1、Terms of Payment to inform,which refers to conveying the vast amount of information needed to day-to-day operations of the business;to influence,which means that messages included in a business letter should also influence the readers attitudes and functions.A.COURTESY In our letters,we should alway
2、s keep in mind the person we are writing to,see things from his angle,visualize him in his surroundings,see his problems and difficulties and express ideas in terms of his experience.B.CORRECTNESS Correct grammar,punctuation and spelling are basic requirements for business letter writing.Also,we sho
3、uld choose the correct level of language and use accurate information and data in our letters.C.CLARITY We should first identify what we want to express and then express the idea in plain,simple words and formats.D.COMPLETENESS Our letters should include all the necessary information and data.E.CONC
4、ISENESS We should write in the fewest possible words without sacrificing completeness and courtesy.F.CONCRETENESS Our writing should be vivid,specific and definite.1.Determine our purpose of writing a certain letter.2.Identify who the readers are.3.Organize the message,which is to be contained in th
5、e letter.4.Write a draft.5.Polish the writing.LetterheadReference NumberDate Inside Address Particular Address or Attention LineSalutation Subject Line or Caption _ _ _Complimentary CloseSignature IEC Block Postscript Body of the letterThe name of the firmIts address and postal codeFax numberInterne
6、t addressTelephone numberTelegraphic and telex addressE-mail addressTrademark or a brief slogan,etc.EASTERN TEXTILES IMP.&EXP.CO.,LTD.34297 Shangcheng Road,Shanghai,ChinaTel:6606811 Fax:6507631 Http:/E-mail:EASTERN TEXTILES IMP.&EXP.CO.,LTD.-2-April 16,2004Mr.Smith April 16,2004,Page 2Mr.Smith April
7、 16,2004 Page 2-Page 2-EASTERN TEXTILES IMP.&EXP.CO.,LTD.April 16,2004EASTERN TEXTILES IMP.&EXP.CO.,LTD.2-April 16,2004 Your ref:ALM Our ref:5511/TL Dear Sirs,Dear Sirs,Your ref:ALMDear Sirs,We refer to your letter of November 12,2004,ref.TY 1160 24th March,2004 March 24th,2004 24 March,2004 March 2
8、4,2004 Ms.Cecilia GreenSales ManagerABC Company123 Berry DriveMinneapolis,MN55106U.S.A.Vice PresidentMessrs.J.Harvey&Co.66 High StreetAnytown,AY1 2BFChina National Machinery Import&Export Corp.36,Jianshan RoadDalian,116023Peoples Republic of ChinaChina National Machinery Import&Export Corp.36,Jiansh
9、an RoadDalian,116023Peoples Republic of ChinaAttention:Mr.Wang,Export ManagerP&G Company24 Madison AvenueColumbus,OH 43004U.S.A.Attention of Pual YangBiddle,Sawyer&Co.,Ltd.Hadden HouseFitzroy StreetLondon,SW8 25DY,EnglandAttention of Export DepartmentMr.H.A.Donnan,pleaseP&G John Morris&Co.,Inc.ATTEN
10、TION OF PURCHASING MANAGEROSullivan BuildingBaltimore,Maryland,10026U.S.A.SalutationClose Dear Sirs,Dear Sir,Dear Madams,Dear Madam,Dear Sir or Madam,Faithfully yours,Yours cordially,(formal)Gentlemen:Yours truly,Truly yours,(formal)Sir,Madam,Respectfully yours,Yours respectfully,Dear Mr.Morgan:Dear
