《商务英语写作》电子教案

PartThreeTheory&PracticeonBusinessLetterWritingUnit1

StructuralPartsandStylesofBusinessLetters1.StructuralPartsofBusinessLetters

Abusinessletterhaseightstructuralparts:(a)theheading(letter-head),(b)thedate,(c)theinsideaddress,(d)thesalutation,(e)thebodyoftheletter,(f)thecomplimentaryclose,(g)thesignature(handwrittenandthentyped),and(h)anyaddednotations.

1.1.Heading(信头)

Theheadingtellswherethewriterwrotetheletter.Sincemostcompaniesusestationary(文具)withprintedletterhead:thecompanyname,address,telephone,telexorfaxnumbers,andlogo(thecompanysymbol,标识,商标).

Sample:

GoldenTradingCompanyLtd.

34NorthernAvenue,NewYork,U.S.A.January20,19951.3.TheInsideAddress(封内地址)

Theinsideaddresscontainsthenameandtheaddressoftheaddressee(收信人),thepersonorcompanyyouarewritingto.Itisonthelefttwospacesbelowthedateline.Ifyouknowthenameandtitleoftheperson,youshouldincludethem.Inaddressinganindividualinacompany,theinsideaddresscontainsboththeindividual'snameandthatofthecompany.Theaddressshouldbethesameastheoneontheenvelope.

Courtesytitlesareusedinbusinessletters."Mr.""Ms.""Mrs."orasubstituteformshouldneverbeomittedfromtheinsideaddress.Whenwritingtoawomanalwaysaddressherasshesignsherself.Itisconsideredcorrecttoaddressawoman"Ms."unlessshehassignedherself"Mrs."

EsquireorEsq.maybeusedinaddressingprominentattorneys(律师,商务或法律代理人)orotherhighrankingprofessionalmenwhodonothaveothertitles."Esq."alwaysfollowsthename,seperatedfromitbyacomma."Mr."doesnotprecedethenamewhenEsquireorEsq.isused.e.g.

Stone,Esq.

"Mr."or"Esq."isusedinEnglandforaddressingasingleman.

Othercommontitlesinclude"Prof","Dr","Rev(reverend)","Hon(honorable)"(usedforsenators,congressmen,ambassadors,governors,judges,mayors,andheadsofgovernmentdepartments),etc.

"Messrs"(PluralformofMr.)maybeusedinaddressingafirmofmen,ormenandwomen,whenthenameincludesapersonalelement.e.g.MessrsMarvin,TobinandSmart.

Examplesoftheinsideaddress:

(1)Toanindividualinacompany

Mr.GeorgeF.Moore

AdvertisingManager

Price&Patterson

234SeventhAvenue

NewYork5,NewYork

U.S.A.

(2)Toananonymousofficialinthecompany

SalesManager

OfficeSystemsPtyLtd

124OakStreet

Chatswood

NSW2067

Australia

(3)Toacompany

Messrs,Kato&Co.,Ltd

2Nichome,GinzaNishi

Chuo--ku,Tokyo

1.4.TheSalutation

Thesalutationisthegreetingtothereader.Itshouldbetypedflush(exactlyonthesamelevel)withtheleftmargin,thefirstlinetwospacesbelowthelastlineoftheinsideaddress.Themostcommonsalutationconsistsof:Dearplustherecipient'sname.

Herearesomewaystowritethesalutation.

DearSirs/Gentlementoacompany

DearSirtoamanifyoudonotknowhisname

DearMadamtoawomanifyoudonotknowher

DearMrSmithtoaman

DearMrsSmithtoamarriedwoman

DearMissSmithtoanunmarriedwoman

DearMsSmithtoamarriedorunmarriedwoman

DearJohntoafriendorsomeoneyouknowwell

Astheuseofthefirstnameinsalutationisaninformalpractice,itisnotrecommendedformoreformalcommercialcorrespondence.Wedonot,however,useboththefirstandthelastnameinthesalutation.Itiswrongtoopenaletterwith"DearMrJohn"or"DearMrJohnSmith".

