1、外贸英语写作, ,第一章 英文书信概述,Formats of a Business Letter,第一节 书信的格式,齐头式（ ） 信中每一行都从左边边线开始，每行取齐成一垂直线，打字时不必考虑留空,混合式 ,段落缩格，每段开始一般缩入个英文字母签名放在中间偏右方,段落齐头式,这种形式除了签字以外，其余各行都从左边边线开始，签名放在中间偏右方,第二节 书信的结构,信头（） 通常包括公司的名称和地址，电话传真号码等,日期（ ）,位置：一般位于信的右上端 注意点： 年份要全写 月份应拼写英文名称 日期可用基数词，月份和日期之间不用逗号分开，但在年份之前，需用逗号,标题（）,由几个关键的词（ ）或短
2、句组成，简明扼要，突出主题,信内地址,英美国家地址的排列次序是：门牌号，街名，城市名，州省名，国家名,称呼 ,正文（）,结束语 ,Best Regards Best Wishes Very sincerely yours Yours faithfully Yours sincerely Yours,第二章 书信的要点,Essential Points of a Business Letter,简单和直截了当 Simple & Straightforward,We have the pleasure to acknowledge your letter of Nov.14th. Thank yo
3、u for your letter of Nov.14th. Its advisable to purchase stocks when their prices are low and to sell them at the top of market. Buy low and sell high.,言之有物,You are kindly requested to ship the goods to us as soon as possible. Please ship the goods to us no latter than October 15. We can consider to
4、 reduce our price if your order is large enough. We can consider to reduce our price by 2% if your order exceeds 5000 pieces.,生动活泼,多用主动语态 Your partial shipment of machine parts has been received. We have received your partial shipment of machine parts . 少用无实意的It. It is said by managers that Managers
5、 said that It is clear that Clearly that,周全礼貌 Courtesy,Please Thank you for May I I am looking forward to Would you like to If you can If you like kindly,第三章 进出口常用套语,Useful Expressions for Import & Export,建立业务关系,Establish of Business Relationship,我们从获悉贵方的名址，希望能与贵方建立业务关系,We had your name and address
6、from, and we would like to establish business relationship with you.,我们专营纺织服装类出口，在此行业已有多年的经验,Being specialized in the export of textile & clothing, we have experience of more than 30 years in this line of business.,为使你方熟悉我方经营的产品，另邮寄上商品目录和一些样品，供你参考,To acquaint you with the commodity we handle, we are
7、 sending you, by separate airmail, a catalogue for your reference.,由于我方与主要生产厂商达成了协议，能以最优惠的价格及时向你方提供各种数量的供货。,Our agreement with leading manufacturers enable us to supply you any quantity of our goods without delay at most attractive prices.,欢迎你方的询价,我方保证对你方所有定单予以及时仔细的处理.,Your inquiry is welcome, and w
8、e can assure you that all your orders will receive our immediate and most careful attention.,翻译练习,敬启者：承蒙中国银行纽约分行告知你公司的名址，我们得知贵公司是纺织品和棉布的进口商。现告知纺织品是我们的主要出口产品，特别是印花细布在欧美享有盛誉。我公司能保证价格合理，品质优良，交期迅速，大多数商品我们都能大量现货供应。随函附上我们的商品目录和样品，并提供印花细布的一切资料，以便你方更好地了解我公司的产品。期待早日答复，我们将不胜感激！致礼！,Dear Sirs, We owe your name
9、and address to Bank of China, New York Branch, through whom we have learnt you are importers of Textile and Cotton Piece Goods. For your information, textiles are our main exports, and we have excellent reputation especially in exporting Printed Shirting to Europe and America. We can assure you of r
10、easonable price, good quality and prompt delivery, and we can supply large quantity of most of our goods in stock. Attached is our catalogues, samples and all necessary information regarding printed shirting, so as to acquaint you with material and workmanship of our supplies. Your early reply will
11、be highly appreciated. Your sincerely,作业,寻求代理你是一家纺织品贸易公司，主要经营棉纱，布料和儿童服装，现在美国寻找代理商。请起草一份书信，寻求建立合作关系,询价 ENQUIRY,Opening Sentence,谢谢你方月日的来信 We acknowledge with thanks (the) receipt of your letter of 谢谢你方月日的来信，内容已悉 Thank you for the letter of, contents of which have been noted ( have had our careful att
12、ention) 关于你方月日的来信，我们很高兴 Referring to (with reference to) your letter of, we are please to,我们赞同你方的观点，彼此之间的合作是有益且非常必要的。,We agree with you that the business between us is beneficial and necessary.,这正好与我公司的愿望相一致,This happens to coincide with our desire,如果你们的产品质量上乘且价格可以接受的话，我们可以考虑先进行几单实质性的生意。,If your pro
