外貿(mào)英語講義

《外貿(mào)英語讀寫》講義

目錄

第一部分外貿(mào)業(yè)務基礎知識

第一講外貿(mào)業(yè)務基本流程BasicProcedures

forInternationalTrade

1.1出口業(yè)務流程圖DiagramedProcedurefor

Export

1.2進口業(yè)務流程圖DiagramedProcedurefor

Import

1.3外貿(mào)價格條款基本知識PriceTerms

1.4基本的支付方式與單據(jù)PaymentTerms

andBills

第二講商務函電寫作基礎(Essentialsfor

businesswriting)

2.1商務函電書寫基本原則Principlesfor

businesscommunications

2.2書信格式Stylesinbusinessletters

2.3基本的交易往來函電Initial

correspondences

第三講交易的先聲(PreliminaryDeals)

3.1初步建立貿(mào)易關系(EstablishingInitial

BusinessRelations)

3.2資信調(diào)查函電CreditInquiry

3.3促銷信PromotionalLetters

第四講交易的過程

4.1詢盤、報盤、還盤與接受Inquiry,Quotation,

Counter-offerandAcceptance

4.2訂單Orders

第五講價格策略PriceStrategies

5.1報價技巧StrategiesinQuotation

5.2報價磋商實例SpecimenofBargaining

第六講合同其他條款的磋商

6.1支付方式PaymentClauses

6.2.保險條款Insurance

6.3包裝及裝運PackingandShipment

6.4提單、仲裁、索賠等條款B/L,Arbitration

andClaim

第七講各類電文的解讀

7.1電文的解讀Understandingtelexes

7.2電文的寫作Draftingtelexes

第二部分外貿(mào)實踐操作

第八講國際貿(mào)易合同格式

序言國際貿(mào)易合同基礎知識

8.1一般貨物出口合同格式.SalesContract

8.2一般貨物進口合同格式Purchase

Contract

8.3中外合作經(jīng)營合同格式Contractfor

Sino-ForeignCooperativeJoint-Venture

第九講信用證(L/C)

9.1信用證基本環(huán)節(jié)GeneralOperationsin

L/CPayment

9.2信用證的主要條款GeneralClausesin

L/C

9.3信用證單證制作Documentationunder

L/C

第十講商務談判實踐

10.1基本概念EssentialConcepts

10.2購買者與產(chǎn)品ProductandPotential

Buyers:

10.3市場渠道與促銷策略MarketingMedia

andPromotionStrategies

10.4定價策略Pricingstrategy(pricingpolicies

10.5國際市場營銷策劃書International

MarketingReport

10.6國際市場營銷的相關理論Other

MarketingTheories

第Hi講國際市場營銷International

Marketing

11.1商務談判的基本環(huán)節(jié)General

Procedures

11.2商務談判的基本技巧BasicSkills

11.3商務談判實戰(zhàn)練習Practice

第十二講其他的國際貿(mào)易形式

12.1技術貿(mào)易TechnologicalTrade

12.2易貨貿(mào)易ExchangeofGoods

12.3其他貿(mào)易形式OtherTradingMedia

12.4國際貿(mào)易慣例Conventionsin

InternationalBusiness

第一講外貿(mào)業(yè)務基本流程General

ProceduresinInternationalBusiness

1.1出口業(yè)務流程圖GeneralProceduresfor

Export

1市場調(diào)查2向

工廠取得報價

3向國外進口商報價4信

用調(diào)查

5簽定銷售合同6進

口商申請開立信用證

7國外銀行開立信用證8議

付行通知出口商

9出口商向工廠訂貨10貨

物經(jīng)商檢局檢驗及其他認證

11準備貨物及出貨通知12出

口商向報關行交辦報關事宜

13出口許可證14辦

理原產(chǎn)地證

15租船訂艙16投

保

17-1出口報關17-2驗關放行18

報關行交回單

19交單議付20裝

船通知

21銀行結(jié)算22解

決糾紛

資料來源議付行開證行

marketinformationnegotiationbankopeningbank

(21)

?

(9)保險公司

工廠

Insurancecompany

Factory

(11)

(15)

??

