第一篇：進(jìn)出口貿(mào)易商務(wù)函件實(shí)例
六、進(jìn)出口貿(mào)易商務(wù)信函實(shí)例
（一）例信
敬啟者：
最近我方收到了來(lái)自卡拉奇的 Messrs E.A.Sheen & Co.公司的大量訂單。因此，我方希
望貴行能夠給我方提供一些有關(guān)上述公司的財(cái)務(wù)和商業(yè)資信狀況的信息，我方將非常感謝。
皇家銀行卡拉奇分行向我方推薦貴行作為資信證明人。請(qǐng)?zhí)峁┪曳剿枰男畔ⅰ?/p>
貴行向我方提供的任何信息我方都將嚴(yán)格保密。
謹(jǐn)上
Section
1查詢(xún)資信狀況
（二）參考譯文
Private & Confidential Dear Sirs，We have received a large order from Messrs E.A.Sheen & Co., we would therefore appreciate it if you would provide us information about the financial and business standing of the previously mentioned firm.The reference we have obtained is the Royal Bank, Karachi.Will you please be good enough to obtain for us the information we need.Any information that you may provide us will be treated in strict confidence.Yours faithfully，（三）文本特點(diǎn)
這是一種查詢(xún)資信狀況的信函。當(dāng)買(mǎi)賣(mài)雙方初次建立業(yè)務(wù)關(guān)系時(shí)，有必要了解對(duì)方的財(cái)務(wù)和商業(yè)資信狀況。通常，我們可以從下列渠道得到這方面的信息：
1．銀行（banks）；
2．中國(guó)或國(guó)外的商會(huì)（Chambers of Commerce in China and in foreign countries）；
3．中國(guó)駐國(guó)外大使館商務(wù)參贊處（Chinese Commercial Counselor's Office in foreign
第五章 商務(wù)信函 101
countries）；
4．外國(guó)駐中國(guó)大使館商務(wù)參贊處（Foreign Commercial Counselor's Office in China）；
5．同業(yè)協(xié)會(huì)（Business Houses of the same or similar trade）；
6．咨詢(xún)機(jī)構(gòu)（inquiry agencies）。
這類(lèi)信函一般包括下列內(nèi)容：
1．你所詢(xún)問(wèn)的公司名稱(chēng)（the name you inquired）；
2．寫(xiě)信的目的，即具體想要查詢(xún)什么問(wèn)題（purpose of writing the letter(be specific about what you want)）；
3．要確保對(duì)所得到的信息嚴(yán)格保密（to make sure that all the information you have obtained will be treated in strict confidence）。
（四）相關(guān)同類(lèi)表達(dá)
1．We shall appreciate it if you will let us know their financial position.如能告知我方該公司的財(cái)務(wù)狀況，將不勝感激。
2．We shall appreciate it if you will give us your frank opinion on these points regarding the company.如能坦率告知我方有關(guān)該公司的情況，將不勝感激。
3．Will you please be good enough to obtain for us the information possible respecting the financial standing and mode of business of ABC Company?
能否為我方索取有關(guān) ABC 公司財(cái)務(wù)狀況和貿(mào)易方式的資料？
4．We should appreciate it if you would provide us with reliable information respecting Messrs of J.C.Maxwell Company.We wish to know if their financial standing is considered strong.如能為我方索取有關(guān) J·C·馬克士威公司的可靠信息——該公司的財(cái)務(wù)運(yùn)作能力是否
很強(qiáng)，我方將不勝感激。
5．The Subject company is now offering to present us in the sale of our Sewing Machines, and has referred us to your Bank for detailed information about its credit standing, business
capacity and character.標(biāo)題公司提出要為我公司代理銷(xiāo)售我方的縫紉機(jī)，并介紹我公司向貴行了解該公司的信用、業(yè)務(wù)能力和聲譽(yù)的詳細(xì)情況。
6．The firm under mentioned in your city, who have written to us, state that they are the leading importers in your place dealing in chemicals and they now wish to switch to us for the supply of the similar item.貴市下述公司告知我方，他們是貴地化工產(chǎn)品的主要進(jìn)口商，目前希望我方能夠供應(yīng)
給他們同樣的化工產(chǎn)品。
商務(wù)英語(yǔ)溝通與技巧
7．We are at present negotiating with the firm named below about the question of agency.They have given us your name as a reference.Will you please inform us frankly whether you consider a credit to the extent of $ 5,000,000 as a risk?
我方正在與下述公司協(xié)商有關(guān)的代理問(wèn)題，他們介紹貴公司作為他們的資信證明人。
請(qǐng)貴方坦率告知我方，給他們最多五百萬(wàn)的信貸是否有風(fēng)險(xiǎn)？
8．We are glad to enter into business relations with you and hope you can give us the names of two banks as a reference.We hope to negotiate further for the specific transactions.我方很高興與貴公司建立業(yè)務(wù)關(guān)系，并希望貴公司能提供兩個(gè)銀行資信證明人，以便
與貴方進(jìn)一步洽談具體業(yè)務(wù)。
9．Please note that this information is furnished without any responsibility on our part and should be held strictly confidential.請(qǐng)注意，我方對(duì)所提供的材料不負(fù)任何責(zé)任，并請(qǐng)對(duì)該材料嚴(yán)格保密。
10.The above information is given confidentially and without responsibility on this bank.以上情況請(qǐng)注意保密，對(duì)此信息該行不負(fù)任何責(zé)任。
（一）例信原文
Section
2建立貿(mào)易關(guān)系 敬啟者：
承蒙我經(jīng)商處提供了貴公司的名稱(chēng)和地址，現(xiàn)在我方給貴方寫(xiě)信并希望同貴方建立貿(mào)
易關(guān)系。
多年來(lái)，我方一直在進(jìn)口插管、面罩等醫(yī)用輸氧設(shè)備，目前我方對(duì)各種呼吸系統(tǒng)疾病
治療儀器和產(chǎn)品感興趣，很想了解貴公司的目錄和報(bào)價(jià)。
如果貴方的價(jià)格做得開(kāi)的話，相信我們能夠做成大生意。
盼望早日收到貴方的來(lái)信。
謹(jǐn)上
（二）參考譯文
Dear Sirs，Having obtained your name and address from our Economic and Commercial Counselor's Office in your country，we are writing to you in the hope of establishing business relations between us.We have been importers of oxygen delivery systems including cannulas and masks for many
years.At present, we are interested in various kinds of respiratory therapy products and apparatuses and would appreciate your catalogues and quotations.If your prices are in line, we trust important business can materialize.We are looking forward to receiving your early reply.第五章 商務(wù)信函 103
Yours faithfully，（三）文本特點(diǎn)
這是一種希望與對(duì)方建立貿(mào)易關(guān)系的請(qǐng)求性詢(xún)函。
這類(lèi)信函一般包括下列內(nèi)容：
1．首先，先告訴對(duì)方你得到對(duì)方的名稱(chēng)和地址的方式（opening sentence: how the writer obtained the name and address of the company）；
2．其次，告之對(duì)方你寫(xiě)信的目的（purpose of contacting the company）；
3．然后，向?qū)Ψ阶骱?jiǎn)要的自我介紹（a self-introduction, such as the nature of the company's business(agent, exporter, importer or manufacture, and your commercial standing)）；
4．最后，向?qū)Ψ奖硎靖兄x（complimentary closure）。
（四）相關(guān)同類(lèi)表達(dá)
1．Your name and address have been given to us by the Belgium Chamber of Commerce in Brussels, we are writing to establish business relations with you.我方從布魯塞爾比利時(shí)商會(huì)獲悉貴公司的名字和地址，現(xiàn)去信以期與貴公司建立業(yè)務(wù)
關(guān)系。
2．The American Consulate in Shanghai has advised us to get in touch with you concerning the establishment of business relations with you.美國(guó)駐上海領(lǐng)事館告知我方與貴方聯(lián)系，以期建立業(yè)務(wù)關(guān)系。
3．Your Commercial Councellor's Office has referred us to you for establishing business relations with your firm.貴方商務(wù)參贊處告知我方與貴方聯(lián)系，以期建立業(yè)務(wù)關(guān)系。
4．We wish to introduce ourselves to you as a state-opened corporation dealing exclusively in light industrial goods, hoping that you would like to enter into business relations with us.我方有幸自薦。我們是一家獨(dú)家經(jīng)營(yíng)輕工業(yè)產(chǎn)品的國(guó)有公司，希望能與貴公司建立業(yè)
務(wù)關(guān)系。
5．With a view to expanding our business at your end, we are writing to you in the hope that we can open up business relations with your firm.為了在貴地?cái)U(kuò)大我方業(yè)務(wù)，我們寫(xiě)信希望與貴方建立業(yè)務(wù)關(guān)系。
6．We are glad to send you this introductory letter, hoping that it will be the prelude to mutually beneficial relations between us.我方很愿意寄去自薦函，希望這是雙方互利關(guān)系的前奏。
7．We take the liberty of writing to you with a view to building up business relations with your company.104
商務(wù)英語(yǔ)溝通與技巧
我方冒昧寫(xiě)信以期與貴公司建立業(yè)務(wù)關(guān)系。
