商务英语写作新教案

BusinessEnglishWritingChapter1BusinessEnglishWriting:ClassificationsandPrinciplesBusinessCommunicationWritingPrinciples——8CPrinciplesI.BusinessCommunicationWhatisCommunication?WhatisBusinessCommunication?ObjectivesofBusinessCommunicationClassificationofBusinessCommunication1.DefinitionofCommunicationCommunicationisthesendingandreceivingofinformation,ideas,attitudesandemotions―eitherverbalornonverbal―thatproducearesponsebetweenpeople.2.Businesscommunicationisthecommunicationwhichtakesplaceinthebusinessfield.3.ObjectivesofBusinessCommunication1)Tobeunderstoodexactlyasweintended;2)Tosecureadesiredresponsetowhatwecommunicate;3)Tobuildupanddevelopgoodwillbetweenthesenderandreceiverofthemessage.4.ClassificationofCommunication1)DownwardCommunicationisfromsuperiorstosubordinates,frombossestoemployees,fromdecision-makerstooperatingpersonnel.2)UpwardCommunicationistheoppositeflowofdownwardcommunication.Messagesfromthebottommoveupthroughmanystagesuntiltheyreachthetop.3)HorizontalCommunicationistheexchangeflowsbetweenoramongorganizationalunitsonthesamehierarchicallevel.internalhorizontalcommunicationexternalhorizontalcommunicationII.WritingPrinciples——8CPrinciplesCompletenessConcretenessConcisenessClarityCorrectnessConsiderationCourtesyCreditability1.CompletenessAcompletelettershouldincludewhateverdetailsareneededtoproducetheresponseyouwant.ToachievetheCompleteness,youshouldconsiderthefollowingsuggestions:1)Trytolistallessentialpointsinyourletter;2)Volunteersomethingextrawhich,youthink,maybeofsomeusetoyourreadernoworinthefuture;3)Offeralternativesyouareabletogive.Maybeyouwillgetanewtransaction.4)CheckforthefiveWs(who,what,where,whenandwhy)andtheH(how).2.Concreteness

1)Usespecificratherthangenerallanguagetogivespecificinformation.Compare:Thiscopiersavesyoubothmoneyandtime.BH200Copiermakes60copiesaminuteatacostofonefenacopy.Butsometimesgeneralizingisnecessaryorpreferableforbeingdiplomatic.Compare:Ourfirmsellsclothesforwomenweighingover200pounds.Ourfirmsellsfashionsforwomenwithgenerousfigures.2)Useconcreteratherthanabstractwordswhenpossible.Compare:Iaminterestedinyourvehicle.Iaminterestedinyourbrown1997FordSedan.3.ConcisenessConcisenessissayingwhatyouwanttosayinthefewestwordspossiblewithoutsacrificingtheotherCqualities.1)Avoidwordyexpressionsandstatementse.g.“Iwishtotakethisopportunitytothankyouforyoursincerecooperation.”“Thankyouforyoursincerecooperation.”2)Avoidtriteness.3)Eliminateredundancy(repetitionoflanguageelements)Mr.Liwillbehereat8A.M.inthemorning.4)LeaveoutirrelevantmaterialCompare:Ifyouhadnotinformedusofdamagesopromptly,weshould/wouldbeunabletodoanythingforyou.However,inyourcase,wearegladtotellyou…Becauseyouweresopromptininformingusofthedamage,wearegladtotellyou…4.Clarity1)Writeonthelevelofthereader’sunderstanding.2)AvoidambiguityAnambiguouswordisonethathasmorethanonemeaninginthesamecontext.Compare:TheL/Cmustreachusforarrangingshipmentnotlaterthan8October.TheL/Cmustreachusnotlaterthan8Octoberforarrangingshipment3)Avoidneedlessjargon(speciallanguageinonefieldofbusiness)Ifpossible,trytoincludeexamples,illustrationsorothervisualaidsforclarity,suchaspictures,diagrams,simpletables,samplesandprintedmaterials.5.CorrectnessCorrectnessmeansamessagemustbeunited(grammaticallyandmechanicallycorrect)andcoherent(logicallyorganized).Toachievethisaim,thewritershould:1)Usetherightleveloflanguage(formal,informal,substandard).2)Includeaccuratefacts,figuresandwords.3)Maintainacceptablewritingmechanicsorstructure.6.ConsiderationConsiderationmeanstothinkofthereaderfirstandwritefromthe“you-attitude”.“You-attitude”isastyleofwritingthatlooksatthingsfromthereader’spointofview,emphasizingwhatthereaderwantstoknow,respectingthereader’sintelligenceandprotectingthereader’sego(self-esteem).1)Toemphasizethe“you”and“your”anddeemphasizethe“I”and”my”inpositivesituationsandtoavoidtheword“you”innegativesituationsandusepassivewords/verbsandimpersonalexpressionstoavoidassigningblame.Compare:Weprovidehealthinsurancetoallemployees.Youreceivehealthinsuranceasafull-timeP&Gemployee.Compare:Youmadenoallowanceforinflationinyourestimate.Noallowanceforinflationhasbeenmadeinthisestimate.Thisestimatemakesnoallowanceforinflation.2)Toemphasizethereader’sinterestsratherthanyourownconcerns.Compare:Thelargescaleofsalesofourproductswillmakeourcompanymoreprofitable.Youwillfindthatourproductwillsellrapidlyandaffordyouaprofitmargin.3)Toemphasizewhatyoucando,notwhatyoucannotdo.Compare:Wewon’tbeabletosendyouthebrochurethismonth.Wewillsendyouthebrochurenextmonth.Trytousepositivewordstoreplacenegativewords.Improve:Wehopeyouwon’tbedissatisfiedwiththenewrangeofourelectricproducts.4)Toexpressyoursinceredesiretobeofhelp.7.CourtesyAcourteousmessage,likeacourteousperson,ispolite,considerateandemphathic.Courtesyisamajorcontributortogoodwill.Bycourtesywemeantreatingpeoplewithrespectandfriendlyhumanconcern.Itcanbeakeyfactorinfluencingoursuccessinthebusinessworld.1)Bepolite.2)BeequaltoeachotherCompare:Howcananyonequestionourabilitytorepaytheloanwhenwearesuchalarge,reputablefirm?Ourqualificationfortheloanisawellestablishedcreditrating.3)AvoidmistrustCompare:Wehavereceivedyourletterinwhichyouclaimedthattenteasetsweredamagedinshipment.Wehavenoticedinyourletterthatadamagetotenteasetsinshipmentwasfound.4)AvoidangerCompare:Youobviouslymadeamistakebysendingmethewronggoods.Thankyouforyourpromptdelivery.However,thegoodsreacheduswerenottheonesweordered.8.CreditabilityCreditabilitymeansbeinghonestandfairinallourbusinessdealings.Theobservationofthe7CswillensuretheachievementoflastC–Creditability.Beforedoingbusinesswithothers,onebusinessmanshouldlearnhowtobeaman.HomeworkReadthetextandanswerthequestion:Howdoyouanalyzethe8Csfromthepragmaticperspective?Chapter2TheStructureandLayoutofaBusinessLetterI.StructureII.LayoutIII.HomeworkI.Structure1.StandardPartsofBusinessLetters2.OptionalPartsofBusinessLettersI.Structure1.StandardPartsoftheBusinessLetter(1)Letter-head信头Itistheheadingatthetopofaletterandshowswherethelettercomesfrom.Itusuallyconsistsofthename,address,telephonenumberandfaxnumberandalsothecompanylogo,website,e-mailaddress,etc.Theletter-headisusuallyprintedonthecompany’sstationery.e.g.OMNICORPINTERNATIONAL17BunderHillRoadShrewsburyTel03-3456788Fax34567(2)Date日期Theformatofdatediffersfromcountrytocountry.e.g．①Friday,10th,March2006;②10th(or10)March,2006(U.S.military,Europe,LatinAmerica);③March10th(or10),2006(Americanbusiness);④10,3,2006or10/3/2006(causingconfusion).(3)Insidenameandaddress封内姓名和地址Itshouldduplicatetheaddressontheenvelope.Itshouldalsoincludethereader’sname,titleandaddressandisplacedattheleftmarginabout2or3spacesbelowthedateandabovethesalutation.(4)Salutation称呼Itisyourfriendlygreetingtothereaderandagreeswiththeinsideaddress.*Gentlemen(American)/DearSirs(British)/LadiesandGentlemen(CustomarySalutationstoafirm)*DearMr./Mrs./Miss/Ms(maritalstatusunknown)*Dear+firstnameItisaddressedtoanindividualyouknowwell.*DearSir&DearMadamTheyareusedinformalandimpersonalsituationsorwhenyoudonotknowthereader’sname.*DearDirector(Manager,Supervisor,Owner,DepartmentHead)Neutraltitlesarepreferredbymanyofficemanagers.*DearCustomerItisusedformessagesthatomitaninsideaddressasinsaleslettersorannouncementstomorethanoneperson.(5)Body主体Thebodyisthemessageandthemostimportantpart.Itisdifficulttodiscusshowtowriteinafewwordsbecausetherearemanypurposesofletterwriting.Butdoremember7CPrinciples.(6)Complimentaryclose礼貌结束语Itisapolitewayofclosingtheletter.Itmustagreewiththesalutationinthedegreeofformality.*Formal正式DearSir/Gentlemen———Faithfullyyours/YoursfaithfullyLadies&Gentlemen———Yoursverytruly(verytrulyyours,yourtruly)—nolongerpopular*Semi-formal半正式Sincerelyyoursoryourssincerely(verypopularbetweenbusinessmenwhohavealreadyestablishedabusinesscontactwitheachother)CordiallyyoursorVerycordiallyyours(usedwhenyoumayormaynotknowthereaderwell,butwishhimtofeeltherelationshipisfriendly).*Informal非正式DearDavid——→sincerely,cordially,bestregards,takecare,thanks(7)Signature签名Everybusinesslettermustbesigned.Itusuallyincludesthreeorfourparts:①thenameofthecompany,②thesignatureofthewriter,③thetypedname④thebusinesstitle.Page37Examples2)OptionalPartsoftheBusinessLetter(1)Reference参考号Thereferencemayincludeafilenumberordepartmentalcodeortheinitialsofthesignerofthelettertobefollowedbythetypist’sinitials.e.g.Ourref:Dep.B/4LW/PB524;KLM:trorTR;KLMorning—tr;K.LMorning:trK.L.Morning:TR/tr(IdentificationMarks)识别标记(2)AttentionLine经办Itisusedtodirectthelettertoaspecificpersonordepartmentwhenthecompanynameisusedintheaddresseeline.Itisusuallyplacedbetweeninsideaddressandthesalutation.e.g.Attention:PurchasingManager.