第一篇：商務英語函電作業

1.Directions：Rearrange the following letter logically with the sentences given:

The Commercial Counselor’s Office of the Embassy of your country in China has conveyed to us your desire and proposal to establish business relations with the Foreign Trade Corporation of China.We wish to establish business relations by the commencement of some practical transaction.Our lines are mainly textiles.To give a general ideal of the various kinds of textiles now available for export , we are enclosing here with a catalogue and a price list for you examination.We would be glad to study the sales possibilities in our market.A copy of your letter to that effect has been handed to us.At the same time we want to know your details and prices of various kinds of goods you would be interested in selling.Any specific enquiries from you would be appreciated.We look forward to receiving from you good new

SUZHOU TEXTILES EXPORT CORPORATION

ADDRESS:3 fl., SUAZHOU INTERNATIONAL TRADE MANSION

TAIPING RD,SUZHOU ,CHINA

TEL:878398989 FAX:0086-532-2971703

ZIP CODE:3600062

E-MAIL:BLAIR @SHAN.COM.CN

MAR.10th ,2012

YUANYUAN Ltd.TIANNING HOUSE a

HIGH STREET3, ESSEX UK M4 9ED

Dear Sirs

Having had your name and address from the Commercial Counselor’s office of theEmbassy of the people’s republic of China in your country ,we know that you are interested in textiles imports，we now avail ourselves of this opportunity to write to you and see if we can establish business relations by a start of some practical transaction.We specialize in the export of Chinese Suzhou silk business ,the quality of this kind product is good，the price is reasonable；To acquaint you with the light industrial goods we handle ,we are sending you by separate airmail, commodity list and several sample books for your reference.Our bankers are the Bank of China Shi Yan Branch

We look forward to your early reply.Yours sincerely

Manager

Jiangsu Textiles Export Corporation

Ⅰ Phrases translations(English into Chinese)

1.handle import/export business處理進出口業務

2.be obliged for sth.to sb.因某事而感激某人

3.in advance提前

4.cash register收銀機

5.in the near future在不遠的將來

6.at your hand在你手上

7.take the opportunity to do抓住機會做某事

8.bo of interest to sb.對某人感興趣

9.open an account with用···開一賬戶

10.refer to談及

11.favorable reply

12.deal in

13.comply with

14.contact sb.for sth.15.be willing to do sth.16.incoming/outgoing letter

佳音 處理 遵守因某事與人交談愿意做某事收發的函件

ⅡPhrases translations(Chinese into English)

1.商用機器commercial machine

2.大進口商major importer

3.中國銀行福建分行THE FUJIAN BRANCH OF CHINA BANK 4.建立業務關系establish business relations

5.價目表price list

6.詢盤inquiry

7.客戶clinet

8.在。。方面富有經驗have rich experience in

9.享有良好的聲譽have a good name

10.客觀信息objective messages

11.賬戶（及縮略式）account

12.可靠程度reliable level

13.另封（另封郵寄）under separate cover

14.最新目錄the latest catalogue

15.保兌不可撤銷信用證a confirmed irrevocable L/C

16.出口、進口品exports ,imports

Ⅲ Sentence Translations（Chinese into English）

1謝謝你方2005年8月6日來信及樣品。

Thanks you for your letter ofAugust 6, 2005 enclosing the sample.2我們打算從貴國進口復印機。

We intend to import copier from your country.3我們公司是經營計算機的大出口商。

Our company is the large exporters of engage in computer。

4如能早日收到你方樣品當不勝感謝。

If will be able soon to receive your sample when will thank extremely.5我公司成立與1900年，一直經營各種商用機器。

Our company was established in 1900，we have been engaged in handing a variety of business machines.6如貴公司在這方面給予幫助將不勝感謝。

We shall appreciate it if your company to offer a help in this respect.7我們借此機會對貴方的幫助表達謝意。

We take the opportunity to express our gratitude for your help.8我們聽說貴方對各種儀表感興趣。

We heard that you are interested in a variety of instruments.9請把詳細的目錄和價目表寄給我們。

Please send us a detailed catalog and price list.10盼早日收到你方消息。

We are looking forward to receiving your early reply.11我們是芝加哥一家大出口商，專營化工品出口。

We are a large exporter in Chicago specializing in the export of chemical product.12你們對我們的貨物質量會相當滿意。

You will be quite satisfied with the quality of our goods.13如你方需要更多客觀信息，請向中國銀行上海分行查詢。

If you need more objective information，please check to the Bank of China in Shanghai.14為擴大向貴國的出口業務，我們希望與貴公司建立直接業務關系。

In order to expand our export，we wish to establish direct business relations with your company.15你方表達希望與我們建立業務關系的信已收到，謝謝。

The letter was received that your company in the hope of establishing trade relations with our company, thank you.16如你方對該產品感興趣，請與我們聯系索取更多資料。

If you are interested in this product, please contact with us for more information.17按你方要求，我們將把樣品寄給萬盛公司，供免費分發。

