第四章 商务信函的翻译

Contents目录 1 商务信函的语言及文体特征 1.1 商务信函的组成部分 1.2 涉外商务信函的语篇特征 1.3 商务信函的文体特点 2 商务信函的翻译 2.1 商务信函的翻译原则 2.2 商务信函翻译分类实践

1 商务信函的语言及文体特征 1.1 商务信函的组成部分 一般书信的结构可分为必备部分和可选部分。

1 商务信函的语言及文体特征 必备部分有： 1. 信头(The Heading): 发信人的地址和发信日期 2. 日期(Date Line) 3. 封内地址(The Inside Address)：发信人的名称和地址 4. 称呼(The Salutation) 5. 信的正文(The Body of The Letter) 6. 结束语(The Complimentary Close) 7. 签名(The Signature)

1 商务信函的语言及文体特征 可选部分有： 1. 事由栏(The subject Heading Or Caption) 2. 经办人(Attention Line) 3. 附件(The Enclosure) 简写Encl. or Enc. 4. 抄送(Carbon Copy)简写C.C. 5. 再启(The Postscript) 简写P.S.

1 商务信函的语言及文体特征 英文书信的必备部分在一般情况下是必不可少的。 举例说明如下： 例子1—— China National Light Industrial Products Import & Export Corporation 82 Dong An Men Street Beijing, China

1 商务信函的语言及文体特征 例子2—— January 30, 2006 Our Ref. No Your Ref. No 例子3—— The Pakistan Trading Company 15 Broad Street Karachi, Pakistan

1 商务信函的语言及文体特征 例子4—— Gentlemen: Re: Chinese Light Industrial Products 例子5—— We thank you for your letter of January 10 and shall be glad to enter into business relations with your firm.

1 商务信函的语言及文体特征 As you know, it is our policy to trade with the people of all countries on the basis of equality and mutual benefit. We believe we shall be able, by joint efforts, to promote friendship as well as business. We are sending you 5 pamphlets and a pricelist covering part of our exports. Please advise what articles you are interested in at present. Your early reply will be highly appreciated.

1 商务信函的语言及文体特征 例子6—— Yours faithfully, CHINA NATIONAL LIGHT INDUSTRIAL PRODUCTS IMPORT & EXPORT CORP. 例子7—— (Signed)… Encl. 从以上各例可以看出书信的必备部分是不可缺少的。

1 商务信函的语言及文体特征 1.2 涉外商务信函的语篇特征 商务书信的内容常常是一种业务安排、一个协议或一个合同的证件。因此，必须谨慎撰写。商务信函通常具备七个特点，简称为7 C’s

1 商务信函的语言及文体特征 C1——完整(Completeness) C2——具体(Concreteness) C3——清晰(Clarity) C4——简洁(Conciseness) C5——礼貌(Courtesy) C6——体谅(Consideration) C7——正确(Correctness)

1 商务信函的语言及文体特征 1.3 商务信函的文体特点 下文将从词汇和语法两方面来介绍商务信函的文体特点及其翻译。

1 商务信函的语言及文体特征 A. 词汇使用特点： （1）用词规范正式 常以意义相同或相近的书面词语代替基本词汇和口语词汇。 如以inform, advise 代替tell, dispatch代替send, otherwise代替or; 以介词短语代替简单的介词，如以as for, in connection with, in respect, with regarding to代替about, etc. 例：We are pleased to advise you that your order No. 105 has been dispatched in accordance with your instruction.

