商务英语写作培训

1、商务英语培训讲义一、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

2、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

3、和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，

4、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。如果信是写给革个公司单位的，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

5、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。二、商业书信常用开头语（1）特此奉告等To inform one of; To say; To state; To communicate; To advise one of; To bring to ones notice (knowledge); To lay before one; To poin

6、t out; To indicate; To mention; To apprise one of; To announce; To remark; To call ones attention to; To remind one of; etc.1. We are pleased to inform you that2. We have pleasure in informing you that3. We have the pleasure to apprise you of4. We have the honour to inform you that (of)5. We take th

7、e liberty of announcing to you that6. We have to inform you that (of)7. We have to advise you of (that)8. We wish to inform you that (of)9. We think it advisable to inform you that (of)10. We are pleased to have this opportunity of reminding you that (of)11. We take the advantage of this opportunity

8、 to bring before your notice12. Please allow us to call your attention to13. Permit us to remind you that (of)14. May we ask your attention to15. We feel it our duty to inform you that (of)（2） 为(目的)奉告某某事项1. The purpose of this letter is to inform you that (of)2. The purport of this line is to advise

9、 you that (of)3. The object of the present is to report you that4. The object of this letter is to tell you that5. By this letter we Purpose to inform you that (of)6. Through the present we wish to intimate to you that7. The present serves to acquaint you that三、商业信函的7个“C”原则写信的原则（Writing Principles）已

10、从原来的3个“C”（Conciseness, Clearness, Courtesy）发展到目前的个“C”：Completeness, Clearness, Concreteness, Conciseness, Correctness, Courtesy, Consideration实例:Dear Sirs,With reference to your letter of April 9, we are pleased to accept your offer of 100 tons of Copper Wire as per your Offer Sheet No.8/070/02B. Pl

11、ease go ahead and apply for your Export Licence. As soon as we are informed of the number of the Export Licence we will open the L/C by cable.信的本文汉译：关于你们四月九日涵，我们高兴地接受你们第号报盘单所报吨紫色铜丝。请着手办理申请出口许可证。一经接到出口许可证号码的通知，当即电开信用证。四、建立业务联系的传真Foreign Economic Relations & Trade Committee of What CityAddress: 地址略-Te

12、l: 电话号码略Fax: 传真号码略_To: Ms Jaana Pekkala, Consultant for China Swiss Organization for Facilitating Investments Fax: +41-1-249 31 33Total pages of this fax: 2_Dear Ms Jaana Pekkala,We understand from The Swiss Business Guide for China that your organization is helping Swiss firms in seeking opportunit

13、ies of investing in China and business cooperating with Chinese partners. To establish business relations with your organization and attract Swiss companies investment here in What, We write to introduce our city, the city of What, as one of the open cities in Liaoning Province, China and also ourse

14、lves, Foreign Economic Relations & Trade Committee of What, as a What government initiative to facilitate business relationship with foreign companies.Our committee provides advice and assistance to What firms seeking to export their services, goods to foreign areas and import goods and services abr

15、oad. We also assist Whatfirms in establishment of joint ventures and carry the procedures for examination and approval of joint ventures and foreign sole investment firms. Our Committee can provide What companies with information on the world market and specific commercial opportunities as well as o

16、rganize trade missions, seminars and business briefings.Our committee facilitates and encourages investment from other countries into targeted sectors of What economy and maintains active promotion of What through its network of contacts in domestic and abroad areas.Nowadays, we are seeking foreign

17、investment in the field of capital construction, such as improving of tap water system and highway construction. Also, we are setting up a tannery zone in Tongerpu, the largest leather clothes producing and wholesaling base in North China. We invite Swiss companies with most favorable polices to set

18、 up their firms in any form on tanning, leather processing and sewage treatment.Any information on investment projects into What and on business cooperation with firms in What is highly appreciated and will be pass on to anyone who have approached us with interest in similar project. You are also in

19、vited to our city for investigation and business tour.Should you have any questions, please fell free to contact us.Thank you for your attention and looking forward to your prompt reply.Sincerely yours,Qiming DiCommercial AssistantFor Foreign Economic Relations & Trade Committee of What City五、电邮(书信)

