商务信函写作.doc

窗体顶端窗体底端常用商务信函写作实例与训练1. 建立贸易关系 (Establishing Trade Relations)一个公司，一家企业，要想进入市场，寻找货源，求生存，求发展，最首要的工作是与别的商家建立贸易关系。达此目的的途径很多，如阅读广告、参加交易会、参观访问、引荐介绍等。此外，还可以直接通过书信的形式建立贸易关系。建立贸易关系信函的写作可以按照以下步骤进行：1) 告诉对方从何种途径获得对方的信息 (如：通过得知)。2) 写明去函的目的：了解对方经营产品的情况；提供本公司产品的情况。3) 希望保持联系。另外，信函措辞应礼貌诚恳、热情、表达清楚透彻。实例Dear Sir,We have seen your name in various trade magazines and we understand that you have been supplying EPSON STYLUS printers of the best quality to all places over China for these 2 years.We should like to offer you our service as a trading firm of office appliances, and we have offices or representatives in almost all major cities in East China towns. In addition, we operate our own advertising agency. According to our market investigation report there is a large demand for office appliances in China. Therefore we should be obliged if you would advice us whether you have a mind to establish business relation with us by return mail.Yours sincerely,John Waine常用套语1. As your name and address appear on Yangtse Evening Post, we are writing to you with a desire to open an account with you / to establish business relation with you.我们在扬子晚报上看到贵公司的名称和地址，非常希望与贵方建立商务关系。2. We write to introduce ourselves as one of the leading exporters of a wide range of.我们作为主要的出口商之一，经营3. We are enjoying an excellent reputation and we should like to offer you our service.本公司具有良好的信誉，并愿意向贵方提供服务。4. We are willing to enter into business relations with you on the basis of equality and mutual benefit and exchanging needed goods.我方乐于在平等互利、互通有无的基础上与贵方建立贸易关系。5. Your desire to establish direct business relations with us coincides with ours.贵方与我建立直接的贸易关系的愿望与我方打算相吻合。6. We are also enclosing a catalogue showing the details of our line.附上一本我公司经营产品的详细目录。7. .that youll be quite satisfied with our goods and service.贵方将对我们的货物及服务满意。2. 销售信函 (Sales Letter)推销产品是商务活动中一重要环节，其目的是要吸引对方的注意，激发购买欲望，最后售出货物。销售信函内容应包括：1) 介绍所推销产品的情况，如性能、价格等较同类产品的优越。2) 附带一些优惠条件或帮助。此类信函需措辞得当、简洁精练、语气肯定、具有说服力。忌离题、冗长、华而不实。实例Dear Sirs,In the field of salted food in Jiangsu, NANJING SALTED DUCK from the Nanjing Xue Hua Duck Group has been considered the best for quite a long time. Competitions help increase its quality and attraction. Its reputation and recommendation are spread by everyone who tastes it. NANJING SALTED DUCK is now sold in large quantities to South-east Asian countries every year. Our company also supplies cured meat (腊肉), sausage, bacon, etc.In addition to a trade discount stated we would allow you a first order discount of 5%. You will find enclosed leaflets of our latest products.We look forward to your early reply.Sincerely yours,Lin Ping常用套语2.1. We take pleasure in enclosing the latest catalogue of. / price list of.我方十分乐意为您（贵方）寄上我们最新的商品目录 / 价格表。2.2. This item, superior in quality and moderate in price, is sure to be salable in your market.本产品质量上乘，价格适中，在你方市场一定有销路。2.3. We expect you to try our products and are sure that you would be pleased with.希望贵方使用我方的产品，相信贵方对定会感到满意。2.4. We inform you that since price is subject to change, please put an order before 8 Oct. if possible.敬告贵方，由于价格可能变动，如果可能请在10月8日前订货。2.5. We regret that we have had no opportunity to do business with you.很遗憾我方与贵公司仍未有生意往来。2.6. The high quality of our product is well known and universally acknowledged.我方产品的高质量已是众所周知，并得到广泛认可。2.7. We stand ready to serve you.我们随时乐意为您提供服务。3. 定购函 (Letter of Order)定购函是商贸活动中一种必不可少的例行手续。它通常是贸易双方经过电话、电报、面读等方式洽谈或协商，将交易谈成后，买方以书面形式对定购事宜进行确认的信函形式。订货函的内容及撰写原则是：1) 感谢买方提供货物报价。2) 准确陈述所定购商品的名称、货号、质量、规格、单价以及自己能接受的报价。4) 说明运货条件：时间，地点，方式，运费支付，包装，保险等。5) 确认付款方式。目前，许多大型公司除使用订货函外，还一并附订货单。卖方收到买方的定购函和订货单后应该尽快确认。