外贸英语函电_第2版

外贸英语函电（第2版）

主编尹小莹, 郭黎光

UNIT ONE

BASIC KNOWLEDGE OF BUSINESS LETTER WRITING

商务书信写作的基础知识

Ⅰ

. Form and Structure of Business Letters

商务书信的书写格式及构成

1. Form

格式

(1) Full block form 齐头式

Blyco Textile Group B. V.

Ossterstra 2,7524DZ Enschede

The Netherlands

Tel: 53-8774

Telex: 45635

Fax: 53-333117

Your ref: C9246

Our ref: bwbw

Date: April 24, 1998

Xi'an Textile Import & Export Corp.

108 LianHu Road,

Xi'an, Shaanxi, China

Dear Sirs,

Thank you for your letter of April 18, 1998. We are a company that is - for years already - engaged in importing clothing items from your country, although not from Xi'an.

We are interested in contacts as mentioned by you. Our Purchasing Manager, who is in Hong Kong at the moment, will contact you when he returns.

With kind regards.

Yours faithfully,

Blyco Textile Group B. V.

(Signed) …

J.Kistemaker, Manager

In the Full block form, every part of a letter is typed from the left margin. It is convenient to be typed with a typewriter but the layout is not so beautiful. So some businessmen use a modified block form with indented style.

(2) Modified block form with indented style 混合式

Blyco Textile Group B. V.

Ossterstra 2,7524DZ Enschede

The Netherlands

Tel: 53-877432

Telex: 45635

Fax: 53-333117

Your ref: C9246 Our ref: bwbw Date: April 24, 1998

Xi'an Textile Import & Export Corp.

108 LianHu Road,

Xi'an, Shaanxi, China

Dear Sirs,

Thank you for your letter of April 18, 1998. We are a company that is - for years already - engaged in importing clothing items from your country, although not from Xi'an.

We are interested in contacts as mentioned by you. Our Purchasing Manager, who is in Hong Kong at the moment, will contact you when he returns.

With kind regards.

Yours faithfully,

Blyco Textile Group B. V.

(Signed) …

J. Kistemaker, Manager

In the Modified block form with indented style the sender's address is typed (or printed) in the up-middle part. The receiver's address starts from the left margin. The complimentary close as well as the signature are typed from the middle little towards the right. As the business letters are supposed to be simple and clear, so the Modified block form and Simplified form come out. In the Modified block form all the parts start from the left margin, except the date, complimentary close and signature which are positioned same as that in the Modified block form with indented style.

(3) Modified block form 改良式

Blyco Textile Group B. V.

Ossterstra 2,7524DZ Enschede

The Netherlands

Tel: 53-877432

Telex: 45635

Fax: 53-333117

Your ref: C9246 Our ref: bwbw Date: April 24, 1998

Xi'an Textile Import & Export Corp.

108 LianHu Road

Xi'an, Shaanxi, China

Dear Sirs,

Thank you for your letter of April 18, 1998. We are a company that is - for years already - engaged in importing clothing items from your country, although not from Xi'an.

We are interested in contacts as mentioned by you. Our Purchasing Manager, who is in Hong Kong at the moment, will contact you when he returns.

With kind regards.

Yours faithfully,

Blyco Textile Group B. V.

(Signed) …

J. Kistemaker, Manager

Simplified form is somewhat like Full block form. But some parts are omitted, such as salutation and complimentary close.

(4) Simplified form 简化式

Blyco Textile Group B. V.

Ossterstra 2,7524DZ Enschede

The Netherlands

Tel: 53-877432

Telex: 45635

Fax: 53-333117

April 24, 1998

Xi'an Textile Import & Export Corp.

108 LianHu Road

Xi'an Shaanxi, China

Thank you for your letter of April 18, 1998. We are a company that is - for years already - engaged in importing clothing items from your country, although not from Xi'an.

We are interested in contacts as mentioned by you. Our Purchasing Manager, who is now in Hong Kong at the moment, will contact you when he returns.

J.Kistemaker, Manager

The above four forms are popularly used nowadays. Which form a sender likes to choose depends on his or her preference. The main aim of designing a letter is to make the letter not only pleasing to the eye, but also convenient to be typed.

