商務(wù)英語寫作新教案

BusinessEnglishWritingChapter1BusinessEnglishWriting:ClassificationsandPrinciplesBusinessCommunicationWritingPrinciples——8CPrinciplesI.BusinessCommunicationWhatisCommunication?WhatisBusinessCommunication?ObjectivesofBusinessCommunicationClassificationofBusinessCommunication1.DefinitionofCommunicationCommunicationisthesendingandreceivingofinformation,ideas,attitudesandemotions―eitherverbalornonverbal―thatproducearesponsebetweenpeople.2.Businesscommunicationisthecommunicationwhichtakesplaceinthebusinessfield.3.ObjectivesofBusinessCommunication1)Tobeunderstoodexactlyasweintended;2)Tosecureadesiredresponsetowhatwecommunicate;3)Tobuildupanddevelopgoodwillbetweenthesenderandreceiverofthemessage.4.ClassificationofCommunication1)DownwardCommunicationisfromsuperiorstosubordinates,frombossestoemployees,fromdecision-makerstooperatingpersonnel.2)UpwardCommunicationistheoppositeflowofdownwardcommunication.Messagesfromthebottommoveupthroughmanystagesuntiltheyreachthetop.3)HorizontalCommunicationistheexchangeflowsbetweenoramongorganizationalunitsonthesamehierarchicallevel.internalhorizontalcommunicationexternalhorizontalcommunicationII.WritingPrinciples——8CPrinciplesCompletenessConcretenessConcisenessClarityCorrectnessConsiderationCourtesyCreditability1.CompletenessAcompletelettershouldincludewhateverdetailsareneededtoproducetheresponseyouwant.ToachievetheCompleteness,youshouldconsiderthefollowingsuggestions:1)Trytolistallessentialpointsinyourletter;2)Volunteersomethingextrawhich,youthink,maybeofsomeusetoyourreadernoworinthefuture;3)Offeralternativesyouareabletogive.Maybeyouwillgetanewtransaction.4)CheckforthefiveWs(who,what,where,whenandwhy)andtheH(how).2.Concreteness

1)Usespecificratherthangenerallanguagetogivespecificinformation.Compare:Thiscopiersavesyoubothmoneyandtime.BH200Copiermakes60copiesaminuteatacostofonefenacopy.Butsometimesgeneralizingisnecessaryorpreferableforbeingdiplomatic.Compare:Ourfirmsellsclothesforwomenweighingover200pounds.Ourfirmsellsfashionsforwomenwithgenerousfigures.2)Useconcreteratherthanabstractwordswhenpossible.Compare:Iaminterestedinyourvehicle.Iaminterestedinyourbrown1997FordSedan.3.ConcisenessConcisenessissayingwhatyouwanttosayinthefewestwordspossiblewithoutsacrificingtheotherCqualities.1)Avoidwordyexpressionsandstatementse.g.“Iwishtotakethisopportunitytothankyouforyoursincerecooperation.”“Thankyouforyoursincerecooperation.”2)Avoidtriteness.3)Eliminateredundancy(repetitionoflanguageelements)Mr.Liwillbehereat8A.M.inthemorning.4)LeaveoutirrelevantmaterialCompare:Ifyouhadnotinformedusofdamagesopromptly,weshould/wouldbeunabletodoanythingforyou.However,inyourcase,wearegladtotellyou…Becauseyouweresopromptininformingusofthedamage,wearegladtotellyou…4.Clarity1)Writeonthelevelofthereader’sunderstanding.2)AvoidambiguityAnambiguouswordisonethathasmorethanonemeaninginthesamecontext.Compare:TheL/Cmustreachusforarrangingshipmentnotlaterthan8October.TheL/Cmustreachusnotlaterthan8Octoberforarrangingshipment3)Avoidneedlessjargon(speciallanguageinonefieldofbusiness)Ifpossible,trytoincludeexamples,illustrationsorothervisualaidsforclarity,suchaspictures,diagrams,simpletables,samplesandprintedmaterials.5.CorrectnessCorrectnessmeansamessagemustbeunited(grammaticallyandmechanicallycorrect)andcoherent(logicallyorganized).Toachievethisaim,thewritershould:1)Usetherightleveloflanguage(formal,informal,substandard).2)Includeaccuratefacts,figuresandwords.3)Maintainacceptablewritingmechanicsorstructure.6.ConsiderationConsiderationmeanstothinkofthereaderfirstandwritefromthe“you-attitude”.“You-attitude”isastyleofwritingthatlooksatthingsfromthereader’spointofview,emphasizingwhatthereaderwantstoknow,respectingthereader’sintelligenceandprotectingthereader’sego(self-esteem).1)Toemphasizethe“you”and“your”anddeemphasizethe“I”and”my”inpositivesituationsandtoavoidtheword“you”innegativesituationsandusepassivewords/verbsandimpersonalexpressionstoavoidassigningblame.Compare:Weprovidehealthinsurancetoallemployees.Youreceivehealthinsuranceasafull-timeP&Gemployee.Compare:Youmadenoallowanceforinflationinyourestimate.Noallowanceforinflationhasbeenmadeinthisestimate.Thisestimatemakesnoallowanceforinflation.2)Toemphasizethereader’sinterestsratherthanyourownconcerns.Compare:Thelargescaleofsalesofourproductswillmakeourcompanymoreprofitable.Youwillfindthatourproductwillsellrapidlyandaffordyouaprofitmargin.3)Toemphasizewhatyoucando,notwhatyoucannotdo.Compare:Wewon’tbeabletosendyouthebrochurethismonth.Wewillsendyouthebrochurenextmonth.Trytousepositivewordstoreplacenegativewords.Improve:Wehopeyouwon’tbedissatisfiedwiththenewrangeofourelectricproducts.4)Toexpressyoursinceredesiretobeofhelp.7.CourtesyAcourteousmessage,likeacourteousperson,ispolite,considerateandemphathic.Courtesyisamajorcontributortogoodwill.Bycourtesywemeantreatingpeoplewithrespectandfriendlyhumanconcern.Itcanbeakeyfactorinfluencingoursuccessinthebusinessworld.1)Bepolite.2)BeequaltoeachotherCompare:Howcananyonequestionourabilitytorepaytheloanwhenwearesuchalarge,reputablefirm?Ourqualificationfortheloanisawellestablishedcreditrating.3)AvoidmistrustCompare:Wehavereceivedyourletterinwhichyouclaimedthattenteasetsweredamagedinshipment.Wehavenoticedinyourletterthatadamagetotenteasetsinshipmentwasfound.4)AvoidangerCompare:Youobviouslymadeamistakebysendingmethewronggoods.Thankyouforyourpromptdelivery.However,thegoodsreacheduswerenottheonesweordered.8.CreditabilityCreditabilitymeansbeinghonestandfairinallourbusinessdealings.Theobservationofthe7CswillensuretheachievementoflastC–Creditability.Beforedoingbusinesswithothers,onebusinessmanshouldlearnhowtobeaman.HomeworkReadthetextandanswerthequestion:Howdoyouanalyzethe8Csfromthepragmaticperspective?Chapter2TheStructureandLayoutofaBusinessLetterI.StructureII.LayoutIII.