第一篇：商務(wù)英語資料大全
商務(wù)日語資料大全 商務(wù)英語100句(NEW)2 證明的寫法 商務(wù)英語常見誤譯例析 4 商業(yè)信函的7個“C”原則 5 出差用語 6 通知的寫法 面見客戶時的實用英語 Reorganization of a Partnership 公司改組通知 9 付予代理權(quán) 商務(wù)合同英譯應(yīng)注意的問題
（一）11 商務(wù)合同英譯應(yīng)注意的問題
（二）商務(wù)合同英譯應(yīng)注意的問題
（三）私人和公務(wù)信函英文寫(一)14 私人和公務(wù)信函英文寫(二)15 私人和公務(wù)信函英文寫(三)16 外企office常用英語(一)17 外企office常用英語(二)18 外企office電話英語 19 商務(wù)方面口語和寫作 20 外貿(mào)價格術(shù)語 網(wǎng)絡(luò)中的廣告術(shù)語 22 怎樣寫最后的催款信 23 電郵(書信)寫作技巧 24 商務(wù)談判實例(一)25 商務(wù)談判實例(二)26 商務(wù)談判實例(三)27 商業(yè)書信常用開頭 28 出差常用商務(wù)用語 怎樣回復(fù)不合理的抱怨和索賠？ 30 邀請信范例
商務(wù)合同英譯應(yīng)注意的問題 32 國際電話中的常用語 33 外貿(mào)常見英文縮略詞 34 商務(wù)英語七日七語
商務(wù)信件書寫簡要介紹 36 商務(wù)方面口語和寫作 37 中英對照商標(biāo)術(shù)語 38 辦公室術(shù)語常識
商務(wù)英語句 I want a package deal including airfare and hotel.我需要一個成套服務(wù)，包括機票和住宿。2 I'd like to change this ticket to the first class.我想把這張票換成頭等車。I'd like to reserve a sleeper to Chicago.我要預(yù)訂去芝加哥的臥鋪。4 I won't check this baggage.這件行李我不托運。I'd like to sit in the front of the plane.我要坐在飛機前部。I missed my train.我未趕上火車。I haven't nothing to declare.我沒有要申報的東西。8 It's all personal effects.這些東西都是我私人用的。I'll pick up ticket at the airport counter.我會在機場柜臺拿機票。I'd like two seats on today's Northwest Flight 7 to Detroit, please.我想訂兩張今天西北航空公司7班次到底特律的機票。11 We waited for John in the lobby of the airport.我們在機場的大廳里等約翰。I'd like to buy an excursion pass instead.我要買一張優(yōu)待票代替。13 I'd like a refund on this ticket.我要退這張票。I'd like to have a seat by the window.我要一個靠窗的座位。You have to change at Chicago Station.你必須要在芝加哥站轉(zhuǎn)車。We have only one a day for New York.到紐約的一天只有一班。17 Sorry, they are already full.抱歉，全部滿了。I'd like to reserve a seat to New York.我要預(yù)訂一個座位去紐約。The flight number is AK708 on September 5th.班機號碼是9月5日AK708。There's a ten thirty flight in the morning.早上10點半有班機。I'm looking for my baggage。
我正在找我的行李。
I'd like to make a reservation
我想預(yù)訂。The sooner, the better.越快越好。I'd like to change my reservation.我想變更一下我的預(yù)訂。I'd like to reconfirm my flight from London to Tokyo.我要再確認一下我從倫敦到東京的班機。26 My reservation number is 2991.我的預(yù)訂號碼是2991。I made a reservation in Tokyo.我在東京預(yù)訂的。I made reservations yesterday.我昨天預(yù)訂的。I want to reserve a seat from Los Angeles to Tokyo.我要預(yù)訂一張從洛杉磯到東京的機票。I always have a big wash to do on Saturdays.我星期六總是有一大堆的衣物要洗。31 The laundry is not dry enough.衣服還沒干。
I put too much detergent in the washer.我在洗衣機里放了太多的洗衣粉。33 This stain is really stubborn.這污垢去不掉。
I did three loads of wash today.我今天洗了三次衣服。35 The train is comfortable.坐火車很舒服。
I checked my baggage in the baggage section.我在行李房托運行李。
He guessed the train would come in early.他猜想火車會很早到達。
The stations are always full of people.火車站里經(jīng)常擠滿了人。39 I hope you have a good trip.祝你旅途愉快。
You need to transfer at Central Station.你必須在中央車站換車。
How long are you going to stay here?
你要在這里停留多久？
Do you have anything to declare?
你有東西要申報關(guān)稅嗎？
What's the purpose of your visit?
你旅行的目的是什么？ 44 What time does the ship leave?
船什么時間啟航？
When will the ship leave for Honolulu?
這艘船什么時候出發(fā)去檀香山？
Could you please give me the departure time?
你能告訴我出發(fā)的時間嗎？
Do I need a reservation to go by ship?
我坐船去需要預(yù)訂嗎? 48 How much for a one-way ticket to Shanghai?
去上海的單程票多少錢？
When would you like to return?
你打算什么時候回來/去？
Do you have any tickets available for that date?
你們有那天的票嗎? 52 How much does a round trip ticket to go there cost?
張去那邊的往返票要多少錢？
Would you take this coat to the cleaner's?
你可以把這件外套送到洗衣店嗎？
Will you iron out the wrinkles in this skirt?
可以幫我把這件裙子燙平嗎？ 55 Won't you iron this shirt for me?
可以幫我燙這件襯衫嗎？
Will you bring the laundry in if it rains?
下雨時請你收一下衣服，好嗎？
Where am I supposed to pay the excess train fare?
我應(yīng)該在哪里補票？
Where can you pick up your suitcase?
你在哪里取你的手提箱呢？
When can you pick up your ticket?
你什么時候可拿到車票呢？ 60 Where is immigration?
入境處在什么地方? 61 Where can I get my baggage?
我到哪里去拿我的行李呢？
Is the departure time on schedule?
起飛時間準(zhǔn)時嗎？
How long will the flight be delayed?
班機誕誤多長時間？
What's the cause of the delay?
什么原因延誤？
Will the flight be delayed?
這班機會延誤嗎？
May I have baggage tags?
請給我行李標(biāo)簽好嗎？ 67 Excuse me, what time will the plane arrive in Tokyo?
對不起，請問飛機何時到達東京呢？ 68 Could you explain how to fill this out?
請你說明一下怎樣填這張表好嗎？
May I have a customs declaration form, please?
請給一份海關(guān)申報表好嗎？
May I have a disembarkation card?
請給我一張離機卡好嗎？ 71 Is this within the tax-free limit?
這個在免稅限額內(nèi)嗎？ 72 Where''s a tax-free shop?
免稅店在哪兒？
What time should I be at the departure gate?
我在什么時間到登機門？
Could you help me find my baggage?
請你幫我找我的行李好嗎？ 75 Will the flight be canceled?
這班機會被取消嗎? 76 Would you please make my reservation to Chicago for tomorrow?
請幫我預(yù)訂明天去芝加哥的座位好嗎？
Do you have a flight to New York departing at about 10 a.m.Next Monday?
你們有下周一大約下午10點起飛到紐約的班機嗎？ 78 What''s the fare to New York, Economy Class?
去紐約的經(jīng)濟艙機票多少錢？ 79 Where do I pick up the ticket?
我什么地方拿機票？
From which station does the train leave?
這列火車從哪個站開出呢? 81 Can I stop over on the way?
我在中途可以停嗎？
Can I have a second-class one way ticket to Chicago,please?
請給我一張去芝加哥的單程二等票好嗎？ 83 Are there any discount tickets for me?
給我有折扣嗎？
What time does the plane take off?
飛機何時起飛呢？
One way or a round trip ticket?
單程票還是雙程票呢？
What time does the first train to Boston leave?
第一班去波士頓的列車什么時間開出呢？ 87 Is it direct train?
這是直達車嗎？
What platform does the train leave from?
這班車從哪個站臺開出呢？ 89 By what time should I check in?
我該什么時間辦理登機手續(xù)呢？ 90 What is th boarding time?
何時登機呢？
How much is the excess baggage charge?
超額行李費多少錢？
Will this flight leave on time?
這班機準(zhǔn)時起飛嗎？
Can I bring this on the plane?
這件我可以帶上飛機嗎？ 94 What is the gate number?
登機門是幾號? 95 Are there reserved seats on the train?
車上有預(yù)訂座位嗎？ 96 Where is gate six?
6號登機門在哪兒？
Where is the boarding gate for this flight?
這班飛機的登機門在哪兒？
Has this seat number started boarding?
這個座位號已開始登機了嗎？ 99 Where is the ticket office?
售票處在哪兒？
How long is the ticket valid?
這車票有效期多久？ 證明的寫法
證明書種類很多，有工作經(jīng)歷證明、工作經(jīng)驗證明、病情證明、留學(xué)生經(jīng)濟擔(dān)保書、學(xué)業(yè)成績證明書等等，是用來證明一個人的身份、學(xué)歷、婚姻狀況、身體情況等或某一件事情的真實情況。證明信的寫法通常也采用一般信件格式，但多省掉收信人的姓名、地址和結(jié)束用語。稱呼多用“To Whom It May Concern”意即“有關(guān)負責(zé)人”，但此項也可省略。寫證明書要求言簡意賅。
醫(yī)生證明書
Doctor's Certificate
June.18, 2000
This is to certify that the patient, Mr.Tomas, male, aged 41, was admitted into our hospital on June.9, 2000, for suffering from acute appendicitis.After immediate operation and ten days of treatment, he has got complete recovery and will be discharged on June.19, 2000.It is suggested that he rest for one week at home before resuming his work.Jack Hopkins
Surgeon-in-charge
醫(yī)生證明書
2000年6月18日
茲證明病人托馬斯先生，男，41歲，因患急性闌尾炎，于2000年6月9日住院。經(jīng)立即施行手術(shù)和十天治療后，現(xiàn)已痊愈，將于2000年6月19日出院。建議在家休息一個星期后再上班工作。
主治醫(yī)生：杰克·霍普金斯
公證書
Certificate
(90)Lu Zi, No.1130
This is to certificate that Mr.Zhao Qiangwen holds a diploma issued to him in July, 1980 by Shandong University(Diploma No.064)and that we have carefully checked the seal of the University and the signature by President Zhou Yong sen.Jinan Notary Public Office
Shangdong Province
the People's Republic of China
Notary: Wang Fang
May 2, 2000
公證書（90魯公證字第1130號）
茲證明趙強文先生持有山東大學(xué)于1980年發(fā)給他的064號畢業(yè)文憑上的學(xué)校印簽和校長周永森簽字屬實。
中華人民共和國
山東省濟南市公證處
公證員：王芳
2000年5月2日 商務(wù)英語常見誤譯例析
筆者在商務(wù)英語教學(xué)中發(fā)現(xiàn),外貿(mào)英語中有一些使用十分頻繁的詞匯很容易被誤譯，原因是商務(wù)英語中相同的單詞在不同情況下具有不同的含義?，F(xiàn)將這些單詞的不同用法和含義試加比較說明。
例一：floating
It is not surprising, then, that the world saw a return to a floating exchange rate system.Central banks were no longer required to support their own currencies.Floating policy is of great importance for export trade;it is, in fact, a convenient method of insuring goods where a number of similar export transactions are intended, e.g.where the insured has to supply an overseas importer under an exclusive sales agreement or maintains sales representatives or subsidiary companies abroad.譯文：
在這種情況下，世界各國又恢復(fù)浮動匯率就不足為奇了。各國中央銀行也就無須維持本幣的匯價了。
統(tǒng)保單對出口貿(mào)易至關(guān)重要。它實際上是貨物保險中的一種便利的辦法，特別適合于分不同的時間出口的一批類似貨物，如，當(dāng)被保險方根據(jù)獨家代理協(xié)議書向國外的進口方供貨，或在國外委任了銷售代表，設(shè)立分支機構(gòu)時用之。
注解：
floating 在上述兩個句中的意思完全不一樣，floating exchange rate 意為“浮動匯率”，即可自由浮動，完全受市場力量決定的匯率制度。而 floating policy 則指用以承保多批次貨運的一種持續(xù)性長期保險憑證，常譯為“統(tǒng)保單”。
例二：confirm
We'd like to inform you that our counter sample will be sent to you by DHL by the end of this week and please confirm it ASAP so that we can start our mass production.Payment will be made by 100% confirmed, irrevocable Letter of Credit available by sight draft。
譯文：
很高興通知您，我們的回樣將于本周末用特快專遞給您，請盡快確認，以便我們開始大批生產(chǎn)。
付款方式為1O0% 即期，保兌，不可撤消信用證。
注解：
confirmed 一詞在這兩句話的意思也不一樣。在第一個句子中，confirm 的意思是“確認”。在第二個句子中，confirmed L/C 應(yīng)翻譯為“保兌信用證”，即指一家銀行所開的由另一家銀行保證兌付的一種銀行信用證。
例三：negotiable
Part time barman required．Hours and salary negotiable.This Bill of Lading is issued in a negotiable form, so it shall constitute title to the goods and the holder, by endorsement of this B/L.譯文：
招聘兼職酒店保安，工作時間和薪水面議。
所簽發(fā)的提單可為轉(zhuǎn)讓的，故只要在提單上背書, 便確定了貨物和持票人的所有權(quán)。
注解：
在第一句話中，negotiable 的意思是“可商議的”，在第二句話中的意思則是“可轉(zhuǎn)讓的”，“可轉(zhuǎn)讓提單”經(jīng)過背書后即可將所有權(quán)轉(zhuǎn)讓給他人，值得注意的是，negotiating bank 則是議付銀行，即購買或貼現(xiàn)匯票的銀行。
例四：discount
You may get a 5% discount if your order is on a regular basis.If a seller extends credit to a time draft, they have made a trade acceptance．The seller can request that the bank finance the transaction by buying the draft．The bank is said to discount the draft.譯文：
如果你方定期給我方下定單，你方便可得到 5% 的折扣。
如賣方開出的是遠期匯票，以此向買方提供信用，此時就做了一筆商業(yè)匯票承兌業(yè)務(wù)，賣方可以請銀行買下商業(yè)承兌匯票，銀行用這個辦法對出口商融資，也就是說，銀行對該匯票貼現(xiàn)了。
注解：
discount 在這兩句話中的意思一個是折扣，另一個是貼現(xiàn)。折扣是指商品在原價的基礎(chǔ)上按百分比降價，貼現(xiàn)則是指未到期的票據(jù)向銀行融資，銀行扣取自買進日至到期日的利息，并收取一定的手續(xù)費后，將余下的票面金額付給持票人。
例五：endorse
Our products have been endorsed by the National Quality Inspection Association.Draft must be accompanied by full set original on board marine Bill off Lading made out to order，endorsed in blank，marked freight prepaid.譯文：
我們的產(chǎn)品為全國質(zhì)量檢查協(xié)會的推薦產(chǎn)品。
匯票必須附有全套印有“貨物收訖”字樣的正本海運提單，憑指示、空白背書，并寫明“運費已付”。
注解：
在第一個句子中，“推薦”是指用過某種產(chǎn)品后感到滿意，并通過媒體介紹給公眾。而第二句中的“空白背書明是指背書人(endorser)只在票據(jù)背面簽上自己的名字，而不注明特定的被背書人(endorsee)。
例六：average
If a particular cargo Is partially damaged，the damage is called particular average.It's obvious that the products are below the average quality.譯文：
如果某批貨是部分受損，我們稱之為“單獨海損”。
很明顯，這批產(chǎn)品的品質(zhì)是中下水平。
注解：
在第一個句子中，particular average 的意思是“單獨海損”，是指在保險業(yè)中由于海上事故所導(dǎo)致的部分損失，因此 average 一詞的意思是損失或損壞，而第二句中的 average 為“平均”之意。
例七：tender
Under CIF, it is the seller's obligation to tender the relative documents to the buyer to enable him to obtain delivery of the goods.If they arrive, or to recover for the loss, if they are lost on the voyage.He became as exhilarated as if his tender for building a mansion had been accepted.譯文：
在 CIF 價格術(shù)語項下，賣方的責(zé)任是向買方遞交有關(guān)單證，使其能在貨物到達后提取貨物；如果貨物運輸途中丟失了，買方也可憑單證去獲取補償。
他欣喜若狂，好象他承辦大廈建筑的投標(biāo)被接受了。
注解：
商務(wù)英語中的重要條款用詞非常正規(guī)，在第一句話中，tender 是用作動詞，相當(dāng)于 give。而在第二句中，tender 是用作名詞，意思是“投標(biāo)”。商業(yè)信函的7個“C”原則
寫信的原則（Writing Principles）已從原來的3個“C”（Conciseness, Clearness, Courtesy）發(fā)展到目前的７個“C”：Completeness, Clearness, Concreteness, Conciseness, Correctness, Courtesy, Consideration
實例:
Dear Sirs,With reference to your letter of April 9, we are pleased to accept your offer of 100 tons of Copper Wire as per your Offer Sheet No.8/070/02B.Please go ahead and apply for your Export Licence.As soon as we are informed of the number of the Export Licence we will open the L/C by cable.信的本文漢譯
關(guān)于你們四月九日涵，我們高興地接受你們第8／070／02Ｂ號報盤單所報100噸紫色銅絲。請著手辦理申請出口許可證。一經(jīng)接到出口許可證號碼的通知，當(dāng)即電開信用證。出差用語
I can't miss the ten o'clock train.I'm going to Beijing on business.I'm sure it's with the boss again this time.Nothing is more stressful than going on a business trip with our boss.They scheduled the negotiation at nine tomorrow morning.There're still several things that haven't been decided yet before the trip.Don't you think it a good thing for you to get out of the office for a couple of days?
