教學課件-外貿(mào)英語函電課件3版

EnglishforBusinessCommunicationThirdEditionContentsChapter1Writtencommunication------anoverview

Chapter2EstablishmentofBusinessRelations

Chapter3Inquiriesandreplies

Chapter4

MakingQuotations&Offers

Chapter5

Making

Counteroffers&DecliningOrders

Chapter6Acceptance&OrdersContents

Chapter7TermsofPaymentChapter8LetterofCreditChapter9Packing&ShipmentChapter10InsuranceChapter11Complaints&ClaimChapter12AgencyLearningObjectivesBeabletograspthepartsofbusinesslettersBeabletograsptheformatsofbusinesslettersBeabletograsptheenvelopeaddressingBeabletograspthebasicprinciplesofbusinessletter-writingBeabletograspe-mailwritingPreface1.Definition

Englishbusinesscorrespondencereferstotheletters,cables,telexes,faxesande-mailsdealingininternationalbusiness,aswellasindomestictrade,ofcourse.2.Aim

Thepurposeofthiscourseistohelpyoulearnhowtowritegoodbusinesslettersbyusingup-to-dateexpressionsinthesimplestpossiblelanguage.IthasitsuniquelanguagestyleandjargonsItisfullofbusinessterminationsandabbreviationsThereisacloserelationsbetweenEBCandinternationaltrade3.FeaturesWeareinthemarketforsilkblousesandshouldbepleasedifyoucouldkindlyquoteusyourkeenestpricesforthegoodsbelowOfferquotationordercounterofferletterofcreditCIFFOBYL11/11RVDS/C123L/CUNRCVPLSRUSH

Examples:

PartsofaBusinessLetter

A.Thestandardparts

theletterheadtheinsideaddressthedatethesalutationthebodyoftheletterthecomplimentaryclosethesignature

PartsofaBusinessLetter

A.Thestandardparts

Theletterheadwillshow:Thesender’snameThesender’sfullpostaladdress

PartsofaBusinessLetter

A.Thestandardparts

(2)TheDateshouldalwaysbeshowninfullTheorderofthedate:day/month/year(nocommasareused)month/day/year(acommaafterthemonth)

PartsofaBusinessLetter

A.Thestandardparts

(3)TheInsideAddressTherecipient’snameTherecipient’sfullpostaladdress

PartsofaBusinessLetter

A.Thestandardparts

(4)Thesalutationisthepolitegreetingwithwhichaletterbegins.DearSirs,Gentlemen:

PartsofaBusinessLetter

A.Thestandardparts

(5)Thebodyofthelettercontainstheactualmessageoftheletter

PartsofaBusinessLetter

A.Thestandardparts

(6)ThecomplimentarycloseismereapolitewayofendingaletterYoursfaithfully,===DearSirs,Trulyyours,=====Gentlemen:

PartsofaBusinessLetter

A.Thestandardparts

(7)ThesignatureThenameoftheorganizationThesignatureofthemanageraswellashis/herjobtitleorposition(8)thereferences(9)thespecialmarkings(10)thesubjectline(11)thecarboncopynotation(12)theenclosurePartsofaBusinessLetterB.Theoptionalparts

(8)thereferencesPartsofaBusinessLetterB.Theoptionalparts

eg.BC/EN/151212(9)thespecialmarkingsPartsofaBusinessLetterB.Theoptionalparts

eg.Attn.:Mr.JackLeePersonnelDirectorDalianvocational&TechnicalCollege100Xiaboroad,Ganjingzidistrict.Dalian116035,China(10)thesubjectlinePartsofaBusinessLetterB.Theoptionalparts

eg.Re.:SewingMachines(11)thecarboncopynotationPartsofaBusinessLetterB.Theoptionalparts

eg.CCto:ABCcompanyBccto:××××××(12)theenclosurePartsofaBusinessLetterB.Theoptionalparts

eg.Enc.Asstated.Enc.3Encls.3Formofabusinessletter

1.ThefullyblockedstylewithOpenPunctuationThefullyblockedstyleisnowthemostwidelyusedmethodofdisplayforallbusinessdocuments.Thisstyleisthoughttohaveabusinessappearance.Thislayoutreducestypingtimeastherearenoindentationsfornewparagraphsortheclosingsection.Openpunctuationisoftenusedwiththefullyblockedstyle.Againthisreducestypingtimebecausethereisnoneedforanyunnecessaryfullstopsandcommas.齊頭式示例除信頭外全部左對齊2.IndentedstylewithOpenPunctuation

