1、1Chapter 1An Overview of Written Business Communication商务书面交流概述Training and Simulation 练习与模拟(I) 根据上述课文的内容回答下面的问题：1. 当前的英文商务书面往来主要有哪三种形式，各自有那些特点？参考答案：书信、传真、电子邮件。书信从格式和内容上最为全面正式，但传递时间较传真和电子邮件长很多；传真较书信快捷，较电子邮件正式，便于传送已有书面材料（如：报告等）；电子邮件收发方便，传递时间最短，成本低，内容、格式及措辞也较为灵活多样。2. 商业通信中的信函、传真和电子邮件分别由哪几部分组成？参考答案：正式信
2、函一般由：信头、日期、封内地址、事由、参考、称呼、正文、结束礼词、签名、职务及联系方式十部分组成。传真一般由：信头、收件人/寄件人/日期和/标题、称呼、正文、结束礼语、签名、职务及联系方式七部分组成。电子邮件一般由：收件人/主题、称呼、正文、结束礼语、发件人名、职务 /联系信息六部分组成。3. 商业通信中常见的三种书写格式是什么？参考答案：Full Block Style（完全齐头格式）、Semi-block Style with Indented Paragraphs（半齐头式）、Indented Style（缩行格式）4. 商业通信的拟写所遵循的七“C”原则是什么？参考答案：Clearne
3、ss, Conciseness, Correctness, Concreteness, Courtesy, Consideration,Completeness(II)根据所给信息按要求完成模拟练习：1. 根据所给寄信人和收信人名址按英文信封格式填写相关内容。Senders name: Lucy LuoCompany name: Elite Stationery Co., LimitedAddress: 15 Jian She Road, He Ping District, Tianjin, China 300067Recipients name: David OkamotoCompany n
4、ame: Pilot Corporation3-6-22, Kyobashi, Chuo-ku, Tokyo 104-8304, Japan参考答案：Lucy Luo (Stamp)Elite Stationery Co., Limited15 Jian She Road, He Ping District,Tianjin, China 300067Mr. David OkamotoPilot Corporation23-6-22, Kyobashi, Chuo-ku,Tokyo 104-8304, JapanChapter 2Establishment of Business Relatio
5、ns商务关系的建立Training and Simulation 练习与模拟I. 将下列句子译成英文：1. 我们从洛杉矶的分公司获悉贵公司以经营儿童玩具为主。(We learn from our branch at Los Angels that you mainly deal in kids toys.)2. 我们从贵公司网站得知你们经营办公家具。(We learn from you web site that you deal in office furniture.)3. 很高兴上周与您在上海的轻工产品交易会见面。(We are glad to meet you at the Light
6、 Industry Products Fair in Shanghai. )4. 我们将于本周末将产品目录寄给您。(We will send you our catalogue by this weekend.)5. 在过去两年中我公司的年销售额增长到以前的两倍。(Our sales have been doubled in the past two years.)6. 我公司产品的质量为我们赢得了很高的信誉。(The quality of our products has won great reputation for our company.)7. 如果贵公司能尽快提供样品将对我们有很大
7、的帮助。(It will be of great help you can you can provide us with samples.)8. 我们认为贵公司产品在中国的潜力很大。(We believe the demand for your product in China is large.)9. 我们期待您能尽快回复。(We look forward to your early reply.)10. 如有问题请随时打我的电话或发电子邮件给我。(Please call me or send e-mail to me if you have any question.)II. 将下列英文
8、译成中文：1. This corporation is specialized in handling the import business of textiles. (这家公司专门经营纺织品的进口业务。)2. We wish to introduce ourselves to you as a state-owned corporation dealing exclusively in light industry products. (我公司是一家专门经营轻工业品的国有公司。)3. Your firm has been recommended to us by the Chamber o
9、f Commerce in Tokyo, Japan. (贵公司是由东京的商会推荐给我公司。)4. You can be assured that all your letters will receive our immediate attention. (请贵公司放心所用来函都将及时处理。)5. We thank you for your e-mail of January 5 and should like to discuss how to build up our business relationship. (很感谢贵方 1 月 5 日来电，我方愿意就如何建立)36. We hav
10、e been in the line of plastic flowers for more than eight years. (我公司经营塑料已有 8 年多的历史。)7. For your reference, we attach our most updated brochure of products. (为便于你方参考，我们附上最新产品目录。)8. Most of our products are in great market demand in those areas. (我方绝大多数产品在那些区域拥有较大的需求。)9. Our business line ranges from
11、 planting, manufacturing to banking. (我公司经营从种植、生产到银行业的产品。)10. And we will be glad to provide you with our latest models in which you may be interested. (我们很高兴向你方提供我们最新型号产品，预计你方对该产品会有兴趣。)III. 请根据下列提示拟写相应的函电：1. 我公司是中国的电子玩具生产商，近日从新加坡电子玩具展览会公司名录得知贵公司经营各种电子玩具，希望建立业务关系。（electronic toy ）Chapter 3Inquiries