In accordance with your request, we will send the samples to the Wansheng company for free distribution.18我們已把樣品另寄你方，你們可能對其中以而寫樣品感興趣。

We have sent samples to you, you might be interested in some of these samples.Ⅳ Sentence Translations（English into Chinese）We are indebted to the Commercial Counselor’s office of your Embassy in Canberra for your name and address and pleased to introduce ourselves as an experienced importer engaged in the subject business for years.我們從駐堪培拉的大使館商務處獲知貴方名稱和地址，我們很榮幸能夠向你公司介紹，我公司是有多年經驗從事主題商業且的進口商。You are kindly requested to furnish us with the illustrated leaflet/catalogues of your products at an early date so as to enable to have a general idea of your products and send you the specific requirements by fax.希望你能夠向我們提供有關你產品的說明書/目錄，讓我們能夠盡早大致了解你的產品，并且通過傳真向你發送我們的具體要求。We believe this initial contact will leave the way to a pleasant and lucrative relationships between us.我們相信這首次接觸對于我們雙方都將是一次愉快而互利的合作。We wish to carry on trade with manufacturers and merchants of all countries on the basis of equality and mutual benefit for the development of commercial relations with the people of different nations.我們希望在平等互利的基礎上，與全世界的國家保持貿易合作關系，和不同國家的人發展商業關系.In compliance with your request, we are sending her with a pricelist and a range of pamphlets for your reference

應貴方的要求，我方將把詳細的價目表和一系列小冊子寄給你們，僅供參考.A booklet including a general introduction, the scope of business and other topics is enclosed for your reference.一本小冊子包括一般的介紹，業務范圍，并附上其他主題的冊子，僅供參考.The subject goods lie within the scope of our business activities.這項標題下商品屬于我們的業務范圍內.We are willing to enter into business relations with your firm on the basis of equality and mutual

benefit and exchanging that one has for what one needs.我們很樂意能夠在平等互利、各取所需的基礎上與你方建立業務關系.Thank you in advance.We await your news with keen interest.提前感謝你.我們將抱著很大的興趣等待你的消息.We wish to extend our warm welcome to your desire to enter into direct business relations in the line of textiles.我們將表示熱烈的歡迎對貴方愿意在紡織品領域與我們建立直接的業務關系.Being one of the leading importer of textiles in Pakistan, we are writing to you in the hope of establishing direct trade relations with your firms.你方作為巴基斯坦最大的紡織品進口商，現與你方聯系，希望與你公司建立直接的業務關系.12 As this item with in the business scope of our corporation, we shall be pleased to enter into business relations with you at an early date.這個項目在我們公司的業務范圍內，我們希望能盡快與貴公司建立業務關系.To give you a general idea of various kinds of our products now available for export, we enclose a brochure and a sample-cutting booklet.我們隨函寄上產品說明書和剪樣冊，讓你大致了解我們目前可供出口的各種產品.We shall appreciate it, in order to enjoy fruitful and profitable trade relations, if you will let us know what are the items you handle for export by sending catalogues to us.為了讓我們享受富有成效和有利的貿易關系，請將目錄寄給我們，讓我們了解你們要出口的項目，我們將不勝感激.We are specializing in cereals, oils, canned food, wild vegetables, meat, milk products and aquatic products.我們的產品致力于糧食，油脂，食品罐頭，野生蔬菜，肉類，奶類和水產品領域.16 We look forward to the relationship of business with you in the near future.我們期待在不久的將來與你公司建立關系.Our General Manager’s visit to your corporation will pave the way for future development of business between our two firms.我們總經理對你們公司的訪問為我們兩家公司之間未來的業務發展鋪平道路.We have been in the wool business for several decades.我們從事羊毛業務已有幾十年了.We highly appreciate your kind cooperation.我們非常感謝你的合作.May we introduce ourselves as importers of fashion garments and commission agents.我們可以自我介紹作為時裝進口商和傭金代理商.We shall be pleased if you will kindly send us by airmail come samples so as to acquaint us with the quality and workmanship of your supplies.我們將很高興如果你方通過航空郵寄將樣品寄給我們，使我們了解你方提供的樣品的質量和工藝.They state that they have regularly traded with you over the past four years and have given up your name as a reference(資信證明人).他們聲稱, 在過去的四年，他們經常與你進行交易，他們已經放棄將你的名稱作為一個資信證明人.As far as we know they are a reputable firm, but we have no knowledge of their financial position.據我們所知道的，他們是一家著名的公司，但是我們卻對他們的財務狀況并不了解.Any other information you can give us about this company would be very welcome.Your reply will of course be treated as strictly as confidential.你給我們關于這家公司的其他信息會很受歡迎.而你的答復當然會被視為嚴格保密.25 My employer asked Rick and me to handle the matter.我的老板讓我和瑞克處理這件事.I will pass on your decision to the buyer.我會把你的決定告訴買方.Ⅴ Reading and Translation

