1、商务英语书信写作目 录第二章 商务业务信函范例10第一节 资信调查函101.咨询函102.向银行查询新客户资信情况103.向客户查询信用及经营情况104.带附表的资信调查函115.资信调查有利回函，并给予建议116.信用调查有利回函，告知敬请放心117.资信调查不利回函，告知管理不善128.信用调查不利回函，告知经济信用不佳129.表明无法提供确切意见而致歉1210.请求老客户作为资信证人1311.要求对方提供资信资料1312.同意试销前的资信要求13第二节 促 销 函141.传感剃须刀广告海报142.男用 喱宣传海报143.香波的报纸广告144.便携式小型冰箱宣传册155.推荐地毯166.推
2、荐替代品167.推荐新产品178.一般性推销179.描述产品1710.写给不经常联系的客户1811.推销教育课程1812.推销会议场所1913.向老客户推销新产品1914.为商贸指南征集广告20第三节 建立贸易关系201.亲抵进行业务调查202.咨询信203.表达建立业务关系的意愿214.参观展位后要求建立贸易关系215.通过自荐信建立商务关系216.要求推荐客户227.由朋友介绍的公司228.从广告中得知客户信息229.索取资料2210.寄送资料2311.与过去有贸易往来的公司恢复联系2312.寻求电子制品合作伙伴2313.寻求纺织品贸易伙伴2414.进口商与出口商的联络信2415.出口商与
3、进口商的联络信2516.接受建立业务关系函2517.拒绝建立业务关系函2518.回函拒绝申请交易2519.要求对方刊登推销广告2620.索取样品2621.请求担任独家代理2622.拒绝对方担任独家代理2723.同意对方担任独家代理2724.物色代理商2725.欢迎新代理商2826.要求试销2827.同意试销28第四节 价格谈判291.第一次询价292.答复第一次询价293.询问价格与优惠条款294.答复价格，告知优惠条款305.问询到岸价格306.答复价格并告知细节307.中国进口商询盘318.报同类产品虚盘319.提供代用品报盘3110.传真报实价3211.最优惠报价3212.中国出口商报盘
4、3213.国外出口商回复询盘3314.答复网上询盘3315.报虚盘3416.报实盘3417.折价优惠3518.回复只能维持现价3519.加价前优惠大客户3520.还盘函3621.返还盘函3622.接受价格函3623.涨价通知函3724.说明涨价原因3725.询价函3826.对询价函的回函3827.价目表范例3828.回函拒绝还盘38第五节 订 货401.订单样本402.电子邮件订单403.正式订购函414.附寄订单的信函415.通知接受订单416.确认订单417.试购函428.确认收到订单429.使用现金支票下订单4210.使用交货付款方式下订单4311.使用信用卡订货4312.通知有货，准备
5、发运4313.通知订货方暂无存货4414.通知无法供货4415.通知不能供全部货物4416.建议同类型其他产品4517.无法接受替代品4518.拒绝接受订单4519.对货物满意，再一次订货4620.索取样品函4621.同意送付样品函4622.回函拒绝送付样品4623.订货函4724.回函接受订货4725.拒绝订单并推荐代替品4726.催促下订单48第六节 付 款481.付款条款482.开立汇票以支付装运费483.要求变更汇票日期494.要求对方开立包括各种费用的汇票495.要求连同汇票寄来装船文件496.同意变更汇票的付款条件497.要求寄送装运的汇票及提单498.通知对方愿意接受汇票499.
