外貿(mào)英語函電

外貿(mào)英語函電

胡雨Introductionofthiscourse課程簡(jiǎn)介本課程將系統(tǒng)介紹外貿(mào)英語函電中常用問題的基本知識(shí)，包括各類商務(wù)書信和電傳傳真的格式、常用語句和擬寫技巧，還附有外貿(mào)業(yè)務(wù)磋商過程中各個(gè)環(huán)節(jié)往來函電的實(shí)例，包括建立業(yè)務(wù)關(guān)系、詢盤、報(bào)價(jià)、推銷、還盤、成交、支付、裝運(yùn)、保險(xiǎn)、申訴、索賠、爭(zhēng)議等。列舉合同、協(xié)議實(shí)例，包括售貨、訂購、代理、合資經(jīng)營(yíng)、技術(shù)引進(jìn)等。此外，還包括其他一些單據(jù)的應(yīng)用，包括信用證、訂單、提單、保險(xiǎn)單、裝箱單、檢驗(yàn)證明等。一、課程性質(zhì)與任務(wù)

1.《外貿(mào)英語函電》是職業(yè)技能必修考試課，學(xué)分2分。2.importanceofthiscourse隨著世界經(jīng)濟(jì)一體化及中國(guó)加入世界貿(mào)易組織,我國(guó)企業(yè)面臨的國(guó)際競(jìng)爭(zhēng)越來越殘酷,為了在競(jìng)爭(zhēng)中取勝,企業(yè)需要一批英語運(yùn)用能力強(qiáng)、外貿(mào)業(yè)務(wù)水平高的復(fù)合型人才。

在此形勢(shì)下,越來越多的高校紛紛開設(shè)若干實(shí)用性較強(qiáng)的課程,外貿(mào)英語函電則是當(dāng)中最普通的一門。二、教學(xué)基本要求知識(shí)目標(biāo)：1．熟悉外貿(mào)英文信函的書寫格式及寫作原則；2．熟悉國(guó)際貿(mào)易流程及往來的各類信函；3．熟悉閱讀、翻譯各個(gè)貿(mào)易流程中使用的信函；4．掌握各種信函的特點(diǎn)，學(xué)會(huì)基本句型和常用短語，并能撰寫相應(yīng)的信函；5.熟悉外貿(mào)英文信函的組成部分。技能要求：掌握外貿(mào)往來函電的基本寫作技巧，具備將來從事外貿(mào)工作素質(zhì)，能夠運(yùn)用函電有效地進(jìn)行業(yè)務(wù)聯(lián)絡(luò)、溝通、磋商、交易、勝任工作任務(wù)。三、教學(xué)內(nèi)容及學(xué)時(shí)安排

教學(xué)內(nèi)容：見目錄學(xué)時(shí)安排：授課第一周至十一周四、教法說明

Howtolearnthiscourse1.學(xué)習(xí)、模仿樣式

在商務(wù)信函中,很多的習(xí)慣用語和表達(dá)方式有很大的借鑒價(jià)值,特別是開頭用語和結(jié)束用語,值得學(xué)生學(xué)習(xí)和仿效。比如請(qǐng)對(duì)方早日答復(fù)的常用結(jié)束語有:

Wehopetohearfromyousoon.

Welookforwardtohearingfromyou.

Yourpromptreplyiseagerlyawaited.

Weshouldappreciateyourearlyreply.

Welookforwardtoyourearlyreply.

Pleaseletushaveyourreplyatonce.2.歸納、誦記句式

由于外貿(mào)信函有其獨(dú)特的語言特征和詞匯特征,因此在學(xué)習(xí)外貿(mào)函電時(shí),可以歸納、總結(jié)所學(xué)過的常用詞匯、短語和句型進(jìn)行分門別類,然后花些時(shí)間背誦、記憶所歸納和總結(jié)的內(nèi)容。(1)我們經(jīng)營(yíng)電器。Wehandleelectricgoods.

Wedeal(trade)inelectricgoods.

Weareinthebusiness(trade,line)ofelectricgoods.

Wehavebeenengagedinexportingelectricgoodsformorethan20years.意義大同小異的句型還有:

Wespecializeinelectricgoods.

Weexclusivelydealinelectricgoods.

Electricgoodsfall(lie)withinthescopeofourbusinessactivities.(2)Please(請(qǐng)放心……)

a.我們會(huì)把一切準(zhǔn)備好。(thatwewillgeteverythingready)

b.我們將裝運(yùn)無誤。(thatwewilleffectshipmentwithoutdelay)

c.我們會(huì)密切合作。(thatwewillcloselycooperatewithyou)

d.我們的產(chǎn)品能在你處打開銷路。(thatourproductswillfindagoodmarketatyourend)3.操練、撰寫形式

在具備了一定的外貿(mào)英語詞匯量,掌握了必要的外貿(mào)句型,了解了外貿(mào)實(shí)務(wù)的各個(gè)環(huán)節(jié)之后,要練習(xí)如何撰寫各種信函的形式。在操練過程中,不仿由淺入深地分三步實(shí)施:從英漢互譯入手,先句子,再段落,到全文?！锻赓Q(mào)函電》綜合了英語的基礎(chǔ)知識(shí)和涉外商務(wù)的相關(guān)知識(shí),是一門系統(tǒng)性、模仿性、實(shí)踐性和操作性都很強(qiáng)的課程。只有通過系統(tǒng)地學(xué)習(xí)、不斷地操練、模仿和實(shí)踐,才能鞏固所學(xué)的知識(shí),最終達(dá)到能夠正確翻譯并能擬寫相關(guān)的外貿(mào)信函。五、考核方式及評(píng)分辦法考核形式：出勤（20%）+課堂表現(xiàn)與小測(cè)驗(yàn)（10%）+考試（70%）六、FinalexaminationI.FillintheblankswithproperprepositionsE.g.WelearnfromyourenquiryletterthatyouareinthemarketforChinesetextiles.Wesentasamplebooktoyouunderseparatecoveryesterday.II.

