超實用外貿英語

國貿英文之定義與重要性• 國貿英文是一種商用英文，其範圍涵蓋整個國際貿易流程• 台灣屬海島型經濟– 地狹人稠，資源稀少；商業活動以外銷為主。

SlideShareusescookiestoimprovefunctionalityandperformance,andtoprovideyouwithrelevantadvertising.Ifyoucontinuebrowsingthesite,youagreetotheuseofcookiesonthiswebsite.SeeourUserAgreementandPrivacyPolicy. SlideShareusescookiestoimprovefunctionalityandperformance,andtoprovideyouwithrelevantadvertising.Ifyoucontinuebrowsingthesite,youagreetotheuseofcookiesonthiswebsite.SeeourPrivacyPolicyandUserAgreementfordetails. Home Explore Login Signup Successfullyreportedthisslideshow. WeuseyourLinkedInprofileandactivitydatatopersonalizeadsandtoshowyoumorerelevantads.Youcanchangeyouradpreferencesanytime. Createyourfreeaccounttoreadunlimiteddocuments. 超實用外貿英語 UpcomingSlideShare Loadingin…5 × Youarereadingapreview. Createyourfreeaccounttocontinuereading. SignUp 1 1of243 Likethispresentation?Whynotshare! Share Email     句型寶典 by 5045033 8133 views Facebook Twitter LinkedIn Size(px) Starton ShowrelatedSlideSharesatend of PrevSlideShare NextSlideShares Youarereadingapreview. 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Education Jan.06,2015 35,376views 30Likes Share DownloadNow Download Downloadtoreadoffline 超實用外貿英語 DownloadNow Download Downloadtoreadoffline Education Jan.06,2015 35,376views 個人創業 Follow 句型寶典 5045033 妙思旅游云系统功能列表及报价.妙思旅游云 個人創業 全域旅游+大数据+落地技术. 個人創業 介绍版：91自媒体一站式网络营销平台 個人創業 介绍版：91自媒体一站式网络营销平台 個人創業 介绍版：91自媒体无现金化景区解决方案 個人創業 茶簡報 個人創業 導遊人員0826100 個人創業 簡報1旅遊 個人創業 萬付通 個人創業 RelatedBooks Freewitha30daytrialfromScribd Seeall FightingForward:YourNitty-GrittyGuidetoBeatingtheLiesThatHoldYouBack HannahBrencher (4/5) Free Dedicated:TheCaseforCommitmentinanAgeofInfiniteBrowsing PeteDavis (5/5) Free HighConflict:WhyWeGetTrappedandHowWeGetOut AmandaRipley (5/5) Free NoOneSucceedsAlone:LearnEverythingYouCanfromEveryoneYouCan RobertReffkin (4/5) Free AverageExpectations:LessonsinLoweringtheBar ShepRose (3/5) Free Let'sTalkAboutHardThings AnnaSale (4/5) Free TheSubtleArtofNotGivingaF*ck:ACounterintuitiveApproachtoLivingaGoodLife MarkManson (4.5/5) Free The7HabitsofHighlyEffectivePeople StephenR.Covey (4/5) Free DeclutteringattheSpeedofLife:WinningYourNever-EndingBattlewithStuff DanaK.White (4.5/5) Free HowMayIServe KarenMathews (3.5/5) Free EverythingIsF*cked:ABookAboutHope MarkManson (4.5/5) Free PresentOverPerfect:LeavingBehindFranticforaSimpler,MoreSoulfulWayofLiving ShaunaNiequist (4.5/5) Free Girl,StopApologizing:AShame-FreePlanforEmbracingandAchievingYourGoals RachelHollis (3.5/5) Free LessFret,MoreFaith:An11-WeekActionPlantoOvercomeAnxiety MaxLucado (4.5/5) Free Dry:AMemoir AugustenBurroughs (4.5/5) Free The7HabitsofHighlyEffectivePeoplePersonalWorkbook StephenR.Covey (4/5) Free RelatedAudiobooks Freewitha30daytrialfromScribd Seeall TheAuthenticLeader:FiveEssentialTraitsofEffective,InspiringLeaders MerindaSmith (5/5) Free EmpathUp!:HowtoEmbracetheGiftofEmpathy CherylHutchinson (4.5/5) Free OutwiththeOld,InwiththeYou TessBrigham (4.5/5) Free ABodytoLove:CultivateCommunity,BodyPositivity,andSelf-LoveintheAgeofSocialMedia AngelinaCaruso (5/5) Free 10RulesforResilience:MentalToughnessforFamilies JoeDeSena (4.5/5) Free NecessaryConversations:ChangingYourMindsettoCommunicateConfidentlyandProductively LizNolleyTillman (5/5) Free ImpactPlayers:HowtoTaketheLead,PlayBigger,andMultiplyYourImpact LizWiseman (5/5) Free BeyondSmallTalk:HowtoHaveMoreDynamic,CharismaticandPersuasiveConversations PatrickKing (4.5/5) Free TheBookofHope:ASurvivalGuideforTryingTimes JaneGoodall (4.5/5) Free FourThousandWeeks:TimeManagementforMortals OliverBurkeman (5/5) Free FearlessLeadership:HowtoEmbodytheStrengthandConfidenceofGreatLeaders KimMartin (4/5) Free MakingSenseofAnxietyandStress:AComprehensiveStressManagementToolkit SaarimAslam (4.5/5) Free Winning:TheUnforgivingRacetoGreatness TimS.Grover (5/5) Free ThePowerofYourAttitude:7ChoicesforaHappyandSuccessfulLife StanToler (4.5/5) Free TheDesignThinkingMindset:HowtoAccessthePowerofInnovation DarinEich (5/5) Free MinimalFinance:ForgingYourOwnPathtoFinancialFreedom SamDixonBrown (3.5/5) Free 30Likes Statistics Notes NatashaJohnson , Icanadviseyouthisservice-⇒www.HelpWriting.net⇐Boughtessayhere.Noproblem. 1dayago 雅淇林 1yearago 嬿卿趙 1yearago ssuser893428 1yearago DannyWang 1yearago 顯政黃 1yearago GilbertLuo 1yearago cherrylee42 1yearago YiJuLee 3yearsago PatrickChen 3yearsago WangAriel 3yearsago 宗廷謝 4yearsago Goodlifeway at Goodlifeway 4yearsago SYao , SalesManageratForefrontEnterpriseCoLtd at ForefrontEnterpriseCoLtd 4yearsago RandaChen 4yearsago KaiLiu , AntennaDesigner at 明泰科技股份有限公司 4yearsago 家嘉何 4yearsago CWH 4yearsago ChloeFu 4yearsago 嘉欣莊 4yearsago ShowMore Views Totalviews 35,376 OnSlideShare 0 FromEmbeds 0 NumberofEmbeds 22 Actions Shares 0 Downloads 254 Comments 0 Likes 30 Nonotesforslide 參考蒙禮慧p.3 張一慈P.10&蒙禮慧P.6 張誠英P.47 郎ch.5p58 張一慈P.235 郎亞琴p,59 郎亞琴p,66郎亞琴p,59 張一慈p.235 張一慈p.246 張一慈p.262 英檢(聽讀)中級besurethat(Nounclause) (聞P.206) (聞P.195) (聞P.195) 1.Inquiry2.requiring3.pleased,inform,stock4.manufacture,model,retail,5.temporary,costs,materials (聞P.254) (蒙P.111) (郎P.131) (蒙P.273) 蒙P.274 籐田榮一p.366 藤田榮一p.366 張誠英P.210 張誠英P.226 張誠英p218 (蒙p342) 超實用外貿英語 1. 國貿英文 EnglishforInternationalTrading 2. 國貿英文之定義與重要性 •國貿英文是一種商用英文，其範圍 涵蓋整個國際貿易流程 •台灣屬海島型經濟–地狹人稠，資源稀少 ；商業活動以外銷為主。

•國際化、地球村–英文是主要國際語言。

•工欲善其事，必先利其器–從事經濟活 動，國貿英文的能力不可或缺。

3. 課程結構 本課程分為肆部：份 •PartI-國貿實務流程與國貿英文之應用 •PartII-英文基本句型復習 •PartIII-商業英文書信的結構 •PartIV-國貿英文書信種類和範例 4. PartI-國貿實務流程與國貿英文之應用 •第一章國貿實務流程 •第二章國際貿易步驟與相關國貿英文書信 •第三章國際貿易流程中重要名詞--中英 文對照 第一節國際貿易流程中重要角色 第二節重要國際貿易文件 第三節貿易條件名詞解說 5. 第一章國貿實務流程 雙方初步聯絡 寄目錄或樣品 詢價 訂單處理 訂單 國貿談判： 報價 內容： (1)所需產品(規格、數 量) (2)貿易條件 (3)包裝方式 (4)運輸方式 (5)交貨期 (6)保險條件 (7)價格及付款方式 進口商 工廠 製造商 出口商 6. 第二章國際貿易驟與國貿英文步 STEP1.Marketresearch Exporter Journals, magazines, relativegovernment bureaus,offices, Importer STEP2.Searchforpartners Exporter Journals, magazines, relativegovernment bureaus,offices, Importer STEP3.Submittingtradeproposals ExporterImporter Self-introduction, Submittingtradeproposals Introducingproducts,andsending catalog,etc. 7. STEP4.Makinganinquiry ExporterImporter Makinganinquiry,requestingcatalogs, pricelist,samples,etc. STEP5.Makinganoffer ExporterImporter Makinganoffer,sendingcatalog, Pricelist,samples,etc. counteroffer reachanagreement STEP6.Placinganorder ExporterImporter placinganorder(P/O) acceptanceoftheorder (SalesConfirmationorcontract) 8. STEP7.EffectShipmentbasedonL/C ExporterImporter Advising/ NegotiationBank Advising/ NegotiationBank IssuingBankIssuingBank Negotiation accordingto the requirements ofL/C L/C Advisingshipment Mailing negotiation documents AdvisingL/C Applying forL/C Make payment Shipping document 9. STEP8.Claimletters(ifaccidentsoccur) Exporter shippingcompanyinsurancecompany Importer 10. 國際貿易驟與國貿英文步(I) 1.推銷信函-SalesLettersorLookingforPartners EstablishingBusinessRelationship 2.寄目錄或樣品-SendingCatalogues/Samples 3.詢價-Inquiries 4.報價-MakingOffers 5.還價-MakingCounterOffers 6.貿易談判-Negotiation 7.下訂單-PlacinganOrder 8.保險-Insurance 11. 國際貿易驟與國貿英文步(II) 9.信用狀-LetterofCredit 10.包裝及裝船-Packing/Shipping 11.收款與付款-CollectionandPayment 12.索賠-Claim 13.索賠處置-ClaimandAdjustment 14.代理權-Agencies 15.信用調查-CreditChecking 12. 第三章國際貿易流程中重要名詞--中 英文對照 •第一節國際貿易流程中重要角色 1.出口商/賣方exporter/seller 2.進口商/買方importer/buyer 3.製造商manufacturer 4.工廠factory 5.代理商agent 6.經銷商distributor 7.分公司branchoffice 13. 8.供應商supplier 9.貨運承攬公司forwarder 10.船公司shippingcompany 11.航空公司airfreightcompany 12.運送人carrier 13.報關行custombroker 14.託運人shipper 15.銀行bank 14. 16.開狀銀行issuingbank 17.通知銀行advisingbank 18.押匯銀行negotiatingbank 19.商品檢驗局BureauofCommodityInspection& Quarantine 20.保險公司insurancecompany 21.臺北世貿中心TaipeiWorldTradeCenter 15. 22.寄件人、委託人、託運人Consignor 23.收件人、承銷人、收貨人Consignee 24.敵手競爭者Competitor 25.零售商Retailer 26.批發商Wholesaler 27.中華民國對外貿易發展協會(ChinaExternal TradeDevelopmentCouncil) 28.國貿局(BoardofForeignTrade) 16. 第二節重要國際貿易文件 •報價單Quotation/offer •訂貨單Purchaseorder •銷貨確認書Salesconfirmation •契約書Contract •預約發票Proformainvoice •信用狀LetterofCredit(L/C) •開信用狀申請書ApplicationforL/C •信用狀開狀約定書AgreementforL/C 17. •信用狀押匯申請書Applicationfor NegotiationofDraftsunderL/C •補償書LetterofIndemnity •匯票BillofExchange/Draft •受益人證明書Beneficiary’sCertificate 18. •裝貨單ShippingOrder •海運提單BillofLading •空運提單AirwayBill •包裝單PackingList •重量單WeightList •保險單CertificateofInsurance •原產地證明書CertificateofOrigin 19. •商業發票CommercialInvoice •海關發票CustomInvoice •領事發票ConsularInvoice •小提單DeliveryOrder •裝運通知書ShippingAdvice •輸入許可證ImportPermit •出口許可證ExportPermit 20. •貨物抵達通知單CargoArrivalNotice •擔保提貨書IndemnityandGuaranteeDelivery WithoutBillofLading •優惠關稅產地證明書 GeneralizedSystemofPreference CertificateofOrigin,GSPForm 21. 第三節貿易條件名詞 國際貿易條件(TermsofTrade) 1.Price(價格):FOB，CIForCFR 2.Payment(付款):L/CorD/D，D/P，D/A 3.Packing(包裝):Mark標誌式樣 4.Quality(品質):產品品質等級 5.Quantity(數量):產品數量 6.Insurance(保險):保險性質、種類 7.Shipment(裝船):進出口港口、地點、時間 22. •CIF(cost,insurance,freight)–含保險費和運費交貨條件 •CPT(CarriagePaidTo)-運費付訖交貨條件 •CIP(CarriageInsurancePaidTo)-運保費付訖交貨條件 •CFR(Cost&Freight)-含運費交貨條件 23. •DAF(DeliveryatFrontier)–邊境交貨條件 •DES(DeliveredExShip)-目的港船上交貨條件 •DEQ(DeliveredExQuayDutyPaid)-目的地港碼頭稅訖交 貨條件 •DDU(DeliveredDutyUnpaid)-目的地稅前交貨條件 24. •DDP(DeliveredDutyPaid)-目的地稅訖交貨 條件 •EXwork-工廠交貨條件 •FOB(FreeonBoard)-起運港船上交貨條件 •FSA(FreeAlongsideShip)-起運港船邊交貨 條件 •FCA(FreeCarrier)–貨物交運送人交貨條件 25. Exercises:(中譯英) 1.國際貿易條件2.製造商 3.進口商/出口商4.報價單 5.信用狀6.代理商 7.包裝單8.競爭對手 9.押匯銀行10.代理商 11.報關行12.預約發票 13.訂貨單14.商業發票 15.原產地證明書 26. PartII-英文文法基本句型復習 •英文基本句型: I.主詞+動詞(完全不及物):S+V II.主詞+動詞(不完全不及物)+主詞補 語:S+V+SC III.主詞+動詞(完全及物)+受詞:S+V+O IV.主詞+動詞+間接受詞+直接受 詞:S+V+IO+DO V.主詞+動詞(不完全及物))+受詞+受詞補 語:S+V+O+OC 27. 英文基本句型(範例) I.主詞+動詞(完全不及物):S+Vi 1.Demanddeclines. 2.Thepriceofrawmaterialshasrisen. 3.Ihadabadcoldandstayedhomeforafew days. 4.OurNTdollarhasappreciated. 5.Mistakesoccur. 6.Thecontractexpiressoon. 28. 英文基本句型(範例) II.主詞+動詞(不完全不及物)+主詞補語: S+Vi+SC(I) 1.Weareoneofthewell-established tradingcompaniesinTaiwan. 2.WeareanISO9001certified manufacturer. 3.Ourofferisverypromising. 4.Ourpricesaresubjecttochanges withoutnotice. 29. 英文基本句型(範例) II.主詞+動詞(不完全不及物)+主詞補語: S+Vi+SC(II) 1.Ourpriceswillremainunchanged. 2.Ifeelsatisfied. 3.Hebecameinterested. 4.Thequalitywillremainaproblem. 5.Theweatherstaysthesame. 30. 英文基本句型(範例) III.主詞+動詞(完全及物)+受 詞:S+Vt+O 1.Weareplacinganorder. 2.Icouldnotopenyourattachedfile. 3.Weacquiredyourdatafromthe Internet. 4.Theymakegoodcoffee. 5.Iamenclosingacheck. 6.Yourorderwillreceiveourimmediate attention. 31. 英文基本句型(範例) IV.主詞+動詞+間接受詞+直接受詞: S+Vt+IO+DO 1.Pleasekindlygiveusmoreinformation. 2.Wewillofferyouanextra5%discount. 3.Wesendourbestregardstoyou. 4.Wewillgiveyouourbestofferforthe items. 32. 英文基本句型(範例) V.主詞+動詞(不完全及物))+受詞+受詞 補語:S+Vt+O+OC 1.Youwillfindouroffersatisfactory. 2.Weconsideryourpricetoohigh. 3.Wefoundyourservicehighly satisfactory. 4.Wefinditnecessarytodeclineyour requestforafurtherdiscount. 33. •英文句子的種類(以結構分類): –單句(SimpleSentence) –合句(CompoundSentence) –複句(ComplexSentence) –複合句(Compound-ComplexSentence) 34. •單句、合句、複句的形式 　連接詞 單句S+V:句子|-|- 合句S+V:(子句)|and(or等)*|(子句) 複句S+V:(主要子句)|if(why等)**|(從屬子句) ＊對等連接詞：and,or,but,foretc. ＊＊從屬連接詞:that,if,when,where,because, since,althoughetc. 35. •子句(Clause)–具備主部+述部(S+V)形 式，除了用作單句、合句的獨立子句外， 也用作複句的主要子句，與從屬子句。

