外貿(mào)英語函電整理

1、CHAPTER 1Structure and layout of international business letter(介紹商務信函基礎知識與外貿(mào)交易程序）7原則7Cs: 1.Correctness,正確 2.Conciseness,簡潔 3.Clarity,清晰4.Concreteness ,具體 5.Completeness,完整 6.Courtesy禮貌 7.Consideration.體諒信函時間的正確的寫法February 2, 2013 2 February,2013 February 2nd, 2013 2nd February,2013Structure of Busin

2、ess letter：1. The Letterhead（信頭） 2. The Date line（日期）3. The Reference and Inside Address（編號和封內(nèi)地址）5. The Salutation（稱呼語）7. The body of the Letter（正文） 8. The Complimentary Close（結(jié)尾敬語）9. The Signature（簽名） 10. The Enclosure（附件）11. The Postscript（附言） 12. The Reference Line 信件編號13. The Attention Line主辦人或經(jīng)

3、辦人 14. The Subject Heading 事由行15. The Identification Marks備忘署名 16. The Attention line（注意項）17. The C.C. Line抄送(cc to XX) 18. The subject line （事由） 信頭（Letter Head) : 信頭一般都是事先就印好的，它表示發(fā)信人公司行號名稱及地址，使收信人一看就知道發(fā)自何方、何處、核實，也便于復信時參考。包括發(fā)信人的姓名、地址、網(wǎng)址、電子信箱、電報掛號、電話號碼。有的信頭還包含公司負責人的姓名和職務職稱。一般商號的信箋都印有信頭，如果沒有，也可以在信紙上端的

4、中間，或者在信箋的右上方，如：Richard Thomas & Baldwins Ltd.151 Gower StreetLondon, SCT 6DY, EnglandTel: 63216260 Fax: 63302700注意： 1.一般說來，門牌號和街名之間不用逗號點開，但城市名和國名之間必須用逗號點開。城市名后面的字母或數(shù)字等是大城市的郵區(qū)號。注明郵區(qū)便于郵局分信。 2.有時候不寫門牌號，而是用郵箱號代替。如：P. O. Box No.1079London, England日期（Date)： 應據(jù)信頭右下角三至六行處。注意： 日期可按“日、月、年”的次序排（英國），如15 Jan

5、., 2012（國際通用）也可按“月、日、年”的次序排（美國） 如，Jan. 15, 2012 年份應完全寫出，不能用（00）來代表（2000） 月份要寫英文名稱，不能用數(shù)字代替，例如，3/9/99不能用在正式的信函中。 月份名稱可用縮寫，如Aug.代替August; Oct.代替October，但May，June ，July本身很短，不再減縮。日期可用基數(shù)詞，也可用序數(shù)詞。一般用基數(shù)詞，較少使用序數(shù)詞基數(shù)：3 November, 2000 （3 Nov., 2000） November 3,2000 (Nov.3,2000)序數(shù)：3rd November, 2000 November 3rd

6、, 2000月份和日期之間不要用標點點開，年份之前，必須用逗號點開. 例如，Oct.1,2000 (或October 1,2000) 30 Nov.,2000(或30 Novermber,2000) 日期的幾種常見寫法： June 5,2000 (5th June,2000) 30 Nov.,2000 ( 30 November,2000) 1st October,2000 (1st Oct.,2000或October 1,2000)封內(nèi)地址和行名（Inside Name and Address):這是指收信人的行號和地址。距日期兩行，打在左邊。3.寫封內(nèi)地址時對公司行名的稱呼：一般用公司全稱

7、 London Export Corporation China Chemical Co.在公司的名稱由人的姓名組成時可以使用Messrs表示客氣 Messrs. John Smith & Co. Messrs. Black & White Co.還有即使公司的名稱由人名組成，也不應該加Messrs的情況，例如 a. 寫給公司中某一個人的信，例如 Mr. Charles Snow Robinson & Co. b.公司名稱中已包括其職銜 c.公司名中有定冠詞the Dr. Haris & Co. The Grayson Electrical Co.稱呼（ Sal