NotethatGentlemen,istheAmericanandDearSirs,istheBritishwayofopeningalettertoacompanywhenyouwritetoafirm,nottoaparticularperson.

1.5.TheBody

Thebodyoftheletteristhemessagethatthewriterhastoconveytotherecipient.Itbeginstwospacesbelowthesalutation.Thebodyofthelettermayconsistofoneparagraphonly,orofasmanyparagraphsasneeded.

Thereshouldbemarginatleastoneinchonbothsidesofthepaper,atthetop,andatthebottom.Ifyourletterisveryshort,youshouldmakeyourmarginslarger.

Thereissinglespacebetweenlinesunlesstheletterisveryshort.Doublespacesarebetweenparagraphs.

Whentheindentedstyle,ormodifiedblockstylewithindentedparagraphsisused,indentthefirstlineofeachparagraphfivetotenspaces.

1.6.TheClosing

Theclosingendstheletter.Thecomplimentarycloseistwospacesbelowthelastlineofthebody.Capitalizeonlythefirstword.Beginitslightlytotherightofthecenterofthepage,exceptinfullblock(完全平头式)andblockstyle(平头式).

Therearemanywaystowritethecomplimentaryclose."Yourssincerely”ismostcommonlyused."Sincerely"isthemostpopularcomplimentarycloseinAmerica."Yoursfaithfully"isBritishusageinaletterwith"DearSir"or"DearSirs"assalutation.

Thewayyouclosealetterdependsonhowyouopenit.Noticethefollowingchart,whichgivestheappropriatecomplimentaryclosetousewithvarioussalutations.

1.7.Signature

Thesignatureisthesignednameormarkofthepersonwhowritestheletterorthefirmwhichheorsherepresents.Itiswrittenininkimmediatelybelowthecomplimentaryclose.Tosignwitharubberstampisaformofdiscourtesy.

1.8.Notations(记号,注释)

Anumberofnotationsmaybeincludedincommercialcorrespondence.Theyarespecialpartsofaletterthatsupplydataforthebenefitofthewriterorfortheinformationoftheaddressee,orfortheuseofthemboth.Somenotationsareplacednearthetopoftheletterandsomenearitsbottom.

1.8.1.ReferenceNumbers(文号)

Referencenumbersenablerepliestobelinkedwithearliercorrespondenceandensurethattheyreachtherightpersonordepartmentwithoutdelay.InBritishstylemanyletterheadsprovidespacesforreferences.INTERCITYBANKPlc

58JalanThamrin,Jakarta,Mr.SBasukiYourref:

JakartaFurnishingsOurref:PL/fh/246

7JalanArjuna

Jakarta

12January1987DearMrBasuki

Officefurniture

WeareexpandingourofficesinJakartaandwewillneedextradesks,lights,chairsandfilingcabinets.

Pleasesendusyourcataloguewithyourprices,sizesandcolorsfortheseitems.Yourssincerely

(Signature)

PP.MrPeterLong

Manager

1.8.2.TheAttentionLine

Theattentionlineisusedwhenthewriteroftheletteraddressedtoacompanywishestogetitdeliveredtotheproperdepartmentoraparticularperson.

Theattentionlinealwaysfollowstheinsideaddressandprecedesthesalutation,whichforsuchaletteris:GentlemenorDearSirs.Itmaybetypedflushwiththeleftmargin,indentedfivespaces,orcenteredonthepage.Itiswritteneitherinallcapitallettersorunderlined.

1.8.3.TheSubjectLine

Thisspecialpartofaletterisusedwhenthewriterwantstomagnifytheimportanceofthesubject.Thesubjectlinealwaysfollowsthesalutationandprecedesthebodyofaletter.Itmaybetypedflushwiththeleftmarginindentedfivespaces,orcenteredonthepage.Whenbothanattentionlineandasubjectlineareincludedinaletter,followthesametypingstyleforeach.Theintroductorywordorphrase(subjectorre)isalwaysfollowedbyacolon.

