07C准则是书面沟通的基本准则，很多人推崇国际流行的“7C"准则。这是一种有效的书面写作技巧。
1、完整（complete）
职业文书应完整的表达多要表达的内容和意思，何人、何时、何地、何种原因、何种方式等（5W1H）。
2、准确（correctness）
文稿中的信息表达准确无误。从标点、语法、词序到句子结构均无错误。
3、清晰（clearness)
所有的语句都应能够非常清晰地表现真实的意图，读者可以不用猜测就领会作者的意图，避免双重意义的表示或者模棱两可。
4、简洁（conciseteness）
即用最少的语言表达想法，通过去掉不必要的词，把重要的内容呈现给读者，节省读者时间。
5、具体（concreteness）
内容当然要具体而且明确，尤其是要求对方答复或者对之后的交往产生影响的函电。
6、礼貌（courtesy）
文字表达的语气上应该表现出一个人的职业修养，客气而且得体。最重要的礼貌是及时回复对方，最感人的礼貌是从不怀疑甚至计较对方的坦诚。
7、体谅（consideration）
为对方着想，这是拟定职业文书是一直强调的原则——站在对方的立场
的
商务函电写作的
7C
原则
函电的作用，
一是索取信息或传递信息，
二是处理商务交流中有关事宜，
三是联络与沟通感情。
商务函电的写作应掌握7C原则，即：完整（complete）、正确（correctness）、 清楚（clearness）、
简洁（concreteness）、 具体（concreteness）、礼貌（courtesy）、体谅（consideration）。
完整：商务函电应完整表达所要表达内容和意思，何人、何时、何地、何事、何种原因、何种方式等。
正确：表达的用词用语及标点符号应正确无误，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。
清楚：所有的词句都应能够非常清晰明确地表现真实的意图，
避免双重意义的表示或者模棱两可。用最简单普通的词句来直截了当地告诉对方。
简洁：在无损于礼貌的前提下，用尽可能少的文字清楚表达真实的意思。
清楚和简洁经常相辅相成，摒弃函电中的陈词滥调和俗套，可以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和富有吸引力。
具体：内容当然要具体而且明确，尤其是要求对方答复或者对之后的交往产生影响的函
电
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。最重要的礼貌是及时回复对方，最感人的礼貌是从不怀疑甚至计较对方的坦诚。商务交往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。
体谅：为对方着想，这也是拟定商务函电时一直强调的原则：站在对方立场。在起草商务函电时，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。
商务函电的种类包括：商洽函、询问函、答复函、请求函、告知函、联系函。从商务函 电的具体使用功能来讲，又可分为：来函处理答复函、订货函、任命函、祝贺函、感谢函、介绍函、邀请函、联络函、致歉函、慰问函、唁函、推销函。
商业英语之商业信函的书写原则
（1）completeness
实例解说：
"Cellulose Tape 1/2"x 3yds, with plastic dispenser 700 doz./-ditto-but 1/2" x 5 yds, 1,000doz."
这是出口商接到的一份定单中有关商品品名，规格和数量的内容。中文意思是：纤维素带（幅）宽半英寸，长３码，带塑料包装容器，７００打；同上，但（幅）宽宽半英寸，长５码，１０００打。主要问题是后半句不清楚。
"ditto"在这里表示前面提到的商品名称纤维素带，但不能包括带塑料包装容器。因此，幅
宽半英寸长５码的纤维素带是否有塑料包装容器没有说清楚，不完整。所以最好改成：
"Cellulose Tape 1/2"x 3yds, with plastic dispenser 700 doz. Cellulose Tape 1/2" x 5yds，with plastic dispenser 1000 doz." 这样即完正，又清楚明确，不会引起误解。
商务英语之商业信函的书写原则
（2）Clearness
（一）．避免使用可能产生不同理解或意义不明确的词汇
例一〉As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services. (从香港到旧金山有直达船，) 但是bimonthly 究竟是一个月两次即半月一次呢，还是两一次？不明确。因此，最好清楚明白地说明"一个月两次"还是"两个月一次"：
（a） We have two direct sailings every month from Hong Kong to San Francisco. （每月两次直达船）
（b）We have semimonthly direct sailing from Hong Kong to San Francisco. （每半月一次直达船）
（c）We have a direct sailing from Hong Kong to San Francisco every two month. （每两个月一次直达船）
（二）注意修饰词的位置，有时修饰词的位置不同，会导致不同的含意如：
a) Please let us know what you wish us to do about this matter as soon as possible
b) Please let us know as soon as possible what you wish us to do about this matter.
