CORRESPONDENCE FOR INTERNATIONAL BUSINESS 外贸函 …图书在版编目（cip）数据外贸函电／陈拥宪主编. —上海：华东理工大学出版社，2015.8 isbn 978

外贸函电

CORRESPONDENCE FOR

INTERNATIONAL BUSINESS

　　　陈拥宪　主　编

吴向阳　申蕾　副主编

图书在版编目（CIP）数据

　外贸函电／陈拥宪主编 . —上海：华东理工大学出版社，2015.8 ISBN 978 — 7 — 5628 — 4329 — 0

　Ⅰ. ①外… Ⅱ. ①陈… Ⅲ. ①对外贸易 — 英语 — 电报　信函 — 高等学校 — 教材 Ⅳ. ① H315

　中国版本图书馆 CIP 数据核字（2015）第 148849 号

外贸函电

主　　编／陈拥宪

副主编／吴向阳申蕾

责任编辑／徐知今张扬

责任校对／李晔

封面设计／裘幼华

出版发行／华东理工大学出版社有限公司

地　址：上海市梅陇路 130 号，200237

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印　　刷／江苏省句容市排印厂

开　　本／ 710mm×1000mm 1/16

印　　张／ 14.75

字　　数／ 280 千字

版　　次／ 2015 年 8 月第 1 版

印　　次／ 2015 年 8 月第 1 次

书　　号／ ISBN 978 — 7 — 5628 — 4329 — 0

定　　价／ 36.00 元

联系我们：电子邮箱 press@ecust. edu. cn

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前言前言

近年来，我国对外开放的力度日益增大，商务活动更加频繁，特别是中

国(上海)自由贸易试验区的建立标志着我国对外开放进入崭新的阶段，这对

商务人才的培养也提出了新的要求。一位优秀的商务人员不仅需要了解国

际上通行的贸易做法和商务程序，有一定的国际商务实际操作经验，而且要

具备商务英语沟通能力和函电写作技巧，以适应充满机遇和挑战的时代，成

为成功的复合型人才。

为满足社会经济发展对人才的需求，我们编写了本教材。教材的编写立

足于应用型本科人才培养目标，充分体现应用型本科特点，以强化应用为重

点，紧密联系业务实际，注重应用能力培养，突出针对性和实用性。

本教材共十二个单元，第一单元为外贸函电基础知识，包括信函的结构、

传真与电子邮件等；第二至第十二单元为国际贸易业务环节所涉及的信函写

作，包括建立业务关系、询盘、报盘、还盘、订单、支付、包装、装运、保险、投

诉索赔。除第一单元外，其余单元都是由下列部分组成：学习目标、背景知

识、写作指导、信函实例、常用句型、课后练习。练习部分内容丰富，有选择、

填空、连词成句、英汉互译、组句成文、补译信函和任务写作等题型，学习者

可以实现由词到句再到篇章的由浅入深的练习。

在本书的编写过程中，我们参考了许多国内外商务和外贸函电的相关书

籍和资料，一些商界人士和长期从事国际贸易工作的业务人员提供了宝贵的

参考资料，在此我们向他们表示由衷的感谢。同时，我们也特别感谢石其宝

副教授在本教材编写过程中给予的大力支持和帮助。

由于时间和水平有限，书中疏漏和不足之处在所难免，恳请专家学者及

广大教师、读者不吝批评指正。

编　者　　

2015 年 6 月

ContentsContents

Unit 1 Essentials of Business Correspondence 1

Related Business Knowledge 1Writing Guide 2Exercises 13

Unit 2 Establishing Business Relations 15

Related Business Knowledge 15Writing Guide 16Specimen Letters 17Useful Expressions 22Exercises 25

Unit 3 Enquiries and Quotations 34


Unit 4 Offers 52


1

Unit 5 Counter-offers 71


Unit 6 Order, Acceptance and Refusal 89


Unit 7 Terms of Payment (I) 107


Unit 8 Terms of Payment (II) 128


外贸函电外贸函电

2

Unit 9 Packing 148


Unit 10 Shipment 168


Unit 11 Insurance 187


Unit 12 Complaints and Adjustments 207


References 226

Contents

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Unit 1 Essentials of Business Correspondence

1

Related Business Knowledge Related Business Knowledge

A business letter is a formal means of communication between two people,

a person and a corporation, or two corporations.