8、utation）：寫信人對收信人的一種稱呼，其位置是在封內(nèi)地址的下面空兩行，并與之平頭。其形式取決于寫信人與收信人的關系。 1.商業(yè)函件 用“Dear Sirs, ” 不能單獨用“Sirs,” 如果是女性公司，則用 “Dear Madams,” 美國人用“Gentlemen：”,更加普遍 (不能用單數(shù)）,單數(shù)時稱“Dear Sir”2. 公事函件：“ Dear Sir，”對一般機關團 體負責人適用。此外公事函件還可以用“To those who may be concerned，”3. 半公半私函件，且給個人的信件 給男士，用“Mr.” 或“Esq.” a) Dear Mr. Black, b

9、) Esq.=Esquire 。在英國，它是對一般男性的敬稱，在美國Mr.是很通用的稱呼， Esq.則是對有聲望的男性的尊稱，如法官、地方長官等。注意：用在姓之后 Dear Black, Esq. 2）給女士，用“Miss”,“Mrs.”,”Ms.”,最好用“Ms.”,例如，Dear Ms. Black, 注意： 稱呼后面的標點一般用逗號（，），但美國和加拿大等地的來信中，Gentlemen 后面也用冒號（： ） Mr.和sir是常能碰到的詞，意思都是“先生”表示對男性的尊稱，但用法有較大的差異，需要認真區(qū)別。  一、Mr.的用法特點 Mr. 是mister的縮寫

10、形式，Mr.一般與姓氏或姓名全稱連用，但不能與名字連用。還常與表示職位的名稱連用  3. Mr.不能單獨使用，單獨使用需用sir 來代替Mr.。如不可說“Yes, Mr./ mister”,可說“Yes, sir”.二、sir 的用法特點  1、不知姓名，或雖知姓名，但為表明對對方的尊敬，常常用sir，一般性的會話中和嚴肅的公函中都可使用，   2、sir一般單獨使用，后面不可接姓氏，但寫信時稱呼對方可加dear. 如：可以說dear sir, 不可以說dear sir brown. 

11、如果Sir(大寫首字母)后面接姓氏，就不能理解為“先生”，而應理解為“爵士”。  3、sir常用于下級稱呼上級，服務行業(yè)人員稱呼顧客等。也有西方人在為別人服務時對所有的人都稱呼sir.（五）信的正文（Body) 信的主要部分，表達發(fā)信人的意見。信的優(yōu)劣完全要看正文寫得好壞。大多數(shù)書信遵循三段原則：第一段為引導段，自我介紹或說明來信已收到。 第二段提供信息或說明事實。 第三段設計將來的打算和行動。注意事項： 段與段之間一般空一行 如果信的本文很長，一頁紙不夠用而需兩張或數(shù)張聯(lián)頁，應在第一頁的右下端打“待續(xù)”（to be continued),并在聯(lián)頁上端注明收信人的名稱、日期

12、、頁數(shù)，再繼續(xù)打正文。這是為了避免第一頁和第二頁，第三頁在發(fā)信時誤置。5)結(jié)尾語（The Closing Sentences): 一般用來總結(jié)本文所談的事項，提示對受信人的要求。如希望來函或電報訂貨，答復詢問或作必要的聲明等，另外也附加一些略帶客套的語氣 。他在正文結(jié)束之后，另起一段。 A）用分詞短語開始的： Awaiting your good news, we are, Looking forward to your early reply, we remain, Looking forward to receiving your shipping advice, we remain, 注

13、意:句末用逗號，不用句號。 B)用完整句子的： We await your good news. We hope to receive your early reply. We look forward to your shipping advice.8. The Complimentary Close 結(jié)尾敬語結(jié)束語是一種客套用語它應與前面的稱呼相呼應。 結(jié)束禮詞（The Complementary Close） 商業(yè)函件用： Yours faithfully， Faithfully yours， Sincerely yours， Sincerely yours 公事函件用： Respect

