函电句型与术语

考试里能"背出来就用"的东西只有三类：开头结尾句式、场景套句、固定搭配。这三类占了小题的全部分值，也是写长信时的骨架。本页按"开口就能用"的标准整理，不列生僻词。

怎么用这一页

你的目标	看哪一节	练法
选择题、填空、匹配不丢分	第三节术语 + 第四节介词	每天 20 条，遮住中文回想，错的进错题本
40—50 词短文写得快	第一节开头/结尾句	每类背 2 句，直接套
200 词长信写得出	第二节七类场景	每类写 1 封，不看范文完成后对照
减少语法与中式英语	第五节、第六节	写完自查一遍这 25 组

一、开头句与结尾句（按目的选，不按喜好选）

开头：说明目的 / 回应来信

用途	句式	适用文体
回应来信	Thank you for your letter / email of 12 October enquiring about our office chairs.	Email / Letter
回应来信（正式）	With reference to your letter of 12 October, we wish to inform you that…	Letter
回复询盘	In reply to your enquiry of 5 May, we are pleased to quote as follows.	Letter
说明写信目的	I am writing to complain about / confirm / apply for / apologise for…	Email
主动联系	We are writing to introduce ourselves as a leading manufacturer of…	Letter
内部备忘	Please note that the new price list takes effect on 1 November.	Memo
坏消息开场	We regret to inform you that…	Letter
好消息开场	We are pleased to inform you that…	Letter
提及前情	Further to our telephone conversation of this morning, …	Email
引述订单	With reference to your order No. 7741 of 5 November, …	Letter

反面清单：不要用 "How are you? I hope you are fine." 开头（中文思维），不要用 "I am writing this letter to tell you that…"（冗长），不要用 "Sorry to bother you"（自我贬低）。

结尾：提出期待 / 施加期限 / 保留余地

用途	句式
标准期待回复	We look forward to your early reply. / We look forward to hearing from you.
期待合作	We look forward to a long and mutually beneficial relationship.
给出期限	We should be grateful if you would confirm by 10 November.
要求行动	Please let us know whether this arrangement is acceptable to you.
请求协助（客气）	We should be grateful if you would send us your latest catalogue.
致歉收尾	Please accept our apologies for the inconvenience caused.
保证服务	We assure you of our best attention at all times.
施压（最后通知）	Unless payment is received by 10 January, we shall have no alternative but to suspend deliveries.
欢迎联系	Please do not hesitate to contact us if you require further information.
内部备忘收尾	Please contact me if you have any questions.

口诀：look forward to 后面只能接名词或动名词（to your reply / to hearing from you），接 to hear 是最高频错误之一。

二、七类业务场景套句

1. 询盘 Enquiry

We are interested in your range of rattan garden furniture and should be glad to receive your catalogue.
Please quote us your lowest price CIF Rotterdam for 500 units.
We should be grateful if you would advise us of your minimum order quantity and usual delivery time.
We learnt from the Canton Fair that you are producing hotel bedroom furniture.

2. 报盘与还盘 Offer & Counter-offer

We are pleased to offer you 500 units at USD 45 per unit FOB Guangzhou.
This offer is firm, subject to your reply reaching us by 10 November.
This offer is subject to our final confirmation.（虚盘）
For orders exceeding 1,000 units we could allow a discount of 3%.
We regret that we cannot entertain your counter-offer, as the price leaves us no margin.
To help you close the deal, we are prepared to reduce our price by USD 2 per unit.

3. 订单与确认 Order

We are pleased to place an order with you for 500 units as per our Purchase Order No. 7741.
We acknowledge receipt of your order No. 7741 and confirm that it is being processed.
The goods will be ready for shipment in the middle of November.
Please note our packing requirement: each unit in a polybag, four units per export carton.
We regret that we are unable to accept the delivery date you proposed.

4. 付款 Payment

Payment is to be made by irrevocable L/C at sight.
Please open the L/C in our favour through the Bank of China, Guangzhou Branch.
We regret that we cannot accept D/A terms, as they involve too much risk for us.
We are prepared to grant you 60 days' credit on this occasion.
The balance of USD 8,400 should be remitted to our account before shipment.
We have received your remittance of 20 October with thanks.

