《外贸英语函电》讲义.doc

外贸英语函电备课笔记编写人 王佳伟一、函电书写基本原则1、Courtesy 礼貌语言要有礼且谦虚，及时地回信也是礼貌的表现。例如：We have received with many thanks your letter of 20 May, and we take the pleasure of sending you our latest catalog. We wish to draw your attention to a special offer which we have made in it.You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May. 2、Consideration 体谅写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。例如：You earn 2 percent discount when you pay cash. We will send you the brochure next month. 就比 We allow 2 percent discount for cash payment. We wont be able to send you the brochure this month. 要好。3、Completeness 完整一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。4、Clarity 清楚意思表达明确，要注意：（1） 避免用词错误：例如：As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services.此处bimonthly有歧义：可以是twice a month 或者once two month.故读信者就迷惑了，可以改写为：1.We have two direct sailings every month from Hong Kong to San Francisco.2.We have semimonthly direct sailing from Hong Kong to San Francisco.3.We have a direct sailing from Hong Kong to San Francisco.（2）注意词语所放的位置：例如：. We shall be able to supply 10 cases of the item only. 前者则有两种商品以上的含义。（3）注意句子的结构：例如：We sent you 5 samples yesterday of the goods which you requested in your letter of May 20 by air.We sent you, by air, 5 samples of the goods which you requested in your letter of May 20.5、Conciseness 简洁（1）避免废话连篇：例如：.We wish to acknowledge receipt of your letter.可改为：We appreciate your letter.Enclosed herewith please find two copies of.可改为: We enclose two copies of.（2）避免不必要的重复：（3）短句、单词的运用：Enclosed herewith-enclosedat this time-nowdue to the fact that-becausea draft in the amount of $1000-a draft for $10006、Concreteness 具体7、Correctness 正确二、样信（一）感谢信样信Dear Mr. /Ms, Thank you for your letter of June 4, enclosing an account of the organization and work of your Chamber of Commerce and Industry.We are very grateful for such a detailed account ofyour activities. This information is certain to help increase our future cooperation.Yours faithfully尊敬的先生/小姐，谢谢您六月四日的来信及随信附上的说明书，该说明书描述了你们工商总会的工作与组织结构。对给我们一个你们活动如此详细的描述，我们表示非常感谢。这一信息一定能帮助促进我们未来的合作。你诚挚的（二）祝贺1. Dear Mr./Ms,On the occasion of the 35th anniversary of your NationalDay, please accept our heartiest congratulations.May the trade connections between our countries continue to develop with each passing day!Yours faithfully尊敬的先生/小姐，值此国庆三十五周年之际，请接受我们最真诚的祝贺。愿我们两国之间的贸易联系持续发展。你诚挚的(三) 告示1. Opening of new business Dear Mr./Ms,We have opened at the above address a sales office for our products here in New York. We employ a staff of consultants and a well-trained service department which makes routine checks on all equipmentpurchased from us.We would be pleased if you would take full advantage of our services and favorable shopping conditions.We fully guarantee the quality of our products.Yours faithfully尊敬的先生/小姐，我们已在纽约上述地址为我们的产品开设了一家办事处。我们雇有一个咨询人员和一支受过良好训练的服务队伍，可以为从我处购买的设备进行日常检查。如果你能充分利用我们的服务和良好的购物环境，我们会很高兴。我们全面保证产品的质量。你诚挚的2.建立办事处 Establishment of new branchDear Mr./Ms,Owing to the large increase in the volume of our trade with this country we have decided to open a branch here, with Mr. Wang Lo as manager.The new branch will open on 1st March and from that date all orders and enquiries should be sent to Mr. Wang Lo at the above address, instead of to our London office. We take this opportunity to express our thanks for yourcooperation in the past. We hope the new arrangementswill lead to even better results.Yours faithfully尊敬的先生/小姐，因在该国贸易额大量增加，我们决定在这里开设一家分支，由王洛先生任经理。