《国际商业书信大全》

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《国际商业书信大全》 WORD 打印版
1)A first enquiry

Dear Sirs,
We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion
handbags in a variety of leathers.
We operate a quality retail business and although our sales volume is not large , we obtain high prices for our
goods.
Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?
We would find it most helpful if you could also supply samples of the various skins from which the handbags are
made.
Yours faithfully,
Sandra Jones
Manager
====================================
A first enquiry
第一次询价
Dear Sirs,
执事先生 :
从伯明翰 . 史密斯公司 ! 获悉贵公司制作了一系列款式新颖的皮革手提包 .
goods.
本公司经营高档零售业务 , 虽然销量不多 , 但货品属优质高档 .
现恳请惠寄货品目录、价格表和付款方式细则 .
made.
此外 , 如蒙提供各类皮革样本 , 不胜感激 .
Yours faithfully,
Sandra Jones
Manager
==========================================
Useful phrases
1.We have learned from … that you
从 … 获悉贵公司 …
2.We operate a quality retail business
本公司经营高档零售业务
3.Would you please send me a copy of your handbag catalogue
现恳请惠寄货品目录 …
4.We would find it most helpful if you could also supply samples of
如蒙提供各类 … 样本 , 不胜感激
=======================================
Notes 段意解说
1.Say how you obtained the company’s address and indicate what you are interested in.
各知如何取得收信人地址及发信原因．
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2.Introduce yourself and describe your field of activity.

自我介绍有关经营的业务范围
3.Make your main request.
提出请求
4.The second request is going to cost the company more. Make it tactfully.
第二个请求花费较大，需要得体地提出．
=====================================
Alternative phrases 替代用语
(I have been told by/I have heard from…)
(…handbags in several different leathers…)
goods.
made.
(It would be very helpful if…)
(…from which you make the handbags.)
============================================
Comments 评注
The enquiry is brief and to the point, telling the reader exactly what the enquiry is about. It requests the usual free
literature and politely asks for an additional item: 　 samples.
这封信简明扼要，让收信人确切清楚查询内容．先要求索取赠阅目录，再礼貌地要求提供样本
(2) Reply to a first enquiry
Dear Ms Jones,
Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.
We are sending you a copy of our latest catalogue under separate cover, together with samples of some of the
skins we regularly use in the manufacture of our products.
I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as
crocodile and ostrich, not include in the watch, are of the same high quality.
Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you.
She will have with her a wide range of our products. When you see them, we think that you will agree that only
the best quality materials are used, and that the high standard of workmanship will appeal to the most
discriminating buyer.
We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully
illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you
examples when she calls.
We look forward to receiving an order from you.
Yours sincerely,
Damien Carr
Marketing Vice-President
===========================================
Reply to a first enquiry

答复第一次询价

Dear Ms Jones,
琼斯女士 :
7 月 16 日来函询价忆收到 . 得悉贵公司对我们的产品有兴趣 , 实感荣幸 .
兹奉上我们最新的产品目绿和常用的皮革样本 , 谨供参考 .
很抱歉未能寄上全套样本,但其它诸如鳄鱼皮、驼鸟皮等皮革都是同样优质上乘的.
本公司欧洲营业经理安杰拉.韦恩太太将于下月携同各类产品前赴英国,.届时您若能抽空与她面谈和看看我
们的产品,相信也会同意我们的产品质料上乘、手工精巧,能吸引最有鉴赏力的买主.
除了手提包外,本公司亦制造多种系列精美的皮带和手套,贵公司如感兴趣,可参看产品目录中所刊登的插图.
韦恩太太拜访时将向您展示样本 .
期待接到您的订单 .
Yours sincerely,
Damien Carr
销售部副总经理
=============================================
Useful phrases
1. We are pleased to hear that you are interested in our products.
得悉贵公司对我们的产品有兴趣 , 实感荣幸 .
2. I regret to say that we can not send you the full range of samples.
很抱歉未能寄上全套样本 …
3. She will have with her a wide range of our products.
携同各类产品 …
4. We think that you will agree that only the best quality materials are used
… 相信也会同意我们的产品质料上乘、手工精巧 …
5. The high standard of workmanship will appeal to the most discriminating buyer.
… 能吸引最有鉴赏力的买主 .
======================================
Notes 段意解说
1.Make the reference clear and respond.
确认来函 , 作出响应 .
2.State what acting you are taking
详述现正采取的措施
3.Explain why you have not been able to meet the request in full
解释未能满足收信人所有要求
4.Add details of any follow-up action
告知其它后续措施
5.Broaden the customer’s interest, hoping to sell additional products.
吸引收信人对其他产品的兴趣 , 尽量推销
======================================

(I refer to your…)
(I am glad to…)
(I am sorry to…)
(I can assure you, however,…)
(…that we use the best quality materials…)
(…the most discerning…)

===========================================
Comments 评注
This is a concise, yet full, response to the enquiry. It demonstrates the efficiency and dynamism of the company’s
approach. The visit of a sales representative will almost certainly lead to a sale.
本信精要详尽,同时显示发信人公司处理效率和冲劲.派营业代表到访将可建双方的合作关系.
(3)An enquiry for steel screws
Dear Sirs,
We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a
quotation per kilogram C&F Liverpool, England.
It would also be appreciated if you could forward samples and your price list to us.
We used to purchase these products from other sources. We may now prefer to buy from your company because
we understand that you are able to supply larger quantities at more attractive prices. In addition, we have
confidence in the quality of your products.
We look forward to hearing from you by return.
Yours faithfully,
Nigel Brown
Purchasing Manager
=========================================
An enquiry for steel screws
钢螺钉询价
Dear Sirs,
营业部主管 ,
本公司有意大量购买各型号钢螺钉,欲知每公斤送抵英国利物浦的成本加运费价格.如蒙惠赐上述报价单,不
胜感激 .

如能惠寄样本和价格表 , 亦必感谢不尽 .
本公司素来向其它公司购买此类货品,闻悉贵公司货品质优价廉,故欲与贵公司建立合作关系.
专此候复 .
Yours faithfully,
Nigel Brown
Purchasing Manager
采购部经理
======================================
Useful phrases 实用短语
1.We would be obliged if you would give us a quotation per…
如蒙惠赐上述报价单 , 不胜感激 .
2.It would also be appreciated if you could forward samples and your price list to us.
3. We have confidence in the quality of your products.
… 闻悉贵公司货品质优价廉 …
==============================
Notes 段意解说
1.State the enquiry clearly, giving details.
详细告知询价项目和细则
2.State any additional requests
说明其它请求
3.Explain why you are approaching this particular company
解释选择与收信人公司接洽的原因 .
4.Ask for a quick response
要求尽早回复 .
====================================
(We would like to purchase…)
(We would be grateful if…)
(We would appreciate it…)
(We previously purchased…)
(…we are given to understand…)
(…more competitive prices…)
=======================================
Comments 评注
The enquiry is clearly stated with all relevant details at this stage. It makes it clear that the prospective purchaser
wishes to buy quite large quantities but wants top quality products at very competitive prices.
有关询价项目和细则均清楚列明.此外,发信人亦表示只要货品质优价廉,便会大批购买.
(4)Reply to an enquiry for steel screws
Dear Mr Brown,
Thank you for your enquiry of 2 October 1995. In reply, we would like to make the followings offer, subject to
our final confirmation:

Production: Steel screws

Specifications: As per the attached list
Packing: Loose in boxes of 5kg net
Quantity: 100 boxes
Price: As per the attached list
Shipment: January/February 1996
Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of
shipment.
Under separate cover, we have sent you samples of various sizes, our catalogue and price list.
If you find our offer acceptable, please telex or fax us for confirmation.
Yours sincerely,
K T Chang
Sales Manager
================================
Reply to an enquiry for steel screws
答复钢螺钉询价
Dear Mr Brown,
布朗先生 ,
贵公司 1998 年 10 月 2 日询价函收悉 . 如下报价需在本公司确认后 , 方可有效 :
产品 : 钢螺钉
规格 : 依照附表
包装 : 凈重 5 公斤散装箱
Quantity: 100 boxes
数量 :100 箱
价格 : 依照附表
装运 :1999 年 1 月至 2 月
shipment.
付款 : 保况不可撤销即期信用证 , 需于装运前 230 天开立
另函附寄各型号样本、商品目录和价格表 .
如题公司接受上述报价 , 请尽早落实定单为盼 .
Yours sincerely,
K T Chang
Sales Manager
销售部经理
================================
Useful phrases
1.We would like to make the followings offer, subject to our final confirmation
如下报价需在本公司确认后 , 方可有效
2. Under separate cover, we have sent you samples of various sizes, our catalogue and price list.

==================================
Notes 段意解说
1.Acknowledge the enquiry identifying the reference
确认来函和查询事宜 .
2.Tabulate the details of the offer for absolute clarity. Define the method of payment (letter of credit) precisely.
把各项要点详列成表 . 清楚注明付款规定 .
3.List samples and other enclosures to be sent in a separate parcel.
告知有关附件和样本将另函寄奉 .
4.Encourage a speedy reply
敦促早日回复 .
==================================
(In reply to your enquiry of…)
(The offer is conditional on our final confirmation.)
Quantity: 100 boxes
shipment.
(If our offer is acceptable…)
=========================================
Comments 评注
The offer is concise and clear. The method of payment, letter of credit, is the securest form of payment when
dealing with export orders. Tabulating details of an offer provides a simple checklist for the customers to follow.
The offer is conditional to allow for any unforeseen problems such as cost increases.
报价简洁明确,项目详列成表.令收信人一目了然.需经发信人最后确认方为有效.可避免因其它因素而引致
的成本上涨 . 以信用证付款是处理出口订货最可靠的方法 .
(5)Asking for a pro forma invoice

Dear Sirs,
One of our clients has asked us to obtain a pro forma invoice for the following product:
Lion Brand Nail Clippers Model 21 chrome plated.
Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that
we can get our client’s confirmation.
We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be
opened in your favour.
Yours faithfully,
T S Khayam
Import Manager
===================================
Asking for a pro forma invoice
索取形式发标

