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1、主編：主編：黃振華Unit OneBusiness Letter ObjectivesUseful InformationWords, Phrases and Grammatical PointsChinese Version of the TextKey to the ExercisesObjectives To learn basic rules of writing business letters. To learn structure and styles of business letters. To practice writing business letters. Lette

2、rhead Date:_InsideAddress_Salutation:Body_ComplimentaryClose,SignatureForms of Business Letters Indented Form LetterheadDate:_InsideAddress_Salutation:_Body_ComplimentaryClose,SignatureForms of Business Letters Blocked Form Clarity Conciseness CourtesyRules to Be Observed in WritingClarity means One

3、 sentence for one meaning only. There must be logical relationship between relevant sentences. No reversion or repetition is allowed to appear. In a simple and direct way.Conciseness means All the words/sentences and paragraphs in a letter must be clear cut and straight forward. Three aspects should

4、 be paid attention to: Using simple words instead of phrases or sentences. e.g.: “soon” instead of “in the near future” “Please” instead of “Will you be kind enough to.” “now” instead of “at the present moment” etc.Conciseness (1) Conciseness (2) Using simple sentences instead of complex ones.e.g. :

5、“We are please to.” for “It gives us much pleasure to.” Avoiding repetition of words in a same sentence.e.g.: “Please quote your lowest price for your bestquality.” for “Please quote your best price for your best quality.”Conciseness (3) Being very polite, even in asking the addressee to pay back th

6、e debts or refusing his demands. Being prompt in replying to the opposite partys letter.Courtesy means basic (to sth): forming a base or starting-pointe.g. These facts are basic to an understanding of the case. means: action by which a result is brought about e.g. This money wasnt earned by honest m

7、eans. by all means: yes, of course; certainlye.g. Can I see it? By all means. by means of sth: by using sth; with the help of sthe.g. lift the load by means of a crane. by no means: not at alle.g. She is by no means poor; in fact, shes quite rich.Words, Phrases and Grammatical Points address sth (to

8、 sb/sth): write on (a letter, parcel, etc) the name and address of the person, firm, etc that it is to be delivered toe.g. The card was wrongly addressed to us at our old home. address sb as sth: use (a particular name or title) in speaking or writing to sbe.g. Dont address me as Colonel; Im only a

9、major.open (sth) with sth:start with sthe.g. He opened the conference with a speech. call ones attention to sth: point sth out to sbe.g. She drew my attention to an error in the report.Words, Phrases and Grammatical Points make sure: do sth to ensure that sth happense.g. Make sure that the visit goe

10、s well. to the point: (in a way that is) relevant and appropriatee.g. His speech was short and to the point. available: (of things) that can be used or obtainede.g. Tickets are available at the box office.(of people) free to be seen, talked to, etce.g. Im available in the afternoon. reluctant (to do

11、 sth): unwilling and therefore slow to co-operate, agree, etce.g. She was reluctant to admit the truth.Words, Phrases and Grammatical Points Chinese Version of the Text 介介 紹紹 信息交流是商業(yè)活動(dòng)的基礎(chǔ)，沒有信息交流，商業(yè)活動(dòng)將無從談信息交流是商業(yè)活動(dòng)的基礎(chǔ)，沒有信息交流，商業(yè)活動(dòng)將無從談起。而書信則是交流中最常見的方式，因此也是商業(yè)活動(dòng)中極為重要起。而書信則是交流中最常見的方式，因此也是商業(yè)活動(dòng)中極為重要的部分。通常，商業(yè)

12、書信由七部分或八部分組成。的部分。通常，商業(yè)書信由七部分或八部分組成。 信頭或公司地址信頭或公司地址 日期日期 封內(nèi)地址封內(nèi)地址 稱呼稱呼( (稱呼是一種禮貌性的問候。如果可能，稱呼對(duì)方的姓名；如稱呼是一種禮貌性的問候。如果可能，稱呼對(duì)方的姓名；如果不知道對(duì)方的姓名，則以果不知道對(duì)方的姓名，則以“尊敬的先生尊敬的先生/ /夫人夫人”開頭。開頭。) ) 正文正文 結(jié)尾謙稱結(jié)尾謙稱 簽名簽名 附件附件( (如果隨信附有其他東西，注明如果隨信附有其他東西，注明“內(nèi)附內(nèi)附”以引起對(duì)方的注意。以引起對(duì)方的注意。) )寫作規(guī)則寫作規(guī)則 在寫商業(yè)書信時(shí)，應(yīng)注意以下規(guī)則：在寫商業(yè)書信時(shí)，應(yīng)注意以下規(guī)則： 清楚

