Unit 1 Business Letter Writing 商业书信撰写1.The Salutation 称呼这是写信人对收信人的一种称呼，其位置是在封内地址的下面空两行，目前外贸书信中一般通用的称呼语有：Dear sir , Dear Madam, Dear Sirs,Dear Mesdames, Gentlemen(不能用单数),Dear Mr.xxxplimentary Close 结束客套语结束语是一种客套用语它应与前面的称呼相呼应，后面加逗号。
如：Dear Sir(s): Yours faithfully,or Faithfully yours,Gentlemen: Truly yours,or Yours truly,Dear Mr.xx, Yours sincerely or Sincerely yours,3.Enclosure 附件如信中有附件时，应在签名下注明Encl.或Enc.如附件不止一件应注明2 Encls or 3 Encls,或详细列明如下：Encls: 2 InvoicesEnc: 1 Photo1 Certificate4.5.6.Unit 2 Establishing Business Relations 建立业务关系1．说明信息来源（The source of information）Your company has been kindly introduced to us by…we learn from…that…简单介绍自己公司（brief introduction to your own company ）We wish to introduce ourselves to you as…Our lines are mainly …写信目的（The intention of writing the letter）We are willing to enter into business relations with you.we are now writing to you for the …表达合作愿望（Expressing the intention of cooperation and getting early reply）We look forward to receiving …Your early reply is appreciated.2.短语be introduced to 被介绍给……fall within the business scope of 属于……的经营范围enter into (establish, build，open up) business relations with 与……建立业务关系at an early date 尽早a general idea/a rough idea 一般的了解，大致概况Upon /on receipt of 一收到……Look forward to+n./v-ing 盼望，期待the Commercial Counsellor’s Office 商务参赞处avail oneself of 利用In a position to do sth 能够……State-owned/State-operated/State-run 国营的，国有的Specialize in 专业经营，专营engaged in 从事Under/By separate cover/post 另寄，另外邮寄with a view to 为了3.句子1)Your letter of the 2nd March expressing the hope of establishing businessconnections with us has been received with thanks.你3月2日希望同我们建立业务关系的信已经收到，谢谢。
2)在收到你方具体询价时，我将立即寄上报价单及样品。
We will send you our quotations and samples immediately on/upon receipt of your specific（concrete）enquiry.4.信例Write a reply to ABC co. with the following particulars.1.Acknowledge the receipt of their letter of June 27;2.Agree to their proposal of establishing trade relations with youmodity inspection will be handled by the bureau concerned in Shanghai.Dear sirs,With reference to（关于）your letter of June 27,we are glad to learn that you wish to enter into trade relations with us, which also meets our interest.To give you a general idea（大概情况）of our products , we are sending you by air a catalog showing various products being handled by this corporation with detailed specification and means of packing. Quotations and sample will be sent upon receiptof （一收到…就）your specific enquiries.As we have not had the pleasure of doing business with you in the past, we would like to inform you that our goods for export are to be inspected by the Shanghai Commodity Inspection Bureau before shipment, and necessary certificates in regard to（关于）the quality and quantity of the shipment will be provided.We are looking forward to your early reply.Yours faithfullyUnit 3 Statuis Enquiry 咨询1.短语on the point of 正要……的时候be obliged to sb 感激be obliged to do sth 被迫，不得不Meet One's Obligation 偿清债务inform sb. of sth. 告知某人某事pleased be informed that…兹通知In confidence 私下，秘密地It goes without saying…不言而喻，不用说On your part 你方Up to 直到Line/business scope 业务（范围）in line with 符合，与……一致be in sth./ be dealing in sth. 经营have placed an order with 向……下订单comply with 遵从Turnover 营业额proceed with 继续进行2.句子1)The firm, Anderson & Co., is dealing in pharmaceutical chemicals. They havewide connections with an annual turnover of US $100,000. We usually grant them credit up to US $30,000 without security and they have never failed tomeet their engagement.安特森公司经营西药化工原料。
他们具有广泛的业务关系，年营业额约10万美元。
我们通常给予他们3万美元的信贷，而不需任何抵押物品，他们从来没有不履行承诺。
2)Messrs.William Little & Co. have placed an order with us in an amount of US$50,000. Since they ask for payment to be made by D/P, instead of L/C at sight as usually accepted by us, we should be glad to know if they have any record ofdefault and if it is safe for us to comply with their request. It is understood that any information you may supply us with will be considered as confidential andwithout any responsibility on your part.威廉立德尔公司向我们定购5万美元货物。
由于他们要求用D/P付款，而不是用我们通常接受的即期L/C付款，因此我们将乐于知道该公司是否有任何违约记录，我们答应他们的要求是否安全。
勿庸说明，你提供给我们的任何信息将被认为是机密的，你方对此不负任何责任。
Unit 4 Enquiries and Replies 询盘及答复1.写作方式1)介绍信息来源或提上一封信等。
We know your company through the courtesy of …We are a company dealing in…We write to inform you that we are interested in …We have pleasure in informing you that we…2)具体的询价（比如要求对方提供什么信息和服务等，这一部分要写得具体、清楚）If you can quote us a firm offer（实盘）for…we shall appreciate it.We will be pleased to have your offer …Your quotations for the following will be highly appreciated.3)表达合作愿望We would like very much to cooperate with you.Should your price be competitive, we intend to place a large order with you.We appreciate your cooperation.2.短语be keenly interested in 很感兴趣for our reference 供我们参考in demand for sth. 需要……Meet 满足，应付meet with 遭遇，受到enquire for sth 询问enquire of sb. about sth. 询问某人某事enquire into 调查，探究Regarding/concerning/about/ with regard to/ in regard to/as regards 关于in response to/ in reply to /in answer to 回复，回答to the best of one’s ability 尽力In need of需要assure sb of sth 使确信,保证fall due （汇票）到期Expire (信用证）到期engage in从事,忙于Engagement 约定,契约fulfil l one’s engagement 履行契约break one’s engagement 毁约keep one’s engagement 遵守约定enter into new engagement 达成新契约meet one’s engagement 履行契约place regular orders 定期订购on behalf of 代表，为了…的利益enclosed please find 附上…请查收profit margin 盈余，利润幅度by separate post 另邮寄financial standing, business capacity and character 资金情况，业务能力和信誉selling season 旺季supply from stock 现货供应quote CIF London 报CIF伦敦价confirmed ,irrevocable L/C 保兑的，不可撤销的信用证3.句子1)We are pleased to inform you that there is a good sale for your drilling machinemodel Z-33 and would ask you to send us your best offer. If your price is found competitive, we are confident there are good prospects for business.我们乐于告诉你们，你们的z－33型钻床销路很好。