14、fully yours， Yours respectfully注意： 結(jié)束禮詞寫在結(jié)尾語下隔一行，正中或略向右邊寫起 只有第一個字母大寫，后面加逗號 歐洲把Yours放前，美國則把副詞放前 不能將其單獨另頁打印，萬一出現(xiàn)該況則應重新打印全信。用Yours而不用Your，與Yours連用的一定是帶-ly的副詞。9. The Signature（placed two lines below the complimentary close.） 手簽名往往難以辨認，簽名一般由手簽、打印名和職務三部分組成。1）結(jié)束語的下面，一般應將公司的名稱用大寫打出。2）必須由負責人簽名。3）打上簽名人的姓名。 4）

15、打上簽名人的職位。格式如下： Yours Faithfully, THE NATIONAL TRANSPORT CO. T.M.White T.M.White Manager5. The Enclosure Notation附件 When there is something enclosed with the letter, typed the word “Enclosure” or “Encl.” or Enc., in the bottom left-hand under the identification marks (if any). 如信中有附件時，應在簽名下注明Encl.或En

16、c.如果附件不止一件，應注明2 Encls.或3 Encls.等.如： Encl / Enc: 2 Invoices Enclosure: (1) A catalogue (2) Invoice No. 2453 3 Encls. : 1 B/Lading (提單一張) 1 Photo (照片一張) 1 Certificate (證明書一張)Memo Style （備忘錄式）TO: All students in the business writing training seminarFrom: Helen Sharp, Professor of EnglishSubject: Memo S

17、tyle of Business LettersDate: March 5, 2010Dear Students，Influenced by the style of memo which is used for inner office communication, some business correspondences now adopt memo style even for formal and external communication. E-mails often use this style.Sincerely yours,Helen SharpHelen SharpPro

18、fessor of English1. Name of the addressee;（收信人姓名） 2. Number and street;（門牌號）3. City, state and zip code;（城市、州、郵編） 4. Country.（國家）注意： 1.注釋：如系私人信件或密件，需收信人親自開啟而不要他人拆閱可在信封“Remarks”處，根據(jù)需要注明下列字樣： Private 私人信 Personal 個人信 Confidential 機密信1. Common used phrases:sample 樣品 with compliments贈品 printed matter印刷品

19、 photo only內(nèi)有照片，請勿折疊private 親啟 personal私函 confidential密函 registered 掛號 carbon copy（C.C.）抄送urgent or immediate 急件 forward (care of,c/o) 請轉(zhuǎn)交 introducing Mr.茲介紹先生 kindness of Mror per favor of Mr敬煩先生轉(zhuǎn)交 commercial papers商務文件please readdress請轉(zhuǎn)寄 poste restante留存郵件 care postmaster留存郵局 2If undelivered, plea

20、se return to 若無法投遞，請退回原處。3After 10 days, please return to 10天后請寄回。4Return postage guaranteed 回信郵資已付。5. We have received your letter of May 18, 2010, for which we thank you.收到你方2010年5月18日函，謝謝。6. In accordance with the instructions given in your favour of the 10th May. 遵照貴公司5月10日來函指示。 7Thank you for y

21、our letter dated August 12, informing us of the opening date of the fair.感謝你方8月12日來函，告知交易會開幕日期:8. Further to our letter yesterday, we now have the pleasure of informing you that 續(xù)談我方昨日函，現(xiàn)欣告知9. We must apologize for the delay in replying to your letter of 遲復貴方月日函，甚歉。10. In reply of your letter of. we

22、 are glad to.  茲復你方的來函，我方很高興11. For your information we would like to add that  我方要補充說明，僅供參考。 12. If you are interested in the article, please let us know as soon as possible. 如對該貨感興趣，請盡早告知。13. We are pleased / glad to inform you that.  茲欣告你方14We would remind you that we have not had

23、a reply yet from you to our question. 我們提醒你方，我方尚未收到你方對問題的答復。15. We are sending you herewith / under separate cover.  茲隨函 / 另封寄上16Please accept our thanks for the trouble you have taken. 有勞貴方，不勝感激。17. We are obliged to thank you for your kind attention in this matter. 不勝感激貴方對此事的關照。18. We tender

