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1、世纪商务英语- 外贸函电(第二版) (教师用书) English Letter Writing in Foreign Trade 主编 吴思乐 胡秋华 大连理工大学出版社 前 言 世纪商务英语外贸函电是新世纪高职高专教材编委会组编的商务英语类课程规划教材之一。本书主要针对高职高专商务英语和其他涉外经贸专业的学生.也可以作为其他层次涉外经贸专业的外经贸英语教材。同时.对正在从事或即将从事涉外经贸活动和贸易洽谈工作的广大外贸工作者来说.本书还可作为自学参考资料。 为方便教学和自学者学习.我们编写了与之配套的练习答案.并提供了常用表达部分的译文。 希望本书能对我们的读者有所帮助。 编者 Conten
2、ts Module Unit Module 1 Fundamentals of Modern Business Letter Writing 现代商务函电写作基础 Unit 1 Basic knowledge of Business letter Writing 商务信函写作Module 2 Preparations for Negotiation 业务磋商的准备 Unit 2 Establishing Business Relations 建立业务关系 Unit 3. Making Credit Investigation 资信调查 Module 3 Procedures of Busine
3、ss Negotiation 业务磋商的主要环节 Unit 4 Inquiry 询盘 Unit 5 Offer 发盘 Unit 6 Counter-offer 还盘 Module 4 Conclusion of Business 交易的达成 Unit 7 Acceptance and Confirmation 接受与确认 Unit 8 Order and Contract 订单与合同 Module 5 Negotiation of Main Trade Terms 主要交易条款的磋商 Unit 9 Payment and L/C 支付与信用证 Unit 10 Packing 包装 Unit 1
4、1 Shipment 运输 Unit 12 Insurance 保险 Module 6 Disputes and Settlement 争议及争议的解决 Unit 13 Complaints, Claims and Settlement 申诉、抱怨与索赔、理赔 Unit 1. Fundamentals of Modern English Business Letter Writing 第一章 现代商务英语函电写作的基本知识 Part Five Practical Training 1. Arrange the Following in Proper Form as They Should Be
5、 Set Out in a Letter 1) Senders name: Guangzhou International Trading Corp. 2) Senders address: 198 Yueken Road, Tianhe District, Guangzhou, China 3) Senders Telephone: 4) Senders cable address: 5527GZ 5) Senders telex address: 3328 gz CN 6) Date: September 15, 2007 7) Receivers name: Standard Oil C
6、ompany 8) Receivers address: 38 Fifth Avenue, London, U. K. 9) Subject: Refrigerators 10) The message: We thank you for your letter of September 3, 2007, enquiring for the captioned goods. The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection
7、. We look forward to receiving your specific inquiry with keen interest. Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his or her style. The following is just a sample. Guangzhou International Trading Corp. Address: 198 Yueken Road, Tian
8、he District, Guangzhou, 510507, P. R. China Tel: , Cable: 5527GZ, Telex: 3328 gz CN September 15, 2010 Standard Oil Company 38 Fifth Avenue, London, EC4, U. K. Dear Madam or Sir: Subject.Refrigerators Thank you for your letter of September 3, 2007, enquiring for the captioned goods. The enclosed boo
9、klet contains details of all our refrigerators and will enable you to make a suitable selection. We look forward to receiving your specific inquiry with keen interest. Yours Sincerely, Li Ming Li Ming Encl. as stated 2. Address an Envelope for the Above Letter Since we use the Full-block Style for t
10、he letter composing, we should also use the Full-block Style for the envelope. Guangzhou International Trading Corp. 198 Yueken Road Tianhe District, Guangzhou, Guangdogn, China Standard Oil Company 38 Fifth Avenue London EC 4 U. K. Urgent Stamp Unit 2 Establishing Business Relations 第二章 建立业务关系 Part
11、 Three Other Commonly Used Expressions and Sentences Typical Sentences: 1. Telling the addressee how his name is known in pleasant words. (用令人愉快的语言.说明你是怎样知道对方的) 1.We are very pleased to obtain your name from the Industrial Chambers. .很高兴从行业协会处得知贵公司的名称. 2.On the recommendation of Merrs. Harvey & Co.,
12、 we have learned with pleasure the name of your firm. (由于哈维公司的推荐.我们高兴地得知贵公司的名称。) 3.Through the courtesy of Mr. Freemen, we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us. .承蒙布什先生介绍.我们得知贵公司是当地主要的一家电子产品
