BEC商務(wù)信函的書寫規(guī)則.docVIP

商務(wù)信函的書寫規(guī)則（一）寫信的原則（Writing Principles）已從原來的3（Conciseness, Clearness, Courtesy）發(fā)展到目前的個(gè)： Completeness, Clearness, Concreteness, Conciseness, Correctness, Courtesy,Consideration) 實(shí)例 Dear Sirs, Copper WireWith reference to your letter of April 9, we are pleased to accept your offer of 100 tons of Copper Wire as per your Offer Sheet No.8/070/02B. Please go ahead and apply for your Export License. As soon as we are informed of the number of the Export License we will open the L/C by cable.(信的本文漢譯)：關(guān)于你們四月九日涵，我們高興地接受你們第號(hào)報(bào)盤單所報(bào)噸紫色銅絲。請(qǐng)著手辦理申請(qǐng)出口許可證。一經(jīng)接到出口許可證號(hào)碼的通知，當(dāng)即電開信用證。要求書信的完整，理由有三： 一封完整的書信比一封不完整的書信，有更大的可能性帶來預(yù)期的效果； 一封完整的書信，有助于建立和表達(dá)友善關(guān)系； 一封完整的書信，可以避免由于遺漏重要情況（情報(bào)）所導(dǎo)致的訴訟（Lawsuit）； 有時(shí)，某些不顯眼的書信或文件，由于所提供的情況完整而又生動(dòng)有力（Complete and Effective）而成為極為重要的文件。 一封信寫得是否完整，建議用五個(gè)來檢驗(yàn)，既： Who, What, Where, When 及Why(包括How) 例如:在定貨的信中，必須明確說明 需要什么商品(What you want) 何時(shí)需要 (When you need the goods) 貨物發(fā)到何地何人收(to Whom and Where the goods to be sent) 如何付款(How payment will be made) 如對(duì)對(duì)方的要求作出否定的答復(fù)時(shí)（如不能報(bào)盤，不能理賠等）應(yīng)說明理由 為什么(Why) Clearness(清楚) （一）避免使用可能產(chǎn)生不同理解或意義不明確的詞匯 例一 As to the steamers sailing from Hongkong to San Francisco, we have bimonthly direct services. (從香港到舊金山有直達(dá)船，)但是bimonthly 究竟是一個(gè)月兩次即半月一次呢，還是兩個(gè)月一次？不明確。因此，最好清楚明白地說明一個(gè)月兩次還是兩個(gè)月一次： （a） We have two direct sailings every month from Hongkong to San Francisco.（每月兩次直達(dá)船） （b） We have semimonthly direct sailing from Hongkong to San Francisco.（每半月一次直達(dá)船） （c） We have a direct sailing from Hongkong to San Francisco every two month.（每?jī)蓚€(gè)月一次直達(dá)船） （二）注意修飾詞的位置，有時(shí)修飾詞的位置不同，會(huì)導(dǎo)致不同的含意如： a) Please let us know what you wish us to do about this matter as soon as possible; b) Please let us know as soon as possible what you wish us to do about this matter. 以上兩句中的修飾的內(nèi)容不同： a) 你們要求我們盡快做些什么。 b) 請(qǐng)盡快告訴我們。 所以 a) 可譯成請(qǐng)告你們要我們?yōu)榇吮M快做些什么； b) 可譯為請(qǐng)盡快告知，你們要我們?yōu)榇耸伦鲂┦裁础?（三） 注意代名詞，關(guān)系代詞和先行詞的關(guān)系按照英語(yǔ)習(xí)慣，句子中的代名詞和關(guān)系代詞一般是指離得最近的名詞，因此要特別注意，以免引起誤解或不清楚。 例句： 不好： They informed Messrs.John & Smith that they would receive an answer in a few days. 較好： They informed Messrs. John & Smith that latter would receive an answer in a few days. (四)注意前后一致和緊湊，連貫 不一致：Being a certified public accountant, I am sure you can help us. 一致： Being a certified public accountant, you can surely help us. or; As you are a certified public accountant, I am sure you can help us.商務(wù)信函的書寫規(guī)則（二）五）仔細(xì)和恰當(dāng)?shù)胤侄温洌≒aragraphing）商業(yè)書信要寫得使人一讀就明白，因此必須按照內(nèi)容仔細(xì)和恰當(dāng)?shù)姆侄温洌话愕姆侄温湓瓌t是一個(gè)段落一個(gè)意思（A paragraph for each point is a good general rule.）