1 国际商务函电（双语）期末考点 考试时间：2016年7月5日10:40-12:20 考试地点：1-308
考试题型：单选 25×1 填空 20×0.5 名词解释 （5+5）×1
汉译英 6×4 英译汉 6×4 写信 1×9
第一章 商业信函的布局（layout）
1.功能（functions）：①To ask for or to convey information；
?②To make or to accept an offer；
?③To deal with matters concerningnegotiation of business； ? ④To remind the recipient of the sender’s existence.
2.基本原则（Basic Principles）：Consideration Completeness Correctness Concreteness
7 C’s Conciseness Clarity Courtesy
3.结构（structure）：
①7个基本内容： (1) letter-head发信人地址，便于复信时参考；便于存档。
（2）date? day, month, year. (英国）? month, day, year. （美国） ? ISO 推荐：2012.03.08国际商会：月份最好用英文表达 (3) Inside address 收信人地址，要与信封完全一致 Mr/Mrs/Dr/Messrs（人名命名的公司） post-code
部门/学院 单位/学校 街道，城市 省，邮编 国家 (4) Salutation (称谓) 男士：Gentlemen (只能用复数；不可加Dear)/Dear Sir 女士：Dear Madam/Mmes/Mrs.可不写
不知男女：Dear Madam or SirDear Ms/MrJohn Helay (5) Body of the letter
(6) Complimentary Close业务信函：①Yours faithfully （美国不用）
② Yours truly /Truly yours
③ Yours sincerely/ Sincerely yours
朋友之间 ① With best regards ② All the best
③ Good luck
(7) signature一般应先打印出公司的名称，然后由负责人手签，签字下面用
打印机打出签字人的姓名、职位。
for/p.p 表示签字人是代表公司或负责人签名，而不是以个人身份签字。
②7个可选内容： （1）Attention or For attention of 请XX阅览 ， 经办人XX
（2）Subject or Re: 主题， 事由 （3） Reference 信件编号，参考号 （4） Enclosure or Encl: 附件 （5）Carbon Copy Notation 抄送
（6）Postscript or P.S. 附笔， 再启 （7）Second page 第二页
3.布局（Layout）：I. 英文信函的格式
（1）The Full block style 齐头式 （2）The semi- indented style 混合式 (3) The indented style 缩进式 II. 信内行名和地址有无标点
（1）The open style of punctuation （2）Closed punctuation 加标点法
2
1、特别事项可以是邮路或信函性质
2、如系私人信件，需收信人亲启，可在左下角或发信人地址下注明：
Private/ Personal / Confidential
3、如系公司转交的私人信件，则收信人名字在前，公司名称在后，公司名称前加c/o (care of…) e.g. Mr. Charles Wood
c/o China National Imp&Exp Co. 4、 托人带信
收信人在前，带信人在后，不用地址。 Mr. Charles Wood
Kindness of Mr. J.W. Smith
第二章 建立业务关系（Establishing Business Relations）
1. 抓住机会take this opportunity to do sth
= take advantage of this opportunity
= avail oneself of this opportunity to do sth
2.建立业务关系establish business relations with sb.
? enter into trade relations with sb. ? start trade relations with sb.
3. 经营范围
? ①lineTextiles are our line. Chemicals are out of our line.
? ②fall within the scope of one’s business activities Textiles fall within the scope of our business activities . ? ③deal inWe deal in textiles. ? ④handleWe handle textiles.
⑤Specialize in 专营We specialize in the export of chinaware. ★ 畅销、受欢迎enjoy great popularity ? meet with a favourable reception ★另邮寄by separate mail//by separate post//under separate cover ? In order to give you a general idea of our table-cloths ? In order to acquaint you with the table-cloths we handle ★ 产品宣传材料catalogue/ brochure 目录
3 pamphlet 小册子a (full) range of pamphlets
? leaflet 活页说明书a (full/complete) set of leaflets ? sample 样品a range of samples 7.表达愿望…We shall be pleased to do sth.
? We are willing to do sth. ?We wish to do sth.
8.供你方参考For your reference//for your consideration//for your information 9.提供 ? furnish/provide/ supply sb with sth
10.按照你方要求In compliance with your request, ? In accordance with your request, ? As requested,
? According to your request,
11.报价 Please quote us your best price for 100 dozen man’s shirts CIF London.
Please offer us 100 dozen man’s shirts CIF London.
Please send/give us your quotation/offer for 100 dozen shirts CIF London.
Please make us an offer for….
第三章 询价及答复（Enquiries and Replies）
1.when+动名词，祈使句..
When quoting, please state your trade terms and condition. When replying, please quote us your best price for 1000 m/t Chinese bean for May shipment.