13、进口商.且希望与我们建立业务关系。. 4.We have your name and address from The Journal of Commerce. .我们从商业杂志上得知贵公司的名称和地址。. 2. Introducing briefly the business scope of your firm. .概要介绍自己的业务. 1.We are one of the leading importers of ceramic products in America. Wed like to establish a business relationship with your co
14、rporation. (我们是美国陶瓷制品的主要进口商之一.愿与贵公司建立业务关系。) 2.We are a state-operated corporation, handling the export of animal by products and we are willing to enter into business relations with your firm. (我们是国营公司. 经营土畜产品出口业务.我们愿与贵公司建立业务关系。) 3. .This is to introduce the Pacific Corporation as an exporter of lig
15、ht industrial products having business relations with more than 80 countries in the world. (兹介绍太平洋公司.它是轻工业产品的出口商.与世界80 多个国家有业务关系。) 4. .We are exporters of fresh water pearls having years experience in this particular line of business. (我们作为淡水珍珠的出口商.在这一业务方面有着多年的经验。) 5. .We take the opportunity to int
16、roduce ourselves as a large importer of fertilizers in our country. (我们借此机会做个自我介绍.我们是本国一家大的化肥进口商。) 6. .We take the liberty of introducing ourselves to you with a view to doing business with you. (我们冒昧自荐.希望和你们做生意。) 7. .Our corporation is established for the purpose of carrying on import and export bu
17、siness as well as other activities in connection with foreign trade. (本公司是以经营进出口业务以及从事与对外贸易有关的活动为宗旨而建立的。) 8. .Our cooperation is specialized in the export of Chinese foodproducts. The products sell well in various countries. (本公司专营中国食品出口业务.产品行销世界各地。) 9.Our lines are mainly various kinds of electrica
18、l products, and we have offices or representatives in all major cities and towns in Japan. (我们主要经营各种电子产品.在日本所有的大城镇都设有办事处和营业代表。) 10.We are active in commercial intercourse with various countries and districts in the trade and financial circles (本公司致力于发展与各国和各地区贸易和金融界的商业往来。) 3. Stating your desire, pur
19、pose and expectation simply, clearly, and concisely. (简明扼要地表明自己的意愿、目的或期望) 1.We foresee a bright prospect for your products in our market. We express our desire to establish business relations with your firm. (我们预料你方产品在我方市场有着广阔的前景.愿与贵公司建立业务关系。) 2. .Should you be interested in any of our products, ple
20、ase let us know. (如对我方产品感兴趣.务请告知) 3. .Should you require any further information /details /particulars, please dont hesitate to let us know.(如需详情.务请告知) 4. .Since we specialize in the export of Chinese foodstuffs, we wish to express our desire to trade with you in this line. (由于我们是专营中国食品的出口业务的.我们希望和贵
21、公司做本行业的买卖。) 5. .As the items falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you. (由于这些商品正好属于我们的经营范围.我们会很高兴与贵公司建立直接的业务关系。) 6. .We hope this will be good start for a long and profitable business relation. (希望这是长期互利关系的良好开端。) 7. .We ar
22、e convinced that our joint business efforts can be developed to our mutual benefit. (相信通过我们双方的共同努力.我们之间的业务一定会向对双方都有利的方向发展。) 8. .Hope our mutual understanding and cooperation could result in future business. (希望我们之间的相互理解与合作会将促成今后的生意。) 4. Sentences used in replying letters from addressores. (收信人复函用句)
23、1) Your letter expressing the hope of entering into business connections with us has been received with thanks. (贵方关于希望与我方建立业务关系的来函已收悉.谢谢.) 2. .We acknowledge with thanks the receipt of your letter of September 10, 2010. .贵公司2010 年九月十日的来函收悉。谢谢3. .Your letter of November 21, 2010, addressed to our si
24、ster corporation in Shanghai has been transferred to us for attention.贵公司2010年11月21日寄往我方上 海姐妹公司的信已经转交我方处理。. 4. .As requested, we are airmailing to you, under separate cover, a sample each of Article Numbers 1025 and 1026 for your reference.按要求.我们将另封寄出第1025 和1026 号商品的样品各一份供贵公司参考。. 5. .A booklet inclu