1 商务信函的语言及文体特征 （2） 表意准确、专业性强 商务信函中大量使用专业术语、行话、外来词、缩略语以及一般词语在商务英语语境中的特殊用法。

1 商务信函的语言及文体特征 如trimming charges（平仓费），insurance policy（保险单），coverage（保险项目），premium（保险费），underwriter（保险人），establishment（开证），counter-offer（还盘），counter-suggestion（反还盘），bid（递盘），surcharge（附加费），pro forma invoice（形式发票），clearance sale（清仓削价销售），L/ C（信用证），CIF（到岸价格），FOB（离岸价格）等。

1 商务信函的语言及文体特征 （3）用语朴素、淡于修饰 在追求效率的当今时代，商贸人员使用简单朴素的日常用语便于双方理解和接受；淡于修饰，而直截了当地表达主题内容，可以避免重心转移和误解。

1 商务信函的语言及文体特征 例如： Dear Sirs, Thank you for your interest in our fireworks. In reply to your enquiry of November 15, we are really sorry to say that we cannot divulge any of our sales information. We hope that this will not bring you too much inconvenience. Yours truly,

1 商务信函的语言及文体特征 B．语法使用特点： （1）句子类型 较多使用陈述句；有时也用祈使句表示请求、劝告、命令等。在表达写信人的观点和向对方提建议时，除了使用祈使句外，还可以使用疑问句。 鉴于商务信件客观严谨的文体，很少使用表示强烈感情的感叹句。

1 商务信函的语言及文体特征 （2）状语位置独特 较长的状语经常出现在主谓语之间。 如：The Contractor shall, if called upon so to do, enter into and execute the Contract, to be prepared and completed at the cost of the employer, in the form annexed to these conditions with such modification as may be necessary.

2 商务信函的翻译 2.1 商务信函的翻译原则 A. 翻译原则：准确规范、功能对等。 准确：用词用句和语言结构上的准确；对信函内容的准确把握。 规范：译文必须符合本行业的专业规范。

2 商务信函的翻译 B．注意一词多义现象，如commission 1. Please let us have your quotation in USD on the basis of CIF Port Shanghai including our 5% commission. 2. The decision made by the Arbitration Commission shall be regarded as final and binding on both parties.

2 商务信函的翻译 2.2 商务信函翻译分类实践 通过贸易从起始到结束所经历的各个环节来进行具体的翻译指导和实践。它们包括：建立业务关系；报盘和还盘；国际支付；续订和谢绝续订；修改、催开、及展延信用证；装船；保险。

2 商务信函的翻译 2.2.1 建立业务关系 A．建立业务关系的信函内容 这类信函首先要告知收信人他的行名是如何被得悉的，然后告知对方一些关于发信人所经营的业务范围。发信人应简明扼要地写明他想推销何种商品或希望购买何种商品。收到任何这类信函之后，必须有礼貌地及时给予完整的答复。以便树立信誉和给读者留下良好的印象。就建立业务关系来说，信函一般内容如下：

2 商务信函的翻译 1. The source of information 2. Intention of writing the letter 3. Some general information concerning the lines of business being handled 4. Information about the firm's financial standing 5. Expectation of cooperation and/or an early reply

2 商务信函的翻译 如下例信函： Dear Sirs, Our market survey informs us that you are a big buyer of Cotton Piece Goods. As this item falls within the scope of our business activities, we take this opportunity to express our wish to establish direct business relations with you at an early date.

2 商务信函的翻译 In order to give you a general idea of the various kinds of Cotton Piece Goods now available for export, we enclose a brochure and a price list. Quotations and sample books will be airmailed to you upon receipt to you upon receipt of your specific inquiry. We look forward to your favorable reply. Your faithfully,

2 商务信函的翻译 B．建立业务关系的信函常用的句型，短语及词汇或是名址： your name has been forwarded (given) by as to learn the name and address form to come across your name and address from 告知：to inform sb. that 中国驻伦敦领事馆：the Chinese consulate in London

2 商务信函的翻译 加拿大商会：the Canadian Chamber of Commerce 有声誉的出口商：a reputable exporter 促进业务联系：to promote business relations； 加强业务联系：to strengthen (enhance) business relations.