The train isn't crowded at all recently.Last time I went on a business trip with the boss I didn't even have enough to eat.he first thing you'll do is look for a comfortable hotel.You don't know how tight the schedule is for this business trip.Quite often we have to play host to them though it's their home ground.Nothing's been decided yet.Why going there in such a hurry?
The company is sometimes very cheap on the travel expenses.I like to take an accasional business trip for a change.On this trip I have to visit several important customers.We always discuss business matters.It's boring.Every time I'm back, I have to write a detailed report of the business trip.Sometimes you arrive there around two or three o'clock in the morning.Business trip is tiring to me.She always gets some presents for other people in the office when she's back from a business trip.通知的寫法
通知是上級對下級、組織對成員或平行單位之間部署工作、傳達事情或召開會議等所使用的應(yīng)用文。通知的寫法有兩種，一種是以布告形式貼出，把事情通知有關(guān)人員，如學(xué)生、觀眾等，通常不用稱呼；另一種是以書信的形式，發(fā)給有關(guān)人員，次種通知寫作形式同普通書信，只要寫明通知的具體內(nèi)容即可。通知要求言簡意賅、措辭得當(dāng)、時間及時。
例一：布告形式的通知：通常此類通知上方正中寫Notice或NOTICE（通知），發(fā)出通知的的單位的具體名稱可放在正文前，也可放在正文后，右下角處，發(fā)出通知的日期寫在左下角處。例如：
NOTICE
All professors and associate professors are requested to meet in the college conference room on Saturday, August 18, at 2:00 p.m.to discuss questions of international academic exchanges.May.14, 2000
通知
本星期六（8月18日）下午二時，全體教授和副教授在學(xué)院會議室開會，討論國際學(xué)術(shù)交流問題，請準(zhǔn)時出席。
例二：書信形式的通知
Dear Examinee:
As you know, due to unfortunate circumstances, ETS was forced to cancel the scores of the Octorber 1992 TOEFL ****istration in the People's Republic of China.At that time, you were notified that you would be able to take another TOEFL without charge up through the October 1993 ****istration.You should be aware that the TOEFL program has a long standing policy of not refunding test fees when ****istrations are cancelled.We apologize for any inconvenience that this may cause to you.Russell Webster
Executive Director
TOEFLProgram
Educational Testing Service 諸考生：
如你所知，很遺憾，教育考試服務(wù)處被迫取消1992年10月在中華人民共和國進行的托?？荚嚦煽儯?dāng)時，我方通知你直至1993年10月止，可免費參加在此期間的任何一次考試。你本應(yīng)知道托福考試項目有一條長期有效的政策：當(dāng)考試被取消時，之后的一次考試不再收取費用。
因此帶給您的不便，深表歉意。
教育考試服務(wù)處，托?？荚図椖繄?zhí)行主任：
拉塞爾·韋伯斯特（簽字）面見客戶時的實用英語
會話場景接機后的次日,Brian在公司里,為Johnathan 介紹自己的老板-Mr.Sun…。
B: Mr.Sun, I'd like you to meet Mr.Johnathan Mitchell, sales manager for Nortern Reflections of Canada.(Sun extends hand first;Sun and Mitchell shake hands)Mr.Mitchell, Mr.Steven Sun, general manager of Apex Trading.孫先生,讓我為你介紹加拿大Northern Reflections的業(yè)務(wù)經(jīng)理-Jonathan Mitchell先生。(孫先生先伸出手,兩人握手)Mitchell先生,這是Steven孫先生,Apex貿(mào)易公司的總經(jīng)理。
S: It's very nice to finally meet you, Mr.Mitchell-after so many phonecalls and faxes.(offers his business card first)I'd like you to have my business card.多次電話、傳真往返之后,非常高興終于見到您,Mitchell先生(先遞出名片),請收下我的名片。
J: Thanks very much, Mr.Sun.Please accept mine.(offers his own card)And please, call me Johnathan.(both look at cards for a few seconds, then put them in wallets-not pockets)
謝謝您,孫先生。也請收下我的名片(遞上自己的名片),叫我Johnathan就行了。
(兩個人都看了一下對方的名片,放入皮夾而非口袋中)
B: If you don't mind, Johnathan, while you and Mr.Sun get acquainted, I'd like to check the arrangements for the meeting.如果你不介意,Johnathan,在你和孫先生互相認識時,我先失陪,看看會議安排得如何。
J: You're certainly on top of things, Brian.Brian,一切當(dāng)然在你掌握之中!
S:(looking at Brian)You'll find Mr.Tayler-Brian91 Street
書信的結(jié)尾致意要留意,弄清大家的關(guān)系才選擇用詞,例子:
1.Very Formal非常正規(guī)的(例如給政府大老爺?shù)?
Respectfully yours，Yours respectfully，2.Formal正規(guī)的(例如客戶公司之間啦)
Very truly yours，Yours very truly，Yours truly，3.Less Formal不太正規(guī)的(例如客戶)
Sincerely yours，Yours sincerely，Sincerely，Cordially yours，Yours cordially，Cordially，4.Informal非正規(guī)的(例如豬朋狗友,同事之類)
Regards，Warm regards，With kindest regards，With my best regards，My best，Give my best to Mary，F(xiàn)ondly，Thanks，See you next week!
有時在we, I, and you之間選擇是很煩的事--
如果是公司代表聯(lián)絡(luò)生意之類,可以用:
We will reimburse you for these legal expenses.Sinopec will reimburse you for these legal expenses.如果單純說你自己,可以用:
I found the brochure very informative.有時可以一起用啦...:
We are pleased to offer you the position of sales director, and I am looking forward to our Tuesday morning meeting.那么I和you呢?好煩好煩.一般來說,收信人的利益比較重要,名義上都要這樣想.給人尊重的語氣就一般不會錯了.多用you有時會有隔閡的感覺.You will be pleased to learn that you have been selected to serve on our advisory board.Your prompt response will be appreciated.(好像欠你一樣)
I'm pleased that our board has selected you as the best qualified candidate to serve on our advisory board.I hope you'll agree to serve.(這就友善多了)
Your book was well written and comprehensive.(不用你來判斷我呀~~)
I thoroughly enjoyed your book and found an answer to every one of my questions about performance appraisals.(客氣一點,人家受落)
總之,語氣和賓詞的運用得當(dāng)能決定你的禮貌程度.開頭致意
用人家的名字總好過人家的頭銜稱呼.如果沒有名字,或者是好正規(guī)信的信件,可以考慮這些:
Dear Comittee Member:
Dear Meeting Planner:
Dear Colleagues:
To All Sales Reps:
To Whom It May Concern:
Dear Sir or Madam:
Dear Madam or Sir:
Dear Purchasing Agent:
如果是公司呢?
Gentlemen or Ladies:
Ladies or Gentlemen:
什么怪事都有,如果那公司是全男班或全女班呢?
Dear Sirs:
Dear Ladies:
Dear Mesdames:
Gentlemen:
Ladies:
有時見到人家用冒號就說人家錯,其實也未必啊,看:
Dear Mr.Jones:(非常正規(guī))
Dear Joan:
Dear Jim，Jim,(非正規(guī))
簽名
用筆親自簽名會比較受落,免到過都不要電腦貼圖或蓋章啦....不要把Mr., Ms., Mrs., Dr.之類一起簽,人家會笑你的...簽名也看信件的語氣.給朋友或公司客戶,簽Bill也可以,給陌生人就最好用Gates或者Bill Gates啦.商務(wù)談判實例(一)Dan Smith是一位美國的健身用品經(jīng)銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu既感到這位大漢粗獷的外表，藏有狡兔的心思――他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：
D: I'd like to get the ball rolling(開始)by talking about prices.R: Shoot.(洗耳恭聽)I'd be happy to answer any questions you may have.D: Your products are very good.But I'm a little worried about the prices you're asking.R: You think we about be asking for more?(laughs)
D:(chuckles莞爾)That's not exactly what I had in mind.I know your research costs are high, but what I'd like is a 25% discount.R: That seems to be a little high, Mr.Smith.I don't know how we can make a profit with those numbers.D: Please, Robert, call me Dan.(pause)Well, if we promise future business――volume sales(大筆交易)――that will slash your costs(大量減低成本)for making the Exec-U-ciser, right?
R: Yes, but it's hard to see how you can place such large orders.How could you turn over(銷磬)so many?(pause)We'd need a guarantee of future business, not just a promise.D: We said we wanted 1000 pieces over a six-month period.What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.商務(wù)談判實例(二)
Robert回公司呈報Dan的提案后，老板很滿意對方的采購計劃;但在折扣方面則希望Robert能繼續(xù)維持強硬的態(tài)度，盡量探出對方的底線。就在這七上七八的價格翹翹板上，雙方是否能找到彼此地平衡點呢？請看下面分解:
R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.D: Just what are you proposing?
R: We could take a cut(降低)on the price.But 25% would slash our profit margin(毛利率).We suggest a compromise――10%.D: That's a big change from 25!10 is beyond my negotiating limit.(pause)Any other ideas?
R: I don't think I can change it right now.Why don't we talk again tomorrow?
D: Sure.I must talk to my office anyway.I hope we can find some common ground(共同信念)on this.NEXT DAY
D: Robert, I've been instructed to reject the numbers you proposed;but we can try to come up with some thing else.R: I hope so, Dan.My instructions are to negotiate hard on this deal――but I'm try very hard to reach some middle ground(互相妥協(xié)).D: I understand.We propose a structured deal(階段式和約.For the first six months, we get a discount of 20%, and the next six months we get 15%.R: Dan, I can't bring those numbers back to my office――they'll turn it down flat(打回票).D: Then you'll have to think of something better, Robert.商務(wù)談判實例(三)
Dan上回提議前半年給他們二成折扣，后半年再降為一成半，經(jīng)Robert推翻后，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數(shù)字呢？他從錦囊里又掏出什么妙計了呢？請看下面分解：
R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
D: That's a lot to sell, with very low profit margins.R: It's about the best we can do, Dan.(pause)We need to hammer something out（敲定）today.If I go back empty-handed, I may be coming back to you soon to ask for a job.(smiles)
D:(smiles)O.K., 17% the first six months, 14% for the second?!
