职场上的你们，尤其是在外企，经常会遇到一些外贸函电或者业务函电等等的困扰。到底该怎么写才是规范的，要如何表达出意义而又不失礼貌，商务写作自然有商务的风格，如何下笔?来看看下面的内容吧，它会告诉你答案的。

　　一.外贸函电写作文法技巧

　　1.主客分明、意思清晰

　　2.表达明确，决不模棱两可

　　3.结构对称,易于理解.

　　4.单复数不乱,不然会好刺眼,看不舒服.

　　5.动词主谓要呼应.

　　6.时态和语气不要转变太多

　　7.标点要准确.

　　8.拼字正确. 有电脑拼字检查功能后,也需要认真检查.

　　9.大小写.非必要不要整个字都是大写:,例如: MUST change to OS immediately. 外国人就觉得不礼貌和喝令人一样. 要强调的话,用底线,斜字,粗体就可以了。

　　二、外贸函电写作文体技巧

　　1.可读性.对象是大学程度的话,用高中的英文就行.多用短句(15-20字为佳), 技术性的字,就更加要简单易明.

　　2.注意段落的开头.一般来说,重要或强调的事情都放在信件或段落的开头,而句子就放在最尾. 例如: 1.Because he was unable to attend the meeting personally, he forwarded his congratulations on cassette tape. 2.He forwarded his congratulations on cassette tape because he was u

　　nable to attend the meeting personally. 两者强调的事情就有分别了.

　　3.轻重有分. 等同重要的用and来连接,较轻放在次要的句子里.

　　4.意思转接词要留神. 例如: but (相反), therefore (结论), also (增添), for example (阐明). furthermore和moreover

　　5.句子开头不要含糊不清的主词. 例子: These decisions have been a big disappointment to the committee members. They have delayed further action. They是指什么呀????开头少用this, that, it, they, 或 which.

　　6.修饰词的位置要小心,例如: He could only reimburse the cost after July 15. 应为 He could reimburse the cost only after July 15.

　　7.用语要肯定准确.切忌含糊. 例如:The figures show a significant increase.” Significant十分不明确, 改为: The figures show an increase of 19%.

　　8.立场观点一致. 少用被动语. 例如: Partial data should be submitted by April. 改为: You should submit partial data by April.就很好了.

　　三、外贸函电写作格调技巧

　　1.式样和句子长度不要太单调. 千篇一律的subject-verb-object太单调乏味，有时短句与长句可以相互搭配.

　　2.弱软的词(e.g. was, were, is, are...)可以加强一点. 例如: Prunton products are highly effective in ... 改为: Prunton products excel in ...就有力很多了.

　　3.亲切,口语化是比较受欢迎! 用宾词和主动的词,让人觉得受冷落. 例如: 1. This information will be sincerely appreciated.” 2. We sincerely appreciate your information. 明显地,我们会喜欢第2句.

　　四、外贸函电写信提示技巧

　　1.人家的名字、头衔或学位千万不要错.以下是一样的:

　　Howard E. Wyatt, D.D.SPhD.

　　Dr. Howard E. Hyatt

　　2.多过一个男人,用Messrs, ：/'mɛsɚz/就是Misters的意思,不过不要跟名字,跟姓

　　例如:

　　Messrs. Smith, Wyatt, and Fury

　　女人呢? 用Mesdames, Mmes., or Mses. 同样不要跟名字. 例子:

　　Mses. Farb, Lionel, and Gray

　　男女一齐呢? 弄清楚称呼就行.例如:

　　Dr. and Mrs. Harold Wright

　　Mr. Harold Wright and Dr. Margaret Wright

　　Mr. and Mrs. Harvey Adams-Quinn

　　3.有人有自己头衔就要跟紧,例如有人有荣誉学位就不喜欢用一般的头衔，有时大头不知道对方头衔,干脆用Ms.算了.

