1、第三章涉外商务信函的翻译第一节 商务信函简介 一 商务信函的12种要素 信头（letterhead）案号(reference)日期(date)封内地址(inside address 注意项(attention line)称呼(salutation)事由栏(subject)信的正文(body of letter)信尾敬语(complimentary close)签名(signature)缩写名、附件及分送标志部分 （IEC:initials,enclosures and carbon copies block）附言(postscript)Next商务信函实例1Kee&Co.,Ltd 34 Reg
2、ent Street London,UK Inside Address 收信人地址 Dear Sirs，Salutation称呼 We have obtained your name and address from Dee&Co.Ltd,and we are writing toenquire whether you would be willing to establish business relations with us.We have been importers of shoes for many years.At present,we are interested in ext
3、ending our range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to place volume orders on you.We look forward to your early reply.Yours faithfully,Complimentary Close客套结束语 Tony Smith Signature Block签名栏 Enc:invoice for consulting services Enclosure
4、Notation 商务信函实例2 1117 The High Road Austin TX 78703 6 June 2006 MR.David Patricks 3005 West 29th,Suite 130 Waco.TX 77663 Dear Mr.Ptricks,I received your June 5th letter requesting consultation and am providing my recommendation in the following.First,let me review my understanding of your inquiry.Th
5、e question you raise revolves around whether the heating registers should be located in a low sidewall,or in the ceiling,and if ceiling registers are used,which type step down or stamped-facedwill deliverthe best results.Additionally,the problem concerns whether there is any benefit to haveheating r
6、egisters near the floor,whether moving heated air“down”in ducts negativelyaffects blower performance.My recommendations are as follow:I can find nothing in either Carrier,Trane,or ASHRAE design manuals that indicatesdrop as being a factor in duct design any different from normal static losses.If you
7、 havedifferent information on this,I would like to have references to it.I cannot see any advantage to low sidewall application.The problem is injection and pattern.I do see an advantage to low sidewall return;Carrier Design ManualAir Distribution is a good reference on both items.I recommend step-d
8、own diffusers with OBD because they have pattern and volume control that is superior to stamped-faced diffusers.I am opposed to low sidewall diffusers or floor diffusers in the application you describe.The increased static losses that result from trying to get the ducts to down through the walls wil
9、l only increase installation cost and reduce efficiency.If there is anyone in your organization who is uncomfortable with theserecommendations,let me know.Id be very interested in reviewing any actualdocumented test results.Let me know if you have any further questions or if Ican be of any further a
10、ssistance.Sincerely,Jane A McMurrey Jane A McMurrey,P.E.HVAC Consultant,Inc.JAM/dmc Encl.:invoice for consulting services 2 涉外商务信函语篇风格的特点，也称7C原则 21 完整(completeness)22 简洁(conciseness)23 具体(concreteness)24 正确(correctness)25 清晰(clarity)26 体谅(consideration)27 礼貌(courtesy)21 完整(completeness)实例解说：Cellulos
