商務(wù)英語函電1-3章市公開課一等獎(jiǎng)百校聯(lián)賽特等獎(jiǎng)?wù)n件

EnglishForInternationalBusinessCommunication

安徽財(cái)經(jīng)大學(xué)國際經(jīng)濟(jì)貿(mào)易學(xué)院郵箱：zhaomiao@126.com第1頁ChapterOne

BusinessLetters第2頁1.1Introduction

1.2Writingguide

1.3Lettersforexample

1.4WordsandPhrases

1.5Notes

1.6Usefulexpressions

1.7Exercises

第3頁1.1IntroductionBusinessletteristhemostfrequentlyusedformofcommunication.Itisveryimportantinthebusinessworld.twomainfunctions.1.toaskforandgiveareplytoanenquiry,offer,orderorcomplaint;2.tokeeparecordofalltheimportantfactsforreadyreference.Aneffectivebusinessletterwillsaywhatthewriterwantsittosayclearlyandsimply.Therearethreestylesofbusinesscommunication:thefullblockedstyle,theindentedstyleandthesemi-blockedstyle.Thefully-blockedstylewithopenpunctuationisthemostpopularmethodofdisplayforbusinessletters,becauseitisconsideredtobebusinesslike,simpleandprofessional.第4頁1.2WritingguideTheFormatofenvelopesTheStructureofbusinesslettersTheEssentialsofBusinessLetterWritingTheFormatsofabusinessletter第5頁Correctness正確Completeness完整Clarity清楚Conciseness簡練Concreteness詳細(xì)Courtesy謙恭Consideration體貼函電書寫基本標(biāo)準(zhǔn)（7C’s）第6頁1.2.1TheEssentialsofBusinessLetterWriting

——7“Cs”principlesClarity:Trytoexpressyourselfclearly.

1.Keepinmindthepurposeoftheletter;2.Useappropriatewordsincorrectsentencestructures;3.Avoidambiguoussentences.Conciseness:Saythingsinthefewestpossiblewords.

★

Trytoavoidwordinessorredundancy.

Courtesy:Notmerepoliteness.

Alwayskeepinmindthepersonwearewritingto,seethingsfromhispointofview,visualizehiminhissurroundings,seehisproblemsanddifficultiesandexpressourideasintermsofhisexperience.第7頁1.2.1TheEssentialsofBusinessLetterWriting

——7“Cs”principlesConsideration:ItemphasizesYou-attituderatherthanWe-attitude.

Keepthereader’srequest,needs,desires,aswellashisfeelingsinmind.Correctness:Appropriateandgrammaticallycorrectlanguage,factualinformationandaccuratereliablefigures,aswellastherightformsandconventions.Concreteness:Makethemessagespecific,definiteandvivid.Completeness:Providealltheinformationanddatanecessaryforaspecificissue.第8頁1.2.2TheStructureofbusinessletters第9頁LayoutofBusinessLetters

信件組成部分BasicComponents基本部分1.Theletterhead信頭2.Thedateline日期3.Theinsidenameandaddress收信人名稱地址4.Thesalutation稱呼5.Thebody信文6.Thecomplimentaryclose結(jié)尾敬語7.Thesignature落款第10頁MiscellaneousMatters附加部分8.Thereferencenotation案號(hào)9.Theattentionline詳細(xì)收信人10.Thesubjectline事由11.Theenclosure附件12.Thecarboncopynotation抄送13.Thepostscript附言14.Mailingorin-housenotation郵遞方式15.multipleletterheading多頁信標(biāo)題16.Referenceinitials主辦人代號(hào)第11頁1.ChinaNationalCereals,OilsandFoodstuffsImp&ExpCorp.8JianguomenNeiDajieBeijing10005,ChinaTelephone:86-10-6526-8888Fax:86-10-6527-6028E-mail:carl@8.OurRef.YourRef.

2.Date:15thNovember,20--3.MessrsH.Ronald&Co.556EastcheapLondon,E.C.3,England9.Attention:ImportDept.4.DearSirs,10.AquaticProducts

5.Wethankyouforyourenquiryof5November.Incompliancewithyourrequest,wearesendingyouherewithacopyofourillustratedcatalogueandaquotationsheetforyourreference.Allpricesaresubjecttoourconfirmationforouraquaticproductshavebeensellingwellthisseason.Therefore,wewouldsuggestthatyouadviseusbyafaxincaseofinterest.Weawaityourearlyfavorablereply.

