格式与文体模板
写作题的第一档分不是文采，是骨架。骨架对了，阅卷人扫一眼就知道你受过训练；骨架错了，正文再漂亮也进不了高分区。本页把六种文体的骨架拆到"每一行该写什么"。
一、六种文体必备元素速查
| 文体 | 必备元素 | 常错点 | 典型字数 |
|---|---|---|---|
| Subject → Salutation → Opening → Body → Action/Close → Sign-off + Name | 漏主题行；把主题写成整句；结尾敬语与称呼不配 | 40—60 / 150—200 | |
| Memo | TO / FROM / DATE / SUBJECT 四行台头 + 正文（无称呼无敬语） | 加了 Dear；漏 SUBJECT；正文写成长信 | 60—120 |
| Business letter | 寄信人信息 → 日期 → 封内地址 → 称呼 → 主题（可选）→ 正文 → 结束敬语 → 签名/职务 → 附件 | 日期写法混乱；缺封内地址；敬语错配 | 150—200 |
| Report | Title → Introduction → Findings → Conclusion → Recommendations | 只有叙述没有结论；建议写成空话 | 150—250 |
| Minutes | 会议名称/时间/地点/主席/记录人 → 出席 → 议题逐条 → 决议 → 下次会议 | 写成散文；漏"决议"和"责任人" | 100—180 |
| Notice | NOTICE 标题 → 事由 → 时间地点 → 要求/联系 → 落款与日期 | 漏时间地点；语气过于随意 | 50—80 |
二、Email：先学"主题行"，再学正文
主题行四条铁律
- 不超过 8 个词，名词短语优先，不用完整句。
- 带识别信息：订单号、发票号、日期。
- 带动作指向：Enquiry / Order / Complaint / Request / Confirmation。
- 不用感叹号、不用全部大写（全大写＝喊叫）。
| 场景 | ✗ 差 | ✓ 好 |
|---|---|---|
| 催货 | Where is my order??? | Overdue delivery – Order No. 8842 |
| 询价 | I want to ask something about price | Enquiry: Model X200 office chairs |
| 改期 | About the meeting | Rescheduling of 12 Nov sales meeting |
| 投诉 | Bad quality!!! | Complaint: damaged goods in shipment SH-1109 |
| 确认 | Re: your mail | Confirmation of payment – Invoice 2026-118 |
范文 A：40—50 词的商务短信/邮件
情境：你是 ABC 公司销售助理，客户 Mr. Brown 询问 X200 办公椅报价，请回信告知单价 45 美元 FOB 广州、30 天内交货，并附目录。
Subject: Quotation – Model X200 office chairs
Dear Mr. Brown,
Thank you for your enquiry of 12 October about our Model X200 office chairs.
We can offer USD 45 per unit FOB Guangzhou, with delivery within 30 days of order confirmation. Our latest catalogue is attached for your reference.
We look forward to your reply.
Yours sincerely,
Li Hua
Sales Assistant, ABC Furniture Co., Ltd.
- Subject 9 词内：品类 + 动作，一眼可归档。
- 第一句就复述来信：Thank you for your enquiry of 12 October…——阅卷人立刻确认"任务已响应"。
- 三个信息点全给：单价、贸易术语、交期。题目给的条件一个不漏。
- 附件一句带过：catalogue is attached，不另起一段。
- 结尾敬语配对：Dear Mr. Brown → Yours sincerely。
范文 B：150—200 词的完整商务邮件
情境：你是 Great Wall Trading 的采购经理，向供应商投诉 11 月 5 日到货的 500 把椅子中有 60 把椅腿破损，要求换货或退款，并提醒影响圣诞销售季。
Subject: Complaint: damaged goods in shipment SH-1109
Dear Ms. Chen,
I am writing to report a serious problem with our order No. 7741, which arrived at Huangpu Port on 5 November.
According to the packing list, the consignment contained 500 office chairs in 100 cartons. On inspection, however, we found that 60 chairs in cartons 12 to 23 had badly scratched legs and three of them could not be assembled at all. Photographs of the damage are attached for your reference.
This is the second time in six months that we have received damaged goods. As these chairs are intended for the Christmas season, we are now unable to meet our delivery commitments to two major customers.