Thesearenotationsnearthetopoftheletter.Thefollowingarenotationsnearitsbottom.

1.8.4.IdentificationInitials

Identificationinitialsareincludedonalmostallbusinessletters,althoughtheyarenotrequired.Theseinitialsidentifythewriteroftheletterandthepersonwhotypedit.Theyaremainlyforthebenefitofthewriterandusedforadministrativepurposes.Theinitialsofthesignercomesfirst,inallcapitalletters,followedbytheinitialsofthetypist,seperatedeitherbyaslash(/)oracolon.

InAmericanstyle,identificationinitialsaretypedflushwiththeleftmarginandfollowthesignatureblock.

1.8.5.Enclosure

Thetermenclosureisself-descriptive.Itmeansthematerialotherthantheletteritselfisenclosed.Awriterwhoisenclosinganythinginthelettershouldindicatethisbyusingthewordenclosureortheabbreviation"Enc”or"Encl”.Itfollowstheidentificationinitials.

1.8.6.CarbonCopy

Copiesofthelettermaybesenttovariouspeople,whoneedtoknowaboutthemessageeventhoughitdoesn'tpertaintothemdirectly.Thesemaybecarboncopies,butmostlikelytheywillbe

photocopied.Thenotations(标识,标记)Copiesto,C(copy),CC(carboncopy),PC(photo-copy),orXC(Xeroxcopy)designatethatothersarereceivingcopies.

1.8.7.“PerPro”Signature

PerProorPPistheabbreviationofperprocurationem,whichisaLatinphrasedenotingagency.Strictlyspeaking,onlythepartnerisentitledtosignthenameofhisfirm,butforconvenienceauthoritytosignisoftengiventoaresponsibleemployeebyadocumentknownasapowerofattorney,thoughtheauthoritytosignmayalsoarisefromcustom.

1.8.8.Postscript(附言)

Apostscript(P.S.)isanafterthought,andinformalletteritisusuallyasignofpoorplanning.Butasaspecialadvice,ithastwolegitimatefunctions.

1/.Someexecutives,toaddapersonaltouchtotheirtypewrittenletter,occasionallyaddapostscriptinpenandink.

2/.Writersofsalesletteroftenwithholdonelastconvincingargumentforemphaticinclusioninapostscript.Example:

P.S.???toseeyouattheAnnualSalesMeetingattheHillsideUnit2

SkillsforWritingforEstablishingBusinessRelationsSection1:HowtoWriteLettersforEstablishingBusinessRelationsHowtoFindNewCustomersandEstablishBusinessRelations

Thedevelopmentandexpansionofabusinessdependsoncustomers.Needlesstosaythatnocustomer,nobusiness.Theestablishmentofbusinessrelationsisthefundamentalstepinforeigntradeandininternationalexchangebecausetransactioncanonlybemadeafterthebusinessconnectionshavebeensetup.

Toseekprospectiveclientsandestablishbusinessrelationsisoneofthemostimportantmeasuresforanewlyestablishedfirmoranoldonethatwishestoexpanditsmarketandenlargeitsbusinessscopeandturnover(营业额，销售额).Usuallyafirmmayapproachitsnewbusinesscounterparts(对应或对等的人或物)abroadorobtainnecessaryinformationthroughthefollowingchannels:1.banks;2.attendanceatallkindsofcommoditiesfairs;3.contactattheexhibitionsheldathomeandabroad;4.mutualvisitsbytradegroupsanddelegations;5.ChambersofCommerceinforeigncountries;6.tradedirectories(贸易商业目录，工商行名录);7.ChineseCommercialCounselor’sOfficeinforeigncountries;8.BusinessHousesofthesametrade(商行，商号).Ofallthesechannels,communicationinwritingisthemostcommonlyusedmeansforsettingupbusinessrelations.Buthowcanyouobtainallthenecessaryinformationaboutanewclientwhenyouaregoingtowritealettertoestablishbusinessrelations?Maybeyoucanseekthehelpofmanysourcessuchasperiodicals,advertisementsinnewspapers,marketinvestigations,self-introductionbymerchantsthemselves,etc.