FollowingtraditionalBritishpracticetheindentedstylebusinesslettersareroughlydividedintotwostyles:"Blocked"and"Indented".TheformerisusedmainlyintheUnitedStateswhilethelatterisusedtobepopularinBritishandtheoldBritishcolonies.縮行式示例日期靠右具體收信人和事由居中段首縮格客套結束禮詞和簽名偏右改良齊頭式示例參考編號和日期靠右簽名偏右EnvelopesaddressingaccuracyclearnessappearanceTheprinciplesofaddressingenvelopes:

Nameandaddressofthereceivershouldbetypedabovehalfwaydowntheenvelope,leavingenoughspaceforthepostmarkorstamps.thereturnaddressshouldbeprintedintheupperleftcorneroftheenvelope.Postnotationssuchas‘Registered’,‘Certified’or‘Confidential’shouldbeplacedinthebottomleft-handcorner.

EnvelopesaddressingEnvelopesaddressingWhenaletterismailedtoathirdpersonwhoisboundtopassitontotheaddressee,writethethirdperson'snamedownbelowtheaddressee’s,writethewords‘careof’infrontofit.

Languageandtone?

Choosethemethodofcommunicationcarefully.?

Createthedocumentthoughtfully.?

Presentthedocumentsothatitlooksgoodandgivesanimpressionofefficiencyandreliability.?

Useaformatthatisneat,easytoreadandstructureslogically.?

Useappropriatetone,consideringthecircumstances,thesituationandtherecipient.?

Ensureyourmessageisaccurateintermsofgrammar,spellingandpunctuation.1.RememberyourABC

AccurateCheckfactscarefullyIncludeallrelevantdetailsProofreadthoroughlyBriefkeepsentencesshortUsesimpleexpressionsUsenon-technicallanguageClearUseplain,simpleEnglishWriteinaneasy,naturalstyleAvoidformalityorfamiliarity2.Becourteousandconsiderate