Nowadays millions of business letters are being sent by fax or E-mail

to carry out business routine. All these faxes or E-mails are on the basis of

writing skills in business letters. Good writing may lead you to gain more

opportunities, and is also the step stone to success, while bad writing may cause

misunderstanding, conf licts, even

miserable business war. So when

you are writing business letters,

you should be careful enough

to expressing your meaning in

correct words and expressions.

Unit 11 Essentials of Business Essentials of Business CorrespondenceCorrespondence

Learning Objectives

After learning this unit, students should be able to:● Learn about the functions the business letter and its importance in business

activities;● Know principles of the business letter writing;● Get familiar with the layout of a business letter;● Master useful sentences and words in writing business letters.

1


2

Writing Guide Writing Guide

I The Principal Parts of a Business Letter

A business letter consists of seven principal parts: letterhead, date, inside

address, salutation, body of a letter, complimentary close and signature.

1. Letterhead

Letterhead should appear at the head of the f irst page of a business letter. It

includes the essential particulars about the writer — the name of his company,

the full address of the company, postcode, telephone number, fax number,

internet address and e-mail address.

SampleSHANGHAI FOXBORO COMPANY LTD.

166 Caobao Road, Shanghai 200233, P. R. China

Tel: 021—61234567 Fax: 021—61234666 E-mail: [email protected]

2. DateDate is generally typed two lines below the letterhead. It may start from the

left margin or be aligned with the right margin. Usually there are two styles in which business letters are dated.

(1) The American style◆ month, spelled out in full;◆ day of the month, in digit, without th, nd, etc., followed by a comma;◆ year in digit.For example: September 10, 2012; October 4, 2013.(2) The British style◆ day of the month, in digit;◆ month, spelled out in full;◆ year, in digit.There is no comma between the name of the month and the year.For example: 10 September 2012; 4 October 2013.3. Inside AddressThe inside address usually consists of name of the person to whom the


3

letter is sent (often with a social title and his or her company title), the name of

the f irm, and the mailing address of the f irm. It appears exactly the same way as

on the envelope, but not in all capital letters. The inside address is often put two

lines under the date line, aligned with the left margin.

SampleMr. Roland Smith, Sales Manager

ABC Company

123 Berry Drive

Minneapolis, MN55667

USA

4. Salutation

A salutation is the complimentary greeting with which the writer opens his

letter. It is placed against the left-hand margin with at least two lines below the

inside address and two lines above the body of the letter. In a very formal letter,

you always need to address the reader with his/her surname, such as “Dear Mr.

Smith”, “Dear Ms. Green”. If you have a close relationship with the receiver,

you can use his/her f irst name such as “Dear Eager” or “Dear Jennifer”. Be sure

to salute to the correct addressee appeared in your inside address. Salutations in

business letters can be followed by a comma or no punctuation at all.

5. Body of a Letter

This is the most important part of a business letter. And the following parts of

this book will offer detailed advice for making this part as effective as possible. It

usually begins two lines below the salutation, or below the subject line, if any.

6. Complimentary Close

The complimentary close, like the salutation, is purely a matter of

convention and a polite way of ending a letter. “Yours faithfully”, “Yours truly”,

“Cordially yours”, and similar expressions are usually used. Nowadays, “Best

regards” is a customary ending. The complimentary close is placed two lines

below the f inal line of the body of the letter against the left-hand margin or on

the right, according to your f irm’s or your own preference.


4

7. Signature

The signature can include the name of your company, your signature, your

typed name, and your business title, which is usually followed by the name of the

department you represent. It is generally placed two lines immediately below the

complimentary close, against the left-hand margin, in the center or on the right of

the page, depending on where the complimentary close is placed.

