商务信函的翻译

Part 1: 商务信函的基础

1. 商务信函分类：便函，正式商务信函

2. 涉外商务信函语篇风格的特点，也称7C原则

符合7C原则的信函实例

Dear Sirs,

Our client in Mumbai requests us to obtain from you a pro forma invoice for color TV sets with the following specifications: “Haier” brand color TV sets 25-inch and 34-inch(each 500sets).

Would you please airmail us the soonest possible your pro forma invoice for 1,000 color TV sets with prices CIF Mumbai, so that we obtain our client’s confirmation. There is no question about our getting the necessary import license from our authorities.

As soon as the said license is approved, we shall establish an L/C in your favour.

Thank you for your close cooperation in this respect. Yours Sincerely,

John Smith

敬启者：

我们的一个孟买客户要求我们从贵方取得下列规格的彩色电视机形式发票：“海尔”

彩色电视机25英寸和34英寸各500台。

请尽快航邮注有孟买到岸价格的1，000台彩色电视机的形式发票，以便我们取得客户认可。从当局取得必要的进口许可证当无问题。

一俟获得许可证即开以贵方为受益人的信用证。

感谢贵方的密切合作。

约翰．史密斯

Part Two 商务信函的文体特点及其翻译

1 商务信函的文体特点
1．1 词汇使用特点

• 1．1．1 用词规范正式

（1）试译：

● We are pleased to advise you that your order NO.105 has been dispatched in accordance with your instruction.

我们很高兴地通知你们：第105号订单货物已遵照你方指示运出。

● We will meet you half way by offering a discount of 5% in view of our long pleasant relations.

鉴于我们之间长期愉快的业务关系，本公司将酌情考虑给予5%的折扣。

商务英语信函经常以意义相同或相近的书面词语代替基本词汇和口语词汇，如以inform或advise代替tell，以duplicate代替copy，以dispatch代替send，以otherwise代替or；以介词短语代替简单的介词，如以as for，in respect to，in connection with和with regarding to等代替about等。

对比以下句子，判断哪一句更符合商务信函的用词规范。

1)We are happy to tell you that your order No. 57 has been sent according to your instruction.

2)We are pleased to advice you that your order No. 57 has been dispatched in accordance with your instruction.

（2） 古体词：

试译：

● All offers and sales are subject to the terms and conditions printed on the reverse side hereof.

所有报盘和销售均应遵守本报价单背面所印的条款。

● In such a case, Seller is bound to reimburse buyer for any loss or damage sustained therefrom.

在次情况下，卖方负责偿还买方由此所遭受的损失。

商务信函中经常使用here/there +介词构成的复合词，如hereafter，hereby，hereunder，hereto，hereinafter，herewith，thereafter，therein，therefrom等。

翻译：随函附上报价单，所有报盘和销售均应以本报价单背面所印条件为准.

Enclosed please find the quotation sheet. All offers and sales are subject to the terms and conditions printed on the reverse side hereof.

1．1．2 表意准确、专业性强

• 商务信函用词表意准确、专业性强，主要表现在使用大量的专业术语、行话、外来词、缩略语以及一般词语在商务英语语境中的特殊用法。

（1）专业术语类：

● Trimming charges 平仓费

● insurance policy 保险单

● coverage 保险项目 establishment 开证 counter-offer 反还盘

● surcharges附加费

● pro forma invoice形式发票 premium保险费 clearance sale清仓削价销售

● underwriter 保险人 L/C 信用证 CIF 到岸价格 FOB离岸价格

● bid 递盘 counter-offer还盘

● irrevocable letter of credit 不可撤消信用证

例如：

• We shall cover TPND on your order.

我们将为你方的货物投保盗窃和提货不着险。

• It would be appreciated if you would let us know by returning your lowest possible price for the following goods on FOB London.

