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1、精选优质文档-倾情为你奉上Unit 1 Business Letter Writing 商业书信撰写1. The Salutation 称呼 这是写信人对收信人的一种称呼，其位置是在封内地址的下面空两行，目前外贸书信中一般通用的称呼语有：Dear sir , Dear Madam, Dear Sirs,Dear Mesdames, Gentlemen(不能用单数),Dear Mr.xxx2. Complimentary Close 结束客套语 结束语是一种客套用语它应与前面的称呼相呼应，后面加逗号。如： Dear Sir(s): Yours faithfully,or Faithfully y
2、ours, Gentlemen: Truly yours,or Yours truly, Dear Mr.xx, Yours sincerely or Sincerely yours,3. Enclosure 附件 如信中有附件时，应在签名下注明Encl.或Enc.如附件不止一件应注明2 Encls or 3 Encls,或详细列明如下： Encls: 2 Invoices Enc: 1 Photo 1 Certificate4.5.6.Unit 2 Establishing Business Relations 建立业务关系1 说明信息来源（The source of information
3、） Your company has been kindly introduced to us by we learn from that 简单介绍自己公司（brief introduction to your own company ） We wish to introduce ourselves to you as Our lines are mainly 写信目的（The intention of writing the letter） We are willing to enter into business relations with you. we are now writing
4、 to you for the 表达合作愿望（Expressing the intention of cooperation and getting early reply） We look forward to receiving Your early reply is appreciated.2. 短语 be introduced to 被介绍给 fall within the business scope of 属于的经营范围 enter into (establish, build，open up) business relations with 与建立业务关系 at an early
5、 date 尽早 a general idea/a rough idea 一般的了解，大致概况 Upon /on receipt of 一收到 Look forward to+n./v-ing 盼望，期待 the Commercial Counsellors Office 商务参赞处 avail oneself of 利用 In a position to do sth 能够 State-owned/State-operated/State-run 国营的，国有的 Specialize in 专业经营，专营 engaged in 从事 Under/By separate cover/post
6、另寄，另外邮寄 with a view to 为了 3. 句子1) Your letter of the 2nd March expressing the hope of establishing business connections with us has been received with thanks. 你3月2日希望同我们建立业务关系的信已经收到，谢谢。2) 在收到你方具体询价时，我将立即寄上报价单及样品。We will send you our quotations and samples immediately on/upon receipt of your specific
7、（concrete）enquiry.4. 信例Write a reply to ABC co. with the following particulars.1.Acknowledge the receipt of their letter of June 27;2.Agree to their proposal of establishing trade relations with you3.Commodity inspection will be handled by the bureau concerned in Shanghai.Dear sirs, With reference t
8、o（关于） your letter of June 27,we are glad to learn that you wish to enter into trade relations with us, which also meets our interest. To give you a general idea（大概情况） of our products , we are sending you by air a catalog showing various products being handled by this corporation with detailed specif
9、ication and means of packing. Quotations and sample will be sent upon receipt of （一收到就）your specific enquiries. As we have not had the pleasure of doing business with you in the past, we would like to inform you that our goods for export are to be inspected by the Shanghai Commodity Inspection Burea
10、u before shipment, and necessary certificates in regard to（关于） the quality and quantity of the shipment will be provided. We are looking forward to your early reply. Yours faithfullyUnit 3 Statuis Enquiry 咨询1. 短语 on the point of 正要的时候 be obliged to sb 感激 be obliged to do sth 被迫，不得不 Meet Ones Obligat
11、ion 偿清债务 inform sb. of sth. 告知某人某事 pleased be informed that 兹通知 In confidence 私下，秘密地 It goes without saying 不言而喻，不用说 On your part 你方 Up to 直到 Line/business scope 业务（范围） in line with 符合，与一致 be in sth./ be dealing in sth. 经营 have placed an order with 向下订单 comply with 遵从 Turnover 营业额 proceed with 继续进行2
