商务英语写作.ppt

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1、Part TwoPart TwoTheory&Practice on Business Letter-WritingTheory&Practice on Business Letter-WritingSection1.Section1.How to Write Letters for PaymentHow to Write Letters for Payment lTo give a brief introduction to what is international paymentlTo enable Ss to become aware of main content of letter

2、s concerning money matterslTo enable Ss to familiarize themselves with the samples givenlTo read and practice using some of the important words and expressions for business writinglTo do exercises and practice translating letters concerning money matters Objectives:Unit 7Unit 7Writing Letters Concer

3、ning Money MattersWriting Letters Concerning Money MattersWriting Letters Concerning Money Matters I.What Is International Payment?I.What Is International Payment?Payments Payments can can be be made made in in international international commerce commerce using using cash cash in in advance,advance

4、,open-account open-account sales,sales,bill bill of of exchange,exchange,and and letters letters of credit.of credit.A A letter letter of of credit credit is is a a document document issued issued by by the the buyers buyers bank bank that that promises promises that that the the bank bank will will

5、 pay pay the the seller seller the the agreed agreed amount amount of of money,money,providing providing that that all all the the requirements requirements of of the the letter letter of of credit credit are are met.met.These These requirements requirements generally generally include include deliv

6、ery delivery dates;dates;product product specifications;specifications;the the receipt receipt by by the the bank bank of certain documents within a specified period of time,etc.of certain documents within a specified period of time,etc.II.The Main Content of Letters Making a Specific II.The Main Co

7、ntent of Letters Making a Specific Request Concerning Payment Request Concerning Payment 1)Expressing your regret for your inability to accept a 1)Expressing your regret for your inability to accept a specific payment termspecific payment term2)Giving your reasons for your inability to accept a spec

8、ific 2)Giving your reasons for your inability to accept a specific payment termpayment term3)Suggesting the way how to solve the problem3)Suggesting the way how to solve the problemIII.Read and Explain Sample Letters III.Read and Explain Sample Letters Sample 1:Sample 1:A Letter Negotiating about th

9、e Terms of A Letter Negotiating about the Terms of PaymentPayment Dear Sirs,Dear Sirs,We We received received your your letter letter of of October October 7,7,2002 2002 and and learn learn that that you are going to sell our products in your country.you are going to sell our products in your countr

10、y.We We regret regret that that we we are are unable unable to to consider consider your your request request for for payment on D/A basis.As a rule,we ask for payment by L/C.payment on D/A basis.As a rule,we ask for payment by L/C.But,But,in in view view ofof our our long-term long-term business bu

11、siness relations,relations,we we will,will,as as an an exceptional exceptional case,case,accept accept payment payment for for your your order order by by D/P D/P at at sight.sight.We We trust trust this this will will greatly greatly facilitatefacilitate your your efforts efforts in sales.in sales.

12、We We hope hope the the above above payment payment terms terms will will be be acceptable acceptable to to you you and expect to receive your order on good time.and expect to receive your order on good time.We look forward to your early reply.We look forward to your early reply.Yours faithfully,You

13、rs faithfully,III.Read and Explain Sample Letters III.Read and Explain Sample Letters Note:Note:1.in view of:taking sth.into account;considering sth.2.facilitate:(fml)(of an object,a process,but not of a person)make sth.easy or less difficult e.g.In view of the weather,well cancel the outing.因天气关系，我

14、们要取消这次郊游。因天气关系，我们要取消这次郊游。e.g.It would facilitate matters if you were more cooperative.要是你再合作些就省事了。要是你再合作些就省事了。Sample 2:Sample 2:A Letter Advising to Establish Letter of Credit A Letter Advising to Establish Letter of Credit RelationsRelationsDear Sirs,Dear Sirs,We We have have pleasure pleasure in i

15、n advising advising that that we we have have been been successful successful in in securing securing Three Three(3)(3)Orders Orders as as per per the the particulars particulars given given in in the the separate separate air air letter letter we we are are posting posting today.today.We We shall s

16、hall be be obliged obliged if if you you will will kindly kindly let let us us have have a a Sales Sales NoteNote as as per per the the prices prices indicated indicated by by us us in in the the Indents,Indents,and and a a further further document document showing showing the the extra extra amount

17、 amount and and commission commission due due to to us us on on each each IndentIndent,and and as as soon soon as as we we receive receive these these we we shall shall establish establish a a letter letter of of credit credit in in your your favorfavor.Therefore Therefore please please do do not no

18、t delay delay the the matter,matter,and and let let us us have have the the Sales Sales Note Note and and the the other other documents documents per per return return air air mail.mail.Sample 2:Sample 2:A Letter Advising to Establish Letter of Credit A Letter Advising to Establish Letter of Credit

