第一 章外贸函电的写作技巧Chapter OneTechniques of Business Letter Writing Vocabulary Bank clarityn. 清楚，明晰；透明 completenessn. 完整；完全；完成；圆满；结束 complimentaryadj. 赠送的；称赞的；问候的 commonlyadv. 一般地；通常地；普通地 concisenessn. 简明，简洁；切除 concretenessn. 具体；具体性；确实 considerationn. 考虑；原因；关心；报酬 correctnessn. 正确性 correspondencen. 通信；一致；相当 courtesyn. 礼貌；好意；恩惠adj. 殷勤的；被承认的；出于礼节的 guidelinen. 指导方针 horizontaladj. 水平的；地平线的；同一阶层的n. 水平线，水平面；水平位置 postscriptn. 附言；又及 stationeryn. 文具；信纸 signaturen. 署名；签名；信号[2]外贸函电第一章外贸函电的写作技巧Phrase Bank as per sample按照样本counter sample 反样，对等货样equal to sample和样品相同full range of sample全套样品free sample 免费样品on the basis of sample根据样品outturn sample 到货样up to sample 达到样品，比得上样品representative sample 有代表性的样品sample book 样品册sample of no value 无价样品sample free of charge免费样品sample post 样品邮寄sample for reference参考样品sample invoice样品发票 Writing Technique 1. 7 “Cs” principles This chapter is intended to develop skills in writing standard business letters. It covers guidelines on developing personal writing style, using appropriate tone and composing effective business documents in modern business language. Since the main purpose of business correspondence is to convey information, the letters should be free from grammatical blemishes, and also free from the slightest possibility of being misunderstood. There are certain essential qualities of business letters,which can be summed up in the following 7 “Cs”principles. (1) Clarity You must try to express yourself clearly,so that the reader can understand. To achieve this, you should keep in mind the purpose of the letter and use appropriate words in correct sentence structures to convey your meaning. We should also avoid ambiguous sentences. Otherwise, the business letter will cause trouble to both sides. All in all, good, straightforward and simple language isnecessary for business letters. (2) Conciseness Conciseness refers toexpressing ideas in the fewest possible words. The elimination of wordy business jargon can help to make a letter clearer and at the same time more concise. If conciseness conflicts with courtesy, then make a little sacrifice of conciseness. Generally speaking, to achieve conciseness, one should try to avoid wordiness or redundancy. (3) Courtesy Courtesy is not mere politeness. The most critical thing is promptness and punctuality. If you delay answering a letter toyour customer who dislikes waiting for days, you will have a big trouble. The second thing is that we should always keep in mind the person we are writing to, see things from his point of view, visualize him in his surroundings, see his problems and difficulties and express our ideas in terms of his experience. Differences are bound to occur in business, but with diplomacy and tact, they can be overcome and settled without offence on either side. Remember that its nearly always wrong to doubt a statement made in good faith by the other side and even worse to contradict it. (4) Consideration Consideration stresses Youattitude rather than Weattitude. When writing a letter, keep the readers request, needs, desires, as well as his feelings in mind. Plan the best way to present the message for the reader to receive. (5) Correctness Correctness means appropriate and grammatically correct languages, factual information and accurate reliable figures, as well as the right forms and conventions. All facts should be checked and double checked. Special attention should also be paid to names of goods, specification, quantity,figures, units,etc. (6) Concreteness To make the message specific, definite and vivid is the key point of concreteness. The writer must ensure that the letter covers all the information the recipient needs to act upon. Put yourself in the readers place. It is necessary to check the message carefully before it is sent out. (7) Completeness Like any other letters, a good business letter should be complete,providing all the information and data necessary for a specific issue. If any necessary piece of information is lacking, the reader will have to ask for clarification, which means that you will have to write another letter. It will not only waste time, energy and money, but also damage the image of your company. 