Business English Correspondence

厦门城市职业学院

Business English Correspondence

厦门城市职业学院经济管理学院

商务英语常用术语一、 BUSINESS NEGOTIATION （交易蹉商）Inquiry 询盘quiry sheet 询价单Quotation 报价Indent 订单Invitation to offer 邀请发盘Offer 发盘Firm offer 实盘Counter offer 还盘Voluntary offer 主动发盘Bid 递盘


. Agreement 协议 Memorandum 备忘录 Import contract 进口合同 Purchase contract 购买合同 Sales contract 销售合同 Sales confirmation 销售确认书 Purchase confirmation 购买确认书 Commission 佣金 Allowance 折让；允差 Current price 现行价 Rebate 回扣


. Catalogue 目录

Sample 样品

enclose 随函附上 Acceptance 接受 Conditional acceptance 有条件的接受 Contract 合同 Confirmation 确认书 Retail price 零售价 Wholesale price 批发价 Line of business 经营商品 Scope of business 业务范围


ChapterⅡ

Establishing Trade

Relations


ChapterⅡ Establishing Trade Relations Ⅰ.Aims & Requirements 1. To enable students to know about the nature,

goal, and contents of the course. 2. To require students to know about the

significance of learning the course. 3. Help students to learn the structure of business

letters. 4. Help students to learn and master the often-

used words, phrases and sentence patterns in the business letters of establishing business relations.

5. Help students to learn and master how to write a business letter about establishing trade relations.

6. Help students to learn some additional sentence patterns about establish trade relations.


Ⅱ.Content What is international business communication? Why should we learn the course? How to learn the course? Structure of a business letter Ways to finalize international trade Sequence of international trade Studying three letters in Unit 1 How to write a business letter about establishing

trade relations Additional sentence patterns

Ⅲ.Focus on & Difficulties Structure of a business letter Key words, phrases and sentence patterns How to write a business letter about establishing

trade relations


(1) Dear Manager:

You were recommended to our company by the Bank of China, New York Branch, which told us that you export Chinese textiles and cotton piece goods.

Our company imports general merchandise. We have been in business since 1935, and therefore have wide experience in all the lines we handle.

Our bankers are Chase Manhattan Bank and the Hong Kong & Shanghai Banking Corporation of Hong Kong. They can provide you information about our business and finances.

Please inform us of your trade terms and forward samples and product brochures. We look forward to a productive trade.

Sincerely,

Michael S. Barnwell Manager MSB/sh


Our bankers are Chase Manhattan Bank and

the Hong Kong & Shanghai Banking

Corporation of Hong Kong. They can

provide you information about our business

and finances.

我公司开户行是大通曼哈顿银行和汇丰银行。它们可向您提供我公司资信情况。


bankers n. 开户银行

We now have pleasure in confirming that your

bankers, The Westminster Bank Ltd., have

accepted our Draft for US $6,000, payable within

thirty days of sight.

我方高兴地确认，贵方开户行—西敏寺银行已对我方 30 天期限的 6000 美元的汇票予以承兑。


You were recommended to our company by

the Bank of China, New York Branch, which

told us that you export Chinese textiles and

cotton piece goods.

中国银行纽约分行向我公司推荐贵公司，并告知贵公司出口中国纺织品和棉布。


You were recommended to…by… ( 某公司或单位 ) 向……推荐贵公司

You were recommended to us by ABC Co.

Ltd.


recommend vt. 1. 推荐，介绍

I’d like to recommend you this article (this article to you).

我方欲向贵方推荐该产品。

We have recommended the buyer woolen sweaters and silk

pyjamas. 我方已向贵方推荐羊毛衫和绸睡衣。

J. Smith& Co. have recommended your firm as being interested

in establishing business relations with us.

J. 史密斯公司介绍贵公司远同我公司建立业务关系。

That firm has lost heavily on recent transactions, and therefore

cannot be recommended for credit. 该商号在最近交易中亏损严重，因此（本银行）不能推荐他们做赊欠业务。


2. 劝告，建议 As the market is declining, we recommend your immediate

acceptance of our counter-offer. 由于行市正在下跌建议立即接受我方还盘。 As you are not familiar with the quality of the product, we

recommend buying a small quantity for trial. 由于贵方对产品的质量不甚了解，我方建议贵方购买少量试用。

We recommend you to give this your urgent attention. 希望贵方急速处理此事。 We strongly recommend you to place an order for the TTC5

duplicators. 我方及力奉劝贵方定购 TTC5 型复印机。 We recommend you (should) increase the quantity to a hundred

metric tons. 我方建议贵方将数量增至 100 公吨。


3. 使受欢迎

There is no margin left for bargaining in our

quotation, so your counter-offer is not

recommended.

