新编外经贸英语函电与谈判课件Unit11

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1、新编外经贸英语函电与谈判课件Unit11 Still waters run deep.流静水深流静水深,人静心深人静心深 Where there is life,there is hope。有生命必有希望。有生命必有希望I.IntroductionnTelegrams and telexes can send messages and data directly between two parties,and make transaction in international business efficient and convenient.Since time element means

2、a great deal to the buyers and sellers.Telegrams and telexes are used to transmit urgent messages of all kinds.Nowadays,with the development of communication,telegrams are rarely used,but the language used is still having effects on business documents.1.TelegramsnOnce,transactionsininternationalbusi

3、nessarediscussedindetailthroughairmails.Whentelegramwasintroduced,itquicklytookoverthejobofairmails.Actually,telegramsarelettersinahighlycompressedform,sotheabbreviationsandthecompoundingareusedtoservethepurpose.Hereisabriefintroductionoftelegrams.1.1Characteristics of Telegramsn(1)Combinations,abbr

4、eviationsandtransformationsareoftenusedtoreducewordsinmessageoftelegrams.nCombinations:nASSOONAS:assoonasBANKRATE:bankratenAbbreviationsnA/CaccountACPTacceptnS/CsalesconfirmationTKSthanksnTransformationsnHURRYUPRUSH,EXPEDITEnASSOONASSOONEST1.1Characteristics of Telegramsn(2)Nopunctuationmarksorsymbo

5、lsareusedinthemessageoftelegrams,weusuallyusenaturalwordstoreplaceorexplainthem.Forexample:n,COMMAABCABCUNDERLINEDn.STOP&AND1.1Characteristics of Telegramsn(3)Somewords,suchasthefirstpersonalpronouns,theverb“be”,theparticle“to”,thearticles“a”,“an”,“the”,someauxiliaryverbsandmostprepositionsareofteno

6、mitted.n(4)Presentparticiplesandpastparticiplesareusedtoshowthefuturetenseandthefinishedactionsrespectively.Forexample:na.SSEASTWINDSAILINGDIRECTYOURPORTMIDAUGUST(=Thesteamship“Eastwind”willsaildirectlytoyourportinmidAugust.)nb.SHIPPINGSPACEBOOKED(=Wehavebookedtheshippingspace.)1.2 Kinds of Telegram

7、sn“Plainlanguagetelegrams”and“codelanguagetelegrams”arethetwomainkindsofthecommercialtelegrams.nThecodelanguagetelegramsarewrittenincommercialcodes,suchasAcmeandBentley,andnowtheyareonlyusedbyafewtraderswhoareaccustomedtouseit.1.2 Kinds of TelegramsnThe plain language telegrams may be classified int

8、o three types:ordinary,urgent,and letter telegrams.However,since January 1,1980,letter telegrams have not been accepted in most countries and areas.So,only the ordinary and urgent telegrams are widely used in the world.nAn ordinary telegram can be sent to the receiver within 3-4 hours,while an urgen

9、t telegram can reach the destination even quicker with an even more expensive charge.1.3 Charge of TelegramsnTelegrams are charged by the number of words transmitted,the class of telegrams sent,and the localities destined for.Natural words(e.g.:meeting,conference,invoice),abbreviations(e.g.:ABV,INFO

10、,EXCHR)and compoundings(e.g.:BESTOFFER,CABLEREPLY TWODOZENOF)are all“words”in telegrams,every ten letters can be counted as a“word”.If the number of letters in a word is more than 10,but less than 20,it must be counted as two“words”in the telegrams,for example,“SEWINGMACHINES”can be counted as two w

11、ords.1.4 Structure of a TelegramnTheEnglishtelegramsmainlyconsistofthreeparts:n(1)Receivers name and addressna.MAGGIEJONES110EAST25THSTREETNEWYORK,NY,USA.nb.KENSCHEESEHOUSE34CHATLEYAVENUESEATTLE,WA98765(Thetelegramissenttoanorganization,sothetelegraphicaddressorthenameoftheorganizationshouldbeused.)

