第四节商务英语写作
格式、句型和样信
对任何企业组织来说，函电书信处理是其日常业务的重要组成部分之一。根据贸易流 程，商务书信可以分为询盘、报盘、还盘和接受四大部分。根据业务性质，常见的书信又 可以分为销售订购、装运保险、支付索赔等。在这一部分，我们着重介绍最常用类别的商 业书信的撰写方法、套路、技巧。
一、商业书信的格式和主要构成
(1)信头(表示写信方的名称和地址) (2)日期 (3)信内名称和地址(受信方的名称和地址)
(4)开头称呼语(5)信的正文(6)结尾敬语(7)签名(写信人的姓名、头衔等)
范例：
Office of the Attorney
AAA Company
123 Main Street
Centerville，IL6666
U．S．A April 21，2001 President，Billboard Inc． 999 Broadway Metropolis，NY222 Dear Sir，
We value your long-term relationship with us
A review of your account shows that some time has paed since you made payment to uslast time If there is some difficulty you are facing that is causing this，we would like theopportunity of working matters out with you．If there is the result of oversight，we wouldappreciate early remittance．
We look forward to hearing from you in the near future．
Yours truly，
David Smith
General Manager
二、最常用商务书信
·询价信与报价信
·推销信
·投诉信与道歉信
·致谢信
建议读者掌握以下几种商务英语应用文的写作方法、写作内容以及格式等。 1．询价信与报价信
(1)询价信
写询价信通常应注意以下要点：
①在信的开头告诉对方你是如何了解到对方情况的。
②提出你想了解的情况。
③在结尾处表示良好愿望。
典型书信： June 24，2001 Dear Sirs，
We are interested in importing Cotton Underwear and Iron-Free Garments in populardemands you advertised in the Chinese Export Commodity Fair Bulletin，June 2001．
We would like you to send US details of the above products including sizes，colors andsamples of the different style
As expected，the quantity of our order to be placed will be very large．Since the season iscoming very soon，delivery is absolutely neceary．
When quoting，please state terms of payment and discount you would allow on thepurchase of not le than two thousand dozen．Should your prices be competitive we will placeour orders with you．
Your early reply to this enquiry is requested
Yours faithfully，
常用句型：
·We have seen you advertisement in International Busine and should be obliged if you
would send US prices and sample of good quality china．
·We are interested in textiles displayed at the recent Shenzhen Fairs and should be
delighted to have details of your export terms．
·If you call supply goods of the type and quality required，and your prices are favorable
wemayplace regularordersforlarge quantitiesinthe nearfuture．
(2)报价信
写英文报价信(offers)或报盘信通常应注意以下要点：
①开头对询价方表示感谢。
②介绍被询商品的价格、折扣、付款条件等情况。
③希望报价能够被对方接受。
典型书信： Gentlemen：
’
We much appreciate your inquiry of August 1 1，against which we would like to make you mefollowing offer：
Article：Ladies Nylon Stockings
Quality：
Our sample No 265，black，aorted sizes
Quantity：
2 000 doz
Price：
$2 80 per dozen FOB Kobe
Shipment：
October／Novemher，2001
Payment：Draft at 60 d／s Confirmed Letter of Credit
Owingtothemsh of oldersfrom your country，allthemills arefully engagedfor sometimetocome Inthesecircumstances．thepacewehaveofferedis verybestandthedehveryisnearestpoible．We advise you，therefore．to accept this offer without lo of time．
Yours truly，
报价信常用句型：
。In accordance with your request，we now quote you SUbject to your confirmation for thefollowing：‘Will you please make a reduction of 10％?If you can．we are thinking of placing a readyorder with you．
·We shall be pleased to receive your order，which will have our prompt and careful attention． 2．推销信
推销信(sales lettersl必须能引起对方的注意和兴趣，激发他购买所推销商品的欲望。 一般说来，推销信要求短小而完整，这样读起来比较容易。书信的内容必须紧紧围绕商品 的功能和顾客的需求。推销信结尾的作用，是劝诱对方采取行动，购买商品。
写英文推销信通常应注意以下要点：
(1)引起对方注意
(2)激发对方的兴趣
(3)劝说对方改变主意
(4)诱导对方行动
典型书信： Dear Sirs，
How does your busine compare with similar ones?What are you doing right?What are you doing wrong?Read the monthly Busme Journal and know where you stand and Wby?
This magazine contains a wealth of information to help you operate more efficiently．We feature interviews and profiles of busine people，your peers and also your competitors．Are they doing better than you?Why?
