外经贸（国际商务）英语函电I. 函电在外经贸（国际商务）交往中的作用以及函电的类别 1. 函电在外经贸（国际商务）交往中的作用: 函电是书面用语对外经贸（国际商务）交往活动中要交流情况、磋商交易，办理各种相关事宜，始终离不开函电因此，学习函电、认真写好函电，提高函电质量，对发展对外经贸（国际商务）工作起着很重要的作用2.函电的类别: 信函（letters or correspondence）、电报（telegram or cable）(现已不用)、电传（telex）（现已少用）、（facsimile or fax）、电子邮件（E-mail）学习各类函电，首先要学习信函的写作，打好信函的基础，然后就会很快学好其它类型请看以下例子：（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. /（电报）ORDER305 SHPG/ADV RECEIVED PLSSEND CHEQUE PAYINGFOR 5PCT COMMISSION AS-BEFORE /（电传）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 / (和电子邮件的例子与信函大致相同。
)Exercise IQuestion ：1. What is the function of English correspondence in foreign trade (international business)? 2. State the classification of English correspondence.II. 商业信函及信封的格式1. 商业信函的格式：e.g. 1：（indented form—缩进式）Yonghua Chemicals Import & Export Corporation 178 Guangming Street Wuhan, ChinaPostcode: 430058 WH CN Telephone: 87615870Cable Address: “YHCHEM” Wuhan Fax: (1079) 1278405 Telex: 83836799 YHCHML WH E-mail: 0734ygh @ sina. com. cn （信头）Date: 14 July, 2007 （写信日期）Our ref: 0315D3YH （我方编号） \ Your ref: 254SYW （你方编号） \Messrs. Williams & Co. Ltd. \Estover Road, Plymouth PL67PZ \Telegrphone: (0725 7053251) \ Telex: 127004WLLMS \Fax: 03 59 300 779 \E-mail: 349067wllco @ \ （封内地址） Attention: Import Department （ 经办人） Dear Sirs: （客套称呼） 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, （结尾敬辞） Yonghua Chemicals Import & Export Corporation （signature） （签名） Wu Feng Department Manager(WF / LHY) （信件经办人）Encl. A pricelist and a catalogue （附件）C.C. （转抄）P.S. （又及，附言）e.g. 2: (blocked form—平头式)Yonghua Chemicals Import & Export Company 178 Guangming Street Wuhan, ChinaPostcode: 430058 WH CN Telephone: 87615870Cable Address: “YHCHEM” Wuhan Fax: (1079) 1278405Telex: 83836799 YHCHML WH E-mail: 0734ygh @ sina. com. cnOur ref: 0315D3YH Your ref: 254SYWDate: 14 July, 2007 Messrs. Williams & Co. Ltd. Estover Road, Plymouth PL67PZTelegrphone: (0725 7053251)Telex: 127004WLLMSFax: 03 59 300 779 E-mail: 349067wllco @ Attention: Import DepartmentDear Sirs: PharmaceuticalsWe 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 catalogueC.C.P. S. e.g. 3 Other forms: (略)2．信封的格式：（See p10—3.Addressing Envelopes）Exercise IITypewrite 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 @(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 @(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: (自编)（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. 外经贸（国际商务）英语函电的文体特点 外经贸（国际商务）英语函电属于实用性公文文体。
它一方面具有公文文体书面英语的特点，另一方面讲求实用性，具有口头语简洁明了的特点1．具有书面英语的特点：（1）使用长句，结构较复杂：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 faithfullye.g. 2— (See p 17 Letter 1—2) （讲解使用长句多及邀请函。
2）使用一些正式用语（其中有一定数量的仍然被使用的旧式用法）, 使语言更正式：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. / (以下是商业英语函电中至尽仍在使用的旧式用法) 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．具有口头英语的特点：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为普通应酬语，常用于函电中。
