外贸英语函电 考试要点

1、要点信函功能：The functions of a business letter may be said to be1>to ask for or to convey information2>to make or to accept an offer3>to deal with matters concerning negotiation of businessIn addition,there are letters with no other purpose than to remind the recipient of the senders existence.用

2、法：Esq. = Esquire 特定阶级使用头衔Esq. is legally restricted to certain classes of persons in America (e.g. judges,magistrates,barristers)For addressing a sigle person Mr. or Esq. is used in England.Mr.always precedes the name;Esq. always follows the name.Eg:Mr.John HaylingJohn Hayling,EsqMessrs. 作为Mr的复数，仅用于

3、公司的名称，且该公司的名称由人的组成Eg：Messrs.J.Harvey&CoMessrs.MacDonald&Evans1>Messrs只能用于公司，不能写给个人Eg：J.A. Simpson,Esq. X2>当公司的名称不是人名时，不能用MessrsEg：Utility Furniture Co X3>当礼节性的名称包括在公司中，不能用MessrsEg：Sir James Murphy&Co XDr.H.Willis&Co.Ltd X4>当以the开头的公司名称不能用MessrsEg：the Robinson Furniture Co

4、 X商务信函写作：Seven Cs 7C原则1、Clearness清楚2、Conciseness简洁3、Courtesy礼貌 4、Consideration体谅5、Completeness完整6、Concreteness具体的7、Correctness正确的Layout of business letters (布局、格式)1、Semi-indented style混合式格式2、Blocked style齐头式The open style of punctuation减标点法The closed punctuation加标点法Business letter seven parts:1.the

5、letter-head2.the datecardinal numbers (1,2,3,4)基数 ordinal numbers (1st,2nd)序数3.inside name and address 信内名址4.the salutation 称呼5.the message 正文6.the complimentary close 结束敬语7.the signature 签名Miscellaneous Matters 其它杂项1、References=ref. 编号2、Subject Headings 标题Main Headings 主标题Paragraph Headings 分段标题3、E

6、nclosures=Encl. 附件4、Postscript=P.S.附注First Enquiry首次询盘Status enquiries 资信调查书信格式建立业务关系去信的写作步骤1：说明信息来源，告知对方你从何处渠道得知对方公司的情况Ex：1>We have your name and address from2>We learn from/through3>Having had your name and address from4>Your company has been introduced to us by2：对你的公司作简单介绍，比方公司的业务范围或要

7、求采购的东西等Ex：1>We wish yo introduce ourselves to you as a2>We are importers of/exporters of3>This is to introduce ourselves as4>We write to introduce ourselves as3：表达写信目的，表示愿意建立业务关系1>We are willing to enter into business relations with2>We express our desire to 3>We are writing to

8、you for4>We take the liberty of writing to you with a view to 4：表达与对方合作，及早收到回复的愿望1>look forward to 2>Your early reply is appreciated3>We look forward to your early reply4>With much interest回复步骤：1>感谢对方对你公司产生兴趣Thank you for interest inYour letter has been receied with thanksWe are gl

9、ad to learn that2>表示对方建立业务关系意愿的兴趣We shall3>表示采取进一步行动We are selling you资信调查函写作步骤1.直截了当说明写作意图1>Our prospected customer(潜在客户) XX have given us your name as a banking reference2>have refered us to you that for information concerning their standing2.说明想要调查或咨询的细节或原因1>We would like to know t

10、he financial and credit standing of the above mentioned company2>We should,therefore,like to know whether or not their financial and credit standing are sound3>We should be obliged if you would inform us3.保证保留秘密1>We can assure you that any information you may give us will be treated in abso

11、lute confidence.2>Any information you can furnish as to their capital and reputation would be greatly valued and treated in confidence by us资信调查函回复的写作步骤1.感谢对方信任，表达愿意提供信息的意愿Thank you for your enquiry about the business standing ofwe are pleased to supply you with the following information发两种：有利回复，

12、不利回复有利回复：1>it enjoys a good reputation2>it is punctually meeting its commitments3>we are pleased to say that we have enjoy confidence in the uprightness of this firm4>we welcome this opportunity to assure you of our complete confidence in5>this firm has met its liabilities regularly a

