Unit2 Establishing Business Relations & Inquiring Credit Reference建立贸易关系及信用调查1.If your price is competitive，we will place an order with you 如果你方价格有竞争力的话，
我们将向你方发出订单
2.Your products has no competitive capacity in our market 你方产品在我市场上没有竞争
力。
3.We should compete with other enterprises in the quality of the products 我们必须在产品的
质量方面与其他企业竞争
4.We trust that the superior equality，attractive design and reasonable price of our products
will surely enable us to defeat the competitors 我们相信我方产品的优良质量、诱人设计、合理价格定能使我方击败竞争对手
5.We are permitted to mention the Bank of England，London，as reference我们已征得伦敦
的英国银行同意，把它作为我们的咨询银行
6.Regarding the terms of payment，we require confirmed and irrevocable Letter of Credit关于
支付条件，我们要求保兑的、不可撤销的信用证。
7.We enclose a copy of our price list 随函附上我方价目表一份。
8.We believe you will find the enclosed interesting 我们相信你们对附件会感兴趣
9.We will ship by the first steamer available next month 货物将由下月第一条便船装运。
10.This is the only stock available 这是唯一可供之货
11.We are sending you under cover a catalog covering the goods available at present 随函附上
一份我方目前可供之货的目录单
12.Our company deals with （handles）the import and export of chemical products 我们公司
经营化工产品的进出口业务。
13.Your letter of November 8 addressed to our Head Office has been forwarded to us to attention
and reply 你方11月8日致我总公司的函已转给我们办复
14.We are favourable to your terms and conditions of this transaction 我们同意你方这个交易
的条件。
15.The market has so changed as to be favourable to the sellors 市场变为对卖方有利
16.The time is not favourable for the disposal of the goods 现在不是卖货的有利时机
17.We specialize in the import and export of Arts and Crafts 我们专门经营工艺品的进出口
18.Judging from our experience in marketing our garden tools in Australia，we are rather
confident that they will soon become quick-selling products in your market 根据我们在澳大利亚销售园林工具的经验，我们相信这些产品将很快在你方市场上成为畅销品
19.For further details，please contact our local office 详情请向我们当地的分支机构探询
20.We have been in contact with that firm for nearly two years 我们与那家公司有近两年的交
往
21.In order to acquaint you with our products，we airmailed you two samples this morning 为使
你方了解我方产品，我们今晨寄去两个样品
22.We highly appreciate your kind cooperation 我们十分感激你方的合作
23.We shall appreciate your giving this matter your serious consideration 若你方对此事发认真
考虑，我方将十分感激
24.We shall appreciate it if you will send us a brochure and sample book by air immediately 如
能立即航寄一份说明书和一份样本，不胜感激
25.We hope you will appreciate our position 希望你们能理解我们的处境
26.It will be greatly appreciated if you will send us your samples immediately 如能立即寄来你
方样品，我们将不胜感激
27.Your prompt reply will be greatly appreciated 如能尽快回复将不胜感激
28.One of our customers is in the market for Chinese Black Tea 我方一位客户想要购买中国
红茶
29.Please refer to the Bank of China，Xi’an Branch for our credit standing 请向中国银行西安
分行查询我方资信情况
30.We refer to your telex of May 5 兹谈及你方5月15日电传
31.Please approach（contact）them again 请再与他们联系
32.Please make us a firm offer in compliance with our request 请按我们要求发实盘
33.We hope you will be able to comply with our request 希望你方能按照我方要求办理
34.We have been approached by several buyers for the supply of walnuts 已有好几家买主向我
们联系核桃的供应
35.I am much obliged to you 我非常感激你
36.Suzhou Textile Import and Export Company is an old-established one 苏州纺织品进出口公
司是一家老字号公司
Unit3 Enquiries and Replies 询价及回复
1.If you order 5，000 sets，we would grant you 10% discount 如果你方能订购5000台，我
们将给予10%的折扣
2.We give 10% discount for cach payment 现金付款，我们将予以九折优惠
3.The goods are selling at a discount 该货正以低价销售
4.We assure you of the reliability of the information 我们可以向你方保证这信息的可靠性
5.We assure you that we shall do our best to expedite shipment 请确信我们将迅速装运
6.You may（Please）be assured that we will contact you as soon as our fresh supply comes in
请确信一俟我方新供货到来，我方即与你方联系
7.We are desirous of entering into direct business relations with you 我们热切盼望与你方建
立直接的贸易关系
8.What do you desire to buy at present？你方目前想要买些什么？
9.It is desired that the catalogues shall be airmailed to us within one week 深盼在一周内给我
们航邮目录本
10.We are glad that our ideas coincide 很高兴我们双方意见一致
11.Your enquiry coincided with our offer 你方询盘正好与我方报盘同时发出
12.We have already written to you regarding this matter 关于此事我们已给你方写过信
13.Regarding the balance，we will advise you of the position in a few days 关于剩余数量的情
况，将于日内告知
14.Please quote us your lowest price for walnuts 请向我方报核桃最低价
15.This offer is inclusive of your 2% commission 此报盘包括你方2%佣金
16.If your price is in line，we will send you an order for 5，000 sets如果你方价格与市价相符，
我们将订购5000台
