1、第四章第四章 商务信函的翻译商务信函的翻译 第一节第一节 商务信函的语言及文体特征商务信函的语言及文体特征n1.1商务信函的组成部分商务信函的组成部分n1.2 涉外商务信函的语篇特征涉外商务信函的语篇特征n1.3 商务信函的文体特点商务信函的文体特点n第二节第二节 商务信函的翻译商务信函的翻译n2.1 商务信函的翻译原则商务信函的翻译原则n2.2 商务信函翻译分类实践商务信函翻译分类实践n2.2.1 建立业务关系建立业务关系n2.2.2 报盘和还盘报盘和还盘 n2.2.3国际支付国际支付n2.2.4 续订和谢绝续订续订和谢绝续订n2.2.5 修改、催开、及展延信用证修改、催开、及展延信用证n2
2、.2.6 装船装船n2.2.7 保险保险 n1.1商务信函的组成部分商务信函的组成部分n一般书信的结构可分为必备部分和可选部分，一般书信的结构可分为必备部分和可选部分，必备部分有：必备部分有：n1.信头信头(The Heading):发信人的地址和发发信人的地址和发信日期信日期n2.日期日期(Date Line)n3.封内地址封内地址(The Inside Address)：发信：发信人的名称和地址人的名称和地址n4.称呼称呼(The Salutation)n5.信的正文信的正文(The Body of The Letter)n6.结束语结束语(The Complimentary Close)
3、n7.签名签名(The Signature)n可选部分有：n8.事由栏(The subject Heading Or Caption)n9.经办人(Attention Line)n10.附件(The Enclosure)简写Encl.or Enc.n11.抄送(Carbon Copy)简写C.C.n12.再启(The Postscript)简写P.S.n举例说明如下：n(1)China National Light Industrial Productsn Import&Export Corporationn 82 Dong An Men Streetn Beijing,China n(2)J
4、anuary 30,2006n Our Ref.Non Your Ref.Non(3)The Pakistan Trading Companyn 15 Broad Streetn Karachi,Pakistann(4)Gentlemen:n(8)Re:Chinese Light Industrial Productsn(5)We thank you for your letter of January 10 and shall be glad to enter into business relations with your firm.nAs you know,it is our poli
5、cy to trade with the people of all countries on the basis of equality and mutual benefit.We believe we shall be able,by joint efforts,to promote friendship as well as business.nWe are sending you 5 pamphlets and a pricelist covering part of our exports.Please advise what articles you are interested
6、in at present.n Your early reply will be highly appreciated.n(6)Yours faithfully,n CHINA NATIONAL LIGHT INDUSTRIALn PRODUCTS IMPORT&EXPORT CORP.n(7)(Signed)n(10)Encl.n1.2 涉外商务信函的语篇特征涉外商务信函的语篇特征 n商务信函通常具备以下七个特点，简称为7 Cs n完整(completeness)n具体(concreteness)n清晰(clarity)n简洁(conciseness)n礼貌(courtesy)n体谅(con
7、sideration)n正确(correctness)n1.3 商务信函的文体特点商务信函的文体特点nA.词汇使用特点词汇使用特点n（1）用词规范正式）用词规范正式n（2）表意准确、专业性强表意准确、专业性强n（3）用语朴素、淡于修饰）用语朴素、淡于修饰nB语法使用特点语法使用特点 n（1）句子类型较多使用陈述句）句子类型较多使用陈述句 n（2）状语位置独特）状语位置独特n第二节第二节 商务信函的翻译商务信函的翻译n2.1 商务信函的翻译原则商务信函的翻译原则nA.翻译原则：准确规范、功能对等翻译原则：准确规范、功能对等n如下列句子的翻译：n1）The duplicate shipping d
8、ocuments including bill of lading,invoice,packing list and inspection certification were airmailed to you today.n包括提单、发票、装箱单和检验证书提单、发票、装箱单和检验证书在内的装运单证装运单证副本今日已航邮贵处。n2）Please be informed that,on account of the fluctuations of foreign exchanges the quotation is subject to change without previous notic