13、nd punctually不利回复1>we regret that we must advise you to regard their request for credit with caution2>our experience with them has not been satisfactory3>our records show that some of their accounts has been outstanding for long periods2.希望对方对所提供的信息进行保密This information is confidential and i

14、s given without any responsibility on our part报价函的写作步骤1.表示感谢对对方的询价we thank you for your enquiry of and are pleased to quote as follows2.向对方提供所要求的信息3.说明报价的有效期1>we must stress that this offer/quotation can remain open for 3 days only2>subject to being unsold3>we cant consider these prices for

15、 an difnite period because of the situation on the market4>be subject to 受支配4.表示希望对方接受报价并尽早下订单1>we look forward to receiving your order too2>we hope you will consider our counter offer favourably and let us have your acceptance by telex推销函写作步骤1.介绍所推销的产品，使对方了解产品，对产品产生兴趣Reasonable in priceMod

16、erate in priceSuperior in quality 质量上乘Excellent in craftsmanship 做工精细Fashion in desighBeautiful in pattern 样式精美Elegant in style 款式好Matching in colour 色彩和谐Sell well/fast 产品畅销To meet with warm reception 热烈欢送2.进行同类商品的比较，表达本产品的优势，进一步激发对方兴趣。To make a comparison of XX in respect to XXTo compare favorably

17、with3.写清优惠条款，给予对方一定的优惠条件，激发对方购买欲望Offer/allow/give/grant a XX discountTo give you the first chance 优先权4.表示对方可以从交易中获利，希望尽早收到对方订单To advise you to avail yourself of n. in your own interest学习文档 仅供参考翻译1) 你方1994年9月2日来函收到。我们很高兴告诉你，你所要的商品属我公司的经营范围 Your letter of September 2, 1994 has been receivedWe are glad

18、 to inform you that the articles required by you fall withinthe scope of our business activities.2) 你地中国银行函告，你们是纺织品的进口商。我们专营纺织品出口业务，愿与贵公 司建立业务关系 The Bank of China in your city has informed us that you are importers of textilesWe specialize in the export of textiles and are willing to enter into busi

19、ness relations with you.3) 遵照你方要求，我们正寄上一套布匹剪样。希望这些样品能及时到达，并使你满意In compliance with your request, we are sending you a range of cut samples of our cotton piece goodsWe hope they will arrive in time and be found to your satisfaction.4) 你方9月4日来函收到。承告你们对肉类罐头有兴趣，并考虑试订。 We have received your letter of Sept

20、ember 4 informing us that you find our canned meat satisfactory and that you consider placing a trial order with us.5) 按照你方要求，我们附上一套小册子(说明书)连同价格单，供考虑。假设你对所列商品感兴趣，请告具体需要。一俟收到询价，我们立即寄送报价单。 As requested, we enclose a range of pamphlets together with our price lists for your referenceIf any of the items

21、 listed meets your interest, please inform us of your specific requirementsOn receipt of your enquiry, we shall forward you quotations without delay.6) 贵国驻中国大使馆已把贵行作为中国罐头食品的买户介绍给我们。我们专营这一业务。希望在平等互利的基础上与你建立业务关系 Your firm has been recommended to us by your Embassy in China as a buyers of Chinese canne

22、d goodsWe wish to inform you that we specialize in this line and hope to enter into trade relations with you on the basis of equality and mutual benefit.7) 为了使你对我们经营的产品有一个概念，兹附上一整套注有规格和包装的活页说明书。 To give you a general idea of the products we handle, we enclose a complete set of leaflets showing speci

23、fications and means of packing.8) 货物在装运前将由上海商品检验局检验。所装货物的品质，数量将由该局提供必要的证明 Prior to shipment, our goods will be tested and inspected by the Shanghai Commodity Inspection Bureau, who will provide the necessary certificates in regard to the quality and quantity of the shipment.1我们将与之进行业务往来的那家商行要我们向贵行了解