实例Dear Sirs,Subj. Cotton Wash-And-Wear DressThank you for your quotation of 18 April together with sample dresses.The quality, the style and the prices are satisfactory and we are pleased to place an order for the following sizes (Please refer to the Purchase Order enclosed) on condition that they will be supplied from stock at the price in last December quotation. Our usual terms of payment are by D / P 40 days at sight (40天付款交单) and we hope this will be accepted.We expect to find a good market for this kind of dress and hope to place further and larger orders with you in the near future.Yours sincerely,_Accepting an OrderDear Sirs,We are pleased to receive your order of 22 April for cotton wash-and-wear dresses. We accordingly accept the order and shall arrange delivery before 1 May.We hope they will reach you in the stated time and expect to have further orders from you.Yours sincerely,_常用套语3. 1. Thank you for your order of. (date).感谢贵方（日期）的定购。3. 2. We accept the trading terms youve quoted and enclose our official Order No.我方接受贵方所报的交易条件，并附上我方正式定单，第号。3. 3. The ordered goods are in urgent need and your prompt delivery will be appreciated.所定货物急切需要，如蒙迅速交货，不胜感谢。3. 4. We should be glad if you would let us know whether.如贵方告知是否我方将很高兴。3. 5. This is a trial order. If the goods sell well, well place / give further orders.这是试定购。如果销售情况良好，我方将继续定购。3. 6. Please see to it that your goods meet our requirement.请务必保证贵方货物符合我方要求。4. 询盘与报盘 (Inquiry and Offer)在贸易中，要达成一笔交易需经过反复的磋商，即买卖双方通过函电或其他方式相互洽谈、沟通、交换意见，从而达成一致。交易磋商中的主要环节就是询盘与报盘。询盘在买卖双方进行交易时，买方向卖方致函询问，了解货色、价格、付款方式、交货期限等销售条件。也称询价函。报盘卖方答复买方询问商品的情况。也称报价函。撰写时应包括以下内容：1) 询价函首先说明获得对方商品信息的来源以及写此函的目的，然后询问对方商品的详尽情况。2) 报价函首先感谢对方的询问，并表示乐意为之提供服务，并按对方询问的内容一一做解答。无论是询价函还是报价函，语言表达均要准确、具体、切题，切忌模棱两可。实例Letter of InquiryGentlemen:Subj. WPS 2000 Word Office SoftwareWe provide editorial and publishing service for book publishers. Most of our work is done on MNO word processor system. We read from SOFTWARE WORLD that you supply WPS 2000 word processing office software from KINGSOFT.We need to know how it works on MNO equipment and, in particular, what it will do for us. We will be grateful if you mail a copy of your catalogue, with details of your prices and terms of payment.If you have done all these, we would consider to place an order.Sincerely yours,_Letter of OfferDear Sirs,Thank you for your inquiry of February 15 and we are pleased to tell you that WPS 2000 word processing system is a newly designed office work software. It can be equipped on MNO equipment and on any Windows state.We enclose some brochures to further illustrate the software and the quotations we are able to supply.Looking forward to your first order.Sincerely yours,_常用套语4. 1. We learn from. that you are one of the manufacturers of. Will you pleased send us your prices of.我方从获悉贵方是的制造商，请报贵方的价格。4. 2. We shall be pleased if you send us the lowest quotations for the following.如果贵方能就下列向我方报上最低价，我方将不胜感谢。4. 3. If you supply goods of the type and quality required, we may place regular orders for large quantities.如贵方提供货型、质量与要求相符的货物，我方将考虑进行批量、定期订货。4. 4. Please inform us what special offer you can make us for.请告知贵公司对于能给与多少特价优惠。4. 5. In reply to your letter of. we enclose our latest pricelist for.就贵方的来信，我方随信寄上的最新价目表。4. 6. We have received an inquiry for.我们已经收到的询盘。4. 7. In reply to your letter / inquiry of., we wish to inform you that.兹复贵方的来函 / 询盘，我们愿意告诉贵方。4. 8. We understand that there is a good demand for. in your market, and take this opportunity of enclosing our Quotation No. for your consideration.我们了解到贵方市场对要求强劲，借此良机，附上我方第号报价单。4. 9. We thank you for your letter asking for a quotation for. We are pleased to make the following offer.感谢贵方的来函，及要求对进行报价。我方十分乐意进行如下报价。4. 10. We hope these terms are satisfactory and look forward to your order.希望上述条件会令贵方满意，并期望订货。4. 11. As we have no. in stock, we regret being unable to offer. But well keep in mind your requirement and shall contact you once it is available.关于，目前无货，歉难报盘。但我方会留心贵方的要求，一旦有货，将立即同您联系。5. 催款 (Urging Payment)撰写催款信函是一件迫不得已而为之的事，但有时也是商务活动必不可少的一部分。