外貿(mào)英語函電課文.doc

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外經(jīng)貿(mào)（國際商務）英語函電 I. 函電在外經(jīng)貿(mào)（國際商務）交往中的作用以及函電的類別 1. 函電在外經(jīng)貿(mào)（國際商務）交往中的作用: 函電是書面用語。對外經(jīng)貿(mào)（國際商務）交往活動中要交流情況、磋商交易，辦理各種相關(guān)事宜，始終離不開函電。因此，學習函電、認真寫好函電，提高函電質(zhì)量，對發(fā)展對外經(jīng)貿(mào)（國際商務）工作起著很重要的作用。 2.函電的類別: 信函（letters or correspondence）、電報（telegram or cable）(現(xiàn)已不用)、電傳（telex）（現(xiàn)已少用）、傳真（facsimile or fax）、電子郵件（E-mail）。學習各類函電，首先要學習信函的寫作，打好信函的基礎(chǔ)，然后就會很快學好其它類型。請看以下例子：（信函）We thank you for your shipping advice regarding the shipment of goods under our Order No. 305. Please send us a cheque to cover our 5% commission just as you did in the past for our previous orders. Best regards. /（電報）ORDER305 SHPG/ADV RECEIVED PLSSEND CHEQUE PAYINGFOR 5PCT COMMISSION AS-BEFORE /（電傳）TKS FR SHPG ADV RE GOODS UNDR ORDER 305. PLS SEND US A CHEQUE TO COVER OUR 5PCT COMN JUST AS U DID FR PREVIOUS ONES. RGDS / (傳真和電子郵件的例子與信函大致相同。) Exercise I Question ：1. What is the function of English correspondence in foreign trade (international business)? 2. State the classification of English correspondence. II. 商業(yè)信函及信封的格式 1. 商業(yè)信函的格式： e.g. 1：（indented form—縮進式） Yonghua Chemicals Import & Export Corporation 178 Guangming Street Wuhan, China Postcode: 430058 WH CN Telephone: 87615870 Cable Address: “YHCHEM” Wuhan Fax: (1079) 1278405 Telex: 83836799 YHCHML WH E-mail: 0734ygh @ sina. com. cn （信頭） Date: 14 July, 2007 （寫信日期） Our ref: 0315D3YH （我方編號） \ Your ref: 254SYW （你方編號） \ Messrs. Williams & Co. Ltd. \ Estover Road, Plymouth PL67PZ \ Telegrphone: (0725 7053251) \ Telex: 127004WLLMS \ Fax: 03 59 300 779 \ E-mail: 349067wllco @ yahoo.com \ （封內(nèi)地址） Attention: Import Department （ 經(jīng)辦人） Dear Sirs: （客套稱呼） Pharmaceuticals （事由） We thank you for your letter of the 21st April. In compliance with your request, we are sending you herewith a copy of our latest pricelist and a catalogue for your reference. All prices are understood to be CIF European main ports, subject to our final cable confirmation. Payment is to be made by irrevocable Letter of Credit available by draft at sight. As there is a heavy demand for our products, we would suggest that you advise us by cable in case of interest. We are looking forward to your early reply. （正文 ） Yours faithfully, （結(jié)尾敬辭） Yonghua Chemicals Import & Export Corporation （signature） （簽名） Wu Feng Department Manager (WF / LHY) （信件經(jīng)辦人） Encl. A pricelist and a catalogue （附件） C.C. （轉(zhuǎn)抄） P.S. （又及，附言） e.g. 2: (blocked form—平頭式) Yonghua Chemicals Import & Export Company 178 Guangming Street Wuhan, China Postcode: 430058 WH CN Telephone: 87615870 Cable Address: “YHCHEM” Wuhan Fax: (1079) 1278405 Telex: 83836799 YHCHML WH E-mail: 0734ygh @ sina. com. cn Our ref: 0315D3YH Your ref: 254SYW Date: 14 July, 2007 Messrs. Williams & Co. Ltd. Estover Road, Plymouth PL67PZ Telegrphone: (0725 7053251) Telex: 127004WLLMS Fax: 03 59 300 779 E-mail: 349067wllco @ yahoo.com Attention: Import Department Dear Sirs: Pharmaceuticals We thank you for your letter of the 21st April. In compliance with your request, we are sending you herewith a