　名詞子句(NounClause) 從屬子句分為：形容詞子句(AdjectiveClause) 　　　副詞子句(AdverbialClause)　 36. •對等連接詞： –單字或單詞對等連接詞 •And:AandB(A和B)‧but:X,butY(X,但是Y) •Or:AorB(A或是B)‧for:X,forY(X,因為Y) –成對對等連接詞 •EitherA…orB;neitherA…norB •NotonlyA…butalsoB;notonlyA…butB •BothAandB=AaswellasB=AandBaswell •Not…but(不是…而是) Itisnot…but… 37. •從屬連接詞:具有連接主要子句與從屬子句的作用， 分為引導名詞子句、形容詞子句、副詞子句的連接 詞。

–引導名詞子句的連接詞–that,if(whether) •that-ItistruethatwedidbusinesswithXYCo. duringtheperiodof1985-1988. •if–Wewonderifyoureceivedourletterornot. –引導形容詞子句的連接詞–which,that *which–Americanteenspreferjeanswhichrideonthe hips. *that–Wewouldbethankfulifyouwouldkindly introduceustoanycompaniesthatareinterestedinthis lineofproducts. 38. •引導副詞子句的連接詞 –表示時間 •when;while;as •since,until,after,before,once •nosooner…than;hardly…when **WhenyoucometoTaiwan,wecanshow youourlineofproductsdisplayedinour showroom. **Theyproposedtocancelthisorderasits shipmentwasdelayed. 39. •引導副詞子句的連接詞 –表示地點 •Where,wherever,everywhere,anywhere **Wherethereisawill,thereisaway. **Youcansellourgoodswherecompetitionisnot keen. **Wherewehavebuyingoffices,youcanapproach ourstaff. 40. •引導副詞子句的連接詞 –表示條件、假定(1) •if(once),unless,intheevent(that),incase (that),incaseof •provided(that),suppose(that),providing,on conditionthat •solongas **Ifyoudemandsuchitems,wethinkwecan satisfyyou. 41. •引導副詞子句的連接詞 –表示條件、假定(2) **Ifyourorderislargeenough,adiscountinprice canbeallowed. **UnlessyouwriteusbeforeMay5,we’llcancel yourorder. **Wearepreparedtogiveyouatrialorder, providedyouguaranteeshipmentonorbefore August30. 42. •引導副詞子句的連接詞 –表示原因與理由 •because,onlybecause,since,as,inthat •takingintoconsideration(thefact)that; consideringthat;seeingthat,now(that) •Dueto(owingto,onaccountto,inviewof,by virtueof,asaresultof,thanksto)+thefactthat •Notthat…butthat…;notbecause…but because… Itisnotbecause…butbecause… **Becausethequalityispoor,werefusetoaccept themerchandise. 43. •引導副詞子句的連接詞 –表示結果與目的 •so…that;such…that •inorderthat…;forthepurposethat…; **Pleaseletusknowsothatwecandiscuss details. –表示讓步 •although,though,evenif,eventhough •inspiteof,despiteof,despite,regardlessof **Weconsideryourpricestoohighthough youhavemadeconcessions. 44. •引導副詞子句的連接詞 –表示比較及其他 •As,as…as…,than •accordingto **Ifyourproductareasgoodasthosemade inKorea,we’llplaceanorderrightaway. **Ouroverheadthisyearislargerthanlast year’s. 45. •短文-句型示例:(一) Whyworry? Thereareonlytwothingstoworryabout. Eitheryouarewelloryouareill. Ifyouarewell,thereisnothingtoworryabout. Ifyouareill,thereareonlytwothingstoworryabout. Eitheryougetwell,oryoudie. Ifyougetwell,thereisnothingtoworryabout. Ifyoudie,thereareonlytwothingstoworryabout. 46. •短文-句型示例:(Whyworry?)(二) Eitheryougotoheaven,oryougotohell. Ifyougotoheaven,thereisnothingtoworry about. Ifyougotohell,youwillbebusyshakinghands withyourfriendsthere,youwon’thavetimeto worryabout. 47. Exercises: 1.請寫出短文中所有單句及其句型。

2.請寫出短文中所有合句。

3.請寫出短文中所有複句。

4.請寫出短文中所有複合句。

48. PartIII–英文書信的結構(Basic StructureofaBusinessLetter) –商業英文書信的格式(Letterstyles) –商業英文書信的組成(Partsofabusinessletter) •主要部份(Basicparts) •次要部份(Optionalparts) –信封的寫法(Howtowriteanenvelope) –商業英文書信必須具備的七要件 49. 商業英文書信的格式(Letter styles) •Full-blockedstyle(全齊頭式) LETTERHEAD(信頭) Date(日期)………… Insideaddress(信內地址/收信人地址) ………….…… ...................... Salutation(稱呼) ……………………………………………………… Body(正文/本文) …………………………………... ………………. ……………………………………………………… ……………………………………………… ………………. Complimentaryclose(客套結束語) Signature(簽名) ………………. . 50. •Semi-blockedstyle(半齊頭式) LETTERHEAD InsideaddressDate……………. ………………. ………………. Salutation：(，) ……………………………………………… Body…………………………………………….. ………………… ……………………………………………… …………………………………………………… ………………… Complimentaryclose, Signature …………………………. …………………………. 51. •Modified-blockedstyle(改良齊頭式) LETTERHEAD InsideaddressDate ………………. ………………. Salutation：(，) …………………………………………………..... . Body………………………………………………. ………………. …………………………………………………….. …………………………………………………….. ………………. Complimentaryclose, Signature ………………………….. ………………………….. 52. 商業英文書信的組成 (Partsofabusinessletter) •主要部份(Basicparts)(一) 1.Letterhead(信頭) trademark nameofthecompanyGenesisImport/Export address2131S.NewarkWay Walnut Creek,CA94956 USA telephonenumberTel.(925)925-1288 Fax(925)911-1234 e-mail:[email protected] 53. ‧主要部份(Basicparts)(二) 2.Date Examples: May15,2005(美式) 15thMay,2005(英式) 註:**月份不宜用縮寫如:Aug. **勿用5/15/05or5-15-05 54. •主要部份(Basicparts)(三) 3.Insideaddress: 收信人名如:Mr.TerrenceH.Franklin 職稱SalesManager 部門MarketingDepartment 公司名ABCTradingCo. 地址40WestRoad NewYork,N.Y.1021 國名U.S.A. 55. •主要部份(Basicparts)(四) 4.Salutation– Dear+title+lastname-individual,formally DearSirorMadam-companyordept. Dear+firstname-someoneyouknow 5.BodyoftheLetter-see“Letterstyles” 56. •主要部份(Basicparts)(五) 6.ComplimentaryClosing(一) *formal-Yourstruly,Trulyyours,Yours sincerely,Sincerelyyours,Yours faithfully,Faithfullyyours, *highlyformal–Respectfullyyours,Yours respectfully, 57. ‧主要部份(Basicparts)(五) 6.ComplimentaryClosing(二) *personal–Cordially,Cordiallyyours, *highlypersonal–Bestregards,Bestwishes, Regards, 7.Signature- 58. ‧附加部份(Optionalparts) 1.ReferenceNumber 2.AttentionLine 3.SubjectLine(Re:) 4.IdentificationMarks 5.EnclosureMarks 6.CarbonCopyNotation 7.Postscript,P.S. 8.ContinuationPages 59. 英文書信的構成(各項構成因素的關係位 置) Letterhead Date Ref-.No. Address Attention Salutation, IDInitials Enc. c.c.orcc- P.S.………………………Postscript……………………………. ……………………………………………………………….. Subject(BodyofLetter) 客套結語，公司名稱 (Signature) 寫信者的打字名及職稱 60. 信封的寫法(Howtowritean envelope) (sender’saddress) AllenWang Rm130,No.120ChungHsioE.Rd. Taipei,Taiwan,RepublicofChina AIRMAIL Express (remarks) (recipient’saddress) Mr.DavidShaw 2201SunsetBlvd. LosAngeles,CA.90201 U.S.A. Postage 61. 商業英文書信必須具備的七要件 1.Conciseness簡潔(X代表錯誤的示範) XPleasechecktheletterofMay1sothatyou mayknowallfacts. ○PleasechecktheletterofMay1forallthe facts. XItisunderstoodthatyouwillarrivenext week. ○Weunderstandthatyouwillarrivenextweek. XThankyoufortheletter.Youwroteyourletter onJanuary20. 62. 2.Clearness清楚 XWewillshipthecomputersordered biweekly. ○Wewillshipthecomputersorderedtwo timesaweek. XThemanagertoldMr.Leethathehad receivedhischeck. ○TheManagertoldMr.Leethathehad receivedMr.Lee’scheck. XThetoyswerepackedinouropinionpoorly. ○Inouropinion,thetoyswerepackedpoorly. XWehavereceivedyour10umbrellasorders. ○Wehavereceivedyour10ordersof umbrellas. 63. 3.Correctness正確 xTheloanlimitisUS$100. ○TheloanlimitisUS$100orless. xWeofferUS$2.50F.O.B.Taipei. ○WeofferUS$2.50F.O.B.Keelung. xPleasesentusyourcatalogue. ○Pleasesendusyourcatalogue. xOurbikesarecertainlythebestonthe market. ○Ourbikesaresolidinqualityandattractive indesign. 64. 4.Courtesy禮貌 •UsePoliteWordsorExpressions–thankyou, please,pardon,excuseme,regret,requestetc. ○ThankyouforyourletterofMay2. •UseofPassiveVoice XYoumadeaseriousmistake. ○Itseemsthataseriousmistakewasmade. •UseofPositiveWord XWedonotthinkyouwillbedissatisfied. ○Wearesurethatyouwillbesatisfied. •UseofMitigation–Weareafraid…,Wewould say…,Wesuggestthat… 65. 5.Completeness完整 xWehavereceivedyourgoods. ○Wehavereceivedyoursportinggoodson ourOrderNo.234. xThesearethemostfavorablequotations. Beingbasedonmaterialsofthefinest quality. ○Thesearethemostfavorablequotations basedonourfinestmaterials. xShipmentleftfactoryon28th. ○YourOrderNo.112wasshippedfromour factoryonMay28th. 66. 6.Concreteness具體 xOurpricesarethebest. ○Ourpricesarethelowestonthemarket. xOursweatersareverygood. ○Oursweatersaresoft,lightandattractive. xWeexpecttoreceiveyourreply. ○Weexpecttoreceiveyourearly confirmationoftheorder. xYouwillreceiveoursamplesinduetime. ○YouwillreceiveoursamplesbeforeJune10. 67. 7.Consideration周到 •Tryingtobeinthecustomers’shoesis essentialinbusinesscommunication.The properuseof“YOUattitude”isnecessary.Pay attentiontousemore“YOU”than“WE”. XWearepleasedtoannouncethatwewill offeryoua5%discount. ○Youwillbepleasedtoknowthatwewilloffer youa5%discount. 68. Exercises: 1.Whatarethebasicpartsofabusinessletter. 2.Whataretheoptionalpartsofabusiness letter.Pointouttheirpositioninaformletter. 3.WritethefollowingDatesinEnglish: 民國94年5月10日2005/8/17 民國94年6月18日2005/7/07 4.Drawanenvelopeandwritedownnecessary information. 5.Whatarethethreeletterstyles?Describe theirdifferences. 69. PartIV-國貿英文書信種類和範例 第一章EstablishingBusinessRelation- ship建立貿易關係(一) ‧請提供可靠廠商資料 ‧說明如何取得對方資料 ‧自我介紹 ‧表示願意建立貿易夥伴關係 ‧表示對其產品有興趣 70. 第一章EstablishingBusinessRelationship 建立貿易關係(二) ‧表示願意多為其服務 ‧結語 第一節常用表達方式 --請提供可靠廠商資料(一) ‧Pleaseintroduceustosomeofthemost reliableexporters(orimporters).(請介紹一 些可靠的出口商或進口商。

