商务信函写作范文
推荐第1篇：商务信函写作
商务信函写作
书信是日常生活中常用的文体，是用以交涉事宜、传达信息、交流思想、联络感情、增进了解的重要工具。书信一般可分为商务信件或公函（Busine Letter or Official Correspondence）和私人信件（Private Letter）两大类。值得注意的是，英语书信的写法与汉语书信有一些明显区别，应特别加以区分。英语书信通常包括下面几个组成部分：信端、信内地址、称呼、正文、结束语、签名、附件、再启等。下面我们将逐个进行介绍。
1、信端（Heading）
信端即信头，一般包括写信人的地址和写信日期。一些正式信函的信端还包括发信人或单位的电话号码、电报挂号、电传、传真和邮政编码等。 西方国家中有些信端甚至还有单位负责人的姓名、职务和职称等。 信端的目的是使收信人一看便知道书信来自何处，何时发出，便于复信和查阅。用一般的信纸写信时，信端应写在信纸的右上角，若字数较多，可从信纸中间或偏右的地方写起。若字数较少，可适当多向右移一些，使整个信端的重心落在右上角。
信端的写法主要有并列式和斜列式两种。从目前情况来看，前者更为常用。采用并列式时，每行开头要左对齐；采用斜列式时，每行开头逐次向右移二三个字母的距离。例如：
（1）并列式
16 Fuxing Street
Haidian District
Beijing
Post Code: 100035People’s Republic of China
Tel: 63211234
Aug.20, 2004
（2）斜列式（Indented Form）
16 Fuxing Street
Haidian District
Beijing
Post Code: 100035
People’s Republic of China
Tel: 63211234
Aug.20, 2004
写信端时，先写发信人的地址，地点的名称按由小到大的顺序排列，然后是其它项目和发信日期。具体次序是：第一行写门牌号和街名；第二行写区名、市（县）名、省（州、邦）名，往国外寄的信，还要写上国家的名称；国家名称的前面加上邮政编码，其后可写上电话号码，最后一行写发信日期。如果写信人的地址是机关单位的名称，则将其作为第一行。如果写信人的单位没有门牌号码和街名，则第一行可写上所在班级或专业组的名称；第二行写系、科、室名称；第三行写学校名称；第四行写市（县）、省（州）名称；然后再写邮政编码、国名、电话号码、发信日期等项。
如果使用标点符号，则在每行末尾加逗号，最后一行的末尾加句号。但当前的信件中行末大都不加标点符号，但在每行之内该用标点符号的地方，仍要用标点。特别要注意的是，门牌号码和街名之间要加逗号。月份和日期之间不可用逗号。在西方国家，城市名称之后往往写有字母或数字（如 New York, 103），表示城市的邮政编码。
关于发信日期的写法，应注意以下几点：
①年份应完全写出，不能简写。
②月份要用英文名称，不要用数字代替。
③月份名称多用公认的缩写式。但 May, June, July, 因为较短，不可缩写。
④写日期时，可用基数词1，2，3，4，5，……28，29，30，31等，也可用序数词 lst, 2nd, 3rd, 4th, 5th, ……28th, 29th, 30th, 31lst等。但最好用基数词，简单明了。
日期可有下列几种写法：
① Oct.20, 2004
② 10 May., 2004
③ 3rd June, 2004
④ Sept.16th, 2004
其中，①最为通用。
2、信内地址（Inside Addre, Introductory Addre）
信内地址收信人的姓名和地址，写在信纸的左上角，从信纸的左边顶格开始写，低于写信人地址和发信日期一二行，也分并列式和斜列式两种，但应与信端的书写格式保持一致。其次序是，先写收信人姓名、头衔和单位名称，占一二行，然后写地址，可占二至四行，例如：
①并列式
Ms.Joanna Kerry
Peking University
Haidian District, 100871
Beijing
China
②斜列式
Ms.Joanna Kerry
Peking University
Haidian District,100871
Beijing
China
3.称呼（Salutation）
对收信人的称呼应自成一行，写在低于信内地址一二行的地方，从信纸的左边顶格开始写，每个词的开头字母要大写，至于末尾处的符号，英国人用逗号，但美国和加拿大英语则多用冒号。称呼用语可视写信人与收信人的关系而定。给外国人写英文信时，称呼用语要注意以下几点：
①对没有头衔的男性一般称呼 Mr.。Mr.用在姓氏之前或姓氏和名字之前，不可只用在名字之前，例如对的称呼，应该是：Mr.或 Mr.White, 不可是：Mr.Phil。若称呼多个男性，则在姓名前用 Mr.的复数形式 Mers.。对一般以人名为名称的公司和企业常用这种称呼，例如：Mers.Black and Brothers 布莱克兄弟公司。
②对女性一般称呼 Mrs.， Madam 或 Mi。Mrs.用在已婚女子的丈夫的姓氏之前，或姓氏和名字之前，一般不用在名字前 Madame 此词可以单独使用或加在丈夫的姓名之前 Mrs.没有复数形式。若称呼多个女性，则在姓名前用 Mme.的复数形式 Mmes.而对以女子名字为名称的公司、企业可用 Mesdames 称呼。 Mi 多用于未婚女子，此词可缩写为 Ms ，用于姓氏之前或姓氏和名字之前，一般不用于名字之前。
③对收信人的称呼，也可用头衔或职位的名称，不分性别。例如 Profeor （缩写为 Prof.），Doctor （缩写为 Dr.）， General (缩写为 Gen.) 。这些称呼都放在姓氏之前或姓氏和名字之前，如 Prof.（Phil）White等。
④对外公函中对收信人的称呼，可用 Gentlemen （而不是 Gentleman），Dear Sir (s)和 My dear Sir(s)等。Gentlemen 之前不能加 Dear， 后面也不能带姓名。用 Sirs 时，前面常用 Dear 一词，但也可单独用 Sir。若收信人是妇女，则无论已婚或未婚，都可单独使用 Madam 或其复数 Mesdames。
⑤对外国高级官员的称呼，如国家元首、政府首脑、部长、大使、公使和特使等，可用（Dear）Sir， （Dear）Mr.Chairman，（Dear）Mr.Premier， （My dear）Mr.Ambaador，Your Excellency （复数为 Excellencies）。
⑥对君主制国家的国王和皇帝等男性君主，可以 Sir 称呼，对女王、女皇和皇后等女性君主，可用 Madam 称呼。有时也用 Your Majesty 称呼以表示。客气和尊敬Your Majesty 可兼指男性和女性，其复数为 Your Majesties。
⑦对王室成员，如太子、王子、亲王和公主等，一般可用（Dear）Sir 或（Dear）Madam 但在正式尊称时，一般用 Your Highne (复数为 Highnees)。
收信人称呼
先生（男人）Mr./Esq.
夫人（已婚）Mrs.
小姐（未婚）Mi
夫人、小姐统称Ms.
夫妇俩人Mr.and Mrs.
两位或两位以上男子Mers
两位或两位以上女子（已婚）Mesdames
两位或两位以上小姐（未婚）Mies
常见的头衔（汉英对照）如下：
教授Profeor
博士Doctor(Dr.,Ph.D.)
医学博士Medical Doctor(M.D.)
总统或校长President
主席或董事长Chairman
副主席或副董事长Vice Chairman
副总统或副校长Vice President
首相Prime Minister
总理Premier
省长或州长Governor
市长Mayor
参议员Senator
大使Ambaador
秘书长Secretary General
一秘First Secretary
二秘Second Secretary
院长Director,Dean
副院长Vice Director
系主任Dean,Head,Chair
馆长Chief Librarian,Curator
阁下Excellency
神甫Father
4.信的正文（Body of the Letter）
信的正文每段第一行应往右缩进约四五个字母。在写事务性信件时，正文一般开门见山，内容简单明了，条理清楚。在写私人信件时，信写好之后若有什么遗漏，可用 P.S.表示补叙。
5.结束语（Complimentary Close）
结束语是写信人表示自己对收信人的一种谦称，只占一行，低于正文一二行，从信纸的中间或偏右的地方开始写。第一个词的开头字母要大写，末尾用逗号。结束语视写信人与收信人的关系而定例如写给机关、团体或不相识的人的信，一般用：
Yours (very) truly, Yours (very) faithfully, Yours (very) sincerely， 等等。
写给上级和长者的信一般可用：
Yours (very) respectfully, Yours (very) obediently, Yours gratefully, Yours appreciatively, Your obedient servant, 等等。
写给同志或同事的信一般可用：
Fraternally yours, Comradely yours，等等。
写给熟人或朋友的信可用：
Yours, Ever yours, Yours affectionately, As ever, Yours sincerely Yours devotedly, (Most) Fondly yours, Yours excitedly, Intimately yours，等等。
写给亲属或挚友的信一般用：
Yours, Ever yours, Yours as ever, As ever, Yours affectionately, Lovingly yours, (Much) Love, With Love, Lovingly, Your loving son, Your most affectionate, Your devoted friend, Devotedly, 等等，意即：“您的”、“永远是您的”、“您的亲爱的”、“您的爱子（孩子、姐妹、侄、侄女、祖母）”、“您的挚友”等。
写给挚友的信有时也可用：
Yours hurriedly, Yours hastily, Yours in haste, 等等。
写信给挚友，表示歉意时，可用：
Contritely yours, Regretfully yours, Yours in (with) regret, Yours in (with) deep remorse 等。
在欧洲一些国家里，多把Yours 放在 sincerely等词的前面。在美国和加拿大等国，则多用，把 yours 放在 Sincerely 等词之后。Yours 一词有时也可省略。
6.签名（Signature）
信末的签名一般低于结束语一二行，从信纸中间偏右的地方开始写。若写信人是女性，与收信人又不相识，则一般在署名前用括号注上 Mi, Mrs.或 Ms.，以便对方回信时知道如何称呼。有的还有署名后写上自己的职称、职务或头衔
7.附件（Enclosure）
信件若有附件，应在左下角注明 Encl.或 Enc.。若附件不止一个，则应写出2（或3，4，5等）Encls.，例如：
Enc: Resume
Encls:Grade Certificate
8.再启（Postscript, 缩写为 P.S.）
再启部分用于补叙正文中遗漏的话，一般应尽量少用，正式的函件中更应避免使用。
9.私人和公务信函--注意事项
首先，写信者应设身处地想到对方，尊重对方的风俗习惯。
其次，英文信应该行文流畅、言简意赅，避免冗长。这就是说，写信者应用尽可能少的文字表达其必须传递的信息，而且写信者应将其所需传递的信息表达清楚，以免对方产生误解。书信交往，同样需要以礼待人。因而在写信过程中，要避免伤害对方感情，措辞上多选用些礼貌婉转词语。
最后，除了避免语法、拼写、标点错误外，信中所引用的史料、数据等也应准确无误.
私人和公务信函--常用句式。常用的起首语有：
1）Thank you for your letter dated Dec.22,1969.
2)Many thanks for your letter of Sept.5，1997.
3)A thousand thanks for your kind letter of June 5,1997.
4)Your kind letter of November 22th arrived this morning.
5)Your letter which arrived this morning gave me great comfort.
6)In reply to your letter dated 4th July,I want to say…
7)Thank you very much for your letter of August 2 and the gift you sent me on Christmas Eve.
8)What a treat to receive your kind letter of May 5th!
9)It is always a thrill to see your nice handwriting.
10)First of all I must thank you for your kind aistance and high attention to me .
11)With great delight I learn from your letter of this Sunday that … 12)I wish to apply for teaching position you are offering. 13)I am too excited and delighted at your good news.
14)I am very obliged to you for your warm congratulations.…
15)I am very much pleased to inform you that my visit to your country has been approved.
常用的结束语有：
1）Awaiting your good news,
2)Looking forward to your early reply,
3)Hoping to hear from you soon,
4)We await your good news.
5)I hope to hear from you very soon.
6)We look forward to your reply at your earliest convenience.
7)I look forward to our next meeting there in Los Angeles.
8)Your early reply will be highly appreciated.
9)Any other particulars wanted we shall be pleased to send you.
10)The help you give me is sincerely valued.
11)I hope everything will be well with you .
12)Please let us know if you want more information.
13)I hope you always enjoy yourself.
14)I wish you very succe in the coming year.
15)Please remember me to your family.
16)With best regards to your family.
17)All the best.
18)With love and good wishes.
推荐第2篇：商务信函写作
邀请函
邀请人：
人事部经理，张建国
被邀请人：各有关公司人事部门经理
时间：12月3日——4日
地点：滨海友谊酒店
会议内容：就有关新形势人事管理模式和方法进行讨论和发言
信函
以李明的名义给Mr.Black写一封信，内容：您已收到他寄来的礼物（一本精美的相册）你非常喜欢这份礼物，你得知他将来上海参加你的生日派对，非常高兴，请他告知你所乘坐的航班，你到时去机场接
他，
要求：按标准的写信格式，写明时间，地点，地址，发信人等
投诉信
写一封投诉信给学校领导
1.八个人住一间宿舍，太拥挤了
2.宿舍上不了网，学习不方便
3.希望可以延迟熄灯时间，特别是在考试期间
4.要求装空调，否则夏天太热无法入睡
㈠ Dear mangers,
I’m the Personnel Manger of the Blue Sky Bloc.Our bloc is going to hold a conference at Coastal Friendship Hotel in December from third to fourth .The conference is aimed at discuing about new personnel management mode and method and making a statement .I’m looking forward to attending the conference .
Yours sincerelyZhangjianguoPersonnel Manger
㈡Li Ming
Box408
No.18 Nanjing Road
Mr Black
Dep.Of Busine College
Leland Stanford Junior University
California
U.S.A Shanghai 200001 P.R.China December.9 .2012
Dear Mr Black,
Thank you for sending me the gift, a elegant photo album.I like it very much .Since I knew you would come to Shanghai to join my birthday party, I’ve been so pleased .If you’re planning to come to Shanghai , please inform me that the flight in advance and I’ll be there to meet you at the airport.Friendly yoursLi Ming
㈢ Dear sir(madam),
I am writing to complaint about the dormitory problems ,which have affected our normal life .Firstly, eight people live in a dormitory ,too crowded.Secondly, it’s not handy to study without network in the dorm.Thirdly, we hope the dorm supervisor can delay turning off the lights, especially during the test period.Finally, we require to set an air conditioning in the dorm, for we can’t fall asleep because of the hot weather in summer.
Could you please look into these and we’d really appreciate if you could solve all of the problems for us .Thanks.Yours cordiallyLi Hua
推荐第3篇：商务信函写作：投诉信
商务信函写作：投诉信范文Directions:
You found something wrong with the telephone bill you have received from the local post office.You made a call to inquire about this however the person who answered the call was very rude.Write a letter of complaint to the manager of the post office, explaining the situation and giving your suggestions for improvement.Your letter should be no le than 100 words.You dont need to write the addre.Dont sign your own name at the end of the letter, use Donna instead.
Dear Sir,I am writing to let you know the deplorable attitude of one of your staff member.I received my telephone bill for the previous month from you and thought there were some errors in calculation: I had been overcharged for two overseas calls.However, when I called your Complaints Department, the girl who answered my phone was very rude.For one thing she interrupted me continually, for another she even said that the fault was my own.Needle to say, such a way of dealing with customers is unacceptable.I would like to suggest that the girl in question should be disciplined, and instructed on the proper way to deal with clients.And I hope she can make formal apology to me.An early response will be appreciated.Sincerely yours,Mary
译文亲爱的先生：我写这封信是想让你知道你们的一个员工的服务态度。我收到你们上个月的话费单后发现有一些计算错误，我认为我被多收了两个国际长途费用。但当我打电话询问客服部门时，接电话的女孩态度非常粗鲁。一方面她总是打断我的话，另一方面她甚至说错误在我。这样对待客户的态度实在让人难以接受。我建议对这个女孩进行惩罚，另外告诉该如何对待客户。我希望她能向我正式道歉。请早日回复。真挚的：玛丽
推荐第4篇：商务信函写作 Payment
Relon Brand Company Limited
No.28Queen’s Road Hong Kong, China Email：xxy2016@163.com
November.16,2016
Armanii Company No.36 Baker Street London,British.
We have received your letter of11 this month, in which you suggested our accepting payment by D/A at 45 days for better cash flow and lower costs.
Whilewe appreciate your trial order of $7,800for our goods, we very much regret that we are unable to entertain your request for payment under D/A terms as we generally ask for payment by Letter of Credit.
In consideration of promoting busine between us, we are, as an exceptional case, prepared to accept payment for your trial order on a D/P sight basis.Please understand that we can only make this conceion under the circumstance, but this should not be taken as a precedence. Our products always find a good market in many counties in the world.We are confident that this product you have ordered will have a wonderful sales in your market.
We hope that the above payment terms will be acceptable to you and look forward to the pleasure of hearing from you soon.
Yours faithfully
Wendy
Wendy
Sales manager 题目 ：要求：Your customer Mr.Smith is placing a trial order for $7,800, and asking for payment by D/A 45 days, for better cash flow and lower costs.Please write a reply to negotiate the most suitable payment terms.
推荐第5篇：商务信函写作Offer
Dear Mrs.Mary Lee, Thank you for your letter of 16 March.We are glad to to learn of the enquiries you have had from your old client for our tapestries.Over the years,we have strived to maintain the highest poible busine standards while still keeping our products with high quality.From many of our clients,we have already had repeat orders,in some cases more than one.We offer mandala tapestries in twin and queen size,round with fringe and tael.Our products can be used as beach sheet,beach throw,picnic throw,table cloth and tapestry,etc.For the quantities you mention we are pleased to quote as follows:
Fair Decor Tapestries Name of the goods Size Quantity Unit price Total price
(piece) Orange Blue Ombre Tapestry Twin 200 USD 25.00 USD 5,000.00 Green Turquoise Ombre Tapestry Twin 200 USD 25.00 USD 5,000.00 Purple Ombre Tapestry Queen 200 USD 28.00 USD 5,600.00 Blue Flower Ombre Tapestry Queen 200 USD 28.00 USD 5,600.00
USD 21,200.00 Prices in the list are all on F.O.B Shanghai basis in US dollars.
Term: By L/C at sight Shipment: Within 15-21 days of receiving the L/C This quotation is subject to your reply reaching us before March 26..We feel you may be interested in some of our other products and enclose an illustrated catalog covering all the products we are handling.We trust that the above would be acceptable to you and await with keen interest your order.Any orders you place with us would be proceed promptly.Looking forward to your early reply.Yours Faithfully, Shanghai Fair Decor Corp.Jane
推荐第6篇：商务信函写作常用句型
1）We have (take) pleasure in informing you that......
兹欣告你方......
2)We have the pleasure of informing you that......
兹欣告你方.....
3)We are pleased (glad) to inform you that......
兹欣告你方......
4)Further to our letter of yesterday, we now have (the) pleasure in informing you that......
续谈我方昨日函, 现告你方......
5)We confirm telegrams/fax meages recently exchanged between us and are pleased to say that......
我方确认近来双方往来电报/传真,并欣告......
6)We confirm cables exchanged as per copies (cable confirmation) herewith attached.
我方确认往来电报,参见所附文本.
7)We learn from Mers......that you are interested and well experienced in ......busine, and would like to establish busine relationship with us.
我方从...公司获悉,你方对...业务感兴趣且颇有经验,意欲与我方建立业务关系.
8)Although no communication has been exchanged between us for a long time, we trust that you are doing well in busine.
虽然久未通讯,谅你方生意兴隆.
9)Although we have not heard from you for quite some time, we hope your busine is progreing satisfactorily.
虽然好久没接到你方来信,谅业务进展顺利.
10)We have pleasure in sending you our catalog, which gives full information about our various products.
欣寄我方目录,提供我方各类产品的详细情况。
11)We are pleased to send you by parcel post a package containing...
很高兴寄你一邮包内装...
12)We have the pleasure in acknowledging the receipt of your letter dated...
欣获你方...月...日来信.
13)We acknowledge with thanks the receipt of your letter of...
谢谢你方...月...日来信.
14)We have duly received your letter of ...
刚刚收悉你方...月...日来信.
15)We thank you for your letter of ...contents of which have been noted.
谢谢你方...月...日来信,内容已悉.
16) Refering to your letter of ......we are pleased to ....
关于你方...月...日来信,我们很高兴...
17) Reverting to your letter of ...we wish to say that...
再洽你方...月...日来信,令通知...
18)In reply to your letter of ...,we...
兹复你方...月...日来函,我方...
19) We wish to refer to your letter of ...concerning
现复你方...月...日关于...的来信
20) In compliance with the request in your letter of ...we...
按你方...月...日来函要求,我方...
21) In connection with the question of supplying you with ..., we are pleased to say that...
关于向你方供应...的问题,欣告你方...
22) Further to our letter of ...we are pleased to ...
续我方...月...日函,我们很高兴...
23) We received your letter dated...and are sorry for not having replied earlier as we wished to wait for more favorable news to give you .We are now pleased to....
你方...月...日来函收悉,考虑到给贵方更佳的信息,我方没能早日答复,甚歉。现高兴地...
24) We thank you for your letter of ...and glad to note that you have received our catalogs.
收到你方...月...日来信,非常感谢,欣悉你方已收到我方目录。
25) With reference to your letter of...addreed to our head office in Beijing which has been forwarded to us for attention and reply , we have pleasure in stating that...
你方...月...日写给我北京总公司的信已交我方处理并答复,我们乐意表示...
26) We received your letter of ...It is gratifying to note that....
你方...月...日来函收到。欣悉...
27) We received your letter of...We are under the impreion that...
你方...月...日来函收悉,我们的印象是...
28) We received your letter of...and are indebted to you for introducing us to ...
你方...月...日来信收悉,感谢你方将我公司介绍给...公司。
29) We owe your addre to ...
我方从...获得你方地址。
30) We should be glad if you would let us know whether...
如果贵方告知是否...,我们将很高兴。
31) May we have details of ...？ 我们可以得到...的详情吗?
32) We are sending you under separate cover...
兹另封寄上...
33) We attach for your information the copy of a letter received today from...
附上今日收到的从...一信的复印件,供你方参考。
34) We have received an inquiry for...
我们收到...的询盘。
35) We have been informed by...
...已通知我方。
36) In replay to your letter of ...concerning...we are glad to be able to /story to have tell you that...
兹复贵方...月...日有关...的来函,很高兴/抱歉告知贵方...
37) We thank you for your letter of ...informing us that...
我们感激贵方...月...日的来函,惠告...
38) You kindly enclosed with your letter of ...particulars of ..., for which we thank you.
十分感激贵方随...月...日函附上的...
39) Your letter of the ...croed ours of the same date.
贵方...月...日函刚好错过我方同日信函。
40) We are surprised to learn from your letter of...that...
从你方...月...日函惊讶地获悉...
41)We must apologize for the delay in replying to your letter of...
迟复贵方...月...日函,甚歉!
42) We thank you for your letter of ...and have much pleasure in replying to your various questions as follows: ...
43)In reply to your letter/inquiry of ..., we wish to inform you that...
兹复贵方...月...日函/询盘,我们愿意告诉贵方...
44)Further to our letter of ...we wisth to informs you that...
续谈我方...月...日函,欣告...
45)We refer to our letter of ...in which we asked you...
参阅我方...月...日的信件,我们要求贵方...
46) On...we wrote to you that...
...月...日我们函告贵方...
47)Since writing to you on...we have ascertained that...
...月...日写信给贵方以来,我们已确定...
48)In your letter of...you expreed interest in our...
贵方在...月...日来函中表示对我方...有兴趣。
49)Some time ago you told us that...
不久前,贵方告知我方...
50)Since receipt of your letter of ...we have been trying to find out more about...
收到贵方...月...日信函后,我们一直设法得到更多关于...
51)It is a long time since we have heard you about...
收到你方关于...的信件后已过了很长的时间。
52)In reply to our inquiry we have been told by...that...
兹复我方询盘, ...已告我方...
53) We would point out that...
我方指出...54) For your information we would add that...
我方要补充说明...供你参考。
55) As we informed you yesterday/by our letter dated...
正如我方昨日/...月...日信函所通知的...
56) According to information received from...
根据从...得到消息, ...
57) We need hardly say that...
我们几乎不须说...
58) We hear on good authority that...
我们从可靠的官方消息得知...
59) As far as we know...
正如我方所知...
60) It appears that...
看来...
61)Please note that...
请注意...
62)We would mention, however, that ...
然而我们将提及...
63)As you will see from the enclosed copy...
正如你从随函附件中发现...
64) Will you please wire us on receipt of this letter to let us know if...
一俟收到此函,请电告我方是否...
65)Would you kindly reply by return of the post to tell us whether...
请速复告我方是否...
66)We should be grateful if you would do your utmost to...
如你方尽力去...不胜感激。
67)Under the circumstances it is eential that...
在这种情况下, ...是很必要的。
68)Will you please let us have for our information...
请惠告...供我参考。
69)We note with regret that...
我们遗憾地注意到...
70)We are very sorry indeed to hear from your letter of ...that...
从贵方...月...日的信函中得知...,我们确实很遗憾。
71)We are sorry to tell you that...
歉告你方...
72)We are sorry not to be able to give you the information requested.
恕不能提供所需信息。
73)We are very sorry not to be able to give you a definite reply in respect of the above matter.
就上述事情，我方歉难给予肯定的答复。
74)We are very sorry for the inconvenience that may have caused you .
对给你方带来的不便我方表示歉意。
75)We are very sorry that we cannot accept of your offer.
我方歉难接受你方报价。
76)Please accept our apologies.
请接受我方的道歉。
按你方的要求，现奉上...
78)In accordance with your wishes...
按你方的要求...
79)We confirm our telegram of this morning as per enclosed copy.
按所附文本，兹确认今晨我方发出的电报。
80)We note with interest the suggestion contained in your letter of...
我方高兴地注意到你方...月...日信件中的...建议。 81)We note your remarks concerning...
我们注意到你方关于...的看法。
82)We should be glad to have your confirmation that ...
欣盼你方确认...
83)We have received your fax/telegram of today\'s date, which reads as follows:
我方收到你方今日发出的传真/电报,电文如下:
84)We wish to remind your of our letter of...in which we asked you to ...
我们提醒你方注意,我方...月...日函要求你方...
85)We would remind you that we have not had a reply yet from you to our question.
需提醒你方,我方尚未得到你方对...问题的答复。
86)We are sorry to remind you that...
很遗憾,现提醒你方...
87)As you will no doubt remember...
你方无疑会记得...
88)As to the question of ...I agree with you that...
就...问题,我同意你...
89)We understand/have been informed that...
我方清楚/我方已被告知...
90)If that is the case...
若是这样的话...
91)As you are, no doubt, aware of/that...
无疑你方会知道...
92)We are quite willing to ...
我方很愿意...
93)In view of these facts...
鉴于这些事实...
94)Unle we hear form you to the contrary...
除非我方收到你方相反的通知...
95)If we are not mistaken...
如果我方没有错的话...
96)According to our records/the information we have obtained...
根据我方记载/根据我方已得到的信息...
97)We wish to add...
我们希望加上...
98)As mentioned above...
如上面所提到的...
99)We quite understand that...
我们很理解...
100)We enclose...我方附上...
101)For your information...
供你方参考...