copy of our latest pricelist and a catalogue for your reference. All prices are understood to be CIF European main ports, subject to our final cable confirmation. Payment is to be made by irrevocable Letter of Credit available by draft at sight. As there is a heavy demand for our products, we would suggest that you advise us by cable in case of interest. We are looking forward to your early reply. Yours faithfully, Yonghua Chemicals Import & Export Company （signature） Wu Feng Department Manager (WF / LHY) Encl. A pricelist and a catalogue C.C. P. S. e.g. 3 Other forms: (略) 2．信封的格式：（See p10—3.Addressing Envelopes） Exercise II Typewrite a letter in either indented form or blocked form with the material given below. Then address an envelope in one or two forms with the same material: (1) Sender’s name: China National Light Industrial Products Import & Export Corporation, Huzhou Branch (2) Sender’s address: 228 Renmin Road, Huzhou, China (3) Sender’s telex 3305447 HZINDUS CN (4) Sender’s Fax: 98345 09876 (5) Sender’s E-mail: hzliprohz @126.com (6) Receiver’s name: H. G. Wilkinson Company, Limited (7) Receiver’s address: 94 Lombart Street, Lagos, Nigeria (8) Receiver’s telex 3305447 HZINDUS CN (9) Receiver’s Fax: 98345 09876 (10) Receiver’s E-mail: hzliprohz @126.com (11) （a）subject line—sewing machines (b) salutation: Dear Sirs (c) complimentary close: Yours faithfully (d) enclosure: a booklet of our sewing machines (e) Others: (自編) （12）The message： We thank you for your letter of March 16，2007 enquiring for the captioned goods. The enclosed booklet contains details of all our sewing machines and will enable you to make a suitable selection. We look forward to receiving your specific enquiry with keen interest. III. 外經(jīng)貿(mào)（國際商務）英語函電的文體特點 外經(jīng)貿(mào)（國際商務）英語函電屬于實用性公文文體。它一方面具有公文文體書面英語的特點，另一方面講求實用性，具有口頭語簡潔明了的特點。 1．具有書面英語的特點： （1）使用長句，結(jié)構(gòu)較復雜： e.g. 1 Dear Sirs, Aimed at satisfying the needs of buyers abroad , a fair characterized by the display and sale of a smaller number of products with exquisite craftsmanship，or which we call a “miniature” fair, will be held in Singapore from March 1st to 15th, this year. Especially being worth mentioning here is that all the products here have been designed in the light of the styles now in vogue in the international market and are therefore sure to catch your eye . We hope that you will not let slip the chance to have a look at them. Will you arrange for your representatives to attend the fair in good time and advise us of their names and the date of their arrival here for reception. Yours faithfully e.g. 2— (See p 17 Letter 1—2) （講解使用長句多及邀請函。） （2）使用一些正式用語（其中有一定數(shù)量的仍然被使用的舊式用法）, 使語言更正式： e.g.1 We think (or believe) there are good prospects for the sale of your products here and deem it our duty to promote the trade relationship between us. / e.g.2 The best price we can obtain is US$ 10500 per ton. / (以下是商業(yè)英語函電中至盡仍在使用的舊式用法) e.g.3 This is to inform you that…(=We are glad to inform you that…) / e.g.4 We are in receipt of your letter of July 11th，2007.（=We have received your letter of July 11th，2007.）