現(xiàn)代商務(wù)英語寫作的基本原則

1、 contemporary business writingw fundamentals of modern business writing 現(xiàn)代商務(wù)英語寫作的基本原則w business letter writing 商務(wù)信函寫作w report writing 報告寫作 business english writingw establishing business relations 建立貿(mào)易關(guān)系w inquiries and requests 日常詢盤w replies 回復(fù)函w declining a counteroffer 拒絕還盤w orders 定單w complaints

2、and claims 投訴與索賠w adjustments to claim letters 索賠復(fù)函w urging establishment of letter of credit 催證w invitations and thank-you letters 邀請函與感謝信w notes and announcements 便條與通知w letters of application 申請信w resume 簡歷w recommendation letters 推薦信 establishing business relations建立業(yè)務(wù)關(guān)系w establishing business r

3、elations is the first step in a transaction in international trade. writing letters to new customers to establish relations is a common practice in business communications.w general information about a company, including the name and address, can be obtained through the following channels: 1. banks

4、2. chambers of commerce 3. advertisement in the media 4. commercial counselors office in foreign countries 5. exhibitions and trade affairsw when you write your first letter, you should tell your reader how you obtained his or her name and address, express your desire to do business and explain what

5、 you hope to buy or to sell.w 一. we have your name and address from the commercial counselors office of your embassy in beijing and are now writing to you for the establishment of business relations. 我們從貴國駐京使館商務(wù)參贊處得悉貴公司行名及地址，現(xiàn)特致函與貴公司建立業(yè)務(wù)關(guān)系。 1. we have obtained / come to know / heard / learned your n

6、ame and address from our embassy in your country. 2. we owe your name and address / fax number / postcode / business scope / products / e-mail address to china council for the promotion of international trade in beijing.w 二. we have learned by courtesy of mr.greenhow that you are one of the leading

7、importers of chinese chemicals and pharmaceuticals in your country. 承蒙格林豪先生介紹，我們得知你們是貴國中國化工產(chǎn)品和藥品的主要進(jìn)口商之一。 例：we understood from world bank / through the courtesy of ccpit / on the recommendation of aerchem, inc. / after contacting your trade delegation that you are one of the leading importers of chi

8、nese chemicals and pharmaceuticals in your country.useful expressionsv 三. your firm has been recommended to us by bank of china in beijing . 在北京的中國銀行已把貴公司介紹給我們了。 例：your name has been introduced /suggested / brought forward / given to us by citibank, shenzhen office.v 四. we have the pleasure of intro

9、ducing ourselves to you as a state-operated corporation dealing exclusively in light industrial goods. 我們有幸自薦，我們是一家專營輕工業(yè)品的國有公司。 例：we have the pleasure to introduce take pleasure in introducing take the liberty of introducing avail ourselves of this opportunity to introduce are venturing to write to

10、introduce wish to introduce ourselves to you as a state-operated corporation dealing in light industrial goods.v 五. we are the chief cigarette packing materials exporter in austria and are thankful to the chinese embassy in vienna for giving your name. 我們是奧地利主要的香煙原輔材料出口商，并感謝駐維也納的中國使館向我們提供了你們的行名。 例：w

11、e are thankful / grateful / obliged / indebted to the chinese embassy in vienna for giving us your name and address.v 六. specializing in the export of chinese arts & crafts goods, we express our desire to trade with you in this line. 我們專門經(jīng)營中國工藝美術(shù)品出口，愿與貴方進(jìn)行交易。 例：specializing / being experienced /

12、 having been for years / dealing exclusively in the export of chinese.v 七. it is hoped that by our joint efforts we can promote business as well as friendship. 希望通過共同努力，我們既可促進(jìn)貿(mào)易又能增進(jìn)友誼。 例：it is hoped that through our endeavors / to our mutual benefit / for our common interests we can promote.vwe look

13、 forward to your favorable reply. 等候佳音。 例：we await / appreciate / expect / anticipate / hope to receive your favorable reply.vwe shall be grateful / obliged / glad / thankful if you will reply at an early date. 敬請早日答復(fù)，將不勝感激。vyour early reply / prompt attention / immediate response / favorable answer

14、 will be highly appreciated. 如蒙早日答復(fù)，將不勝感謝。vwe await your further news with interest. 我們切盼你方進(jìn)一步的消息。 結(jié) 束 語 sample letters for establishing business relationsdears sirs,your name and address have been given to us by the hongkong & shanghai banking corporation of jakarts . we are now writing to you

15、for the establishment of business relations.we have had no contact with yout country before. in view of the developing friendly relations between our two countries, we wish to ascertain whether cooperation to the advantage of both our firms could be established. we invite you to send us details and

16、prices, possibly also samples, of such goods as you would be interested in selling, and we shall gladly study the sales possibilities in our market . on the other hand, please favor us with a list of those goods you are interested in obtaining from us so that we might be able to quote on some and gi

17、ve you all the necessary information regarding supply possibilities.yours faithfully,dear sirs,we owe your name and address to the chamber of commerce, tokyo, who informed us that you are in the market for personal computers.we are one of the largest computer manufactures in our country in our count

18、ry and have been handing various kinds of computers for about 10 years. we approach you today in the hope of establishing business relations with you and expect, by our joint efforts, to enlarge our business scope.in order to acquaint you with our business lines, we enclose a copy of our illustrated

19、 catalogue covering the main items suppliable at present. if you are interested in any of the items, please tell us by fax. well give you our lowest quotations and try our best to comply with your requirements.our customers are always satisfied with our products and the service after the sale. we be