12、. 句子1) The firm, Anderson & Co., is dealing in pharmaceutical chemicals. They have wide connections with an annual turnover of US $100,000. We usually grant them credit up to US $30,000 without security and they have never failed to meet their engagement. 安特森公司经营西药化工原料。他们具有广泛的业务关系，年营业额约10万美元。我们通常给予他
13、们3万美元的信贷，而不需任何抵押物品，他们从来没有不履行承诺。2) Messrs.William Little & Co. have placed an order with us in an amount of US $50,000. Since they ask for payment to be made by D/P, instead of L/C at sight as usually accepted by us, we should be glad to know if they have any record of default and if it is safe for u
14、s to comply with their request. It is understood that any information you may supply us with will be considered as confidential and without any responsibility on your part. 威廉立德尔公司向我们定购5万美元货物。由于他们要求用D/P付款，而不是用我们通常接受的即期L/C付款，因此我们将乐于知道该公司是否有任何违约记录，我们答应他们的要求是否安全。勿庸说明，你提供给我们的任何信息将被认为是机密的，你方对此不负任何责任。Unit
15、 4 Enquiries and Replies 询盘及答复1. 写作方式1) 介绍信息来源或提上一封信等。 We know your company through the courtesy of We are a company dealing in We write to inform you that we are interested in We have pleasure in informing you that we2) 具体的询价（比如要求对方提供什么信息和服务等，这一部分要写得具体、清楚） If you can quote us a firm offer（实盘） forwe
16、 shall appreciate it. We will be pleased to have your offer Your quotations for the following will be highly appreciated.3) 表达合作愿望 We would like very much to cooperate with you. Should your price be competitive, we intend to place a large order with you. We appreciate your cooperation.2. 短语be keenly
17、 interested in 很感兴趣for our reference 供我们参考in demand for sth. 需要Meet 满足，应付meet with 遭遇，受到enquire for sth 询问enquire of sb. about sth. 询问某人某事enquire into 调查，探究Regarding/concerning/about/ with regard to/ in regard to/as regards 关于in response to/ in reply to /in answer to 回复，回答to the best of ones ability
18、 尽力In need of 需要assure sb of sth 使确信,保证fall due （汇票） 到期Expire (信用证） 到期engage in 从事,忙于Engagement 约定,契约fulfill ones engagement 履行契约break ones engagement 毁约keep ones engagement 遵守约定enter into new engagement 达成新契约meet ones engagement 履行契约place regular orders 定期订购on behalf of 代表， 为了的利益enclosed please fin
19、d 附上请查收profit margin 盈余，利润幅度by separate post 另邮寄financial standing, business capacity and character 资金情况，业务能力和信誉selling season 旺季supply from stock 现货供应quote CIF London 报CIF伦敦价confirmed ,irrevocable L/C 保兑的，不可撤销的信用证3. 句子1) We are pleased to inform you that there is a good sale for your drilling machi
20、ne model Z-33 and would ask you to send us your best offer. If your price is found competitive, we are confident there are good prospects for business. 我们乐于告诉你们，你们的z33型钻床销路很好。请寄给我们最低的报盘。如果你们的价格有竞争力，我们确信有良好的业务前景。2) we have much pleasure in enclosing an enquiry sheet for great wall brand canned meat,
21、each can containing 250 grams. This enquiry is from a very famous supermarket with branches all over the country. You will notice from the enquiry that their requirement is in large quantity and therefore price is of utmost importance in concluding the transaction. 我们乐于附寄长城牌罐头肉询价单一份，每听重量为250克。这份询价是从
22、一很有名的超市来的，这个超级市场在全国有分支机构，你们会从询价单上注意到他们的需求量很大，因此价格是达成交易最重要的因素。3) If you are in a position to supply the goods as per（根据） the attached enquiry at very competitive prices, we trust large orders will be obtained. 如果你们能够按有竞争性的价格提供所附询价单上的货物，我们相信将获得大的订单。4) We have received an order from James Sharp & Co. f
23、or the supply of 100 metric tons of Newsprints. This company is a very big publisher here and is in constant need of all sorts of printing paper. We are sending you this order and understand that a 5% commission will be allowed as usual. 我们从杰姆夏普公司得到一张定购100公吨新闻纸的订单。这家公司是本地一家大出版商，经常需要各种印刷纸张。我们寄上该订单，并理
