函电写作范文（精选多篇）

推荐第1篇：函电写作思路

函电写作思路

1、与出口商建立业务关系的思路及信的结构安排

在与出口商建立业务关系时，应明确出口商的产品与本公司所需要的产品是否相吻合，然后提出自己针对产品的要求和贸易条件，同时也可以做简单的自我介绍，让出口商更了解本公司的情况及信誉。要特别明示交易内容、条件，信用保证，并希望对方也告知这些条件，同时表示强烈交易愿望。

Dear sirs,

We owe your name to the First Commercial Bank at your end, through whom we understand that you are well experienced in the export of engineering equipment with service.

We take this opportunity to introduce ourselves as one of the importers buying various kinds of machines......Upon receipt of ......, we shall see what items are of interest to us and pa our enquiries to you.

We anticipate the pleasure of hearing from you in the near future.

2、资信调查信函的写作步骤及常见表达方式：

（1）直截了当地说明写信的意图

They state that they have done busine with you for the past two years and have given us the name of your company as a reference.（他们向我们表示，他们在过去的两年中与您有过生意来往，并且指定贵公司作为他们的证明人。）

（2）说明想要调查的细节和原因

We should be very grateful to you for any information you can give us about their reputation and credit-worthine.（我们非常感激您能给予我们有关他们的声誉和资信情况的情报。）We should be obliged if you would let us know if …（如果您能告知我们……，我们将不胜感谢。）

（3）保证保守秘密

Any information we receive from you will, of course, be held in strict confidence.（我们从您处收到的任何信息定会严加保密。）

3、询盘的业务思路及信的结构安排

去函给对方索取某项商品的目录、样本、样品，或者了解有关交易条件。信要求简短、清楚、切题。如果如果初次向对方发出询盘，要做简单的自我介绍，让对方了解自己公司的信誉情况。

开头句直切主题------ 告知对方信息来源，表明做某种商品交易的意愿.eg.We read your advertisement in the latest China Foreign Trade and are interested in Chinese Silk Piece Goods.

结尾句强调主题-----请对方尽快回信反馈所需要的信息。eg.We hope to hear about your quotations soon.4、报盘的业务思路及信的安排

接到对方的询盘后要及时、有礼貌、有针对性地答复对方询问的所有信息及提供对方要求的资料。报盘信要使对方感觉到该产品在交易中有吸引力，信中通常包含的内容：主

要的交易条件、发盘的有效期及其他约束条件。

开头句表达谢意-------对对方某月某日的来函谈到对本公司商品赶兴趣表示感谢；或告知对方本公司现有某种数量、质量以及价格具有吸引力的商品。eg.We are pleased to receive your fax of April 9 asking for the toy samples and the pricelist.

结尾句用促销语句激励对方订货。eg.I hope you wil find our prices favourable for the good quality shoes.

5、主动报盘业务思路及信的安排

主动报盘就是直接向经过选择的、潜在的、久失联系的，或者现成的买主出售某种商品信息，实际上，完全是一种促销的做法。这类报盘信要注重吸引对方的注意力和兴趣的方法。例如，免费提供样品和试销品、优惠的交易条件、该商品具有的优势等等。还可以随函寄去目录本、价格表等介绍资料。

开头句告知对方可提供具有一定优势、可以得到优惠的某种商品。eg.We have recently bought from the producers various ranges of high quality table cloth at low prices.结尾句：促进销售----以优惠条件鼓励对方继续联系或订货。eg.If you are interested,please contact our office in Guangzhou.We would be plesased to servi you.6、要求降价的还盘业务思路及信的结构安排

买卖双方对某些交易条件讨价还价,去信表明自己的要求或意见就是还盘．为了促进早日成交，还盘还盘信给出适当的理由,选择适当的角度,提出适当的条件.要求降价就是对价格条件的还盘,这样的还盘信还要注意表明降价的理由,例如,报价膏腴当地市价,可以用较低的价格获得类似质量的商品,可以以别的供应商处以较低的价格购进该商品该商品的市场疲软等，，提出降假的幅度。

开头句----还盘信都是回信，要求降价的还盘信要感谢对方的报盘，接着表达不能接受报价的歉意。eg.Thank you for your offer of May 15 but regret that your prices are too high.结尾句----强调希望继续磋商的愿望。eg.We hope to receive your early reply.

7、拒绝降价的还盘业务思路及信的结构安排

拒绝降价就是对买方提出的价格条件的否定还盘。这样的还盘信要注意强调坚持原价，无法降价的理由。例如，正处在销售旺季，已收到对方所在地区进货尚的大量订单、销售利润已低至极限，着眼点应在该商品的质量上等等。或者推荐对方购买与所要求价格相近的，价格较低的替代商品。

开头句----拒绝降价的还盘信要感谢对方的还盘，表达不同意降价的歉意。eg.While we very much thank you for your fax of July 22, we feel regretful there is no poibility of offering you lower prices.

结尾句----希望对方考虑、尽早收到订单、尽管没成交争取以后机会的合作等愿望。eg.We are still looking your orders.8、作出降价让步的还盘业务思路及信的结构安排

作出降价让步就是对买放提出的价格条件有条件地进行减让的反还盘。这样的还盘信要注意坚持原报价的合理性、突出给予降价让步的动机和意愿。例如，原报价符合市价；考虑到以前获得的帮助、双边的贸易关系；为发展与对方的业务等。还要明确降价的幅度和实现降价的附带条件：数量折扣、规定日期内订货的折扣等。

开头句----作出降价让步的还盘信首先感谢对方的还盘，复述对方有关价格的意见.e,g.We are pleased to receive your cable of October 12.It is informed that your price for the goods is too high to work on.

结尾句敦促对方早日下订单。We are waiting for your early reply.

9、要求提价的还盘业务思路及信的结构安排

对原定价格的提价也是对价格条件的反还盘：由于某些不利因素的影响，卖方对双方曾经同意的某种商品的价格上调。这样的还盘新要注意说明提价的客观性：商品市价在上扬、材料价格上涨、运输费用的提高等。

开头句----回信应告知对方要上调价格，表达涨价的歉意。e.g.We regret to inform that increase in our prices for the products are unavoidable as the materials have kept rising in the past few months.

结尾句----提醒价格上涨是趋势而且库存较紧张，说服对方继续订货。e.g.As the heavy demand has brought low stock level of our goods, we advise you to accept our prices soon.

10、接受邀请函的思路及信的结构安排

接受并答复对方邀请信函时，必须有礼貌地及时给对方完整的答复，以便树立信誉和给读者留下良好的印象，这是接受邀请函最重要的作用之一。

信的开头应向对方表示谢意，并表示愿意与对方建立业务关系，同时表示愿意按对方的要求寄上相应的产品目录或价目表。信末要说明自己的保证与承诺，以确保对方对本公司的信任，为了树立良好的信誉，在答复信函时应注意：及时、礼貌和完整。Dear Sirs,

We thank you for your letter of 5th this month,and shall be glad to enter into busineaa relations with you.

Complying with your request,we are sending you ......Payment should be made by an irrevocable and conformed letter of credit.If you find busine poible,please contact us for dffers.

推荐第2篇：商务函电写作规范

商务函电写作规范

商务函电的作用，一是索取信息或传递信息，二是处理商务交流中有关事宜，三是联络与沟通感情。

商务函电的写作应掌握7c原则，即：

完整（complete）

正确（correctne）

清楚（clearne）

简洁（concretene）

具体（concretene）

礼貌（courtesy）

体谅（consideration）

完整：商务函电应完整表达所要表达内容和意思，何人、何时、何地、何事、何种原因、何种方式等。

正确：表达的用词用语及标点符号应正确无误，因为商务函电的内容大多涉及商业交往中双方的权利、义务以及利害关系，如果出错势必会造成不必要的麻烦。

清楚：所有的词句都应能够非常清晰明确地表现真实的意图，避免双重意义的表示或者模棱两可。用最简单普通的词句来直截了当地告诉对方。

简洁：在无损于礼貌的前提下，用尽可能少的文字清楚表达真实的意思。清楚和简洁经常相辅相成，摒弃函电中的陈词滥调和俗套，可以使交流变得更加容易和方便。而一事一段则会使函电清楚易读和富有吸引力。

具体：内容当然要具体而且明确，尤其是要求对方答复或者对之后的交往产生影响的函电。

礼貌：文字表达的语气上应表现出一个人的职业修养，客气而且得体。最重要的礼貌是及时回复对方，最感人的礼貌是从不怀疑甚至计较对方的坦诚。商务交往中肯定会发生意见分歧，但礼貌和沟通可能化解分歧而不影响双方的良好关系。

体谅：为对方着想，这也是拟定商务函电时一直强调的原则：站在对方立场。在起草商务函电时，始终应该以对方的观点来看问题，根据对方的思维方式来表达自己的意思，只有这样，与对方的沟通才会有成效。

商务函电的种类包括：商洽函、询问函、答复函、请求函、告知函、联系函。从商务函

电的具体使用功能来讲，又可分为：来函处理答复函、订货函、任命函、祝贺函、感谢函、介绍函、邀请函、联络函、致歉函、慰问函、唁函、推销函。

推荐第3篇：《外贸英语函电写作课程》教学大纲

《商务英语外贸函电写作》教学大纲

适用专业：商务英语专业国际贸易专业国际商务专业在线选修课

一、课程的性质、目的和任务

《商务英语外贸函电写作》课程在商务英语专业、国际贸易专业和国际商务专业人才培养过程中占有重要的地位。它的作用在于培养学生外贸函电方面的读写能力。其指导思想是培养具有外贸函电读写能力的高素质国际贸易人才。本课程将国际贸易知识与商务英语融为一体，属于专业选修课。在总的培养目标下，本课程旨在培养学生掌握外贸英语函电的基本知识、外贸函电英语术语、以及外贸函电英语表达方法。让学生熟悉对外贸易业务各个环节，锻炼学生对相关业务的英语表达能力，并掌握涉外经贸工作中商务信函的写作技巧，以适应外经贸工作的实际业务需要。学生通过学习该课程，在外贸函电知识、外贸英文函电读写能力等方面达到一定水平。

二、课程教学的基本要求

通过学习该课程，要求学生达到下列基本要求：

1.学习撰写建立业务关系、咨询、询盘及答复、发盘及还盘、电子邮件、促销、订单及其执行、付款条件、信用证的修改和展期、包装、保险、装运、代理、索赔与理赔等函电。2.掌握外贸函电的重要写作原则、体例、常用词汇、习惯表达法及规范的外贸英语函电格式。

3.掌握撰写合同及协议。

4.理解国际贸易各不同环节中的外贸函电英语及主要业务知识，熟悉并掌握国际贸易中的英语术语和表达方法。初步做到能在一般情况下读懂、翻译并能写出内容确切、表达得体、符合规范、语句通顺、没有语法错误的信函。

三、同其它课程的关系

本课程在学生学完大学基础英语或商务英语之后开设的专业选修课，因此学生对基础英语和专业英语已经有了一定的掌握，这为本课程的学习打下坚实的基础。另外，其它专业课程，如：国际金融、国际贸易原理与实务、合同撰写等与本课程也存在相关联系，互为补充，相辅相成。

四、课程教学内容

本课程共涵盖外贸英文函电中的四大板块，十五个话题，其重点内容概括如下：

（一） 商务信函的撰写

1.撰写商务信函时应注意的要点：完整、具体、清楚、简洁、礼貌、体谅、正确。2.掌握商务信函的组成部分及格式与布局。 3.掌握不同格式下商务信函各组成部分的位置。

4.掌握商务信函中日期、地址、称呼、结尾敬语的写法。5.熟悉商务信函的撰写与普通信函的异同。 6.如何写好英文商务信函。

（二） 建立贸易关系

1.了解建立贸易关系的几种常用途径（商行、商会、工商行名录、广告、商赞处等）。2.掌握建立贸易关系的写法、相关术语和表达以及一些常用词。 3.掌握公司介绍的方法。

（三） 商业沟通

1.咨询

1）了解资信调查的方法和渠道。

2）掌握咨询类函电的写作要求和方法。

3）能够要求相关机构对业务伙伴出具资信证明。 4）在获得所需的资信资料后，任何进行资信调查。 2.询盘与回复

1）能够以进口商的角色向出口商撰写信函寻求报盘。 2）能够以出口商的角色恰当地回复进口商的询盘函。 3）掌握有关询盘及答复的各种术语和表达方法。 3.发盘及还盘

1）掌握发盘及还盘的相关表达方法。 2）掌握买卖双方讨价还价的表达方法。 3)买卖双方讨价还价的语气把握与说服力。 4.样品及费用

1）掌握所要样品及商讨相关费用的表达方法。 2）根据自身情况拒绝或同意对方有关样品的要求。

（四） 订单细节

1.订单及其执行

1)掌握订单的相关知识和写作方法；

2)了解怎样进行订单、确认订单、取消订单； 3.)掌握与订单相关的重点词汇和词句。 2.订单合同撰写

1）讲解合同书信的内容和书写格式；

2）掌握相关的内容及常用的固定搭配及句子。 3.付款方式

1）熟悉并掌握不同的付款方式：付款交单、承兑交单、信用证方式付款。 2）熟练掌握信用证付款方式的有关知识和写作方法。 3）掌握与付款相关的重点词汇和表达方式。 4.信用证的修改和展期

1）掌握信用证的修改和展期的操作程序。 2）熟练掌握信用证的修改和展期的写作方法。 3）掌握与信用证的修改和展期相关的重点词汇和表达方式。 5.包装

1）掌握包装的分类及要求。 2）了解有关包装标识。

3）掌握包装术语及信函写作技巧。 6.交货与装运

1）熟悉装运的工作流程及合同中的装运条款。

2）掌握装运通知和装运须知或装运指示的区别，前者是出口商发给进口商的，而后者是进口商发给出口商的。

3）掌握此类信函（装运通知、提单、商品检验证书、装箱单、海洋货物运输保险单、发票等）的格式及相关的常用句型、短语和词汇。 7.保险

1）熟悉保险类别及要求等知识。 2）掌握保险的术语及句型。 3）掌握保险的写作技巧。 8.索赔与理赔

1）熟悉索赔和理赔的前提、内容及方式。 2）掌握索赔和理赔中的相关术语和表达技巧。

五、课时分配及教学方式和手段

本课程总计36个课时，其中理论教学28个课时，实践教学8个课时，每周2课时，具体如下表: 第一单元商业书信的撰写（2课时） 第二单元建立业务关系（2课时） 第三单元咨询（2课时）

第四单元询盘及回复（2课时） 第五单元发盘及还盘（2课时） 第六单元样品寄送（2课时） 第七单元合同签订（2课时） 第八单元付款条件（3课时）

第九单元信用证的修改和展期（3课时） 第十单元包装（2课时） 第十一单元装运（2课时） 第十二单元保险（2课时）

第十四单元索赔与理赔（2课时）

六、实验实训教学

模拟情景信函写作

训练内容：模拟情景信函写作

训练目的：使学生通过练习加深对外贸英文函电写作要求的掌握。

训练要求：熟悉英语函电的一般格式、常用词汇、习惯表达法；能翻译并写出内容确切，表达得体，符合规范的商务信函。 训练工具：多媒体机房学生分组练习或课后在线练习

训练时间：完成本项训练大致共需15个课时，但由于是学生自主学习，因此时间可能会因人而异。

七、考核要求

本课程为在线选修课，具体考核要求如下：

1.在线学习进度50％（可以按照规定在一定时间内完成学习任务）。2.在线作业50%（学习完每个微课后能够按时提交指定任务）。

八、教材及教学参考书

建议教材和教学参考书目 1兰天主编，《外贸英语函电》，东北财经大学出版社 2诸葛霖主编，《外贸业务英文函电》，对外经济贸易大学出版社 3龚龙生主编，《经贸英语会话》，上海外语教育出版社 4程同春主编，《新编国际商务英语函电》，东南大学出版社 5陆墨珠主编，《国际商务函电》，对外经贸大学出版社 6凌华倍、朱佩芬主编，《外经贸英语函电与谈判》，中国对外经济贸易出版社 7戚云方主编，《新编外经贸英语函电与谈判》浙江大学出版社 8刘惠玲、王俊主编，《国际商务函电》对外经济贸易大学出版社 9王兴孙主编，《新编进出口英语函电》上海交通大学出版社 10樊红霞主编，《英文外贸函电》外语教学与研究出版社 11 吴雯编著，《国际商务英语函电》对外经济贸易大学出版社

九、编写说明

本课程主要以在线学习的方式进行，学生可以根据自己的时间安排利用一切网络终端进行自主式学习。每堂微课的观看次数不限，学生只有通过课后的习题才能进入下一堂课程的学习。课后练习可以检测学生的学习效果，并帮助学生加深对课程内容的掌握；学生还可以在线提问，由老师进行答疑，从而帮助解决学生自学过程中的困惑。课程的开放受一定时间的限制，当所有课程按时学习完毕后，学生即可得到该门课程的学分。

推荐第4篇：高职商务英语函电写作教学探讨

高职商务英语函电写作教学探讨

随着高职教育改革的深入，高职院校英语专业的学科建设也随之进行了调整，英语专业较之以往更强调核心技能的培养，为适应改革发展需要开设了商务英语专业。这是一门符合市场经济发展规律，符合高职教育以就业为导向的教学理念，符合高职学生学习兴趣的实用型学科。“商务英语函电”作为商务英语专业中的一门技能课程，既强调专业的基础知识，又重视语言的应用能力。了解商务英语函电写作特点，探讨行之有效的教学新思路，是保证教师顺利完成该课程教学目标的前提。

一、商务英语函电写作特点

商务英语函电写作独有的内容和语言特点使学生难以把握，因为它需要写作者具备相关的专业知识，能灵活使用习惯语言表达方式和将商务专业知识恰当地运用于语言交际中[1]。所以，探讨商务英语函电写作的教学新思路，需要先了解商务英语函电写作特点。

1.内容范围广泛，种类繁多

商务英语函电的内容与外贸业务实践密切相关，涉及经济贸易活动的方方面面。按使用的不同目的，其内容包括建立商务往来关系、询盘、报盘、报价、还盘、订单、付款方式、信用证、包装和运输方式、保险、赔付、投诉以及代理等。

2.语言礼貌正式、简洁清晰，具有较多专业术语

（1）外贸术语、缩略语和缩写词。商务英语函电属于商务英语这一特殊用途英语的范畴，其语言具有鲜明的特色，充满了外贸术语、缩略语和缩写词。如“报价——quote”、“虚盘——non-firm-offer”、“还盘——counter-offer”等，都是商务英语函电中常用的外贸术语。缩略语和缩写词是商务英语函电在长期实践中总结出来的国际通用符号，使用起来省时、省事，大大提高了交流效率，如“信用证——L/C”、“成本保险加运费——CIF”、“边境交货——DAF”等。

（2）礼貌、正式。

商务英语函电是公司与客户之间交流沟通的中介，这就要求其用语正式，讲究礼貌， 否则会影响商务贸易的顺利开展。如“We are in the market for silk blouses and should be pleased if you kindly quote us your keenest prices for the goods listed below.”其措辞就非常礼貌、正式。

（3）简洁、清晰。

在商务领域，时间就是金钱，这就要求商务英语函电的表达应力求语言简洁，同时也

要注意意思表达完整，使人能够迅速明白函电的写作意图。如“Please don’t hesitate to tell us”表达为“Please tell us”；“Due to the fact that”表达为“Because”，这样可以大大提高双方的工作效率。

二、商务英语函电写作教学思路

在课堂教学中，应该从商务英语函电写作的内容和语言特点出发，针对学生在学习过程中可能出现的问题，探索出行之有效的教学思路。实践证明，“导入—范本呈现—词汇输入—特定句型的学习—特定目的的写作格式—文体写作指导—情景写作训练”的教学思路十分有效。其具体实施步骤如下：

1.导入

由于商务英语函电写作的专业性很强，需要学生具备一定的国际贸易实务知识，因此，教师在讲授新知识前，应先帮助学生回忆所学过的“国际贸易实务”等课程，使学生在具有扎实的商务基本知识和专业修养的基础上进行商务英语函电写作学习。如在讲授“询盘”（Inquiry）这课时，可以先利用提问、预热、引入背景知识等导入形式激起学生对原有知识的回忆，然后，教师对这部分知识加以中文实例补充，使学生对询盘的专业知识更加清晰。 Topic：Inquiry Lead-in Question: As a buyer, if you write a letter asking several questions including the price, the package, the quality, the quantity or even shipment of the goods you are interested in for detailed information or for sure, how would you name this kind of letter? Answer：It is an inquiry letter.

2.呈现范本

由于商务英语函电属于正式文体，无论从形式到语言，都具有一定的专业性。这对刚刚接触商务英语函电写作的学生造成极大困难。因此，在课堂教学中，教师应合理选择教材上的范本，在讲解中让学生对其形式和语言加以关注。

3.注意写作用词不同于一般含义

教师在根据特定主题，讲解该商务情境下的英语词汇用法时，应注意商务英语函电写作用词与一般情境下的英语用词相去甚远。如“favor”一词的一般用法为名词“好感、宠爱”，也可作动词，表示“支持、喜欢”,并没有“in your favor”这样的短语；但在付款方式中，“in your favor”具有实实在在的含义，指的是“以你方为受益人”。再如“ship”一词，在

运输条款中，除指“船”外，还可作动词“将货物装上船”或“用船运输货物”，由此可引申出诸如shipping documents（运输单据），shipping advice（装船通知），shipping conference(班轮公会)，partial shipment（分批装运），tranhipment（转船）等用法。像这样的例子不胜枚举，教师在授课中应做重点讲解。

4.学习特定句型

商务英语函电的句型要求较正式化，少有个人感情色彩。因此，教师应帮助学生熟悉特定商务情景下的英文函电写作常用句型，便于其形成规范的函电写作方式和风格。如要求对方修改信用证时，就可采用以下多种句式：

Please amend the credit allowing tranhipment.或Please amend the amount of the L/C to read“2%more or le”.或We request you to have L/C No.12 amended as follows[2].

