外贸英语讲义

《外贸英语读写》讲义

目录

第一部分外贸业务基础知识

第一讲外贸业务基本流程BasicProcedures

forInternationalTrade

1.1出口业务流程图DiagramedProcedurefor

Export

1.2进口业务流程图DiagramedProcedurefor

Import

1.3外贸价格条款基本知识PriceTerms

1.4基本的支付方式与单据PaymentTerms

andBills

第二讲商务函电写作基础(Essentialsfor

businesswriting)

2.1商务函电书写基本原则Principlesfor

businesscommunications

2.2书信格式Stylesinbusinessletters

2.3基本的交易往来函电Initial

correspondences

第三讲交易的先声(PreliminaryDeals)

3.1初步建立贸易关系(EstablishingInitial

BusinessRelations)

3.2资信调查函电CreditInquiry

3.3促销信PromotionalLetters

第四讲交易的过程

4.1询盘、报盘、还盘与接受Inquiry,Quotation,

Counter-offerandAcceptance

4.2订单Orders

第五讲价格策略PriceStrategies

5.1报价技巧StrategiesinQuotation

5.2报价磋商实例SpecimenofBargaining

第六讲合同其他条款的磋商

6.1支付方式PaymentClauses

6.2.保险条款Insurance

6.3包装及装运PackingandShipment

6.4提单、仲裁、索赔等条款B/L,Arbitration

andClaim

第七讲各类电文的解读

7.1电文的解读Understandingtelexes

7.2电文的写作Draftingtelexes

第二部分外贸实践操作

第八讲国际贸易合同格式

序言国际贸易合同基础知识

8.1一般货物出口合同格式.SalesContract

8.2一般货物进口合同格式Purchase

Contract

8.3中外合作经营合同格式Contractfor

Sino-ForeignCooperativeJoint-Venture

第九讲信用证(L/C)

9.1信用证基本环节GeneralOperationsin

L/CPayment

9.2信用证的主要条款GeneralClausesin

L/C

9.3信用证单证制作Documentationunder

L/C

第十讲商务谈判实践

10.1基本概念EssentialConcepts

10.2购买者与产品ProductandPotential

Buyers:

10.3市场渠道与促销策略MarketingMedia

andPromotionStrategies

10.4定价策略Pricingstrategy(pricingpolicies

10.5国际市场营销策划书International

MarketingReport

10.6国际市场营销的相关理论Other

MarketingTheories

第Hi讲国际市场营销International

Marketing

11.1商务谈判的基本环节General

Procedures

11.2商务谈判的基本技巧BasicSkills

11.3商务谈判实战练习Practice

第十二讲其他的国际贸易形式

12.1技术贸易TechnologicalTrade

12.2易货贸易ExchangeofGoods

12.3其他贸易形式OtherTradingMedia

12.4国际贸易惯例Conventionsin

InternationalBusiness

第一讲外贸业务基本流程General

ProceduresinInternationalBusiness

1.1出口业务流程图GeneralProceduresfor

Export

1市场调查2向

工厂取得报价

3向国外进口商报价4信

用调查

5签定销售合同6进

口商申请开立信用证

7国外银行开立信用证8议

付行通知出口商

9出口商向工厂订货10货

物经商检局检验及其他认证

11准备货物及出货通知12出

口商向报关行交办报关事宜

13出口许可证14办

理原产地证

15租船订舱16投

保

17-1出口报关17-2验关放行18

报关行交回单

19交单议付20装

船通知

21银行结算22解

决纠纷

资料来源议付行开证行

marketinformationnegotiationbankopeningbank

(21)

⑬

(9)保险公司

工厂

Insurancecompany

Factory

(11)

(15)

⑫⑱

▲

报关行海关运输公司

CustomsBrokerCustoms

⑩Forwarder

⑰b

(14)

商品检验局原产地证运输公司

CCIBCertificateoforiginForwarder

1.2出口业务流程图GeneralProcedures

forImport

1市场调查(marketinvestigation)