/e.g.5 We shall be obliged if you…(=We shall be thankful to you if you …) 2．具有口頭英語的特點： e．g．1 We have received your letter of July 11th，2007. / e．g．2 If you are interested in any of our products，please let us know.（let us know為普通應酬語，常用于函電中。） 3.有許多固定的表達(有書面用語和口頭用語)： e.g. (1) 談及如何得知對方的情況: We obtain your name and address from… / We owe your name and address to… / We learn from…that you are… (2)去信自我介紹的起首句: This is to introduce ourselves as (某商品經(jīng)銷商等) for… years. / We are (某商品經(jīng)銷商等) for …years. / We wish to introduce ourselves to you as(某商品經(jīng)銷商等). (3)收到來信等: Thank you for your letter … / We have received your letter… / We acknowledge (receipt of) your letter … / We are in receipt of your letter… / We confirm (receipt of) your fax… (4)通知對方某事 We inform （advise）you that… / We are glad (pleased) to inform （advise）you that… / We wish to inform（advise）you that…/ Please be informed（advised）that… / We have the pleasure of informing（advising）you that… (5)談及某函電內(nèi)容時的起首句： We refer to our letter… / We refer you to our letter… / Reference is made to our letter…that… / We are glad to note from your letter…that… / In reply to your fax…, we… / Referring to your telex…, we… / With reference to our letter …, we… (6) 表明寫信人自己的看法: We are of the opinion that… / It is our opinion that… / We take it that… / It seems to me that… / We are afraid that… / (7) 請求對方做某事： Please send… / We shall be pleased (grateful, thankful, glad, happy, delighted, obliged) if you will (would) send… / Kindly send… / It will be appreciated if you will send… / We shall appreciate it if you would send… / You are requested to send… / We look forward to… / We await (wait for) … / Will you（please）…? （8） 提建議用語： May we suggest that…/ Will you（please）…? / We have to… (比We must …委婉) (9) 提請對方注意某事： We must make it clear that… / We should point it out that… / We must stress (the point) that … (10)抱怨與索賠用語： (抱怨) lodge (make, lay) a complaint against sb. of (about) sth. / (抱怨) complain against sb. of (about) sth. / (索賠) lodge (raise, file, make, put in) a claim against (with, on) sb. on sth. for an amount for a cause (11) 表拒絕的用語： refuse sb.sth. / refuse sb./ refuse sth./ refuse to do.sth. / reject sb. / reject sth. / decline (vi.) / decline sth. / decline doing (to do) sth. (說明: refuse 拒絕,不愿意,拒收. reject (斷然)拒絕, 拒收. decline (婉)拒 [e.g. The seller refused to grant the buyer a 5 % discount unless the latter increased the quantity of the goods to be ordered. / The inferior down quilts were rejected by the importer. / decline an counteroffer an (invitation)] (12)省略句的用法---簡練的表達方式： While appreciating your…, we… (或 While thanking you for your…, we …)盡管感謝你方…, 但我們… / If necessary (possible, yes, O.K., not), …---如果必要（可能,行,行,不行）, 就… / As requested, we…現(xiàn)應請求,我方… / …unless otherwise stated (advised, specified, indicated)----除非另有說明(通知,規(guī)定,表明), …( 例: Our future orders will include your 2% commission unless otherwise advised. 除非另有通知,我方今后的定單都包含你方2%的傭金。) 4．有許多外經(jīng)貿(mào)（國際商務）英語術(shù)語，對這些專業(yè)術(shù)語要弄清并記住。（略） 5．編寫商業(yè)英語函電要注意的3個特點，即3Cs—clearness, conciseness and courtesy： （1）Clearness： e．g．