R: Good.Let's iron out（解決）the remaining details.When do you want to take delivery（取貨）?
D: We'd like you to execute the first order by the 31st.R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.D: Right.We couldn't handle much larger shipments.R: Fine.But I'd prefer the first shipment to be 1000 units, the next 2000.The 31st is quite soon----I can't guarantee 1500.D: I can agree to that.Well, if there's nothing else, I think we've settled everything.R: Dan, this deal promises big returns（賺大錢）for both sides.Let's hope it's the beginning of a long and prosperous relationship.商業(yè)書信常用開頭(1)特此奉告等
To inform one of;To say;To state;To communicate;To advise one of;To bring to one?s notice(knowledge);To lay before one;To point out;To indicate;To mention;To apprise one of;To announce;To remark;To call one?s attention to;To remind one of;etc.1.We are pleased to inform you that
2.We have pleasure in informing you that
3.We have the pleasure to apprise you of
4.We have the honour to inform you that(of)
5.We take the liberty of announcing to you that
6.We have to inform you that(of)
7.We have to advise you of(that)
8.We wish to inform you that(of)
9.We think it advisable to inform you that(of)
10.We are pleased to have this opportunity of reminding you that(of)
11.We take the advantage of this opportunity to bring before your notice
12.Please allow us to call your attention to
13.Permit us to remind you that(of)
14.May we ask your attention to
15.We feel it our duty to inform you that(of)
(2)為(目的)奉告某某事項
1.The purpose of this letter is to inform you that(of)
2.The purport of this line is to advise you that(of)
3.The object of the present is to report you that
4.The object of this letter is to tell you that
5.By this letter we Purpose to inform you that(of)
6.Through the present we wish to intimate to you that
7.The present serves to acquaint you that 出差常用商務(wù)用語
I can't miss the ten o'clock train.I'm going to Beijing on business.I'm sure it's with the boss again this time.Nothing is more stressful than going on a business trip with our boss.They scheduled the negotiation at nine tomorrow morning.There're still several things that haven't been decided yet before the trip.Don't you think it a good thing for you to get out of the office for a couple of days?
The train isn't crowded at all recently.Last time I went on a business trip with the boss I didn't even have enough to eat.The first thing you'll do is look for a comfortable hotel.You don't know how tight the schedule is for this business trip.Quite often we have to play host to them though it's their home ground.Nothing's been decided yet.Why going there in such a hurry?
The company is sometimes very cheap on the travel expenses.I like to take an occasional business trip for a change.On this trip I have to visit several important customers.We always discuss business matters.It's boring.Every time I'm back, I have to write a detailed report of the business trip.Sometimes you arrive there around two or three o'clock in the morning.Business trip is tiring to me.She always gets some presents for other people in the office when she's back from a business trip.怎樣回復(fù)不合理的抱怨和索賠？ I.USEFUL EXPRESSIONS 常用語
1.How to start your letter?
Thank you for your letter of ______[date] concerning the goods you ordered ____ weeks ago.Thank you for writing us about your irritation concerning the delay of....We have received the letter in which you complained about....I'm sorry to hear of the damage to your hairdryer during your trip abroad.2.How to say that your are not responsible for the damage/error/delay? The delay, however, was not caused at our end.We are sorry for the inconvenience you have experienced, but we cannot be held responsible for the delay.I'd like to clarify a misunderstanding we may have had regarding delivery terms and turn-around time.It appears that the responsibility should rest with the shipping company.I'm sorry, but we cannot be responsible for returned goods that are lost in transit.Unfortunately, we cannot be held responsible for this damage, which occurred because the hairdryer was plugged into a 220 volt outlet.3.How to offer suggestions or help?
I suggest that you contact your shipper to start tracing the shipment.Because we are not responsible for handling damage after the product leaves our plant, we suggest you check with your local store for a possible refund.We suggest that you deal with the shipping company and the insurers who have covered you on the goods.4.How to end your letter?
If you need any help in your investigation, please let me know.Please let me know if I may help further in this matter.Please let me know if you have any further questions.We appreciate your interest in our products.If you have any other question, please call me at 000-0000.II.SAMPLE 范文
Dear _________:
Thank you for your letter of ______[date] concerning the goods you ordered ______ weeks ago.Unlike domestic orders for which we guarantee overnight delivery, international orders take at least _____ weeks for delivery.We have made this clear in the order instruction of our catalog(p.___).As you will see, shipments for _________[area] usually take _____ weeks.If you desire faster delivery for your next order, we can send the goods by express delivery.The rate, however, will be considerably higher.Sincerely yours, _________[name] _________[title] III.TIPS
掌握寫作要領(lǐng)
1.Tell the customer that you have received his/her complaint.2.Tell the customer politely that his/her complaint or claim is not justified.3.Explain why you are not responsible for the problem.4.Be helpful in offering assistance or suggestions.5.When possible, be cooperative in compromise or partial adjustments.邀請信范例
Dear sir／madam
ORGANIZATION would very much like to have someone from your company speak at our conference on TOPIC.As you may be aware the mission of our association is to promote WHAT.Many of our members are interested in the achievements your company has made in.Enclosed is our preliminary schedule for the conference which will be reviewed in weeks.I'll call you DATE to see who from your company would be willing to speak to us.I can assure you that we'll make everything convenient to the speaker.Sincerely yours
NAME 商務(wù)合同英譯應(yīng)注意的問題
英譯商務(wù)合同貌似簡單，實則不然。商務(wù)合同是一種特殊的應(yīng)用文體，重在記實，用詞行文的一大特點就是準(zhǔn)確與嚴(yán)謹(jǐn)。
本文擬運用翻譯教學(xué)中所積累的英譯商務(wù)合同的實例，從三個方面論述如何從大處著眼、小處著手、力求準(zhǔn)確嚴(yán)謹(jǐn)英譯商務(wù)合同。
前言
一、酌情使用公文語慣用副詞
商務(wù)合同屬于法律性公文，所以英譯時，有些詞語要用公文語詞語、特別是酌情使用英語慣用的一套公文語副詞，就會起到使譯文結(jié)構(gòu)嚴(yán)謹(jǐn)、邏輯嚴(yán)密、言簡意賅的作用。但是從一些合同的英文譯本中發(fā)現(xiàn)，這種公文語副詞常被普通詞語所代替，從而影響到譯文的質(zhì)量。
實際上，這種公文語慣用副詞為數(shù)并不多，而且構(gòu)詞簡單易記。常用的這類副詞是由 here、there、where 等副詞分別加上 after、by、in、of、on、to、under、upon、with 等副詞，構(gòu)成一體化形式的公文語副詞。例如：
從此以后、今后：hereafter； 此后、以后：thereafter； 在其上：thereonthereupon； 在其下：thereunder； 對于這個：hereto； 對于那個：whereto；
在上文：hereinabovehereinbefore； 在下文：hereinafterhereinbelow；
在上文中、在上一部分中：thereinbefore； 在下文中、在下一部分中：thereinafter．
現(xiàn)用兩個實例，說明在英譯合同中如何酌情使用上述副詞。
例 1：本合同自買方和建造方簽署之日生效。
This Contract shall come into force from the date of execution hereof by the Buyer and the Builder.例 2：下述簽署人同意在中國制造新產(chǎn)品，其品牌以此為合適。
The undersigned hereby agrees that the new products whereto this trade name is more appropriate are made in China.二、謹(jǐn)慎選用極易混淆的詞語
英譯商務(wù)合同時，常常由于選詞不當(dāng)而導(dǎo)致詞不達意或者意思模棱兩可，有時甚至表達的是完全不同的含義。因此了解與掌握極易混淆的詞語的區(qū)別是極為重要的，是提高英譯質(zhì)量的關(guān)鍵因素之一，現(xiàn)把常用且易混淆的七對詞語，用典型實例論述如下。
2.1.shipping advice 與 shipping instructions
shipping advice 是“裝運通知”，是由出口商（賣主）發(fā)給進口商（買主）的。然而 shipping instructions 則是“裝運須知”，是進口商（買主）發(fā)給出口商（賣主）的。另外要注意區(qū)分 vendor（賣主）與 vendee（買主），consignor（發(fā)貨人）與 consignee（收貨人）。上述這三對詞語在英譯時、極易發(fā)生筆誤。
2.2.abide by 與 comply with
abide by 與 comply with 都有“遵守”的意思．但是當(dāng)主語是“人”時，英譯“遵守”須用 abide by。當(dāng)主語是非人稱時，則用 comply with 英譯“遵守”。
例 3：雙方都應(yīng)遵守/雙方的一切活動都應(yīng)遵守合同規(guī)定。
Both parties Shall abide by/All the activities of both parties shall comply with the contractual stipulations.2.3.change A to B 與 change A into B
英譯“把 A 改為 B“用“change A to B”，英譯“把 A 折合成/兌換成 B“用“change A into B”，兩者不可混淆。
例 4：交貨期改為 8 月并將美元折合成人民幣。
Both parties agree that change the time of shipment to August and change US dollar into Renminbi.2.4.ex 與 per
源自拉丁語的介詞 ex 與 per 有各自不同的含義。英譯由某輪船“運來”的貨物時用 ex，由某輪船“運走”的貨物用 Per，而由某輪船“承運”用 by。
例 5：由“維多利亞”輪運走/運來/承運的最后一批貨將于 10 月 1 日抵達倫敦。
The last batch per/ex/by S.S.“Victoria” will arrive at London on October(S.S.= Steamship)
2.5.in 與 after
當(dāng)英譯“多少天之后”的時間時，往往是指“多少天之后”的確切的一天，所以必須用介詞 in，而不能用 after，因為介詞 after 指的是“多少天之后”的不確切的任何一天。
例 6：該貨于 11 月 10 日由“東風(fēng)”輪運出，41 天后抵達鹿特丹港。
The good shall be shipped per M.V.“Dong Feng” on November 10 and are due to arrive at Rotterdam in 140 days.(M.V.= motor vessel)
2.6.on/upon 與 after
當(dāng)英譯“……到后，就……”時，用介詞 on/upon，而不用 after，因為 after 表示“之后”的時間不明確。
例 7：發(fā)票貨值須貨到付給。
The invoice value is to be paid on/upon arrival of the goods.2.7.by 與 before
當(dāng)英譯終止時間時，比如“在某月某日之前”，如果包括所寫日期時，就用介詞 by；如果不包括所寫日期，即指到所寫日期的前一天為止，就要用介詞 before。
例 8：賣方須在 6 月 15 日前將貨交給買方。
The vendor shall deliver the goods to the vendee by June 15.(or: before June 16，說明含 6 月 15 日在內(nèi)。如果不含 6 月 15 日,就譯為 by June 14 或者 before June 15。)
三、慎重處理合同的關(guān)鍵細目
實踐證明，英譯合同中容易出現(xiàn)差錯的地方，一般來說，不是大的陳述性條款。而恰恰是一些關(guān)鍵的細目．比如：金錢、時間、數(shù)量等。為了避免出差錯，在英譯合同時，常常使用一些有限定作用的結(jié)構(gòu)來界定細目所指定的確切范圍。
3.1.限定責(zé)任
眾所周知，合同中要明確規(guī)定雙方的責(zé)任。為英譯出雙方責(zé)任的權(quán)限與范圍，常常使用連詞和介詞的固定結(jié)構(gòu)?，F(xiàn)把最常用的此類結(jié)構(gòu)舉例說明如下。
3.1.1 and/or 常用 and/or 英譯合同中“甲和乙+甲或乙”的內(nèi)容，這樣就可避免?nbsp| 譯其中的一部分。
例 9：如果上述貨物對船舶和（或）船上其它貨物造成任何損害，托運人應(yīng)負全責(zé)。
The shipper shall be liable for all damage caused by such goods to the ship and/or cargo on board.3.1.2 by and between
常用 by and between 強調(diào)合同是由“雙方”簽訂的，因此雙方必須嚴(yán)格履行合同所賦于的責(zé)任。
例 10：買賣雙方同意按下述條款購買出售下列商品并簽訂本合同。
This Contract is made by and between the Buyer and the Seller, whereby the Buyer agrees to buy and the Seller agrees to sell the under-mentioned commodity subject to the terms and conditions stipulated below.3.2.限定時間
英譯與時間有關(guān)的文字，都應(yīng)非常嚴(yán)格慎重地處理，因為合同對時間的要求是準(zhǔn)確無誤。所以英譯起止時間時，常用以下結(jié)構(gòu)來限定準(zhǔn)確的時間。
3.2.1 雙介詞
用雙介詞英譯含當(dāng)天日期在內(nèi)的起止時間。
例 11；自 9 月 2O 日起，甲方已無權(quán)接受任何定單或收據(jù)。
Party A shall be unauthorized to accept any orders or to collect any account on and after September 20.例 12：我公司的條件是，3 個月內(nèi)，即不得晚于 5 月 1 日，支付現(xiàn)金。
Our terms are cash within three months, i.e.on or before May 1.3.2.2 not(no)later than
用“not(no)later than +日期”英譯“不遲于某月某日”。
例 13：本合同簽字之日一個月內(nèi)，即不遲于 12 月 15 日，你方須將貨物裝船。
Party B shall ship the goods within one month of the date of signing this Contract, i.e.not later than December 15.3.2.3 include 的相應(yīng)形式
常用 include 的相應(yīng)形式：inclusive、including 和 included，來限定含當(dāng)日在內(nèi)的時間。
例 14：本證在北京議付，有效期至 1 月 1 日。
This credit expires till January 1(inclusive)for negotiation in Beijing.(or: This credit expires till and including January 1 for negotiation in Beijing.)如果不包括 1 月 1 日在內(nèi)，英譯為 till and not including January 1。
3.3.限定金額
為避免金額數(shù)量的差?nbsp|、偽造或涂改，英譯時常用以下措施嚴(yán)格把關(guān)。
3.3.1.大寫文字重復(fù)金額
英譯金額須在小寫之后，在括號內(nèi)用大寫文字重復(fù)該金額，即使原文合同中沒有大寫，英譯時也有必要加上大寫。在大寫文字前加上“SAY“，意為“大寫”；在最后加上“ONLY”．意思為“整”。必須注意：小寫與大寫的金額數(shù)量要一致。
例 16：聘方須每月付給受聘方美元 500 元整。
Party A shall pay Party B a monthly salary of US $ 500(SAY FIVE HUNDRED US DOLLARS ONLY).3.3.2.正確使用貨幣符號
英譯金額必須注意區(qū)分和正確使用各種不同的貨幣名稱符號。“$"既可代表“美元”，又可代表其它某些地方的貨幣；而“￡”不僅代表“英鎊”，又可代表其它某些地方的貨幣。
必須注意：當(dāng)金額用數(shù)字書寫時，金額數(shù)字必須緊靠貨幣符號，例如：Can $891,568，不能寫成：Can $ 891,568。另外，翻譯的還要特別注意金額中是小數(shù)點(.)還是分節(jié)號(,)，因為這兩個符號極易引起筆誤，稍有疏忽，其后果是不堪設(shè)想的。
國際電話中的常用語
Hello.May I speak to Mr.Brown?