13、ducts are good quality with acceptable price, we can consider to start our business by some practical transactions.,作为一家大型贸易公司，我们建立了完善的分销渠道，可以大量定货，你方可以报价吗？,As a large trading company, we have well established distribution channels, enabling us to place a substantial order, would you please first giv
14、e us your quotations?,我们对童装有兴趣，望告知各类童装的详细情况，包括尺寸，颜色和价格。请给我方以FOB HK价发盘，同时说明最小定单数，最早的船期和支付条件。,We are interesting in the baby clothing and would like to know details of your various types,include sizes,colors and price.Please offer us FOB HK price, indicating the minimum order, earliest time of shipmen
15、t and term of payment.,至于我们的业务和财务情况，请向我们的银行，中行查询。,For our business and financial stand, we may refer you to our bankers, The China Bank of,译成英文,我们有意进口棉制内衣和免烫衬衣。据悉你们是上述货品的制造商。请告知CIF香港价、折扣和交货期等详细情况。如有小册子或商品目录也请提供。我公司是本地最大的百货公司，深信质量上乘价格公道的服装会在本地有良好的销路。劳神之处，予以致谢，对于你方的发盘定予以认真考虑。希望这是长期互利关系的良好开端。,报价 QOUTAT
16、ION,常用套语 USEFUL EXPRESS,续你方月日函，现报不具约束力的各种货物价格如下： Refer to your letter of we now offer without engagement, our various items as follows: 欣悉你方月日函，兹报盘如下，以我方最后确认为准。 We acknowledge with thanks receipt of your letter of In reply, we have pleasure in making the following offer, subject to our final confirm
17、ation. 感谢你方月日的询盘，随函附上第号报价单，供贵方参考 Thank you for your inquiry offorEnclosed please find our No quotation for your nice reference.,报价有效期 Validity of offer,此报价为实盘，以你方不迟于月日复到有效。 This offer is firm subject to your reply reaching us not later than 此报价自1月15日起，有效期为10天。 This offer remains effective(valid,firm
18、,open) for ten days after 15th January. 若现行原材料价格不变，我方价格是有效的。 The prices are valid only if the current price of raw materials do not change.,如果你方愿意以CFR成交，自己投保，价格可从CIF价中减去0.3%。 If you like to trade with us on CFR basis and insure the goods yourself, 0.3% is to deducted from the CIF price. 内陆运输由买方负责。 C
19、IF伦敦价不包括从目的地港至其他内陆城市的陆地运输费和保险费。 Buyers are to take care of inland transportation as CIF London term excludes the overland freight and insurance from the pot of destination to any other inland city. 我方报价是经过精确计算的，我们确信，只要比较我方产品和其他货源类似产品的质量，你方会发现我们的报价是非常合理的。 The price we quoted are closely calculated, w
20、e feel sure that a fair comparison in quality between our products and similar articles from other sources will convince you of the reasonableness of our quotations.,example,Dear Sir:Many thanks for your enquiry.The shirts you mentioned can be supplied for $5 each according to your specification.We
21、look forward to receiving your order in due course.Yours faithfully,注意点 ATTETION POINTS,货物的规格 SPECIFICATION 货物的数量 QUANTITIES 包装 PACKAGE 交货方式 TERM OF DELIVERY 付款条件 PAYMENT TERM 交货期限 LEADING TIME 有效期 VALID DATE,Dear sirsMany thanks for the enquiry of 4 March 2006.We have pleasure in quoting as follows
22、:White 50/50 polyester/cotton mixture mens shirts as per sample,label no.203,in assorted sizes between 35 and 44 individually packed in plastic bags, packed in export crates of 1000 shirts.US $ 5 per shirt FOB Hongkong.Payment by a confirmed irrevocable L/C.Quantity: minimum order 1000 shirts,maximu
23、m present capacity 10000 shirts per month.Delivery: within 3 months of notification of receipt of L/CValidity: the quotation is firm for orders dispatched before April 1.We hope that this meets with your approval. Please let us know if you require any further information or samples.Your faithfully,练
24、习,你所在的纺织品公司专营化纤原料，试起草一份报价函。,付款条件 Payment term,货款应以我方为收益人的,不可撤消的,保兑的信用证支付。 Payment should be made by confirmed and irrevocable letter of credit to be opened in our favor. 信用证应允许转船和分批装运。 letter of credit should allow transshipment and partial shipment. 信用证必须在月日前到达我方，并在装运后15天内有效。 The L/C must reach us
25、no later thanand remain valid 15 days after the date of shipment.,我方歉难接受“货抵目的地港凭单支付”的方式 We regret we can not accept “document against payment on arrival of goods at destination.” 我方可以对你方开出见票后30天承兑的汇票。 We are willing to draw on you, at 30 days sight, document against acceptance.,关于付款方式，我们要求在接受我方定单后天内
