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1、商务英语书信写作目 录第二章 商务业务信函范例10第一节 资信调查函101.咨询函102.向银行查询新客户资信情况103.向客户查询信用及经营情况104.带附表的资信调查函115.资信调查有利回函，并给予建议116.信用调查有利回函，告知敬请放心117.资信调查不利回函，告知管理不善128.信用调查不利回函，告知经济信用不佳129.表明无法提供确切意见而致歉1210.请求老客户作为资信证人1311.要求对方提供资信资料1312.同意试销前的资信要求13第二节 促 销 函141.传感剃须刀广告海报142.男用 喱宣传海报143.香波的报纸广告144.便携式小型冰箱宣传册155.推荐地毯166.推
2、荐替代品167.推荐新产品178.一般性推销179.描述产品1710.写给不经常联系的客户1811.推销教育课程1812.推销会议场所1913.向老客户推销新产品1914.为商贸指南征集广告20第三节 建立贸易关系201.亲抵进行业务调查202.咨询信203.表达建立业务关系的意愿214.参观展位后要求建立贸易关系215.通过自荐信建立商务关系216.要求推荐客户227.由朋友介绍的公司228.从广告中得知客户信息229.索取资料2310.寄送资料2311.与过去有贸易往来的公司恢复联系2312.寻求电子制品合作伙伴2413.寻求纺织品贸易伙伴2414.进口商与出口商的联络信2515.出口商与
3、进口商的联络信2516.接受建立业务关系函2517.拒绝建立业务关系函2518.回函拒绝申请交易2619.要求对方刊登推销广告2620.索取样品2621.请求担任独家代理2722.拒绝对方担任独家代理2723.同意对方担任独家代理2724.物色代理商2825.欢迎新代理商2826.要求试销2827.同意试销29第四节 价格谈判291.第一次询价292.答复第一次询价293.询问价格与优惠条款304.答复价格，告知优惠条款305.问询到岸价格306.答复价格并告知细节317.中国进口商询盘318.报同类产品虚盘319.提供代用品报盘3210.传真报实价3211.最优惠报价3212.中国出口商报盘
4、3313.国外出口商回复询盘3314.答复网上询盘3315.报虚盘3416.报实盘3517.折价优惠3518.回复只能维持现价3519.加价前优惠大客户3620.还盘函3621.返还盘函3722.接受价格函3723.涨价通知函3724.说明涨价原因3825.询价函3826.对询价函的回函3827.价目表范例3928.回函拒绝还盘39第五节 订 货391.订单样本392.电子邮件订单403.正式订购函404.附寄订单的信函405.通知接受订单416.确认订单417.试购函418.确认收到订单419.使用现金支票下订单4210.使用交货付款方式下订单4211.使用信用卡订货4212.通知有货，准备
5、发运4313.通知订货方暂无存货4314.通知无法供货4315.通知不能供全部货物4316.建议同类型其他产品4417.无法接受替代品4418.拒绝接受订单4519.对货物满意，再一次订货4520.索取样品函4521.同意送付样品函4622.回函拒绝送付样品4623.订货函4624.回函接受订货4625.拒绝订单并推荐代替品4726.催促下订单47第六节 付 款471.付款条款472.开立汇票以支付装运费483.要求变更汇票日期484.要求对方开立包括各种费用的汇票485.要求连同汇票寄来装船文件486.同意变更汇票的付款条件487.要求寄送装运的汇票及提单498.通知对方愿意接受汇票499.