Fillintheblankswithproperwords.E.g.Enclosedpleasefindourcatalogueandthepricelist.Wesustainedagreatlossof$5,000,forwhichwehavetolodge

aclaimagainstyou.III.Specialtermtranslation(C→E)E.g.保兌的不可撤銷的即期信用證→confirmed,irrevocablesightL/CIV.Specialtermtranslation(E→C)E.g.despatchmoney→速遣費(fèi)V.Firstarrangethefollowingsectionsinaproperlayout,astheyshouldbesetoutinabusinessletter,andthenwriteanenvelopefortheletter.VI.Writeareplytothefollowinggivenletter.VII.TranslatethefollowingsentencesintoEnglish(C→E).VIII.Translatethefollowingpassage(excerptsfromcontracts)intoChinese(E→C).六、參考書目和網(wǎng)站一、有用網(wǎng)站：1，英語學(xué)習(xí)1）聽力特快

/2）外銷員考試網(wǎng)/wxy/2.網(wǎng)上詞典1）劍橋國(guó)際英語詞典/2）韋氏詞典/3.外貿(mào)知識(shí)外貿(mào)精英網(wǎng)/chukou-liucheng/二、推薦書目1、《國(guó)際商務(wù)英語函電》，王碂，西安交通大學(xué)出版社。2、《外貿(mào)英語函電》，易露霞，陳原，清華大學(xué)出版社。Chapter1BusinessLetterWriting一、商務(wù)函電的寫作原則(P1-3)7“C”原則1.謙恭Courtesy撰寫商務(wù)函電時(shí)的恭謙不僅僅意味著禮貌，同時(shí)應(yīng)真摯，機(jī)敏，縝密，注重時(shí)常表達(dá)對(duì)閱信者的欣賞與感激。sincere,tactfulandappreciativee.g.

YouarerequestedtosendmeapricelistforyourT-shirts.WouldyoupleasesendmeapricelistforyourT-shirts?Courtesy1.Trytoavoidirritating(惹人生氣的)andoffensive（得罪人的）

statementsinyourletters;Comparethefollowingsentences:1a:Whydidn’tyoureadtheinstruction（說明書）

beforeusingthemachine?1b:Youarerequestedtoreadtheinstructionbeforeusingthemachine.2a:Inacompanyaslargeasours,weseldomtakeanorderoflessthan2000pcs（件）.2b:Pleasenotethatitisnotourcommonpracticetotakeanorderoflessthan2000pcs.2.Evenifyoureceivearudeletter,trytowriteareplycourteously（禮貌地）;3.Inaddition,towritebackpromptly（迅速）

isalsoamatterofcourtesy.Polite

WehavereceivedyourletterofOct.7withmanythanks,andwetakethepleasureofsendingyouourlatestcatalog.Wewishtodrawyourattentiontoaspecialofferwhichwehavemadeinit.2.體諒Consideration體諒的重點(diǎn)在于要注重多站在對(duì)方立場(chǎng)上考慮問題?！癢e”-attitudee.g.Weallow2percentdiscountforcashpayment.“U”-attitudeYoucanget2percentdiscountwhenyoupaycash.1)Usingyou-attitudeinsteadofwe-attitudeYou-attitudemeansthatyouarefromtheotherparty’spointofviewandputhis/herinterestsinthefirstplace.We-attitudeisself-centered.Comparethefollowingtwosentencesandtwoletters:3a:WeregrettosaythatwehavetocancelyourorderbecauseofyourfailuretoopentheL/Cintime.(we-attitude)3b:Pleaseletusknowifthereissomethinginthewaythatprecludes（阻止，妨礙）youfromestablishingtheL/C.(you-attitude)Conclusion:you-attitudesentencesandlettersshowmorerespectandconsiderationfortheotherparty.2)Usingpositivetone（肯定的、積極的語氣）insteadofnegativetone（否定的、消極的語氣）Comparethefollowingtwopairsofsentencesandletters:4a:Wecannotsupplyinpacksoflessthan10.(negativetone)4b:Tokeeppackagingcostsdownandtohelpourcustomerssaveonpostage,wesupplyinpacksof10ormore.(positivetone)5a:Youfailedtoincludeyourcreditcardnumber,sowecan’tmailyourorder.(negativetone)5b:We’llmailyourorderassoonaswereceiveyourcreditcardnumber.(positivetone)Conclusion:sentencesandletterswithpositivetonesaremoreeasilyacceptedthanthosewithnegativetonesthoughtheyconveyalmostthesamemessage.3.完整Completeness一封商務(wù)函電應(yīng)包括所有必要的信息。諸如收信人、寄信人，寫信的目的、時(shí)間、地點(diǎn)。

Allnecessaryinformation(who,what,when,where,how),andcompletestructure。4.清晰Clarity(P3)寫信者應(yīng)盡量清晰地表達(dá)自己的意思。AstothesteamerssailingfromHongkongtoSanFrancisco,wehavebimonthlydirectservices.Theword“bimonthly”hastwomeanings:twiceamonth,oroncetwomonths.Thereaderwillfeelpuzzledaboutthemeaning.5.簡(jiǎn)要Conciseness簡(jiǎn)要和清楚經(jīng)常是相輔而成的。摒棄信中的陳詞濫調(diào)可使信更清楚更簡(jiǎn)要。