12、nc.(URGENT)KENSCHEESEHOUSE34CHATLEYAVENUESEATTLE,WA98765(Ifitisanurgenttelegram,theword“URGENT”shouldbeplacedbeforethetelegraphicaddress.)1.4 Structure of a Telegramn(2)Body of the telegramnCHEESEPRICEACCEPTABLEWILLORDERPROVIDEDSHIPMENTENDOFMAYPLSREPLYBYCABLEn(3)Senders name or telegraphic addressnG

13、ARMEXCN(上海服装进出口公司，GARMEXisthereceiverstelegraphicaddress;CNisthenameofthecountrywherereceiverresides)2.TelexesnTelex is the short form of“Teletypewriter”and“Exchange”,compared with telegram,which is more effective and economical.The telex equipment is installed in the subscribers office.Through tele

14、printer set,messages can be sent to or received from foreign countries.Due to the quick and convenient service,telex has been widely used in the international business in recent years.2.1 Characteristics of Telexesn(1)Telexcanmakethecallingandthecalledpartiespractically“talkonpaper”.Moreover,sinceth

15、etelexequipmentworksautomatically,itcanreceivemessageswiththemachineleftunattended,andthemessagesreceivedatnightmaybefirstdealtwiththenextmorning.n(2)Abbreviation,ellipsisandtransformationareusedtosimplifywordsandphrasesinthemessageoftelexes,butcombinationsaregenerallynotused,eachwordisseparatedbyas

16、pace.2.1 Characteristics of Telexesn(3)In the message of telexes,either punctuation marks(except;)or symbols(except$,%,)or words COMMA,STOP,ETC.can be used,but using punctuation marks is more common.n(4)In the message of telexes,several matters can be stated either one after another preceded by AAA(

17、or 111 or A,or 1),BBB(or 222 or B,or 2)etc.,or passage without any preceding signals.2.2 Kinds of TelexesnTelexescanbedividedintotwokinds,oneiswritteninnaturalwordsasashortletter,andtheotherisratherbriefsomewhatlikeatelegraminsimplifiedwords.2.3 Charge of TelexesnTelex is charged by the time engaged

18、 in transmission.The minimum charge for a telex is fixed on the basis of one minute.About 400 letters can be transmitted every minute.2.4 Structure of a TelexnThe structure of a telex is different from that of a telegram;it generally includes the following parts.nTelex No._nUrgent or Top Urgent _nDa

19、te _n(To)Receivers Company and Country _n(From)Senders Company and Country _nOur Ref.No._nAttention Line(ATIN)_nSubject of the Telex(RE or SUB)_nBody of the Telex _nThe Complimentary Clause _nThe Closing Clauses _nName,Title&Telex No._nTime _II.Procedure of Drafting a TelegramnWhendraftingtelegrams,

20、wehavetobearinmindthethreeCs,i.e.clearness,concisenessandcourtesy.Neverusetwowordsifonewordwilldo.Atelegramshouldalwaysbeconcise.Ofcourse,weshouldneveromitawordattheexpenseofclearness.Clearnessshouldalwaysbeputinthefirstplace.Whennecessary,theword“please”maybeadded.Alwaysbepolite,atelegrammustnotsou

21、ndlikeanorderoracommand.Thiswouldoffendyourcustomers.Therefore,specialcaremustbetakentoseethatthewordsusedarecorrectandwillnotcauseanymisunderstandingtotherecipient.nTheprocedurerecommendedforbeginnerstofollowindraftingtelegramsconsistsoffourstepsasoutlinedbelow:II.Procedure of Drafting a Telegramn1

22、.Makeaconcisedraftofwhatyouwanttosayinatelegram.Inordertosaveexpenses,weshouldreducethenumberofwordsinatelegramtotheminimumnecessaryfortransmittingthemostessentialpartofthemessage,leavingthelessurgentparticulars,explanations,etc.toasupplementaryletter,ifnecessary.n2.Adjustthewordingofyourmessageandc