SampleYours faithfully,

Michael Chen (signature)

Michael Chen

Sales Manager

II The Optional Parts of a Business Letter

Apart from the above seven essential elements, a business letter can include

some optional parts: reference number, attention line, subject line, enclosure,

carbon copy notation and postscript.

1. Reference Number

Reference number is used for reference, quoting or f iling. It may include a

f ile number, department code or the initial of the writer. It is marked “Our ref.”

or “Your ref.” to avoid confusion. Its specif ic position is right below the writer’s

address and above the date.

2. Attention Line

The attention line is used to direct the letter to a specif ic individual or section of

the f irm. It generally follows the inside address and two lines above the salutation.

SampleChina National Machinery Import & Export Corp.

36, Jianshan Road

Dalian, 116023

People’s Republic of China

Attention: Mr. Wang, Export Manager


5

3. Subject Line

The subject line gives a brief indication of the content of the letter. It is

placed two lines below the salutation and above the body of the letter. The line

may begin with or without the word “Subject”, or be typed in block letters, as

preferred. It can also be underlined so as to arrest the reader’s attention.

SampleSubject: Proposed delay of the delivery

Re: Proposed delay of the delivery

SUBJECT: ACCOUNT NO. 689

4. Enclosure

The enclosure indicates something is enclosed with the letter — such as a

bill, catalogue, brochure, etc. It is placed two lines below the signature. The word

“Enclosure” can be shortened to “Enc” or “Encl” and followed by a period or

colon. If necessary, you may list the enclosed documents or matters.

SampleEncls: 2 commercial invoices

Enc: 1 B/L

1 certif icate

5. Carbon Copy Notation

If the copy of the letter is to be sent to a third party, type “cc” or “CC” two

line-spacing below the signature or immediately below the enclosure at the left-

hand margin.

Sample

cc: Dalian Branch

CC: Jean Kipman, Vice President

6. Postscript

When you f ind something forgotten to be included in the letter body before

the envelope is to be sealed up, you may state it in a postscript. The adding of a


6

“P.S.” should, however, be avoided as far as possible, since it may suggest you

fail to plan your letter well before you write it.

If unavoidable, write the “P.S.” two lines below any other notations, and

f lush with the left margin.

SampleP.S. The catalogue will be sent to you tomorrow.

III The Formats of Business Letters

There are several acceptable formats of business letters. All serve the same

purpose: to tell the reader when, where, and by whom the letter is written, exactly

for whom it’s intended, and how its writer should be addressed in reply.

The common formats of business letters are:

1. Full Block Format

Sample

Letterhead

Date:

Inside Address

Salutation,

Body

Complimentary Close,

Signature


7

3. Indented Format

Sample

Letterhead

Date:

Inside Address

Salutation,

Body


Signature

Letterhead

Date:

Inside Address

Salutation,

Body


Signature

2. Semi-block Format

Sample


8

4. Conventional Format

Sample

Letterhead

Date:

Inside Address

Salutation,

Body


Signature

IV Envelope Addressing

Accuracy, clearness and good appearance are the three important

requirements of envelope addressing.

Ordinarily the return address is written in the upper left corner of the

envelope. The name and address of the receiver should be written above half way

down the envelope.

The following two formats are usually used in envelope addressing:

1. Block Format

Sample


9

2. Indented Format

Sample

Stamp

China National Machinery Import & Export Corp.

36, Jianshan Road

Dalian, 116023


P&G Company

24 Madison Avenue

Columbus, OH 43004

U.S.A.

Stamp

China National Machinery Import & Export Corp.

36, Jianshan Road

Dalian, 116023


P&G Company

24 Madison Avenue

Columbus, OH 43004

U.S.A.