3.有许多固定的表达(有书面用语和口头用语)：e.g. (1) 谈及如何得知对方的情况: We obtain your name and address from… / We owe your name and address to… / We learn from…that you are…(2)去信自我介绍的起首句: This is to introduce ourselves as (某商品经销商等) for… years. / We are (某商品经销商等) for …years. / We wish to introduce ourselves to you as(某商品经销商等).(3)收到来信等: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)通知对方某事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)谈及某函电内容时的起首句：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) 表明写信人自己的看法: 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) 请求对方做某事：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） 提建议用语：May we suggest that…/ Will you（please）…? / We have to… (比We must …委婉) (9) 提请对方注意某事： We must make it clear that… / We should point it out that… / We must stress (the point) that … (10)抱怨与索赔用语：(抱怨) lodge (make, lay) a complaint against sb. of (about) sth. / (抱怨) complain against sb. of (about) sth. / (索赔) lodge (raise, file, make, put in) a claim against (with, on) sb. on sth. for an amount for a cause(11) 表拒绝的用语：refuse sb.sth. / refuse sb./ refuse sth./ refuse to do.sth. / reject sb. / reject sth. / decline (vi.) / decline sth. / decline doing (to do) sth. (说明: refuse 拒绝,不愿意,拒收. reject (断然)拒绝, 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---简练的表达方式：While appreciating your…, we… (或 While thanking you for your…, we …)尽管感谢你方…, 但我们… / If necessary (possible, yes, O.K., not), …---如果必要（可能,行,行,不行）, 就… / As requested, we…现应请求,我方… / …unless otherwise stated (advised, specified, indicated)----除非另有说明(通知,规定,表明), …( 例: Our future orders will include your 2% commission unless otherwise advised. 除非另有通知,我方今后的定单都包含你方2%的佣金。
)4．有许多外经贸（国际商务）英语术语，对这些专业术语要弄清并记住略）5．编写商业英语函电要注意的3个特点，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一个月两次的，两个月一次的）(Rewriting) (See p 11)e．g．2 As we have all kinds of window glass in stock, we are well-placed（存货丰富的） 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（及时的）.(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，还是…为好）. (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 IIICorrect 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(还盘，还价).IV. 课文（按业务环节编排） 1. The Establishment of Business Relations(1)说明：此业务环节是买卖双方交往的第一步,是由买方或卖方首先向对方去信自我介绍，然后另一方回信,由此双方开始了交往并最终成交。
2）Words and Expressions: (P 33—35)L1（=Letter 1）Through the courtesy of…, we have known that… 承蒙…照顾, 我们得知…(See p 9 of the material（函电中的固定的说法)之（1）(2)—谈及如何得知对方的情况以及去信自我介绍的起首句）/ do business with…与…做生意 / for your information (或reference)（供参考）e.g. We send this catalogue and a pricelist for your information. / We wish to inform you that… 现告知你方… / To give you a general idea of our …, we send you… 为使你们对我们的…有个大致的了解,我们现寄上… / Specialize in… 专修…,专营…/ establish (enter into) business (trade) relations with… / quotation n.报价（quote v. 报价）/ *catalogue 目录本**leaflet 单页产品说明书,折叠产品说明书***pamphlet, brochure, booklet 宣传产品的小册子 / specific enquiry 具体询盘, 具体询价(L2)We have learned from… that… / We are introducing ourselves as (或introduce ourselves as) … (或This is to introduce ourselves as…) 我们是… (leading 主要的) / line 某一行业,某种产品 （L3）Your name and address have been given to us by…, as a…我们从…得知贵司名称和地址,知道你们是…/ We shall be glad if you will (kindly) forward (send) us…请寄来…, 我将非常感激。