11、e Tape 1/2x 3yds,with plastic dispenser 700 doz./ditto-but 1/2“x 5 ditto-but 1/2“x 5 ydsyds,1,000doz.,1,000doz.”这是出口商接到的一份定单中有关商品品名，规格和数量的内容。中文意思是：“纤素带（幅）宽半英寸，长码，带塑料包装容器，0打；同上，但（幅）宽宽半英寸，长码，打。”问题是后半句不清楚。“ditto”在这里表示前面提到的商名称纤维素带，但不能包括“带塑料包装容器”，因此，幅英寸长码的纤维素带是否 要塑料包装容器没有说清楚，不完整。所以最好改成：Cellulose Tape 1/2
12、x 3yds,with plastic dispenser 700 doz.Cellulose Tape 1/2 x 5yds，with plastic dispenser 1000 doz.“这样既完正，又清楚明确，不引起误解。22 简洁(conciseness)简洁是有客观标准的。虽然西方国家的作者之间在怎样用词才算简洁方面还是有争论的，不过他们的一些看法还是有一定参考价值的。怎样才能使商业书信简洁？西方国家作者有很多建议，先介绍如下：eg 2;（一）避免使用陈旧的商业术语 陈旧的与传统的商业术语（Commercial jargon）对信的内容没有什么作用，应该避免使用。Eg 1：Word
13、y:We wish to acknowledge receipt of your letter of November 14 with the check for Stg.10 enclosed and wish to thank you for sameConcise:We appreciate your letter of November 14 and the check for Stg.10 you sent with it.例二：Wordy:We take liberty to approach you with the request that you would be kind
14、enough to introduce to us some exporters of cotton textiles in your cities.Would you please introduce to us some exporters of cotton textiles in your city?Concise:Please introduce to us some exporters of cotton textiles in your city.（二）要长话短说，避免罗嗦 通常商业人士每天需要阅读大量的书信，对开门见山，长话短说，直接切题的信特别欢迎。因此，写信要力求长话短说，
15、例如：不要写Please see that an enquiry is conducted to determine the reason.应写作Please find out the reason.不要写We express our regret at being unable to fulfill your order on this occasion.应写作 We are sorry we cannot meet your present order.要使用简洁的语言，有可能的话，尽量使用单词来代替某些娇柔做作的短语。删去不必要的形容词，如下列句子中的形容词或副词删去后并不影响句子的原意
16、：The proposal is under(active)consideration.The answer is(definitely)correct.I would(rather)think the fare is too high.The(true)facts are as stated.（三）要注意每句句子的长短 例如：“We would like to know whether you would allow us to extend the time of shipment for twenty days,and if you would be so kind as to allo
17、w us to do so,kindly give us your reply by cable without delay.”这句话过分“客气”，使句子过长而不清楚。内容要求对方同意延期交货20天，一般情况下，应尽可能提出延期到那一天的具体日期。这句话可压缩为：Please reply by telegram immediately if you will allow us to delay the shipment until April 21.23 具体(concreteness)24 正确(correctness)商业书信必须写得正确，因为它涉及到买卖双方的权利，义务，厉害关系，是各种
18、商业单据（如合同）的根据。广义的说，商业书信的正确性表现在：（一）运用正确的语言水平（二）叙述得正确（三）数字要正确（四）正确理解和运用商业术语 （五）合适的写作技巧或方法，以及正确运用其他的六个 。（一）运用正确的语言水（二）叙述得正确叙述得正确：商业书信的内容要叙述得正确，既不要说得不够(Understatement)，更不要说得过头(Overstatement)。例一 This stove is absolutely the best(or:the very best)on the market.(这种炉子是市场上绝对最好的炉子。)这句话是用来介绍商品的，但没有具体介绍商品的性能，而是抽
19、象地断定这种炉子是“市场上最好的”。这样介绍商品，不但不能达到推销的目的，反而使人对写信人有“卖狗皮膏药”的感觉。改写 Our model A195 is designed on modern lines,without any increase in fuel consumption,25%more heat than the older models.So you will agree that it is the outstanding stove for economy of fuel.(我们的型炉子是按近代样式设计的，在不增加燃料消耗的情况下，比其他各种旧式炉子温度高。所以，你会同意
20、，这是优良的节约燃料的炉子。)（三）字要正确字要正确：做对外贸易离不开数字。对商业书信中的数字的正确性要特别加以注意，有时“失之毫厘，差之千里”。甚至引起不同的理解。（a）“以上”，“以下”，“以前”，“以后”，“从.到.”等的表达法 （b）二美元和二美元以上$2 or (and)$2 above (over)不少于罗的定单 50gross or(and)up(upward,upwards)（四）正确理解和运用商业术语理解和运用商业术语：一般常用的商业用语用字简洁，意义明确，使用得好，工作进行得顺利，使用得不好，就会引起混乱，误解，甚至产生不必要的纠纷.如：You ask very short
