第一章：外贸英文书信的组成部分，格式，信封，语言特点1.1外贸英文书信的语言特点1.conciseness语言简洁—We do not anticipate any increase in prices inthe near future. (×)—We do not expect prices to rise soon. (√)2.Correctness表达准确（能有多仔细就多仔细）—Our apples are excellent. (×)—Our apples are juicy, crispy and tender. (√)3.Clarity内容清晰（不要产生歧义）— They have a decided advantage in regard tofreight. (×)— They have a decided advantage in regard tofreight charges. (√)4.Courtesy 用词礼貌（语气积极）—We won’t be able to send you the brochurethis month. (×)—We will send you the brochure next month. (√)❤Singling out your readerUsing the reader’s nameBuilding goodwillAvoiding angerDirectness in good news and routine messagesIndirectness in bad news messagesIndirectness in persuasion1.2 书信的组成部分1. Letterhead---Ref.No.2. Date3. Inside address4. Attention line5. Salutation6. Subject line7. Body8. Complimentary close9. Signature10. Enclosure (on attachment)11. Copy notation1.2.1信头Heading❤称呼中的标点符号要加一起加，不加就不加（称呼和结尾敬语）Dear Sir, Yours truly,1.2.7 正文body❤附言 Postscript P.S. ……1.3格式与布局1.3.1齐头式1.3.2修正齐头式日期、结尾敬语、签名移至右边1.3.3缩进式日期、结尾敬语、签名移至右边封内地址每行向右缩进2个字符、正文内容每段向右缩进5个字符注意：当有经办人姓名，就要写在收信人（公司）名称上一行例子：第二章：外贸英文传真的写作（内容、格式）、电子邮件的写作二．传真的字样（出现在标题与信头之间）------Fax Message-----Facsimile----四．正文（左顶格写）称呼、内容、结尾敬语、签名（不能缩写）❤实例：书本17页注意：页数超过一页需要另写封页2.2外贸英文电子邮件的写作2.3实用例子1.Please e-mail us when something new comes up.2.Please confirm the order and e-mail a shipping schedule.3.The proforma invoice is coming to you in the attachment.4.As soon as the goods are available,we’ll inform you by fax.5.We have to apologize to you for not answerin g your letter in time.6.We are very grateful to you for your enquiry dated Dec.2.7.With reference to your equiry of May 16th,we shall be pleased to supply 80 sets of scanners at the price of 120 dollars each.❤Particulars 详情Procedures of International Sale of Goods 国际货物销售步骤1.Initiation—establising business relations（建立业务关系）2.Trade Negotiation交易磋商1）Enquiry2) Offer3) Counter-offer4) Acceptance3.Formation of the Contract(合同订立）4.Implimentation of the Contract(合同履行）1）Cargo Readiness备货2) Examination of /and Amendment to L/C3) Shipment, Customs Clearance 通关and Insurance4) Documentation备办单证5）Financial Settlement of L/C第三章：建立业务关系3.1建立贸易关系基本结构第一，告知对方信息来源第二，致函目的第三，介绍自己第四，期待合作第五，结尾敬语，签名新关系建立（写信人）：buyer P29、sellerP32、manufacturerP35旧关系的重建：P34回复信函：P37好词（单项选择）Potential buyer 潜在的买家Introductory letter 自荐信Mutually beneficial 互利Business extension 扩展业务❤Experience 经验不可数Set up a long-lasting a/an good/excellent reputation 长期建立了良好的声誉Distributor 分销商Manufacturer 制造商You may rest assured 贵方尽可放心Sensible price 有竞争力/合情合理/明智的价格Competitive price具有竞争力的价格Moderate price 适中的价格Favorable price 优惠的价格Reasonable price 合理的价格Attractive price 有吸引力的价格Products 产品Comprehensive 广泛多样的/全面的Obtain/Have your name 获悉你方Extending our range 扩大业务经营范围Business activities 经营Latest 最新的Place volume orders on you 向你下大量订单Early reply 早日的回复Brochure 小册子=pamphletEstablished 既定的Specialize in经营Enter into business relationship with sb 与。
建立贸易关系Specific enquiry 具体的询盘Be in a position to… =be able to…Without the least delay 立即In the market for 想要购买…Handle经营Meet sb’s interest 符合我方意愿Conclude /close business 达成交易In compliance with your resquest 依你方要求好句Please be informed that the L/C has been opened.我方通知你方信用证已开出You could cntact us if you any item is interesting to you.如果对我方任何产品感兴趣请联系我方We enclose a copy of our price list.随函寄价目表一份。
Please refer to the following bank for our credit standing.请向以下银行打听我方资信状况。
Refer to sb for sth向某人打听某事On receipt of your L/C,we shall effect shipment without delay.一收到贵方信用证，我方将毫不拖延立即装船。
We have been in this line of business for many years.我方经营此业务已多年Payment shoule be made by irrevocable,confirmed L/C.请以保兑的不可撤销的信用证支付。
第四章资信调查信函一．资信调查的途径1.bank to bank2.enquiry agencies3.chamber of commerce4.外国驻华商务机构/本国驻外商务机构5.Business co-operators二．资信调查的内容3C（财务状况capital、能力状况capacity、信誉品行conduct）三．资信调查函的写作注意事项：1.Confidential2.Reasonable3.Thankful4.Formal&professional四．资信调查中的人物关系一般情况：Seller调查buyer，通过银行或机构的途径写调查信：写信：seller 收信：agency回复调查：收信：seller 写信：agency五．写调查信的基本结构⏹ 1. from where you get the name and address 怎样获得资信证明人的信息⏹ 2. state directly your writing purpose 调查某公司的目的⏹ 3. your promise 对信息的保密⏹ 4. your wishes. 感谢提供信息六．资信调查的信函类型⏹写信函An enquiry⏹回信函A favorable reply信用良好的答复A unfavorable reply信用不佳的回复好词Execute an order 执行订单Execute a contract 执行合同Financial standing 财务状况Credit standing 信用状况In confidence 保密Inform sb of sth 通知某人某事Provide sb with sth提供某人某物Respecting=concerning关于Liability 债务Asset 资产Creditor 债权人Extend credit to sb 给予赊账on due dates按期好句The above information is strictly confidential and is given without any responsibility on this bank.以上信息绝对保密，本银行对此概不负责Any information you may give us will of course be treated as strictly confidential.对于贵方所提供的所有信息，我方必定对此严格保密。