外贸英语函电1省公开课金奖全国赛课一等奖微课获奖课件

第三章商务信函书写标准

WritingPrinciplesoftheBusinessLetter1/841.礼貌（Courtesy）礼貌绝不是简单客套。它是一个真诚对“收信人态度”。试比较：WehavereceivedwithmanythanksyourletterofOct.7,andwetakethepleasureofsendingyouourlatestcatalog.Wewishtodrawyourattentiontoaspecialofferwhichwehavemadeinit.(polite)客套我们非常荣幸地收到了贵方10月7日来信，并愿意随函邮寄我们最新产品目录。希望贵方及时处理我们报价。Youwillbeparticularlyinterestedinaspecialofferonpage5ofthelatescatalogenclosed,whichyourequestedinyourletterofOct.7.(courtesy)礼貌你们必定会对我们随函寄于第5页上你们10月7日来函索要报价感兴趣。为了使书信显得礼貌，尽可能防止使用那些过激、冒犯和轻蔑语言。同时，及时回信也是一个礼貌表现。2/842.体谅（Consideration）体谅强调是“收信人态度”（You-attitude）而不是“寄信人态度”（We-attitude）。写信时，应该切记收信人要求、需要、愿望以及心情，以最正确方式表述自己信函内容。要在信中表达一个体谅之情，下面几点非常必要：a.收信人态度试比较：Compare(寄信人态度)：至于现金付款，我方允许2%折扣。Weallow2percentdiscountforcashpayment.（收信人态度）：若贵方现金付款，则可取得2%折扣Youearn2percentdiscountwhenyoupaycash.(寄信人态度)：我方不可能在本月向贵方邮寄目录。Wewon’tbeabletosendyouthebrochurethismonth.（收信人态度）：我方将在下个月向贵方邮寄目录Wewillsendyouthebrochurenextmonth.3/84b.以必定态度为主Focusonthepositiveapproach试比较：Compare（必定）：我方确信，贵方将会感到满意。Wefeelsurethatyouwillbeentirelysatisfied.（否定）：我方认为，贵方不可能会感到不满意。Wedonotbelieveyouwillhavecausefordissatisfaction.（必定）：可能在下一次，即可向贵方邮寄所需货物。Perhapsnexttimewecansendyouwhatyourequire.（否定）：非常抱歉，我方此次无法满足贵方要求。Weregretourinabilitytoserveyouatthistime.4/843.完整Completeness商务书信应包含全部必需内容，同时写信人在发信之前对全文进行仔细检验也是必要。4.清楚Clarity写信人应该尽可能将自己意思表示清楚，只有这么，对方才能正确了解信文。所以，写信人应做到：防止使用含有不一样词义或词义含糊词语。如：AstothesteamerssailingfromHongKongtoSanFrancisco,wehavebimonthlydirectservices.“bimonthly”一词含有两个意思，即每个月两次和每两个月一次，这对于读信人来说，就可能感到迷惑不解。5/84改写（rewriting）：a.WehavetwodirectsailingseverymonthfromHongKongtoSanFrancisco.我们每个月有两班从香港至旧金山直航。b.WehavesemimonthlydirectsailingfromHongKongtoSanFrancisco.我们每半个月有一班从香港至旧金山直航。c.WehaveadirectsailingfromHongKongtoSanFranciscoeverytwomonths.我们每两个月有一班从香港至旧金山直航。注意修饰语（modifiers）位置。如：a.Weshallbeabletosupply10casesoftheitemonly.b.Weshallbeabletosupply10casesonlyoftheitem.在上面两个句子中，“only”分别修饰item和10cases，所以两个句子便有着不一样意思。6/84注意句子结构(sentencestructure)。试比较：a.Wesentyou5samplesyesterdayofthegoodswhichyourequestedinyourletterofMay25byair.我方昨天航寄给贵方5个货物样品，这些样品是贵方5月25日来函索要。（该句结构混乱，使人难以看懂）b.Yesterdaywesentyou,byair,5samplesofthegoodswhichyourequestedinyourletterofMay25.我方昨天给贵方航寄了贵方5月25日来信中索要5个货物样品。（该句结构清楚，意思明了得多）认真而恰当地进行分段。商业书信应该条理清楚，易于了解。所以写信人应该对信文进行认真而恰当分段。普通常规是一个段落表示一个主题。7/845.简练Conciseness所谓简练是指在不影响完整和礼貌情况下，使用最简短语句来清楚地表示书信内容。要做到简练，可采取以下方法：（1）防止累赘冗长表示。（2）防止无须要重复。（3）使用简短语句和浅显解释。a.用一单词代替短语enclosedherewithenclosedatthistimenowduetothefactthatbecause8/84b.用短语代替句子Pleasedon’thesitatetcalluponus.