TheMainContentoftheLettersforEstablishingBusinessRelations

1)Refertothewaystoobtaintheaddressee’snameandaddress

2)Indicateclearlytheintentionoftheletter

3)Introducethescopeofbusinessbriefly

4)Expressthehopeforfuturebusinessrelations

Sample1:ALetterforEstablishingBusinessRelations

DearSirs,

WehaveyournameandaddressthroughtheintroductionofMr.A.G.TopWorthofSwanson&Bros.,ofHamburg,whoisoneofouroldclients.Wewishtoinformyouthatwespecializeinexportingchinawareandshallbepleasedtoenterintobusinessrelationswithyou.

Ifourabovedesirecoincideswithyours,pleaseletusknowandalsokeepusinformedofyourspecificenquiriessothatwecansendourillustratedcatalogueandpricelistforyourreferencewithoutdelay.

Inthemeantime,weshallappreciateitverymuchifyouwillfurnishuswiththenameofyourbankpriortotheconclusionofaninitialtransactionbetweenus.

Wearelookingforwardtoreceivingyourfirstenquiry.

YourssincerelyAnswertheFollowingQuestions

1.Whatdoesthewritersayinthefirstparagraphofthemessage?

2.Whatdoesthewriterasktheaddresseetodo?WordsandPhrases

1.client:apersonwhopaysforhelporadviceortogetsomeservice

e.g.Theenquiryagencyhasalotofclients.

2.enterinto:startupon,begintotakepartin

e.g.WehaveenteredintoacontractwithafirminAmerica.

3.enquiry:arequestforinformationonthesupplyofcertaingoods

e.g.Wehavereceivedanumberofenquiriesfromourtradeconnectionshereforyournewproducts.

4.catalogue:acompletelistofarticles,usuallyinalphabeticalorderandoftenwithdescriptionsofthearticles

e.g.WeareenclosingacopyofourcatalogueasrequestedinyourletterofJanuary20.

5.transaction:apieceofbusiness

e.g.Wehavefinallyconcludedthetransactionaftersomanynegotiations.Sample2:AReplytoALetterforAskingtoEstablishBusinessRelations

DearSirs,

WithreferencetoyourletterofJune27,wearegladtolearnthatyouwishtoenterintotraderelationswithus,whichalsomeetsourinterest.

Togiveyouageneralideaofourproducts,wearesendingyoubyairacatalogueshowingvariousproductsbeinghandledbythiscorporationwithdetailedspecificationsandmeansofpacking.Quotationsandsampleswillbesentuponreceiptofyourspecificenquiries.

Aswehavenothadthepleasureofdoingbusinesswithyouinthepast,wewouldliketoinformyouthatourgoodsforexportaretobeinspectedbytheShanghaiCommodityInspectionBureaubeforeshipment,andnecessarycertificatesinregardtothequalityandquantityoftheshipmentwillbeprovided.

Wearelookingforwardtoyourearlyreply.

YoursfaithfullyAnswertheFollowingQuestions

1.Whatdoesthewritersayinthefirstparagraph?

2.Whatdoesthewriterdointhebodyoftheletter?WordsandExpressions

1.learn:receiveinstructions,becomeinformedof

e.g.WehavelearnedfromouragentinLondonaboutyourrangeofelectrictypewriters.

2.corporation:company

e,g,Herhusbandworksforaverybigcorporation.