2. Structure

构成

(1) Parts of the business letter

a. letterhead 信头

b. reference and date 编号和日期

c. inside name and address 封内地址

d. attention line 注意事项

e. salutation 称呼

f. subject line 事由

g. body 信文

h. complimentary close 结尾敬语

i. signature 签署

j. enclosure 附件

k. carbon copy notation 抄送

l. postscript 附言

The following letter is designed to illustrate the position of each part mentioned above:

a. Chiwan Petroleum Supply Base

Chiwan, Shenzhen, China

Tel: (0755) 6694302

Oil Patch Tel: (0755) 6693098

Tlx: 446834 AAOTS CN

Fax: (0755) 6694008

Cable: 6987

b. Your ref: Our ref: BW/bw 3 May, 1998

c. Messrs. J. Brown & Co.

234 East cheap

London, E.C.3.

d. Attention: Import Dept.

e. Dear Sirs,

f. (Oil Tools)

g. We thank you for your letter of April 4.

In compliance with your request, we are sending you herewith a copy of our latest price list for your reference.

All prices are understood to be CIF European Main Ports, subject to our final confirmation. Payment is to be made by irrevocable Letter of Credit available by draft at sight.

As there is a heavy demand for the goods, we would suggest that you advise us by telex in case of interest.

We are looking forward to your early reply.

h. Yours faithfully,

Chiwan Petroleum Supply Base

i. (Signed) …

Wang Da Wei

Manager

j. Encl. as stated

k. cc. our Branch Offices

l. P.S. Your letter of April 22 has just come to hand. As requested, we will airmail you two samples tomorrow.

(2) The ways of writing parts

a. Letterhead 信头

Letterhead includes the sender's name, postal address, telephone number, telex number, fax number, cable address, and E-mail address, etc. Usually letterhead is printed in the up-center or at the left margin of a letter writing paper.

Chiwan Petroleum Supply Base

Chiwan, Shenzhen, China

Tel: (0755) 6678904

Oil Patch Tel: 6453321

Tlx: 446834 AAOTS CN

Fax: (0755) 6788002

Cable: 6789

E-mail: swihko@a077c6b0804d2b160a4ec04a

In some countries the letterhead contains other details. For example, in the U.K. the directors' names of a company is given.

Directors R. B. North, M. W. Beevers

W. D. J. Argent D. A. F. Sutherland

MACDONALD & EVANS LTD

Estover Road Plymouth PL6 7PZ

Telephone: 01253-405624

Cable address: MACEVANS PLYMOUTH

Telex: 45635

E-mail: awrhor@a077c6b0804d2b160a4ec04a

b. Reference and Date 编号和日期

In business communication, when a firm writes to another, each will give a reference. The reference may include a file number, departmental code or the initials of the signer followed by that of the typist of the letter. These are marked "Our ref:" and "Your ref:" to avoid confusion: Your ref: JBD/WM

Our ref: WDW/LP

They are typed immediately below the Letterhead. If desired, the reference initials can also be placed at the lower left margin two lines below the name of the signer.

The date should always be typed in full and not abbreviated (e.g. December for Dec.). And the -th, -st, -nd, and -rd that follow the day can be omitted (e.g. 5 May for 5th May, June 1 for June 1st). Don't write 97 instead of 1997 for the year.

The forms of dates are as follows:

15 August, 1997

August 15, 1997

Avoid typing dates in figures (e.g. 10/2/1997), since it could easily be confusing. Because English form follows the order of day, month and year while the U.S. practice is to write in the order of month, day and year. So 10/2/1997 could be taken as either October 2 1997 or February 10 1997.

c. Inside Name and Address 封内名称及地址

The name and address of the receiver is typed at the left-hand margin about two to four spaces below the date. It appears exactly the same way as on the envelope.

Mr., Mrs., Miss., and Ms -- the ordinary courtesy titles are used to address to one person. Mr.

for a man, Mrs., Miss., and Ms for a woman.

e.g. Mr. C. E. Eckersley, Ms. M. C. Mar.

After the name, his or her official position should follow, if there is any.

e.g. Mr. C. C. Eckersley, Director

Ms. M. C. Mar, President

Messrs. (abbreviation of Messieurs) is, also a courtesy title, used for partnerships whose firm's name includes a personal element, as in Messrs. Macdonald & Evans. It is not used, where there is no personal element in the name, as Utility Furniture Co. when the name already carries a courtesy title, as Sir William Dobson & Sons, or when the word "The" forms part of the name, as The Grayson Electrical Co.

The following are the two examples to show the way of writing an inside name and address:

e.g. 1 Messrs. William & Werner

36, Tower Street

North York, Ont.