We must therefore ask you to replace the 60 damaged chairs by 25 November at the latest, or to refund USD 2,700 to our account. We would also appreciate your comments on how the packing can be improved.
We value our five-year business relationship and look forward to your prompt reply.
Yours sincerely,
Zhang Wei
Purchasing Manager, Great Wall Trading Co., Ltd.
- 第一段只做一件事：交代"我在投诉什么 + 订单号 + 到货日"。不铺垫。
- 第二段给事实：数量、箱号、损坏形态。具体数字是索赔信的命。
- 第三段讲影响：影响圣诞季 + 两家客户——把"为什么着急"讲清楚，对方才会动。
- 第四段提要求：换货（含期限）或退款（含金额），二选一，可执行。
- 第五段留面子：肯定长期合作。这是"坚定而不失礼"的标准收尾。
- 结构可复用：投诉＝目的 → 事实 → 影响 → 要求 → 收尾。任何索赔、催款、延期通知都能套。
三、Memo：内部沟通的标准件
备忘录 不加称呼、不加敬语、不签名，台头四行固定顺序：TO / FROM / DATE / SUBJECT。正文追求"三句能读完"。
MEMORANDUM
TO: All Sales Staff
FROM: Wang Ling, Sales Manager
DATE: 20 October 2026
SUBJECT: New price list effective 1 November
Please note that our new price list takes effect on 1 November 2026. Prices for the X200 and X300 series will rise by 4% because of higher raw material costs.
From that date, all quotations must be based on the new list. Orders confirmed before 31 October will be honoured at the old prices.
Please contact me if you have any questions.
Wang Ling
- SUBJECT 具体到日期与文件，不是 "Price change" 这种空标题。
- 第一句就是决定，不用 "I am writing to inform you that…" 这类铺垫。
- 一定写清"从哪天起生效"和"过渡怎么处理"，这是内部备忘最常被漏的两点。
- 结尾给出口：有问题找我——内部文件的礼貌在于"可联系"。
四、Business Letter：齐头式（Full Block）完整骨架
考试推荐齐头式：所有行左对齐，段间空一行，最省事也最不容易错。下面每一行都标了作用。
[1] Great Wall Trading Co., Ltd.
[2] 88 Jiangnan Avenue, Guangzhou 510280, China
[3] Tel: +86 20 8888 6666 Email: sales@gwt.com.cn
[4] 20 October 2026
[5] The Purchasing Manager
[6] Nordic Home AB
[7] 15 Drottninggatan, 111 51 Stockholm, Sweden
[8] Dear Sir or Madam,
[9] Re: Enquiry about rattan garden furniture
[10] 正文第一段：说明写信目的与信息来源
[11] 正文第二段：给出必要事实与条件
[12] 正文第三段：明确提出请求并给出期限
[13] Yours faithfully,
[14] (signature)
[15] Li Hua
[16] Export Sales Manager
[17] Enc.: illustrated catalogue; price list
| 编号 | 作用 | 写法要点 |
|---|---|---|
| [1]—[3] | 信头（letterhead） | 公司名、地址、联系方式。考试可简化成两行。 |
| [4] | 日期 | 英式20 October 2026；美式October 20, 2026。全文统一，绝不写 20/10/26。 |
| [5]—[7] | 封内地址（inside address） | 收信人职务 → 公司 → 地址。不知姓名时以职务开头。 |
| [8] | 称呼 | 知姓名：Dear Mr. Smith / Dear Ms. Chen；不知：Dear Sir or Madam；集体：Dear Sirs（英式）。不用 Dear friend。 |
| [9] | 主题行（可选） | Re: 开头，名词短语，与 Email 主题同规则。 |
| [10]—[12] | 正文 | 三段式：目的 → 事实 → 请求。每段 2—4 句，句子平均 15 词。 |
| [13] | 结束敬语 | Dear Sir / Madam / Sirs → Yours faithfully；Dear Mr./Ms. XX → Yours sincerely。美式可用 Sincerely yours / Best regards。 |
| [14]—[16] | 签名块 | 手签（可省略）→ 打印姓名 → 职务。缺职务不致命，缺姓名会显得不专业。 |
| [17] | 附件 | Enc. / Enclosure(s)。邮件里用 Attachment。 |
三个一票否决项：① 日期写 20/10/26；② Dear Sir or Madam 配 Yours sincerely；③ 全篇没有封内地址就自称"商务信"。这三处是格式分最常见的失血点。
五、七类商务信函：每类一句"必须做到"
1. 询盘 Enquiry
必须做到：说明用途与数量，否则对方无法报价。
Dear Sir or Madam,
We are a furniture retailer with twelve stores in southern China. We are interested in your rattan garden furniture range and intend to place an initial order of 200 sets for the coming spring season.