) 71. --請提供可靠廠商資料(二) ‧Weshouldbeobligedifyouwouldkindlysupply uswiththeaddressesoffactorieswhichproduce thefollowinggoods. ‧Wewouldappreciatereceivingfromyoualistof supplierssothatwemaycontactthemdirectly. ‧Weshallbeverythankfulifyoucanprovideus withinformationabouthardwaresuppliers. 72. --請提供可靠廠商資料(三) ‧Kindlyinformusofthenamesand addressesofthetradingcompaniesin yourcitywhowishtopurchaseour products. ‧Pleasesendusalistofnamesand addressesoftradingcompaniesinyour areawhowouldliketopurchaseour products. 73. –說明如何取得對方資料(一) •Yournamehasbeengivenusthroughthe recommendationoftheEnglish CommercialOfficeinTaipei. •Yournameandaddresswereintroducedto usbyABCInc.whostronglyrecommends yourhousewares. •Ourprimecustomerrecommendedyouas thereliablefirm. 74. --說明如何取得對方資料(二) ‧Weunderstandfromanoldcustomerof ours,Mr.J.R.WongofABCInternational Co.,Ltd.thatyouarelookingfornew suppliersofcameras. ‧Itisthroughourmutualfriend,Mr.David Wong,thatwelearnedyouareplanningto marketyournewproductsinthisdistrict. 75. –說明如何取得對方資料(三) •WegotyournamefromtheCETRA(外貿協 會)andlearnedthatyouareoneofthe leadingimportersofshoesinyourcountry. •Yourgoodfirmhasbeenbroughttoour attentionbytheAmericanChamberof Commerceasoneoftheleadingexportersof fashiongoods. •WehavelearnedfromTradeWindthatyour companyisaleadingmanufacturerofshoes. 76. –自我介紹(1) •Weareamajormanufacturerandtraderof shoesinTaiwanformanyyears. •Weareoneoftheleadingtradingfirmsin Taiwan,whohavebeenengagedin manufacturingbicyclessince1975. •Ourfirmwasestablishedin1985andhas enjoyedanexcellentreputationforthese items. •Wehavebeenengagedinimportingprinting machineryfor15years. •Wehaveabusinessbackgroundof30years. 77. --自我介紹(2) ‧Wetakethepleasuretointroduceourselvesas amakeroffashionablejewelriesinTaiwan. ‧Weareimportersandexportershandlingcolor TVsets. ‧Wehavebeenestablishedhereforoverthirty yearsasgeneralimportersandexporters. ‧Letusintroduceourselvesasaleadingtrading firminTaipei. 78. –表示願意建立貿易夥伴關係 •Wewouldliketoenterbusinessrelations withyou. •Weareexpectingtobuildthebusiness connectionswithyou. •Wewouldliketodobusinesswithyou. •Wewouldliketoopenanaccountwithyou. •Wewishtoestablishbusinessrelations withyou. 79. –表示對其產品有興趣(1) •Weareparticularlyinterestedinyour products,andwouldliketohavemoredetailed informationonallofyourcommodities. •Wehaveanextensivesalesnetworkforthis lineofgoods,andshallalwaysbereadyto cooperatewithyouinmarketingyourproducts inourmarket.. •Wehaveheardofyourproductsofexcellent qualitiesandareconsideringimportingthem toTaiwan. 80. --表示對其產品有興趣(2) ‧Weareinterestedinyournewmodel. ‧Wehaveheardofyourproducts. ‧Youcanbesurethatyourproductswillenjoyagoodreputation inourmarket. ‧Weareconsideringthepossibilityofcommencingbusinesswith youconcerningbuyingEuropeansundries,ifyourtermsand conditionsareacceptable. 81. –表示願意多為其服務 •Weareeagertoserveyoutoourbest. •Wewouldliketobeofservicetoyou. •Wehopetohavetheopportunitytobeof servicetoyou. •Wewouldliketodobusinesswithyouin thenearfuture. •Welookforwardtotradingwithyou. 82. –結語(1) •Yourpromptattentiontothismatterwould behighlyappreciated. •Welookforwardwithpleasuretoserving you. •Wewillappreciateyourearlyreply. •Weawaityourearliestreply. •Welookforwardtohearingfromyou. •Weareawaitingforyourfavorablereply. 83. --結語(2) ‧Yourpromptreplyiseagerlyawaited. ‧Iwouldbepleasedtohearfromyou. ‧Pleaseletushaveyourreplyassoonas possible. ‧Thankyouinadvanceforyourpromptreply. ‧MayIhearfromyousoon? ‧Wewillbeexpectingyourreplybyimmediate returnfax. 84. 示範信函(一) DearSirs, WehaveobtainedyournameandaddressfromAsoShoes,Taipei, andwearewritingtoenquirewhetheryouwouldbewillingto establishbusinessrelationswithus. Wehavebeenimportersofshoesformanyyears.Atpresent,we areinterestedinextendingourrangeandwouldappreciateyour cataloguesandquotations. Ifyourpricesarecompetitive,wewouldexpecttotransacta significantvolumeofbusiness. Welookforwardtoyourearlyreply, Yoursfaithfully, 85. DearSirs, WehavelearnedyournameandaddressfromTaipeiTrade Center.Herewetakethelibertyofintroducingourselvesas follows: Weareoneoftheleadingexporterofautoparts& accessoriesinTaiwanandourgoodsareenjoyinghigh reputationfortheirexcellentquality.Wehavebeenengaged inthisfieldfor22yearsandhavegoodconnectionswithlocal manufacturers. Weencloseourillustratedcatalogueandpricelistcoveringall theproductswearehandling.Thelistedpricesareallon FOBTaiwanbasis.Hopeyouwouldbeinterestedinour productsandwecouldreceiveyourfavorableresponsesoon. Yoursfaithfully, •示範信函(二) 86. DearMr.Lenard, WereceivedyourcompanydetailsfromtheTaipeiWorld TradeCenter,whereIbelieveyouattendedatextiles exhibitionearlierthisyear. Pleaseallowmetointroduceourcompanytoyou.Acer wasestablishedinJune,1985andinitiallyimportedcloth fromIndiaandPakistan.Webecamealeaderinourfield andopenedthefirstofourowntextileproducingfactories in1990.Wenowproduceallkinds,gradesandcolorsof cloth,andhaveearnedagoodreputationbothinTaiwan andabroad. Ourlatestcatalogandpricelistarebeingforwardedtoyou byspeedpost.Ifyouwouldlikeanyotherinformation, pleasefeelfreetocontactusontheabovenumbers. Ilookforwardtohearingfromyousoon. Thanksandbestregards, •示範信函(三) 87. 示範信函(四) DearSirs, Wehavebeenexportersofbicyclesforoverthirtyyearsandare nowinterestedinestablishingbusinessconnectionswithamost reliableimportcompanyinyourcountry.Wewouldbethankful, therefore,ifyouwouldkindlyintroduceustoanycompaniesthatare interestedinthislineofproducts. Wehopewecangetintouchwiththesecompaniesdirectlythrough yourrecommendationanddobusinesswiththemonaregularbasis. Withregardtoourfinancialstandingandbusinessactivities,weare permittedtomentiontheBankofTaiwanasareference.Wewould muchappreciateanyinformationyoucouldgiveus. Yoursfaithfully, 88. 示範信函(五) Gentlemen: InanswertoyourletterofMay20,wearegladtorecommendthefollowing firm: Name:QueenImport,Inc. Address:125WillowBlvd.LosAngeles,CA91024USA Althoughthiscompanyisreliableandenjoysagoodreputationhere,we,of course,donotwantholdourselvesresponsibleforthem.Foranyinformation youmayneedabouttheirstanding,weadviseyoutowritedirectlytothem. Theycan,inturn,provideyouwiththeirreferences. Wehopeourreplywillbehelpfultoyou,andifthereisanythingmorewe candoforyou,pleasedonothesitatetoletusknow. Yourssincerely, 89. Exercises:(Fillintheblankswithwords provided) distributorindemandcommercemarket competitionproductcontrolsquotas exporttariffs 1.ThisiswhatIamselling.Thisismy_________. 2.AtpresentIonlysellitinthiscountry.Ionly_____ithere. 3.I’mplanningtostartsendingitabroad.I’mgoingto______it. 4.Iwanttofindoutwhosellsaproductlikemineabroad.Iwant toknowwhat________thereis. 90. 5.Ialsowanttoknowwhethermanypeoplewantaproduct likethis.Iwonderifit’s__________. 6.Ihaven’tfoundanyonetosellmyproductabroad.Idon’t havea________. 7.ArethechargesverygreatforproductsgoingintoAsian countries?Arethe______high? 8.Iunderstandthattherearelimitsonthequantitiesone canexporttosomecountries.I’vebeentoldthatthere are_________. 9.Yes,andtherearelimitsonthemovementofmoneyand products.Therearenumerous_________. 10.Buyingandsellingareprettycomplicated.In________ therearemanythingstothinkabout. 91. 第二章SALESLETTER 尋找客戶、推銷自己 --提昇興趣(ArouseInterest) –引起注意(AttractAttention) –創造慾望(CreateDesire) –具說服力(CarryConviction) –誘導行動(InduceAction) 92. 第一節常用表達方式(一) ‧Wearehappytoadviseyouthatwehave marketedthenewproduct. ‧Youwillbeinterestedtohearthatwehavejust marketedournewproduct. ‧Wehavepleasureinsendingourcatalogand price-listofnewlydevelopedcameras. ‧Pleaseallowmetointroduceanewrangeof productswehaverecentlydesigned. 93. 第一節常用表達方式(二) ‧Wewanttotellyouaboutanewtypeoffurniture thatissellinglikehotcakesintheU.S.A. ‧Pleasepayyourbestattentiontothenew specialtieswhichmadeagreatsensationatthis year’sInternationalTradeFair. ‧Ifyouorderwithinthefollowingfourweeks,we cangiveyoua5%discount. 