外貿英語函電

ForeignTradeCorrespondence外貿英語函電學什么？本課程是國際貿易專業高年級的核心業務課程之一，是一門將英語與外貿業務相結合的課程。通過介紹外貿實務中各種英文業務函件，電傳和傳真以及其它方式的寫作格式，商業術語和各種不同的表達方法;通過介紹對外貿易各環節的具體做法，使學生在提高英語水平的同時，熟練掌握對外貿易業務中常用的基本術語及表達技能，培養和提高他們的外貿業務工作能力本課程的目的是:學習外貿業務書信的標準格式;了解通過哪些途徑來發展新客戶，開拓新市場;如何進行詢購某商品，怎樣報盤和還盤;怎樣靈活運用付款方式;如何做到重合同守信用;怎樣去審查信用證，做到不出差錯;在理賠和索賠中做到有理有理有節；學會擬寫信函和電傳傳真的寫作技巧。學習內容：本課程主要學習信例，大量學習外貿實務基本環節中有代表性的信例。外貿實務基本環節有：建立業務關系和資信調查、詢盤、報盤和報價、還盤、訂單，履行訂單、支付、包裝和運輸、信用證的修改和展期、索賠和解決索賠等。學習方法：《外貿函電》是一門實踐操作性很強的課程。也就是說，要達到正確擬寫外貿業務信函的目的，僅有理論是遠遠不夠的，學員必須學習大量外貿實務中有一定代表性的信函，深入體會何為七個“C’S”寫作的基礎理論知識，更重要的是通過學習信例，熟悉大量外貿業務中各個環節中常用語，包括詞匯、短語、句型以及習慣表達方式等等，再通過一定量的練習，對常用語進行操練運用，從而達到掌握并熟練使用的目的。

OBJECTIVE

Analyzeandplanforabusinesswritingtask

Chooseprecisewordstoconveythecorrectmeaning

Writeclearandconcisesentencesandparagraphs

Identifyandcorrectcommonerrorsfoundinsentencestructures

MasterthenaturalwrittenEnglishThemostimportantobjectiveoftakingthiscourseis

***Tocultivatethesenseofdoingbusiness

learningthetoneofwriting

learningtheformat(letter,memo,e-mail),strategy,andwordchoice

learningtheprinciplesofwriting

learningtheskillsofnegotiationInmostcases,thebusinessletterwillbethefirstimpressionthatyoumakeonsomeone.Forthisreasonitisimportantthatyouarediligentinyourtaskofwritinganeffectivebusinessdocument.Eventhoughbusinesswritingispossiblylessformalthanitoncewas.***Inanutshell,businesslettershouldcommunicateyourideaseffectively,conciselyandprofessionally."Mostbusinesslettersandproposalsareopportunitiestoinfluencedecisions.Usuallyit'saone-timeopportunity.That'swhyyoushouldacceptprofessionaltraining!"Learningobjectives:Toenablestudentstomastertheprinciplesofbusinessletterwriting;Tobecomeacquaintedwiththegenerallayoutofmostbusinessletters;ToskillfullywritestructuralpartsofbusinessEnglishletterswithproperstyles;Tobefamiliarwiththeproceduresofforeigntrade,partiesanddocumentsinvolved.Unit1BusinessLetterWriting

1)信頭(letterhead)1Structure－－－

2）編號，日期(referenceanddate)

3）封內名稱和地址(insideaddress)

4）經辦人(attention)5）稱呼(salutation)6）事由（標題）(subject/caption)7）正文(body)8）結尾敬詞(complimentaryclose)9）簽名(signature)10）附件(enclosure)11）抄送(cctoXX)12）附言(postscript)Thecomponentpartofaletter

Aletterconsistsofanumberofparts,eachofwhichisessentialtotheletter,orcontributesinsomewaytoitsimpactontherecipient.Wemaylistthemasfollows:

theletterhead/heading

thereferences

thedate

theinsidenameandaddress

thesalutation

thesubjectheading/caption

theopeningparagraph

thebodyoftheletter

theclosingparagraph

thecomplimentaryclose

thesignature

theenclosuresandcopies

thepostscriptPartsofaBusinessLetter

信件組成部分EssentialParts必要部分1.Theletterhead 信頭2.Thedateline 日期3.Theinsidenameandaddress收信人名稱地址/封內地址4.Thesalutation 稱呼5.Thebodyoftheletter 信文6.Thecomplimentaryclose 結尾敬語7.Thesignature 落款OptionalParts附加部分8.

Theattentionline

具體收信人9.Thesubjectline 事由10.Thereferencenotation 案號11.