12、and Replies询盘与回复Training and Simulation 练习与模拟I. 按照中文意思，用英文完成下列句子：1. As one of the largest extractors and processors of food oil in China, our annual demand（年需求量） for soy bean is 100,000 M/T.2. We sincerely wish to establish a win-win（双赢） business relationship with you, who are an important provider
13、of soy bean in Brazil.3. We sincerely（诚恳地） wish to establish a win-win business relationship with you, who are an important provider of soy bean in Brazil.4. We will appreciate it（感谢） if you can offer us a competitive price.5. However, we have to ask you to quote us a more favorable price due to（由于）
14、 the stronger competition this year.6. For the similar（同类的） pens, the price is only 60% of that in last year.7. We are a main（主要的）importer of medical equipments in Tianjin, China.8. We are now looking for the opportunity to order ten sets（套）of Electron Microscope with a magnification of 80,000 times
15、.9. As we maintain a long term and steady relationship with our clients, we only keep a very thin margin（利润）.10. They are able to fulfill the requirements（要求） for regular blood and cell examination.II. 将下列句子译成英文：1. 非常感谢贵公司八月三日的询盘。(Thank you for your inquiry of August 3.)2. 由于强烈的市场竞争使得该产品价格下降了 20%。(T
16、he price of the product has been lowered by 20% due to the strong competition.)43. 请向我公司发出七英寸灰色泰迪熊的离岸价，包装为纸板箱，每打一箱。(Please send us your quotation for 7 inches Teddy bear in grey color packed in board carton, every dozen per carton on a F.O.B. basis. )4. 随着市场份额的增加，我们未来三年中，每年的订货量会增加 15%。(Our annual or
17、der will be increased by 15% in next three years together with the increase of market shares.)5. 尽管我们的销量在快速增长，但是利润却很少。(Although our sales increases rapidly, the margin is very thin.)6. 我们在此想提请贵方对市场潜力给予关注。(We would like to draw your attention to the potential market.)7. 如能收到贵方有竞争力的报盘，我方将立即向贵方发出 500 打
18、电动玩具车的订单。(As soon as we receive your competitive offer, we will place our order for 500 dozens of electronic toy cars with you.)8. 由于同类产品价格已降至去年的 80%，我们不得不请贵公司将价格削减到有竞争力的水平。(We have to ask you to reduce your price to a competitive level as the price of the similar line has been lowered to the 80% of
19、 last year.)9. 我公司在硅谷的合作伙伴将贵公司推荐给我们，来答复我们关于数据库系统软件的询盘。(You are recommended to us by our partner in Silicon Valley in reply to our inquiry for database system software.)10. 签于双方的长期友好关系，特向贵方报出优惠报盘，请在三月十一前答复有效。(In view of our long term friendly relationships, we make our favorable offer subject to your
20、 reply by March 31.)III. 将下列英文译成中文：1. We shall be glad to settle the deal with you if the price is lowered by another 5%.（如果你方能将价格再降 5%，我们将很高兴与你方敲定这笔生意。）2. Please kindly quote us your CIF Xingang, Tianjin for package in wooden cases and carton board boxes, respectively.（请向我方报出包装分别为木箱或纸板箱的天津新港到岸价格。）3
21、. It is highly appreciated if you could reply our inquiry at your lowest possible price.（我们将非常感谢如你方能够报出最优惠价格。）4. We enclose a copy of enquiry sheet which includes detailed information.（我司随信附上一份包涵详细信息的询价单。）5. We look forward to receiving your firm offer at your early convenience.（我方期望贵方早日报出实盘报价。）6. A
22、s soon as we receive your firm offer, we will inform you whether your price is acceptable to us.（一俟接到贵方实盘报价，我们将通知贵方是否接受报价。）7. Regarding your enquiry of September 1, please kindly advise us the quantity you require as soon as possible.（关于贵方九月一日的询盘，请尽快告知我方贵方所需数量。）8. Your company is recommended to us b