Yes, this is he speaking.Who's speaking, please?
I'm sorry, he is not in now.Would you like to leave a message?
Mr.Brown is on another line now.Hold the line a moment, please.May I have Ext.5883?
I can't hear you.Would you speak a little louder?
I'm sorry.I have the wrong number.You are wanted on phone.Will you ask him to call me back later?
I was cut off.Will you connect me again?
We'll call you back in a few minutes.Will you hang up and wait, please?
I want to place an overseas call to New York.Could you tell me the time and charges after the call?
Sorry, I can't wait.Please cancel the call.This is the Singapore operator.Would you connect me with Mr.Lee in the International Department?
This is the overseas operator in the United States.You have an overseas collect call from Mr.Smith in San Francisco.Will you accept the charges? 外貿(mào)常見英文縮略詞
CFR(cost and freight)成本加運費價
D/P(document against payment)付款交單
C.O(certificate of origin)一般原產(chǎn)地證
CTN/CTNS(carton/cartons)紙箱
DL/DLS(dollar/dollars)美元
PKG(package)一包，一捆，一扎，一件等
G.W.(gross weight)毛重
C/D(customs declaration)報關(guān)單
W(with)具有
FAC(facsimile)傳真
EXP（export)出口
MIN(minimum)最小的，最低限度
M/V（merchant vessel)商船
INT（international)國際的MT或M/T(metric ton)公噸
INV(invoice)發(fā)票
REF（reference)參考、查價
STL.(style)式樣、款式、類型
RMB（renminbi)人民幣
PR或PRC(price)價格
S/C（sales contract)銷售確認書
B/L（bill of lading)提單
CIF（cost,insurance&freight)成本、保險加運費價
T/T(telegraphic transfer)電匯
D/A(document against acceptance)承兌交單
G.S.P.(generalized system of preferences)普惠制
PCE/PCS(piece/pieces)只、個、支等
DOZ/DZ(dozen)一打
WT(weight)重量
N.W.(net weight)凈重
EA(each)每個，各
w/o(without)沒有
IMP(import)進口
MAX(maximum)最大的、最大限度的
M 或MED(medium)中等，中級的S.S(steamship)船運
DOC(document)文件、單據(jù)
P/L(packing list)裝箱單、明細表
PCT(percent)百分比
EMS（express mail special)特快傳遞
T或LTX或TX(telex)電傳
S/M（shipping marks)裝船標(biāo)記
PUR(purchase)購買、購貨
L/C（letter of credit)信用證
FOB（free on board)離岸價 商務(wù)英語七日七語
1.I will send you some brochuresif you are interested.如果您有興趣的話，我可以寄給您一些介紹產(chǎn)品的小冊子。
2.Can you suggest an alternative﹖
能否告知您其他方便時間？
3.As an alternativeI wish to propose May 3rd.另一個方便時間是5月3日。
4.If you are interestedwe may consider selecting you as our partner.如果貴公司感興趣，我們可以考慮選擇你們作為我們的合作伙伴。
5.I see.But aren?t these prices for your domestic customers﹖
我明白了。但是這些價格是提供給國內(nèi)顧客的嗎？
6.Yeswe take note of your comment.Prices depend also on volume.How much quantity do you forecast to sell in the first year﹖
好的，我們會注意這一點。價格也會因數(shù)量而有所不同，貴公司預(yù)計在第一年銷售多少數(shù)量呢？
7.Thenlet us develop together a marketing plan with yearly forecasts of volume with pricing.那么，讓我們依年度數(shù)量預(yù)測來共同擬訂一個市場銷售計劃。商務(wù)信件書寫簡要介紹
Brief Introduction to Business Letters Words and expressions: Letterhead Reference Salutation Complimentary Attention line Subject line Enclosure Carbon copy Full block style（齊頭式）Indented style
Section A Parts of Business Letters Most business letters have seven standard parts.They are letterhead, reference and date, inside address, salutation, body, complimentary close, and signature.When appropriate, any of the following optional items can be included.Attention line, subject line, file or account number, enclosures, carbon copy notation, mailing notation and postscript.Letterhead
Letterhead designs vary with business organizations and occupy the top of the first page.They may be positioned at the center or at the left margin the top of the page.A business letterhead, usually printed, contains all or some of the following elements: The company?s name , address, postcode, telephone number, telex number, fax number, the name of the officer or the director and even some picture or slogan for a symbol of the company.Reference and Date A typewritten date is necessarily included in the heading.The date is usually placed two lines below the last line of the letterhead at left margin for full block style or ending with the right margin for indented style.It is usual to show the date in the order day/month/year(English Practice)or month /day /year(American practice).Avoid giving a date in figures and abbreviations.Inside Address The inside address is typed directly below the date line at the left hand margin.The inside address of a letter to an individual consists of the person?s courtesy title, name, business or executive title(it should be used immediately after the name)and address.When the letter is to a group, the inside address includes the full group name and the address.Care should be taken to address the recipient exactly as on the envelope.Salutation
Salutation is placed at the left margin two lines below the inside address and two lines above the body of the letter.Considered a polite greeting with which a friendly business letter begins, the personal salutation must be appropriate for the first line of the inside address.If the letter is addressed to an individual, It is usual to use: Dear Mr.Smith, Dear Ms.John, Dear Prof.Hobart, Dear Dr.Walter, The trend is towards Ms.As the courtesy title for all women regardless of their marital status.When addressing a letter to a firm, Dear Sirs, Ladies and gentlemen or Gentlemen(American English)would be used.Attention Line An attention line is considered a part of the inside address and it leads the letter to a particular person or department when the letter is addressed to a company.It is usually between the inside address and the salutation or above the inside address ,as shown in examples: Attention: Import Dept.For the attention of Mr.Donnan, Sales manager Attention of Mr.Standard, General Manager.Subject line The subject heading is regarded as a part of the body of a business letter.Usually it is in the upper case or initial capitals/underline and placed between the salutation and the body of a letter to call attention to what content the letter is about.For example: Dear Ms.Smith, Our Catalogue No.2, Opening Sentence The first paragraph of the body is introductory.It will always begin with reference to the previous letter received and provide an introduction to what will be discussed.Here are examples as follows:(1),Your letter of 9?? September to our Beijing
(2),We refer to quotations of 8??october and our mail offer of 1?? December regarding the supply of Speedo swimming caps.(3)We acknowledge, with thanks, receipt of your binding application form for the 76?? international Exhibition in March, 1998.(4),We are pleased to inform you that the arrangements have now been made to ship the cotton underwear under your Order no.456.(5), We regret up to the time of writing we have not heard anything from you about the shipment under the captioned contract.Complimentary close The complimentary close is simply a polite way to end a letter.The expression for the complimentary close should match the salutation.It appears in the middle of the page and two lines below the closing sentence for indented layout.While it starts at the left-hand margin for fully blocked letters.Only the initial letter in the first word of any complimentary close is capitalized.Postscript The signature mainly consists of the addresser?s signature, he typed name of his and his business title.Name of the company if it is previously printed on the letterhead.The addresser should sign the letter by hand and in ink above the typed name which the typed post follows immediately.Signing on behalf of somebody else ,it is usual to write for pp or per pro before he letter.Enclosure
第二篇：商務(wù)英語學(xué)習(xí)資料
商務(wù)英語學(xué)習(xí)資料：50個英語絕佳句型 1.I'm an office worker.我是上班族。
2.i work for the government.我在政府機關(guān)做事。3.i'm happy to meet you.很高興見到你。
4.like your sense of humor.我喜歡你的幽默感。5.i'm glad to see you again.很高興再次見到你。6.i'll call you.我會打電話給你。
7.i feel like sleeping / taking a walk.我想睡/散步。8.i want something to eat.我想吃點東西。9.i need your help.我需要你的幫助。
10.i would like to talk to you for a minute.我想和你談一下。11.i have a lot of problems.我有很多問題。
12.i hope our dreams come true.我希望我們的夢想成真。
13.i'm looking forward to seeing you.我期望見到你。hearing from you 14.i'm supposed to go on a diet / get a raise.我應(yīng)該節(jié)食/漲工資。
15.i heard that you＇re getting married.congratulations.聽說你要結(jié)婚了，恭喜！16.i see what your mean.我了解你的意思。17.i can't do this.我不能這么做。
18.let me explain why i was late.讓我解釋遲到的理由。19.let's have a beer or something.咱們喝點啤酒什么的。
20.where is your office? 你們的辦公室在哪？
21.what is your plan? 你的計劃是什么？
22.when is the store closing? 這家店什么時候結(jié)束營業(yè)？
23.Are you sure you can come by at nine? 你肯定你九點能來嗎？
24.Am i allowed to stay out past 10? 我可以十點過后再回家嗎？
25.The meeting was scheduled for two hours, but it is not over yet.會議原定了兩個小時，不過現(xiàn)在還沒有結(jié)束。
26.Tom's birthday is this week.湯姆的生日就在這個星期。
27.Would you care to see it / sit down for a while? 你要不要看/坐一會呢？
28.Can you cover for me on friday / help me / tell me how to get there?
星期五能不能請你替我個班/你能幫我嗎/你能告訴我到那里怎么走嗎？
29.could you do me a big favor? 能否請你幫我個忙？give me a hand
30.he is crazy about crazy english.他對瘋狂英語很著迷。
31.can you imagine how much he paid for that car?
你能想象他買那車花了多少錢嗎？
32.can you believe that i bought a tv for $25?
你能相信我花25美元買了一臺電視機嗎？
33.did you know he was having an affair / cheating on his wife?
你知道他有外遇了嗎？/欺騙他的妻子嗎？
34.did you hear about the new project? 你知道那個新項目嗎？
35.do you realize that all of these shirts are half off?你知道這些襯衫都賣半價了嗎？
36.do you mind if i take tomorrow off? 你介意我明天請假嗎？
37.i enjoy working with you very much.我很喜歡和你一起工作。
38.did you know that stone ended up marrying his secretary?
你知道嗎？斯通最終和他的秘書結(jié)婚了。
39.let's get together for lunch.讓我們一起吃頓午餐吧。
40.how did you do on your test?你這次考試的結(jié)果如何？
41.do you think you can come? 你認為你能來嗎？
42.how was your weekend ? 你周末過得怎么樣？
43.here is my card.這是我的名片。
44.he is used to eating out all the time.他已經(jīng)習(xí)慣在外面吃飯了。
45.i'm getting a new computer for birthday present.我得到一臺電腦作生日禮物。
46.have you ever driven a bmw? 你有沒有開過“寶馬”？
47.how about if we go tomorrow instead? 我們改成明天去怎么樣？
48.how do you like hong kong? 你喜歡香港嗎？
49.how do you want your steak? 你的牛排要幾分熟？
50.how did the game turn out? 球賽結(jié)果如何？
Do you know the phone English? Please have a look at the following sentences!
1.對不起，你所撥打的號碼已關(guān)機！
英文：Sorry!The subscriber you dialed is power off.2.對不起，你所撥打的號碼是空號，請查證后再撥！
英文：Sorry!The number you dialed does not exist,please check it and.3.對不起，你所撥打的號碼正在通話中，請稍候再撥！
英文：Sorry!The subscriber you dialed is busy now,please redial later.4.對不起，你所撥打的號碼暫時無法接通，請稍候再撥！
英文：Sorry！The subscriber you dialed can not be connected for the moment, please redial later.5.對不起，你所撥打的號碼已過期。
英文：Sorry, you dial number already expired.6.您好！您所撥打的號碼是空號，請核對后再撥。
英文：Sorry!The number you dialed does not exist,please check it and dial later.7.您好！您所撥打的電話已關(guān)機。
英文：Sorry!The subscriber you dialed is power off.8.對不起！您撥打的用戶暫時無法接通，請稍后再撥。
英文：Sorry！The subscriber you dialed can not be connected for the moment,please redial later.9.對不起！您的電話已欠費，請您續(xù)交話費，謝謝！
英文：Sorry,your telephone charge is overdue,please renew it,thank you!