M2H 1W8, Canada

e.g. 2 Mr. C. E. Eckersley

The London Export Corporation

6 and

7 Clifford Street

London, W. 1, England

d. Attention Line 注意事项

Attention line is used when the writer of a letter addressed to an organization wishes to direct the letter to a specific individual or section of the firm. It generally follows the inside address.

e.g. Attention: Mr. Smith Attention: The Sales Manager

e. Salutation 称呼

Salutation is the complimentary greeting with which the writer opens his letter. Its form depends on the writer's relationship with the receiver. The customary formal greeting in a business letter is "Dear Sir" or "Dear Madam" used for addressing one person; and "Dear Sirs", "Dear Mesdames", or "Gentlemen" (always should be in plural form and never write "Gentleman") for addressing two or more people. If the receiver is known to the writer personally, a warmer greeting "Dear Mr. Sb." is then preferred.

Salutation is usually typed three spaces below the inside address or the attention line, and followed by a comma for "Dear Sir", "Dear Sirs", and a colon for "Gentlemen".

f. Subject Line 事由

Subject line is actually the general idea of a letter. It is inserted between the salutation and the body of the letter either at the left-hand margin for fully-blocked letter form or centrally over the body for other forms. It calls the receiver's attention to the topic of the letter.

g. Body of the Letter 信文

This is the main part of the letter. It expresses the writer's idea, opinion, purpose and wishes, etc., so it should be carefully planned. When writing, pay attention to the following:

(a) Write simply, clearly, courteously, grammatically, and to the point.

(b) Paragraph correctly, confining each paragraph to one topic.

(c) See that your typing is accurate and the display artistic.

Aim at an attractive and pleasing appearance for your letter. Margins especially are important, since they serve to "frame" your letter.

For very short letters you may adopt double line-spacing except for your correspondent's name and address for which single line-spacing should always be used.

If there has been previous correspondence, the reply letter will refer to it in the first paragraph. The writer's plans, hopes and expectations will be expressed in the last paragraph.

h. Complimentary Close 结尾敬语

Complimentary close is merely a polite way of ending a letter. It is in keeping with the salutation. The most commonly used sets of salutation and complimentary close are: Formal:

Dear Sir(s), Yours faithfully,

Gentlemen: Truly yours,

Less formal:

Dear Mr Henry, (:) Yours sincerely, (or Sincerely Yours,)

As the salutation and complimentary close are merely a matter of courtesy and don't mean anything to the message, they can be omitted in the simplified form used nowadays.

The complimentary close, when it is used, must never be separated from the substance of a letter by carried to a separate sheet. If through faulty judgment this becomes necessary, the letter must be scrapped and retyped -- leaving narrower spaces to retype the letter within one sheet of paper or rearranging the letter with some portion of the body carried over to the next sheet.

When using continuation sheets, plain paper of the same quality as the letterhead must be used and typed with a heading to show:

(a) the number of the sheet (in the center of the page)

(b) the name of your correspondent (on the left-hand side)

(c) the date of the letter (on the right-hand side)

e.g.

__________________________________________

| --2-- |

| |

| L. A. Brizier & Co. 1 March, 1998 |

|________________________________________|

i. Signature 签署

It is common to type the name of the writer's firm or company immediately below complimentary close. Then the person who dictating the letter should sign his name, by hand and in ink, below it. Since hand-written signatures are illegible, the name of signer is usually typed below the signature, and followed by his job title or position.

Never sign a letter with a rubber stamp.

The following are examples of signing a business letter:

(a) Yours faithfully,

THE NATIONAL TRANSPORT CO.

(Signature)

Wang Da Wei

Manager

(b) Yours truly,

for The Overseas Co. Ltd

(Signature)

W. Black

President

j. Enclosure 附件

If something is enclosed, note it below the Signature.

Enclosures 4 samples

Encl. Price List

k. The Carbon Copy Notation 抄送

When copies of the letter are sent to others, type c.c. below the signature at the left margin.

c.c. The Osaka Chamber c.c. Mr. G well

1. Postscript 附言

If the writer wishes to add something he forgot to mention or for emphasis, he may add his postscript two spaces below the carbon copy notation:

P.S. The samples will be mailed to you tomorrow.

Try to avoid using P.S. since it may suggest that the writer failed to plan his letter well before he typed it.

(3) Model of a Business Letter

TRITON

October 17,1997

Mr. Zhao Jun

Shenzhen Far East Oil Tools Ltd.