改写：PleasewriteusPleaseseethatanenquiryisconductedtodeterminethereason.改写：Pleasefindoutthereason.c.用词语代替从句Werequirefull-automaticwashingmachinewhichisofthenewtype.改写：Werequirenewtypefullautomaticwashingmachine.（4）防止重复表示（5）灵活正确地使用“事由行”。这么能省去书信开头语中相同内容，并能使读者对信中谈及内容一目了然。9/846.详细Concreteness尽可能将书信写得准确、详细而生动。试比较：ST858L-BandStereoRadioCassetteRecorderisoffullfunctions.ST858L5波段收录机含有全部功效。Rewriting:ST858L-BandStereoRadioCassetteRecordercandeliverssuperbFM/MW/LW/SW1/SW2/FMStereobandreception.Fullauto-stopandautomaticquickprogramsearch(AQPSsystem)ST858L5波段收录机含有高质量FM/MW/LW/SW1/SW2/FM立体声接收功效，并能自动停机和自动快速搜索节目。10/84WehavedrawnonyouasusualunderyourL/C.我方已按通例依据你方信用证开立了向你方索款汇票。Rewriting:WehavedrawnonyouoursightdraftNo.845fortheInvoiceamount,US$560,00,underyourL/CNo.246oftheChinaBank.依据你方由中国银行开立第246号信用证，我方已按发票金额560，00美元开立了向你方索款第845号即期汇票。11/847.正确Correctness正确不但是指语法、标点、和拼写方面正确，而且也要求语言标准、陈说得当、数据准确，并要求正确了解贸易术语。在商务书信中，语法错误时有发生。如：a.withpronounsOurcompetitors’pricesare2%-3%lowerthanus(ours)b.withverbsItisoneofthemachinesthatwas(were)deliveredlastweek.c.withconjunctionsThisfridgenotonlyisattractive(isattractivenotonly)inproperprice,butalsoingoodquality.12/84d.withsubjectsWhilestudyingthereport,telephonerang.WhileIwasstudyingthereport,thetelephonerang.(rewriting)Depositingmoneywithus,ourbankcanpayyouhighdividends.Depositingmoneywithus,youearnhighdividends.(rewriting)防止夸大其辞。比如：Itisthelowestpriceavailabletoyou.这是贵方得到最低报价Itisthelowestpricethatwecanofferyounow.(rewriting)这是我方当前所能报最低价。13/84Wearewell-establishedexportersofallkindsofgoodsmadeinSweden.我们是含有良好信誉各种瑞士产品出口商。Wearewell-establishedexportersofSwedensundrygoods,suchastoys,ButtonsandStationary.(rewriting)我们是含有良好信誉瑞士产品出口商，出口玩具、钮扣及文具等杂货。14/84使用准确数字表示。比如：5%upto10%bothinclusiveupto$40inclusiveonorafterJuly10fromthe1stto15thofMarchbothinclusivefor5daysexclusiveofthedayofdispatchfor15daysexclusiveofSundays￡445.00(FourHundredandForty-fivepoundsonly)￡15.01(FifteenPoundsandOnepenny)15/84US$450.00(sayUSDollarsFourhundredandFiftyonly)1′5″*2′*3½″(onefootfiveincheswide,twofeetlong,andthreeinchesandahalfthick/high)1/4″(pipemeasuring1/4inch)120sq.ft(120squarefeet)40c.ft(40cubicfeet)28″*30yds(28inchesinwidth,30yardsinlength)16/84正确地使用大写字母。除了普通字母大写规则外，外贸函电中字母大写有其特殊之处，比如：a.North,South,East,West四个词表示地域而不是表示方位时，如：South-westAfricab.商品名称和品牌“GreatWall”ElectricFan“ThreeStars”CalfShoesc.文件名称PriceListLetterofCreditCatalogueE-35(第E-35号产品目录)17/84OrderNo.26(第26号定单)c.运输工具名称theS.S.“MerryCaptain”(“高兴船长”号货轮)theS.S.“LuckyPrince”(“幸运王子”号货轮)them.v.“EastWind”（“东风”号货轮）them.v.“SilverRiver”（“银河”号货轮）18/84第四章英语商务书信实例