We should be grateful if you would send us your latest catalogue, a price list in USD FOB Guangzhou, and your minimum order quantity. Please also advise your usual delivery time.
We look forward to your early reply.
Yours faithfully,
Li Hua
Export Manager
2. 报盘与还盘 Offer & Counter-offer
必须做到：报盘写清有效期；还盘给出理由，不能只说"太贵"。
Dear Mr. Brown,
Thank you for your enquiry of 12 October about our Model X200 office chairs.
We are pleased to offer 500 units at USD 45 each FOB Guangzhou, for shipment within 30 days of receiving your order. This offer is firm, subject to your reply reaching us by 10 November.
The price reflects the reinforced steel frame and five-year warranty. For orders over 1,000 units we could allow a 3% discount.
We look forward to hearing from you.
Yours sincerely,
Li Hua
Dear Mr. Brown,
Thank you for your offer of 20 October.
We appreciate the quality of your chairs, but at USD 45 per unit your price is about 12% higher than the quotations we have received from two other suppliers in the region.
Given the volume we expect to order—1,000 units in the first year—we would ask you to consider a price of USD 39 per unit, on the same FOB terms and delivery schedule.
If this is acceptable, we are ready to confirm the order this week.
Yours sincerely,
Zhang Wei
Purchasing Manager
- 还盘三步：先肯定（appreciate the quality）→ 给依据（比另两家高 12%）→ 提具体数字（39 美元）→ 给甜头与时限（本周确认）。
- 最忌："Your price is too high, please reduce."——没有依据、没有数字、没有承诺。
3. 订单确认 Order Acknowledgement
必须做到：复述关键条件（数量、单价、交期、付款），让对方有据可查。
Dear Ms. Chen,
We are pleased to confirm your order No. 7741 for 500 Model X200 office chairs at USD 45 per unit FOB Guangzhou, total USD 22,500.
The goods will be packed in 100 cartons and shipped by sea from Nansha Port on or before 20 November. Payment is to be made by irrevocable L/C at sight.
A proforma invoice is enclosed for your opening of the credit. Please let us know if any detail needs adjustment.
Yours sincerely,
Li Hua
4. 催款：同一件事的三档语气
这是全卷最能考"语域"的地方：越早越客气，越晚越坚定，但始终不失礼。
第一档 · 到期前提醒（礼貌）
"We would like to remind you that Invoice No. 2026-118 for USD 8,400 falls due on 30 November. If payment has already been sent, please disregard this note."
关键词：remind / falls due / please disregard。给对方台阶。
第二档 · 逾期两周（明确）
"We note that Invoice No. 2026-118, due on 30 November, remains unpaid. We should be grateful if you would arrange settlement within the next seven days."
关键词：remains unpaid / arrange settlement / within seven days。有事实、有期限、无指责。
第三档 · 逾期一月（坚定，保留后果）
"Despite our reminders of 1 and 15 December, Invoice No. 2026-118 is now one month overdue. Unless payment is received by 10 January, we shall have no alternative but to suspend further deliveries and refer the matter to our solicitors."
关键词：Despite our reminders / Unless… we shall have no alternative but to…。强硬但不辱骂。
考场做法：题目若只写"催款"，默认用第二档；若写"多次催款未果""最后通知"，用第三档。
5. 索赔 Claim 与理赔 Adjustment
索赔必须做到：事实 + 损失 + 要求三件套（范文见上文 Email 范文 B）。
理赔必须做到：先致歉、再查明、后方案，且不轻易认全责。
Dear Mr. Zhang,
Thank you for your email of 8 November regarding the damaged chairs in Order No. 7741.
We are very sorry that 60 chairs reached you in poor condition, and we quite understand your concern about the Christmas season.
