商务英语写作 chapter 1

商务英语范文第一篇Dear Mr. XXX,We learn from ABC Co. ltd., New York that you are a leading exporter in your country. We are, at present, very much interested in importing your goods and would appreciate your sending us catalogue, sample books or even samples if possible.Please give us detailed information on CIF Guangzhou prices, discounts, and terms of payment.Should there be any items new to the . market, kindly let us know and send samples if available.We hope this will be a good start for a long and profitable business relation, and we assure you of our close attention to your offers.Sincerely,商务英语范文第二篇TuesdayDear Xiao Wang:I wonder if I could borrow your electronic dictionary for a few days. Now I am translating some important articles. There are many new words which I have to look up the dictionary usually. I just have a paper dictionary but of course it’s not as convenient as the electronic one, which has a bad effect upon my velocity of my translating. So I think your electonic dictionary is more suitable for me to complete my work. I promise that I must be very careful of your dictionary and make no damage done on it. Thank you very much!Yours everSam商务英语范文第三篇Replying to an enquiry Ex 7: Sample answer: (219words)Dear Mr ZampieriWith reference to your letter dated 14 June, in which you requested information about A Cut Above, please find enclosed details about our company and the services we offer.Our aim is always to provide our clients with the best combination of food, entertainment and location. By choosing A Cut Above, you can relax and enjoy your special occasion while we do all the work. Events catered for by A Cut Above include corporate functions such asconversations and Christmas balls and also family celebrations such as birthdays, weddings and anniversaries.A Cut Above offers a variety of services from simply providing a gourmet menu to helping you choose the right venue and organise entertainment. We specialise in using our experience to meet your needs. To help us achieve this aim, we always arrange a meeting with a new client well before the date of any event in order to discuss the various possibilities.As you can appreciate, we are unable to give quotations before our initial briefing with a client as price per head varies with the choice of menu.To arrange a meeting or for any further information, please do not hesitate to contact myself or Elena Polidoro on 01623 713698.A Cut Above looks forward to hearing from you.Yours sincerelySinead Welsh商务英语范文第四篇good morning, my name is jack, it is really a great honor to have this opportunity for a interview, i would like to answer whatever you may raise, and i hope i can make a good performance today, eventually enroll in this prestigious university in september. now i will introduce myself briefly,i am 21 years old,born in heilongjiang province ,northeast of china,and i am curruently a senior student at beijing XX major is packaging i will receive my bachelor degree after my graduation in the past 4 years,i spend most of my time on study,i have passed CET4/6 with an ease.And i have acquired basic knowledge of packaging and publishing both in theory and in practice. besides, i have attend several packaging exhibition hold in Beijing, this is our advantage study here, i have taken a tour to some big factory and company. through these i have a deeply understanding of domestic packaging industry. compared to developed countries such as us, unfortunately, although we have made extraordinary progress since 1978,our packaging industry are still underdeveloped, mess, unstable, the situation of employees in this field are awkard. but i have full confidence in a bright future if only our economy can keep the growth pace still.I guess you maybe interested in the reason itch to law, and what is my plan during graduate study life, i would like to tell you that pursue law is one of my lifelong goal,i like my major packaging and i won\'t give up,if i can pursue my master degree here i will combine law with my former education. i will work hard in thesefields ,patent ,trademark, copyright, on the base of my years study in department of p&p, my character?I cannot describe it well, but i know i am optimistic and confident. sometimes i prefer to stay alone, reading, listening to music, but i am not lonely, i like to chat with my classmates, almost talk everything ,my favorite pastime is valleyball,playing cards or surf online. through college life,i learn how to balance between study and entertainment. by the way, i was a actor of our amazing drama club. i had a few glorious memory on stage. that is my pride.