Date: May 11, 2007
A large increase in the volume of our trade has required an increase in the membership of the company. The Board has voted unanimously for the admission of Mr. Kelly Anderson as a partner.
Mr. Anderson has been our head buyer for the past 30 years and is well acquainted with every aspect of the company’s policy. His expertise and wide experience will continue to be of great value to the company.
The company’s present name remains unchanged and we shall continue to do business and to sign ourselves as: Peter White & Co.
三、下级呈上级 Memos to the Management
例8．要求加薪 (Requesting a salary raise)
To: Mr. Mark Wilson
From: James Harvey
Date: July 30, 2007
Subject: Raise Request
I appreciate the opportunity I have had during the last three years of serving as a vital member of the marketing and sales support team. This past year has been an especially challenging business environment, but my accomplishments have continued to build on my earlier achievements, and I have high expectations for this success to continue for the foreseeable future.
Here are some highlights of how I have helped the department and the company in the past year:
1.    Developed a proposal that brought a client from the brink of terminating our services to renewing at a higher level than ever before, adding a net gain of $500,000.
2.    Partnered with several sales team members to attract new business opportunities totaling $1.2 million.
3.    Conceptualized, proposed, and produced a market research study that serves as a valuable tool for our industry, increasing our visibility, and making it easier for our sales team to call on prospective clients.
4.    Participated in and attended four professional meetings, increasing the visibility of the company within the industry.
5.    Proposed new projects, and completed all new tasks and assignments when requested to do so.
I look forward to continuing to play a key role within the department, and given all of my recent accomplishments and that my salary is still below industry averages, I am confident that you will offer a salary increase that reflects these issues and my standing in the department.
例9．关于打卡考勤制度的看法 (Comments on the “punch in” system)
To: Mr. John Smith, Manager of Operations
From: Jonathon Fitzgerald, Supervisor
Subject: Comments on the “Punch in” System
Date: January 13, 2007
This is further to your memo dated back to December10, 2006, in which you proposed that the employees adopt the “punch in” system.
I fully agree with you that we should take measures to increase productivity and that we would have a tighter control over the employees if the “punch in” system is adopted. However, honestly speaking, I don’t think that adopting a tighter system will increase productivity. The most effective way to increase productivity, in my opinion, is to give the employees more incentives to work.
I think we could further discuss other possibilities of achieving this goal.
Your consideration of this suggestion would be highly appreciated.
Yours sincerely,
Jonathon Fitzgerald
例10．对公司房屋的维修翻新建议(Suggesting the Renovations of the Company’s Premises)
To: George Wang, General Manager
From: Thomas Li, Maintenance Engineer
Date: June 27, 2006
Subject: Renovations of the Company’s Premises
I visited the premises at Hanguang Road on June 23 as you instructed me. I found that the premises are in need of repairs and renovations. I would like to make the following suggestions:
1. The roof needs to be thoroughly repaired.
2. The walls of the offices need to be repaired.
3. An additional garage needs to be built.
4. The bookshelves in the offices need to be replaced by larger ones.
5. The carpet in the reception hall needs to be replaced by a new one.
I look forward to hearing from you on these recommendations.
Adapted from: 《英语备忘录范例》P156-157
例11．建议从中国购买床上用品 (Suggesting purchasing bed articles from China)
To: Roger Baldwin, Sales Manager
From: Andrew Owens, Sales Department
Date: February 16, 2007
Subject: Buying Bed Articles
I would like to tell you a piece of good news, Roger. My friend Mrs. Lin, overseas Chinese, just came back from China. With the help of her relative who works in the Fansheng Company that exports bed articles, she inspected most of the bed articles and toured the factory that produces them.