请报下列商品伦敦船上交货之最低价。

（2）外来词类：

拉丁语的status quo（现状），意大利语的del credere（保付货价的），汉语中的litchi（荔枝），tungoil（桐油），mango（芒果）等。

（3）行话：长期的函电交往使人们在使用术语上形成共识，本来意义差异很大的词汇在特定的语境中所表达的内涵和外延却非常相似。

• Offer, quotation表示“报价，发盘”

• Pamphlet, brochure, booklet, sales literature 表示商家用于宣传介绍自己公司或产品的“说明材料”

• Shipment和consignment 表示“所发出的货物”

• Financial standing/ reputation/ condition/ position 用于表示公司的“资信财务情况”

• Fulfill/complete/execute an order用于表示“执行订单”

• A draft contract或a specimen contract 表示“合同样本”

（4）商务信函准确性主要体现在数量词的大量运用。商务信函中的时间，价格，数量，金额，规格等问题贯穿商贸活动始终，数字的表达应言之确凿，避免摸棱两可。

分析以下句子的译文是否有问题，如何修改？

（1）原文：卖方须于9月10日前（不含9月10日）将货物交给买方。

译文：The vendor shall deliver the goods to the vendee by September 10.

“by” 改为“before”

（2）原文：该产品在本地的销售看好，我方出价可达每吨150美元或以上。

试修改以下译文：The market here for this product is active, and the best price we can offer is over US $150 per ton.

改为..offer is US$150 or over per ton

1．1．3 用语朴素、淡于修饰

• 商贸信函的主要功能是传递信息，使收、发信函双方发生贸易往来、达成交易，因此除了必须使用专业术语等手段准确传达自己的信息意图外，还要求信函语言明白易懂，朴实平易。

• 试译以下商函：

Dear Sirs,

Thank you for your interest in our fireworks.

In reply to your enquiry of November 15, we are really sorry to say that we cannot divulge any of our sales information. We hope this will not bring you too much inconvenience.

Yours truly,

敬启者：

承蒙贵方对我们的烟花感兴趣，十分感谢。

兹复贵方11月15日询价函，我们非常抱歉地奉告，我们不泄露我方任何销售情况。我们希望这不会给贵方带来很多不便。

此致

1．2 语法使用特点

1．2．1 句子类型

英语句子按使用目的可以分为四类：

陈述句（Declarative Sentences）

疑问句（Interrogative Sentence）

祈使句（Imperative Sentences）

感叹句（Exclamatory Sentences）

（1）商务信函主要使用陈述句。

例如：

Dear Sirs,

We thank you for your promptness in delivering the coffee we ordered on 20th, July. The number of bags delivered by your carrier this morning was, however, 160 whereas our order was for only 120.

Unfortunately, our present needs are completely covered and as we cannot make use of the 40 bags in excess of order, we have put them in our warehouse to be held for you until we receive your instructions.

Yours Truly,

敬启者：

收到我方7月20日订购的咖啡，并对你方迅速交货表示感谢。但是，你方承运人上午交来160袋，而我们只订购120袋。

遗憾的是，我方需求已满，无法接受你方多交的40袋。我们已将此货入库保存，等候你方指示。

此致

（2）祈使句表示请求、劝告、命令等。

例如：

• Please look into the matter at once and let us have your definite reply by cable without any further delay.

• 请立即调查此事，并尽快电告确切答复。

但是相对而言，英语比起汉语商函中少用祈使句。比较以下译文：

原文：敬请立刻修改信用证以便我方及时发货。

译文（1）Please immediately amend the L/C to enable us to make timely shipment.

译文（2）We should be obliged for your immediate amendment of the L/C to enable us to make timely shipment.

译文（2）更客气，译文（1）更适合于紧急情况或多次催促未果之时的语气。

（3）疑问句也可用来表达写信人的观点或向对方提议，疑问句给对方留有更大的余地，更有礼貌，它的使用频率比祈使句相对要多。

• Would you please send us a copy of your catalogue?

