商务信函的文体特征

第五章　商务信函的翻译

第一节　 商务信函的构成要素

一、商务信函的构成要素

正式的商务信函一般由下列七个要素组成：

1.信头（letterhead/heading）：写信人的地址

2.写信日期（date）

3.信内地址（inside address）：收信人的名称和地址

4.称呼（salutation）

5.正文（body of the letter）

6.结尾套语（complimentary close）

7.签名（signature）

但有时根据实际情况，需要酌情增添其他六个附加成分，包括：参考文号（Reference Number）、经办人（Attention Line）、主题（Subject）、附件（Enclosure）、抄送（Carbon Copy Notation）和附言（Postscript）等。

二、信函样本

（信头）

Universal Trading Company

62 Jacksonville Street

Austin, TX 78703, U.S.A.

Aug 1st，2008

（信内地址）

China National Light Industrial Products

Import ＆ Export Corporation, LTD

Beijing, P.R.China

（称呼）

Dear Ms.Song，

（事由）

Sub: Ref.No.ST-528

（开头语）

We thank you for your letter of July 31st.

（正文）

As mentioned in your letter under reply, there is a big difference between the prices of other suppliers and those of ours.But we are of the opinion that you will find our prices reasonable and favourable if you compare our products with other suppliers.

As regards your request for D/P terms, we wish to point out that payment by L/C is our usual practice, and we are afraid we are not in a position to make you an exception.

Since considerable business has been done with other buyers at our prevailing prices and on L/C terms, we hope you will reconsider them and let us have your acceptance before long.

（结尾套语）

Sincerely Yours

（签名）

S.Johnson

Sales Manager

第二节　 商务信函的分类与功能

一、商务信函的种类及其典型句型

1.资信调查函、建立贸易关系函（Letters of Establishing Business Relations）

建立贸易关系函常用典型语句：

例1：We see that your firm specializes in household appliances, and we are willing to establish direct business relations with your company.

译文：得知贵公司专营家用电器，我们十分愿意与贵公司建立直接贸易关系。

例2：We‟d like to know the availability and the conditions of sale of this line.

译文：我们想了解一下贵方在这方面的供货能力和销售条件。

2.促销函（Letters of Promotion）

促销函常用典型语句：

例3：In order to popularize these products, all the catalogue prices are subject to a special discount of 15% during the month of January.

译文：为了推广这些产品，本目录中的所有价格在一月份都可以给予15%的特殊折扣。

例4：If you are likely to require any of these items during the next six months, we advise you placing the order now as prices are rising rapidly.

译文：贵方若可能在今后六个月内需要任何一种此类货物，我们建议贵方现在下订单，因为价格上涨很快。

3.询盘函（Letters of Inquiries and Replies）

询盘函常用典型语句：

例5：You are recommended to us by New York Chamber of Commerce and we are interested very much in your Crocodile Brand Leather Handbags.

译文：承蒙纽约商会向我们推荐了贵公司，我们对贵公司的鳄鱼牌手提包非常感兴趣。

例6：It would be appreciated if you would send us at your earliest convenience samples of various sizes of your leather boots together with the lowest prices.

译文：若贵公司能从速寄来各种尺码的皮靴样品及最低价格，不甚感谢。

4.报盘函/报价函（Letters of Making Offers）

报盘函常用典型语句：

例7：We are very pleased to make you an offer/ a quotation for our product.

译文：我方很高兴就我们的产品向贵方报盘/报价。

例8：As this product is in great demand and the supply limited, we would recommend that you accept this offer as soon as possible.

译文：该产品市场需求量极大，供货有限，宜从速接受该报价为好。

5.还盘函（Letters of Counter-offers / Counter-suggestions）

还盘函常用典型语句：

例9：Unfortunately, we cannot accept your offer, because another supplier offered us a similar article at a price about 6% lower.

译文：很遗憾，我方不能接受贵方的报盘，另一家供应商对同类产品报出的价格比贵方低大约6%。

例10：As we have made a great concession in price, I would ask for a discount for this lot.

