商务英语写作第二章

.,ChapterTwo,Layout&PracticeonBusinessLetter-Writing,.,SubstantialbigUtilizeuseForthepurposeofforHaveneedforneedDuetothefactthatbecauseDuringtheyearofduringInmanycasesoftenForthereasonthatsinceRemunerationpayDomicileHome,house,.,Revision,WeareinreceiptoftheletteryousenttousonMay24.WehavereceivedyourletterofMay24.Wewishtoletyouknowthatwefullyappreciatetheconfidenceyoureposedonus.Weappreciateyouhaveconfidenceinus.Mailyourpaymentatonce.Wouldyoupleasesendusyourpaymentassoonaspossible?Perhapsyoucouldaffordtorunastorethatway,butwecannot.Wearesurethatyouknowtherewouldbeabetterwaytorunastore.,.,Objectives:,.,Section1StructuralPartsofBusinessLetters,.,ThePrincipalPartsofBusinessLetters,1.letterhead2.thedateline3.theinsideaddress4.thesalutation5.thebodyoftheletter6.theclose7.thesignature,.,Theletterhead,1.thefullnameofthecompany2.addressOtheroptionalpartsforabusinessletterhead:LogoIconofproductsTypeofbusiness(importer,exporter.),.,FMSEWINGSUPPLIES,LTD.128JiangningRoad,Nanjing,Jiangsu,China,Tel:(025)20000000Fax:(025)20000001Zipcode:210000ShanghaiGarmentsTradingCo.,Ltd.123HuaihaiRoad,Shanghai200300,ChinaTel:62000000Fax:62000001,.,TheDateLine,Theposition(left/right)Thetypeorder:D/M/Y(M/D/Y)TheexpressionofD/M/YD(1,2,3,4./1st,2nd,3rd,4th)M(January,February,March,)Y(2007,2004)e.g.6March2005September12,2007,.,FMSEWINGSUPPLIES,LTD.128JiangningRoad,Nanjing,Jiangsu,China,Tel:(025)20000000Fax:(025)20000001Zipcode:210000,5thAugust2010ThesalesmanagerGanjiangPotteriesLtd.83CiqiStreetJingdezhen,jiangxiChinaDearSirorMadam,WearewritingtoyouonbehalfofourprincipalsinAmericawhoareinterestedinimportingchinawarefromChina.Couldyousendusyourlatestcatalogueandprice-list,quotingyourmostcompetitiveprices?OurprincipalsarealargechainstoreinAmericaandwillprobablyplacesubstantialordersifthequalityandpricesofyourproductsaresuitable.Welookforwardtohearingfromyousoon.Yoursfaithfully,V.Doraraj,.,ShanghaiGarmentsTradingCo.,Ltd.123HuaihaiRoad,Shanghai200300,ChinaTel:62000000Fax:62000001,June16,2009ThesalesmanagerGanjiangPotteriesLtd.83CiqiStreetJingdezhen,jiangxiChinaDearSirorMadam,WearewritingtoyouonbehalfofourprincipalsinAmericawhoareinterestedinimportingchinawarefromChina.Couldyousendusyourlatestcatalogueandprice-list,quotingyourmostcompetitiveprices?OurprincipalsarealargechainstoreinAmericaandwillprobablyplacesubstantialordersifthequalityandpricesofyourproductsaresuitable.Welookforwardtohearingfromyousoon.Yoursfaithfully,V.Doraraj,.,TheInsideAddress,Whydoweneedtowriteinsideaddressagain?Theposition(left/twolines)Thepossiblecomponents:1.fullnameoftherecipient(ifitisknown)e.g.Mr.JohnSmithorMr.J.MSmith(Mr.Smith)2.ofthecompanye.g.ChinaInternationalTrustandInvestmentCorporationshortenedas:ChinaIntlTrustInvestmentCorp.CITIC4.address,.,DEDollyEnterprisesPte.Ltd.MidlinkPlazaSingapore0718Fax:3000001Tel:3000000,9August200-ThesalesmanagerGanjiangPotteriesLtd.83CiqiStreetJingdezhen,jiangxiChinaDearSirorMadamWearewritingtoyouonbehalfofourprincipalsinAmericawhoareinterestedinimportingchinawarefromChina.Couldyousendusyourlatestcatalogueandprice-list,quotingyourmostcompetitiveprices?OurprincipalsarealargechainstoreinAmericaandwillprobablyplacesubstantialordersifthequalityandpricesofyourproductsaresuitable.Welookforwardtohearingfromyousoon.Yoursfaithfully,V.Doraraj,.,TheSalutation,a.addressingtoacompanyratherthantoanindividualwithinthecompanyb.AddressingtoanunknownindividualDearsirDearsirorMadamc.AddressingtoaknownindividualDear+courtesytitle+thepersonssurnamee.g.DearMr.Johnson(DearMr.RJohnson)d.Nopunctuation,.,KKKiddieKorner,Inc.202-418RichardsStreetVancouver,B.C.CanadaV6B3A7,March2,200-DatexTradingCo.Ltd.LianfangBuildingDalian,LiaoningChinaDearSirorMadamWewereimpressedbytheselectionofsweatersthatweredisplayedonyourstandattheMenswearExhibitionthatwasheldinChicagolastmonth.Wearealargechainofretailersandarelookingforamanufacturerwhocouldsupplyuswithawiderangeofsweatersfortheteenagemarket.Asweusuallyplaceverylargeorders,wewouldexpectaquantitydiscountinadditiontoa20%tradediscountoffnetlistprices,andourtermsofpaymentarenormally30-daybillofexchange,documentsagainstpayment.Iftheseconditionsinterestyou,andyoucanmeetordersofover1000garmentsatonetime,pleasesendusyourcurrentcatalogueandprice-list.Wehopetohearfromyousoon.Yoursfaithfully,FredJohnsChiefbuyer,.,TheBodyofTheLetter,TheImportanceofItThePositionTheFirstParagraph1.indicatethesubjectandthepurposeoftheletter2.acknowledgeanypreviouscorrespondence3.establishasatisfactorytoneTheSecondParagraphTheLastParagraph1.showfriendlinessandgoodwill2.leavethereaderwithasingleclear-cutthoughtoridea3.inspirewhateveractionorresponseisdesired,.,DEDollyEnterprisesPte.Ltd.MidlinkPlazaSingapore0718Fax:3000001Tel:3000000,9August200-ThesalesmanagerGanjiangPotteriesLtd.83CiqiStreetJingdezhen,jiangxiChinaDearSirorMadamWearewritingtoyouonbehalfofourprincipalsinAmericawhoareinterestedinimportingchinawarefromChina.Couldyousendusyourlatestcatalogueandprice-list,quotingyourmostcompetitiveprices?OurprincipalsarealargechainstoreinAmericaandwillprobablyplacesubstantialordersifthequalityandpricesofyourproductsaresuitable.Welookforwardtohearingfromyousoon.Yoursfaithfully,V.Doraraj,.,TheComplimentaryClose,Theposition(left/right/center)Theexpressionofit,.,KKKiddieKorner,Inc.202-418RichardsStreetVancouver,B.C.CanadaV6B3A7,March2,200-DatexTradingCo.Ltd.LianfangBuildingDalian,LiaoningChinaDearSirorMadamWewereimpressedbytheselectionofsweatersthatweredisplayedonyourstandattheMenswearExhibitionthatwasheldinChicagolastmonth.Wearealargechainofretailersandarelookingforamanufacturerwhocouldsupplyuswithawiderangeofsweatersfortheteenagemarket.Asweusuallyplaceverylargeorders,wewouldexpectaquantitydiscountinadditiontoa20%tradediscountoffnetlistprices,andourtermsofpaymentarenormally30-daybillofexchange,documentsagainstpayment.Iftheseconditionsinterestyou,andyoucanmeetordersofover1000garmentsatonetime,pleasesendusyourcurrentcatalogueandprice-list.Wehopetohearfromyousoon.Yoursfaithfully,FredJohnsChiefbuyer,.,TheSignature,Theposition(followstheclose)Itmayinclude:yoursignatureyourbusinesstitlethenameofthedepartment(sometimes)e.g.GorgeF.SmithAssistantManagerOverseasSalesDepartment,.,DEDollyEnterprisesPte.Ltd.MidlinkPlazaSingapore0718Fax:3000001Tel:3000000,9August200-ThesalesmanagerGanjiangPotteriesLtd.83CiqiStreetJingdezhen,jiangxiChinaDearSirorMadamWearewritingtoyouonbehalfofourprincipalsinAmericawhoareinterestedinimportingchinawarefromChina.Couldyousendusyourlatestcatalogueandprice-list,quotingyourmostcompetitiveprices?OurprincipalsarealargechainstoreinAmericaandwillprobablyplacesubstantialordersifthequalityandpricesofyourproductsaresuitable.Welookforwardtohearingfromyousoon.Yoursfaithfully,V.DorarajSalesManager,.,KKKiddieKorner,Inc.202-418RichardsStreetVancouver,B.C.CanadaV6B3A7,March2,200-DatexTradingCo.Ltd.LianfangBuildingDalian,LiaoningChinaDearSirorMadamWewereimpressedbytheselectionofsweatersthatweredisplayedonyourstandattheMenswearExhibitionthatwasheldinChicagolastmonth.Wearealargechainofretailersandarelookingforamanufacturerwhocouldsupplyuswithawiderangeofsweatersfortheteenagemarket.Asweusuallyplaceverylargeorders,wewouldexpectaquantitydiscountinadditiontoa20%tradediscountoffnetlistprices,andourtermsofpaymentarenormally30-daybillofexchange,documentsagainstpayment.Iftheseconditionsinterestyou,andyoucanmeetordersofover1000garmentsatonetime,pleasesendusyourcurrentcatalogueandprice-list.Wehopetohearfromyousoon.Yoursfaithfully,FredJohnsChiefbuyer,.,TheOptionalPartsofABusinessPaper,1.AttentionLinePurpose:Thislinemaybeusedifyouwishtoaddressthelettertoaparticularmemberordepartmentofthecompany,butyouperhapsonlyknowthesurnameofthememberandcantwritethisintheinsideaddressPosition:Flushedwiththelefthandmarginorplacedinthecenterofthepage.GenerallyinsertedbetweentheinsideaddressandthesalutationWithdoublespacesaboveandbelowite.g.Attention:Mr.Wang,ExportManagerFortheattentionofPualYangAttn:ImportDept.,.,2.SubjectLine,Itgivesabriefindicationofthecontentoftheletter.Itisplacedtwolinesbelowthesalutationandabovethebodyoftheletter.Thelinemaybeginwithorwithoutthewordsubject.E.g.Subject:ProposeddelayofthedeliveryOurSalesConfirmationNo.TE51ProposeddelayofthedeliverySUBJECT:NEWPRICELIST,.,EnclosureIfsomethingisenclosedwiththeletter-suchasabill,check,orcopyofanotherletter-attentionshouldbecalledtoitbywritingEnclosureorEnclosurestwolinesbelowthelastlineofthesignatureinthelowerlefthandcorner.ThewordcanbeshortentoEncorEnclfollowedbyaperiodorcolon.Encl:2commercialinvoicesEnc:1pricelist1certificate,.,CopyNotation,Whenyouwantyourcorrespondenttoknowthattheletteristobesenttoathirdparty,itisusualtoindicatethisbytypingccorCCfollowedbytwospacesandthenameoftherecipientofthecopy.Theusualpositionisatthefootofthelettertwolinesbelowthesignatureorimmediatelybelowtheenclosure.ccMr.WilliamCarter,Vice-PresidentCCMiss.FanZhonghui,SalesManager,.,References,Referencearequotedtoindicatewhattheletterrefersto(YourRef.)andthecorrespondencetorefertowhenreplying(OurRef.).UsuallybelowthedatelineYourref:23TMR/AW/25Aprial2004/3/25Ourref:23PTR/xnDearSirs,WerefertoyourletterofNovember12,2004,ref.TY1160,.,Exercises,1.信头letterHead2.日期Date3.封内地址InsideAddress4.称呼Salutation5.正文Body6.结尾敬语ComplimentaryClose7.签名Signature8.事由Subject9.附件Enclosurea参考号Ref.No.b经办人AttentionLinec抄送CartonCopy,.,Exercise,ELECTRICALAPPLIANCESCO.P.O.Box3259XXXX,XXXJanuary221997Mr.GreenTheManagerClarke&.SmithCo.Ltd.68HighStreetLondonEnglandDearSirorMadam,Wethankyourletterof17thJanuary,askingusdetailsandpricesofourelectricheaters.Wearepleasureinenclosingourlatestpricelistandcatalogue,togetherwithModelX-4sdetails.Pleasedonotreluctanttowritewhenyourequirefurtherinformation,whichshallalwayshaveourbestattention.Yoursverytruly,ElectricalAppliancesCo.Ltd.Manager,Answer,.,ELECTRICALAPPLIANCESCO.P.O.Box3259XXXX,XXXJanuary22,1997TheManagerClarke&.SmithCo.Ltd.68HighStreetLondonEnglandDearSirorMadamWethankyourletterof17thJanuary,askingusdetailsandpricesofourelectricheaters.Wearepleasureinenclosingourlatestpricelistandcatalogue,togetherwithModelX-4sdetails.Pleasedonotreluctanttowritewhenyourequirefurtherinformation,whichshallalwayshaveourbestattention.Yoursfaithfully,CarolineRobertsVicePresident,Answer,.,Section2WritingforEstablishingBusinessRelations,.,I.HowtoFindNewCustomersandEstablishBusinessRelations,WebBanksCommercialCounselorsOffice商务参赞处ChambersofCommerceinforeigncountries商会TradeDirectory贸易名录AdvertisementsAttendanceattradefairsandexhibitionsheldathomeandabroad参加国内外的商品交易会和博览会Mutualvisitsbytradedelegationsandgroups商务代表团互访,.,II.TheMainContentoftheLettersforEstablishingBusinessRelations,1)Refertothewaystoobtaintheaddresseesnameandaddress2)Indicateclearlytheintentionoftheletter3)Introducethescopeofbusinessbriefly4)Expressthehopeforfuturebusinessrelations,.,III.ReadandExplainSampleLetters,Sample1:ALetterforEstablishingBusinessRelations,DearSirs,WehaveyournameandaddressthroughtheintroductionofMr.A.G.TopWorthofSwanson&Bros.,ofHamburg,whoisoneofouroldclients.Wewishtoinformyouthatwespecializeinexportingchinawareandshallbepleasedtoenterintobusinessrelationswithyou.Ifourabovedesirecoincideswithyours,pleaseletusknowandalsokeepusinformedofyourspecificenquiriessothatwecansendourillustratedcatalogueandpricelistforyourreferencewithoutdelay.Inthemeantime,weshallappreciateitverymuchifyouwillfurnishuswiththenameofyourbankpriortotheconclusionofaninitialtransactionbetweenus.Wearelookingforwardtoreceivingyourfirstenquiry.Yourssincerely,.,AnswertheFollowingQuestions,1.Whatdoesthewritersayinthefirstparagraphofthemessage?2.Whatdoesthewriterasktheaddresseetodo?,.,WordsandPhrases,1.clientapersonwhopaysforhelporadviceortogetsomeservice,e.g.Theenquiryagencyhasalotofclients.,e.g.WehaveenteredintoacontractwithafirminAmerica.,e.g.Wehavereceivedanumberofenquiriesfromourtradeconnectionshereforyournewproducts.,2.enterintostartupon,begintotakepartin,3.enquiryarequestforinformationonthesupplyofcertaingoods,.,WordsandPhrases,4.catalogueacompletelistofarticles,usuallyinalphabeticalorderandoftenwithdescriptionsofthearticles,e.g.WeareenclosingacopyofourcatalogueasrequestedinyourletterofJanuary20.,e.g.Wehavefinallyconcludedthetransactionaftersomanynegotiations.,5.transactionapieceofbusiness,.,Sample1:ReplytoALetterforAskingtoEstablishBusinessRelations,DearSirs,WithreferencetoyourletterofJune27,wearegladtolearnthatyouwishtoenterintotraderelationswithus,whichalsomeetsourinterest.Togiveyouageneralideaofourproducts,wearesendingyoubyairacatalogueshowingvariousproductsbeinghandledbythiscorporationwithdetailedspecificationsandmeansofpacking.Quotationsandsampleswillbesentuponreceiptofyourspecificenquiries.Aswehavenothadthepleasureofdoingbusinesswithyouinthepast,wewouldliketoinformyouthatourgoodsforexportaretobeinspectedbytheShanghaiCommodityInspectionBureaubeforeshipment,andnecessarycertificatesinregardtothequalityandquantityoftheshipmentwillbeprovided.Wearelookingforwardtoyourearlyreply.Yoursfaithfully,.,AnswertheFollowingQuestions,1.Whatdoesthewritersayinthefirstparagraph?2.Whatdoesthewriterdointhebodyoftheletter?,.,WordsandPhrases,learnreceiveinstructions,becomeinformedof,e.g.WehavelearnedfromouragentinLondonaboutyourrangeofelectrictypewriters.,e.g.Herhusbandworksforaverybigcorporation.,corporationcompany,handleuse(goods)inbusiness,esp.forsale,e.g.Wedonthandlethatsortofbook.,Refertosample