能否向我公司邮寄一份贵公司的产品目录？

（4）感叹句虽然可以渲染气氛，增强语势，但与函电英语讲求客观、严谨的文体不符，因此感叹句在函电英语中极少使用。

1．2．2 句式结构
从结构看，英文句子可以分成三种类型：

简单句（Simple Sentences），并列句（Compound Sentences），

复合句（Complex Sentences）,函电英语采用大量的并列句和复合句。

（1）复合句与简单句结合，以复合句为主：为了保证考究的句式和严密的逻辑性，函电英语往往需要将连续的短句结合成一个独立的主从复合句或并列句。

例如：

The credit could cover 85% of the local expenses if they are made under the responsibility of the British Contractor and within the limit of the down payments paid on the Contract, i.e., 15% as a maximum.

此项贷款可支付当地费用的85%。但此项费用必须是英国承包商直接负责支付的，且必须在合同付款的幅度以内，即最高不得超过合同金额的15%。

该句是主从复合句，由从属连词if引导的状语从句包含了两个前提条件，使主句的行为范围受到严格限制，从而使全句逻辑严密。

• 复合句结构复杂，表达完备周密；简单句则结构简单，简洁明快。函电英语对严谨和简洁都有要求，目的在于追求准确严谨的语言风格，因此复合句的使用虽普遍，但不排斥简单句的使用。

（2）常用并列结构

• 用and连接并列结构，使表达更精确。

• Eg：This contract is made by and between the two parties.

双方签定本合同。

• 用or引导的选择性并列结构，是内容更严谨全面。

• Eg：Any dispute arising from the execution of, or in connection with the agreement, shall be settled through friendly consultations between the two parties.

在本合同执行中引起的或与本合同有关的争议应有双方通过友好协商解决。

• 函电英语中常用的连用同义词还有：

amendments to/or alterations of 修改

force and effect 效力

fulfill and provide履行 furnish and provide 提供

obligations and responsibilities 义务 make and enter into达成

（3）状语位置独特

商务英语函电中，较长的状语经常出现在主谓语之间，一般文体的主谓语间不放长状语。

Eg：The Contractor shall, if called upon so to do, enter into and execute the Contract, to be prepared and completed at the cost of the employer, in the form annexed to these conditions with such modification as may be necessary.

在被邀签约时，承包人应同意签订并履行合同，该合同是由业主按照本合同条件所附格式拟定，如有必要可对其进行修改。该合同的拟定和签订费用由业主承担。

商务函电的状语从句中，if，when，in case等连词与从句的主体之间可放谓语。

• Eg：If, after 30 days from the commencement of such informal consultations, the parties fail to resolve amicably a contract dispute, either party hereto may require that the dispute be submitted to arbitration for resolution.

在非正式协商开始30天后，如果双方仍不能友好地解决合同争端，任何一方都可以要求将争端提交仲裁解决。

在进行英汉汉英翻译时，要注意状语插入语的位置调整。

1．2．3 虚拟语气的运用

• 英语中共有三种语气：陈述语气（the Indicative Mood），祈使语气（the Imperative Mood），虚拟语气（the Subjunctive Mood）。

虚拟语气可表主观愿望和假想虚拟的情况，并可使语气委婉，谓语有should，would，could，might加动词原形构成。

Dear Mr. Smith,

Thanks for your promptness in sending us the credit information we requested. We are glad to report that all of your credit references spoke favorably of you as a businessman.

The new store which you are opening in Broadway should eventually prosper, since yours is a thriving community. But its location within 20 miles of New York forces you to compete with the larger stocks and lower prices of the metropolitan department stores, so readily accessible to commute from Broadway and similar communications. Because your resources do not indicate that you can meet such competition by starting with a large indebtedness, we must refuse your credit application.

We would suggest, therefore, that you cut your order to half and pay cash for it. This will entitle you to our 2 percent cash discount, a saving which you may pass on to your customers. By ordering frequently in small quantities, you can best meet the competition of the New York stores through keeping up-to-date on a sound basis that will entitle you to an excellent credit reputation.

