商务函件、书信往来的问候祝颂语

第一篇：商务函件、书信往来的问候祝颂语

商务函件、书信往来的问候祝颂语

书信中说完正事之后，向对方表示问候与祝颂，皆属礼貌之举。常见的问候祝颂语有很多，现代的如“向您全家问好”、“祝身体健康”、“祝你进步”、“祝你成功”等等。传统的如给长辈写信用“敬请×安”或“敬颂崇棋”；如果给平辈写信，一般则用“即请大安”、“顺颂时棋”，假如给晚辈写信，只用“即颂”、“顺问”即可。

一、请安

祖父母及父母： 恭叩金安、敬请福安、肃请金安

亲友长辈： 恭请福绥、敬请 履安、敬叩崇安、只请提安、敬请颐安、虔清康安

老师： 敬请尘安、恭请道发、肃请海安、虔请讲安

亲友平辈： 敬候佳祉 并候近安、顺颂起居、顺侯大安、敬颂台安 顺颂时绥

亲友晚辈： 即询近佳、即问近好、附颂清安

夫妇同居者： 敬请俪安、顺颂双安、敬颂 俪祉（祺）

政界： 敬请勋安、恭请钧安、只请政安

军界： 敬请戎安、恭请麾安、肃请捷安

学界： 只颂撰祺、只请著安、顺请文安、并请学安、即颂文绥、即候文祺

商界： 即请财安、敬候筹安、顺颂筹祺、顺颂筹安、顺颂商祺

旅客： 敬请旅安、藉颂旅祺、顺询旅祉

家居者： 敬请潭安、并颁潭福、顺颂潭祺

贺婚： 恭请燕喜、恭贺大喜、恭请喜安、敬请俪安、恭贺燕喜、顺贺大喜

贺年： 恭贺年禧、恭贺新禧、即颂岁禧、顺贺新祺、顺贺新禧

吊唁： 此候孝履、顺问苫次、专候素履

问病： 敬请愈安、即请卫安、敬祝早痊

时令问候： 敬请春安、顺颂春祉、敬请夏安、并颂暑祺、敬请秋安

并候秋绥、敬请冬安、此请裘安、敬请炉安

当日问候： 即颂晨安、即请早安、此请午安、即颂晚安

即请刻安、顺候日祉、即候时祉

季节： 敬请春安、即颂春祺、并颂春禧、顺候夏址

此颂暑安、即候夏安、即请秋安、顺颂秋祺

并请秋安、敬颂冬绥、此请炉安、即请冬安

二、署名下的敬辞

祖父母及父母： 叩禀、敬禀、拜禀、肃禀、谨禀、叩上

尊长： 谨禀、谨上、拜上、谨肃、敬肃、敬启、谨启

平辈： 谨启、谨白、手启、手上、顿首、拜启、上言、拜言、启、上、白

晚辈： 手谕、手示、手泐、手草、草示、谕

复信： 肃复、手复、谨复、复

不具名： 名正肃（另具名片）、各心肃、各心印、知恕具、两知

补述： 又启、又及、又陈、再及、再陈

三、附候语

问候尊长： 令尊（或令堂）大人前，乞代叱名请安。某伯前未及另禀，乞即叱名请安平辈： 某兄弟前： 祈代致候不另。某兄处： 未及另函乞代致意

晚辈： 顺候令郎佳吉。并问令郎等近好

代长辈附候 ： 家父嘱笔问候。某伯嘱笔问候 代平辈附候 ： 家兄附笔请安，某兄附笔道候

代幼辈附候 ： 小儿侍叩。小孙随叩。某某禀笔请安

第二篇：常见惯用语和祝颂语

常见惯用语和祝颂语

惯用语

一、启始

惠书敬悉，甚以为慰 顷接大示，如见故人 得书甚慰，千里面见 得书甚喜，旷若复面。

数蒙惠书，热情诚挚，至为欢愉 昨得手札，敬悉一见。久不通函，至以为念

数奉手书，热情诚挚之情，溢于言表。捧读知已惠书，令人欣慰无量 顷奉手教，敬悉康和，至为欣慰。日前曾奉尺牍，意其巳抵右左

二、思念 暌违日久，拳念殊殷 久疏通问，渴望殊深 别后萦思，悉肠日转 离别情怀，今犹耿耿故园念切，梦寐神往每忆桑梓，辄深神往心路咫尺，瞻言甚概鸿雁传书，千里咫尺，海天在望，不尽依依相距甚远，不能聚首，转托文墨，时通消息别来良久，甚以为怀，何日重逢，登高延企奉读手书，宛如天外飞来，回首往事，不啻信稀如昨长怀盛德，聊吐愚衷，、谨凭鸿雁之传，伫望白云之信

三、钦佩

久钦鸿才，时怀渴想德宏才羡，屡屡怀慕

顷读惠书，如闻金玉良言，茅塞顿开 先生德高望重，下风引领，敢不拜嘉

四、时令问候 春雨料峭，善自珍重春雨霏霏，思绪绵绵，近况若何，念念阳春三月，燕语雕梁，想必心旷神怡春日融融，可曾乘兴驾游时欲入夏，愿自保重。炎暑日蒸，千万珍爱秋色宜人，望养志和神盛暑之后，继以炎秋，务望尚自珍摄为盼入秋顿凉，幸自摄卫秋雨绵绵，万请自爱秋风多厉，为国珍摄冬行秋令，宜自为乐

渐入严寒，伏维珍重自爱

时什冰天雪地，起居何似，不胜悬悬 寒威虽烈，起居谅必佳胜 日来寒威愈烈，伏维福躬无恙 适来寒暑不常，悬祈珍重自爱 朔风匆起，希自珍卫

近日匆冷如初日，想寓中尽安

五、祝贺

谨悬刀笔书谒，恭贺喜事吉礼 顷闻喜讯，再祝鸿图大展，万里鹏程 顷闻吉音，欣逢吉礼

附呈吉微物，聊佐喜仪，勿弃是幸

欣闻足下花下花烛盛开，奉呈薄礼，聊助合卺之仪 谨呈不腆之仪聊以志喜

得悉你们有情终成眷属，至为快慰 喜闻足下燕尔新婚，特申祝贺

顷悉你不日有合卺之喜，谨祝新人幸福，白头偕老 弄璋之喜，可庆可贺 弄瓦之庆，遥以致贺 闻育祥麟，谨此恭贺

弄璋之喜，符群宿愿，谨以为祝 闻尊夫妇喜添千金，热忱致贺 遥祝母子平安无恙，望代致拳 遥祝寿比南山，福如东海 恭祝延寿千秋

谨祝受寿永多，长命百岁

喜贺福寿双全，恭祝全家安好，寿星高照

六、致哀

尺悉××不幸逝世，不胜哀悼 顷接讣告，不胜伤悼 尺闻××作古，家失柱石，悲痛万分 尊×逝世，深致哀悼，尚望节哀顺变 前接×日来信，知令×逝世，为之惨然 ××逝世，实足哀伤，有志者入泉，思之黯然 良友致云逝，伤感自多，尚望珍重 接××长逝之耗，凡在相好，无不同深惋惜

惊承让告，悲悼不已，足下遇此大祸，伤感必甚，恳请宽辟哀情

七、请托

拜托之处，乞费神代办，不胜感荷 谨布区区，尚希监察，费神相助 所奶之事，若蒙慨允，将不胜感激之至 特沥寸涵布达，祈勿他言推诿 为书请之，便中还请一询为荷 值此情形，望您能大解善囊，尽力相助

