商务英语函电

1、foreign trade correspondence-丁琪chapter oneestablishing business relationslesson 1 self-introductioni.about the letter:the china national textiles import & export corporation obtain the nameand address of the swedish firm as prospective buyers of textiles. so aletter is sent with a view to establ

2、ishing business relations with the firmand explaining in brief, chinas foreign trade policy.lesson 1 self-introductionadditional notes:1.owe v. 把. 归功于(后面常接to)we owe your name and address to 承蒙 告知你公司的名称和地址类似的表达方式有:we are indebted to for your name and address.we come to know the name and address of yo

3、ur firm through through the courtesy of we come to know your name and address.we have obtained your name and address from 2.inform v. 通知,可与advise 换用,常用于下列结构:1)inform/advise sb. of sth.2) inform/advise sb. + that/what/which3)please be informed/advised that在下列句子结构中,inform 不可与advise换用:1)当间接宾语省略时:please

4、 advise the name of steamer.we wish to advise that business has been done at our price.please advise what quantity you can sell a year.2)用作不及物动词时:if interested, please advise.3)当指的是和对方关系较大的事时:we wish to advise that business has been done at $110 per ton.如和对方关系不大,只是让对方知道或了解一下时,则用inform较好:we wish to i

5、nform you that we have moved to the following address.3.approach v. 联系,与 接洽(和contact同义,但用被动语态时比contact普遍)you may approach our agents for your requirements.关于你们的需求,可同我们的代理人接洽。we had approached the shipping company for booking the space.我们已同船公司联系订舱事宜。4)handle v. 经营（某种或某类商品）（表示“经营”的说法很多，最常见的还有deal in,

6、trade in, be in the line 等）this shop handles paper and stationery.this shop trades in paper and stationery.this shop deals in paper and stationery.this shop is in the line of paper and stationery.5)acquint v. 使熟悉，使了解， 使认识常用下列结构： 1) acquaint sb. with sth. we want to acquaint ourselves with the supply

7、 position of steel products.我们想熟悉一下钢材的供应情况。2) be/get acquaint withwe are not acquainted with these articles.我们对这些商品不太熟悉。6）enclose v. 封入表示附在某封信内，用介词with或in:we are enclosing in our letter our sales contract in two copies. 兹随函附去我方销售合同两份。过去分词enclosed 作表语时，常倒装于句首；作宾语补语时，亦常倒装于句首或置谓语动词之后：过去分词enclosed可作名词用，

8、前面加定冠词。7) requirement n.1)需要（常用单数，后接介词of)2)需要之物（表示货物或需要量时，常用复数，后接介词for/of) good quality is the major requirement.质量好是主要的要求。buyers have placed their requirements elsewhere.买主已向别处订购所需之货。please let us know your annual requirements for/of walnuts.请告知你方对核桃的年需。8. trade n. 贸易， 行业 v. 从事贸易，做生意，经营to trade wit

9、h sb. 同某人做贸易to trade in sth. 经营某项商品9. look forward to ph.v. 期待这里“to”是介词，后接名词或动名词：we look forward to hearing from you.we look forward to your compliance.我们盼望你方能答复我们的要求。 iii.chinese version of the letter:敬启者：敬启者： 我们从瑞典驻北京大使馆得知你公司行名和地址，承他们告知你公司要我们从瑞典驻北京大使馆得知你公司行名和地址，承他们告知你公司要购买纺织品。购买纺织品。 借此机会我公司愿与你们联系，

10、以期与你公司建立业务关系。借此机会我公司愿与你们联系，以期与你公司建立业务关系。 我们是国营公司，经营纺织品进出口业务。为使你公司对我们经营的商我们是国营公司，经营纺织品进出口业务。为使你公司对我们经营的商品有所了解，随函附上我公司目前可供的主要商品的出口明细单一份。品有所了解，随函附上我公司目前可供的主要商品的出口明细单一份。 如果你们对其中任何商品感兴趣，请告知。一俟收到你方所需商品的详如果你们对其中任何商品感兴趣，请告知。一俟收到你方所需商品的详细要求，当立即向你方报我方最低价。细要求，当立即向你方报我方最低价。 在同各国商人的贸易中，我们一贯坚持平等互利的原则。我们希望通过在同各国商人

