1、浙江财经大学赵吟佳外贸英语函电期末复习UNIT 1 BUSINESS LETTERS WRITING1.Basic Principles of Business Letters Writing (7c)(1) Consideration (2) Correctness (3) Completeness (4) Concreteness (5) Conciseness (6) Clearness (clarity) (7) Courtesy 2.Structure of Business Letters(1)Letterhead1the name of the firm 2telephone n
2、umber, telegraphic address, telegraphic codes used, telex numbers3E-mail account4trademark or the kind of business carried on(2)Dateline1In full, in the logical order of day, month, year.e.g. 12th May 2004 or 12 May 20042For the day, either cardinal numbers or ordinal numbers can be used.e.g. 3rd Ap
3、ril 1991 or 3 April 19913The day can also be written after the month, but a comma must be written after the day.e.g. June 1st, 2003 or July 2nd, 20044Never give the date in figures: 12/10/1999, 12/07/19985The date is usually placed two lines below the last line of the letterhead, at the left margin
4、for full block style or ending with the right margin for indented style.(3)Inside Address1The name and address, including：a. courtesy titles a. name of the house or companyb. number of the house and name of the streetc. name of city and townd. country or state and its post code e. name of country /
5、E-mail address2The name and address to be placed at the left-hand margin of the writing paper.3The courtesy titles generally used are Mr. (Esq.), Mrs., Miss, Messrs.4Esq. (for Esquire) is legally restricted to certain classes of persons in America (e.g. judges, magistrates, barristers)5In England, t
6、o single person, Mr. Name or Name, Esq. But Americans never use Name, Esq.6Mrs. (for mistress) is used for a married woman and Miss for an unmarried woman.7Ms. As the courtesy title for all women, particularly career women.8Most often used: Messrs. as the plural form of Mr. is used only for companie
7、s or firms, the names of which include a personal element. e.g. Messrs. J. Harvey & Co. It is not used in any of the following cases: (a) when an individual is addressed; (b) when the title is impersonal; (c) when courtesy title is already included; (d) when the title begins with The.(4)Salutation1D
8、ear Sirs; Gentlemen; Dear Madam or SirNote that you cannot use Sirs alone and that Gentlemen cannot be used in the singular.2After the inside name and address, the salutation is typed two lines down, flush with the left margin(5)Body of Letter(6)Complimentary Close1Yours sincerely (Dear Mr. Name wit
9、h formality or Americans); Yours faithfully (Dear Sirs/Dear Madam, used as standard practice in Britain); Yours truly (Americans)2The complimentary close appears in the middle of the page or flush with the left margin in fully blocked letters and two lines below the last sentence of the letter.(7)Si
10、gnature1It mainly consists of the addressers signature, the typed name of him and his position immediately below the complimentary close. It should be written in ink.2 Yours faithfullyCompany name(signature)Title (e.g. manager)3.Miscellaneous matters(1)References 1In letterheadsYour ref:Our ref:2The
11、 part of the first paragraph of the reply letter.Dear Sir:Thank you for your letter, reference ALM/PS, of 15th September.3Typed as a heading.Dear Sir:Your Ref: ALM/PSThank you for your letter of 15th September.(2)For the attention ofIt is considered as a part of inside name and address and it leads
12、to a particular person or department when the letter is addressed to a company.It is typed two line-spacing above the salutation, underlined.e.g.Messrs. Sullivan & Son264 Chorlton StreetCARACASVanezuelaAttention: Import DepartmentDear Sir,Subject(3)Subject headings1Main headings The heading is place
13、d two line-spacing below the salutation, underlined, and centered over the body of the letter or at the left-hand margin to call the attention to what content the letter is about.e.g.Dear Sir:Your Order NO. 34562Paragraph headingsThe heading is placed at the beginning of each paragraph.(4)Enclosures
14、 e.g.1Encls: 2 commercial invoices2Enc-21.Price List2.Terms and Conditions of Sales(5)Carbon Copy NotationWhen copies of the letter are sent to others, type c c (CC) below the signature at the left margin.e.g. CC (to) Edwa McNeile(6)Postscript (p.s.)Add to the letter something forgotten to mention o
15、r for emphasis.Two lines below any other notations.Try to avoid using P.S. since it may suggest that the writer failed to plan the letter well.4.The Formats of a Business Letter(1)The Full Block Format (Page 12)(2)Semi-indented (block) Format (Page 11)UNIT 2 ESTABLISHING BUSINESS RELATIONSTranslatio
16、n 1.Set up / open up / enter into / establish business relations 建立业务关系2.We are willing to enter into business relations with you.3.We express our desire to4.First Enquiry 首次询价5.Through the courtesy of 承蒙的介绍We owe your name to theYour company has been kindly introduced to us. 6.Specialize in / Deal
17、in / Engage in / Handle （products we handle） 经营、从事7.Fall within the scope of our business activities. 在我们的经营范围内。8.We wish to introduce ourselves as a9.Your early reply is appreciated. / We look forward to receiving10.Your early favorable(肯定的) reply. 11.By another post / under separate cover 另封邮寄e.g.
