教学课件-外贸英语函电课件3版

EnglishforBusinessCommunicationThirdEditionContentsChapter1Writtencommunication------anoverview

Chapter2EstablishmentofBusinessRelations

Chapter3Inquiriesandreplies

Chapter4

MakingQuotations&Offers

Chapter5

Making

Counteroffers&DecliningOrders

Chapter6Acceptance&OrdersContents

Chapter7TermsofPaymentChapter8LetterofCreditChapter9Packing&ShipmentChapter10InsuranceChapter11Complaints&ClaimChapter12AgencyLearningObjectivesBeabletograspthepartsofbusinesslettersBeabletograsptheformatsofbusinesslettersBeabletograsptheenvelopeaddressingBeabletograspthebasicprinciplesofbusinessletter-writingBeabletograspe-mailwritingPreface1.Definition

Englishbusinesscorrespondencereferstotheletters,cables,telexes,faxesande-mailsdealingininternationalbusiness,aswellasindomestictrade,ofcourse.2.Aim

Thepurposeofthiscourseistohelpyoulearnhowtowritegoodbusinesslettersbyusingup-to-dateexpressionsinthesimplestpossiblelanguage.IthasitsuniquelanguagestyleandjargonsItisfullofbusinessterminationsandabbreviationsThereisacloserelationsbetweenEBCandinternationaltrade3.FeaturesWeareinthemarketforsilkblousesandshouldbepleasedifyoucouldkindlyquoteusyourkeenestpricesforthegoodsbelowOfferquotationordercounterofferletterofcreditCIFFOBYL11/11RVDS/C123L/CUNRCVPLSRUSH

Examples:

PartsofaBusinessLetter

A.Thestandardparts

theletterheadtheinsideaddressthedatethesalutationthebodyoftheletterthecomplimentaryclosethesignature

PartsofaBusinessLetter

A.Thestandardparts

Theletterheadwillshow:Thesender’snameThesender’sfullpostaladdress

PartsofaBusinessLetter

A.Thestandardparts

(2)TheDateshouldalwaysbeshowninfullTheorderofthedate:day/month/year(nocommasareused)month/day/year(acommaafterthemonth)

PartsofaBusinessLetter

A.Thestandardparts

(3)TheInsideAddressTherecipient’snameTherecipient’sfullpostaladdress

PartsofaBusinessLetter

A.Thestandardparts

(4)Thesalutationisthepolitegreetingwithwhichaletterbegins.DearSirs,Gentlemen:

PartsofaBusinessLetter

A.Thestandardparts

(5)Thebodyofthelettercontainstheactualmessageoftheletter

PartsofaBusinessLetter

A.Thestandardparts

(6)ThecomplimentarycloseismereapolitewayofendingaletterYoursfaithfully,===DearSirs,Trulyyours,=====Gentlemen:

PartsofaBusinessLetter

A.Thestandardparts

(7)ThesignatureThenameoftheorganizationThesignatureofthemanageraswellashis/herjobtitleorposition(8)thereferences(9)thespecialmarkings(10)thesubjectline(11)thecarboncopynotation(12)theenclosurePartsofaBusinessLetterB.Theoptionalparts

(8)thereferencesPartsofaBusinessLetterB.Theoptionalparts

eg.BC/EN/151212(9)thespecialmarkingsPartsofaBusinessLetterB.Theoptionalparts

eg.Attn.:Mr.JackLeePersonnelDirectorDalianvocational&TechnicalCollege100Xiaboroad,Ganjingzidistrict.Dalian116035,China(10)thesubjectlinePartsofaBusinessLetterB.Theoptionalparts

eg.Re.:SewingMachines(11)thecarboncopynotationPartsofaBusinessLetterB.Theoptionalparts

eg.CCto:ABCcompanyBccto:××××××(12)theenclosurePartsofaBusinessLetterB.Theoptionalparts

eg.Enc.Asstated.Enc.3Encls.3Formofabusinessletter

1.ThefullyblockedstylewithOpenPunctuationThefullyblockedstyleisnowthemostwidelyusedmethodofdisplayforallbusinessdocuments.Thisstyleisthoughttohaveabusinessappearance.Thislayoutreducestypingtimeastherearenoindentationsfornewparagraphsortheclosingsection.Openpunctuationisoftenusedwiththefullyblockedstyle.Againthisreducestypingtimebecausethereisnoneedforanyunnecessaryfullstopsandcommas.齐头式示例除信头外全部左对齐2.IndentedstylewithOpenPunctuation