9、e.n兹告知贵处兹告知贵处，由于外汇的波动，报价随报价随时可能改变，不另行通知时可能改变，不另行通知。n3）Full information as to prices,quality,quantity available and other relative particulars would be appreciated.n请详告请详告价格、质量、可供数量和其他有关情况。n4）We are looking forward to a favorable reply.n静候贵方佳音。静候贵方佳音。n5）Would you let us know what your terms of paymen
10、t are?n能否告知贵方付款条件？能否告知贵方付款条件？n6）We should be grateful/pleased if you would give us further details of Chinese leather shoes.n如能告知中国皮鞋的详情，将不胜感激。如能告知中国皮鞋的详情，将不胜感激。n7）Please inform us how soon you can make delivery?n请告知何时能交货。请告知何时能交货。nB注意一词多义现象注意一词多义现象,如：如：ncommissionn1.Please let us have your quotatio
11、n in USD on the basis of CIF Port Shanghai including our 5%commission.n译文：请用美元报上海港到岸价，包括我方译文：请用美元报上海港到岸价，包括我方5%的的佣金。佣金。n2.The decision made by the Arbitration Commission shall be regarded as final and binding on both parties.n译文：仲裁委员会所作的决定应视为终局。译文：仲裁委员会所作的决定应视为终局。n2.2 商务信函翻译分类实践商务信函翻译分类实践n2.2.1 建立业务
12、关系建立业务关系n这种信是发给从未有过业务往来，而希望与这种信是发给从未有过业务往来，而希望与其建立业务联系的潜在顾客的。业务关系的其建立业务联系的潜在顾客的。业务关系的建立是交易开始和发展的基础，外贸公司要建立是交易开始和发展的基础，外贸公司要保持或扩大业务就需要广泛的业务关系。保持或扩大业务就需要广泛的业务关系。n写信人通过某种渠道获得所期望的收信人的公司名和地址以后，就可以开始向有关方面发函或寄送通函。这类业务信就是发函，也可称为“首次征询”。n一般说来，这类信函首先要告知收信人他的行名是如何被得悉的。n然后告知对方一些关于发信人所经营的业务范围。n发信人应简明扼要地写明他想推销何种商品
13、或希望购买何种商品。n收到任何这类信函之后，必须有礼貌地及时给予完整的答复。以便树立信誉和给读者留下良好的印象。n就建立业务关系来说，信函一般内容如下：n1.The source of informationn2.Intention of writing the lettern3.Some general information concerning the lines of business being handledn4.Information about the firms financial standingn5.Expectation of cooperation and/or an
14、 early replynB建立业务关系的信函常用的句型，短语及词汇：n获释名址：nyour name has been forwarded(given)by as nto learn the name and address form nto come across your name and address from n告知：to inform sb.that n中国驻伦敦领事馆：the Chinese consulate in London n加拿大商会：the Canadian Chamber of Commercen有声誉的出口商：a reputable exportern促进业务联
15、系：to promote business relations；n加强业务联系：to strengthen(enhance)business relations.n2.2.2 报盘和还盘报盘和还盘n报盘报盘(Offer)又称发盘，是商业交易磋商中又称发盘，是商业交易磋商中买卖双方必经的过程。买卖双方必经的过程。n通常是一方先向另一方提出的某种交易条件通常是一方先向另一方提出的某种交易条件（如：商品名称、数量、规格、交货期以及（如：商品名称、数量、规格、交货期以及付款条件等），而另一方愿接受此条件，即付款条件等），而另一方愿接受此条件，即交易合同成立。交易合同成立。n卖方的卖方的Offer称为称
16、为Selling Offer,Offer to sell。n买方的买方的Offer,称为称为Buying Offer,Offer to buy 或或Bid。n报盘有实盘和虚盘两种形式。n实盘又称“不可撤销的发盘”，指由发盘人向受盘人提出完整、明确、肯定的交易条件，并愿在一定期限内按所提条件与受盘人达成交易的一种肯定表示。n虚盘是卖方所作的非承诺性表示，往往附有保留条件，买方接受后卖方仍然可以改变主意。n还盘(Counter Offer)是指买方针对卖方的报价来进行讨价还价的行为。n下面分别为报实盘和还盘两封例信：nFirm Offer:nDear Sirs,n We confirm your
17、E-mail of Sep.2,asking us to make you firm offers for both Groundnuts and Walnutmeat C&F Copenhagen.We cable back this morning,offering you 250 metric tons Shandong Groundnuts,Hand-picked,Shelled and Ungraded at RMB 4,800 net per metric ton CIF Copenhagen or any other European Main Port for shipment