6、通知接受汇票，并要求迅速履行订货5010.要求接受汇票并付款5011.提议变更付款条件5012.建议使用见票后30天应付的信用证支付5013.要求更易于接受的付款条款5014.答应改变付款方式5115.要求银行开立信用证5116.索取形式发票5217.寄送形式发票5218.付款通知5219.告知付款账户5220.通知收到付款5321.回函拒绝对方付款方式5322.接受对方付款方式53第七节 催 款541.提醒欠款事宜542.询问还款事宜543.客气的催款函544.询问未果，再次请求还款545.用对方信用情况提醒对方546.要求结清余额557.要求付款，并付上新发票558.三度索取欠款559.再
7、一次催款5510.寄出欠款账单5611.再度索取欠款5612.告知账户资金不足5613.答复客户延期付款要求5714.正式电文催款5715.已通知律师起诉5716.最后通牒5717.付款致谢函57第八节 包装、装运和交货581.说明发货流程582.关于包装要求583.洽谈包装584.告知已装运595.要求装船时间596.通知发运货物597.通知货物抵达608.委托装船609.指定木箱包装的材料及规格6010.指定包装的材料、重量及唛头6011.对包装箱长度、唛头的指示6012.对机器包装的详细指示6113.海运包装的详细指示6114.请注意包装，并减少费用6115.免费再包装6116.告知对方
8、包装无误，要求以保费弥补损失6217.告知对方已按照指示包装并交付船运6218.通知对方转让装船文件的银行6219.通知对方已寄出装船文件6220.运送数量不足，要求抓紧装运6221.因须取得特殊许可，故延迟装运6322.要求更改目的港6323.因生产设备的改进，提前交货6324.对延误装运而不满6325.因延误装运而致歉6426.收条6427.告知对方货品抵达，随函附上支票6428.装运申请书6429.装货单6530.装箱单样本6531.托运人提供的情况6632.询问装运6633.催促装运6734.告知已装运67第九节 索赔与理赔681.投诉货物质量欠佳682.投诉产品数量不足683.投诉收
9、到货物与订单不符684.抱怨包装不良695.对所称包装不良的答复696.首批到货不合格，保留索赔权697.对商品质量不满，要求补救698.处理质量不满的投诉709.为送错商品致歉7010.为再次寄错商品规格致歉7011.解释双方都有责任7112.调解客户退货7113.表示愿意调查事实真伪7114.调查后做进一步回复7215.破例进行理赔7216.拒绝理赔7317.说明包装无误，请对方向保险公司索赔7318.因数量不一致，补运替代品7319.通知对方运去替代品7320.表明愿意为不良品质负责，并支付差额7421.针对索赔，指责对方订货错误7422.应付令人头痛的客户7423.改善服务74第十节
10、商标、说明书、合格证及合同样本751.白鹤牌铅笔商标752.长城牌地毯商标753.凤凰牌双轮手扶拖拉机使用说明754.叉车使用说明书765.牡丹牌648型收音机说明书766.微型电子计算器使用说明书787.安替司丁药物使用说明书798.太阳元气袋使用说明书799.产品合格证8010.装配合同8111.代理协议8212.补偿贸易合同83第三章 商务通用公文及社交公文86第一节 通告和启事861.开业通告862.扩张营业通告863.设立分公司的通知864.发布并购消息875.迁址通告876.公司重组启事877.拆伙通告888.招标通告889.租赁注意事项8910.商品大拍卖海报9011.消防演习通
11、知9012.董事会会议通知及会议议程9013.开会通知9114.开业通告9115.增加新合伙人9116.合伙人退休9117.布告形式的通知9218.通知参观取消9219.商标所有权通知9220.支票遗失9221.给顾客的通知93第二节 公司人事931.晋升公告932.调动通知943.自荐求职信944.应征求职信945.求职者熟人推荐函956.面试通知函957.录用通知函958.工作接受函969.工作拒绝函9610.辞职信9611.接受辞职9612.辞退员工9713.褒奖员工97第三节 报告及介绍信971.公司管理改革方案报告972.员工福利报告983.加强保安措施报告994.日常工作报告995
12、.销售情况调查报告1006.要求写报告的信函1007.研究报告的序文1018.业务介绍信1019.正式报告10110.公司简介102第四节 邀请与约见函1021.邀请参加交易会1032.邀请参加开业庆典1033.邀请参加年度销售会议1034.邀请客户参观公司1035.邀请参观贸易展览会1046.正式邀请参观特展1047.晚宴请柬1048.便宴邀请1059.邀请参加晚宴(非正式函）10510.非正式拒绝晚宴函10511.正式拒绝晚宴函10512.正式邀请函10514.邀请明信片10615.接受共进午餐的邀请10616.拒绝参加招待会10617.茶会请柬10618.舞会请柬 10719.非正式的预
13、约要求10720.业务约见函10721.拒绝约见10722.同意约见10823.确认约见函10824.确认合作会议议程10825.安排招待工作10826.建议更改时间10927.拒绝参会10928.正式婚礼请柬10929.欢迎函10930.致欢迎词10931.邀请函（非正式）10932.拒绝参加酒会回函10933.到办公室约见函10934.接受约见回函10935.拒绝约见回函109第五节 祝贺与慰问1091.祝贺总经理任职1092.祝贺晋升1093.对祝贺晋升的回函1094.贺成为董事会成员1095.贺同事荣退1096.贺员工生日1097.祝贺新公司营业1098.生病慰问信1099.慰问家属1
14、0910.表示怀念10911.吊唁函109第六节 感谢与道歉函1091.感谢客户订单1092.感谢热情款待第三人1093.感谢惠赐资料1094.回复客户的感谢信1095.感谢工作推荐人1096.感谢客户推荐人1097.感谢客户的付款和订单1098.感谢客户的长期支持1099.为逾期付款致歉10910.为发货单上的错误致歉10911.为给别人带来不便公开致歉10912.感谢别人盛情款待10913.致谢大宗订单109第二章 商务业务信函范例第一节 资信调查函1.咨询函Credit InformationDear Sirs,The under-mentioned firm has recently
15、asked if they could represent us in the marketing of our products in the United States as our sole agent:Friendship International Trade Co.Ltd.250 Royal RoadNew York,NY.30786We would be very grateful if you could let us have some information about the financial and business standing of the above fir
16、m.Any information that you may give would be treated in strict confidence and we await your early reply.Yours faithfullyLi GangGeneral Manager2.向银行查询新客户资信情况(CONFIDENTIAL)Dear Sirs,We have received an order for US56 500 worth of goods from Atlantic Electronic Co.,Ltd,U.S.A.They have given us your ban
17、k as a reference.We wish to know if they are good for this amount and in every way trustworthy and reliable.We shall be most grateful for any information you give us.We should of course treat as strictly confidential any advice you tell us and be only too pleased to perform a similar service for you
18、 should the opportunity ever arise.We enclose a stamped and addressed envelope for your reply.Yours faithfully,3.向客户查询信用及经营情况Dear Sirs:We will be obliged if you will kindly give us the information about credit standing of the Watson & Jones Newcastly International Trade Co.,Ltd.in your city.We under
