《跨境電商B2B商務英語函電》B2BCorrespondenceWritingforCross-borderE-commerce

項目一跨境電商B2B商務信函基礎知識

BasicKnowledgeSummarizing一LearningtheTypicalcases二Imitatingwriting三Professionalskillexercises四項目一:跨境電商B2B商務信函基礎知識

1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter

2.TheStructureofaBusinessLetter

3.Envelope-Addressing一、BasicKnowledgeSummarizing

4.TheLayoutofaBusinessLetter任務導入任務1:商務信函格式李華是一名職場新人，她剛從上海某學院畢業，通過應聘來到寧波某貿易公司工作。該公司主要經營紡織品、服裝、鞋帽等的公司，產品主要出口到美國、英國、加拿大、澳大利亞等國家。剛到公司，經理讓她首先熟悉一下商務往來信函的格式，學習相關知識，掌握商務信函主要寫作原則。

Letter-writingisanimportantwaytoachievethegoaltocommunicatewithourcustomers.AgoodEnglishletterwillleaveourcustomeragoodimpression.Ifabusinessmanisunabletowriteaneffectivebusinessletter,itisverydifficulttorepresenthimselfpositively,whichmaycauseproblemsindoingbusiness.WhatcanbecalledagoodbusinessEnglishletter?AgoodbusinessEnglishlettershouldfollowtheprinciplesasfollows.“7Cs”

principles

in

business

letter-writing.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter

“7Cs”PrinciplesinBusinessLetter-Writing1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.1CourtesyCourtesyisnotmerepoliteness.Itislikeafavorableintroductioncard.Thecourteouswritershouldbesincereandtactful,thoughtfulandappreciative.Youneedtoprepareeverymessagewiththereadersinmindandtrytoputyourselfintotheirplaces.Ifconcisenessconflictswithcourtesy,makealittlesacrificeofconciseness.Promptnessisoneofthemostimportantthingsinbeingcourteous.Punctualitywillpleaseyourcustomerwhodislikeswaitingalongtimeforareply.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.2ConsiderationWhenabusinessletteriswritten,thereisonegeneralprinciple,onwhichthenativeEnglishwriterslaygreatemphasis,thatis,the“you”attitude.“You-attitude”isnotsosimpleasonlytouse“you”insteadof“I”or“we”.Inyourlettersyoushouldalwayskeepinmindthepersonsyouarewritingto,trytoseethingsfromtheirpointsofview,visualizethemintheirsurroundings,seetheirproblemsanddifficultiesandexpressyourideasintermsoftheirexperience.“You-attitude”canhelptoavoidanawkwardsituation,andpromotecooperationbetweenthetradeparties.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.3CompletenessAbusinesslettershouldincludeallthenecessaryinformation.Itisessentialtocheckthemessagecarefullybeforeitissentout.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.4ConcretenessConcretenessmeansmakingthemessagespecific,definiteandvivid.Businesslettersshouldavoidbeingtoogeneral.Ingeneralletters,everythingseemstobementionedbutactuallyfewarefullyexpounded.Youshouldusespecificfactsandfigures,vividandimage-buildingwords.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.5ClarityMakesurethatyourletterissoclearthatitcannotbemisunderstood.Apointthatisambiguousinaletterwillcausetroubletobothsides,andfurtherexchangeoflettersforexplanationwillbecomeinevitable,thustimewillbelost.Youmusttrytoexpressyourselfclearly.Whenyouaresureaboutwhatyouwanttosay,sayitinplain,simplewords.Short,familiar,conversationalandstraight-forwardEnglishiswhatisneededforbusinessletters.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.6ConcisenessThatisusingconcisesentencesandfewestwords,withoutlosingcompletenessandcourtesy,toexplainthemeaningofaletterclearly.(1)Avoidusingwordyexpressions.(2)Avoidunnecessaryrepetition.(3)Usingshortsentences,simplewordsandclearexplanations.(4)Prepositionalorparticiplephrasesinsteadofclauses.e.g.ThankyouforyourletterofDec.21,2023,informingusofyourinterestinourproducts.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.7CorrectnessCorrectnessrefersnotonlytocorrectusageofgrammar,punctuationandspelling,butalsotostandardlanguage,properstatement,andaccuratefiguresaswellasthecorrectunderstandingofcommercialjargons.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter2.TheStructureofaBusinessLetterAbusinessletterbasicallyconsistsofthefollowing14

