BUSINESSWRITING

商務(wù)英語(yǔ)寫作

CourseOutline7/23/20231TextBook《商務(wù)英語(yǔ)寫作》胡英坤車麗娟主編外語(yǔ)教學(xué)與研究出版社7/23/20232Contents1AnOverviewofBusinessWriting2StructureandStyleofBusinessLetters3Sales-relatedInquiries

andReplies4OrdersandConfirmationLetters5LettersaboutShipment商務(wù)信函的結(jié)構(gòu)與格式商務(wù)寫作概述

詢盤與回復(fù)函訂單與確認(rèn)函裝運(yùn)函7/23/202336LettersAboutPaymentandSettlementofAccounts7RoutineClaimsandAdjustment8PersuasiveClaimsandRefusals9SalesLetters

10InvitationandThank-youLetters付款與結(jié)帳函日常投訴與理賠

邀請(qǐng)函與感謝信

銷售函

說服性索賠與拒絕函7/23/2023411LettersofApologyandCongratulation12NoticeandAnnouncement

13MemosandMinutes

14Preparingresumes15LettersofApplication道歉信與祝賀信通知與通告?zhèn)渫浥c會(huì)議記錄準(zhǔn)備簡(jiǎn)歷申請(qǐng)信7/23/2023516LettersofRecommendation17Proposals18OrganizingandPreparingReports19Questionnaires20BusinessAgreements意向書商務(wù)協(xié)議調(diào)查問卷推薦信報(bào)告7/23/20236

CommunicationisaBridge.BUSINESSWRITING

商務(wù)英語(yǔ)寫作Chapter3

Sales-relatedInquiries

andReplies詢盤與回復(fù)函

7/23/20237Sales–relatedinquiresLettersseekinginformationfallintotwobroadcategories:generalinquiriesandsales-relatedinquires.Inthischapter,weonlydiscusssales–relatedinquireswhicharewritteninregardtoaproductoraservicepurchased/soldorbeingconsideredforpurchase/sale.Inordertoobtainasatisfactoryresponse,thewriterofsuchinquiryshouldstatehis/herrequestspecificallyandcourteously.Becausebusinessesusuallybenefitfromsuchcorrespondence,youcanwritesales-relatedinquiriesindirectorder.7/23/20238Begindirectlywiththeobjective,indicatingageneralinquiryaboutproductsorservice.Includespecificrequestsorquestionsabouttheproductsorservices.Ifanumberofquestionsorrequestsareinvolved,listthembynumbersorbullets,orleavespacebetweenthem.Endwithgoodwillwordsadaptedtoeachparticularsituation.Thegeneralplanforsales-relatedinquiries:

7/23/20239RepliestoSales-relatedInquiriesAlmostallthebusinesspeopleknowthateveryinquirytheyanswer(whetherobviouslysales-relatedornot)maycarrytheseedoffuturebusiness.Inquirerswhoarenotthemselvescustomersorpotentialcustomersmaybeinapositiontoinfluenceotherstobuy.Thewriter’sfirstobjective,therefore,istobuildgoodwill.Hissecondobjectiveistoinfluencethesale,iftheinquiryopensuptheopportunityforneworadditionalbusiness.Thesuccessofbothobjectivesdependslargelyonyouradherencetotheseprinciples:7/23/202310AnswerPromptly.ReplyCourteously.RespondCompletely.ProvideAdditionalInformation.FollowuptheAnswer.Principlesforsales-relatedreplies7/23/202311Thegeneralplanforsales-relatedrepliesisasfollows:

1.Beginbycourteouslyindicatingthatyouareansweringhis/herrequestsaboutproductsorservices,identifyingthecorrespondencebeinganswered(incidentallyorinasubjectline)2.Expressinterestintherequest.3.Ifpossible,answerallquestionsandrequests,preferablyintheorderposed.4.Includeanynecessarydetailsthatthereadermayneedtoknowaboutproductsorservices.5.Usesalesopportunitieswhenappropriate.5.5.Considerincludingextras(e.g.usingresalematerialtoencouragethereadertobuy.)6.Expressgoodwillortakeanoptimisticlookintothefuture.7/23/202312Thefollowingtwolettersarewrittenaccordingtothewritingprinciplesmentionedabove.Readthemandtrytofigureouthowthewritingprinciplesareapplied.Thequestionsafterthemmighthelpyouaccomplishthetask.7/23/202313AninquiryaboutbathroomfittingsDearSirs:WouldyoukindlysendusdetailsofyourbathroomfittingswhichyouadvertisedinBusinessWeekOctober11?Pleasequoteusalltheitemslistedintheenclosedinquiryform,givingyourpricesCIFShanghai.Willyoupleasealsoindicatedeliverytime,yourtermsofpaymentanddiscountdetailsforregularpurchasesLETTER17/23/202314andlargeorders?Ourannualrequirementsforbathroomfittingsareconsiderable,andwemaybeabletoplacesubstantialorderswith'youifyourpricesarecompetitiveandyourdeliveryisprompt.Weareexpectingyourquotation.Yoursfaithfully,

