剑桥商务英语课文辅导Business Correspondence
Business English correspondence
Chapter Two Establishing Business Relations第2章建立业务关系常见词汇2-1 inquiry1) n. 调查,询问,询盘,要货。
通常用make inquiries表示询问,很少用单数,(指具体商品时,通常用介词for。
指一般情况通常用介词about)。
在日常生活中inquiry和enquiry只是拼法不同,没有什么区别。
名词enquiry是动词enquire的派生词。
We will make inquiries about the business possibilities of this new product of yours. 我们将调查一下你方这种新产品的销售可能性。
We will make inquiries at (of) the shipping company regarding the reason for the delay of the vessel.我们将向轮船公司询问此轮迟误的原因。
We thank you for your enquiry for carpets.我们谢谢你对地毯的询盘。
There are large enquiries for iron wire from the Mid-east countries.中东国家拟购大量铁丝。
At the moment there are only small enquiries for this class of goods.目前对这种货物仅有小数量的询盘。
2) v. 询问,询价,要货We acknowledge receipt of your letter of May 30 enquiring for alarm clocks.你方5月30日询购闹钟的来信收到。
常见词汇2-2 owe vt.a. 该把……归功于,认为是靠……的力量(后接介词to)He owes his success to chance.他认为自己的成功在于机遇。
businesscorrespondence(3,4,5,7,9,12)
Chapter 3 Establishment of Business Relations 1 ask to establish business relationshipGentlemen,We have heard from China Council for the Promotion of International Trade中國國際貿易促進委員會that you are in the market for silk garments.As we are one of the leading exporters in this line of business, we would like to establish business relations with you on the basis of equality, mutual benefit and the exchange of needed goods.Our silk garments are made of super pure silk materials and in the traditional skills. They(Our products) are magnificent and tasteful and have long enjoyed a great fame in markets at home and abroad. We enclose a catalogue for your reference and trust some of the items listed will be of interest to you.We would be very much interested in receiving your inquiries, against which we shall give you our best quotations.We look forward to your reply.Yours faithfully,或者背诵textbook P1482 ReplyDear Sirs,Your letter of November 21 addressed to our sister corporation in Shanghai has been transferred to us for attention. As the items fall within the scope of our business activities, we shall be pleased to enter into direct business relations with you. We have learned that you are one of the leading importers and wholesalers of Electric and Electronic Machinery and Equipment in Thailand.We are exporters of the same lines of business, having a business background of some 40 years, and are now particularly interested in exporting to your country Electronic Products of all types. All kinds of our products are good sellers and worth commendation for their excellent quality.If you are interested in marketing these products at your end, please let us know and we shall be pleased to send you our quotations and sample books upon receipt of your specific enquiries.We look forward to your early reply.Yours faithfullyChapter 4 Enquiries and Reply主要背诵黑体字1 EnquiriesDear Sirs,Messrs. Brown &Clark of this city inform us that you are exporters of all cotton bed-sheets and pillowcases. We are large dealers in textiles （结构一）and believe there isa promising market in our area for moderately priced goods of the kind mentioned. （结构二）We would like you to send us details of your various ranges, including sizes, colors and prices, and also samples of the different qualities of material used. （结构三）When replying, please state your terms of payment and discount you would allow on purchase of quantities of not less than 100 dozen of individual items. （结构三）Prices quoted should include insurance and freight to Liverpool.I look forward to hearing from you. （结构四）yours faithfully,2 ReplyDear Sirs,We were very pleased to receive your letter of 15 March, in which you enquired about our cotton bed-sheets and pillowcases. （结构一）As requested, we are enclosing our catalogue and the price-list giving the details you asked for. Also under separate cover we are sending you a full range of samples.We are sure you will find that we use only the best quality materials for our products. And the high standard of workmanship will appeal to the most selective buyers.(advertisements)It’s understood that prices we quoted are on CIF Liverpool without engagement, subject to our final confirmation. We allow 2% discount on purchase of not less than 100 dozen of individual items. Payment is to be made by irrevocable L/C at sight. （结构二）Please feel free to contact us if you have any further questions.We look forward to receiving your early reply. （结构三）yours faithfully,Chapter 5 Offer and Counter-offer1 Counter OfferDear SirsRe: Your offer of 100% Cashmere SweatersThank you for your letter of April 7, in which you offered us 100% Cashmere Sweaters.Regrettably, we are unable to accept your offer as your prices are too high. We operate on small margins. It means heavy loss to us to accept your prices. We also have similar offers from Korean make. They are 