Unit one introduction to business letter writing

there is another type of letter in foreign trade communication, known as “Sales Letter”, of which the purpose is to expand business, to persuade the reader to buy what the sellers are able to supply. Sales letters tend to fall into one of three categories---letters of introduction, revivers and follow-up letters.

Letters of introduction are used to introduce to a potential customer products or service that may interest him.

Follow-up letters will refer to the customer’s inquiry and to the offer the firm has previously made.

Revivers are letters , of which the purpose is not to acquire new customers but to retain or regain old ones.

A good sales letter consists of four most essential elements. It must:

1. arouse interest

2.create desire 3.carry conviction 4.induce action 4.2 notes

1.clear the stock(清仓) 2.ready sale(畅销)

We feel sure that you will find a ready sale for our carpets in your market. 3. Say

Say 15% for an order for 50 sets to 65sets.

4. subject to (以……为条件的，以……为有效)

The arrangement is made subject to your approval.

The price of the goods is subject to the quantity you intend to purchase. Subject to your quotation, we close the deal. 5. refer to(谈到，参考，提交，接洽) We refer to your letter of August 30. We refer the matter to you. We have referred them to you.

6. allow sb. a discount (给予某人折扣) 7. regard

attention consideration

It would seem that you paid no regard to the question raised in our last letter. With regard to =concerning=with respect to

With regard to the point you have just raised, we will have it investingated. In this regard=in respect of that point

We regret being unable to accommodate you in this regard. As regards=about

As regards payment, we cannot do otherwise than L/C at sight. 8. with a view to (着眼于、考虑到)

With a view to supporting your sales, we are sending some samples of our new makes. Exercise

1. 关于申请参加广州交易会一事，我们正在与有关当局联系。一俟申请获准，当即通知你

方。

2. 你方需要的那种老式花样已没有存货，我们今天已寄给你一方一件最新式样的样品，如果你们认为可以使用，我们可以立即供应现货。 3. 我喜欢这种款式而不是那种款式。 4. 我们公司专营化工品进口业务。

1． With regard to your application for attending the Guangzhou Fair, we are contacting the

relevant authorities and shall inform you as soon as the application is approved.

2． The old design you require is no longer available from stock. We have today sent you a

sample of the latest design and if you consider it suitable we are in a position to supply the goods immediately from stock. 3． I prefer this style to that one.

4． We specialize in the import of chemicals.

Unit 5 Quotation, Offers and Counter Offers

5.1 Introduction

5.2 note

1. counter-offer(还盘)(V，N)

The price you counter-offered is not in line with the prevailing market. If you cannot accept, please make the best possible counter-offer. 2. entertain= ready to consider(准备考虑)

They would not entertain any price higher than RMB 450 per metric ton. We cannot entertain your suggestion because it does not seem workable. 3. under offer (在出售中)

We have only a parcel of 100 ton left, which is under(or: on) offer elsewhere.

4. to accept/confirm/decline/entertain/withdraw/renew an offer(接受/确认/谢绝/考虑/撤回/恢复

报盘) 5. be firm/good /open/valid for 有效期为…

6. current/retail/wholesale/favorable price 现/零售/批发/优惠价

5.2.4 Declining a counter offer

1.by confirmed,irrevocable L/C payable by draft at sight.凭保兑的、不可撤销的、即期汇票付款的信用证

2．Keep our offer open until 3. as per 按照

4. out of line (with)(与……)脱节；与……不一致 Your price is entirely out of line with the prevailing market. The commodities you offered are out of line with our business scope. 5. ruling market 现行的市场价格

Your price is in line with the ruling market here. 6. freely 大量地、乐意地、无困难地 Competitors are offering freely at this price.

Goods of the same quality are freely obtainable in the local market. 7. firm 坚挺的

The pound stayed firm against the dollar in London but fell a little in New York.