2. The Structure of Business Letters Business letter has its special formats. In formal business letters，we usually use 12 factors. They are letterhead, reference, date, inside address, attention line, salutation, subject line, body, complimentary close, signature, IEC block and postscript. Among them，the return address, date, inside address, salutation, body, complimentary close and signature belong to the standard factors and must be contained in the formal business letters. Whether to use other factors depends on specific situation. The approximate locations of these factors in a business letter are as follows: LETTERHEAD Reference number Date Inside address Attention line Salutation Subject line Body Complimentary close Signature IEC block Postscript While the horizontal placement of letter parts may vary, the vertical order of these parts is standard. The followings are the most common components and formats of Business Letters. (1) Letterhead For letters to outsiders, many companies use letterhead stationery which is professionally printed at the top of the page, though some are printed at the bottom or even at the upperleft corner of the page. The letterhead indicates the name, address, telephone, fax number and Email address of the company sending the letter. It helps the recipient identify the company from which the sender comes just at a glance. If letterhead stationery is not available, you can type the heading, which includes a return address, and leaves about a twoinch top margin. (2) Date Writing date in English goes in two styles: one is American style, and the other is British style. The standard order of typing the date in the U.S. is month, day, year. For example: September 12, 2008. While in Britain, the standard order is day, month, year. For example: 12 September, 2008. The day can be written or typed in either cardinal numbers (1, 2, 3, 4, etc. ) or in ordinal numbers (1st, 2nd, 3rd, 4th, etc. ). The month and the year had better not be written in their abbreviation forms, otherwise, it may easily cause confusion. For example, 12/09/2007 in the U.S. would mean December 9, 2007, while in Britain it means 12 September, 2007. There is no rule for the date placement. If you use letterhead stationery, place the date one to three blank lines beneath the letterhead. If you dont use letterhead stationery, place the date immediately below the return address. (3) Inside Name and Address Generally, the inside name and address should include some or all parts of the following: the name of the recipient, the department name, company name, suite or room number, street address, city, postcode, state/province and country. Of all these parts, postcode is very important, it helps to facilitate mechanical mailsorting. The inside name and address appears on the left margin and usually starts two to four lines below the date. It appears exactly the same way as on the envelope. If the receiver of the letter is in the U.S., the address also contains the name of the state which must be typed in capitalized two — letter abbreviation followed by ZIP code. The same way is also used for the provinces and territories in Canadian address. Precede the addressees name with a courtesy title (such as Mr., Ms. or Dr.). If you do not know whether a person is a man or a woman, and you have no way to find out, omit the courtesy title and give the full name. The persons job title can be placed on the same line of the persons name, or on the line below. Try to square the address as much as possible. If the title appears on the same line, place a comma between the name and the title. If it appears on the next line, dispense with the comma. e.g.: ① Mr. Dick Eaton, President ② Ms. Patricia T. Higgins Assistant Vice President If the name of a specific person is unavailable, you may address the letter to the department, followed by the name of the company. e.g.: ① Customer Service Department Acme Construction Company ② Director of Personnel International Trading Co., Ltd. In order to