18、 We are sending you under separate cover by airmail a copy of the latest catalogue.We are airmailing you by another post a copy of the latest catalogue12.就财务状况向银行咨询 consult the bank on the financial situation13.For our credit standing, please refer to the following bank 关于我们的信誉，请参阅以下银行14.Our banks a
19、re the Bank of They can provide you information about our financial position and integrity. 财务状况和诚信15.Enjoy (great) popularity / receive wide acceptance 产品畅销16.We take the liberty of writing to you with a view to establishing business relations with you. 我们冒昧地写信给你们是出自于希望与你方建立业务关系。17.inform sb. of st
20、h. 通知某人某事18.to give sb. an idea of sth. / to acquaint sb. with sth. 使对有所了解19.line 业务20.be lined with 衬以21.in line with 与一致 ；out of line with 与不一致22.enquiry (n.) enquire (v.) 询问、调查 enquire into 探究 enquire about 查询关于 enquire of sb. about sth. / enquire sth. of sb. 向某人询问某事23.take the opportunity to do
21、sth. / of doing sth. 抓住机会做某事avail oneself of sth. (to do sth.) 利用（去做某事）24.interests 利益25.leading 主要的26.coincide with 与谁相一致 coincide in 与意见相一致27.on the basis of equality and mutual benefit 在平等互惠的基础上28.for your selection 为了你做出选择29.item 商品30.prospective 未来的31.a wide range of 种类繁多的32.light industrial go
22、ods 轻工产品33.In compliance with your request. 遵照你方要求34.Be found to your satisfaction. 使你方满意35.You consider placing a trial order with us. 考虑向我们试订。36.As requested, we enclose a range of pamphlets together with our price lists for your reference. If any of the items listed meets your interest, please in
23、form us of your specific requirements. On receipt of your enquiry, we shall forward you quotations without delay. 按照你方要求，我们附上一套小册子连同价格单供你方考虑。若你对所列商品感兴趣，请告知具体需要。一经收到询价，我们立即寄送报价单。37.We enclose a complete set of leaflets showing specifications and means of packing. 我们附上一整套注有规格和包装的活页说明书。38.Prior to ship
24、ment 在装船前39.Provide the necessary certificates about the quality and quantity of the shipment. 提供所装货物的品质和数量的必要证明。40.In compliance with your request, we are sending you by air a catalogue together with a range of pamphlets for your reference.与你方的要求相一致UNIT 3 ENQUIRIES AND REPLIES1.Enquiries should be
25、addressed to the company or individual?Enquiries should be addressed to the company because, in this way, your letter will receive quick attention. If you address the enquiries to an individual, your letter may have to wait while he is away. Or you may make a mistake and address it to the wrong indi
26、vidual, and this will also mean delay.2.Discount(1)allow (or: give, make, grant) % discount off (on) the prices of goods(2)They make 20% discount for cash payment.(3)The products are selling at a discount.3.Order (1)place / send / make/ an order with sb. for sth. e.g. If your price is in line, we wi
27、ll send you an order for 5000 sets.(2)place repeat / regular / trial order with sb.4.Stock in stock 有现货的out of stock / in short supply 缺货 / 供不应求from stock 现货The goods are available from stock. 货物有现货（库存）5.The article is in short / scare / free / light quantity.6.The goods are sold in sets / individua
28、l piece / grades / batches货物按照成套/单件/等级/批次出售7.n. + p.p. hand-made 手工制作mass produced 大规模生产的battery-powered 电池供电的machine-made 机器制作的solar-powered 太阳能8.be in the market for 有意购买e.g. We are in the market for the goods which are fine in quality and reasonable in price.There is a (great) market for. 有一个（很好的
29、）市场9.marketa good (poor) market 畅销(滞销)an advancing market 市场上涨a brisk market 市场活跃 a strong / firm market 市场坚挺10.Translation(1)本公司是我国最大的纺织品进口商之一。相信本地区对价格适中的人造革手套有着稳定的需求。Our company is one of the largest importers of textile in our country. We believe that there is a steady requirement for affordable
30、hand-made leather gloves.(2)请作最优惠的报价。如果产品在本地市场畅销，我们会考虑定期向你们订购。Please make the best quotation, if this product has a good market in local, we will consider placing regular order with you.(3)你方9月27日有关鞋子和手套询盘已有我方处理。Your enquiry about shoes and gloves of 27th September has been referred to us for attent
31、ion.(4)我们认为你方产品价廉物美，符合我方需求。请报上海离岸价含3%的佣金。We think your products are both excellent in quality and reasonable in price, which fit our needs. Please report FOB Shanghai with 3% commission. (5)恳请惠寄计算机目录、价格表和付款方式，如能提供样品，将不胜感激。Please kindly send us the computer catalog, price list and payment method, if you can provide samples, would be greatly appreciated.(6)从纽约A,B,C公司获悉，你公司出口尼龙床单和枕套。对上述品质优良价格公道的商品，本地区常有需求。We learn from A. B. C. Co. of New York that you are exporting Nylon bed-sheets and pillow-cases. There is a steady demand here for the above-mentioned com
