商务信函的翻译

三、商务信函的翻译

（一）商务信函概述

商务信函（Business Letters）是商务活动的重要组成部分，是商业贸易往来所使用的通信形式。由于商务信函是与商业贸易有关的信件，翻译商务信函除了必须具备良好的英语基础外，还必须具有比较全面的商务知识，熟悉专业术语，并对商务信函的格式、结构和风格非常了解。

（二）商务信函的构成和格式

商务信函与社交信函一样，有一定的格式规范要求。商务信函主要有信头（Heading）、日期（Date）、信内地址（Inside Address）、称呼（Salutation）、正文（Body）、结尾套语（Complimentary Closing）、签名（Signature）七个部分组成，有时根据需要还可增加信函编号（Reference Number/Ref.No）、事由标题（Subject Heading）、附件（Enclosure）、抄送（Carbon Copy/CC）、再启（Postscript/P.S.）等。

商务信函组成部分的排列顺序是固定的。现代商务信函的格式主要有缩进式（Indented Form）、齐头式（Block Form）、完全齐头式（Full－block Form）和混合式（Modified Form）。以下是比较流行的完全齐头式的排列顺序：

412 Seawood Drive

1.信头（写信人地址）San Francisco，CA　94015

USA

2.写信日期July 24，2006

3.信函编号Our ref：PFW/SY

Your ref：JP105/SD505

Brian Taylor

Sales Manager

4.信内地址（收信人姓名地址）ABC Company

385 Constitution Avenue

Seattle，Washington 98195

USA

5.称呼Dear Mr.Green

6.事由Subject：Sales Contract 2000－182

7.正文

8.结尾套语Yours faithfully，

9.签名Manfred Healy

10.职务Sales Manager

11.附件Enc.：Invoice No.3012 BY　08

12.抄送CC.：General Manager

13.再启/附言P.S.：...

（三）商务信函的语言特点及翻译

要翻译好英语商务信函，就必须具备良好的英语基础、丰富的业务知识和对商务信函格式、结构和风格的了解。商务信函是公司与公司之间的通信往来，信中内容是有关商务方面的事情，属于公函性质，所以商务信函在措辞、语言结构方面比较规范、正式，具有明显的书面语风格。在翻译时，我们可以采用比较正规的汉语公函的句式，以再现原文的语气和风格。

商务信函的写作一般遵循以下五“C”原则。

1.Correctness（正确）

商务信函忌长篇大论，只要简明传达意思即可，所以其正确性至关重要，语言表达上的失误会带来重大的损失或给对方造成困扰。因此，翻译时除了把信函中的某些术语正确翻译出来外，涉及双方利益和责任语言的翻译更要正确。

2.Conciseness（简洁）

商务信函的一个特点是使用简洁、常用的词或句式。有时为了简洁，有些短语用一个简单的词代替。试比较以下句子。

例1　We acknowledge receipt of your letter dated May 18th.

A.我们写信告知您注明日期为5月18日的来函收悉。

B.您5月18日的来函收悉。

例2　Thank you for your letter dated May 18th./Thank you for your letter of May 18th.

A.感谢您注明日期为5月18日的来函。

B.您5月18日的来函收悉。

将两个英语句子进行比较，显然例2的英语句子简洁。汉译例2时，不必拘泥于字面，可采用省略法翻译。译文A几乎是按照原文句子的顺序翻译的，译文B是采用汉语公函常用语“……来函收悉”的表达。译文B简洁清楚，且符合汉语公函的表达习惯。

例3　We will make an investigation of the problem.

A.我们会对这个问题进行调查的。

例4　We will investigate the problem.

B.我们会调查这个问题的。

商务英语信函中，能用一个动词把意思表达清楚的地方，就尽量不用give（make，have，take）加该动词的名词形式。例4的英语比例3简洁，汉译时也应使用简洁的语言。

3.Clearness（清楚）

商务信函的书写意图必须表达清楚、明确，以免使阅信人产生误解。同样，翻译者应掌握英语中某些修饰语置于不同位置时所表达的不同含义，翻译时要做到清楚地表达原文的意思。

例1　We can give only a 5% discount for an order of 100 dozen of the item.对于订购100打该商品，我方只能给予5%的折扣。

例2　We can give a 5% discount for an order of 100 dozen of the item only.只要订购100打该商品，我方就可给予5%的折扣。

例3　Only we can give a 5% discount for an order of 100 dozen of the item.