avoid ambiguity, when you write letters to other countries, always include the name of the country, even if the city mentioned is the countrys capital. The following examples show all the information that may be contained in the inside address. Dr. H.C. Armstrong Research and Development Commonwealth Mining Consortium The Shelton Building, Suite 391 353 Second St. SW Calgary, AB T2P Canada Mr. Thom Collins, President 164 Bay Road Liquorland Oklahoma City, OK 73125 U.S.A. (4) Salutation The salutation is the polite greeting with which a letter begins. Place it two lines below the inside address. The salutation should correspond to the first line of the inside address, that is, if the first line of your inside address is a name of a person, the salutation is “Dear + the name”. Its form depends upon your relationship with the receiver. The customary formal greeting in a business letter is “Dear Sir” or “Dear Madam” used for addressing one person; and “Dear Sirs”, “Dear Madams” or “Gentlemen” for addressing two or more people. If the addressee is known to you personally, a warmer greeting such as “Dear Mr. Smith” is preferred. Quite often now companies are owned and /or managed by women, and it is more and more customary to use the greeting, Dear Madam or Sir, if you are not sure whether the letter will be read by a man or a woman. If the addressee is a group, use “Ladies and Gentlemen”. Or you may use a polite description, such as “Dear Friends”, “Dear SPA supporters”. End the salutation with a colon, or a comma. (5) Body This is the most important part of a letter. It expresses your idea, opinion, purpose and wishes, etc. It usually begins one or two lines below the salutation. Lines within a paragraph should be singlespaced and doublespaced between paragraphs. There is no strict rule regarding the content of the letter, but it usually includes three parts: the opening paragraph, the middle paragraph and the closing paragraph. The opening paragraph refers to any previous correspondence or introduces the purpose of the letter. The middle paragraph(s) supports the opening paragraph and/or provides additional information. The closing paragraph is short and serves as a request, suggestion or outlook to the future. When writing, pay attention to courtesy, clarity, conciseness, consideration, completeness, concreteness and correctness. (6) Complimentary Close The complimentary close, like the salutation, is purely a matter of custom and a polite way of bringing a letter to a close. It appears one or two lines below the last line of the body. Capitalize the first word and end with a comma. The expression must match the salutation reflecting the relationship between the sender and the receiver of the letter. The main words in a complimentary closure are as follows: sincerely, faithfully, cordially, respectfully and truly. These words may appear in any of these combinations: Yours sincerely, Sincerely yours. The expression used must suit the occasion. (7) Signature The writers signature consists of a handwritten signature and a typewritten signature. Type the name under the complimentary closing, leaving enough blank lines (usually leave three blank lines) to sign your name. Never sign with a seal or stamp. Then type the signature identification and title. The writers signature should be placed between the complimentary closure and the typed signature. Sincerely yours, (Signature) Harry Smith The letterhead indicates that you are representing your company. However, if your letter is on plain paper and you want to emphasize that you are speaking legally for the company, you may type the companys name in capital letters below the complementary closing and place the title of the message sender on the same line with or below the typed name. Very truly yours, ALVERS, INC (Signature) Harry Smith, Project Manager 3. Additional Components of Business Letters (1) Mailing or Inhouse Notation Mailing notation shows the specific means of delivery for the convenience of verification. Besides, there are two other commonly used forms of mailing notation, by