商務英語函電

1、foreign trade correspondence-丁琪chapter oneestablishing business relationslesson 1 self-introductioni.about the letter:the china national textiles import & export corporation obtain the nameand address of the swedish firm as prospective buyers of textiles. so aletter is sent with a view to establ

2、ishing business relations with the firmand explaining in brief, chinas foreign trade policy.lesson 1 self-introductionadditional notes:1.owe v. 把. 歸功于(后面常接to)we owe your name and address to 承蒙 告知你公司的名稱和地址類似的表達方式有:we are indebted to for your name and address.we come to know the name and address of yo

3、ur firm through through the courtesy of we come to know your name and address.we have obtained your name and address from 2.inform v. 通知,可與advise 換用,常用于下列結(jié)構(gòu):1)inform/advise sb. of sth.2) inform/advise sb. + that/what/which3)please be informed/advised that在下列句子結(jié)構(gòu)中,inform 不可與advise換用:1)當間接賓語省略時:please

4、 advise the name of steamer.we wish to advise that business has been done at our price.please advise what quantity you can sell a year.2)用作不及物動詞時:if interested, please advise.3)當指的是和對方關(guān)系較大的事時:we wish to advise that business has been done at $110 per ton.如和對方關(guān)系不大,只是讓對方知道或了解一下時,則用inform較好:we wish to i

5、nform you that we have moved to the following address.3.approach v. 聯(lián)系,與 接洽(和contact同義,但用被動語態(tài)時比contact普遍)you may approach our agents for your requirements.關(guān)于你們的需求,可同我們的代理人接洽。we had approached the shipping company for booking the space.我們已同船公司聯(lián)系訂艙事宜。4)handle v. 經(jīng)營（某種或某類商品）（表示“經(jīng)營”的說法很多，最常見的還有deal in,

6、trade in, be in the line 等）this shop handles paper and stationery.this shop trades in paper and stationery.this shop deals in paper and stationery.this shop is in the line of paper and stationery.5)acquint v. 使熟悉，使了解， 使認識常用下列結(jié)構(gòu)： 1) acquaint sb. with sth. we want to acquaint ourselves with the supply

7、 position of steel products.我們想熟悉一下鋼材的供應情況。2) be/get acquaint withwe are not acquainted with these articles.我們對這些商品不太熟悉。6）enclose v. 封入表示附在某封信內(nèi)，用介詞with或in:we are enclosing in our letter our sales contract in two copies. 茲隨函附去我方銷售合同兩份。過去分詞enclosed 作表語時，常倒裝于句首；作賓語補語時，亦常倒裝于句首或置謂語動詞之后：過去分詞enclosed可作名詞用，

8、前面加定冠詞。7) requirement n.1)需要（常用單數(shù)，后接介詞of)2)需要之物（表示貨物或需要量時，常用復數(shù)，后接介詞for/of) good quality is the major requirement.質(zhì)量好是主要的要求。buyers have placed their requirements elsewhere.買主已向別處訂購所需之貨。please let us know your annual requirements for/of walnuts.請告知你方對核桃的年需。8. trade n. 貿(mào)易， 行業(yè) v. 從事貿(mào)易，做生意，經(jīng)營to trade wit

9、h sb. 同某人做貿(mào)易to trade in sth. 經(jīng)營某項商品9. look forward to ph.v. 期待這里“to”是介詞，后接名詞或動名詞：we look forward to hearing from you.we look forward to your compliance.我們盼望你方能答復我們的要求。 iii.chinese version of the letter:敬啟者：敬啟者： 我們從瑞典駐北京大使館得知你公司行名和地址，承他們告知你公司要我們從瑞典駐北京大使館得知你公司行名和地址，承他們告知你公司要購買紡織品。購買紡織品。 借此機會我公司愿與你們聯(lián)系，