11、 John:Dear Miss Green:Dear Mrs.Smith:Dear Ms.White:My dear Mrs.(or Miss.).)Bush:Sincerely yours,Yours sincerely,(less formal)Subject:Proposed delay of the deliveryRe:Proposed delay of the delivery In re:Invoice No.1120SUBJECT:ACCOUNT NO.689 Proposed delay of the delivery Yours faithfully,(signature)
12、Cathy KurtzMarketing Manager Yours faithfully,THE INTERNATIONAL TRADING COMPANY (signature)Cathy Kurtz Marketing ManagerYours faithfully,For CHINA NATIONAL IMPORT&EXPORT CO.,LTD.(signature)George MorganYours faithfully,Per Pro(or P.P.)CHINA NATIONAL IMPORT&EXPORT CO.,LTD.(signature)George Morgan GB/
13、LZ Gbush/lz GB:lz lz 1 Enc.Encls:2 commercial invoices Enc.1 Attachment Enclosure As StatedEnc:1 B/L 1 certificate Attachments:2Enc.c.c.:Dalian BranchB.c.c.:Mr.Brown(on the copy only)C.C.:Jean KipmanPC:the Bank of Osaka,Ltd.,Kobe the Osaka Chamber of Commerce LetterheadDate:_ Inside Address_ Salutat
14、ion:_ _ _ _ _Complimentary Close,SignatureBodyLetterhead Date:_ Inside Address_ Salutation:_ _ _ Complimentary Close,SignatureBody Letterhead _ _ Complimentary Close,SignatureInside Address_ Salutation:Date:_Body Letterhead Date:_Inside Address_ _Salutation:_ _ _ Complimentary Close,SignatureBody St
15、ampChina National Machinery Import&Export Corp.36,Jianshan RoadDalian,116023Peoples Republic of China P&G Company 24MadisonAvenue Columbus,OH 43004 U.S.A.StampChina National China National Machinery Import&Export Corp.36,Jianshan RoadDalian,116023Peoples Republic of China P&G Company 24 Madison Aven
16、ue Columbus,OH 43004 U.S.A.ObjectivesIntroductionNew Words&Expressions Chinese Version of the TextKeys to Exercises通过本章的学习，帮助学生掌握通过本章的学习，帮助学生掌握:v 寻找潜在客户的方法寻找潜在客户的方法v 要求与对方建立贸易关系的书信的撰写要求与对方建立贸易关系的书信的撰写v 要求建立贸易关系的书信的回复要求建立贸易关系的书信的回复v Chamber of Commerce both at home and abroadv Banksv Trade directorie
17、s of various countries and regionsv Commercial Counselors Office v Exhibition and trade fairs the source of information the intention of writing this letter a brief introduction of ones own company,including:the business scope,credit standing or financial positions,products and services that can be
18、provided,etc.1.prospective adj.潜在的潜在的 可能的可能的 预期的预期的 prospective buyers 可能的买主可能的买主 prospective business partners 可能的贸易伙伴可能的贸易伙伴2.trading partner 贸易伙伴贸易伙伴 or business partner3.intend v.想要想要,打算后常接动词不定式打算后常接动词不定式 e.g.They intend to place an order with you.他们打算跟贵方订货。他们打算跟贵方订货。We intend to extend our busi
19、ness activities.我们打算扩大我们的业务范围。我们打算扩大我们的业务范围。4.enquire v.询问询问 e.g.We would like to enquire whether you can supply the following items.我们想询问一下，贵公司能否提供下列商我们想询问一下，贵公司能否提供下列商 品。品。enquire into 调查调查e.g.The buyer claimed that the goods were damaged in transit,but we must enquire into this matter ourselves.买
20、方声称货物在运输过程中被损坏了，但是买方声称货物在运输过程中被损坏了，但是 我们必须亲自调查这件事情。我们必须亲自调查这件事情。enquire about 询问关于某事询问关于某事e.g.They sent us a letter,enquiring about the market condition here.他们给我们发来了一封信，询问这里的市场他们给我们发来了一封信，询问这里的市场 状况。状况。enquire of sb.about sth.询问某人某事询问某人某事e.g.Mr.Smith enquired of the exporter about the quality of th