Dear Sirs,
执事先生 :
本公司客户要求获得下列产品的形式发票
狮牌 21 型镀铬指甲钳 2500 打
现请贵公司尽快寄送一式三份的形式发票给我们 , 以便取得该客户的确认 .
申请进口许可证并无困难.此事一经同意,本公司将立即开立以贵公司为收款人的信用证.
Yours faithfully,
T S Khayam
Import Manager
进口部经理
===========================================
1.One of our clients has asked us to obtain …
本公司客户要求获得 …
2. We will have to no problem in obtaining the import licence.
申请进口许可证并无困难 .
3. As soon as this is approved, a letter of credit will be opened in your favour.
此事一经同意 , 本公司将立即开立以贵公司为收款人的信用证 .
=====================================
Notes 段意解说
1.State the request and identify the product
告知请求和有关的产品 .
2.Give details of the proposed order and the reasons for requesting the pro forma invoice
详细暂拟订单细节和请求发出形式发票
3.Add any other details and state the proposed method of payment
附加其它资料和列明暂拟的付款方法 .
==================================
Alternative phrases
(One of our customers has asked us to get…)
(Please send three copies of your pro forma invoice …)
(We will not encounter any difficulty in…)
===========================================
Comments 评注
A pro forma invoice is not a request for payment. It is a simple way of showing a potential customer what an order
is going to cost. It makes the vendor go through the actual process of costing the order. In this case the pro forma
invoice is required for a third party. A dozen(12) is still a quantity often used by some traders. A gross(144) is also
used, but less frequently.
形式发票并非付款通知,而是卖主按正式程序报价,让潜在客户预算成本.这里述及的形式发票是为第三者索
取的 .’ 打 ’ (12 件 ) 仍常用于商业贸易中 , 但 ’ 罗 ’ (144 件 , 即 12 打 ) 刚较为少见 .
(6)Sending a pro forma invoice

Dear Mr Khayam,
In reply to: your request , dated 14 July 1999, we have much pleasure in sending you our pro forma invoice in
triplicate.
For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling
very fast, we suggest that you act on the quotation without delay.
We look forward to hearing from you.
Yours sincerely,
M T Lui
Export Manager
============================
Sending a pro forma invoice
寄送形式发票
Dear Mr Khayam,
哈亚姆先生 ,
triplicate.
现应 1999 年 7 月 14 日的要求 , 谨寄上形式发票一式三份 .
兹奉告本公司的报价一般有效期一周.另因本公司出品的指甲钳销路极佳,为免向隅,贵公司宜尽早回复.
烦请早日赐复
Yours sincerely,
M T Lui
Export Manager
出口部经理
=========================================
1. We have much pleasure in sending you…
谨奉上 …
2. Our offers usually remain open for about a week
本公司的报价一般有效期一周
3. We suggest that you act on the quotation without delay.
贵公司宜尽早回复
====================================
Notes 段意解说
1. Identify the request and state what action you are taking.
确认来函并告知采取的措施
2. Encourage the potential customer to act quickly.
敦促收信人尽早回复
==========================================
triplicate.
(In answer to your request of…)
(…we enclose our…)
(…our offers are normally firm for…)
(Since the product is selling quickly, please respond as soon as possible)

================================================
Comments 评注
This is concise response to a request. At the same time it encourages and early reply. The language is rather formal
with a few redundant. Set phrases are, however, used; see the phrases on the right for simpler alternative.
本信先就来函作简复,并催促收信人早日回复.文字规范而简洁
(7)Offering a substitute
Dear Mrs Stones,
Thank you for your telex enquiry of 23 September concerning cotton print 634.
We appreciate your efforts in marketing our products and consequently we regret very much that we are unable to
supply the desired goods due to excessive demand.
We would, however, like to take this opportunity to offer, without engagement, the following material as close
substitute.
500 pieces cotton print 428 at Us﹩1.5 per metre

CIF New York, including your commission of 2%
A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.
Your sincerely,
J S Chowdry
Sales Manager
=========================================
Offering a substitute
提供代用品报盘
Dear Mrs Stones,
斯通太太 ,
贵公司 9 月 23 日询问有关 634 号印花棉布价格的电传已收到 , 多谢来函 .
本公司感谢你们热心推销我们的产品.但因有关产品需求殷切,未能满足公司要求,深感遗憾.
substitute.
然而 , 本公司另有出产类似的织品 . 现报上虚盘如下 :
482 号印花棉布 500 件 , 每米 1.5 美元纽约
到岸价 , 当中包括贵公司佣金 2%
随函敬附样本供贵公司参考 . 若满意样本质量 , 请尽快电传复实 .
Your sincerely,
J S Chowdry
Sales Manager
销售部经理
=========================================
Useful phrases
1. We regret very much that we are unable to supply the desired goods due to excessive demand.
但因有关产品需求殷切 , 未能满足公司要求 , 深感遗憾 .
2. We would, however, like to take this opportunity to offer, without engagement, the following material as close
substitute.
然而 , 本公司另有出产类似的织品 .
3. A sample is enclosed for your reference

随函敬附样本供贵公司参考
============================================
Notes 段意解说
1. Identify the reference and goods.
确认来函 , 列明有关货品 .
2. State the reason why you can not accept the order
解释未能满足收信人要求的原因
3. Offer a substitute with details of the offer
提供代用品及列明有关详情 .
4. Enclose anything required by the prospective purchaser to make a decision. Urge acceptance.
附寄代用品样本 , 敦促回复 .
==================================
Alternative phrases
(Many thanks for…)
(We are grateful for…)
(…and, as a result, we are very sorry that…)
(…the goods you required because of heavy demand)
substitute.

(If the sample is…)
================================================
Comments 评注
The seller is unable to accept an order and state the reasons. In a case like this, it is a good idea to offer a
substitute in an effort to win an order. It appears that the prospective buyer is an intermediary or agent who
operates on commission which is included in the price of the goods.
卖主未能接受来函要求,提供代用品争取订单是最好的主意.收信人就是收取佣金的代理商,佣金已计算在货
价内 .
(8)Inability to supply goods

Dear Sirs,
We refer to your telex of 12 August and ours of today regarding the supply of black silk.
As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed
at the moment and are unable to make you the offer as requested.
We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your
customers require other silks, please let us know.
Yours faithfully,
C C Ho
Manager
=========================================
Inability to supply goods
无法供货
Dear Sirs,
执事先生 ,
贵公司 8 月 12 日的电传已收到 , 现就有关黑色丝绸供货问题电复 .

自去年以来,上述货品的需求量极高.本公司暂未能承接定单,故无法按贵公司要求报价.
他日一旦有新货源,本公司定当立即与贵公司联络,若贵客户需要其它丝绸货品,亦请告知.
Yours faithfully,
C C Ho
Manager
=============================
1. Demand for…has been heavy since…
上述货品的需求量极高
2. We are fully committed at the moment
本公司暂未能承接定单 …
3. We shall contact you as soon as fresh supplies become available
他日一旦有新货源 , 本公司定当立即与贵公司联络
4. Should your customers require other…please let us know
若贵客户需要其它丝绸货品 , 亦请告知 .
=====================================
Notes 段意解说
1. Identify the reference and the goods
确认来函
2. Explain why you can not supply the goods
解释未能供货的原因
3. Say that you will keep the enquiry before you until such time as the goods become available, and that you will
contact the client at that time. Remind the client that other goods are available.
说明如有新货源将立即供给对方 , 并询问是否需要其它种类的丝绸 .
===========================================
Alternative phrases
(With reference to…)
(You may know that …)
(As a result, we are…)
(…we can not make you an offer…)
(You can be sure that…)
(If your custo9mers…)
(…please contact us.)
============================================
Comments 评注
This letter briefly explain why goods are not available, keeps the enquiry open, and tries to sell other goods which
are available.
本函简要解释未能供货的原因 ,承诺一俟有新货源 ,必实时供给收信人 ,发信人亦试图促销其它产品 .
(9)Declining an order
Dear Sirs,
Thank you for your order no. 488 for tin plate sheets which we received today.
We regret that, owing to a shortage of stocks we are unable to fill your order.
Moreover, our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain
availability of raw materials. We will, however, contact you by telex once supply improves.

In the meantime, please feel free to send us your specific enquires for other types of metal sheets. You can be
assure of our best attention at all times.
Yours faithfully,
Margaret Brown
Export Manager
====================================
Declining an order
拒绝接受订货
Dear Sirs,
执事先生 ,
今天收到贵公司 4 5 8 号镀锡薄板的定单 .
因为存货短缺 , 未能供应贵公司所需货品 , 特此致歉 .
此外,制造商尚未确定原料供应是否充足,所以不能接受其它定单.一旦供应情况改善,我们将电传通知贵公
司 .
若贵公司需要其它金属薄板型号的资料 , 我们乐意随时效劳 .
Yours faithfully,
Margaret Brown
Export Manager
出口部经理
==================================
Useful phrases
1. We regret that, owing to a shortage of stocks we are unable to fill your order.
因为存货短缺 , 未能供应贵公司所需货品 , 特此致歉 .
2. Our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain
制造商尚未确定原料供应是否充足 , 所以不能接受其它定单 .
3. You can be assure of our best attention at all times.
我们乐意随时效劳 .
===============================
Notes 段意解说
1. Identify the reference
确认有关事项
2. Apologize for not being able to accept the order, giving the reason.
解释未能供货的原因 , 加以道歉
3. Explain the future position and promise to be in touch later.
说明将来的情况 , 答允保持联络
4. Try to obtain orders for other goods.
争取其它订单
=====================================
Alternative phrases
(Because of shortage…)

(…can not promise to accept your…)
(…because the supply of raw materials is uncertain…)
(…when supply returns to normal.)
(We shall attend to your enquiries promptly

===========================================
Comments 评注
The letter states the position clearly and briefly. It gives honest information about future supplies and tries to sell
other goods.
本函简要说明现状 , 告知货品的未来供应情况 , 借机争取促销其它货品 .
(10)A repeat order

Dear Sirs,
We have received the above shipment ex SS Blue Seas and are pleased to inform you that we find the goods quite
satisfactory.
Since we believe we can sell additional quantities in this market , we wish to place with you a repeat order for 500
dozens of the same style and size.
We would be grateful if you could arrange early shipment of this repeat order as we are in urgent need of the
goods.
If the goods are not available from stock, we would be grateful if you could advise us, with full particulars of the
specifications, of replacement goods which can be shipped from stock.
Yours faithfully,
Fiona Green
Head Buyer
======================================================
A repeat order
再次订货
Dear Sirs,
执事先生 ,
satisfactory.
本公司忆收到上述由蓝海号船载运的货品 , 其质量令人满意 .
预计销量将会增加 , 现欲增订 500 打相同式样的尺码的货品 .
goods.
如蒙及早安排装运此批货品 , 以应燃眉之急 , 本公司将万分感激 .
贵公司若无此存货 , 恳请建议可行的替代品及其资料
Yours faithfully,
Fiona Green
Head Buyer
采购部主任
===========================================
1. We find the goods quite satisfactory.