23、rossoutthewordsthattheaddresseecaneasilysupplyfromthecontext.II.Procedure of Drafting a Telegramn3.Substitute as far as you can short words,compounds and abbreviations for longer words and phrases.n4.Combine the words,abbreviations,etc.in your final draft into groups consisting of not more than 10 l

24、etters or 10 characters comprising letters,figures and signs.III.Specimens of TelegramsnInquirynINTERESTED2000MTEACHREDBEANSGREENBEANS19CROPINBULKANDGUNNYBAGSSTATINGINDETAILDESCRIPTNORIGINnOffernSEWMACHINEBUTTERFLYNOSUPPLYOFFERINGINSTEAD200SETSSTANDARDBRANDUSD20CIFSINGAPOREJUNESHIPMTCABLEREPLYnNoGoo

25、dsAvailablenYLJULY5NORTHCHINASHEEPSKINSUNAVAILABLEREVERTINGnCounterOffernYLJULY16PRICEHIGHPLSREDUCEBYTWOPCTIII.Specimens of TelegramsnConfirmationnYC16AUGWWRITGPAPER10MTOCTSHIPMTCONFIRMEDPLSRUSHL/CnPressingforL/CnORDER589GOODSREADYPLSRUSHLCnAskingforL/CAmendmentnLC1859PLSAMENDALLOWINGTRANSHIPMTnAbou

26、tShipmentnLC103SHIPPEDSSDATONGSAILING20INSTPLSINSUREnShippingAdvicenSC9988FOREVERBIKESSHIPD15MAYSSVICTORYETAENDMAYnClaimnORDER13BRASSBEDSARRIVEDDULLFINISHUSELESSPLSREPLACEIV.How to Compose TelexnTeletypewritersprintincapitallettersonly.Theycannotunderscoreanywords,andthekeyboarddoesnotcontaincertain

27、signssuchasdollarsandampersand.Whendraftingtelexmessages,weshouldbeartheaboveinmind.nAsweknow,telexcallsarechargedonatimebasis.Tominimizethecostoftelextransmission,therefore,weshouldlearntomakethemessageasbrieforconciseaspossible,usingshortwordsthatrequirelesstimeintransmitting.nTosumup,thefollowing

28、arethetechniquesrecommendedforbeginnerstofollowincomposingcommercialtelexes:IV.How to Compose TelexnOmitunnecessaryarticles,pronouns,auxiliaryverbs,linkingverbs,conjunctions,prepositions,punctuationmarks,etc.nUseprefixesandsuffixessuchasun-,in-,de-,dis-,non-,mis-,under-,counter-,over-,-ing,-ed,-able

29、,-y,-al,-ible,-ment,-tion,-sion,-ful,etc.tomakethemessagebrief.nShortenthemessagebystructuraldevices.IV.How to Compose Telexna.Substitutephraseswithsinglewords,e.g.nIF=intheeventofnb.Substituteclausesbyparticiples,e.g.nONECLNTENQRREQSTGGNRLINFRMTNRESEWMACHINEn(Oneofourclientssentusanenquiryinwhichhe

30、requestedgeneralinformationregardingoursewingmachines.)nc.Deleteunnecessarywordsandrewritethemessage,e.g.nWLCNCLCONTRACTUNLESSRPLRCVDENDJUN.n(WeareafraidthatthecontractwillhavetobecancelledifyourreplydoesnotreachusbytheendofJune.)nd.Usedifferentformsoftheverbtoconveythemeaningofcertainactions.V.Spec