13、清楚( (確保能將自己的思想清晰地表達(dá)出來；不應(yīng)確保能將自己的思想清晰地表達(dá)出來；不應(yīng)存在模糊的、易引起誤解的語句。存在模糊的、易引起誤解的語句。) ) 簡(jiǎn)潔簡(jiǎn)潔( (一封好的商業(yè)書信應(yīng)該是明確的、直截了當(dāng)一封好的商業(yè)書信應(yīng)該是明確的、直截了當(dāng)?shù)?；?nèi)容簡(jiǎn)潔而不失清楚。的；內(nèi)容簡(jiǎn)潔而不失清楚。) ) 婉轉(zhuǎn)客氣婉轉(zhuǎn)客氣( (在信中表達(dá)出你的友情及誠摯之情。說在信中表達(dá)出你的友情及誠摯之情。說話的語氣同樣重要，要表現(xiàn)出你的說服力、自信及堅(jiān)定話的語氣同樣重要，要表現(xiàn)出你的說服力、自信及堅(jiān)定的態(tài)度。的態(tài)度。) )Chinese Version of the Text Sample 1Chinese Ve

14、rsion of the Text學(xué)院書店學(xué)院書店學(xué)院路學(xué)院路75號(hào)號(hào)印地安那州安德森市印地安那州安德森市 07713 2004年年11月月5日日敬啟者：敬啟者：我想定購我想定購150本本“Business for You and for Me”，本書作者是約翰，本書作者是約翰史史密斯，每本書的批發(fā)價(jià)為密斯，每本書的批發(fā)價(jià)為1.50美元，共計(jì)美元，共計(jì)225美元。如果可能的話，我希美元。如果可能的話，我希望在十天之內(nèi)就能收到。望在十天之內(nèi)就能收到。請(qǐng)同時(shí)寄來貴方近期的書刊目錄。請(qǐng)同時(shí)寄來貴方近期的書刊目錄。市場(chǎng)經(jīng)理市場(chǎng)經(jīng)理John Newcomb謹(jǐn)啟謹(jǐn)啟Sample 2Chinese Vers

15、ion of the Text20042004年年1111月月9 9日日尊敬的紐克目先生：尊敬的紐克目先生： 非常感謝您于非常感謝您于11月月5日的來信，要求定購日的來信，要求定購100100本由約翰本由約翰史密斯所史密斯所著的書著的書“Business for You and for Me”。 很遺憾該書現(xiàn)在缺貨，但我們正加緊重印，預(yù)計(jì)在本月低就能有很遺憾該書現(xiàn)在缺貨，但我們正加緊重印，預(yù)計(jì)在本月低就能有貨。貨。 因貴方急需該書，我們現(xiàn)給您寄出因貴方急需該書，我們現(xiàn)給您寄出75本，余下的本，余下的25本將盡快寄出。本將盡快寄出。 該書的批發(fā)價(jià)是每本該書的批發(fā)價(jià)是每本1.50元，共計(jì)元，共計(jì)1

16、50美元，收到訂貨后請(qǐng)將貨款美元，收到訂貨后請(qǐng)將貨款寄出。寄出。 內(nèi)附出版社的最新書刊目錄。內(nèi)附出版社的最新書刊目錄。 業(yè)務(wù)經(jīng)理業(yè)務(wù)經(jīng)理Mary Mcmahon謹(jǐn)啟謹(jǐn)啟Sample 3Chinese Version of the Text2003年年4月月25日日尊敬的溫斯特先生：尊敬的溫斯特先生：現(xiàn)對(duì)您現(xiàn)對(duì)您4 4月月1515日要求我方結(jié)算三月份的賬目的信進(jìn)行回復(fù)。日要求我方結(jié)算三月份的賬目的信進(jìn)行回復(fù)。很抱歉沒能及時(shí)結(jié)算，因?yàn)槲覀兊臅?huì)計(jì)師馬德小姐的不幸去世，很抱歉沒能及時(shí)結(jié)算，因?yàn)槲覀兊臅?huì)計(jì)師馬德小姐的不幸去世，我們當(dāng)時(shí)無法對(duì)任何賬目進(jìn)行結(jié)算。我們當(dāng)時(shí)無法對(duì)任何賬目進(jìn)行結(jié)算。附一張附一張3