其质量令人满意 .
2. We would be grateful if you could arrange early shipment of this repeat order as we are in urgent need of the
goods.
如蒙及早安排装运此批货品 , 以应燃眉之急 , 本公司将万分感激 .
3. We would be grateful if you could advise us, with full particulars of the specifications, of replacement goods
which can be shipped from stock.
恳请建议可行的替代品及其资料
============================================
Notes 段意解说
1. Identify the order and product State what has happened.
确认有关货品 , 表示满意
2. Give details of the repeat order.
提出要求增订的原因
3. Urge prompt delivery
敦促尽早落实订单
4. Ask for details of a substitute if you think the goods may not be in stock
如该货短缺 , 请求提供替代用品
==============================================
satisfactory.
(The above shipment has arrived safely by SS Blue Seas and we are pleased to say that the goods are satisfied)
(…sell more of this product…)
goods.
(…as we need the goods urgently…)
(…if you would tell us…)
================================================
Comments 评注
The supplier will be pleased by the complimentary tone of this letter. As a result. , s/he will do the best to oblige
the purchaser by responding promptly.
收信人获得赞赏 , 定必从速回复发信人 , 并安排有关增订事宜 .
( 十 )Thank a customer for an order

Dear Mr Dakin,
Thank you for your order no.464 of 20 September.
The models you selected from our showroom went out today under my personal supervision.
The package is being airfreighted to your on Swissair . The relevant documentation is enclosed.
I enjoyed meeting you and hope that this order represents the beginning of a long and prosperous relationship
between our companies.
The next time you visit us,please let me know in advance so that I can arrange a lunch for your with our direction.
Yours sincerely,
Jean-Pierre Prost
Sales Manager
======================================
Thank a customer for an order
感谢客户订货
Dear Mr Dakin,
代金先生 .

谢谢 9 月 20 日第 464 号定单 .
今天我已亲自监督发送您自展展览室挑选的产品
该产品随附有关文件经瑞士航空公司运送 .
很荣幸与您会面 , 衷心希望是次定单能加强双方的关系 .
下次到方前 , 烦请赐知 , 以能安排与本公司董事会共进午餐 .
Yours sincerely,
Jean-Pierre Prost
Sales Manager
销售部经理
============================================
Useful phrases
1.The models you selected went out today under my personal supervison.
今天我已亲自监督发送您自展览室挑选的产品 .
2.I hope that this order represents the beginning of a long and prosperous relationshiop between our companies.
衷心希望是次定单能加强双方的关系 .
=======================================
Notes
1.Identify the reference
指出有关的定单
2.Give the shipping date.
交待装运其和运输方式
3.State the means of delivery and mention the enclosure
提及货口随附文件送上
4&5 End with a friendly message.
建立友好关系
=====================================
(Many thanks for …)
(The goods your chose…)
(I enclose the relevant documents.)
(When you visit us again…)
===================================
Comments 评注
This letter confirms shipment of an order. The vendor makes it clear that he will personally supervise transactions.
The offer of hospitality should further consolidate the business relationship.
此信是要交代货物的装运情况,指出过程由销售部经理亲监督.信中表现出殷勤好客的态度,借此促进双方的
业务发展 .
( 十一 )Selling more to a steady customer

Dear Sirs,
I enclose an illustrated supplement to our catalogue. It covers the latest designs which are now available from
stock.
We are most gratified that you have, for several years,included a selection of our products in your mail-order

catalogues. The resulting sales have been very steady.

We believe that we will find our new designs most attractive . They should get a very good reception in your
market.
Once you have had time to study the supplement ,please let us know if you would like to take the matter further.
We would be very happy to send samples to you for closer inspection.
For your information ,we are planning a range of classical English dinner services which should do well in the
North American market.
We will keep you informed on our progress and look forward to hearing from you.
Yours faithfully,
Peter Reeve
Export Manager
========================================
Selling more to a steady customer
向长期客户推销新产品
Dear Sirs,
采购部主管 ,
stock.
随函寄奉配有插图的商品目录附页 , 介绍最新设计的产品 .
贵公司的邮购目录多年来收录本公司产品,产品销售成绩理想,特此致以深切谢意.
market.
最新设计的产品巧夺天工 , 定能吸引顾客选购 .
烦请参阅上述附页 , 若需查看样本 , 请赐复 , 本公司乐意效劳 .
本公司现正设计一系列款式古典的英国餐具 ,适合北美市场需求.如感兴趣,亦请赐知.
愿进一步加强联系 , 并候复音 .
Yours faithfully,
Peter Reeve
Export Manager
出口部经理
============================================
1.We believe that you will find our new designs most attractive.
最新设计的产品巧夺天工 …
2.Please let us know if you would like to take the matter further.
… 本公司乐意效劳 .
3.For your information…
如感兴趣 , 亦请赐知 .
4.We will keep you informed on our progress.
愿进一步加强联系 …
========================================
Notes 段意解说
1.Refer to the enclosure
提及附件
2.Thank the company for their business
感谢客户长期惠顾
3.Refer to the new products

介绍新产品 .
4.Offer further service.
提供进一步服务 .
5.Describe future development.
简述未来发展 .
=========================================
stock.
(Please find enclosed…)
(We are very pleased…)
(We sales that have resulted…)
market.
(We think that…)
(There should be a good market for them in you country)
(When you have looked at…)
(…which should sell well…)
=============================================
Comments 评注
The vendor already sells to the recipient of the letter. He is now supporting the existing sales and trying to
encourage an expansion in business. The letter’s main purpose is to maintain the recipient’s interest in the
vendor’s products and keep him informed of developments.
卖主与客户一向有商业联系,现在希望扩展业务.这封信的目的为要继续引起客户对产品的兴趣和提供发展
情况的资料 .
(12)Canvassing advertisers for a trade directory

Dear Sirs,
Thank you for your business. You are currently represented in our directory. This is the only directory of its kind
which reaches all companies in the building and construction industry in the UK. Advertising in our directory was
a wise move on your part.
We are currently compiling a new edition of the directory which will be published in April 1995. The new edition
will be expanded to include major manufacturers of pluming equipment in the European Community.
For proper coverage in the directory ,you ought to appear in more than one category. If you do opt for a multiple
listing, you will be able to buy space in additional categories at half price.
You can be assured that the new edition will be on the desks of all the major decision makers in the building and
hardware trades.
Please complete the enclosed form and return it with the appropriate fee.
Thanks again for your business.
Yours fainthfully.
Brian Price
Manager
======================================
Canvassing advertisers for a trade directory
为商贸指南兜揽广告客户
Dear Sirs,
敬启者 ,

衷心感谢惠顾.贵公司商号已刊登在本公司的商贸指南中.该指南乃唯一覆盖英国全部建筑公司的刊物.在此
刊登广告确是明智之举 .
现正筹备 1995 年 4 月版的贸易指南 , 新版会罗列欧洲共同体的主要锅管业制造商 .
为达到出色的宣传效果,贵公司宜考虙在不同类别刊登广告.如蒙惠顾,除首个广告外,其余类别的广告将可
获半价优惠 .
hardware trades.
该指南将分送给所有建筑公司和五金器具公司的主管 .
烦请填妥随附表格 , 边同广告费用一并寄回 .
专此盼候佳音 .
Yours fainthfully.
Brian Price
Manager
经理
===============================
1.We are currently compiling a new edition of…
现在正筹备 …
2.For proper coverage…
为达到出色的宣传效果 …
3.If you do opt for…you will be able to…
如蒙惠顾 … 将可获 …
4.Please complete the enclosed form and return it with the appropriate fee.
烦请填妥随附表格 , 边同广告费用一并寄回 .
===================================
Notes 段意解说
1.Thank the client for his business and describe the circulation of the directory.
感谢客户惠顾 , 简述指南的流通量 .
2.Write about the new edition and the plans for wider circulatin.
告知关于新版筹备工作和扩大流通量之事宜 .
3.Encourage the client to take more space
促请客户刊登更多的广告 .
4.Stress the importance of the people who will get the directory.
强调指南对读者的重要
5.Mention the enclosures
提及附件
==============================
(At the moment you are listed…)
(We are putting together…)

(Coverage in the new edition will be increased…)

(If you decide on a multiple entry…)
hardware trades.
(We can assure you that…)
(…and enclose the correct fee.)
=============================
Comments 评注
The letter has two main purpose . The first is to keep the client’s business. The second is to try to sell more
advertising space. To achieve these aims, the letter stresses the wider circulation of the new edition , the
importance of the people who will receive it and the usefulness of multiple listing.
本信的目的有两个: 保持与客户现有的商业联系和促销更多广告版面.因此,本信强调新版扩大发行,读者包
括有关行业的决策人 , 以及刊登不同类别广告的优惠 .
(13)A request to use a customer as a reference

Dear Mr Legrand,
Thank you for your letter of 2 November. We are delighted to hear that you are so pleased with the refurbishment
of your hotel.
As you know, in our line of work, we depend on good reports about our projects to win further business. Our
clients always shop around and look for references before committing themselves.
With our permission, we would like to use hotel as a reference when we discuss similar refurbishments in the
hotel industry. Would you agree to our suggesting that future clients should call you?
It would also be most helpful if we could occasionally bring a client to look at your hotel. We would, of course,
stay overnight at least.
I will call you next week to hear your reaction. Thanks again for you kind words.
Yours sincerely,
Robert Gould
Manager
=============================
A request to use a customer as a reference
请求客户作推荐人
Dear Mr Legrand,
勒格朗先生 ,
of your hotel.
从 11 月 2 日的来函得悉阁下对贵饭店的整修感到满意 , 此消息对本公司实是一大鼓 .
设计行业重视声誉 , 客人在选择设计公司时必然会有所比较 .
如蒙允许,本公司欲请贵饭店作推荐人,证明有关整修的质素.未知可否让其它客户来电垂询.
此外,如获允准间或联同客户前来参观贵饭店整修,定必有莫大帮助.当然,本公司会预订房间,至少留宿一晚.
上述事宜,还请亮察.本公司于下周致电,听候佳音.再次衷心多谢贵饭店的夸奖.
Yours sincerely,
Robert Gould
Manager
经理