5.掌握特定目的的写作格式

由于商务英语函电的目的性很强，因此，应向学生讲授从各种商业目的出发的商务英语函电写作格式。如在教学生学习写作还盘信时，应帮助学生从范例中总结出如下的写作格式：

(1)提及已经收到来信，并对来信加以总结性的复述；(2)对对方的报盘加以反驳；(3)提出反驳理由；(4)礼貌地向对方陈述自己还盘的最终条件以及一切必要细节；(5)如有必要，可作出补充和暗示；(6)期待对方真诚和及时地回音。学生只有在真正掌握了还盘信的写作格式后，再加上语言技巧，才能写出一篇在布局和语言上都不失水准的还盘信。

6.指导按不同文体写作

由于商务英语函电写作受到交际内容、交际目的和交际对象这三大因素的影响，因此，要培养学生能够根据这三大因素写出文体恰当的商务英语函电，就应给他们讲解体现不同文体特征的商务英语函电范文，以及分析各种范文的文体与情景语境、社会参变量、功能题材等因素之间的关系，并在他们吸收这些内容后指导他们按不同的文体练习写作[3]。

7.培养情景写作技能

商务英语函电写作要求课堂教学不仅应注重学生一般写作技能的培养，还应提供学习情境，培养学生在不同商务情境下的写作技能。但在商务英语函电写作教学中，很多学生对于要求详细的写作任务能够很好地完成，但在给出一封样信，让其写回信时就常常无话可说，只好乱用书中例句，使信中多处地方逻辑不通。造成这种现象的原因，一方面是学生商务知识匮乏，另一方面是学生未能将自己置身于真实的商务工作环境中，因而无法发挥自己的智慧去用写作的方式解决问题[4]。因此，在课堂教学中进行情景写作训练是非常必要的。通过训练，不仅能巩固课堂所学，还能使学生真正掌握在不同商务情景下的不同写作模

式，查漏补缺，提高写作能力。在课堂教学中可以主要采用以下几种情景写作训练方式：

(1) 词汇反映。

教师给出与特定商务情景有关的重点词汇或词组，并告知写作意图。如给学生提供chamber of commerce，recommend，children’s garments，interested，establish busine relation- ships等词汇要求学生写一篇建立商务关系的信函。学生必须对这些内容作出反映，以这些给定的词汇或词组为线索，组接句子，布局谋篇，构思出一篇主题明确、布局合理、用词得当的商务函电。

(2) 信息反映。

教师给出与特定商务情景有关的某些信息，要求学生根据这些信息猜明写作意图，然后自行谋篇和遣词造句，独立完成商务英语函电写作。如根据下列信息写信：应对方要求，经我方努力，现在货已备妥，可提前装运；但信用证至今未到，请对方向银行落实本月底前到证，以便按商定日期供货；提醒对方，信用证条款必须与合同规定严格相符，以免改证。通过分析上述信息，学生可知这是卖方写给买方催开信用证的书信。在写作过程中，学生应始终站在卖方角度写信给买方，在准确完整地表达上述信息的同时，可适当加入其它必要信息，以使文章连贯通顺。

(3) 主题反映。

教师给出以所授课程内容为依托的所有商务情景主题，并同时给出具体信息和关键词汇，所有呈现内容都随机排列。学生首先选择一个主题，然后根据主题选择相应信息和关键词，再根据所选内容写出一篇标准的商务英语函电。在这一过程中，学生的选词择句、组段谋篇等能力得到了综合训练。综上所述，“商务英语函电”是一门专业性较强、技术难度较大的专业课程，应根据专业的要求和学生的基础，不断观察和总结，寻求更为科学合理的教学方法和手段，以求在教学环节中培养学生扎实的商务英语函电写作基本功，熟悉各种商务情景下的函电写作技巧，准确熟练地完成英语书面交流的任务，使学生能够灵活应对未来的社会需求。

[参考文献]

[1]欧阳斌.商务英语写作特点与教学模式思考[J].教书育人，2006(10):59-60.

[2]徐美荣.外贸英语函电[M].北京:对外经济贸易大学出版社，2004(6):35.

[3]罗健.商务英语写作教学探新[J].外语界，2002(6):45-48.

[4]陈鸿莹，王红.高职商务英语写作教学刍议[J].无锡职业技术学院学报，2006(6):69-70.

推荐第5篇：商务函电写作的7C原则

商务函电写作的7C原则

函电的作用，一是索取信息或传递信息，二是处理商务交流中有关事宜，三是联络与沟通感情。

商务函电的写作应掌握7C原则，即：

完整（complete）

正确（correctne）

清楚（clearne）

简洁（concretene）

具体（concretene）

礼貌（courtesy）

体谅（consideration）

完整：商务函电应完整表达所要表达内容和意思，何人、何时、何地、何事、何种原因、何种方式等。

正确：表达的用词用语及标点符号应正确无误，因为商务函电的内容大多涉及商业交往中双方的权利、义务以及利害关系，如果出错势必会造成不必要的麻烦。

清楚：所有的词句都应能够非常清晰明确地表现真实的意图，避免双重意义的表示或者模棱两可。用最简单普通的词句来直截了当地告诉对方。

简洁：在无损于礼貌的前提下，用尽可能少的文字清楚表达真实的意思。

清楚和简洁经常相辅相成，摒弃函电中的陈词滥调和俗套，可以使交流变得更加容易和方便。而一事一段则会使函电清楚易读和富有吸引力。

具体：内容当然要具体而且明确，尤其是要求对方答复或者对之后的交往产生影响的函电。

礼貌：文字表达的语气上应表现出一个人的职业修养，客气而且得体。最重要的礼貌是及时回复对方，最感人的礼貌是从不怀疑甚至计较对方的坦诚。商务交往中肯定会发生意见分歧，但礼貌和沟通可能化解分歧而不影响双方的良好关系。

体谅：为对方着想，这也是拟定商务函电时一直强调的原则：站在对方立场。在起草商务函电时，始终应该以对方的观点来看问题，根据对方的思维方式来表达自己的意思，只有这样，与对方的沟通才会有成效。

商务函电的种类包括：商洽函、询问函、答复函、请求函、告知函、联系函。从商务函 电的具体使用功能来讲，又可分为：来函处理答复函、订货函、任命函、祝贺函、感谢函、介绍函、邀请函、联络函、致歉函、慰问函、唁函、推销函。

Page 1 of 19 商业英语之商业信函的书写原则（1）completene

实例解说：

"Cellulose Tape 1/2"x 3yds, with plastic dispenser 700 doz./-ditto-but 1/2" x 5 yds, 1,000doz."

这是出口商接到的一份定单中有关商品品名，规格和数量的内容。中文意思是：

"纤维素带（幅）宽半英寸，长３码，带塑料包装容器，７００打；同上，但（幅）宽宽半英寸，长５码，１０００打。

主要问题是后半句不清楚。

"ditto"在这里表示前面提到的商品名称纤维素带，但不能包括"带塑料包装容器"，因此，幅宽半英寸长５码的纤维素带是否有塑料包装容器没有说清楚，不完整。 所以最好改成：

"Cellulose Tape 1/2"x 3yds, with plastic dispenser 700 doz.

Cellulose Tape 1/2" x 5yds，with plastic dispenser 1000 doz."

这样即完正，又清楚明确，不会引起误解。

商务英语之商业信函的书写原则（2）Clearne

（一）．避免使用可能产生不同理解或意义不明确的词汇

〈例一〉

As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services.

(从香港到旧金山有直达船，)

但是bimonthly 究竟是一个月两次即半月一次呢，还是两个月一次？不明确。因此，最好清楚明白地说明"一个月两次"还是"两个月一次"：

（a） We have two direct sailings every month from Hong Kong to San Francisco.

（每月两次直达船）

（b） We have semimonthly direct sailing from Hong Kong to San Francisco.

（每半月一次直达船）

Page 2 of 19

（c） We have a direct sailing from Hong Kong to San Francisco every two month.

（每两个月一次直达船）

（二）注意修饰词的位置，有时修饰词的位置不同，会导致不同的含意如：

a) Please let us know what you wish us to do about this matter as soon as poible;

b) Please let us know as soon as poible what you wish us to do about this matter.

以上两句中的" as soon as poible "修饰的内容不同：

a) 你们要求我们尽快做些什么。 b) 请尽快告诉我们。

所以 a) 可译为"请告你们要我们为此尽快做些什么"；

b) 可译为"请尽快告知，你们要我们为此事做些什么"。

（三） 注意代名词，关系代词和先行词的关系

按照英语习惯，句子中的代名词和关系代词一般是指离得最近的名词，因此要特别注意，以免引起误解或不清楚。

例句：

不好： They informed Mers.John & Smith that they would receive an answer in a few days.

较好： They informed Mers.John & Smith that latter would receive an answer in a few days.

(四)注意前后一致和紧凑，连贯

不一致：Being a certified public accountant, I am sure you can help us.

一致： Being a certified public accountant, you can surely help us.

Or: As you are a certified public accountant, I am sure you can help us.

（五）仔细和恰当地分段落（Paragraphing）

商业书信要写得使人一读就明白，因此必须按照内容仔细和恰当的分段落，一般的分段落原则是一个段落一个意思（A paragraph for each point is a good general rule.）.现举例

Page 3 of 19 说明：

Dear Sirs,

It is reported in a domestic newspaper that the Iranian Central Bank has instructed the commercial banks to suspend their busine of opening a new letter of credit as from the 3rd May for financial reason of foreign currency.Although it is said that this arrangement would be a temporary one and with establishment of new import policy this emergency arrangement would be lifted, we are much concerned about the outcome of this movement toward restriction of import to Iran and shall be obliged if you will kindly keep us well advised of development of this new arrangement especially in connection with import from France.

Yours faithfully,

以上这封信只有一段，供两句。第一句39字，第二句66字。 读后虽然能基本了解其内容，但读起来很不舒服。信的内容大体有三点：

１． 伊朗中央银行因外汇原因，通知个商业银行从五月三日起停止开立信用证； ２． 这临时措施，新的进口政策一订，这个措施可能取消； ３． 希望对方随时告之有关情况。

按照这三点，适当地分分段落，把信重新改写一下，可能读起来比原来的清楚易懂：

Dear Sirs,

It is reported in a vernacular newspaper that the Iranian Central Bank has instructed the commercial banks to suspend their iuing new Letters of Credit as from the 3rd May because of its decreasing foreign currency funds.Furthermore it is said that the suspension seems a temporary one and will be released with establishment if a new import policy.

We are much concerned, however, about the outcome of this movement toward restriction of import to Iran.We, therefore, shall be obliged if you will keep us well informed of development of this new state of affairs, especially in connection with imports from France.

Yours faithfully

Page 4 of 19 商务英语之商业信函的书写原则（3）Correctne

商业书信必须写得正确，因为它涉及到买卖双方的权利，义务，厉害关系，是各种商业单据（如合同）的根据。

广义的说，商业书信的正确性表现在：

（一） 运用正确的语言水平

（二） 叙述得正确

（三） 数字要正确

（四） 正确理解和运用商业术语

（五） 合适的写作技巧或方法，以及正确运用其他的六个"Ｃ"。

一．正确的语言水平

（１） 正式的和非正式的语言水平所用词汇比较：

Formal

Informal

Stop terminate 停止，结束，终止

domicile n.住所，住宅；v.（使）定居 home 本国，产地 deem 认为，相信 think (or: believe) 认为，以为；相信 transpire 发生；发散，泄露 happen 发生，碰巧，偶然

Fire Conflagration n.大火，大火灾，突发

Building edifice

大厦，大建筑物

endeavor

尽力，努力 try 尝试，试图

Get obtain; procure

获得，取得

Read or study peruse 细读

Pay remunerate 酬劳

Use utilize 利用

Next or following subsequent 后来的，并发的

ascertain 确定，深知 find out 找出，发现，查明（真相），认识 到，想出，揭发

Depending on

contingent upon 视……而定

anticipate 预期；预定，预见，可以预料 expect 期待，预期，盼望，指望

Ask interrogate end 审问，询问

（２） 正式的和非正式的语言比较

Formal & Informal 1) Will attain the age of 18 years.

Will be 18 years old 2) Render us more detail.We will institute a mail search.

Send us more information.We will ask the post office to send out a tracer.3) We thank you in anticipation of this courtesy and aure you that it will be a pleasure to serve you in a similar manner.

Page 5 of 19 4) 5) 6) 7) We shall appreciate your helping us.Let us know when we can return the favor.Inform me of your intentions as to the liquidation （清算）of this balance. Let me know when you can settle this account.Give consideration to a plan. Consider a plan This plan will effect a saving of $10,000. This plan will save $10,000.To effect certain modifications in a procedure contingent upon the concurrence of management.

To make certain changes if management agrees.8) The conclusions ascertained from a perusal of the pertinent data (相应的资料) are that a lucrative (有利的) market exists for the product in this vicinity（邻近，附近，接近）. The data studied show that the product is in good demand in this area.

（３） 避免使用不标准的语言水平

不要说

应该说 ain't

isn't, aren't hadn't ought

shouldn’t irregardle

regardle no how

anyway in regard to

regarding can't hardly

can hardly between you and I between you and me where ….at

where

下列是同一内容三种不同语言水平的比较参考：

Formal: Although Item 12 is enumerated （列举）in the repor t, the writer has ascertained（确定，深知）that it is currently not in the organization's inventory （详细目录，存货，财产清册，总量）or in the writer's poeion（财产）.

Informal: Although Item 12 is listed in the report, it's not in our stock now and I don't have it either.

Standard: Irregardle of the report that item ain't on our shelves now, and I haven't got it either.

二． 叙述得正确

商业书信的内容要叙述得正确，既不要说得不够(Understatement)，更不要说得过头(Overstatement)。

Page 6 of 19 [例一] This stove is absolutely the best (or: the very best) on the market.

(这种炉子是市场上绝对最好的炉子。)

这句话是用来介绍商品的， 但没有具体介绍商品的性能， 而是抽象地断定这种炉子是"市场上最好的"。这样介绍商品，不但不能达到推销的目的，反而使人对写信人有"卖狗皮膏药"的感觉。

［改写］

Our model A195 is designed on modern lines and gives, without any increase in fuel consumption, 25% more heat than the older models.So you will agree that it is the outstanding stove for economy of fuel.

(我们的A195型炉子是按近代样式设计的，在不增加燃料消耗的情况下，比其他各种旧式炉子温度高25%。所以，你会同意，这是优良的节约燃料的炉子。)

三． 字要正确

日常工作离不开数字。对商业书信中的数字的正确性要特别加以注意，有时"失之毫厘，谬以千里"。甚至引起不同的理解。

（a）"以上"，"以下"，"以前"，"以后"，"从。。。到。。。"等的表达法

$2 or (and) above(over)

二美元和二美元以上 60 dozen or (and) up (upward, upwards)

60打和60打以上 2% or (and) more

2％和2％以上

an order for 50 gro or upward

50罗或50罗以上的定单 an order for not le than 50 gro

不少于50罗的定单

5% up to 10% inclusive

5％到10％（包括5％和10％） over 5% up to 10% inclusive

5％以上到10％（包括10％）

（b）

from and including today(this date)

从今日起（包括今日） on and from Nov.10;

从11月10日起 on and after Nov.10;

（包括11月10日） as from Nov.10

从毁约之日起

as from the date of the breach

（包括毁约之日） up to $40 inclusive;

到40美元

up to the maximum of $40

（包括40美元）止

up to and including Nov.20

到11月20日止（包括11月20日）

as from the 1st to the 15th of March inclusive; 从3月1日到15日 from the 1st to 15th of March both inclusive

（包括1日和15日）

Page 7 of 19 during the period beginning on

从3月1日起到3月30日止 March 1 and ending on March 30,

这一期间（包括头尾两天。）both dates inclusive.

四． 理解和运用商业术语

一般常用的商业用语用字简洁，意义明确，使用得好，工作进行得顺利，使用得不好，就会引起混乱，误解，甚至产生不必要的纠纷，如：

You ask very short delivery for your order.

写信的人原意是说"你们要求赶快交你们的定货。"可是short delivery不是快点交货的意思，而是"短交"的意思，这就用错了商业术语。因此，应该说：

Your require quick (prompt) delivery of your order.

五． 合适的写作技巧或方法，以及正确运用其他的六个"Ｃ"

(1) 非英语国家的人学英语中普遍的弱点之一是不能正确地拼写（spelling）每一个英文字。拼写正确与否是一个很重要的问题。有时，一不小心，拼写错了，会误大事或出笑话。 你想买靴子，英文应该是BOOTS，要是拼写成BOATS就变成你想买船了。

怎样才能正确地拼写？最好的办法是读得仔细，注意每个字的正确拼法及字母排列。要注意

音节(syllables) 字根(roots) 前缀(prefixes) 后缀(suffixes)

有人就此写了首打油诗做了个"总结" I before E Except after C Or when sounded as A As in neighbor or weigh.

其基本意思是说除了在字母C之后或是发音是[ei ]之外，通常是I在E之前。现举例说明：

(a) ie [发音i:] achieve， grieve， retrieve 重新得到 believe， niece， shield brief， piece， shriek 尖声叫喊，耸人听闻的报道

chief， pier桥头， siege包围，围城，长期努力，不断袭击；包围，围攻 field， pierce刺穿，刺破，穿透突破， thief fiend魔王，魔鬼，撒旦， relieve， wield挥

Page 8 of 19 fierce凶猛的，猛烈的， reprieve缓刑，暂减，（痛苦，烦恼的）暂缓， yield

(b) ei [发音i:] Ceiling,

conceive构思，以为，考虑, deceive欺骗，行骗,

perceive察觉，感知，感到，认识到, receive

(c) ei [发音ei] Feint假装, obeisance敬礼，鞠躬, sleigh雪橇 Freight货物，装货, reign, veil inveigh猛烈抨击，痛骂，谩骂, rein, weigh Neighbor, skein

（一）束

（一）群, weight

例外：

either, fiery, foreign, friend, heifer, height, inveigle, leisure, seize, sovereign, weird.又如以ceed, cede,和sede结尾的动词中，只有三个普通的动词以ceed结尾，即：Exceed, proceed 和succeed结尾的，如： acced, concede, intercede调解, precede, recede.

名词的复数形式也得注意，否则也要出错。不过如何把名词的单数变成复数还是有规律的。

（a） 绝大部分的名词从单数变为复数时，只要在词尾加个"s"就行了。如： hat, hats; acrobat, acrobats; banana, bananas.（b） 单数名词的字尾是s, ch, x或z的复数，通常是加es, 如：ma, maes; patch, patches; tax, taxes; buzz, buzzes.（c） 以y结尾的y前是辅音字母的单数名词变复数时，把y去掉改为I再加es，如：city, cities； community, communities.（d） 以y结尾的y前是元音字母的单数名词变复数时， 只要在字尾加s, 如：money, moneys.（e） 以o结尾的而o前是元音字母的单数名词，在字尾加s就变为复数， 如：radio, radios.（f） 以o结尾的而o前是辅音字母的单数名词变成复数时，应加es, 如：

buffaloes, calicoes（印花布，白棉布）, cargoes, dominoes（多米诺骨牌）, echoes, embargoes, heroes, jingoes, mosquitoes, mottoes (mottos), mulattoes, potatoes, tomatoes, tornadoes, torpedoes, volcanoes.但有例外如：

banjos, bolos, cantos, contraltos, dynamos, gigolos, octaves, pianos, quartos, silos, solos, sopranos, zeros.（g）绝大多数以f结尾的名词，从单数变为复数时，把f换成v再加上es，如：half, halves, scarf, scarves(or : scarfs) ; self, selves ; sheaf, sheaves ; thief, thieves ; wolf, wolves.但有例外如：

beliefs, chiefs, dwarfs, griefs, handkerchiefs, hoofs, mischiefs, roofs, staffs （h） 专有名词一般在字尾加s ，构成复数，但以ch, s, x或z结尾的专有名词，则要加

Page 9 of 19 es如：

the Kellys, the six Marys, the Finleys, the Harrises, the Foxes, the Heinzes.( i ) 字母，数字， 记号或其他作这种用途的字的复数形式是在字尾加"s"， 如：three m's; two 2's; if's and and's.( j ) 某些外来字还保留其原来的复数形式： agendum------agenda

focus----------foci alumna-------alumnae

locus----------loci alumnus------alumni

hypothesis-----hypotheses analysis-----analyses

larva----------larvae axis---------axes

parenthesis----parenteses bacterium----bacteria

phenomenon-----phenomena basis--------bases

radius---------radii chais------chais

stratum--------strata crisis-------crises

tableau--------tableaux datum--------data

thesis---------theses

复合名词的复数通常是其中的主要字用复数形式，如：

Fathers-in-law; hangers-on; paers-by; by-standers; solicitors general; attorneys general (or: attorney generals); major generals; Knights Templar.

但也有都用复数形式的，如：

Manservant, menservants; woman-servant, women-servants

以上例子说明， 英语的拼写是有一定规律的，只是多加注意，便可以逐渐掌握其规律。但是，任何规律都有其相对的例外，这就需要特别下工夫。

有人把这些不规则的内容编了一首打油诗，现转录下来，供参考。

We'll begin with a box and the plural is boxes, But the plural of ox should be oxen not oxes.Then one fowl is a goose but two are called geese, Yet the plural of mouse should never be meese.You may find a lone mouse or a whole set of mice, But the plural of house is houses not hice, If the plural of man is always called men, Shouldn't the plural o a pan be called pen? If I speak of a foot and you show me your feet, And I give you a boot would a pare be called beet? If one is a tooth and whole set are teeth, Why should not the plural of booth be called beeth? Then one may be that and three would be those, Yet hat in that plural wouldn't be hose.And the plural of cat is cats and not cose.We speak of a brother and also of brethren,

Page 10 of 19 But though we say Mother we never say Methren, Then the masculine pronouns are he, his, and him, But imagine the feminine, she, shis, and shim.So English I fancy, you all will agree, Is the funniest language you ever did see.

(２) 正确使用大写（Capital Letter）

一般在每一句，每一个直接引语，每一行诗的第一个字要大写，人的称呼或头衔，书名等要大写，专有名词要大写，月名，星期几要大写，代词Ｉ要大写。这是使用英语必须具备的起码的知识。因此，大写使用的正确与否，也是英语水平问题。

除了上述一般大写规律以外，在商业书信英语中的大写，还有其本身的特点，现说明于下：

（Ａ）North, South, East, West

这四个字作为一般方向用时小写， 但是当它们作为一个地理概念表示北方地区，南方地区，东方地区，西方地区，或专有的地名联用时，就必须大写。

［例］Cotton is the principal crop in the South; it is also grown extensively in the Southwest and in the Southern California

(棉花是南部各州的重要作物，西南各州和加利福尼亚南部也广泛种植。)

（Ｂ）商品名称

从语法上讲，一般的商品名称（非专有名词）没有必要大写。在商业书信中为了强调（）或要促使对方注意，商品名称常常大写。

［例］We have seen your advertisement in the "Textile World" and should be glad if you would send us patterns of Ladies' Woolens with your best terms.