　　Ms. Sarah Gray

　　4.地址要低，日期至少两行.写名时,职衔短可以一行过,长就两行.例如:

　　Ken Green, President

　　Ken Green

　　Vice President of International Operations

　　但下面的写法就显得不妥：

　　Ken Green

　　Vice President of UnicomChina

　　正确应为:

　　Ken Green

　　Vice President, UnicomChina

　　5.老外的名字有时有Jr. 或 Sr.,之前的逗点是随你喜欢的,以下都是正确,不要笑人:

　　Michael J. Smith, Jr.

　　Michael J. Smith Sr.

　　6.外国国名尽量用大写.是为尊重,也方便邮.

　　7.地址上的数字直接用阿拉伯数字,除了One,例子:

　　127 Ninth Avenue, North

　　127 E. 15 Street

　　5 Park Avenue

　　One Wingren Plaza

　　556 - 91 Street

　　五、外贸函电写作结尾致意——弄清大家的关系才选择用词

　　例子:

　　1. Very formal非常正规的(例如给政府官员的)

　　Respectfully yours,

　　Yours respectfully,

　　2. formal正规的(例如客户公司之间啦)

　　Very truly yours,

　　Yours very truly,

　　Yours truly,

　　3. Less formal不太正规的(例如客户)

　　Sincerely yours,

　　Yours sincerely,

　　Sincerely,

　　Cordially yours,

　　Yours cordially,

　　Cordially,

　　4. Informal非正规的(例如普通朋友,同事之类)

　　Regards,

　　Warm regards,

　　With kindest regards,

　　With my best regards,

　　My best,

　　Give my best to Mary,

　　Fondly,

　　Thanks,

　　See you next week!

　　we, I, and you的选用

　　如果是公司代表联络生意之类,可以用:

　　We will reimburse you for these legal expenses.

　　Syncope will reimburse you for these legal expenses.

　　如果单纯说你自己,可以用:

　　I found the brochure very informative.

　　有时可以一起用啦...:

　　We are pleased to offer you the position of sales director, and I am looking forward to our Tuesday morning meeting.

　　I和you正确使用.一般来说,收信人的利益比较重要,名义上都要这样想.给人尊重的语气就.多用you有时会有隔阂的感觉.

　　You will be pleased to learn that you have been selected to serve on our advisory board. Your prompt response will be appreciated. (好像欠你一样)

　　Im pleased that our board has selected you as the best qualified candidate to serve on our advisory board. I hope youll agree to serve. (较友善)

　　Your book was well written and comprehensive.

　　I thoroughly enjoyed your book and found an answer to every one of my questions about performance appraisals. (客气一点,人家受落)

　　总之,语气和宾词的运用得当能决定你的礼貌程度.

　　六、外贸函电写作开头致意

　　用人家的名字总好过人家的头衔称呼. 如果没有名字,或者是很正规信的信件,可以考虑下面的称呼:

　　Dear Committee Membe:r:

　　Dear Meeting Planner:

　　Dear Colleagues:

　　To All Sales Reps:

　　To Whom It May Concern:

　　Dear Sir or Madam:

　　Dear Madam or Sir:

　　Dear Purchasing Agent:

　　如果是公司

　　Gentlemen or Ladies:

　　Ladies or Gentlemen:

　　如果公司是全男班或全女班

　　Dear Sirs:

　　Dear Ladies:

　　Dear Mesdames:

　　Gentlemen:

　　Ladies:

　　有时见到人家用冒号就说人家错,其实不然

　　Dear Mr. Jones: (非常正规)

　　Dear Joan:

　　Dear Jim,

　　Jim, (非正规)

　　七、外贸函电写作签名技巧

　　用笔亲自签名会比较受欢迎,不要电脑贴图或盖章....不要把Mr., Ms., Mrs., Dr.之类一起签

　　签名也看信件的语气.给朋友或公司客户,签Bill也可以,给陌生人就最好用Gates或者Bill Gates啦.

　　第二章 业务函件写作

　　一.建立业务联系

　　1。主动跟新买家建立联系

　　Dear Mr. Jones:

　　We understand from your information posted on that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future.