25% lower than yours.We like the quality and design of your products. We accept that the quality of your products is better, but it does not justify such a large difference in price. We might do business with you if you could make us some allowance, say 20%, on your prices. Otherwise we have to decline your offer.We hope you will consider our counter offer most favorably and let us have your reply soon.Yours faithfullyA & D SupermarketChapter 6 Order and Acceptance1 orderDear Mr. Gilson,Sub: Order for 2,000 Pairs of Sheep Leather GlovesPlease dispatch to us 2,000 pairs of sheep leather gloves as per the terms stated in your offer of May 5.Would you please take special care of the quality and the package of this order? The leather should be of the same quality as that used in the sample. We hope that you can pack each pair in an airtight polythene聚乙烯bag, a dozen pairs of gloves in a box and then 20 boxes to a strong seaworthy wooden case. We will order more if the first order with you prove to be satisfactory.We are enclosing our Purchase Confirmation No.2009-308 in duplicate for your signature. Please sign and return one copy for our file. Upon receipt of your confirmation, an L/C will be issued.Sincerely yours,替换句型．Opening Paragraph (optional)1 We are pleased to enclose our official Order Sheet No.30 for your ….2 We have tested your sample and found it very satisfactory. Please supply 500 dozen as per our enclosed Order Form No. 960.3 We have studied your catalogue and samples/We should like to take advantage of your offer and are prepared to place an initial order as follows/are now able to confirm our order for your travel goods.4 During the past years we have made occasional purchases from your company, but we should now like to place regular orders.5 Your letter of 16 April convinced me to place at least a trial order forthe …(commodity) you spoke about. Therefore, we enclose order No.32.Confirm the terms of payment, delivery and other Trade terms (recite from 1 to 7)1 This order is so urgently required that we must ask you to make the earliest possible shipment.2 It is necessary that the design of our order be exactly the same as that of the sample we sent you.3 Three copies of the invoice, a copy each of the packing list and other necessary documents should be sent to us by mail.4 Upon receipt of your reply we will open L/C5 We would like you to immediately send us your acknowledgement of this order.6 We may reject the goods if there are any marks or blemishes on the surface.7 This order is subject to dispatch being made within 60 days of today’s date.8 We would like to confirm that payment is to be made by irrevocable letter of credit, for which we have already applied to the bank.Closing (optional)1 Your early attention to this order will be appreciated.2 We hope you will accept our terms and arrange an early delivery.3 If the goods sell as well as we hope, we shall send further orders in the near future.4 I look forward to receiving your advice/shipment/acknowledgment/confirmation 2 Letter of acceptanceOpeningWe acknowledge with thanks your order of May 2 for 50 units of ….We appreiciate your order No. 50 of February 3(date). We are pleased to accept your terms. Enclosed is a copy of our sales confirmation.Acceptance of the order termsWe will do all we can to fill your order so that the goods will be shipped before October 15.The goods will be packed is strict accordance with your instructions.We will proceed with the execution of your order as soon as we receive an irrevocable L/C in our favor.ClosingIt is our hope that this order will be the first step to a long and pleasant business relationship between us.Chapter 7 Complaint Letter1 Complaint LetterOpeningYour shipment of our order No. 15 for 500 units of …(commodity) arrived today.On opening the container we found that the goods were short by 2 units.We regret to say that three cases of your shipment arrived in a damagedcondition.Reason of claimTo prove the shortage, we are enclosing a certificate of Lloyd’s surveyor(Inspection Certificate).We have lost considerable business on account of your delay in shipment.Propose the possible solutionAs the goods are inferior in quality, we are returning the whole of the 15 cases and must ask you to replace them.Please examine the matter and send us the goods to meet the shortage as soon as possible.EndingWe are looking forward to having your early reply to this matter.Please tell us how to dispose of the wrong delivery.We feel there must be some explanation and we eagerly look forward to your reply.2 Adjusting a claimOpening 确认收到索赔函We regret to hear that the goods you received are not of the quality expected.Thank you for your letter of May 10 calling our attention to the apparentshortage of 2 units of …(commodity).Body1卖方有错时,先承认自己的过错We admit that your order has not received our usual careful attention.We regret to find that the wrong goods have been shipped through a mistake on the part of our shipping department.