L4) We owe your name and address to…承蒙…告知… / item (商人经销的)商品 / transaction (一笔)交易/ *deal in…(be in the line of…)经营…** deal exclusively in (或deal in exclusively) (=specialize in—See L1)专营… / an export list 一份出口货物清单L5 / L6 （略）Exercise IV-1 Translate the following into English:1．我们今天和你们联系，希望和你们公司建立对双方都有利的贸易关系2. 如你方所知，许多外国商人渴望和我们进行贸易3. 承坦桑尼亚驻北京大使馆商务参赞处介绍，得知你公司的名称地址4. 如你所知，我们的外贸政策是在平等互利的基础上与各国人民在做贸易5. 我们愿告之贵方，我们目前可以供应你们各式各样的男式皮鞋2．Enquiries and Offers(1)说明：双方通过首次的函电交往，对对方都有了基本的了解之后，买方便进行具体的询盘（specific enquiry）（也有买方第一次写信就进行具体询盘的情况）。
收到买方的询盘（enquiry）后卖方便报盘（offer）（报盘包括货名、规格、数量、价格、付款方式、交货期、包装等等），如买方不能接受该报盘，可对此报盘予以还盘（counteroffer），双方经过协商之后最终达成交易2）Words and Expressions:（p49—50）(L1) dealer商人 / quotation n. 报价 (quote v. 报价) / FOB, CFR, CIF 是国际贸易中常用的价格条件（或价格术语）（price terms）FOB（Free on Board）装运港船上交货（指定装运港）CFR（Cost and Freight）成本加运费（指定目的港） CIF（Cost，Insurance and Freight）成本、保险费加运费（指定目的港）（freight运费/ insurance 保险）e.g. 1 We quote you our price for Item No. 77 as follows：US$ 1850 per piece CFR Karachi. 我们现就77号商品向你们报价, 价格条件为成本加运费，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. 我方现就我们的动物玩具向你方报价, 每套42英镑，价格条件为装运港船上交货, 装运港上海/ reasonable （moderate ，competitive）price 公道的（公道的，有竞争性的）价格 / place an order with sb. for …向某人下定单购买…(order n.定单;订购 v. 订购) / When quoting， please state … 报价时,请告知… e.g. When quoting, please state the packing of the goods and the shipment date. 报价时,请告知货物包装情况及装船期/ terms of payment（或payment terms）付款条件（指国际贸易中的付款方式国际贸易中有各种各样的付款方式，其中信用证（letter of credit，缩写L/C）是主要的付款方式/ discount 折扣，allowance折扣，折价 （注意: 两者有时可换用，但在正式报价时以及在合同中要用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，赞成的 e.g. As to the business, we are waiting for your favourable reply. 关于此交易,我们静候贵方佳音。
favourably 有利地，赞成地 e.g. The price we offer compares favourably with the quotations(报价) you can get elsewhere. 我方所报价格比你方从其它地方所能获得的报价都优惠L2）send by airmail 空邮/ price list （price-list， pricelist） 价格单，价目表/ retail store 零售商店 (补充: retail dealer零售商= retailer) (See L1—wholesale dealer 批发商)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… (委婉地提出不同意见的用语)(L2) sample book样品本(cf. sample cuttings 剪样) / L/C at sight 即期信用证/ be acceptable to sb. 可被某人接受 / trial order 试定单;试订购 (指买方初次购买一种产品时,往往少量购买进行试销。
) / 关于offer（报盘；报价）的表达方式：*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. 我方现向你方就160型机床报价, 每台30，000美元，价格条件为成本，保险费加运费，目的港热那亚 offer sb. sth. at a price e.g. 1 We offer you Item No. YH12 at HK$ 7800 per set FOB Qingdao. 我方现就YH12型商品向你方报盘(或报价),每套7800港元,价格条件为装运港船上交货,装运港青岛 (L3) 注意：1. 报盘时要注明时限： e.g. *See L3—the expression“subject to your reply reaching us by April 15”. **This offer is firm （for）a week. 此报盘有效期为一周Our offer is valid（或open）till the 31 inst. 此报盘有效期到本月31日为止。