新办事处将于三月一日开业，今后所有的订单和询价, 请按上述地址送到王洛先生那，而不是伦敦办公室。我们籍此机会向您过会与我们的合作表示感谢，我们希望新的安排能产生好的结果。你诚挚的3.歇业 Discontinuation of businessDear Mr./Ms,With the demolition of our premises at the above addressunder a redevelopment scheme, the part of our businesscarried on there will be discontinued after the end ofOctober.On Monday, 1st October,we are holding a closing-out sale. Stock on hand will be cleared regardless of cost. There will be substantial reductions in all departments and in some cases, prices will be marked down by as much as one half.Stock to be cleared is unrivaled in both variety and quality. As the sale is likely to be well attended, we hope you make a point of visiting the store as earlyas possible during the opening days.Yours faithfully尊敬的先生/小姐，随着在经营重组计划下而取消的上述经营场所，该处的业务将于十月底后停止。在十月一日，星期一，我们将组织一次清仓销售，现有库存不论成本都将售。所有部门都将大幅削价，有的商品折价会达一半。清仓商品无论种类还是质量都无可挑剔。因此次销售参加人员可能较多，我们希望您在清仓销售期间尽早来。你诚挚的4.更改名称和地址 Change of name and addressDear Mr./Ms,At our company meeting on 4 September, it was decided that the name of our company would be changed to CNMIEC Lee Co. At the same time, it was decided tomove the company from the above address to No3-6 Broadway Street.We will appreciate your informing the appropriate departments of these changesYours faithfully尊敬的先生/小姐，在公司九月四日的会议上，我们公司的名称已决定改为CNMIEC李氏公司。同时公司由现在地址移到百老汇街3-6号。如能把这些变化通知相关部门，我们将不胜感激。你诚挚的5.新的任命 New appointmentDear Mr./Ms,We wish to notify you that Mr. Robert Smart, who has been our representative in Southwest England for the past seven years, has left our service and thereforeno longer has authority to take orders or collect accounts on our behalf.We have appointed Mr. Fred Peterson in his place. Mr. Peterson has for many years been on our sales force and is thoroughly familiar with the needs of customersin your area. We trust you will have good cooperation from him.Yours faithfully尊敬的先生/小姐，我们在此通知您，过去七年在英格兰西南任我们代表的罗伯特斯马特先生已离开我们公司，他不再代表公司接受订单收款。我们已任命弗莱德彼特森代替他的位置。彼特森先生已在我们的销售部门任职多年，完全熟悉你地区顾客的需要。我们相信您和他能有好的合作。您诚挚的6. 公司的建立与重组Establishment or reorganization of companyDear Mr/Ms,We are pleased to announce that as of 1st June our firm will merge with D & W Co. of this town to form the newfirm of CN/CW Co. The new firm will carry on business at 6 Rue de Toqueville, Tripoli, to which address please send all communications after31st May. We appreciate the confidence you have placed in us in the pastand look forward to continued dealings with you.Yours faithfully尊敬的先生/小姐，我们高兴的宣布，由于六月一日我们公司将于该镇的D&W公司合并，成立新的CN/CM公司。新公司将在Tripoli的 Rue de Toqueville六号办公，五月三十一日后所有信息请寄新地址。我们感谢您过去对我的信任并希望继续与您来往。您诚挚的 （四）、介绍经营业务 我们从我驻巴基斯坦使馆商务参赞处得悉贵公司的名称和地址，现借此机会与你方通信，意在建立友好业务关系。 我们是一家国营公司，专门经营台布出口业务。我们能接受顾客的来样定货，来样中可具体需要产品的花样图案，规格及包装装潢的要求。为使你方对我各类台布有大致的了解，我们另航寄最新的目录供参考。如果你方对产品有兴趣，请尽快通知我方。一俟收到你方具体询盘，即寄送报价单和样本。 盼早复。 SPECIMEN：INTRODUCING BUSINESS OPERATION Dear Sirs, RE: TABLECLOTH We have your name and address from the Commercial Office of Chinese Embassy in Pakistan. We take this opportunity to write to you with a view to set up friend business relations with you. We are a state-owned company dealing specially with the export of tablecloth. We are in a position to accept orders according to the customers samples. In the customers samples, request about the assorted pattern, specification and package of the needed goods can be indicated particularly. In order to give you a general idea of various kinds of the tablecloth we are handling, we are airmailing you under separate cover our latest catalogue for your reference. Please let us know immediately if you are interested in our products. We will send you our price list and sample to you as soon as we receive your specific inquiry. Looking forward to your early reply, we are. Yours faithfully（五）资信调查函电惠请将有关加纳阿克拉西非进口公司的资信情况、商业经营情况告诉我们。