6、通知接受汇票，并要求迅速履行订货4910.要求接受汇票并付款4911.提议变更付款条件4912.建议使用见票后30天应付的信用证支付5013.要求更易于接受的付款条款5014.答应改变付款方式5015.要求银行开立信用证5016.索取形式发票5117.寄送形式发票5118.付款通知5119.告知付款账户5220.通知收到付款5221.回函拒绝对方付款方式5222.接受对方付款方式53第七节 催 款531.提醒欠款事宜532.询问还款事宜533.客气的催款函534.询问未果，再次请求还款545.用对方信用情况提醒对方546.要求结清余额547.要求付款，并付上新发票548.三度索取欠款549.再
7、一次催款5510.寄出欠款账单5511.再度索取欠款5512.告知账户资金不足5613.答复客户延期付款要求5614.正式电文催款5615.已通知律师起诉5616.最后通牒5717.付款致谢函57第八节 包装、装运和交货571.说明发货流程572.关于包装要求573.洽谈包装584.告知已装运585.要求装船时间586.通知发运货物597.通知货物抵达598.委托装船599.指定木箱包装的材料及规格6010.指定包装的材料、重量及唛头6011.对包装箱长度、唛头的指示6012.对机器包装的详细指示6013.海运包装的详细指示6014.请注意包装，并减少费用6115.免费再包装6116.告知对方
8、包装无误，要求以保费弥补损失6117.告知对方已按照指示包装并交付船运6118.通知对方转让装船文件的银行6219.通知对方已寄出装船文件6220.运送数量不足，要求抓紧装运6221.因须取得特殊许可，故延迟装运6222.要求更改目的港6223.因生产设备的改进，提前交货6324.对延误装运而不满6325.因延误装运而致歉6326.收条6327.告知对方货品抵达，随函附上支票6428.装运申请书6429.装货单6430.装箱单样本6431.托运人提供的情况6432.询问装运6433.催促装运6534.告知已装运65第九节 索赔与理赔661.投诉货物质量欠佳662.投诉产品数量不足663.投诉收
9、到货物与订单不符664.抱怨包装不良675.对所称包装不良的答复676.首批到货不合格，保留索赔权677.对商品质量不满，要求补救678.处理质量不满的投诉689.为送错商品致歉6810.为再次寄错商品规格致歉6811.解释双方都有责任6912.调解客户退货6913.表示愿意调查事实真伪7014.调查后做进一步回复7015.破例进行理赔7016.拒绝理赔7117.说明包装无误，请对方向保险公司索赔7118.因数量不一致，补运替代品7119.通知对方运去替代品7120.表明愿意为不良品质负责，并支付差额7221.针对索赔，指责对方订货错误7222.应付令人头痛的客户7223.改善服务72第十节
10、商标、说明书、合格证及合同样本731.白鹤牌铅笔商标732.长城牌地毯商标733.凤凰牌双轮手扶拖拉机使用说明734.叉车使用说明书745.牡丹牌648型收音机说明书756.微型电子计算器使用说明书767.安替司丁药物使用说明书778.太阳元气袋使用说明书789.产品合格证7810.装配合同7911.代理协议8012.补偿贸易合同82第三章 商务通用公文及社交公文84第一节 通告和启事841.开业通告842.扩张营业通告843.设立分公司的通知854.发布并购消息855.迁址通告856.公司重组启事867.拆伙通告868.招标通告869.租赁注意事项8810.商品大拍卖海报8811.消防演习通
11、知8812.董事会会议通知及会议议程8813.开会通知8914.开业通告8915.增加新合伙人8916.合伙人退休9017.布告形式的通知9018.通知参观取消9019.商标所有权通知9020.支票遗失9121.给顾客的通知91第二节 公司人事911.晋升公告912.调动通知923.自荐求职信924.应征求职信935.求职者熟人推荐函936.面试通知函937.录用通知函948.工作接受函949.工作拒绝函9410.辞职信9511.接受辞职9512.辞退员工9513.褒奖员工95第三节 报告及介绍信961.公司管理改革方案报告962.员工福利报告963.加强保安措施报告974.日常工作报告975
12、.销售情况调查报告986.要求写报告的信函997.研究报告的序文998.业务介绍信999.正式报告10010.公司简介101第四节 邀请与约见函1011.邀请参加交易会1012.邀请参加开业庆典1013.邀请参加年度销售会议1014.邀请客户参观公司1025.邀请参观贸易展览会1026.正式邀请参观特展1037.晚宴请柬1038.便宴邀请1039.邀请参加晚宴(非正式函）10310.非正式拒绝晚宴函10311.正式拒绝晚宴函10412.正式邀请函10414.邀请明信片10415.接受共进午餐的邀请10516.拒绝参加招待会10517.茶会请柬10518.舞会请柬 10519.非正式的预约要求1
13、0620.业务约见函10621.拒绝约见10622.同意约见10623.确认约见函10624.确认合作会议议程10725.安排招待工作10726.建议更改时间10727.拒绝参会10728.正式婚礼请柬10829.欢迎函10830.致欢迎词10931.邀请函（非正式）10932.拒绝参加酒会回函11033.到办公室约见函11034.接受约见回函11035.拒绝约见回函110第五节 祝贺与慰问1111.祝贺总经理任职1112.祝贺晋升1113.对祝贺晋升的回函1114.贺成为董事会成员1115.贺同事荣退1116.贺员工生日1127.祝贺新公司营业1128.生病慰问信1129.慰问家属11310
14、.表示怀念11311.吊唁函113第六节 感谢与道歉函1141.感谢客户订单1142.感谢热情款待第三人1143.感谢惠赐资料1144.回复客户的感谢信1145.感谢工作推荐人1156.感谢客户推荐人1157.感谢客户的付款和订单1158.感谢客户的长期支持1159.为逾期付款致歉11610.为发货单上的错误致歉11611.为给别人带来不便公开致歉11612.感谢别人盛情款待11713.致谢大宗订单117第二章 商务业务信函范例第一节 资信调查函1.咨询函Credit InformationDear Sirs,The under-mentioned firm has recently aske
15、d if they could represent us in the marketing of our products in the United States as our sole agent:Friendship International Trade Co.Ltd.250 Royal RoadNew York,NY.30786We would be very grateful if you could let us have some information about the financial and business standing of the above firm.An
16、y information that you may give would be treated in strict confidence and we await your early reply.Yours faithfullyLi GangGeneral Manager2.向银行查询新客户资信情况(CONFIDENTIAL)Dear Sirs,We have received an order for US56 500 worth of goods from Atlantic Electronic Co.,Ltd,U.S.A.They have given us your bank as
17、 a reference.We wish to know if they are good for this amount and in every way trustworthy and reliable.We shall be most grateful for any information you give us.We should of course treat as strictly confidential any advice you tell us and be only too pleased to perform a similar service for you sho