八、承诺

但有见示，愿效犬马。

有何要求，请早示知，切勿客气。凡有可效劳之处，自当尽力而为。

承嘱各事，皆——照办，决不有误，尽请放心。所言之事，当为设法，请释念。托付之事，时刻不敢忘怀。有蒙见托，敢不尽心尽力。

些微小事，何足挂齿，寸草春晖，难报鸿恩。承蒙不弃，委以重任，怎能不全力以赴。为君效力，由衷所愿，岂有二话。

九、婉辞

托付之事，不便应命，祈获谅解。

能力所及，仅此而已，无法奉命，尚希见谅。我情况不明，亦无主张，请自行酌定为盼。

所需之款，本应尽力筹措，惟我亦有困难，无以为盼，殊深抱歉。蒙惠赠厚物，感谢之至，然实难拜受，尚祈原谅。

十、请教

倘蒙见教，没齿不忘。如何之处，敬候卓裁。风雨同舟，愿闻明教。

一切恳请详示，万望莫以鄙陋而不堪教也。所言之事，尚希拨冗见示为幸。

今冒昧呈上不才之作，若蒙赐以修正，不胜感激。拙作幼稚，恳请大加斧正。

尊处若有此类资料，希一查见示为感。

十一、商讨

愚直之言，尚祈嘉纳。厚蒙雅爱，沥胆直谏。

叨称至好，故敢缄阻，草沥数行，还请鉴纳。叨在契未，斗胆直陈，伏维明照，不尽缕衷。肺腑之语，请恕直言。

缘承下询，草复寸笺。种种尚须斟酌之处，尊意若何？ 吾敬先生，尤爱真理，故秉笔直陈，希原谅之为祷。微末之言，幸无见闻，不胜大愿。相见以诚，请恕不谦。

慨然知感，遂略布鄙怀，万乞曲予谅察为幸。

十二、赠物

寄以薄物若干，尚望笑纳为幸。微行两包，聊供途中之需，即乞哂纳。兹奉上……聊表祝意，幸祈笑纳。

所奉礼品微不足道，但物轻意重，望勿嫌弃。千里鹅毛，聊表寸心。

寄奉百元，聊佐薪水，为数甚微，将意而已。

十三、催促 立盼速复。请速示知。

万望从速赐复为要。有暇希即复函为盼。如蒙速复，不胜感激。奉恳之事，乞速复为盼。余不尽言，惟乞速复是盼。如可见告，乞即函知，以免悬悬耳。上述之事，托付足下，惟希从还示复。

尊意如何，请即示知。若再迟延，诸多不便，还请谅之。

十四、结束 专此函复。手此奉复。特此复候。谨此布意。余俟续呈。

敬候回谕。

匆此先复，余容后禀。匆此布意，余容续陈。临书仓促，不尽欲言。书不尽意，余言后续。情长纸短，不尽依依。日来事冗，恕不多谈。纸完信罢，就此顿笔。驰函寓意，伫望示复。草率书此，祈恕不恭。特此致候，不胜依依。谨申数字，用展寸诚。诸不具陈，谨申微意。忙中作书，聊布往怀。言不尽思，再祈珍重。

匆杂书复，见谅。

匆此草就，不成文理，原宥是幸。倘有闲暇，祈以尺书见投。

十五、祝颂语敬祝 恭祝 谨祝 敬颂 肃颂 谨颂 敬贺 恭问 谨问 敬候 顺颂

日安、近安、刻安。日绥、近绥、时绥。大安、金安、崇安、荣寿。春祺、春安。夏祺、夏安、暑安。秋祺、秋安。冬祺、冬安。痊安、愈安。

旅安、客安、行安、游安。俪安、俪祉。曼福不尽。

顺贺 行止佳胜。顺询 兴居安吉。恭贺 新禧。谨贺 春禧。

敬请 撰安、撰祺、著安、著福、文安、文祺。恭请 教安、教祺。肃请 编安、编祺。谨请 勋祺、勋祉、戎绥、戎安。敬问 学安、学祺。顺问 起居健吉。此祝 晨祺百益。此询 康健精进。此贺 旅居多福。此问 鹏程万里。

二、祝颂语

一、对长辈

敬祝

安好、近安、全家平安 敬祝 健康、痊安（病愈后）敬祝 新禧、春禧 恭请 全安

二、对同志或平辈

祝你 安好、健康、愉快、进步、成功、工作顺利即颂 时祉（旧）、著安、学安、冬安、暑安、秋安并颂 时绥（旧）、春禧 此颂近祺 祝 新年快乐 祝 俪安 此致 敬礼

三、对组织或领导 妥否 请批复

并请 函复

请 指示、指教、批示、指正、教正 此致 敬礼

四、对晚辈 望 努力学习祝你 进步

祝 愉快、近安、幸福、健康祝 工作好

第三篇：商务函件常用句型

询价函件常用典型语句

You are recommended to us by New York Chamber of Commerce and we are interested very much in your Crocodile Brand Leather Handbags.纽约商会向我们推荐了贵公司，我们对贵公司的鳄鱼牌手提包非常感兴趣。

It would be appreciated if you would send us at your earliest convenience samples of various sizes of your leather boots together with the lowest prices.若贵公司能从速寄来各种规格的皮靴样品及最低价格，则甚为荣幸。报价函件常用典型语句

We are very pleased to make you an offer/a quotation for our product.我方很高兴就我们的产品向贵方报盘/报价。As this product is in great demand and the supply limited, we would recommend that you accept this offer as soon as possible.该产品市场需求量极大，供货有限，宜从速接受该报价为好。还盘（又叫还价）函件常用典型语句

Unfortunately, we cannot accept your offer, because another supplier offered us a similar article at a price about 6% lower.很遗憾，我方不能接受贵方的报盘，另一家供货商对同类产品报出的价格比贵方低大约6%。We regret to say that there is no possibility of our cutting the price to the extent you required, i.e.6%.非常抱歉，很难按贵方要求的减价幅度减价6%。订货函件常用典型语句

We find both the price and quality of your products satisfactory to our clients and are pleased to enclose our official Order Sheet No.33 for 6,000 cotton pillowcases.我方用户对贵方的价格和质量均非常满意，遂很高兴随函附寄我方33号正式订单，向贵方订购6000套纯棉枕套。The articles should conform to those described in your brochure and to the sample sent to us.If this first order is satisfactorily executed, regular orders will follow.商品的质量须同贵方简介手册所描述的以及寄给我方的样品相符。此第一笔订单的执行情况如能令人满意我方将会经常订购。

We are ready to place an order with you, but only on condition that the goods are confined to Switzerland.我方准备向贵方订货，唯一的条件是，货物只限卖给瑞士的公司。付款函常用典型语句

In view of the amount of the transaction being small, we are prepared to accept payment by D/P at sight(or at 60 days’ sight)for the value of the goods shipped.鉴于此笔交易金额很小，我们准备同意以即期（或见票60天后）付款交单方式支付货款。

Please open the L/C 15 to 20 days before the date of delivery, and it should be valid until the 15th day after shipment so that we can get all the shipping documents ready for presentation and negotiation.请用信用证付款，由贵方在交货前15天到20天期间开出，其有效期到货物装船后15天截至，以便我方准备好所有装运单据提交银行议付。催款函常用典型语句

We should request you to take up this matter with the issuing bank at once and let us know what has become of the letter of credit, otherwise the shipment will be delayed a great deal.请立即与开证银行联系此事，让我们知道信用证的情况。否则，我们将长期延迟装运。

Having made repeated application for payment of this amount without avail, we now give you notice that we will take out a summons for recovery of the sum.经过多次催促贵方支付这笔帐款无效，我方郑重通知贵方我方将发出法庭传票以收回这笔款项。装运函常用典型语句

We wish to advise you that your Order No.109 has been shipped today.贵方109号订单下的货物今日已装运，特此通知。