FollowingtraditionalBritishpracticetheindentedstylebusinesslettersareroughlydividedintotwostyles:"Blocked"and"Indented".TheformerisusedmainlyintheUnitedStateswhilethelatterisusedtobepopularinBritishandtheoldBritishcolonies.缩行式示例日期靠右具体收信人和事由居中段首缩格客套结束礼词和签名偏右改良齐头式示例参考编号和日期靠右签名偏右EnvelopesaddressingaccuracyclearnessappearanceTheprinciplesofaddressingenvelopes:

Nameandaddressofthereceivershouldbetypedabovehalfwaydowntheenvelope,leavingenoughspaceforthepostmarkorstamps.thereturnaddressshouldbeprintedintheupperleftcorneroftheenvelope.Postnotationssuchas‘Registered’,‘Certified’or‘Confidential’shouldbeplacedinthebottomleft-handcorner.

EnvelopesaddressingEnvelopesaddressingWhenaletterismailedtoathirdpersonwhoisboundtopassitontotheaddressee,writethethirdperson'snamedownbelowtheaddressee’s,writethewords‘careof’infrontofit.

LanguageandtoneØ

Choosethemethodofcommunicationcarefully.Ø

Createthedocumentthoughtfully.Ø

Presentthedocumentsothatitlooksgoodandgivesanimpressionofefficiencyandreliability.Ø

Useaformatthatisneat,easytoreadandstructureslogically.Ø

Useappropriatetone,consideringthecircumstances,thesituationandtherecipient.Ø

Ensureyourmessageisaccurateintermsofgrammar,spellingandpunctuation.1.RememberyourABC

AccurateCheckfactscarefullyIncludeallrelevantdetailsProofreadthoroughlyBriefkeepsentencesshortUsesimpleexpressionsUsenon-technicallanguageClearUseplain,simpleEnglishWriteinaneasy,naturalstyleAvoidformalityorfamiliarity2.Becourteousandconsiderate

