函電寫(xiě)作原則

完整原則（Completeness）:1〃一封完整的書(shū)信比一封不完整的書(shū)信，有更大的可能性帶來(lái)預(yù)期的效果；2〃一封完整的書(shū)信，有助于建立和表達(dá)友善關(guān)系；3〃一封完整的書(shū)信，可以避免由于遺漏重要情況（情報(bào)）所導(dǎo)致的訴訟（Lawsuit）；4〃有時(shí),某些不顯眼的書(shū)信或文件,由于所提供的情況完整而又生動(dòng)有力(CompleteandEffective)而成為極為重要的文件。—封信寫(xiě)得是否完整，建議用五個(gè)“W”和一個(gè)H來(lái)檢驗(yàn)，即：“Who,whom,What,Where,When,Why,How”例如在定貨的信中，必須明確說(shuō)明“需要什么商品”(Whatyouwant)“何時(shí)需要”(Whenyouneedthegoods)“貨物發(fā)到何地何人收”(toWhomandWherethegoodstobesent)“如何付款”(Howpaymentwillbemade)Tolodgeclaimsagainstsb,why如對(duì)對(duì)方的要求做出否定的答復(fù)時(shí)(如不能報(bào)盤(pán)，不能理賠等)應(yīng)說(shuō)明理由”為什么”(Wy)在外貿(mào)信函中，寫(xiě)信人必須要把需要說(shuō)明的情況全面交待清楚，敘述問(wèn)題要有頭有尾、善始善終，不能出現(xiàn)上下句脫節(jié)。一個(gè)問(wèn)題說(shuō)明白之后，再引出與之相關(guān)的另一個(gè)問(wèn)題。例如：1).WehaveestablishedthroughourbankanirrevocableL/Cinyourfavor.(Worse)io2).WehaveestablishedthroughourbankanirrevocableL/CforUSD200,000.00inyourfavorwhichwillreachyouinJune15andremainvaliduntiltheendofJune.(Better)例句2所提供的信息比例句1要更加完整，說(shuō)明了信用證的到達(dá)日期及有效期,符合出□商的期望。ThegoodscanbedeliveredbyJune14.(worse)Thegoodsof200setsofICM-4computerscanbedeliveredfromShanghai,ChinatoNewYork,USAattheendofFebruary.(better)Analysis:運(yùn)輸條款是一重要的貿(mào)易條款，必須說(shuō)明交貨時(shí)間，否則會(huì)引起不必要的貿(mào)易糾紛。實(shí)例DearSirs,WithreferencetoyourletterofApril9,wearepleasedtoacceptyourofferof100tonsofCopperWireasperyourOfferSheetNo?8/O7O/02B?PleasegoaheadandapplyforyourExportLicense.AssoonasweareinformedofthenumberoftheExportLicensewewillopentheL/Cbycable.具體原則(concreteness)要做到具體，就要確保信函中的信息明確、清晰、不含糊其辭，而且要包含必要的細(xì)節(jié)和具體的信息?！╓ewishtoconfirmourtelexyesterday.TelegramAnalysis:liketoday,thedaybeforeyesterday,yesterday,tomorrow,thedayaftertomorrow,tonight,thismorning,lastweek,thisweekend,thismonth,etc.Thesewordshaveavagueandgeneralconcept.Therefore,weshouldchangethemintospecificdate.〃〃TheUniversaltradingCompanyisoneofourbigbuyers.tTheUniversalTradingCompanyplacedoverUS.$2,000,000worthofbusinesswithuseachyear.Analysis:“big”adj.Can'texpressthedegreeinspecificfigures.〃〃Wehavereceivedwiththanksyourcheck;theamounthasbeenplacedtoyourcredit.—WehavereceivedwiththanksyourcheckNo.248forUS.20O,000.00inpaymentofourcommission,whichhasbeenplacedtoyourcredit.Analysis:weshouldpointoutthenumberandtheamountofthecheckandtheuseofthemoney.4.Thesebrakesstopacarwithinashortdistance.