催款活动必要时可以按照以下四个步骤操作：第一步，去函提醒 (remind)；第二步，去函询问 (inquire)；第三步，去函请求 (appeal)；第四步，去函要求 (demand)。每封催款信不宜过长，初次联系，应在开头简要介绍自己的情况。语言表述应清楚、得体、诚恳。实例RemindDear Mr. Lawrence:This is a reminder that your account of $15,000, originally due May 1, has not yet arrived.If you have already mailed your payment, please disregard this letter.Many thanks.Yours sincerely,_InquiryDear Mr. Lawrence:Our records show that your account of $15,000 is still outstanding (未付). Perhaps you are experiencing problems that make it difficult for you to pay. Please let us know if that is so, and we will be happy to work the matter out with you.If there is no problem, please remit (汇寄) the sum today.Yours sincerely,_AppealDear Mr. Lawrence:Although we have sent you 2 letters regarding your past-due account of $15,000, we have heard nothing from you.We hope you understand we are unable to continue waiting patiently in silence. Please do not disappoint us once more.If your check is already in the mail, please ignore this letter.Yours sincerely,_DemandDear Mr. Lawrence:Since you have ignored several requests for payment, we must take other action to collect your past-due account of $15,000.Unless we hear from you in 10 business days (工作日), we will turn your account to a collection agency. Neither of us wants to see your credit in danger. So if payment has not yet been made, we urge you to send your check as soon as possible.Yours sincerely,_常用套语5.1. Our records show that your account of. is past due.我们的记录显示贵方账款逾期了。5.2. We shall be greatly obliged if you will remit us a check for the goods.若贵方汇寄支票付款，我方将十分感谢。5.3. In spite of 2 reminders, the above account still remains unsettled.尽管我方曾两次催款，上述账目仍未结清。5.4. We shall be grateful for an early settlement.望贵方及早偿付。5.5. We wish to call your attention to the enclosed account which is now past due. We shall appreciate your prompt remittance.兹随函附上逾期账单，敬请注意。如蒙迅速支付甚为感激。5.6. If we fail to receive from you a check of. dollars in 5 days, we will have to hand over this matter to the lawyers.如果五日后我们仍未收到贵方支票，我们将不得不求助于律师介入了。5.7. We trust that we shall be able to find a favorable solution.相信我们将能找到一个令人满意的解决方案。6. 抱怨索赔函 (Complaint and Claim)在贸易活动中，买卖双方因一方未履行所达成协议致使另一方蒙受损失，或者人们对购得的商品或得到的服务不满意时，可以向对方抱怨或提出索赔，以求问题得到尽快、妥善的解决。撰写此类信函时应注意：1) 直截了当提出原定的条件，列举不满事实、理由以及造成的后果。2) 明确提出解决的方法。3) 语言有礼有节，语气坚决诚恳。实例Letter of ComplaintDear Sirs,The shipment of 850 copies of exam paper we ordered for delivery on 20 Jan. 2003 did not arrive until the morning of 22 Jan. (Only 2 hours before the exam.) It should have been sent to us 2 days before. Besides, too many typing errors were found here and there in the paper.The job is by no means satisfactory to us:1) The late delivery is inexcusable, since we have made it very clear when we wanted the paper in hand. Our teaching staff were found in a tight cornerthe exam was to be held on time but we had not got the paper on time.2) The typing suggests that the job was done at the last minute and so carelessly without prudent time to check. We have here enclosed a copy with all the errors underlined. Since your typing and printing job and your delayed delivery dont meet our professional expectation, we are writing to inform you that we have to lodge a claim by suggesting that you make us an allowance of 20% on the invoice cost. Please call Miss Spring at extension 2123, if this request presents any problem to you. We look forward to your cooperation on this matter.Yours sincerely,_常用套语6.1. We have duly received the goods of your shipment, but unfortunately they are not in accordance with the sample.我方已按时收到贵方发运的货物。然而不幸的是，它们与样品完全不符。6.2. We are sorry to inform you that the delivery is far from being satisfactory.很遗憾，我们不得不告知贵方：发货远不能令人满意。6.3. The goods weigh short by. kilos / be short in weight by. kilos.货物短重公斤。