18、 during October/November.This offer is firm,subject to your reply reaching us within one week.We wish to point out that this is the best price we can quote,and,that we are unable to entertain any counter-offers.n As regards walnutmeat,we would inform you that the few parcels we have at present are u
19、nder offer elsewhere.However,if you should make us an acceptable bid,there is the possibility of your obtaining these.n nAs,no doubt,you are aware,of late there has been a large demand for the above commodities,and such a growing demand can only result in increased price.However,you may avail yourse
20、lves of the advantage of this strengthening market if you will send us an immediate reply.n Yours faithfully,n译文：n敬启者：n 兹确认收到贵方9月2号E-mail，要求我们报花生和核桃仁两货CIF哥本哈根实盘。今晨我们回E-mail报手拣去壳不分级山东华生250公吨，CIF哥本哈根或其他某欧洲主要口岸价每公吨人民币4，800元，10、11月装运。此确盘一周内复到有效，我们愿指出，这是我们能报的最好价，故对贵方的任何还盘均不能考虑。n n关于核桃仁，我们目前仅有的少数几笔货已向别处报盘
21、。但是，贵方若能给一个合适的（或可接受的）递盘，有可能购得此货。n 谅贵方知悉近来上述两商品的需求甚殷，结果只能导致价格上涨。但是，如贵方立即答复，贵方可以得到这方面的好处。n 谨上nCounter offer:nDear Sirs,n Re:Groundnuts and Walnutmeatn We thank you for your E-mail of Sep.3,offering us firm 250 metric tons of Shandong Groundnuts,Hand-picked,Shelled and Ungraded at RMB 4,800 per metric
22、ton CIF European Main Ports.n In reply,we very much regret that your price is really too high to be workable.For your information,groundnuts from the U.S.are reported to have recently been sold at the lower level of RMB 1,700 CIF European Main Ports,and are easily obtainable at present in large quan
23、tities.nSuch being the case,it is necessary for you to reduce your price to something near the above-mentioned level and effect shipment in Oct.,otherwise business is hopeless.n As regards Walnutmeat,we bid RMB 12,500 per metric ton CIF European Main Ports.If it is agreeable to you,please E-mail us
24、your confirmation,stating the time of shipment and packing.n We are anticipating with keen interest your favourable reply.n Your faithfully,n译文：n敬启者：n 事由：花生和核桃仁n 感谢贵方9月3日E-mail，报给我方手拣去壳不分级山东华生250公吨CIF欧洲主要口岸价每公吨人民币4，800元。n 兹回复，贵方价格实在太高，做不开，甚憾。近来美国花生CIF欧洲主要口岸价每公吨人民币1，700元，且供应量很大，可以随便购买，特告知。在此情况下，贵方有必要
25、将价格降到与上述相接近的水平并10月装运，否则，实难达成交易。n 至于核桃仁，我方递价CIF欧洲主要口岸价每公吨人民币12，500元。如果贵方接受，请即告确认，并告知船期和包装情况。n 殷盼佳音。n 谨上n2.2.3国际支付国际支付nterms of payment 支付条件支付条件n外贸中常用的支付方式有：外贸中常用的支付方式有：n预付款预付款(advance payment)n信用证信用证(letter of credit,L/C)n付款交单付款交单(documents against payment,D/P)n承兑交单承兑交单(documents against acceptance,D