11、的贸易中，我们一贯坚持平等互利的原则。我们希望通过双方共同努力，能促进对彼此互利的业务和友谊。双方共同努力，能促进对彼此互利的业务和友谊。 期望早日收到你方询价。期望早日收到你方询价。 谨启谨启iv.key to exercises:plete the sentences in english:1)you are a state operated corporation handling chemical products.2)in the hope of establishing mutually beneficial business relations with you.3)we are

12、 at present in a position to supply you with various kinds of mens leather shoes.4)we have established business relations with the firms of more than 100 countries in the world.5)a large number of overseas merchants are anxious to do business with us. 6)please let us have all the necessary informati

13、on.7)we have greatly promoted by our joint efforts both trade and friendship.8)whether you are interested in our mens leather shoes.2. translate the following into english:we are indebted to the commercial counsellors office of the australian embassy in beijing for the name and address of your firm.

14、it is for the export of our chemical products that we approach you.we are enclosing you the latest catalogue and three samples so as to acquaint you with our export products availble at present.2. translate the following into english:it is for the export of our chemical products that we approach you

15、.we hope you will do your best to promote friendship as well as business.one of our customers is interested in your new products.a customer of ours is in the market for chinese black tea. please let us know in which lines you are interested at present.it requires mutual efforts to promote trade.as y

16、ou know, it is our foreign trade policy to do business with peoples of all countries on the basis of equality and mutual benefit.we are sending you one copy each of our catalogue and pricelist of our chemical products.our customers are not interested in your chemical products for the time being. 3.

17、fill in appropriate word or words from the list and then translate the sentences into chinese.1) buy 星期日你准备买一支自来水笔吗?2) inform, are in the market for我们愿意告知你方，我们的许多客户想要买中国核桃仁。3) advise请告知按什么价格你方客户将向我方订购。4）appreciate it如承航寄目录本，不胜感激。3. fill in appropriate word or words from the list and then translate t

18、he sentences into chinese.5）mutually我们深盼建立互利的贸易关系。6）meet, requirements我们将尽力满足你们的需要。7）trade in, basis我们对外贸易政策是在平等互利的基础上与外国进行贸易。8）handles我公司独家经营轻工业品的进出口业务。9）cover另邮寄去我们化工产品的目录本两本和价目单一份。10）appreciate我们感谢你方给我们一个核桃仁的特别报盘。lesson 2(a) request for the establishment of business relations(b) a reply to the ab

19、ove i.about the letter:(a)an importer obtained the name and address of the china national arts & crafts import & export corporation through another firm. they send a letter to the above corporation in the hope of establishing business relations and indicating their interest in various kinds

20、of chinese arts & crafts.lesson 2(a) request for the establishment of business relations(b) a reply to the above i.about the letter:(b)in this letter the writer expressed in the beginning their desire for establishing business relations with the addressee, and to comply with the latters request,

21、 the writer sent the price-list covering their exports, while stating the terms of payment.lesson 2(a) request for the establishment of business relations(b) a reply to the above ii.additional notes:1.reply n. v. 答复 后接介词to在商业信函中，说“答复”一般用reply，很少用answer。对某事作答复，reply n. v. 都加to，answer n.加to，v.不加。2. tr

22、ust v. 相信the word “trust” sounds less emphatic than “believe” so far as sureness is concerned.we trust you will find our offer acceptable.（希望并相信）we believe you will find our offer acceptable.（认为并深信）3. important business can materializematerialize v.实现we hope the business will eventually materialize.

