Section 3
The Characteristics of Trade Correspondence （贸易信函的特点）

贸易信函是贸易活动的重要组成部分，用来处理贸易流程中出现的种种纷繁复杂的问题。与普通信件不同，贸易信函属于商务信函，文体较为正式严谨，行文有自身的特点，概括地说，其写作应掌握7C原则，即：

一、Completeness（完整）

贸易信函应完整表达所要传递的内容和意思，何人、何时、何地、何事、何种原因、何种方式等。 比如报盘，就必须叙述完整的条件，如商品名称、规格、数量、包装、价格、装运期、支付方式等。

二、Correctness（正确）

贸易信函的正确不仅包括格式、标点符号、大小写、拼写、句子与段落结构、语法等的正确，而且还应该包括正确的语言（包括正确的贸易术语）、正确的数字、正确的叙述等。因为商务函电的内容大多涉及商业交往中双方的权利、义务以及利害关系，如果出错势必会造成不必要的麻烦。

三、Clarity（清楚）

所有的词句都应清晰明确地表现真实的意图，避免歧义或者模棱两可，收信人在读信之后对信件的意思没有任何疑问。为了达到清楚的目的，通常：

1. 每一句只表达一个意思。

2. 前后连贯，不可从一句跳到另一句，从这个话题跳到另一个话题。

3. 用最简单的词句来直截了当地表达。

例如：

We sent you 5 samples yesterday of the goods which you requested in your letter of May 20 by air. （表达模糊）

◆We sent you, by air, 5 samples of the goods which you requested in your letter of May 20.

The L/C must reach us for arranging shipment not later than 8 October.

◆The L/C must reach us not later than 8 October for arranging shipment.

四、Conciseness（简洁）

在不影响意思完整和不损于礼貌的前提下，用尽可能少的文字。简洁表明思路敏捷，罗嗦则表明缺乏周密的思考。摒弃函电中的陈词滥调和俗套，写得简洁，才能以最节省的笔墨表达出最丰富的内容，使交流变得更加容易和方便。而一事一段则会使函电清楚易读、富有吸引力。试比较下面的句子：

We have begun to export our machines to countries abroad.

◆We have begun to export our machines.

In the event that you speak to Mr. Wood in regard to production, ask him to give consideration to the delivery schedule.

◆If you speak to Mr. Wood about production, ask him to consider the delivery schedule.

五、Concreteness（具体）

写信时通过使用具体的字眼让内容变得具体而明确，尤其是要求对方作出明确答复或者答复对方提出的问题或报盘时就更要求具体，避免抽象、一般化和模糊的字眼。

These brakes can stop a car within a short distance.

◆These Goodson power brakes can stop a 2-ton car within 24 feet.

Various aspects of this equipment make it a good choice.

◆This machine is a good choice because it is more compact and less expensive than any other one on the market.

We make the finest blankets.

◆Soft, light, and fluffy, the deep nap of Pierce Blankets imparts greater warmth without added weight and induces restful sleep.

六、Courtesy（礼貌）

文字表达的语气上应表现出一个人的职业修养，客气而且得体。言辞上应体现出乐意提供帮助，避免使用易激怒或得罪收信人的词句。贸易活动中，及时回复对方非常重要。如果可能，应该在收到信的当天回信；如果一时无法提供对方所要求的信息，也应该写信解释，并告知何时再去信。贸易流程中肯定会发生意见分歧，但礼貌和沟通可能化解分歧而不影响双方的良好关系。

We have received with many thanks your letter of 20 May, and we take the pleasure of sending you our latest catalogue. We wish to draw your attention to a special offer which we have made in it.

◆You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May.

Your letter is not clear at all. I can't understand it.

◆If I understand your letter correctly…

七、Consideration（体谅）

体谅意味着采取收信人态度，设身处地地为对方着想。在起草贸易信函时，始终应该以对方的观点来看问题，根据对方的思维方式来表达自己的意思，只有这样，与对方的沟通才会有成效。此外，体谅还表现在正面、肯定地谈问题，避免消极地谈问题。

We allow you 2 percent discount for cash payment.

◆You earn 2 percent discount when you pay cash.

We won't be able to send you the brochure this month.

◆We will send you the brochure next month. +JoxR+KGsd8dhSrrZL0SDVXJ0k8dvxx66buLBF5QdUFzvT8MHD0LmhpJR5Oh7zMR