24、you our sincere thanks for your generous treatment of us in this affair.對貴方在此事中的慷慨之舉，深表感謝。19. Allow us to thank you for the kindness extended to us. 對貴方之盛情，不勝感謝。20. We thank you for the special care you have given to the matter. 貴方對此悉心關照，不勝感激。21. We should be grateful for your trial order. 如承試訂貨，不勝感

25、激22.We should be grateful for your furnishing us details of your requirements.詳述具體要求不勝感激。23. It will be greatly appreciated if you will kindly send us your samples. 如承惠寄樣品，不勝感激。24. We shall appreciate it very much if you will give our bid your favorable consideration. 如承優(yōu)惠考慮報價，不勝感激。25. We are greatl

26、y obliged for your bulk order just received. 收到貴方大宗訂貨，不勝感激。26. We assure you of our best services at all times. 我方保證向貴方隨時提供最佳服務。27. If there is anything we can do to help you, we shall be more than pleased to do so. 貴公司若有所需求，我公司定盡力效勞。28. It would give us a great pleasure to render you a similar serv

27、ice should an opportunity occur. 我方如有機會同樣效勞貴方，將不勝欣慰。29. We spare no efforts in endeavoring to be of service to you. 我方將不遺余力為貴方效勞。30. We take this opportunity to re-emphasize that we shall, at all times, do everything possible to give you whatever information you desire. 我們借此機會再次強調(diào)，定會盡力隨時提供貴方所需的信息。例

28、China National Light Industrial Products Import & Export Corporation Shanghai Branch 128 Huchiu Road, Shanghai, China Cable address: INDUSTRY SHANGHAI Telex address: 33054 INDUS CN March 23, 2010H.G. Wilkinson Company, Limited245 Lombart StreetLagosNigeriaDear sirs,Re: Sewing MachinesWe thank yo

29、u for your letter of March 16 enquiring for the captioned goods. The enclosed booklet contains details of all our Sewing Machines will enable you to make a suitable selection.we are waiting for your reply. Yours faithfully, China National Light Industrial ProductsImport & Export Corporation Shan

30、ghai Branch Wang Qiong Wang Qiong Manager Enclosure: Price list(or catalugue)Chapter 2Establishing Business Relations（建立業(yè)務關系） 目的：了解如何撰寫建立最初的業(yè)務關系的信函，同時如何對客戶的資信情況、經(jīng)營范圍進行調(diào)查。 進出口雙方可以通過以下渠道來相互了解：（1）銀行（Bank） （2）商會（Chamber of Commerce） （3）商務參贊處（Commercial Counselors Offices）（4）交易會和展覽會（Export Commodities Fa

31、irs & Exhibitions）（5）廣告（Advertisement） （6）商業(yè)目錄（Trade Directory） （7）其他渠道:網(wǎng)絡、代理商等寫信要點（Writing Skills）1信息來源：告訴對方我方是如何獲悉對方的地址和經(jīng)營范圍的。2寫信目的：表示我方有與對方建立業(yè)務關系和合作的強烈愿望。3本公司概述：介紹本公司的性質(zhì)、基本業(yè)務情況和經(jīng)營范圍。4產(chǎn)品介紹：說明希望推銷或購買的產(chǎn)品。5必要時可向?qū)Ψ教峁┵Y信證明人，以便對方了解我方的資信情況。6要求寄送有關資料和表達愿望：附寄公司簡介、商品目錄、價目表和小冊子等，以便對方全面了解我方信息。*建立業(yè)務關系信函的寫作步

32、驟及常見表達方式：（1） 說明信息來源（告知對方你從何種渠道得知對方公司的情況）我們從得知；通過我們了解到Y(jié)our company has been kindly introduced to us by（貴公司由介紹給我們。）We learn through/fromthat（我們通過得知。）On the recommendation of （由推薦） (1) Your firm has been kindly recommended to us through the courtesy of the Chamber of Commerce .承蒙貴國商會的介紹，我公司得知貴公司的情況。(2)

33、 We have obtained your name and address by the Commercial Counselors Office of the Indian Embassy in Beijing and understand that you would like to establish a business relation with us.我們從印度駐北京大使館商務參贊處得知貴公司的名稱和地址，并獲悉貴公司愿同我們建立業(yè)務關系。(3) We learn your company from the Internet that you are one of the le