94. –介紹產品的優點(出口商) •Ourproductshavethefollowing advantages:durability,precision,delicacy, efficiencyandaccuratefunction. •Ourproductsaremadeinastrictquality controlprocesstoassureaccuracy, strengthandreliabilitywithcompetitive prices. •Ourproductsarewelcomedbycustomers. 95. 示範信函(一) DearSirs, Wealwayshavesomethingnewforyou.Withthislettercomestoyouthe informationaboutoneofournewhouseholditems. Youwillbeinterestedtoknowthatwehaverecentlydevelopedanew product,theV8JuiceBlender,whichissellingverywellonthehome market. Becauseofitssuccessinthiscountry,wethoughttheremightbesales potentialabroad.Wewouldwelcomeyouradviceastowhether,inyour opinion,thereisamarketinyourcountry. Ifyouagree,wewouldbegladtosupplyyouwithsamplestoshowto potentialcustomers.Youwillfindanorderformenclosedincaseyouwish toplaceanimmediateorder. Yoursfaithfully, 96. 示範信函(二) DearSubscriber: ThebesttimetorenewyourSECRETARYsubscriptionisnow,for twogoodreasons: 1.YourweeklynewscoveragewithSECRETARYwon’tbe interruptedandwewon’thavetosendyouanymore reminders. 2.Whenyourenewnowattoday’sprices,youavoidfutureprice increasesforthefullperiodofyourextendedsubscription. And,asarenewalsubscriber,youareeligibletoreceive SECRETRYatthelowestratesavailabletothegeneralpublic. Dependingonthetermsyouchoose,youcanSAVEUPTO55% offthecoverpriceofNT$120.00acopy. 97. 示範信函(二續) AllyouhavetodoissimplyfillinourrenewalandmailitTODAY. We’lltakecareoftherest–evenbillyoulater,ifyoulike.Soplease actNOWtoguaranteethisgreatsavings. Cordially, JohnMarcom Publisher JM/ra PS.Ifyouprefertorenewbyphone,pleasecallourRenewal DepartmentatTEL:02-551-4025 98. 示範信函(三) DearFriend, YoumightbeamazedtoknowthatthenewFatFreeBurgerfrom HealthFirstwonthisyear’s“People’sChoiceAward”forbesttaste. Consideringitbeatoutburgerscontainingfat,we’dunderstandyour reaction.Butourvegetarianburgerwaschosenoverothersinablind tastetestconductedbytheNationalNutritionalFoodsAssociation. Andwearesosureyouwillagreewiththeresultsthatweareofferinga moneybackguarantee.Eitheryouwilllovetheburgeroryouwillget yourmoneyback.You’vegotnothingtolose. Nowtaketheenclosedcoupontoyourfavoritenaturalfoodstoreandtrythe FatFreeBurgerfromHealthFirst.Trytheamazingfat-freeburgerwiththe award-winningtaste! Sincerely, 99. Exercises:翻譯 1.Maywedrawyourattentiontoourmini-bicycle? 2.Youwillbeinterestedinournewproduct. 3.Ourproductsareofthefinestmaterialsandthe highesttechniquesandaresecondtononein design. 4.Pleasepayyourbestattentiontothenew specialtieswhichmadeagreatsensationatthis year’sInternationalTradeFair. 100. Exercises:翻譯 5.Wearepleasedtoinformyouthatwe havejustmarketedournewly-developed camera. 6.Weareenclosingsomesalesliteraturein whichyouwillseewhatanenthusiastic receptionournewproducthasreceivedall overtheworld. 101. 章Enquiry(詢問信函) 得知該項產品 到詳細型錄(Catalogue)、價目表 List)、樣品(Samples)、折扣 nt)及其他説明資料(Illustrative re,Literature)等 何種交易條件報價及代理商金等，如佣 好，就下訂單 助並予感謝 102. •第一節常用表達方式 –從何處得知該項產品(一) •WehavelearnedfromAnronCompanyof Taipeithatyou’reproducingforexport handicrafts. •Severalofmydealershaveexpressedan interestinyour100%cottonmadeT-shirts andhaveinquiredaboutthem. •Wevisitedyourstandatthecomputer exhibitioninTaipeilastmonthandweare interestedinyourdisplayofproductNo.15. 103. –從何處得知該項產品(二) •Younameandaddresswerepassedonto usthruourmutualfriend,Mr.JackWhite, fromwhomweunderstandthatyouare interestedinhandlingfashions. •ThankyouforyourletterofMay1,2005 introducingyourgoodsfactory,wearevery muchinterestedinimportingbamboo furniture. •FromyourFAXmessageofMay24,we understandthatyourcompanyplansto expandmarkettoChina,andweareglad thatyouhopetodealbusinesswithus. 104. –請寄產(樣)品資料(一) •Pleasesendacatalogofyourlatestproducts. •Pleasesendussamplesofthegoods. •Pleasegiveusinformationonthe measurementsandweightoftheproducts. •Kindlysenduswithoutchargesamplesof yourline. •Weareinterestedinyourproducts.Could yousendusyourbrochures? •Pleaseletusknowwhatquantitiesyouhave instock. 105. –請寄產(樣)品資料(二) •Wewouldappreciatereceivingfulldetails ofyourproducts. •Wewouldappreciateitifyousendusyour latestcatalogue. •Wehaveinterestinimportingyoursporting goodsandwouldliketogetbrochuresof yourlatestproductlines. •Itwouldbehelpfulifyoucouldsendus somesamplesshowingyourrangeof hardware. 106. -請寄產(樣)品資料(一) ‧Wewouldliketohavefurtherdetailsasto yourproducts. ‧Wehearthatyouhaveputanelectric typewriteronthemarketandshouldbegladto havefulldetails. ‧Yourproductsareenjoyingagoodreputation amongourcustomers. 107. –請寄價格資料(一) •Pleasesendusyourcompletepricelists. •Pleasequoteyourpricestous. •Willyoupleasesendussamplesandprice listsofthegoodslistedbelow? •Pleaseinformuswhatspecialofferyoucan makeus. •Wearepreparedtodobusinesswithyouif yourpricesandtermsaregood. 108. –請寄價格資料(二) ‧Thereisnomarketforthehigher-priced goods.Pleaseofferonlythegoodsofthe mediumpricerange. ‧Ifanyitemsareoutofstock,pleasesubmita quotationofasubstitute. ‧Pleasetakeintoconsiderationwhenquotinga pricethatwearepayinghighcustomsduties. ‧Pleaseinformusofyourtermsofpayment. 109. –請寄價格資料(三) •Wouldyoupleaseletushaveafirmoffer for…/yourcurrentcatalogueshowing…? •Wehaveaninquiryforyourgoodsand shouldbegladifyouwouldsendusyour catalogsandprices. •Wouldyousendusyoursampleswith quotations. •Thefollowingspecificationsareforourlab equipment,pleaseinformusyourbest pricewithbestquality. 110. –請寄折扣資料 •Pleasequoteusyourbestdiscountoffyour listpricesforthisquantity. •Pleaseinformuswhatdiscountyoucan allowusforalargeorder. •Weshallbegladifyouwillquoteusthe bestdiscountforcashofflistpriceforthis quantity. •Themarginofprofitonthisorderisvery small,andwehopeyouwillallowusan extradiscountof5%. 111. –如果條件好，就下訂單 •Ifyourpriceiscompetitive,wewillplacean orderinquantitywithyou. •Ifyourpricesareworkableandthequality ofthegoodsmeetwithourcustomers’ approval,wewillplaceourordersregularly. •Ifyoucangiveusacompetitivequotation, weexpecttoplacealargeorder. 112. –請求協助並予感謝 ‧Ilookforwardtoalong,prosperousbusiness relationshipbetweenourcompanies. ‧Thanksinadvanceforyourpromptattention. ‧Yourimmediateattentiontothismatterwould beappreciated. ‧Pleasegivethismatteryoururgentattention. ‧Wewillbegratefulforanyhelpyoucangive us. 113. DearSirs, YourfirmhasbeenrecommendedtousbyMr.James Dickinson,ManagerofABCCompany,withwhomwe havedonebusinessformanyyears. Weareinterestedinyourcard-indexboxesandfiling equipmentandshallbegladifyousendusacopyof yourcatalogueandcurrentprice. Yoursfaithfully, ‧第二節示範信函(一) 114. DearSirs, Yourcompany’sproductsarefeaturedinTaiwanYellowPages. Mayweintroduceourselvesasanexperiencedimporterandexporter exclusivelydealingbusinessbetweenAsiaandUSA.Wearevery interestedindistributingyoursportingglovesandshoeshereinthe UnitedStates.Pleasekindlysendusdetailedinformationorcatalog including: 1.Productspecifications 2.availabilityanddeliveryschedule 3.pricelistandpaymentterms We’dappreciateitifyoucouldprovideuswithsamplesforour evaluationandpresentationtoourbuyers.Thankyouforyour attention, andwearelookingforwardtoinitiatingbusinesscooperationforour mutualbenefits. Sincerelyyours, ‧示範信函(二) 115. DearSirs, WehaveseenyouradvertisementinTheHouseware andareinterestedinyourceilingfansandstandfans. PleasekindlyquoteyourbestpricesbasedonCIF Kaohsiung,Taiwanstatingyourearliestdeliverydate, yourtermsofpaymentanddiscountsforregular purchases. Welookforwardtoalongandhappybusiness relationshipwithyou. Yoursfaithfully, ‧示範信函(三) 116. 示範信函(四) DearSirs, Wehavebeenimportingfully-automatic35mmcamerasfromGermany formanyyears.WehavelearnedthatinrecentyearsseveralSwiss companieshavestartedmanufacturingsimilarproducts. WewouldbethankfulifyoucouldgiveusalistofsomeoftheseSwiss companiessothatwecanfindoutwhethertheirgoodsaresuitablefor theTaiwanMarket. Ifyoudonothavethenecessaryinformationonhand,perhapsyou wouldbegoodenoughtomakesomeinquiriesonourbehalf.Thanks. Yoursfaithfully, 117. Exercises：(TranslateintoEnglish) 1.請以CIFKeelung為貿易條件報價。

