商务英语函电教学

第一篇：商务英语函电教学

语类结构潜势理论指导下的商务英语函电教学

陈霞

（成都职业技术学院四川成都610041）

摘要：商务英语函电是开展对外贸易及有关商务活动的基础和工具，然而学生的商务英语函电写作水平却不够理想。本文以哈桑的语类结构潜势理论为基础，阐述了在该理论指导下的商务英语函电教学过程，旨在通过语类分析帮助学生解读商务英语函电语篇的同时，探索出提高学生商务英语函电写作能力的有效途径。

关键词：语类结构潜势；语类教学法；商务英语函电教学

引言

中国加入WTO后，对外贸易活动日趋频繁。商务英语函电作为国际贸易活动的重要载体，是国际商务往来最为经常使用的联系方式，也是开展对外贸易及有关商务活动的基础和工具，然而学生的商务英语函电写作水平却不够理想。许多研究者已经意识到这一点，他们探讨了商务英语函电教学存在的问题，提出了提高教学效果的建议[1-4]。但是这些研究却忽略了语类理论对商务英语函电写作的影响。

商务英语函电是在商务环境中应用的英语，属于专门用途英语(ESP)范畴，它是一种特别的语体，强调的是在特定环境下的特种交际目的，是英语写作与外贸实务相结合的一门综合性学科。语类分析从商务英语函电的交际目的入手, 分析内容的框架结构、主要语气以及基本语言技巧的使用。所以以语类为基础的商务英语函电教学强调提高学习者对与语类密切相关的社会语境和语言特征的认识。本文以哈桑的语类结构潜势理论为基础，阐述了在该理论指导下的商务英语函电教学，旨在通过语类分析帮助学生解读商务英语函电语篇的同时，探索出提高学生商务英语函电写作能力有效途径。

一、语类结构潜势理论和语类教学法

语类结构潜势理论是由哈桑[5]提出的，她认为语言的使用受到情景语境中语场、语旨和语式三个变量的影响,并用语境配置(contextual configuration)来概括这3个变量。她提出语篇的类型受制于语境配置,每个语境配置都是“一组实现语场、语旨、语式的值” [5]。她将这三个变量的含义具体解释为:语场是交际过程中实际发生的事件,语旨是参与者的身份及他们之间的关系,语式是语言交际的渠道或媒介。这三种变量决定语言的三种意义类型, 即语场决定语言的概念意义, 语旨决定语言的人际意义,语式决定语言的谋篇意义。因此,哈桑认为:语境配置在很大程度上确定语篇结构,可以预测语篇结构的必要成分和可选成分, 各种成分的排序及成分的再现。必要成分规定了语类的框架, 能使人们识别不同语类之间的差异, 可选成分则允许语言使用者在特定的语类框架中变换语言形式。一个语篇究竟属于什么语类,往往是由结构的必要成分来定义的。而包含了某一语类所有的必要成分的结构表达式被称为该语类的“结构潜势”。对于在语言使用过程中出现的各种语类, Hasan认为它们是通过语类结构潜势来实现的, 是特定情景下形成的语境配置3个变量具体体现, 它包含某种语类中可能出现的所有的语篇模式和语篇结构。

在上述理论指导下，出现了以语类为基础的语类教学法, 又称体裁教学法, 盛行于以英语为母语的一些国家如美国和澳大利亚等。“语类教学法”建立在语篇的语类分析上,教师把语类和语类分析理论自觉地运用到课堂教学中,围绕语篇的结构开展活动，其目的是引导学生掌握语篇的语类结构潜势,从而帮助学生理解和撰写属于某一语类的语篇。

二、学生商务英语函电写作中的问题

作为商务英语函电课程的任课教师, 笔者发现除了语法和用词错误之外, 学生在商务英语函电写作技能方面有以下问题:

（一）不了解商务英语函电的篇章结构。如在传递不愉快信息时，商务英语函电的语篇层次一般包括5个部分：

1、neutral statement;

2、reasons;

3、refusal;

4、alternative, if possible;

5、goodwill ending。但是很多学生都忽略了中立态度这一步，将不好的消息置于开头部分。而这类信函的开头部分,语气必须尽量缓和, 不能太直率。双方都乐于接受的中立态度可以起到缓冲的作用, 即减轻不愉快消息带来的压力和打击,让读者有心情读去，这也是国际贸易人员语篇社团的一般规范。因此如果按“直接方式”组织语篇，会显得太过直接，容易伤害对方的感情, 从而影响双方的交际。

（二）没有掌握特定情景中的语言功能。在表达拒绝对方这一功能时,不少学生直接一口回绝,不留一点余地。如“We are not able to give you the offer as requested”, 这种消极、否定的陈述会使对方往坏的方面联想。如果改用更符合国际贸易语篇规范的语言来表达这一功能: “Although we are not able to give you the offer as requested, we will contact you as soon as new supplies reach us”, 把拒绝的消息置于although引导的让步从句中，将收信人的注意力引向主句—今后的合作，就能顾及对方的面子，使得话语的回旋余地增加，表示尚有机会今后再合作。