TomZhangTomZhang7/23/202315AreplytotheinquiryaboutbathroomfittingsDearMr.ZhangThanksforyourinquiryaboutourbathroomfittings,andasrequested,wearesendingyouacopyofourillustratedcatalog,togetherwithourlatestpricelist(underseparatecover)fortheitemsyoulistedintheinquiryform.Detailsofourconditionsofsaleandtermsofpaymentarestatedtherein.LETTER27/23/202316

Usually,goodswillbereadythreeweeksafterwehavegottheorder.Ourcustomersdogetdiscountsforregularlargeorders.Butthediscountrateforeachdealwilldependonthequantityandtermsofpaymenttobeused.Wewillassureyouthatyouwillbeprovidedwithbathroomfittingsexcellentinqualityandreasonableinprice.Welookforwardtothepleasureofyourtrialorder.Yourssincerely,

MaryWangMaryWang7/23/202317InquiryaboutzincsheetsDearSirs:WillyoupleasesendusyourlatestcatalogueandofferusthebestpricesbasedonFOBHamburgandC.I.F.Shanghai.WeknowthatyouareamanufacturerofvariousZincSheetsthroughtherecommendationoftheChamberofCommerceinHamburg.Withmorethanthirtyyears'experienceinimportingandselling,ourcompanyhasownedtheSAMPLE17/23/202318foremostpositioninthislineinChina.Wehaveverygoodsaleschannelsanddistributorsineachplace,andalsohavemorethan50salesmenwithprofessionalexperience.Itwillbeinthebestinterestofbothpartiestosetupbusinessrelations.Weappreciateyourearlyreply.Sincerelyyours,7/23/202319AninquiryaboutbedsheetsandpillowcasesDearMs.Smith:Youradvertisementforcottonsheetsandpillowcasesattractsourattention.Wouldyoupleasesendusdetailsofyourproducts,includingsizes,colorsandprices(FOBLiverpool)andalsoindicatethedifferentqualitiesofmaterialsused?Whenquoting,pleasestateyourtermsofpaymentsanddiscountsthatyouwouldallowonpurchaseofnolessthan100dozenofindividualitems.Wealsopreferthatyousendussamplesofeachcategorybyair-mailsoastoenableustomakeasounddecision.SAMPLE27/23/202320AswearealargedealerintextilesintheUSandthereisapromisingmarketinourareaformoderatelypricedbedclothing,yourpromptattentionwillbringyouabigbusinesswithus.

Bestwishes,

JamesLiuJamesLiuSalesManager7/23/202321AresponsetoaninquiryforautopartsDearMs.Allison:ThanksforyourletterdatedDecember20,2004,expressingyourinterestinourAutoParts.Enclosedpleasefindourlatestcatalogue,pricelistandabookletregardingournewlineofpartsforyourconsideration.Youwillgetaspecialdiscountof5%ifyouplaceanorderover5,000sets.Sinceweareawell-experiencedandspecializedmakerSAMPLE37/23/202322andexporterinthislineinChina,wewillbeabletoofferyouthetop-qualityproductsatlowprices.Duetotheincreasingdemandforthepartsinthemarket,wewillbeforcedtoraiseourpriceinthenearfuture.WesuggestyouorderwithusbeforeMarch2005.Wehopeyougiveusthechancetoprovideyouwithourbestqualityproducts.Sincerelyyours,7/23/202323AreplytoaninquiryaboutwatchesDearMr.Emerson:ThankyouforyourinquiryofSeptember20.Wearestillmakingwatchesofthetypereferredtoandwelcometheprospectofyourrenewedcustom.Owingtotheincreaseddemandforthem,wecannowofferthesewatchesinawiderrangethanwhenyouplacedyourlastorder.Forquantityofnolessthanadozenofeachtypeourprices,CIFHuston,arefrom$90perdozenfortheSAMPLE47/23/202324"Popular"to$240perdozenforthe"Aristocrat".Thesepricesaresubjecttoatradediscountof40%ontheexworkscosts.Theenclosedbookletcontainsdetailsofallourwatchesandwillenableyoutomakeasuitableselection.Faralltypeswecanpromisedeliverywellwithintheperiodoffourweeksmentionedinyourletter.Sincerely,LilyShen7/23/202325Aninquiryaboutlight-weightraincoatsDearSirs:Wehavegotyourcatalogandareinterestedinbuyinglight-weightraincoatsfromyou.Pleasesendusthelatestpricelist.We'dliketoknowifyoucanoffersomediscountifweplaceregularorderswithyou.Wearelookingforwardtoyourreply.Yoursfaithfully,

