外贸函电unit 2.ppt

1、Unit 2 Establishing Business Relations建立业务关系,世纪商务英语 外贸函电,Basic Knowledge Concerned,Letter-writing Guide,Other Commonly Used Expressions and Sentences,Sample Letters,Practical Training,Part One,Part Two,Part Three,Part Four,Part Five,Contents,Part One,It is fairly true to say no customer, no business

2、. 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. Establishing business relations is the first step in transaction in foreign trade. If a new firm,

3、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 als

4、o seek new ones to enlarge our business.,1. The Significance of Establishing Business Relations,Part One,Usually, you can secure all the necessary information about a new customer with the help of the following channels:,2. The Main Channels and Methods for Establishing Business Relations (1),banks;

5、 periodicals; advertisements in newspapers, magazines or on TV; the introduction from your business connections; the market investigations; the commercial counselors offices; the industrial chambers; the chambers of commerce both at home and abroad; inquiries received from the merchants abroad; self

6、-introduction by merchants themselves.,Part One,Sometimes, a kind of middleman is necessary to bring two companies together. Having obtained the desired names and addresses of the firms from any of the above sources, you may start contacting the prospective customers. The main methods include:,2. Th

7、e Main Channels and Methods for Establishing Business Relations (2),communication in writing; attendance at the export commodities fairs; contact at the exhibitions held at home or abroad; mutual visits by trade delegations and groups. Of all the above methods, the first one is widely used in busine

8、ss activities.,Part One,Generally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known, self-introducing, indicating your desire to enter into business relations, or sometimes making general

9、inquiries and expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for business relations, the contents may include expressing your thanks for the incoming letter, expressing your agreement / desire/wish to establish business relations

10、 with the addressor and indicating the action you are going to take.,3. The Main Contents of a Letter for Establishing Business Relations,Part Two,Part Two,Part Two,Part Two,Part Two,Part Two,Part Two,Part Two,Part Three,Expressions (1),establish business relations / connections, enter into business

11、 relations / connections , 建立业务关系 2. engage in.;handle.; deal in. ; specialize in.从事 经营(专营) 3. business line 业务范围 4. please contact us / sb. 请与我们/某人联系 Please (dont hesitate to) let us(sb) know;Please inform us (sb). 务请告知 6. We would appreciate it/be grateful if you would. 如蒙我们将不胜感激 7. The enclosed i

12、s/are.;We enclose . ;Hereby we enclose 随函附寄;兹附寄 Enclosed please find. ;Enclosed you will find 随函附上,请查收 9. for ones information/reference (only) (仅)供参考 for ones file/record ;for ones perusal (仅)供某人存档/记录；供某人审阅,Part Three,Expressions (2),10. Regarding ; with reference to; with regard to ; referring to

13、; concerning ; as to 关于，就而言 13. concerning, about, regarding, with regard to., as to. 关于 11. at your end, in your place/area/district 在你处/地 12. according to, in compliance with, in accordance with, in conformity with按照 13. conclude/close the business/transaction/deal 达成交易 14. do business with, deal

14、with, trade with 与做生意 15. be connected with. 与有联系 as requested / do sth . Upon sbs. request. 按要求; 应某人的要求做某事 with a view to sth . / doing sth. ; with the view of sth. 本着做的 / 意愿 ，希望，以为宗旨（表明目的） Through the courtesy of 承蒙的介绍、关照 In reply to / in response to 答复 20. To be / feel interested in ; to take / h

15、ave / interest in 对感兴趣,Part Three,Typical Sentences,(1) We are very pleased to obtain your name from the Industrial Chambers. (2) On the recommendation of Merrs. Harvey as you know 如你所知. 4. product: sth. produced by growing or made in a factory 产品 e.g. We are handling light industrial products. cf:

16、produce, production, goods, article, item, merchandise, material, cargo produce: sth. that has been produced esp. by growing or farming 农产品,土产 e.g. They are regular buyers of Chinas native produce. production: amount produced esp. for those produced in a certain period 产量,某时期制造或生产的批量产品 e.g. We are o

17、nly interested in 2005 production.,Notes,goods: article for sale; not used with numerals; always in plural 商品 e.g. The goods are ready for shipment. article: particular or separate thing 物品,物件 e.g. We cannot offer you this article at present. item: a single thing on a list or in a catalogue; often u

18、sed to stand for the goods previously mentioned in the letter 项目,品种 e.g. We note that you are interested in Alarm Clocks. We always carry this item in stock. merchandise: goods bought and sold; always in singular number 商品 e.g. They deal in general merchandise. material: goods used for production 原料

19、,材料 e.g. We can supply this material. cargo: goods carried by a ship, plane or vehicle 船飞机车辆所载的货物 e.g. The cargo ex S. S. “Maria” has been inspected and found satisfactory.,Notes,5. We are confident that. 我们深信 be confident that. 对有信心/确信 e.g. We are confident that we can push the sale of your product