31、imens of TelexesnPLSADVCOSTSNBUILDGTERMIFVPLACEODRFORELECTRICTYPEWRITERYREND.nWUDITBEPOSSIBLPRCHSESTEELPLATENIFSOWHENCLDDLVRYBEEXPECTDALSODESIREKNOWVALUEOFPRCHSEPRICE.nVQTESUBJCFMNONSHARPAIRCONDITIONERTIROLAH22-BIFATL350/UNITCIFLDNSHPTW/I5WKSAFTREPTODRLC.nABVOFRVALDTWOWKSENDGJUN45PMBUTANYIMPTARIFFCH

32、ANGEYRRISKNA/C.V.Specimens of TelexesnREYRMDL45PLSDISCNT30PCTASSIMLRPRODTSSOLDHEREABT15DLRSLOWERTHANYRSCANSELLOVER200PERMONTHIFABVDISCNTGIVEN.nYTDF-1005FEB/5UNIVERSEXYRBID10PCTCUTONOUROFRTOUSD5000/UNITCIFSFISINTERABLETOUSBCAUSOURSISBESTPSBLPRICEBUTINVIEWNEEDTODVLPOURMKTINYRTOWNNJPNSDULLEXPTRADEACPTG

33、YRBIDTHISONCEHOPEEARCONCLSNOFCONTRPLSOON.nTKSYTJUN30ACPTDOUROFRUNDER5PCTCUTTERMSXUPONSTUDYAGRDTOYRBIDNIMDTLYPREPAREDSALESNOTEWHICHVMAILDTODAYPLSFINDITINODRRPLSOON.V.Specimens of TelexesnYRMAY6ODR100B/SSILKPRODTSHASBEENLOADDONSSCHIMINGETDQINGDAOJUN10HOPETHEYWLBFOUNDINODRUPONARVLXCYINYB/LINSPOLICYTOBE

34、MAILDLATERWITHCFMNLTRTKS.nTKSYTNOV20COLORTVSUNRISE18MODELA-3XYRBIDUSD800/UNITCIFSFACDGMKRAPERILOUSPRICERISKGLOSSUNDERPRESENTHIGHYENEXCHRATEUSD180SOSUGSTINCROFYRODRFM30TO40XIFUAGRREADYYRBIDRPLSOON.nRGRTSHPTYRODR30STEROSETSPROJECT770HASBEENPUTOFFTOMAYVFOUNDNOAPRVSLAVLBLFORNYNHADNOCHOICEBUTHOLDGOODSINJ

35、PNFORONEMONTHDEEPLYAPOLOGZSUCHDELAYWHICHPLSACK.VI.Exercisesn1.TranslatethefollowingtelegramintoChinese:1.YC25KRAFTPAPER10M/TSHPMTAUGACCEPTEDOTHERITEMSWORKING2.YC18BICYCLECONFIRMEDSEWMACHINEREVERTING3.PLSCABLESEWMACHINELICENCEPOSITIONAWAITGLC4.LC1414SHIPPEDS/SREDSEAETAENDOCTPLSINSUREWRITING5.LC1218PL

36、SAMEND2000PAIRTOPEAD2000DZPAIRVI.Exercisesn2.Transcribethefollowingintotelexmessages,usingasmanyabbreviationsasyoucan:1.Weareinterestedinpurchasing175ForeverBrandBicycles,TypeUL18.Wewishtohaveaquotation,withdiscount,costplusfreightandinsurancetoGenoa.Pleaseinformusofdeliverydateandpaymentterms.2.Goo

37、dsunderyourOrderNo.736arereadyfordispatch.Unfortunatelywehavenotyetreceivedyourpackinginstructions.Pleaseinformusofyourshippingmarksandpackingrequirementsindetailbytelex.3.WeneedreplacementsforthegoodsinCaseNo.17underOrderNo.185whichwereshippedpers.s.Mersey.Thegoodsarebadlydamaged,butwedontknowtheca

38、useyet.Weshallletyouknowassoonaswehavethesurveyorsreport.Supplementary material:Fax and E-mailnI.IntroductionnFaxesandE-mailsarecontributingalottotheinternationalbusiness.Asbuyersandsellersareresidingindifferentcountriesandseparatedbythousandsofmiles,convenient,quickandeconomicalelementsallshouldbet