18、uld the opportunity ever arise.We enclose a stamped and addressed envelope for your reply.Yours faithfully,3.向客户查询信用及经营情况Dear Sirs:We will be obliged if you will kindly give us the information about credit standing of the Watson & Jones Newcastly International Trade Co.,Ltd.in your city.We understan
19、d that you have regular transactions with the firm.So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.Any information you give will be highly appreciated and kept in strict confidence.We shall
20、be pleased to reciprocate if you should need our services at this end.We are awaiting your early reply.Yours faithfully,4.带附表的资信调查函Credit InformationDear Sir,We have received a sudden bid from the American Trading Co.,Ltd,600 Mission Street,San Francisco,with which you are now doing business and the
21、 firm gives us your name as a reference.We shall appreciate it if you will inform us of your own experiences with the firm by filling in the blanks of the attached sheet and returning it to us in the enclosed envelope.Any information you may give us will be treated as strictly confidential and expen
22、ses concerned from this inquiry will be gladly paid by us upon receipt of your bill.Very truly Yours,(Attached Sheet)(1)How long have you been in business relations with the firm?(2)What credit limit have you placed on their account?(3)How promptly are terms met?(4)What amount is currently outstandi
23、ng?5.资信调查有利回函，并给予建议Private & ConfidentialDear Sirs,Subject:The London Trading Co.,Ltd.In reply to your letter of August 18,we want to inform that we have now received from Barclay Bank of London the information you require.The London Trading Co.,Ltd.was founded in 1940 with a capital of 1 000 000 po
24、unds.Their chief line is in the import and export of textiles.Their business suppliers are satisfied with them.We consider them good for business engagement up to an amount of 300 000 pounds.For larger transations we suggest payment by sight L/C.The above information is strictly confidential and is
25、given without any responsibility on this bank.Truly， 6.信用调查有利回函，告知敬请放心Gentlemen,The firm mentioned in your letter of September 20 is one of the most responsible dealers of textile goods.The company was established in 1948,and has supplied our firm with qualified goods for over 20 years.They have alw
26、ays provided complete satisfaction with in-time delivery,moderate prices and superior quality.We believe that they may be rated as an A-Level company with which you can deal freely.Of course,this is our personal opinion and we assume no responsibility in your proposed business negotiations.We hope t
27、he above is satisfactory and will help you in making a decision.Very truly yours,MikeBusiness Manager7.资信调查不利回函，告知管理不善Private & ConfidentialDear Sirs,We have completed our enquiries concerning the company mentioned in your letter of May 18 and have to inform you to consider carefully the business wi
28、th them.In the past three years,the company has experienced a serious difficulty in finance and delayed in executing their normal payment.It seems to us that the companys difficulties were due to bad management and in paricular to overtrading.We would advise you to pay most careful attention to any
29、business relations with them.However,this is our personal opinion and we wish you to make further enquiries on your part.Yours sincerely， 8.信用调查不利回函，告知经济信用不佳Dear Sir,We are sorry to say that our experiences with the company which you inquired about in your letter of June 17 have been unsatisfactory.