HomeworkI.Structure1.StandardPartsofBusinessLetters2.OptionalPartsofBusinessLettersI.Structure1.StandardPartsoftheBusinessLetter(1)Letter-head信頭Itistheheadingatthetopofaletterandshowswherethelettercomesfrom.Itusuallyconsistsofthename,address,telephonenumberandfaxnumberandalsothecompanylogo,website,e-mailaddress,etc.Theletter-headisusuallyprintedonthecompany’sstationery.e.g.OMNICORPINTERNATIONAL17BunderHillRoadShrewsburyTel03-3456788Fax34567(2)Date日期Theformatofdatediffersfromcountrytocountry.e.g．①Friday,10th,March2006;②10th(or10)March,2006(U.S.military,Europe,LatinAmerica);③March10th(or10),2006(Americanbusiness);④10,3,2006or10/3/2006(causingconfusion).(3)Insidenameandaddress封內(nèi)姓名和地址Itshouldduplicatetheaddressontheenvelope.Itshouldalsoincludethereader’sname,titleandaddressandisplacedattheleftmarginabout2or3spacesbelowthedateandabovethesalutation.(4)Salutation稱呼Itisyourfriendlygreetingtothereaderandagreeswiththeinsideaddress.*Gentlemen(American)/DearSirs(British)/LadiesandGentlemen(CustomarySalutationstoafirm)*DearMr./Mrs./Miss/Ms(maritalstatusunknown)*Dear+firstnameItisaddressedtoanindividualyouknowwell.*DearSir&DearMadamTheyareusedinformalandimpersonalsituationsorwhenyoudonotknowthereader’sname.*DearDirector(Manager,Supervisor,Owner,DepartmentHead)Neutraltitlesarepreferredbymanyofficemanagers.*DearCustomerItisusedformessagesthatomitaninsideaddressasinsaleslettersorannouncementstomorethanoneperson.(5)Body主體Thebodyisthemessageandthemostimportantpart.Itisdifficulttodiscusshowtowriteinafewwordsbecausetherearemanypurposesofletterwriting.Butdoremember7CPrinciples.(6)Complimentaryclose禮貌結(jié)束語Itisapolitewayofclosingtheletter.Itmustagreewiththesalutationinthedegreeofformality.*Formal正式DearSir/Gentlemen———Faithfullyyours/YoursfaithfullyLadies&Gentlemen———Yoursverytruly(verytrulyyours,yourtruly)—nolongerpopular*Semi-formal半正式Sincerelyyoursoryourssincerely(verypopularbetweenbusinessmenwhohavealreadyestablishedabusinesscontactwitheachother)CordiallyyoursorVerycordiallyyours(usedwhenyoumayormaynotknowthereaderwell,butwishhimtofeeltherelationshipisfriendly).*Informal非正式DearDavid——→sincerely,cordially,bestregards,takecare,thanks(7)Signature簽名Everybusinesslettermustbesigned.Itusuallyincludesthreeorfourparts:①thenameofthecompany,②thesignatureofthewriter,③thetypedname④thebusinesstitle.Page37Examples2)OptionalPartsoftheBusinessLetter(1)Reference參考號Thereferencemayincludeafilenumberordepartmentalcodeortheinitialsofthesignerofthelettertobefollowedbythetypist’sinitials.e.g.Ourref:Dep.B/4LW/PB524;KLM:trorTR;KLMorning—tr;K.LMorning:trK.L.Morning:TR/tr(IdentificationMarks)識別標(biāo)記(2)AttentionLine經(jīng)辦Itisusedtodirectthelettertoaspecificpersonordepartmentwhenthecompanynameisusedintheaddresseeline.Itisusuallyplacedbetweeninsideaddressandthesalutation.e.g.Attention:PurchasingManager.