1、Unit1 Fundamentals of Modern Business Letter Writing現代商務函電寫作的基本知識Seven Cs:Completeness完整, Concreteness具體, Clearness/Clarity清楚, Conciseness簡介簡明, Courtesy禮貌, Consideration體諒，Correctness正確. Unit 2 Establishing Business Relations建立業務關系Request for the Establishment of Business RelationsDear Sirs,From the

2、 e-mail that was received from our Toronto office, we know that your firm is of good standing and reliability in Toronto. We understand that you are particularly interested in the export of various papers to China.By this letter, we are contacting you with interest to2 enter into business relationsh

3、ip with your company. We hope that we may receive your catalog3 soon as well as other printed materials for reference.In recent years, we have done business with the largest and most prominent firmsin your area4. As is well known5 to you, the possibilities of importing the foreign products are very

4、great here. We are confident that6 we will be able to give you large orders if the delivery, price and quality meet our requirements.We look forward to establishing good business relationship with you soon.Yours faithfully,We are confident that. 我們深信be confident that.對有信心/確信be confident of /in. have

5、 confidence in. have confidence that.“with reference to”有 “關于”或“就而言”之意,與“with regard to ”和“as to”等同“without delay”是外貿函電常用語除此以外還可以說: soon, as soon as possible, the soonest possible, at once, immediately, with the least possible delay等through the courtesy of. 承蒙的介紹關照 “we are given to understand that.”

6、 相當于“we learned that.”“competitive prices”這里指“有競爭性的價格”,即優惠價也可以表達為:attractive prices, best price, lowest price, bottom price等be confidential = be treated in strict confidence 指“嚴格保密”Your company has been kindly introduced to us by. 貴公司由介紹給我們We have learned from. that. 我們通過得知On the recommendation of.

7、,we have learned that.通過的推薦,我們得知Through the courtesy of., we are given to understand that.承蒙我們得知 We were very pleased to obtain your name from.很高興從處獲得貴公司的名稱we are delighted to learn that. 我們很高興得知We have your name and address from. 我們從得知貴公司的名稱和地址We write to introduce ourselves to you as a.作為,特來函自我介紹O

8、ur lines are mainly. 我們主要從事.fall within the scope of our business activities.屬于我們的經營范圍We are mainly dealing in. 我們主要從事We have been engaged for many years in the line of.我們已經從事多年As you may know, we supply. 如貴公司所了解, 我們可供應We would like to take this opportunity to introduce ourselves as. 我們借此機會自我介紹,我們是W

9、e would like to take the liberty of introducing ourselves to you with a view to. 我們冒昧自薦,希望Our corporation is established for the purpose of.本公司是以為宗旨而建立的Our corporation is specialized in. 本公司專營We handle various kinds of. 本公司經營各種We express our desire to. 我們想表達的意愿We are now writing you for.我們特致函We are

10、desirous of. 我方很希望With a view to., we. 本著的意愿, 我方We are interested in. 我方有興趣We need a regular supply of. 我方定期需要We are in a position to supply. 我方可供應We would be glad to. 我們將樂于We now avail ourselves of this opportunity to. 我們借此機會If you need. , please (dont hesitate to) let us know. 如果你們需要,請(毫不猶豫)地告知我們S

11、hould there be anything else we can do for you, please let us know. 如果我們還能為你們做些其他事情,請告知Should you require. please dont hesitate to contact us. 如果你們需要,請毫不猶豫地和我們聯系We look forward to receiving./hearing from you soon/in the near future. 希望盡快收到Commercial Counselors Office 商務參贊辦公室Industrial Chambers 行會Cha

12、mbers of Commerce 商會business line 業務范圍with a view to (doing) sth. 本著做意愿，以為目的 business contacts 業務聯系the enclosed catalogue/(latest) price list/quotation所附目錄/(最新)價格單/報價 (僅)供參考for your information/reference (only)We look forward to your favorable and prompt reply. 我們期待收到貴方即時的好消息。We are a state-operated

13、 corporation, handling the export of animal by products and we are willing to enter into business relations with your firm. 我們是國營公司，經營土畜產品出口業務。我們愿與貴公司建立業務關系。As the items fall within the scope of our business activities, we shall be pleased to enter into direct business relations with you. 由于這些商品正好屬于

14、我們的經營范圍，我們會很高興與貴公司建立直接的業務關系。 Unit 3 Inquiry and Replyenquiry n. 詢盤，詢價 make (or: send, give, fax) sb. an enquiry for sth.向某人詢購某種商品， 向某人詢問某種商品價格enquire (或inquire） v. 詢購，詢問supply vt. 供應，供給 supply sb. with sth. 或 supply sth. to sb向某人供應某物.catalogue n.商品目錄，目錄本illustrated catalogue 帶有圖片說明的目錄表the taste of t