. 現(xiàn)舉例說明： Dear Sirs, It is reported in a domestic newspaper that the Iranian Central Bank has instructed the commercial banks to suspend their business of opening a new letter of credit as from the 3rd May for financial reason of foreign currency. Although it is said that this arrangement would be a temporary one and with establishment of new import policy this emergency arrangement would be lifted, we are much concerned about the outcome of this movement toward restriction of import to Iran and shall be obliged if you will kindly keep us well advised of development of this new arrangement especially in connection with import from France. Yours faithfully, 以上這封信只有一段，供兩句。第一句39字，第二句66句。 讀后雖然能基本了解其內(nèi)容， 但讀起來很舒服。信的內(nèi)容大體有三點(diǎn)： 伊朗中央銀行因外匯原因，通知個(gè)商業(yè)銀行從五月三日起停止開立信用證； 這臨時(shí)措施，新的進(jìn)口政策一訂，這個(gè)措施可能取消； 希望對(duì)方隨時(shí)告之有關(guān)情況。 按照這三點(diǎn)，適當(dāng)?shù)胤址侄温?，把信重新改寫一下，可能讀起來比原來的清楚易懂： Dear Sirs, It is reported in a vernacular newspaper that the Iranian Central Bank has instructed the commercial banks to suspend their issuing new Letters of Credit as from the 3rd May because of its decreasing foreign currency funds. Furthermore it is said that the suspension seems a temporary one and will be released with establishment if a new import policy. We are much concerned, however, about the outcome of this movement toward restriction of import to Iran. We, therefore, shall be obliged if you will keep us well informed of development of this new state of affairs, especially in connection with imports from France. Yours faithfully, Completeness 實(shí)例解說： Cellulose Tape 1/2x 3yds, with plastic dispenser 700 doz./-ditto-but 1/2 x 5 yds, 1,000doz. 這是出口商接到的一份定單中有關(guān)商品品名，規(guī)格和數(shù)量的內(nèi)容。中文意思是： 纖維素帶（幅）寬半英寸，長(zhǎng)碼，帶塑料包裝容器，打；同上，但（幅）寬寬半英寸，長(zhǎng)碼，打。 主要問題是后半句不清楚。 ditto在這里表示前面提到的商品名稱纖維素帶，但不能包括帶塑料包裝容器，因此，幅寬半英寸長(zhǎng)碼的纖維素帶是否有塑料包裝容器沒有說清楚，不完整。 所以最好改成： Cellulose Tape 1/2x 3yds, with plastic dispenser 700 doz. Cellulose Tape 1/2 x 5yds，with plastic dispenser 1000 doz. 這樣即完正，又清楚明確，不會(huì)引起誤解。商務(wù)信函的書寫規(guī)則（三）Correctness（正確） 商業(yè)書信必須寫得正確，因?yàn)樗婕暗劫I賣雙方的權(quán)利，義務(wù)，厲害關(guān)系，是各種商業(yè)單據(jù)（如合同）的根據(jù)。 廣義的說，商業(yè)書信的正確性表現(xiàn)在： （一） 運(yùn)用正確的語(yǔ)言水平 （二） 敘述得正確 （三） 數(shù)字要正確 （四） 正確理解和運(yùn)用商業(yè)術(shù)語(yǔ) （五） 合適的寫作技巧或方法，以及正確運(yùn)用其他的六個(gè)。 