该公司地址是：加纳阿克拉520号邮政信箱。请确信，我们对你们提供的所有资料都严加保密，你们不负有任何责任。 谢谢。CREDIT INVESTIGATION Dear Sirs， You are kindly requested to provide us with the information on credit and business operation of Import Company. The company address is .Please be convinced that all the materials you supply to us will be kept absolutely secret, for which You will not take any responsibilities. Best Regards. Yours truly三、商业英文书信中所使用的词语（1） 贵函 Your letter; Your favor; your esteemed letter; Your esteemed favor; Your valued letter; Your valued favor; Your note; Your communication; Your greatly esteemed letter; Your very friendly note; Your friendly advice; Yours. （2） 本信，本函 Our (my) letter; Our (my) respects; Ours (mine); This letter; these lines; The present. （3） 前函 The last letter; The last mail; The last post; the last communication; The last respects（自己的信）; The last favor（来信） （4） 次函 The next letter; The next mail; The next communication; The letter following; the following. （5） 贵函发出日期 Your letter of (the) 5th May; Your favor dated (the) 5th June; Yours of the 3rd July; Yours under date (of) the 5th July; Your letter bearing date 5th July; Your favor of even date(AE); Your letter of yesterday; Your favor of yesterdays date; Your letter dated yesterday. （6） 贵方来电、电传及传真 Your telegram; Your wire; Your cablegram（从国外）; Your coded wire（密码电报）; Your code message; Your cipher telegram; Your wireless telegram; Your TELEX; Your Fax. （7） 贵方电话 Your telephone message; Your phone message; Your telephonic communication; Your telephone call; Your ring. （8） 通知 (Noun) Advice; Notice; Information; Notification; Communication; A report; News; Intelligence; Message. (Verb)（通知，告知） To communicate (a fact) to; To report (a fact) to.on; To apprise (a person) of; To let (a person) know; To acquaint (a person) with; To intimate (a fact) to; To send word; to send a message; To mail a notice; to write (a person) information; To give notice（预告）; To break a news to（通知坏消息）; To announce（宣布）（9） 回信 (Noun) An answer; A reply; A response. (Verb) To answer; To reply; To give a reply; To give ones answer; To make an answer; To send an answer; To write in reply; To answer ones letter. （特此回信） Reply to; Answering to; In answer to; In reply to; In response to. （等候回信） To await an answer; To wait for an answer. （收到回信） To get an answer; To favor one with an answer; To get a letter answered. （10）收讫，收到 (Noun) Receipt（收到）; A receipt（收据）; A receiver（领取人，取款人）; A recipient（收款人） (Verb) To receive; To be in receipt of; To be to (at) hand; To come to hand; To be in positions of; To be favored with; To get; To have; To have before (a person); To make out a receipt（开出收据）; To acknowledge receipt（告知收讫）. （11）确认 To confirm; Confirming; Confirmation; In Confirmation of（为确认.,为证实.）; A letter of confirmation（确认函或确认书） （12）高兴，愉快，欣慰 To have the pleasure to do; To have the pleasure of doing; To have pleasure to do; to have pleasure in (of) doing; To take (a) pleasure in doing (something); To take pleasure in doing (something); To be pleased to (with)(by); to be delighted at (in)(with); To be glad to (of)(about); To be rejoiced in (at). （13）随函附件 Enclose; （14）迅速，立刻 四.