－術科考古題【97、98 年】

PART 1－貿易英文書信

【1】 貿易英文的架構 1. letterhead:

（1） 發信人公司名稱、地址（信的最正上方）

（2） 電話或傳真

（3） Date：例如 March 16,2009

（4） 該函件編號

（5） 收信人的對方名稱、地址、特定經辦人（Attention；Attn）

2. body:

（1） 稱呼：例如 Dear Sir

（2） 主旨（subject）：通常提及有關的之前來函文號

（2） 每段落空一行，不必向右縮排

（3） 客套結語：例如 Yours truly、Yours faithfully、Yours sincerely（左下方）

（4） 簽署：公司名稱、發信人簽名、職稱（president、general manager、vice president、manager）（左下方）

（5） 附件（Enclosure；Encl）、副本抄送（Carbon Copy；CC）、附記（Postscript；

PS）（左下方）

【2】推銷（promotion）信函 推銷信函大致可分為五大部分：

1. 開頭語：說明如何取得對方的資料

Learned 知悉、recommended 推薦、obtained 獲得 2. 自我介紹

We take the liberty to introduce 容我冒昧介紹…

3. 表示願意建立貿易關係

Good sale 銷售良好、your end（貴地）、open account with 或 enter into business relationship 或 do business with（建立業務關係）、look forward to 或 earnest desire

（深切期望）、have priviledge of your requirement（懇請惠顧）

4. 附上所預寄給對方參考的資料

Under separate cover（另寄）、enclosed（附寄）、descriptive and illustrated …（附 說明及插圖）、bulletin（手冊）、specification（規格或說明書）

5. 結尾語：希望能建立的關係

Considerable benefit（非常大的利益）、place a large order（下很大的訂單）

6. 範例說明

賣方開發信 Dear sir,

Your company was indicated by the Taiwan Trade Center in Poland as a manufacturer and exporter of photo album. We take the liberty of writing to you to introduce ourselves.

Our company is actively operating as an importer and distributor of photo supplies and accessories. We are sourcing new supplies for good quality and low price photo albums. Please kindly contract us and send us your catalogue and price list.

Thank you in advance.We look forward to your rely soon.

Your truly Sales manager Jenny

【3】詢價（inquiry）信函

1. 開頭語：說明如何取得對方資料或感謝對方先前所提供訊息 2. 提出需要對方所提供的資料及價格等條件

3. 結尾語：感謝對方的回覆或可能建立的關係 4. 範例說明

Dear sir,

We acquired your name and address from Asia maganize.We are a big importer and wholesaler of computer accessories & parts.We have 11 retail shops and 3 stores for wholesaling in USA.At present ,we work with 8 big manufacturers from foreign partners.

We are planning to establish good ,stable and profitable relations with manufacturers from Asia.Your produsts are very interesting to us.We would like to ask you to consider our request about the possibilities of cooperation with your company and answer some questions:

1.We would like to receive by mail our complete catalogue and export price-list with the discount scale

2.Please indicate your requirements on the terms of payment,delivery ,minimum order…..etc.

Thank you for your attention to the above ,and we look forward to your favorable reply .

Your truly Sales manager

Jenny

【4】報價（offer）信函

1. 開頭語：感謝對方對本公司產品的興趣

Work out the offers、make 或 submit an offer（提供報價）

2. 提出報價條件；包含品名、貨號、規格（品質）、最低訂購數量、單價（含交 易條件）、包裝、交貨時間、付款條件、保險等

Attached（隨函附上）、set forth（提出）、subject to 或 on condition that（以…為條 件）、in addition to（除…之外）、in our favor（以我們為受益人）、trail order（初 次訂單）

3. 結尾語：希望能盡快得到對方的回覆（訂單）

4. 範例說明 Dear sir,

In reply to your e-mail of June 12, 2009,We are pleased to make our best offer as follows:

Item number:abc-123 Description :

Quantity :1000,000pcs/month

Packing :1000pcs/20kgs/1.6cuft/carton

Unit price :USD2.50 per 100pcs CIF Rotterdam Shipment :within 30 days after receipt of your L/C

Payment :by confirmed,irrevocable L/C at sight in our favor

We are attaching a picture of the above screw for your reference. As the steel material cost are expected to increase next month,this offer will be withdrawn if not accepted before June 30, 2009.Please let me know if our price is workable for your market. Samples will be offered upon request.

We look forward to receiving your comments.

Your truly Sales manager

Jenny

【5】催款（collection）信函

1. 開頭語：提及先前所發出的詢問函或對帳單

Punctually（準時地）、remittance（匯款）、statement of account（對帳單）、outstanding payment 或 outstanding account（未結清款項）、balance（餘額）、settlement 或 Clear the account（結清款項）、overdue（逾期）、some time（長久以來）

2. 先表示體諒對方再提及對方尚未支付的貨款所造成的困擾 3. 結尾語：可恩威並用方式要求對方儘速付款（付款期限）

Payment reach us（付款給我們）、exceeded（超過）、terms of credit（賒帳期限）

4. 範例說明 Dear sir,

This is to inform you that your P/O no.22886 for 10,000 pcs mini scooters had been shipped by S.S.”PRES.LINCOLN V-132A”on March 10,2009 ETA

MANCHESTER around APRIL 12,2009.

Commercial invoice: in quadruplicate Packing list : in duplicate Bill of lading : in triplicate Certificate of origin : in duplicate

Please kindky remit us the balance of payment :USD8,500 by T/T at once. Thank you for your kind attention and we hope that the goods will reach you in good order.

Your truly Sales manager

Jenny

【6】索賠（claim）信函 1. 開頭語：說明索賠的原因

Take delivery of the goods（提貨）、in damage condition（損壞狀況）、in wrong condition（有問題的狀況）、oversight（疏忽）、attributable（歸因於）、further particulars

（進一步詳細情況）

2. 提出索賠之條件

Claim on（賠償）、compensate…for 或 make up（補償）、sustain（承受或遭受）

allowance（折價）、inferior quality（次級品）、 be force to 或 be compelled to（被 迫或不得不）、shortage 或 short shipped（短裝）、not negligible（非同小可）

3. 結尾語：請求對方盡快答覆

Deduct …from（從…扣除）、put the matter right（矯正）、awkward position（困境）

4. 範例說明 Dear sir,

Re :2000 sets od ceiling fans covering your P/I #8688 Shipped per S.S.”Santa Maria V-008”on March 12

As evidence ,we enclose a copy of SGS Survey Report for your study ,which shows damage resulting from faulty packing,shortage and defective quality.

Being in such an awkward situation,we are threatened with the serious loss of some of our best customers. Please give us an explanation as to how we should resolve our problem.It seems that a reasonable compensation cannot be avoided.

Please show us your sincerity,as the damages were caused by errors made form your end.

The charges incurred for Survey Report and the repair or reshipping of the goods will also be at your expense.

We look forward to your replay soon.

Your truly Sales manager

Jenny