Chiwan Petroleum Supply Base

Shekou, Shenzhen

Ref: Provision of Drill Tools

Service Order No. CHI-SO-001

Dear Sirs,

Please find attached Service Order No. CHI-SO-001 for the above referenced service.

Should you have any questions, please do not hesitate to contact us.

Sincerely yours,

Melvin D. Johnson

Materials and Contracts Coordinator

3. Addressing Envelopes

信封的写法

Business Envelopes ordinarily have the return address printed in the upper left corner. The receiver's name and address should be typed about half way down the envelope.

The postmark or stamps should be placed in the up right-hand corner, while the bottom

left-hand corner is for post notations such as "Confidential", "Secret", "Printed Matter", etc.

_________________________________________________________

| China National Chemicals (stamp) |

| Import & Export Co. |

| Beijing, China |

| Overseas Trading Co. |

| 153 Market Street |

| London, E.C.3 |

| Registered |

|_______________________________________________________|

It is important to include the postcode (zipcode in the U.S.A.) in order to facilitate mechanical mail-sorting.

Ⅱ

. Writing Principles of the Business Letter

写信的原则

(1) Courtesy 礼貌

Courtesy is not mere politeness. It stems from a sincere You-attitude.

Compare:

(Polite)

We have received with many thanks your letter of Oct. 7, and we take the pleasure of sending you our latest catalog. We wish to draw your attention to a special offer which we have made in it.

(Courteous)

You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of Oct. 7.

In order to make a business letter courteous, try to avoid irritating, offensive, or belittling statements. To answer letters promptly is also a matter of courtesy.

(2) Consideration 体谅

Consideration emphasizes (You-attitude) rather than (We-attitude). When writing a letter keep the reader's request, needs, desires, as well as his feelings in mind. Plan the best way to present the message for the reader to receive.

The following points are necessary for writing a letter to embody consideration:

a. You-attitude

Compare:

We-attitude

We allow 2 percent discount for cash payment.

We won't be able to send you the brochure this month.

You-attitude

You earn 2 percent discount when you pay cash.

We will send you the brochure next month.

b. Focus on the positive approach

Compare:

(Positive)

We feel sure that you will be entirely satisfied.

(Negative)

We do not believe you will have cause for dissatisfaction.

(Positive)

Perhaps next time we can send you what you require.

(Negative)

We regret our inability to serve you at this time.

(3) Completeness 完整

A business letter should include all the necessary information. It is essential to check the message carefully before it is sent out.

(4) Clarity 清楚

The writer must try to express his meaning clearly so that the reader will understand it well. To achieve this, he should try to:

Avoid using the words which have different understanding or unclear meaning.

e.g. As to the steamers sailing from Hong Kong to San Francisco, we have (bimonthly) direct services.

The word "bimonthly" has two meanings: twice a month, or once two months. The reader will feel puzzled about the meaning.

(Rewriting):

a. We have two direct sailings every month from Hong Kong to San Francisco.

b. We have semimonthly direct sailing from Hong Kong to San Francisco.

c. We have a direct sailing from Hong Kong to San Francisco every two months.

Pay attention to the position of the modifiers.

e.g. a. We shall be able to supply 10 cases of the item (only).

b. We shall be able to supply 10 cases (only) of the item.

The modifier "only" in the above sentences modified two different words, so the two sentences have different meanings.

Pay attention to the sentence structure.

Compare:

e.g. a. We sent you 5 samples yesterday of the goods which you requested in your letter of May 25 by air.

b. We sent you, by air, 5 samples of the goods which you requested in your letter of May 25 yesterday.

Paragraph carefully and properly.

Commercial letters should be clear and tidy, easy to understand the content. So a writer should paragraph a letter carefully and properly. One paragraph for each point is a good general rule. (5) Conciseness 简洁

That is using concise sentences and fewest words, without losing completeness and courtesy, to explain the meaning of a letter clearly.

The following are the methods of making a letter concise:

Avoid using wordy expressions.

wordy: We wish to acknowledge receipt of your letter….

concise: We appreciate your letter….

wordy: Enclosed herewith please find two copies of….

concise: We enclose two copies of….

Avoid unnecessary repetition.

Will you ship us any time during the month of December, or even November if you are rushed, for November would suit us just as well.

(Rewriting)

Please ship us by the end of November.