23、类似的表达方式还有：business can be concluded/can be closed.business can be put through/can be finalized.4. brochure n. 小册子this is a french word, equivalent to the english word “pamphlet”.also: catalogue, illustrative leaflet, sample books, commodity listiii.chinese version of the letters:(a)敬启者： 我公司从鹿特丹市安德森公

24、司处得知你公司行名和地址，今特写信给你方建立业务联系。 我公司作为工艺品进出口商已有多年。目前，我们对中国各种工艺品感兴趣。请寄来报价单及样品为感。 如果你方价格可行，我们相信可以达成大笔交易。 盼速复 谨启iii.chinese version of the letters:（b）敬启者： 本月三日来函收悉，此谢。很愿意与你公司建立业务关系。 应你方要求，兹另邮寄去我公司最近的商品目录本及价目表。付款条件为不可撤销的、保兑的信用证。 如认为有可能做成业务，请来电索盘。 谨启iv.key to exercises:1.translate the following phrases into e

25、nglish and fill them in the blanks1) a. various kinds of paper. b. model no.202 tractors. c. all kinds of chinese bicycles.2) a. we are not interested in your offer. b. we can hardly sell your products. c. we are afraid that no business can materialize.iv.key to exercises:1.translate the following p

26、hrases into english and fill them in the blanks3) a. in which lines you are most interested at present. b. whether you would like us to furnish any further information to you. c. when youll be able to supply such goods.4) a. meeting your representative again at the fair. b. receiving your shipping a

27、dvice. c. receiving the samples and pricelist stated in your letter.2. translate the following into english1) we have been handling the export of sheep wool for more than 20 years.2) if you could make us an offer in time, we believe we would be able to persuade our customer to accept.2. translate th

28、e following into english3) if your prices are reasonable, we are sure we can conclude substantial business with you.4) if you can reduce your price by 5%(or if you can make a reduction of 5% in your price), we trust business is possible(or we trust there is every possibility of business.)2. translat

29、e the following into english5) complying with your request, we have advised our bankers to open the l/c within a few days.6) as requested in your cable of october 3, we are sending you a catalogue for your reference.7) if you find the prices agreeable, please cable us immediately.2. translate the fo

30、llowing into english8) if you find our quotation workable, please write us so that we can make you a firm offer.9) payment should be made by an irrevocable l/c payable by draft at sight.10) we are very interested in importing chemicals from youiv.key to exercises:1.translate the following phrases in

31、to english and fill them in the blanks1) a. various kinds of paper. b. model no.202 tractors. c. all kinds of chinese bicycles.2) a. we are not interested in your offer. b. we can hardly sell your products. c. we are afraid that no business can materialize.iv.key to exercises:1.translate the followi

32、ng phrases into english and fill them in the blanks3) a. in which lines you are most interested at present. b. whether you would like us to furnish any further information to you. c. when youll be able to supply such goods.4) a. meeting your representative again at the fair. b. receiving your shippi

33、ng advice. c. receiving the samples and pricelist stated in your letter.lesson 3transferring business relationsi.about the letter:this letter is in reply to a client in alexandria, egypt who enquired for enamelled copper wire. as this item falls within the scope of the writers business activities, t

34、he enquiry note has been passed on to the writer by her sister corporation in shanghai. also the writer stated the reason why the transaction can not be concluded with them directly and referred the customer to their representative in egypt.lesson 3transferring business relationsii.additional notes:

35、1. address v. 写信给this is a letter addressed to messrsyour letter of may 10th addressed to our head office has been passed on to us for attention and reply.2. lie within the scope of business be within/fall within/come under the scope of our trade activities. be within/lie within/fall within our busi

36、ness scope属于我们的经营范围3. be in a position to能够(指处于能做某事的地位)we are not in a position to promise you that we will manufacture it in the near future.我们无法答复在近期生产该产品。be in a position to 通常不宜与条件从句连用，下面的句子用can或shall be able to 较好： if you can reduce the price by 5%, we shall be able to order 200 pieces.if you o

37、pen l/c immediately, we shall be able to ship the goods this month.4. supply v. 供应， 提供1）to supply sb. with sth.we shall be pleased to supply you with any information you may require concerning these products.2) supply sth. (to sb.)we supply all kinds of leather shoes to you.3) 做vt. 或vi.we believe we