3.shipment:aloadofgoodssenttogether

e.g.Theshipmentisready,sopleaseopentherelevantL/Cassoonaspossible.

4.handle:use(goods)inbusiness,esp.forsale

e.g.Wedon’thandlethatsortofbook.

5.quotation:amountstatedascurrentpriceofstocksorcommoditiesonsale

e.g.Yourquotationsforleatherjacketsaretoohightobeacceptable.Section2:SkillsforWritingforAskingtoEstablishBusinessRelations&RepliesWriteFriendlyandHelpfulLetters

Yourfirstlettertoopenupamarketorenlargeyourbusinessscopeisveryimportant,becauseitisknownthatfirstimpressionwillcountheavily.Lettersforestablishingbusinessrelationsmustbefriendlyandhelpful.Beforeyouwriteyouropening,itisadvisableforyoutoconsider:1.Whatareyourobjectives?2.Whoisyourreader?3.Whatkindofpresentationshouldyouuse?

Therefore,thefirststepistowritedownyourobjective(s)inasimpleopeningsentence,expressingyourdesireorinterestinhavingaconnectiontoopenupbusiness.Thesecondstepistoanalyzeyourreader.Inyourcorrespondence,youneedtoputyourselfintheshoesofthepeoplewhowillbereadingyourmessage.Generallyspeaking,usethelanguagethatyouthinkthereaderunderstandsclearly.Thethirdstepistoselectappropriateplannedpresentation.Youcanaskyourself:1.Willthereaderwelcomeyourletter?2.Willthebasicmessagedispleaseyourreader?3.Doesyourletterrequestactionthatyourreaderisnotwillingtotake?

WhattoIncludeintheLetters

ThistypeoflettermayalsobecalledaFirstEnquiry.Generallyspeaking,thistypeofletterbeginsbytellingtheaddresseehowhisnameisknown.Then,somegeneralinformationshouldbegivenastothelinesofbusinessbeinghandled.Thewritershouldstatesimply,clearlyandconciselywhathecansellorwhatheexpectstobuy.Thefollowingwritingsuggestionsshouldbekeptinmind:

Opening:Whereandfromwhomyougetthenewcustomer.

Body:selfintroduction(scope,conditionandproductorcommodity),financialpositionandreference

Closing:wish,hopetokeeptherelationsI.ConventionalitiesforWritingforEstablishingBusinessRelations

1)WehaveyournameandaddressfromtheCommercialCounselor’sOfficeofyourEmbassyinBeijingandarenowwritingtoyoufortheestablishmentofbusinessrelations.我们从贵国驻京使馆商务参赞处得悉贵公司行名和地址，现特致函与贵公司建立业务关系。

2)WehavelearnedbycourtesyofMr．GreenhowthatyouareoneoftheleadingimportersofChinesechemicalsandpharmaceuticsinyourcountry．承蒙格林豪先生介绍，我们得知你们是贵国中国化工产品和药品的主要进口商之一。

3)YourfirmhasbeenrecommendedtousbyBankofChinainBeijing.在北京的中国银行已把贵公司介绍给我们。

4)Wehavethepleasureofintroducingourselvestoyouasastate-operatedcorporationdealingexclusivelyinlightindustrialgoods.我们有幸自荐，我们是一家专营轻工产品的国有公司。

5)WearethechiefcigarettepackingmaterialsexporterinAustriaandarethankfultotheChineseEmbassyinViennaforgivingyourname.我们是奥地利主要的香烟原辅材料出口商，并感谢驻维也纳的中国使馆向我们提供了你们的行名。

6)SpecializingintheexportofChinesearts&craftsgoods,weexpressourdesiretotradewithyouinthisline.我们专营中国工艺美术品出口，愿与贵方进行交易。

7)Wearewillingtoenterintobusinessrelationswithyourcompanyonthebasisofequalityandmutualbenefit.我们愿在平等互利的基础上与贵公司建立业务关系。