Replypromptlytoallcommunications-answeronthesamedayifpossible.Ifyoucannotanswerimmediately,writeabriefnoteandexplainwhy.Thiswillcreategoodwill.Understandandrespecttherecipient’spointofview.Resistthetemptationtoreplyasifyourcorrespondentiswrong.Ifyoufeelsomecommentsareunfair,betactfulandtrynottocauseoffence.Resistthetemptationtoreplytoanoffensiveletterinasimilartone.Instead,answercourteouslyanddonotloweryourdignity.3.UseappropriatetoneIfyourletteristoachieveitspurposethetonemustbeappropriate.Thetoneofyourletterreflectsthespiritinwhichyouputyourletteracross.Youalteryourtoneofvoicetoconveymessagesindifferentways.Muchofwhatyousayisalsointerpretedthroughnon-verbalclues-----eyecontact,gestures,inflectionsofthevoice,etc.Thistypeof‘readingbetweenthelines’isnotpossiblewiththewrittenword.Thereforeitisvitaltochooseyourwordscarefully.Youcanbefirmorfriendly,persuasiveorconciliatory—itdependsontheimpressionyouwishtoconvey.Itisimportanttotrytogetthetonerightbecauseusingthewrongtonecouldcauserealoffencetoyourreader.4.WritenaturallyandsincerelyTrytoshowagenuineinterestinyourreaderandhis/herproblems.Yourmessageshouldsoundsincerewhilewritteninyourownstyle.Writenaturally,asifyouarehavingaconversation.5.RemembertheKISSprinciplesKISSstandsfor:KeepItShortandSimpleKISSmeansinsteadoflongorcomplexwords,useshortones.6.UsemodernterminologyOld-fashionedphrasesaddnothingtoyourmeaning.Suchunnecessary,long-windedphrasesarelikelytogiveapoorimpressionofthewriterandmayevenleadtoconfusion.Agoodbusinessletterwillusenomorewordsthanarenecessarytoconveyaclearandaccuratemessage.7.IncludeessentialdetailsIftherecipientofyourlettermustaskaquestion,orifsomethingisunclear,thensomethinghasbeenomittedfromyourmessage.Donotleaveanythingtochance.Includeallessentialinformation.8.BeconsistentConsistencyisnotonlyimportantinthewayyourmassageispresented,itisimportantwithinthemessageitself.ThepeopleattendingwillbeGeorgeBush,BillClintonandDennyfromtheSales.ThepeopleattendingthenextcommitteemeetingwillbeGeorgeBush,BillClintonandDennySmith.9.Useactivenotpassivevoice‘Voice’isagrammaticaltermthatreferstowhetherthesubjectofthesentenceisactingorreceivingtheaction.Usingactivevoicecanconsiderablyimproveyourwritingstyle.Activevoicemakesyourwritingmoreinteresting,morelivelyandmore--well,active!Activevoice:Tomplayedtheviolin.Passivevoice:TheviolinwasplayedbyTom.Makecomparisons:10.ComposeCLEARcommunicationsCLEARobjectives.Yourmessageshouldbe:ClearLeavenodoubtinyourreader’smind.Helpyourselfbybeingspecific,avoidingvagueexpressions,usingfamiliarwordsandusingsimpleEnglish.Rememberalsotousestraightforwardlanguagethatyourreadercanunderstand,writteninafriendly,natural,conversationalstyle.10.ComposeCLEARcommunicationsCLEARobjectives.Yourmessageshouldbe:LogicalStructureyourmessagelogically,rememberingtousethe4pointplan.Startwithanintroduction,developyourpointslogicallyinthecentralsection,andcometoanaturalconclusioninwhichyoustatetheactionyouneedfromthereader.Finishwithanappropriateone-line.EmpatheticPutyourselfinyourreader’splaceandaskyourselfhowthereaderwillfeelwhenhe/shereadsyourletter.Ifanythingisunclear,orifanythingiswordedbadly,thenchangeitbeforeyousentit.AccurateMakesurealltherelevantdetailsareincluded------times,dates,namesofcommodity,factsandfigures.RightProofreadcarefully(notjustspellcheck)tomakesureeverythingis100%rightbeforeyousentthemessage.CLEARobjectives.Yourmessageshouldbe:Themottoinbusinessletter-writing

Aletterispersonalcontact.Theexchangeofinformationisbasictobusiness.Lettersshouldbeeasytoreadandeasytounderstand,theymustbefriendlyandcourteous.Businesslettersshoulddevelopgoodwill.Structuringcommunications4POINTPLANIntroduction(BackgroundandBasics)Details(FactsandFigures)ResponseorAction(Conclusion)Close(Asimpleone-liner)1234外發(fā)的郵件收件人被抄送人被暗抄人事由主體部分添加附件處接收的郵件主體部分發(fā)件人收件人被抄送人事由日期附件PracticeArrangethefollowinginproperformastheyshouldbesetoutinaletter:1)

Sender’sname:ChinanationalLightIndustrialProductsImport&ExportCorporation,DalianBranch2)

Sender’saddress:111RenminRoad,Dalian,China3)

Sender’sE-mail:dalian@chinalig.Com.Cn4)

Sender’stelephonenumber:86-411-828282785)

Sender’sfaxnumber:86-411-828282696)

Sender’sReferenceNumber:WDF/LL7)

Sender’sInternet:http://www.Chinalight.C/chi-version/dalian.htm8)Specialmarkings:TheHeadofExportDepartment9)Date:Aug.23,200610)Receiver’sname:Biddle,Sawyer@Co.,Ltd11)Receiver’saddress:125FitzoryStreet,London,SW825DY,England12)Salutation:DearSir,13)Subjectline:100%CottonBedSheets14)Body:1)

