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1、精选学习资料 - - - - - - - - - 要点 信函功能：The functions of a business letter may be said to be 1to ask for or to convey information 2to make or to accept an offer 3to deal with matters concerning negotiation of business In addition,there are letters with no other purpose than to remind the recipient of the s
2、enders existence. classes of persons in America e.g. 用法： Esq. = Esquire 特定阶级使用头衔Esq. is legally restricted to certain judges,magistrates,barristers For addressing a sigle person Mr. or Esq. is used in England.Mr.always precedes the name;Esq. always follows the name. Eg:Mr.John Hayling John Hayling,E
3、sq Messrs. 作为 Mr 的复数 ,仅用于公司的名称,且该公司的名称由人的姓名组成 Eg： Messrs.J.Harvey&Co Messrs.MacDonald&Evans 1Messrs 只能用于公司,不能写给个人 Eg：J.A. Simpson,Esq. X 2当公司的名称不是人名时,不能用 Messrs Eg：Utility Furniture Co X 3当礼节性的名称包括在公司中,不能用 Messrs Eg：Sir James Murphy&Co X Dr.H.Willis&Co.Ltd X 4当以 the 开头的公司名称不能用 Messrs Eg：the Robinson
4、 Furniture Co X 商务信函写作：Seven C s （7C原就）1、Clearness 清晰 2、Conciseness 简洁 3、Courtesy 礼貌 4、Consideration 体谅 5、Completeness 完整 6、Concreteness 具体的 7、Correctness 正确的Layout of business letters 布局、格式 1、Semi-indented style 混合式格式2、Blocked style 齐头式 The open style of punctuation 减标点法The closed punctuation 加标点法
5、Business letter seven parts: 1.the letter-head 2.the date 名师归纳总结 cardinal numbers 1,2,3,4基数第 1 页,共 10 页 ordinal numbers 1st,2nd 序数3.inside name and address 信内名址4.the salutation 称呼5.the message 正文6.the complimentary close 终止敬语7.the signature 签名Miscellaneous Matters 其它杂项- - - - - - -精选学习资料 - - - - - -
6、 - - - 1、References=ref. 编号名师归纳总结 2、Subject Headings 标题第 2 页,共 10 页Main Headings 主标题Paragraph Headings 分段标题3、Enclosures=Encl. 附件4、Postscript=P.S.附注First Enquiry首次询盘Status enquiries 资信调查- - - - - - -精选学习资料 - - - - - - - - - 书信格式建立业务关系去信的写作步骤1：说明信息来源,告知对方你从何处渠道得知对方公司的情形Ex： 1We have your name and addre
7、ss from 2We learn from/through 3Having had your name and address from 4Your company has been introduced to us by 2：对你的公司作简洁介绍,比如公司的业务范畴或要求选购的东西等Ex： 1We wish yo introduce ourselves to you as a 2We are importers of /exporters of 3This is to introduce ourselves as 4We write to introduce ourselves as 3：
8、表达写信目的,表示情愿建立业务关系1We are willing to enter into business relations with 2We express our desire to 3We are writing to you for 4We take the liberty of writing to you with a view to 4：表达与对方合作,及早收到回复的愿望1look forward to 2Your early reply is appreciated 3We look forward to your early reply 4With much inter
9、est 回复步骤 ：1感谢对方对你公司产生爱好Thank you for interest inYour letter has been receied with thanks We are glad to learn that 2表示对方建立业务关系意愿的爱好We shall 3表示实行进一步行动名师归纳总结 We are selling you 第 3 页,共 10 页- - - - - - -精选学习资料 - - - - - - - - - 资信调查函写作步骤1. 直截了当说明写作意图1Our prospected customer reference 潜在客户 XX have give
10、n us your name as a banking 2 have refered us to you that for information concerning their standing 2. 说明想要调查或询问的细节或缘由1We would like to know the financial and credit standing of the above mentioned company 2We should,therefore,like to know whether or not their financial and credit standing are sound
11、 3We should be obliged if you would inform us 3. 保证保留隐秘 1We can assure you that any information you may give us will be treated in absolute confidence. 2Any information you can furnish as to their capital and reputation would be greatly valued and treated in confidence by us 资信调查函回复的写作步骤1. 感谢对方信任,表达
12、情愿供应信息的意愿Thank you for your enquiry about the business standing you with the following information 发两种：有利回复,不利回复 有利回复：1it enjoys a good reputation 2it is punctually meeting its commitments of we are pleased to supply 3we are pleased to say that we have enjoy confidence in the uprightness of this fir
13、m 4we welcome this opportunity to assure you of our complete confidence in 5this firm has met its liabilities regularly and punctually不利回复1we regret that we must advise you to regard their request for credit with caution 2our experience with them has not been satisfactory 3our records show that some
14、 of their accounts has been outstanding for long periods 2. 期望对方对所供应的信息进行保密名师归纳总结 This information is confidential and is given without any responsibility on our part 第 4 页,共 10 页- - - - - - -精选学习资料 - - - - - - - - - 报价函的写作步骤1. 表示感谢（对对方的询价）we thank you for your enquiry of 2. 向对方供应所要求的信息 3. 说明报价的有效期