8)Beingcloselyconnectedwithreliablesuppliershere,weshallbeabletodoconsiderableexportbusinesswithyou.我公司与本地可靠的供应商联系密切，能与贵公司做可观的出口生意。

9)Itishopedthatbyourjointeffortswecanpromotebusinessaswellasfriendship.希望通过共同努力，我们既可促进贸易又能增进友谊。

10)Welookforwardtoyourfavorablereply.等候佳音。

11)Weshallbegratefulifyouwouldreplyatanearlydate.敬请早日答复，将不胜感激。

12)Yourearlyreplywillbehighlyappreciated.如蒙早日答复，将不胜感激。

II.ConventionalitiesforWritingRepliesforEstablishingBusinessRelations

1)WelearnfromyourletterofApril1thatyouareinterestedinestablishingbusinessrelationswithusforthepurchaseofourtools.我们从贵方四月一日来函获悉，贵方欲购我们工具，愿与我们建立业务关系。

2)Yourletterexpressingthehopeofenteringintobusinessconnectionwithushasbeenreceivedwiththanks.贵方希望与我方建立业务关系的信函已经收悉，特致谢意。

3)WithreferencetoyourletterofJune27,wearegladtolearnthatyouwishtoenterintotraderelationswithus,whichalsomeetsourinterest.关于贵方六月二十七日来函，我方很高兴获知，贵方欲与我方建立业务关系。此事也和我意。

4)Wethankyouforyourletterofferingyourservicesandshouldliketodiscussthepossibilityofexpandingtradewithyou.谢谢你方来函表示愿提供服务，我方愿与你方就扩大贸易的可能性进行讨论。

5)Wearewillingtoenterintobusinessrelationswithyourfirmonthebasisofequality,mutualbenefitandexchangingwhatonehasforwhatoneneeds.我们愿在平等互利、互通有无的基础上与贵公司建立业务关系。

6)Yourdesiretoestablishdirectbusinessrelationswithuscoincideswithours.贵方欲与我方建立业务关系的愿望与我方不谋而合。

Unit3

SkillsforWritingStatusInquiriesandRepliesSection1:HowtoWriteStatusInquiries&RepliesHowtoMakeStatusInquiries

Therearevariouswaysofgettinginformationontheotherfirms’financialposition,credit,reputationandbusinessmethods.Tradersmayapplytoabusinessfriend,banks,chambersofcommerce,orenquiryagencies.Theinformationobtainedfromabankorfromachamberofcommerceisgenerallymostreliable.It’softenbestfortraderstogetthenecessaryinformationfromabankthroughyourownbank.

TheMainContentofStatusInquiries&Replies

1)Indicateclearlytheintentionoftheletter

2)Refertoaccessofthefinancialenquiry

3)Expressthanksforthehelp

4)Assuretheaddresseethateverythingwillbekeptinconfidence.

Sample1:StatusInquiries

DearSir,

TheMarylandInc.

ThesubjectcompanyisnowofferingtorepresentusinthesaleofourSewingMachines,andhasreferredustoyourbankfordetailedinformationaboutitscreditstanding,businesscapacityandcharacter.Weshallappreciateitifyouwillgiveusyourfrankopiniononthesepointsregardingthecompany.

Anyinformationyoumaygiveuswillbetreatedstrictlyinconfidence.

Weassureyouofourreciprocatingyourcourtesyatanytime.

Yoursrespectfully,AnswertheFollowingQuestions

1.Whatdoesthewritersayinthefirstparagraph?

2.Whatpromisesdoesthewritermakeabouttheinformationtheaddresseemightgive?WordsandExpressions

1.offer:propose

e.g.Sheofferedafewideastoimprovetheplan.

2.represent:actinplaceof...asanagentdoes

e.g.DoyouhaveanybodyrepresentyouinthesaleofthatproductinEurope?