推荐第7篇：商务信函的写作特点
写作商务信函并不要求您使用华丽优美的词句。所有您需要做的就是，用简单朴实的语言，准确的表达自己的意思，让对方可以非常清楚的了解您想说什么。围绕这一点，我们总结了几方面的内容，希望对您写作商务信函有借鉴作用。口语化每一封信函的往来，都是您跟收信人彼此之间的一次交流。人都是感性的，所以您需要在您的信函里体现感性的一面。然而很多人都有一种误解，以为写作商务信函就应该用一种特殊的“生意腔”，于是把一封本来应该是热情而友好的信函写得呆板而死气沉沉。他们宁愿写“Your letter has been received”，“Your complaint is being looked into”而不是“I have received your letter”或者“We are looking into your complaint”。其实我们简单的来理解一下，每次信函的往来不就是跟对方进行了一次交谈吗？只不过是把交谈的内容写到了纸上而已。多用一些简单明了的语句，用我/我们做主语，这样才能让我们的信函读起来热情，友好，就象两个朋友之间的谈话那样简单，自然，人性化。想象一下，如果您由于无法准时交货而在电话上跟您的合作伙伴表示歉意时，您会怎么说？我想您会说“I am sorry we cannot deliver the goods today”。 既然在电话中您会这样说，为什么在信件中要改成“It is regretted that goods cannot be delivered today”？放弃这种所谓的“生意腔”吧，让您的信也象谈话那样简单，自然，人性化。语气语调由于您写的信函都是有其目的性的，所以您信函里所采用的语气语调也应该符合您的目的。在写之前先不妨仔细考虑一下，您写这封信函是想达到一个什么样的目的，您希望对收信人产生一种怎样的影响呢？是歉意的，劝说性的，还是坚决的，要求性的。这完全可以通过信函中的语气语调来表现。真诚不管是生活中的交往还是生意上的合作，真诚是最重要也是最基础的，所以您的信函也必须能够充分体现您的真诚。不管说什么，都要带着您的诚意去说。把写好的信函拿起来读一遍，确保如果此时对方正在电话中与您通话，他一定能够感受到您的自然和真诚。直接跟您一样，您的合作伙伴们每天都要阅读大量信函文件。所以，信函一定要写得简明扼要，短小精悍，切中要点。如果是不符合主题或者对信函的目的不能产生利益的内容，请毫不留情的舍弃它们。因为这些内容不仅不能使交流通畅，反而会混淆视听，非但不能让读者感兴趣，反而会让他们恼火，产生反感。礼貌我们这里所说的礼貌，并不是简单用一些礼貌用语比如your kind inquiry, your esteemed order等就可以的。而是要体现一种为他人考虑，多体谅对方心情和处境的态度。如果本着这样的态度去跟别人交流，那么就算您这次拒绝了对方的要求，也不会因此失去这个朋友，不会影响今后合作的机会。特别要注意，当双方观点不能统一时，我们首先要理解并尊重对方的观点。如果对方的建议不合理或者对您的指责不公平时，请表现一下您的高姿态，您可以据理力争，说明您的观点，但注意要讲究礼节礼貌，避免用冒犯性的语言。还要提醒一点，中国人有句话叫做“过犹不及”。任何事情，一旦过了头，效果反而不好。礼貌过了头，可能会变成阿谀奉承，真诚过了头，也会变成天真幼稚。所以最关键的还是要把握好“度”，才能达到预期的效果。简洁就象前面提到的，要用简洁朴实的语言来写信函，让您的信函读起来简单，清楚，容易理解。用常见的单词，避免生僻或者拼写复杂的单词。一个单词可以表达，就不要用词组。多用短句，因为短句更容易理解。少用“and”，“but”，“however”，“consequently”这些让句子变得冗长的连词。在同一封信函里，不要使用多个相同含义的单词。比如，您前面写了“goods have been sent”，那后面再提到这件事时就不要再用其他单词如“forward”“dispatch”等。因为这样写会误导您的读者无谓地去考虑这些词之间是否另有含义。精确当涉及到数据或者具体的信息时，比如时间，地点，价格，货号等等，尽可能做到精确。这样会使交流的内容更加清楚，更有助于加快事务的进程。针对性请在邮件中写上对方公司的名称，或者在信头直接称呼收件人的名字。这样会让对方知道这封邮件是专门给他的，而不是那种群发的通函，从而表示对此的重视。当然，如果您无法确定收信人的名字，那就在称呼一栏里写“Dear Sirs” or “Dear Sir or Madam”。语言朴实前面我们说过，商务信函不需要用华丽的词句。根据西方的语言习惯，他们更愿意使用简练而朴实的语言。所以当我们跟西方人进行商务沟通时，也要尽量避免华丽复杂的词句。比如“We look forward to a bright and glorious future of cooperation”，就不如直接写成“We hope to have the opportunity to work together with you in the future.”，这样才更加符合西方人的语言习惯。回复迅速及时给买家的回复，千万要迅速及时。因为买家通常只看最先收到的几封回复，从中去选择合适的供应商。如果您的回复不够及时，就可能因为抢不到先机而失去商机。标题这一点是特别针对写电子邮件的。也许很多人都没有意识到，事实上，E-mail的标题是很重要的一个部分，您的邮件给对方的第一个印象就是通过标题来完成的。如果标题没有内容，看起来象群发的垃圾邮件的话，很多买家就会直接删除。比如这样的标题“How are you?” ，“Can we work together?”，建议您改成“proposal: Bright Ideas Imports--Zhejiang Textile‘s partnership Opportunity”或者“Introduction: Our product Offerings for Bright Ideas Imports.”这样您的邮件会显得更加专业。校对写完之后，一定要检查。最基本是要确保拼写和语法正确，然后检查一下您所提供的事实，数据等是否有错。我们都会犯错，但即使在您的信函里有一个极小的失误，也可能会破坏您在沟通方面的可信度，并使人对您表达的其他信息投下怀疑的阴影。
推荐第8篇：中文商务信函写作格式
1、称呼
称呼是写信人对受信人的尊称，主要依据相互间的隶属关系、亲疏关系、尊卑关系、长幼关系等而定，一般都用“敬语＋称谓”的形式组成。如：“尊敬的王总经理”、“亲爱的刘主任”、“尊敬的董事长先生阁下”等。对某些特殊的内容或与境外华文地区的人员往来还可加上“提称”如：“尊敬的王博士总经理海成先生台鉴”、“亲爱秘书明玉小姐雅鉴”等等。 （顶格写，后面加冒号。）
2、启词
启词是信文的起首语，可有多种表示法。如问候式的“您好”、“别来无恙”；思怀式的“久不通信，甚为怀想”、“去国半载，谅诸事顺遂”等；赞颂式的“新春大吉”、“开张大吉”等；承前式的“上周曾发一传真件，今仍具函，为××事”，“贵公司×月×日赐函已悉”等等。不分对象，不论内容，一律以“您好”为书信之启词，实在极不恰当。此外，公务书信的启词还可用“兹为、兹因、兹悉、兹经、兹介绍、兹定于”；“顷闻、顷悉、顷获”；“欣闻、欣悉、欣逢、值此”，以及“据了解、据报、据查实”等一系列公文用语，以提领全文。（在称呼下面另起一行，前空两格！）
3、正文
正文是书信的主体，是书信能否达到写信人理想效果的关键。一封信可以专说一件事，也可以兼说数件事，但公务书信应该一文一事。正文要清楚、明了、简洁，并注意情感分寸，不应有昵亵轻狂之嫌，也不可显侮蔑轻慢之意。 （在启词下面另起一行空两格。）
4、酬应过渡
正文结束时，可写几句酬应性的话作为全文的过渡。如“我方相信，经过此次合作，双方的友谊将有进一步发展”。又如“再次表示衷心的感谢”或“代向公司其他同志问候”等等。也有用公务书信的常用结语过渡，如“特此函达、特此说明、特此重申、特此函询、特此致歉”，或“肃此专呈、肃此奉达”，也有“特此鸣谢、敬请谅解、尚祈垂察、务请函复、至希鉴谅”，以及“承蒙惠允、承蒙协办、承蒙惠示、不胜荣幸、不胜感激”等等。 （过渡一下更符合礼仪规范）
5、祝颂词
书信的最后，写祝颂词是惯例。由于写信人与受信人的关系各有不同，书信内容各有不同，祝颂词的写法便呈多种多样。诚祝生意兴隆”等等，有时，往往用简单的一两句话，写明希望对方答复的要求。如“特此函达，即希函复。”同时写表示祝愿或致敬的话，如“此致敬礼”、“敬祝健康”等。祝语一般分为两行书写，“此致”、“敬祝”可紧随正文，也可和正文空开。“敬礼”、“健康”则转行顶格书写。
6、签署
书信的签署以写信人全名为要，不能只签个姓氏或习惯称呼，如“老王、小王、小李、张主任、赵经理”等，而要完整地写成“××部主任张金水”、“××公司经理王富成”或者 “××公司办公室秘书李倩”、“××部业务员刘震”等。今天，许多书信都以计算机制成，但即使已打印了姓名，仍应再以手书签署一遍，这既表信用，亦示诚意。对某些特殊对象，署名后应有具名语，如“谨上、谨呈、敬述”等，以表示对受件者的尊重。 (通常中文信函写在结尾后另起一行(或空
一、二行)的偏右下方位置，但一般E-mail商务信函也可靠左)以单位名义发出的商业信函，署名时可写单位名称或单位内具体部门名称，也可同时署写信人的姓名。
7、日期
日期明确本是应用文写作的基本要素，书信自然不可缺了这一项。日期必须准确，表现出写信人的负责态度，而万一记错日期，也许会因此而误事。（写信日期—般写在署名的下一行或同一行偏右下方位置。）
推荐第9篇：中文商务信函写作格式
1、称呼 称呼是写信人对受信人的尊称，主要依据相互间的隶属关系、亲疏关系、尊卑关系、长幼关系等而定，一般都用“敬语＋称谓”的形式组成。如：“尊敬的王总经理”、“亲爱的刘主任”、“尊敬的董事长先生阁下”等。对某些特殊的内容或与境外华文地区的人员往来还可加上“提称”如：“尊敬的王博士总经理海成先生台鉴”、“亲爱秘书明玉小姐雅鉴”等等。 （顶格写，后面加冒号。）
2、启词 启词是信文的起首语，可有多种表示法。如问候式的“您好”、“别来无恙”；思怀式的“久不通信，甚为怀想”、“去国半载，谅诸事顺遂”等；赞颂式的“新春大吉”、“开张大吉”等；承前式的“上周曾发一传真件，今仍具函，为××事”，“贵公司×月×日赐函已悉”等等。不分对象，不论内容，一律以“您好”为书信之启词，实在极不恰当。此外，公务书信的启词还可用“兹为、兹因、兹悉、兹经、兹介绍、兹定于”；“顷闻、顷悉、顷获”；“欣闻、欣悉、欣逢、值此”，以及“据了解、据报、据查实”等一系列公文用语，以提领全文。（在称呼下面另起一行，前空两格！）
3、正文 正文是书信的主体，是书信能否达到写信人理想效果的关键。一封信可以专说一件事，也可以兼说数件事，但公务书信应该一文一事。正文要清楚、明了、简洁，并注意情感分寸，不应有昵亵轻狂之嫌，也不可显侮蔑轻慢之意。 （在启词下面另起一行空两格。）
4、酬应过渡 正文结束时，可写几句酬应性的话作为全文的过渡。如“我方相信，经过此次合作，双方的友谊将有进一步发展”。又如“再次表示衷心的感谢”或“代向公司其他同志问候”等等。也有用公务书信的常用结语过渡，如“特此函达、特此说明、特此重申、特此函询、特此致歉”，或“肃此专呈、肃此奉达”，也有“特此鸣谢、敬请谅解、尚祈垂察、务请函复、至希鉴谅”，以及“承蒙惠允、承蒙协办、承蒙惠示、不胜荣幸、不胜感激”等等。 （过渡一下更符合礼仪规范）
5、祝颂词 书信的最后，写祝颂词是惯例。由于写信人与受信人的关系各有不同，书信内容各有不同，祝颂词的写法便呈多种多样。诚祝生意兴隆”等等，有时，往往用简单的一两句话，写明希望对方答复的要求。如“特此函达，即希函复。”同时写表示祝愿或致敬的话，如“此致敬礼”、“敬祝健康”等。祝语一般分为两行书写，“此致”、“敬祝”可紧随正文，也可和正文空开。“敬礼”、“健康”则转行顶格书写。
6、签署 书信的签署以写信人全名为要，不能只签个姓氏或习惯称呼，如“老王、小王、小李、张主任、赵经理”等，而要完整地写成“××部主任张金水”、“××公司经理王富成”或者 “××公司办公室秘书李倩”、“××部业务员刘震”等。今天，许多书信都以计算机制成，但即使已打印了姓名，仍应再以手书签署一遍，这既表信用，亦示诚意。对某些特殊对象，署名后应有具名语，如“谨上、谨呈、敬述”等，以表示对受件者的尊重。 (通常中文信函写在结尾后另起一行(或空
一、二行)的偏右下方位置，但一般E-mail商务信函也可靠左)以单位名义发出的商业信函，署名时可写单位名称或单位内具体部门名称，也可同时署写信人的姓名。
7、日期 日期明确本是应用文写作的基本要素，书信自然不可缺了这一项。日期必须准确，表现出写信人的负责态度，而万一记错日期，也许会因此而误事。（写信日期—般写在署名的下一行或同一行偏右下方位置。）
1、及时、准确接听/转接电话，如需要，记录留言并及时转达；
2、接待来访客人并及时准确通知被访人员；
3、收发公司邮件、报刊、传真和物品，并做好登记管理以及转递工作；
4、负责快件收发、机票及火车票的准确预定；
5、负责前台区域的环境维护，保证设备安全及正常运转（包括复印机、空调及打卡机等）；
6、协助公司员工的复印、传真等工作；
7、完成上级主管交办的其它工作 任职资格：
1、女，形象好，气质佳，年龄18—26岁，身高1.65以上；
2、大专及以上学历，1年相关工作经验，文秘、行政管理等相关专业优先考虑；
3、较强的服务意识，熟练使用电脑办公软件；
4、具备良好的协调能力、沟通能力，负有责任心，性格活泼开朗，具有亲和力；
5、普通话准确流利；
6、具备一定商务礼仪知识。工作时间：
推荐第10篇：应用文写作之商务信函
环球时代
英语专业考研 MTI翻译硕士 专四专八 日语考研等
中文商务信函的写作格式
中文商业商务信函的写作格式
如同一般信函，商业信文一般由开头、正文、结尾、署名、日期等5个部分组成。
(1)开头
开头写收信人或收信单位的称呼。称呼单独占行、顶格书写，称呼后用冒号。
(2)正文
信文的正文是书信的主要部分，叙述商业业务往来联系的实质问题，通常包括：
①向收信人问候；
②写信的事由，例如何时收到对方的来信，表示谢意，对于来信中提到的问题答复等等；
③该信要进行的业务联系，如询问有关事宜，回答对方提出的问题，阐明自己的想法或看法，向对方提出要求等。如果既要向对方询问，又要回答对方的询问，则先答后问，以示尊重；
④提出进一步联系的希望、方式和要求。
(3)结尾
结尾往往用简单的一两句话，写明希望对方答复的要求。如“特此函达，即希函复。”同时写表示祝愿或致敬的话，如“此致敬礼”、“敬祝健康”等。祝语一般分为两行书写，“此致”、“敬祝”可紧随正文，也可和正文空开。“敬礼”、“健康”则转行顶格书写。
(4)署名
署名即写信人签名，通常写在结尾后另起一行(或空
一、二行)的偏右下方位置。以单位名义发出的商业信函，署名时可写单位名称或单位内具体部门名称，也可同时署写信人的姓名。重要的商业信函，为郑重起见，也可加盖公章。
(5)日期
写信日期—般写在署名的下一行或同一行偏右下方位置。商业信函的日期很重要，不要遗漏。
外贸信函的结构
（1）信封。信封一定要写得准确、整洁，是写信封的基本要求。但英语和汉语在地址的写法上是截然不同的。
英文信封的基本格式是（美国式）：
THE TENTH NATIONALBANK，Stamp
101 Wall Street，
NEW YORK 5．N．Y．，
U． S． via airmail
Mr．Liming，
No 363，Renmin Road，
Chong Qing，630000
英语专业考研 MTI翻译硕士 专四专八 日语考研等
China
这是英文信封的通常写法。按照中文习惯，则是这样的：630000
中国重庆人民路363号： 贴邮票
李明 先生 收
美国纽约市第5邮区·华尔街101号第10国民银行寄
由上例可见，英文和中文信封写法的最明显的区别，是收寄信人的先后排列不同。英文信封是先在左上角写上寄信人的名址（这是美国式写法，英国式写法往往将寄信人名址写在信封的左下角。），在信封正中写上收信人名址。在名址的排列顺序上，是先写收（寄）信人的姓名（名称），第二行写住址的门牌号、街名，第三行写城镇名称及所在地区的邮政区码，第四行写州名、国家名称。我们所熟悉的汉语信封写法和这就大不一样了。需要注意的是，我国由国内发往国外的信件，邮电部门规定有统一的外函信封。其要求是，信封的正面写收信人名址，背面写寄信人名址。收信人名址应用英文书写，寄信人名址除国名用英文书写外，均用中文书写。
（2）信头。商贸英文书信与中文书信不同的一个特点是，在信纸的开头必须首先写上信头，即寄信人的名址和写信日期。而在中文信件中，这一部分是放在书信的末尾的。这是英文书信的固定格式。通常，信头写在信纸的右上角，先写寄信人名址（与信封上写法一样），再写写信日期。但也有写在信纸正上方和左上角的。如：
例一：
150 Kensington Road
Brooklyn，New York 12②，N．Y．③
June 10 1985
例二：
Established 1900
TELEPHONE：CHICAGO ENVELOPE COMPANY CABLE ADDRESS：CALUMET 4251 2901-2917 INDIANA AVENUE ENVELOPE CHICAGORef．No．CHICAGO，ILLINOIS CODES USED：
March 16 1982 ALL CODES
RENTLEY’S PREFERRED
注：实例中央上面Established 1900是指该公司创立于1900年。因公司的历史悠久，可证明公司的信用良好，所以常常被采用。中间大写的是公司名称“芝加哥信封公司”和公司所在地“伊利诺斯州，芝加哥市印地安街2901-2917号”。左边的细小字（Telephone）是电话号码，Ref．No（等于Correspondence Reference No．）是“信件编号”，其用途是便于索引，按此号码可将信件归案存档，因而又可称为“索引号码”。右边的细小字（Cable Addre）电报挂号，用于发收电报。这个公司只有“ENVELOPE CHICAGO”二个字就够了，其手续费和电报费均能节省。（Codes Used）即“使用电讯密码簿”。（All Codes，Rentlev’s preferred）即“在所有密码簿中，请选用（Rentley）密码簿”。
例三：
英语专业考研 MTI翻译硕士 专四专八 日语考研等
17．Philpot Lane，London，E．C．①3，
25 April，1991
写信头还需要注意的一点是，在写日期时，要区分开英国习惯和美国习惯。如1995年5月2日，按英国习惯，应写为“2ndMay，1995”按美国习惯是“May 2，1995”。
（3）收信人名址。与信封上的收信人地址相同，一般写在信纸的左上部，即在寄信日期下隔二行起写。如：
Mers．Allen ＆ Son（1919）Pty，Ltd．，
155，Flinders Lane，
Melbourne，C．①1．
Australia
March 16，1991
Mers．Smith ＆ James，Inc．
500 Norton Bldg．
Seattle 4，Wash
U．S．A
写收信人地址特别要注意的是，不仅要详细，而且必须按照收信人自身所固定的写法来写，不能随意改变，因为职业、职位不同，以及在不同的国家，其头衔、区域的写法是完全不一样的。
（4）称呼。商贸英文书信称呼的写法与中文信件的写法也是不一样的。这里所指的称呼，相当于中文书信“敬启者”，例如：Dear Sir Dear sirs，Dear Madam，Dear Ladies，
Gentlemen： Dear Mesdames，
Dear Sir and Madam，Ladies and Gentlemen：
在不同的信件中，称呼是多种多样的，但最常见的不外是Gentlemen（美国式）和Dear sirs（英国式）二种。可见，在商贸英文书信的称呼中，由于在“称呼”前已专门有收信人名址一栏，所以一般不再写收信人的姓名，通常就写Dear sirs或Gentlemen即可。只有在双方关系较为密切时，才加上人名，如Dear Mr．Small。在这里，Dear Sirs就相当于中文信件的“敬启者”之类的礼节性用语，是公文中常用的，不宜直译为“亲爱的先生”。另外，由于英、美习惯的不同，还要注意在“Dear Sirs”之后，通常用“，”号，而美国式“Gentlemen”之后，则应用“：”号。
（5）正文。这是一封信的核心部分。写作要求是要做到五个“C”，即礼貌（Courtesy）、简洁（Concisene）、明了（Clarity）、正确（Correctne）和完整（Completene），以准确表达自己的商贸意图。正文应从称呼下一行开始写，信纸在左右两边都要留约一寸宽的空白，以保持书信应有的齐整格式。同时，一封信要按内容分成几段，不要把一封长信写成单独的一段。为了明确起见，商贸英文书信常将各段加上编号或以每段之间加空行来分隔。但要特别注意的是，商贸英文书信原则上应符合“一事一信”的要求，即一封信原则上只谈一件事或主要只谈一件事，不要把几件事放在一信内叙述，以利于所谈事情能及时得到处理。
（6）结束语。是指在正文之后，签名之前所使用的客套用语，一般在正文最后
英语专业考研 MTI翻译硕士 专四专八 日语考研等
一行的下一行或空一行书写。常用的客套语是：Yours truly（你的真诚的），Yours sincerely（你的忠诚的）Yours faithfully（你的忠实的），等等。
在需要特别礼貌或带有特殊的官方性质的信件中，还可用Yours most Cordially（你的最真诚的）或Yours respectfully（你的恭顺的）等。
（7）签名。是指写信人在书信的末尾用钢笔签上个人名字或公司名称，相当于我国的签字盖章。在商贸英文书信中，签名通常要占三至四行，第一行常用作公司名称，全部要用大写；第二行用于个人签字，通常是既有签名，又有打印名，以便易于辨认签名；第三行常用于签名人的头衔。例如：Yours truly，FIDELITY TRADING CO．ING．
（签 名）
H．B．Haslehurst
General Manager
Very truly yours，
I．T．INPORMATION
（签 名）
Director hose M．Net
Very truly yours，
UNITED EXPORTERS COMPANY
（签 名）
Max de Hes
Very truly yours，
LEWERS ＆ COOKE，LIMITED
（签 名）
E．W．Twelmeyer
Purchasing Department
Very truly yours，
STERN，MCRGENTHAU＆ CO．，INC．
（签 名）
Edward N．Megay
Machinery Division
在商贸英文书信中，即使是对认识的收信人，也要签上全名，即使信是打印的，也要亲自签名。在签名后打印上写信人的职务是很重要的，这是告诉对方你有处理信中所谈事务的权威。
商贸英文书信除了信头、收信人名址、称呼、正文、结束语和签名外，有的信还要注明收发信编号，载入特别注意事项，如注意事项或特别指定阅信人、书信主题、附言和附件等（当然这些都不是必需的，可视情况而定。），都有其固定的位置。如下图：
发文编号
收文编号
信头
日期
英语专业考研 MTI翻译硕士 专四专八 日语考研等
收信人名址
特别指定阅信人
称 呼
书信主题
正 文
结 尾
签 名
附 件
外贸信函的概念
商贸英文书信在我国又称为外贸书信，它是指外贸公司（企业）及其人员在对外贸易活动中，与涉外企业及其人员之间相互往来的以商贸交往为内容的各种英文信件。广义上的商贸英文书信还包括电报、电传、明信片以及各种商务报告书、广告词等。商贸英文书信是外贸交往的重要工具，外贸人员不仅要懂得外贸英语，而且必须善于运用外贸英文与贸易伙伴进行书信交流。
与普通信件相比，商贸英文书信有其特殊的格式、固定的商业术语和特定的商业习惯用语。由于东西方文化的差异，它与中文书信在形式和内容上也都有很大的不同。因此，要写好商贸英文书信，除了要求撰写人精通英语，具有较高的商贸专业水平和政策、法律水平以外，还必须认真研究商贸英文书信的写作特点和技巧，即信封的写法和信内的信头、收信人名址、称呼、正文、结尾、签名等几大部分
外贸信函实例1
Established 1900
TELEPHONE：CHICAGO ENVELOPE COMPANY CABLE ADDRESS：CALUMET 4251 2901-2917 INDIANA AVENUE ENVELOPE CHICAGORef．No．CHICAGO，ILLINOIS CODES USED：
March 16 1982 ALL CODES
RENTLEY’S PREFERRED
注：实例中央上面Established 1900是指该公司创立于1900年。因公司的历史悠久，可证明公司的信用良好，所以常常被采用。中间大写的是公司名称“芝加哥信封公司”和公司所在地“伊利诺斯州，芝加哥市印地安街2901-2917号”。左边的细小字（Telephone）是电话号码，Ref．No（等于Correspondence Reference No．）是“信件编号”，其用途是便于索引，按此号码可将信件归案存档，因而又可称为“索引号码”。右边的细小字（Cable Addre）电报挂号，用于发收电报。这个公司只有“ENVELOPE CHICAGO”二个字就够了，其手续费和电报费均能节省。（Codes Used）即“使用电讯密码簿”。（All Codes，Rentlev’s preferred）即“在所有密码簿中，请选用（Rentley）密码簿”。
英语专业考研 MTI翻译硕士 专四专八 日语考研等
外贸信函实例2
17．Philpot Lane，London，E．C．①3，
25 April，1991
写信头还需要注意的一点是，在写日期时，要区分开英国习惯和美国习惯。如1995年5月2日，按英国习惯，应写为“2ndMay，1995”按美国习惯是“May 2，1995”。
（3）收信人名址。与信封上的收信人地址相同，一般写在信纸的左上部，即在寄信日期下隔二行起写。如：
Mers．Allen ＆ Son（1919）Pty，Ltd．，
155，Flinders Lane，
Melbourne，C．①1．
Australia
March 16，1991
Mers．Smith ＆ James，Inc．
500 Norton Bldg．
Seattle 4，Wash
U．S．A
英文信封的基本格式是（美国式）：
THE TENTH NATIONALBANK，Stamp
101 Wall Street，
NEW YORK 5．N．Y．，
U． S． via airmail
Mr．Liming，
No 363，Renmin Road，
Chong Qing，630000
China
这是英文信封的通常写法。按照中文习惯，则是这样的：630000
中国重庆人民路363号： 贴邮票
李明 先生 收
美国纽约市第5邮区·华尔街101号第10国民银行寄
第11篇：英文商务信函写作格式
英文商务信函写作格式
英文信函分为混合式和齐头式。
混合式：每一段的首行缩进两格。落款在信末中间靠右下的位置。
齐头式：信的所有内容都靠左，段与段之间空一行。
英文信函的习惯用法，由以下几个方面组成：
(1)信头 The heading
信头是指信纸上印刷或打印的企业名称、厂称、地址、电话号码、电报挂号、主管人姓名等。通常情况下，公司都会专门印制带有信头的信笺纸，包括发信人的姓名，地址，电话，传真等。当我们撰写传统信件时，直接使用这种信笺纸就可以。
(2)编号和日期 The reference number and the date
方便以后查信使用。Your ref: （你方编号） Our ref: （我方编号）
日期通常打印在信头的右下方位置，或在寄信人姓名和地址的下方位置。日期的英式写法是日、月、年；美式写法是月、日、年。为了避免误解，日期、年份用数字表示，月份则用英文表示，第一个字母要大写，也可用缩写。比如May，1998(美式写法)；1，May，1998(英式写法)。
(3)信内地址 The inside addre
与信封上的收信人名称和地址相同，通常打印在信纸的左侧，低于日期位置2—4行，也可在签字位置下2—4行。
书写收信单位名称时，应特别尊重对方的习惯，不能随意增删公司名称前的冠词The，也不能随意改用繁写及缩写，如Company与Co.之间不能互换，否则会被认为是不礼貌的行为。收信人地处的书写格式与信封相同。
(4)称谓 The salutation
在英文信函中，相同于“阁下”、“先生”等类礼貌性称谓，常用Dear sirs”；称呼企业，公司的妇女组织常用Madams，Ladies；无具体收信人姓名用Dear Sir or Madam 称呼收信者。
收信人是个人，就应在收信人姓名之前加称谓，如Mr.(先生)，Mrs.(夫人)，Mi(小姐)，Hon(用于称呼市长、部长、大使等)，Pres.(总经理、会长、总统等)，Prof.(教授)等等。
(5)开头语The open sentences
开头语没有统一的格式，但习惯上先用客套的语句把收到对方来信的日期，主题及简单内容加以综合叙述，使对方一目了然这是答复哪一封去信的。如果是第一次通信，也可以利用开头语作必要的自我介绍，并表明目的要求。开头语一般与正文分开，自成一节，要求简单明了。
(6)正文 The body of the letter
正文的地位和内容与中文书信相同。在英文商业信函中，信文从称谓下两行起书写，行间相距一行，段落间空两行。信文以占信纸的四分之三为宜，四周留出一定空白，每一行左起第一字要取齐，右起第一字不必一律取齐，但尽量要考虑到整齐美观。
(7)结尾语The closing sentences
结尾语一般用来总结文本所谈的事项，提示对收信人的要求，如“希望来信来函定货”，“答复询问”等，另外也附加一些略带客套的语气。正文结束后，另起一段写结尾语。
(8)结束语 The complimentary close
英文商业信函的结尾是写信人的谦称，相当于“敬上”的意思。若收信者为公司，谦称则常用：Yours Truly，Truly Yours，Yours faithfully等；若收信者为个人，则常用：Yours sincerely，Sincerely yours等。需要注意的是，结尾的谦称后必须加逗号。
(9)签署 The signature
签署由两部分组成，一是写信人的签名，二是打印出的写信人的姓名。签名用钢笔或圆珠笔写在结尾谦称下5行的位置内。尽量不要用印章，用印章的话，说明该信件并非本人亲自过目，只是通函而已，不为人重视。为易于辨认，在签名下还应打印姓名，有时还将职衔一并打印。常见的职衔有：Chairman of the Board of directors(董事长)，President或Genera1 Manager(总经理)，Director(董事)，Stand Director(常务董事)，Manager(经理)，Head of Department(职员)，Managere(女经理)，Head of a Department(处长)，Section chief(科长)等。
需要指出的是，写信人如要代表企业单位或代理签署时，应在结尾谦称下打印出全部大写的企业单位名称，然后才签署，以表明该信不是以写信人个人身份写的，信由所述事宜均由企业单位负责。 （10）、附件 Enclosure
如果信中有附件，应在左下角注明Encl.或Enc.。
例如：
Encls: 2 Invoices Enc.: 1 B/Lading (11)其它
商业信函除上述内容外，还经常遇到以下情况：
①写信人提请对方特定人员注意时，可在信内姓名及地址的下面或在称呼同一行之右侧说明，并加上Attn.(Attention的缩写)字祥，也可在字下划横线表示。
②写信人为使对方迅速、正确地理解信所谈的主题与目的，常在信内列出“事由”项，记在信文的上方，并在Subject底下划横线，以提醒对方注意。
③为便于商业信函留存查阅并分清责任，书信下部注有发信人及打字员姓名的第一个字母，位于署名下两行的左下方。
④为说明信所附附件，便于收信人清点，可在发信人及打字员姓名的字母下行加注。
⑤如信文写完后需要补充一点，或加附与信文主题无关的简短内容时，可在信文末尾附件下加附言，用P.S.(Postscript的缩写)引导。
对国外商业业务往来信函的结构格式举例如下：
日期 May,20,1998,收信人 Mach &.Welson， 地址340 Camedle Ave Kemlworttl，N.T, 注意 Attn：Mr.Jack G.Johnson
SCHARFMAN BROS.INC
CABLE ADDRESS Export一Manufacturers TELEPHONES 信头 HEMPSTS Representatives一Importers (516)292一1750
Sauco 393 FRONT STREET
TELEX: 96-7725 HEMPSTED
NEW YORK 11550 称呼 Dear Sirs。
Thank you for your interest in the MEYLAN line Of stopwatches，timing device，etc。
信文：
We are leased to inform you that we act as extensive export representatives for MEYLAN CORP。
P1ease advice if you are interested in receiving our full catalog and price list。
信尾谦称 Very truly yours，
公司名称 SCHRTFMAN BROS.INC.
