外贸英语函电论文

Your letter of March 20th, thank you. We have studied your opinion on our quotation for the anklets.I want to meet your requirement, but we can't reduce the price as you request, because our price is calculated accurately. Even if our price is different from other suppliers, that is because the quality of our products is far better than other foreign brands, to buy from us you will benefitHowever, in order to help you to develop business in this line, we are prepared to give a discount of five percent, the condition is your MOQ reached five thousand pairs. If this proposal is acceptable, please let me know your order.In March 29, 2007翻译这个？

Your letter of March 20th, thank you. We have studied your opinion on our quotation for the anklets.I want to meet your requirement, but we can't reduce the price as you request, because our price is calculated accurately. Even if our price is different from other suppliers, that is because the quality of our products is far better than other foreign brands, to buy from us you will benefitHowever, in order to help you to develop business in this line, we are prepared to give a discount of five percent, the condition is your MOQ reached five thousand pairs. If this proposal is acceptable, please let me know your order. In March 29, 2007

不论是什么类型的函电，只要是涉及到外贸的，我们都需要懂一些。下面是我给大家整理的外贸英语函电写信范文，供大家参阅!

Schubert strasse 16， K-2618， Hamburg， Germany

Telefon： 1 41 61 00 00 Telefax： 0 41 61 00 01

2 April 200#

Ms Ni Minzhi

3W Co. Ltd.

3B Guihua Road

Shanghai 200233

China

Dear Ms Ni，

Order No. 9953

Thank you for your order which has been completed and is being sent to your today.

As agreed we have forwarded our bill， No， 2782 for DM1720.00 with the documents to your bank ， Industrial & Commercial Bank of China， Caohejing Branch， Shanghai. The Draft has been made out for payment 30 days after sight， and the documents will be handed to you on acceptance.

Yours sincerely

H. Koppermann

Managing Director

Dear Mr. / Ms，

We should like to invite your Corporation to attend the 1997 International Fair which will be held from April 29

to 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，我们想请贵公司参加于四月二十九日到五月四日举办的1997国际商品交易会，关于交易会的详情我们一周内将寄给你。希望不久能收到你的来信，并能来参加。

您诚挚的

肯定答复

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，

感谢三月二十八日来信邀请我们公司参加1997国际商品交易会。我们乐于参加并计划展示我们前几年生产的电子设备。李先生将于四月二日至七日去你市做具体安排，非常感谢你的协助。

你诚挚的

否定的答复

Dear Mr. / Ms，

Thank you very much for your invitation to attend the 1997 International 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，

非常感谢您邀请我们参加1997国际商品交易会。由于我们将于同一时间到你市新开一家维修店，非常抱歉我们不能前去。

希望以后在某些场合见到您。

您诚挚的

Dear Mr. / Ms，

Mr. William Taylor， President of our Corporation and Mr. James Rogers， Marketing Manager， would like to visit Beijing to continue our discussions on a joint venture. They plan to leave in the second half of April and stay in China about a week. Please let us know if the planned visit is convenient for you and what itinerary you would suggest. If the time of their visit is agreeable， will you kindly request your Embassy here to issue the necessary visa?

Yours faithfully

尊敬的先生/小姐，

我们公司的总裁威廉·泰勒先生和营销部经理珍姆罗杰斯先生，想拜访北京继续商讨合资企业之事。他们计划四月下半月出发并在中国停留一周。请告知我方该访问计划对你方是否方便或您要建议什么行程计划。如对他们的访问时间无异议的话，可否要求使馆签发所需签证。

您诚挚的

Foreign Economic Relations & Trade Committee of What City

Address： 地址略

Tel： 电话号码略 Fax： 传真号码略

To： Ms Jaana Pekkala， Consultant for China Swiss Organization for Facilitating Investments Fax： 41-1-249 31 33

Total pages of this fax： 2

Dear Ms Jaana Pekkala，

We understand from The Swiss Business Guide for China that your organization is helping Swiss firms in seeking opportunities of investing in China and business cooperating with Chinese partners. To establish business relations with your organization and attract Swiss companies' investment here in What， We write to introduce our city， the city of What， as one of the open cities in Liaoning Province， China and also ourselves， Foreign Economic Relations & Trade Committee of What， as a What government initiative to facilitate business relationship with foreign companies.

Our committee provides advice and assistance to What firms seeking to export their services， goods to foreign areas and import goods and services abroad. We also assist Whatfirms in establishment of joint ventures and carry the procedures for examination and approval of joint ventures and foreign sole investment firms. Our Committee can provide What companies with information on the world market and specific commercial opportunities as well as organize trade missions， seminars and business briefings.

Our committee facilitates and encourages investment from other countries into targeted sectors of What economy and maintains active promotion of What through its network of contacts in domestic and abroad areas.