—ThesetypeSMOZpowerbrakescanstopa4-toncartraveling65milesanhourwithin300feet.Analysis:whattypeofthebrakes?whatcarwillbestopped?Howlongdoes“ashortdistance”mean?Trytorewritethetwosentencesaccordingtotheprincipleofconcreteness.AdecisionhasbeenmadetosetupanofficeinOsaka.Variousaspectsofthisequipmentmakeitagoodchoice.PossiblerevisionsofthesentencesTheboardofdirectorsdecidedtosetupanofficeinOsakain???.Thismachineisagoodchoicebecauseitismoreconvenientandlessexpensivethananyofotheroneonthemarket.清晰原則(clearness/clarity)從本質(zhì)上說(shuō)，商務(wù)信函寫(xiě)作的目的就在于清楚地表達(dá)寫(xiě)信人的意圖，勸說(shuō)讀信人采取必要舉措或接受某種思封商務(wù)英語(yǔ)信函違背了清晰地原則，勢(shì)必會(huì)對(duì)寫(xiě)信人和閱信人之間的溝通帶來(lái)某種障礙，難以達(dá)到雙向交流和溝通的目的。為了清楚地表達(dá)寫(xiě)信想。因此，從這個(gè)意義上說(shuō)，如果一想。因此，從這個(gè)意義上說(shuō)，如果一人的意圖，在進(jìn)行商務(wù)信函的寫(xiě)作時(shí)就需要避免幾種常見(jiàn)的錯(cuò)誤。1模糊。比如這樣一個(gè)例子，ThemanageraskedJimifhehadmailedthisletter.對(duì)于這個(gè)句子，我們就可以有多種理解方式?！敖?jīng)理問(wèn)吉姆他是否已經(jīng)將信寄出了?！边@里的“他”99這樣的句子讓閱信人感到迷茫,顯然已經(jīng)違背了清晰地原則。2遺漏。如果寫(xiě)信人漏掉了某些閱信人在決定做某件事或者形成某種意見(jiàn)時(shí)應(yīng)該知道的內(nèi)容，那么，信件的清晰度將會(huì)受到影響。3不相關(guān)。與上面的遺漏剛好相反。“不相關(guān)”指的是信件中包含了一些不必要的內(nèi)容。這些內(nèi)容與信件的主題毫不相關(guān)，對(duì)寫(xiě)信人表達(dá)寫(xiě)信的意圖毫無(wú)幫助，只會(huì)讓閱信人感到困惑和不解，影響了一封信函的清晰度。4行話?；蛘呓凶觥靶g(shù)語(yǔ)”如果在—封信件中使用了一些僅僅應(yīng)用于某些特定群體的詞語(yǔ)，而閱信人難以明白這些詞語(yǔ)的特定含義,理解上就會(huì)出現(xiàn)問(wèn)題，妨礙了寫(xiě)信人和閱信人之間的充分交流，溝通難免出現(xiàn)偏差。例如：Thecreditwillremainvalidattheendofthismonth.(Worse)ThecreditwillremainvaliduntilMay31,2015.(Better)清楚原則的運(yùn)用1）詞語(yǔ)的準(zhǔn)確無(wú)誤當(dāng)你明確了要表達(dá)的想法時(shí)，要注意選用清晰、簡(jiǎn)單的詞語(yǔ)，準(zhǔn)確無(wú)誤地表達(dá)你要傳達(dá)的信息。避免用一an些復(fù)雜、深?yuàn)W的詞匯。有些寫(xiě)信人認(rèn)為復(fù)雜、深?yuàn)W的詞匯會(huì)讓信件看起來(lái)更有水平，更重要些。然而，復(fù)雜的詞匯會(huì)增加對(duì)方讀信的難度，甚至引起理解上的誤會(huì)。通常，商務(wù)英語(yǔ)函電的撰寫(xiě)適合采用簡(jiǎn)單易懂的詞匯。an2）代詞的指代注意代詞指代的對(duì)象和關(guān)系代詞前后的邏輯關(guān)系。一般來(lái)說(shuō)，代詞和關(guān)系代詞用以修飾離它們最近的名詞,并且與所指代的名詞保持人稱(chēng)上和數(shù)量上的一致。但代詞的不恰當(dāng)運(yùn)用，會(huì)引起表達(dá)上的歧義。試看以下的句子：TheyinformedMessrs.SmithandRichardsonthattheywouldreceiveananswerinafewdays.可改為：TheyinformedMessrs.SmithandRichardsonthatthelatterwouldreceiveananswerinafewdays.3）修飾詞的位置同一修飾詞在句子的不同位置,句子意思和側(cè)重點(diǎn)將完全不同。