10、以期與你公司建立業(yè)務關(guān)系。借此機會我公司愿與你們聯(lián)系，以期與你公司建立業(yè)務關(guān)系。 我們是國營公司，經(jīng)營紡織品進出口業(yè)務。為使你公司對我們經(jīng)營的商我們是國營公司，經(jīng)營紡織品進出口業(yè)務。為使你公司對我們經(jīng)營的商品有所了解，隨函附上我公司目前可供的主要商品的出口明細單一份。品有所了解，隨函附上我公司目前可供的主要商品的出口明細單一份。 如果你們對其中任何商品感興趣，請告知。一俟收到你方所需商品的詳如果你們對其中任何商品感興趣，請告知。一俟收到你方所需商品的詳細要求，當立即向你方報我方最低價。細要求，當立即向你方報我方最低價。 在同各國商人的貿(mào)易中，我們一貫堅持平等互利的原則。我們希望通過在同各國商人

11、的貿(mào)易中，我們一貫堅持平等互利的原則。我們希望通過雙方共同努力，能促進對彼此互利的業(yè)務和友誼。雙方共同努力，能促進對彼此互利的業(yè)務和友誼。 期望早日收到你方詢價。期望早日收到你方詢價。 謹啟謹啟iv.key to exercises:plete the sentences in english:1)you are a state operated corporation handling chemical products.2)in the hope of establishing mutually beneficial business relations with you.3)we are

12、 at present in a position to supply you with various kinds of mens leather shoes.4)we have established business relations with the firms of more than 100 countries in the world.5)a large number of overseas merchants are anxious to do business with us. 6)please let us have all the necessary informati

13、on.7)we have greatly promoted by our joint efforts both trade and friendship.8)whether you are interested in our mens leather shoes.2. translate the following into english:we are indebted to the commercial counsellors office of the australian embassy in beijing for the name and address of your firm.

14、it is for the export of our chemical products that we approach you.we are enclosing you the latest catalogue and three samples so as to acquaint you with our export products availble at present.2. translate the following into english:it is for the export of our chemical products that we approach you

15、.we hope you will do your best to promote friendship as well as business.one of our customers is interested in your new products.a customer of ours is in the market for chinese black tea. please let us know in which lines you are interested at present.it requires mutual efforts to promote trade.as y

16、ou know, it is our foreign trade policy to do business with peoples of all countries on the basis of equality and mutual benefit.we are sending you one copy each of our catalogue and pricelist of our chemical products.our customers are not interested in your chemical products for the time being. 3.

17、fill in appropriate word or words from the list and then translate the sentences into chinese.1) buy 星期日你準備買一支自來水筆嗎?2) inform, are in the market for我們愿意告知你方，我們的許多客戶想要買中國核桃仁。3) advise請告知按什么價格你方客戶將向我方訂購。4）appreciate it如承航寄目錄本，不勝感激。3. fill in appropriate word or words from the list and then translate t

18、he sentences into chinese.5）mutually我們深盼建立互利的貿(mào)易關(guān)系。6）meet, requirements我們將盡力滿足你們的需要。7）trade in, basis我們對外貿(mào)易政策是在平等互利的基礎上與外國進行貿(mào)易。8）handles我公司獨家經(jīng)營輕工業(yè)品的進出口業(yè)務。9）cover另郵寄去我們化工產(chǎn)品的目錄本兩本和價目單一份。10）appreciate我們感謝你方給我們一個核桃仁的特別報盤。lesson 2(a) request for the establishment of business relations(b) a reply to the ab

19、ove i.about the letter:(a)an importer obtained the name and address of the china national arts & crafts import & export corporation through another firm. they send a letter to the above corporation in the hope of establishing business relations and indicating their interest in various kinds

20、of chinese arts & crafts.lesson 2(a) request for the establishment of business relations(b) a reply to the above i.about the letter:(b)in this letter the writer expressed in the beginning their desire for establishing business relations with the addressee, and to comply with the latters request,

21、 the writer sent the price-list covering their exports, while stating the terms of payment.lesson 2(a) request for the establishment of business relations(b) a reply to the above ii.additional notes:1.reply n. v. 答復 后接介詞to在商業(yè)信函中，說“答復”一般用reply，很少用answer。對某事作答復，reply n. v. 都加to，answer n.加to，v.不加。2. tr

22、ust v. 相信the word “trust” sounds less emphatic than “believe” so far as sureness is concerned.we trust you will find our offer acceptable.（希望并相信）we believe you will find our offer acceptable.（認為并深信）3. important business can materializematerialize v.實現(xiàn)we hope the business will eventually materialize.