17、,000,000美元的支票，給貴方造成不便，請(qǐng)?jiān)俅谓邮芪覀兠涝闹?，給貴方造成不便，請(qǐng)?jiān)俅谓邮芪覀兊那敢?。的歉意。?jǐn)上謹(jǐn)上Sample 4Chinese Version of the Text尊敬的道格拉斯先生：尊敬的道格拉斯先生：我曾于我曾于2月月26日寫信要求貴方對(duì)日寫信要求貴方對(duì)500,000美元的賬目進(jìn)行結(jié)算，這美元的賬目進(jìn)行結(jié)算，這筆賬目自一月份以來一直沒有結(jié)算。因一直沒有得到貴方的回音，筆賬目自一月份以來一直沒有結(jié)算。因一直沒有得到貴方的回音，我們將不得不將此事交給律師處理。但我們并不愿這樣做，因此我們將不得不將此事交給律師處理。但我們并不愿這樣做，因此再給貴方七天的時(shí)間來處理此

18、事。再給貴方七天的時(shí)間來處理此事。謹(jǐn)上謹(jǐn)上1 d 2 h 3 b 4 j 5 f 6 e 7 i 8 g 9 c 10 aKey to Exercises A body, where all the information are to be given, usually has four part opening, middle, future plan and closing. Salutation is a polite greeting. It is usually followed by a colon (sometimes by a comma). If possible, try

19、 to address a person by name. If you dont know the persons name, you can open with Dear Sir/Madam. Complimentary close is a polite way to end a letter. Use Yours sincerely after Dear (name) and Yours faithfully after Dear Sir/Madam . When something is enclosed with a letter, attention should be call

20、ed to it by writing Enclosure or Enc. The most effective letter should be easy to read and easy to understand.Key to Exercises We look forward to a fruitful business relationship with you in the future. We thank you / appreciate your interest in our products. We were glad / It was a pleasure to lear

21、n from your letter of March 2nd that you were interested in this matter. Enclosed is / We enclose / You will find enclosed one price list. Will you let us hear from you in this matter.Key to ExercisesA Would you please inform us what you wish us to do? Would you please reply without delay your wishe

22、s in this matter? Would you please inform us of the results?B I look forward to hearing from you soon. I look forward to (receiving) your favorable reply. I look forward to (receiving) your orders.Key to Exercises 我們已收到貴方我們已收到貴方7 7月月6 6日的來信，感謝你們對(duì)我日的來信，感謝你們對(duì)我們新產(chǎn)品的關(guān)注。們新產(chǎn)品的關(guān)注。 如能迅速回信將非常感謝。如能迅速回信將非常感謝。

23、茲附上保書一份，如蒙填寫完畢即寄回我們將茲附上保書一份，如蒙填寫完畢即寄回我們將非常高興。非常高興。 再一次對(duì)給貴方帶來的麻煩表示歉意。再一次對(duì)給貴方帶來的麻煩表示歉意。 深信貴方將會(huì)調(diào)查此事，并將進(jìn)一步的結(jié)果告深信貴方將會(huì)調(diào)查此事，并將進(jìn)一步的結(jié)果告知我方。知我方。Key to Exercises We regret that we are unable to give you order at present / meet your requirements at present . We are pleased to inform you / regret to inform you t

24、hat . We thank you for your attention to this matter / your cooperation. Our product sample will be sent to you by air parcel post / by express mail. We look forward to your comment / your early reply.Key to ExercisesChina National Light Industrial Products Import & Export CorporationShanghai Branch

25、128 Huchui RoadShanghai, ChinaMarch 8, 2005H. G. Wilkinson Company, Limited245 Lombart StreetLagos, NigeriaDear Sir/Madam,We thank you for your letter of March 1 asking for the price list of our goods. The enclosed booklet includes details of all our products and will enable you to make a selection.