我方报价没有讨价还价的余地，因此贵方还盘不受欢迎。


Our company imports general merchandise.

We have been in business since 1935, and

therefore have wide experience in all the lines

we handle.

我公司进口杂货，已有 71 年的经商历史，对所经营的产品有丰富的经验。


handle v. 1. 经营

We have decided to appoint an agent to handle our export trade

with your country.

我方已决定委派一家代理商经营我方对贵国的出口贸易。

2. 处理

We hope you will handle this matter with the utmost care.

希望贵方谨慎处理此事。

3. 搬运，装卸

Handle With Care.

（外包装上的装运指示用语）小心轻放（小心装卸）


have been in business since… 自……开始经商

We have been in business since 1995.

我方已有 11 年的经商历史。

have wide experience in… 在……有丰富的经验

We have wide experience in manufacturing

pneumatic fittings.


line n. 1. 行业，业务 I’m in the textile line. It’s my desire to have a share in

your trade. 2. 限额 For the present we extend to the firm a credit line of

four low figures in Sterling in their imports. 现在对于该公司的进口，我行给予他们英磅低四位数的

信用贷款。（注： four low figures= 1000—2000) 3. （货品）种类，系列 We are going to present the full line of shoe samples at

the Paris Shoe Show opening on February 1. 我方将于 2 月 1日开幕的巴黎靴鞋展览会上展出各类靴鞋样品。


4. 货品

We have considered your proposal to receive a trial

delivery of our cutlery on consignment and are sending

you a representative selection of our most popular lines.

我方已考虑贵方关于用寄售的方式销售我方刀具的建议，现选出极受欢迎的有代表性的货品一批发往贵方。

5. （航运，航空）公司

The shipping line lost considerably by it.

该航运公司由此受到相当大的损失。


general merchandise 杂货，但不是“杂”项货物，而是相对大宗散装干货（如谷物、矿砂等）和液体散装物（如原油、汽油）等而言的普通有包装货物。


merchandise n. 货物（总体名词）

Information indicates that similar merchandise has been sold

there at approximately $20 per dozen/set.

有消息表明，类似商品曾以每打 /套约 20 美金的售价在那出售。

同意词： goods, ware, commodity

v. (=merchandize) 推销，经商

If this new product is properly merchandized, it should sell very

well. 该产品若能适当推销，定会销售得很好。

We are trying to broaden our contacts so as to be able to do more

effective merchandizing.

我方正努力扩大联系以便能有效地推销。


Please inform us of your trade terms and

forward samples and product brochures. We

look forward to a productive trade.

请告知贵方贸易条款并寄样品和产品小册子。我方盼望彼此贸易富于成效。


product brochure 产品小册子

brochure n. 小册子

We have pleasure in enclosing our brochure

on the use of our PF 800 polymeric film

solution.

现愉快地随函寄上我方 PF800聚合薄膜溶液使用说明的小册子。


inform…of… 告知（某人）……

We shall inform you of the date of sailing.

我方会将启航日期通知贵方。

trade terms 贸易条款、条件（常用复数），主要包括付款方式 (mode of payment) 、装运日期(date of delivery)等。


forward v. 运送，寄送

The goods will be forwarded to you within the 3rd

quarter of the year. 货物将于第三季度内发运给贵方。

freight forward 运费到付

We are arranging to send you 1,000 pens to replace the

unsold balance of 970. please return the latter to us,

freight forward.

我方正安排发运 1000支钢笔，替换尚未售出的 970支剩余钢笔。请退回剩余的 970支钢笔，运费到付。


sample n. 样品

Please send us the representative samples.

请寄来有代表性的样品。

We keep a reference sample of such special orders.

我方保存着这种特殊定货的一份样品。

When submitting your quotations, please do not forget

to send us samples on the articles quoted.

送来报价单时，请不要忘记送报价货品的样品。


注：在进出口业务中说明货物质量与样品的关系时，避免使用exactly, strictly等词，以免日后工作被动。例；

Quality: Exactly same as sample submitted by seller on May 10,

1996. 品质：与 1996 年 5 月 10日卖方所交的样品完全相同。

应改为较有弹性的用语：

Quality: Same as (About equal to, Similar to, As per, Up to) sample

submitted by seller on May 10, 1996.

品质：与 1996 年 5 月 10日卖方所交的样品相同（大致相等，相似）。

品质：按照（达到） 1996 年 5 月 10日卖方所交的样品。


(2)P4 Dear Housewares Department:

Your company’s name has been given to us by the Chamber of Commerce of London.

