外贸英语函电(国贸部)

外贸英语函电

ForeignTradeCorrespondence外贸英语函电学什么？本课程是国际贸易专业高年级的核心业务课程之一，是一门将英语与外贸业务相结合的课程。通过介绍外贸实务中各种英文业务函件，电传和传真以及其它方式的写作格式，商业术语和各种不同的表达方法;通过介绍对外贸易各环节的具体做法，使学生在提高英语水平的同时，熟练掌握对外贸易业务中常用的基本术语及表达技能，培养和提高他们的外贸业务工作能力本课程的目的是:学习外贸业务书信的标准格式;了解通过哪些途径来发展新客户，开拓新市场;如何进行询购某商品，怎样报盘和还盘;怎样灵活运用付款方式;如何做到重合同守信用;怎样去审查信用证，做到不出差错;在理赔和索赔中做到有理有理有节；学会拟写信函和电传传真的写作技巧。学习内容：本课程主要学习信例，大量学习外贸实务基本环节中有代表性的信例。外贸实务基本环节有：建立业务关系和资信调查、询盘、报盘和报价、还盘、订单，履行订单、支付、包装和运输、信用证的修改和展期、索赔和解决索赔等。学习方法：《外贸函电》是一门实践操作性很强的课程。也就是说，要达到正确拟写外贸业务信函的目的，仅有理论是远远不够的，学员必须学习大量外贸实务中有一定代表性的信函，深入体会何为七个“C’S”写作的基础理论知识，更重要的是通过学习信例，熟悉大量外贸业务中各个环节中常用语，包括词汇、短语、句型以及习惯表达方式等等，再通过一定量的练习，对常用语进行操练运用，从而达到掌握并熟练使用的目的。

OBJECTIVE

Analyzeandplanforabusinesswritingtask

Chooseprecisewordstoconveythecorrectmeaning

Writeclearandconcisesentencesandparagraphs

Identifyandcorrectcommonerrorsfoundinsentencestructures

MasterthenaturalwrittenEnglishThemostimportantobjectiveoftakingthiscourseis

***Tocultivatethesenseofdoingbusiness

learningthetoneofwriting

learningtheformat(letter,memo,e-mail),strategy,andwordchoice

learningtheprinciplesofwriting

learningtheskillsofnegotiationInmostcases,thebusinessletterwillbethefirstimpressionthatyoumakeonsomeone.Forthisreasonitisimportantthatyouarediligentinyourtaskofwritinganeffectivebusinessdocument.Eventhoughbusinesswritingispossiblylessformalthanitoncewas.***Inanutshell,businesslettershouldcommunicateyourideaseffectively,conciselyandprofessionally."Mostbusinesslettersandproposalsareopportunitiestoinfluencedecisions.Usuallyit'saone-timeopportunity.That'swhyyoushouldacceptprofessionaltraining!"Learningobjectives:Toenablestudentstomastertheprinciplesofbusinessletterwriting;Tobecomeacquaintedwiththegenerallayoutofmostbusinessletters;ToskillfullywritestructuralpartsofbusinessEnglishletterswithproperstyles;Tobefamiliarwiththeproceduresofforeigntrade,partiesanddocumentsinvolved.Unit1BusinessLetterWriting

1)信头(letterhead)1Structure－－－

2）编号，日期(referenceanddate)

3）封内名称和地址(insideaddress)

4）经办人(attention)5）称呼(salutation)6）事由（标题）(subject/caption)7）正文(body)8）结尾敬词(complimentaryclose)9）签名(signature)10）附件(enclosure)11）抄送(cctoXX)12）附言(postscript)Thecomponentpartofaletter

Aletterconsistsofanumberofparts,eachofwhichisessentialtotheletter,orcontributesinsomewaytoitsimpactontherecipient.Wemaylistthemasfollows:

theletterhead/heading

thereferences

thedate

theinsidenameandaddress

thesalutation

thesubjectheading/caption

theopeningparagraph

thebodyoftheletter

theclosingparagraph

thecomplimentaryclose

thesignature

theenclosuresandcopies

thepostscriptPartsofaBusinessLetter

信件组成部分EssentialParts必要部分1.Theletterhead 信头2.Thedateline 日期3.Theinsidenameandaddress收信人名称地址/封内地址4.Thesalutation 称呼5.Thebodyoftheletter 信文6.Thecomplimentaryclose 结尾敬语7.Thesignature 落款OptionalParts附加部分8.

Theattentionline

具体收信人9.Thesubjectline 事由10.Thereferencenotation 案号11.

