应求与自发询函

Chapter 13　应求与自发询函 Special Requests

一、词语注释

1. adverse　adj. unfavourable or acting against a person, goal or circumstance 不利的，有害的

2. advertiser　n. someone who notifies the public of a business to draw in customers 登广告者，广告客户

3. affix　vt. to place at the end; to attach 在末尾添上；附上

4. albeit　conj. although 尽管，虽然

5. align　vi. (~ with) to come into agreement, close co-operation, etc. 一致，密切合作

6. applicability　n. [C] the fact of being related to the matter at hand 应用性，使用性

7. appreciative　adj. feeling or showing proper understanding 欣赏的，感激的

8. bill　vt. to submit /send a bill to　送账单给……

9. campaign　n. series of planned activities to gain a special object 活动，运动

10. cardiac　adj. of the heart 心脏的

11. carton　n. any of various containers made from cardboard or coated paper;　the contents of a carton 纸（板）匣；一纸匣的量

12. confidential　adj. done or communicated in confidence; secret 秘密的；机密的

13. consignee　n. a person to whom something such as goods or merchandise is sent/consigned 收件人，受托付者

14. consignment　n. goods that are sent or delivered somewhere; the act of sending or delivering something 递运；所递运的货物

15. credibility　n. the ability to be believed in 确实性，可信性

16. decipher　vt. to succeed in finding the meaning of something that is difficult to read or understand 解释；破解；辨认

17. deviation　n. turning away from what is normal or acceptable; a difference from what is expected or acceptable　偏差，逸出常规

18. dictate　vt. to command or order something to be done or to say words so they can be taped or written down 命令，支配；口授

19. document　vt. to prove by, to supply with written or printed record 用文件证明，供以公文或证件

20. double vi. to do two jobs at the same time　一身兼两个工作

21. fallacy　n. a false way of thing about something; erroneousness; a false notion 谬见；错误；谬误

22. identify with　to establish an identification with 认同，和……有同感（共鸣）

23. inspection　n. the act of looking closely at something, especially to check whether everything is as it should be 检查，检验

24. installation　n. placing, or being placed; something that is fixed/placed, esp. apparatus安装，设置；安置；装置物

25. mechanics　n. (plural) the functional and technical aspects of an activity （用复数）技巧

26. nightgown　n. a loose garment worn in bed by women and girls 女睡衣

27. pacemaker　n. electronic device to correct weak or irregular heart beats 电子心脏定调器

28. placement　n.　the act of placing or arranging 放置，部署

29. porcelain article　fine china with coating of translucent material called glaze 瓷器

30. practitioner　n. one who practises a skill or art; professional man 实习者，练习生，从业者

31. preach　vt. to advocate, especially to urge acceptance of or compliance with 提倡，鼓吹，宣传

32. pyjamas　n. (plural) a loose jacket and trousers/pants worn in bed （用复数）宽大的睡衣裤

33. relevance　n. connecting with what is happening　与……有关

34. reminder　n. something that causes one to remember 使人记起某事之事物，提醒物

35. render　vt. to express in another language　翻译

36. resort　vi. to make use of for help or to gain one’s purpose, etc. 凭借，依赖

37. salutation　n. a word or phrase of greeting used to begin a letter or message（书信开始的）称呼，敬称

38. solicitation　n. asking, making request 请求，恳求

39. straddle　vt. to stand with the legs wide apart;　to appear to favor both sides of (an issue) 叉开（腿）；跨立于；观望

40. suffice　vi. to meet present needs or requirements; be sufficient 足够

41. yarn　n.　fibres which have been spun for knitting, weaving, etc. 纱；线；毛线

二、课文参考译文

上一章已经介绍过询信通常可以分为：一般询函、应求询函、自发询函和私人询函。对撰写信函的人来说，没有必要对询函进行分类，而这么做是为了方便学生。

1. 文本特征 Important Features

具备写好询信的能力对那些需要给国际贸易伙伴写英语信函的中国员工尤其重要。他们通常先从中文媒体获得信息。这些媒体包括：报纸、行业杂志、网页和其他主要来源。出口商需要得到更多行业或业务的详细信息，这时他们很可能会寻求更多的英语信息。

因此，通过写询函了解趋势、跟踪动向是很重要的。在国际贸易公司工作的中国员工应该自发地准备好，一旦有突发新闻或市场变化，他们知道该怎么办；在无准备的情况下，新换的伙伴或老板想了解海外贸易伙伴的看法，这时他们知道该如何去做。

你撰写的自发询函的质量会让读信人形成对你的看法。之所以会这样是因为询信带来的商机会让他们有利可图。所以，你在写询信时要仔细认真，尽管是常规工作，即使是自发询信。这样做对你也有好处。