签 字
写信人姓名 Michael Seharfmah
写信人职务 Manager
发信人及打字员 MS／am
附 件 Encl.One
样信一：
1、收信人的邮箱
2、发信人的邮箱
3、写信日期：写日期时，请注意以下几点： a.年份要写完整，不能用03代替2003。
b.月份要写英文名称，不能用数字来代替，如31/3/03 不能在正式的信件中出现。但是可
以用英文缩写，比如用Aug.代替August。
4、时间
5、主题
6、称呼
7、正文
8、结束语
9、签名
10、联系方法：
这部分内容要完整,包括写信人姓名、职位、公司名称以及联系方法（地址、电话、传真、邮箱、网址）。写地址要注意：一般来说，门牌号和街道名称之间不用逗号点开，但城市名称和国家名称之间一定要用逗号。
第12篇：商务信函规范化写作要求
写作商务信函并不要求您使用华丽优美的词句。所有您需要做的就是，用简单朴实的语言，准确的表达自己的意思，让对方可以非常清楚的了解您想说什么。围绕这一点，我们总结了几方面的内容，希望对您写作商务信函有借鉴作用。
1、口语化
每一封信函的往来，都是您跟收信人彼此之间的一次交流。人都是感性的，所以您需要在您的信函里体现感性的一面。然而很多人都有一种误解，以为写作商务信函就应该用一种特殊的“生意腔”，于是把一封本来应该是热情而友好的信函写得呆板而死气沉沉。他们宁愿写“your letter has been received”，“your complaint is being looked into”而不是“i have received your letter”或者“we are looking into your complaint”。其实我们简单的来理解一下，每次信函的往来不就是跟对方进行了一次交谈吗?只不过是把交谈的内容写到了纸上而已。多用一些简单明了的语句，用我/我们做主语，这样才能让我们的信函读起来热情，友好，就象两个朋友之间的谈话那样简单，自然，人性化。
2、语气语调
由于您写的信函都是有其目的性的，所以您信函里所采用的语气语调也应该符合您的目的。在写之前先不妨仔细考虑一下，您写这封信函是想达到一个什么样的目的，您希望对收信人产生一种怎样的影响呢?是歉意的，劝说性的，还是坚决的，要求性的。这完全可以通过信函中的语气语调来表现。
3、礼貌
我们这里所说的礼貌，并不是简单用一些礼貌用语比如your kind inquiry, your esteemed order等就可以的。而是要体现一种为他人考虑，多体谅对方心情和处境的态度。如果本着这样的态度去跟别人交流，那么就算您这次拒绝了对方的要求，也不会因此失去这个朋友，不会影响今后合作的机会。
特别要注意，当双方观点不能统一时，我们首先要理解并尊重对方的观点。如果对方的建议不合理或者对您的指责不公平时，请表现一下您的高姿态，您可以据理力争，说明您的观点，但注意要讲究礼节礼貌，避免用冒犯性的语言。
还要提醒一点，中国人有句话叫做“过犹不及”。任何事情，一旦过了头，效果反而不好。礼貌过了头，可能会变成阿谀奉承，真诚过了头，也会变成天真幼稚。所以最关键的还是要把握好“度”，才能达到预期的效果。
4、简洁
就象前面提到的，要用简洁朴实的语言来写信函，让您的信函读起来简单，清楚，容易理解。用常见的单词，避免生僻或者拼写复杂的单词。一个单词可以表达，就不要用词组。多用短句，因为短句更容易理解。少用“and”，“but”，“however”，“consequently”这些让句子变得冗长的连词。在同一封信函里，不要使用多个相同含义的单词。比如，您前面写了“goods have been sent”，那后面再提到这件事时就不要再用其他单词如“forward”“dispatch”等。因为这样写会误导您的读者无谓地去考虑这些词之间是否另有含义。
5、回复迅速及时
给买家的回复，千万要迅速及时。因为买家通常只看最先收到的几封回复，从中去选择合适的供应商。如果您的回复不够及时，就可能因为抢不到先机而失去商机。
6、标题
这一点是特别针对写电子邮件的。也许很多人都没有意识到，事实上，e-mail的标题是很重要的一个部分，您的邮件给对方的第一个印象就是通过标题来完成的。如果标题没有内容，看起来象群发的垃圾邮件的话，很多买家就会直接删除。比如这样的标题“how are you?” ，“can we work together?”，建议您改成“proposal: bright ideas imports--zhejiang textile’s partnership opportunity”或者“introduction: our product offerings for bright ideas imports.”这样您的邮件会显得更加专业。
7、精确
当涉及到数据或者具体的信息时，比如时间，地点，价格，货号等等，尽可能做到精确。这样会使交流的内容更加清楚，更有助于加快事务的进程。
8、针对性
请在邮件中写上对方公司的名称，或者在信头直接称呼收件人的名字。这样会让对方知道这封邮件是专门给他的，而不是那种群发的通函，从而表示对此的重视。当然，如果您无法确定收信人的名字，那就在称呼一栏里写“dear sirs” or “dear sir or madam”。
第13篇：商务信函
第十四章 商务信函
在商务信函中，商业收信常常处在一个不被人所注意的角落。原因是相比其他的商务文书，商业书信往往被视为过于简单、随意，好像任何人都可以一挥而就。殊不知，很多成千万的大额生意往往都是从这些看似“貌不惊人”的商业信函发端的。俗话说：座雀虽小，五葬俱全。商业信函看似短小、简便，实则包含玄机。
一、希望建立贸易关系函
概念解说
为了进一步加强企业的生产与销售，经多种途径了解客户后，希望与其建立贸易关系而用的信函文书。
写作指导
首先要告知对方，我方是怎样获悉其经营范围与地址的，同时表示我方愿意与对方建立业务关系，进行交易，希望得到对方的合作。其次向对方作自我介绍，包括企业性质，基本业务状况，经营的范围，有哪些分支机构等。希望推销某商品也可说明。最后以礼节性语言结尾。
范例
希望建立贸易关系函
××公司：
我们从商会那里看到贵公司的名称及地址，得知你们有兴趣建立进出口商品的业务联系。 如贵公司在本地尚无固定客户，希望考虑以本公司为交易伙伴。本公司原经营工业机械在本国的批发零售业务，由于最近在经营方面的变化，本公司在销售方面的政策也发生了变化。
笔者有多年的外贸经验，希望在世界各地建立适宜而持久的贸易关系。由于与生产厂家的长期直接联系，我们在许多行业中尤其是工业机械，是最有竞争力的。
我们也愿从贵国进口一两种优良产品，以有竞争力的价格在美国销售，以期能够持续、长期占领市场。
我们希望聆听贵公司的意见、要求及建议，以及如何才能使双方协力合作，互惠互利。此外，本公司愿意以收取佣金为条件充当贵公司在美国的采购代理。
恭候回音。
××公司 ×年×月×日
二、推销产品函
概念解说
推销产品函是向对方推销产品而使用的一种商务信函。
写作指导
推销产品函包括开端语、正文、结尾三个部分。
①开端语。要做到醒目，突出产品及其优点，有独创性和简明扼要。 ②正文。介绍产品、提供证据、提出保用期和免费试用以及价格合理性。介绍产品必须保持自然协调，力求生动活泼，强调产品的突出特色。提供证据时应继续强调产品的突出特色，使具体的语言客观地进行说明，可适当运用用户的表扬信，然后提出保用期和免费试用。在信的最后，大多提及价格的合理性。除非价格是一个突出特色，否则不要在首段或末段谈价格，要在概括产品 优点的句子中谈价格。要用一个较长的复合句，要用具体数字说明购买该产品可省钱若干。报价时要用小单位。如可行，可与具有类似特色的同类产品进行比较。
③结尾。结尾要充满信心地呼吁，要激发读者的购买意欲。
范例
推销工艺品函
××公司：
从我驻意大利使馆商务处来信中获悉贵公司希望与我国经营工艺品的外贸出口公司建立业务联系。我们高兴地通知贵公司，我们愿意在开展这类商品的贸易方面与贵公司合作。 我公司经营的工艺品有绣品、草竹编、灯具、涂纶花、珠宝首饰以及仿古器物和书画等。这些品种均制作精美，质量上乘。特别是涤纶花，式样新颖，色泽鲜艳，形态逼真，可与鲜花媲美。目前在欧美、亚洲的许多国家极为畅销，深受消费者的喜爱。现寄上涤纶花样照一套，供参考。欢迎来信联系。
××进出口公司
×年×月×日
三、询价函
概念解说
询价是由买方向卖方就某项商品交易条件提出的询问。询价目的是请对方报价，询价对交易双方都没有法律上的约束力。询价函就是为询问商品交易价格而用的商务文书。
写作指导
询价函可以向卖主索要主要商品目录本、价目单、商品样品、样本等，也可以用发询价单或订单的方式询问某项商品的具体情况。
范例
询价函
×××先生：
我公司对贵厂生产的绿茶感兴趣，需订购君山毛尖茶。品质：一级。规格：
每包100克。望贵厂能就下列条件报价： 1．单价。2．交货日期。3．结算方式。
如果贵方报价合理，且能给予最惠折扣，我公司将考虑大批量订货。
希速见复。
××副食品公司 ×年×月×日
四、联系销售函
概念解说指导
联系销售函是要求对方提供样本及样品的商务信件。
写作指导
首先写明索求样本或样品的目的。应写明“请寄样品及报价，以便和客户
研究”、“供成交参考”、“向客户推荐”或“供小样试验”等。如寄英文样本或日文
样本，要求改寄A样或B样，或提供某种文字的目录等要写清楚。
范例
联系商品销售事宜函
×××先生：
前一批货销售极佳，颇受好评，除电报中向你订购的数量外，公司同仁意欲扩大经营范围，我想请您给我寄上下述样品：
1．6岁男式童装 2套 2．6岁女式童装 2套 3．5岁儿童套裙 2套
并请附上有关资料与说明文字，供我们查看，宣传，倾听消费者的反映。我估计你们的产品是会受到欢迎的。一旦公司作出决定，我们将大批量向你方订货。具体事宜日后联系。请你们从速寄上样品。谢谢您对此事的关照。渴望赐复。在资料中请附上样品的价格、质量规格说明。
×××
×年×月×日
每包100克。望贵厂能就下列条件报价： 1．单价。2．交货日期。3．结算方式。
如果贵方报价合理，且能给予最惠折扣，我公司将考虑大批量订货。
希速见复。
××副食品公司 ×年×月×日
五、答复客户建立贸易关系函
概念解说
答复客户建立贸易关系函是企业收到希望建立贸易关系函后，按对方要求完整地答复对方的商业信函。
写作指导
答复客户建立贸易关系函的开头一般引出对方来函日期，然后说明自己的态度、意愿及交待汇寄有关资料的情形。即使本方不能满足对方的要求也要及时说明原因，为以后进一步的交易留有余地。最后，说出己方的明确打算。
范例
答复客户建立贸易关系函
××经理： 1月21日来信暨附红茶推销方案一份均收到。为了打开中国袋装红茶在美国市场的销路，贵公司已经进行了各项工作，并制订出了有关推销方案，对此我们表示赞赏。
对于贵公司推销我红茶的业务，我公司愿从多方面给予支持。首先在货源供应上，将尽力优先安排，以满足你方的销售需要。由于我们双方还没有当面洽谈的机会，因而不能立即达成交易。我方期待着您早日来访，共商发展业务大计。
××进出口公司 ×年×月×日
六、回复商业询购函
概念解说
回复商业询购函是收到询价函后，予以回复的商业信函。
写作指导
复信必须有针对性，不能答非所问，同时复信要及时。在复信的最后一部分可写类似“如有问题，欢迎再提”的词句。
范例
回复商业询购函
×××先生：
10月2日的信函收讫。我们很高兴随函附寄一份贵方索要的产品说明书和价目单。在准备这份最新的说明书时，我们不惜费钱费事力求使这份说明书外形美观，信息性强。从封面内容里，您将找到有关我们营业折扣的详细说明。 我们建议您下次来香港时允许我们带您参观一下我们的工厂，在那里您可以亲眼见到高质材料和精湛手工艺是怎样融合进我们的产品制作之中。同时您还能熟悉各种高档的羽毛制品，还可以带给您的客户们那些令他们感兴趣的有用信息。
希望我们能有机会在任何一方面给您提供服务，只要贵方愿意采用，我们将尽可能满足您的需要。
×××敬上 ×年×月×日
七、报价函
概念解说
报价函是指卖方向买方提供商品的有关交易条件的信函。
写作指导
报价应包括产品的价格、结算方式、发货期、产品规格、可供数量、产品包装、运输方式等内容。报价仅仅是通知买方价格的作用，对卖方没有约束力，可更改。
范例报价函
×××超级商场：
贵方×月×日询价信收悉，谢谢。兹就贵方要求，报价详述如下：
商
品：君山毛尖茶 规
格：一级 容
量：每包100克 单
价：每包×元（含包装费） 包
装：标准纸箱，每箱100包 结算方式：商业汇票 交货方式：自提
交货日期：收到订单10日内发货
我方所报价格极具竞争力，如果贵方订货量在1000包以上，我方可按95％的折扣收款。
如贵方认为我们的报价符合贵公司的要求，请早日定购。 恭候佳音。
××茶叶厂 ×年×月×日
八、接受函
概念解说
接受函是指买方或卖方接受对方提出的交易条件商务书信。交易双方表示接受的信函、传真、电报、电传均可作为成交的承诺，并均具有法律约束力。
如果是买方同意卖方的报价或还价的接受函，一般都要随函说明所需订购的一切货物。
写作指导
要写明接受对方的具体报价条件，包括商品名称、规格、单价，以及结算方
式、交货日期、地点等。 范例
接受报价函
×××先生：
贵厂×月×日的报价函收悉，谢谢。我方接受贵方的报价，并乐意按贵厂提出的条件订货：
商
品：五粮液 规
格：特曲 容
量：每瓶500克
单
价：每瓶200元（含包装费） 数
量：100瓶
包
装：标准纸箱，每箱10瓶 结算方式：转账支票 交货日期：×年×月×日 交货地点：×市火车站 请速予办理为荷。
××公司 ×年×月×日
九、还价函
概念解说
还价函是指接受报价的一方认为对方的报价中有些条款不能接受，提出自己的修改意见，供对方考虑。还价函可以是买方就卖方的报价还价，也可以是卖方就买方的还价而再还价。 写作指导
还价的内容包括价格、包装、结算方式、交货日期、运输方式等。
范例
卖方降低原报价函
×××先生：
贵方×月×日还价函获悉。贵方不能接受我方的报价，非常遗憾。
我厂加工的一级君山毛尖茶品质优良，且价格也合理，因此，贵方的还价我方实难接受，我方最多只能将原报价降低5％。
盼复。
××茶叶厂 ×年×月×日
十、订购函
概念解说
订购函就是经过反复磋商，买卖双方接受了交易条件后，买方按双方谈妥的条件向卖方订购所需货物的商务文书。
写作指导
订购函分为两种：一是在接受函里说明所需订购的货物，另一种是下订单，即把订购函制成订单式，以表格形式列明各项交易条件。订购函一般都应包含商品名称、牌号、规格、数量、价格、结算方式、包装、交货日期、交货地点、运输方式、运输保险等内容。 范例
订购函
×××先生：
贵厂×月×日的报价单获悉，谢谢。贵方报价较合理，特订购下列货物：
EPSONLQ－100打印机10台 单价1500元 总计15000元 STARAR－2463打印机10台 单价900元 总计9000元 CICIAENCKR－5240打印机10台 单价1500元 总计15000元 交货日期：×年×月底之前 交货地点：××年××仓储部 结算方式：转账支票
烦请准时运达货物，以利我地市场需要。 我方接贵方装运函，将立即开具转帐支票。 请即予办理为荷。
××公司 ×年×月×日
十一、确认订购函
概念解说
确认订购函是买方在收到客户的订购函后，必须回函确认，同时告之客户货物办理程度和货款支付方式等事宜，询问客户是否还有其他要求。
写作指导 要写明已收到对方什么时候寄出的订购函，并告知对方货物即将发出，希望对方查收。同时，明确告知对方货款如何支付。
范例
确认订购函
×××先生：
非常高兴收到贵方×月×日第32号100瓶五粮液特曲酒订单。我方即速予办理，货物将在贵方要求日期内运抵指定地点。 根据商业汇票的规定，我方通过××银行开出以贵方为付款人的银行承兑汇票，面额为×××元，承兑期限为3个月。我们相信此汇票必得承兑。
贵方对此货还有何要求，请即函告。
感谢贵方的惠顾，希望我们能保持经常的贸易联系。
××公司 ×年×月×日
十二、催款函
概念解说
催款函是卖方在买方收到货物逾期未及时付款结算时致函，提醒买方付款结账所用信函。常常会出现买方收到货物后，超过规定期限尚未将货款付给卖方的情况。在这种时候，卖方就应致函提醒买方付款结账。
写作指导
催款函主要内容如下： ①催款单位和欠款单位的全称和账号，必要时写上催款单位的地址和电话以及经办人的姓名等。
②双方交易往来的原因、日期、发票号码、欠款金额、拖欠货款情况等。
③处理意见，比如，再确定一个付款期限。催款函力求简洁，表达清楚催款的主题即可，不必虚礼客套，但注意用词把握分寸。
范例
催款函
××百货商场：
贵方于×年×月×日向我厂定购真丝衬衫×××件，货款金额计××万元，发票编号为××××。可能由于贵方业务过于繁忙，以致忽略承付。故特致函提醒，请即执行结算，我厂银行账号××××。逾期按银行规定，加收千分之二的罚金。如有特殊情况，请即与我厂财务科魏××联系，电话：×××××××，邮编：××××××，地址：×××市××路×号。
特此函达。
××制衣厂 ×年×月×日
十三、交易磋商函
概念解说指导
交易磋商函是交易双方就某项商品买卖的各种具体交易条件反复磋商，最后达成交易所用的商业信函。 写作指导
交易磋商函包括一系列复杂环节，商务文书需要写明各环节的具体内容，不可遗漏。
范例
交易条款与价格磋商函
××公司：
×月×日来信收悉。对你公司要求与我公司建立业务关系的愿望，我们表示欢迎。从来信中获悉你方对中国真丝绢花很感兴趣，并希望了解该商品的有关情况及我方的贸易做法。现将我公司销售绢花的一般交易条款介绍如下：
1．品质规格：真丝绢花以绫、绸、绢、缎等高级丝绸为原料，品种有月季、寒冬菊、杜鹃、凤尾兰等千余种，式样有瓶插花、盆景、花篮等。质地轻盈，不褪色，耐温耐压。具体规格请参阅全套彩色样本。
2．包装：纸箱装。大花每箱装20盒，每盒装1打；小花每箱装30、40或80打不等，根据货号决定。纸箱内衬托蜡纸，外捆塑料打包带。每箱体积长×公分，宽×公分，高×公分。每箱毛重×公斤，净重×公斤。
3．数量：为便于安排装运，卖方有权多交或少交5％的货物，其多交、少交部分按合同价格结算。
4．付款：买方应通过卖方所接受的银行开具全部货款，不可撤销的，准许转船准许分期装运的即期信用证，信用证必须于装运月份前15天送达卖方。其中装船货物的数量和金额允许增减5％，信用证有效期应规定在最后装运日期后15天在中国到期。
5．保险：如按CIF价格条件成交，卖方概按发票金额110％投保综合险，以中国人民保险公司的有关海洋运输货物保险条款为准。
6．人力不可抗拒：如因战争、地震、严重的风灾、雪灾、水灾以及其他人力不可抗拒事故而致延期交货或无法交货时，卖方不负任何责任。
7．索赔：凡有对装运货物质量提出索赔者，必须在货到目的港后30天内提出。货物质地、重量、尺寸、花型、颜色均允许有合理差异，对在合理差异范围内提出的索赔，卖方概不受理。
8．仲裁：凡因执行合同所发生的或与合同有关的一切事宜，双方应通过友好协商解决。如协商不能解决，应提交北京中国国际贸易促进会对外贸易仲裁委员会根据该会仲裁程序暂行规则进行仲裁，仲裁裁决是终局的，对双方都有约束力。 以上一般交易条款已为×国其他进口商所接受，相信这些条款也将为贵公司所接受。如有任何疑问，请向我们提出。
近来各地对中国真丝绢花需求甚殷，如你方有意购买，请即询价。我们相信，在双方良好的配合下，首笔交易必将能很快达成。等候佳音。
××公司 ×年×月×日
十四、装运通知函 概念解说
装运通知函是告知买方交易货物装运情况的商务书信。在国内贸易中，货物的提取若是发货形式，卖方就应负责装运，即负责装车（船），安排装运日期，把货物发到买方指定地点。为避免意外，卖方还要为货物投保。装运条件包括装运方式和运费、保险金的支付。采取何种装运方式以及装运费用、保险金的支付，主要根据交易双方的协商而定。如果买方要求卖方将货物装运发送到指定地点，那么，买卖成交后，卖方就应履约，按规定期限将货物装运，并立即用电报、信函等形式通知买方，这就是装运通知函。通知函说明装运日期、装运车号，并将提单、发票、检验单、保险单等单据副本寄去，以便买方办理提货手续。 范例
装运通知函
×××先生：
贵公司第74号订购函所订30台打印机，已于×月×日交付托运，预计一周 后到达××市。
30台打印机分3箱包装，每箱上均标有▲标记。
兹随函附寄下列装运单据，以便贵公司在货物抵达时顺利提货： 1．我方第×号发票一份。 2．第×号货运提单一份。 3．第×号装箱单一份。 4．第×号保险单一份。 5．第×号检验单一份。
感谢贵公司对我公司的支持，希继续来函询价、订购。 ××电脑公司 ×年×月×日
十五、索赔函
概念解说
索陪函是指合同争议或纠纷发生后，受损一方向违约一方提出赔偿要求的信函。
写作指导
索赔条款主要包括五项内容： ①简述事由。 ②陈述违约事实。 ③说明索赔理由。
④陈述对方违约给自己带来的损失。 ⑤提出具体的索赔要求。
在写作索赔函前，应先认真研读买卖双方签订的合同的相关规定细则和双方交易过程中有关的往来函电，以分清是非责任。提供足够的书面文件和有关方面的证明；提出索赔要求应合情合理，不漫天要价；应根据引起索赔的原因和不同的索赔情形选择相应的措词和语气。
范例
质量不符索赔函
××茶具厂：
随函寄上××市××检验所的检验报告（95）××号。报告证明贵方售出的玻璃茶具中，有一部分的质量明显低于贵方所提供的样品，因此，特向贵方提出不符合质量标准的货物按降低原成交价30％的扣价处理。
特此函达，候复。
××百货公司 ×年×月×日
附件：××市××检验所检验报告一份。
十六、包装磋商函 概念解说
产品包装可以分为销售包装和运输包装两类。在商品交易磋商中，产品包装，尤其是产品的运输包装，也是一项重要的磋商内容。在此过程中形成的商务书信称为包装磋商函。
写作指导
包装磋商函应对包装的具体要求表达明确，各种数目、计量单位要准确。
范例
包装还价函
×××先生
你方×月×日关于100公斤金华火腿的报价函收到，我方对产品质量、价格、支付条件、交货日期等均感满意，只是对包装有特别的要求。
我们希望将聚乙烯袋销售包装改成硬纸盒包装，运输包装则改用瓦楞板纸箱，以便于顾客携带和长途运输。 望鼎力合作。谢谢。
××副食品公司
十七、理赔函
概念解说
理赔函是指合同争议或纠纷产生后，违约一方受理遭受损失一方的赔偿要 求的信函。
写作指导
理赔函通常包括如下内容： ①引述来函要点。 ②表明己方态度。 ③提出处理意见。
写作理赔函，应认真研读索赔函，看看对方的索赔理由是否成立，函中提供的证据是否有效，索赔金额是否合理，索赔期限是否逾期，然后据此确定不同的理赔策略。
范例
质量不符理赔函
××百货公司
贵方×月×日函及货样收悉。信中提到部分玻璃茶具的质量与样品不符一事，我方立即进行了调查，发现是由于装箱时误装了部分二等品。这是我方工作的疏忽，对此，我们深表歉意。因此，我方愿意接受贵方的要求，部分质量不符的产品按降低原成交价30％的扣价处理。
我方保证以后将不再出现类似失误。 特此函复。
××茶具厂 ×年×月×日
十八、投诉处理函 概念解说
投诉处理函是指回复客户的投诉，并提出处理意见的信函。 写作指导
投诉处理函的内容通常包括： 1．引述投诉函要点。 2．表明己方态度。 3．提出处理意见。
回复客户投诉时态度必须认真而坦诚。不管对方的投诉理由是否充足，都应对其投诉表示接受，感谢对方对己方的工作提出意见。信尾应有单位领导的签名，语言礼貌得体，用词冷静平和。
范例
回复投诉函
×××先生：
×月×日来函收到，感谢您在信中指出我们工作的差错。由于我们工作的疏忽，未及时发货。对由此而给贵方工作带来的不便，我们深表歉意。
××公司 ×年×月×日
第14篇：商务信函
1． 邀请函
模板： Dear_____, I am writing this letter to invite you to ______________________.I think it would be a great idea if you could participate in____________.Please accept my invitation and let me know at your convenience as soon as poible.I would be looking forward to your coming with great pleasure.Yours Sincerely _________
练习：Directions: Write a letter to your former roommate in your university and invite him/her to visit your city during the summer vacation.You should write about 100 words.You don’t need to write your own addre.
2． 申请函
模板： Dear_____, I am writing this letter to try to apply for ______________________.I think it would be a great honor for me if you can grant this opportunity for me.(I know that I have given you enough trouble and please ignore my request if it is too difficult.) I will be really appreciated if you can give me this chance.I would be looking forward to your reply with great pleasure.Yours Sincerely _________
练习：
Directions:Suppose you are a university student, write a letter to apply for a visa for the winter quarter, and want to get much more financial aid for your study.
1) Describe your reason for the application.
2) Explain why you are so eager to the financial funds.
3) Show your appreciation to the admittance.
You should write about 100 words.Do not sign your own name at the end of the letter.Use “Mei Yang” instead.
3.投诉信
模板
Dear_____, I feel bad to trouble you but I am afraid that I have to make a complaint about_______.(I am writing this letter in purpose of making a complaint about______________.)
The reason for my diatisfaction is _________________.I will be really appreciated if you can do something to change this situation.I would be looking forward to your reply and thank you for your consideration.Yours Sincerely
_________ 练习：Directions: You bought a digital camera in a store last week, and you have found that there is something wrong with it.Write a letter to the store manager to explain the problem, expre your complaints and suggest a solution.Do not sign your own name at the end of the letter.Use “Li Ming” instead.
Do not write the addre.
4． 感谢信 模板： Dear_____, I am writing this letter in purpose of expreing my heartfelt gratitude for ______________.) It is really kind of you that _________________.Words are beyond me to expre my thanks to your kindne.Thank you again.
Yours Sincerely
_________ 练习：
Directions: While your family was on vacation, your friend, Cathy looked after your dog, smart.Now you came back, write a letter to her to show your gratitude.Your letter should be no le than 100 words.You don\'t need to write the addre.Don\'t sign your own name at the end of the letter, use Emily instead.
5． 道歉信 模板 Dear_____,
I am writing this letter in purpose of expreing my apology that ______________.
I feel terribly sorry about this.
Once again, I am very sorry for any inconvenience caused.I will be really appreciated if you can accept my apologies and understand my situation.Yours Sincerely
_________ 练习：
Directions: one of your pen friends, John, will be visiting your city.However, for some reasons, you can not meet him at the airport on time.Write a letter asking to wait for you at the airport and tell him how to recognize you.Your letter should be no le than 100 words.You don\'t need to write the addre.Don\'t sign your own name at the end of the letter, use Alice instead.6． 祝贺信 Dear_____, I am writing this letter in purpose of expreing my congratulations that ______________.You may not imagine how excited I was when I got the news.I am just as proud as you are and send my hearty congratulations.Please accept my warmest congratulations.I wish you a great succe and fulfillment in the year ahead.
Yours Sincerely
_________
练习：
Directions: Your friend Jack has got his master\'s degree.Write a letter to show your congratulations.Your letter should be no le than 100 words.You don\'t need to write the addre.Don\'t sign your own name at the end of the letter, use Wang Li instead
A Very Simple Sales LetterDear Sirs,
We are a Polish company that specializes in making men\'s shirts and would like to tell you about our line of products.Our products are special because they are made of good quality cloth .In the 15 years that we have been selling our products we have made a good name for ourselves in countries around the world.
Enclosed is a price list and brochure.If you would like to place an order or receive more
information, please log onto our web site at , or contact us by telephone.
Sincerely yours
第15篇：商务信函
感谢信
Dear Mr/Ms, Thank you for your letter of June 4, enclosing an account of the organization and work of your Chamber of Commerce and Industry.We are very grateful for such a detailed account of your activities.This information is certain to help increase our future cooperation.Yours faithfully 尊敬的先生/小姐，
谢谢您六月四日的来信及随信附上的说明书，该说明书描述了你们工商总会的工作与组织结构。对给我们一个你们活动如此详细的描述，我们表示非常感谢。这一信息一定能帮助促进我们未来的合作。
你诚挚的 祝贺
1.Dear Mr/Ms, On the occasion of the 35th anniversary of your National Day, please accept our heartiest congratulations.May the trade connections between our countries continue to develop with each paing day!
Yours faithfully
尊敬的先生/小姐，
值此国庆三十五周年之际，请接受我们最真诚的祝贺。愿我们两国之间的贸易联系持续发展。
你诚挚的
2.Dear Mr Minister Allow me to convey my congratulations on your promotion to Minister of Trade.I am delighted that many years service you have given to your country should have been recognized and appreciated.We wish you succe in your new post and look forward to closer cooperation with you in the development of trade between our two countries.
Sincerely
尊敬的部长先生，
请允许我向您升任贸易部长表示祝贺。多年来你对国家的贡献 被认可，欣赏，我非常高兴。我们祝愿您在新的职位取得成功 ，期待我们两国在贸易发展上进一步合作。
诚挚的
回信
Dear Mr/Ms, Thank you for your letter conveying congratulations on my appointment.
1 I wish also to thank you for the aistance you have given me in my work and look forward to better cooperation in the future.
Sincerely
尊敬的先生/小姐，
感谢你来信对我的任命表达的祝贺。
我也感谢您对我的工作给予的支持，并期望未来能有更好的合作。 诚挚的
告 示
1.开业 Opening of new busine Dear Mr/Ms, We have opened at the above addre a sales office for our products here in New York.We employ a staff of consultants and a well-trained service department which makes routine checks on all equipment purchased from us.We would be pleased if you would take full advantage of our services and favourable shopping conditions.We fully guarantee the quality of our products.
