作者：冼燕华
出版社：暨南大学出版社
格式: AZW3, DOCX, EPUB, MOBI, PDF, TXT
21世纪国际商务教材教辅系列·新编国际商务英语函电（第二版）试读：
编写说明
随着国际经济与贸易的迅猛发展，国际贸易对不同层次的人才需求不断扩大。中等职业学校国际商务专业的任务就是面对新形势，培养从事国际商务工作的一线初级人员或为高等职业技术学院输送专业人才。为了培养“语言+专业”的高素质复合型人才，以适应全球经济一体化和我国对外贸易发展的需要，我们在研究、吸取现行多种同类教材优点的基础上编写了本教材。“国际商务英语函电”为国际商务专业主干课程，是一门实践性、操作性很强的课程。在编写过程中，我们尽可能贴近业务实际和学生特点，选用一些实用的信函范例以及合同、信用证、单据等实例供学生阅读和练习，力求做到准确精练、深入浅出，突出实用性和可操作性，充分体现职业教育“以能力为本，以应用为目的，以学生为主体”的特点。
本书共十章，按外贸业务进展的不同环节和内容进行编写，包括建立业务关系、询盘、发盘、还盘、订单和成交、支付、信用证、装运、保险及投诉和索赔等章节。各章节包括业务介绍、国际业务往来函示例、词语注释、练习等四个部分，有些章节还补充了外贸公司的全真单据以供读者阅读。
本书融英语语言知识和国际商务外贸业务知识为一体，内容新颖、表达流畅、重点突出、实用性强，可作为中专、高职高专国际商务、商务英语、外贸、外经和其他相关财经类专业学习国际商务英语函电的教材，也可作为有志于从事国际商务的人员自学或参加全国外销员资格考试的参考书。对从事外贸、外经、外事及合资企业工作的业务人员、翻译人员和涉外公关文秘人员有很高的实用价值。
本书各章节编写分工为冼燕华（信函格式、第一章、第二章、第三章和附录），陈梅（第四章、第五章、第六章和第九章），曾馥（第七章、第八章），朱艳君（第十章）。全书由冼燕华负责总纂和修审。
本书在编写过程中参考了同类各种教材，在此谨对前辈们和同行们所付出的辛勤劳动表示感谢。由于时间仓促，加之我们水平有限，书中难免存在不妥之处，欢迎广大师生和同行专家不吝赐教。编者2012年5月The Layout of a Business Letter信函格式Forms of a Business LetterToday almost all the business communities recognize with one consent the significance of essential communicating skills, for all business activities rely on the satisfactory exchange of information. Although formality in business letter-writing is rapidly giving way to a less conventional and more friendly style, the layout of a letter still follows more or less a set pattern determined by customs. Though choice of layout is a matter of individual taste, yet it is safer to follow those established practice to which the business circle has got used, in order to avoid confusion and save time for both the addresser and the addressee. It is a good plan to adopt one form of layout and stick to it.Basically, two main patterns of layout are in current use—the conventional indented style and the modern blocked style. The indented style takes in the first line of each paragraph in the body of the business letter. The blocked style has now come to be much more widely used than before, because it is compact and tidy. Its outstanding characteristic is that all typing lines, including those for date, inside name and address, salutation, subject heading and complimentary close, begin at the left-hand margin and paragraphs are not indented. There are double spaces between paragraphs.1. Indented Form（缩进式）2. Blocked Form（齐头式）Parts of a Business Letter
Whether the indented style or the blocked style is used is determined by individual taste or by a firm's preferred style, whatever form is employed, an ordinary business letter consists of seven principle parts：
1. Letter-head；
2. Date；
3. Inside name and address；
4. Salutation；
5. Message, or the body of the letter；
6. Complimentary close；
7. Signature and position.
Sometimes your letter might contain some more parts such as：
8. Reference；
9. Attention line；
10. Subject line；
11. Enclosures；
12. Carbon copy notation；
13. Postscript.The following letter is designed to illustrate the position of each part mentioned above.1. The Letter-head（信头）
Letter-head includes the essential particulars about the writer: name and postal address, phone and fax number, also e-mail address.2. The Date（日期）
The date should be typed or written in full. For the day, either cardinal numbers or ordinal numbers can be used. However, there is a growing tendency to omit the ordinal suffixes（e. g.-st, -nd, -rd and -th）follow the day of the month in the date line（e. g.3 May for rd3May）. So the recommended forms for dates are, for examples, as follows：
October 25, 20. .