具体表明解决的办法We are prepared to give you a 20% allowance to compensate you for the defects in the goods shipped.We have today sent a replacement for the inferior article you pointed out and hope you will be satisfied with it.2卖方没有错时,直接不假思索的拒绝是不合适的showing your understanding, be firm but polite; even if you deny theresponsibility, you should always try to give an explanationWe shipped your order before the shipping date specified in your L/C and so the delay was not caused by us.The difference in quality is no more than is usual and indeed unavoidable in this line of goods.举出例证，告知若无法平息将诉诸法律途径之意We find no discrepancy between the shipping sample and the duplicate sample in our hands.We would suggest that this claim should be settled in accordance with thearbitration rules of the International Chamber of Commerce (other practices).Ending卖方有错时-保证不犯同样的错误We apologize for the inconvenience you have sustained and assure you that we shall be careful never to make such a mistake again.卖方无错时-要求对方了解情况Chapter 8 Transportation1 Urging for prompt shipmentaDear SirsOur Order No 116 for 200 Bales of Grade 1 WoolWe wish to draw your attention to the fact that up to the moment no news has come from you about the shipment of the above order.When we place the order, we made it clear that we were in urgent need of the goods. It will inconvenience us greatly if we cannot get the goods at thecontracted time in March.Please let us know, as soon as you can, when you can effect shipment of the above order.Yours faithfullyb 替换句型1 Referring to our letter of Oct. 25, we have not heard from you or got anyinformation concerning the shipment of the order.2 Emphasis has to be laid that the shipment must be made within the stipulatedtime-limit, as further extension will not be considered.3You must ship the goods on board the s.s. ‘Dongfeng’ (carrier) within the time limit as stipulated in our contract, other wise dead freight, if any, should beborne by you.4 We request you to ship the order on board the s.s. ‘peace’ (carrier) whichleaves Kobe name of port) on Sept. 15. Please cooperate with us in this urgent need delivery, otherwise, we will be compelled to cancel this order.5 We have been put to considerable inconvenience by the long delay in delivery.We request immediate delivery otherwise we will be compelled to cancel the order in accordance with the stipulations of the contract.6 According to the terms of the contract the shipment is to be effected by theJuly 20 and we must have the B/L not later than the July 25.Chapter 9 Payment1 Asking for payment by L/CDear Sirs,We are in receipt of your letter dated January 8 and wishto place an order for 10,000 power saving copiers withYou for March shipment.We have been dealing with you on sight L/C for years andalways settled our account promptly. This is a big orderinvolving about USD 2,000,000 and tying up funds forThree months would cause problem for us. So for thisorder, we would like to pay by 30-day L/C.We look forward to your favorable reply to the newpayment terms and your sales confirmation.Please send us your sales confirmation earlier so as toenable us to open the L/C immediately.Structure and Substitutable sentencesReference to the order,contract, goods, etc: (para 1)We thank you for your letter of August 8 offering us 3,000 dozen Bed Covers.We are in receipt of your letter dated January 8 and wish to …Reference is made to your contract No. 988 covering skirts in the amount of RMB 6000 and contract No. 998 for silk blouse in the amount of RMB 9000.Case 1- Reference to your required terms of payment: (para 1/para 2)It is our customary practice to pay by a confirmed, irrevocable L/C in our favor available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for a further ** days after the prescribed time of shipment.For payment, we require…We would like to pay…As… we shall consider accepting payment by…We would suggest that for this particular order you let us have a D/DCase 2- Refer that the previous methods of payment is not satisfying/(para1/para 2)We regret very much being unable to accept your term of payment.Payment by L/C is rather inconvenient to a customer like us who often places medium-sized orders.While we are appreciative of your cooperation, we regret our inability to accpet your request for …Give the reasons and suggest the terms of payment: (para 3)After long years of satisfactory trading,we feel that we are entitled to easier terms.Most of our suppliers are in fact supplying us on a T/T or D/P basis.In the coming year we shall probably be able to place regular orders with you and our present mode of payment by L/C