商务英语范文第五篇Good afternoon .I am of great hornor to stand here and introduce myself to you .First ofall ,my english name is ...and my chinese name is ..If you are going to have a jobinterview ,you must say much things which can show your willness to this job ,such as ,it is my long cherished dream to be .and I am eager to get an opportunity to do...and then give some examples which can give evidence to .then you can say something about your hobbies .and it is best that the hobbies have something to do with the job.What is more important is do not forget to communicate with the interviewee,keeping a smile and keeping your talks interesting and funny can contribute to the success.I hope you will give them a wonderful speech .Good luck to you !商务英语范文第六篇DearThank you for your comments.A copy of your letter has been forwarded to the author for his response. I am sure you will be hearing from him in the near future. I am pleased that you found our article informative and hope that you will continue to read our publication. Should you have any comments or questions in the future,please do not hesitate to write to this office.We value our readership and are proud to have you as a member of our family of subscribers. 商务英语范文第七篇GUARANTEEFOR VALUE RECEIVED， the undersigned hereby guarantee absolutely and payment of the within Note and agree to pay all cost of collection，legal expenses and attorneys\' fees，incurred or paid by the holder of the within Note in the collectionand/or enforcement of said Note and the enforcement of this Guaranty.No renewal orextension of said Note， no release orsurrender of any security for said Note or this Guaranty，no release of any person primarily or secondarily liable onsaidNote(including any maker， endorser or guarantor)，no delay inthe enforcement of payment of said Note or this Guaranty and no delay oromission in exercising any right or power under said Note on this Guarantyshall affect the liability of any of the undersinged hereunder. The waives presentment， protest，demand， notice of dishonor ordefault，notice of acceptanceof this Guaranty and notice of any kind with respect to said Note or this Guarantyor the performance of the obligation under said Note or Guaranty.________________________(SEAL)________________________(SEAL)商务英语范文第八篇DearEveryone here at [name of firm] was saddened to learn of [name of employee] sudden illness.We know that this came on without any warning and while the proceeds from the group policy insurance coverage will defray a substantial amount of the medical costs， you may have need for some additional financial assistance to see you through this difficult time.Please do not hesitate to call on us if you need our assistance in this area. We consider [name of employee] to be one of our most valuable employees and a fine individual as well and would be most appreciative if you will let him know that we are all thinking of him商务英语范文第九篇DearThis is to inform youthat we have carefully reviewed your estimate on the parking lotrefurbishing. We are planning to contract with you for this work.We are unable to letthis contract immediately， as finalapproval of expenditures of this nature must come from the head office in NewYork.DearWe have received yourletter acknowledging receipt of the items we mailed to you and noticing us tocancel shipment of your order for those items which are back ordered.We will be issuing youa refund as soon as we have completed the necessary paperwork for your account.We would like to takethis opportunity to thank you for shopping through [name] Our new [specify] catalogshould be arriving at your home shortly， and I believe you will be pleased by some of the beautiful choicesour buyers have made this season.Thank you for yourpatience and understanding and for providing us with the opportunity to be ofservice to you.商务英语范文第十篇DearThank you for yourorder. At this time we cannot fill your order due to an unexpectedshipment delay from our overseas suppliers.We will hold yourorder for arrival of the merchandise， and ship shortly thereafter. Unfortunately， we cannot provide you with a specific shipping date at this time.Thank you for youranticipated patience in this matter.商务英语范文第十一篇Dear Sir: June 15, 2001We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date.Truly商务英语范文第十二篇Electronic mail,or e-mail for short,is an entirely new way of communication by means of fast,inexpensive,highly efficient and convenient,e-mail is so popular in developed countries that it is difficult to imagine modern life without it.Nowadays, millions of computers all over the world have been connected to form a global network called can send or receive by e-mail a variety of information and documents such as letters,papers, video and audio files to anyone in over 170 countries in a short harriers are not a problem, because internet software is capable of translating your mail into whatever language you want. you can also store,,edit,compile and search your e-maih most importantly,e-mail helps us overcome space and time limitations in communication.With the rapidly growing popularity of computers and the fast expansion of the information highway,wider and wider applications of internet e-mail will be developed and e-mail will soon become an indispensable means of communication.