8．Through the courtesy of Mr.Gates, we have learned that you are one of the leading importers of Light Industrial in your area.承蒙蓋茨先生介紹，獲悉貴公司是貴地輕工業(yè)產(chǎn)品的主要進(jìn)口商。
9．We are willing to enter into business relations with you on the basis of equality, mutual benefit and exchanging what we one has for what one needs.我方非常樂(lè)意在平等互利、互通有無(wú)的基礎(chǔ)上與貴公司建立業(yè)務(wù)關(guān)系。
10.We are pleased to learn from your letter of...that you wish to enter into trade relations with us.從貴方??來(lái)信獲悉貴方希望與我方建立業(yè)務(wù)關(guān)系。
11．As this item falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you.由于這些產(chǎn)品屬于我方經(jīng)營(yíng)范圍，我方很高興與貴方建立業(yè)務(wù)關(guān)系。
12．Much to our regret, we are unable to do business with you directly, as we are represented by Mr.King in your area.非常抱歉，我方不能與貴方建立直接業(yè)務(wù)關(guān)系。因?yàn)槲曳揭盐薪鹣壬鳛橘F地的代理。
13．We are sorry to say for not accepting your request for establishment of business relations with us, as the items named in your letter have been exhausted.非常抱歉，我方不能與貴方建立業(yè)務(wù)關(guān)系，因?yàn)橘F方信中所提貨物已告罄。
14．We thank you for your letter of? expressing your desire to trade with us directly, which coincides with ours.感謝貴方??來(lái)函，希望與我方建立直接業(yè)務(wù)關(guān)系，這與我方的想法一致。
15．We are indebted to Mr.Jackson for your name and address and should be pleased to open up business relations with your firm in the near future.承蒙杰克遜先生介紹，我方獲悉貴公司名字和地址，我方非常高興在不久的將來(lái)與貴
公司建立業(yè)務(wù)關(guān)系。
16．Your letter expressing the hope of entering into business connections with us has been received with thanks.十分榮幸收到貴方希望與我方建立業(yè)務(wù)關(guān)系的信函。
（一）例信
敬啟者：
貴公司 5 月 6 日所寄的石化分析、數(shù)據(jù)管理軟件報(bào)價(jià)單和圖片冊(cè)已收到。
Section
3進(jìn)口商詢(xún)盤(pán)
第五章 商務(wù)信函 105
經(jīng)聯(lián)系，本地不少客戶(hù)對(duì)這套軟件感興趣，為此請(qǐng)即報(bào) 500 套（PADM-3456 號(hào)）CFR 天津最低價(jià)。
我方認(rèn)為，此地市場(chǎng)競(jìng)爭(zhēng)激烈，要想成功銷(xiāo)售，貴方報(bào)價(jià)需具有吸引力，否則將有困
難。希望用形式發(fā)票進(jìn)行報(bào)價(jià)。
謹(jǐn)上
（二）參考譯文
Dear Sirs，Thank you for your brochure for Petroleum Analysis & Data Management Software dated May 6 and the photo booklet enclosed.We have approached a number of our customers in this area and many of them take an interest in the application software.We therefore ask you to make us your best offer on CFR Tianjin basis for 500 Petroleum Analysis & Data Management Software packages(No.PADM-3456).We would like to point out that unless your quotation is attractive to the buyers here, it would be difficult for us to push successfully the sale of your software products in this competitive market.We shall appreciate your offer in the form of a proforma invoice.Yours Sincerely，（三）文本特點(diǎn)
這是一種買(mǎi)方向賣(mài)方提出的詢(xún)盤(pán)信函。詢(xún)盤(pán)信函一般都由買(mǎi)方發(fā)出。
這類(lèi)信函一般包括下列內(nèi)容：
1．詢(xún)函了解的內(nèi)容主要包括：貨物質(zhì)量、貨號(hào)、規(guī)格、買(mǎi)方所要總數(shù)、單價(jià)、交貨方
式、交貨時(shí)間以及支付方式（List the names and specifications about the product you are enquiring about, including quality, Art Nos, specification, the amount the buyer wants, unit price, mode of delivery, delivery time and terms of payment.）；
2．如果還未得到產(chǎn)品目錄、價(jià)目單和樣品，可向?qū)Ψ剿魅。ˋsk the seller to send you the catalogue, price list and samples if you haven't obtained these before.）；
3．簡(jiǎn)要介紹你方市場(chǎng)和你方銷(xiāo)售能力，同時(shí)強(qiáng)調(diào)對(duì)方報(bào)價(jià)應(yīng)合理并具有競(jìng)爭(zhēng)力（Short introduction about your market and your ability to sell the goods.Emphasize that the price
should be made reasonable and competitive.）；
4．詢(xún)問(wèn)對(duì)方是否有折扣，說(shuō)明你方能接受的支付方式和你方希望的交貨時(shí)間（Enquire about the discount the seller can offer and say clearly about terms of payment you can receive and the delivery time you expect.）； 5．表達(dá)訂貨的可能性（Express the possibility for ordering the goods）。
商務(wù)英語(yǔ)溝通與技巧
（四）相關(guān)同類(lèi)表達(dá)
1．We have an importer enquiry for Woolen Blankets and would like to obtain a catalogue, price list together with the samples as soon as possible.我們是一家進(jìn)口商，詢(xún)問(wèn)有關(guān)羊毛毯的情況。希望貴方盡快向我方提供產(chǎn)品目錄，價(jià)
格表以及樣品。
2．We are very much interested in importing your “Forever Bicycle” displayed at Guangzhou Trade Fair.我方對(duì)貴方在廣州交易會(huì)上展出的永久牌自行車(chē)很感興趣，并有意進(jìn)口。
3．Your advertisement in today's China Daily interests us and we will be glad to receive samples with your lowest prices.我方對(duì)貴方今天刊登在中國(guó)日?qǐng)?bào)上的廣告很感興趣。希望貴方能寄來(lái)樣品并附上最低
價(jià)格。
4．From the latest issue of Computer World we have learned about your Business Guide software package for IBM-compatible PCs.We would like to find out more information about the package because we think it might be appropriate to the needs of our customers.我方從最近出版的計(jì)算機(jī)世界雜志上獲悉，貴方主營(yíng) IBM 兼容機(jī)軟件包。我方想了解
關(guān)于該軟件包更多的情況，我方認(rèn)為該軟件包可能會(huì)適合我方客戶(hù)的需求。
5．We are a large record store in the center of Buenos Aires and would like to know more about the tape and cassettes you advertised in this month's edition of A.V.news.我們是布宜諾斯艾利斯市中心的一家經(jīng)營(yíng)錄音機(jī)的大商場(chǎng)，我方希望了解貴方在本月的 A.V.NEWS
期刊廣告上登出的關(guān)于磁帶及盒式錄音機(jī)的更多情況。
6．It would also be helpful if you could send us samples and if they are of the standard we require, we will place a substantial order.如能寄給我方一些樣品，將有助于雙方業(yè)務(wù)的發(fā)展。如樣品符合我方標(biāo)準(zhǔn)，我方將大
量訂貨。
7．Please let us know on what terms you can supply the above goods.請(qǐng)告知我方，你方能供應(yīng)上述商品的交易條件。
8．We are in the market for ladies' dresses, and shall be glad to receive your best possible quotation, including origin, detailed specifications, packing and quantities available for them.我方想買(mǎi)女式服裝，希望貴方能向我方報(bào)最優(yōu)盤(pán)，包括產(chǎn)地，詳細(xì)的規(guī)格、包裝及該
產(chǎn)品可供數(shù)量。
9．We, however, would like to point out that unless your quotation is attractive to the buyers, it would be difficult to push the sale of your shirt successfully.但我方要指出，要想成功地推銷(xiāo)襯衫，你方報(bào)價(jià)須對(duì)賣(mài)方具有吸引力。否則，將有
困難。
第五章 商務(wù)信函 107
10．As our market is now somewhat dull and prices are generally low, you are very
fortunate in making purchases at this time.目前我方市場(chǎng)呆滯，貨價(jià)普遍偏低，幸而貴方此時(shí)進(jìn)貨。
（一）例信
敬啟者：
很高興收到貴方 8 月 25 日的詢(xún)價(jià)。根據(jù)貴方要求，今寄上有插圖的目錄和明細(xì)價(jià)目單。
此外，下一次將郵寄一批樣品。
相信貴公司看到上述資料和樣品后，定會(huì)認(rèn)為我方產(chǎn)品質(zhì)量上乘，價(jià)格合理。由于質(zhì)
地柔軟、耐用，我方的純棉床單備受歡迎。貴方在研究我方價(jià)格之后，自然會(huì)知道我方供
小于求的原因。
若貴方在 9 月 30 日前下訂單，我方可保證在收到訂單后兩周內(nèi)交貨。若定期購(gòu)買(mǎi)不少
于 50 打的商品，我方可給予 5%的折扣。
請(qǐng)關(guān)注價(jià)目單上的我方其他產(chǎn)品，并盼早來(lái)首次訂單。
謹(jǐn)上
Section
4出口商回復(fù)詢(xún)盤(pán)
（二）參考譯文