WethankyouforyourletterofAug.16enquiringforthecaptionedgoods.15)Body:2)Theenclosedbookletcontainsdetailsofallourbedsheetsandwillenableyoutomakeasuitableselections.16)Welookforwardtoreceivingyourspecificenquirywithkeeninterest.17)Complimentaryclose:Yoursfaithfully,18)Signature:ChinaNationalLightIndustrialProductsImport&ExportCorporation,dalianBranchManager:WangDafa19)Enc.AsStated.20)CCto:ABCCompany

Toestablishbusinessrelationswithprospectivedealersisoneofthevitallyimportantmeasureseitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.Nocustomers,nobusiness.ChapterTwoEstablishmentofBusinessRelations

WHY?LearningObjectivesBeabletowriteself-introductorylettersBeabletowritelettersoftransferringrelationsBeabletowritelettersofcreditinquiry

HOW?WebBanksCommercialCounselor’sOfficeChambersofCommerceinforeigncountriesTradeDirectoryAdvertisementsAttendanceattradefairsandexhibitionsheldathomeandabroadMutualvisitsbytradedelegationsandgroups

Merchantsmaybeapproachedthroughthefollowingchannels:KeyWords&Expressionsestablishbusinessrelationsbusinessscopeimportexportimporterexportercommercialcounselor’sofficechamberofcommercecreditstandingLetter1Self-introduction

LanguagePointsobtainv.

togetsth.thatyouwant獲得，得到

類似的表達法還有：oweone’snameandaddresstosb.承蒙告知…名稱和地址要感激…WeoweyournameandaddresstotheChamberofCommerceinyourcity.承蒙告知貴公司行名和地址，要感激貴市商會。

LanguagePointstobeindebtedto…foryournameandaddresstocometoknowthenameandaddressofyourfirmthroughthroughthecourtesyof…wecometoknowyournameandaddresstohaveobtainedyournameandaddressfrom…tohavenotedyournameandaddresstoberecommendedtosb.by…ontherecommendationof…LanguagePointstheCommercialCounselor’sOffice

商務參贊處得知貴公司行名和地址要感謝您瑞士駐北京大使館商務參贊處。YourturnWeoweyournameandaddresstotheCommercialCounselor’sOfficeoftheSwiss.

informv.通知informsbofsth.通知某人某事informsb.that

通知某人某事beinformedthat

茲通知LanguagePointsYouareinformedthatthegoodsunderyourOrderNo.616havebeenreadyforshipment.YourturnPleaseinformusofthenameofsteameranddateofshipment.請告知船名和裝運期。茲通知你方第616號訂單項下的貨物已備妥待運。LanguagePointsThecommercialCounselor’sOfficeinthiscityhasadvisedusofyournameandaddress.LanguagePointsWeareinmarketforGroundnuts.beinthemarketfor

欲購；想買一位日本客戶擬購綠茶。OneofourclientsinJapanisinthemarketforgreentea.我們想要購買花生。LanguagePoints你們應該充分利用圖書館的書籍。availoneselfofv.

利用借此機會對你方的密切合作表示感謝。1)Weavailourselvesofthisopportunitytoexpressourthanksforyourclosecooperation.2)Youshouldavailyourselvesofthebooksinthelibrary.astate-operatedcorporation/apublic-ownedcorporationaprivatecorporation私有公司/企業(yè)Soleproprietorships個人企業(yè)Partnerships合伙企業(yè)Jointventures合資企業(yè)