6.Yourstruly,

7.ChinaNationalCereals,OilsandFoodstuffsImp&ExpCorp.Sig._______________(Manager)11.Enclosures12.ccourShanghaiBranchOffice13.P.S.WerequirepaymentbyL/CforatotalvaluenotexceedingUSD50,000.第12頁組成部分分項(xiàng)示例1.ChinaNationalCereals,Oils&FoodstuffsImp&ExpCorp.8JianguomenNeiDajieBeijing10005,ChinaTelephone:86-10-6526-8888Fax:86-10-6527-6028E-mail:carl@8.OurRef.YourRef.2.Date:15thNovember,20--信頭日期案號(hào)第13頁3.MessrsH.Ronald&Co.556EastcheapLondon,E.C.3,England收信人名稱和地址詳細(xì)收信人稱呼事由10.AquaticProducts9.Attention:ImportDept.4.DearSirs,第14頁5.

Wethankyouforyourenquiryof5November.Incompliancewithyourrequest,wearesendingyouherewithacopyofourillustratedcatalogueandaquotationsheetforyourreference.Allpricesaresubjecttoourconfirmationforouraquaticproductshavebeensellingwellthisseason.Therefore,wewouldsuggestthatyouadviseusbyafaxincaseofinterest.Weawaityourearlyfavorablereply.

6. Yourstruly,

7.

ChinaNationalCereals,OilsandFoodstuffsImp&ExpCorp.Sig._______________(Manager)結(jié)尾敬語信文落款第15頁11.Enclosures12.ccourShanghaiBranchOffice13. P.S.WerequirepaymentbyL/CforatotalvaluenotexceedingUSD50,000.附件抄送附言第16頁Letterhead

Theletterheadindicatesthename,address,telephone,faxnumberandE-mailaddressofthecompanysendingtheletter.Ifletterheadstationeryisnotavailable,youcantypetheheading,whichincludesareturnaddress,andleavesaboutatwo-inchtopmargin.e.g.OpticalProductsCorp.123MonmouthParkwayLongBranch,NJ07784Tel:813-688-1186Fax:813-688-112E-mail:swihgo@第17頁WritingdateinEnglishgoesintwostyles:AmericanStyleBritishStyleThestandardorderoftypingthedate:month,day,year.Example:September12,.Thestandardorderoftypingthedate:day,month,year.Example:12September,.Date

Thedaycanbewrittenortypedineithercardinalnumbers(1,2,3,4,etc.)orinordinalnumbers(1st,2nd,3rd,4th,etc.).Themonthandtheyearhadbetternotbewrittenintheirabbreviationforms,otherwise,itmayeasilycauseconfusion.Thereisnoruleforthedateplacement.Ifyouuseletterheadstationery,placethedateonetothreeblanklinesbeneaththeletterhead.Ifwithoutletterhead,placethedateimmediatelybelowthereturnaddress.第18頁日期位置：美式：在信頭和收信人名稱地址之間英式：通常在收信人名稱地址之下均能夠齊頭，也能夠靠右寫法：美式：月-日-年英式：日-月-年第19頁美式日期舉例日期第20頁英式日期舉例日期第21頁日期寫法注意事項(xiàng)“月份”最好用文字，如：

1. 2ndMay,20--

2. 2May,20--

3. 2May20--(Commacanbeomitted)4. September21st,20--5. September21,20--防止月份用數(shù)字，如11/12/20--第22頁InsidenameandaddressTheinsidenameandaddressshouldincludesomeorallpartsofthefollowing:thenameoftherecipient,thedepartmentname,companyname,suiteorroomnumber,streetaddress,city,postcode,state/provinceandcountry.Ofalltheseparts,postcodeisveryimportant,ithelpstofacilitatemechanicalmail-sorting.Theinsidenameandaddressappearsontheleftmarginandusuallystartstwotofourlinesbelowthedate.Itappearsexactlythesamewayasontheenvelope.第23頁英語：名稱在上，地址在下

地址先小后大漢字：名稱在上，地址在下地址先大后小信內(nèi)地址和名稱第24頁名稱、地址AUKaddress:

AirEnvironmentalMechanicalEquipmentLimited2076WestMainStreetDevon,EX140RAU.K.