Dear Sirs，We were very pleased to receive your inquiry of August 25 and enclose our illustrated catalogue and the detailed price-list as you asked.Also by separate post we are sending you some samples.When you have examined them, we feel confident you will agree that the goods both excellent in quality and reasonable in prices.Because of their warmth and softness, all-cotton bedsheets are more and more popular, and after studying our prices you will not be surprised to learn that we are finding it difficult to meet the demand.But if you place your order not later than September 30, we would try to effect shipment within fourteen days of receipt of your order.On regular purchase of fifty dozen or more of individual items we would allow you a discount of 5%.We invite your attention to our other products, details of which you will find in the catalogue, and look forward to receiving your first order.Yours faithfully，（三）文本特點(diǎn)
這是一種賣(mài)方對(duì)買(mǎi)方詢(xún)價(jià)的回函。這類(lèi)信應(yīng)當(dāng)回答對(duì)方來(lái)信中問(wèn)到的所有問(wèn)題，每個(gè)
回復(fù)都應(yīng)當(dāng)直截了當(dāng)、言簡(jiǎn)意賅。
商務(wù)英語(yǔ)溝通與技巧
這類(lèi)信函一般包括下列內(nèi)容：
1．首先對(duì)對(duì)方的詢(xún)盤(pán)表示感謝并說(shuō)明收信日期（Express your thanks for the enquiry and state the date of the letter you received.）；
2．其次，提供所有對(duì)方詢(xún)問(wèn)的信息，并告之對(duì)方商品目錄、價(jià)目單、樣品及其他買(mǎi)方
所要求的已另函郵寄（Supply all the information one enquired and inform that the catalogues, the price lists, samples and all the buyer requested have been sent by separate cover.）；
3．有關(guān)你方所供產(chǎn)品的詳細(xì)信息及產(chǎn)品優(yōu)勢(shì)（Detailed information about the products you can supply and the advantages of the products.Something more about your company, that is the advantages of doing business with each other.）；
4．說(shuō)明該報(bào)價(jià)合理且具有競(jìng)爭(zhēng)力（State that the price given is reasonable and conpetitve.）；
5．說(shuō)明你方能接受的支付方式以及可能的交貨時(shí)間（State terms of payment you can receive and the possible time for delivery.）；
6．最后說(shuō)明相信對(duì)方會(huì)對(duì)你方產(chǎn)品感到滿(mǎn)意并盼望早日收到訂單（A closing sentence to show that the reader will be satisfied with your products and the hope to conduct business in the future(receive order soon).）。
（四）相關(guān)同類(lèi)表達(dá)
1．Enclosed please find a full range of catalogues covering the stainless steel tableware
inquired for in your letter of May 4, if you find any of the items of interest, please let us know and we will send you the samples.隨函附上貴方 5 月 4 日來(lái)函要求的不銹鋼餐具說(shuō)明書(shū)，如對(duì)其中任何產(chǎn)品感興趣，請(qǐng)
告知我方。我方將寄去樣品。
2．We have much pleasure in enclosing a quotation sheet for our products and trust that their high quality will induce you to place a trial order.非常高興寄去我方的產(chǎn)品報(bào)價(jià)單，我方相信我方的優(yōu)質(zhì)產(chǎn)品會(huì)促使貴方試訂貨。
3．We are glad to receive your letter dated November 14 for our bicycle.In reply to your inquiry, we are pleased in making you the following offer.非常高興收到貴方月日對(duì)我方自行車(chē)的詢(xún)函，現(xiàn)回復(fù)貴方詢(xún)函并報(bào)盤(pán)
如下。
4．You will receive cuttings of our materials and a color chart, These were airmailed to you this morning.貴方將收到我方服裝材料的剪樣和彩色圖片，這些材料我方已于今晨航寄貴處。
5．We are making you, subject to your acceptance reaching us not later than September 15, the following offer.第五章 商務(wù)信函 109
現(xiàn)報(bào)盤(pán)如下，若貴方接收復(fù)函于 9 月 15 日前抵達(dá)我處則有效。
6．Our prices are quoted on CIF Lagos basis.If you would prefer the goods to be sent by airfreight, this will be an extra charge.我方的報(bào)價(jià)為成本加運(yùn)保費(fèi)拉各斯價(jià)。如果貴方需要我方郵寄該產(chǎn)品，我方將收取額
外差價(jià)。
7．We are sending you separately a copy of our latest price list giving CIF Amsterdam Price together with an illustrated catalogue for your reference.我們另寄出標(biāo)有 CIF 阿姆斯特丹價(jià)的最新價(jià)目表，以及一份插圖目錄供貴方參考。
8．We are sure you will find a ready sale for our products in Canada as other retailers
throughout Europe and U.S.A, and we do hope we can reach an agreement on the terms quoted.由于歐洲和美國(guó)的零售業(yè)務(wù)業(yè)績(jī)良好，我方確信我方產(chǎn)品在加拿大定會(huì)銷(xiāo)售很好。我方衷心希望貴我雙方能就所報(bào)條款達(dá)成一致意見(jiàn)。9．We hope you will agree that our prices are very competitive for these good quality clothes, and we look forward to receiving your initial order.我方希望貴方會(huì)由于我方的優(yōu)質(zhì)服裝，認(rèn)同我方價(jià)格具有競(jìng)爭(zhēng)力。我方盼望早日收到
貴方的首批訂單。
（一）例信
敬啟者：
貴方 11 月 21 日的來(lái)信已收到，謝謝，對(duì)此我方已于上周五電復(fù)。
從我方的電子郵件中諒必貴方已知道，我方能夠報(bào)實(shí)盤(pán) 250 千噸鋼管拉各斯成本、保
險(xiǎn)費(fèi)加運(yùn)費(fèi)每千噸 620 英鎊，可在收到貴方訂單后兩個(gè)月內(nèi)交貨。貨款的支付方式為即期
信用證支付。該報(bào)盤(pán)以貴方答復(fù)在一星期內(nèi)到達(dá)此地為有效。
貴方應(yīng)已知道，最近市場(chǎng)上對(duì)鋼管需求量很大，因此我方對(duì)此實(shí)盤(pán)不能保留太久。需
求大則必然造成漲價(jià)，因此請(qǐng)貴方早日答復(fù)。
謹(jǐn)上
Section
5還盤(pán)
（二）參考譯文
Dear Sirs，Thank you for your letter of November 21, and we sent you a reply by e-mail last Friday.You must have noted from our e-mail that we can make you a firm offer on 250 L/Ts Steel Tubes at ￡620 per L/T CIF Lagos.Delivery can be made within two months upon the arrival of your order, and payment is to be by sight letter of credit.This offer is subject to your reply reaching here within one week.110
商務(wù)英語(yǔ)溝通與技巧
As you are aware, there has been active demand for Steel Tubes in the market.It is therefore
impossible for us to keep this offer open too long.Active demand will certainly result in
increased price, and for this reason we expect your early reply.Yours faithfully，（三）文本特點(diǎn)
這是一種還盤(pán)信函，即受盤(pán)人對(duì)發(fā)盤(pán)內(nèi)容不太滿(mǎn)意而提出修改或變更意見(jiàn)。
這類(lèi)信函一般包括下列內(nèi)容：
1．首先，對(duì)發(fā)盤(pán)人的發(fā)盤(pán)表示感謝（Express appreciation for the offeror's effort in making an offer.）；
2．其次，表示很遺憾不能接受發(fā)盤(pán)并解釋原因（Express regret for some reasons you cannot accept the offer and explain it.）；
3．然后，提出你方所希望的條件作為還盤(pán)（Make a suggestion about your own terms and conditions to the counter-offer.）；
4．最后，希望對(duì)方接受你的還盤(pán)（Express your desire to the reader, hoping that your counter-offer will be accepted.）。
（四）相關(guān)同類(lèi)表達(dá)
1．While appreciating the good quality and fine style of your bicycles, we find the prices of your goods, especially the women's bicycles, are too high to be competitive in our markets.我方非常欣賞貴方自行車(chē)的質(zhì)量和漂亮款式，但我方認(rèn)為貴方自行車(chē)尤其是女式自行
車(chē)的價(jià)格太高，在我地市場(chǎng)缺乏競(jìng)爭(zhēng)力。
2．Thank you for your letter of November 30, in which you asked us for the possibility of reduction from 5%~10% in our prices of men's and women's bicycles.感謝貴方 11 月 30 日來(lái)函詢(xún)問(wèn)我方男、女自行車(chē)降價(jià) 5%-10%的可能性。
3．We regret to inform you that we are not in a position to accept your counter-offer or those terms.我們遺憾地通知貴方，我方無(wú)法按照貴方的條件接受報(bào)價(jià)。
4．Should you be prepared to reduce your limit by, say 3%, we might come to terms.如貴方愿意減價(jià)，比方說(shuō)，3%，也許我們能達(dá)成交易。
5．Much to our regret, we are unable to entertain your offer because the specifications you quoted do not meet our clients' requirements.If you are in a position to supply the goods of such specifications as given in our inquiry sheet, we will get in touch with our buyers again.非常遺憾，我方不能接受貴方報(bào)盤(pán)，因?yàn)橘F方所報(bào)規(guī)格不符合我方客戶(hù)要求。如果貴
