第一篇：商务信函
目 录
第一章（没有电子文档，但第一章只是一些理论什么的，没什么用）
第二章 商务业务信函范例第一节 资信调查函1.咨询函2.向银行查询新客户资信情况3.向客户查询信用及经营情况4.带附表的资信调查函5.资信调查有利回函，并给予建议6.信用调查有利回函，告知敬请放心7.资信调查不利回函，告知管理不善8.信用调查不利回函，告知经济信用不佳9.表明无法提供确切意见而致歉10.请求老客户作为资信证人11.要求对方提供资信资料12.同意试销前的资信要求第二节 促 销 函1.传感剃须刀广告海报2.男用 喱宣传海报3.香波的报纸广告4.便携式小型冰箱宣传册5.推荐地毯6.推荐替代品7.推荐新产品8.一般性推销9.描述产品10.写给不经常联系的客户11.推销教育课程12.推销会议场所13.向老客户推销新产品14.为商贸指南征集广告第三节 建立贸易关系1.亲抵进行业务调查2.咨询信3.表达建立业务关系的意愿4.参观展位后要求建立贸易关系5.通过自荐信建立商务关系6.要求推荐客户7.由朋友介绍的公司8.从广告中得知客户信息9.索取资料10.寄送资料11.与过去有贸易往来的公司恢复联系12.寻求电子制品合作伙伴13.寻求纺织品贸易伙伴14.进口商与出口商的联络信15.出口商与进口商的联络信16.接受建立业务关系函17.拒绝建立业务关系函18.回函拒绝申请交易19.要求对方刊登推销广告20.索取样品21.请求担任独家代理22.拒绝对方担任独家代理23.同意对方担任独家代理24.物色代理商25.欢迎新代理商26.要求试销27.同意试销第四节 价格谈判1.第一次询价2.答复第一次询价3.询问价格与优惠条款4.答复价格，告知优惠条款5.问询到岸价格6.答复价格并告知细节
7.中国进口商询盘
8.报同类产品虚盘
9.提供代用品报盘
10.传真报实价
11.最优惠报价
12.中国出口商报盘
13.国外出口商回复询盘
14.答复网上询盘
15.报虚盘
16.报实盘
17.折价优惠
18.回复只能维持现价
19.加价前优惠大客户
20.还盘函
21.返还盘函
22.接受价格函
23.涨价通知函
24.说明涨价原因
25.询价函
26.对询价函的回函
27.价目表范例
28.回函拒绝还盘
第五节 订
货
1.订单样本
2.电子邮件订单
3.正式订购函
4.附寄订单的信函
5.通知接受订单
6.确认订单
7.试购函
8.确认收到订单
9.使用现金支票下订单
10.使用交货付款方式下订单
11.使用信用卡订货
12.通知有货，准备发运
13.通知订货方暂无存货
14.通知无法供货
15.通知不能供全部货物
16.建议同类型其他产品
17.无法接受替代品
18.拒绝接受订单
19.对货物满意，再一次订货
20.索取样品函
21.同意送付样品函
22.回函拒绝送付样品
23.订货函
24.回函接受订货
25.拒绝订单并推荐代替品
26.催促下订单
第六节 付
款
1.付款条款
2.开立汇票以支付装运费
3.要求变更汇票日期
4.要求对方开立包括各种费用的汇票
5.要求连同汇票寄来装船文件
6.同意变更汇票的付款条件
7.要求寄送装运的汇票及提单
8.通知对方愿意接受汇票
9.通知接受汇票，并要求迅速履行订货
10.要求接受汇票并付款
11.提议变更付款条件
12.建议使用见票后30天应付的信用证支付
13.要求更易于接受的付款条款
14.答应改变付款方式
15.要求银行开立信用证
16.索取形式发票
17.寄送形式发票
18.付款通知
19.告知付款账户
20.通知收到付款
21.回函拒绝对方付款方式
22.接受对方付款方式
第七节 催
款
1.提醒欠款事宜
2.询问还款事宜
3.客气的催款函
4.询问未果，再次请求还款
5.用对方信用情况提醒对方
6.要求结清余额
7.要求付款，并付上新发票
8.三度索取欠款
9.再一次催款
10.寄出欠款账单
11.再度索取欠款
12.告知账户资金不足
13.答复客户延期付款要求
14.正式电文催款
15.已通知律师起诉
16.最后通牒
17.付款致谢函
第八节 包装、装运和交货
1.说明发货流程
2.关于包装要求
3.洽谈包装
4.告知已装运
5.要求装船时间
6.通知发运货物
7.通知货物抵达
8.委托装船
9.指定木箱包装的材料及规格
10.指定包装的材料、重量及唛头
11.对包装箱长度、唛头的指示
12.对机器包装的详细指示
13.海运包装的详细指示
14.请注意包装，并减少费用
15.免费再包装
16.告知对方包装无误，要求以保费弥补损失
17.告知对方已按照指示包装并交付船运
18.通知对方转让装船文件的银行
19.通知对方已寄出装船文件
20.运送数量不足，要求抓紧装运
21.因须取得特殊许可，故延迟装运
22.要求更改目的港
23.因生产设备的改进，提前交货
24.对延误装运而不满
25.因延误装运而致歉
26.收条
27.告知对方货品抵达，随函附上支票
28.装运申请书
29.装货单
30.装箱单样本
31.托运人提供的情况
32.询问装运
33.催促装运
34.告知已装运
第九节 索赔与理赔
1.投诉货物质量欠佳
2.投诉产品数量不足
3.投诉收到货物与订单不符
4.抱怨包装不良
5.对所称包装不良的答复
6.首批到货不合格，保留索赔权
7.对商品质量不满，要求补救
8.处理质量不满的投诉
9.为送错商品致歉
10.为再次寄错商品规格致歉
11.解释双方都有责任
12.调解客户退货
13.表示愿意调查事实真伪
14.调查后做进一步回复
15.破例进行理赔
16.拒绝理赔
17.说明包装无误，请对方向保险公司索赔
18.因数量不一致，补运替代品
19.通知对方运去替代品
20.表明愿意为不良品质负责，并支付差额
21.针对索赔，指责对方订货错误
22.应付令人头痛的客户
23.改善服务
第十节 商标、说明书、合格证及合同样本
1.白鹤牌铅笔商标
2.长城牌地毯商标
3.凤凰牌双轮手扶拖拉机使用说明
4.叉车使用说明书
5.牡丹牌648型收音机说明书
6.微型电子计算器使用说明书
7.安替司丁药物使用说明书
8.太阳元气袋使用说明书
9.产品合格证
10.装配合同
11.代理协议
12.补偿贸易合同
第三章 商务通用公文及社交公文
第一节 通告和启事
1.开业通告
2.扩张营业通告
3.设立分公司的通知
4.发布并购消息
5.迁址通告
6.公司重组启事
7.拆伙通告
8.招标通告
9.租赁注意事项
10.商品大拍卖海报
11.消防演习通知
12.董事会会议通知及会议议程
13.开会通知
14.开业通告
15.增加新合伙人
16.合伙人退休
17.布告形式的通知
18.通知参观取消
19.商标所有权通知
20.支票遗失
21.给顾客的通知
第二节 公司人事
1.晋升公告
2.调动通知
3.自荐求职信
4.应征求职信
5.求职者熟人推荐函
6.面试通知函
7.录用通知函
8.工作接受函
9.工作拒绝函
10.辞职信
11.接受辞职
12.辞退员工
13.褒奖员工
第三节 报告及介绍信
1.公司管理改革方案报告
2.员工福利报告
3.加强保安措施报告
4.日常工作报告
5.销售情况调查报告
6.要求写报告的信函
7.研究报告的序文
8.业务介绍信
9.正式报告
10.公司简介
第四节 邀请与约见函
1.邀请参加交易会
2.邀请参加开业庆典
3.邀请参加年度销售会议
4.邀请客户参观公司
5.邀请参观贸易展览会
6.正式邀请参观特展
7.晚宴请柬
8.便宴邀请
9.邀请参加晚宴(非正式函）
10.非正式拒绝晚宴函
11.正式拒绝晚宴函
12.正式邀请函
14.邀请明信片
15.接受共进午餐的邀请
16.拒绝参加招待会
17.茶会请柬
18.舞会请柬
19.非正式的预约要求
20.业务约见函
21.拒绝约见
22.同意约见
23.确认约见函
24.确认合作会议议程
25.安排招待工作
26.建议更改时间
27.拒绝参会
28.正式婚礼请柬
29.欢迎函
30.致欢迎词
31.邀请函（非正式）
32.拒绝参加酒会回函
33.到办公室约见函
34.接受约见回函
35.拒绝约见回函
第五节 祝贺与慰问
1.祝贺总经理任职
2.祝贺晋升
3.对祝贺晋升的回函
4.贺成为董事会成员
5.贺同事荣退
6.贺员工生日
7.祝贺新公司营业
8.生病慰问信
9.慰问家属
10.表示怀念
11.吊唁函
第六节 感谢与道歉函
1.感谢客户订单
2.感谢热情款待第三人
3.感谢惠赐资料
4.回复客户的感谢信
5.感谢工作推荐人
6.感谢客户推荐人
7.感谢客户的付款和订单
8.感谢客户的长期支持
9.为逾期付款致歉
10.为发货单上的错误致歉
11.为给别人带来不便公开致歉
12.感谢别人盛情款待
13.致谢大宗订单
117
第一节 资信调查函 1.咨询函
Credit Information Dear Sirs, The under-mentionedfirm has recently asked if they could represent us in the marketing of our products in the United States as our sole agent: Friendship International Trade Co.Ltd. 250 Royal Road New York,NY.30786
We would be very grateful if you could let us have some information about the financial and business standing of the above firm.
