,Objectives Useful Information Words, Phrases and Grammatical Points Chinese Version of the Text Key to the Exercises,U N I T O N E,Objectives,商务英语写作Unit One Business Letter,To learn basic rules of writing business letters. To learn structure and style
3、s of business letters. To practice writing business letters.,Forms of Business Letters Indented Form,商务英语写作Unit One Business Letter,Useful Information,Forms of Business Letters Blocked Form,商务英语写作Unit One Business Letters,Useful Information,Clarity Conciseness Courtesy,Rules to Be Observed in Writin
4、g,商务英语写作Unit OneRules to be observed in writing,Useful Information,商务英语写作Unit One Business Letter,Clarity means,One sentence for one meaning only. There must be logical relationship between relevant sentences. No reversion or repetition is allowed to appear. In a simple and direct way.,Useful Inform
5、ation,Conciseness means,All the words/sentences and paragraphs in a letter must be clear cut and straight forward. Three aspects should be paid attention to:,商务英语写作Unit One Business Letter,Useful Information,商务英语写作Unit One Business Letter,Conciseness (1),Useful Information,Conciseness (2),商务英语写作Unit
6、 One Business Letter,Useful Information,Conciseness (3),商务英语写作Unit One Business Letter,Useful Information,Being very polite, even in asking the addressee to pay back the debts or refusing his demands. Being prompt in replying to the opposite partys letter.,Courtesy means,商务英语写作Unit One Business Lett
7、er,Useful Information,basic (to sth): forming a base or starting-point e.g. These facts are basic to an understanding of the case. means: action by which a result is brought about e.g. This money wasnt earned by honest means. by all means: yes, of course; certainly e.g. Can I see it? By all means. b
8、y means of sth: by using sth; with the help of sth e.g. lift the load by means of a crane. by no means: not at all e.g. She is by no means poor; in fact, shes quite rich.,商务英语写作Unit One Business Letter,Words, Phrases and Grammatical Points,address sth (to sb/sth): write on (a letter, parcel, etc) th
9、e name and address of the person, firm, etc that it is to be delivered to e.g. The card was wrongly addressed to us at our old home. address sb as sth: use (a particular name or title) in speaking or writing to sb e.g. Dont address me as Colonel; Im only a major. open (sth) with sth: start with sth
10、e.g. He opened the conference with a speech. call ones attention to sth: point sth out to sb e.g. She drew my attention to an error in the report.,商务英语写作Unit One Business Letter,Words, Phrases and Grammatical Points,make sure: do sth to ensure that sth happens e.g. Make sure that the visit goes well
11、. to the point: (in a way that is) relevant and appropriate e.g. His speech was short and to the point. available: (of things) that can be used or obtained e.g. Tickets are available at the box office. (of people) free to be seen, talked to, etc e.g. Im available in the afternoon. reluctant (to do s
12、th): unwilling and therefore slow to co-operate, agree, etc e.g. She was reluctant to admit the truth.,商务英语写作Unit One Business Letter,Words, Phrases and Grammatical Points,商务英语写作Unit One Business Letter,Chinese Version of the Text,介 绍 信息交流是商业活动的基础，没有信息交流，商业活动将无从谈起。而书信则是交流中最常见的方式，因此也是商业活动中极为重要的部分。通常，
13、商业书信由七部分或八部分组成。 信头或公司地址 日期 封内地址 称呼(称呼是一种礼貌性的问候。如果可能，称呼对方的姓名；如果不知道对方的姓名，则以“尊敬的先生/夫人”开头。) 正文 结尾谦称 签名 附件(如果随信附有其他东西，注明“内附”以引起对方的注意。),写作规则,商务英语写作Unit One Business Letter,Chinese Version of the Text,Sample 1,商务英语写作Unit One Business Letters,Chinese Version of the Text,学院书店 学院路75号 印地安那州安德森市 07713 2004年11月5
14、日 敬启者： 我想定购150本“Business for You and for Me”，本书作者是约翰史密斯，每本书的批发价为1.50美元，共计225美元。如果可能的话，我希望在十天之内就能收到。 请同时寄来贵方近期的书刊目录。 市场经理John Newcomb谨启,Sample 2,商务英语写作Unit One Business Letter,Chinese Version of the Text,2004年11月9日 尊敬的纽克目先生： 非常感谢您于11月5日的来信，要求定购100本由约翰史密斯所著的书“Business for You and for Me”。 很遗憾该书现在缺货，但我
15、们正加紧重印，预计在本月低就能有货。 因贵方急需该书，我们现给您寄出75本，余下的25本将尽快寄出。 该书的批发价是每本1.50元，共计150美元，收到订货后请将货款寄出。 内附出版社的最新书刊目录。 业务经理Mary Mcmahon谨启,Sample 3,商务英语写作Unit One Business Letter,Chinese Version of the Text,2003年4月25日 尊敬的温斯特先生： 现对您4月15日要求我方结算三月份的账目的信进行回复。 很抱歉没能及时结算，因为我们的会计师马德小姐的不幸去世，我们当时无法对任何账目进行结算。 附一张3,000,000美元的支票，