企業(yè)名稱門牌號(hào)街道城市郵編國家第25頁漢字名稱、地址舉例安徽財(cái)經(jīng)大學(xué)中國安徽省蚌埠市宏業(yè)路255號(hào)單位名稱地址由大到小第26頁中國地址用英文寫AnhuiUniversityofFinanceandEconomics255HongyeRoad,Bengbu233041,P.R.China

單位名稱門牌號(hào)街道郵編城市國家第27頁InsidenameandaddressPrecedetheaddressee’snamewithacourtesytitle(suchasMr.,Ms.orDr.).Ifyoudonotknowwhetherapersonisamanorawoman,andyouhavenowaytofindout,omitthecourtesytitleandgivethefullname.Theperson’sjobtitlecanbeplacedonthesamelineoftheperson’sname,oronthelinebelow.Trytosquaretheaddressasmuchaspossible.Ifthetitleappearsonthesameline,placeacommabetweenthenameandthetitle.Ifitappearsonthenextlinedispensewiththecomma.e.g.:（1）Mr.DickEaton,President

（2）Ms.PatriciaT.HigginsAssistantVicePresident第28頁InsidenameandaddressIfthenameofaspecificpersonisunavailable,youmayaddressthelettertothedepartment,followedbythenameofthecompany.e.g.:（1）CustomerServiceDepartmentAcmeConstructionCompany

（2）DirectorofPersonnelInternationalTradingCo.Ltd.Inordertoavoidambiguity,whenyouwriteletterstoothercountries,alwaysincludethenameofcountry,evenifthecitymentionedisthecountry’scapital.Thefollowingexamplesshowalltheinformationthatmaybeincludedintheinsideaddress.Example1Example2Dr.H.C.ArmstrongResearchandDevelopmentCommonwealthMiningConsortiumTheSheltonBuilding,Suite391353SecondSt.SWCalgary,ABT2PCanadaMr.ThomCollins,President164BayRoadLiquorlandOklahomaCity,OK73125U.S.A第29頁Salutation

Thesalutationisthepolitegreetingwithwhichaletterbegins.Placeittwolinesbelowtheinsideaddress.Thesalutationshouldcorrespondtothefirstlineoftheinsideaddress,thatis,ifthefirstlineofyourinsideaddressisanameofaperson,thesalutationis“Dear+thename”.Itsformdependsuponyourrelationshipwiththereceiver.

第30頁稱呼位置：必須齊頭寫法：對(duì)男士（正規(guī)）：DearSir,或DearSirs,或Gentlemen:對(duì)女士（正規(guī)）：DearMadam,或DearMesdames,對(duì)關(guān)系親密商業(yè)搭檔：DearJack,詞首字母全大寫，用逗號(hào)或不用標(biāo)點(diǎn)符號(hào)Gentlemen后用冒號(hào)第31頁BodyThisisthemostimportantpartofaletter.Itexpressesyouridea,opinion,purposeandwishes,etc.Itusuallybeginsoneortwolinesbelowthesalutation.Lineswithinaparagraphshouldbesingle-spacedanddouble-spacedbetweenparagraphs.Itusuallyincludesthreeparts:theopeningparagraph,themiddleparagraphandtheclosingparagraph.Theopeningparagraphreferstoanypreviouscorrespondenceorintroducesthepurposeoftheletter.Themiddleparagraphssupportstheopeningand/orprovidesadditionalinformation.Theclosingparagraphisshortandservesasarequest,suggestion,orlooktothefuture.Whenwriting,payattentiontocourtesy,clarity,conciseness,consideration,completeness,concretenessandcorrectness.第32頁ComplimentaryCloseThecomplimentarycloseispurelyamatterofcustomandapolitewayofbringingalettertoaclose.Itappearsoneortwolinesbelowthelastlineofthebody.Capitalizethefirstwordandendwithacomma.Theexpressionmustmatchthesalutationreflectingtherelationshipbetweenthesenderandthereceiveroftheletter.Themainwordsincomplimentaryclosureareasfollows:sincerely,faithfully,cordially,respectfullyandtruly.Thesewordsmayappearinanyofthesecombinations:Yoursincerely,Sincerelyyours.Theexpressionusedmustsuittheoccasion.第33頁結(jié)尾敬語位置：齊頭式靠左對(duì)齊，縮格式偏右正規(guī)場(chǎng)所下慣用：1.Yoursfaithfully,2.Yourstruly,3.Faithfullyyours,4.Trulyyours,第二個(gè)單詞小寫，用逗號(hào)或不用標(biāo)點(diǎn)符號(hào)第34頁稱呼與結(jié)尾敬語對(duì)應(yīng)關(guān)系第35頁SignatureThewriter’ssignatureconsistsofahandwrittensignatureandatypewrittensignature.Typethenameunderthecomplimentaryclosing,leavingenoughblanklines(usuallyleavethreeblanklines)tosignyourname.Never“sign”withasealorstamp.Thewriter’ssignatureshouldbeplacedbetweenthecomplimentaryclosureandthetypedsignature.Theletterheadindicatesthatyouarerepresentingyourcompany.However,ifyourletterisonplainpaperandyouwanttoemphasizethatyouarespeakinglegallyforthecompany,youmaytypethecompany’snameincapitallettersbelowthecomplementaryclosingandplacethetitleofthemessagesenderonthesamelinewithorbelowthetypedname.Example:Verytrulyyours,ALVERS,INC(signature)HarrySmith,ProjectManager第36頁落款結(jié)尾敬語手寫署名打印署名職務(wù)企業(yè)名稱放在署名上方第37頁MailingorIn-houseNotation