25、ding a general introduction, the scope of business and topics is enclosed for your reference. (随函附上有关公司概况、业务范围和其他方面的小册子一本.供参考。) 6. .If you are interested in establishing business relations with us in this line, please let us know your specific requirements. We will be pleased to forward samples, cat
26、alogues as well as detailed information. (如贵公司有意与我建立有关该商品的业务往来.请提出具体要求.以便寄上样品、目录以及详细说明。) 7. .We assure you that we will give our best attention to any inquiries from you. (对于贵公司的任何询问.我们将给以充分关注。) 8. .Should there be anything else we can do for you, please let us know. (如果我们还能为你们做些其他事情.请告知。) Part Five
27、 Practical Training I.Beginning Training 1 .Put the following English into Chinese 1) 商务参赞办公室 2) 行会 3) 业务范围 4) 本着做的意愿.以为目的 5) 随函附寄 6) 一(全)系列 7) 在你处.地. 8) 务请告知 9) 我们期待收到你方即时的好消息。 10) 由于东京商会的推荐.我们高兴地得知贵公司的名称。 11) 承蒙布什先生介绍.我们得知贵公司是当地主要的一家电子产品进口商.且希望与我们建立业务关系。 12) 我们借此机会致函贵公司.希望建立业务关系。 13) 本公司是以经营进出口业务以
28、及从事与对外贸易有关的活动为宗旨而建立的。 14) 我们预料你方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.盼速复。 15) 本公司专营电子产品出口业务.产品行销世界各地。 II.Intermediate Training 1 .Put the following Chinese into English 1) establish business relations / connections.enter into business relations / connections 2) specialize in / engage in / handle / deal in
29、3) We would appreciate it /be grateful if you would 4) for your information / for your reference (only) 5) to cnclude (close) the business (trancsaction / deal) 6) company / corporation / firm / house 7) as requested / to do sth. upon sbs. request. 8) We are a state-owned corporation specializing in
30、 the export of table-cloths. We shall be glad to enter into business relations with you. 9) We write to introduce ourselves as exporter of fresh water pearls having many years experience in this particular line of business. 10) We take the liberty of writing to you with a view to doing business with
31、 you. 11) Your letter expressing the hope of establishing business connections with us has been received with thanks. 12) We are now writing you for the opportunity of developing trade between us. 13) We have your name and address from The Journal of Commerce. 14) A booklet including a general intro
32、duction, the scope of business and topics is enclosed for your reference. 15) Through the courtesy of Messrs Harvey & Co., we have learned that you have been supplying the best quality foods all over the world, and we are sure that there is a large demand for various foreign foods in our country. 2.
33、 Supply the missing words in the blanks of the following letter. The first letters are given. (1) informing (2) interested (3) dealing (4) sample (5) details (6) quality (7) prices (8) according (9) items (10) inquiry Unit 3. Making Credit Investigation 第三章 资信调查 Part Three Other Commonly Used Expres
34、sions and Sentences Typical Sentences: 1. Indicating your desire or reasons to obtain credit information in courteous phrases and appreciative terms. (用委婉客气的表达和感激的用语表明你想获得资信信息的愿望和理由) 1. .We would be most grateful for any information you could give us about the companys credit and reputation. (如贵方能向我
35、们提供关于该公司的信用及信誉资料.我们将不胜感激。) 2.As we have not done any business with them in the past, we should therefore be much obliged if you would inform us, in confidence, of their financial and credit standing. .由于我们与该公司在过去没有任何的生意往来.所以如果贵方能以保密的方式告知我们该公司的资信情况我方将不胜感激. 3.We know from a financial report that you h
36、ave business relations/ record with the under-mentioned firm We should be glad to know if their financial position is considered strong. .从一份财务报告中我们知道.贵方与下述的这家公司有业务联系/记录。我们很乐意知道他们的财务状况是不是很好。. 4. As we know nothing about the company, we are writing to request you to enquire into their credit position