Avoid“wordiness”and“cliché”e.g

WeacknowledgethereceiptofaletterdatedAugust27fromyou.ThankyouforyourletterofAugust27.WeacknowledgethereceiptofyourletterofAugust27withthanks.6.具體Concreteness(P3)e.g.1a:WehavedrawnonyouasusualunderyourL/C.1b:WehavedrawnonyouoursightdraftNo.1234fortheinvoiceamountUS$7000underyourL/CNo.4567.7.正確Correctness正確意味著適當(dāng)?shù)恼Z言、準(zhǔn)確的語法、真實(shí)的信息和精確可靠的數(shù)據(jù)。

Appropriateandgrammaticallycorrectlanguage,factualinformationandaccuratefigures(suchasspecifications,quantity,priceandunit,etc.)二、商務(wù)信函的格式與構(gòu)成

FormandStructureofBusinessLetters1.商務(wù)信函的格式：全齊頭式FullBlockForm（P8）縮進(jìn)式IndentedStyle（P9）混合式ModifiedBlockForm（P10）1)全齊頭式（FullBlockedstyle

）在全齊頭式中，每行都從左邊頂格開始。這一格式簡(jiǎn)單易于打字，是商業(yè)信函中最常用的格式。MarketingDepartment

HuaqiangCompany

200BeijingRoad，

Changchun,Jilin,130001，China

Sept.12,2006

Prof.ThompsonHarvardUniversityBoston,MA02163U.S.A.

DearProfessorThompson,Tocelebratethefiftiethanniversaryofthefoundingofourcompany,werequestthehonorofyourpresenceatareceptionwhichistobeheldatDayuHotel,ChangchunonSeptember30from7p.m.to9intheevening.Wewouldbegladifyoucouldcome.Yoursfaithfully,MikeTang2）縮進(jìn)式（Indentedstyle）信頭、信內(nèi)地址的每行文字均比上行向右縮進(jìn)一、兩個(gè)字母，正文每段的首行向右縮進(jìn)4個(gè)字母。HarvardUniversityBoston,MA02163,U.S.A.

Sept.20,2006

Mr.MikeTangMarketingDepartmentHuaqiangCompany200BeijingRoadChangchun,Jilin130001China

DearMr.Tang,

ThankyouverymuchforyourinvitationtojointhefiftiethanniversaryofthefoundingofyourcompanyatDayuHotel,ChangchunonSeptember30.

Iwillbehappytobethereat6:50p.m.totakepartinthereception,andlookforwardtoitwithpleasure.

Yoursfaithfully,

Thompson

3）混合式(Blendedstyle)混合式也稱半齊頭式，使用這種格式時(shí)，只是日期、問候性的結(jié)尾及簽名寫在紙張的右方，其他所有都從左邊頂格寫。518MainStreetRochester,NY14612U.S.A.July8,2006

Mr.GalenSmithABCCompany5688SussexSt.Buffalo,NY14384U.S.A.

DearMr.Smith,

WeenclosedetailsofourinquiryforfurcoatstobedeliveredbeforetheendofAugust.

Willyoupleasegiveusyourpricesforthequantitynamed?

Yoursfaithfully,

MarkJohnson2.商務(wù)信函的構(gòu)成（如下圖）1）信頭幾乎每一家商業(yè)公司都用帶信頭的信紙來寫信。信頭往往是商務(wù)信函中最顯著的要素，位于信紙的最上端。它標(biāo)明信是從何處來的。信頭一般包括公司的名稱、地址、電話、傳真、因特網(wǎng)和電子信箱地址的等。2）編號(hào)Reference企業(yè)每天都要處理很多信件，因此，有必要根據(jù)交易的內(nèi)容、辦事人或時(shí)間等來分類，以便于對(duì)商務(wù)信函存檔管理。組成部分分項(xiàng)示例1. ChinaNationalCereals,Oils&FoodstuffsImp&ExpCorp.8JianguomenNeiDajieBeijing10005,ChinaTelephone:86-10-6526-8888Fax:86-10-6527-6028E-mail:carl@ OurRef.YourRef.

2.Date:15thNovember,20--信頭時(shí)間3）日期Date（1）按日月年排列。如12thOctober,2001或12October2001（英國(guó)英語）（2）按月日年排列（美國(guó)英語）這時(shí)要注意:月份和日期之間不要用標(biāo)點(diǎn)點(diǎn)開,年份之前,必須用逗號(hào)點(diǎn)開。如：January

24,2004日期寫法注意事項(xiàng)月份最好用文字，如：

1. 2ndMay,20--2. 2May,20--3. September21st,20--4. September21,20--5. 25Aug.20--6. Oct.10,20--避免月份用數(shù)字，如11/12/20--注意標(biāo)點(diǎn)符號(hào)日期位置：美式：在信頭和收信人名稱地址之間英式：通常在收信人名稱地址之下均可以齊頭，也可以靠右寫法：美式：月-日-年英式：日-月-年美式日期舉例信頭日期收信人名稱地址英式日期舉例信頭收信人地址日期稱呼Revision:Theformoftheletteris_____.Theformatoftheletteris____.4）封內(nèi)地址InsideAddress封內(nèi)地址詳細(xì)指明了信件的目的地。因?yàn)樾欧庖话悴挥璞Ａ?，所以封?nèi)需寫地址。它通常放在日期下面，與左界邊對(duì)齊。名稱、地址AUKaddress:

AirEnvironmentalMechanicalEquipmentLimited2076WestMainStreetDevon,EX140RAU.K.