38、 can supply any reasonable quantity you require.we are glad to have been able to supply your needs to the full.we cannot supply at present but will probably be able to do so shortly.5. direct adj./adv.直接的/直接地there is no direct steamer this month. (adj.)please get in touch with them for your requirem

39、ents. (adj.)we went direct to the park. (adv.)may we send the remittance direct to you instead of through the bank? (adv.)the samples are to be sent to our london office direct. (adv.)6. recommend v. 推荐， 劝告， 建议1）recommend sb. sth. /recommend sth. to sb. （推荐）they request you to recommend them some ma

40、terials that suit their market.他们请你方推荐一些适合他们市场的商品。以下意思为建议：2）recommend + n.we recommend your immediate acceptance.3) recommend + gerundwe recommend buying a small quantity for trial.4) recommend + that (用虚拟语气：should + v原形）we recommend that you make a trial of these goods.5) recommend sb. to do sth.we

41、 recommend you to buy a small quantity for trial.7. be only too pleased to 十分乐于we are only too pleased to accept your quotations.iii.chinese version of the letter:敬启者敬启者: 漆包线漆包线 你方八月一日致我上海分公司函已转交我公司办理并作答复，你方八月一日致我上海分公司函已转交我公司办理并作答复，因标题商因标题商品属于我公司经营的范围。品属于我公司经营的范围。 但很抱歉地告知你方，此类商品已委托埃及亚力山大但很抱歉地告知你方，此类

42、商品已委托埃及亚力山大abc公公司（司（broad street 144号）代理。因此，我们不能供应你方此类商品。但号）代理。因此，我们不能供应你方此类商品。但愿意建议你方愿意建议你方与该公司直接联系以应你方需要。与该公司直接联系以应你方需要。 如对其他商品感兴趣，请告知。我方当乐于报盘。如对其他商品感兴趣，请告知。我方当乐于报盘。 谨启谨启抄送：埃及亚力山大抄送：埃及亚力山大abc公司公司iv.key to exercises:1. supply the missing words1)order 2)cable 3)offer 4)without 5)quantity 6)idea 7)fo

43、r 8)advise 9)position, fresh 10)upon/on, specific, quotation 11)competitive, place,with 12)send, firm offer 13)learned, from in 14)ativ.key to exercises:2. translate the following sentences into english:1) your letter of october 5 addressed to our head office has been passed on to us for attention a

44、nd reply as the article you need lies within our business scope.2) as soon as you are in a position to accept new orders, please cable us.3) as regards canned goods, we recommend you to approach(or contact) tianjin foodstuffs import & export corporation direct.iv.key to exercises:2. translate th

45、e following sentences into english:4) we have passed on your letter of august 8 to the peoples insurance company of china in beijing for attention.5) concerning the sale of chinese bicycles in your district, we have appointed abc trade co. as our agents and we, therefore, very much regret that we ca

46、nnot make you offers direct.6) your letter of march 25 addressed to our shanghai branch office for the supply of 500 cases of window glass has been passed on to us for attention and reply as such goods are within(or fall withinlie within) the scope of our business activities.7) if you can guarantee

47、regular supplies, we shall no longer buy them from other sources.8) we note with regret that you are not interested in the offer.9) do you think the market price in europe tends to increase further?10) as soon as we are in a position to make offers again, we shall contact you by cable.chapter twoenq

48、uiries and offersintroductionenquirieswhen making an eanquiry, begin with a question or questions you want to ask. your reader then knows at once what your enquiry is about. keep your enquiry short and to the point; say what needs to be said and then stop.introductiona satisfactory offer will includ

49、e the following:1. an expression of thanks for the enquiry, if any;2. names of commodities, quality, quantity and specifications;3. details of prices, discounts and terms of payment;4. a statement or clear indication of what the prices cover (e.g. packing, freight and insurance);5. packing and date

50、of delivery;6. the period for which the offer is valid.lesson 4an enquiry for chinese cotton piece goodsi.about the letterthis is in reply to a letter written by the exporter who is willing to enter into direct business relations with the writer. in this letter, the importer expressed the same desir