15、and are pleased to quote as follows 1we must stress that this offer/quotation can remain open for 3 days only 2subject to being unsold 3we cant consider these prices for an difnite period because of the situation on the market 4be subject to 受 支配4. 表示期望对方接受报价并尽早下订单 1we look forward to receiving your
16、 order too 2we hope you will consider our counter offer favourably and let us have your acceptance by telex 推销函写作步骤 1. 介绍所推销的产品,使对方明白产品,对产品产生爱好 Reasonable in price Moderate in price Superior in quality 质量上乘Excellent in craftsmanship 做工精细 Fashion in desigh 名师归纳总结 Beautiful in pattern 样式精致第 5 页,共 10 页
17、Elegant in style 款式好Matching in colour 颜色和谐Sell well/fast 产品畅销To meet with warm reception 热闹欢迎- - - - - - -精选学习资料 - - - - - - - - - 2. 进行同类商品的比较,表达本产品的优势,进一步激发对方爱好；To make a comparison of XX in respect to XX To compare favorably with 3. 写清优惠条款,赐予对方肯定的优惠条件,激发对方购买欲望 Offer/allow/give/grant a XX discoun
18、t To give you the first chance 优先权 4. 表示对方可以从交易中获利,期望尽早收到对方订单To advise you to avail yourself of n. in your own interest 名师归纳总结 - - - - - - -第 6 页,共 10 页精选学习资料 - - - - - - - - - 翻译 our canned meat satisfactory and that you consider placing a trial order with 1 你方 1994 年 9 月 2 日来函收到； 我们很 us. 兴奋告知你, 你所
19、要的商品属我公司的经营 5 根据你方要求, 我们附上一套小册子 说范畴 明书 连同价格单,供考虑；如你对所列商 Your letter of September 2, 1994 has been received ）We are glad to inform you 品感爱好,请告具体需要；一俟收到询价,我们立刻寄送报价单；that the articles required by you fall As requested, we enclose a range of within pamphlets together with our price lists the scope of ou
20、r business activities. for your reference）If any of the items 2 你地中国银行函告,你们是纺织品的进 listed meets your interest, please 口商； 我们专营纺织品出口业务,愿与贵公 inform us of your specific requirements）司建立业务关系 On receipt of your enquiry, we shall The Bank of China in your city has forward you quotations without delay. info
21、rmed us that you are importers of 6 贵国驻中国大使馆已把贵行作为中国罐textiles）We specialize in the export of 头食品的买户介绍给我们；我们专营这一业textiles and are willing to enter into 务；期望在公平互利的基础上与你建立业务business relations with you. 关系3 遵照你方要求,我们正寄上一套布匹剪 Your firm has been recommended to us by 样；期望这些样品能准时到达,并使你中意 your Embassy in Chi
22、na as a buyers of In compliance with your request, we are Chinese canned goods）We wish to inform sending you a range of cut samples of our you that we specialize in this line and cotton piece goods） We hope they will hope to enter into trade relations with arrive in time and be found to your you on
23、the basis of equality and mutual satisfaction. benefit. 4 你方 9 月 4 日来函收到；承告你们对肉7 为了使你对我们经营的产品有一个概名师归纳总结 类罐头有爱好,并考虑试订；of 念,兹附上一整套注有规格和包装的活页说第 7 页,共 10 页 We have received your letter 明书；idea of the September 4 informing us that you find To give you a general - - - - - - -精选学习资料 - - - - - - - - - produ
24、cts we handle, we enclose a have large financial reserves. complete set of leaflets showing 1）从纽约ABC公司获悉,你公司出口尼龙specifications and means of packing. 床单和枕套； 对上述品质优良价格公道的商8 货物在装运前将由上海商品检验局检 品,本地区常有需求验；所装货物的品质,数量将 由该局供应必 We learn from A.B.C ）Company .of New York 要的证明 that you are expecting Nylon bed-sh
25、eets Prior to shipment, our goods will be and pillow-cases） There is a steady tested and inspected by the Shanghai demand here for the above-mentioned Commodity Inspection Bureau, who will commodities of high quality at moderate provide the necessary certificates in Prices ）regard to the quality and
26、 quantity of the shipment. 1）我们将与之进行业务往来的那家商行要我们向贵行明白有关他们的商业位置与信2）我们另邮寄样品一批,深信一旦你们有誉 机会查看样品之后,定会承认该货品质优 The firm with whom we intend to deal has 良,价格合理referred us to you for particulars Under separate cover, we are sending respecting their business standing and you a range of samples and when you ha
27、ve trustworthiness. the chance to examine them, we feel 2）你如能对上述公司的财务状况和牢靠性confident that you will agree that the 提出看法,我们当不胜感谢；goods are both excellent in quality and We should be most grateful if you would very reasonable in price. furnish us with your opinion on the 3）收到你公司 5 月 14 日询价, 得悉你对我financ