類似的表達方式：agovernment-ownedcorporation（enterprise）國有公司/企業(yè)inthehopeof

希望（后接動名詞）LanguagePointsLanguagePointshandlev.經(jīng)營（某種或某類商品）

類似的表達法還有：

totradeintodealinbeinline

Yourturn我們是國營公司，專門經(jīng)營棉布的進出口業(yè)務。Weareastate-operatedcompany,handlingexclusivelytheimportandexportofCottonPieceGoods.LanguagePointsWehavebeenformanyyearsinthechemicalline.我們經(jīng)營各種各樣的棉布。Wetradeinallkindsofcottonpiecegoods.Theyaremainlydealinginfertilizers.他們主要經(jīng)營化肥。我們從事化工產(chǎn)品這一行業(yè)已有多年。LanguagePointsacquaintv.熟悉；了解toacquaintsb.withsth.使某人了解某事be/getwellacquaintedwithsth.熟悉（了如指掌）YourturnWewanttoacquaintourselveswiththesupplypositionofcrudeoilinyourcountry.我們想了解貴國的原油供應情況。Wearewellacquaintedwiththemarketconditioninyourneighboringcountries.我們對你們鄰國的市場情況了如指掌。LanguagePoints我們對這些商品不熟悉。Wearenotacquaintedwiththesearticles.onthebasisofequality,mutualbenefitandexchangeofneededgoods在平等互利、互通有無的基礎上也可以這樣說：onthebasisofequality,mutualbenefitandexchangingwhatonehasforwhatoneneedsLanguagePointsthroughmutualefforts通過共同努力byjointefforts通過共同努力LanguagePoints我們總是在平等互利的基礎上同全球商人做生意。tradev.n.totradeinsth.totradewithsb.

YourturnWetradeintheimportandexportoftextiles.我們從事紡織品的進出口業(yè)務。Wetradewithmerchantsallovertheworldonthebasisofequalityandmutualbenefit.LanguagePointsLookforwardph.期待你方早日答復。Welookforwardtoreceivingyourearlyreply.Welookforwardtoyourearlyreply.Chineseversionoftheletter敬啟者：

從英國駐北京大使館商務參贊處得知貴公司行名地址，他們告知我們你公司擬購買牛仔褲。借此機會致信你方寄希望與貴公司建立業(yè)務關系。我公司是國營公司，從事服裝的進出口業(yè)務。為使你們對我們的業(yè)務范圍有所了解，隨函附上目前有關你方所詢購商品的我方出口價格表一份。我們的貿(mào)易政策是在平等互利互通有無的基礎上同各國做生意。希望通過共同努力，既促進貿(mào)易又增進友誼。期待早日收到你方的詢盤。謹上，

Self-introductionletter-writingstatethereasonsofyourletterstateyourpurposeofyourlettermakeabriefself-introductiongivetherecipientanincentivetoreplyWritingStepswhereyougettheinformationaboutthepersonorcompanytowhomyouarewritingtheletter;yourintentionforexportorimport;abriefintroductiontoyourbusinessscope,experienceandproducts;thereferenceastoyourfirm’screditstanding;expectationforcooperationandanearlyreply.

Aletteraimingatestablishingbusinessrelationsusuallyconsistsoffollowingsteps:Letter2Transferringbusinessrelations

LanguagePointsaddressv

寫信給；接介詞toHeadOffice

總店passonv.ph.轉交ThisletterisaddressedtothePresidentDaiofDalianVocational&TechnicalCollege.此信是寫給大連職業(yè)技術學院戴院長的。DalianBranchOffice

大連分公司

也可以說：DalianBranch/DalianOffice

總公司、總部

類似的表達法：forward，transmit你方對包裝的建議已轉交我方制造商參考。YourletterofMarch5addressedtoourDalianOfficehasbeenpassedontousforattentionandreply.你方三月五日寫給我大連分公司的信已轉交我們辦理答復。Yourcommentsonpackinghavebeenpassedontoourmanufacturersfortheirreference.

LanguagePointsforattentionandreply研究答復；辦理答復LanguagePoints希望你方能對此信予以迅速辦理。attentionn.注意；辦理Yourapplicationwillhaveattention.你的申請會得到考慮。Wecanassureyouthatyourorderswillreceiveourimmediateandcarefulattention.對你方所有的訂單將予以及時認真辦理。Wehopeyouwillgivethisletterpromptattention.fallwithinthescopeofone’sbusinessactivitiesliewithinthescopeofone’sbusinessactivitiescomeundertherangeofone’sbusinessactivities屬于某人經(jīng)營范圍thecaptionedgoods/標題項下的貨物thesubjectgoods/標題項下的貨物captionedadj.

標題的

LanguagePointsLanguagePointsregretv.n.抱歉；遺憾regret作動詞用時，后接名詞、動名詞、不定式或that從句PracticeWeverymuchregretthatweareunabletosupplywhatyourequiresofar.抱歉目前我方不能供應你所要求的貨物。LanguagePointsWeregretbeingunabletomakeyouoffersforthisarticle.我們無法給你方這種貨物的報盤，甚歉。Weregretthatthebusinesshasfallenthrough.