方能夠按我方詢(xún)價(jià)單上的規(guī)格提供該產(chǎn)品，我方將與客戶(hù)聯(lián)系定購(gòu)。
第五章 商務(wù)信函 111
6．We like the quality of your goods and also the way in which you have handled our inquiry, and would welcome the opportunity to do business with you.我方欣賞貴方貨物的質(zhì)量及貴方對(duì)我方詢(xún)盤(pán)的處理方式，并希望有機(jī)會(huì)與你方做合作。
7．We may suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers.我方建議貴方是否對(duì)貴方的報(bào)價(jià)做些減讓?zhuān)@樣有助于將貴方產(chǎn)品介紹給我方客戶(hù)。
Section 6
敦促開(kāi)立信用證
（一）例信
尊敬的先生/女士：
事由：我方第 CZ-567 售貨確認(rèn)書(shū)
關(guān)于我方第CZ-567
售貨確認(rèn)書(shū)中的三百臺(tái)磁強(qiáng)儀，擬提請(qǐng)注意交貨日期日益迫近，但至今仍未收到有關(guān)信用證。
請(qǐng)速開(kāi)立信用證，以便我方順利執(zhí)行這項(xiàng)訂單。
為了避免隨后的修改，務(wù)請(qǐng)注意信用證的規(guī)定事項(xiàng)與合同條款完全一致。盼佳音。
謹(jǐn)上
（二）參考譯文
Dear Sirs/Madams，Re: Our Sales Confirmation No.CZ-567
With reference to the 300 Gauss Meters under our Sales Confirmation No.CZ-567, we would
draw your attention to the fact that the date of delivery is approaching but we have not yet
received your covering Letter of Credit.Please try your best to establish the L/C, so that we can process your order in good time.In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.We hope to receive your favorable news soon.Yours truly，（三）文本特點(diǎn)
這是一種催促對(duì)方開(kāi)立信用證的信函。
這類(lèi)信函一般包括下列內(nèi)容：
1．首先，說(shuō)明該批貨物裝運(yùn)期臨近，但尚未收到相關(guān)信用證（State time of delivery is approaching of that goods，but have not yet received covering L/C.）；
2．其次，催促對(duì)方開(kāi)立信用證，以便你方能夠安排裝運(yùn)（Urging establishment of L/C so
112
商務(wù)英語(yǔ)溝通與技巧
as to the seller can conduct his obligation to deliver his goods.）；
3．然后，提醒對(duì)方注意信用證條款必須與合同條款完全一致，以避免日后修改（Remind that the L/C stipulation must be in accordance with the terms of the contract.）；
4．最后，表達(dá)你方盼望對(duì)方回音的良好愿望（Express your desire to the buyer, hoping that you can receive favorable news.）。
（四）相關(guān)同類(lèi)表達(dá)
1．It is our practice to require sight L/C.要求即期信用證是我方的慣例。
2．Payment shall be made by a first-class banker's irrevocable and transferable L/C in favor of the seller, available by draft at sight for 100% invoice value.支付方式為：在一流銀行按發(fā)票金額的100%開(kāi)立以賣(mài)方為受益人的、不可撤銷(xiāo)的、可轉(zhuǎn)讓的信用證，憑即期匯票支付。
3．We have made it clear that we should accept D/P terms for your present order.我方已經(jīng)清楚說(shuō)明，目前訂貨我方只接受付款交單。
4．We agree to draw at 60 days D/P instead of 30 days D/A.我方同意開(kāi)具 60 天期付款交單而非 30 天期承兌交單匯票。
5．We should request you to expedite the establishment of the L/C so that we may effect shipment by the direct steamer scheduled here about May 30.我方請(qǐng)求貴方速開(kāi)立信用證，以便我方能夠?qū)①F方貨物裝運(yùn)到 5 月 30 日開(kāi)出的直達(dá)汽
輪上。
6．Because there is no direct steamer to your port, please make amendment to your L/C, allowing transshipment in Hong Kong.因無(wú)直達(dá)船駛往貴港，請(qǐng)修改信用證，準(zhǔn)許在香港轉(zhuǎn)船。
7．You must be responsible for all the losses arising from your delay in opening the covering L/C.貴方必須對(duì)遲開(kāi)相關(guān)信用證所造成的一切損失負(fù)責(zé)。
8．As regards Contract No.254, it is regret that we have not received your L/C yet.非常遺憾，直到目前我方仍未收到貴方第 254 號(hào)信用證。
9．We regret being unable to accept your terms of payment and therefore have to return the order to you.非常抱歉，我方不能接受貴方的支付條件，因此，我方不得不把訂單退還貴方。
10．If we had received you L/C, we would have effected shipment.收到信用證后，我方將安排裝運(yùn)。
11．The goods would have been shipped directly if your L/C has arrived by the end of last
第五章 商務(wù)信函 113
November.如果貴方信用證在去年 11 月底開(kāi)到我方，貴方所訂貨物將直接送抵。
12．Please see to it that letter of credit is always opened telegraphically without delay, so as to enable us to effect shipment during October / November.請(qǐng)確保及時(shí)電開(kāi)信用證，以便我方能在 10 /11 月期間裝運(yùn)。
13．We find the stipulations in your L/C are not in accordance with the contract.我方發(fā)現(xiàn)，貴方信用證上的規(guī)定與合同不一致。
14．In view of our friendly co-operation in the past, we shall extend the relative L/C
compliance with your request.鑒于我們雙方過(guò)去的友好合作，我方將應(yīng)你方要求，延期有關(guān)信用證。
（一）例信
敬啟者：
我方榮幸地通知貴方，貴方 4 月 28 日所訂購(gòu)的貨物已經(jīng)于 5 月 16 日交由“Evergreen” 貨輪自寧波北侖港運(yùn)出。
隨函附上 1234 美元的商業(yè)發(fā)票一式三份。按照規(guī)定，我方已將裝運(yùn)單據(jù)（提單、保險(xiǎn)
單、匯票、原產(chǎn)地證明書(shū)、裝箱單及重量尺碼單）交給我公司銀行。貴方支付發(fā)票上的款
項(xiàng)后，我公司銀行會(huì)將單據(jù)寄給貴方。
希望再次接到貴方的訂單。
謹(jǐn)上
Section 7
要求進(jìn)口商付款函
（二）參考譯文
Dear Sirs，We are pleased to inform you that the goods you ordered on April 28 were loaded onto S.S.“Evergreen” on May 16, which was to depart from Beilun Port, Ningbo, Zhejiang.We enclose commercial invoice in triplicate for $1234.00.As stipulated we have delivered the shipping documents(Bill of Lading, Insurance Policy, Draft, Certificate of Origin, Packing List, List of Weight and/ or Measurement)to our bank, which will send them to you against the
payment of the amount of our invoice.We look forward to your repeat orders.Yours faithfully，（三）文本特點(diǎn)
這是一種要求進(jìn)口商付款的信函。
114
商務(wù)英語(yǔ)溝通與技巧
這類(lèi)信函一般包括下列內(nèi)容：
1．首先，通知對(duì)方所訂購(gòu)的貨物已經(jīng)裝運(yùn)發(fā)出（Inform that the goods were already loaded onto and delivered.）；
2．告知對(duì)方所需單據(jù)已經(jīng)交給銀行（State that stipulated documents were delivered to the bank.）；
3．希望對(duì)方及時(shí)付款（Hope that buyer could effect payment in time.）；
4．表達(dá)再次合作的良好愿望（Express your desire to the buyer, hoping that we could cooperate again.）。
（四）相關(guān)同類(lèi)表達(dá)
1．Payment is to be made by draft drawn on the buyer payable at sight D/P.我方已向買(mǎi)方開(kāi)具匯票，請(qǐng)見(jiàn)票后付款交單。
2．As agreed upon in our negotiations, payment is to be made by L/C.按我們協(xié)商的規(guī)定，用信用證支付。
3．We have drawn on you at 30 days' sight for the amount of the invoice.我方已按發(fā)票金額向貴方開(kāi)立 30 天見(jiàn)票付款的匯票。
4．To give you more convenience, we will draw a clean draft on you for amount shot-opened.為更方便，我方將開(kāi)出清潔匯票，向貴方支取短開(kāi)的金額。
5．I hope that the goods can be shipped promptly after you get our L/C.我方希望貴方能在收到我方信用證后馬上發(fā)貨。
6．Upon receipt of your L/C, please arrange shipment of the goods booked by us without any delay.收到信用證后，請(qǐng)盡快裝運(yùn)我方貨物。
7．We are pleased to inform you that we have completed the shipment of 1000 pieces of bicycles.現(xiàn)通知貴方，我方已將 1000 輛自行車(chē)裝運(yùn)完畢。
8．The contract stipulates that the seller shall cable the shipping advice to the buyer as soon as the goods are loaded on board the ship.合同規(guī)定，一旦貨物裝船，賣(mài)方必須電告裝船通知。
（一）例信
尊敬的先生/女士：
按：訂單 0204 號(hào) 500 箱玩具
Section 8
辦理保險(xiǎn)后通知函
第五章 商務(wù)信函 115
茲確認(rèn)收到貴方 7 月 20 日的來(lái)函，此函要求我方將標(biāo)題貨物投保保險(xiǎn)，保險(xiǎn)費(fèi)由貴方
承擔(dān)。我方已向中國(guó)人民保險(xiǎn)公司替上述貨物按金額 2200 英鎊投保了綜合險(xiǎn)。
我方正按要求開(kāi)列保險(xiǎn)單，并將在下周二將保險(xiǎn)單連同保險(xiǎn)費(fèi)的索費(fèi)通知單一并寄給
貴方。
謹(jǐn)上
（二）參考譯文
Dear Sir/ Madam，Re: Your Order No.0204 for 500 Cases of Toys
This is to acknowledge the receipt of your letter dated July 20 requesting us to effect insurance on the captioned shipment for your account.We are pleased to inform you that we have covered the above shipment with the People's