(3)SubjectLine事由Ithelpsboththewriterandthereaderidentifythesubjectmatter,e.g.Subject:OrderNo.123;Re:InvoiceNo.123;(4)EnclosureNotation附件Ittellsthereceiverthatsomethingisincludedintheenvelopealongwiththeletter.Italsoremindsthesenderandthereaderofcheckingforenclosures.(4)EnclosureNotation附件e.g.Enclosure:SalesContract;Enc.3:SalesContract;CommercialInvoice;BillofLadingEncl.3Enclosures33Enclosures:(5)CopyNotation抄送Itindicatesacopyoftheletterisbeingusedtosomeotherbusinesspeople.Itisplacedbelowthesignatureattheleftmargin.cc:(carboncopy)xc:(Xeroxcopy)pc:(photocopy)c:(copy)e.g.cc:Mr.Taylor(6)Postscript附言Whenyoufinishtheletterandhappentothinkofsomethingelse,youmayadditattheendoftheletter.P.S.(p.s.;PS):***Iftherearetwothings,useP.P.S.Butthisisapoor/badhabitandshouldbeavoided.II.Letterstyle(Layout)1.Indentedstyle(缩格式/传统格式）Page422.Fullblockform齐头式Thisformbeginseachlineattheleft.Thisisthefastesttotypebecausetypistsdonothavetosetandusetabstopsforindenting.Page433.Modifiedblockstyle改良齐头式Itiscurrentlyoneofthemostpopularstyles.Tomostreaders,thisstyleisappealingbecauseitachievesthebestvisualbalanceonthepage.Theletterhead,date,complimentarycloseandsignaturearejusttotherightofthecenter.Page444.Modifiedblockstylewithindentedparagraphs混合式(Semi-blockstyle)Manybusinesslettersusethisstyle.Althoughthefullblockstyleiswidelyused,theindentedstyleisalsopopular,probablybecauseitsparagraphsareindentedinthesamewayofbooks,newspapersandmagazines.Page45Homework1.GivethenamesofthepartsintheletteronPage43.2.Studytheformsofenvelopeaddressingbyyourself.3.TranslatethesentencesintoEnglishonPage54.Chapter4CreditInquiryandEstablishingBusinessRelationsLettersofcreditinquiryLettersofestablishingbusinessrelationsI.Creditinquiry——akindofconsultancyletterConsultancyisthebusinessofofferingspecialistprofessionaladviceincludingmarketresearch,creditstandinginvestigation,markettrendresearchandotherservicesprovidingbusinessinformation.Consultancyserviceisusuallyprovidedbybanksorprofessionalconsultingcompaniesorindividuals.Asabusinessperson,youshouldlearntowriteaconsultancylettertoseekneededinformation.Ininternationalbusiness,anexportermayaskhisnewcustomertogivethenameofhisbank(er)orthenameoffirmswhichthecustomerhaspreviouslydealtasareference.Reference:1)apieceofwritteninformationaboutsb’scharacter,ability,etc.证明书，证明材料2)apersonwhoprovidessuchinformation.资信证明人Therearetwokindsofreference:banks’(bankers’)reference—banks银行证明人andtradereference—companies商业证明人.HowtoWriteaConsultancyLetterforCreditStanding1.Thenameofthecompanytobeinvestigatedandwhyyouarewritingtothereceiver.e.g.玛丽兰公司提出要当我公司的代理，销售我们的缝纫机，并介绍我公司向贵行了解该公司的信用、业务能力和声誉的详细情况。