39、akenintoconsiderationininternationaltrade,andfaxesandE-mailscanjustmeettheseneeds.1.FaxesnA fax(short for facsimile and sometimes called telecopying)is a device that can send or receive pictures and text over a telephone line.It is the transmission of scanned-in printed material(text or images),usua

40、lly to a telephone number associated with a printer or other output device.A fax machine consists of an optical scanner for digitizing images on paper,a printer for printing incoming fax messages,and a telephone for making the connection.1.1 Characteristics of Faxesn(1)Thefaxisadigitalform,andtheinf

41、ormationistransmittedaselectricalsignalsthroughthetelephonesystem.Thereceivingfaxmachinereconvertsthecodedimageandprintsapapercopyofthedocument.n(2)Faxmachinesareconvenientandsimpletouse,allyouneedtooperateisatelephone.Whenyouaresendingamessage,youjustneeddialthetelephonenumberatthereceivingterminal

42、andpushthetransmitbutton.1.1 Characteristics of Faxesn(3)Faxmachineshavenokeyboard,soyoushouldpreparethemessageonatypewriter,computer,orwordprocessorandaddanygraphicsbeforeputtingthefinisheddocumentonthefaxmachine.n(4)Faxcanbecommunicatedasfastasinternationalphonecallandtelex.Itisa24-hourserviceandt

43、hemessagecanbereceivedunattended.n(5)Comparedwiththetelegramandtelex,thelanguageinafaxisjustthesameasaletter,itdoesnotneedtouseabbreviations.1.2 Charge of FaxesnSincethefaxhasitsownscannerandprinter,anditisoperatedbyatelephone.Thechargeisdependedonthetimeamessageisprinted.Thetransmissionofonepageisc

44、heaperthantelex.1.3 Layout of a FaxnAfaxconsistsoftwoparts:faxheadingandfaxbody.Thebodyofafaxmayfollowthelayoutofaformalbusinessletter,itendswiththesignatureofthesender,butunlikealetter,thesalutationandcomplimentaryclosearenormallyomitted.Faxheadingusuallyincludesthefollowingparts:nRecipientsname/ti

45、tlenCompanynameofrecipientnSendersname/titlenDateofsendingnFaxnumbernSubjectlinenNumberofpages2.E-mailsnE-mailstandsfor“electronicmail”;itisamethodofcomposing,sending,storing,andreceivingmessagesoverelectroniccommunicationsystems.WiththewideuseoftheInternetandthedevelopmentoftheelectronicbusiness,mo

46、stpeopleliketodobusinessonthenetande-mailiswidelyusedinmodernbusinesscircles.2.1.Characteristics of E-mailsn(1)E-mailisthemosteffectivemeansoftransmittingmessagesthroughthecomputernetwork,anditmakesyougetthemessageinafewsecondsandreplyatonceasifyouarehavingaconversationonthephone.n(2)Ifyouwanttouset

47、hee-mail,youmusthaveane-mailaddress.Thisaddressmusthavelettersanddotsanda“”(meaning“at”).Thisiswhatanaddresslookslike:.Youcanwriteamessage,typeinthereceiverse-mailaddress,andthensendthemessageacrosstheInternet.Peopledontneedtousestamps,envelopesorgotothepostofficesincetheinventionoftheInternet.2.1.C

48、haracteristics of E-mailsn(3)E-mailmessagescanbestoredinthecomputersystem,iftheusersdonotcancelthem.n(4)Ane-mailistobebrief,clearandtothepointanditshouldfitintoonescreen.Ifyouwanttosendlongorcomplexdocuments,youshouldattachthemtothemessage.n(5)Ane-mailismuchlessformalthanawrittenletter.Emailsareusua