courier and by EMS. Type them two lines below the date and in all capital letters. Mailing notations e.g.: special delivery, airmail, registered mail, certified mail. Inhouse notations e.g.: personal, confidential. CONFIDENTIAL (2) Reference The reference may include a file number, department code or the initials of the signer followed by that of the typist of the letter. Type the reference number below the letterhead in short form as “Our ref.: ” for the senders reference number, and “Your ref.: ” for the recipients. The purpose of this is to facilitate filing of the letter, link it with the previous correspondence. (3) Attention Line The attention line is used to name the specific individual whom the letter is addressed to. It is usually placed between the inside address and the salutation or within the inside address and centered over the body of a letter in the indented style. Its abbreviation is Attn. It suggests that the sender hopes the letter receives the immediate attention of a certain person or a specific department. (4) Subject Line/Caption The subject line is the general idea of a letter. It calls recipients attention to the topic of the letter. It is often inserted between the salutation and the body of a letter, usually two lines below the salutation. It is also useful as a guide for filing. Some companies omit the word “Subject: ”, some companies replace it with “Re: ” or “re: ” (means regarding), and some underline the subject line. The following forms are commonly used: SUBJECT: SALES CONFIRMATION NO. 5678 FOR 300MT OF SOYBEAN OIL Subject: Sales Confirmation NO. 5678 for 300 Metric Tons of Soybean Oil (5) MultiplePage Letter Heading When typing a multiplepage letter, use letterhead for the first page. The following page or pages should have the same quality, size and color as the first page. The multiplepage heading bears the name of the recipient or his/her organization, the page number and the date. The following styles are often used for multiplepage letters: Ms. Katherine BlackPage 2October 9, 2008 Ms. Katherine Black2October 9, 2008 Ms. Katherine Black Page 2 October 6, 2006 (6) Reference Initials Consisting of the signers initials in capitals followed by a slash or a acolon followed by the lowercase initials of the person preparing the letter, this item serves as the reminder of who prepared the letter. It should be placed at the left margin, two or three lines below the signature. When you type your own letter, dont use initials. When the signature block includes the writers name, use only the typists initials. Reference initials are usually given in the form of “authors initials/typists initials”, or “authors initials: typists initials”. RS/sm RS: sm RS: SM (7) Enclosure Notation When there is something enclosed with the letter, type the word Enclosure, or an abbreviation of it（Encl.）in the bottom lefthand, witha double space under the reference initials. If there is more than one enclosure, use a figure indicating the number of enclosures. You can use any of the following styles:Enclosure Encl. Enclosure: 1. Purchase Order No.1234 2. Check No.123 (8) Carbon Copy Notation When you send a copy of the letter to a third person, place anotation directly below the enclosure notation or reference initials. The copy notation is indicated with “C.C.”, or “c.c.” which is a holdover from the days of carbon copies. e.g.: C.C.: Margaret Ruth c.c.: Margaret Ruth (9) Postscript/P. S. If you wish to add something you forget or for emphasis, you may usually add the postscript two lines below the carbon copy notation. Postscript may be preceded by “P. S. ”, but this is not strictly necessary. In business letters, postscript is not commonly used, while in personal letters, it frequently appears. This item is usually used in the informal styles of letters. The adding of a P.S. should, however, be avoided as far as possible, since it can appear as afterthoughts, indicating a lack of planning. But studies show that postscripts are one of the first things people read and remember, especially when it is handwritten. It sometimes serves the purposes as a message that requires emphasis, or as a personal note. Read the following example to see where the different parts go in a business letters. P.S.: You get 5% discount if you book the space by the end of this month. 