JohnSmithJohnSmithSAMPLECONTRAST17/23/202326Aninquiryaboutlight-weightraincoatsDearSirs:Yourcatalogshavearousedourcustomers'stronginterest.Recentlywehavereceivedanumberofrequestsforyourlightweightraincoats.Wehavegoodreasonstobelievethatwecouldplaceregularorderswithyouprovidedyourpricesarecompetitive.Fromthedescriptioninyourcatalog,wefeelthatyourrangeistheonemost,suitableforourareaandshouldbegladifyouwouldsendusyourquotationformen'sandwomen'scoats,inbothsmalland27/23/202327mediumsizes,deliveredCIFShanghai.Ifpricesarerightweshouldplaceafirstorderfor400raincoats.Shipmentwouldberequiredwithinthreeweeksoforder.Wewouldparticularlystresstheimportanceofpricesincetheprincipalmarkethereisformass-producedgoodsatpopularprices.Yoursfaithfully,

JohnSmithJohnSmith7/23/202328Areplytotheinquiryaboutlight-weightraincoatsDearMr.Smith:Wehavegotyourletterinquiringaboutourlight-weightraincoats.Asyoumayhavefoundinthecatalogwehavegotadozentypesoflight-weightraincoats.ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows:men'sinsmallsize,$2.75foreach;men'sinmediumsize,$3foreach;women'sinsmallsize,$2.25foreach;andwomen'sinmediumsize,$2.50foreach.SAMPLECONTRAST17/23/202329ShipmentwillbeeffectedwithinthreetofourweeksafterwehavereceivedL/C.Lookingforwardtohearingfromyousoon.Yourstruly,ThomasHanson7/23/202330Areplytotheinquiryaboutlight-weightraincoatsDearMr.Smith:Thankyouforyourinquiryaboutourraincoats.Ourrangeisparticularlysuitableforwarmclimateandduringthepastyearswehavehadrepeatedordersfromdealersinseveraltropicalandsubtropicalregions.ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows:

100men'ssmall$2.75each$275

100men'smedium$3each$300

100women'ssmall$2.25each$225

100women'smedium$2.50each$25027/23/202331

ShipmentwillbeeffectedwithinthreetofourweeksafterwehavereceivedL/C.Wefeelyoumaybeinterestedinsomeofourotherproducts,soweenclosedescriptivebookletsandasupplyofsalesliteratureforusewithyourcustomers.Welookforwardtoreceivingyourorder.Yourstruly,

ThomasHansonThomasHanson7/23/202332Whatisaninquiry?Ininternationaltrade,inquiriesareusuallymadebythebuyerstogetinformationaboutthegoodstobeordered.7/23/202333Generallyadetailedinquiryincludesmanyparts:1.thenameanddescriptionsofcommodity;2.qualityorspecifications;3.quantity;4.termsofprice(FOB,CFR,CIF,etc.)5.termsofpayment(byL/C,D/P,etc.)6.timeofshipment;7.packingmethod;…7/23/202334PatternsandSubstitutions1.WevisitedyourstandattheCantonFairandarenowwritingyoutoinquireaboutyoursilkneckties.我們參觀了你方設(shè)在廣交會(huì)上的展位，現(xiàn)特致函向你方詢問有關(guān)絲制領(lǐng)帶的情況。7/23/202335UsefulSentencePatterns1.Wouldyouplease/Couldyouplease/Willyouplease…?2.Weareinterestedin/Weareinthemarketfor…/Wewouldliketo3.Wewillappreciateitverymuchif…7/23/202336UsefulExpressions