2我們從中國外貿交易中知悉你的名字電子、郵件地址，并且知道你們做視頻生意，我們我們在這里作為一個可靠的委員機構經營各種物品。

請把貴方出口物品的目錄郵寄給我們，也請寄一些流行的款式，這樣我們能對貴方的產品有個大概的了解。

提前感謝您。

我們迫切的期待貴方的回信。

4外貿和國內貿易是相當不同的。國內貿易是在同一國家的買方和賣方。外貿是在同一國家或不同國家的買方和賣方之間進行的。這被稱為進口貿易和出口貿易。大多數出口商和進口商不是為了他們自己的賬戶進行買賣，他們是傭金代理商。

他們通常通過因特網來彼此交流做外貿生意。傳真是當然也經常使用。詢盤由進口商發出。出口商,通常會提供電子郵件、傳真。所有必要的條款和條件的情況下,應該考慮的報價。這筆生意是當所有必要訂條款和條件取得一致意見。

有不同的付款條件在對外貿易中,但通常的方法是在支付采用保兌的,不可撤消的信用證

第二篇：商務英語函電

邀請及訪問的安排

我們想邀請貴方經理參加廣交會。

We would extend our invitation to your manager to Guangzhou Fair.若貴方對該服裝有興趣，我們擬請貴方經理訪華，以便我們能夠洽談向貴國出口這種服裝的可能性。

If you are interested in the above-mentioned garments, we would like to invite your manager to visit China, so that we can discuss with him the possibility of exporting the garments to your country.我們精心為您所做的三天日程，請您同意。

We are sending you a carefully-arranged three-day time schedule for your approval.您為我安排得真周到，謝謝您所做的一切。

It’s very thoughtful of you to have arranged all this for me.Thank you for all you’ve done for me.我們熱忱期待在那兒接待貴方的代表。

We are looking forward to extending our warm reception to your representative there.我們很高興通知貴方，我公司的貿易代表團準備在五月份訪問貴國。

We are pleased to announce that a trade delegation of our corporation is planning to visit your country in May.根據貴方建議，我們已為會議暫定了議程。

According to your proposal, we have worked out a tentative agenda for the conference.請告訴貴方旅行日程，以便我方事先安排。

Please inform us of your itinerary so as to facilitate our arrangements in advance.建立業務關系

我們從貴國駐北京大使館商務參贊處獲悉，你們是輕工產品的進口商。

We have learned from the Commercial Counselor’s Office of your embassy in Beijing that you are importers of light industrial products.隨函附上我方最新的目錄單和價格表。

We enclose our latest catalogue and price list.我們的產品在世界市場上十分暢銷，以其優良的品質和合理的價格而值得介紹。

Our products are good sellers in the world market and worth recommendation for their excellent quality and reasonable price.我們愿意在平等互利的基礎上與貴公司建立直接的貿易關系。

We are willing to establish direct business relations with your company on the basis of equality ,mutual benefit and the exchange of needed goods.我們預料貴公司產品在我方市場有著廣闊的前景。我們保證隨時給予你方密切合作。盼早復。

We foresee a bright prospect for your products in our market.We assure you of our close cooperation at all times and look forward to hearing from you soon.詢盤與回復

茲復你方3月28日函，我們附上最新的帶有插圖的目錄單，供你方參考。

In reply to your letter dated March 28, we enclose our latest illustrated catalogue for your reference.請報最好的CIF上海價格，注明最早裝運期。

Please quote us your best CIF shanghai prices, stating the earliest date of shipment.如果你方價格有競爭力，我們原首次訂購1200打，即每種型號各400打。

If your prices are competitive , we are willing to place our first order for 1200 dozen,ie,400 dozen of each type.對于定期購買單項商品數量不少于800打，我們可給予3%的折扣，用保兌的，不可撤銷的即期信用證付款。

On regular purchases of quantities of not less than 800 dozen of individual items.We would allow you a discount of 3%.Payment is to be made by confirmed, irrevocable L/C at sight.報盤與還盤

給予5%的數量折扣grant a quantity discount of 5%

茲復你方7月8日函，我們現向你方作如下報盤，以我方最后確認為準。

In reply to your letter of July 8, we are now making you the following offer, subject to our final confirmation.茲報50公噸的糖價為每公噸1000美元倫敦成本加保險費，運費。含3%的傭金，7-8月份裝運，本報盤30天內有效。

We offer you our sugar 50 metric tons at USD 1000 per M/T CIF London including commission of 3% for shipment during July and August and the offer remains open within 30 day.關于你方9月2日詢盤，現報盤為，良好平均品質葡萄干100公噸，每公噸5000元人民幣，下月交貨。In reply to your inquiry of 2 September , we offer you 100 metric tons of FAQ raisin, at the price of RMB 5000 per M/T for delivery next month.應貴方要求，現報3500打女式帽紐約成本加保險，運費到岸價，每打50美元，7月份裝運，以未售貨為效。

