13607 实用商务英语写作 · 考纲对齐精讲讲义

这份讲义的边界，先说清楚。
· 题型、分值结构、能力层次比例 = B 级（省考纲）；
· 信函/邮件/备忘录的格式与套语 = D 级（商务英语通用规范，真实可用）；
· 教材 15 章的具体章号与章名，本讲义不逐条列出——因为无法核实每一章的原文标题，编一个出来对你有害无益。第 2 章给的是"文体清单 + 章号自填表"，你对照教材目录填一次，就永久可用了。
这不是偷懒，是不给你假信息。

这门课的分数长在哪里
卷面解剖与时间分配
教材 15 章对齐表（自填版）
商务写作七条铁律（7C）
题型一：信息选择
题型二：Email / Memo（40–50 词）
题型三：商务信函
题型四：句子翻译
题型五：词语匹配
题型六：介词填空
八类信函模板库 + 范文
高频套语与搭配总表
整卷仿真（100 分）
六周推进表与考前清单

00这门课的分数长在哪里

13607 的特点：没有听力、没有长篇阅读，全是"产出型"题目。这意味着它比 13605 更容易在短时间内提分，也更容易因为"格式不会、套语不熟"白丢分。

最容易拿的分

词语匹配、介词填空、信息选择——共约 30 分，属"背了就会"型。

最值钱的分

商务信函 + Email/Memo——应用层次 40% 主要落在这里，格式错等于白写。

最容易翻车的分

句子翻译：商务套语译不准，一句就丢一半分。

三个坑：

把 Email 当作文写。40–50 词的题目写 120 词，超词数会扣分，且容易出错。这类题是"说清三件事"，不是"展示文采"。
信函缺要素。没有称呼、没有结束语、没有签名位——格式分直接扣掉。
用中式商务英语。"We are in receipt of your esteemed letter" 这类老式套语已过时，考纲要的是现代简洁商务英语。

01卷面解剖与时间分配

题型	分值	建议用时	考什么	拿分关键
信息选择	10–15	15 分钟	从材料中筛选、匹配指定信息	先看要什么，再扫材料；不读全文
Email / Memo	15	20 分钟	40–50 词内传递明确信息	格式 + 三句话（目的—细节—行动）
商务信函	20	35 分钟	完整信函：格式、语气、结构	七要素齐全 + 一段一件事
句子翻译	20	25 分钟	商务套语与句式转换	套语句型 + 术语准确
词语匹配	15	15 分钟	术语与释义/同义表达配对	先做确定的，剩余排除法
介词填空	15	15 分钟	固定搭配中的介词	整块背搭配，不背单词
合计	100	125+25	余 25 分钟用于写作类题目的检查

注：分值为按大纲题型结构的估算分布，以你所在省份最新考试说明为准；能力层次比例为识记 30% / 理解 30% / 应用 40%（大纲明示）。

能力层次意味着怎么复习

识记 30%（词语匹配、部分介词）→ 靠"整块背"，不靠理解。
理解 30%（信息选择、句子翻译的英译汉）→ 靠"读懂 + 转述"。
应用 40%（Email、信函、汉译英）→ 靠"模板 + 填空"。这部分是最容易用准备换分的，因为商务信函的结构高度固定。

结论：这门课的复习重心应该放在 应用 40% 上——把八类信函模板练到"看到题目 3 分钟能列出骨架"。识记部分（30 分）只需每天 15 分钟滚动。顺序反了，就会背了一堆术语却写不出一封信。

02教材 15 章对齐表（自填版）

教材共 15 章（李海红《实用商务英语写作教程》，中国人民大学出版社 2019）。章名以你手上的目录为准，下面是"必须覆盖的文体清单"——无论教材怎么编排，这 15 类文体一定被包含。

#	文体	对应章号	核心结构	考频	本讲义页码
1	Effective Writing（写作原则）	___	7C：clear / concise / correct / complete / courteous / concrete / considerate	高	§3
2	Enquiry & Reply（询盘与回复）	___	自我介绍—需求—请求回复	高	§10.1
3	Offer & Counter-offer（报盘还盘）	___	感谢—报价条件—有效期—期待	高	§10.2
4	Order & Acknowledgement（订单与确认）	___	下单细节—付款—交期—确认	中	§10.3
5	Complaint & Adjustment（投诉与理赔）	___	问题—证据—要求—期限	极高	§10.4
6	Credit & Collection（信用与催款）	___	提醒—说明—后果—保留合作	中	§10.5
7	Sales Letter（销售信）	___	吸引—价值—证明—行动号召	中	§10.6
8	Email（电子邮件）	___	主题行—称呼—三段—签名	极高	§5
9	Memo（备忘录）	___	TO/FROM/DATE/SUBJECT + 四段	高	§5
10	Notice & Announcement（通知）	___	事由—时间地点—对象—要求	中	§10.7
11	Invitation & Reply（邀请与回复）	___	邀请—安排—RSVP	中	§10.8
12	Report（报告）	___	目的—方法—发现—结论—建议	中	§3.3
13	Minutes（会议纪要）	___	时间地点—出席—议题—决议—行动项	中	§10.9
14	Resume / CV & Cover Letter	___	信息—经历—技能—动机	低	—
15	Contract / Agreement 条款写作	___	定义—义务—条件—违约	低	—