21、 delivery for your order.写信的人原意是说“你们要求赶快交你们的定货。”可是short delivery不是快点交货的意思，而是“短交”的意思，这就用错了商业术语。因此，应该说：Your require quick(prompt)delivery of your order.（五）正确运用其他的六个。25 清晰(clarity)（一）避免使用可能产生不同理解或意义不明确的词 例一 As to the steamers sailing from Hongkong to San Francisco,we have bimonthly direct services.(从香港
22、到旧金山有直达船，)但是bimonthly 究竟是一个月两次即半月一次呢，还是两个月一次？不明确。因此，最好清楚明白说明一个月两次还是两个月一次”（a）We have two direct sailings every month from Hongkong to San Francisco.（每月两次直达船）（b）We have semimonthly direct sailing from Hongkong to San Francisco.（每半月一次直达船）（c）We have a direct sailing from Hongkong to San Francisco every
23、two month.（每两个月一次直达船）（二）注意修饰词的位置，有时修饰词的位置不同，会导致不同的含意如：a)Please let us know what you wish us to do about this matter as soon as possible;b)Please let us know as soon as possible what you wish us to do about this matter.以上两句中的“”修饰的内容不同：a)你们要求我们尽快做些什么。b)请尽快告诉我们。a)可译成“请告诉我们你们要我们为此尽快做些什么”；b)可译为“请尽快告知，你们要
24、我们为此事做些什么”。（三）注意代名词，关系代词和先行词的关系 按照英语习惯，句子中的代名词和关系代词一般是指离得最近的名词，因此要特别注意，以免引起误解或不清楚。例句：不好：They informed Messrs.John&Smith that they would receive an answer in a few days.较好：They informed Messrs.John&Smith that latter would receive an answer in a few days.(四)注意前后一致和紧凑，连贯 不一致：Being a certified public ac
25、countant,I am sure you can help us.一致：Being a certified public accountant,you can surely help us.or;As you are a certified public accountant,I am sure you can help us.（五）仔细和恰当地分段落 商业书信要写得使人一读就明白，因此必须按照内容仔细和恰当的分段落，一般的分段落原则是一个段落一个意思（A paragraph for each point is a good general rule.）.现举例说明：Dear Sirs,I
26、t is reported in a domestic newspaper that the Iranian Central Bank has instructed the commercial banks to suspend their business of opening a new letter of credit as from the 3rd May for financial reason of foreign currency.Although it is said that this arrangement would be a temporary one and with
27、 establishment of new import policy this emergency arrangement would be lifted,we are much concerned about the outcome of this movement toward restriction of import to Iran and shall be obliged if you will kindly keep us well advised of development of this new arrangement especially in connection wi
28、th import from France.Yours faithfully,以上这封信只有一段，供两句。第一句39字，第二句66句。读后虽 然能基本了解其内容，但读起来很舒服。信的内容大体有三点：伊朗中央银行因外汇原因，通知个商业银行从五月三日起停止 开立信用证；这临时措施，新的进口政策一订，这个措施可能取消；.希望对方随时告之有关情况。按照这三点，适当地分段，把信重新改写，读起来比原来的清楚易懂：Dear Sirs,It is reported in a vernacular newspaper that the Iranian Central Bank hasinstructed the
29、 commercial banks to suspend their issuing new Letters of Creditas from the 3rd May because of its decreasing foreign currency funds.Furthermore it is said that the suspension seems a temporary one and willbe released with establishment if a new import policy.We are much concerned,however,about the
30、outcome of this movementtoward restriction of import to Iran.We,therefore,shall be obliged if you will keep us well informed ofdevelopment of this new state of affairs,especially in connection with importsfrom France.Yours faithfully,26 体谅(consideration)27 礼貌(courtesy)COURTESY译成“礼貌”。但是根据西方国家函电书籍作者普遍
