1、Writing SkillsUnit 8Unit 8Sample OneA letter from an importer to an exporter進(jìn)口商致出口商要求建立業(yè)務(wù)關(guān)系Dear Sir, Wed like to establish direct business relations with you. We know from International Trading Company that you are the best in the line of personal computers, which were very interested in. Please sen

2、d us your catalogue and the lowest price. Our trail order will be made upon receipt of your favourable answers. If possible, our future orders will be large and constant. We appreciate your early reply and kind attention. Yours faithfully, Sample TwoA firm offer for shoes by the seller 賣方報(bào)實(shí)盤Dear Sir

3、s, Thank you for your inquiry of March 6 regarding our Mans Casual Shoes. Considering our long business relations, we would like to give you special offer as follows: Commodity: Hiking Brand Mans Casual Shoes Specifications: Brown Rubber Soles, Black Cotton Uppers Sizes: Large 45%, Medium 55% Packin

4、g: Each pair in a poly bag, two dozens to an enforced carton Quantity: 100 dozen Price: US $ each dozen CIF New York Shipment: April/May 2005 Payment: By Confirmed Irrevocable L/C Payable at sight This is our firm offer, subject to your immediate acceptance. We await your reply by cable. Yours faith

5、fully, Sample ThreeShipping Advice 裝船通知Dear Sirs, Were pleased to inform you that your Order No. 236 of February 10th has now been completed and taken on board s.s. Dongfeng which, we are informed, will be sailing tomorrow. Enclosed you will find copies of relative shipping documents, so that you ma

6、y make all the necessary preparations and find no difficulty in taking delivery of the goods when they duly arrive at your port. We hope the goods will reach you in time and meet your entire satisfaction. We look forward to a continued and increasing business with you. Truly yours, 商務(wù)信函是商業(yè)活動(dòng)中對(duì)外交往最主要

7、的書面表達(dá)方式之一。規(guī)范得體的商務(wù)信函代表一個(gè)公司和企業(yè)的整體形象，即“Company represents on paper”。1. 1. 正式商務(wù)信函的格式：正式商務(wù)信函的格式：1) 信頭 (The heading): 信頭就是指書信中發(fā)信人的地址和發(fā)信的日期等。2) 編號(hào)（寫信人的名字縮寫）和日期 (The sender name and the date): 是為了方便今后查詢信件用的。3) 封內(nèi)地址(The inside address): 指收信人的姓名和地址，一般寫在信箋的左上方。4) 事由 (The subject heading): 也就是我們通常說的主題，可以直接寫明信件的

8、重點(diǎn)，要寫得簡(jiǎn)明扼要。5) 稱呼 (The salutation): 指對(duì)收信人的一種稱呼。6) 開頭語(yǔ) (The open sentences): 開頭語(yǔ)沒有統(tǒng)一的格式，但習(xí)慣上先用客套的語(yǔ)句把收到對(duì)方來信的日期、主題及簡(jiǎn)單內(nèi)容加以綜合敘述，使對(duì)方一目了然這是答復(fù)哪一封去信的。如果是第一次通信，也可以利用開頭語(yǔ)作必要的自我介紹，并表明目的、要求。開頭語(yǔ)一般與正文分開，要求簡(jiǎn)單明了。 7) 正文 (The body of the letter): 這是信的主體。 8) 結(jié)尾語(yǔ) (The complimentary close): 一般用來總結(jié)文本所談的事項(xiàng)，提示對(duì)收信人的要求，如“希望來信來函

9、訂貨”、“答復(fù)詢問”等。正文結(jié)束后，另起一段寫結(jié)尾語(yǔ)。 9) 結(jié)束語(yǔ) (The complimentary close): 是結(jié)束信函時(shí)的一種客套，如：“Sincerely,” “Best Regards,” or “Yours Truly,”。 10) 簽名 (The signature): 寫在結(jié)束語(yǔ)的下面，簽上寫信人的名字。簽名的下面，最好寫上發(fā)信人的職位。 11) 附件 (Enclosure): 如果信中有附件，應(yīng)在左下角注明 Encl. 或Enc.。2. 2. 商務(wù)信函寫作的要點(diǎn)商務(wù)信函寫作的要點(diǎn)寫商務(wù)信函不要求使用華麗優(yōu)美的詞句，用簡(jiǎn)單樸實(shí)的語(yǔ)言，準(zhǔn)確的表達(dá)自己的意思，讓對(duì)方可以非

10、常清楚地了解想說什么就達(dá)到了目的。寫商務(wù)信函需要注意以下幾方面內(nèi)容：1)1)簡(jiǎn)明扼要簡(jiǎn)明扼要商務(wù)信函一定要寫得簡(jiǎn)明扼要，短小精悍，切中要點(diǎn)。2)2)語(yǔ)言樸實(shí)簡(jiǎn)潔語(yǔ)言樸實(shí)簡(jiǎn)潔要用簡(jiǎn)潔樸實(shí)的語(yǔ)言來寫信函，讓信函讀起來簡(jiǎn)單，清楚，容易理解。一般多用常見的單詞，避免生僻或者拼寫復(fù)雜的單詞。多用短句，短句更容易理解。3)3)信息精確信息精確商務(wù)信函常常涉及數(shù)據(jù)或者具體的信息，比如時(shí)間、地點(diǎn)、價(jià)格、貨號(hào)等等，要盡可能做到精確。這樣會(huì)使交流的內(nèi)容更加清楚，有助于加快工作的進(jìn)程。4)4)回復(fù)迅速及時(shí)回復(fù)迅速及時(shí)給買家的回復(fù)，千萬要迅速及時(shí)。因?yàn)橘I家通常只看最先收到的幾封回復(fù)，從中去選擇合適的供應(yīng)商。如果您的回

