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Unit 1
Business
Letter Writing
商业书信撰写
1.
The Salutation
称呼
这是写信人对收信人的一种称呼，
其
位置是在封内地址的下面空两行，
目前外
贸书信中一般通用的称
呼语有：
Dear sir , Dear Madam, Dear
Sirs,Dear Mesdames,
Gentlemen(
不能用单数
),Dear
2.
Complimentary Close
结束客套语
结束语是一种客套用语它应与前面的称呼相呼应，后面加逗号
。如：
Dear Sir(s):
Yours faithfully,or Faithfully yours,
Gentlemen:
Truly yours,or Yours truly,
Dear , Yours sincerely or
Sincerely yours,
3.
Enclosure
附件
如信中有附件时，应在签名下注明
Encl.
或
Enc.
如附件不止一件应注明
2 Encls
or 3
Encls,
或详细列明如下：
Encls: 2 Invoices
Enc:
1 Photo
1
Certificate
4.
5.
6.
Unit 2
Establishing Business
Relations
建立业务关系
1
．说明信息来源（
The
source of information
）
Your company has been kindly introduced
to us by
?
we learn
from
?
that
?
简单介绍自己公司（
brief introduction
to your own company
）
We
wish to introduce ourselves to you
as
?
Our lines are mainly
?
写信目的（
The
intention of writing the
letter
）
We are willing
to enter into business relations with you.
we
are now writing to you for the
?
表达合作愿望（
Expressing the
intention of cooperation and getting early
reply
）
We look forward
to receiving
?
Your early
reply is appreciated.
2.
短语
be introduced
to
被介绍给??
fall within the
business scope of
属于??的经营范围
enter into (establish,
build
，
open up) business
relations with
与??建立业务关系
at an early
date
尽早
a general
idea/a rough idea
一般的了解，大致概况
Upon /on receipt of
一收到??
Look forward
to+n./v-ing
盼望，期待
the Commercial
Counsellor
’
s Office
商务参赞处
avail oneself
of
利用
In a position
to do sth
能够??
State-
owned/State-operated/State-run
国营的，国有的
Specialize in
专业经营，专营
engaged in
从事
Under/By separate cover/post
另寄，另外邮寄
with a view to
为了
3.
句子
1)
Your letter
of
the 2nd March expressing the hope of
establishing business
connections with
us has been received
with
thanks
.
你
3
月
2
日希望同我们建立业务关系的信已经收到，谢谢。
2)
在收到你方具体询价时，我将立即寄上报价单及样品。
We will send you our quotations and
samples immediately on/upon receipt of
your specific
（
con
crete
）
enquiry.
4.
信例
Write a reply to ABC co. with the
following particulars.
ledge the
receipt of their letter of June 27;
to
their proposal of establishing trade relations
with you
ity inspection will be handled
by the bureau concerned in Shanghai.
Dear sirs,
With reference
to
（关于）
your
letter of June 27,we are glad to learn that you
wish to enter into trade relations with
us, which also meets our interest.
To give you
a general
idea
（大概情况）
of our
products , we are sending you by
air a
catalog showing various products being handled by
this corporation with detailed
specification and means of packing.
Quotations and sample will be sent
upon
receipt
of
（一收到?就）
your specific
enquiries.
As we have not had the pleasure of
doing business with you in the past, we would
like to inform you that our goods for
export are to be inspected by the Shanghai
Commodity Inspection Bureau before
shipment, and necessary certificates
in
regard
to
（关于）
the quality and quantity of the
shipment will be provided.
We are looking forward to
your early reply.
Yours faithfully
Unit 3
Statuis Enquiry
咨询
1.
短语
on the point of
正要??的时候
be obliged to
sb
感激
be obliged to do sth
被迫，不得不
Meet One's
Obligation
偿清债务
inform sb. of
sth.
告知某人某事
pleased be
informed that
?
兹通知
In confidence
私下，秘密地
It goes without
saying
?
不言而喻，不用说
On your part
你方
Up to
直到
Line/business scope
业务（范围）
in line with
符合，与??一致
be in sth./ be dealing in
sth.
经营
have placed an order with
向??下订单
comply with
遵从
Turnover
营业额
proceed with
继续进行
2.
句子
1)
The firm,
Anderson & Co., is
dealing
in
pharmaceutical chemicals. They have
wide connections with
an
annual turnover
of US $$100,000. We
usually grant
them credit
up
to
US $$30,000
without
security
and they have never failed to
meet their
engagement
.
安特森公司
经营
西药化工原料。他们具有广泛的业务关系，
年营业额
约
10
万美元。
我
们通常给予他们
3
万美元的信贷，
而<
/p>
不需任何抵押物品
，
他们从来没
有不履行
承诺
。
2)
m Little & Co.
have placed an order with
us
in an amount of US
$$50,000. Since they
ask for payment to be made by D/P, instead of L/C
at sight as
usually accepted by us, we
should be glad to know if they have any record of
default and if it is safe for us to
comply with
their request.
It is understood that
any information
you may supply us with will be
considered as confidential and
without any responsibility
on your part
.
威廉立德尔公司向我们定购
5
万美元货物。
由于他们要求用
D/P
付款，
而不是
用我们通常接受的即期
L/C
付款，
因此我们将乐于知道该公司是否有任
何违约记
录，
我们答应他们的要求是否安全。
< br>勿庸说明，
你提供给我们的任何信息将被认
为是机密的，
你方对此不负任何责任。
Unit
4
Enquiries and Replies
询盘及答复
1.
写作方式
1)
介绍信息来源或提上一封信等。
We know your company
through the courtesy of
?
We are a
company dealing in
?
We write to
inform you that we are
interested in
?
We have pleasure in
informing
you that we
?