The duplicate shipping documents including bill of lading, invoice, packing list and inspection certificate will be sent to you today.装运单据副本，包括提货单、发票、集装单和检验证书，今日将寄给贵方。We are sure the goods will reach you in good order and give you full satisfication.我方确信货物将安然抵达，令贵方完全满意。保险函常用典型语句

We’d like to cover the consignment against All Risks from our warehouse to the port of Amsterdam.我方愿意为该批寄售货物投保从我方仓库至阿姆斯特丹港的全险。

We should like to know if you can undertake insurance of these goods Against All Risks(A.A.R.)请告知，贵公司可否承办这批货物的全险。

We have covered insurance on the 100 metric tons of wool for 100% of the invoice value against All Risks.我方已经将100公吨羊毛按照发票金额的100%投保一切险。

The goods are to be insured against Leakage.此货需要保渗透险。

Please insure the goods against All risks and War Risk.请将此货投保一切险及战争险。索赔函常用典型语句

We regret very much to find that, upon examination, 60 of the cases of your shipment arrived in a badly damaged condition.检验时，我们非常遗憾地发现，贵方所装运的货物抵达时，其中的60箱破损严重。

In support of our claim, we are sending you a survey report issued by China Commodity Inspection Bureau(CCIB).兹寄去中国商品检验局检验报告一份作为我方索赔的依据。

We hope you will promptly settle the case and bring it to a satisfactory close.我们希望贵公司立即解决此事，给出一个令人满意的结果。理赔函常用典型语句

To compensate you for your loss, we agree to allow you a reduction of 15% off the total invoice value.为弥补贵方损失，我们同意从总发票金额中扣除15%。

It’s clear that the shortage in weight was due to the fault of the carrier.Therefore we would advise you to lodge a claim against the shipping company.显然，短量是承运人造成的。所以，我们建议贵方向船公司提出索赔。

第四篇：商务邀请函件

商务邀请函件

Dear Mr/Ms,We should like to invite your Corporation to attend the

1997 International Fair which will be held from Aprilto May 4 at the above address.Full details on the

Fair will be sent in a week.We look forward to hearing from you soon, and hope that

you will be able to attend.Yours faithfully

尊敬的先生/小姐，在上述地址，我们想请贵公司参加于四月二十九日到五月四日 举办的1997国际商品交易会，关于交易会的详情我们一周内将 寄给你。

希望不久能收到你的来信，并能来参加。

您诚挚的肯定答复

Dear Mr/Ms,Thank you for your letter of March 20 inviting our

corporation to participate in the 1997 International

Fair.We are very pleased to accept and will plan to

display our electrical appliances as we did in previous

years.Mr Li will be in your city from April 2 to 7 to make

specific arrangements and would very much appreciate

your assistance.Yours faithfully

尊敬的先生/小姐，感谢三月二十八日来信邀请我们公司参加1997国际商品交易会。我们乐于参加并计划展示我们前几年生产的电子设备。李先生 将于四月二日至七日去你市做具体安排，非常感谢你的协助。

你诚挚的否定的答复

Dear Mr/Ms,Thank you very much for your invitation to attend the

1997 Internationl Fair.As we are going to open a repair

shop in your city at that time, we are sorry that we

shall not be able to come.We hope to see you on some future occasion.Yours faithfully

尊敬的先生/小姐，非常感谢您邀请我们参加1997国际商品交易会。由于我们将于同

一时间到你市新开一家维修店，非常抱歉我们不能前去。

希望以后在某些场合见到您。

您诚挚的周一去威海路面试的史彦iby说之后再和hr这边谈一下iby人也蛮好不但专业而且相当有气场啊呵呵

以前去法国旅游的时候就对法兴银行的印象特别好没想到在国内的选址也会这么讲究啊

就我个人而言还是很有意向加入这样的团队但就是待遇或者职位抬头上是不是看看还可以有所提高

第五篇：进出口贸易商务函件实例

六、进出口贸易商务信函实例

（一）例信

敬启者：

最近我方收到了来自卡拉奇的 Messrs E.A.Sheen & Co.公司的大量订单。因此，我方希

望贵行能够给我方提供一些有关上述公司的财务和商业资信状况的信息，我方将非常感谢。

皇家银行卡拉奇分行向我方推荐贵行作为资信证明人。请提供我方所需要的信息。

贵行向我方提供的任何信息我方都将严格保密。

谨上

Section

1查询资信状况

（二）参考译文

Private & Confidential Dear Sirs，We have received a large order from Messrs E.A.Sheen & Co., we would therefore appreciate it if you would provide us information about the financial and business standing of the previously mentioned firm.The reference we have obtained is the Royal Bank, Karachi.Will you please be good enough to obtain for us the information we need.Any information that you may provide us will be treated in strict confidence.Yours faithfully，（三）文本特点

这是一种查询资信状况的信函。当买卖双方初次建立业务关系时，有必要了解对方的财务和商业资信状况。通常，我们可以从下列渠道得到这方面的信息：

1．银行（banks）；

2．中国或国外的商会（Chambers of Commerce in China and in foreign countries）；

3．中国驻国外大使馆商务参赞处（Chinese Commercial Counselor's Office in foreign

第五章 商务信函 101

countries）；

4．外国驻中国大使馆商务参赞处（Foreign Commercial Counselor's Office in China）；

5．同业协会（Business Houses of the same or similar trade）；

6．咨询机构（inquiry agencies）。

这类信函一般包括下列内容：

1．你所询问的公司名称（the name you inquired）；

2．写信的目的，即具体想要查询什么问题（purpose of writing the letter(be specific about what you want)）；

3．要确保对所得到的信息严格保密（to make sure that all the information you have obtained will be treated in strict confidence）。

（四）相关同类表达

1．We shall appreciate it if you will let us know their financial position.如能告知我方该公司的财务状况，将不胜感激。

2．We shall appreciate it if you will give us your frank opinion on these points regarding the company.如能坦率告知我方有关该公司的情况，将不胜感激。

3．Will you please be good enough to obtain for us the information possible respecting the financial standing and mode of business of ABC Company?

能否为我方索取有关 ABC 公司财务状况和贸易方式的资料？

4．We should appreciate it if you would provide us with reliable information respecting Messrs of J.C.Maxwell Company.We wish to know if their financial standing is considered strong.如能为我方索取有关 J·C·马克士威公司的可靠信息——该公司的财务运作能力是否

很强，我方将不胜感激。

5．The Subject company is now offering to present us in the sale of our Sewing Machines, and has referred us to your Bank for detailed information about its credit standing, business

capacity and character.标题公司提出要为我公司代理销售我方的缝纫机，并介绍我公司向贵行了解该公司的信用、业务能力和声誉的详细情况。

6．The firm under mentioned in your city, who have written to us, state that they are the leading importers in your place dealing in chemicals and they now wish to switch to us for the supply of the similar item.贵市下述公司告知我方，他们是贵地化工产品的主要进口商，目前希望我方能够供应

给他们同样的化工产品。

商务英语沟通与技巧

7．We are at present negotiating with the firm named below about the question of agency.They have given us your name as a reference.Will you please inform us frankly whether you consider a credit to the extent of $ 5,000,000 as a risk?