Replypromptlytoallcommunications-answeronthesamedayifpossible.Ifyoucannotanswerimmediately,writeabriefnoteandexplainwhy.Thiswillcreategoodwill.Understandandrespecttherecipient’spointofview.Resistthetemptationtoreplyasifyourcorrespondentiswrong.Ifyoufeelsomecommentsareunfair,betactfulandtrynottocauseoffence.Resistthetemptationtoreplytoanoffensiveletterinasimilartone.Instead,answercourteouslyanddonotloweryourdignity.3.UseappropriatetoneIfyourletteristoachieveitspurposethetonemustbeappropriate.Thetoneofyourletterreflectsthespiritinwhichyouputyourletteracross.Youalteryourtoneofvoicetoconveymessagesindifferentways.Muchofwhatyousayisalsointerpretedthroughnon-verbalclues-----eyecontact,gestures,inflectionsofthevoice,etc.Thistypeof‘readingbetweenthelines’isnotpossiblewiththewrittenword.Thereforeitisvitaltochooseyourwordscarefully.Youcanbefirmorfriendly,persuasiveorconciliatory—itdependsontheimpressionyouwishtoconvey.Itisimportanttotrytogetthetonerightbecauseusingthewrongtonecouldcauserealoffencetoyourreader.4.WritenaturallyandsincerelyTrytoshowagenuineinterestinyourreaderandhis/herproblems.Yourmessageshouldsoundsincerewhilewritteninyourownstyle.Writenaturally,asifyouarehavingaconversation.5.RemembertheKISSprinciplesKISSstandsfor:KeepItShortandSimpleKISSmeansinsteadoflongorcomplexwords,useshortones.6.UsemodernterminologyOld-fashionedphrasesaddnothingtoyourmeaning.Suchunnecessary,long-windedphrasesarelikelytogiveapoorimpressionofthewriterandmayevenleadtoconfusion.Agoodbusinessletterwillusenomorewordsthanarenecessarytoconveyaclearandaccuratemessage.7.IncludeessentialdetailsIftherecipientofyourlettermustaskaquestion,orifsomethingisunclear,thensomethinghasbeenomittedfromyourmessage.Donotleaveanythingtochance.Includeallessentialinformation.8.BeconsistentConsistencyisnotonlyimportantinthewayyourmassageispresented,itisimportantwithinthemessageitself.ThepeopleattendingwillbeGeorgeBush,BillClintonandDennyfromtheSales.ThepeopleattendingthenextcommitteemeetingwillbeGeorgeBush,BillClintonandDennySmith.9.Useactivenotpassivevoice‘Voice’isagrammaticaltermthatreferstowhetherthesubjectofthesentenceisactingorreceivingtheaction.Usingactivevoicecanconsiderablyimproveyourwritingstyle.Activevoicemakesyourwritingmoreinteresting,morelivelyandmore--well,active!Activevoice:Tomplayedtheviolin.Passivevoice:TheviolinwasplayedbyTom.Makecomparisons:10.ComposeCLEARcommunicationsCLEARobjectives.Yourmessageshouldbe:ClearLeavenodoubtinyourreader’smind.Helpyourselfbybeingspecific,avoidingvagueexpressions,usingfamiliarwordsandusingsimpleEnglish.Rememberalsotousestraightforwardlanguagethatyourreadercanunderstand,writteninafriendly,natural,conversationalstyle.10.ComposeCLEARcommunicationsCLEARobjectives.Yourmessageshouldbe:LogicalStructureyourmessagelogically,rememberingtousethe4pointplan.Startwithanintroduction,developyourpointslogicallyinthecentralsection,andcometoanaturalconclusioninwhichyoustatetheactionyouneedfromthereader.Finishwithanappropriateone-line.EmpatheticPutyourselfinyourreader’splaceandaskyourselfhowthereaderwillfeelwhenhe/shereadsyourletter.Ifanythingisunclear,orifanythingiswordedbadly,thenchangeitbeforeyousentit.AccurateMakesurealltherelevantdetailsareincluded------times,dates,namesofcommodity,factsandfigures.RightProofreadcarefully(notjustspellcheck)tomakesureeverythingis100%rightbeforeyousentthemessage.CLEARobjectives.Yourmessageshouldbe:Themottoinbusinessletter-writing

Aletterispersonalcontact.Theexchangeofinformationisbasictobusiness.Lettersshouldbeeasytoreadandeasytounderstand,theymustbefriendlyandcourteous.Businesslettersshoulddevelopgoodwill.Structuringcommunications4POINTPLANIntroduction(BackgroundandBasics)Details(FactsandFigures)ResponseorAction(Conclusion)Close(Asimpleone-liner)1234外发的邮件收件人被抄送人被暗抄人事由主体部分添加附件处接收的邮件主体部分发件人收件人被抄送人事由日期附件PracticeArrangethefollowinginproperformastheyshouldbesetoutinaletter:1)

Sender’sname:ChinanationalLightIndustrialProductsImport&ExportCorporation,DalianBranch2)

Sender’saddress:111RenminRoad,Dalian,China3)

Sender’sE-mail:dalian@chinalig.Com.Cn4)

Sender’stelephonenumber:86-411-828282785)

Sender’sfaxnumber:86-411-828282696)

Sender’sReferenceNumber:WDF/LL7)

Sender’sInternet:http://www.Chinalight.C/chi-version/dalian.htm8)Specialmarkings:TheHeadofExportDepartment9)Date:Aug.23,200610)Receiver’sname:Biddle,Sawyer@Co.,Ltd11)Receiver’saddress:125FitzoryStreet,London,SW825DY,England12)Salutation:DearSir,13)Subjectline:100%CottonBedSheets14)Body:1)