一正確的語(yǔ)言水平 （） 正式的和非正式的語(yǔ)言水平所用詞匯比較formal informal terminate domicile deem transpire conflagration edifice endeavor obtain; procure peruse remunerate utilize subsequent ascertain contingent upon anticipate interrogate end home think(or: believe) happen fire building try get read or study pay use next or following find out depending on expect ask （） 正式的和非正式的語(yǔ)言比較 formal informal Will attain the age of 18 years. Will be 18 years old Render us more detail We will institute a mail search Send us more information We will ask the post office to send out a tracer. We thank you in anticipation of this courtesy and assure you that it will be a pleasure to serve you in a similar manner We shall appreciate your helping us. Let us know when we can return the favor. Inform me of your intentions as to the liquidation of this balance Let me know when you can settle this account. Give consideration to a plan. Consider a plan This plan will effect a saving of $10,000. This plan will save $10,000. To effect certain modifications in a procedure contingent upon the concurrence of management To make certain changes if management agrees. The conclusions ascertaind from a perusal of the pertinent data is that a lucrative market exists for the product in this vicinity. The data studied show that the product is in good demand in this area. （） 避免使用不標(biāo)準(zhǔn)的語(yǔ)言水平不要說應(yīng)該說 aint hadnt ought irregardless nohow in regard to cant hardly between you and I where at isnt, arent shoudnt regardless anyway regarding can hardly between you and me where 下列是用一內(nèi)容三種不同語(yǔ)言水平的比較參考： Formal: Although Item 12 is enumerated in the report, the writer has ascertained that it is currently not in the organizations inventory or in the writers possession. Informal: Although Item 12 is listed in the report, its not in our stock now and I dont have it either. Standard: Irregardless of the report that item aint on our shelves now, and I havent got it either. 二 敘述得正確商業(yè)書信的內(nèi)容要敘述得正確，既不要說得不夠(Understatement)，更不要說得過頭(Overstatement)。 例一 This stove is absolutely the best (or: the very best) on the market. (這種爐子是市場(chǎng)上絕對(duì)最好的爐子。)這句話是用來介紹商品的，但沒有具體介紹商品的性能，而是抽象地?cái)喽ㄟ@種爐子是市場(chǎng)上最好的。這樣介紹商品，不但不能達(dá)到推銷的目的，反而使人對(duì)寫信人有賣狗皮膏藥的感覺。 改寫Our model A195 is designed on modern lines and gives, without any increase in fuel consumption, 25% more heat than the older models. So you will agree that it is the outstanding stove for economy of fuel. (我們的型爐子是按近代樣式設(shè)計(jì)的，在不增加燃料消耗的情況下，比其他各種舊式爐子溫度高。所以，你會(huì)同意，這是優(yōu)良的節(jié)約燃料的爐子。) 三 字要正確.做對(duì)外貿(mào)易離不開數(shù)字。對(duì)商業(yè)書信中的數(shù)字的正確性要特別加以注意，有時(shí)失之毫厘，差之千里。甚至引起不同的理解。 （a）以上，以下，以前，以后，從。到。等的表達(dá)法 $2 or (and) above(over) 二美元和二美元以上 60dozen or (and) up (upward, upwards)不少于羅的定單 5% up to 10% inclusive商務(wù)信函的書寫規(guī)則（四）四 理解和運(yùn)用商業(yè)術(shù)語(yǔ) 一般常用的商業(yè)用語(yǔ)用字簡(jiǎn)潔，意義明確，使用得好，工作進(jìn)行得順利，使用得不好，就會(huì)引起混亂，誤解，甚至產(chǎn)生不必要的糾紛，如： You ask very short delivery for your order.寫信的人原意是說你們要求趕快交你們的定貨?？墒莝hort delivery不是快點(diǎn)交貨的意思，而是短交的意思，這就用錯(cuò)了商業(yè)術(shù)語(yǔ)。