5. 催款（三档，见格式页详解）

We would like to remind you that Invoice No. 2026-118 falls due on 30 November.
We note that the invoice remains unpaid and should be grateful if you would arrange settlement within seven days.
Unless payment is received by 10 January, we shall have no alternative but to suspend further deliveries.

6. 装运与保险 Shipment & Insurance

Please effect shipment by the vessel sailing from Nansha on 20 November.
We shall be glad if you will advance the shipment by two weeks.
The goods are to be packed in strong wooden cases suitable for long sea voyage.
Please cover the consignment against All Risks for 110% of the invoice value.
We have booked shipping space on S.S. "Golden Star".

7. 索赔与理赔 Claim & Adjustment

On inspection we found that 60 chairs were badly scratched.
We must therefore lodge a claim against you for the sum of USD 2,700.
The damage is due to inadequate packing, for which you are responsible.
We are prepared to allow you a compensation of USD 300 in full settlement.
We trust this unfortunate matter will not affect our future business relations.

8. 代理与推销 Agency & Promotion

We are writing to apply for the sole agency for your products in Guangdong.
We command a good market for household goods in this region.
We would suggest a trial period of six months, after which either party may review the arrangement.
Our annual turnover in this line is about RMB 30 million.

三、高频商务术语（约 60 条，配一句用法）

术语	中文	一句话用法
enquiry / inquiry	询盘	Thank you for your enquiry of 12 October.
quotation	报价	Our quotation is valid for 30 days.
offer	报盘	We are making you an offer subject to our confirmation.
firm offer	实盘	This is a firm offer open until 30 June.
counter-offer	还盘	Your counter-offer is too low to be accepted.
order	订单	We have received your order No. 7741.
proforma invoice	形式发票	A proforma invoice is enclosed for your L/C application.
commercial invoice	商业发票	The commercial invoice must match the contract.
packing list	装箱单	Please check the quantities against the packing list.
bill of lading (B/L)	提单	Three copies of the clean B/L are required.
air waybill (AWB)	空运单	Replacement goods were sent by air, AWB No. 123-4567.
certificate of origin	原产地证	A certificate of origin is needed for import clearance.
inspection certificate	检验证书	The inspection certificate was issued before shipment.
insurance policy	保险单	Please send us a copy of the insurance policy.
customs clearance	清关	Customs clearance took five working days.
port of loading / destination	装运港／目的港	The goods left the port of loading on 20 November.
consignment	一批货	The consignment arrived in good condition.
carton	纸箱	The chairs were packed in 100 cartons.
pallet	托盘	Cartons were stacked against a damaged pallet.
partial shipment	分批装运	Partial shipment is not allowed under this L/C.
transhipment	转运	Transhipment at Hong Kong is permitted.
L/C (letter of credit)	信用证	Please open an irrevocable L/C at sight.
T/T (telegraphic transfer)	电汇	Payment by T/T in advance is required.
D/P	付款交单	D/P at sight is acceptable to us.
D/A	承兑交单	We cannot offer D/A terms to new customers.
at sight	即期	The draft is payable at sight.
usance	远期	A usance L/C of 60 days is our limit.
remittance	汇款	We acknowledge receipt of your remittance.
installment	分期付款	Payment may be made in three installments.
down payment	定金	A 30% down payment is required with the order.
balance	余款	The balance is due before shipment.
overdue	逾期的	The payment is now one month overdue.
discount	折扣	We can allow a 3% discount on large orders.
commission	佣金	A 3% commission is allowed on each order.
credit note	贷记单	A credit note has been issued for the returned goods.
refund	退款	We will refund USD 2,700 to your account.
claim	索赔	We have to lodge a claim for short delivery.
compensation	赔偿	We offer compensation of USD 300 in full settlement.
arbitration	仲裁	Any dispute shall be settled by arbitration.
force majeure	不可抗力	The delay was caused by force majeure.
breach of contract	违约	Late delivery amounts to a breach of contract.
sole / exclusive agent	独家代理	We are applying for the sole agency in Guangdong.
distributor	经销商	We have appointed a distributor in northern Europe.
minimum order quantity (MOQ)	起订量	Our MOQ is 200 sets per model.
lead time	交货周期	Our lead time is 30 days from order confirmation.
stock / out of stock	库存／缺货	The item is temporarily out of stock.
turnover	营业额	September turnover reached RMB 4.2 million.
margin	利润率	The price leaves us almost no margin.
quotation validity	报价有效期	Our quotation validity is 30 days.
after-sales service	售后服务	After-sales response time is our weakest point.
warranty	保修	All chairs carry a five-year warranty.
specification	规格	The goods must meet the agreed specifications.
sample	样品	Samples were sent by air at our expense.
catalogue	目录	Our latest catalogue is attached.
brochure	宣传册	The brochure describes our full range.
enquiry handling	询盘处理	Enquiry handling is now centralised in Guangzhou.
business relationship	业务关系	We value our five-year business relationship.
mutually beneficial	互利的	We hope for a mutually beneficial cooperation.
prompt attention	及时处理	We assure you of our prompt attention.
inconvenience	不便	Please accept our apologies for the inconvenience caused.
recurrence	再次发生	We have taken steps to prevent a recurrence.