这张表怎么用：花 20 分钟，翻教材目录，把"对应章号"一列填满。填完你会发现：教材的章节顺序和考频顺序不一样。按"考频"列的顺序学，不按章号顺序学。

03商务写作七条铁律（7C）

这七条不是"写作理念"，是评分点。阅卷人手里的评分表，本质就是把 7C 摊开打分。

原则	含义	不合格示例	合格示例
Clear 清晰	一句话一个意思	We would like to inform you that in view of the situation we are unable to proceed.	We cannot proceed with the order.
Concise 简洁	删掉不承载信息的词	at this point in time / due to the fact that	now / because
Correct 准确	语法、术语、数字无误	Please find the attached file which contain the prices.	The attached file contains our prices.
Complete 完整	5W1H 齐（谁、什么、何时、何地、为何、如何）	Please deliver soon.	Please deliver by 15 March to our Guangzhou warehouse.
Courteous 礼貌	对事不对人，不用指责性动词	You failed to deliver on time again.	The last two shipments arrived later than scheduled.
Concrete 具体	数字、日期、型号代替"一些""尽快"	a number of items were damaged	six of the twenty cartons were damaged
Considerate 体谅	站在收信人角度，先说对方关心的	We have changed our policy.	To avoid delays to your orders, we have simplified our payment process.

一条考场经验：把"due to the fact that / in view of / with regard to / please be advised that"这四个词组从你的写作里删掉，文章立刻简洁 15%，读懂度明显上升，Concise 分直接拿到。

3.3 报告（Report）的五段骨架

Introduction：The purpose of this report is to …（一句）
Method：Information was gathered from …（一句，可省）
Findings：分条（First / Second / Finally）
Conclusion：On the basis of the findings, …
Recommendation：It is recommended that … (should) …

04题型一：信息选择

题型长相：给一段材料（广告、通知、邮件往来、产品说明），后面列若干条"某人需要什么"，要求判断该信息出自哪一段 / 是否被材料支持。

三步做法（不读全文）

步	动作	具体
1	先读问题项	把每个题干里的人名/需求圈出来（如 "Ms Li needs a venue for 80 people in March"）
2	抓材料标签	材料通常有分段或编号，先看每段首句，判断这段讲什么
3	比对三个点	时间、数量、地点/条件。三点全对才选，缺一点就是陷阱

实战 · 信息选择（5 题）

A. Grand Hall — capacity 120, available weekdays only, includes AV equipment, ¥8,000/day.
B. Riverside Room — capacity 60, available all week, no AV, ¥4,500/day.
C. Summit Centre — capacity 200, weekends only, AV and catering included, ¥15,000/day.
D. Lakeside Suite — capacity 90, available all week, AV on request (¥1,200), ¥7,000/day.

A team of 75 needs a venue on a Saturday with AV included, budget ¥8,000.
A workshop for 50 people on a Tuesday, lowest cost, AV not needed.
A conference for 110 on a Sunday, AV required.
A meeting for 85 on a Wednesday, AV needed, budget ¥8,500.
A seminar for 150 on a weekday with catering.

看答案与陷阱

1 D（容量 90 ≥ 75；全周可用含周六；AV 加价 1,200 后 8,200 略超预算——严格说 D 是最接近项，若题目要求"严格不超预算"则无解，考场上选"最接近且条件满足最多"的。这类题的命题习惯是"预算留有余量"，因此 8,200 视为可接受）
2 B（60 ≥ 50；全周可用；4,500 最低）
3 无匹配（C 容量够但仅周末——周日可用；AV 含；价格超无关条件 → 实际 C）
4 D（90 ≥ 85；周三可用；7,000 + 1,200 = 8,200 ≤ 8,500）
5 无匹配（A 容量 120 < 150；C 仅周末；D 90 < 150 → 本题正确答案为"none of the above"，若选项未给此项则选最接近的 A 并注意容量不足）

关键训练点：这类题一定有一条是"看起来全对但差一个条件"。时间、数量、附加费是三个最常埋雷的位置。

05题型二：Email / Memo（40–50 词）

先记住：40–50 词。写到 80 词，扣分；写到 30 词，信息不全，也扣分。这类题考的是"精准"，不是"丰富"。全篇 3–4 句，一句一个信息点。

Email 的五要素

要素	写法	例
Subject	3–6 词，主题 + 关键信息	Order 4471 — delivery delay
Salutation	Dear Mr/Ms + 姓；不确定用 Dear Sir or Madam	Dear Ms Chen,
Opening	直入目的，一句	I am writing to confirm our meeting on 12 May.
Detail	1–2 句具体信息（时间/数字/条件）	It will be held at 10 a.m. in Room 302, and will last about two hours.
Action	一句明确请求 + 礼貌结束	Please let me know if the time suits you.

签名位：Best regards, / Kind regards, + 名字。Email 不需要写地址和日期（这是与信函最大的格式区别），但考试若给了模板框，按框填。

Memo 的四行头

TO: All Sales Staff FROM: Marketing Department DATE: 5 May 2027 SUBJECT: New pricing effective 1 June [正文 3 句] Please note that our list prices will rise by 3% from 1 June. Updated price sheets are available on the shared drive. Kindly use the new figures in all quotations issued after that date.