CantonFair:China’s(Spring/Autumn)ExportCommoditiesFair廣交會(huì)：中國(guó)（春季/秋季）出口商品交易會(huì)7/23/202337PatternsandSubstitutions2.Weareinterestedin/inthemarketfor/potentialbuyersof/consideringbuying/readytopurchaseyourmen’sshirtsdisplayedinyourshowroom.我們對(duì)你方貨品展覽室里陳列的男式襯衫很感興趣。7/23/202338PatternsandSubstitutions3.YouradvertisementinthelatestissueofChinaForeignTradeinterestsus,andwewouldliketoreceivefulldetailsofyourcommodities.我們對(duì)貴方在最新一期《中國(guó)對(duì)外貿(mào)易》上所刊登的廣告很感興趣，并希望得知該商品的詳細(xì)情況。7/23/202339PatternsandSubstitutions4.Pleasesendusfivecopiesofyourlatestcataloguesatyourearliestconvenience.請(qǐng)盡早寄來最新目錄5份。7/23/202340PatternsandSubstitutions5.Perhapsatthesametimeyoucouldquoteusyourlowest/best/prevailing/competitivepricesfortheabove-mentionedgoods.也許與此同時(shí)你方能報(bào)給我們上述商品的最低價(jià)。7/23/202341PatternsandSubstitutions6.Wewouldalsoliketoknowyourtermsofpayment.我們還想了解你方的支付條件。7/23/202342PatternsandSubstitutions7.YourproductsareofgreatinteresttooneofourclientsinTianjin,whowishestohaveyourquotations/samples/price-list/illustratedcataloguesfortheitemsspecifiedbelow.我們一位天津的客戶對(duì)你方的產(chǎn)品很感興趣，并盼按下列項(xiàng)目報(bào)價(jià)。7/23/202343PatternsandSubstitutions8.Iftermsanddeliverydatearesatisfactory,weshouldexpecttoplaceregular/trial/large/considerable/substantialorderswithyou.如果交易條件和交貨日期合意的話，相信我們會(huì)定期向你方訂貨。7/23/202344PatternsandSubstitutions9.Pleaseadviseifyouareabletooffer/provide/supply/furnishthisproductandincludeleadtime,packagingandpriceFOBChinaportandCIFChicago.請(qǐng)告知你方是否能供應(yīng)這種商品，包括訂貨與交貨之間的時(shí)間、包裝、FOB中國(guó)港口和CIF芝加哥的價(jià)格。7/23/202345TranslatetheinquiryintoEnglish

敬啟者：紐約的瓊斯?史密斯公司告知我們，你們是各類棉布床單和枕套的出口商。請(qǐng)你寄給我們各種產(chǎn)品的詳細(xì)資料，包括型號(hào)、顏色和價(jià)格以及所用各種品質(zhì)原料的樣品。

我們是本地最大的紡織品經(jīng)銷商。相信所提到的這種產(chǎn)品如在我地定價(jià)適當(dāng)市場(chǎng)將會(huì)看好。

報(bào)價(jià)時(shí)，請(qǐng)說明你方的支付條件和就每種商品購(gòu)買量不少于100打所能給予的折扣。所報(bào)的價(jià)格應(yīng)包括保險(xiǎn)和到利物浦的運(yùn)費(fèi)。誠(chéng)摯問候。個(gè)7/23/202346Sampleversion

DearSirs,

MessrsJohns&SmithofNewYorkinformusthatyouareexportersofallcottonbed-sheetsandpillowcases.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,colorsandprices,aswellassamplesofthedifferentqualitiesofmaterialused.7/23/202347Sampleversionpage2

Wearethelargestdealerintextileshereandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthiskindmentioned.

Whenquoting,pleasestateyour

termsofpaymentanddiscountyou7/23/202348Sampleversionpage3

wouldallowonpurchasesofquantitiesofnotlessthan100dozenofindividualitems.PricequotedshouldincludeinsuranceandfreighttoLiverpool.

Yoursfaithfully,7/23/202349PatternsandSubstitutions1.Wehavereceived/areinreceiptof/acknowledge/wishtothankyouforyourinquirydatedMarch20,2006.我們收到了你方2005年3月20日的詢盤。7/23/202350PatternsandSubstitutions2.Weareenclosing/mailingtoyou/sendingyouwiththisletter/attachingtothisletterourillustratedcatalogueandexportprices.

隨函附寄給貴方我們的產(chǎn)品插圖目錄及出口報(bào)價(jià)單。7/23/202351PatternsandSubstitutions3.Wearepleasedtoforwardyouthesamplesofourproductswiththeirquotationsanddiscountsforyourreference.很高興寄去我們產(chǎn)品的樣品、價(jià)格和折扣率，供你方參考。7/23/202352PatternsandSubstitutions4.Weshallmakedeliveryofthegoodsuponreceiptof/immediatelyafterwereceive/assoonaswehave/shortlyafterwereceive/oncewereceiveyourorder.一旦收到你方訂單，我們將立即發(fā)貨。7/23/202353PatternsandSubstitutions5.PleasenotethatwecanonlyacceptpaymentbyL/Cinourbusinessdealingswithdevelopingcountries.請(qǐng)注意，我們與發(fā)展中國(guó)家做生意時(shí)只接受信用證付款方式。7/23/202354PatternsandSubstitutions6.Inreplyto/Inresponseto/Withrespectto/WithreferencetoyourletterdatedOctober17inquiringaboutour“Zhonghua”pencils,wearesendingyouthesamplesyourequestedunderseparatecover.復(fù)你方10月17日詢問我“中華”牌鉛筆的函，我們將另寄去你方所需的樣品。7/23/202355PatternsandSubstitutions7.Wehaveth