TheMarylandInc.isnowofferingtorepresentusinthesaleofourSewingMachinesandhasreferredustoyourBankfordetailedinformationaboutitscreditstanding,businesscapacityandreputation.2.Whatinformationyouaredemandingoraskingforadvice.e.g.如贵行对该公司就上述几点提出坦率意见将非常感激。Weshallappreciateitifyouwillgiveusyourfrankopiniononthesepointsregardingthecompany.3.Assuringthereceiveroftreatingtheinformationinconfidence(1)Anyinformationyoumaygiveuswillbetreatedstrictlyinconfidence(asstrictlyconfidential)/willbeheldinstrictconfidence.(2)我们保证随时回报贵行的好意。Weassureyouofourreciprocatingyourcourtesyatanytime.HowtoWriteaReplytoCreditInquiry1.Statingthefacts.Positive:Thecompanyyouenquiredabout(thefirmyoumention/inquestion)(1)hasmaintaininganaccountwithus与我们有账户往来forthepasttwentyyears,duringwhichtheyhaveneverfailedtomeettheirobligation.(2)isanimporterandwholesalerhereofheavylifters,havingabusinessbackgroundofsome20years.Negative:InreplytoyourletterofJune3,wearesorrytosaythatourexperiencewiththecompanywhichyouenquiredabouthasbeenunsatisfactory.2.Expressingyouropinion.Webelievethattheyowetheirreputablepositionamongthelocalwholesalersinourdistricttotheirsteadyandsincerewayofconductingbusiness.我们相信，他们之所以能在我们地区批发商中享有盛誉要归因于他们的稳定和诚实的经营作风。3.Remindingthereceiverthattheinformationprovidedshouldbekeptinstrictconfidenceandhewillnotberesponsibleforit.e.g.Pleasenotethatthisinformationisfurnishedwithoutanyresponsibilityonourpartandshouldbeheldstrictlyconfidential.请注意，我们对所提供的资料不负任何责任，并请对该资料严格保密。Mayweaskthatyoutreatthisinformationasstrictlyconfidentialwithoutresponsibilityonourpart?Homework

TradeReference我们突然接到伦敦FreemenBrothersCompany的递价,该公司现与你公司有业务往来，并把你公司作为证明人告诉了我公司。如蒙提供下列情况，将十分感激：（1）你公司与该公司业务往来有多久？（2）你公司给该公司的信贷额多大？（3）该公司还账是否及时？（4）目前该公司欠账多少？你公司提出的资料将予以严格保密，有关费用在接到你公司帐单后立即由我公司支付。ReferenceanswerDearSirs,WehavereceivedasuddenbidfromFreemenBrothersCompany,London,withwhichyouarenowdoingbusinessandthefirmgivesusyournameasareference.Weshallappreciateitifyouwillletushavethefollowinginformation:(1)Howlonghaveyoubeeninbusinessrelationswiththefirm?(2)Whatcreditlimithaveyouplacedontheiraccount?(3)Howpromptlyaretermsofpaymentmet?(4)Whatamountiscurrentlyoutstanding?Anyinformationyoumaygiveuswillbetreatedasstrictlyconfidentialandexpensesaccruing(coming)fromthisenquirywillbepaidbyusuponreceiptofyourbill.II.EstablishingbusinessrelationsLanguagePoints:Sample31.Yournameandaddresshavebeengiventousby…..Wehaveobtainedyouraddressfromsb.Weoweyournameandaddresstosb.,who….Yourfirmhasbeenrecommendedtousbysb.,withwhom……Ontherecommendationofsb.,wehavelearned…e.g.TP轻工业品集团和我们在毛纺织品方面有多年良好关系，它向我们推荐了贵公司。YourcompanyhasbeenrecommendedtousbytheTPGroupsofLightIndustrialProductswithwhomwehavebeenwellconnectedformanyyearsinthefieldofwoolentextiles.e.g.经中国银行上海分行推荐，我方得知了贵公司的名称，并很高兴与贵方建立商务关系。OntherecommendationoftheBankofChina,Shanghai,wehavelearnedwithpleasurethenameofyourformandshallbegladtoenterintobusinessrelationswithyou.2.Inviewof…/Considering…./Bearinginmind….