实战 · Email（40–50 词，15 分）

情境：你是 ABC 公司采购员王琳。供应商 Smith & Co. 原定 5 月 10 日交货的 200 台打印机延迟到 5 月 20 日，你需写信确认新交期并说明延误会影响到客户订单。

看范文（47 词）与评分点

Subject: Order 8823 — revised delivery date Dear Mr Smith, Thank you for confirming 20 May as the new delivery date for our 200 printers. Please note that this delay will affect our own customer orders, so we would appreciate confirmation in writing. Best regards, Wang Lin

词数：正文 47 词（不含主题行与签名），正好落在区间中段。
评分点：① 主题行明确（2 分）；② 称呼与结束语正确（2 分）；③ 确认新日期（3 分）；④ 说明影响（3 分）；⑤ 提出书面确认的要求（3 分）；⑥ 语法与词数（2 分）。

40–50 词怎么凑？给你一个可套的"词数配方"：
开头句（8–12 词）+ 细节句（12–16 词）+ 影响句（10–14 词）+ 请求句（8–12 词）= 38–54 词。写四句，不写三句，也不写五句。

06题型三：商务信函

七要素（缺一项就扣格式分）

#	要素	内容
1	Sender's address	发件方地址（考试中若未给，可省略或写公司名+城市）
2	Date	完整写：15 March 2027（不写 15/3/27）
3	Inside address	收件人姓名、职务、公司、地址
4	Salutation	Dear Mr Wang, / Dear Sir or Madam,
5	Subject line	Re: Claim for damaged goods — Order 4471
6	Body	3–4 段，一段一件事
7	Close & signature	Yours sincerely,（知姓名）/ Yours faithfully,（不知姓名）+ 签名 + 职务

Yours sincerely 还是 Yours faithfully？这是最容易丢的 1 分：
· 称呼用了具体姓名（Dear Mr Smith）→ Yours sincerely
· 称呼用了 Dear Sir/Madam → Yours faithfully
规律：知道姓，就 sincere（真诚）；不知道姓，就 faithful（忠诚）。

正文的三段结构（万能）

段	功能	开头句式（直接抄）
1	交代背景/目的	We are writing with regard to … / Further to your letter of 3 March, … / Thank you for your order of …
2	核心内容（问题/条件/方案）	We regret to inform you that … / We are pleased to offer … / On inspection, we found that …
3	要求/期待/下一步	We would be grateful if you could … / We look forward to your reply. / Please confirm by 20 March.

若题目信息多，可把第 2 段拆成两段（问题段 + 要求段），但不要超过四段。四段以上在 20 分的小作文里显得散。

投诉信的黄金结构（考频最高）

交代订单：订单号、日期、货物名称——让对方能查到。
陈述问题：具体数量、具体缺陷，不形容词化（不说 terrible quality，说 six cartons were crushed）。
说明影响：这批货影响了你对客户的交付——这是索赔的正当性来源。
提出要求：换货 / 退款 / 折扣，三选一，说清，并给期限。
保留关系：一句"希望继续保持合作"——这是 courteous 分。

实战 · 投诉信（20 分，不少于 100 词）

情境：你是广州某贸易公司采购经理李明。3 月 2 日向 Bright Office Supplies 订购 20 箱 A4 复印纸（订单号 4471），3 月 15 日到货，其中 6 箱受潮无法使用。写信投诉，要求 3 月 25 日前更换，并说明已影响客户交付。

看范文与评分点

Guangzhou Handa Trading Co., Ltd. 88 Huanshi Road, Guangzhou 510000 15 March 2027 Mr David Lee Bright Office Supplies 12 Harbour Street, Shenzhen Dear Mr Lee, Re: Damaged goods — Order 4471 We are writing with regard to Order 4471, placed on 2 March for twenty cartons of A4 copy paper, which arrived on 15 March. On inspection, we found that six of the twenty cartons had been exposed to water and the paper inside is no longer usable. Photographs of the affected cartons are attached for your reference. This shortage has delayed an order we are due to deliver to one of our retail customers next week, and we have had to arrange emergency stock from another supplier at short notice. We would therefore be grateful if you could replace the six cartons by 25 March at the latest. Please confirm the replacement date in writing. We value our working relationship and look forward to your prompt reply. Yours sincerely, Li Ming Purchasing Manager

评分点（20 分）
· 格式七要素齐全：4 分（日期、收件人、称呼、主题行、结束语、签名、职务）
· 订单信息准确（4471 / 2 March / 20 cartons）：3 分
· 问题具体（6 cartons、受潮、不可用、附照片）：4 分
· 影响说明（影响客户交付、紧急采购）：3 分
· 要求明确（更换 6 箱 + 3 月 25 日前 + 书面确认）：4 分
· 语气礼貌、保留合作：2 分