17.If you allow us 10% discount，we will order 10，000 dozen 如果你方给予10%的折扣，我
们将订购10000打
Unit4 Quotations，Sales Letters，Firm Offers & Counter Offers 报价、推销信、报盘及还盘
1.The price is￡90 per ton ex warehouse London价格为伦敦仓库交货每吨90英镑
2.The goods ex S.S.Peace have been inspected由和平轮卸下的货已经验收
3.The new regulation will take effect from its date of promulgation 此新规章自公布日起开始
生效
4.This offer is subject to our final confirmation 此报盘以我方最后确认为有效
5.Subject to your shipment in May，we will order 5，000 tons 如果你方5月份装运，我们
将订购5000吨
6.We have made arrangements with Bank of Japan，Tokyo，to open a credit in your favour 我
们已安排由东京日本银行开立以你方为抬头的信用证
7.The market situation is entirely in our favour 市场情况完全对我们有利
8.As soon as the goods are available，we will inform you by fax 一俟此货可以供应，我们将
传真通知你方
9.It is universally acknowledged that the quality of our goods is of first-grade大家一致公认我
方产品的质量是一流的
10.We acknowledge the receipt of your letter of September 15 我们收到了你方9月15日的来
信
11.We confirm you offer of 2，000 kilos Black Tea 你方2000公斤红茶的报盘收悉
12.We handle a wide range of light industrial products as per list enclosed 我们经营多种轻工
业品，详见附表
13.As per your request，we have marked the cases with gross，tare and net weights 我们已按
你方要求在箱上注明毛重、皮重及净重
14.The price you counteroffered is not in line with the prevailing market 你方还盘价格与市场
价不符
15.We are sorry to tell you that we can not accept your counter-offer 非常抱歉的告诉你方，我
方不能接受你方还价
16.We are glad to take advantage of this opportunity to introduce our various products available
to you 我们很高兴利用这个机会向你方介绍我方可提供的各种产品
17.You will benefit from investing in China 你们将从在中国投资中获益
18.We have now various designs of Machine Printed Rayon Sateen available for exporting 我方
目前有多种图样的人丝贡缎可供出口
19.We can offer you considerable quantity of first-grade walnut meat from stock at present 我方
目前可现货提供你方相当数量的一级核桃仁
20.As a rule，we give our agents 3% of commission 通常我们给代理商3%的佣金
21.Such an amount is taxing for a firm of moderate means 这样一笔数额对一个中等财力的商
号是有压力的
22.As a result of energy crisis，the price of oil is unprecedentedly high 由于能源危机，石油价
格空前高涨
23.As agreed，we are drawing on you for the value of this sample shipment 按照商定，对这批
样货的价款，我们开出汇票向你方索取
24.As agreed，we are drawing on you at sight against your purchase of a sample lot 按照商定，
对你方所购样货我们开出即期汇票向你方索取
25.Your letter of credit is to allow 5% more or less in drawings 你方信用证应准许在收款时有
5%的上下浮动
26.We will give priority to your orders 我们对你方的订单将给予优先考虑
27.The question of payment will take top priority in our discussions 支付问题将在我们讨论中
占最优先地位
28.You may enjoy priority in our offers 你方可在我方报盘方面享有优先权
Unit5 Orders，Acceptances and Rejections 订单、接受和回绝
1.Please confirm your telephone message by fax 请以传真确认你方电话内容
2.All important problems must be submitted to the Board of Directors for discussion 一切重要
的问题都必须提交董事会讨论
3.When the Sales Contact has been signed by the seller，it will be counter-signed by the buyer
销售合同经卖方签署后，须经买方会签
4.Please return the duplicate completed with your counter signature 请会签后退回一份
5.Our contact stipulates that payment should be made by irrevocable letter of credit payable by
sight draft，so you must act accordingly 合同规定应以不可撤销的信用证支付，因此你方必须照办
6.We hope everything will turn out satisfactory in the end 我们希望最终一切都能令人满意
7.We should like to take this opportunity to offer you the following material as a close
substitute for your consideration 我们借此机会向你方提供下列材料作为替代品参考
8.The demand of this goods is appreciably decreasing 该货的需求量在明显减少
Unit6 Sales Confirmation and Purchase Contract 售货确认书及购货合同
1.We have opened the L/C in your favour 我们已开立了以你方为抬头的信用证
2.This treaty is binding on all parties 本条约对缔约各方都具有约束力
3.The contract stipulated that the goods should be delivered in September 合同规定必须在9
月份交货
4.All the stipulations in your L/C should be conformity with those in the contract 你方信用证
的所有条款都必须与合同条款一致
5.The insurance fees should by borne by the buyers 保险费应由买方负担
Unit7 Payment 支付
1.Bills of Lading are to be made out to order and blank endorsed 提单要按空白抬头和空白
背书缮制
2.Please inform us by fax as soon as your application for import licence has been endorsed 一
俟你方进口许可申请得到批准，请即电告
3.The quality of this product has been widely endorsed 这种产品的质量已得到广泛的赞许
4.We trust you will honour our draft on presentation 我们相信你们在我们的汇票提交时会
立即照付
5.In reimbursement of these extra expenses，please draw on us 为付还这些额外费用，请开
汇票向我们支取
6.We will reimburse you the additional premium 我们将把外加的保费付还你们
7.It behoves you to deliver the goods within the stipulated time 对你们来说应该在规定的时
