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proforma invoices：形式发票 附言：postscript（p proforma invoices：形式发票 附言：postscript（p.s.） 附件： enclosure 结尾敬词：complimentary 我方存盘号：Our ref. NJ/JL CF2（寄出的信）你方存盘号：Your ref. DB/lih（收到的信） Inside Address信内地址 Title of person addressed（收信人职位、头衔） Fulfillment：履行，实行 Complimentary：结尾敬词 Salutation称呼，问候 January 4，1999(American Form) 4th January 1999 (British Form) Title of person addressed（收信人职位、头衔） 最好称呼他们的头衔或姓，男性 称“Mr.”，女性，就称呼“Ms.”，已婚女士就称“Mrs.”，未婚称“Miss”。 为了避免性别歧视问题，还可以用中性的头衔称呼，如“Dear Director”，“Dear Supervisor（管理人）。 一般标题要全部大写或下划线，可用全部大写字母写。内容部分打印在称谓或主题下面两行处。内容段落要单倍行距，太短的信可以双倍行距。在段落之间要双倍行距。 则在前一页最后一行的右边写生to be continued,否则应在续页上打印信头：页码（居中），收信人（靠左），写信日期（靠右）。 商业书信开头和结束常用句式： 开头用语：We received your letter **of May 15 in which you inquired about recent training programme conducted for our office personnel. Thank you very much for your order of March 17, #209, which arrived today. A client of yours, XXX suggested that I contact you to request a favor. 结尾用语：Your prompt reply is eagerly awaited. We should appreciate your early reply. We assure you of our careful attention to your interests at all times. 结束语Dear Sir(s), Yours faithfully,or Faithfully yours, Gentlemen: Truly yours,or Yours trully, Dear Mrxx, Yours sincerely or Sincerely yours, 注意，只有第一个字母大写，后面加逗号。结束语打印在内容最后一行下面的,空二行，即第三行，信纸的左或右下角。 签名的下面为使对方了解签名人的姓名、职位，可以打字注明。 一般在签名和结束语之间空三行，留出签名空间。 如果是秘书代替老板签名,则： Yours truly, P.P. CAIN PRODUCTS Co. Tom Smith（签名） Tom Smith（打印） P.P. John Smith Sales Manager P.P=Per procuration 委托代理 3．Enc 3（1）Birth Certificate （2）2 Invoices （3）Photo Carbon Copy 抄送：在信件最后的左下角注明“C.C. to xxx” or “C.C. xxx Indented Style 缩进式 Modified Block Form with Indented Style 混合式 Modified Block Form 改良齐头式 Full Block Form 完全齐头式：凡是用打字机打上去的每一行字，包括日期、封内地址、事由和结尾礼词。都是从左边的空白边缘顶格打起。 混合式：写信人的地址打印在信纸中上部，而收信人的地址是从左边边线开始打印，结尾和署名从中间偏右开始打印。 改良平头式：这种格式，除date、complimentary和signature排列与混合式相同外，其他部分每行开头都与左边空白看齐 Simplified Form 简化式：与平头式相仿，但省略部分内容，如称呼、结尾敬语等。 缩进式:即把信头、日期、结束语和签名放在右手边，每段落首行从左边界缩进5个字母，其他各行都从左边顶格写 Confidential　机密信 Registered 挂号邮件 Immediate(Urgent)　急件Conciseness 简洁 commercial jargons:? Accurate numbers:1) 5% up to 10% both inclusive2) on or after July 103) for 15 days exclusive of Sundays4) Say US Dollars Four Hundred and Fifty only5) 120 sq. ft. (120 square feet)6) 40 c. ft. (40 cubic feet) Avoid using wordy expressionsWordy: Enclosed herewith please find two copied of ……. Concise: We enclose two copied of ……. Using short sentence, simple words and clear explanation a. Use a word to replace a phrase enclosed herewith enclosed at this time now ,due to the fact that because, a draft in the amount of $ 1,000 a draft for $1,000 b. Use a phrase to replace a sentence:Please don’t hesitate to call upon us. Please write us. Use word to replace clauses c. We require full-automatic washing machine which is of the new type. We require new-type full-automatic washing machine. We-attitude: We allow 2 percent discount for cash payment. You-attitude: You earn 2 percent discount when you pay cash. focus on the positive approach Positive: We feel sure that you will be entirely satisfied. Negative: we do not believe you will have cause for dissatisfaction. Perhaps next time we can send you what you require. We regret our inability to serve you at this time. Unit2 Chambers of Commerce , the Commercial Counselor’s Office 商务参赞处 首先说明信息来源:We own your name to the …（我们感谢……把你们的名字介绍给我们。） Through the courtesy of….., we come to know your name and address.