现代商务英语写作的基本原则

1、 contemporary business writingw fundamentals of modern business writing 现代商务英语写作的基本原则w business letter writing 商务信函写作w report writing 报告写作 business english writingw establishing business relations 建立贸易关系w inquiries and requests 日常询盘w replies 回复函w declining a counteroffer 拒绝还盘w orders 定单w complaints

2、and claims 投诉与索赔w adjustments to claim letters 索赔复函w urging establishment of letter of credit 催证w invitations and thank-you letters 邀请函与感谢信w notes and announcements 便条与通知w letters of application 申请信w resume 简历w recommendation letters 推荐信 establishing business relations建立业务关系w establishing business r

3、elations is the first step in a transaction in international trade. writing letters to new customers to establish relations is a common practice in business communications.w general information about a company, including the name and address, can be obtained through the following channels: 1. banks

4、2. chambers of commerce 3. advertisement in the media 4. commercial counselors office in foreign countries 5. exhibitions and trade affairsw when you write your first letter, you should tell your reader how you obtained his or her name and address, express your desire to do business and explain what

5、 you hope to buy or to sell.w 一. we have your name and address from the commercial counselors office of your embassy in beijing and are now writing to you for the establishment of business relations. 我们从贵国驻京使馆商务参赞处得悉贵公司行名及地址，现特致函与贵公司建立业务关系。 1. we have obtained / come to know / heard / learned your n

6、ame and address from our embassy in your country. 2. we owe your name and address / fax number / postcode / business scope / products / e-mail address to china council for the promotion of international trade in beijing.w 二. we have learned by courtesy of mr.greenhow that you are one of the leading

7、importers of chinese chemicals and pharmaceuticals in your country. 承蒙格林豪先生介绍，我们得知你们是贵国中国化工产品和药品的主要进口商之一。 例：we understood from world bank / through the courtesy of ccpit / on the recommendation of aerchem, inc. / after contacting your trade delegation that you are one of the leading importers of chi

8、nese chemicals and pharmaceuticals in your country.useful expressionsv 三. your firm has been recommended to us by bank of china in beijing . 在北京的中国银行已把贵公司介绍给我们了。 例：your name has been introduced /suggested / brought forward / given to us by citibank, shenzhen office.v 四. we have the pleasure of intro

9、ducing ourselves to you as a state-operated corporation dealing exclusively in light industrial goods. 我们有幸自荐，我们是一家专营轻工业品的国有公司。 例：we have the pleasure to introduce take pleasure in introducing take the liberty of introducing avail ourselves of this opportunity to introduce are venturing to write to

10、introduce wish to introduce ourselves to you as a state-operated corporation dealing in light industrial goods.v 五. we are the chief cigarette packing materials exporter in austria and are thankful to the chinese embassy in vienna for giving your name. 我们是奥地利主要的香烟原辅材料出口商，并感谢驻维也纳的中国使馆向我们提供了你们的行名。 例：w

11、e are thankful / grateful / obliged / indebted to the chinese embassy in vienna for giving us your name and address.v 六. specializing in the export of chinese arts & crafts goods, we express our desire to trade with you in this line. 我们专门经营中国工艺美术品出口，愿与贵方进行交易。 例：specializing / being experienced /

12、 having been for years / dealing exclusively in the export of chinese.v 七. it is hoped that by our joint efforts we can promote business as well as friendship. 希望通过共同努力，我们既可促进贸易又能增进友谊。 例：it is hoped that through our endeavors / to our mutual benefit / for our common interests we can promote.vwe look

13、 forward to your favorable reply. 等候佳音。 例：we await / appreciate / expect / anticipate / hope to receive your favorable reply.vwe shall be grateful / obliged / glad / thankful if you will reply at an early date. 敬请早日答复，将不胜感激。vyour early reply / prompt attention / immediate response / favorable answer

14、 will be highly appreciated. 如蒙早日答复，将不胜感谢。vwe await your further news with interest. 我们切盼你方进一步的消息。 结 束 语 sample letters for establishing business relationsdears sirs,your name and address have been given to us by the hongkong & shanghai banking corporation of jakarts . we are now writing to you

15、for the establishment of business relations.we have had no contact with yout country before. in view of the developing friendly relations between our two countries, we wish to ascertain whether cooperation to the advantage of both our firms could be established. we invite you to send us details and

16、prices, possibly also samples, of such goods as you would be interested in selling, and we shall gladly study the sales possibilities in our market . on the other hand, please favor us with a list of those goods you are interested in obtaining from us so that we might be able to quote on some and gi

17、ve you all the necessary information regarding supply possibilities.yours faithfully,dear sirs,we owe your name and address to the chamber of commerce, tokyo, who informed us that you are in the market for personal computers.we are one of the largest computer manufactures in our country in our count

18、ry and have been handing various kinds of computers for about 10 years. we approach you today in the hope of establishing business relations with you and expect, by our joint efforts, to enlarge our business scope.in order to acquaint you with our business lines, we enclose a copy of our illustrated

19、 catalogue covering the main items suppliable at present. if you are interested in any of the items, please tell us by fax. well give you our lowest quotations and try our best to comply with your requirements.our customers are always satisfied with our products and the service after the sale. we be