(quote….basedon) 2.請給我們更詳細之產品規格。

(specifications) 3.我們對貴公司產品很有興趣。

(areinterested in) 4.如果的價格具有競爭力您(competitive)，我們 將 於未來下一個大訂單。

5.請盡快在最方便的時刻您(atyourearliest convenience)，送給我們貴公司的目錄和小冊 子(catalogsandbrochures). 118. Exercises(TranslateintoChinese) 1.Weunderstandfromyouradvertisementin“Z” magazinethatyouareexportinganddistributing cottonandsilkfabrics. 2.Ifthereareminimumexportquantitiesper colorormodel,pleaseinformus. 3.Pleaseindicateifyouarewillingtogive specialdiscountsonlargeorders. 4.Pleaseletushaveyourlowestpriceforeach ofthefollowingitems. 5.Weareverygratefulforyourpromptattention. 119. 第四章Reply回覆信函 –友善且直接friendlyanddirect –自信且建設性confidentandpositive –從對方立場看事情presentedfromthe counterpart’spointofview –激發興趣stimulateinterest –像私人信函likeapersonalmessage 120. •第一節常用表達方式 –對來函詢問表示謝意 –答覆來函詢問問題(如產品、價格、型錄 等) –提供額外資訊 –誘導行動、保證服務品質 121. –對來函詢問表示謝意(一) •ThankyouforyourletterofSeptember15. •ManythanksforyourletterofMay22. •ThanksforyourinquirydatedNovember 15,concerningyourinterestinourladies’ fashion. •Thankyouforyourinterestinourhand bags. •WehavereceivedyourletterofJanuary14, askingforinformationonourproduct. 122. –對來函詢問表示謝意(二) •Wearepleasedtoacknowledgeyourletterof May10. •WearegladtoreceiveyourletterofSeptember 4,inquiringaboutoursandals. •Thankyouverymuchforyouryesterday’sFax requestingpricesofourhorns. •Thanksforyoure-mailofMay15inwhichyou askedforthequotationofournewPDAseries andasampleofitem:PD-1155. 123. –答覆來函詢問問題(如產品、價格、型錄等)(一) •Asrequested,weareenclosingouroffersheetand catalogforyourevaluation. •Iamsendingabrochureandspecificationsheetforeach itembyspeedpostthisafternoon. •Iamsurethatyouwillfindourlargeproductrange suitable,andourlowpricesverycompetitive. •Referringtoyourtelephoneproposalyesterday,weare enclosingapamphletonournewestproduct. 124. –答覆來函詢問問題(如產品、價格、型錄等) (二) ‧InreplytoyourinquiryofMay10,weareenclosingour latestcatalogueforyourreference. ‧ReferringtoyourinquiryofNovember20,wehave quotedasbelow. ‧InresponsetoyourinquiryofJuly15,wearepleasedto quoteasfollows. ‧AstoyourinquiryofMay20,wearenowworkinghard inordertomeetyourrequirements. 125. –答覆來函詢問問題(如產品、價格、型錄等)(三) ‧Iamsurethatyouwillfindthatourcomputer micearenotonlyhighlyfunctional,butalso veryattractive. ‧IfwereceiveyourconfirmedorderbeforeJuly 26,wewillbeabletodispatchthegoods aroundthemiddleofAugust. ‧Iregrettoinformyouthatwedonothavemodel numberAD-12instockatthemoment. 126. –答覆來函詢問問題(如產品、價格、型錄等)(四) •Thepricesforsmallerandforlargeramountsarenotedin aseparatelist. •Pricesarereasonable(workable). •Thepricelistenclosedwillshowyouthatourpricesare farmorecompetitivethanthoseofourrivalfirms. •Pricesaresubjecttochangewithoutnotice. •Thepricesofrawmaterialshavegoneupsteadilysince September,butwehavenotyetraisedourprices. 127. –提供額外資訊(一) •Wearepleasedtoencloseourlatest catalogandprice-listatyourrequest,but weshouldpointoutthatpricesaresubject tochangeasthemarketdemandforraw materialsisveryunsteadyatpresent. •Thepriceswhichwequotedaretemporary, sincethepricesofrawmaterialsaregoing up.Wesuggestyouplaceusyourorderas soonaspossible(ASAP). 128. –提供額外資訊(二) •Thecostshavegoneupsteadilysince June,butwewillnotraiseourpricesuntil theendofDecember. •Wearesorrythatwenolonger manufacturethemodelyouaskedfor, however,thenewmodelweareproducing hasproventobemoredurable,lighter,and lowerinprice. •Iamalsoincludingaspecificationsheet aboutModelYforyourreference. 129. –提供額外資訊(三) •Wealsomanufactureawiderangeof sandalsinwhichwethinkyoumaybe interested.Theyarefullyillustratedinthe catalogandareofthesamehighqualityas theitemsyouaskedfor. •Ifourpriceisfoundunworkable,pleaselet usknowinreturnmailthebestprice obtainableinyourmarket. 130. –誘導行動、保證服務品質(一) •Welookforwardtohearingfromyou. •Wewouldappreciateyourpromptattention tothismatter. •Delivercanbemadefromstock. •Deliverywillbemadewithintwomonthson receiptofyourorder. . 131. –誘導行動、保證服務品質(二) •Wearewillingtooffer5%reductioninpriceon ordersover1,000pieces.Youcanrelyonusto giveyourorderimmediateattention. •Wehopeyourcustomerswillfindourtermsand deliverydatesacceptable.Wecanassureyouthat youmaycountonourfullcooperationinthis matter. •Welookforwardtoreceivinginstructionsfromyou inthenearfuture. 132. •第二節示範信函(一) DearSirs, Wehavereceivedyourletterof2ndApril,inquiringaboutthe besttermsofChinesetoysandSundries. Incompliancewithyourrequest,enclosedareourlatest catalogtogetherwitharevisedpricelistfromwhichyouwill seeourbestpossibleterms.Weareconfidentthattheterms submittedwillgiveyoucompletesatisfactionandwillleadto businesswithyou. Wehandleawiderangeofproductswithsuperiorquality,and canexerciseyourorderefficiently,attherock-bottomprices asshownintheprice-list.Wewouldbepleasedtoreceive yourorders,whichwillalwayshaveourbestattention. Yoursfaithfully, 133. DearSirs, Wethankyouforyourletterof17thJanuary, askingfordetailsandpricesofourheaters. Wetakepleasureinenclosingourlatestprice listandcatalogue,togetherwithdetailsofModel XY-1. Pleasedonothesitatetowriteusifyouneed furtherinformation. Yoursfaithfully, •示範信函(二) 134. DearSirs, Thanksforyoure-maildatedJan20,introducingyourselfand inquiringfortheitemsyouareinterestedin. AttachedpleasefindourbestquotationQA2005045foryour reference.Pleasekindlynotethatpage1isfortheitemsyou asked;page2isfortheitemswerecommendwhicharemadeby automaticmachines.Youcanfindthatthepricesarevery competitive.Hopeouroffercanmeetyourdemandandyoumay confirmyourorderinthenearfuture. Wearegladtohavethisopportunitytohavethefirstcontactwith youandhopewecancooperatetogetherverysoon. Intheexpectationofyourfavorablenewsinreturn,wethankyoufor yourattention. Sincerelyyours, •示範信函(三) 135. 示範信函(四) DearSirs, Wewerepleasedtoreceiveyourinquiryof3rdSeptember.As requested,weencloseourillustratedcatalogandprice-listandtrust thatyouwillfindthemofmuchinterest. Asyouwillnoteonexaminingthem,ourproductsaresuperiortoany othersonthemarket.Moreover,ourpricesandtermsarecompetitive. IfyouwishtoensuredeliverybeforeChristmas,itwillbenecessaryto placeourorderassoonaspossibleasdemandisveryheavythistime ofyear. Welookforwardtoreceivinginstructionsfromyouinthenearfuture. Yoursfaithfully, 136. Exercises:Fillinthemissingwords. 1.Thankyouforyouri______yaboutour companyandourproducts. 2.Wereceived,withthanksyourfaxofMarch 20,r_____ringourcomputermice. 3.Thanksforyourletterof25thJune,andare p_____sedtoi______myouthatalltheitems listedinyourenquiryareins_____k(存貨). 4.Wenolongerm________ethem____lyou askedforastheirr_____lpricestendtoonly attracttheupperendofthemarket. 5.Thepriceswhichwequotedare t________y(暫時性),sincewemaybe compelledtoincreaseourpricesbecauseof increasedc____tsofrawm_______ls. 137. 第五章Follow-up追蹤信函 –提醒作用 –不同於推銷 –提供新資料並作不同觀點補充解說 138. •第一節常用表達方式 –尚未收到回音 –是否收到去函，請告知 –期待收到對方回音 139. –尚未收到回音 •Untilnowwehavenotheardanythingfrom yousincewemailedyouourlettertoyou onMarch1. •RegardingourfaxdatedJune12,weare stillwaitingforyourcomments. •Ourrecordsshowthatwehavenot receivedanyofyourcorrespondences sinceJanuary15. 140. –是否收到去函，請告知(一) •Pleaseadviseuswhetheryouhave receivedourletterdated(date). •Ifyouhavenotreceivedourletter,wewill sendittoyouagain. •Ifyouhavereceivedourcatalog,please adviseusofyouropinions. •PleasekindlyrefertoPDA-156.Areyou goingtoplacerepeatordersoon? 141. –是否收到去函，請告知(二) •Aswehavenotheardfromyou,wewould liketoknowifyouneedanyfurther information. •Wehopeyoufoundourmerchandiseand servicesatisfactory. •Yourcommentswillbeahelpforusto renewandimprovethegoodrelationship betweenourfirms. 142. –期待收到對方回音 •Thanksforyourkindattentiontotheabove andlookforwardtoyourcommentsand ordersverysoon. •Welookforwardtodoingbusinesswithyou andweappreciateyourcommentsand suggestions. •Wewouldbegladtohaveyourcomments andsuggestions. 143. •第二節示範信函(一) DearSirs, Lastmonthwesentyouourquotationofxxx togetherwithanactualsamplereplyingtoyour enquirydated18Sept.Sincewehavenotheard fromyouasyet,wewouldliketoaskifyouneed furtherinformation. If,forsomereason,youhavechangedyour schemesormadeotherarrangements,please letusknow.Wewouldappreciateany commentsyoucouldgiveus. Yoursfaithfully, 144. DearSirs, Itisamatterofthegreatestconcerntoustofindyour nameonourlistof“missingcustomers”andtorealize thatithasbeenthereforsometime.Aswearesureyou know,alostcustomerisaseriousprobleminour business. Asyou’vebeenavaluedcustomertous,ifthereis somethingimportanttohavecausedyoutostayaway fromus,itiscertainlyimportantforustofindthereasons andtotakepropercorrectivesteps.Therefore,weare writingyoutoaskforhelponthisproblem. Wewillbeverygratefulifyouwouldkindlygiveusyour opinionsandcomments. Yoursfaithfully, •示範信函 (二) 145. Exercises(英譯中) 1.Wehavenotheardfromyouforawhile.I hopethatalliswellinyourcompanyandthat businessisprosperous. 2.Weareveryconcernedtofindyournameon ourlistof“missingcustomers”andtoknowthat ithasbeenthereforsometime. 3.Undersuchcircumstance,weexpectto receiveyourreplyandalsowelcomeyour opinionswhicharelikelytobringbothofus business. 146. 第六章報價(Offerand Quotation) 賣方提供買方 價目表(Pricelist/Offersheet) 估價單(Estimatesheet) 報價單(Quotation) 預約發票(Proformainvoice) 147. 國際貿易『報價內容』必須具備:(一) 1.Offer聲明(如FOB/CIF等價格條件) 2.商品名稱 3.品質條件(成份、規格、式樣等) 4.包裝方式 5.訂貨數量 148. 國際貿易『報價內容』必須具備:(二) 6.貨品單價 7.交貨時間 8.付款方式 9.保險責任及類別 10.其他條件 149. •報價範例 DearSirs, WethankyouforyourinquiryofApril13andarepleasedtoofferyou ourbestquotationasfollows:FOBTAIWAN ItemNo.Description10,000sets5,000sets3,000sets MN-385memoboardUS$1.22/setUS$1.26/setUS$1.29/set Remarks: 1.Samepriceforallmodels:MN-383,MN-384,MN-385&MN-386 2.Minimum:3,000setsformakingyourowndesign(4-colorprinting). Youhavetosendusthefilmofyourdesignsothatwecan printthemaccordingly. 3.Packing:1pc/polybag,12pc/box,36pc/ctn2.3’ Ifthepackingyourequestisdifferentfromours,theprice willbedifferent. 150. Franklyspeaking,thisitemisaoneofourbestsellingproducts. AfterwepromoteitfromJuly,wehavegotalotoforders accordingtocustomer’sdesigns.So,wehopeyouwillfeel satisfactorytoourofferandmayconfirmorderatthesoonest. Intheexpectationofyourfavorablenewsinreturn,wethankyou foryourattentiontotheaboveandremain, Trulyyours Continued報價範例 151. –報價的種類 •穩固報價(Firmoffer) •非穩固報價(Non-firmOffer) a.不受約束報價Offerwithoutengagement b.經確認方有效報價Offersubjectto confirmation •賣方報價(Sellingoffer) •買方報價(Buyingoffer) 152. •第一節常用表達方式(一) –Asrequested,wequoteourbestFOBprices asthequotationattached. –Wequoteourbestpricesasbelow: –Wearepleasedtoofferyouourbest quotationasfollows: –TheofferisvaliduntilendofMay. –Theofferissubjecttochangewithoutnotice. –Itisthebestofferwecanmakeatpresent andwetrustthatit’sacceptableforyou. 153. •常用表達方式(二) –Attachedpleasefindourbestquotationfor yourevaluation. –Wearegladtoencloseourpricelistforthe itemsyourequestedforyourstudy. –Sinceyouareoneofourgoodandimportant customers,wewouldliketogiveyouourbest offer. –Forthiskindofproducts,wecanofferyou5% agencycommissiononFOBKeelungbasis. 154. •常用表達方式(三) –Asordershavebeenrushinginrecently, pleaseplaceyourorderatthesoonest. –Asourstockisrunninglow,pleaseconfirm ordersoon. –Westronglyadviseyoutotakeadvantageof thisexceptionalopportunity. –Inviewoftheheavydemandforthisarticle, wewouldadviseyoutoplacetheorderas soonaspossible. 155. ‧第二節報價示範信函(一) DearMr.Jones, Thankyouforyourenquiryofyesterday.Asrequestedweenclose samplesofdifferentqualitiesofpapersuitableforposterwork. Wearepleasedtoquoteasfollows: A1qualityPrintingPaperwhiteUS$2.25perkg A2qualityPrintingPaperwhiteUS$2.18perkg A3qualityPrintingPaperwhiteUS$2.10perkg Thesepricesincludedeliveryatyourworks. Wecanpromisedeliverywithinoneweekfromreceivingyourorder, andhopeyouwillfindbothsamplesandpricessatisfactory. Yourssincerely, 156. Gentlemen: WethankyouforyourletterofMay1,2005inquiring aboutthecaptionedbuildingmaterialandtakepleasure toencloseourofferNo.AA-101foryourconsideration. Maywedrawyourattentiontothefactsthatthepricewe quotedison(CFR)Hongkongbasisinsteadofoneither FOBTaiwanorCIFBangkokbasisandthatourofferwill bevaliduntilJune1,2005.Asthedemandsforplywood havebeenveryheavyrecently,yourearlydecisionand replyarerequested. Wearewaitingforyourpromptandfavorablereply. Faithfullyyours, ‧報價示範信函 (二) 157. Exercises:(TranslateintoChinese)(一) 1.Wereceivedyourquotationfromafewother Japanesecompanies,andyourswasthehighest price. 2.Wearepleasedtoofferyourfirmthefollowing goodssubjecttoyourreplyreachingusbyMay 30. 3.WehavetodayFAXyouthefollowingofferas shownintheenclosedcopy. 4.WeconfirmourFAXjustdispatchedoffering yourfirmthefoodsmentionedbelow. 158. Exercises:(TranslateintoChinese)(二) 5.Weofferthesegoodssubjecttoourfinal confirmation. 6.ThisofferiseffectiveforyourFAXacceptance onorbeforeAugust30. 7.Wetrustthatyouwilltakeadvantageofthis seasonaldemandandfavouruswithanorder. 8.Wearegladtoquoteyouasfollowsandcan promisedeliverywithin40daysonreceiptof yourpayment. 9.Ourpricesaresubjecttochangewithout notice. 10.Allpricesaresubjecttomarketfluctuations. 159. 第七章還價(CounterOffer) •第一節常用表達方式 –買方的還價–提出不能接受的理由，如 市場因素、價格競爭、匯率問題等。