部分原因是为了寻求眼前业务问题的答案，部分原因是为了三个星期后收到所需要的回复，你需要认真设计询信，尽管有时这比写信还要花时间。

因此，这一节讨论的自愿询信需要花时间思考、计划和组织。因为信中的部分内容或许出乎读信人意料，所以你应该提供更多有直接关系的背景信息。和写一般询信一样，你也可以采用直接叙述方式，因为读信人会对你的信感兴趣。直接叙述方式常用于常规信函和好消息信函。

首先，你要心里清楚你的目的是什么。第一步，你需要仔细想一想目标读者的情况、和他打交道的经历、老板或同事们对正在谈的生意的看法、你正写的询信的实质是什么，有时你也可以想一想询信可能会带来什么利益。你要思考的问题取决于当时的情况，但是这里的中心是：动手写信之前，要有明确目的。

因为你的读者会对来信感兴趣或者不反感，所以你可以用直接叙述方式写一封只有一个主题的询信，尽管这是一封自发询信。信的开头明确提出问询需求，第二段提供必要的理由和细节，然后第三段客气收尾。

2. 应求询问 Solicited Requests

写“应求”询信实际上就某一初始邀请作出反应的信函。例如，看到杂志、报纸上刊登介绍新产品或者介绍公司的广告，你对此很感兴趣，所以你就想进行进一步的了解。由于钱或媒介的原因，广告商或者生产商不会在第一轮投放的广告中发布详细信息。相反，他们会简短公告或者用其他方式传播信息。

为索取更多产品或服务信息的信函称为“应求询信”。这样的信函包括一些前一章讨论的一般信函。在应求询信中，你应该提供一些关于你公司的基本信息以及索取信息的原因。除此之外，还有索取产品手册或者产品和服务介绍的信函。

如果你遵循下面建议，你的询信会更快也更有效地带来商机。

1）直接提出问询需求

2）解释、细化该需求

3）重复要求，客气收尾

4）用语简洁

5）只索求必需的信息

6）如果必要，承诺为对方保密

同时，在语言使用方面，尽量遵循本书多次提出的建议。我们应该使用一些表达感激的语句，对读信人按我们要求提供服务而表示感谢。在任何情况下，“请”和“谢谢你”都是常使用的词语。下面提供一些询函样信。

撰写一般询信或应求询信时，我们可以不过度考虑沟通心理。有些情况下，你不用在表达询问的句子末尾加上问号。在样信10中的第一句话就用了问号。

为了目标读者能识别你的“应求”询信，如果你写上信息来源名称肯定会对你有好处。我们在信的开头明确提出问询信息，而它的“坐标”已根据请求信息来源设定好了，在正文中包括所有的细节，然后客气收尾。

换句话说，你不必长篇大论——许多人喜欢这么做——因为你的目标读者不希望你啰哩啰嗦。相反，你要直奔主题，确切说明想要询问什么。

3. 自发询问 Unsolicited Requests

自发询问是一种根据需求而提出的询问，而不是对邀请作出反应。自发询问的目的是让目标读者有理由自愿答应你的要求。“我有理由相信你应该满足我的要求”是自发询问的主要信息。

这类询信包括日常业务和长期发展业务所需的信息：今天你询问的信息两个月后也不一定能够得到，而等有了答复时，对方反馈的内容也不一定是你在询信中想要得到的。本章目标中提出我们应尽量“对特殊询信恰当回复”，而这些特殊信函包应该包括以下几点：

● 目的明确、单一

● 清楚地提出特殊问询需求

● 给目标读者提供足够细节

● 可以使读者有理由满足要求

● 可以产生好的结果

例信6：要求刊登广告

Specimen letter 6: Request for ad placement

广告一经刊出，我们即付缴费用。务请把广告刊在贵报显目的版面上，至盼。

video based information systems基于录像、视频的信息系统

character generators字符发生器

例信7：要求扩大产品种类

Specimen letter 7: Request for line expansion

acrylic yarn丙烯酸纱线

acrylic polymers丙烯酸聚酯

例信9：请求协助了解船期

Specimen letter 9: Request for shipping information

我公司计划向拉哥斯发运一百箱金象牌男睡衣，每箱十打，价值五万六千美元。据了解，近两个月从宁波到拉哥斯没有直达班轮，请贵方告知是否能在香港转船，如可行，请告知班轮的名称、启航时间、航程安排、所需费用及其他必要的信息。我们的货物不能晚于九月十五日到达目的地。