因此，應(yīng)該說： Your require quick(prompt) delivery of your order. 五 合適的寫作技巧或方法，以及正確運(yùn)用其他的六個(gè) (1) 非英語(yǔ)國(guó)家的人學(xué)英語(yǔ)中普遍的弱點(diǎn)之一是不能正確地拼寫（spelling）每一個(gè)英文字。拼寫正確與否是一個(gè)很重要的問題。有時(shí)，一不小心，拼寫錯(cuò)了，會(huì)誤大事或出笑話。 你想買靴子，英文應(yīng)該是BOOTS，要是拼寫成BOATS就變成你想買船了。怎樣才能正確地拼寫？最好的辦法是讀得仔細(xì)，注意每個(gè)字的正確拼法及字母排列。要注意 音節(jié)(syllables) 字根(roots) 前綴(prefixes) 后綴(suffixes)有人就此寫了首打油詩(shī)做了個(gè)總結(jié) I before E Except after C Or when sounded as A As in neighbor or weigh.其基本意思是說除了在字母C之后或是發(fā)音是ei 之外，通常是I在E之前?，F(xiàn)舉例說明： (a) ie 發(fā)音i: achieve， grieve， retrieve believe， niece， shield brief， piece， shriek chief， pier， siege field， pierce， thief fiend， relieve， wield fierce， reprieve， yield (b) ei 發(fā)音i: ceiling, conceive, deceive, perceive, receive (c) ei 發(fā)音ei feint, obeisance, sleigh freight, reign, veil inveigh, rein, weigh neighbor, skein, weight 例外： either, fiery, foreign, friend, heifer, height, inveigle, leisure, seize, sovereign, weird. 又如以ceed, cede,和sede結(jié)尾的動(dòng)詞中，只有三個(gè)普通的動(dòng)詞以ceed結(jié)尾，即：exceed,proceed 和succeed結(jié)尾的，如： acced, concede, intercede, precede, recede. 名詞的復(fù)數(shù)形式也得注意，否則也要出錯(cuò)。不過如何把名詞的單數(shù)變成復(fù)數(shù)還是有規(guī)律的。 （a） 絕大部分的名詞從單數(shù)變?yōu)閺?fù)數(shù)時(shí)，只要在詞尾加個(gè)就行了。如： hat, hats; acrobat, acrobats; banana, bananas. （b） 單數(shù)名詞的字尾是s, ch, x或z的復(fù)數(shù)，通常是加es, 如：mass, masses; patch, patches; tax, taxes; buzz, buzzes. （c） 以y結(jié)尾的y前是輔音字母的單數(shù)名詞變復(fù)數(shù)時(shí)，把y去掉改為I再加es，如：city, cities； community, communities. （d） 以y結(jié)尾的y前是元音字母的單數(shù)名詞變復(fù)數(shù)時(shí)，只要在字尾加s, 如：money, moneys. （e） 以o結(jié)尾的而o前是元音字母的單數(shù)名詞，在字尾加s就變?yōu)閺?fù)數(shù)，如：radio, radios. （f） 以o結(jié)尾的而o前是輔音字母的單數(shù)名詞變成復(fù)數(shù)時(shí)，應(yīng)加es, 如： buffaloes, calicoes, cargoes, dominoes, echoes, embargoes, heroes, jingoes, mosquitoes, mottoes (mottos), mulattoes, potatoes, tomatoes, tornadoes, torpedoes, volcanoes. 但有例外如： banjos, bolos, cantos, contraltos, dynamos, gigolos, octaves, pianos, quartos, silos, solos, sopranos, zeros. （g） 絕大多數(shù)以f結(jié)尾的名詞，從單數(shù)變?yōu)閺?fù)數(shù)時(shí)，把f換成v再加上es，如：half, halves, scarf, scarves(or : scarfs) ; self, selves ; sheaf, sheaves ; thief, thieves ; wolf, wolves. 但有例外如： beliefs, chiefs, dwarfs, griefs, handkerchiefs, hoofs, mischiefs, roofs, staffs （h） 專有名詞一般在字尾加s，構(gòu)成復(fù)數(shù)，但以ch, s, x或z結(jié)尾的專有名詞，則要加es如： the Kellys, the six Marys, the Finleys, the Harrises, the Foxes, the Heinzes. ( i ) 字母，數(shù)字，記號(hào)或其他作這種用途的字的復(fù)數(shù)形式是在字尾加s，如：three ms; two 2s; ifs and ands. ( j )某些外來字還保留其原來的復(fù)數(shù)形式： agendum-agenda focus-foci alumna-alumnae locus-loci alumnus-alumni hypothesis-hypotheses analysis-analyses larva-larvae axis-axes parenthesis-parenteses bacterium-bacteria phenomenon-phenomena basis-basesradius-radii chassis-chassisstratum-strata crisis-crises tableau-tableaux datum-data thesis-theses 復(fù)合名詞的復(fù)數(shù)通常是其中的主要字用復(fù)數(shù)形式，如： fathers-in-law; hangers-on; passers-by; by-standers; solicitors general; attorneys general(or: attorney generals); major generals; Knights Templar. 