would not conduce to encouraging business. As we have only moderate means at hand, opening a L/C will undoubtedly tie up our funds and add to our costs.As both contracts are less than RMB 10,000 in value, we would appreciate it very much if you could ship the goods to us on T/T basis.Considering the small amount involved in this section, we shall be grateful if you will allow us to pay 30% of the total value for this order by T/T and the balance byD/P.we should be obliged if you will agree to extend us more easier payment terms, say, …closing: (para 4)As you know, it is only in view of our long friendly business relations that we extend you this accomodation.We hope you will accommodate us in this respect and Look forward to your favorable reply soon.Please take the above into careful consideration and fax us your confirmation early. Yours sincerely,2 Extending Validity of the L/CDear Sirs:RE: EXTENDING VALIDITY OF THE L/CWe regret to say that we have not received your L/C related to above mentioned sales Confirmation until today. It is stipulated clearly in the Sales Confirmation that the relevant L/C must reach us not later than the end of Aug. Although the reaching time of the L/C is overdue, we would like still to ship your goods in view oflong-standing friendly relationship between us. However, we can not make shipment of your goods within the time stipulated in the Sales Confirmation owing to the delay of the L/C, Therefore, the L /C needs to be extended as follows:(1) Time of shipment will be extended to the end of October.(2) Validity of the L/C will be extended to November 15.Your kind attention is inverted to the fact that we must receive your L/C amendment before Sept 30, otherwise we will not be able to effect the shipment in time.We are looking forward to receiving your L/C amendment.以下内容熟记1.支付条件（Terms of payment）（1）Our usual way of payment is by confirmed and irrevocable letter of credit available by draft at sight for the full amount of the contracted goods to be established in our favour through a bank acceptable to the sellers.我们的一般付款方式是保兑的、不可撤销的、以我公司为受益人的、足额信用证，见票即付。
外贸函电Business English correspondence unit 1---3
Give up stereotyped words ห้องสมุดไป่ตู้nd informal words
(1) Awaiting your reply, we remain. (2) Beg to advise… (3) Your esteemed favour… (4) Attached hereto… (5) Let me call your attention. (6) Assuring you of our appreciation. (7) Letter under the date of… (8) Your good-selves…
5 The company's manpower needs will continue to grow next year
6 Nearly all our salesmen are against the proposed changes to the bonus system
7 We congratulate both Mr Smith and Miss Duffy on their success in the recent sales competition.
Pay attention to the rhetoric
You told us that you did not receive the samples. We are sorry to learn that you did not receive the samples. We have received your order. Thank you for your order.
We believe that our letter of January 20th , 2004 may not have stressed sufficiently how favorable our price quoted to you is. It’s hoped we shall have your order as soon as possible.(within the next few days)
外贸英语函电BusinessEnglishCorrespondenceP-PPT精选文档
Section One (P28) Introduction
1. The Significance of Establishing Business Relations
It is fairly true to say no customer, no business. To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover.
Guangzhou Fair
The more-than-50-year-old Chinese Export Commodities Fair, founded in 1957,used to be the only international showcase for Chinese products. Contracts signed at the fair account for a quarter of China's export, according to the Ministry of Commerce.
Establishing business relations is the first step in transaction in foreign trade. If a new firm, or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the persons in charge must first of all find out whom they are going to deal with. We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business.
Chapter 3 Business Correspondence
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(6) Abbreviations and acronyms
AOB--any other business IOW--in other words WRT--with regard to 关于 PLS—please
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3.4 Good News and Bad News Letters
Good news: Order some goods Confirm a contract Wish to say thank you
Neutral news: Technical specification Confirm shipping arrangements
positive
brief
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3.4.2 Bad news letters
ⅰ Less direct—lessen the impact ⅱ Buffer statement ⅲStart with sth positive or at least neutral ⅳFollowed by an explanation and background information ⅴBad news ⅵ Closes with a positive goodwill message ⅶ Alternatives
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Байду номын сангаас
3.3 Emails
(1)Group discussion Advantages VS disadvantages (2)CC: send copies only to those people who need
copies.
