1、English Correspondence of BusinessChapter One Basic Knowledge of Business Letter WritingSection Nine Exercises 练习I. Translate the following expressions into English:Keys: 1.Commercial Councellor2.import and export 3.export list 4. enquiry 5.sample 6. price list 7.catalogue 8. Chamber of Commerce 9.
2、market price10. agreement 11.clients/customers 12. commodities fair 13. competitive price 14. EMP(European Main ports) 15. deal exclusively 16. manufacturer17. article number 18. delivery19. specification 20. trial orderII. Please improve the following sentence to them more idiamotic Keys:1. We are
3、sending you the information you asked for in your letter of June 4.2. We have received your letter of May 10.3. We are pleased to tell you that your Order 167 was dispatched yesterday.4. We sent you this morning our latest catalogue you requested in your letter of May 5.5. We hope you will consider
4、our proposals.6. We hope to hear from you soon.7.You informed us in your letter that you could not offer us Gallnuts as they were out of stock.8. In reply to your letter of the 23red last month, we are pleased to confirm the following order.9. Please take note of the Lot Number of bales so that the
5、parcel may not be mixed up on landing.10. Samples will be sent and offer made upon receipt of your specific enquiry.11. In reply to your letter 23rd May, we regret to inform you that we are now not in a position to offer you the quantity as required.12. Thank you for your quotation dated September 5
6、, 2007. We intend to place a trial order with you.13. You will no doubt ope the relevant L/C at the end of May.14. We feel sure that you will be entirely satisfied.15. Will you please send us your latest catalogue and pricelist?16. We wish you could effect insurance on the goods with PICC.17. Please
7、 send me a copy of the agreement.18. Your products are not up to our standard.19. I regret I cannot agree to your suggestions.20. We have semimonthly direct sailings from Hong Kong to San Francisco.III. Arrange the following in proper form as they should be set out in a letter Keys:OpenV. Point out
8、the mistakes in the following addresses and rewrite them.Keys:A. B. C.Mr. Henry Taylor London City Bank Mr. John Smith150 Bench Street 12 Queen Street 16 Front StreetLondon, E. C. 3 London, E.C.5 Liverpool L6 3FYEngland EnglandVI. Please write a letter according to the following particulars:Keys:Sha
9、nghai Light Industrial Products Corp.11 Jiefang RoadShanghaiTel: 021-43715589The Pacific Trading Inc.87 Broadway ST.New York, NY10408Oct.28,2008Dear Sirs,Thank you for your interest in our products. In reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our
10、 products.We look forward to hearing from you.Yours truly,(signed)Wang XiangENCL: as stated.Chapter Two Establishing Business RelationsSection One Introduction 概述可以说没有客户，就没有业务，与潜在客户建立业务关系不仅对于新成立的公司很重要，对于那些想要扩大业务范围，增加营业额的公司来说，同样很重要。如果一家新公司，既我方一家公司，想要在国外打开市场，买入或者卖出产品，那么，他首先必须做的就是他要明白与谁做业务，通常，这类信息可以通过以
11、下渠道获得：1） 通过写信交流；2） 参加出口商品交易会；3） 出席国内外举办的展览会；4） 互派贸易代表团。上述所有途径中，写信使用最为广泛。通过写信可以从银行杂志报纸电视广告业务关系介绍市场调查商务参展商会商务参展中间人自我介绍等等来获取所需要的所有信息。从上述任何渠道获得想要得到的公司名称和地址之后，就开始着手写信与之联系。这类信是第一次寄出去的信，也可称之为“初次询盘” 。通常这类信函最初告诉阅信人他的信息来，主要包括下列内容：1） 信息来源；2） 意向；3） 经营范围和子公司、分公司，如有的话；4）公司的财经和成信情况。如果想要进口买入，可以要求看样品，价格单等。写信人可以简明扼要地
12、说明想要购买和想要买出何物。结尾时，通常要表达想要合作和期待早日答复的原望。收到这类信函后要立即回信，不能延误，并写得有礼貌，以便给对方留下一个良好的印象。这就是外贸业务信函最重要的功能。对于外贸公司来说业务往来非常重要，因此，交易商不仅要尽力巩固与已有客户的业务关系，也要不断寻求新的客户。Section Two Specimen Letters （12 封信）信函范文Specimen Letter 1 Wishing to establish relations 敬启者：我们从中国对外贸易杂志上得知贵公司名址，我公司是一家国营企业，力求扩展海外贸易。然而，我们在南非还没有任何业务往来，对你方