但也有都用復(fù)數(shù)形式的，如： nanservant, menservants; woman-servant, women-servants 以上例子說明，英語(yǔ)的拼寫是有一定規(guī)律的，只是多加注意，便可以逐漸掌握其規(guī)律。但是，任何規(guī)律都有其相對(duì)的例外，這就需要特別下工夫。商務(wù)信函的書寫規(guī)則（五）() 正確使用大寫（Capital Letter） 一般在每一句，每一個(gè)直接引語(yǔ)，每一行詩(shī)的第一個(gè)字要大寫，人的稱呼或頭銜，書名等要大寫，專有名詞要大寫，月名，星期幾要大寫，代詞要大寫。這是使用英語(yǔ)必須具備的起碼的知識(shí)。因此，大寫使用的正確與否，也是英語(yǔ)水平問題。除了上述一般大寫規(guī)律以外，在商業(yè)書信英語(yǔ)中的大寫，還有其本身的特點(diǎn)，現(xiàn)說明于下： （）North, South, East, West 這四個(gè)字作為一般方向用時(shí)小寫，但是當(dāng)它們作為一個(gè)地理概念表示北方地區(qū)，南方地區(qū)，東方地區(qū)，西方地區(qū)，或?qū)Ｓ械牡孛?lián)用時(shí)，就必須大寫。 例Cotton is the principal crop in the South; it is also grown extensively in the Southwest and in the Sou thern California (棉花是南部各州的重要作物，西南各州和加利福尼亞南部也廣泛種植。) （）商品名稱從語(yǔ)法上講，一般的商品名稱（非專有名詞）沒有必要大寫。在商業(yè)書信中為了強(qiáng)調(diào)（）或要促使對(duì)方注意，商品名稱常常大寫。 例We have seen your advertisement in the Textile World and should be glad if you would send us patterns of Ladies Woolens with your best terms. (我們看到你們?cè)诳椢锝珉s志上的廣告，請(qǐng)寄婦女用毛織物樣本并告最優(yōu)惠的價(jià)格條件。) （）文件名稱 例we have quoted our best terms on the enclosed Price List. （我們已隨函寄送價(jià)目表報(bào)最優(yōu)惠價(jià)格條件。） ( D ) 公司，團(tuán)體，城市名稱省略時(shí)大寫 例The Company will pay you $100 annuity. 該公司將付給你年金美圓。 （）職務(wù)名稱 例There is enclosed a letter from Mr. H.A.Anderson, President, National City Bank of New York. (同函俯上花旗銀行行長(zhǎng)安得遜先生所寫書信一封。) （）船名 例We have shipped the goods by the m.v.London Maru of OSK. （貨已由大阪輪船公司的倫敦丸輪裝運(yùn)。）Conciseness（簡(jiǎn)潔） 簡(jiǎn)潔是有客觀標(biāo)準(zhǔn)的。雖然西方國(guó)家的作者之間在怎樣用詞才算簡(jiǎn)潔方面還是有爭(zhēng)論的，不過他們的一些看法還是有一定參考價(jià)值的。 怎樣才能使商業(yè)書信簡(jiǎn)潔？ 西方國(guó)家作者有很多建議，先介紹如下： （一） 避免使用陳舊的商業(yè)術(shù)語(yǔ) 陳舊的與傳統(tǒng)的商業(yè)術(shù)語(yǔ)（Commercial jargon）對(duì)信的內(nèi)容沒有什么作用，應(yīng)該避免使用。 例一： Wordy: We wish to acknowledge receipt of your letter of November 14 with the check for Stg.10 enclosed and wish to thank you for same. Concise: We appreciate your letter of November 14 and the check for Stg. 10 you sent with it. 例二： Wordy: We take liberty to approach you with the request that you would be kind enough to introduce to us some exporters of cotton textiles in your cities. Would you please introduce to us some exporters of cotton textiles in your city? Concise: (a) Please introduce to us some exporters of cotton textiles in your city. (b)Would you please introduce to us some exporters of cotton textiles in your city. （注：此類簡(jiǎn)潔的表達(dá)方式很多。） （二） 要長(zhǎng)話短說，避免羅嗦 通常商業(yè)人士每天需要閱讀大量的書信，對(duì)開門見山，長(zhǎng)話短說，直接切題的信特別歡迎。