15、he market 市場需求/品位/偏好Im interested in your Green Tea. I think some of the items will find a ready market at our end. Id like to have your lowest quotation CIF Victoria. 我方對貴方的綠茶感興趣。我方認為，其中的某些品種在我方市場上會很暢銷。希望得到貴方的維多利亞目的港交貨最低價。We are in the market for mens shirts illustrated in your catalogue No.4. Plea

16、se quote us your lowest price with the best discount and the date of delivery. 我們想購買貴方4號目錄表上所列的男式襯衫。請報最低價、最優折扣以及交貨期。Please quote your lowest price CIF Singapore for each of the following items, inclusive of our 3% commission. 請報下列各種商品的新加坡到岸價，包括我方3%的傭金。 We hope that your prices will be workable and t

17、hat business will result to our mutual benefit. 我們希望貴方價格可行，同時希望交易能令雙方受益Dear Sirs,Iron NailsWe are interested (1) in buying large quantities of Iron Nails of all sizes and would be thankful if you could give us a quotation per metric ton CIF Lagos, Nigeria.It would also be appreciated if samples and/

18、or a brochure could be forwarded to us.We used to purchase this article from other sources but we now prefer to buy from your corporation because we are given (2) to understand that you are able to supply larger quantities (3) at more attractive prices. Besides, we have confidence (4) in the quality

19、 of Chinese products.We look forward to hearing from you (5) by return.Yours sincerely,另封郵寄by separate post/ under separate cover 想購買be in the market for最低價/最優惠價/底價/競爭價/合理價lowest/best price; favorable price; rock-bottom price; competitive price; reasonable price 茲答復某人的詢盤This is in reply to ones inqu

20、iry of 請用傳真發最優惠實盤,并注明包裝規格可供數量最低價格連同最優惠折扣和最早交貨期Please send us your best firm offer by fax indicating packing, specifications, quantity available, lowest prices with the best discount and the earliest date of delivery. 如貴方可供所需型號及質量的貨物,我們將定期向貴方大量訂購If you can supply goods of the type and quality require

21、d, we may place regular orders for large quantities. 請報標的商品的最低價為感報盤時,請說明包裝情況及最早裝運期,并寄商品說明書We should be grateful if you would quote your lowest price for the captioned goods. When offering please indicate packing conditions and the earliest possible date of delivery and send us the covering literatur

22、es.Unit 4 Offersubject to change without notice 如有變更，不做預先通知 subject to our final confirmation 以我方最后確認為條件 subject to goods being unsold 以貨物未售出為條件subject to prior sale 以先售為條件without engagement無約束力Subject to your reply reaching us beforeSubject to our receiving your reply before以我方之前收到你方復到為準 subject to

23、 以為條件， 以為準in ones favor 或 in favor of 以為受益人as per confirmation copy enclosed 正如隨函附上的確認副本by an irrevocable L/C in our favour, payable by draft at sight 憑以我方為受益人的不可撤銷的信用證以即期匯票支付 offer from stock, have goods in stock 供現貨；有現貨 Your inquiry is receiving our immediate attention and we hope to make you an a

24、cceptable offer in a few days. 貴方詢盤收到，我方正在處理當中，希望不日即可給你們發出可接受的報盤 We must stress that this offer is good for two days only because of the heavy demand for the limited supplies of these goods in stock. 我方必須強調：由于本商品存貨有限，需求較大，此盤有限期僅為兩天。 We wish to state that our quotations are subject to alteration with

25、out notice and to our confirmation at the time of placing your order. 我們要指出的是，我方的報價還可能會在不通知貴方的情況下作調整。最后價格以貴方下訂單時我們的確認為準We regret to say that the goods requested by you are unavailable for the time being, and for this reason we refrain from making you an offer. 很遺憾貴方所要的貨物目前還沒有，因此我們只好收回我方的報盤Dear Sirs,

26、 Thank you for your letter of September 15, 2007, and the inquiry enclosed for our White Rabbit pajamas. At your request, we are making you a firm offer (1) for 20000 dozen womens pajamas at US$48.5 per dz. CFRC5% Lagos (2) for shipment in March, 2008. Payment is to be made by confirmed, irrevocable

27、 L/C payable (3) by draft (4) at sight. This offer is firm subject to your reply reaching us within one week. The relative sample and catalogue have been sent (5) by separate mail. Please note all the prices quoted are bottom prices and no counter-offer will be accepted. If you agree to the above, p

28、lease make confirmation as soon as possible so as to enable us to make the necessary arrangements. We are looking forward to your early reply.見附頁as per attached list 憑保兌的不可撤銷的信用證以即期匯票支付by confirmed, irrevocable L/C payable by draft at sight此報盤以我方在收到貴公司答復時貨物未售出為有效This offer is subject to the goods be