译文：我方在价格上作出了很大让步，所以要求这批货能打些折。

例11：We regret to say that there is no possibility of our cutting the price to the extent you required, i.e.6%.

译文：非常抱歉，很难按贵方要求的减价幅度减价6%。

6.订货函（Letters of Orders）

订货函常用典型语句：

例12：We find both the price and quality of your products satisfactory to our clients and are pleased to enclose our official Order Sheet No.33 for 6,000 cotton pillowcases.

译文：我方用户对贵方产品的价格和质量均非常满意，遂很高兴随函附寄我方 33号正式订单，向贵方订购6 000套纯棉枕套。

例13：The articles should conform to those described in your brochure and to the sample sent to us.If this first order is satisfactorily executed, regular orders will follow.

译文：商品的质量须同贵方商品简介手册所描述的以及寄给我方的样品相符。若第一笔订单的执行情况如能令人满意，我方将会经常订购。

例14：We are ready to place an order with you, but only on condition that the goods are confined to Switzerland.

译文：我方准备向贵方订货，惟一的条件是，货物只限卖给瑞士的公司。

7.付款函（Letters of Payment）

付款函常用典型语句：

例15：In view of the amount of this transaction being small, we are prepared to accept payment by D/P at sight（or at 60 days‟ sight）for the value of the goods shipped.

译文：鉴于此笔交易金额很小，我们准备同意以即期（或见票60天后）付款交单方式支付货款。

例16：Please open the L/C 15 to 20 days before the date of delivery, and it should be valid until the 15th day after shipment so that we can get all the shipping documents ready for presentation and negotiation.

译文：请用信用证付款，由贵方在交货前15天到20天期间开出，其有效期到货物装船后15天截止，以便我方准备好所有装运单据提交银行议付。

8.催款函（Call Letters）

催款函常用典型语句：

例17：We would request you to take up this matter with the issuing bank at once and let us know what has become of the letter of credit, otherwise the shipment will be delayed a great deal.

译文：请立即与开证银行联系此事，让我们知道信用证的情况。否则，我们将长期延迟装运。

例18：Having made repeated application for payment of this amount without avail, we now give you notice that we will take out a summons for recovery of the sum.

译文：经过多次催促贵方支付这笔账款无效，我方郑重通知贵方我方将发出法庭传票以收回这笔款项。

9.装运函（Letters of Packing ＆ Transportation）

装运函常用典型语句：

例19：We wish to advise you that your Order No.109 has been shipped today.

译文：贵方109号订单下的货物今天已装运，特此通知。

例20：The duplicate shipping documents including bill of lading, invoice, packing list and inspection certificate will be sent to you today.

译文：装运单据副本，包括提货单、发票、装箱单和检验证书，今日将寄给贵方。

例21：We are sure the goods will reach you in good order and give you full satisfaction.

译文：我们确信货物将安然抵达，令贵方完全满意。

10.保险函（Letters of Insurance）

保险函常用典型语句：

例22：We‟d like to cover the consignment against All Risks from our warehouse to the port of Amsterdam.

译文：我方愿为该批寄售货物投保从我方仓库至阿姆斯特丹港的全险。

例23：We should like to know if you can undertake insurance of these goods Against All Risks（A.R.）.

译文：请告知，贵公司可否承办这批货物的全险。

11.索赔函（Letters of Compensation Claims）

索赔函常用典型语句：

例24：We regret very much to find that, upon examination，60 of the cases of your shipment arrived in a badly damaged condition.

译文：检验时，我们非常遗憾地发现，贵方所装运的货物抵达时，其中的60箱破损严重。

例25：In support of our claim, we are sending you a survey report issued by China Commodity Inspection Bureau（CCIB）.

译文：兹寄去中国商品检验局检验报告一份作为我方索赔的依据。

例26：We hope you will promptly settle the case and bring it to a satisfactory close.

译文：我们希望贵公司立即解决此事，给出一个令人满意的结果。

12.理赔函（Letters of Claim Settlement）

理赔函常用典型语句：

例27：To compensate you for your loss, we agree to allow you a reduction of 15% off the total invoice value.