23、y our Embassy in New York.（贵公司是由我国在纽约的领事馆推荐给我方的。）59. We are a major importer of computer parts in China. （我公司是中国一家主要的）10. Meanwhile, please make sure that you include all requirements in your inquiry. （同时请确定贵方询盘中已包涵了所用要求。）IV. 请根据下列提示拟写相应的函电：1. 在收到一家美国公司关于电脑数据处理器的报价后，发现价格高出日本产品价格的 30%，高出台湾厂商价格的 50%。中
24、国的进口厂商通过电邮要求美国公司降价，并在信中讲明自己为最终用户。Chapter 4Making Quotations the shipment will prove to your entire satisfaction.2. We are glad to confirm the sale to you of 200 ton Green Beans resulting from our latest correspondence exchange.3. We are pleased to book from you 2,000 cases of plastic flowers.4. We e
25、xpect to put through the deal.5. We are well experienced at this line and can place orders with you in large quantities if your prices are attractive enough.86. We appreciate your effort on pushing the sale of our products these years.7. We assure you that any of your further orders with us will alw
26、ays be attended to.8. We find your terms acceptable and now decide to place our order with you.II. Please translate the following sentences into English（请将下列句子译成英文）：1. 十分感谢你方的试订单，希望此订单成为双方长期业务的开端。(We highly appreciate your trial order and sincerely hope it is the beginning of our long term business
27、relations.)2. 我方将迅速处理贵公司十月十二日的订单。(We will process your order of October 12 promptly.)3. 由于双方的共同努力，我们终于达成了这笔交易。(Through efforts of both parties, we final conclude the deal.)4. 希望你方能对我公司后面的订单给予更优惠的价格。(We hope you will provide us with more favorable price for our coming orders.)III. Please translate th
28、e following sentences into Chinese（将下列英文译成中文）：1. Your order is receiving our immediate attention and you can depend on us to effect delivery well within your time limit.（我们及时关注到贵方订单并将如期发货。）2. We enclose a trial order. If the quality is up to our expectation, we shall send further order in the near f
29、uture.（我们附上一份试订单。如果货物品质令人满意我们将很快继续下单。）3. Your prompt attention to this matter is highly appreciated.（我方将非常感谢你方对该事的及时关注。）4. We wish to refer to the recent exchange of messages and are pleased to confirm having concluded with you a transaction of 500 dozens of bed sheet.（参照近期邮件往来，我们很高兴地确认与贵方达成 500 打床单
30、的交易。）IV. Please write a business letter based on the following hints（请根据下列提示拟写相应的函电）：1. 非常感谢贵公司三月六日对塑料花的还盘。我们在此确认接受你方的价格。但是我们特别接受你方此次价格要求，是希望籍此获得你方今后的大额订单。对于所订货物请速开出信用证以便我方立即备货。Chapter 7Payment Terms支付方式Training and Simulation 练习与模拟I. Please complete the following sentences with the proper words（请用适
31、当的词完成下列句子）：1. Payment should be made by sight draft.2. Payment by L/C is our method of doing trade in chemicals.3. Mr. Yin could agree on D/P terms.4. 90% of the credit amount must be paid upon the presentation of documents.95. You do not say whether you wish the transaction to be paid by cash or by
32、 credit.6. We shall be glad if you agree to ship the goods to us as before on Cash against Documents basis.7. In view of the small amount of this transaction, we prepared to accept payment by D/P at sight for the value of the goods shipped.8. We regret to say that the payment terms stipulated in you
33、r order are not acceptable to us.9. To amend the L/C would involve a delay of about two weeks in shipment 10. We extend to you this accommodation in view of our friendly relations.II. Please translate the following sentences into English（请将下列句子译成英文）：1. 由于本次订单仅为小数额的试订单，希望贵方能报出优惠价格，以便尽快正常订货。(As this o