只有我方能对订购100打该商品给予5%的折扣。

例1中的only限定修饰5% discount；例2中的only限定修饰the item（该商品）；例3中的only限定修饰we，意即除本公司以外，无其他公司能给予5%的折扣。

4.Courtesy（礼貌）

商务信函的语气通常是客气而礼貌的，目的在于真诚地与对方合作，求得共同的发展。所以，在翻译商务信函时应选择适当的汉语词语把原文的礼貌、委婉语气在译文中表现出来。常用以表达礼貌的句式有虚拟式、祈使请求句以及某些被动句等等。试体会以下句子。

例1　We should be obliged if you would send us a copy of your latest catalogue.

如蒙贵方惠寄最近的目录，则不胜感谢。

以上虚拟句式使语气客气委婉，汉译时可采用公函套语“如蒙……不胜感谢。”

例2　Would you please send us a copy of your handbag catalogue with details of your prices and payment terms？

恳请惠寄手提包目录、价格表和付款方式细则。

英语使用请求问句式时，翻译时用汉语陈述语气的请求句即可。

例3　Should you require any further information，please do not hesitate to contact me.

欲知详情，请与本人联系。

以上句子的前半部分是虚拟式，后半部分是祈使句。

5.Concreteness（具体）

商务信函中对某些内容的描述忌含糊不清，而应具体肯定，特别是对数字、日期、百分比等的叙述。汉语译文，也应做到具体、清楚。

例1　I have arranged for one of our representatives to visit you at the end of this month.

我已安排我方代表于本月底去拜访您。

例2　I have arranged for one of our representatives to visit you on May 31.

我已安排我方代表5月31日去拜访您。

例2中的时间比例1更加清楚具体。

（四）商务信函翻译注意事项

1.英语地址的翻译

英语和汉语的书信格式是不同的，如社交信函章节中所述，地址在英语里是按从小到大的顺序排列的，而在汉语里则相反，即按从大到小的顺序排列；英汉语里写信日期的位置也是不同的。通常情况下汉译时要作调整，以适用汉语的格式规范。但有时在翻译商务信函全文时，信件中的日期、地址、称呼、结束语等可保留原文信函的程式，不必套用汉语的传统程式。

2.称呼和结尾套语的翻译

作为一种套语和礼节，英语信函使用最普遍的称呼套语是：Dear Sir/Sirs（用于男性），Dear Madam（用于女性）等。而汉语商务信函的称呼中一般不会使用用于称呼亲人、情侣或朋友等的词语“亲爱的……”。因此，应将正式商务信函中的Dear Sir或Dear Madam翻译成合乎汉语公函及汉语习惯的“尊敬的阁下/先生”、“敬启者”或“尊敬的女士”、“女士台鉴”。同样，结尾客套话Yours sincerely，Sincerely yours或Yours truly等若直译成“您忠诚的”或“您忠实的”，则不符合中国信函的习惯，可用汉语书信中的套话翻译成“敬上”、“尊上”、“谨上”、“谨启”、“专此奉达”、“此致敬礼！”等等。

3.注意运用汉语公函套语

现代商务信函一般措词婉转，注重礼节。翻译时应力求再现原文的语气和风格。此外，尽管现代商务英语信函有口语化趋势，但译文不宜使用口语体。大多数商务信函是一种公对公的正式信函，其语言比较规范，而且具有明显的书面语风格，翻译时应酌情使用汉语常用的、正式的公函礼貌套语。如：“贵（方、公司）、承蒙、冒昧、兹、谨、收悉、祈谅、见谅、为盼、赐复”等等。