Never give the date in figures, for it can easily cause confusion. For instance, 6/5 20. . would mean May 6, 20. . in Britain, but in the United States and some other countries it would be taken as June 5, 20. . .3. The Inside Name and Address（封内名称和地址）
It is the usual practice to include, in all business letters, the name and complete address of the correspondent or organization for whom the mail is intended. We usually type the inside name and address in blocked paragraph form at the left-hand margin of the letter. This helps to give the letter a tidy appearance.4. The Salutation（称呼）
The salutation is the complimentary greeting with which every letter begins. Its particular form depends on the writer's relationship with the receiver.
For ordinary business purposes, “Dear Sirs”, “Dear Madams”, “Dear Sir or Madam”or“Gentlemen”is used for addressing for two or more, as where a letter is addressed to a firm. The salutation always appears on a line by itself and followed by a comma for“Dear Sirs”and a colon for“Gentlemen”. e. g. “Dear Sirs, ”and“Gentlemen:”.
The trend to use the salutation these days is towards informality, especially if the receiver is known to the writer personally. Hence the warmer greeting such as“Dear Mr. White”is used widely, too.5. The Message, or the Body of the Letter（正文）
This is the part that really matters. Before you begin to write, you must consider the following two points：（1）What is your aim in writing this letter？（2）What is the best way to go about it？
To write business letters effectively, you should be familiar with and follow certain essential qualities of business correspondence, which can be summed up in“Three Cs”: Clearness, Conciseness and Courtesy.6. The Complimentary Close（结尾敬语）
The complimentary close is merely a polite way of ending a letter. It should match the form of the salutation. The most common sets of salutation and complimentary close are：
Formal: Dear Sirs→ Yours faithfully, Gentlemen→ Yours truly；
Informal: Sincerely yours, Best regards, yours, etc.7. The Signature and Position（签署）
The signature is the signed name or mark of the person writing the letter and taking responsibility for it, or that of the firm he or she represents. Because many hand-written signatures are illegible, the name of the signer is usually typed below the signature and followed by his/her job title or position.8. The Reference（案号）
The references may include a file number, department code or the initial of the writer. They are marked“Our Ref. ”and“Your Ref. ”to avoid confusion. They may be placed immediately below the letter head.9. The Attention Line（注意事项）
The attention line is used to direct the letter to a specific individual or section of the firm. It generally follows the inside name and address.10. The Subject Line（事由）
The subject is often inserted between the salutation and the body of the letter to draw the receivers' attention to the topic of the letter.11. The Enclosure（附件）
Below the two line-spacing of the signature, the writer may indicate one or more enclosures in the letter by following any one of these examples：
Enclosure
Enclosures: 3 copies
Enc.
Encl as stated12. The Carbon Copy Notation（抄送）
When copies of the letter are sent to others, type“Cc”below the enclosure at the left margin.
Notation for Cc would look like this in your letter：
Cc Guangzhou Branch Office13. The Postscript（附言）
If the writer wishes to add something he/she forgot to mention, he/she may type his/her after-thought two spaces below the copy notation. Try to avoid using postscripts as far as possible, since it may suggest the writer fails to plan his/her letter before he/she writes it.Envelope Addressing
The three important requirements of envelope addressing are accuracy, clearness and good appearance.
The name and address of receiver start one third of the way across the envelope from left to right and half down from top to bottom. Type the name and address of the sender at the left top corner of the envelope and leave a blank space on the right for stamp. The following layout shows where to write both the sender's and receiver's names and addresses.e. g.Exercises
Ⅰ. Arrange the following in proper form as they should be set out in the letter.
1. Sender's name: Guangzhou C/Y Trading Company Limited
2. Sender's address: 123 Huangpu Road, Guangzhou, China
3. Date: March 23, 20. .
4. Receiver's name: P. Fellini Company Limited
5. Receiver's address: Via Nicolosi 5, 20121 Milan, Italy
6. Salutation: Dear Sirs
7. Subject: Teenage Fashion Sportswear
8. The message：
We thank you for your letter of March 21 enquiring for the captioned goods.
The enclosed booklet contains details of all our Teenage Fashion Sportswear and will enable you to make a suitable selection.
We are looking forward to receiving your specific enquiry with keen interest.
9. Complimentary close: Yours faithfully
10. Signature and position: Marry Yang, Marketing Manager
Ⅱ. Address an envelope according to the following information.
Sender: Paul Wang
GD East Trading Company Limited，
123 Daxin Road, Guangzhou, P. R. China
Receiver: Tera Smith
Miracle Import and Export Inc.