29、ing unsold on receipt of your reply. 該批花生系用普通舊麻袋包裝,每袋凈重約50公斤The peanuts are packed in ordinary second-hand gunny bags of about 50 kg net each.茲確認我方給您的電報發盤,提供20公噸核桃,每噸人民幣3500元CIF歐洲主要口岸價,8月裝運We confirm having cabled you an offer for 20 M/T of Walnuts at RMB 3500 per M/T CIF European Main Ports for shi

30、pment in August. Dear Sirs, We are very pleased to have received your letter of enquiry dated April 9, showing your interest in our sweaters in different colors. In reply, we would like to make you, subject to your reply reaching us by June 5,the following offer: Commodity: Sweaters in different col

31、ors Size: Large (L) Medium (M) Small (S) Price: CIF 5% London per dozen in US$ L: 180 M: 160 S: 140 Shipment: October Payment: By confirmed irrevocable L/C payable by draft at sight. Package: Sweaters are wrapped in plastic bags and packed in standard export cardboard cartons. We are willing to allo

32、w a 5% discount for all orders over 1,000 pieces. You can rely on us to give your order immediately attention. Yours faithfully, Unit 5 Counteroffers“keep us posted of”指“隨時告知我們”同樣意思的表達方法還有:keep rmed of., keep sb. advised of.reduce your price by 5%”指“降價5%”注意介詞“by”的用法用“by”是指“價格整體降5%”,如果用介詞“to”,

33、則指“價格降到某一個數字”substantial a. 大量的,可觀的“flood in” 意思是“洶涌而來”指“大量的詢盤信雪片般地涌來”“such being the case”意思是“在這種情況下;情況既然是這樣”相同意思的表述 還有:under such circumstances, in this case等“see ones way clear to do sth.”意思是“設法做某事”或“有把握做某事”such being the case 在這種情況下this price leaves us with only a small profit這個價格使我們獲利低微 be not

34、in a position to make any further reduction 不能再次降價Considerable quantities have been sold at this price, therefore it is impossible to make any further reduction. 按這個價格已有大量產品成交，要做更多的讓步是不可能的。 If it were not for the friendship between us, we would not have made a firm offer at such a low price. 如果不是為了我

35、們之間的友好關系，我們是不會考慮按這么低的價格發實盤的。現行價格current price, ruling price, prevailing price, the present price, the going price 各讓一半,折中處理meet sb. half way 作為友誼的表示,我們破例接受貴方的還盤As a token of friendship, we accept as an exception your counter-offer恐怕我們不可能再做任何讓步了Im afraid we cannot make any further concessions./Im afr

36、aid we are not in a position to make any further reduction./Im afraid thereis not much room for further reductionDear Sir or Madam:Thank you for your (1)offer of February 20, 2007 and the Teddy Bear sample you kindly sent us. In reply, we (2)regret to say that we cannot accept your offer at your (3)

37、price. You may be aware that some products of Indian origin have been (4)sold here at a (5)level about 10% lower than yours. We do think that the quality of your products is better, but the (6)difference in price should not be so big. Meanwhile, the current market is also weak. To conclude this (7)t

38、ransaction we make a (8)c as follows: Teddy Bears as the (9)sample sent to us on February 20, 2007, US$8 per piece CIF London, other terms and conditions as per your letter of February 20, 2007.We await your early (10)acceptance .Yours faithfully,告訴對方你已經收到其2007年9月13日關于中國綠茶(green tea)的還盤信,感謝對方的還盤(2)

39、明確表示很遺憾無法接受對方降價10%的還盤,并說明按所報價格你們已經收到了大量訂單(3) 強調你們的報價是適中合理的,如果降價10%你們將無利可圖(4) 建議對方重新考慮你們的報價并表示希望能在雙方互利的情況下達成交易Dear Sirs, We acknowledge with thanks the receipt of your counter-offer of September 13 of Chinese Green Tea. It is regrettable that we can not entertain your counter-offer by a reduction of

40、10% percent. We do not feel the price we quoted is expensive at all. On the contrary, our quotation is very reasonable and we have received a lot of orders at the price quoted by us. Whats more, it will leave us with no profit if we accept your counter-offer. I have to say sorry that it is not possi

41、ble for us to meet your demand. In view of a successful business conclusion on the basis of mutual benefit, we suggest you reconsider our offer. Your prompt attention to this matter is highly appreciatedUnit 6 Sales Letter sales literature: 文字說明release把投放市場badge標記，徽號entitle給權利；給資格free trial免費試用exqui