26、/A)n记账记账(open account,O/A)。n支付方式的选择要根据客户的信誉、贸易金支付方式的选择要根据客户的信誉、贸易金额的大小、出口商的融资能力等具体情况来额的大小、出口商的融资能力等具体情况来决定。决定。n信用证 Letter of Creditn信用证是银行应进口人的请求，开给出口人的一种银行有条件地保证付款的凭证。n信用证方式是指银行根据进口人的请求和指示，开给出口人的一种保证在出口人履行所规定的条件时，按期在指定地点支付货款的凭证。n关于信用证的常用词组：n即期信用证：letter of credit available by draft at sight,letter
27、of credit payable against draft at sight,letter of credit available by sight draft,letter of credit payable against sight draft,sight L/C(在商业书信中常用)；n其他:confirmed L/C 保兑信用证nirrevocable L/C 不可撤消信用证ndocumentary L/C 跟单信用证ntransferable and divisible L/C 可转让与可分割信用证n常见例句：nFor payment,please arrange for an
28、irrevocable letter of credit,valid until June 30,to be opened in our favour with the ABC Bank.n关于付款，请安排由ABC银行开立以我方为受益人，有效期至6月30日截止的不可撤销的信用证。nPayment should be made under an irrevocable letter of credit which is to be opened in our favour within a week after the date of your order.n付款条件，在你方定货后一个星期内开立
29、以我方为受益人的，不可撤销的信用证。n nAs the amount in our Order No.does not exceed$1000 and the opening of an L/C will involve a lot of expenses,please accept D/P for payment.n译文：我们第XXX号订单的金额没有超过1000美元，请同意以D/P方式支付，因开立信用证会给我们带来许多花费。n以下提供例文及译文供读者了解：n敬启者：n接贵方3月8日函，内容详悉。n关于第DSG267号和第BSG268号两个合同，我们同意“付款交单”的支付方式。但我们认为有必要
30、明确一下：在今后的交易中，只有在每笔金额不超过4，000英镑，或不超过按当时兑换率折算的等值人名币的情况下，才可按“付款交单”方式办理支付。若金额超过此数，则用信用证（方式）交付。n我们愿重申，只是鉴于我们之间的长期友好关系才给予这一照顾。我们衷心希望，我们能扩大上述商品的业务而互利。n 谨上nDear Sirs,n We are in receipt of your letter of March 8,contents of which have been noted.n With regard to Contract Nos.DSG 267 and BSG 268,we agree to
31、D/P payment terms for these contracts.However,we consider it advisable to make it clear that for future transactions D/P will only be acceptable is the amount involved for each transaction is below Stg.4000.00 or its equivalent in Renminbi at the conversion rate then prevailing.If the amount exceeds
32、 that figure,payment by Letter of Credit will be required.n nWe wish to reiterate that it is only in view of our long friendly business relations that we extend you this accommodation.It is our sincere hope that we can enlarge the business in these lines to our mutual benefit.n Yours faithfully,n2.2
33、.4 续订和谢绝续订续订和谢绝续订nA.Repeat Order续订信包括续订信包括3个要点：个要点：n(1)对上次订货表示满意对上次订货表示满意n(2)要求续订该货要求续订该货 n(3)询价可替代产品；询价可替代产品；n以下封续订信函为例：nDear Sirs,n Contract No 78 PG O17n Tiantan Brand Mens ShirtsnWe have received the captioned shipment ex.S.S.“East Wind”and are very pleased to inform you that we find the goods q