2 商务信函的翻译 关于“经营范围”的表达： As this item falls(is, lies) within the scope(sphere) of our business activities(lines). 棉布属于我公司经营范围。 The item you inquired for comes within the frame of our business activities. 你们所询的商品正属于我们的业务经营范围。 We handle the import business of textiles. 我公司经营纺织品的进口业务。 We deal in Chinese textiles. 我们经营中国纺织品。 We are engaged in the exportation of chemicals. 我们经营化工产品的出口。

2 商务信函的翻译 This shop trades in paper and stationery. 这商店经营文具纸张。 We are in the cotton piece goods business (line). 我们经营棉织品。 Cotton Piece Goods are our line. 棉布是我公司经营的产品。 Cotton Piece Goods are our main exports. 棉布是我们的主要进口商品。

2 商务信函的翻译 “期待对方的答复及合作”的句型有： Your early response will be very much appreciated. 早日答复，将不胜感激。 We look forward to hearing from you soon. 盼早复。 We await your favorable reply. 候佳音。 We sincerely hope that this, our first transaction together, will be the long beginning of the long and pleasant business cooperation. 衷心希望我们的这第一业务将是长期友好业务合作的开端。

2 商务信函的翻译 2.2.2 报盘和还盘 报盘(Offer)又称发盘，是商业交易磋商中买卖双方必经的过程。通常是一方先向另一方提出的某种交易条件（如：商品名称、数量、规格、交货期以及付款条件等），而另一方愿接受此条件，即交易合同成立。卖方的Offer称为Selling Offer, Offer to sell。买方的Offer,称为Buying Offer, Offer to buy 或Bid。

2 商务信函的翻译 报盘有实盘和虚盘两种形式。实盘又称“不可撤销的发盘”，指由发盘人向受盘人提出完整、明确、肯定的交易条件，并愿在一定期限内按所提条件与受盘人达成交易的一种肯定表示。虚盘是卖方所作的非承诺性表示，往往附有保留条件，买方接受后卖方仍然可以改变主意。 还盘(Counter Offer)是指买方针对卖方的报价来进行讨价还价的行为。

2 商务信函的翻译 下面分别为报实盘和还盘两封例信： Firm Offer: Dear Sirs, We confirm your E-mail of Sep. 2, asking us to make you firm offers for both Groundnuts and Walnutmeat C& F Copenhagen.

2 商务信函的翻译 We cable back this morning, offering you 250 metric tons Shandong Groundnuts, Hand-picked, Shelled and Ungraded at RMB 4,800 net per metric ton CIF Copenhagen or any other European Main Port for shipment during October/ November. This offer is firm, subject to your reply reaching us within one week. We wish to point out that this is the best price we can quote, and, that we are unable to entertain any counter-offers.

2 商务信函的翻译 As regards walnutmeat, we would inform you that the few parcels we have at present are under offer elsewhere. However, if you should make us an acceptable bid, there is the possibility of your obtaining these. As, no doubt, you are aware, of late there has been a large demand for the above commodities, and such a growing demand can only result in increased price. However, you may avail yourselves of the advantage of this strengthening market if you will send us an immediate reply. Yours faithfully,

2 商务信函的翻译 Non-firm offer: Dear Sirs, Re: Groundnuts and Walnutmeat We thank you for your E-mail of Sep. 3, offering us firm 250 metric tons of Shandong Groundnuts, Hand-picked, Shelled and Ungraded at RMB 4,800 per metric ton CIF European Main Ports.

2 商务信函的翻译 In reply, we very much regret that your price is really too high to be workable. For your information, groundnuts from the U.S. are reported to have recently been sold at the lower level of RMB 1,700 CIF European Main Ports, and are easily obtainable at present in large quantities. Such being the case, it is necessary for you to reduce your price to something near the above-mentioned level and effect shipment in Oct., otherwise business is hopeless.