（承蒙….介绍，我们得知…… 明写信的目的: We avail ourselves of this opportunity to write to you, in hope of …（我们借此机会写信给您，希望…） We take the liberty of writing to you with a view to building up business relations with your firm. (我们冒昧写信以期与贵公司建立业务关系) 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. (我们愿在平等互利、互通有无的基础上与贵公司建立业务关系。 ) 对你的公司作一个简单的介绍: Our company deals with (handles, deals in, trade in, is in line of ) the import and export of …（我们公司主要经营……的进出口。） We specialize in the exportation of ……（我们主要从事……) …fall within our business activities（……属于我们的经营范围） We have been in this line for…years（我们从事这个行业……年） We have handled with various kinds of the products for about….years. 我们经营各种商品已经有…年了。) 表达与对方合作和早日收到回复的愿望。 Hope to receive …（希望收到…… Your early reply is appreciated.（盼早复） We are anticipating your answer.（盼早复） We have obtained your name and address from…..承蒙…..告知，我们得到了你方的名称和址。 We are a state-operated company, handling exclusively the import and export of Cotton Piece Goods. 我们是国营公司，专门经营棉布的进出口业务。 We trade in all kinds of cotton piece goods.我们经营各种各样的棉布。 They are mainly dealing in fertilizers. 他们主要经营化肥。 deal in= trade in= handle =be in line of经营 We have been for many years in the chemical line. 我们从事化工产品这一行业已有多年。 We are not in a position to accept your duplicate order as the goods you required are out of stock. 我们无法接受你方重复订单，因为你所要求的货物已没有库存。 assorted pattern, specification and package of…….……的各种样式、规格和包装 a general idea of 对…….有全面的了解 by separate post 另邮. the latest catalogue 最新目录illustrated catalogue附有说明书（插图）的目录,sample cuttings剪样brochure 说明书,pamphlet 小册子specific inquiry 具体询价 For our credit standing, please refer to the following bank:…. light industrial product 轻工产品2.joint efforts=mutual efforts, business scope 业务范围 to acquaint sb. with sth. 使某人了解某事be/get well acquainted with sth. 熟悉（了如指掌） We want to acquaint ourselves with the supply position of crude oil in your country.原油 comply with 遵循……. Your letter of August 8 has been received with thanks. （感谢你方8月8号的来信） Your wish of establishing business relations coincides with ours. （你们建立业务关系的愿望和我们不谋而合） We shall be glad to have your specific enquiry.（我们将很高兴得到你方的具体询价） for one’s perusal 供你方斟酌（详细阅读）for one’s reference 供你方参考 for one’s consideration 供你方考虑 We wish to introduce ourselves to you as a state-operated corporation dealing exclusively in light industrial products. 兹向你自我介绍，敝公司是国营公司，以经营轻工产品为主。 We send you by separate airmail a brochure on the various kinds of electronic products now available for export. 我方另航寄上关于目前可供出口的各类电子产品的小册子一份。 根据要求，我方另封航邮货号2001和2002样品各一份以供参考。 receive our immediate attention.：得到迅速办理 the possibility of expanding trade：扩大贸易的可能性。 are convinced that：相信It will be greatly appreciated if you will give us your cooperation. 如蒙贵方予以合作，将不胜感激。 Your letter of August 27 addressed to the Import Company has been passed on to us for attention and reply. 你方八月二十七日致进口公司的信已转交我公司办理答复。 经营家用电器产品：Household Electrical Appliance 我们的一个日本客户想要购买中国红茶。One of our Japanese clients is in the market for Chinese Black Tea。 如你所知，我们的外贸政策是在平等互利的基础上与各国人民做生意。 As you know, it is our foreign trade policy to trade with merchants from all over the world on the basis of equality and mutual benefit. 我们希望你方尽最大努力促进业务又增进友谊。