▲

報關行海關運輸公司

CustomsBrokerCustoms

⑩Forwarder

?b

(14)

商品檢驗局原產(chǎn)地證運輸公司

CCIBCertificateoforiginForwarder

1.2出口業(yè)務流程圖GeneralProcedures

forImport

1市場調(diào)查(marketinvestigation)

2進口商向國外出口商詢價(inquiry)

3進口商收到國外出口商報價(quotation,

offer)4信用調(diào)查(creditinquiry)

5進口商還價(counteroffer)

6簽定交易合同

7辦理進口許可證(importlicense)

8辦理購匯并申請開立信用證

9開證行開出信用證

10議付行通知出口商

11出口商辦理裝船事宜(shipment)

12出口商交單議付(negotiation)

13出口商發(fā)來裝船通知(shipmentadvice)

14議付行向開證行轉(zhuǎn)單托收

15開證行通知進口商付款贖單

16進口商向報關行交辦進口報關事宜

17進口報關(importdeclaration)

18會同有關單位提貨(lading)

⑧⑨(15)⑩

(12)

政府部門

Government

進口商出口商

②③ImporterExporter

⑦

⑤⑥

(13)(19)

報關行海關?運輸公司

CustomsBrokerCustomsForwarder

Pleasesendtothefollowingitemstobe

shippedbywayexpress,andbillus.Theorder

iscontingenton1.3屏貿(mào)價格條款基本知識

(PriceTerms)

1)FOB離岸價freeonboard

CIF至！J岸價cost,insuranceandfreight

CFR/CNF/C&F成本加運費costandfreight

FCA(freecancerrier)貨交承運人forwarder

CIP(carriageandinsurancepaidto)運保費付

至

CPT(carriagepaidto)運費付至

Ex-works/Ex-ship/Ex-wharf工廠/船上/碼頭交

貨價

1.4基本的支付方式與單據(jù)PaymentTerms

andBills

1)匯付remittance:M/T(mailtransfer,信匯),

T/T(telegraphictransfer,電匯)，

2)D/D(demanddraft,票匯一進口方向本地

銀行購買銀行匯票，自行寄給出口方，出口方

憑以向匯票上的銀行取款)

3)托收collection:D/P(documentsagainst

payment付款交單)，D/A(documentsagainst

acceptance,承兌交單)L/C(信用證)

4).銀行保證函(L/Gletterofguarantee,

bankguarantee),備用信用證(standbyL/C,

commercialpaperL/C)

5).票據(jù)：匯票(Draft,billofexchange;付款承

諾，分為commercialbill商業(yè)匯票，banker's

bill銀行匯票；cleanbill光票，documentarybill

跟單匯票sightdraft即期匯票(atsight),time

draft遠期匯票(At...daysaftersight);

commercialacceptancebill商業(yè)承兌匯票,

banker'sacceptancebill銀行承兌匯票(承兌

匯票由另一商業(yè)或銀行機構支付，但得先經(jīng)過

他們同意?一承兌)背書endorsement,轉(zhuǎn)讓

(transfer),前手(remoteholder),后手，追索

(reimbursement),拒付(dishonor),貝占現(xiàn)

(discount),“付一不付二，付二不付一"(either

thefirstorthesecondissueistobepaid)bona

fideholder

本票Promissorynote(付款承諾)(本票與匯

票的差異)

支票Cheque/check(付款通知)

第二講商務函電寫作基礎Essentialsfor

BusinessCommunications

2.1商務函電書寫基本原則Principlesfor

businesscommunications

A.Courtesy禮貌語言要有禮且謙虛，及時

地回信也是禮貌的表現(xiàn)。

1)Wehavereceivedwithmanythanksyour

letterof20May,andwetakethepleasureof

sendingyouourlatestcatalog.Wewishto

drawyourattentiontoaspecialofferwhich

wehavemadeinit.

2)Youwillbeparticularlyinterestedina

specialofferonpage5ofthelatestcatalog

enclosed,whichyourequestedinyourletterof

20May.

B.Consideration體諒(you-attitude)要從對

方的角度去考慮問題，而不是從自身出發(fā)，語

氣上尊重對方

3a).Weallow2percentdiscountforcash

payment

3b)Youearn2percentdiscountwhenyoupay

cash..

4a)Wewon'tbeabletosendyouthebrochure

thismonth.

4b)Wewillsendyouthebrochurenextmonth

C.Completeness完整一封商業(yè)信函應概況

了各項必需的事項，如邀請信應說明時間、地

點等，切忌含糊不清的信件。

D.Clarity清楚意思表達明確，要注意：

1)避免用詞錯誤：

5)AstothesteamerssailingfromHongKong

toSanFrancisco,wehavebimonthlydirect

services.

此處bimonthly可以是twiceamonth或者

oncetwomonths.,可以改寫為：

5a)Wehavetwodirectsailingseverymonth

fromHongKongtoSanFrancisco.