我方正在与下述公司协商有关的代理问题，他们介绍贵公司作为他们的资信证明人。

请贵方坦率告知我方，给他们最多五百万的信贷是否有风险？

8．We are glad to enter into business relations with you and hope you can give us the names of two banks as a reference.We hope to negotiate further for the specific transactions.我方很高兴与贵公司建立业务关系，并希望贵公司能提供两个银行资信证明人，以便

与贵方进一步洽谈具体业务。

9．Please note that this information is furnished without any responsibility on our part and should be held strictly confidential.请注意，我方对所提供的材料不负任何责任，并请对该材料严格保密。

10.The above information is given confidentially and without responsibility on this bank.以上情况请注意保密，对此信息该行不负任何责任。

（一）例信原文

Section

2建立贸易关系 敬启者：

承蒙我经商处提供了贵公司的名称和地址，现在我方给贵方写信并希望同贵方建立贸

易关系。

多年来，我方一直在进口插管、面罩等医用输氧设备，目前我方对各种呼吸系统疾病

治疗仪器和产品感兴趣，很想了解贵公司的目录和报价。

如果贵方的价格做得开的话，相信我们能够做成大生意。

盼望早日收到贵方的来信。

谨上

（二）参考译文

Dear Sirs，Having obtained your name and address from our Economic and Commercial Counselor's Office in your country，we are writing to you in the hope of establishing business relations between us.We have been importers of oxygen delivery systems including cannulas and masks for many

years.At present, we are interested in various kinds of respiratory therapy products and apparatuses and would appreciate your catalogues and quotations.If your prices are in line, we trust important business can materialize.We are looking forward to receiving your early reply.第五章 商务信函 103

Yours faithfully，（三）文本特点

这是一种希望与对方建立贸易关系的请求性询函。

这类信函一般包括下列内容：

1．首先，先告诉对方你得到对方的名称和地址的方式（opening sentence: how the writer obtained the name and address of the company）；

2．其次，告之对方你写信的目的（purpose of contacting the company）；

3．然后，向对方作简要的自我介绍（a self-introduction, such as the nature of the company's business(agent, exporter, importer or manufacture, and your commercial standing)）；

4．最后，向对方表示感谢（complimentary closure）。

（四）相关同类表达

1．Your name and address have been given to us by the Belgium Chamber of Commerce in Brussels, we are writing to establish business relations with you.我方从布鲁塞尔比利时商会获悉贵公司的名字和地址，现去信以期与贵公司建立业务

关系。

2．The American Consulate in Shanghai has advised us to get in touch with you concerning the establishment of business relations with you.美国驻上海领事馆告知我方与贵方联系，以期建立业务关系。

3．Your Commercial Councellor's Office has referred us to you for establishing business relations with your firm.贵方商务参赞处告知我方与贵方联系，以期建立业务关系。

4．We wish to introduce ourselves to you as a state-opened corporation dealing exclusively in light industrial goods, hoping that you would like to enter into business relations with us.我方有幸自荐。我们是一家独家经营轻工业产品的国有公司，希望能与贵公司建立业

务关系。

5．With a view to expanding our business at your end, we are writing to you in the hope that we can open up business relations with your firm.为了在贵地扩大我方业务，我们写信希望与贵方建立业务关系。

6．We are glad to send you this introductory letter, hoping that it will be the prelude to mutually beneficial relations between us.我方很愿意寄去自荐函，希望这是双方互利关系的前奏。

7．We take the liberty of writing to you with a view to building up business relations with your company.104

商务英语沟通与技巧

我方冒昧写信以期与贵公司建立业务关系。

8．Through the courtesy of Mr.Gates, we have learned that you are one of the leading importers of Light Industrial in your area.承蒙盖茨先生介绍，获悉贵公司是贵地轻工业产品的主要进口商。

9．We are willing to enter into business relations with you on the basis of equality, mutual benefit and exchanging what we one has for what one needs.我方非常乐意在平等互利、互通有无的基础上与贵公司建立业务关系。

10.We are pleased to learn from your letter of...that you wish to enter into trade relations with us.从贵方来信获悉贵方希望与我方建立业务关系。

11．As this item falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you.由于这些产品属于我方经营范围，我方很高兴与贵方建立业务关系。

12．Much to our regret, we are unable to do business with you directly, as we are represented by Mr.King in your area.非常抱歉，我方不能与贵方建立直接业务关系。因为我方已委托金先生作为贵地的代理。

13．We are sorry to say for not accepting your request for establishment of business relations with us, as the items named in your letter have been exhausted.非常抱歉，我方不能与贵方建立业务关系，因为贵方信中所提货物已告罄。

14．We thank you for your letter of expressing your desire to trade with us directly, which coincides with ours.感谢贵方来函，希望与我方建立直接业务关系，这与我方的想法一致。

15．We are indebted to Mr.Jackson for your name and address and should be pleased to open up business relations with your firm in the near future.承蒙杰克逊先生介绍，我方获悉贵公司名字和地址，我方非常高兴在不久的将来与贵

公司建立业务关系。

16．Your letter expressing the hope of entering into business connections with us has been received with thanks.十分荣幸收到贵方希望与我方建立业务关系的信函。

（一）例信

敬启者：

贵公司 5 月 6 日所寄的石化分析、数据管理软件报价单和图片册已收到。

Section

3进口商询盘

第五章 商务信函 105

经联系，本地不少客户对这套软件感兴趣，为此请即报 500 套（PADM-3456 号）CFR 天津最低价。

我方认为，此地市场竞争激烈，要想成功销售，贵方报价需具有吸引力，否则将有困

难。希望用形式发票进行报价。

谨上

（二）参考译文

Dear Sirs，Thank you for your brochure for Petroleum Analysis & Data Management Software dated May 6 and the photo booklet enclosed.We have approached a number of our customers in this area and many of them take an interest in the application software.We therefore ask you to make us your best offer on CFR Tianjin basis for 500 Petroleum Analysis & Data Management Software packages(No.PADM-3456).We would like to point out that unless your quotation is attractive to the buyers here, it would be difficult for us to push successfully the sale of your software products in this competitive market.We shall appreciate your offer in the form of a proforma invoice.Yours Sincerely，（三）文本特点

这是一种买方向卖方提出的询盘信函。询盘信函一般都由买方发出。

这类信函一般包括下列内容：

1．询函了解的内容主要包括：货物质量、货号、规格、买方所要总数、单价、交货方

式、交货时间以及支付方式（List the names and specifications about the product you are enquiring about, including quality, Art Nos, specification, the amount the buyer wants, unit price, mode of delivery, delivery time and terms of payment.）；

2．如果还未得到产品目录、价目单和样品，可向对方索取（Ask the seller to send you the catalogue, price list and samples if you haven't obtained these before.）；

3．简要介绍你方市场和你方销售能力，同时强调对方报价应合理并具有竞争力（Short introduction about your market and your ability to sell the goods.Emphasize that the price

should be made reasonable and competitive.）；

4．询问对方是否有折扣，说明你方能接受的支付方式和你方希望的交货时间（Enquire about the discount the seller can offer and say clearly about terms of payment you can receive and the delivery time you expect.）； 5．表达订货的可能性（Express the possibility for ordering the goods）。

商务英语沟通与技巧

（四）相关同类表达

1．We have an importer enquiry for Woolen Blankets and would like to obtain a catalogue, price list together with the samples as soon as possible.我们是一家进口商，询问有关羊毛毯的情况。希望贵方尽快向我方提供产品目录，价

格表以及样品。

2．We are very much interested in importing your “Forever Bicycle” displayed at Guangzhou Trade Fair.我方对贵方在广州交易会上展出的永久牌自行车很感兴趣，并有意进口。

3．Your advertisement in today's China Daily interests us and we will be glad to receive samples with your lowest prices.我方对贵方今天刊登在中国日报上的广告很感兴趣。希望贵方能寄来样品并附上最低

价格。

4．From the latest issue of Computer World we have learned about your Business Guide software package for IBM-compatible PCs.We would like to find out more information about the package because we think it might be appropriate to the needs of our customers.我方从最近出版的计算机世界杂志上获悉，贵方主营 IBM 兼容机软件包。我方想了解

