篇一：外贸函电写作-教案
"txt">教案院教案
篇二：外贸函电的写作技巧
wo way process-for every write there must be a reader有来有往---有人写就得有人看
Contact can be made or communication initiated through written word when it might be more difficult to call in person or too expensive to make the “call” or contact by phone.The major portion of business is transacted by or through written letter,meom,bulletin,or report.More and more people are writing increased number and variety of letters.
当亲自去拜访有困难，而以长途电话联系则嫌太贵时，可以用书信的方式来进行彼此的沟通。商业交易主要是靠信件、备忘录、公告或报告来完成的。越来越多的人写商业书信，而信件的各类和数目也在不断增加。
Some executives spend more than 50% their time in writing and reading business communications.For these desired result---they must be clearly writing,concisely phased,grammatically correct,psychologically sound,and positive in approach and tone.The letter,in its mechanical form,must also be neat in appearance and attractive in format.
某些经理人员花费一半以上的时间来写和读商业书信。为使这些书信达成预期效果，信件应该语音清楚、词句精简、方法正确、理念健全、态度积极。信件在外表上要整洁、格式上要吸引人。
You and your employer should decide on certain basic features of letter writing choosing first the style for basic physical elements invoved.
你和你的老板应该事先决定一下，在快上要采用哪些甘醇格式，首先选择外观上的基本样式。
Your letter,which is substitute for a personal visit,should arrive at its destination in an attractive “cover”---or envelope.The stationary should be of good quality and the apprearance of the envolple neat---with name and address clearly typed and spaced artistically in relationship to the company’s return address.
你的信等于是代替你去拜访人家，所以在到达目的地时应该有个吸引人的“外表”---或是信封。信封的质料要好，外观要整洁---姓名和住址要打得清楚，与公司回信住址的空间要艺术化。
Learn approved formate 学习被认可的格式
In any office there is much discussion and not always unanimous agreement on the formate to be used in typing letters.To begain with,your company letterhead should give the necessary information about you company.The letter should not be difficult to read---sentenses not too long and paragraphs not too involved.The page should look open and uncluttered---not too much unnecessary typing on it.
在任何一个公司，书信的“格式”常常是经过讨论而无定案的。首先，你们公司的信头就应该提供你们公司的基本资料。信要定得容易看---句子不要太冗长、段落要分明。信件看起来整洁而不是造成一团---不必要的字不要打上去。
The customary parts of letter include:
根据一般习惯，一封信包括：
The heading(usually the printed letterhead)
信头（通常是印好的）
The date the letter is being written.
写信的日期
Inside address:name and address of the person to whom is being directed
信内住址：收件人的姓名和住址
Salutation
称呼
Body:which contains”material”or reason for writing the letter complimentary lose.
内容本体：包括该信的理由和内容结尾的客套话
Signature
签名
Initials:which current custom tends to omit
略字代号：最近的习惯趋于省略
Other option lines:postscripes,notations on enlosures,attention lines,and other special references.
其他：附笔、附件说明、特别注意事项和其他特殊参注。
Formates of letters currently used offer several opportunities for personal preferences.The advantages of choosing the different elements should be based on the purposes for which your letter is being written,and on company policy.Briefly,you have a choice between the block or indented form,open and losed punctuation,or a combination of these options.
近来使用的书信形式很多，任君喜好。选择不同的形式要根据写信的目的
Here is a sample of the conventional letter:
以下是一封传统格式的信件：
February 1,2011
Mr James Brown
234 North Avenue
Smithville Illionis 60041
Dear Mr.Brown
Your repor on the planning session held by the Board of Directions of Jones and Jones is an excellent summary and brings to us most encouraging news.
We have decided to postpone the making of any special offer for another mouth.Thank you for making available to us the information we needed.
Early in March we will contact you for additional information and instructions.
Sincerely yours
E.H.Ardsm
Controller
Standard rules for punctuation apply to the body of your letter.How you punctuate the inside address,the saluation,and the complimentary close will depent you and your employer agree upon.The mixed punctuation,illustrated in the preceding letters,is currently the most popular style in business letter.It has no end-of-line punctuation in the inside address,a colon after the saluation,and a common after the complimentary close.
信的行文中要用标准的标点符号。你的老板和你之间要就如何在信上的地址、称为、结尾用标点达成一致的意见。如前图所示，近来通用的形式是混合式的标点法。信内的住址每行未尾不打标点，称谓后面打个冒号，结尾的客套话后打个逗点。
Typing specialists and authorities in the letter writing suggest that all letters be single spaced,regardless how long or how short they are.
书信专家或权威人士认为，不论信的长短，都要使用单空隔。
Recommendations on specific parts or elements of a letter:
对于信中某些特别的部分或细节的建议：
1． Date line.Don’t abbreviate the name of the mouth.The date should be written:
February2,2011 or 2February 2011
2.Inside address.Follow the letterhead format of the concern addressed on the inside address of your letter.The words Company or Incorporated should not be abbreviated unless written that way in the official name of the corporation.