Theenclosure

附件12.

Thecarboncopynotation

抄送13.

Thepostscript 附言1)LetterheadLetterheadincludessender’sname,postaladdress,telephonenumber,telexnumber,faxnumber,andcableaddress,etc.Usuallyletterheadisprintedintheup-centerorattheleftmarginofaletterwritingpaper.外贸商号的信笺，一般都印有信头，包括发信人的姓名、地址、电话号码、传真号、及E-mail等，有些会将经营项目，注册商标和公司董事、经理等姓名一并印在信头上。如需打印，则信头位于信笺上中央或右上方。名称、地址AUKaddress:

AirEnvironmentalMechanicalEquipmentLimited2076WestMainStreetDevon,EX140RAU.K.

公司名称街道邮编(在国家之前)国家城市门牌号中文名称、地址举例山东外贸职业学院中国山东省青岛市江西路62号地址:由大到小单位名称中国地址名称用英文写SinochemJiangsuImportandExportCorporationJiangsuInternationalBusinessMansion,50ZhonghuaRoad,Nanjing210001,P.R.China

单位名称街道大楼名称城市国家邮编(在国家之前)门牌号中国地名的翻译规范用汉语拼音直译;一个地名只大写第一个字母例如：“山东青岛”

Qingdao,Shandong QingDao,ShanDong可用缩写:

Rd.=Road,Fl.=Floor,Ave=Avenue2)ReferenceandDateReferencemayincludeafilename,departmentalcodeortheinitialsofthesignerfollowedbythatofthetypistoftheletter.参考号：为便于存档与查阅，可以为信编写参考号，为避免混淆，最好标明Yourref:Ourref:Theformatofthedatelinediffersfromcountrytocountry.ThecommononesareM/D/Y(typicalAmerican),D/M/Y(typicalBritish)打印日期注意事项：

A.

年份应完全写出，不能用(94)代替(1994)

B.

月份要写英文名称，不能用数字来代替，但可以用缩写。

C.

日期最好用基数字（1，2，3……）。日期位置：美式：在信头和收信人名称地址之间英式：通常在收信人名称地址之下均可以齐头，也可以靠右写法：美式：月-日-年英式：日-月-年Thedate

Therecommendedorderfordatesisday,month,year,withopenpunctuation.Thus20November2004isperfectlyclearandpunctuationwouldnotaddany­thing.

Am.EMonthDate,YearNovember20,2004

Br.EDateMonth,Year20November,2004美式日期举例日期信头收信人名称地址英式日期举例信头收信人名称地址日期称呼日期写法注意事项月份最好用文字，如：

1. 2ndMay,20--

2. 2May,20--

3. September21st,20--4. September21,20--

5. 25Aug.20--

6. Oct.10,20--避免月份用数字，如11/12/20—Notes：Datelineisthedateyousendtheletter,notthedatewhenyoutypeorwriteit.主意标点符号！3)InsidenameandAddressTheinsideaddressistherecipient’saddress,whichshouldbeidenticaltothedeliveryaddress邮寄地址ontheenvelope.Theinsideaddressservesasthedeliveryaddress.Itistypedattheleft-handmargintwolinesbelowthedate.Theinformationshouldbegiveninawaylikethis:Receiver’snameorhisofficialtitle头衔/官衔;Company’sname;Numberofthehouseandnameofthestreet;District,nameofthetownorcity;Stateorprovince,ZIPcode;Nameofcountry;受信人的姓名和地址一般是列在信笺的左上方，沿左页边线写起。封内地址与信封地址写法相同。信内把收信人名称地址写明对工作有便利。对发信人而言，便利有二：一是发信时可与信封地址相互对照，避免放入信封时发生差误；二是发信后便于准确归档，便于以后查找。对收信人而言，便利也有二：一是收信人读信时，如发现信封名称地址与封内名称地址不符，可以知道是放入信封时发生错误，将信返回；二是收信后如信封与信函分离原信仍能保持完整，便于查阅。4)AttentionLine指定收信人Ifyouwantyourletterattendedbyordirectedtoaspecificpersonordepartment,addanattentionline.Thiswillspeedupthesortingprocesswithinacompany.如需注明对方经办人，希望收信商号将信迅速交经办人办理，可以在封内地址下面加Attention或Attentionof

例1RichardThomas&BaldwinsLtd.,

151GowerStreet

London,SC76DY,England

AttentionMr.CaveorAttentionofPurchasingManager

具体收信人位置：

1.