34、uite satisfactory.As we believe we can sell additional quantities in this market,we wish to place with you a repeat order for 1,000 doz.Of the same style and sizes.If possible,please arrange early shipment of this repeat order,as we are badly in need of the goods.nIn case the said goods are not avai
35、lable from stock,we shall be very grateful to you,if you will advise us as to the specifications of those which can be shipped from stock,stating full particulars.nYours faithfully,n译文：n敬启者：n 78P G O 17号合同n 天坛牌男衬衫n 我方已经收到由“东风”轮运来的标题货物，并很高兴通知你们我们对该货很满意。我们深信我方能在本地市场销售更多的数量，故希望向贵方续订同样式样和尺码的衬衫1000打。因我方急
36、需此货，如可能，请及早安排装运这批续订货。n 如上述货物无存货，如承告可立即装运的库存的规格等细节，我们将不胜感激。n 谨上n2.2.5 修改、催开、及展延信用证修改、催开、及展延信用证nA.修改信用证修改信用证n出口人的交单必须与信用证规定完全一致。出口人的交单必须与信用证规定完全一致。n单证不符，哪怕是微小不符也会影响出口人单证不符，哪怕是微小不符也会影响出口人的安全收汇，以至于整个交易的顺利进行。的安全收汇，以至于整个交易的顺利进行。n信用证条款与合同规定是否一致，是出口人信用证条款与合同规定是否一致，是出口人在信用证方式收取货款，顺利履行交货义务在信用证方式收取货款，顺利履行交货义务的
37、前提。的前提。n在实际业务中，出口人收到的国外来证经在实际业务中，出口人收到的国外来证经常与合同不符常与合同不符。n出口人必须对国外来证进行严格的审核，出口人必须对国外来证进行严格的审核，对其中不能接受的条款及时进行修改。对其中不能接受的条款及时进行修改。nDear Sirs:nWe have received your L/C No.1377/348/75 issued by the Yemen Bank for Reconstruction&Development for the amount of$43,720 covering 16,000 Dozen Stretch Nylon So
38、cks.On perusal,we find that transshipment and partial shipment are not allowed.nAs direct steamers to your port are few and far between,we have to ship via Hongkong more often than not.As to partial shipment,it would be to our mutual benefit because we could ship immediately whatever we have on hand
39、 instead of waiting for the whole lot to be completed.nTherefore,we are cabling this afternoon,asking you to amend the L/C to read:n“TRANSSHIPMENT AND PARTSHIPMENT ALLOWED”nWe shall be glad if you will see to it that amendment is cabled without delay,as our goods have been packed ready for shipment
40、for quite some time.n Yours faithfully,n敬启者：n由也门建设和发展银行开立的，有关16，000打弹力尼龙袜，金额计43，720美元的第1377/348/75号信用证收到。经详阅，发现该信用证不允许转船和分批装运。n由于开往你港的直达轮稀少，我们常常（一多半）必须经由香港转运。至于分批装运，倘若将我们手头已有的货物立即装运，而不是等整批货齐备了再装运，这对双方都有好处的。为此，我们今日下午去电，要求将信用证修改为：“允许转船和分批装运”n由于货物包装就绪待装，务请立即以电报修改信用证为荷。n 谨上nB.催开信用证n一般来说，当交易达成时，买方就有义务在合同
41、规定的时间内通过其往来银行开立信用证。n在实践中，习惯做法是在装运期前一个月开立信用证并到达卖方，以便给卖方充足的时间办理装运，如准备货物、预定舱位等。n如果买方没有能够及时开立信用证，或买方开立的信用证没有能够及时到达卖方，卖方就必须和买方联系，催开信用证或弄清信用证的下落。nDear Sirs,n Re:Our Sales Confirmation No.C215n With reference to the 4,00 dozen Shirts under our Sales Confirmation No.C215,we wish to draw your attention to th
42、e fact that the date of delivery is approaching,but we still have not received your covering Letter of Credit to date.Please do your utmost to expediate same,so that we may execute the order smoothly.n In order to avoid subsequent amendment,please see to it that the L/C stipulations are in exact acc