11、復(fù)不夠及時(shí)，就可能因?yàn)閾尣坏较葯C(jī)而失去商機(jī)。5)5)校對(duì)校對(duì)寫完之后，一定要檢查。要確保拼寫和語(yǔ)法正確，然后檢查一下您所提供的事實(shí)、數(shù)據(jù)等是否準(zhǔn)確。3. 寫商務(wù)信函常用的句型結(jié)構(gòu)：寫商務(wù)信函常用的句型結(jié)構(gòu)：1) Having had your name and address from the Commercial Counselors office of the Embassy of the Peoples Republic of China in., we now avail ourselves of this opportunity to write to you and see if

12、we can establish business relations by a start of some practical transactions. 從中華人民共和國(guó)駐大使館商務(wù)參贊處獲悉貴公司名稱和地址，現(xiàn)借此機(jī)會(huì)與貴方通信，意在達(dá)成一些實(shí)際交易為開端，以建立業(yè)務(wù)關(guān)系。2) We have heard from China Council for the Promotion of International Trade that you are in the market for electric appliances. 從中國(guó)國(guó)際貿(mào)易促進(jìn)會(huì)獲悉，你們有意采購(gòu)電器用具。 3) We

13、learn from . that your firm specializes in ., and would like to establish business relations with you. 從獲悉你公司專門經(jīng)營(yíng)，現(xiàn)愿與你公司建立業(yè)務(wù)關(guān)系。4) Through the courtesy of. we have learned that you are one of the representative importers of . 承的介紹，獲悉你們是有代表性的進(jìn)口商之一。 5) The.Bank in your city has been kind enough to info

14、rm us that you are one of the leading importers (exporters) of . and are interested in trading with China in these lines . 承貴地銀行通知，你們是的主要進(jìn)口商（出口商），并有意與中國(guó)進(jìn)行這些方面的貿(mào)易。 6) We are given to understand that you are potential buyers of Chinese .,which comes within the frame of our business activities. 據(jù)了解，你們是

15、中國(guó)（商品）有潛力的買主，而該商品正屬我們的業(yè)務(wù)經(jīng)營(yíng)范圍。1. Directions: Please fill in the blanks according to the given Chinese information. 這是一封請(qǐng)求合適船只裝運(yùn)的業(yè)務(wù)信函，一批原棉將從香港運(yùn)到（德國(guó)）漢堡，需要一艘5 000噸的船只，并且船只在將來的12個(gè)月里需要往返3次。ExercisesDear Sirs, We have recently concluded a contract for the supply of (1)_ from (2)_ to (3)_ over the next (4)_

16、 months and should be glad if you would find us a suitable ship, about (5)_ tons. The question of speed is very important as the ship must be able to make (6)_ voyages during the time.Thank you very much for your cooperation. Yours faithfully, Hong kongraw cotton twelvefive thousandthree returnHambu

17、rg2. 1) Directions: Read the following letter and rearrange them in the right order. Gentlemen, Shipment: Within 45 days after receipt of the relevant L/C Packing: Each set is to be wrapped in a poly bag and packed in a standard carton lined with foam. Price: US$ 700.00 per set CIF Guangzhou, China

18、Quantity: 300 sets Name of commodity: IBM Personal Computers, CPU80686 There is a great demand for your products here, so prompt delivery will be most appreciated. We are fully confident that you will pay special attention to the packing of the goods in case they should be damaged in transit. After

19、receiving your sales confirmation, we will establish the L/C. Meanwhile, please note that shipment must be effected within the validity of our L/C. If the shipment comes up to our expectation, substantial orders will follow. Referring to the faxes exchanged between us recently, we confirm the follow

20、ing order placed with you: Gentlemen, Referring to the faxes exchanged between us recently, we confirm the following order placed with you: Name of commodity: IBM Personal Computers, CPU80686 Quantity: 300 sets US$ 700.00 per set CIF Guangzhou, China Packing: Each set is wrapped in a poly bag and pa

21、cked in a standard carton lined with foam. Shipment: Within 45 days after receipt of the relevant L/C We are fully confident that you will pay special attention to the packing of the goods in case they should be damaged in transit. Upon receipt of your sales confirmation, we will establish the L/C.

22、Meanwhile, please note that shipment must be effected within the validity of our L/C. If the shipment comes up to our expectation, substantial orders will follow. There is a great demand for your products here, so prompt delivery will be most appreciated. Sincerely yours, 2) Directions: Write a reply to the above letter according to the given directions. Exp