6.4. We regret to inform you that one of the cases of your delivery arrived in a badly damaged condition.遗憾地通知贵方，运来的箱子中有一箱到达时严重破损。6.5. .be unfit to use 无法使用6.6. .(be) below standard in quality. 质量未达标。6.7. .we require a full refund for the delivery.我方要求对发货全额赔偿。6.8. In support of our claim, we are sending you a survey report issued by the Commodity Inspection Bureau.为了说明我方索赔理由，现寄上商检局的检验报告。6.9. We are looking forward to your settlement at an early date.希望贵方早日解决这一问题。7. 广告 (Advertisement)广告是一种宣传手段，是促销活动中很重要的环节。广告的语言应简明易懂，富有感染力、吸引力。句式应简练，重点突出，使人耳目一新。实例COMMUNICATION BEGINS WITH SINCERITYChina Mobile Communications CorporationChina Mobile Communications Corporation, an important state-owned enterprise, has established subsidiary companies (子公司) in 25 provinces, autonomous regions and municipalities under the direct leadership of the central government.With more than 50 million users, China Mobile has the largest GSM mobile communications network in the world. It covers all of the cities and more than 96 per cent of counties and towns in China and connects China Telecom and China Unicorns networks.China Mobile will co-operate more closely with all circles. To comply with the idea of “Communication begins with sincerity” (交流从“心”开始) China mobile will do its utmost to improve its operation, management and service to become a first-class modern telecommunication enterprise with the power to meet the challenge of increasing international competition. The corporation will bring more benefits to its shareholders, employees and the public.常用套语7. 1. modern designs 款式新颖7. 2. attractive fashion 式样美观7. 3. complete in specifications 规格齐全7. 4. bright in colour 色彩鲜艳7. 5. up-to-date styles 款式入时7. 6. choice materials 用料考究7. 7. fine quality 品质优良7. 8. fine workmanship 做工精细7. 9. moderate price 价格公道7. 10. reasonable price 价格合理7. 11. reliable performance 性能可靠7. 12. durable in use 经久耐用7. 13. easy and simple to handle 操作简便7. 14. good to health 有益健康7. 15. good for both children and adults 老少皆宜7. 16. quality and quantity assured 保质保量7. 17. selling well all over the world 畅销全球7. 18. prompt delivery 交货迅速7. 19. to rank first among similar products 在同类产品中名列前茅7. 20. gain popularity from consumers home and abroad 深受国内外消费者的热烈欢迎8. 合同 (Contract)合同也称“契约”，是双方当事人依法订立的有关权益和义务的协议。合同的语言较为正式，简洁，精确。合同中常用 shall 表示应履行的某种义务 (不用来表示将来时)；尽量多用主动语态，少用被动语态；避免间接表达法。实例Employment ContractJuly 10, 2002Nanjing College of Industry and Technology (hereafter the engaging party) has engaged Mr. Peter Ripley (hereafter the engaged party) as a teacher of English in the English Department. The two parties have entered into an Agreement to sign and to comply with the present contract.1. The term of service is one year, from September 1, 2002 to August 31, 2003.2. The engaging Party should pay the engaged party at the rate of RMB 6,000 per month.3. By mutual consultation the work of the engaged party is decided as follows:a. Conducting senior English classes (writing and speaking)b. Training graduate studentsc. Giving lectures once a month to the studentsd. Having from 18 up to 22 teaching periods a week4. The engaged party works five days a week and has legal holidays prescribed by the Chinese government.5. The engaged party must observe the laws and regulations of the Chinese government concerning foreign residence and follow the working system of the engaging party.6. Neither party shall cancel the contract without sufficient reasons.7. The present contract comes into effect on the first day of the service term stipulated and ceases to be effective at its expiration.8. Should any matter not covered in this contract arise during the course of its performance, it should be settled through consultation by the two parties.Nanjing College of Industry and Technology (the engaging party) Peter Ripley (the engaged party)译文聘用合同南京工业技术学院（以下简称聘方）聘请彼得里普利先生（以下简称受聘方）为该校外语系的