2进口商向国外出口商询价(inquiry)

3进口商收到国外出口商报价(quotation,

offer)4信用调查(creditinquiry)

5进口商还价(counteroffer)

6签定交易合同

7办理进口许可证(importlicense)

8办理购汇并申请开立信用证

9开证行开出信用证

10议付行通知出口商

11出口商办理装船事宜(shipment)

12出口商交单议付(negotiation)

13出口商发来装船通知(shipmentadvice)

14议付行向开证行转单托收

15开证行通知进口商付款赎单

16进口商向报关行交办进口报关事宜

17进口报关(importdeclaration)

18会同有关单位提货(lading)

⑧⑨(15)⑩

(12)

政府部门

Government

进口商出口商

②③ImporterExporter

⑦

⑤⑥

(13)(19)

报关行海关⑰运输公司

CustomsBrokerCustomsForwarder

Pleasesendtothefollowingitemstobe

shippedbywayexpress,andbillus.Theorder

iscontingenton1.3屏贸价格条款基本知识

(PriceTerms)

1)FOB离岸价freeonboard

CIF至！J岸价cost,insuranceandfreight

CFR/CNF/C&F成本加运费costandfreight

FCA(freecancerrier)货交承运人forwarder

CIP(carriageandinsurancepaidto)运保费付

至

CPT(carriagepaidto)运费付至

Ex-works/Ex-ship/Ex-wharf工厂/船上/码头交

货价

1.4基本的支付方式与单据PaymentTerms

andBills

1)汇付remittance:M/T(mailtransfer,信汇),

T/T(telegraphictransfer,电汇)，

2)D/D(demanddraft,票汇一进口方向本地

银行购买银行汇票，自行寄给出口方，出口方

凭以向汇票上的银行取款)

3)托收collection:D/P(documentsagainst

payment付款交单)，D/A(documentsagainst

acceptance,承兑交单)L/C(信用证)

4).银行保证函(L/Gletterofguarantee,

bankguarantee),备用信用证(standbyL/C,

commercialpaperL/C)

5).票据：汇票(Draft,billofexchange;付款承

诺，分为commercialbill商业汇票，banker's

bill银行汇票；cleanbill光票，documentarybill

跟单汇票sightdraft即期汇票(atsight),time

draft远期汇票(At...daysaftersight);

commercialacceptancebill商业承兑汇票,

banker'sacceptancebill银行承兑汇票(承兑

汇票由另一商业或银行机构支付，但得先经过

他们同意・一承兑)背书endorsement,转让

(transfer),前手(remoteholder),后手，追索

(reimbursement),拒付(dishonor),贝占现

(discount),“付一不付二，付二不付一"(either

thefirstorthesecondissueistobepaid)bona

fideholder

本票Promissorynote(付款承诺)(本票与汇

票的差异)

支票Cheque/check(付款通知)

第二讲商务函电写作基础Essentialsfor

BusinessCommunications

2.1商务函电书写基本原则Principlesfor

businesscommunications

A.Courtesy礼貌语言要有礼且谦虚，及时

地回信也是礼貌的表现。

1)Wehavereceivedwithmanythanksyour

letterof20May,andwetakethepleasureof

sendingyouourlatestcatalog.Wewishto

drawyourattentiontoaspecialofferwhich

wehavemadeinit.

2)Youwillbeparticularlyinterestedina

specialofferonpage5ofthelatestcatalog

enclosed,whichyourequestedinyourletterof

20May.

B.Consideration体谅(you-attitude)要从对

方的角度去考虑问题，而不是从自身出发，语

气上尊重对方

3a).Weallow2percentdiscountforcash

payment

3b)Youearn2percentdiscountwhenyoupay

cash..

4a)Wewon'tbeabletosendyouthebrochure

thismonth.

4b)Wewillsendyouthebrochurenextmonth

C.Completeness完整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，切忌含糊不清的信件。

D.Clarity清楚意思表达明确，要注意：

1)避免用词错误：

5)AstothesteamerssailingfromHongKong

toSanFrancisco,wehavebimonthlydirect

services.