收信人名称地址之下

2.齐头式靠左，缩格式居中

3.要加下划线表示的是承办本信件的具体个人或部门

1.Attention:Mr.H.A.Donnan,ExportManager2.AttentionofMr.Cave3.TotheattentionofMr.LiuMing

4.ATTN:Mr.Iverson5)TheSalutationSalutationisthecomplimentarygreetingwithwhichthewriteropenshisletter.Thecustomaryformalgreetinginabusinessletteris:这是写信人对受信人的一种称呼，其位置是在封内地址的下面空两行，目前外贸书信中一般通用的称呼语有：

Dearsir,DearMadam,Dearsirs,DearMesdames

[mei‘dɑ:m](Mrs的变形，已婚),Gentlemen(不能用单数),DearMr.xxx

Salutationisusuallytypedthreespacesbelowtheinsideaddressortheattentionline,andfollowedbycommafor“DearSir”,“DearSirs”,andacolonfor“Gentlemen.”称呼后面的的标点，一般使用逗号comma或分号semicolon，美加来信中Gentlemen后用冒号colon：称呼位置：必须齐头正规场合下常用：对男士：DearSir,或DearSirs,或Gentlemen:对女士：DearMadam,或DearMesdames,建议使用：DearMr.Johnson,或DearJack,

词首字母全大写，用逗号或不用标点符号Gentlemen后用冒号6)SubjectLineorCaptionLine

Subjectlineisactuallythegeneralideaofaletter.Itisinsertedbetweenthesalutationandthebodyofthelettereitherattheleft-handmarginforfully-blockedletterformorcentrallyoverthebodyforotherforms.Itcallsthereceiver’sattentiontothetopicoftheletter.事由写在称呼语下面两行，一般是在信笺中间位置，事由要简单扼要，说明商品名称，数量，信用证或合同号等即可。事由位置：

1.称呼和正文之间

2.齐头式靠左，缩格式居中

3.要加下划线表示的是该信函的主题

1.Re:YourOrderNo.4632.Subject:SHEEPWOOL 3.ContractNo.89047)BodyoftheLetterThisisthemainpartoftheletter.Itexpressesthewriter’sidea,opinion,purposeandwishes,etc.,soitshouldbecarefullyplanned.Whenwriting,payattentiontothefollowing:Writesimply,clearly,courteously,grammatically,andtothepoint.Paragraphcorrectly,confiningeachparagraphtoonetopic.Seethat

yourtypingisaccurateandthedisplayartistic.这是书信的主体，表达发信人的意见。在信的开头有开头语(OpeningSentences),自成一节，在习惯上是用客套语先将收到对方的来信的日期、编号或查号、主题及简单内容加以综合叙述，使对方一目了然这封信是答复哪一封去信的。如果是第一次通信也可以利用开头语作必要的自我介绍。在信的结尾一般有结尾语(TheclosingSentences),一般用来总结本文所谈的事项，提示对受信人的要求，如希望来函或电报订货、答复询问或作必要的声明等。另起一段。如:

Wehopetoreceiveyourearlyreply.8)ComplimentaryCloseComplimentarycloseismerelyapolitewayofendingaletter.Itisinkeepingwiththesalutation.结束语是一种客套用语它应与前面的称呼相呼应，后面加逗号。如：Formal:DearSir(s),Yoursfaithfully,orFaithfullyyours,Gentlemen:Trulyyours,orYourstrully,Lessformal:DearMrxx,YourssincerelyorSincerelyyours,结尾敬语位置：齐头式靠左对齐，缩格式偏右正规场合下常用：1.Yoursfaithfully,2.Yourstruly,3.Faithfullyyours,4.Trulyyours,建议使用：Yourssincerely,或Sincerelyyours,第二个单词小写，结尾用逗号或不用标点符号Whenusingcontinuationsheets,plainpaper空白纸张

ofthesamequalityastheletterheadmustbeusedandtypedwithaheadingtoshow:Thenumberofthesheet(inthecenterofthepage);Thenameofyourcorrespondent客户(ontheleft-handside)Thedateoftheletter(ontheright-handside)9)TheSignatureItiscommontotypethenameofthewriter’sfirmorcompanyimmediatelybelowcomplimentaryclose.结束语的下面，应将行号的名称用大写打出，必须由负责人签名，签名的下面为使对方了解签名人的姓名、职位，可以打字注明。Neversignaletterwitharubberstamp.外国函件都必须由负责亲笔签名，用橡皮戳说明该信并非本人亲自过目，只是通函，不为人重视。落款结尾敬语手写签名打印签名公司名称职务10)EnclosureIfsomethingisenclosed,noteitbelowthesignature.如信中有附件时，应在签名下注明Encl.或Enc.如附件不止一件应注明2Enclsor3Encls,或详细列明如下：Encls:2InvoicesEnc:1B/L