26、We look forward to receiving your order.Yours faithfully,Key to ExercisesUnit Two Establishing Business Relationships ObjectivesUseful InformationWords, Phrases and Grammatical PointsChinese Version of the TextKey to the ExercisesObjectivesTo learn methods of establishing businessrelationships.To le

27、arn useful terms and expressions used inthis unit.To practice writing letters for establishing business relationships.Steps to establish business relationshipsFirst of all, a dealer should try to find partners.Secondly, he can send letters to his partners who interest him. At last, he may express hi

28、s expectation of cooperation and an early reply.Ways a dealer can find his partnersBanksChamber of Commerce in foreign countriesTrade DirectoryChinese Commercial Counselors office in foreign countriesBusiness Houses of the same tradeAdvertisementsOther waysThings you should write in a letter (1) the

29、 sources of information related to the addressee, for example, how you know his name and addresse.g.: We have your name and address from the Commercial Counselors Office of your embassy in Beijing. Your firm has been recommended to us by Bank of China in Beijing. your intention, i.e. why you are wri

30、ting to hime.g.: We would be pleased to establish business relationships with you. We are willing to enter into business relationships with your company on the basis of equality and mutual benefit.Things you should write in a letter (2)Things you should write in a letter (3) a brief introduction of

31、your firm, e.g. yourbusiness scope, your branches, your financial standing and credit rating, etc.e.g.: We have the pleasure of introducing ourselves to you as a state-operated corporation dealing exclusively in light industrial goods. We are one of the largest importers of cotton and woolen piece g

32、oods in this city. Sometimes the terms of sales or purchases are mentioned and catalogues, price lists and other details enclosed for reference.e.g.: Enclosed you will find a copy of our export list showing the main items now available for your reference.Things you should write in a letter (4)Words,

33、 Phrases and Grammatical Points obtain.from: 從從獲悉；從獲悉；從得悉得悉e.g. I obtain your name from an old friend of mine.Commercial Counselors Office:商務(wù)參贊處商務(wù)參贊處establish: 建立建立e.g. establish business relationships 建立貿(mào)易關(guān)系建立貿(mào)易關(guān)系 establish new business 開拓新業(yè)務(wù)開拓新業(yè)務(wù) extend: 延長(zhǎng)，擴(kuò)展，給予延長(zhǎng)，擴(kuò)展，給予e.g. We would like to exten

34、d our business with you in this line. quotation: 報(bào)價(jià)報(bào)價(jià)(常與之連用的動(dòng)詞有常與之連用的動(dòng)詞有make, send, give, cable,后常跟著介詞后常跟著介詞for, 少數(shù)情況下買方提及賣少數(shù)情況下買方提及賣方的報(bào)價(jià)時(shí)用方的報(bào)價(jià)時(shí)用of。)e.g. Please make (send, give, cable) us your quotation for 300 cups. enter into business relationships:建立貿(mào)易關(guān)系建立貿(mào)易關(guān)系 latest: 最新的，最近的最新的，最近的e.g. This is

35、the latest fashion. 0Words, Phrases and Grammatical Points irrevocable confirmed Letter of Credit: 不可撤消不可撤消保兌信用證保兌信用證( (如果一張信用證除了開證行的付款保證如果一張信用證除了開證行的付款保證之外，還有另一家銀行作了付款保證，那么這個(gè)信之外，還有另一家銀行作了付款保證，那么這個(gè)信用證就是保兌信用證。經(jīng)過保兌的信用證被稱保兌用證就是保兌信用證。經(jīng)過保兌的信用證被稱保兌信用證，對(duì)信用證加以保兌的銀行稱保兌銀行。只信用證，對(duì)信用證加以保兌的銀行稱保兌銀行。只有在不可撤消信用證上，才能加

36、以保兌，成為保兌有在不可撤消信用證上，才能加以保兌，成為保兌的不可撤消的信用證。的不可撤消的信用證。) ) leading dealer/largest dealer: 最大最大( (主要主要) )經(jīng)營者經(jīng)營者e.g. leading department stores (importers, exporters, etc.) 大百貨商店大百貨商店( (進(jìn)口商、出口商進(jìn)口商、出口商) )Words, Phrases and Grammatical Points our products are of best quality: 句中句中of是表示特征的介詞。句子相當(dāng)于是表示特征的介詞。句子相當(dāng)

37、于our products are best in quality 意為意為“我們的產(chǎn)品質(zhì)量上乘我們的產(chǎn)品質(zhì)量上乘” for your reference: 供你參考供你參考類似的表述：類似的表述：for your guidance; for your information; for your consideratione.g. A market survey will be sent to you for your reference.Words, Phrases and Grammatical Points Chinese Version of the Text介紹介紹 在國際貿(mào)易中，當(dāng)