10.對不起！您的電話已停機。詳情請垂詢“1860”。
英文：Sorry!Your telephone service is suspended,for more information,please dial“1860”.11.對不起！您撥打的電話已停機。
英文：Sorry!The number you dialed is out of service.12.（1）被叫用戶登記了呼叫等待功能。
您好！請不要掛機，您撥打的電話正在通話中。
英文：Sorry!Please holdon，the subscriber you dialed is busy now.（2）被叫用戶未登記呼叫等待功能。
您好！您撥打的電話正在通話中，請稍后再撥。
英文：Sorry!The subscriber you dialed is busy now,please redial later.1.where are you calling from?the singal is very weak.你在哪里打電話?信號很弱。
2.sorry,give me a second.i've got a call waiting.抱歉,稍等一下,我有個電話打進來了。
3.oops.i forgot to recharge my cellphone battry last night.糟糕.昨晚忘了給受機充電了。
4.i tired to reach you on your cellphone,but i was in the basement and couldn't get a sigal at all.我試著打手機聯(lián)系你,但我當(dāng)時在地下室,根本收不到信號。
5.why do you always set your cell to divert calls?i can hardly reach you.你為什么老是把手機設(shè)成轉(zhuǎn)接?我很難找到你哎！
6.what'your phone number?i'm gonna save it in my address list.你電話號碼是多少?我要把它存在我的電話簿里。
7.hey!you cellphone ringer sounds really annoying.can you switch it to silent mode?
喂!你的手機鈴聲聽起來真的很煩,你可不可以切換到靜音模式？
外企電子郵件高頻句：
1.Initiate a meeting 發(fā)起會議
I would like to hold a meeting in the afternoon about our development planning for the project A.今天下午我建議我們就A項目的發(fā)展計劃開會討論一下。
I suggest we have a call tonight at 9:30pm(China Time)with you and Brown.Please let me know if the time is okay for you and Ben.我建議我們今晚九點半和Brown小聚一下，你和Ben有沒有空? We'd like to have the meeting on Thu Oct 30.Same time.十月三十號(周四),老時間,開會。
Let's make a meeting next Monday at 5:30 PM SLC time.下周一鹽湖城時區(qū)下午五點半開會。
I want to talk to you over the phone regarding issues about report development and the XX project.我想跟你電話討論下報告進展和XXX項目的情況。
2.Seeking for more information/feedbacks/suggestions 咨詢信息/反饋/建議 Shall you have any problem accessing the folders, please let me knows.如果存取文件有任何問題請和我聯(lián)系。
Thank you and look forward to having your opinion on the estimation and schedule.謝謝你,希望能聽到更多你對評估和日程計劃的建議。Look forward to your feedbacks and suggestions soon.期待您的反饋建議!What is your opinion on the schedule and next steps we proposed? 你對計劃方面有什么想法?下一步我們應(yīng)該怎么做? What do you think about this? 這個你怎么想? Feel free to give your comments.請隨意提出您的建議。Any question, please don't hesitate to let me know.有任何問題,歡迎和我們聯(lián)系。Any question, please let me know.有任何問題,歡迎和我們聯(lián)系。
Please contact me if you have any questions.有任何問題,歡迎和我們聯(lián)系。
Your comments and suggestions are welcome!歡迎您的評論和建議!Please let me know what you think? 歡迎您的評論和建議!Do you have any idea about this? 對于這個您有什么建議嗎? It would be nice if you could provide a bit more information on the user's behavior.您若是能夠就用戶行為方面提供更多的信息就太感激了!At your convenience, I would really appreciate you looking into this matter/issue.如果可以,我希望你能負責(zé)這件事情。
3.Give feedback 意見反饋 Please see comments below.請看下面的評論。
My answers are in blue below.我的回答已標(biāo)藍。
I add some comments to the document for your reference.我就文檔添加了一些備注,僅供參考。
4.Attachment 附件
I enclose the evaluation report for your reference.我附加了評估報告供您閱讀。
Attached please find today's meeting notes.今天的會議記錄在附件里。
Attach is the design document, please review it.設(shè)計文檔在附件里,請評閱。
For other known issues related to individual features, please see attached release notes.其他個人特征方面的信息請見附件。
5.Point listing 列表
Today we would like to finish following tasks by the end of today:1…….2…….今天我們要完成的任務(wù):1??.2??.Some known issues in this release:1…….2…….聲明中涉及的一些問題:1??.2??.Our team here reviewed the newest SCM policy and has following concerns:1…….2…….我們閱讀了最新的供應(yīng)鏈管理政策,做出如下考慮:1??.2??.Here are some more questions/issues for your team:1…….2…….以下是對你們團隊的一些問題:1??.2??.The current status is as following: 1……2…… 目前數(shù)據(jù)如下: 1??2??
Some items need your attention:1…….2…….以下方面需提請注意:1??.2??.6.Raise question 提出問題
I have some questions about the report XX-XXX 我對XX-XXX報告有一些疑問。
For the assignment ABC, I have the following questions:… 就ABC協(xié)議,我有以下幾個問題:??
7.Proposal 提議
For the next step of platform implementation, I am proposing… 關(guān)于平臺啟動的下一步計劃,我有一個提議??
I suggest we can have a weekly project meeting over the phone call in the near future.我建議我們就一周項目開一個電話會議。
Achievo team suggest to adopt option A to solve outstanding issue…… Achievo團隊建議應(yīng)對突出問題采用A辦法
8.Thanks note 感謝信
Thank you so much for the cooperation感謝你的合作!I really appreciate the effort you all made for this sudden and tight project.對如此緊急的項目您做出的努力我表示十分感謝。Thanks for your attention!謝謝關(guān)心!Your kind assistance on this are very much appreciated.我們對您的協(xié)助表示感謝。Really appreciate your help!非常感謝您的幫助!
9.Apology 道歉
I sincerely apologize for this misunderstanding!對造成的誤解我真誠道歉!I apologize for the late asking but we want to make sure the correctness of our implementation ASAP.很抱歉現(xiàn)在才進行詢問,但是我們需要盡快核實執(zhí)行信息。
【職場】十四句常用職場英語口語
1.You're in the pink!
要想說人氣色好，“You look fine!”當(dāng)然不錯，可如果你說“You're in the pink!”就妙得多了，實際上，在英語口語中，巧妙使用一些表示顏色的詞能使得句子非常形象生動。
2.He is bouncy.“他精力充沛”美國人通常說：“He is bouncy.”，而不說“He is energetic”，牢記一些日常對話中的句式是你生活中一把必備的鑰匙。如：久仰，“I get mind of you”比“I heard a lot about you.”輕松得多。
3.Did you get lost?
有人開會遲到了，你若對他說“You are late.”，聽起來像是廢話。若說“Did you get lost?”，則更能讓他感到歉疚，可千萬別說成“Get lost!”，那可是讓人滾蛋的意思。
4.Do you have the time? 別人征求你的意見，問能否開窗戶等，你要是說“You can do that.”就有點土了，用一句“Do you have the time?”就好多了。實際上，問他人的姓名，地址都可以這么用：“May I have your name?”要比“What's your name?”禮貌得多，不過警察例外。
5.I would rather not say.別人問你不愿公開的問題，切勿用“It's my secret, don't ask such a personal question.”回答，一來顯得你沒有個性，二來也讓對方覺得你氣短。你可以說“I would rather not say.”（還是別說了吧）。
6.It's on the tip of my tongue.有時候，你想說什么，可是想不起來，你可以說“Well?”、“Let me see.”、“Just a moment.”或“It's on the tip of my tongue.”等。相比之下，最后一個句型是最地道的。
7.While I remember… 交談時，你可能會轉(zhuǎn)換話題，不要只說“By the way”，實際上，“To change the subject”、“Before I forget”、“While I remember”、“Mind you”都是既地道又受歡迎的表達。
8.I got it.遇到你不懂的問題時可別不懂裝懂，“I know”可能是被中國人用得最多，而最不被美國人接受的一句話。當(dāng)一個美國教師向你解釋某個問題時，你如果連說兩遍“I know”，我敢保證，他不會再跟你說什么了。用“I got it.”就順耳得多，要是不懂就說“I'm not clear about it.”。不過如果你會說“It's past my understanding.”或“It's beyond me.”，你的教師一定會驚訝不已的。
9.The meeting was scheduled for two hours, but it is not over yet.會議原定兩個小時，不過現(xiàn)在還沒有結(jié)束。
10.Would you care to see it/sit down for a while? 你要不要看/坐一會呢？
11.I'm supposed to go on a diet/get a raise.我應(yīng)該節(jié)食/漲工資。
12.I'm afraid that it's not going to work out.我恐怕這事不會成的。
13.Do you mind if I take tomorrow off? 你介意我明天請假嗎？
14.It really depends on who is in charge.那純粹要看誰負責(zé)了。
personnel system 人事制度
personnel management 人事管理
office hour 辦公時間
company time 工作時間
work hour 工作時間
eight-hour shift 八小時工作制
shift 輪班
morning session 上午班
evening/night shift 小/大夜班
day shift 日班
attendance book 簽到本
late book 遲到本
day off 休息日
coffee break 上班中的休息時間
workday 工作日
working condition 工作環(huán)境
work permit 工作證
work overtime 加班
holiday rotation 節(jié)假日輪流值班
traveling allowance(for official trip)差旅費
payroll 工資冊
salary 薪水(指付給一個人的固定勞動補償)wage 工資(為勞動或服務(wù)所付的報酬，尤指按小時、天數(shù)、周或按工作量所付的薪酬)salary raise 加薪
windfall 外快
annual pension 年薪
year-end bonus 年終獎
bonus 獎金
premium 紅利
overtime pay 加班費
punch the clock 打卡
time recorder 打卡機
sneak out 開溜
internship 實習(xí)
on probation 試用
probation staff 試用人員
agreement of employment 聘書
evaluation of employee 員工考核
employee evaluation form 考核表
merit pay 績效工資
dock pay 扣薪
unpaid leave 無薪假
before-tax salary 稅前薪水
income tax 所得稅
take-home pay/after-tax salary 稅后凈薪
release pay 遣散費
severance pay 解雇費
salary deduction 罰薪
casual leave 事假
sick leave 病假
“五險一金”
endowment insurance 養(yǎng)老保險
medical insurance 醫(yī)療保險
unemployment insurance 失業(yè)保險
employment injury insurance 工傷保險
maternity insurance 生育保險
housing fund 住房公積金
第三篇：商務(wù)英語信函常用基礎(chǔ)資料
商務(wù)英語信函常用基礎(chǔ)資料 1.特此奉告等
To inform one of;To say;To state;To communicate;To advise one of;To bring to one's notice(knowledge);To lay before one;To point out;To indicate;To mention;To apprise one of;To announce;To remark;To call one's attention to;To remind one of;etc.1.We are pleased to inform you that 2.We have pleasure in informing you that 3.We have the pleasure to apprise you of 4.We have the honour to inform you that(of)5.We take the liberty of announcing to you that 6.We have to inform you that(of)7.We have to advise you of(that)8.We wish to inform you that(of)9.We think it advisable to inform you that(of)10.We are pleased to have this opportunity of reminding you that(of)11.We take the advantage of this opportunity to bring before your notice 12.Please allow us to call your attention to 13.Permit us to remind you that(of)14.May we ask your attention to 15.We feel it our duty to inform you that(of)2.為(目的)奉告某某事項
1.The purpose of this letter is to inform you that(of)2.The purport of this line is to advise you that(of)3.The object of the present is to report you that 4.The object of this letter is to tell you that 5.By this letter we Purpose to inform you that(of)6.Through the present we wish to intimate to you that 7.The present serves to acquaint you that 3.惠請告知某某事項等
1.Please inform me that(of)2.Kindly inform me that(of)3.Be good enough to inform me that(of)4.Be so good as to inform me that(of)5.Have the goodness to inform me that(of)6.Oblige me by informing that(of)7.I should be obliged if you would inform me that(of)8.I should be glad if you would inform me that(of)9.I should esteem it a favour if you would inform me that(of)10.I will thank you to inform me that(of)11.You will greatly oblige me by informing that(of)12.We shall be obliged if you will inform us that(of)13.We shall be pleased to have your information regarding(on, as to;about)14.We shall deem it a favour if you will advise us of 15.We shall esteem it a high favour if you will inform us that(of)4.特確認，本公司某月某日函件等