鉴于，考虑到e.g.正式鉴于我们之间的长期的商务关系，我方才作出如此的还盘。Itisinviewofourlong-standingbusinessrelationshipthatwemakesuchacounter-offer.3.Weinviteyoutosendus….Wouldyoupleasesendus…Wewill/shall/should/wouldappreciateitifyoucan/will/would/couldsendus….Itwillbeappreciatedifyou….Weshallappreciateyoursendingus….Pleaseletushave….Pleasefavoruswith…(formalusage)e.g.如蒙汇来商品目录以及现行销售条款，我们将不胜感激。Wewouldappreciateitverymuchifyoucouldsendusyourcataloguetogetherwiththecurrentsalesterms.4.beinterestedinsth./doingsth.beinterestedtodosth.有意…拟…..e.g.Weareinterestedtobuymostoftheitemsmentionedin(on)thepricelist.5.regarding:withregardto/inregardto/asregardsSample46.bewellconnectedwith…与..有良好的关系e.g.我方与贵国所有大零售商都有着非常好的关系，并相信你方产品在此地定会有良好的前景。Weareverywellconnectedwithallthemajorretailersinourcountry,andareconfidentthatyourproductswillhaveabrightprospecthere.Sample57.beinthemarketfor…demandforsth.对…有需求e.g.一家重要的当地经销商对你方的小型节油汽车有需求。Oneimportantlocaldealerisinthemarketforyoursmall-sizedoil-savingautomobiles.e.g.Thereisagreatdemandforgroundnutsinlocalmarket.8.Weare….Wewritetointroduceourselvesas….现特去函作自我介绍….e.g.我公司是工业化工品、塑料制品和化肥的进口商，在爱尔兰国内销售。Weareimporters(Ourcompanyisthe/animporter)ofindustrialchemicals,plasticsandfertilizersforresalewithinIreland.本公司是联合王国主要电气用品出口商之一，经营各种各样电气用品，现特去函作自我介绍。WewritetointroduceourselvesasoneoftheleadingexportersfromtheUnitedKingdomof/dealinginawiderangeofElectricGoods.9.handle/dealin/tradein/beinthelineof/sth.isourline/Weareadealerinsth./sth.fall/be/lie/comewithinthescopeofourbusinessactivities/ourbusinessscope/ourbusinesslines/beactiveinthefieldofsth./specializein…经营范围是/专营…e.g.很高兴得通知贵方，你们有意购买的商品正属于我方的经营范围。Wearepleasedtoinformyouthatthecommoditiesyouareinterestedinfallwithinthescopeofourbusinessactivities.10.enclose/attach:putsth.inanenvelopeattachedtoaletter随函附上e.g.Weencloseacopyofourpricelist.PleaserefertothepricelistenclosedinourletterofAugust5.Enclosedaretwocopiesofourpricelist.Enclosedpleasefindacopyofourpricelist.Youwillfindenclosedonecopyofourpricelist.AnalyzethestructureofSample51.Sourceofinformation2.Briefintroductionofyourcompany,yourproductsandpotentialmarket3.Yourintentionofwritingtheletter4.Stateyourrequestpolitely.5.Providethereferenceswhomaygivethereadertheinformationofyourcreditstanding.6.Stateyourhope.Homework

Sentencetranslation:1.我方从贵公司驻北京代表处得知，贵方是食品工业的主要经销商之一。2.关于我们的业务和财务情况，请向东京商业银行东京总行查询。3.大阪工商会已把你公司的名称和地址告诉我们，并认为你公司是一家很大的化妆品和提包出口商。化妆品是我们主要的进口商品，但目前我们特别有意从贵国进口人造革提包。4.贵方会发现我方所附的小册子将有助于你们的批发业务。如蒙索取样品，我方立即航邮寄去。5.我方愿与贵公司在平等和互通有无的基础上建立商务关系。6.我方希望贵方在装船时遵照下列指示。