外贸英语函电考试要点.doc

要点信函功能：The functions of a business letter may be said to be1to ask for or to convey information2to make or to accept an offer3to deal with matters concerning negotiation of businessIn addition,there are letters with no other purpose than to remind the recipient of the senders existence.用法：Esq. = Esquire 特定阶级使用头衔Esq. is legally restricted to certain classes of persons in America (e.g. 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 HaylingJohn Hayling,EsqMessrs. 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&CoMessrs.MacDonald&Evans1Messrs只能用于公司，不能写给个人Eg：J.A. Simpson,Esq. X2当公司的名称不是人名时，不能用MessrsEg：Utility Furniture Co X3当礼节性的名称包括在公司中，不能用MessrsEg：Sir James Murphy&Co XDr.H.Willis&Co.Ltd X4当以the开头的公司名称不能用MessrsEg：the Robinson Furniture Co X商务信函写作：Seven Cs （7C原则）1、Clearness清楚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Business letter seven parts:1.the letter-head2.the datecardinal numbers (1,2,3,4)基数 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 结束敬语7.the signature 签名Miscellaneous Matters 其它杂项1、References=ref. 编号2、Subject Headings 标题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况Ex：1We have your name and address from2We learn from/through3Having had your name and address from4Your company has been introduced to us by2：对你的公司作简单介绍，比如公司的业务范围或要求采购的东西等Ex：1We wish yo introduce ourselves to you as a2We are importers of/exporters of3This is to introduce ourselves as4We write to introduce ourselves as3：表达写信目的，表示愿意建立业务关系1We are willing to enter into business relations with2We express our desire to 3We are writing to you for4We 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 appreciated3We look forward to your early reply4With much interest回复步骤：1感谢对方对你公司产生兴趣Thank you for interest inYour letter has been receied with thanksWe are glad to learn that2表示对方建立业务关系意愿的兴趣We shall3表示采取进一步行动We are selling you资信调查函写作步骤1.直截了当说明写作意图1Our prospected customer(潜在客户) XX have given us your name as a banking reference2have refered us to you that for information concerning their standing2.说明想要调查或咨询的细节或原因1We would like to know the financial and credit standing of the above mentioned company2We should,therefore,like to know whether or not their financial and credit standing are sound3We should be obliged if you would inform us3.保证保留秘密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，表达愿意提供信息的意愿Thank you for your enquiry about the business standing ofwe are pleased to supply you with the following information发两种：有利回复，不利回复有利回复：1it enjoys a good reputation2it is punctually meeting its commitments3we are pleased to say that we have enjoy confidence in the uprightness of this firm4we welcome this opportunity to assure you of our complete confidence in5this 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 caution2our experience with them has not been satisfactory3our records show that some of their accounts has been outstanding for long periods2.希望对方对所提供的信息进行保密This information is confidential and is given without any responsibility on our part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 and are pleased to quote as follows2.向对方提供所要求的信息3.表明报价的有效期1we must stress that this offer/quotation can remain open for 3 days only2subject to being unsold3we cant consider these prices for an difnite period because of the situation on the market4be subject to 受支配4.表示希望对方接受报价并尽早下订单1we look forward to receiving your order too2we 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，使对方了解产品，对产品产生兴趣Reasonable in priceModerate in priceSuperior in quality 质量上乘Excellent in craftsmanship 做工精细Fashion in desighBeautiful in pattern 样式精美Elegant in style 款式好Matching in colour 色彩和谐Sell well/fast 产品畅销To meet with warm reception 热烈欢迎2.进行同类商品的比较，体现本产品的优势，进一步激发对方兴趣。To make a comparison of XX in respect to XXTo compare favorably with3.写清优惠条款，给予对方一定的优惠条件，激发对方购买欲望Offer/allow/give/grant a XX discountTo give you the first chance 优先权4.表示对方可以从交易中获利，希望尽早收到对方订单To advise you to avail yourself of n. in your own interest翻译1) 你方1994年9月2日来函收到。我们很高兴告诉你，你所要的商品属我公司的经营范围 Your letter of September 2, 1994 has been received）We are glad to inform you that the articles required by you fall withinthe scope of our business activities.2) 你地中国银行函告，你们是纺织品的进口商。我们专营纺织品出口业务，愿与贵公 司建立业务关系 The Bank of China in your city has informed us that you are importers of textiles）We specialize in the export of textiles and are willing to enter into business relations with you.3) 遵照你方要求，我们正寄上一套布匹剪样。希望这些样品能及时到达，并使你满意In compliance with your request, we are sending you a range of cut samples of our cotton piece goods）We hope they will arrive in time and be found to your satisfaction.4) 你方9月4日来函收到。承告你们对肉类罐头有兴趣，并考虑试订。 We have received your letter of September 4 informing us that you find our canned meat satisfactory and that you consider placing a trial order with us.5) 按照你方要求，我们附上一套小册子(说明书)连同价格单，供考虑。