以下是一些常见的商务信函开头、结尾以及表示感谢和歉意的英汉对照套语。

Your letter贵函

Your company贵公司

Our（My）letter；This letter本信/函

The last letter/mail前函

The next letter/mail次函

We are pleased to inform you...特此奉告/函告……

In reply to your letter...，I...顷阅贵函，特此致函……

We are writing concerning...今来函有关……

We send you...兹寄上……

We are glad to answer...兹答复……

Enclosed we hand...随函奉上/兹随函附上……

Your kind reply will greatly oblige us.如蒙答复，不胜感激。

We are looking forward to hearing from you soon.企盼早日赐复。

Hoping you will favor me with an early reply.敬祈早日赐复为盼。

We shall appreciate your...if you...如蒙……，我们将甚为感激。

We would like to express our gratitude to you for...承蒙您……我们谨致谢意。

We thank you for...对……谨致谢意。

Thank you in advance for...承蒙……谨先致谢。

We regret to inform you that...非常遗憾，今奉告您有关……

We are very sorry to hear/know...获悉……我方甚感遗憾。

We greatly regret that...很遗憾……

（五）商务信函样例及译文

商务信函中涉及专业知识和术语的情况要多于其他行业的信函，而且使用的专业术语和书面语的规范程度也比较高。常用的翻译方法和技巧在本书的第二部分已有详述，本部分原则上不再对商务信函的翻译进行详细分析。因此，在阅读以下英语商务信函时，首先思考一下你会怎样来翻译，然后体会前面几个章节中单句翻译技巧和方法，特别是省词法在译文中的运用，还请注意译文中对英语专业术语的正确表达。有些商务信函中的句子较长，使用了典型的商务书面语形式，也请注意译文在对长句处理中有关翻译方法的运用。总之，在翻译下列信函时，我们提供的汉语译文根据不同类型信函的各自特点，采用了灵活多样的翻译方法和技巧，使译文在语言和风格上尽可能与原信函一致。要真正翻译好英语商务信函，还须在实践中不断学习和提高。

以下重点介绍商业贸易往来中主要的业务信函的翻译：建立业务关系、询盘、报盘、还盘、订购、装运、索赔和理赔。其他比较常见的商务信函如确认、投保、支付、催款等放在后面的练习里，作为翻译实践。

1.1　建立业务关系函（Letters of Establishing Business Relations）

业务关系的建立是贸易开始和发展的基础，特别当要扩展业务时，就必须在巩固发展已有的业务关系的基础上，不断物色新的贸易伙伴，不断发展新的业务关系。通常建立业务关系信函的内容包括：介绍得知对方情况的途径；发函的意图；本公司简介，附寄目录、价目表、简单的交易条件或索要对方目录和价目表；期待回复的心情。在翻译此类信函时，要把写信方的情况以及愿与对方合作的良好愿望如实、得体地表达出来。

Dear Sirs，

We have obtained your name and address from Mr.John Smith，and we are writing to enquire whether we could establish business relations with you.We have been shoe importers for many years.At present，we are interested in extending our range and would appreciate your catalogues and quotations.If your prices are reasonable，we would expect to transact a significant volume of business.We look forward to your earkly reply.

Very truly yours，

Tom White

敬启者：

我方自约翰·史密斯先生处获悉贵公司名称和地址，特致函询问能否与贵公司建立业务关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。

如价格公道，本公司必大量订购。

敬请早日赐复。

汤姆·怀特敬上

1.2　建立业务关系回函（Answer to a Letter of Establishing Business Relations）

Dear Mr.White，

Thank you for your letter of the 16th of this month.We shall be glad to enter into business relations with your company.

In compliance with your request，we are sending you，under separate cover，our latest catalogue and price list covering our export range.

Payment should be made by irrevocable and confirmed letter of credit.

Should you wish to place an order，please telex，fax or e－mail us.

Yours sincerely，

Rolf Austin

尊敬的怀特先生：

本月16日的来函收悉，不胜欣喜。本公司很愿意与贵公司建立业务往来。谨遵要求另函奉上最新出口商品目录和报价单。款项烦请以不可撤销保兑的信用证支付。

如欲订货，请电传、传真或发电子邮件给我们。

罗尔夫·奥斯汀　谨上

2.1　询盘函（Inquire Letters）

买方如对某商品感兴趣，向卖方询问商品价格和交易条件的信函称为询盘信或询价信，也可称为查询函。在实际业务交往中，交易磋商的整个过程一般要经过“询盘”、“报盘”、“还盘”和“接受”等环节。翻译这类信函时，一定要把询问的问题和要求，以及提供的条件等完整、正确、清楚地表达出来。切忌使用不易被理解或含糊的汉语词语，注意用简洁的语言来表达原文的意思。

Dear Sir，

We are interested in buying large quantities of Chinese leather shoes in all sizes.