2)
具体的询价（比如要求对方提供
什么信息和服务等，这一部分要写得具体、
清楚）
If you can
quote us a firm offer
（实盘）
for
?
we shall
appreciate it.
We will be pleased to have your offer
?
Your quotations for the following will
be highly appreciated.
3)
表达合作愿望
We would like very much to
cooperate with you.
Should your price be
competitive, we intend to place a large order with
you.
We
appreciate your cooperation.
2.
短语
be keenly
interested in
很感兴趣
for our
reference
供我们参考
in demand for sth.
需要??
Meet
满足，应付
meet with
遭遇，受到
enquire for
sth
询问
enquire of sb. about sth.
询问某人某事
enquire
into
调查，探究
Regarding/concerning/about/ with regard
to/ in regard to/as regards
关于
in response
to/ in reply to /in answer to
回复，回答
to the best
of one
’
s ability
尽力
In need
of
需要
assure sb
of
sth
使确信
,
保证
fall due
（汇票）
到期
Expire
(
信用证）
到期
engage
in
从事
,
忙于
Engagement
约定
,
契约
fulfil
l
one
’
s engagement
履行契约
break
one
’
s engagement
毁约
keep
one
’
s engagement
遵守约定
enter into
new engagement
达成新契约
meet
one
’
s engagement
履行契约
place regular orders
定期订购
on behalf of
代表，
为了?的利益
enclosed
please find
附上?请查收
profit
margin
盈余，利润幅度
by separate post
另邮寄
financial
standing, business capacity and character
资金情况，业务能力和信誉
selling season
旺季
supply from
stock
现货供应
quote CIF London
报
CIF
伦敦价
confirmed ,irrevocable L/C
保兑的，不可撤销的信用证
3.
句子
1)
We
are pleased to
inform you
that there is a good sale for your drilling
machine
model Z-33 and would ask you to
send us
your best
offer
.
If your price is
found
competitive
, we are
confident there are good prospects for business.
我们乐于告诉你们，你们的
z
－
33
型钻床销路
很好。请寄给我们
最低的报盘
。
如果你
们的价格有竞争力
，我们确信有良好的业务前景。
2)
we
have much pleasure in
enclosing an enquiry sheet
for
great wall brand
canned
meat, each can containing 250 grams. This enquiry
is from a very famous
supermarket with
branches all over the country. You will notice
from the enquiry
that their requirement
is
in large quantity
and
therefore price is of utmost
importance
in concluding the transaction.
我们乐于附寄长城牌罐头肉询价单一份，
每听重量为
250
克。
这份询价是
从一
很有名的超市来的，
这个超级市场在全国有分支机构，
你们会从询价单上注意到
他们的需求量很大，因此价格是达成交易最
重要的因素。
3)
If you are
in a position
to
supply the goods
as
per
（根据）
the
attached enquiry
at
very
competitive prices, we trust large orders will be
obtained.
如果你们<
/p>
能够按
有竞争性的价格提供所附询价单上的货物，
我们相信将获得大
的订单。
4)
We have
received an order
from
James
Sharp & Co.
for
the supply
of 100 metric
tons of Newsprints. This
company is a very big publisher here
and
is in constant
need
of
all sorts of printing
paper. We are sending you this order and
understand
that a 5%
commission
will be allowed
as usual.
我们从杰姆夏普公司得到一张定购
100
公吨新
闻纸的订单。
这家公司是本地一
家大出版商，
< br>经常需要各种印刷纸张。
我们寄上该订单，
并理解你们将
如通常那
样给予
5
％的
佣金
。
5)
据悉
你
公司能出口最新型的照相机
RX
－
31
型，故与你们联系，希望能寄我
该相机目录一份。同时并请告知
其最低价，以便我与客户联系。
We have learned that
you are
in a position to export Cameras of the latest
model
are therefore writing to you and
hope that you will send us a catalogue. In
the meantime, please let us know the
lowest price so that we can approach our clients.
Unit 5
Offers and Counter-offers
发盘和还盘
1.
完整的发盘应包括下列几点：
?
对询价表示感谢
?
表明价格，折扣及付款条件的细节
?
详细说明价格包含的内容
(
如运费，保费等）
?
对交货期或装运期的承诺
?
报价的有效期
?
表达合作希望
2.
实盘
(firm
offer)
有效期的表示：
?
Subject to your
reply reaching us by
(before)
?
以?
..
前复到有效
?
Subject to your
reply (acceptance ) here within
?
days
以在??天内复到
有效
?
This offer is firm (open, valid,good)
for
?
days.
此报盘在??天内有效
3.
虚盘
(non-firm
offer)
的表示：
?
Without
engagement (obligation)
不受约束
?
Subject to prior sale
以先买为准
?
Subject to our
final confirmation
以我方最后确认为准
4.
拒绝接受发盘的信应包括以下几点
?
对发盘表示感谢
?
对不能接受表示遗憾
?
如适当可还盘
?
提示一起做生意的其他机会
5.
短语
enquire for
询价，询问
Stock
n.
存货；
v.
储存，存货
in stock
有存货
out of stock
缺货
ex stock
有存货
,
可
供现货
Quote
v.
报价
quote sb. for sth
报给某人某物的价格
make
(submit) a quotation for sth.
对某物报价
On
?
basis
eg:on CIF Karachi basis net
CIF
卡拉奇净价
quote a price on CIF basis
报
CIF
价
Commission
佣金
discount
折扣
Subject to
以??为准，以??为条件
win
popularity
受欢迎
against
按照，依据
take sth
into consideration
考虑到??，把??考虑进去
take into consideration sth
当接的宾语很长时
Make
shipment in three equal monthly
分三个月每月平均装运
Supply
with
提供
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