1.WelearnformyourrepresentativeofficeinBeijingthatyouareoneofthemajordealersinthefoodindustry.2.Forourbusinessandfinancialstanding,wemayreferyoutoourbankers,TheCommercialBankofTokyo,HeadOffice,Tokyo.3.YournameandaddresshavebeengiventousbytheOsakaChamberofCommerceandIndustryasalargeexporterofCosmeticsandLeatherBags.Cosmeticsareourmainimports,butnowweareespeciallyinterestedinimportingMan-madeLeatherBagsfromyourcountry.4.Youwillfindourbrochureenclosedhelpfulforyourwholesalebusiness.Immediatelyuponrequest,weshallbepleasedtosendyousomesamplesbyair.5.Wearewillingtoenterinto(establish)businessrelationswithyourfirmonthebasisofequality,mutualbenefitandexchangeofneededgoods.6.Wehopeyouwillcomplywiththefollowinginstructionswhenmakingshipment.Letterwriting你从美国驻中国大使馆得知美国一家进口化工产品和药品的公司的名称和情况。写一封表示建立业务关系的信函。告知你方产品在世界市场上久享盛誉。并附上商品目录一份供参考。ReferenceanswerDearSirs,WehavelearnedyournamefromyourEmbassyandarepleasedtowritetoyouwiththehopeofestablishingbusinessrelationswithyou.WespecializeintheexportationofChineseChemicalsandpharmaceuticals,whichhaveenjoyedgreatpopularityinworldmarkets.Weencloseacopyofourcatalogueforyourreferenceandhopethatyouwouldcontactusifanyitemisofinteresttoyou.Wearelookingforwardtoyourearlyreply.YoursfaithfullyChapter5InquiriesandRepliestoInquiriesI.AboutInquiries1.ThedefinitionofaninquiryAninquiryismadetoseekasupplyofproducts,serviceorinformation.Inordertoobtaintheneededinformation,theenquirershouldstatesimply,clearlyandconciselywhathewantsgeneralinformation,acatalogueorpricelist,asample,aquotation,etc.2.Classification(1)Generalinquiry——thebuyeronlywantstohavesomebasicinformationaboutthesellerandasksforproductcatalogue,pricelist,samplesandproformainvoice.(2)Specificinquirythebuyerasksthesellerfordetailsofacertaingoodandrequiresthesellertomakeanoffer.II.LanguagePoints1.Weshouldbegratefulifyouwould….forsth./Itwouldbemosthelpfulifyoucould….e.g.如果贵方能够为我方提供新开发的重海绵，将会对我方有莫大的帮助。Itwouldbequitehelpfulifyoucouldsupplyuswithyournewlydevelopedheavy-weightsponge.2.quotation:astatementofthepriceofacertainproduct报价make/send/give/fax/emailaquotationforsth.e.g.请为给我方报铁钉的价格。PleasemakeusaquotationforIronNails.e.g.你方棉布的报价太高了接受不了。YourquotationofCottonPieceGoodsistoohightoaccept.quote:v.(1)toquoteapricePleasequoteyourlowestpriceCIFShanghai.(2)toquotesb.apricePleasequoteusyourlowestpriceCIFShanghai.(3)toquotesb.forsth.PleasequoteusforPrintedShirtingCIFShanghai.(4)toquotesb.apriceforsth.PleasequoteusthepriceforPrintedShirting.3.Perhapsyoucouldletusknow…Weshallbegladtoknow….Weshouldliketoknow….4.Ifsth.is(found)satisfactorywewouldexpecttodo….Itisusedtoinducethesellertoofferfavorably.e.g.如果贵方的报价令人满意的话，我方将大量订货。Ifyourquotationisfoundsatisfactory,wewillplacealargeorder.5.Supplysth.fromstock现货供应supplysth.tosb.supplysb.Withsth.e.g.Wecansupplyyouwithallkindsofleathershoes.n.inshort/scarce/lightsupply供应不足infree/abundant/amplesupply供应充足e.g.现在在我方市场上供大于求.Supplynowexceedsdemandonourmarket.e.g.因为仍然供不应求，因此，预计价格上涨的趋势自然会持续一段时间。Sincesupplystillfallsshortofdemand,therisingtendencyofthepriceisnaturallyexpectedtocontinueforsometime.6.Wetake/havepleasureindoingsth./todosth.