外贸英语函电 课件汇 第1-9章 商务信函的组成部分和格式 - 销售合同和销售确认书

外贸英语函电EnglishCorrespondenceinInternationalTrade第一章商务信函的组成部分和格式学习目标通过本章学习，了解英文商务信函的各组成部分熟悉英语商务信函的格式能够规范，正确，专业地写好商务信函的每一部分商务英语信函写作的原则商务英语信函是进出口双方的主要沟通形式。通过信函沟通，买卖双方获得各自需要的产品或市场需求等相关信息，进行产品或服务的价格、付款方式、装运时间等条款条件的磋商。高质量的信函有助于发展客户之间的关系和促进交易的达成。商务英语信函写作遵循7C原则，即清晰(Clearness)、简洁（Conciseness）、正确（Correctness)、具体（concreteness）、体谅（Consideration）、礼貌(Courtesy)以及完整(Completeness)。商务信函的组成部分

PartsofBusinessLettersLetterhead（信头）ReferenceNumber（发文编号）Date（日期）InsideAddress（封内地址）

AttentionLine（经办人栏）Salutation（称呼）SubjectLine（主题栏）____________________________________________________________________________________________________________________________________________________________ComplimentaryClose（客套结束语）Signature（签字）Enclosure（附件）Carboncopy（副本抄送）Postscript（附言）IdentificationMarks（内部代号）信函的标准部分STANDARDPARTSOFABUSINESSLETTER信函的标准部分指信函必须有的部分：信头（heading/letterhead）日期（date）封内地址(insideaddress)称呼(salutation)正文(bodyoftheletter)结尾敬语(complimentaryclose)签字(signature)信头组成部分COMPONENTSOFLETTERHEAD信头一般包括以下内容:发信人公司名称(CompanyNameoftheWriter)地址(Address)联系电话(TelephoneNumber)传真(FaxNumber)公司网址(CompanyWebsite）E-mail地址（EmailAddress)公司标志等(CompanyLogo)信头示例CIMCContainerCo.Ltd.CIMCIndustrialArea,DaaoTown,XinhuiDistrict,JiangmenCityGuangdongProvince,529144P.R.China.Tel:

0086-750-6245391;Fax:

0086-750-6245555;6245699

E-mail:

peter@日期DATE写信日期位于信头的下方日期的标准写法

英英：2February,2026

美英：February2,2026请注意，“年”和“日“均用数字表达，而月份用文字表达。“年”应完全写出，如2026，不能简写成26；在正式信函中“月”最好不缩写，而是完整地写出来；例如不要用“Jan.”代替“January”。封内地址组成部分COMPONENTSOFINSIDEADDRESS(1)Nameofpeopleaddressed(收信人姓名)(2)Titleofpeopleaddressed(收信人职位、头衔)(3)Nameoforganization(单位名称)(4)numberandname(门牌号码、街道名称)(5)City,state,code(城市，州和邮编)(6)Country(所达国名称)封内地址封内地址位于日期下方，即为收信人的名称和地址。例1：Dr.RobertDixonDeanofStudentActivitiesDistrictofColumbiaPolytechnic945AvenueE.NYWashington,DC20025例2：Ms.LindaCook,AssistantDirectofPublicRelations3117AvenueEWashington20103称呼、正文、结尾敬语封内地址之后便是称呼（salutation)：(对群体正式）DearSirs;DearSir/Madam;LadiesandGentlemen/DearProfessors/DearCustomers/ToWhomItMayConcern（对个人正式）DearSirorMadam;DearSir;DearMadam;DearMr.Zhang;DearDr.Black;DearPresident;DearCustomer;ToWhomItMayConcern(对个人非正式）DearJohn;John称呼之后便是信的正文（message）：(1:Opening)ThankyouforyourinquiryofMay20,andappreciateyourinterestinour“Yiren”T-shirt.(2.Middlepart:detailedexplanation)(略）(3.Closing)Wearewritingtoyouinthehopeofestablishingbusinessrelationsbetweenus.正文后为结尾敬语或客套语（complimentaryclose）：（从正式到非正式依次排列：Yoursrespectfully,Yoursverytruly;Yoursfaithfully;Yourscordially;Yourssincerely;Sincerely;Yours;Bestregards;Bestwishes;WarmestRegards;Regards;RGDs;Cheers;Asalways;Love)结尾敬语与前面称呼相呼应，称呼正式，结尾敬语也正式，而非正式结尾客套语对应非正式称呼。签名1.有时签名处可以加上签名者代表的公司或者单位名称，如：。Yoursfaithfully,ZhangHaijunZhangHaijunGeneralManagerAgriculturalMachineryIndustryCompany或者Yoursfaithfully,AgriculturalMachineryIndustryCompanyZhangHaijunZhangHaijunGeneralManager2.女性签名时，为便于回信人正确使用称呼，应在打印的姓名前用括号注明Miss,Mrs.或Ms。SincerelyyoursZhangHai(Ms)ZhangHai3.当负责人不在而以授权书或者口头方式授权经办人员代签名时：Yourssincerely,p.p.ZhangMinJohnSmith信函的可选部分（OptionalParts）信函的任选或可选部分指在需要时可选择使用，非必要部分，如：(1)参考或发文或内部代号，一般放在日期上方：