We should be obliged if you would give us a quotation per pair CIF Lon－don.It would also be appreciated if you could forward samples and your price－list to us.

We used to purchase these products from other sources.We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices.In addition，we have confidence in the quality of your products.

We look forward to hearing from you.

Sincerely，

Mike Green

尊敬的先生：

本公司有意大量购买各种规格的中国皮鞋，欲知每双运抵伦敦的到岸价。如蒙惠寄上述样品和报价单，不胜感激。

本公司素来从其他公司购买此类货物，闻悉贵公司货物质优价廉，故欲与贵公司交易。

盼复。

迈克·格林　谨上

2.2　报盘函（Offer Letters）

Dear Mr.Green，

Thank you for your inquiries of April 8th for a supply of our newly－made leather shoes.We are pleased to quote as follows：

Men＇s Calf Shoes（Black and Brown）　　　US＄25/pair

LadiesCalf Shoes（Various colors）US＄20/pair

These prices include packing and delivery.We can deliver from stock and make a 3% discount for an order of 200 pairs or more.We hope these terms are satisfactory and look forward to your order.

Yours sincerely，

Tom White

尊敬的格林先生：

感谢贵方4月8日的来函询价，要求我方供应新近生产的皮鞋。我方十分乐意作如下报价：

男士牛皮鞋（黑色、棕色）　　　25美元/双

女士牛皮鞋（各色）20美元/双

上述价格包含包装和运费。若贵方一次订购量超过200双的话，我方可现货供应并给予3%的折扣。希望上述条件能使贵方满意，并期望贵方订购。

汤姆·怀特　谨上

2.3　还盘函（Counter－Offer Letters）

Dear Mr.White，

We thank you for your quotation of April 9th and the samples of your leather shoes.However we regret to inform you that the minimum of 200 pairs is too big for this market.

Will you please reduce the minimum order to 100 pairs？If you can，we are thinking of placing a ready order with you.

We await your early reply with keen interest.

Yours faithfully，

Mike Green

尊敬的怀特先生：

感谢贵方4月9日的报价和寄来的皮鞋样品。但遗憾的是，200双起订量不合本地市场要求。

贵方可否把最低订购量降到100双？如蒙首肯，我方将考虑立即订购。

殷切盼望早日答复。

迈克·格林　谨上

3.订购函（Order Letters）

订购函是买方接受了卖方所提供的贸易条件之后发出的订单。卖方一旦接受订单，买方就不能随意撤回，双方都有法律约束。因此，在翻译时必须把订购函的内容完整、准确、清楚地表达出来，无论是商品的价格，还是商品的规格，或是支付条件或交易期限等，翻译都应做到准确无误，并注意术语的翻译。

Dear Sirs，

We thank you for your quotation of May 18th together with samples of your men＇s suits.We find both the quality and prices satisfactory and are pleased to place a trial order for 100 men＇s suits in sizes 15，16 and 17 each，on the terms stated in your letter.

We place this order on the clear understanding that only if you can guarantee dispatch in time to reach us by June 5th，and that we reserve the right to cancel it and to refuse delivery after this date.

We suggest payment by a draft at sight on an irrevocable L/C.

Please acknowledge receipt of our order and confirm the conditions stated above.

Yours faithfully，

Mike Green

敬启者：

贵公司5月18日的报价单以及男士西服样品收悉，谢谢。我公司对品质和价格均满意。根据来函所提条件，我公司乐意试订15号、16号、17号男士西服各100套。

我公司下此订单的条件是：这批货需及时装运以保证在6月5日前运到。逾期不到，我公司保留取消订单与拒收货物的权利。

我公司建议付款按不可撤销信用证见票即付办理。

收到我公司的订单后请回函，并确认以上条件。

迈克·格林敬上

4.装运通知函（Shipping Advice）

装运是卖方履行交货的义务。装运通知函是卖方就一些具体事宜向买方发出的信函。翻译时，要特别注意正文部分涉及的附寄装船单据的名称。译者应熟悉商业贸易领域的有关术语，包括缩略词、套语等。

Dear Sirs，

We have pleasure in informing you that we have shipped the goods under your order No.22 by S.S.“Dong Hai”which is to leave here on May 2nd and due to arrive at your port on May 10th.