34、ading manufactures in this line.我們從網(wǎng)上了解到貴公司是這一行業(yè)的主要生產(chǎn)商之一。(4) Having had /obtained the name and address of your company from ABC trading Company ,we know that you deal in textiles.通過ABC貿(mào)易公司的介紹，我們得知貴公司的名稱和地址，并獲悉你方經(jīng)營紡織品。（2）對你的公司做簡單的介紹（例如公司的業(yè)務范圍等）We wish to introduce ourselves to you as a （我們把自己作為介紹給你們。

35、）Our lines are mainly（我們主要從事。） fall within 應列入范圍內(nèi)fall within our business activities.（屬于我們的經(jīng)營范圍。） Articles of this kind fall within the scope of our business activities. 此類商品在我方經(jīng)營范圍之內(nèi)。 (1) We have the pleasure of introducing ourselves to you as one of the leading importers in the chemical line. 我們有幸

36、自薦，我們是經(jīng)營化學產(chǎn)品的主要進口商之一。 (2) We are a stated-owned corporation, engaged in exportation of following articles.我們是一家國有企業(yè)，經(jīng)營以下商品的出口業(yè)務(3) We are given to understand that you are potential buyers of Chinese Green Tea, which falls in the scope of our business activities. 據(jù)了解，貴公司是中國綠茶的潛在買主，而中國綠茶屬于我們的經(jīng)營范圍。 (4)

37、 This corporation handles/deals/specializes in the import and export business of Chinese Silk Goods. 本公司經(jīng)營/專營中國絲織品的進出口業(yè)務。(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. 現(xiàn)函告：我公司為食品大經(jīng)銷商，在國內(nèi)擁有大批客戶。（三）表達寫信目的：建立業(yè)務關系We are willing to enter into

38、 business relations with you.（我們愿意和貴方建立業(yè)務關系。）We express our desire to （我方愿意。） We are desirous of （我方愿意。）We are now writing you for （我們現(xiàn)寫信愿意。）(1) We are writing to you in the hope of entering into business relations with you. (2) We are writing to you and willing to open up a business relation with y

39、ou.茲寫信給貴公司以期與貴公司建立業(yè)務聯(lián)系。(3) We would like to take this opportunity to establish business relations with you.我們愿借此機會與貴公司建立業(yè)務聯(lián)系。（四）表達與對方合作及早日收到回復的愿望We look forward to receiving（希望早日收到。） Hope to receive （希望收到。）Your early reply is appreciated.（盼早復。） We are anticipating your answer.（盼早復。）（五）要求寄送/主動寄送有關資料(

40、1) Please send us your catalogue and quotations. 請給我們寄你公司的商品目錄和價目單.(2) We have airmailed samples of our new articles for your reference under separate cover. 我們另航空郵寄新品種的樣品供你方參考。(3) We would appreciate it if you could send us an up-to- date price list for your electric products.你們?nèi)裟芗膩硪环蓦娮赢a(chǎn)品的最新價目表，我們將

41、非常感謝。(4)We shall appreciate your catalogues and quotations.如能寄你公司的商品目錄和價目單當十分感謝。(5)Well be pleased to have your catalogues and quotations.我們將非常樂意收到你公司的商品目錄和價目單?；貜徒I(yè)務關系信函的寫作步驟及常見表達方式：（1） 感謝對方對你公司的興趣Thank you for （感謝你方。） Thank you for your interest in （感謝你們對的興趣。）We have received （我們已收到貴方）Your letter

42、of August 8 has been received with thanks.（感謝貴方8月8日的來信。）（2） 表示對對方建立業(yè)務關系意愿的興趣Your wish of establishing business relations coincides with ours.你們建立業(yè)務關系的愿望和我們不謀而合。）This is also our desire.（這也是我們的愿望。）We shall be very glad to enter into business relations with you.（我們將非常高興與你們建立業(yè)務關系。）（3）表示采取進一步的行動We are s