Mailingnotationshowsthespecificmeansofdeliveryfortheconvenienceofverification.Besidestherearetwoothercommonlyusedformsofmailingnotation,e.g.bycourierandbyEMS.Typethemtwolinesbelowthedateandinallcapitalletters.Mailingnotations:e.g.“specialdelivery”,”airmail”,”registeredmail”,“certifiedmail”In-housenotations:e.g.“personal”,“confidential”.第38頁郵寄方式ViaAirMail(ByAirmail,orParAvion)航空Registered/certified掛號(hào)ParcelPost郵包Express快遞SamplesPost樣品第39頁ReferenceThereferencemayincludeafilenumber,departmentcodeortheinitialsofthesignerfollowedbythatofthetypistoftheletter.Typethereferencenumberbelowtheletterheadinshortformas“Ourref.:”forthesender’sreferencenumber,and“Yourref.:”fortherecipient’s.Thepurposeofthisistofacilitatefilingoftheletter,linkitwithpreviouscorrespondence.第40頁AttentionLineTheattentionlineisusedtonamethespecificindividualtheletterisaddressedto.Itisusuallyplacedbetweentheinsideaddressandthesalutationorwithintheinsideaddressandcenteredoverthebodyofaletterintheindentedstyle.ItsabbreviationisAttn..Itsuggeststhatthesenderhopestheletterreceivestheimmediateattentionofacertainpersonoraspecificdepartment.第41頁詳細(xì)收信人位置：1.收信人名稱地址之下2.齊頭式靠左，縮格式居中3.要加下劃線表示是承接本信件詳細(xì)個(gè)人或部門1.Attention:Mr.H.A.Donnan,ExportManager

2.AttentionofMr.Cave

3.TotheattentionofMr.LiuMing

第42頁SubjectLine/CaptionThesubjectlineisthegeneralideaofaletter.Itcallsrecipients’attentiontothetopicoftheletter.Itisofteninsertedbetweenthesalutationandthebodyofaletter,usuallytwolinesbelowthesalutation.Itisalsousefulasaguideforfiling.Somecompaniesomittheword“Subject:”,somereplaceitwith“Re:”or“re:”(meaning“regarding”),andsomeunderlinethesubjectline.Thefollowingformsarecommonlyused:SUBJECT:SALESCONFIRMATIONNO.5678FOR300MTOFSOYBEANOILSubject:SalesConfirmationNO.5678for300MetricTonsofSoybeanOil第43頁事由位置：

1.稱呼和正文之間2.齊頭式靠左，縮格式居中3.要加下劃線表示是該信函主題

1.