译文：为弥补贵方损失，我们同意从总发票金额中扣除15%。

例28：It's clear that the shortage in weight was due to the fault of the carrier.Therefore we would advise you to lodge a claim against the shipping company.

译文：显然，短量是承运人造成的。所以，我们建议贵方向船公司提出索赔。

二、商务信函的功能

商务信函是人们在从事国际商务活动中来往的信件，是公文性质的信函。它们具有答复、订货、任命、祝贺、感谢、介绍、邀请、联络、致歉、慰问、吊唁或推销、磋商、咨询公务的功能，涉及愿望、允诺、赞许、建议、催促、询问、拒绝、辩解、申述、质问或谴责等多方面内容，情态表达比较丰富。根据功能划分，商务信函大致可以分为两类：以信息功能为主的商务信函和偏重于交际功能的商务信函。

1.以信息功能为主的商务信函

以信息功能为主的商务信函的目的是为了传递信息——说明情况、陈述事实、找出解决问题的方法，如：询盘、发盘、还盘、索赔函、投诉函等等，使收、发信双方发生贸易往来，达成交易。要满足上述功能，其语言特点是必须使用专业术语准确传达信息意图，同时还要在适当的时候使用口语体词汇及与之相配套的较短的句式，使文体风格朴实平易，易拉近买卖双方的距离。

A Specimen letter

Oct.16th，2008

Universai Trading Company

25 Jackson Street

Odense, Denmark

Dear Mr.Green，

We have received your letter of Oct.10th offering us 2,000 metric tons of polished rice at B（Thai Baht）24,000 per metric ton on the usual terms.

We regret to inform you that our buyers find your price much too high.We are informed that some lots of American origin have been sold here at a level about 15% lower than yours.

We don‟t deny that the quality of Thai rice is slightly better but the difference in price should, in no case, be as large as 10%.To facilitate the transaction, we counter offer as follows subject to your reply being received by us before Oct.26th，2008.

2,000 metric tons of polished rice，2008 crop, at B（Thai Baht）22,800 per metric ton CIF Denmark, other terms as in your letter of Oct.10th.

As the market price is falling, we recommend your immediate acceptance.

Sincerely yours,

Nissim Picker

Purchasing Manager

这是一封还价函（A letter of counter offer），目的是请求对方降低价格。此类信件应陈述提出请求的充分理由，注重语言的信息功能以及措辞的礼貌得体。这一点在上面这封信中得到了充分体现。首先写信人告知收悉对方来函及来函主要内容——大米价格，然后告知对方同类美国产品的售价低于对方报价。接下来，对泰国的大米质量给予肯定，但同时提出了他们在这一背景下对价格的要求并限定了等待期限。最后，谈到市场价格趋势，借此试图说服对方同意自己的请求，敦促对方接受还价。

2.偏重于交际功能的商务信函

偏重于交际功能的商务信函的目的是为了表达写信人的感情，增进交流，这类信件的作用是非常重要的，可以维系与客户的合作关系、促进业务，是企业之间进行交往的润滑剂。这类信件包括：感谢信、祝贺信、道歉信、慰问信等。

A Specimen letter

Dear Mr Johnson:

As we celebrate our 100th anniversary, we want to take this time to thank all of our valued customers whose loyal patronage had allowed us to be so successful over the past 100years.

Anniversaries cause us to reflect on the rapid development that has taken place since we first began business.We are indebted to you for your support and confidence.To show our appreciation, we have enclosed a special coupon worth 20% discount off in your next purchase.

Many thanks for being our customers and we look forward to serving you again.