Yours faithfully 尊敬的先生/小姐，
我们已在纽约上述地址为我们的产品开设了一家办事处。我们雇有一个谘询人员和一支受过良好训练的服务队伍，可以为从我处购买的设备进行日常检查。
如果你能充分利用我们的服务和良好的购物环境，我们会很高兴。我们全面保证产品的质量。 你诚挚的
2.建立办事处 Establishment of new branch Dear Mr/Ms, Owing to the large increase in the volume of our trade with this country we have decided to open a branch here, with Mr Wang Lo as manager.The new branch will open on 1st March and from that date all orders and enquiries should be sent to Mr Wang Lo at the above addre, instead of to our London office.We take this opportunity to expre our thanks for your cooperation in the past.We hope the new arrangements will lead to even better results.
Yours faithfully 尊敬的先生/小姐，
因在该国贸易额大量增加，我们决定在这里开设一家分支，由王洛先生任经理。新办事处将于三月一日开业，今后所有的订单和询价请按上述地址送到王洛先生那，而不是伦敦办公室。 我们籍此机会向您过会与我们的合作表示感谢，我们希望新的安排能产生好的结果。 你诚挚的
3.歇业 Discontinuation of busine Dear Mr/Ms, With the demolition of our premises at the above addre under a redevelopment scheme, the part of our busine carried on there will be discontinued after the end of October.On Monday, 1st October,we are holding a closing-out sale.Stock on hand will be cleared regardle of cost.There will be substantial reductions in all departments and in some cases, prices will be marked down by as much as one half.Stock to be cleared is unrivaled in both variety and quality.As the sale is likely to be well attended, we hope you make a point of visiting the store as early as poible during the opening days.
Yours faithfully 尊敬的先生/小姐，
3 随着在经营重组计划下而取消的上述经营场所，该处的业务将于十月底后停止。
在十月一日，星期一，我们将组织一次清仓销售，现有库存不论成本都将清售。所有部门都将大幅消价，有的商品折价会达一半。
清仓商品无论种类还是质量都无可挑剔。因此次销售参加人员可能较多，我们希望您在清仓销售期间尽早来。 你诚挚的
4.更改名称和地址 Change of name and addre Dear Mr/Ms, At our company meeting on 4 September, it was decided that the name of our company would be changed to CNMIEC Lee Co.At the same time, it was decided to move the company from the above addre to No3-6 Broadway Street.We will appreciate your informing the appropriate departments of these changes
Yours faithfully 尊敬的先生/小姐，
在公司九月四日的会议上，我们公司的名称已决定改为CNMIEC李氏公司。同时公司由现在地址移到百老汇街3-6号。
如能把这些变化通知相关部门，我们将不胜感激。 你诚挚的
5.新的任命 New appointment Dear Mr/Ms, We wish to notify you that Mr Robert Smart, who has been our representative in Southwest England for the past seven years has left our service and therefore no longer has authority to take orders or collect accounts on our behalf.We have appointed Mr Fred Peterson in his place.Mr Peterson has for many years been on our sales force and is thoroughly familiar with the needs of customers in your area.We trust you will have good cooperation from him.
Yours faithfully 尊敬的先生/小姐，
我们在此通知您，过去七年在英格兰西南任我们代表的罗伯特斯马特先生已离开我们公司，他不再代表公司接受订单收款。
我们已任命弗莱德彼特森代替他的位置。彼特森先生已在我们的销售部门任职多年，完全熟悉你地区顾客的需要。我们相信您和他能有好的合作。 您诚挚的
6.公司的建立与重组Establishment or reorganization of company Dear Mr/Ms, We are pleased to announce that as of 1st June our firm will merge with D & W Co.of this town to form the new firm of CN/CW Co.The new firm will carry on busine at 6 Rue de Toqueville, Tripoli, to which addre please send all communications after 31st May.We appreciate the confidence you have placed in us in the past and look forward to continued dealings with you.
Yours faithfully 尊敬的先生/小姐，
4 我们高兴的宣布，由于六月一日我们公司将于该镇的D&W公司合并，成立新的CN/CM公司。新公司将在Tripoli的 Rue de Toqueville 六号办公，五月三十一日后所有信息请寄新地址。 我们感谢您过去对我的信任并希望继续与您来往。 您诚挚的
5
建立与发展关系函电
范文1介绍经营业务
——————————：
台布
我们从我驻巴基斯坦使馆商务参赞处得悉贵公司的名称和地址，现借此机会与你方通信，意在建立友好业务关系。
我们是一家国营公司，专门经营台布出口业务。我们能接受顾客的来样定货，来样中可具体需要产品的花样图案，规格及包装装潢的要求。
为使你方对我各类台布有大致的了解，我们另航寄最新的目录供参考。如果你方对产品有兴趣，请尽快通知我方。一俟收到你方具体询盘，即寄送报价单和样本。
盼早复。
SPECIMEN：INTRODUCING BUSINESS OPERATION
Dear Sirs,
RE:TABLECLOTH
We have your name and adre from the Commercial Office of Chinese Embay in Pakistan.We take this opportunity to write to you with a view to set up friend busine relations with you.
We are a state-owned company dealing specially with the export of tablecloth.We are in a position to accept orders according to the customer's spmples.In the customer's spmples,request about the aorted pattern,specification and package of the needed goods can be indicated particularly.
In order to give you a gengral idea of various kinds of the table-cloth we are handling,we are airmailing you under separate cover our latest catalogue for your reference.Please let us know immediately if you are interested in our products.We will send you our price list and sample to you as soon as we receive your specific inquiry.
Looking forward to your early reply,we are.
Yours faithfully
范文2求建立直接贸易关系 ——————————：
寻求建立贸易关系
我们和____交往多年,承他向我们推荐了贵公司。
目前，我们专门从事____地区的贸易,但尚未与贵公司有贸易交往。
由于我们对推销____感兴趣，故特致函，以求能早日与贵方建立直接的贸易关系。
我们期待贵方能寄来你们有兴趣出售的各种_____（货物）的详细说明和外销价格。我们将愉快地调查我方市场可能销售的情况。
另一方面，若贵公司愿从我方购买产品，承蒙关照，请将你们感兴趣的货物逐项列表，一并寄来，以便视我方供货能力，向贵公司提供一切所需的资料。
盼早日赐复。
范文3接受推荐客户
——————————：
同意建立业务关系
谢谢贵公司5月7日来函，非常感谢____向你推荐了我们。承作为_____的出口商，你愿意与我们建立直接贸易关系，这恰巧与我们的愿望一致。 我们非常愉快地答复你对____所需要的资料。所附上的商品样车，将会给你提供一套完整的各种货物的详细说明和出售价格。
目前，我们对混纺人造纤维感兴趣，如蒙贵公司寄来商品目录、样车以及有关需要的资料，便于我们熟悉贵公司的供货用料和质量情况，将不胜感激。
我们保证，如果贵公司货物的质量及价格均具有竞争性，我方将大量订货。
欣然等候贵方通知。
范文4恢复业务往来 ————————：
恢复业务往来
回顾去年贵我双方业务往来的记录，我们发现已很久未获贵公司的订单了。想来贵公司仍在经营我公司的商品，请告知最近贵方推销打算和意图为感。如果你们对我公司在订货方面有什么意见或建议，请予提出，以便我们慎重研究。你们必定乐于得悉我们的产品在工艺和包装方面都已做出了一系列的改进，现特邮寄若干贵公司过去订货的新型式样品。当你们收到后，将会发现这些新型式很符合贵方要求，并将导致贵我之间友好业务联系的恢复和发展。 希望得到你们积极的响应。
范文5介绍商检业务 ————————：
介绍商品检验情况
我们很高兴在此信中向贵方介绍我国商品检验方面的情况。
我国商品检验局是独立的检验机构，凡国家规定检验的进出口商品以及合同规定检验的商品，都由商品检验局检验并出具证书。海关监管凭商检合格证书验放。商品检验局还接受对买方、卖方、运输和保险部门申请的公证鉴定工作，如重量鉴定，残损鉴定，船舱检验。监督装卸，货载衡量，产地、价值、包装证明，签封样品等，并出具证明。
为确保买卖双方利益，对出口商品允许买方在合同规定期限内复验。如发现质量、数量上有问题，买方可凭第三者检验机构的证明向我出口公司提出异议。
我国商品检验局与国外检验机构已逐步建立相互委托的业务关系。此间商品检验局可以接受国外检验机构或对外贸易关系人的委托，办理在我国的检验工作，也可委托国外检验机构为我们在国外办理检验。
你们如有询问，定会给予重视。
范文6介绍海关情况 ————————：
介绍海关情况
我国进出国境的货物、运输工具、行李物品都由我国海关监督管理。所有进出国境的货物必须经过海关查验放行后，货物才可以提取或装运。对出口货物的查验，一般是查验进出口许可证件。但对应进行商品检验、动植物检疫、药物检验或者其他管制的货物，还必须查验有关主管机关签发的证件，例如出口法定商检的货物就必须凭商检证核放。
凡经准许进出我国国境的货物，均应按照海关进出口税则，由海关计征进口税或出口税。进口货物以到岸价格为完税价格；出口货物以离岸价格除去出口税为完税价格。
7
通知与确认
通知对方接到来信Acknowledging receipt of letters 1.Dear Mr/Ms, Thank you for your letter No.A-3 of 6th May, offering us 6 UI-4 Viewdatas.We have paed it on to our Technical Department for their consideration. We shall reply as soon as poible. Yours faithfully
尊敬的先生/小姐
谢谢您五月六日标号为A-3的来信，该信向我们提供6 UI-4 图像数据。我们已把该信转给了技术部，备他们考虑。
我们将尽快回信
你诚挚的 2.Dear Mr/Ms, We have today received with thanks information concerning transactions on the New York Wheat Exchange which will be made full use of by our research department. We look forward to further cooperation with you. Yours faithfully
尊敬的先生/小姐
我们今天收到了有关纽约小麦交易所的业务信息，非常感谢，我们的研究部门将充分利用这些信息。
期待与你进一步合作。
你诚挚的
确认达成的协议 Confirming agreements reached 3.Dear Mr/Ms, Last Friday, when we were discuing the problems of defective containers.You suggested that I simply mail you a report each month on the number of return by customers rather than send the defective containers to you. I plan to put this into effect at once.But, I first want to make sure that I understand you correctly.If I don't hear from you within the coming week, I'll aume that you approve. Yours faithfully 尊敬的先生/小姐
上周五，我们讨论了次品集装箱的问题，你建议我只需把顾客每月退回的次品集装箱的数量写个报告给你，而不是直接退集装箱。
我计划立即付诸现实。但我想确认我理解正确，到下周为止，如我不能收到你的来信，我即认为 你没有异议。
你诚挚的
4.Dear Mr/Ms,
We write to confirm our agreement reached during our conversation on 9th June about special discounts on M-S Acoustical Partitions as described on page 8 of our catalogue.These prices will prevail through 30 June.partition Regular Price Special price
dimension
Each
Each(12 or more)
4X4'
US$ 112.75FOB Bern US$98.20 FOB Bern
4x5'
132
115.50
5x5'
152.75
129.85 We will be happy to receive your order Yours sincerely
8 尊敬的先生/小姐
我们写信想确认六月九日谈话中就M-S声音隔板特别折扣达成的协议。
这些隔板在我们目录泊第八页有描述。下列价格六月三十日前有效：
声音隔板规格
每只常规价
每只特别价（12及以上）
4X4'
US$ 112.75FOB 波恩 US$98.20 FOB 波恩
4x5'
132
115.50
5x5'
152.75
129.85 我们将很荣幸收到你的定单
你诚挚的
5.Dear Mr/Ms,
As our telephone negotiation this morning was very brief and proceeded so smoothly, I thought it might be advisable to summarize the agreement:
I offered US$56/kg CIF EMP
You asked for US$60
I countered US$58/kg
You accepted the figure
I look forwaqrd to signing the contract when we meet next week.
Yours faithfully
尊敬的先生/小姐
今天上午我们的电话协商简短而融洽，我想简单总结一下协议：
我报价为：US$56/kg CIF EMP，
你还价为US$60，
我让价为US$58/kg 你同意这个价格。下周见面时我期待能签定合同。
你诚挚的
9
资信调查函电
委托资信调查 ――――――：
惠请将有关加纳阿克拉西非进口公司的资信情况、商业经营情况告诉我们。该公司地址是：加纳阿克拉520号邮政信箱。请确信，我们对你们提供的所有资料都严加保密，你们不负有任何责任。
谢谢。
CREDIT INVESTIGATION
Dear Sirs，
You are kindly requested to provide us with the information on credit and busine operation of ×××Import Company.The company addre is ×××.Please be xonvinced that all the materials you supply to us will be kept absolutely secret,for which You will not take any responsibilities.
Best Regards.
Yours turly
主动报价
Dear sirs, We have received your addre from…a busine acquaintance of ours in …who also informed us that you require a large amount of the items we manufacture.Our „are very well known in more than European and other foreign countries.During the past„years, we have been able to constantly expand our export program.
We are interested in gaining foothold in your country and offering our entire line of „on the market.
In order to give you an idea of the capacity of our organization, we are enclosing our comprehensive illustrated brochure.We would be very pleased to receive an answer from you.
Sincerely yours.( signature )
Enclosure: 1 brochure ============================= 敬启者: 我们已由„(公司名)得悉贵司的地址,该公司是我们在„(地名)的生意往来时结识的.其并告之我们, 贵司正需大量蔽公司所制造的产品。
敝公司的„(品名)在大部分欧洲及其他国家享有盛名.过去„年以来, 蔽公司均能稳定地扩大出口计划。
敝公司对于在贵国获得立脚点深感兴趣, 故原供应本公司的所有产品以满足贵国需要。 为了使贵司对我们的公司结构有所了解, 特附上一本综合性简介小册子, 望查收！ 敬侯答复!
顺颂
商祺！
附件: 一本小册子
11
通知书
开业通知
为了方便居住本地之顾客, 我方特在本地区开设分店, 以便供应品质可靠、款式新颖、价格公道的服装。恳请惠顾。
We have opened a new branch in this district, for the convenience of our customers who live here, and for residents who wish to obtain clothing of the newest style and most reliable quantity at reasonable prices.兹定于本月一日我们在本市以约翰.史密斯的名义开设绸缎棉布行, 特此奉告。
We inform you that on the 1st of this month, we established in this city a Dry-Goods busine under the firm-name of John & Smith.我们将以钱伯斯公司为名, 开设总代销店, 特此奉告。
We acquaint you that we have established ourselves as general agents under the title of Chambers & Co.我非常荣幸地通知您, 我已在本市开了一家日本货批发代销店。
I have the honour to inform you that I have just established myself in this town as a Commiion Merchant for Japanese goods.我十分高兴地通知您, 在当地几家有名望, 有影响力公司的支持下, 我开设了轮船与保险的经纪业以及总代理店。
I have pleasure in apprising you that, under the auspices of several highly respected and influential houses here, I have commenced busine as a Shipping and Iusurance Broker and General Agent.我很高兴地宣布, 从今日起我承接了老丰田公司的业务, 并在原地址继续营业。
I have the pleasure of announcing that the busine of the old firm of Tokyo & Co., will, from this day, be carried on by myself at the same addre.只要该项业务是在市内或市郊, 不论是专业或其它性质的, 在不支付旅费情况下,本代理店均乐意效劳。
Any busine which you may have in or near this city, whether of a profeional nature or otherwise, and for the sake of which it may not be worth while to incur the expenses of a journey exprely, I shall be happy to transact as an agent.我保证, 对所赋与的所有事项, 将予以迅速、有效地完成, 并尽量节省开支。
I aure you that it shall be my endeavour to act with promptitude and dfficiendcy, as well as with a due regard to economy, in all the matters entrusted to my care.我确信能胜任任何交易, 并能迅速, 经济和使您满意地执行所接受的任何订货。谨此恳请惠予赐顾。
Feeling confident of oy ability to conduct any transactions, and to execute any orders committed to my charge in a speedy, economical, and satisfactory manner, I solicit the favour of your commands.在本行业的国内外公司担任雇员和经理的12年里, 我获得了透彻的知识和贸易经验,因此, 能满足您一切合理要求。
The thorough knowledge and trade experience which I have gained in this branch of busine during a twelve years' engagement as an employee and manager of prominent firms in this branch both at home and abraoad, will enable me to cope with all reasonable requirements.如有所需, 希望得到您的询价。
We hope to receive your inquiries when in the market.兹附上价目及交易条款, 并请注意下面的签名。
We enclose our list of prices and terms, and would ask you to kindly note the signatures at foot.
12 竭诚希望取得您的信赖与惠顾, 并请注意以下签名。
Trusting to be favoured with your valued confidence in future, we wish to draw your attention to the signatures below.请注意我们下列签名。
Have the kindne to take note of our signatures at foot.
建立分公司
我最近在神田保町10番, 开设一毛织品分店, 谨此通知。
I inform you that I have recently opened a branch establishment for the sale of my woollens at 10, Jimbocho, Kanda.随着本公司与中国贸易不断增长, 我们于本日在北京新开设一分公司。
As the volume of our trade with China is constantly increasing, we have this day opened a new branch in Beijing.本行即日在大阪市开设一分公司, 并委任T.先生为经理。
I inform you that I have this day opened a new branch establishment in Osaka, and have entrusted the management thereof to Mr.T.新分公司由股东F.先生任经理, 对其热诚、能力及品德, 我绝对信任。
I have committed the management of the branch to Mr.F., a gentleman on whose zeal, ability, and integrity, I place the utmost reliance.
合伙组织
兹于W.先生建立合伙关系, 今后将以J.公司名义开展业务。
I have arranged a partnership with Mr.W., with whom I shall trade in future as J.& Co.由于业务发展, 事务繁忙 , 需要有力人士协助, 现与J.先生组织合伙。
Owing to the large increase of my busine, and the consequent additional strain which this put upon me, I have deemed it advisable to have aistance and have arranged a partnership with Mr.J.我现与著名的C.先生进行合伙, 他从事皮序生意多年, 经验丰富, 并以雄厚的资本投入本公司。 I have taken a new partner, Mr.C., who is well known in the boot trade generally, and who, besides his many years of experience, brings a large addition of capital into the busine.我为扩展业务, 即日起在上述地址与J.先生进行合伙经营, 该公司现已并入我的名下。 With a view to further extending my operations, I have this day entered into partnership with Mr.J., of the above addre, whose busine will henceforth be amalgameted with mine.
新合伙人入伙
我已请多年在我公司担任经理的Y.先生做为我的合伙人。特此奉告。
I inform you that I have taken into partnership with Mr.Y., who has for many years acted as my manager.公司名称不变业务照旧。
The busine will be carried on as before, the name of the firm remaining unchanged.由于我请胞弟J.为合伙人, 今后公司更名为哈里森兄弟公司。
In consequence of my having taken into partnership my brother J., the busine of the establishment will henceforward be conducted under the firm of Harrison & Brother.我们自信, 基于我们的经验与熟悉本地, 如蒙惠顾必能获得您的满意。
We feel confident that our experience and local knowledge will enable us to give you entire satisfaction, whenever you may require our services.
改组
13 我公司 在过去的二十年里成就可观, 现自5月30日起改组为股份有限公司, 从该日起名称改为P.股份有限公司继续营业。特此奉告。
We inform you that our busine, which has been carried on most succefully for the last twenty years, will be turned into a limited company on the 30th May, and from that date it will be continued under the firm-name of the P.Co., Ltd.我公司组织有变, 特附上通函一份。今后本公司保证象过去一样热诚为您服务。
We refer you to the enclosed circular announcing the reorganization of the above firm, and would aure you that any commiion with which you may favour us will receive the same care and attention as in the past.目前我们为私人有限公司, 今后如有汇款, 请寄到H.股份有限公司, 则甚为感激。
We are now a private Limited Company, and we shall be glad if you will in future make out remittances to us to H.& Co., Ltd.元月一日后, 我公司解散。在原址成立O.商社继续营业, 由H.和J.二人主持业务。
After January 1st., our partnership will be diolved and the busine will be carried on at the same addre, by H.and J.under the firm-name of O.
合并
下列署名人, 谨此通知各位顾客, 自即日起以前以F.与T.命名的两公司合并为B.公司,继续营业。
We the undersigned, herewith inform all our esteemed correspondents that the two firms which have carried on busine hitherto under the title of F.and T.& Co., will be united from this date, and continued under the title of B.本地先前以F.及C.商号营业的两店, 经协商同意合并, 特此告知。
We inform you that we have agreed to amalgamate the two houses doing busine in this town under the style respectively of F.and C.谨告知我公司顾客, 以上两个著名公司即日起合并为L.公司。
We hereby inform our esteemed clients that the above two well known firms have this day been amalgamated, and will in future trade under the title of L.谨宣告, 自7月31日起, 前在R.街10号的B.公司和在W.街100号的N.公司合并为C.公司,并迁往上列商业区新址, 今后通讯请径寄上址为荷。
We have pleasure in announcing that, on and after the 31st July, our two firms of Mers.B.and Mers.N.hitherto carrying on busine at 10 R.St., and 100 W.St., respectively, will amalgamate under the style of Mers.C., and the combined firms will transfer their offices to more commodious premises at the above addre, to which all communications after the 31st July should be sent.
解散与停业
经双方协议, 经营羊毛的本公司于本日宣布解散。特此奉告。
We inform you that the partnership existing between us in the busine of wool has this day been diolved by mutual consent.Bl.先生与Br.先生合伙经营的黑褐公司经双方同意宣告解散, 特此通知。
Notice is hereby given that the copartnership which has existed between Mr.Bl.and Mr.Br.under the style of Black, Brown & Co., has been diolved by agreement.伯来克与布朗二位先生以黑褐公司名义营业的公司自3月1日起宣布解散, 特此通知。
We announce that on and after the 1st March the partnership existing between Mr.Black & Mr.Brown, trading as Black, Brown & Co., will be diolved.兹经双方同意, 决定解除合伙关系, 特此通告。
We advise you that we have by nutual agreement decided to diolve partnership.
业务清算
After the liquidation of the affairs of ..., the busine will be carried on under the style of ......公司业务经清算后, 将以...名义进行营业。
14 同函附上B.公司的清算通告, 并通知我将以J.公司的名义继续营业让。特此通告。
Referring to the annexed circular as to the liquidation of the firm of B.& Co., I have now to inform you that I shall in future carry on the busine under the style of J.& Co.P.W.公司在清算终结后将以P.L.公司名义营业。
After the liquidation of the affairs of P.W.has been finished, the busine will be carried on under the style of P.L.C.先生被指定为清算人, 他负责偿付前公司一切债务, 前公司应收款项请照付给他。 Mr.C., who has been appointed liquidator of the late firm will discharge all liabilities, and all accounts due to the late firm must be paid to him.
合伙人退出
我公司T.先生, 经医生忠告, 宜去气候温和地带疗养以期延年益寿, 因此决定退出本公司, 特此奉告。
We have the honour to inform you of the retirement from this firm of Mr.T.He is retiring solely on account of serious advice from his physician, who recommends him a warmer climate if his life is to be preserved.由于我年事已高, 不得不退出本公司业务, 决定在故里安度晚年, 遗憾之处,诸希鉴原, 特此通告。
It is not without regret that I write to inform you of my retirement from busine, but as I am now getting on in years, I have decided to spend at least part of the autumn of my life in the quiet of my native place.本人年迈, 诸事力不从心, 为健康原因, 非常遗憾地退出具体工作, 特此告知。
It is with regret that I have to inform you that as the imfirmity of age compelling me to take special care of my health, I have decided to retire from busine 我们决定退出业务, 有关我公司一切业务, 均转由本公司负责。
We have to inform you that we have retired from busine, and that we have transferred every thing connected with our firm to Mers.Y.& Co.
股东去世
由于我的朋友及合伙人T.去世, 我公司宣告解散。此后公司仅在清帐的短期内存在。
In consequence of the death of Mr.T., my much valued friend and partner, our late firm is diolved, and the name will be continued so long as may be neceary for the liquidation of its affairs.我的重要合伙人T.先生最近去世, 其股份由我接受并接办公司业务。特此奉达。
I respectfully inform you that, on account of the recent death of my much esteemed partner, Mr.T., I have acquired the busine by purchasing my partner's shares in it.我们沉痛地奉告, 我公司合伙人O.先生于5月5日逝世。
It is with deep regret that we have to inform you of the recent death of our parner, Mr.O., which occurred on the 5th May.
付予代理权
兹通知, 过去15年中任我公司代理的Y.先生今后将为本公司业务担任签名责任。
We inform you that Mr.Y., who has held our procuration for the last fifteen years, will in future sign for the firm.谨此告知, 我公司授权在此服务多年的M.先生以代理签名事宜。
We have to intimate to you that we have authorized Mr.M., who has been with us for many years, to sign for our firm per procuration.兹授予Y.先生代理我公司签名权, 其签名如下。
I have granted power of procuration to my chief clerk, Mr.Y., whose signature is appended below.
15 我的签名如下, 同时寄上将行使签名权的G.先生的签名, 请惠察。
I refer you to my signature at foot, also to that of Mr.G., who will sign per procuration.
转让业务
我公司在伦敦的业务, 已卖给W.公司, 该公司决定于5月1日开始接管。
We have sold the busine hitherto carried on in London, to Mers.W., who will take over the busine from the 1st May.我公司已购买了B.公司的业务, 并订于5月1日接管。
We have purchased the busine of Mers.B.& Co., and shall take over the same from the 1st May.下列签名人对该公司负一切责任, 未来该公司业务和财务, 均由其承担。
the undersigned wil aume all the responsibilities of the said firm and will in future conduct the busine on his own account and in his own name.谨告知P.处的居民, 原由W.先生所经营的罐头、酒等杂货食品及食油业务, 已由R.先生继承。 R.respectfully informs the inhabitants of P.that he has succeeded to the grocery and oil busine formerly conducted by Mr.W.
迁址
兹定于2月1日迁到更方便的纽约市第5街7号新址办公, 特此通告。
We inform you that we shall on the first February remove to a more convenient office at 7 5th Ave., New York.我已经迁到永乐街1丁目10番地, 今后联络, 请用新址, 特此通知。
I inform you that I have this day removed to 10, Itchome, Yurakucho, where all communications should in future be addreed.我公司已迁到上述更方便的地址, 特此告知。
I inform you that I have removed to more convenient premises, situated at the above addre.我公司最近已迁到上述地址, 特此通告。
Please take note that we have recently removed to the above addre.
代理
我购已被指定为纽约市古德里奇.鲁伯公司在东京的独家代理。特此通知。
I inform you that I have been appointed the Sole Agent in Tokyo for: The Goodrich Rubber Co., New York City.我公司已请东京原公司为代理店, 关于我司的产品目录, 请径向该公司索取。
We advise you that we have made Mers.Hara & Co., Tokyo, our representatives, who hold at your disposal our catalogue.我公司已与经营茶叶有20年经验的服部春雄先生订立了协定, 聘请他为我公司的代表接洽业务, 特此奉告。
We have much pleasure in informing you that we have entered into arrangement with Mr.H.Hattori, who has twenty years' experience in tea trade, to act as our representative.不论任何要求或其他条件, 只要委任或推荐本人为代理人, 必能迅速有效的完成所赋任务。
I wish to proffer you my services, with the aurance that whatever claims and others you may be pleased to confide and recommend to my agency, shall be promptly and efficiently attended to.
申请代理
从顾客处得悉, 贵公司拟在本市寻找代理, 我们特申请担任这项工作, 请酌定。
Hearing from our correspondent that you are looking form an agent in this city, we are pleased to apply for the post.
16 得悉贵公司准备到我国销售葡萄酒, 请指定本公司为你司在日本的总代理。
Having heard that you are about to ship wine to this country, we offer our services as agents in Japan.我们希望为贵公司拓销机械, 请将你司在本地的独家代理赋予敝公司为盼。
We are willing to push the trade in your machines, and hope you will give us the sole agency for our place.我公司希望成为你公司在本港的运输代理。请早日赐予为荷。
We herewith take the liberty to offer you our services as forwarding agents in this port, hoping to be favoured with your esteemed commands in the near future.
推销员、公司代表
我公司推销员J.先生近日将前往伦敦, 届时将携带若干最新产品供你参考。
Our traveller, Mr.J., will be in London shortly, when he will submit you some of our newest goods.贵公司代表如再来伦敦时, 务请到本公司来, 以便参阅商讨你所带新样品, 如有适销商品,本公司定当订购。
When your representative is in London again, he might call and submit your new samples, and if we find anything suitable for our trade, we may give him an order.我公司推销员, 将于6月8日即下星期一到达您地, 拜访贵公司, 希望能获得贵公司的订单。 Our traveller will be in your town on Monday next, 8th June, and hopes to have the pleasure of calling upon you to receive your orders.我公司职员T.先生, 将于5月10日即下星期二前后拜访贵公司, 至请惠顾、订购。
Our clerk Mr.T.expects to have the pleasure of calling upon you on or about Tuesday next, 10th May, when the favour of your orders is solicited.