Insurance Company of China against all risks for ￡2200.The policy is being prepared accordingly and will be forwarded to you by next Tuesday together with our debit note for the premium.Yours sincerely，（三）文本特點(diǎn)
這是一種辦理保險(xiǎn)后的通知函。通常，在 FOB 或 CFR 條件下，買(mǎi)方可能會(huì)要求賣(mài)方
代替買(mǎi)方辦理保險(xiǎn)。當(dāng)然，保險(xiǎn)費(fèi)仍然由買(mǎi)方負(fù)擔(dān)。通常情況下，賣(mài)方考慮雙方合作關(guān)系
會(huì)予以辦理。此信函就是賣(mài)方辦理保險(xiǎn)后通知買(mǎi)方的信函。
這類(lèi)商業(yè)信函一般包括下列內(nèi)容：
1．合同號(hào)碼（the contract number）；
2．對(duì)貨物的簡(jiǎn)單描述（a brief description of the goods）；
3．保險(xiǎn)人和被保險(xiǎn)人（the insurer and the insured）；
4．保險(xiǎn)費(fèi)率（the insurance rate）；
5．保險(xiǎn)類(lèi)別（the type of insurance）。
（四）相關(guān)同類(lèi)表達(dá)
1．We will arrange insurance on your behalf.我方愿代貴方投保。
2．Please cover(insure)the goods with Particular Average.請(qǐng)給貨物投保水漬險(xiǎn)。
3．We have insured the above goods at invoice value plus 10%.116
商務(wù)英語(yǔ)溝通與技巧
我方已將上述貨物按發(fā)票金額加 10%投保。
4．Please see to it that the above mentioned goods should be shipped before March 18 and the goods should be covered for 150% of invoice value against all risks.請(qǐng)注意，上述貨物必須在 3 月 18 日前裝出，保險(xiǎn)須按發(fā)票價(jià)格的 150%投保綜合險(xiǎn)。
5．In the absence of definite instructions from our clients, we will cover insurance WPA and War Risk according to usual practice.在沒(méi)有得到我方顧客明確指示的情況下，我方將按一般慣例投保水漬險(xiǎn)和戰(zhàn)爭(zhēng)險(xiǎn)。6．We will cover insurance ourselves on 500 pieces of bicycles under Contract No.1234.我方將自行辦理第 1234 號(hào)合同項(xiàng)下的 500 輛自行車(chē)的保險(xiǎn)。
7．We usually effect insurance with the People's Insurance Company of China against all risks, as per Ocean Marine Cargo Clauses of the People's Insurance Company of China, dated the 1st January, 1981.我方一般按1981年元月1日中國(guó)人民保險(xiǎn)公司的海洋運(yùn)輸貨物保險(xiǎn)條款向中國(guó)人民保
險(xiǎn)公司投保綜合險(xiǎn)。
8．The additional insurance premium is for the buyer's account.額外保險(xiǎn)費(fèi)由買(mǎi)方負(fù)擔(dān)。
9．We will effect insurance against all risks, as requested, charging premium and freight to you.應(yīng)貴方請(qǐng)求，我方將為該貨投保綜合險(xiǎn)，并向貴方收取保險(xiǎn)費(fèi)及運(yùn)費(fèi)。
10．The extra premium will, of course, be refunded to you upon receipt of your debit note, or, if you like, you may draw a sight draft on us for the amount.一收到貴方借記通知單，我方將立即返還額外保費(fèi)，如果貴方愿意，也可開(kāi)立即期匯
票向我方收取所需金額。
11．Please let us know whether your price covers the risk of TPND.請(qǐng)告知貴方的價(jià)格是否包括偷竊和提貨不著險(xiǎn)在內(nèi)。
12．Please arrange the insurance as per our request and in the meantime we await your
shipping advice.請(qǐng)按我方的要求辦理保險(xiǎn)，同時(shí)我方等候貴方的裝運(yùn)通知。
13．The insurance company insures Risk of Breakages with 5% franchise.保險(xiǎn)公司對(duì)保險(xiǎn)破碎險(xiǎn)有 5%的免賠限度。
14．The premium is calculated according to the premium rate or rates for risks to be covered.保險(xiǎn)費(fèi)是根據(jù)投保險(xiǎn)別的保險(xiǎn)費(fèi)率計(jì)算的。
第五章 商務(wù)信函 117
（一）例信
敬啟者：
訂單號(hào)碼 No.234
Section 9
提出投訴信函
今就我公司昨日收到的騎士營(yíng)帳篷裝運(yùn)不當(dāng)一事向貴方提出申訴。該批帳篷是根據(jù)上
列訂單訂購(gòu)的。
裝帳篷的箱子損壞，似乎在運(yùn)輸過(guò)程中已被打開(kāi)。根據(jù)貴方第 678 號(hào)發(fā)票，我方估計(jì)
有 20 件帳篷及若干照明附件被盜，價(jià)值 3200 英鎊。由于箱子被翻亂，箱內(nèi)物品已經(jīng)起皺
或染上污跡，無(wú)法作為新商品在我方北京的銷(xiāo)售處出售。
由于是按到岸價(jià)訂貨的，而且負(fù)責(zé)裝貨的是貴方代理，我方建議貴方就賠償事宜與他們
聯(lián)系。隨信附上損壞的丟失的帳蓬清單。在收到貴方的復(fù)信前，該批貨物將暫時(shí)另行存放。
謹(jǐn)上
（二）參考譯文
To whom it may concern, Our Order No.234
We are writing to you to complain about the shipment of Camping Tents we received yesterday against the above order.The boxes in which the camping tents were packed were damaged, and looked as if they had been broken open in transit.From your invoice No.678 we estimate that a number of accessory lights as well as twenty tents have been stolen to the value of about ￡3200.And because of the rummaging in the boxes, quite a few other tents were crushed or stained and therefore cannot be sold as new articles in our outlets here in Beijing.As the deal was on CIF basis and the forwarding company was your agents, we suggest you
contact them with regard to compensation.You will find a list of the damaged and missing
articles attached, and the consignment will be put aside until we receive your instructions.Yours sincerely，（三）文本特點(diǎn)
這是一種提出投訴，要求索賠的信函。
這類(lèi)信函一般包括下列內(nèi)容：
1．首先，告之引起索賠的事實(shí)并合理地引用例證（Tell the facts that caused the claim and cite the facts reasonably.）；
2．其次，對(duì)事實(shí)的描述應(yīng)當(dāng)具體（The description of facts should be concrete, such as quoting the file number, the date of delivery, the goods concerned, etc.）；
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商務(wù)英語(yǔ)溝通與技巧
3．指出由于發(fā)生的損失和丟失所帶來(lái)的不便（Refer to the inconvenience caused by the damage and loss incurred.）；
4．然后，提出解決問(wèn)題的建議（Suggest a way to settle the issue.）；
5．最后，禮貌地表達(dá)你方希望早日解決問(wèn)題的意愿（Express hope for an early solution of the problem courteously.）。
（四）相關(guān)同類(lèi)表達(dá)
1．This is not the first time a delay in delivery has occurred, and the increasing frequency of the trouble compels us to point out that business on these conditions cannot be continued for long.交貨發(fā)生延遲已非一次，且愈加頻繁，我方必須指出在這種情況下，雙方的交易不可
能持久。
2．Case No.21 was found to be 5 packages short.As the case was in good shape and does not appear to have been tampered with, we surmise that they must have been short-shipped.Please do not trouble to send a replacement, but adjust your invoice.第 21 箱發(fā)現(xiàn)少了 5 包。因箱子完好無(wú)損，也沒(méi)有損壞的跡象。我方推測(cè)一定是寄少了。請(qǐng)不必另寄，但請(qǐng)改正發(fā)票。
3．We find that you have sent us an article marked BO/56 instead of the VP/56 we ordered.As the articles sent are not of the type we stock, we must ask for replacement by the correct number as soon as possible.我方發(fā)覺(jué)運(yùn)來(lái)之貨物為編號(hào) BO/56，而非我方所訂的 VP/56。因來(lái)貨與我方的訂購(gòu)不
符，懇請(qǐng)貴公司盡早更換。
4．Although we have had no news from you since your letter of the 12th of last month, we have no doubt that you did ship the goods on the 20th as agreed, but owing to your failure to
keep us informed, we have not been able to obtain insurance coverage and the goods are
therefore being carried at your risk.雖然自上月 12 日以來(lái)，我公司未曾收到貴公司任何來(lái)函，我方仍確知該批貨品已于本
月 20 日裝載上船，由于我們未能預(yù)先取得聯(lián)系，我公司已無(wú)法對(duì)該貨投保，故該貨應(yīng)由貴
公司負(fù)責(zé)保險(xiǎn)。
5．You will recognize that we are accordingly in a position to repudiate the whole contract, but such a drastic step would be most unwelcome to us.It is clear, however, that we are entitled to some compensation, and we should be glad to hear of the allowance you are prepared to make to meet the case.貴公司應(yīng)明白，我方本來(lái)能撤銷(xiāo)全部合約，但這件事關(guān)系重大，本公司不愿這樣做。
然而，貴公司要清楚，我方享有要求補(bǔ)償?shù)臋?quán)利，請(qǐng)貴公司給予一定補(bǔ)償以便解決此事。
第五章 商務(wù)信函 119