3.refersbtosbelse:asksbtogotosbelseforinformation

e.g.Iamhappytoreferyoutothefollowingpeoplewhocantellyouaboutmyworkandcharacter.

4.standing:position,status,reputation

e.g.Thiscompany’sfinancialstandingisknown.

5.credit:trustinone’sintegrityinmoneymattersandone’sabilitytomeetpaymentswhendue

e.g.Theircreditisgood.Sample2:RepliestoStatusInquiriesPrivate&Confidential

DearSirs

Uponreceiptofyourletterof30thOctober,wemadeinquiriesrespectingthefirmyoumentionedandhaveobtainedthefollowinginformation:

"Messrs.Willing&Co.madeanarrangementwiththeircreditorsinDecember19...Theirliabilitieswere￡5,000,withassets￡4,000.Thecreditorsagreedtoacompositionof60pinthepound.Afirstdividendof20pwaspaidaftersixmonthsandaseconddividendof20pthreemonthlater,butnothingfurther.Thebusinessissaidtobemakingnoprogressatthepresenttime,andwewouldadviseyoutoexerciseextremecautioninyourdealingswiththisfirm.”

Wehavealsomadeindependentinquiriesrespectingthefirm,andtheresultwaspracticallyacorroborationofouragent'sreport.

Itwould,therefore,appearinadvisabletoenterintoanycredittransactionwiththesepeople.

Youarewelcometothisinformationfreeofcharge,andwearepleasedtohavebeenofservicetoyouinthematter.

Yourssincerely.

AnswertheFollowingQuestions

1.Whatdoesthewritersayintheopening?

2.Whatdoesthewritersayintheclosing?WordsandExpressions

1.arrangement:settlement

e.g.Theyhavemadeanarrangementwiththeircreditors.

2.liabilities:debts

e.g.TheirliabilitiesareUS$1,ooo,ooo.oo.whiletheirassetsarelessthanthatsum.

3.dividend:apartpayment

e.g.Theyonlygetadividendof40penceinthepound.

4.credit:transactiondealoncredit

e.g.Doyoudocredittransactions?

5.freeofcharge:withoutbeingcharged

e.g.Thesampleisfreeofcharge.Exercise

1.TranslatethefollowingletterintoChinese.

Confidential

DearSirs

WewouldlikeyoutoenquireintothefinancialandcreditstatusofafirminMilanonourbehalf.

ThefirmisSantoDomino&Co.,distributorsofsparepartsforcars.TheirbankistheBancodiItalino,of73ViaMilano.Wewouldliketoknowtheirgeneralfinancialreliability.Inparticular,theirtradewithuswillinvolveasumofUSD50,000initially,andperhapsamonthlycreditofUSD5,000willberequired.

Weshouldbepleasedifyouwouldletusknowwhetherthiscreditisjustifiedinviewoftheirrecordinmeetingpaymentdates.Istherearecordofbaddebts?Weneedtoknowthisifwearetoextendcredittothem.

2.TranslatethefollowingletterintoEnglish.

先生们：

有关资信情况

8月3日来函收到，贵方要求我们谈谈信中提到的公司资信情况。

我们很高兴有这个机会向你们保证：我们对上述公司信心十足。该公司在本市开业多年，在业务能力和可靠履行职责方面受到高度敬重。

我公司和这家企业业务往来已超过六年，账目款项都是在规定日期及时结清。总的说来，这家公司信誉良好。

我们希望提供的这些信息会对你们有所帮助，并请严加保密。

此致

敬礼

2001年8月21日

Section2:SkillsforWritingStatusInquiriesandRepliesHowtoWriteStatusInquiries

Statusinquiriesaregenerallyheaded“Confidential”or“PrivateandConfidential”.Tradersaskingforinformationmustrememberthattheyareaskingforafavorandthereforeshouldwriteinpoliteandappreciativeterms.Whentheinformationisreceived,nomatterwhetheritisfavorableorunfavorable,asuitableletterofacknowledgementandthanksmustbesent.Thisisnomorethancommoncourtesy.I.ConventionalitiesforWritingStatusInquiries