(我们看到你们在"织物界"杂志上的广告，请寄妇女用毛织物样本并告最优惠的价格条件。)

（Ｃ）文件名称

［例］we have quoted our best terms on the enclosed Price List.

（我们已随函寄送价目表报最优惠价格条件。）

( D ) 公司，团体，城市名称省略时大写

［例］The Company will pay you $100 annuity.

该公司将付给你年金100美圆。

（Ｅ）职务名称

［例］There is enclosed a letter from Mr.H.A.Anderson, President, National City Bank of New York.

Page 11 of 19

(同函附上花旗银行行长安得逊先生所写书信一封。)

（Ｆ）船名

［例］ We have shipped the goods by the m.v."London Maru" of OSK.（货已由大阪轮船公司的"伦敦丸"轮装运。

商业信函的书写原则（4）Concisene

"简洁"是有客观标准的。虽然西方国家的作者之间在怎样用词才算"简洁"方面还是有争论的，不过他们的一些看法还是有一定参考价值的。

现在把他们所做的某些词句的"不简洁"的比较列在下面做参考：

不简洁

简洁

enclosed herewith enclosed

enclosed you will find enclosed is please don't hesitate to call upon us

please write us please feel free to write prior to

please write before this is to advise you (five wasted words) under separate cover

separately a long period of time

a long time continuous and uninterrupted

continuous (or uninterrupted) during the year of 1971

during 1971 endorse on the back of this check

endorse this check for a price of $300

for $300 grateful and appreciative

grateful(or: appreciative) immediately and at once

immediately (or: at once) in(for) the moment of $400

For $400 in the city of Chicago

in Chicago according to our records

we find at this time

now due to the fact that

because during the time that

while for the purpose of

for, to for the reason that

since(or; because)

下面是某些作者认为"应该用"和"不应该用"的：

不应该用

应该用

Averting to your favor

Referring to your letter

Page 12 of 19 The writer wishes to acknowledge

Thank you for your letter We are in receipt of

We have received We beg to acknowledge

We have to acknowledge We beg to inform you

We are writing to inform you We beg to thank you

We thank you Your letter to hand

We have received your letter

怎样才能使商业书信"简洁"？ 西方国家作者有很多建议，先介绍如下：

（一） 避免使用陈旧的商业术语

陈旧的与传统的商业术语（Commercial jargon）对信的内容没有什么作用，应该避免使用。

例一：

Wordy: We wish to acknowledge receipt of your letter of November 14 with the check for Stg.10 enclosed and wish to thank you for same.

Concise: We appreciate your letter of November 14 and the check for Stg.10 you sent with it.

例二：

Wordy: We take liberty to approach you with the request that you would be kind enough to introduce to us some exporters of cotton textiles in your cities.Would you please introduce to us some exporters of cotton textiles in your city?

Concise: (a) Please introduce to us some exporters of cotton textiles in your city.(b)Would you please introduce to us some exporters of cotton textiles in your city?

（注：此类简洁的表达方式很多。）

（二） 要长话短说，避免罗嗦

通常商业人士每天需要阅读大量的书信，对开门见山，长话短说，直接切题的信特别欢迎。因此，

写信要力求长话短说，例如：

不要写：Please see that an enquiry is conducted to determine the reason.

应写作：Please find out the reason.

Page 13 of 19 不要写：We expre our regret at being unable to fulfill your order on this occasion. 应写作：We are sorry we cannot meet your present order.

要使用简洁的语言，有可能的话， 尽量使用单词来代替某些娇柔做作的短语如：

Will you be good enough to-----------------------------Please Come to a decision---------decide Expre a preference for--prefer For the reason that---------because

删去不必要的形容词，如下列句子中的形容词或副词删去后并不影响句子的原意：

The proposal is under (active) consideration.The answer is (definitely) correct.I would (rather) think the fare is too high.The (true) facts are as stated

（三） 要注意每句句子的长短

例如：

"We would like to know whether you would allow us to extend the time of shipment for twenty days, and if you would be so kind as to allow us to do so, kindly give us your reply by cable without delay."

这句话过分"客气"，使句子过长而不清楚。内容要求对方同意延期交货20天，一般情况下，应尽可能提出延期到那一天的具体日期。这句话可压缩为：

"Please reply by telegram immediately if you will allow us to delay the shipment until April 21."(如同意我们把交货延期到四月二十一日，请电复。)

有的作者为了使人们记住避免使用陈旧的商业术语，专门选择了一些他认为陈旧的商业术语搞成一首诗：

We beg to advice and wish to state That yours has arrived of recent date.We have it before us, its contents noted; Herewith enclosed are the prices we quoted.Attached please find, as per your request, The data you wanted; and not let us suggest Your order be sent, and not held unduly, We beg to remain, yours most truly.

Page 14 of 19

商业信函的书写原则（5）Courtesy

COURTESY译成"礼貌"。但是根据西方国家函电书籍作者普遍的看法，所谓COURTESY是"客气而又体谅人"的意思。有的作者还把 COURTESY和POLITENESS这两个同义词做了比较，认为：POLITENESS的客气只是表现在文章的语句上，而COURTESY则表现在对对方的"体谅"，例如：

[POLITE]

a) We have received with many thanks your letter of Oct.7, and we take the pleasure of sending you latest catalog.We wish to draw your attention to a special offer, which we have made in it.

[COURTESY] b) You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of Oct.7.

不要写

建议写

You ought to ……

Perhaps you could……

Your letter is not clear at all; I can't understand it.

If I understand your letter correctly...Obviously, if you'd read your policy carefully, You'd be able to answer these questions yourself.

Sometimes policy wording is a little hard to understand.I'm glad to clear up these questions for you.

怎样通过各种语言形式来表达COURTESY呢？ 这样的形式很多，现在提供一些常见的供参考：

（一） 把命令变成请求的常用形式：

Please, Will you…...Will you please…...如：

a) Will you give us more detailed information on your requirement? b) Will you please (kindly) let us hear from you on these two points?

（二） 虚拟式（Past Subjunctive From）如：

a) Would you compare our sample with the goods of other firms? b) We would ask you to ship the goods by the first available veel.c) We wish you would let us have your reply soon.d) This would seem to confirm our opinion.e) We should be grateful if you would help us with your suggestion.f) We think if advisable that you should accept this offer at this price.g) We should (would) like you to let us know the exact amount.h) Perhaps you might like to have a look at the actual goods.

Page 15 of 19 i) We might be of some service to you in a similar case.

以上的b, f, g, 也可用 will, shall, may, 但是用Past Subjunctive Form则表示更客气和婉转些。

（三） 缓和用法（Mitigation）

为了缓和过分强调或刺激对方，常用: We are afraid, we would say, we may(or, might) say, we(would) think, it seems(or would seem) to us, we(would) suggest, as you are (or: may be) aware, as we need hardly point out等等表达法来缓和语气，如：

a) It was unwise of you to have done that.

We would say that it was unwise of you to have done that.b) You ought to have done it.

It seems to us that you ought to have done it.c) We cannot comply with your request.

We are afraid we cannot comply with your request.d) Our products are the very best on the market.

We might say that our products are the very best on the market.e) You must keep the matter to yourselves.

You must, we would add, keep the matter to yourselves.f) You must cut off your order in half

We would suggest that you cut your order in half.g) We have not yet had your reply.

It appears that we have not yet had your reply.

（四） 运用被动语气

有时，运用被动语气，比主动语气客气，如：

a) You made a very carele mistake.

A very carele mistake was made b) You did not enclose the check with your order.

The check was not enclosed with your order.c) For the past two years, you did not give us any order.

For the past two years, no order has been given us.Or:

For the past two years, no busine has been materialized between us.

（五） 避免（或力争避免）使用语气强烈或容易引起不快的词汇

a) We demand immediate payment from you

demand的意思是ask for(sth) as if ordering, or as if one has a right to, 即带有命令意味的

Page 16 of 19 要求。非不得已，应尽可能避免使用demand而改用request 如：

We request your immediate payment.

b) We are disgusted with your manner of doing busine.

disguste 意味hate而且有strong feeling of dislike or distasted, 既"厌恶"的意思，因此，还是婉转或含蓄一些为宜，如：

We are not completely satisfied with your manner of doing busine.

c) We must refuse your offer.

Must……带有威胁性的意味（minatory tone），不如改为：

We regret that we are unable to accept your offer.Or: We regret that we are not in a position to accept your offer.

d) We want you to aist us

带有傲慢或长者的口吻（superior tone），不如改为：

Your aistance would be appreciated.

（六） 使用高兴，遗憾，感谢等词汇及表达法

(1) We have pleasure of -ing…….We have pleasure in -ing…….It is with pleasure that we do so It gives us (great, much) pleasure to do so We are pleased for us to do so It's a pleasure for us to do so.We are glad (or: delighted) that you do so We shall gladly do so We shall feel happy if you will do so We are happy to do so

(2) 表示感谢的表达法有：

We are (very, most) appreciative of your doing so We are gratified to learn that you do so We shall be (or: feel) obliged by your doing so We shall be obliged if you will do so You will oblige us by doing so

Page 17 of 19 We shall be grateful to you if you will do so We shall appreciate your doing so We shall appreciate it if you will do so We shall thank you to do so It will be appreciated if…….We are thankful that you do so

(3) 表示遗憾的表达法有：

It is a matter for regret that we cannot do so It is with regret that we must do so We expre our regret at -ing…..To our regret we cannot do so It is regrettable that we must do so We regret that we cannot do so We regret to do so It is to be regretted that you do so We are regretful that we must do so It is a pity that you cannot do so We are sorry we cannot do so We are sorry to do so

注：以上的表达法只是常用的一部分。

写信要做到COURTESY，但要注意

（１） 不要使用已经过时的毫无意义的老套子，如：

our esteemed clients; your esteemed letter; your respectable house; your good self(or good selves); your valued order; your esteemed reply等等

（２） 要分清"礼貌"与"卑恭"的界限，如：

(a) We are extremely and sincerely sorry for the error and ask that you accept our humble and sincere apology for the undue inconvenience suffered by you.b) We beg to acknowledge receipt of your letter dated 11th December.b) We beg to enclose herewith our invoice.

这三例不是"礼貌"，而是"卑恭"。写商业书信既不要盛气凌人，也没有必要低三下四，更应该注意在商业信中把we beg一类的表达法完全去掉。

Page 18 of 19 以上三例可考虑改为：

a) We are concerned about the inconvenience you have suffered, and apologize sincerely.b) We have received your letter on Dec.11.c) We enclose (herewith) our Invoice. Or: We are pleased to enclose our Invoice.

商业信函的书写原则（6）Consideration

CONSIDERATION(体谅)，就是顾及他人的要求，愿望，感情等等。现在西方国家的商人强调"多为顾客着想"。

不少西方国家的作者，非常重视写信的态度问题， 他们认为"体谅"就是采取收信人的态度" （YOUR ATTITUDE），就是写信时要"目中有人"，要把收信人放在心上，考虑他的愿望， 问题，背景，感情和对此信所可能做出的反应等等，然后从"他"的观点出发来处理事情。

有人还这样说："要记住b-u-s-i-n-e-s-s(业务，买卖)这个字里有U和I，但U（与YOU同音） 在I之前。这是你要记住的次序。"

"Remember that the word b-u-s-i-n-e-s-s contains both U and I, but the U comes before the I.This is a good sequence for you to remember

与"收信人的态度"（We attitude）相反的是"写信人的态度"（you attitude），也就是一切 事情都是从写信人或是他所代表的单位的立场出发看问题和处理问题。现举例比较如下：

"We attitude"

"You attitude" We allow 2 percent discount for cash payment

You earn 2 percent discount when you pay cash （如付现款，我们给九八折。）

(您付现款时，可打九八折。）

We are pleased to announce that …………

You will be pleased to know that…………

（我们高兴地宣布。。。）

（你们将愉快地得知。。。） We want you to do it.

You will no doubt do it （我们要你们这样做。）

（毫无疑问，你们将这样做。）

We follow this policy, because …….

You will benefit from this policy, because…..

（我们遵循这个政策，因为。。。）

（你们将从这个政策中得益，因为。。。） We sold 4,000 doz.Handkerchiefs of this description last month. （上个月我们卖出4000打这种规格的手绢。）

You and other importers like you bought 4,000 doz.Handkerchiefs of this description last month.（上个月你们和其他同行进口商买进了4000打这种规格的手绢。）

Page 19 of 19

推荐第6篇：分析商务英语函电写作的重要性

摘要: 写留学生论文商务英语信函作为商务活动中相互交流的一种重要方式在国际商务交际中起着重要的作用。本文基于语用学礼貌原则理论的研究,介绍了礼貌原则的六大准则,从遣词造句的角度分析了这些准则与商务英语函电写作的融合以及在写作中的应用。

一、引言

目前,中国与世界各国的经济贸易往来日益频繁,商务英语是国际商务活动中通用的一种专门用途语言,是对外经济活动中的重要工具,商务英语函电则成为各国之间相互沟通、开展业务、达成交易、建立友好合作关系等商务活动的重要媒介。礼貌是语言活动的一条重要准绳,是建立良好的人际关系的前提,礼貌也是商务英语函电的重要特点,在语用学礼貌原则指导下的英文信函可以最大程度的表达诚意和尊敬,实现有效沟通,促进商务活动的顺利开展,从而促成商务合作和贸易的最终达成。

二、礼貌原则概述礼貌本身是日常生活行为中具有道德和伦理意义的一项行为准则,包括人们为维护和谐的人际关系所做出的种种努力。礼貌这一概念一旦进入到语用研究领域,就有其独特的理论内涵。从语用学的角度分析,礼貌原则是在合作原则的基础上产生的。美国语言哲学家H.P.Grice认为在言语交际中,双方为了达到特定的目的,都要共同遵守相互合作的基本原则,相互配合,相互理解,即会话合作原则(Cooperative Principle,简称CP),这是语用学研究领域的一个重大突破。格赖斯把合作原则分为四条准则,即数量准则、质量准则、关联准则和方式准则。遵守了这些准则,交流者就能以最直接的方式和最合适的语言进行交际,达到最佳交际效果。但是,这四条准则虽然 是约定俗成的规约,但人们在言语交际中有时会故意违反某一准则,含蓄、间接地表达思想,产生会话含义,目的是出于礼貌的考虑。为此Brown和Levinson提出了礼貌策略,他们认为礼貌就是“典型人”为满足面子需求所采取的各种理性行为,即通过某种语言策略达到给交际各方都留点面子的目的。言语交际中礼貌策略只是一种手段,使用礼貌策略这一手段的真正目的是为了更好地达到交际目的,满足人们的面子需求。英国语言学家G.Leech在此基础上又提出了言语交际的礼貌原则(Politene Principle),作为对合作原则的补充和完善,用来说明合作原则无法解释的交际现象。Leech认为在所有的语言交际中,说话人和听话人之间应尽量地表示礼貌和尽量减少不礼貌的表达方式。他的礼貌原则包括六条礼貌准则:(1)策略准则(tactmaxim):使他人受损最少,使他人受惠最大;(2)宽容准则(generosity maxim):使自身受惠最少,使自身受损最大;(3)赞誉准则(approbation maxim):尽力缩小对他人的贬损,尽力夸大对他人的赞扬;(4)谦虚准则(modestymaxim):尽力缩小对自身的赞扬,尽力夸大对自己的贬损;(5)赞同准则(agreementmaxim):尽力缩小自身和他人之间的分歧,尽力夸大自身与他人之间的一致;(6)同情准则(sympathymaxim):尽力缩小自身对他人的厌恶,尽力夸大自身对他人的同情。在利奇提出的六条准则中,策略准则和宽容准则,赞誉准则和谦虚准则是分别成对的,如果一句话遵循了其中之一,那么它必然也遵循另一条准则。语用学中的礼貌原则并非只在口语交际中适用,同样也适用于书面交流。礼貌原则是贯穿商务语言交际活动的基本语用准则,是商务活动的必然要求。因此,在贸易交往中,我们要注意运用语用学的礼貌原则来指导各类商务信函的写作。

三、商务英语函电中的语用礼貌色彩1.商务英语函电用语上的语用礼貌色彩商务英语函电产生并服务于国际商务活动,贸易双方通过往来函电进行贸易磋商,建立和维系良好的合作伙伴关系,促进公司业务的开展,加深真挚和谐的友情,最终达成交易。因此,英文函电在遣词造句、行文方法、表达风格、意义和内涵方面都具有商业韵味,讲究语言策略,注重语言的得体性,运用富有感情的、礼貌的用语来表达最诚挚的态度,运用温和委婉的语气来表达最真诚的合作意愿,避免向对方直接命令。其行文通常严格遵守“7C”的写作原则,即礼貌(courtesy)、体谅(consideration)、完整(completene)、清楚(clarity)、简洁(concisene)、具体(concretene)、正确(correctne)。其中礼貌这一写作原则可谓诸原则中最重要的。2.商务英语函电内容上的语用礼貌色彩英文商务函电写作是涉外商务经营活动的重要组成部分,它主要包括商务书信、便函、商务电传、商务传真、商务电子邮件等。通过往来函电,贸易双方进行磋商交流,促进贸易各个环节的顺利进行,包括建立贸易关系,询盘、报盘和还盘,推销产品,订购货物,通知装船,货物投保,支付方式,投诉和索赔,请求代理等等,它的内容反映贸易双方在互惠互利的基础上进行平等合作的商务活动,建立或巩固良好的商务关系,因此,具有很强的实践性,必须遵循礼貌策略。商务函电应围绕既定商务目的,针对特定的内容、项目、场合而拟定,其内容应是贸易双方所共同关心和接受的,能反映一定合作意愿的。可以想象,一封缺乏礼貌的书信,即使再完整无缺,清楚明白,言简意赅,具体生动,正确无误,考虑周到,也不可能达到预期的效果,只会让收信人反感厌恶,结果适得其反。由此可见,礼貌原则在商务函电写作中至关重要。

四、礼貌原则与商务英语函电写作的交融和契合商务英语函电属于比较拘谨正式的公文体,有其特殊的写作风格,专业词汇和术语,有本专业特有的惯用格式和表达方式,它的用词和句法特点与英语语用学礼貌原则的六个准则的要求是完全一致的,下面从商务英语函电的措辞造句方面谈谈礼貌原则在商务函电中的体现。

1.策略准则和宽容准则

策略准则是礼貌原则中最根本的一条准则,“策略”是礼貌的根本,礼貌地使用语言就意味着策略地使用语言。在商务交际活动中,人们不可避免地会对贸易环节提出自己的要求和建议,希望对方能够欣然接受。从礼貌原则的策略准则和慷慨准则来看,向对方提出要求实际上有可能使对方蒙受损失,所以要特别讲究语言的措辞,选择适当的句式来表达我方的要求,否则很可能会遭到拒绝。

1.1 使用疑问句形式,把命令变成请求,使语气 更为婉转与客气。例如:(1)W ill you please send us your catalogue togetherwithyour detailed offer?(2)W ill you be good enough to let us have your reply aoon as poible? 1.2 使用虚拟条件句提出建议,请求,具有更多的商量协调的余地,符合商务英语的文体特色。例如:(3)Itwould bemosthelpful ifyou could quote us the low-estprice, C.I.F.Lagos.(4)Wewould be very appreciated if you could accept theterms of payment. 1.3 在商务英语写作中适当使用情态动词,如“should, would, could, might”等,可以使句子的语气更加委婉含蓄,避免了唐突和生硬。例如:(5)We think it advisable thatyou should accept this offerat this price.(6)Wewould like to knowwhetheryou are able to supplyfrom stock the following products.1.4 使用被动语态的句型,弱化要求,进行间接表达。例如:(7)Particular care should be taken about the quality andthe packing of the goods to be delivered in the first order.(8)Its\' stipulated in the contract that shipment should bemade in three equal lots from April to June. 2.谦虚准则和赞誉准则 谦虚准则要求尽量多赞扬对方,减少对对方的贬损。在其原则指导下,商务写作中通常采取礼貌的策略技巧,突出对方的本位,体现尊他性。即将自己置于对方的立场上,充分考虑对方的利益、需求、愿望,了解对方的处境,真正做到尊重、体谅、赞誉对方,避免居高自傲。因此,在商务英语信函中尽量使用第二人称代词(you, your)而少用第一人称(I, we, my, our)比较下列一组句子:(9) We allow a 5% discount for cash payment.(10)You earn a 5% discountwhen you pay cash.第二句采用了以对方为主的态度显然比第一句以我方为主的态度更有礼貌,更为恰当。 赞誉准则是一种满足听话人积极面子需求的积极策略,它是利用赞美语、恭维话引起对方的注意和兴趣的表达方式。在商务英语信函中,恰当的赞誉之词和肯定句法会赢得对方的好感和信任,增加贸易达成的机率。所以,我们常常在商务英语写作中用“thankful, pleased, glad, appreci-ated, grateful”等有积极的感情意义的词或用“unfortunate-ly, scarcely, hardly, really”等副词来弱化否定语气。例如:(11)We find both quality and prices are satisfactory andare pleased to place an orderwith you according to the follow-ing terms and conditions.(12)Unfortunately this is our rock-bottom price, we cant\' make any further reduction.3.赞同准则

赞同准则要求尽量减少双方的分歧,尽量增加双方的一致。在商务交往中,双方难免会有分歧,如拒绝对方的报价,退回对方的订单,提出索赔等等,这些情况都是不可避免的,也就是要向对方传递负面的信息,由于这类信息通常会涉及到指责对方,产生了冒犯对方的可能性,因此在写作中要注意措辞,不要正面直接拒绝,要选择缓和型模糊限制词或较为圆滑委婉的表达方式,婉言拒绝。如运用“Im\'afraid, I believe, I think, I gue”等引导性词组,或者使用“seem, look, appear, probably, generally (speaking), as youprobably know等模糊限制词,使语气委婉含蓄,更容 易使对方接受。例如:(13)I’m afraid we can t\' accept \"Cash againstDocumenton arrival of goods atdestination.(14)It seems to me that I could not agree with you forsuch a big discount.In thisway, itwont\' leave us anything.也可以使用有隐含意义的句型表示拒绝,尽量多的使用正面表达(positive),避免反面的、否定的(negative)表达,试图与对方拉近心理距离,避免引起对方的不悦情绪,伤害对方的面子。试比较下列一组句子:(15)We don’t refund if the returned item is soiled andunsalable.(16)We gladly refund when the returned item is cleanand resalable.使用否定词“not”的第一句使人感到不快或灰心丧气,而第二句把否定的,消极的信息用积极正面的方式和肯定合作的语气表达出来,更容易让对方感到愉悦,传递出善意、友好和真诚的态度。 4.同情准则

同情准则要求站在对方的角度考虑,替对方着想,理解对方所处的困境。当对方发生不幸或遭受损失时,向对方表达遗憾或同情之意,并且给以美好的祝福,这种表示深切慰问的信函能让人感激,更彰显礼貌和诚意。我们在商务英语写作中常常用“It is a pity that„,We are regretful/distreed„, We are sorry„”等句型来表达对对方的同情与支持。(17)We acknowledge receipt of your letter dated the 2ndthismonth.We are regretful for your great loes.(18) It’s a pity that your order arrived in poor conditionand thewhole content of300 caseswere seriously damaged.