综上所述,学生在商务英语函电写作中出现的问题实质上是对国际贸易语篇社团的种种语言规范不够了解，而这恰恰与语类结构潜势密切相关。在商务英语函电教学中，运用语类教学法可以帮助学生了解商务函电的社会功能和交际目的，了解其语类结构潜势,从而更好地理解和创作符合特定语类惯例的商务函电。

三、语类结构潜势理论指导下的商务英语函电教学

针对上述问题，笔者在商务英语函电教学中采用以语类结构潜势理论为基础的语类教学法。下面以建立业务关系信函为例，阐述教学实施步骤。

（一）分组：将全班学生分成若干个小组, 每组由4—5名学生组成，每组指定一个组长。小组成员在完成任务的过程中互相协作，商讨意见，解决问题，共同实现小组目标。这样可以使小组成员互相学习，共同提高。

（二）情景导入: 将我国某出口公司的大致情况介绍给学生，然后由学生自主浏览该公司的网页，收集网页中有价值的信息（主要是公司概况、产品种类和销售情况），再利用google 搜索引擎查找国外相关产品的进口商，进而以国内出口公司业务员的名义模拟给其写信，期望与之建立业务关系。这一阶段的目的是激发学生对任务的关注，使学生一开始就处于一种主动、积极的情景氛围中，从而产生写作的渴望。

（三）情景写作：要求学生根据上阶段查找的进口商相关信息，在十五分钟内随堂写一封建立业务关系信函, 教师不做任何指导, 不提供范文，让学生按自己的设计进行写作。这一阶段各小组成员首先独立思考，然后在小组内就措词用句、结构安排、内容细节等方面的问题发表自己的意见。接着整个小组相互交换意见，经过分析讨论后,根据已有的专业基础和语言技能写出信函初稿。初稿写在写作专用本上, 并在信函的上方写上初稿字样, 以便与修改稿作对比, 目的是通过对比加深印象。

（四）初稿演示：首先邀请各小组代表把他们刚完成的建立业务关系信函初稿朗读给全班听，学生共同就信函的写作目的、内容, 写作者与接收者的关系、语义结构、内容的展开形式以及语言表达方式进行讨论, 找出存在的问题。

教师引导学生围绕下列六个问题进行讨论：

1、该信函的交际目的是什么?

2、交际双方的关系如何?

3、该信函是属于什么语式? 是为口头阅读还是为书面阅读的?

4、根据该信函的交际目的, 哪些应该是必要成分? 哪些是可选成分?

5、信函中的各种信息是如何组织及表达的? 内容展开的顺序如何?

6、你觉得信函初稿有哪些主要问题?

（五）范文分析：讨论完各组学生的信函初稿后，教师向学生提供范文。同样，教师就范文的交际目的、结构、内容、组织方式以及语言表达等方面进行分析，让学生进一步明白该建立业务关系语类特有的结构潜势。

（六）摹仿分析: 给学生建立业务关系信函若干份,让其模仿教师的分析方法自行分析，找出信函中的必要成分，可选成分和展开顺序，并对每个层次动向中可能使用的典型语言功能及其具体语言实现形式进行归纳总结, 供写作该类信函时参考。

（七）小组讨论:以“语类结构潜势”为依据把几封建立业务关系信函的结构打乱,让学生通过讨论拼接复原成符合语类惯例的信函。

（八）自我修改：学生讨论自己的信函初稿和范文之间的差距，然后利用课堂上规定的时间对原有的信函初稿进行修改或重写,并在修改稿上方注明修改稿字样。

（九）摹仿写作：根据语类结构潜势分析的结果,教师再提供不同的商务情景，各小组学生一起拟写属于建立业务关系这一语类的信函,其中包括阅读、研究、搜集、整理资料和写作等不同步骤。通过模仿写作，使学生更深切地体会到该语类的结构特征和语言风格。

四、结束语

本文从语类结构潜势理论及语类教学法入手，分析了教学中学生商务英语函电写作出现的问题, 探讨了语类结构潜势理论在商务英语函电课程教学中的实际应用, 以期探索提高学生商务英语函电写作能力的途径。语类结构潜势理论一方面有助于学生更好地把握各类商务英语信函的构建机制；另一方面对学生读懂和创造出得体而又地道的言语有着重要的作用。由于条件的限制, 笔者还没有在教学实践中进一步完善该理论指导下的教学设计，但是语类结构潜势理论对商务英语函电教学无疑具有指导意义。

参考文献：

[1]谭秋月.案例教学法与外贸函电教学研究[J].教学研究, 2006(11), P 88-89.[2]梁庆合.外贸英文函电课程立体化教学模式探究[J].佳木斯大学社会科学学报, 2007(11), P151-153.[3]王丽霞.高职外贸函电任务型教学初探[J].山西财经大学学报（高等教育版）, 2008(4), P50-51.[4] 孙朝辉.项目教学法在《商务英语函电》教学中的应用[J].职业教育研究, 2008(3), 86-87.[ 5] Halliday and Hasan.Language , Context and Text : Aspects of language in a Social-Semiotic Perspective ,[M].Australia: Deakin University Press, 1985, P55-56.Teaching Business Correspondence within the Framework of GSP