23、類似的表達方式還有：business can be concluded/can be closed.business can be put through/can be finalized.4. brochure n. 小冊子this is a french word, equivalent to the english word “pamphlet”.also: catalogue, illustrative leaflet, sample books, commodity listiii.chinese version of the letters:(a)敬啟者： 我公司從鹿特丹市安德森公

24、司處得知你公司行名和地址，今特寫信給你方建立業(yè)務聯(lián)系。 我公司作為工藝品進出口商已有多年。目前，我們對中國各種工藝品感興趣。請寄來報價單及樣品為感。 如果你方價格可行，我們相信可以達成大筆交易。 盼速復 謹啟iii.chinese version of the letters:（b）敬啟者： 本月三日來函收悉，此謝。很愿意與你公司建立業(yè)務關(guān)系。 應你方要求，茲另郵寄去我公司最近的商品目錄本及價目表。付款條件為不可撤銷的、保兌的信用證。 如認為有可能做成業(yè)務，請來電索盤。 謹啟iv.key to exercises:1.translate the following phrases into e

25、nglish and fill them in the blanks1) a. various kinds of paper. b. model no.202 tractors. c. all kinds of chinese bicycles.2) a. we are not interested in your offer. b. we can hardly sell your products. c. we are afraid that no business can materialize.iv.key to exercises:1.translate the following p

26、hrases into english and fill them in the blanks3) a. in which lines you are most interested at present. b. whether you would like us to furnish any further information to you. c. when youll be able to supply such goods.4) a. meeting your representative again at the fair. b. receiving your shipping a

27、dvice. c. receiving the samples and pricelist stated in your letter.2. translate the following into english1) we have been handling the export of sheep wool for more than 20 years.2) if you could make us an offer in time, we believe we would be able to persuade our customer to accept.2. translate th

28、e following into english3) if your prices are reasonable, we are sure we can conclude substantial business with you.4) if you can reduce your price by 5%(or if you can make a reduction of 5% in your price), we trust business is possible(or we trust there is every possibility of business.)2. translat

29、e the following into english5) complying with your request, we have advised our bankers to open the l/c within a few days.6) as requested in your cable of october 3, we are sending you a catalogue for your reference.7) if you find the prices agreeable, please cable us immediately.2. translate the fo

30、llowing into english8) if you find our quotation workable, please write us so that we can make you a firm offer.9) payment should be made by an irrevocable l/c payable by draft at sight.10) we are very interested in importing chemicals from youiv.key to exercises:1.translate the following phrases in

31、to english and fill them in the blanks1) a. various kinds of paper. b. model no.202 tractors. c. all kinds of chinese bicycles.2) a. we are not interested in your offer. b. we can hardly sell your products. c. we are afraid that no business can materialize.iv.key to exercises:1.translate the followi

32、ng phrases into english and fill them in the blanks3) a. in which lines you are most interested at present. b. whether you would like us to furnish any further information to you. c. when youll be able to supply such goods.4) a. meeting your representative again at the fair. b. receiving your shippi

33、ng advice. c. receiving the samples and pricelist stated in your letter.lesson 3transferring business relationsi.about the letter:this letter is in reply to a client in alexandria, egypt who enquired for enamelled copper wire. as this item falls within the scope of the writers business activities, t

34、he enquiry note has been passed on to the writer by her sister corporation in shanghai. also the writer stated the reason why the transaction can not be concluded with them directly and referred the customer to their representative in egypt.lesson 3transferring business relationsii.additional notes:

35、1. address v. 寫信給this is a letter addressed to messrsyour letter of may 10th addressed to our head office has been passed on to us for attention and reply.2. lie within the scope of business be within/fall within/come under the scope of our trade activities. be within/lie within/fall within our busi

36、ness scope屬于我們的經(jīng)營范圍3. be in a position to能夠(指處于能做某事的地位)we are not in a position to promise you that we will manufacture it in the near future.我們無法答復在近期生產(chǎn)該產(chǎn)品。be in a position to 通常不宜與條件從句連用，下面的句子用can或shall be able to 較好： if you can reduce the price by 5%, we shall be able to order 200 pieces.if you o

37、pen l/c immediately, we shall be able to ship the goods this month.4. supply v. 供應， 提供1）to supply sb. with sth.we shall be pleased to supply you with any information you may require concerning these products.2) supply sth. (to sb.)we supply all kinds of leather shoes to you.3) 做vt. 或vi.we believe we