–賣方的還價回覆–無條件或有條件接受 、不接受、提出折中辦法、再交涉或、 推薦代替品。

160. –買方的還價(一) •Wethankyouforyouroffer,butyourprices aretoohigh. •Ourcustomerisnotsatisfiedwiththeprice. •Ihopethatyouwillbeabletograntusa reductioninprice. •RecentlythepowerfulgrowthofEuro$in relationtoUS$hasmadetheproductsfrom FarEastunmarketableforus. 161. –買方的還價(二) •Inviewoftheprevailingpricesinthis market,yourquotationisalittleexpensive. •Ourcustomerssaythattheycannotputup withslightesthigherpricesbecausequick deliveriesofKoreanproductshavebeen muchsupplied. •YourpriceishigherthanthatofEnglish make. •Wedonotfeelthatthepriceiscompetitive enough. 162. –買方的還價(三) •Thisorderisquitelarge,andwewould requestyoutomakeaquantitydiscount. •Foranorderforthisquantityweexpecta wholesalediscountoffyourlistprices. •Wecanonlyconsiderplacinganorderif youcangiveusapricereductionof10%. •Duetothequalityofthegoodsbeing inferior,wemustreceiveapricereduction ofatleast50%. 163. –賣方的還價回覆(一) •Inviewofthelongbusinessrelationswith you,weacceptthetermsyouspecifiedfor thisorder. •Yourcommentshavebeenreceivedwith ourbestattention.Weunderstandyour situation,butwehaveourdifficulties,too. •Uponconsideration,wewillofferyouan allowanceof5%offthelistprice. 164. –賣方的還價回覆(二) •Sinceweshouldliketoenterthemarketin yourcountry,wehavecutourprofitmargin togiveyouthebenefitofa4%reduction. •Ourtermsare3%cashdiscount,only withintendaysofdateofinvoice. •Weagreetomakingareductioninpriceif thiswillhelpyoutodevelopyourmarketfor ourproducts. 165. –賣方的還價回覆(三) •Foraquantityof60ormore,wecanallow youaspecialdiscountof20%ontheprices quoted. •Wearepreparedtogiveyouanadditional allowanceof5%onanorderof1,000units orover. •Weregrettolearnthatyoufindour quotationsratherexpensive. •Wecan,howeverofferyouoneofourolder modelswhichhasnotbeenaffectedbythe priceincrease. 166. –賣方的還價回覆(四) •Wearenotinapositiontoacceptyour proposal. •Ourmarginofprofitissosmallthatitis impossibleforustomakeanyfurther concession. •Aspriceshavebeenshadedasfaras possible,furtherreductionswouldnotbe possiblewithoutasacrificeofquality. •Iamsorrytotellyouthatweareforcedto increaseourpricesby5%. 167. ‧第二節還價示範信函(一) DearJack, Wehaveconcludedthenegotiationwithourcustomer. Theytoldusthattheyhavecommitmentsattheoldprice for1000piecesandcannotincreasethepriceforthis portionoftheorder.Theywillaccepttheoldpriceof US$2.25forthefirst1000piecesandUS$2.75forthe balanceof1500pieces.Thentheywillacceptthenew priceofUS$3.25onallfutureorders. Ifyouagreetoourproposition,wewillplaceaneworder soon. Bestregards, 168. DearSirs, ThankyouforyourletterofFebruary10,andweare pleasedtoreceiveyourorderNo.A01234. Inordertoconcludethebusinesssoonandhelpyou gainmorebusinessopportunities,wewouldliketomake someconcessionandofferUS$58.50/pc.Ifpossible,we canarrangeoneshipmentforthesetwoordersonor beforemidofOctobertohelpyoupromoteour ADVANCEtennisracketsonthemarketasearlyas possible.Pleasereconsiderthismatter. Couldyoupleasealsotellusthequantityyourequirefor nextyearsothatwemayadjustourpriceaccordingly. Expectingyourpromptanswer. Sincerely, ‧還價示範信函(二) 169. DearSirs, ThankyouforyourletterofJuly5,offering200dozenof silkhandkerchiefatUS$9.00perdozen. However,weregrettoinformyouthatwearenotina positiontoacceptyourofferontheseterms.Weare obtainingthesamequalitythroughanotherchannelata price10%lessthanyouquotedus.Incaseyoucan reducethepricetoUS$8.00perdozen,itispossiblefor ustoplaceanorderforconsiderablequantityofthis article. Wearelookingforwardtoreceivingyourearlyreplywith greatinterest. Yoursfaithfully, ‧還價示範信函 (三) 170. Exercises: 針對以下情況，提出理由或說法，各舉2個例子 及其英文表達方式。

1.買方還價 2.有條件接受買方價格 3.無法接受買方價格 4.折中並與客戶溝通 5.催促客戶下訂單 171. 第七章裝船及包裝 (ShippingandPacking) •第一節常用表達方式(一) –買方給賣方包裝指示 –賣方通知買方包裝情況 –買方敦促賣方準時裝運及交貨 –逾期交貨，買方威脅取消訂單 –賣方通知買方貨物裝運情況 –賣方通知買方文件已寄出 –賣方通知買方無法如期交運 –買方通知賣方通關及到貨情況 172. –買方給賣方包裝指示 •Allpackagesaretobeclearlymarked Taiwanandnumberedconsecutively1-10. •Toensurearrivalofthemachinesingood condition,pleaseobserveourpacking instructionsdetailedbelow. •Thepartsshouldbewrappedseparatelyin oiledpaper.Pleasepacktheminstrong woodencaseswithwaterprooflining. 173. –賣方通知買方包裝情況 •Pleaseinformusofyourmarking instructions,sincewearenearlyreadyto shipthegoods. •Sincethesearticlesarebeingtransported byair,wewilluselightstyrofoampacking. •Wearepleasedtoconfirmthatyour instructionsregardingpackingandmarking havebeenaccuratelyexecutedbyour forwardingagent. 174. –買方敦促賣方準時裝運及交貨(一) •Pleaseinformusoftheshippingschedule forourorder. •Pleasefaxyourshippingadvice immediatelyaftercompletingshipment. •Itismostimportantthatthedeliverydate bestrictlykept. 175. –買方敦促賣方準時裝運及交貨(二) •Pleasedoyourbesttoexpediteshipment. •Itisessentialforourcustomerstohave thesegoodsinplentyoftimeforthe Christmassale. •Asthegoodsareurgentlyrequired,we mustaskyoutodispatchthembyair. •Pleasenotethatpartialshipmentand transshipmentarenotpermitted. 176. –逾期交貨，買方威脅取消訂單 •Wewilldeclinetoacceptthegoodsifthey arenotshippedasweinstructed. •Weshallbecompelledtocancelourorder ifthegoodsarenotreceivedbytheendof May. •Wereservetherighttorefusetheshipment ifitdoesnotarriveontime. 177. –賣方通知買方貨物裝運情況(一) •Wehavebookedshippingspaceonthe TaiwanXYZscheduledtosetsailfrom KeelungonSept.1st. •Thegoodsarebeingpreparedfor immediatedeliveryandwillbereadyfor shipmenttomorrow. •Wewishtoconfirmthedispatchofyour orderNo.11AbyEvaFlightNO002toSan Francisco. 178. –賣方通知買方貨物裝運情況(二) •Wearepleasedtoinformyouthatwehave dulyshippedyourorderNo.11Athis morning. •Wearepleasedtoconfirmthatthegoods ofyourorderNo.11Awereshippedat KeelungbyMs.JJLeeonJune15. •Wetrustthattheconsignmentwillreach yousafely. 179. –賣方通知買方文件已寄出 •Enclosedpleasefindonecompletesetof non-negotiableshippingdocumentsfor yourcustomsclearance. •Wewillsendasetoftheshipping documentscoveringyourOrder11A separately. •Inaccordancewithyourrequest,weare sendingyouthecommercialinvoicein triplicateandtheconsularinvoicein duplicate. 180. –賣方通知買方無法如期交運 •Weregrettoinformyouthatwecan’tship thegoodsasinstructedduetotheshipping spaceunavailable. •Wearesorrytoinformyouthatithas becomeimpossibletomakeshipmentof yourOrderNo.11AinJune. •Duetounforeseencircumstances,we cannotsupplythisitembeforeAugust1. 181. –買方通知賣方通關及到貨情況 •Consularinvoiceisnecessaryforimport customsclearancehere.Pleasesendit soonbyairmail. •Thegoodswereclearedthroughour customswithoutanydifficulty. •Thecontainerhasreachedourcontainer yardingoodcondition. 182. •第二節示範信函 (一) SHIPPINGADVICE ToMessrs:ABCTradingCompanyDate:November20,2000 DearSirs, Re:IV20008293 Goods:MiniScooters L/CNo.:IO32228Date:September12,2000. TotalAmount:US$35,000.00 B/LNo.:UGHL20200332483 ETD.:November12 ETA.:BuenosAiresaroundDecember15,2000. 183. Wehavethepleasuretoinformyouthattheshipmenthas beeneffectedperS.S.NorthlakeV.Ne001Efrom:Taichung portTaiwantoBuenosAires,Sailingon:November12,2000. Hopeyouwillreceiveitsooningoodcondition. Thanks&regards Continued 184. •示範信函(二) DearSir, Wearepleasedtoinformyouthatyourgoodsforthefollowingorders havebeenshippedtogetheronJune14smoothly.Theshippingdetails arelistedasbelow: YourP/Onumber:52814forPD-21252000sets 52817forPA-32121000sets ETD:June14,2000. ETA:July15,2000. Vesselname:PortugalSenator AttachedarethecopiesofB/L,Invoice&Packinglist.Theoriginal documentswillbesenttodaybyTNTexpress.Pleasekindlyremitus thebalanceofpayment:US$8,500atonce.Yourpromptcooperation willbehighlyappreciated. Thanks&bestregards 185. PROFORMAINVOICE NO.ADV-123Date:Jan.23,199- INVOICEofNEWGOLDINSERTCLOCK………………………...………….. FORAccountandMessrs.FASHIONCLOCKCO.,LTD….…………………. ShippedbytheundersignedperS.S.GREATKINGENTERPRISECO.,LTD. Sailingonorabout……….FromTaiwan,ROC……..ToHONGKONG…….. L/CNo……………………………….ContractNo…..……………………………. Marks&No.DescriptionQuantityUnitPriceAmount GREATGOLDINSERT2,000pcsUS$4.50US$9,000.00 CLOCK(FOBTAIWAN) GOLDTOP GKEMULTICCOLOR3 PRIN- TEDDIAL QTY:50pcs3Goldhandswithgold Knob G.W.:6.5kgsVelvetBlueleather caseback N.W.:5.0kgs SIZE:8.8*8.8*4cm C/N:1-up TOTAL2,000pcsUS$9,000.00 186. Exercises:(TranslateintoEnglish) 1.請盡全力遵守裝船日期。