5b)Wehavesemimonthlydirectsailingfrom

HongKongtoSanFrancisco.

5c)WehaveadirectsailingfromHongKong

toSanFrancisco.everytwomonths/evertother

month.

(2)注意詞語所放的位置：

6)Weshallbeabletosupply10casesofthe

itemonly.

6a)Weshallbeabletosupply10casesonlyof

theitem.

前者則有兩種商品以上的含義。

(3)注意句子的結(jié)構：

7a)Wesentyou5samplesyesterdayofthe

goodswhichyourequestedinyourletterof

May20byair.

7b)Wesentyou,byair,5samplesofthegoods

whichyourequestedinyourletterofMay20.

E.Conciseness簡潔

(1)避免廢話連篇：

l.Wewishtoacknowledgereceiptofyour

letter...可改為：Weappreciateyourletter...

l.Enclosedherewithpleasefindtwocopiesof...

可改為：Weenclosetwocopiesof...

(2)避免不必要的重復

(3)短句、單詞的運用：

Enclosedherewith>enclosedatthis

time>now

duetothefactthat>becauseadraft

intheamountof$1000>adraftfor$1000

F.Concreteness具體G.

Correctness正確

2.2書信格式Structures

A結(jié)構格式(layoutstyles)商務英語書信

(BusinessorCommercialEnglish

Correspondence)是指交易時所使用的通信。在

美國，常用Businesswriting,它包括書信、電

報、電話、電傳、報告書、明信片等。英語和

美語在書信體例方面存在著一定的差異，比如

信頭和稱呼、書信格式、遣詞、結(jié)尾客套語等

均有所不同。

一般來說，英國書信較為保守，許多英國人喜

歡用老式書信體，用詞較為正式刻板，而美國

書信語言非常生氣、有活力，格式也較為簡便。

因此當我們寫信的對象是英國或其舊殖民地

國家時，要使用標準式英語Queen'sEnglish；

如果寫信的對象是美國或美國勢力范圍的地

區(qū)時，就要用美國英語。當然，英國式的語言

文化近年來也有變化，但總體來說，兩者間的

差異是很明顯的。

商業(yè)英文書信，一般都要求用打字機或電腦整

齊地打印，左邊各行開頭垂直的，稱為垂直式

或齊頭式（Blockstyle）,美國常用這種格式；每

段的第一個詞縮進去，稱為縮進式或鋸齒式

（indentedstyle）,英國常用此格式。

垂直式的職務及簽名都在左邊的邊欄界線，這

種格式，在極度尊重工作效率的美國公司，已

普遍采用。正式的商業(yè)英語書信要在稱呼的上

方寫上收信公司名稱和地址或收信人的名字

全稱、職務及地址，稱為信內(nèi)地址（Inside

address）o信內(nèi)地址的寫法也有垂直式和縮進

式之分，垂直式和稱美國式將各行并列，縮進

式或稱英國式將各行依次退縮。

不過，近來英國商業(yè)書信信內(nèi)地址并未依次縮

進，似乎與美國式相同。此外，在美國還流行

一種普通收信人地址的寫法，就是在書信的

InsideAddress中，把門牌號和街名都省略掉。

Email:格式Fax:格式（略）

B稱謂差異（Greetings）在英文書信中要使用

敬語,最普遍的敬語是Mr,Mrs和Miss（用于

未婚女性）。英國人常在男性的姓名之后用Esq.

（Esquire的縮寫），不過在商業(yè)上也在慢慢地改

用Mr.Mmes.（Madam的復數(shù)形式），用于二個

女士以上。Messrs（Mr的復數(shù)形式）用于二

個以上的男人，或用于二個以上的男人組成的

公司或團體。在英國式英文信里，Mr,Mrs,

Messrs,均不加縮寫句點，相反地趨向于進步

自由的美語反而加縮寫句點如Mr.,Mrs.,

Messrs.o在稱呼方面，商業(yè)上最普遍的有

Gentlemen（美國式）與DearSirs（英國式）

二種，相當于我國的“敬啟者”或"謹啟者血如

果信是寫給革個公司單位的，不是寫給某個具

體人的，美語用Gentlemen（復數(shù)形式），英語

用DearSirs。如果對方公司只一人時，必須使

用Sir/DearSir。稱呼后一般要使用標點符號，

英國式采用逗號（comma）,美國式用分號

（colon）o書信結(jié)尾客套語（complimentaryclose）

有多種，相當于我國書信在結(jié)尾時使用的，，敬

禮“、"致敬““順安”等句。最為典型的美國

式寫法是Sincerely和Bestregards,典型的英

國式表達有Yourssincerely（熟人或知道對方

姓名），Bestwishes,kindregards和yours

faithfully（不知姓名）。此外，英國式的客套語

還有特別禮貌的格式，但除了特殊情況外，現(xiàn)