Chen Xia

(Chengdu Vocational and Technical College, Chengdu Sichuan, 610041)

Abstract: Business English correspondence has been the basic tool, through which foreign trade is carried out.However, students’ ability to write effective correspondence is hardly satisfactory.Based on Hasan's theory of Generic Structure Potential, this paper elaborates on the progress of the business English correspondence teaching, with a view to enhancing students' ability of discourse analysis and business English correspondence writing.Key Words: generic structure potential;generic approach;business English correspondence

第二篇：商务英语函电

邀请及访问的安排

我们想邀请贵方经理参加广交会。

We would extend our invitation to your manager to Guangzhou Fair.若贵方对该服装有兴趣，我们拟请贵方经理访华，以便我们能够洽谈向贵国出口这种服装的可能性。

If you are interested in the above-mentioned garments, we would like to invite your manager to visit China, so that we can discuss with him the possibility of exporting the garments to your country.我们精心为您所做的三天日程，请您同意。

We are sending you a carefully-arranged three-day time schedule for your approval.您为我安排得真周到，谢谢您所做的一切。

It’s very thoughtful of you to have arranged all this for me.Thank you for all you’ve done for me.我们热忱期待在那儿接待贵方的代表。

We are looking forward to extending our warm reception to your representative there.我们很高兴通知贵方，我公司的贸易代表团准备在五月份访问贵国。

We are pleased to announce that a trade delegation of our corporation is planning to visit your country in May.根据贵方建议，我们已为会议暂定了议程。

According to your proposal, we have worked out a tentative agenda for the conference.请告诉贵方旅行日程，以便我方事先安排。

Please inform us of your itinerary so as to facilitate our arrangements in advance.建立业务关系

我们从贵国驻北京大使馆商务参赞处获悉，你们是轻工产品的进口商。

We have learned from the Commercial Counselor’s Office of your embassy in Beijing that you are importers of light industrial products.随函附上我方最新的目录单和价格表。

We enclose our latest catalogue and price list.我们的产品在世界市场上十分畅销，以其优良的品质和合理的价格而值得介绍。

Our products are good sellers in the world market and worth recommendation for their excellent quality and reasonable price.我们愿意在平等互利的基础上与贵公司建立直接的贸易关系。

We are willing to establish direct business relations with your company on the basis of equality ,mutual benefit and the exchange of needed goods.我们预料贵公司产品在我方市场有着广阔的前景。我们保证随时给予你方密切合作。盼早复。

We foresee a bright prospect for your products in our market.We assure you of our close cooperation at all times and look forward to hearing from you soon.询盘与回复

兹复你方3月28日函，我们附上最新的带有插图的目录单，供你方参考。

In reply to your letter dated March 28, we enclose our latest illustrated catalogue for your reference.请报最好的CIF上海价格，注明最早装运期。

Please quote us your best CIF shanghai prices, stating the earliest date of shipment.如果你方价格有竞争力，我们原首次订购1200打，即每种型号各400打。

If your prices are competitive , we are willing to place our first order for 1200 dozen,ie,400 dozen of each type.对于定期购买单项商品数量不少于800打，我们可给予3%的折扣，用保兑的，不可撤销的即期信用证付款。

On regular purchases of quantities of not less than 800 dozen of individual items.We would allow you a discount of 3%.Payment is to be made by confirmed, irrevocable L/C at sight.报盘与还盘

给予5%的数量折扣grant a quantity discount of 5%

兹复你方7月8日函，我们现向你方作如下报盘，以我方最后确认为准。

In reply to your letter of July 8, we are now making you the following offer, subject to our final confirmation.兹报50公吨的糖价为每公吨1000美元伦敦成本加保险费，运费。含3%的佣金，7-8月份装运，本报盘30天内有效。

We offer you our sugar 50 metric tons at USD 1000 per M/T CIF London including commission of 3% for shipment during July and August and the offer remains open within 30 day.关于你方9月2日询盘，现报盘为，良好平均品质葡萄干100公吨，每公吨5000元人民币，下月交货。In reply to your inquiry of 2 September , we offer you 100 metric tons of FAQ raisin, at the price of RMB 5000 per M/T for delivery next month.应贵方要求，现报3500打女式帽纽约成本加保险，运费到岸价，每打50美元，7月份装运，以未售货为效。

At your request , we are now offering you 3500 dozens of ladies hats at USD 50 per dozen CIF New York for July shipment , This offer is subject to the goods being unsold.相信贵公司将对我方报盘感到满意，并盼望收到贵方订单。

We trust you will find our quotation satisfactory and look forward to receiving your order.谢谢你方1月20日来信，现确认我方报盘，现报1000辆飞鸽牌自行车，2月3月交货，新加坡成本加保险费，运费价，包括3%佣金，每辆25.5美元，即期信用证付款。2月11日前收到回复为有效。我方的付款方式为不可撤销信用证，凭装运单据付款。若达成交易，请立即开出信用证，以使我方2月3月交货。相信上述报价会令你满意，希望你早日接受我们的报盘。

Dear Sirs:

Re: flying pigeon brand bicycles

We thank you for your letter of the 20th January.Now we confirm our reply.We offer 1000 flying pigeon brand bicycles for delivery in February / march, at USD 25.5 per piece CIFC3 Singapore.Payment shall be made under L/C at sight against presentation of shipping document.you will readily understand that this offer is good only for acceptance reaching us before February 11.2008.From our offer you must have noted that our terms of payment are by irrevocable L/C is opened without the least delay.So as to enable us to effect the shipment during February / march.We trust the above offer will be of interest to you and await your immediate acceptance.下订单

敬启者，我们已接受你方第X号订购100公吨苦杏仁的订单，并附去我方第x号销售确认书一式二份，请签退期中一份以供我方存档。据我方所知，你方即将开立以我方为受益人的关于上述货物的信用证。我们希望指出，为了避免今后改正，该信用证的条款应该严格符合销售确认书上所订立的条款。你们可以放心，一收到信用证，我方将立即装运。

我们感谢你方的合作，并盼你方继续订购。

We have booked your order NO,.X for 100 metric tons of Bitter Apricot Kernels and are sending you herewith our sales confirmation NO.X in depilate.Please sign and return one copy to us for our file.It is understood that a letter of credit in our favor covering the abovementioned goods will be established immediately.We wish to point out that the stipulations in the relevant credit should strictly conform to the terms stated in our sales confirmation in order to avoid subsequent amendments.You may rest assured that we shall effect shipment with the least possible delay upon receipt of the credit.We appreciate your cooperation and look forward to your further orders.Your faithfully.支付

我方的付款方式是保兑的、不可撤销的信用证以我方为抬头（受益人）的信用证,凭即期汇票支付,装运前一个月寄达我方,在规定的装运期21天内在中国议付有效以及允许转船和分批装运。

Our terms of payment are by confirmed, irrevocable letter of credit in our favor available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiating in China for a further 21 days after the prescribed（规定的）time of shipment and allowing transshipment and partial shipment.根据你方的要求，我方破例接受你方即期付款交单装运，但这不能视为先例。

In compliance with（根据）your request, we exceptionally accept delivery against D/P at sight, but this should not be regarded as a precedent（先例）固定搭配.我方希望你方认真考虑你方的商业信用，立即开证,否则你将负责所有由此产生的损失。

We hope that you will take your commercial reputation in all seriousness（认真考虑）and open the L/C at once, otherwise you will be responsible for all the losses arising as a result of your failure to do so.由于四五月没有从上海到你方港口的直达航线，你方必须删除“直达船”的条款并插入 “允许分批装运和转运”的字样。

As there is no direct sailing from Shanghai to your port during April/May, it is imperative（必须）for you to delete the clause “by direct steamer”（直达船）and insert the wording “Partial shipment and transshipment are allowed”.592号信用证项下的货物已备妥多时，但修改通知书还没有到达，现需要你方将信用证延展15天

The shipment covered by your Credit No.592 has been ready for quite some time, but the amendment advice（修改通知书）has not yet arrived, and now an extension（延展）of 15 days is required.包装

16英寸华生台扇一千台，每台人民币X元CIF九龙，木箱装，每箱六台。在收到信用证吼一个月内由火车从上海运至九龙。相信你方会特别注意包装，以免运输途中受损。

1000 Hua-Sheng desk fans 16”@ RMB X per piece CIF Kowloon, packed in wooden cases, each containing 6 pieces, shipment by train form shanghai to Kowloon within one month after receipt of

covering L/C.We trust that you will give special care to the packing in order to avoid damage in transit.运输

你方必须立即装运该货。

It is imperative that you ship the goods immediately.信用证延期 extension of L/C

请电告所定船位的船名及大约起船日期。

Please telegraph name and approximate sailing date of vessel on which space is booked/

该轮预计5月10日左右离港（抵港）

The ship is due to leave(arrive)on or bout may 10

保险

Insure sth against +险种 for+金额 with+公司 at+费率

根据你方要求，我们将按发票金额的110%投保。

On your instructions , we have covered the insurance for 110% of the invoice value.对于上述货物，我们可以承保，保险率为1.00%

We are prepared to insure the consignment in question at the rate of 1.00%

我们很高兴地通知你方，我们已向中国人民保险公司为上述货物投保了战争险。

We are pleased to inform you that we have insured the above shipment with the People’s Insurance Company against War Risks.综合合同号码：CET-81018

卖方：中国粮油进出口公司

买方：宇宙贸易有限公司（加拿大温哥华）

商品名称：红小豆

规格或品质：2005年大路货

单价：成本加运费每公吨温哥华425美元

数量：500公吨，卖方可在金额和数量上均溢短2%

总金额：212500美元

包装：麻袋装，每袋净重大约50公斤

唛头：如买方在信用证中美规定唛头，就由卖方来确定

保险：由买方投保

装运期： 2005年1月31日前自中国港口至新加坡，允许分批装运和转船

装运港：中国上海

目的港：加拿大温哥华

交货期：收到信用证后30天内装运

支付条款：开给卖方100%保兑的不可撤销的可转让的，可分割的即期信用证，并须注明在上述装运日期后10天内在中国议付有效。

签约地点与日期：2005年4月12日于北京

SellersChina National Cereals & Oils Imp./Exp.Corp.BuyersUniversal Trading Co,.Ltd, Vancouver, Canada.CommodityRed Beans

