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1、国际商务英语等级考试教程（中级）,商务部中国对外贸易经济合作企业协会全国外经贸经理人职业资格认证考试中心,1,商务与贸易,相关专业：国际经济与贸易、国际商务、商务英语、工商管理等商务英语相关课程：国际商务英语商务英语谈判国际贸易实务国际商务英语函电国际贸易单证（文化、礼仪、法律、营销、物流等）,2,国际贸易流程,3,国际贸易流程,4,国际贸易涉及的当事人,The exporter/seller（出口商）The importer/buyer（进口商）The international bank（国际银行）The freight forwarder/logistics company（货运代理商和
2、运输公司）The government regulatory agency（政府监管部门/海关）The inspection service（检疫检验部门）The insurance company（保险公司）The chamber of commerce（商会）The consular office（领事馆）The attorney（律师）,5,中国对外贸易的相关工作岗位,What are the business jobs in China Foreign trade?Name them out.International business salesperson（外销员/业务员）Qual
3、ity controller/Documentary Handler（跟单员）Forwarder or agent for forwarding（货代员）Person for applying for commodity inspection（报检员）Person for applying for the Customs clearance（报关员）International commercial vouching clerk/Documents operator（单证员）,6,国际商务英语函电,建立业务关系(establishment of business relations)询盘(enq
4、uiry)报盘/发票(offer)还盘(counter-offer)反还盘(re-counter offer)订货和签订合同(order and contract)支付（结算）(payment)包装(packing)投保(insurance)运输(shipment)索赔和仲裁(claims and arbitraction),7,国际商务英语函电,Letter,e-mail,fax七个主要组成部分：Letterhead（信头）Date（日期）Inside Name and Address（信内地址和姓名）Salutation（称谓）Body（正文）Complementary Close（结束语
5、）Signature（签名）,8,国际商务英语函电,七个次要组成部分：The Reference Number（编号）The Attention Line（注意项）Subject（主题）Enclosure（附件）Initial Indentation（首字母缩写）The Copy Line(抄送)Postscript(附言),9,Seven Principle Parts(七个主要部分),1.Letterhead（信头）信头是写信人的地址和姓名。它主要包括写信人的公司名称、街道名称、城市名称、国家名称、邮政编码等，还包括写信人的电话号码，传真号码以及电子邮件地址等信息。值得注意的是，英文地址的
6、书写顺序由小往大，示例如下：Jameson&Sons Ltd.34 Madison Square Melbourne E.C.2.Australia Tel:+61-2-70525345 Fax:+61-2-70525345,10,Seven Principle Parts(七个主要部分),2.Date（日期）每封信都必须标明日期，包括日、月、年。日和年可用阿拉伯数字书写。日期一般有两种写法。如果日期是2008年8月9日，可以写成：August 9,2008，日和年之间最好用逗号隔开；还可写为：9 August,2008。值得注意的是月必须用英文书写，不要出现以下的形式：8，9，2008；或9
7、/8/2008，以免混淆。,11,Seven Principle Parts(七个主要部分),3.Inside Name and Address（信内地址和姓名）信内地址和姓名是指收信人的地址和姓名。收信人的地址和姓名相当的重要，它包括收信人的姓名、收信人的职位或头衔、公司名称、街道名称、城市名称、国家名称、邮政编码等，书写顺序也是由小往大，但是最好要在姓名前加上头衔或称呼，如:Mr.Goe Smith Jameson&Sons Ltd.34 Madison Square Melbourne E.C.2.Australia,12,Seven Principle Parts(七个主要部分),4.
