第四章 商务信函的翻译

1. 第四章 商务信函的翻译

2. 第一节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

3. 第二节 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 • 2.2.1 建立业务关系 • 2.2.2 报盘和还盘 • 2.2.3国际支付 • 2.2.4 续订和谢绝续订 • 2.2.5 修改、催开、及展延信用证 • 2.2.6 装船 • 2.2.7 保险

4. 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，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

5. 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)

6. 可选部分有： • 8. 事由栏(The subject Heading Or Caption) • 9. 经办人(Attention Line) • 10. 附件(The Enclosure) 简写Encl. or Enc. • 11. 抄送(Carbon Copy)简写C.C. • 12. 再启(The Postscript) 简写P.S.

7. 举例说明如下： • (1) China National Light Industrial Products • Import & Export Corporation • 82 Dong An Men Street • Beijing, China • (2) January 30, 2006 • Our Ref. No • Your Ref. No • (3) The Pakistan Trading Company • 15 Broad Street • Karachi, Pakistan • (4) Gentlemen:

8. (8) Re: Chinese Light Industrial Products • (5) We thank you for your letter of January 10 and shall be glad to enter into business relations with your firm. • 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.

9. (6) Yours faithfully, • CHINA NATIONAL LIGHT INDUSTRIAL • PRODUCTS IMPORT & EXPORT CORP. • (7) (Signed)… • (10) Encl.

10. 1.2 涉外商务信函的语篇特征 • 商务信函通常具备以下七个特点，简称为7 C’s • 完整(completeness) • 具体(concreteness) • 清晰(clarity) • 简洁(conciseness) • 礼貌(courtesy) • 体谅(consideration) • 正确(correctness)

11. 1.3 商务信函的文体特点 • A. 词汇使用特点 • （1）用词规范正式 • （2） 表意准确、专业性强 • （3）用语朴素、淡于修饰 • B．语法使用特点 • （1）句子类型较多使用陈述句 • （2）状语位置独特

12. 第二节 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 • 如下列句子的翻译： • 1）The duplicate shipping documents including bill of lading, invoice, packinglist and inspection certification were airmailed to you today. • 包括提单、发票、装箱单和检验证书在内的装运单证副本今日已航邮贵处。

13. 2）Please be informed that, on account of the fluctuations of foreign exchanges the quotationis subject to change without previous notice. • 兹告知贵处，由于外汇的波动，报价随时可能改变，不另行通知。

14. 3）Full information as to prices, quality, quantity available and other relative particulars would be appreciated. • 请详告价格、质量、可供数量和其他有关情况。 • 4）We are looking forward to a favorable reply. • 静候贵方佳音。 • 5）Would you let us know what your terms of payment are? • 能否告知贵方付款条件？

15. 6）We should be grateful/ pleased if you would give us further details of Chinese leather shoes. • 如能告知中国皮鞋的详情，将不胜感激。 • 7）Please inform us how soon you can make delivery? • 请告知何时能交货。

16. 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. • 译文：请用美元报上海港到岸价，包括我方5%的佣金。 • 2. The decision made by the Arbitration Commission shall be regarded as final and binding on both parties. • 译文：仲裁委员会所作的决定应视为终局。

17. 2.2 商务信函翻译分类实践 • 2.2.1 建立业务关系 • 这种信是发给从未有过业务往来，而希望与其建立业务联系的潜在顾客的。业务关系的建立是交易开始和发展的基础，外贸公司要保持或扩大业务就需要广泛的业务关系。 • 写信人通过某种渠道获得所期望的收信人的公司名和地址以后，就可以开始向有关方面发函或寄送通函。这类业务信就是发函，也可称为“首次征询”。

18. 一般说来，这类信函首先要告知收信人他的行名是如何被得悉的。一般说来，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。

19. 就建立业务关系来说，信函一般内容如下： • 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

20. B．建立业务关系的信函常用的句型，短语及词汇： • 获释名址： • 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

21. 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.

22. 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。

23. 卖方的Offer称为Selling Offer, Offer to sell。 • 买方的Offer,称为Buying Offer, Offer to buy 或Bid。

24. 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。

25. 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. 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.

26. 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.