===================================
1.We are delighted to hear that…
… 此消息对本公司实是一大鼓励
2.We depend on good reports about our projects to win further business.
… 重视声誉 …
3.With your permission ,we would like to use…a reference
如蒙允许 , 本公司欲请贵饭店作推荐人 …
4.It would be most helpful if…
… 定必有莫大帮助 .
================================
Notes 段意解说
1.Acknowledge the letter. Thank the client for his praise.
告知客户收到来信 , 感谢称赞 .
2.Mention the need for references in your business.
提及有关的业务需要 .
3.Ask the client if he is willing to act as a referee.
请求客户作推荐人 .
4.Hold out the promise of business for the client if he cooperates.
如客户应许作推荐人 , 承诺加强业务合作 .
5.Urge a reply and express again your gratitude.
给予充中时间考虙 , 并再次感谢赞赏 .
==================================
of your hotel.
(We are pleased …)
(…,in our profession,…)
(Our clients always consider their options…)
(…similar projects…)
(Could we suggest that prospective clients call you?)
=======================================
Comments 评注
The letter takes advantage of a satisfied reaction from a client to attempt to recruit a referee. The writer is astute in
that he indicates that the referee will be rewarded with extra business. It is important to offer some kind of
incentive when asking for a favour of this kind.
发信人借着答复客户的赞赏,请求客户作推荐人,并充诺以业务合作为回报.在类似的请求信中,给予回报是
必需的 .
(14) Announcing a price increase

Dear sirs,
We enclose our new catalogue and price list. The revised prices will apply from 1 April 1997.
You will see that there have been a number of changes in our product range. A number of improved models have
been introduced. Our range of washing machines has been completely revamped. Many popular
lines,however,have been retained unchanged.

You will be aware that inflation is affecting industry as a whole. We have been affected like everyone else and
some price increases have been unavoidable. We have not,however,increased our prices across the board. In many
cases,there is a small price increase, but in others, none at all.
We can assure you that the quality of our consumer durables has been maintained at a high standard and that our
service will continue to be first class.
We look forward to receiving your orders.

Yours faithfully,
Tim Smith
Export Sales Manager
===================================
Announcing a price increase
通知客户价格调整
Dear sirs,
敬启者 ,
仅附上新的产品目录和价格表 ,. 修床价格定于 1997 年 4 月 11 日起生效 .
产品系列有一些变化,增加了不少改良的型号.推出一系列新款的洗衣机,但许多流行的型号仍保持不变.
通货膨胀影响整个工业,连带令货品价格上涨.虽然如此,本公司并未全面提升价格,调整幅度亦不大.
本公司坚守一贯信念 , 务求出产优质之耐用消费品 , 适应顾客的需要 .
We look forward to receiving your orders.
盼继续合作 .
Yours faithfully,
Tim Smith
销售部经理
====================================
1.We enclose our new catalogue and price list
仅附上新的产品目录和价格表 .
2.You will see that there have been a number of changes in our product range.
产品系列有一大革新 …
3.Some price increases have been unavoidable.
… 边带令货品价格上涨 . 势
4.We can assure you that the quality of our consumer durables has been maintained at a high standard
本公司坚守一贯信念 , 务求出产优质之耐用消费品 …
5.Our service will continue to be first class.
… 迎合顾客的需要 .
==================================
Notes 段意解说
1.Announce the impending price increases and refer to the enclosure
通知价格调长和提及随附文件 .
2.Describe the changes in the product lines
介绍产品系列的改动

3.Give the reason for the price increases and describe them.
说明价格调升的原因和情况
4.Stress that the high quality of your products and service is unchanged.
强调产品质量和服务水准维持不变 .
5.Canvass new orders
兜揽新订单 .
============================
(Please find enclosed…)
(…we have made some changes…)
(We have introduced a number of improved models)
(We have completely redesigned our range of washing machines.)
(…the prices of all our products…)
(…we have maintained the high quality of our consumer durables…)
We look forward to receiving your orders
================================
Comments 评注
This is a reasoned announcement of a price increase. The impact is softened by telling the client that some lines
are not affected and by stressing continued quality.
这封信通知客户价格调升事宜 .为令客户安心,指出只有部分货品需调整价格 ,又强调保持质量不变 .
(15)Explaining a price increase

Dear sirs,
I enclose our new price list,which will come into effect from the end of this month.
You will see that we have increased our prices on most models. We have, however, refrained from doing so on
some models of which we hold large stocks. We feel we should explain why we have increased our prices.
We are paying 10% more for our raw materials than we were paying last year. Some of our subcontractors have
raised their prices by as much as 15%.
As you know ,we take great pride in our machines and are jealous of the reputation for quality and dependability
which we have achieved over the last 40 years. We will not compromise that reputation because of rising costs.
We have,therefore, decided to raise the price of some of our machines.
We hope you will understand our position and look forward to your orders.
Yours faithfully,
Andrew Gray
===================================
Explaining a price increase
说明价格调整原因
Dear sirs,
执事先生 ,

现仅附上本公司新价格表 . 新价格将于本月底生效 .
除了存货充裕的商品外 , 其余大部分货品均已调长价格 .
是次调整原因是原材料价格长幅上涨 10%, 一些承包商的价格调升 15%
过去 40 年 , 本公司生产的机器品质优良、性能可靠 . 今为确保产品质量 , 唯有调整价格 .
上述情况 , 还望考虑 . 愿能与贵公司保持紧密合作 .
Yours faithfully,
Andrew Gray
销售部经理
===================================
1….will come into effect from the end of this month.
… 将于本月底生效
2. We feel we should explain why we have increased our prices.
是次调整原因是 …
3.We take great pride in our … are jealous of the reputation for quality and dependability which we have
achieved.
本公司生产的机器品质优良、性能可靠 .
4.We hope you will understand our position.
上述情况 , 还望考虑 .
========================================
Notes 段意解说
1.Refer to the enclosures.
提及附件 .
2.Discuss the price list.
指出价格调整范围 .
3.Give the reason for the price increase
举出涨价理由 .
4.Stress that quality and reliability will be maintained.
强调货品保持质量 , 值得信赖 .
5.Appeal to the client for understanding and ask for orders.
请求客户理解 , 并保持合作 .
===========================================
(…that will apply from…)
(We have not done so on some models because we hold large stocks)

(We will not jeopardize…)

===========================================
Comments 评注
The letter gives valid reasons for the increases and stresses the quality of the products.
本信说明价格调整原因 , 强调保持质量 , 令客户安心 .
(16)Answering a thank-you letter

Dear Mr Hussein,
We greatly appreciate your letter describing the assistance you received in solving your air-conditioning problems.
We are now in our fifth year of operation, and we receive many letters like yours indicating a high level of
customer satisfaction with our installations.
We are pleased that our technical staff assisted you so capably. We would like you to know that if you need to
contact us at any time in the future, our engineers will be equally responsive to your request for assistance.
If we can be of service to you again, please let us know. Thank you again for your very kind letter.
Yours sincerely,
Grant Benson
Chief Engineer
==============================================
Answering a thank-you letter
回复感谢信
Dear Mr Hussein,
候赛因先生 ,
承蒙来信赞扬本公司提供的空调维修工程服务 , 欣喜不已 .
We are now in our fifth year of operation , and we receive many letters like yours indicating a high level of
五年前开业至今 , 屡获客户来函嘉奖 , 本公司荣幸之至 .
欣悉贵公司赏识技术人员的服务.他日若有任何需要,亦请与本公司联络,本公司定当提供优秀技师,竭诚效
劳 .
在此谨再衷心谢贵公司的赞赏 , 并请继续保持联络 .
Yours sincerely,
Grant Benson
Chief Engineer
总工程师
====================================
1.We greatly appreciate…… 欣喜不已 .
2.…a high level of customer satisfaction…
… 来函嘉奖 …
3.We are pleased that our staff assisted you so capably
欣悉贵公司赏识技术人员的服务 .
4.If we can be of service to your again,please let us know.
他日若有任何需要 , 亦请与本公司联络 .

=================================
Notes 段意解说
1.Identify the letter and offer thanks.
确认来信 , 表示谢意
2.Confirm the client’s opinion.
认同客户的赞赏 .
3.Offer future service.
提出今后的服务 .
4.End with a friendly message.
再次感谢客户的嘉奖 .
======================================

We are now in our fifth year of operation , and we receive many letters like yours indicating a high level of
(We have now been operating for five years…)
(We are glad to hear that…)
(…will be pleased to respond…)
=========================================
Comments 评注 :
This is a gracious response to a thank-you letter. The letter is intended to secure the loyalty of a satisfied customer.
此信用来答复客户的感谢信 , 借此巩固双方的业务关系 .
17)Refering a customer elsewhere

Dear sirs,
Thank you for your enquiry of 5 May concerning silk blouses.
We regret to say that we do not manufacture finished apparel. Our factory products only silk cloth which we sell
to textile merchants and clothing manufacturers.
We can , however, recommend a factory here that produces high quality silk apparel and would be able to
manufacture clothing to your own designs to the highest European standards.
Swan Textile Corporation
The Industrial Zone
Shekou
We supply the factory with all their silk materials. I enclose a swatch of our stock materials for your examination.
Should you desire any of these samples made up into finished products, we can supply the Swan factory with
them.
We hope that this will be of help to you and wish you every success in your business dealings.
Yours faithfully,
C C Ho
Manager
================================
Refering a customer elsewhere
请客户征询其它公司
Dear sirs,
敬复者 ,
谢谢 5 月 5 日来函查询关于丝绸罩衫的事宜 .