Yourref:OF206

Ourref:OR123

姓名首字母缩写也可以用来为信件临时编号，如这封信是由LouiseDunscombe要秘书ShirlyTaylor撰写并打印处理的一封信，那么编号可为：DT/st，可放在日期上方或信件结尾左下方。(2)如信件写给一个群体，但希望某人关注这封信，此时可在封内地址和称呼之间加上经办人这一项。

如：Attention:AccountingDepartment，

但称呼依然是针对群体的称呼，如DearSirorMadam。

(3)事由即为信件的主题，一般位于称呼与正文之间，如：

Subject：NewProductCatalogue(4)当信件有附件时可以在签字部分下方予以附件说明：

Enclosures：1.PriceList

2.Catalogue(5)副本抄送指信件的副本寄给了其他人或部门，在信件结尾予以说明，如：

c.c.:After-salesServiceDepartment(6)附言是在信件结束后的补充说明,如：

p.s.:Don’tforgetthedeadlineisJune13.商务英语信函的格式各行开头都左边顶格的是齐头式(Blockstyle)，齐头式在极度尊重工作效率的美国很流行，是最现代的易操作的一种格式；改良齐头式与齐头式的区别在于日期和客套结束语连同签字部分被移向右边。从视觉上感觉平衡些，改变了齐头式一边倒的感觉。缩进式与改良齐头式的唯一区别在于采用缩进式的信件正文的每段第一个词缩进去4-6个空格，英国常用此格式。齐头式Letterhead

January21,2026

IsideAddress

Attention:PurchasingManager

DearSirorMadam:

Re:Hardwoodforfinefurniture

Iwouldliketotakethisopportunitytointroduceourselves.….Allourwoodandproductsare100%FSCcertified.Pleasefeelfreetocontactuswithanyquestionsorcomments.

Sincerelyyours,

PepperStebbinsMarketingManager

DT/cj

Encl.CatalogueCc.PreciousWoodsAmazon,HongkongOfficePS:Pleasevisitourwebsite:/.改良齐头式

LetterheadJanuary21,2026

InsideAddress

Attention:PurchasingManager

DearSirorMadam:

Re:Hardwoodforfinefurniture

Iwouldliketotakethisopportunitytointroduceourselves.…Allourwoodandproductsare100%FSCcertified.Pleasefeelfreetocontactuswithanyquestionsorcomments.Thankyouforyourtime.

Sincerelyyours,

PepperStebbins

MarketingManager

DT/cj

Encl.CatalogueCc.PreciousWoodsAmazon,HongkongOfficePS:Pleasevisitourwebsite:/.缩进式LetterheadJanuary21,2026

InsideAddress

Attention:PurchasingManager

DearSirorMadam:

Re:Hardwoodforfinefurniture

Iwouldliketotakethisopportunitytointroduceourselves...Allourwoodandproductsare100%FSCcertified.Pleasefeelfreetocontactuswithanyquestionsorcomments.Thankyouforyourtime.Sincerelyyours,

PepperStebbinsMarketingManager

DT/cj

Encl.CatalogueCc.PreciousWoodsAmazon,HongkongOfficePS:Pleasevisitourwebsite:/.第二章电子邮件和传真格式

