外贸函电讲义b_090909.doc

外贸函电范文本文档转载于实惠网外贸论坛（ ），一起学外贸知识，分享外贸经验，一切外贸资料尽在实惠网外贸论坛欢迎加入外贸交流群：70984717 免费外贸平台实惠网（ ），注册轻松获得美金Lesson One Overview of foreign trade and business letter writingCorrespondence in a written form is more reliable. Scenario: Golden Apple Trading Company – export-oriented Business scope: shoes and clothes (USA office, Japan office, South Asia Scope of business: electronic products, including electronic dictionaries, mobile phones, electronic watches, pens, digital cameras, MP3/4 players, computercars, toys and bikes, earth-ware for daily life, home appliances/white goods, electronic devices … Target countries/regions: USA, Japan, South Korea, North Korea, Start from scratches How to find potential clients?Business portal sites, eg, AlibabaConsulates of foreign countries in ChinaIndustry Associations AdvertisementsIndustry conferences Overseas travelsWebsites, including ; Foreign newspapers online, classified adsA bottle of juice is sold at Yuan 6 in Chinese shops. Possible costs: Export duties, Extra freight, extra insurance, Customs-related fees(Yuan 6*[1-VAT rebate]+ Export duties, Extra freight, extra insurance, Customs-related fees)/6.78 (exchange rate) = $1.85/bottleA bottle of juice is sold at $2/bottle in American shops.Offer: $1.95/bottleVAT rebatesImport duties, extra freight, extra insurance, Customs-related fees, ($1.85*[1+VAT rate]+ Import duties, extra freight, extra insurance, Customs-related fees) = $2.05/bottle * exchange rate (6.78) = Yuan 13.9/bottleValue-added tax (VAT)Negotiations: price talksHappy Sino makes an offer: $2.05/bottle US Globe makes a counter-offer: $1.90/bottleHappy Sino and US Globe make a deal at $1.98/bottle. Contracts/ordersUS Globe pays a down payment to Happy Sino. Bill of lading (B/L) I. Business letter writing: 1. Components: Letter head （sender’s address）Date Receiver’s nameInside address (receiver’s address)称呼salutation内容body/messageComplimentary close署名signature cc: all students of Class 10 of Grade 2008to be continued continuedII Format p 6-81. traditional with indentation2. block format3. modified block formatAddressing of an envelope Receiver’s address in the lower middle part. Sender’s address in the top left hand part. Room 123, Dormitory Building No. 7East Campus of Huaihua CollegeHecheng District, Huaihua CityHunan ProvinceP. R. China 418008 Room xxx, XXX Building 1515 West Nanjing Road Huangpu District, Shanghai P. R. China 200000Gossip stops with wise people. Lesson Two Establishment of business relationsBasic means to contact potential business partners? - email- snail mail- telephone calls- fax- instant messages- personal visitsBusiness portal sites, eg, Alibaba, Ebay. Foreign newspapers online, classified adsIndustry conferences Overseas travels/visitsWhere to find potential business partners? - international banks- industrial and commercial associations- Chinese embassies/consulates in foreign countries- Foreign embassies in China - the Internet words: introduce Messrs. Prospective Fall within the business scope of xxx CompanyOur business scope covers xxxx Enter into a certain relationship with Enter into an agreement with sb Embark on sth Upon/on sth/doing sthOn arriving home, he switched/turned on the computer. avail oneself of sth: make use of, utilizebe in a position to do sth: have the ability to dospecify: explain in detailspecifications: under separate cover await: wait forexpress mail: UPS, Fedex, DHLfor one’s reference: for one’s informationenquire for/about; enquire of sb about sthenquire into sth: look into enquiry query specialize in stha surrender acceptance city China’s accepting Japan’s surrender in the war of resistance against Japan Jet lag On the bell… Phase: stage Run-down: shabby and old Vibrate: viVibrant: full of activity Mayhem: turmoil Mini presentation task: 1. give a short welcome speech to visitors from an overseas client. What to say? - greetings - purpose of their visit and desired results of both parties - concluding comments/remarksTranslation ex: 1.贵公司想要与我公司在纺织品行业建立业务关系，我们表示热烈的欢迎。

2.我公司专门出口中国生产的皮鞋，希望能与贵公司在该产品方面建立业务关系1, Your company has been introduced to us by Messrs. Freeman and Co. Ltd. as one of the biggest importers of light industry products in your country.2, We are a state-run corporation specializing in the export of metal-ware. We have run this business for years, and have won a good reputation with our customers.3, With a view to increasing the sales of our products in your region, we would like to establish business relations with your company.。