五、结束语

商务英语函电不仅是实现沟通的媒介,而且是建立友谊、吸引客户的手段,函电中灵活运用礼貌原则是商务活动顺利开展的内在要求和取得商务交际成功的关键,是建立和睦合作关系的基础。将礼貌原则理论导入商务英语写作研究中,规范商务信函语言的使用,具有特 别重要的意义,一封彬彬有礼、措辞得体的商务信函能使我方在对方的心目中树立起一种正直、热情、有良好文化修养和职业道德的形象,从而乐意与我方合作,带来无限的商机。反之,一封礼貌欠佳、用语不当的信函会给公司带来负面的评价, 写留学生论文毁坏公司的良好形象,使公司丧失生意。因为人人都有面子,若在信函中不给对方面子,本来可以成交的买卖也会失去;反之,如能重视对方的观点,尊重对方的权利、愿望和需要,迎合对方的心理,使对方产生令人愉快的感觉,就能促成和扩大对外贸易。 参考文献: [1] Leech, G.N.Principles ofPragmatics [M].London: LongmanGroup Limited, 1983.[2] Andrew Littlejohn.The Writing Course of Busine English[M].London: CambridgeUniversity Pre, 2000.[3] Stephen C.Levinson.Pragmatics [M].London: Cambridge University Pre, 1995.[4] 何自然.语用学与英语学习[M].上海:上海外语教育出版社, 1989.[5] [6] [7] [8] 何兆熊.新编语用学概要[M].上海:上海外语教育出版社,2000.伍铁平.模糊语言学[M].上海:上海外语教育出版社, 1999.戚云方.外经贸英语函电与谈判[M].杭州:浙江大学出版社, 2002.范红.英文商务写作教程[M].北京:清华大学出版社, 2000.

推荐第7篇：函电

报价函电范文

TO :

ATTN :

SUBJECT:

DATE :

Dear 对方联系人名称,

Thank for your inquiry by fax of ________.We are pleased to quote you our best price with our terms as follows:

Q U O T A T I O N

PAYMENT : BY T/T OR IRREVOCABLE AND CONFIRMED L/C AT SIGHT IN OUR FAVOR.

TERMS : FOB TAIWAN.

DELIVERY: WITHIN______ DAYS AFTER THE RECEIPT OF YOUR ORDER.

VALIDITY: DAYS FROM THE DATE HEREOF.

产品（1）图片

ITEM N.O:ITEM DESCRIPTION:INDIVIDUAL PACKING:CASE PACK: ___PCS/___PCS , N.W.___ ,G.W.___；

MEAS: ___cm （L） X ___cm（W） X ___cm（H） FOB PORT PRICE:REMARK:

产品（2）图片

ITEM N.O:ITEM DESCRIPTION:INDIVIDUAL PACKING:CASE PACK: ___PCS/___PCS , N.W.___ ,G.W.___ ,

MEAS: ___cm （L） X ___cm（W） X ___cm（H） FOB PORT PRICE:REMARK:

Price can be negotiated according to different quantity.

THANKS & BEST REGARDS.公司名称 CO., LTD.

推荐第8篇：函电

发盘 Dear SirsWe are pleased to inform you that we are a newly established import and export corporation in Beijing, China, mainly selling various kinds of light industrial products for daily use.We have our own manufacturer,which produce fine quality detergent named as\"Great Wall\".They sell very well in China.We shall appreciate it if you will kindly introduce us to some reliable companies or proper organizations,with which we could establish a busine relationship for the sale of our products in your country.It would be further appreciate if you would kindly send us your Direcotory of Importers so that we might be able to get in touch with the parties concerned.We would also be greatly obliged if you would include our wishes in your next Bulletin or publication.For your full informatoin,we are enclosing a list showing our export items.Thank you in anticipation for your favorable cooperation and aistance to the above.Yours faithfullyManager讨价还价 Dear Sirs Children’s automaticumbrellas of June 20 offering us 6,000 dozen ofcaptioned goods at USD 35.00 per doz CFR Vancouver on usual terms.In reply, we very much regret to state that our end-users here find your price toohigh and out of line with the prevailing marke.There is some information indicating that the price of your products is 15% higher than of the South Korean origin.We know clearly that the quality of Chinese products is slightly better than others but the difference in price should not be so big.Such being the case, it is impoible for us to persuade our end-users to accept your price,as goods of similar quality are easily obtained at a much lower figure To step up the trade, on behalf of our end-users, we counteroffer as follows subject to your confirmation reaching us before the end of this month, at USD 30.00 per doz CFRC2% Vancouver, other terms as per your letter of June 20.It is in view of our long-standing busine relationship that we make you such a counter-offer As the market is declining, we hope you will consider our counter-offer most favorably and fax us your acceptance at the earliest convenience.Yours faithfullyManager改证 Dear Sirs, We have received your Letter of Credit No.DC 12003678 with thanks, but we regret to say that there are some discrepancies between your L/C and Sales Contract No.AA1894.They are as follows: Your L/C No.DC12003678 1) Tranhipment not allowed 2) Equal partial shipment in June and in July 3) No more or le clauseThe S/C No.AAl894: 1) Tranhipment allowed 2) Shipment not later than Aug.31 3) 5% more or le allowedIn order to effect shipment smoothly, please make neceary amendment to your L/C with the least poible delay.Yours faithfullyManager催证 Dear Sirs, Re:Your L/C Establishment Under S/C No.2235 time,and moreover according to the provisions in the S/C, shipment is be made on

June 27,2...We sent a fax ten days ago, asking you to expedite the establishment of the relevant L/C.It was anticipated that the L/C would have reached us by now.However, much to our disappointment, we have not been given a reply, nor have we received your L/C up to the time of writing.As the time of shipment is drawing near, we can\'t but point out that unle your L/C comes into poeions before June 20, 2..,we shall not be able to effect shipment with the stipulated time limit and in the meantime we shall hold you responsible for any lo that we may sustain therefrom.Last but not least, we wish to stre the point that care should be taken not to incorporate in your L/C any clause that is at variance with the terms set forth in the S/C.We are awaiting your information by fax about the relative L/C position.Yours faithfullyManager

推荐第9篇：函电

Unit2 建立业务关系(establishing busine relations) Having obtained your name and addre from the Internet ,we are writing to you in the hope of establishing busine relations between us .we have been importers of arts and crafts for many years .at present ,we are interested in various kinds of Chinese arts and crafts and would appreciate your catalogue and pricelists.we are looking forward to receiving your early reply.

Unit4询盘和回复(enquiries and replies)

We have seen your advertisement in “the financial times”.We are considering the purchase of table- cloth.Please send us your catalogue, price list and your best delivery date.We may be able to place a large order if your prices are competitive and deliveries prompt.We are looking forward to receiving your early reply.

Unit5 发盘(quotation and acceptance)

We are pleased to receive your inquiry dated May 25,2005 and as requested, we are sending you under separate cover, a copy of our catalogue, latest price list, together with our sample books.Details of our condition of sale and terms of payment are stated therein.Our cotton tablecloths are enjoying fast sales in the United States and Europe because they are both excellent in quality and reasonable in price.We are looking forward to your order.

Unit6还盘和接受(counte-offer and acceptance) Thank you very much for your offer of May 4 our laser printer.We regret to inform you that our client find your price on the high side and hesitate to place orders.Although we enjoy the design and style of your laser printer and the way you have handled our inquiry, we are not in the position to accept your offer at the price quoted, since the competitors are quoting a lower price.If your prices were reduced by 10%, we would place a substantial order with you.We are looking forward to your favorable reply.

Unit9信用证L/C

Dear sirs,

Thank you for your letter of 12th july sending us pattern of cotton prints.We find both quality and prices satisfactory and are please to give you an order for the following items on the understanding that they will be supplied from current stock at the prices named:

Qualitypattern No.prices(net) 300yards7233p per yard 450yards8238p per yard 300yards8444p per yardCIF Lagos

We expect to find a good market for these cottons and hope to place further and larger orders with you in the near future.

Please send us your confirmation of sales in duplicate.

Dear sirs,

Thank you for your L/C NO.7664.

But when we checked its clauses we found with regret that your L/C calls for the bill of lading, which we are of course unable to obtain, for it is agreed in the contract that the goods will be dispatched by air.

Further more, your L/C also requires Manufacturer’s Certificate, in fact, the mango is a kind of agricultural product, it is impoible for us to present a manufacturer’s Certificate.

As to partial shipments, it would be to our mutual benefit if we could ship immediately whatever is ready instead of waiting for the whole shipment to be completed.Therefore, we’d like you to amend your L/C to allow partial shipment.

In addition, as this is the first time we do busine, we request the L/C be confirmed by a first-cla bank, which is also clearly stated in the contract.

We are awaiting your immediate reply.

推荐第10篇：外贸函电：德语商务信函写作范本

外贸函电：德语商务信函写作范本

1.0 Einleitung Eine Firma, die im Ausland Abnehmer oder Lieferanten, Vertreter oder Vertretungen, Lizenznehmer oder Lizenzgeber, Kooperationspartner oder andere geschäftliche Verbindungen sucht, mu zunächst einmal die Namen und Adreen potentieller Geschäftspartner feststellen.

Zu diesem Zweck bittet sie z.B.eine ausländische Handelskammer, eine betreffende Bank oder einen anderen Vermittler im Ausland um Nachweis geeigneter Unternehmen.Die kontaktsuchende Firma kann sich auch an eine ausländische Handelsförderungtelle oder offizielle Vertretung(das Konsulat oder die Botschaft) wenden, die im eigenen Land ansäig ist.Dadurch kann man den geeigneten Partner finden, und dann einen direkten Kontakt mit ihm aufnehmen. 1.1 Musterbrief Firmennachweis Sehr geehrte Damen und Herren,als Hersteller von Damenkostümen haben wir laufend Bedarf an Baumwollstoffen.Wir möchten nun auch von chinesischen Textilfabriken Angebote einholen und bitten Sie deshalb, uns die Namen und Anschriften (mit E-mails oder Internet-Adreen) einiger zuverläiger Firmen in dieser Branche mitzuteilen.

Für Ihre Mühe vielen Dank im Voraus. Mit freundlichen Grüben 1.2 Aufbauschema Firmennachweis; Bitte um Nachweis geeigneter Geschäftspart

Anrede 1.4.0

Vorstellung des eigenen Unternehmens 1.4.1

Geschäftliche Zwecke des Schreibens 1.4.2 Bitte um Hilfe und Dank dafür 1.4.3

Grub 1.4.0

1.3 Schreibvarianten 1.3.1 (Bitte um die Web-Seiten der Geschäftspartner ) Bitte um Nachweis geeigneter Geschäftspartner

Sehr geehrte Damen und Herren, wir sind Hersteller von Spezialmaschinen für die Holzbearbeitung und möchten gerne mit Firmen in China in Verbindung treten, die Bedarf an solchen Maschinen haben.

Um Ihnen einen überblick über unser Fertigungsprogramm zu geben, legen wir einige Prospekte bei.Wir sind seit über 50 Jahren auf die Herstellung von Holzbearbeitungsmaschinen spezialisiert und verfügen über grobe Erfahrung auf diesem Gebiet. Wir wären Ihnen sehr dankbar, wenn Sie uns die Web-Seiten einiger chinesischen Firmen nennen könnten, die sich eventuell für unsere Erzeugnie intereieren.Wir werden dann ihre Homepages besuchen und direkt mit diesen Firmen in Verbindung treten. Mit freundlichen Grüben 1.3.2 (Bitte um Adreen der evtl.Geschäftspartner) Bitte um Adreen Sehr geehrte Damen und Herren, wir suchen Lieferanten von Brauerei- und Mälzereigeräten.Bitte nennen Sie uns Namen und Adreen (mit Telefon- und Fax-Nr.oder E-mail und Internet-Adree) von Firmen in Ihrem Kammerbezirk, die solche Geräte herstellen. Mit freundlichen Grüben 1.3.3 (Bitte an betrffende Behörde um Nachweis) Bitte um Nachweis

Sehr geehrter Herr Präsident, zum Einkauf von Bambutühlen und -tischen für Biergärten brauchen wir die Anschriften von Herstellern und Exporteuren für Bambusprodukte.Würden Sie uns dabei bitte behilflich sein? Die Korbmöbel, die wir bisher zu unserem Zweck aus Indonesien bezogen haben, sind für die Benutzung im Freien nicht ganz geeignet und daher auch für uns zu teuer.Die Haltbarkeit in der Natur und die günstigen Preise der Bambusmöbel könnten für uns der Ausweg und für die Hersteller in Ihrer Region ein gutes Geschäft sein. Wir wären Ihnen sehr dankbar, wenn Sie uns einige namhafte Firmen in Ihrer Region nennen könnten, die sich auf diese Artikel spezialisiert haben.Im Voraus herzlichen Dank für Ihre Bemühungen. Mit freundlichen Grüben 1.4 Bausteine für PC-Texterstellung 1.4.0 (Anrede u.Grub) a.Sehr geehrte Damen und Herren,

Mit freundlichen Grüben

Mit freundlichem Grub

Freundliche Grübe aus ...

b.Sehr geehrte Frau …, Mit freundlichen Grüben Mit freundlichem Grub

Freundliche Grübe aus ...

c.Sehr geehrter Herr …,

Mit freundlichen Grüben

Mit freundlichem Grub

Freundliche Grübe aus ...

d.Liebe Frau …,

Mit herzlichen Grüben

Herzliche Grübe

Mit den besten Grüben

Mit bestem Grub

e.Lieber Herr …,

Mit herzlichen Grüben

Herzliche Grübe

Mit den besten Grüben

Mit bestem Grub

1.4.1 (Vorstellung des eigenen Unternehmens) a.wir stellen erstklaige ...her. b.wir sind Hersteller von Spezialmaschienen für ...

c.als Hersteller von ...haben wir laufend Bedarf an ....

d.unser Haus, das bereits seit über ...Jahren besteht, ist einer der führenden Importeure von ...

e.wir sind ein gut eingeführtes Unternehmen der...(Metallwaren) branche.

f.Unsere Firma zählt zu den mittelständischen Unternehmen in der ...-Branche, und wir liefern seit ...Jahren in gröberem Umfang an Firmen in Deutschland.

g.wir zählen zu den ältesten Herstellern von ...und exportieren seit vielen Jahren mit ständig steigendem Absatz in viele Länder.

h.wir sind seit über ...Jahren auf die Herstellung von ...spezialisiert, und verfügen über grobe Erfahrung auf diesem Gebiet.

i.der deutsche Markt für ...ist so wichtig geworden, da wir Sie in diesem Zusammenhang um eine Gefälligkeit bitten möchten.

j.Um Ihnen einen Überblick über unser Fertigungsprogramm zu geben,legen wir einige Prospekte bei.

k.…, Um Informationen über unsere Firma zu erhalten, buchen Sie bitte unsere Homepage (http: www…)

l.Wir wenden uns an Sie, weil Sie uns als anerkannter Importeur in diesem Gebiet empfohlen worden sind.

1.4.2 (Geschä?ftliche Zwecke des Schreibens) (für Einkaufen) a.Wir möchten nun auch von ...fabriken Ihres Landes Angebote einholen.

b.Wir suchen Lieferanten von ...und ....

c.Wir möchten nun auch ...einführen.

d.Wir suchen Kontakt zu Herstellern von ...(Naturkosmetika).

e.Für den Einkauf von ...brauchen wir die Anschriften von Herstellern und Exporteuren.Würden Sie uns dabei bitte behilflich sein?

f.Für dieses Projekt suchen wir Anbieter, die einschlägige Erfahrungen haben und gute Referenzen vorweisen können.

(für Verkaufen)

g.… und suchen Partner, die unsere Produkte importieren und vertreiben möchten.

h.Wir suchen Importeure, die daran intereiert wären, den Vertrieb unserer Erzeugnie zu übernehmen.

i....und suchen nun Abnehmer für unsere Erzeugnie.

j....und möchten gerne mit Firmen Ihres Landes in Verbindung treten, die Bedarf an solchen ...haben.

k.Wir suchen leistungsfähige Firmen, die bereit wären, unsere Vertretung in Deutschland zu übernehmen.

l.Wir suchen eine Firma, die in der Lage ist, unsere Erzeugnie auf dem deutschen Markt einzuführen.

(für Sonstige) m.Wir sind an einer Kooperation mit deutschen Unternehmen intereiert, die im Bereich ...tätig sind.

n.Wir möchten gerne mit einem Hersteller von ...Kontakt aufnehmen, der einen Vertreter in der Volksrepublik China sucht.

o.Wir suchen eine deutsche Firma, die unsere Erzeugnie in Lizenz herstellen möchte.

p.Wir sind daran intereiert, Lizenzen für innovative Produkte im Bereich Umweltschutz zu erwerben.

q.Wir suchen Geschäftspartner für ein Joint Venture zur Herstellung von ....

r.Für Hamburg würden wir gern einen Provisionsvertreter ernennen, um mit der Kundschaft in engeren Kontakt zu kommen und unsere Geschäftsbeziehungen so weiter auszubauen.

1.4.3 (Bitte um Hilfe und Dank dafür) a.Bitte nennen Sie uns Namen und Adreen (mit Telefon-, und Faxnr.sowie E-mail) von Firmen in Ihrem Kammerbezirk, die solche ...herstellen.

b.Wir bitten Sie deshalb, uns die Namen und Anschriften einiger zuverläiger Firmen in dieser Branche mitzuteilen.

c.Wir wären Ihnen sehr dankbar, wenn Sie uns deutsche Firmen nennen könnten, die sich eventuell für unsere Erzeugnie intereieren.

d.Wir wären Ihnen sehr dankbar, wenn Sie uns geeignete Firmen nennen könnten.

e.Wir wären Ihnen sehr dankbar, wenn Sie uns helfen könnten, mit Unternehmen, die die genannten f.Vorauetzungen erfüllen, in Verbindung zu treten.

g.Wir wären Ihnen dankbar, wenn Sie Ihre Mitgliedsfirmen auf unser Angebot aufmerksam machen könnten.

h.Vieleicht wäre es Ihnen möglich, unsere Anfrage in Ihrem Mitteilungsblatt zu veröffentlichen.

i.Wir wären Ihnen sehr dankbar, wenn Sie uns einige namhafte Firmen in Ihrem Bereich nennen könnten, die sich auf diese Artikel spezialisiert haben.

j.Wir werden uns dann direkt an diese Firmen wenden.

k.Die Firmenanschriften können uns per Fax oder E-mail gesendet werden.

l.Können Sie uns behilflich sein?

m.Wir würden uns freuen, bald von Ihnen zu hören.

n.Für Ihre Mühe vielen Dank im Voraus.

o.Im Voraus herzlichen Dank für Ihre Bemühungen.

p.Im Voraus vielen Dank für Ihre Antwort.

q.Wir fügen einen internationalen Rückantwortcoupon bei und erwarten Ihre baldige Antwort.

第11篇：外贸函电：祝贺信写作准则与实例

外贸函电：祝贺信写作准则与实例范文

当获悉某人晋升或是在事业上取得巨大成就时，应该打个电话或是写封便签祝贺。这种友好往来对建立和巩固友好的商业合作关系大有益处。

Here are some principles that congratulatory letters follow:

1.The purpose of writing the letter is to make your reader feel certain that he or she deserves the special meage of recognition and praise.

2.The note should be brief, dealing with the primary topic only.These meages are most effective when they conduct no busine.

3.The whole meage should carry a tone of being positive and conversational.

4.Be sure to send the letter within a few days of the event.Any delay in delivery of the meage would make your effort worse than no effort at all.

讲过了祝贺信写作应遵循的一些准则，下面我们通过一封信件来看看具体的写作方法。Dear Mr.Haskel

Congratulations on your recent promotion to head the Marketing Department of California Metals.

My fellow managers and I are delighted that your work in the marketing field has been recognized this way and we join in sending you our very best wishes for the future.Through the five years of working together with you, many of us well aware of how much you’ve contributed to the aociation between our two corporations.We are all looking forward to your trip to China next month when we will celebrate your advancement in a more formal way.

Again, congratulations to you, Mr.Haskel - good luck and good wishes on your new position as Director of Marketing Department.

Cordially yours

(Signature)

Lin Daming

Marketing Director

Beijing New Metals

在这封祝贺信中，写信人一开头就开门见山的祝贺收信者晋升，然后又详细写明自己对对方工作的欣赏、成就的肯定。在信件结尾的部分，写信人用口语化的语气再次祝贺对方的晋升，并以此结束信件。祝贺信写起来很简单，对吧？

第12篇：《国际贸易概论与英语外贸函电写作》

购货订单

第CHJ 770402号

日期: 2004年5月9日

发件人：ABC & Co., Ltd.

Itchicu Park, 999 Des Voex Road

Cincinnati, OH 30897

U.S.A.

Tel: (406) 444- 6689

E-mail: abc888@ yahoo.com.cn

收件人：New Zealand Meats, Co.Ltd.

8009 Lambchop Station

Auckland

New Zealand

请供：

数量货物描述目录号单价

100吨羊肉JK1123每吨120美元200吨牛肉CH6463每吨180美元

总价款：43,470美元

运费+ 包装费：300美元

折扣：100吨以上折扣10%

装运时间：2004年6月10日之前

付款条件：即期信用证，在装运期前30天开立

唛头：待指定

Purchase orders

NO.CHJ.770402

Date: on May 9, 2004

Sender: ABC & Co., Ltd.

999 Des Voex Itchicu Park, Road

Cincinnati, OH 30897

U.S.A.

Tel: (406) 444-406

E - mail: abc888 @ yahoo.com.cn

The recipient: New Zealand Meats, Co., Ltd.