19、RelationsRelations We We are are also also interested interested in in the the following following goods:goods:Spoons,Spoons,Safety Safety Razors,Razors,Scissors Scissors(small(small and and medium),medium),Table Table Knives,Knives,Novelty Novelty Watches.Watches.If If you you are are in in a a pos

20、ition position to to supply supply these,these,please please let let us us have have the the samples,samples,together together with with your your c.c.i.i.f.f.&.&.c.prices.c.prices.If If you you have have any any other other interesting interesting items,items,please please do do not not fail fail t

21、o to furnish furnish us us with with samples,samples,together together with with your your c.c.i.i.f.f.&.&.c.c.prices,as there is every possibility on very good orders.prices,as there is every possibility on very good orders.Yours faithfully,Yours faithfully,Note:Note:1.Sales Note:Sales Confirmation

22、e.g.Enclosed please find a Sales Note for the subject goods.e.g.We have accepted your indent for the captioned goods.e.g.Please open the relative L/C in our favor as soon as possible.2.indent an official,usually written order for goods3.in ones favor payable to;to ones advantageSample 3:Sample 3:A L

23、etter to Inform the L/C Establishment A Letter to Inform the L/C EstablishmentDear Sirs,We refer to our order for your electronic computers placed with you on November 1,and due for delivery by the end of this year.The order number was AG5066.We have today instructed our bankers to open an irrevocab

24、le documentary letter of credit in your favor,for US$100,000-this will be confirmed by our bankers correspondents,the Chase Manhattan Bank,Inc.,in New York who will accept your draft on them at 30 days for the amount of your invoice.Sample 3:Sample 3:A Letter to Inform the L/C Establishment A Letter

25、 to Inform the L/C Establishment The credit is valid until January 15.Documents required are:Bill of Lading(Full sets).Commercial Invoice(4 copies).Insurance Policy.The prices you quoted us being C.I.F.Guangzhou,the amount of our credit will cover the amount of your invoice,and also the cost of frei

26、ght and insurance.Yours faithfully,Note:Note:1.documentary of or related to documents e.g.Can you produce documentary proof?e.g.We shall advise our correspondent bank to make the payment.2.correspondent person or firm that has regular business relations with a person or firm abroad Note:Note:3.cover

27、 be enough money for e.g.Will US$100 cover the cost of the meal?e.g.If you buy more than 10 books,we will reduce the cost of each book by 10%.4.cost the amount paid or asked for goods or services;price Sample 4:Sample 4:Amendment to Quality Terms in L/C Amendment to Quality Terms in L/C Dear Sirs,Re

28、:L/C No.TK 309 We thank you for your Letter of Credit No.TK 309 covering your Order No.9008 of the 16th December for 430 metric tons of the contracted goods.We have noted that the credit calls for a material of 65%,which must be an error,and wish to invite your attention to our offer dated November

29、1,in which it was expressly mentioned that the material would be of 63.5%minimum.Would you please instruct your bankers to amend 65%to read 63.5%;otherwise we shall be unable to negotiate the shipping documents.Sample 4:Sample 4:Amendment to Quality Terms in L/C Amendment to Quality Terms in L/C Bes

30、ides,your credit requires the goods to be packed in l00 kg.drums.As they are customarily packed in 160 kg.drums,we have to ask you to make appropriate amendment to your credit in this regard.Please see to it that your future credits are correct in every way.As the shipment of this order is ready to

31、go forward,your prompt attention to this matter will be much appreciated.Yours faithfully,Note:Note:1.contracted goods goods settled or arranged by contract or agreement e.g.We have found the contracted goods are not in conformity to the specifications.e.g.The client calls for the bill for the servi

32、ce.2.call for require Note:Note:3.expressly clearly e.g.I told you expressly to lock the door.e.g.What do you know in this regard?4.in this regardon this subject Sample 5:Sample 5:A Letter to Grant Amendment to L/C A Letter to Grant Amendment to L/CDear Sirs,Re.Amendment to L/C No.5301 We have for a

33、cknowledgement your letter dated June 3,and have to apologize to you for the mistake weve made in the above-mentioned L/C,which is completely due to carelessness.We have already instructed our bank to amend the relevant L/C by cable without the least delay and we are sure the cable amendment will re

34、ach you in one or two days.As we are badly in need of the goods,we should be very grateful if you would kindly arrange prompt shipment.Again,sorry for the mistake and thank you for your kind cooperation in this respect.Yours faithfully,Note:Note:1.acknowledgement a letter saying that sth has been re

35、ceived,acceptance e.g.We have had no acknowledgement of our letter.e.g.Your cooperation in this respect is greatly appreciated.2.in this respect in this regard ExerciseExercise 1.Translate the following into Chinese.Gentlemen:Re:L/C for Cars Thank you for your letter of March 19 and we are pleased t