31、的看法，所谓COURTESY是“客气而又体谅人”的意思。这样的形式很多，现在提供一些常见的供参考：（一）把命令变成请求的常用形式：Please,Will you.,Will you please.,如：a)Will you give us more detailed information on your requirement?b)Will you please(kindly)let us hear from you on these two points?（二）虚拟式（Past Subjunctive From）如：a)Would you compare our sample with t
32、he goods of other firms?b)We would ask you to ship the goods by the first available vessel.c)We wish you would let us have your reply soon.d)This would seem to confirm our opinion.e)We should be grateful if you would help us with your suggestion.f)We might be of some service to you in a similar case
33、.以上的b,也可用 will,shall,may,但是用Past Subjunctive Form则表示更客气 和婉转些。27 礼貌(courtesy)（三）缓和用法（Mitigation）为了缓和过分强调或刺激对方，常用:We are afraid,we would say,we may(or,might)say,we(would)think,it seems(or would seem)to us,we(would)suggest,as you are(or:may be)aware,as we need hardly point out等等表达法来缓和语气，如：a)It was unwi
34、se of you to have done that.We would sayWe would say that it was unwise of you to have done that.b)You ought to have done it.It seems to usIt seems to us that you ought to have done it.c)We cannot comply with your request.We are afraidWe are afraid we cannot comply with your request.d)Our products a
35、re the very best on the market.We might sayWe might say that our products are the very best on the market.符合7C原则的信函实例Dear Sirs,Our client in Mumbai requests us to obtain from you a pro forma invoice for color TV setsWith the following specifications:“Haier”brand color TV sets 25-inch and 34-inch(eac
36、h 500sets).Would you please airmail us the soonest possible your pro forma invoice for 1,000 color TVsets with prices CIF Mumbai,so that we obtain our clients confirmation.There is no questionabout our getting the necessary import license from our authorities.As soon as the said license is approved,
37、we shall establish an L/C in your favour.Thank you for your close cooperation in this respect.Yours Sincerely,John Smith敬启者：我们的一个孟买客户要求我们从贵方取得下列规格的彩色电视机形式发票：“海尔”彩色电视机25英寸和34英寸各500台。请尽快航邮注有孟买到岸价格的1，000台彩色电视机的形式发票，以便我们取得客户认。从当局取得必要的进口许可证当无问题。一俟获得许可证即开以贵方为受益人的信用证。感谢贵方的密切合作。你真诚的，约翰史密斯第二节 商务信函的文体特点及其翻译1
38、商务信函的文体特点 11 词汇使用特点 111 用词规范正式 112 表意准确、专业性强 113 用语朴素、淡于修饰 12 语法使用特点 121 句子类型 122 句式结构 （1）复合句与简单句结合，以复合句为主 （2）常用并列结构 （3）状语位置独特 123 虚拟语气的运用2 商务信函的翻译要点 21 商务英语信函翻译的原则 22 商务英语信函翻译的注意事项1 商务信函的文体特点11 词汇使用特点111 用词规范正式 （1）商务英语信函经常以意义相同或相近的书面词语代替基本词汇和口语词汇，如以inform或advise代替tell，以duplicate代替copy，以dispatch代替se
39、nd，以otherwise代替or；以介词短语代替简单的介词，如以as for，in respect to，in connection with和with regarding to等代替about等。例如：We are pleased to advise you that your order NO.105 has been dispatched in accordance with your instruction.我们很高兴地通知你们：第105号订单货物已遵照你方指示运出。111 用词规范正式We will meet you half way by offering a discount
40、of 5%in view of our long pleasant relations.鉴于我们之间长期愉快的业务关系，本公司将酌情考虑给予5%的折扣。（2）商务信函中还经常使用here/there+介词构成的复合词，如hereafter，hereby，hereunder，hereto，hereinafter，herewith，thereafter，therein，therefrom等。例如：All offers and sales are subject to the terms and conditions printed on the reverse side hereof.所有报盘和销