51、e and showed interest in printed shirting. as a prospective buyer, the writer asked for all necessary information regarding these goods.lesson 4an enquiry for chinese cotton piece goodsii.additional notes:1.note vt. 注意到(often followed by an object clause)相当于汉语里的”得悉”，一般可以与learn或understand通用，在意义上接近于kn

52、ow，用在书信中显得郑重，在口语中常用know。eg: you will be pleased to note that we are importers of bed sheets and other home textile products.2. cotton piece goods 棉布，棉织品there are a great variety of cotton piece goods, such as: sheeting(粗布）shirting（细布）；and classified in colors, such as grey（本色）；bleached（漂白）；dyed（染色）；

53、printed（印花）.they are usually cut into small pieces and put into sample books.3. happen v.碰巧pattern: happen + inf.this happens to coincide with our wishes.your quotation happens to be exactly the same as what we have received from japan.4. printed shirting 印花细布5. sample book 样品本 (a book consists of a

54、ll kinds of sample cuttings with respective numbers and specification. other materials are illustrated catalogues, pamphlets, leaflets, commodity lists, etc.)6. catalogue 目录（本）目录本适用于一般商品，列明详细规格及商品号码等。有绘画、照片或图片者称为illustrated catalogues，单页的商品说明书称为leaflet。 7. information n. 消息，报道，情报不可数名词，后常接介词on或 about

55、，也可接concerning或regarding。we need all necessary information about tianjin carpet. all necessary information 一切必要的情况8. supply n.供应，供应的商品表示抽象的概念以及用于一些习语时，常用单数；表示具体的概念时，用单、复数皆可。we expected to receive from you a regular supply of leather shoes.as supply and demand vary from time to time, we are unable to

56、 give you a detailed market report.we expect a fresh supply of black tea next week.they require further supply/supplies of walnutmeat.the goods are out of supply. present supply/supplies is /are sufficient. 9. quote v. 报价pattern 1: to quote a priceplease quote your lowest price cif lagos.pattern 2:

57、to quote sb. a priceplease quote us your lowest price cif lagos.pattern 3: to quote sb. for sth.please quote us for printed shirting cif lagos.pattern 4: to quote sb. a price for sth.please quote us the price for printed shirting.10. commission n. 佣金关于佣金的一些习惯说法：1）百分之几佣金可说：a commission of%或% commissi

58、on2）你方/我方百分之几佣金可说：your/our commission of % 或your/our % commission 3）两笔佣金或几笔佣金不可说：two or several commissions应该说：two or several items of commissions4)一切佣金或各项佣金可以说:all commissionsthe salesman receives a commission of 5% on sales.iii.chinese version of the letter:敬启者敬启者: 从你九月一日函得悉你公司作为中国棉布出口商原与我公司从你九月一日

59、函得悉你公司作为中国棉布出口商原与我公司建立直接业建立直接业务关系，这恰巧与我们的愿望一致。务关系，这恰巧与我们的愿望一致。 目前我们对印花细布感兴趣。请航寄商品目录、样品本以及目前我们对印花细布感兴趣。请航寄商品目录、样品本以及有关此项商有关此项商品的一切必要资料，以便我方能对你方所供商品的质量和工艺品的一切必要资料，以便我方能对你方所供商品的质量和工艺有所了解。有所了解。同时请报给我们同时请报给我们cif温哥华包括我方温哥华包括我方5%佣金的最低价，并注明佣金的最低价，并注明最早交货最早交货期。期。 如你方价格具有竞争性而且交货期可为我方接受，我们拟向如你方价格具有竞争性而且交货期可为我方

60、接受，我们拟向你方大量订你方大量订购。购。 谅能早日答复。谅能早日答复。 谨启谨启iv.key to exercises:1. complete the following sentences in english:1) a. we shall quote you our keenest price cif lagos. b. we shall quote our price cif marseilles including 3% commission for “ever-lasting” brand bicycle. c. we shall quote you our lowest price.2)iv.key to exer