Any information that you may give would be treated in strict confidence and we await your early reply.
Yours faithfully Li Gang General Manager
2.向银行查询新客户资信情况(CONFIDENTIAL) Dear Sirs,
We have received an order for US＄56 500 worth of goods from Atlantic Electronic Co.,Ltd,U.S.A.They have given us your bank as a reference.We wish to know if they are good for this amount and in every way trustworthy and reliable.We shall be most grateful for any information you give us.
We should of course treat as strictly confidential any advice you tell us and be only too pleased to perform a similar service for you should the opportunity ever arise.We enclose a stamped and addressed envelope for your reply.
Yours faithfully, 3.向客户查询信用及经营情况 Dear Sirs:
We will be obliged if you will kindly give us the information about credit standing of the Watson & Jones Newcastly International Trade Co.,Ltd.in your city.We understand that you have regular transactions with the firm.So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.
Any information you give will be highly appreciated and kept in strict confidence.We shall be pleased to reciprocate if you should need our services at this end.
We are awaiting your early reply.
Yours faithfully,
4.带附表的资信调查函 Credit Information Dear Sir, We have received a sudden bid from the American Trading Co.,Ltd,600 Mission Street,San Francisco,with which you are now doing business and the firm gives us your name as a reference.
We shall appreciate it if you will inform us of your own experiences with the firm by filling in the blanks of the attached sheet and returning it to us in the enclosed envelope.
Any information you may give us will be treated as strictly confidential and expenses concerned from this inquiry will be gladly paid by us upon receipt of your bill. Very truly Yours,(Attached Sheet)
(1)How long have you been in business relations with the firm?(2)What credit limit have you placed on their account?(3)How promptly are terms met?(4)What amount is currently outstanding?
5.资信调查有利回函，并给予建议 Private & Confidential Dear Sirs,
Subject:The London Trading Co.,Ltd.
In reply to your letter of August 18,we want to inform that we have now received from Barclay Bank of London the information you require. The London Trading Co.,Ltd.was founded in 1940 with a capital of 1 000 000 pounds.Their chief line is in the import and export of textiles.Their business‟ suppliers are satisfied with them.We consider them good for business engagement up to an amount of 300 000 pounds.For larger transations we suggest payment by sight L/C.
The above information is strictly confidential and is given without any responsibility on this bank. Truly，
6.信用调查有利回函，告知敬请放心 Gentlemen,
The firm mentioned in your letter of September 20 is one of the most responsible dealers of textile goods.
The company was established in 1948,and has supplied our firm with qualified goods for over 20 years.
They have always provided complete satisfaction with in-time delivery,moderate prices and superior quality.
We believe that they may be rated as an A-Level company with which you can deal freely.Of course,this is our personal opinion and we assume no responsibility in your proposed business negotiations. We hope the above is satisfactory and will help you in making a decision.
Very truly yours, Mike Business Manager
7.资信调查不利回函，告知管理不善
Private & Confidential Dear Sirs,
We have completed our enquiries concerning the company mentioned in your letter of May 18 and have to inform you to consider carefully the business with them.
In the past three years,the company has experienced a serious difficulty in finance and delayed in executing their normal payment.It seems to us that the company‟s difficulties were due to bad management and in paricular to overtrading.
We would advise you to pay most careful attention to any business relations with them.However,this is our personal opinion and we wish you to make further enquiries on your part.
Yours sincerely，
8.信用调查不利回函，告知经济信用不佳 Dear Sir,
We are sorry to say that our experiences with the company which you inquired about in your letter of June 17 have been unsatisfactory. It is true we were in business relations with the firm of the last two years and on several occasions we have had lots of trouble in effecting settlements.
The company still owes ＄1 400 for purchase made over seven months ago.The account is now in the hand of our attorneys for collection. May we ask that you treat this information as strictly confidential without responsibility on our part.
Very truly yours,
9.表明无法提供确切意见而致歉
Private & Confidential Dear Sirs,
We regret our inability to let you know any positive information concerning the firm in question in your letter of June 6. It is true that we had business with them during the past few years,but the amount of business was not so large that we can not supply any responsible opinion on the business capability and credit standing. We suggest you make further status enquiries from other enquiry agencies.
Yours truly，
10.请求老客户作为资信证人
Dear Mr Green,
Thank you for your letter of November 2.We are delighted to hear that you are so pleased with the refurbishment of your hotel.
As you know,in our line of work,we depend on good reports about our projects to win further business.Our clients always shop around and look for references before committing themselves.
We would like to use your hotel as a reference when we discuss similar refurbishments in the hotel industry.Would you agree to our suggesting that future clients should call you?
It would also be most helpful if we could occasionally bring a client to look at your hotel.We would,of course,stay overnight at least.
I will call you next week to hear your reaction.Thanks again for you kind words.
Yours sincerely, Robert Manager
11.要求对方提供资信资料
Dear Sirs,
We are very glad to receive your fax inquiry.Since it is the first time we contact,we would be highly appreciated if you could provide us your bank name and address.
We realize the types of IC you need,but we do not know the specification you require for that IC such as the voltage,current.Could you please tell us the purpose of this IC?
The fax you send us is not very clear for the wording part.Therefore,please fax it again(no need for graph).We wish we could provide the best services to you.
Sincerely yours， 12.同意试销前的资信要求
Dear Sirs,
Thank you for your letter of 10th March.We are gratified to receive your request for men and women‟s raincoats on approval.
As we have not previously done business together,perhaps you will kindly agree to supply either the usual trade references,or the name of a bank to which we may refer.As soon as these enquiries are satisfactorily settled,we shall be happy to send you the items you mention in your letter. We sincerely hope this will be the beginning of a long and pleasant business association.We shall do our best to make it so. Yours，第二节 促 销 函 1.传感剃须刀广告海报 GILIETTE SENSOR
The only razor that senses and adjusts to the individual needs of your face.
Gillette Sensor:the shave personalized to every man.
It starts with twin blades,individually and independently mounted on highly responsive springs.So they continuously sense and automatically adjust to the individual curves and unique needs of your face.
Innovation is everywhere.You can feel it in the textured ridges and the balance of the Sensor razor.You appreciate it in the easy loading system and the convenient shaving organizer.
Even rinsing is innovative,the new blades are 50% narrower than any others—allowing water flow freely around and through them,for effortless cleaning and rinsing.
All these Sensor technologies combine to give your individual face a personalized shave—the closest,smoothest,safest,most comfortable. The best shave a man can get. Gillette 2.男用者喱宣传海报
YOU MANAGE A BUSINESS，STOCKS，BONDS，PEOPLE AND NOW YOU CAN MANAGE YOUR HAIR For the first time there‟s a remarkable gel that can give your hair any look you want—sleeker,fuller,straighter,curlier,more natural,even wet—without a drop of alcohol or oil.It gets your hair into shape in the morning and keep it under control all day.Whatever your management style,Maltplexx is for you.Get the full facts at the Aramis counter. Aramis Maltplexx natural hair gel for men
3.香波的报纸广告
WHY YOUR FAVORITE SHAMPOO WILL WORK BETTER IF YOU STOP USING IT FOR 14 DAYS It‟s so frustrating!The very shampoo that has always left your hair so silky and clean,the shampoo you depend on gradually,then noticeably,stop working.That fresh-air softness you prize so much in clean hair is gone.Your hair feels limp and looks dull.What is happening?Why the change?“Shampoo build-up”is the reason.
Each washing,even with fine expensive shampoos of conditioners,leaves a“residue”,a tell-tale problem that has now been measured precisely in laboratory studies.
Recent tests on 10 quality shampoos show that residue accumulates each time you shampoo.It‟s a fact of hair life.
To rid your hair of this unwelcome build-up you must switch to a shampoo with superior rinsability—even if it‟s just a temporary change,move to shampoo that have the ability to revitalize your hair and leave it thoroughly clean.Choose one that will do the job greatly.And don‟t put it off.Shampoo build-up is more than unattractive.It can destroy the soft feel of your hair…its manageability…and it can eventually damage the hair itself. Which shampoo rinses the best?In laboratory tests of 10 quality shampoos,Neutrogena shampoo was rated No.1,and demonstrated consistently superior rinsability with almost no built-up itself.
So Neutrogena removes the most build-up in a single washing and,equally important,leaves a negligible trace of residue compared to all the other shampoos tested.
If you feel you need to revitalize your hair,try Neutrogena shampoo for just 14 days.Think of it as a refreshing“vacation”…and afterwards your hair will again respond happily to your favorite shampoo.
Use Neutrogena whenever you need to get your hair really clean.Then your favourite shampoo will continue to be your favourite.It is suitable for all hair types and may be used on permed,dyed hair.
Neutrogena shampoo is available at chemists ad department stores,in 100ml tubes and 200ml bottles.Look for it—in the white box with the brown band.
“Test results indicate a single wash with Neutrogena was adequate to remove in excess of 90% of the residue.Even with conditioners,which are far more substantive to the hair,a single wash with Neutrogena.,removes 70% of the residue.” —Excerpt from N.Skin Care Institute Reports
4.便携式小型冰箱宣传册 Dear Fellow Camper,
It is a great day to start your vacation.The sun is ablaze,the van or wagon is humming nicely down the Interstate,and the family is settled comfortably in anticipation of what lies ahead.Even the dog is amicable.