Using short sentences, simple words and clear explanations:

a. Use a word to replace a phrase:

enclosed herewith enclosed

at this time now

due to the fact that because

a draft in the amount of $1,000 a draft for $1,000

b. Use a phrase to replace a sentence.

Please don't hesitate to call upon us.

Please write us.

Please see that an enquiry is conducted to determine the reason.

Please find out the reason.

c. Use words to replace clauses:

We require full-automatic washing machine which is of the new type.

We require new-type full-automatic washing machine.

Avoid padded expressions:

(It should be noted that) this is the best we can do.

(For your information) we enclose a catalogue.

(Please be advised that) we have received your invoice.

Using subject line flexibly and properly:

Using subject line properly and flexibly can cancel the same content in the opening sentence of

a letter.

(6) Concreteness 具体

Make the message specific, definite and vivid.

Compare:

ST858L 5-Band Stereo Radio Cassette Recorder is of full functions.

(Rewriting)

ST858L 5-Band Stereo Radio Cassette Recorder can delivers superb

FM/MW/LW/SW1/SW2/FM Stereo band reception. Full auto-stop and automatic quick program search (AQPS system).

We have drawn on you as usual under your L/C.

(Rewriting)

We have drawn on you our sight draft No. 845 for the Invoice amount, US $560.00, under your L/C No. 246 of the China Bank.

(7) Correctness 正确

Correctness refers not only to correct usage of grammer, punctuation and spelling, but also to standard language, proper statement, accurate figures as well as the correct understanding of commercial jargons.

Grammar mistakes often occurred in business writing.

a. with pronouns.

Our competitors' prices are 2-3% lower than (us) (ours).

b. with verbs.

It is one of the machines that was (were) delivered last week.

c. With conjunctions.

This fridge not only is attractive (is attractive not only) in proper price, but also in good quality.

d. with subjects.

While studying the report, the telephone rang.

(Rewriting)

While I was studying the report, the telephone rang.

Depositing money with us, our bank can pay you high dividends.

(Rewriting)

Depositing money with us, you earn high dividends.

Avoid using overstatements.

It is the lowest price available to you.

(Rewriting)

It is the lowest price that we can offer you now.

We are well-established exporters of all kinds of goods made in Sweden.

(Rewriting)

We are well-established exporters of Swedish sundry goods, such as Toys, Buttons and Stationary.

Accurate numbers.

5% up to 10% both inclusive

up to $40 inclusive

on or after July 10

from the 1st to 15th of March both inclusive

for five days exclusive of the day of despatch.

for 15 days exclusive of Sundays

Stg. $445.00 (Four Hundred and Forty-five pounds Sterling only)

￡15.01 (Fifteen Pounds and One penny)

US $450.00 (say US Dollars Four hundred and Fifty only) or (Four Hundred and Fifty Dollars U.S. Currency) or (Four Hundred Fifty & 00/100 United States Dollars)

5ft. 10in (five feet ten inches)

1'5" × 2' × 31/2" (one foot five inches wide, two feet long, and three inches and a half thick (high))

1/4" pipe (pipe measuring 1/4 inch)

120 sq. ft. (120 square feet)

40c. ft. (40 cubic feet)

28" × 30yds. (28 inches in width, 30 yards in length)

Capital letters

Business correspondence has its special capital letter writing regulations besides the ordinary rules.

a. North, South, East, West

When they are used for districts or areas but not for orientations:

South-West Africa

North America

West Europe

b. The name and the brand of a commodity

"Great Wall" Electric Fan

"Three Stars" Calf Shoes

Chinese Cotton Piece Goods

c. The name of documents

Price List

Letter of Credit

Catalog E-35

Order No. 123

d. The name of the transportation tools

the S.S. "Merry Captain"

the S.S. "Lucky Prince"

the m.v. "East Wind"

the m.v. "Silver River"

Exercises

1. Arrange the following in the form of a letter:

(1) Sender's name: Shaanxi Machinery & Equipment Imp. & Exp. Corporation.

(2) Sender's address: 29 Changle Zhong Road, Xi'an, China

(3) Sender's telephone: 5332653

(4) Sender's telex: 70105 MAIEC CN

(5) Sender's fax: (029) 5335496

(6) Date: …

(7) Receiver's name: The Pakistan Trading Company

(8) Receiver's address: 15 Broad Street Karachi, Pakistan

(9) Attention Line: Export Dept.