间内交货
8.As there is no direct steamer to your port，please amend the L/C to allow transshipment 因没
有驶往你港的直达轮，请将信用证修改为允许转船
9.We enclose a cheque in partial payment for the goods shipped on consignment 随函附寄支
票一纸，作为所装来的寄售货物的部分款项
10.The goods in question have been in good demand since the beginning of this year 自本年初
以来该货一直畅销
Unit8 Transport and Insurance
1.It is imperative that you ship the goods immediately 你方必须立即装运该货
2.We have got a new lot of colour TV set for sale 我方新到一批彩色电视机出售
3.You may ship the goods in three lots 你方可分三批装运此货
4.When are the goods due at Xingang 货物应该什么时候到达新港
5.The ship is due to leave on or about 10 May 该轮预计5月10日或左右离港
6.The borrower should pay the principle as well as the interests when the loan becomes due 当
贷款到期时，借方应付本金和利息
7.We have improved the packaging 我们改进了包装方法
8.The packages are intact 包件完整无损
9.Please insure the goods against all risks and war risk 请将此货投保一切险和战争险
10.Please insure against breakage 请投保破碎险
11.We shall cover TPND on your order 我们将对你方订货投保偷窃、提货不着险
12.The goods are to be insured against leakage 此货需保渗漏险
13.The clause “All expenses are for the beneficiaries’ account”should be deleted from the L/C
“一切费用由受益人负担”之条款应从信用证中删除
14.This class of goods is sold with a franchise of 3% 此类商品按免赔率百分之三出售
Unit9 Complaint，Claim and Settlement 申诉、索赔和理赔
1.We are much obliged to you for your help 非常感激你对我们的帮助
2.We must ascertain the actual conditions and arrange accordingly 我们必须了解具体情况，
做出相应的安排
3.Our contract stipulates that the goods should be packed in seaworthy packing，so you must
act accordingly 我方合同规定货物包装应为适于海运的包装，你方必须照办
4.We shall lodge a claim against the Insurance Company for the goods damaged during transit
对于货物在运输途中损坏，我们将向保险公司提出索赔
5.We file a claim against you for the short delivery of 145 Ibs. 我方向你方提出短交145磅的
索赔
6.We should claim U S﹩1，500.00 from you for the loss caused by improper packing我们必
须为由于不良包装所造成的损失向你方索赔1500，00美元
7.The bid bond is refundable to those bidders who are not the winner 对于不中标者，投标保
证金予以退还
8.You should compensate us for the loss caused by the late delivery 你方必须向我方赔偿因
迟交货物所引起的损失
9.Further to our fax of July 15，we have today sent you our latest pricelist for your
consideration继我方7月15日传真，今日寄去我方最新价目单供参考
10.You should be entirely responsible for the losses we sustained owing to improper packing 因
不良包装使我方遭受的损失，你方应负完全责任
11.We attribute our business successes to our mutual effort 我们把业务上的成功归功于共同
的努力
A ambassador 大使 available可利用的可得到的可供应的commodities available for export 供出口的商品not available 缺货 acquaint 使认识，使了解 as per按照依据 as per list price 按照表上价格 as per enclosed documents 根据所附单据 attach 附加 approach 与…接洽 assume假设假定 assume the direction of a business 负责主持一项业务assume the reins of government 开始执政 assume no responsibility 不承担责任 appeal to the most selective buyer 吸引最挑剔的买主a draft at sight= a sight draft 即期汇票 assure 向…保证 automobile 汽车 attachment 附件 accommodation 居住设施招待设备 acknowledge 承认告知收到 alteration 改变改动 as a rule = usually 通常 acknowledgement 认收 apply for L/C 申请开立信用证 A-I Grade 甲级 appreciable 可估计的 an appreciable increase in demand 需求的明显增加 at economic prices 经济的价格较低的价格 attest 证实证明 aside from 除了…以外 accountee （信用证）申请开证人 authorize 授权 aggregate 总计合计为 amendment 修改，修正 a special rate 特惠保率
外贸英语函电的写作格式常用范文 外贸函电涉及到的知识很广泛，那么外贸函电的英语写作格式需要注意哪些问题呢，接下来为大家整理了外贸英语函电的写作格式，希望对你有帮助哦! 1.请求建立商业关系 Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。如价格公道，本公司必大额订购。烦请早日赐复。此致 2.回复对方建立商业关系的请求 Thank your for your letter of the 16th of this month. We
函电 (1) 今天的题目是: Self-introduction 例文如下: Dear Sirs, 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. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. We are a state-operated corporation,handling both the import and export of Textiles. In order to acquaint you with our business lines,we enclose a copy of our Export List covering the main items suppliable at present. Should any of the items be of interest to you,please let me know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. In our trade with merchants of various countries,we always adhere to the principle of equality and mutual benefit. It is our hope to promote,by joint efforts,both trade and friendshp to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, Encl. 注解 A 1. owe ...... to ...... 把.....归功于...... 例句: We owe your name and address to ....... 2. Commercial Counsellor's Office 商务参赞处 3. be in the market for 想要购买.... 例句: We are in the market for Groundnuts.