Enclosed please find one set of the shipping documents covering this consignment，which includes：

1.One nonnegotiable copy of B/L

2.Commercial Invoice in duplicate

3.One copy of Certificate of Quality

4.One copy of Insurance Policy

We are glad to have filled your order as contracted and trust that the shipment will give you satisfaction.

We shall be pleased to receive your further order in the near future.

Yours faithfully，

Li Wei

尊敬的先生：

很高兴地通知贵方，22号订单下的货物已装上“东海”号。该轮定于5月2日离开本地，5月10日抵达贵方港口。

兹随函附上本次货物的货运单据一套，包括：

1.不可转让提单副本一份

2.商业发票一式两份

3.质量检验证书副本一份

4.保险单副本一份

很高兴能按合同执行贵方订单，相信交货能使贵方满意。

若不久再获贵方进一步的订单，则感幸甚。

李伟　敬上

以上信函中的S.S.是steamship（轮船；××号轮）的缩写；B/L是bill of lading（提单）的缩写；术语policy是“保险单”。

5.1　索赔函（Claim Letters）

索赔函是买方因对收到的货物不满而书写的。翻译时，要把信函内容明确、清楚地表达出来，把索赔方坚决、义正词严的语气体现出来。

Dear Mr.Snow，

We are sorry to inform you that our order for Christmas decorations arrived in a badly damaged condition.Five of the cases were broken，apparently due to faulty packing.

In support of our claim，we are sending you a survey report by CCIB.Since it is agreed that we have the right to reject the goods when they are disqualified upon examination by CCIB at the port of destination，we regret to inform you that we are compelled to return the goods to you at your expense.

Please attend to the matter immediately and let us have your earlier reply.

Yours sincerely，

Wang Hui

尊敬的斯诺先生：

非常遗憾地通知贵方，我方订购的圣诞装饰品抵达时破损严重，有5箱破裂，显然是由于包装不当所致。

兹寄去中国商检局检验报告一份，作为我方索赔的根据。根据协议我们有权拒绝那些在到达目的港经中国商检局检验后证明质量不合格的商品，我们很遗憾地通知贵方，我们不得不退货，运费由贵方自理。

请速办理此事并早日函复。

王辉　敬上

CCIB是China Commodity Inspection Bureau的缩写。

5.2　理赔函（Adjustment Letters）

卖方收到买方的索赔函后，要确定对方的抱怨和索赔是否有理由，然后迅速回函。如有理，则应立即表示遗憾，并提出修正措施；如无理，也应有礼貌地予以说明；如不能立即处理，也应立即回函说明。汉译时，要把英语理赔函中礼貌的措辞、宽大的度量以及合作的态度充分表达出来。Dear Mr.Wang，

We regret very much to learn that five cases of Christmas decorations in our consignment were damaged.

We have gone into the matter and found your claim perfectly justified.We sent you another five cases of Christmas decorations this morning and hope you will be pleased with the new lot.

We regret the inconvenience you have experienced，and wish to thank you for having brought the matter to our attention.We hope this incident will not mar our pleasant relations.

Yours faithfully，

Peter Snow

尊敬的王先生：

很遗憾获悉有5箱发运给贵方的圣诞装饰品破损。

我们调查了此事，发现贵方提出的索赔确有道理。今天上午又运出了5箱圣诞装饰品，盼贵方对这批新货感到满意。

我方对贵方所遭到的不便深感歉意，并对贵方将此事引起我们的注意表示感谢。希望此事不会损害我们之间的良好关系。

彼得·斯诺　谨上

翻译实践

I.将下列句子译成汉语，注意使用汉语公函中的套语。

1.We shall be grateful to you for any assistance you can give us.

2.Hoping you will give your prompt attention to the matter.

3.An early reply will be appreciated.

4.We take the liberty of writing to you with a view to developing business with you.