　　We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our online company introduction at Http://********* which includes our latest product line.

　　Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements.

　　We look forward to receiving your enquires soon.

　　Sincerely,

　　2。对新买家要求建立业务联系的回复

　　Dear Mr. Jones:

　　We have received your letter of 9th April showing your interest in our complete product information.

　　Our product lines mainly include high quality textile products. To give you a general idea of the various kinds of textiles now available for export, we have enclosed a catalogue and a price list. You may also visit our online company introduction at Http://********* which includes our latest product line.

　　We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future.

　　3。向老客户介绍公司的最新产品信息

　　Dear Mr. Jones:

　　We have refreshed our online catalog at //*********x, and now it covers the latest new products, which are now available from stock.

　　We believe that you will find some attractive additions to our product line. Once you have had time to study the supplement, please let us know if you would like to take the matter further. We would be very happy to send samples to you for close inspection.

　　We will keep you informed on our progress and look forward to hearing from you.

　　Sincerely,

　　4.回复查询及报价

　　回复对某个产品的查询

　　Dear Mr. Jones:

　　Thank you for your inquiry of 16 March. We are pleased to hear that you are interested in our product "toaster".

　　Weve enclosed the photo and detailed information of the product for your reference:

　　Product: toaster

　　Specification: ***************

　　Package: 1pcs/box

　　Price: 10usd/pcs

　　Payment: L/C

　　For purchase quantities over 1,000pcs of individual items we would allow you a discount of 1%. Payment is to be made by irrevocable L.C at sight.

　　We look forward to receiving your first order.

　　Sincerely,

　　无法提供对方查询中所要求的产品时

　　Dear Mr. Jones:

　　Thank you for your enquiry of 12 March cate 9 cable.

　　We appreciate your efforts in marketing our products and regret very much that we are unable to supply the desired goods due to excessive demand.

　　We would, however, like to take this opportunity to offer the following material as a close substitute:

　　Cate 5, US$__ per meter FOB Shanghai, including your commission 2%.

　　Please visit our catalog at //www.*********.com for more information on this item. If you find the product acceptable, please email us as soon as possible.

　　Sincerely,

　　Dear Sir or Madam:

　　查询对方公司的产品

　　We know that you are exporters of textile fabrics. We would like you to send us details of your various ranges, including colors and prices, and also samples of the different qualities of material used.

　　We are volume dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned.

　　When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 1000 meters of individual items. Prices quoted should include insurance and freight to San Francisco.

　　Sincerely,

　　5。几种报盘 (a.)

　　Dear Mr. Jones:

　　We thank you for your email enquiry for both groundnuts and Walnutmeat CNF Copenhagen dated February, 21.

　　In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per metric ton CNF Copenhagen and any other European Main Ports. Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft.

　　Please note that we have quoted our most favorable price and are unable to entertain any counter offer.

　　As you are aware that there has lately been a large demand for the above commodities. Such growing demand will likely result in increased prices. However you can secure these prices if you send us an immediate reply.

　　Sincerely, (b.)

　　Dear Mr. Jones:

　　We thank you for your letter dated April 8 inquiring about our leather handbags. As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg. Shipment will be e

　　ffected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract.

　　We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference. We hope some of them meet your taste and needs.

　　If we can be of any further help, please feel free to let us know. Customers inquiries are always meet with our careful attention.

　　Sincerely, (c.)

　　Re: SWC Sugar

　　Dear Sirs,

　　We are in receipt of your letter of July 17, 2002 asking us to offer 10,000 metric tons of the subject sugar for shipment toJapanand appreciate very much your interest in our product.

　　To comply with your request, we are offering you the following:

　　1. Commodity: Qingdao Superior White Crystal Sugar.

　　2. Packing: To be packed in new gunny bag of 100kgs. each.

　　3. Quantity: Ten thousand (10000) metric tons.

　　4. Price: US dollars one hundred and five (US$105.00) per metric ton, Fob Qingdao.

　　5. Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in Qingdao and to be drawn at sight.