6．With reference to our Order No.315 executed by you, we have to inform you that owing
to negligent packing, several bales were damaged to such an extent that we are compelled to dispose of them at a greatly reduced price.關(guān)于貴方處理的第 315 號(hào)訂單，我方必須通知您，由于包裝疏忽，幾包貨損非常嚴(yán)重。
所以我方必須大減價(jià)處理這些貨物。
7．We found half the goods broken(smashed, torn, beyond repairable, unusable, unsalable, damaged).我方發(fā)現(xiàn)貨物半數(shù)被毀（粉碎、扯破、無(wú)法修理、無(wú)用、無(wú)法銷(xiāo)售、受損）。
8．When unpacking the bale(case, etc.), we found that the color(weight, quality, finish)is unsatisfactory.開(kāi)包（箱等）之后，我方發(fā)現(xiàn)顏色（重量、質(zhì)量、工藝）不能令人滿(mǎn)意。
9．We regret to point out that a shortage in weight of 210 lbs.was noticed when the goods arrived.我方遺憾地指出，貨物到達(dá)時(shí)發(fā)現(xiàn)輕了 210 磅。
10．There is a discrepancy between the packing list of case No.15 and your invoice: 3 dozen Tea Services are correctly entered on the invoice but there were only 2 dozen in the case.第 15 號(hào)箱的裝箱單與發(fā)票不符，發(fā)票所列為 3 打茶具，而箱內(nèi)只裝了 2 打。
（一）例信
敬啟者：
Section 10
接受對(duì)方投訴 謝謝來(lái)信通知我方所交運(yùn)的貨物（發(fā)票號(hào)碼 XY678）受損。
從貴我雙方以往的交易中貴方應(yīng)當(dāng)了解，這次事件純屬偶然。但我方還是為給貴方造
成的麻煩深表歉意。
請(qǐng)將所有的貨物退還給。我方將請(qǐng)船運(yùn)公司來(lái)檢查損失，以便賠償。這件事不需我方的保險(xiǎn)公司處理。
如果貴方希望我方根據(jù) AB456 號(hào)訂單再次運(yùn)貨，請(qǐng)通知我方。我方仍有那批服裝的存
貨，并能于兩周內(nèi)發(fā)貨。
謹(jǐn)上
（二）參考譯文
Dear Sirs，Thank you for informing us about the damage to our shipment(invoice No.XY678)of your order.From our previous transactions you will realize that this sort of problem is quite unusual.120
商務(wù)英語(yǔ)溝通與技巧
Nevertheless, we would apologize for the inconvenience it has caused you.Please return the whole consignment to us, and we will ask the shipping company to inspect the damage so that they can arrange compensation.It is unlikely that our insurance company needs to be troubled with this case.If you want us to send you another shipment as per your order No.AB456, please let us know.We have the garments in stock and would be able to effect shipment within two weeks.Yours sincerely，（三）文本特點(diǎn)
這是一種處理對(duì)方索賠的信函。
這類(lèi)信函一般包括下列內(nèi)容：
1．首先，確認(rèn)收到投訴并盡快回復(fù)（Confirm receipt of the claim and give an answer as quick as possible no matter whether there is a time limit or not.）；
2．感謝對(duì)方提請(qǐng)你方注意此事（Express thanks to the opposite party for giving attention to the matter.）；
3．對(duì)所發(fā)生的事表示遺憾并真誠(chéng)地希望解決問(wèn)題（Show regret for what has happened and a sincere wish for resolving the problem.）；
4．承諾認(rèn)真調(diào)查該事件（Promise to look into the matter carefully.）；
5．當(dāng)接受對(duì)方要求時(shí)，提出解決問(wèn)題的基本原則；當(dāng)不接受對(duì)方要求時(shí)，要在信中做
出解釋或建議對(duì)方向合適的部門(mén)提出索賠（When accepting the demand of the opposite party, put forward the principle for resolving the problem;when not accepting, an explanation should be made in the letter, or suggest forwarding the claim to the right department.）；
6．表示熱切地希望和對(duì)方繼續(xù)商務(wù)關(guān)系并期盼未來(lái)的合作（Show enthusiasm to continue the business relations with the opposite party and wish for further cooperation.）。
（四）相關(guān)同類(lèi)表達(dá)
1．Considering the long and agreeable course of business which we have carried on together, we make you an offer of $12 per meter as allowance for inferiority of the quality, which we trust you will see your way to accept.考慮到貴我雙方長(zhǎng)期的友好關(guān)系，對(duì)這次發(fā)生質(zhì)量上的問(wèn)題，我方特別給予每米 美元的折扣，相信貴公司定能接受。
2．We have closely examined the sample taken from our last consignment and find it in no way different in quality from the TP415 that we have here in stock.We can only surmise that there must be a mistake somewhere.我方已嚴(yán)格檢查委托寄買(mǎi)的樣品，發(fā)現(xiàn)其質(zhì)量與現(xiàn)存庫(kù)中的 TP415 號(hào)貨并無(wú)不同。我
第五章 商務(wù)信函 121
方猜測(cè)這其中一定是有什么誤會(huì)。
3．This is the maximum concession we can afford.Should you not agree to accept our
proposal, we would like to settle by arbitration.這是我方所能做的最大讓步，如果貴方不接受我方的建議，我方會(huì)通過(guò)仲裁解決。
4．With regard to the loss in weight, we would suggest that you make your claim with the forwarding agent, as in a case of this kind, we really cannot accept any liability.關(guān)于重量減少一事，我公司不承擔(dān)任何責(zé)任。關(guān)于此點(diǎn)，我公司建議貴公司向貨運(yùn)公
司索賠。
5．We greatly regret the annoyance caused you by the delayed delivery of your Order No.40.We could put forward some excuse, but refrain from doing so because our mistake is in no way pardonable.因遲運(yùn)訂單第 40 號(hào)的貨物而導(dǎo)致您的困擾，我方非常抱歉。我方情有可原，但我方不
愿解釋。因?yàn)殄e(cuò)誤總是不可原諒的。
6．We propose to have the goods inspected immediately.If the inspection confirms the
accuracy of your estimate, generous compensation will be allowed at once.我方提議立即查看此事。如果結(jié)果證明貴方正確，貴方將立刻獲得巨額賠償。
7．As the articles were packed with the utmost care, we can only conclude that the damaged case has been stored or handled carelessly.We have reported your claim to your insurance company.由于物品包裝時(shí)極其小心認(rèn)真，我方只能認(rèn)為箱子受損是儲(chǔ)藏或處理不小心所致。我方已將貴方的索賠報(bào)告遞交我方的保險(xiǎn)公司。
8．As stipulated in the contract, a minor discrepancy in colors is permissible.That is why the case you brought up is still under a normal practice.如合同所示，允許在顏色方面的輕微差異。故此，貴方提出的問(wèn)題依然屬于正常現(xiàn)象。
9．All the items for export must be under the tight seal which ensures that we always put the Total Quality Control into execution.所有出口商品都必須經(jīng)過(guò)嚴(yán)格的合格檢查，以保證全面控制質(zhì)量這一措施的實(shí)行。
【案例參考】
匯豐銀行商務(wù)寫(xiě)作教程：這是匯豐銀行內(nèi)部培訓(xùn)員工用的商務(wù)寫(xiě)作課程。它把寫(xiě)作分
為五步：計(jì)劃、組織、草稿、修改和編輯。分成 8 章講解。講解的時(shí)候舉具體的例子做示
范，對(duì)提高商務(wù)寫(xiě)作能力很有幫助。今天我們就來(lái)了解一下教程的體系和學(xué)習(xí)計(jì)劃。
Chapter 1 Plan your writing Chapter 2 Organize your writing
Chapter 3 Draft and revise your writing to make it complete
122
商務(wù)英語(yǔ)溝通與技巧
Chapter 4 Revise your writing to make it cohesive
Chapter 5 Revise your writing to make it clear and concise Chapter 6 Revise your writing to make it courteous Chapter 7 Structure difficult letters Chapter 8 Edit your writing
Welcome to “Writing for Results”, a course that can help you enhance your English writing skills.HSBC has designed this course for its staff in the Asia Pacific region.HSBC staff study this course to improve the e-mails, memos, faxes and letters they write at work.If you've never written business documents before, you'll find this course extremely useful.Even if you're familiar with business writing, this course can still help you.“Writing for Results” will help you write in a modern style.By the end of this course you'll be
able to write business documents that are: better organized, more complete, clearer and more
concise, more courteous, more correct.The most important feature of the Writing Process is its five stages: plandraftedit
Good writers follow the five stages of the Writing Process to get the results they want.