在不再使用。

2.3基本的交易往來函電SpecimenofRoutine

CommunicationsinBusiness

1.交易的先聲Tryingtheway

Dearsirs,May1,1988

Inquiriesregardingournewproduct,theDeer

MountainBike,havebeencominginfromall

partsoftheworld.Reportsfromusersconfirm

whatweknowbeforeitwasputonthe

marketthatitisthebestmountainbike

available.Enclosedisourbrochure.

Yoursfaithfully

ZhangShan

2.提出詢價Inquiry

DearSirs,Jun.1,1988

Wereceivedyourpromotionalletterand

brochuretoday.Webelievethatyourproduct

woulddowellhereintheU.S.A.Kindlysend

usfurtherdetailsofyourpricesandtermsof

sale.Weaskyoutomakeeveryefforttoquote

atcompetitivepricesinordertosecureour

business.Welookforwardtohearingfromyou

soon.

Truly,

JackSmith

3迅速提供報價Promptquotation

DearSirs,June4,1988

ThankyouforyourinquiryofJunethe1st

concerningtheDeerMountainBike.Itgivesus

greatpleasuretosendalongthetechnical

informationonthemodeltogetherwiththe

catalogueandpricelist.Afterstudyingthe

pricesandtermsoftrade,youwillunderstand

whyweareworkingtvcapacitytomeetthe

demand.Welookforwardtotheopportunity

ofbeingofservicetoyou.

Truly,

ZhangShan

4.交易的契機ODDortunityforbusiness

Gentlemen,June8,1988

Wehavereceivedyourpricelistsandhave

studieditcarefully.However,thepricelevelin

yourquotationistoohighforthismarketIf

youarepreparedtograntusadiscountof

10%foraquantityof200,wewouldagreeto

youroffer.Youshouldnotethatsomepricecut

willjustifyitselfbyanincreaseinbusiness.We

hopetohearfromyousoon.

Yourstruly

JackSmith

5-1同意進口商的還價Consentofthe

counter-offer

Dearsirs:June12,1988

ThankyouforyourletterofJunethe8th.We

haveacceptedyourofferonthetermsagreed.

Enclosedyouwillfindaspecialpricelistthat

webelievewillmeetyourideasofprices.You

shouldnotethattherecentadvancesinraw

materialshaveaffectedthecostofthisproduct

However,foryourorderwehave

keptourpricesdown.

Sincerely,

ZhangShan

5-2拒絕進口商的還價Disconsentofthe

counter-offer

DearSirs,

June12,1988

ThankyouforyourletterofJunethe8th.We

regretthatwecannotmeetyourterms.We

mustpointoutthatthefallingmarkethere

leavesuslittleornomarginofprofit.Wemust

askyouforakeenerpriceinrespecttofuture

orders.Atpresentthebestdiscountofferedfor

aquantityof200is3%.Ourcurrentsituation

leavesuslittleroomtobargain.Wehopeyou

willreconsidertheoffer.

Truly,

ZhangShan

6.正式提出訂單Settlementoftheorder

Gentlemen,

June15,1988

Wehavediscussedyourofferof3%and

acceptitonthetermsquoted.Weareprepared

togiveyourproductatrial,providedyoucan

guaranteedeliveryonorbeforethe20thof

September.Theenclosedorderisgivenstrictly

onthiscondition.Wereservetherightof

refusalofdeliveryand/orcancellationofthe

orderafterthisdate.

Truly,

JackSmith

7.確認訂單Appreciationoftheorder

Gentlemen,

June20,1988

ThankyouverymuchforyourorderofJune

15for:200DeerMountainBikes.Wewillmake

everypossibleefforttospeedupdelivery.We

willadviseyouofdateofdispatch.Weareat

yourserviceatalltimes.

Sincerely,

ZhangShan

8.請求開立信用證RequestforL/C

Gentlemen,

June18,1988

ThankyouforyourorderNo.599.Inorderto

executeit,pleaseopenanirrevocableL/Cfor

theamountofUS$50000inourfavor.This

accountshouldbeavailableuntilSep.20.