本公司只生产丝绸布料,供应纺织品批发商和制衣厂家,并没有制造成衣,因而未能接受贵公司订货,谨致万
分歉意 .
然而,本公司乐意推荐本地一家生产优质男装的工厂,相信可按贵公司设计的款式制造符合欧洲最高标准的
服装 :
The Industrial Zone
Shekou
蛇口工业区天鹅纺织品公司
them.
该厂的丝绸布料全由本公司供应.随函附上样本以供查阅,如贵公司认为适合,本公司乐意负责供应所需布料.
愿上述资料对贵公司有所帮助 . 谨祝生意兴隆 , 事事顺达 .
Yours faithfully,
C C Ho
Manager
经理
====================================
1.Thank you for your enquiry of …concerning
谢谢 .. 月 .. 日来函查询 …
2.We regret to say that we do not manufacture
没有制造 … , 因而未能接受贵公司订货 , 谨表示万分歉意
3.We can , however, recommend…
然而 , 本公司乐意推荐 …
4.Should you desire any of these samples made up into finished products…
如贵公司认为适合 .
5.We hope that this will be of help to you.
愿上述资料对贵公司有所帮助
==================================
Notes 段意解说
1.Identify the enquiry
确认来函
2.State why you can not supply the goods.
解释未能落实客户需求的原因 .
3.Recommend a factory that can supply the goods.
推荐能供货的厂家 .
4.If possible,obtain a share of the business.
尽可能促销产品 , 参与合作 .
以祝颂语收结 .
=================================
(We refer to…)
(We are sorry,but…)


(We would,however, like to suggest…)
The Industrial Zone
Shekou
them.
(I enclose samples of…)
(We are pleased to be of assistance…)
==========================================
Comments 评注
The letter sets out to assist the prospective purchaser by suggesting a supplier. At the same time, it tries to win a
share of the business. The purchaser will be grateful for the help given. The inclusion of samples might lead to
sales by the silk company.
本信除了向客户推荐供货商外,还借机附上样本推销产品,试图参与该宗生意.客户对发言人的帮助必感谢意.
(18) Offering better service
Dear sirs,
Thank you for your letter of 26 January. I appreciate for the delivery problems you had with us last month.
I have had a meeting with our production and shipping managers to work out a better system for handing your
account. We know we made a mistake on your last order.
Although we replaced it for you, we want to make sure it does not happen again.
We have devised the enclosed checklist to use for each of your future orders. It includes your firm’s particular
specifications, packing requirements and marking instructions. I believe we can service your company better and
help your operations run more smoothly with this safeguard.
Please contact us if there are any additional points you would like us to include.
Yours faithfully,
Marco Grassi
Export Manager
===============================
Offering better service
改善服务
Dear sirs,
执事先生 ,
感谢 1 月 26 日来信 , 对上月贵公司遇到的交货问题 , 深感歉意 .
account. We know we made a mistake on your last order. Although we replaced it for you, we want to make sure it
does not happen again.
上次订货出错,虽已为贵公司更换所需货品,唯恐类似事件发生,本公司生产、运输、和出口部经理已商议制定
更有效方法处理贵公司事务 , 并为此特别设计清单 .
随函奉上该清单,供公司今后订货之用.当中包括特殊规格、包装要求和标志说明等栏目.相信此举有助本公
司提供更佳服务 , 促进双方合作 .
如欲增设任何栏目于该清单上 , 恳求惠示 .
Yours faithfully,

Marco Grassi
Export Manager
======================================
1.I apologize for the delivery problems you had with us…
对 … 贵公司遇到的交货问题 , 深感歉意 .
2.I have had a meeting…to work out a better system for handing your account.
… 本公司生产、运输和出口部经理已商议制订更有效方法处理贵公司事务 .
3.…your firm’s particular specifications, packing requirements and marking instructions.
… 特殊规格、包装要求和标志说明等栏目 .
4.Please contact us if there are any additional points you would like us to include.
如欲增设任何栏目于该清单上 , 恳求惠示 .
====================================
Notes 段意解说
1.Identify the complaint and apologize
确认投诉 , 表示歉意
2.Say what action you have taken
指出已采取的措施
3.Introduce the new system
介绍新制度
4.Invite the customer to offer advice
请客户提意见
======================================
Alternative phrases
(We offer our sincere apologies for …)
account. We know we made a mistake on your last order. Although we replaced it for you, we want to make sure it
does not happen again.
(…to devise a better system for…)
(…rectified our mistake,…)
(…offer a better service…)
(…any additional headings…)
=======================================
Comments 评注 :
The company wisely admits its mistake. To reassure the customer, it gives information about the new system
designed to eliminate errors in the future.
发信人承认错误,并向客户致歉.制订新措施能令客户入心和避免出现同类错误
(19)Refusing a customer’s request

Dear Mrs Jones,
Thank you for your enquiry of 25 August. We are always pleased to hear form a valued customer.
I regret to say that we can not agree to your request for technical information regarding our softens systems. The
fact is, that most of our competitors also keep such information private and confidential.
I sincerely hope that this does not inconvenience you in any way. If there is any other way in which we can help,
do not hesitate to contact us again.
Yours sincerely,

Peter Bold
Manager
========================================
Refusing a customer’s request
拒绝客户的要求
Dear Mrs Jones,
琼斯太太 ,
8 月 25 日来信收悉 , 谨此致谢 .
来信要求本公司提供有关软件保密系统的技术资料,但鉴于同行向来视该等资料为机密文件,本公司亦不便
透露 , 尚祈见谅 .
希望不会因此为贵公司造成不便.如需本公司协助其它事宜,欢迎随时赐顾垂询.
Yours sincerely,
Peter Bold
Manager
======================================
1.We are always pleased to hear from a valued customer.
… 谨此致谢
2.I regret to say that we can not agree to your request for…
本公司亦不便透露 , 尚祈见谅 .
3.I sincerely hope that this does not inconvenience you in any way.
希望不会因此为贵公司造成不便
4.If there any other way in which we can help ,do not hesitate to contact us again.
如需本公司协助其它事宜 , 欢迎随时赐顾垂询 .
=======================================
Notes 段意解说
1.Identify the enquiry
确认来函
2.Reject the request politely and give the reason
礼貌地谢绝要求 , 并说明原因
欢迎客户查询
=====================================
(We are glad to hear from an old customer)
(I am sorry ,but we…)
(In fact ,…)
(…pleased contact us again.)
=====================================
Comments 评注
This letter responds to an attempt by a client to obtain sensitive information. It states the company policy clearly,
but softens the refusal by mentioning that the company is to different from other companies in this respect.
本信就客户要求透露保密资料作响应,表明公司立场和同行处理手法,婉拒要求.

20)Dealing with a difficult customer

Dear sirs,
We have been doing business together for a long time and we value our relationship. Of late, we have not been
able to provide the kind of service we both want.
The problem is that your purchasing department is changing orders after they have been placed. This has led to
confusion and frustration for both of our companies. In several instances, you have returned goods that were
originally ordered.
To solve the problem, I propose that on receipt of an order, our sales staff contact you to verify it. If you decide on
any changes, we will amend the order and fax you a copy so that you can check it.
I trust that this system will cut down on delays and errors, and allow our operations to run smoothly.
Yours faithfully,
James Brown
Manger
===================================
Dealing with a difficult custome
应付难办的客户 ,
Dear sirs,
敬启者 ,
承蒙多年惠顾,本公司感激万分.然近来合作出现问题,只服务水准未能符合对方要求,本公司为此担忧不已.
originally ordered.
贵公司采购部发出订单后,再三更改内容;更有甚者,屡次退回订购之货品,导致了双方公司工作中的混乱和
困惑 .
为避免问题日趋严重,特此建议在接到定单后,由本公司销售人员与贵公司复核.若需作出改动,本公司把定
单修改后电传副本 , 供贵公司查核 .
盼望上述办法能减少延误 , 促进双方业务发展 .
Yours faithfully,
James Brown
Manger
====================================
1.We have been doing business together for a long time and we value our relationship.
承蒙多年惠顾 , 本公司感激万分 .
2.This has led to confusion and frustration for both of our companies.
… 导致了双方公司工作中的混乱和困惑
3.I trust that this system will cut down on delays and errors, and allow our operating to run smoothly.
盼望上述办法能减少延误 , 促进双方业务发展 .
=====================================
Notes 段意解说
1.Introduce the subject of the letter
概括信件内容
2.Set out the problem
指出问题

3.Propose a solution
建议解决方法
4.Express the hope that the situation will be improved.
期望情况得到改善
================================
(We have been trading…)
(Recently,…)
originally ordered.
(…after they have made them.)
(On several occasions,…)
(…that you originally ordered.)
(To eradicate the problem…)
(…to check it …)
(I hope that this arrangement will reduce delays and errors, and permit…)
===========================================
Comments 评注
The letter attempts to bring some order to a chaotic situation. It suggests a method of dealing with the problem by
introducing a system of ordering that should lead the customer to more disciplined behaviour.
本信就买卖双方合作上的问题提出解决方法 , 期望客户今后能遵守 .
(21)Congratulations to a new business

Dear Sirs,
It has just come to our attention that you have lately opened your new European headquarters in Brussels.
Congratulations on your bold venture.
As you know, our companies have had a long business association in the UK. We look forward to collaborating
with you in your European venture.
Please let us know if we can be of any assistance to you. We will be delighted to help.
We wish you the very best of luck and a prosperous future.
Yours faithfully,
J P Howell
Manger
===================================
Congratulations to a new business
祝贺新公司成立
Dear Sirs,
敬启者 ,
刚刚得悉贵公司于布鲁塞尔成立新的欧洲总部 . , 谨祝大展鸿图 .
鉴于双方于英国的长期合作联系,本公司期盼能与贵公司发展在欧洲的业务往来.
如需本公司效劳 , 务请告知 , 本公司定必悉力以赴 .
谨祝前途似锦 .
Yours faithfully,

J P Howell
Manger
=====================================
1.It has just come to our attention that…
刚刚得悉贵公司 …
2.Our companies have had a long business association in…
鉴于双方于英国的长期合作联系
3.Please let us know if we can be of any assistance to you.
如需本公司效劳 , 务请告知
4.We wish you the very best of luck and a prosperous future.
谨祝前途似锦 .
==============================
Notes 段意解说
1.State what caused you to write
阐明发信人的主要目的
2.Congratulate the company
祝贺收信人成立新公司
3.Remind the company of your business relationship
表明希望双方建立合作关系
4.Encourage enquiries
提出愿为对方效劳
5.Wish the new venture good luck.
送上祝辞
======================
(We have just learned that…)
(We extend our congratulations…)
(We would be delighted to collaborate…)
(Please contact us…)
========================================
Comments 评注
When a new venture starts, it is a good policy to offer your best wishes. Such a letter also reminds the company of
the services you can offer.
发信祝贺别人成立新公司是明智的手法 , 并可顺带推广服务和产品 .
(22) An informal request for an appointment