1 As to the steamers sailing from Hongkong to San Francisco， we have bimonthly direct services.（bimonthly一個月兩次的，兩個月一次的） (Rewriting) (See p 11) e．g．2 As we have all kinds of window glass in stock, we are well-placed（存貨豐富的） to supply window glass of 3-6 mm thickness except 2mm. (Rewriting) As we have all kinds of window glass in stock, we are well-placed to supply window glass of 3-6 mm thickness besides 2mm. e.g. 3 We are glad to inform you that Type 800, the article you require, is out of stock, but we can offer you another Type 801 as a substitute. (Rewriting) We regret that Type 800, the article you require, is out of stock. If you are much in need of such a product, we recommend you Type 801 as a close substitute, the quality of which is similar to that of Type 800. e.g. 4 We are so sorry that we could not answer your letter in due time（及時的）. (Rewriting) We are sorry that we could not answer your letter in due time. (2) Conciseness: e．g．1 It has been found through inspection that all the goods are carefully packed and that all the packing materials are perfect. (Rewriting) It has been found through inspection that all the goods are carefully packed with perfect packing materials. e．g．2 Will you ship us any time during the month of December, or even November if your are rushed, for November would suit us just as well（不妨，還是…為好）. (Rewriting) (See p12) Please ship us by the end of November. (3) Courtesy: e．g．1 We have received with many thanks your letter of Oct. 23, 2007, and take the pleasure of sending you our latest catalogue. e．g．2 We are afraid that your price is on the high side. Exercises III Correct the mistakes: 1． We are too pleased to deal in your products. 2. Being 100% cotton, we believe our shirts will have a good outlet. 3. It is always a pleasure to help you where we can. But to make a 10% reduction is out of question. 4. Article 100 and Article 113 are out of stock and we don’t think we can supply the goods to you at the moment. 5. It should be noted that this is the best we can do. 6. We must refuse your counter-offer(還盤，還價). IV. 課文（按業(yè)務環(huán)節(jié)編排） 1. The Establishment of Business Relations (1)說明：此業(yè)務環(huán)節(jié)是買賣雙方交往的第一步,是由買方或賣方首先向?qū)Ψ饺バ抛晕医榻B，然后另一方回信,由此雙方開始了交往并最終成交。 （2）Words and Expressions: (P 33—35) L1（=Letter 1）Through the courtesy of…, we have known that… 承蒙…照顧, 我們得知…(See p 9 of the material（函電中的固定的說法)之（1）(2)—談及如何得知對方的情況以及去信自我介紹的起首句）/ do business with…與…做生意 / for your information (或reference)（供參考）e.g. We send this catalogue and a pricelist for your information. / We wish to inform you that… 現(xiàn)告知你方… / To give you a general idea of our …, we send you… 為使你們對我們的…有個大致的了解,我們現(xiàn)寄上… / Specialize in… 專修…,專營…/ establish (enter into) business (trade) relations with… / quotation n.報價（quote v. 報價）/ *catalogue 目錄本**leaflet 單頁產(chǎn)品說明書,折疊產(chǎn)品說明書***pamphlet, brochure, booklet 宣傳產(chǎn)品的小冊子 / specific enquiry 具體詢盤, 具體詢價 (L2)We have learned from… that… / We are introducing ourselves as (或introduce ourselves as) … (或This is to introduce ourselves as…) 我們是… (leading 主要的) / line 某一行業(yè),某種產(chǎn)品 （L3）Your name and address have been given to us by…, as a…我們從…得知貴司名稱和地址,知道你們是…/ We shall be glad if you will (kindly) forward (send) us…請寄來…, 我將非常感激。 (L4) We owe your name and address to…承蒙…告知… / item (商人經(jīng)銷的)商品 / transaction (一筆)交易/ *deal in…(be in the line of…)經(jīng)營…** deal exclusively in (或deal in exclusively) (=specialize in—See L1)專營… / an export list 一份出口貨物清單 L5 / L6 （略） Exercise IV-1 Translate the following into English: 1．我們今天和你們聯(lián)系，希望和你們公司建立對雙方都有利的貿(mào)易關(guān)系。 2. 如你方所知，許多外國商人渴望和我們進行貿(mào)易。 3. 承坦桑尼亞駐北京大使館商務參贊處介紹，得知你公司的名稱地址。 4. 如你所知，我們的外貿(mào)政策是在平等互利的基礎(chǔ)上與各國人民在做貿(mào)易。 5. 我們愿告之貴方，我們目前可以供應你們各式各樣的男式皮鞋。 2．Enquiries and Offers (1)說明：雙方通過首次的函電交往，對對方都有了基本的了解之后，買方便進行具體的詢盤（specific enquiry）（也有買方第一次寫信就進行具體詢盤的情況）。收到買方的詢盤（enquiry）后賣方便報盤（offer）（報盤包括貨名、規(guī)格、數(shù)量、價格、付款方式、交貨期、包裝等等），如買方不能接受該報盤，可對此報盤予以還盤（counteroffer），雙方經(jīng)過協(xié)商之后最終達成交易。 （2）Words and Expressions: （p49—50）(L1) dealer商人 / quotation n. 報價 (quote v. 報價) / FOB, CFR, CIF 是國際貿(mào)易中常用的價格條件（或價格術(shù)語）（price terms）。FOB（Free on Board）裝運港船上交貨（指定裝運港）CFR（Cost and Freight）成本加運費（指定目的港） CIF（Cost，Insurance and Freight）成本、保險費加運費（指定目的港）（freight運費/ insurance 保險）e.g. 1 We quote you our price for Item No. 77 as follows：US$ 1850 per piece CFR Karachi. 我們現(xiàn)就77號商品向你們報價, 價格條件為成本加運費，每件1850美元,目的港卡拉奇。e.g. 2 For our animal toys，we are quoting you 42 pounds sterling per set FOB Shanghai. 我方現(xiàn)就我們的動物玩具向你方報價, 每套42英鎊，價格條件為裝運港船上交貨, 裝運港上海。/ reasonable （moderate ，competitive）price 公道的（公道的，有競爭性的）價格 / place an order with sb. for …向某人下定單購買…(order n.定單;訂購 v. 訂購) / When quoting， please state … 報價時,請告知… e.g. When quoting, please state the packing of the goods and the shipment date. 報價時,請告知貨物包裝情況及裝船期。/ terms of payment（或payment terms）付款條件（指國際貿(mào)易中的付款方式。國際貿(mào)易中有各種各樣的付款方式，其中信用證（letter of credit，縮寫L/C）是主要的付款方式。）/ discount 折扣，allowance折扣，折價 （注意: 兩者有時可換用，但在正式報價時以及在合同中要用discount）e.g. For our Cotton Piece Goods No. 3, we quote you US$ 105 per yard on the basis of CIF D5% Amsterdam. / favourable a. 有利的，贊成的 e.g. As to the business, we are waiting for your favourable reply. 關(guān)于此交易,我們靜候貴方佳音。（favourably 有利地，贊成地 e.g. The price we offer compares favourably with the quotations(報價) you can get elsewhere. 我方所報價格比你方從其它地方所能獲得的報價都優(yōu)惠。） （L2）send by airmail 空郵/ price list （price-list， pricelist） 價格單，價目表/ retail store 零售商店 (補充: retail dealer零售商= retailer) (See L1—wholesale dealer 批發(fā)商) L3-L7（略） (p 68-71) (L 1) We have examined your proposal…, but after considering it carefully, we feel it would be better to do… (委婉地提出不同意見的用語) (L2) sample book樣品本(cf. sample cuttings 剪樣) / L/C at sight 即期信用證/ be acceptable to sb. 可被某人接受 / trial order 試定單;試訂購 (指買方初次購買一種產(chǎn)品時,往往少量購買進行試銷。) / 關(guān)于offer（報盤；報價）的表達方式：*make sb. an offer for… at… e.g. We now make you an offer for our Machine Tool Model 160 at US$ 30,000 a set CIF Genoa. 我方現(xiàn)向你方就160型機床報價, 每臺30，000美元，價格條件為成本，保險費加運費，目的港熱那亞。** offer sb. sth. at a price e.g. 1 We offer you Item No. YH12 at HK$ 7800 per set FOB Qingdao. 我方現(xiàn)就YH12型商品向你方報盤(或報價),每套7800港元,價格條件為裝運港船上交貨,裝運港青島。 (L3) 注意：1. 報盤時要注明時限： e.g. *See L3—the expression“subject to your reply reaching us by April 15”. **This offer is firm （for）a week. 