16、给贵方造成不便，请再次接受我们的歉意。 谨上,Sample 4,商务英语写作Unit One Business Letter,Chinese Version of the Text,尊敬的道格拉斯先生： 我曾于2月26日写信要求贵方对500,000美元的账目进行结算，这笔账目自一月份以来一直没有结算。因一直没有得到贵方的回音，我们将不得不将此事交给律师处理。但我们并不愿这样做，因此再给贵方七天的时间来处理此事。 谨上,1 d 2 h 3 b 4 j 5 f 6 e 7 i 8 g 9 c 10 a,Key to Exercises,Exercise 1,商务英语写作Unit One Busin
17、ess Letter, A body, where all the information are to be given, usually has four part opening, middle, future plan and closing. Salutation is a polite greeting. It is usually followed by a colon (sometimes by a comma). If possible, try to address a person by name. If you dont know the persons name, y
18、ou can open with Dear Sir/Madam. Complimentary close is a polite way to end a letter. Use Yours sincerely after Dear (name) and Yours faithfully after Dear Sir/Madam . When something is enclosed with a letter, attention should be called to it by writing Enclosure or Enc. The most effective letter sh
19、ould be easy to read and easy to understand.,Key to Exercises,商务英语写作Unit One Business Letter,Exercise 2, We look forward to a fruitful business relationship with you in the future. We thank you / appreciate your interest in our products. We were glad / It was a pleasure to learn from your letter of
20、March 2nd that you were interested in this matter. Enclosed is / We enclose / You will find enclosed one price list. Will you let us hear from you in this matter.,商务英语写作Unit One Business Letter,Exercise 3,Key to Exercises,A Would you please inform us what you wish us to do? Would you please reply wi
21、thout delay your wishes in this matter? Would you please inform us of the results? B I look forward to hearing from you soon. I look forward to (receiving) your favorable reply. I look forward to (receiving) your orders.,商务英语写作Unit One Business Letter,Exercise 4,Key to Exercises, 我们已收到贵方7月6日的来信，感谢你们
22、对我们新产品的关注。 如能迅速回信将非常感谢。 兹附上保书一份，如蒙填写完毕即寄回我们将非常高兴。 再一次对给贵方带来的麻烦表示歉意。 深信贵方将会调查此事，并将进一步的结果告知我方。,商务英语写作Unit One Business Letter,Exercise 5,Key to Exercises, We regret that we are unable to give you order at present / meet your requirements at present . We are pleased to inform you / regret to inform you
23、 that . We thank you for your attention to this matter / your cooperation. Our product sample will be sent to you by air parcel post / by express mail. We look forward to your comment / your early reply.,商务英语写作Unit One Business Letter,Exercise 6,Key to Exercises,China National Light Industrial Produ
24、cts Import & Export Corporation Shanghai Branch 128 Huchui Road Shanghai, China March 8, 2005 H. G. Wilkinson Company, Limited 245 Lombart Street Lagos, Nigeria Dear Sir/Madam, We thank you for your letter of March 1 asking for the price list of our goods. The enclosed booklet includes details of al
25、l our products and will enable you to make a selection. We look forward to receiving your order. Yours faithfully,商务英语写作Unit One Business Letter,Exercise 7,Key to Exercises,Unit Two Establishing Business Relationships,Objectives Useful Information Words, Phrases and Grammatical Points Chinese Versio
26、n of the Text Key to the Exercises,U N I T T W O,Objectives,商务英语写作Unit Two Establishing Business Relationships,To learn methods of establishing business relationships. To learn useful terms and expressions used in this unit. To practice writing letters for establishing business relationships.,Steps
27、to establish business relationships,First of all, a dealer should try to find partners. Secondly, he can send letters to his partners who interest him. At last, he may express his expectation of cooperation and an early reply.,商务英语写作Unit Two Establishing Business Relationships,Useful Information,Way
28、s a dealer can find his partners,商务英语写作Unit Two Establishing Business Relationships,Useful Information,Things you should write in a letter (1),商务英语写作Unit Two Establishing Business Relationships,the sources of information related to the addressee, for example, how you know his name and address e.g.:
29、We have your name and address from the Commercial Counselors Office of your embassy in Beijing. Your firm has been recommended to us by Bank of China in Beijing.,Useful Information,your intention, i.e. why you are writing to him e.g.: We would be pleased to establish business relationships with you.