24、解你们将如通常那样给予5的佣金。5) 据悉你公司能出口最新型的照相机RX31型，故与你们联系，希望能寄我该相机目录一份。同时并请告知其最低价，以便我与客户联系。 We have learned that you are in a position to export Cameras of the latest model RX-31.We are therefore writing to you and hope that you will send us a catalogue. In the meantime, please let us know the lowest price so
25、that we can approach our clients.Unit 5 Offers and Counter-offers 发盘和还盘1. 完整的发盘应包括下列几点： 对询价表示感谢 表明价格，折扣及付款条件的细节 详细说明价格包含的内容(如运费，保费等） 对交货期或装运期的承诺 报价的有效期 表达合作希望2. 实盘(firm offer)有效期的表示： Subject to your reply reaching us by (before) 以.前复到有效 Subject to your reply (acceptance ) here within days 以在天内复到 有效
26、This offer is firm (open, valid,good) for days. 此报盘在天内有效3. 虚盘(non-firm offer)的表示： Without engagement (obligation) 不受约束 Subject to prior sale 以先买为准 Subject to our final confirmation 以我方最后确认为准4. 拒绝接受发盘的信应包括以下几点 对发盘表示感谢 对不能接受表示遗憾 如适当可还盘 提示一起做生意的其他机会5. 短语 enquire for 询价，询问Stock n. 存货；v. 储存，存货in stock 有存
27、货out of stock 缺货ex stock 有存货,可供现货Quote v.报价quote sb. for sth 报给某人某物的价格make (submit) a quotation for sth. 对某物报价Onbasis eg:on CIF Karachi basis net CIF卡拉奇净价quote a price on CIF basis 报CIF价Commission 佣金 discount 折扣 Subject to 以为准，以为条件win popularity 受欢迎against 按照，依据take sth into consideration 考虑到，把考虑进去t
28、ake into consideration sth 当接的宾语很长时Make shipment in three equal monthly 分三个月每月平均装运Supply with 提供.in duplicate 一式两份in triplicate 一式三份6. 句子1) May we refer you to S/C No.89 SP-7542 against which we booked with you 1,000 Bicycles of the same brand at the prices about 10% lower than you now quote us. 请贵方
29、参阅89SP-7542号销售确认书，我们曾据此向贵方定购过相同牌号的自行车1000辆，当时的价格要比现在你们的报价低10左右。2) Please take into consideration our sincere desire to conclude this first transaction with you. 我们是真诚希望达成与你方的第一次交易，请考虑到这点。3) We regret to say that your offer is not in the least encouraging. There is a big difference between your price
30、s and those of your competitors. We have been doing business with you for many years and hope that you will quote us your rock-bottom price against our future enquiries; otherwise we can have no alternative but to place our orders elsewhere. 我们抱歉地告知，你方的报盘一点也没有鼓舞性。你的价格与你竞争者的价格有很大的差距。我们同你们公司已进行了多年交易，希
31、望你们对我方今后的询价能报最低的价格；否则，我们别无选择只能向其他地方订货。4) In compliance with your request, we are now offering you 2,000 dozen Mens shirts at US$60 per dozen CIF San Francisco, September shipment. This offer is subject to our final confirmation. 按照你方要求，我们现报上2000打男式衬衫，每打CIF旧金山60美元，9月份装运，该报盘以我方最后确认为准。5) Referring to y
32、our enquiry of the 3rd March for Tiger Brand combination pliers 6, we are enclosing our quotation No. 456 in duplicate. As requested, we are also sending you separately a sample of the same for your use in pushing the sales among your customers. 关于你方6英寸虎牌鳃钳的3月3日询价，我们现附上第456号报价单一式两份。按照你方要求，我们另寄样品一把，供
33、你方在同客户推销时使用。6) We have received your letter of 2nd March and wish to quote for Elephant Brand Adjustable Wrenches as follows: 5” at US $6- per doz. 6” at US $7- per doz. 7” at US $8- per doz. The above prices are on CIF Karachi basis, subject to our final confirmation. 你公司3月2日来信收悉。关于象牌活络扳手今报价如下： 5”
34、每打 US$ 6 6” 每打 US$ 7 7” 每打 US$ 8 以上价格是成本加保险费加运费到卡拉奇价，并以我方最后确认为准。7) 我们很遗憾不能接受你方的还价。自从我们报价给你们后，我们已按原报价与其他许多客户成交，故如你方仍有需要，请立即定购。 We regret being unable to accept your counter-offer. Since we quoted you we have concluded business with many clients at the price originally quoted. Therefore, if you are st
35、ill in need of this item please place your order without delay.8) 你公司4月18 日来函收悉.今报上11/2英寸铁钉20公吨,每公吨500美元成本加保险费加运费到长崎价.可供现货.其他条款同前.上述报价以你方在5月10前复到有效. We have received your letter of the 18th April and now wish to offer you 20 metric tons of Iron Nails, 11/2at US $500 per metric ton CIF Nagasaki ex st