Can you guess what happens next?Suddenly there are echoed demands for a rest stop and something to eat.The rest stop idea is good,but the“something to eat”shakes you a little—you have visions of hauling out the old billfold and plunking down fifteen bucks or so for snacks at a fast food place.
BUT NOT IF YOU HAVE LEKTRON KOOL WITH YOU!
The Lektron Kool is the greatest little portable fridge you‟ve ever seen.Pack it with sandwiches,drinks,fried chicken,fruit,whatever,and you‟ll have at your fingertips really cold food and drink day and night.
The Lektron Kool is not an ice box.It‟s a lightweight but roomy electronic refrigerator that you can plug into your car or a 110-volt adaptor that we make available,assuring you of fresh edibles for days and nights.The secret is in Lektron Kool‟s thermoelectric solid-state module,which replaces all the bulky piping coils,compressors,and motors you find in conventional portable refrigerators.
One enthusiastic owner of Lektron Kool writes:“Last summer our family took a camping trip to Canada.It was one of those„perfect‟vacations;everything went just as we had planned.But when we got back to Atlanta，all of us agreed that,aside from our new Caprice wagon,the most indispensable item of equipment we carried was our Lektron Kool.Not only was it a convenient,it saved us a bundle!” Now you can own the Lektron Kool for ＄40 or ＄50 less than the regular price.That‟s right.Our three models ordinarily priced at ＄139,＄179,and ＄199 can now be had for ＄99,＄139,and ＄149,but you must hurry because this offer will be withdrawn by June 15.
Call us toll-free at 800-622-0391 to place your order,or mail us your check or credit card number.But if you want more information before you order,the enclosed postage paid card will bring you a complete catalog of our Lektron Kool models.
Yours very sincerely, David Hawk Business Manager
5.推荐地毯 Dear Sir,
Great interest was aroused at the recent Arts & Crafts product exhibition in Beijing by the largest carpet manufacturer in China.Numerous enquiries and orders have also come for the beautiful hand-woven carpets. The carpets are preferred for the following: Appearance
Elegant designs with different sizes cater for the customer‟s needs. Prices
Superb quality with prices much lower than those from other sources. Comfort
Carpets are made from wool and silk,so they are giving the feeling of natural warmth and comfort.
You will be interested to note that our annual production is 20 000 pieces.Recently we have received enquiries from Japan,Germany,Australia and South Africa.We are convinced that our carpets will be exported to more countries in the near future.
We are glad to enclose our illustrated catalogue,and will send you our best quotation as soon as we hear from you.
Sincerely yours,
6.推荐替代品 Dear Sirs,
Thank you for your letter dated March 15,2007,ordering 10 000 pieces of Rainbow Raincoat Mode 2.
We regret that we can no longer supply the said raincoats,which are out of production.In their place we would like to offer our Rainbow Raincoat Mode 3.This is our new design,made of light,durable and waterproof material.The quality of this article is excellent,but the price is 5% lower.The large number of repeat orders we regularly receive from leading distributors is a clear evidence of the widespread popularity of Rainbow Raincoat Mode 3. Full details of our export prices and terms of business are enclosed with this letter.
Our illustrated catalogues and sales literature are being sent by separate cover.
You can be sure of our immediate attention to your order,which we are looking forward to receiving. Faithfully,
7.推荐新产品 Dear Sirs,
You may be interested to know something about the new products developed by our technicians.This kind of new products sells very well at our market.
Because of its successful sales in our country,we think there will be a potential market abroad.So we are sending you some samples by separate posts and would welcome your advice as to whether,in your opinion,there will be a ready market in your district.
If you think you can find a good market for the new products we can supply you on the most favorable terms in order that you can promote our new products to the potential customers.
We are awaiting your early reply.
Yours faithfully,
8.一般性推销 Dear Sirs,
We are sending you with pleasure by fax a copy of our latest catalogue of our“Spring Flower”Vacuum Cleaner,from which you will understand why it is difficult for us to meet the needs of markets.The high quality of our products is well known and universally acknowledged and we are confident that they will be welcomed in your market.
In order to popularize these cleaners,all the catalogue prices are subject to a special discount of 20% during this month only.We are offering you good products on generous terms and wish to have your early orders.
Yours faithfully,
9.描述产品
To:Allan Jackson,Workshop Manager FromSubject
ack Nelson,Model Shop Manager rototype of ORIENT Cutting Tool
We have delivered the prototype of a new cutting tool for your inspection.The tool,designated as ORIENT,has been developed by the Second Group.
The tool is composed of four parts cast from low-carbon steel and finely machined.The cutting edges on one side of each of the two long pieces feature a bonded tungsten alloy ground to a high degree of sharpness. A strong machine screw holds the two long pieces together.A tension plate of spring steel between them keeps constant pressure on the cutting edges as they are opened and closed by thumb finger action.
When using the tool,place the thumb in the smaller hole and the index and middle fingers in the larger one.By applying pressure with the thumb and fingers,you can easily open and close the cutting edges. In a word,it is an ideal tool with few weaknesses.So we recommend it to you.
10.写给不经常联系的客户 Dear Sir,
We haven‟t received any enquiry from you over the past twelve months.Up till then we counted you among our steadiest customers.We were confident that we were serving you with quality products and efficiency.Every year,your order came in and was filled satisfactorily.
When your order ceased,we thought it might be a delay in your ordering cycle.Now we wonder whether some failure on our part has caused you to seek supply elsewhere.We can assure you of our improved fulfillment procedure and our larger warehouse.We can provide a greater variety of products and quicker response than a year ago.
We treasure your business.We are anxious to know what we can do to resume business relations with you.Your reply shall meet with our immediate attention. Faithfully,
11.推销教育课程
CAMERON CAREER INSTITUTE 766 HIGHLAND AVENUE ORLANDO,FLORIDA 32802
WOULDN‟T YOU LIKE TO OWN YOUR OWN BUSINESS? If you‟re looking for the chance to be your own boss…or earn extra income in your spare time…or a way to achieve independence when you retire…SMALL-ENGINE REPAIR could be the answer.
CCI can quickly train you—in your spare time at home—to service and repair mowers,tillers chain saws,outboards,garden ctors,mopeds,motorcycles,snowmobiles,and dozens of other types of small-engine equipment.It‟s a great way to get your own business,full or part-time,with a minimum investment.And it‟s a field with growing opportunities for qualified people.
CCI‟s Small-Engine Course contains forty-five lessons,each easy to read and understand.Every lesson is short and fully illustrated with step-by-step diagrams and photographs.It‟s“hands-on”training-you actually build a 31/2-horsepower four-cycle engine.You also perform experiments that show you how every part of an engine works.And we supply you with professional tools—a complete set of wrenches,electrical system tools,inductive tachometer,engine overhaul tools,voltmeter,and others.Everything you need!
Our big catalog tells you all you need to know.It describes the content of each lesson(and there are sample pages of the actual study materials),and contains illustrations and descriptions of the equipment you will use.The instructor you will be assigned to has been a professsional small-engine mechanic.He will be your“partner”in your studies.
Just fill in and mail the enclosed postcard for your free catalog today.It needs no postage. Sincerely, Director of studies
P.S.:No sales representative will call you!
12.推销会议场所 Dear Mr.Edwards:
“Thank you for helping us put on the best conference we‟ve ever had.Your superb facilities,service,know-how,and helpful attitude all add up to one word
rofessionalism.”
Pardon me for crowing just a bit,but the statement above was received a few days ago from the vice president of one of the country‟s largest manufacturing companies.And it‟s typical of many we get from top executives who chose Whispering Pines in Myrtle Beach,South Carolina as their host for meetings,conferences,seminars,and get-togethers.
At Whispering Pines we know how to help you make your meetings really successful.It‟s what we were designed to do,what we‟re in business for,the reason we like to think we‟re the ideal convention headquarters.Whispering Pines is not just another magnificent resort center that offers everything and meeting goers could ask for outstanding cuisine…big name entertainers…elegant nearby shopping malls…all sports,including a championship golf course and tennis courts…and a stunning view of the Atlantic Ocean.We‟re all those things,of course,and we are more. By“more”,we mean that we are really professionals when it comes to arranging space for your specific needs and providing every service you require to make outstanding meetings and conferences.At Whispering Pines you‟ll find a staff that is dedicated to personal and friendly hospitality. Skeptical?Let me prove what I have said.Please look over the enclosed colorful booklet,which shows our spectacular setting and elegant facilities.Then,to learn about our professional side,mail the enclosed card for your free copy of “Organizing,Planning,and Running a Meeting.”
Hopefully yours,
13.向老客户推销新产品 Dear Sirs,
I enclose an illustrated supplement to our catalogue.It covers the latest designs which are now available from stock.
We are most gratified that you have,for several years,included a selection of our products in your mail-order catalogues.The resulting sales have been very steady.
We believe that we will find our new designs most attractive.They should get a very good reception in your market. Once you have had time to study the supplement,please let us know if you would like to take the matter further.We would be very happy to send samples to you for closer inspection.
For your information,we are planning a range of classical English dinner services which should do well in the North American market. We will keep you informed on our progress and look forward to hearing from you.
Yours faithfully, Peter Export Manager
14.为商贸指南征集广告 Thank you for your business.
You are currently represented in our directory.This is the only directory of its kind which reaches all companies in the building and construction industry in the UK.Advertising in our directory was a wise move on your part.We are currently compiling a new edition of the directory,which will be published in April 2007.The new edition will be expanded to include major manufacturers of plumbing equipment in the European Community.For proper coverage in the directory,you ought to appear in more than one category.If you do opt for a multiple listing,you will be able to buy space in additional categories at half price.You can be assured that the new edition will be on the desks of all the major decision makers in the building and hardware trades.Please complete the enclosed form and return it with the appropriate fee.