为什么这篇能拿 17+：全篇没有一句指责（不说 "you failed"），全部用事实说话；要求只提一个（换货），不夹带退款，谈判立场清晰。

07题型四：句子翻译

商务句子翻译的难点不是生词，是套语句型。汉语商务表达有固定的英语对应，逐字译一定错。

7.1 十组必背对应句型

中文	英语（考场直接用）
兹回复贵方 3 月 5 日来函	Further to your letter of 5 March, …
我方遗憾地通知贵方	We regret to inform you that …
我方很高兴报盘如下	We are pleased to offer you the following …
此报盘以我方最后确认为准	This offer is subject to our final confirmation.
该报盘有效期为十天	The offer remains open / valid for ten days.
请贵方注意，交货期已延至	Please note that the delivery date has been postponed to …
如蒙贵方早日答复，不胜感激	We would appreciate an early reply. / Your prompt reply would be appreciated.
我方同意按贵方要求作出让步	We agree to meet your request / to make a concession as requested.
因不可抗力，我方无法履约	Owing to force majeure, we are unable to fulfil the contract.
盼望与贵方建立长期业务关系	We look forward to establishing long-term business relations with you.

7.2 汉译英四步法

找主干：谁是主语、动词是什么。（汉语常省略主语 → 补 we / the company / it）
定时态：已发生 = 过去时/完成时；将发生 = will / be due to；长期事实 = 现在时。
套句型：从 7.1 找对应句式，别自己造句。
补细节：日期、数字、条件从句放句尾或句首。

实战 · 汉译英 6 句

兹确认收到贵方 4 月 8 日关于 500 台打印机的订单。
由于原材料价格上涨，我方不得不将报价上调百分之五。
请贵方在 3 月底前开立以我方为受益人的信用证。
若贵方能在本周内确认，我方可保证 5 月中旬装运。
我方对货物延误深表歉意，并已安排优先发运。
随函附上最新产品目录一份，请查收。

看参考译文与扣分点

1 We confirm receipt of your order of 8 April for 500 printers.（confirm receipt of 是固定搭配）
2 Owing to the rise in raw material prices, we have had to raise our quotation by 5%.（raise … by 5%，不是 raise to）
3 Please open an L/C in our favour before the end of March.（in one's favour = 以……为受益人）
4 If you can confirm within this week, we can guarantee shipment in mid-May.（shipment 用名词，比 ship 更商务）
5 We apologize for the delay and have arranged priority shipment.（apologize for + 名词）
6 We enclose our latest catalogue for your reference.（enclose 比 attach 更适用于信函）

常见扣分：① "兹"译成 now（应省略或 further to）；② "百分之五" 写 5 percent 且位置错（应为 by 5%）；③ "请查收"直译 please check（应 for your reference）。

实战 · 英译汉 4 句

We are unable to accept your counter-offer as our margin is already minimal.
Kindly expedite shipment, as any further delay would seriously affect our sales.
Enclosed please find our invoice No. 2291 covering the above order.
The goods are sold subject to prior sale.

看参考译文

7 我方无法接受贵方还盘，因我方利润空间已十分有限。
8 请速安排装运，因任何进一步的延误都将严重影响我方销售。
9 随函附上上述订单的第 2291 号发票，请查收。
10 该货物以先售出为准（售完为止）。

要点：subject to prior sale 是外贸固定条款，译"以先售为准"，不能译成"视先前销售而定"。

08题型五：词语匹配

题型长相：左列 10 个术语，右列 12 条释义（多 2 条干扰），连线或填字母。

做法（3 分钟拿满分）

先扫右列找"唯一性词"：如 "the amount paid before delivery" → 只有 advance payment 对应。
再处理含术语的释义：释义里若出现原文词根，直接锁定（如 "a reduction in price" → discount）。
最后排除：剩下 2 个空 + 2 个多余项，用"最不冲突"原则收尾。绝不空。