外贸英语函电范文大全 泰勒先生和营销部经理珍姆罗杰斯先生，想拜访北京继续商讨合资企业之事。 他们计划四月下半月出发并在中国停留一周。 请告知我方该访问计划对你方是否方便或您要建议什么行程计划。 如对他们的访问时间无异议的话，可否要求使馆签发所需签证。 您诚挚的六、外贸英语函电范文大全--介绍信篇：Letters of Introduction Dear Mr. / Ms.,This is to introduce Mr. Frank Jones, our new marketing specialist who will be in London from April 5 to mid April on business.We shall appreciate any help you can give Mr. Jones and will always be happy to reciprocate.Yours faithfully尊敬的先生/小姐，现向您推荐我们的市场专家弗兰克。 琼斯先生。 他将因公务在四月15日到四月中旬期间停留伦敦。 我们将非常感谢您向琼斯先生提供的任何帮助，并非常高兴施以回报。 您诚挚的七、外贸英语函电范文大全--祝贺信篇：Dear Mr. / Ms,On the occasion of the 35th anniversary of your National Day, please accept our heartiest congratulations. May the trade connections between our countries continue to develop with each passing day!Yours faithfully尊敬的先生/小姐，值此国庆三十五周年之际，请接受我们最真诚的祝贺。
外贸人写开发信时最常用的例句 回复、总结、确认之前与客人的讨论“ 1. With reference to our telephone conversation today… 关于我们今天在中的谈话…（用于沟通后的确认） 2. As we discussed on the phone... 如我们上次在中的讨论… 3. In my previous on October 5 在10月5日所写的中… 4. As I mentioned earlier about... 如我先前所提及关于… 5. As indicated in my previous ... 如我在先前的信中所提出… 6. I am writing to follow up on our earlier decision on the... 我写信来追踪我们之前对于…的决定 7. from our decision at the previous meeting… 如我们在上次会议中的决定… 8. As you requested/per your requirement... 按照您的要求… 9. In reply to your dated April l, we decided... 针对您4月1日的，我们有如下决定… 10. As a follow-up to our phone conversation yesterday, I wanted to getback to you about the pending issues of our agreement. 对于我们昨天在中所谈，我想答复您我们合约的—些待解决的问题。 11. I received your voice message regarding the subject. I'm wondering ifyou can elaborate i.e. provide more details. 我收到您关于这个主题的留言．我想您是否可以再详尽说明，也就是再提供多一点细节 12. I received your message regarding the subject. I'm wondering if you can elaborate i.e. provide more details. 我收到您关于这个主题的留言，能否可以再详尽说明，再提供多一点细节。
国际经济与贸易本科专业人才培养方案 专业代码：020401 一、培养目标 本专业培养德智体美全面发展，掌握经济学、管理学以及国际贸易规则与惯例等基本知识，具有较强的国际市场分析、国际商务沟通与外贸实务操作等专业能力，能够在国际贸易部门、涉外企业等从事报关、报检，国际结算，国际商务谈判等外贸业务工作，具有创新意识和创业精神的高素质应用型专门人才。 二、培养要求 本专业学生主要学习西方经济学、管理学、会计学、国际贸易理论、国际金融等方面的基本理论和基本知识，接受国际贸易实务、国际结算、报关、外贸函电与谈判、外贸单证等方面的基本训练，掌握国际商务谈判、报关、国际结算等方面的基本能力。 毕业生应获得以下几方面的知识和能力： 1.掌握经济学、管理学学科基础理论知识，具备经济现象的认知与分析能力、组织管理能力、统计分析能力、会计核算技能等； 2.掌握计算机的基本知识和应用方法，具有熟练操作相关国际贸易应用软件的能力； 3.具有健康的体魄、良好的心理素质，具备一定的组织能力、创新能力、人际沟通和交流能力和谋求自我发展的能力； 4.掌握国际贸易惯例和主要国家的贸易政策及相关法规，能对国际贸易发展趋势进行一定前瞻性分析，并具有对世界主要市场环境进行分析的能力。 5.具有较强的英语听、说、读、写、译的能力，能够进行对外经济业务的联系，具备对外磋商与谈判的能力； 6.掌握国际结算、报关、外贸函电、国际货物运输与保险等专业知识和技能，具备对外贸易工作的实务操作能力； 7.掌握外贸业务活动中所涉及到的合同、信用证、发票、装箱单、提单、保险单、产地证、汇票以及其他相关单据的作用、内容，具备较强的外贸单证制作和管理能力。 三、专业方向 1.国际电子商务方向：学习和掌握电子商务、网络营销、Photoshop设计与制作、摄影艺术等基本知识，具有较强的国际电子商务沟通、国际电子商务操作等专业能力，能够在外贸企业从事外贸
本文档由实惠网（https://www.doczj.com/doc/c916561986.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/c916561986.html,） 外贸函电常用范文Set new business relationship 建立贸易关系，可以通过多种途径，比如通过驻外机构、国外商会、同业商行、银行、出国访问、商品交易会、报纸广告、市场调查等等。建立贸易关系的信函，要写得诚恳、热情、礼貌、得体，并将写信人的意图清楚地叙述完整，给对方留下深刻地印象，使其愿意与你交往。 Dear Mr. Jones: We understand from your information posted on https://www.doczj.com/doc/c916561986.html, that you are in the market for textiles. We 本文档由实惠网（https://www.doczj.com/doc/c916561986.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/c916561986.html,）