Theenclosure

附件12.

Thecarboncopynotation

抄送13.

Thepostscript 附言1)LetterheadLetterheadincludessender’sname,postaladdress,telephonenumber,telexnumber,faxnumber,andcableaddress,etc.Usuallyletterheadisprintedintheup-centerorattheleftmarginofaletterwritingpaper.外貿商號的信箋，一般都印有信頭，包括發信人的姓名、地址、電話號碼、傳真號、及E-mail等，有些會將經營項目，注冊商標和公司董事、經理等姓名一并印在信頭上。如需打印，則信頭位于信箋上中央或右上方。名稱、地址AUKaddress:

AirEnvironmentalMechanicalEquipmentLimited2076WestMainStreetDevon,EX140RAU.K.

公司名稱街道郵編(在國家之前)國家城市門牌號中文名稱、地址舉例山東外貿職業學院中國山東省青島市江西路62號地址:由大到小單位名稱中國地址名稱用英文寫SinochemJiangsuImportandExportCorporationJiangsuInternationalBusinessMansion,50ZhonghuaRoad,Nanjing210001,P.R.China

單位名稱街道大樓名稱城市國家郵編(在國家之前)門牌號中國地名的翻譯規范用漢語拼音直譯;一個地名只大寫第一個字母例如：“山東青島”

Qingdao,Shandong QingDao,ShanDong可用縮寫:

Rd.=Road,Fl.=Floor,Ave=Avenue2)ReferenceandDateReferencemayincludeafilename,departmentalcodeortheinitialsofthesignerfollowedbythatofthetypistoftheletter.參考號：為便于存檔與查閱，可以為信編寫參考號，為避免混淆，最好標明Yourref:Ourref:Theformatofthedatelinediffersfromcountrytocountry.ThecommononesareM/D/Y(typicalAmerican),D/M/Y(typicalBritish)打印日期注意事項：

A.

年份應完全寫出，不能用(94)代替(1994)

B.

月份要寫英文名稱，不能用數字來代替，但可以用縮寫。

C.

日期最好用基數字（1，2，3……）。日期位置：美式：在信頭和收信人名稱地址之間英式：通常在收信人名稱地址之下均可以齊頭，也可以靠右寫法：美式：月-日-年英式：日-月-年Thedate

Therecommendedorderfordatesisday,month,year,withopenpunctuation.Thus20November2004isperfectlyclearandpunctuationwouldnotaddany-thing.

Am.EMonthDate,YearNovember20,2004

Br.EDateMonth,Year20November,2004美式日期舉例日期信頭收信人名稱地址英式日期舉例信頭收信人名稱地址日期稱呼日期寫法注意事項月份最好用文字，如：

1. 2ndMay,20--

2. 2May,20--

3. September21st,20--4. September21,20--

5. 25Aug.20--

6. Oct.10,20--避免月份用數字，如11/12/20—Notes：Datelineisthedateyousendtheletter,notthedatewhenyoutypeorwriteit.主意標點符號！3)InsidenameandAddressTheinsideaddressistherecipient’saddress,whichshouldbeidenticaltothedeliveryaddress郵寄地址ontheenvelope.Theinsideaddressservesasthedeliveryaddress.Itistypedattheleft-handmargintwolinesbelowthedate.Theinformationshouldbegiveninawaylikethis:Receiver’snameorhisofficialtitle頭銜/官銜;Company’sname;Numberofthehouseandnameofthestreet;District,nameofthetownorcity;Stateorprovince,ZIPcode;Nameofcountry;受信人的姓名和地址一般是列在信箋的左上方，沿左頁邊線寫起。封內地址與信封地址寫法相同。信內把收信人名稱地址寫明對工作有便利。對發信人而言，便利有二：一是發信時可與信封地址相互對照，避免放入信封時發生差誤；二是發信后便于準確歸檔，便于以后查找。對收信人而言，便利也有二：一是收信人讀信時，如發現信封名稱地址與封內名稱地址不符，可以知道是放入信封時發生錯誤，將信返回；二是收信后如信封與信函分離原信仍能保持完整，便于查閱。4)AttentionLine指定收信人Ifyouwantyourletterattendedbyordirectedtoaspecificpersonordepartment,addanattentionline.Thiswillspeedupthesortingprocesswithinacompany.如需注明對方經辦人，希望收信商號將信迅速交經辦人辦理，可以在封內地址下面加Attention或Attentionof

例1RichardThomas&BaldwinsLtd.,

151GowerStreet

London,SC76DY,England

AttentionMr.CaveorAttentionofPurchasingManager

具體收信人位置：

1.