(10) Salutation: Dear Sirs

(11) Subject line: …

(12) Message: …

(13) Complimentary close: …

(14) Signature: …

2. Address an envelope for the above letter.

UNIT TWO

ESTABLISHING BUSINESS RELATIONS

建立贸易关系

Introduction

To establish business relations with prospective dealers is the base of starting and developing of business. It is vitally important for both a new dealer and an old one.

But by what means can a businessman secure all the necessary information about a new market and a new customer? Well, he may do so through the following channels or with the help of:

(1) the advertisements in newspapers

(2) the introduction from his business connections

(3) the introduction from his subsidiaries or branches, agents abroad

(4) the market investigations

(5) attendance at the export commodities fairs

(6) visit abroad by trade delegations and groups

(7) self-introductions or enquiries received from the merchants abroad

(8) the banks

(9) the Commercial Counsellor's Office

(10)the chambers of commerce both at home and abroad

In such cases, the writer usually informs his addressee of the following:

(1) the source of his information

(2) his intention

(3) the business scope of his firm

(4) the reference as to his firm's financial position and integrity

If the writer intends to buy for import, he may also make requests for catalogues, samples, price list, etc.

To close the letter, the writer usually expresses his expectation of cooperation and an early reply.

This kind of letters should be written cordially, sincerely and courteously.

Ⅰ

. Letters for Establishing Business Relations

建立贸易关系的常用书信

Specimen Letters

1. Importer Writes to Exporter

进口商给出口商的信

Dear Sirs,

We have obtained your address from the Commercial Counsellor of your Embassy in London and are now writing you for the establishment of business relations.

We are very well connected with all the major dealers here of light industrial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.

As to our standing, we are permitted to mention the Bank of England, London, as a reference.

Please let us have all necessary information regarding your products for export.

Yours faithfully,

Notes

1. commercial adj. 商业的，商务的

commercial counsellor 商务参赞

commercial counsellor's office 商务参赞处

commercial attache 商务专员

commercial articles 商品，（报上）商业新闻

commerce n. 商业

commerce department 商业部门

2. embassy n. 大使馆

the American Embassy in Beijing 美国驻北京大使馆

ambassador n. 大使，使节

3. dealer n. 商人

retail dealer (or: retailer) 零售商

wholesale dealer (or: wholesaler) 批发商

deal n. v. 贸易，成交，经营

make (or: do) a deal with… 与……做交易

deal on credit 信用交易，赊帐买卖

4. connected with… 与……有联系；与……有关系

5. light industrial product 轻工业产品

6. competitive adj. 有竞争力的

competitive price 竞争价格

competitive capacity 竞争能力

competitive power 竞争能力

competitive edge 竞争优势

If your price is competitive, we will place an order with you. 如果你方价格有竞争力的话，我们将向你方发出订单。

Your products has no competitive capacity in our market. 你方产品在我市场上没有竞争力。

compete v. 竞争

～with (or: against) sb. in sth. 在……方面与某人竞争

We should compete with other enterprises in the quality of the products. 我们必须在产品的质量方面与其它企业竞争。

～with (or: against) sb. for sth. 为……事情与某人竞争

We must compete against other countries in trade for obtaining larger international market. 为了获取更大的国际市场我们必须与其它国家在贸易方面进行竞争。

competition n. 竞争

To enable us to meet competitive, you must quote the lowest possible price. 为了使我们能适应竞争，你方必须报尽可能低的价格。

competitor n. 竞争者

We trust that the superior quality, attractive design and reasonable price of our products will surely enable us to defeat the competitors. 我们相信我方产品的优良质量、诱人设计、合理价格定能使我方击败竞争对手。

7. standing 资信情况，信誉，固定的，永久的

standing cost 长期成本，固定成本

standing orders 长期定单

standing director 常务董事

有关"资信情况"的表达方法还有：

credit standing 信誉情况

financial standing 财金情况

finances 财源，资金情况（常用复数）

8. We are permitted to mention the Bank of England, London, as a reference. 我们已征得伦敦的英国银行同意，把它们作为我们的咨询银行。

9. regarding prep. 关于，与with regard to, in regard to, as regards 同义，一般可以换用。

Regarding the terms of payment, we require confirmed and irrevocable letter of credit. 关于支付条件，我们要求保兑的、不可撤消的信用证。

2. Self Introduction by Exporter

出口商的自我介绍

Dear Sirs,

We write to introduce ourselves as one of the largest exporters, from China, of a wide range of Machinery and Equipments.

