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1、 一、 外贸函电的写作要领：completeness（完整） 、concreteness（具体） 、clarity（清楚） 、conciseness（简洁） 、courtesy（礼貌） 、consideration（体谅）以及 correctness（正确） 。 二、 信息可以分为四大类：肯定信息（positive message） 、中性信息（neutral message） 、否定信息（negative message，也称负面信息）和说服信息（persuasive message）. 三、 布局可以分为平铺直叙法（Direct Plan or Approach）和曲折迂回法（Indire
2、ct Plan or Indirect Approach） 。 四、 书信的组成部分 （必备部分） （可选部分） 1. 信头 （The Heading） 8、 事由( The Subject Heading Or Caption) 2. 日期（Date Line） 9、经办人（Attention line） 3. 封内地址（The Inside Address） 10、附件（The Enclosure）简写 Encl. or Enc. 4. 称呼（The Salutation） 11、抄送（Carbon Copy）简写 C.C. 5. 信的正文（The Body of the Letter）
3、12、再启（The Postscript）简写 P.S. 6. 结束语（The Complimentary Close） 7. 签名（The Signature） 五、 打信格式 1. 缩行式：封内地址和其需要分行的地址的后一行，都比前一行缩进两格或三格；信的正文，每一段的开始一行都缩进若干格（一般与称呼末一字母取齐） 。 2. 平头式：需要分段的地方，及每段的开始一行都与前一行取齐，一律不缩行。平头式各段之间要用 double space 以示分段。 3. 混合式：封内地址和称呼采用平头式（从左边的空白边缘打起） ，其他部分采用缩行式，两种格式的混合采用所以称之为混合式。 八、 撰写询函的理
4、由通常包括： （1）获取信息（如价格和技术数据） （2）获得印刷品（如商品目录本、说明书、公司介绍等） （3）索取样品 （4）取得帮助（如得到特别允许，帮助或建议等） 九、 询函的回复分几种情况，有肯定的答复，有否定的答复，也有部分肯定、部分否定的答复。如果答复是肯定的，则采用平铺直叙的结构，答复开门见山，先说最紧要的。如果答复是否定的， 或者是部分肯定， 部分否定， 回复九要采用曲折迂回的布局。 在部分否定的答复中，肯定的那一部分内容正好可以充当缓冲垫。 十、 报盘 （Offer） 又称发盘。 卖方的 Offer 称为 Selling Offer， Offer to sell。 买方的 Of
5、fer，称为 Buying Offer，Offer to buy 或 Bid。 十一、报盘有实盘（Firm Offer）和虚盘（Non-firm Offer）两种形式。实盘又称“不可撤销的发盘” ，指由发盘人向受盘人提出完整、明确、肯定的交易条件，并愿在一定期限内按所提条件与受盘人达成交易的一种肯定表示。虚盘是卖方所作的非承诺性表示。 往往附有保留条件，买方接受后卖方仍然可以改变注意。 报盘属于中性信息，布局采用平铺直叙法。报盘属于中性信息，布局采用平铺直叙法。 We are now _c_ your inquiry of October 12th。 a. on receipt of b. u
6、pon receipt of c. in receipt of d. in reception of I want to acquaint myself _b_ the supply position of steel products. a. of b. with c. for d. about Our new low-cost solutions may be _d_ particular interest to you. a. in b. with c. for d. of _c_ we would like to close the business with you , we fin
7、d your bid unacceptable. a. Much b. However much c. Much as d. Despite _a_ your counteroffer, we regret that we cant accept it . a. As regards b. In regards to c. With regards d.In regards _a_ the low stock of such goods, we would advise you to accept our offer immediately. a. Owing to b. Because c.
8、 Since d. As _a_ you like other items, please let us know and we shall be only too pleased to make you offers direct. a. In case b. In the case c. In this case d. In that case As requested, we are pleased to quote you without engagement as_a_. a. follows b. follow c. following d. followed We are off
9、ering you goods_a_ the very high quality. a. of b. at c. for d. with We are pleased to _c_ your offer and place a trial order with you. a. make advantage of b. make use of c. take advantage of d. take use of A growing demand can _c_ increased price. a. result b. result to c. result in d. result from
10、 CIF is a price term, meaning the price includes the cost of goods, the insurance and _b_ for carrying the goods up to the destination. a. payment b. freight c,premium d. forwarding As you are our regular customer, we think we may concede _c_ price provided you five us an order for a minimum of 100
11、units. a. with b. at c. in d. to We need an agent in that country to help us to _a_ our products. a. market b. display c. dispose d. buy _d_ we would like to co-operate with you, we do not think there is room for a reduction in our price. a. Even b. As c. Much d. Much as _d_ you can make a reduction
12、 of 5% no business is possible . a. In case b. Provided c. If d. Unless I have looked _d_ your order, and I can assure you that everything is on schedule. a. at b. on c. within d. into If the shoes _c_ as well as we hope, we will place further order in the near future. a. are selling b. sold c. sell
13、 d. are sold We look forward to _a_ a trial order. a. receiving b. receive from you c. receipt d. receipt your Would you please fax us your statement so that we can proceed _a_ your order? a. with b. on c. in d. to The buyer suggested that many important orders _b_ follow. a. may b. will c. should d
14、. would be As our factory is now fully occupied with orders, we regret having to _b_ yours. a.refuse b.decline c.reject d.return Such a growing demand can only result _a_ increased price. a. in b. from c. to d. for The car I bought last week _a_ me $3000.00. a. cost b. spend c. costed d. spent We also wish to advise you that the prices we quoted are our _c_ prices. a. new b. cheap c. rock bottom d. easiest We are pleased to enclose a _b_
