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要点信函功能：Thefunctionsofabusinesslettermaybesaidtobe1toaskforortoconveyinformation2tomakeortoacceptanoffer3todealwithmattersconcerningnegotiationofbusinessInaddition,thereareletterswithnootherpurposethantoremindtherecipientofthesender’sexistence.用法：Esq.=Esquire特定阶级使用头衔Esq.islegallyrestrictedtocertainclassesofpersonsinAmerica(e.g.judges,magistrates,barristers)ForaddressingasiglepersonMr.orEsq.isusedinEngland.Mr.alwaysprecedesthename;Esq.alwaysfollowsthename.Eg:Mr.JohnHaylingJohnHayling,EsqMessrs.作为Mr的复数，仅用于公司的名称，且该公司的名称由人的姓名组成Eg：Messrs.J.Harvey&CoMessrs.MacDonald&Evans1Messrs只能用于公司，不能写给个人Eg：J.A.Simpson,Esq.X2当公司的名称不是人名时，不能用MessrsEg：UtilityFurnitureCoX3当礼节性的名称包括在公司中，不能用MessrsEg：SirJamesMurphy&CoXDr.H.Willis&Co.LtdX4当以the开头的公司名称不能用MessrsEg：theRobinsonFurnitureCoX商务信函写作：SevenC’s（7C原则）1、Clearness清楚2、Conciseness简洁3、Courtesy礼貌4、Consideration体谅5、Completeness完整6、Concreteness具体的7、Correctness正确的Layoutofbusinessletters(布局、格式)1、Semi-indentedstyle混合式格式2、Blockedstyle齐头式Theopenstyleofpunctuation减标点法Theclosedpunctuation加标点法Businesslettersevenparts:1.theletter-head2.thedatecardinalnumbers(1,2,3,4)基数ordinalnumbers(1st,2nd)序数3.insidenameandaddress信内名址4.thesalutation称呼5.themessage正文6.thecomplimentaryclose结束敬语7.thesignature签名MiscellaneousMatters其它杂项1、References=ref.编号2、SubjectHeadings标题MainHeadings主标题ParagraphHeadings分段标题3、Enclosures=Encl.附件4、Postscript=P.S.附注FirstEnquiry首次询盘Statusenquiries资信调查书信格式建立业务关系去信的写作步骤1：说明信息来源，告知对方你从何处渠道得知对方公司的情况Ex：1Wehaveyournameandaddressfrom……2Welearnfrom/through……3Havinghadyournameandaddressfrom……4Yourcompanyhasbeenintroducedtousby……2：对你的公司作简单介绍，比如公司的业务范围或要求采购的东西等Ex：1Wewishyointroduceourselvestoyouasa……2Weareimportersof……/exportersof……3Thisistointroduceourselvesas……4Wewritetointroduceourselvesas……3：表达写信目的，表示愿意建立业务关系1Wearewillingtoenterintobusinessrelationswith……2Weexpressourdesireto……3Wearewritingtoyoufor……4Wetakethelibertyofwritingtoyouwithaviewto……4：表达与对方合作，及早收到回复的愿望1lookforwardto……2Yourearlyreplyisappreciated3Welookforwardtoyourearlyreply4Withmuchinterest回复步骤：1感谢对方对你公司产生兴趣Thankyouforinterestin…YourletterhasbeenreceiedwiththanksWearegladtolearnthat2表示对方建立业务关系意愿的兴趣Weshall……3表示采取进一步行动Wearesellingyou……资信调查函写作步骤1.直截了当说明写作意图1Ourprospectedcustomer(潜在客户)XXhavegivenusyournameasabankingreference2……havereferedustoyouthat……forinformationconcerningtheirstanding……2.说明想要调查或咨询的细节或原因1Wewouldliketoknowthefinancialandcreditstandingoftheabovementionedcompany2Weshould,therefore,liketoknowwhetherornottheirfinancialandcreditstandingaresound……3Weshouldbeobligedifyouwouldinformus……3.保证保留秘密1Wecanassureyouthatanyinformationyoumaygiveuswillbetreatedinabsoluteconfidence.2Anyinformationyoucanfurnishastotheircapitalandreputationwouldbegreatlyvaluedandtreatedinconfidencebyus资信调查函回复的写作步骤1.感谢对方信任，表达愿意提供信息的意愿Thankyouforyourenquiryaboutthebusinessstandingof……wearepleasedtosupplyyouwiththefollowinginformation发两种：有利回复，不利回复有利回复：1itenjoysagoodreputation2itispunctuallymeetingitscommitments3wearepleasedtosaythatwehaveenjoyconfidenceintheuprightnessofthisfirm4wewelcomethisopportunitytoassureyouofourcompleteconfidencein……5thisfirmhasmetitsliabilitiesregularlyandpunctually……不利回复1weregretthatwemustadviseyoutoregardtheirrequestforcreditwithcaution2ourexperiencewiththemhasnotbeensatisfactory3ourrecordsshowthatsomeoftheiraccountshasbeenoutstandingforlongperiods2.希望对方对所提供的信息进行保密Thisinformationisconfidentialandisgivenwithoutanyresponsibilityonourpart报价函的写作步骤1.表示感谢（对对方的询价）wethankyouforyourenquiryof……andarepleasedtoquoteasfollows2.向对方提供所要求的信息3.表明报价的有效期1wemuststressthatthisoffer/quotationcanremainopenfor3daysonly2subjecttobeingunsold3wecan’tconsiderthesepricesforandifniteperiodbecauseofthesituationonthemarket4besubjectto受……支配4.表示希望对方接受报价并尽早下订单1welookforwardtoreceivingyourordertoo2wehopeyouwillconsiderourcounterofferfavourablyandletushaveyouracceptancebytelex推销函写作步骤1.介绍所推销的产品，使对方了解产品，对产品产生兴趣ReasonableinpriceModerateinpriceSuperiorinquality质量上乘Excellentincraftsmanship做工精细FashionindesighBeautifulinpattern样式精美Elegantinstyle款式好Matchingincolour色彩和谐Sellwell/fast产品畅销Tomeetwithwarmreception热烈欢迎2.进行同类商品的比较，体现本产品的优势，进一步激发对方兴趣。TomakeacomparisonofXXinrespecttoXXTocomparefavorablywith3.写清优惠条款，给予对方一定的优惠条件，激发对方购买欲望Offer/allow/give/grantaXXdiscountTogiveyouthefirstchance优先权4.表示对方可以从交易中获利，希望尽早收到对方订单Toadviseyoutoavailyourselfofn.inyourowninterest翻译1)你方1994年9月2日来函收到。我们很高兴告诉你，你所要的商品属我公司的经营范围YourletterofSeptember2,1994hasbeenreceived）Wearegladtoinformyouthatthearticlesrequiredbyyoufallwithinthescopeofourbusinessactivities.2)你地中国银行函告，你们是纺织品的进口商。我们专营纺织品出口业务，愿与贵公司建立业务关系TheBankofChinainyourcityhasinformedusthatyouareimportersoftextiles）Wespecializeintheexportoftextilesandarewillingtoenterintobusinessrelationswithyou.3)遵照你方要求，我们正寄上一套布匹剪样。希望这些样品能及时到达，并使你满意Incompliancewithyourrequest,wearesendingyouarangeofcutsamplesofourcottonpiecegoods）Wehopetheywillarriveintimeandbefoundtoyoursatisfaction.4)你方9月4日来函收到。承告你们对肉类罐头有兴趣，并考虑试订。WehavereceivedyourletterofSeptember4informingusthatyoufindourcannedmeatsatisfactoryandthatyouconsiderplacingatria