would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our website https://www.doczj.com/doc/c916561986.html,,which includes our latest product line. Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Sincerely, John Roberts 本文档由实惠网（https://www.doczj.com/doc/c916561986.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/c916561986.html,）
11----------------精选公文范文----------------1 外贸英语函电书写格式要求 各位读友大家好，此文档由网络收集而来，欢迎您下载，谢谢 篇一：外贸英语函电写作技巧 外贸英语函电写作技巧 英文信函的信头也称信端，其内容包括发件公司的名称、标志、通信地址、电话号码、传真号、电子邮箱等。书写信头的目的是为了方便收件人了解信函来自何处，并为回复提供联系方式。 很多公司都会印制带信头的信纸。一般来说，人们喜欢将简单的信头放在信纸上端居中，将复杂的信头放在信纸的右侧或上下两端。在使用这种信纸打印信函时，一定要注意为信头留出足够的空间。 对于私人商务信函，如求职信等，
22----------------精选公文范文----------------2 信头通常写在信纸的右上方。 如果信函的长度超过两页，那么从第2页开始就不再需要信头了，只需写上页码、收件人姓名及日期。 英文地址的书写和中文地址的书写有很大区别，应遵循从小到大的原则。特别值得注意的是，地址中的标点符号需正确使用。当前的习惯做法是，行末一般不加标点符号，但行中间该加标点的地方，还是不应省略。门牌号码与街道名称之间不加标点，但是在城市与国家名称之间必须用逗号分开。 英文商务信函中称呼的书写有讲究 在英文信函书写中称呼是对收信人的尊称语。一般位于信内地址下方空一行；有Attention时也一样，位于Attention下面空一行。称呼后面一般用逗号（英式），也可以用冒号（美式）。 如果信是写给公司的，并没有直接
33----------------精选公文范文----------------3 的联系人，称呼应为：“Dear Sirs,”（英式）或“Gentlemen:”（美式）。在不能确定收信人性别的情况下，还可以使用To Whom It May Concern或Dear Madam or Sir。不过这两种称呼应尽量避免使用，因为人们觉得它们不能显示足够的友好。在写信给特定的组织时，更愿意使用Dear Member,Dear Customer,和Dear Human Resources Manager这样的称呼。 如果知道收件人的姓名，就应该直接把姓名用入称呼里。 1．商务信函一般用Dear Miss Brown，Dear 。Dear纯属公务上往来的客气形式。 2．写给亲人、亲戚和关系密切的朋友时，用Dear或Mydear再加上表示亲属关系的称呼或直称其名。例如：My dear father，Dear Tom等。
礼貌原则对外贸英语函电写作的启示 商务英语信函的交流不仅仅是文字,信息的交流,也是心理的交流。在给不同的语言背景,不同的心理接受习惯和不同的文化背景的外商进行有效的沟通的时候,得体性的要求是必须的。 一、关于礼貌原则 20世纪80年代,英语语言学家利奇(G.N.Leach,1983)从修辞学、语体学的角度出发,提出了著名的“礼貌原则”。他提出礼貌原则的6项标准,其中每条准则都包括两条次准则。(1)策略准则:使他人受损最小;使他人受惠最大。(2)宽宏原则:使自身受惠最小;使自身受损最大。(3)赞誉原则:尽力缩小对他人的贬损;尽力夸大对他人的赞扬。(4)谦虚准则:尽力缩小对自身的赞扬;尽力夸大对自身的贬损。(5)赞同准则:尽力缩小自身对他人的分歧,尽力夸大自身和他人之间的一致。(6)同情原则:尽力缩小自身对他人的厌恶,尽力夸大自身对他人的同情。 二、礼貌原则在外贸函电写作中的应用 外贸英文函电旨在通过商务信函写作,促进贸易活动的各个环节有效进行。书写者是否能够有效的使用商务言语达到“以言成事”的目的就显的相当重要的。要有效的使用这种言语是需要策略的。外贸英文函电中处处体现了合作原则和礼貌原则,而这些原则可以知道人们的阅读和写作实践。 (一)词汇:
1.人称 交际者应将自己置于对方的立场上,尊重、体谅、赞誉对方 尽量使对方受益,使对方感到自己的重要性受到尊重,从而体现 礼貌原则。在行文中多用第2人称,少用第一人称。这样显得更 加真诚有礼貌,用第一人称使你感到冷淡。 例:I think that you did a good job in selling our products. You did a good job in selling our products in your area. 分析:的第一句虽然合理,但是没有完全采取对方立场。用“我认为”在一定程度上剥夺了对方的荣誉感,而是我给你的一 种赞许。第2句读起来使客户受益,充分体现了礼貌原则。 2.肯定词的运用 肯定性的词语强调积极方面,给人愉快的感觉,否定性的词 语强调消极的方面,给人不愉快的暗示,因此在措辞时尽量舍弃 否定性的词语而选用肯定性的词语。 例1.Your immediate attention would be appreciate. 例2. Please note that our contract will be valid until August. 分析:在例1中,使用了appreciate积极词汇。在例2中句 子采用了valid而避免使用否定词terminate, 因为后者有失恭敬 3.模糊限定词的应用