(3)SubjectLine事由Ithelpsboththewriterandthereaderidentifythesubjectmatter,e.g.Subject:OrderNo.123;Re:InvoiceNo.123;(4)EnclosureNotation附件Ittellsthereceiverthatsomethingisincludedintheenvelopealongwiththeletter.Italsoremindsthesenderandthereaderofcheckingforenclosures.(4)EnclosureNotation附件e.g.Enclosure:SalesContract;Enc.3:SalesContract;CommercialInvoice;BillofLadingEncl.3Enclosures33Enclosures:(5)CopyNotation抄送Itindicatesacopyoftheletterisbeingusedtosomeotherbusinesspeople.Itisplacedbelowthesignatureattheleftmargin.cc:(carboncopy)xc:(Xeroxcopy)pc:(photocopy)c:(copy)e.g.cc:Mr.Taylor(6)Postscript附言Whenyoufinishtheletterandhappentothinkofsomethingelse,youmayadditattheendoftheletter.P.S.(p.s.;PS):***Iftherearetwothings,useP.P.S.Butthisisapoor/badhabitandshouldbeavoided.II.Letterstyle(Layout)1.Indentedstyle(縮格式/傳統(tǒng)格式）Page422.Fullblockform齊頭式Thisformbeginseachlineattheleft.Thisisthefastesttotypebecausetypistsdonothavetosetandusetabstopsforindenting.Page433.Modifiedblockstyle改良齊頭式Itiscurrentlyoneofthemostpopularstyles.Tomostreaders,thisstyleisappealingbecauseitachievesthebestvisualbalanceonthepage.Theletterhead,date,complimentarycloseandsignaturearejusttotherightofthecenter.Page444.Modifiedblockstylewithindentedparagraphs混合式(Semi-blockstyle)Manybusinesslettersusethisstyle.Althoughthefullblockstyleiswidelyused,theindentedstyleisalsopopular,probablybecauseitsparagraphsareindentedinthesamewayofbooks,newspapersandmagazines.Page45Homework1.GivethenamesofthepartsintheletteronPage43.2.Studytheformsofenvelopeaddressingbyyourself.3.TranslatethesentencesintoEnglishonPage54.Chapter4CreditInquiryandEstablishingBusinessRelationsLettersofcreditinquiryLettersofestablishingbusinessrelationsI.Creditinquiry——akindofconsultancyletterConsultancyisthebusinessofofferingspecialistprofessionaladviceincludingmarketresearch,creditstandinginvestigation,markettrendresearchandotherservicesprovidingbusinessinformation.Consultancyserviceisusuallyprovidedbybanksorprofessionalconsultingcompaniesorindividuals.Asabusinessperson,youshouldlearntowriteaconsultancylettertoseekneededinformation.Ininternationalbusiness,anexportermayaskhisnewcustomertogivethenameofhisbank(er)orthenameoffirmswhichthecustomerhaspreviouslydealtasareference.Reference:1)apieceofwritteninformationaboutsb’scharacter,ability,etc.證明書，證明材料2)apersonwhoprovidessuchinformation.資信證明人Therearetwokindsofreference:banks’(bankers’)reference—banks銀行證明人andtradereference—companies商業(yè)證明人.HowtoWriteaConsultancyLetterforCreditStanding1.Thenameofthecompanytobeinvestigatedandwhyyouarewritingtothereceiver.e.g.瑪麗蘭公司提出要當(dāng)我公司的代理，銷售我們的縫紉機，并介紹我公司向貴行了解該公司的信用、業(yè)務(wù)能力和聲譽的詳細(xì)情況。TheMarylandInc.isnowofferingtorepresentusinthesaleofourSewingMachinesandhasreferredustoyourBankfordetailedinformationaboutitscreditstanding,businesscapacityandreputation.2.Whatinformationyouaredemandingoraskingforadvice.e.g.如貴行對該公司就上述幾點提出坦率意見將非常感激。