Transcript Document

Contemporary Business Writing
 Fundamentals of Modern Business Writing
现代商务英语写作的基本原则
 Business Letter Writing
商务信函写作
 Report Writing
报告写作
Business English Writing
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Establishing Business Relations 建立贸易关系
Inquiries and Requests 日常询盘
Replies 回复函
Declining a Counteroffer 拒绝还盘
Orders 定单
Complaints and Claims 投诉与索赔
Adjustments to Claim Letters 索赔复函
Urging Establishment of Letter of Credit 催证
Invitations and Thank-you Letters 邀请函与感谢信
Notes and Announcements 便条与通知
Letters of Application 申请信
Resume 简历
Recommendation Letters 推荐信
Establishing Business Relations建立业务关系
 Establishing business relations is the first step in a transaction in
international trade. Writing letters to new customers to establish
relations is a common practice in business communications.
 General information about a company, including the name and
address, can be obtained through the following channels:
1. Banks
2. Chambers of commerce
3. Advertisement in the media
4. Commercial counselor´s office in foreign countries
5. Exhibitions and trade affairs
 When you write your first letter, you should tell your reader how you
obtained his or her name and address, express your desire to do
business and explain what you hope to buy or to sell.
Useful Expressions
 一. We have your name and address from the Commercial Counselor´s Office of
your embassy in Beijing and are now writing to you for the establishment of
business relations.
我们从贵国驻京使馆商务参赞处得悉贵公司行名及地址，现特致函与贵公司
建立业务关系。
1. We have obtained / come to know / heard / learned your name and address from
our embassy in your country.
2. We owe your name and address / fax number / postcode / business scope /
products / E-mail address to China Council for the Promotion of International
Trade in Beijing.
 二. We have learned by courtesy of Mr.Greenhow that you are one of the leading
importers of Chinese chemicals and pharmaceuticals in your country.
承蒙格林豪先生介绍，我们得知你们是贵国中国化工产品和药品的主要进口
商之一。
例：We understood from World Bank / through the courtesy of CCPIT / on the
recommendation of AerChem, Inc. / after contacting your trade delegation that
you are one of the leading importers of Chinese Chemicals and Pharmaceuticals in
your country.
 三. Your firm has been recommended to us by Bank of China in
Beijing .
在北京的中国银行已把贵公司介绍给我们了。
例：Your name has been introduced /suggested / brought forward /
given to us by Citibank, Shenzhen office.
 四. We have the pleasure of introducing ourselves to you as a stateoperated corporation dealing exclusively in light industrial goods. 我
们有幸自荐，我们是一家专营轻工业品的国有公司。
例：We
have the pleasure to introduce
take pleasure in introducing
take the liberty of introducing
avail ourselves of this opportunity to introduce
are venturing to write to introduce
wish to introduce
ourselves to you as a state-operated corporation dealing in light
industrial goods.
 五. We are the chief cigarette packing materials exporter in Austria and are
thankful to the Chinese Embassy in Vienna for giving your name.
我们是奥地利主要的香烟原辅材料出口商，并感谢驻维也纳的中国使馆向我
们提供了你们的行名。
例：We are thankful / grateful / obliged / indebted to the Chinese Embassy in
Vienna for giving us your name and address.
 六. Specializing in the export of Chinese arts & crafts goods, we express our
desire to trade with you in this line.
我们专门经营中国工艺美术品出口，愿与贵方进行交易。
例：Specializing / Being experienced / Having been for years / Dealing exclusively
in the export of Chinese............
 七. It is hoped that by our joint efforts we can promote business as well as
friendship.
希望通过共同努力，我们既可促进贸易又能增进友谊。
例：It is hoped that through our endeavors / to our mutual benefit / for our
common interests we can promote........
结 束 语
We look forward to your favorable reply.
等候佳音。
例：we await / appreciate / expect / anticipate / hope to
receive your favorable reply.
We shall be grateful / obliged / glad / thankful
will reply at an early date.
敬请早日答复，将不胜感激。
if you
Your early reply / prompt attention / immediate response /
favorable answer will be highly appreciated.
如蒙早日答复，将不胜感谢。
We await your further news with interest.