作文字数要求100-200字！ Unit2 1.CDBBBBDCBB 2.(1)regards,say(2)specialized,with(3)with,by(4)If,interesting,enquiry(5)available(6)p opularity(7)finances,to(8)compliance 3.(1)Weareoneoftheleadingimportersdealinginelectronicproductsinthearea,andtakethis opportunitytoapproachyouinthehopeofestablishingbusinessrelations. (2)Wehavebeenengagedinhandlingimportingandexportingofmachineryandequipmentf ydraftatsight. (5).Youarecordiallyinvitedtotakeadvantageofthisattractiveoffer.Weareanticipatingalar georderfromtheUnitedStates,andthatwillcauseasharpriseinprice. (6).WewillsendyouafirmofferwithshipmentavailableintheearlyMayifyouorderreachesu sbeforeMarch10. (7).Becausethereisabriskdemandforthegoods,theofferwillbeopenonlyfor5days. (8).Wearegivingyouafirmoffer,subjecttoyourreplyhereby5p.m.ourtime,Tuesday,July10 Unit5 1.(1)on,fulfill,with,to,with (2)to,with,on (3)of,from,for,on,terms 来源：网络转载
外贸英语函电范例 外贸函电包括建立客户业务关系、询价、报盘、还盘、订货、接受、签约、包装、装运、支付、结算、保险、商检、索赔、代理及仲裁等到几项特殊贸易形式和经济技术合作。接下来为大家整理了外贸英语函电范例，希望对你有帮助哦! Foreign Economic Relations & Trade Committee of What City Address: 地址略------- Tel: 电话号码略Fax: 传真号码略________ To: Ms Jaana Pekkala, Consultant for China Swiss Organization for Facilitating Investments Fax: +41-1-249 31 33 Total pages of this fax: 2 _________________________ Dear Ms Jaana Pekkala, We understand from The Swiss Business Guide for China that your organization is helping Swiss firms in seeking opportunities of investing in China and business cooperating with Chinese partners. To establish business relations with your organization and attract Swiss companies' investment here in What, We write to introduce our city, the
外贸英语函电书写格式要求 各位读友大家好，此文档由网络收集而来，欢迎您下载，谢谢 篇一：外贸英语函电写作技巧 外贸英语函电写作技巧 英文信函的信头也称信端，其内容包括发件公司的名称、标志、通信地址、电话号码、传真号、电子邮箱等。书写信头的目的是为了方便收件人了解信函来自何处，并为回复提供联系方式。 很多公司都会印制带信头的信纸。一般来说，人们喜欢将简单的信头放在信纸上端居中，将复杂的信头放在信纸的右侧或上下两端。在使用这种信纸打印信函时，一定要注意为信头留出足够的空间。 对于私人商务信函，如求职信等，信头通常写在信纸的右上方。 如果信函的长度超过两页，那么从第2页开始就不再需要信头了，只需写
上页码、收件人姓名及日期。 英文地址的书写和中文地址的书写有很大区别，应遵循从小到大的原则。特别值得注意的是，地址中的标点符号需正确使用。当前的习惯做法是，行末一般不加标点符号，但行中间该加标点的地方，还是不应省略。门牌号码与街道名称之间不加标点，但是在城市与国家名称之间必须用逗号分开。 英文商务信函中称呼的书写有讲究 在英文信函书写中称呼是对收信人的尊称语。一般位于信内地址下方空一行；有Attention时也一样，位于Attention 下面空一行。称呼后面一般用逗号（英式），也可以用冒号（美式）。 如果信是写给公司的，并没有直接的联系人，称呼应为：“Dear Sirs,”（英式）或“Gentlemen:”（美式）。在不能确定收信人性别的情况下，还可以使用To Whom It May Concern或Dear Madam or Sir。不过这两种称呼应尽量避免使用，因为人们觉得它们不能显示足够的友
外贸英语函电——第五版（尹小莹）课后答案详解（翻译、课上例句、单词） Unit 2 (1)我公司是该地区电子产品的主要进口商之一，我们借此机会与贵方接洽，希望与贵方建立贸易关系。 We are one of the leading importers dealing in electronic products in the area, and take this opportunity to approach you in the hope of establishing business relations. (2) 我公司经营机械设备的进出口业务已多年，我们的产品在许多国家享有盛誉。 We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries. (2)承我国驻北京大使馆商务参赞处介绍，得知你公司的姓名、地址。 We owe your name and address to the Commercial Counselor's office of our Embassy in Beijing. (4) 我们了解到你们是日用化学品制造商。我们有一客户想要购买贵国化妆品，如能立即航寄目前所能供之货的目录及价格表，我们将不胜感激。 We are given to understand that you are a manufacturer of daily chemicals. One of our clients intends to buy cosmetics from your country. We will appreciate it highly if you can airmail the catalogue and the price list of your products available at present. (5) 有关我们的资信情况，请向中国银行上海分行查询。 