38、一家公司想打開某種商品的銷路或向其他在國際貿(mào)易中，當(dāng)一家公司想打開某種商品的銷路或向其他公司購買東西時(shí)，該公司的主管人員首先要查明他將同誰打交公司購買東西時(shí)，該公司的主管人員首先要查明他將同誰打交道，然后和相關(guān)公司建立業(yè)務(wù)關(guān)系。要獲得此類信息通常可通道，然后和相關(guān)公司建立業(yè)務(wù)關(guān)系。要獲得此類信息通?？赏ㄟ^以下幾種途徑：過以下幾種途徑： 銀行銀行 外國商會(huì)外國商會(huì) 貿(mào)易行行名錄貿(mào)易行行名錄 中國駐國外商務(wù)處中國駐國外商務(wù)處 同業(yè)商行等同業(yè)商行等 廣告廣告 在寫此類信函時(shí)，首先你需告知收信人你如何在寫此類信函時(shí)，首先你需告知收信人你如何得知他的相關(guān)信息，并自我介紹，然后闡明你所感得知他的相關(guān)信息，

39、并自我介紹，然后闡明你所感興趣的東西。有時(shí)在信中要提到買賣的條款、目錄、興趣的東西。有時(shí)在信中要提到買賣的條款、目錄、價(jià)格單和其他可供參考的詳細(xì)資料。最后總是希望價(jià)格單和其他可供參考的詳細(xì)資料。最后總是希望彼此合作以及期待對(duì)方及早回復(fù)等。寫信件時(shí)應(yīng)做彼此合作以及期待對(duì)方及早回復(fù)等。寫信件時(shí)應(yīng)做到禮貌、簡(jiǎn)潔、清晰、明了。到禮貌、簡(jiǎn)潔、清晰、明了。 收到任何此類信函之后，應(yīng)有禮貌地及時(shí)給予收到任何此類信函之后，應(yīng)有禮貌地及時(shí)給予完整的答復(fù)。完整的答復(fù)。寫作規(guī)則寫作規(guī)則Chinese Version of the TextSample 1敬啟者：敬啟者：我們從駐貴國使館商務(wù)處得悉貴公司的行名和地址。

40、現(xiàn)致函給您，我們從駐貴國使館商務(wù)處得悉貴公司的行名和地址。現(xiàn)致函給您，期望與貴公司建立業(yè)務(wù)關(guān)系。期望與貴公司建立業(yè)務(wù)關(guān)系。我們從事絲綢產(chǎn)品的進(jìn)口業(yè)務(wù)多年。現(xiàn)正欲拓展業(yè)務(wù)。我方對(duì)貴我們從事絲綢產(chǎn)品的進(jìn)口業(yè)務(wù)多年?，F(xiàn)正欲拓展業(yè)務(wù)。我方對(duì)貴公司產(chǎn)品頗感興趣。如能收到貴方產(chǎn)品目錄和報(bào)價(jià)，將不勝感激。公司產(chǎn)品頗感興趣。如能收到貴方產(chǎn)品目錄和報(bào)價(jià)，將不勝感激。如貴方價(jià)格適合我方要求，我方期望今后可達(dá)成大筆交易。如貴方價(jià)格適合我方要求，我方期望今后可達(dá)成大筆交易。盼早日回復(fù)。盼早日回復(fù)。謹(jǐn)上謹(jǐn)上( (從商務(wù)處獲得信息建立業(yè)務(wù)關(guān)系從商務(wù)處獲得信息建立業(yè)務(wù)關(guān)系) )Chinese Version of the

41、TextSample 2敬啟者：敬啟者：貴方本月八日來信收悉，謝謝。茲欣告，我方愿與貴方建立貴方本月八日來信收悉，謝謝。茲欣告，我方愿與貴方建立商務(wù)關(guān)系。商務(wù)關(guān)系。應(yīng)貴方要求，現(xiàn)寄上我方所有絲綢產(chǎn)品的最新目錄和價(jià)格表。應(yīng)貴方要求，現(xiàn)寄上我方所有絲綢產(chǎn)品的最新目錄和價(jià)格表。付款采用不可撤消、保兌信用證。付款采用不可撤消、保兌信用證。如貴方認(rèn)為有可能成交，請(qǐng)盡快聯(lián)系我方。如貴方認(rèn)為有可能成交，請(qǐng)盡快聯(lián)系我方。敬上敬上 ( (同意建立業(yè)務(wù)關(guān)系同意建立業(yè)務(wù)關(guān)系) )Chinese Version of the TextSample 3敬啟者：敬啟者：承蒙與我公司有多年業(yè)務(wù)關(guān)系的西門子公司介紹，我方得知