The factory makes bed-sheets, quilt-covers, pillows, mosquito nets, etc. They use materials of all cotton, chemical fiber, blend fabric and other varieties.
The prices are moderate or low or much lower than those of similar products from South Korea and Taiwan, China. It is not because of poor quality but because of the low cost of raw materials and labor.
The company offers some discounts and the rate is different according to the volume of trade. And the company is looking for customers in U.S.A.
I believe there is a promising market in our area for these fine bed articles. So I suggest we establish business relations with this company.
Please call me (ext.1234) if you have any questions.
例12．客户要求更换受损货物 (Requesting a replacement of damaged goods)
To: Guo Chuan, Manager
From: Tom Qiao, Secretary
Subject: Requesting a Replacement of Damaged China Teapots
Date: January 13, 2007
There was a call for you from Richard Smith, Sales Manager of Xingsheng Company Ltd., of Taiwan, China. He says they have received the teapots we supplied under their order No. 12345 of December 25, but they found, upon delivery, nineteen of the teapots were badly damaged and six others cracked more or less.
He says that the package appeared to be in perfect conditions, and that he himself unpacked a case very carefully and he thinks the damage must be due to rough handling in transit.
He requests a replacement of the damaged china teapots and he has put the damaged ones aside in case we need them to support our claim on the carriers for compensation.
Please call me if you have any questions.
例13．推销秋季服装的建议 (Suggestions promoting fall clothes lines)
TO: Rena Page, Marketing Executive
FROM: Ruth Lane, Market Research Assistant
Date: February 8, 2007
SUBJECT: Fall Clothes Line Promotion
Through market research and analysis, it has been discovered that the proposed advertising media for the new fall lines need to be reprioritized and changed. Findings from focus groups and surveys have made it apparent that we need to update our advertising efforts to align them with the styles and trends of young adults today. No longer are young adults interested in sitcoms as they watch reality televisions shows. Also, it has become increasingly important to use the Internet as a tool to communicate with our target audience to show our dominance in the clothing industry.
Internet Advertising
XYZ Company needs to focus advertising on Internet sites appealing to young people. According to surveys, 72 percent of our target market uses the Internet for five hours or more per week. The following list shows in order of popularity the most frequented sites and search engines:
?Google
?Facebook
?Myspace
?Ebay
?iTunes
Shifting our efforts from our other media sources such as radio and magazine to these popular Internet sites will more effectively promote our product sales. Young adults are spending more and more time on the Internet downloading music, communicating and researching for homework. Meanwhile, they spend less and less time reading paper magazines and listening to the radio. As the trend for cultural icons to go digital, so must our marketing plans.
Television Adverting
It used to be common to advertise for our products on shows like Friends and Seinfeld for our target audience, but even the face of television is changing. Young adults are tuning into reality television shows for their entertainment. Results from the focus group show that our target audience is most interested in shows like American Idol, The Apprentice, and America's Next Top Model. The only non-reality television show to be ranked in the top ten most commonly watched shows by males and females 18-25 is Desperate Housewives. At Blue Incorporated, we need to focus our advertising budget on reality television shows and reduce the amount of advertising spent on other programs.
By refocusing our advertising efforts of our new line of clothing, we will be able to maximize the exposure of our product to our target market and therefore increase our sales. Tapping into the trends of young adults will help us gain market share and sales through effective advertising.
Attachments: Focus Group Results, January- May 2007;
Survey Findings, January - April 2007