书信格式称谓差异商务英语书信(Business or Commercial English Correspondence)是指交易时所使用的通信。在美国，常用Business writing，它包括书信、电报、电话、电传、报告书、明信片等。英语和美语在书信体例方面存在着一定的差异，比如信头和称呼、书信格式、遣词、结尾客套语等均有所不同。 一般来说，英国书信较为保守，许多英国人喜欢用老式书信体，用词较为正式刻板，而美国书信语言非常生气、有活力，格式也较为简便。因此当我们写信的对象是英国或其旧殖民地国家时，要使用标准式英语Queens English；如果写信的对象是美国或美国势力范围的地区时，就要用美国英语。当然，英国式的语言文化近年来也有变化，但总体来说，两者间的差异是很明显的。商业英文书信，一般都要求用打字机或电脑整齐地打印，左边各行开头垂直的，称为垂直式或齐头式(Block style)，美国常用这种格式；每段的第一个词缩进去，称为缩进式或锯齿式(indented style)，英国常用此格式。垂直式的职务及签名都在左边的边栏界线，这种格式，在极度尊重工作效率的美国公司，已普遍采用。正式的商业英语书信要在称呼的上方写上收信公司名称和地址或收信人的名字全称、职务及地址，称为信内地址（Inside address）。信内地址的写法也有垂直式和缩进式之分，垂直式或称美国式将各行并列，缩进式或称英国式将各行依次退缩。 不过，近来英国商业书信的信内地址并未依次缩进，似乎与美国式相同。此外，在美国还流行一种普通收信人地址的写法，就是在书信的Inside Address中，把门牌号和街名都省略掉。在英文书信中要使用敬语，最普遍的敬语是Mr., Mrs.和Miss（用于未婚女性）。英国人常在男性的姓名之后用Esq. (Esquire的缩写)，不过在商业上也在慢慢地改用Mr. Mmes. (Madam的复数形式)，用于二个女士以上。Messrs.（Mr.的复数形式）用于二个以上的男人，或用于二个以上的男人组成的公司或团体。在英国式英文信里，Mr., Mrs., Messrs，均不加缩写句点，相反地趋向于进步自由的美语反而加缩写句点如Mr., Mrs., Messrs.。在称呼方面，商业上最普遍的有Gentlemen（美国式）与Dear Sirs（英国式）二种，相当于我国的敬启者或谨启者。如果信是写给某个公司单位的，不是写给某个具体人的，美语用Gentlemen（复数形式），英语用Dear Sirs。如果对方公司只一人时，必须使用Sir/Dear Sir。称呼后一般要使用标点符号，英国式采用逗号(comma)，美国式用分号(colon)。书信结尾客套语(complimentary close)有多种，相当于我国书信在结尾时使用的敬礼、致敬、顺安等句。最为典型的美国式写法是Sincerely和Best regards，典型的英国式表达有Yours sincerely（熟人或知道对方姓名），Best wishes, kind regards 和yours faithfully（不知姓名）。此外，英国式的客套语还有特别礼貌的格式，但除了特殊情况外，现在不再使用。五、开头语与自我介绍从中华人民共和国驻大使馆商务参赞处获悉贵公司名称和地址，现借此机会与贵方通信，意在达成一些实际交易为开端，以建立业务关系。1.Having had your name and address from the Commercial Counselors office of the Embassy of the Peoples Republic of China in., we now avail ourselves of this opportunity to write to you and see if we can establish business relations by a start of some Practical transactions. 从中国国际贸易促进会获悉，你们有意采购电器用具。2. We have heard from China Council for the Promotion of International Trade that you are in the market for Electric Appliances.驻贵地的中国领事向我们介绍，你公司是生产（商品）的大出口商。3. Your name has been recommended to us by the Chinese Consul stationed in your city as large exporters of . goods produced in .从获悉你们行名及地址并了解你们是有经验的进口商。现向你们开报，盼能在贵地市场推销。4. From ., we have obtained your name and address and understand that you are experienced importers of . We have pleasure in offering you . of which we would appreciate your pushing the sale on your market. 从获悉你公司专门经营，现愿与你公司建立业务关系。5. We learn from . that your firm specializes in ., and would like to establish business relationship with you.承的介绍，获悉你们是有代表性的进口商之一。6. Through the courtesy of. we have learned that you are one of the representative importers of .据纽约司密斯公司所告，得悉你公司名称和地址，并得知你们日本东京商会已把你行介绍给我们。 7. Your name and address has been given to us by Messrs. J. Smith & Co., Inc., in New York, who have informed us that your firm has been recommended to us by the Chamber of Commerce in Tokyo, Japan. 承贵地银行通知，你们是的主要进口商（出口商），并有意与中国进行这些方面的贸易。9. The. Bank in your city has been kind enough to inform us that you are one of the leading importers (exporters) of . and are interested in trading with China in these lines .据了解，你们是中国（商品）有潜力的买主，而该商品正属我们的业务经营范围。10. We are given to understand that you are potential buyers of Chinese .,which comes within the frame of our business activities.通过贵国最近来访的贸易代表团，我们了解到你们是信誉良好的进口商，现发信给你们，盼能不断地接到你们的定单。