4. The Formats of a Business Letter There are various ways in which the component parts of a business letter can be laid out on the page. Choice of letter format is a matter of individual taste, but it is better to follow established practice, to which the business world has become accustomed. A good plan to make correct practice habit is to adopt one form of letter format and stick to it. The three main formats are as follows. (1) Blocked Format With this letter style, all letter parts begin at the left margin. Because this style can save the typists time, so it has come to be widely used and preferred now. The specific layout of letter components in this format is as follows: LETTERHEAD Date Addressee Inside Address Salutation Re: Blocked Format This easytotype letter is becoming more and more popular and is widely used in many of todays modern offices. It is a very efficient style because everything begins at the left margins, thereby eliminating the need for tabs. But critics say it looks somewhat crowded and imbalanced. Very truly yours, (Signature) Typed name (2) Semiblocked Format Like blocked format, all letter parts begin at the left margin, except the dateline, complimentary closing, company signature and writers identification, which are set against the righthand margin. They are placed in this position for filing and reference purposes. It is also named as a modified blocked format. The specific layout of letter components in this style is as follows: LETTERHEAD Date Addressee Inside Address Salutation Re: Semiblocked Format Modified block style has traditionally been the most commonly used of all letter styles. The most notable difference between this style and the full block is that the date and complimentary closing start at the center, or slightly to the right of the center. This letter style is appealing to the eye and is very popular. Very truly yours， (Signature) Typed name (3) Indented Format The indented format may follow the same layout as either the blocked or semiblocked formats, but will differ in that each of the paragraphs will be indented by four or five spaces. It is a traditional format, especially in Britain. The specific layout of letter components in this format is as follows: LETTERHEAD Date Addressee Inside Address Salutation Re: Indented Format The distinguishing features of this letter format are that the subject line is indented and all paragraphs are indented too. It is important to remember that two tabs must be set: one for the date and complimentary close and one for the indentation of the subject line and paragraphs. This letter style may use more time to type than the previous two. Very truly yours, (Signature) Typed name 5. The Format of Envelopes The envelope should match the stationery in color and style. Most companies have the return address in the upperleft corner of the envelope, giving the same information as the letterhead. Otherwise you must type or write your return address the same way as you do for the inside address, usually in smaller typeface than the name and address of the receiver. Name and address of the receiver is always singlespaced with all lines aligned on the left, and they should be in all capital letters, with no punctuation at the end of each line. The order in writing the address is from the smallest division to the largest, just opposite to the Chinese custom in writing addresses. The inhouse notation is placed three lines down the return address and is in all capital letters. The stamp is put at the upper right corner of the envelope with mailing notation, if there are any, given in all capital letters below the stamp. The format of the address on the envelope can be in blocked or indented style, but youd better keep the same format with the inside address of the letter. (1) Example 1 (Blocked style)Skyline Farm Machinery Manufacturing