二：问题例子
MEMORANDUM
Date: February 7, 2007
To: Members of Human Resources Department
From: Subject: Recruitment Issues
Considering of future daily work, the Human Resources Department decided to hire three new staff. The time schedule as follows:
1. Put on advertisement
In charge of: Xiao Fang
Date: February 7---- February 15
2. First round interview
In charge of: Shi Qian, Cui Liang
Date: March 17---- March 24
(1). Screening resume
(2). Arranging the first round interview
(3). Informing candidates
(4). Interviewing
(5). Evaluating candidates
(6).Selecting people enter in the second round paper test
3. Second round paper test
In charge of: Cui Liang
Date: March 25---- March 26
(1). Organizing the paper test
(2). Evaluating
(3). Selecting people enter in the final interview
4. Final interview
In charge of: Shi Qian, Zhou Ping
Date: Not decided, between March 26----April 10
(1). Deciding date of the final interview with the manager
(2). Informing candidates
(3).Supplying the information of the candidates to the manager 2 days before interview
(4). Taking notes of the process of the interview
5. Decide the right person
In charge of: Shi Qian, Zhou Ping, Cui Liang
Date: five days after final interview
6. Sign contract
In charge of: Zhou Ping, Li Jin
Date: one week after decision


四、随堂练习
题目：假设你要求上司给你加薪，针对这个主题写份备忘录，要求按照备忘录的格式撰写，并陈述理由。

















感谢信
一、感谢信概述　Introduction to Letters of Thanks
感谢信是为了感谢其它企业或者个人对我方的业务支持、协助而写的礼仪信函。与致辞、贺信等等一样，感谢信函的公关功能要比商务内容大得多。
西方的通常做法，逢年过节，或者客户向你或者公司提出了建议、善意的批评，或者时机恰当，都会寄出书面的致谢信，向对方的长期合作、支持、甚至正常的订货、付款等业务活动表示感谢。也正是因此，感谢信函经常与贺信揉到一起写。
如今打电话的确方便，但是如果事件较大、场合正式，打过电话依然需要撰写书面的感谢辞，寄送方式当然可以利用电子邮件。感谢信的写作格式与一般信函大同小异。
感谢信的特点主要体现在内容的组织结构上：
•    说明感谢谁，因而对方的姓名、称呼、职务必须具体、明确
•    概括具体事情，务必让对方明白说的是哪件事
•    一定要说明对方的帮助产生了什么样的效果和客观影响
•    把表示感激的话说出来，不要含蓄
•    热情赞扬对方的协助精神，适当应用一些套语
•    不必沿用汉语同类文本的套路，即不要表示“向你学习”、“以后厚报”之类
感谢信的注意事项：
•    文字要精炼，表达应清晰、准确、客观，篇幅应当短小
•    感谢、赞扬时，尽量要恰当得体，体现出真诚的感谢之情
•    感谢信函的主要信息是表达感谢和感激的心情，不要牵扯其它内容
二、感谢信举例　Exemplary Letters of Thanks
例 1. 贺卡回函
Dear Sally,
Our anniversary would not have been complete without the beautiful card you sent. Thank you for remembering us and for the sentiments, which Willie and I know come from the heart.
We look forward to seeing you again soon.
Yours ever,
Petite
例 2. 节庆致谢
Dear Sirs,
We appreciate the business opportunities you have offered us during the past year, and before the next busy season is here, we would like to thank you in writing for your cooperation.
Your patronage has been of great help to us at a time when we had some difficulties in the Latin American markets. We hope you will continue to give us the opportunity to serve you.
Yours sincerely,