49、llyshortandconcise,abbreviatedverbforms(Hes,Were,Hed,etc.)canbeusedhere.Asimple“Hello”isadequateifyouarewritingtosomeoneyoudontknow.Whenwritingtosomeoneyouknowwell,feelfreetowriteasifyouarespeakingtotheperson.2.2.Charge of an E-mailnE-mailismuchquickerandcheaperthansendinganordinaryletter.Thereceive

50、ronlyneedacomputerequipmenttoacceptonesmessage,oncetheequipmentisinplace,thereareusuallysavingsincopying,long-distantdelivery,andothertraditionalcosts.2.3.Layout of an E-mailnE-mailmessagesdonothaveanall-agreed-uponformatyet;mostE-mailmessagescontainthefollowingparts:nTo:thereceiversE-mailBox（收件人）nF

51、rom:thesendersE-mailBox（寄件人）nCc:CourtesyorCarbonCopy（被抄送人）nBcc:BlindCarbonCopy（被暗抄人）nSubject（事由）nBody（主体部分）nSignature（签名）nAttachments(添加附件处)II.Specimens of FaxesnFax 1nTo:PeterWangFrom:SallyLiunABCCo.Ltd.XYZCo.LtdFax:12345678Fax:87654321Telephone:12345678Telephone:87654321Pages:1Date:September19,200

52、7Subject:AboutL/Ccc:JerryHuangDearMr.Wang,nThanksforyourorderbyfaxtoday.nAsmentionedinourcatalog,shipmentistobemadewithin5daysafterreceiptoftheL/C.Wecanmaintainthepriceforeachitemuntiltheendofthismonth,whichisalsomentionedinthecatalog.Therefore,unlesstheL/Cisopenedintime,wewillhavetoquoteyouanewpric

53、e.nWeawaittheL/C.nYourssincerely,nSallyLiuII.Specimens of FaxesnFax 2nTo:Ms.FionaGreenFrom:Mr.SMartinnFax:87765431Fax:65439876nTel:87765431Tel:65439876Pages:1Date:April22,2007nSubject:AboutPhonePaymentService(PPS)cc:SherryZhaonDearMs.GreennIrefertoyourtelephoneinquiryyesterday.nIwouldliketotellyouth

54、edetails.nWesentyouthePhonePaymentService(PPS)detailsandapplicationformon20April.nIfyoucompleteandreturntheformtous,wecanprocessyourapplicationimmediately.nIlookforwardtohearingfromyou.nYourssincerely,nSMartinnPersonalRelationshipManagerVIII.Specimens of EmailsnE-mail 1nFrom:LnTo:DnDate:Tue,25Sept.2

55、007nSubject:RequestforanAppointmentnDearMr.Smith,nIamscheduledtovisittheU.S.onbusinessattheendofthismonth,andwishtocallonyouatyourofficeonthatoccasion.nIwillbearrivinginWashingtononoraroundAugust20andstayingthereforaboutaweek.ItwouldbeverymuchappreciatedifyouwouldkindlyarrangetomeetwithmeeitheronAug

56、ust22or23.Ifneitherisconvenient,couldyoupleasesuggestanalternativedatebyreturnE-mail?nThankyouinadvanceforyourkindcooperation.IamlookingforwardtomeetingyouinWashingtonsoon.nSincerelyyours,nLiLeinGuangzhounTradingCompanyVIII.Specimens of EmailsnE-mail 2nFrom:JohnY.nTo:Jiang_nDate:Fri,21Sept.2007nSubj

57、ect:GladtocooperatenDearMr.Jiang,WithreferenceofyourletterofOctober10,2002,wearegladtolearnthatyouwishtoenterintotraderelationswithourcooperationinthelineofcannedfood.nAfterbrowsingyourcompanyswebpage,wefoundthatyourdesiretoestablishdirectbusinessrelationswithuscoincideswithours.Wewouldlikeyoutosendusafullrangeofsamples.nWearelargedealersincannedfood,andbelievethereisapromisingmarketinourareaformoderatelypricedgoodsmentionedabove.nSincerelyyours,nJohnGoodman