43、ordance with the terms of the Contract.n We hope to receive your favorable news soon.n Yours faithfully,n译文：n敬启者：n 事由：我方第C215 号售货确认书n 关于我方第C215号销售确认书项下4，000打衬衫，拟提请注意交货期日益迫近，但至今我们仍未收到有关信用证。请尽速开立信用证，以便我方顺利执行这项订单。n 为了避免随后的修改，务必注意（做到）信用证内的规定事项与合同条款完全一致。n 盼佳音。n 谨上nC.展延信用证n有时，买方及时开来信用证，但卖方没能及时将货物备妥装运，或买方由
44、于这样或那样的理由要求延迟装运，这时卖方将不得不要求展延信用证中的装运日期和到期日期。nGentlemen：n Re:Your L/C No.2098 n 500 sets of Haier Color TV n We thank you for your L/C No.2098 covering your order of 500 set of Haier Color TV.We are sorry that owing to some delay on the part of our suppliers,we are unable to get the goods ready before
45、 the end of this month.n nIt is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it by S/S“East Wind”sailing from Shanghai on or about 10th May.n So we shall appreciate it very much if you can extend the shipment date of your L/C to May 1
46、5 and validity to May 30.n We thank you for your cooperation.n Yours truly,n译文：n敬启者：n 事由：贵方第2098号信用证500台海尔彩电 n 有关贵方500台海尔彩电的第2098号信用证收到，谢谢。由于供方延误该货不能在本月底前备妥，甚歉。此货可望在5月初备妥待装，现我方正安排由“东风”轮装运，该货将于5月10日左右起航离沪。n 如贵方能将信用证上船期和有效期展延到5月15和30日，我们将不胜感激。n 谢谢贵方的合作。n 谨上n2.2.6 装船装船n装运是对外贸易业务中非常重要的一环。装装运是对外贸易业务中非常重要
47、的一环。装运涉及的内容很多，在外贸函电中，关于装运涉及的内容很多，在外贸函电中，关于装运的内容主要是：敦促早日装运，寄发装船运的内容主要是：敦促早日装运，寄发装船通知，寄送装船单据等。通知，寄送装船单据等。nA.装船单据装船单据n在对外贸易中，货物装运后，卖方必须向买在对外贸易中，货物装运后，卖方必须向买方提供装运单据，作为履行合同并取得货款方提供装运单据，作为履行合同并取得货款的依据。装运单据的种类和份数，在每笔具的依据。装运单据的种类和份数，在每笔具体交易中由买卖双方商定。体交易中由买卖双方商定。n在实践中，货运单据的种类很多，但可以把它分成两大类，即主要单据和辅助单据。n主要的装船单据s
48、hipping documents包括：n海运提单 ocean bill of ladingn商业发票 commercial invoicen保险单 insurance policy等。n辅助单据包括：特定国家所需要的单据，如n海关发票customs invoicen领事发票consular invoicen原产地证明书certificate of origin等；n以及附属于商业发票的单据，如n包装单packing listn重量体积单weight and measurement listn检验证明书certificate of inspectionn其他单据other documents。
49、nB.装船通知与装船须知n卖方应该在约定装船前向买方发出货物备妥通知，以便买方派船接货。n买方在接到卖方发出的通知后，应该按约定的时间，将船名、船舶到港日期等通知卖方。n卖方在货物装船后应该在约定时间将合同号、货物品名、重量、发票金额、船名及装船日期等内容告知买方，以便买方办理保险并作好卸货的准备。n装船须知是装运前买方以书面形式说明装运要求，如装船方式、包装规定和唛头等。n例信：n敬启者：n 事由：第123456号合同n 参阅我方以前给贵方的函电，兹愿提请贵方注意，到目前为止尚未听到有关贵方装运标题合同项下货物的任何消息。n 我方在以前数函中曾有一函告知贵方，用户急需合同所定机器，并一直催促
50、我方保证早日交货。因此，我们显然不可能再一次展延第123456号信用证，该证于8月20日到期。我们认为有责任再一次提醒贵方注意此事。n 有关各方面都殷切希望贵方立即办理装运，盼贵方立即确认装运通知。n 谨上nDear Sirs:n Re:Contract No.123456n Referring to our previous letters and cables,we wish to call your attention to the fact that up to the present moment no news has come from you about the shipmen