20、s in this market. 我们确信能在此市场推销你方产品 注意该句型的搭配变化和用法 be confident of. e.g. We are confident of persuading our customer to place a trial order. 我们有把握说服客户试订 have confidence in. e.g. Im sorry I dont have confidence in that financial institution. 对不起,我对那家金融机构信不过 have confidence that. e.g. I have confidence t

21、hat the quality of our products will be to your satisfaction. 我相信我们产品的质量会令你们满意 6. “we are contacting you with interest to.”也可以表述为“we are expressing our interest to.”,Notes,7. catalog (catalogue): an enumeration of items, listed with descriptive detail. It is usually a list, in the form of a book, of

22、 goods for sale with or without prices or pictures 商品目录 cf: brochure, pamphlet, leaflet, booklet, prospectus brochure: a small book consisting of a few pages in a paper cover; descriptive, advertising material in this form 宣传小册子 pamphlet: an unbound, printed publication with no cover or a paper cove

23、r 一种未经装订的无需封面的简易宣传材料 leaflet: a single sheet or printed paper, sometimes folded to form several pages, containing matter either advertising a product or giving directions on how to use it. It is usually handed out free. 免费派发的活页宣传单 booklet: just a “little book”, or a pamphlet 小本本 prospectus: a leafle

24、t, or a printed paper giving information about a product. It is usually a printed statement that is distributed to prospective buyers or investors. 产品说明书,Part Four,Sample 2,Reply to the Sample 1,Dear Mr. Wang Jie, With reference to your letter of September 8th, 2010, we are glad to learn that you wi

25、sh to enter into business relationship with our corporation in the line1 of various papers. In compliance with your request, we are sending you by air a catalog together with a range of2 pamphlets for your reference. If any of the items listed in the catalogue meets your interest, please let us have

26、 your specific inquiry, and our quotation will be forwarded3 without delay 4. Prior to5 the conclusion of the first transaction between us, we require the name of your bank for credit investigation6. Yours sincerely,Part Four,Sample 3,A Letter from an Importer to an Exporter,Dear Sirs, Through the c

27、ourtesy of Mr. Freemen, we are given to understand that1 you are one of the leading2 exporters of Chinese light industrial products in your area. We are now writing you for the establishment of business relationship. We are very well connected with all the major dealers3 of light industrial products

28、 in this area. We are confident that we can sell large quantities of Chinese goods if we receive your offers at competitive prices4. Please submit to us all necessary information regarding5 your products for export. Yours sincerely,Notes,Sample 2,“line”指的是行业,所以这里有“经营范围,产品范围”之意 2. A range of :一些列的。也表

29、达为“full / wide range of ” , 指“全系列的” 3. “forward”在这里与“send”同义,指“寄,发” 4. “without delay”是外贸函电常用语除此以外还可以说: soon, as soon as possible, the soonest possible, at once, immediately, with the least possible delay等 Prior to: 先于，在之前 6. Credit investigation：资信调查。有时在要求建立业务关系的往来信函中明确要求对方提供往来银行的名称、账号等信息以供资信调查。有些客

30、户还会主动提供自己的相关信息以便对方查询。有关资信调查的详细内容可参见下一单元。,Sample 3,1. “we are given to understand that.” 相当于“we learned that.” “leading”这里指“主要的”“占主导地位的”也可以表达为“major”, “large” 3. dealer: 经销商 4. “competitive prices”这里指“有竞争性的价格”,即优惠价也可以表达为:attractive prices, best price, lowest price, bottom price等 5. regarding: 指“关于”。表

31、达该意思的词或短语很多，常用的有 with regard to , referring to , as to , about , with reference to 以及 in regard to 等。,Part Four,Sample 4,Reply to the Sample 3,Dear Sirs, We acknowledge with thanks the receipt of1 your letter of September 10, 2007, informing us of your interest in our product. We look forward to est

32、ablishing positive business relationship with your corporation. We are a state-owned corporation2 specializing in the export of Chinese light industrial products. We are convinced that3 our joint business efforts will be to our mutual benefit. As requested4, a booklet including a general introductio

33、n, the scope of business and other topics is enclosed for your reference. Should you require any further information, please dont hesitate to let us know5. Yours faithfully,Notes,Sample 4,1. “acknowledge”原意指“承认”,“acknowledge the receipt of.”则是 “告知收到”的意思 本句可译为“收到你们的信,谢谢!”现代英语中,这种表达已经较为陈旧,大多商人草拟 信函时更多

34、地使用简单直接的 “Thank you for .” state-owned corporation 国有公司 3. “We are convinced that.”即“我们深信”,与“We are confident that.”意思相同 4. As requested 意思是“按照要求（请求）” ，是外贸函电的常用短语， 可以看作是“as it is requested” 的省略句。在外贸函电中这种类型的表达很多。如：“as stated”(如所述)、“as agreed”(如所约)、“as stipulated”（如所规定）、“as above-mentioned”(如上所述)等。 5.