此处bimonthly可以是twiceamonth或者

oncetwomonths.,可以改写为：

5a)Wehavetwodirectsailingseverymonth

fromHongKongtoSanFrancisco.

5b)Wehavesemimonthlydirectsailingfrom

HongKongtoSanFrancisco.

5c)WehaveadirectsailingfromHongKong

toSanFrancisco.everytwomonths/evertother

month.

(2)注意词语所放的位置：

6)Weshallbeabletosupply10casesofthe

itemonly.

6a)Weshallbeabletosupply10casesonlyof

theitem.

前者则有两种商品以上的含义。

(3)注意句子的结构：

7a)Wesentyou5samplesyesterdayofthe

goodswhichyourequestedinyourletterof

May20byair.

7b)Wesentyou,byair,5samplesofthegoods

whichyourequestedinyourletterofMay20.

E.Conciseness简洁

(1)避免废话连篇：

l.Wewishtoacknowledgereceiptofyour

letter...可改为：Weappreciateyourletter...

l.Enclosedherewithpleasefindtwocopiesof...

可改为：Weenclosetwocopiesof...

(2)避免不必要的重复

(3)短句、单词的运用：

Enclosedherewith>enclosedatthis

time>now

duetothefactthat>becauseadraft

intheamountof$1000>adraftfor$1000

F.Concreteness具体G.

Correctness正确

2.2书信格式Structures

A结构格式(layoutstyles)商务英语书信

(BusinessorCommercialEnglish

Correspondence)是指交易时所使用的通信。在

美国，常用Businesswriting,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Queen'sEnglish；

如果写信的对象是美国或美国势力范围的地

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（Blockstyle）,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

（indentedstyle）,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）o信内地址的写法也有垂直式和缩进

式之分，垂直式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

InsideAddress中，把门牌号和街名都省略掉。

Email:格式Fax:格式（略）

B称谓差异（Greetings）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,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.o在称呼方面，商业上最普遍的有

Gentlemen（美国式）与DearSirs（英国式）

二种，相当于我国的“敬启者”或"谨启者血如

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DearSirs。如果对方公司只一人时，必须使

用Sir/DearSir。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）o书信结尾客套语（complimentaryclose）

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

式写法是Sincerely和Bestregards,典型的英

国式表达有Yourssincerely（熟人或知道对方

姓名），Bestwishes,kindregards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。

2.3基本的交易往来函电SpecimenofRoutine

CommunicationsinBusiness

1.交易的先声Tryingtheway

Dearsirs,May1,1988

Inquiriesregardingournewproduct,theDeer

MountainBike,havebeencominginfromall

partsoftheworld.Reportsfromusersconfirm

whatweknowbeforeitwasputonthe

marketthatitisthebestmountainbike

available.Enclosedisourbrochure.

Yoursfaithfully

ZhangShan

2.提出询价Inquiry

DearSirs,Jun.1,1988

Wereceivedyourpromotionalletterand

brochuretoday.Webelievethatyourproduct

woulddowellhereintheU.S.A.Kindlysend

usfurtherdetailsofyourpricesandtermsof

sale.Weaskyoutomakeeveryefforttoquote

atcompetitivepricesinordertosecureour

business.Welookforwardtohearingfromyou

soon.

Truly,

JackSmith

3迅速提供报价Promptquotation

DearSirs,June4,1988

ThankyouforyourinquiryofJunethe1st

concerningtheDeerMountainBike.Itgivesus

greatpleasuretosendalongthetechnical

informationonthemodeltogetherwiththe

catalogueandpricelist.Afterstudyingthe

pricesandtermsoftrade,youwillunderstand

whyweareworkingtvcapacitytomeetthe

demand.Welookforwardtotheopportunity

ofbeingofservicetoyou.