EmailandFaxFormats学习目标熟悉电子邮件的格式及其运用。熟悉传真的格式及其运用。简介随着计算机的广泛应用和现代通讯技术的发展，国际商务联系的方式和方法也在不断演变。过去人们主要以手写书信发送信息。电报（telegram）、电传(telex)和传真（fax）的引入大大提高了我们的通信速度。然后出现了电子邮件(email)和即时信息（instantmessaging）。因特网的普及加快了电子邮件在商务活动中的广泛运用。虽然电报和电传方式在国际商务领域逐渐不再使用，但传真方式依然还有用武之地。第一章中所提及的七大商务英语写作原则（即清晰、简洁、正确、具体、体谅、礼貌以及完整）依然适用于电子商务英语信函和传真的写作。传统的商务英语书信与电子商务英语邮件和传真只是传递信息的方式不同，但彼此之间并不存在本质核心的差异。英文电子邮件的组成部分（ComponentsofEnglishE-mails）英文电子邮件组成部分包括：

收件人邮箱地址（To…）

发件人邮箱地址（From…）

副本抄送（CC）或

副本密送（BC）

日期（Date）

主题（标题）(Subject)

称谓（Salutation）

正文（Message）

结尾客套语（Complimentaryclose）

署名（Signature）主题（Subject）

主题框的内容应简明地概括信的内容，短的可以是一个单词，长的可以是一个名词性短语，也可以是完整句，但长度一般不超过35个字母。

主题框的内容切忌过于笼统含糊不清，要将邮件主要内容呈现清楚。例如：StaffTraining（笼统）

ProposalforstaffTraining（具体清楚）BoardMeeting（笼统）BoardMeetingtoDiscussDividendIncrease（具体清楚）DivisionalBudget（笼统）

PleaseSignDivisionalBudgetbyJuly15（具体清楚）称谓（Salutation）

电子邮件称谓的正式程度取决于正式和非正式情况。虽然相对来说，电子邮件比书信来说要非正式一些。但总的来说和书信的称谓遵循同样的规则。国际商务往来客户之间的电子邮件相对比较正式一些。在此只列举一二，具体可详见第一章中关于信函称呼的内容。如：在不知道收信人姓名的情况下，有以下几种称呼方式：DearSir、DearMadam、DearSir/Madam如果是寄往某公司的信还可用“DearSirs”。但注意不要写成“DearMadame”,Dearmadame为法语，意为“夫人”，多与姓一起用，也不要用“DearMister”和“DearFriend”作称呼语。在知道收信人姓名的情况下，有以下几种称呼方式：DearMrSmith、DearMrsBrown、DearMissJones、DearMsTodd正文（Message）

在书写正文时，把最重要的事情写在正文最前面或者邮件内容较长时写在第一段。为了让收件人阅读邮件比较舒服，我们需要注意邮件正文结构的美感，邮件段落最好控制在两三段之内。

如果一封电子邮件涉及多个信息点，我们可以采用分条目的方法。客套结束语（Complimentaryclose）

和商务英语书信一样，英文电子邮件的客套结束语的使用取决于邮件往来者之间的关系。如：1）非常正式的VeryFormal(例如给政府官员的)：Respectfullyyours/Yoursrespectfully/2）正式的Formal(例如客户公司之间)：Verytrulyyours/Yoursverytruly/Yourstruly3）不太正式的LessFormal（例如客户）：Sincerelyyours/Yourssincerely/Sincerely/Cordiallyyours/Yourscordially/Cordially,4）

非正式的Informal（例如朋友,同事之类）：Regards/Warmregards/Withkindestregards/Withmybestregards/Mybest/GivemybesttoMary/Fondly/Thanks/Seeyounextweek!5）信尾客套话(Complimentaryclose)通常也很简明。常常只须一个词，如：’Thanks’，’Best’，’Cheers’，不需要用一般信函中的’Sincerelyyours’或’Bestregards’署名（Signature）

电子邮件的签名位于客套结束语的下方，包括邮件撰写者的姓名、头衔、所代表公司及部门的名称、地址和电话等信息。例如：BestwishesGeorgiaThomasMarketingManagerAuroraSuperstoreLtdTelephone+441142888724Mobile+4477702342342电子邮件的礼节（EmailEtiquette）