20、lieve that you will be, too , after we do business together.our banker is the bank of tokyo, japan. they can provide you with information about our business and finances.we are looking forward to your early reply.yours faithfully,business scope = line of business 經(jīng)營范圍 manufacturers write to importer

21、s now more and more factories and manufacturers are allowed to sell their products in the world market. if you are working in such an enterprise with the governments approval of import and export, you will be write directly to the importers abroad for thesale of your products without any help from a

22、n export company.sample letter 1:dear sirs,we have been manufacturing this product for 20 years.our success in trade, which can be seen from our rapid expansion from a single factoryof medium size twenty years ago to a total number of fourteen large modern factories situated at various places in the

23、 pudong development zone today, depends entirely on the trustworthiness of our products. our trade name, which we value so much, will sufficiently warrant your confidence in us.yours faithfullycomplete the following sentences一. we have the pleasure of 1. 告訴你們，我們已經(jīng)與貴方代表( representative ) 取得了聯(lián)系。 2. 獲悉

24、貴方對與我公司建立業(yè)務(wù)往來很感興趣。 3. 將我公司駐滬辦事處的地址及聯(lián)系人告訴貴方。二. we are appreciative of 1. 貴方有和我公司建立貿(mào)易關(guān)系的意向( intention )。 2. 貴方為促進(jìn)我們雙方的貿(mào)易和友誼所作的努力。 3. 貴方對此事的及時處理。三. 1. 承蒙中國銀行的介紹， 2. 多虧我駐貴國使館經(jīng)參處的介紹， 3. 經(jīng)湯姆和威廉姆公司推薦， we learnt that you are the chief importer of electric appliances in your country.exerciseson the recommend

25、ation of.承.推薦、介紹by courtesy of .through the courtesy of.承.的好意相告 translate the following letter into english 美國 j & m 有限公司已將貴公司的名稱和地址告知我們，并認(rèn)為貴公司是中國有潛力的棉布買主。棉布屬于我公司的經(jīng)營范圍，我們將很樂于與貴公司建立直接的業(yè)務(wù)關(guān)系。 茲隨函附上商品小冊子和價目單各一份，以便于了解我們可供出口棉布的概況。一當(dāng)接到貴方的具體詢價，將立即航空郵寄我公司的報價單和樣本。 恭候佳音。 . 謹(jǐn)上exercisesinquiry 詢盤 inquiry she

26、et 詢價單 quotation 報價 indent 定單 invitation to offer 邀請發(fā)盤 offer 發(fā)盤 firm offer 實盤 counter offer 還盤 voluntary offer 主動發(fā)盤 bid 遞盤 acceptance 接受 contract 合同 conditional acceptance 有條件的接受 confirmation 確認(rèn)書 agreement 協(xié)議 memorandum 備忘錄 import contract 進(jìn)口合同 purchase contract 購買合同 sales contract 銷售合同 allowance 折讓

27、、允差 purchase confirmation 購買確認(rèn)書 current price 現(xiàn)行價 retail price 零售價 rebate 回扣 sales confirmation 銷售確認(rèn)書 wholesale price 批發(fā)價 businessman/merchant/dealer 商人wholesaler 批發(fā)商retailer 零售商sole / exclusive agent 獨家代理salesman 推銷商speculator 投機(jī)商compensation trade 補(bǔ)償貿(mào)易1. generally speaking, this type of letter sho

28、uld include the sources of information related to -the address, e.g. how you know his name and address; -your intention, i.e. why you are writing to him; -a brief introduction of your firm, e.g. your business scope、 your branches, and also your liaison offices, if any; references as to your firms fi

29、nancial standing and credit rating, etc.2. if you are in the market for the goods the addressee can export, you may also request for samples, price-list, catalogues, etc. meanwhile you may state simple, clearly and concisely what you can sell.writing guidelines report writing 報告寫作w memorandum and in

30、formal, short reports 備忘錄與非正式的短篇報告w proposals and formal reports 建議書與正式報告w punctuation marks 標(biāo)點符號 商務(wù)信函構(gòu)成要素w標(biāo)準(zhǔn)部分：wletterhead 信頭: 包括發(fā)信人公司的名稱、地址、傳真或電傳號碼。wdate line 發(fā)信日期winside address 封內(nèi)收信人地址wsalutation 對收信人的尊稱wbody 正文wcomplimentary 結(jié)尾敬語wsignature 簽名二. 特別部分：wattention line 制定收信人wsubject and reference l

31、ines 事由worganization name 公司名稱wauthor, title and department 撰稿者印刷體姓名wreference initials 主辦人代號（便于考查信函的主稿人和打字人）wenclosure notation 附件注明wcopy notation 復(fù)本注明（cc to mr.li 或 cc the uni trading co.,ltd.)make corrections in the format of the following letterrocky mountain high country realtymile high buildin

32、gone denver plazadenver, colorado 80200pueblo, co 810022009 west prospect streetms. kim jameston, attorneydear ms. jameston: we appreciate your april 23 letter concerning the failure of one of our salesrepresentatives to inform your client of the possible zoning of the blake property. please accept

33、my sincere apology for not having corresponded with you sooner. the sales.rocky mountain high country realtycordially,residential propertysales manager, joe crossmanms. ms. kim jameston, attorney2009 west prospect streetpueblo, co 81002cordially,rocky mountain high country realtyjoe crossmansales ma

34、nagerresidential propertyletterhead systems a/s corporation tel:+45 83894232 fax:+45 83894234 web site: e-mail: dateline march 23, 2004inside address mr. jame 收信人姓名 director of personnel 收信人職位、頭銜 windsor mils inc. 單位名稱 212 magnolia avenue 門牌號碼、街道名稱 spartanburg, south carolina 29301 城市、州、郵編 the united states of america 國家attention line att