19、stand that you have regular transactions with the firm.So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.Any information you give will be highly appreciated and kept in strict confidence.We sh
20、all be pleased to reciprocate if you should need our services at this end.We are awaiting your early reply.Yours faithfully,4.带附表的资信调查函Credit InformationDear Sir,We have received a sudden bid from the American Trading Co.,Ltd,600 Mission Street,San Francisco,with which you are now doing business and
21、 the firm gives us your name as a reference.We shall appreciate it if you will inform us of your own experiences with the firm by filling in the blanks of the attached sheet and returning it to us in the enclosed envelope.Any information you may give us will be treated as strictly confidential and e
22、xpenses concerned from this inquiry will be gladly paid by us upon receipt of your bill.Very truly Yours,(Attached Sheet)(1)How long have you been in business relations with the firm?(2)What credit limit have you placed on their account?(3)How promptly are terms met?(4)What amount is currently outst
23、anding?5.资信调查有利回函，并给予建议Private & ConfidentialDear Sirs,Subject:The London Trading Co.,Ltd.In reply to your letter of August 18,we want to inform that we have now received from Barclay Bank of London the information you require.The London Trading Co.,Ltd.was founded in 1940 with a capital of 1 000 00
24、0 pounds.Their chief line is in the import and export of textiles.Their business suppliers are satisfied with them.We consider them good for business engagement up to an amount of 300 000 pounds.For larger transations we suggest payment by sight L/C.The above information is strictly confidential and
25、 is given without any responsibility on this bank.Truly， 6.信用调查有利回函，告知敬请放心Gentlemen,The firm mentioned in your letter of September 20 is one of the most responsible dealers of textile goods.The company was established in 1948,and has supplied our firm with qualified goods for over 20 years.They have
26、 always provided complete satisfaction with in-time delivery,moderate prices and superior quality.We believe that they may be rated as an A-Level company with which you can deal freely.Of course,this is our personal opinion and we assume no responsibility in your proposed business negotiations.We ho
27、pe the above is satisfactory and will help you in making a decision.Very truly yours,MikeBusiness Manager7.资信调查不利回函，告知管理不善Private & ConfidentialDear Sirs,We have completed our enquiries concerning the company mentioned in your letter of May 18 and have to inform you to consider carefully the busines
28、s with them.In the past three years,the company has experienced a serious difficulty in finance and delayed in executing their normal payment.It seems to us that the companys difficulties were due to bad management and in paricular to overtrading.We would advise you to pay most careful attention to
29、any business relations with them.However,this is our personal opinion and we wish you to make further enquiries on your part.Yours sincerely， 8.信用调查不利回函，告知经济信用不佳Dear Sir,We are sorry to say that our experiences with the company which you inquired about in your letter of June 17 have been unsatisfact
30、ory.It is true we were in business relations with the firm of the last two years and on several occasions we have had lots of trouble in effecting settlements.The company still owes 1 400 for purchase made over seven months ago.The account is now in the hand of our attorneys for collection.May we as
31、k that you treat this information as strictly confidential without responsibility on our part.Very truly yours,9.表明无法提供确切意见而致歉Private & ConfidentialDear Sirs,We regret our inability to let you know any positive information concerning the firm in question in your letter of June 6.It is true that we h