10

V Faxes

Nowadays, faxes are widely used in trade communication. The format used

for faxes varies greatly. Different companies have different styles of formats for

their business persons to use. However, the off icial fax forms of a great number

of f irms include the company logo, or at least the f irm’s name, which is in large

print. The conspicuous “Facsimile”, “TELEFAX”, “Telefax Message” or “Fax

Message” takes an attention-grasp line. Besides the company logo/ name and

one of the telefax titles, all fax forms contain lines or boxes for the addressee, the

writer and the date, as in the following example:

To:

Company:

Fax No:

Pages:

From:

Dear ,

Letterhead

Facsimile

Date:

Yours sincerely,

(Signature)

Page 1 of 2

● Body/Message

VI Emails

Although in the past people could not even imagine the wonders made

by modern electronic and computer technology, these tools are now nearly

indispensable in modern off ices. The full name of Email is “electronic mail”. It


11

refers to an electronic system in which one

computer sends a message to another via the

Internet. Sending emails is relatively cheap,

quick and messages can be sent or picked

up anywhere in the world and stored in the

mailbox until they are retrieved. Emails have

become by far the most popular means of

communication in business.

1. Structure of an Email

Since an email is an electronic version of letter, it consists of most parts of a

letter but in a simplif ied form. An email usually includes:

(1) The Heading

The heading of a business email consists of six distinct information f ields.

They are located at the corner of the email template, below the tool bar.

① FROM: The sender’s email address appears here. (automatically

generated by the software)

② TO: The recipient’s email address is typed here.

③ CC: carbon copy

(BCC): blind carbon copy

④ DATE: This is the date and time the message is sent. (automatically

generated)

⑤ SUBJECT: (It is optional, but an eff icient practice to use.) Capitalize all

the key words. Make it as clear and concise as possible.

⑥ ATTACHMENT: The attachment option is a handy tool to indicate

that computer f iles which are too large to be downloaded in the email itself are

included in the transmission.

(2) The Salutation

The salutation is a friendly way to begin your email message when it goes

outside your f irm. The majority of business emails have an informal tone. “Dear

Sirs” or “Gentlemen” are often used to salute a company. The former is the

British way while the latter is the American way. “Dear Sir” is used to salute


12

a head of an organization. In semi-formal letters, “Dear Mr. X X” is used to

address a man and “Dear Madam” or “Madam” is used to address a woman. If

you are writing to a person whom you are not familiar with, use his or her full

name, e.g. “Dianna”, “Ellen Wang”. When the message is addressed to several

people, “Hello all/folks” or “Greetings” or “Hi” or “Hello” is common. “Hi/

Hello/ (+) f irst name” is a typical way of email greetings used in America.

Greetings in Japan and China tend to be more formal and traditional.

(3) The Body

The language used for email is less formal, more to the point and more

speech-like. The writing principles for the body are conciseness, clearness

and keeping to the point. The matters to be noted are just the same as what are

talked about in business letter writing. Most email messages are less than three

paragraphs in length and f it into the f irst screen. If the message is too large,

it would be better to write a short covering letter and have the details in an

attachment.

(4) The Complimentary Close

The majority of business emails have an informal tone. The expressions

below are often used:

Best regards.

All the best.

Thank you for your help.

Thank you, BBFN (bye bye for now).

(5) The Signature

A signature block should contain all the information a recipient might

require in order for him to respond to an email. It should begin with the Sender’s

Name, Job Title, and Business Organization. The Physical Location, Phone

Number, Email Address, and Website should follow. As the handwritten signature

is illegible and hard to recognize, a printed signature is always followed after it.

You may also use Signature Files, which can be attached to every letter you send,

usually including details of contact and other relevant information.


13

2. A Sample for Emails

Exercises Exercises

I Write a letter with the given particulars below, using necessary capitals and punctuation.

1. Mr. Ma Long, from Grand Resources Import & Export Corp. Ltd., 32

Liang Ma He, Chaoyang District, Beijing 100016, China

2. Mr. John Mayer, the sales manager, from Lake Bikes Inc., 54 York Road,

Chicago, Illinois, USA

3. July 25, 2005

4. Dear Sir

5. Your ref: 206 MI/2005

6. Our ref: 206 TMR/2005

7. Yours sincerely


14

II Arrange the following in proper form as they should be set out in a letter.