Our warehouse team has checked the loading records for cartons 12 to 23. It appears that the cartons were stacked against a damaged pallet, and the packing has since been strengthened with corner protectors.
We will ship 60 replacement chairs by air on 18 November at our own expense, so that you are not delayed further. There is no need to return the damaged units; please dispose of them locally.
Please accept our apologies for the inconvenience caused. We have also credited USD 300 to your account towards your handling costs.
Yours sincerely,
Chen Jing
Export Manager
- 认错要用 "We are very sorry that…"，不用 "We regret if you feel…"（推诿语气会被扣分）。
- 给方案要具体：空运 60 把、我方承担运费、18 日发出、不用退回、另补 300 美元。
- 这样一封 190 词左右，正好考场长度。
6. 代理申请 Agency
必须做到：自报家底（渠道、客户、销量预期），否则对方不会给独家权。
Dear Sir or Madam,
We are writing to apply for the sole agency for your kitchenware range in Guangdong Province.
Our company has distributed household goods for fourteen years and currently supplies 46 supermarkets and 12 online stores. We employ six field sales staff and run a 400-square-metre showroom in Guangzhou.
We estimate that we could sell 3,000 units in the first year and 5,000 in the second. We would be glad to discuss a trial period of six months, after which either party may review the arrangement.
Our company profile and latest financial statement are enclosed. We look forward to your reply.
Yours faithfully,
Wang Ling
General Manager
7. 装运与保险 Shipment & Insurance
必须做到：写出具体船期/保单要求，不要说 "ship as soon as possible"。
Dear Ms. Chen,
With reference to our order No. 7741, we should be grateful if you would ship the goods by the vessel sailing from Nansha on 20 November, as our customer requires delivery before 10 December.
Please cover the consignment against All Risks for 110% of the invoice value, as agreed in the contract, and send us a copy of the insurance certificate together with the shipping documents.
Please confirm the booking as soon as it is made.
Yours sincerely,
Zhang Wei
补：推销函 Sales Letter（教材 Ch 6）
必须做到：先给好处，再讲产品。推销函与询盘回复的方向相反——对方没问你，所以前两句必须回答"这跟我有什么关系"。
Dear Ms. Larsen,
Hotel guests judge a room by its desk chair. Ours is the only model in its price range with a five-year frame warranty and a 48-hour replacement service.
Our X200 chair was designed with Scandinavian hotel groups in mind: a 12-degree recline, stain-resistant fabric, and a frame tested to 120 kg. It has been installed in over 40,000 rooms across Europe since 2021.
For orders placed before 31 December, we are offering free shipping to Stockholm and a 5% introductory discount.
May I send you two sample chairs for trial? There is no obligation, and you keep them either way.
Yours sincerely,
Li Hua
Export Sales Manager
- 第一句直接给利益点（五年保修 + 48 小时换货），不写"We are a leading manufacturer"。
- 用数据建立信任：12 度、120 公斤、40,000 间客房。
- 给"低门槛的下一步"：先寄两把试用，且不承担义务。推销函的转化率全在最后一句。
六、社交信函：短，但格式不能省
邀请 Invitation
Dear Mr. Brown,
We are pleased to invite you to our Autumn Product Launch, to be held at the Canton Fair Complex, Hall 3, on 15 November 2026 from 2:00 to 5:00 p.m.
The event will present our new rattan and teak ranges, and our design team will be available for discussion. We do hope you can join us.
Please confirm your attendance by 8 November.
Yours sincerely,
Li Hua
感谢 Thanks
Dear Ms. Chen,
Thank you very much for the warm reception you gave our delegation in Stockholm last week.
The factory visits were extremely useful, and the discussions helped us understand your quality standards much better. We have already passed your suggestions to our production team.
We hope to return the hospitality when you visit Guangzhou next spring.
Yours sincerely,
Zhang Wei
道歉 Apology
Dear Mr. Brown,
Please accept our sincere apologies for the delay in delivering your order No. 7741.
The delay was caused by a shortage of steel frames from our supplier. We have now secured stock and your goods will leave Nansha on 22 November.
We are sorry for the inconvenience this has caused and assure you that we have taken steps to prevent a recurrence.
Yours sincerely,
Li Hua
预约 Appointment
Dear Ms. Chen,
I will be visiting Shanghai from 3 to 6 December and would very much like to meet you to discuss next year's supply contract.