8、Salutation（称谓）称谓一般位于信内地址下面空一行处。如知道收信人的姓名或性别，如男性可称 Dear Mr.Goe Smith,如女性，无论对方婚否，都可称之 Dear Ms.Mary White。如不明确收信人的姓名或性别或人数，可称Dear Sirs,Dear Ladies and Gentlemen,如只知收信人为某一人，可称Dear Sir or Madam。称呼后用逗号或者冒号。,13,Seven Principle Parts(七个主要部分),5.Body（正文）内容部分可书写在称谓或主题下面，可包括开头语、正文及结尾等，正文是信函的主体，是写信人给收信人提供详尽的信息，表
9、达写信人意愿的部分，通常一个段落表达一个意思。6.Complementary Close（结束语）结束语是内容之后的客气话，类似于中文信函的“此致，敬礼”部分。常见的结束语有:Sincerely,Sincerely yours,Yours truly,Yours faithfully,Yours,Best regards 等。必须注意的是只有第一字母必须大写。结束语一般位于内容下面空一行处。,14,Seven Principle Parts(七个主要部分),7.Signature（签名）常用签名包括四部分，即公司名称、写信人的手写签名、写信人的打印签名、写信人的职务或头衔。如：ABC Co.L
10、td.John Smith John Smith General Manager,15,Seven Optional Parts(七个次要部分),次要部分，又称为可选择部分或辅助性部分。因此，写信人可根据自身的需要，有针对性地选择若干个次要部分添加在信函中，目的是使该商务信函更加具体、清晰。这七个次要部分如下：1.The Reference Number（编号）编号一般可位于信头下面空一行处。形式可如下:Our ref.123Your ref.45目的是使写信人和收信人都快速地联想起前几次相关函电。,16,Seven Optional Parts(七个次要部分),2.The Attention
11、 Line（注意项）注意项是提醒该信函应提交给某特定的人或该公司某部门。形式可如下:For the attention of Mr.Joe BrownAttention:Mr.Joe Brown3.Subject（主题）主题的意义就在于使收信人一目了然明白信件的内容，可以使主题字母全部大写或加下划线，也可用以下几个词，如：Subject:ORDER NO12;Re:ORDER NO12;,17,Seven Optional Parts(七个次要部分),4.Enclosure（附件）附件指随信附寄了文件或物品,可写为:Enclosed is my resume.;Enclosure:A Resu
12、me;Enc.:A Resume.如附寄多个文件，则须加上编码,如Enclosure3;Enc.3;Encl.31.A Resume 2.A Picture 3.A Letter of Reference,18,Seven Optional Parts(七个次要部分),5.Initial Indentation（首字母缩写）如果信函的签名人和打印人不是同一人，有必要在信函中标明的，通常在签名下方直接写上签名人和打印人的姓名的首字母缩写。如：经理Joe Brown为签名人，秘书Alice Green为打印人；J.B.(sales manager)/A.G.(typist):6.The Copy
13、Line(抄送)抄送栏的主要目的是使收信人明白还有其他人收到相同的文件或信函。其形式如下：C:for copy Cc:for carton copy,19,Seven Optional Parts(七个次要部分),7.Postscript(附言)如在核查信件的正文部分时发现有遗忘而希望表达的语句，可以在签名之后加注附言。但是，为了避免混乱，现代函电当中一般不提倡使用附言。其形式如下：P.S.:The sample will be sent to you on May 11.,20,国际商务英语函电格式 Layouts of International Business LettersThere
14、 are three main layouts of business letters:一般说来，英文中有三种信函书写格式。即：缩进式、齐头式和综合式。,21,Layouts of Business Letters,Indented style（缩进式）,Indented style is the traditional British practice with the heading usually in the middle and the date on the righthand side.The complimentary close and signature may be in
15、 the center or commence at the center point.The first line of each paragraph should be indented.缩进式即是一种传统的英式写信格式，它就是信头居中，日期居右，结束语和签名可居于中右，每个自然段落首行缩进4-6个字母。,22,Layouts of Business Letters,Indented style（缩进式）格式如下：,(1)Letter Head(2)Date(3)Inside name and address(4)Salutation(5)Body*(6)Complementary Clo
16、se(7)Signature,23,Layouts of Business Letters,Example 1：,ABC Trading Co.188 Newton Palace NewYork Tel:Fax:May9,2013M.J.Marks,manager30 Arlington CambridgeDear Ms.Mark:Thank you for your inquiry in your letter of Apr.25 for our T-shirts.We are now sending our quotation sheet for your selection.We als
17、o enclose a sample and are sure that you will be satisfied with their fine quality.Hope to serve you soon.Yours sincerely,John Smith,Indented style（缩进式）,24,Layouts of Business Letters,Block style（齐头式）,Block style is now the most popular practice of displaying business communications.The letterhead i
18、s usually in the middle.Its remarkable feature is that all typing lines,including those for the date,inside name and address,salution,subject,each paragraph and complimentary close,begin at the left-hand margin.齐头式是一种现代最时尚的的写信格式。它最明显的特征就是打印格式，即除了信头居中外，所有部分如日期、信内姓名和地址、称谓、主题、每个段落及结束语等都从左顶格书写。,25,Layou
19、ts of Business Letters,Block style（齐头式）格式如下：,(1)Letter Head(2)Date(3)Inside name and address(4)Salutation(5)Body*(6)Complementary Close(7)Signature,26,Layouts of Business Letters,Modified style（综合式）,Modified style is the mixture of the above two styles.The letterhead is usually in the middle.The fir
20、st line of a paragraph is lined up with the left margin,but date,closing and signature are indented.综合式是以上两种写作格式的混合体。也即是信头居中，每个自然段落的首行都从左顶格书写，但日期，结束语和签名等都要求缩进书写。,27,Layouts of Business Letters,Modified style（综合式）格式如下：,(1)Letter Head(2)Date(3)Inside name and address(4)Salutation(5)Body*(6)Complementa
21、ry Close(7)Signature,28,Layouts of Business Letters,Example 3：,ABC Trading Co.188 Newton Palace NewYork Tel:Fax:May 9,2013M.J.Marks,manager30 Arlington CambridgeDear Ms.MarkThank you for your inquiry in your letter of Apr.25 for our T-shirts.We are now sending our quotation sheet for your selection.