21、eir goods.史密斯先生询问出口商他们的产品质量如何。史密斯先生询问出口商他们的产品质量如何。5.Illustrated catalogue n.目录目录 quotation n.报价，报价单报价，报价单 pricelist n.价目表价目表 6.cooperation n.合作，协作合作，协作 cooperate v.合作，协作合作，协作e.g.Lets cooperate with each other for our mutual benefits.为了我们双方的利益，让我们合作吧。为了我们双方的利益，让我们合作吧。I need your cooperation in this m
22、atter.在这件事情上，我需要你的合作。在这件事情上，我需要你的合作。petitive adj.竞争的，有竞争力的竞争的，有竞争力的 e.g.If your prices are competitive,we would place an order with you.如果你们的价格有竞争力，我们就跟你们订如果你们的价格有竞争力，我们就跟你们订 货。货。8.volume adj.大量的大量的 e.g.volume orders 大宗订单大宗订单 10.in compliance with 按照按照 e.g.In compliance with your request,we are send
23、ing you our samples by air.应你方要求，我们用航空邮件给你们寄去了应你方要求，我们用航空邮件给你们寄去了 我们的样品。我们的样品。comply(v.)with 按照，与按照，与相符，遵守，满相符，遵守，满足足 9.enter into business relations 建立贸易关系建立贸易关系 还可以用：还可以用：set up open up establish business relations or build up business connectionse.g.It is necessary for you to comply with our pack
24、ing requirement.你方必须满足我们的包装的要求。你方必须满足我们的包装的要求。We regret that we cannot comply with your request for advancing shipment to May.很遗憾，我们不能满足你方将装货期提前很遗憾，我们不能满足你方将装货期提前到到5月份的要求。月份的要求。11.under separate cover 另函，用另外一封信另函，用另外一封信 e.g.We have sent you under separate cover a range of pamphlets for your informat
25、ion.我们另函给你们寄去了一系列的小册子供我们另函给你们寄去了一系列的小册子供你们了解情况。你们了解情况。12.take this opportunity to(后接动词原型后接动词原型)利用这利用这个机会做个机会做 还可以说还可以说take advantage of this opportunity or avail ourselves of this opportunity.e.g.We take this opportunity to express our great appreciation for your cooperation.借此机会，对于您的合作，我们深表感谢。借此机会，
26、对于您的合作，我们深表感谢。13.with a view to 着眼于，意着眼于，意为目的，考虑到为目的，考虑到 e.g.We avail ourselves of this opportunity to write this letter with a view to entering into business relations with you.我们利用这个机会给你们写信，目的就是我们利用这个机会给你们写信，目的就是想跟你们建立贸易关系。想跟你们建立贸易关系。14.deal in 从事，经营从事，经营=handle v.经营经营 deal with 跟跟做生意做生意e.g.We hav
27、e dealt in the export of washing machines for bout ten years.我们从事洗衣机出口已经有很多年了。我们从事洗衣机出口已经有很多年了。We handle the import and export business of chemical products.我们经营化工产品的进出口业务。我们经营化工产品的进出口业务。We wish to deal with you in this line.我们希望在该行业与你们做生意。我们希望在该行业与你们做生意。15.airmail v.用航空邮件邮寄用航空邮件邮寄 n.航空邮件航空邮件e.g.Ple
28、ase sent us your latest catalogue by airmail.=Please airmail us your latest catalogue.请用航空邮件给我们寄来你们最新的目请用航空邮件给我们寄来你们最新的目 录。录。敬启者：敬启者：我们从蒂科公司得知贵司商号与地址，特此我们从蒂科公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。来函，希望能同贵司发展商务关系。多年来，本公司经营纺织品进口生意，目前多年来，本公司经营纺织品进口生意，目前想扩展业务范围。请惠寄商品目录与报价单。想扩展业务范围。请惠寄商品目录与报价单。如贵司产品价格合理，本公司必定向你方下
29、如贵司产品价格合理，本公司必定向你方下定单。定单。恭候佳音。恭候佳音。采购部主任采购部主任 约翰约翰.斯密斯谨上斯密斯谨上 2004年年5月月20日日敬启者：敬启者：非常高兴收到贵公司本月非常高兴收到贵公司本月20日有关建立商务日有关建立商务关系的来函。关系的来函。谨遵要求另函奉上最新的出口商品目录及报谨遵要求另函奉上最新的出口商品目录及报价单。价单。款项须请以不可撤销保兑信用证支付。款项须请以不可撤销保兑信用证支付。如欲订货，请寄电子邮件或传真为盼。如欲订货，请寄电子邮件或传真为盼。出口部主任出口部主任 李明谨上李明谨上 2004年年5月月22日日敬启者：敬启者：我们从我驻巴基斯坦使馆商务参
30、赞处得悉贵公司的名称和我们从我驻巴基斯坦使馆商务参赞处得悉贵公司的名称和地址现借此机会与你方通信，意在建立友好业务关系。地址现借此机会与你方通信，意在建立友好业务关系。我们是一家国营公司，专门经营台布出口业务。我们能接我们是一家国营公司，专门经营台布出口业务。我们能接受顾客的来样定货，来样中可具体说明对产品的花样图案，规受顾客的来样定货，来样中可具体说明对产品的花样图案，规格及包装装潢的要求。格及包装装潢的要求。为使你方对我各类台布有大致的了解，我们另航寄最新的为使你方对我各类台布有大致的了解，我们另航寄最新的目录供参考。如果你方对产品有兴趣，请尽快通知我方。一俟目录供参考。如果你方对产品有兴
