商务信函

?a. （含介词、名词短语）In the event that you speak to Mr. Wood in regard to production, ask him to give consideration to the delivery schedule. ?b. （以介词、动词代替短语）If you speak to Mr. Wood about production, ask him to consider the delivery schedule. ?D.

?a. （以自我为中心）We are in need of funds and that’s why your overdue bill must be paid right away.

?b. （强调对方利益）To maintain your excellent credit reputation, please remit your overdue bill.

?（二）针对不同性质的信函完成

?1、传递正面信息（Positive Message） ?正面信息也称好消息或中性信函，既向对方提供所要求的业务信息，如商品目录、价目单、通知装船日期，安排保险等事宜，或者正面回复对方，答应对方要求等。

? 传递正面信息时写信人在开头段落就直接切入主题，或通报有关信息，或答应对方上次的要求，开门见山，直截了当，然后再解释细节。 ?2、传递负面信息(Negative Message)

? 负面信息也称坏消息信函，即传递有违对方意愿的信息。

? 传递负面信息时要采取迂回策略，就是开始段落提及其它，如客气提出收到来函或就双方关心的热点进行探讨，有意延缓通知坏消息或部分否定的消息，以创造友好气氛，然后说明情况做出解释，最后表达拒绝之意。 ?3、说服或劝服信函(Persuasive Message)

? 即通过几次信函来往，提出希望。促使对方按自己的意愿行事。策略同上。 ?（三）语气的使用

?四、各类信函的翻译学习

?（一）建立贸易关系（Establishing Business Relations）

? 与有发展潜力的贸易商建立贸易关系是创立和发展贸易的基础，这对新老贸易商而言，都是至关重要的。

?然而，贸易商通过什么渠道获得所有关于新市场与新客户的必要信息？ ?（1）通过报纸、广播、中的广告节目、电视经济信息以及通过因特网等 ?（2）通过贸易客户的介绍

?（3）通过子公司或分公司、国外代理商的介绍 ?（4）借助市场调查

?（5）利用参加商品交易会的机会 ?（6）派遣贸易代表团赴国外参观考察

?（7）通过自我介绍或答复国外贸易商的询盘 ?（8）通过银行的介绍

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?（9）通过商务参赞的介绍 ?（10）通过国内外商会的介绍

?在这些情况下，写信人通常按下列步骤书写建立贸易关系的信函： ?（1）信息的来源

?（2）写信人的意图 ?（3）公司的经营范围

?（4）有关公司财政状况及信誉状况的查询之处

?如果写信人有意进口，他也可以向对方索要目录单、样品、价目表等。在信的结尾，写信

人常常表达期盼合作与早日答复的愿望。

?建立贸易关系是交易的第一个环节。良好的开端是成功的一半。因此，在拟写有关建立贸易关系的信函时，应注意礼貌、得体、热情、诚挚，并应将自己要表述的内容清楚地叙述完整。

?1.建立贸易关系信函的常用写作步骤：

?（1）the source of sender’s information of receiver ?寄信人获得有关收信人信息的渠道

?(2) the sender’s intention of writing the letter ? 寄信人写信的意图

?(3) the business scope of sender’s firm ? 寄信人公司的业务（经营）范围

?(4) the reference as to sender’s financial position and integrity ? 寄信人资信情况

?2.熟悉并掌握表达上述内容的常用句型

?（1）有关寄信人获得收信人情况的渠道的表达方式有： ?a. We have obtained your name and address from...

?e.g. We have learned your name and address from the trade Magazine, ―The Business World.‖ ?本公司由《商业世界》这本杂志，得悉贵方的名称和地址。

? We have learned from the Chamber of Commerce in Tokyo that you are in the market for Sporting goods.

?本公司由东京商会处得悉贵方想买体育用品。

?b. Your firm/name and address has been recommended /given /introduced to us by ...

?e.g. Your name and address have been recommended/given to us by The China External Trade Development Council.

?我方由外贸协会获悉贵方公司的名称和地址。

? Your firm has been recommended to us by John Morris & Co., with whom we have done

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business for many years.