Thanks again for your business.
第三节 建立贸易关系 1.亲抵进行业务调查 Gentlemen:
The writer is leaving for Japan on a business research trip very shortly and expects to arrive in Tokyo some time around December 15.I would appreciate your contacting me through Mr.Smith of the Oriental Trading Company in Tokyo,Japan.
Our company is a subsidiary company of McCarthy Oil and Gas Corporation,one of the largest oil producers in the United States.In the economic prosperity in Japan,we would like to place ourselves in a position where we can conduct some business relationships of mutual benefit.
Very truly yours, HOUSTON FOREIGN TRADE & IMPORT CO.Paul J.Tunks 2.咨询信 Dear Susan,
Hoping that all is well and that your business is flourishing daily. I‟m planning to attend the Canton Fair on or about April 18.
Please fax us your stand number and let us know if you have carpet stocks in your warehouse and what types.
Which hotels does your corporation have contracts with and at what rate?I will need 3～4 nights.I am also interested in importing office furniture to the US and have seen a lot of exporters at the Fair on the side yard.Do you have any friends or contacts in this field? Awaiting your kind reply.
With best regards to you and your manager. Jerry 3.表达建立业务关系的意愿 Gentlemen，
The Commercial Councillor‟s Office in this city has advised us of your business scope,which coincides with ours.
We are one of the largest importers of electric goods in Xi‟an and shall be pleased to establish business relations with you.Our banker is Industrial and Commercial Bank of China Xi‟an Branch,which can provide you information about our character and finances.
At present we are interested in your cordless phone and shall be glad to receive
your lowest quotation as soon as possible.
Yours truly, 4.参观展位后要求建立贸易关系 Gentlemen,
I visited your stall at the Spring Guangzhou Fair，2006 and noticed that you manufacture photocopying machines.
There is a good demand for photocopying machines of high quality.We are interested in your products and would be grateful if you would send us your catalogue with full specifications and the latest price list.
Please let us know what discount you can give us for substantial orders as well as some other favourable terms. We look forward to receiving an early reply. Sincerely, Sanyang Import & Export Company B.G.Lucas Purchasing Manager
5.通过自荐信建立商务关系 Gentlemen:
You were recommended to us by the Citibank,which told us that you are a prospective buyer of Chinese textiles and cotton piece goods.And these items fall within the business scope of our corporation.
We are a state-operated corporation and are in a position to accept orders against customers‟ samples specifying design specifications and packing requirements.
In order to give you a rough idea of our products,we are airmailing you under separate cover a copy of our latest catalogue for your reference.If you find any of the items interesting,please let us know without the least delay.We shall be glad to send you quotations and samples upon receipt of your specific inquiries. We look forward to your early reply.
Truly yours，
6.要求推荐客户 Dear Sirs,
We have been leading importers and exporters of cottons and woolen piece goods for these ten years,and are now planning to extend our business activities to our neighboring countries,from the clients of which we have many inquiries for Nylon goods.Would you please introduce us to some of the most reliable exporters of Japanese Nylon Goods? As to our standing,we are permitted to mention the Bank or China,Beijing,as a reference.
We are looking forward to your favorable and prompt reply. Very faithfully yours，
7.由朋友介绍的公司 Dear Sirs,
We have obtained your address from a friend of ours in San Francisco and are now writing for the establishment of business relations.
We are very well connected with all the major dealers here of light industrial products，and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.
Please let us have all necessary information regarding your products for export.
Yours faithfully,
8.从广告中得知客户信息 Dear Sirs,
We refer to your advertisement in the latest issue of “The International Trade News”concerning the newly developed Video Cassette Recorder M83.
Please send us your catalogue and best terms for this new product.It would also be appreciated if you could give us some idea of the time required between order and delivery.
For your information we are one of the largest importers of Electrical Appliances in England and are trying to import newly developed VCR from Taiwan.If your prices are competitive,we are going to place a large initial order with you.
Your prompt attention to this matter would be appreciated.
Yours faithfully,
9.索取资料 Dear Sir/Madam,
We are a company that imports yachts for sale to Japanese clients and we have enclosed our company‟s brochure for your reference.
Your company‟s name to our attention through an article in the August issue of “Ocean Magazine”and we understand that you manufacture yachts of various sizes.Since we might be interested in doing business with your company,we would like to have some information about your company and your products.We would therefore appreciate your sending us your company‟s catalog so that we can examine the business potential more closely.
Thank you for your attention. Yours faithfully,
10.寄送资料 Dear Mr.Yamato,
Thank you for your letter dated 31st August,2006 inquiring about our company and our products.Enclosed are our latest brochures listing all the types of yachts we manufacture as well as our financial statement for the year ending 31st December 2005.
We have not sold our products in the Japanese market in the past,and we would be delighted to do business with your company.Please go through the enclosures.We would be happy to answer any questions that may arise. We look forward to hearing from you.
Yours sincerely，
11.与过去有贸易往来的公司恢复联系 Dear Sirs，
We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading successfully in your region.We would like to extend our congratulations and offer our very best wishes for your continued success.
Before the war in Lebanon,our companies were involved in a large volume of trade in our textiles.We see from our records that you were among our best ten customers.We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon.Since we last traded,our lines have changed beyond recognition.While they reflect current European tastes in fabrics,some of our designs are specifically targeted at the Middle Eastern market.As an initial step,I enclose our illustrated catalogue for you.Should you wish to receive samples for closer inspection,we will be very happy to forward them. We look forward to hearing from you.
Yours,
12.寻求电子制品合作伙伴 Dear Sirs,
SEEK AGENT FOR ELECTRIC APPLEANCES
Shanghai‟s rapidly developing manufacturer of Electric Home Products,“Shun Fa”offers you an ideal business opportunity.
Years of research and development have earned our company a foremost position in electrical engineering in the East of China.A vast number of applicable patents have helped stimulate our development program over the past several years. Our main lines of products include:
TV,portable computer,MP3,MP4,car radio,car stereo,medical instruments,electronic industrial instruments,etc.
For information concerning our business outline,please refer to the Bank of China,which we have engaged a business relationship with for several years.We are a medium-sized company but we are growing fast and we would like you to be a fort of our future!
Shun Fa Electric Co.,Ltd.22 Zhong Yuan Road,Shanghai, China Wang Hui General Manager
13.寻求纺织品贸易伙伴 Gentlemen,
WUXI TEXILE TRADING CO.，LTD.
As your name and address were listed in“The Textile Magazine”,we are writing in the hope of opening an account with your company. We are one of the leading exporters of first class cotton and rayon goods and are enjoying an excellent reputation through fifty years‟ business experience.We are sure that you will be quite satisfied with our services and the excellent quality of our goods.
We enclose here with a pamphlet introducing our business standing and outline,the complete catalog of our goods,and some samples,from which you will readily observe the extent of our reliabilities.
If you need more objective information concerning our credit,please direct to inquire about it.
We are looking forward to your early and favorable reply.
Very truly Yours，Li Xiang
Sales Manager
Encls.Pamphlet 1 Catalog 1 Sample 3
14.进口商与出口商的联络信 Dear Sirs,
Electric Sewing Machines
We were much impressed by the captioned goods displayed at the Chinese Economic and Trade Exhibition held in Srilanka last July,and we have been told that you export these products.
One of our potential customers intends to purchase a number of Electric Sewing Machines,we would be therefore grateful should you send us a pro forma invoice for 400 Sewing Machines with 3 drawers quoting your rock-bottom price including our commission.On replying,please state the earliest possible date of delivery.
We look forward to hearing from you as soon as possible.
Yours sincerely,
15.出口商与进口商的联络信 Dear Sirs,
We have come to know the name of your firm from the advertisement in “Foreign Trade”and have the pleasure of addressing this letter to you in the hope of establishing business relations with you.
We specialize in the export of Chinese light industrial products that have enjoyed great popularity in the world markets.Enclosed you will find a copy of our catalogue for your reference and hope that you would contact us if any item is of interest to you.
Yours faithfully,
16.接受建立业务关系函 Dear Sirs,
We are glad to note from your letter of the 1st March that you,as importers of light industrial products,are willing to establish direct business relations with us.This happens to coincide with our desire.
We specialize in the exportation of Chinese light industrial products which have enjoyed great popularity in world markets.We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is of interest to you.
Yours faithfully,
17.拒绝建立业务关系函 Dear Robert,
Thank you for the good work you did in preparing your district‟s 2007 budget.You supplied all the information I needed to make decisions regarding which equipment will be replaced this year. I agree with you that three-fourths of all your road equipment should be replaced.However,we are not able to do it this year;the best I can promise is a new mixer and spreader.
Hopefully next year the company will be able to replace more of your equipment.The budget dollars should be similar.Let me know if I can do anything to help keep your equipment operating efficiently for one more year. Harry King
18.回函拒绝申请交易 Dear Sirs,
Your communication of the 28th May addressed to our sister corporation in Shanghai has been passed on to us for attention and reply as the export of enamelware falls within the scope of our business activities.
However,we very much regret that we are not in a position to supply you with enamelware direct,as we are already represented by Messrs.Freemen and Brothers Co.,Ltd.for the sale of this commodity in your district.We would advise you to get in touch with them for your requirements. In case you are interested in other items,kindly let us know and we shall be only too pleased to make you offers directly.