We hope you will do your utmost to promote trade as well as friendship. 我们了解到你公司是中国手工艺品的出口商，因此冒味地写信给你。We understand that you are exporters of Chinese Arts & Crafts. We, therefore, are taking liberty of writing you. 我们相信，贵我双方的业务将随着时间的推移而得到发展。 We are sure that business between us will be promoted in years to come. 你方2月15日函已转交给了上海分公司办理答复，因为你所询 购的商品属于他们经营范围。Your letter dated 15th Feb. has been passed on to our Shanghai Branch Office for attention and reply, as the goods you inquired fall within the scope of their business activities. 我们是一家在全世界范围内进行进出口业务的贸易公司。We are a trading corporation handling the import and export business around world. sole or exclusive agency:独家代理keenest price = lowest price 最低价格 await with keen interest 殷切地期待 with a keen to do sth 急切地要做某事 extend …...to 开拓…..，拓展….. top-class 高级的trial period 试用期 . draft agreement 协议 草约terms and conditions 条款与条件. set forth 阐明,宣布,提出,陈列. If you are not already represented here, we would be interested in acting as your sole agent. Asia Photographic Instrument Exhibition 亚洲摄影器材展览会 a promising market 有潜质的市场 have a good knowledge of ……对….很了解 act as 担当，担任 non-competing line 非竞争性商品fist-class reference 一级证明文件 an agency for marketing your products in Melbourne推销你方产品的墨尔本代理权 We'll be pleased to forward samples, catalogues as well as detailed instruction. 以便寄上样品、目录及详细说明书。 there is a large demand for various exotic foods in our country我国对各种外国食品的需求很大 We hope the enclosed brochure covering various of specification of “Chang Hong” Television will be helpful to you.　 附寄小册子一本,上面有各种型号的 长虹 牌电视机,希望它对你们有帮助 Unit3 财务状况( Financial position) 声誉（Reputation业务做法（Business methods） 管理能力（Management capacities）咨询机构（Enquiry agencies） 中国的驻外商务机构（Chinese commerce agencies in foreign countries） 国内外咨询公司（Enquiry companies at home国内外咨询公司（Enquiry companies at home and abroad） Our prospective customer…have given us your name as a banking reference. We should be very grateful to you for any information you can give us about their reputation and credit-worthiness Any information we receive from you, of course, will be held in strict confidence. promote the sales of……推销…..产品Electric and Electronic Products电器电子类产品 sub-agents:分代理credit standing 信用地位financial and business standing 资信情况和业务状况Oriental International Trading Co. 东方国际贸易公司 As to our credit standing, you may refer to the Bank of China. 关于我方的资信状况，请向中国银行查询。 Thank you for your inquiry about the business standing of ….we are pleased to supply you with following information In all these years, our relations with them have been consistently and entirely satisfactory. Our records show that some of their accounts have been outstanding（未解决的） for long periods. The above information is given confidentially and without responsibility on this bank. With regard to 关于……the correspondent bank 业务往来银行 Electrical Machinery and Equipment 电机设备 a business background of some twenty years.从业已经有二十多年 a credit line of low four figures in Sterling 1000~2000英镑的信贷额度 active business 生意兴隆. maintain an account with us 与我行有账户往来... fulfill its obligation 偿还债务. balanced sheet 资产负责表art product 艺术品 please note the above information is only for your personal reference and is furnished without any res-ponsibility on our part.请注意，以上信息仅供你方个人参考。我方对提供的此信 息后果概不负责。 