Weshallappreciateitifyouwillgiveusyourfrankopiniononthesepointsregardingthecompany.3.Assuringthereceiveroftreatingtheinformationinconfidence(1)Anyinformationyoumaygiveuswillbetreatedstrictlyinconfidence(asstrictlyconfidential)/willbeheldinstrictconfidence.(2)我們保證隨時回報貴行的好意。Weassureyouofourreciprocatingyourcourtesyatanytime.HowtoWriteaReplytoCreditInquiry1.Statingthefacts.Positive:Thecompanyyouenquiredabout(thefirmyoumention/inquestion)(1)hasmaintaininganaccountwithus與我們有賬戶往來forthepasttwentyyears,duringwhichtheyhaveneverfailedtomeettheirobligation.(2)isanimporterandwholesalerhereofheavylifters,havingabusinessbackgroundofsome20years.Negative:InreplytoyourletterofJune3,wearesorrytosaythatourexperiencewiththecompanywhichyouenquiredabouthasbeenunsatisfactory.2.Expressingyouropinion.Webelievethattheyowetheirreputablepositionamongthelocalwholesalersinourdistricttotheirsteadyandsincerewayofconductingbusiness.我們相信，他們之所以能在我們地區(qū)批發(fā)商中享有盛譽要歸因于他們的穩(wěn)定和誠實的經(jīng)營作風(fēng)。3.Remindingthereceiverthattheinformationprovidedshouldbekeptinstrictconfidenceandhewillnotberesponsibleforit.e.g.Pleasenotethatthisinformationisfurnishedwithoutanyresponsibilityonourpartandshouldbeheldstrictlyconfidential.請注意，我們對所提供的資料不負(fù)任何責(zé)任，并請對該資料嚴(yán)格保密。Mayweaskthatyoutreatthisinformationasstrictlyconfidentialwithoutresponsibilityonourpart?Homework

TradeReference我們突然接到倫敦FreemenBrothersCompany的遞價,該公司現(xiàn)與你公司有業(yè)務(wù)往來，并把你公司作為證明人告訴了我公司。如蒙提供下列情況，將十分感激：（1）你公司與該公司業(yè)務(wù)往來有多久？（2）你公司給該公司的信貸額多大？（3）該公司還賬是否及時？（4）目前該公司欠賬多少？你公司提出的資料將予以嚴(yán)格保密，有關(guān)費用在接到你公司帳單后立即由我公司支付。ReferenceanswerDearSirs,WehavereceivedasuddenbidfromFreemenBrothersCompany,London,withwhichyouarenowdoingbusinessandthefirmgivesusyournameasareference.Weshallappreciateitifyouwillletushavethefollowinginformation:(1)Howlonghaveyoubeeninbusinessrelationswiththefirm?(2)Whatcreditlimithaveyouplacedontheiraccount?(3)Howpromptlyaretermsofpaymentmet?(4)Whatamountiscurrentlyoutstanding?Anyinformationyoumaygiveuswillbetreatedasstrictlyconfidentialandexpensesaccruing(coming)fromthisenquirywillbepaidbyusuponreceiptofyourbill.II.EstablishingbusinessrelationsLanguagePoints:Sample31.Yournameandaddresshavebeengiventousby…..Wehaveobtainedyouraddressfromsb.Weoweyournameandaddresstosb.,who….Yourfirmhasbeenrecommendedtousbysb.,withwhom……Ontherecommendationofsb.,wehavelearned…e.g.TP輕工業(yè)品集團和我們在毛紡織品方面有多年良好關(guān)系，它向我們推薦了貴公司。YourcompanyhasbeenrecommendedtousbytheTPGroupsofLightIndustrialProductswithwhomwehavebeenwellconnectedformanyyearsinthefieldofwoolentextiles.e.g.經(jīng)中國銀行上海分行推薦，我方得知了貴公司的名稱，并很高興與貴方建立商務(wù)關(guān)系。OntherecommendationoftheBankofChina,Shanghai,wehavelearnedwithpleasurethenameofyourformandshallbegladtoenterintobusinessrelationswithyou.2.Inviewof…/Considering…./Bearinginmind….鑒于，考慮到e.g.正式鑒于我們之間的長期的商務(wù)關(guān)系，我方才作出如此的還盤。