第二篇：商務(wù)函件常用句型
詢(xún)價(jià)函件常用典型語(yǔ)句
You are recommended to us by New York Chamber of Commerce and we are interested very much in your Crocodile Brand Leather Handbags.紐約商會(huì)向我們推薦了貴公司，我們對(duì)貴公司的鱷魚(yú)牌手提包非常感興趣。
It would be appreciated if you would send us at your earliest convenience samples of various sizes of your leather boots together with the lowest prices.若貴公司能從速寄來(lái)各種規(guī)格的皮靴樣品及最低價(jià)格，則甚為榮幸。報(bào)價(jià)函件常用典型語(yǔ)句
We are very pleased to make you an offer/a quotation for our product.我方很高興就我們的產(chǎn)品向貴方報(bào)盤(pán)/報(bào)價(jià)。As this product is in great demand and the supply limited, we would recommend that you accept this offer as soon as possible.該產(chǎn)品市場(chǎng)需求量極大，供貨有限，宜從速接受該報(bào)價(jià)為好。還盤(pán)（又叫還價(jià)）函件常用典型語(yǔ)句
Unfortunately, we cannot accept your offer, because another supplier offered us a similar article at a price about 6% lower.很遺憾，我方不能接受貴方的報(bào)盤(pán)，另一家供貨商對(duì)同類(lèi)產(chǎn)品報(bào)出的價(jià)格比貴方低大約6%。We regret to say that there is no possibility of our cutting the price to the extent you required, i.e.6%.非常抱歉，很難按貴方要求的減價(jià)幅度減價(jià)6%。訂貨函件常用典型語(yǔ)句
We find both the price and quality of your products satisfactory to our clients and are pleased to enclose our official Order Sheet No.33 for 6,000 cotton pillowcases.我方用戶(hù)對(duì)貴方的價(jià)格和質(zhì)量均非常滿(mǎn)意，遂很高興隨函附寄我方33號(hào)正式訂單，向貴方訂購(gòu)6000套純棉枕套。The articles should conform to those described in your brochure and to the sample sent to us.If this first order is satisfactorily executed, regular orders will follow.商品的質(zhì)量須同貴方簡(jiǎn)介手冊(cè)所描述的以及寄給我方的樣品相符。此第一筆訂單的執(zhí)行情況如能令人滿(mǎn)意我方將會(huì)經(jīng)常訂購(gòu)。
We are ready to place an order with you, but only on condition that the goods are confined to Switzerland.我方準(zhǔn)備向貴方訂貨，唯一的條件是，貨物只限賣(mài)給瑞士的公司。付款函常用典型語(yǔ)句
In view of the amount of the transaction being small, we are prepared to accept payment by D/P at sight(or at 60 days’ sight)for the value of the goods shipped.鑒于此筆交易金額很小，我們準(zhǔn)備同意以即期（或見(jiàn)票60天后）付款交單方式支付貨款。
Please open the L/C 15 to 20 days before the date of delivery, and it should be valid until the 15th day after shipment so that we can get all the shipping documents ready for presentation and negotiation.請(qǐng)用信用證付款，由貴方在交貨前15天到20天期間開(kāi)出，其有效期到貨物裝船后15天截至，以便我方準(zhǔn)備好所有裝運(yùn)單據(jù)提交銀行議付。催款函常用典型語(yǔ)句
We should request you to take up this matter with the issuing bank at once and let us know what has become of the letter of credit, otherwise the shipment will be delayed a great deal.請(qǐng)立即與開(kāi)證銀行聯(lián)系此事，讓我們知道信用證的情況。否則，我們將長(zhǎng)期延遲裝運(yùn)。
Having made repeated application for payment of this amount without avail, we now give you notice that we will take out a summons for recovery of the sum.經(jīng)過(guò)多次催促貴方支付這筆帳款無(wú)效，我方鄭重通知貴方我方將發(fā)出法庭傳票以收回這筆款項(xiàng)。裝運(yùn)函常用典型語(yǔ)句
We wish to advise you that your Order No.109 has been shipped today.貴方109號(hào)訂單下的貨物今日已裝運(yùn)，特此通知。
The duplicate shipping documents including bill of lading, invoice, packing list and inspection certificate will be sent to you today.裝運(yùn)單據(jù)副本，包括提貨單、發(fā)票、集裝單和檢驗(yàn)證書(shū)，今日將寄給貴方。We are sure the goods will reach you in good order and give you full satisfication.我方確信貨物將安然抵達(dá)，令貴方完全滿(mǎn)意。保險(xiǎn)函常用典型語(yǔ)句
We’d like to cover the consignment against All Risks from our warehouse to the port of Amsterdam.我方愿意為該批寄售貨物投保從我方倉(cāng)庫(kù)至阿姆斯特丹港的全險(xiǎn)。
We should like to know if you can undertake insurance of these goods Against All Risks(A.A.R.)請(qǐng)告知，貴公司可否承辦這批貨物的全險(xiǎn)。
We have covered insurance on the 100 metric tons of wool for 100% of the invoice value against All Risks.我方已經(jīng)將100公噸羊毛按照發(fā)票金額的100%投保一切險(xiǎn)。
The goods are to be insured against Leakage.此貨需要保滲透險(xiǎn)。
Please insure the goods against All risks and War Risk.請(qǐng)將此貨投保一切險(xiǎn)及戰(zhàn)爭(zhēng)險(xiǎn)。索賠函常用典型語(yǔ)句
We regret very much to find that, upon examination, 60 of the cases of your shipment arrived in a badly damaged condition.檢驗(yàn)時(shí)，我們非常遺憾地發(fā)現(xiàn)，貴方所裝運(yùn)的貨物抵達(dá)時(shí)，其中的60箱破損嚴(yán)重。
In support of our claim, we are sending you a survey report issued by China Commodity Inspection Bureau(CCIB).茲寄去中國(guó)商品檢驗(yàn)局檢驗(yàn)報(bào)告一份作為我方索賠的依據(jù)。
We hope you will promptly settle the case and bring it to a satisfactory close.我們希望貴公司立即解決此事，給出一個(gè)令人滿(mǎn)意的結(jié)果。理賠函常用典型語(yǔ)句
To compensate you for your loss, we agree to allow you a reduction of 15% off the total invoice value.為彌補(bǔ)貴方損失，我們同意從總發(fā)票金額中扣除15%。
It’s clear that the shortage in weight was due to the fault of the carrier.Therefore we would advise you to lodge a claim against the shipping company.顯然，短量是承運(yùn)人造成的。所以，我們建議貴方向船公司提出索賠。
第三篇：商務(wù)邀請(qǐng)函件
商務(wù)邀請(qǐng)函件
Dear Mr/Ms,We should like to invite your Corporation to attend the
1997 International Fair which will be held from Aprilto May 4 at the above address.Full details on the
Fair will be sent in a week.We look forward to hearing from you soon, and hope that
you will be able to attend.Yours faithfully
尊敬的先生/小姐，在上述地址，我們想請(qǐng)貴公司參加于四月二十九日到五月四日 舉辦的1997國(guó)際商品交易會(huì)，關(guān)于交易會(huì)的詳情我們一周內(nèi)將 寄給你。
希望不久能收到你的來(lái)信，并能來(lái)參加。
您誠(chéng)摯的肯定答復(fù)
Dear Mr/Ms,Thank you for your letter of March 20 inviting our
corporation to participate in the 1997 International
Fair.We are very pleased to accept and will plan to
display our electrical appliances as we did in previous
years.Mr Li will be in your city from April 2 to 7 to make
specific arrangements and would very much appreciate
your assistance.Yours faithfully
尊敬的先生/小姐，感謝三月二十八日來(lái)信邀請(qǐng)我們公司參加1997國(guó)際商品交易會(huì)。我們樂(lè)于參加并計(jì)劃展示我們前幾年生產(chǎn)的電子設(shè)備。李先生 將于四月二日至七日去你市做具體安排，非常感謝你的協(xié)助。
你誠(chéng)摯的否定的答復(fù)
Dear Mr/Ms,Thank you very much for your invitation to attend the
1997 Internationl Fair.As we are going to open a repair
shop in your city at that time, we are sorry that we
shall not be able to come.We hope to see you on some future occasion.Yours faithfully
尊敬的先生/小姐，非常感謝您邀請(qǐng)我們參加1997國(guó)際商品交易會(huì)。由于我們將于同
一時(shí)間到你市新開(kāi)一家維修店，非常抱歉我們不能前去。
希望以后在某些場(chǎng)合見(jiàn)到您。
您誠(chéng)摯的周一去威海路面試的史彥iby說(shuō)之后再和hr這邊談一下iby人也蠻好不但專(zhuān)業(yè)而且相當(dāng)有氣場(chǎng)啊呵呵
以前去法國(guó)旅游的時(shí)候就對(duì)法興銀行的印象特別好沒(méi)想到在國(guó)內(nèi)的選址也會(huì)這么講究啊
就我個(gè)人而言還是很有意向加入這樣的團(tuán)隊(duì)但就是待遇或者職位抬頭上是不是看看還可以有所提高
第四篇：商務(wù)便條函件寫(xiě)作及技巧
商務(wù)便條函件寫(xiě)作范文及技巧
商務(wù)便函與便條
審題：
Mr Smith, your boss, told you to ask Ms Liu to attend a sales presentation on a new product.Write a note to Ms Liu:
*saying who wants her to attend the sales presentation;
*informing her when and where the sales presentation will be held
有同學(xué)寫(xiě)成Mr Smith told me to ask who wants to attend
有同學(xué)寫(xiě)成 Please write a note to Ms Liu asking her to attend a sales presentation.一定要把題目看清楚，再下筆寫(xiě)。
(一)商務(wù)便函
一般公司企業(yè)往往都印有按照自己公司風(fēng)格的商業(yè)便函，請(qǐng)看下列例子：
Memo
To：(收信人)
From:(發(fā)信人)
Date:(日期)
Subject:(事由)
Message:(正文)
大企業(yè)往往擁有許多分支機(jī)構(gòu)，其商務(wù)便函信箋就包含較多的內(nèi)容，如：
Memo
To：(收信人)
Company：(分公司)
Dept：(部門(mén))
Location & Ext：(地址與分機(jī)號(hào))
Subject: From:
Company：
Dept
Location & Ext:
Date:
Message:
商務(wù)便函一般由以下幾個(gè)部分組成：
1、Memo： Memo是Memorandum縮寫(xiě)，因此也可以用Memorandum，此外還有Internal Memorandum和Interoffice Memorandum，其意思都是一樣的。
2、To：這一標(biāo)題后面應(yīng)寫(xiě)收信人的姓名與職銜，姓名前可以用尊稱(chēng)或不用，如：
To：Mr.John Smith，Sales Manager
3、From：這一標(biāo)題后應(yīng)寫(xiě)發(fā)信人的姓名與職銜：職銜可根據(jù)需要決定寫(xiě)或不寫(xiě)，但姓名前不要用尊稱(chēng)。
4、Date：日期的寫(xiě)法同書(shū)信里日期寫(xiě)法的要求完全一樣，不要用數(shù)字來(lái)表示月份。
5、Subject：這一標(biāo)題后是寫(xiě)事由的，即用一個(gè)或幾個(gè)詞匯簡(jiǎn)單概括便函的內(nèi)容，以便查閱。事由必須簡(jiǎn)潔明了，不要用完整的句子，如：
Changes in Travel Advance Form
Promotion of Staff
Vacation Schedule
Participation in Training Programmes
6、Message
商務(wù)便函還可以根據(jù)實(shí)際需要在末尾增加發(fā)信人的姓名首字母、附件、副本抄送等。
例
SCHOOL OF ENGLISH FOR BUSINESS
MEMORANDUM
To: Mr.Kingswick, Course Coordinator
From: Barnsby Campbel
Date: 19 November, 1995
Subject: Lesson Plan for 28 November Lecture
I intend to teach memo writing in my next lecture.I plan to cover the following plans:
1.Inside Address
This is omitted in a memo.As internal communication the reason is obvious.2.Greeting
It is mere polite to put Mr., Mrs.or Ms before and the office after the name of the recipient You may sometimes address the readers as a group.3.Subject
This is a phrase to tell the reader what the memo is about.Sometimes only the phrase is given without the word Subject before it.4.Body
These should be short, less than 10 lines, and concentrate on only one paragraph one idea each: Sometimes for memos with three or more paragraphs, it is advisable to begin each with a heading in capital letters to tell what the paragraph is about.Another practice is numbering the paragraphs for easy reference later on.5.Carbon copy
This is written as c.c.for short.As in a letter, it lists the persons who are also receiving the memo.6.Signature
Only the initial is needed, The office and name in print of the writer are omitted.In more casual memos there is no signature at all.Any thought on my notes? Anything to add? Let me know at tea break.c.c.Mr.P.L.Ducke, Training Officer二)商務(wù)便條
商務(wù)便條一般有四個(gè)組成部分：日期、稱(chēng)呼、正文、簽名。一些公司有印好的便條箋。如:
Message
To: Date:
Message
Telephone Message
For:
From:
Tel.:
Message:
Action required: Please call back
Caller will call back later
No action required
Message taken by:
Date Time
例：讓秘書(shū)通知推遲約會(huì)
a.m.Miss Wang ，I've got an urgent meeting today.Please contact the applicants to postpone the interviews till further notice.DS
分類(lèi)： 告知信息 inform 布置安排 arrange 征求意見(jiàn) request 詢(xún)問(wèn)信息 enquire 求助申請(qǐng) apply 推薦建議 suggest 告知信息類(lèi)
例題：
You are a manager at an auditors called Golding & Co.Your company has just merged with a competitor to become MasonGolding.You have been asked to inform staff of the change of name.Write a memo of 4050 words on your Answer Sheet.[范文]
I am writing to enquire about the reason of the late delivery of the ordered components.We need the components by next Monday.In order to smooth our cooperation, I suggest that we have a meeting to discuss future deliveries.征求意見(jiàn)類(lèi)
[例文]
You are a Project Team Leader.You have had to postpone your next project meeting because some of the members of your team will be abroad.Write a memo of 40-50 words to your project team:
informing them of the postponing and giving the reason
stating a new date and time for the meeting
requesting suggestions for the agenda.Write on your Answer Sheet.詞匯：postpone;delay
agenda, schedule, timetable
[范文]
I am writing to inform you that the next project meeting will be postponed.Because several team members will be abroad for another project, we will hold our next meeting on 1 August, starting from 9am.Please let me know if you have any suggestions as to the agenda of the meeting.最后一句話可以替換為：
Do you have any suggestions regarding the schedule?