5.Your letter expressing the hope of establishing business connections with us has been received with thanks.

6.Our latest price list will be sent to you upon request.

7.We are sending you under cover a catalogue covering goods available at present.

8.We should be obliged if you would let us know what discount you can grant us.

9.We regret we cannot avail ourselves of your offer of these goods because your prices are higher than we are now paying.

10.We have received your price－list，and should be obliged if you would send us the goods as soon as possible.

11.We have not yet received your shipping advice.Please let us know by return mail whether shipment has been effected.

12.We reserve（保留）the right to claim compensation from you for any damage on the goods.

13.Not only have you been unpunctual in execution（执行），but you have supplied goods far below the standard.

14.We agree to compensate for the total loss and enclose one draft for RMB500，000 to pay therefor.

15.It would not be fair if the loss be totally imposed on us as the liability rests with both parties.We are ready to meet you half way，i.e.，to pay 50% of the loss only.

II.将下列长句译成汉语，注意长句翻译技巧的运用。

1.You may already get to know that our products have met with a favorable reception in many overseas markets，owing to their high quality and reasonable prices.

2.Please accept our regret for having to decline your request for establishment of business relations with us as we haven’t supplied the goods named in your letter for a long time.

3.As we understand you are in the market for mechanical toys，we are making you，subject to our final confirmation，the following offer.

4.We can safely say that our prices are quite realistic；it is impossible that any other suppliers can underquote us if their goods are as good as ours in quality.

5.We regret that it is impossible to accept your counter－offer，even to meet you half way，because the price of raw material has advanced by 20% and we shall shortly be issuing an advanced price list.

6.It is hard for us to accept your counter－offer of＄20 a set，but as you are our good customer，we think we may concede to＄23 a set provided you give us an order of 500 sets at the least.

7.As stipulated in the contract，you should inform us by fax，30 days before the month of shipment，of the contract number，the name of the commodity，quantity，loading port and the estimated date when the goods will reach the port of loading.

8.Any information you may give us will be treated as strictly confidential and expenses concerned from this inquiry will be gladly paid by us upon receipt of your bill.

9.We hope that you will take your commercial reputation into account in all seriousness and open the L/C at once；otherwise you will be responsible for all the losses arising as a result of your failure to do so.

10.The misplaced pieces may be returned to us per next available steamer for our account，but it is preferable if you can dispose of them in your market.

III.将下列信函译成汉语。

1.

Dear Mr.Wang，

Thank you very much for your order No 5876，dated 25 September.

The order is receiving our immediate attention and will be dispatched to you by the end of this week.

We hope to have the pleasure of dealing with your further order.

Yours sincerely，

Harry White

2.

Dear Sirs，

We are interested in your product which is displayed at the International Fair last week.Please send us samples of cotton socks，catalogues and price lists.

We look forward to hearing from you soon.

Yours sincerely，

Wang Wei

3.

Dear Sir，

We refer to our quotation of 18 June and our E－mail offer of 28 July regarding the supply of Chinese carpets.

We are prepared to keep our offer open until the end of this month.As this product is in great demand and the supply limited，we would recommend that you accept this offer as soon as possible.

Sincerely yours，

Bob White

4.

Dear Sirs，

Many thanks for your reply to our enquiry of May 5th.The terms you quote for an open policy（预约保单）of US＄600，000 covering all risks will apply to our consignment（货运）on the routes named.

We shall be glad if you let us have the policy and your cover note as soon as possible.

Yours truly，

John Smith

5.

Dear Sirs，

We are pleased to inform you that the goods under your order 28A46 have been shipped to you today per S.S Peace.

Our custom is to accept payment by L/C.But in view of our long business relation，we will make an exception this time and accept payment by D/P sight draft.You are requested to honor our draft on presentation.

Thank you again for your order.

Yours truly，

John Smith

（注：D/P（documents against payment）付款交单；sight draft即期汇票）

6.

Dear Mr.Wilson，

It is now three weeks since we sent you our first invoice and we have not yet received your payment of＄5，000.If some reason prevents you from paying duly，please let us know.

We are now preparing our books for auditing（审计）and the delay in receiving your settlement is causing some inconvenience.

Yours sincerely，

Wang Yang