試比較以下兩個(gè)句子：Wecansupply100tonsoftheitemonly.Wecansupplyonly100tonsoftheitem.在第一個(gè)句子中，“only”修飾“theitem”，意思是只提供這種項(xiàng)目，沒(méi)有其它的項(xiàng)目。而在第二個(gè)句子中，“only”是修飾“100tons”，意思是只提供100噸，沒(méi)有更多了。故修飾詞在句子中的位置不同，其所修飾的詞就不同，意思也將有所不同，書(shū)寫(xiě)商務(wù)英語(yǔ)函電時(shí)一定要注意這一點(diǎn)。此外，修飾詞的位置應(yīng)該是緊跟著或者靠近它所修飾的詞語(yǔ)。試比較以下兩個(gè)句子：TheyboughtabicycleinasmallshopinBeijingwhichcosts$2,500.00.Theyboughtabicyclefor$ 2,500.00inasmallshopinBeijing.4）句子的邏輯結(jié)構(gòu)分詞的邏輯主語(yǔ)與句子的主語(yǔ)要保持一致。試分析以下句子:Beinganexpertininternationaltrade,I'msureyouhaveexperienceofsolvingthiskindofproblem.在這個(gè)句子中，句子的主語(yǔ)是“I”，而分詞的邏輯主語(yǔ)是“you”。為保持分詞的邏輯主語(yǔ)與句子主語(yǔ)一致,可改為：Beinganexpertininternationaltrade,youcertainlyhaveexperienceofsolvingthiskindofproblem?或者Asyouareanexpertininternationaltrade,I'msureyouhaveexperienceofsolvingthiskindofproblem.其次，注意句子間意思的連貫性。例如：Theywrotealetter.ItwasaddressedtoMr.Woods.Heisthesalesmanager.這三個(gè)短句缺乏意思上的連貫性，每個(gè)句子都有它獨(dú)立的意思，讀信人很難區(qū)分哪個(gè)句子是最重要的信息?？筛臑椋篢heywrotealettertoMr.Woods，thesalesmanager.此外，清楚的表達(dá)要求重點(diǎn)突出，讀信人不會(huì)遺漏重要的信息。我們書(shū)寫(xiě)商務(wù)英語(yǔ)函電時(shí)可以通過(guò)調(diào)整句子結(jié)構(gòu)，突出要強(qiáng)調(diào)的部分。比如：“Wesentyou5samplesyesterdayofthegoodswhichyourequestedinyourletterofMay25byair.”該句子包括了很多信息， 有①wesentyou,②5samples,③yesterday,④thegoodswhichyourequestedinyourletterofMay25,⑤byair。一個(gè)句子包含多種信息，讀信人很容易忽略其中某些信息。對(duì)此，重要的信息應(yīng)放在句子的前面，通過(guò)句子結(jié)構(gòu)加以強(qiáng)調(diào)。上述句子重要的信息有①wesentyou，②5samples，⑤byair。可改寫(xiě)為：Yesterdaywesentyoubyair5samplesofgoodswhichyourequestedinyourletterofMay25.經(jīng)過(guò)改寫(xiě)的句子重點(diǎn)突出，句子意思更清晰明確。最后,句子中簡(jiǎn)潔的情節(jié)有利于清楚的表達(dá)。如“WehaveyourcheckofOctober17intheamountof$500，andwishatthistimetothankyouforit?”Thankyouforyourcheckof…原句子是表達(dá)"我方收到貴方10月17日開(kāi)具的500美元支票一張，特此感謝?！薄疤卮烁兄x”原句子用“wishatthistimetothankyouforit”，用詞繁瑣，使得整個(gè)句子意思不明確。如果這一個(gè)情節(jié)簡(jiǎn)化為“thankyou”，原句子改為“ThankyouforyourcheckofOctober17for$500?”修改后的句子意思更清楚易懂。