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1、全套外贸信函写作样本 函电书写基本原则 一、Courtesy 礼貌 语言要有礼且谦虚，及时地回信也是礼貌的表现。 例如： We have received with many thanks your letter of 20 May, and we take the pleasure of sending you our latest catalog. We wish to draw your attention to a special offer which we have made in it. You will be particularly interested in a speci
2、al offer on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May. 二、Consideration 体谅 写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。 例如： “You earn 2 percent discount when you pay cash. We will send you the brochure next month. ”就比 “We allow 2 percent discount for cash payment.
3、 We wont be able to send you the brochure this month.” 要好。 三、Completeness 完整 一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的 信件。 四、Clarity 清楚 意思表达明确，要注意： （一）避免用词错误： 例如：As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services. 此处 bimonthly 有歧义：可以是 twice a month 或者 once
4、two month. 故读信者就迷惑了，可以 改写为： 1.We have two direct sailings every month from Hong Kong to San Francisco. 2.We have semimonthly direct sailing from Hong Kong to San Francisco. 3.We have a direct sailing from Hong Kong to San Francisco. （二）注意词语所放的位置：例如： 1. We shall be able to supply 10 cases of the item
5、 only. 2. We shall be able to supply 10 cases only of the item. 前者则有两种商品以上的含义。 （三）注意句子的结构： 例如： 1.We sent you 5 samples yesterday of the goods which you requested in your letter of May 20 by air. 2.We sent you, by air, 5 samples of the goods which you requested in your letter of May 20. 五、Conciseness
6、 简洁 （一）避免废话连篇： 例如： 1.We wish to acknowledge receipt of your letter. 可改为：We appreciate your letter. 2.Enclosed herewith please find two copies of. 可改为: We enclose two copies of. （二）避免不必要的重复： （三）短句、单词的运用： Enclosed herewith-enclosed at this time-now due to the fact that-because a draft in the amount of
7、 $1000-a draft for $1000 六、Concreteness 具体 七、Correctness 正确 - 商务函电基本格式 20 May 2000 Date Line 日期) Kee & Co., Ltd 34 Regent Street London, UK Inside Address 收信人地址 Dear Sirs: Salutation 称呼 We have obtained your name and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willin
8、g to establish business relations with us. We have been importers of shoes for many years. At present, we are interested in extending our range and would appreciate your catalogues and quotations. If your prices are competitive we would expect to place volume orders on you. We look forward to your e
9、arly reply. Body 信文 Yours faithfully Complimentary Close 客套结束语 Tony Smith Signature Block 签名栏 Enc. Enclosure Notation 附件说明 - 同意对方担任独家代理 22 May 2000 Kee & Co., Ltd 34 Regent Street London, UK Dear Mr. Smith： Thank you for your letter of 20 May proposing a sole agency for our office machines. We have
10、examined our long and, I must say, mutually beneficial collaboration. We would be very pleased to entrust you with the sole agency for Bahrain. 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.
11、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 London when you entertained me so delightful. I look forward to reciprocating on your next visit to Beijing. Yours sincerely, Tony Smith Chi
12、ef Seller - -先生： 五月二十日建议担任办公室器具之独家代理来信已经收妥。 过去双方合作皆互利互助，能获您的眷愿作我公司于巴林的独家代理，殊感荣幸。现随函附上协议草稿，烦请查实各项条款，惠覆是盼。 双方能加强业务，甚感欣喜。前次到访伦敦，蒙盛情款待，不胜感激。祈盼您莅临北京时，容 我一尽地主之谊。 出口部主任 托尼. 斯密思谨上 2000 年 5 月 22 日 拒绝对方担任独家代理 22 May 2000 Kee & Co., Ltd 34 Regent Street London, UK Dear Sirs: Thank you for your letter of 20 May
13、 suggesting that we grant you a sole agency for our household lines. 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 your company to see how the arrangement works. It would be necessary for you
14、to test the market for our products at your 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 sincerely, Tony Smith Chief Seller Enc. - -先生：五月二十
15、日有关建议担任家用亚麻制品独家代理的来信收妥，谨致衷心谢意。 目前时机尚未成熟，不能应允该安排，深感抱歉。 然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。 为证明担任独家代理的能力，贵公司宜就上述货品作市场调查，研究是否可扩大现有营业额。 随函奉上该货品报价单，敬希查照。专此候覆。 出口部主任 托尼. 斯密思谨上 2000 年 5 月 22 日 请求建立商业关系的回复 22 May 2000 Kee & Co., Ltd 34 Regent Street London, UK Dear Sirs: Dear Mr. Smith, Thank you for your letter of the 20th of this month. We shall be glad to enter into business relations with your company. In compliance with request, we are sending you,