,.,WordsandPhrases,e.g.Yourquotationsforleatherjacketsaretoohightobeacceptable.,quotationamountstatedascurrentpriceofstocksorcommoditiesonsale,e.g.Theshipmentisready,sopleaseopentherelevantL/Cassoonaspossible.,shipmentaloadofgoodssenttogether,Refertosample,.,Exercise,1.Completethefollowingletterwiththefollowingwords：,inimporterspleasureenterbyupon,.,DearSirsLearningfromtheCommercialCounselorsOfficeofourEmbassyinyourcountrythatyouareoneoftheleading_ofcannedfoodstuffs,wehavetheofintroducingourselvestoyouasastatecorporationspecializing_theexportofcannedgoods,andexpressourdesireto_intobusinessrelationswithyou.Inordertogiveyouageneralideaofourcannedgoods,wearesendingyouseparateairmailacopyofourlatestcatalogue.Quotationsandsampleswillbesent_receiptofyourspecificenquiries.Wearelookingforwardwithinteresttohearingfromyou.,inimporterspleasureenterbyupon,.,Exercise,2.Fillinthefollowingblanks.,establishtoideaenclosinggoods,.,Gentlemen:TheCommercialCounselorsOfficeoftheEmbassyofyourcountryinChinahasconveyedtousyourdesireandproposaltobusinessrelationswiththeforeigntradecorporationofChina.Acopyofyourletterthateffecthasbeenhandedtous.Ourlinesaremainlytextiles.Wewishtoestablishbusinessrelationsbythecommencementofsomepracticaltransaction.Togiveageneralofthevariouskindsoftextilesnowavailableforexport,weare_herewithacatalogueandapricelistforyouexamination.Anyspecificenquiriesfromyouwouldbeappreciated.Atthesametimewewanttoknowyourdetailsandpricesofvariouskindsofyouwouldbeinterestedinselling.Wewouldbegladtostudythesalespossibilitiesinourmarket.Welookforwardtoreceivingfromyougoodnews.Faithfullyyours,establishtoideaenclosinggoods,.,Section3SkillsforWritingforAskingtoEstablishBusinessRelations&Replies,.,I.SkillsforWritingforAskingtoEstablishBusinessRelations&Replies,1.1WriteFriendlyandHelpfulLetters1.2WhattoIncludeintheLetters,Thefollowingwritingsuggestionsshouldbekeptinmind:,Opening:Whereandfromwhomyougetthenewcustomer.Body:selfintroduction(scope,conditionandproductorcommodity),financialpositionandreferenceClosing:wish,hopetokeeptherelations,.,Beautyimitatedisbeautyrecreated.,.,II.ConventionalitiesforWritingforEstablishingBusinessRelations,1)WehavelearnedbycourtesyofMr.GreenhowthatyouareoneoftheleadingimportersofChinesechemicalsinyourcountry2)Wehavethepleasureofintroducingourselvestoyouasastate-operatedcorporationdealingexclusivelyinlightindustrialgoods.3)SpecializingintheexportofChinesearts&craftsgoods,weexpressourdesiretotradewithyouinthisline.,.,II.ConventionalitiesforWritingforEstablishingBusinessRelations,4)Itishopedthatbyourjointeffortswecanpromotebusinessaswellasfriendship.5)Welookforwardtoyourfavorablereply.6)Weshallbegratefulifyouwouldreplyatanearlydate.,.,III.ConventionalitiesforWritingRepliestoLettersforEstablishingBusinessRelations,WithreferencetoyourletterofJune27,wearegladtolearnthatyouwishtoenterintotraderelationswithus,whichalsomeetsourinterest.2)Wethankyouforyourletterofferingyourservicesandshouldliketodiscussthepossibilityofexpandingtradewithyou.3)Wearewillingtoenterintobusinessrelationswithyourfirmonthebasisofequality,mutualbenefitandexchangingwhatonehasforwhatoneneeds.,.,Exercise,1.TranslatethefollowingintoChinese.,DearSirsWithreferencetoyourletterofDecember2,19.,wearegladtolearnthatyouwishtoenterintotraderelationswiththiscorporationinthelineofcanne