Truly,

ZhangShan

4.交易的契机ODDortunityforbusiness

Gentlemen,June8,1988

Wehavereceivedyourpricelistsandhave

studieditcarefully.However,thepricelevelin

yourquotationistoohighforthismarketIf

youarepreparedtograntusadiscountof

10%foraquantityof200,wewouldagreeto

youroffer.Youshouldnotethatsomepricecut

willjustifyitselfbyanincreaseinbusiness.We

hopetohearfromyousoon.

Yourstruly

JackSmith

5-1同意进口商的还价Consentofthe

counter-offer

Dearsirs:June12,1988

ThankyouforyourletterofJunethe8th.We

haveacceptedyourofferonthetermsagreed.

Enclosedyouwillfindaspecialpricelistthat

webelievewillmeetyourideasofprices.You

shouldnotethattherecentadvancesinraw

materialshaveaffectedthecostofthisproduct

However,foryourorderwehave

keptourpricesdown.

Sincerely,

ZhangShan

5-2拒绝进口商的还价Disconsentofthe

counter-offer

DearSirs,

June12,1988

ThankyouforyourletterofJunethe8th.We

regretthatwecannotmeetyourterms.We

mustpointoutthatthefallingmarkethere

leavesuslittleornomarginofprofit.Wemust

askyouforakeenerpriceinrespecttofuture

orders.Atpresentthebestdiscountofferedfor

aquantityof200is3%.Ourcurrentsituation

leavesuslittleroomtobargain.Wehopeyou

willreconsidertheoffer.

Truly,

ZhangShan

6.正式提出订单Settlementoftheorder

Gentlemen,

June15,1988

Wehavediscussedyourofferof3%and

acceptitonthetermsquoted.Weareprepared

togiveyourproductatrial,providedyoucan

guaranteedeliveryonorbeforethe20thof

September.Theenclosedorderisgivenstrictly

onthiscondition.Wereservetherightof

refusalofdeliveryand/orcancellationofthe

orderafterthisdate.

Truly,

JackSmith

7.确认订单Appreciationoftheorder

Gentlemen,

June20,1988

ThankyouverymuchforyourorderofJune

15for:200DeerMountainBikes.Wewillmake

everypossibleefforttospeedupdelivery.We

willadviseyouofdateofdispatch.Weareat

yourserviceatalltimes.

Sincerely,

ZhangShan

8.请求开立信用证RequestforL/C

Gentlemen,

June18,1988

ThankyouforyourorderNo.599.Inorderto

executeit,pleaseopenanirrevocableL/Cfor

theamountofUS$50000inourfavor.This

accountshouldbeavailableuntilSep.20.

UponarrivaloftheL/Cwewillpackandship

theorderasrequested.

Sincerely,

ZhangShan

9.通知已开立信用证NotificationofL/C

DearSirs:

June24,1988

ThankyouforyourletterofJune18enclosing

detailsofyourterms.Accordingtoyour

requestforopeninganirrevocableL/C,we

haveinstructedtheInternationalCommerce

BankofChinatoopenacreditforUS$50000

inyourfavor,validuntilSep.20.Pleaseadvise

usbycablewhentheorderhasbeenexecuted.

Sincerely,

JackSmith

10.请求更改信用证Requestforamendment

totheL/C

Gentlemen:

Sept1,1988

Wearesorrytoreportthatinspiteofour

effort,weareunabletoguaranteeshipmentby

theagreeddateduetoastrikeatourfactory.

WeareafraidthatyourL/Cwillexpirebefore

shipmentTherefore,pleaseexplainour

situationtoyourcustomersandsecuretheir

consenttoextendtheL/CtoSept30.

Sincerely,

ZhangShan

11.同意更改信用证

Gentlemen:

Sept5,1988

Wereceivedyourlettertodayandhave

informedourcustomersofyoursituation.As

requested,wehaveinstructedthe

InternationalCommerceBankofChinato

extendtheL/CuptoandincludingSeptember

30.Pleasekeepusabreastofanynew

development.