2 商务信函的翻译 As regards Walnutmeat, we bid RMB 12,500 per metric ton CIF European Main Ports. If it is agreeable to you, please E-mail us your confirmation, stating the time of shipment and packing. We are anticipating with keen interest your favourable reply. Your faithfully,

2 商务信函的翻译 2.2.3国际支付 terms of payment 支付条件 外贸中常用的支付方式有： 预付款(advance payment)、信用证(letter of credit, L/C)、付款交单(documents against payment, D/P)、承兑交单(documents against acceptance, D/A)和记账(open account, O/A)。支付方式的选择要根据客户的信誉、贸易金额的大小、出口商的融资能力等具体情况来决定。

2 商务信函的翻译 信用证 Letter of Credit 信用证是银行应进口人的请求，开给出口人的一种银行有条件地保证付款的凭证。换句话说，在进出口业务中，信用证方式是指银行根据进口人的请求和指示，开给出口人的一种保证在出口人履行所规定的条件时，按期在指定地点支付货款的凭证。 关于信用证的常用词组：

2 商务信函的翻译 即期信用证：letter of credit available by draft at sight, letter of credit payable against draft at sight, letter of credit available by sight draft, letter of credit payable against sight draft, sight L/C (在商业书信中常用)； 其他: confirmed L/C 保兑信用证，irrevocable L/C 不可撤消信用证，documentary L/C 跟单信用证，transferable and divisible L/C 可转让与可分割信用证

2 商务信函的翻译 以下提供例文及译文供读者了解： 敬启者： 接贵方3月8日函，内容详悉。 关于第DSG267号和第BSG268号两个合同，我们同意“付款交单”的支付方式。但我们认为有必要明确一下：在今后的交易中，只有在每笔金额不超过4，000英镑，或不超过按当时兑换率折算的等值人名币的情况下，才可按“付款交单”方式办理支付。

2 商务信函的翻译 若金额超过此数，则用信用证（方式）交付。 我们愿重申，只是鉴于我们之间的长期友好关系才给予这一照顾。我们衷心希望，我们能扩大上述商品的业务而互利。 谨上

2 商务信函的翻译 Dear Sirs, We are in receipt of your letter of March 8, contents of which have been noted. With regard to Contract Nos. DSG 267 and BSG 268, we agree to D/P payment terms for these contracts. However, we consider it advisable to make it clear that for future transactions D/P will only be acceptable is the amount involved for each transaction is below Stg. 4000.00 or its equivalent in RMB at the conversion rate then prevailing.

2 商务信函的翻译 If the amount exceeds that figure, payment by Letter of Credit will be required. We wish to reiterate that it is only in view of our long friendly business relations that we extend you this accommodation. It is our sincere hope that we can enlarge the business in these lines to our mutual benefit. Yours faithfully,

2 商务信函的翻译 2.2.4 续订和谢绝续订 A. Repeat Order续订信包括3个要点： 以下封续订信函为例： (1)对上次订货表示满意 (2)要求续订该货 (3)询价可替代产品； 以下封续订信函为例：

2 商务信函的翻译 Dear Sirs, Contract No 78 PG O17 Tiantan Brand Men’s Shirts We have received the captioned shipment ex. S.S. “East Wind” and are very pleased to inform you that we find the goods quite satisfactory. As we believe we can sell additional quantities in this market, we wish to place with you a repeat order for 1,000 doz. Of the same style and sizes. If possible, please arrange early shipment of this repeat order, as we are badly in need of the goods.