关于该软件包更多的情况，我方认为该软件包可能会适合我方客户的需求。

5．We are a large record store in the center of Buenos Aires and would like to know more about the tape and cassettes you advertised in this month's edition of A.V.news.我们是布宜诺斯艾利斯市中心的一家经营录音机的大商场，我方希望了解贵方在本月的 A.V.NEWS

期刊广告上登出的关于磁带及盒式录音机的更多情况。

6．It would also be helpful if you could send us samples and if they are of the standard we require, we will place a substantial order.如能寄给我方一些样品，将有助于双方业务的发展。如样品符合我方标准，我方将大

量订货。

7．Please let us know on what terms you can supply the above goods.请告知我方，你方能供应上述商品的交易条件。

8．We are in the market for ladies' dresses, and shall be glad to receive your best possible quotation, including origin, detailed specifications, packing and quantities available for them.我方想买女式服装，希望贵方能向我方报最优盘，包括产地，详细的规格、包装及该

产品可供数量。

9．We, however, would like to point out that unless your quotation is attractive to the buyers, it would be difficult to push the sale of your shirt successfully.但我方要指出，要想成功地推销衬衫，你方报价须对卖方具有吸引力。否则，将有

困难。

第五章 商务信函 107

10．As our market is now somewhat dull and prices are generally low, you are very

fortunate in making purchases at this time.目前我方市场呆滞，货价普遍偏低，幸而贵方此时进货。

（一）例信

敬启者：

很高兴收到贵方 8 月 25 日的询价。根据贵方要求，今寄上有插图的目录和明细价目单。

此外，下一次将邮寄一批样品。

相信贵公司看到上述资料和样品后，定会认为我方产品质量上乘，价格合理。由于质

地柔软、耐用，我方的纯棉床单备受欢迎。贵方在研究我方价格之后，自然会知道我方供

小于求的原因。

若贵方在 9 月 30 日前下订单，我方可保证在收到订单后两周内交货。若定期购买不少

于 50 打的商品，我方可给予 5%的折扣。

请关注价目单上的我方其他产品，并盼早来首次订单。

谨上

Section

4出口商回复询盘

（二）参考译文

Dear Sirs，We were very pleased to receive your inquiry of August 25 and enclose our illustrated catalogue and the detailed price-list as you asked.Also by separate post we are sending you some samples.When you have examined them, we feel confident you will agree that the goods both excellent in quality and reasonable in prices.Because of their warmth and softness, all-cotton bedsheets are more and more popular, and after studying our prices you will not be surprised to learn that we are finding it difficult to meet the demand.But if you place your order not later than September 30, we would try to effect shipment within fourteen days of receipt of your order.On regular purchase of fifty dozen or more of individual items we would allow you a discount of 5%.We invite your attention to our other products, details of which you will find in the catalogue, and look forward to receiving your first order.Yours faithfully，（三）文本特点

这是一种卖方对买方询价的回函。这类信应当回答对方来信中问到的所有问题，每个

回复都应当直截了当、言简意赅。

商务英语沟通与技巧

这类信函一般包括下列内容：

1．首先对对方的询盘表示感谢并说明收信日期（Express your thanks for the enquiry and state the date of the letter you received.）；

2．其次，提供所有对方询问的信息，并告之对方商品目录、价目单、样品及其他买方

所要求的已另函邮寄（Supply all the information one enquired and inform that the catalogues, the price lists, samples and all the buyer requested have been sent by separate cover.）；

3．有关你方所供产品的详细信息及产品优势（Detailed information about the products you can supply and the advantages of the products.Something more about your company, that is the advantages of doing business with each other.）；

4．说明该报价合理且具有竞争力（State that the price given is reasonable and conpetitve.）；

5．说明你方能接受的支付方式以及可能的交货时间（State terms of payment you can receive and the possible time for delivery.）；

6．最后说明相信对方会对你方产品感到满意并盼望早日收到订单（A closing sentence to show that the reader will be satisfied with your products and the hope to conduct business in the future(receive order soon).）。

（四）相关同类表达

1．Enclosed please find a full range of catalogues covering the stainless steel tableware

inquired for in your letter of May 4, if you find any of the items of interest, please let us know and we will send you the samples.随函附上贵方 5 月 4 日来函要求的不锈钢餐具说明书，如对其中任何产品感兴趣，请

告知我方。我方将寄去样品。

2．We have much pleasure in enclosing a quotation sheet for our products and trust that their high quality will induce you to place a trial order.非常高兴寄去我方的产品报价单，我方相信我方的优质产品会促使贵方试订货。

3．We are glad to receive your letter dated November 14 for our bicycle.In reply to your inquiry, we are pleased in making you the following offer.非常高兴收到贵方月日对我方自行车的询函，现回复贵方询函并报盘

如下。

4．You will receive cuttings of our materials and a color chart, These were airmailed to you this morning.贵方将收到我方服装材料的剪样和彩色图片，这些材料我方已于今晨航寄贵处。

5．We are making you, subject to your acceptance reaching us not later than September 15, the following offer.第五章 商务信函 109

现报盘如下，若贵方接收复函于 9 月 15 日前抵达我处则有效。

6．Our prices are quoted on CIF Lagos basis.If you would prefer the goods to be sent by airfreight, this will be an extra charge.我方的报价为成本加运保费拉各斯价。如果贵方需要我方邮寄该产品，我方将收取额

外差价。

7．We are sending you separately a copy of our latest price list giving CIF Amsterdam Price together with an illustrated catalogue for your reference.我们另寄出标有 CIF 阿姆斯特丹价的最新价目表，以及一份插图目录供贵方参考。

8．We are sure you will find a ready sale for our products in Canada as other retailers

throughout Europe and U.S.A, and we do hope we can reach an agreement on the terms quoted.由于欧洲和美国的零售业务业绩良好，我方确信我方产品在加拿大定会销售很好。我方衷心希望贵我双方能就所报条款达成一致意见。9．We hope you will agree that our prices are very competitive for these good quality clothes, and we look forward to receiving your initial order.我方希望贵方会由于我方的优质服装，认同我方价格具有竞争力。我方盼望早日收到

贵方的首批订单。

（一）例信

敬启者：

贵方 11 月 21 日的来信已收到，谢谢，对此我方已于上周五电复。

从我方的电子邮件中谅必贵方已知道，我方能够报实盘 250 千吨钢管拉各斯成本、保

险费加运费每千吨 620 英镑，可在收到贵方订单后两个月内交货。货款的支付方式为即期

信用证支付。该报盘以贵方答复在一星期内到达此地为有效。

贵方应已知道，最近市场上对钢管需求量很大，因此我方对此实盘不能保留太久。需

求大则必然造成涨价，因此请贵方早日答复。

谨上

Section

5还盘

（二）参考译文

Dear Sirs，Thank you for your letter of November 21, and we sent you a reply by e-mail last Friday.You must have noted from our e-mail that we can make you a firm offer on 250 L/Ts Steel Tubes at £620 per L/T CIF Lagos.Delivery can be made within two months upon the arrival of your order, and payment is to be by sight letter of credit.This offer is subject to your reply reaching here within one week.110

商务英语沟通与技巧

As you are aware, there has been active demand for Steel Tubes in the market.It is therefore

impossible for us to keep this offer open too long.Active demand will certainly result in

increased price, and for this reason we expect your early reply.Yours faithfully，（三）文本特点

这是一种还盘信函，即受盘人对发盘内容不太满意而提出修改或变更意见。

这类信函一般包括下列内容：

1．首先，对发盘人的发盘表示感谢（Express appreciation for the offeror's effort in making an offer.）；

