商务函电笔记整理.doc

商务函电笔记整理（仅供参考）
第一章 函电
1.7C原则：completeness完整性, concreteness具体,clearness/clarity清晰,conciseness简明,courtesy礼貌,consideration, correctness.
2.美式日期：Month-day-year 英式日期：Day-month-year
3. 12个信函要件：letterhead, reference number, date, inside address, salutation, subject heading/caption, body of the letter, complimentary close, signature, enclose（Encl./Enc.）, carbon copy（c.c.）, postscript
4.称呼语——结尾谦语
Dear Sirs/Madam——Yours faithfully
Dear sir or Madam/Gentlemen——Yours truly
Dear Mr. Henry——Yours sincerely/lovingly/affectionately
5.信函格式（详见P9-P13）
缩行式Indented Style:封内地址和其需要分行的地方的后一行都比前一行缩进，正文每一段开始一行都缩进。
平头式Block Style:打字机打上去的每一行字包括日期、封内地址、事由和结尾礼词都从左边空白边缘打起。
改良平头式Modified Block Style:除了日期、结尾礼词、签名位于中间靠右，其他部分每行开头都与左边空白边缘看齐。
混合式Semiblock Style with Indented Paragraphs: 日期、结尾礼词、签名中间靠右，封内地址平头，正文每一段开始行缩进。
6.信封写法
缩进式：收信人地址从三分之一处向右写，寄信人地址位于左上角，邮票贴在右上角
平头式：收信人地址从二分之一往右写，寄信人地址位于左上角，邮票贴在右上角
7常用句式p22-p24

第二章 建交函
1.如何得到客户信息
Website, exhibition and trade fair, trade directory, banks, advertisements, market survey, chambers of commerce商业行会, trade delegation and group, commercial counsellor’s office商务参赞处
2.信函建交步骤
The source of information——the purpose of writing the letter ——little advertising your company——your hope of cooperation and early reply
3.建立贸易关系考虑因素
Business policy and customary practice, political and economic stability, diplomatic relations with your country, culture and interests of potential buyers, geographic conditions, natural environment（climate）
4.相关要点
Many thanks for your letter/ favor/communication/correspondence of March 5,2016 regarding/concerning/referring to …
Inform/notify/advise sb of/that
Take the liberty of 冒昧地
Contact/approach/get in touch with
Item=article=product
Scope=sphere=range=frame
在某处 in one’s place/area/district/region=at one’s end=on one’s side
有意购买，有兴趣 be in the market for=have/take interest in=be of interest to
属于我们的经营范围内 fall/lie/be within the scope/sphere/range/frame of our business activity
Come under the scope of our trade activity
合时宜的 in line 不合时宜的 out of line
按照Be in line/agreement/conformity/compliance/keeping with
Enclosed please find=please find enclosed= we are enclosing here with
坚持 adhere to
Exchange of needed goods互通有无
By/through joint/mutual/collective efforts 共同努力
To be only/but/all/ready too pleased/glad to do 十分乐于做某事
Handle/trade/specialize in 主营
There is nothing available/suppliable/exportable/obtainable at present
With a view to/in the hope of/hoping that鉴于，目的是
Be indebted/obliged/appreciated/grateful to sb for sth 感激某人做某事
Owe to 把…归功于
For your examination/study/information/reference/perusal/consideration供参考
Be in a position to 能够做..

第三章 询价函
1.内容
Name of commodity, discount, quality, quantity, packing method, time of shipment, specification, terms of payment, price
2.相关要点
Fair/reasonable/moderate/rational price 合理价格
Advanced/appreciated price 上涨价格
Dealer/merchant/businessman/trader 商人
we can allow/give/make/grant the discount打折 at a discount 折扣，不受欢迎
成交 make the deal=business is possible=come to terms/business=close a bargain/deal=put the deal through=give one’s hands on bargain
Reduce/cut/cut down/lower the price to…
Shipping company=forwarding agent
Invite/call/draw/direct one’s attention to提请某人注意
In due/good time/course 及时的

Present/prevailing/current price现价 bedrock/bottom/floor price 最低价格
favorable price 优惠价格
maximum/minimum quality
by separate post =under separate cover另封
prime/tip-top quality一流质量
please be （rest）assured of/that 请放心，请确认
in receipt of 收到 state-operated 国营 out of season 不合时令
fair average quality大路货 take delivery 提货 customs entry 进口报关
on request 一旦请求就.. on sale 上市，廉价出售

第四章 报盘
1.报盘和报价：报价quotation常为虚盘，报盘offer是卖方或卖方愿意按提出的各项交易条件订立合同的意愿
2.实盘：有有效期，有约束力
虚盘：包含保留条款
3.写作步骤：thanks for enquiry——specific offer——the validity otherwise a reservation clause——hopes for an order（future cooperation）
4.相关要点
Open/issue/establish an L/C 开具信用证
Relative/relevant/concerning L/C
S.S=steam ship M.V=motor vessel
In sb’s favor 以…为受益人
Comply with=in compliance with 依照，符合
Draw a draft on sb for..向某人索取若干金额的汇票
In/Ready stock 现货 out of stock 缺货
In/on hand 手头上（现有）
On or before 到某日
In reply 此复
Avail oneself of 利用机会…
Take pleasure in 高兴做
Brisk demand 旺盛的需求
be subject to 以…为准
trial order 试订货

第五章 还盘
1.定义：partial rejection, also a new offer
2.写作步骤
Thanks for the offer and state attitude——regret at inability to accept and explain why——counter-offer——hope for prompt reply
3.相关要点
Price is on the rise/rather stiff/excessive/prohibitive/a bit high/on the high side 价格高
To make a concession to sb 对某人让步
Cope with 应付
Minimum quantity最低起订量
At one’s earliest convenience 尽早
On/under/according to usual terms 通常条件下
At your level/price 按照你方价格
In view of = considering 鉴于
See one’s way （clear）to do sth 设法做某事
For account of 为…，受….委托 for sb’s account=for the account of sb 由某人负担
On account of 由于 on one’s own account 为自己的利益 account for 占比例，解释
Make an exception of 对…破例 with the exception of 除..外

第六章 接受
1.销售合同：heading(title, number of contract, time and place),body(duties, obligation), ending
2.Head
Title: 注明original/copy, purchase/sale/lease/shipping contract
Number of contract: 由年份、公司代码、部门代号等构成
Time: 美国月份在前，英国日期在前，月份可缩写但要用英语大写
Place of signature
买卖双方的名称、地址、联系方式
序言（对合同的描述）
3.body
Shipping mark, guarantee of quality, inspection and claims, late delivery and penalty
4.end
有效日期，所遵守法律，双方签名，合同的备注部分
5.相关要点
Counter-signature 会签
Bridge/bridge over/close the gap 弥合差距
Subsequent to在…之后 prior/previous to 在….之前
Order sheet=indent 订单
Effect/make/spread shipment 发货
Place/book an order with sb for sth
On condition that=provided that=if 如果
For file 以存档 execute order=carry out order
Expedite=speed up
Please act with dispatch 请抓紧
Cover against All Risks投保一切险
Lot=parcel 一批货 in duplicate 一式两份
With the view of/to 以…为目的
Make out缮制 mark down 记下 conclusion of a deal 成交

PS：后面的单元没有做多少笔记，主要以书上的注释为主，建议大家以课后习题和注释复习，每种函电背一些开头结尾常用句式之类的，时间比较紧只能整理到这里了，比较粗糙希望大家不介意，祝过~