例 3. 感谢宴请
Dear President,
Thank you for your kindness in providing the magnificent dinner to us last evening.
On our side we all found the discussions before the dinner extremely helpful, and I hope that you share my thoughts.
I am sure that we will forge happy relationship between our two companies in future years.
Sincerely yours,
例 4. 感谢接待
Dear Mr. Chen Weidong:
Our visit to your company and your country is drawing to a close and we are leaving China for Hong Kong shortly.
On the eve of our departure, it gives me great pleasure to write to you on behalf of my colleagues and myself to say “Thank you”. We appreciate very much your hospitality to us during our stay here. This has been a fruitful visit and we are confident of its importance to our future export business.
My colleagues and I are looking forward to seeing you in the United States soon, when we could examine once again how to push the relationship between us.
We wish you good health and every success in your dealership here.
Sincerely yours,
Paul Downs
例 5. 感谢接待
Dear Mr. Wang,
Back now in my own country I wish to thank you most warmly for your very excellent hospitality extended to me during my stay in Beijing.
The opportunity to meet you and your colleagues has been what I had long looked forward to, and I can only hope now that one day I may be able to receive a visit here from you.
I very much appreciated your kindness and that of Mr. Li your deputy in showing me round your company and round your beautiful capital.
Once again, thanks a lot.
Sincerely yours,
James Eckersley
例 6. 感谢审读年报稿
Dear Prof. Kang Yulan,
Many thanks for the proofread copy of our yearbook. You are the first to return, with detailed correction and revisions.
My managers and colleagues are all very grateful for your time and hard work. And we expect you to continue to assist us in this matter next year.
I’ll be issuing it later on to the net when other references have arrived.
Based on other proofread copies, we may do a little editing if you don’t mind. I’ll let you see any changes for approval before I send it out.
Yours respectfully,
Han Qingnian
President & CEO
例 7. 感谢结账
Dear Sirs,
We appreciate the promptness with which you settled your accounts with us during the past year, especially as a number of them have been for very large sums.
It has been of great help to us at a time when we faced heavy commitments from the expansion of our business into the overseas markets. We hope you will continue to give us the opportunity to serve you.
Yours sincerely,
许多感谢信函属于“醉翁之意不在酒”，极有可能是与产品广告或者服务广告结合在一起而发出。例如：
例8. 感谢结合促销
Dear Ms. Greene:
Thank you for your purchase of our inkjet printer last January. Now you’ll probably want to know something about our newest product, the electronic controller for household appliances.
We are pleased to send together with our latest catalogue and the price list. Our controller is suitable for the average household and optimal for families having five or more rooms.
When used together with your mobile computer, it will save 45 percent of energy compared with a home that does not use one. The quality of the controller is assured since there is a warranty for five years.
Yours Sincerely,
例 9. 感谢第一笔生意并推销
May I take this opportunity to express my thanks for the account you recently opened with our company.
We are pleased to furnish a wide variety of products for the international markets beyond Asia. You can take full advantage of our stock supply and other services, for we have the largest stock in the province.
Also we guarantee just-in-time deliveries of our customer orders and purchases.




一、 典型问题：
letter of thanks
Dear Linda,
Thank you very much for the book yu sent me.As matter of fact,I read it twice in two days.It's such a lovely touching story.
Hope we'll have time to be together to talk about the book.
Your's
Sincerely

 
 四、 随堂练习
Appreciation
Dear Mrs. Clayton:
Thank you for your kind comments on my talk the other evening. I would like you to know that your generous and Encouraging words were very heartening.
Sincerely yours
五，常用语句
1. Many thanks for your congratulations on my promotion.
2. Please accept my sincere appreciation for...
3. Thank you again for your wonderful hospitality and I am looking forward to seeing you soon.
4. I find an ordinary "thank-you" entirely inadequate to tell you how much...
5. I wish to express my profound appreciation for...
6. My wife and I would like to thank you most sincerely for your kind and generous thought in sending to us the lovely gift.
7. Thank you very much for your letter of congratulations on our company's receiving ...
8. Thank you for your kindness in providing the magnificent dinner to us last evening.
9. I am writing this letter to thank you for your warm hospitality accorded to me and my delegation during our recent visit to your beautiful country.
10. I would also like to thank you for your interesting discussion with me which I have found very informative and useful.
11. It gives me great pleasure to write to you on behalf of my colleagues and myself to say "Thank you".
12. Many thanks for putting forth your wonderful suggestions that...
13. Many thanks for your congratulations on the celebration of the twentieth anniversary of our corporation.
14. Thank you for your prompt deliveries to our company.
15. Thank you for the opportunity you have given us to...










邀请信
一  内容
邀请函是工商企业日常工作中常见的书面文体，通常用于邀请客户、业务伙伴、业界朋友参加各种正式的商务活动或非正式的社交活动。因此邀请信函一般分为正式和非正式两种。什么情况下用正式或非正式的邀请，要看是为什么事邀请对方以及邀请人与被邀请人的熟悉程度如何。
正式的商务活动邀请函，一般是以公司名义或上司个人名义出面邀请客户和其他业务伙伴，常常是青年员工需要撰写的书信之一。