8009 Lambchop Station

Auckland

The New Zealand

Please supply:

Goodsdescriptioncatalog number,unit price

100 tons of mutton JK1123 $120 a tonne

200 tons of beef CH6463 $180 a tonne

Total price: $43470

Freight + packing: $300

Discount: the more than 100 tons of discount 10%

Time of shipment: before on June 10, 2004

Payment terms: l/c at sight, opened 30 days before shipment date Shipping mark: to be specified

第13篇：外贸英语函电的实训心得写作

外贸英语函电的实训心得写作范文

大学毕业参加实习工作，写一些实训心得是很有必要的，今天 在这里为大家分享一些外贸英语函电的实训心得写作范文，希望对大家有所帮助! 为期四天的外贸英语函电实训总结已经结束，在这四天里，我们严格按照实训要求操作，完成了一系列有关于外贸英语函电写作的步骤，在实训过程中我们不断巩固和提高了英语函电的写作知识，使我们的专业技术水平得到了有效的提高。

通过实训，使我对外贸英语函电写作有了进一步了解和认识，进一步掌握了写作函电的基本知识，基本格式和基本技能。本次实训，也是一笔珍贵的财富，带给了我们许多快乐。虽然天气比较寒冷，但同学们每天都能按时到教室自觉上机操作，在操作中同学们积极交流写作经验，使得知识互补，达到共赢。

外贸英语函电写作是一个复杂的过程，涉及的外贸知识多、商务礼仪多、写作范围广、英语语法标准等方面，它要求对外贸函电写作的从业人员不仅要熟练地掌握英语知识和外贸专业知识，还应加强我们对实际函电写作的了解和动手能力。

在这次实训中我们所写作的外贸函电有：建立业务关系信函的翻译与写作、询盘及回复信函的翻译与写作、申诉、索赔和理赔信函的翻译与写作、订单、接受和拒绝信函的翻译与写作、催开信用证和修

1 改信用证信函的翻译与写作、装运及保险信函的翻译与写作、报盘、发盘与还盘信函的翻译与写作。通过写作这些函电我们不仅对外贸英语函电写作进行了练习而且我们对国际贸易实务的有关知识进行了巩固，为以后工作打下了良好基础。

本次实训的主要目的是: 通过实训，使学生系统掌握《外贸英语函电》的知识体系，学习商务函电写作的基本技巧和方法，能够灵活

运用商务函电的专业术语、常用词汇、相关句型和习惯表达方式进行外贸交易洽谈中主要环节信息的撰写和交流，从而培养学生的阅读、翻译和写作能力，使学生能用英语处理进出口业务往来函电，为其今后参与毕业实习、顺利求职就业，并熟练掌握本专业岗位工作奠定基础。

我们作为国际贸易实务专业的学生，对这方面知识的了解和学习就显得十分必要和重要了。因此，从大一我们国际贸易实务专业就开设国际贸易、大二就开设了外贸英语函电这门课程，为了使我们更好地，更加深刻地了解和掌握本学期这门课程加强理论知识和实践的相互联系，能够顺利地与外商进行磋商和贸易往来。专业老师为我们安排的这个为期四天的外贸英语函电写作实训。让我们真正地认识到了和接触到了实际写作方面的知识,让我们能更好地理论去联系实际.在这几天的写作实训当中,在老师的指导下,在同学们的帮助以及自己的努力下,我把老师交给我们的实训任务圆满地完成了.在实训的过程中,我对外贸英语函电写作的一些基本的知识有了更加深刻的了解,通过实训,我对进出口贸易交易过程中的具体流程有了一个清楚的认识,同

2 时也明白了平时努力学习理论知识的重要性以及实际操作的必要性.外贸英语函电写作在国际贸易中占据着重要的地位。随着国际贸易的发展，国际间贸易往来的频繁，国际贸易将会有较大的发展前景，而在国际贸易中发挥重大作用的英语函电也会直接关系到企业外贸业务的完成和经济效益的实现。一份正确的，完整的，规范的函电，需要相关工作人员认真负责、细心耐心地完成。作为一名国际贸易实务的学生，对于有关国际贸易具体操作的过程都应该有所了解，外贸英语函电的写作是一名从事外贸工作人员必不可少的职业技能之一，所以，我们要重视这项技能，认真学习这项技能，只有这样，才能在以后的职业生涯中发挥出它重要的功能。

外贸英语函电的实训心得写作范文篇2这次的实训感觉很仓促，主要是不在学校，只能挤时间来完成，做起来感觉蛮吃力的。

这次的实训内容主要是信函的撰写和单证合同的填制，包括买卖双方的询盘、报盘、还盘，到订单、合同，最后达成买卖，以及实际业务中可能碰到的一些问题如还价、催开信用证、修改信用证甚至索赔 拒绝理赔等。操作时，才意识到有些事情看上去很简单，只是要很好的完成它却不是件容易的事。这些都需要我们的扎实的专业知识,牢靠的掌握写作技巧.更需要我们的耐心与责任心。在实训的过程中，我对贸易的一些基本的知识有了更深刻的了解,通过实训,我对磋商交易、合同单证等基本的操作从开始的一无所知到现在能够应用到实训中。平时努力学习对理论知识是很有必要的,还有就是有时候深奥的理论在实际操作中却是很简单的,这会让我们增加对这门学科的兴趣,

3 通过实训,我觉得自己对外贸知识的了解还是少之又少的,希望自己以后有机会多学习一些相关方面的知识。其实,只要虚心用心地学习，很多实际操作就会很容易掌握。

作为一名学生,最终能够很好地掌握书本上的知识并且灵活运用,不仅仅只有自己的功劳,还应该感谢不厌其烦为我们解答每一个疑难问题的老师,感谢老师对我们每一位学生的热心帮助。我想我还会珍惜在学校的每一次的学习,而这样的实训学习更是值得我去珍惜!同时,我也希望学校在以后我们的学习中,那些操作性比较强的课程能结合教材多展开一些实训,那样将会更有助于我们对知识的理解和掌握。

外贸英语函电的实训心得写作范文篇3通过外贸英语函电的实训，让我了解并熟悉外贸进出口业务的关键步骤，重点掌握外贸业务信函的撰写要点，初步做到能再一般情况下写出内容确切、表达得体、符合规范、语句通顺、没有语法错误的信函，了解外贸业务过程中的相关术语，包括交易条件和环境。了解业务信函的趋向，并学习电传、传真、邮件的有关知识及写法 。

一、商务信函的格式和组成部分除了简单书信格式和功能书信格式以外，商业书信通常由下列几个成分组成：

1.Letterhead 信头就是信纸最上方的关于一个公司的名字和地址。2.Dateline 日期写信的日期。3.Inside Addre 信内地址信内地址是收信人的地址，包括对方公司的名字和地址。4.Salutation 称呼语可以是 Dear Sir(s)，Ladies andGentlemen，如果知道对方的姓名则要写对方的姓(Mr/Mrs xxx)。具体要因情况而

4 异。 5.Body of the Letter 正文此处就是你写信的意图和想要达成的目的了。注意商务书信要尽量简洁、直接，以免含混不清、造成误会。6.Signature Block 签名栏先要写上一些Complimentary Close (信尾客套语)，如：Yoursfaithfully, Yours truly 等等。Hand-Written Signature and SignatureIdentification 手写体签名和签名签名部分包括手写体签名和印刷体签名，手写签名要在印刷的签名的上面。

二、函电书写基本原则

1、Courtesy 礼貌语言要有礼且谦虚，及时地回信也是礼貌的表现。例如： We have received with many thanks your letter of 20May, and we take the pleasure of sending you our latest catalog.We wish to draw your attention to a specialoffer which we have made in it.You will be particularly interestedin a special offer on page 5 of the latest catalog enclosed, which yourequested in your letter of 20 May.

2、Consideration体谅写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。例如： \"You earn 2 percent discount when you pay cash.Wewill send you the brochure next month.\"就比 \"We allow 2 percent discount for cash payment.Wewon\'t be able to send you the brochure this month.\" 要好。

3、Completene完整一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。

4、Clarity 清楚意思表达明确，要注

5 意：(1)避免用词错误：例如：As to the steamers sailing from Hong Kongto San Francisco,we have bimonthly direct services.此处bimonthly 有歧义：可以是 twice a month 或者 once two month.故读信者就迷惑了，可以改写为： 1.We have two direct sailings every month from Hong Kong to San Francisco.2.Wehave semimonthly direct sailing from Hong Kong to San Francisco.3.We have adirect sailing from Hong Kong to San Francisco.(2)注意词语所放的位置：例如： .We shall be able to supply 10cases of the item only.前者则有两种商品以上的含义。(3)注意句子的结构：例如： We sent you 5 samples yesterday of the goods which yourequested in your letter of May 20 by air.We sent you, by air, 5samples of the goods which you requested in your letter of May 20.

5、Concisene简洁(1)避免废话连篇： 例如： .We wish to acknowledge receipt of yourletter...可

改

为

：

We

appreciate

your letter....Enclosedherewith please find two copies of...可改为: We enclose two copies of...(2)避免不必要的重复：(3)短句、单词的运用：

Enclosed

herewith----->enclosed

at thistime----->now due to the fact that----->because a draft in the amount of$1000----->a draft for $1000

6、Concretene具体

7、Correctne正确

三、建立业务联系在国际商务交往中，建立业务关系是交易开始

6 和扩展的基础。建立业务关系一般经由以下几个渠道：国内外商会和贸易促进会，大使馆、领事馆、商务参赞处，海外客户、公开发行的行业名录，市场调研，商务交易会或展览会，银行，贸易代表团体的互访，市场代表自我介绍。 基本写作原则 1.告之对方自己如何熟悉其地址和业务范围，并表示原意与对方建立业务关系; 2.向对方自我介绍(企业性质、业务状况、经营范围及信誉声望等); 3.寄出或索取样品、价格单和其他可供参考的资料; 4.以礼节性的语言结束，表明希望彼此合作，发展互惠贸易关系及期待对方答复。 拟订有关建立业务关系信函时，礼貌、得体、简洁、朴实地将写信人的意图清楚、完整地告之对方是关键的。其语言风格为开门见山，简明扼要，切忌拖泥带水，避免使用冷僻的词汇或难懂的专门用语。

四、询盘告知对方从何种渠道得知Your name has been given us by the ChamberofCommerce/ the Embay/ the bank in )(我们Commerce/

the…

Embay/the…

bank in….我们从在……地方的商会/从……使馆/从……银行获悉你方名称。Your firm has been recommended to us byBayer AG, with whom we have done busine for many years.多年来与我们有业务联系的拜尔股份公司将贵公司推荐给我们。Mers…of … have given me your name as soleagents for…在……的……公司向我们介绍了作为……独家代理的贵公司的名称。(2)直截了当地说明想要

7 购买的We are considering the purchase of…我们打算购买……。We are interested in importing snookertables but we need to have further details of the costs before making a finaldecision.我们有兴趣进口台球桌，但在最后决定之前需要进一步了解有关价格的详细情况。We are regular buyers of men’s knitwear.我们是购买男用针织品的老客户。(3)请求对Will you please send us your illustrate/latest catalogue and price-list.请您寄给我们带插图的/最新的产品目录和价格表。We should like to receive a copy of yourlatest catalogue and full details of your export prices and terms of payment,together with samples.我们非常希望获得贵公司的最新产品目录和有关出口价格、付款条件以及样品的详细材料。Kindly let me have a description of yourelectric hedge trimmers.请贵方寄来电动修剪机的说明书。(4)强调对方所报方所报价格应合理和If your quotation is really competitive, …如果你方报价具有竞争力，……Provided prices are right.前提是价格便宜。If your products and terms comparefavorably with those of other suppliers, we shall send you an order.如果贵公司的产品及条件与其他供货商相比有优势，(如果贵公司的产品及条件与其他供货商相比有优势，我方就会下订单。

五、合同商务合同是在商务活动中签署的具有法律地位的法律文件，其在措辞上使用严谨准确的表达，以体现法律语言的严谨性;在

8 行文上采用平铺直叙的方法陈述事理，以明确合同双方的权利义务。英文合同的词汇具有准确、严谨、正式、庄重、保守及规范等特点，具体体现在正式的书卷词语、专业词语、古体词语、外来词、同义词并列、模糊限制词的运用以及具有特定含义的常用词的使用。合同语言的语法特点是从句叠出，定语从句、状语从句广泛使用，状语位置常常出现在主句内部或从句的内部以保证法律语言的严密和清晰。合同语言将各种从属关系分句交织合并成一个冗长而独立的复合句，不使用省略句，不使用感叹句，很少使用简单句。合同语言的篇章特点是结构规范、条理清晰，采用法律文书的通用句子模式。此外，我还在实训中详细地学习其它方面如付款，包装等的函电书信，学习到了好多东西。实训是工作前的准备工作，外贸行业是一个具有挑战性的职业，外贸交易的复杂性和多样性决定了工作对人才素质高低的要求比较严格。上完实训课之后，对于自身知识水平的局限性有了较充分的了解，在以后的学习及工作中，要不断的提高自身的知识水平和身体素质，逐步的向综合型人员发展，来适应21世纪对人才的需求。总而言之，虽然这次实训时间短暂，但对于我而言依然是受益匪浅，让我的课本知识再度升华，从感性认识上升为理性认识了。

9

第14篇：商务英语函电

邀请及访问的安排

我们想邀请贵方经理参加广交会。

We would extend our invitation to your manager to Guangzhou Fair.

若贵方对该服装有兴趣，我们拟请贵方经理访华，以便我们能够洽谈向贵国出口这种服装的可能性。

If you are interested in the above-mentioned garments, we would like to invite your manager to visit China, so that we can discu with him the poibility of exporting the garments to your country.我们精心为您所做的三天日程 ，请您同意。

We are sending you a carefully-arranged three-day time schedule for your approval.

您为我安排得真周到，谢谢您所做的一切。

It’s very thoughtful of you to have arranged all this for me.Thank you for all you’ve done for me.我们热忱期待在那儿接待贵方的代表。

We are looking forward to extending our warm reception to your representative there.

我们很高兴通知贵方，我公司的贸易代表团准备在五月份访问贵国。

We are pleased to announce that a trade delegation of our corporation is planning to visit your country in May .

根据贵方建议，我们已为会议暂定了议程。

According to your proposal, we have worked out a tentative agenda for the conference.

请告诉贵方旅行日程，以便我方事先安排。

Please inform us of your itinerary so as to facilitate our arrangements in advance.

建立业务关系

我们从贵国驻北京大使馆商务参赞处获悉，你们是轻工产品的进口商。

We have learned from the Commercial Counselor’s Office of your embay in Beijing that you are importers of light industrial products.

随函附上我方最新的目录单和价格表。

We enclose our latest catalogue and price list.

我们的产品在世界市场上十分畅销，以其优良的品质和合理的价格而值得介绍。

Our products are good sellers in the world market and worth recommendation for their excellent quality and reasonable price.

我们愿意在平等互利的基础上与贵公司建立直接的贸易关系。

We are willing to establish direct busine relations with your company on the basis of equality ,mutual benefit and the exchange of needed goods.

我们预料贵公司产品在我方市场有着广阔的前景。我们保证随时给予你方密切合作。盼早复。

We foresee a bright prospect for your products in our market .We aure you of our close cooperation at all times and look forward to hearing from you soon.

询盘与回复

兹复你方3月28日函，我们附上最新的带有插图的目录单，供你方参考。

In reply to your letter dated March 28, we enclose our latest illustrated catalogue for your reference.请报最好的CIF上海价格，注明最早装运期。

Please quote us your best CIF shanghai prices, stating the earliest date of shipment.

如果你方价格有竞争力，我们原首次订购1200打，即每种型号各400打。

If your prices are competitive , we are willing to place our first order for 1200 dozen,ie,400 dozen of each type.

对于定期购买单项商品数量不少于800打，我们可给予3%的折扣，用保兑的，不可撤销的即期信用证付款。

On regular purchases of quantities of not le than 800 dozen of individual items.We would allow you a discount of 3%.Payment is to be made by confirmed, irrevocable L/C at sight.

报盘与还盘

给予5%的数量折扣grant a quantity discount of 5%

兹复你方7月8日函，我们现向你方作如下报盘，以我方最后确认为准。

In reply to your letter of July 8, we are now making you the following offer, subject to our final confirmation.

兹报50公吨的糖价为每公吨1000美元伦敦成本加保险费，运费。含3%的佣金，7-8月份装运，本报盘30天内有效。

We offer you our sugar 50 metric tons at USD 1000 per M/T CIF London including commiion of 3% for shipment during July and August and the offer remains open within 30 day.

关于你方9月2日询盘，现报盘为，良好平均品质葡萄干100公吨，每公吨5000元人民币，下月交货。 In reply to your inquiry of 2 September , we offer you 100 metric tons of FAQ raisin, at the price of RMB 5000 per M/T for delivery next month.

应贵方要求，现报3500打女式帽纽约成本加保险，运费到岸价，每打50美元，7月份装运，以未售货为效。

At your request , we are now offering you 3500 dozens of ladies hats at USD 50 per dozen CIF New York for July shipment , This offer is subject to the goods being unsold.

相信贵公司将对我方报盘感到满意，并盼望收到贵方订单。

We trust you will find our quotation satisfactory and look forward to receiving your order.

谢谢你方1月20日来信，现确认我方报盘，现报1000辆飞鸽牌自行车，2月3月交货，新加坡成本加保险费，运费价，包括3%佣金，每辆25.5美元，即期信用证付款。2月11日前收到回复为有效。我方的付款方式为不可撤销信用证，凭装运单据付款。若达成交易，请立即开出信用证，以使我方2月3月交货。相信上述报价会令你满意，希望你早日接受我们的报盘。

Dear Sirs:

Re: flying pigeon brand bicycles

We thank you for your letter of the 20th January .

Now we confirm our reply.We offer 1000 flying pigeon brand bicycles for delivery in February / march, at USD 25.5 per piece CIFC3 Singapore.Payment shall be made under L/C at sight against presentation of shipping document .you will readily understand that this offer is good only for acceptance reaching us before February 11.2008.

From our offer you must have noted that our terms of payment are by irrevocable L/C is opened without the least delay.So as to enable us to effect the shipment during February / march.

We trust the above offer will be of interest to you and await your immediate acceptance.

下订单

敬启者，我们已接受你方第X号订购100公吨苦杏仁的订单，并附去我方第x号销售确认书一式二份，请签退期中一份以供我方存档。据我方所知，你方即将开立以我方为受益人的关于上述货物的信用证。我们希望指出，为了避免今后改正，该信用证的条款应该严格符合销售确认书上所订立的条款。你们可以放心，一收到信用证，我方将立即装运。

我们感谢你方的合作，并盼你方继续订购。

We have booked your order NO,.X for 100 metric tons of Bitter Apricot Kernels and are sending you herewith our sales confirmation NO.X in depilate.Please sign and return one copy to us for our file.

It is understood that a letter of credit in our favor covering the abovementioned goods will be established immediately.We wish to point out that the stipulations in the relevant credit should strictly conform to the terms stated in our sales confirmation in order to avoid subsequent amendments.You may rest aured that we shall effect shipment with the least poible delay upon receipt of the credit.

We appreciate your cooperation and look forward to your further orders.Your faithfully.支付

我方的付款方式是保兑的、不可撤销的信用证以我方为抬头（受益人）的信用证,凭即期汇票支付,装运前一个月寄达我方,在规定的装运期21天内在中国议付有效以及允许转船和分批装运。

Our terms of payment are by confirmed, irrevocable letter of credit in our favor available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiating in China for a further 21 days after the prescribed（规定的） time of shipment and allowing tranhipment and partial shipment.根据你方的要求，我方破例接受你方即期付款交单装运，但这不能视为先例。

In compliance with（根据） your request, we exceptionally accept delivery against D/P at sight, but this should not be regarded as a precedent（先例）固定搭配.

我方希望你方认真考虑你方的商业信用，立即开证,否则你将负责所有由此产生的损失。

We hope that you will take your commercial reputation in all seriousne（认真考虑） and open the L/C at once, otherwise you will be responsible for all the loes arising as a result of your failure to do so.

由于四五月没有从上海到你方港口的直达航线，你方必须删除“直达船”的条款并插入 “允许分批装运和转运”的字样。

As there is no direct sailing from Shanghai to your port during April/May, it is imperative（必须） for you to delete the clause “by direct steamer”（直达船） and insert the wording “Partial shipment and tranhipment are allowed”.

592号信用证项下的货物已备妥多时，但修改通知书还没有到达，现需要你方将信用证延展15天

The shipment covered by your Credit No.592 has been ready for quite some time, but the amendment advice（修改通知书） has not yet arrived, and now an extension（延展） of 15 days is required.包装

16英寸华生台扇一千台，每台人民币X元CIF九龙，木箱装，每箱六台。在收到信用证吼一个月内由火车从上海运至九龙。相信你方会特别注意包装，以免运输途中受损。

1000 Hua-Sheng desk fans 16”@ RMB X per piece CIF Kowloon, packed in wooden cases, each containing 6 pieces, shipment by train form shanghai to Kowloon within one month after receipt of

covering L/C.

We trust that you will give special care to the packing in order to avoid damage in transit.

运输

你方必须立即装运该货。

It is imperative that you ship the goods immediately.

信用证延期 extension of L/C

请电告所定船位的船名及大约起船日期。

Please telegraph name and approximate sailing date of veel on which space is booked/

该轮预计5月10日左右离港（抵港）

The ship is due to leave(arrive) on or bout may 10

保险

Insure sth against +险种 for+金额 with+公司 at+费率

根据你方要求，我们将按发票金额的110%投保。

On your instructions , we have covered the insurance for 110% of the invoice value.

对于上述货物，我们可以承保，保险率为1.00%

We are prepared to insure the consignment in question at the rate of 1.00%

我们很高兴地通知你方，我们已向中国人民保险公司为上述货物投保了战争险。

We are pleased to inform you that we have insured the above shipment with the People’s Insurance Company against War Risks.

综合

合同号码：CET-81018

卖方：中国粮油进出口公司

买方：宇宙贸易有限公司（加拿大温哥华）

商品名称：红小豆

规格或品质：2005年大路货

单价：成本加运费每公吨温哥华425美元

数量：500公吨，卖方可在金额和数量上均溢短2%

总金额：212500美元

包装：麻袋装，每袋净重大约50公斤

唛头：如买方在信用证中美规定唛头，就由卖方来确定

保险：由买方投保

装运期： 2005年1月31日前自中国港口至新加坡，允许分批装运和转船

装运港：中国上海

目的港：加拿大温哥华

交货期：收到信用证后30天内装运

支付条款：开给卖方100%保兑的不可撤销的可转让的，可分割的即期信用证，并须注明在上述装运日期后10天内在中国议付有效。

签约地点与日期：2005年4月12日于北京

SellersChina National Cereals & Oils Imp./Exp.Corp.

BuyersUniversal Trading Co,.Ltd, Vancouver, Canada.