17
订购
订购语
订单:order sheet||order form||order blank||order note 订购帐薄:order boook 订购样品||凭样订购:sample order||order by sample 确实已订:firm order 第一次订购:initial order||first order 正式订单:formal order 有限订单:limited order 按行情订购:market order 原始订单:original order 未能按时交货订单||尚未交货订单:back order 开口订货:open order 开始订货:opening order 继续订货||再次订货:repeat order 追加订货||补充订购:additional order 分批订单:split order 出口订单:export order 进口订单:import order 已收到订单:order on hand 领到订单:order booked 寄出订单:order given 收到订单:received order 邮购:mail order 新订单:new order 口头订单:verbal order 电报订单:cable order||telegraphic order 试验订购||试购:trial order 向..寄出订单:to order from||to give an order for||to place an order with||to put in an order||to pa an order 对..订货:to pa one an order 不订货:to pa with an order 对..传达订货:to transmit an order to one 接到订单||收到订单:to receive an order 寄空白订单:to place an order in blank 订货||已列帐:to take an order||to book an order 接受订单||接受订货:to accept an order||to take an order 决定成交:to close an order 执行订单:to fill an order||to execute an order||to attend to an order||to put an order through 完成订货||已交货:to complete an order 寄送一份订单:to send an order 发货||寄出货品:to dispatch an order 装船||已装船:to ship an order 改变订货||变更订单:to modify an order||to make alterrations in an order 继续订货:to repeat an order 取消订货||撤消订单to cancel an order 确认订货:to confirm an order 已将订货列帐:to book an order 增加订货:to increase an order 将定货增加一倍:to duplicate an order
18 减少订货:to reduce an order 请求订货:to solicit an order||to invite an order 错过一次订货:to mi an order 依照某人指示:to make to order of 按照订单:as per order||as ordered||as one wishes 费用:charges 免费:free of charges 买方负责费用||对方负责费用:charges forward 费用已付||卖方已付杂费:charges paid||charges prepaid 装运单据||装货单:Shipping Documents 海运提单:bill of lading (B/L) 海运保险:marine insurance policy 货物装运单||装运发票:shipping invoice 收货传票:receiving note 收货单||大副收据:mate's receipt (M/R) 领事发票:consular invoice 产地证书:certificate of origin 装船通知:shipping advice 船运公司||海运业:shipping busine||shipping trade 海运费用:shipping charges||shipping expenses 运费:freight 运费率:freight rate 火车货运||货车:freight train||goods train 对方付运费||运费待收:freight forward||freight payable at destination||freight collect 运费表||运价表:freight tariff||freight list 货运船:freight veel||cargo boat||freighter 油轮||油槽船:tanker||tanker-steamer||tank-ship 货车:freight wagon 交货||交付:delivery 到达时交货:delivery on arrival 于......轮到达时交货:to arrive per s.s.......尚未下货||尚未卸船||在运途中:on paage||in transit 5月至6月交货:May/June delivery 5月至6月装船:May/June shipment 货已备妥待装运:"ready||for delivery 立即交货:immediate delivery 立即装船:immediate shipment近日内马上交货:prompt delivery||near delivery 不久交货:future delivery||forward delivery 分期交货:part delivery 分期装运:part shipment 最后交货付清:final delivery 付清||已交清:complete delivery 交货缺少:short delivery 短装:short shipment 没有全部装上:shutout 交货期||交货时间:time of delivery 交货日期:date of delivery 交货地点:place of delivery 交货港口:port of delivery 目的地:destination 运送工具:transport||transportation 交货||交付:transfer
19 已装船:transmiion 转运||转船:transhipment 接受到货:to accept delivery 完成交货:to complete delivery
请求订购
据我公司记载, 自上笔交易以来, 我们的业务已中断了很长时间, 不知是否因为我方服务不周所致, 敬请告知。
According to our records, it has been a long time since we last had the pleasure of serving you, and we are wondering whether something has "gone wrong".不论收到贵方任何订单, 我均非常感谢.确信必将如期完成, 并使贵方感到满意.We shall greatly appreciate any order that you may have for us and feel confident that it will be filled to your satisfaction.如蒙惠顾, 请寄订单为盼.Should you think favourably of our application, kindly hand us your order-sheet.我们相信,近日内必能收到贵公司的试销订单, 为此恭候来函.We trust that you will favour us with a trial at an early date, and await the pleasure of hearing from you.
订购
价格表已收到, 请尽可能迅速以铁路货运下列商品, 当不胜感激。
I have received your price-list, and shall be glad if you will send me by rail as early as poible as follows: 请送马路用, 医院用, 学校用, 以及办公室用的各种大小适当的灯, 一共 100个, 谢谢。 I shall be glad if you will let me have 100 Lamps of each of the various sizes, suitable for streets, hospitals, schools and offices.请寄我公司在本月 5日函中所详述的抽水机三个.其价格按照贵公司来函所定价格。
We request you to hand us the three pumps described in detail in ours of the 5th inst., at the prices fixed in your letter.请按照贵公司提供的样品, 供应我司50吨煤炭, 谢谢。
I shall be glad if you will forward fifty tons of coal, in accordance with your sample.
订单与信用证
开证申请人:Opener 信用证上的进口人||买方:Accredited buyer||Accredited holder||Accredited importer 开证行:Opening bank||Iuing bank 受益人:beneficiary 受领信用的人:accreditee 受领信用证的人:addreee 受雇人:user 通知银行||联系银行:Notifying bank||Advising bank||Transmitting bank 购买银行||议付行:Negotiating bank||Purchaser||Negotiating party 善意持票人:Bona fide holder 受票人::Drawee 接受银行||承兑银行:Accepting bank 保兑银行:Confirming bank 无担保信用证||不跟单信用证:clean letter of credit 押汇信用证||跟单信用证:documentary letter of credit 确认信用证||保兑信用证:confirmed letter of credit 不确认信用证||不保兑信用证:unconfirmed letter of credit 不可撤消信用证:irrevocable letter of credit 可撤消信用证:revocable letter of credit
20 保兑不可撤消信用证:irrevocable and confirmed credit 不保兑、不可撤消信用证:irrevocable and unconfirmed credit 不保兑、可撤消信用证:revocable and unconfirmed credit 循环信用证:circular letter of credit||revolving credit 特定信用证:restricted letter of credit 旅行信用证:traveller's letter of credit 商业信用证:commercial letter of credit 无条件信用证:"general credit 委托购买信用证:L/A letter of credit 特定授权信用证:S/A letter of credit 有条件转让信用证:ESCROW letter of credit 背对背信用证:back-to-back letter of credit 交互计算信用证:swing clause letter of credit 开出计算信用证:open account letter of credit 可转让信用证:aignable L/C 有权追索信用证:with recourse L/C 无权追索信用证:without recourse L/C 银行信用证:banker's credit||bank credit 前借信用证:packing credit 原始信用证:original credit 开立信用证:"to open a credit 在银行裁决信用证:to arrange a credit with a bank 以电报开出信用证:to cable a credit 开出信用证:to iue a credit 修改信用证:to amend a credit 将信用证有效期延长:to extend a credit 增加信用证金额:to increase a credit 请求开立信用证:to take out a credit 收回信用证||撤回信用证:to revoke a credit
信用证例文
我们很高兴得知贵公司早于5月5日向旧金山美国银行开出信用证。我们相信日内可望收到银行通知。
We are glad to learn that you forwarded the letter of credit on May 5 to the Bandk of America in San Franceisco.We aume we shall receive an advice within a few days.我们很高兴得知贵公司对此批订货, 已通过国家银行开出以史密斯公司为受益人,面额为100000美元, 12月31日前有效的信用证。
We are glad to learn that you opened a credit with the National Bank, in favor of Meers.Smith & Co., for the amount of $100,000 covering the said order available till December31.对6月6日第450号信用证, 我公司已开出面额为90,000元的汇票, 该汇票以东京银行为受益人, 付款日期为见票后60天。
We have drawn on you at 60 days' sight a draft for $90,000, under the credit No.450 of June 6, in favor of the Tokyo Bank.因信用证的有效期为5月31日, 希望将其有效期延长至6月10日, 并请将此情况通知你方的银行。
The expiry date of the credit being May 31, we request that you will arrange with your banker to extend it up to June 10, amendign the said credit.
修改信用证
修改信用证:amendent to an L/C 更改一部分:partial amendment||whole amendment
21 更改全部:whole amendment 更改信用证||修改信用证:to amend an L/C 做如下更改||做如下修改:to amend as follows 更改:to make an amendment 建议更改::to propose an amendment 执行更改::to introduce an amendment 提出更改信用证的建议:to suggest an amendment to an L/C 商业信用证更改已通知:Amendment of the commercial credit was advised.请通知受益人, 我们对第1200号信用证中, 5箱更改为10箱, 其余部分不变。
Please advise the beneficiaries that we shall amend the Credit No.1200 to read ten boxes of the articles instead o f5 boxes, otherwise unchanged.烦请通知买方, 我们将信用证内C&F纽约更改为买方负担运费。
Kindly notify the buyers that we shall make an amendment in the L/C freight collect instead of C&F New York.本函仅为信用证修改通知书，并非证实书。
This is solely an advice of amendment of the L/C and not constitute a Confirmation of the meage.
收单与确认
本月10日来函收悉，感谢贵方对......的订货。
We received your letter of the 10th inst., and thank you for your order for ...贵公司5月10日来函及五部印刷机器的定单均已收到，在此表示感谢。
We are in receipt of your favour of the 10th May, with your order for five printing machines, which I herewith acknowledge with best thanks.贵公司6月10日电报关于高级砂糖100英担定单已收到，并予以确认。
We confirm herewith your telegraphic order of the 10th June, for 100 cwt.of the best sugar.贵公司7月10日函收悉，对此次订货，我公司表示感谢。
We acknowledge receipt of your favour of the 10th July, and thank you for the order you have given us.
安排订货与寄出
对于4月10日所订机器，我们于昨天运出，请查收。
The machines ordered on the 10th April were despatched to your addre yesterday.感谢您5月5日的定单，本月已经履约，特此奉告。
In thanking you for your esteemed order of the 5th May, I inform you that it has this day been executed.为赶5月10日开往横滨的货轮“阿苏号”，我司已货车将您所订购的货物送至伦敦码头。
The goods were forwarded to day, in our van, to the London Wharf for shipment by m.s."AsoMaru", fo rYokohama, sailing on 10th May.贵公司所订的白衬衣料，本月已装上从西雅图开出的轮船“北野号”，该轮于明日（5月20日）起程，特此通知。
We have the honour to inform you that the shirtings kindly ordered were duly shipped today, by m.s."Kitano Maru", sailing tomorrow, May 20th, from seattle.
拒绝订货
这是不得已的事，因为当地棉花市场缺货，价格上涨，每磅约10先令至10先令半。所以对此次贵公司的订货我公司无法供应，请原谅。
We are sorry to say that the quantity of cotton at the market just now is very small and prices consequently have advanced, say to 10s.and 10 1/2d.per lb.It is, therefore, out of our power to execute your order.
22 由于所需印刷纸张无法解决，因此，贵公司订购我公司发行的杂志“奇闻奇事”未能安排。 Your order for a supply of our booklet "A Wonderful Story" hsa not been filled, because of our inability to procure the neceary paper for printing.实在对不起，由于此次贵公司的订货条件，我公司无法供应。
We regret ot say that on the terms mentioned, we find it impoible to fill same.目前，关于此类特制品，没有存货，工厂也无法立即制造。因此，我们很担心，在接到订单后，恐怕不能保证在三个月内交货，敬请谅解。
We have none of this particular make in stock at the moment, and, owing to the great preure at the mills, we are afraid we cannot guarantee delivery within le than three months of receipt of orders.
撤消或变更订单
非常抱歉，兹因购货人已向我司撤消订单，迫使我司只好向贵公司取消这一次订货。
To my deep regret, the buyer of these goods has just cancelled the order, a fact which compels me to cancel my order with you.很抱歉由于我司在今后一段时间内，所有货物品已完全够用，因此，不得不取消此次订货，敬请谅解。
Our requirements are now fully covered for some time to come, and we therefore greatly regret that we have to cancel our order with you.非常遗憾地通知贵公司，因为购货人对贵公司价格500元不予确认，因此要求您取消此订单。 We are sorry to report that our buyer does not confirm this order at your price $500; we must, therefore, ask you to cancel same.非常遗憾，我公司不得不通知，在此同一时期内，需要取消数种订单。
I regret that I have to notify you of so many orders being ceancelled at the same time.
23
货运
货运用语 货物
goods||freight||cargo 运输
transportation||transit||conveyance 运送
to transport||to carry||to convey 运输业
transportation busine||forwarding busine||carrying trade 运输代理人
a forwarding agent 承运人
a freight agent||a carrier 船务代理人
a shipping agent 陆上运输
transportation by land 海上运输
transportation by sea 货物运输
goods traffic||freight traffic||carriage of freights||carriage of goods 货轮
cargo boat||freighter||cargo steamer||cargo carrier 火车
goods-train||freight-train 卡车
goods-van||goods wagon||freight car||truck 货运办公室
goods-office||freight-department 运费率
freight||freight rates||goods rate 运费
carriage charges||shipping expenses||expre charges 车费
cartage||portage 运费预付
carriage prepaid||carriage paid 运费到付
carriage forward||freight collect 运费免除||免费 carriage free 协定运费
conference freight||freight rate 运费清单
freight account 托运单
way-bill||invoice
24 运送契约
contract for carriage 装运
shipment||loading 装上货轮
to ship||to load||to take on a ship 装运费
shipping charges||shipping commiion 装运单||载货单 shipping invoice 装运单据
shipping documents 大副收据
mate's receipt 装船单
shipping order 提货单
delivery order||dandy note 装船通知
shipping advice 包裹收据
parcel receipt 准装货单
shipping permit 租船契约
charter party 租船人 charterer 程租船||航次租赁 voyage charter 期租船
time charter 允许装卸时间
lay days||laying days 工作日
working days 连续天数
running days||consecutive days 滞期费 demurrage 滞期日数
demurrage days 速遣费
despatch money 空舱费
dead freight 退关
short shipment||goods short shipped||goods shut out||shut-outs 赔偿保证书(信托收据) letter of indemnity||trust receipt
25 装载 loading 卸货
unloading||discharging||landing 装运重量
shipping weight||in-take-weight 卸货重量
landing weight 压舱
ballasting 压舱货
in ballast 舱单
manifest 船泊登记证书
ship's certificate of registry 航海日记 ship's log 船员名册 muster-roll (船员, 乘客)健康证明 bill of health 光票
clean bill 不清洁提单 foul bill 有疑问提单
suspected bill
包装用语 用木箱包装
to be cased||to be encased 用袋装
to be bagged 用纸箱包装 to be boxed 用席包
to be matted 用捆包
to be baled 包装费另计 casing extra 包装费不另计算 cased free 装箱免费 boxed free 代费免除 bagged free 席包免费 matted free
26 捆包免费 baled free 出口用包装
packed for export 箱外附铁箍
cases to be iron-hooped 施以铁箍
iron-hooping 施以铁条
iron-banding 用绳捆 roping 鞭打||用藤捆包 caning 情况良好
in good condition||in good order||in good state 情况特别好
in excellent condition 情况差劲
in bad condition 呈腐败状况
in rotten condition 已有发霉现象
in musty condition 已受潮
in wet condition 呈干燥状况
in dry condition 已有破损
in damaged condition 呈受热状况
in heated condition 情况不很完整, 有瑕疵 in defective condition
搬运注意事项 小心搬运
Handle with care||With care 此端向上
This side up||This end up 请勿用钩
Use no hoks||Do not use dog hooks||No hooks 不可滚转
Don't turn over 不可掉落
Don't drop||Not to be dropped 保持干燥 Keep dry 不可横置
Keep flat||Stow level
27 保持直立
Stand on end||To be kept upright 易腐物品
Perishable goods 保持冷冻(不可近热) Stow in a cool place||Keep cool||Keep from heat||Stow coll 不可平放
Not to be laid flat||Never lay flat 不可抛掷
Not to be thrown down 不可重叠
Not to be packed under heavy cargo||Not to be stowed below another cargo 小心易碎
Fragile-with care 不可接近锅炉或机器
Away from boilers and engines 防止潮湿
Guard against damp 易流物品 Liauid 中国制造
Made in china
发票用语 发票 invoice 货物装运单
shipping invoice||foreign invoice 国内发票
inland invoice||domestic incoice||local invoice 领事发票||领事签证书
consular legalized invoice 海关发票
pro forma invoice 形式发票
skeleton invoice 估价单
Skeleton Invoice
提单用语 提单
Bill of Lading||B/L 清洁提单||无纠纷提单 clean Bill of Lading 不清洁提单||有不良批注提单 foul Bill of Lading 红色提单
Red Bill of Lading 联运提单
Through Bill of Lading
28
请求发货指示
请回信告知, 这次运往伦敦的5箱货物的详细内容、价值、收货人, 以及费用由谁负担。 Please send us ty return full instructions for the five cases for London, as to contents, value, consignee and who pays all the charges.今天, 我们已从阿部先生那里, 收到下列货物, 请告知如何处理, 不胜感激。
Your instructions for the disposal of the undermentioned goods, which have arrived today from Mr.Abe, will oblige.上述定购货物已备齐, 请早日指示, 如何发运。
The above order is now ready.Please give us forwarding instructions as soon as poible 我们已从B.B.公司收到标有 。 唛头的乳酪5箱, 请立即告知如何处理。
We have received from Mers.B.B.five cases cheese marked 。 Please hand us early instructions as to the disposal.
发货指示
请将该货物于下星期五以前, 装"Dongola"号轮, 运往纽约, 并按2000美元投保平安险。
The packages should be forwarded to New York for shipment per m.s."Dongola" not later than Friday next, and insured for $2,000, F.P.A.请将保管在贵公司30包棉花, 运交冈田公司, 并将提单寄本公司。
Please ship my thirty bales cotton, now kept in your warehouse, to Mers.Okada & Co., and forward B/L to me.复贵公司5月15日来函, 请将本公司的10包货物, 尽快用火车运来, 并请标注唛头。1-10。其余90包, 请用下次轮船运出。
In reply to your letter of the 15th May, please send ten bales of our goods, marked 。 1-10, by rail as soon as poible to our addre, and the other ninety bales afterwards by next steamer.请速将保管在贵公司仓库的70包山羊板皮, 运交伦敦的怀特公司, 并将提单寄交我处。
Please ship as soon as poible seventy bales of goat skins, kept in your warehouse, to Mers.White & Co.in Londong, and send me the Bill of Lading.
装运通知
我们已于今日, 将下列书籍通过美国的铁路快运您处, 运费已付。
We are sending you today by the American Railway Expre, prepaid, the following books.该货可以立即交付, 准备明日装船。
The goods are being prepared for immediate delivery and will be ready for shipment tomorrow.根据19--年3月14日签署的第234号合同, 我们已将100捆藤料装"出云号"货轮, 运往你地,请贵公司付费, 特此通知。
We advise you of the following shipment for your account, per m.s."Izumo Maru" for your port, 100 bdls.cane, against the contract No.234, dated March 14th, 19--.上周所订购的货物已发运, 希望贵公司会感到满意。愿继续服务。
We herewith send you the goods ordered last week, and hope you will find same satisfactory.Your further orders will receive our prompt attention.
卸货转运
货轮已于旧金山港卸货。
The cargoes were discharged at San Francisco."索菲亚"号货轮所装货物已全部装卸完毕并已入库存。该轮现在正进行必要的维修工作,特此通知。
I inform you that the cargo of the "Sophia" has been landed and warehoused here, and the veel is undergoing the neceary repairs.
29 "阿德雷得"轮已于昨日安全抵达本港, 正值假日之前, 可以及时卸货, 特此奉告。
I have the pleasure to inform you that the Adelaide arrived here safely yesterday, just in time to get them discharged before holidays commence.一小时后即可卸货。
These goods will be unloaded in an hour.
发票、提单、保险单
同函奉寄"上海"号货轮所装杂货24箱(唛头为。编号501-524)的提单以及上述货物的清单各一份, 数额为300,000美元, 请予查收为荷。
Enclosed we have the pleasure to hand you the B/L per "shanghai Oaru", covering 。 501-524-24 c/s Fancy Goods, and our account thereon amounting to $300,000, which we hope you will find in order.我们已将下列货物装上"伊预"号货轮, 同函奉上本货物提单副本一份, 特此通知。
We inform you that we are sending by the "Iyomaru" the undermentioned goods, and enclose a copy of the bill of lading for same: 同函奉寄总额500,000元的发票与提单各一份, 请查收为荷。
We have the pleasure to enclose the invoice amounting to $500,000, together with the bill of lading, both of which you will find in order.根据贵公司的定单, 已将80包棉花装于驶往神户的"因幡号"货轮。同函奉寄发票及提单各一份, 请查收。
Enclosed please find the invoice of eighty bales cotton bought by your order, and shipped to Kobe per "Inaba Maru", as per the enclosed B/L.
包装运费及贴补
每箱均须标印唛头。, 同时加上连续编号。
Mark the cases 。 and number consecutively.运费及贴补已依照同函决算书交付Scott船长, 付款后所余500美元已记入贵公司借方帐。
I have settled the fright and primage with Captain Scott, as per the account enclosed, and have debited you, in your account, $500 for balance paid him.对下列各件事, 恳请谅解为荷: 至下次开航期间, 仍有四个月之久, 因此包装必需完整,一切海运均须经过西雅图, 再由西雅图转载火车。
Please remember that the goods must be extremely well packed as until the opening of navigation some four months hence, and that all the shipments must be made via Seattle, and then train on here.一切货物均须用内衬马口铁或锡纸的木箱包装, 且外壳必须清楚地标明其内所装物品。
The goods are to be packed in tin-lined cases, and the contents of each case clearly marked on the outside.
运输代理人、租船等
贵公司如能为我公司租一艘一级2,500吨位的货轮, 自门司港装运棉制品至广州港, 我们将不胜感谢。
We shall be glad if you can charter for us a first-rate veel of about 2,500 tons burden to convey a cargo of cotton goods from Moji to Guangzhou.关于装船一事, 谨寄上从租船代理商处收到的装载报告书副本一份, 请收悉。
For your information, we enclose a copy of the letter received from the Charterers' Agents with regard to stowage of the cargo.我公司为运输报关代理, 恳请惠顾。只要有所吩咐, 我们将全力为贵公司服务, 决不辜负您的信任。
We offer you our services as forwarding and customs agents, and should you decide to avail yourself of them, you may rest aured that we should always act to the best of your interests.
30 我公司与大运公司订有特别协定, 尤其对大量货物的运输, 可以有较大的折扣。
Our special arrangements with large transport institutions put us in a position to offer you considerable reductions for large shipments.
提供商品
询盘的提出
我们已向该公司提出询价(询盘)。
We addreed our inquiry to the firm.对该公司的询价信, 我们已经回复。
We answered the inquiry received from the firm.我公司已收到, 该公司关于这类商品的询盘。
We have an inquiry for the goods received from the firm.我们已邀请客户对该商品提出询价。
We invited inquiries for the goods from the customers.敬请将贵公司的进口商品目录寄来为荷。
Will you please let us have a list of items that are imported by you.如能得到贵方特殊的询价, 则甚为感谢。
We shall be glad to have your specific inquiry.敬请惠寄报价单和样品可否? 请酌。
Would you care to send us some samples with the quotations.由于这一次订购是合同的组成部分, 请提供最好的条件。
Please put us on your best terms, as this order forms part of a contract.请告知以现金支付的优惠条款和折扣比例。
Please state your best terms and discount for cash.由于打折扣, 请告知最好的装货(船)条件。
Please put us on your very best shipping terms as regards discount.请告知该商品的价格和质量。
Please let us have information as to the price and quality of the goods.请对日本生产的合成纤维的制品, 如尼龙、维尼龙、莎纶等报最低价格。
Please quote us your lowest price for sundry goods, including synthetic fiber good, including synthetic fiber goods, such as nylon, vinylon, and saran made in Japan.敬请告知该货以现金支付的最低价格。
Kindly favour us with the lowest cash price for the goods.敬请告知贵公司可供应的上等砂糖的数量和价格。
Kindly let us know at what price you are able to deliver quantities of best refined sugar.请报德克萨斯州产中等棉花50包、11月份交货的最低价格是多少? At what lowest price can you quote for 50 bales middling Texas cotton for November? 请报10英担、一级软木(瓶)塞的最低价格。
Please quote us the lowest price for ten cwt.best Cork.请对上述产品报运至我方工厂交货的最低价格。
We shall be obliged by a quotation of your lowest price for the said goods free delivered at our works.
31
请贵方惠寄商品目录并报价、谢谢。
I shall be glad if you will send me your catalogue together with quotations.请对该商品报最低价。
Please quote us your lowest prices for the goods.贵公司7月1日来函就该商品优惠条件的询盘敬悉。
We have received your letter of July 1, enquiring about the best terms of the goods.如收到贵司对机械产品的询价, 我们将甚表谢意。
We shall be pleased to receive your enquiries for the machineries.如能告知该商品的详细情况, 则不胜感谢。
We would appreciate receiving details regarding the commodities.如您能告知该商品的现行价格, 将不胜感谢。
We would appreciate it if you will please let us know the ruling prices of the goods.
询盘的受理
我们的条件是10日内付款为2%的折扣, 30日内付款无折扣。 Our terms are 2% ten days, thirty days net.我公司仅限于从发票开出之日起10日内付现金者给予折扣优待。
We only allow a cash discount on payments made within ten days of date of invoice 顾客向我公司购货一律用现金支付。从发票开出之日起, 30日内将货款付清。如当即支付现款, 我公司当按年利5%计付30日的利息。
Terms to approved buyers strictly net cash, payment within thirty days from invoice date, for prompt cash we will allow thirty days' interest, at the rate of 5% per annum.条件: 即期发货。在货到我方工厂, 经过验讫重量品质后, 立即以现金支付。
Terms: early delivery, and net cash payment after receipt of the material at our works, and verification of weight and quality.现金支付折扣, 仅限于在10日内以现金付清货款者可打折扣。
Cash discounts are allowed only on accounts that are paid within the ten-day limit.你将发现, 我公司对贵方的报价所给予的优惠是前所未有的。
You will find that we have given you the best terms customary in our busine.每月一日以前提供的汇票, 依我公司惯例应在25日全部结帐。
My habit is to settle on the 25th all bills rendered on or before the 1st of each and every month.我公司付款条件为交货后3个月内支付现金。1个月内付清货款者, 可打5%折扣。
Our terms are cash within three months of date of delivery, or subject to 5 per cent discount if paid within one month.兹就贵方对该商品的询价回复如下: In answer to your inquiry fo rthe article, we reply you sd follows: 针对你方昨日的询盘, 现寄上与你来函要求相似的墙纸样品一宗。
In reply to your enquiry of yesterday's date, we are sending you herewith several samples of wall paper closely resembling to what you want.兹就该商品向贵方报价如下: We are pleased to quote you for the goods as following: 兹随函寄上该商品的现行价格表一份, 请查收。
Enclosed we hand you a price-current for the goods.上述报价, 无疑将随市场变化而变动。
Of course these quotations are all subject to the fluctuations of the market.上述价目单是以付现金拟订的, 我们认为还可以打很多折扣。
We think you can well accord us a substantial discount off your list prices, which we see are quoted net cash.
32 对这批数量大, 以现金支付的货, 如你方能从价目表中, 再给些折扣优待, 当不胜感谢。
We shall be glad if you will quote us the best discount for cash off your list price for cash for this quantity.我公司的支付条件: 以现金支付。自发票开出之日起10天内付款者, 打2%的折扣。
Our terms, as our invoice states, are 2% cash discount, only within ten days of date of invoice.