We wish to buy porcelain tea and coffee cups and saucers of different shapes, fully decorated with flowers or other designs.

If you can supply this type of merchandise, kindly airmail us a sample cup. Also, please enclose your price list and all suitable illustrations.

We await your early reply.

Sincerely, Catharina E. de Jonge Manager CED/ms


Dear Housewares Department:

Your company’s name has been given to us by

the Chamber of Commerce of London.

家居用品部：

贵公司名号已由伦敦商会提供给我方。

（本函电及第一封函电的开头都用了被动语态，表示对收信人的尊重）


We wish to buy porcelain tea and coffee cups and

saucers of different shapes, fully decorated with

flowers or other designs.

我公司欲购买款式各异上有鲜花或其它图案的瓷制咖啡杯、茶托和茶杯。


design n. 设计，图样

If these designs do not appeal to you we will show

you some others.

如贵方不喜欢这些图样，我方可以给贵方展示别的样式。


If you can supply this type of merchandise, kindly

airmail us a sample cup. Also, please enclose your

price list and all suitable illustrations.

We await your early reply.

如贵公司能提供此类产品，请航邮样品杯一只，并附上贵公司价目单和有关插图。

盼早复


kindly adv. =please

Kindly advise us when our order will be shipped.

请告知我方定货何时运出。


airmail n. 空邮

We are sending you samples by airmail.

我方空邮寄去样品。

v. 航邮寄送

We have accepted your order of the 16th of this

month. Please airmail design sample.

我方接受贵方本月 16日定单，请空邮花样设计样品。


enclose v. 随函寄上 We enclose (are enclosing) a price list for our exportable

items. 随函寄上我方可供出口商品价格表。

For your information, we are enclosing (herewith) a photostatic copy of our letter dated July 12.

随函寄上我方 7 月 12日函影印本一份。

We enclose (herein) our revised quotation, subject to our confirmation as usual.

随函附上修订后的价格单，如往常一样以我方最后确认为有效。


reply v. 回复

Will you reply us before Friday?

请在星期五前给我方回复。

You have not yet replied to our letter of August

5.

8 月 5日去函尚未获复。


(3) CHINESE TABLECLOTHS

We learned from the Commercial Counsellor of our Embassy in Ottawa that you deal in tablecloths.

We sell Chinese tablecloths. They are of good quality and have fine workmanship. Chinese tablecloths are very popular in Europe. We would like to work with you to market them in Canada.

We are sending you under separate cover by airmail a copy of the latest catalog. Please let us know if there are any items which are of interest to you and we will send you quotes and samples.

We hope to hear from you soon.

Zhou Yanming Manager Zhejiang Textiles Imp. & Exp. Corp.


CHINESE TABLECLOTHS

We learned from the Commercial Counsellor of

our Embassy in Ottawa that you deal in

tablecloths.

中国台布

我公司从本国驻渥太华大使馆商务参赞处获悉贵公司经营台布。


CHINESE TABLECLOTH

这是函电的标题，用来让收信人一眼就知道该函电所叙述的主要内容。下划线可有可无。其它的表达方式为：

Re: Chinese Tablecloth

Subj.: Chinese Tablecloth


learn from… 从……处获悉

We are pleased to learn that you wish to initiate

business with us in microcomputers.

我方高兴地获悉，贵方希望在微型电子计算机方面与我方开展贸易。


deal in 经营（后接商品名称）

They deal in Chinese textiles.

Handle 不限于接用商品名称，试比较：

We deal in silk goods.

Those dealers handled your products.

We handle the export business of silk goods.


We sell Chinese tablecloths. They are of good

quality and have fine workmanship.

Chinese tablecloths are very popular in Europe.

We would like to work with you to market them

in Canada.

我公司出售中国台布。其质量上乘，工艺精湛。中国台布在欧洲非常畅销。我方愿和贵方携手共同在加拿大销售此产品。


be of good (first) quality 质量上乘（品质优良），常用作表语

All of our products are of first quality.

我方所有产品都是一级品。

market v. 销售，推销

It is becoming increasingly difficult to market your

goods in this country.

在本国销售贵方货物正日益困难。


1. the market 行市，市况 We are glad to say that just now the market is in a very

strong position. 我方很高兴地告知贵方，现在行情上涨。

2. a ready (good) market 好销路，畅销（ 1 ）常用“货物”作主语 Cotton and silk blouses made in China have (enjoy) a

good market in North Africa. We have no doubt that there is a good (ready) market

here for your products (2) 货物作主语时，谓语用动词 find (enjoy) Chinese black tea always finds (enjoys ） a ready

market in North America.