parts.一、BasicKnowledgeSummarizing2.1Letterhead（信頭）

Letterheadincludesthesender’sname,postaladdress,telephonenumber,fax/telegram/telexnumber,andE-mailaddress,etc.Usually,letterheadisprintedintheup-centerorattheleftsideofaletterwritingpaper.2.TheStructureofaBusinessLetter2.2ReferenceNumber（發文編號）

Thereferencenumberisgenerallyusedasausefulindicationforfilingandconsultingforbothsides,soitmustbeeasilyseen.Itmayincludeafilenumber,acontractnumber,anL/Cnumberortheinitialsofthesignerandthetypist’sinitials.Ifyoufindthereferencenumberintheincomingletteryouneedtotaketheformas“yourref.”and“ourref.”inyourreply.Thepositionofthereferencenumberisoftenoneortwolinesbelowtheletterhead.2.TheStructureofaBusinessLetter2.3Date（日期）Everylettershouldbedated.Neversendoutaletterwithoutadate.Ifyouaregivinginformation,suchasshippingordeliveryorappointmentdates,itisvitalthatthedateshouldbecorrect.Thepositionofthedateisoftenoneortwolinesbelowthereferencenumberorletterhead(ifthereisnoreferencenumber).Itcanbeputeitherontheleftortherightmargin,dependingonthestyleyoudecidetouse.2.TheStructureofaBusinessLetter2.3Date（日期）

Remembertotypethedateinfull.Itisunwisetoabbreviatethenameofthemonthorshowthedateinfigureslike8/9/2023or9/8/2023asthismaycausesomeconfusions.ThisisbecausetheBritishandAmericanformsdifferanddonotreadthedayandthemonthinthesameorder.e.g.

September8,2023—Americanform

8thSeptember,2023—Britishform2.TheStructureofaBusinessLetter2.4InsideNameandAddress（封內地址）Generally,theinsidenameandaddressshouldincludesomeorallpartsofthefollowing:thereceiver’snameandtitle,company’sname,streetaddress,city,state/province,postcodeandcountry.Itappearsontheleftmarginandusuallystartstwotofourlinesbelowthelastlineoftheletterhead.2.TheStructureofaBusinessLetter2.5AttentionLine（交由）Attentionlineisusedwhenthewriterofaletteraddressedtoanorganizationwishestodirectthelettertoaparticularindividualorsectionofthefirm.Itisusuallybetweentheinsideaddressandthesalutationorabovetheinsideaddress.2.TheStructureofaBusinessLetter2.6Salutation（稱呼）