因此， 寫信要力求長(zhǎng)話短說，例如：不要寫 應(yīng)寫作 Please see that an enquiry is conducted to determine the reason. Please find out the reason. We express our regret at being unable to fulfill your order on this occasion. We are sorry we cannot meet your present order. 要使用簡(jiǎn)潔的語(yǔ)言，有可能的話， 盡量使用單詞來代替某些嬌柔做作的短語(yǔ)。刪去不必要的形容詞，如下列句子中的形容詞或副詞刪去后并不影響句子的原意： The proposal is under (active) consideration. The answer is (definitely) correct. I would (rather) think the fare is too high. The (true) facts are as stated （三） 要注意每句句子的長(zhǎng)短 例如：We would like to know whether you would allow us to extend the time of shipment for twenty days, and if you would be so kind as to allow us to do so, kindly give us your reply by cable without delay. 這句話過分客氣，使句子過長(zhǎng)而不清楚。內(nèi)容要求對(duì)方同意延期交貨20天，一般情況下，應(yīng)盡可能提出延期到那一天的具體日期。這句話可壓縮為：Please reply by telegram immediately if you will allow us to delay the shipment until April 21.(如同意我們把交貨延期到四月二十一日，請(qǐng)電復(fù)。) 有的作者為了使人們記住避免使用陳舊的商業(yè)術(shù)語(yǔ)，專門選擇了一些他認(rèn)為陳舊的商業(yè)術(shù)語(yǔ)搞成一首詩(shī)： We beg to advise and wish to state That yours has arrived of recent date. We have it before us, its contents noted; Herewith enclosed are the prices we quoted. Attached please find, as per your request, The data you wanted; and not let us suggest Your order be sent, and not held unduly, We beg to remain, yours most truly.轉(zhuǎn)商務(wù)信函的書寫規(guī)則（六）Courtesy（禮貌） COURTESY譯成禮貌。但是根據(jù)西方國(guó)家函電書籍作者普遍的看法，所謂COURTESY是客氣而又體諒人的意思。有的作者還把COURTESY和POLITENESS這兩個(gè)同義詞做了比較，認(rèn)為：POLITENESS的客氣只是表現(xiàn)在文章的語(yǔ)句上，而COURTESY則表現(xiàn)在對(duì)對(duì)方的體諒，例如： POLITE a) We have received with many thanks your letter of Oct.7, and we take the pleasure of sending you latest catalog. We wish to draw your attention to a special offer, which we have made in it. COURTESY b) you will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of Oct. 7. 不要寫 建議寫 You ought to Perhaps you could Your letter is not clear at all; I cant understand it. If I understand your letter correctly. Obviously, if youd read your policy carefully, Youd be able to answer these questions yourself. Sometimes policy wording is a little hard to understand glad to clear up these questions for you. 怎樣通過各種語(yǔ)言形式來表達(dá)COURTESY呢？ 