例信10：要求澄清条款

Specimen letter 10: Request for clarification of terms

consignee收货人，收件人；受托人，承销人，代销人

如果你写的是自发询函，你需要给读者提供需要他加工的所有背景信息。你必须提供足够的细节，让他看懂你的信。只有这样他才能轻松地给你回复。你还要预先想一下读者可能提出的相关问题，然后在询信中回答这些问题。这也是我们必须做到具体和周到的部分原因。

在自发询信末尾，你要写得礼貌，而且要表示感谢。有时你要随信附上必要的东西。如果合适的话，你可以附上名片、收条、问卷、调查表、产品介绍或者其他补充材料。

如果你和对方在同一国家或地区，你可以附上一个写好自己地址、贴有邮票的信封。

4. 语言问题 Language Issues

前十一章已经说明，正确使用英语一直是本书目标学生的大问题，而这个问题比挑选合适的模范信函还重要。

三、练习参考答案

131. Classroom Workouts

Lecturer’s reply to Entry 131:

Ah, if only life were that easy. You will have to read the textbook and/or watch the video clippings to get the answer or answers. Better still, discuss and think before generating your own solution or solutions.

132. Classroom Workouts

Problems in the original marked

Dear Sirs:

May we get some detail information concerning your latest designed machine?

Your company has been ours equipment supplier for a long time. Your products’good quality and reasonable price has gained our confidence. Now, our company makes decision to purchase your newly developed machine to instead of the old one that we present have.

We would appreciate it very much if you could send us your catalog together with the current sales term as soon as possible. We are sure it will be beneficial to both of us in the near future.

Yours faithfully

A possible correct version of Entry 132 for your reference

Dear Sirs:

May we have some detailed information on your newly designed machine CFW?

Your company has been our equipment supplier for a long time. We are satisfied with the quality of your products. Now our company would like to upgrade the machine. Would you send us your catalog and price list as soon as possible?

Your cooperation, we are sure, will be beneficial to both of us in the near future.

Yours faithfully,

附上以往学期学生提交的本题作业。供学生讨论、练习修改或作考试试题用。

Student submission 1 for reference

Dear Sirs:

May we get some detail information on your latest model of TCP machine?

Your company has been our equipment supplier for a long time. We are satisfied with both high quality and reasonable price of your products.

We are looking for a more advanced model to replace the one working now. Your early reply will be beneficial for both of us. Please send your reply as soon as possible.

Faithfully yours,

Student submission 2 for reference

Dear Sirs,

Would you please send us some detailed information concerning your latest designed machine?

We are interested in your newly developed machine and we believe we have a large market here. Some detail information will certainly help us make an import decision, and your help will lead to a profitable cooperation.

It would be appreciated very much if you could send us your catalog together with the current sales terms as soon as possible.

Yours faithfully,

133. Classroom Workouts

Problems in the original marked

Dear Sirs /Madam

We learn from the advertisement in the current issue of the House Furnishing Review that your company can supply plastic kitchenware.

Our company is the major dealer in the light industrial products. There is a ready market developed in kitchenware here and it requires a lot of kitchenware.

We would like to have a brochure concerning the necessary information of the kitchenware that you could supply.

Regards, With complements

Thanks you in advance for your kind cooperation.

Yours faithfully

Possible correct version 1 of Entry 133 for your reference

Dear Sir /Madam,

We learned from the House Furnishing Review that your company can supply plastic kitchenware. Would you send us a brochure about your kitchenware?

Our company is a major dealer in the light industrial products in Beijing. We have developed a market in kitchenware in our region and there is great demand for it.

Your feedback will be highly appreciated.

Yours faithfully,

Possible correct version 2 of Entry 133 for your reference

Dear Sir /Madam,

We read an advertisement in the December, 2006, issue of the House Furnishing Review that your company supplies plastic kitchenware.

Our company has for 20 years been one of the major dealers in Beijing in the light industrial products. There is a ready market which is quite developed in kitchenware here.

It would be of much help if you could send us a brochure on the kitchenware that you can supply to the Beijing area.

Sincerely yours,

附上以往学期学生提交的本题作业。供学生讨论、练习修改或作考试试题用。

Student submission 1 for reference

Dear Sir or Madam,

Would you please send us a brochure concerning the necessary information of the kitchenware?

We learned of this product from the advertisement in the current issue of the House Furnishing Review. We believe there is a ready market here. Accurate and prompt information will certainly help us make an import decision, and your help will lead to a profitable cooperation.

We shall be grateful if you can send us the information as soon as possible.

Yours faithfully,

Student submission 2 for reference

Dear Sir or Madam:

We have seen your advertisement in the current issue of the House Furnishing Review and would like to receive information about the various models of the plastic kitchenware you are presently producing. Would your like to send us your latest brochures?