我们切盼你方进一步的消息。
Sample Letters for Establishing Business Relations
Dears Sirs,
Your name and address have been given to us by the Hongkong &
Shanghai Banking Corporation of Jakarts . We are now writing to you
for the establishment of business relations.
We have had no contact with yout country before. In view of the
developing friendly relations between our two countries, we wish to
ascertain whether cooperation to the advantage of both our firms could
be established. We invite you to send us details and prices, possibly also
samples, of such goods as you would be interested in selling, and we
shall gladly study the sales possibilities in our market . On the other
hand, please favor us with a list of those goods you are interested in
obtaining from us so that we might be able to quote on some and give
you all the necessary information regarding supply possibilities.
Yours faithfully,
Dear Sirs,
business scope =
line of business 经营范围
We owe your name and address to the Chamber of Commerce, Tokyo, who informed us
that you are in the market for Personal Computers.
We are one of the largest computer manufactures in our country in our country and
have been handing various kinds of computers for about 10 years. We approach you
today in the hope of establishing business relations with you and expect, by our joint
efforts, to enlarge our business scope.
In order to acquaint you with our business lines, we enclose a copy of our illustrated
catalogue covering the main items suppliable at present. If you are interested in any of
the items, please tell us by fax. We´ll give you our lowest quotations and try our best
to comply with your requirements.
Our customers are always satisfied with our products and the service after the sale. We
believe that you will be, too , after we do business together.
Our banker is the Bank of Tokyo, Japan. They can provide you with information about
our business and finances.
We are looking forward to your early reply.
Yours faithfully,
Manufacturers Write to Importers
Now more and more factories and manufacturers are allowed to sell their products
in the world market. If you are working in such an enterprise with the Government´s
approval of import and export, you will be write directly to the importers abroad for the
sale of your products without any help from an export company.
Sample Letter 1:
Dear Sirs,
We have been manufacturing this product for 20 years.
Our success in trade, which can be seen from our rapid expansion from a single factory
of medium size twenty years ago to a total number of fourteen large modern factories
situated at various places in the Pudong Development Zone today, depends entirely on
the trustworthiness of our products. Our trade name, which we value so much, will
sufficiently warrant your confidence in us.
Yours faithfully
Exercises
Complete the following sentences
一. We have the pleasure of
1. 告诉你们，我们已经与贵方代表( representative ) 取得了联
系。
2. 获悉贵方对与我公司建立业务往来很感兴趣。
3. 将我公司驻沪办事处的地址及联系人告诉贵方。
二. We are appreciative of
1. 贵方有和我公司建立贸易关系的意向( intention )。
on the recommendation of..承..推荐、介绍
2. 贵方为促进我们双方的贸易和友谊所作的努力。
by courtesy of ...
through the courtesy of...承..的好意相告
3. 贵方对此事的及时处理。
三. 1. 承蒙中国银行的介绍，
2. 多亏我驻贵国使馆经参处的介绍，
3. 经汤姆和威廉姆公司推荐，
we learnt that you are the chief importer of electric appliances in your
country.
Exercises
Translate the following letter into English
美国 J & M 有限公司已将贵公司的名称和地址告知我们，并认
为贵公司是中国有潜力的棉布买主。棉布属于我公司的经营范围，
我们将很乐于与贵公司建立直接的业务关系。
兹随函附上商品小册子和价目单各一份，以便于了解我们可供
出口棉布的概况。一当接到贵方的具体询价，将立即航空邮寄我公
司的报价单和样本。
恭候佳音。
………. 谨上
Inquiry
询盘
Inquiry Sheet
询价单
Quotation
报价
Indent
定单
Invitation to Offer 邀请发盘
Offer
发盘
Firm Offer 实盘
Counter Offer
还盘
Voluntary Offer
主动发盘
Bid
递盘
Acceptance
接受
Contract
合同
Confirmation
确认书
备忘录
Conditional Acceptance 有条件的接受
Agreement
协议
Memorandum
Import Contract
进口合同
Purchase Contract 购买合同
Sales Contract
销售合同
Allowance
折让、允差
Current Price
现行价
Rebate
回扣
Wholesale Price
批发价
Purchase Confirmation 购买确认书
Retail Price
零售价
Sales Confirmation 销售确认书
Businessman/Merchant/Dealer 商人
Wholesaler
批发商
Retailer
零售商
Sole / Exclusive agent
独家代理
Salesman
推销商
Speculator
投机商
Compensation trade
补偿贸易
Writing Guidelines
1. Generally speaking, this type of letter should include the sources of
information related to
-the address, e.g. how you know his name and address;
-your intention, i.e. Why you are writing to him;
-a brief introduction of your firm, e.g. your business scope、 your
branches, and also your liaison offices, if any; references as to your
firm´s financial standing and credit rating, etc.