Yours faithfully,

Joe Black

这是一封感谢信。写信人在其公司的百年庆典上表达了对其尊贵的客户由衷的感激之情——感谢客户对其公司的支持与信心，并为客户发放了购物优惠券。

一般情况下，在受到客户追捧、收到友人赠送的礼物、参加各种宴请后，以及得到他人这样那样的帮助或获得他人提供的各种机会（如就业机会），一方会用不同的方式表示感谢，感谢信则是其中比较正式的一种方式。感谢信本身的正式程度取决于双方之间的关系。写感谢信的时间应该及时，内容应简明扼要，着重事由，感情真挚，语气友好，体现出亲切的氛围。

第三节　 商务信函的文体特征

商务信函和普通信函在格式、篇章结构方面差别不大。但是在文体特点方面，二者之间存在着明显的差异。

就文体而言，信函文体是商务文体的一种，而商务文体又是实用性文体的一个重要分支。因此，商务信函具有独特的文体特征。

从语言学的角度来看，商务信函包含在国际商务英语的范畴里。国际商务英语，也被称作商务英语，是应用语言学项下的一个重要分支，即：语言学（Linguistics）→（英语）应用语言学（Applied Linguistics）→专门用途英语（English for Special Purposes）→国际商务英语（International Business English）→商务信函（Business Letters）。因此，商务信函具有国际商务英语的语言特征。

一、商务信函的属性

商务信函是正式的、公文性质的函件，因此，在文体、遣词造句方面要比普通信函讲究，用词往往严谨、规范、朴素、准确。商务信函规范、正式的特点决定了商务英语信函多数情况下使用较为正式的词汇。如：here/there+prep.构成的复合词, hereafter, hereby, herein, hereof, herewith, thereafter, therein等。

二、商务信函的语言特点

商务信函的语言特点——委婉、客气、有礼貌

在商务英语信函中，礼貌套语的运用相当频繁。

1.表示感谢的套语

例1：It would be appreciated… /We shall appreciate it（very much）… /We should be obliged… /We should be pleased… /if you send us your lowest quotation for the following….

译文：若能对下列产品报最低价，我们将不胜感激。

例2：It gives us great pleasure to acknowledge receipt of your order of our women's leather shoes of Mar.3rd.

译文：非常感激收到贵方3月3日的女式皮鞋订单。

例3：Please accept my sincere/ grateful/ profound appreciation for your kind order of Sept 27th, being accompanied by your cheque, value ￡6,000,000, which we received today.

译文：请接受我对贵方7月27日订单及随附的价值6 000 000的英镑支票真挚的/衷心的/深切的感谢。

例4：We should esteem it a high favour if you could kindly advise us the price for this model and any others that you think would suit our requirements.

译文：如蒙告知此种型号和其他适合我们需要型号的价格，我们万分感激。

例5：Many thanks for your kind and warm letter.

译文：感谢您友好、热情洋溢的来信。

例6：Thank you for your inquiry of Oct.16th.We are pleased to hear that you are interested in our tea.

译文：感谢10月16日的来函，得悉贵公司对我们的茶叶感兴趣，深感荣幸。

例7：We welcome your inquiry of June 10 and thank you for your interest in our products.

译文：欢迎您6月10日的咨询，感谢您对我们的产品感兴趣。

2.表示问候的结语

（1）亲切的结语问候

Sincerely; Sincerely yours; Very sincerely yours

Cordially; Cordially yours; Very Cordially yours

（2）正式的结语问候

Yours very truly; Very truly yours

Respectfully yours（特别用于地位尊崇的收信人）

（3）轻松的结语问候

Best wishes; Cheers! Warmest regards; See you in Phoenix!

3.表示歉意的套语

例8：Please accept our many apologies for the trouble caused to you by the error.

译文：这一错误给你们增添了许多麻烦，我们深表歉意。

例9：We tender you /request you to accept our apologies for not being able to book your order at the prices we quoted six months ago.

译文：对不能按六个月前的报价接受贵方的订单，我们深表歉意。

例10：I owe you an apology/ apologies.

译文：我向贵方致歉。

例11：Our requirements are now fully covered for some time to come, and we therefore greatly regret that we have to cancel our order with you.

译文：很抱歉，由于我方在今后一段时间内所有货物已完全够用，因此，不得不取消这次订货，敬请谅解。

4.表示收到对方来函的套语

例12：We have received your letter of /dated Sept.12th and appreciate your interest in our produce.

译文：我方已收到贵方9月12日（的）来函，感谢贵方对我方的农产品感兴趣。

例13：We are in receipt with thanks of your L/C opened through Bank of China for 500 air-conditioners.