The enclosed duplicate of your order will assist you in making your selection. Just check the items you wish and sign the order. Your merchandise will arrive C.O.D. within two days after our receipt of the order – in plenty of time for your opening sale. Sincerely yours,

• 这封资信调查回复函使用了should, can, must, would, will, may六个情态动词，准确表达了写信人的预测、能力、允诺等语气和态度，也表现出写信人的礼貌。其中共使用了10次情态动词，如此高的使用频率，说明情态动词在准确传达语气和写信人意图方面具有很重要的作用。

1．2．4 语态

英语商务信函适当使用被动语态；汉语则很少使用被动语态

例如：

（1）望尽快报盘。

 Make the offer as soon as possible.

 It is hoped that the offer is made as soon as possible.

（2）贵公司所提供的价格已经同意，但有一项例外。

 Your prices have been agreed on with one exception.

（3）敬请告知贵公司628型100套、CIF纽约的最低价格。

 We shall be obliged if you will let us know your lowest CIF New York price for 100 sets of your classical furniture No. 628.

•

商务信函翻译练习

1. 兹回复贵方2010年9月20日来函，特随函奉上我方最新报价。

 In reply to your enquiry of September 20, 2010, I respectfully offer my latest quotation herewith.

2. 敬请优先考虑上述请求。

 Your priority to the consideration of the above request will be appreciated.

3. 承蒙早日回复，不胜感激。

 Your early reply is highly appreciated.

4. 现确认已向贵方电发实盘，10月10日前复到有效。

 We confirm having cabled you a firm offer subject to your reply reaching us by October

5. 由于舱位严重不足，我们无法在10月11日之前发货。

 Due to a serious shortage of shipping space, we cannot deliver these goods until October 11.

6. 有关汇票之承兑事宜，本公司希望由台北的台湾银行完成。

 As to the affairs on negotiation of draft, we would like to have them preformed at the Bank of Taiwan, Taipei.

•

• 2 商务信函的翻译要点及相关练习

2．1 商务英语信函翻译的原则

2．2 商务英语信函翻译的注意事项

2．1 商务英语信函翻译的原则——准确规范，功能对等

准确不仅指用词用句和语言结构上的准确，还包括对信函内容的准确把握；规范指译文必须符合本行业的专业规范

（1）要准确理解各种术语、外来词汇、套语和习惯表达的专业含义和固定译法（套译），尽量保留原文风格，译成符合汉语商务语言规范的术语或套语。

试译以下英语函文：

• The duplicate shipping documents including bill of loading, invoice, packing list and inspection certification were airmailed to you today.

包括提单、发票、装相单和检验证书在内的装运单证副本今日已航邮贵处。

• Please be informed that, on account of the fluctuations of foreign exchanges the quotation is subject to change without previous notice.

兹告知贵方，由于外汇的波动，报价随时可能改变，不另行通知。

• Full information as to prices, quality, quantity available and other relative particulars would be appreciated.

敬请详告价格、质量、可供数量和其他有关情况。

• We are looking forward to a favorable reply.

静候（贵方）佳音。

（2）了解词汇的特定含义

例如：Discharge 可做名词或动词，一般为“卸货”，但要分场合。

• Routine duties of the Joint Venture Company are to be discharged by the general manager appointed by the Board of Directors.

董事会任命的总经理，负责履行合资公司的日常职权。

• Party A agrees that the expiration of this license shall not discharge party B from its obligation.

甲方同意在许可证到期时并不免除乙方应尽的义务。

• Mr. Smith, chartered accountant, has been appointed as liquidator to wind up the business and will discharge all the firm’s liabilities and receive all payments due to it.

注册会计师史密斯先生已被任命为本公司结束业务的清算人，他将代理本公司清偿一切债务并收取一切应收的欠款。

• Party B shall check the quality of each discharge in accordance with the contract.