89 High Street, Malacca, Malaysia第一章|Chapter One建立业务关系|Establishing Business RelationsIntroductionIn international trade, establishing business relations is the first step in a transaction in foreign trade. Writing letters to new customers for the establishment of relations is a common practice in business communications. To establish business relations with prospective dealers is one of the important measures either for a newly established firm or an old one that wishes to enlarge its business scope and turnover.There are several channels through which importers and exporters can get to know each other.
1. Necessary information can be obtained from the Internet.
2. They may introduce themselves or be introduced by their friends.
3. Banks are always ready to supply the names and address of exporters.
4. A chamber of commerce is an organization of businessmen. One of its tasks is to get business information and to find new business opportunities for its members.
5. Another way to get the information you want is through ads. in the newspaper and magazines.In such cases, the writer usually informs his/her addressee of the following：
1. Source of information；
2. Intention；
3. Self-introduction.If the writer intends to buy for import, he/she may also make a request for samples, price lists, catalogues, etc. To close the letter, the writer usually expresses his/her expectation of cooperation and an early reply.Business Terms（贸易术语）Lesson One（A）Request for the Establishment of Business Relations
写信意图
日本DOCKER公司是一家皮制品贸易公司，从网上得知广州东方进出口公司的名称和地址，特致函该公司希望与他们建立业务关系。（B）Reply to the Above
写信意图
广州东方进出口公司在收到日本DOCKER公司的来信后，马上回函欢迎他们与本公司建立业务关系，并按要求寄送最新的商品目录和价格表。Notes1. obtain（v. ）获得
We wish to obtain a firm offer for Men's Shirts.
我们希望获得男式衬衫的实盘。
Now a lot of information can be obtained from the Internet.
现在可以从互联网获得许多信息。2. establish business relations 建立业务关系
类似的表达：enter into business/trade relations with sb．等。
We are seeking to establish direct business relations with your firm.
我们寻求与贵商行建立直接的业务关系。
As this item falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you at an early date.
由于这种商品属于我们的经营范围，我们希望尽早与你们建立直接的业务关系。3. various kinds of 各种各样的
We are interested in various kinds of Chinese Cotton Piece Goods.
我们对各种各样的中国棉布感兴趣。4. Leather Goods 皮具5. appreciate（v. ）感激；感谢
We appreciate your kind cooperation.
感谢你们的友好合作。
Your kindness will be highly appreciated.
非常感谢你们的好意。
It should be appreciated if you could quote us the lowest price.
如能报给我方最低价，我方将不胜感激。6. quotation（n. ）报价
to make sb. a quotation for sth．向某人就某商品报价
Our quotation for 30 tons of Groundnuts is valid for 10 days.
我方对30吨花生的报盘10天内有效。
Please make us your best quotation for 500 cartons of Canned Yellow Peaches.
请给我方报500箱罐头黄桃的最低价。7. be pleased to do sth．乐于做什么
类似的表达：be glad to, be pleasant to, take pleasure in doing sth．等。
We shall be pleased to receive your early reply.
我们将很高兴收到你们的早日答复。8. as requested 按照要求
类似的表达：at your request, as you requested等。
As requested, we are sending you a brochure and a sample book.
按照你方要求，我们给你们寄去一本小册子和一份样本。9. under separate cover 另外邮寄
类似的表达：by separate mail, by another mail, separately等。
We are sending you our catalogues under separate cover.
我们另外邮寄我们的商品目录。
We are sending you by another mail our quotation sheet.
我们另外给你们寄去报价单。10. latest（adj.）最新的；最近的
This is our latest price list for Men's Shirts.
这是我们男式衬衫的最新价格表。11. catalogue（n. ）目录
Price lists and catalogues will be sent on request.
价格单和目录承索即寄。12. export（n. ）出口；出口商品（v. ）出口
We handle the export of Light Industrial Products.
我们经营轻工产品的出口。
Our exports are stated in the catalogue enclosed.
我们的出口商品在附寄的目录中列明。
We export a large quantity of Chinese Black Tea.
我们出口大量的红茶。
import（n. ）进口；进口商品（v. ）进口
We are interested in the import of foodstuffs.
我们对进口食品感兴趣。
We import silk from China.
我们从中国进口丝绸。13. item（n. ）货物
Item No. =Article No．商品货号
If you are interested in any of our items, please let us know.
如果你们对任何产品感兴趣，请告知我方。14. interest（n. ）兴趣
be of interest to sb．某人对某物感兴趣
This item is of interest to us.