译文：贵方通过中国银行开具的购买500台空调的信用证收悉，不胜感激。

例14：We admit receipt of your quotations for your cotton bed-sheets and cotton table-cloth.

译文：你方的棉床单和棉台布的报价来函收悉。

例15：We acknowledge with thanks receipt of your letter of April 23rd .

译文：你方4月23日的来函收悉，非常感谢。

5.表示回复某仹具体函电的套语

例16：Regarding your letter of Aug.9th, we are sending you herewith several samples of leather handbags.

译文：根据贵方8月9日的来函，现寄上几款皮手袋的样品。

例17：In reply to your letter of Jan.9th, we have pleasure in offering, subject to our final confirmation.Our main products are as follows.

译文：就贵方1月9日的来函，根据我方的最后确认，我方很高兴供货。我方的主要产品如下。

例18：Referring to your letter of Feb.20th, we have arranged for an early delivery of your Order No.F-232.

译文：根据贵方2月20日的来函，我方已安排了贵方F-232号订单提早发货。

6.表示自己是如何得知对方时的套语

例19：We have learned /obtained your name and address from/ through the Commercial Counsellor's Office of the Embasy of the United Kingdom.

译文：我们从英国大使馆商务参赞处得知了贵公司的名称和地址。

例20：Your company has kindly been recommended to us by Tianjin Chamber of Commerce.

译文：天津商会友好地向我方推荐了贵公司。

例21：We are glad to know your name and address on the Internet.

译文：我们很荣幸地从国际互联网上获悉您的名称和地址。

例22：By courtesy of Mr.Smith, we are given to understand you are the leading importer of fruits and vegetables in your country.

译文：承蒙史密斯先生的好意，我们得知贵方是贵国主要的水果蔬菜进口商。

7.表示想得到对方回函/订单时的套语

例23：Looking forward to your favourable / positive reply.

译文：我们静候佳音。

例24：Looking forward to receiving an early reply.

译文：期待贵方尽早答复。

例25：We look forward very much to the pleasure of receiving an order from you.

译文：期待贵方的订单。

8.表示随信寄上某物时的套语

例26：Enclosed please find the catalogue and price list you asked for.

译文：随函寄上的是你方所需的目录和价格表。

例27：We are enclosing a copy of our latest catalogue covering the details of all the items available at present.

译文：随信寄上的是囊括我们目前所能提供货物的目录。

例28：We enclose a check for RMB 5,000 in payment of all commissions due to you.

译文：随函附上支票一张，金额为人民币5 000元，以支付给你方的佣金。

9.礼貌用语和客套话还体现在多用You attitude，而较少使用We attitude

例29：It was good/ fine/ thoughtful of you.

译文：承蒙好意/关心。

例30：Your compliance with our request will be highly appreciated.

译文：承蒙同意，不胜感激。

例31：You would greatly oblige me by obtaining for me information as to the prices of your various qualities of the woolen blankets.

译文：如蒙您告知贵方各种款式毛毯的价格情况，我将甚为感激。

三、商务信函的内容特点

商务信函的内容一般要求简明扼要，主题突出，层次分明

商务信函的文本特点通常被概括为“5C原则”（Five C's Principles），即：Correctness（准确），Clarity（清楚），Conciseness（简洁），Completeness（完整），Courtesy（礼貌），或概括为“7C原则”（Seven C's Principles），即：Correctness（准确），Clarity（清楚），Conciseness（简洁），Completeness（完整），Courtesy（礼貌），Concretness（具体），Consideration（体谅）。

四、商务信函的文体变化

商务信函的文体会随着通信双方关系的变化而变化如初次打交道所写信函一般比较正式，用词格外礼貌，而随着交往的增多，彼此双方变得熟悉起来，信函的文体会变得较为随意，因此，翻译时译者也需要反映出这种文体的变化。