For our credit standing, please refer to the Bank of China, Shanghai Branch. Unit 3 1. 请报你方最优惠的上海到岸价，包括我方3%佣金。 Pease quote us your best price CIF Shanghai, inclusive of our 3% commission. 2. 如果你方价格有竞争力的话，我们打算订购30万码棉布。 Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth. 3. 我方有一家客户对贵国琴岛海尔电冰箱感兴趣，请电开400台伦敦到岸价4月船期的报盘。One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April. 4. 为了方便你方了解我方的产品，我们立即航寄样品数量分。 To enable you to have a better understanding of our products, we are sending you by air 5 copies of our catalogue and 2 sample books. 5. 为答复你方4月28日询价，随函寄去我方最新价目单以供参考。 In reply to your enquiry dated April 28, we are now sending you our latest price list for your reference. Unit 4 (1). 我们正在仔细研究你方报盘，希望将此盘保留到月底有效。. We are studying the offer and hope that it will keep open till the end of the month (2). 我方的产品质量好，价格合理因此相信贵方能大量订货。 We believe that you will place a large order with us owing to the high quality and reasonable price
东北财经大学本科外贸英语函电答案(隋思忠)
Shanghai Branch 128 Huchiu Road ， Shanghai ，China Tel ：（021 ）64468726 Fax ：64468787 Jameson & Sons Ltd. 34 Madison Square Melbourne E.C. 2 . Australia Tel ：（0536 ）70525345 Fax ：356467132 Dear Sirs ， Re ：Bicycles Thank you for your letter of Jan. 25 enquiring for our bicycles. As requested ，we enclose a pricelist and a copy of our catalog for your consideration. All price quoted FOB Shanghai ，subject to our final confirmation. Generally ，delivery can be made in two months from receipt of an order. We look forward to hearing from you. Yours faithfully ， （signature ） Encl. Asstated. Unit 2 IV. 1.我们是德国工业化工产品主要生产商之一，欲与贵公司建立业务关系 2. 我们经营中国自行车出口，很想与你方进行这类商品贸易。 3. 香港贸易公司已将贵公司名称及地址转交我方。兹去函与你联系，愿与你方建立贸易关系 4. 感谢贵方6 月7 日来函，表示提供服务的意向。我们很愿意与你方探讨扩大贸易的可能性 5. 请尽早答复我方要求为荷。 6. 我们愿在平等互利的基础上与贵公司建立业务关系。 7. 我们是一家系列电扇及空调的主要出口商，现特去函自我介绍。 8. 为促进双方贸易，特另邮航空寄去样品，供你方参考。 9. 为使你方了解我们经营的轻工产品，我们兹另邮给你们寄去几本商品小册子，供你方参考。
外贸英语函电范文汇总 We owe your name and address to the Commercial Counselor s Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. We are a state-operated corporation, handling both the import and export of Textiles. In order to acquaint you with our business lines, we enclose a copy of our Export List covering the main items suppliable at present. Should any of the items be of interest to you, please let me know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. In our trade with merchants of various countries, we always adhere to the principle of equality and mutual benefit. It is our hope to promote, by joint efforts, both trade and friendship to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, Richard 函电(1) ------ 注解A 1. owe ...... to ...... 把.....归功于...... 例句: We owe your name and address to ....... 2. Commercial Counselor s Office 商务参赞处 3. be in the market for 想要购买.... 例句: We are in the market for Groundnuts.