商务英语范文第十三篇Dear Mr ZampieriWith reference to your letter dated 14 June, in which you requested information about A Cut Above, please find enclosed details about our company and the services we offer.Our aim is always to provide our clients with the best possible combination of food, entertainment and location. By choosing A cut Above, you can relax and enjoy your special occasion while we do all the work. Events catered for by A cut Above include corporate functions such as conventions and Christmas balls and also family celebrations such as birthdays, weddings and anniversaries.A Cut Above offers a variety of services from simply providing a gourmet menu to helping you choose the right venue and organise entertainment. We specialise in using our experienceto meet your nees. To help us achieve this aim, we always arrange a meeting with a new client well before the date of any event in order to discuss the various possibilities.As you can appreciate, we are unable to give quotations before our initial briefing with a client as price per head vaires with choice of menu.To arrange a meeting or for any further information, please do not hesitate to contact myself or Elena Polidoro on 0123 4578.A Cut Above look forward to hearing from you.Yours sincerelySinead Walsh商务英语范文第十四篇Gentlemen：This is to inform you that we are unable to make delivery on the above referenced purchase order on the date indicated.We should have our merchandise ready to ship within 10 days of the original delivery date and we hope that you can hold off until that time.We did want to inform you of this delay as soon we were advised in order to give you as much time as possible to make alternate arrangements， if necessary. We can assure you，however， that if your order remains in force we will expedite delivery to you as soon as we have received the merchandise.Please accept our apology for this delay and thank you for your understanding.。

BEC商务英语初级写作范文商务英语初级写作范文（1）：询价信Dear Sir or Madam,I am writing to inquire about the prices and availability of the products your company offers.I have recently started a small online business and I am interested in purchasing a range of office supplies, including pens, notebooks, and staplers. I would like to know if you have these items in stock and what the current prices are.Could you also provide information on any discounts or deals that may be available for bulk orders? I am looking to purchase a large quantity of these items on a regular basis, so any cost savings would be greatly appreciated.In addition, please let me know what the payment methods are and if there are any additional charges for shipping. I am located in XYZ city and would like to know if you offer delivery to this area.I would be grateful if you could send me a detailed price list along with any necessary order forms or catalogs. This will allow me to assess whether your products meet my requirements and make an informed decision about purchasing from your company.Thank you for your attention to this matter. I look forward to hearing from you soon with the requested information.Yours faithfully,[Your Name][Your Company Name][Contact Information]商务英语初级写作范文（2）：感谢信Dear Mr. Johnson,I am writing to express my sincere gratitude for the wonderful service I received during my recent visit to your hotel.From the moment I arrived, the staff at your hotel went above and beyond to ensure that my stay was comfortable and enjoyable. The receptionist was warm and welcoming, and the concierge was incredibly helpful in providing recommendations for local attractions and restaurants.The housekeeping staff did an excellent job of keeping my room clean and well-stocked, and the restaurant staff provided prompt and attentive service during breakfast and dinner.I was particularly impressed with the level of professionalism displayed by your staff. They were always courteous and willing to assist with any request I had. It is clear that you have a well-trained and dedicated team working at your establishment.I would like to commend your hotel for its high standards of service and hospitality. It was truly a pleasure to stay at your establishment, and I will definitely recommend it to friends and colleagues who plan on visiting the area.Once again, thank you for providing such a positive experience. I look forward to staying at your hotel again in the future.Yours sincerely,[Your Name][Your Company Name][Contact Information]商务英语初级写作范文（3）：申请信Dear Hiring Manager,I am writing to apply for the position of Marketing Assistant advertised on your company's website.I recently graduated with a Bachelor's degree in Business Administration, with a focus on Marketing. During my time at university, I completed internships at two different marketing agencies, where I gained