2．其次，表示很遗憾不能接受发盘并解释原因（Express regret for some reasons you cannot accept the offer and explain it.）；

3．然后，提出你方所希望的条件作为还盘（Make a suggestion about your own terms and conditions to the counter-offer.）；

4．最后，希望对方接受你的还盘（Express your desire to the reader, hoping that your counter-offer will be accepted.）。

（四）相关同类表达

1．While appreciating the good quality and fine style of your bicycles, we find the prices of your goods, especially the women's bicycles, are too high to be competitive in our markets.我方非常欣赏贵方自行车的质量和漂亮款式，但我方认为贵方自行车尤其是女式自行

车的价格太高，在我地市场缺乏竞争力。

2．Thank you for your letter of November 30, in which you asked us for the possibility of reduction from 5%~10% in our prices of men's and women's bicycles.感谢贵方 11 月 30 日来函询问我方男、女自行车降价 5%-10%的可能性。

3．We regret to inform you that we are not in a position to accept your counter-offer or those terms.我们遗憾地通知贵方，我方无法按照贵方的条件接受报价。

4．Should you be prepared to reduce your limit by, say 3%, we might come to terms.如贵方愿意减价，比方说，3%，也许我们能达成交易。

5．Much to our regret, we are unable to entertain your offer because the specifications you quoted do not meet our clients' requirements.If you are in a position to supply the goods of such specifications as given in our inquiry sheet, we will get in touch with our buyers again.非常遗憾，我方不能接受贵方报盘，因为贵方所报规格不符合我方客户要求。如果贵

方能够按我方询价单上的规格提供该产品，我方将与客户联系定购。

第五章 商务信函 111

6．We like the quality of your goods and also the way in which you have handled our inquiry, and would welcome the opportunity to do business with you.我方欣赏贵方货物的质量及贵方对我方询盘的处理方式，并希望有机会与你方做合作。

7．We may suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers.我方建议贵方是否对贵方的报价做些减让，这样有助于将贵方产品介绍给我方客户。

Section 6

敦促开立信用证

（一）例信

尊敬的先生/女士：

事由：我方第 CZ-567 售货确认书

关于我方第CZ-567

售货确认书中的三百台磁强仪，拟提请注意交货日期日益迫近，但至今仍未收到有关信用证。

请速开立信用证，以便我方顺利执行这项订单。

为了避免随后的修改，务请注意信用证的规定事项与合同条款完全一致。盼佳音。

谨上

（二）参考译文

Dear Sirs/Madams，Re: Our Sales Confirmation No.CZ-567

With reference to the 300 Gauss Meters under our Sales Confirmation No.CZ-567, we would

draw your attention to the fact that the date of delivery is approaching but we have not yet

received your covering Letter of Credit.Please try your best to establish the L/C, so that we can process your order in good time.In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.We hope to receive your favorable news soon.Yours truly，（三）文本特点

这是一种催促对方开立信用证的信函。

这类信函一般包括下列内容：

1．首先，说明该批货物装运期临近，但尚未收到相关信用证（State time of delivery is approaching of that goods，but have not yet received covering L/C.）；

2．其次，催促对方开立信用证，以便你方能够安排装运（Urging establishment of L/C so

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as to the seller can conduct his obligation to deliver his goods.）；

3．然后，提醒对方注意信用证条款必须与合同条款完全一致，以避免日后修改（Remind that the L/C stipulation must be in accordance with the terms of the contract.）；

4．最后，表达你方盼望对方回音的良好愿望（Express your desire to the buyer, hoping that you can receive favorable news.）。

（四）相关同类表达

1．It is our practice to require sight L/C.要求即期信用证是我方的惯例。

2．Payment shall be made by a first-class banker's irrevocable and transferable L/C in favor of the seller, available by draft at sight for 100% invoice value.支付方式为：在一流银行按发票金额的100%开立以卖方为受益人的、不可撤销的、可转让的信用证，凭即期汇票支付。

3．We have made it clear that we should accept D/P terms for your present order.我方已经清楚说明，目前订货我方只接受付款交单。

4．We agree to draw at 60 days D/P instead of 30 days D/A.我方同意开具 60 天期付款交单而非 30 天期承兑交单汇票。

5．We should request you to expedite the establishment of the L/C so that we may effect shipment by the direct steamer scheduled here about May 30.我方请求贵方速开立信用证，以便我方能够将贵方货物装运到 5 月 30 日开出的直达汽

轮上。

6．Because there is no direct steamer to your port, please make amendment to your L/C, allowing transshipment in Hong Kong.因无直达船驶往贵港，请修改信用证，准许在香港转船。

7．You must be responsible for all the losses arising from your delay in opening the covering L/C.贵方必须对迟开相关信用证所造成的一切损失负责。

8．As regards Contract No.254, it is regret that we have not received your L/C yet.非常遗憾，直到目前我方仍未收到贵方第 254 号信用证。

9．We regret being unable to accept your terms of payment and therefore have to return the order to you.非常抱歉，我方不能接受贵方的支付条件，因此，我方不得不把订单退还贵方。

10．If we had received you L/C, we would have effected shipment.收到信用证后，我方将安排装运。

11．The goods would have been shipped directly if your L/C has arrived by the end of last

第五章 商务信函 113

November.如果贵方信用证在去年 11 月底开到我方，贵方所订货物将直接送抵。

12．Please see to it that letter of credit is always opened telegraphically without delay, so as to enable us to effect shipment during October / November.请确保及时电开信用证，以便我方能在 10 /11 月期间装运。

13．We find the stipulations in your L/C are not in accordance with the contract.我方发现，贵方信用证上的规定与合同不一致。

14．In view of our friendly co-operation in the past, we shall extend the relative L/C

compliance with your request.鉴于我们双方过去的友好合作，我方将应你方要求，延期有关信用证。

（一）例信

敬启者：

我方荣幸地通知贵方，贵方 4 月 28 日所订购的货物已经于 5 月 16 日交由“Evergreen” 货轮自宁波北仑港运出。

随函附上 1234 美元的商业发票一式三份。按照规定，我方已将装运单据（提单、保险

单、汇票、原产地证明书、装箱单及重量尺码单）交给我公司银行。贵方支付发票上的款

项后，我公司银行会将单据寄给贵方。

希望再次接到贵方的订单。

谨上

Section 7

要求进口商付款函

（二）参考译文

Dear Sirs，We are pleased to inform you that the goods you ordered on April 28 were loaded onto S.S.“Evergreen” on May 16, which was to depart from Beilun Port, Ningbo, Zhejiang.We enclose commercial invoice in triplicate for $1234.00.As stipulated we have delivered the shipping documents(Bill of Lading, Insurance Policy, Draft, Certificate of Origin, Packing List, List of Weight and/ or Measurement)to our bank, which will send them to you against the

payment of the amount of our invoice.We look forward to your repeat orders.Yours faithfully，（三）文本特点

这是一种要求进口商付款的信函。

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这类信函一般包括下列内容：

1．首先，通知对方所订购的货物已经装运发出（Inform that the goods were already loaded onto and delivered.）；

2．告知对方所需单据已经交给银行（State that stipulated documents were delivered to the bank.）；

3．希望对方及时付款（Hope that buyer could effect payment in time.）；

4．表达再次合作的良好愿望（Express your desire to the buyer, hoping that we could cooperate again.）。

（四）相关同类表达

1．Payment is to be made by draft drawn on the buyer payable at sight D/P.我方已向买方开具汇票，请见票后付款交单。

2．As agreed upon in our negotiations, payment is to be made by L/C.按我们协商的规定，用信用证支付。

3．We have drawn on you at 30 days' sight for the amount of the invoice.我方已按发票金额向贵方开立 30 天见票付款的汇票。