24、有关他们的商业地位与信誉 The firm with whom we intend to deal has referred us to you for particulars respecting their business standing and trustworthiness.2你假设能对上述公司的财务状况和可靠性提出意见，我们当不胜感谢。We should be most grateful if you would furnish us with your opinion on the financial status and reliability of the above co

25、mpany.3就我们所知，他们的财务情况良好。As far as we know, their financial standing is sound.4你们所问讯的那家商号是我地区一家最可靠的进口商。多年来在同行中享有良好声誉The firm you inquire about is one of the most reliable importers in our district and has for many years enjoyed a good reputation among the traders5你地X X银行将给你提供有关我们的信誉和经营作风等方面的资料The bank

26、 of your city will give you any information you may require concerning our credit standing as well as our manner of doing business.6对你提供的任何资料，我们都予以保密。 Any information you may be able to pass on to us will be treated as confidential.7我们劝你方与该商行进行业务往来时务必谨慎We advise you to proceed with every possible ca

27、ution in dealing with the firm in question.8该公司声誉好，资金储备雄厚 They are a firm of high reputation and have large financial reserves.1从纽约ABC公司得悉，你公司出口尼龙床单和枕套。对上述品质优良价格公正的商品，本地区常有需求We learn from A.B.CCompany .of New York that you are expecting Nylon bed-sheets and pillow-casesThere is a steady demand here

28、for the above-mentioned commodities of high quality at moderate Prices2我们另邮寄样品一批，深信一旦你们有时机查看样品之后，定会承认该货品质优良，价格合理 Under separate cover, we are sending you a range of samples and when you have the chance to examine them, we feel confident that you will agree that the goods are both excellent in qualit

29、y and very reasonable in price.3收到你公司5月14日询价，得悉你对我们手工制人造革手套感兴趣。现将你所需的详细资料，具有插图的目录和价格单附寄给你We have received your enquiry of 14th May and learn of your interest in our hand-made artificial leather glovesWe are enclosing our illustrated catalogue and price list giving the details you ask for4所附价格单和图解目录将

30、给你提供有关你方最感兴趣的型号的具体情况 The enclosed price list and illustrated catalogue will give you details of the model in which you are especially interested 1纸板箱作为一种包装容器已在国际贸易中广泛使用，因此，对它们的适航性，你们不必担忧Cartons as a kind of packing containers have been extensively used in international trade,therefore,you need not w

31、orry about their seaworthiness.2据我们所知，保险公司接受投保纸板箱装的货物的偷窃、提货不着险。万一发生偷窃、你们可以放心，保险公司将会给予赔偿。So far as we know,insurance companies accept goods packed in cartons to be insured against TPND.In case of theft and pilferage you may be assured that you will get indemnification from the insurance company conce

32、rned.8出口商必须很好考虑运往国外货物的包装，并尽量按买方的要求包装货物。The exporter has to give due consideration to the packing of the goods to be shipped abroad,and try his best to pack the goods in accordance with the intruction of the buyers.9出口包装的结构必须考虑到经济与实效。出口商应记住，货物应该采用一种能保证安全到达目的地和便于在转运中搬运的方式进行包装。In the construction of an

33、 export package,the important factors of efficienty and economy must be taken into consideration.The exporter should bear in mind that the goods should be packed in a manner which ensures their safety arrival at destination and facilitates their heading in transit.10) 我们的印花棉布系用木箱包装，内衬牛皮纸和防潮纸。每箱30匹，一

34、花五色，平均搭配Our cotton prints should be packed in cases lined with kraft paper and water-proof paper, each consisting of 30 pieces of in one design with 5 color ways equally assorted.1我们另由航空寄上新品种的样品供你参考。该新品种价格公正，品质极好，我们认为及早推销对你们有利Under separate cover, we have airmailed samples of our new articles for yo

35、ur referenceThese new articles are moderate in price and excellent in qualityWe think it will be to your advantage to push sales of them at an early date2由于所需的品种目前无货供给，我们想推荐以下库存产品，可以即装，我们这一推荐是照顾到双方利益的 Since the required articles are not available, we would like to recommend the undermentioned products which can be supplied from stock for prompt shipmentThis recommendation is m