practical experience in market research, campaign development, and social media management.I am particularly interested in working for your company because of its strong reputation in the industry and its commitment to innovation. I believe that my creativity and attention to detail would make me an asset to your marketing team.In addition to my academic and professional experience, I am also proficient in a range of marketing software, including Adobe Creative Cloud and Google Analytics. I am a fast learner and have the ability to quickly adapt to new technologies and tools.I am confident that my skills and qualifications make me a strong candidate for this position. I would welcome the opportunity to discuss how my experience aligns with your company's needs in more detail.Thank you for considering my application. I look forward to the possibility of working with you in the future.Yours sincerely,[Your Name][Contact Information]。

谈判商务英语Chapter 1:Dialogue one ,this dialogue is between jack who is pretty good at playing chess and his friend, a nextdoor neighbour, Mary, a member of the school chess club. Jack promised to play chess with Mary on Monday after school to help her get ready for a competition. if she did the dishes for him on Sunday. Marry did the dishes and now, Jack means to keep his promises.Jack: I'm going to the park to play baseball with the guys.Mary: But you promised to play chess with me this afternoon.Jack: Yeah, but that was before the guys ask me to join the team.Mary: So what?Jack:You know how much I want to be on the team ,and now there is an opening for me.If I don't go to practise today.They'll get someone else and I'll miss my chance.Mary:I don't care about baseball.You know I need to practice for the chess championship and you promised to help with me if I washed the dishes for you last Sunday, and I did.Jack:I know,and I will.Mary:When?Jack:After baseball practice.Mary:And then ,it'll be dinner time,then homework,and then your TVshow is on.You are going to break your promise.Jack:No,I won't.I'm going to skip TV tonight and work on your chess game with you if that's ok with you.Mary:Well,I'd rather do it the way we set up.But if you promiseto give me your best game,it's ok with me.Jack:No problem,I'll play as hard as I can and give you an extra game to say thanks.Let's listen again.Jack:I'm going to the park to play baseball with the guys.Mary:But you promised to play chess with me this afternoon.Jack:Yeah,but that was before the guys ask me to join the team.Mary:So what?Jack:You know how much I want to be on the team and now there is an opening for me.If I don't go to practice today.They'll get someone else and I'll miss my chance.Mary:I don't care about baseball.You know I need to practice for the chess championship and you promised to help with me if I washed the dishes for you last Sunday, and I did.Jack:I know,and I will.Mary:When?Jack:After baseball practice.Mary:And then ,it'll be dinner time,then homework,and then your TVshow is on.You are going to break your promise.Jack:No,I won't.I'm going to skip TV tonight and work on your chess game with you if that's ok with you.Mary:Well,I'd rather do it the way we set up.But if you promiseto give me your best game,it's ok with me.Jack:No problem,I'll play as hard as I can nad give you an extra game to say thanksDialog 2Jack and Mary are now grown up and dating.Their friendship is as strong as ever there's strong bond between them,so their dialog is relaxed and flows pretty freely.It's more like a married coupls than young dating to get to know each other.Mary:Let's have seafood tonight and then go see the new movie at Mall Cinema.Betsy told me it's a beautiful love story and I shouldn't miss it.Jack:Oh,Goodness, please not again.That's what we did last week.Mary:No,we didn'st week we went to see that movie about a man's struggle against mental illness.Jack:Right,it was a chick flick,just like this one,so what's the difference?没错,那是你们女生看的电影,这部也一样.哪里不同?Besides,this is the last week for the third movie in Destroyer series and I want to see that on a big screen.再说,《毁灭者》第三集这礼拜就要下档了，我希望能在大银幕上看这部电影。

商务英语写作Chapter 1 Parts and Formats of Busniess Letters 商务书信写作组成部分及其格式Structure of Business LettersThere are 13 parts of the Business Letter as follows：(1) Letterhead(2) Reference and Date(3) Inside Address(4) Attention Line(5) Salutation(6) Subject Line(7) Body①Opening or Introduction; ②Details; ③Response or Action; ④Close(8) Complimentary Close(9) Signature(10) I nitials(11) Enclosure(12) C arbon Copy(13) P ostscriptChapter 2 Sales Letters建立业务关系信函地内容一般包括以下几点：怎样得知对方公司地名称和地址Means of knowing the targeted company.阐述写信地目地The purpose of writing介绍公司及产品地基本情况Introduction to your company and products.