商品、货物 商品
article of commerce||commercial article 食品
article of food 家具
article of furniture 衣着类商品
article of clothing 出口商品
article of export 实用品
article of utility 贵重品
article of value 委托买卖品
article of consigned 被抛弃货物
abandoned goods 空运货物
air-borne goods 货物的分配
aignment of goods 特价品
bargain goods 禁制品||黑市货
black-market goods 罐头
canned goods||tinned goods 生产原料
capital goods 粗制品
coarse goods||crude goods||bad article 出清存货||清仓货物 clearance goods 消费品
consumer goods||consumpiton goods 禁止进口货
contraband goods 棉制品
cotton goods 应交税的商品
customable goods
33 易损商品
damaged goods 耐久商品
durable goods 危险品
dangerous goods 国货
article of domestic manufacture||domestic goods(U.S.A.)||inland goods(U.K.) 衣料
dre-goods 陶瓷||瓷器
earthen-ware goods 绸缎尼龙纺织品 dry-goods 进口货
article of import||foreign goods||imported goods||sea-borne||goods 杂货
fancy goods||sundry goods||miscellaneous goods||general goods||general merchandise 高级品
high-quality goods 一等品(同样类推: second rate goods 二等品 ...) first-rate goods||first-cla goods 重品
heavy goods 轻质品
light goods 家庭用品
household goods||domestic article||household article 奢侈品
luxury goods 易燃品
inflammable goods 廉价品
low-priced goods 主要商品 major goods 制成品
finished goods||manufactured goods||finished article 半成品
half-finished goods||semi-manufactured goods||unfinished goods||unfinished article 体积货物
measurement goods 高级品
quality goods||superior article||valuable merchandise 不耐久货品
perishable goods 加工品
proceed goods 衣料||论件商品 piece-goods
34 零售商品
retail goods 批发商品
wholesale goods 抢救货||剩余物资||换代货 salvage goods 绢制品||纺织品
silk goods||soft goods 体育用品
sporting goods 季节性货品
seasonal goods 标准货||正牌货
standard goods||standard merchandise 缺货
shortage of goods 必需商品||纤维制品 staple goods 战略物资
strategic goods 代用品
substitute goods 供应商品
supply of goods 战争物资 war goods 已售货品 sold goods 退货商品
reshipped goods||returned merchandise 剩货||存货 unsold goods 毛织品
woollen goods 酒类
wet goods 销货收入
goods earnings 货物的运送 goods traffic 完税商品
dutiable article 工艺品||特种商品 fancy article 礼品
gift article 化妆品
toilet article 二手货
secondhand article||used article
35 扣留品||查封货 seized article 陈列品
shop soiled article 有竞争力商品
competing article 有用物品
useful article 有害物品
hazardous article 已通(海)关商品
approved merchandise 未准通(海)关商品
unapproved merchandise 货主不明的货物
unclaimed merchandise 货车||火车
merchandise train 商品贸易
merchandise trade 商品的分配
commodities allocation 商品买卖介绍人||商品经纪人 commodity broker 货物买卖经纪人
produce broker||produce exchange||produce partment 囤积货品
commodity corner 商品美金(美) commodity dollar 物品集散、批发中心
commodity distribution center||produce distributing center 商业汇票
commodity draft 商品交易所
commodity exchange 商品市场价格
commodity market||commodity prices 商品化币(美) commodity money 日用品||必需品 daily commodity 必需品
eential commodity 易销商品||适销品
marketable commodity 易腐品||保管困难的商品 perishable commodity 商品转手
movement of commodity
36 主要物品||重要产品
shortage of commodities 生活用品
vital commodity 产品陈列馆
produce museum 农作物||农产品 produce of fields 工业产品
industrial products 智力产品
intellectual products 海产品
marine products 天然产品
natural products 副产品
residual products 质量 上等货
Al article||OK article 一级品
first grade article||fine article||good article||superior article 超级品
article of first quality||article of extrra OK grade||extra fine article 中级品
middling||medium goods||common goods||good fair average(G.F.A.)||fair average quality(F.A.Q.) 低档货
inferior article||article of inferior quality||low grade goods||bad goods
价格行情 实际价
actual price 标价||不二价 fixed price 进口价
import price 出口价
export price 价格表||价目表 list price 时价||现行价 current price 市场标价
market price||tag price 出厂价格
factory price||price at factory 成本价
cost price||prime cost||first cost
37 原成本
initial cost 购入价格
buying price||purchase price 出售价格
selling price||sale price 净价
net price||nett price 现货价格||立即付款价格 spot price 总价||毛价 gro price 特别价格||牺牲价格 special price 特价||低于市场价格 marked-down price 付现金价格||现金支付价 cash price 赊购价格||挂帐价格 credit price 契约价格||合同价 contract price 特贵(讨价)价格
fancy pirce||exorbitant pirce||extravagant price 普通价格
average price||natural price||normal price 缺货时的市场价 famine price平面价格 flat price 询价
asked price 追加的价格
additional price 加上杂费的价格 all-round price 按行情索要的最高价 best price obtainable 出价||递价 bid price 一揽子价格
blanket price||lump price 削价||折扣价||降价
cut price||price cutting 竞销价格||拍卖价格 auction price 开价||起始价 opening price 概算价格
approximate price
38 行市价格
ruling price 基本价格
basic price||ground price 记录价格||破记录价格 record pirce 收盘价||稍跌的价格 close price 收盘行情
closing pirce 竞争价格
competitive price 加价价格
cost plus price 保证金付清后价格 exhaust price 额外价格 extra price平价||相当价格 fair price 实价||固定价格 firm price 发行价格 iue price 高价
high price 低价
low price 清算价格(美) making-up price 造币价格(纯金) mint price 廉价||低价
moderate price 名义价格
nominal price 最低价格||成交价格 lowest price 最低价格||成交价格 rock-bottom pirce 最高价格
ceiling price 最低价格 floor price 报价||报盘价 offered price 公定价格||官方定价 official price 黑市价格
black-market price
39 包括一切费用的价格 overhead price 质量单位价格
per quality unit price 现行价格
present price||price current 禁止价格
prohibitive price 开价||报价 quoted price 克己价格||竞买最低价 reserve price 零售价格
retail price 批发价格
wholesale price 双方议定价格 settling price 场外价格||交易所外价格 street price 预约价格
subscription price 卷尺价格 tape price 内部行情
trade price||inside price 两种价格 two prices 单价||单位价格 unit price 最低价格||开拍价格 upset price 广大价格||行情价格 wide price 商品价格协会
price aociation 标价
price card 价格协定
price cartel 价格波动
price fluctuation 物价指数
price index||price numbers 限价
price-limit||limit 价格表
price-list 价目记号 price mark
40 价格变动
price movements 交易价格||议定价 price negotiated 价格条款 price terms 加上费用价格 price plus 投标价格
price tendered 工资
price wages||price-work 装运港船上交货价格
F.O.B.price||Free on board price 装运港船上交货并含平仓费在内的价格 F.O.B.& Trimmed price 船边交货价格
F.A.S.price||Free alongside ship price 到岸价格(成本+运费+保险) C.I.F.price||Cost, insurance, and freight price 成本加运费价格
C.& F.price||Cost & freight price CIF加佣金和利息价格
C.I.F.& C.I.price||C.I.F.Commiion, Interest price CIF加汇费价格
C.I.F.& E.price||C.I.F.& Exchange price 含全部费用的价格 franco price 现场交货价格 loco price 卡车交货价
F.O.T.price||Free on Truck price 码头交货价
free docks price 目的地码头交货价 Ex quay price 工厂交货价
Ex factory price 目的地船上交货价
EX ship price||free overside price 火车站交货价
At station price 含铁路运费价格 On rail price 到岸价格||陆上交货价 landed price 关栈交货价||保税仓库交货价 Inbond||bond price 完税后交货价格
Duty paid||Ex customs compound
41 完税前交货价格 Duty unpaid price
发盘用语 报盘
to offer||to make an offer||to submit an offering 发实盘
to offer firm||to make a firm offer 还盘
to make a counter offer||to counter 本报盘以尚未出售为准
to offer subject to unsold, without engagement 留盘
to hold an offer open||to keep an offer open 撤销一项发盘
to withdraw an offer||to cancel an offer 接受一项发盘
to close with an offer||to entertain an offer||to accept an offer 更改发盘
to improve an offer 变更报盘
to alter an offer 延长发盘有效期
to extend an offer 重新报盘
to renew an offer 重复报盘
to repeat an offer 拒绝接受报盘
to decline an offer 此报盘以我方尚未售出为准 an offer subject unsold
一般报盘
上述报盘, 以你方答复在不迟于本月底前到达我方为有效。一旦此报盘过期, 此货不可能存留不售。
This offer is firm subject to your immediate reply which should reach us not later than the end of this month.There is little likelihood of the goods remaining unsold once this particular offer has lapsed.为使你满意并维持顾客, 对贵公司的需求, 我们不计较数量多少, 均提供最低价格。
In our offer, we shall make it our busine to charge you the lowest poible price for any quantity you may require, in order to give you an entire satisfaction and to retain your customs.相信贵方能接受我们的报价, 此盘有效期可到回电为止。
We trust that you will be able to accept our offer, which shall be kept open against reply by wire.此盘有效期至收到你方回电为止。
This offer will remain open until receipt of your wire per return.兹向该公司提供这些商品的报价。 We offered them the goods.
42 我们向该公司提供这些商品的报价。
We offered the articles to the firm.上列货物, 按本季行情, 报价为: We offer the goods at the current season's prices of
清库发盘
现减价处理库存货物, 价格至少减50%, 是家俱及五金制品前所未有的优惠价, 请勿失良机。
The stock on hand at present will be sold at a reduction of at least 50 per cent., and purchasers are respectfully in vited to avail themselves of this opportunity of providing themselves with articles in furniture and ironmongery at unprecedentedly low prices.请各位早日光临, 勿失良机。
Purchasers are respectfully requested to come early to prevent disappointment.我们正在清仓, 有丝织品、天鹅绒、丝带、披风、披肩、毛制品、棉织品以及其他男士服饰, 均以进货价出售, 特告。
We are pleased to notify you that the whole of their extensive stock of silks velvets, ribbons, mantles, shawls, woollen and cotton goods.haberdashery, is now on sale at prime cost.本店另有他用, 全部货物急需清仓处理。
As the premises will be shortly required for other purposes, the whole of the goods must be immediately disposed of without reserve.
请求前来订货发盘
我们与本地一流的厂商均有贸易联系, 所以能提供贵方所需的东西, 只要贵方有吩咐,定能使贵方满意。冒昧请你关照。
We venture to solicit a share of your favour, as being in touch with all the leading merchants here, we are able to deal satisfactorily with any commiions with which you may entrust us.尽管孟加拉在抵制英货, 但棉织品仍然畅销。贵方如委托我们试销, 相信您不会失望。 In spite of the boycott of British manufactures in Bengal, there is still a fine market for cotton goods, and if you would consign us a small trial parcel, we are sure you will not be disappointed with the result.我公司是制造厂商, 能保证产品质量和做工精美。贵公司订货如能一如既往, 将不胜感激。我当迅速、认真履约, 提供高效优质服务。
Being actual manufacturers, we are able to guarantee a uniform quality and excellent workmanship of our goods, and we shall be glad to be favoured, as before, with your esteemed orders, which shall have our prompt and careful attention.数日前写给贵公司的信谅已收到, 前函的发盘现又有重要进展。
Since I wrote to you a few days ago, there hsas been an important development as regards the offer I then made you.关于经营地毯可见效益一事, 在上星期写给贵公司的信中, 有个要点没有提到, 即: Referring to the letter which I wrote to you last week about the profit you could make by taking up the sales of rugs, there is an important point which I did not mention.It is this: 为不使我们的顾客失望, 贵公司如对这次生意有兴趣, 请迅速通知我们。因目前所剩余货不多, 日后我们无法再以此价进货。
I am anxious not to disappoint poible buyers in distant cities, to whom I wrote at the same time.Will you please therefore let me hear from you at once if this bargain interests you, because there are only a very few left now and we cannot get more at anything like this price.
43 我们的报价只有5天有效期, 但又考虑到, 外地区顾客应给予更多的时间研究, 才算公平。
Our offer to you was open only for 5 days, but, on thinking it over, it appears to us to be only fair that buyers in distant cities should be allowed extra time.本人冒昧地邀请贵方于5月17日前来光顾本店, 请多关照。
On the 17th May, I venture to invite you to have a look at my shop, and wish me succe.本店现有时新商品, 如能光顾, 则非常感谢。
I have stocked it with up-to-date goods, and I shall regard it as a favour if you will come along and look at them.请您光临, 购买与否, 悉听尊便。
Yes, just look at them-for you will hot be preed to buy.
实盘
请确认实盘F.O.B.大连还是C.I.F.青岛。
please get a firm offer, F.O.B.Dalian, or C.I.F.Qingdao.贵公司可否以电报确认实盘? Can you obtain firm offer, subject to cable reply? 本实盘以7月10日中午前得到贵方答复生效。
We offer you firm the articles subject to receiving your reply here at noon on July 10.为了提高顾客的兴趣, 请报实盘。
Please make us firm offer in order to interest our buyers.
付款条件 现金帐户
Cash account 预付现金
Cash advance 凭提货单支付现金
Cash against Bill of Lading (B/L) 凭单据付现款||凭装货单付现款 Cash against Documents 现金资产 Cash aets 现金结存||现金差额 Cash balance 现收现付制||现金收付制 Cash basis 付现款后交货||交货前付现款 Cash before delivery 装运前付现款
Cash before shipment 现金交易
Cash dealing 现款押金||现金存款 Cash deposit 现金折扣||现金贴现 Cash discount 付现款||现金支付 Cash payment 现金结算
Cash settlement
44 货到付现款
Cash on delivery (C.O.D.)(Eng.) 货到收现款
Collect on delivery (C.O.D.)(Am.) 承兑后若干天付款
days after acceptance (D/A) 开票日后若干日
days after date (D/D) 见票后若干日
days after sight (D/S) 定期汇票 date draft 承兑交单
documents against acceptance (D/A)||documentary Bill for Acceptance (D/A) 付款交单
documents against payment (D/P) 折扣
discount (DC) 付现款时2%折扣
le 2% due net cash 现款5%折扣 5% for cash 一个月内付款2%折扣 2% one month 三个月内付款需现金 3 months net 立即付现款 prompt cash 付现款
net cash||ready cash||cash 汇票(美) draft 汇票(英) bill of exchange 见票即付||即期汇票
draft at sight||sight draft 托收汇票
draft for collection||bill for collection 来取即付汇票
draft on demand||bill on demand 见票后 ..天付款
draft at ..days' date 跟单汇票
draft with documents atta ched||documentary draft 无追索权汇票
draft without recourse 银行汇票 bank draft 银行汇票||银行票据 banker's draft
45 商业汇票
merchant's draft 电汇
cable draft 折扣汇票
discount draft 被拒付汇票
dishonoured draft
付款例文
我方现拟采购附单所开出的各项货物, 希贵方能尽量航寄最优惠的 C&F 纽约价格.We are now in the market for the goods mentioned in the attached list and shall appreciate it if you will airmail us as soon as poible your best quotation C&F, New York.这次订单为合同的组成部分之一。请告最优惠条件为盼。
Please put us on your best terms, as this order forms a part of the contract.请告知现金支付的最佳条件和折扣率。
Please state your best terms and discount for cash.请告知有关折扣的最佳装运条件。
Please put us on your very best shipping terms as regards discount.由于贵方报价需现金, 所以我们想再打折扣。
We think you can well accord us a substantial discount off your list price, which we see are quoted net cash
谢绝报盘
感谢贵方报价, 遗撼的是目前我公司对此尚无兴趣。
We thank you for your offer, but we regret that it does not at present interest us.感谢寄来的样品。但目前我库存过多, 待需用时, 定当与贵公司接洽。
We thank you fo rthe samples just received, but at present we are rather overstocked; when we are in the market again, we will give you an opportunity of quoting.我们曾对此类商品进行过试销, 因顾客反映不良而停止, 所以无法考虑贵方对该商品的报价, 深表遗撼。
We regret we cannot avail ourselves of your offer of these goods, because we have allready tried such goods, and had discontinued them through the complaints of our customers.谢谢贵方的报价, 遗撼的是我们无法订货。
We thank you for your offer, but regret being unable to hand you orders.
样品用语 样品 sample 模式||样本||图案 pattern 标本
specimen||type 模式||规范 model 标准
standard 说明书||商标||标记 description brand
46 样品卡
sample card 样品本
sample book 样品号码
sample number 样品簿
sample sheet 样品切片
sample-cutting 样品留底||复样 dueplicate sample 新样品
new sample 报样
outturn sample 装船样品||运出样品 shipping sample 发货人样品
shipper's sample 标准样品
standard sample||type sample 商用样品
trade sample 现货样品||购货样品 purchase sample 工厂样品
maker's sample 仲裁人样品 umpire sample 样品
sample paer 样品
split sample 样品
selling sample 买方样品
buyer's sample 参考样品
reference sample 回样
counter sample 最新样品
original sample 免费样品 free sample 展览样品 sample fair 样品间
sample room
47 提供样品
sample offer||offer with samples 样品折扣
sample discount 样品定单
sample order 包裹样品
sample parcel 邮政样品 sample post 成套样品
full set of samples平均选样
average sample 中等级样品||大路货样品 fair average sample 与样品相符||按照样品 as per sample 与样品相同
to be equal to sample 样品薄
pattern book 式样卡
pattern card 送样品 to sample 取样品
to get a sample||to take a sample 寄样品||提供样品 to send a sample 展示样品||陈列样品 to show a sample 检查样品
to inspect a sample 凭样品买
to buy on sample 凭样品卖
to sell on sample 按照样品||符合样品
to be in accordance with the sample||to be according to the sample||to correspond with the sample 与样品相符合||可视同
to be up to the sample||to be equal to the sample 比样品差
to be inferior to the sample 印花的式样||花纹装饰的式样
flowered pattern||flowery pattern 新式样
new pattern||newest pattern 旧式样
old-fashioned pattern
48 装饰式样
ornamental pattern 普通式样
plain pattern 格花式样
shepherd's plaid pattern||checkered pattern 条纹式样
striped pattern
询求样品
本公司相信, 4月18日寄出的纪念品必已收到。本公司极为乐意知悉, 此批货物是否合于贵公司的意愿, 请来函告知。
We trust that the samples of souvenirs sent on the 18th April have reached you.We should be greatly obliged if you would inform us whether these goods are suitable for your purposes.如能提供下列各种高档印刷用纸, 请寄样品。
Will you please send us samples of the best printing papers you can offer of the following kinds: 贵公司的纸张如能符合我方要求, 而且价格合理, 可否提供样品? Can you send us samples of paper that you can guarantee in this respect, and that will also be reasonable in price? 下列品种的高档书信用纸如能供货, 请寄样品。
Will you please send us samples of the best note-papers you can offer of the following kinds: 请寄给我们春季用的衬料新品种样品, 库存或现生产中的布料均可。
You might also send me patterns of any new linings in stock or on the looms, for the spring.
寄送样品
贵公司昨日的来信收悉, 我们将送去下列样品。
We have received your favour of yesterday's date, and have pleasure in enclosing you our samples as follows: 今日送上第三号混合燕麦样品, 请查收。报价为F.O.B.旧金山, 每夸特(28磅)10美元。
We have this day sent you, per sample post, a sample of No.3 mixed oats, which we quote $10.00 per qr., f.o.b.San Francisco.现送上我公司最近发行的目录一份和几件样品, 贵公司对此可能感兴趣, 我们静候回音。
We are enclosing a copy of our recent catalogue with a few samples which may poibly interest you, and shall be glad to hear from you at any time.今天, 我们冒昧送去小麦样品。
We take the liberty to day of sending you samples of wheat.
收到样品
贵公司5月20日寄来的样品和价目表均已收到。
Your esteemed favour of the 20th May, with samples and price-list, is duly to hand.贵公司寄来的价格表、折扣率、成交条件和样品均收到。对以上诸方面, 我们均感到满意。
We have received your samples, with a price-list, also your scale of rebate and terms of settlement, all of which we find satisfactory.贵公司的样品已收到, 现已转给用户。
Receiving your samples, we have shown them to hteir buyers.贵公司6月1日的来信、葡萄酒样品和价目表均已收到。经试饮, 品质很好。不足的是价格比我们的通常价格高出太多。
We have duly received your letter of Jun 1, with samples and price-list of your wines,
49 which we have tested.The qualities are satisfactory, but your prices are considerably above our usual figures.
目录、价目表
希望能寄给我们贵公司的目录以及大批量订货的报价。
I shall be glad if you will send me your catalogue, together with quotations for large quantities.随信寄去目录表一份, 并附有批量订购现货的报价。
We are sending you by this post a catalogue, containing quotations for large orders taken from our existing stock.现寄上一份适合贵公司业务的, 并附有图解的机械目录付本。
We have pleasure in sending herewith a copy of our illustrated catalogue of the machines suitable for your busine.随信寄去新修改的目录和价目表, 希望这些商品能适合贵公司的业务。
I send you my revised catalogue and price-list, in the hope that you may find something to suit
一般商业书信
通知
本厂已迁移到上述地址, 特此通知。
I inform you that I have now removed my factory to the above addre.我方已在本市开设贸易与总代理店, 特此通知。同时, 恳请订购。
Having established ourselves in this city, as merchants and general agents, we take the liberty of acquainting you of it, and solicit the preference of your order.本公司于5月1日将改为股份有限公司, 特此奉告。
We are pleased to inform you that our busine will be turned into a limited company on the 1st May.本公司股东年会, 将于3月1日在银行家俱乐部召开, 特此函告。
Notice is hereby given that the annual general meeting of the shareholders of our company will be held at the Bankers' Club on Mar.1.今天我们已付给R.S.先生120美元, 特此告知。
By this we inform you that we have today paid Mr.R.S.$120.通过这些渠道, 他们会发来甚多订单, 特此函告。
Through these lines, we intimate you that they may send you considerable orders.回信
本公司断定我们所提供的货色优良, 价格公道, 感谢贵公司给我们一个机会, 使我们的要求得以实现。
We are certain that we are offering a sound article at popular price, and we should appreciate an opportunity to substantiate our claims.贵公司5月6日函悉, 本公司无法承购贵公司开价的商品。此复。
In answer to your favour of the 6th May, we inform you that we are unable to take the goods offered by you.关于贵公司所询麦麸一事, 现可提供该货20吨。
In answer to your inquiry for bran, we offer you 20 tons of the same.贵函收悉, 此地商场仍保持平静。
Answering to your letter, we state that the market remains quiet.至今未复5月8日贵函, 甚感歉疚, 还望原谅。
Kindly excuse our not replying to your favour of the 8th May unitl today.本月8日贵函敬悉。??先生是位诚实可靠的人, 特此告知。
In response to your letter of the 8th inst., I am pleased to say that Mr.?? is a man of trustworthy character.
50
第16篇：商务信函
商务信函.txt我退化了，到现在我还不会游泳，要知道在我出生之前，我绝对是游的最快的那个商务信函书信是日常生活中常用的文体，是用以交涉事宜、传达信息、交流思想、联络感情、增进了解的重要工具。书信一般可分为商务信件或公函（Busine Letter or Official Correspondence）和私人信件（Private Letter）两大类。值得注意的是，英语书信的写法与汉语书信有一些明显区别，应特别加以区分。英语书信通常包括下面几个组成部分：信端、信内地址、称呼、正文、结束语、签名、附件、再启等。下面我们将逐个进行介绍。
1、商务信函信端（Heading）
信端即信头，一般包括写信人的地址和写信日期。一些正式信函的信端还包括发信人或单位的电话号码、电报挂号、电传、传真和邮政编码等。 西方国家中有些信端甚至还有单位负责人的姓名、职务和职称等。 信端的目的是使收信人一看便知道书信来自何处，何时发出，便于复信和查阅。用一般的信纸写信时，信端应写在信纸的右上角，若字数较多，可从信纸中间或偏右的地方写起。若字数较少，可适当多向右移一些，使整个信端的重心落在右上角。
商务信函信端的写法主要有并列式和斜列式两种。从目前情况来看，前者更为常用。采用并列式时，每行开头要左对齐；采用斜列式时，每行开头逐次向右移二三个字母的距离。例如：
（1）并列式
16 Fuxing Street
Haidian DistrictBeijingPost Code: 100035People’s Republic of ChinaTel: 63211234
Aug.20, 200
4（2）斜列式（Indented Form）
16 Fuxing Street
Haidian District
Beijing
Post Code: 100035
People’s Republic of China
Tel: 63211234
Aug.20, 2004
写信端时，先写发信人的地址，地点的名称按由小到大的顺序排列，然后是其它项目和发信日期。具体次序是：第一行写门牌号和街名；第二行写区名、市（县）名、省（州、邦）名，往国外寄的信，还要写上国家的名称；国家名称的前面加上邮政编码，其后可写上电话号码，最后一行写发信日期。如果写信人的地址是机关单位的名称，则将其作为第一行。如果写信人的单位没有门牌号码和街名，则第一行可写上所在班级或专业组的名称；第二行写系、科、室名称；第三行写学校名称；第四行写市（县）、省（州）名称；然后再写邮政编码、国名、电话号码、发信日期等项。
如果使用标点符号，则在每行末尾加逗号，最后一行的末尾加句号。但当前的信件中行末大都不加标点符号，但在每行之内该用标点符号的地方，仍要用标点。特别要注意的是，门牌号码和街名之间要加逗号。月份和日期之间不可用逗号。在西方国家，城市名称之后往往写有字母或数字（如 New York, 103），表示城市的邮政编码。
关于发信日期的写法，应注意以下几点：
①年份应完全写出，不能简写。
②月份要用英文名称，不要用数字代替。
③月份名称多用公认的缩写式。但 May, June, July, 因为较短，不可缩写。
④写日期时，可用基数词1，2，3，4，5，„„28，29，30，31等，也可用序数词 lst, 2nd, 3rd, 4th, 5th, „„28th, 29th, 30th, 31lst等。但最好用基数词，简单明了。
日期可有下列几种写法：
① Oct.20, 2004
② 10 May., 2004
③ 3rd June, 2004
④ Sept.16th, 2004
其中，①最为通用。
2、商务信函信内地址（Inside Addre, Introductory Addre）
信内地址收信人的姓名和地址，写在信纸的左上角，从信纸的左边顶格开始写，低于写信人地址和发信日期一二行，也分并列式和斜列式两种，但应与信端的书写格式保持一致。其次序是，先写收信人姓名、头衔和单位名称，占一二行，然后写地址，可占二至四行，例如：
①并列式
Ms.Joanna Kerry
Peking University
Haidian District, 100871
Beijing
China
②斜列式
Ms.Joanna Kerry
Peking University
Haidian District,100871
Beijing
China
3.商务信函称呼（Salutation）
对收信人的称呼应自成一行，写在低于信内地址一二行的地方，从信纸的左边顶格开始写，每个词的开头字母要大写，至于末尾处的符号，英国人用逗号，但美国和加拿大英语则多用冒号。称呼用语可视写信人与收信人的关系而定。给外国人写英文信时，称呼用语要注意以下几点：
①对没有头衔的男性一般称呼 Mr.。Mr.用在姓氏之前或姓氏和名字之前，不可只用在名字之前，例如对的称呼，应该是：Mr.或 Mr.White, 不可是：Mr.Phil。若称呼多个男性，则在姓名前用 Mr.的复数形式 Mers.。对一般以人名为名称的公司和企业常用这种称呼，例如：Mers.Black and Brothers 布莱克兄弟公司。
②对女性一般称呼 Mrs.， Madam 或 Mi。Mrs.用在已婚女子的丈夫的姓氏之前，或姓氏和名字之前，一般不用在名字前 Madame 此词可以单独使用或加在丈夫的姓名之前 Mrs.没有复数形式。若称呼多个女性，则在姓名前用 Mme.的复数形式 Mmes.而对以女子名字为名称的公司、企业可用 Mesdames 称呼。 Mi 多用于未婚女子，此词可缩写为 Ms ，用于姓氏之前或姓氏和名字之前，一般不用于名字之前。
③对收信人的称呼，也可用头衔或职位的名称，不分性别。例如 Profeor （缩写为 Prof.），Doctor （缩写为 Dr.）， General (缩写为 Gen.) 。这些称呼都放在姓氏之前或姓氏和名字之前，如 Prof.（Phil）White等。
④对外公函中对收信人的称呼，可用 Gentlemen （而不是 Gentleman），Dear Sir (s)和 My dear Sir(s)等。Gentlemen 之前不能加 Dear， 后面也不能带姓名。用 Sirs 时，前面常用 Dear 一词，但也可单独用 Sir。若收信人是妇女，则无论已婚或未婚，都可单独使用 Madam 或其复数 Mesdames。
⑤对外国高级官员的称呼，如国家元首、政府首脑、部长、大使、公使和特使等，可用（Dear）Sir， （Dear）Mr.Chairman，（Dear）Mr.Premier， （My dear）Mr.Ambaador，Your Excellency （复数为 Excellencies）。
⑥对君主制国家的国王和皇帝等男性君主，可以 Sir 称呼，对女王、女皇和皇后等女性君主，可用 Madam 称呼。有时也用 Your Majesty 称呼以表示。客气和尊敬Your Majesty 可兼指男性和女性，其复数为 Your Majesties。
⑦对王室成员，如太子、王子、亲王和公主等，一般可用（Dear）Sir 或（Dear）Madam 但在正式尊称时，一般用 Your Highne (复数为 Highnees)。
收信人称呼
先生（男人）Mr./Esq.
夫人（已婚）Mrs.
小姐（未婚）Mi
夫人、小姐统称Ms.
夫妇俩人Mr.and Mrs.
两位或两位以上男子Mers
两位或两位以上女子（已婚）Mesdames
两位或两位以上小姐（未婚）Mies
常见的头衔（汉英对照）如下：
教授Profeor
博士Doctor(Dr.,Ph.D.)
医学博士Medical Doctor(M.D.)
总统或校长President主席或董事长Chairman副主席或副董事长Vice Chairman副总统或副校长Vice President
首相Prime Minister
总理Premier
省长或州长Governor
市长Mayor
参议员Senator
大使Ambaador
秘书长Secretary General
一秘First Secretary
二秘Second Secretary
院长Director,Dean
副院长Vice Director
系主任Dean,Head,Chair
馆长Chief Librarian,Curator
阁下Excellency
神甫Father
4.商务信函信的正文（Body of the Letter）
信的正文每段第一行应往右缩进约四五个字母。在写事务性信件时，正文一般开门见山，内容简单明了，条理清楚。在写私人信件时，信写好之后若有什么遗漏，可用 P.S.表示补叙。
5.商务信函结束语（Complimentary Close）
结束语是写信人表示自己对收信人的一种谦称，只占一行，低于正文一二行，从信纸的中间或偏右的地方开始写。第一个词的开头字母要大写，末尾用逗号。结束语视写信人与收信人的关系而定例如写给机关、团体或不相识的人的信，一般用：
Yours (very) truly, Yours (very) faithfully,Yours (very) sincerely， 等等。
写给上级和长者的信一般可用：
Yours (very) respectfully, Yours (very) obediently, Yours gratefully, Yours appreciatively, Your obedient servant, 等等。
写给同志或同事的信一般可用：
Fraternally yours, Comradely yours，等等。
写给熟人或朋友的信可用：
Yours, Ever yours, Yours affectionately, As ever, Yours sincerely Yours devotedly, (Most) Fondly yours, Yours excitedly, Intimately yours，等等。
写给亲属或挚友的信一般用：
Yours, Ever yours, Yours as ever, As ever, Yours affectionately, Lovingly yours, (Much) Love, With Love,Lovingly, Your loving son, Your most affectionate, Your devoted friend, Devotedly, 等等，意即：“您的”、“永远是您的”、“您的亲爱的”、“您的爱子（孩子、姐妹、侄、侄女、祖母）”、“您的挚友”等。
写给挚友的信有时也可用：
Yours hurriedly, Yours hastily, Yours in haste, 等等。
写信给挚友，表示歉意时，可用：
Contritely yours, Regretfully yours, Yours in (with) regret, Yours in (with) deep remorse 等。
在欧洲一些国家里，多把Yours 放在 sincerely等词的前面。在美国和加拿大等国，则多用，把 yours 放在 Sincerely 等词之后。Yours 一词有时也可省略。
6.签名（Signature）
信末的签名一般低于结束语一二行，从信纸中间偏右的地方开始写。若写信人是女性，与收信人又不相识，则一般在署名前用括号注上 Mi, Mrs.或 Ms.，以便对方回信时知道如何称呼。有的还有署名后写上自己的职称、职务或头衔
7.附件（Enclosure）
信件若有附件，应在左下角注明 Encl.或 Enc.。若附件不止一个，则应写出2（或3，4，5等）Encls.，例如：
Enc: Resume
Encls:Grade Certificate
8.再启（Postscrip, 缩写为 P.S.）
再启部分用于补叙正文中遗漏的话，一般应尽量少用，正式的函件中更应避免使用。
9.私人和公务信函--注意事项
首先，写信者应设身处地想到对方，尊重对方的风俗习惯。
其次，英文信应该行文流畅、言简意赅，避免冗长。这就是说，写信者应用尽可能少的文字表达其必须传递的信息，而且写信者应将其所需传递的信息表达清楚，以免对方产生误解。书信交往，同样需要以礼待人。因而在写信过程中，要避免伤害对方感情，措辞上多选用些礼貌婉转词语。
最后，除了避免语法、拼写、标点错误外，信中所引用的史料、数据等也应准确无误.私人和公务信函--常用句式。常用的起首语有：
1）Thank you for your letter dated Dec.22,1969.