1. Sender’s name: China Fujian Chemical Imp. & Exp. Corp.

2. Sender’s address: 128 Wuyi Road, Fuzhou, China

3. Sender’s Fax: 0591-7533426

4. Sender’s telephone number: 0591-7533526

5. Date: March 23, 2003

6. Receiver’s name: H.G Wilkinson Company Limited

7. Receiver’s address: 245 Lombart Street, Lagos, Nigeria

8. Subject: Sewing Machines

9. The message:

We thank you for your letter of March 16 enquiring for the captioned goods.

The enclosed booklet contains details of all our sewing machines and will

enable you to make a suitable selection.

We look forward to receiving your specif ic enquiry with keen interest.

15

Unit 2 Establishing Business Relations

Related Business Knowledge Related Business Knowledge

Establishing business relations

w i t h n e w c u s t o m e r s i s u t m o s t

important either for a newly established

f irm or an old one that wishes to

enlarge its business scope and turnover.

If you wish to open up a market

to sell something to or buy something

from f irms in foreign countries, you must f irst of all f ind out whom you are

going to deal with. Usually, such information is obtainable through the following

channels:

(1) Internet;

(2) Trade fairs and exhibitions held at home and abroad;

(3) Bank;

(4) Chinese Commercial Counsellor’s Off ice in foreign countries;

Unit 22 Establishing Business Establishing Business RelationsRelations

Learning Objectives

After learning this unit, students should be able to:● Know how to obtain the basic information about a potential trade partner in

foreign countries;● Learn the essential components of a letter to establish business relations;● Master useful sentences and words in writing such letters.

15


16

(5) Chambers of Commerce both at home and abroad;

(6) Trade Directory;

(7) Business Houses of the same trade;

(8) Advertisements;

(9) Market survey;

(10) Mutual visits by trade delegations and group.

After you get the name and address of the prospective customers through

one of the above channels, you can send letters or emails to them for opening

up business relations. In the letter or email, you are supposed to tell your reader

how you get his name and address, then state your purpose and request with brief

introduction of your business, and f inally express your sincere wish to cooperate

in future business and your hope to get a favorable reply soon.

In your reply to a letter of this kind, you should try to answer all the

questions with necessary information the other party requires. Please remember

to reply promptly and politely even if you are unable to meet the needs.

It should be pointed out that either the importer (buyer) or exporter (seller)

or even the manufacturer may take an initiative action to enquire about the

business possibility or f ind new opportunities.

Writing GuideWriting Guide

Letters of establishing business relations usually consist of the following

parts:

(1) The source of information (how you learned of their company);

(2) The intention of writing the letter (to establish business relations);

(3) Brief introduction of your own company (the scope of your business

and information on your products);

(4) Polite ending (expect to cooperate and receive an early reply).

17


Specimen Letters Specimen Letters

1. Importer’s proposal to start business

Dear Sirs,

The Chamber of Commerce① of your city has recommended you as one

of the leading exporters of Chinese Arts & Crafts② . We are, therefore,

approaching you with a keen desire to enter into business connections with

you.

We have been importers of Arts & Crafts for many years. At present,

we are interested in various kinds of Chinese Arts & Crafts and should

appreciate your catalogues③ and quotations④.

If your prices are in line, we trust important business can materialize.

We are looking forward to receiving your early reply.

Yours faithfully,

Notes

① Chamber of Commerce 商会

② Arts & Crafts 工艺品

③ catalogue 目录

④ quotation 报价单


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2. A reply to the above

Dear Sirs,

We thank you for your letter of March 3rd and shall be glad to enter into

business relations with your f irm.

Complying with your request, we are sending you under separate cover

our latest catalogue① and price list② covering our exports.

Payment should be made by an irrevocable and conf irmed letter of

credit③.