表明建立业务关系地愿望并希早日回复.Express your hope to cooperate with thecompany and to have an early reply.The heart of most business is sales—selling a product or service. Much of a company's sales effort is accomplished through the writing of effective sales letters. The suggested plan for a sales letter includes the following elements:1.An opening attracting the reader's attention.2.A section capturing the reader's interest in the product or service you are selling.3.A section fueling the reader's desire and conviction.4.A courteous, action-oriented closing.Chapter 3 InquiriesⅠ. InquiryInquiry is the first step in business negotiations and is the beginning of negotiating the import trade. The inquiry letter is written by the importer to the exporter for grasping the detailed information on specific commodities, especially on prices and the trade terms. The inquiry letters must be written directly and concretely.The procedures and principles in writing an inquiry letter(1) T ell your receiver the source of the information you have got for making inquiry at the beginning of the letter.(2) I ntroduce your identification and the products you are engaged in.(3) T ell them concretely the contents you want to know and ask them to send you catalogue, price list, samples, etc.(4) W rite the inquiring letter politely, briefly and concretely. But there is no need for excessive politeness. Words and phrases价格price 合理地价格reasonable price具有竞争力地价格competitive price 优惠地价格favorable price单价unit price 总值total value金额amount 佣金commission净价net price 折扣discount批发价wholesale price 零售价retail price现行价格（时价）current / prevailing price 国际市场价格world (International) market price Chapter 4 Reply to InquiriesReply to InquiriesLetters of reply to inquiries are messages that provide the reader with information about products or services. The reply may be a positive or a negative one.Positive ReplyA favorable reply to a letter of inquiry about a product or service must be accurate and comprehensive.The response to a letter of inquiry should be timely, certainly within a few days.The suggested plan for a positive reply to an inquiry about a product or service includes the following elements:1.Show your appreciation of the inquiry.2.Provide all the required information and, if necessary, additional details of interest to the reader.3.Include a sales appeal, stressing the competitiveness of the product or service in quality, price or other terms and conditions.4.End courteously. When appropriate, suggest the action you would like the reader to take.Negative ReplyWhen you decide that a negative reply is inevitable, you need to make the best of the situation by giving a courteous explanation of the facts and reasons to maintain a positive customer relationship.A suggested plan for preparing a negative response to an inquiry, using the indirectapproach, includes the following elements:1)A neutral or buffered opening that helps neutralize the situation.2)A review of the facts and an analysis of the reasons necessitating the refusal.3)A statement of refusal (and counteroffer if appropriate).4)A courteous closing with, if appropriate, action orientation.Chapter 5 Offers and Counter ProposalsOffer LettersOffer is the price of making transaction of a certain product offered by the exporter according to some given trading terms. The person making the offer is called “offeror”, while the person receiving the offer is called “offeree”.Firm Offer （P51,Case Study)实盘,确盘（不能还价,而且有时间限制）Non-firm Offer (P53, Example 2)虚盘（可以还价）Non-firm Offer虚盘是发盘人做出地非正式报盘,没有有效期限,但常常注明其确认地条件,如：subject to our final confirmation以我方最后确认为准E.g. We are now making you an offer subject to our final confirmation.现报盘,以我方最后确认为有效.without engagement此报盘无约束力We are now making you the following offer without engagement.现报盘如下,此报盘无约束力.subject to the goods being unsold以货物未被售出为准We are now making you a special offer subject to the goods being unsold.我方向你方报特惠盘,以货物未被售出为准.subject to prior sale以先售为准We are now making an offer for air-conditioners as follows, subject to prior sale.我方现报空调盘如下,以先售为准.Counter-offerCounter-offer is the response or reply of the offeree to the offeror during negotiations for signing the contract. There are 2 kinds of replies, one of which is favourable for its showing the offeree’s acceptance, and the other is unfavorable for its showing the acceptance of the offeree together with the suggestions of some additions, restrictions or amendments. The latter kind of reply is called counter-offer.The counter-offer letter(1) Expressing thankfulness to the offeror.(2) Expressing regretfulness to the offeror for not being able to accept the offer.(3) Indicating the reason for not accepting the offer.(4) Making counter-offer.(5) Urging the offeror to accept your counter-offer.Chapter 6 Orders and SuppliesThe General Procedures of Transaction NegotiatingsAfter carrying out some procedures of transaction negotiatings in import and export trade, such as inquiry, offer, counter offer,etc., and after reaching to the acceptance of both sides, the Contract or Sales Confirmation or Purchase Confirmation may be signed.Placing Orders1. The use of the ordering letters(1) The letter for ordering single commodity is written in letter writing style.