2)Many thanks for your letter of Sept.5，1997.
3)A thousand thanks for your kind letter of June 5,1997.
4)Your kind letter of November 22th arrived this morning.
5)Your letter which arrived this morning gave me great comfort.
6)In reply to your letter dated 4th July,I want to say„
7)Thank you very much for your letter of August 2 and the gift you sent me on Christmas Eve.
8)What a treat to receive your kind letter of May 5th!
9)It is always a thrill to see your nice handwriting.
10)First of all I must thank you for your kind aistance and high attention to me .
11)With great delight I learn from your letter of this Sunday that „
12)I wish to apply for teaching position you are offering.
13)I am too excited and delighted at your good news.
14)I am very obliged to you for your warm congratulations.„
15)I am very much pleased to inform you that my visit to your country has been approved.
常用的结束语有：
1）Awaiting your good news,
2)Looking forward to your early reply,
3)Hoping to hear from you soon,
4)We await your good news.
5)I hope to hear from you very soon.
6)We look forward to your reply at your earliest convenience.
7)I look forward to our next meeting there in Los Angeles.8)Your early reply will be highly appreciated.9)Any other particulars wanted we shall be pleased to send you.10)The help you give me is sincerely valued.
11)I hope everything will be well with you .
12)Please let us know if you want more information.
13)I hope you always enjoy yourself.
14)I wish you very succe in the coming year.
15)Please remember me to your family.
16)With best regards to your family.
17)All the best.
18)With love and good wishes.
第17篇：商务信函
目 录
第一章（没有电子文档，但第一章只是一些理论什么的，没什么用）
第二章 商务业务信函范例
10 第一节 资信调查函
10 1.咨询函
10 2.向银行查询新客户资信情况
10 3.向客户查询信用及经营情况
10 4.带附表的资信调查函
11 5.资信调查有利回函，并给予建议
11 6.信用调查有利回函，告知敬请放心
11 7.资信调查不利回函，告知管理不善
12 8.信用调查不利回函，告知经济信用不佳
12 9.表明无法提供确切意见而致歉
12 10.请求老客户作为资信证人
13 11.要求对方提供资信资料
13 12.同意试销前的资信要求
13 第二节 促 销 函
14 1.传感剃须刀广告海报
14 2.男用 喱宣传海报
14 3.香波的报纸广告
14 4.便携式小型冰箱宣传册
15 5.推荐地毯
16 6.推荐替代品
16 7.推荐新产品
17 8.一般性推销
17 9.描述产品
17 10.写给不经常联系的客户
18 11.推销教育课程
18 12.推销会议场所
19 13.向老客户推销新产品
19 14.为商贸指南征集广告
20 第三节 建立贸易关系
20 1.亲抵进行业务调查
20 2.咨询信
20 3.表达建立业务关系的意愿
21 4.参观展位后要求建立贸易关系
21 5.通过自荐信建立商务关系
21 6.要求推荐客户
22 7.由朋友介绍的公司
22 8.从广告中得知客户信息
22 9.索取资料
23 10.寄送资料
23 11.与过去有贸易往来的公司恢复联系
23 12.寻求电子制品合作伙伴
24 13.寻求纺织品贸易伙伴
24 14.进口商与出口商的联络信
25 15.出口商与进口商的联络信
25 16.接受建立业务关系函
25 17.拒绝建立业务关系函
25 18.回函拒绝申请交易
26 19.要求对方刊登推销广告
26 20.索取样品
26 21.请求担任独家代理
27 22.拒绝对方担任独家代理
27 23.同意对方担任独家代理
27 24.物色代理商
28 25.欢迎新代理商
28 26.要求试销
28 27.同意试销
29 第四节 价格谈判
29 1.第一次询价
29 2.答复第一次询价
29 3.询问价格与优惠条款
30 4.答复价格，告知优惠条款
30 5.问询到岸价格
30 6.答复价格并告知细节
31 7.中国进口商询盘
31 8.报同类产品虚盘
31 9.提供代用品报盘
32 10.传真报实价
32 11.最优惠报价
32 12.中国出口商报盘
33 13.国外出口商回复询盘
33 14.答复网上询盘
33 15.报虚盘
34 16.报实盘
35 17.折价优惠
35 18.回复只能维持现价
35 19.加价前优惠大客户
36 20.还盘函
36 21.返还盘函
37 22.接受价格函
37 23.涨价通知函
37 24.说明涨价原因
38 25.询价函
38 26.对询价函的回函
38 27.价目表范例
39 28.回函拒绝还盘
39 第五节 订
货
39 1.订单样本
39 2.电子邮件订单
40 3.正式订购函
40 4.附寄订单的信函
40 5.通知接受订单
41 6.确认订单
41 7.试购函
41 8.确认收到订单
41 9.使用现金支票下订单
42 10.使用交货付款方式下订单
42 11.使用信用卡订货
42 12.通知有货，准备发运
43 13.通知订货方暂无存货
43 14.通知无法供货
43 15.通知不能供全部货物
43 16.建议同类型其他产品
44 17.无法接受替代品
44 18.拒绝接受订单
45 19.对货物满意，再一次订货
45 20.索取样品函
45 21.同意送付样品函
46 22.回函拒绝送付样品
46 23.订货函
46 24.回函接受订货
46 25.拒绝订单并推荐代替品
47 26.催促下订单
47 第六节 付
款
47 1.付款条款
47 2.开立汇票以支付装运费
48 3.要求变更汇票日期
48 4.要求对方开立包括各种费用的汇票
48 5.要求连同汇票寄来装船文件
48 6.同意变更汇票的付款条件
48 7.要求寄送装运的汇票及提单
49 8.通知对方愿意接受汇票
49 9.通知接受汇票，并要求迅速履行订货
49 10.要求接受汇票并付款
49 11.提议变更付款条件
49 12.建议使用见票后30天应付的信用证支付
50 13.要求更易于接受的付款条款
50 14.答应改变付款方式
50 15.要求银行开立信用证
50 16.索取形式发票
51 17.寄送形式发票
51 18.付款通知
51 19.告知付款账户
52 20.通知收到付款
52 21.回函拒绝对方付款方式
52 22.接受对方付款方式
53 第七节 催
款
53 1.提醒欠款事宜
53 2.询问还款事宜
53 3.客气的催款函
53 4.询问未果，再次请求还款
54 5.用对方信用情况提醒对方
54 6.要求结清余额
54 7.要求付款，并付上新发票
54 8.三度索取欠款
54 9.再一次催款
55 10.寄出欠款账单
55 11.再度索取欠款
55 12.告知账户资金不足
56 13.答复客户延期付款要求
56 14.正式电文催款
56 15.已通知律师起诉
56 16.最后通牒
57 17.付款致谢函
57 第八节 包装、装运和交货
57 1.说明发货流程
57 2.关于包装要求
57 3.洽谈包装
58 4.告知已装运
58 5.要求装船时间
58 6.通知发运货物
59 7.通知货物抵达
59 8.委托装船
59 9.指定木箱包装的材料及规格
60 10.指定包装的材料、重量及唛头
60 11.对包装箱长度、唛头的指示
60 12.对机器包装的详细指示
60 13.海运包装的详细指示
60 14.请注意包装，并减少费用
61 15.免费再包装
61 16.告知对方包装无误，要求以保费弥补损失
61 17.告知对方已按照指示包装并交付船运
61 18.通知对方转让装船文件的银行
62 19.通知对方已寄出装船文件
62 20.运送数量不足，要求抓紧装运
62 21.因须取得特殊许可，故延迟装运
62 22.要求更改目的港
62 23.因生产设备的改进，提前交货
63 24.对延误装运而不满
63 25.因延误装运而致歉
63 26.收条
63 27.告知对方货品抵达，随函附上支票
64 28.装运申请书
64 29.装货单
64 30.装箱单样本
64 31.托运人提供的情况
64 32.询问装运
64 33.催促装运
65 34.告知已装运
65 第九节 索赔与理赔
66 1.投诉货物质量欠佳
66 2.投诉产品数量不足
66 3.投诉收到货物与订单不符
66 4.抱怨包装不良
67 5.对所称包装不良的答复
67 6.首批到货不合格，保留索赔权
67 7.对商品质量不满，要求补救
67 8.处理质量不满的投诉
68 9.为送错商品致歉
68 10.为再次寄错商品规格致歉
68 11.解释双方都有责任
69 12.调解客户退货
69 13.表示愿意调查事实真伪
70 14.调查后做进一步回复
70 15.破例进行理赔
70 16.拒绝理赔
71 17.说明包装无误，请对方向保险公司索赔
71 18.因数量不一致，补运替代品
71 19.通知对方运去替代品
71 20.表明愿意为不良品质负责，并支付差额
72 21.针对索赔，指责对方订货错误
72 22.应付令人头痛的客户
72 23.改善服务
72 第十节 商标、说明书、合格证及合同样本
73 1.白鹤牌铅笔商标
73 2.长城牌地毯商标
73 3.凤凰牌双轮手扶拖拉机使用说明
73 4.叉车使用说明书
74 5.牡丹牌648型收音机说明书
75 6.微型电子计算器使用说明书
76 7.安替司丁药物使用说明书
77 8.太阳元气袋使用说明书
78 9.产品合格证
78 10.装配合同
79 11.代理协议
80 12.补偿贸易合同
82 第三章 商务通用公文及社交公文
84 第一节 通告和启事
84 1.开业通告
84 2.扩张营业通告
84 3.设立分公司的通知
85 4.发布并购消息
85 5.迁址通告
85 6.公司重组启事
86 7.拆伙通告
86 8.招标通告
86 9.租赁注意事项
88 10.商品大拍卖海报
88 11.消防演习通知
88 12.董事会会议通知及会议议程
88 13.开会通知
89 14.开业通告
89 15.增加新合伙人
89 16.合伙人退休
90 17.布告形式的通知
90 18.通知参观取消
90 19.商标所有权通知
90 20.支票遗失
91 21.给顾客的通知
91 第二节 公司人事
91 1.晋升公告
91 2.调动通知
92 3.自荐求职信
92 4.应征求职信
93 5.求职者熟人推荐函
93 6.面试通知函
93 7.录用通知函
94 8.工作接受函
94 9.工作拒绝函
94 10.辞职信
95 11.接受辞职
95 12.辞退员工
95 13.褒奖员工
95 第三节 报告及介绍信
96 1.公司管理改革方案报告
96 2.员工福利报告
96 3.加强保安措施报告
97 4.日常工作报告
97 5.销售情况调查报告
98 6.要求写报告的信函
99 7.研究报告的序文
99 8.业务介绍信
99 9.正式报告
100 10.公司简介
101 第四节 邀请与约见函
101 1.邀请参加交易会
101 2.邀请参加开业庆典
101 3.邀请参加年度销售会议
101 4.邀请客户参观公司
102 5.邀请参观贸易展览会
102 6.正式邀请参观特展
103 7.晚宴请柬
103 8.便宴邀请
103 9.邀请参加晚宴(非正式函）
103 10.非正式拒绝晚宴函
103 11.正式拒绝晚宴函
104 12.正式邀请函
104 14.邀请明信片
104 15.接受共进午餐的邀请
105 16.拒绝参加招待会
105 17.茶会请柬
105 18.舞会请柬
105 19.非正式的预约要求
106 20.业务约见函
106 21.拒绝约见
106 22.同意约见
106 23.确认约见函
106 24.确认合作会议议程
107 25.安排招待工作
107 26.建议更改时间
107 27.拒绝参会
107 28.正式婚礼请柬
108 29.欢迎函
108 30.致欢迎词
109 31.邀请函（非正式）
109 32.拒绝参加酒会回函
110 33.到办公室约见函
110 34.接受约见回函
110 35.拒绝约见回函
110 第五节 祝贺与慰问
111 1.祝贺总经理任职
111 2.祝贺晋升
111 3.对祝贺晋升的回函
111 4.贺成为董事会成员
111 5.贺同事荣退
111 6.贺员工生日
112 7.祝贺新公司营业
112 8.生病慰问信
112 9.慰问家属
113 10.表示怀念
113 11.吊唁函
113 第六节 感谢与道歉函
114 1.感谢客户订单
114 2.感谢热情款待第三人
114 3.感谢惠赐资料
114 4.回复客户的感谢信
114 5.感谢工作推荐人
115 6.感谢客户推荐人
115 7.感谢客户的付款和订单
115 8.感谢客户的长期支持
115 9.为逾期付款致歉
116 10.为发货单上的错误致歉
116 11.为给别人带来不便公开致歉
116 12.感谢别人盛情款待
117 13.致谢大宗订单
117
第一节 资信调查函 1.咨询函
Credit Information Dear Sirs, The under-mentionedfirm has recently asked if they could represent us in the marketing of our products in the United States as our sole agent: Friendship International Trade Co.Ltd. 250 Royal Road New York,NY.30786
We would be very grateful if you could let us have some information about the financial and busine standing of the above firm.
Any information that you may give would be treated in strict confidence and we await your early reply.
Yours faithfully Li Gang General Manager
2.向银行查询新客户资信情况 (CONFIDENTIAL) Dear Sirs,
We have received an order for US＄56 500 worth of goods from Atlantic Electronic Co.,Ltd,U.S.A.They have given us your bank as a reference.We wish to know if they are good for this amount and in every way trustworthy and reliable.We shall be most grateful for any information you give us.
We should of course treat as strictly confidential any advice you tell us and be only too pleased to perform a similar service for you should the opportunity ever arise.We enclose a stamped and addreed envelope for your reply.
Yours faithfully, 3.向客户查询信用及经营情况 Dear Sirs:
We will be obliged if you will kindly give us the information about credit standing of the Watson & Jones Newcastly International Trade Co.,Ltd.in your city.We understand that you have regular transactions with the firm.So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.
Any information you give will be highly appreciated and kept in strict confidence.We shall be pleased to reciprocate if you should need our services at this end.
We are awaiting your early reply.
Yours faithfully,
4.带附表的资信调查函 Credit Information Dear Sir, We have received a sudden bid from the American Trading Co.,Ltd,600 Miion Street,San Francisco,with which you are now doing busine and the firm gives us your name as a reference.
We shall appreciate it if you will inform us of your own experiences with the firm by filling in the blanks of the attached sheet and returning it to us in the enclosed envelope.
Any information you may give us will be treated as strictly confidential and expenses concerned from this inquiry will be gladly paid by us upon receipt of your bill. Very truly Yours, (Attached Sheet)
(1)How long have you been in busine relations with the firm? (2)What credit limit have you placed on their account? (3)How promptly are terms met? (4)What amount is currently outstanding?
5.资信调查有利回函，并给予建议 Private & Confidential Dear Sirs,
Subject:The London Trading Co.,Ltd.
In reply to your letter of August 18,we want to inform that we have now received from Barclay Bank of London the information you require. The London Trading Co.,Ltd.was founded in 1940 with a capital of 1 000 000 pounds.Their chief line is in the import and export of textiles.Their busine‟ suppliers are satisfied with them.We consider them good for busine engagement up to an amount of 300 000 pounds.For larger transations we suggest payment by sight L/C.
The above information is strictly confidential and is given without any responsibility on this bank. Truly，
6.信用调查有利回函，告知敬请放心 Gentlemen,
The firm mentioned in your letter of September 20 is one of the most responsible dealers of textile goods.
The company was established in 1948,and has supplied our firm with qualified goods for over 20 years.
They have always provided complete satisfaction with in-time delivery,moderate prices and superior quality.
We believe that they may be rated as an A-Level company with which you can deal freely.Of course,this is our personal opinion and we aume no responsibility in your proposed busine negotiations. We hope the above is satisfactory and will help you in making a decision.
Very truly yours, Mike Busine Manager
7.资信调查不利回函，告知管理不善
Private & Confidential Dear Sirs,
We have completed our enquiries concerning the company mentioned in your letter of May 18 and have to inform you to consider carefully the busine with them.
In the past three years,the company has experienced a serious difficulty in finance and delayed in executing their normal payment.It seems to us that the company‟s difficulties were due to bad management and in paricular to overtrading.
We would advise you to pay most careful attention to any busine relations with them.However,this is our personal opinion and we wish you to make further enquiries on your part.
Yours sincerely，
8.信用调查不利回函，告知经济信用不佳 Dear Sir,
We are sorry to say that our experiences with the company which you inquired about in your letter of June 17 have been unsatisfactory. It is true we were in busine relations with the firm of the last two years and on several occasions we have had lots of trouble in effecting settlements.
The company still owes ＄1 400 for purchase made over seven months ago.The account is now in the hand of our attorneys for collection. May we ask that you treat this information as strictly confidential without responsibility on our part.
Very truly yours,
9.表明无法提供确切意见而致歉
Private & Confidential Dear Sirs,
We regret our inability to let you know any positive information concerning the firm in question in your letter of June 6. It is true that we had busine with them during the past few years,but the amount of busine was not so large that we can not supply any responsible opinion on the busine capability and credit standing. We suggest you make further status enquiries from other enquiry agencies.
Yours truly，
10.请求老客户作为资信证人
Dear Mr Green,
Thank you for your letter of November 2.We are delighted to hear that you are so pleased with the refurbishment of your hotel.
As you know,in our line of work,we depend on good reports about our projects to win further busine.Our clients always shop around and look for references before committing themselves.
We would like to use your hotel as a reference when we discu similar refurbishments in the hotel industry.Would you agree to our suggesting that future clients should call you?
It would also be most helpful if we could occasionally bring a client to look at your hotel.We would,of course,stay overnight at least.
I will call you next week to hear your reaction.Thanks again for you kind words.
Yours sincerely, Robert Manager
11.要求对方提供资信资料
Dear Sirs,
We are very glad to receive your fax inquiry.Since it is the first time we contact,we would be highly appreciated if you could provide us your bank name and addre.
We realize the types of IC you need,but we do not know the specification you require for that IC such as the voltage,current.Could you please tell us the purpose of this IC?
The fax you send us is not very clear for the wording part.Therefore,please fax it again(no need for graph).We wish we could provide the best services to you.
Sincerely yours，
12.同意试销前的资信要求
Dear Sirs,
Thank you for your letter of 10th March.We are gratified to receive your request for men and women‟s raincoats on approval.
As we have not previously done busine together,perhaps you will kindly agree to supply either the usual trade references,or the name of a bank to which we may refer.As soon as these enquiries are satisfactorily settled,we shall be happy to send you the items you mention in your letter. We sincerely hope this will be the beginning of a long and pleasant busine aociation.We shall do our best to make it so. Yours,
第二节 促 销 函 1.传感剃须刀广告海报 GILIETTE SENSOR
The only razor that senses and adjusts to the individual needs of your face.
Gillette Sensor:the shave personalized to every man.
It starts with twin blades,individually and independently mounted on highly responsive springs.So they continuously sense and automatically adjust to the individual curves and unique needs of your face.
Innovation is everywhere.You can feel it in the textured ridges and the balance of the Sensor razor.You appreciate it in the easy loading system and the convenient shaving organizer.
Even rinsing is innovative,the new blades are 50% narrower than any others—allowing water flow freely around and through them,for effortle cleaning and rinsing.
All these Sensor technologies combine to give your individual face a personalized shave—the closest,smoothest,safest,most comfortable. The best shave a man can get. Gillette 2.男用者喱宣传海报
YOU MANAGE A BUSINESS，STOCKS，BONDS，PEOPLE AND NOW YOU CAN MANAGE YOUR HAIR For the first time there‟s a remarkable gel that can give your hair any look you want—sleeker,fuller,straighter,curlier,more natural,even wet—without a drop of alcohol or oil.It gets your hair into shape in the morning and keep it under control all day.Whatever your management style,Maltplexx is for you.Get the full facts at the Aramis counter. Aramis Maltplexx natural hair gel for men
3.香波的报纸广告
WHY YOUR FAVORITE SHAMPOO WILL WORK BETTER IF YOU STOP USING IT FOR 14 DAYS It‟s so frustrating!The very shampoo that has always left your hair so silky and clean,the shampoo you depend on gradually,then noticeably,stop working.That fresh-air softne you prize so much in clean hair is gone.Your hair feels limp and looks dull.What is happening?Why the change?“Shampoo build-up”is the reason.
Each washing,even with fine expensive shampoos of conditioners,leaves a“residue”,a tell-tale problem that has now been measured precisely in laboratory studies.
Recent tests on 10 quality shampoos show that residue accumulates each time you shampoo.It‟s a fact of hair life.
To rid your hair of this unwelcome build-up you must switch to a shampoo with superior rinsability—even if it‟s just a temporary change,move to shampoo that have the ability to revitalize your hair and leave it thoroughly clean.Choose one that will do the job greatly.And don‟t put it off.Shampoo build-up is more than unattractive.It can destroy the soft feel of your hair…its manageability…and it can eventually damage the hair itself. Which shampoo rinses the best?In laboratory tests of 10 quality shampoos,Neutrogena shampoo was rated No.1,and demonstrated consistently superior rinsability with almost no built-up itself.
So Neutrogena removes the most build-up in a single washing and,equally important,leaves a negligible trace of residue compared to all the other shampoos tested.
If you feel you need to revitalize your hair,try Neutrogena shampoo for just 14 days.Think of it as a refreshing“vacation”…and afterwards your hair will again respond happily to your favorite shampoo.
Use Neutrogena whenever you need to get your hair really clean.Then your favourite shampoo will continue to be your favourite.It is suitable for all hair types and may be used on permed,dyed hair.
Neutrogena shampoo is available at chemists ad department stores,in 100ml tubes and 200ml bottles.Look for it—in the white box with the brown band.
“Test results indicate a single wash with Neutrogena was adequate to remove in exce of 90% of the residue.Even with conditioners,which are far more substantive to the hair,a single wash with Neutrogena.,removes 70% of the residue.” —Excerpt from N.Skin Care Institute Reports
4.便携式小型冰箱宣传册 Dear Fellow Camper,
It is a great day to start your vacation.The sun is ablaze,the van or wagon is humming nicely down the Interstate,and the family is settled comfortably in anticipation of what lies ahead.Even the dog is amicable.
Can you gue what happens next?Suddenly there are echoed demands for a rest stop and something to eat.The rest stop idea is good,but the“something to eat”shakes you a little—you have visions of hauling out the old billfold and plunking down fifteen bucks or so for snacks at a fast food place.
BUT NOT IF YOU HAVE LEKTRON KOOL WITH YOU!
The Lektron Kool is the greatest little portable fridge you‟ve ever seen.Pack it with sandwiches,drinks,fried chicken,fruit,whatever,and you‟ll have at your fingertips really cold food and drink day and night.
The Lektron Kool is not an ice box.It‟s a lightweight but roomy electronic refrigerator that you can plug into your car or a 110-volt adaptor that we make available,auring you of fresh edibles for days and nights.The secret is in Lektron Kool‟s thermoelectric solid-state module,which replaces all the bulky piping coils,compreors,and motors you find in conventional portable refrigerators.
One enthusiastic owner of Lektron Kool writes:“Last summer our family took a camping trip to Canada.It was one of those„perfect‟vacations;everything went just as we had planned.But when we got back to Atlanta，all of us agreed that,aside from our new Caprice wagon,the most indispensable item of equipment we carried was our Lektron Kool.Not only was it a convenient,it saved us a bundle!” Now you can own the Lektron Kool for ＄40 or ＄50 le than the regular price.That‟s right.Our three models ordinarily priced at ＄139,＄179,and ＄199 can now be had for ＄99,＄139,and ＄149,but you must hurry because this offer will be withdrawn by June 15.
Call us toll-free at 800-622-0391 to place your order,or mail us your check or credit card number.But if you want more information before you order,the enclosed postage paid card will bring you a complete catalog of our Lektron Kool models.
Yours very sincerely, David Hawk Busine Manager
5.推荐地毯 Dear Sir,
Great interest was aroused at the recent Arts & Crafts product exhibition in Beijing by the largest carpet manufacturer in China.Numerous enquiries and orders have also come for the beautiful hand-woven carpets. The carpets are preferred for the following: Appearance
Elegant designs with different sizes cater for the customer‟s needs. Prices
Superb quality with prices much lower than those from other sources. Comfort
Carpets are made from wool and silk,so they are giving the feeling of natural warmth and comfort.
You will be interested to note that our annual production is 20 000 pieces.Recently we have received enquiries from Japan,Germany,Australia and South Africa.We are convinced that our carpets will be exported to more countries in the near future.
We are glad to enclose our illustrated catalogue,and will send you our best quotation as soon as we hear from you.
Sincerely yours,
6.推荐替代品 Dear Sirs,
Thank you for your letter dated March 15,2007,ordering 10 000 pieces of Rainbow Raincoat Mode 2.
We regret that we can no longer supply the said raincoats,which are out of production.In their place we would like to offer our Rainbow Raincoat Mode 3.This is our new design,made of light,durable and waterproof material.The quality of this article is excellent,but the price is 5% lower.The large number of repeat orders we regularly receive from leading distributors is a clear evidence of the widespread popularity of Rainbow Raincoat Mode 3. Full details of our export prices and terms of busine are enclosed with this letter.
Our illustrated catalogues and sales literature are being sent by separate cover.
You can be sure of our immediate attention to your order,which we are looking forward to receiving. Faithfully,
7.推荐新产品 Dear Sirs,
You may be interested to know something about the new products developed by our technicians.This kind of new products sells very well at our market.
Because of its succeful sales in our country,we think there will be a potential market abroad.So we are sending you some samples by separate posts and would welcome your advice as to whether,in your opinion,there will be a ready market in your district.
If you think you can find a good market for the new products we can supply you on the most favorable terms in order that you can promote our new products to the potential customers.
We are awaiting your early reply.
Yours faithfully,
8.一般性推销 Dear Sirs,
We are sending you with pleasure by fax a copy of our latest catalogue of our“Spring Flower”Vacuum Cleaner,from which you will understand why it is difficult for us to meet the needs of markets.The high quality of our products is well known and universally acknowledged and we are confident that they will be welcomed in your market.
In order to popularize these cleaners,all the catalogue prices are subject to a special discount of 20% during this month only.We are offering you good products on generous terms and wish to have your early orders.
Yours faithfully,
9.描述产品
To:Allan Jackson,Workshop Manager FromSubject
ack Nelson,Model Shop Manager rototype of ORIENT Cutting Tool
We have delivered the prototype of a new cutting tool for your inspection.The tool,designated as ORIENT,has been developed by the Second Group.
The tool is composed of four parts cast from low-carbon steel and finely machined.The cutting edges on one side of each of the two long pieces feature a bonded tungsten alloy ground to a high degree of sharpne. A strong machine screw holds the two long pieces together.A tension plate of spring steel between them keeps constant preure on the cutting edges as they are opened and closed by thumb finger action.
When using the tool,place the thumb in the smaller hole and the index and middle fingers in the larger one.By applying preure with the thumb and fingers,you can easily open and close the cutting edges. In a word,it is an ideal tool with few weaknees.So we recommend it to you.
10.写给不经常联系的客户 Dear Sir,
We haven‟t received any enquiry from you over the past twelve months.Up till then we counted you among our steadiest customers.We were confident that we were serving you with quality products and efficiency.Every year,your order came in and was filled satisfactorily.
When your order ceased,we thought it might be a delay in your ordering cycle.Now we wonder whether some failure on our part has caused you to seek supply elsewhere.We can aure you of our improved fulfillment procedure and our larger warehouse.We can provide a greater variety of products and quicker response than a year ago.
We treasure your busine.We are anxious to know what we can do to resume busine relations with you.Your reply shall meet with our immediate attention. Faithfully,
11.推销教育课程
CAMERON CAREER INSTITUTE 766 HIGHLAND AVENUE ORLANDO,FLORIDA 32802
WOULDN‟T YOU LIKE TO OWN YOUR OWN BUSINESS? If you‟re looking for the chance to be your own bo…or earn extra income in your spare time…or a way to achieve independence when you retire…SMALL-ENGINE REPAIR could be the answer.
CCI can quickly train you—in your spare time at home—to service and repair mowers,tillers chain saws,outboards,garden ctors,mopeds,motorcycles,snowmobiles,and dozens of other types of small-engine equipment.It‟s a great way to get your own busine,full or part-time,with a minimum investment.And it‟s a field with growing opportunities for qualified people.
CCI‟s Small-Engine Course contains forty-five leons,each easy to read and understand.Every leon is short and fully illustrated with step-by-step diagrams and photographs.It‟s“hands-on”training-you actually build a 31/2 -horsepower four-cycle engine.You also perform experiments that show you how every part of an engine works.And we supply you with profeional tools—a complete set of wrenches,electrical system tools,inductive tachometer,engine overhaul tools,voltmeter,and others.Everything you need!
Our big catalog tells you all you need to know.It describes the content of each leon(and there are sample pages of the actual study materials),and contains illustrations and descriptions of the equipment you will use.The instructor you will be aigned to has been a profeional small-engine mechanic.He will be your“partner”in your studies.
Just fill in and mail the enclosed postcard for your free catalog today.It needs no postage. Sincerely, Director of studies
P.S.:No sales representative will call you!
12.推销会议场所 Dear Mr.Edwards:
“Thank you for helping us put on the best conference we‟ve ever had.Your superb facilities,service,know-how,and helpful attitude all add up to one word
rofeionalism.”
Pardon me for crowing just a bit,but the statement above was received a few days ago from the vice president of one of the country‟s largest manufacturing companies.And it‟s typical of many we get from top executives who chose Whispering Pines in Myrtle Beach,South Carolina as their host for meetings,conferences,seminars,and get-togethers.