27. 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,

28. 译文： • 敬启者： • 兹确认收到贵方9月2号E-mail，要求我们报花生和核桃仁两货CIF哥本哈根实盘。今晨我们回E-mail报手拣去壳不分级山东华生250公吨，CIF哥本哈根或其他某欧洲主要口岸价每公吨人民币4，800元，10、11月装运。此确盘一周内复到有效，我们愿指出，这是我们能报的最好价，故对贵方的任何还盘均不能考虑。

29. 关于核桃仁，我们目前仅有的少数几笔货已向别处报盘。但是，贵方若能给一个合适的（或可接受的）递盘，有可能购得此货。关于核桃仁，我们目前仅有的少数几笔货已向别处报盘。但是，贵方若能给一个合适的（或可接受的）递盘，有可能购得此货。 • 谅贵方知悉近来上述两商品的需求甚殷，结果只能导致价格上涨。但是，如贵方立即答复，贵方可以得到这方面的好处。 • 谨上

30. Counter 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. • 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.

31. 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. • 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,

32. 译文： • 敬启者： • 事由：花生和核桃仁 • 感谢贵方9月3日E-mail，报给我方手拣去壳不分级山东华生250公吨CIF欧洲主要口岸价每公吨人民币4，800元。 • 兹回复，贵方价格实在太高，做不开，甚憾。近来美国花生CIF欧洲主要口岸价每公吨人民币1，700元，且供应量很大，可以随便购买，特告知。在此情况下，贵方有必要将价格降到与上述相接近的水平并10月装运，否则，实难达成交易。 • 至于核桃仁，我方递价CIF欧洲主要口岸价每公吨人民币12，500元。如果贵方接受，请即告确认，并告知船期和包装情况。 • 殷盼佳音。 • 谨上

33. 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) • 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。

34. 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。 • 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。

35. 关于信用证的常用词组： • 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

36. 常见例句： • For payment, please arrange for an irrevocable letter of credit, valid until June 30, to be opened in our favour with the ABC Bank. • 关于付款，请安排由ABC银行开立以我方为受益人，有效期至6月30日截止的不可撤销的信用证。 • Payment should be made under an irrevocable letter of credit which is to be opened in our favour within a week after the date of your order. • 付款条件，在你方定货后一个星期内开立以我方为受益人的，不可撤销的信用证。

37. As the amount in our Order No. …. does not exceed $1000 and the opening of an L/C will involve a lot of expenses, please accept D/P for payment. • 译文：我们第XXX号订单的金额没有超过1000美元，请同意以D/P方式支付，因开立信用证会给我们带来许多花费。

38. 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。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

39. 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 Renminbi at the conversion rate then prevailing. If the amount exceeds that figure, payment by Letter of Credit will be required.

40. 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,

41. 2.2.4 续订和谢绝续订 • A. Repeat Order续订信包括3个要点： • (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： • Dear Sirs, • Contract No 78 PG O17 • Tiantan Brand Men’s Shirts

42. 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.

43. 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,

44. 译文： • 敬启者： • 78P G O 17号合同 • 天坛牌男衬衫 • 我方已经收到由“东风”轮运来的标题货物，并很高兴通知你们我们对该货很满意。我们深信我方能在本地市场销售更多的数量，故希望向贵方续订同样式样和尺码的衬衫1000打。因我方急需此货，如可能，请及早安排装运这批续订货。 • 如上述货物无存货，如承告可立即装运的库存的规格等细节，我们将不胜感激。 • 谨上

45. 2.2.5 修改、催开、及展延信用证 • A.修改信用证 • 出口人的交单必须与信用证规定完全一致。 • 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。 • 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。

46. 在实际业务中，出口人收到的国外来证经常与合同不符。在实际业务中，出口人收到的国外来证经常与合同不符。 • 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。

47. 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. 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.

48. 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,

49. 敬启者： • 由也门建设和发展银行开立的，有关16，000打弹力尼龙袜，金额计43，720美元的第1377/348/75号信用证收到。经详阅，发现该信用证不允许转船和分批装运。 • 由于开往你港的直达轮稀少，我们常常（一多半）必须经由香港转运。至于分批装运，倘若将我们手头已有的货物立即装运，而不是等整批货齐备了再装运，这对双方都有好处的。为此，我们今日下午去电，要求将信用证修改为：“允许转船和分批装运” • 由于货物包装就绪待装，务请立即以电报修改信用证为荷。 • 谨上

50. 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。