We are sending you under separate cover by airmail a copy of the latest catalog. Please let us know if there are any items which are of interest to you and we will send you quotes and samples.

We hope to hear from you soon.

兹另封航邮我方最新目录一份，请告知贵公司感兴趣之产品，我公司将寄去报价单和样品。

盼速复。


under cover 附在信中， under separate cover另函或另包

We are sending you under (this) cover one set of

duplicate shipping documents.

随函寄去装船单据副本一套。

We are sending you under separate cover by airmail a

copy of the latest catalogue.

现另行空邮寄去最新产品目录一份。


item n. 项目，商品，产品

1. 用指表格中或前面所述的“商品”

Grinding Machine Type TD is a new product of ours. We are

trying to find a market for this item.

TD磨床是我公司的新产品，我公司正在努力为这项产品寻找销路。

2. 在贸易中， item 已与 commodity, product等成了同义词。

A great variety of new products and traditional items are on

display at the fair.

交易会上展出了各式各样的新产品和传统产品。


quote here is equal to “quotation”. n. 报价

v.

1. vt. 引用，复述

The buyer is requested always to quote the

number of this Sales Confirmation in the L/C to

be opened in favor of the Seller.

买方在开给售方的信用证上务请填注本销售确认书号码。


2. vt & vt. 给……报价，报价

Please quote (us) your lowest price.

请报贵方最低价格。

Please quote (your price) CIF London.

请报 CIF伦敦价。

Please quote (us) your lowest price CIF London.

请报贵方 CIF伦敦最低价。


We have quoted them the price CIF Hamburg for our Printed

Shirting.

我方已将印花细布的 CIF汉堡价报给他们。

Several moths ago we quoted them a price on our steel files.

数月之前我方向他们报过钢锉的价格。

When we know your specific requirements, we shall quote you as

soon as possible.

当我方得知贵方具体需要时，当尽速报出价格。

Will you please quote for the supply of approximately 100 reams of

good quality white poster paper.

请对供应 100令左右优质白色广告纸作出报价。


. Take the three letters as samples to analyze and illustrate the

structure of correspondence about establishing business relation

1. 消息来源。如 :

“You were recommended to our company by the Bank of China,

New York Branch, which told us that you export Chinese textiles

and cotton piece goods.”(the first letter),

“Your company’s name has been given to us by the Chamber of

Commerce of London.”(the second letter)

“We learned from the Commercial Counsellor of our Embassy

in Ottawa that you deal in tablecloths.”(the third letter)


.2. 自我介绍。如：

“Our company imports general merchandise. We have been in

business since 1935, and therefore have wide experience in all the

lines we handle. Our bank are Chase Manhattan Bank and the

Hongkong &Shanghai Banking Corporation of Hongkong. They

can provide you information about our business and finances”(the

first letter),

“We sell Chinese tablecloths. They are of good quality and have

fine workmanship. Chinese tablecloths are very popular in

Europe. We would like to work with you to market them in

Canada.”(the third letter)


. 3. 提出要求。如：

“Please inform us of your trade terms and forward

samples and product brochures. We look forward to a

productive trade.”(the first letter),

“We wish to buy porcelain tea and coffee cups and

saucers of different shapes, fully decorated with flowers

or other designs. If you can supply this type of

merchandise, kindly airmail us a sample cup. Also,

enclose your price list and all suitable illustrations.”(the

second letter)


Additional Sentence Patterns

1. Self-introduction

1) We are… 我们（我方、我公司）为……

We are a state-operated corporation, handling the export of

animal by-products.

我方（我们、我公司）为经营畜牧产品出口的国营公司。

We are China National Textiles Import and Export Corporation,

with its headquarters in Beijing.

我们（我公司、我方）为（是）中国纺织品进出口总公司，总部在北京。


2) This is to introduce…as…兹介绍……为…… This is to introduce ourselves as one of the leading exporters of

garments in China. 兹介绍，本公司为中国最大的服装出口商之一。

This is to introduce the Pacific Corporation as exporters of light industrial products having business relations with more than 70 countries in the world.

兹介绍，太平洋公司出口工业产品，和世界上 70多个国家有业务关系。

3 ） to write to introduce写信介绍 We write to introduce ourselves as large dealers in foodstuffs with

good connections in the country. 现函告，我方为食品大经销商，在国内拥有大批客户。

We write to introduce ourselves as exporters of fresh water pearls having many years’ experience in this particular line of business.