Dear Henry,
Could we meet some time this month to discuss the hypermarket proposal?
We want to make a dicision by the beginning of next month. We would very much like to hear your thoughts
before we make any definite plans.
Could you choose a venue for the meeting? I can fly to London any time. Perhaps you would prefer Lyon or
Paris? I leave it to you to choose.
I look forward to seeing you again.
Best regards,
Pierre Cros
Manager
====================================

An informal request for an appointment

非正式的预约要求
Dear Henry,
亨利 ,
您好 ! 未知能否于本月会面 , 商谈有关特大自助市场的建议呢 ?
我们准备于下月初作出最后决定.在未定下明确计划之前,希望能咨询您的意见.
敢问能否先定会面地点 ? 在伦敦、巴黎或是里昂商谈都可以 , 悉随尊便 .
期待与您会面
Best regards,
Pierre Cros
Manager
===================================
1.Could we meet some time this month to discuss…
未知能否于本月会面 , 商谈有关 …
2.We would very much like to hear your thoughts before…
… 希望能咨询您的意见 .
3.Could you choose a venue for the meeting?
敢问能否选定会面地点 .
4.I look forward to seeing you again.
期待与您会面 .
=================================
Notes 段意解说
1.State the subject of the letter
阐明发信的原因
2.Give further information
解释有关详情
3.Discuss the possible venue and ask the recipient to respond.
商讨会面地点 , 请求对方回复 .
=============================
(Would it be possible to…)
(We have to decide...)
(We’d be grateful for…)
(Would you like to select…)
(I’ll leave it up to you.)
======================================
Comments 评注
This is a friendly , informal letter suggesting a meeting. The tone is light, as is appropriate between old friends.
友好而非正式的预约会面 , 信的语调轻松 , 适用于相识已久的朋友 .
23)Identifying a distributor

Dear Sirs,
Our company manufactures a range of printing presses that are used successfully by companies in over 20
countries. A product specification brochure is enclosed.
We are considering expanding our products to new markets and we would appreciate your assistance. In
particular, we would like to identify the best agents who are currently serving the printing industry in your region.
We are looking for organizations which conduct their business in a truly professional manner. They must be fully
conversant with the technical side of the printing industry and have a comprehensive understanding of all the
features of the lines they represent.
We would be very grateful if you could take a few moments to send us the names of three or four organizations
that match our requirements. We shall then contact them to explore the possibility of establishing a mutually
acceptable business relationship.
Thank you very much for your time and consideration in this matter.
Yours faithfully ,
Charles Strong
Export Manger
Enc.
==========================================
Identifying a distributor
物色代理商
Dear Sirs,
执事先生 :
本公司生产的一系列印刷机,获二十多个国家的公司采用.随函附上产品规格说明说,谨供参考.
现拟为该产品开拓新市场,希望得知贵地区从事印刷工业的杰出代理商资料.如蒙贵公司协助,将不胜感激.
该等代理商需通晓印刷业的各种技和洞悉业内情况 .
如能拨冗寄来数个符合上述要求的代理商商号,刚感激不尽.本公司将与其联系,研究能否建立互利的业务关
系 .
若蒙惠告 , 不胜感荷 !
Yours faithfully ,
Charles Strong
Export Manger
出口部经理
Enc.
附件 :( 产品规格说明书 )
==========================================
Useful phrases
1. A product specification brochure is enclosed.
随函附上产品规格说明说 , 谨供参考 .
2. we would like to identify the best agents who are currently serving the printing industry in your region.
…希望得知贵地区从事印刷工业的杰出代理商资料.如蒙贵公司协助,将不胜感激.

3. We would be very grateful if you could

如能 … 则感激不尽 `
4. …to explore the possibility of establishing a mutually acceptable business relationship.
… 建立互利的业务关系 .
============================================
Notes 段意解说
1.Introduce your company
介绍公司情况
2.Say what you plan to do
告知发展计划
3.Describe the kind of agent you want.
叙述所需经销商条件 .
4.Make your request
提出要求
5.Express your thanks for any help given.
感谢收信人的帮助
=====================================
Alternative phrases 替代用语 .
(I enclose a product specification brochure.)
(We are thinking about…)
(…we would welcome your help)
(We would like to find…)
(They must be knowledgeable about the technical aspects…)
(…that fulfil our requirements…)
(…to look into…)
==================================================
Comments 评注
The letter comprehensively outlines the company’s requirements for a distributor.
本信全面而概括的地说明发信人寻求适合经销商的需要
(24)Welcoming a distributor
Dear Mr Leclerc,
I would like to welcome you to our organization. We are very pleased to have you on our team. I know that you
will be equally proud of our products.
Our European Sales Representative Gerin, will be in touch with you at regular intervals. Please feel free to call
him any time you have a problem. If I can ever be of service ,please call me.
I am planning a trip to France next month, and I am looking forward to meetin you . In the meantime, the best of
luck with our product line.
Yours sincerely,
Mark Jones

Managing Director
===============================================
Welcoming a distributor
欢迎新代理商
Dear Mr Leclerc,
勒克莱尔先生 ,
欢迎加入本公司成为我们的一分子 . 相信您也会以本公司的产品为荣 .
欧洲销售代表安东尼 .格林会定期与您联络,遇有问题可与他商讨 .若有其它需要,欢迎向我提出.
下月我将赴法国一游 , 期望能与您会面 . 谨祝产品销售节节上升 .
Yours sincerely,
Mark Jones
Managing Director
总经理
=======================================
1.We are very pleased to have you on our team.
欢迎 ... 成为我们的一分子 .
2.Please feel free to call him any time you have a problem
... 遇有问题可与他商讨 .
3.The best of luck with our product line.
谨祝产品销量节节上升 .
================================
Notes 段意解说
1.Welcome the distributor.
欢迎代理商加入 .
2.Give the names of people to contact regarding problems.
告知收信人日后的联络安排 .
3.Add any further information and wish the distributor luck.
提供其它资料和预祝成功
=======================================
(Welcome to...)
(We are delighted to have you working with us.)
(...in regular contact with you.)
(I shall be visiting...)
=================================
Comments 评注
This is a friendly letter welcoming a distributor . It contains sufficient information at this stage.
本信欢迎新代理商加入 , 详列有关日后联络和会面的安排
25) Requesting an appointment

Dear Sirs,

Would you be interested in stocking a radical new departure in laptop computers? I would very much like to brief
you on this great innovation. Could we make an appointment?
The machine is the same size as most laptops but comes with some totally new features. In addition, the price will
undercut its nearest competitor by at least 20%.
I shall be in the UK from 1 September to 20 October if you would like to know more, just fax or telex me.
Yours faithfully,
T C Wong
Export Manger
===========================================
Requesting an appointment
要求约见
Dear Sirs,
执事先生 :
贵公司有没有考虑配置最新型号的手提电脑 ?本公司诚意推介该崭新产品 ,盼能预约时间作一介绍 .
该计算机体积和同类计算机相仿 , 但配备多项先进功能 ,. 其零售价较同类产品便宜 20% 以上 .
本人将于 9 月 1 日至 10 月 20 日逗留英国 . 如蒙拨冗了解该产品资料 , 烦请函复 .
Yours faithfully,
T C Wong
Export Manger
出品部经理
======================================
1.Would you be interested in stocking…?
贵公司有没有考虑配置 …
2.…this great innovation…
… 该崭新产品 …
3.….some totally new features…
… 配备多项先进功能
4.The retail price will undercut its nearest competitor by at least…
其零售价较同类产品便宜 …
5.If you would like to know more,just fax or telex me.
如蒙拨冗了解该产品资料 , 烦请函复 .
===========================================
Notes 段意解说
1.Give the subject of your letter and make your request.
阐明发信目的和要求
2.Tell the prospect about the product.
告知新产品的前景
3.Give the dates when you would like the appointment.
提出要求会面的日期
======================================
(Are you interested in …)

(…tell you about…)

(…retail price will be 20% lower than that of its competitors)
==============================================
Comments 评注 :
The letter is businesslike and to the point. It is intended to interest the recipient the prospect in the product in the
produce and obtain an appointment.
本信条理清楚 , 简明扼要 , 能引起收信人对该产品的兴趣和要求会面 .
(26) Refusing a request for an appointment

Dear Mr Wong,
Thank you for your letter of 7 July regarding your new laptop computer.
I regret to say that we can not agree to your request for an appointment.
We currently have the sole agency for another computer. Under the terms of the contract, we are barred from
stocking any other company’s products.
The sole agency comes under review in six months’ time. Contact us then and we may be able to consider your
new product.
Yours sincerely,
Anthony Carr
Purchasing Mnager
==================================
Refusing a request for an appointment
婉拒约见
Dear Mr Wong,
王先生 ,
7 月 7 日有关新型号手提电脑来函收悉 .
本公司暂未能安排会面 , 深感歉意 .
现时正为另一计算机公司担任独家代理,根据合理条款,不得销售别家计算机公司的产品.
new product.
该代理权将于六个月后期满 , 届时烦请再作联系 , 共商贵产品代理事宜 .
Yours sincerely,
Anthony Carr
Purchasing Mnager
采购部经理
===================================
1. I regret to say that we can not agree to your request for an appointment.
本公司暂未能安排会面 , 深感歉意 .
2. We currently have the sole agency for…
现时正为另一计算机公司担任独家代理
3. Under the terms of the contract, we are barred from…
根据合理条款
4. The sole agency comes under review in six months’ time.

该代理权将于六个月后期满
======================================
Notes 段意解说
1.Acknowledge the request.
确认来函和要求
2.Refuse the request politely.
礼貌地回绝要求
3.Explain the refusal.
解释原因
4.Leave the way open for future negotiations.
为将来可能的合作机会留有余地 .
================================
(I am sorry to tell you…)
(At the moment, we…)
(…we can not sell any other…)
new product.
(We will review the sole agency…)
(Get in touch with us…)
=============================================
Comments 评注
The writer does not want to waste time on seeing the vendor at this stage, since he is barred from doing business
with him. He does, however, keep his options open for the future.
发信人因暂未能与收信人建立合作关系,故不愿花时间会面,但仍为将来留有余地
(27)Agreeting to a request for an appointment

Dear Mr Chan,
Thank you for your letter of 15 September. I note that you will be in the UK during the whole of November.
We are quite interested by the fathion knitwear illustrated in you catalogue. As a fashion chain, we might consider
having some of our own designs manufactured in China.
Please let me know when you would like to call on us. The week beginning 6 November would suit me best.
I look forward to meeting you and discussing this matter.