36、o know that the shipment of the cars we booked can be made next month.As requested,we have opened a Letter of Credit No.8341 in your favor with the Bangladesh Bank for Reconstruction&Development to the amount of US$150,000 to cover our order for 10 cars.Upon receipt of the above-mentioned L/C,you ar

37、e kindly requested to execute immediate shipment,as per agreement.As soon as the goods are dispatched,please cable us details of the shipment,thus enabling us to arrange for the insurance here.We await with keen interest your shipping advice.Yours respectfully,AnswerExerciseExercise 1.Translate the

38、following into English.先生们：有关贵方第9876号信用证10公吨鸡蛋典10公吨鸡蛋黄的第9876号信用证已收到，谢谢。由于厂方的耽搁，我们未能在本月底前将货物备妥，甚歉。我们昨日已电请 查照，电文如下：“信用证9876请电展装船期至5月15日有效期至30日函随”预计在5月上旬该批货物能备妥，现在安排装5月10日离沪的内罗轮。盼电展上述信用证以便我们将该货装出。此致敬礼2001年5月7日 answerObjectives:lTo give a brief introduction to how to write letters concerning money matte

39、rs lTo enable Ss to become aware of different conventionalities used for writing letters concerning money matters lTo practice using different conventionalities used for writing letters concerning money matters lTo do exercises Section 2.Section 2.Skills for Writing about Money Matters Skills for Wr

40、iting about Money Matters in Foreign Tradein Foreign Trade I.How to Write Letters Concerning Money MattersI.How to Write Letters Concerning Money Matters Enquiries about terms of payment and replies are routine work.Most traders know the various methods of payment available for settling internationa

41、l trade transactions.However,there are cases where the requests between the buyer and the seller cannot be met,then a letter of explanation is required.This kind of letter in some way implies persuasion.You-viewpoint presentation is one of the principles in handling persuasive messages.I.How to Writ

42、e Letters Concerning Money MattersI.How to Write Letters Concerning Money Matters Obviously,you-viewpoint presentation sounds better.With you-viewpoint presentation,the seller has taken into consideration the benefits or difficulties of the buyer and suggests a possible settlement,thus encouraging t

43、he buyer to cooperate more closely with the seller.II.Conventionalities for Writing Letters for II.Conventionalities for Writing Letters for Payment Payment 1)As agreed,the terms of payment are by irrevocable L/C,payable by sight draft.2)As agreed,we only require100%value,confirmed and irrevocable L

44、/C payable at sight.3)As agreed,our business terms are D/P sight draft.4)As agreed,we cannot accept Cash against documents on arrival of goods at destination.5)Two months have passed since the date of the signing of the above mentioned contract,but the relevant L/C has not yet reached us.6)Please es

45、tablish the L/C 30 days before the prescribed time of shipment.II.Conventionalities for Writing Letters for II.Conventionalities for Writing Letters for Payment Payment 7)We are now waiting for the arrival of the relevant L/C which we request you to establish by cable.8)As the goods ordered are read

46、y for shipment,please expedite your L/C.We will effect shipment as soon as it reaches us.9)As the goods against your Order No.4564 have been ready for shipment for quite some time,it is imperative that you take immediate action to have the covering L/C established as soon as possible.10)Please delet

47、e“fresh water damage”from the L/C.ExerciseExercise 1.Complete the following letter by filling the blanks.Dear Sirs,Dear Sirs,According According to to thethe of of our our S/C,S/C,your your L/C L/C should should have have reached reached us us before before the the of of last last month.month.We We

48、regret regret to to say say we we havent havent it it now.now.Please Please expedite expedite the the of of the the relevant relevant L/C L/C receipt receipt of of this this letter letter so so that that we we can can shipment in time.shipment in time.We are awaiting your early We are awaiting your

49、early .Yours faithfully,Yours faithfully,AnswerExerciseExercise 1.Translate the following sentences.1)在某些情况下，为了给买方提供一定的资金融通，以利双方扩大业务，我们也可接受远期信用证。2)请按下述意见修改130号信用证：1.金额增至24,310英镑。2.有效期延至11月15日。3.删去“不许转船”字句。3)请立即对信用证作必要的修改。我们须等到上述各点修正后始能办理出运。4)鉴于此笔交易金额很小，我们拟同意以即期（见票60天后）付款交单方式支付货款。5)非常遗憾，信用证与销售确信书有若干处

50、不符合，兹列举如下请注意：6)所有交易都应按保兑的，不可撤消的信用证支付。7）由于驶往你港的直轮稀少，请允许转船。8）关于支付方式，我方歉难接受承兑交单。9）按你方要求，我们破例接受即期付款交单，但仅此一次，下不为例。Answer 5-9Answer 1-4ExerciseExercise 1.Translate the following into Chinese.answerDear Sirs With reference to your letter of December 2,19.,we are glad to learn that you wish to enter into tr