2.請注意分批裝船及轉船是禁止的。

3.相信貨品將會安全到達，並令貴公司滿意。

4.該產品已經準備就緒，明天即可裝船。

5.裝船延誤，是因為貴公司信用狀及裝船指 示延遲到達所致。

6.貨物由長榮裝運，已在航途之中。

7.貴公司訂單已於今日交由長榮裝運。

8.敝公司對延誤致使貴公司蒙受不便，深感歉 意，不過此乃不可抗力原因所致。

187. 第九章訂單(Order) •第一節常用表達方式 –買方發出採購訂單(P/O,PurchaseOrder orPurchaseContract) –賣方發出售貨確認單或預約發票(Sales Confirmation)or(ProformaInvoice) –賣方要求買方接受替代品 (Substitute/Replacement) –無法完全接受訂貨的溝通 188. –買方發出採購訂單(P/O,Purchase OrderorPurchaseContract)(一) •Weencloseourtrialorderfor20setsof personalcomputers. •Wearesatisfiedwithyourqualityand samplesandwouldliketoplaceanorder withyouastheattachedlist. •Wewouldliketoconfirmourorderasthe attached. 189. –買方發出採購訂單(P/O,PurchaseOrder orPurchaseContract)(二) •Enclosedpleasefindourpurchaseorder No.xx. •Wearepleasedtoacceptyourkindofferof a2%discountfromthepricequotationand wouldliketoplaceanorderasattached. •Pleaseacceptourconfirmedorderasbelow andissueaproformainvoiceassoonas possible. 190. –賣方發出售貨確認單或預約發票(Sales Confirmationor(ProformaInvoice)(一) •WethankyouforyourorderNo.05and confirmacceptingyourpricesand conditions. •Thanksverymuchforyourorder.Please restassuredthatwewillpaycareful attentiontoeverydetailofyourorder. •Wearepleasedtoconfirmthisorder. 191. –賣方發出售貨確認單或預約發票(Sales Confirmationor(ProformaInvoice)(二) •Weappreciatehavingyourorderandwill executeitonreceiptofyouracceptable L/C. •PleaseseethefollowingpageforourP/I. •Ihopethatthisfirstorderwillleadtoalong andmutuallybeneficialbusiness relationship. 192. –賣方要求買方接受替代品 (Substitute/Replacement)(一) •Weappreciateyourinterestandorderfor modelNo.45,butregrettoinformyouthat wedon’tsupplyitanymore.Wearesure thatourmodelNo.XYisanexcellent replacement. •Thegoodsyourequiredaresoldout,but wewouldliketorecommendstyleNo.05 asanexcellentsubstitute. 193. –賣方要求買方接受替代品 (Substitute/Replacement)(二) •Thegoodsyouorderedareoutofstock,so wesuggestyoubuythesimilararticle– modelNo.xy. •WerecommendourtypeNo.xy01as replacementwhichissimilartoyourneed inquality,styleandappearance. 194. –無法完全接受訂貨的溝通(一) •Weregrettoinformyouthatwearenot abletoacceptyourorderasourproduction capacityisfull. •ThankyouforyourorderNo.1234,butwe regrettoinformyouthatwehavetorefuse, becausewecannotmakethemreadyon time. •Weregrettoinformyouthatwecannot acceptyourorderatthepriceswequoted twomonthsago. 195. –無法完全接受訂貨的溝通(二) •WeappreciateyourorderNo.123but regrettoinformyouthatwearenotableto acceptsuchalowprice,oryourpayment terms. •Duetoasuddenshortageofelectronic components,wewillnotbemanufacturing thisitemforatleastthreemonths. •Itistomygreatregretthatweareunableto fillyourorder. 196. •第二節示範信函(一) DearRichard, Thanksforyourfax.Wearepreparedtoacceptyourprice reductionandthankyouforthisoffer.Pleaseacceptasconfirmed offerasbelowandissueaproformainvoiceassoonasyou receivethis. PURCHASEORDERRef:LW-01 Itemno.:CM-1 Description:ComputermousewithUSBconnector Colour:Transparentblue,purpleandpink Terms:F.O.BHongKong Delivery:1monthafterreceiptofconfirmedorder Unitprice:US$6 Quantity:Eachcolor@1000PcsTotal:3000Pcs Payment:ByT/Toneweekinadvanceofshipment Shipment,andInsurance: Fed.Ex.Accountno:471326984-7 197. Packing:Bulk,Noindividualboxesrequired. [email protected]:30.Dimensions:@1m3 1CTN@Netweight:12kgs.Grossweight:13kgs Shippingmark: Itisessentialthatthequalityofthegoodsorderedmust bethesameasthatofthesamplesreceived.Pleasedoyour besttoyourbesttofulfilltheaboveclauses. INFO MadeinTaiwan CTNNO. CANBERRA Continued示範信函(一) 198. •示範信函(二) DearPierre, Thanksforyourorderof500rollsofeachCPRS-01, AGTT-06andRAPOL-03A.Pleaseseethefollowingpageforour P/I.Wearepleasedtoconfirmthisorder. Aswerealizethatitisveryimportantforthegoodstobe shippedasearlyaspossible,wewillgivethisorderourmost carefulattention.Wewilldoeverythinginourpowertoensurethat theshipmentissentonAugust3rd.Theshippingdocumentswill befaxedandthenmailedtoyouunderseparatecover. Wehopethatthisorderwillleadtoalongandprosperous businessrelationshipbetweenus. Thanksandbestregards, 199. Exercises:(Fillinthewords) 1.Youmayrelyonustocarryoutyouri_______nsinevery detail. 2.Thankyouforyourorderc________nforourPDAModel No.124.However,wer______ttoi______nyouthatwecan notacceptthisorderatthep_____ceswequotedtwomonths ago. 3.WeacknowledgewiththanksyourpurchaseorderNo. 0123datedMay5.Thet___msandc_______nsarestated below. 4.Itise______lthattheq______yofthegoodso_____red mustbeuptothatofthes_____ereceived. 200. 5.Wearehappytoplaceourfirstorderwithyou. Pleaseseebelowford_______ls. 6.Weareverys_______fiedwiththes______les yousenttous,andwewishtoplaceat_____l order.Pleaseseethenextpageforourorderform. 7.Pleasefaxc_______nofthisorderbyreturnfax. 8.Astheproductsarerequiredu_____tly,wehope thatyouwillgivethiso______ryourmostprompt a_______nandmaketheearliestpossible s_______t. 9.Pleasemailthei________c,p______glistand otherd_________tsassoonasyoucan. 10.Ifourc_______rissatisfiedwiththisfirstorder, wewillbeinap_______ntoplacelarger_______t ordersinthef______e. 201. 第十章付款(Payment) •第一節常用表達方式 –開信用狀賣方買方書信往來 –收到信用狀表示感謝 –修改信用狀賣方買方書信往來 –催繳、延遲付款等 202. –開信用狀賣方買方書信往來(一) •RegardingorderNo.1234,pleasepromptly openfullcableL/Csowecanmake productionarrange-ment. •WewouldappreciateifyouopenL/C withoutdelaytofacilitateourshipmentof yourgoodsasinstructed. •WetrustyouwillopenthenecessaryL/C assoonaspossible. 203. –開信用狀賣方買方書信往來(二) •Wearetakingallnecessarystepstoopen theL/C,whichwehopewillreachyou within10days. •WewillopenanirrevocableL/Catsightin yourfavoronreceiptofyourconfirmed purchaseconfirmation. •ConcerningpurchaseorderNo.1234,the relevantL/Chasbeenestablishedwith Burke’sBank,HongKong,inyourfavor.It willreachyouinduecourse. 204. –收到信用狀表示感謝 •WearepleasedtohavereceivedyourL/C coveringorderNo.1234. •ManythanksforyourL/CNo.55you openedinourfavor. •Weappreciatereceivingyourirrevocable L/Catsightinourfavor. 205. –修改信用狀賣方買方書信往來(一) •RegardingL/CNo.1234,pleasedeletethe clause“transshipmentprohibited”. •PleaseamendthepricetermofL/C No.1121tobeFOBTaiwanbasis. •Owingtorushoforders,wouldyouplease extendthesippingdateofL/CtoMay5and validitytoMay20. 206. –修改信用狀賣方買方書信往來(二) •Accordingtoyourrequest,wehave instructedourbanktoamendL/Cas follows: •AsrequestedinyourfaxofMay1,wehave extendedtheShippingdateandexpirydate ofL/CNo.1112toMay5andmay20 respectively. •RegardingL/CNo.1121,wehave amendedthesizeofmerchandiseto5mm. 207. –催繳、延遲付款等(一) •Wewilltakenoactionifpaymentreaches uswithin15daysafteryoureceivethis letter. •Wewouldappreciatepaymentimmediately sothatyouraccountcanbebroughtupto date. •Iregrettosaythatourrecordsshowthat wedonothaveasufficientbasisfor extendingopenaccounttermstoyou. 208. –催繳、延遲付款等(二) •Wehavewrittentoyouonthreeoccasions andhavenotreceivedareply.Wecannot understandwhyyouhavetakennoaction tosettleyouraccount. •Wehaveconsideredyourrequesttodelay paymentofyouroutstandingbalanceof US15,000.until1Mayofthisyear.Weare happytotellyouthatwecanagreetoyour proposal. 209. •第二節示範信函 (一) DearSirs, RegardingourletterdatedJan.11,1994,confirmingthe acceptanceofyourorderNo.xxx,inthatletter,wepromisedthat theshipmentcanbesentbytheendofMarchsubjecttoyour acceptableL/CreachingherebytheendofJanuary. Butuntilnowwehaven’treceivedyourL/C,pleasepromptly instructyourbankertoopenanirrevocableL/Catsightinour favor,sothatwecanarrangeforproduction.IfyourL/Ccan’tbe receivedwithin10days,weareafraidthatwemaynotbeableto shipthegoodsasyouinstructed. Inordertomakeshipmentontime,pleaseopenyourL/Cwithout delay.Wearelookingforwardtoreceivingyourearlyreply. Yoursfaithfully, 210. 示範信函 (二)DearSirs, WethankyouverymuchforyourletterofcreditNo.XXXissuedby XXXbankcoveringyourorderNo.2011datedNovember28,forXXX. Thisletterofcredithasreachedusdulyandthecontentshavereceived ourbestattention. Wehavecarefullyobservedthetermsandconditionsstipulatedinyour L/C,andwillsurelycomplywiththemineveryrespect.Productionofthe orderhasbeenproceededsmoothlyandthegoodscanbeexpectedto deliverbytheendofnextmonth. Asthisisyourfirstorder,wewillpayverycloseattentiontothequality ofthegoodsyouorderedsothatyouwillfindnodifficultytosellevery pieceofthemonthemarket. Itisourearnesthopethatthistrialordermayprovetobetheforerunner ofmanylargeonesinthenearfutureasaresultofourfinequalityand satisfactoryservice. Yoursfaithfully 211. 示範信函(三) DearMr.Siswanto, Wearewritingtocallyourattentiontoyouroverdue1 accountof US$20,000foryourP.O.#5678andUS$300forbicycleparts BP-541. Asyoualwaysmakepromptpayment,weassumethatyou mayhavebeenbusythesedaysandforgotthispayment.As statedinyourorder,paymentshouldbemadebyT/Twithin10 daysaftershipment.Sincetheshipmentwasonboardon March10,andnowisalreadyApril,thus,pleasesendusyour paymentassoonaspossible. Ifyourpaymenthasbeenmade,pleasedisregard2 this reminder. Yourssincerely, 212. 第十一章索賠(Claims) 國際貿易索賠Claims，不外乎： 1.貿易索賠(TradeClaims)品質不符 、 包裝不良、毀損、短缺、違反合約。