Yours sincerely,
J P Wright
Manger
=================================
Agreeting to a request for an appointment
同意约见
Dear Mr Chan,
陈先生 :
感谢 9 月 15 日的来信 , 欣闻阁下将于 11 月逗留伦敦一个月 , 望到时能拨冗相会 .
本公司对贵公司商品目录中的针织时装深感兴趣,.现正研究设计款式,在中国制造后寄存本公司时装连锁店

发售 .
如能于 11 月 6 日或其后数天抽空来访 , 当感激不尽 ..
期待与您的会面 , 商讨有关事宜 .
Yours sincerely,
J P Wright
Manger
===================================
Useful phrases
1. I note that you will be…
欣闻阁下将于 … 逗留
2. We are quite interested by the … illustrated in you catalogue.
本公司对贵公司商品目录中的 … 深感兴趣
3. We might consider having some of our own designs manufactured in…
现正研究设计款式 , 在 … 制造 …
4. Please let me know when you would like to call on us.
如能于 … 抽空来访 …
======================================
Notes
1.Identify the reference
确认来信 .
2.Express your interest.
表示兴趣 .
3.Invite the vendor to make an appointment.
请求卖主安排会面 .
==================================
Alternative phrases
( I see that you…)
(…we may consider…)
(Could you let me know…)
(…is best for me.)
===============================
Comments
The letter agrees to the request and briefly outlines the probable topic to be discussed at the meeting.
本信表明同意收信人的要求 , 并提议会面的讨论内容 .
Dear Mrs Cau,
Welcome to Bradley&Sons. We are delighted to have you as one of our customers. You can be sure that we will do
everything in our power to merit your business.
Our efforts always revolve around the needs of our customers. If you have any special requests about shipments,
merchandise, payment or product modifications, please let us know.
I shall arrange for our European Sales Representative to call on you at least once a month. He will make sure that
our business relationship runs smoothly.
Many thanks for your confidence in us.

Yours sincerely,
John Bradley
Managing Director
=============================
Welcoming a new customer
欢迎新客户
Dear Mrs Cau,
曹女士 ,
闻悉本公司有幸为阁下服务 , 雀跃万分 . 必定竭尽全力 , 不负所托 .
本公司秉承传统宗旨,尽量满足客户的需求.阁下如对装运、推销、付款手续或产品改良有任何要求,还请告知.
本公司的欧洲销售代表将每月拜访阁下最少一次,确保双方贸易关系能顺利发展.
得到客下的信任 , 谨此再三致谢 .
Yours sincerely,
John Bradley
Managing Director
总经理
=========================================
Useful phrases
1. You can be sure that we will do everything in our power to merit your business.
必定竭尽全力 , 不负所托 .
2. Our efforts always revolve around the needs of our customers.
本公司秉承传统宗旨 , 尽量满足客户的需求 .
3. If you have any special requests ,please let us know.
阁下如对 … 有任何要求 , 还请告知 .
4. I shall arrange for our … to call on you at least …
本公司的 … 拜访阁下最少 …
=======================================
Notes 段意解说
1.Welcome the new customer
欢迎新客户
2.Assure him of your best attention all times.
保证服务质量 .
3.Add any further useful information
提供其它有关资料
4.Express your thanks for his business
感谢收信人惠顾
======================================
(I would like to welcome you to…)
(I can assure you…)
(We always make a great effort to attend to…)

(I shall instruct our…)
(He will ensure…)
=============================================
Comments 评注
This is a friendly letter which assures the new customer that he will be taken care of at all times.
本信向收信人保证服务质量 , 礼貌周到 .
(29)Terminating a business relationship

Dear Sirs,
Further to our telephone conversation of this morning, I am enclosing the formal letter terminating our contract.
In view of the collapse in the market for your Minimaniac doll, we can no longer undertake to distribute it.
We shall try to dispose of the stocks we do have at a discount.
We have enjoyed working with you. When you get next idea for a popular toy, please get in touch with us.
Very best wishes.
Yours faithfully,
T S Chan
Manger
Enc.
==================================
Terminating a business relationship
终止商业关系
Dear Sirs,
执事先生 ,
根据今早的电话谈话 , 现谨奉止终止双方合同的正式函件 .
鉴于贵公司的迷你玩具销售量暴跌 , 本公司不能继续推销该货品
库存货品亦将设法削价倾销 .
双方合作素来愉快如对流行玩具有新颖构思 , 炴请不吝赐教 .
Very best wishes.
Yours faithfully,
T S Chan
Manger
Enc.
附件 : 终止双方合同的函件
====================================
1.Further to our telephone conversation of this morning…
根据今早上的电话谈话 …
2.In view of the collapse in the market for…
鉴于 … 销售量暴跌
3.We have enjoyed working with you.

双方合作素来愉快
====================================
Notes 段意解说
1.Confirm the telephone conversation
确认电话联络的事宜
2.State your decision
表明已作出的决定 .
3.Refer to current s tocks.
提及现存货品的促销方法 .
4.End with a friendly message and try to keep the possibility of future collaboration open.
为将来可能的合作机会留有余地 .
=============================================
(I refer to …)
(Owing to the collapse…)
(We shall try to sell off…)
(…our business relationship)
(…please contact us.)
Very best wishes.
=========================================
Comments 评注
This is a friendly letter terminating a business relationship, giving valid reasons for doing so.
本信有礼地告知收信人终止合作关系的决定 , 并解释原因 .
1)A first enquiry

Dear Sirs,
goods.
made.
Yours faithfully,
Sandra Jones
Manager
====================================
A first enquiry
第一次询价
Dear Sirs,
执事先生 :
从伯明翰 . 史密斯公司 ! 获悉贵公司制作了一系列款式新颖的皮革手提包 .
goods.

本公司经营高档零售业务 , 虽然销量不多 , 但货品属优质高档 .
现恳请惠寄货品目录、价格表和付款方式细则 .
made.
此外 , 如蒙提供各类皮革样本 , 不胜感激 .
Yours faithfully,
Sandra Jones
Manager
==========================================
Useful phrases
1.We have learned from … that you
从 … 获悉贵公司 …
2.We operate a quality retail business
本公司经营高档零售业务
3.Would you please send me a copy of your handbag catalogue
现恳请惠寄货品目录 …
4.We would find it most helpful if you could also supply samples of
如蒙提供各类 … 样本 , 不胜感激
=======================================
Notes 段意解说
1.Say how you obtained the company’s address and indicate what you are interested in.
各知如何取得收信人地址及发信原因．
2.Introduce yourself and describe your field of activity.
自我介绍有关经营的业务范围
3.Make your main request.
提出请求
4.The second request is going to cost the company more. Make it tactfully.
第二个请求花费较大，需要得体地提出．
=====================================
(I have been told by/I have heard from…)
(…handbags in several different leathers…)
goods.
made.
(It would be very helpful if…)
(…from which you make the handbags.)
============================================
Comments 评注
The enquiry is brief and to the point, telling the reader exactly what the enquiry is about. It requests the usual free
literature and politely asks for an additional item: 　 samples.
这封信简明扼要，让收信人确切清楚查询内容．先要求索取赠阅目录，再礼貌地要求提供样本
(2) Reply to a first enquiry

Dear Ms Jones,

Yours sincerely,
Damien Carr
===========================================
Reply to a first enquiry

答复第一次询价
Dear Ms Jones,
琼斯女士 :
7 月 16 日来函询价忆收到 . 得悉贵公司对我们的产品有兴趣 , 实感荣幸 .
兹奉上我们最新的产品目绿和常用的皮革样本 , 谨供参考 .
很抱歉未能寄上全套样本,但其它诸如鳄鱼皮、驼鸟皮等皮革都是同样优质上乘的.
本公司欧洲营业经理安杰拉.韦恩太太将于下月携同各类产品前赴英国,.届时您若能抽空与她面谈和看看我
们的产品,相信也会同意我们的产品质料上乘、手工精巧,能吸引最有鉴赏力的买主.
除了手提包外,本公司亦制造多种系列精美的皮带和手套,贵公司如感兴趣,可参看产品目录中所刊登的插图.
韦恩太太拜访时将向您展示样本 .
期待接到您的订单 .
Yours sincerely,
Damien Carr
销售部副总经理
=============================================
Useful phrases
1. We are pleased to hear that you are interested in our products.

得悉贵公司对我们的产品有兴趣 , 实感荣幸 .
2. I regret to say that we can not send you the full range of samples.
很抱歉未能寄上全套样本 …
3. She will have with her a wide range of our products.
携同各类产品 …
4. We think that you will agree that only the best quality materials are used
… 相信也会同意我们的产品质料上乘、手工精巧 …
5. The high standard of workmanship will appeal to the most discriminating buyer.
… 能吸引最有鉴赏力的买主 .
======================================
Notes 段意解说
1.Make the reference clear and respond.
确认来函 , 作出响应 .
2.State what acting you are taking
详述现正采取的措施
3.Explain why you have not been able to meet the request in full
解释未能满足收信人所有要求
4.Add details of any follow-up action
告知其它后续措施
5.Broaden the customer’s interest, hoping to sell additional products.
吸引收信人对其他产品的兴趣 , 尽量推销
======================================
(I refer to your…)
(I am glad to…)
(I am sorry to…)
(I can assure you, however,…)
(…that we use the best quality materials…)
(…the most discerning…)

===========================================
Comments 评注
This is a concise, yet full, response to the enquiry. It demonstrates the efficiency and dynamism of the company’s
approach. The visit of a sales representative will almost certainly lead to a sale.
本信精要详尽,同时显示发信人公司处理效率和冲劲.派营业代表到访将可建双方的合作关系.
(3)An enquiry for steel screws

Dear Sirs,
Yours faithfully,
Nigel Brown
Purchasing Manager
=========================================
An enquiry for steel screws
钢螺钉询价
Dear Sirs,
营业部主管 ,
本公司有意大量购买各型号钢螺钉,欲知每公斤送抵英国利物浦的成本加运费价格.如蒙惠赐上述报价单,不
胜感激 .
本公司素来向其它公司购买此类货品,闻悉贵公司货品质优价廉,故欲与贵公司建立合作关系.
专此候复 .
Yours faithfully,
Nigel Brown
Purchasing Manager
采购部经理
======================================
1.We would be obliged if you would give us a quotation per…
如蒙惠赐上述报价单 , 不胜感激 .
2.It would also be appreciated if you could forward samples and your price list to us.
3. We have confidence in the quality of your products.
… 闻悉贵公司货品质优价廉 …
==============================
Notes 段意解说
1.State the enquiry clearly, giving details.
详细告知询价项目和细则
2.State any additional requests
说明其它请求
3.Explain why you are approaching this particular company
解释选择与收信人公司接洽的原因 .