be held strictly confidential =be treated as strictly confidential 严格保密 The mentioned firm is known to be heavily committed（承担的义务） and have overrun their reserves（储备资金）. They are being pressed by several creditors and their position is precarious. Caution is advisable很遗憾地告知，该公司承约过多，负债额超过了其储备资金。许多债主都向他们索债，其地位已岌岌可危。因此奉劝，小心为是。 1. 你若能对上述公司的财务状况和可靠性提出意见，我们当不胜感激。（financial status and reliability） 1. We should be most grateful to you if you would furnish us with your opinion on the financial status and reliability of the above company. 2. 就我所知，他们的财务情况良好。2. As far as we know, their financial standing is sound. 3. 该公司声誉好，资金储备雄厚（financial reserve） The are a firm（坚定的） of high reputation and have large financial reserves. 4. 对你所提供的任何资料，我们都给予保密。（treat as confidential） Any information you pass on to us will be treated as confidential. 5. 有关我们的资信情况，请向中国银行上海分行查询。 Unit4 For our credit standing, please refer to the Bank of China, Shanghai Branch. We have pleasure in informing you that we…（很高兴告知我们……） We should like to receive a copy of your latest catalogue and full details of your export prices and terms of payment, together with sample.Will you please let us know by 4 April so that we can place our order promptly?（请在4月4日前告知我们，以便我方及时下单订货） Many thanks for your enquiry of….(多谢您于….日的询价） Our terms of payment are cash on delivery. C.O.D 货到付款 We can usually deliver within three weeks of receiving an order. We hope you will find our quotation satisfactory and look forward to receiving your order. We hope you will find our quotation satisfactory and look forward to receiving your order. China Shipper’s Association 中国托运人协会. in addition 另外selling network 销售网 selling network 销售网. delivery date 交货日期. quantity discount 数量折扣 cash discount 现金折扣exceptional discount 额外折扣at a discount 削价，降价 Please quote us your most favorable price CIF Seattle for the above goods, including our commission 5%. We agree to give you 15% discount provided you order 100,000 sets. 我们同意给你方百分之十五的折扣，但你得订购十万套才可以。 The highest discount we can allow you on this article is 10%.我们对这种商品最多只能打九折。 . Competitive price 有竞争力的价格a price catalogue 定价目录labeled sample 标记样品 be good in quality and reasonable in price Purchases in quantity of over 100 metric tons of individual items will be allowed a discount of 1% in our favor 以…为受益人；以…为抬头的 Payment is to be made by confirmed irrevocable letter of credit in our favor by draft at sight. 支付方式采用以我方为收益人的，保兑的，不可撤销的信用证，凭即期汇票支付 In urgent demand 需求旺盛be in brisk demand for 需求活跃be in regular demand for 常年需求be in small demand for 需求不大 place an order with sb for sth 向某人订购某物place a substantial order with sb for sth 向某人大批量订购某物 be engaged in 从事于….. agricultural and subsidiary products 农副产品 aquatic products 水产品The type you required is out of stock， but the similar type is in stock. HACCP quality guarantee system 预防性食品安全控制体系 HACCP：hazard analysis and critical control point 危害分析和关键环节控制点 bee pollen 花粉,蜜蜂花粉royal jelly 王浆,蜂王浆 propolis 蜂胶 Lyophilized Royal Jelly 蜂王浆冻干粉amino acid 氨基酸a favorable price 合适的价格 the offering date 报价有效期限subject to our final confirmation 以我方最后确认为主 in the field of …. ….行业In textile fields 在纺织行业 enjoy advantages in……在……具有优势stable relation 稳定的关系（稳定的厂家 at one’s convenience 在方便的时候feel honored to ….. …..感到很荣幸 sales base 销售基地as for 关于Quality First, Customer Foremost: 质量第一，顾客至上 series 系列产品 please feel free to contact us directly. 请随时直接和我们联系Feel free to do = do not hesitate to do Food Ingredients and Additives 食品原料及添加剂 COA: Certificate of Analysis 化验证明 我们正在寻找洁具合作商，请告知贵公司可否供应此类产品。 