If you f ind business possible, please email us for offers④.

Yours faithfully,

Notes

① latest catalogue 新的目录

② price list 价格单

③ irrevocable and conf irmed letter of credit 不可撤销的保兑的信用证

④ offer 报盘，报价

19


3. Self-introduction

Dear Sirs,

We have obtained your name and address from the Commercial Counselor’s

Off ice① of our Embassy in Korea, who have informed us that you are in

the market for Textiles.

We avail ourselves of this opportunity to approach you for the establishment

of business relations with you.

We are a state-owned corporation② specializing in the import and export

of Textiles. In order to acquaint you with our business lines, we are

airmailing you under separate cover a copy of our latest catalogue for your

reference.

Should any of the items be of interest to you, please let us know as soon

as possible. We shall be glad to send you quotations and samples upon

receipt of your specif ic enquiry③.

We are looking forward to your early reply.

Yours faithfully,

Notes

① Commercial Counselor’s Off ice 商务处

② state-owned corporation 国有企业

③ specif ic enquiry 具体询价


20

4. Transferring business relations

Dear Sirs,

Enamelled Copper Wire①

Your letter of 1st August addressed to our Shanghai Branch Off ice② has

been passed on to us for attention and reply, as the captioned goods lie

within the scope of our business activities.

We regret to inform you, however, that this particular line has already been

represented by ABC & Co., Ltd., 144 Broad Street, Alexandria, Egypt. As

a result, we are not in a position to supply you with the goods but would

rather recommend that you approach them directly for your requirements.

If you are interested in any other items, please let us know and we shall be

only too pleased to make you offers.

Yours truly,

cc: ABC & Co., Ltd., Alexandria, Egypt

Notes

① enamelled copper wire 漆包铜线

② Shanghai Branch Off ice 上海分公司

21


5. Manufacturer’s letter to an importer

Dear Sirs,

We learn from our market survey that you are interested in the import of

electric sewing machines①.

We are one of the principal manufacturers of electric sewing machines in

China. Our products are excellent in quality and reasonable in price.

We shall be pleased to receive your enquiries② for electric sewing machines

of all kinds made in China. Before we could prepare quotations, however,

we need some additional information with respect to the questions which

are on the attached sheet. We look forward to receiving your early reply,

and assure you that your requirements will have our very best and prompt

attention.

Yours faithfully,

Notes

① electric sewing machine 电动缝纫机

② enquiry 询价，询盘


22

6. Exporter’s enquiry of business prospect

Dear Sirs,

Your company has kindly been introduced to us by Messrs. Freemen &

Co., Ltd., Lagos, Nigeria①, as prospective buyers of Chinese Cotton Piece

Goods② . As this item falls within the scope of our business activities,

we shall be pleased to enter into direct business relations with you at an

early date. To give you a general idea of the various kinds of cotton piece

goods now available for export, we enclose a brochure③ and a pricelist.

Quotations and sample books④ will be airmailed to you upon receipt of

your specif ic enquiry.

We look forward to your favorable reply.

Yours faithfully,

Notes

① Nigeria 尼日利亚

② Cotton Piece Goods 棉布匹

③ brochure 小册子，宣传册

④ sample book 样品册

Useful Expressions Useful Expressions

We have known your name and address from the Commercial Counselor’s Off ice

of the Chinese Embassy in London.

我们从中国驻伦敦大使馆的商务参赞处得知了你们的名字和地址。

23


By the courtesy of Mr. Black, we are given to understand the name and address

of your f irm.

承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。

Your f irm has been introduced/recommended to us by Maple Company.

枫叶公司向我方介绍 / 推荐了贵公司。

Our lines are mainly arts and crafts.

我们经营的商品主要是工艺品。

We have been in this line of business for more than twenty years.

我们经营这类商品已有 20 多年的历史了。

Our two countries have had trade relations for ten years.

我们两国之间已经有 10 年的贸易关系了。

We specialize in the export of Japanese Light Industrial Products and would like

to trade with you in this line.