第一节建立贸易关系

EstablishingBusinessRelations贸易商经过什么渠道取得所相关于新市场与新客户必要信息？（1）经过报纸、广播、中广告节目、电视经济信息以及经过因特网等（2）经过贸易客户介绍（3）经过子企业或分企业、国外代理商介绍（4）借助市场调查（5）利用参加商品交易会机会（6）派遣贸易代表团赴国外参观考查（7）经过自我介绍或回复国外贸易商询盘（8）经过银行介绍（9）经过商务参赞介绍（10）经过国内外商会介绍19/84写信人通常按以下步骤书写建立贸易关系信函：（1）信息起源（2）写信人意图（3）企业经营范围（4）相关企业财政情况及信誉情况查询之处假如写信人有意进口，他也能够向对方索要目录单、样品、价目表等。在信结尾，写信人经常表示期盼合作与早日回复愿望。建立贸易关系是交易第一个步骤。良好开端是成功二分之一。所以，在拟写相关建立贸易关系信函时，应注意礼貌、得体、热情、真挚，并应将自己要表述内容清楚地叙述完整。20/841.建立贸易关系信函惯用写作步骤：（1）thesourceofsender’sinformationofreceiver寄信人取得相关收信人信息渠道(2)thesender’sintentionofwritingtheletter寄信人写信意图(3)thebusinessscopeofsender’sfirm寄信人企业业务（经营）范围(4)thereferenceastosender’sfinancialpositionandintegrity寄信人资信情况21/842.熟悉并掌握表示上述内容惯用句型（1）相关寄信人取得收信人情况渠道表示方式有：a.Wehaveobtainedyournameandaddressfrom...e.g.WehavelearnedyournameandaddressfromthetradeMagazine,“TheBusinessWorld.”本企业由《商业世界》这本杂志，得悉贵方名称和地址。WehavelearnedfromtheChamberofCommerceinTokyothatyouareinthemarketforSportinggoods.本企业由东京商会处得悉贵方想买体育用具。22/84b.Yourfirm/nameandaddresshasbeenrecommended/given/introducedtousby...e.g.Yournameandaddresshavebeenrecommended/giventousbyTheChinaExternalTradeDevelopmentCouncil.我方由外贸协会得悉贵方企业名称和地址。23/84YourfirmhasbeenrecommendedtousbyJohnMorris&Co.,withwhomwehavedonebusinessformanyyears.承蒙约翰莫利斯企业推荐，得悉贵企业名称。我企业已与该企业有多年贸易来往。c.Throughthecourtesyof...,wecometoknowyournameandaddress.e.g.Throughthecourtesyofouroldcustomer,Messrs.Smith&Co.,wecometoknowyournameandaddress.承蒙我方老客户史密斯企业通知你方名称和地址。d.Weownyournameandaddressto...e.g.WeoweyournameandaddresstoTheChinaFederationofChambersofCommerce.我方经由中国商会联合会，得知贵企业名称和地址。24/84WeoweyournameandaddresstoBankofChina,LagosBranch,throughwhomwehavelearntyouareexportersofChineseTextilesandCottonPieceGoods.承蒙中国银行拉哥斯分行通知你企业名称和地址，我们得知贵企业是纺织品和棉布出口商。Weoweyournameandaddresstothecommercialcounselor’sofficeofAmericanembassyinBeijing.承蒙美国驻北京大使馆商务参赞处介绍，我们得知你企业名称和地址。25/84e.Weareindebtedto...foryournameandaddress.e.g.WeareindebtedforyournameandaddresstoMr.GeorgeSmith,MexicanAmbassadorinBeijing.我方承蒙驻北京墨西哥大使，乔治.史密斯之赐，得知贵企业名称和地址。f.Wearegiventounderstandthat...e.g.Wearegiventounderstandthatyouarepotentialbuyersof…whichcomeswithintheframeofourbusinessactivities.据了解，你们是某商品有潜力买主，而该商品正属我们业务经营范围。26/84g.Ontherecommendationof...,wehavelearnedwithpleasurethenameandaddressofyourfirm.e.g.OntherecommendationoftheChamberofCommerceandIndustryinyourcity,wehavelearnedwithpleasurethenameandaddressofyourfirmandwearewritingtoyoutoknowifyouareinterestedinimportingChinaStationary.承蒙贵市工商协会推荐得知贵企业名称，写信问询贵方是否有兴趣进口中文具。27/84Ontherecommendationof…Co.Ltd.,wehavelearnedwithpleasurethenameandaddressofyourfirmandshallbegladtoenterintobusinessrelationswithyou.承蒙……有限企业介绍得知贵企业名称，我们非常愿意与贵方建立贸易关系。h.Wehavethepleasuretointroduceourselvestoyouwith…/Wewrite/wishtointroduceourselvese.g.Wehavethepleasuretointroduceourselvestoyouwithaviewtobuildingupbusinessrelationswithyourfirm.我们有幸自荐，以期与你企业建立业务关系。28/84