Thesalutationisthepolitegreetingwithwhichaletterbegins.Itshouldbeplacedtwolinesbelowtheinsideaddress.Therearemanyformsofsalutationinabusinessletter.Theparticularformuseddependsuponthewriter’srelationshipwiththereceiver.Tosomeextent,thesalutationsettlestheformofthecomplimentaryclose.Thecustomarygreetinginabusinessletteris“DearMr./Mrs./Ms./Miss...(姓)”or“Dear...(名)”.“DearSirs”or“Gentlemen”isusedwhentheletterisnotaddressedtoaspecificperson.2.TheStructureofaBusinessLetter2.6Salutation（稱呼）Notethat“Gentlemen”isseldomusednowadaysand“Sirs”cannotbeusedalone.Quiteoftennowcompaniesareownedand/ormanagedbywomen,anditismoreandmorecustomarytousethegreeting“DearMadamorSir”,ifthewriterisnotsurewhethertheletterwillbereadbyamanorawoman.Whateveritsformis,thesalutationalwaysappearsonalinebyitselfandisfollowedbyacommaoracolon.2.TheStructureofaBusinessLetter2.7SubjectLine（主題）Subjectlineisactuallythegeneralideaofaletter.Itisinsertedbetweenthesalutationandthebodyofthelettereitherattheleft-handmarginforfully-blockedletterformorcentrallyoverthebodyforotherforms.Subjectlinecanalsobeplacedabovethesalutationinthecaseofnoattentionline.Itcallsthereceiver’sattentiontothetopicoftheletter.Inpractice,Re/Subisusuallyused.Subjectlineshouldbeunderlinedinpractice.2.TheStructureofaBusinessLetter2.8BodyoftheLetter（正文）Thisisthemainpartoftheletter.Itexpressesthewriter’sidea,opinion,purposeandwishes,etc.,soitshouldbecarefullyplanned.Whenwriting,youshouldpayattentiontothefollowing:(1)Writesimply,clearly,courteously,grammatically,andtothepoint.(2)Paragraphcorrectly,confiningeachparagraphtoonetopic.(3)Seethatyourtypingisaccurateandthedisplayartistic.Aimatanattractiveandpleasingappearanceforyourletter.Marginsespeciallyareimportant,sincetheyserveto“frame”yourletter.2.TheStructureofaBusinessLetter2.9ComplimentaryClose（結尾敬語）Complimentarycloseismerelyapolitewayofendingaletter.Itisinkeepingwiththesalutation.Themostcommonlyusedsetsofsalutationandcomplimentarycloseare:DearSir(s),Yoursfaithfully,Gentlemen，Trulyyours,DearMr.Henry,Yourssincerely,orSincerelyyours，2.TheStructureofaBusinessLetter2.9ComplimentaryClose（結尾敬語）Thecomplimentaryclose,whenitisused,mustneverbeseparatedfromthesubstanceofaletterbycarriedtoaseparatesheet.Yoursfaithfullyascomplimentarycloseisnotsuggestedinbusinessletterwritingwhile“BestRegards”and“YoursSincerely”areverypopularnowadays.2.TheStructureofaBusinessLetter2.10Signature（簽名）Itiscommontotypethenameofthewriter’sfirmorcompanyimmediatelybelowcomplimentaryclose.Thenthepersonauthorizedshouldsignhisname,byhandandinink,belowit.Sincehand-writtensignaturesareillegible,thenameofsignerisusuallytypedbelowthesignature,andfollowedbyhisjobtitleorposition.Neversignaletterwitharubberstamp.2.TheStructureofaBusinessLetter2.11TheReferenceNotation(經辦人代號)Sometimes,thereferencenotation,whichisalsounderstoodasidentificationmark,canalsobeaddedtwolinesbelowthetypedsignature.Thereferencenotationusuallyshowsonlytheinitialsofthetypist,butitcanalsobemadeupoftheinitialsofthepersonwhodictatedtheletterandthoseofthesecretaryortypistifthedirector’snameisnottypedinthesignaturearea.Theinitialsofthedirectorordictatorareusuallyincapitalletters.Thetwosetsareseparatedbyacolonoraslant.e.g.forBillClinton(manager)andNancyBrown(secretary).Thefollowingexamplesareacceptableformsofthereferencenotation:

BC:nbBC/nb2.TheStructureofaBusinessLetter2.12Enclosure（附件）Ifsomethingisenclosed,noteitbelowthesignature.Encl.Catalogue2.TheStructureofaBusinessLetter2.13CarbonCopyNotation（抄送）Whencopiesoftheletteraresenttoothers,typeC.C.belowthesignatureattheleftmargin.C.C.Mr.GCooper2.TheStructureofaBusinessLetter2.14Postscript（附言）Ifthewriterwishestoaddsomethingheforgottomentionorforemphasis,hemayaddhispostscripttwospacesbelowthecarboncopynotation.P.S.isnotsuggestedforitshowsthewriter’spoorplanninginwriting.Thefollowingisanexample,showingtheabove14parts’positioninabusinessletter.2.TheStructureofaBusinessLetterExample（combined-formstyle）1.Letterhead2.ReferenceNumber3.Date4.InsideNameandAddress5.Attentionline6.TheSalutation7.TheSubjectLine8.TheBodyoftheLetter-------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------

9.TheComplimentaryClose10.TheSignature11.TheReferenceNotation12.Enclosure13.CarbonCopyNotation14.Postscript