Sincerely,

JackSmith

12.投诉货运延迟Consentofamendmentto

theL/C

DearSirs:

Sept25,1988

ConcerningourorderNo.599for200

mountainbikes,sofaryouhaveshippedonly

50bikesagainsttheshipment.Weare

notifyingyouthatwereserveourrightto

claimonyoufortheshortage,ifitisconfirmed.

Wehavegivenourcustomersadefinite

assurancethatwewouldsupplythegoodsby

theendofSeptember.Wehopeyouwilllook

intothisurgentmatter.

Yoursfaithfully,

JackSmith

13.处理顾客投诉Settlementofcomplaint

Gentlemen:

Sept30,1988

InresponsetoyourletterofSept.25,weregret

yourcomplaintverymuch.Todaywereceived

informationfromHongKongthatthe

remaining150bikeswereonashipthat

developedenginetroubleandhadtoputinto

portforrepairs.Thetroublewasnotserious,

andthevesselisnowonherway.Sheshould

arriveatyourplacetomorroworthenextday.

Truly,

ZhangShan

14-1.处取消订货Cancellingtheorder

DearSirs:

Oct.2,1988

Wearesorrythatcausescompletelybeyond

yourcontrolhavemadeitimpossibleforyou

tokeeptheshipmentdateofSept.30.Since

youhavefailedtoupholdyourendofthe

agreement,wefinditnecessarytocancelour

order.Unfortunately,ourbuyerscannotwait

indefinitelyfortheunits.Wearesorrythatit

isnecessarytotakesuchadrasticstep.

Sincerely,

JackSmith

14-2.谅解迟运原因Consenttodelayed

delivery

Gentlemen:

Oct.2,1988

Wehavereceivedyournoticeofdelayof

shipmentduetomechanicaltroublesonthe

ship.Wearepleasedthattheorderisnowon

itsway.Thankyouforthenotice.Weare

eagerlyawaitingtheship'sarrival.

Yoursfaithfully,

JackSmith

15.货物损坏报告Complaintaboutdamaged

goods

DearSirs:

Oct.4,1988

Uponarrivalofyourshipment,theship's

agentsnoticedthatcaseNo.5wasdamaged

andnotifiedus.Thenumberofarticlesinthe

caseiscorrectaccordingtotheinvoicebutthe

followingarticlesarebroken:

(Listof

articles)

Asyouwillseeinoursurveyreportandofthe

ship'sagent's,thattheseunitsaredamaged

andquiteunsaleable.Pleasesendus

replacementsforthebrokenarticles.Weawait

yourreplyinduecourse.

Sincerely,

JackSmith

16-1拒绝接受损坏责任Reluctancefor

damageobligations

DearSirs:

Oct8,1988

Thankyouforinformingusofthe

damagedshipmentSincetheunitswere

packedwiththebestofcare,wecanonly

assumethatthecaseswerehandledroughly.

Wethereforeurgeyoutolodgeyourclaim

withtheinsurancecompany.

Sincerely,

ZhangShan

16-2.接受赔偿责任Acceptanceofdamage

obligations

Gentlemen:

Oct.8,1988

Assoonaswegotyourletter,wegotintouch

withthepackersandaskedthemtolookinto

thematter.Itappearsthatthefaultlieswith

thepackagingmaterialsused.Wehavesince

correctedthemistakes.Weapologizeforthe

oversight,andaresendinganewdelivery

immediately.

Sincerely,

ZhangShan

17.催讨逾期货款Remindingofdelayed

balance/payment

DearSirs:

Nov.30,1988

Ithascometoourattentionthatyourpayment

isonemonthoverdue.Theunitsorderedwere

deliveredtoyouonSeptember26andwere

invoicedonSeptember30.Paymentitdueon

October30.Welookforwardtoseeingyour

remittancewithinaweek.