Nowadays， we are seeking foreign investment in the field of capital construction， such as improving of tap water system and highway construction. Also， we are setting up a tannery zone in Tong'erpu， the largest leather clothes producing and wholesaling base in North China. We invite Swiss companies with most favorable polices to set up their firms in any form on tanning， leather processing and sewage treatment.

Any information on investment projects into What and on business cooperation with firms in What is highly appreciated and will be pass on to anyone who have approached us with interest in similar project. You are also invited to our city for investigation and business tour.

Should you have any questions， please fell free to contact us.

Thank you for your attention and looking forward to your prompt reply.

Sincerely yours，

Qiming Di

Commercial Assistant

For Foreign Economic Relations & Trade Committee of What City

20 January 2004

Kee & Co.， Ltd

34 Regent Street

London， UK

Dear Sirs：

This time last year you placed an order for Type BS362 12-volt sealed batteries. This is a discontinued line which we had on offer at the time.We now have a similar product on offer， Type CN233. It occurs to us that you might be interested. A descriptive leaflet is enclosed.We have a stock of 590 of Type CN233 which we are selling off at GB￡30 each.We can offer a quantity discount of up to 15%， but we are prepared to give 20% discount for an offer to buy the complete stock.We are giving you this opportunity in view of your previous order. We would appreciate a prompt reply， since we will put the offer out in the event of your not being interested.Yours faithfully，Tony SmithChief Seller