32、ad business with them during the past few years,but the amount of business was not so large that we can not supply any responsible opinion on the business capability and credit standing.We suggest you make further status enquiries from other enquiry agencies.Yours truly， 10.请求老客户作为资信证人Dear Mr Green,
33、Thank you for your letter of November 2.We are delighted to hear that you are so pleased with the refurbishment of your hotel.As you know,in our line of work,we depend on good reports about our projects to win further business.Our clients always shop around and look for references before committing
34、themselves.We would like to use your hotel as a reference when we discuss similar refurbishments in the hotel industry.Would you agree to our suggesting that future clients should call you?It would also be most helpful if we could occasionally bring a client to look at your hotel.We would,of course,
35、stay overnight at least.I will call you next week to hear your reaction.Thanks again for you kind words.Yours sincerely,RobertManager11.要求对方提供资信资料Dear Sirs,We are very glad to receive your fax inquiry.Since it is the first time we contact,we would be highly appreciated if you could provide us your b
36、ank name and address.We realize the types of IC you need,but we do not know the specification you require for that IC such as the voltage,current.Could you please tell us the purpose of this IC?The fax you send us is not very clear for the wording part.Therefore,please fax it again(no need for graph
37、).We wish we could provide the best services to you.Sincerely yours， 12.同意试销前的资信要求Dear Sirs,Thank you for your letter of 10th March.We are gratified to receive your request for men and womens raincoats on approval.As we have not previously done business together,perhaps you will kindly agree to supp
38、ly either the usual trade references,or the name of a bank to which we may refer.As soon as these enquiries are satisfactorily settled,we shall be happy to send you the items you mention in your letter.We sincerely hope this will be the beginning of a long and pleasant business association.We shall
39、do our best to make it so.Yours,第二节 促 销 函1.传感剃须刀广告海报GILIETTE SENSORThe only razor that senses and adjusts to the individual needs of your face.Gillette Sensor:the shave personalized to every man.It starts with twin blades,individually and independently mounted on highly responsive springs.So they co
40、ntinuously sense and automatically adjust to the individual curves and unique needs of your face.Innovation is everywhere.You can feel it in the textured ridges and the balance of the Sensor razor.You appreciate it in the easy loading system and the convenient shaving organizer.Even rinsing is innov
41、ative,the new blades are 50% narrower than any othersallowing water flow freely around and through them,for effortless cleaning and rinsing.All these Sensor technologies combine to give your individual face a personalized shavethe closest,smoothest,safest,most comfortable.The best shave a man can ge
42、t.Gillette2.男用者喱宣传海报YOU MANAGE A BUSINESS，STOCKS，BONDS，PEOPLEAND NOW YOU CAN MANAGE YOUR HAIRFor the first time theres a remarkable gel that can give your hair any look you wantsleeker,fuller,straighter,curlier,more natural,even wetwithout a drop of alcohol or oil.It gets your hair into shape in the
43、 morning and keep it under control all day.Whatever your management style,Maltplexx is for you.Get the full facts at the Aramis counter.AramisMaltplexx natural hair gel for men3.香波的报纸广告WHY YOUR FAVORITE SHAMPOO WILL WORKBETTER IF YOU STOP USING IT FOR 14 DAYSIts so frustrating!The very shampoo that has always left your hair so silky and clean,the shampoo you depend on gradually,then noticeably,stop working.That fresh-air softness you prize so much in clean hair is gone.Your hair feels limp and looks dull.What is happening?Why the change?“Shampoo build-up”is the rea