十分抱歉，沒能做成這筆買賣。Muchtoourregret，wecannotentertainyourcounteroffer.非常遺憾，我方不能考慮接受你方的還盤。Wenotewithregretthatyourbuyersarenotinterestedinouroffer.遺憾得知你們的客戶對我方報盤沒有興趣。LanguagePointsrepresentv

代理；代表representativen.representationn.LanguagePoints近來我公司在東南亞地區(qū)的代理空缺，可任命你來擔當此任。抱歉地通知你方，在這一行業(yè)我們現(xiàn)在已有了全權代表。Wearesorrytoinformyouthatwearefullyrepresentedatthistime.Weareveryhappytoappointyouasourrepresentativeandlookforwardtoamutuallybeneficialassociation我們高興地任命你為我方的業(yè)務代表并期待彼此互利的貿(mào)易關系。OurrepresentationinSoutheastAsiahasbecomevacantrecently.Wecouldappointyouforthisposition.

Practice

LanguagePointslinen.行業(yè)trade,fieldOurlineisporcelain.Wehavebeenformanyyearsinthetextileline.我們經(jīng)營瓷器。這是自行車中較好的一種。

我公司經(jīng)營紡織品已有多年了。Thisisagoodlineofbicycles.強調能做某事的關鍵因素是所處的地位，在其“位”謀其“政”而不是靠主觀努力所能達到的,因此不能接條件從句。Wearenotinapositiontoacceptyourduplicateorderasthegoodsyourequiredareoutofstock.我們無法接受你方重復訂單，因為你所要求的貨物已沒有庫存。beinapositiontodosth能夠做某事

LanguagePoints

recommendv

推薦；建議LanguagePointsrecommendationn.介紹；推薦YourfirmhasbeenrecommendedtousbytheChamberofCommerceinTokyo,Japan.日本東京商會把貴公司推薦給我們。TheyrecommendthatwetrytheEuropeanmarket.Werecommendconcentrationofoffers.我們建議集中報盤。Werecommendthemtomakeoffersconcentrically.我們建議他們集中報盤。他們建議我們試一下歐洲市場。PracticeLanguagePointsCanyourecommendsomegoodproducts?Arethereanyfirmsyouwouldparticularlyrecommend?Theairlinebookingservicesrecommendtravelerstobooktheirflightsearly.能為我們推薦些好產(chǎn)品嗎？是否有具體公司向我們推薦？航空售票處建議乘客應及早訂票。LanguagePointsapproachv.接洽，聯(lián)系；臨近approachsb.forsth為某事與某人接洽，聯(lián)系他們已就水污染一事多次與那家工廠聯(lián)系。由于生產(chǎn)接近尾聲，請盡快傳真與我們聯(lián)系。Theyhaveapproachedthatfactoryseveraltimesforwaterpollution.Asthemanufactureisapproachingcompletion,youarerequestedtofaxuswithoutanydelay.銷售季節(jié)日益臨近，許多客戶與我方接洽索要報盤。隨著春天的臨近，越來越多的人開始對襯衫感興趣。Withtheapproachofspring,moreandmorepeoplearebecominginterestedinshirts.Thesellingseasonisapproaching,manyclientsapproachusforoffers.LanguagePoints

interestedadj.

感興趣的tobeinterestedinsth：對…感興趣beofinteresttosb：（某物）使某人感興趣LanguagePointsThenewtypeofcomputerisofgreatinteresttoourstudents.Ourstudentsareveryinterestedinthenewtypeofcomputers.我們的學生對新型計算機很感興趣。Weareinterestedinimportingyournewtypeofbicycles.當客戶表示對你的商品感興趣時，那就意味著客戶具有了“買意”，請一定抓住機遇，促成交易的達成。

TipsLanguagePointsshould引導的條件從句，相當于

if但比

if要客氣委婉，常用于商務英語Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.倘若你方價格具有競爭性而且交貨期可接受的話，我們有意向你方大量訂購。Shouldtheamountexceedthatfigure,L/Cwillberequired.倘若金額超過此數(shù)字，則要求用信用證支付。PracticeHowtotransferbusinessrelations？identifyingthereference(thereasonoftheletter)transferringtraderelations(statesthespecificaddress)endingyourletterAnalyzingtheLetterParagraphOne:theopeningsentenceofthisletter(thereason)ParagraphTwo:transferringbusinessrelationsParagraphThree:theclosingsentenceofthisletterComments:Intheletter，thewriterstatesthereasonwhythetransactioncannotbeconcludeddirectlyandreferstherecipienttothewriter’srepresentativeinU.S.A.