2.折扣allow sb a discount of 5% //allow sb 5% discount
We would allow you 5% discount on annual total purchases above USD20 000.00. In view of the competitive price and small profit margin, we will not offer any trade discount.
3.Quantity（单）数量 (1) Three hundred tons is a large quantity.
(2) Please try to increase the quantity.
Quantities (复）大量 （1）Quantities of oilseed are coming in.
（2) They are in the market for oilseed in large quantities. （3) They buy these goods in quantities.
4.有货/无货Our goods are in large supply.
Our goods are in short supply. Our goods are out of supply.
有货可供?The goods you inquired about can be supplied from current stock; ? The goods you inquired about are available from stock now. 无货可供The goods you inquired about are out of stock.
?The goods you inquired about are not available ( from stock) now.
5. Enquiry 咨询，询价，询问
Thank you for your enquiry for our carpets.
We would like you to enquiry into the financial and credit position of a firm in Milan on our behalf.
Thank you for your enquiry of Oct. 10 for Women's Nylon Garments.
Thank you for your enquiry about the availability a single room for 2 nights.
6.订货 place an order with sb for sth place a trial order place a/the first order place a large order place regular orders
4 7.我们这里in our cityin our areain our district
8.与…联系 get in touch with sb.contact sb.approach sb.
keep sb informed of
9.be + of +名词
Enquiries means potential business, prompt and polite replies are of great importance.
Should your computers be of high quality and competitive price, we will place a large
order with you immediately.
10.价格 Popular price Reasonable priceAcceptable priceCompetitive price
Attractive pricePrevailing price Current priceMedium price Moderate priceRight priceRock-bottom priceCost price Price is on the high/low side. Price is on rather high/low side. Price is too high/low.
Price is up (rising).Price is down (falling). Cut/reduce/advance/increase one’s price
11.我方不胜感激 We shall be obliged if you can .. ?We shall be grateful it you…
? We shall highly appreciate it if you
12.物美价廉 Our goods are of high quality and reasonable price. ?Our goods are excellent/superior in quality and reasonable in price.
第四章 发盘及还盘（Offers and Counter-offers）
1.实盘（Firm offer）
This offer is subject to your reply here by 5 p.m. our time, Friday, Nov. 20th,2012.
This offer is subject to your reply/acceptance reaching us by…. This offer is subject to your reply here /reaching us within 5 days. This offer is firm/valid/good/open for five days.
This offer remains valid till 10 a.m. our time, May 1, 2012.
2. 虚盘（No-firm offer /Quotation）
This offer is subject to our final confirmation.
This offer is subject to change without notice. This offer is subject to prior sale.
This offer is subject to goods being unsold. This is an offer without engagement.
3. 还盘（Counter-offer）
Thank the seller for its offer;
Express regret at your inability to accept the offer State your reasons for non-acceptance
Suggest your own terms, make a counter-offer Wish for a favorable reply.
4.例句
①He has shown no reaction to our proposal though we have referred to it several times.(提及、提到） ② As to our usual terms of payment, please refer to our letter of 20 Oct. （参考、参阅） ③Your enquiry for hand tools has been referred to us for attention as the goods your enquire about fall within the scope of .. （转交）
5.With a view to = in the hope of ..
With a view to promoting the business between us, we are sending you our latest
our catalogue and price-list.
In view of = owing to / due to
In view of the friendly cooperation between us , we shall grant you a discount of 5%.
5 第五章 推销信（Sales Promotion）
第六章 订单及其确认（Orders andAcknowledgements）
1.信函类型 ①订购函 an order letter
②订单 an order form
③确认函 an acknowlegement letter ④拒绝函 a rejecting letter 2.接受订单：accept / book /entertain an order ? 拒绝订单decline/ turn down an order unable to accept an order
3.份数 A copy of 一份 one copy
In duplicate 一式二份 in 2 copies In triplicate 一式三份 in 3 copies In quadruplicate 一式四份 in 4 copies In quintuplicate 一式五份 in 5 copies In sextuplicate 一式六份 in 6 copies In septuplicate 一式七份 in 7 copies In octuplicate 一式八份 In nonuplicate 一式九份
4.请签退一份以便存档
Please sign and return one copy to us for our file.
One copy of which please sign and return to us for our file.
One copy of which should be signed and returned to us for our file.
5.与·······相符/一致
(strictly) conform to ….
fully comply with ….
agree with….
be in full conformity with… be in strict compliance with… be in agreement with… be in accordance with …
6.例句①We assure you of our best attention to any inquiry from you. 我方保证对于贵方的任何询问予以充分的重视.
②Please give this order your best attention, and ship the goods as soon as possible. 请尽量妥善安排此批定货, 并尽快装运.
③Our best and prompt attention will be given to this order.