公司名稱門牌號(hào)街道城市郵編(在國(guó)家之前)國(guó)家中文名稱、地址舉例廣東工貿(mào)職業(yè)學(xué)院中國(guó)廣東省廣州市廣州大道北963號(hào)單位名稱地址由大到小中國(guó)地址名稱用英文寫SinochemJiangsuImportandExportCorporationJiangsuInternationalBusinessMansion,50ZhonghuaRoad,Nanjing210001,P.R.China

單位名稱大樓名稱門牌號(hào)街道城市郵編(在國(guó)家之前）國(guó)家5）注意事項(xiàng)AttentionLine通常，當(dāng)封內(nèi)地址不包括收件人的姓名時(shí)，可使用注意事項(xiàng)來標(biāo)明具體的收件人。具體收信人位置：

1.收信人名稱地址之下2.齊頭式靠左，縮格式居中

表示的是承辦本信件的具體個(gè)人或部門

1.Attention:Mr.H.A.Donnan,ExportManager2.AttentionofMr.Cave

3.TotheattentionofMr.LiuMing

4.ATTN:Mr.IversonBEIJINGLIGHTINDUSTRIALPRODUCTSIMP.&EXP.CORPORATION

Tel:（010）66668888E-mail:bjlipc@YourRef:038/teOurRef:QYT/zcs

April9,2006P&HCompany8000LincolnDriveNewYork,NY1122U.S.AAttention:

Import

Dept.

DearSirs,

Subject:LeatherJackets

信頭編號(hào)日期封內(nèi)行名和地址請(qǐng)某人注意稱呼事由6）稱呼Salutation（P5）稱呼是對(duì)收件人打招呼。稱呼位置：必須齊頭正規(guī)場(chǎng)合下常用：對(duì)男士：DearSir,或DearSirs,或Gentlemen:對(duì)女士：DearMadam,或DearMesdames,建議使用：DearMr.Johnson,或DearJack,詞首字母全大寫，用逗號(hào)或不用標(biāo)點(diǎn)符號(hào)Gentlemen后用冒號(hào)7.事由位置（P9-10的樣信）

1.稱呼和正文之間2.齊頭式靠左，縮格式居中表示的是該信函的主題1.Re:YourOrderNo.4632.Subject:SHEEPWOOL 3.ContractNo.89048.信文BodyofaLetter信的正文是每封信中最重要的部分。1）正文的格式：一般段與段之間空一行。如果信文過長(zhǎng)，不要將簽名硬擠在信件尾處。最好再使用一張紙，并在第二張紙上打印至少一段文字，而不僅僅是簽名。2）正文的內(nèi)容：應(yīng)遵循三段式結(jié)構(gòu)，即開頭、中間部分、結(jié)尾。9.信尾敬語位置：齊頭式靠左對(duì)齊，縮格式偏右（與正文空兩行）正規(guī)場(chǎng)合下常用：1.Yoursfaithfully,2.Yourstruly,3.Faithfullyyours,4.Trulyyours,建議使用：（不太正式場(chǎng)合）Yourssincerely,或Sincerelyyours第二個(gè)單詞小寫，結(jié)尾用逗號(hào)稱呼與結(jié)尾敬語的對(duì)應(yīng)關(guān)系建議使用10。落款結(jié)尾敬語手寫簽名打印簽名職務(wù)公司名稱寫信人公司的名稱緊接在結(jié)尾敬語下面打印，用鋼筆在公司名稱之下簽署自己的姓名。由于辨認(rèn)上的需要，大多數(shù)商務(wù)書信也將寫信人的姓名及職務(wù)打印在簽名下方。決不能使用圖章發(fā)信函。11。附件若隨函附有附件，必須在簽署下注明位置：落款之下，左對(duì)齊說明該信件有附件

1.Enclosure2.Enc.3.Encl.AsStated4.Enclosure:Brochure12。抄送位置：附件之下，左對(duì)齊表示該信件同時(shí)抄送給他人1明抄：ccMarketingDepartment2.暗抄：bccMr.SimpsonCarboncopy,收信人知道被抄送Blindcarboncopy,收信人不知道被抄送，只出現(xiàn)在發(fā)給被抄送人的信件里13）附言在商務(wù)信件中，附言通常用于作為強(qiáng)調(diào)某件事的一種手法，一般以P.S.開頭。

如果在信的正文部分遺漏了某事或者需要提醒對(duì)方某事，常常補(bǔ)寫在比抄送低2行的地方。因?yàn)楦窖砸灿锌赡墚a(chǎn)生寫信人在下筆之前計(jì)劃不周之嫌。WethankyouforyourletterofMarch28.Asrequested,wearesendingyouherewithacopyofourlatestprice-listforyourreference.Pleasenotethatallpricesareunderstoodtobesubjecttoourfinalconfirmation.Welookforwardtoyourspecificenquiry.