Itisinviewofourlong-standingbusinessrelationshipthatwemakesuchacounter-offer.3.Weinviteyoutosendus….Wouldyoupleasesendus…Wewill/shall/should/wouldappreciateitifyoucan/will/would/couldsendus….Itwillbeappreciatedifyou….Weshallappreciateyoursendingus….Pleaseletushave….Pleasefavoruswith…(formalusage)e.g.如蒙匯來商品目錄以及現(xiàn)行銷售條款，我們將不勝感激。Wewouldappreciateitverymuchifyoucouldsendusyourcataloguetogetherwiththecurrentsalesterms.4.beinterestedinsth./doingsth.beinterestedtodosth.有意…擬…..e.g.Weareinterestedtobuymostoftheitemsmentionedin(on)thepricelist.5.regarding:withregardto/inregardto/asregardsSample46.bewellconnectedwith…與..有良好的關(guān)系e.g.我方與貴國所有大零售商都有著非常好的關(guān)系，并相信你方產(chǎn)品在此地定會有良好的前景。Weareverywellconnectedwithallthemajorretailersinourcountry,andareconfidentthatyourproductswillhaveabrightprospecthere.Sample57.beinthemarketfor…demandforsth.對…有需求e.g.一家重要的當(dāng)?shù)亟?jīng)銷商對你方的小型節(jié)油汽車有需求。Oneimportantlocaldealerisinthemarketforyoursmall-sizedoil-savingautomobiles.e.g.Thereisagreatdemandforgroundnutsinlocalmarket.8.Weare….Wewritetointroduceourselvesas….現(xiàn)特去函作自我介紹….e.g.我公司是工業(yè)化工品、塑料制品和化肥的進口商，在愛爾蘭國內(nèi)銷售。Weareimporters(Ourcompanyisthe/animporter)ofindustrialchemicals,plasticsandfertilizersforresalewithinIreland.本公司是聯(lián)合王國主要電氣用品出口商之一，經(jīng)營各種各樣電氣用品，現(xiàn)特去函作自我介紹。WewritetointroduceourselvesasoneoftheleadingexportersfromtheUnitedKingdomof/dealinginawiderangeofElectricGoods.9.handle/dealin/tradein/beinthelineof/sth.isourline/Weareadealerinsth./sth.fall/be/lie/comewithinthescopeofourbusinessactivities/ourbusinessscope/ourbusinesslines/beactiveinthefieldofsth./specializein…經(jīng)營范圍是/專營…e.g.很高興得通知貴方，你們有意購買的商品正屬于我方的經(jīng)營范圍。Wearepleasedtoinformyouthatthecommoditiesyouareinterestedinfallwithinthescopeofourbusinessactivities.10.enclose/attach:putsth.inanenvelopeattachedtoaletter隨函附上e.g.Weencloseacopyofourpricelist.PleaserefertothepricelistenclosedinourletterofAugust5.Enclosedaretwocopiesofourpricelist.Enclosedpleasefindacopyofourpricelist.Youwillfindenclosedonecopyofourpricelist.AnalyzethestructureofSample51.Sourceofinformation2.Briefintroductionofyourcompany,yourproductsandpotentialmarket3.Yourintentionofwritingtheletter4.Stateyourrequestpolitely.5.Providethereferenceswhomaygivethereadertheinformationofyourcreditstanding.6.Stateyourhope.Homework

Sentencetranslation:1.我方從貴公司駐北京代表處得知，貴方是食品工業(yè)的主要經(jīng)銷商之一。2.關(guān)于我們的業(yè)務(wù)和財務(wù)情況，請向東京商業(yè)銀行東京總行查詢。3.大阪工商會已把你公司的名稱和地址告訴我們，并認(rèn)為你公司是一家很大的化妝品和提包出口商?；瘖y品是我們主要的進口商品，但目前我們特別有意從貴國進口人造革提包。4.貴方會發(fā)現(xiàn)我方所附的小冊子將有助于你們的批發(fā)業(yè)務(wù)。如蒙索取樣品，我方立即航郵寄去。5.我方愿與貴公司在平等和互通有無的基礎(chǔ)上建立商務(wù)關(guān)系。6.我方希望貴方在裝船時遵照下列指示。