Chineseversionoftheletter敬啟者：你方3月5日致我大連分公司的函已轉交我公司辦理答復，因為標題項下的貨物屬于我們的經(jīng)營范圍。然而我們非常遺憾地通知你方這一具體業(yè)務已委托美國洛杉磯18號大街的……公司代理。所以我們不能向你們供應該商品但愿意建議你方與他們直接接洽以滿足你們所需。如對其它任何產(chǎn)品感興趣，請告知。我們將十分樂意報盤。謹上，Letter3Requestforestablishmentofbusinessrelations1.recommendv推薦；建議LanguagePointsTheyrecommendthatwetrytheEuropeanmarket.recommendationn.介紹；推薦YourfirmhasbeenrecommendedtousbytheChamberCommerceinTokyo,Japan.日本東京商會把貴公司推薦給我們。我們建議集中報盤。Werecommendconcentrationofoffers.他們建議我們試一下歐洲市場。LanguagePoints2.thelargestimporters

最大的進口商theleadingimporters

最大的進口商3.acceptv.接受；

acceptancen.接受

acceptableadj.可接受的

unacceptableadj.不能接受的你方的提議對我們來說是可以接受的。LanguagePointsInviewofthesmallamountofthistransaction,wearepreparedtoacceptpaymentbyD/Patsightforthevalueofthegoodsshipped.鑒于此筆交易的金額較小，我們準備接受以即期的付款交單向你方收取貨款。Yourproposalisquiteacceptabletous.LanguagePoints4.clientn.客戶，一般情況下指證券、保險、法律事務所方面的委托人；貿(mào)易上指交易中的大宗買賣的生意人，常用于函電。而customer是指一般經(jīng)常購物的老主顧，不論經(jīng)常與偶然，業(yè)務多與少。5.favorv.賜予；給予；（后接介詞

with），相當于口語中give但要比give更委婉客氣，這也是商務英語的特點

LanguagePoints6.requirementn要求；需要；specificrequirements具體的要求detailedrequirements詳細的要求tomeetone’srequirements滿足某人的要求tomeetone’sneed滿足某人的需求Wecanmeetyourrequirementsfor3tonsofwalnutmeat.我們能滿足你方所需要的三噸核桃仁。LanguagePoints7.beinapositiontodosth能夠做某事（強調能做某事的關鍵因素是所處的地位，在其“位”謀其“政”而不是靠主觀努力所能達到的,因此不能接條件從句。）我們無法接受你方重復訂單，因為你所要求的貨物已沒有庫存。Wearenotinapositiontoacceptyourduplicateorderasthegoodsyourequiredareoutofstock.LanguagePoints8.competitiveprices競爭性的價格competitiveedge競爭優(yōu)勢Ifyourpriceiscompetitive,wewillplaceanorderwithyou.如果你方價格有競爭力的話，我們將向你方訂購。Yourproductshavenocompetitivecapacityinourmarket.你方的產(chǎn)品在我市場上沒有競爭力。LanguagePoints9.customn.習慣；慣例

customarya.通常的；慣例的；習慣的ItisourcustomtotradeonthebasisofL/C.在信用證的基礎上做生意是我們的慣例。Aswemustadheretoourcustomarypractice,wesincerelyhopethatyouwillnotthinkusunaccommodating.由于必須堅持我們的習慣做法，希望你們不要認為我們是不肯通融的。LanguagePoints10.basisn基礎

onthebasisof在…基礎上Thepricewequotedisquiterealisticasourpriceisonthebasisofinternationalmarket.我方所報價格是很實際的，因為此價是以國際市場價格為基礎。