Yoursfaithfully,Z.G.WangManagerZGW/bkEncl.:asstated

CC:ourBranchOffices

P.S.YourletterofApril2hasjustarrived.Wewilllookintothematterandreplytoyousoon.正文表示敬意的結(jié)尾署名職務(wù)認(rèn)辯人記號(hào)附件抄送附言PartsofaBusinessLetter

信件組成部分EssentialParts必要部分1.Theletterhead 信頭2.Thedateline 日期3.Theinsidenameandaddress收信人名稱地址4.Thesalutation 稱呼5.Thebodyoftheletter

正文6.Thecomplimentaryclose 結(jié)尾敬語7.Thesignature 落款OptionalParts附加部分8.Theattentionline 具體收信人9.Thesubjectline

事由10.Thereferencenotation

案號(hào)11.Theenclosure

附件12.Thecarboncopynotation

抄送13.Thepostscript

附言14.信封格式信封格式不一,根據(jù)收信人名稱地址的寫法通常分兩種格式：

縮進(jìn)格式：收信人名稱地址逐行右縮

齊頭式：收信人名稱地址左端對(duì)齊縮格式舉例寫信人名稱地址收信人名稱地址：逐行右縮齊頭式舉例寫信人名稱地址收信人名稱地址：左端對(duì)齊三、傳真Facsimiles1.傳真的特點(diǎn)傳真是一種方便、快捷的通訊方式，運(yùn)用廣泛。它具有使用簡(jiǎn)單方便、傳送內(nèi)容豐富和價(jià)格便宜等特點(diǎn)。三、傳真FacsimilesSmithBros.co.Ltd120EstoverRoad,Playmouth,UKTel:5482203Fax:5482673

Date:May20,2004FAXTo:ShanghaiJinxiImp.&Exp.CorpATTN:WuYing,Manager收件人FaxNO:0086-21-54206786FM:BertWallegieFAXNO;5482637傳件人DearMissSun，ManythanksforyourofferofSeptember12for3000TVsets.WeregretbeingunabletoentertainyourofferasquickdeliveriesfromKoreaaremuchfavorablypriced.

Wewillworkhardertosecureordersifyouassistuswithlowerprices.Yoursfaithfully,SusanLewis四、電子郵件Emails電子郵件的書寫電子郵件的正文與一般書信寫作要求一致。但發(fā)送電子郵件時(shí)，還需填入以下信息：1、收信人：這部分應(yīng)填寫收信人的Email地址。2、抄送這里可以填入需要收取副本的其他人的Email地址，這樣電子郵件能同時(shí)傳送到不同的Email地址。3、主題：應(yīng)按郵件的主要內(nèi)容填寫。（subject）Exercise:(P12)EX1Chapter2EstablishmentofBusinessRelations建立業(yè)務(wù)關(guān)系

建立業(yè)務(wù)關(guān)系，俗稱建交，是開展國(guó)際貿(mào)易的最基礎(chǔ)環(huán)節(jié)，即交易雙方結(jié)識(shí)對(duì)方，并說明我方建立業(yè)務(wù)關(guān)系之意圖的過程。買賣雙方都可以發(fā)起撰寫這類信函。一、RequestfortheEstablishmentofBusinessRelations請(qǐng)求建立業(yè)務(wù)關(guān)系要想建交，首先必須獲取客戶信息。獲取客戶信息的渠道，如通過銀行、商會(huì)、企業(yè)名錄、駐外機(jī)構(gòu)、廣告等，也可以通過互聯(lián)網(wǎng)查詢一些公司的信息。(P30)建交函應(yīng)遵循以下基本結(jié)構(gòu):1）第一段是告訴對(duì)方我方如何獲知對(duì)方名址和經(jīng)營(yíng)范圍；2）第二段先表明與對(duì)方建交和開展貿(mào)易的意圖，再對(duì)我公司規(guī)模、經(jīng)驗(yàn)、業(yè)務(wù)范圍、經(jīng)營(yíng)品種加以概略介紹；提供了解你公司財(cái)務(wù)狀況和信譽(yù)的咨詢?nèi)嘶騿挝弧?）第三段邀請(qǐng)對(duì)方就具體一種商品提出具體要求（或就一種商品進(jìn)行推銷），可要求附寄公司簡(jiǎn)介、商品目錄、價(jià)目表和小冊(cè)子；(Importer)4）第四段以盼早日回復(fù)。H.Simpson&Co.LTD298SouthStreet,Boston,U.S.AAugust10,2008BeijingHuamaoGroupCo.,Ltd566DongchanganStreetBeijingChinaDearSirs,HavingobtainedyournameandaddressfromMessrs.AndersonCo.Rotterdam,wearewritingtoyouinthehopeofestablishingbusinessrelationswithyou.(從何處得知對(duì)方公司信息）

WehavebeenimportersofArts&Craftsformanyyears.Atpresent,weareininterestedinvariouskindsofChineseArts&Craftsandshouldappreciateyourcataloguesandquotations.Ifyourpricesareinline,wetrustimportantbusinesscanmaterialize.（我公司業(yè)務(wù)范圍，就具體一種商品提出業(yè)務(wù)往來的邀請(qǐng)，要求對(duì)方附寄產(chǎn)品報(bào)價(jià)和目錄。）Wearelookingforwardtoreceivingyourearlyreply.（盼回復(fù)）Yoursfaithfully,JohnSmithManager1.NewWords1)relationn.關(guān)系，聯(lián)系2)obtainv.獲得，得到3）messrspron.先生4）importern.進(jìn)口商5）variousadj.多樣的，各種各樣的6）appreciatev.感激7）craftn.工藝，手藝8）cataloguen.目錄9）quotationn.報(bào)價(jià)10）materializev.實(shí)現(xiàn)11）faithfullyadv.忠誠(chéng)地2.Notes