收信人名稱地址之下

2.齊頭式靠左，縮格式居中

3.要加下劃線表示的是承辦本信件的具體個人或部門

1.Attention:Mr.H.A.Donnan,ExportManager2.AttentionofMr.Cave3.TotheattentionofMr.LiuMing

4.ATTN:Mr.Iverson5)TheSalutationSalutationisthecomplimentarygreetingwithwhichthewriteropenshisletter.Thecustomaryformalgreetinginabusinessletteris:這是寫信人對受信人的一種稱呼，其位置是在封內地址的下面空兩行，目前外貿書信中一般通用的稱呼語有：

Dearsir,DearMadam,Dearsirs,DearMesdames

[mei‘dɑ:m](Mrs的變形，已婚),Gentlemen(不能用單數),DearMr.xxx

Salutationisusuallytypedthreespacesbelowtheinsideaddressortheattentionline,andfollowedbycommafor“DearSir”,“DearSirs”,andacolonfor“Gentlemen.”稱呼后面的的標點，一般使用逗號comma或分號semicolon，美加來信中Gentlemen后用冒號colon：稱呼位置：必須齊頭正規場合下常用：對男士：DearSir,或DearSirs,或Gentlemen:對女士：DearMadam,或DearMesdames,建議使用：DearMr.Johnson,或DearJack,

詞首字母全大寫，用逗號或不用標點符號Gentlemen后用冒號6)SubjectLineorCaptionLine

Subjectlineisactuallythegeneralideaofaletter.Itisinsertedbetweenthesalutationandthebodyofthelettereitherattheleft-handmarginforfully-blockedletterformorcentrallyoverthebodyforotherforms.Itcallsthereceiver’sattentiontothetopicoftheletter.事由寫在稱呼語下面兩行，一般是在信箋中間位置，事由要簡單扼要，說明商品名稱，數量，信用證或合同號等即可。事由位置：

1.稱呼和正文之間

2.齊頭式靠左，縮格式居中

3.要加下劃線表示的是該信函的主題

1.Re:YourOrderNo.4632.Subject:SHEEPWOOL 3.ContractNo.89047)BodyoftheLetterThisisthemainpartoftheletter.Itexpressesthewriter’sidea,opinion,purposeandwishes,etc.,soitshouldbecarefullyplanned.Whenwriting,payattentiontothefollowing:Writesimply,clearly,courteously,grammatically,andtothepoint.Paragraphcorrectly,confiningeachparagraphtoonetopic.Seethat

yourtypingisaccurateandthedisplayartistic.這是書信的主體，表達發信人的意見。在信的開頭有開頭語(OpeningSentences),自成一節，在習慣上是用客套語先將收到對方的來信的日期、編號或查號、主題及簡單內容加以綜合敘述，使對方一目了然這封信是答復哪一封去信的。如果是第一次通信也可以利用開頭語作必要的自我介紹。在信的結尾一般有結尾語(TheclosingSentences),一般用來總結本文所談的事項，提示對受信人的要求，如希望來函或電報訂貨、答復詢問或作必要的聲明等。另起一段。如:

Wehopetoreceiveyourearlyreply.8)ComplimentaryCloseComplimentarycloseismerelyapolitewayofendingaletter.Itisinkeepingwiththesalutation.結束語是一種客套用語它應與前面的稱呼相呼應，后面加逗號。如：Formal:DearSir(s),Yoursfaithfully,orFaithfullyyours,Gentlemen:Trulyyours,orYourstrully,Lessformal:DearMrxx,YourssincerelyorSincerelyyours,結尾敬語位置：齊頭式靠左對齊，縮格式偏右正規場合下常用：1.Yoursfaithfully,2.Yourstruly,3.Faithfullyyours,4.Trulyyours,建議使用：Yourssincerely,或Sincerelyyours,第二個單詞小寫，結尾用逗號或不用標點符號Whenusingcontinuationsheets,plainpaper空白紙張

ofthesamequalityastheletterheadmustbeusedandtypedwithaheadingtoshow:Thenumberofthesheet(inthecenterofthepage);Thenameofyourcorrespondent客戶(ontheleft-handside)Thedateoftheletter(ontheright-handside)9)TheSignatureItiscommontotypethenameofthewriter’sfirmorcompanyimmediatelybelowcomplimentaryclose.結束語的下面，應將行號的名稱用大寫打出，必須由負責人簽名，簽名的下面為使對方了解簽名人的姓名、職位，可以打字注明。Neversignaletterwitharubberstamp.外國函件都必須由負責親筆簽名，用橡皮戳說明該信并非本人親自過目，只是通函，不為人重視。落款結尾敬語手寫簽名打印簽名公司名稱職務10)EnclosureIfsomethingisenclosed,noteitbelowthesignature.如信中有附件時，應在簽名下注明Encl.或Enc.如附件不止一件應注明2Enclsor3Encls,或詳細列明如下：Encls:2InvoicesEnc:1B/L