30、 We are willing to enter into business relationships with your company on the basis of equality and mutual benefit.,Things you should write in a letter (2),商务英语写作Unit Two Establishing Business Relationships,Useful Information,Things you should write in a letter (3),商务英语写作Unit Two Establishing Busine
31、ss Relationships,a brief introduction of your firm, e.g. your business scope, your branches, your financial standing and credit rating, etc. e.g.: We have the pleasure of introducing ourselves to you as a state-operated corporation dealing exclusively in light industrial goods. We are one of the lar
32、gest importers of cotton and woolen piece goods in this city.,Useful Information,Sometimes the terms of sales or purchases are mentioned and catalogues, price lists and other details enclosed for reference. e.g.: Enclosed you will find a copy of our export list showing the main items now available f
33、or your reference.,Things you should write in a letter (4),商务英语写作Unit Two Establishing Business Relationships,Useful Information,Words, Phrases and Grammatical Points,商务英语写作Unit Two Establishing Business Relationships,obtain.from: 从获悉；从得悉 e.g. I obtain your name from an old friend of mine. Commercia
34、l Counselors Office: 商务参赞处 establish: 建立 e.g. establish business relationships 建立贸易关系 establish new business 开拓新业务 extend: 延长，扩展，给予 e.g. We would like to extend our business with you in this line.,商务英语写作Unit Two Establishing Business Relationships,quotation: 报价(常与之连用的动词有make, send, give, cable,后常跟着介
35、词for, 少数情况下买方提及卖方的报价时用of。) e.g. Please make (send, give, cable) us your quotation for 300 cups. enter into business relationships: 建立贸易关系 latest: 最新的，最近的 e.g. This is the latest fashion. 0,Words, Phrases and Grammatical Points,商务英语写作Unit Two Establishing Business Relationships,irrevocable confirmed
36、Letter of Credit: 不可撤消保兑信用证(如果一张信用证除了开证行的付款保证之外，还有另一家银行作了付款保证，那么这个信用证就是保兑信用证。经过保兑的信用证被称保兑信用证，对信用证加以保兑的银行称保兑银行。只有在不可撤消信用证上，才能加以保兑，成为保兑的不可撤消的信用证。) leading dealer/largest dealer: 最大(主要)经营者 e.g. leading department stores (importers, exporters, etc.) 大百货商店(进口商、出口商),Words, Phrases and Grammatical Points,商
37、务英语写作Unit Two Establishing Business Relationships,our products are of best quality: 句中of是表示特征的介词。句子相当于our products are best in quality 意为“我们的产品质量上乘” for your reference: 供你参考 类似的表述：for your guidance; for your information; for your consideration e.g. A market survey will be sent to you for your refere
38、nce.,Words, Phrases and Grammatical Points,Chinese Version of the Text,介绍 在国际贸易中，当一家公司想打开某种商品的销路或向其他公司购买东西时，该公司的主管人员首先要查明他将同谁打交道，然后和相关公司建立业务关系。要获得此类信息通常可通过以下几种途径： 银行 外国商会 贸易行行名录 中国驻国外商务处 同业商行等 广告,商务英语写作Unit Two Establishing Business Relationships,在写此类信函时，首先你需告知收信人你如何得知他的相关信息，并自我介绍，然后阐明你所感兴趣的东西。有时在信中
39、要提到买卖的条款、目录、价格单和其他可供参考的详细资料。最后总是希望彼此合作以及期待对方及早回复等。写信件时应做到礼貌、简洁、清晰、明了。 收到任何此类信函之后，应有礼貌地及时给予完整的答复。,商务英语写作Unit Two Establishing Business Relationships,写作规则,Chinese Version of the Text,商务英语写作Unit Two Establishing Business Relationships,Sample 1,敬启者： 我们从驻贵国使馆商务处得悉贵公司的行名和地址。现致函给您，期望与贵公司建立业务关系。 我们从事丝绸产品的进口