第四节　 翻译技巧——商务信函翻译中的信息对等问题

商务英语翻译的标准是“信息灵活对等”。翻译信息灵活对等的目标是表达自然，不留痕迹，力求将原文文化背景下的行为模式转换成译入语文化背景下的行为模式。

商务信函翻译中的对等原则包括：原文的语义信息与译文语义信息的对等，准确传达原文的事实信息；原文的风格信息与译文风格信息对等，贴切再现原文的语气；原文的文体信息与译文的文体信息对等，符合公函文体的特征；原文的文化信息与译文文化信息对等以及原文读者反应与译文读者反应对等的原则。

一、语义信息的对等

原文语义信息与译文语义信息的对等，准确传达原文的事实信息。包括三个方面

1.不同的商务信函中会出现不同的专业术语，专业术语翻译要规范，如：

make an offer发盘

protection备款以支付；承保范围

letter of credit信用证

down payment（分期付款的）首付款，定金

shipping advice装运通知

choice variety上等品

counter-offer, counter-suggestion反盘，还盘

invisible trade无形贸易

inquiry询价函

escape clause免责条款

the confirmed, irrevocable letter of credit保兑的，不可撤销的信用证

honour承兑（票据）

average海损

With Particular Average（W.P.A.）水渍险

2.具体事实细节（如日期、数量、金额）要翻译准确，商务信函的翻译虽然不要求字字忠实，但是对于正文部分写信人强调的具体事实却要准确翻译，不能遗漏任何细节，否则会给双方带来误解，影响贸易关系，如商务信函中所涉及的日期、数量、金额、价格、规格等关乎双方的直接经济利益，使索盘、报盘、还盘、反还盘，直至最终达成协议，都是以上属与数字有关的内容为中心。所以，商务信函中，数字的翻译要非常准确，不然则会产生一些问题，致使信函双方造成误解，产生纠纷，甚至给一方带来损失。

3.一般性叙述要用词恰当，行文通顺。商务信函强调务实，用词讲究准确、恰当，行文要流畅，可读性强。这些都要求译者在翻译的时候遵循商务信函的语言特点，保证信函的翻译用词准确，避免似是而非或意义含糊的词；专业行文通顺，避免过分冗长拖沓的表达方式。

二、风格信息对等

原文风格信息与译文风格信息对等，翻译要贴切再现原文的语气

商务信函属于公函语体，措辞严谨，语气委婉，注重礼节。

商务信函的翻译不仅要意思准确，行文通顺，遣词造句还要符合公函文体的特征，以体现商务信函的特点和专业水准。在商务信函的翻译中，对其中有些表示感谢、歉意的同意或默许约定俗成的、固定化的行业可以遵循译入语的习惯，在译入语中尽量保留其原有的风格，恰当、得体地再现原信函的礼貌语气。汉语商务信函有一整套公函礼貌套语，有时可以直接套用相应的习惯表达方式，再现原文的语气和风格。如，“贵方”、“贵公司”、“贵处”、“谨”、“承蒙”、“烦请”、“敬请”、“乞谅/见谅”等礼貌词，还使用“兹”、“欣闻”、“获悉”、“收悉”、“为盼”等套语。如：

We are pleased to inform you that...我们愉快地向各位宣布„„

We have pleasure in aprising you that...我们十分高兴的通知您„„

Be in receipt of...函悉„„

In reply/ answer to兹复

Please let us know...请告知„„

Referring to/ as regards...兹谈及„„

This is to introduce...兹介绍„„

Wish to inform...特此奉告„„

Upon the receipt of...一俟收到„„

Through the courteous of...承蒙好意„„

Thank you in advance for...荣此申谢/ 承蒙„„谨先致谢„„

We acknowledge with thanks receipt of your Order No.16 of cotton pillowcases of May 26th.兹确认收到贵方5月26日关于棉枕套商品的16号订货单，非常感谢。

三、文体信息的对等

原文文体信息与译文文体信息对等，翻译要符合公函文体的特征。

英文信函和中文信函在信中日期、地址、称呼、抬头和结束语等程式上是不同的。翻译时，一般要套用译入语商务信函的格式。英译汉时，保留汉语信函的程式；汉译英时，套用英文的信函程式。如称谓，Dear Sir, Dear Sir or Madam, Dear Sirs, To whom it may concern在一般情况下译为“敬启者”，“先生台鉴”等。结语Sincerely yours, Very truly yours, Cordially yours等一般按汉语习惯翻译成，“„„敬上”。