2 商务信函的翻译 In case the said goods are not available from stock, we shall be very grateful to you, if you will advise us as to the specifications of those which can be shipped from stock, stating full particulars. Yours faithfully,

2 商务信函的翻译 2.2.5 修改、催开、及展延信用证 A.修改信用证 信用证的特点决定了出口人的交单必须与信用证规定完全一致。银行议付出口人的单据是严格遵守“单证一致”的原则的。因此，单证不符，哪怕是微小不符也会影响出口人的安全收汇，以至于整个交易的顺利进行。也就是说，信用证条款与合同规定是否一致，是出口人在信用证方式收取货款，顺利履行交货义务的前提。

2 商务信函的翻译 但在实际业务中，出口人收到的国外来证经常与合同不符，有的是由于开证人和开证银行的工作疏忽；有的是进口人出于不良动机而故意玩弄手法，投机取巧，制造障碍。因此，出口人必须对国外来证进行严格的审核，对其中不能接受的条款及时进行修改。

2 商务信函的翻译 Dear Sirs: We have received your L/C No. 1377/348/75 issued by the Yemen Bank for Reconstruction & Development for the amount of $43,720 covering 16,000 Dozen Stretch Nylon Socks. On perusal, we find that transshipment and partial shipment are not allowed. As direct steamers to your port are few and far between, we have to ship via Hongkong more often than not.

2 商务信函的翻译 As to partial shipment, it would be to our mutual benefit because we could ship immediately whatever we have on hand instead of waiting for the whole lot to be completed. Therefore, we are cabling this afternoon, asking you to amend the L/C to read: “TRANSSHIPMENT AND PARTSHIPMENT ALLOWED”. We shall be glad if you will see to it that amendment is cabled without delay, as our goods have been packed ready for shipment for quite some time. Yours faithfully,

2 商务信函的翻译 B. 催开信用证 一般来说，当交易达成时，买方就有义务在合同规定的时间内通过其往来银行开立信用证。在实践中，习惯做法是在装运期前一个月开立信用证并到达卖方，以便给卖方充足的时间办理装运，如准备货物、预定舱位等。如果买方没有能够及时开立信用证，或买方开立的信用证没有能够及时到达卖方，卖方就必须和买方联系，催开信用证或弄清信用证的下落。

2 商务信函的翻译 Dear Sirs, Re: Our Sales Confirmation No. C215 With reference to the 4,00 dozen Shirts under our Sales Confirmation No. C215, we wish to draw your attention to the fact that the date of delivery is approaching, but we still have not received your covering Letter of Credit to date. Please do your utmost to expediate same, so that we may execute the order smoothly. In order to avoid subsequent amendment, please see to it that the L/C stipulations are in exact accordance with the terms of the Contract. We hope to receive your favorable news soon. Yours faithfully,

2 商务信函的翻译 2.2.6 装船 装运是对外贸易业务中非常重要的一环。装运涉及的内容很多，在外贸函电中，关于装运的内容主要是：敦促早日装运，寄发装船通知，寄送装船单据等。 A. 装船单据 在对外贸易中，货物装运后，卖方必须向买方提供装运单据，作为履行合同并取得货款的依据。装运单据的种类和份数，在每笔具体交易中由买卖双方商定。

2 商务信函的翻译 在实践中，货运单据的种类很多，但可以把它分成两大类，即主要单据和辅助单据。 主要的装船单据shipping documents包括： 海运提单 ocean bill of lading 商业发票 commercial invoice 保险单 insurance policy等。 辅助单据包括：特定国家所需要的单据，如 海关发票customs invoice 领事发票consular invoice 原产地证明书certificate of origin等；

2 商务信函的翻译 以及附属于商业发票的单据，如 包装单packing list 重量体积单weight and measurement list 检验证明书certificate of inspection 其他单据other documents。

2 商务信函的翻译 B. 装船通知与装船须知 按照国际贸易的一般做法，卖方应该在约定装船前向买方发出货物备妥通知，以便买方派船接货。买方在接到卖方发出的通知后，应该按约定的时间，将船名、船舶到港日期等通知卖方。卖方在货物装船后应该在约定时间将合同号、货物品名、重量、发票金额、船名及装船日期等内容告知买方，以便买方办理保险并作好卸货的准备。 而装船须知是装运前买方以书面形式说明装运要求，如装船方式、包装规定和唛头等。

2 商务信函的翻译 以下分别列例信以说明： Dear Sirs: Re: Contract No. 123456 Referring to our previous letters and cables, we wish to call your attention to the fact that up to the present moment no news has come from you about the shipment under the captioned contract.

