函电笔记（一）

《函电笔记（一）》由会员分享，可在线阅读，更多相关《函电笔记（一）（16页珍藏版）》请在装配图网上搜索。

1、Reading report of business correspondenceContentsReading report of business correspondenceiUnit 11The Structure and Format of Business Letter1Principles of Business Letter Writing2The Formats of a Business Letter3Unit 24Establishing Business Relation4e.g.4Unit 36Enquiries and Replies6Enquiry6Reply6U

2、nit 48Offers and Counter-offer8Offer8Counter-Offer9Unit 1 notes10Unit 2 notes11Unit 3 notes12Enquiry12Reply12Unit 4 notes13Unit 1 The Structure and Format of Business Letter 1. Letterhead 我方公司名称能2. Reference Your ref. 23TMR/AW/25 April 2004 /3/2 3. Our ref. 23PTR/xn4. Dateline 日期25th March 2005March

3、 25th 2005 5. Inside Address 对方公司名称6. Salutation 敬称7. Subject line 主题栏8. Body 正文Paragraph one-begin with information that catches the readers attention and refer to some need or interest of the reader, or refer to the previous correspondence if there is one. Put “you” into the letter Paragraph two -

4、bring in your involvement, or what service or information you have to offer. Put “you” and “ I “ into the letter.Paragraph three- end the body of the letter with the action or idea that you want the reader to consider or with the result you would like to have.9. Complimentary 结束敬语10. The signature 签

5、名Yours truly,Frank W. WestonFrank W. WestonVice President, Distribution Chief of the Mineral Dept.Grand Resources Import & Export Co.11. Attention line 注意事项For the attention of Sales ManagerAttention of Mr. Standard, General Manager 12. Enclose 附件Encl 21) Price List 2) Terms and Conditions of Sale 1

6、3. Postscript 补充P.S. The catalogue will be sent to you tomorrow Principles of Business Letter Writing 1. Consideration 体谅 Try to put yourself in his or her place to give the consideration to his or her varied wishes, demand, interest and difficult. Emphasize the “You” attitude rather than the “ I ”

7、or “We” attitude. That enables a request to be refused without killing all hope of business or allows a refusal : to do a favor to be made without harming friendship. e.g. YOU you earn 2% discount when you payWE we allow you 2% discount for cash payment 2. Correctness 正确、 Proper expression with corr

8、ect grammar punctuation spelling, but also appropriate tone which is help to achieve the purpose 3. Completeness 完整 Keep the following in mind: why do you write the letter; what are the facts supporting the reasons ; whether have you answered the questions and asked or not and what has the reader ex

9、pected to do. 4. Concreteness 具体 Use the specific facts and figures; put action in your verbs, prefer active verbs to passive verbs or words in which action is hidden; choose vivid, image-building words; pay attention to words orders, put modifiers in right place. 5. Conciseness 简明 Try to keep you s

10、entences short, and avoid wordy language and redundancy, or repetition, and eliminate excessive detail6. Clarity 清楚e.g. We send you 4 samples yesterday of goods which you requested in your letter of May 10 by air. Wrong We send you yesterday, by air, 4amples of goods -which you requested in your let

11、ter of May 10. Right 7. Courtesy 礼貌sShow tactfully in your letters the honest friendship, thoughtful appreciation, sincerely politeness, considerately understanding and heartfelt respecting. Before you begin to write, think carefully about the way in which you want to influence your customer, and th

12、en express yourself accordingly, being persuasive, firm, apologetic and so on e.g.Your letter of May 5 regarding the shipment of this batch has been received. Wrong Your letter of May 5 regarding the shipment of this batch has received our carefully attention. RightThe Formats of a Business Letter T

13、here are three main formats of a business letter in use at present: the modern blocks style, the conventional indented style and the modified block style.13Unit 2 Establishing Business Relation This kind of letters begins by telling the addressee how you obtained his name and address. Then express y

14、our desire to establish business relations with him and give information about your intention, the business scope of your firm and your firms financial position and integrity. At the end of the letter, you should express you expectation of cooperation and an early reply.If you are interest to buy so

15、me products, you may ask for some samples, price-lists, catalogues or other reference materials. No matter what you are interested in buying or selling, your letter should be written politely, simply, clearly and concisely,Be sure to answer in full without the least delay after you receive any lette

16、r of this nature. Only in this way can you create goodwill and leave a good impression on the reader.e.g.establish letter Dear Sir or MadamSubject:RHPlock, hinge, hardware made in chinaWe are glad to know your name and address on the Internet. The purpose of this letter is to explore the possibiliti

17、es of developing trade with you. We are one of the largest manufactures of brass hardware, stainless steel hardware and door locks, located in china. Our products are as follows: Door Locks Stainless steel handles Brass Hinges Stainless steel hinges Brass Handles Stainless steel doors Brass Barrel B

18、olts We own over 50,000 square factory, 25,000 square meters workshop, about 850 workforce and 100 engineers and technicians. We have advanced equipment and technology. We have introduced a complete set of melting furnace and extruded machine, which ensure standard ingredient for brass material. We

19、also own “ Branson” ultrasonic cleaning machine (made in Germany). In 1990, we gained advanced technology from Taiwan(China) lock manufacturer, and bought many lock machines such as: pin lathe(Switzerland), key slot miller(Italy) and key cutting machine(Italy)Since we accomplish all the process from