22、We also enclose a sample and are sure that you will be satisfied with their fine quality.Hope to serve you soon.Yours sincerely,John Smith,Modified style（综合式）,29,Envelope Addressing&Email Addressing,There are two basic requirements of envelope addressing:accuracy and clearness.,信封的写法,Stamp,Senders n
23、ame and address,Airmail,30,Envelope Addressing&Email Addressing,There are two basic requirements of envelope addressing:accuracy and clearness.,信封的写法,Stamp,China National Chemicals Imp.And Exp.Corp.318 Qingchun Road,Qingchun MansionHangzhou,ZhejiangChina,Airmail,31,国际商务英语函电写作原则7Cs Principles for Bus
24、iness Correspondence Writing,32,Writing Principles of Business Letters,1.Completeness（完整）,A practical English writing is very successful and effective well only when if contains all the necessary information to the readers and answers all the questions and requirements put forward by the readers.所谓完
25、整就是要在写作中尽可能包含收信人所需所有信息以及回答发信人提出各种问题，这样才算有效而成功的写作。,33,Writing Principles of Business Letters,2.Concreteness（具体）,A business letter should be specific,definite instead of being vague,general and abstract.一封商务函电应该具体，而不要模棱两可、泛泛而谈或者很抽象。e.g.a).we wish to confirm our fax sent yesterday.b).We confirm our fax
26、 of sep.10,2006.分析：b)句比a)句要具体得多。,34,Writing Principles of Business Letters,3.Clarity（清楚）,It is wise to for a writer to make himself understood well by using clear expressions and simple words.写信人使用清晰的表达和简单易懂的词汇是使他人明白自己意思的明智做法。e.g.A Bmetropolitan big cityrender givefinalize finishdemonstrate show分析：B
27、)组用词比A)组用词要清楚易懂得多。,35,4.Conciseness（简洁）,A concise communication can save time and costs for both writers and readers.简洁的交流方式为写信人和收信人节约了时间和成本。e.g.A BAt this time nowCome to a decision decideFor the purpose forFor the reason since,becauseIn most cases usuallyAt an early date soon分析：B)组表达比A)组表达要简洁得多。,3
28、6,5.Courtesy（礼貌）,Courtesy here refers to polite expressions and sentences your in writing.客套是指在写信中使用礼貌婉转的表达和句式。e.g.a)We cannot deliver the goods all at one time.b)Im afraid we cannot deliver the goods all at one time.c)You ought to have accepted the offer.d)It seems to us that you ought to have acce
29、pted the offer.分析：b)和d)句要分别表达比a)和c)句表达要客套和礼貌得多。,37,6.Consideration（体谅）,An effective business writing is on the basis of putting yourself into your readers shoes.Youll be better understood if you consider readers attitude and feeling much more than yours.一封高效的商务函电是基于站在收信者的角度出发写作而成的。如果多考虑对方的态度和感觉，那么别人
30、就会更好地理解你。A B“We”attitude“You”attitudeWe allow a 5%discount You earn a 5%discount when We are pleased to announce that You will be pleased to know that分析：B)组表达比A)组表达要体谅对方更多。,38,7.Correctness（正确）,The reader gets meaning out of what is said and how it is said in the letter.So the writer has to make his writing correct and proper including grammar and structure even spelling.读信人从信中读取内容及了解内容是如何陈述的。因此，写信人必须保证书写内容正确、语言得体，包括语法结构以及拼写等方面。e.g.A)This product is absolutely the best on the market.B)This product is the best one we can offer.分析：B)组表达比A)组表达要得体得多。,39,Thank you,40,