Company 56 Fuan Street, Tianjin, China Tel.: 0086222236 5566Stamp PERSONAL MS. DAWN ROBERTS ASIAN FOODPROCESSING CO. LTD. 100 KINGS RD HANOI, VIETNAM BY AIR (2) Example 2 (Indented style)Linda Smith 12 Kings Avenue RECHMNOND Surrey TW6 ISJ BritainStamp MR. GARRY MARSHALL PERSONAL 6345 GLENWOOD DRIVE ALBUQUERQUE, NM 87001 U. S. A. PAR AVION (3) Example 3 (Mixed style)Jack Sill Central Business ConsultantsStamp Hyde Towers Hong Kong，China Dr. Dawei Zhang No.305 Jinhui Building Nanjing Rd. Heping Ward Tianjin, China Notes 1. Essentials of Business Letter Writing 商务信函写作的要求（清晰、简洁、礼貌、体谅、正确、具体和完整） 2. The Basic Components of Business Letters 商务信函的基本组成成分 (1) Letterhead 信头 信头包括公司或集团的名称、地址、电话号码、电传号码、电子邮件地址等。信头一般是印好的。 e.g.: Optical Products Corp. 123 Monmouth Parkway Long Branch, NJ 07784 Tel: 8136881186 Fax: 813688112 Email: swihgo@welorlalor. net. cn (2) Date 日期 日期位于信头的下面，其写法有英、美之分。 e.g.: 21st March, 2003/21 March 2003(英式英语) January 24, 2001/January 24 2001(美式英语) (3) Inside Name and Address 封内名称及地址 封内名称及地址即收信人名称及地址，它与信封上的地址完全相同。封内地址的目的在于方便归档、避免差错等。当信封是开窗信封（window envelope）时，封内地址还可以当作信封上收件人的地址。封内地址一般位于信头下，它主要包括以下几个要素： ① the name of the recipient (收件人姓名) ② the department name (部门名称) ③ company name (公司名称) ④ suite or room number（房间号或门牌号） ⑤ street address (街道名称) ⑥ city（城市名称） ⑦ postcode (邮编) ⑧ state/province and country (送达州/省和国家名称) e.g.: a. Mr. James D. Keats General Sales Manager(Import) W. Brownlaw& Co. P.O. Box 62, Kirkcaldy Fife, Scotland b. Mrs. George Allen The Principal The College of Culture and Language 52 Fruitdale Street Lowa City, IA 552404761 (4) Salutation 称呼 称呼是写信人对收信人的尊称，多以“Dear”开头，一般位于封内地址或指定收信人姓名的下面两行，通常是从左边顶格写起，在后面加上冒号或逗号。 e.g.: ① Dear Sir: /Dear Madam, ② Dear Sirs: / Dear Mesdames: ③ Dear Mr. Smith: /Dear Ms. Alexander: /Dear Mrs. Donovan: /Dear Miss Essiet: ④ Dear Felix Bryan: (5) Body 正文 通常情况下，正文由三部分构成。第一部分是开头语（Opening Sentence），习惯上开头语是写信人将收信人日期、编号、简要内容等作简要叙述，使对方立即知道此信是针对哪封信而写的；如果是首次信函联系，则利用开头语作简单的自我介绍，并扼要表明写此信的意图。开头语一般自成一段。第二部分是正文，也是信的最重要的一部分，表达了写信人的观点、意见、目的、愿望等。正文通常位于称呼下一行或两行位置处，行与行之间保持单倍行距，段与段之间保持双倍行距。最后一部分是结束语（Closing Sentence），用以总结信中所谈及的事项，对收信人提出希望和要求，其位置在正文之后另起一段。 (6) Complimentary Close 结束敬语 与称呼一样，结束敬语是表示写信人对收信人的一种谦称，使信较礼貌地结束。结束敬语位于正文后一行或两行处，首字母需大写，后面加上逗号。结束敬语必须与称呼相匹配，从而反映发信人与收信人的关系。常用的结束敬语如表11所示。 表11常用的结束敬语 最正式的（一般用于对上级的回信）Respectfully, Respectfully yours, Yours respectfully, Very respectfully正式的Yours truly, Very truly yours, Yours faithfully, Faithfully yours普通式的（对方来信时多以名字来称呼）Yours sincerely, Sincerely yours, Very sincerely yours简略式的（表示亲密）Cordially yours, Cordially(7) Signature 签名 签名包括亲笔签名和打印签名，位于结束敬语下方。签名是商务信函中极为重要的部分，因为签名具有一定的法律效力。签名者对信中所叙述的内容承担一定的责任，因而签名要清晰可辨，独具风格。签名可用全签署，如James Adolf；也可用简略签署，即姓名用全称，其余部分则取其第一个字母，如J. Adolf。如果写信人是代表公司，则要将公司的名称打印在签名之前；如果写信人不在场，可让秘书或其他人代签，在姓名前面加上For；如果写信人是女性，则可在签名的后面加上Miss，Mrs.，Ms.等。此外，由于签名往往潦草而不易识别，在签名下面一行必须将签署的姓名打印出来。如果写信人有职位，也应在其姓名下打印出来。 3. Additional Components of Business Letters 商务信函的其他成分 (1) Mailing or Inhouse Notation 邮递方式 邮递方式位于日期下方两行处，且都以大写字母表示。 (2) Reference 编号 编号是便于参考查阅之用的，位于信头下方。它包括卷宗号、部门代码、主办人（寄信人和打字人）姓名的首写字母。 (3) Attention Line 主送，简写为Attn. 当发信人希望直接将此信发给特定的人或部门处理，而且又了解其姓名或部门名称时可以使用主送行，通常在封内地址及称呼之间或在封内地址内且在缩行式正文上方中心处写上收件人或部门。 e.g.: ① Attention: Mr. John P. Rogers, President ② For the attention of Mr. James P. Dahl ③ Attention: Personnel Department ④ Attention of Sales & Marketing Department ⑤ For the attention: Miss Wang Ying (4) Subject Line/Caption 标题或事由 标题或事由概括了信函大意，位于称呼及正文之间，通常在称呼下方两行处，以便引起收信人注意，使其立即知道信件的主旨，也有利于归档查阅。事由要简洁，说明商品的名称、数量、合同号、信用证号等即可。 (5) MultiplePage Letter Heading 多页信的标题 当信函不止一页时，在首页注明信头，其后的各页纸张应该同第一页具有相同的质量、大小和颜色。多页信的标题应具有收信人名称或其所在机构、页码和日期。 (6) Reference Initials 主办人代号 主办人代号位于左边，签名下面空两行或三行处，作用是便于双方了解关于某事的主办人和打印此信人的姓名。 (7) Enclosure Notation 附件 附件位于主办人代号下面空两行处。如果附件不止一件，应注明2 Encls.或3 Encls.等，或详细列明具体的附件。 e.g.: Encl.: 1 quality certificate（一份质量证明） 2 commercial invoices （两张商业发票） 1 B/L （一张海运提单） 1 packing list（一张装箱单） (8) Carbon Copy Notation 抄送 如果写信人将此信抄送给其他个人或团体，同时让收信人知道此信抄送给哪些人或团体，那么就在信末左下角注明“C.C.或c.c.”字样，随后写上有关人员或团体的名字。如果副本寄给两个或两个以上的人，就按姓名的字母顺序来排列。 e.g.: ① C.C.: Peter D. Schaeffer ② c.c.: Group Personnel and Training Manager, BHL The Senior Training Office, BHL bcc的意思是“密抄送”。