11.anirrevocableletterofcredit不可撤銷的信用證12.should引導的條件從句，相當于if但比if要客氣委婉，常用于商務英語Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.倘若你方價格具有競爭性而且交貨期可接受的話，我們有意向你方大量訂購。

Chineseversionoftheletter執(zhí)事先生：貴市商會以最大的各種各樣款式規(guī)格童裝進口商的身份將貴公司介紹給我們。所以，我們現(xiàn)寫信給你方殷切期望與貴公司建立貿(mào)易關系。你們將了解到我們的上述產(chǎn)品已被海內外的客戶所接受達20多年之久，并享有良好的聲譽。由于我們的產(chǎn)品質量優(yōu)異，可以說如果你方能將具體需求告知我們，我方就能以具有競爭性的價格向你方提供一等產(chǎn)品。關于支付條件，我們做生意的慣例是以不可撤銷的信用證為基礎。謹上，Letter4Thefirsttouch1.asper:prep.accordingto

按照，根據(jù)，如…所示Pleasemakeshippingarrangementsasperourordersheet.請按照我方定單來安排裝運事宜。Willyoupleasepackthosemachinesasperourpackinginstructions?能否按照我方包裝指示包裝這些機器？LanguagePoints2.inquiryn.

詢問，詢價，調查makeaninquirytosb向某人詢問makeaninquiryaboutsth詢問某種商品的價格makeaninquiryintosth調查某事inquiry-office問事處inquiry-desk詢問臺，問事處InquiryNote=InquirySheet

詢價單LanguagePoints隨函附上小冊子一本，向你方詳細介紹我們所能提供的多種服務項目。3.attach:v.

隨…附上，封入

表示附在某封信內時，用介詞to或heretohebrochureattachedwillgiveyoudetailsofthevariedservicewecanrender.你方男式皮鞋的報價太高難以接受。LanguagePoints4.quotation:n.報價make(send,give,cable,fax)sbaquotationforsth

向某人就某種商品報價用介詞for：PleasemakeusyourlowestquotationforMen’sShirts.請向我方報男式襯衫的最低價。

買方提及賣方報價時用介詞of：YourquotationofMen’sLeatherShoesistoohightobe

acceptable.LanguagePoints5.keenest:n渴望的；熱切的；激烈的；低廉的；

keenestprice=lowestprice最低價格，克己價格在商業(yè)英語中，買方一般不用lowestprice來形容賣方的產(chǎn)品，因為lowestprice有貶低對方產(chǎn)品質量的嫌疑。awaitwithkeeninterest殷切地期待

withakeendesiretodosth急切地要做某事OneoftheclientsfromKuwaitiskeentopurchaseChinesegoods.一位科威特客戶渴望購買中國貨。殷切期待你方早日答復。Wearelookingforwardtoyourearlyreplywithkeeninterest.他們很想買一批樣貨試銷。Theyareratherkeenontryingoutasampleshipment.LanguagePointsChineseversionoftheletter執(zhí)事先生：作為本市最大的中國工藝品進口商之一，我公司非常高興與貴公司建立貿(mào)易關系。目前，我們對你方的產(chǎn)品感興趣，詳細情況如隨函第618號詢價單所示，如能早日收到你方最低報價將十分有幸。謹呈，Letter5CreditinquiryLanguagePoints1.referenceN.咨詢；查詢；參考;資信證明人

refersbto使某人向…請教；使某人向…查詢（詢問）Astoourcreditstanding,youmayrefertotheBankofChina.關于我方的資信狀況，請向中國銀行查詢。YoumayrefertotheBankofChinafortoday’sexchangerate.你可向中國銀行咨詢今日匯率情況。referV.咨詢；查詢；參考

（后接介詞to）

LanguagePointsPracticeWeshallbeobligedifyouwouldfurnishuswithyouropiniononthefinancialstatusandreliabilityoftheabovecompany.如能對上述公司的財務狀況和可靠性提出你方的意見，將不勝感激。TheABCInternationalTradeCo.Ltd.,withwhomwehavehadconsiderabletransactionsforthepasttenyears,wouldprovideyouwithanyinformationrelativetoourcreditstanding.ABC國際貿(mào)易有限公司在過去的十