4．To give you more convenience, we will draw a clean draft on you for amount shot-opened.为更方便，我方将开出清洁汇票，向贵方支取短开的金额。

5．I hope that the goods can be shipped promptly after you get our L/C.我方希望贵方能在收到我方信用证后马上发货。

6．Upon receipt of your L/C, please arrange shipment of the goods booked by us without any delay.收到信用证后，请尽快装运我方货物。

7．We are pleased to inform you that we have completed the shipment of 1000 pieces of bicycles.现通知贵方，我方已将 1000 辆自行车装运完毕。

8．The contract stipulates that the seller shall cable the shipping advice to the buyer as soon as the goods are loaded on board the ship.合同规定，一旦货物装船，卖方必须电告装船通知。

（一）例信

尊敬的先生/女士：

按：订单 0204 号 500 箱玩具

Section 8

办理保险后通知函

第五章 商务信函 115

兹确认收到贵方 7 月 20 日的来函，此函要求我方将标题货物投保保险，保险费由贵方

承担。我方已向中国人民保险公司替上述货物按金额 2200 英镑投保了综合险。

我方正按要求开列保险单，并将在下周二将保险单连同保险费的索费通知单一并寄给

贵方。

谨上

（二）参考译文

Dear Sir/ Madam，Re: Your Order No.0204 for 500 Cases of Toys

This is to acknowledge the receipt of your letter dated July 20 requesting us to effect insurance on the captioned shipment for your account.We are pleased to inform you that we have covered the above shipment with the People's

Insurance Company of China against all risks for £2200.The policy is being prepared accordingly and will be forwarded to you by next Tuesday together with our debit note for the premium.Yours sincerely，（三）文本特点

这是一种办理保险后的通知函。通常，在 FOB 或 CFR 条件下，买方可能会要求卖方

代替买方办理保险。当然，保险费仍然由买方负担。通常情况下，卖方考虑双方合作关系

会予以办理。此信函就是卖方办理保险后通知买方的信函。

这类商业信函一般包括下列内容：

1．合同号码（the contract number）；

2．对货物的简单描述（a brief description of the goods）；

3．保险人和被保险人（the insurer and the insured）；

4．保险费率（the insurance rate）；

5．保险类别（the type of insurance）。

（四）相关同类表达

1．We will arrange insurance on your behalf.我方愿代贵方投保。

2．Please cover(insure)the goods with Particular Average.请给货物投保水渍险。

3．We have insured the above goods at invoice value plus 10%.116

商务英语沟通与技巧

我方已将上述货物按发票金额加 10%投保。

4．Please see to it that the above mentioned goods should be shipped before March 18 and the goods should be covered for 150% of invoice value against all risks.请注意，上述货物必须在 3 月 18 日前装出，保险须按发票价格的 150%投保综合险。

5．In the absence of definite instructions from our clients, we will cover insurance WPA and War Risk according to usual practice.在没有得到我方顾客明确指示的情况下，我方将按一般惯例投保水渍险和战争险。6．We will cover insurance ourselves on 500 pieces of bicycles under Contract No.1234.我方将自行办理第 1234 号合同项下的 500 辆自行车的保险。

7．We usually effect insurance with the People's Insurance Company of China against all risks, as per Ocean Marine Cargo Clauses of the People's Insurance Company of China, dated the 1st January, 1981.我方一般按1981年元月1日中国人民保险公司的海洋运输货物保险条款向中国人民保

险公司投保综合险。

8．The additional insurance premium is for the buyer's account.额外保险费由买方负担。

9．We will effect insurance against all risks, as requested, charging premium and freight to you.应贵方请求，我方将为该货投保综合险，并向贵方收取保险费及运费。

10．The extra premium will, of course, be refunded to you upon receipt of your debit note, or, if you like, you may draw a sight draft on us for the amount.一收到贵方借记通知单，我方将立即返还额外保费，如果贵方愿意，也可开立即期汇

票向我方收取所需金额。

11．Please let us know whether your price covers the risk of TPND.请告知贵方的价格是否包括偷窃和提货不着险在内。

12．Please arrange the insurance as per our request and in the meantime we await your

shipping advice.请按我方的要求办理保险，同时我方等候贵方的装运通知。

13．The insurance company insures Risk of Breakages with 5% franchise.保险公司对保险破碎险有 5%的免赔限度。

14．The premium is calculated according to the premium rate or rates for risks to be covered.保险费是根据投保险别的保险费率计算的。

第五章 商务信函 117

（一）例信

敬启者：

订单号码 No.234

Section 9

提出投诉信函

今就我公司昨日收到的骑士营帐篷装运不当一事向贵方提出申诉。该批帐篷是根据上

列订单订购的。

装帐篷的箱子损坏，似乎在运输过程中已被打开。根据贵方第 678 号发票，我方估计

有 20 件帐篷及若干照明附件被盗，价值 3200 英镑。由于箱子被翻乱，箱内物品已经起皱

或染上污迹，无法作为新商品在我方北京的销售处出售。

由于是按到岸价订货的，而且负责装货的是贵方代理，我方建议贵方就赔偿事宜与他们

联系。随信附上损坏的丢失的帐蓬清单。在收到贵方的复信前，该批货物将暂时另行存放。

谨上

（二）参考译文

To whom it may concern, Our Order No.234

We are writing to you to complain about the shipment of Camping Tents we received yesterday against the above order.The boxes in which the camping tents were packed were damaged, and looked as if they had been broken open in transit.From your invoice No.678 we estimate that a number of accessory lights as well as twenty tents have been stolen to the value of about £3200.And because of the rummaging in the boxes, quite a few other tents were crushed or stained and therefore cannot be sold as new articles in our outlets here in Beijing.As the deal was on CIF basis and the forwarding company was your agents, we suggest you

contact them with regard to compensation.You will find a list of the damaged and missing

articles attached, and the consignment will be put aside until we receive your instructions.Yours sincerely，（三）文本特点

这是一种提出投诉，要求索赔的信函。

这类信函一般包括下列内容：

1．首先，告之引起索赔的事实并合理地引用例证（Tell the facts that caused the claim and cite the facts reasonably.）；

2．其次，对事实的描述应当具体（The description of facts should be concrete, such as quoting the file number, the date of delivery, the goods concerned, etc.）；

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3．指出由于发生的损失和丢失所带来的不便（Refer to the inconvenience caused by the damage and loss incurred.）；

4．然后，提出解决问题的建议（Suggest a way to settle the issue.）；

5．最后，礼貌地表达你方希望早日解决问题的意愿（Express hope for an early solution of the problem courteously.）。

（四）相关同类表达

1．This is not the first time a delay in delivery has occurred, and the increasing frequency of the trouble compels us to point out that business on these conditions cannot be continued for long.交货发生延迟已非一次，且愈加频繁，我方必须指出在这种情况下，双方的交易不可

能持久。

2．Case No.21 was found to be 5 packages short.As the case was in good shape and does not appear to have been tampered with, we surmise that they must have been short-shipped.Please do not trouble to send a replacement, but adjust your invoice.第 21 箱发现少了 5 包。因箱子完好无损，也没有损坏的迹象。我方推测一定是寄少了。请不必另寄，但请改正发票。

3．We find that you have sent us an article marked BO/56 instead of the VP/56 we ordered.As the articles sent are not of the type we stock, we must ask for replacement by the correct number as soon as possible.我方发觉运来之货物为编号 BO/56，而非我方所订的 VP/56。因来货与我方的订购不