鉴于我方专营日本轻工业产品出口业务，我方愿与贵方在这方面开展贸易。

We have made a very good start in our business with Japan.

我们和日本在业务上有了良好的开端。

Our company is thinking of expanding its business relationship with China.

我公司想扩大与中国的贸易关系。

We have been doing quite well in our business, and we are willing to open an

account with you.

我们的生意一直做得不错，希望能与你们建立账户往来关系。

We are willing to enter into business relations with your f irm.

我们愿意与贵公司建立业务关系。

We express our desire to establish business relations with your f irm.

我们期待和贵公司建立业务关系。


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We shall be glad to enter into business relations with you.

我们很乐意同贵方建立业务关系。

We now avail ourselves of this opportunity to write to you with a view to

entering into business relations with you.

现在我们借此机会致函贵公司，希望和贵公司建立业务关系。

We are now writing you for the purpose of establishing business relations with

you.

我们特此致函是想与贵方建立业务关系。

We are one of the largest importers of Electric Goods in this city, and we wish to

establish business relationship with you.

我们是此地大的电器进口商之一，愿意与你们建立业务关系。

We are willing to enter into business relationship with your company on the basis

of equality and mutual benef it.

我们愿在平等互利的基础上与贵公司建立业务关系。

It would be very helpful if you could send us statistics on your sales.

如果你们能将你们的销售统计资料寄给我们，那就太有帮助了。

We would like to ask you to kindly send us the related information.

我们希望你们能将相关资料寄给我们。

We would like you to send us details of your shirts, including colors and prices,

and also samples of different colors.

我们非常想得到你们衬衫的详细资料，包括颜色、价格和不同颜色的样品。

To give you a general idea of our products we enclose a brochure and a sample-

cutting booklet.

为了使贵方大概了解我们的产品，现随函附上小册子和剪样册。

We send you by airmail a brochure on the various kinds of toys now available for

export.

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兹航邮一份有关我公司目前可供出口的各式玩具的小册子。

We see that your f irm specializes in Light Industrial Goods, and we are willing to

establish business relationship with you.

得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。

Exercises Exercises

I Choose the best answer to complete each of the following sentences.

1. We have seen your advertisement portable typewriters in

South China Morning Post.

A. for B. on

C. at D. in

2. We would be glad to receive your catalogue and price list.

A. illustrated B. illustration

C. illustrate D. illustrates

3. We should appreciate it if you would quote your best price CIF Shanghai

for the envelope openers in China Daily.

A. advertising B. advertise

C. advertised D. advertises

4. We are exporters of all kinds of French goods.

A. better-establish B. well-established

C. good-establishing D. best-establishment

5. for over 50 years, we are conf ident we can give our customers

complete satisfaction.

A. Being in business B. Having been in business

C. In business D. We are in business

6. you send us samples of your products?

A. Do ... want to B. Will ... like to

C. Do ... please D. Will ... please


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7. We would be pleased to receive your export prices on the basis

of CIF Tianjin.

A. low possible B. possible low

C. lowest possible D. lower possible

8. Your name us by our Chamber of Commerce in America.

A. has been recommended B. has recommended to

C. has been recommending D. has been recommended to

9. We wonder if you expanding your business here.

A. be interested in B. are interested to

C. are interested of D. are interested in

10. Our market survey informs us that you are audio and electronic

equipment.

A. in the market for B. for the market of

C. on the market about D. inside the market to

11. For information our we refer you to the Bank of

China, Shanghai Branch.

A. regards ... credit standing B. as to ... standing credit

C. involving ... credit stand D. concerning ... credit standing

12. We should be grateful if you would say you think they are

likely a credit up to US $10,000.

A. what ... to be reliable for B. if ... to be reliable at

C. whether ... to be reliable for D. that ... to be reliable of

13. We understand that you will treat this information as .

A. conf idence B. conf ident

C. conf idential D. conf idently

14. Any information you kindly give us in strict conf idence and

you are free from any responsibility.