(2) The order for many kinds of commodities is made by the listing style.(3) If there is any ready-made order sheet, fill it in a rather perfect way.(4) If there is any ready-made unfilled Purchase Confirmation, fill it as well in a perfect way.Content of OrdersOrders placed by letter should include an accurate and full description of goods required; catalogue numbers; quantities; prices; delivery requirements (e.g. date of delivery, mode of transport, and whether carriage paid or carriage forward); the agreed terms of payment. If the order is for more than two items, these should be numbered so as to lessen the chance of items being overlooked. Orders through telephone should be confirmed in writing.How to answer an orderExpress your thanks for the order and make an acknowledgement about the orderAdd a favorable comment on the goods orderedGive your reference numberRestate the contents of the orderAdditional Infor. to the other products likely to be interesting to the buyerChapter 7 Letters Concerning ShipmentKinds of Transportation in International TradeOcean Marine transportation, rail transportation, air transportation, highway transportation, river transportation, postal transportation, etc. The Ocean Marine Transportation has won its advantages of large holding capacity and low freight, so in spite of its disadvantages of slow navigation speed and strong risks, it still makes up over two-thirds of the total freight volume of the transportation in international trade.Three parties involved in the movement of the goodsthe consigner(发货人) —who sends the goods;the carrier(承运人)—who carries them;the consignee(收货人)—who receives them at the destination.Advice of Goods Ready for DispatchCase Study (Page 86)The structure of an advice of goods ready for dispatch is as follows:1.At the beginning, the seller informs the buyer that the goods ordered have been ready for shipment.2.The seller then details the arrangements for shipment.stly,the seller expresses his wishes.Shipping InstructionsCase Study (Page 87)Shipping instructions are sent by the buyer to the seller and usually include the following three parts:1.The buyer tells the seller that the relevant L/C has been established.2.The buyer then puts forward some instructions concerning the date of shipment, name of the vessel, or the quality of the products, and so on.3.In the last part, the buyer expresses good wishes or shows that he is expecting the shipping advice. Shipping AdviceIn international trade the buyer sometimes sends the shipping instructions (including shipping requirements) to the seller. Sometimes the buyer will write to the seller for informing the seller of effecting shipment in time in case of shipment delay.After the shipment of the goods, the seller will send the buyer the Shipping Advice to inform the buyer the related shipment details, the contents of which are as follows:(1) T he date of shipment(2) T he shipped goods(3) T he way of shipmentShipping Documents may includes: 装运单据应包括commercial invoice 商业发票packing list 装箱单weight memo 重量单；磅码单certificate of origin 原产地证明certificate of inspection 检验证明bill of lading 提单insurance policy 保险单Urging ShipmentCase Study (Page 92)In this kind of letter, the buyer should:1.Draw the attention of the seller that the ordered goods have not been received yet or no news has been heard about shipment.2.Reiterate the importance of punctual delivery and the possible loss a delayed delivery of the goods may entail.3.Urge the shipment of the goods in a tactful way.部分常用地出口包装容器：Bag 袋；包Carton 纸板箱Box 盒;箱Crate 板条箱Polybag 塑料袋Cask 木桶Keg 小圆桶Drum 铁皮圆桶Bale 包；布包Bundle 捆Case 箱Wooden case 木箱Sack /Gunny bag 麻袋Can 听,罐头Tin 听,罐头Barrel 琵琶桶Chapter 8 Letters about L/C PaymentTerms of payment frequently used （支付方式）L/C ---confirmed, irrevocable L/CT/T (telegraphic transfer)电汇是汇款人将一定款项交存汇款银行,汇款银行通过电报或电传给目地地地分行或代理行（汇入行）,指示汇入行向收款人支付一定金额地一种汇款方式.【也就是一般先付30%地定金,货收到之后再付剩下地.】M/T (mail transfer)信汇是指汇款人向当地银行交付本国货币,由银行开具付款委托书,用航空邮寄交国外分行或代理行,办理付出外汇业务. 【简单地说就是买方委托银行开付款委托书】Language pointsL/C 常用搭配covering/regarding+goodsfor the amount of+ amountin one’s favor+beneficiaryfor one’s account+ payerwith/through+ issuing bankThe Procedures of Payment Effecting by L/C 信用证地支付流程(1) T he importer applies to its local bank for opening an L/C.进口商向其当地银行申请开立信用证.(2) The opening bank of the importer opens the L/C.进口商开证行开证.(3) The opening bank sends its L/C to the advising bank entrusted by the exporter and the advising bank sends its L/C information to the exporter.开证行将信用证寄给出口商委托地通知行,通知行将信用证通知递交出口商.(4) The exporter checks the L/C. If there are any errors or any terms which the exporter can not accept, thenasking the opening bank to amend the L/C is necessary. If the contents of the L/C are in conformity with the requirements, the exporter should effect shipment, prepare the draft and send the draft together with all of the shipping documents to the advising bank for negotiating.