我们对此产品感兴趣。
take/have interest in sth．对某物感兴趣
We take interest in your hand tools.
我们对你们的手工工具感兴趣。
with interest 有兴趣地
We are looking at the exhibits with great interest.
我们正兴致勃勃地看着展品。15. enclose（v. ）附寄
We enclose a copy of price list.
附上价格单一份。
Enclosed please find an invoice for the goods you ordered.
附上你方所订货物发票一份，请查收。
enclosure（n. ）附件（常缩写为Encl．或Enc. ）
We thank you for your letter with enclosure.
你方来函及附件收悉，谢谢。Exercises
Ⅰ. Fill in the blanks with proper words.
1. Your Sport Shoes are of__________to us, please send us your latest catalogues.
2. We__________your name and address from the Commercial Counsellor's Office in your country and learnt that you are one of the leading buyers of Chinese Leather Goods.
3. As we deal in computers, we shall be pleased to__________business relations with you.
4. In order to expand our business in your market, we are writing you in the__________of opening up business relations with your firm.
5. __________we are sending you a catalogue and a price list.
6. It will be__________if you could send us your latest catalogues.
7. We will send you our latest sample book under separate__________so as to give you a general idea about our products.
8. We shall be__________to receive your early reply.
9. Please make us your best__________for Men's Shirts.
10. We handle__________kinds of Chinese Cotton Goods.
Ⅱ. Translate the following sentences into Chinese.
1. Our lines are mainly Children's Garments.
2. We are a state-operated corporation dealing in Light Industrial Products.
3. We send you under separate cover a brochure of Electronic Products now available for export.
4. Our company is contacting you in the hope of importing Printers at competitive prices.
5. It will be greatly appreciated if you will give us your cooperation.
Ⅲ. Translate the following sentences into English.
1．我们公司对各种各样的男式衬衫感兴趣。（be of interest to）
2．我们是本地区最大的皮革制品出口商之一。（exporter）
3．按照你方的要求，现另外邮寄我方最新商品目录。（as requested）
4．我们很高兴给你们报毛衣的最低价。（make sb. a quotation for）
5．从ABC公司处得知你公司的名称和地址，望与你方建立业务关系。（obtain）
Ⅳ. Fill in the blanks with proper words.
Dear Sir or Madam，
Your company has been introduced to us by Mr. Wilson, the sales manager of ABC Trading Company. As this item falls within the scope of our b__________activities, we shall be p__________to e__________direct trade r__________with you at an early date.
To give you a general idea of the v__________kinds of products we handle, we e__________a brochure. Price lists will be s__________to you by e-mail as soon as we r__________your reply.
We look f__________to your early r__________.Yours faithfully，
Ⅴ. Write a letter of establishing business relations according to the following situation.【写信情景】
你公司为寝具（Beddings）进口公司，具有多年的经商经验。从中国制造网上看到了北京爱丽进出口公司的产品介绍后，你对该公司的产品感兴趣，故致函对方希望与他们建立直接的业务关系，并期望得到他们床单（Bed sheets）的样品。Lesson Two（A）Self-introduction and Sending Materials
写信意图
广东省纺织品进出口（集团）公司从英国伦敦史密斯公司处了解到英国Miracle贸易公司需要大量购买棉布，故主动致函对方作自我介绍，并希望获得对方的具体询盘。（B）Reply to the Above
写信意图
英国Miracle贸易公司收到广东省纺织品进出口（集团）公司的信函后，表示也很乐意与对方建立业务关系，并对该公司的印花细布进行了具体的询盘。Notes1. owe sth. to sb． 把……归功于某人
We owe your name and address to the Chamber of Commerce.
承蒙商会介绍得知贵公司的名称和地址。2. inform（v. ）通知
inform sb. of sth.
We shall inform you of the name of the vessel.
我们将把船名告诉你方。
We wish to inform you that the goods will be forwarded to you within the third quarter of the year.
我们希望告知你方，货物将于今年的第三季度内运交你方。3. be in the market for sth． 想要购买
We are in the market for a large quantity of Walnuts.
我们想要购买大量的核桃。4. Cotton Piece Goods 棉布
Printed Shirting 印花细布5. take this opportunity to do sth． 借此机会做某事
We' d like to take this opportunity to express our thanks to you for your close cooperation.
我们愿借此机会对你们的亲密合作表示感谢。6. handle（v. ）经营
We handle the export of bicycles.
我们经营自行车的出口。
Handle with care.
小心轻放。7. rough（adj. ）粗暴的；粗略的
The packing is expected to stand rough handling.