20、 brass melting, extrusion, machinery to finish in our factory, the quality of products is strictly controlled. The excellent quality and service make our products enjoy high reputation in Europe, America, Southeast Asia Middle East and the domestic market.We sincerely invite customers all over the w

21、orld to visit our factory, establish business relation and jointly develop new products or new projects of building hardware.Best regardsFaithfully yours,Zhou JianzhaoUnit 3 Enquiries and RepliesEnquiry An enquiry means a request for information.Enquiry should be complete, brief, specific, courteous

22、 and reasonable. e.g.Dear Sir or Madam:We are interested to buy large quantities of car speakers and shell appreciate it if you give us a quotation per pair FOB Shanghai, inclusive of 3% commission. We should also be obliged if samples and purchase could be forward to us.We used to purchase this art

23、icle from Japan but we now prefer to buy from your corporation because we are given to understand that you are able to supply large quantities at more attractive price.Whats more, we have confidence in the quality of Chinese products.We look forward to hearing from you soon.Yours sincerelySun Tradin

24、g Co. LtdPaul JonesManager of Purchasing DepartmentReplyA reply means the answer to enquiries. Replies should include the following:1) State firstly how much you appciate it.2) Answer all the questions.3) Hope to receive the order.Replies should be prompt, courteous and helpful.e.g.Dear Sir or Madam

25、:Re: Parts for Machine Type B-114Thank you for your letter of Feb 15，2006 and the enclosure requesting quotes for pats for the captioned machine.As requested, we are submitting our quotation in triplicate and wish for you to place your order with us as early as possible because we have a large backl

26、og.We await your decision.Sincerely yours,Sabder De HaanInternational Salas ManagerUnit 4Offers and Counter-offerIn order to enquiries.Offers be classified into firm offer and non- firm offer. The difference between a firm offer and a non-firm offer is that in making a firm offer, the exporter canno

27、t take the offer bake. It has time limit. Firm offer should be “ Clear, Complete and Final”A firm offer is a promise to sell goods at a stated price, usually within a stated period of time. It must be clear, definite, complete and finalA satisfactory offer will include that following:a) An expressio

28、n of thanks for the enquiry.b) Details of price, discount and terms of payment.c) A statement or clear indication of what the price cover (e.g. freight and insurance, etc,).d) An undertaking as to date of delivery or time of shipmente) The period for which the offer is validf) An expression of hope

29、that the offer will be accept The rejection should cover the following points.a) Thank the seller for his offerb) Expression regret at inability to acceptc) Make a counter- offer if, in the circumstances, it is appropriated) Suggest other opportunities to do business together Offer Dear Mr. SmithWe

30、are pleased to receive your inquiry of May 10 and to hear that you are interested in our HY series, especially HY15, HY18 and HY20.We would like to quote as follows based on 20FCLCommodityArticle no.CIFC5 London per pieceCartons per 20FCLToysHY15USD25.11542ctnHY18USD16.33437ctnHY20USD20.88400ctnPack

31、ing: one piece in a carton Shipment: to be delivered within one month after receipt of the relevant L/CPayment: by irrevocable documentary L/C in the sellers favour at sight Insurance: for 110% invoice value covering All Risk and War RiskWe will keep this offer for 7 days In addition, we have sent t

32、he samples you requested. In order to assist you in promoting sales at the initial stage, they are free of charge.We are looking forward to your initial order.Yours sincerelyZhang Pin ManagerHuXing Imp & Exp Co., LtdCounter-Offer Dear Sir or Madam:We acknowledge receipt of both your offer of May 5 a

33、nd the samples of Mens Shirts, and thanks so much.While appreciating the good quality of your shirts, we find your price is rather too high for the market we wish to supply. We have also to point out that the Mens Shirts are available in our market from several European manufacturers, all of them ar

34、e at price from 15% to 20% below yours. Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%. At our order would be worth around stage. 50,000, you may think it worth while to make a concession.We await with keen interest your immediate reply.Yours fai

35、thfullyJohn BrownPurchasing ManagerUnit 1 notesPrinciples of Business Letter Writing 7CConsideration Correctness Complement Concreteness ConcisenessClarity CourtesyUnit 2 notesThis kind of letters begins by telling the addressee how you obtained his name and address. At the end of the letter, you sh

36、ould express you expectation of cooperation and an early reply.Be sure to answer in full without the least delay after you receive any letter of this nature. Only in this way can you create goodwill and leave a good impression on the reader.Unit 3 notesEnquiry An enquiry means a request for informat

37、ion.Enquiry should be complete, brief, specific, courteous and reasonable. ReplyA reply means the answer to enquiries. Replies should include the following:4) State firstly how much you appciate it.5) Answer all the questions.6) Hope to receive the order.Replies should be prompt, courteous and helpf

38、ul.Unit 4 notesA satisfactory offer will include that following:g) An expression of thanks for the enquiry.h) Details of price, discount and terms of payment.i) A statement or clear indication of what the price cover (e.g. freight and insurance, etc,).j) An undertaking as to date of delivery or time

39、 of shipmentk) The period for which the offer is validl) An expression of hope that the offer will be accept The rejection should cover the following points.e) Thank the seller for his offerf) Expression regret at inability to acceptg) Make a counter- offer if, in the circumstances, it is appropriateh) Suggest other opportunities to do business together