WethankyouforyourletterofAug.16enquiringforthecaptionedgoods.15)Body:2)Theenclosedbookletcontainsdetailsofallourbedsheetsandwillenableyoutomakeasuitableselections.16)Welookforwardtoreceivingyourspecificenquirywithkeeninterest.17)Complimentaryclose:Yoursfaithfully,18)Signature:ChinaNationalLightIndustrialProductsImport&ExportCorporation,dalianBranchManager:WangDafa19)Enc.AsStated.20)CCto:ABCCompany

Toestablishbusinessrelationswithprospectivedealersisoneofthevitallyimportantmeasureseitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.Nocustomers,nobusiness.ChapterTwoEstablishmentofBusinessRelations

WHY?LearningObjectivesBeabletowriteself-introductorylettersBeabletowritelettersoftransferringrelationsBeabletowritelettersofcreditinquiry

HOW?WebBanksCommercialCounselor’sOfficeChambersofCommerceinforeigncountriesTradeDirectoryAdvertisementsAttendanceattradefairsandexhibitionsheldathomeandabroadMutualvisitsbytradedelegationsandgroups

Merchantsmaybeapproachedthroughthefollowingchannels:KeyWords&Expressionsestablishbusinessrelationsbusinessscopeimportexportimporterexportercommercialcounselor’sofficechamberofcommercecreditstandingLetter1Self-introduction

LanguagePointsobtainv.

togetsth.thatyouwant获得，得到

类似的表达法还有：oweone’snameandaddresstosb.承蒙告知…名称和地址要感激…WeoweyournameandaddresstotheChamberofCommerceinyourcity.承蒙告知贵公司行名和地址，要感激贵市商会。

LanguagePointstobeindebtedto…foryournameandaddresstocometoknowthenameandaddressofyourfirmthroughthroughthecourtesyof…wecometoknowyournameandaddresstohaveobtainedyournameandaddressfrom…tohavenotedyournameandaddresstoberecommendedtosb.by…ontherecommendationof…LanguagePointstheCommercialCounselor’sOffice

商务参赞处得知贵公司行名和地址要感谢您瑞士驻北京大使馆商务参赞处。YourturnWeoweyournameandaddresstotheCommercialCounselor’sOfficeoftheSwiss.

informv.通知informsbofsth.通知某人某事informsb.that

通知某人某事beinformedthat

兹通知LanguagePointsYouareinformedthatthegoodsunderyourOrderNo.616havebeenreadyforshipment.YourturnPleaseinformusofthenameofsteameranddateofshipment.请告知船名和装运期。兹通知你方第616号订单项下的货物已备妥待运。LanguagePointsThecommercialCounselor’sOfficeinthiscityhasadvisedusofyournameandaddress.LanguagePointsWeareinmarketforGroundnuts.beinthemarketfor

欲购；想买一位日本客户拟购绿茶。OneofourclientsinJapanisinthemarketforgreentea.我们想要购买花生。LanguagePoints你们应该充分利用图书馆的书籍。availoneselfofv.

利用借此机会对你方的密切合作表示感谢。1)Weavailourselvesofthisopportunitytoexpressourthanksforyourclosecooperation.2)Youshouldavailyourselvesofthebooksinthelibrary.astate-operatedcorporation/apublic-ownedcorporationaprivatecorporation私有公司/企业Soleproprietorships个人企业Partnerships合伙企业Jointventures合资企业