Would Tuesday 4 December at 10:00 a.m. suit you? If that is inconvenient, please suggest an alternative time and I will arrange my schedule accordingly.
I look forward to meeting you.
Yours sincerely,
Zhang Wei
祝贺 Congratulation
Dear Mr. Brown,
Congratulations on your appointment as Managing Director of Nordic Home AB.
We have enjoyed working with you over the past five years and are confident that the company will go from strength to strength under your leadership.
We wish you every success in your new role and look forward to continuing our cooperation.
Yours sincerely,
Wang Ling
慰问 Sympathy
Dear Mr. Brown,
We were very sorry to learn of the fire at your warehouse last Tuesday.
We understand that no one was injured, which is a relief, but we realise the disruption to your business must be considerable. If we can help by bringing forward your pending shipment, please let us know.
Our thoughts are with you and your staff at this difficult time.
Yours sincerely,
Wang Ling
七、Report / Minutes / Notice / Itinerary
报告：三段式（发现 — 结论 — 建议）
REPORT ON CUSTOMER SATISFACTION SURVEY 2026
Introduction
This report presents the findings of a satisfaction survey of 240 customers, conducted between 1 and 30 September 2026.
Findings
Overall satisfaction stood at 82%, up from 76% last year. Delivery speed was rated highest (4.5/5), while after-sales response was rated lowest (3.1/5). 18% of respondents reported waiting more than five days for a reply to a complaint.
Conclusions
Customers are broadly satisfied with products and delivery, but after-sales service is the main weakness and the most likely cause of lost repeat orders.
Recommendations
1. Set a 48-hour response standard for all complaints.
2. Add two staff to the after-sales team from January.
3. Include response time in the monthly performance review.
Prepared by: Li Hua, Sales Department
Date: 20 October 2026
- Findings 里必须有数字，没有数字的报告等于读后感。
- Conclusions 只做"判断"，不重复数据。
- Recommendations 用编号，每条以动词开头（Set / Add / Include）。
会议纪要：条目化，不写散文
MINUTES OF THE MONTHLY SALES MEETING
Date: 20 October 2026 Time: 10:00—11:30 Venue: Meeting Room 2
Chair: Wang Ling Minutes by: Li Hua
Present: Wang Ling, Zhang Wei, Chen Jing, Liu Fang
Apologies: Zhao Min
1. Review of September sales
September turnover reached RMB 4.2 million, 6% above target. Zhang Wei reported that the X200 series accounted for 55% of sales.
2. Christmas campaign
The team agreed to launch the campaign on 10 November. Chen Jing will prepare the online materials by 1 November.
3. After-sales response time
Members noted that average response time is 5.6 days. It was decided to introduce a 48-hour standard from January.
4. Next meeting
Tuesday 17 November 2026, 10:00, Meeting Room 2.
Signed: Wang Ling (Chair)
产品说明 / 操作指引 Instructions（教材 Ch 14）
写法只有三条：一步一动作、用祈使句、编号到底。不要写"should be done"这类被动长句，不要一段塞三步。
X200 OFFICE CHAIR — ASSEMBLY INSTRUCTIONS
Parts: seat (1), backrest (1), base with castors (1), gas lift (1), armrests (2)
Tools required: Allen key (supplied), screwdriver (not supplied)
Time required: approximately 15 minutes
1. Place the base on a flat surface with the castors pointing outward.
2. Insert the gas lift into the centre hole of the base and press down firmly.
3. Fit the seat onto the gas lift and tighten the screw underneath with the Allen key.
4. Attach the backrest to the seat using the four bolts provided. Tighten diagonally, not in sequence.
5. Fix the armrests to the seat with two screws each.
6. Turn the chair upright and press the height lever to check that the gas lift moves freely.
Caution: Do not stand on the seat. Maximum load 120 kg. Keep the Allen key away from children.
Maintenance: Wipe the fabric with a damp cloth. Check the bolts every six months.
For spare parts, contact service@abc-furniture.com quoting your order number.