At your request , we are now offering you 3500 dozens of ladies hats at USD 50 per dozen CIF New York for July shipment , This offer is subject to the goods being unsold.相信貴公司將對我方報盤感到滿意，并盼望收到貴方訂單。

We trust you will find our quotation satisfactory and look forward to receiving your order.謝謝你方1月20日來信，現確認我方報盤，現報1000輛飛鴿牌自行車，2月3月交貨，新加坡成本加保險費，運費價，包括3%傭金，每輛25.5美元，即期信用證付款。2月11日前收到回復為有效。我方的付款方式為不可撤銷信用證，憑裝運單據付款。若達成交易，請立即開出信用證，以使我方2月3月交貨。相信上述報價會令你滿意，希望你早日接受我們的報盤。

Dear Sirs:

Re: flying pigeon brand bicycles

We thank you for your letter of the 20th January.Now we confirm our reply.We offer 1000 flying pigeon brand bicycles for delivery in February / march, at USD 25.5 per piece CIFC3 Singapore.Payment shall be made under L/C at sight against presentation of shipping document.you will readily understand that this offer is good only for acceptance reaching us before February 11.2008.From our offer you must have noted that our terms of payment are by irrevocable L/C is opened without the least delay.So as to enable us to effect the shipment during February / march.We trust the above offer will be of interest to you and await your immediate acceptance.下訂單

敬啟者，我們已接受你方第X號訂購100公噸苦杏仁的訂單，并附去我方第x號銷售確認書一式二份，請簽退期中一份以供我方存檔。據我方所知，你方即將開立以我方為受益人的關于上述貨物的信用證。我們希望指出，為了避免今后改正，該信用證的條款應該嚴格符合銷售確認書上所訂立的條款。你們可以放心，一收到信用證，我方將立即裝運。

我們感謝你方的合作，并盼你方繼續訂購。

We have booked your order NO,.X for 100 metric tons of Bitter Apricot Kernels and are sending you herewith our sales confirmation NO.X in depilate.Please sign and return one copy to us for our file.It is understood that a letter of credit in our favor covering the abovementioned goods will be established immediately.We wish to point out that the stipulations in the relevant credit should strictly conform to the terms stated in our sales confirmation in order to avoid subsequent amendments.You may rest assured that we shall effect shipment with the least possible delay upon receipt of the credit.We appreciate your cooperation and look forward to your further orders.Your faithfully.支付

我方的付款方式是保兌的、不可撤銷的信用證以我方為抬頭（受益人）的信用證,憑即期匯票支付,裝運前一個月寄達我方,在規定的裝運期21天內在中國議付有效以及允許轉船和分批裝運。

Our terms of payment are by confirmed, irrevocable letter of credit in our favor available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiating in China for a further 21 days after the prescribed（規定的）time of shipment and allowing transshipment and partial shipment.根據你方的要求，我方破例接受你方即期付款交單裝運，但這不能視為先例。

In compliance with（根據）your request, we exceptionally accept delivery against D/P at sight, but this should not be regarded as a precedent（先例）固定搭配.我方希望你方認真考慮你方的商業信用，立即開證,否則你將負責所有由此產生的損失。

We hope that you will take your commercial reputation in all seriousness（認真考慮）and open the L/C at once, otherwise you will be responsible for all the losses arising as a result of your failure to do so.由于四五月沒有從上海到你方港口的直達航線，你方必須刪除“直達船”的條款并插入 “允許分批裝運和轉運”的字樣。

As there is no direct sailing from Shanghai to your port during April/May, it is imperative（必須）for you to delete the clause “by direct steamer”（直達船）and insert the wording “Partial shipment and transshipment are allowed”.592號信用證項下的貨物已備妥多時，但修改通知書還沒有到達，現需要你方將信用證延展15天

The shipment covered by your Credit No.592 has been ready for quite some time, but the amendment advice（修改通知書）has not yet arrived, and now an extension（延展）of 15 days is required.包裝

16英寸華生臺扇一千臺，每臺人民幣X元CIF九龍，木箱裝，每箱六臺。在收到信用證吼一個月內由火車從上海運至九龍。相信你方會特別注意包裝，以免運輸途中受損。

1000 Hua-Sheng desk fans 16”@ RMB X per piece CIF Kowloon, packed in wooden cases, each containing 6 pieces, shipment by train form shanghai to Kowloon within one month after receipt of

covering L/C.We trust that you will give special care to the packing in order to avoid damage in transit.運輸

你方必須立即裝運該貨。

It is imperative that you ship the goods immediately.信用證延期 extension of L/C

請電告所定船位的船名及大約起船日期。

Please telegraph name and approximate sailing date of vessel on which space is booked/

該輪預計5月10日左右離港（抵港）

The ship is due to leave(arrive)on or bout may 10

保險

Insure sth against +險種 for+金額 with+公司 at+費率

根據你方要求，我們將按發票金額的110%投保。

On your instructions , we have covered the insurance for 110% of the invoice value.對于上述貨物，我們可以承保，保險率為1.00%