CommodityRed Beans

Specifications or qualityF A Q 2005 Crop

Unit PriceUS$425 per M/T CFR Vancouver

Quantity500 metric tons, with 2% more or le both in amount and in quantity allowed at the sellers’ option.

Tatal valueUS$2125000

PackingIn gunny bags of about 50 kgs net each

Shipping marksTo be arranged by the sellers if the buyers fail to show any in the L/C

InsuranceTo be covered by the buyers

Shipment from China port to singeporePartial shipments prohibited , Tranhipment allowed.Port of shipmentShanghai , China

Port of destinationVancouver, Canada.

Time of shipmentWithin 30 days after receipt of the relevant L/C

Terms of paymentBy 100% confirmed, irrevocable ,transferable and divisible letter of credit in the Seller’s favor to be available by sight draft and to remain valid for negotiation in China until the 10th day after the aforesaid time of shipment.

Done and signed in Beijing on this twelfth day of April,2005

第15篇：外贸函电

Interfon, Inc.

1677 Sea Harbor Drive, Orlando, Florida 35509, USA

Tel.: 407-200 0001; Fax: 407-200 0002;

E-mail: export@ interfon.com

July 10, 2008

Maxevis(China) Electronics Co.Ltd.

18/F, Block A, Central Complex,

Bao’an District, Shenzhen,

Guangdong, P.R.China

Mr.William,

We have noted your advertisement on the 3rd iue of Global Sourcing Magazine on July 2008 and are interested in your variety of electronics, particularly Mini Combo and Portable DVD Player.

As we are one of the leading electronics dealers and have many branches in the states, we are in a position to handle large quantities.

We would appreciate a quote for the entire Mini Combo and Portable DVD Player.Please indicate price, specification, your earliest delivery date and terms of payment.We would also appreciate receiving your catalog.

If there are any special offers or opportunities to obtain the above items at reduced prices, please be sure to include this information with your response.

Please feel free to contact me at 407-200 0001 if you need any additional information.Thank you for your aistance.

Yours truly,

Zhou Liangyi

Sourcing Manager

第16篇：外贸函电

Dear Mi Han, We are glad to learn from your letter that you have decided to place a large order for the item of alarm o’clock.As you know, with superior quality, our products enjoy growing favor in the world market.We hope that you will direct your attention to superior quality of our product, which we think in much more important.However, Much as we would like to establish busine relationship with you, the best we can do is to reduce the original price by 1%.As you stated in your order that this order is in urgent need, shipment could be made in June subject to the L/C reaching us no later than 18 th of June.We look forward to your early reply and hope to establish busine relationship with you in the near future.Yours sincerely, Zhou Liangyi Sales manager

第17篇：外贸函电

Dear Sirs,

We would like to order with your company for 1,200 cartons of Jade Rabbit brand Eential Balm.We want the cartons marked clearly with the name, the words \'fragile\' and numbered 1-1200.we hope you will be able to ensure the quality of the product/

we willmake payment by L/C at sight and would like delivery by the end of next month .with regard to shipment, please e-maildirect to us and let us have a copy of the commercial invoice when it is made up.Yours faithfully.

Dear Sirs,

Thank you for your enquiry ,and we appreciate very much you interest in our product.As requested, we take pleasure in makig you a firm offer as follows, subject to your reply reaching here on or before June.

1 Commodity: ‘Jade Rabbit’ brand radios

2 Price: US $ 40 per, CIF London

3 Commiions: 3%

4 Shipments: June

5 Payment: by draft at sight for the full invoice value to be opened 30 days before the date of shipment.Please note that we have quoted our most favorable price and we can not see our way clear to entertain any counter offer.

Hope for early reply

Yours sincerely,

***

Dear Sirs,

Your company has been kindly introduced to us by the National Bank of Bangladesh.We have been in the line of Light Industrial Products.We are willing to enter into busine relations with you.

To give you a general idea of our products, we enclose a complete set of leaflets showing various products being handled y this cooperation with detailed specifications and means of packing.Quotation and samples will be sent upon receipt of your specific enquiries.

Our competitive prices, superior quality and efficiency have won confidence and goodwill among our busine clients.We are writing to you in the hope that we can open up busine relations with your firm.

We shall be grateful if you will reply an early date.

Yours faithfully,

***

第18篇：外贸函电

外贸函电范文

时间: 2005-11-02 00:00:00 来源: 世贸人才网

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 如何表达在涨价前订货      Thank you for your letter of October 10 for busine copiers. We are now sending you our price-list and catalog&nb 如何表达在涨价前订货

Thank you for your letter of October 10 for busine copiers.We are now sending you our price-list and catalog of the newest types that are under production and we can supply at once from stock. We want to notice you that prices of copier parts and components have gone up steadily since the second half of the year.Though we have tried hard to keep our quotations down, we are afraid the margin for keeping on going like this will not long.Therefore, we suggest that you will let us have your order before further rises in costs, which will lead to a raise in prices very soon unavoidably.

感谢贵方10月10日关于商用复印机的询函。现随函奉送本公司正在生产的、并有现货供应的最新型号的产品清单和价目表。

我方想告诉贵方，自下半年以来，复印机的零、部件价格一直不断增长。尽管我方尽量压低报价，但恐怕有此余地的时间不会太久。因此，建议贵方在零、部件再次涨价，并不可避免地引起成品涨价之前便向我方订货。

要求及时供货

We understand that you are the agent for the White Tiger ties.We enclose our order for 1000 dozens of the White Tiger ties.Please note that we need these goods rather urgently as Christmas is drawing near.If you could supply goods timely for seasons, we would make repeated orders, provided prices are reasonable.Payment for the enclosed order will be made on a draft at sight under our letter of credit opened in your favor on receipt of your confirmation that the goods are sent out, and can be delivered before 1, December, 2000. 获悉贵公司为“白虎牌领带”的代理商。兹附上1000打白虎牌领带订单一份。

请注意，由于圣诞节在即，本公司急需这批货物。如果贵公司能够及时供应时令货品，而且价格公道，我方将继续订货。

此票订单之货款，待确认贵方已于2000年12月1日前发货之后，本公司即向贵公司开出见票即付的信用证。

要求代理商报价

We have read in China Daily that you are the exclusive agent for Hi-Fi Corporation of Africa and Asia.Would you please send us price-lists and catalogues of all the Hi-Fi wirele products and terms of payment.Please advise if you would grant special terms for an annual trade over 1 million U.S.dollars.A visit of your representative would be appreciated.Perhaps he could bring the newest samples of the 999 hand phone, an item of growing interest here. 我方从《中国日报》上获知，贵公司为高保真公司在非洲和亚洲的独家代理商。

请惠送该公司所有无线通讯产品的目录、价目表及付款条件，并请告知，如果每年交易额达100万美元以上，是否可获得特别条件。

敬请贵方派代表来与我们洽谈，并携带最新999型手机样品，该产品在此地销路看好。

回复询盘告知无货

Referring to your letter of 5 June, we very much regret that we are unable to make you an offer for the goods you demand.The reason is that the product you need has been out of stock.What’s more our manufacturers have declined orders because of shortage of raw materials. We shall, however, file your inquiry and cable you our offers as soon as we have got supplies.

我方收到贵公司６月５日来函，但非常遗憾，我方无法对贵方所需产品报盘。其原因是，此货品在我处已经脱销。而且，由于原料短缺，生产厂家已经拒绝了我方订单。

我方已将贵方询函备案，一经有货，我方将以电报报盘。

回复询盘，量大折价

We are pleased to receive your letter of 5 July and enclose our catalogue and price list.Also by separate post we are sending you the samples of our products.Our catalogue contains items and their specifications of our supplies.Through comparing our prices with those of other suppliers, you will appreciate t

he moderate prices of ours.For a total purchase of not le than 100,000 and not more than 200,000 American dollars, we would allow a discount of 10% and for a purchase larger than 200,000 American dollars, we would allow a 20% special discount. 很高兴收到贵公司7月5日来函。现寄上产品目录与价目表。同时另封寄去样品，请查收。

所寄产品目录包括本公司产品的品名、规格。与其他厂商的价格比较，我方的报价定会使贵方满意。

凡总定购量超过100,000美元但不足200,000美元者，我方将给予10%的折扣；凡总定购量超过200,000美元者，我方将给予20%的折扣。

如何追问买方意见

In reply to your inquiry we sent you on May 25 a copy of illustrated catalog of our electric products.As we have not heard from you since, we would like to ask whether you have had received our reply and what opinion you have on our products.We are always ready to serve you and should be grateful for your reply. 在５月２５日我方对贵方询函的回函中，已寄去本公司电器产品的附图目录。因迄今尚未接到贵方的消息，特致函询问，贵方是否已收到我方回函，并征求贵方对本公司产品的意见。我方随时愿意效劳，若承蒙贵方惠赐回函，当不胜感激。

如何询问参展条件

From yesterday’s Morning Paper we have learned that you are now taking applications from exhibitors for the 2000 Canton Fair.We hope you would send us a copy of detailed conditions for application, such as size of each booth, fees for rent, and time schedule for moving in, etc., as well as the time limit for application. 从昨天《晨报》上获悉，贵单位正在征集“2000年广交会”的参展申请。希望贵方能将展位大孝租用展位价格、进场时间、最迟申请日期等详细情况通知我方。

询盘并邀请访问

We had your enclosed drawings of 5 types of machines in your letter Feb.2, 2000.Would you please inform us by return of the price, discounts, terms of payment and the time when you can deliver them.If your quotations are suitable and the quality proves good, we’ll be pleased to invite your representative over for detailed discuion. 我方收到贵方2000年2月2日函及随函所附有关5种机械的图纸。

请函报有关机械的价格、折扣、付款方式及最早的交货时间。

如果报价合理并能证明质量优秀，我方将邀请贵方的代表过来详谈。

如何索要产品目录

We get your name and addre from your local Chamber of Commerce.We are an importer of plastic products and we would appreciate it if you would send us your catalogue in the new year.

我方从贵公司的商会获知你们的名称与地址。

本公司经营塑料制品的进口业务，希望能够得到贵公司明年的产品目录。

根据广告询价

Seeing your ad in“Family Life” we become interested in your silver wares of court styles.Please quote us for the supply of the items listed on the enclosed query form and give your prices C.I.F.Shanghai.It would be appreciated if you include your earliest delivery date, terms of payment, and discounts for regular purchases. 我们看过贵公司登在《家庭生活》杂志上的广告，对你们的宫廷银器颇感兴趣。

请贵方按随函附表所列产品提供“C.I.F.上海”报价，最好包括最快交货日期、付款条件及所能提供的定期购货折价。

承使馆推荐询价

We learn from the our Embay that you are producing for export hand-made shoes and gloves in natural leather.There is a steady demand here for high-cla goods of this type, especially in unique designs.Will you please send us you

r catalog, export prices and terms of payment, together with any samples you would like to let us examine. 从我国大使馆获悉贵公司制造并出口天然皮革材料的鞋类及手套。

我国有对此类高级产品稳定需求的市场，特别需要样式新颖的产品。请惠送贵公司的产品目录、出口价格、付款条件及所能提供的样品为荷。

按样品询价

We have a large demand for the supply of 50,000 meters brown serge, whose sample is enclosed to show you the shade and quality we require.Please send your samples corresponding to our samples with the most reasonable price C.I.F.Singapore if you can supply within three months from now. 本公司需要５万公尺棕色斜纹布的大量供货。现随函附送我方所需货物的样品，以示其色调及品质。

若贵公司能在３个月内供货，请送供货样品，并提供新加坡港C.I.F.最合理的报价。

按产品图片询盘

In your letter of December 3, 2000, we got your enclosed price list and catalogue, we found that one of your goods is to our satisfaction, so we are now post its picture back to you.Would you please inform us in detail its price, terms of payment and terms of shipment.We hope you would quote us the most reasonable price.As we have a large population here, if the goods are sold well, we are sure to place regular orders with you. 收到贵方2000年12月3日函及所附价目单和产品目录。我方看中其中的一种产品，现将其图片寄还。

请祥报该产品的价格、付款方式及装运条件。希望得到贵方最合理的报价。我国人口众多，如果销路好，我方一定会成为贵方的稳定订户。

商务信函范文介绍

时间: 2005-05-31 00:00:00 来源: 经贸资讯网

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 通知：    本厂已迁移到上述地址, 特此通知。    I inform you that I have now removed my factory to the above addre.    我方已在本市开设贸易与总代理店, 特此

通知：

本厂已迁移到上述地址, 特此通知。

I inform you that I have now removed my factory to the above addre. 我方已在本市开设贸易与总代理店, 特此通知。同时, 恳请订购。

Having established ourselves in this city, as merchants and general agents, we take the liberty of acquainting you of it, and solicit the preference of your order. 本公司于5月1日将改为股份有限公司, 特此奉告。

We are pleased to inform you that our busine will be turned into a limited company on the 1st May. 本公司股东年会, 将于3月1日在银行家俱乐部召开, 特此函告。

Notice is hereby given that the annual general meeting of the shareholders of our company will be held at the Bankers\' Club on Mar.1. 今天我们已付给R.S.先生120美元, 特此告知。

By this we inform you that we have today paid Mr.R.S.$120. 通过这些渠道, 他们会发来甚多订单, 特此函告。

Through these lines, we intimate you that they may send you considerable orders.

回信：

本公司断定我们所提供的货色优良, 价格公道, 感谢贵公司给我们一个机会, 使我们的要求得以实现。

We are certain that we are offering a sound article at popular price, and we should appreciate an opportunity to substantiate our claims. 贵公司5月6日函悉, 本公司无法承购贵公司开价的商品。此复。

In answer to your favour of the 6th May, we inform you that we are unable to take the goods offered by you. 关于贵公司所询麦麸一事, 现可提供该货20吨。

In answer to your inquiry for bran, we offer you 20 tons of the same. 贵函收悉, 此地商场仍保持平静。

Answering to your letter, we state that the market remains quiet.

至今未复5月8日贵函, 甚感歉疚, 还望原谅。

Kindly excuse our not replying to your favour of the 8th May unitl today. 本月8日贵函敬悉。??先生是位诚实可靠的人, 特此告知。

In response to your letter of the 8th inst., I am pleased to say that Mr.?? is a man of trustworthy character. 关于所询H.先生的情况, 谨此高兴地告知, 他是一位足以信赖的人。

In response to your inquiry respecting Mr.H., we have pleasure in stating that he is a thoroughly reliable man. 关于S.公司的情况, 我们特此欣然函复。

We are glad to answer your inquiry concerning S.& Company. 关于J.先生的情况, 谨此高兴地告知, 我们认为他是绝对可以信赖的人。

Answering to your inquiry respecting Mr.J., we are pleased to say that we found him absolutely reliable. 17日贵函关于结帐一事, 谨此告知, 我们将很快寄去支票。

Replying to your letter of the 17th respecting the account, I will send you a cheque shortly. 谨复贵公司本月10日函询; 我们不能提供贵公司特定的那种餐盘的报价。

Replying to your inquiry of the 10th inst., we are unable to offer you plates of the size you specify. 贵函收悉, 我们已将样品提交本公司的买方, 特此奉告。

In reply to your letter, we are pleased to inform you that we have shown the sample to our buyer. 你方6月12日的来函收悉, 兹寄去面额为150美元的支票一张, 谨此奉复。 In reply to yours of 12th June, I send herewith a cheque, valuing $150. 收讫：

您昨日来信已收悉, 谨于此按您所约定的条件。接受此项任务。

I acknowledge receipt of your letter of yesterday, and gratefully accept the appointment on the terms you mention. 6月1日贵函敬悉。

We are pleased to acknowledge receipt of your favour of the 1st June.

本月5日来函敬悉。

We acknowledge receipt of your letter of the 5th inst. 本商品将于12月最后一班轮船付运, 货到时请惠于告知。

Kindly acknowledge receipt, and have the goods sent by the last steamer in December. 我们如期收到您5月15日的信, 信中所谈事宜尽悉。谢谢。

We duly received your favour of the 15th May, contents of which we note with thanks. 6月6日来函收悉, 我们无法交运该货, 甚感遗撼。

We are in poeion o fyour favour of the 6th June, and regret having to inform you that it is impoible for us to deliver the goods. 7月15日寄来的货物发票收悉。

We are in poeion of your invoice of the 15th July. 7月7日的贵函收悉, 感谢您订购下列货物: ... Your favour of the 7th July is at hand, and thank you for your order for: ... 7月10日来函敬悉。

Your favour of the 10th July came duly to hand. 您昨天的信和所附来的100美元的支票均已收悉。

Your favour of yesterday covering a chequie of $100 is duly to hand. 昨天贵函已收悉。

Your favour of yesterday is duly received. 我们已收到您昨日写的信。

We have received your letter of yesterday. 我们如期收到您昨日发来的信。

We duly received your letter of yesterday. 我们于5月1日收到您4月3日的信。

We received on the 1st May your valued favour dated 3th April. 我们如期收到您5月27日函和附来的150美元的汇票。

We duly received your favour of the 27th May, with a draft for $150.

2月6日来函收悉。

We have received your letter dated 6th February. 您6月5日的来函收悉, 多谢。

We have to own with thanks the receipt of your favour of 6th June. 确认：

确认

To confirm||Confirming||Confirmation 为确认

In Confirmation of 确认书

A letter of confirmation 关于上周本公司通过电话给您的报价, 我们特予以确认。

We confirm our call of last week respecting our offers to you. 兹确认我们5月3日所发函并告知您发来的货物已如期到达。

We confirm our respects of the 3rd May, and inform you that your consignment has duly arrived. 兹确认已收到\"O\"号轮船送来的货物, 现寄去550美元的支票一张。请查取。 I confirm the receipt of your shipment by m.s.\"O\", and now send you a cheque, valuing $550. 兹确认我上星期致您函, 请及早约定与我方代表面谈的日期。

Confirming our letter of last week, we ask you to appoint an early interview with our representative. 兹确认本公司6月11日的信, 同函附上50包的提单。请查收。

Confirming ours of the 11th June, we now hand you enclosed B/L for 50 packages. 兹确认昨天致您的信并欣告今天我们已给你们开出汇票。

We confirm our respects of yesterday, and have the pleasure to inform you that we have drawn this day on you.

兹确认您昨天向我们提出的订单。承惠顾非常欣慰。

We have much pleasure in confirming herewith the order which you kindly placed with us yesterday. 您对我公司所提订单, 请务必于明天下午三时前来电确认。

Kindly let us have confirmation of these orders by telegraph tomorrow by 3 p.m. 谨确认今日电报, 非常遗撼, 该工厂于昨夜被毁于火。

In confirmation of my cable today, I regret to state that the factory was conpletely destroyed by fire last night. 为确认今早电话中所订货物, 请寄来订货单。

Kindly give us an order sheet in confirmation of the meage by telephone of this morning. 愉快欣慰：

我们欣慰地告知你们, 我们将于明日给银行寄去5张面额为500美元的债券。 We have the pleasure to inform you that we will forward by tomorrow\'s mail to the Bank five bonds of $500 each. 您昨日告知向上海发出25箱的信函我们已敬悉。

We have the pleasure to acknowledge your favour of yesterday advising 25 cases for Shanghai. 同函奉上有关文件。

We have the pleasure of enclosing herewith the documents. 谨送上50,000美元的支票一张。

We have pleasure in forwarding you a cheque for $50,000. 兹随信附去50包棉花的提单一张。

We have pleasure in enclosing herewith a Bill of Lading covering 50 bales of cotton. 祈注意 \"B House\" 是B大街10号。

We have pleasure to bring to your notice \"B House\" No.10B Avenue. 我们愿向您提出下列订货: ... We have much pleasure of placing the following order with you: ...

谨以此确认我今晨的口头订货。

I have much pleasure in confirming my verbal order of this morning. 我们高兴地通知您, 从伦敦给您发来的书和其它东西的邮包已经到达。

We take pleasure in informing you that a parcel containing books and others has arrived for you from London. 我们愿按每磅900美元接受您的订单。

We shall be pleased to enter your order at $900 per pound. 今愿提供玩具10箱每箱优惠价1000元。

I shall be pleased to supply you with 10 cases of toys at the low price of $1000 per box. 我们将乐意您参观本公司所出售的几种保险柜。

We shall be pleased to show you some of our safes. 我们欣慰的告知您, 去年度业务是最成功的一年。

We are glad to inform you that the past year has been a most succeful one. 兹报告本市的S.公司情况。

We are glad to report on S.& Co., of this cith. 敝人欣闻您已接受我的报价。

I an glad that you have accepted my offer. 如蒙告知所需印刷费用, 则不胜欣慰。

I Shall be glad if you will kindly give me a price for printing. 兹答复所询有关S.公司的情况。

We are glad to answer your inquiry concerning S.& Company. 附函附件：

按照本函下列清单, 附上应兑现的汇票。

We enclose for realization drafts as per the list at foot. 请查收所开出的下列汇票。

Enclosed please find drafts drawn as follows:

今随信奉上由\"静冈号\"发往香港的货物提单两张。

Enclosed we hand you two Bills of Lading fo rthe goods, per m.s.\"Shizuoka Maru\" to Hongkong. 依照您的订单同函奉上80包羊毛的发票, 请查收。

Enclosed please find the invoice of 80 bales wool bought by your order. 随信附上50箱货物的发票, 请查收。

Enclosed you will find an invoice of 50 cases goods. 随信附上订单三张, 请立即安排。

Enclosed please find three orders for immediate attention. 随信附上贴邮票的信封一个, 静候回音。 A stamped envelope is enclosed for reply. 随函附上订单一张, 请填妥后并附来支票为荷。

An order form is enclosed.Fill it out and attach your check. 同函附上10箱货物共价5,000美元的发票一张。

Enclosed we hand you an invoice, $5,000, for 10 cases goods. 随信附上我西雅图公司以贵公司为抬头面额为100美元的汇票一张。

Enclosed we hand you a draft, $100, drawn on your goodselves by our seattle house. 迅即：

迅速

urgently||promptly||immediately||with all speed 请尽快将空袋退回为盼。

Kindly see the empty sacks are returned as promptly as poible. 这批货物立即由火车发往你处。

The goods were at once despatched by rail to your addre. 请尽快下达通知书为荷。

Please give us forwarding instructions as soon as poible. 请立即将这些货物运往伦敦码头. Please deliver these goods immediately to the London dock.