13、提出的任何建议我们都会认真考虑。随函所附我们最新的插图目录和最新价目表及有关的销售条款，供你方参考，我们将很高兴办理你方对我们产品的具体询盘。如你方需要进一步了解有关我们公司或我们的有关产品的情况，也务必请来信。盼即复。启Specimen Letter 2 Writing self-introduce letters 敬启者：承新加坡中国商务参赞陈华先生介绍，得知你号专营各种电器产品的出口业务，并力求扩展对外贸易。为此特联系你方，以便在我地市场推销你们的产品。我号经营进口业务以达二十多年，在新加坡各地有广泛的业务关系。目前我处对电器产品的需求不断增长，相信你号在我地的成交数字，将会相当可观。当
14、前我们对电动缝纫机尤感兴趣，请寄这类商品的最新目录、价目表，并请告知有关的销货条款，不胜感激。盼早复，希望收到你方好消息。启Specimen Letter 3 Importer writes to exporter敬启者：事由： 缝纫机我方对你们去年在斯里兰卡中国经济贸易展览会上展出的电动缝纫机留有深刻的印象。据告这类产品是由你们公司出口的。我公司有一客户拟购一批缝纫机，为此，请寄上开 400 台三斗缝纫机的形式发票一份，并请报包括佣金在内的最低价，回信时，请说明最早交货期，以供参考。盼早复。启Sepcimen Letter 4 Exporter writes to importer (1)敬
15、启者：我们从你刊登在“对外贸易“杂志上的广告得悉你公司名称，特此去函，望与你公司建立业务关系。我公司专门中国轻工业产品的出口，这些产品在世界市场上久享盛誉。兹附上目录单一份供你参考。如有兴趣，请即与我公司联系。启Sepcimen Letter 5 Exporter writes to importer (2)敬启者：承科伦坡商会介绍，得悉你号名址，并获悉你号拟进口中国生产的轻工产品。 我号生产所附插图目录中的各种轻工业用品，希望这些产品会引起你们的兴趣。信内尚随附我们最新的价目表，以供参考。 如你方拟购这类产品，请即告知，以便报价。同时，如你方需要进一步了解有关我们公司或我们的有关产品的情况，
16、也务必请来信。 盼即复。并望不久能与你方开展业务往来。 启Sepcimen Letter 6 An exporters reply to an importer敬启者：经由 ABC 公司的介绍，我公司获悉贵公司有意与棉布出口商建立业务关系，我公司正好经营这类商品。我公司是该商品的主要生产商之一，从事棉布出口已有 50 多年的历史。我公司产品种类齐全，款式多样，畅销亚洲市场。今回复你方，希望与你方建立直接的业务关系，随函附上我方所有产品目录及价格单。值得注意的是，我方将为所有订单提供 5%的佣金。相信经过双方努力，我们将建立起良好的业务关系。盼早复。启Sepcimen Letter 7 A re
17、ply to an importer敬启者：贵公司 6 月 23 日询问将中国产电器产品进口到英国的传真已经由中国驻北京的对外贸易部转交给我公司。我公司是一家国营企业，力求扩展海外贸易。然而，直到目前我们在英国还没有任何业务往来，很希望与贵公司在该行业进行业务往来。随函所附我们最新的插图目录和最新价目表及有关的销售条款，供你方参考。我方将认真办理贵公司的任何询盘。如你方需要进一步了解有关我们公司或我们的有关产品的情况，也务必请来信。盼即复。.启Sepcimen Letter 8 A reply to the importer敬启者：我们从纽约一朋友处得悉贵公司的地址，现特去函与你公司联系，希望
18、与你建立业务关系。 我公司与这里许多最大的轻工业产品销售商有良好的关系。如能从你公司得到优惠报盘，我们确信能大量销售中国货。 请告有关你公司出口商品的必要详情。 启Sepcimen Letter 9 Writing letters of Credit Enquiry of a new customer敬启者：我公司现收到大西洋电子有限公司的订单一份，订货总值达 56,500 美元。该公司提供贵行作其资信证明人。为此，我们想知道该公司是否可靠，值得信任。请提供这方面的资料，不胜感激。你方所提供的任何信息都将严予保密。如有机会，我们将乐意回报类似服务。现随附回邮信封一个，供复信之用。.启Sepci
19、men Letter 10 Favorable reply from a firm敬启者：你 2007 年 11 月 12 日来函所提到的这家公司，虽是一家小型企业，但却是一家颇有名气、很受尊敬的公司。该公司自从在本市创建以来已有 40 余年的历史。多年来，我公司一直与该公司有业务往来，该公司资信良好，诚实可信。虽然该公司不和我们做现金交易，享受我们现金结帐折扣的优惠，但他们总是准时清帐。我们给该公司的赊帐信用额总是超过你们所说的 56,500 美元。我方只了解这些，希望这些资料对你们有用，并予以保密。启Sepcimen Letter 11 Unfavorable reply敬启者：你 10
20、月 12 日的来函中所提到公司的资信，我方已予查询，十分遗憾，对该公司的赊帐要求应谨慎。约在两年前，该公司由于欠款问题，曾受其供货商的投诉，事后才全数清付。从我方查询所得资料来看，该公司并不是不城实可靠，似乎是由于该公司管理无方，尤其是由于盘子放得太大，以致于近年来多数供货商对其减少供货的赊欠额度，并缩短其赊欠期限，甚至要求付现供货。以上资料应予保密，自不待言。启Sepcimen Letter 12 Asking for information about credit conditions and management directly through a customer敬启者：请提供有关
21、你处 Watson rewarding; routed; executed IV. Translate the following sentences into English:Keys:1) Thank you for your letter of March 11 and your Order No. C2/32 attached thereto (enclosed therewith).2) We confirm having accepted your order for 5 M/T Dried Chilies, new crop, at $ 80 CFR Damascus for M
22、ay shipment.3) Enclosed is our S/C No. AG-9960 in duplicate, one copy of which please sign and return to us for our file.4) Despite the current high bid, but in order to promote the development of future business, we would like to accept your order in accordance with the conditions of your past orde
23、rs.5) I would like to repeat the offer: 15 Tunnel Frilling Rigs, specifications detailed in the technical information, at 57,000 each FOB European Major Ports.The deal will be concluded on the this conditions.6) All the shipping documents should be prepared well in order to present to the banks for