26、，以价值100%保兑的，不可撤消的及期信用证支付，允许分装和转船，凭装船单据以电汇形式向装运港的中国银行付款。 For payment, we require 100% value, confirmed and irrevocable L/C within days after we accepted your order, with partial shipment and transshipment allowed clause, available by draft at sight, against full set of shipping documents to the negot
27、iating bank here.,跟踪联系 Follow up 1,我方月日邮件对所作的报盘，至今未收到你方的答复，甚憾。 We refer to our mail of forTo our regret, we have not receive your reply up to present. 兹提醒你方注意我方月日的函报，并乐于知道目前的发展。若有可能，请接信后告知我方，不胜感激。 We wish to call your attention to our letter ofoffering you,and would be glad to know how matter is pro
28、gressing at present. We would appreciated it very much if you could let us know upon receipt of this letter.,参照我方月日随函附上的第号报价单，若贵方能说明该货物是否符合要求，我们将十分高兴。如不符，亦请告知贵方感兴趣的规格。 Referring to our quotation Nofor,we should be glad if you would inform us whether the goods we offered are suitable for your require
29、ment. If not, please let us know the specification that are of interest to you.,关于我方月日的发盘，很遗憾未能收到你方回复。自然我方的目录仅仅表明了各类产品中的标准型，很可能你方在其中未找到所需的型号。如果你方能提供确切而详细的要求，我方将补充发盘，并极力满足你方的要求。 With reference to our offer of we regret that we have no reply from you. Naturally, our catalog only show the standard type
30、s of our wide range ofand it is quite probable that you could not find the model for which you are looking for. If you could give us exact detail of your requirements we will supplement our offer accordingly and do our utmost to meet your requirements.,无力供应 Inability to supply,谢谢你方月日的来函所述，很抱歉，现在无法向你
31、方提供 We appreciate what you stated in your letter of, we regret that we are unable to supply you for the time being. 我们会留心你方对的要求，一旦有货，将立即同你方联系。 We will keep in mind your requirement for and shall contact you once it is available.,Business Negotiation,贸易洽谈,还盘 counter-offer,关于 价格 On Price,我们仔细地研究了贵方的报价
32、不得不遗憾地告诉你我们无法接受你们的价格。 We have studied your offer very carefully but I am afraid that we can not accept your price. 与其他供货人相比，你们的价格偏高。 Compared with other suppliers, your price is rather on the high side. 如果你们可以降价10%左右我们可以考虑下一个试定单。 If you could reduce your price by 10%, we can consider to place you a
33、trial order.,答复还盘 Reply to counter-offer,我方发盘是经过仔细计算和非常合理的，因此很遗憾不能接受你方的还盘。 Our price has been closely calculated, and is very reasonable and moderate. We regret that your counter bid is not acceptable to us. 尽管我方非常希望与你方交易，遗憾的是我方已经削价到最低，不能同意你方再次降价的要求。 However desirous we may be of doing business with
34、 you, we regret that we can not agree with you for the price reduction you asked, as we have cut our price to limit.,只要定货超过我们将给予2%的价格优惠。 Well ready to reduce our price by 2% for the order exceeding 这价格已经十分合理了，但为了建立双方的业务关系，我方愿给2%的折扣。 The price is already very reasonable, but in order to establish the
35、 business relationship between us, we like to allow you a discount of 2%. 我们双方都作些让步，比如各让一半。 Why dont we meet half way ?,你应该考虑我们的质量，与其他同类的产品相比，我们的产品质量要好一些。 You must take the quality into consideration. Our products are of superior quality to those similar products from other suppliers. 尽管你方价格低于我方水平，考
36、虑到与你方初次交易，我们破例接受这一定单。 Although your price is below our level, we accept this order as an exception with the view to initiate business with you. 如果你方还不满意 ，就别无选择，只能放弃这笔交易 If you think our price is unsatisfactory, we have no other alternative but to give up the deal.,On Payment Term,我们这次的定货较小，希望你们能接受付款
37、交单的方式，因为开信用证既耗时也费钱。 We have small order this time, we hope you agree to D/P terms, for opening a letter of credit is time-consuming and costly.,开立信用证将增加我方的进口成本，为解决资金占用问题，希望你方可以变通一下付款方式。 A letter of credit will add to the cost of our imports. We hope you could adopt more flexible way of payment to en