Re:YourOrderNo.463for1,000Wide-screenTVSets

2.SHEEPWOOL

第44頁MultipleLetterHeading.Whentypingamultipleletter,useletterheadforthefirstpage.Thefollowingpageorpagesshouldhavethesamequality,sizeandcolorasthefirstpage.Themultipleheadingbearsthenameoftherecipientorhis/herorganization,thepagenumber,andthedate第45頁ReferenceInitialsConsistingofthesigner’sinitialsincapitalsfollowedbyaslashorcolonfollowedbythelowercaseinitialsofthepersonpreparingtheletter,thisitemservesasreminderofwhopreparedtheletter.Itshouldbeplacedattheleftmargin,twoorthreelinesbelowthesignature.Whenyoutypeyourownletter,don’tuseinitials.Whenthesignatureblockincludesthewriter’sname,useonlythetypist’sinitials.Referenceinitialsareusuallygivenintheformof“author’sinitials/typistinitials”,or“author’sinitials:typistinitials”.第46頁EnclosureNotation

Whenthereissomethingenclosedwiththeletter,typetheword“Enclosure”,oranabbreviationofit（Encl.）inthebottomleft-hand,adoublespacesunderthereferenceinitials,withafigureindicatingthenumberofenclosures,iftherearemorethanone.Youcanuseanyofthefollowingstyles:

EnclosureEncl.Enclosure:1.PurchaseOrderNo.12342.CheckNo.123第47頁CarbonCopyNotation

Whenyousendacopyofthelettertoathirdperson,placeanotationdirectlybelowtheenclosurenotationorreferenceinitials.Thecopynotationisindicatedwith“CC”,or“cc”whichisaholdoverfromthedaysofcarboncopies.Manycompaniesarenowusing“PC”(forphotocopy).

e.g.:PC:MargaretRuthCC:MargaretRuthCc:MargaretRuth第48頁抄送位置：附件之下，左對(duì)齊表示該信件同時(shí)抄送給他人1.明抄：ccMarketingDepartment2.暗抄：bccMr.SimpsonCarboncopy,收信人知道被抄送Blindcarboncopy,收信人不知道被抄送，只出現(xiàn)在發(fā)給被抄送人信件里第49頁P(yáng)ostscript/P.S.Ifyouwishtoaddsomethingyouforgetorforemphasis,youmayusuallyaddthepostscripttwolinesbelowthecarboncopynotation.Postscriptmaybeprecededby“P.S.”,butthisisnotstrictlynecessary.Inbusinessletters,postscriptisnotcommonlyused,whileinpersonalletters,itfrequentlyappears.Thisitemisusuallyusedintheinformalstylesofletters.TheaddingofaP.S.should,however,beavoidedasfaraspossible,sinceitcanappearasafterthoughts,indicatingalackofplanning.P.S.:Youget5%discountifyoubookthespacebytheendofthismonth.第50頁1.2.3TheFormatsofabusinessletter1.BlockedFormatWiththisletterstyle,allletterpartsbeginattheleftmargin.Becausethisstylecansavethetypist’stime,soithascometobemuchwidelyusedandpreferrednow.Thelossofclarityoccasionedbytheabsenceofindentationsmaybemadegoodbyincreasingthenumberofseparatingline-spacingbetweenparagraphs.2.Semi-blockedFormatLikeblockedformat,allletterpartsbeginattheleftmargin,exceptthedateline,complimentaryclosing,companysignatureandwriter’sidentification,whicharesetagainsttheright-handmargin.Theyareplacedinthispositionforfilingandreferencepurposes.Itisalsonamedasamodifiedblockedformat.3.IndentedFormatTheindentedformatmayfollowthesamelayoutaseithertheblockedorsemi-blockedformats,butwilldifferinthattheparagraphswilleachbeindentedbyfourorfivespaces.Itisatraditionalformat,especiallyinBritain.第51頁FormatsofBusinessLetters