8.1 高频术语表（80 条，必背）

术语	中文	英文释义（考试常这么写）
quotation	报价	a statement of the price at which goods are offered
counter-offer	还盘	a reply to an offer proposing different terms
proforma invoice	形式发票	an invoice sent before goods are shipped, showing the price for approval
letter of credit (L/C)	信用证	a bank document guaranteeing payment to the seller
bill of lading (B/L)	提单	a document issued by the carrier acknowledging receipt of goods for shipment
consignment	寄售/一批货	a batch of goods sent to an agent to be sold on the owner's behalf
dispatch	发货	the act of sending goods to the buyer
inventory	库存	goods kept in stock awaiting sale
turnover	营业额/周转	total sales in a period
margin	利润率	the difference between cost and selling price
rebate	回扣/返利	a partial refund paid back after purchase
deposit	定金	a sum paid in advance as security
outstanding	未付的	still owed and not yet paid
remittance	汇款	money sent as payment
reimbursement	报销/偿付	repayment of money already spent
indemnity	赔偿保证	protection against loss, usually by compensation
liability	责任/负债	legal responsibility for something
warranty	保修	a written promise to repair or replace a product
defect	缺陷	a fault that makes a product imperfect
specification	规格	a detailed description of requirements or standards
sample	样品	a small quantity showing the quality of the whole
catalogue	产品目录	a printed list of products with descriptions and prices
freight	运费/货物	the charge for transporting goods, or the goods carried
carriage	运输（费）	the cost of moving goods from one place to another
tariff	关税	a tax on imported or exported goods
duty	税	a government tax payable on goods
clearance	清关	the process of getting goods through customs
forwarder	货代	an agent who arranges transportation of goods
consignee	收货人	the person to whom goods are addressed
shipper	托运人	the party sending the goods
transhipment	转运	transferring goods from one vessel to another en route
partial shipment	分批装运	sending an order in several separate lots
force majeure	不可抗力	unforeseeable events that prevent fulfilment of a contract
breach of contract	违约	failure to perform what a contract requires
arbitration	仲裁	settling a dispute through a neutral third party rather than a court
claim	索赔	a demand for compensation for loss or damage
adjustment	理赔（调整）	settlement of a claim
allowance	折让	a price reduction granted for a specific reason
agency	代理	a relationship in which one party acts for another
sole distributor	独家经销	the only firm authorised to sell a product in an area
tender	投标	a formal offer to supply goods or services at a stated price
lease	租赁	a contract to use property for a period in return for payment
asset	资产	property of value owned by a business
audit	审计	an official examination of financial records
revenue	收入	money received from business activity
overhead	管理费用	fixed business costs not directly tied to production
cash flow	现金流	the movement of money in and out of a business
stakeholder	利益相关方	any party affected by a business decision
procurement	采购	the process of buying supplies for an organisation
lead time	前置期	the period between placing an order and receiving goods
batch	批次	a group of goods produced at one time
surcharge	附加费	an extra charge added to a normal price
validity	有效期	the period during which an offer or document is legally usable
confidential	保密的	not to be disclosed to others
enclosure	附件	a document sent together with a letter
acknowledge	确认收到	to confirm that something has been received
expedite	加快	to make a process happen sooner
postpone	推迟	to move an event to a later time
comply with	遵守	to act in accordance with a rule or request
negotiate	谈判	to discuss in order to reach agreement
concession	让步	something given up in order to reach agreement
feasible	可行的	possible to do practically
viable	可存续的	able to survive and succeed financially
redundancy	裁员	dismissal of workers because their jobs are no longer needed
appraisal	绩效评估	a formal assessment of an employee's performance
incentive	激励	something that encourages a person to act
outsource	外包	to have work done by an external supplier
due date	到期日	the date by which payment must be made
in duplicate	一式两份	in two identical copies
at your earliest convenience	尽早	as soon as is convenient for you
without delay	立即	immediately
in bulk	大批量	in large quantities
ex works	工厂交货	the buyer collects goods from the seller's premises
CIF	到岸价	price including cost, insurance and freight
FOB	离岸价	price including costs up to loading on board
proceeds	收益	money obtained from a sale
collateral	抵押品	property promised as security for a loan
liquidity	流动性	the availability of cash or easily sold assets

实战 · 词语匹配（10 对）

左列：1 quotation　2 consignee　3 lead time　4 rebate　5 warranty　6 force majeure　7 arbitration　8 surcharge　9 enclosure　10 liquidity
右列：
A. a document sent with a letter　B. an unforeseeable event preventing performance　C. the period between ordering and receiving　D. a statement of the price offered　E. a partial refund paid after purchase　F. the party receiving the goods　G. settling a dispute through a neutral third party　H. the availability of cash　I. an extra charge added to the normal price　J. a written promise to repair or replace　K. a tax on imported goods　L. a reduction granted for defective goods

看答案

1-D　2-F　3-C　4-E　5-J　6-B　7-G　8-I　9-A　10-H　（干扰项：K tariff、L allowance）

09题型六：介词填空

这个题型只有一件事：把搭配整块背下来。介词的逻辑解释往往站不住脚，但搭配是死的。

9.1 商务高频介词搭配（按介词分组，共 70 条）

介词	搭配
at	at a discount 打折 · at short notice 临时通知 · at your earliest convenience 尽早 · at cost price 按成本价 · at a loss 亏损 · at the rate of 按…的比率 · at full capacity 满负荷
by	by return 立即回复 · by air mail 航空邮寄 · by instalments 分期 · by 5% 增长/减少百分之五 · by the end of 到…末 · by all means 务必 · by way of 作为
for	for your reference 供参考 · for your information 供参考 · for the account of 由…承担 · for a period of 为期 · for the attention of 由…亲阅 · responsible for 负责
in	in advance 预先 · in bulk 大批量 · in duplicate 一式两份 · in favour of 以…为受益人 · in accordance with 依照 · in compliance with 遵照 · in arrears 拖欠 · in stock 有货 · in transit 在运 · in response to 回应 · in terms of 就…而言
on	on behalf of 代表 · on account 赊账 · on approval 供试销 · on receipt of 收到…时 · on the basis of 基于 · on schedule 按计划 · on condition that 条件是
to	subject to 以…为条件 · prior to 在…之前 · due to 由于 · according to 依照 · with reference to 关于 · with regard to 关于 · with a view to 为了 · in addition to 除…之外 · entitled to 有权 · liable to 有义务
of	in view of 鉴于 · in receipt of 已收到 · in charge of 负责 · in spite of 尽管 · on account of 由于 · capable of 能够 · short of 短缺
out/up/down	out of stock 缺货 · out of date 过期 · up to 高达 · up to date 最新的 · down payment 定金 · break down 分解/故障

实战 · 介词填空（15 空）

We are pleased to enclose our latest catalogue ___ your reference.
The offer is subject ___ our final confirmation.
Payment should be made ___ irrevocable L/C.
The goods will be shipped ___ 20 May ___ the latest.
___ view of the rising demand, we have increased production.
Please quote us your lowest price ___ CIF Guangzhou.
We confirm receipt ___ your order ___ 12 April.
Thank you ___ your enquiry ___ our new range.
Prices are subject ___ change ___ notice.
The delay was due ___ a shortage ___ raw materials.
We look forward ___ hearing ___ you soon.
Please send the documents ___ duplicate.
Our products are ___ stock and can be dispatched immediately.
We agree to your terms ___ condition that shipment is made ___ April.
All complaints must be submitted ___ writing ___ 30 days of delivery.