背法：不要孤立背单词，背"术语 + 一句短句"。考试时句子里嵌一个正确术语，比背十个孤词有用。

四、介词与固定搭配（选择题与填空的高频区）

搭配	中文	例句
depend on	取决于	Delivery depends on the quantity ordered.
comply with	符合	The goods must comply with EU standards.
in accordance with	按照	The goods were shipped in accordance with the contract.
be subject to	以…为准	The offer is subject to our final confirmation.
result in	导致	The delay resulted in the loss of an order.
result from	由…造成	The delay resulted from a shortage of steel frames.
be responsible for	对…负责	You are responsible for the packing.
be interested in	对…感兴趣	We are interested in your rattan range.
be satisfied with	对…满意	We are not satisfied with the quality.
apologise for	为…道歉	We apologise for the delay.
compensate for	补偿	We will compensate you for the handling costs.
lodge a claim against / for	向…索赔／就…索赔	We lodged a claim against the supplier for USD 2,700.
account for	占	The X200 accounts for 55% of sales.
charge sb for sth	就…收费	We do not charge customers for delivery.
on behalf of	代表	I am writing on behalf of our manager.
at your earliest convenience	尽早	Please reply at your earliest convenience.
in response to	回应	In response to your enquiry, we quote as follows.
with reference to	关于	With reference to your order, we confirm dispatch.
with regard to	关于	With regard to payment, we prefer T/T.
be aware of	意识到	We are aware of the tight schedule.
be familiar with	熟悉	I am familiar with L/C procedures.
be committed to	致力于	We are committed to quality control.
insist on	坚持	We insist on payment by L/C.
complain about / of	投诉	Two customers complained about late delivery.
delay in doing	在…方面延误	There was a delay in shipping the goods.
an increase of 6% in sales	销量增长 6%	There was an increase of 6% in sales.
pay by / pay in USD	以…方式付款／以美元付	Payment is to be made by T/T in USD.
arrive at (港口/机场) / in (城市/国家)	抵达	The vessel arrived at Huangpu Port / in China.
consist of	由…组成	The survey consists of 20 questions.
apply for (职位/代理) / apply to (机构)	申请	We apply for the sole agency; please apply to our head office.
specialise in	专营	We specialise in hotel furniture.
look forward to + n./doing	期待	We look forward to hearing from you.
prevent sb from doing	阻止	Bad weather prevented us from loading on time.
take steps to do	采取措施	We have taken steps to prevent a recurrence.
in charge of	负责	Ms. Chen is in charge of after-sales service.
subject to prior sale	以先售出为准	The goods are offered subject to prior sale.
in duplicate / triplicate	一式两份／三份	Please send the invoice in duplicate.
as per	按照	We shipped the goods as per your instructions.
prior to	在…之前	Please confirm prior to 10 November.
due to	由于	The delay is due to a shortage of raw materials.