Our company is the major dealer in the light industrial products. We have developed a booming market in kitchenware in our region and there is a high demand for it.

Your cooperation will be greatly appreciated and be beneficial to both of us in the very near future.

Yours sincerely,

135. Rewriting for Submission

A possible revision for your reference

Dear Sirs,

The advertisement of your company, Cadbury Schweppesin, in China Daily on November 17, 2010, attracted our attention. Since we are in need of quantities of chocolates in order to expand our business, we’d like to learn more about your products, especially éclairs.

It will promote the businesses of both of our companies if you can send us in seven work days an email including information on　the éclairs series, for example, the quantities you can provide and the latest price list.

Faithfully yours,

136. Writing Assignments for Submission

Student submissions without commenting from the instructor, except for Submissions 1 and 2

Student submission 1 with brief comments

Dear Sir or Madam,

Would you please send me some detail information concerning your new operating system, Windows 7?

I learned of this new system online, and am very interested in it. Yet the information provided online is too limited, and your further information will certainly be helpful to me.

It would be appreciated very much if you could send us your detail information as soon as possible.

Yours faithfully,

Comments:

This seems an unsolicited request to Microsoft Corporation.

信息定位不合适：要么自己上网看，要么是在与虎谋皮

The writer fails to coordinate himself or herself properly. For such information, one may have to search by logging on to the Internet.

Student submission 2 with problems marked and comments

Dear Sir or Madam,

Subject: Request for More Information about your product

We are very interested in your advertisement on Hunan TV about　Hu’nan TV at your metal boxes and cutting tools.

If it is possible, we hope you can send us an offer, CIF Singapore, and we need to know the deadline of delivery, terms of payment, and discount for regular customers, for which we would appreciate very much.

Considering the great demand for various metal daily necessities | in our end, if it is possible, please send us a copy of your catalog and specific information as reference.

It would be of great help if you could send us these as soon as possible.

Faithfully yours,

Comments:

This is an unsolicited request that comes with serious grammar problems.

能猜出来：湖南电视台上有关某某产品的广告。

定位：问的是广告、广告制作、效果，还是广告上的产品或服务？

这与布置单句练习希望解决的问题，以及在这些练习中出现的问题，是一样的问题。

The first paragraph is not clear in the very message.

The message in the second paragraph is ahead of its time.

The third paragraph is repetitious with the previous paragraph, yet contradictory in some details.

The reference of “these” in the last paragraph is not concrete. It may be necessary for some specifics to be repeated.

Student submission 3

Dear Sirs:

Would you please send us a copy of current catalogue and price list for the Chanel perfume new series 2010.

We learned about these new series perfume from the magazine Vogue. The Corporation, the subsidiary of Chanel, which was in China, have not had the new series perfume. But chinese customers have been looking forward the new perfume appearing in China.

It would be highly appreciated if your reply could be received by December 1. We are hopefully waiting.

Yours truly

Student submission 4 (Supplied by Ms. He Shanshan)

Dear Mr. John Smith,

We have received your letter dated June 10, 2010. We are very much interested in your dried navy beans which can be sold upon completion of the harvest of this mid-October.

We are writing to inquire detailed information about payment and delivery of the beans, especially the time and place of payment and delivery. Furthermore, it would be appreciated our transaction will be in accordance with Incoterms 2005 which provides both of us with more convenience.

Thank for your attention to this matter and we hope you will consider our suggestion. I am looking forward your early reply.

Yours sincerely,

Student submission 5

Dear Sir or Madam,

We learned from a local magazine in Chinese that your company Power Cable could supply motor car wind warmers to potential customers.

Beijing Motor Car Manufacture, one of the most celebrated motor car manufactures in Beijing, would like to import some motor car wind warmers. We know one of the models referred in the magazine was a “Strong 2007”. Would you please send us a copy of current catalogue and price list for such motor car warmers that your have on sale?

Considering that we are in urgent need of motor car wind warmers, please send your reply as early as possible.

We are looking forward to your reply.

Sincerely yours,

Student submission 6

Dear Sir or Madam:

Would you please send us information on your newly product known as “iPhone 3G”, a mobile phone contains many high-tech functions especially surfing the Internet at 3G speed?

We learned of this product from a local website. We believe we have a large potential market here. Accurate and prompt information will certainly help us make an import decision, and your cooperation will be beneficial for both of us.

The local website did not have specifics about the product, especially the detailed information of “3G” technology.

It will be very helpful if you send us at your convenience brochures with detailed introductory of it.

Sincerely yours,