43、ending you our catalogue and pricelist（我們將給你方寄去我們的目錄和價格表。）We shall be glad to have your specific inquiry.（我們將很高興得到你方的具體詢價。）例子：Letter1 An Introduction of an Exporter貴公司主要從事農(nóng)產(chǎn)品的出口業(yè)務，想與澳大利亞的某企業(yè)建立業(yè)務關系，隨函附寄出口產(chǎn)品目錄和價格表各一份。 1.從事農(nóng)產(chǎn)品的出口 2.建立業(yè)務關系 3.出口產(chǎn)品目錄和價格表各一份Dear Sirs, We owe your name and address to the Co

44、mmercial Counselors office of Australian Embassy in Shanghai who have informed us that you are in the market foragricultural product.We are an individual-owned enterprise, handling export of agricultural product. We wish to establish trade relationship with you by the commencement of some practical

45、transactions.In order to acquaint you with our agricultural products available now for export, we enclose a catalogue and a price list for your reference. Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detail

46、ed requirements.We look forward to receiving from your specific enquiries.Yours faithfully,CHINA AGRICULTURAL PRODUCT EXPORT CORPORATION XUZHOU BRANCH(signature)Bruce WangDirector Encl.Notes to Letter One1. We owe your name and address to承蒙告知貴公司地址和名稱。2. Commercial Counselors office of Australian Emb

47、assy 澳大利亞商務參贊處3. in the market for something 是書面語言，表示想買進某物。除此以外，in the market for something 也可以引申于“樂于接受某物”。 in the market 想要買（或賣）4. inform 通知，告訴，報告 5. individual-owned enterprise 私營企業(yè)6. Export (單) 出口；（復）出口貨7. acquaint sb with/of sth； acquaint sb that 使某人熟悉，使了解，使認識We are well acquainted with the mark

48、et condition in American. 我們對美國市場行情很了解。8. We enclose a catalogue and a price list for your reference.我們隨函附寄產(chǎn)品目錄和價格表各一份，供參考。9. Should any of the items be of interest to you, please let us know。 如貴方對我們的產(chǎn)品感興趣，敬請告知。10. upon/on receipt of . 一旦收到即Upon receipt of you instructions we will send the goods. 一收

49、到你方通知，我方即發(fā)貨。例子Letter 2 A Reply from an Importer澳大利亞某公司長期從事進口農(nóng)產(chǎn)品，收到中國出口商的來信后，對中國農(nóng)產(chǎn)品很感興趣，因此寫信給貴公司要求建立業(yè)務關系，并希望得到關于大豆作物的詳細介紹。（或由于一些原因無法建立業(yè)務關系，希望以后合作。）1.從事農(nóng)產(chǎn)品的進口2.解釋目前無法建立合作關系的原因3.建立貿(mào)易關系 4.期待以后的合作5.咨詢大豆作物Dear Mr. Bruce Wang,Thank you for your letter of September 6, 2010 from which we learn that you are d

50、oing the business of agricultural product. We shall be glad to establish business relations with you. We are interested in buying variable beans. We would like you to send us details of your beans, including colors and prices, and also samples of the different colors.We look forward to a productive

51、trade and the opportunity to work together with you in the future. We await your early reply. Yours faithfully,(Signature) Amy Harry(此信件為針對第一封信的positive 回復)(B) A negative reply to the above Dear Mr. Bruce Wang,Thank you for your letter of September 6, 2010 showing you interest in doing business with

52、 us. We really appreciate your interest.However, we very much regret that we are not in a position to establish business relations with you at present. We currently have another company as our agricultural products supplier in Suzhou. According to the contract conditions, we are banned from importin

53、g agricultural products from other companies.As this is not an appropriate time to cooperate with your company, we would like to wait. But we will keep your letter on file and will get in touch with you when this contract expires.We hope that we have the chance to cooperate in the near future.Yours faithfully, (Signature)Amy HarryNotes to Letter Two1. We look forward to a productive trade and the opportunity to work together with you in the future.我們期望達成卓有成效的貿(mào)易，并能有機會在未來合作。2. We highly appreciate your kind cooperation. 我們十分感激你方的合作。3. be in a position to do sth. （其處境）有權(quán)，有資