- 开头先给"零件 + 工具 + 耗时"，读者才知道要不要现在动手。
- 每条以动词开头：Place / Insert / Fit / Attach / Fix / Turn。
- Caution 单列，安全信息不能埋在步骤里。
- 结尾给维护与备件渠道——这是说明书的完整性分。
通知与行程
NOTICE
Annual Stocktake
The warehouse will be closed for the annual stocktake on 28—29 December 2026. No orders will be dispatched on these two days.
Customers requiring delivery before the New Year holiday should place orders by 20 December.
For urgent matters, please contact the sales office on +86 20 8888 6666.
Administration Department
1 December 2026
ITINERARY — Mr. J. Brown (Nordic Home AB)
3—6 December 2026
3 Dec (Thu) 09:40 Arrive Baiyun Airport, flight SK983
11:00 Check in at Garden Hotel
15:00 Factory visit, Panyu plant (car, 45 min)
4 Dec (Fri) 10:00 Meeting with export team, Meeting Room 2
13:00 Lunch hosted by Mr. Zhang Wei
16:00 Showroom visit, Jiangnan Avenue
5 Dec (Sat) 09:30 Visit Canton Fair Complex (Hall 3)
19:00 Dinner with General Manager
6 Dec (Sun) 08:00 Transfer to airport; flight SK984 at 10:25
简历与求职信：各写一半，不重复
分工：简历列事实（经历、学历、技能），求职信讲"为什么是我"。
Dear Mr. Smith,
I am writing to apply for the position of Export Sales Assistant advertised on your website on 10 October.
I graduated from Guangdong University of Foreign Studies in 2024 with a degree in Business English, and I have since worked for two years as a sales coordinator at Great Wall Trading, where I handled enquiries from European buyers and prepared shipping documents for over 300 orders. My written English is strong—I draft all customer correspondence for my team—and I am familiar with L/C procedures and Incoterms 2020.
I am attracted to your company because of its expansion into the Nordic market, where my experience with Scandinavian clients would be directly useful.
My résumé is enclosed. I would welcome the opportunity to discuss my application at an interview.
Yours sincerely,
Li Hua
八、细节规范表（考场直接照抄）
| 项目 | 规范写法 | 错误写法 |
|---|---|---|
| 日期（英式） | 20 October 2026 | 20/10/26、October 20th, 2026（混用） |
| 日期（美式） | October 20, 2026 | Oct. 20. 2026 |
| 金额 | USD 22,500 / RMB 4.2 million | $22.500、22500 dollars |
| 数字开头句 | Twenty-five chairs were damaged. | 25 chairs were damaged.（正式文体尽量拼写） |
| 百分比 | up 6% / 6 per cent | up 6 percent（正文可用，正式信函少用） |
| 称呼（知姓名） | Dear Mr. Brown / Dear Ms. Chen | Dear Mr. John、Dear Miss Chen（婚否不明） |
| 称呼（不知姓名） | Dear Sir or Madam | Dear friend、Dear Sir/Madam 混写敬语 |
| 敬语配对 | faithfully ↔ Sir/Madam；sincerely ↔ 姓名 | Dear Sir or Madam + Yours sincerely |
| 附件 | Enc. price list（信）/ Please find attached…（邮件） | Attach: price list |
| 时间 | 10:00 a.m. / 2:00—5:00 p.m. | 10 o'clock am、14:00 pm |
九、本页自检（写完后逐条对）
- ☐ 主题行 ≤ 8 词，含订单号或品类
- ☐ 第一句就说明写信目的
- ☐ 题目给的每个信息点都出现在正文里
- ☐ 有具体数字（数量/金额/日期/期限）
- ☐ 称呼与结束敬语配对正确
- ☐ 日期全文一种写法
- ☐ 字数：短文 40—50 词；长信 150—200 词
- ☐ 拼写重点复核：receive / believe / sincerely / enclosure / apology / inconvenience
本页所有信件、备忘、报告均为示范范文，非教材原文、非历年真题，情境与人名公司名均为虚构。
格式规范依据通用商务英语写作惯例（full block / modified block）；考试以大纲要求与本省指定教材为准。
050262 学习小站 · 13607 格式与文体模板 · 更新于 2026-10-27
格式规范依据通用商务英语写作惯例（full block / modified block）；考试以大纲要求与本省指定教材为准。
050262 学习小站 · 13607 格式与文体模板 · 更新于 2026-10-27