乙方应按合同规定检查发出的每批货物的质量。

• Commission 做名词，但有两个意思，“佣金”或“委员会”

• Please let us have your quotation in USD on the basis of CIF Port Shanghai including our 5% commission.

请用美元报上海港到岸价，包括我方5%的佣金。

• The decision made by the Arbitration Commission shall be regarded as final and binding on both parties.

仲裁委员会所作的决定应视为终局决定，对双方都有约束力。

（3）要正确理解原文结构，理清全文的句法结构和逻辑关系。

• The goods we received contrary to our instructions are packed in wooden cases without iron hoops.

收到的货物是包装在没有铁箍的木箱里，而这种包装和我们的指示不符。

2．2 商务英语信函翻译的注意事项
（1）商务信函大都以传递信息的功能为主，较少运用修辞手段，一般不存在语言与文化的差异，在翻译时无须作太多变动，多数情况下可按原句结构直译。

• I have pleasure in apprising you that, under the auspices of several highly respected and influential houses here, I have commenced business as a shipping and assurance broker and general agent.

我十分高兴地通知您，在本地几家有名望、有影响力的公司的支持下，我做起了运输与保险经纪以及总代理的生意。

（2）由于商务英语信函重在纪实，因此要求译文不求虚饰但求简洁、严谨、准确。确保术语、缩略语、具有商务术语性质的词语以及商务套语翻译的规范性和准确性，就要采用对应的汉语术语翻译原文中的商贸术语。

原文中的一般性叙述，在翻译时应当采用简明、易懂的汉语加以传译，保留原文的简洁流畅与易懂性。此外，还须确保事实细节（如日期、数量、金额等）等的准确翻译，不得疏漏。

（3）翻译时应注意保留原文的文体正式性和委婉礼貌性，对原文情态、礼貌程度、语气和态度应当仔细分析、整体把握并在译文中充分再现。

为了缓和过分强调或刺激对方，常用: We are afraid, we would say, we may(or, might) say, we(would) think, it seems(or would seem) to us, we(would) suggest, as you are (or: may be) aware, as we need hardly point out等等表达法来缓和语气，如：

• a) 你们这么做很不明智。

It was unwise of you to have done that. 　

We would say that it was unwise of you to have done that.

•  b) 你们本不该这么做。

You ought to have done it. 　

It seems to us that you ought to have done it.

• c) 我方无法同意你的要求。

We cannot comply with your request. 　

We are afraid we cannot comply with your request.

• d) 我们的产品是市场上最好的。

• Our products are the very best on the market. 　

We might say that our products are the very best on the market.

（4）汉语商务信函用语和行文都讲究郑重，常用文言词语，套语亦多。常用的信函词语包括“收悉、承蒙、乞谅、见告、为盼、赐复”等，这些词现在都还可以使用。

请看课本12-13页。

（5）在实际工作中，商务信函翻译者往往并不要求将信函全译，而只是摘译。摘译信函时需注意以下要领：

a. 摘译之前必须通读全文，弄清信件中的所有事实。翻译之前还应当通读在此以前的有关此事的相关往返信函，并应特别注意时间顺序，力求理清事件的来龙去脉，这是能做到准确摘译的先决事件。千万不要任意猜测，不清楚时，应多请教承办过此事的相关人员。

b. 摘译应包括信中所有主要事实的梗概，包括时间、地点、条件等。摘译有很大的伸缩性，其内容取决于材料使用者的要求。最简略的摘译是函件摘要，往往要求只用一两句话概述来函意图或涉及何事、有何要求或建议等。

c. 如函件使用者要求了解较多的具体情况，则可将信中最重要（一般说来也就是最具体的）语句加以摘译。

d. 摘译公函不必拘泥于原文词句的形式，但必须做到不仅在事实上符合原件内容，而且在语气上也不失分寸。

总结