We are prepared to insure the consignment in question at the rate of 1.00%

我們很高興地通知你方，我們已向中國人民保險公司為上述貨物投保了戰爭險。

We are pleased to inform you that we have insured the above shipment with the People’s Insurance Company against War Risks.綜合合同號碼：CET-81018

賣方：中國糧油進出口公司

買方：宇宙貿易有限公司（加拿大溫哥華）

商品名稱：紅小豆

規格或品質：2005年大路貨

單價：成本加運費每公噸溫哥華425美元

數量：500公噸，賣方可在金額和數量上均溢短2%

總金額：212500美元

包裝：麻袋裝，每袋凈重大約50公斤

嘜頭：如買方在信用證中美規定嘜頭，就由賣方來確定

保險：由買方投保

裝運期： 2005年1月31日前自中國港口至新加坡，允許分批裝運和轉船

裝運港：中國上海

目的港：加拿大溫哥華

交貨期：收到信用證后30天內裝運

支付條款：開給賣方100%保兌的不可撤銷的可轉讓的，可分割的即期信用證，并須注明在上述裝運日期后10天內在中國議付有效。

簽約地點與日期：2005年4月12日于北京

SellersChina National Cereals & Oils Imp./Exp.Corp.BuyersUniversal Trading Co,.Ltd, Vancouver, Canada.CommodityRed Beans

Specifications or qualityF A Q 2005 Crop

Unit PriceUS$425 per M/T CFR Vancouver

Quantity500 metric tons, with 2% more or less both in amount and in quantity allowed at the sellers’ option.Tatal valueUS$2125000

PackingIn gunny bags of about 50 kgs net each

Shipping marksTo be arranged by the sellers if the buyers fail to show any in the L/C

InsuranceTo be covered by the buyers

Shipment from China port to singeporePartial shipments prohibited , Transshipment allowed.Port of shipmentShanghai , China

Port of destinationVancouver, Canada.Time of shipmentWithin 30 days after receipt of the relevant L/C

Terms of paymentBy 100% confirmed, irrevocable ,transferable and divisible letter of credit in the Seller’s favor to be available by sight draft and to remain valid for negotiation in China until the 10th day after the aforesaid time of shipment.Done and signed in Beijing on this twelfth day of April,2005

第三篇：新編商務英語函電

complimentary close 客套結束語attention line 指定收信人姓名 reference No.編號carbon copy 抄送

ordinal number 序號Bill of lading 提單

Commercial invoice 商業發票Insurance policy 保險單

Indented style 縮行式Full block 齊頭式

Semi-block 半齊頭式Modified block 改良齊頭式

Business scope 經營范圍Trade directory貿易黃頁/貿易電話薄 Trade negotiation 貿易談判Chamber of commerce 商會 Trade press 貿易新聞、貿易簡報Trade fair市場交易會

Market survey 市場調查Branch office 分公司

Business house 商行、商店Financial status財政狀況

Existing customers 現有顧客Price list價格單

Commercial counselor's office 商務處Textile products 紡織產品

Electrical appliances 家用電器Light industrial products 輕工產品 Information technology products 信息技術產品Exclusive agent 獨家代理

Porcelain cups and saucers 陶瓷杯碟Sales possibilities 銷售可能性 Joint efforts 合作，共同努力General inquiry 一般詢盤

Specific inquiry 具體詢盤Price list價格目錄、報價單 Sample book 樣品冊First inquiry 首次詢盤

The method of payment 交付方式Delivery time 交貨時間

Substantial order 大額訂單Nickel plated 鍍鎳

Bulk purchase 大宗購買CFR(cost and freight)成本加運費 Pro forma invoice 形式發票Financial standing財務狀況 Fierce competition 競爭激烈Digital cammerce 商會

Digital camera 數碼相機Confirmation of order訂單確認

Counter offer 還盤Under no obligation 沒有義務沒有責任 Period of validity 有效期Subject to 服從

In compliance with 和相符，和一致Distributing channels分銷渠道 See to 保證，負責In view of 鑒于

Step up 逐步增加，提升Comply with 和相符符合 Margin of profit 盈利空間Form order 格式訂單

Well-known customer 知名客戶Decimal point 小數點

Double check 雙重檢查Quality requirements 質量要求 Terms of delivery 交貨條件Mode of transportation 運輸方式 Longtime customer 老客戶Purchase confirmation 購貨確認書 Cash against documents 見單即付Sales confirmation 銷售確認書 Cardboard carton 硬紙盒Wooden case 木箱

Hi-sensitivity 9-band receiver 高靈敏度9波段收音機 Ploybag 塑料袋

Shipping advice 裝船通知Plastic-lined塑料壓邊

Initial order 首筆訂單Letter of credit 信用證

The packing list 裝箱單The application form 申請表 As of 自起，到為止In question 有關的Payment in advance 預付款Open account 賒銷