3.Envelope-Addressing一、BasicKnowledgeSummarizingBusinessenvelopesordinarilyhavethereturnaddressprintedattheupperleftcorner.Thereceiver’snameandaddressshouldbetypedabouthalfwaydowntheenvelope.Thepostmarkorstampsshouldbeplacedattheupright-handcorner,whilethebottomleft-handcornerisforpostnotationssuchas“Confidential”,“Secret”,“PrintedMatter”,etc.3.Envelope-Addressing3.Envelope-Addressing

AIRMAIL

3.Envelope-AddressingItisimportanttoincludethepostcode(zipcodeintheU.S.A)inordertofacilitatemechanicalmail-sorting.4.TheLayoutofaBusinessLetter一、BasicKnowledgeSummarizing4.1IndentedStyleThemainfeatureinthisstyleisthateachlineoftheletterheadandtheinsidenameandaddressshouldbeindented1-2spaces.Eachparagraphshouldbeindented4-5spaces.It’saconventionalstyle,anditisseldomusedinmodernbusinessletterwriting.4.TheLayoutofaBusinessLetter4.2Combined-formStyle

ThisstyleisalsoknownasSemi-indentedstyle,anditisoneoftheacceptablestyle.4.TheLayoutofaBusinessLetter4.3Full-blockStyleThisisapopularstyleinrecentyears.

4.TheLayoutofaBusinessLetter4.4Modified-blockStyleAllthepartsexceptthedate,subjectline,complimentarycloseandthesignaturestartfromtheleftmargin.Thisstyleappealstomanyreaders.

4.TheLayoutofaBusinessLetter綜上所述，商務信函常用的4種格式及其特點如下：1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter（1）IndentedStyle（縮進式）縮進式的英文書信，信頭、信內地址的每行文字均比上行向右縮進一兩個字母，正文的每段文字的首行也向右縮進四個字母，簽名打印時也應該比結束語縮進三四個字母。

4.TheLayoutofaBusinessLetter（2）Combined-formStyle（混合式）混合式的英文書信，信頭、主題欄居中，日期、結束語和簽名放在右邊且每行文字齊頭；信內地址各行文字及稱謂左邊齊頭；正文每段起行向右縮進四五個字母。

4.TheLayoutofaBusinessLetter（3）FullBlockStyle（全齊頭式）

全齊頭式的英文書信，要求將信頭、收信人的姓名、信內地址等以及正文（包括每段起行）、結束語和簽名均靠左邊齊頭對齊。

4.TheLayoutofaBusinessLetter（4）Modified-blockStyle（改良齊頭式）改良齊頭式的英文書信，除了信頭居中，結束語、日期和簽名放在右邊外，要求將收信人的姓名、地址等以及正文（包括每段起行）均靠左邊齊頭對齊。

4.TheLayoutofaBusinessLetter二、LearningtheTypicalcases學習了這些相關知識以后，李華還是覺得不是十分清楚，于是她向經理求教，經理給李華看了公司的往來信函，以便幫助她更好地理解書寫商務信函的要領。Letter1Letter2Letter3Letter4根據上述概括和學習到的知識，可以判斷出從Letter1--Letter4分別為：FullBlockStyle（全齊頭式）、Modified-blockStyle（改良齊頭式）、IndentedStyle（縮進式）以及Combined-formStyle（混合式）。

二、LearningtheTypicalcasesArrangethefollowinginproperformastheyshouldbesetoutinaletter.(Combined-formStyle)三、Imitatingwriting參考函文(onlyforreference)：Combined-formStyleArrangethegivenpartsinaproperformastheyshouldbesetoutinabusinessletter.

(Modified-blockStyle)四、Professionalskillexercises四、Professionalskillexercises1.Sender’sname:OrganizingCommitteeofDalianInternationalFashionFestival2.Sender’saddress:188HangzhouStreet,Dalian1160003.Sender’sfax:(0411)845792884.Sender’stelephone:(0411)845792665.Receiver’sname:Mr.Darrell6.Date:September18,20237.Receiver’saddress:456CarondeletStreet,NewOrleans,LA70620四、Professionalskillexercises8.Salutation:DearSir9.Subjectline:InvitationtoFestival10.Message:

Weshouldliketoinviteyoutoattendthe2023DalianInternationalFashionFestival.Thescheduleofthefestivalwillbefaxedtoyouverysoon.Welookforwardtoyourcoming.11.Complimentaryclosure:Yoursfaithfully,ZhaoHai,DirectoroftheCommittee參考函文(onlyforreference)：Modified-blockStyle《跨境電商B2B商務英語函電》B2BCorrespondenceWritingforCross-borderE-commerce

項目二跨境電商B2B客戶開發

BasicKnowledgeSummarizing一LearningtheTypicalcases二Imitatingwriting三Professionalskillexercises五任務1:客戶開發函TranslationExercises四任務導入任務1:客戶開發函

在學習并掌握了跨境電商B2B往來商務信函寫作的基本知識后，李華又向指導她業務的業務主管請教了一些公司業務操作方面的知識，于是李華滿懷信心地繼續投入到工作之中。可是該怎樣快速的找到客戶？又該如何寫出一封有效的客戶開發信函呢？

Establishingbusinessrelationsisthefirststepinatransactioninforeigntrade.Ifanewfirm,orratheracertaincorporationofours,wishestoopenupamarkettosellsomethingorbuysomethingfromthefirmsinforeigncountries,thepersonsinchargemustfirstofallfindoutwhomtheyaregoingtodealwith.Weshouldnotonlydoeverythingpossibletoconsolidateoldcustomersbutalsoseeknewonestoenlargeourbusiness.一、BasicKnowledgeSummarizing

Writingletterstonewcustomersfortheestablishmentofrelationsisapracticeinbusinesscommunications.Toestablishbusinessrelationswithprospectivedealersisoneofthevitallyimportantmeasureseitherforanewlyestablishedfirmsoranoldonethathopestoenlargeitsbusinessscopeandturnover.Thereareseveralchannelsthroughwhichimportersandexporterscangettoknoweachother.一、BasicKnowledgeSummarizing

1.WaysforObtainingInformationaboutanewcompany

2.TypicalSentences一、BasicKnowledgeSummarizing1.Waysforobtaininginformationaboutanewcompany1)Banks2)ChamberofCommercebothathomeandabroad

3）Tradedirectory

4)ChineseCommercialCounselor’sOfficeinforeigncountries1.Waysforobtaininginformationaboutanewcompany5)Advertisementsinnewspaperorperiodicals

6)Theintroductionfromhisbusinessconnections/recommendationbyothers,suchashissubsidiariesorbranches,agentsabroad1.Waysforobtaininginformationaboutanewcompany7)Themarketsurveys8)Visitingabroadbytradedelegationsandgroups

9)Attendanceattheexportcommoditiesfairs

10)Internet1)WeoweyournameandaddresstotheCommercialCounselor’sOfficeoftheCanadianEmbassyinNanjing.

得知貴公司名稱和地址，要感謝加拿大駐南京大使館商務參贊處。2)Wenowavailourselvesofthisopportunitytowritetoyouwithaviewtoenteringintobusinessrelationswithyou.我們借此機會給貴公司去函，希望建立業務關系。2.TypicalSentences3)ThroughthecourtesyofMr.Smith,wearegiventounderstandthatyouareoneoftheleadingimportersofcomputerinyourareaandwishtoenterintobusinessrelationswithus.

承蒙史密斯先生介紹，我們得知貴公是電腦進口商之一，而且希望與我們建立業務關系。4)YourfirmhasbeenrecommendedtousbytheChamberofCommerceinNewYork,U.S.A..美國紐約商會把貴公司推薦給我們。2.TypicalSentences5）Wewishtoexpressourdesiretotradewithyouinsilkproducts.

我們想要表達我們在絲綢產品上同貴方做貿易的愿望。6)Wewishtointroduceourourselvestoyouasastate-ownedenterprisedealinginshoes.茲介紹，本公司是一家專營鞋子的國有公司。2.TypicalSentences7）WespecializedintheexportofChinesetea.我們專門經營中國茶葉。8)Inordertoexpandourexportbusinesstoyourcountry,Wewishtoenterintodirectbusinessrelationswithyou.

為了擴大出口貿易到你們國家，我們希望與貴方建立直接的業務關系。2.TypicalSentences9)Wearelookingforwardtohearingfromyousoon.我們期待早日收到你方的回復。10)Pleasesendusyourcataloguesandpricelist.