24、negotiation, which will last one week sometimes.7) We are very pleased to conclude the business and hope there will be more chances for cooporation between us in the future.8) We should invite your attention to the point that the terms of the L/C must be in strict accordance with those in the contra
25、ct so as to avoid subsequent amendment in the future.9. We confirm having accepted your order for 5 M/T Dried Chillis, new crop, at $80 C No.:unmber; LC: letter of credit; CO.: Company IV. Read the following letters regarding payment terms. Identify the writer, the term proposed and the reason given
26、. Then fill the Information Form.Keys:Letter No. Buyer/Seller Term proposed Reason1 Buyer CAD 凭单付款 Deal of small value2 Buyer T/T 电汇 Assure the time of delivery & save expenses3 Seller CIA(not COD 货到付款) Usual practice4 Seller D/A 承兑交单 To push sales5 Seller D/P 付款交单 To expand business6 Buyer Consignm
27、ent Unable to make purchase on his ownV. Fill in the blanks with the appropriate words:Keys:method, international, letter, ideal, for, trade, gives, starts, issue(open, establish), amount, and, instructions, transaction, sends, correspondent, On, correspondent, credit, usual, confirm, undertakes, du
28、e, forth(out), with, knowing, money, secure, behalf, carried outVI. Translate the followings into English:Keys:1). Please note that payment is to be made by confirmed, irrevocable L/C allowing partial shipment and transhipment, available by draft at sight.2). Our usual mode of payment is by confirme
29、d, irrevocable letter of credit, available by draft at sight for the full amount of the invoice value to be established in our favor through a bank acceptable to us.3). It has been our usual practice to do business with payment by D/P at sight instead of by L/C. We should, therefore, like you to acc
30、ept D/P terms for this transaction and future ones.4). Your proposal for payment by time draft for Order No.1156 is acceptable to us, and we shall draw on you at 60 days sight after the goods have been shipped. Please honor our draft when it falls due.5). In order to pave the way for your pushing th
31、e sale of our products in your market, we will accept payment by D/P at sight as a special accommodation.6). Your request for payment by D/P has been taken into consideration. In view of the small amount of this transaction, we are prepared to effect shipment on this (D/P) basis.7). If your L/C reac
32、hes us before the end of this month, we shall do our utmost to arrange to ship the goods you ordered at the beginning of next month.8). Please see to it that the L/C stipulations are in exact accordance with the terms of the contract.9). As to your Order No. ., please telex L/C immediately so that w
33、e can arrange shipment.10).As we are in urgent need of these goods, please expedite shipment upon receipt of our L/C.11).Please amend the Credit as requested, otherwise we cannot negotiate our draft.12).In reimbursement of these extra expenses, please draw on us.VII. Translate the following letter i
34、nto ChineseKeysDear Sirs,Weve received your letter of 9th February, asking us to send you a shipment of Tea Sets for sale on D/A term.As is known to all, our payment must be made against sight draft under a confirmed, irrevocable Letter of Credit for the amount. Therefore we regret we cannot accept your request. But in view of your goodwill of pushing the sale of our products, we can exceptionally accept the payment by L/C at 60 days sight draft.We trust that the special accommodation given to you will enable you to make a favorable decision.