Wewritetointroduceourselvestoyouwiththehopethatwemayhaveanopportunityofcooperatingwithyouinyourbusinessextension.我们有幸自荐，期望能有机会与你们合作，扩展业务。Wetakethelibertyofwritingtoyou…我们冒昧通信……i.Throughyourtradedelegationwhorecentlypaidavisittothiscountrywelearnedthatyouarewell-establishedimporterof…29/84建立贸易关系惯用动词短语：establish/enterinto/buildupbusiness/trade/trading(relations)enterintobusinessactivitiese.g.Wearewillingtoenterintobusinessrelationswithyourfirmonthebasisofequality,mutualbenefitandexchangingwhatonehasforwhatoneneeds.我们愿在平等互利、互通有没有基础上与你企业建立业务关系。30/84(2)相关介绍寄信人企业业务范围表示方式有：a.Ourcompanydealswith/handles/dealsin/isinthelineoftheimportandexportof...本企业经营……进出口贸易b.Wespecializein...专营……SpecializingintheexportofChineseCottonPieceGoods,weexpressoutdesiretotradewithyouinthisline.我们专门经营中国棉织品出口，愿与你们进行交易。31/84c.Weareoneofthelargest...importersinourcountryandhavehandledwithvariouskindsoftheproductsforabout...years.本企业最大……进口商之一，多年经营各种……产品d.…comes/fallsinto/be/liewithin/theframe/scopeof

ourbusinessactivities/……正属于我们业务经营范围(3)相关寄信人资信情况表示方式有：a.OurbankersaretheBankofTheycanprovideyouinformationaboutourbusinessandfinances.32/84b.Forourfinancial/creditstanding,pleaserefertothefollowingbank:.../wewouldreferyouto…c.Astoourstanding,wearepermittedtomentiontheBankof.../The…Bank.

Foranyinformationastoourcreditstanding,pleaserefertoTheBankofChina,Beijing.The…Bankofyourcitywillgiveyouanyinformationconcerningourcreditstanding.33/841.翻译（完成）以下出口商自我介绍信（1）齐头式敬启者：本企业是中国最大机械设备出口企业之一。随函附上一份相关我方当前可供货物全部详情目录，希望贵方能对其中一些产品感兴趣。若蒙收到贵企业对其中产品询价，我方将不胜感激，并报我方最低价。若贵企业不进口上述商品话，恳请贵方将此信转交给经营这类商品进口企业。我方希望收到贵方及时、有利回复。谨上34/84DearSirs,WewritetointroduceourselvesasoneofthelargestexportersofawiderangeofMachineryandEquipments.Weencloseacopyofourlatestcatalogcoveringthedetailsofalltheitemsavailableatpresent,andhopesomeoftheseitemswillbeofinteresttoyou.Itwillbeagreatpleasuretoreceiveyourinquiriesforanyoftheitemandwewillsendyouourlowestquotationsagainstthem.35/84Should,bychance,yourcorporationnotdealwiththeimportofthegoodsmentionedabove,wewouldbemostgratefulifthislettercouldbeforwardedtothecorrectimportcorporation.Wearelookingforwardtoyourfavourableandpromptreply.Yoursfaithfully,36/84敬启者：承蒙JohnMorris企业推荐，得悉贵企业名称。我企业已与该企业有多年贸易交往。我企业专营在世界市场上享受盛誉中国化学医药品出口，随函附寄一份目录供你参考，假如贵方对某一产品感兴趣话，希望与我方取得联络。期盼早日回复。谨上37/84DearSirs,YourfirmhasbeenrecommendedtousbyJohnMorris&Co.,withwhomwehavedonebusinessformanyyears.WespecializeintheexportationofChineseChemicalsandPharmaceuticals,whichhaveenjoyedgreatpopularityinworldmarket.Weencloseacopyofourcatalogueforyourreferenceandhopethatyouwouldcontactusifanyitemisinterestingtoyou.Wehopeyouwillgiveusanearlyreply.Yoursfaithfully,38/842.进口商自我介绍信敬启者：承蒙贵国驻伦敦大使馆商务参赞处介绍，使我方取得贵企业地址，兹写信想与贵企业建立贸易关系。本企业与次地主要轻工产品经销商联络甚密，我方相信，若贵方报价有竞争力话，我方能够销售大量中国商品。相关我方资信情况，请向伦敦英国银行查询。请通知贵方出口产品必要信息。谨上39/84DearSirs,WehaveobtainedyouraddressfromtheCommercialCounselorofyourEmbassyinLondonandarenowwritingyoufortheestablishmentofbusinessrelations.Weareverywellconnectedwithallthemajordealershereoflightindustrialproducts,andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.40/84Astoourstanding,wearepermittedtomentiontheBankofEngland,London,asareference.Pleaseletushaveallnecessaryinformationregardingyourproductforexport.Yoursfaithfully,41/84敬启者：承蒙东京商会介绍，我们了解贵企业在世界各地供给高品质食品，而且确信我国对各种外国食品需求量很大。现致函希望与你方建立贸易关系。本企业是日本最大食品贸易企业，在日本主要城市都有分企业门市部。我方已从欧洲、美国进口品种繁多食品，所以，在这方面拥有丰富经验。能够预料你方产品在我方市场有着辽阔前景，我们确保随时给予你方亲密合作，盼回复。此致敬礼42/84DearSirs,ThroughthecourtesyoftheChamberofCommerceinTokyo,wehavelearnedthatyouhavebeensupplyingthebestqualityfoodsallovertheworld,andwearesurethereisalargedemandforvariousexoticfoodsinourcountry.Wearewritingtoyouinthehopeofestablishingbusinessrelationswith.