1Photo

1Certificate附件位置：

落款之下，左對齊說明該信件有附件

1.Enclosure2.Enc.3.Encl.AsStated4.Enclosure:Brochure11)TheCarbonCopyNotationWhencopiesoftheletteraresenttoothers,typec.c.belowthesignatureattheleftmargin.如果函件要抄送其他有關單位，同時使對方也知道已抄送其他單位，可在信件最后的左下角注明“CCtoxxx”or“CCxxx”抄送位置：附件之下，左對齊表示該信件同時抄送給他人

1.明抄：ccMarketingDepartment2.暗抄：bccMr.SimpsonBlindcarboncopy,收信人不知道被抄送，只出現在發給被抄送人的信件里Carboncopy,收信人知道被抄送12)PostscriptIfthewriterwishestoaddsomethingheforgottomentionorforemphasis,hemayaddhispostscripttwospacesbelowthecarboncopynotation.信寫完后，如果想起還有要緊的要說，可以在信末加P.S.引出補敘的話，然后由發信人簽署本人簡筆簽名(本人姓名的第一個字母)。2.WritingPrinciplesoftheBusinessLetters7“C”Courtesy禮貌Bycourtesywemeantradingpeoplewithrespectandfriendlyhumanconcern.Inordertomakeabusinesslettercourteous,trytoavoidirritating,offensive,orbelittlingstatements.Toanswerletterspromptlyisalsoamatterofcourtesy.Followingrulesshouldbefollowed:Changethecommandingtoneintorequestingtone;Usemitigation平靜andavoidoveremphasizingyourownopinionorirritatingyourpartner.Passivevoiceshouldbeadoptedaccordingly;相應的采用被動語態Trytoavoidusingthewordwithforcingtoneorarousingunpleasantness.Useexpressionsaboutjoyandwillingness,thanksandregret,etc.語言要有禮且謙虛，及時地回信也是禮貌的表現。Comparison:Tellusmoredetailedinformationonyourrequirements?(poorer)告訴我們你們的具體要求。Willyoupleasetellusmoredetailedinformationonyourrequirements?(better)請告訴我們你們的具體要求好嗎？Youcanmakeshipmentalittlelater,thatis,byJune10.你們可以裝運晚一點，即六月十號。Youmightmakeshipmentalittlelater,thatis,byJune10.你們可以考慮晚一點裝運，即六月十號。Wecan’tdeliverthegoodsallatonetime.我們不可能同時交貨。I’mafraidwecannotdeliverthegoodsallatonetime.恐怕我們無法同時交貨。Comparison:Youdidnotenclosethepricelistinyourletter.你們沒有在信中附價格單。Thepricelistwasnotenclosedinyourletter.貴方信中沒有附價格單。Wemustrefuseyouroffer.我們拒絕貴方報價。Weregretthatweareunabletoacceptyouroffer.很遺憾我們不能接受貴方報價。Wehavereceivedwithmanythanksyourletterof20May,andwetakethepleasureofsendingyouourlatestcatalog.Wewishtodrawyourattentiontoaspecialofferwhichwehavemadeinit.（polite）Youwillbeparticularlyinterestedinaspecialofferonpage5ofthelatestcatalogenclosed,whichyourequestedinyourletterof20May.（courteous）2)Consideration

體諒：Considerationmeansthoughtfulness.ConsiderationemphasizesYou-attituderatherthanWe-attitude.Keepthereader’srequest,needs,desires,aswellashisfeelingsinmind.Inaddition,weshouldtrytodiscussproblemsinapositivewayratherthaninanegativeway.Thefollowingpointsarenecessaryforwritingalettertoembodyconsideration:You-attitude:Youearn2percentdiscountwhenyoupaycash.Wewillsendyouthebrochurenextmonth.Weallow2percentdiscountforcashpayment.Wewon'tbeabletosendyouthebrochurethismonth.Focusonthepositiveapproach:Wefeelsurethatyouwillbeentirelysatisfied.(Positive)Wedonotbelieveyouwillhavecausefordissatisfaction.