1.We confirm our respects of the l0th May 2.We confirm our letter of the l0th of this month 3.We confirm our last letter of the l0th June 4.We had the pleasure of writing you last on the l0th of this month 5.We confirm our respects of the l0th June 6.We confirm the remarks made in our respects of the l0th July 7.We confirm the particulars of our enquiry by telephone of this morning 8.In confirming our telegram of this morning,--9.Confirming our respects of the 10th May,---10.Confirming our last of the 10th June,---5.貴公司某月某日函電，敬悉等
l.We have pleasure in acknowledging receipt of your esteemed favour of the 3rd May 2.We are pleased to acknowledge receipt of your favour of the lst June 3.We have to acknowhedge receipt of your favour of the 5th July 4.Your letter of May 5 was very welcome 5.Your letter of April l0 gave me much pleasure 6.Your esteemed favour of 7th May was duly received by us 7.Your favour of the 5th June is duly to hand 8.Your favour of the l0th is to(at)hand 9.We are in due receipt of your favour dated the 7th June 10.We are in receipt of your letter of the 7th July 11.We are in possession of your letter of the 5th April 12.We have duly received your favour of the 5th March 13.Your letter of yesterday's date is duly to(at)hand 14.Your esteemed communication of yesterday's date is just to(at)hand 15.We thank you for your favour of the 5th May 16.We are obliged for your letter of the 5th May 17.Many thanks for your latter of the 5th June 18.Very many thanks for your letter of May 5 19.In acknowledging receipt of your letter of the 5th June,...20.Your favour of the 5th May has just reached me 21.Your favour of the 5th May is duly received 22.Your favour of the 5th May is now before me 23.Your promised letter under date(of)the 5th June has just reached us 6.特回答貴公司某月某日函所敘述有關(guān)事項等
1.I have the pleasure of stating, in answer to your inquiry of the 4th inst, that 2.In reply to your letter of the 5th of May, I have to inform you that(of)3.I hasten to answer your inquiry of the l5th May, by stating that 4.We are in receipt of yours of the 5th June, in reply to which we are pleased to state that 5.In reply to yours of the l0th May, relative to..., I would say that 6.I am in receipt of your favour of the 7th May, and in response I inform you that(of)7.In response to your letter of l0th May, I wish to say that 8.In answer to your favour of the 5th May regarding...I reply as follows: 9.Answering your letter of the 8th of February re..., I would say that 10.In reply to your letter of February 8th, I inform you that(of)11.Replying to yours of the 8th of February regarding..., I would say that 12.Replying to your favour under date of February 8th re..., I say that 7.非常遺憾，我們奉告您關(guān)于，等。l.We regret to inform you that(of)2.We are sorry to have to draw your attention to 3.We regret to have to say that 4.We regret to advise you that 5.We very much regret to announce you that 6.It is most regrettable that we have to inform you that(of)7.It is with our greatest regret that we must inform you that(of)8.To our greatest regret we must herewith inform you that(of)9.It is a matter for regret that I have to inform you that(of)10.It is to be regretted that I must inform you that(of)11.It is with regret and reluctance that we have to inform you that(of)12.It gives us a deep sorrow that we have to announce you that 13.It causes me much sorrow to have to say that 14.I feel sorry for having to announce you that 15.I express my sorrow for announcing you that 8.當(dāng)我們得悉...甚為遺憾等。
1.We are very sorry to hear(know)that 2.we are grieved to hear of(about)3.We are indeed sorry to hear that 4' We very much regret to hear that 5.We regret to hear of(that)6.It is with great regret that we just learn that 7.Much to our regret we have heard that 8.We regret to receive your information re 9.We regret that we have been informed that(of)10.To our deep regret we were informed that(of)9.我們對于您某月某日來函的詢價，深表謝意等。
1.We thank you very much for your inquiry of the l0th of May 2.I thank you for your inquiry of the 10th May 3.We are very much obliged by your enquiry dated the 10th May 4.We are indebted to your inquiry under date(of)the 10th May for 5.I thank you for your inquiry of July 10 6.Thanks for your kind enquiry of May 5 10.茲函附某某，請查收，等。1.Enclosed please find 2.Enclosed we hand you 3.We enclose herewith 4.Herewith we have the pleasure to hand you 5.We have pleasure in enclosing herewith 6.We take the liberty to enclose herein 7.We are pleased to enclose herewith 8.We are pleased to hand you enclosed 11.遵照某月某日來函指示，等。
1.In accordance with the instructions given(contained)in your favour of the 10th May 2.According to the directions contained in yours of the 6th May 3.According to the instructions given in your letter under date of the 10th of last month 4.In conformity with(to)your instructions of the l0th ult.5.Pursuant to your instructions of May 10 12.關(guān)于詳情，下次敘述，等。
1.I will write you particulars in my next.2.Particulars will be related in the following.3.I will relate further details in the following.4.I will inform you more fully in my next.5.I will go(enter)into further details in my next 13.如下列所記，如附件所述，等。1.As stated below, 2.Annexed hereto, 3.Attached you will find...4.As shown on the next page 5.As indicated overleaf（下頁，背面）6.As at foot hereof, 7.Sent with this, 8.As the drawings attached, 9.As shown in the enclosed documents, 10.As already mentioned, 11.As particularized on the attached sheet, 12.As detailed in the previous letter, 14.因電文不太明確...，等。
1.Your telegram just received is quite unintelligible.2.Please repeat your wire on receipt of this, stating your meaning more clearly.3.Your telegram is not clear;explain the third and fourth words.4.Your telegram is unintelligible;repeat more fully in plain language.5.Your cable is not clear, repeat, using the codes agreed upon(on).6.We cannot understand your telegram;state the code used and which edition.7.Your telegram is not signed with cipher as agreed on;confirm if correct.8.We cannot trace the code you used;please repeat the telegram in plain words.9.Your telegram is too short to be understood.Please repeat it more fully.l0.The telegram was vague(pointless), and they requested them to explain in plain words.私人和公務(wù)信函英文寫法
私人和公務(wù)信函
私人和公務(wù)信函--概述
書信是日常生活中常用的文體，是用以交涉事宜、傳達信息、交流思想、聯(lián)絡(luò)感情、增進了解的重要工具。書信一般可分為商務(wù)信件或公函（Business Letter or Official Correspondence）和私人信件（Private Letter）兩大類。值得注意的是，英語書信的寫法與漢語書信有一些明顯區(qū)別，應(yīng)特別加以區(qū)分。
英語書信通常包括下面幾個組成部分：信端、信內(nèi)地址、稱呼、正文、結(jié)束語、簽名、附件、再啟等。下面我們將逐個進行介紹。
1.信端（Heading）
信端即信頭，一般包括寫信人的地址和寫信日期。一些正式信函的信端還包括發(fā)信人或單位的電話號碼、電報掛號、電傳、傳真和郵政編碼等。
西方國家中有些信端甚至還有單位負責(zé)人的姓名、職務(wù)和職稱等。
信端的目的是使收信人一看便知道書信來自何處，何時發(fā)出，便于復(fù)信和查閱。用一般的信紙寫信時，信端應(yīng)寫在信紙的右上角，若字?jǐn)?shù)較多，可從信紙中間或偏右的地方寫起。若字?jǐn)?shù)較少，可適當(dāng)多向右移一些，使整個信端的重心落在右上角。
信端的寫法主要有并列式和斜列式兩種。從目前情況來看，前者更為常用。
采用并列式時，每行開頭要左對齊；采用斜列式時，每行開頭逐次向右移二三個字母的距離。
例如
（1）并列式
Fuxing Street Haidian District Beijing Post Code: 100035 People’s Republic of China Tel: 63211234 Aug.20, 2004（2）斜列式（Indented Form）Fuxing Street
Haidian District
Beijing
Post Code: 100035
People’s Republic of China
Tel: 63211234
Aug.20, 2004
寫信端時，先寫發(fā)信人的地址，地點的名稱按由小到大的順序排列，然后與其它項目和發(fā)信日期。具體次序是：第一行寫門牌號和街名；第二行寫區(qū)名、市（縣）名、?。ㄖ?、邦）名，往國外寄的信，還要寫上國家的名稱；國家名稱的前面加上郵政編碼，其后可寫上電話號碼，最后一行寫發(fā)信日期。如果寫信人的地址是機關(guān)單位的名稱，則將其作為第一行。如果寫信人的單位沒有門牌號碼和街名，則第一行可寫上所在班級或?qū)I(yè)組的名稱；第二行寫系、科、室名稱；第三行寫學(xué)校名稱；第四行寫市（縣）、?。ㄖ荩┟Q；然后再寫郵政編碼、國名、電話號碼、發(fā)信日期等項。
如果使用標(biāo)點符號，則在每行末尾加逗號，最后一行的末尾加句號。但當(dāng)前的信件中行末大都不加標(biāo)點符號，但在每行之內(nèi)該用標(biāo)點符號的地方，仍要用標(biāo)點。
特別要注意的是，門牌號碼和街名之間要加逗號。月份和日期之間不可用逗號。在西方國家，城市名稱之后往往寫有字母或數(shù)字（如 New York, 103），表示城市的郵政編碼。
關(guān)于發(fā)信日期的寫法，應(yīng)注意以下幾點：
①年份應(yīng)完全寫出，不能簡寫。
②月份要用英文名稱，不要用數(shù)字代替。
③月份名稱多用公認的縮寫式。但 May, June, July, 因為較短，不可縮寫。
④寫日期時，可用基數(shù)詞1，2，3，4，5，……28，29，30，31等，也可用序數(shù)詞 lst, 2nd, 3rd, 4th, 5th, ……28th, 29th, 30th, 31lst等。但最好用基數(shù)詞，簡單明了。
日期可有下列幾種寫法：
① Oct.20, 2004
② 10 May., 2004
③ 3rd June, 2004
④ Sept.16th, 2004
其中，①最為通用。
2.信內(nèi)地址（Inside Address, Introductory Address）
信內(nèi)地址收信人的姓名和地址，寫在信紙的左上角，從信紙的左邊頂格開始寫，低于寫信人地址和發(fā)信日期一二行，也分并列式和斜列式兩種，但應(yīng)與信端的書寫格式保持一致。其次序是，先寫收信人姓名、頭銜和單位名稱，占一二行，然后寫地址，可占二至四行，例如：
①并列式
Ms.Joanna Kerry Peking University Haidian District, 100871 Beijing China ②斜列式
Ms.Joanna Kerry
Peking University
Haidian District,100871
Beijing
China
3.稱呼（Salutation）
對收信人的稱呼應(yīng)自成一行，寫在低于信內(nèi)地址一二行的地方，從信紙的左邊頂格開始寫，每個詞的開頭字母要大寫，至于末尾處的符號，英國人用逗號，但美國和加拿大英語則多用冒號。稱呼用語可視寫信人與收信人的關(guān)系而定。
給外國人寫英文信時，稱呼用語要注意以下幾點：
①對沒有頭銜的男性一般稱呼 Mr.。Mr.用在姓氏之前或姓氏和名字之前，不可只用在名字之前，例如對的稱呼，應(yīng)該是：Mr.或 Mr.White, 不可是：Mr.Phil。若稱呼多個男性，則在姓名前用 Mr.的復(fù)數(shù)形式 Messrs.。對一般以人名為名稱的公司和企業(yè)常用這種稱呼，例如：Messrs.Black and Brothers 布萊克兄弟公司。
②對女性一般稱呼 Mrs.，Madam 或 Miss。Mrs.用在已婚女子的丈夫的姓氏之前，或姓氏和名字之前，一般不用在名字前 Madame 此詞可以單獨使用或加在丈夫的姓名之前 Mrs.沒有復(fù)數(shù)形式。若稱呼多個女性，則在姓名前用 Mme.的復(fù)數(shù)形式 Mmes.而對以女子名字為名稱的公司、企業(yè)可用 Mesdames 稱呼。Miss 多用于未婚女子，此詞可縮寫為 Ms，用于姓氏之前或姓氏和名字之前，一般不用于名字之前。
③對收信人的稱呼，也可用頭銜或職位的名稱，不分性別。例如 Professor（縮寫為 Prof.），Doctor（縮寫為 Dr.），General(縮寫為 Gen.)。這些稱呼都放在姓氏之前或姓氏和名字之前，如 Prof.（Phil）White等。
④對外公函中對收信人的稱呼，可用 Gentlemen（而不是 Gentleman），Dear Sir(s)和 My dear Sir(s)等。Gentlemen 之前不能加 Dear，后面也不能帶姓名。用 Sirs 時，前面常用 Dear 一詞，但也可單獨用 Sir。若收信人是婦女，則無論已婚或未婚，都可單獨使用 Madam 或其復(fù)數(shù) Mesdames。
⑤對外國高級官員的稱呼，如國家元首、政府首腦、部長、大使、公使和特使等，可用（Dear）Sir，（Dear）Mr.Chairman，（Dear）Mr.Premier，（My dear）Mr.Ambassador，Your Excellency（復(fù)數(shù)為 Excellencies）。
⑥對君主制國家的國王和皇帝等男性君主，可以 Sir 稱呼，對女王、女皇和皇后等女性君主，可用 Madam 稱呼。有時也用 Your Majesty 稱呼以表示。客氣和尊敬Your Majesty 可兼指男性和女性，其復(fù)數(shù)為 Your Majesties。
⑦對王室成員，如太子、王子、親王和公主等，一般可用（Dear）Sir 或（Dear）Madam 但在正式尊稱時，一般用 Your Highness(復(fù)數(shù)為 Highnesses)。
收信人稱呼
先生（男人）Mr./Esq.夫人（已婚）Mrs.小姐（未婚）Miss
夫人、小姐統(tǒng)稱Ms.夫婦倆人Mr.and Mrs.兩位或兩位以上男子Messrs
兩位或兩位以上女子（已婚）Mesdames
兩位或兩位以上小姐（未婚）Misses
常見的頭銜（漢英對照）如下：
教授Professor
博士Doctor(Dr.,Ph.D.)
醫(yī)學(xué)博士Medical Doctor(M.D.)