20、写作技巧A. 文法上 1.切忌主客不分或模糊. 例子: Deciding to rescind the earlier estimate, our report was updated to include $40,000 for new equipment.” 应改为 Deciding to rescind our earlier estimate, we have updated our report to include $40,000 for new equipment. (We决定, 不是report.) 2.句子不要凌碎. 例子: He decided not to audit t

21、he last ten contracts. Because of our previous objections about compliance. 应该连在一起. 3.结构对称,令人容易理解. 例子: The owner questioned the occupants lease intentions and the fact that the contract had been altered with ink markings. 应改为: The owner questioned the occupants lease intentions and ink alterations o

22、f the contract. 4.单众数不要搞乱,不然会好刺眼,看不舒服. 例如: An authorized person must show that they have security clearance. 5.动词主词要呼应. 想想这两个分别: 1.This is one of the public-relations functions that is underbudgeted. 2. This is one of the public-relations functions, which are underbudgeted. 6.时态和语气不要转变太多.看商务英语已经是苦事,

23、不要浪费人家的精力. 7.标点要准确. 例如: He did not make repairs, however, he continued to monitor the equipment. 改为: He did not make repairs; however, he continued to monitor the equipment. 8.选词正确. 好像affect和effect, operative和operational等等就要弄清楚才好用. 9.拼字正确. 有电脑拼字检查功能后,就更加不能偷懒. 10.大小写要注意.非必要不要整个字都是大写,除非要骂人,:,例如: MUST

24、change to OS immediately. 外国人就觉得不礼貌和喝令人一样. 要强调的话,用底线,斜字,粗体就可以了. B. 文体 1.可读性.对象是大学程度的话,用高中的英文就行,不要以为人人都是语言大师.多用短句(15-20字吧), 技术性的字,就更加要简单易明. 2.注意段落的开头.一般来说,重要或强调的事情都放在信件或段落的开头,而句子就放在最尾. 例如: 1.Because he was unable to attend the meeting personally, he forwarded his congratulations on cassette tape. 2.H

25、e forwarded his congratulations on cassette tape because he was unable to attend the meeting personally. 两者强调的事情就有分别了. 3.轻重有分. 同等重要的用and来连接,较轻放在次要的句子里. 4.意思转接词要留神. 例如: but (相反), therefore (结论), also (增添), for example (阐明). 分不清furthermore和moreover就不要用. 5.句子开头不要含糊不清的主词. 例子: These decisions have been a

26、 big disappointment to the committee members. They have delayed further action. They是指什么呀?开头少用this, that, it, they, 或 which. 6.修饰词的位置要小心,例如: He could only reimburse the cost after July 15. 应为 He could reimburse the cost only after July 15. 7.用语要肯定准确.切忌含糊. 例如:The figures show a significant increase.”

27、 怎样significant呀,大哥? 改为: The figures show an increase of 19%. 8.立场观点一致. 少用被动语. 例如: Partial data should be submitted by April. 改为: You should submit partial data by April.就很好了. C. 格调 1.式样和句子长度不要太单调. 千篇一律的subject-verb-object会闷死人的.有时短句跟着长句可以化解一下. 2.弱软的词(e.g. was, were, is, are.)可以加强一点. 例如: Prunton produ

28、cts are highly effective in . 改为: Prunton products excel in .就有力很多了. 3.亲切,口语化是比较受欢迎! 用宾词和主动的词,让人家受落. 例如: 1. This information will be sincerely appreciated.” 2. We sincerely appreciate your information. 明显地,我们会喜欢第2句. D. 写信提示 1.人家的名字千万不要错.老一辈的看到名字错就干脆撵去垃圾桶. 同样, 头衔都不要错. 头衔或学位,任择其一吧.以下是一样的: Howard E. Wy