A. will treat B. will be treated

C. is treated D. treats

15. Will you please inform us, , of the extent of their resources and

their reputation as well?

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A. with conf idence B. in conf idence

C. as conf idential D. of conf identially

16. We shall appreciate us an opinion as to the credit

standing, respectability and responsibility of the following f irm.

A. your providing ... with B. provided ... by

C. to provide ... with D. your provision to ... by

17. your decision to place regular orders with us, we respectfully

request that you us with two references for the initial purchase.

A. As we thank ... should give

B. When appreciating ... will supply

C. Because we thank ... provide

D. While appreciating ... furnish

18. Will you please let us know your experience in

your dealing with him?

A. how ... are B. what ... has been

C. which ... is D. that ... have had

19. This f irm is a private company of import and export,

in 1999.

A. high ... registered B. height of ... to register

C. highly ... registered D. highest ... to register

20. We consider the said f irm quite reliable for engagement

as you mentioned.

A. should ... such an B. will ... such as

C. shall ... such a D. would ... such like

II Complete the following sentences with appropriate words.

1. This is introduce the Pacif ic Corporation as exporters of light

industrial products having business relations with more than 80 countries

in the world.

2. We write introduce ourselves exporters of fresh

water pearls having many years’ experience this particular line


28

of business.

3. We take the opportunity introduce ourselves large

importers of fertilizers in our country.

4. the recommendation of Merrs. Harvey Co., we have learned

with pleasure the name of your f irm.

5. We express our desire to establish business relations your f irm.

6. Specializing the export of Chinese foodstuffs, we wish to

express our desire to trade with you this line.

7. Our mutual understanding and cooperation will certainly result

important business.

8. We have made a very good start our business Japan.

9. Our company is thinking expanding its business relationship

with China.

10. We’ve often expressed our interest investing in China.

11. We have been working expanding our scope

cooperation with China.

12. Your letter expressing the hope of establishing business connections

us has been received thanks.

13. We thank you your letter of the 8th this month and shall be

pleased to enter into business relations you.

14. We deal chinaware.

15. We have excellent connections in the trade and are fully experienced

the import business this type of product.

III Arrange the following words and phrases in their proper order.

1. ① one of ② in New York

③ we ④ of computer products

⑤ the leading importers ⑥ are

2. ① if you could

② into our country

③ supply us with a list of manufacturers

29


④ should be glad

⑤ we

⑥ likely to be able to export these products

3. ① being specialized in ② express our desire

③ we ④ the export of machine tools

⑤ to trade with you ⑥ in this line

4. ① we ② very much regret that

③ to supply you ④ not in a position

⑤ we are ⑥ with our products

5. ① in order to ② by airmail

③ we ④ our catalogue

⑤ are glad to send you ⑥ give you some idea of

⑦ the items we export

IV Translate the following sentences into Chinese.

1. We have learned your name from the US Embassy in Beijing as an

importer of plastic products.

2. You are introduced to us by Johnson Co., Ltd. as one of the leading

importers of electronic products.

3. We have got your name from Mr. Henry Smith, one of our business

friends.

4. Your name has been recommended to us by the Chamber of Commerce

of your city.

5. We enjoy an excellent reputation in this f ield and we supply best quality

products.

6. We are one of the leading importers/exporters in Beijing.

7. Being one of the leading importers of textiles in Canada, we are writing

in the hope of establishing trade relations with you.

8. We send you by airmail a brochure on the various kinds of toys now

available for export.

9. We are desirous of establishing regular business relations with you.

Documents

CORRESPONDENCE FOR INTERNATIONAL BUSINESS 外 贸 函 …图书在版编目（cip）数据 外贸函电／陈拥宪主编. —上海：华东理工大学 出版社，2015.8 isbn 978

CORRESPONDENCE FOR INTERNATIONAL BUSINESS 外贸函 …图书在版编目（cip）数据外贸函电／陈拥宪主编. —上海：华东理工大学出版社，2015.8 isbn 978