42、承蒙與我公司有多年業(yè)務(wù)關(guān)系的西門子公司介紹，我方得知貴公司從事手機(jī)制造業(yè)務(wù)。貴公司從事手機(jī)制造業(yè)務(wù)。我公司主要從事手機(jī)經(jīng)銷業(yè)務(wù)，我方相信在本地區(qū)此種產(chǎn)品我公司主要從事手機(jī)經(jīng)銷業(yè)務(wù)，我方相信在本地區(qū)此種產(chǎn)品市場(chǎng)前景廣闊?，F(xiàn)我方愿與貴方建立直接商務(wù)關(guān)系，請(qǐng)寄貴市場(chǎng)前景廣闊?，F(xiàn)我方愿與貴方建立直接商務(wù)關(guān)系，請(qǐng)寄貴方詳細(xì)資料包括種類、價(jià)格和付款條件。方詳細(xì)資料包括種類、價(jià)格和付款條件。盼早日回復(fù)。盼早日回復(fù)。敬上敬上( (通過介紹建立業(yè)務(wù)關(guān)系通過介紹建立業(yè)務(wù)關(guān)系) )Chinese Version of the TextSample 4敬啟者：敬啟者：我方已收到貴方我方已收到貴方6月月19日的來信。日

43、的來信。我方可保證我們的產(chǎn)品質(zhì)量上乘。隨信附上我公司出口產(chǎn)品我方可保證我們的產(chǎn)品質(zhì)量上乘。隨信附上我公司出口產(chǎn)品目錄，供參考。目錄，供參考。我將于下周早些時(shí)候與貴方聯(lián)系并回答貴方可能提出的問題。我將于下周早些時(shí)候與貴方聯(lián)系并回答貴方可能提出的問題。敬上敬上( (回復(fù)回復(fù)) )Chinese Version of the Text1 j 2 i 3 a 4 c 5 h 6 b 7 e 8 f 9 d 10 gKey to Exercises With the reference to your letter of May 4, we are delighted to learn that you

44、 want to establish business relations with us. This is our first business transaction, so both of us should be careful in case something unexpected happens. We hope to establish business relations with you on the basis of mutual benefit. If you want to know the prices of our products, we can send yo

45、u a price list. We can assure you that our products are of best quality.Key to Exercises We want to establish business relationships with your company. To give you a general idea about our products, we enclose relevant catalogues. We have your name and address from the Commercial Counselors Office o

46、f the Chinese embassy in Ghana. We are looking forward to hearing from you soon. Quotations and samples will be sent to you upon receipt of your enquiries.Key to ExercisesA We are pleased to enter into direct business relationships with you. We are pleased to receive your letter dated February 16. W

47、e are pleased to learn from Motorola Company that you want to find a partner in China. B This kind of product is best in quality in its line. Your help is very valuable to our company in the export of batteries. In choosing business partners, I think competence is very important.Key to Exercises 我方確

48、信貴方將對(duì)我們的服務(wù)及貨物的良好品質(zhì)表示滿意。我方確信貴方將對(duì)我們的服務(wù)及貨物的良好品質(zhì)表示滿意。 十分榮幸地邀請(qǐng)貴方參加我們這次舉辦的新產(chǎn)品展覽。十分榮幸地邀請(qǐng)貴方參加我們這次舉辦的新產(chǎn)品展覽。 如果您能向我們提供這家公司的財(cái)務(wù)狀況的資料，我們將如果您能向我們提供這家公司的財(cái)務(wù)狀況的資料，我們將不勝感激。不勝感激。 目前我們對(duì)筷子感興趣，如貴公司能寄來商品目錄、樣品目前我們對(duì)筷子感興趣，如貴公司能寄來商品目錄、樣品及價(jià)目表，我們將不勝感激。及價(jià)目表，我們將不勝感激。 貴方六月四日的來函已收到，得知你們對(duì)臺(tái)布有興趣，并貴方六月四日的來函已收到，得知你們對(duì)臺(tái)布有興趣，并考慮試訂?？紤]試訂。Key

49、 to ExercisesWe are delight to answer your request for information on our goods for sale / establish business relationships with you on the basis of equality and mutual benefit. We are writing this letter to tell you the products you required fall within the scope of our business activities / reply