1Photo

1Certificate附件位置：

落款之下，左对齐说明该信件有附件

1.Enclosure2.Enc.3.Encl.AsStated4.Enclosure:Brochure11)TheCarbonCopyNotationWhencopiesoftheletteraresenttoothers,typec.c.belowthesignatureattheleftmargin.如果函件要抄送其他有关单位，同时使对方也知道已抄送其他单位，可在信件最后的左下角注明“CCtoxxx”or“CCxxx”抄送位置：附件之下，左对齐表示该信件同时抄送给他人

1.明抄：ccMarketingDepartment2.暗抄：bccMr.SimpsonBlindcarboncopy,收信人不知道被抄送，只出现在发给被抄送人的信件里Carboncopy,收信人知道被抄送12)PostscriptIfthewriterwishestoaddsomethingheforgottomentionorforemphasis,hemayaddhispostscripttwospacesbelowthecarboncopynotation.信写完后，如果想起还有要紧的要说，可以在信末加P.S.引出补叙的话，然后由发信人签署本人简笔签名(本人姓名的第一个字母)。2.WritingPrinciplesoftheBusinessLetters7“C”Courtesy礼貌Bycourtesywemeantradingpeoplewithrespectandfriendlyhumanconcern.Inordertomakeabusinesslettercourteous,trytoavoidirritating,offensive,orbelittlingstatements.Toanswerletterspromptlyisalsoamatterofcourtesy.Followingrulesshouldbefollowed:Changethecommandingtoneintorequestingtone;Usemitigation平静andavoidoveremphasizingyourownopinionorirritatingyourpartner.Passivevoiceshouldbeadoptedaccordingly;相应的采用被动语态Trytoavoidusingthewordwithforcingtoneorarousingunpleasantness.Useexpressionsaboutjoyandwillingness,thanksandregret,etc.语言要有礼且谦虚，及时地回信也是礼貌的表现。Comparison:Tellusmoredetailedinformationonyourrequirements?(poorer)告诉我们你们的具体要求。Willyoupleasetellusmoredetailedinformationonyourrequirements?(better)请告诉我们你们的具体要求好吗？Youcanmakeshipmentalittlelater,thatis,byJune10.你们可以装运晚一点，即六月十号。Youmightmakeshipmentalittlelater,thatis,byJune10.你们可以考虑晚一点装运，即六月十号。Wecan’tdeliverthegoodsallatonetime.我们不可能同时交货。I’mafraidwecannotdeliverthegoodsallatonetime.恐怕我们无法同时交货。Comparison:Youdidnotenclosethepricelistinyourletter.你们没有在信中附价格单。Thepricelistwasnotenclosedinyourletter.贵方信中没有附价格单。Wemustrefuseyouroffer.我们拒绝贵方报价。Weregretthatweareunabletoacceptyouroffer.很遗憾我们不能接受贵方报价。Wehavereceivedwithmanythanksyourletterof20May,andwetakethepleasureofsendingyouourlatestcatalog.Wewishtodrawyourattentiontoaspecialofferwhichwehavemadeinit.（polite）Youwillbeparticularlyinterestedinaspecialofferonpage5ofthelatestcatalogenclosed,whichyourequestedinyourletterof20May.（courteous）2)Consideration

体谅：Considerationmeansthoughtfulness.ConsiderationemphasizesYou-attituderatherthanWe-attitude.Keepthereader’srequest,needs,desires,aswellashisfeelingsinmind.Inaddition,weshouldtrytodiscussproblemsinapositivewayratherthaninanegativeway.Thefollowingpointsarenecessaryforwritingalettertoembodyconsideration:You-attitude:Youearn2percentdiscountwhenyoupaycash.Wewillsendyouthebrochurenextmonth.Weallow2percentdiscountforcashpayment.Wewon'tbeabletosendyouthebrochurethismonth.Focusonthepositiveapproach:Wefeelsurethatyouwillbeentirelysatisfied.(Positive)Wedonotbelieveyouwillhavecausefordissatisfaction.