Sincerely,

ZhangShan

2.4课外阅读与练习Furtherreadingand

practice

I、订购商品(E-C)

Pleasesendtothefollowingitemstobe

shippedbywayexpress,andbillus.Theorder

iscontingentonreceivingthetermsof

2%-30days:ldoz.linenhandkerchiefs：$2.40

4pairtanpigskingloves,size：$12.00

2doz.assortedOrlonsportshirts:$72.005pair

assortedcottonsocks:$2.00TOTAL:

$8840

寤就下列各项商品交由铁路以快运方式发

运给我们并列帐单。按照“2%-30天”的条件执

行。1打亚麻布手帕2.40美元4双棕黄色猪

皮手套(尺码)12.002打各种花色的奥纶

运动衫72.005双杂色棉线短袜2.00合计

88.40美元

2、开具所需商品单并要求尽快装运

Pleaseshipthefollowinggoodsbymotor

freightassoonaspossible,andchargethemto

ouraccount:15Ibs.bicarbonateofsoda$4.50

1grossboxesofaspirin$36,0020bottlesRapp

Syrup-#47B$10.00TOTAL$50.50.请尽模

用汽车发运下列物品：费用请记入我方帐内。

15磅小苏打4.50美元12打盒装阿司匹林

36.00美元20瓶拉普糖浆-47B10.00美元合

计50.50美元

3、确认订货

Thisistoconfirmmytelephoneorderof

yesterdayforthefollowingitems:4Jr.Sewing

MachinesModel3A7Homemaker'sIroning

Boardsl5FoldUpClothesRacks.昨天我在电

话所联系的下列各项订货现作进一步确认。4

台3A型小缝纫机、7只家用熨斗、15只折迭

式衣架。

4、要求按订货单发货

Thankyouforyoursamplesofstriped

coatingsreceivedtoday.Pleasemakeshipment

inaccordancewithourOrderNo.2602

enclosedherewith.今天收到你们寄来的带条

纹外衣料样品，谢谢.请按照信内附寄的第2602

号订单发货

5、无法供货(CE)

Werefertoyourtelexof12Augustand

oursoftodayregardingthesupplyofblack

silk.Asyouperhapsknow,demandforthe

abovehasbeenheavysincelastyear.Weare

consequentlyfullycommittedatthemoment

andareunabletomakeyoutheofferas

requested.Weassureyou,however,thatwe

shallcontactyouassoonasfreshsupplies

becomeavailable.Shouldyourcustomers

requiteothersilks,pleaseletusknow.贵公司

8月12日的电传已经收到，现就有关黑色丝绸

供货问题电复。自去年以来，上术货品的需求

量极高。本公司暂未能承接定单，故无法按贵

公司要求报价。他日一旦有新货源，本公司定

当即时与贵公司联络。若贵客户需要其他丝绸

货品，亦请告知。

6、拒绝订货

Thankyouforyourorderno.458fortin

platesheets,whichwereceivedtoday.We

regretthat,owingtoashortageofstock,we

areunabletofillyourorder.Moreover,our

manufacturerscannotundertaketoentertain

yourorderforfuturedeliveryowingtothe

uncertainavailabilityofrawmaterials.We

will,however,contactyoubytelexoncesupply

improves.Inthemeantime,pleasefeelfreeto

sendusyourspecificenquiriesforothertypes

ofmetalsheets.Youcanassuredofourbest

attentionatall今天收到贵公司458号

镀锡板的定单。因为存货短缺，未能供应贵公

司所需货品，特此致歉。此外，制造商尚未确

定原料供应量是否充足，所以不能接受其他定

单。一旦供应情况改善，我们将电传通知贵公

司。若贵公司需要其他金属薄板型号的资料，

我们乐意随时效劳.

7、再次订货

WehavereceivedtheaboveshipmentexSS

BlueSeasandarepleasedtoinformyouthat

wefindthegoodsquitesatisfactory.Sincewe

believewecanselladditionalquantitiesinthis

market,wewishtoplacewithyouarepeat

orderfor500dozensofthesamestyleand

sizes.Wewouldbegratefulifyoucould

arrangeearlyshipmentofthisrepeatorderat

weareinurgentneedofthegoods.Ifthe

goodsarenotavailablefromstock,wewould

begratefulifyoucouldadviseus,withfull

particularsofthespecifications,of

replacementgoodswhichcanbewhippedfrom

stock.