在这个网络非常发达的时代，邮件沟通是日常生活中必不可少的一部分。但是，如果不懂得邮件沟通的技巧，想到什么写什么，就很可能得到相反的结果。撰写商务英文电子邮件，需要注意如下事项：1.明确发送邮件对象、邮箱地址（Makeclearthereceiverandthereceiver’semailaddress）2.明确邮件目的(Specifythepurposeoftheemail)3.正文内容直奔主题(Writemessagesthatarekeytothepoint)4.检查拼写、语法和格式(Checkspelling,grammarandformat)5.注意语气和措辞(Payattentiontotoneandwordchoice)6.慎用表情符号和缩写(Useemoticomsandabbreviationscautiously)7.避免冗长的段落(Avoidredundantparagraphs)8.撰写邮件之前需考虑安全和隐私问题(Considersafetyandprivacyissuesbeforewritingemails)9.大小写禁忌(Taboosincapitalization):切忌邮件正文中出现每一个字母都大写的句子。大写字母等同于大声喊叫，有失礼貌。示例To:Tonytong@From:LilyJonathan@CC:tracyyuan@Date:20September,2026–13:30Subject:ExplanationforlatedeliveryofyourorderDearMr.TonyTong,IwasinformedbyyouremailofSeptember19thatyourorderof500faxmachineshadnotarrivedyet.Icheckedthismatterimmediatelywithoursalesdepartmentandwastoldthatthedelaywascausedbytransportproblemswhichwerebeyondourcontrol.PleaserestassuredthatwewilldoourbesttoovercomethisdifficultyandgiveyouthedefinitedeliverydatenotlaterthannextFriday.AnywayIstillfeelterriblysorryfortheinconveniencewehavebroughtyouandsincerelyapologizeonbehalfofourcompany.Ihopethatthis示例unfortunateeventwillnotaffectthegoodbusinessrelationshipbetweenourcompanies.IwillcontactyouassoonaspossibleafterIhavegotanynews.Yourssincerely,LilyZhangManagerofCustomerServiceABCCompany27BrazenoseStreet,Manchester,M608AS,BretainTel:0044-6848108977Fax:00446848109887电子邮件中的缩略语使用问题(Problemsintheuseofabbreviationsinemails)

有时，我们会看到电子邮件中有一些缩略语。这一般见于非正式的电子邮件。而且使用的缩略语一定要确保收件人可以明白缩略语的意思。在写给国外商业客户的电子邮件中尽量不要使用，否则给人一种过于随意、不严肃和不规范的印象。这里列举一些非正式场合可能会遇到的一些缩略语:AAMOFAsamatteroffactBBFNByebyefornowBTWBythewayEOMEndofmessageFWIWForwhatit’sworthIMHOInmyhumbleopinionIOWInotherwordsLOLLaughingoutloudNRRNoreplyrequiredOTOHOntheotherhandROFLRollingonthefloorlaughingTIAThanksinadvanceTTYLTalktoyoulater

传真的组成部分及其格式(Componentsandformatoffax)传真是通过电话传输扫描的打印材料（文本和图像），通常是连接到打印机或其他输出设备的电话号码。原始文档由传真机扫描，传真机将内容（文本或图像）处理为单个固定图形图像，将其转换为位图，然后以声频音的形式通过电话系统传输。接收方传真机对声频音进行并重建图像，然后打印成纸质副本。

传真的优势在于传输速度（一页信息只需几分钟）。传真有点像复印机，它使邮件传送转换成一个扫描过程，将图像转换成电子脉冲或信号，通过普通电话线传送给任何拥有类似机器的人。传真不仅可以传送书面文字信息，还可以传送图表或图案，从而提高日常业务的效率。