31、趣，请尽快通知我方。一俟收到你方具体询盘，即寄送报价单和样本。收到你方具体询盘，即寄送报价单和样本。盼早复。盼早复。此致此致敬礼敬礼 总经理总经理 威廉威廉.汉森汉森 Dear Sirs,We have learnt from the Chase Bank(大通银行大通银行)that you are one of the leading importers of tools and instruments in your area.We take the liberty of writing this letter to you to express our wishes to enter i
32、nto business connections with you.Our company has specialized in the export of tools and instruments for many years.To give you a general idea of our products,we have sent you our catalogue under separate cover.We shall provide you with further information on your specific inquiry.We are looking for
33、ward to your early reply.Yours faithfully,1.We are glad to inform you that the articles you require fall within the scope of our business activities.2.We specialize in the export of textiles and are willing to establish business relations with you.3.In compliance with your letter of 12,we have sent
34、you under separate cover our catalogue and quotation.4.In order to give you a general idea of our products,we enclose a pamphlet.5.If your prices are competitive,we will place volume orders on you.1.我们愿意在平等互利的基础上与你们做生意。我们愿意在平等互利的基础上与你们做生意。2.贵方来信收悉，得知你们愿意与我公司建立贸贵方来信收悉，得知你们愿意与我公司建立贸易关系，我们非常高兴。易关系，我们非常
35、高兴。3.我们得知贵公司是当地最大的电器产品进口商我们得知贵公司是当地最大的电器产品进口商之一。之一。4.希望能够尽快收到你们的答复。希望能够尽快收到你们的答复。5.在收到你方具体询价时，我们会立即寄上我在收到你方具体询价时，我们会立即寄上我 们的样品和报价单。们的样品和报价单。Dear Sirs,We owe your name and address to Mr.Green.We take the liberty of writing this letter with a view to building up trade connections with you.We have deal
36、t in the export of cotton cloth for many years.Our products are of superior quality and are popular with our customers from various parts of the world.In order to give you a general idea of our product,we have enclosed a catalogue.Further information will be available on your request.We are awaiting
37、 your prompt reply.Yours faithfully.ObjectivesIntroductionNew Words&Expressions Chinese Version of the TextKeys to Exercises通过本章的学习，帮助学生掌握通过本章的学习，帮助学生掌握:v 询盘的定义及种类询盘的定义及种类v 询盘信函的撰写询盘信函的撰写v 询盘信函中常用的专业词汇及句型询盘信函中常用的专业词汇及句型 An inquiry is a request for information.In the international business the import
38、er may send an inquiry to an exporter,inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods.In a General Inquiry(一般询价一般询价),the importer may ask only for catalogues,price lists,samples,sample books,or quotations,etc.,in ord
39、er to get a general idea of the business scope of the exporter.In a Specific Inquiry(具体询价具体询价),the importer points out what products he needs and asks for a quotation or an offer for this item.1.State the source of the information and make a self-introduction at the beginning of the letter.2.State t
40、he purpose of writing the letter.For example,the writer may explain to the recipient what he wants,give a description or specification of the goods he requires or express his willingness to enter into business relations with the recipient,etc.3.End the letter by expressing the expectation for an ear
