学习目标
熟练掌握“资信调查函”及其复函的基本写作步骤、常用句型和术语以及适用的写作方法，并能够根据不同的外贸情景，在规定的时间内完成写作，积累写作技巧，提高交际能力，为完成与“资信调查”相关的外贸任务打下基础。
学习重点
熟练掌握“资信调查函”及其复函的基本写作步骤、常用句型和术语以及适用的写作方法。
学习难点
能够根据不同的外贸情景，在规定的时间内完成写作，积累写作技巧，提高交际能力。
一、相关外贸知识建构
在与任何潜在客户建立业务关系之前，我们需要通过资信调查了解其资信情况。关于资信调查，我们需要清楚以下几方面内容：
（一）为什么需要资信调查？
了解对方，避免风险。
（二）什么时候进行资信调查？
通常在建立业务关系之前。
（三）通过何种渠道调查？
（四）调查什么？
调查通常包括两方面内容：财务和诚信。一般围绕以下六个“C”进行：①品格（Character），主要指对方的商业诚信等情况；②盈利及偿债能力（Capacity）；③市场供求条件（Condition）；④资金状况（Capital）；⑤对方所在国的政治稳定性（Country）；以及⑥货币的自由流通性（Currency）。
二、“资信调查函”撰写建构
●模拟外贸情景Business Scenario
①你公司欲与The London Trading Co.，Ltd.进行交易
②交易前，你公司需了解该公司的资信情况
③该公司向你方推荐其业务银行Barclays Bank 为咨询机构
●明确撰写任务
向商业咨询机构人员Ms.Jordan 写一封资信调查函，请其帮助你方通过Barclays Bank了解The London Trading Co.，Ltd.的资信情况。
●撰写构思Planning
步骤1 确定写作目标（Identify the Objective ）
获取信息（Obtain Information）
步骤2 明确主题（Determine the Main Idea）
得到相关公司的资信情况
步骤3 选取支撑信息（Choose Supporting Information）
介绍相关背景（需要与被调查公司做贸易等）；对所提供的信息要严格保密
步骤4 确定写作方法，组织整理材料（Determine the Writing Approach and Adjust the Message）
中性消息——“平铺直叙法”
●完成撰写
●总结“资信调查函”撰写步骤（意义建构）
①告知写信意图（Intention）
②希望提供相关信息（Asking to provide corresponding reference）
③保证对所提供的信息严格保密（Assuring that the information provided will be strictly kept confidential）
●加深理解
三、“资信调查函复函”撰写建构
●模拟外贸情景Business Scenario
按照所收到的资信调查函的要求，你公司通过Barclays Bank 对London Trading Co.，Ltd.进行了资信调查，调查结果如下：
该公司成立于1940年，注册资本为£1，000，000，主要从事纺织品进出口贸易。与其从事贸易的供应商对其信用基本满意。
●明确撰写任务
回复对方Ms.Georgopolous，建议金额超过£300，000 时，首次交易，采用信用证方式支付。
●撰写构思Planning
步骤1 确定写作目标（Identify the Objective）
提供信息（Provide Information）
步骤2 明确主题（Determine the Main Idea）
对所调查公司的情况进行实事求是的说明
步骤3 选取支撑信息（Choose Supporting Information）
提出建议并希望对所提供的信息严格保密
步骤4 确定写作方法，组织整理材料（Determine the Writing Approach and Adjust the Message）
中性消息——“平铺直叙法”
●完成撰写
●总结“资信调查函复函”撰写步骤（意义建构）
①提及所收到的信函（Mentioning）
②对所调查公司的资信情况进行实事求是的描述（A matter-of-fact statement）并给出中肯的建议（An honest expression of opinions）
③希望所提供的信息被严格保密（The information offered being confidential）
●加深理解
注释
①on the point of 即将……的时候
A lot of companies owned by private equity must be on the point of expiring under the weight of their debt.
②modes of business 经营模式
We should be much obliged if you would inform us,in confidence,of their financial standing and modes of business.
假如你们能以机密的方式告诉我们有关他们的财务状况和经营业务的方式，我们将不胜感激。
③in confidence 秘密的
In the circumstances we will tell you what we can,within limits,of course,and in confidence.
在这种情况下，我们会把能告诉你的都告诉你，当然这是有限度的，而且需要保密。
④on condition that 以……为条件
⑤rest assured 放心，确信无疑
You can rest assured that all the results will be kept confidential.
您尽可以放心，所有的调查结果都是保密的。
⑥in reply to 相当于 in answer to 回复
This is in reply to your letter of April 11.
兹复4月11日来函。
⑦资信调查函涉及第三方，因此，对于所涉及的他方信息都应当保密。另外，为了避免不必要的麻烦，银行或其他一些咨询机构在信函中，通常都不会提及被调查公司的名称，而用“the firm concerned”“the firm in question”或“the company you inquired about”等表述来代替。
⑧registered capital 注册资本
As the main donor,the founding corporate usually provides not only the registered capital,but also office space without utility charges.
作为主要的支持者，企业为其创办的基金会不仅提供注册资本，而且免费提供办公场地。
⑨chief line 主营产品
Their chief line is the import of oilseeds.
他们主营进口油籽。
⑩business engagement 这里主要是指商业上的涉足，参与，联系
All business development is based on ensuring the proper engagement of stakeholders.
确保利益共享者的参与，是全面发展业务的基本条件。
⑪maintaining an account with us 与我们有账户往来
⑫balance sheets 资产负债表
⑬owe…to 归功（因）于…… (www.xing528.com)
He owes his success to his father.