Specifications or qualityF A Q 2005 Crop

Unit PriceUS$425 per M/T CFR Vancouver

Quantity500 metric tons, with 2% more or less both in amount and in quantity allowed at the sellers’ option.Tatal valueUS$2125000

PackingIn gunny bags of about 50 kgs net each

Shipping marksTo be arranged by the sellers if the buyers fail to show any in the L/C

InsuranceTo be covered by the buyers

Shipment from China port to singeporePartial shipments prohibited , Transshipment allowed.Port of shipmentShanghai , China

Port of destinationVancouver, Canada.Time of shipmentWithin 30 days after receipt of the relevant L/C

Terms of paymentBy 100% confirmed, irrevocable ,transferable and divisible letter of credit in the Seller’s favor to be available by sight draft and to remain valid for negotiation in China until the 10th day after the aforesaid time of shipment.Done and signed in Beijing on this twelfth day of April,2005

第三篇：商务英语函电：索赔

1.天然产品，客户收到货，说颜色不能接受怎么办

Dear {收件人}, Thank you very much for your feedback.I immediately send the picture to our production manager, and we hold a meeting on this.He told me, the two colour of the stone are actually same slab, not from two slab.Natural stone has inborn colour variation, so it cannot be the same like ceramic, each one is the same.Actually that is the main reason why people love stone, no two are the same.Meantime, it is more reasonable to replace you when there is a defective or crack in the stone.While for the natural veining, it is hard for us to replace.Actually, we could not even know that the next one will not have the veins.I would very much appreciate your kind understanding.FYI, you know how our US distributor work on this? They select all the stone with a few special veining together, and then sell it at a premium price as one-of-a-kind!Best regards, XXX

2.客户收到货，说短缺, 经查，仓库并未少发，如何跟客户解释？

Dear Tom, Thanks a lot for your patience.I have come to check the warehouse record together with our logistics people by myself.The record shows that all the items of order XXXX has been delivered.Here is our original record, and the pictures of the goods.Will you please check with your logistics and count the goods again? Are there possibilities of mis-counting, or someone moved the items separately from this order without noticing him? Best regards, XXXX 3.客户收到货，说短缺, 经查，确实少发了怎么办

收到客户的回复，提供的详细信息，第一封邮件： Dear {收件人}, Thanks a lot for your email, and sharing the findings of your logistics to us.I will immediately investigate into this with our logistics, and will reply you soon.It may take some time, I would very much appreciate your kind patience.Best regards, XXXX 4.调查结果出来，第2封邮件：

Dear {收件人}, Thanks for your patience.I apologize firstly for the inconvenience brought you.We have a new staff;he has moved these items to another order without noticing our warehouse manager, thus make a mistake.Will it be OK to send you these items with your next order? To make up you, we would like to give you 20 free items as gifts.Sorry again for the inconvenience brought you.We have already trained the new staff, and make sure that this will not happen again in future.Best regards, XXXX 5.客户收到货，说短缺，怎么办？马上发一封邮件询问详情

Dear {收件人}, Thanks a lot for your email, and sharing the findings of your logistics to us.I will immediately investigate into this with our logistics.To enable me to do so, will you please give me a few more details? 1.How many total pallets do you receive?

2.Can you give me a detailed list of all the shortage items, their quantity, and their pallet number? I would very much appreciate your kind help, it will be most helpful for our investigation.Best regards, XXXX 6.客户说到货，投诉说破损了，经查确实是本公司的责任，怎么办？

Dear {收件人}, Thanks a lot for your pictures and information.I have investigated into this with our production manager.The EPS sheet sounds not thick enough to give strong

protection to the products.We have already worked out the improvement plan, thus to make sure that this will not happen again in your future orders.We sincerely apologize for the inconvenience brought you.And we would like to replace new ones in your next order.Best regards, XXXXX 7.客户说到货，投诉说破损了，怎么办？先迅速回封邮件问客户要照片。

Dear {收件人}, Thanks a lot for reporting the damage to me.I will work immediately with our production department to investigate into it.Meantime, will you please take a few pictures of the outer box, and the damaged products? Does the outside box break also? What do you think might cause this damage? Best regards, XXXX

8.客户投诉规格做错了，经过检查确实是工厂做错了，怎么办？

Dear {收件人}, Thanks a lot for your email on Jan.5th.I have investigated into this immediately with our production manager, and found that the worker has forgotten to change the blueprint after the modification is made from your side.We sincerely apologize for inconvenience brought you.For the shipped items, can you still work on it with a discounted price? If so, we are willing to give you 30% discount.Best regards, XXXX

第四篇：商务英语函电作业

1.Directions：Rearrange the following letter logically with the sentences given:

The Commercial Counselor’s Office of the Embassy of your country in China has conveyed to us your desire and proposal to establish business relations with the Foreign Trade Corporation of China.We wish to establish business relations by the commencement of some practical transaction.Our lines are mainly textiles.To give a general ideal of the various kinds of textiles now available for export , we are enclosing here with a catalogue and a price list for you examination.We would be glad to study the sales possibilities in our market.A copy of your letter to that effect has been handed to us.At the same time we want to know your details and prices of various kinds of goods you would be interested in selling.Any specific enquiries from you would be appreciated.We look forward to receiving from you good new

SUZHOU TEXTILES EXPORT CORPORATION

ADDRESS:3 fl., SUAZHOU INTERNATIONAL TRADE MANSION

TAIPING RD,SUZHOU ,CHINA

TEL:878398989 FAX:0086-532-2971703

ZIP CODE:3600062

E-MAIL:BLAIR @SHAN.COM.CN

MAR.10th ,2012

YUANYUAN Ltd.TIANNING HOUSE a

HIGH STREET3, ESSEX UK M4 9ED

Dear Sirs

Having had your name and address from the Commercial Counselor’s office of theEmbassy of the people’s republic of China in your country ,we know that you are interested in textiles imports，we now avail ourselves of this opportunity to write to you and see if we can establish business relations by a start of some practical transaction.We specialize in the export of Chinese Suzhou silk business ,the quality of this kind product is good，the price is reasonable；To acquaint you with the light industrial goods we handle ,we are sending you by separate airmail, commodity list and several sample books for your reference.Our bankers are the Bank of China Shi Yan Branch

We look forward to your early reply.Yours sincerely

Manager

Jiangsu Textiles Export Corporation

Ⅰ Phrases translations(English into Chinese)

1.handle import/export business处理进出口业务

2.be obliged for sth.to sb.因某事而感激某人

3.in advance提前

4.cash register收银机

5.in the near future在不远的将来

6.at your hand在你手上

7.take the opportunity to do抓住机会做某事

8.bo of interest to sb.对某人感兴趣

9.open an account with用···开一账户

10.refer to谈及

11.favorable reply

12.deal in

13.comply with

14.contact sb.for sth.15.be willing to do sth.16.incoming/outgoing letter

佳音 处理 遵守因某事与人交谈愿意做某事收发的函件

ⅡPhrases translations(Chinese into English)

1.商用机器commercial machine

2.大进口商major importer

3.中国银行福建分行THE FUJIAN BRANCH OF CHINA BANK 4.建立业务关系establish business relations

5.价目表price list

6.询盘inquiry

7.客户clinet

8.在。。方面富有经验have rich experience in

9.享有良好的声誉have a good name

10.客观信息objective messages

11.账户（及缩略式）account

12.可靠程度reliable level

13.另封（另封邮寄）under separate cover

14.最新目录the latest catalogue

15.保兑不可撤销信用证a confirmed irrevocable L/C

16.出口、进口品exports ,imports

Ⅲ Sentence Translations（Chinese into English）

1谢谢你方2005年8月6日来信及样品。

Thanks you for your letter ofAugust 6, 2005 enclosing the sample.2我们打算从贵国进口复印机。

We intend to import copier from your country.3我们公司是经营计算机的大出口商。

Our company is the large exporters of engage in computer。

4如能早日收到你方样品当不胜感谢。

If will be able soon to receive your sample when will thank extremely.5我公司成立与1900年，一直经营各种商用机器。

Our company was established in 1900，we have been engaged in handing a variety of business machines.6如贵公司在这方面给予帮助将不胜感谢。

We shall appreciate it if your company to offer a help in this respect.7我们借此机会对贵方的帮助表达谢意。

We take the opportunity to express our gratitude for your help.8我们听说贵方对各种仪表感兴趣。

We heard that you are interested in a variety of instruments.9请把详细的目录和价目表寄给我们。

Please send us a detailed catalog and price list.10盼早日收到你方消息。

We are looking forward to receiving your early reply.11我们是芝加哥一家大出口商，专营化工品出口。

We are a large exporter in Chicago specializing in the export of chemical product.12你们对我们的货物质量会相当满意。

You will be quite satisfied with the quality of our goods.13如你方需要更多客观信息，请向中国银行上海分行查询。

If you need more objective information，please check to the Bank of China in Shanghai.14为扩大向贵国的出口业务，我们希望与贵公司建立直接业务关系。

In order to expand our export，we wish to establish direct business relations with your company.15你方表达希望与我们建立业务关系的信已收到，谢谢。

The letter was received that your company in the hope of establishing trade relations with our company, thank you.16如你方对该产品感兴趣，请与我们联系索取更多资料。

If you are interested in this product, please contact with us for more information.17按你方要求，我们将把样品寄给万盛公司，供免费分发。

In accordance with your request, we will send the samples to the Wansheng company for free distribution.18我们已把样品另寄你方，你们可能对其中以而写样品感兴趣。