以上两句中的" as soon as possible "修饰的内容不同：
a) 你们要求我们尽快做些什么。
b) 请尽快告诉我们。
所以a) 可译为"请告你们要我们为此尽快做些什么" b) 可译为"请尽快告知，你们要我们为此事做些什么"。
（三）注意代名词，关系代词和先行词的关系，按照英语习惯，句子中的代名词和关系代词一般是指离得最近的名词，因此要特别注意，以免引起误解或不清楚。
例句：
不好：They informed Messrs. John & Smith that they would receive an answer in a few days.
较好：They informed Messrs. John & Smith that latter would receive an answer in a few days.
(四)注意前后一致和紧凑，连贯 不一致：
Being a certified public accountant, I am sure you can help us.
一致： Being a certified public accountant, you can surely help us.
Or: As you are a certified public accountant, I am sure you can help us.
（五）仔细和恰当地分段落（Paragraphing）
商业书信要写得使人一读就明白，因此必须按照内容仔细和恰当的分段落，一般的分段落原则是一个段落一个意思（A paragraph for each point is a good general rule.）
现举例说明：
Dear Sirs,
It is reported in a domestic newspaper that the Iranian Central Bank has instructed the commercial banks to suspend their business of opening a new letter of credit as from the 3rd May for financial reason of foreign currency. Although it is said that this arrangement would be a temporary one and with establishment of new import policy this emergency arrangement would be lifted, we are much concerned about the outcome of this movement toward restriction of import to Iran and shall be obliged if you will kindly keep us well advised of development of this new arrangement especiall in connection with import from France.
Yours faithfully,
以上这封信只有一段，供两句。第一句39字，第二句66字。读后虽然能基本了解其
内容，但读起来很不舒服。信的内容大体有三点：１．伊朗中央银行因外汇原因，通知个商业银行从五月三日起停止开立信用证；２、这临时措施，新的进口政策一订，这个措施可能取消；３．希望对方随时告之有关情况。按照这三点，适当地分分段落，把信重新改写一下，可能读起来比原来的清楚易懂：
Dear Sirs,
It is reported in a vernacular newspaper that the Iranian Central Bank has instructed the commercial banks to suspend their issuing new Letters of Credit as from the 3rd May because of its decreasing foreign currency funds. Furthermore it is said that the suspension seems a temporary one and be released with establishment if a new import policy.
We are much concerned, however, about the outcome of this movement toward restriction of import to Iran. We, therefore, shall be obliged if you will keep us well informed of development of this new state of affairs, especially in connection with imports from France.
Yours faithfuly
商务英语之商业信函的书写原则（3）Correctness
商业书信必须写得正确，因为它涉及到买卖双方的权利，义务，厉害关系，是各种商业单据（如合同）的根据。 广义的说，商业书信的正确性表现在： （一） 运用正确的语言水平 （二） 叙述得正确（三）数字要正确 （四） 正确理解和运用商业术语 （五） 合适写作技巧或方法，以及正确运用其他的六个Ｃ"。
一．正确的语言水平
（１） 正式的和非正式的语言水平所用词汇比较：
Page 15 of 19
商业信函的书写原则（5）Courtesy COURTESY译成礼貌。但是根据西方国家函电书籍作者普遍的看法，所谓COURTESY是客气而又体谅人的意思。有的作者还把COURTESY和POLITENESS这两个同义词做了比较，认为：POLITENESS的客气只是表现在文章的语句上，而COURTESY则表现在对对方的"体谅"，例如：
[POLITE]
a) We have received with many thanks your letter of Oct.7, and we take the pleasure of sending you latest catalog. We wish to draw your attention to a special offer, which we have made in it.