50、to the questions in your latest letter. Should the quality and price be found competitive, we would like to place large orders with you / will consider doing business with you.Key to Exercises We are pleased to introduce ourselves to you with the hope that we can become business partners / that you

51、can provide our company with some technical support. Your company has been kindly recommended to us by Beijing Chamber of Commerce / Commercial Office of Chinese Embassy in America in doing business with you.Key to ExercisesDear Sir/Madam,We thank you for your letter of Dec. 9 and shall be glad to e

52、nter into business relationships with you.Would you please send us catalogues and price lists of your products with full details? If your prices are in line, we trust we can do a big deal.Yours faithfully,Key to ExercisesUnit ThreeEnquiriesObjectivesUseful InformationWords, Phrases and Grammatical P

53、ointsChinese Version of the TextKey to the Exercises To learn ways of making an enquiry. To learn useful terms and expressions for making enquiries. To practice writing letters of enquiry.Objectivesthe name of goodsqualityquantity terms of priceterms of payment time of shipment packing methods, etc.

54、 If possible, tell the reader where you learnt of his company or its products.Generally an enquiry includes many parts:General enquiry In which the buyer hopes to get the general information about the goods he wants to buy from the seller.Kinds of enquiry(1)Sample 1Dear Sir/Madam,Thank you very much

55、 for your letter of December 12th from which we know that you are exporting Electric Products. We have an enquiry here for your products and their packing in detail as soon as possible for our reference. We would also like to have your price list.We will really appreciate it if you quote us your mos

56、t favorable terms. Yours faithfully,A General EnquiryKinds of enquiry(1)Specific inquiry In which the buyer hopes that the seller can quote prices for specific commodities.Kinds of enquiry(2)Sample 2Dear Sir/Madam, Thank you for your fax of August 8, 2005 from which we learn that you are an exporter

57、 of medicine. Please quote the lowest prices on CIF Sea EMP C 3 for the following:1. 2 MT Vitamin E 50%2. 4 MT Vitamin B complex Packing: 25KGS/BAGTerms of payment: By Irrevocable L/C at sightTime of Shipment: September 20th, 2005Your prompt reply will be appreciated.Yours faithfully,Specific Enquir

58、yKinds of enquiry(2)Words, Phrases and Grammatical Points willing (to do sth): having no objectione.g. Are you willing to accept responsibility? learn (of/about) sth: become aware of (sth); realizee.g. Im sorry to learn of/about your illness. look forward to sth/doing sth: anticipate sth with pleasu

59、ree.g. Were so much looking forward to seeing you again.Chinese Version of the Text介紹介紹 如果一個(gè)商人想購買某種商品，他就會(huì)發(fā)出如果一個(gè)商人想購買某種商品，他就會(huì)發(fā)出詢問，以獲得服務(wù)或相關(guān)該商品的相關(guān)信息。這詢問，以獲得服務(wù)或相關(guān)該商品的相關(guān)信息。這種情況下，他就是一個(gè)買者或可能成為買者。有種情況下，他就是一個(gè)買者或可能成為買者。有些公司就是通過寫詢問函來開始他們的業(yè)務(wù)的。些公司就是通過寫詢問函來開始他們的業(yè)務(wù)的。詢問可通過書信、傳真、電子郵件、電話或面對(duì)詢問可通過書信、傳真、電子郵件、電話或面對(duì)面進(jìn)行。詢問

60、意味著買方愿意與賣方做生意。面進(jìn)行。詢問意味著買方愿意與賣方做生意。Chinese Version of the Text寫作規(guī)則寫作規(guī)則 在發(fā)出詢問時(shí)，確保將自己的意思表達(dá)清晰以在發(fā)出詢問時(shí)，確保將自己的意思表達(dá)清晰以避免獲得錯(cuò)誤的信息。通常情況詢問包括以下幾個(gè)避免獲得錯(cuò)誤的信息。通常情況詢問包括以下幾個(gè)部分：商品名、質(zhì)量、數(shù)量、價(jià)格條款、支付條款、部分：商品名、質(zhì)量、數(shù)量、價(jià)格條款、支付條款、裝運(yùn)時(shí)間、包裝方式，等等。如果可能的話，告訴裝運(yùn)時(shí)間、包裝方式，等等。如果可能的話，告訴對(duì)方你是從哪里獲得有關(guān)其公司及產(chǎn)品信息的。對(duì)方你是從哪里獲得有關(guān)其公司及產(chǎn)品信息的。 在寫詢問函時(shí)要表示出你的禮