Yours faithfully,
19.要求对方刊登推销广告 Dear Sir,
We are very desirous of establishing direct connections with business circles in New York City for the purpose of selling our goods.Will you please carry an ad for us in your paper on the three days of Dec.23,24,and 25?The text of the ad is as follows:
Chinese Lotus Nuts Origin:Hunan and Jiangxi of China
Specification: Peeled lotus nuts without embryos
Packing:In bamboo baskets of 50kgs,or gunny bags of 80kgs,net each China National Cereals,Oils and Foodstuffs Import and Export Corp.,Hunan Branch
Postal address:34 Dongmao Street,Changsha,Hunan,the People‟s Republic of China Tel:0730-6654002
The advertising fees will be paid upon the publication of the ad.We shall be very much obliged if you will kindly see to it that it is put in a conspicuous position of your paper. With best wishes. Yours very sincerely,(signed)Li Dengfeng Manager
20.索取样品 Gentlemen,
We acknowledge receipt of your letter dated Oct.12,2006.We are very much interested in your household porcelain articles produced by the Liling Guoguang Porcelain Plant of Hunan province.
We shall greatly appreciate it if you will kindly forward us some samples and relative pamphlets for our inspection.
Thanking you for your attention to this matter and looking forward to your early reply.
Yours truly, Walter Camilleri Co.,Ltd.(Signed)William Thorndike Managing Director
21.请求担任独家代理 Gentlemen:
We would like to inform you that we act on a sole agency basis for a number of manufacturers.We specialize in finished cotton goods for the Middle eastern market.Our activities cover all types of household linen.Until now,we have been working with your textiles department and our collaboration has proved to be mutually beneficial.Please refer to them for any information regarding our company.
We are very interested in an exclusive arrangement with your factory for the promotion of your products in Bahrain. We look forward to your early reply. Yours, 22.拒绝对方担任独家代理 Dear Sirs,
Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens.I regret to say that,at this stage,such an arrangement would be rather premature.We would,however,be willing to engage in a trial collaboration with you company to see how the arrangement works.It would be necessary for you to test the market for our products at you end.You would also have to build up a much larger turnover to justify a sole agency. We enclose price lists covering all the products you are interested in and look forward to hearing from you soon. Yours,
23.同意对方担任独家代理 Dear Sirs,
Thank you for your letter of 12 April proposing a sole agency for our office machines.We have examined our long and,I must say,mutually beneficial collaboration.We would be very pleased to entrust you with the sole agency for Bahrain.From our records,we are pleased to note that you have two service engineers who took training courses at our Milan factory.The sole agency will naturally be contingent on your maintaining qualified aftersales staff.We have drawn up a draft agreement that is enclosed.Please examine the detailed terms and conditions and let us know whether they meet with your approval.On a personal note,I must say that I am delighted that we are probably going to strengthen our relationship.I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully.
I look forward to reciprocating on your next visit to Milan. My very best wishes to you and your wife. Yours,
24.物色代理商 Dear Sirs,
Our company manufactures a range of printing presses that are used successfully by companies in over 20 countries.A product specification brochure is enclosed.We are considering expanding our products to new markets and we would appreciate your assistance.In particular,we would like to identify the best agents who are currently serving the printing industry in your region.We are looking for organizations which conduct their business in a truly pro-fessional manner.They must be fully conversant with the technical side of the printing industry and have a comprehensive understanding of all the features of the lines they represent.We would be very grateful if you could take a few moments to send us the names of three or four organizations that match our requirements.We shall then contact them to explore the possibility of establishing a mutually acceptable business relationship.Thank you very much for your time and consideration in this matter. Yours, 25.欢迎新代理商 Dear Sirs,
I would like to welcome you to our organization.We are very pleased to have you on our team.I know that you will be equally proud of our products.Our European sales representative,Antoine,will be in touch with you at regular intervals.Please feel free to call him any time you have a problem.If I can ever be of service,please call me.I am planning a trip to France next month,and I am looking forward to meeting you.In the meantime,the best luck with our product line. Yours,
26.要求试销 Dear Sirs,
We are a leading dealer in waterproof garments in this city.Our customers have expressed interest in your raincoats and enquired about their quality.
Provided quality and price are satisfactory,there are prospects of good sales here,but before placing a firm order,we should be glad if you would send us,on fourteen day‟s approval,a selection of men‟s and women‟s raincoats.Any of the items unsold at the end of the period,and which we decide not to keep as stock,would be returned at our expense. We look forward to hearing from you soon. Yours,
第二篇：商务信函
将下列信函译为英语
先生： Dear Sirs:
从贵处商会获悉贵公司行名和地址，并得知你们是一家大的钢铁出口商，具有多年经营经验。此类产品属于我公司业务范围，特致此函，以期与贵公司建立兴旺互利的贸易关系。We have got your name and address from your Chamber of Commerce and learned that you are a large exporter of iron and steel with many-year experiences in this field.As these products happen to fall in our line, we are glad to write to you in the hope of establishing our mutually beneficial business relationships
若贵公司能保证价格可行，品质优良，交期迅速，我们将能大量订货。为此，特请提供你们最新的全套目录和各项出口产品的价目表。如蒙尽速办理，当不胜感激。
If you can assure us an acceptable price, excellent quality and speedy delivery, we might be able to place a large order.We, therefore, suggest that you should send us a complete set of your latest catalogues together with a price list of all your export products.It will be greatly appreciated if you will pay your attention to it as soon as possible.至于我们的信用情况，可向当地的中国银行查询。
As to our credit standing, we suggest you refer to the Bank of China at your end.谅能惠予合作，预致谢意。
We are looking forward to your cooperation and thank you in advance.谨上
Yours faithfully,
第三篇：商务信函
商务信函Business letter
英文信头写法 Heading 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。
英文信函编号写法 Reference number 如果信函上有编号，收件人和发件人都能快速了解所指的是哪一封信。这样既便于文件存档，又便于日后查阅。
信函编号常见的书写形式有两种：
一种比较简单的形式“Re: XXX”，例如, Re: Invoice 12345或Re: Your letter dated January 20, 2006。