1）obtain獲得Theseproductsofourshaveobtainedunanimousapporval.我們的產(chǎn)品已獲得一致的好評(píng)。Theleechhangsaboutotherpeoplehopingtoobtainmoney.(《暮光之城》對(duì)白）2）interested感興趣的Weareveryinterestedinimportingchemicalsfromyourside.Weareinterestedtoreceiveaspecimenofthenewtype.Interesting引起興趣的Thepriceisnotinterestingtous.3.appreciate感謝，感激，理解Wehighlyappreciateyourkindcooperation.Weshallappreciateyourgivingthismatteryourseriousconsideration.Weshallappreciateitifyouwillsendusabrochureandtwosamplebooksbyimmediately.Wehopeyouwillappreciateourposition.4)inline符合，適合Ifyourpriceisinline,wecantakelargequantities.5)importantbusiness=largebusiness6)materialize實(shí)現(xiàn)Theirplansdidnotmaterialize.Wehopethebusinesswilleventuallymaterialize.TaskUsethefollowingproductsandsentencestowritealetter.a.Silkhandbagsbcarpets1.Havingobtainedyournameandadressfrom…2.establishbusinessrelationswithyou3.tradein(orhavebeenimportersof)4.Weareinterestedin5.lookforwardtoExercisesWritingaletter從近期的《國(guó)際商務(wù)》上，我們得知貴公司欲出口中國(guó)羊毛衫。我們是這一行業(yè)的主要進(jìn)口商之一，經(jīng)營(yíng)各類羊毛衫已有十年的歷史。本公司十分愿意同貴公司建立商務(wù)關(guān)系。若你方附寄一份關(guān)于一份主要產(chǎn)品的目錄，我方將非常感謝。如貴公司對(duì)此感興趣，請(qǐng)盡快回復(fù)信件。Review:1.從客戶那獲取你公司的名址2.和你方建立業(yè)務(wù)關(guān)系3.我們從事藝術(shù)和工藝品進(jìn)口多年4.期待你的目錄和報(bào)價(jià)5.價(jià)格合適6.期待早日回復(fù)二、AreplytotheRequestfortheEstablishmentofBusinessRelations(回復(fù)要求建立業(yè)務(wù)關(guān)系）回復(fù)要求建立業(yè)務(wù)關(guān)系的基本框架:1）第一段感謝來信并表達(dá)愿意建立業(yè)務(wù)關(guān)系；2）第二段表明我方已按對(duì)方要求附寄公司簡(jiǎn)介、商品目錄、價(jià)目表和小冊(cè)子；3）第三段表達(dá)貨款支付方式（例如用哪類信用證）DearSirs,Wethankyouforyourletterofthe3rdthismonthandshallbegladtoenterintobusinessrelationswithyourfirm.（表達(dá)收到來信，并愿意建立業(yè)務(wù)關(guān)系）Complyingwithyourrequest,wearesendingundersepar-atecoverourlatestcataloguesandpricelistcoveringourExports.（表示按照對(duì)方要求，我方已經(jīng)郵寄相關(guān)資料）Paymentshouldbemadebyanirrevocableandconfirmedletterofcredit.（提出付款要求）Yoursfaithfully,JackManagerNewwords1.requestv.請(qǐng)求，要求2.enterv.進(jìn)入，開始3.firmn.公司4.complyv.遵守5.separateadj.分開的，單獨(dú)的6.pricelistn.單價(jià)表7.coveringprep.關(guān)于，涉及8.exportn.出口商品9.paymentn.付款。支付10.irrevocableadj.不可撤銷的11.confirmedadj.保兌的12.creditn.信用UsefulSentences1.初次寫信給對(duì)方，要求建立業(yè)務(wù)關(guān)系1）盼望與您建立業(yè)務(wù)關(guān)系Wearewritingtoyouwithadesiretoopenanaccountwithyou.WearewritingyouinthehopeofestablishingbusinessrelationswithyouNotes1.reply答復(fù)1)我們急切等候你們對(duì)我們?nèi)バ诺拇饛?fù)。Weanxiouslyawaityourreplytoourletter.2)請(qǐng)立即答復(fù)我們的去電。Pleasereplytoourcableimmediately.2.enterinto開始，締結(jié)Wewishtoenterintobusinessrelationswithyourcorporationforthesupplyoflightindustrialproducts.我方愿與你公司建立貿(mào)易關(guān)系，以便取得輕工產(chǎn)品的供貨。Weexpecttoenterintobusinesstalkswiththemnextweek.我們預(yù)期下周與他們洽談。中國(guó)紡織品進(jìn)出口公司與倫敦貿(mào)易公司洽談并達(dá)成協(xié)議。ThisagreementisenteredintobyandbetweentheChinaNationalTextilesImport&ExportCorporationandtheLondonTradingCplywith依照，符合Thisofferdoesnotcomplywithourrequirements.這個(gè)報(bào)盤不符合我們的需要。