符，恳请贵公司尽早更换。

4．Although we have had no news from you since your letter of the 12th of last month, we have no doubt that you did ship the goods on the 20th as agreed, but owing to your failure to

keep us informed, we have not been able to obtain insurance coverage and the goods are

therefore being carried at your risk.虽然自上月 12 日以来，我公司未曾收到贵公司任何来函，我方仍确知该批货品已于本

月 20 日装载上船，由于我们未能预先取得联系，我公司已无法对该货投保，故该货应由贵

公司负责保险。

5．You will recognize that we are accordingly in a position to repudiate the whole contract, but such a drastic step would be most unwelcome to us.It is clear, however, that we are entitled to some compensation, and we should be glad to hear of the allowance you are prepared to make to meet the case.贵公司应明白，我方本来能撤销全部合约，但这件事关系重大，本公司不愿这样做。

然而，贵公司要清楚，我方享有要求补偿的权利，请贵公司给予一定补偿以便解决此事。

第五章 商务信函 119

6．With reference to our Order No.315 executed by you, we have to inform you that owing

to negligent packing, several bales were damaged to such an extent that we are compelled to dispose of them at a greatly reduced price.关于贵方处理的第 315 号订单，我方必须通知您，由于包装疏忽，几包货损非常严重。

所以我方必须大减价处理这些货物。

7．We found half the goods broken(smashed, torn, beyond repairable, unusable, unsalable, damaged).我方发现货物半数被毁（粉碎、扯破、无法修理、无用、无法销售、受损）。

8．When unpacking the bale(case, etc.), we found that the color(weight, quality, finish)is unsatisfactory.开包（箱等）之后，我方发现颜色（重量、质量、工艺）不能令人满意。

9．We regret to point out that a shortage in weight of 210 lbs.was noticed when the goods arrived.我方遗憾地指出，货物到达时发现轻了 210 磅。

10．There is a discrepancy between the packing list of case No.15 and your invoice: 3 dozen Tea Services are correctly entered on the invoice but there were only 2 dozen in the case.第 15 号箱的装箱单与发票不符，发票所列为 3 打茶具，而箱内只装了 2 打。

（一）例信

敬启者：

Section 10

接受对方投诉 谢谢来信通知我方所交运的货物（发票号码 XY678）受损。

从贵我双方以往的交易中贵方应当了解，这次事件纯属偶然。但我方还是为给贵方造

成的麻烦深表歉意。

请将所有的货物退还给。我方将请船运公司来检查损失，以便赔偿。这件事不需我方的保险公司处理。

如果贵方希望我方根据 AB456 号订单再次运货，请通知我方。我方仍有那批服装的存

货，并能于两周内发货。

谨上

（二）参考译文

Dear Sirs，Thank you for informing us about the damage to our shipment(invoice No.XY678)of your order.From our previous transactions you will realize that this sort of problem is quite unusual.120

商务英语沟通与技巧

Nevertheless, we would apologize for the inconvenience it has caused you.Please return the whole consignment to us, and we will ask the shipping company to inspect the damage so that they can arrange compensation.It is unlikely that our insurance company needs to be troubled with this case.If you want us to send you another shipment as per your order No.AB456, please let us know.We have the garments in stock and would be able to effect shipment within two weeks.Yours sincerely，（三）文本特点

这是一种处理对方索赔的信函。

这类信函一般包括下列内容：

1．首先，确认收到投诉并尽快回复（Confirm receipt of the claim and give an answer as quick as possible no matter whether there is a time limit or not.）；

2．感谢对方提请你方注意此事（Express thanks to the opposite party for giving attention to the matter.）；

3．对所发生的事表示遗憾并真诚地希望解决问题（Show regret for what has happened and a sincere wish for resolving the problem.）；

4．承诺认真调查该事件（Promise to look into the matter carefully.）；

5．当接受对方要求时，提出解决问题的基本原则；当不接受对方要求时，要在信中做

出解释或建议对方向合适的部门提出索赔（When accepting the demand of the opposite party, put forward the principle for resolving the problem;when not accepting, an explanation should be made in the letter, or suggest forwarding the claim to the right department.）；

6．表示热切地希望和对方继续商务关系并期盼未来的合作（Show enthusiasm to continue the business relations with the opposite party and wish for further cooperation.）。

（四）相关同类表达

1．Considering the long and agreeable course of business which we have carried on together, we make you an offer of $12 per meter as allowance for inferiority of the quality, which we trust you will see your way to accept.考虑到贵我双方长期的友好关系，对这次发生质量上的问题，我方特别给予每米 美元的折扣，相信贵公司定能接受。

2．We have closely examined the sample taken from our last consignment and find it in no way different in quality from the TP415 that we have here in stock.We can only surmise that there must be a mistake somewhere.我方已严格检查委托寄买的样品，发现其质量与现存库中的 TP415 号货并无不同。我

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方猜测这其中一定是有什么误会。

3．This is the maximum concession we can afford.Should you not agree to accept our

proposal, we would like to settle by arbitration.这是我方所能做的最大让步，如果贵方不接受我方的建议，我方会通过仲裁解决。

4．With regard to the loss in weight, we would suggest that you make your claim with the forwarding agent, as in a case of this kind, we really cannot accept any liability.关于重量减少一事，我公司不承担任何责任。关于此点，我公司建议贵公司向货运公

司索赔。

5．We greatly regret the annoyance caused you by the delayed delivery of your Order No.40.We could put forward some excuse, but refrain from doing so because our mistake is in no way pardonable.因迟运订单第 40 号的货物而导致您的困扰，我方非常抱歉。我方情有可原，但我方不

愿解释。因为错误总是不可原谅的。

6．We propose to have the goods inspected immediately.If the inspection confirms the

accuracy of your estimate, generous compensation will be allowed at once.我方提议立即查看此事。如果结果证明贵方正确，贵方将立刻获得巨额赔偿。

7．As the articles were packed with the utmost care, we can only conclude that the damaged case has been stored or handled carelessly.We have reported your claim to your insurance company.由于物品包装时极其小心认真，我方只能认为箱子受损是储藏或处理不小心所致。我方已将贵方的索赔报告递交我方的保险公司。

8．As stipulated in the contract, a minor discrepancy in colors is permissible.That is why the case you brought up is still under a normal practice.如合同所示，允许在颜色方面的轻微差异。故此，贵方提出的问题依然属于正常现象。

9．All the items for export must be under the tight seal which ensures that we always put the Total Quality Control into execution.所有出口商品都必须经过严格的合格检查，以保证全面控制质量这一措施的实行。

【案例参考】

汇丰银行商务写作教程：这是汇丰银行内部培训员工用的商务写作课程。它把写作分

为五步：计划、组织、草稿、修改和编辑。分成 8 章讲解。讲解的时候举具体的例子做示

范，对提高商务写作能力很有帮助。今天我们就来了解一下教程的体系和学习计划。

Chapter 1 Plan your writing Chapter 2 Organize your writing

Chapter 3 Draft and revise your writing to make it complete

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商务英语沟通与技巧

Chapter 4 Revise your writing to make it cohesive

Chapter 5 Revise your writing to make it clear and concise Chapter 6 Revise your writing to make it courteous Chapter 7 Structure difficult letters Chapter 8 Edit your writing

Welcome to “Writing for Results”, a course that can help you enhance your English writing skills.HSBC has designed this course for its staff in the Asia Pacific region.HSBC staff study this course to improve the e-mails, memos, faxes and letters they write at work.If you've never written business documents before, you'll find this course extremely useful.Even if you're familiar with business writing, this course can still help you.“Writing for Results” will help you write in a modern style.By the end of this course you'll be

able to write business documents that are: better organized, more complete, clearer and more

concise, more courteous, more correct.The most important feature of the Writing Process is its five stages: plandraftedit

Good writers follow the five stages of the Writing Process to get the results they want.