不同的文化背景，導(dǎo)致商貿(mào)往來過程中所關(guān)注的細(xì)節(jié)以及重點(diǎn)并不相同，我國歷史傳承悠久，在商業(yè)交往中也充滿了儒雅的風(fēng)范，其實(shí)說白了就是客套話很多，即使在現(xiàn)代商務(wù)往來中已然用上了電子郵件，但是這些文字溝通方式依然秉承了我國商貿(mào)往來客套話多的特點(diǎn)。在對外貿(mào)易中一些工作人員撰寫發(fā)盤函，想要突出新意，并不按照發(fā)盤范文格式套入，而是加上了很多客套話，這就讓外商很難接受了。
例如：
Mr. James:
Thank you very much for taking the time out of your busy schedule to learn about our products, and very much hope to establish business relations with your company, your company in China has a high reputation, is the benchmark enterprise in the industry, if you can reach a cooperative relationship with your company, we will be honored, you are in the profession of the industry. Knowledge is also highly regarded by us.
Mr. Bill, the purchasing department of your company, has contacted us before. Mr. Bill has expressed great interest in the kitchen cleaning equipment produced by our company. Here is a quotation for the kitchen cleaning equipment we produce.
The kitchen dust collector is 25 dollars. Soot cleaner $15, special dry-wet dual-purpose clean wipe $20, multi-purpose dishwasher $105, non-oil decoration hanging decoration $45, some other commodity prices are detailed in the appendix. (If the above quotations are for offshore products, we will adjust the relevant prices according to the market conditions before the contract is reached). We prefer the fastest way of arrival for our shipment. All the products are covered by insurance (the insurance company will decide according to the actual situation).
We hope to conclude a business partnership with you as soon as possible. We are waiting for your good news. We hope to get your personal phone number and email address for our future contact.
Be careful
Manager Zhang Zheran
如果僅僅是從格式來講，以上內(nèi)容沒有任何問題，我們來看一下中文表述，這篇發(fā)盤函是這樣的
詹姆斯先生：
非常感謝您百忙之中能夠抽出時(shí)間來了解我們的商品，非常希望與貴公司建立商務(wù)關(guān)系，您所在公司在中國所具有的知名度很高，是行業(yè)中的標(biāo)桿企業(yè)，如果能夠和您的公司達(dá)成合作關(guān)系，我們將倍感榮幸，您在行業(yè)中的專業(yè)知識也是我們極為景仰的。
之前和貴公司的采購部門比爾先生有過接觸，比爾先生表示對我公司所生產(chǎn)的廚房清潔設(shè)備非常有興趣，在這里就將我們所生產(chǎn)的廚房清潔設(shè)備報(bào)價(jià)給您做一下介紹。
廚房專用除塵機(jī)25美元。油煙清潔劑15美元，專用干濕兩用清潔擦20美元，多功能洗碗器105美元，不沾油裝飾掛飾45美元，其他一些商品價(jià)格詳見附錄。(如上報(bào)價(jià)皆為離岸產(chǎn)品報(bào)價(jià)，在未達(dá)成合同前，我方會(huì)根據(jù)市場行情對相關(guān)價(jià)格做調(diào)整)我方發(fā)貨優(yōu)選最快產(chǎn)品抵達(dá)方式，所有產(chǎn)品均有保險(xiǎn)(保險(xiǎn)公司根據(jù)實(shí)際情況待定)。
希望能夠盡早和貴公司達(dá)成貿(mào)易合作伙伴關(guān)系，我方靜候佳音，希望能夠獲得您的個(gè)人電話以及個(gè)人電子郵箱，方便我們此后聯(lián)系。
謹(jǐn)上
張哲然經(jīng)理
這樣的發(fā)盤函用在國內(nèi)商貿(mào)往來中還可以稱的上很不錯(cuò)，文筆字斟句酌，既有恭敬之意，又不造作，但是這并不符合歐美國家商務(wù)往來溝通習(xí)慣。直來直去，言簡意賅是歐美國家商貿(mào)往來的特點(diǎn)，因此這篇發(fā)盤函應(yīng)這樣修改：
Mr. James:
Thank you very much for taking the time to understand our products.
Mr. Bill, the purchasing department of your company, has contacted us before. Mr. Bill has expressed great interest in the kitchen cleaning equipment produced by our company. Here is a quotation for the kitchen cleaning equipment we produce.
The kitchen dust collector is 25 dollars. Soot cleaner $15, special dry-wet dual-purpose clean wipe $20, multi-purpose dishwasher $105, non-oil decoration hanging decoration $45, some other commodity prices are detailed in the appendix. (If the above quotations are for offshore products, we will adjust the relevant prices according to the market conditions before the contract is reached). We prefer the fastest way of arrival for our shipment. All the products are covered by insurance (the insurance company will decide according to the actual situation).
We hope that we can reach a trade partnership with your company as soon as possible, and we are waiting for the good news.
Be careful
Manager Zhang Zheran
修改的地方并不多，將冗余和一些不符合西方商貿(mào)往來禮儀的部分去掉球可以了，首先將“We hope to establish business relations with your company. Your company has a high reputation in China. It is a benchmark enterprise in the industry. We would be honored if we could reach a cooperative relationship with your company. We also admire your professional knowledge in the industry.”去掉，之后舍棄“I hope to get your personal phone and personal e-mail, so that we can contact later.”
之所以去掉這兩部分的內(nèi)容出于兩種原因，前者冗余，對于歐美商貿(mào)往來沒有太多必要，會(huì)導(dǎo)致溝通用戶厭煩。去掉后者是因?yàn)闅W美企業(yè)工作人員的工作習(xí)慣。不同于國內(nèi)即使是休息日，例如周六，周日，企業(yè)相關(guān)崗位工作人員依然要接電話處理企業(yè)事物，例如采購部，設(shè)備部等等都是如此，但是在歐美國家不是這樣，放假期間或者是下班后不會(huì)處理任何工作事宜，熟悉之后可以詢問對方電話，表示尊敬，但是在接觸初期絕對不能因?yàn)楣ぷ髟蛩饕獙Ψ诫娫捇蛘呤请娮余]件，這是非常不禮貌的。所以“I hope to get your personal phone and personal e-mail, so that we can contact later.”這種問題一定要規(guī)避，不論是在任何類別發(fā)盤函里都不能提到。
當(dāng)然需要注意，在發(fā)盤函中摒棄客套話，并不是說不講究禮節(jié)，例如我們在這篇修改后的發(fā)盤函中留下了“Thank you very much for taking the time to understand our products.”商貿(mào)禮儀國外和國內(nèi)還是有很多共通之處的，我們說要做的是點(diǎn)到即止，而不是要長篇大論。（轉(zhuǎn)）