20、lieve that you will be, too , after we do business together.our banker is the bank of tokyo, japan. they can provide you with information about our business and finances.we are looking forward to your early reply.yours faithfully,business scope = line of business 经营范围 manufacturers write to importer

21、s now more and more factories and manufacturers are allowed to sell their products in the world market. if you are working in such an enterprise with the governments approval of import and export, you will be write directly to the importers abroad for thesale of your products without any help from a

22、n export company.sample letter 1:dear sirs,we have been manufacturing this product for 20 years.our success in trade, which can be seen from our rapid expansion from a single factoryof medium size twenty years ago to a total number of fourteen large modern factories situated at various places in the

23、 pudong development zone today, depends entirely on the trustworthiness of our products. our trade name, which we value so much, will sufficiently warrant your confidence in us.yours faithfullycomplete the following sentences一. we have the pleasure of 1. 告诉你们，我们已经与贵方代表( representative ) 取得了联系。 2. 获悉

24、贵方对与我公司建立业务往来很感兴趣。 3. 将我公司驻沪办事处的地址及联系人告诉贵方。二. we are appreciative of 1. 贵方有和我公司建立贸易关系的意向( intention )。 2. 贵方为促进我们双方的贸易和友谊所作的努力。 3. 贵方对此事的及时处理。三. 1. 承蒙中国银行的介绍， 2. 多亏我驻贵国使馆经参处的介绍， 3. 经汤姆和威廉姆公司推荐， we learnt that you are the chief importer of electric appliances in your country.exerciseson the recommend

25、ation of.承.推荐、介绍by courtesy of .through the courtesy of.承.的好意相告 translate the following letter into english 美国 j & m 有限公司已将贵公司的名称和地址告知我们，并认为贵公司是中国有潜力的棉布买主。棉布属于我公司的经营范围，我们将很乐于与贵公司建立直接的业务关系。 兹随函附上商品小册子和价目单各一份，以便于了解我们可供出口棉布的概况。一当接到贵方的具体询价，将立即航空邮寄我公司的报价单和样本。 恭候佳音。 . 谨上exercisesinquiry 询盘 inquiry she

26、et 询价单 quotation 报价 indent 定单 invitation to offer 邀请发盘 offer 发盘 firm offer 实盘 counter offer 还盘 voluntary offer 主动发盘 bid 递盘 acceptance 接受 contract 合同 conditional acceptance 有条件的接受 confirmation 确认书 agreement 协议 memorandum 备忘录 import contract 进口合同 purchase contract 购买合同 sales contract 销售合同 allowance 折让

27、、允差 purchase confirmation 购买确认书 current price 现行价 retail price 零售价 rebate 回扣 sales confirmation 销售确认书 wholesale price 批发价 businessman/merchant/dealer 商人wholesaler 批发商retailer 零售商sole / exclusive agent 独家代理salesman 推销商speculator 投机商compensation trade 补偿贸易1. generally speaking, this type of letter sho

28、uld include the sources of information related to -the address, e.g. how you know his name and address; -your intention, i.e. why you are writing to him; -a brief introduction of your firm, e.g. your business scope、 your branches, and also your liaison offices, if any; references as to your firms fi

29、nancial standing and credit rating, etc.2. if you are in the market for the goods the addressee can export, you may also request for samples, price-list, catalogues, etc. meanwhile you may state simple, clearly and concisely what you can sell.writing guidelines report writing 报告写作w memorandum and in

30、formal, short reports 备忘录与非正式的短篇报告w proposals and formal reports 建议书与正式报告w punctuation marks 标点符号 商务信函构成要素w标准部分：wletterhead 信头: 包括发信人公司的名称、地址、传真或电传号码。wdate line 发信日期winside address 封内收信人地址wsalutation 对收信人的尊称wbody 正文wcomplimentary 结尾敬语wsignature 签名二. 特别部分：wattention line 制定收信人wsubject and reference l

31、ines 事由worganization name 公司名称wauthor, title and department 撰稿者印刷体姓名wreference initials 主办人代号（便于考查信函的主稿人和打字人）wenclosure notation 附件注明wcopy notation 复本注明（cc to mr.li 或 cc the uni trading co.,ltd.)make corrections in the format of the following letterrocky mountain high country realtymile high buildin

32、gone denver plazadenver, colorado 80200pueblo, co 810022009 west prospect streetms. kim jameston, attorneydear ms. jameston: we appreciate your april 23 letter concerning the failure of one of our salesrepresentatives to inform your client of the possible zoning of the blake property. please accept

33、my sincere apology for not having corresponded with you sooner. the sales.rocky mountain high country realtycordially,residential propertysales manager, joe crossmanms. ms. kim jameston, attorney2009 west prospect streetpueblo, co 81002cordially,rocky mountain high country realtyjoe crossmansales ma

34、nagerresidential propertyletterhead systems a/s corporation tel:+45 83894232 fax:+45 83894234 web site: e-mail: dateline march 23, 2004inside address mr. jame 收信人姓名 director of personnel 收信人职位、头衔 windsor mils inc. 单位名称 212 magnolia avenue 门牌号码、街道名称 spartanburg, south carolina 29301 城市、州、邮编 the united states of america 国家attention line att