Consignment sales 寄售Bill of exchange 匯票

Mail transfer 信匯Telegraphic transfer 電匯

Demand draft 即期匯票Payment extension 付款延期 Payment in installments 分期付款Trial sales 試銷

Irrevocable letter of credit 不可撤銷信用證Poplin shirting 府綢襯衫料子 Trading association 貿易關系Iron strap 鐵帶，鐵皮條

FCL container 整箱貨柜Bed spread 床單

Gunny bag 麻袋Range of products產品范圍 Shipping terms 運輸條件Shipping advice 裝運通知

Shipping documents 運輸單據Ceritificate of origin 原產地證書 Insurance policy 保險單Mowing machine 割草機

Clean, shipped on board bills of lading 清潔已裝船提單Certificate of insurance 保險證明 Shipping space 貨艙Through bill of lading 聯運提單 FPA平安險WPA 水漬險

All risks 一切險TPND 偷竊提貨不著險

Fresh and/or rain water damage risks 淡水雨淋險Shortage risk 短量險

Inter-mixture & contamination risks 混雜污損險Leakage risk 滲漏線

Clash & breakage risks 破損破碎險taint of odor risks 串味險

Sweating & heating risks 受潮受熱險Hook damage risks鉤損險

Rust risk 銹損險Breakage of packing risks 包裝破碎險 Special additional coverage 特殊附加險War risk 戰爭險

Strike risk 罷工險Failure to delivery risk交貨不到險 Import duty risk進口關稅險On deck risk艙面險

Rejection risk 拒收險Master's protest 船長聲明書 Declaration form 起運通知單Electric drill 電動鉆頭

Invoice value 發票金額Debit note 借項清單

General policy 大保單Duration of the agency 代理期限 Cargo liner 貨運班輪Glazed wall tile 琉璃瓦

Marble polisher 大理石拋光機Dispose of 處理，安排

To lodge a claim against 向起訴Comply with 與一致

To your end 在你方Refrain form 克制住

End-user 最終用戶In consequence 結果

In perfect order 完好無損Electric heater 電熱器

With great regret 遺憾的At standard prices 正常價格

Agreement draft 協議草案Financial soundness 財務狀況良好 Non-exclusive/general agent 一般代理market share 市場份額

Advertising and publicity agent 廣告宣傳費

Amendment to order confimation 訂單確認申請書

Irrevocable L/Ｃ at sight即期不可撤銷信用證

CIF(cost, insurance and freight)成本保險加運費

Irrevocable latter of credit 不可撤銷信用證

Lodge a claim against somebody 向某人起訴

第四篇：商務英語函電標準

商務英語函電作業

141802080981

關健2011.11.12

China National textiles Import & Export Crop.5thFloor,Meibo mansion,4GaoxinRD.,Gaoxin District,Xian,200000,P.R.C.Fax:86-29-86532154

E-mail:xiannationaltextiles@126.com

Our ref.NO.5211

Your ref.NO.1314

Date:November 2nd,2011

M.G David Co., ltd

265 Macdonal Street,New York,U.S.A.Attention:Martketing Manager

Re:Perfect textiles for China national texitles Crop.Dear sirs:

We understand from your information posted on Alibaba.com that you are in the market for textiles.We would like to take this opportunity tointroduce our company and products, with the hope that we may work with Bright Ideas Imports in the future.We are a joint venture specializing in the manufacture and export of textiles.We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present.You may also visit our website ,which includes our latest product line.Should any of these items be of interest to you, please let us know.We will be happy to give you a quotation upon

receipt of your detailed requirements.We look forward to receiving your enquires soon.Yours faithfully,關健

Jian guan

Marketing Manager

Encl.:Catalogue

C.C: Our latest product line

第五篇：商務英語函電教學

語類結構潛勢理論指導下的商務英語函電教學

陳霞

（成都職業技術學院四川成都610041）

摘要：商務英語函電是開展對外貿易及有關商務活動的基礎和工具，然而學生的商務英語函電寫作水平卻不夠理想。本文以哈桑的語類結構潛勢理論為基礎，闡述了在該理論指導下的商務英語函電教學過程，旨在通過語類分析幫助學生解讀商務英語函電語篇的同時，探索出提高學生商務英語函電寫作能力的有效途徑。

關鍵詞：語類結構潛勢；語類教學法；商務英語函電教學

引言

中國加入WTO后，對外貿易活動日趨頻繁。商務英語函電作為國際貿易活動的重要載體，是國際商務往來最為經常使用的聯系方式，也是開展對外貿易及有關商務活動的基礎和工具，然而學生的商務英語函電寫作水平卻不夠理想。許多研究者已經意識到這一點，他們探討了商務英語函電教學存在的問題，提出了提高教學效果的建議[1-4]。但是這些研究卻忽略了語類理論對商務英語函電寫作的影響。