其它例子：AstothesteamersailingfromShanghaitoLosAngels,wehavebimonthlydirectservices. a.WehaveadirectsailingfromShanghaitoLosAngeleseverytwomonths. b.WehaveadirectsailingfromShanghaitoLosAngelessemimonthly. c.WehavetwodirectsailingseverymonthfromShanghaitoLosAngeles.Analysis:“bimonthly”---Anequivocalword,forithastwomeanings:onceeverytwomonthsortwiceeverymonth.Fluctuationinthefreightafterthedateofsalewillbeforthebuyer'saccount. a.Anyincreaseinfreightafterthedateofsalewillbeforthebuyer'saccount. Analysis:“Fluctuation”■■-Anequivocalword,foritmeansdecreaseorincrease.Itisobviousthatthebuyercan'tbearthedecreaseandincreaseinthefreight.CottonandsilkblousesmadeinChinaenjoyagoodmarketintheEuropeanmarket. CottonandsilkblousesmadeinChinasellbestintheEuropeanmarket.Analysis:Inthissentence,thesameword“market”hastwomeaning■■-saleandmarketplace;thereforeweshouldtakeplace“enjoyagoodmarket”with“sellbest/fast?”TheL/CmustreachusnotlaterthanSeptember1stforarrangingshipment.TheL/CmustreachusforarrangingshipmentnotlaterthanSeptember1st.（信用證不得遲于9月1日到達(dá)我方）TheL/CmustreachusforarrangingshipmentnotlaterthanSeptember1st.（信用證必須到達(dá)我方以利于我方不遲于9月1日的裝船）Pleaseletusknowwhatyouwishustodoaboutthismatterassoonaspossible.Pleaseletusknowassoonaspossiblewhatyouwishustodoaboutthismatter.F.Ourcheckfor$2,800wassenttoyouunderourcheckNumber123onMay12whichwasthepriceofthearticleplustransportationcharge. WesentyouonMay12ourcheckNo.123for$2,800whichwasthepriceofthearticleplustransportationcharges.G.WehavereceivedyourletterofApril4.Wearesorryforthewrongdispatch.Wewilldosomethingaboutit. ThankyouforyourletterofApril4.Weregretthatwehavedispatchedthewronggoods.Analysis:Thethreesimplesentencesarecorrectinsentencestructurebutlackofvarietyinsentencestructure.Meanwhile,wecanseethesubjectsofthethreesimplesentencesaresame,soweshouldchangethemintooneortwosentences.簡(jiǎn)潔原則(conciseness)簡(jiǎn)潔就是用最簡(jiǎn)練的語(yǔ)言來(lái)表達(dá)意思。在商務(wù)信函中，簡(jiǎn)潔意味著高效率和低消耗。要做到言簡(jiǎn)意賅，就應(yīng)該避免啰嗦的表達(dá)和重復(fù)。1避免使用啰嗦的表達(dá)。啰嗦的表達(dá)是句子中毫無(wú)作用的成分。比如下面的例子：atthepresenttime我們完全可以“now”來(lái)表達(dá)相同的含義，顯然后者更能體現(xiàn)簡(jiǎn)潔的原則。2避免不必要的重復(fù)。除了表示強(qiáng)調(diào)的重復(fù)外，商務(wù)信件中應(yīng)該避免重復(fù)。例如：WillyoushipusanytimeduringthemonthofDecember，orevenNovemberifyouarerushed，forNovemberwouldsuitusjustaswell.在這個(gè)句子中，well.在這個(gè)句子中，寫(xiě)信人想要表達(dá)的是希望閱信人能在十一月底前發(fā)貨，所以我們把這個(gè)句子改寫(xiě)成“PleaseshipusbytheendofNovember",就能清晰地表達(dá)出寫(xiě)信人的意圖，而不必去不斷地重復(fù)。3商務(wù)信函的簡(jiǎn)潔并不意味著字?jǐn)?shù)越少越好。