1.WelearnformyourrepresentativeofficeinBeijingthatyouareoneofthemajordealersinthefoodindustry.2.Forourbusinessandfinancialstanding,wemayreferyoutoourbankers,TheCommercialBankofTokyo,HeadOffice,Tokyo.3.YournameandaddresshavebeengiventousbytheOsakaChamberofCommerceandIndustryasalargeexporterofCosmeticsandLeatherBags.Cosmeticsareourmainimports,butnowweareespeciallyinterestedinimportingMan-madeLeatherBagsfromyourcountry.4.Youwillfindourbrochureenclosedhelpfulforyourwholesalebusiness.Immediatelyuponrequest,weshallbepleasedtosendyousomesamplesbyair.5.Wearewillingtoenterinto(establish)businessrelationswithyourfirmonthebasisofequality,mutualbenefitandexchangeofneededgoods.6.Wehopeyouwillcomplywiththefollowinginstructionswhenmakingshipment.Letterwriting你從美國駐中國大使館得知美國一家進口化工產(chǎn)品和藥品的公司的名稱和情況。寫一封表示建立業(yè)務(wù)關(guān)系的信函。告知你方產(chǎn)品在世界市場上久享盛譽。并附上商品目錄一份供參考。ReferenceanswerDearSirs,WehavelearnedyournamefromyourEmbassyandarepleasedtowritetoyouwiththehopeofestablishingbusinessrelationswithyou.WespecializeintheexportationofChineseChemicalsandpharmaceuticals,whichhaveenjoyedgreatpopularityinworldmarkets.Weencloseacopyofourcatalogueforyourreferenceandhopethatyouwouldcontactusifanyitemisofinteresttoyou.Wearelookingforwardtoyourearlyreply.YoursfaithfullyChapter5InquiriesandRepliestoInquiriesI.AboutInquiries1.ThedefinitionofaninquiryAninquiryismadetoseekasupplyofproducts,serviceorinformation.Inordertoobtaintheneededinformation,theenquirershouldstatesimply,clearlyandconciselywhathewantsgeneralinformation,acatalogueorpricelist,asample,aquotation,etc.2.Classification(1)Generalinquiry——thebuyeronlywantstohavesomebasicinformationaboutthesellerandasksforproductcatalogue,pricelist,samplesandproformainvoice.(2)Specificinquirythebuyerasksthesellerfordetailsofacertaingoodandrequiresthesellertomakeanoffer.II.LanguagePoints1.Weshouldbegratefulifyouwould….forsth./Itwouldbemosthelpfulifyoucould….e.g.如果貴方能夠為我方提供新開發(fā)的重海綿，將會對我方有莫大的幫助。Itwouldbequitehelpfulifyoucouldsupplyuswithyournewlydevelopedheavy-weightsponge.2.quotation:astatementofthepriceofacertainproduct報價make/send/give/fax/emailaquotationforsth.e.g.請為給我方報鐵釘?shù)膬r格。PleasemakeusaquotationforIronNails.e.g.你方棉布的報價太高了接受不了。YourquotationofCottonPieceGoodsistoohightoaccept.quote:v.(1)toquoteapricePleasequoteyourlowestpriceCIFShanghai.(2)toquotesb.apricePleasequoteusyourlowestpriceCIFShanghai.(3)toquotesb.forsth.PleasequoteusforPrintedShirtingCIFShanghai.(4)toquotesb.apriceforsth.PleasequoteusthepriceforPrintedShirting.3.Perhapsyoucouldletusknow…Weshallbegladtoknow….Weshouldliketoknow….4.Ifsth.is(found)satisfactorywewouldexpecttodo….Itisusedtoinducethesellertoofferfavorably.e.g.如果貴方的報價令人滿意的話，我方將大量訂貨。Ifyourquotationisfoundsatisfactory,wewillplacealargeorder.5.Supplysth.fromstock現(xiàn)貨供應(yīng)supplysth.tosb.supplysb.Withsth.e.g.Wecansupplyyouwithallkindsofleathershoes.n.inshort/scarce/lightsupply供應(yīng)不足infree/abundant/amplesupply供應(yīng)充足e.g.現(xiàn)在在我方市場上供大于求.Supplynowexceedsdemandonourmarket.e.g.因為仍然供不應(yīng)求，因此，預(yù)計價格上漲的趨勢自然會持續(xù)一段時間。Sincesupplystillfallsshortofdemand,therisingtendencyofthepriceisnaturallyexpectedtocontinueforsometime.6.Wetake/havepleasureindoingsth./todosth.現(xiàn)高興地……e.g.現(xiàn)高興地給貴方寄去我方最新的商品目錄和當(dāng)前價目表，以供貴方參考。