4.Ask for a quick response

要求尽早回复 .
====================================
(We would like to purchase…)
(We would be grateful if…)
(We would appreciate it…)
(We previously purchased…)
(…we are given to understand…)
(…more competitive prices…)
=======================================
Comments 评注
The enquiry is clearly stated with all relevant details at this stage. It makes it clear that the prospective purchaser
wishes to buy quite large quantities but wants top quality products at very competitive prices.
有关询价项目和细则均清楚列明.此外,发信人亦表示只要货品质优价廉,便会大批购买.
(4)Reply to an enquiry for steel screws

Dear Mr Brown,

Quantity: 100 boxes
shipment.
Yours sincerely,
K T Chang
Sales Manager
================================
Reply to an enquiry for steel screws
答复钢螺钉询价
Dear Mr Brown,
布朗先生 ,
贵公司 1998 年 10 月 2 日询价函收悉 . 如下报价需在本公司确认后 , 方可有效 :
产品 : 钢螺钉

规格 : 依照附表
包装 : 凈重 5 公斤散装箱
Quantity: 100 boxes
数量 :100 箱
价格 : 依照附表
装运 :1999 年 1 月至 2 月
shipment.
付款 : 保况不可撤销即期信用证 , 需于装运前 230 天开立
如题公司接受上述报价 , 请尽早落实定单为盼 .
Yours sincerely,
K T Chang
Sales Manager
销售部经理
================================
Useful phrases
1.We would like to make the followings offer, subject to our final confirmation
如下报价需在本公司确认后 , 方可有效
2. Under separate cover, we have sent you samples of various sizes, our catalogue and price list.
==================================
Notes 段意解说
1.Acknowledge the enquiry identifying the reference
确认来函和查询事宜 .
2.Tabulate the details of the offer for absolute clarity. Define the method of payment (letter of credit) precisely.
把各项要点详列成表 . 清楚注明付款规定 .
3.List samples and other enclosures to be sent in a separate parcel.
告知有关附件和样本将另函寄奉 .
4.Encourage a speedy reply
敦促早日回复 .
==================================
(In reply to your enquiry of…)
(The offer is conditional on our final confirmation.)
Quantity: 100 boxes
shipment.

(If our offer is acceptable…)

=========================================
Comments 评注
The offer is concise and clear. The method of payment, letter of credit, is the securest form of payment when
dealing with export orders. Tabulating details of an offer provides a simple checklist for the customers to follow.
The offer is conditional to allow for any unforeseen problems such as cost increases.
报价简洁明确,项目详列成表.令收信人一目了然.需经发信人最后确认方为有效.可避免因其它因素而引致
的成本上涨 . 以信用证付款是处理出口订货最可靠的方法 .
(5)Asking for a pro forma invoice

Dear Sirs,
Yours faithfully,
T S Khayam
Import Manager
===================================
Asking for a pro forma invoice
索取形式发标
Dear Sirs,
执事先生 :
本公司客户要求获得下列产品的形式发票
狮牌 21 型镀铬指甲钳 2500 打
现请贵公司尽快寄送一式三份的形式发票给我们 , 以便取得该客户的确认 .
申请进口许可证并无困难.此事一经同意,本公司将立即开立以贵公司为收款人的信用证.
Yours faithfully,
T S Khayam
Import Manager
进口部经理
===========================================
1.One of our clients has asked us to obtain …
本公司客户要求获得 …
2. We will have to no problem in obtaining the import licence.
申请进口许可证并无困难 .
3. As soon as this is approved, a letter of credit will be opened in your favour.
此事一经同意 , 本公司将立即开立以贵公司为收款人的信用证 .
=====================================
Notes 段意解说
1.State the request and identify the product

告知请求和有关的产品 .
2.Give details of the proposed order and the reasons for requesting the pro forma invoice
详细暂拟订单细节和请求发出形式发票
3.Add any other details and state the proposed method of payment
附加其它资料和列明暂拟的付款方法 .
==================================
Alternative phrases
(One of our customers has asked us to get…)
(Please send three copies of your pro forma invoice …)
(We will not encounter any difficulty in…)
===========================================
Comments 评注
A pro forma invoice is not a request for payment. It is a simple way of showing a potential customer what an order
is going to cost. It makes the vendor go through the actual process of costing the order. In this case the pro forma
invoice is required for a third party. A dozen(12) is still a quantity often used by some traders. A gross(144) is also
used, but less frequently.
形式发票并非付款通知,而是卖主按正式程序报价,让潜在客户预算成本.这里述及的形式发票是为第三者索
取的 .’ 打 ’ (12 件 ) 仍常用于商业贸易中 , 但 ’ 罗 ’ (144 件 , 即 12 打 ) 刚较为少见 .
(6)Sending a pro forma invoice

Dear Mr Khayam,
triplicate.
Yours sincerely,
M T Lui
Export Manager
============================
Sending a pro forma invoice
寄送形式发票
Dear Mr Khayam,
哈亚姆先生 ,
triplicate.
现应 1999 年 7 月 14 日的要求 , 谨寄上形式发票一式三份 .
兹奉告本公司的报价一般有效期一周.另因本公司出品的指甲钳销路极佳,为免向隅,贵公司宜尽早回复.
烦请早日赐复
Yours sincerely,
M T Lui
Export Manager

出口部经理
=========================================
1. We have much pleasure in sending you…
谨奉上 …
2. Our offers usually remain open for about a week
本公司的报价一般有效期一周
3. We suggest that you act on the quotation without delay.
贵公司宜尽早回复
====================================
Notes 段意解说
1. Identify the request and state what action you are taking.
确认来函并告知采取的措施
2. Encourage the potential customer to act quickly.
敦促收信人尽早回复
==========================================
triplicate.
(In answer to your request of…)
(…we enclose our…)
(…our offers are normally firm for…)
(Since the product is selling quickly, please respond as soon as possible)
================================================
Comments 评注
This is concise response to a request. At the same time it encourages and early reply. The language is rather formal
with a few redundant. Set phrases are, however, used; see the phrases on the right for simpler alternative.
本信先就来函作简复 , 并催促收信人早日回复 . 文字规范而简洁
(7)Offering a substitute
Dear Mrs Stones,
substitute.

Your sincerely,
J S Chowdry
Sales Manager
=========================================
Offering a substitute
提供代用品报盘
Dear Mrs Stones,
斯通太太 ,

贵公司 9 月 23 日询问有关 634 号印花棉布价格的电传已收到 , 多谢来函 .
本公司感谢你们热心推销我们的产品.但因有关产品需求殷切,未能满足公司要求,深感遗憾.
substitute.
然而 , 本公司另有出产类似的织品 . 现报上虚盘如下 :
482 号印花棉布 500 件 , 每米 1.5 美元纽约
到岸价 , 当中包括贵公司佣金 2%
随函敬附样本供贵公司参考 . 若满意样本质量 , 请尽快电传复实 .
Your sincerely,
J S Chowdry
Sales Manager
销售部经理
=========================================
Useful phrases
1. We regret very much that we are unable to supply the desired goods due to excessive demand.
但因有关产品需求殷切 , 未能满足公司要求 , 深感遗憾 .
2. We would, however, like to take this opportunity to offer, without engagement, the following material as close
substitute.
然而 , 本公司另有出产类似的织品 .
3. A sample is enclosed for your reference
随函敬附样本供贵公司参考
============================================
Notes 段意解说
1. Identify the reference and goods.
确认来函 , 列明有关货品 .
2. State the reason why you can not accept the order
解释未能满足收信人要求的原因
3. Offer a substitute with details of the offer
提供代用品及列明有关详情 .
4. Enclose anything required by the prospective purchaser to make a decision. Urge acceptance.
附寄代用品样本 , 敦促回复 .
==================================
Alternative phrases
(We are grateful for…)
(…and, as a result, we are very sorry that…)
(…the goods you required because of heavy demand)
substitute.


(If the sample is…)

================================================
Comments 评注
The seller is unable to accept an order and state the reasons. In a case like this, it is a good idea to offer a
substitute in an effort to win an order. It appears that the prospective buyer is an intermediary or agent who
operates on commission which is included in the price of the goods.
卖主未能接受来函要求,提供代用品争取订单是最好的主意.收信人就是收取佣金的代理商,佣金已计算在货
价内 .
(8)Inability to supply goods

Dear Sirs,
As you perhaps know, demand for the above has been heavy since last year. We are consequen

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《国际 商业书 信大全 》 WORD 打印版

1)A first enquiry

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2.Introduce yourself and describe your field of activity.

We look forward to receiving an order from you.

Reply to a first enquiry

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We look forward to receiving an order from you.

We look forward to hearing from you by return.

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Production: Steel screws

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(5)Asking for a pro forma invoice

Lion Brand Nail Clippers Model 21 chrome plated.

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(6)Sending a pro forma invoice

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We look forward to hearing from you.

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500 pieces cotton print 428 at Us﹩1.5 per metre

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500 pieces cotton print 428 at Us﹩1.5 per metre

(8)Inability to supply goods

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(We shall attend to your enquiries promptly

(10)A repeat order

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( 十 )Thank a customer for an order

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( 十 一 )Selling more to a steady customer

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catalogues. The resulting sales have been very steady.

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(12)Canvassing advertisers for a trade directory

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(Coverage in the new edition will be increased…)

(13)A request to use a customer as a reference

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(14) Announcing a price increase

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We look forward to receiving your orders.

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(15)Explaining a price increase

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(We will not jeopardize…)

(16)Answering a thank-you letter

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(Many thanks for…)

17)Refering a customer elsewhere

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manufacture clothing to your own designs to the highest European standards.

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(19)Refusing a customer’s request

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com 商务英语四六级英语自考英语基础英语

《国际商业书信大全》 WORD 打印版

( 十一 )Selling more to a steady customer