At Whispering Pines we know how to help you make your meetings really succeful.It‟s what we were designed to do,what we‟re in busine for,the reason we like to think we‟re the ideal convention headquarters.Whispering Pines is not just another magnificent resort center that offers everything and meeting goers could ask for outstanding cuisine…big name entertainers…elegant nearby shopping malls…all sports,including a championship golf course and tennis courts…and a stunning view of the Atlantic Ocean.We‟re all those things,of course,and we are more. By“more”,we mean that we are really profeionals when it comes to arranging space for your specific needs and providing every service you require to make outstanding meetings and conferences.At Whispering Pines you‟ll find a staff that is dedicated to personal and friendly hospitality. Skeptical?Let me prove what I have said.Please look over the enclosed colorful booklet,which shows our spectacular setting and elegant facilities.Then,to learn about our profeional side,mail the enclosed card for your free copy of “Organizing,Planning,and Running a Meeting.”
Hopefully yours,
13.向老客户推销新产品 Dear Sirs,
I enclose an illustrated supplement to our catalogue.It covers the latest designs which are now available from stock.
We are most gratified that you have,for several years,included a selection of our products in your mail-order catalogues.The resulting sales have been very steady.
We believe that we will find our new designs most attractive.They should get a very good reception in your market. Once you have had time to study the supplement,please let us know if you would like to take the matter further.We would be very happy to send samples to you for closer inspection.
For your information,we are planning a range of claical English dinner services which should do well in the North American market. We will keep you informed on our progre and look forward to hearing from you.
Yours faithfully, Peter Export Manager
14.为商贸指南征集广告 Thank you for your busine.
You are currently represented in our directory.This is the only directory of its kind which reaches all companies in the building and construction industry in the UK.Advertising in our directory was a wise move on your part.We are currently compiling a new edition of the directory,which will be published in April 2007.The new edition will be expanded to include major manufacturers of plumbing equipment in the European Community.For proper coverage in the directory,you ought to appear in more than one category.If you do opt for a multiple listing,you will be able to buy space in additional categories at half price.You can be aured that the new edition will be on the desks of all the major decision makers in the building and hardware trades.Please complete the enclosed form and return it with the appropriate fee.
Thanks again for your busine.
第三节 建立贸易关系 1.亲抵进行业务调查 Gentlemen:
The writer is leaving for Japan on a busine research trip very shortly and expects to arrive in Tokyo some time around December 15.I would appreciate your contacting me through Mr.Smith of the Oriental Trading Company in Tokyo,Japan.
Our company is a subsidiary company of McCarthy Oil and Gas Corporation,one of the largest oil producers in the United States.In the economic prosperity in Japan,we would like to place ourselves in a position where we can conduct some busine relationships of mutual benefit.
Very truly yours, HOUSTON FOREIGN TRADE & IMPORT CO. Paul J.Tunks 2.咨询信 Dear Susan,
Hoping that all is well and that your busine is flourishing daily. I‟m planning to attend the Canton Fair on or about April 18.
Please fax us your stand number and let us know if you have carpet stocks in your warehouse and what types.
Which hotels does your corporation have contracts with and at what rate?I will need 3～4 nights.I am also interested in importing office furniture to the US and have seen a lot of exporters at the Fair on the side yard.Do you have any friends or contacts in this field? Awaiting your kind reply.
With best regards to you and your manager. Jerry 3.表达建立业务关系的意愿 Gentlemen，
The Commercial Councillor‟s Office in this city has advised us of your busine scope,which coincides with ours.
We are one of the largest importers of electric goods in Xi‟an and shall be pleased to establish busine relations with you.Our banker is Industrial and Commercial Bank of China Xi‟an Branch,which can provide you information about our character and finances.
At present we are interested in your cordle phone and shall be glad to receive
your lowest quotation as soon as poible.
Yours truly, 4.参观展位后要求建立贸易关系 Gentlemen,
I visited your stall at the Spring Guangzhou Fair，2006 and noticed that you manufacture photocopying machines.
There is a good demand for photocopying machines of high quality.We are interested in your products and would be grateful if you would send us your catalogue with full specifications and the latest price list.
Please let us know what discount you can give us for substantial orders as well as some other favourable terms. We look forward to receiving an early reply. Sincerely, Sanyang Import & Export Company B.G.Lucas Purchasing Manager
5.通过自荐信建立商务关系 Gentlemen:
You were recommended to us by the Citibank,which told us that you are a prospective buyer of Chinese textiles and cotton piece goods.And these items fall within the busine scope of our corporation.
We are a state-operated corporation and are in a position to accept orders against customers‟ samples specifying design specifications and packing requirements.
In order to give you a rough idea of our products,we are airmailing you under separate cover a copy of our latest catalogue for your reference.If you find any of the items interesting,please let us know without the least delay.We shall be glad to send you quotations and samples upon receipt of your specific inquiries. We look forward to your early reply.
Truly yours，
6.要求推荐客户 Dear Sirs,
We have been leading importers and exporters of cottons and woolen piece goods for these ten years,and are now planning to extend our busine activities to our neighboring countries,from the clients of which we have many inquiries for Nylon goods.Would you please introduce us to some of the most reliable exporters of Japanese Nylon Goods? As to our standing,we are permitted to mention the Bank or China,Beijing,as a reference.
We are looking forward to your favorable and prompt reply. Very faithfully yours，
7.由朋友介绍的公司 Dear Sirs,
We have obtained your addre from a friend of ours in San Francisco and are now writing for the establishment of busine relations.
We are very well connected with all the major dealers here of light industrial products，and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.
Please let us have all neceary information regarding your products for export.
Yours faithfully,
8.从广告中得知客户信息 Dear Sirs,
We refer to your advertisement in the latest iue of “The International Trade News”concerning the newly developed Video Caette Recorder M83.
Please send us your catalogue and best terms for this new product.It would also be appreciated if you could give us some idea of the time required between order and delivery.
For your information we are one of the largest importers of Electrical Appliances in England and are trying to import newly developed VCR from Taiwan.If your prices are competitive,we are going to place a large initial order with you.
Your prompt attention to this matter would be appreciated.
Yours faithfully,
9.索取资料 Dear Sir/Madam,
We are a company that imports yachts for sale to Japanese clients and we have enclosed our company‟s brochure for your reference.
Your company‟s name to our attention through an article in the August iue of “Ocean Magazine”and we understand that you manufacture yachts of various sizes.Since we might be interested in doing busine with your company,we would like to have some information about your company and your products.We would therefore appreciate your sending us your company‟s catalog so that we can examine the busine potential more closely.
Thank you for your attention. Yours faithfully,
10.寄送资料 Dear Mr.Yamato,
Thank you for your letter dated 31st August,2006 inquiring about our company and our products.Enclosed are our latest brochures listing all the types of yachts we manufacture as well as our financial statement for the year ending 31st December 2005.
We have not sold our products in the Japanese market in the past,and we would be delighted to do busine with your company.Please go through the enclosures.We would be happy to answer any questions that may arise. We look forward to hearing from you.
Yours sincerely，
11.与过去有贸易往来的公司恢复联系 Dear Sirs，
We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading succefully in your region.We would like to extend our congratulations and offer our very best wishes for your continued succe.
Before the war in Lebanon,our companies were involved in a large volume of trade in our textiles.We see from our records that you were among our best ten customers.We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon.Since we last traded,our lines have changed beyond recognition.While they reflect current European tastes in fabrics,some of our designs are specifically targeted at the Middle Eastern market.As an initial step,I enclose our illustrated catalogue for you.Should you wish to receive samples for closer inspection,we will be very happy to forward them. We look forward to hearing from you.
Yours,
12.寻求电子制品合作伙伴 Dear Sirs,
SEEK AGENT FOR ELECTRIC APPLEANCES
Shanghai‟s rapidly developing manufacturer of Electric Home Products,“Shun Fa”offers you an ideal busine opportunity.
Years of research and development have earned our company a foremost position in electrical engineering in the East of China.A vast number of applicable patents have helped stimulate our development program over the past several years. Our main lines of products include:
TV,portable computer,MP3,MP4,car radio,car stereo,medical instruments,electronic industrial instruments,etc.
For information concerning our busine outline,please refer to the Bank of China,which we have engaged a busine relationship with for several years.We are a medium-sized company but we are growing fast and we would like you to be a fort of our future!
Shun Fa Electric Co.,Ltd.22 Zhong Yuan Road,Shanghai, China Wang Hui General Manager
13.寻求纺织品贸易伙伴 Gentlemen,
WUXI TEXILE TRADING CO.，LTD.
As your name and addre were listed in“The Textile Magazine”,we are writing in the hope of opening an account with your company. We are one of the leading exporters of first cla cotton and rayon goods and are enjoying an excellent reputation through fifty years‟ busine experience.We are sure that you will be quite satisfied with our services and the excellent quality of our goods.
We enclose here with a pamphlet introducing our busine standing and outline,the complete catalog of our goods,and some samples,from which you will readily observe the extent of our reliabilities.
If you need more objective information concerning our credit,please direct to inquire about it.
We are looking forward to your early and favorable reply.
Very truly Yours,
Li Xiang
Sales Manager
Encls.Pamphlet 1 Catalog 1 Sample 3
14.进口商与出口商的联络信 Dear Sirs,
Electric Sewing Machines
We were much impreed by the captioned goods displayed at the Chinese Economic and Trade Exhibition held in Srilanka last July,and we have been told that you export these products.
One of our potential customers intends to purchase a number of Electric Sewing Machines,we would be therefore grateful should you send us a pro forma invoice for 400 Sewing Machines with 3 drawers quoting your rock-bottom price including our commiion.On replying,please state the earliest poible date of delivery.
We look forward to hearing from you as soon as poible.
Yours sincerely,
15.出口商与进口商的联络信 Dear Sirs,
We have come to know the name of your firm from the advertisement in “Foreign Trade”and have the pleasure of addreing this letter to you in the hope of establishing busine relations with you.
We specialize in the export of Chinese light industrial products that have enjoyed great popularity in the world markets.Enclosed you will find a copy of our catalogue for your reference and hope that you would contact us if any item is of interest to you.
Yours faithfully,
16.接受建立业务关系函 Dear Sirs,
We are glad to note from your letter of the 1st March that you,as importers of light industrial products,are willing to establish direct busine relations with us.This happens to coincide with our desire.
We specialize in the exportation of Chinese light industrial products which have enjoyed great popularity in world markets.We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is of interest to you.
Yours faithfully,
17.拒绝建立业务关系函 Dear Robert,
Thank you for the good work you did in preparing your district‟s 2007 budget.You supplied all the information I needed to make decisions regarding which equipment will be replaced this year. I agree with you that three-fourths of all your road equipment should be replaced.However,we are not able to do it this year;the best I can promise is a new mixer and spreader.
Hopefully next year the company will be able to replace more of your equipment.The budget dollars should be similar.Let me know if I can do anything to help keep your equipment operating efficiently for one more year. Harry King
18.回函拒绝申请交易 Dear Sirs,
Your communication of the 28th May addreed to our sister corporation in Shanghai has been paed on to us for attention and reply as the export of enamelware falls within the scope of our busine activities.
However,we very much regret that we are not in a position to supply you with enamelware direct,as we are already represented by Mers.Freemen and Brothers Co.,Ltd.for the sale of this commodity in your district.We would advise you to get in touch with them for your requirements. In case you are interested in other items,kindly let us know and we shall be only too pleased to make you offers directly.
Yours faithfully,
19.要求对方刊登推销广告 Dear Sir,
We are very desirous of establishing direct connections with busine circles in New York City for the purpose of selling our goods.Will you please carry an ad for us in your paper on the three days of Dec.23,24,and 25?The text of the ad is as follows:
Chinese Lotus Nuts Origin:Hunan and Jiangxi of China
Specification: Peeled lotus nuts without embryos
Packing:In bamboo baskets of 50kgs,or gunny bags of 80kgs,net each China National Cereals,Oils and Foodstuffs Import and Export Corp.,Hunan Branch
Postal addre:34 Dongmao Street,Changsha,Hunan,the People‟s Republic of China Tel:0730-6654002
The advertising fees will be paid upon the publication of the ad.We shall be very much obliged if you will kindly see to it that it is put in a conspicuous position of your paper. With best wishes. Yours very sincerely, (signed) Li Dengfeng Manager
20.索取样品 Gentlemen,
We acknowledge receipt of your letter dated Oct.12,2006.We are very much interested in your household porcelain articles produced by the Liling Guoguang Porcelain Plant of Hunan province.
We shall greatly appreciate it if you will kindly forward us some samples and relative pamphlets for our inspection.
Thanking you for your attention to this matter and looking forward to your early reply.
Yours truly, Walter Camilleri Co.,Ltd. (Signed) William Thorndike Managing Director
21.请求担任独家代理 Gentlemen:
We would like to inform you that we act on a sole agency basis for a number of manufacturers.We specialize in finished cotton goods for the Middle eastern market.Our activities cover all types of household linen.Until now,we have been working with your textiles department and our collaboration has proved to be mutually beneficial.Please refer to them for any information regarding our company.
We are very interested in an exclusive arrangement with your factory for the promotion of your products in Bahrain. We look forward to your early reply. Yours, 22.拒绝对方担任独家代理 Dear Sirs,
Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens.I regret to say that,at this stage,such an arrangement would be rather premature.We would,however,be willing to engage in a trial collaboration with you company to see how the arrangement works.It would be neceary for you to test the market for our products at you end.You would also have to build up a much larger turnover to justify a sole agency. We enclose price lists covering all the products you are interested in and look forward to hearing from you soon. Yours,
23.同意对方担任独家代理 Dear Sirs,
Thank you for your letter of 12 April proposing a sole agency for our office machines.We have examined our long and,I must say,mutually beneficial collaboration.We would be very pleased to entrust you with the sole agency for Bahrain.From our records,we are pleased to note that you have two service engineers who took training courses at our Milan factory.The sole agency will naturally be contingent on your maintaining qualified aftersales staff.We have drawn up a draft agreement that is enclosed.Please examine the detailed terms and conditions and let us know whether they meet with your approval.On a personal note,I must say that I am delighted that we are probably going to strengthen our relationship.I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully.
I look forward to reciprocating on your next visit to Milan. My very best wishes to you and your wife. Yours,
24.物色代理商 Dear Sirs,
Our company manufactures a range of printing prees that are used succefully by companies in over 20 countries.A product specification brochure is enclosed.We are considering expanding our products to new markets and we would appreciate your aistance.In particular,we would like to identify the best agents who are currently serving the printing industry in your region.We are looking for organizations which conduct their busine in a truly pro-feional manner.They must be fully conversant with the technical side of the printing industry and have a comprehensive understanding of all the features of the lines they represent.We would be very grateful if you could take a few moments to send us the names of three or four organizations that match our requirements.We shall then contact them to explore the poibility of establishing a mutually acceptable busine relationship.Thank you very much for your time and consideration in this matter. Yours, 25.欢迎新代理商 Dear Sirs,
I would like to welcome you to our organization.We are very pleased to have you on our team.I know that you will be equally proud of our products.Our European sales representative,Antoine,will be in touch with you at regular intervals.Please feel free to call him any time you have a problem.If I can ever be of service,please call me.I am planning a trip to France next month,and I am looking forward to meeting you.In the meantime,the best luck with our product line. Yours,
26.要求试销 Dear Sirs,
We are a leading dealer in waterproof garments in this city.Our customers have expreed interest in your raincoats and enquired about their quality.
Provided quality and price are satisfactory,there are prospects of good sales here,but before placing a firm order,we should be glad if you would send us,on fourteen day‟s approval,a selection of men‟s and women‟s raincoats.Any of the items unsold at the end of the period,and which we decide not to keep as stock,would be returned at our expense. We look forward to hearing from you soon. Yours,
第18篇：商务信函
商务信函Busine letter
英文信头写法 Heading 信头也称信端，其内容包括发件公司的名称、标志、通信地址、电话号码、传真号、电子邮箱等。书写信头的目的是为了方便收件人了解信函来自何处，并为回复提供联系方式。
很多公司都会印制带信头的信纸。一般来说，人们喜欢将简单的信头放在信纸上端居中，将复杂的信头放在信纸的右侧或上下两端。在使用这种信纸打印信函时，一定要注意为信头留出足够的空间。
对于私人商务信函，如求职信等，信头通常写在信纸的右上方。 如果信函的长度超过两页，那么从第2页开始就不再需要信头了，只需写上页码、收件人姓名及日期。
英 文地址的书写和中文地址的书写有很大区别，应遵循从小到大的原则。特别值得注意的是，地址中的标点符号需正确使用。当前的习惯做法是，行末一般不加标点符 号，但行中间该加标点的地方，还是不应省略。门牌号码与街道名称之间不加标点，但是在城市与国家名称之间必须用逗号分开。
英文信函编号写法 Reference number 如果信函上有编号，收件人和发件人都能快速了解所指的是哪一封信。这样既便于文件存档，又便于日后查阅。
信函编号常见的书写形式有两种：
一种比较简单的形式“Re: XXX”，例如, Re: Invoice 12345或Re: Your letter dated January 20, 2006。
一种比较常用的形式“Your ref: XXX, Our ref: XXX”，提供一组缩写信息，包括：文件编号、起草人、录入人的姓名缩写和部门代号等。例如一封由我方Jutta Brawn 起草，由Hugh John Davies 录入的信函编号为“Our ref: JB/HJD”
英文日期写法 Date 商务信函必须写日期，它对于文件存档及信息查考都有重要意义。
书写日期应注意以下几点：
1.“年”应完全写出，如2006，不能简写成 06； 2.在正式信函中“月”最好不用缩写，而是完整地写出来； 3.书写“日”可以用序数词，但最好用基数词；
英式信函日期按日、月、年的顺序，且中间没有逗号，如：12 July 2006；美式信函日期按月、日、年的顺序，中间加逗号，如：July 12，2006。
第五讲：英文信内地址写法 Inside addre
由于不同国家书写地址的习惯不同，收件人地址应按照对方公司信纸中的信头书写，切勿擅自更改。写国际地址时，不要忘记在最后一行写上国家名。航空投递的信函，要在信内地址之上注明。以下为几种信内地址的写作实例：
致某公司：
Mers.Lake Kane＆ Co.，Ltd.66 Martins Lane London EC3V 7BH 致公司中某职位： The Manager Eagle Pre Inc.66 Martins Lane London EC3V 7BH 致公司某人： Mrs.Jutta Brown Eagle Pre Inc.66 Martins Lane London EC3V 7BH 英文请某人注意行写法Attention/Attn. 请某人注意行（Attention，缩写：Attn.）用于写信人在把信寄给一个单位时，希望把信递交给某人或某部门处理。
Attention位于信内地址下空一行，加上底线；写法分英式和美式两种，例如：For the attention of Mr.David Schiller（英式），Attention: Mr.David Schiller（美式）。使用Attention时，因为信函实际上是寄给公司的，所以开头的称呼（Salutation）为Dear Sirs,（英式）和Gentlemen（美式）。
英文称呼写法 Salutation 如果信是写给公司的，并没有直接的联系人，称呼应为：“Dear Sirs,”（英式）或“Gentlemen:” （美式）。在不能确定收信人性别的情况下，还可以使用To Whom It May Concern或Dear Sir or Madam 。在写信给特定的组织时，更愿意使用Dear Member, Dear Customer, 和Dear Human Resources Manager这样的称呼。
如果知道收件人的姓名，就应该直接把姓名用入称呼里。
商务信函一般用Dear Mi Brown，Dear Mr.Smith。Dear纯属公务上往来的客气形式。 写给亲人、亲戚和关系密切的朋友时，用Dear或My dear再加上表示亲属关系的称呼或直称其名。例如：My dear father，Dear Tom等。
英文主题写法 Subject 书写Subject能便于收件人迅速了解信的主要内容。一般来说如果信内有Reference Number，就不一定再写Subject。
Subject位于Salutation下空一行。一般有三种书写形式：直接书写、Subject:和Re:。为了突出还可以加底线、加粗、全大写等，例如：
INVOICE 12345 Re: Invoice 12345 Subject: Invoice 12345
英文信正文写法 Body 正文是信函的核心内容。一封内容得体的商务信函，不仅能够达到把事情办好的目的，而且还能促进双方的友谊。在商业界人们通常用5个C来衡量一封信函的好坏：Concisene(简洁)、Clarity(明了)、Correctne(正确)、Completene(完整)、Courtesy(礼貌)。
Dear Mr.Smith,
As we mentioned in our previous quotation, the price is likely to rise.Since material price is a very crucial element for our cost accounting, we are compelled to shift this rise to our customers.
The price for 33 Euro has increased to 33.5 Euro, packing charge and freight remaining unchanged.
We thank you for your understanding and look forward to having a good cooperation with you.
Yours sincerely， Ming Li
英文结尾敬辞写法 Complimentary close 几乎所有的商务信函都会用到结尾敬辞。它写在正文下面，第一个字母要大写，最后一个词的后面有逗号。
至于要选用怎样的字句，通常由作者自行决定，一般来说结尾敬辞和开头的称呼有较强的关联关系，例如：
1.如果不知到收件人的姓名，开头的称呼是Dear Sirs，（英式）或Gentelmen:（美式），则结尾敬辞采用Yours faithfully，（英式）或Yours truly，（美式）；
2.如果知到收件人的姓名，开头的称呼是Dear Mr.Brown，则结尾敬辞采用Yours sincerely，（英式）或Sincerely，（美式）。
3.如果是写给朋友，家人或同事，开头的称呼是Dear David，则结尾敬辞采用 Best wishes 英文签名、附件写法 Signature/Enclosure 签名代表了写信人，所以其形体和写法应保持固定。签名最好用钢笔。署名既要难以模仿又要清晰易解。为便于辨认，一般商务书信，还应在签名下方将发信人的姓名用打字形式打出。
签名格式和规则有以下一些约定：
1.签名者代表公司、某单位名义时，应在结束词下方打出全部大写的单位名称，然后再签名。
2.女性签名时，为便于回信人正确使用称呼，应在打字的姓名前加注（Mi）或（Mrs.）。
3.当负责人不在而由经办人员代签名时，要加上by, for, perpro或P.P.字样。
如果信函中有附件，在信纸的左下角，与签名间隔1行或是2行的位置打上“Enclosure”或其缩写Encl.或Enc.。
如果附件不止一项，应写成Encls.或Encs.，并应注明有几个附件，以便收信人查点，例如： Encl.One check
Encls.Catalogue and 2 Photos
Encl.a/s（指附件如信中所述，a/s即As stated）
英文抄送、附言写法 Carbon copy/Postscript 如果本信函需要抄送他人阅览，则须注明抄送人的名称，例如： cc.Mr.David Schiller, Executing Manager
附言（Postscript，简写为P.S.）用来说明没有包括在信中的想法和内容。有时一封信写完了，突然又想起遗漏的事情，这时可用附言填补遗漏内容。在促销和私人信件中，附言也可以用来强调写信人请求收信人采取的行动和做出的考虑。附言应尽量做到简明扼要。附言通常在签名下方，从左侧顶格书写，例如：
P.S.Each individual’s E-mail addre remains unchanged
英文书信格式及英美差异
英文书信通常由下列五个部分组成：
A 信头（Heading）
信头包括写信人地址和写信日期，通常写在信笺的右上角。在比较熟识的朋友之间的通信，写信人的地址常可略去。本课的信头就只写了写信日期，而没有写信人的地址。日期通常有下列两种定法： （a）月、日、年：如August 15, 200__
（b）日、月、年：如15th august, 200__
地址的写法通常是由小到大，如：门牌号、街道名、市（县）名、省名、国名（邮政编码通
常写在城市名之后）。这同中文书信的地址写法完全相反。地址可以写1～3行，日期写在地址的下方（见信笺格式）。
B 称呼（Salutation）
称呼指写信人对收信人的称呼，如Dear Xiaojun，写在信头的下方和信笺的左边。称呼一般用Dear„或My dear„开头，称呼后一般用逗号。
C 正文（Body）
这是书信的主体部分，即写信人要表达的内容。正文要求文字通顺，层次分明，表意清楚。可以手书，也可以打写。
D 结束语（Complimentary Close）
它是书信结尾的恭维话，相当于文中书信最后的“祝好”、“致礼”之类的话语。本课书信中的“Best wishes”（致以最好的祝愿）就是结束语。
E 签名（Signature）
签名通常签在结束语下方的中间偏右的位置，如本课信中的Charlie.签名应是亲笔书写，即使是打写机打出的信件，最后仍需亲笔签名。在签名的上方可 根据写信人和收信人的关系写上Sincerely yours/Yours sincerely（用于长辈或朋友之间），或Respectfully yours/Yours respectfully（用于对长辈或上级）。
英文书信格式称谓差异
商务英语书信（Busine or Commercial English Correspondence）是指交易时所使用的通信。在美国，常用Busine writing，它包括书信、电报、电话、电传、报告书、明信片等。英语和美语在书信体例方面存在着一定的差异，比如信头和称呼、书信格式、遣词、结尾客 套语等均有所不同。
一般来说，英国书信较为保守，许多英国人喜欢用老式书 信体，用词较为正式刻板，而美国书信语言非常生气、有活力，格式也较为简便。因此当我们写信的对象是英国或其旧殖民地国家时，要使用标准式英语 Queen\'s English；如果写信的对象是美国或美国势力范围的地区时，就要用美国英语。当然，英国式的语言文化近年来也有变化，但总体来说，两者间的差异是很明 显的。
商业英文书信，一般都要求用打字机或电脑整齐地打印，左边各行开头 垂直的，称为垂直式或齐头式（Block style），美国常用这种格式；每段的第一个词缩进去，称为缩进式或锯齿式（indented style），英国常用此格式。垂直式的职务及签名都在左边的边栏界线，这种格式，在极度尊重工作效率的美国公司，已普遍采用。正式的商业英语书信要在称 呼的上方写上收信公司名称和地址或收信人的名字全称、职务及地址，称为信内地址（Inside addre）。信内地址的写法也有垂直式和缩进式之分，垂直式和称美国式将各行并列，缩进式或称英国式将各行依次退缩。
不过，近来英国商业书信信内地址并未依次缩进，似乎与美国式相同。此外，在美国还流行一种普通收信人地址的写法，就是在书信的Inside Addre中，把门牌号和街名都省略掉。在英文书信中要使用敬语，最普遍的敬语是Mr, Mrs和Mi（用于未婚女性）。英国人常在男性的姓名之后用Esq.（Esquire的缩写），不过在商业上也在慢慢地改用Mr.Mmes.（Madam的复数形式），用于二个女士以上。Mers（Mr的复数形式）用于二个以上的男人，或用于二个以上的男人组成的公司或团体。在英国式英文 信里，Mr, Mrs, Mers，均不加缩写句点，相反地趋向于进步自由的美语反而加缩写句点如Mr., Mrs., Mers„„在称呼方面，商业上最普遍的有Gentlemen（美国式）与Dear Sirs（英国式）二种，相当于我国的\"敬启者\"或\"谨启者\".如果信是写给某个公司单位的，不是写给某个具体人的，美语用Gentlemen（复数形 式），英语用Dear Sirs.如果对方公司只一人时，必须使用Sir/Dear Sir.称呼后一般要使用标点符号，英国式采用逗号（comma），美国式用分号（colon）。书信结尾客套语（complimentary close）有多种，相当于我国书信在结尾时使用的\"敬礼\"、\"致敬\"、\"顺安\"等句。最为典型的美国式写法是Sincerely和Best regards，典型的英国式表达有Yours sincerely和yours faithfully（不知姓名）；Best wishes, kind regards （熟人或知道对方姓名）。此外，英国式的客套语还有特别礼貌的格式，但除了特殊情况外，现在不再使用。
第19篇：商务信函
将下列信函译为英语
先生： Dear Sirs:
从贵处商会获悉贵公司行名和地址，并得知你们是一家大的钢铁出口商，具有多年经营经验。此类产品属于我公司业务范围，特致此函，以期与贵公司建立兴旺互利的贸易关系。 We have got your name and addre from your Chamber of Commerce and learned that you are a large exporter of iron and steel with many-year experiences in this field.As these products happen to fall in our line, we are glad to write to you in the hope of establishing our mutually beneficial busine relationships
若贵公司能保证价格可行，品质优良，交期迅速，我们将能大量订货。为此，特请提供你们最新的全套目录和各项出口产品的价目表。如蒙尽速办理，当不胜感激。
If you can aure us an acceptable price, excellent quality and speedy delivery, we might be able to place a large order.We, therefore, suggest that you should send us a complete set of your latest catalogues together with a price list of all your export products.It will be greatly appreciated if you will pay your attention to it as soon as poible.
至于我们的信用情况，可向当地的中国银行查询。
As to our credit standing, we suggest you refer to the Bank of China at your end.
谅能惠予合作，预致谢意。
We are looking forward to your cooperation and thank you in advance.
谨上
Yours faithfully,
第20篇：商务信函
1.称呼和结束句：Dear SirYours faithfully Dear MadamYours faithfully Dear SirsYours faithfully Dear MadamYours faithfully Dear MadamYours faithfully Dear Ms BrownYours sincerely Dear MrMithYours sincerely
2.介绍这封信的背景：
With reference to:
With reference to your advertisement in the Times of 12th December,…
With reference to your phone call today,…
3.解释写信原因：
I am writing to…
I am writing to confirm the arrangement.
I am writing to enquire about the price and discount of your products.
I am writing to inform you that we have sent your goods on July 21.
I am writing to apologise for the delay of the goods.
4.提出要求：
I would be grateful if you could send me a catalogue.
I would appreciate it if you could deliver them as soon as poible.
Could you poibly give a presentation at the annual sales conference?
5.表示感谢
Thank you for…
Thank you for your telephone call today.
Thank you for sending the catalogue to me.
6.随信寄去的材料
Please find enclosed a cheque.
I am enclose a price list.
We enclose a brochure.
7.表示道歉
I am sorry that our cashier charged you too much.
I apologize for not attending the meeting.
I am sorry for not replying to your letter.
8.确认某事
I am pleased to confirm the booking of the conference room on Monday ,March 3—5 .I can aure you that we can deliver the goods by the required date.
9.讲述不好的消息
Unfortunately, the handles of the teapots were miing.
I am afraid that only two of the ten microphones can work.
10.结束一封信
Thank you for your help.Please contact us again if we can help in any way./ you have any questions.I look forward tohearing from you soon./meeting you ./ seeing younext Friday.