先生：

去年此时贵公司所订购的BS362型号12伏密封电池，现已停止生产。

现有同类型产品CN233，存货共五百九十件，特惠价每件30英镑。贵公司如感兴趣，敬请参看随附的简介说明。

大批订购可获八五折优惠，整批购入则可享八折特惠。

为感谢贵公司以往惠顾，特此给予订购优惠。极盼立即回覆，如贵公司未欲订购，本公司亦能尽早另作安排。

销售部主任

托尼.斯密思谨上

2004年1月20日

Beyond Language: Cultural Predispositions in international Business CorrespondenceTranslation covers only part of the problem of working with people of other nations and cultures. Differences in cultural background may affect business correspondence between Americans and others, and International English may be evolving a cultural style of its own. In correspondence, business people from the low-context cultures of Northern Europe and North America sometimes inadvertently offend their counterparts in high-context cultures by assuming that their correspondents share their values. Such correspondence might be more effective if writers used a rhetorical framework to conceptualize in their letters a sense of their addressees' conditions and of their own roles in relation to their addressees. This dimension of relationship may be difficult for people from low-context cultures. However, because of the increasing use of English as a lingua franca of business, correspondence standards may be changing. Using the example of rhetorical patterns in English and Chinese business letters, I suggest a way to use Western rhetorical principles to accommodate other cultural patterns. Business Correspondence includs：Requesting InformationHow to ask somebody to send you information.Sending InformationWhat to say when you send information.Resume or CVA resume (AmE) or CV (BrE) is usually requested by a prospective employer as a record of your qualifications and professional experience. CV stands for the Latin words "curriculum vitae", meaning "the course of one's life".Covering Letter for Resume/CVIt is usual to send a covering letter (BrE) or cover letter (AmE) with your resume/CV when applying for a job.Letter of ReferenceCompanies and other organizations often ask for a letter of reference. This is a character reference written by someone such as an ex-employer who knows the subject personally.Let's take the ever-more-common case of the American who wants to strike up business dealings with people of another language and culture. Box 3 reproduces a letter to a delegation of Chinese who had visited the United States. They had expressed some interest in the products of Mr. Jones's company, so he wrote them a letter, presumably hoping to sell some. However, as Boiarsky (1995) informs us, his letter drew no response. Dear Sir:Your name and address were referred to me by the Illinois Department of Agriculture--Far East Office. They stated that you had expressed an interest in our products and requested further information.I am therefore enclosing a brocuhre which itemizes our products and services. Pleas let me know your exact requirements. I will be happy to provide you with further details. Thank you for your participation at the Illinois Slide and Catalog Show. I look forward to your reply. Sincerely, Peter Jones Director of Sales Agri-Equipment Division --------------------------------------------------------------------------------The letter pretty much follows the cultural conventions of English letters: blunt and businesslike, highly purposive. To trace why this letter didn't work for the Chinese, I'd like to back up a bit and examine some characteristics of the rhetorical style of Americans and Northern Europeans that may be at cross purposes with those of Asian cultures. Additional evidence that the letter represents "good writing" in the Chinese sense comes from a book just published by Li Xiao-ming, "Good Writing" in Cross-cultural Context. Li's interest is in seeing what is valued in the teaching of composition in the USA as compared to China. He quotes a Chinese teacher of writing: Basically we think a piece of writing should have four components: introduction, development, transition, and closure [qi3 cheng2 zhuan3 he2]. I think this basic format is still valid because they are in accord with the way we think . . . . We have three thousand years of writing history . . . Teachers have the responsibility to teach a student the successful writing experiences of our forefathers. (1996: 73-74) Another Chinese teacher adds: It is very unlikely that one would start a piece from a form; we all start from ideas or from experience in life. . . . Especially in a country like China that has a literary history of thousands of years, is arrogant to think that one can surpass his predecessors without first learning from them. (74) Two characteristics that contribute to good writing are the qualities qing and li. As the second teacher describes them: Qing has great persuasive powers. Li (reason) is inseparable from qing: qing is couched in li, and li is couched in qing. Li (reason) is different from lizhi (rational). Being rational, one is emotionally controlled, somber, composed, exercising only intellectual and reasoning faculties. Reason, however, deals with truths. Truths, though existing in objectivity, are approached and learned only through subjectivity. Truths should be learned with passion and conviction. (55) I wish that Li Xiao-ming had said more about the differences the writing systems make in the way writers conceive and express the world. It is exceedingly difficult to know which of the many Chinese characters that correspond roughly to the sound qing might be meant, and in Chinese, the character is less ambiguous than the spoken word. A Chinese-American friend pointed out to me that li has the sense of both "reasoning" and "decorum"; it seems similar to the ancient Greek nomos, often translated "law" but not meaning written or codified law--closer to "the right way of being or behaving that everybody knows," or perhaps to "common sense." So given the difficulty of conveying the sense of the Chinese into English, I will nonetheless boldly suggest that the conception of reason couched in emotion marks a difference between Chinese and Western rhetorics. While li appears roughly analogous to logos, qing seems to represent the axis of relationship between ethos and pathos. That is, Chinese rhetoric does not appear to make that Western distinction between individual and audience. Emotions are not yours or mine, but ours. Emotion, though, is not usually expressed overtly. The indirect quality comes from jing. Quoting again the first teacher: Traditionally, there are two ways to express one's qing: either directly express it, or indirectly through a description of nature. And because Chinese are mostly reserved and introverted in temperament, we prefer to "couch qing in jing," suggest what one feels through the description of nature. (87) I think we can find some qing couched in jing in the first paragraph, though most of the letter is more direct. Good Writing? For Whom? The qualities of the letter that make it seem like "good writing" also seem to make it less effective for its readers, possibly because in was written in English and not Chinese, but also because the kind of writing Li studied was the personal essay. The letter to the Explosives Society does seem more like an essay than like the usual Western business letter. The surprise for Bernick and me in our 1993 survey (Box 7) was that our Asian respondents didn't like the letter any better than the Westerners. Our Asian editors (six women and five men) also made a number of predictions about the author of the letter: he was well educated, much older (probably at least in his 70's) and was from an upper-middle- or upper-class home. These comments were motivated by the excessive politeness. Our editors also felt that if the letter had been translated directly into Japanese that it would have been more acceptable than it was in English, but that translation wouldn't make it more effective or less confusing. Asian editors’ reactionsWriter's goals were unclear. Doesn't really read like a letter. Three unnecessary paragraphs. Needs to be shorter. Inappropriate way for authors to develop ethos. Style would be more appropriate in Japanese, or even Chinese, but for English it is clearly inappropriate. Length detracts from letter, and makes it ineffective and confusing. For business-letter writers in low-context cultures writing in English to readers in high-context cultures (Latin or Asian), this advice may be as simple as remembering that their cultures predispose readers to be more interested in long-term relations with reliable people than in products or profits for their own sake. Hence, letters begin with paragraphs that establish common ground and show understanding of the readers. This strategy, in my own experience, works pretty well even on readers in low-context cultures. referrence：Brockmann, R. John. 1989. A Historical Consideration of Ethics and the Technical Writer: From the 1880's to the 1980's. Technical Communication and Ethics, ed. R. John Brockmann and Fern Rook. Arlington, VA: Society for Technical Communication. 107-112. Campbell, Charles P., and Philip Bernick. 1993. Editors, "Good English," and International Readers. IPCC 93 Proceedings. Piscataway, NJ: IEEE. 38-43. Campbell, Charles P. 1995. Ethos: Character and Ethics in Technical Writing. IEEE Transactions on Professional Communication 38, 3: 132-138. Coney, Mary B. 1992. "Technical Readers and their Rhetorical Roles." IEEE Transactions on Professional Communication 35 (June):58-63. Dennett, Joann Temple. 1988. "Not to Say is Better Than to Say": How Rhetorical Structure Reflects Cultural Context in Japanese-English Technical Writing. IEEE Transactions on Professional Communication 31: 116-9. Hall, Edward T. 1983. The Dance of Life: The Other Dimension of Time. New York: Doubleday. Hofstede, Geert H. 1991. Cultures and organizations : software of the mind. New York : McGraw-Hill. 我从这一篇里裁减了几段出来，然后LZ再加入几段学习中遇到的实际问题，最好是从课本上的第几页的练习题得出来的，基本就够了。