示例FAXDATE:September,2022TO:JessicaZhouTheServiceExcellenceGroupFax:(86-10)6933-2278Tel:(86-10)6933-4589FROM:ElenaZhangBuwitteAssociatesConsulting(Beijing)Co.,Ltd.Suite1100,SunshineTower,46HuaJiaDiRoad,ChaoyangDistrictBeijing,ChinaFax:(86-10)8533-1223Tel:(86-10)8533-3699Numberofpages,includingthisone:2DearJessicaZhou,Wehavepleasureininvitingyoutoourannualconference.ThisyearitwillbetakingplaceattheBeijingHotel,from24thto28thJuly.示例Weenclosedetailsoftheconference,accommodationarrangementsandaprovisionalprogramme.Lastyearyougaveaveryinterestingpresentationonthesubjectof"PurchasingHighTechnology".Wewouldbeverygratefulifyouwouldconsidergivingusanupdateonthis.Wewouldappreciateitifyoucouldconfirmyourparticipationassoonaspossible.YourssincerelyElenaZhang第三章建立业务关系ESTABLISHINGBUSINESSRELATIONS学习目标熟悉建立业务关系信函及回复信函的写作步骤掌握建立业务关系信函的常用语句了解获取商家信息的渠道获得贸易客户信息的几种渠道1.电视，报纸，广播中的广告等(commercials;advertisements)；2.参加各种商品交易会、洽谈会(exhibitions;fairs；talks)3.进行市场调查(marketsurvey)；4.查阅各种工商名录(directories)；5.经由国内外同行引荐(recommendationsofcounterparts)；6.浏览公司网站(companywebsites)；7.向中国驻外使馆商务处咨询(commercialcouncillor’sofficeofembassy)；8.向外国在华商会推荐(chamberofcommerce)；9.向银行的业务部门咨询(Businessdepartmentsofbanks)；10.出国考察(overseasbusinesstrip)。要求介绍客户的信函DearSirs,Thankyouforyourlong-standingcooperationandsupportinprovidingfinancicalserviceforourexportbusiness.

Atpresent,wekeenlywanttoenlargeourtradeinvariouskindsoftyresinIndia,butunfortunatelynotmanypropercustomersarefound.

ThereforeweshallbeobligedifyouwillkindlyintroducetoussomeofthemostcapableandreliabletyreimportersinIndia.

Wearelookingforwardtoyourearlyandfavourablereply.

Yoursfaithfully,要求建立业务关系的信函写作步骤一、说明客户信息来源，即如何取得对方的资料Wehaveobtainedyournameandaddressfrom…/Havingobtainedyournameandaddressfrom…,wearewritingyouinthehopeofestablishingbusinessrelationswithyou.Welearnfrom…thatyouareengagedandwellexperiencedinthelineof…二、言明去函目的，即与对方建立业务关系的意愿Wearewillingtoenterintobusinessrelationswithyou.三、本公司介绍Weareexperiencedinpushingsalesoflightindustrialproducts.要求建立业务关系的信函写作步骤四、产品介绍。如果我们已经知道客户有明确的需求，比如需要某某服装，那么我们会选取某某服装进行具体的推荐性介绍，反正就是针对客户需求的特定介绍；如果我们只拿到客户的名片，不太清楚客户的需求，那么我们就把公司经营产品的整体情况，如质量标准，价格水平，打样速度、交货速度等作为笼统的介绍。五、结尾句，一般我们在信的末尾会写上一两句希望对方给与回应的语句。Welookforwardtoyourearlyreply/yourearlyreplyisappreciated.例一DearSirs,ThroughthecourtesyoftheChamberofCommerceinBeijing,wehavelearnedthatyouhavebeensupplyingthebestqualityfoodsallovertheworld,andwearesurethereisalargedemandforvariousexoticfoodsinourcountry.Wearewritingtoyouinthehopeofestablishingbusinessrelationswithyou.WearethelargestfoodtradingcompanyinChinawithofficesorrepresentativesinallmajorcitiesandtownsinthecountry.WehavebeenimportingalargevarietyoffoodsfromEuropeandtheU.S.A.andconsiderthatwehaveconsiderableexperienceinthisfield.Abrightprospectforyourproductsinourmarketisforeseeable.Welookforwardtohearingfromyousoon.Yoursfaithfully,例二DearSirs,

WehaveyournameandaddressfromtheCommercialOfficeofChineseEmbassyinJapan.Wetakethisopportunitytowritetoyouwithaviewtosettingupbusinessrelationswithyou.

Weareastate-ownedcompanydealingspeciallywiththeexportofsilkproducts.Weareinapositiontoacceptsampleordering.Inthecustomer’ssamples,requestaboutpattern,specificationandpackageoftheneededgoodscanbeindicatedparticularly.