38、 can supply any reasonable quantity you require.we are glad to have been able to supply your needs to the full.we cannot supply at present but will probably be able to do so shortly.5. direct adj./adv.直接的/直接地there is no direct steamer this month. (adj.)please get in touch with them for your requirem

39、ents. (adj.)we went direct to the park. (adv.)may we send the remittance direct to you instead of through the bank? (adv.)the samples are to be sent to our london office direct. (adv.)6. recommend v. 推薦， 勸告， 建議1）recommend sb. sth. /recommend sth. to sb. （推薦）they request you to recommend them some ma

40、terials that suit their market.他們請你方推薦一些適合他們市場的商品。以下意思為建議：2）recommend + n.we recommend your immediate acceptance.3) recommend + gerundwe recommend buying a small quantity for trial.4) recommend + that (用虛擬語氣：should + v原形）we recommend that you make a trial of these goods.5) recommend sb. to do sth.we

41、 recommend you to buy a small quantity for trial.7. be only too pleased to 十分樂于we are only too pleased to accept your quotations.iii.chinese version of the letter:敬啟者敬啟者: 漆包線漆包線 你方八月一日致我上海分公司函已轉(zhuǎn)交我公司辦理并作答復，你方八月一日致我上海分公司函已轉(zhuǎn)交我公司辦理并作答復，因標題商因標題商品屬于我公司經(jīng)營的范圍。品屬于我公司經(jīng)營的范圍。 但很抱歉地告知你方，此類商品已委托埃及亞力山大但很抱歉地告知你方，此類

42、商品已委托埃及亞力山大abc公公司（司（broad street 144號）代理。因此，我們不能供應你方此類商品。但號）代理。因此，我們不能供應你方此類商品。但愿意建議你方愿意建議你方與該公司直接聯(lián)系以應你方需要。與該公司直接聯(lián)系以應你方需要。 如對其他商品感興趣，請告知。我方當樂于報盤。如對其他商品感興趣，請告知。我方當樂于報盤。 謹啟謹啟抄送：埃及亞力山大抄送：埃及亞力山大abc公司公司iv.key to exercises:1. supply the missing words1)order 2)cable 3)offer 4)without 5)quantity 6)idea 7)fo

43、r 8)advise 9)position, fresh 10)upon/on, specific, quotation 11)competitive, place,with 12)send, firm offer 13)learned, from in 14)ativ.key to exercises:2. translate the following sentences into english:1) your letter of october 5 addressed to our head office has been passed on to us for attention a

44、nd reply as the article you need lies within our business scope.2) as soon as you are in a position to accept new orders, please cable us.3) as regards canned goods, we recommend you to approach(or contact) tianjin foodstuffs import & export corporation direct.iv.key to exercises:2. translate th

45、e following sentences into english:4) we have passed on your letter of august 8 to the peoples insurance company of china in beijing for attention.5) concerning the sale of chinese bicycles in your district, we have appointed abc trade co. as our agents and we, therefore, very much regret that we ca

46、nnot make you offers direct.6) your letter of march 25 addressed to our shanghai branch office for the supply of 500 cases of window glass has been passed on to us for attention and reply as such goods are within(or fall withinlie within) the scope of our business activities.7) if you can guarantee

47、regular supplies, we shall no longer buy them from other sources.8) we note with regret that you are not interested in the offer.9) do you think the market price in europe tends to increase further?10) as soon as we are in a position to make offers again, we shall contact you by cable.chapter twoenq

48、uiries and offersintroductionenquirieswhen making an eanquiry, begin with a question or questions you want to ask. your reader then knows at once what your enquiry is about. keep your enquiry short and to the point; say what needs to be said and then stop.introductiona satisfactory offer will includ

49、e the following:1. an expression of thanks for the enquiry, if any;2. names of commodities, quality, quantity and specifications;3. details of prices, discounts and terms of payment;4. a statement or clear indication of what the prices cover (e.g. packing, freight and insurance);5. packing and date

50、of delivery;6. the period for which the offer is valid.lesson 4an enquiry for chinese cotton piece goodsi.about the letterthis is in reply to a letter written by the exporter who is willing to enter into direct business relations with the writer. in this letter, the importer expressed the same desir