一种比较常用的形式“Your ref: XXX, Our ref: XXX”，提供一组缩写信息，包括：文件编号、起草人、录入人的姓名缩写和部门代号等。例如一封由我方Jutta Brawn 起草，由Hugh John Davies 录入的信函编号为“Our ref: JB/HJD”
英文日期写法 Date 商务信函必须写日期，它对于文件存档及信息查考都有重要意义。
书写日期应注意以下几点：
1.“年”应完全写出，如2006，不能简写成 06； 2.在正式信函中“月”最好不用缩写，而是完整地写出来； 3.书写“日”可以用序数词，但最好用基数词；
英式信函日期按日、月、年的顺序，且中间没有逗号，如：12 July 2006；美式信函日期按月、日、年的顺序，中间加逗号，如：July 12，2006。
第五讲：英文信内地址写法 Inside address
由于不同国家书写地址的习惯不同，收件人地址应按照对方公司信纸中的信头书写，切勿擅自更改。写国际地址时，不要忘记在最后一行写上国家名。航空投递的信函，要在信内地址之上注明。以下为几种信内地址的写作实例：
致某公司：
Messrs.Lake Kane＆ Co.，Ltd.66 Martins Lane London EC3V 7BH 致公司中某职位： The Manager Eagle Press Inc.66 Martins Lane London EC3V 7BH 致公司某人： Mrs.Jutta Brown Eagle Press Inc.66 Martins Lane London EC3V 7BH 英文请某人注意行写法Attention/Attn.请某人注意行（Attention，缩写：Attn.）用于写信人在把信寄给一个单位时，希望把信递交给某人或某部门处理。
Attention位于信内地址下空一行，加上底线；写法分英式和美式两种，例如：For the attention of Mr.David Schiller（英式），Attention: Mr.David Schiller（美式）。使用Attention时，因为信函实际上是寄给公司的，所以开头的称呼（Salutation）为Dear Sirs,（英式）和Gentlemen（美式）。
英文称呼写法 Salutation 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 Sir or Madam。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。
商务信函一般用Dear Miss Brown，Dear Mr.Smith。Dear纯属公务上往来的客气形式。写给亲人、亲戚和关系密切的朋友时，用Dear或My dear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。
英文主题写法 Subject 书写Subject能便于收件人迅速了解信的主要内容。一般来说如果信内有Reference Number，就不一定再写Subject。
Subject位于Salutation下空一行。一般有三种书写形式：直接书写、Subject:和Re:。为了突出还可以加底线、加粗、全大写等，例如：
INVOICE 12345 Re: Invoice 12345 Subject: Invoice 12345
英文信正文写法 Body 正文是信函的核心内容。一封内容得体的商务信函，不仅能够达到把事情办好的目的，而且还能促进双方的友谊。在商业界人们通常用5个C来衡量一封信函的好坏：Conciseness(简洁)、Clarity(明了)、Correctness(正确)、Completeness(完整)、Courtesy(礼貌)。
Dear Mr.Smith，As we mentioned in our previous quotation, the price is likely to rise.Since material price is a very crucial element for our cost accounting, we are compelled to shift this rise to our customers.The price for 33 Euro has increased to 33.5 Euro, packing charge and freight remaining unchanged.We thank you for your understanding and look forward to having a good cooperation with you.Yours sincerely，Ming Li
英文结尾敬辞写法 Complimentary close 几乎所有的商务信函都会用到结尾敬辞。它写在正文下面，第一个字母要大写，最后一个词的后面有逗号。
至于要选用怎样的字句，通常由作者自行决定，一般来说结尾敬辞和开头的称呼有较强的关联关系，例如：
1.如果不知到收件人的姓名，开头的称呼是Dear Sirs，（英式）或Gentelmen:（美式），则结尾敬辞采用Yours faithfully，（英式）或Yours truly，（美式）；
2.如果知到收件人的姓名，开头的称呼是Dear Mr.Brown，则结尾敬辞采用Yours sincerely，（英式）或Sincerely，（美式）。
3.如果是写给朋友，家人或同事，开头的称呼是Dear David，则结尾敬辞采用 Best wishes 英文签名、附件写法 Signature/Enclosure 签名代表了写信人，所以其形体和写法应保持固定。签名最好用钢笔。署名既要难以模仿又要清晰易解。为便于辨认，一般商务书信，还应在签名下方将发信人的姓名用打字形式打出。
签名格式和规则有以下一些约定：
1.签名者代表公司、某单位名义时，应在结束词下方打出全部大写的单位名称，然后再签名。
2.女性签名时，为便于回信人正确使用称呼，应在打字的姓名前加注（Miss）或（Mrs.）。
3.当负责人不在而由经办人员代签名时，要加上by, for, perpro或P.P.字样。
如果信函中有附件，在信纸的左下角，与签名间隔1行或是2行的位置打上“Enclosure”或其缩写Encl.或Enc.。
如果附件不止一项，应写成Encls.或Encs.，并应注明有几个附件，以便收信人查点，例如： Encl.One check
Encls.Catalogue and 2 Photos
Encl.a/s（指附件如信中所述，a/s即As stated）
英文抄送、附言写法 Carbon copy/Postscript 如果本信函需要抄送他人阅览，则须注明抄送人的名称，例如： cc.Mr.David Schiller, Executing Manager
附言（Postscript，简写为P.S.）用来说明没有包括在信中的想法和内容。有时一封信写完了，突然又想起遗漏的事情，这时可用附言填补遗漏内容。在促销和私人信件中，附言也可以用来强调写信人请求收信人采取的行动和做出的考虑。附言应尽量做到简明扼要。附言通常在签名下方，从左侧顶格书写，例如：
P.S.Each individual’s E-mail address remains unchanged
英文书信格式及英美差异
英文书信通常由下列五个部分组成：
A 信头（Heading）
信头包括写信人地址和写信日期，通常写在信笺的右上角。在比较熟识的朋友之间的通信，写信人的地址常可略去。本课的信头就只写了写信日期，而没有写信人的地址。日期通常有下列两种定法：（a）月、日、年：如August 15, 200__
（b）日、月、年：如15th august, 200__
地址的写法通常是由小到大，如：门牌号、街道名、市（县）名、省名、国名（邮政编码通
常写在城市名之后）。这同中文书信的地址写法完全相反。地址可以写1～3行，日期写在地址的下方（见信笺格式）。
B 称呼（Salutation）
称呼指写信人对收信人的称呼，如Dear Xiaojun，写在信头的下方和信笺的左边。称呼一般用Dear„或My dear„开头，称呼后一般用逗号。
C 正文（Body）
这是书信的主体部分，即写信人要表达的内容。正文要求文字通顺，层次分明，表意清楚。可以手书，也可以打写。
D 结束语（Complimentary Close）
它是书信结尾的恭维话，相当于文中书信最后的“祝好”、“致礼”之类的话语。本课书信中的“Best wishes”（致以最好的祝愿）就是结束语。
E 签名（Signature）
签名通常签在结束语下方的中间偏右的位置，如本课信中的Charlie.签名应是亲笔书写，即使是打写机打出的信件，最后仍需亲笔签名。在签名的上方可 根据写信人和收信人的关系写上Sincerely yours/Yours sincerely（用于长辈或朋友之间），或Respectfully yours/Yours respectfully（用于对长辈或上级）。
英文书信格式称谓差异
商务英语书信（Business or Commercial English Correspondence）是指交易时所使用的通信。在美国，常用Business writing，它包括书信、电报、电话、电传、报告书、明信片等。英语和美语在书信体例方面存在着一定的差异，比如信头和称呼、书信格式、遣词、结尾客 套语等均有所不同。
一般来说，英国书信较为保守，许多英国人喜欢用老式书 信体，用词较为正式刻板，而美国书信语言非常生气、有活力，格式也较为简便。因此当我们写信的对象是英国或其旧殖民地国家时，要使用标准式英语 Queen's English；如果写信的对象是美国或美国势力范围的地区时，就要用美国英语。当然，英国式的语言文化近年来也有变化，但总体来说，两者间的差异是很明 显的。
商业英文书信，一般都要求用打字机或电脑整齐地打印，左边各行开头 垂直的，称为垂直式或齐头式（Block style），美国常用这种格式；每段的第一个词缩进去，称为缩进式或锯齿式（indented style），英国常用此格式。垂直式的职务及签名都在左边的边栏界线，这种格式，在极度尊重工作效率的美国公司，已普遍采用。正式的商业英语书信要在称 呼的上方写上收信公司名称和地址或收信人的名字全称、职务及地址，称为信内地址（Inside address）。信内地址的写法也有垂直式和缩进式之分，垂直式和称美国式将各行并列，缩进式或称英国式将各行依次退缩。
不过，近来英国商业书信信内地址并未依次缩进，似乎与美国式相同。此外，在美国还流行一种普通收信人地址的写法，就是在书信的Inside Address中，把门牌号和街名都省略掉。在英文书信中要使用敬语，最普遍的敬语是Mr, Mrs和Miss（用于未婚女性）。英国人常在男性的姓名之后用Esq.（Esquire的缩写），不过在商业上也在慢慢地改用Mr.Mmes.（Madam的复数形式），用于二个女士以上。Messrs（Mr的复数形式）用于二个以上的男人，或用于二个以上的男人组成的公司或团体。在英国式英文 信里，Mr, Mrs, Messrs，均不加缩写句点，相反地趋向于进步自由的美语反而加缩写句点如Mr., Mrs., Messrs„„在称呼方面，商业上最普遍的有Gentlemen（美国式）与Dear Sirs（英国式）二种，相当于我国的“敬启者”或“谨启者”.如果信是写给某个公司单位的，不是写给某个具体人的，美语用Gentlemen（复数形 式），英语用Dear Sirs.如果对方公司只一人时，必须使用Sir/Dear Sir.称呼后一般要使用标点符号，英国式采用逗号（comma），美国式用分号（colon）。书信结尾客套语（complimentary close）有多种，相当于我国书信在结尾时使用的“敬礼”、“致敬”、“顺安”等句。最为典型的美国式写法是Sincerely和Best regards，典型的英国式表达有Yours sincerely和yours faithfully（不知姓名）；Best wishes, kind regards（熟人或知道对方姓名）。此外，英国式的客套语还有特别礼貌的格式，但除了特殊情况外，现在不再使用。
第四篇：商务信函
1.称呼和结束句：Dear SirYours faithfully Dear MadamYours faithfully Dear SirsYours faithfully Dear MadamYours faithfully Dear MadamYours faithfully Dear Ms BrownYours sincerely Dear MrMithYours sincerely
2.介绍这封信的背景：
With reference to:
With reference to your advertisement in the Times of 12th December,…
With reference to your phone call today,…
3.解释写信原因：
I am writing to…
I am writing to confirm the arrangement.I am writing to enquire about the price and discount of your products.I am writing to inform you that we have sent your goods on July 21.I am writing to apologise for the delay of the goods.4.提出要求：
I would be grateful if you could send me a catalogue.I would appreciate it if you could deliver them as soon as possible.Could you possibly give a presentation at the annual sales conference?
5.表示感谢
Thank you for…
Thank you for your telephone call today.Thank you for sending the catalogue to me.6.随信寄去的材料
Please find enclosed a cheque.I am enclose a price list.We enclose a brochure.7.表示道歉
I am sorry that our cashier charged you too much.I apologize for not attending the meeting.I am sorry for not replying to your letter.8.确认某事
I am pleased to confirm the booking of the conference room on Monday ,March 3—5.I can assure you that we can deliver the goods by the required date.9.讲述不好的消息
Unfortunately, the handles of the teapots were missing.I am afraid that only two of the ten microphones can work.10.结束一封信
Thank you for your help.Please contact us again if we can help in any way./ you have any questions.I look forward tohearing from you soon./meeting you./ seeing younext Friday.
