1、外贸英语函电考前辅导2010-06-1大纲：n Establish business relations;n Enquiry and Reply;n Quotations/Sales Letter/Firm Offers/Counter Offers;n Orders;n Terms of payment;n Transport;n Insurance;n Claim and adjustment;1)Establish business relations:1.The source from which you get the companys name and address.q Bank
2、sq Chambers of Commerce in foreign countriesq Trade Directoryq Chinese Commercial Counselors Office in foreign countriesq Business Houses of the same tradeq Advertisements/Internet/Periodicals2. Your intentionWhy you write the letter3.A brief introduction of the business scope of your company. 4.(Re
3、ference as to your companys financial standing and integrity. )5. Expectation of cooperation and an early reply.Useful Expressions:n Having obtained your name from _, /Your name and address have been passed on to us by _, we take the liberty of/are writing to you, in the hope of establishing busines
4、s relations with you. n Through the courtesy of _, we know that you are one of the leading importers of _in your area and wish to enter into business relations with us.n Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt
5、 of your detailed enquiry. n We are interested in the goods your company offers.n We are a state-owned corporation handling in the export of table-cloth.n We are airmailing you under separate cover a copy of our latest catalogue for your reference. n We are willing to enter into business relations w
6、ith your firm on the basis of equality and mutual benefit.2)Enquiry and Reply;Enquiry:n State your intention;n A brief self-introduction, Stress the importance of competitive prices;n Conclude cordially with a request for an early reply.Reply:n Acknowledge the receipt of the inquiry;n Offer quotatio
7、nsn Conclude your letter in a polite way.Useful Expressions:n Could you quote us the best price, CIF Vancouver, inclusive of our 5% commission, stating the earliest date of shipment and the discount you would allow? n To acquire ourselves with the quality and workmanship of the said goods, we would
8、like you to airmail us some pamphlets, samples and all necessary information about specifications. n We shall appreciate it if you will let us know your quotation.n If prices are in line and time of shipment is acceptable, we trust important business will be closed.n Should your price be reasonable,
9、 we will place an order with you.n We thank you for your letter of May 5th , confirming your purchase from us of 5,000 tons Soy Beans.n We are in receipt of your letter of June 24 offering us 50 metric tons of Groundnut Kernels.n Though we appreciate your intention, we regret that we cannot entertai
10、n any fresh order. (out of stock)n As requested in your fax, we have sent you the latest catalogue. 3) Quotations/Sales Letter/Firm Offers/Counter Offersn Firm offer :A firm offer is a promise to sell goods at a stated terms, usually within a stated period of time. n Counter Offer:A counter-offer is made when potential buyer finds any conditions in the offer (price, shipment or packing) unacceptable. Show his disagreement to the certain term or terms and state his own idea instead.