42、site workmanship工藝精湛We feel sure that you will be interested in the new electric heater which is very shortly to be placed on the market. 我們深信，貴公司對即將投放市場的這種新式電熱器定會感興趣。Special terms will be allowed to customers who place trial orders before the end of May. 凡五月底前試訂貨的顧客，均可享受特別優惠In addition to the quant

43、ity discount stated, we would grant you an initial order discount of 3%.除了上述的數量折扣，我方會對貴方初次訂貨給予3%的折扣。We believe that the new product will find a good market in your country. We send you our best quotation as soon as we hear from you. 我們相信這種產品在貴國定會受到青睞。接到貴公司復函，便速給予最優惠的報價。We can fill your orders at onc

44、e from stock, and, hope to be favored with your esteemed commands. 如有訂購， 本公司能馬上供應現貨，敬請惠顧。Not having heard from you since, we should be glad to know whether there is any disadvantage in our terms that we could remove. 一直未接到貴方的回音，本公司樂于了解，我方的條款是否有不得于貴公司之處，以便我方修改。貴公司會留意到，該貨具有許多獨特的優點，位居同類貨品之榜首You will fi

45、nd that it possesses many unique features, which definitely place it ahead of its many competitors. 該貨所獨具的優點可使之成為暢銷品。The special advantages it has offer will make it a quick-selling line. 我們保證產品生產工藝先進、性能穩定、價格合理。We can assure you of the advanced workmanship, stable performance, and reasonable price o

46、f our products敬啟者： 我們從遠東服務公司獲悉貴公司對木制天花板感興趣。我們很樂意借此機會相識。 如果貴公司將計劃進口的貨物詳加說明，并寄來一件樣品，我們就能為貴公司做出十分合理的報價。Dear Sirs,We got information from Far East Service Inc. We know you are interested in wooden Ceiling Board. We welcome the opportunity to become acquainted.If you can make more detailed descriptions a

47、bout the goods you plan to impport, also send us a piece of your sample, we can make you a very reasonable offer.We look forward to hearing from you.寫給一家新公司推銷你公司的最新面T恤：內容應包括公司和產品介紹，產品銷售情況，并隨函附寄產品目錄。歡迎訂購并保證提供最優良的服務。Dear Sirs, We are pleased to take this opportunity to introduce our New cotton T-shirt

48、. We are a state-owned company in China, specializing inmanufacturing cotton T-shirts of various designs and colors for more than 15 years. Our annual production exceeds 2,000,000 pieces. Our cotton T-shirts have been exported to many countries and enjoya good reputation and popularity. They are mad

49、e of quality cotton and well acknowledged for its exquisite workmanship, beautiful design andnatural comfort. Enclosed is our illustrated catalogue and pricelist for your reference. Your order will be given our immediate attention. An orderDear Sirs, An orderFor your reference, our usual terms of pa

50、yment are cash against documents and we hope they will be acceptable to you.We expect to find a good market for these cottons and hope to place further and large orders with you in the near future. Please kindly let us have your confirmation at an early date.Yours faithfully, Confirm an orderDear Si

51、rs, Thank you very much for your order of 18th July and we are pleased to confirm the purchase from you of Cotton Prints. Our dispatch department is working on your order, and will arrange for shipment by the first available steamer when the consignment is ready. As to the payment terms, it is accep

52、table. We will send the documents through our bank to you as soon as the shipment is effected. When the goods reach you, we feel confident you will be completely satisfied with them at the prices offered they represent exceptional value. We sincerely hope that our handling of this order will pave th

53、e way to future dealings between us. Yours faithfully, Reference answerDear Sirs, We are in receipt of your trial order for 100 boxes of black tea. We are pleased to enclose you our Sales Contract No.208 in duplicate of which please countersign and return one copy to us for our file. As required, sh

54、ipment will be effected before July 10, so long as you open the relative L/C on time. We will advise you of the name of steamer and the delivery date. Looking forward to your early reply. Yours sincerely, Main Language point:1.order n. 訂單，訂購，所訂貨物（后一般接介詞for,間或接of）We are pleased to place an order with

55、 you for 50 metric tons Walnut meat.我們很高興向你方下50公噸核桃仁的訂單。常見詞組：Duplicate order 重復訂單Fresh/new order 新訂單Initial order 首批訂單Outstanding/pending order 未完成訂單Trial order 試購訂單To execute/fulfill/fill/carry out/effect an order 執行訂單To accept/confirm/take on/entertain/close an order 接受訂單To decline/turn down/refuse an order 拒絕訂單To cancel/withdraw/revoke an order 取消訂單To hold up/suspend an order 暫停執行訂單Order v. 訂購cash against documents /payment against documents 憑單付現/付款交單confirmation n.確認，證實consignment n. goods for delivery 發運，托運，交付 effect v. fulfill, make, carry out 實行，實施 Effect n. 影響，效果Take effect from (o