41、ly reply.1.inquiry(enquiry)n.询盘，询价询盘，询价 make(or:send,give,fax)sb.an inquiry for sth.向某人询购某种商品向某人询购某种商品 We thank you for your inquiry for sunflower seeds.我们感谢你方有关向日葵籽的询盘。我们感谢你方有关向日葵籽的询盘。Upon receipt of your specific inquiry,we shall send you our quotations and samples.一收到你方具体询盘，我方立即给你方寄出我方的一收到你方具体询盘，
42、我方立即给你方寄出我方的报价及样品。报价及样品。At present,there are large inquiries for our “Cool”Brand Air Conditioner in our market.目前，我们市场有大量对我目前，我们市场有大量对我“凉爽凉爽”牌空调的询盘。牌空调的询盘。inquire v.询价，询购，询问询价，询购，询问inquire for sth.询购某种商品询购某种商品Thank you for your letter of September 1 inquiring for 3,000 m/ts Northeast Rice.感谢你方九月一日询购
43、三千公吨东北大米的来信。感谢你方九月一日询购三千公吨东北大米的来信。The ladies pyjamas you are inquiring for are now out of stock.你方现询价的女士睡衣没货。你方现询价的女士睡衣没货。We are inquiring about the supply of sugar and coffee.我方正在询购糖和咖啡的货源。我方正在询购糖和咖啡的货源。2.be interested in 对对(某商品某商品)有兴趣，有兴趣，常用以表示有意购买某种商品，是打算购买常用以表示有意购买某种商品，是打算购买 某种商品的初步表示。某种商品的初步表示。
44、We are interested in the import of Chinese silk neckties.我们对进口中国丝绸领带感兴趣。我们对进口中国丝绸领带感兴趣。They have customers who are interested in your six designs of Ornamental Cloth.他们有客户对你方六种图样的装饰布感兴趣。他们有客户对你方六种图样的装饰布感兴趣。be interested to do sth.对做某事感兴趣对做某事感兴趣They are interested to export Hand-Embroidered Silk Scar
45、f.他们对出口手绣丝围巾感兴趣。他们对出口手绣丝围巾感兴趣。interest n.兴趣兴趣We have/take/feel no interest in the terms of payment on D/A basis.我们不想用我们不想用D/A的付款条件。的付款条件。interest v.使使感兴趣感兴趣The garments on display at the fair were attractive,especially their fashionable styles interested the visitors very much.交易会上展出的服装很吸引人，特别是时尚的款交
46、易会上展出的服装很吸引人，特别是时尚的款式令参观者非常感兴趣。式令参观者非常感兴趣。3.quote quote v.报价报价 quote sb.a price for(or:on)sth.报给某人某种商品的价格报给某人某种商品的价格 Please quote us your lowest prices for personal computers.请报个人电脑的最低价。请报个人电脑的最低价。We quoted this article at US$278 per case.这种商品每箱报价二百七十八美元。这种商品每箱报价二百七十八美元。Would you please quote us you
47、r best price FOB Dalian for(or:on)1,000 pieces of leather jacket.请报一千件皮夹克的最好大连船上交货价。请报一千件皮夹克的最好大连船上交货价。4.marketmarket n.市场，行市市场，行市 come to the market 上市上市find a market 找销路找销路 a good(poor)market 畅销畅销(滞销滞销)in the market for 要购买要购买 an advancing market 市场上涨市场上涨a brisk market 市场活跃市场活跃 a strong market 市场坚
48、挺市场坚挺They are in the market for table-cloth and pillowcases.他们要购买桌布和枕头套。他们要购买桌布和枕头套。Please keep us informed of the supply and demand position in your market.请随时告知你处市场的供求状况。请随时告知你处市场的供求状况。The market is strengthening.行情在上涨。行情在上涨。market v.推销，销售，在市场上出售推销，销售，在市场上出售There is no difficulty in marketing thes
49、e traditional products in the Southeast Asian market.在东南亚市场推销这些传统产品不会有困难。在东南亚市场推销这些传统产品不会有困难。In order to meet your needs in marketing,we take this opportunity to recommend“Good Luck”Brand Electric Fans.为满足你方销售需求，我方借此机会向你方为满足你方销售需求，我方借此机会向你方推荐推荐“好运好运”牌电风扇。牌电风扇。marketable adj.适销对路的，可销的适销对路的，可销的The goo
50、ds are not marketable in our area at the price you quoted.按你方报价，这种产品在我们地区没有销路。按你方报价，这种产品在我们地区没有销路。5.place v.发出，置于，售出发出，置于，售出If the quality of your goods is good and the price is acceptable to us,we will place a large order with you.如你方产品质量好，价格可接受，我们将与如你方产品质量好，价格可接受，我们将与你方大量订货。你方大量订货。We regret that o