We enclose a copy of our latest catalog covering the details of all the items available at present, and hope some of these items will be of interest to you.

It will be a great pleasure to receive your inquiries for any of the items against which we will send you our lowest quotations.

Should, by chance, your corporation not deal with the import of the goods mentioned above, we would be most grateful if this letter could be forwarded to the correct import corporation.

We are looking forward to your favourable and prompt reply.

Yours faithfully,

Notes

1. a wide range of… 大范围的……，各类的……

2. enclose v. 封入

We enclose a copy of our price list. 随函附上我方价目表一份。

过去分词enclosed可作名词用，前面加定冠词。

We believe you will find the enclosed interesting. 我们相信你们对所附之件会感兴趣。

enclosure n. 附件(缩写: Encl. Enc.)

3. catalogue n. 目录(也可写作catalog)

latest catalogue 最新目录

catalogue for the standardized parts 标准化零件目录

catalogue of material 材料目录

4. available adj. 可利用的，可得到的，可供应的(做定语时前置后置均可，后置较为常用。)

commodities available for export 供出口的商品

not available 缺货

We will ship by the first steamer available (or: the first available steamer) next month. 货物将由下月第一条便船装运。

This is the only stock available (or: the only available stock). 这是唯一可供之货。

We are sending you under cover a catalog covering the goods available at present. 随函附上一份我方目前可供之货的目录单。

5. inquiry n. 询价，询盘(美国人常用，英国人有时使用enquiry)

6. quotation n. 报价，行情

quotation table (list) 价目表

exchange rate quotation 外汇行情

discount quotation 贴现行情

market quotation 市场行情

quote v.t. 开价

quote a price 报价

quote favourable terms 报优惠价

7. deal with 经营，处理

Our company deals with the import and export of chemical products. 我们公司经营化工产品的进出口业务。

表示"经营（某种或某类商品）"的说法很多，常见的有：handle, deal in, trade in, be in the line 等。上面的例句可改写为：

Our company handles (or: deals in, trades in, is in the line of) the import and export of chemical products.

8. forward v.t. 转交，传递

Your letter of November 8 addressed to our Head Office has been forwarded (or: transmitted, referred, passed on, handed over) to us for attention and reply. 你方11月8日致我总公司的函已转给我们办复。

9. care of = c/o 由……转交，信封上常用。如：

Mr. David Smith c/o world Trading Co. 由世界贸易公司转交史密司·大卫先生。

10.favourable adj. 有利的，赞成的，有帮助的

表示赞同某事或表示对某人、某事有利，后接介词to：

We are favourable to your terms and conditions of this transaction. 我们同意你方这个交易的条件。

The market has so changed as to be favourable to the sellers. 市场变为对卖方有利。

如果表示对某种行为有利一般接介词for:

The time is not favourable for the disposal of the goods. 现在不是卖货的有利时机。

favourable reply 合意的回答，类似good news，相当于中文的"佳音"、"好消息"。

favourable price 优惠价格

3. Exporter Writes to Importer

出口商给进口商的信

(1) Dear Sirs,

Your firm has been recommended to us by John Morris & Co., with whom we have done business for many years.

We specialize in the exportation of Chinese Chemicals and Pharmaceuticals, which have enjoyed great popularity in world market. We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is interesting to you.

We hope you will give us an early reply.

Yours faithfully,

Notes

1. specialize in 专门（从事），专门（经营）

We specialize in the import and export of Arts and Crafts. 我们专门经营工艺品的进出口。

2. chemicals n. 常用复数，化工产品、化学制品 (=chemical products)

3. pharmaceutical n. 药品，药剂，成药

4. enjoy great popularity 享有盛誉

类似的表达方法有：

The goods are most popular with our customers.

The goods have commanded a good market.

The goods are selling fast (or enjoy fast sales).

The goods are universally acknowledged.

The goods are unanimously acclaimed by our customers.

"畅销品"有如下表达法：

ready seller; quick seller; quick-selling product.

Judging from our experience in marketing our garden tools in Australia, we are rather confident that they will soon become quick-selling products in your market. 根据我们在澳大利亚销售园林工具的经验，我们相信这些产品将很快在你方市场上成为畅销品。

5. contact v.t. 与……联系；与……接触

For further details, please contact our local office. 详情请向我们当地的分支机构探询。

contact n. 联系；交往

We have been in contact with that firm for nearly two years. 我们与那家公司有近两年的交往。

(2) Dear Sirs,

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