一．问答1.Business Letters商业信函结构：1）The Heading信头2）The Inside Address封内地址3）The Salutation称呼4）The Body of the letter 信的正文5）The Complimentary Close结束语6）The Signature签名2.得到顾客的途径：1）商业行会Chamber of Commerce 2）大使馆的商务参赞处Commercial Counsellor’s Office 3)展览会 Fair & Exhibitions 4)银行 Bank3.写作原则Writing Principles：1）conciseness简洁2）courtesy礼貌3）clarity清楚4）correctness正确4.外资投资企业（三资企业）Foreign-Invested enterprises ：中外合资Sino-foreign joint Ventures中外合作Sino-foreign cooperative enterprises中外融资Wholly foreign-owned enterprises5.支付方式（modes of payment）：1）汇款Transfer/Rwmittance2）托收Collection3）信用证L/C。
汇款又分：信汇Mail Transfer M/T电汇Telegraphic Transfer T/T票汇Banker’s Demand Draft托收又分：付款交单Documents against Payment D/P 承兑交单Documents against Acceptance6.贸易术语：FOB(船上交货) →FCA（货交承运人）CFR（成本加运费） →CPT（运费付至）CIF（成本、保险费加运费）→CIP（运费、保险费付至）Freight：FCA卖，CPT 卖，CIP卖 Insurance Premium：FOB买，CFR买，CPT卖二．翻译1.小型工业small-scale industry 大型工业large industry 重工业heavy industry 轻工业 light industry2.keep sb informed of/that随时告知 in the market for 要买3.in line (out of line)相合（不相合） in line with按照4.双边贸易 bilateral trade 多边贸易 multilateral trade5.供你参考for your examination /study/ information /reference/perusal/consideration6.冒昧做某事take the liberty of doing sth7.和某人联系communicate with sb/contact sb8.在你处in your district/place on your side at your end9.另封，另邮 by separate post/under separate cover/by separate mail 随函under cover10.订货place one’s order 向….订货place an order with sb11.提醒某人注意invite one’s attention to或call/draw/direct one’s attention to sth12.及时的，按时地in good time/in due time/timely 13.货运代理人forwarding agent 船舶代理人ship’s agent 14.提货take delivery 交货make delivery 实际交货 actual delivery 象征性交货Symbolic Delivery 15.应某人的要求At one’s request或at the request of sb或 as requested16.实盘firm offer 虚盘non-firm offer 17.对某人让步在某方面to make a concession to sb in sth18.鉴于，考虑到in view of/considering 19.有账户keep an account 受什么委托 for account of 有某人负担for the account of sb 自负盈亏for one’s account20.关于with regard to , in regard to/of ,as regards ,regarding21.速遣费dispatch money 滞遣费demurrage money 22.与什么一致conform to 或be up to23.凭单证付款Cash against Documents (CAD)24.赊账方式open account terms或O/A terms25.远期信用证usance L/C或time L/C或term L/C即期信用证sight L/C26.为自己的利益，自负盈亏on one’ own account =at one’s own risk27.每隔….时间at intervals of28.修改amend sth as (表达意愿，意思完整)或amend sth to (条款内容，已确定了的)29.一式三份in triplicate 一式两份in duplicate 一式四份 in quadruplicate 一式五份in quintuplicate30.某月上旬early in (a month) 某月下旬late in (a month)五月中旬mid-May 三．句子翻译1.we owe your name and address to the Commercial Counsellor’s Office of the Swedish Embassy in Beijing who have informed us that you are in the market for textiles.2.Through the courtesy of our Commercial Counsellor’s Office in London ,we note that you are interested in doing business with us.3.今冒昧自荐，我公司系红茶的主要进口商。
We take the liberty of recommending ourselves as a leading importer of black tea.4.Bicycles command a ready sales(畅销)in the US market.5.我们是经营轻工业产品的国营公司。
We are a state-operated corporation handling light industrial products. (从事handle/managing/dealing/engaging)6.本地的中国银行国外部推荐你公司有意与一家中国公司建立贸易关系，以推销你们的轻工业产品。
The Overseas Department of local Bank ofChina recommend that you are interested in establishing business relations with a Chinese company so as to push the sales of your light industrial products.7.如果你们第一笔运来的货令人满意，随后将有大批续订。
If the quality of your initial shipment is found satisfactory , large repeat order will follow.=If your first order turns out to our satisfactory……..8.由于我方手头上有大量未交货的订单，很抱歉我们不能接受任何新订单。
As we still have a great number of back orders on hand we regret being unable to accept any fresh orders.9.本公司必须强调，此报价仅有效3天。
此乃因为天鹅绒的存货有限，而需求却不绝。
We must stress that this offer is firm for three days only because of the heavy demand for the limited supplies of this velvet in stock.10.我们昨天向你传真报你5000千克核桃仁，3月船期。
We faxed you yesterday offering you 5oookgs walnutmeats for March shipment.11.我们今天向你传真订购2000公吨当年产的黄豆。
We faxed you today to place with you an order for 2000 metric tons yellow soybeans this year crop.12.以上报盘月底前有效。
The above offer is open till/up to the end of this month.13.按照你们的要求，我们报50公吨大豆的实盘如下，以自本日起一周之内你方复到准。
As requested, we make you a firm offer for 50 metric tons yellow soybeans, subject to your reaching us within one week from today on.14.We hope we can conclude contract before long 不久以后and await your prompt reply.（long before 很久以前）14.如果你公司能将9月3日的报价单的价格降低3%，则我公司将乐意接受你们的报价。
If you can reduce the price of the quotation sheet dated Sept.3rd by 3% , we’ll take pleasure in ding sth.15.由于考虑到阁下将开出大量订单的定量，对于我们最近的报价单，将允许一定的折扣。