51、e and showed interest in printed shirting. as a prospective buyer, the writer asked for all necessary information regarding these goods.lesson 4an enquiry for chinese cotton piece goodsii.additional notes:1.note vt. 注意到(often followed by an object clause)相當于漢語里的”得悉”，一般可以與learn或understand通用，在意義上接近于kn

52、ow，用在書信中顯得鄭重，在口語中常用know。eg: you will be pleased to note that we are importers of bed sheets and other home textile products.2. cotton piece goods 棉布，棉織品there are a great variety of cotton piece goods, such as: sheeting(粗布）shirting（細布）；and classified in colors, such as grey（本色）；bleached（漂白）；dyed（染色）；

53、printed（印花）.they are usually cut into small pieces and put into sample books.3. happen v.碰巧pattern: happen + inf.this happens to coincide with our wishes.your quotation happens to be exactly the same as what we have received from japan.4. printed shirting 印花細布5. sample book 樣品本 (a book consists of a

54、ll kinds of sample cuttings with respective numbers and specification. other materials are illustrated catalogues, pamphlets, leaflets, commodity lists, etc.)6. catalogue 目錄（本）目錄本適用于一般商品，列明詳細規(guī)格及商品號碼等。有繪畫、照片或圖片者稱為illustrated catalogues，單頁的商品說明書稱為leaflet。 7. information n. 消息，報道，情報不可數(shù)名詞，后常接介詞on或 about

55、，也可接concerning或regarding。we need all necessary information about tianjin carpet. all necessary information 一切必要的情況8. supply n.供應，供應的商品表示抽象的概念以及用于一些習語時，常用單數(shù)；表示具體的概念時，用單、復數(shù)皆可。we expected to receive from you a regular supply of leather shoes.as supply and demand vary from time to time, we are unable to

56、 give you a detailed market report.we expect a fresh supply of black tea next week.they require further supply/supplies of walnutmeat.the goods are out of supply. present supply/supplies is /are sufficient. 9. quote v. 報價pattern 1: to quote a priceplease quote your lowest price cif lagos.pattern 2:

57、to quote sb. a priceplease quote us your lowest price cif lagos.pattern 3: to quote sb. for sth.please quote us for printed shirting cif lagos.pattern 4: to quote sb. a price for sth.please quote us the price for printed shirting.10. commission n. 傭金關(guān)于傭金的一些習慣說法：1）百分之幾傭金可說：a commission of%或% commissi

58、on2）你方/我方百分之幾傭金可說：your/our commission of % 或your/our % commission 3）兩筆傭金或幾筆傭金不可說：two or several commissions應該說：two or several items of commissions4)一切傭金或各項傭金可以說:all commissionsthe salesman receives a commission of 5% on sales.iii.chinese version of the letter:敬啟者敬啟者: 從你九月一日函得悉你公司作為中國棉布出口商原與我公司從你九月一日

59、函得悉你公司作為中國棉布出口商原與我公司建立直接業(yè)建立直接業(yè)務關(guān)系，這恰巧與我們的愿望一致。務關(guān)系，這恰巧與我們的愿望一致。 目前我們對印花細布感興趣。請航寄商品目錄、樣品本以及目前我們對印花細布感興趣。請航寄商品目錄、樣品本以及有關(guān)此項商有關(guān)此項商品的一切必要資料，以便我方能對你方所供商品的質(zhì)量和工藝品的一切必要資料，以便我方能對你方所供商品的質(zhì)量和工藝有所了解。有所了解。同時請報給我們同時請報給我們cif溫哥華包括我方溫哥華包括我方5%傭金的最低價，并注明傭金的最低價，并注明最早交貨最早交貨期。期。 如你方價格具有競爭性而且交貨期可為我方接受，我們擬向如你方價格具有競爭性而且交貨期可為我方

60、接受，我們擬向你方大量訂你方大量訂購。購。 諒能早日答復。諒能早日答復。 謹啟謹啟iv.key to exercises:1. complete the following sentences in english:1) a. we shall quote you our keenest price cif lagos. b. we shall quote our price cif marseilles including 3% commission for “ever-lasting” brand bicycle. c. we shall quote you our lowest price.2)iv.key to exer