类似的表达方式：agovernment-ownedcorporation（enterprise）国有公司/企业inthehopeof

希望（后接动名词）LanguagePointsLanguagePointshandlev.经营（某种或某类商品）

类似的表达法还有：

totradeintodealinbeinline

Yourturn我们是国营公司，专门经营棉布的进出口业务。Weareastate-operatedcompany,handlingexclusivelytheimportandexportofCottonPieceGoods.LanguagePointsWehavebeenformanyyearsinthechemicalline.我们经营各种各样的棉布。Wetradeinallkindsofcottonpiecegoods.Theyaremainlydealinginfertilizers.他们主要经营化肥。我们从事化工产品这一行业已有多年。LanguagePointsacquaintv.熟悉；了解toacquaintsb.withsth.使某人了解某事be/getwellacquaintedwithsth.熟悉（了如指掌）YourturnWewanttoacquaintourselveswiththesupplypositionofcrudeoilinyourcountry.我们想了解贵国的原油供应情况。Wearewellacquaintedwiththemarketconditioninyourneighboringcountries.我们对你们邻国的市场情况了如指掌。LanguagePoints我们对这些商品不熟悉。Wearenotacquaintedwiththesearticles.onthebasisofequality,mutualbenefitandexchangeofneededgoods在平等互利、互通有无的基础上也可以这样说：onthebasisofequality,mutualbenefitandexchangingwhatonehasforwhatoneneedsLanguagePointsthroughmutualefforts通过共同努力byjointefforts通过共同努力LanguagePoints我们总是在平等互利的基础上同全球商人做生意。tradev.n.totradeinsth.totradewithsb.

YourturnWetradeintheimportandexportoftextiles.我们从事纺织品的进出口业务。Wetradewithmerchantsallovertheworldonthebasisofequalityandmutualbenefit.LanguagePointsLookforwardph.期待你方早日答复。Welookforwardtoreceivingyourearlyreply.Welookforwardtoyourearlyreply.Chineseversionoftheletter敬启者：

从英国驻北京大使馆商务参赞处得知贵公司行名地址，他们告知我们你公司拟购买牛仔裤。借此机会致信你方寄希望与贵公司建立业务关系。我公司是国营公司，从事服装的进出口业务。为使你们对我们的业务范围有所了解，随函附上目前有关你方所询购商品的我方出口价格表一份。我们的贸易政策是在平等互利互通有无的基础上同各国做生意。希望通过共同努力，既促进贸易又增进友谊。期待早日收到你方的询盘。谨上，

Self-introductionletter-writingstatethereasonsofyourletterstateyourpurposeofyourlettermakeabriefself-introductiongivetherecipientanincentivetoreplyWritingStepswhereyougettheinformationaboutthepersonorcompanytowhomyouarewritingtheletter;yourintentionforexportorimport;abriefintroductiontoyourbusinessscope,experienceandproducts;thereferenceastoyourfirm’screditstanding;expectationforcooperationandanearlyreply.

Aletteraimingatestablishingbusinessrelationsusuallyconsistsoffollowingsteps:Letter2Transferringbusinessrelations

LanguagePointsaddressv

写信给；接介词toHeadOffice

总店passonv.ph.转交ThisletterisaddressedtothePresidentDaiofDalianVocational&TechnicalCollege.此信是写给大连职业技术学院戴院长的。DalianBranchOffice

大连分公司

也可以说：DalianBranch/DalianOffice

总公司、总部

类似的表达法：forward，transmit你方对包装的建议已转交我方制造商参考。YourletterofMarch5addressedtoourDalianOfficehasbeenpassedontousforattentionandreply.你方三月五日写给我大连分公司的信已转交我们办理答复。Yourcommentsonpackinghavebeenpassedontoourmanufacturersfortheirreference.

LanguagePointsforattentionandreply研究答复；办理答复LanguagePoints希望你方能对此信予以迅速办理。attentionn.注意；办理Yourapplicationwillhaveattention.你的申请会得到考虑。Wecanassureyouthatyourorderswillreceiveourimmediateandcarefulattention.对你方所有的订单将予以及时认真办理。Wehopeyouwillgivethisletterpromptattention.fallwithinthescopeofone’sbusinessactivitiesliewithinthescopeofone’sbusinessactivitiescomeundertherangeofone’sbusinessactivities属于某人经营范围thecaptionedgoods/标题项下的货物thesubjectgoods/标题项下的货物captionedadj.