4.underseparatecover另寄、另郵也可以說byseparatemail(undercover或enclose隨函郵寄）Wearesendingyoucataloguesunderseparatecover.Wearesendingyoucataloguesbyseparatemail.目錄本即將另郵寄去。Wearesendingyouunderacopyofourpricelist.Weareenclosingacopyofourpricelist.隨函寄去我方價(jià)目表一份。5.latest最晚的，最近的HereisacopyofthelatestissueofBeijingReview.ThelatestdateforyoutoreplyisDecember6.你方答復(fù)的最遲日期是12月6日。6.cablev.打電報(bào)cablesbsth把某事物電達(dá)某人;cablesbforsth向某人電索某事物Pleasecableusoffers.Pleasecableusforoffers.cablen.電報(bào)Pleasemakeusanofferbycable.Pleasemakeusacableoffer.（2）Weareinterestedinyournewproductelectronictranslatorandshallbepleasedtohaveacatalogandpricelist.我們對(duì)您的新產(chǎn)品電譯機(jī)甚感興趣，希望能寄來貴公司的產(chǎn)品目錄及價(jià)格表。2.結(jié)尾用語1)Yourpromptreplyiseagerlyawaited.2)Welookforwardtohearingfromyousoon.3)Wearelookingforwardtoreceivingyourearlyreply.3.從何處獲取收信人的信息表達(dá)句子1）Wehaveobtainedyournameandaddressfrom…2)Yourfirmhasbeenrecommendedtousby…3)Yournameandaddresshasbeengiventousby…4)Ontherecommendationof…,wehavelearnedwithpleasurethenameaddressofyourfirm.5)Wecometoknowthenameandaddressofyourfirmthrough…6)Throughthecourtesyof....4.關(guān)于介紹寄信人公司業(yè)務(wù)范圍的表達(dá)句子1）Ourcompanydealswith(handles,dealsin,isinthelineof)theimportandexportof…2)Wespecializein(areengagedin,arespecializedin)theexportationof…3)Weareoneofthelargest…importersinourcountryandhavehandledwithvariouskindsoftheproductsforabout…years.4)Wewritetointroduceourselvesas…TranslatethefollowingsentencesintoChinese1)Pleaseallowustoexpressourhopeofopeninganaccountwithyou.2)Yournamehasbeenmentionedbyourchiefsupplierasthemostreliablefirm.3)Yourpromptattentiontothismatterwouldbehighlyappreciated.4)Wehopethatthiswillmeetyourimmediateattention.5)Wehavethepleasureofintroducingourselvestoyouasastate-corporationspecializingintheexportbusinessofcannedgoods,andexpressourdesiretoenterintobusinessrelationswithyou.6)Inordertogiveyouageneralideaofourcannedgoods,wearesendingyoubyseparateairmailacopyofourlatestcatalogue.三、資信咨詢StatusInquiry當(dāng)?shù)谝淮闻c一家公司打交道并有意與其做生意時(shí)，你肯定要了解這家公司。如果一家國(guó)外公司，雙方相距甚遠(yuǎn)，很難親自去進(jìn)行視察、走訪，那么通過信函所作的資信調(diào)查就十分重要和必要。外貿(mào)企業(yè)為了資金安全或者貨物的安全，首先要了解即將交易的對(duì)象是否真實(shí)存在，還要了解其經(jīng)營(yíng)狀況、財(cái)務(wù)狀況、信用、聲譽(yù)、經(jīng)營(yíng)方式和范圍以及管理能力等。調(diào)查資信的方法有很多，既可以通過與其有業(yè)務(wù)往來的公司和銀行，也可以通過咨詢機(jī)構(gòu)和商會(huì)等來獲取相關(guān)信息。要想從對(duì)方銀行得到資信證明書，就必須到自己銀行，借助于雙方銀行的關(guān)系來獲取未來顧客的資信情況。一般的資信調(diào)查信函的寫作步驟如下：1.直截了當(dāng)?shù)卣f明寫信的意圖，對(duì)要查詢的公司給予簡(jiǎn)單的說明，并注明其詳細(xì)的地址；2.說明雙方之間的關(guān)系及想要調(diào)查的原因；3.說明想要調(diào)查的詳細(xì)內(nèi)容，如：財(cái)務(wù)狀況，業(yè)務(wù)范圍以及以往的履行合同的情況等；4.表示感謝并希望得到進(jìn)一步幫助。Case1中國(guó)銀行上海分行寫信給倫敦的Barminster銀行，因該銀行客戶中國(guó)進(jìn)出口公司的請(qǐng)求，請(qǐng)倫敦行幫忙調(diào)查AutoEngineering有限公司的有關(guān)情況。中國(guó)銀行上海分行對(duì)AutoEngineering有限公司了解有限。所以中方銀行想知道這家公司的財(cái)務(wù)和信用狀況是否可靠。Keypoints1.請(qǐng)我們幫忙獲取信息Askusforinformation2.對(duì)該公司了解有限Ourknowledgeofthecompanyislimited3.他們的財(cái)務(wù)和信用狀況Theirfinancialandcreditstanding4.可靠soundBankofChina