商務英語函電是在商務環境中應用的英語，屬于專門用途英語(ESP)范疇，它是一種特別的語體，強調的是在特定環境下的特種交際目的，是英語寫作與外貿實務相結合的一門綜合性學科。語類分析從商務英語函電的交際目的入手, 分析內容的框架結構、主要語氣以及基本語言技巧的使用。所以以語類為基礎的商務英語函電教學強調提高學習者對與語類密切相關的社會語境和語言特征的認識。本文以哈桑的語類結構潛勢理論為基礎，闡述了在該理論指導下的商務英語函電教學，旨在通過語類分析幫助學生解讀商務英語函電語篇的同時，探索出提高學生商務英語函電寫作能力有效途徑。

一、語類結構潛勢理論和語類教學法

語類結構潛勢理論是由哈桑[5]提出的，她認為語言的使用受到情景語境中語場、語旨和語式三個變量的影響,并用語境配置(contextual configuration)來概括這3個變量。她提出語篇的類型受制于語境配置,每個語境配置都是“一組實現語場、語旨、語式的值” [5]。她將這三個變量的含義具體解釋為:語場是交際過程中實際發生的事件,語旨是參與者的身份及他們之間的關系,語式是語言交際的渠道或媒介。這三種變量決定語言的三種意義類型, 即語場決定語言的概念意義, 語旨決定語言的人際意義,語式決定語言的謀篇意義。因此,哈桑認為:語境配置在很大程度上確定語篇結構,可以預測語篇結構的必要成分和可選成分, 各種成分的排序及成分的再現。必要成分規定了語類的框架, 能使人們識別不同語類之間的差異, 可選成分則允許語言使用者在特定的語類框架中變換語言形式。一個語篇究竟屬于什么語類,往往是由結構的必要成分來定義的。而包含了某一語類所有的必要成分的結構表達式被稱為該語類的“結構潛勢”。對于在語言使用過程中出現的各種語類, Hasan認為它們是通過語類結構潛勢來實現的, 是特定情景下形成的語境配置3個變量具體體現, 它包含某種語類中可能出現的所有的語篇模式和語篇結構。

在上述理論指導下，出現了以語類為基礎的語類教學法, 又稱體裁教學法, 盛行于以英語為母語的一些國家如美國和澳大利亞等。“語類教學法”建立在語篇的語類分析上,教師把語類和語類分析理論自覺地運用到課堂教學中,圍繞語篇的結構開展活動，其目的是引導學生掌握語篇的語類結構潛勢,從而幫助學生理解和撰寫屬于某一語類的語篇。

二、學生商務英語函電寫作中的問題

作為商務英語函電課程的任課教師, 筆者發現除了語法和用詞錯誤之外, 學生在商務英語函電寫作技能方面有以下問題:

（一）不了解商務英語函電的篇章結構。如在傳遞不愉快信息時，商務英語函電的語篇層次一般包括5個部分：

1、neutral statement;

2、reasons;

3、refusal;

4、alternative, if possible;

5、goodwill ending。但是很多學生都忽略了中立態度這一步，將不好的消息置于開頭部分。而這類信函的開頭部分,語氣必須盡量緩和, 不能太直率。雙方都樂于接受的中立態度可以起到緩沖的作用, 即減輕不愉快消息帶來的壓力和打擊,讓讀者有心情讀去，這也是國際貿易人員語篇社團的一般規范。因此如果按“直接方式”組織語篇，會顯得太過直接，容易傷害對方的感情, 從而影響雙方的交際。

（二）沒有掌握特定情景中的語言功能。在表達拒絕對方這一功能時,不少學生直接一口回絕,不留一點余地。如“We are not able to give you the offer as requested”, 這種消極、否定的陳述會使對方往壞的方面聯想。如果改用更符合國際貿易語篇規范的語言來表達這一功能: “Although we are not able to give you the offer as requested, we will contact you as soon as new supplies reach us”, 把拒絕的消息置于although引導的讓步從句中，將收信人的注意力引向主句—今后的合作，就能顧及對方的面子，使得話語的回旋余地增加，表示尚有機會今后再合作。

綜上所述,學生在商務英語函電寫作中出現的問題實質上是對國際貿易語篇社團的種種語言規范不夠了解，而這恰恰與語類結構潛勢密切相關。在商務英語函電教學中，運用語類教學法可以幫助學生了解商務函電的社會功能和交際目的，了解其語類結構潛勢,從而更好地理解和創作符合特定語類慣例的商務函電。

三、語類結構潛勢理論指導下的商務英語函電教學

針對上述問題，筆者在商務英語函電教學中采用以語類結構潛勢理論為基礎的語類教學法。下面以建立業務關系信函為例，闡述教學實施步驟。

（一）分組：將全班學生分成若干個小組, 每組由4—5名學生組成，每組指定一個組長。小組成員在完成任務的過程中互相協作，商討意見，解決問題，共同實現小組目標。這樣可以使小組成員互相學習，共同提高。