(Negative)

3)Completeness完整Abusinesslettershouldincludeallthenecessaryinformation.Itisessentialtocheckthemessagecarefullybeforeitissentout.Asyouworkhardforcompleteness,keepthefollowingguidelinesinmind:Whydoyouwritetheletter?Whatarethefactssupportingthereasons?Haveyouansweredthequestionsasked?一封商業信函應概況了各項必需的事項，如邀請信應說明時間、地點等，確忌寄出含糊不清的信件。4)Clarity/Clearness清楚意思表達明確，要注意：Avoidusingthewordswhichhavedifferentunderstandingorunclearmeaning避免使用有歧義的文字;Payattentiontothepositionofthemodifiers注意修飾語所放的位置：Payattentiontotherationalityinlogic:注意語言的邏輯性Comparison:Wesentyou5samplesyesterdayofthegoodswhichyourequestedinyourletterofMay25byair.(Ambiguous)我方根據你方五月二十五日來函要求，昨日航郵5份樣品給你。Wesentyou,byair,5samplesofthegoodsyesterdaywhichyourequestedinyourletterofMay25.(Clarity)根據你方五月二十五日來函要求，我方于昨日航郵5份樣品給你。5)Conciseness簡潔Concisenessisoftenconsideredtobethemostimportantwritingprincipleandlanguagefeature.Concisenessalsomeansyoushouldclearlyexpresswhatyouwoulddoinashortandpithystyle短小精悍的寫作方式ofwritingaspossibleasyoucan.Avoidusingwordyexpressions:避免廢話連篇Avoidunnecessaryrepetition:避免不必要的重復Usingshortsentences,simplewordsandclearexplanations:短句、單詞的運用Avoidtheout-of-datecommercialjargonsandtrytousemodernEnglish.不要使用過時的語言，要運用現代英語。

Comparison：Wewouldliketoknowwhetheryouwouldallowustoextendthetimeofshipmentfortwentydaysandifyouwouldbesokindastoallowustodoso,kindlygiveusyourreplybyfaxwithoutdelay.(wordy)PleasereplybyfaximmediatelyifyouwillallowustodelaytheshipmentuntilApril21.(concise)TheyattendtheGuangzhouTradeFairforthepurposeoffindingabusinesspartner.TheyattendtheGuangzhouTradeFairtofindapartner.Outofdatecommercialjargons:Duetothefactthat由于……的事實Terminate結束Attachedhereto隨函附Acknowledgereceiptof確認收到Inst.本月Uptothiswriting在寫這封信的時候ModernEnglish:As,becauseorsinceEndEnclosedis/areThankyoufor……Ireceived……ThismonthSofar6)Concreteness具體:Makethemessagespecific,definiteandvivid.Trytoheedthefollowingtips:Completewiththe6W’s:Who?What?Why?How?Where?When?Concretenessinaction:usingspecificlanguagetomakeourinformationmoreconcreteandconvincing;Usingconcretewords.Compare:ST858L5-BandStereoRadioCassetteRecorderisfullfunctions.ST858L5-BandStereoRadioCassetteRecordercandeliverssuperbFM/MW/LW/SW1/SW2/FMStereobandreception.Fullauto-stopandautomaticquickprogramsearch(AQPSsystem).自動快速搜索系統WehavedrawnonyouasusualunderyourL/C.WehavedrawnonyouoursightdraftNo.345fortheInvoiceamount,US$560.00,underyourL/CNo.234oftheChinaBank.

7)Correctness正確:Correctnessnotonlyreferstothecorrectgrammarrules,contents,andforms,butalsoaccuracyinstyle,languageandtyping.Usually,mistakeswithtonecanbeavoidedbyusingthefollowingtechniques:Placemoreemphasisonthereaderthanyourself;把重點放在讀者身上，而不是你身上；Avoidextremecasesofhumility,flattery,andmodesty;避免過度謙卑、奉承和謙虛Avoidcondescension[,k?ndi'sen??n;避免傲慢Avoidlecturing避免說教Grammarmistakesoftenoccurredinbusinesswriting:WithpronounsWithverbsWithconjunctionsWithsubjectsAvoidusingoverstatements:Accuratenumbers:Capitalletters:North,South,East,WestThenameandthebrandofacommodity:Thenameofdocuments:Thenameofthetransportationtools:LayoutofaBusinessLetter

商業信函的格式ThreemajorformsIndentedForm

縮格式BlockedForm

齊頭式ModifiedBlockedForm

改良齊頭式縮格式示例具體收信人和事由居中日期靠右段首縮格結尾敬語和落款偏右齊頭式示例除信頭外全部左對齊段落之間用空格改良齊頭式示例案號和日期靠右落款偏右3Form1)FullBlockFormInthefullblockform,alltypinglines,including