在談判磋商的關(guān)鍵問(wèn)題上絕對(duì)不能馬虎大意，必須有一說(shuō)一,明確詳細(xì),不能模棱兩可。例如:asignificantloss應(yīng)改成a55%loss,inthenearfuture應(yīng)改成byFridaynoon等。ExamplesForensicEnglishA.enclosedherewith hereenclosed,enclosedpleasefindB.inaccordancewithyourrequest/incompliancewithyourrequest----asyourequest,asexpected,asrequestedC〃inregardto----regardingD〃intheamountof----forE〃withrespectto----on,aboutF〃endorseonthebackofthischeck----endorsethischeck,endorsement,signatureG〃〃Itshouldbepointedoutthat----pleasenoticethat/seetoitthatH〃Iwanttotakethisopportunitytotellyouthatwegratefultoyou----ThankyouExerciseWehavebeguntoexportourmachinestotheforeigncountries.Wehavebeguntoexportourmachines.Analysis:theword“export”means“sellingthemachinestoforeigncountries”.However,wecansay,wehavebeguntoexportourmachinestoJapan/USA/Germany(somespecificcountry)Sampleswillbesentandofferswillbemadeuponreceiptofyourspecificenquiries----Sampleswillbesentandoffersmadeuponreceiptofyourspecificenquiries.Analysis:toorganizeeffectively,weshouldomitsomesamepartIntheeventthatyouspeaktoMr.Woodinregardtoproduction,askhimtogiveconsiderationtothedeliveryschedule.---IfyouspeaktoMr.Woodaboutproduction,askhimtoconsiderthedeliveryschedule.Thenumberofwordsinasentenceshouldbecontrolledin20wordsandaparagraphconsistsofnomorethan10lines.禮貌原則（courtesy）禮貌是書(shū)寫(xiě)商務(wù)信函的基本原則。但是,商務(wù)信函中的禮貌不僅僅是指對(duì)“謝謝”和“請(qǐng)您??”之類(lèi)詞語(yǔ)的適時(shí)運(yùn)用。一封周到的信件應(yīng)該客氣、寬容而機(jī)敏。要達(dá)到這個(gè)目的，就要避免幾種常見(jiàn)的弊病。1避免不信任。比如“fwhatyousayistrue??”“if??asyouallege??”之類(lèi)的句子常常讓人覺(jué)得你是在懷疑對(duì)方的可信度。這樣不利于跟對(duì)方進(jìn)行友好的溝通。2避免指責(zé)。如你想激發(fā)對(duì)方做出對(duì)你有益的舉動(dòng)，切忌指責(zé)對(duì)方。像“youneglected”，“youforgot”，“youomitted"這樣的指責(zé)性語(yǔ)句都可能會(huì)冒犯對(duì)方。3避免居高臨下。在商業(yè)信函中，買(mǎi)賣(mài)雙方通常是在平等的基礎(chǔ)上相互合作，居高臨下的態(tài)度和□吻往往會(huì)破壞這樣合作的基礎(chǔ)，影響合作的氛圍。例如：Youarerequestedtoshipourgoodswithoutanydelay.(Worse)Youshould，”.Wouldyou?Yourpromptshipmentofourorderwillbehighlyappreciated.(Better)Courtesy:Politewhilenothumble⑴Changethecommandingtoneintorequestingtone----changetheimperativesentenceintogeneralquestionwiththeword“will”or“would”atthebeginningTellusmoredetailedinformationonyourrequirements■■■Willyoutellusmoredetailedinformationonyourrequirements?■■■Will/wouldyoupleasetellusmoredetailedinformationonyourrequirements?