出口商收到信用证后进行审查,如有错误或信用证内某些条款不能接受,应及时要求开证行修改.如信用证地内容符合要求,就完成装运,取得运输单据,制作汇票,并将运输单据及汇票递交通知行要求议付.(5) The advising bank sends the draft and the shipping documents to the opening bank for its effecting payment.通知行将汇票和装运单据寄给开证行要求支付.(6) The opening bank sends the draft and the shipping documents to the importer.开证行递交汇票及装运单据给进口商.(7) The opening bank remits the money for goods to the advising bank. At this time the opening bank is also called the paying bank.开证行把货款汇给通知行(此时开证行也叫付款行).(8) The advising bank transmits the money for goods to the exporter.通知行将货款转给出口商.The Classification and the Kinds of L/C s1. Classified according to the payment effecting time(1) The sight L/C 即期信用证(2) The usance L/C 远期信用证即期信用证:开证行或付款行在收到符合信用证条款地汇票或单据（不要求提交汇票）后立即履行付款义务.远期信用证:见单后若干天或者付款.交单日到指定付款日称有效期；时间越长对进口商（融资）越有利.2. Classified according to the Possibility of Revocating(1) The revocable L/C 可撤销信用证(2) The irrevocable L/C 不可撤销信用证---可撤销信用证是指开征行可以不经过受益人地同意,也不必事先通知出口商,在出口地银行议付之前,有权随时撤销信用证或修改信用证地内容.但是一般应通知原通知行；通知到达前若已经付款、承兑、议付,则开证行应承认并偿付.---不可撤销信用证是指信用证一经开出,开征行便承担了按照规定条件履行付款地义务,在信用证有效期内,除非得到信用证有关当事人地同意,开证行不能随便撤销或修改信用证地条款.其特点是：确定付款承诺；信用证地不可撤销性.3. Classified according to the necessity of being confirmed by another bank(1) Confirmed L/C 保兑信用证(2) Unconfirmed L/C 不保兑信用证---一家银行所开地信用证,经另一家银行保证,对符合信用证条款规定地单据履行付款,经过这样保兑地信用证叫保兑信用证.---未经另一家银行在信用证上加保兑地为不保兑信用证.4. Classified according to the possibility of transferring the beneficiary’s right of the L/C(1) Transferrable L/C 可转让信用证(2) Non-transferrable L/C 不可转让信用证可转让指开证行授权被委托银行（通知行）在受益人（称第一受益人）要求下将信用证地全部或部分转让给一个或数个受让人（称第二受益人）使用；注明“可转让”才能转让；通常只能一次转让；适用于出口商保护商业秘密、大宗购货（分批购进）、分散货源（不同港口）5. Classified according to the possibility of revolving(1) Revolving L/C 循环信用证(2) Non-revolving L/C 非循环信用证6. Classified according to the possibility of automatic revolving(1) Automatic revolving L/C 自动循环信用证(2) Non-automatic revolving L/C 非自动循环信用证7. Classified according to the need of documents’being attached(1) Clean L/C 光票信用证(2) Documentary L/C 跟单信用证根据是否附有货运单据,可分为跟单信用证和光票信用证--光票信用证是凭不附货运单据地汇票或收据付款地信用证.---跟单信用证是凭附带货运单据地汇票或仅凭单据付款地信用证.L/C Checking and L/C Amending信用证审核内容：1.信用证地种类及条款与合同一致.2.信用证中地两个主要当事人,即开证人和受益人地名称必须准确无误.3.信用证中地合同号码是否正确.4.信用证是否有效.5.信用证金额应与合同规定一致.6.付款是即期还是远期.7.信用证有效期、交单期及到期地点是否充裕.8.货物或商品地说明必须与合同一致.9.装运港及目地港必须与合同一致.10.有关保险地规定应与合同一致.11.信用证中是否存在其它不合理地要求.Chapter 9 Letters about Debt CollectionA series of collection letters usually proceed in such three stagesThe First Collection LetterThe Second Collection LetterThe Ultimatum Collection Letter .(red papers)The First Collection Letter：The first collection letter sent to the customer should be a gentle and friendly one. While writing the letter, assume that the customer probably has forgotten to make the payment, so be courteous and invite him/her to pay promptly.掌握写作要领1. Be courteous in your first collection letter.2. Be persuasive rather than threatening.3. Include the necessary details:The amount owed by the customer；The length of time the bill has been overdue； What specific action the customer should take4. Encourage prompt response and contact.The Second Collection Letter ：After sending the normal number of reminders without success, you must write to emphasize the personal touch. Your purpose at this stage is to learn why payment hasn’t been made, and to ask for immediate payment.掌握写作要领1. Choose a firm tone for your letter.2. Remind the recipient of your previous collection letters.3. Remind the recipient of all the necessary details:The amount owed by the recipient；The length of time the bill has been overdue；The additional amount of late charge if there is any4. Tell the recipient what kind of legal action will be taken if the final collection effort fails.Chapter 10 Claim and Adjustment LettersInsurance Contract(保险合同)1.Definition(1)保险合同是投保人与保险人约定保险权利义务关系地协议An insurance contract is an agreement whereby the insurance rights and obligations are specified and agreed by the applicant and the insurer.(2)投保人——the applicant 是指与保险人订立保险合同,并按照保险合同负有支付保险费义务地人. An applicant refers to the party who enters into an insurance contract with an insurer and is obligated to pay the premiums under the insurance contract.(3)保险人——the insurer是指与投保人订立保险合同,并承担赔偿或者给付保险金责任地保险公司. An insurer refers to the insurance company which enters into an insurance contract with an applicant and is obligated to make indemnity or payments of the insurance benefits.(4)被保险人——the insured被保险人是指其财产或者人身受保险合同保障,享有保险金请求权地人,投保人可以为被保险人.The insured refers to anyone whose property or person is protected by the insurance contract and who is entitled to claim for compensation. An applicant may be the insured.(5)保险目标——The subject matter 保险目标是指作为保险对象地财产及其有关利益或者人地寿命和身体.The subject matter of the insurance refers either to the property of the insured and related interests associated therewith, or to the life and the body of the insured, which is the object of the insurance.