1.Willyoupleasebesokindastofurnishuswithdetails,asexactaspossible,astothecreditwhichmaybesafelyallowedtothefirmwhosenameisgivenontheattachedslip.请你们给我们提供有关所附纸条上注明的公司的信用情况，越准确越好。

2.Messrs.Schneider&Kernhavegivenusyournameasareferencerespectingtheirfinancialstanding.Willyoupleaseinformus,inconfidence,oftheextentoftheirresourcesandalsoastotheirreputation.Schneider&Kern公司推荐我方向贵方了解他们的金融财务状况。请贵方告知他们的资金财力和信誉情况，一切保密。

3.Anyinformationyoucanfurnishastotheircapitalandreputationwouldbegreatlyvaluedandtreatedinconfidencebyus.你们能够提供有关他们资金信誉的任何情况，我们都将十分珍视，并保密。

4.Weshouldbegladtoknow:a)whethertheyareinthewholesaletrade;b)iftheirfinancialpositionisconsideredstrong;c)iftheyareamongleadingwholesalefirmsinyourcity;d)whethertheyhavethereputationofpayingpromptly;e)whethertheyhavethereputationofkeepingtheirengagementspromptlyandfully;f)whatcredititwouldbesafetoallowthem;g)whethertheircreditisatalldoubtful;h)whethertheyappeartohavesufferedverymuchfromthestrikeinyourdistrict.我们很乐意了解他们是否经营批发，他们的财务状况是否很好，他们是否是贵市的主要批发商，他们是否付款及时，他们是否及时彻底地守约，他们的信用贷款是否充足，他们的信用是否可靠，他们是否在贵地有工人罢工的麻烦。

5.Thefirmwithwhomweintendtodealhasreferredustoyouforparticularsrespectingtheirbusinessstandingandtrustworthiness.我们将与之进行业务往来的那家商行要我们向贵行了解有关他们的商业地位与信誉。

6.Wecanassureyouanyinformationyoumaygiveuswillbetreatedinabsoluteconfidence.我们可以向你方保证，你方给我们提供的任何信息，我们一定予以绝对保密。

7.Weshallmostgratefulforanyinformationyoucanobtainforus.你们若能为我们获得任何情况，我们将不胜感激。

8.Anyinformationyoumaybeabletopassontouswillbetreatedasconfidential.对你提供的任何资料，我们都予以保密。

9.Youmayrestassuredthatanyinformationyoumayprovidewillbetreatedasstrictlyconfidential.你们尽可放心，对你们提供的任何信息，我们一定予以绝对保密。

II.ConventionalitiesforWritingRepliestoStatusInquiries

1.TheAutoEngineeringCo.,Ltd.youmentionedisaprivatecompanyrunasafamilyconcernbythreebrothersandwasfounded15yearsago.你们提到的那家汽车工程有限公司是十五年前开设的一家由三兄弟经营的私营家族企业。

2.Wehavecompletedourenquiriesconcerningthefirmmentionedinyourletterof4thAprilandregretthatwemustadviseyoutoregardtheirrequestforcreditwithcaution.我们已经调查了你方四月四日信中提到的那家商行。遗憾的是我们必须奉劝你方要谨慎对待该行提出的贷款要求。

3.Asfarasweknow,theirfinancialstandingissound.就我们所知，他们的财务情况良好。

4.Thefirmyouinquireaboutisoneofthemostreliableimportersinourdistrictandhasformanyyearsenjoyedagoodreputationamongthetraders.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。

5．Theyareafirmofhighreputationandhavelargefinancialreserves.该公司声誉好，资金储备雄厚。

6.Weadviseyoutoproceedwitheverypossiblecautionindealingwiththefirminquestion.我们劝你方与该商行进行业务往来时务必谨慎。

7.