8、拒绝接受再次订货

Wearepleasedtoacknowledgeyourletter

of6Marchinformingusthatyouaresatisfied

withourladiestightsshippedtoyouperSS

BlueSeas.Wealsonotethatyouwishtoplace

arepeatorder.Weregretthatwecannotat

presententertainanynewordersforBaletto

ladies'tightsowingtoheavyorders.Weare,

however,keepingyourorderbeforeus.As

soonasweareinapositiontoacceptnew

orders,wewillcontactyoubytelex.With

regardtostocklines,weareenclosingalist

you'reyourinformation.Shouldyoube

interestedinanyofthese,pleaseletusknow

yourrequirements,statingquantity,styleand

sizes.3月6日的来信已收到，得悉贵公司满意

经由蓝海号轮船运送的女装紧身衣，并希望再

订购货品，深表谢意。由于定单过多，本公司

很抱歉暂时未能接受巴勒图女装紧身衣的新

定单。我们会保留贵公司的定单，一俟能接受

新定单，即以电传知会贵公司。现随函附上本

公司存货清单以供参考。如欲订购任何货品，

请告知所需货品之数量、式样和尺码、本公司

半竭诚为您效劳。

9、拒绝特别订货要求

hankyouforyourletterof20May

concerningyourspecialrequest.Fromtimeto

timewedorunspecialjobs,changing

materialsandcolorsforoneparticularorder.

Butwehavetoconsidermanyfactorsbefore

wecanaccepttheorder.Ihavespokentoour

productionmanager,andshehasdonethe

costing.Iamsorrytoreportthatevenifwe

didthejobforyouatcost,itwouldcomeout

wellabovethepriceyouarewillingtopay.I

amcheckingwithothermanufacturersinthe

areawhoareworkingwiththematerialsyou

wantTheymaybeabletogiveyouthequality

youdesireatafairprice.Iwillgetbacktoyou

inafewdays.Weappreciateyourbusinessand

Iamgladyouaskedusaboutthisjob.The

nexttimeyouhaveaspecialneed,pleaseask

again.Wewilltryourbesttodothejobfor

you.Ifwecannot,wewillattempttofindthe

bestcompanythatcan,谢谢贵公司5月20日特

别订货要求的来函。本公司遇有客户特别要

求，如情况许可，亦乐意加工变换有关产品的

用料或颜色。贵公司的要求经转达生产部经理

作成本预算后，考虑到所需费用较贵公司所拟

高出很多，因而未能照办，非常抱歉。现正联

络其他厂商，研究是否能以合理价格达成要

求。不日将有答复。承蒙查询加工事宜，谨致

衰心谢意。如有其他要求，本公司乐意随时候

命。即若未能效劳，亦当物色其他能胜任的商

代办。

附商务函电基本用语

1)通知

(Noun)Advice;Notice;Information;

Notification;Communication;Areport;News;

Intelligence;Message.

(Verb)(通知，告知)tocommunicate(afact)to;

toreport(afact)to...on;toapprise(aperson)

of;tolet(aperson)know;toacquaint(a

person)with;tointimate(afact)to;tosend

word;tosendamessage;tomailanotice;to

write(aperson)information;togivenotice(预

告);tobreakanewsto(通知坏消息);to

announce(宣布).

IinformyouthatIhavenowremovedmy

factorytotheaboveaddress.

Havingestablishedourselvesinthiscity,as

merchantsandgeneralagents,wetakethe

libertyofacquaintingyouofit,andsolicitthe

preferenceofyourorder

Wearepleasedtoinformyouthatour

businesswillbeturnedintoalimitedcompany

onMay1st.

Noticeisherebygiventhattheannualgeneral

meetingoftheshareholdersofourcompany

willbeheldattheBankers*ClubonMar.1.