29、att, D.D.SPhD. Dr. Howard E. Hyatt 2.多过一个男人,用Messrs,就是Misters的意思,不过不要跟名字,跟姓就行了.例如: Messrs. Smith, Wyatt, and Fury 女人呢? 用Mesdames, Mmes., or Mses. 同样不要跟名字. 例子: Mses. Farb, Lionel, and Gray 男女一齐呢? 弄清楚称呼就行.例如: Dr. and Mrs. Harold Wright Mr. Harold Wright and Dr. Margaret Wright Mr. and Mrs. Harvey Adam

30、s-Quinn 3.有人有自己头衔就要跟紧,例如有人有荣誉学位就不喜欢用一般的头衔，有时不知道对方头衔,干脆用Ms.算了. Ms. Sarah Gray 4.地址要低日期至少两行.处名时,职衔短可以一行过,长就下一行吧.例如: Ken Green, President Ken Green Vice President of International Operations 但这个就显得有点: Ken Green Vice President of Unicom China 正确应为: Ken Green Vice President, Unicom China 5.老外的名字有时有Jr. 或

31、Sr.,之前的逗点是随你喜欢的,以下都是正确,不要笑人: Michael J. Smith, Jr. Michael J. Smith Sr. 6.外国国名尽量用大写.是为尊重,也方便邮差叔叔. 7.地址上的数字直接用阿拉伯数字吧,除了One,例子: 127 Ninth Avenue, North 127 E. 15 Street 5 Park Avenue One Wingren Plaza 556 - 91 Street 书信的结尾致意要留意,弄清大家的关系才选择用词,例子: 1. Very Formal非常正规的(例如给政府大老爷的) Respectfully yours, Yours

32、respectfully, 2. Formal正规的(例如客户公司之间啦) Very truly yours, Yours very truly, Yours truly, 3. Less Formal不太正规的(例如客户) Sincerely yours, Yours sincerely, Sincerely, Cordially yours, Yours cordially, Cordially, 4. Informal非正规的(例如猪朋狗友,同事之类) Regards, Warm regards, With kindest regards, With my best regards, M

33、y best, Give my best to Mary, Fondly, Thanks, See you next week! 有时在we, I, and you之间选择是很烦的事- 如果是公司代表联络生意之类,可以用: We will reimburse you for these legal expenses. Sinopec will reimburse you for these legal expenses. 如果单纯说你自己,可以用: I found the brochure very informative. 有时可以一起用啦.: We are pleased to offer

34、 you the position of sales director, and I am looking forward to our Tuesday morning meeting. 那么I和you呢?好烦好烦.一般来说,收信人的利益比较重要,名义上都要这样想.给人尊重的语气就一般不会错了. 多用you有时会有隔阂的感觉. You will be pleased to learn that you have been selected to serve on our advisory board. Your prompt response will be appreciated. (好像欠

35、你一样) Im pleased that our board has selected you as the best qualified candidate to serve on our advisory board. I hope youll agree to serve. (这就友善多了) Your book was well written and comprehensive. (不用你来判断我呀) I thoroughly enjoyed your book and found an answer to every one of my questions about perform

36、ance appraisals. (客气一点,人家受落) 总之,语气和宾词的运用得当能决定你的礼貌程度. 开头致意 用人家的名字总好过人家的头衔称呼. 如果没有名字,或者是好正规信的信件,可以考虑这些: Dear Committee Member: Dear Meeting Planner: Dear Colleagues: To All Sales Reps: To Whom It May Concern: Dear Sir or Madam: Dear Madam or Sir: Dear Purchasing Agent: 如果是公司呢? Gentlemen or Ladies: Lad

37、ies or Gentlemen: 什么怪事都有,如果那公司是全男班或全女班呢? Dear Sirs: Dear Ladies: Dear Mesdames: Gentlemen: Ladies: 有时见到人家用冒号就说人家错,其实也未必啊,看: Dear Mr. Jones: (非常正规) Dear Joan: Dear Jim, Jim, (非正规) 签名 用笔亲自签名会比较受落,免到过都不要电脑贴图或盖章.不要把Mr., Ms., Mrs., Dr.之类一起签,人家会笑你的. 签名也看信件的语气.给朋友或公司客户,签Bill也可以,给陌生人就最好用Gates或者Bill Gates.六、