外贸英语函电business english correspondence
. 2 注意修饰词的位置 Com pare the following three pairs of sentences:
Pair 1:--We can supply 50 tons of the item only;
-- We can only supply 50 tons of the item.
3. Features
1. It has its unique language style and jargons ; e.g. We are in the market for silk blouses and
should be pleased if you could kindly quote us your keenest prices for the goods below 2. It is full of business terminations and abbreviations; e.g. Offer quotation order counteroffer letter of credit CIF FOB 3. There is a close relations between EBC and international trade e.g. ASA :AMERICAN STANDARD ASSOCIATION
2
quotations and offers
3
Conclusion of business letter
Steps of an all-round transaction
Execution of orders
5 6
Payment Packing，shipping and insurance Complaint claim and adjustment
外贸英语函电Business English Correspondence
Steps/Contents
Typical Expressions
For letters of acceptance or confirming acceptance
1. Thanking the offeror for his offer. Thank you for your offer of …（谢谢你方……时 候的报盘。）
Many thanks for your reply to our inquiry for….(很感谢贵公司对我方关于…询盘的答复。) Thank you for your prompt reply and detailed quotation.(感谢您的及时答复和详细报价。) Thank you for the samples you sent in response to our inquiry of ...(谢谢贵公司对我方…询盘的答 复并寄来样品。)
Steps/Contents
Typical Expressions
We counter offer as follows: …(我方还盘如下：) Your competitors are offering considerably lower prices and unless you can reduce your quotations, we shall have to buy elsewhere. (你 们竞争对手的报价要低很多。除非你们降价，否 则我们得从他处购买。)
Steps/Contents
Typical Expressions Please keep us informed of the supply position in your place.(请随时告知你处市场的供货情况。)
Chapter 2 Business correspondence 1
I. The structure of a business letter
▲Open punctuation ▲ The layout of a business letter full-blocked form indented form mixed form
II. Emails
From: Julie Methow < juliemethow@ > Date: Tuesday, October 30, 200X 2:23 PM To: Anna Ayestas < a_ayestas@ > Subject: quotation Attachment: Quotation sheet CC: Sales Chen
Letters of requests
• Beginning:
• • •
•
I wonder whether you could … I am interested in finding out… I would appreciate if you could I recently … and I would like to know (receive)… May I ----
Exercise: Write a letter to request a recommendation from a professor.
Joanne Tucker has been asked for a second interview with Strategic Investments for their Analyst Training Program (ATP). The company has requested at least one recommendation from a professor. Joanne thus writes to request a recommendation from his former professor Kenton, with whom he took the course Financial Analysis in the fall of 2005. He succeeded in getting a A from the course. The recommendation letter is expected by the HR department before March 30. Joanne enclosed his resume for the professor’s reference, in which he emphasizes his financial planning skills for his family and his internship training with Stock Exchanges. He also encloses a preaddressed stamped envelop for the professor’s convenience.
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Business Correspondence学习重点1．Homework Review2．Letter Writing Terminology3．Reading ---Arranging a company visit 4．Vocabulary consolidation5．Oral Practice ---free time, company information 6．HomeworkI. Homework ReviewStudy 2b(2)(3) 介词填空an overview ofbring sth. upplace sth. at one’s disposalno point in doing sth.the key to(4)(5)(6) 可数名词和不可数名词不可数名词有：adviceworkinformationnewsprogressluggageexperienceknowledgetimefurniture名词分为可数名词和不可数名词两大类。
在使用不可数名词时中国学生常用又常会出错的五个不可数名词是information, advice, furniture, equipment 以及feedback.information [uncountable] 信息I need more information.我需要更多的信息。
The book contains information about a wide variety of subjects. 这本书中囊括的话题范围广泛。
For further information, call the number below. 如果需要更多信息，请打下面的电话联系。