We are looking for cooperation partners in the line of Sanitary ware. Please let us know whether you supply this kind of product. 我们认为你方产品目录上的第416号货会比较符合我们的市场销路，请报最优惠实盘，最优折扣和交货We think there is a promising market for the Article NO. 416 listed in your catalogue. Please make the most favorable firm offer and state the maximum discount and delivery date. 最新式样样本：the latest style sample产品目录表与样品：illustrated catalogue and samples 现另寄上修订目录、价目表及说明书各一份，所附说明书对每种型号的产品都有详细说明，希望贵方会对我们其他产品感兴趣，并盼早日获悉贵方订单。 We are sending you by separate post the revised catalogue, price list and instruction each. The enclosed instruction give detailed information to every type of products. We hope our other products will interest you and look forward to your order as soon as possible. Unit5 You are cordially invited（诚挚的） to take advantage of this attractive quotation. We are anticipating a large order from the United States, and that will cause a sharp rise in price. 请接受此难得再有的报盘 so there is a good chance of finalizing an order with them 接受他们的订单 In accordance with your request in your Fax dated March 9,We are pleased to send you, under separate cover, a copy of our latest catalogue with the revised price-list. 根据你方3月9号的传真要求，我们很高兴另邮给你一份最新的价格目录和修正的价格单。 Owing to the recent rise in the price of raw materials, we are forced to make a slight increase in the price.由于近期原材料价格上涨，我们不得不对价格做小幅上调。 with a high and stable quality as well as a superior service.品质高且稳定，并且提供优质的服务。 目前我们的价格是特别低的。Our price are extremely low right now. .我们无与伦比的质量使我们得以取得比我们的竞争者更高的价格。 Our incomparable quality enables us to charge higher prices than our competitors. 尽管生产成本在上升，我们的价格一直保持稳定。In spite of rising products cost, our price have remained stable. 质量一流：outstanding (super) quality 我们能够向你方绝对保证质量。We are able to give you an absolute guarantee on quality. Unit6 All quotations are subject to our final confirmation unless otherwise stated. 所作报价，除特别注明外，须经我方确认后方能生效。 Our offer is subject to approval of export license. 出口许可证准许签证，我方报价才有效。 -We make you the offer without engagement. 此报盘为无约束力的报盘。 The offer is subject to change without notice。本报盘以随时更改而勿需另作通知为条件。 We offer you firm （50 long tons of Tin Foil Sheets） at （Stg.135 per long ton CIF Shanghai ）for delivery in June. a firm offer 实盘a non-firm offer 虚盘to accept an offer 接受报盘to confirm an offer 确认报盘 to decline an offer 拒绝报盘to entertain an offer 考虑接受报盘to withdraw an offer 撤销报盘to cancel an offer 取消报盘 动词quote 的基本用法：to quote sb. a price for sth. 动词 offer 的基本用法：to offer sb. sth. Subject to reply reaching here within….days在…..内复到有效。 be under offer 正在报盘中；正在出售中。例如：The goods are under offer elsewhere and we cannot offer you at present. 货物已向其它地区报盘，因而目前不能给你方报盘。 It is obviously that the damage to the captioned goods result from rough handling. strengthening market 行市上涨=advancing market On condition that you take more than ## set, we are prepared to offer you a 5% discount（如果订购在….台以上，我们给予你5%的折扣。） This offer must be withdrawn if not be accepted within five days. ( 此盘5天内不接受，就被撤销。) We are awaiting your order.（希望收到你方订单。） We look forward to receiving your favorable reply.（希望收到你方肯定答复） Your early reply is appreciated.（感谢你方早日回复。） We sincerely hope to be of service to you soon.(真诚希望能为您方效劳) This offer will remain firm until 31st March, beyond which date the terms and prices should be discussed anew. 