Bythisweinformyouthatwehavetodaypaid

Mr.R.S.$120.

Throughtheselines,weintimateyouthatthey

maysendyouconsiderableorders.

2)回信

(Nouns)Ananswer;Areply;Aresponse.

(Verbs)Toanswer;Toreply;Togiveareply;

Togiveone'sanswer;Tomakeananswer;To

sendananswer;Towriteinreply;Toanswer

one'sletter.

(Prep)byreturn||byreturnofpost||byreturn

ofmail

特此回信：Replyto;Answeringto;Inanswer

to;Inreplyto;Inresponseto.

等候回信：Toawaitananswer;Towaitforan

answer.

收到回信：Togetananswer;Tofavourone

withananswer;Togetaletteranswered.

为供您回信方便，随信附去免贴邮票的信封一

个。Areturnenvelopethatrequiresnopostage

isenclosedforyourconvenienceinreplying.

Makeoutyourcheckfor$20,putitinthe

enclosedenvelope,andstartitonitswayto

us-now

Apostcardisenclosedforyourconveniencein

requestingfurtherinformation.

Thensendbackthepostcardandwellgladly

tellyou-withoutabitofobligation,ofcourse.

Wearecertainthatweareofferingasound

articleatpopularprice,andweshould

appreciateanopportunitytosubstantiateour

claims

InanswertoyourfavourofMay6,weinform

youthatweareunabletotakethegoods

offeredbyyou.

Answering/Replyingtoyourletter/toyour

inquiry,westatethatthemarketremains

quiet.

Kindlyexcuseournotreplyingtoyourfavour

ofthe8thMayuntiltoday.

Inresponse/replytoyourletterofJun.8.，Iam

pleasedtosaythatMr.??isamanof

trustworthycharacter.

Wearegladtoansweryourinquiry

concerningS.&Company

3）收讫

（Noun）Receipt（至！J）,eceipt（收据）A

receiver（领取人，取款人），Arecipient（收款人）

（Verb）Toreceive;Tobeinreceiptof;Tobeto

（at）hand;Tocometohand;Tobeinpossesion

of;Tobefavouredwith;Toget;Tohave;To

havebefore（aperson）;Tomakeoutareceipt

（开出收据）;Toacknowledgereceipt（告知

收讫）

Iacknowledgereceiptofyourletterof

yesterday,andgratefullyacceptthe

appointmentonthetermsyoumention.您昨

日来信已收悉，谨于此按您所约定的条件。接

受此项任务

6月1日贵函敬悉。Wearepleasedto

acknowledgereceiptofyourfavourofthe1st

June

本月5日来函敬悉。Weacknowledgereceiptof

yourletterofthe5thinst

Kindlyacknowledgereceipt,andhavethe

goodssentbythelaststeamerinDecember

Wedulyreceivedyourfavourofthe15thMay,

contentsofwhichwenotewiththanks

6月6日来函收悉，我们无法交运该货，甚感遗

撼。Weareinpossessionofyourfavourofthe

6thJune,andregrethavingtoinformyouthat

itisimpossibleforustodeliverthegoods

7月15日寄来的货物发票收悉。Wearein

possessionofyourinvoiceofthe15thJuly

YourfavourofJuly7sathand,andthankyou

foryourorderfor:...

Yourfavourofyesterdaycoveringachequieof

$100isdulytohand

昨天贵函已收悉。Yourfavourofyesterdayis

dulyreceived.

我们已收到您昨日写的信。Wehave/duly

receivedyourletterofyesterday.

Wereceivedonthe1stMayyourvalued

favourdated3thApril.

Wehavetoownwiththanksthereceiptof

yourfavourof6thJune.

4)确认To

confirm||Confirming||Confirmation

确认书Aletterofconfirmation为确认To

confirm;Confirming;Confirmation;In

Confirmationof

Weconfirmourcalloflastweekrespecting

ourofferstoyou

Weconfirmourrespectsofthe3rdMay,and

informyouthatyourconsignmenthasduly

arrived.

I