若你对所列商品感兴趣，请告具体需要。一俟收到询价，我们立即寄送报价单。 As requested, we enclose a range of pamphlets together with our price lists for your reference）If any of the items listed meets your interest, please inform us of your specific requirements）On receipt of your enquiry, we shall forward you quotations without delay.6) 贵国驻中国大使馆已把贵行作为中国罐头食品的买户介绍给我们。我们专营这一业务。希望在平等互利的基础上与你建立业务关系 Your firm has been recommended to us by your Embassy in China as a buyers of Chinese canned goods）We wish to inform you that we specialize in this line and hope to enter into trade relations with you on the basis of equality and mutual benefit.7) 为了使你对我们经营的产品有一个概念，兹附上一整套注有规格和包装的活页说明书。 To give you a general idea of the products we handle, we enclose a complete set of leaflets showing specifications and means of packing.8) 货物在装运前将由上海商品检验局检验。所装货物的品质，数量将由该局提供必要的证明 Prior to shipment, our goods will be tested and inspected by the Shanghai Commodity Inspection Bureau, who will provide the necessary certificates in regard to the quality and 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了解有关他们的商业地位与信誉 The firm with whom we intend to deal has referred us to you for particulars respecting their business standing and trustworthiness.2）你若能对上述公司的财务状况和可靠性提出意见，我们当不胜感谢。We should be most grateful if you would furnish us with your opinion on the financial status and reliability of the above company.3）就我们所知，他们的财务情况良好。As far as we know, their financial standing is sound.4）你们所问讯的那家商号是我地区一家最可靠的进口商。多年来在同行中享有良好声誉The firm you inquire about is one of the most reliable importers in our district and has for many years enjoyed a good reputation among the traders）5）你地X X银行将给你提供有关我们的信誉和经营作风等方面的资料The bank of your city will give you any information you may require concerning our credit standing as well as our manner of doing business.6）对你提供的任何资料，我们都予以保密。 Any information you may be able to pass on to us will be treated as confidential.7）我们劝你方与该商行进行业务往来时务必谨慎We advise you to proceed with every possible caution in dealing with the firm in question.8）该公司声誉好，资金储备雄厚 They are a firm of high reputation and have large financial reserves.1）从纽约ABC公司获悉，你公司出口尼龙床单和枕套。对上述品质优良价格公道的商品，本地区常有需求We learn from A.B.C）Company .of New York that you are expecting Nylon bed-sheets and pillow-cases）There is a steady demand here for the above-mentioned commodities of high quality at moderate Prices）2）我们另邮寄样品一批，深信一旦你们有机会查看样品之后，定会承认该货品质优良，价格合理 Under separate cover, we are sending you a range of samples and when you have the chance to examine them, we feel confident that you will agree that the goods are both excellent in quality and very reasonable in price.3）收到你公司5月14日询价，得悉你对我们手工制人造革手套感兴趣。现将你所需的详细资料，具有插图的目录和价格单附寄给你We have received your enquiry of 14th May and learn of your interest in our hand-made artificial leather gloves）We are enclosing our illustrated catalogue and price list giving the details you ask for）4）所附价格单和图解目录将给你提供有关你方最感兴趣的型号的具体情况 The enclosed price list and illustrated catalogue will give you details of the model in which you are especially interested） 1）纸板箱作为一种包装容器已在国际贸易中广泛使用，因此，对它们的适航性，你们不必担心Cartons as a kind of packing containers have been extensively used in international trade,therefore,you need not worry about their seaworthiness.2）据我们所知，保险公司接受投保纸板箱装的货物的偷窃、提货不着险。万一发生偷窃、你们可以放心，保险公司将会给予赔偿。So far as we know,insurance companies accept goods packed in cartons to be insured against TPND.In case of theft and pilferage you may be assured that you will get indemnification from the insurance company concerned.8）出口商必须很好考虑运往国外货物的包装，并尽量按买方的要求包装货物。The exporter has to give due consideration to the packing of the goods to be shipped abroad,and try his best to pack the goods in accordance with the intruction of the buyers.9）出口包装的结构必须考虑到经济与实效。出口商应记住，货物应该采用一种能保证安全到达目的地和便于在转运中搬运的方式进行包装。In the construction of an export package,the important factors of efficienty and economy must be taken into consideration.The exporter should bear in mind that the goods should be packed in a manner which ensures their safety arrival at destination and facilitates their heading in transit.10) 我们的印花棉布系用木箱包装，内衬牛皮纸和防潮纸。每箱30匹，一花五色，平均搭配Our cotton prints should be packed in cases lined with kraft paper and water-proof paper, each consisting of 30 pieces of in one design with 5 color ways equally assorted.1）我们另由航空寄上新品种的样品供你参考。该新品种价格公道，品质极好，我们认为及早推销对你们有利Under separate cover, we have airmailed samples of our new articles for your reference）These new articles are moderate in price and excellent in quality）We think it will be to your advantage to push sales of them at an early date）2）由于所需的品种目前无货供应，我们想推荐下列库存产品，可以即装，我们这一推荐是照顾到双方利益的 Since the required articles are not available, we would like to recommend the undermentioned products which can be supplied from stock for prompt shipment）This recommendation is