（二）情景導入: 將我國某出口公司的大致情況介紹給學生，然后由學生自主瀏覽該公司的網頁，收集網頁中有價值的信息（主要是公司概況、產品種類和銷售情況），再利用google 搜索引擎查找國外相關產品的進口商，進而以國內出口公司業務員的名義模擬給其寫信，期望與之建立業務關系。這一階段的目的是激發學生對任務的關注，使學生一開始就處于一種主動、積極的情景氛圍中，從而產生寫作的渴望。

（三）情景寫作：要求學生根據上階段查找的進口商相關信息，在十五分鐘內隨堂寫一封建立業務關系信函, 教師不做任何指導, 不提供范文，讓學生按自己的設計進行寫作。這一階段各小組成員首先獨立思考，然后在小組內就措詞用句、結構安排、內容細節等方面的問題發表自己的意見。接著整個小組相互交換意見，經過分析討論后,根據已有的專業基礎和語言技能寫出信函初稿。初稿寫在寫作專用本上, 并在信函的上方寫上初稿字樣, 以便與修改稿作對比, 目的是通過對比加深印象。

（四）初稿演示：首先邀請各小組代表把他們剛完成的建立業務關系信函初稿朗讀給全班聽，學生共同就信函的寫作目的、內容, 寫作者與接收者的關系、語義結構、內容的展開形式以及語言表達方式進行討論, 找出存在的問題。

教師引導學生圍繞下列六個問題進行討論：

1、該信函的交際目的是什么?

2、交際雙方的關系如何?

3、該信函是屬于什么語式? 是為口頭閱讀還是為書面閱讀的?

4、根據該信函的交際目的, 哪些應該是必要成分? 哪些是可選成分?

5、信函中的各種信息是如何組織及表達的? 內容展開的順序如何?

6、你覺得信函初稿有哪些主要問題?

（五）范文分析：討論完各組學生的信函初稿后，教師向學生提供范文。同樣，教師就范文的交際目的、結構、內容、組織方式以及語言表達等方面進行分析，讓學生進一步明白該建立業務關系語類特有的結構潛勢。

（六）摹仿分析: 給學生建立業務關系信函若干份,讓其模仿教師的分析方法自行分析，找出信函中的必要成分，可選成分和展開順序，并對每個層次動向中可能使用的典型語言功能及其具體語言實現形式進行歸納總結, 供寫作該類信函時參考。

（七）小組討論:以“語類結構潛勢”為依據把幾封建立業務關系信函的結構打亂,讓學生通過討論拼接復原成符合語類慣例的信函。

（八）自我修改：學生討論自己的信函初稿和范文之間的差距，然后利用課堂上規定的時間對原有的信函初稿進行修改或重寫,并在修改稿上方注明修改稿字樣。

（九）摹仿寫作：根據語類結構潛勢分析的結果,教師再提供不同的商務情景，各小組學生一起擬寫屬于建立業務關系這一語類的信函,其中包括閱讀、研究、搜集、整理資料和寫作等不同步驟。通過模仿寫作，使學生更深切地體會到該語類的結構特征和語言風格。

四、結束語

本文從語類結構潛勢理論及語類教學法入手，分析了教學中學生商務英語函電寫作出現的問題, 探討了語類結構潛勢理論在商務英語函電課程教學中的實際應用, 以期探索提高學生商務英語函電寫作能力的途徑。語類結構潛勢理論一方面有助于學生更好地把握各類商務英語信函的構建機制；另一方面對學生讀懂和創造出得體而又地道的言語有著重要的作用。由于條件的限制, 筆者還沒有在教學實踐中進一步完善該理論指導下的教學設計，但是語類結構潛勢理論對商務英語函電教學無疑具有指導意義。

參考文獻：

[1]譚秋月.案例教學法與外貿函電教學研究[J].教學研究, 2006(11), P 88-89.[2]梁慶合.外貿英文函電課程立體化教學模式探究[J].佳木斯大學社會科學學報, 2007(11), P151-153.[3]王麗霞.高職外貿函電任務型教學初探[J].山西財經大學學報（高等教育版）, 2008(4), P50-51.[4] 孫朝輝.項目教學法在《商務英語函電》教學中的應用[J].職業教育研究, 2008(3), 86-87.[ 5] Halliday and Hasan.Language , Context and Text : Aspects of language in a Social-Semiotic Perspective ,[M].Australia: Deakin University Press, 1985, P55-56.Teaching Business Correspondence within the Framework of GSP

Chen Xia

(Chengdu Vocational and Technical College, Chengdu Sichuan, 610041)

Abstract: Business English correspondence has been the basic tool, through which foreign trade is carried out.However, students’ ability to write effective correspondence is hardly satisfactory.Based on Hasan's theory of Generic Structure Potential, this paper elaborates on the progress of the business English correspondence teaching, with a view to enhancing students' ability of discourse analysis and business English correspondence writing.Key Words: generic structure potential;generic approach;business English correspondence