此報盤有效期為一周。***Our offer is valid（或open）till the 31 inst. 此報盤有效期到本月31日為止。****We offer you firm subject to reply by 5p.m. our time, Wednesday, Oct. 12. 茲報實盤,以我方時間10月12日下午5時之前回答為有效。 2. 受盤人在有效期內(nèi)表示完全同意該實盤，交易即可達成；如買方對賣方的報盤提出了一些變更的要求，則須經(jīng)賣方同意并予以確認才算成交。/ a confirmed， irrevocable L/C payable by draft at sight保兌的、不可撤消的信用證，憑即期匯票付款 / All our TV sets are guaranteed for one year. 我們的電視機保質(zhì)期為一年。 （L4）be in a position to do=be able to do / on the high side (價格)偏 （cf. on the low side (價格)偏低）/ say 比如說 e.g. Can you advance the shipment, say, by the end of September? 你們能否提早裝船, 比如說, 9月底之前裝船? / push the sale of …(=promote) 推銷(促銷)… / (L5) The prices we quoted are closely calculated. 我們的報價經(jīng)過嚴密的計算。（意即已無法降價。）/ article，item （商人經(jīng)銷的）商品 / provided (that)( = if, 正式用語) e.g. Business can be done provided (that) payment is made by sight L/C. / Call for 要求；需要 e.g. 1 The wording of the agreement calls for some revision. 該協(xié)議的措辭需要作些修改。e.g. The seller is relieved from further obligations by the buyer’s failure to make payment when called for. 由于買方在要求支付時未能付款,賣方可以解除未盡義務。 Exercise IV-2 Translate the following into English: 1. 我們接到你方2006年10月25日對我們綿羊毛的詢盤。 2.謝謝你方2006年3月10日詢價，現(xiàn)報盤如下：4，000打工作手套，每打HK$480 CIF Singapore, 船期8 / 9月。我們需要不可撤消的、憑即期匯票付款的信用證。盼及早復信。 3.如果你方不能供應一等品，我們就要二等品。 4 這一批50公噸核桃仁的貨已向別處報盤，因此欲購從速。 5. 你方所報的價格還是有競爭力的，但是交貨期(the delivery date)無法接受。 3．Conclusion of Business （1）說明：雙方經(jīng)過協(xié)商后決定達成交易。達成交易的方式有以下幾種情況：a）經(jīng)過詢盤和報盤取得一致意見后雙方直接簽署合同；b）經(jīng)過詢盤和報盤雙方取得一致意見之后，由買方給賣方下定單即可； c）經(jīng)過詢盤和報盤雙方取得一致意見后由買方給賣方下定單，然后雙方再簽署合同。以下是定單與合同的格式，要能看懂并且會填制。 （附：英語定單及合同的有關(guān)表達：*定單 order，order form，order note， order sheet ** 合同sales confirmation 銷售確認書（簡式銷售合同），sales contract銷售合同，purchase confirmation購買確認書，purchase contract購買合同）。 * 定單格式： H．Simpson & Co. Ltd. 298 South Street Sydney, Australia Order No. HS-0437 Order Form 6th July, 2006 China National Imp. & Exp. Corp. Shanghai, China Quantity Item Catalogue No. CIF Sydney Net 250 Bed Sheets, 106cm, blue 67 ￡2.50 each 250 Bed Sheets, 120cm, primrose 89 3.00 each 500 Pillow Cases, blue 101 1.80 each 500 Pillow Cases, primrose 120 1.80 each Packing: In cotton cloth bales Shipment: Prompt shipment from Shanghai Payment: By irrevocable L/C available by draft at sight For Simpson & Co. Ltd. Secretary *學習合同格式、有關(guān)條文；學習如何填制合同： See the Specimen of Sales Confirmation in the material. Learn the stipulations of a Sales Confirmation. Learn how to fill in a Sales Confirmation. Name of Commodity Quantity Unit price Total Amount and Specifications, Pcking and Shipping Marks CIFC3% Bangkok 1. Jinniu Brand Walking 100 sets US$ 560 US$ 56,000 Tractor Model 101 2. Forklift Truck Model H33 50 sets US$ 1,200 US$ 60,000 Packing: In seaworthy wooden US$ 116,000 cases Shipping Marks: S/CBP301124590 BANKOK/YECO （SAY：US DOLLARS ONE HUNDRED AND SIXTEEN THOUSAND ONLY） Exercise IV-3 Fill in a Sales Confirmation with what is given below: Rice Milling Machine Type SP300 (25 sets) (Unit price—CFR C2% D2% Genoa—US$356) / Oil Expeller Type 59 (4 sets) (Unit price—CFR C2% D2% Genoa—US$2,080) (Packing: In seaworthy wooden cases) (Shipping Marks