依照关于：

依照

according to||agreeably to||conformably to||pursuqnt to||in accordance with 关于

about||regarding||concerning||as to||as regards||with regard to 依照他的建议, 我们冒味的向您提供您在本地的委托服务。

On his suggestion, we take the liverty of offering our services for any commiion which you wish to have executed here. 依照今天上午的谈话, 随函呈上本公司新产品的小册子一本。

Referring to our conversation of this morning, we enclose a pamphlet describing our new articles. 根据我们今天的电话交谈, 请于明日运来上述货物10箱。

Referring to our telephonic meage of today, please deliver the above ten cases tomorrow. 关于本月6日的来信, 我高兴地告知, 该商品的需求量甚大。

With reference to your letter of the 6th inst., we are glad to inform you that there has been a great demand for the articles. 关于对我方代表的电话查询, 我们高兴的告知货物的收据已经发现。

With reference to our representative\'s call, we are pleased to say that we have obtained the receipt for the goods. 依照6月6日来信, 我们已由东海道铁路将50箱货发出。

In accordance with your letter of the 6th June, we are sending off by the Tokaido line the fifty cases. 依照昨日来函, 今晚已发出威士忌5箱。

In accordance with your letter of yesterday, I am sending tonight 5 cases of whisky. 依照您上月20日的订单, 我们已经向您发出原棉30包。

According to your order of the 20th ult., we have sent you 30 bales of raw cotton.

依照您对本公司J.先生的要求, 我们已另邮寄去10支的三合股纱样品。

In compliance with your request to our Mr.J., we have pleasure in sending by separate post a sample of our 10s.3-ply yarn. 依照您的要求, 我们已通过山田公司向您发去40包棉花。

Agreeably to your request, we have sent you, through Mers.Yamada & Co., 40 bales of cotton.

期满到期：

我们如期收到您7月30日的来信。

I received in due course your letter of the 30th July. 该轮将于5月5日晨, 如期到达横滨港。

The steamer will due in Yokohama on the morning of the 5th May. 这张票据将于9月1日到期。

The bill falls due on September 1. 甚至到本月中旬, 折扣率也未下降到日率二分以下. The discount rates have failed to come down below 2 sen per diem, even in the middle of the month. 我们如期收到您6月10日的贵函。

We have duly receiveed your valued favour of the 10th June.

每个、依照：

由代理

per pro.||by proxy 每年

per annum||yearly 每月

per mensem||monthly 每天

per diem||daily 每人

per man||per capital

每一个||每一件 per piece 每磅 per lb. 每一包 per b. 每一吨 per ton 每一码 per yard 每一瓶 per bottle 百分之?? per cent||per cent.||percent||?? % 经本公司代表与你方的面谈结果, 本公司愿承担为贵公司的船运代理人。

In reference to the interview our representative had with you, we offer to your goodselves our services as shipping-agents. 随信寄上帐单一张, 如能尽快将款汇下, 则不胜感激。

We enclose you a statement of account, for which your remittance at your earliest convenience will oblige. 我们收到您5月19日来信, 我们已于今日发电确认, 请参阅所附该电抄件。 We have received your favour of 19th May, and confirm our today\'s telegram as per the copy enclosed. 对于装载贵轮船的货物, 已办妥保险。

We have completed the insurance on the cargo per your steamer. 抱歉遗憾：

此时, 我只能请您接受我的歉意。

Meanwhile, I can only ask you to accept my apologies.

请您宽恕我们的这一错误。

We apologize you for the mistake. 麻烦不少, 请您宽恕。

We apologize you for troubling you. 从你们 5月10日信中得知, 你方客户仍对该条件不表满意, 甚为遗憾。

We are sorry to learn from your letter of the 10th May that your customer is still diatisfied with the condition. 在时机尚未成熟以前, 我们就冒昧地写信谈及此事, 对此甚表遗憾。

We are sorry that we have taken the liverty in writing you prematurely on the subject. 我们遗憾地告诉您, 其中两箱, 质量极为差劣。

I am regretted to have to inform you that two cases of them are so bad in quality. 我们遗憾地告诉您, 本公司在R.C.15的房产, 因昨日下午失火, 已部分烧毁。 We regret to inform you that our premises at 15 R.C.were partly destroyed by fire yesterday afternoon 听说P.R.公司已破产, 甚为遗憾。

I learnt with regret of the failure of mers P.R.& Co. 表示抱歉

To take the liberty of doing something||To take the liberty to do something 甚感遗撼, 请多包涵。

To regret||To be sorry||To be chagrined||To be mortified||To be vexed 对此事给您带来的不便, 请接受我们的歉意。

Please accept our apologies for the inconvenience this matter has given you. 荣幸：

今天, 我们感到很荣幸能和 M.威尔森教授欢聚一堂。

Today, we feel very much honoured to have Prof.M.Wilson with us.

特别使我们感到荣幸的是能有机会遇到你们各位知名人士。

We feel speially honoured to be given this opportunity to meet such a nice group of distinguished people like you. 对于..甚感荣幸

To have the honour of doing||To have the honour to do

感谢：

承告知该若干套不合格产品, 我方愿妥善处理不误。

We appreciate your telling us about the defective sets, and are glad to make things right. 在感谢您过去惠予支持的同时, 希望对我新公司也继续给予信赖。

While thanking you for your valued support, I wish to asc for a continuance of your confidence in the new company. 藉此机会, 让我们对凡在业务发展方面给予有力支持的朋友、客户表示感谢。 We take this opportunity to thank our patrons and friends for the liberal support extended to us during our busine career. 藉此机会, 让我们对您过去珍贵的支持表示感谢, 对您今后的订单, 我们将保证继续格外关照。

We take this opportunity of thanking you for your past valued support, and of auring you that your orders will continue to receive our best personal attention. 我们满怀信心的向您保证, 您所给予我们任何的业务, 我们都会以完全使您满意的方式去执行。

We can confidently aert that any busine with which you may favour us will be transacted in such a manner as will afford you the fullest satisfaction. 谢谢您的查询或询价。

We thank you for your inquiry. 承蒙您的好意, 甚为感谢。

thank you very much for your courtesy. 谢谢您的订货或订单。 thank you for you order.

提供服务：

我们随时乐意为您服务。

We are always pleased to serve you at any time. 如有机会为您服务, 我们将非常感谢。

We thank you for the opportunity to be of service to you. 同时, 请牢记我们最诚挚的心愿和为您服务的热望。

In the meantime, please be aured of our most cordial good wishes and of our desire to be of service. 请相信, 我们将非常感谢您能为我们 提供服务机会。

We wish to aure you that we appreciate an opportunity afforded us for service. 我们渴望为您服务。

We are anxious to be able to seve you. 希望愿望：

我们盼望着您的好消息。

We hope to hear from you favourably. 您在商场上如有需求, 即盼来函询价。

I hope to receive your inquiries when in the market. 我们希望能收到您的订单。

We hope to be favoured with your order. 我期待着您的好消息。

I hope to hear favourably from you. 我们希望这一行动能得到您的同意。

We hope this action will meet with your approval. 我们希望您能很快对此事做出决定。

We hope that you will give this matter prompt attention. 留意签名：

惠请留意我们每个人在下面的签名。

We would ask you kindly to note our respective signatures given below.

下面是他的签名传真件, 请惠予留意, 该签名效果与我的相同。

Below you will find a facsimile of his signature, which I ask you to regard as my own. 惠请留意我的签名。

Have the kindne to take note of my signature ... 请留意附在下面的签名。

I request your attention to his signature, appended below. 诚请回信：

回信

by return||by return of post||by return of mail 为供您回信方便, 随信附去免贴邮票的信封一个。

A return envelope that requires no postage is enclosed for your convenience in replying. 请开20美元的支票一张, 放在所附信封里, 立即寄给我们。

Make out your check for $20, put it in the enclosed envelope, and start it on its way to us--now. 为了使您从我们这里取得更进一步信息, 随信附去明信片一张备用。

A postcard is enclosed for your convenience in requesting further information. 届时, 用明信片告知我们, 本公司乐意奉告, 当然不会增加任何麻烦。

Then send back the postcard and we\'ll gladly tell you--without a bit of obligation, of course.

一、介绍信

1.Dear Mr/Ms,

This is to introduce Mr Frank Jones ,our new marketingspecialist who will be in London from April 5 to midApril on busine.We shall appreciate any help you can give Mr Jones andwill always be happy to reciprocate. Yours faithfully

尊敬的先生/小姐，

现向您推荐我们的市场专家弗兰克·琼斯先生。他将因公务在四月15日到四月中旬期间停留伦敦。

我们将非常感谢您向琼斯先生提供的任何帮助，并非常高兴施以回报。

您诚挚的 2.Dear Mr/Ms, We are pleased to introduce Mr Wang You, our import managerof Textiles Department.Mr Wang is spending three weeksin your city to develop our busine with chief manufacturesand to make purchases of decorative fabrics for the comingseason.We shall be most grateful if you will introduce him toreliable manufacturers and give him any help or advice he mayneed. Your faithfully 尊敬的先生/小姐，

我们非常高兴向您介绍我们纺织部的进口经理王有先生。王先生将在你市度过三周，他要与主要的生产厂家拓展商务并为下一季度采购装饰织品。

如能介绍他给可靠的生产厂家，向他提供所需的任何帮助或建议，我们将不胜感谢。

您诚挚的

二、感谢信 Dear Mr/Ms, Thank you for your letter of June 4, enclosing anaccount of the organization and work of your Chamberof Commerce and Industry.We are very grateful for such a detailed account ofyour activities.This information is certain to helpincrease our future cooperation. Yours faithfully 尊敬的先生/小姐，

谢谢您六月四日的来信及随信附上的说明书，该说明书描述了你们工商总会的工作与组织结构。对给我们一个你们活动如此详细的描述，我们表示非常感谢。这一信息一定能帮助促进我们未来的合作。

你诚挚的

三、祝贺信 1.Dear Mr/Ms, On the occasion of the 35th anniversary of your NationalDay, please accept our heartiest congratulations.May the trade connections between our countries continueto develop with each paing day! Yours faithfully 尊敬的先生/小姐，

值此国庆三十五周年之际，请接受我们最真诚的祝贺。愿我们两国之间的贸易联系持续发展。

你诚挚的

2.Dear Mr Minister Allow me to convey my congratulations on your promotionto Minister of Trade.I am delighted that many yearervice you have given to your country should have beenrecognized and appreciated.We wish you succe in your new post and look forwardto closer cooperation with you in the development oftrade between our two countries. Sincerely 尊敬的部长先生，

请允许我向您升任贸易部长表示祝贺。多年来你对国家的贡献被认可，欣赏，我非常高兴。我们祝愿您在新的职位取得成功，期待我们两国在贸易发展上进一步合作。

诚挚的

四、回复信 Dear Mr/Ms,

Thank you for your letter conveying congratulations onmy appointment.I wish also to thank you for the aistance you havegiven me in my work and look forward to bettercooperation in the future. Sincerely 尊敬的先生/小姐，

感谢你来信对我的任命表达的祝贺。

我也感谢您对我的工作给予的支持，并期望未来能有更好的合作。

诚挚的

五、邀请信与答复

1、邀请信 Dear Mr/Ms, We should like to invite your Corporation to attend the 1997 International Fair which will be held from April 29 to May 4 at the above addre.Full details on the Fair will be sent in a week.We look forward to hearing from you soon, and hope that you will be able to attend. Yours faithfully 尊敬的先生/小姐，

在上述地址，我们想请贵公司参加于四月二十九日到五月四日举办的1997国际商品交易会，关于交易会的详情我们一周内将寄给你。

希望不久能收到你的来信，并能来参加。

您诚挚的

2、肯定答复 Dear Mr/Ms, Thank you for your letter of March 20 inviting our corporation to participate in the 1997 International Fair.We are very pleased to accept and will plan to display our electrical appliances as we did in previous years.Mr Li will be

in your city from April 2 to 7 to make specific arrangements and would very much appreciate your aistance. Yours faithfully 尊敬的先生/小姐，

感谢三月二十八日来信邀请我们公司参加1997国际商品交易会。

我们乐于参加并计划展示我们前几年生产的电子设备。李先生将于四月二日至七日去你市做具体安排，非常感谢你的协助。

你诚挚的

3、否定的答复 Dear Mr/Ms, Thank you very much for your invitation to attend the 1997 Internationl Fair.As we are going to open a repair shop in your city at that time, we are sorry that we shall not be able to come.We hope to see you on some future occasion. Yours faithfully 尊敬的先生/小姐，

非常感谢您邀请我们参加1997国际商品交易会。由于我们将于同一时间到你市新开一家维修店，非常抱歉我们不能前去。

希望以后在某些场合见到您。

您诚挚的

27种外贸英语函电格式

进出口贸易 2009-10-28 10:52 阅读5 评论0

字号： 大 中 小

1.请求建立商业关系

Rogers Chemical Supply Co.10E.22Street Omaha8, Neb Gentlemen: We have obtained your name and addre from Aristo Shoes, Milan, and we are writing to enquire whether you would be willing to establish busine relations with us.We have been importers of shoes for many yea

rs.At present, we are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of busine.We look forward to your early reply.

Very truly yours

自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。如价格公道，本公司必大额订购。 烦请早日赐复。 此致 2.回复对方建立商业关系的请求

Thank your for your letter of the 16th of this month.We shall be glad to enter into busine relations with your company.In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range.Payment should be made by irrevocable and confirmed letter of credit.Should you wish to place an order, please telex or fax us?

本月16日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为盼。此致 敬礼 3.请求担任独家代理

We would like to inform you that we act on a sole agency basis for a number of manufacturers.We specialize in finished cotton goods for the Middle Eastern market: Our activities cover all types of household linen.Until now, we have been working with your textiles department and our collaboration has proved to be mutually beneficial.Please refer to them for any information regarding our company.We are very interested in an exclusive arrangement with your factory for the promotion of your products in Bahrain.We look forward to your early reply.

本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销中东。 与贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。盼望能成为贵公司独家代理，促销在巴林市场的货品。 上述建议，烦请早日赐复，以便进一步联系合作。 此致 敬礼 4.拒绝对方担任独家代理

Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens.I regret to say that, at this stage, such an arrangement would be rather premature.We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works.It would be neceary for you to test the market for our products at you end.You would also have to build up a much larger turnover to justify a sole agency.We enclose price lists covering all the products you are interested in and look forward to hearing from you soon.

9月1日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时机尚未成熟，不能应允该安排深感抱歉。然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。奉上该货品之报价单，敬希查照。专此候复。此致敬礼 5.同意对方担任独家代理

Thank you for your letter of 12 April proposing a sole agency for our office machines.We have examined our long and, I must say, mutually beneficial collaboration.We would be very pleased to entrust you with the sole agency for Bahrain.From our records, we are pleased to note that you have two service engineers who took training courses at our Milan factory.The sole agency will naturally be contingent on you maintaining qualified after sales staff.We have drawn up a draft agreement that is enclosed.Please examine the detailed terms and conditions and let us know whether they meet with your approval.On a personal note, I must say that I am delighted that we are probably going to strengthen our relationship.I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan.

My very best wishes to you and your wife.

4月12日建议担任为公室器具之独家代理来信已经收悉。 过去双方合作皆互利互助，能获您的眷顾作我公司于巴林的独家代理，殊感荣幸。据知您公司两服务技师曾到我公司米兰工厂受训。相信您公司在取得代理权后，仍会继续注重

合格售后服务人员的训练。现随信附上协议草稿， 请查实各项条款 ，惠复是盼。 能加强业务，我亦感到欣喜，前次到访巴林，蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主之谊。此致 敬礼 6.借引荐建立业务关系

At the beginning of this month, I attended the Harrogate toy fair.While there, I had an interesting conversation with Mr.Douglas Gage of Edutoys plc about selecting an agency for our teaching aids.Douglas described your dynamic sales force and innovative approach to marketing.He attributed his own company\'s succe to your excellent distribution network which has served him for several years.We need an organization like yours to launch our products in the UK.Our teaching aids cover the whole field of primary education in all subjects.Our patented ‘Matrix’ math apparatus is particularly succeful.You may have reservations about American teaching aids suiting your market.This is not a problem since we have a complete range of British English versions.I enclose an illustrated catalogue of our British English editions for your information.Please let me have your reactions to the material.I shall be in London during the first two weeks of October .Perhaps we could arrange a meeting to discu our proposal.

本用初参观哈洛加特玩具交易会时有幸与教育玩具股份有限公司的道格拉斯·盖齐先生一谈，提及本公司正物色代理人推广教学器材一事。盖齐先生赞扬贵公司积极推广产品，不断推出新的推销方法，并把其公司的成就归于贵公司完善的经销网络。贵公司的经验，正能替本公司在英国经销产品。本公司生产初级教育各学科的教育器村、专利产品梅特里克教学器材更傲视同侪。除美国教学器材外，亦备有全套英式英语版教材，适合当地市场，贵公司无需忧虑切合市场需求。现附上配有插图的英式英语版教材目录，盼抽空细阅，并赐知宝贵意见。本人拟于10月头两星期前往伦敦，未知能否安排会面，就以上建议作一详谈?

此致 敬礼

7.邀请参观贸易展览会

Many thanks for your letter and enclosures of 12 September.We were very interested to hear that you are looking for an UK distributor for your teaching aids.We would like to invite you to visit our booth, no.6,

at next month\'s London Toy Fair, at Earl\'s court, which starts on 2 October.If you would like to set up an appointment during non exhibit hall hours please call me.I can then arrange for our sensor staff to be present at the meeting.We look forward to hearing from you.

多谢9月12日的来信和附件。获悉贵公司有意物色英国销售商推广教学辅助设备， 甚感兴趣。 本公司将于10月2日于厄尔大楼举行的耸敦玩具商品交易会上展示产品，诚邀贵公司派员参观设于46号之摊位。如能安排于非展出时间面谈，烦请电复。定必委派高层人员赴会。 本公司深知贵公司产品精美质优，希望能发展互惠之业务。特此奉告，并候复音。 8.与过去有贸易往来的公司联系

We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading succefully in your region.We would like to extend our congratulations and offer our very best wishes for your continued succe.Before the war in Lebanon, our companies were involved in a large volume of trade in our textiles.We see from our records that you were among our best tem customers.We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon.Since we last traded, our lines have changed beyond recognition.While they reflect current European taste in fabrics, some of our designs are specifically targeted at the Middle Eastern market.As an initial step, I enclose our illustrated catalogue for your perusal.Should you wish to receive samples for closer inspection, we will be very happy to forward them.We look forward to hearing from you.

从同行中获悉贵公司贝鲁特复业，生意发展迅速。得闻喜讯，不胜欢欣。谨祝业务蒸蒸日上。 黎巴嫩战事发生前双方曾有多宗纺织品交易；贵公司更是本公司十大客户之一。现今战事平息，亟盼能重展双方互惠的业务联系。自上次合作至令，产品款式变化极大。除了有迎合欧洲人口味的款式这外，亦有专门为中东市场而设计的产品。现奉上配有插图的商品目录供 初步参考。职需查看样本，还望赐知。 9.确认约会

I would like to confirm our appointment to discu the poibility of merging our distribution networks.I am excited of the prospect ofexpanding our trade.As agreed, we will meet of our office in Bond Street at 9.30a.m.on Monday 20 March.I have scheduled the whole day for the meeting.If for any reason you are unable to attend, please phone me so that we can make alternative arrangements.Please let me know if you would like our office to arrange hotel accommodation.I look forward with great pleasure to our meeting.

承蒙拔冗讲讨论合并双方销售网，以扩大贸易发展范围，深感兴奋。现特修函确定会议日程。 谨于3月20日星期一在邦德街办公室候教，请贵公司代表于当日早上9时莅临指导。若因故未能抽空出席，烦请致电告知，以便另行安排会晤。 未知是否需代为安排旅馆膳宿?请尽早赐知，以便早作准备，款待贵客。

1.请求建立商业关系

Rogers Chemical Supply Co.10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and addre from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish busine relations with us.We have been importers of shoes for many years.At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of busine.We look forward to your early reply. Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。 如价格公道，本公司必大额订购。 烦请早日赐复。 此致 2.回复对方建立商业关系的请求

Thank your for your letter of the 16th of this month.We shall be glad to enter into busine relations with your company.In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range.Payment should be made by irrevocable and confirmed letter of credit.Should you wish to place an order, please telex or fax us. 本月16日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传

谨此预祝会谈成功。

或传真为盼。 此致 敬礼 3.请求担任独家代理

We would like to inform you that we act on a sole agency basis fora number of manufacturers.We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types of household linen.Until now , we have been working with your textiles department and our collaboration has proved to be mutually beneficial.Please refer to them for any information regarding our company.We are very interested in an exclusive arrangement with your factoryfor the promotion of your products in Bahrain.We look forward to your early reply.` 本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销中东。 与贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。 盼望能成为贵公司独家代理，促销在巴林市场的货品。 上述建议，烦请早日赐复，以便进一步联系合作。 此致 敬礼 4.拒绝对方担任独家代理

Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens.I regret to say that, at this stage ,such an arrangement would berather premature.We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works.It would be neceary for you to test the market for our productsat you end.You would also have to build up a much larger turnover tojustify a sole agency.We enclose price lists covering all the products you are interested in and look forward to hearing from you soon. 9月1日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时机尚未成熟，不能应允该安排深感抱歉。 然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。奉上该货品之报价单，敬希查照。专此候复。此致 敬礼

5.同意对方担任独家代理

Thank you for your letter of 12 April proposing a sole agency for our office machines.We have examined our long and ,I must say ,mutually beneficial collaboration.We would be very pleased to entrust you with the sole agency for Bahrain.From our records, we are pleased to note

that you have two service engineers who took training courses at our Milan factory .the sole agency will naturally be contingent on you maintaining qualified aftersales staff.We have drawn up a draft agreement that is enclosed.Please examine the detailed

terms and conditions and let us know whether they meet with your approval.On a personal note, I must say that I am delighted that we are probably going to strengthen our relationship.I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan .My very best wishes to you and your wife. 4月12日建议担任为公室器具之独家代理来信已经收悉。 过去双方合作皆互利互助，能获您的眷顾作我公司于巴林的独家代理，殊感荣幸。 据知您公司两服务技师曾到我公司米兰工厂受训。相信您公司在取得代理权后，仍会继续注重合格售后服务人员的训练。现随信附上协议草稿， 请查实各项条款 ，惠复是盼。 能加强业务，我亦感到欣喜，前次到访巴林，蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主之谊。 此致 敬礼 6.借引荐建立业务关系