總統(tǒng)或校長President
主席或董事長Chairman
副主席或副董事長Vice Chairman
副總統(tǒng)或副校長Vice President
首相Prime Minister
總理Premier
省長或州長Governor
市長Mayor
參議員Senator
大使Ambassador
秘書長Secretary General
一秘First Secretary
二秘Second Secretary
院長Director,Dean
副院長Vice Director
系主任Dean,Head,Chair
館長Chief Librarian,Curator
閣下Excellency
神甫Father
4.信的正文（Body of the Letter）
信的正文每段第一行應(yīng)往右縮進約四五個字母。在寫事務(wù)性信件時，正文一般開門見山，內(nèi)容簡單明了，條理清楚。在寫私人信件時，信寫好之后若有什么遺漏，可用 P.S.表示補敘。
5.結(jié)束語（Complimentary Close）
結(jié)束語是寫信人表示自己對收信人的一種謙稱，只占一行，低于正文一二行，從信紙的中間或偏右的地方開始寫。第一個詞的開頭字母要大寫，末尾用逗號。結(jié)束語視寫信人與收信人的關(guān)系而定例如寫給機關(guān)、團體或不相識的人的信，一般用：
Yours(very)truly, Yours(very)faithfully,Yours(very)sincerely，等等。
寫給上級和長者的信一般可用：
Yours(very)respectfully, Yours(very)obediently, Yours gratefully, Yours appreciatively, Your obedient servant, 等等。
寫給同志或同事的信一般可用：
Fraternally yours, Comradely yours，等等。
寫給熟人或朋友的信可用：
Yours, Ever yours, Yours affectionately, As ever, Yours sincerely Yours devotedly,(Most)Fondly yours, Yours excitedly, Intimately yours，等等。
寫給親屬或摯友的信一般用：
Yours, Ever yours, Yours as ever, As ever, Yours affectionately, Lovingly yours,(Much)Love, With Love,Lovingly, Your loving son, Your most affectionate, Your devoted friend, Devotedly, 等等，意即：“您的”、“永遠是您的”、“您的親愛的”、“您的愛子（孩子、姐妹、侄、侄女、祖母）”、“您的摯友”等。
寫給摯友的信有時也可用：
Yours hurriedly, Yours hastily, Yours in haste, 等等。
寫信給摯友，表示歉意時，可用：
Contritely yours, Regretfully yours, Yours in(with)regret, Yours in(with)deep remorse 等。
在歐洲一些國家里，多把Yours 放在 sincerely等詞的前面。在美國和加拿大等國，則多用，把 yours 放在 Sincerely 等詞之后。Yours 一詞有時也可省略。
6.簽名（Signature）
信末的簽名一般低于結(jié)束語一二行，從信紙中間偏右的地方開始寫。若寫信人是女性，與收信人又不相識，則一般在署名前用括號注上 Miss, Mrs.或 Ms.，以便對方回信時知道如何稱呼。有的還有署名后寫上自己的職稱、職務(wù)或頭銜
7.附件（Enclosure）
信件若有附件，應(yīng)在左下角注明 Encl.或 Enc.。若附件不止一個，則應(yīng)寫出2（或3，4，5等）Encls.，例如：
Enc: Resume
Encls:Grade Certificate
8.再啟（Postscript, 縮寫為 P.S.）
再啟部分用于補敘正文中遺漏的話，一般應(yīng)盡量少用，正式的函件中更應(yīng)避免使用。私人和公務(wù)信函--注意事項
首先，寫信者應(yīng)設(shè)身處地想到對方，尊重對方的風(fēng)俗習(xí)慣。
其次，英文信應(yīng)該行文流暢、言簡意賅，避免冗長。這就是說，寫信者應(yīng)用盡可能少的文字表達其必須傳遞的信息，而且寫信者應(yīng)將其所需傳遞的信息表達清楚，以免對方產(chǎn)生誤解。書信交往，同樣需要以禮待人。因而在寫信過程中，要避免傷害對方感情，措辭上多選用些禮貌婉轉(zhuǎn)詞語。
最后，除了避免語法、拼寫、標(biāo)點錯誤外，信中所引用的史料、數(shù)據(jù)等也應(yīng)準(zhǔn)確無誤。私人和公務(wù)信函--常用句式
常用的起首語有：
1）Thank you for your letter dated Dec.22,1969.2)Many thanks for your letter of Sept.5，1997.3)A thousand thanks for your kind letter of June 5,1997.4)Your kind letter of November 22th arrived this morning.5)Your letter which arrived this morning gave me great comfort.6)In reply to your letter dated 4th July,I want to say…
7)Thank you very much for your letter of August 2 and the gift you sent me on Christmas Eve.8)What a treat to receive your kind letter of May 5th!
9)It is always a thrill to see your nice handwriting.10)First of all I must thank you for your kind assistance and high attention to me.11)With great delight I learn from your letter of this Sunday that …
14)I am very much pleased to inform you that my visit to your country has been approved.15)I wish to apply for teaching position you are offering.16)I am too excited and delighted at your good news.17)I am very obliged to you for your warm congratulations.…
常用的結(jié)束語有：
1）Awaiting your good news，2)Looking forward to your early reply, 3)Hoping to hear from you soon, 4)We await your good news.5)I hope to hear from you very soon.6)We look forward to your reply at your earliest convenience.7)I look forward to our next meeting there in Los Angeles.8)Your early reply will be highly appreciated.9)Any other particulars wanted we shall be pleased to send you.10)The help you give me is sincerely valued.11)I hope everything will be well with you.12)Please let us know if you want more information.13)I hope you always enjoy yourself.14)I wish you very success in the coming year.15)Please remember me to your family.16)With best regards to your family.17)All the best.18)With love and good wishes.
第四篇：商務(wù)英語（推薦）
【商務(wù)英語】述職報告范文
? ? ? ? 2012/10/31 10:44:06 瀏覽過 4565 次 作者:zhibs 分享到
【商務(wù)英語】述職報告范文,珠海IBS英語學(xué)校編輯接下來會給大家介紹不同場合情況下商務(wù)英語函電知識,本文介紹關(guān)于述職報告范文寫法！什么是述職報告？;;;述職報告是領(lǐng)導(dǎo)者個人根據(jù)自己的職務(wù)要求,對一個時期內(nèi)執(zhí)行崗位職責(zé)的實 踐活動,向選舉或任命機構(gòu)、上級領(lǐng)導(dǎo)機關(guān)、主管部門以及本單位的干部群眾,進行 自我評述、匯報自己履行崗位責(zé)任情況的書而報告,是干部管理考核專用.【商務(wù)英語】述職報告范文，珠海IBS英語學(xué)校編輯接下來會給大家介紹不同場合情況下商務(wù)英語函電知識，本文介紹關(guān)于述職報告范文寫法！什么是述職報告？
述職報告是領(lǐng)導(dǎo)者個人根據(jù)自己的職務(wù)要求，對一個時期內(nèi)執(zhí)行崗位職責(zé)的實 踐活動，向選舉或任命機構(gòu)、上級領(lǐng)導(dǎo)機關(guān)、主管部門以及本單位的干部群眾，進行 自我評述、匯報自己履行崗位責(zé)任情況的書而報告，是干部管理考核專用的一種文體。
述職報告一般包括序言、主要工作業(yè)績、工作中存在的問題不足及今后工作設(shè) 想等部分。序言部分要指出述職者的身份和職責(zé)、主要管轄的工作等；業(yè)績部分主要 講述履行崗位職責(zé)的情況、工作目標(biāo)的完成情況，即做了什么和怎么做的；后兩部分，顧名思義，寫出問題和下一步工作設(shè)想即可。述職報告范文【英文】
Work Report on the Year 2008
To: Bill Bush, the President of the Bank
From: Mike Black, the Branch Bank Manager
Date: December 28, 2008 Introduction:
Being promoted as the Branch Bank Manager this January, I have been in charge of all the management of administrative and daily business for the Branch Bank in the USA, including business expansion, client maintenance, as well as taking whole responsibility for the branch performance.Conclusions of work done so far:
1.Business Expansion
?In order to make more clients know and use our financial products, I have organized and taken part in the activities for product promotion and marketing outside.?I have managed to keep our present clients and develop potential ones.Our slogan is “Client is the answer.” and their satisfaction is our standard.Through personal, emotional and effective communication, we have intensified the understanding and mutual trust between the clients and our bank，so as to enhance the loyalty of our present clients and to bring new ones.2.Business Quota Fulfillment
?By the end of the year 2007, our Branch has savings of $900 million, in which $400 million is savings deposit and the rest is corporate savings.While at this time of the year 2008, the sum of savings has risen to $1 billion, in which the savings deposit accounts for $900 million.?During the year 2008, more than 300 debit cards are being opened and 267 new credit cards are added to our account.Problems and obstacles:
?Due to the lack of new growth points, despite the rise in savings, it hasn’t met our original goals.?Due to the new system’s failure to provide business of individual check, some big clients have turned to other banks.Plans for the future:
?To attract more savings and develop more new clients.?To enhance the business expansion ability.?To intensify the infrastructural administration skills.述職報告范文【譯文】
2008年工作述職報告
交與：比爾?布什總行行長
提交人：邁克?布萊克分行行長
日期：2008年12月28日 導(dǎo)言
自今年1月份被提升為分行行長起，我一直負責(zé)（我行）美國分行全面的 行政和日常業(yè)務(wù)的管理工作，包括業(yè)務(wù)拓展、客戶維護，并全而負責(zé)分行的業(yè)績情況。目前已完成工作總結(jié)
1.業(yè)務(wù)拓展
?為了讓更多的客戶了解我們的金融產(chǎn)品，我曾多次組織戶外的產(chǎn)品宣傳 和推廣活動并參與其中。
*成功維護了現(xiàn)有客戶并開發(fā)出潛在客戶。我們的口號是“讓客戶數(shù)量說 話！”并把客戶的滿意度作為衡量我們工作的標(biāo)準(zhǔn)。通過人性化的有效 溝通，增進了客戶和我行之間的理解和互信，增強了現(xiàn)有客戶對我行的忠誠度，同時也為我行帶來了新的客戶。
2.業(yè)務(wù)指標(biāo)完成情況
*到2007年底，我行存款為9億美元，其中儲蓄存款4億美元，余下是 企業(yè)存款。而2008年的此時，我行存款額度已上升至10億美元，其中 儲蓄存款為9億美元。
? 2008年中，借記卡幵卡300多張，而信用卡開卡267張。存在的問題
*盡管儲蓄存款有所增加，但由于缺少新的增長點，增加幅度并沒有達到 預(yù)期計劃。
?由于新上線的系統(tǒng)不支持個人支票業(yè)務(wù)，致使有些大客戶流失進而轉(zhuǎn)向 其他銀行。今后工作設(shè)想
*我們要爭取吸收更多存款并幵發(fā)更多新客戶。
*要進一步增強業(yè)務(wù)拓展能力。
*加強基礎(chǔ)工作的管理能力和技巧。述職報告范文寫作提示：