Inordertogiveyouageneralideaofvariouskindsofthesilkproductsweareproducing,wealsoairmailyouourlatestcatalogue.Pleaseletusknowimmediatelyifyouareinterestedinourproducts.Wewillsendyouourpricelistandsamplesassoonaswereceiveyourspecificinquiry.

Welookforwardtoyourearlyreply.Yoursfaithfully,回复如果你方公司收到要求建立贸易关系的函件并表示愿意接受，则应及时答复。应当对对方来信中问到的所有问题都完整答复，每个答复都应直截了当、言简意赅、礼貌诚恳，以树立良好信誉。一般来说，回复的时候应当在开头句或段里向对方表示谢意，并说明愿意与对方建立贸易关系，同时按照对方所提要求寄上相应的产品目录或价目表。常用语句如下：Thankyouforyourinterestin...感谢你方对……的兴趣。Yourwishofestablishingbusinessrelationscoincideswithours.你方建立业务关系的愿望和我方不谋而合。Weshallbeverygladtoenterintobusinessrelationswithyou.能与贵方建立业务关系，我方深感荣幸。Wearesendingyouourcatalogueandprice

list.我们给贵方寄去我方的产品目录和价目表。Weshallbegladtohaveyourspecificinquiry.我们将很高兴得到贵方的具体询价。例一DearSirs,Thankyouforyourletter

ofthe16thofthismonth.Weshallbegladtoenterintobusinessrelationswithyourcompany.Incompliancewithyourrequest,wearesendingyou

ourlatestcatalogueandpricelistcoveringourexportrange.Shouldyouwishtoplaceanorder,pleaseemailus.Yoursfaithfully,例二Dear

Sirs

We

are

one

of

the

leading

confectioners

of

this

city,and

have

extensive

connections

with

food

stores

of

different

cities.To

make

cakes

and

sweets,we

need

a

regular

supply

of

walnut

meat.We

have

so

far

imported

from

Southeast

Asia.But

the

supply

has

become

unreliable

recently.We,therefore,would

like

to

establish

direct

business

relations

with

you.Please

send

us

an

offer

for

3

tons

of

walnut

meat,second

grade,for

delivery

in

September

with

related

trade

terms

and

conditions.

About

our

credit

standing,please

refer

to

our

correspondent

bank,Bank

of

London…

We

look

forward

to

establishing

business

relationship

with

you

at

an

early

date.

Sincerely

yours例三DearSirs,YourletterofNovember21addressedtooursistercorporationinShanghaihasbeentransferredtousforattention.Astheitemsfallwithinthescopeofourbusiness,weshallbepleasedtoenterintodirectbusinessrelationswithyou.WehavelearnedthatyouareoneoftheleadingimportersandwholesalersofElectricandElectronicMachineryandEquipmentinThailand.Weareexportersofthesamelinesofbusiness,withover40yearsofexperience,andarenowparticularlyinterestedinexportingtoyourcountryElectronicProductsofalltypes.Allkindsofourproductsaregoodsellersandworthcommendationfortheirexcellentquality.Ifyouareinterestedinmarketingtheseproductsatyourend,pleaseletusknowandweshallbepleasedtosendyouourquotationsandsamplebooksuponreceiptofyourspecificenquiries.Welookforwardtoyourfavourablereply.Yoursfaithfully,第四章资信调查CREDITINQUIRY学习目标

掌握资信调查的渠道。

熟悉调查内容。

掌握资信查询函和回复的写作调查内容(l)国外企业的组织机构情况，包括企业的性质、创建历史、内部组织机构、主要负责人及担任的职务、分支机构等。(2)政治情况，主要指企业负责人的政治背景，与政界的关系以及对我国的政治态度等。(3)资信情况，它包括企业的资金和信用这两个方面。资金是指企业的注册资本、财产以及资产负债情况等；信用是指企业的经营作风、履约信誉等。(4)经营范围，主要是指企业生产或经营的商品、经营的性质，是代理商、生产商，还是零售批发商等。(5)经营能力，每年的营业额、销售渠道、经营方式以及在当地和国际市场上的贸易关系等。调查报告内容(l)公司概要：介绍公司的简要情况；(2)公司背景：介绍公司的注册情况、历史、隶属关系等；