I've one or two useful pieces of information to pass on to you. 我有一两条有用的信息要传达给你。
advice noun [uncountable] 建议There's lots of advice in the book on baby care. 这本书中有许多关于育婴的建议。
I followed my father's advice and sold the car. 我听从我父亲的建议，把车卖了。
Take my advice and study something practical. 听我的建议，学些有实际应用的知识吧。
a piece/word of adviceLet me give you a piece of advice. Wear a blue or grey suit to the interview. 让我给你提条建议吧。
去面试时穿件蓝色或灰色的西服。
furniture noun [uncountable] 家具I helped him choose the furniture for his house. 我帮助他挑选房子的家具。
I can't think of a single piece of furniture in my house that I bought new. 我认为我家里买的任何一件家具都不是新的。
office furniture 办公室家具be furnished （房屋）配备有家电的be well furnished 家电齐全的be partially furnished 配备有部分家电的equipment noun [uncountable] the tools, machines, clothes etc that you need to do a particular job or activity 工具，机器，衣服a shop selling camping equipment 一家出售宿营用品的商店piece/bit of equipmenta very useful piece of equipment 一件非常有用的设备feedback noun [uncountable]1 advice, criticism etc about how successful or useful something is 反馈意见How can I provide feedback without making someone angry? 我怎样做才能在不激怒别人的情况下提出自己的反馈意见呢？feedback onTry to give each student some feedback on the task. 针对这项作业，尽量给每位学生提出反馈意见。
而针对可数名词的检查则需要考生多留心，因为它是不能不变的。
而很多中国学生都对此没有意识。
下面请大家试着翻译以下句子，重点注意句中的可数名词。
1．电脑改变了我们的生活2．我喜爱集邮。
3．大城市的孩子4．警方不愿介入调解夫妇之间的争执。
[提示答案]1. Computers (A computer/ The computer ) have/ has changed our lives.就是不能说：Computer changed our life. ( )2. I am fond of (I am keen on) collecting stamps.3. children in large cities4. The police don't usually like to intervene in disputes between husbands and wives.即可作可数也可作不可数的名词：business noun▶BUYING OR SELLING GOODS OR SERVICES◀[uncountable] the activity of making money by producing or buying and selling goods, or providing services 生意We do business with a number of Italian companies.set up/start up in businessbusiness activities/interests etc▶COMPANY◀[countable] an organization such as a company, shop, or factory that produces or sells goods or provides a service 公司She now has her own $25 million home-shopping business.They don't know how to run a business.▶WHAT SOMEONE SHOULD BE INVOLVED IN◀[uncountable]if something is not your business or none of your business, you should not be involved in it or ask about it 事情It's none of your business how much I weigh.experience noun▶KNOWLEDGE/SKILL◀[uncountable]knowledge or skill that you gain from doing a job or activity, or the process of doing this 经验He had no previous experience of managing a farm.▶KNOWLEDGE OF LIFE◀[uncountable] knowledge that you gain about life and the world by being in different situations and meeting different people, or the process of gaining thisin somebody's experienceIn his experience, women did not like getting their feet wet and muddy. ▶SOMETHING THAT HAPPENS◀[countable]something that happens to you or something you do, especially when this has an effect on what you feel or think 经历childhood experiencesII. Basic Business Letter Terminology书信写作的常用句型及表达方法在上一讲中，我们针对一封信的布局进行了非常细致地讲解。
但是一封信能否发挥它的作用关键在于它的内容，即正文部分 (body of the letter)。
那么，如何能写好一封信呢？这除了大家平时对语言的积累外，在书信写作时，这里面还是有一定规律可循的。
所以在这一讲中，我们将专门就书信表达时经常会碰到的一些情况作一个归纳总结。
在我们写信时，我们经常会碰到以下一些情况：●stating the reference at the beginning of the letter●explaining the reason for writing●requesting●thanking●enclosing documents●apologising●agreeing to requests●confirming●giving bad news●expressing urgency●ending the letter下面我们就来看一下都有哪些句型可以用来表达上面的情况。
1．Stating the reference at the beginning of the letter （介绍这封信的背景资料）我们在一封信的开始不会很突兀地就展开正文，总是会给读信的人一个提示。
比如，在你看到一张报纸上的招聘广告后，如果你对其中的一个职位很感兴趣，这时你就会给这家公司写信。
因此在这封信的开始，你为了能将事情的来龙去脉说清楚，你肯定会写上这样一句话，“在看了贵公司在⨯月⨯日在⨯报纸上的刊登的招聘广告后，我对⨯⨯职位很感兴趣。
”这样的写法会让读信人在读信时一目了然，很快搞清这封信的意图。