这种包装能经得起粗鲁的搬运。
give sb. a rough idea of sth．令某人对某物有大致的了解
Could you give us a rough idea of the quantity you require？
能否告知你们大概需要的数量？8. for one's reference 供某人参考
For your reference, we are sending you the samples and catalogues.
我们寄上样品和目录供你方参考。
类似的短语：for your information 供你方参考
for your consideration 供你方考虑9. motivate（v. ）激励；促进
Discounts can motivate buyers to place large orders.
折扣能激励买方大量订购。
He was motivated by profits and expected substantial orders between them.
他被利润所激励，并期盼他们间的大笔交易。10. profit（n. ）利益，利润
We hope to catch the selling season and make profits.
我们希望可以赶上销售旺季并获得利润。11. click on 点击
If you are interested in our goods, please click on our webpage.
如果你们对我们的产品感兴趣，请点击我们的网页。12. enquiry /inquiry（n. ）询盘；询价
general enquiry 一般询盘
specific enquiry 具体询盘
We thank you for your enquiry for Textiles.
感谢你们对纺织品的询盘。
enquire/inquire（v. ）询盘；询价
We are writing you to enquire for Carpets.
我们写信给你们，希望对地毯进行询盘。13. desire（n. ）渴望
They have no desire to buy anything at the moment.
目前他们不想购买任何产品。
desirous（adj. ）渴望的；想要的
be desirous to do sth. /be desirous of doing sth．想干某事
We are desirous of entering into direct business relations with you.
我们想与你方建立直接的业务关系。14. interesting（adj. ）引起兴趣的
This item is not interesting to us.
我们对这个产品不感兴趣。
interested（adj. ）感兴趣的
ABC Company is not interested in our offer.
ABC公司对我们的发盘不感兴趣。
interest（v. ）使感兴趣（n. ）兴趣；利息；股权
Your price is too high to even interest buyers in making a counter offer.
你们的价格太高，买方连还盘都没有兴趣。
They showed great interest in our canned food.
他们对我们的罐头食品感兴趣。15. enquiry note询价单
相当于enquiry sheet
We are sending you a copy of our enquiry note.
我们给你们寄去询价单一份。16. attach（v. ）附加；附上
We attach some copies of our catalogues for your study.
附寄产品目录数份以供你方研究。
attachment（n. ）附件
Thank you for your letter and attachment.
感谢你方的信函和附件。17. regarding（prep.）关于
类似表达：with regard to, in regard to, as regards
We have got information regarding the case.
我们已得到关于这事的信息。
Please let us have your price list regarding your Air Conditioners.
请寄你方的空调价目单。Exercises
Ⅰ. Choose the best answer.
1. If any of the items is__________to you, please let us know.
A. interest
B. interesting
C. interested
D. interests
2. We are__________in the import and export of Light Industrial Products.
A. interest
B. interesting
C. interested
D. interests
3. We have obtained your name and address__________a friend of mine in New York.
A. in
B. at
C. from
D. to
4. We are in the market__________Toy Cars.
A. for
B. in
C. with
D. at
5. We look forward to__________from you soon.
A. hear
B. hearing
C. be heard
D. hears
6. We are sending you the samples__________requested.
A. be
B. are
C. as
D. for
7. We are desirous__________doing business with you.
A. to
B. of
C. with
D. at
8. It will be greatly__________if you will send us your latest catalogue.
A. appreciated
B. appreciate
C. appreciate it
D. appreciating
9. We shall__________if you will give us your cooperation.
A. appreciated
B. appreciate
C. appreciate it
D. appreciating
10. As requested, we are airmailing you，__________，a sample of Art. No.123 for your ref-erence.
A. under separate mail
B. under different cover
C. under separate cover
D. by another cover
Ⅱ. Fill in the blanks with proper prepositions.
1. We have been informed that you are__________the market__________Plastic Bags.
2. Should any of the items be__________interest__________you, please let us know.
3. Please inform us__________the name of the vessel.
4. We are glad to learn that you wish to enter__________business relations__________us.
5. We have got information__________regard__________this item.
Ⅲ. Check and see whether the following sentences are correct. Mark“√”for the correct ones and“×”for the wrong ones.
1. We wish to extend our warm welcome to your desire to enter direct business relations with us in the line of textiles.（ ）
2. We' d like to take this opportunity to express our desire to trade with you in this line.（ ）
3. We receive your name from Mr. Smith who has informed us that you are at the market for Scanner.（ ）
4. We have learned from the exhibition held in Guangzhou that you are interested on our chemical products.（ ）
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