注意商務(wù)報告的格式問題，從以上幾個報告來看，大體有兩種格式
1.備忘錄式，即
Title
To:
From:
Date:
Introduction:
Methodology:
Findings:
Conclusions:
Recommendations:
2.簡化式，即
Introduction：
Methodology：
Findings：
Conclusions：
Recommendation：
由于商務(wù)報告一般在導(dǎo)言部分會清楚地介紹何人、何時、為何事撰寫此報告，所以不需要釆用備忘錄式的格式。但有的報告，如說明報告，導(dǎo)言部分是在介紹產(chǎn) 品或服務(wù)，這時一般需要釆用備忘錄式的格式來交待時間、人物等信息。另外，由 于報告都有標(biāo)題，所以不需要再使用subject(事由）一項。閱讀本文的人還閱讀： 建議報告英文范文 代理協(xié)議英文版范文
第五篇：商務(wù)英語
行業(yè)介紹快餐行業(yè)
公司介紹McDonald's Corporation
隨著西方習(xí)俗和文化對亞洲的滲入，西方的快餐業(yè)也大量融進中國市場。其中麥當(dāng)勞就是最成功的快餐行業(yè)中的例子。現(xiàn)在麥當(dāng)勞擁有超過31000家快餐廳，分布在全球121個國家和地區(qū)，擁有39000人，無疑是世界快餐業(yè)的巨無霸。麥當(dāng)勞的成功和它管理的規(guī)范化和產(chǎn)品質(zhì)量的標(biāo)準(zhǔn)化及服務(wù)的周到密切相關(guān)。在對麥當(dāng)勞的參觀過程中，我們進一步了解到麥當(dāng)勞內(nèi)的操作體系和程序，員工內(nèi)的獎懲制度以及顧客至上的原則。本人參考許多文獻及網(wǎng)上資料，將在本報告中對麥當(dāng)勞進行以下幾方面的分析：公司文化，客戶價值，產(chǎn)品，員工及競爭對手等方面對麥當(dāng)勞終端市場做出描述并給出SWOT分析和評價，并對公司的未來發(fā)展給出個人的意見和建議。最后，將結(jié)合公司文化和自身特點談?wù)劚敬螌嵙?xí)的意義和感悟。
麥當(dāng)勞終端市場分析
1.企業(yè)文化
企業(yè)文化是一個公司的靈魂，是一個公司揚帆遠航的指南針。企業(yè)文化是為一個企業(yè)所信奉的主要價值觀，是一種含義深遠的價值觀、神話、英雄人物標(biāo)志的凝聚。我將從以下幾個方面描述麥當(dāng)勞的企業(yè)文化
1.經(jīng)營理念特許經(jīng)營模式QSCV
特許經(jīng)營模式 麥當(dāng)勞采用特許經(jīng)營的方式，在全球范圍有越來越多的加盟店進入，達到產(chǎn)品標(biāo)準(zhǔn)化、服務(wù)標(biāo)準(zhǔn)化、促銷標(biāo)準(zhǔn)化，進一步擴大了它的品牌。麥當(dāng)勞提供日常營運操作、培訓(xùn)、營銷、廣告、人力資源、采購和店鋪選址等廣泛的支持和保障，讓被特許人不僅在創(chuàng)業(yè)初始無后顧之憂，更能在未來餐廳發(fā)展上，贏在細節(jié)和執(zhí)行。
4.麥當(dāng)勞擁有世界上最優(yōu)秀的供應(yīng)鏈，通過與供應(yīng)商緊密合作，以全球化采購的方式，確保以最有競爭力的價格提供最優(yōu)質(zhì)的原料。
以租賃為主的房地產(chǎn)經(jīng)營策略
麥當(dāng)勞開展特許經(jīng)營主要是以購買或租賃地產(chǎn)的形式進行，麥當(dāng)勞公司總部長期承租或購進土地和房屋，然后將店面出租給各加盟店，這種經(jīng)營策略，實質(zhì)上是把第一債權(quán)人的權(quán)利轉(zhuǎn)讓給了麥當(dāng)勞總部，使它具備了從銀行取得貸款的資格，從而解決了各加盟者開店的資金困難，為麥當(dāng)勞特許經(jīng)營的順利開展奠定了堅實的基礎(chǔ)。
聯(lián)合廣告基金制度
設(shè)立廣告基金是麥當(dāng)勞開展特許經(jīng)營的重要營銷策略，由加盟者聯(lián)合起來，共同籌集資金承擔(dān)廣告費用，可以在更大范圍內(nèi)擴大麥當(dāng)勞的統(tǒng)一品牌形象，彌補加盟者單獨進行品牌宣傳廣告經(jīng)費不足的問題。
SQCV
Q代表優(yōu)質(zhì)，是指麥當(dāng)勞為保障食品品質(zhì)制訂了極為嚴(yán)格的標(biāo)準(zhǔn)。麥當(dāng)勞對品質(zhì)管理十分嚴(yán)格，視頻制作超過一定期限就舍棄不用，如漢堡包的時限是10分鐘，炸薯條的時間是7分鐘，原產(chǎn)品面包一般是15天，肉餅最多也不能超過3個月。麥當(dāng)勞的每一家分店食品質(zhì)量和配料都一樣，也同樣保證麥當(dāng)勞食品送到顧客手中之前，經(jīng)過了一系列周密的品質(zhì)保證系統(tǒng)。嚴(yán)格的標(biāo)準(zhǔn)使顧客在任何的時間，任何地點所品嘗到的麥當(dāng)勞食品都是同一品質(zhì)的，一切以質(zhì)量取勝。
S代表服務(wù)，是指按照細心、關(guān)心和愛心的原則，提供熱情、周到、快捷的服務(wù)。麥當(dāng)勞餐廳的侍應(yīng)生謙虛有禮，餐廳設(shè)備先進快捷。顧客等候的時間很短，還備有各類消毒的食品包裝，干凈方便。餐廳布置典雅，播放輕松的樂曲，顧客在用餐之余還能得到優(yōu)美的聽覺享受。
C代表清潔，是指麥當(dāng)勞制訂了必須嚴(yán)格遵守的清潔工作標(biāo)準(zhǔn)。如與昂你上崗前必須用特制的殺菌洗手液搓洗20秒，然后沖凈，烘干，甚至連廁所都規(guī)定了衛(wèi)生標(biāo)準(zhǔn)。
V代表價值，即物有所值，是為了進一步傳達麥當(dāng)勞的 “向顧客提供更有價值的高品質(zhì)“的理念。麥當(dāng)勞的食品講求味道、顏色、營養(yǎng)。價格與所提供的服務(wù)一致，讓顧客吃了之后感到真正的物有所值。
2.服務(wù)理念顧客第一；高效、快速；“苛刻”更多歡笑，更多選擇，盡在麥當(dāng)勞
為了使各加盟店都能夠達到令消費者滿意的產(chǎn)品與服務(wù)標(biāo)準(zhǔn)，麥當(dāng)勞建立了嚴(yán)格的檢查監(jiān)督制度。麥當(dāng)勞體系有三種檢查制度：1.常規(guī)性月度考評；2.公司總部的檢查；3.抽查。公司總部統(tǒng)一檢查的表格主要有食品制作檢查表、柜臺工作檢查表、全面營運評價表和每月例行考核表等；
為了吸引顧客，提高服務(wù)質(zhì)量，麥當(dāng)勞始終堅持優(yōu)質(zhì)服務(wù)，雷?？肆_克提出一句口號：“把自己擺在顧客的位置上，“要求員工”將心比心“，事事時時為顧客著想。另外，麥當(dāng)勞要求員工都是要微笑待客的，而每家麥當(dāng)勞里都有一位接待員為顧客提供服務(wù)。此外，快捷的速度，創(chuàng)造歡樂舒適的氛圍，順應(yīng)顧客要求，不斷提高服務(wù)質(zhì)量一直是他們的服務(wù)宗旨。
客戶價值
每一個企業(yè)都深知客戶就是上帝，客戶的忠實度對一個企業(yè)來說是非常重要的。因此在質(zhì)量、服務(wù)方面麥當(dāng)勞一直重視著客戶價值。這些都已經(jīng)體現(xiàn)在服務(wù)理念及產(chǎn)品方面中。
產(chǎn)品
麥當(dāng)勞的所有產(chǎn)品原材料均來自一個廠商，不會因為要減少運輸費而在當(dāng)?shù)剡M行購買達到標(biāo)準(zhǔn)的統(tǒng)一化。并且它在選擇合作者的條件上十分嚴(yán)格，如麥當(dāng)勞的面包是不會掉渣的?？煽诳蓸返淖羁煽跍囟仁?度，所以它的可樂都是保持在4度的。麥當(dāng)勞的產(chǎn)品在同等質(zhì)量上與其他競爭對手相比，是價格低的。而同等價格上它的質(zhì)量絕對是好的，并且美味的。
員工方面
麥當(dāng)勞采用人性化管理，將其廣大員工和人才視為最大的兩大財富之一。麥當(dāng)勞公司的合作者們首先是“隊員”，其次才像其它公司的人一樣是雇員。團體觀念在一個工作條件艱苦的行業(yè)中是十分重要的，在麥當(dāng)勞，艱苦的工作條件和激烈的競爭，要求每個人的必要的諒解和容忍的精神。為了提高服務(wù)質(zhì)量，對工作人員的挑選非常認真，注意職工素質(zhì)的訓(xùn)練，對新招來的職工必須進行為期10天的訓(xùn)練，才能正式提任店員。麥當(dāng)勞特別重視管理人員和服務(wù)人員的培訓(xùn)，并且為了激發(fā)公司員工上下團結(jié)一致，麥當(dāng)勞采取以下的措施，1善待員工，讓他們懂得你是為他們著想的，2多參與員工們的活動，了解他們的苦衷，及時與員工們溝通3 給下屬們創(chuàng)造良好的工作環(huán)境，讓他們知道管理者處處體貼他們4認同員工的表現(xiàn)，向員工表示贊賞，不僅要口頭肯定，還要適當(dāng)加薪，讓他們知道管理者隨時在肯定他們的貢獻5容忍每位員工的個性與風(fēng)格，使他作為一個活生生的人存在嗎不要把他們管理成僅會說話的機器。
競爭對手
除了清潔程度，服務(wù)標(biāo)準(zhǔn)，質(zhì)量的大大不同外，很多人都在詫異，為什么肯德基在中國比麥當(dāng)勞受歡迎，但麥當(dāng)勞確是世界上的巨無霸呢。很大程度上，是因為麥當(dāng)勞的質(zhì)量標(biāo)準(zhǔn)化，世界每一個角落的麥當(dāng)勞都是一個味道的，曾經(jīng)有老外人，在中國吃麥當(dāng)勞有家的味道。我想這是很多快餐店無法比較的。
SWOT 的分析
1、S: strength, 即優(yōu)勢快捷，美味，服務(wù)好，質(zhì)量好
產(chǎn)品質(zhì)量好，價格實惠
服務(wù)周到，真誠對待每一個顧客，環(huán)境優(yōu)雅整潔
點餐時間短，方便快捷。
員工忠誠度高，團隊精神強。
注重了年輕顧客，尤其是一些小朋友
2、W: weakness, 即劣勢。
店鋪分布不夠廣泛，品種不是太齊全，有的產(chǎn)品不適合部分客戶的口味，如辣。
廣告不夠響亮，及普遍。
3、O：opportunities,即機遇
隨著工作的緊張及時間的不足，越來越多的人開始選擇吃西式快餐。
知名度的提高，越來越多人 開始喜歡上麥當(dāng)勞。
為很多顧客提供了方便，市場的進一步擴大化
4、T：threats,即挑戰(zhàn)
越來越多的人懷疑西式快餐的營養(yǎng)程度，成本越來越高，來自KFC的競爭越來越大。以及食品 原材料的保存，許多關(guān)于肉類的傳染病的出現(xiàn)。質(zhì)量和品牌的持續(xù)保證。市場分析
麥當(dāng)勞市場分析 默認分類 2007-12-31 13:32:29 閱讀1130 評論0字號：大中小 訂閱
1、麥當(dāng)勞的市場優(yōu)勢在于清潔（clean）、快速(fast)、品質(zhì)（quality）、服務(wù)（service）、價值感（value）。
2、麥當(dāng)勞以年輕人為主要目標(biāo)市場（年齡由４—３０歲男、女性），3、市場定位：A．麥當(dāng)勞：以年輕、活潑作訴求，希望提供一個輕快的用餐環(huán)境。
4、麥當(dāng)勞：依消費者對消費價值感的知覺來感受價值，加以訂價。
環(huán)境戰(zhàn)略：麥當(dāng)勞：○以地區(qū)人口分布決定開店地點與規(guī)模；○著重地區(qū)分布與物流配銷問題；肯得基：○人口結(jié)構(gòu)與密度；○商
圈特征（以商業(yè)區(qū)分布與學(xué)校附近及人潮集中地區(qū)為主）
５、通路策略：麥當(dāng)勞：逐步向中南部發(fā)展，并發(fā)展適合各種商圈與立地條件的店（包括人潮集中區(qū)、車站附近、學(xué)校、商業(yè)區(qū)、金融圈）?？系没喝嫘园l(fā)展。ZHG：以快速開店來占據(jù)市場空間拉近與麥當(dāng)勞的距離，并定位于市場追隨者的角色。
６、推廣策略：在零售服務(wù)業(yè)的行銷策略中，企業(yè)形象的建立與知名度的炒熱相當(dāng)重要。除了通過經(jīng)營者所提供的商品帶給消費者的感覺外，廣告與促銷活動更是經(jīng)營者在爭取消費者認知與印象的重要策略。因此，廣告策略與促銷戰(zhàn)略的實戰(zhàn)運用，并發(fā)出適當(dāng)?shù)膹V告與促銷訊息與消費者心連心，建立密切關(guān)系，乃是推廣策略的主要課題。快餐業(yè)的推廣策略分述如下，快餐連鎖店的推廣策略：
電視廣告。麥當(dāng)勞：○帶動狂熱；○大量投入TV廣告；○密集強打。
促銷活動：麥當(dāng)勞：○合作促銷生日餐會；○贊助回饋社會活動。
公共報道：麥當(dāng)勞：○利用機會制造新聞事件；○各種活動吸引各媒體注意；
７、口碑宣傳及耳語運動（Whisper Campaign）是極重要的溝通方式。此外，加強服務(wù)、維持良好品質(zhì)都是必須落實執(zhí)行的事項。（5）促銷活動最常使用的方式是贈品與贈獎，舉凡贈送小禮物、集點券、贈獎券等都非常流行與有效。（6）與其他企業(yè)合作做聯(lián)合廣告也是很有效果的方式。例如麥當(dāng)勞與俏麗洗發(fā)精的聯(lián)合廣告即很成功。（7）社會愛心回饋活動、寫作比賽、親子活動、快樂家庭等顧客參與性的宣傳與促銷活動漸漸被快餐經(jīng)營者所采用。（8）連鎖店整體企業(yè)形象的塑造與提升，必須藉公益性活動、體育贊助活動以及捐血活動等慈善活動達成。（9）動用新聞性、話題性的訊息來做“議論紛紛”的宣傳，可吸引大眾傳播媒體的注意與免費的宣傳報道。（10）由各家分店的小商圈行銷策略中，可做定點行銷與廣告表示的模范。同時，針對各商店附近的商圈特性、人潮特性加強促
銷與推廣的整體活動。
8、麥當(dāng)勞還主動創(chuàng)造記者采訪機會，參加公益活動，獲得公眾注意。在麥當(dāng)勞的公關(guān)手冊中，還提到在各個不同市場應(yīng)采取的不同手段，如在以家庭為主的市場可將漢堡包所得捐給當(dāng)?shù)氐膶W(xué)校做樂隊制服，手冊還指導(dǎo)加盟者如何爭取報紙報道各店的活動，如何爭取照片上報等。麥當(dāng)勞每年捐出4%的營業(yè)所得，約5000萬美元用于各項贊助活動，麥當(dāng)勞總裁透納曾說：“使我們的名字出現(xiàn)在公眾
面前，而創(chuàng)造一個足以抵消賣漢堡包的企業(yè)形象。我們的動機99%是商業(yè)性的。
5、個人建議
進一步的擴大市場，加大廣告力度，在商業(yè)繁華地多參加一些店鋪的數(shù)量。
適應(yīng)一些地方的獨特口味設(shè)計一部分符合當(dāng)?shù)厝说氖称?，增加營業(yè)額。
順應(yīng)市場的發(fā)展，多生產(chǎn)可愛特別的玩具吸引小朋友
個人感悟
1.整個企業(yè) 人生總是充滿機遇的，只是我們很多時候沒有發(fā)現(xiàn)。像克羅克發(fā)現(xiàn)了麥當(dāng)勞特許經(jīng)營的商機，而麥?zhǔn)闲值軈s沒有，將這么好的機會讓給了別人。一個企業(yè)最重要的是企業(yè)文化，樹立好的口碑，敢于在行業(yè)領(lǐng)域中創(chuàng)新，處處為顧客著想?？觳托袠I(yè)中不僅僅產(chǎn)品的質(zhì)量很重要的，同樣餐廳氛圍也是很關(guān)鍵的。另外，商業(yè)中要懂得抓住重點，像麥當(dāng)勞將它的市場主要定位于年輕人，重點還要吸引孩子們，像在餐廳內(nèi)設(shè)置游樂場所。服務(wù)的重要性，管理的完善性，管理者的智慧，良好的市場調(diào)查，質(zhì)量的保證，顧客滿意的重要性在麥當(dāng)勞中都得到很好的體現(xiàn)。
對自己的認識
無論是在大學(xué)學(xué)習(xí)中還是在以后的工作中，我們時刻都要保持創(chuàng)新精神，善于尋找機遇，創(chuàng)造機遇。另外，從麥當(dāng)勞中我主要學(xué)會了團隊精神，無論是領(lǐng)導(dǎo)還是員工首先他們是一個團隊，團隊中一直活躍著奮進和家的氣氛企業(yè)內(nèi)部的支持和信賴是非常重要的，他們以親人的形式互相支持，共同奮進，在快樂的氛圍下，所有人都充滿了干勁才能更好的工作為企業(yè)做貢獻。我們無時無刻都要嚴(yán)格的要求自己，像麥當(dāng)勞公司用嚴(yán)格的標(biāo)準(zhǔn)來要求雇員的衣著、修飾及儀態(tài)。我們更要時刻的要求自己，只有嚴(yán)律才會使自己奮斗上進.。
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