61、貌來，用諸如在寫詢問函時(shí)要表示出你的禮貌來，用諸如“請(qǐng)請(qǐng)”或或“不禁感激不禁感激”等詞語表述。等詞語表述。Chinese Version of the TextSample 1敬啟者：敬啟者：我們上個(gè)月參觀了貴方在廣州展覽會(huì)上的展臺(tái)，對(duì)你們所展我們上個(gè)月參觀了貴方在廣州展覽會(huì)上的展臺(tái)，對(duì)你們所展示的絲綢領(lǐng)帶非常感興趣。如能將各式絲綢領(lǐng)帶的目錄及出示的絲綢領(lǐng)帶非常感興趣。如能將各式絲綢領(lǐng)帶的目錄及出口價(jià)格表給我們寄一份，我們將不禁感激?？趦r(jià)格表給我們寄一份，我們將不禁感激。靜候佳音，靜候佳音，謹(jǐn)上謹(jǐn)上Chinese Version of the TextSample 2敬啟者：敬啟者：感謝貴方于

62、感謝貴方于2005年年5月月19日發(fā)來的傳真，我們得知貴方是一日發(fā)來的傳真，我們得知貴方是一家藥品出口公司。請(qǐng)告知貴公司以下產(chǎn)品的價(jià)格。家藥品出口公司。請(qǐng)告知貴公司以下產(chǎn)品的價(jià)格。含量含量50的維生素的維生素E，芝加哥到岸價(jià)格，芝加哥到岸價(jià)格復(fù)合維生素復(fù)合維生素B，洛杉磯到岸價(jià)格，洛杉磯到岸價(jià)格 盼盡快收到回信。盼盡快收到回信。謹(jǐn)上謹(jǐn)上Chinese Version of the TextSample 3敬啟者：敬啟者：很高興收到貴方提供的有關(guān)傳真機(jī)價(jià)格等方面的詳細(xì)情況。很高興收到貴方提供的有關(guān)傳真機(jī)價(jià)格等方面的詳細(xì)情況。我們現(xiàn)需一臺(tái)適合發(fā)送圖表及印刷文字的傳真模型。我們現(xiàn)需一臺(tái)適合發(fā)送圖表及

63、印刷文字的傳真模型。謹(jǐn)上謹(jǐn)上Chinese Version of the TextSample 4敬啟者：敬啟者：我們有意進(jìn)口家庭用品。我們有意進(jìn)口家庭用品。我們從一位多年的顧客那里得知貴方做這方面的業(yè)務(wù)已有多我們從一位多年的顧客那里得知貴方做這方面的業(yè)務(wù)已有多年。因此，請(qǐng)惠寄貴公司有關(guān)到岸價(jià)格、折扣及交付時(shí)間等年。因此，請(qǐng)惠寄貴公司有關(guān)到岸價(jià)格、折扣及交付時(shí)間等方面的詳細(xì)資料。同時(shí)，請(qǐng)?zhí)峁┪覀円环菽夸?。方面的詳?xì)資料。同時(shí)，請(qǐng)?zhí)峁┪覀円环菽夸洝８兄x貴方能給予關(guān)注，我們希望這將是我們保持長(zhǎng)期貿(mào)易關(guān)感謝貴方能給予關(guān)注，我們希望這將是我們保持長(zhǎng)期貿(mào)易關(guān)系的一個(gè)好的開端。系的一個(gè)好的開端。謹(jǐn)上謹(jǐn)上1

64、 h 2 a 3 g 4 i 5 j 6 b 7 c 8 d 9 e 10 fKey to ExercisesKey to Exercises One may write an enquiry if he or she wants to buy goods from a seller. It is our custom in the last three years to buy products directly from Chinese suppliers. Please quote your lowest price CIF Aqaba. We should require delive

65、ry within 4 weeks of placing an order. We visited your stand at the Paris Trade Exhibition last month and we were very interested in your display of ladies shoes. Key to Exercises This offer will remain valid until March 3. If the price is satisfactory we would expect to place regular order. Thank y

66、ou for your prompt reply. Please send us 3 copies of your latest catalogues at your earliest convenience. We would like to know your terms of payment /terms of business.Key to ExercisesA We are interested in your electric heaters for use in offices and would be pleased if you could send us a copy of your catalogue and current price list. We are interested in sewing machines from your country and would be pleased if you could send me a copy of your latest illustrated catalogue. We are interested