商業(yè)信函格式ThreemajorformsIndentedForm

縮格式BlockedForm

齊頭式Semi-blockedForm

半齊頭式第52頁IndentedForm

縮格式這種排列要領(lǐng)在于日期、結(jié)束語、署名都靠右或偏右，而封內(nèi)地址和稱呼則在左邊，假如以上任一要素要分行排列時(shí)，后行要比前行縮入兩個(gè)（或三個(gè)）英文字母；正文每段開始要縮入五個(gè)英文字母，段與段之間要空一行。這種形式考究勻稱美觀，是傳統(tǒng)排列范式，當(dāng)前只有少數(shù)英國人喜歡用。第53頁縮格式示例日期靠右詳細(xì)收信人和事由居中段首縮格結(jié)尾敬語和落款偏右第54頁BlockedForm齊頭式商業(yè)英文書信，普通都要求用打字機(jī)或電腦整齊地打印，左邊各行開頭垂直，稱為垂直式或齊頭式，美國慣用這種格式；這種排列要領(lǐng)在于每個(gè)要素都從左邊開始排列，每一行都不向右縮入，因而整封信左邊成一垂直線，右邊參差不齊。這種形式即使打字時(shí)方便省事，不需考慮左邊縮入，但不勻稱美觀。

第55頁齊頭式示例除信頭外全部左對(duì)齊第56頁Semi-blockedForm

半齊頭式這種排列集上述兩種形式之所長，日期、結(jié)束語、署名排在右邊，封內(nèi)地址和稱呼排在左邊，但每個(gè)要素分行時(shí)每行都不向右縮入；正文每段開始縮入五個(gè)英文字母，而段與段之間可不空行。這種形式兼顧及方便省事與勻稱美觀。第57頁半齊頭式示例案號(hào)和日期靠右落款偏右第58頁1.2.4TheFormatofenvelopes

Theenvelopeshouldmatchthestationeryincolorandstyle.Mostcompanieshavethereturnaddressintheupper-leftcorneroftheenvelope,givingthesameinformationastheletterheadNameandaddressofthereceiverisalwayssingle-spacedwithalllinesalignedontheleft,andtheyshouldbeinallcapitalletter,withnopunctuationattheendofeachline.Theorderinwritingtheaddressisfromthesmallestdivisiontothelargest,justoppositetotheChinesecustominwritingaddresses.Thein-housenotationisplacedthreelinesdownthereturnaddressandisinallcapitalletters.Thestampisputattheupperrightcorneroftheenvelopewithmailingnotation,ifthereareany,giveninallcapitallettersbelowthestamp.Theformatoftheaddressontheenvelopecanbeinblockedorindentedstyle,butitisbettertokeepthesameformatwiththeinsideaddressoftheletter.第59頁寫信人在上，收信人在下依據(jù)收信人名稱地址寫法分兩種格式：縮格式：收信人名稱地址逐行右縮齊頭式：收信人名稱地址左端對(duì)齊EnvelopeAddressing（信封格式）第60頁縮格式舉例寫信人名稱地址收信人名稱地址：逐行右縮第61頁齊頭式舉例寫信人名稱地址收信人名稱地址：左端對(duì)齊第62頁Example1:

(Blockedstyle)SkylineFarmMachineryManufacturingCompany56FuanStreet,Tianjin,ChinaTel.:0086-22-22365566PERSONALMS.DAWNROBERTSASIANFOOD-PROCESSINGCO.LTD.100KING’SRDHANOI,VIETNAMBYAIRStampLindaSmith12King’sAvenueRECHMNONDSurreyTW6ISJBritainMR.GARRYMARSHALLPERSONAL6345GLENWOODDRIVEALBUQUERQUE,NM87001U.S.A.PARAVIONStampExample2:

(Indentedstyle)JackSill

CentralBusinessConsultantsHydeTowersHongKongDr.DaweiZhangNo.305JinhuiBuildingNangjingRd.HepingWardTianjin,ChinaStampExample3:

(Mixedstyle)Examples:第63頁1.3LettersforexamplePHILIPTEAEXPORTSLTD.POBox36,Kaduna,NigeriaPhone:(035)523471Telex:20717OurRef.:VA/ym/48576June6,PlyboxCo.Ltd.POBox65,JacksonvilleFlorida32203FortheattentionofMr.RobertKeatsDearSirs,Subject:OVERDUETEA-CHESTDELIVERYWewrotetoyouon1Juneaskingforthepromptdeliveryofourmonthlysupplyoftea-chests,whichwasalready10daysoverdueonthatdate.Wehavenotyetreceivedanydeliveryorexplanationforthedelay.Weshouldappreciatethatitisofutmostimportancethatwearenottoletdownourcustomers.Ifwecannotmeettheirrequirementsatthetimeweagreedupon,wewouldrisklosingthemtoourcompetitors.Weaskyou,therefore,todeliverourtea-chestswithinaweek.Failuretodosowillforceustoseekquotationsurgentlyfromothersuppliers.Wesincerelyhopethatweshallbeabletocontinuedoingbusinesswithyou.Faithfullyyours,PhilipTeaExportsLtd.(Signature)CharlesLaiManagingDirectorEnclosure:AcopyofourorderNo.4881C.C. MichaelKonrad AliciaMontara PeterD.SchaefferLetter1第64頁AthenaHouseGroupAthenaHouseWestStreetLondonSW1Y2ARTel:+44(0)2083020261Fax:+44(0)2083024169E-mail:althena@intl.co.ukDA/ST10MayMrCraigTomkinsonManagerGoodisonHotel42StMichael’sDriveLeedsLS19EGDearsirs,Willyoupleasesendusacopyofcatalogueandcurrentpricelistforgarments?Weareinterestedingarmentsforbothmenandwomen,andalsoforchildren.Weareoneoftheleadinggarmentdealersinthiscityandhavebranchesineightneighboringtowns.Ifthereforethequalityofyourgarmentsissatisfactoryandthepricesareright,weexpecttoplaceregularordersforfairlylargequantities.Inthiscase,weshouldliketoknowwhetheryouareabletoallowusaspecialdiscount.Thiswouldenableustomaintainthelowsellingpricesthathavebeenanimportantreasonforthegrowthofourbusiness.Inreturn,wewouldbepreparedtoplaceorderstoguaranteeannualminimumturn-over,thefiguretobemutuallyagreed.Ilookforwardtoyourearlyreply.Yourssincerely,DouglasAllenSalesManagerLetter2第65頁1.6UsefulexpressionsWewrotetoyouon15Januaryaskingforthepromptdeliveryofourmonthlysupplyoftea-chests,whichwasalready10daysoverdueonthatdate.我們1月15日寫信給你們，要求我們按月供給茶葉箱快速裝運(yùn)，這已經(jīng)比約定日期遲到10天了。Weshouldappreciatethatitisofutmostimportancethatwearenottoletdownourcustomers.我們應(yīng)認(rèn)識(shí)到不讓用戶失望是非常主要。Failuretodosowillforceustoseekquotationsurgentlyfromothersuppliers.未能做到這些將迫使我們急迫與其它供給商尋求報(bào)價(jià)。Weareoneoftheleadinggarmentdealersinthiscityandhavebranchesineightneighboringtowns.我們是在此城市最主要服裝經(jīng)銷商之一，而且在八個(gè)鄰近市鎮(zhèn)有分支機(jī)構(gòu)。Ifthereforethequalityofyourgarmentsissatisfactoryandthepricesareright,weexpecttoplaceregularordersforfairlylargequantities.所以假如貴方服裝質(zhì)量令人滿意，價(jià)格合理，我們將大量地進(jìn)行常規(guī)訂購。Thisfairisanopportunityforbothmanufacturesandbuyersfromallovertheworldtoseekbusinessopportunities.此次展銷會(huì)為那些來自世界各地尋求商業(yè)機(jī)遇制造商和買主提供了機(jī)會(huì)。第66頁Answer:ChinaNationalLightIndustrialProductsImport&ExportCorporation,ShanghaiBranch123JiefangRoad,Shanghai,ChinaFaxNumber:86-22-67891236E-mailaddress:linda@mail.zlnet.com.CnMarch18,H.G.WilkinsonCompany,Limited456LombartStreetLagosNigeriaDearSirs,Re:SewingMachinesWethankyouforyourletterofMarch6enquiringforthecaptionedgoods.TheenclosedbookletcontainsdetailsofallourSewingMachinesandwillenableyoutomakeasuitableselection.Welookforwardtoreceivingyourspecificenquirywithkeeninterest.Yoursfaithfully第67頁Exercises1.wehavereceivedyourletterofJune4,wearegivingyoutheinformationyouwant.現(xiàn)寄給你方在6月4