Wetakepleasureinsendingyouourlatestcatalogueandcurrentpricelistforyourreference.7.uponreceiptof….一俟，一….就….e.g.一收到貴方信用證，我方將盡快安排貨物裝運。UponreceiptofyourL/C,wewillarrangethegoodstobeshippedassoonaspossible.8.回復(fù)信常用的開頭方式Weareinreceiptofyour….Inreplytoyour…..Weconfirmhavingreceivedyour….Weacknowledgereceiptofyour….Thankyouforyour…..9.toforward/sendyouunderseparateoversth.另郵Wearesendingyouseparatelysth./byseparatepost/byseparatemail現(xiàn)另郵e.g.現(xiàn)另郵我方冬季報價單以供貴方參考。Wearesendingyouseparatelyourwinterquotationsheetforyourreference.SentenceExercises1.請報給我們200公噸鋼板CIF青島凈價，并告知詳細(xì)價格。2.隨函寄去的目錄所列全部項目現(xiàn)有存貨，可以即期裝運。3.如對我們的業(yè)務(wù)建議有興趣，請寄來樣品并告最優(yōu)惠條款。4.如你公司能保證價格可行、品質(zhì)優(yōu)良、交貨迅速，我們能大量經(jīng)營該產(chǎn)品。5.如果你方價格有競爭力，交貨期合適，我們打算大量訂購。6.我們很高興地隨信附寄我們產(chǎn)品的報價單并相信它們的高質(zhì)量會使你方試訂貨。7.收到你方3月8.我們從ABC公司得知貴公司是全棉床單和枕套的出口商。請給我們寄來你方各種產(chǎn)品的詳細(xì)資料，包括尺碼、顏色和規(guī)格，還有所有的不同質(zhì)量的布料樣品。1.Pleasequoteusfor200metrictonsofSteelPlateCIFQingdaonet,statingthespecificationsindetail.2.Alltheitemslistedinourcatalogueenclosedarenowkeptinourstockandreadyforimmediateshipment.3.Ifyouareinterestedinourbusinessproposal,pleasesendusthesamplestogetherwithyourbesttermsandconditions.4.Ifyoucanassureusofworkableprices,excellentqualityandpromptdelivery,weshallbeabletodealinthesegoodsonasubstantialscale.5.Ifyourpriceisfoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.6.Wetakemuchpleasureinenclosingaquotationsheetforourproductsandtrustthattheirhighqualitywillinduceyoutoplaceatrialorder.7.ThankyouforyourletterofMarch11enquiringaboutthepossibilityofsellingyourMen’sShirts,TiantanBrand,inourmarket.8.WehavelearnedfromABCCompanythatyouareexportersofallcottonbed-sheetsandpillowcases.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,colorsandprices,andalsosamplesofthedifferentqualitiesofmaterialused.Homework:LetterWriting敬啟者:本公司是拉格斯Lagos最大的縫紉機進口商之一，經(jīng)營各種牌號的縫紉機已有20余年。我們熱切希望與你公司建立業(yè)務(wù)關(guān)系，發(fā)展我們兩國之間的貿(mào)易。現(xiàn)傳真給你們我方第303號詢價單一張，盼你方早給我們報CIFLagos，包括我們的傭金5%。報價時請講明最早交貨期和可供數(shù)量。為了便于我們了解你們的產(chǎn)品，請你們盡快航郵目錄本四份。如你方報價具有競爭性，我們打算訂購500臺。如蒙早日復(fù)信不勝感激。謹(jǐn)上DearSirs,SewingMachinesWewritetointroduceourselvesasoneofthelargestimportersofsewingmachinesinLagosandhavebeenhandlingallkindsofsuchmachinesformorethan20years.Weareeagertoenterintobusinessrelationswithyouinthehopeofdevelopingtradebetweenourtwocountries.WearesendingyoubyfaxourEnquirySheetNo.303andwillappreciateyourquotationCIFLagosincludingourcommission5%togetherwithyourindicationofquantitiesavailableandtheearliestdeliverydate.Youarealsorequestedtoairmailusyourcopiesofyourcataloguesoastoenableustohaveabetterknowledgeofyourproducts.Ifyourpriceiscompetitive,wearepreparedtoplaceanorderfor500setsofthesewingmachines.Yourearlyreplywillbemuchappreciated.SincerelyyoursChapter6Offer,Counter-offerandcounter-counter-offerI.Aboutoffers1.DefinitionAnofferisaproposalforconcludingacontractonthetermsandconditionsstated.2.Whocan