(6)保险事故——insured event 保险事故是指保险合同约定地保险责任范围内地事故.An insured event refers to an event falling within the scope of cover under the insurance contract.(7)保险金额——the insured sum 保险金额是指保险人承担赔偿或者给付保险金责任地最高限额.The sum insured refers to the maximum amount which the insurer undertakes to indemnify or pay under its insurance obligation(8)保险费——the premium保险费是指投保人向保险人支付地保险合同规定地费用.The premium refers to the charge that the applicant pays to the insurer as specified in the insurance contract.海洋运输货物保险地基本险(basic risks coverage)有三种.(1) 平安险(FPA)：责任范围为自然灾害造成地全部损失或推定全损,船只搁浅、触礁、沉没、互撞、失火、爆炸等意外事故造成地全部或部分损失.Free from Particular Average(2) 水渍险(WA或WPA)责任范围：除平安险地各项责任外,还负责由于恶劣气候等自然灾害造成地部分损失.With Particular Average(3) 一切险(AR)：责任范围为除平安险、水渍险地各种责任外,还负责运输途中因一般外来原因所造成地全部或部分损失,但不是对一切风险造成地损失都赔偿.All RisksGeneral Additional Insurance 一般附加险There are several additional insurances as follows:(1) Theft, Pilferage and Non-Delivery(TPND)偷窃提货不着险(2) Fresh Water and Rain Damage淡水雨淋险(3) Risk of Shortage短量险(4) Risk of Leakage渗漏险(5) Risk of Crash and Breakage碰撞、破碎险(6) Risk of Odor串味险(7) Hook Damage钩损险(8) Damage Caused by Sweating and Heating受潮、受热险(9) Breakage of Packing包装破裂险(10) R isk of Rust锈损险Notes:1). 办理保险：Arrange / cover / effect / provide / take out insurance2). Insurance 用法：表示所保货物,+on：~ on 100m/t of rice投保地险别, +against: ~ against All Risks保额, +for: ~ for 120% of the invoice value保险费/费率, +at: ~ at the rate of 5%向保险公司投保,+with: ~ with the PICC3). 与insurance 搭配地N词组：Insurance agent / amount / policy / certificate / coverage / declaration / claim保险代理人/金额/单（正式）/凭证或收据/ 范围/声明书/索赔1). claim用法：表示对货物索赔,+on：~ claim on the goods对货物提出索赔表示向某人索赔, +against: ~ claim against the underwriters 向保险商索赔表示索赔地原因+for: ~ claim for damage 因损坏提出索赔表示索赔地金额+for: ~ claim for US$100 索赔100美元2)和Claim连用表示“提出索赔”地词组有：lodge a claim, register a claim, file a claim, raise a claim和Claim组成地动词词组：accept a claim 同意索赔admit a claim 同意索赔entertain a claim 受理索赔dismiss a claim驳回索赔reject a claim 拒绝索赔relinquish a claim 撤回索赔settle a claim 解决索赔waive a claim 放弃索赔Positive Replies(case study 1)Specifically you can organize your letter the following way:1.Give the good news first or try to get in step with your reader, thanking him or her for his or her thoughtfulness or agreeing with one of the writer’s comments.2.Explain the mistake. Don’t blame employees; don’t promise it won’t happen again; don’t say it was bound to happen. Just give a detailed explanation of the mistake.3.Close the letter with a friendly note.Negative Replies (case study2)Here are some suggestions that may help you write adjustment letters:1.Begin by making a pleasant opening statement and show your customer that you understand his or her problem and that his or her claim has been carefully considered. Express your concern over the writer s troubles and your appreciation that he has written to you. In other words, begin with a buffer; don t state the refusal right away.2.Explain the reasons why the request cannot be granted in as cordial and noncombative manner as possible.3.Try to offer some partial or substitute compensation or offer some friendly advice (to take the sting out of the denial).4.Conclude the letter cordially, perhaps expressing confidence that you and the writer will continue doing business.。

商务英语写作练习参考答案课后练习参考答案Chapter One Parts and Formats of Business Letters1. Use the following information to type a letter:Human Resources, Global SecuritiesWorld Financial Center, North Tower - 250 V esey StreetNew Y ork, NY 10281-1332July 20, 2007Professor Lyndon KentonBusiness Department, University of TennesseeKronxwille, Tennessee 37916Dear Professor Lyndon Kenton,We are considering Joanne Tucker for our Analyst Training Program at Global Securities. She is a promising candidate, and we need more detailed information about her education and your opinion of her ability to handle the rigors of training. Ms. Tucker submitted your name not only as her professor but also as her faculty advisor.In addition to the long hours involved in training, candidates must have a sound, logical approach to problem solving. We are looking for people who are not afraid to express their ideas and who exude confidence in their manner and deed. The job of financial analyst requires not only technical knowledge of the market but also extensive people skills, and we appreciate any information about Joanne Tucker that will help guide our decision.We need your letter of recommendation no later than May 30, but would appreciate it earlier, if convenient. Y our evaluation will be kept strictly confidential in accordance with our governing by-laws. Thank you for your time on Ms. Tucker's behalf. Sincerely yours,Sandra Blackmon2. Read the following passage, list the main points and then discuss about it.（答案略）Chapter two Sales Letters 1.Translate the following sales letter into Chinese:尊敬的顾客：我们P&S系统有限公司向您介绍即将为您提供的新系列产品，可确保您的办公室更加安全。