43/84WearethelargestfoodtradingcompanyinJapanwithofficesorrepresentativesinallmajorcitiesandtownsinthecountry.WehavebeenimportingalargevarietyoffoodsfromEuropeandtheU.S.A.andconsiderthatwehaveconsiderableexperienceinthisfield.Abrightprospectforyourproductsinourmarketisforeseeable.Welookforwardtohearingfromyouandassureyouofourclosecooperationatalltimes.YoursFaithfully,44/843.letterofaskingforcatalogues索寄目录函敬启者：承蒙中国银行拉各斯分行通知你企业名称和地址，我们得知贵企业是纺织品和棉布出口商。现通知纺织品是我们主要进口商品，但当前我们尤其有意从贵国进口印花细布。如你企业能确保价格可行，品质优良，交期快速，我们能大量经营该商品。如贵企业能航邮寄来商品目录和样本，并提供相关印花细布一切必要资料，方便我企业熟悉你企业供货质地和工艺，我们将不胜感激。期待早日回复。此致敬礼45/84DearSirs,WeoweyournameandaddresstoBankofChina,LogosBranch,throughwhomwehavelearntyouareexportersofChineseTextilesandCottonPieceGoods.Foryourinformation,textilesareourmainimports,butnowweareespeciallyinterestedinimportingPrintedShirtingfromyourcountry.