請給我們寄來貴公司的商品目錄和價格單。11)Ourlinesaremainlyprintingbedcovers.

我們經營的主要商品是印花被套。2.TypicalSentences12)Wewouldliketoenterintobusinessrelationswithyou.

我們愿與貴公司建立業務關系。13)Astheitemsfallwithinthescopeofourbusinessactivities,weshallbepleasedtoenterintobusinessrelationswithyou.由于這些商品正好屬于我們的經營范圍，我們會很高興與貴公司建立業務關系。14)Foryourreference,wearesendingyouthesamplesandcatalogues.

我們寄上樣品和目錄供你方參考。2.TypicalSentences15)Weexpressourwishtosetupbusinessrelationswithyou.我們愿和貴公司建立業務關系。16)Wehavecometoknowyournameandhavethepleasureofwritingthislettertoyouinthehopeofestablishingbusinessrelationswithyou.我方獲悉貴公司名稱，并榮幸去函，希望與貴公司建立業務關系。17)Wearewillingtoenterintobusinessrelationswithyouonthebasisofequalityandmutualbenefit.

我方愿在平等互利的基礎上與你方建立業務關系。。2.TypicalSentences二、LearningtheTypicalcases任務1:客戶開發函

在了解商務信函寫作的基本知識之后，業務主管打開公司電腦，結合以往業務員曾經寫過的相關信函，悉心指導李華學習寫作尋找客戶的信函及其相關回函，這類信函也是公司拓展業務的主要渠道之一，因此大家要用心領悟。DearSir,Throughthecourtesyof

ourCommercialCounselor’sOfficeoftheChineseEmbassyinCanada,wehaveknownyournameandaddress.Wewishto

informyouthatwespecializein

Chinesecloth,andtheitemyouneedfallswithinthebusinessscopeofourcompany,soweshallbepleasedtoenterintobusinessrelationswithyou.Togiveyouageneralideaof

ourproducts,weencloseacompletesetofleafletsshowingvariousproductsbeinghandledbyourcorporation.Quotationsandsampleswillbesentuponreceiptofyourspecificenquiries.Welookforwardtoyourearlyreplywithmuchinterest.

YoursSincerely,JohnSmithLetter1:

Establishingbusinessrelations

1）throughthecourtesyof承蒙……的告知，經……介紹“由某處得知某人的姓名和地址”的英文表述方式如下：Note1：“由某處得知某人的姓名和地址”的英文表述方式如下：learn/know/obtain/noteone’snameandaddressfromoweone’snameandaddresstothroughthecourtesyofontherecommendationofberecommended/introduced/giventosb.by

throughthecourtesyofourCommercialCounselor’sOfficeoftheChineseEmbassyintheU.S.A.承蒙中國駐美國大使館商務參贊處的告知

2）inform

v.通知，告知informsb.ofsth.通知某人某事informsb.that通知某人某事Note2：Pleaseinformusofthenameofsteameranddateofshipment.

請告知船名和裝運期。

3）specializein:

專門經營Thecorporationisspecializedintheexportbusinessofelectronicproducts.本公司專營電子產品出口業務。Note3：SpecializingintheexportofChinesefoodstuffs,wewishtoexpressourdesiretotradewithyouinthisline.我方專業從事中國食品出口，希望在此行與你方進行貿易。

4）fallwithinthebusinessscopeof:

屬于某人經營范圍類似表達方式還有：comeundertherangeof/liewithinthescopeofNote4：Note5：5）enterinto:

開始（建立）類似表達方式：establish/build/setupWewishtoenterintobusinessrelationswithyou.6）shipment:

n.裝運Wehavereachedanagreementwithhiminregardtotheshipment.我們已經就裝運問題同他達成協議。Note6：7）enclose:

v.隨函附寄Weenclosedourlatestproductcatalogue.我們隨函寄上最新目錄。Note7：Note8：8）leaflet:

n.小冊子，散頁印刷品類似表達方式：pamphlet/brochure/bookletNote9：9）handle:

v.經營（某種或某類商品）類似的表達方式：totradein/todealin/beinline10）quotation:

n.報價Thankyouforyourquotationforthecomputer.感謝你方對電腦的報價。Note10：11）sample:

n.樣品Thousandsofpeoplehavewrittenintousforafreesample.現已有數千人給我們來信索要免費樣品。Note11：Note12：12）uponreceiptof:

一收到Uponreceiptofyourshippinginstructions,wewillsendthegoods.收到你方的裝船說明，我方即發送貨物。Note13：13）specificenquiry:

具體詢盤Assoonaswereceiveyourspecificenquiry,wewillcableourquotation.一俟接到你方具體詢價，我們將電告報價。DearSirs,

ThankyouforyourletterofMay15,

2023.Beingoneofthe

leadingimportersofChineseclothinthiscity,weshallbepleasedtoestablishbusinessrelationswithyou.Inrecentyears,wehavedonebusinesswiththelargestandmostprominentfirmsinyourarea.Asiswellknowntoyou,thepossibilitiesofimportingtheforeignproductsareverygreathere.Weareconfidentthatwewillbeabletogiveyoularge

ordersifthequalityandpricemeetourrequirements.Wehopethatwemayreceiveyourcatalogueaswellasotherprintedmaterialsforourreference.Welookforwardtoyourreply.

Yoursfaithfully,David

Letter2:

ReplytotheLetter11）

leading

adj.占主導地位的，大的Heplayedaleadingpartinthenegotiations.他在談判中起到了至關重要的作用。Note1：

2）inyourarea:

在你地，在你處

Note2：

3）order:

n.訂單;

v.訂購；訂貨

trialorder試訂單

substantialorder大宗訂單

repeatorder續訂單Note3：Placealargeorderwithyou.向你方大量訂貨。Ifyouallowus15%discount,wewillorder20,000dozen.如果你方給予15%的折扣，我們將訂購兩萬打。

4）meetone’srequirement：滿足……的要求（需要）Note4：Note5：5）forone’sinformation/reference：供……參考

來到公司，李華開始從網上尋找客戶，經過認真仔細的篩選，發現加拿大一家公司寫給她們公司發來的郵件。三、Imitatingwriting依據對方的來函，我們該如何迅速而準確的寫一份回函呢？分析：信函應包括以下要點：1）本公司主要從事紡織品、服裝等出口。2）打算建立業務關系。3）隨函附寄一本目錄。三、Imitatingwriting參考回函(onlyforreference):1.Translatingthefollowingphrases.四、TranslationExercisesTranslatingExercises:Part1:Translatingthefollowingphrases..（1）專門經營 ———————————————————————————————（2）供……參考

———————————————————————————————specializeinforone’sinformation/referenceTranslatingExercises:Part1:Translatingthefollowingphrases..（3）建立業務關系 ———————————————————————————————（4）商務參贊處

———————————————————————————————establish/build/setupbusinessrelationswithsb.CommercialCounselor’sOfficeTranslatingExercises:Part1:Translatingthefollowingphrases..（5）樣品 ———————————————————————————————（6）一收到就……

———————————————————————————————sampleuponreceiptofTranslatingExercises:Part1:Translatingthefollowingphrases..（7）quotation

———————————————————————————————（8）inyourarea

———————————————————————————————報價在你地，在你處TranslatingExercises:Part1:Translatingthefollowingphrases..（9）enclose

———————————————————————————————（10）specificenquiry———————————————————————————————隨函附寄具體詢盤

2.TranslatetheFollowingSentencesintoChinese四、TranslationExercisesTranslatingExercises:Part2:TranslatethefollowingSentencesintoChinese.（1）Wewishtoexpressourdesiretoenterintodirectbusinessrelationswithusinthelineofsilkproducts.

———————————————————————————————（2）Wewritetointroduceourselvesasexportersofsilkhandkerchiefhavingmanyyearsofexperienceinthisparticularlineofbusiness.

———————————————————————————————我們希望與貴公司在絲綢產品方面建立直接的業務關系。現函告，我方為絲綢手絹的出口商，在此行業里已有多年經驗。TranslatingExercises:Part2:TranslatethefollowingSentencesintoChinese.（3）Wearegiventounderstandthatyouarepotentialb