41、售均应遵守本报价单背面所印的条款。In such a case,Seller is bound to reimburse Buyer for any loss or damage sustained therefrom.在次情况下，卖方负责偿还买方由此所遭受的损失。112 表意准确、专业性强商务信函用词表意准确、专业性强，主要表现在使用大量的专业术语、行话、外来词、缩略语以及一般词语在商务英语语境中的特殊用法。（1）专业术语类：Trimming charges 平仓费 insurance policy 保险单 coverage 保险项目 establishment 开证 counter-sug
42、gestion 反还盘 surcharges附加费 pro forma invoice形式发票 premium保险费 clearance sale清仓削价销售 underwriter 保险人 L/C 信用证 CIF 到岸价格 FOB离岸价格 bid 递盘 C.B.D.付现提货 counter-offer还盘 irrevocable letter of credit 不可撤消信用证112 表意准确、专业性强例如：We shall cover TPND on your order.我们将为你方的货物投保盗窃和提货不着险。It would be appreciated if you would le
43、t us know by returning your lowest possible price for the following goods on FOB London.请报下列商品伦敦船上交货之最低价。（2）外来词类：拉丁语的status quo（现状），意大利语的del credere（保付货价的），汉语中的litchi（荔枝），tungoil（桐油），mango（芒果）等。（3）行话：长期的函电交往使人们在使用术语上形成共识，本来意义差异很大的词汇在特定的语境中所表达的内涵和外延却非常相似。Offer,quotation表示“报价，发盘”Pamphlet,brochure,book
44、let,sales literature 表示商家用于宣传介绍自己公司或产品的“说明材料”Shipment和consignment 表示“所发出的货物”Financial standing/reputation/condition/position用于表示公司的“资信财务情况”Fulfill/complete/execute an order用于表示“执行订单”A draft contract或a specimen contract 表示“合同样本”112 表意准确、专业性强（4）商务信函准确性主要体现在数量词的大量运用。商务 信函中的时间，价格，数量，金额，规格等问题贯穿商贸活动始终，数字的
45、表达应言之确凿，避免摸棱两可。例如：The vender shall deliver the goods to the vendee by June 15.卖方须于6月15日或之前将货物交给买方。The market here for this product is active,and the best price we can offer is US$150 or over per long ton.该产品在本地的销售看好，我方出价可达每长吨150美元或以上。113 用语朴素、淡于修饰商贸信函的主要功能是传递信息，使收、发信函双方发生贸易往来、达成交易，因此除了必须使用专业术语等手段准确传
46、达自己的信息意图外，还要求信函语言明白易懂，朴实平易。例如：Dear Sirs,Thank you for your interest in our fireworks.In reply to your enquiry of November 15,we are really sorry to say that we cannot divulge any of our sales information.We hope this will not bring you too much invonvenience.Yours truly,敬启者：承蒙贵方对我们的烟花感兴趣，十分感谢。兹复贵方11
47、月15日询价函，我们非常抱歉地奉告，我们不泄 我方任何销售情况。我们希望这不会给贵方带来很多不便。敬上12 语法使用特点121 句子类型 英语句子按使用目的可以分为四类：陈述句（Declarative Sentences）疑问句（Interrogative Sentences）祈使句（Imperative Sentences）感叹句（Exclamatory Sentences）（1）商务信函主要使用陈述句。例如：Dear Sirs,We thank you for your promptness in delivering the coffee we ordered on 20th,July.
48、The number of bags delivered by your carrier this morning was,however,160 whereas our order was for only 120.Unfortunately,our present needs are completely covered and as we cannot make use of the 40 bags in excess of order,we have put them in our warehouse to be held for you until we receive your i
49、nstructions.Yours Truly,121 句子类型 敬启者：收到我方7月20日订购的咖啡，并对你方迅速交货表示感谢。但是，你方承运人上午交来160袋，而我们只订购120袋。遗憾的是，我方需求已满，无法接受你方多交的40袋。我们已将此货入库保存，等候你方指示。敬上 （2）祈使句表示请求、劝告、命令等，用祈使句可避免生硬刻板，比 陈述句更有礼貌。Please look into the matter at once and let us have your definite reply by cable without any further delay.请立即坚持此事，并尽快电告确
50、切答复。（3）疑问句也可用来表达写信人的观点或向对方提议，疑问句给对方留有更大的余地，更有礼貌，它的使用频率比祈使句相对要多。Would you please send us a copy of your catalogue?能否向我公司邮寄一份贵公司的产品目录？（4）感叹句虽然可以渲染气氛，增强语势，但与函电英语讲求客观、严谨的文体不符，因此感叹句在函电英语中极少使用。122 句式结构从结构看，英文句子可以分成三种类型：简单句（Simple Sentences），并列句（Compound Sentences），复合句（Complex Sentences）,函电英语采用大量的并列句和复合句。（