Articles about individual businees reveal succeful as well as not SO succeful policies and strategies．Are you placing too much emphasis on one aspect of your opermion and neglecting
others to the detriment of the company?Busine Journal keeps you abreast of governmental activities that affect your busine，international busine opportunities，financial markets． andbusine statistics，with special emphasis on~ends，political changes and investment strategies
Busine Journal is a monthly magazine with complete economic and busine coverage The competitive advantages of reading this publication are yours for only$46 a year We have enclosed a copy for you to examine．Do you want to continue in busine without being well informed?Please mail the enclosed card now．
Sincerely，
常用句型：
。Here’S an indispensable invention for anyone who…
。Did you know that the average person USeS a mere 10％of his or her brain power?Wh)
not double that，or ever triple it?You can．Our new book tells you how．
。So do the right thing for yourself-mail the card today
·We will be happy to aist you．Please give US a call． 3．投诉信与道歉信
(1)投诉信
在商务英语书信写作中，投诉信(1etters of complaining)是一个很重要的内容，因为贸 易往来，往往会发生一些不尽如人意的事情，如：卖方延迟交货，包装不妥导致货物损坏 货物不符合要求、发错货物、货物短缺、单据不全，或买方拖欠货款等。买卖双方就此写 信投诉，并要求对方纠正是常有的事。写作投诉信必须慎重，措辞要含蓄、温和，因为用 词不妥往往可能引起对方不快，不予积极合作。
写英文投诉信应注意以下几点：
①在信的一开始提出有投诉的必要，表示遗憾。
②陈述不满的原因，‘并要求对方进行解释。
③指出由此引起的不便和麻烦。
④提议怎样补救。
典型书信： Dear Mr．Hollins，
Would you please look into the execution of the delivery for our order FC．996 on Famil\', Computers(Model HVC-001)，which should have reached our warehouse four weeks ago．
On 25th July our company sent you an order for 300 Family Computers(Model HVC， 001)，streing the impo~ance of delivery by 5th September at the latest．However．up to n0_ we have received no acknowledgement of the Order．nor have the computers been deliverec Apparently some mistake must have been made in the proceing of tMs order．Failure K collect the goods in time is causing serious inconvenience to our customers We shall be glad．’ you look into the matter as one of the urgency and let US know when the goods can k expected．
We are looking forward to the arrival of the computers． Yours truly，
英文投诉信常用句型：
·We regret to have to complain about late dehvery of the filing cabinets ordered on 2nd July
·On checking the goods received，we find that several items on your invoice have not
been included；we enclose a list of the miing articles for your inspection．
·On comparing the goods received with the sample supplied，we were sorry to notice the
great differences in the designs of the machines．
·Wefeelnecearytoinformyouthatvonr Lastdehveryofourorderisnotuptotheusual standard．
·1 would appreciate having someone from your company take an in—depth look at this
problem．May I hear from you soon’
(2)道歉信
接到投诉信后，无论是谁的过错都须及时答复，做出积极反应，并表示对所发生的事 情感到遗憾。如果确实有错，须承认错误．表示道歉，并承诺更正。在写道歉信(1etters of apologizing)时，特别要注意措辞，语气须温和，态度要诚恳。如果不能立即解决问题， 也要立即回信表示收到对方的投诉，解释正在调查中，说明稍后将会匣I满解决。
写英文道歉信应注意以下几点：
①在正文开头感谢对方告知所发生的事情，并表示真诚的歉意。
②在信尾处告知对方你已经或将采取怎样的措施来解决问题。
典型书信： Dear SirS，
Thank you for your letter of 26 January．We are very sorry to hear about the difficulties you are having with your ncw 4CP60 printing pre
When our engineers installed the machine last month，they satisfied themselves that it was functioning perfectly．They did．however，have some reservation about the ability of your operatives to early out routine preventive maintenance
We believe it is eential that one of our engineers come to your factory for a period of twoweeksforthe purpose of：
1．putting the pre into perfect working order
2 training at least two of your operatives in routine preventive maintenance
We hope you will agl\'O~tO Our proposal．There will be no charge since the pre is still under guarantee
We apologize for any inconvenience you have had． Yours faithfully，
英文道歉信常用句型：
·Thank you for your letter of May 23 pointing out a problem with your new washer．
·Thank you for bringing OUt billing error to our attention．
·We appreciate your telling US this problem and giving US the opportunity to correct it
·If you ever have problems again，please let US know．We are ready to help．
·We are sorry for the inconvenience we caused，and we will make every effort to prevent
a reCllrrenCe
4致谢信
商务活动中有很多机会书写致谢信(1etters of thanks)以表达对对方合作的重视和好感． 这种信函可以起到巩固贸易关系的作用。一般致谢信的内容有：致谢新开户的首次订货 (first orders)；致谢大批订货(1arge order)；致谢客户经常光顾(regular busine)；致 谢客户结账快捷(prompt settlement to accounts)等。
写英文致谢信应注意以下几点：
(1)具体告诉对方因为什么而感谢他。
(2)感谢要大方，但也不能过分。
(3)在信中要表示希望继续合作的愿望。
典型书信：
Dear Mr．Trooborg，
Thank you for your order No．98一CS004 which you faxed to US yesterday．We are glad to tell you that aU the items can be delivered by the end of May
Attached is our Sales Confirmation No．98CS004HY in duplicate made out against your order mentioned above Please counter sign it and return one copy for our file，and establish the coveting L／C in April 1998
We wish to point out that the stipulations in the relevant credit should strictly conform to the terms stated in our Sales Confirmation thus avoiding subsequent amendments．
You may rest aured that we shall make up your order upon receipt of the credit and effect the shipment within the time your requested．
We appreciate your CO—operation and look forward to receiving your further orders． Yours truly，
英文致谢信常用句型：
·Thank you for your confidence shown by placing your first large order for lumber with US．
·Your cooperation and hard work on this project is really appreciated by US．
·Thank you for attending our meeting last Thursday and for sharing your suggestions
based on your long years of experience
·Thank you for your repeat order which。as usual，is receiving our immediate attention．
·If at anytimeinthefutureImay again be of serviceto you．pleasefeelfreeto callme．