四、文化信息的对等

商务信函的翻译还要遵循原文的文化信息与译文文化信息对等以及原文读者反应与译文读者反应对等的原则。语义信息对等与风格信息对等是基本要求，文化信息对等建立在此基础之上。但是，如果与文化信息对等相抵触时，语义信息对等和风格信息对等则首先应该满足文化信息对等，以原文读者反映和译文读者反映对等为最终目的。

练习

一、请将下面这封推销信翻译成汉语。

Offer of a Quality Product Bamboo Carvings

Dear Sirs/ Madams，

We are very pleased to send you with this letter a copy of our catalogue for bamboo carvings.The high quality of our product is well-known and we are confident that a trial order would convince you our goods are excellent.

We are offering you goods of the highest quality on unusually generous terms and would welcome the opportunity to serve you.

Yours faithfully

The Brunner Trade Company

二、请将下面这些句子或段落译成英语。

1.我方获悉贵方为光学仪器制造商，我们想了解贵方是否能提供通用型显微镜。如果可以，请将全套产品目录邮寄与我方，包括价格，以供参考。

2.由于来自工厂方面的不可预见的困难，非常遗憾，我方无法按贵方信用证规定的日期发运。如果贵方能将信用证延至12月15日，装运期延至12月31日，我方将不胜感激。

3.在今后交易中如果每笔金额不超过一万美元，或不超过按当时兑换率折算的等值人民币，可按付款交单方式办理支付。我方认为这样明确一下是适当的。如果金额超过这一数字，就必须用信用证支付货款。

4.每年举办的两次广州交易会是由各地进出口公司主办的。

5.迄今为止，我方向贵方订购的全部货物都是采用保兑的、不可撤销信用证付款。经过长期令人满意的贸易交往，我们认为我方有资格享受更为宽松的付款条件。我方大多数的供应商都允许我方使用60天期承兑交单的方式付款。如贵方也能给予我方同样的条件，我方将不胜感激。

6.由于供货数量有限，若我方报价符合贵公司的要求，请早日订购。

三、请用给出的词填空。

advice　　　　　assured　 　basis　　　 comments　　confirmation　　considerable

instructions　　made　　　　receipt　　 shipping　　terms　　　　　 transit

under　　　 users

Dear Sirs/ Madams，

We are in 1 of your letter of Dec，12th, from which we understand that you have booked our order for 500 long tons of Mung beans of first quality.

Ou 2 of order will be forwarded to you in a few days.Since the purchase is 3 on FOB 4 , you are to ship the goods from New York on a container ship to be designated by us.As soon as the 5 space is booked, we shall advise you of the name of the container ship, on which the goods are to go forward.For further 6 , please contact our forwarding agents, ABC Company, New York, who have hitherto taken care of shipments from you.

We trust that the above instructions are clear to you and that the shipment will give the 7 entire satisfaction.

Yours faithfully，

Manager

Sales Dept.

Dear Ms.Elborough，

We thank you very much for your kind order for our coffee which we have received.It has our immediate and careful attention.

You may rest 8 that the coffee 9 the order has been carefully packaged in chest to prevent damage in 10 .We shall send you the shipping 11 and the invoice at the time of shipment by this November.

The 12 of payment you suggested are acceptable, and you may rely on us to give all your orders prompt attention.

Since it is the best season for coffee, we hope you make full use of the opportunity.I am sure you will be pleased to collect good 13 about our coffee from your consumers, and build up a market for the product in your country.

We hope this will lead to more 14orders.

Yours faithfully，

Sales Manager

Seth Brown

四、请根据下列情况写一封索赔函。

The rice covered by Order No.A222 arrived here this morning was found upon examination that about 120 bags had not been packed in 5-ply strong paper bags as stipulated in the contract, thus resulting in the breakage during transit.