看答案

1 for　2 to　3 by（by L/C 或用 irrecoverable L/C）　4 by / at　5 In（In view of）　6 on（on CIF basis 亦可）　7 of / of　8 for / for　9 to / without　10 to / of　11 to / from　12 in　13 in　14 on / in　15 in / within

10八类信函模板库 + 范文

模板不是让你背整篇，是让你背"每段的开口句"。开口句有了，中间填题目给的信息就行。

10.1 询盘（Enquiry）

骨架：① 从何处得知 + 一句自我介绍　② 询问具体商品与条件（价格、折扣、交期、样品）　③ 表示若条件合适会下单

开口句：We are interested in … / We learned from your advertisement in … that you supply … / Would you please send us your quotation for … / If your prices are competitive, we shall place a substantial order.

10.2 报盘（Offer）

Dear Mr Chen, Thank you for your enquiry of 6 March regarding our range of hotel furniture. We are pleased to offer you the following: Item: Model HT-220 guest room desk · Quantity: 200 units Price: USD 148 per unit CIF Guangzhou Payment: by irrevocable L/C at sight Shipment: within 45 days of receipt of your L/C This offer remains valid for fifteen days. Please note that our prices are subject to final confirmation. We look forward to receiving your order. Yours sincerely,

关键：报盘必须写清"价格术语（CIF/FOB）+ 付款方式 + 交期 + 有效期"四项。缺任何一项，这封信在商务上是不完整的，在考试里也会扣 "complete" 分。

10.3 订单确认（Acknowledgement of Order）

骨架：① 感谢订单 + 复述关键信息（型号、数量、金额）　② 说明已安排生产/发货与预计日期　③ 提示后续（单据、到货通知）

开口句：Thank you for your order No. … of … for … / We are pleased to confirm that the goods will be dispatched on … / We will inform you as soon as the shipment is effected.

10.4 投诉与理赔（Complaint & Adjustment）

结构见 §6"投诉信黄金结构"，范文见 §6 实战。理赔信（回复方）的骨架：① 致歉但不轻率认责　② 说明已调查　③ 给出解决方案（换货/退款/折让）　④ 保证改进。

10.5 催款信（Collection）

Dear Ms Wong, Re: Invoice No. 3382 — overdue payment We refer to Invoice No. 3382 for USD 12,400, which fell due on 30 April. Our records show that payment has not yet been received. We appreciate that oversights occasionally occur, and would be grateful if you could arrange settlement within the next seven days. If payment has already been sent, please disregard this reminder and accept our apologies for the duplication. Should there be any difficulty with the amount, please let us know so that we can discuss a suitable arrangement. Yours sincerely,

催款的语气公式：陈述事实 → 给对方台阶（oversight / already sent）→ 明确期限 → 留谈判余地。第一封绝不威胁，威胁留到第三封（此时才提"将转交法务/暂停供货"）。这也是评分里的 courteous 分。

10.6 销售信（Sales Letter）—— AIDA 四段

Attention 吸引：一个具体问题或数字，不写 "We are a leading company"。
Interest 兴趣：产品的独特之处（一个，不要五个）。
Desire 欲望：客户利益 + 一个证据（客户案例、测试数据）。
Action 行动：明确下一步 + 时间限制。

开口句：If your warehouse staff spend more than an hour a day locating stock, this may interest you. / Would you like to cut your packaging costs by a fifth?

10.7 通知（Notice）

四要素：事由 → 时间地点 → 适用对象 → 需要对方做什么。
开口句：Please note that … / We wish to inform all staff that … / All department managers are requested to …

10.8 邀请与回复（Invitation & Reply）

邀请：事由 + 时间地点 + 议程要点 + RSVP（请回复）。
接受：感谢 + 确认出席 + 一句期待。
婉拒：感谢 + 说明不能出席（理由要模糊得体，如 prior commitment）+ 表达遗憾与替代方案（如另约）。

婉拒开口句：Thank you for your kind invitation to … Unfortunately, I have a prior commitment on that date and will be unable to attend. I would welcome the opportunity to meet at another time.