37、 on our behalf. (由于我们对该公司一无所知.特致函烦请贵方代表我们对其资信情况进行调查。) 5.We know the Auto Engineering Co., but our knowledge of the company is limited. We should, therefore, like to know whether or not their financial and credit standing are sound . (我们知道该汽车工程公司.但我们对该公司的了解很有限。所以我们想知道其资信情况是否可靠。) 6.For saftys sake, we
38、 should like to know the financial and credit standing of the above-mentioned company. We should be very pleased if you would assist us in this respect. (为安全起见.我们想了解一下上述公司的资信情况。如贵方能在这方面施以援助.我们会非常感谢。) 7.Please accept our thanks for any assistance you can give us. .不管你方能给我们什么样的帮助.都请接收我们的感谢。. 8. We sho
39、uld be most grateful for any information you can obtain for us. (不管贵方给我们调查到什么样的信息.我们都心存感激。) 2. Emphasizing the importance of keeping the information in confidence in a positive tone. (用肯定的语气强调信息保密的重要性) 1. .It goes without saying that any information you can furnish as to their capital and reputation
40、 would be greatly valued and treated in absolute confidence by us. (毫无疑问.你们所提供的任何有关他们的资金和信誉情况的信息对于我们来说是很有价值的.我们将会珍视这些信息并绝对保密。) 2.You can rest assure that all result will be kept confidential. (您尽可以放心.所有的调查结果都是保密的。) 3.We can assure you that any information you may give us will be treated in absolute
41、confidence. (我们向您保证.贵方向我们提供的任何信息都将被严格保密。) 4. .This information is strictly confidential and is given without any responsibility on our part. (本信息是严格保密的.并且我方对此不承当任何的责任。) 5.This information is of course supplied in the strictest confidence. (本信息属于最高机密) 6.The above information is given on the understan
42、ding that it is to be treated as strictly confidential. 以上信息是基于该信息应该被严格保密的共识提供的。) 7. All results will be kept confidential and you will not be contacted about the results unless you so desire. (所有的结果都是保密的.除非您有此意愿.否则我们将不通知结果。) 3. Offering the credit information in the form of describing the facts. (用
43、实事求是的方法提供资信信息) 1.In reply to your letter of 8th August, we wish to inform you the following information as you required. .兹答复你方八月十八日的来函.应要求向你们提供以下信息。. 2. .Their chief line is in the import and export of machines. (他们主要的经营范围是机械进出口。) 3.The Co.you mentioned is a private company run as a family group an
44、d was founded 15 years ago. It enjoys a good reputation. (你所提的公司是一个私人公司.以一个家庭集团的形式经营。该公司在15年前成立.信誉良好。) 4.The firm above is a leading importer .in this city. (上述公司是本市一个主要的进口商) 5.We consider them trustworthy and reliable. (我们认为他们是值得信任、可以信赖的。) 6.We regret being unable to help you with information about
45、 the firm you enquired in your letter of 10th July, .since we have not done any business with them in the past. (很遗憾不能就你们在七月十日的信中所咨询的公司提供信息。因为我们过去从没有跟他们做过生意。) Part Five Practical Training I. Beginning Training 1. Put the following English into Chinese 1) 资信情况 2) 业务联系.记录. 3) 短期贷款 4) 履行义务 5) 归因于 6) 调查
46、 7) 毫无疑问.你们向我们提供的任何信息我们都会绝对保密.并且心存感激。 8) 如果贵方能把上述公司的资信情况告知我们.我方将不胜感激。 9) 能否恳请贵方尽量收集所有有关横滨市丰田公司信用状况方面的材料。 10) 特致函.烦请贵方代表我们对其资信情况进行调查。 II.Intermediate Training 1. Put the following Chinese into English 1) credit investigation / enquiey 2) in (absolute) confidence 3) standing credit 4) responsibility o
47、n our part 5) It goes without saying that 6) rest assure 7) In reply to your letter of 8th August, we wish to inform you the following information as you required. 8) Any information you may give us will, of course, be treated as strictly confidential. 9) We shall appreciate it if you will let us know their financial position. 10) The firm you mentioned is a leading importer .in this city. It enjoys a good reputation. We consider them trustworthy and reliable. 2. Supply the mis