UponarrivaloftheL/Cwewillpackandship

theorderasrequested.

Sincerely,

ZhangShan

9.通知已開立信用證NotificationofL/C

DearSirs:

June24,1988

ThankyouforyourletterofJune18enclosing

detailsofyourterms.Accordingtoyour

requestforopeninganirrevocableL/C,we

haveinstructedtheInternationalCommerce

BankofChinatoopenacreditforUS$50000

inyourfavor,validuntilSep.20.Pleaseadvise

usbycablewhentheorderhasbeenexecuted.

Sincerely,

JackSmith

10.請求更改信用證Requestforamendment

totheL/C

Gentlemen:

Sept1,1988

Wearesorrytoreportthatinspiteofour

effort,weareunabletoguaranteeshipmentby

theagreeddateduetoastrikeatourfactory.

WeareafraidthatyourL/Cwillexpirebefore

shipmentTherefore,pleaseexplainour

situationtoyourcustomersandsecuretheir

consenttoextendtheL/CtoSept30.

Sincerely,

ZhangShan

11.同意更改信用證

Gentlemen:

Sept5,1988

Wereceivedyourlettertodayandhave

informedourcustomersofyoursituation.As

requested,wehaveinstructedthe

InternationalCommerceBankofChinato

extendtheL/CuptoandincludingSeptember

30.Pleasekeepusabreastofanynew

development.

Sincerely,

JackSmith

12.投訴貨運延遲Consentofamendmentto

theL/C

DearSirs:

Sept25,1988

ConcerningourorderNo.599for200

mountainbikes,sofaryouhaveshippedonly

50bikesagainsttheshipment.Weare

notifyingyouthatwereserveourrightto

claimonyoufortheshortage,ifitisconfirmed.

Wehavegivenourcustomersadefinite

assurancethatwewouldsupplythegoodsby

theendofSeptember.Wehopeyouwilllook

intothisurgentmatter.

Yoursfaithfully,

JackSmith

13.處理顧客投訴Settlementofcomplaint

Gentlemen:

Sept30,1988

InresponsetoyourletterofSept.25,weregret

yourcomplaintverymuch.Todaywereceived

informationfromHongKongthatthe

remaining150bikeswereonashipthat

developedenginetroubleandhadtoputinto

portforrepairs.Thetroublewasnotserious,

andthevesselisnowonherway.Sheshould

arriveatyourplacetomorroworthenextday.

Truly,

ZhangShan

14-1.處取消訂貨Cancellingtheorder

DearSirs:

Oct.2,1988

Wearesorrythatcausescompletelybeyond

yourcontrolhavemadeitimpossibleforyou

tokeeptheshipmentdateofSept.30.Since

youhavefailedtoupholdyourendofthe

agreement,wefinditnecessarytocancelour

order.Unfortunately,ourbuyerscannotwait

indefinitelyfortheunits.Wearesorrythatit

isnecessarytotakesuchadrasticstep.

Sincerely,

JackSmith

14-2.諒解遲運原因Consenttodelayed

delivery

Gentlemen:

Oct.2,1988

Wehavereceivedyournoticeofdelayof

shipmentduetomechanicaltroublesonthe

ship.Wearepleasedthattheorderisnowon

itsway.Thankyouforthenotice.Weare

eagerlyawaitingtheship'sarrival.

Yoursfaithfully,

JackSmith

15.貨物損壞報告Complaintaboutdamaged

goods

DearSirs:

Oct.4,1988

Uponarrivalofyourshipment,theship's

agentsnoticedthatcaseNo.5wasdamaged

andnotifiedus.Thenumberofarticlesinthe

caseiscorrectaccordingtotheinvoicebutthe

followingarticlesarebroken:

(Listof

articles)

Asyouwillseeinoursurveyreportandofthe

ship'sagent's,thattheseunitsaredamaged

andquiteunsaleable.Pleasesendus

replacementsforthebrokenarticles.Weawait

yourreplyinduecourse.

Sincerely,

JackSmith

16-1拒絕接受損壞責任Reluctancefor

damageobligations

DearSirs:

Oct8,1988

Thankyouforinformingusofthe

damagedshipmentSincetheunitswere

packedwiththebestofcare,wecanonly

assumethatthecaseswerehandledroughly.

Wethereforeurgeyoutolodgeyourclaim

withtheinsurancecompany.