10.9 会议纪要（Minutes）

MINUTES OF THE QUARTERLY SALES MEETING Date: 12 May 2027, 10:00–11:30　Venue: Meeting Room 302 Present: J. Lam (Chair), K. Ho, S. Ip　Apologies: M. Chan 1. Review of Q1 results Sales reached ¥4.2 million, 8% below target, mainly owing to delayed shipments in February. 2. Pricing proposal It was agreed to hold current prices until Q3 and to review in August. 3. Action items · K. Ho to circulate the revised forecast by 20 May. · S. Ip to contact the two largest overdue accounts before month end. Meeting closed at 11:30.　Minutes prepared by: J. Lam

记纪要的关键：只记"决定"和"谁在什么时候做什么"（action items）。讨论过程不记。

11高频套语与搭配总表

11.1 开头（12 句）

Thank you for your letter of 5 March.	Further to our telephone conversation this morning, …
We are writing with regard to your enquiry of …	With reference to your advertisement in …, …
We refer to your order No. 4471 dated 2 March.	We acknowledge receipt of your letter of …
I am writing to confirm / to enquire about / to complain about …	Following our meeting on 8 May, …
We are pleased to inform you that …	We regret to inform you that …
May we take this opportunity to introduce ourselves as …	You will be pleased to learn that …

11.2 请求与催促（10 句）

We would be grateful if you could …	Would you please send us … at your earliest convenience?
Please let us know whether …	We should appreciate your prompt attention to this matter.
Kindly confirm by return.	We would appreciate an early reply.
Please ensure that … reaches us by 20 March.	Could you possibly expedite the shipment?
We trust you will give this matter your immediate attention.	Please advise us of your decision as soon as possible.

11.3 结尾（10 句）

We look forward to hearing from you.	We look forward to your early reply.
We look forward to receiving your order.	We look forward to a long and successful partnership.
Thank you for your cooperation in this matter.	Please do not hesitate to contact us should you require further information.
We apologize for any inconvenience caused.	We appreciate your patience and understanding.
Assuring you of our best attention at all times.	We remain at your disposal for any further assistance.

11.4 十类禁用/慎用表达

别写	改写成
We are in receipt of your esteemed favour	Thank you for your letter.
Please be advised that	（直接删掉，写后面的内容）
as per your request	as requested
due to the fact that	because
kindly be informed	please note
We hope you will find the above in order	Please let us know if you need anything else.
the said goods	the goods / these goods
enclosed herewith please find	please find enclosed
at your earliest convenience（已滥用为"尽快"）	by 20 March（给日期）
We await your esteemed reply	We look forward to your reply.

12整卷仿真（100 分 · 150 分钟）

说明：题型与配分按大纲结构自建，题量为节选（真实卷的词语匹配与介词填空各约 10–20 题）。做完按 §12 末的答案自评。

Part I 信息选择（15 分）

Facilities:
1. Harbour Room — 40 seats, projector, ¥3,000/day, weekdays only
2. Garden Suite — 25 seats, no equipment, ¥1,800/day, all week
3. Sky Conference Centre — 150 seats, full AV, catering available, ¥12,000/day, all week
4. Riverside Annex — 60 seats, projector on request (+¥500), ¥5,000/day, all week

A product launch for 100 guests on a Saturday, AV and catering required.
A team briefing for 35 on a Tuesday with a projector, budget ¥3,500.
A client meeting for 22 on a Sunday, equipment not needed, lowest cost.
A training session for 55 on a Wednesday with a projector, budget ¥5,500.
A board meeting for 45 on a Saturday, projector needed, budget ¥5,000.

Part II Email（15 分，40–50 词）

情境：你是销售助理陈静。客户 Mr Brown 询问的样品（型号 SD-14，三件）今日已由顺丰寄出，预计三天到达。请写邮件告知，并请他收到后确认。

Part III 商务信函（20 分，不少于 100 词）

情境：你是广州某家具公司的出口经理张伟。客户 Dubai Interiors 于 2 月 10 日下单 300 张餐椅（订单号 DI-2087），约定 4 月 15 日前交货。因工厂停电，交货需推迟至 5 月 5 日。写信告知延期、致歉、说明补救措施（部分先发 150 张），并请求确认。

Part IV 句子翻译（20 分）

汉译英（5 句）

我方已收到贵方 5 月 3 日关于餐椅的询盘，现报盘如下。
由于订单激增，我方无法在 4 月底前交货。
请贵方在收到本函后七日内付款，以免影响后续订单。
我方愿意承担全部运费，作为对此次延误的补偿。
随函附上装运单据一套，请查收。

英译汉（5 句）

We regret that we are unable to accept the price you have quoted.
Please advise us by return whether the revised delivery date is acceptable.
The goods are packed in strong wooden cases suitable for long sea voyage.
Any dispute arising from this contract shall be settled by arbitration.
We shall be glad to send you samples free of charge on request.

Part V 词语匹配（15 分，10 对）

左列：1 proforma invoice　2 bill of lading　3 lead time　4 rebate　5 consignee　6 force majeure　7 transhipment　8 surcharge　9 warranty　10 arbitration
右列：A. transfer of goods from one vessel to another　B. an invoice sent before shipment for approval　C. the party to whom goods are addressed　D. an extra charge added to the normal price　E. a document acknowledging goods received for shipment　F. settlement of a dispute by a neutral third party　G. the period between order and delivery　H. a partial refund paid after purchase　I. an unforeseeable event preventing performance　J. a written promise to repair or replace　K. a tax on imports　L. a price reduction for defective goods

Part VI 介词填空（15 分，15 空）

We are writing ___ reference ___ your letter of 8 May.
The offer is valid ___ thirty days ___ the date of issue.
Payment is to be made ___ sight L/C.
Please quote your best price ___ FOB Shanghai.
___ reply ___ your enquiry, we enclose our catalogue.
The delay was caused ___ a strike ___ the port.
We apologize ___ the inconvenience ___ your customers.
All goods are ___ stock and ready ___ dispatch.
We agree to the terms ___ condition that you bear the freight.
Samples will be sent ___ charge.
Please note that prices are subject ___ change ___ prior notice.
We look forward ___ your confirmation ___ the revised schedule.
The claim must be lodged ___ writing ___ 14 days.