第五篇：商务信函
第十四章 商务信函
在商务信函中，商业收信常常处在一个不被人所注意的角落。原因是相比其他的商务文书，商业书信往往被视为过于简单、随意，好像任何人都可以一挥而就。殊不知，很多成千万的大额生意往往都是从这些看似“貌不惊人”的商业信函发端的。俗话说：座雀虽小，五葬俱全。商业信函看似短小、简便，实则包含玄机。
一、希望建立贸易关系函
概念解说
为了进一步加强企业的生产与销售，经多种途径了解客户后，希望与其建立贸易关系而用的信函文书。
写作指导
首先要告知对方，我方是怎样获悉其经营范围与地址的，同时表示我方愿意与对方建立业务关系，进行交易，希望得到对方的合作。其次向对方作自我介绍，包括企业性质，基本业务状况，经营的范围，有哪些分支机构等。希望推销某商品也可说明。最后以礼节性语言结尾。
范例
希望建立贸易关系函
××公司：
我们从商会那里看到贵公司的名称及地址，得知你们有兴趣建立进出口商品的业务联系。如贵公司在本地尚无固定客户，希望考虑以本公司为交易伙伴。本公司原经营工业机械在本国的批发零售业务，由于最近在经营方面的变化，本公司在销售方面的政策也发生了变化。
笔者有多年的外贸经验，希望在世界各地建立适宜而持久的贸易关系。由于与生产厂家的长期直接联系，我们在许多行业中尤其是工业机械，是最有竞争力的。
我们也愿从贵国进口一两种优良产品，以有竞争力的价格在美国销售，以期能够持续、长期占领市场。
我们希望聆听贵公司的意见、要求及建议，以及如何才能使双方协力合作，互惠互利。此外，本公司愿意以收取佣金为条件充当贵公司在美国的采购代理。
恭候回音。
××公司 ×年×月×日
二、推销产品函
概念解说
推销产品函是向对方推销产品而使用的一种商务信函。
写作指导
推销产品函包括开端语、正文、结尾三个部分。
①开端语。要做到醒目，突出产品及其优点，有独创性和简明扼要。②正文。介绍产品、提供证据、提出保用期和免费试用以及价格合理性。介绍产品必须保持自然协调，力求生动活泼，强调产品的突出特色。提供证据时应继续强调产品的突出特色，使具体的语言客观地进行说明，可适当运用用户的表扬信，然后提出保用期和免费试用。在信的最后，大多提及价格的合理性。除非价格是一个突出特色，否则不要在首段或末段谈价格，要在概括产品 优点的句子中谈价格。要用一个较长的复合句，要用具体数字说明购买该产品可省钱若干。报价时要用小单位。如可行，可与具有类似特色的同类产品进行比较。
③结尾。结尾要充满信心地呼吁，要激发读者的购买意欲。
范例
推销工艺品函
××公司：
从我驻意大利使馆商务处来信中获悉贵公司希望与我国经营工艺品的外贸出口公司建立业务联系。我们高兴地通知贵公司，我们愿意在开展这类商品的贸易方面与贵公司合作。我公司经营的工艺品有绣品、草竹编、灯具、涂纶花、珠宝首饰以及仿古器物和书画等。这些品种均制作精美，质量上乘。特别是涤纶花，式样新颖，色泽鲜艳，形态逼真，可与鲜花媲美。目前在欧美、亚洲的许多国家极为畅销，深受消费者的喜爱。现寄上涤纶花样照一套，供参考。欢迎来信联系。
××进出口公司
×年×月×日
三、询价函
概念解说
询价是由买方向卖方就某项商品交易条件提出的询问。询价目的是请对方报价，询价对交易双方都没有法律上的约束力。询价函就是为询问商品交易价格而用的商务文书。
写作指导
询价函可以向卖主索要主要商品目录本、价目单、商品样品、样本等，也可以用发询价单或订单的方式询问某项商品的具体情况。
范例
询价函
×××先生：
我公司对贵厂生产的绿茶感兴趣，需订购君山毛尖茶。品质：一级。规格：
每包100克。望贵厂能就下列条件报价： 1．单价。2．交货日期。3．结算方式。
如果贵方报价合理，且能给予最惠折扣，我公司将考虑大批量订货。
希速见复。
××副食品公司 ×年×月×日
四、联系销售函
概念解说指导
联系销售函是要求对方提供样本及样品的商务信件。
写作指导
首先写明索求样本或样品的目的。应写明“请寄样品及报价，以便和客户
研究”、“供成交参考”、“向客户推荐”或“供小样试验”等。如寄英文样本或日文
样本，要求改寄A样或B样，或提供某种文字的目录等要写清楚。
范例
联系商品销售事宜函
×××先生：
前一批货销售极佳，颇受好评，除电报中向你订购的数量外，公司同仁意欲扩大经营范围，我想请您给我寄上下述样品：
1．6岁男式童装 2套 2．6岁女式童装 2套 3．5岁儿童套裙 2套
并请附上有关资料与说明文字，供我们查看，宣传，倾听消费者的反映。我估计你们的产品是会受到欢迎的。一旦公司作出决定，我们将大批量向你方订货。具体事宜日后联系。请你们从速寄上样品。谢谢您对此事的关照。渴望赐复。在资料中请附上样品的价格、质量规格说明。
×××
×年×月×日
每包100克。望贵厂能就下列条件报价： 1．单价。2．交货日期。3．结算方式。
如果贵方报价合理，且能给予最惠折扣，我公司将考虑大批量订货。
希速见复。
××副食品公司 ×年×月×日
五、答复客户建立贸易关系函
概念解说
答复客户建立贸易关系函是企业收到希望建立贸易关系函后，按对方要求完整地答复对方的商业信函。
写作指导
答复客户建立贸易关系函的开头一般引出对方来函日期，然后说明自己的态度、意愿及交待汇寄有关资料的情形。即使本方不能满足对方的要求也要及时说明原因，为以后进一步的交易留有余地。最后，说出己方的明确打算。
范例
答复客户建立贸易关系函
××经理： 1月21日来信暨附红茶推销方案一份均收到。为了打开中国袋装红茶在美国市场的销路，贵公司已经进行了各项工作，并制订出了有关推销方案，对此我们表示赞赏。
对于贵公司推销我红茶的业务，我公司愿从多方面给予支持。首先在货源供应上，将尽力优先安排，以满足你方的销售需要。由于我们双方还没有当面洽谈的机会，因而不能立即达成交易。我方期待着您早日来访，共商发展业务大计。
××进出口公司 ×年×月×日
六、回复商业询购函
概念解说
回复商业询购函是收到询价函后，予以回复的商业信函。
写作指导
复信必须有针对性，不能答非所问，同时复信要及时。在复信的最后一部分可写类似“如有问题，欢迎再提”的词句。
范例
回复商业询购函
×××先生：
10月2日的信函收讫。我们很高兴随函附寄一份贵方索要的产品说明书和价目单。在准备这份最新的说明书时，我们不惜费钱费事力求使这份说明书外形美观，信息性强。从封面内容里，您将找到有关我们营业折扣的详细说明。我们建议您下次来香港时允许我们带您参观一下我们的工厂，在那里您可以亲眼见到高质材料和精湛手工艺是怎样融合进我们的产品制作之中。同时您还能熟悉各种高档的羽毛制品，还可以带给您的客户们那些令他们感兴趣的有用信息。
希望我们能有机会在任何一方面给您提供服务，只要贵方愿意采用，我们将尽可能满足您的需要。
×××敬上 ×年×月×日
七、报价函
概念解说
报价函是指卖方向买方提供商品的有关交易条件的信函。
写作指导
报价应包括产品的价格、结算方式、发货期、产品规格、可供数量、产品包装、运输方式等内容。报价仅仅是通知买方价格的作用，对卖方没有约束力，可更改。
范例报价函
×××超级商场：
贵方×月×日询价信收悉，谢谢。兹就贵方要求，报价详述如下：
商
品：君山毛尖茶 规
格：一级 容
量：每包100克 单
价：每包×元（含包装费）包
装：标准纸箱，每箱100包 结算方式：商业汇票 交货方式：自提
交货日期：收到订单10日内发货
我方所报价格极具竞争力，如果贵方订货量在1000包以上，我方可按95％的折扣收款。
如贵方认为我们的报价符合贵公司的要求，请早日定购。恭候佳音。
××茶叶厂 ×年×月×日
八、接受函
概念解说
接受函是指买方或卖方接受对方提出的交易条件商务书信。交易双方表示接受的信函、传真、电报、电传均可作为成交的承诺，并均具有法律约束力。
如果是买方同意卖方的报价或还价的接受函，一般都要随函说明所需订购的一切货物。
写作指导
要写明接受对方的具体报价条件，包括商品名称、规格、单价，以及结算方
式、交货日期、地点等。范例
接受报价函
×××先生：
贵厂×月×日的报价函收悉，谢谢。我方接受贵方的报价，并乐意按贵厂提出的条件订货：
商
品：五粮液 规
格：特曲 容
量：每瓶500克
单
价：每瓶200元（含包装费）数
量：100瓶
包
装：标准纸箱，每箱10瓶 结算方式：转账支票 交货日期：×年×月×日 交货地点：×市火车站 请速予办理为荷。
××公司 ×年×月×日
九、还价函
概念解说
还价函是指接受报价的一方认为对方的报价中有些条款不能接受，提出自己的修改意见，供对方考虑。还价函可以是买方就卖方的报价还价，也可以是卖方就买方的还价而再还价。写作指导
还价的内容包括价格、包装、结算方式、交货日期、运输方式等。
范例
卖方降低原报价函
×××先生：
贵方×月×日还价函获悉。贵方不能接受我方的报价，非常遗憾。
我厂加工的一级君山毛尖茶品质优良，且价格也合理，因此，贵方的还价我方实难接受，我方最多只能将原报价降低5％。
盼复。
××茶叶厂 ×年×月×日
十、订购函
概念解说
订购函就是经过反复磋商，买卖双方接受了交易条件后，买方按双方谈妥的条件向卖方订购所需货物的商务文书。
写作指导
订购函分为两种：一是在接受函里说明所需订购的货物，另一种是下订单，即把订购函制成订单式，以表格形式列明各项交易条件。订购函一般都应包含商品名称、牌号、规格、数量、价格、结算方式、包装、交货日期、交货地点、运输方式、运输保险等内容。范例