36、ock, other terms being same as before. The above offer is valid subject to your reply reaching here before the 10th May.7. 信例Write a letter for a curtain material manufacturer, with a quotation enclosed therein, giving favorable comments on the goods offered and recommending their clients acceptance
37、.Dear sirs, We thank you for your enquiry of 30th November and enclose our quotation for curtain materials. We have made a good selection of patterns and sent them to you today by post. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that the
38、se materials are really of good value. There is a heavy demand for our goods from house furnishes in various districts and regions, which we are finding it difficult to meet , but provided that we receive your order within the next ten days, we will give priority to it for prompt delivery. Your earl
39、y reply will be appreciated.Yours faithfullyUnit 6 Sales Promotion 促销1. 写作要点 信要短。 在开头一段就得抓住读者的兴趣。 说明产品或服务的益处，并以事实或数据使读者相信。 激发欲望，适当再发”追询信”（follow-up letters）。2. 短语Outlet 销路，销售途径compete against / compete with 与.竞争1975 sales 1975年的销售(金)额in excess of 超过3. 句子1) 我们的手提式打字机系用轻质硬合金钢制造，故携带方便，经久耐用。 Our portabl
40、e typewriter is made of light hard alloy, being convenient in carrying and durable in use.Unit 7 Orders and Their Fulfilment 订单及其执行1. 短语S/C sales confirmation 销售确认书open(establish) L/C 开立信用证Consignment n.货物，委托物，寄售Consignment note 发货通知书On consignment 以委托方式（待货物售出后付款给货主）；以寄售方式Consigner / consignor 寄件人，发
41、货人consignee 收件人，受托付者Due 票据到期的,期满的Be due 预定应到的, 预期的due for sth. 适当的,合适的due to / because of 因为，由于due to 欠的,应支付的force majeure 不可抗力Under 在项下in rotation 按先后顺序M.V. = motor vessel 船，轮per M.V. Ben Nevis 由Ben Nevis轮Accordingly 相应地，对应地Effect v. = to make sth. happen 实现；n. 效果，影响，效应Effect shipment 装船Effect paym
42、ent 付款Effect insurance 投保take effect / come into effect 开始生效be in effect 有效effective adj. 有效的In this connection 借此（机会）Enable us to do sth. 使我们能够2. 句子1) Please note that the goods are required to reach us regularly, in monthly lots of 500 pieces, commencing next month. 请注意货物必须定期地到达我处，每月500件,从下月开始.2)
43、你们也许知道,我市场急需该货.我们认为有必要强调必须按时装运.你方任何延迟装运将有损我们今后的业务. You probably know that there is in urgent demand for the goods on our market. We consider (think) it necessary to stress that the goods should be shipped on time. Any delay in shipment on your part will be detrimental to the future business between
44、us. 3) 你公司8月10号来函收悉,内附有关第100号订单定购500台缝纫机(sewing machine)的销售确认书第90SP-5861号一式两份.今签退一份请查收. We have received your letter of the 10th August, enclosing S/C No.90SP-5861 in duplicate against our order No.100 for 500 sets of sewing machines. Enclosed please find a copy of the said Sales Conformation, duly
45、countersigned .4) 你公司2000年9月20日来函内附一千台缝纫机订单一纸已收到。兹附寄第346号销售确认书一式二份，请签回一份以便存档。 We have received your letter of September 20, 2000, together with/enclosing an order for 1,000 Sewing Machines. Enclosed is our Sales Confirmation No.346 in duplicate, one copy of which please sign and return to us for our
46、 file.5) 我已接受你方85号订单订购货号1002号印花布十万码。请告颜色搭配并按合同规定的条款开立以我方为抬头的有关信用证。 Your Order No. 85 for 100,000 yards of Cotton Prints Art. No. 1002 has been booked. Please let us know the color assortment at once and open the covering L/C in our favor according to the terms contracted.3. 信例Write a letter to your customer , acknowledging receipt of his order, but regret being unable to accept it at the prices quoted previously . Quote your current pri