信内地址：照来信信头的地址如样地写或打在你的信上。公司（Company）或股份有限公司（Corporation）都不应该省写，除非该公司正式的名字就是这样写。
3.Forms of address.Use the correct tile of the person addressed and include the given name or initials if you know them.It is courteous to use the preferred forms.(Note:The use of the title Ms.when writing a woman whose marial status is unknown is rather generally accepted.)
地址的形式:收信人的抬头应该使用得恰当，如果你知道他的姓名字母简写，也应该一并写上。用对方提出的形式是一种礼貌。（注意：如果对方是们女性，而她的婚姻状况你不清楚，就用Ms.这是一般较能接受的办法。）
4.Saluation.A formal,standard,or informal salutation may be used.However,if yu know the name of the person to whom the letter is being sent,the trend is to use the more friendly salutation,”Dear Mr.Brown”
称谓：正式、标准或非正式的称谓都能用。但是，如果你知道收信人的名字，它的趋势是用较码头的称谓，如“Dear Mr.Brown”。
5.Complimentary close.The complimentary close may be formal or informal.also depending upon the acquaintanceship and the previous contact with the person.The rather stander close is”sinceryly yours”and the more informal ones”Cordially yours”or”Cordially”.
客套的结语：客套的结语可以是正式或非正式的，这也是看你以前与此人的接触和交情。较正式的标准结语是“Sincerely yours”较不正式的是“cordially yours”或“cordially”
6.Signature:The signature of a business letter usually includes the typed name of the writer and the business title unless they are printed on the letterhead being used.If that is the case,then he simply writes his signature.
签名：商用书信的署名通常都将写信人的姓名打上去，职位也打上去。不过如果在信头已经印好了的，就只要签名即可。
7.Initials:The indentification initials at the bottom of a letter are those of the secretary or transcriber who typed the letter.The current trend is to omit the initials of the person who dictated the letter.
简写字母：在信底下的简写字母是代表打这封信的秘书或是誊抄的人。现在通常是口授笔录人的缩写字母。
8.Carbon copies.If you are to make several copies of the letter to go to persons other than the addresses,indicate this with the letter c.c.---followed by names,on the left margin of the letter below all other notations.
副本抄送：如果信不只是要给收件人一个人，就在信上写着c.c---后面跟着名字，写在最下面左边。
9.Postscript.The postscript is defined as”something added to a letter,after the signature,as an afterthought”quite oftern,however,it is used to emphasize a point since a postscript stands out conspicuously on a letter.For extra emphasis,a writer will sometimes”handwrite”a postscript.If
typed,it should go at least two spaces below the signature.
附笔：附笔的定义是“在签名之后，又在信上附加上去的东西，视为一种事后追加。”然而，附笔时常被用来强调要点，因为附笔在信上是很明显 、很突出的。若作为特别的强调用，有的甚至以“手写”附笔，如果是打字，至少在缩写 字母下面两空隔处开始。
10.Two page letters.For long letters requiring more than one page,you will need to use a blank sheet of bond paper for the second sheet---not a letterhead.To”identify”the second sheet,you should type at the top of the page the name of the person receiving the letter,the page number,and the date.
两页纸的信：如果长信需要一张信纸以上，你要用空白纸张---没有信头的。为了要“认出”是第二张，在纸上端你应该打上收件人的姓名、页数和日期。
Mr.James Brown 2 February1,20
11.Enclosure mark.Some companies still ask secretaries to indicate an “enclosure mark,”even though the item being enclosed may have been mentioned in the body of the letter.Many letter-writing authorities now believe this to be unnecessary.If your instructions are to use it,the word”Enclosur”should be typed at the left margin,a space or so use it,the word”Enclosure”should be typed at the left margin,a space or so below the initials,followed by either the number fo enclosures,or the specific enclosure,such as---Enclosure:New Freight Rate Sheet.