报价有效期至3月31日，此日期之后的条款及价格需重新商讨。 Referring to your letter dated 10th July in which you inquired for plastic toys, we have pleasure in cabling you an offer as follows. 关于贵方7月10日对塑料玩具的询价函，现电报价格如下。 由于此货需求量甚大，所以该盘有效期不能超过5天。Because there is a brisk demand for the goods,the offer will be open only for 5 days。 Inner packing 销售包装Inner packing 销售包装. double-layered 双层的 express mail 快件courier account No. 到付账号freight collection 运费到付 freight forward We thank you for your offer by fax of September 3 for 5,000 pieces of the captioned goods at $ 9.5 per piece CIF Hamburg. Thank you for the sample you sent in response to our enquiry of 8 June We are in receipt of your letter dated…. We have acknowledgement of your letter of As your counter bid is not up to the present market level, we are sorry that we have to give you a negative reply. In reply, we very much regret to state that our end-users here find your price too high and out of line with the prevailing market level. We are sorry to tell you that we cannot take you up on the offer as the price you are asking is above the market level here（很遗憾地通知你，我们不能接受你方价格，因为你方所要求的价格高于本地市场价格） We feel that your quotation is not proper because the price for such material is on the decline at present. 我们认为你方价格不合适，因为该种材料的价格正在下跌。 We can safely say that our price is quite realistic. It is impossible that any other supplier can underquote us if their goods are as good as ours in quality. 可以肯定地说我方价格是相当合理的，质量与我方产品相同的供货商不可能报价比我方低的价格。 You could benefit from higher sale with a little concession, say a 2% reduction. 只要稍作让步，比方说降价2%，就可得到一大笔交易。 I regret that your terms are unsatisfactory and unless you can amend those terms we shall have to place our order elsewhere.(很抱歉，你方条件不能令人满意，如果不能改变条件的话，我方只好另转订单。) It is hoped that you would seriously take it into consideration and let us have your reply very soon .(希望你方能够认真考虑我方的建议并尽快回复。) We are anticipating your favorable…（盼你方早日肯定答复……） on the usual terms 按照惯常条款 We very much regret our inability to comply with your wishes. 我们很抱歉未能依照你方的要求办理。 (名词)We regret being unable to offer you this article at present. 很抱歉我们现在不能向你方报这种商品。 (动名词)We regret to note that you can not make any headway with our offer.得悉你们对我方报盘未能取得任何进展，甚为遗憾。（不定式） We regret that the business has fallen through. 我们很遗憾交易未能达成。（从句） 我们不能按你方价格达成交易。We cannot close business at your level. The goods should in no case be packed in wooden cases.货物无论如何不能用木箱包装。 We have concluded a number of transactions with you in the past few years. 在过去的几年里，我们与贵公司达成了多笔交易。 well-established 信誉卓著的, 金字招牌的canvass 推销、游说gain a footing 有立足之地、取得地位with this in mind 考虑到这一点see one’s way (clear) to do/doing ……. 有可能做某事，设法an ample supply of samples 充足的样品供应free distribution 免费分发 Ornamental Cloth：装饰性的in keeping with 与...一致In line with/ in accord with retailing price 零售价increase by 上涨……let alone…… 更不用说, 还不算. to be frank with you 坦白地说for the time being 暂时do better 出较高的（或较低的）价格 the quality of the other makes does not measure up to thatof our products. 其他厂商的产品质量绝对不能与本公司的相提并 long-standing 长期的5% reduction from …..在……基础上降低5% in due course 及时，尽早meet with one’s approval 得到某人的同意 unit 7 Your samples of….received favorable reaction from our customers, and we are pleased to enclose our order No.… Since our customers are in urgent need of the goods, we will appreciate your prom