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1、外 贸 函 电,Foreign Trade Correspondences,Content,Introduction The layout of Business Writing Process of Business Terms of payment Shipping Complaints and Claims,Process of business,Enquries Replies to enquires Offers Counter offers Orders,Introduction,Principle of a good letter (7cs) Layout of a letter
2、 positive information neutral negative persuasive Approach Direct Indirect,Lesson 1 Layout,Components The heading Date Line The inside Address Salutation The body of the letter The complimentary Close The signature (Caption, Attention, Enclosure, C.C, P.S.),Lesson 2 Enquires,Definition Layout Struct
3、ure Key words: (intend to, of utmost importance, duplicate, quote, FOB, lead-time, competitive, appreciate, terms of payment, look forward to) Key phrases: (to ones specifications, expand ones business, intellectual property rights, be disposed of ),Key sentence: 1. You are not supposed to duplicate
4、 or sell any of our designs to any other customers without our written approval. 2. If your price is competitive and delivery acceptable, we are ready to sign long-term contract with you. 3. Your early reply will be highly appreciated.,Lesson 3 Replies to Enquiries,Layout Key words (office hours, me
5、rit, dealers,brochure, quotation sheet, catalog etc) Key phrases (onbasis, supplywith, at discount) Key sentences: 1) Keep our wholesale prices between ourselves and our dealers. 2) It is our way of meriting both he loyalty and good faith of those whom we do business. Incoterms (FOB, CIF, CIP etc),L
6、esson 4 Offers,Definition /components Classification Layout and structure Key words and phrases (make offer for, subject to, in our favor, be valid, refer to, take advantage of , introductory price, for shipment during, metric ton, irrevocable, L/C, advancing),Key sentences: 1) subject to your final
7、 information. 2) subject to your reply reaching here before March 28. 3) Shipment will be effected within 20 days after receipt of the relevant sight L/C in our favor issued by bank acceptable to us.,Lesson 5 Proforma Invoices,Definition Key words ( license, authorities, triplicate, numerous, sell f
8、ast, take necessary steps, without delay, at an early date ) Key sentences: 1) Our clients requests us to obtain from you a quotation for sewing machines with the following specifications 2) There is no question about our getting the necessary import license form our authorities. 3) After the licens
9、e is approved, we shall establish an L/C in your favor. 4) Please take the necessary steps without delay. (do everything necessary),Lesson 6 Terms and Conditions,Classification Definition of Cover Letter Key phrases (be adapted from) Key Sentence: 1) Any terms we agree to differ from these condition
10、s can be stipulated in the specific Conditions without amendment to the General Conditions because the Specific Conditions supersede the General Conditions.,Lesson 7 Counter offer,Definition Layout and structure Key Words and phrases (minimum account, pass on to, hard copy, current, profit margin, e
11、nergy shortage, raw material, let alone, in other directions,降价词汇，价格过高拒绝词汇等) Key sentences: 1) We are glad to have your name included into the list of our loyal customers. 2) If it were not for regular orders from you, we could not have quoted for our suppliers even at the level you mentioned.,3) We
12、 feel it necessary to point out that owing to the recent energy shortage and increasing cost of raw materials, we may not be able to maintain the current price level, let alone to lower our prices. 4) For your information, we have received a crowd of enquires from buyers in other directions and expe
13、ct to close business at prices higher than the level quoted to you.,Lesson 8 Orders and Acknowledgments,Layout and structure Key words and phrases (place an order, prompt attention/service, acknowledge and confirm, process, stock, be ready for) Key Sentences 1) Since the stock is now very low and it
14、 will take 5 weeks to get them ready. Amounts in words (大写金额) SAY+货币大写数字ONLY,Lesson 9 Trial and Repeat Orders,Definition Layout and structure Key words and phrases ( satifactroy, prospect, ship/load on board, at ones options, ETA, on 30 days approval,leave for) Key sentences 1) The rugs and carpets
15、are as hard-wearing as it is attractive and they do not soil easily. 2) pleased to inform you that we find the goods quite satisfactory.,Lesson 10 Order Delays and Cancellations,Layout and structure Key words and expressions (sales season, draw near, retailer, double ones effort, keep up with, outpe
16、rform, data sheet, keep sb. Informed/posted/updated,in production) Key sentences 1) As the Chinese sales season is drawing near,many of our domestic retailers are anticipating a big sale. 2) The new model outperforms the old verson by 3 times but costs only half a dollar more.,Lesson 11 Terms of Payment,Classification advance payment Letter of Credit D/P D/A O/A Key words and Phrases (coincide with, rely on, clean collection, draw on sb., at 30 days sight),