We have sent samples to you, you might be interested in some of these samples.Ⅳ Sentence Translations（English into Chinese）We are indebted to the Commercial Counselor’s office of your Embassy in Canberra for your name and address and pleased to introduce ourselves as an experienced importer engaged in the subject business for years.我们从驻堪培拉的大使馆商务处获知贵方名称和地址，我们很荣幸能够向你公司介绍，我公司是有多年经验从事主题商业且的进口商。You are kindly requested to furnish us with the illustrated leaflet/catalogues of your products at an early date so as to enable to have a general idea of your products and send you the specific requirements by fax.希望你能够向我们提供有关你产品的说明书/目录，让我们能够尽早大致了解你的产品，并且通过传真向你发送我们的具体要求。We believe this initial contact will leave the way to a pleasant and lucrative relationships between us.我们相信这首次接触对于我们双方都将是一次愉快而互利的合作。We wish to carry on trade with manufacturers and merchants of all countries on the basis of equality and mutual benefit for the development of commercial relations with the people of different nations.我们希望在平等互利的基础上，与全世界的国家保持贸易合作关系，和不同国家的人发展商业关系.In compliance with your request, we are sending her with a pricelist and a range of pamphlets for your reference

应贵方的要求，我方将把详细的价目表和一系列小册子寄给你们，仅供参考.A booklet including a general introduction, the scope of business and other topics is enclosed for your reference.一本小册子包括一般的介绍，业务范围，并附上其他主题的册子，仅供参考.The subject goods lie within the scope of our business activities.这项标题下商品属于我们的业务范围内.We are willing to enter into business relations with your firm on the basis of equality and mutual

benefit and exchanging that one has for what one needs.我们很乐意能够在平等互利、各取所需的基础上与你方建立业务关系.Thank you in advance.We await your news with keen interest.提前感谢你.我们将抱着很大的兴趣等待你的消息.We wish to extend our warm welcome to your desire to enter into direct business relations in the line of textiles.我们将表示热烈的欢迎对贵方愿意在纺织品领域与我们建立直接的业务关系.Being one of the leading importer of textiles in Pakistan, we are writing to you in the hope of establishing direct trade relations with your firms.你方作为巴基斯坦最大的纺织品进口商，现与你方联系，希望与你公司建立直接的业务关系.12 As this item with in the business scope of our corporation, we shall be pleased to enter into business relations with you at an early date.这个项目在我们公司的业务范围内，我们希望能尽快与贵公司建立业务关系.To give you a general idea of various kinds of our products now available for export, we enclose a brochure and a sample-cutting booklet.我们随函寄上产品说明书和剪样册，让你大致了解我们目前可供出口的各种产品.We shall appreciate it, in order to enjoy fruitful and profitable trade relations, if you will let us know what are the items you handle for export by sending catalogues to us.为了让我们享受富有成效和有利的贸易关系，请将目录寄给我们，让我们了解你们要出口的项目，我们将不胜感激.We are specializing in cereals, oils, canned food, wild vegetables, meat, milk products and aquatic products.我们的产品致力于粮食，油脂，食品罐头，野生蔬菜，肉类，奶类和水产品领域.16 We look forward to the relationship of business with you in the near future.我们期待在不久的将来与你公司建立关系.Our General Manager’s visit to your corporation will pave the way for future development of business between our two firms.我们总经理对你们公司的访问为我们两家公司之间未来的业务发展铺平道路.We have been in the wool business for several decades.我们从事羊毛业务已有几十年了.We highly appreciate your kind cooperation.我们非常感谢你的合作.May we introduce ourselves as importers of fashion garments and commission agents.我们可以自我介绍作为时装进口商和佣金代理商.We shall be pleased if you will kindly send us by airmail come samples so as to acquaint us with the quality and workmanship of your supplies.我们将很高兴如果你方通过航空邮寄将样品寄给我们，使我们了解你方提供的样品的质量和工艺.They state that they have regularly traded with you over the past four years and have given up your name as a reference(资信证明人).他们声称, 在过去的四年，他们经常与你进行交易，他们已经放弃将你的名称作为一个资信证明人.As far as we know they are a reputable firm, but we have no knowledge of their financial position.据我们所知道的，他们是一家著名的公司，但是我们却对他们的财务状况并不了解.Any other information you can give us about this company would be very welcome.Your reply will of course be treated as strictly as confidential.你给我们关于这家公司的其他信息会很受欢迎.而你的答复当然会被视为严格保密.25 My employer asked Rick and me to handle the matter.我的老板让我和瑞克处理这件事.I will pass on your decision to the buyer.我会把你的决定告诉买方.Ⅴ Reading and Translation

2我们从中国外贸交易中知悉你的名字电子、邮件地址，并且知道你们做视频生意，我们我们在这里作为一个可靠的委员机构经营各种物品。

请把贵方出口物品的目录邮寄给我们，也请寄一些流行的款式，这样我们能对贵方的产品有个大概的了解。

提前感谢您。

我们迫切的期待贵方的回信。

4外贸和国内贸易是相当不同的。国内贸易是在同一国家的买方和卖方。外贸是在同一国家或不同国家的买方和卖方之间进行的。这被称为进口贸易和出口贸易。大多数出口商和进口商不是为了他们自己的账户进行买卖，他们是佣金代理商。

他们通常通过因特网来彼此交流做外贸生意。传真是当然也经常使用。询盘由进口商发出。出口商,通常会提供电子邮件、传真。所有必要的条款和条件的情况下,应该考虑的报价。这笔生意是当所有必要订条款和条件取得一致意见。