他把他的成功归功于他的父亲。
文章中，本句意为：他们之所以能在我们地区批发商中享有盛誉，要归因于他们经营业务的稳妥和诚实。
Words,Expressions and Sentences
1.confidence [U] 秘密，机密；[C] 知心话；秘密
I’ll tell you about Moira—in confidence,of course.
我把莫伊拉的事告诉你吧，当然，这是秘密，不能外传。
in strict/the strictest confidence
Any information given during the interview will be treated in the strictest confidence.
面试时提供的任何资料都将绝对保密。
breach of confidence 泄密
Lawyers are satisfied that no breach of confidence took place.
take sb.into your confidence 将秘密告诉某人
Elsa took me into her confidence and told me about some of the problems she was facing.
埃尔莎向我吐露心事，跟我说了她面临的一些问题。
I have never betrayed a confidence.
我从未泄露过别人的秘密。
2.assure 向……保证，使确信
assure sb.that
Her doctor has assured us that she’ll be fine.
医生向我们保证她会没事的。
assure sb.of sth.
The dealer had assured me of its quality.
经销商向我保证过它的质量。
3.standing [U] 地位；身份；声望
We shall appreciate it if you will let us know their financial standing.
如果能告知他们的财务状况，我们将不胜感激。
4.Any information you may give us will,of course,be treated as strictly confidential.
5.Should this initial business turn out successful,we should expect that our trading volume from this source would rise to some USD1,000,000 per year since there is a surging market there in China.
6.Messrs Smith & Co.,have given us your name as a reference.We should be obliged if you would advise us whether they are of good repute.
7.Since we are not acquainted with the firm,we shall be obliged if you would give us information on their way of doing business besides their financial standing.
8.As far as our information goes,it is punctually meeting its commitments and a credit in the sum you mentioned would seem to be safe.
9.Since this is the first transaction between us,we would like to ask you to inform us of the name and address of your bank so as to enable us to apply for reference.
10.We regret our inability to inform you anything positive concerning the firm mentioned.
拓展训练
一、单项选择
1.Your close cooperation______this respect will be highly appreciated.
A.to B.of C.in D.about
2.Will you please inform us,______,of the extent of their resources and also as to their reputation?
A.with confidence B.in confidence C.as confidence D.of confidence
3.We should be grateful if you would say______they are likely______a credit up to US$30,000.
A.what…to be reliable for B.what…to be reliable of
C.whether…to be reliable for D.whether…to be reliable of
4.For information______our______we refer you to the Bank of China,Shanghai Branch.
A.regards…credit standing B.as to…standing credit
C.involving…credit standard D.concerning…credit standing
5.We look forward to receiving your prompt reply and______you soon.
A.meeting B.to meet C.met D.meet
6.We shall appreciate______us______an opinion as to the credit standing and responsibility of the following firm.
A.your providing,with B.provided,by
C.to provide,with D.your provision to,by
7.Upon receipt of your letter of September 28,we made inquiries______the firm you mentioned.
A.respect B.respects C.respecting D.respected
8.We should appreciate it if you could obtain for us all information______the financial and credit standing of Messrs.James Neil & Co.in London.
A.about B.for C.to D.of
9.You can rest______that all the results will be kept confidential.
A.assured B.assures C.assure D.assuring
10.The above information is given on the understanding______it is to be treated as strictly confidential.
A.of B.that C.which D./
二、填空
1.It is our established policy that we trade______the people for all countries______the basis of equality and mutual benefit.
2.______the recommendation of Banderjohn Trading Co.,Ltd.,we have learned the name of your company.
3.Our company entered______an agreement with your firm to purchase a total of 18,000 gallons of oil.
4.We wish you to attend______our request promptly.
5.We think that our proposal to cut down the price by 10% is reasonable to you,as the market is______.
6.This information is strictly confidential and is given without any responsibility______our part.
7.It goes without saying that any information you can furnish as______their capital and reputation would be greatly valued and treated in absolute confidence by us.
8.We regret being unable to help you with information about the firm you enquired in your letter of 10 July,since we didn’t______any business with them in the past.
9.We are writing to request you to enquire______their credit position.
10.We know from a financial report that you have business______with the undermentioned firm.
三、英汉翻译
1.For our credit standing,please refer to the Bank of China,Xi’an Branch.
2.This foregoing information is given in confidence and for your private use only and without any responsibility on the part of this bank.
3.In reply to your enquiry of October 16 concerning the firm in question,we would recommend a policy of caution.
4.All the results will be kept confidential and you will not be contacted about the results unless you so desire.
5.Since this is the first transaction between us,we would like to ask you to inform us of the name and address of your bank so as to enable us to apply for reference.
四、汉英翻译
1.对于贵公司所提供的情况，我们一定会严守秘密。
2.我们希望我们所提供的以上信息能够使你们满意，并有助于你们做出决定。
3.如果你方能够向我们提供以上公司的财务和资信情况，我们将不胜感激。
4.很抱歉我们无法就该商行提供任何确切情况。
5.该商行缺乏经验，我们建议在业务往来中谨慎对待。
五、模拟外贸情景写作实操
你公司最近从Messrs.J.A.Smith & Co.，Ltd.接到了一笔大订单。但你公司过去从未与该公司有过业务往来。
你公司通过你们的业务银行The Hong Kong and Shanghai Banking Corporation Limited得知该公司的业务银行。
你公司随去函给该公司业务银行的信息服务部负责人Mr.Boykin 以了解该公司的资信情况，并承诺对所有提供的信息都会严格保密。
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