订购函
×××先生：
贵厂×月×日的报价单获悉，谢谢。贵方报价较合理，特订购下列货物：
EPSONLQ－100打印机10台 单价1500元 总计15000元 STARAR－2463打印机10台 单价900元 总计9000元 CICIAENCKR－5240打印机10台 单价1500元 总计15000元 交货日期：×年×月底之前 交货地点：××年××仓储部 结算方式：转账支票
烦请准时运达货物，以利我地市场需要。我方接贵方装运函，将立即开具转帐支票。请即予办理为荷。
××公司 ×年×月×日
十一、确认订购函
概念解说
确认订购函是买方在收到客户的订购函后，必须回函确认，同时告之客户货物办理程度和货款支付方式等事宜，询问客户是否还有其他要求。
写作指导 要写明已收到对方什么时候寄出的订购函，并告知对方货物即将发出，希望对方查收。同时，明确告知对方货款如何支付。
范例
确认订购函
×××先生：
非常高兴收到贵方×月×日第32号100瓶五粮液特曲酒订单。我方即速予办理，货物将在贵方要求日期内运抵指定地点。根据商业汇票的规定，我方通过××银行开出以贵方为付款人的银行承兑汇票，面额为×××元，承兑期限为3个月。我们相信此汇票必得承兑。
贵方对此货还有何要求，请即函告。
感谢贵方的惠顾，希望我们能保持经常的贸易联系。
××公司 ×年×月×日
十二、催款函
概念解说
催款函是卖方在买方收到货物逾期未及时付款结算时致函，提醒买方付款结账所用信函。常常会出现买方收到货物后，超过规定期限尚未将货款付给卖方的情况。在这种时候，卖方就应致函提醒买方付款结账。
写作指导
催款函主要内容如下： ①催款单位和欠款单位的全称和账号，必要时写上催款单位的地址和电话以及经办人的姓名等。
②双方交易往来的原因、日期、发票号码、欠款金额、拖欠货款情况等。
③处理意见，比如，再确定一个付款期限。催款函力求简洁，表达清楚催款的主题即可，不必虚礼客套，但注意用词把握分寸。
范例
催款函
××百货商场：
贵方于×年×月×日向我厂定购真丝衬衫×××件，货款金额计××万元，发票编号为××××。可能由于贵方业务过于繁忙，以致忽略承付。故特致函提醒，请即执行结算，我厂银行账号××××。逾期按银行规定，加收千分之二的罚金。如有特殊情况，请即与我厂财务科魏××联系，电话：×××××××，邮编：××××××，地址：×××市××路×号。
特此函达。
××制衣厂 ×年×月×日
十三、交易磋商函
概念解说指导
交易磋商函是交易双方就某项商品买卖的各种具体交易条件反复磋商，最后达成交易所用的商业信函。写作指导
交易磋商函包括一系列复杂环节，商务文书需要写明各环节的具体内容，不可遗漏。
范例
交易条款与价格磋商函
××公司：
×月×日来信收悉。对你公司要求与我公司建立业务关系的愿望，我们表示欢迎。从来信中获悉你方对中国真丝绢花很感兴趣，并希望了解该商品的有关情况及我方的贸易做法。现将我公司销售绢花的一般交易条款介绍如下：
1．品质规格：真丝绢花以绫、绸、绢、缎等高级丝绸为原料，品种有月季、寒冬菊、杜鹃、凤尾兰等千余种，式样有瓶插花、盆景、花篮等。质地轻盈，不褪色，耐温耐压。具体规格请参阅全套彩色样本。
2．包装：纸箱装。大花每箱装20盒，每盒装1打；小花每箱装30、40或80打不等，根据货号决定。纸箱内衬托蜡纸，外捆塑料打包带。每箱体积长×公分，宽×公分，高×公分。每箱毛重×公斤，净重×公斤。
3．数量：为便于安排装运，卖方有权多交或少交5％的货物，其多交、少交部分按合同价格结算。
4．付款：买方应通过卖方所接受的银行开具全部货款，不可撤销的，准许转船准许分期装运的即期信用证，信用证必须于装运月份前15天送达卖方。其中装船货物的数量和金额允许增减5％，信用证有效期应规定在最后装运日期后15天在中国到期。
5．保险：如按CIF价格条件成交，卖方概按发票金额110％投保综合险，以中国人民保险公司的有关海洋运输货物保险条款为准。
6．人力不可抗拒：如因战争、地震、严重的风灾、雪灾、水灾以及其他人力不可抗拒事故而致延期交货或无法交货时，卖方不负任何责任。
7．索赔：凡有对装运货物质量提出索赔者，必须在货到目的港后30天内提出。货物质地、重量、尺寸、花型、颜色均允许有合理差异，对在合理差异范围内提出的索赔，卖方概不受理。
8．仲裁：凡因执行合同所发生的或与合同有关的一切事宜，双方应通过友好协商解决。如协商不能解决，应提交北京中国国际贸易促进会对外贸易仲裁委员会根据该会仲裁程序暂行规则进行仲裁，仲裁裁决是终局的，对双方都有约束力。以上一般交易条款已为×国其他进口商所接受，相信这些条款也将为贵公司所接受。如有任何疑问，请向我们提出。
近来各地对中国真丝绢花需求甚殷，如你方有意购买，请即询价。我们相信，在双方良好的配合下，首笔交易必将能很快达成。等候佳音。
××公司 ×年×月×日
十四、装运通知函 概念解说
装运通知函是告知买方交易货物装运情况的商务书信。在国内贸易中，货物的提取若是发货形式，卖方就应负责装运，即负责装车（船），安排装运日期，把货物发到买方指定地点。为避免意外，卖方还要为货物投保。装运条件包括装运方式和运费、保险金的支付。采取何种装运方式以及装运费用、保险金的支付，主要根据交易双方的协商而定。如果买方要求卖方将货物装运发送到指定地点，那么，买卖成交后，卖方就应履约，按规定期限将货物装运，并立即用电报、信函等形式通知买方，这就是装运通知函。通知函说明装运日期、装运车号，并将提单、发票、检验单、保险单等单据副本寄去，以便买方办理提货手续。范例
装运通知函
×××先生：
贵公司第74号订购函所订30台打印机，已于×月×日交付托运，预计一周 后到达××市。
30台打印机分3箱包装，每箱上均标有▲标记。
兹随函附寄下列装运单据，以便贵公司在货物抵达时顺利提货： 1．我方第×号发票一份。2．第×号货运提单一份。3．第×号装箱单一份。4．第×号保险单一份。5．第×号检验单一份。
感谢贵公司对我公司的支持，希继续来函询价、订购。××电脑公司 ×年×月×日
十五、索赔函
概念解说
索陪函是指合同争议或纠纷发生后，受损一方向违约一方提出赔偿要求的信函。
写作指导
索赔条款主要包括五项内容： ①简述事由。②陈述违约事实。③说明索赔理由。
④陈述对方违约给自己带来的损失。⑤提出具体的索赔要求。
在写作索赔函前，应先认真研读买卖双方签订的合同的相关规定细则和双方交易过程中有关的往来函电，以分清是非责任。提供足够的书面文件和有关方面的证明；提出索赔要求应合情合理，不漫天要价；应根据引起索赔的原因和不同的索赔情形选择相应的措词和语气。
范例
质量不符索赔函
××茶具厂：
随函寄上××市××检验所的检验报告（95）××号。报告证明贵方售出的玻璃茶具中，有一部分的质量明显低于贵方所提供的样品，因此，特向贵方提出不符合质量标准的货物按降低原成交价30％的扣价处理。
特此函达，候复。
××百货公司 ×年×月×日
附件：××市××检验所检验报告一份。
十六、包装磋商函 概念解说
产品包装可以分为销售包装和运输包装两类。在商品交易磋商中，产品包装，尤其是产品的运输包装，也是一项重要的磋商内容。在此过程中形成的商务书信称为包装磋商函。
写作指导
包装磋商函应对包装的具体要求表达明确，各种数目、计量单位要准确。
范例
包装还价函
×××先生
你方×月×日关于100公斤金华火腿的报价函收到，我方对产品质量、价格、支付条件、交货日期等均感满意，只是对包装有特别的要求。
我们希望将聚乙烯袋销售包装改成硬纸盒包装，运输包装则改用瓦楞板纸箱，以便于顾客携带和长途运输。望鼎力合作。谢谢。
××副食品公司
十七、理赔函
概念解说
理赔函是指合同争议或纠纷产生后，违约一方受理遭受损失一方的赔偿要 求的信函。
写作指导
理赔函通常包括如下内容： ①引述来函要点。②表明己方态度。③提出处理意见。
写作理赔函，应认真研读索赔函，看看对方的索赔理由是否成立，函中提供的证据是否有效，索赔金额是否合理，索赔期限是否逾期，然后据此确定不同的理赔策略。
范例
质量不符理赔函
××百货公司
贵方×月×日函及货样收悉。信中提到部分玻璃茶具的质量与样品不符一事，我方立即进行了调查，发现是由于装箱时误装了部分二等品。这是我方工作的疏忽，对此，我们深表歉意。因此，我方愿意接受贵方的要求，部分质量不符的产品按降低原成交价30％的扣价处理。
我方保证以后将不再出现类似失误。特此函复。
××茶具厂 ×年×月×日
十八、投诉处理函 概念解说
投诉处理函是指回复客户的投诉，并提出处理意见的信函。写作指导
投诉处理函的内容通常包括： 1．引述投诉函要点。2．表明己方态度。3．提出处理意见。
回复客户投诉时态度必须认真而坦诚。不管对方的投诉理由是否充足，都应对其投诉表示接受，感谢对方对己方的工作提出意见。信尾应有单位领导的签名，语言礼貌得体，用词冷静平和。
范例
回复投诉函
×××先生：
×月×日来函收到，感谢您在信中指出我们工作的差错。由于我们工作的疏忽，未及时发货。对由此而给贵方工作带来的不便，我们深表歉意。
××公司 ×年×月×日
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