We offer you firm subject to reply by 5p.m. our time, Wednesday, Oct. 12. 兹报实盘,以我方时间10月12日下午5时之前回答为有效 2. 受盘人在有效期内表示完全同意该实盘，交易即可达成；如买方对卖方的报盘提出了一些变更的要求，则须经卖方同意并予以确认才算成交/ a confirmed， irrevocable L/C payable by draft at sight保兑的、不可撤消的信用证，凭即期汇票付款 / All our TV sets are guaranteed for one year. 我们的电视机保质期为一年L4）be in a position to do=be able to do / on the high side (价格)偏（cf. on the low side (价格)偏低）/ say 比如说 e.g. Can you advance the shipment, say, by the end of September? 你们能否提早装船, 比如说, 9月底之前装船? / push the sale of …(=promote) 推销(促销)… / (L5) The prices we quoted are closely calculated. 我们的报价经过严密的计算。
意即已无法降价/ article，item （商人经销的）商品 / provided (that)( = if, 正式用语) 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. 该协议的措辞需要作些修改e.g. The seller is relieved from further obligations by the buyer’s failure to make payment when called for. 由于买方在要求支付时未能付款,卖方可以解除未尽义务Exercise IV-2 Translate the following into English:1. 我们接到你方2006年10月25日对我们绵羊毛的询盘2.谢谢你方2006年3月10日询价，现报盘如下：4，000打工作手套，每打HK$480 CIF Singapore, 船期8 / 9月。
我们需要不可撤消的、凭即期汇票付款的信用证盼及早复信3.如果你方不能供应一等品，我们就要二等品4 这一批50公吨核桃仁的货已向别处报盘，因此欲购从速5. 你方所报的价格还是有竞争力的，但是交货期(the delivery date)无法接受3．Conclusion of Business（1）说明：双方经过协商后决定达成交易达成交易的方式有以下几种情况：a）经过询盘和报盘取得一致意见后双方直接签署合同；b）经过询盘和报盘双方取得一致意见之后，由买方给卖方下定单即可； c）经过询盘和报盘双方取得一致意见后由买方给卖方下定单，然后双方再签署合同以下是定单与合同的格式，要能看懂并且会填制附：英语定单及合同的有关表达：*定单 order，order form，order note， order sheet ** 合同sales confirmation 销售确认书（简式销售合同），sales contract销售合同，purchase confirmation购买确认书，purchase contract购买合同） 定单格式：H．Simpson & Co. Ltd. 298 South Street Sydney, AustraliaOrder No. HS-0437 Order Form 6th July, 2006China National Imp. & Exp. Corp.Shanghai, ChinaQuantity Item Catalogue No. CIF Sydney Net250 Bed Sheets, 106cm, blue 67 ￡2.50 each250 Bed Sheets, 120cm, primrose 89 3.00 each500 Pillow Cases, blue 101 1.80 each 500 Pillow Cases, primrose 120 1.80 eachPacking: In cotton cloth balesShipment: Prompt shipment from ShanghaiPayment: By irrevocable L/C available by draft at sight For Simpson & Co. Ltd. Secretary*学习合同格式、有关条文；学习如何填制合同：See the Specimen of Sales Confirmation in the material.Learn the stipulations of a Sales Confirmation. Learn how to fill in a Sales Confirmation.Name of Commodity Quantity Unit price Total Amountand Specifications, Pcking and Shipping Marks CIFC3% Bangkok1. Jinniu Brand Walking 100 sets US$ 560 US$ 56,000Tractor Model 101 2. Forklift Truck Model H33 50 sets US$ 1,200 US$ 60,000Packing: In seaworthy wooden US$ 116,000casesShipping Marks: S/CBP301124590 BANKOK/YECO （SAY：US DOLLARS ONE HUNDRED AND SIXTEEN THOUSAND ONLY） Exercise IV-3Fill 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。