附件说明：有些公司要求秘书注明有附件，即使信的内容中已经提到过这个项目。有许多书信权威人士却认为没有必要。如果你接到的指示要用此记号，“附件”这个字应该打在左边，在缩写字母之下空一行，后面跟着写附件的件数，或是明确说明附件为何，例如---附件：新的航运比率表格。
篇三：函电写作
着经济全球化进程的进一步加快和我国对外贸易的不断扩大, 我国的对外贸易活动日益频繁。国际贸易的重要沟通手段,外贸英语函电在对外贸易中的地位越来越重要。外贸英语函电指在国际贸易交往中应用的信函、传真和电子邮件,是国际贸易买卖双方用于联系业务、沟通商情、咨询答复的主要途径和通讯手段。它反映了买卖双方所处的不同的文化、社会背景,代表了双方各自的利益。外贸英语函电的撰写看似简单,实则不易。它不同于私人信函,具有更为正式的格式特点和要求,且有英式和美式的差别。外贸英语函电的质量好坏直接影响到收信人对写信人的第一印象，甚至影响到生意是否成功。众所周知,写好外贸英语函电必须遵循4 项原则：简洁，准确，得体，礼貌，这是和函电的特点相吻合的，具体来说： （一） 语言简洁明确
1. 避免多余的词语和冗长难懂的句子。 2. 用短语、及非谓语动词等形式代替从句。
3. 使用缩略语。长期的发展中，外贸行业逐步形成了许多既定的专业缩略语，准确使用缩略语可减少信件的篇幅，节省读者的阅读时间。
4. 概括总结。有很多信函里的文段有很多个词，为使文字更紧凑，又不影响文中的意思，可减少词用概括性的语言。 （二） 从收信人的视角看问题
交际双方的互相关系，影响到交际的效果。在交际过程中，一切
以写信人为中心，从写信人的立场出发看待和处理问题，会给对方留下自以为是、疏远冷淡的感觉。若在交际中采用体谅对方的态度，从对方的角度出发，考虑到收信人的背景、感情以及对方对此信可能做出的反应等，那么这种友善的效果就能赢得对方的好感，从而增加商机。
（三） 语气积极肯定。
在商务信函中，出现一些否定和消极面的信息是难免的，如解雇、裁员、涨价等，在这种情况下，要尽量强调积极面，减少负面词汇。有调查显示，生意人对积极的语言反应更积极，对措辞积极的要求承诺的可能性更高，往往恰当的礼貌的语言可以生产预期的经济效用。在写外贸函电时，尽量少用否定词，如not等；避免使用消极词汇，如reasonable，appreciate等。强调积极面和正面作用能减少负面影响，可以使听者感到对方理解他们的需要及所关心的事情。有时，为了让对方更加放心，更有信心，多用Please be assured that?这样的句型。 （四） 表达委婉。
在商务写作中，委婉语的运用是一种很好的沟通技巧。委婉的措词不仅给人客气、礼貌的舒适感觉，而且即使是不接受对方的要求或条件，也能缓和语气，最小限度地减少对方良好业务关系的伤害。 1. 用表示感激的表达法。如Thank for?/We should be
appreciated(obliged) it if? We shall be most grateful for?。
2. suggest, had better等表示建议的词语，这样使语气更加温和，
留有商量余地，创造了友好的合作气氛。
3. 虚拟的条件句。虚拟语气除表示主观希望和假定情况外，还可以
使得写信人的请求或推辞显得比较客气婉转。 4. 以it为形式主语的句型。
外贸函电集专业性， 结构性和灵活性于一身，针对外贸函电的这些本质，写作实践中可以循序渐进，采用将函电写专将函电写死，将函电写活的三步法写作技巧。
尽管函电的主要功能是传递信息，但是由于函电的使用者都是商贸方面的专业人才， 不专的用语不仅会影响信息的准确性，且也会影响公司的形象和从业人员素质的印象。
我们在书写外贸英语函电时, 一定要把握好外贸函电的特点规律, 遵循外贸英语函电的写作原则, 只有这样, 我们才能书写出完美的外贸英语函电, 从而促进交易的顺利进行。
Establ ishing busin
Dear Sir,
We have obtained your name and address from the Commercial Counselor’s office in London and are glad to establish business relations with you.
We are connected with all the major dealers here of light industrial products; moreover, there is a good demand for your electronic products. So, we feel sure we can sell large quantities of these goods.
As to our standing, we are permitted to mention the Bank of England, London, as a reference.
Please let us have all necessary information regarding your products for export. If your prices are competive we would place a large order with you.
Yours sincerely,
John Li
5. Enquiry and reply
Dear Sirs,
We have been informed by the Bank of U.S. Commerce, New York that you are one of the leading exporters of New York, that you are one of the leading exporters of textiles in China, and that you wish to export pure silk garments to our market. You will be pleased to note that our corporation is one of the leading importers of textile products, having over 30 years’ history and high reputation. We shall be able to give you considerable orders, if the quality of your products is fine and the prices are moderate. We would be obliged if you will send us some samples with the best terms at your earliest convenience.
Yours faithfully,
Dear Sirs,
We take pleasure to acknowledge receipt of your letter of January 20, from which we learn
Sara Lei
that you are interested in bringing silk garments to the New York market. We are enclosing our quotation sheet covering different sizes and colors of our pure silk garments that can be supplied from stock. We are also airmailing you two dozen sample garments in different sizes and colors. Delivery will be within 30 days after your placing an order to us. Payment of the purchase is to be effected by an irrevocable L/C at sight in our favor.
This offer is subject to your immediate reply which should reach us not later than the end of next month. The price will probably be changed once this particular offer has lapsed.
Yours faithfully,
Willian
6. Offer
Dear Sirs,
QINDAO REFRIGERATOR
Your fax of February 10asking us to offer you the subject article has received our
immediate attention. We are pleased to know that you are interested in our products.
In reply to your inquiry, we take pleasure in making you offers as follows, provided your
reply reaches us within 7days from today:
Specification:Quantity (set): Price:(US) BYD212 1000410.00 BYD175 1000380.00 BY219500 395.00 The price is the basic of CIF Alexandria Packing: at buyer’s option.
Shipment: irrevocable Confirmed Documentary L/C
In view of the fact that our stock on hand has been quite low owing to heavy commitment,
your early order is absolutely essential.
Yours faithfully,
(Signature)
7. Counter-offer