Sincerely,

ZhangShan

16-2.接受賠償責任Acceptanceofdamage

obligations

Gentlemen:

Oct.8,1988

Assoonaswegotyourletter,wegotintouch

withthepackersandaskedthemtolookinto

thematter.Itappearsthatthefaultlieswith

thepackagingmaterialsused.Wehavesince

correctedthemistakes.Weapologizeforthe

oversight,andaresendinganewdelivery

immediately.

Sincerely,

ZhangShan

17.催討逾期貨款Remindingofdelayed

balance/payment

DearSirs:

Nov.30,1988

Ithascometoourattentionthatyourpayment

isonemonthoverdue.Theunitsorderedwere

deliveredtoyouonSeptember26andwere

invoicedonSeptember30.Paymentitdueon

October30.Welookforwardtoseeingyour

remittancewithinaweek.

Sincerely,

ZhangShan

2.4課外閱讀與練習Furtherreadingand

practice

I、訂購商品(E-C)

Pleasesendtothefollowingitemstobe

shippedbywayexpress,andbillus.Theorder

iscontingentonreceivingthetermsof

2%-30days:ldoz.linenhandkerchiefs：$2.40

4pairtanpigskingloves,size：$12.00

2doz.assortedOrlonsportshirts:$72.005pair

assortedcottonsocks:$2.00TOTAL:

$8840

寤就下列各項商品交由鐵路以快運方式發(fā)

運給我們并列帳單。按照“2%-30天”的條件執(zhí)

行。1打亞麻布手帕2.40美元4雙棕黃色豬

皮手套(尺碼)12.002打各種花色的奧綸

運動衫72.005雙雜色棉線短襪2.00合計

88.40美元

2、開具所需商品單并要求盡快裝運

Pleaseshipthefollowinggoodsbymotor

freightassoonaspossible,andchargethemto

ouraccount:15Ibs.bicarbonateofsoda$4.50

1grossboxesofaspirin$36,0020bottlesRapp

Syrup-#47B$10.00TOTAL$50.50.請盡模

用汽車發(fā)運下列物品：費用請記入我方帳內(nèi)。

15磅小蘇打4.50美元12打盒裝阿司匹林

36.00美元20瓶拉普糖漿-47B10.00美元合

計50.50美元

3、確認訂貨

Thisistoconfirmmytelephoneorderof

yesterdayforthefollowingitems:4Jr.Sewing

MachinesModel3A7Homemaker'sIroning

Boardsl5FoldUpClothesRacks.昨天我在電

話所聯(lián)系的下列各項訂貨現(xiàn)作進一步確認。4

臺3A型小縫紉機、7只家用熨斗、15只折迭

式衣架。

4、要求按訂貨單發(fā)貨

Thankyouforyoursamplesofstriped

coatingsreceivedtoday.Pleasemakeshipment

inaccordancewithourOrderNo.2602

enclosedherewith.今天收到你們寄來的帶條

紋外衣料樣品，謝謝.請按照信內(nèi)附寄的第2602

號訂單發(fā)貨

5、無法供貨(CE)

Werefertoyourtelexof12Augustand

oursoftodayregardingthesupplyofblack

silk.Asyouperhapsknow,demandforthe

abovehasbeenheavysincelastyear.Weare

consequentlyfullycommittedatthemoment

andareunabletomakeyoutheofferas

requested.Weassureyou,however,thatwe

shallcontactyouassoonasfreshsupplies

becomeavailable.Shouldyourcustomers

requiteothersilks,pleaseletusknow.貴公司

8月12日的電傳已經(jīng)收到，現(xiàn)就有關黑色絲綢

供貨問題電復。自去年以來，上術貨品的需求

量極高。本公司暫未能承接定單，故無法按貴

公司要求報價。他日一旦有新貨源，本公司定

當即時與貴公司聯(lián)絡。若貴客戶需要其他絲綢

貨品，亦請告知。

6、拒絕訂貨

Thankyouforyourorderno.458fortin

platesheets,whichwereceivedtoday.We

regretthat,owingtoashortageofstock,we

areunabletofillyourorder.Moreover,our

manufacturerscannotundertaketoentertain

yourorderforfuturedeliveryowingtothe

uncertainavailabilityofrawmaterials.We

will,however,contactyoubytelexoncesupply

improves.Inthemeantime,pleasefeelfreeto

sendusyourspecificenquiriesforothertypes

ofmetalsheets.Youcanassuredofourbest

attentionatall今天收到貴公司458號

鍍錫板的定單。因為存貨短缺，未能供應貴公

司所需貨品，特此致歉。此外，制造商尚未確

定原料供應量是否充足，所以不能接受其他定

單。一旦供應情況改善，我們將電傳通知貴公

司。若貴公司需要其他金屬薄板型號的資料，

我們樂意隨時效勞.