8. tendency 趋势，倾向 upward tendency 上涨(上升)趋势 downward tendency 下降(下跌)趋势 9．Likelihood 可能性

There is no likelihood of the price going down. Exercise

Choose the best word(s) or phrase(s) to complete each of the following sentences:

１．We hope you could____ us a special discount of 3% on orders. Ａ．ａｄｍｉｔ Ｂ．ｏｆｆｅｒ Ｃ．ｓｅｎｄ Ｄ．ｌｅｔ

２．Ｗｅ ｈａｖｅ ｐｌｅａｓｕｒｅ ｉｎ ｅｎｃｌｏｓｉｎｇ ａ ｄｅｔａｉｌｅｄ ｐｒｉｃｅ ｌｉｓｔ ｆｏｒ ｔｈｅ ｇｏｏｄｓ ｙｏｕ＿＿＿＿in your letter.

A .informed B. said C. told D. required

３．Ｉｆ ｙｏｕ ｃｏｕｌｄ ｉｎｃｒｅａｓｅ ｔｈｅ ＿＿＿＿＿ｔｏ１０％，ｗｅ shall be pleased to buy the complete stock.

A. cost B. stock C. discount D. price

4. I’m sorry to say the items you required are _____, but we’ll E-mail you as soon as the articles are available.

A. out of stock B. sold up C. in stock D. commited

5. We were very pleased to receive your letter inquiring______ leisure products. A. / B. into C. on D. for 1．B 2.D 3.C 4. A 5. D

Translate the following into Chinese:

1. This offer is subject to your reply reaching here before the end of this month. 2. We can offer you various kinds of Cotton Goods at attractive prices.

3. In order to start a concrete transaction between us , we take pleasure in making you a special

offer, subject to our final confirmation.

4. We must stress that this offer is valid for seven days only because of the heavy demand for the limited supplies of this carpet in stock.

5. The offer is based on an expanding market and is competitive.

１． ２． ３． ４． ５．

该报盘以你方本月底前复到有效。

我们向你方报的各种各样棉布的价格十分具有吸引力。

为了使生意成交，我们荣幸地给你们一个优惠报盘，以我方最后确认为准。 本公司必须强调，此报盘有效期仅七天，因为地毯的存货有限而需求量很大。 此报盘着眼于扩大销路，而且很有竞争性。

Unit Seven Payment

Related words and Phrases:

1. a confirmed irrevocable L/C 保兑的、不可撤销的信用证

2. documentary credit 跟单信用证 documentary draft 跟单汇票 acceptance of draft 承兑汇票

3.beneficiary 受益人

4. documents against acceptance(D/A) 承兑交单 5. at sight 即期、 见票即付

at ……day’s sight 付款人见票后若干天即付款 at……days after date 出票后若干天付款 at ……days after B/L 提单签发后若干天付款 6. remittance 汇付

7. Mail Transfer (M/T) 信汇 8. Demand Draft (T/T) 票汇 9. Tetegraphic Transfer (T/T) 电汇 10. collection 托收

11. draft 汇票 (汇票正式名称是Bill of Exchang) 但一般用draft

Your draft will be honored on presentation.

Draft at 30( 60 , 90, 120) days’ sight 30(60, 90, 120)天期汇票 12. dishonor 拒兑、 拒付

13. payment by installment 分期付款 14. payment in advance 预付(货款) 15. deferred payment 延期付款 16. down payment 付款定金 17. extension of payment 延长付款 18. copy 副本

19. original 正本

20. documents against payment 付款交单 21. documents against acceptance 承兑交单

22. draw(a draft) on sb for … 开出向某获取……的汇票

We have drawn on you for payment of the invoice amount USD27 760.

有时也用 draw on sb against sth 这个结构，表示开汇票向某人索取某笔款项。 According to the terms agreed upon, we have drawn on you at sight against this shipment through the Bank of China here. 23. accommodate 照顾、通融

We hope you will accommodating us by allowing 3% commission. 24. balance 差额、余额

trade balance 进出口贸易余额 favorable trade balance 顺差 unfavorable trade balance 逆差 25. presentation 提示

26. international postal money order 国际邮政汇票 27. open account 专户记账 28. on consignment 寄售付款

29. C.O.D (Cash On Delivery) 货到付现 30. C.W.O (Cash With Order) 订货时先付款 31. Banker’s draft 银行汇票