38、商务英语常见误译例析 例一：floatingIt is not surprising, then, that the world saw a return to a floating exchange rate system. Central banks were no longer required to support their own currencies.Floating policy is of great importance for export trade; it is, in fact, a convenient method of insuring goods where

39、 a number of similar export transactions are intended, e.g. where the insured has to supply an overseas importer under an exclusive sales agreement or maintains sales representatives or subsidiary companies abroad.译文：在这种情况下，世界各国又恢复浮动汇率就不足为奇了。各国中央银行也就无须维持本币的汇价了。统保单对出口贸易至关重要。它实际上是货物保险中的一种便利的办法，特别适合于分不

40、同的时间出口的一批类似货物，如，当被保险方根据独家代理协议书向国外的进口方供货，或在国外委任了销售代表，设立分支机构时用之。注解：floating 在上述两个句中的意思完全不一样，floating exchange rate 意为“浮动汇率”，即可自由浮动，完全受市场力量决定的汇率制度。而 floating policy 则指用以承保多批次货运的一种持续性长期保险凭证，常译为“统保单”。例二：confirmWed like to inform you that our counter sample will be sent to you by DHL by the end of this we

41、ek and please confirm it ASAP so that we can start our mass production.Payment will be made by 100% confirmed, irrevocable Letter of Credit available by sight draft。译文：很高兴通知您，我们的回样将于本周末用特快专递给您，请尽快确认，以便我们开始大批生产。付款方式为1O0% 即期，保兑，不可撤消信用证。注解：confirmed 一词在这两句话的意思也不一样。在第一个句子中，confirm 的意思是“确认”。在第二个句子中，confi

42、rmed L/C 应翻译为“保兑信用证”，即指一家银行所开的由另一家银行保证兑付的一种银行信用证。例三：negotiablePart time barman requiredHours and salary negotiable.This Bill of Lading is issued in a negotiable form, so it shall constitute title to the goods and the holder, by endorsement of this B/L.译文：招聘兼职酒店保安，工作时间和薪水面议。所签发的提单可为转让的，故只要在提单上背书, 便确定

43、了货物和持票人的所有权。注解：在第一句话中，negotiable 的意思是“可商议的”，在第二句话中的意思则是“可转让的”，“可转让提单”经过背书后即可将所有权转让给他人，值得注意的是，negotiating bank 则是议付银行，即购买或贴现汇票的银行。例四：discountYou may get a 5% discount if your order is on a regular basis.If a seller extends credit to a time draft, they have made a trade acceptanceThe seller can reques

44、t that the bank finance the transaction by buying the draftThe bank is said to discount the draft.译文：如果你方定期给我方下定单，你方便可得到 5% 的折扣。如卖方开出的是远期汇票，以此向买方提供信用，此时就做了一笔商业汇票承兑业务，卖方可以请银行买下商业承兑汇票，银行用这个办法对出口商融资，也就是说，银行对该汇票贴现了。注解：discount 在这两句话中的意思一个是折扣，另一个是贴现。折扣是指商品在原价的基础上按百分比降价，贴现则是指未到期的票据向银行融资，银行扣取自买进日至到期日的利息，并收

45、取一定的手续费后，将余下的票面金额付给持票人。例五：endorseOur products have been endorsed by the National Quality Inspection Association.Draft must be accompanied by full set original on board marine Bill off Lading made out to order，endorsed in blank，marked freight prepaid.译文：我们的产品为全国质量检查协会的推荐产品。 汇票必须附有全套印有“货物收讫”字样的正本海运提单，

46、凭指示、空白背书，并写明“运费已付”。注解：在第一个句子中，“推荐”是指用过某种产品后感到满意，并通过媒体介绍给公众。而第二句中的“空白背书明是指背书人 (endorser) 只在票据背面签上自己的名字，而不注明特定的被背书人 (endorsee)。例六：averageIf a particular cargo Is partially damaged，the damage is called particular average.Its obvious that the products are below the average quality.译文：如果某批货是部分受损，我们称之为“单独