标题的

LanguagePointsLanguagePointsregretv.n.抱歉；遗憾regret作动词用时，后接名词、动名词、不定式或that从句PracticeWeverymuchregretthatweareunabletosupplywhatyourequiresofar.抱歉目前我方不能供应你所要求的货物。LanguagePointsWeregretbeingunabletomakeyouoffersforthisarticle.我们无法给你方这种货物的报盘，甚歉。Weregretthatthebusinesshasfallenthrough.

十分抱歉，没能做成这笔买卖。Muchtoourregret，wecannotentertainyourcounteroffer.非常遗憾，我方不能考虑接受你方的还盘。Wenotewithregretthatyourbuyersarenotinterestedinouroffer.遗憾得知你们的客户对我方报盘没有兴趣。LanguagePointsrepresentv

代理；代表representativen.representationn.LanguagePoints近来我公司在东南亚地区的代理空缺，可任命你来担当此任。抱歉地通知你方，在这一行业我们现在已有了全权代表。Wearesorrytoinformyouthatwearefullyrepresentedatthistime.Weareveryhappytoappointyouasourrepresentativeandlookforwardtoamutuallybeneficialassociation我们高兴地任命你为我方的业务代表并期待彼此互利的贸易关系。OurrepresentationinSoutheastAsiahasbecomevacantrecently.Wecouldappointyouforthisposition.

Practice

LanguagePointslinen.行业trade,fieldOurlineisporcelain.Wehavebeenformanyyearsinthetextileline.我们经营瓷器。这是自行车中较好的一种。

我公司经营纺织品已有多年了。Thisisagoodlineofbicycles.强调能做某事的关键因素是所处的地位，在其“位”谋其“政”而不是靠主观努力所能达到的,因此不能接条件从句。Wearenotinapositiontoacceptyourduplicateorderasthegoodsyourequiredareoutofstock.我们无法接受你方重复订单，因为你所要求的货物已没有库存。beinapositiontodosth能够做某事

LanguagePoints

recommendv

推荐；建议LanguagePointsrecommendationn.介绍；推荐YourfirmhasbeenrecommendedtousbytheChamberofCommerceinTokyo,Japan.日本东京商会把贵公司推荐给我们。TheyrecommendthatwetrytheEuropeanmarket.Werecommendconcentrationofoffers.我们建议集中报盘。Werecommendthemtomakeoffersconcentrically.我们建议他们集中报盘。他们建议我们试一下欧洲市场。PracticeLanguagePointsCanyourecommendsomegoodproducts?Arethereanyfirmsyouwouldparticularlyrecommend?Theairlinebookingservicesrecommendtravelerstobooktheirflightsearly.能为我们推荐些好产品吗？是否有具体公司向我们推荐？航空售票处建议乘客应及早订票。LanguagePointsapproachv.接洽，联系；临近approachsb.forsth为某事与某人接洽，联系他们已就水污染一事多次与那家工厂联系。由于生产接近尾声，请尽快传真与我们联系。Theyhaveapproachedthatfactoryseveraltimesforwaterpollution.Asthemanufactureisapproachingcompletion,youarerequestedtofaxuswithoutanydelay.销售季节日益临近，许多客户与我方接洽索要报盘。随着春天的临近，越来越多的人开始对衬衫感兴趣。Withtheapproachofspring,moreandmorepeoplearebecominginterestedinshirts.Thesellingseasonisapproaching,manyclientsapproachusforoffers.LanguagePoints

interestedadj.