46/84Ifyoucanassureusofworkableprices,excellentqualityandpromptdelivery,weshallbeabletodealinthesegodsonasubstantialscale.Wewouldthereforehighlyappreciateitifyouwouldsendusbyairmailcatalogues,samplebooksandallnecessaryinformationregardingPrintedShirting,soastoacquaintuswiththematerialandworkmanshipofyoursupplies.Wearelookingforwardtoyourearlyreply.Yoursfaithfully47/844.回复信函须知：一定要在首句中说明已收阅何时来信，并对来信细节作详细回复例句见书本P25-26ReferenceExpressions21—33ExercisesforbusinessestablishmentIFillintheblankswiththerightwordorwords.1.Wearesendingyouthesamples____requested.a.beb.arec.asd.for2.Wetrustthatyouwillfindourgoods___.a.attractingb.tobeattractivec.attractyourattentiond.attractive48/843.Thebrochurecovers___widerangeofproductswedealin.a.theb.ac.ofd.about4.Wewould___verymuchifyousendussomesamplesimmediately.a.thankyoub.appreciateitc.appreciated.appreciateyou5.Ifanyoftheitemsis__toyou,pleaseletusknow.a.interestb.interestingc.interestedd.interests49/846.Ourproductsenjoy__inworldmarket.a.mostpopularb.greatpopularityc.goodsellerd.sellingfast7.Weare___acopyofourcatalogforyourreference.a.sendb.coveringc.closedd.enclosing8.Weareanxiousto__themarketforourAntimonyTrioxide,whichatpresentenjoysalimitedsaleinEurope.a.increaseb.enlargec.expandd.extend50/84II.Choosetheappropriatewordorwordsintheparentheses.1.As(regard,regards)machinetools,weregretto(say,inform)thatwearenotabletosupplyforthetimebeing.2.Being(specialized,handled)intheimportandexportofArtandCrafts,weexpressourdesiretotrade(with,to)youinthisline.3.Toacquaintyou(of,with)ourproducts,wearesendingyou(by,under)separateairmailacopyofcatalogandseveralsamplebooksforyourreference.51/844.(Incase,Provided,If)youfindourproducts(interested,interesting)toyou,pleaseletushaveyourspecific(order,enquiry).5.Pleasetelexusthedetailedinformationofyourproducts(available,provide)atpresent.6.Asyoumayawarethatourgoodsenjoygreat(sales,popular,popularity)inmanycountries.52/847.Astoourbusinessand(finances,financing),pleaserefer(with,to)theBankofBarclay,London.8.In(comply,compliance)withyourrequest,wesentyouthismorning3samplesofourcomputerdisk.53/84III.TranslatethefollowingsentencesintoEnglish1.我企业是该地域电子产品主要进口商之一。我们借此机会与贵方接洽，希望与贵方建立贸易关系。2、我企业经营机械设备进出口业务已多年，我们产品在许多国家享受盛誉。3、承蒙我国驻北京大使馆商务参赞处介绍，得知你企业名称和地址。4、我们了解到你们是日用化学品制造商。我们有一客户想要购置贵国化装品，如能马上航寄当前所能供之货目录及价格表，我们将不胜感激。54/845、相关我们资信情况，请向中国银行上海分行查询。6、电器用具属我企业经营范围。7、我企业有意购置你企业棉布。8、我们随函寄给你方询价单一张。9、我们希望早日收到你方详细询价单。10、非常感激您8月10日问询，而且很愿意回复以下：55/841.Weareoneoftheleadingimportersofelectronicproductsinthearea,andtakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelations.2.Wehavebeenengagedinhandlingimportingandexportingofmachineryandequipmentformanyyears,andourproductshaveenjoyedgreatpopularityinmanycountries.3.WeoweyournameandaddresstotheCommercialCounselor’sofficeofourEmbassyinBeijing.4.Wearegiventounderstandthatyouareamanufacturerofdailychemicals.Oneofourclientsintendstobuycosmeticsfromyourcountry.Wewillappreciateithighlyifyouairmailthecatalogueandpricelistofthegoodsavailableatpresent.5.Forourcreditstanding,pleaserefertotheBankofChina,ShanghaiBranch.56/846.Electricgodsfallwithinthescopeofourbusinessactivities.7.Weareinterestedin(buying)yourCottonPieceGoods.8.WeencloseanEnquiryNote.9.Weexpectthatyouwillletushaveyourspecificenquiryassoonaspossible./Welookforwardtoreceivingyourspecificenquiryassoonaspossible.10.WereceivedwiththanksyourinquiryofAugust10andarepleasedtoreplyasfollows:

57/84IV.Writealettertoaforeigncompanyforestablishingbusinessrelationscoveringthefollowingcontents:1.thesourceofyourinformation2.yourintention3.yourbusinessscope4.thereferenceastoyourfirm’sfinancialstanding5.yourexpectationYoumayaddaSubjectlineandAttentionlineforyourletter58/84询价及回复ENQUIRIESANDREPLIES1、询价通常是由买方发出，在许多情况下，买方将询价信函与建立贸易关系信函融为一体，也就是说，在信开头表示了希望建立贸易关系意愿之后，接着就向对方索要相关商品目录本、价格单、样品等等。59/842、在回复询价时一定要即使认真，因为每接到一封询价信，就意味着有了做成交易机会。即使一时没货，也不要置之不理或者简单地一句无货了事。要采取主动主动态度，有礼貌地、得体地作出回复。在回复开头能够先对询价表示感激，如：Thankyouforyourenquiry.Wearesorrythatwehavenostockatpresent.假如暂时无货，还能够在交货期上做文章，比如问询对方晚些时候交货行不行：CouldyouacceptdeliveryinJulyorSeptember?还能够向对方推荐类似才产品，或请对方看看你方商品目录，可能也会对目录中其它产品感兴趣：60/84MayIdrawyourattentiontoitem14?Perhapsyou’dliketoglancethroughourcatalogue.在普通询价信中，购货商应清楚地表明自己所需要包含普通信息、产品目录或价目表，以及样品簿等相关内容。而在详细询价信函中，则应该指出所要购置产品名称。既能够索取产品目录、价格表和样品，也能够询求报盘。询价信函应力争简明扼要。对于收到询价信函，应做出及时而礼貌回复，并全方面回答询价中所包括事项。61/84敬启者：从纽约ABC企业处得知，贵方是贵国主要出口商之一。当前，我方对进口贵方产品很感兴趣。若能向我方函寄产品目录、样品簿或者在可能情况下惠寄样品，我方将不胜感激。请通知详细广州到岸价、折扣及付款方式等。希望此次合作将是我们双方长久而有利贸易关系良好开端。谨上62/84Enquiry:Gentlemen:WelearnfromABC&Co.,NewYorkthatyouarealeadingexporterinyourcountry.Weare,atpresent,verymuchinterestedinimportingyourgoodsandwouldappreciateyoursendinguscatalogues,samplebooksorevensamplesifpossible.PleasegiveusdetailedinformationonCIFGuangzhouprices,discounts,andtermsofpayment.Wehopethiswillbeagoodstartforalongandprofitablebusinessrelations.Trulyyours,63/84敬启者：

贵方3月21日询价函收悉。感激贵方对我方出口产品感兴趣。兹随函附寄数份带插图目录和价目表，上面有贵方要求了解情况。同时，我方又为贵方另函寄去产品样品，由此即可了解到我方产品质量和工艺。我方相信，当贵方看到产品时，一定会同意我方产品对很挑剔用户也是很有吸引力。按照订购货物数量多少，我方能够给予适当折扣。至于付款方式，我方通常要求用即期信用证支付。再次感激贵方对我方产品兴趣。我方期盼着贵方订单，同时请贵方相信，我方会对贵方订单作出及时而认真考虑。谨上64/84Reply:Gentlemen:

WewelcomeyouforyourenquiryofMarch21andthankyouforyourinterestinourexportcommodities.Weareenclosingsomecopiesoforillustratedcataloguesandapricelistgivingthedetailsyouaskfor.Alsounderseparatecover,wearesendingyousomesamplewhichwillshowyouclearlythequalityandcraftsmanship.Wetrustthatwhenyouseethemyouwillagreethatourproductsappealtothemostselectivebuyer.

65/84Weallowaproperdiscountaccordingtothequantityordered.AstothetermsofpaymentweusuallyrequireLetterofCreditpayablebysightdraft.Thankyouagainforyourinterestinourproducts.Wearelookingforwardtoyourorderandyoumaybeassuredthatitwillreceiveourpromptandcarefulattention.Trulyyours,66/84Practice1敬启者：从贵方3月9日来函有幸得知，作为中国棉织品出口商，贵方热切期望与我方建立直接贸易关系。这恰好与我方愿望相同。当前，我方对印花衬布很感兴趣。若能收到贵方航寄相关这类产品目录、样品及必要资料，以帮助我方了解贵方产品质量和工艺，我方将不胜感激。同时，请报贵方CIF温哥华最低价，包含我方5%佣金，并通知最早装船日期。若贵方报价含有竞争力，装运日期能够接收，我方便从贵方大量订货。期盼早复！谨上67/84DearSirs,WearegladtonotefromyourletterofMarch9that,asexportersofChineseCottonPieceGoods,youaredesirousofenteringintodirectbusinessrelationswithus.Thishappenstocoincidewithourdesire.Atpresent,weareinterestedinPrintedShirtingandshallbepleasedtoreceivefromyoubyairmailcatalogues,samplesandallnecessaryinformationregardingthesegoodssoastoacquaintuswiththequalityandworkmanshipofyoursupplies.Meanwhilepleasequoteusyourlowestprice,C.I.F.Vancouver,inclusiveofour5%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.Yoursfaithfully,68/84Practice2敬启者：我企业有意大量购置各品牌数码相机，如蒙通知送抵中国深圳交货成本、保险加运费价将不胜感激。如能惠寄样本和价格表，亦必感激不尽。我企业素来向其它企业购置次类产品，熟悉贵企业能大量供货且价格有吸引力，另外，我们相信贵企业产品质量。盼早复。真挚问候。谨上69/84Gentlemen:

WeareinterestedinbuyinglargequantitiesofDigitalCamerasindifferentbrands.WewouldbeobligedifyouwouldgiveusafavorablequotationCIFShenzhen,China.Itwouldalsobeappreciatedifyoucouldforwardsamplesandyourpricelisttous.