　　6. Shipment: Three or four weeks after receipt of letter of credit by the first available boat sailing to Yokohama direct.

　　Please note that we do not have much ready stock on hand. Therefore, it is important that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.

　　We are awaiting your reply.

　　Sincerely,

　　还盘

　　作为当对方压价太低

　　Dear Mr. Jones:

　　We confirm having received your telex No.LT/531 of May 17, asking us to make a 10% reduction in our price for Mens Shirts. Much to our regret, we are unable to comply with your request because we have given you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.

　　We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention.

　　sincerely

　　作为买家，认为对方报价太高

　　Dear Mr. Jones,

　　We acknowledge receipt of both your offer of May 6 and the samples of Mens Shirts, and thank you for these.

　　While appreciating the good quality of your shirts, we find your price is rather too high for the market we wish to supply.

　　We have also to point out that the Mens Shirts are available in our market from several European manufacturers, all of them are at prices from 10% to 15% below the price you quoted.

　　Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%. As our order would be worth around US$50,000, you may think it worthwhile to make a concession.

　　We are looking forward to your reply,

　　Sincerely,

　　6.关于信用证

　　要求对方开立信用证

　　Dear Mr. Jones:

　　With reference to the 4,000 dozen shirts under our Sales Confirmation No.SX260, we wish to draw your attention to the fact that the date of delivery is approaching but up to the present we have not received the covering L/C. Please do you utmost to expedite its establishment so that we may execute the order within the prescribed time.

　　供应商，

　　In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.

　　We look forward to receiving your favorable response at an early date.

　　Sincerely,

　　因对方未能如期开立信用证而交涉

　　Dear Mr. Jones:

　　With reference to our Sales Confirmation No.825 dated August 10, 2002, we regret to say that your letter of credit has not yet reached us up to the time of writing. This has caused us much inconvenience as we have already made preparations for shipment according to the stipulations of the said Sales Confirmation.

　　You must be aware that the terms and conditions of a contract once signed should be strictly observed, failure to abide by them will mean violation of contract. If you refer to our Sales Confirmation, you will see the clause reading:

　　"The Buyer shall establish the covering Letter of Credit before 30th August, 2002, failing which the Seller reserves the right to rescind the contract without further notice."

　　The goods you ordered have been ready for quite some time and the demand of late has been so great that we find it hard to keep them for you any longer. However, in consideration of our friendly business relations, we are prepared to wait for your L/C, which must reach us not later than October 5, 2002. If we again fail to receive your L/C in time, we shall cancel our Sales Confirmation and ask you to refund to us the storage charges we have paid on your behalf.

　　Your cooperation in this respect will be appreciated.

　　Sincerely,

　　修改信用证

　　Dear Mr. Jones:

　　We have received your L/C No.121/99 issued by the Yemen Bank for Reconstruction & Development for the amount of $19,720 covering 1,600 dozen Mens Shirts. After reviewing the L/C, we find that transshipment and partial shipment are not allowed.

　　As direct steamers to your port are difficult to find, we have to ship via Hong Kong more often than not. As to partial shipment, it would be our mutual benefit because we could ship immediately whatever we have on hand instead waiting for the whole lot to be completed.

　　We, therefore, are writing this afternoon, asking you to amend the L/C to read: "TRANSSHIPMENT AND PARTIALSHIPMENT ALLOWED"

　　We shall be glad if you see to it that amendment is cabled without any delay, as our goods have been packed ready for shipment for quite some time.

　　Sincerely,

　　延长信用证期限

　　Dear Mr. Jones:

　　We thank you for your L/C for the captioned goods. We are sorry that owing to some delay on the part of our suppliers at the point of origin, we are not able to get the goods ready before the end of this month. As a result, we sent you a cable yesterday reading: L/C1415 PLSCABLE EXTENSION SHIPMENT VALIDITY 15/31 MAY RESPECTIVELY LETFOLLOWS

　　It is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it on s/s "Fanyang" sailing from Dalian on or about 10th May.

