Communication in foreign trade:Reading, writing,translating

第一部分 商务书信 business letters
一、英语商务书信的格式 the structure and layout of an english business letter

二、英语商务书信的写法 english business letter writing

三、英语商务书信实例specimens of english business letters

(一)建立贸易关系establishing business relations

1．a letter purchasing calculating machines购买计算机的信

2．a reply to the above letter对上封信的复信

3．an exporter’s askiing his bank to introduce him to new importers出口商要求银行介绍新的业务伙伴

4．an exporter’s introducing himself出口商的自我介绍

5．an importer’s introducing himself进口商的自我介绍

6．a letter of an exporter to an importer出口商致进口商的信

7．a granting reply to letter 6对信6的肯定答复

8．a regretting letter to letter 6对信6的否定答复

参考用语reference expressions

参考译文chinese versions

(二)相互了解情况mutual understanding

1．metthod of payment 支付方式

2．commodity inspection商品检验

3．the chinese export commodities fair中国出口商品交易会

4．asking for information about a new customer's financing states了解新客户的财力状况

.5．a reply to the above letter对信4的复信

6．asking for credit standing 查询资信情况

7．a reply to the above letter对信6的复信

参考用语reference expressions

参考译文chinese versions

(三)询价、报盘、还盘、接受enquiry，offer，counter-offer，acceptance

询价enquiry

1．“first”enquiry for shirts，skirts and infant sweaters“首次”函询衬衣、女裙和婴儿汗衫

2．a reply to letter 1对信1的复信

3．inquiry for minimowers关于微型割草机的询价

4．asking for proforma invoice要求寄送形式发票

5．a reply to the above letter对上封信的复信

6．buying samples购买货样

7．reporting market position and requesting firm offer介绍市场情况并要求报实盘

参考用语reference expressions

参考译文chinese versions

报盘offer

1．an offer for art and craft关于手工艺品的报价

2．marking a non-firm offer报虚盘

3．customer asking for a firm offer客户要求报实盘

4．a firm offer for complete equipment报成套设备实盘

参考用语reference expressions

参考译文chinese versions

还盘counter offer

1．buyer asking for reduction of the price买方要求减价

2．buyer asking for reduction of the minimum买方要求降低起订量

3．request for discount on sizable business交易数量太大要求折让

4．the saller's polite refusal to the buyer's counter offer卖方婉拒买方的还盘

5．oh packing requirements 关于包装的要求

6．counter-counter offer——a negotiation on prices between the buyer and the seller反还盘——卖方与买方进一步磋商价格

参考用语reference expressions

参考译文chinese versions

接受(成交签约)acceptance(conclusion of business and contract)

1．accepting an offer接受报盘

2．appreciating orader received 收到订单表示感谢

3．sending a purchase contract寄送购货合同

4．sending a sales contract寄送销售合同

5．returning the duly signed sales contract会签后寄回销售合同

参考用语reference expressions

参考译文chinese versions

(四)支付payment

信用证letter of credit

1．urging establishment of letter of credit催开信用证

2．a reply to the above—mentioned letter对上封信的复信

3．amendment to letter of credit修改信用证

4．refusing belated l/c拒绝接受逾期来证

5．requesting extension of l／c要求延展信用证

付款交单documents against payment(d/p)

1．advising payment by d／p通知已按付款交单办法付清货款

2．agreeing to d/p payment同意付款交单的支付方式

承兑交单documents against acceptance(d／a)