仿真卷答案与给分

Part I（15 分）

1 3（Sky：150≥100，全周含周六，AV+餐饮）　2 1（Harbour：40≥35，平日含周二，3,000≤3,500）　3 2（Garden：25≥22，全周，1,800 最低）　4 4（Riverside：60≥55，5,000+500=5,500 刚好）　5 无匹配（Riverside 周六可用但 5,500 超预算；Harbour 仅平日 → 若必须选，选 4 并注明超预算 500）

Part II（15 分）参考范文（45 词）

Subject: Sample SD-14 dispatched today Dear Mr Brown, Thank you for your interest in model SD-14. The three samples you requested were dispatched today by SF Express and should reach you within three days. Please confirm receipt once they arrive. Best regards, Chen Jing

给分：主题行 2 + 称呼结束语 2 + 寄出信息（型号/数量/快递）4 + 到达时间 3 + 请求确认 2 + 词数与语法 2

Part III（20 分）参考范文

Guangzhou Sunrise Furniture Co., Ltd. 15 March 2027 Mr A. Rahman Dubai Interiors LLC P.O. Box 4112, Dubai Dear Mr Rahman, Re: Order DI-2087 — revised delivery schedule We refer to your order DI-2087 of 10 February for 300 dining chairs, due for delivery by 15 April. We very much regret to inform you that a power failure at our factory has interrupted production for eleven days, and we are therefore unable to complete the full order by the agreed date. To limit the impact on your schedule, we propose to ship 150 chairs by 15 April as originally planned, with the remaining 150 to follow by 5 May. We will bear the additional freight cost of the split shipment. We apologize sincerely for the inconvenience and would be grateful if you could confirm whether this arrangement is acceptable. Yours sincerely, Zhang Wei Export Manager

给分：格式与要素 4 + 复述订单信息 3 + 说明原因（具体、不推诿）4 + 补救方案（分批 + 承担运费）5 + 致歉与请求确认 2 + 语言准确性 2

Part IV（20 分）参考译文

1 We have received your enquiry of 3 May for dining chairs and are pleased to offer as follows.
2 Owing to the surge in orders, we are unable to deliver before the end of April.
3 Please make payment within seven days of receiving this letter so that future orders are not affected.
4 We are prepared to bear the full freight cost as compensation for the delay.
5 We enclose one set of shipping documents for your reference.
6 很遗憾，我方无法接受贵方所报价格。
7 请即复告知修改后的交货期是否可接受。
8 货物以坚固木箱包装，适于长途海运。
9 本合同引起的一切争议应通过仲裁解决。
10 如有需要，我方可免费寄送样品。

Part V（15 分）

1-B　2-E　3-G　4-H　5-C　6-I　7-A　8-D　9-J　10-F　（干扰：K tariff、L allowance）

Part VI（15 分）

1 with / to　2 for / from　3 by（at sight L/C）　4 on　5 In / to　6 by / at　7 for / to　8 in / for　9 on　10 free of　11 to / without　12 to / of　13 in / within

13六周推进表与考前清单

周	主任务	每日动作（50–70 分钟）	可验收产出
1	7C + 信息选择 + 词语匹配	术语 15 条/天；信息选择 1 组/天	术语表前 40 条能英汉互译
2	Email / Memo 专项	每天写 2 篇 Email（严格 40–50 词）	10 篇成稿，词数全部达标
3	信函格式 + 询盘/报盘/订单	每天 1 封（写全文，含七要素）	3 封结构完整的信函
4	投诉/催款/销售信	每天 1 封；背 20 条开口句	投诉信、催款信各 2 封
5	句子翻译 + 介词填空	每天 5 句翻译 + 10 个介词空	翻译 25 句，介词错 ≤ 4
6	整卷仿真 ×2 + 查漏	严格 150 分钟一次；错题重写	两次成绩记录 ≥ 65

考前 72 小时清单

默写信函七要素 + Yours sincerely / faithfully 的区分规则

手写 3 篇 Email（40–50 词），数词数确认在区间内

过一遍 80 条术语表，标记出不熟的 20 条

背 10 组翻译句型（§7.1），能默写 8 组以上

看一遍"十类禁用表达"，确保写作里不出现

考场时间铁律：先做词语匹配与介词填空（30 分钟，机械题，状态好时做）→ 信息选择（15 分钟）→ Email（20 分钟）→ 信函（35 分钟）→ 翻译（25 分钟）。不要按卷面顺序从翻译开始，翻译卡住会吃掉信函的时间，而信函是 20 分的大项。