40、业务多年。现正欲拓展业务。我方对贵公司产品颇感兴趣。如能收到贵方产品目录和报价，将不胜感激。 如贵方价格适合我方要求，我方期望今后可达成大笔交易。 盼早日回复。 谨上,(从商务处获得信息建立业务关系),Chinese Version of the Text,商务英语写作Unit Two Establishing Business Relationships,Sample 2,敬启者： 贵方本月八日来信收悉，谢谢。兹欣告，我方愿与贵方建立商务关系。 应贵方要求，现寄上我方所有丝绸产品的最新目录和价格表。 付款采用不可撤消、保兑信用证。 如贵方认为有可能成交，请尽快联系我方。 敬上,(同意建立业务
41、关系),Chinese Version of the Text,商务英语写作Unit Two Establishing Business Relationships,Sample 3,敬启者： 承蒙与我公司有多年业务关系的西门子公司介绍，我方得知贵公司从事手机制造业务。 我公司主要从事手机经销业务，我方相信在本地区此种产品市场前景广阔。现我方愿与贵方建立直接商务关系，请寄贵方详细资料包括种类、价格和付款条件。 盼早日回复。 敬上,(通过介绍建立业务关系),Chinese Version of the Text,商务英语写作Unit Two Establishing Business Relat
42、ionships,Sample 4,敬启者： 我方已收到贵方6月19日的来信。 我方可保证我们的产品质量上乘。随信附上我公司出口产品目录，供参考。 我将于下周早些时候与贵方联系并回答贵方可能提出的问题。 敬上,(回复),Chinese Version of the Text,商务英语写作Unit Two Establishing Business Relationships,1 j 2 i 3 a 4 c 5 h 6 b 7 e 8 f 9 d 10 g,Key to Exercises,Exercise 1,商务英语写作Unit Two Establishing Business Relat
43、ionships, With the reference to your letter of May 4, we are delighted to learn that you want to establish business relations with us. This is our first business transaction, so both of us should be careful in case something unexpected happens. We hope to establish business relations with you on the
44、 basis of mutual benefit. If you want to know the prices of our products, we can send you a price list. We can assure you that our products are of best quality.,Exercise 2,Key to Exercises,商务英语写作Unit Two Establishing Business Relationships, We want to establish business relationships with your compa
45、ny. To give you a general idea about our products, we enclose relevant catalogues. We have your name and address from the Commercial Counselors Office of the Chinese embassy in Ghana. We are looking forward to hearing from you soon. Quotations and samples will be sent to you upon receipt of your enq
46、uiries.,Exercise 3,Key to Exercises,商务英语写作Unit Two Establishing Business Relationships,A We are pleased to enter into direct business relationships with you. We are pleased to receive your letter dated February 16. We are pleased to learn from Motorola Company that you want to find a partner in Chin
47、a. B This kind of product is best in quality in its line. Your help is very valuable to our company in the export of batteries. In choosing business partners, I think competence is very important.,Exercise 4,Key to Exercises,商务英语写作Unit Two Establishing Business Relationships, 我方确信贵方将对我们的服务及货物的良好品质表示
48、满意。 十分荣幸地邀请贵方参加我们这次举办的新产品展览。 如果您能向我们提供这家公司的财务状况的资料，我们将不胜感激。 目前我们对筷子感兴趣，如贵公司能寄来商品目录、样品及价目表，我们将不胜感激。 贵方六月四日的来函已收到，得知你们对台布有兴趣，并考虑试订。,Exercise 5,Key to Exercises,商务英语写作Unit Two Establishing Business Relationships, We are delight to answer your request for information on our goods for sale / establish bu
49、siness relationships with you on the basis of equality and mutual benefit. We are writing this letter to tell you the products you required fall within the scope of our business activities / reply to the questions in your latest letter. Should the quality and price be found competitive, we would like to