30、It is true we were in business relations with the firm of the last two years and on several occasions we have had lots of trouble in effecting settlements.The company still owes 1 400 for purchase made over seven months ago.The account is now in the hand of our attorneys for collection.May we ask th
31、at you treat this information as strictly confidential without responsibility on our part.Very truly yours,9.表明无法提供确切意见而致歉Private & ConfidentialDear Sirs,We regret our inability to let you know any positive information concerning the firm in question in your letter of June 6.It is true that we had b
32、usiness with them during the past few years,but the amount of business was not so large that we can not supply any responsible opinion on the business capability and credit standing.We suggest you make further status enquiries from other enquiry agencies.Yours truly， 10.请求老客户作为资信证人Dear Mr Green,Than
33、k you for your letter of November 2.We are delighted to hear that you are so pleased with the refurbishment of your hotel.As you know,in our line of work,we depend on good reports about our projects to win further business.Our clients always shop around and look for references before committing them
34、selves.We would like to use your hotel as a reference when we discuss similar refurbishments in the hotel industry.Would you agree to our suggesting that future clients should call you?It would also be most helpful if we could occasionally bring a client to look at your hotel.We would,of course,stay
35、 overnight at least.I will call you next week to hear your reaction.Thanks again for you kind words.Yours sincerely,RobertManager11.要求对方提供资信资料Dear Sirs,We are very glad to receive your fax inquiry.Since it is the first time we contact,we would be highly appreciated if you could provide us your bank
36、name and address.We realize the types of IC you need,but we do not know the specification you require for that IC such as the voltage,current.Could you please tell us the purpose of this IC?The fax you send us is not very clear for the wording part.Therefore,please fax it again(no need for graph).We
37、 wish we could provide the best services to you.Sincerely yours， 12.同意试销前的资信要求Dear Sirs,Thank you for your letter of 10th March.We are gratified to receive your request for men and womens raincoats on approval.As we have not previously done business together,perhaps you will kindly agree to supply e
38、ither the usual trade references,or the name of a bank to which we may refer.As soon as these enquiries are satisfactorily settled,we shall be happy to send you the items you mention in your letter.We sincerely hope this will be the beginning of a long and pleasant business association.We shall do o
39、ur best to make it so.Yours,第二节 促 销 函1.传感剃须刀广告海报GILIETTE SENSORThe only razor that senses and adjusts to the individual needs of your face.Gillette Sensor:the shave personalized to every man.It starts with twin blades,individually and independently mounted on highly responsive springs.So they contin
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41、e,the new blades are 50% narrower than any othersallowing water flow freely around and through them,for effortless cleaning and rinsing.All these Sensor technologies combine to give your individual face a personalized shavethe closest,smoothest,safest,most comfortable.The best shave a man can get.Gi
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43、ning and keep it under control all day.Whatever your management style,Maltplexx is for you.Get the full facts at the Aramis counter.AramisMaltplexx natural hair gel for men3.香波的报纸广告WHY YOUR FAVORITE SHAMPOO WILL WORKBETTER IF YOU STOP USING IT FOR 14 DAYSIts so frustrating!The very shampoo that has always left your hair so silky and clean,the shampoo you depend on gradually,then noticeably,stop working.That fresh-air softness you prize so much in clean hair is gone.Your hair feels limp and looks dull.What is happening?Why the change?“Shampoo build-up”is th