　　We are looking forward to receiving your cable extension of the above L/C thus enabling us to effect shipment of the goods in question.

　　We thank you for your cooperation.

　　Sincerely,

　　1)我们盼望于近日内接获回信

　　1. We hope to receive your favour at an early date.

　　2. We hope to be favoured with a reply with the least delay.

　　3. We await a good news with patience.

　　4. We hope to receive a favourable reply per return mail.

　　5. We await the pleasure of receiving a favourable reply at an early date.

　　6. We await the favour of your early (prompt) reply.

　　7. A prompt reply would greatly oblige us.

　　8. We trust you will favour us with an early (prompt) reply.

　　9. We trust that you will reply us immediately.

　　10. We should be obliged by your early (prompt) reply.

　　(2)回信请用电报

　　1. We await your reply by telegraph.

　　2. Please wire reply to our telegram of this morning.

　　3. We are anxiously awaiting your reply by telegram.

　　4. Please arrange for your telegraphic reply, or long distance call, to reach us before noon on Monday.

　　5. Cable reply immediately, using Western Union Code.

　　6. Please acknowledge by wire the receipt of these instructions.

　　7. Please do not fail to telegraph your reply immediately on receipt of this letter.

　　8. Please telegraph your decision without delay as we have offers awaiting.

　　9. Please telegraph reply immediately, our offices will be open until 9 p.m.

　　10. Oblige us by replying by telegram before noon tomorrow, as we have another offer.

　　11. Inform us by telegram of your lowest quotations.

　　(3)关于某某事项，谨表谢意

　　1. Please accept our thanks in advance for your usual kind attention.

　　2. Please accept our thanks for the trouble you have taken.

　　3. We are obliged to you for your kind attention in this matter.

　　4. We are greatly obliged for your trial order just received.

　　5. We wish to assure you of your appreciation of your courtesy in this matter.

　　6. We thank you for your order just received.

　　(4)请原谅我的回信延迟

　　1. Please excuse my late reply to your very friendly letter of March 1.

　　2. I hope you will forgive me for not having written you for so long.

　　3. I hope you will excuse me for not having replied to you until today.

　　4. I humbly apologize you for my delay in answering to your kind letter of May 5.

　　5. I have to (must) apologize you for not answering your letter in time.

　　6. I must ask you to kindly accept our excuses, late as they are.

　　(5)我们对您的关照，谨致谢意

　　1. We request you to accept our warmest thanks for the anticipated favour.

　　2. We thank you in advance for the anticipated favour.

　　(6)我们时刻不忘尽我们所能，为您服务，等。

　　1. We assure you of our best services at all times.

　　2. We shall spare no efforts in endeavouring to be of services to you.

　　3. We shall be pleased to be of service to you at all times.

　　(7)请原谅给您添了麻烦

　　1. We hope you will pardon us for troubling you.

　　2. We regret the trouble we are causing you.

　　3. I regret the trouble it caused you.

　　(8)请宽恕某某事项

　　1. Please excuse this clerical error.

　　2. We tender you our apology for the inconvenience this error may have caused you.

　　3. We request you to accept our regret for the error of our clerk.

　　(9)请多加关照

　　1. We solicit a continuance of your valued favour.

　　2. We solicit a continuance of your confidence and support.

　　3. We hope we may receive your further favour.

　　(10)如有机会，我们必会报答您

　　1. It would give us a great pleasure to render you a similar service should an opportunity occur.

　　2. We wish to reciprocate the goodwill.

　　3. We shall on a similar occasion be pleased to reciprocate.

　　怎么样?根据上面的内容，大家学会商务英语写作了吗?其实只要领悟其中的关键窍门，其他知识还是很好掌握的。重要的是你真的掌握这门知识了，想要学习更多的商务英语知识，不妨来沪江网校逛逛，这里的课程都是精心安排的，适合有需要的你们。