28、ial status and reliability of the 们手工制人造革手套感爱好；现将你所需的above company. 具体资料, 具有插图的目录和价格单附寄给3）就我们所知,他们的财务情形良好；你 We have received your enquiry of 14th As far as we know, their financial May and learn of your interest in our standing is sound. hand-made artificial leather gloves）4）你们所问讯的那家商号是我地区一家最 We are
29、 enclosing our illustrated 牢靠的进口商； 多年来在同行中享有良好声 catalogue and price list giving the 誉 details you ask for）The firm you inquire about is one of the 4）所附价格单和图解目录将给你供应有关most reliable importers in our district 你方最感爱好的型号的具体情形and has for many years enjoyed a good The enclosed price list and illustrated re
30、putation among the traders）catalogue will give you details of the 5）你地 X X 银行将给你供应有关我们的信 model in which you are especially 誉和经营作风等方面的资料 interested）The bank of your city will give you any 1）纸板箱作为一种包装容器已在国际贸易information you may require concerning 中广泛使用,因此,对它们的适航性,你们our credit standing as well as our m
31、anner 不必担忧of doing business. Cartons as a kind of packing containers 6）对你供应的任何资料,我们都予以保密；have been extensively used in Any information you may be able to pass international trade,therefore,you need on to us will be treated as confidential. not worry about their seaworthiness. 7）我们劝你方与该商行进行业务往来时务2）据我
32、们所知,保险公司接受投保纸板箱必谨慎proceed with every 装的货物的偷窃、提货不着险； 万一发生偷We advise you to 窃、你们可以放心, 保险公司将会赐予赔偿；possible caution in dealing with the So far as we know,insurance companies firm in question. accept goods packed in cartons to be 8）该公司声誉好,资金储备雄厚insured against TPND.In case of theft 名师归纳总结 They are a firm
33、 of high reputation and and pilferage you may be assured that you 第 8 页,共 10 页- - - - - - -精选学习资料 - - - - - - - - - will get indemnification from the 荐 是 照 顾 到 双 方 利 益 的Since the insurance company concerned. due required articles are not available, we 8）出口商必需很好考虑运往国外货物的包would like to recommend the 装
34、,并尽量按买方的要求包装货物；undermentioned products which can be The exporter has to give supplied from stock for prompt shipment ）consideration to the packing of the This recommendation is made in the goods to be shipped abroad,and try his interest of both parties）best to pack the goods in accordance with 3）你 1
35、1 月 15 日来信收到, 感谢；货号 2112the intruction of the buyers. 电扇我们歉难推销,由于你方价格太高 , 买9）出口包装的结构必需考虑到经济与实效；方无意仍盘出口商应记住, 货物应当采纳一种能保证安 While thanking you for your letter Nov）全到达目的地和便于在转运中搬运的方式 15 concerning electric fan Art ）2112, we 进行包装；regret being unable to promote sales as In the construction of an export yo
36、ur price is too high to interest buyers package,the important factors of to make a counter-offer）efficienty and economy must be taken 4）关于申请参与广州交易会一事,我们正into consideration.The exporter should 与有关当局联系；一俟申请获准, 当即通知bear in mind that the goods should be 你方；packed in a manner which ensures their With reg
37、ret to your application for safety arrival at destination and attending the Guangzhou Fair,we are facilitates their heading in transit. contacting the relevant authorities and 10 我们的印花棉布系用木箱包装,内衬牛 shall inform you as soon as the 皮纸和防潮纸；每箱 30 匹,一花五色,平 application is approved. 均搭配 5）为了支持你们推销,我们特地预备了一O
38、ur cotton prints should be packed in 些府绸样品连同价格单随函附上,供你考cases lined with kraft paper and 虑）我们的府绸品质优良,价格公道,深受water-proof paper, each consisting of 30 大多数欧洲国家欢迎,销售很快； 我们认为pieces of in one design with 5 color ways equally assorted. 订购我们的府绸在你市场销售是有利的 With a view to support your sales, we 1）我们另由航空寄上新品种的样品
39、供你参have specially prepared some samples of 考；该新品种价格公道,品质极好,我们认our polin together with a price list, 为及早推销对你们有利 Under separate which are enclosed for your cover, we have airmailed samples of our consideration） Owing to its superior new articles for your reference）These quality and reasonable price, o
40、ur polin new articles are moderate in price and has met with a warm reception and quick excellent in quality）We think it will sale in most European countries）We think be to your advantage to push sales of it is to your advantage to buy this item them at an early date）for sale in your market. 2）由于所需的
41、品种目前无货供应,我们想举荐以下库存产品,可以即装, 我们这一推China national import&export corporation 中国进出口公司P111 实盘 &非实盘名师归纳总结 P42 什么是status enquiries资信调P123 第 9 页,共 10 页查 Paragraph1 &6 Confidential隐秘私人的Private and ConfidentialSpecimen 范例- 用法- - - - - - -精选学习资料 - - - - - - - - - 三种信函P189 前 言 、 包 装 的 形 式paragraph1 P191 Special directions or warnings 名师归纳总结 - - - - - - -第 10 页,共 10 页