五、中式英语纠错 25 组

这些句子都是"从中文直译"的典型产物，也是阅卷人一眼就能看出的失分点。左边是常见错法，右边是改法，括号里是原因。

✗ 中式表达	✓ 商务表达	原因
Please you give me a reply as soon as possible.	We look forward to your early reply.	please 后不能接主语
I very much thank you for your help.	Thank you very much for your help.	语序直译
Our price is very cheap.	Our price is very competitive / low.	price 不能用 cheap 修饰
The quality is very good and the price is cheap.	The goods are of good quality and reasonably priced.	口语化、形容词堆叠
We have received your letter and thank you.	Thank you for your letter of 5 May.	多余叙述
Please contact with me.	Please contact me.	contact 及物
We will deliver the goods to you within 30 days.	Delivery will be made within 30 days of order confirmation.	更正式、条件更清楚
Because of the weather is bad, so we delayed.	Because of bad weather, the shipment was delayed.	because of + 名词；中文"因为…所以"
Although it is expensive, but we accept.	Although the price is high, we accept it.	although 与 but 不同用
We hope you can understand our situation.	We trust you will appreciate our position.	understand our situation 太口语
Please inform us your decision.	Please inform us of your decision.	inform sb of sth
We are looking forward to receive your reply.	We look forward to receiving your reply.	to 是介词
According to our discussion yesterday…	Further to our discussion yesterday…	according to 用于引述资料
We have many experiences in this line.	We have extensive experience in this line.	experience 不可数
The goods will arrive to Guangzhou next week.	The goods will arrive in Guangzhou next week.	arrive in + 城市
Please send the sample to us as soon as possible.	Please send us the sample at your earliest convenience.	书面语升级
We are sorry for the late delivery and please forgive.	We apologise for the delay in delivery.	forgive 过于私人化
Our company is established in 2010.	Our company was established in 2010.	时态
We are a company which is specialised in furniture.	We are a company specialising in furniture.	定语从句冗长
Thank you for your cooperation and support.	Thank you for your continued cooperation.	中文"合作与支持"套话
Please give me a discount.	We should be grateful for a discount on this order.	祈使句过于直接
We must get the goods before Christmas.	The goods are required before the Christmas season.	get 太随意
I am the manager of sales department.	I am Sales Manager of the company.	职位表达
Please reply me before Friday.	Please reply by Friday.	reply 不及物
We hope to cooperate with you for a long time.	We look forward to a long-term cooperation with you.	for a long time 是"时间长"，不是"长期"

六、把生硬改得体：同一句的三种说法

意思	✗ 生硬	✓ 得体
催货	Send the goods now.	We should be grateful if you would ship the goods by 20 November.
拒绝降价	No, we can't reduce the price.	We regret that we are unable to reduce the price further, as the margin is already narrow.
指出错误	You made a mistake.	It appears that an error has occurred in the invoice.
要求赔偿	You must pay us USD 2,700.	We must therefore ask you to refund USD 2,700 to our account.
拒绝订单	We don't want your order.	We regret that we are unable to accept the order at the price quoted.
要求尽快	Do it quickly.	We would appreciate your prompt attention to this matter.
说明不能延期货	We can't wait.	Unfortunately we are unable to extend the deadline, as our customer requires delivery by 10 December.
承认失误	It's our fault.	We accept responsibility for the error and have taken steps to prevent a recurrence.
提要求	Give us your catalogue.	We should be grateful if you would send us your latest catalogue.
施加压力	Pay or we'll sue you.	Unless payment is received by 10 January, we shall have no alternative but to refer the matter to our solicitors.

三个万能软化结构：① We should be grateful if you would…　② We regret that we are unable to…　③ It appears that…
这三个结构能覆盖考场上 80% 的"要提要求又不能得罪人"的场景。

七、连接词：让段落有逻辑（别只会 and / but / so）

关系	书面连接词	例句
补充	In addition / Moreover / Furthermore	In addition, we require a 3% discount.
转折	However / Nevertheless / On the other hand	However, the packing was inadequate.
因果	Therefore / Consequently / As a result	Consequently, we were unable to meet our deadline.
举例	For instance / such as	Two items, such as the X200 and X300, are affected.
让步	Although / Despite / While	Despite our reminders, the invoice remains unpaid.
条件	Unless / Provided that / Should you…	Should you require further information, please contact us.
总结	In conclusion / To sum up	In conclusion, after-sales service needs urgent attention.
顺序	Firstly / Secondly / Finally	Firstly, we set a 48-hour standard.

本页术语、套句、例句均为通用商务英语教学整理，非教材原文、非历年真题；公司与人名情境为虚构。
建议配套使用：卡片背单词（选「13607 写作词句」词库，130+ 条已按本页顺序编排）。
050262 学习小站 · 13607 函电句型与术语 · 更新于 2026-10-27