感兴趣的tobeinterestedinsth：对…感兴趣beofinteresttosb：（某物）使某人感兴趣LanguagePointsThenewtypeofcomputerisofgreatinteresttoourstudents.Ourstudentsareveryinterestedinthenewtypeofcomputers.我们的学生对新型计算机很感兴趣。Weareinterestedinimportingyournewtypeofbicycles.当客户表示对你的商品感兴趣时，那就意味着客户具有了“买意”，请一定抓住机遇，促成交易的达成。

TipsLanguagePointsshould引导的条件从句，相当于

if但比

if要客气委婉，常用于商务英语Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.倘若你方价格具有竞争性而且交货期可接受的话，我们有意向你方大量订购。Shouldtheamountexceedthatfigure,L/Cwillberequired.倘若金额超过此数字，则要求用信用证支付。PracticeHowtotransferbusinessrelations？identifyingthereference(thereasonoftheletter)transferringtraderelations(statesthespecificaddress)endingyourletterAnalyzingtheLetterParagraphOne:theopeningsentenceofthisletter(thereason)ParagraphTwo:transferringbusinessrelationsParagraphThree:theclosingsentenceofthisletterComments:Intheletter，thewriterstatesthereasonwhythetransactioncannotbeconcludeddirectlyandreferstherecipienttothewriter’srepresentativeinU.S.A.

Chineseversionoftheletter敬启者：你方3月5日致我大连分公司的函已转交我公司办理答复，因为标题项下的货物属于我们的经营范围。然而我们非常遗憾地通知你方这一具体业务已委托美国洛杉矶18号大街的……公司代理。所以我们不能向你们供应该商品但愿意建议你方与他们直接接洽以满足你们所需。如对其它任何产品感兴趣，请告知。我们将十分乐意报盘。谨上，Letter3Requestforestablishmentofbusinessrelations1.recommendv推荐；建议LanguagePointsTheyrecommendthatwetrytheEuropeanmarket.recommendationn.介绍；推荐YourfirmhasbeenrecommendedtousbytheChamberCommerceinTokyo,Japan.日本东京商会把贵公司推荐给我们。我们建议集中报盘。Werecommendconcentrationofoffers.他们建议我们试一下欧洲市场。LanguagePoints2.thelargestimporters

最大的进口商theleadingimporters

最大的进口商3.acceptv.接受；

acceptancen.接受

acceptableadj.可接受的

unacceptableadj.不能接受的你方的提议对我们来说是可以接受的。LanguagePointsInviewofthesmallamountofthistransaction,wearepreparedtoacceptpaymentbyD/Patsightforthevalueofthegoodsshipped.鉴于此笔交易的金额较小，我们准备接受以即期的付款交单向你方收取货款。Yourproposalisquiteacceptabletous.LanguagePoints4.clientn.客户，一般情况下指证券、保险、法律事务所方面的委托人；贸易上指交易中的大宗买卖的生意人，常用于函电。而customer是指一般经常购物的老主顾，不论经常与偶然，业务多与少。5.favorv.赐予；给予；（后接介词

with），相当于口语中give但要比give更委婉客气，这也是商务英语的特点

LanguagePoints6.requirementn要求；需要；specificrequirements具体的要求detailedrequirements详细的要求tomeetone’srequirements满足某人的要求tomeetone’sneed满足某人的需求Wecanmeetyourrequirementsfor3tonsofwalnutmeat.我们能满足你方所需要的三吨核桃仁。LanguagePoints7.beinapositiontodosth能够做某事（强调能做某事的关键因素是所处的地位，在其“位”谋其“政”而不是靠主观努力所能达到的,因此不能接条件从句。）我们无法接受你方重复订单，因为你所要求的货物已没有库存。Wearenotinapositiontoacceptyourduplicateorderasthegoodsyourequiredareoutofstock.LanguagePoints8.competitiveprices竞争性的价格competitiveedge竞争优势Ifyourpriceiscompetitive,wewillplaceanorderwithyou.如果你方价格有竞争力的话，我们将向你方订购。Yourproductshavenocompetitivecapacityinourmarket.你方的产品在我市场上没有竞争力。LanguagePoints9.customn.习惯；惯例

customarya.通常的；惯例的；习惯的ItisourcustomtotradeonthebasisofL/C.在信用证的基础上做生意是我们的惯例。Aswemustadheretoourcustomarypractice,wesincerelyhopethatyouwillnotthinkusunaccommodating.由于必须坚持我们的习惯做法，希望你们不要认为我们是不肯通融的。LanguagePoints10.basisn基础

onthebasisof在…基础上Thepricewequotedisquiterealisticasourpriceisonthebasisofinternationalmarket.我方所报价格是很实际的，因为此价是以国际市场价格为基础。