(3)业务情况：介绍公司的业务范围、供货来源、市场分布等；(4)付款记录：介绍公司以往对外付款记录等；(5)财务情况：介绍公司财务情况及营业发展趋势；(6)银行往来：主要往来银行及关系；(7)公共记录：介绍公司的法律诉讼、抵押记录等；(8)综合评估：对与该公司交易时应注意的问题、应采用的结算方式、信用额度和放账期等进行评估。资信调查途径一、要求对方提供营业执照复印件。要特别注意注册资本、主营业务、和企业名称及地址；二、亲自调查或委托调查。对外商的资信调查有许多途径，可以向银行、驻外商务机构、资信机构、商会或同业公会或我国的有关外贸公司调查。要求新业务伙伴提供资信证明人信息信函示例DearMr.Greenfield，

ThankyouforyourinquiryandorderonSeptember1,2022.Ourcompanyhasbeendealinginelectronicequipmentforover40years.Weareconfidentthatwecanofferexactlywhatyouneedandcanprovideyouwiththebestservice.

Sincethisisthefirsttimewecontact,wewouldhighlyappreciateitifyoucouldsupplyeithertheusualtradereferenceorthenameandaddressofabanktowhichwemayrefer.Weshallalsobegladtoprovideyouthesamereferenceifneeded.

Wesincerelyhopethatthiswillthebeginningoflong-termpleasantbusinesscooperationbetweenus.Weshalldoourbesttomakeitso.

Welookforwardtoyourreply.

Sincerelyyours,告知资信证明人信息DearSirs,ThankyouforyourletterofAugust27andweareverypleasedthatyouwishtoestablishlong-termbusinessrelationshipwithus.Wequiteunderstandyourneedforreferences.Pleasetakeupreferenceswiththefollowingtwofirmswithwhichwehavehaddealingsovermanyyears:BKisby&Co.Ltd.,28-30LythanSquare,Liverpool;TheAtlasManufacturingCo.Ltd.,CenturyHouse,Bristol.Welookforwardtodoingbusinesswithyou.

Sincerelyyours,资信调查信函示例一

（要求资信证明人提供新客户的资信状况）DearSirs,YouarekindlyrequestedtoprovideuswiththeinformationoncreditandbusinessoperationofAndsonSaltImportCompany.Pleasebeconvincedthatallthematerialsyousupplytouswillbekeptabsolutelysecret,forwhichyouwillnottakeanyresponsibilities.

Weappreciateyourearlyreply.

Yoursfaithfully资信调查信函示例二DearSirs,WehavereceivedaletterfromMaryannCosmeticsCompany,inManhattan,expressingtheirdesiretoenterintobusinessrelationswithusonconditionthatweallowthemastandingcreditof$10,000tostartbusiness.Asstatedintheirletter,theirreferenceistheBankofAmerica.Itisourprincipletohavemoreconnectionsabroad;however,forsafety’ssake,weshouldliketoknowthefinancialandcreditstandingoftheabovementionedcompany,especiallybecausetheyhaverequestedusforastandingcredit,whichweseldomgranttonewcustomers.Weshouldbeverypleasedifyouwouldassistusinthisrespect,andwecanassureyouthatanyinformationyoumaygiveuswillbetreatedinstrictconfidence.Yourssincerely,资信调查常用语句Youwouldgreatlyobligemebyobtainingformeinformationastothepresentfinancialpositionofthefirmnamedontheattachedslip.Asweareonthepointoftransactingsomeimportantbusinesswiththem,weshouldliketoknowexactlyhowtheircreditstands.Anyinformationyoumaygivemewill,ofcourse,betreatedasstrictlyconfidential.Itwouldgiveusgreatpleasuretobeabletorenderyouasimilarserviceshouldopportunityoccur.Messrs.Smith&Co.,ofyourcity,desiretoopenanaccountwithus,andhavegivenusyournameasareference.资信调查信函正面信息回复示例一

(资信证明人提供关于被调查人正面信息的回复）DearSirs,

InreplytoyourletterofOctober10,wegiveyouthefollowinginformation.

MaryannCosmeticsCompanyyoumentionedisanold-establishedonewhichhaslongenjoyedthehighestreputation.Wehavedonebusinesswiththemformanyyearsandhavefoundthemveryreliable.