当发信人不希望其他人了解或某人过目某事时，可以使用bcc密抄送某人。抄送直接位于附件或主办人代号下方。 (9) Postscript/P.S. 附言 若写信人在信中忘了某事而又想补充时，常常在P.S.后加上想补充的内容，放在抄送下方空两行处。如： P.S.The sample will be forwarded under separate cover next Friday. 在商务信函中，一般不用附言；但在私人信函中，会较为频繁地使用。尽管附言能够起到强调的效果，但是在较为正式的商务信函中应尽量避免使用附言，因为附言的使用只能暴露写信人办事不够周密。 4. Formats of a Business Letter 商务书信的格式 商务信函有不同的格式，选用什么样的格式因人而异。不过有些公司的所有信函都采取同一格式，以体现公司的独特风格。常见的格式有以下三种： (1) Blocked format 平头式或全齐头式 在平头式（全齐头式）商务信函中，所有信行都是从左边界开始，并且整封信中均无行首缩格。这种格式简单，易于打印，是商务信函中最常用的格式。 (2) Semiblocked format 半齐头式 在半齐头式商务信函中，日期、信尾敬语和签名是从纸张中线偏右处开始打印的，其他的要素均从左边界开始。这是一种比较保守的格式。 (3) Indented format 缩行式 在缩行式商务信函中，信的正文的每一行通常都要缩进4～5个空格，其他要素的位置与半齐头式的位置相同。 Letter Samples〖*3〗1Dear Sirs， We understand from our trade contacts 1 that your company has reestablished 2 itself in Beirut and is once again trading successfully in your region3. We would like to extend our congratulations and offer our very best wishes for your continued success. Before the war in Lebanon, our companies were involved in a large volume of trade in our textiles4. We see from our records that you were among our best ten customers. We very much hope that we can resume5our mutually beneficial relationship now that peace has returned to Lebanon. Since we last traded, our lines6 have changed beyond recognition7. While they reflect current European tastes in fabrics8, some of our designs are specifically targeted at 9 the Middle Eastern market. As an initial 10 step, I enclose our illustrated catalogue for you. Should you wish to receive samples for closer inspection11, we will be very happy to forward 12 them. We look forward to hearing from you. Yours, Lucy Notes (1) contactv./n. 往来，联络 She is not successful in her career, so she is not willing to contact her classmate. 她在事业上不成功，因此她不愿意和同学联络。 (2) reestablishv. 重建,复兴,恢复 After the hurricane, they make great efforts to reestablish their homestead. 飓风过后，他们努力重建家园。 (3) regionn. 地区 In the Northern region of America, people seem to have less time relaxing and enjoying themselves than those in Southern part. 美国的北方人看起来比南方人休闲娱乐的时间少。 (4) textilen. 纺织品 She is the chief executive officer of textile company in Guangzhou. 她是广州纺织公司的主席执行总监。 (5) resumevt. 重新开始 After quarrelling, the couple resume their relationship with the help of friends. 争吵以后，这对夫妇在朋友的帮助下重新开始了他们的关系。 (6) linesn. 行业 The product in our lines is very popular among people aged between 30 and 40. 我们行业的产品在30～40岁的中年人中很受欢迎。 (7) beyond recognition 完全改了模样，面目全非 The street and building have changed beyond recognition and we will have to find the memory of our childhood from photos. 街道和建筑都完全改了模样，我们只有从照片中寻找童年的回忆了。(8) fabricsn. 纤维织物 Acrylic fabrics are washable. 丙烯酸纤维织物耐洗。 (9) target at 瞄准，针对……客户 Our product is targeted at teenagers. 我们的产品针对青少年。 (10) initialadj. 最初的 After the initial success, the football players began to feel tired. 最初的成功以后，足球队员们开始感到疲倦。 (11) inspectionn. 视察，检查 The policeman gives the room a thorough inspection after arresting the man. 逮捕了那个人以后，警察把屋子彻底检查了一遍。 (12) forwardv. 转交，发送 We have forwarded you our new catalogue yesterday. 我们昨天已经把我们的新目录寄给你了。 2 Dear Sirs, Thank you for your enquiry 1of 15 September. We are pleased to hear that you are interested in our products. We are sending you a copy of our latest catalogues2 under separate cover3, together with samples of some of the skins we regularly use in the manufacture of our products. I regret to say that we cannot send you the full range of samples. You can be assured4, however, that such skins as crocodile and ostrich5, not included in the swatch, are of the same high quality. Mrs. Li, our European sales manager, will be in the UK next month and will be pleased to call in you6. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship7 still appeal to the most discriminating8 buyer. We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrates9 in our catalogue and are of the same high quality as our handbags. Mrs. Smith will be able to show you examples when she calls. We look forward to receiving an order from you. Yours faithfully, Mary Notes (1) enquiryn. 询盘 With respect to your enquiry, I enclose an explanatory leaflet.