I welcome your suggestions concerning the timetable.求助申請(qǐng)類(lèi)
[例題]
You have lost your calculator, and you want to order a new one.You need to make a written request to your supervisor, Ann Ray.Write a memo to her
saying that you need a replacement
explaining what happened to the old one
asking her to approve the request
Write about 40-50 words.[范文]
I am writing to apply for a replacement calculator.I found the old one missing after the client meeting yesterday.As a calculator is essential to my daily work, could you kindly approve this request?
[例題]
You would like to go to a seminar on presentation skills.Write an email to your line manager:
requesting time off work to go to the seminar
saying when the seminar is
explaining why you want to go
Write 40-50 words on a separate sheet.詞匯：line and staff management, line manager, staff manager
句型：May I have your permission to do sth?
[范文]
To: Nick Johnson
Subject: Presentation Skills Seminar
I would like to attend a seminar on 3 April.It is about presentation skills.Since I have to make many presentations to customers, this seminar will be very useful.Could you tell me if it’s possible to take time off work to attend this seminar?
Thanks
Angela 推薦建議類(lèi)
[例題]
Your company’s Sales Department has asked you to give a talk next Friday on your most recent project.Write an email to Mrs Jay in the Sales Department:
agreeing to give the talk and suggesting a time
saying what equipment you will need
requesting information about the participants.Write 40-50 words on a separate sheet.句型：I think.....Why not......Shall we......I suggest.......總結(jié)用法：
總結(jié)suggest用法
suggest
suggest doing sth
suggest eg suggest a holidy
suggest that sb do sth
recommend
recommend recommend some articles
recommend to sb(eg a friend)
recommend doing sth(eg putting another board up)
recommend that sb do sth
[范文]
To: Anna Jay
Subject: Talk Next Friday
I would like to give the talk suggested by you and I think 9.30am, after the break, would be the perfect time.Required equipment:-Overhead Project
Flipchart with Pens
Please give me some information about the people participating.Renate
第五篇：商務(wù)函件、書(shū)信往來(lái)的問(wèn)候祝頌語(yǔ)
商務(wù)函件、書(shū)信往來(lái)的問(wèn)候祝頌語(yǔ)
書(shū)信中說(shuō)完正事之后，向?qū)Ψ奖硎締?wèn)候與祝頌，皆屬禮貌之舉。常見(jiàn)的問(wèn)候祝頌語(yǔ)有很多，現(xiàn)代的如“向您全家問(wèn)好”、“祝身體健康”、“祝你進(jìn)步”、“祝你成功”等等。傳統(tǒng)的如給長(zhǎng)輩寫(xiě)信用“敬請(qǐng)×安”或“敬頌崇棋”；如果給平輩寫(xiě)信，一般則用“即請(qǐng)大安”、“順頌時(shí)棋”，假如給晚輩寫(xiě)信，只用“即頌”、“順問(wèn)”即可。
一、請(qǐng)安
祖父母及父母： 恭叩金安、敬請(qǐng)福安、肅請(qǐng)金安
親友長(zhǎng)輩： 恭請(qǐng)福綏、敬請(qǐng) 履安、敬叩崇安、只請(qǐng)?zhí)岚?、敬?qǐng)頤安、虔清康安
老師： 敬請(qǐng)塵安、恭請(qǐng)道發(fā)、肅請(qǐng)海安、虔請(qǐng)講安
親友平輩： 敬候佳祉 并候近安、順頌起居、順侯大安、敬頌臺(tái)安 順頌時(shí)綏
親友晚輩： 即詢(xún)近佳、即問(wèn)近好、附頌清安
夫婦同居者： 敬請(qǐng)儷安、順頌雙安、敬頌 儷祉（祺）
政界： 敬請(qǐng)勛安、恭請(qǐng)鈞安、只請(qǐng)政安
軍界： 敬請(qǐng)戎安、恭請(qǐng)麾安、肅請(qǐng)捷安
學(xué)界： 只頌撰祺、只請(qǐng)著安、順請(qǐng)文安、并請(qǐng)學(xué)安、即頌文綏、即候文祺
商界： 即請(qǐng)財(cái)安、敬候籌安、順頌籌祺、順頌籌安、順頌商祺
旅客： 敬請(qǐng)旅安、藉頌旅祺、順詢(xún)旅祉
家居者： 敬請(qǐng)?zhí)栋病⒉㈩C潭福、順頌潭祺
賀婚： 恭請(qǐng)燕喜、恭賀大喜、恭請(qǐng)喜安、敬請(qǐng)儷安、恭賀燕喜、順賀大喜
賀年： 恭賀年禧、恭賀新禧、即頌歲禧、順賀新祺、順賀新禧
吊唁： 此候孝履、順問(wèn)苫次、專(zhuān)候素履
問(wèn)病： 敬請(qǐng)愈安、即請(qǐng)衛(wèi)安、敬祝早痊
時(shí)令問(wèn)候： 敬請(qǐng)春安、順頌春祉、敬請(qǐng)夏安、并頌暑祺、敬請(qǐng)秋安
并候秋綏、敬請(qǐng)冬安、此請(qǐng)裘安、敬請(qǐng)爐安
當(dāng)日問(wèn)候： 即頌晨安、即請(qǐng)?jiān)绨?、此?qǐng)午安、即頌晚安
即請(qǐng)刻安、順候日祉、即候時(shí)祉
季節(jié)： 敬請(qǐng)春安、即頌春祺、并頌春禧、順候夏址
此頌暑安、即候夏安、即請(qǐng)秋安、順頌秋祺
并請(qǐng)秋安、敬頌冬綏、此請(qǐng)爐安、即請(qǐng)冬安
二、署名下的敬辭
祖父母及父母： 叩稟、敬稟、拜稟、肅稟、謹(jǐn)稟、叩上
尊長(zhǎng)： 謹(jǐn)稟、謹(jǐn)上、拜上、謹(jǐn)肅、敬肅、敬啟、謹(jǐn)啟
平輩： 謹(jǐn)啟、謹(jǐn)白、手啟、手上、頓首、拜啟、上言、拜言、啟、上、白
晚輩： 手諭、手示、手泐、手草、草示、諭
復(fù)信： 肅復(fù)、手復(fù)、謹(jǐn)復(fù)、復(fù)
不具名： 名正肅（另具名片）、各心肅、各心印、知恕具、兩知
補(bǔ)述： 又啟、又及、又陳、再及、再陳
三、附候語(yǔ)
問(wèn)候尊長(zhǎng)： 令尊（或令堂）大人前，乞代叱名請(qǐng)安。某伯前未及另稟，乞即叱名請(qǐng)安平輩： 某兄弟前： 祈代致候不另。某兄處： 未及另函乞代致意
晚輩： 順候令郎佳吉。并問(wèn)令郎等近好
代長(zhǎng)輩附候 ： 家父囑筆問(wèn)候。某伯囑筆問(wèn)候 代平輩附候 ： 家兄附筆請(qǐng)安，某兄附筆道候
代幼輩附候 ： 小兒侍叩。小孫隨叩。某某稟筆請(qǐng)安
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