7、再次訂貨

WehavereceivedtheaboveshipmentexSS

BlueSeasandarepleasedtoinformyouthat

wefindthegoodsquitesatisfactory.Sincewe

believewecanselladditionalquantitiesinthis

market,wewishtoplacewithyouarepeat

orderfor500dozensofthesamestyleand

sizes.Wewouldbegratefulifyoucould

arrangeearlyshipmentofthisrepeatorderat

weareinurgentneedofthegoods.Ifthe

goodsarenotavailablefromstock,wewould

begratefulifyoucouldadviseus,withfull

particularsofthespecifications,of

replacementgoodswhichcanbewhippedfrom

stock.

8、拒絕接受再次訂貨

Wearepleasedtoacknowledgeyourletter

of6Marchinformingusthatyouaresatisfied

withourladiestightsshippedtoyouperSS

BlueSeas.Wealsonotethatyouwishtoplace

arepeatorder.Weregretthatwecannotat

presententertainanynewordersforBaletto

ladies'tightsowingtoheavyorders.Weare,

however,keepingyourorderbeforeus.As

soonasweareinapositiontoacceptnew

orders,wewillcontactyoubytelex.With

regardtostocklines,weareenclosingalist

you'reyourinformation.Shouldyoube

interestedinanyofthese,pleaseletusknow

yourrequirements,statingquantity,styleand

sizes.3月6日的來信已收到，得悉貴公司滿意

經(jīng)由藍海號輪船運送的女裝緊身衣，并希望再

訂購貨品，深表謝意。由于定單過多，本公司

很抱歉暫時未能接受巴勒圖女裝緊身衣的新

定單。我們會保留貴公司的定單，一俟能接受

新定單，即以電傳知會貴公司?，F(xiàn)隨函附上本

公司存貨清單以供參考。如欲訂購任何貨品，

請告知所需貨品之數(shù)量、式樣和尺碼、本公司

半竭誠為您效勞。

9、拒絕特別訂貨要求

hankyouforyourletterof20May

concerningyourspecialrequest.Fromtimeto

timewedorunspecialjobs,changing

materialsandcolorsforoneparticularorder.

Butwehavetoconsidermanyfactorsbefore

wecanaccepttheorder.Ihavespokentoour

productionmanager,andshehasdonethe

costing.Iamsorrytoreportthatevenifwe

didthejobforyouatcost,itwouldcomeout

wellabovethepriceyouarewillingtopay.I

amcheckingwithothermanufacturersinthe

areawhoareworkingwiththematerialsyou

wantTheymaybeabletogiveyouthequality

youdesireatafairprice.Iwillgetbacktoyou

inafewdays.Weappreciateyourbusinessand

Iamgladyouaskedusaboutthisjob.The

nexttimeyouhaveaspecialneed,pleaseask

again.Wewilltryourbesttodothejobfor

you.Ifwecannot,wewillattempttofindthe

bestcompanythatcan,謝謝貴公司5月20日特

別訂貨要求的來函。本公司遇有客戶特別要

求，如情況許可，亦樂意加工變換有關產(chǎn)品的

用料或顏色。貴公司的要求經(jīng)轉(zhuǎn)達生產(chǎn)部經(jīng)理

作成本預算后，考慮到所需費用較貴公司所擬

高出很多，因而未能照辦，非常抱歉。現(xiàn)正聯(lián)

絡其他廠商，研究是否能以合理價格達成要

求。不日將有答復。承蒙查詢加工事宜，謹致

衰心謝意。如有其他要求，本公司樂意隨時候

命。即若未能效勞，亦當物色其他能勝任的商

代辦。

附商務函電基本用語

1)通知

(Noun)Advice;Notice;Information;

Notification;Communication;Areport;News;

Intelligence;Message.

(Verb)(通知，告知)tocommunicate(afact)to;

toreport(afact)to...on;toapprise(aperson)

of;tolet(aperson)know;toacquaint(a

person)with;tointimate(afact)to;tosend

word;tosendamessage;tomailanotice;to

write(aperson)information;togivenotice(預

告);tobreakanewsto(通知壞消息);to

announce(宣布).

IinformyouthatIhavenowremovedmy

factorytotheaboveaddress.