竭诚为您提供优质文档/双击可除外贸函电感谢信常用语句 篇一：外贸英语函电经典语句 外贸英语函电范文 20XX年10月11日星期一 外贸英语达到何种等级能够做外贸？ 一般很多外企都会要求过ceT4或者ceT6，当然最好是过了英语专业八级，也就是Tem8了。但是在实际工作中，企业最看重的还是于人沟通的能力，说英语的能力，也就是口语。口语不仅仅包括日常口语的交流，还有专门的外贸口语，讨价还价，报价，争取客户。 如何学好外贸英语？ 在学校学习外贸英语，可以这样： 1，重视外贸口语，有条件的话最好是交个外国朋友，这样能在一定程度上提高你的与外国人交流的能力2，学校开的外贸函电课程还有相关书籍，实用性不是很大，但是还是要多看看，学到一些基本的方法和相关术语3，多去外贸论坛，如Fob上海外贸论坛学习
5，借鉴别人的方法，同时形成自己独特的方法 如果英语基础不好从事外贸，可以这样： 1,没必要专门全职去学习英语，学习英语不在于你每天可以花多少时间学习，而在于你能坚持多久 2，在工作的过程中，留心地道的外贸英语的用法，记 下来，找机会多用3，如果你想学的话，在自学的基础上也 一定要有一个朋友或者老师给你指导，这样可以少走很多弯路。 4，在跟外国客户交流的过程中，要多学习别人的正确 表达方式，尽量多用地道的表达方式，而不要满足于能交流就可以 5，会说英语不代表会教英语，有外国朋友一起交流是 很好的，但是最好还是能跟专业的老师系统的学习外贸英语。 外贸函电解析： 函电(1) 今天的题目是:self-introduction 例文如下: Dearsirs, weoweyournameandaddresstothecommercialcounselor’sofficeoftheswedishembassyinbeijingwhohaveinformedu sthatyouareinthemarketforTextiles.
外贸英语函电：催款函范文文体介绍 催款函是卖放在规定期限内未收到货款，提醒或催促买方付款的函件。 写此类催款函要求文字简练、意思清楚；同时要求语气诚恳、体贴，彬彬有理。不可轻易怀疑对方故意拖欠不付，以免伤害对方感情，不利于达到索款的目的，或妨碍以后的业务。对于某些屡催不付，故意逃款的客户，语气则要强硬，措辞坚决。总之索款要把握一个原则：既要达到索款目的，又要与客户保持友好关系。 外贸英语函电：催款函范文实用范例 （1）subject: Demanding Overdue Payment Dear Sirs, Account No.8756 As you are usually very prompt in settling your accounts, we wonder whether there is any special reason why we have not received payment of the above account, already a month overdue. We think you may not have received the statement of account we sent you on 30th August showing the balance of US$ 80,000 you owe. We send you a copy and hope it may have your early attention. Yours faithfully, xxx 催款函主题：索取逾期账款 亲爱的先生： 第8756号账单 鉴于贵方总是及时结清项目，而此次逾期一个月仍未收到贵方上述账目的欠款，我们想知道是否有何特殊原因。 我们猜想贵方可能未及时收到我们8月30日发出的80，000美元欠款的账单。现寄出一份，并希望贵方及早处理。 你真诚的xxx （2）Subject: Urging Payment Dear Sirs, Account No.8756 Not having received any reply to our E-mail of September 8 requesting settlement of the above account, we are writing again to remind you that the amount still owing is US$ 80,000. No doubt there is some special reason for delay in payment and we should welcome an explanation and also your remittance,
常用外贸英语函电书信写作 外贸函电是建立对外贸易关系和外贸往来的重要手段。外贸函电不同于普通信函，有其语言、内容、态度、格式方面的文体独特特点，也要学习跨文化交际常识。接下来为大家整理了常用外贸英语函电书信写作，希望对你有帮助哦! 1.请求建立商业关系 Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。如价格公道，本公司必大额订购。烦请早日赐复。此致 2.回复对方建立商业关系的请求