2 商务信函的翻译 As you have been informed in one of our previous letters, the users are in urgent need of the machines contracted and are in fact pressing us for assurance of an early delivery. Under the circumstances, it is obviously impossible for us to again extend L/C No. 123456, which expires on 20th August, and we feel it our duty to remind you of this matter again. As your prompt attention to shipment is most desirable to all parties concerned, we hope you will let us have your shipping advice without further delay. Yours faithfully,

2 商务信函的翻译 Dear Tony, The irrevocable letter of Credit No. 7634, amounting to USD168,000 has been opened this morning through the District Bank, Led, Manchester. Please arrange shipment of the goods immediately. We are informed by the local shipping company that S.S “Browick” is due to sail from your city to our port about the 10th Sep. and, please ship by that steamer. We have instructed our forwarder to contact you and you shall hear from them in a day or two. Please mark the cartons with our initials, the destination and order number as follows:

2 商务信函的翻译 KT LONDEN CK215 CTN No. 1 up This will apply to all shipments unless otherwise instructed. Should this trial order prove satisfactory to our customers, we can assure you that repeat orders in increased quantities will follow shortly. Thank you very much for your close cooperation. In the meantime we await your shipping advice. Yours faithfully,

2 商务信函的翻译 2.2.7 保险 海洋运输险(Marine Insurance)的险别是保险公司根据货物在运输途中可能遭受到的自然灾害和意外事故的种类、造成损失的程度和情况而和被保险人约定的应承担各种不同责任的规定。

2 商务信函的翻译 中国人民保险公司(The People’s Insurance Company of China)制订的中国保险条款(China Insurance Clauses, C.I.C. / CIC) 中的海洋运输货物保险条款(Ocean Marine Cargo Clauses)包括3个基本险别： 平安险 F.P.A. (Free From Particular Average)， 水渍险 W.P.A. (With Particular Average), 以及一切险(All Risks)。

2 商务信函的翻译 目前，我国办理的一般附加险有11种，均为包括risk这个词构成的词组： 偷窃、提货不着险T.P.N.D. (Theft, Pilferage & Non-Delivery Risks) 淡水雨淋险(Fresh and/or Rain Water Damage Risks) 短量险(Shortage Risk 或Risk of Shortage) 混杂、沾污险(Intermixture & Contamination Risks)渗漏险(Leakage Risk 或Risk of Leakage) 碰损、破碎险(Clash & Breakage Risks) 串味险(Taint of Odour Risk) 受潮受热险(Sweating and/or Heating Damage Risks)

2 商务信函的翻译 锈损险(Risk of Rusting) 钩损险(Hook Damage Risk) 包装破裂险(Breakage of packing Damage Risk) 我国开办的特殊附加险(Special Additional Risks)有： 战争险(War Risks) 罢工险(Strikes, Riots and Civil Commotions) 仓面险(On Deck Risk) 进口关税险(Import Duty) 拒收险(Rejection) 黄曲霉素险(Aflatoxion) 交货不到险(Failure to Delivery)

2 商务信函的翻译 例信如下： Dear Sirs, Insurance Answering your letter of June 25 in regard to insurance, we would like to inform you of the following: All-Risks: Generally we cover insurance WPA& War Risk in the absence of definite instructions from our clients. If you desire to cover All Risks, we can provide such coverage at a slightly higher premium.

2 商务信函的翻译 Breakage: Breakage is a special risk, for which an extra premium will have to be charged. The present rate is about …%. Claims are payable only for that part of the loss, that is over 5%. Value to be insured: We note that you wish us to insure shipment to you for 10% above invoice value, which is having our due attention. We trust the above information will serve your purpose and await your further news. Yours faithfully,