一、中英文函电范文对照 1、外贸函电:回信 外贸函电:回信（英文版） Dear Mr. / Ms, Thank you for your letter conveying congratulations on my appointment. I wish also to thank you for the assistance you have given me in my work and look forward to better cooperation in the future. Sincerely 外贸函电:回信（中文版） 尊敬的先生/小姐， 感谢你来信对我的任命表达的祝贺。我也感谢您对我的工作给予的支持，并期望未来能有更好的合作。 诚挚的 2、外贸函电：回复投诉 外贸函电：回复投诉（英文版） 20 May 2000 Kee & Co., Ltd 34 Regent Street London, UK Dear Sirs: Thank you for your letter of 20 May referring to your order no.252. We are glad to hear that the consignment was delivered promptly. We regret, however, that case no.46 did not contain the goods you ordered. We have investigated the matter and find that we did make a mistake in putting the order together. We have arranged for the correct goods to be dispatched to you at once. The relevant documents will be mailed to you as soon as they are ready. Please keep case no.46 and its contents until called for by our agents who have been informed of the situation. We apologize for the inconvenience caused by our error. Yours faithfully, Tony Smith Chief Seller 外贸函电：回复投诉（中文版） ——先生: 多谢五月二十日有关第252号定单的来信。得悉货物及时运抵，感到高兴。 有关第46号箱错运货物一事，在此向贵公司致歉。经调查，发现装运时误将货物同放，所以有此错失。 该缺货已安排即时发运，有关文件准备好后会立即寄出。 错运的货物烦请代存，本公司已知会代理商，不日将与贵公司联络。 因此失误而引致任何不便，本公司深感歉意。

Dear sirs, Thank you for you letter of March 20, we have carefully examinated your quotation on our socks. we want to meet your requirements, but regret that we can not accept reduction of price as your reqrest, because our price is calculated accurately. even though it is different from other suppriers, that is for the quality of our products is far more superior than other brands in your place, i can assure that you can benefit yourself from odering with us. Howerver, in order to help you develop business in this line, we prepare to offer you a 5% discount, provided that the MOQ is not less than 5000 pairs. We hope this proposal will meet your agreement and look forward to your order.Yours faithfully, XXX

Beyond Language: Cultural Predispositions in international Business Correspondence Translation covers only part of the problem of working with people of other nations and cultures. Differences in cultural background may affect business correspondence between Americans and others, and International English may be evolving a cultural style of its own. In correspondence, business people from the low-context cultures of Northern Europe and North America sometimes inadvertently offend their counterparts in high-context cultures by assuming that their correspondents share their values. Such correspondence might be more effective if writers used a rhetorical framework to conceptualize in their letters a sense of their addressees' conditions and of their own roles in relation to their addressees. This dimension of relationship may be difficult for people from low-context cultures. However, because of the increasing use of English as a lingua franca of business, correspondence standards may be changing. Using the example of rhetorical patterns in English and Chinese business letters, I suggest a way to use Western rhetorical principles to accommodate other cultural patterns. Business Correspondence includs： Requesting Information How to ask somebody to send you information. Sending Information What to say when you send information. Resume or CV A resume (AmE) or CV (BrE) is usually requested by a prospective employer as a record of your qualifications and professional experience. CV stands for the Latin words "curriculum vitae", meaning "the course of one's life". Covering Letter for Resume/CV It is usual to send a covering letter (BrE) or cover letter (AmE) with your resume/CV when applying for a job. Letter of Reference Companies and other organizations often ask for a letter of reference. This is a character reference written by someone such as an ex-employer who knows the subject personally. Let's take the ever-more-common case of the American who wants to strike up business dealings with people of another language and culture. Box 3 reproduces a letter to a delegation of Chinese who had visited the United States. They had expressed some interest in the products of Mr. Jones's company, so he wrote them a letter, presumably hoping to sell some. However, as Boiarsky (1995) informs us, his letter drew no response. Dear Sir: Your name and address were referred to me by the Illinois Department of Agriculture--Far East Office. They stated that you had expressed an interest in our products and requested further information. I am therefore enclosing a brocuhre which itemizes our products and services. Pleas let me know your exact requirements. I will be happy to provide you with further details. Thank you for your participation at the Illinois Slide and Catalog Show. I look forward to your reply. Sincerely, Peter Jones Director of Sales Agri-Equipment Division