Wehopethisinformationwillbehelpfulforyou.Pleasetreatitinstrictconfidence.Yoursfaithfully,

资信调查信函正面信息回复示例二

DearSirs，

Thankyouforyourletterof25May.

Watson&JonesofNewcastleisasmallbutwell-knownandhighlyrespectablefirmthathasbeenestablishedin

thistownformorethan25years.

Wehavebeendoingbusinesswiththemforoversevenyearsonquarterly-accountterms.Althoughtheyhavenot

usuallytakenadvantageofcashdiscounts,theyhavealwayspaidtheiraccountpromptlyonthenetdates.Thecreditwehaveallowedthiscompanyhasattimesbeenwelloverthe£10,000youmention.

Wehopethisinformationwillbehelpfulandthatitwillbetreatedasconfidential.

Yourssincerely资信调查信函负面信息回复示例一

(资信证明人提供关于被调查人负面信息的回复）DearSirs,ThisisinreplytoyourenquirydatedApril8aboutthecreditstatusofDaChengMechanicalEquipmentCompany.Weregretwehavetomakeanunfavorableaccount.Wefoundthatthecompanyisnowbeingpressedbyseveralcreditorsanditspositionisprecarious.Therefore,wedeemitratheradvisableforyoutorefrainfromhavingrelationswiththatcompany.Thisinformationisstrictlyconfidentialandisgivenwithoutresponsibilityonourpart.Yoursfaithfully资信调查信函负面信息回复示例二DearSirs，

Thankyouforyourletterof25MayregardingShamlanandShamlan&CoofBahrain.

Thiscompanyhasplacedregularorderswithusforseveralyears.Webelievethecompanyistrustworthyand

reliable,butwehavetosaythattheyhavenotalwayssettledtheiraccountsbytheduedate.

Theiraccountwithusisonquarterlysettlementtermsbutwehaveneverallowedittoreachthesummentionedin

yourletter.Iwouldadvisethatcautionisnecessary.

Wearegladtobeofhelpandaskyoutotreatthisinformationasstrictlyconfidential.

Yourssincerely回复查询常用语句一般情报，即回信中只是陈述与被查询公司有关的信息，不对其信用状况作出评价：Calcuttabankersadvisethatthecompanywasoriginallyestablishedin1947byMr.CharlesE.Smith,toconductabusinessinchemicals,cement,paper,milk-products,etc.,asimporters.Thisisastrictlyconfidentialresponsetoarequestmadebythefirm.Anystatementonthepartofthisbankoranyofitsofficersastothestandingofanyperson,firmorcorporation,isgivenasamerematterofopinionforwhichnoresponsibility,inanyway,istoattachtothisbankoranyofitsofficers.回复查询常用语句信用良好：Theycommandconsiderablefundsandanunlimitedcredit,andtheexecutivesarethoroughbusinessmen.Weshallbepleasedtorenderyouanyfurtherservices,andweaskyoutoconsiderthisinformationasgiveninstrictconfidence.ThefirmyouenquiredaboutinyourletterofMay2,2025enjoysgoodreputationinthebusinessworld.Inreplytoyourinquiryofthe1stinst.,weinformyouthatourbusinessrelationswiththefirmhavehithertobeenmostsatisfactory.Thefirmenjoysthefullestrespectandunquestionableconfidenceinthebusinessworld.回复查询常用语句信用不佳：Replyingtoyoursof10May,weinformyouthatwehavenopersonalknowledgeastothestandingofMessrs.Yada&Co.,ofourcity.Recently,paymentshavebeenquiteirregularlymade,andmorethanoneoccasionwehavehadtopressforthem.Wearesorrywearenotabletogivepreciseinformationaboutthecompanyyouaskedabout.Weregretourinabilitytotellyouanythingpositiveconcerningthefirmmentionedinyourletterof30June.第五章询盘及其回复INQURIESANDREPLIES学习目标掌握询盘信具体内容及结构熟悉答复询盘信的内容要点熟悉询盘及其回复的英文信函的写作要点进出口贸易的四个环节

进出口贸易的磋商一般可分为四个环节：询盘、发盘、还盘和接受。其中“发盘和接受”是成交的基本环节，是合同成立的“要件”。进出口贸易的磋商内容包括拟签订合同的各项条款：合同的标的（货物的品名、品质、数量、价格、包装）、支付条