1．asking for d／a payment 要求以承兑交单方式支付货款

2．agreeing to 60d／s，d／a terms同意承兑交单60天付款条件

参考用语reference expressions

参考译文chinese versions

(五)装运shipment

1．urging shipment of goods overdue到期后催装

2．a reply to the above letter对上封信的复信

3．shipping instruction装船指示

4．requesting postponement of shipment要求缓装

5．shipping advice装运通知

参考用语reference expressions

参考译文chinese versions

(六)保险insurance

1．covering all risks on 50 cases of crockery goods 50箱陶瓷器投保一切险

2．asking for a special rate in return要求特惠保率

3．informing the customer of the insurance rate告知客户保险费率

4．sending insurance certificate寄送保险凭证

参考用语reference expressions

参考译文chinese versions

(七)售后服务after—sales service

1．providing first-rate service to end—users为用户提供高质量服务

2．replacing battery cells更换电瓶

3．setting up a service centre建立服务中心

参考用语reference expressions

参考译文chinese versions

(八)投诉complaint

1．complaining about inferior quality of goods投诉货物质次

2．complaining abut short shipment投诉货物短装

3．requesting replacement of damaged parts要求更换损坏附件

4．correction the mistake in shipping wrong goods纠正错发货物

参考用语reference expressions

参考译文chinese versions

(九)索赔claim

1．the buyer asking the seller to make the insurance claim买方要求卖方向保险公司索赔

2．lodging a claim for shortlanding of goods against the shipping company向船公司索赔短卸损失

3. requesting the seller to substitute perfect pieces for the rejects or to compentsate要求换货或赔偿

4．claim for shortweight and inferior quality短重及质量索赔

5．accepting the claim——a reply to the above letter同意索赔——对上封信的复信

6．refusing a claim for shortage in weight拒绝短重索赔

7．repudiation of a claim for damage of generator parts拒绝发电机部件损坏赔偿

参考用语reference expressions

参考译文 chinese versions

(十)代理asency

1．asking for acting as agent要求当代理

2．asking for actins as agent(a reply to the above letter)同意对方任代理(对上封信的复信)

3．refusing to offer a sole agency婉拒对方申请独家代理

参考用语reference expressions

参考译文chinese versions

(十一)合资企业joint venture

1．on establishment of a joint of a joint venture关于建立合资企业

2．on domestic and foreign sales of products 产品的内销和外销

3．on investment orientation关于投资方向

4．on taxation关于纳税

参考用语reference expressions

参考译文chinese versions

(十二)外资企业foreign funded enterprise

1．establishing a foreign funded enterprise建立外商独资企业

2．on the conditions of setting up a wholly foreign owned enterprise外商举办

独资企业的条件

参考用语reference expressions

参考译文chinese versions

第二部分 电报、电传和传真cable/telegram，telex and fax

一、电报telegram

(一)电报的种类classification of telegrams

(二)电报的计费telegram charge

(三)电报的最低费率minimum telegram charge

(四)电报挂号cable address

(五)认读外电cable reading

(六)电报的格式telegram form

(七)怎样草拟和翻译电文telegram writing and translating

(八)电报实例(中英对照)specimens of business cables(chinese and english versions)

1．invitation and reply邀请与答复

2．inquiring 询价

3．offering 报盘

4．counteroffer and bid还盘和递盘

5．striking a bargain成交

6．l／c(letter of credit)信用证

7．negociations 交涉

8．complaining and claiming投诉与索贴

二、电传telex

(一)电传的特点characteristics of telex

(二)电传的种类和收费标准telex classification and charge

(三)电传的格式telex form

(四)认读电传telex reading

参考译文chinese versions

(五)怎样草拟电传telex writing
(六)电传实例(中英对照)specimens of telexes(chinese and english versions)

1．inviting to far—east fair邀请参加远东交易会

2．inquiring询价

3．quotation报价

4．counter offering还价

5．ordering订货

6．packing包装

7．shipping装运

8．inspecting验收

9．payment支付

10．l／c(letter of credit)信用证

11．complaining投诉

12．claim索赔

13．asking for information and inquiry调查资信

14．personnel contact人事往来

三、传真fax

传真实例samples of fax

传真1．certificate of origin原产地证明书

传真2．sealant test report ce construction sealants laboratory singapore

密封胶试验报告 新加坡通用电气公司建筑密封胶实验室

参考译文chinese versions

四、电报、电传常用词汇vocabulary in cables and telexes

五、电传业务缩略语service signals and abbreviations

六、国际贸易电讯、电传缩略语abbreviations in telecommunication and telex

七、世界主要国家和地区电传代号、编号表list of telex destination codes

第三部分 二十封最难写的商务信函

the 20 most difficult business letters to write

一、坚信你的想法会得到充分肯定。make sure you get full credit for your ideas.