ShanghaiBranch

April4,2004BarminsterBankLTD.,LondonE.C.25BPEngland

DearSirs,Ourclient,ChinaNationalImport&ExportCorp.,hasaskedusforinformationabouttheAutoEngineeringCo.,Ltd.inLondon,England,asthelatterwouldrequestastandingcreditofUSD5,000tostartbusiness.（直接對(duì)要查詢的公司給予簡(jiǎn)單的說明）WeknowtheAutoEngineeringCo.,Ltd.,butourknowledgeofthecompanyislimitedtoafewmonthstradingwithafirminShanghaionanL/Cbasis.Weshould,therefore,liketoknowwhetherornottheirfinancialandcreditstandingaresoundsothatwemayrespondtoCNIEC.（說明雙方之間的關(guān)系及想要調(diào)查的原因，要調(diào)查的范圍）TheonlyreferencegivenbytheAutoEngineeringCo.,Ltd.istheirbank,NationalBankofLondon.Weshallbemostgratefulforanyinformationyoucanobtainforus.（給出對(duì)方合作的銀行并謝謝提供資信恢復(fù)）Yoursfaithfully,WanGouqingManagerNotes1.standingadj.長(zhǎng)期存在的，持續(xù)的，永久的;狀態(tài)Astandingorderfortheabove-mentionedgoodsshouldbedeliveredeverythreemonths.2.creditn.信用，信譽(yù)；信用證Theircreditisgood.OurproductsareinhighcreditwiththecustomersinEurope.Pleaseestablishthecreditassoonaspossible.3.tradingn.貿(mào)易，交易，交換Tradingwasactivethroughouttheday.Tradingwaslowlastmonth.Tradingaccount營(yíng)業(yè)帳戶Tradingcompany貿(mào)易公司Tradereference商業(yè)證明人4.soundadj.可靠的，有理由的CNIECisasoundbusinessfirm.Thefirm’sfinancialstandingissound.TaskWritealetteraboutstatusInquiry.BankofChina(BeijingBranch),CityBank(NewYork),BrotherImportandExportCompany(NewYork),BeijingHuadaCorp1.Ourclient…h(huán)asaskedusforinformationabout…2.asthelatterwouldrequestastandingcreditof…tostartbusiness.3.Ourknowledgeofthecompanyislimited…4.Wewouldliketoknowwhetherornottheirfinancialandcreditstandingaresound….5.Weshallbemostgratefulformanyinformationyoucanobtainforus.Review:1.astandingcredit2.startbusiness3.我們想知道他們的財(cái)務(wù)狀況是否良好4.respondtoReview：1.Wehavecompletedourenquiriesconcerningthefirmmentionedinyourletter.2.Wemustadviseyoutoregardtheirrequestforcreditwithcaution.3.Ourenquiriesrevealnothingtosuggestthatthefirm…4.Thisinformationissuppliedinthestrictestconfidence.四、促銷SalesPromotion一般促銷信函的寫作步驟如下：1.告知對(duì)方已郵寄新產(chǎn)品樣品或新產(chǎn)品目錄;2.介紹這些新產(chǎn)品新的功能、銷售業(yè)績(jī)以及價(jià)格;3.希望對(duì)方早日回復(fù)。Case1中國(guó)國(guó)家進(jìn)出口公司欲向丹麥的Aarhus公司推銷冬靴部最新產(chǎn)品的樣品-滑冰靴。并由于對(duì)方公司的一貫支持，中方公司提供的是介紹產(chǎn)品的優(yōu)惠價(jià)。并且這一價(jià)格僅在短期內(nèi)提供，希望對(duì)方及早訂貨。Usefulphases:1.冬靴部winter-footweardepartment2.滑冰靴skiboots3.最新產(chǎn)品thelatestproducts4.介紹產(chǎn)品的優(yōu)惠價(jià)aspecialintroductoryreduction5.由于你方過去支持owingtoyoursupportinthepast6.這個(gè)報(bào)價(jià)只保持一段時(shí)間Maintainthisreductiononlyforashorttime.7.早日訂貨earlyordersChinaNationalImport&ExportCorp.SichuanRoad,Shanghai,China

Oct.19,2004P.O.Box3472AarhusDenmarkDearSirs,Bytoday’spost,wehavesentyousampleofapairofskiboots-thelatestproductofourfactory’swinter-footweardepartment.(告知郵寄了新產(chǎn)品樣品）Wecanofferthesebootsinallpopularsizesatthepricesshownontheattachedlist.Youwillnotethatwearemakingyouaspecialintroductoryreductioninpricesowingtoyoursupportinthepast.Wecanmaintainthisreductiononlyforashorttimesowerecommendyourearlyorders.（告知對(duì)方可以給予優(yōu)惠價(jià)格）Thebootsareavailablefromstock,anddeliverycanbemadewithintwoweeksafterreceiptoforderandthecoveringletterofcredit.（告訴發(fā)貨需要時(shí)間）Welookforwardtohearingfromyousoon.（盼早點(diǎn)回復(fù)）Yoursfaithfully,XiaYanManagerNotes1.samplen.樣品2.skibootsn.滑冰鞋3.offern.v.提供，出價(jià)，報(bào)盤Ifyourquantityisconsiderablylarge,wecanofferyouadiscountof10%onpricelist.We’dliketoofferyoupaymentbyL/C.WearemakingyouafirmofferonCIFC2%NewYorkBasissubjecttoyourreplyreachingusbefore25July.4.attachv.附加，附帶Weattachalistofproductsthatweareregularlyexportingandtrustsomeoftheseitemswillbeofinteresttoyou.5.owingto由于，因?yàn)镺wingtobadweatherwehavetochangethescheduleofleaving.Becauseof,dueto,thanksto,bedueto6.maintainv.保持，維持，堅(jiān)持Thelotioncanmaintainyourskin.maintainsocialorder7.availableadj.可用的，有空的，單身的，空閑的Theministerwasnotavailable.Ihaveveryfewdaysavailableatthemoment.

8.deliveryn.交貨，交付Pleasepayondelivery.Thereweretenitemsmissinginthelatestdelivery.Usefulsentences1.Itwillbegreatlyappreciatedifyouwillkindlysendusyoursamples.2.Wearegreatlyobligedforyourbulkorderjustreceived.(obliged,adj,感謝）3.Weassureyouofourbestservicesatalltimes.4.Weshallbeverygladtohandleforyouatverylowcommissioncharges.5.Wearealwaysinapositiontoquoteyouthemostadvantageouspricesforhigherqualitymerchandise.6.TheymainlytradewithJapanesefirms.Forthepastfiveyears,wehavedonealotoftradewithyourcompany.7.Ourcompanymainlytradeinartsandcrafts.8.Theyarewel