47、海损”。很明显，这批产品的品质是中下水平。注解：在第一个句子中，particular average 的意思是“单独海损”，是指在保险业中由于海上事故所导致的部分损失， 因此 average 一词的意思是损失或损坏，而第二句中的 average 为“平均”之意。例七：tenderUnder CIF, it is the sellers obligation to tender the relative documents to the buyer to enable him to obtain delivery of the goods. If they arrive, or to recov

48、er for the loss, if they are lost on the voyage.He became as exhilarated as if his tender for building a mansion had been accepted.译文：在 CIF 价格术语项下，卖方的责任是向买方递交有关单证，使其能在货物到达后提取货物；如果货物运输途中丢失了，买方也可凭单证去获取补偿。他欣喜若狂，好象他承办大厦建筑的投标被接受了。注解：商务英语中的重要条款用词非常正规，在第一句话中，tender 是用作动词，相当于 give。而在第二句中，tender 是用作名词，意思是“投标

49、”。 七、面见客户时的实用英语 会话场景接机后的次日,Brian在公司里,为Johnathan 介绍自己的老板-Mr. Sun。B: Mr. Sun, Id like you to meet Mr. Johnathan Mitchell, sales manager forNortern Reflections of Canada. (Sun extends hand first; Sun and Mitchellshake hands) Mr. Mitchell, Mr. Steven Sun, general manager of Apex Trading.孙先生,让我为你介绍加拿大Nor

50、thern Reflections的业务经理-JonathanMitchell先生。(孙先生先伸出手,两人握手)Mitchell先生,这是Steven孙先生,Apex贸易公司的总经理。S: Its very nice to finally meet you, Mr. Mitchell -after so many phonecalls and faxes. (offers his business card first) Id like you to havemy business card.多次电话、传真往返之后,非常高兴终于见到您,Mitchell先生(先递出名片),请收下我的名片。J:

51、Thanks very much, Mr. Sun. Please accept mine. (offers his own card) And please, call me Johnathan. (both look at cards for a few seconds, then put them in wallets-not pockets)谢谢您,孙先生。也请收下我的名片(递上自己的名片),叫我Johnathan就行了。(两个人都看了一下对方的名片,放入皮夹而非口袋中)B: If you dont mind, Johnathan, while you and Mr. Sun get

52、acquainted, Id like to check the arrangements for the meeting.如果你不介意,Johnathan,在你和孙先生互相认识时,我先失陪,看看会议安排得如何。J: Youre certainly on top of things, Brian.Brian,一切当然在你掌握之中!S: (looking at Brian) Youll find Mr. Tayler-Brian - is a force to be reckoned with at Apex Tradig.(看着Brian)Talyer先生,您会发现Brian是Apex贸易公司

53、的大将。B: Thanks for the vote of confidence, Mr. Sun. Ill be right back. (leaves room)孙先生,谢谢你的信任票,我马上回来。(走出房间)J: He appears to be a top-notch young man, Mr. Sun. Talent and enthusiasm like that are hard to find.孙先生,他看起来是个有为的青年,很难找到像他这样有才干、有热忱的人。S: Dont I know it. Hes doing a great job for us. And pleas

54、e, call me Steven.我完全同意,他在公司表现不凡,请叫我Steven就行了。J: Steven, can you tell me in a nutshell what the retail market is like in Taiwan?Steven,你可以简单地告诉我台湾零售市场的现况吗?S: Well, as per capita income goes up and up, the growth sector seems to be in the to-end.唔,由于每人的平均收入不断地增高,市场的发展领域似乎偏向于高价位商品。J: Retail is going u

55、pscale here? Taiwan is certainly growing more quicklythan I had imagined.此地的零售走入高价位了?台湾的发展比我想像得要快多了。S: Yes. Things certainly have changed since I was a boy. Weve developed very quickly.没错,现在的台湾和我小时候完全不一样了,这里发展得非常快速。J: Do you think the trend will continue?你想这种趋势还会维持下去吗?S: I dont see why not. We do have some problems, but we are still willing to work hard-and wages arent too high at this point.我不觉得有什么不行!虽然是有一些问题,但我们仍愿意勤奋工作,而且现阶段工资仍不算太高。J: Everything Ive seen so far is very