2. If you are in the market for the goods the addressee can export, you
may also request for samples, price-list, catalogues, etc. Meanwhile
you may state simple, clearly and concisely what you can sell.
Report Writing 报告写作
 Memorandum and Informal, Short Reports
备忘录与非正式的短篇报告
 Proposals and Formal Reports
建议书与正式报告
 Punctuation Marks
标点符号
商务信函构成要素
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标准部分：
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Letterhead 信头: 包括发信人公司的名称、地址、传真或电传号码。
Date Line 发信日期
Inside Address 封内收信人地址
Salutation 对收信人的尊称
Body 正文
Complimentary 结尾敬语
Signature 签名
二. 特别部分：
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Attention Line
制定收信人
Subject and Reference Lines
事由
Organization Name
公司名称
Author, Title and Department
撰稿者印刷体姓名
Reference Initials
主办人代号（便于考查信函的主稿人和打字人）
Enclosure Notation
附件注明
Copy Notation 复本注明（CC to Mr.Li 或 CC The Uni Trading Co.,Ltd.)
Make corrections in the format of the following letter
Rocky Mountain High Country Realty
Mile High Building
One Denver Plaza
Denver, Colorado 80200
Pueblo, CO 81002
2009 West Prospect Street
Ms. Kim Jameston, Attorney
Ms. Ms. Kim Jameston, Attorney
2009 West Prospect Street
Pueblo, CO 81002
Dear Ms. Jameston:
We appreciate your April 23 letter concerning the failure of one of our sales
Representatives to inform your client of the possible zoning of the Blake property.
Please accept my sincere apology for not having corresponded with you sooner.
The sales..............
ROCKY MOUNTAIN HIGH COUNTRY REALTY
Cordially,
Cordially,
ROCKY MOUNTAIN HIGH COUNTRY REALTY
Residential Property
Joe Crossman
Sales Manager
Sales Manager, Joe Crossman
Residential Property
Letterhead
Systems A/S Corporation
Tel:+45 83894232 Fax:+45 83894234 Web Site: www.systems.com
E-mail: [email protected]
Dateline
March 23, 2004
Inside Address
Mr. Jame
收信人姓名
Director of Personnel
Windsor Mils Inc.
212 Magnolia Avenue
Spartanburg, South Carolina 29301
The United States of America
Attention Line
Salutation
Subject Line
Body
Complimentary Close
Organization Name
Signature
Author, Title
Department
Reference Initials
Enclosure Notation
Copy Notation
收信人职位、头衔
单位名称
门牌号码、街道名称
城市、州、邮编
国家
Attention Mr .Li (指定收信人或某个部门）
Dear Mr. Zhang
Re / Subject: Claim No. MA-457972 信文的主旨
--------------------------------Cordially,
Systems A/S Corporation
Joe Grossman
Sales Manager
XYW : SH
Encl.
CC to Mr. Zhang
March 10, 1999
Professor Fan Hong
Foreign Languages Department
Jiangxi normal University
Jiangxi, 300027
Dear Prof. FAN,
I am very interested in Business English and wish to learn more from
your lectures. This week I am going to write a letter to IBM company
Requesting information about the availability of a product. Could you
Please send me some information on the formats of the business letter?
I would be very grateful for your kind help and early reply.
Sincerely yours,
(Signature)
Li Ping
Complimentary Close客套结束语
 亲密式：
Cordially,
Cordially yours,
Intimately yours,
 普通式： Sincerely,
Sincerely yours,
Yours sincerely,
Very sincerely yours,
 正式：
Your truly,
Very truly yours,
Yours very truly,
 最正式： Respectfully,
Respectfully yours,
Yous respectfully,
Very respectfully,
Yours faithfully,
Faithfully yours,
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