11.anirrevocableletterofcredit不可撤销的信用证12.should引导的条件从句，相当于if但比if要客气委婉，常用于商务英语Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.倘若你方价格具有竞争性而且交货期可接受的话，我们有意向你方大量订购。

Chineseversionoftheletter执事先生：贵市商会以最大的各种各样款式规格童装进口商的身份将贵公司介绍给我们。所以，我们现写信给你方殷切期望与贵公司建立贸易关系。你们将了解到我们的上述产品已被海内外的客户所接受达20多年之久，并享有良好的声誉。由于我们的产品质量优异，可以说如果你方能将具体需求告知我们，我方就能以具有竞争性的价格向你方提供一等产品。关于支付条件，我们做生意的惯例是以不可撤销的信用证为基础。谨上，Letter4Thefirsttouch1.asper:prep.accordingto

按照，根据，如…所示Pleasemakeshippingarrangementsasperourordersheet.请按照我方定单来安排装运事宜。Willyoupleasepackthosemachinesasperourpackinginstructions?能否按照我方包装指示包装这些机器？LanguagePoints2.inquiryn.

询问，询价，调查makeaninquirytosb向某人询问makeaninquiryaboutsth询问某种商品的价格makeaninquiryintosth调查某事inquiry-office问事处inquiry-desk询问台，问事处InquiryNote=InquirySheet

询价单LanguagePoints随函附上小册子一本，向你方详细介绍我们所能提供的多种服务项目。3.attach:v.

随…附上，封入

表示附在某封信内时，用介词to或heretohebrochureattachedwillgiveyoudetailsofthevariedservicewecanrender.你方男式皮鞋的报价太高难以接受。LanguagePoints4.quotation:n.报价make(send,give,cable,fax)sbaquotationforsth

向某人就某种商品报价用介词for：PleasemakeusyourlowestquotationforMen’sShirts.请向我方报男式衬衫的最低价。

买方提及卖方报价时用介词of：YourquotationofMen’sLeatherShoesistoohightobe

acceptable.LanguagePoints5.keenest:n渴望的；热切的；激烈的；低廉的；

keenestprice=lowestprice最低价格，克己价格在商业英语中，买方一般不用lowestprice来形容卖方的产品，因为lowestprice有贬低对方产品质量的嫌疑。awaitwithkeeninterest殷切地期待

withakeendesiretodosth急切地要做某事OneoftheclientsfromKuwaitiskeentopurchaseChinesegoods.一位科威特客户渴望购买中国货。殷切期待你方早日答复。Wearelookingforwardtoyourearlyreplywithkeeninterest.他们很想买一批样货试销。Theyareratherkeenontryingoutasampleshipment.LanguagePointsChineseversionoftheletter执事先生：作为本市最大的中国工艺品进口商之一，我公司非常高兴与贵公司建立贸易关系。目前，我们对你方的产品感兴趣，详细情况如随函第618号询价单所示，如能早日收到你方最低报价将十分有幸。谨呈，Letter5CreditinquiryLanguagePoints1.referenceN.咨询；查询；参考;资信证明人

refersbto使某人向…请教；使某人向…查询（询问）Astoourcreditstanding,youmayrefertotheBankofChina.关于我方的资信状况，请向中国银行查询。YoumayrefertotheBankofChinafortoday’sexchangerate.你可向中国银行咨询今日汇率情况。referV.咨询；查询；参考

（后接介词to）

LanguagePointsPracticeWeshallbeobligedifyouwouldfurnishuswithyouropiniononthefinancialstatusandreliabilityoftheabovecompany.如能对上述公司的财务状况和可靠性提出你方的意见，将不胜感激。TheABCInternationalTradeCo.Ltd.,withwhomwehavehadconsiderabletransactionsforthepasttenyears,wouldprovideyouwithanyinformationrelativetoourcreditstanding.ABC国际贸易有限公司在过去的十