34、rder only serves as a trial order in modest quantity, we expect you to make a favorable quotation so that we can place regular orders with you soon.)2. 如果你方接受我们的报盘，请以电邮方式给予确认，以便我方备货。(If you accept our offer please kindly make your confirmation by e-mail so that we can have the goods prepared.)3. 上述报
35、盘以我方最后确认为准。(The above offer is subject to our final confirmation.)4. 为了避免随后修改信用证，务请做到信用证条款与合同条款严格一致。（Please make sure the terms of L/C are in full conformity with those of the contract to avoid any amendment in the future.）5. 非常遗憾我们尚未收到第 3246 销售合同项下的有关信用证，而按合同规定该信用证应于三月底前到达我处。(We regret very much th
36、at we have not received the L/C under the S/C #3246 yet. However, the L/C should have reached us by the end of March according to the contract.)III. Please translate the following sentences into Chinese（将下列英文译成中文）：1. We shall appreciate it very much if you will quote us your lowest price for the goo
37、ds above mentioned.（我们将非常感谢如你方能对上述货物报出最低价格。）2. We make you the following firm offer, subject to your reply reaching us before August 12, 2008.（我司报出实盘报价如下，以你方于 2008 年 8 月 12 日前回复有效。）3. In view of the small amount of this transaction, we are prepared to accept payment by D/P at sight for the value of
38、the goods shipped.（鉴于交易的金额较小，我方准备对发运货值接受 D/P 即期付款。）4. We regret to say that the payment terms stipulated in your order are unacceptable to us.（很遗憾地告知你方我司无法接受你方订单中的付款条件。）5. Please amend the letter of credit as requested; otherwise we cannot negotiate our draft.（请按要求修改信用证，否则我方将无法议付。）IV. Please write a
39、 business letter based on the following hints（请根据下列提示拟写相应的函电）：101. 你公司向我公司订购 400 公吨化肥的五月四日来信收悉，谢谢。很抱歉，你方关于 30 天迟期信用证付款的建议无法接受。我们必须坚持即期信用证付款的我方一贯做法。如你方同意，请来电告知，以便寄送售货合同。请谅解我方并非给予照顾。Chapter 8Packing and Shipment包装与装运Training and Simulation 练习与模拟I. Please complete the following sentences with the prope
40、r words（请用适当的词完成下列句子）：1. We wish to draw our attention to the fact that the date of delivery is approaching.2. The packing must be strong enough to withstand against handling.3. Please take the matter into consideration at once.4. We could not deliver the total quantity in one shipment.5. We shall b
41、e obliged to you will effect shipment as soon as possible.6. The cargoes were discharged at San Francisco.7. Folding Chairs are packed 2 pieces in a carton.8. Walnuts are packed in double gunny bags.II. Please translate the following sentences into English（请将下列句子译成英文）：1. 男式衬衫用木箱装，每箱十打。(Mens shirts a
42、re packed in wooden cases, every ten dozens in one case.)2. 钢笔十二支装一盒，二百盒装一木箱。(One dozen of pens is packed in a small box and two hundred boxes are packed in one wooden case.)3. 货物早已备妥待运，但是，由于你方信用证延迟到达，货物不能按期装运。(The shipment is ready. But it can not be delivered in time due to the delay of your lette
43、r of credit.)4. 装运应从六月分开始，分三次平均装，在哥本哈根转船。(Shipment begins in June in three even lots and the transshipment is made in Copenhagen.)5. 你方未在规定时间内交货已使我方非常不便。(Your delay of shipment has caused us a great deal of inconvenience.)6. 我们愿意提醒你们开立有关信用证。(We would like to remind you opening the related letter of
44、credit.)III. Please translate the following sentences into Chinese（将下列英文译成中文）：1. We can assure you that the package is fairly fit for ocean transportation.（我方可以向贵方保证货物的包装非常适合海上运输。）2. Cartons are easier to handle because they are light and compact.（因为纸板箱重量轻体积小，纸板箱更易于搬运。）3. The plastic flowers under the captioned contract should be packed in plastic bags individually, five dozens to one carton.（标题合同项下的塑料花应单独装入塑料袋，每 5 打一箱。）