有不同的付款条件在对外贸易中,但通常的方法是在支付采用保兑的,不可撤消的信用证

第五篇：新编商务英语函电

complimentary close 客套结束语attention line 指定收信人姓名 reference No.编号carbon copy 抄送

ordinal number 序号Bill of lading 提单

Commercial invoice 商业发票Insurance policy 保险单

Indented style 缩行式Full block 齐头式

Semi-block 半齐头式Modified block 改良齐头式

Business scope 经营范围Trade directory贸易黄页/贸易电话薄 Trade negotiation 贸易谈判Chamber of commerce 商会 Trade press 贸易新闻、贸易简报Trade fair市场交易会

Market survey 市场调查Branch office 分公司

Business house 商行、商店Financial status财政状况

Existing customers 现有顾客Price list价格单

Commercial counselor's office 商务处Textile products 纺织产品

Electrical appliances 家用电器Light industrial products 轻工产品 Information technology products 信息技术产品Exclusive agent 独家代理

Porcelain cups and saucers 陶瓷杯碟Sales possibilities 销售可能性 Joint efforts 合作，共同努力General inquiry 一般询盘

Specific inquiry 具体询盘Price list价格目录、报价单 Sample book 样品册First inquiry 首次询盘

The method of payment 交付方式Delivery time 交货时间

Substantial order 大额订单Nickel plated 镀镍

Bulk purchase 大宗购买CFR(cost and freight)成本加运费 Pro forma invoice 形式发票Financial standing财务状况 Fierce competition 竞争激烈Digital cammerce 商会

Digital camera 数码相机Confirmation of order订单确认

Counter offer 还盘Under no obligation 没有义务没有责任 Period of validity 有效期Subject to 服从

In compliance with 和相符，和一致Distributing channels分销渠道 See to 保证，负责In view of 鉴于

Step up 逐步增加，提升Comply with 和相符符合 Margin of profit 盈利空间Form order 格式订单

Well-known customer 知名客户Decimal point 小数点

Double check 双重检查Quality requirements 质量要求 Terms of delivery 交货条件Mode of transportation 运输方式 Longtime customer 老客户Purchase confirmation 购货确认书 Cash against documents 见单即付Sales confirmation 销售确认书 Cardboard carton 硬纸盒Wooden case 木箱

Hi-sensitivity 9-band receiver 高灵敏度9波段收音机 Ploybag 塑料袋

Shipping advice 装船通知Plastic-lined塑料压边

Initial order 首笔订单Letter of credit 信用证

The packing list 装箱单The application form 申请表 As of 自起，到为止In question 有关的Payment in advance 预付款Open account 赊销

Consignment sales 寄售Bill of exchange 汇票

Mail transfer 信汇Telegraphic transfer 电汇

Demand draft 即期汇票Payment extension 付款延期 Payment in installments 分期付款Trial sales 试销

Irrevocable letter of credit 不可撤销信用证Poplin shirting 府绸衬衫料子 Trading association 贸易关系Iron strap 铁带，铁皮条

FCL container 整箱货柜Bed spread 床单

Gunny bag 麻袋Range of products产品范围 Shipping terms 运输条件Shipping advice 装运通知

Shipping documents 运输单据Ceritificate of origin 原产地证书 Insurance policy 保险单Mowing machine 割草机

Clean, shipped on board bills of lading 清洁已装船提单Certificate of insurance 保险证明 Shipping space 货舱Through bill of lading 联运提单 FPA平安险WPA 水渍险

All risks 一切险TPND 偷窃提货不着险

Fresh and/or rain water damage risks 淡水雨淋险Shortage risk 短量险

Inter-mixture & contamination risks 混杂污损险Leakage risk 渗漏线

Clash & breakage risks 破损破碎险taint of odor risks 串味险

Sweating & heating risks 受潮受热险Hook damage risks钩损险

Rust risk 锈损险Breakage of packing risks 包装破碎险 Special additional coverage 特殊附加险War risk 战争险

Strike risk 罢工险Failure to delivery risk交货不到险 Import duty risk进口关税险On deck risk舱面险

Rejection risk 拒收险Master's protest 船长声明书 Declaration form 起运通知单Electric drill 电动钻头

Invoice value 发票金额Debit note 借项清单

General policy 大保单Duration of the agency 代理期限 Cargo liner 货运班轮Glazed wall tile 琉璃瓦

Marble polisher 大理石抛光机Dispose of 处理，安排

To lodge a claim against 向起诉Comply with 与一致

To your end 在你方Refrain form 克制住

End-user 最终用户In consequence 结果

In perfect order 完好无损Electric heater 电热器

With great regret 遗憾的At standard prices 正常价格

Agreement draft 协议草案Financial soundness 财务状况良好 Non-exclusive/general agent 一般代理market share 市场份额

Advertising and publicity agent 广告宣传费

Amendment to order confimation 订单确认申请书

Irrevocable L/Ｃ at sight即期不可撤销信用证

CIF(cost, insurance and freight)成本保险加运费

Irrevocable latter of credit 不可撤销信用证

Lodge a claim against somebody 向某人起诉