⑵Usethepastsubjectiveform----should,could,would,mightWouldyousendusyourlatestcataloguesandpricelistsoncottonpiecegood?WeshouldbegratefulifyouadvancedeliverytothemiddleofJuneandshipthegoodsinonelot.WewishyoucouldeffectinsuranceonthegoodswithPICCYoumightmakeshipmentalittlelater,thatis,byJune10.(3)UsemitigationandavoidoveremphasizingyourownopinionorirritatingyourpartnerWecannotdeliverthegoodsallatonetime-■■-I'mafraidwecannotdelivergoodsallatonceItwasunwiseofyounottoacceptthisfavorableoffer.----WewouldsaythatitwasunwiseofyounottoacceptthisfavorableofferC?Ourgoodsaretheverybestonthecurrentmarket.----WemightsaythatourgoodsaretheoneofbestgoodsonthecurrentmarketD.Yourletterisnotclearatall.Icannotunderstand.IfIunderstandyourlettercorrectly⑷PassivevoiceshouldbeusedaccordinglyYoumadeaverycarelessmistakeduringthecourseofshipment.----AverycarelessmistakewasmadeduringthecourseofshipmentTrytoavoidusingthewordswithforcingtoneorarousingunpleasantnessWedemandpromptshipmentfromyou.----Werequestpromptshipmentfromyou.Wemustrefuseyouroffer.----Weregretthatweareunabletoacceptyouroffer.Usethewordsorexpressionswiththemeaningofjoy,thanksandregretA.ExpressionsofjoyWeareglad/pleased/delighted/happytodosth.ExpressionsofthanksThankyouBeappreciative/grateful,thankfulBeobligedAppreciatesth.Appreciateitif---Acknowledgereceiptof:confirm,thankExpressionsaboutregretWeregrettosay--Weregretthat--MuchtoregretWearesorrytodo--Wearesorrythat---WeareafraidofWhatapityDon'tusethehumblewordsDon'tusethehumblewords:beg,permit,allow體諒原則(consideration)擬定信函時(shí)要處處從對(duì)方的角度去考慮問(wèn)題，而不是從自身出發(fā)，語(yǔ)氣上更尊重對(duì)方。要做到體諒，寫(xiě)信人需注意以下兩點(diǎn)：1.使用“您”、“貴方"多于“我"或“我

們”,例如：Youwillbehappytoknow…Yournewchargeaccount記賬賬戶(hù)）isnowopenforyourconvenience.2.讓對(duì)方時(shí)刻感受到你是站在對(duì)方立場(chǎng)上考慮問(wèn)題的,例如:Wearenowenclosingthelatestpamphlettoyouforyourreference.Youearn4%discountwhenyoupaycash.3.為對(duì)方著想。3.為對(duì)方著想。作為寫(xiě)信人，我們常常自以為別人都會(huì)對(duì)

我們的產(chǎn)品和問(wèn)題感興趣，而實(shí)際上，這種“為自己著想”的態(tài)度并不總對(duì)。體諒意味著當(dāng)我們構(gòu)思一封信當(dāng)我們構(gòu)思一封信時(shí)，要暫時(shí)忘記自己，而多想

想收信人的要求和需要。如果我們沒(méi)有向他們顯示引起他們注意的事情，他們可能不會(huì)對(duì)我們的事情感興趣。我們可以通過(guò)采取從對(duì)方角度著想時(shí)，要暫時(shí)忘記自己，而多想