38、able us to solve the problem of funds tied up.,对于新客户我们一直采用信用证付款。另外国际资本市场不稳，所以我们不得不坚持即期信用证。 Payment by L/C is our usual practice with all new customers. Moreover, as the international capital market is fluctuating, I am afraid that we have to insist on payment by L/C at sight. 鉴于此批交易数量较小，我方同意破例采用付款交单
39、的方式。 In view of the small amount involved in this transaction, we agree to accept D/P terms for the value of the goods ordered as an exception .,我们互相让步，分期付款可以吗？ To meet each other half way, how about payment installment?,我们同意分三次付清，下定单时10%定金；发货时付70%，其余20%收到货时付。 We agree that the payment can be divide
40、d into three installments. That is 10% down payments to us upon order; 70% of the total value upon delivery and 20% after acceptance.,我们希望你方在装运前20天开立信用证以便我方安排生产和预定舱位，以确保准时发货。 We hope that you send us the L/C 20 days before shipment so that we can arrange the production and book the shipping space to
41、 ensure the shipment on time.,运输方式 Mode of Shipping,因急需上述定单，我方要求使用快递（空运）。 The above order is urgently needed. Therefore, we must insist upon express shipment ( by air freight). 如果你方要求海运以外的运输方式，必须负担额外的费用。 f you wish to choose the mode of shipping other than by sea, I am afraid you must bear the addit
42、ional charges.,装运期On Time of Shipment,通常来讲我方现有设计和花色的商品在收到客户信用证后30天内可以装船，而按客户要求设计的则需要60-120天。 Generally, shipment of the articles in our assorted designs (colors) can be effected within 30 days after receipt of your L/C, while in buyers design (colors), within 60-120 days.,很抱歉由于船期的缘故，我方无法在11月底之前装船。最早
43、的装船期在12月 I am sorry owing to the shipping schedule, it will be impossible for us to ship the goods before the end of November. The earliest shipment is to be made in December.,On Quality,就质量而言，我方产品比其他地方供应的同价格水平产品为佳。 As far as the quality is concerned, our products compare favorably with those of oth
44、er origins supplied at the same price level. 我方将十分严格地按照你方的规格要求 We shall take particular care to keep strictly to your specification.,待运货物将与的参考样品严格相符。 Shipment to be made will be strictly in conformity with the reference the sample sent. 你尽可以放心，我方产品的质量与所要求的规格完全相符，因为每次装运前都会进行严格的检验。 You may feel rest a
45、ssured that the quality of our product is in full conformity with the specification offered, as rigid inspection of the goods is carried out prior to each shipment.,On packing and shipping marks,我们的衬衫内用塑料作衬，外用金属带加固防水箱包装。 We pack our shirts in plastic-lined, waterproof carton, reinforced with metal s
46、traps. 60合每个重500克的木盒或纸盒，里面用白纸包，外包玻璃纸，每个盒子的重量允许有2%的短溢。 60 packets * 500 gram per wooden case or carton, each packet lined with white paper inside and wrapped up in cellophane paper outside, 2% more or less in weight for each case allowed.,我们的包装是标准化的，适合长途海运。 Our packing is standardized and suitable fo
47、r a long sea voyage. 根据你们的设计和包装材料进行包装可以，但须加付额外费用。 I am afraid we have to charge you extra fee for the special packing according to your design and material.,每个箱子的标签应有船运公司的标志，货物原产地，重量，箱子数量和尺寸，进出港口名及其其他卸货要求。 Please see to it that every case should be labeled with the shippers mark, the country of orig
48、in, the weight, the number of package, dimension of cases, the ports of exit and entry, and any special instruction for handling.,保险 Insurance,诚请贵方对第号定单货物代我方向中国人民保险公司按发票金额加10%投保平安险和破碎险。 Will you kindly arrange to cover the shipment of Order No on our behalf with the Peoples Insurance Company of Chin
49、a against F.P.A. plus Breakage Risk at invoice value plus 10%?,请务必将第号合同下货物按发票金额的150%投保水渍险和战争险，额外费用由我方承担。 Please see to it that the shipment under contract no be covered against W.P.A. plus War Risk for 150% of invoice value, extra premium shall be for our account.,货物的保险将由我方以CIF价的110%投保。 如果要求附加险，额外的保险费将由买方承担。 Insurance of the goods shall be covered by us on 110% of the CIF value, and any extra premium for additional insurance, if required, shall be borne by the buyers. 请注意保险只包括平安险和战争险。Please kindly note that the insurance covers FPA and War Risk only.,