[COURTESY]
b) You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of Oct. 7.
不要写 建议写
You ought to ……
Perhaps you could……
Your letter is not clear at all; I can't understand it. If I understand your letter correctly...
Obviously, if you'd read your policy carefully, You'd be able to answer these questions yourself.
Sometimes policy wording is a little hard to understand.
I'm glad to clear up these questions for you.
怎样通过各种语言形式来表达COURTESY呢？
这样的形式很多，现在提供一些常见的供
参考：
（一） 把命令变成请求的常用形式：
Please, Will you…... Will you please…...
如： a) Will you give us more detailed information on your requirement?
b) Will you please (kindly) let us hear from you on these two points?
（二）虚拟式（Past Subjunctive From）如：
a) Would you compare our sample with the goods of other firms?
b) We would ask you to ship the goods by the first available vessel.
c) We wish you wouldlet us have your reply soon.
d) This would seem toconfirm our opinion.
e) We should be grateful if you wouldhelp us with your suggestion.
f) We thinkif advisable that you should accept this offer at this price.
g) We should (would) like you to let us know the exact amount.
h) Perhaps you might like to have a look at the actual goods.
i) We might be of some service to you in a similar case.
以上的b, f, g, 也可用 will, shall, may, 但是用Past Subjunctive Form则表示更客气和婉转些。（三） 缓和用法（Mitigation） 为了缓和过分强调或刺激对方，常用:
We are afraid, we would say, we may(or, might) say, we(would) think, it seems(or would
seem) to us, we(would) suggest, as you are (or: may be) aware, as we need hardly point
out等等表达法来缓和语气，如：
a) It was unwise of you to have done that. We would say that it was unwise of you to have done that.
b) You ought to have done it. It seems to us that you ought to have done it.
c) We cannot comply with your request. We are afraid we cannot comply with your request.
d) Our products are the very best on the market. We might saythat our products are the very beston the market.
e) You must keep the matter to yourselves.
You must, we would add, keep the matter to yourselves.
f) You must cut off your order in half
We wouldsuggest that you cut your order in half.
g) We have not yet had your reply.
It appears that we have not yet had your reply.
（四）运用被动语气
有时，运用被动语气，比主动语气客气，如：
a) You made a very careless mistake.
A very careless mistake was made
b) You did not enclose the check with your order.
The check was not enclosed with your order.
c) For the past two years, you did not give us any order.
For the past two years, no order has been given us. Or:
For the past two years, no business has been materialized between us.
（五）避免（或力争避免）使用语气强烈或容易引起不快的词汇
a) We demand immediate payment from you 、
demand的意思是ask for(sth) as if ordering, or as if one has a right to, 即带有命令意味的 要求。非不得已，应尽可能避免使用demand而改用request
如：We request your immediate payment.
b) We are disgusted with your manner of doing business. 、
disguste 意味hate而且有strong feeling of dislike or distasted, 既"厌恶"的意思，因此，还是婉转或含蓄一些为宜，如： We are not completely satisfied with your manner of doing business.
c) We must refuse your offer.
Must……带有威胁性的意味（minatory tone），不如改为：
We regret that we are unable to accept your offer.
Or: We regret that we are not in a position to accept your offer.
d) We want you to assist us 、带有傲慢或长者的口吻（
superior tone
），不如改为：Your assistance would be appreciated.
（六）
使用高兴，遗憾，感谢等词汇及表达法
(1) We have pleasure of -ing…….
We have pleasure in -ing…….
It is with pleasure that we do so
It gives us (great, much) pleasure to do so
We are pleased for us to do so
It's a pleasure for us to do so.
We are glad (or: delighted)that you do so
We shall gladly do so
We shallfeel happyif you will do so
We are happy to do so
(2) 表示感谢的表达法有：
We are (very, most) appreciative of your doing so
We are gratified tolearn that you do so
We shall be (or: feel) obliged by your doing so
We shall be obliged if you will do so 、
You will oblige us by doing so
We shall be grateful to you if you will do so
We shall appreciate your doing so
We shall appreciate it if you will do so
We shall thank you to do so
It will be appreciated if…….
We are thankful that you do so
(3) 表示遗憾的表达法有：
It is a matter for regretthat we cannot do so
It is with regret that we must do so
We express our regret at -ing…..
To our regret we cannot do so
It is regrettable that we must do so
We regret that we cannot do so
We regret to do so
It is to be regretted that you do so
We are regretful that we must do so
It is a pity thatyou cannot do so
We are sorry
we cannot do so
We are sorry to do so
注：以上的表达法只是常用的一部分。、
写信要做到COURTESY，但要注意
（１） 不要使用已经过时的毫无意义的老套子，如：
our esteemed clients; your esteemed letter; your respectable house; your good self(or good selves); your valued order; your esteemed reply等等、
（２） 要分清"礼貌"与"卑恭"的界限，如：
(a) We are extremely and sincerely sorry for the error and ask that you accept our humble
and sincere apology for the undue inconvenience suffered by you.
b) We beg to acknowledge receipt of your letter dated 11th December.
b) We beg to enclose herewith our invoice.
这三例不是"礼貌"，而是"卑恭"。写商业书信既不要盛气凌人，也没有必要低三下四，更应该注意在商业信中把we beg一类的表达法完全去掉。以上三例可考虑改为：
a) We are concerned about the inconvenience you have suffered, and apologize sincerely.
b) We have received your letter on Dec. 11.
c) We enclose (herewith) our Invoice. Or: We are pleased to enclose our Invoice.
商业信函的书写原则（6）Consideration
CONSIDERATION(体谅)，就是顾及他人的要求，愿望，感情等等。现在西方国家的商人强调"多为顾客着想"。不少西方国家的作者，非常重视写信的态度问题，他们认为"体谅"就是采取收信人的态度" （YOUR ATTITUDE），就是写信时要目中有人，要把收信人放在心上，考虑他的愿望，问题，背景，感情和对此信所可能做出的反应等等，然后从"他"的观点出发来处理事情。 有人还这样说："要记住b-u-s-i-n-e-s-s(业务，买卖)这个字里有U和I，但U（与YOU同音）在I之前。这是你要记住的次序。" "Remember that the word b-u-s-i-n-e-s-s
contains both U and I, but the U comes before the I. This is a good sequence for you to remember
与"收信人的态度"（We attitude）相反的是"写信人的态度"（you attitude），也就是一切 事情都是从写信人或是他所代表的单位的立场出发看问题和处理问题。现举例比较如下：
"We attitude" "You attitude"
We allow 2 percent discount for cash payment You earn 2 percent discount when you pay cash （如付现款，我们给九八折。 (您付现款时，可打九八折。）、
We are pleased to announce that ………… You will be pleased to know that…………
（我们高兴地宣布。。。） （你们将愉快地得知。。。）
We want you to do it. You will no doubt do it
（我们要你们这样做。） （毫无疑问，你们将这样做。）
We follow this policy, because ……. You will benefit from this policy, because….. ）
（我们遵循这个政策，因为。。。 （你们将从这个政策中得益，因为。）We sold 4,000 doz. Handkerchiefs of this description last month.
上个月我们卖出4000打这种规格的手绢。）
You and other importers like you bought 4,000 doz. Handkerchiefs of this description last month. （上个月你们和其他同行进口商买进了4000打这种规格的手绢