现函告，我方为淡水珍珠出口商，在此行业已有多年经验。


4 ） to take the opportunity to introduce 利用机会介绍 We take this opportunity to introduce ourselves as large

importers of fertilizers in our country. 乘此机会，兹介绍，我公司为国内化肥大进口商。

We take the opportunity to introduce our company as exporters dealing exclusively in leather goods.

我方借此机介绍，我公司为专门经营皮革制品的出口商。

5)to inform sb.that… 告知某人 We wish to inform you that we are specialized in the export of

arts and crafts. 现奉告，我方专门经营工艺品出口。

We are pleased to inform you that we handle a wide range of electric fans.

特此奉告，我方经营的电扇品种齐全。


6)to take the liberty of doing sth.冒昧地作自我介绍 We take the liberty of introducing ourselves. 现冒昧地作自我介绍。

We take the liberty to write to you with a view to doing business with you.

现冒昧去函，以谋求同贵方进行贸易。

7)to have(owe) one’s name and address from… 从……处得知某人名字和地址

We have your name and address from China Council for the Promotion of International Trade. 我们从中国国际贸易促进会得悉贵公司名称和地址。

We are glad to have your name and address from “The Journal of Commerce”.

我们高兴地从《商业日报》获悉贵公司名称和地址。


8 ） to own one’s name and address to… 承蒙……告知……

We owe your name and address to Italian Commercial Bank who has informed us that you are in the market for ball-bearing.

承蒙意大利商业银行告知贵公司名称和地址，并告知贵方欲购进滚珠轴承。

We owe your name and address to Messrs.Collins & Co., through whom we have learnt you are importers of table-cloth.承蒙柯林斯公司告知贵公司名称和地址，从该公司出我方得知贵公司是台布进口商。


9 ） .to be transferred (forwarded) to…for attention 转交……处理

Your letter of Sept.8 has been transferred to us for attention from our Head Office in Beijing.

贵方 9 月 8日函已由我们在北京的总部转交我方处理。

Your inquiry has been forwarded to us for attention from the Commercial Counsellor’s Office of the Chinese Embassy in Rome.

贵方询盘已由中国驻罗马大使馆商务参赞处转交我方处理。

10 ） . Through the courtesy of… 由于……的好意 Through the courtesy of the Paris Chamber of Commerce, we

have your name as a firm who is interested in doing business with us. 经由巴黎商会，我们得悉贵公司有兴趣与我方进行贸易。


Through the courtesy of Mr.White, we are given to

understand that you are one of the leading importers of

silk in your area.

经由怀特先生我方得悉贵公司为所在地区中最大的丝绸进口商之一。

11 ） . on the recommendation of 由……推荐（介绍）

On the recommendation of Messrs. Harvey & Co. , we

have learned with pleasure the name of your firm.

由哈维公司介绍，我方高兴地得知贵公司的名称。


初步的意向和要求（ Initial Intentions and Desires) 1.to establish business relations with… 和……建立贸易

关系 We avail ourselves of this opportunity to write to you

and see if we can establish business relations with you. 我们借此机会致函贵方以了解可否与贵方建立贸易关系。

We have come to know the name of your corporation and are pleased to write to you in the hope of establishing business relations with you.

我们得悉贵公司名称，特此致函希望与贵方建立贸易关系。


2.to enter into business relations with… 和……建立贸易关系

We are willing to enter into business relations with you on the basis of equality and mutual benefit.

我们愿意在平等互利的基础上与贵方建立贸易关系。

Your company has been introduced to us by Smith & Co. Ltd.as prospective buyers of Chinese table-cloths. As we deal in the items, we shall be pleased to enter into direct business relations with you.

史密斯公司向我们介绍贵公司是中国台布的未来买主。由于我方经营台布，我们很愿意与你方建立直接贸易关系。


3.to fall (come, lie)within the scope of 属……的范围

As the item falls within the scope of our business, we shall be pleased to enter into direct business relations with you.

由于该商品属于我们的业务范围，我们将很高兴地与贵方直接建立业务关系。

As the article lies within the scope of business of our branch in Nanjing, we have forwarded your letter to them for attention.

由于此商品属于我们在南京的分公司的业务范围，我们已将你方来函转交他们处理。


Analyze the structure of business letters on

establishing business relationship

Usually, such a business letter is made up of the

following parts:

1. Where you get the company’s name

2. Introduce yourself

3. Put forward writer’s requirements and hope.

厦门城市职业学院

谢谢各位下次课见

Documents

Business English Correspondence