信1 in—house memo to your colleagues copy to the chairman

给同事的内部便函并抄送给董事长

信2 letter to a senior marketing executive at the company you are approaching

给要接洽公司的高级营销负责人的信

信3 letter to the account supervisor at the company's ad agency

给公司广告代理处财务主管的信

信4 letter to an outside member of the board of directors给董事会不任职董事的信

信5 follow-up to the board member if the company refuses to review your idea

如果公司拒绝你的方案，给这位不任职的董事再写一封信

二、你的方案有独创性。有家客户很欣赏它，但并未采取任何行动。

你必须让你的方案运作起来。your seminal idea was appproved by a client.

but nothing was done about it . get it going.

信6 your idea was presented free-lance你的方案宛如一篇以卖文为生的自由作家的投稿

信7 your idea was presented to a valuable client你的方案提交给一家重要的客户

三、让你那新奇独创的建议活跃起来吧!这个建议从未到达最高层管理部门，

因为公司里只有个委员会对此建议百般挑剔，欲置之死地而后快。

actuate your marvelous proposal. it never reached top management，

because a company committee nitpicked it to death.

信8 a complaint to the chairman 向董事长申诉

信9 walk softly and diplomatically in a memo to the committee.

委婉而有策略地给委员会写一封便函

四、你制作的节目经过“修改”和审查后，从妙笔之作变成了平庸之作。

your work gets“corrected”and censored，changing it from great to mediocre.

信10 in—house memo to the “censor”给“审查员”的内部便函

五、你的客户将你提出的构想让另一位代理人来执行，你要制止这种做法。

your client gives your idea to their other agent．stop it.

信11 letter to your client致客户的信

六、你那受到高度赞赏的营销方案倍受你客户冷落，你该促使其“火”起来。

your highly acclaimed marketing project is floundering on your client's back burner.

move it up and put a fire under it ．

信12 letter to your client致客户的信

七、防止未来客户盗用你所提出的方案。

prevent a prospective client from stealing an idea you are presenting.

信13 letter accompanying your presentation随提交方案所附的信函

八、反击盗用你方案的“贼”。公司感谢你向它提出的卓越的想法。fight back at an idea thief．

your brilliant concept was appreciated by the company you presented it to ．

信14 letter to the company president 致公司总裁的信

九、让竞争对手的计划“休息”吧，即使该计划已通过你客户的审查，也得全盘否定它。

put a rival idea to rest . kill it after your client examined it.

信15 the slash and burn version 全盘否定竞争对手的计划

信16 less painful demise不费劲的转让

十、一位同事抨击你提出的方案，你要消除这一不良影响。

an associate is hacking at your proposal.undo the damage.

信17 in—house memo内部便函

十一、公司决策机构责成你向你的客户推行一种新的销售渠道，但你不想要你客户接受它。

company politics obliges you to endorse an idea to your client.
but you don’t want them to accept it.

信18 letter to your client致客户的信

十二、保护你的计划不被公司的惰性所断送。

protect your ideas from being neutered by corporate inertia

信19 letter to the chairman 致董事长的信

十三、撤消董事长代表之职。dismissal of the chairman's representative．

信20 letter to the chairman致董事长的信

参考译文chinese versions

第四部分 补充读物supplementary reading

若干对外经贸单证样本a number of speciments of documents in foreign trade business

1．enguiry sheet询价单

2．enquiiry sheet询价单

3．quotation报价单

4．quotation报价单

5．export license出口许可证

6．certificate of origin原产地证明书

7．inspection certificate检验证书

8．shipping agency application for export(import)goods船舶代理公司出[进]口委托书

9. list of excluded goods for export出口货物明细表

10．packing list装箱单

11．list of catalogue图纸资料目录清单

12．particular paper 验货单

13．bill of lading(b/l)提单

14．bill of lading direct or with transhipment提单(直运或转运)

15．application投保单

16．application for hull insurance船舶险投保单

17．insurance policy保险单

18．certificate of insurance 运输保险凭证

19．combined certificate 联合凭证

20．invoice 发票

21．agent agreement代理协议

22．new factory ＆ site lease agreement租赁新厂区协议书

参考译文chinese versions