70/84Weusedtopurchasetheseproductsfromothersources.Wemaynowprefertobuyfromyourcompanybecauseweunderstandthatyouareabletosupplylargequantitiesatmoreattractivepries.Inaddition,wehaveconfidenceinthequalityofyourproducts.Welookforwardtohearingfromyousoon.Kindestregards.Yourstruly,71/84回复敬启者：欢迎贵方7月15日询盘，并感激贵方对我方数码相机感兴趣。现随函寄上我方附插图产品目录和价格表，上面有贵方想要了解详细情况。至于付款条件，我方通常要求是保兑、不可撤消即期信用证。我方已向中国销售过次类产品，而且在该国由北京某进出口企业代理。敬请贵方直接与该企业联络。我方认为该企业会向贵方提供相关我方产品详细情况，而且相信贵方定会发觉我方产品质量可靠，价格合理。谨致问候谨上72/84ReplyGentlemen:

WewarmlywelcomeyourenquiryofJuly15andthankyouforyourinterestinourdigitalcameras.Weareenclosingourillustratedcatalogueandpricelistgivingthedetailsyouaskfor.Asforthepaymenttermsweusuallyrequireconfirmed,irrevocableLetterofCreditpayablebydraftatsight.

73/84WehavealreadysoldsomeofthosecamerastoChinaandarenowrepresentedtherebyTheXXImport&ExportLtd.,Beijing.Maywesuggestthatyoucontactthecompanydirectly?Wethinkthefirmmaysupplyyouwithmoredetailsofourcameras.Wefeelconfidentthatyouwillfindthegoodsarebothexcellentinqualityandveryreasonableinprice.Withbestregards.Yourssincerely,74/84Exercises(translation)询价及回复1、倘贵方能从速寄上任何新款式手表目录及价格，则感幸甚。2、我方希望取得贵方各种规格手电筒样品，以及最低价格。3、以下物品供给，请以大连运费、保险费在内价，通知贵方最优惠价格。4、倘贵方通知关于出口价格、付款条件、最快交货日期以及数量折扣全部资料,则感幸甚。5、我方很高兴收到贵方10月20日索取我方产品目录信函。6、随函附寄价格表有我方最低旧金山运费、保险费在内价。倘贵方能于9月15日以前订货，我方可承诺在11交货。7、订购100打或100打以上，我们乐于给予价目表价格3%折扣。8假如所报价格含有竞争力，我方将给贵方大量订单。9、在收到你方书面订单后一个月货可备妥待运。10、请按青岛装运港船上交货价给我方报上述商品。75/84参考答案1.ItwouldbeappreciatedifyouwouldsendusatyourearliestconveniencecatalogsofanynewmodelsofWristWatcheswiththeirquotations.2.WewouldliketohavesamplesofvarioussizesofyourFlashlightstogetherwiththelowestprices.3.Pleasequoteusforthesupplyofthefollowingitems,givingyourbestpricesC.I.F.Dalian.4.WewouldappreciateyourlettingushavefullinformationregardingExportprices,termsofpayment,earliestdeliverydateandquantitydiscount.5.WearehappytoreceiveyourletterofOctober20requestingacatalogofourproducts.76/846.TheenclosedpricelistcariesourlowestquotationsC.I.F.SanFrancisco.WecanpromisedeliveryduringNovemberifyouplaceyourorderwithusbySeptember15.7.Wewouldbepleasedtograntyouadiscountof3%fromourlistpriceforanorderof100.8.Providedthepricesquotedarecompetitive,weshouldliketoplacelargeorderswithyou.9.Thegoodswouldbereadyforshipmentonemonthfromreceiptofyourwrittenorder.10.PleasemakeusanofferfortheabovegoodsonFOBQingdaobasis.77/84工艺品询价函敬启者：十分感激中国银行通知我方贵企业名称和地址，欣然得知贵企业是中国最大工艺品生产商和出口商之一。现谨奉告在澳大利亚因为即将在悉尼举行年奥运会，对于价廉含有显著东方特色礼品需求甚殷。当前来说，如能尽快报给我方不一样尺寸景泰蓝杯子和花瓶最低价，我们将不胜感激。也欢迎贵方对其它所推荐旅游者喜爱中