2.運輸索賠(TransportationClaims)- 延 誤交貨、短卸及壞損。

3.保險索賠(InsuranceClaims)單獨海 損、共同海損、全損。

213. 解決之道： 1.和解(Compromise) 2.調解(Reconciliation 3.仲裁(Arbitration) 4.訴訟(Litigation,LawSuit) 214. •第一節常用表達方式 –抱怨貨物品質、數量不符 –抱怨貨物有壞損、短缺 –抱怨交貨延誤 –買方要求賠償 –賣方若不賠償，將採取法律行動 –結尾語 215. –抱怨貨物品質、數量不符 •Wehavereceivedseriouscomplaintsin regardstoyourTennisshoes. •Wefindthateverybaleshowsashortage inweight. •Thegoodsreceivedremuchinferiortothe sampleinquality. •Wearedisappointedtofindthatthequality ofthegoodsyousupplieddoesnot matchedthesamplessubmitted. 216. –抱怨貨物有壞損、短缺 •Twoboxesintheconsignmentwerefound tobedamagedonarrival.Wehavemarked theconsignmentnoteaccordingly. •Onecartonismissingfromthis consignment. •Uponcheckingthegoodsreceived,we havefoundthatseveralitemsonyour invoicewerenotincluded. 217. –抱怨交貨延誤 •Pleaselookintothenon-deliveryofthe50 computerswhichweorderedonMay1st. •Thegoodsarrivedatourport10dayslater thanscheduled. •Thesegoodsweredelayedinreachingus fromtheplant.Consequentlytheywere shutoutoftheship. •Thisdelayiscausingusgreat inconvenience,aswehavepromisedour customersearlydelivery. 218. –買方要求賠償 •Weaskyoutomakeusallowance correspondingtoourloss. •Pleaseletusknowifyou’lltakethegoods backorletussellthemata50%discount. •Ourbuyersareclaimingus10%allowance offtheprice. •Asthegoodsdonotfitourfitourpurpose, wewishtoknowwhatyoucanproposeto dointhismatter. 219. –賣方若不賠償，將採取法律行動 •Ifyoudon’tmakeupourlosswithin30 days,wewillsubmitthismatterto arbitration. •Ifyoudon’tcompensateforourlosswithin 30days,wewilltakelegalaction. •Wehavenootherwaybuttosubmitthis mattertothecourt. •Ifwedon’thearfrombyreturnmail,wewill fileourclaimforthefullsettlement. 220. –結尾語 •Pleasegivethismatteryoururgent attention. •Pleaseinvestigatethismatterandadjustit withoutdelay. •Yourimmediateattentiontothismatter wouldbeappreciated. •Weshallappreciateyourpromptattention totheadjustmentofthisclaim. 221. •第二節示範信函(一) DearSirs, Wearesorrytoinformyouthatwhenwe checkedthegoodsatcustomswarehouse,we foundthatyousentuswallclockNo.CL-235 insteadofCL-335,whichissmalleranddifferent completely,butwithsameprice.Wethinkthat wecannotsellthisitemasbefore.Weaskyou kindlytosettlethismatterandrespondussoon. Bestregards, 222. •Claims示範信函(二) DearSirs, Itisanunpleasantresultfordrawingyourattentiontothe defectivegoods,whichwereceivedlastweek, P/O#1210. Uponunpackingthecartons,weregrettofindthatthe qualityismuchinferiortotheapprovalsamplewithour confirmedorder.Further,10ofthecartonswerebadly damagedwithtoofragilepacking.Besides,15cartons areshort-shipped. Astheevidence,weencloseacopyofLloyd’sSurvey Reportshowingdamagewiththeresultsoffaulty packing,shortageanddefectivequalityforyourstudy. Beinginsuchanawkwardsituation,wearethreatened withtheseriouslossofsomeofourbestcustomers, becausetheirsalesadvertisementhasalready(cont’d) 223. displayedonthemarketandalsoprintedonthe department‘scataloguesincetheorderwasconfirmed. Pleasetakethismatterintoyourcarefulconsiderationand giveusanexplanationandtellushowtoresolveour problems.Itseemsthatareasonablecompensationcannot beavoided.Pleaseshowusyoursinceritysincethetrouble wasmadebyyou.ForthechargesofSurveyReport,repair orreship,they’llbealsoallatyourexpense. Welookforwardtoyourreplysoon. Sincerelyyours, 224. •Exercises: 1.Weshalla_______e(感激)yourprompt a______ntothea_______tofthisclaim. 2.Wewouldliketos______tthisc______mto a________n(仲裁). 3.Asthisproductdoesnotfitourpurposeof use,wewishtoknowwhatyoucanp______eto dointhematter. 4.Ifthecargoescannotbefoundwithinafew days,wewillf_____eourclaimforthefull s_________tofthem. 5.Youhaveagoodreasontoc______n(抱怨) ofthec______n(情況)ofthecargodelivered fromM/SWilson. 225. 6.Evenso,weonlymadeenoughmoneyonthis producttopayexpenses.Weonlyb____k e_____n. 7.Unlesswereceivethecomponentswithinthe nextfivedays,theorderwillbec______ledand p_____delsewhere. 8.Youwillfindalistofthed______gedand missinga______esattached,andthe c__________twillbeputtoonesideuntilwe receiveyourinstructions. 9.Wewouldliketoknowwhatyoui_______dto dointhematter. 10.Thedamageisa_______tlycausedby i_______r(不當)packing. 226. 第十二章索賠回覆 (ClaimsAdjustment) •寫處理索賠信函原則(一) –感謝對方來函，並致歉。

–說明問題產生原因。

–表明解決問題之誠意。

–讓對方相信，公正解決問題乃公司基本 政策。

227. •寫處理索賠信函原則(二) –感謝對方投訴，並表達遺憾。

–表達同情對方處境。

–解釋問題發生原因，責任在第三者。

–表達誠意，雖然愛莫能助，但友誼及生意長存。

228. •第一節常用表達方式 –承認有失誤 –為延誤致歉 –願以打折扣方式補償 –願以補運方式補償 –將損失責任轉嫁第三者 –結尾語 –賣方拒絕賠償 229. –承認有失誤(一) •Wearesorrytohearthatthegoodsarrived damagedatyourdestination. •Wearesorrytolearnthatthisshipmenthas notgivenyoufullsatisfaction. •Wearesorrytohavecausedyoumuch inconvenience. •Wronggoodshavebeenshippedthrough anerrorofourshippingclerk. 230. –承認有失誤(二) •Afterinvestigatingyourcomplaint,wehave foundanerrorwasmadeinourdispatch department. •Fromthesurveyreportsentbyyou,we admitthateachcaskleaksmoreorless. •Oncheckingintothematter,wediscovered amistake. •Weverymuchregrethavingcausedyou muchinconvenience. 231. –為延誤致歉 •Thankyouforcallingourattentiontothe non-deliveryofyourgoods. •Pleaseacceptourapologiesforthedelay andtheinconvenienceithascausedyou. •Wearesorrythatyouhavebeenputto muchinconveniencebythedelay. •Weapologizeforthedelayandencloseour creditnoteandrectifiedinvoice. 232. –願以打折扣方式補償 •Pleaseinformuswhetheritwillbepossible foryoutotakethewronggoodsandhavea 50%discount. •Wewillallowadiscountof20%tomeetyour requirement. •Realizingthatyouareinanawkward situation,wewillmeetyouhalfwayby makinga10%reduction. •Wewillmakeaspecialallowanceof$100 percase. 233. –願以補運方式補償 •Wewillreplacethewronggoodswithright onesatonce. •Toavoidanyinconveniencetoyouthrough theshippingcompany’sdelay,wehave sentagainyourorderbyCALflight#02this afternoon,carriagepaid. •Areplacementforthefaultyequipmentwas dispatchedtoday. 234. –將損失責任轉嫁第三者 •Yourclaimhasbeenpassedontoour insurancecompany,whowillgetintouch withyousoon. •Theclaimforthedamagedistobefiled withtheinsurancecompany. •Assoonaswereceivedyourletter,wegot intouchwiththepackersandaskedthem tolookintothematter. 235. –賣方拒絕賠償 •Weassumenotresponsibilityinyourclaim. •Wearenotresponsibleforthisdamage, claimforwhichshouldbefiledwiththe insurancecompany. •Sincethedelayisbeyondourcontrol,we cannotassumeanyliability. •Onlookingintothematter,wefindwhatwe sentwasexactlyequaltothesample;we, therefore,cannotconsideryourdemandfor adiscount. 236. –結尾語 •Pleasebeassuredthatwewillgivefull attentiontothismatter. •Weapologizefortheinconveniencethis businesshascausedyouandassureyou carefulattentionwillbepaidtoyourfuture orders. •Wetrustthatthematteristhussettledto ourmutualsatisfaction. 237. •第二節示範信函(一) DearMr.Wu, Youre-maildatedJune1hasbeenreceivedwithour bestattention.Afterchecking,wefoundthatourpacking departmentmadeamistakethattheyshippedNo.CL- 025insteadofNo.CL-035duetothenegligenceonitem No.Actually,CL-025issuperiortoandmoreexpensive thanCL-035,althoughitissmaller.Formakingupour fault,wewouldliketoofferyouanallowanceof10% thoughwewillsufferagreatloss. Pleasekindlyunderstandoursincerityinthisrespectand consideracceptingourproposal.Yourkindacceptance willbehighlyappreciated.Welookforwardtoyour confirmationinreturn. Thanks&regards, 238. 示範信函(二) DearJanet WehavereceivedyourfaxofJune25andyour“Reject MaterialReport”,number106. Weareverysorryforthesituationthatthepanelswere notscrewedonwell,whichmaybecausedbynew hands,andregretfullythatourqualityinspectordidn’t noticeit.Ofcourse,allthisisnoexcuse.Wesincerely apologizeforthisfault.Concerningthebase,wecan assureyouthattheywerelefthereingoodcondition,so thedamagemaybecausedintransit.Anyway,we confirmtotaketheresponsibilityandremitUS$960by T/Ttodaytoyouraccount. Sincerelyyours 239. 示範信函(三) DearSirs UponreceivingyourclaimonMay24aboutthe inferiorprintingonourproducts,wehaveclosely examinedourkeepingsamplesatonce,butfindit’sno waydifferentinquality.Wecanonlysurmisethat theremaybeamistakesomewhere,oronlyacouple ofpiecesmayhavethisproblem.Wouldyouplease recheckitfurther?Tellushowmanyquantitiesyou havefound?Andsendusasamplebackforour improvement?Welookforwardtoyourfurther informationsoon. Bestregards 240. Exercises：翻譯 1.由貴公司1月1日來函獲悉，本批商品沒有 完好抵達貴公司，本公司甚感覺歉意。

2.如果貴公司願意保留本批商品，我們願意給 予發票金額10%的減價。

3.我們檢送美金支票一萬元作為索賠之賠賞。

4.Wecanunderstandtheinconvenienceand annoyanceyouhavesuffered,andwilldoour besttoadjustthemattertoyoursatisfaction. 5.Sinceyourcomplaindoesnotagreewith resultsofourowntest.Wesuggestthat anotherthoroughexaminationbeconducted byyoutoshowwhetherthereisanyreason forclaim. 241. 參考書目 1.商用英文(EnglishforBusiness)，郎亞琴、蕭如妙編 著，文京圖書有限公司總經銷海頓出版社。

2.國際商業書信(InternationalBusiness CorrespondenceHandbook)，RonHolt/Nick Sampson。

3.國貿商用英文實務(BusinessLettersFor InternationalBusiness)，蒙禮慧編著，華立圖書股 份有限公司。

4.現代英文商業書信，雪麗泰勒‧(ShirleyTaylor)著， 劉秋枝譯，新陸書局股份有限公司培生教育出版集團 。

5.國貿英文，CLAREMISSIN張誠英/著，高立圖書 有限公司。

6.國際貿易英文書信，張一慈編著，文鶴出版有限公司 242. 7.國際貿易英文，籐田榮一著，黃清政譯，前程企業管理公司發行兼出版者。

8.ENGLISHBUSINESSLETTERS(貿易英文書信)，聞順發、陳淑女編著。

9.新觀念英文法，梁實秋校訂，名人出版社出版。

10.英文不難，Englishisnotdifficult.(ItisnotdifficulttolearnEnglish.)齊玉編著，三民 書局印行。

11.英文法與句型(BasicEnglishGrammar&SentencePatterns)林麗慧編著(教師 用)，三民書局印行。

12.商用英文，黃正興著，三民書局印行。

243. 13.商用英文書信，籐田義明監修，高崎榮一郎、PaulBissonnette 著，彭士晃譯，三民書局印行。

14.商用英文(EnglishforBusiness)李明成編著，文京圖書有限公司 總經銷，大揚出版社出版。

15.商務致勝英文書信(WriteforModernBusiness)，GrahameT Bilbow,Ph.D朗文。

16.商業溝通概論(BusinessCommunicationfortheAsians)Herbert W.Hildebrandt/李東來/宗寶麟合著，文鶴出版有限公司。

句型寶典 5045033 妙思旅游云系统功能列表及报价.妙思旅游云 個人創業 全域旅游+大数据+落地技术. 個人創業 介绍版：91自媒体一站式网络营销平台 個人創業 介绍版：91自媒体一站式网络营销平台 個人創業 介绍版：91自媒体无现金化景区解决方案 個人創業 茶簡報 個人創業 導遊人員0826100 個人創業 簡報1旅遊 個人創業 萬付通 個人創業 Views Totalviews 35,376 OnSlideshare 0 Fromembeds 0 Numberofembeds 22 Actions Downloads 254 Shares 0 Comments 0 Likes 30 30Likes Statistics Notes × ShareClipboard × Facebook Twitter LinkedIn Link Publicclipboardsfeaturingthisslide × Nopublicclipboardsfoundforthisslide Selectanotherclipboard × Lookslikeyou’veclippedthisslidetoalready. Createaclipboard Youjustclippedyourfirstslide! Clippingisahandywaytocollectimportantslidesyouwanttogobacktolater.Nowcustomizethenameofaclipboardtostoreyourclips. Name* Description Visibility OtherscanseemyClipboard Cancel Save SpecialOffertoSlideShareReaders × TheSlideSharefamilyjustgotbigger.Younowhaveunlimited*accesstobooks,audiobooks,magazines,andmorefromScribd. Activateyourfree60daytrial Cancelanytime.