?承蒙约翰莫利斯公司推荐，得悉贵公司的名称。我公司已与该公司有多年的贸易来往。 ?c. Through the courtesy of ...,we come to know your name and address.

?e.g. Through the courtesy of our old customer, Messrs. Smith & Co., we come to know your name and address.

?承蒙我方老客户史密斯公司告知贵方名称和地址。

?d. We own your name and address to...

?e.g. We owe your name and address to The China Federation of Chambers of Commerce. ?我方经由中国商会联合会，得知贵公司的名称和地址。

? We owe your name and address to Bank of China, Lagos Branch, through whom we have learnt you are exporters of Chinese Textiles and Cotton Piece Goods.

?承蒙中国银行拉哥斯分行告知贵公司名称和地址，我方得知贵公司是纺织品和棉布出口商。

? We owe your name and address to the commercial counselor’s office of American embassy in Beijing.

?承蒙美国驻北京大使馆商务参赞处介绍，我方得知贵公司的名称和地址。

?e. We are indebted to ... for your name and address.

?e.g. We are indebted for your name and address to Mr. George Smith, Mexican Ambassador in Beijing.

?我方承蒙驻北京的墨西哥大使，乔治.史密斯之赐，得知贵公司的名称和地址。

?f. We are given to understand that...

?e.g. We are given to understand that you are potential buyers of …which comes within the frame of our business activities.

?据了解，你们是某商品有潜力的买主，而该商品正属我们的业务经营范围。

?g. On the recommendation of ..., we have learned with pleasure the name and address of your firm.

?e.g. On the recommendation of the Chamber of Commerce and Industry in your city , we have learned with pleasure the name and address of your firm and

?and we are writing to you to know if you are interested in importing China Stationary.

承蒙贵市工商协会的推荐得知贵公司的名称，写信询问贵方是否有兴趣进口中国文具。 ?On the recommendation of… Co. Ltd., we have learned with pleasure the name and address of your firm and shall be glad to enter into business relations with you.

?承蒙……有限公司的介绍得知贵公司的名称，我方非常乐意与贵方建立贸易关系。

?h. We have the pleasure to introduce ourselves to you with …/We write/wish to introduce ourselves

?e.g. We have the pleasure to introduce ourselves to you with a view to building up business

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relations with your firm.

?我方有幸自荐，以期与贵公司建立业务关系。

? We write to introduce ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension.

?我方有幸自荐，盼望能有机会与贵方合作，扩展业务。 ?We take the liberty of writing to you … ?我方冒昧通信……

?i. Through your trade delegation who recently paid a visit to this country we learned that you are well-established importer of …

?通过贵国最近来访的贸易代表团，我方了解到贵方是信誉良好的…（商品）进口商

?建立贸易关系常用动词短语：

?establish / enter into /build up business /trade /trading (relations) ?enter into business activities

?e.g. We are willing to enter into business relations with your firm on the basis of equality, mutual benefit and exchanging what one has for what one needs. 我方愿在平等互利、互通有无的基础上与贵公司建立业务关系。

?(2) 有关介绍寄信人公司业务范围的表达方式有：

?a. Our company deals with /handles/deals in/ is in the line of the import and export of ...本公司经营……的进出口贸易 ?b. We specialize in ...专营……

?Specializing in the export of Chinese Cotton Piece Goods,

?we express out desire to trade with you in this line. ?我方专门经营中国棉织品出口，愿与贵方进行交易。

?c. We are one of the largest...importers in our country and have handled with various kinds of the products for about...years.本公司最大的……进口商之一，多年经营各种……产品 ?d. …comes /falls into /be /lie within / the frame /scope of our business activities /……正属于我方的业务经营范围

?Practice: ?敬启者：

? 承蒙贵国驻伦敦大使馆商务参赞处介绍，使我方获得贵公司的地址，兹写信想与贵公司建立贸易关系。

? 本公司与此地主要轻工产品经销商联系甚密，我方相信，若贵方的报价有竞争力的话，我方可以销售大量中国商品。

? 有关我方资信情况，请向伦敦英国银行查询。 ? 请告知贵方出口产品的必要信息。

? 谨上

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