這樣的形式很多，現(xiàn)在提供一些常見的供參考： （一） 把命令變成請(qǐng)求的常用形式： Please, Will you., Will you please.,如： a) Will you give us more detailed information on your requirement? b) Will you please (kindly) let us hear from you on these two points? （二） 虛擬式（Past Subjunctive From）如： a) Would you compare our sample with the goods of other firms? b) We would ask you to ship the goods by the first available vessel. c) We wish you would let us have your reply soon. d) This would seem to confirm our opinion. e) We should be grateful if you would help us with your suggestion. f) We think if advisable that you should accept this offer at this price. g) We should(would) like you to let us know the exact amount. h) Perhaps you might like to have a look at the actual goods. i) We might be of some service to you in a similar case. 以上的b, f, g, 也可用 will, shall, may, 但是用Past Subjunctive Form則表示更客氣和婉轉(zhuǎn)些。 （三） 緩和用法（Mitigation） 為了緩和過分強(qiáng)調(diào)或刺激對(duì)方，常用: We are afraid, we would say, we may(or, might) say, we(would) think, it seems(or would seem) to us, we(would) suggest, as you are (or: may be) aware, as we need hardly point out等等表達(dá)法來緩和語(yǔ)氣，如： a) It was unwise of you to have done that. We would say that it was unwise of you to have done that. b) You ought to have done it. It seems to us that you ought to have done it. c) We cannot comply with your request. We are afraid we cannot comply with your request. d) Our products are the very best on the market. We might say that our products are the very best on the market. e) You must keep the matter to yourselves. You must, we would add, keep the matter to yourselves. f) You must cut off your order in half We would suggest that you cut your order in half. g) We have not yet had your reply. It appears that we have not yet had your reply.商務(wù)信函的書寫規(guī)則（七）（四） 運(yùn)用被動(dòng)語(yǔ)氣 有時(shí)，運(yùn)用被動(dòng)語(yǔ)氣，比主動(dòng)語(yǔ)氣客氣，如： a) You made a very careless mistake. A very careless mistake was made b) You did not enclose the check with your order. The check was not enclosed with your order. c) For the past two years, you did not give us any order. For the past two years, no order has been given us. Or: For the past two years, no business has been materialized between us. （五） 避免（或力爭(zhēng)避免）使用語(yǔ)氣強(qiáng)烈或容易引起不快的詞匯 a) we demand immediate payment from you demand的意思是ask for(sth) as if ordering, or as if one has a right to, 即帶有命令意味的要求。非不得已，應(yīng)盡可能避免使用demand而改用request如： We request your immediate payment. b) We are disgusted with your manner of doing business. disgust意味hate而且有strong feeling of dislike or distasted, 既厭惡的意思，因此，還是婉轉(zhuǎn)或含蓄一些為宜，如： We are not completely satisfied with your manner of doing business. c) We must refuse your offer. Must帶有威脅性的意味（minatory tone），不如改為： We regret that we are unable to accept your offer. Or: We regret that we are not in a position to accept your offer. d) We want you to assist us 帶有傲慢或長(zhǎng)者的口吻（superior tone），不如改為： Your assistance would be appreciated. （六） 使用高興，遺憾，感謝等詞匯及表達(dá)法 (1) We have pleasure of -ing. We h