11. Through your trade delegation that recently paid a visit to this country, we learned that you are well-established importers of . and are writing to you in the hope of receiving your orders from time to time. 我们欣然寄发这封自荐信，希望是互利关系的前奏。12. We are glad to send you this introductory letter, hoping that it will be the prelude to mutually beneficial relations between us.我们有幸自荐，盼望能有机会与你们合作，扩展业务。13. We have the Pleasure to introduce ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension.我们冒昧通信，以期待与贵公司建立业务关系。14. We take the liberty of writing to you with a view to building up business relations with your firm. 现向贵司自我介绍，我们是国营公司，专门经营轻工业品。15. We wish to introduce ourselves to you as a state operated corporation dealing exclusively in Light Industrial Goods. 也许你们已有所知，我们是国营公司，经营（商品）的进出口业务。16. As you may be well aware, we are a state-operated corporation handling such items as . in both import and export business.鉴于你们是的主要进口商之一，特此联系，盼能建立业务关系，以有助于你们满足各项需求。17. As you are one of the leading importers in ., we have pleasure in contacting you in the hope of establishing business relations and rendering you assistance in a wide range of your requirements.了解到你们对（商品）的进口和出口都感兴趣，故愿自荐，希望在我们两公司间建立互利的业务关系。18. We understand that you are interested in both the import and export of . and it is on this subject that we wish to introduce ourselves in the hope of establishing mutually beneficial business relations between our two corporations. 你公司是信誉卓著的照相机进口商，我公司极愿与你公司建立业务关系。为此，我们现在寄去商品目录和价目单，用以向你公司毛遂自荐。19. The high reputation, which you are enjoying as camera importers, has rendered us desirous of entering into business relations with you. Accordingly, we introduce ourselves to you by sending you our catalogs and price-lists.我们经营的商品包括本国第一流造纸厂的产品，因此，我们有良好条件就你们提出的商品，向你们的顾客提供质量最可靠的商品。20. The commodities we are handling consist of the manufactures of the first-rate paper mills of this country, and so we are in a good position to serve your customers with the most reliable quality of the line you suggest. 我们专门经营中国美术工艺品出口，愿与你们进行交易。21. Specializing in the export of Chinese Art & Craft Goods we express our desire to trade with you in this line.我们的主要业务是纺织品和手工艺品。22. Our lines are mainly textiles and handicrafts.我们经营这项业务已有多年。23. We have been in this line of business for many years.本信目的是探索与你们发展贸易的可能性。24. The purpose of this letter is to explore the possibilities of developing trade with you.我们愿在平等互利、互通有无的基础上与你公司建立业务关系。25. We are willing to enter into business relations with your firm on the basis of equality, mutual benefit and exchanging what one has for what one needs. 我们愿与你们建立友好业务关系，分享互利的交易。26. We wish to establish friendly business relations with you to enjoy a share of mutually profitable business.盼直接洽谈，以便将你公司特种经营商品引进我地市场。27. We wish to enter into direct negotiation with you with a view to introducing your special lines in our market.我们有意向中华人民共和国寻求原油供应来源的可能性.28. We are interested in the possibility of establishing sources of supply of crude oil from the Peoples Republic of China.建议试试利用一下我们的经验和专门知识。29. We advise you to make use of our experience and special knowledge on trial.相信我公司的对外贸易经验以及对国际市场情况的熟悉，可能使我们有资格得到你们的信任。3O. We trust that our experience in foreign trade and intimate knowledge of international market conditions will entitle us to your confidence.我公司与此地可靠的批发商有密切联系，能与你公司作可观的进口业务。31. Being closely connected with reliable wholesalers here, we shall be able to do considerable import business with you. 我们能报十分优惠的条款。32. We are able to