想收信人的要求和需要。如果我們沒(méi)有向他們顯示引起他們注意的事情，他們可能不會(huì)對(duì)我們的事情感興趣。我們可以通過(guò)采取從對(duì)方角度著想的辦法來(lái)達(dá)到這一目的。通過(guò)下面兩個(gè)例子我們就可以看出“為對(duì)方著想”這種態(tài)度更有助于寫(xiě)信人實(shí)現(xiàn)自己的意圖。??howmuchweshouldliketohaveyourorder.(weattitude)Whenyouorderourproducts，youwillsurelybenefitbyincreasedprofit.(youattitude)都是采用肯定的態(tài)度或肯定的思維。比如兩個(gè)簡(jiǎn)單的例子:NOSMOKING/THANKYOUFOR NOTSMOKINGo嚴(yán)禁抽煙/ 謝絕抽煙兩個(gè)例子表達(dá)的意思是一樣的，旦閱讀者對(duì)于它們的認(rèn)同度顯然是不同的o因此，在商務(wù)信件中，我們要盡量創(chuàng)造一種積極而肯定的氛圍，表達(dá)肯定意義的詞語(yǔ)比否定的詞語(yǔ)更有可能幫你達(dá)到目的。因此，我們應(yīng)該多強(qiáng)調(diào)對(duì)方按照你的要求做會(huì)給對(duì)方帶來(lái)什么樣的好處，而不是違背你的意圖會(huì)給對(duì)方帶來(lái)什么樣的壞處,這樣更能引起對(duì)方的關(guān)注，說(shuō)服對(duì)方的可能性更大。肯定的詞語(yǔ)還有助于與收信人建立良好的關(guān)系。Weallowa5%discountforcashpayments.(“we"_attitude)Youearna5%discountwhenyoupaycash.(“you"—attitude)Wedonotbelievethatyouwillhavecausefordissatisfaction. Wefeelsurethatyouwillentirelysatisfy.Wecloseat5p.m? Weareopentill5p.m.Iwritetosendmycongratulations.---Congratulationstoyouonyour…Wewon'tbeabletosendyouthepamphletthismonth.■■■Wewillsendyouthepamphletnextmonth.正確原則(correctness)-封用于商務(wù)交往的信函應(yīng)該在各個(gè)方面都是正確的，其中包括格式、語(yǔ)法、單詞拼寫(xiě)、術(shù)語(yǔ)選擇等。錯(cuò)誤的用詞不僅容易造成雙方的誤解，導(dǎo)致交易出現(xiàn)糾紛，還可能對(duì)公司的形象和信譽(yù)產(chǎn)生不良的影響。例如：?Thisgoods'priceishigh.(x)?Thisarticleishighinprice.W)⑴Choosetheonlyaccuratefacts,wordsandfiguresA〃Youaskveryshortdeliveryforyourorder----Yourequirepromptdeliveryofyourordershortdelivery:short_weight,thequantityofshipmentislessthanthatoforderpromptdelivery:quickdeliveryB〃Thegoodssuppliedareexactlyequaltothesample.----a.Thegoodssuppliedaresimilarinqualitytothesample.b.Thesampleisthenearestinsizetothegoodsyouneed.Takeamatter-of-matterattitudetostatewhatyouwillsay.Don'toverstateorunderstate.Itisthelowestpriceavailabletoyou.-■■-Itisthelowestpricewecanoffernow.PayattentiontothecorrectunderstandingandusingthecommercialtermsA〃TermsforpricesEXW-■-■ExworksFOB----FreeonBoardCIF----Cost, Insurance&FreightCFR----Cost&FreightB〃 TermsforshipmentsPartialshipmenttobeprohibited—次性裝船JuneshipmentsubjecttoreceiptofL/CbyMay20六月份的裝船以收到貴方5月20日的信用證為條件Minimumofeachfortobe500cases每批最小數(shù)量為500箱C〃TermsofofferSubjecttoourfinalconfirmation以我方最后的確認(rèn)為條件Thisofferisopenwithin15days.該盤(pán)15日內(nèi)有效Te