现高兴地……e.g.现高兴地给贵方寄去我方最新的商品目录和当前价目表，以供贵方参考。Wetakepleasureinsendingyouourlatestcatalogueandcurrentpricelistforyourreference.7.uponreceiptof….一俟，一….就….e.g.一收到贵方信用证，我方将尽快安排货物装运。UponreceiptofyourL/C,wewillarrangethegoodstobeshippedassoonaspossible.8.回复信常用的开头方式Weareinreceiptofyour….Inreplytoyour…..Weconfirmhavingreceivedyour….Weacknowledgereceiptofyour….Thankyouforyour…..9.toforward/sendyouunderseparateoversth.另邮Wearesendingyouseparatelysth./byseparatepost/byseparatemail现另邮e.g.现另邮我方冬季报价单以供贵方参考。Wearesendingyouseparatelyourwinterquotationsheetforyourreference.SentenceExercises1.请报给我们200公吨钢板CIF青岛净价，并告知详细价格。2.随函寄去的目录所列全部项目现有存货，可以即期装运。3.如对我们的业务建议有兴趣，请寄来样品并告最优惠条款。4.如你公司能保证价格可行、品质优良、交货迅速，我们能大量经营该产品。5.如果你方价格有竞争力，交货期合适，我们打算大量订购。6.我们很高兴地随信附寄我们产品的报价单并相信它们的高质量会使你方试订货。7.收到你方3月8.我们从ABC公司得知贵公司是全棉床单和枕套的出口商。请给我们寄来你方各种产品的详细资料，包括尺码、颜色和规格，还有所有的不同质量的布料样品。1.Pleasequoteusfor200metrictonsofSteelPlateCIFQingdaonet,statingthespecificationsindetail.2.Alltheitemslistedinourcatalogueenclosedarenowkeptinourstockandreadyforimmediateshipment.3.Ifyouareinterestedinourbusinessproposal,pleasesendusthesamplestogetherwithyourbesttermsandconditions.4.Ifyoucanassureusofworkableprices,excellentqualityandpromptdelivery,weshallbeabletodealinthesegoodsonasubstantialscale.5.Ifyourpriceisfoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.6.Wetakemuchpleasureinenclosingaquotationsheetforourproductsandtrustthattheirhighqualitywillinduceyoutoplaceatrialorder.7.ThankyouforyourletterofMarch11enquiringaboutthepossibilityofsellingyourMen’sShirts,TiantanBrand,inourmarket.8.WehavelearnedfromABCCompanythatyouareexportersofallcottonbed-sheetsandpillowcases.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,colorsandprices,andalsosamplesofthedifferentqualitiesofmaterialused.Homework:LetterWriting敬启者:本公司是拉格斯Lagos最大的缝纫机进口商之一，经营各种牌号的缝纫机已有20余年。我们热切希望与你公司建立业务关系，发展我们两国之间的贸易。现传真给你们我方第303号询价单一张，盼你方早给我们报CIFLagos，包括我们的佣金5%。报价时请讲明最早交货期和可供数量。为了便于我们了解你们的产品，请你们尽快航邮目录本四份。如你方报价具有竞争性，我们打算订购500台。如蒙早日复信不胜感激。谨上DearSirs,SewingMachinesWewritetointroduceourselvesasoneofthelargestimportersofsewingmachinesinLagosandhavebeenhandlingallkindsofsuchmachinesformorethan20years.Weareeagertoenterintobusinessrelationswithyouinthehopeofdevelopingtradebetweenourtwocountries.WearesendingyoubyfaxourEnquirySheetNo.303andwillappreciateyourquotationCIFLagosincludingourcommission5%togetherwithyourindicationofquantitiesavailableandtheearliestdeliverydate.Youarealsorequestedtoairmailusyourcopiesofyourcataloguesoastoenableustohaveabetterknowledgeofyourproducts.Ifyourpriceiscompetitive,wearepreparedtoplaceanorderfor500setsofthesewingmachines.Yourearlyreplywillbemuchappreciated.SincerelyyoursChapter6Offer,Counter-offerandcounter-counter-offerI.Aboutoffers1.DefinitionAnofferisaproposalforconcludingacontractonthetermsandconditionsstated.2.Whocan