Havingestablishedourselvesinthiscity,as

merchantsandgeneralagents,wetakethe

libertyofacquaintingyouofit,andsolicitthe

preferenceofyourorder

Wearepleasedtoinformyouthatour

businesswillbeturnedintoalimitedcompany

onMay1st.

Noticeisherebygiventhattheannualgeneral

meetingoftheshareholdersofourcompany

willbeheldattheBankers*ClubonMar.1.

Bythisweinformyouthatwehavetodaypaid

Mr.R.S.$120.

Throughtheselines,weintimateyouthatthey

maysendyouconsiderableorders.

2)回信

(Nouns)Ananswer;Areply;Aresponse.

(Verbs)Toanswer;Toreply;Togiveareply;

Togiveone'sanswer;Tomakeananswer;To

sendananswer;Towriteinreply;Toanswer

one'sletter.

(Prep)byreturn||byreturnofpost||byreturn

ofmail

特此回信：Replyto;Answeringto;Inanswer

to;Inreplyto;Inresponseto.

等候回信：Toawaitananswer;Towaitforan

answer.

收到回信：Togetananswer;Tofavourone

withananswer;Togetaletteranswered.

為供您回信方便，隨信附去免貼郵票的信封一

個。Areturnenvelopethatrequiresnopostage

isenclosedforyourconvenienceinreplying.

Makeoutyourcheckfor$20,putitinthe

enclosedenvelope,andstartitonitswayto

us-now

Apostcardisenclosedforyourconveniencein

requestingfurtherinformation.

Thensendbackthepostcardandwellgladly

tellyou-withoutabitofobligation,ofcourse.

Wearecertainthatweareofferingasound

articleatpopularprice,andweshould

appreciateanopportunitytosubstantiateour

claims

InanswertoyourfavourofMay6,weinform

youthatweareunabletotakethegoods

offeredbyyou.

Answering/Replyingtoyourletter/toyour

inquiry,westatethatthemarketremains

quiet.

Kindlyexcuseournotreplyingtoyourfavour

ofthe8thMayuntiltoday.

Inresponse/replytoyourletterofJun.8.，Iam

pleasedtosaythatMr.??isamanof

trustworthycharacter.

Wearegladtoansweryourinquiry

concerningS.&Company

3）收訖

（Noun）Receipt（至！J）,eceipt（收據(jù)）A

receiver（領取人，取款人），Arecipient（收款人）

（Verb）Toreceive;Tobeinreceiptof;Tobeto

（at）hand;Tocometohand;Tobeinpossesion

of;Tobefavouredwith;Toget;Tohave;To

havebefore（aperson）;Tomakeoutareceipt

（開出收據(jù)）;Toacknowledgereceipt（告知

收訖）

Iacknowledgereceiptofyourletterof

yesterday,andgratefullyacceptthe

appointmentonthetermsyoumention.您昨

日來信已收悉，謹于此按您所約定的條件。接

受此項任務

6月1日貴函敬悉。Wearepleasedto

acknowledgereceiptofyourfavourofthe1st

June

本月5日來函敬悉。Weacknowledgereceiptof

yourletterofthe5thinst

Kindlyacknowledgereceipt,andhavethe

goodssentbythelaststeamerinDecember

Wedulyreceivedyourfavourofthe15thMay,

contentsofwhichwenotewiththanks

6月6日來函收悉，我們無法交運該貨，甚感遺

撼。Weareinpossessionofyourfavourofthe

6thJune,andregrethavingtoinformyouthat

itisimpossibleforustodeliverthegoods

7月15日寄來的貨物發(fā)票收悉。Wearein

possessionofyourinvoiceofthe15thJuly

YourfavourofJuly7sathand,andthankyou

foryourorderfor:...

Yourfavourofyesterdaycoveringachequieof

$100isdulytohand

昨天貴函已收悉。Yourfavourofyesterdayis

dulyreceived.

我們已收到您昨日寫的信。Wehave/duly

receivedyourletterofyesterday.

Wereceivedonthe1stMayyourvalued

favourdated3thApril.

Wehavetoownwiththanksthereceiptof

yourfavourof6thJune.

4)確認To

confirm||Confirming||Confirmation

確認書Aletterofconfirmation為確認To

confirm;Confirming;Confirmation;In

Confirmationof

Weconfirmourcalloflastweekrespecting

ourofferstoyou

Weconfirmourrespectsofthe3rdMay,and

informyouthatyourconsignmenthasduly

arrived.

I