At the beginning of this month , I attended the Harrogate toy fair.While there , I had an interesting conversation with Mr.Douglas Gage of Edutoys plc about selecting an agency for our teaching aids.Douglas described your dynamic sales force and innovative approach to marketing.He attributed his own company\'s succe to your excellent distribution network which has served him for several years.We need an organization like yours to launch our products in the UK.Our teaching aids cover the whole field of primary education in all subjects .Our patented ‘Matrix’ math apparatus is particularly succeful.You may have reservations about American teaching aids suiting your market.This is not a problem since we have a complete range of British English versions.I enclose an illustrated catalogue of our British English editions for your information.Please let me have your reactions to the material.I shall be in London during the first two weeks of October .Perhaps we could arrange a meeting to discu our proposal. 本用初参观哈洛加特玩具交易会时有幸与教育玩具股份有限公司的道格拉斯·盖齐先生一谈，提及本公司正物色代理人推广教学器材一事。 盖齐先生赞扬贵公司积极推广产品，不断推出新的推销方法，并把其公司的成就归于贵公司完善的经销网络。贵公司的经验，正能替本公司在英国经销产品。 本公司生产初级教育各学科的教育器村、专利产品梅特里克教学器材更傲视同侪。 除美国教学器材外，亦备有全套英式英语版教材，适合当地市场，贵公司无需忧虑切合市场需求。 现附上配有插图的英式英语版教材目录，盼抽空细阅，并赐知宝贵意见。本人拟于10月头两星期前往伦敦，未知能否安排会面，就以上建议作一详谈? 此致 敬礼

7.邀请参观贸易展览会

Many thanks for your letter and enclosures of 12 September.We were very interested to hear that you are looking for an UK distributor for your teaching aids.We would like to invite you to visit our booth,no.6,at next month\'s London Toy Fair, at Earl\'s court , which starts on 2 October.If you would like to set up an appointment during non exhibit hall hours please call me.I can then arrange for our sensor staff to be present at the meeting.We look forward to hearing from you. 多谢9月12日的来信和附件。获悉贵公司有意物色英国销售商推广教学辅助设备， 甚感兴趣。 本公司将于10月2日于厄尔大楼举行的耸敦玩具商品交易会上展示产品，诚邀贵公司派员参观设于46号之摊位。如能安排于非展出时间面谈，烦请电复。定必委派高层人员赴会。 本公司深知贵公司产品精美质优，希望能发展互惠之业务。 特此奉告，并候复音。

8.与过去有贸易往来的公司联系

We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading succefully in your region.We would like to extend our congratulations and offer our very best wishes for your continued succe.Before the war in Lebanon , our companies were involved in a large volume of trade in our textiles.We see from our records that you were among our best tem customers.We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon.Since we last traded, our lines have changed beyond recognition.While they reflect current European taste in fabrics, some of our designs are specifically targeted at the Middle Eastern market.As an initial step , I enclose our illustrated catalogue for your perusal.Should you wish to receive samples for closer inspection, we will be very happy to forward them.We look forward to hearing from you. 从同行中获悉贵公司贝鲁特复业，生意发展迅速。得闻喜讯，不胜欢欣。谨祝业务蒸蒸日上。 黎巴嫩战事发生前双方曾有多宗纺织品交易；贵公司更是本公司十大客户之一。现今战事平息，亟盼能重展双方互惠的业务联系。 自上次合作至令，产品款式变化极大。除了有迎合欧洲人口味的款式这外，亦有专门为中东市场而设计的产品。现奉上配有插图的商品目录供 初步参考。职需查看样本，还望赐知。 9.确认约会

I would like to confirm our appointment to discu the poibility of merging our distribution networks.I am excited of the prospect ofexpanding our trade.As agreed, We will meet of our office in bond street at 9.30a.m.on Monday 20 March.I have scheduled the whole day for the meeting.If for any reason you are unable to attend , please phone me so that we can make alternative arrangeme

nts.Please let me know if you would like our office to arrange hotel accommodation.I look forward with great pleasure to our meeting. 承蒙拔冗讲讨论合并双方销售网，以扩大贸易发展范围，深感兴奋。现特修函确定会议日程。 谨于3月20日星期一在邦德街办公室候教，请贵公司代表于当日早上9时莅临指导。若因故未能抽空出席，烦请致电告知，以便另行安排会晤。 未知是否需代为安排旅馆膳宿?请尽早赐知，以便早作准备，款待贵客。 谨此预祝会谈成功。 10.感谢客户订货

Gillette-burns Co.322 Gleenwood street Gleveland 5,Ohio Glentlemen: Thank you for your order no,464 of 20 september.The models you selected from our showroom went out today under my personal supervision.The package is being airfreghted to you on swiair.The relevant documentation is enclosce.I enjoyed meeting yiu and hope that this order represents the beginning of a long and prospe rous relationship between oiur companies.The next time you visit us ,please let me know in advance so that I can arrange a luch for you with our derectors.Sincerely yours 谢谢9月20日第464号定单。今天我已新自监督发送您自展览室挑选的产品。该产品随附有关文件经瑞士航空公司运送。 很荣幸与你会面，衷心希望是次定单能加强双方的关系。下次到访前，烦请赐知，俾能安排与本公司董事共进午餐。 11.向长期客户推销新产品

I enclose an illustrated supplement toour catalogue.It covers the latest designs which are now available from stock.We are most gratified that you have, for several yeas.Include a selection of our products in your mail-order catalogues.The resulting sales have been very steady.We believe that you will find our new designs most attractive.Theyshould get a very good reception in your market.Once you have had time to study the upplement , please let us know if you would like to take the matter further.We would be very happy to send samples to you for closer inspection.For your information, we are planning a range of claical English dinner services which ,should do well in the North American market.We will keep you informed on our progre and look forward to hearingfrom you. 随函寄奉配有插图的商品目录附页，介绍最新设计的产品。贵公司的邮购目录多年来收录本公司产品，产品销售成绩理想，特此致以深切谢意。最新设计的产品巧夺天工，定能吸引顾客选购。烦请参阅上述附页，需查看样本，请赐复，本公司乐意交劳。本公司现正设计一系列款式古典的英国餐具，适合北美市场需求。如感兴趣，亦请赐知。愿进一步加强联系，并候复音。

12.为商贸指南兜揽广告

Thank you for your busine.You arecurrently represented in our directory.This is the only directory of its kind which reaches all companies in the building and construction industry in the UK.Advertising in our directory was a wise move on your part.We are currently compiling a new edition of the director -y which willbe published in April 1995.The new edition will be expanded to include major manufacturers of plumbing equipment in the European Community.For proper coverage in the directory, you ought to appear in more than one category.If you do opt for a multiple listing, you will be ableto buy space in additional categories at half price.You can be aured that the new edition will be on the desks of allthe major decision makers in the building and hardware trades.Please complete the enclosed form and return it with the appropriate fee.Thanks again for your busine. 衷心感谢惠顾。贵公司商号已刊登在本公司的商贸指南中。该指南乃唯一覆盖英国全部建筑公司的刊物，在此刊登广告确是明智之举。现下筹备1998年4月版的贸易批南，新版会罗列欧洲贡同体的主要铅管业制造商。为达到出色的宣传效果，贵公司宜考虑在不同类别刊登广告。如蒙惠顾，除首个广告外，其余类别的广告将可获半价优惠。该指南将分送给所有建筑公司和五金器具公司主管。烦表填妥随附表格，连同广告费用一并寄回。专此盼候佳音。

13.请求客户作推荐人

Thank you for your letter of 2 November.We are delighted to hear that you are to pleased with the refurbishment of your hotel.As your know .in our line of work, we depend on good ,reports about our projects to win further busine.Our clients always shop around and look for references before committing themselves.With your permiion, we would like to use your hotel as a reference when we discu similar refurbishments in the hotel industry .Would you agree to our suggesting that future clients should call you? It would also be most helpful if we could occasionally bring a client to look at your hotel .We would , of course , stay overnight at least.I\'ll call you next week to hear your reaction.Thanks again for you kind words. 从11月2日的来函得悉阁下对贵饭店的整修感到满意，此消息对本公司实是一鼓励。设计行业重视声誉，客人在选择设计公司时必然会有所比较。如蒙允许，本公司欲请贵饭店作推荐人，证明有关整修的质素。未知可否让其他客户来电垂询?此外，如获允准间或联同客户前来参观贵饭店整修，定必有莫大帮助。当然，本公司会预订房间，至少留宿一晚。 14.通知客户价格调整

We enclose our new catalogue and price list.The revised prices will apply from 1 April 1997.You will see that there have been number of changes in our product range.A number of improved models have been introduced.Out range of washing machines has been completely revamped.Many popular lines, however, have

been retained unchanged.You will be aware that inflation is affecting industry as a whole .Ws have been affected like everyone else and some price increases havebeen unavoidable.We have not, however, increased our prices acro the board, In many cases, there is a small price increase, but in others, none at all.We can aure you that the quality of our consumer durables has been maintained at a high standard and that our service will continueto be first cla.We look forward to receiving your orders. 谨谢上新的商品目录和价格表。修订价格定于1997年4月1日起生效。产品系列有一大革新，增加了不少改良的型号，扒出一系列新款的洗衣机，但许多款的开动号仍保持不变。通货膨胀影响整个工业连带令货品价格上涨。虽然如此，本公司并未全面提升价格，调整幅度亦不大。 本公司坚守一贯信念，务求出产优质之耐用消费品，迎合顾客的需要。 谢谢贵公司多年惠顾，盼继续合作。 15.说明价格调整原因

I enclose our new price list , which will come into effect ,from the end of this month.You will see that we have increased our prices on most models.We have ,however , refrained from doing so on some models of which we hold large stocks.We feel we should explain why we have increased our prices.We are paying 10% more for our raw materials than we were paying last year.Some of our subcontrac tors have raised their by as much as 15%.As you know , we take great pride in our machines and are jealous of the reputation for quality and dependability which we have achieved over the last 40 years.We will not compromise that reputation because of rising costs.We hope, therefore decided to raise the price of some of our machines.We hope you will understand our position and look forward to your orders. 现谨附上本公司新价格表，新价格将于本月底生效。除了存货充裕的商品外，其余大部分货品均已调升价格。是次调整原因是原材料价格升幅上涨10%□，一些承包商的价格调升到15%。 过去40年，本公司生产的机器品质优良、性能可靠。今为确保产品质量，唯有稍为调整价格。上述情况，还望考虑。愿能与贵公司保持紧密合作。 16.回复感谢信

We greatly appreciate your letter describing the aistance you received in solving your air-conditioning problems.We are now in our fifty year of operation, and we receive many letters like your indicating a high level of customer satisfaction with our installation.We are pleased that our technical staff aisted you so capably.We would like you to know that it you need to contact us at any time in the future.Our engineers will be equally responsive to your request for aistance.If we can be of service to you again, please let us know.Thank you again for your very kind letter.

承蒙来信赞扬本公司提供的空调维修工程服务，欣喜不已。五年前开业至今，屡获客户来函嘉奖，本公司荣幸之至。欣悉贵公司识技术人员的服务，他日苛有任何需要，亦请与本公司联络，本公司定当提供优秀技师，竭诚效劳。在此谨再衷心感谢贵公司的赞赏，并请继续保持联络。

17.请客户征询其它公司

Thank you for your enquiry of 5 May concerning silk blouses.We regret to say that we do not manufacture clothing to your own designs to the highest European standards: Swan Textiles corporation The industrial zone Shekou We supply the factor with all their silk materials, I enclose a swatch of our stock materials for your examination.Should you desire any of these samples made up into finished products , we can supply the swan factory with them.We hope that this will be of help to you and wish you every succe in your busine dealings. 谢谢5月5月日来函查询关于纡绸罩衫的事宜。 本公司只生产纡绸布料，供应纺织品批发商和制造厂家，并没有制造成衣，因而未能接受贵公司订货，谨致万分歉意然而，本公司乐意推荐本地一家生产优质男装的工厂，相信可按贵公司设计的款式制造符合欧洲最高标准的服装：蛇口工业区天鹅纺织品公司。 该厂的丝绸布料全由本公司供应，随函了什样本以供查阅，如贵公司认为适合，本公司乐意负责供应所需布料。愿上资料对贵公司有所帮助。 谨祝生意兴隆，事事顺达。 18.改善服务

Thank you for your letter of 26 January.I apologize for the delivery problems you had with us last month.I have had a meeting with our production and shipping managers to work out a better system for handling your account .We know we made a mistake on your last order .Although we replaced it for you.we want to make sure it does not happen again.We have devised the enclosed checklist to use for each of your future order.It includes your firm\'s particular specifications, packing requirements and marking instructions.I believe can service your company better and help you operations run more smoothly with this safeguard.Please contact us if there are any additional points you would like us to include. 感谢1月26日来信。对上月贵公司更换所需货品，唯恐类似事件再发生，本公司生产、运输和出口部经理已商议制订更有效方法处理贵公司事务，并为此特别设计清单。 随信奉上该清单，供贵公司今后订货之用。当中包括特殊规格、包装要求和樗说明等栏目，相信此举有助本公司提供更佳服务，促进双方合作。如欲增设任何栏目于该清单上，恳求惠示。

19.拒绝客户的要求

Thank you for your enquity of 25 August.We are always pleased to hear from a valued customer.I regret to say that we cannot agree to your request for tech

nical information regarding our software security sysytems.The fact is,that most of our competitors also keep such information private and confidential.I sincerely hope that this does not inconvenience you in any way.If there is any other way in which we can help.do not hesitte to contact us again. 8月25日信收悉，谨此致谢。 来信要求本公司提供有关软件保密系统的技术资料，但鉴于同行向来视该等资料为机密文件，本公司亦不便透露，尚祈见谅。我真诚地希望这样不会对贵公司造成不便。如需本公司协助其他事宜，欢迎随时赐顾垂询。 祝业务蒸蒸日上! 20.应付难办的客户

We have been doing busine together for a long time and we value our relationship of late, we have not been able to provide the kind of service we both want.The problem is that your purchasing department is changing orders after they have been placed.This has led to confusion and frustration for both of our companies.In several instances.you have returned goods that were originally ordered.To solve the problem , I propose that on receipt of an order, our sales staff contact you to verify it.If you decide on any changes, we will amend the order and fax you a copy so that you can check it.I trust this system will cut down on delays and errors, and allow our operations to run smoothly. 承蒙多年惠顾，本公司感激万分。然近来合作出现问题，令服务水准未能符合对方要求，本公司为此提忧不已。 贵公司采部发出定单后，再三更改内容；更有甚者，屡次退回订购之货品，导致了双方公司工作中的混乱和困惑。为避免问题日趋严重，特此在接到定单后，由本公司销售人员与贵公司复核。若需作出改支，本公司把定单修改后电传副本，供贵公司查核。 盼望上述办法经受减少延误，促进双方业务发展。 21.祝贺新公司成立

It has just come to our attention that you have lately opened your new European headquarters in Bruels.Congratulations on your bold venture.As you know , our companies have had a long busine aociation in the UK.We look forward to collaborating with you in your European venture.Pl ease let us know if we can be of any aistance to you.We will be delighted to help.We wish you the very best of luck and a prosperous future. 22.非正式的预约要求

Could we meet some time this month to discu the hypermarket proposal? We want to make decision by the beginning of next month.We would very much like to hear your thoughts before we make any definite plans.Could you choose a venue for the meeting? I can fly to London any time, Perhaps you would prefer Lyon or Paris? I leave it to you to choose.I look forward to seeing you again.

您好!未知能否于本月会面，商谈有关特大自助市场的建议呢?我们准备于下月初作出最后决定。在未订下明确计划之前，希望能咨询的意见。敢问能否选定会面地点?在伦敦、巴黎或里昂商谈都可以，悉随尊便。 期待与您见面。

23.物色代理商

Our company manufactures a range of printing prees that are used succefully by companies in over 20 countries.A product specification brochure is enclosed.We are considering expanding our products to new markets and we would appreciate you aistance.In particular , we would like to identify the best agents who are currently serving the printing industryin your region.We are looking for organizations which conduct their busine in a truly profeional manner.They must be fully conversant with thetechnical side of the printing industry and have a comprehensive understanding of all the features of the lines t6hey represent.We would be very grateful if you could take a few moments to send us the names of three or four organizations that match our requirements.We shall then contact them to explore the poibility of establishing a mutually acceptable busine relationship.Thank you very much for your time and consideration in this matter. 本公司生产的一系列印刷机，获二十多个国家的公司采用。随函附上产品规格说明书，谨供参考。 现为该产品开拓新市场，希望得知贵地区从事印刷工业的代理商资料。如蒙贵公司协助，将不胜感激。如能拨冗寄来数个符合上述要求代理商商号，则感激不尽。本公司将与其联系，研究能否建立互惠互利折业务关系。 右蒙惠告，不胜感荷! 24.欢迎新代理商

I would like to welcome you to our organization.We are very pleased to have you on our ream.I know that you will be equally proud of our products.Our European sales Representative, Antoine Gerin , will be in touch with you at regular intervals.Please feel to call him any time you have a problem, If I can regular intervals.Please feel free to call him any time you have a problem.If I can ever be of service, please call me.I am planning a trip to France next month, and I am looking forward to meeting you.In the meantime, the best of luck with our product line. 欢迎加入本公司成为我们的一分子。相信您也会以本公司的产品为荣。欧洲销售代理安东尼·格林会定期与联络，遇有问题可与他商讨。若有其他需要，欢迎向我提出。 下月我将赴法国一游，期望能与您会面。谨祝产品销量节节上升。 25.要求约见

Would you be interested in stocking a radical new departure in laptop computers? I would very much like to brief you on this great innovation.Could we ma

ke an appointment? The machine is the same size as most laptops but comes with some totally new features.The retail price will undercut its nearest competitor by at least 20%.I shall be in the UK from 1 September to 20 October.If you would like to know more, just fax or telex me. 贵公司有没有考虑配置最新型号的手提电脑?本公司诚意推介该崭新产品，盼能预约时间作一介绍。 该电脑体积和同类电脑相仿，但配备多项先进功能。其零 售 价较同类产品便宜20%以上。本人将于9月1日至10月20日逗留英国。如蒙拨冗了解该产品资料，烦请函复。

26.拒绝约见

Thank you for your letter of 7 July regarding your new laptop computer.I regret to say that we cannot agree to your request for an appointment.We currently have the sole agency for another computer company, Under the terms of the contract , We are barred from stocking any other company\'s products.The sole agency comes under review in six months\' time .Contact us then and we may be able to consider your new product. 7月7日有关新型号手提电脑函收悉。 本公司暂未能安排会面，深感歉意。现时正为另一家电脑公司提任独家代理，根据合约条款，不得销售别家电脑公司的产品。该代理权将于六个月后期满。届时烦请再作联系，共商贵产品代理事宜。 27.同意约见

Thank you for your letter of 15 September.I note that you will bein the UK during the whole of November.We are quite interested by the fashion knitwear illustrated in yourcatalogue.As a fashion Chain.We might consider having some of our own designs manufactured in China.Please let me know when you would like to call on us.The week beginning 6 November would suit me best.I look forward to meeting you and discuing this matter. 感谢9月15日的来信。欣闻阁下将于11月逗留伦敦一个月，望到时能拨冗相会。本公司对贵公司商品目录中的针织时装深感兴趣。现正研究设计款式，在中国制造后寄本公司时装连锁店发售。 如能于11月6日或其后数天抽空来访，当感激不尽。 期待与您会面，商讨有关事宜。

e hope to hear from you favourably. 您在商场上如有需求, 即盼来函询价。

I hope to receive your inquiries when in the market. 我们希望能收到您的订单。

We hope to be favoured with your order.

我期待着您的好消息。

I hope to hear favourably from you. 我们希望这一行动能得到您的同意。

We hope this action will meet with your approval. 我们希望您能很快对此事做出决定。

We hope that you will give this matter prompt attention. 藉此机会, 让我们对您过去珍贵的支持表示感谢, 对您今后的订单, 我们将保证继续格外关照。

We take this opportunity of thanking you for your past valued support, and of auring you that your orders will continue to receive our best personal attention.

第19篇：报盘函电

报盘函电范例 【世贸人才网：国际贸易人才门户 更新时间： 2009-05-04 】【来源:阿里巴巴】KK Kiddie Korner,Inc.November 24th,2000

Foshan Sweethome Installations Ltd.2 Xiyue Street

Foshan,Guangdong China

Dear Sirs,

In reply to your letter of 21st November,we have pleasure in enclosing a detailed quotation for bathroom showers.

Besides those advertised in the Builders\" Journal,our illustrated catalogue also enclosed shows various types of bathroom fittings and the sizes available.Most types can be supplied from stock.45--60 days should be allowed for delivery of those marked with an asterisk.Building contractors in Hong Kong and Taiwan have found our equipment easy to install and attractive in appearance.Naturally all parts are replaceable,and our quotation includes prices of spare

parts.We can allow a 2% discount on all orders of US$6,000 in value and over,and a 3% on orders exceeding US$20,000.

Any orders you place with us will be proceed promptly.Yours sincerely,

Francesco Marani

Sales Manager

第20篇：报盘函电

报盘函电

［转贴自：本站原创点击数：500更新时间：2005-5-19文章录入：dengxiaojia ］

减小字体 增大字体

按照这些条件与对方达成交易、签订合同的一种肯定表示。构成一项法律上有效的发盘， 必须具备报盘是指买卖双方的一方（发盘人）向对方（受盘人）提出各项交易的条件， 并按下面四个条件：（1）向一个或一个以上的人提出；（2）表明承受约束的意旨；（3）内容必须十分确定；（4）送达受盘人。另外， 发盘是有有效期的。 发盘在被接受之前并不产生法律效力， 可在一定条件下于任何时候被终止。拟制发盘函电的基础是知已知彼，心中有数， 做到上进有确，策略得当，创造有利因素，争取成交的主动权。请参照以下的选范文。范文1：交易条件报盘 范文2：虚盘

范文3：调整价格报盘 范文4：实盘

范文5：调价实盘 范文6：解释报盘

范文1交易条件报盘 ____________：

永久牌自行车报价

感谢你方11月10日有关永久牌自行车的询盘函。

我们现出各种牌号的自行车，其中永久牌自行车与凤凰牌自行车最出名，这此产品在国外需求量大。因此，存货正迅速减少。我们的自行车不仅重量轻，而且因价格合理而受到欢迎。我们确信一旦你们试用了我们的自行车，就会大量续定。根据你方要求，我们现报价如下：20英寸男式每辆25美元

20英寸女式每辆27美元

26英寸男式每辆27美元

26英寸女式每辆28美元

付款条件：用通过卖方认可的银行开立的即期信用证付款。

装运期：假如有关信用证能在年底前到达卖方，装运可安排在

1、2月份。

不言而喻，上述价格是CIF卡拉奇净价。请注意我们出口自行车一般不给佣金，如果每种规格自行车的定购数量超过1000辆，可经予5%的折扣。

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