(Negative)

3)Completeness完整Abusinesslettershouldincludeallthenecessaryinformation.Itisessentialtocheckthemessagecarefullybeforeitissentout.Asyouworkhardforcompleteness,keepthefollowingguidelinesinmind:Whydoyouwritetheletter?Whatarethefactssupportingthereasons?Haveyouansweredthequestionsasked?一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。4)Clarity/Clearness清楚意思表达明确，要注意：Avoidusingthewordswhichhavedifferentunderstandingorunclearmeaning避免使用有歧义的文字;Payattentiontothepositionofthemodifiers注意修饰语所放的位置：Payattentiontotherationalityinlogic:注意语言的逻辑性Comparison:Wesentyou5samplesyesterdayofthegoodswhichyourequestedinyourletterofMay25byair.(Ambiguous)我方根据你方五月二十五日来函要求，昨日航邮5份样品给你。Wesentyou,byair,5samplesofthegoodsyesterdaywhichyourequestedinyourletterofMay25.(Clarity)根据你方五月二十五日来函要求，我方于昨日航邮5份样品给你。5)Conciseness简洁Concisenessisoftenconsideredtobethemostimportantwritingprincipleandlanguagefeature.Concisenessalsomeansyoushouldclearlyexpresswhatyouwoulddoinashortandpithystyle短小精悍的写作方式ofwritingaspossibleasyoucan.Avoidusingwordyexpressions:避免废话连篇Avoidunnecessaryrepetition:避免不必要的重复Usingshortsentences,simplewordsandclearexplanations:短句、单词的运用Avoidtheout-of-datecommercialjargonsandtrytousemodernEnglish.不要使用过时的语言，要运用现代英语。

Comparison：Wewouldliketoknowwhetheryouwouldallowustoextendthetimeofshipmentfortwentydaysandifyouwouldbesokindastoallowustodoso,kindlygiveusyourreplybyfaxwithoutdelay.(wordy)PleasereplybyfaximmediatelyifyouwillallowustodelaytheshipmentuntilApril21.(concise)TheyattendtheGuangzhouTradeFairforthepurposeoffindingabusinesspartner.TheyattendtheGuangzhouTradeFairtofindapartner.Outofdatecommercialjargons:Duetothefactthat由于……的事实Terminate结束Attachedhereto随函附Acknowledgereceiptof确认收到Inst.本月Uptothiswriting在写这封信的时候ModernEnglish:As,becauseorsinceEndEnclosedis/areThankyoufor……Ireceived……ThismonthSofar6)Concreteness具体:Makethemessagespecific,definiteandvivid.Trytoheedthefollowingtips:Completewiththe6W’s:Who?What?Why?How?Where?When?Concretenessinaction:usingspecificlanguagetomakeourinformationmoreconcreteandconvincing;Usingconcretewords.Compare:ST858L5-BandStereoRadioCassetteRecorderisfullfunctions.ST858L5-BandStereoRadioCassetteRecordercandeliverssuperbFM/MW/LW/SW1/SW2/FMStereobandreception.Fullauto-stopandautomaticquickprogramsearch(AQPSsystem).自动快速搜索系统WehavedrawnonyouasusualunderyourL/C.WehavedrawnonyouoursightdraftNo.345fortheInvoiceamount,US$560.00,underyourL/CNo.234oftheChinaBank.

7)Correctness正确:Correctnessnotonlyreferstothecorrectgrammarrules,contents,andforms,butalsoaccuracyinstyle,languageandtyping.Usually,mistakeswithtonecanbeavoidedbyusingthefollowingtechniques:Placemoreemphasisonthereaderthanyourself;把重点放在读者身上，而不是你身上；Avoidextremecasesofhumility,flattery,andmodesty;避免过度谦卑、奉承和谦虚Avoidcondescension[,kɔndi'senʃən;避免傲慢Avoidlecturing避免说教Grammarmistakesoftenoccurredinbusinesswriting:WithpronounsWithverbsWithconjunctionsWithsubjectsAvoidusingoverstatements:Accuratenumbers:Capitalletters:North,South,East,WestThenameandthebrandofacommodity:Thenameofdocuments:Thenameofthetransportationtools:LayoutofaBusinessLetter

商业信函的格式ThreemajorformsIndentedForm

缩格式BlockedForm

齐头式ModifiedBlockedForm

改良齐头式缩格式示例具体收信人和事由居中日期靠右段首缩格结尾敬语和落款偏右齐头式示例除信头外全部左对齐段落之间用空格改良齐头式示例案号和日期靠右落款偏右3Form1)FullBlockFormInthefullblockform,alltypinglines,including