35、 注意当你觉得别人有可能会向你索要东西时才使用“Please dont hesitate to.” 这个句型 如果是希望对方向你提供材料,则不要用这个句型,而是用 “We would appreciate it/ be obliged/be grateful if you would .”这个句型,或者只用 “Please.”也可以,Part Five,1. Put the following English into Chinese. (1),Beginning Training,商务参赞办公室,(1) Commercial Counselors Office,(2) Industrial

36、Chambers,行会,(3) business line,业务范围,本着做的意愿；以为目的,(4) with a view to (doing) sth.,(5) Enclosed is (are) our / We enclose our ,随函附寄,Part Five,1. Put the following English into Chinese. (2),(7) at your end / in your place (area, district),在你处（地）,(10) On the recommendation of Chanbers of Commerce in Tokyo

37、, we have learned with pleasure the name of your firm.,由于东京商会的推荐，我们高兴地得知贵公司的名称。,(8) Please (dont hesitate to) let us know/inform us.,务请告知。,(6) a (wide/full) range of,一 (全)系列,我们期待收到贵方即时的好消息。,(9) We look forward to your favorable and prompt reply.,Part Five,1. Put the following English into Chinese. (

38、3),(11) Through the courtesy of Mr. Bush, we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us.,承蒙布什先生介绍，我们得知贵公司是当地主要的电子产品进口商之一， 且希望与我们建立业务关系。,(12) We now avail ourselves of this opportunity to write to

39、you with a view to entering into business relations with you.,(13) Our corporation is established for the purpose of carrying on import and export business as well as other activities in connection with foreign trade.,本公司是以经营进出口业务以及从事与对外贸易有关的活动为宗旨建立的。,我们借此机会致函贵公司，希望建立业务关系。,Part Five,1. Put the follo

40、wing English into Chinese. (4),我们预料你方产品在我方市场有着广阔的前景，我们保证随时给予你方密切合 作，盼速复。,We foresee a bright prospect for your productsin our market. We look forward to hearing from you and assure you of our close cooperation ar all time.,本公司专营电子产品出口业务，产品行销世界各地。,(15) The corporation is specialized in the export bus

41、iness of electronic products, whichsell well in various countries.,Part Five,2. Read the following letters and choose the best one from the given answers for the missing prepositions.,to; at; of; with; in; on; for; from; onto; into; by,Dear Sirs, We know that you are one of the leading importers of

42、light industrial products (1) you end and take the pleasure (2) addressing this letter to you (3) the hope of establishing business relations with you. We specialize(4) the exportation of Chinese light industrial products that have enjoyed great popularity in world markets. We enclose a copy of our

43、catalogue(5) your reference and hope that you would contact us if any item is of interest to you. Yours faithfully,Letter 1,in,_,for,_,at,_,of,_,with,_,Part Five,to; at; of; with; in; on; for; from; onto; into; by,Letter 2,Dear Sirs, We have obtained your address(1) a friend of mine in San Francisco

44、 and wish to enter (2) business relations (3) you. Your products are so attractive that we are confident (4) securing large orders for you if your offer is competitive. We shall be obliged if you could send us quotations and sample books. We look forward (5) your favorable reply. Yours faithfully,of

45、,_,with,_,from,_,into,_,to,_,Part Five,Intermediate Training,1. Put the following Chinese into English. (1),establish business relations, enter into business relations, establish business connections, enter into business connections,(1) 建立业务关系,(2) 专营;经营,specialize in, engage in, handle, deal in,We w

46、ould appreciate it/be grateful if you would,(3) 如蒙我们将不胜感激,(4) (仅)供参考,for your information/reference (only),Part Five,1. Put the following Chinese into English. (2),(5) 达成交易,conclude/close the business/ transaction /deal,(7) 按要求；应要求做某事,as requested / to do sth. upon sbs.request.,company/corporation/f

47、irm/house,(6) 公司,(8) 我们是国营公司,专门经营桌布出口业务,We are a state-operated corporation specializing in the export of table-cloths.,Part Five,1. Put the following Chinese into English. (3),(9) 特来函自我介绍,作为淡水珍珠的出口商,我们在这一业务方面有着多年的 经验,We write to introduce ourselves as exporters of fresh water pearls having many yea

48、rs experience in this particular line of business.,(10) 我们冒昧自荐,希望和你们做生意,We take the liberty of writing to you with a view to doing business with you.,(11) 来函收悉,得知贵方愿与我方建立业务关系,谨表谢意,Your letter expressing the hope of establishing business connections with us has been received with thanks.,Part Five,1.

49、 Put the following Chinese into English. (4),(12) 我们特此致函,愿为发展双方贸易提供机会,We are now writing you for the opportunity of developing trade between us.,(14) 随函附上公司概况业务范围和其他方面的小册子一本,供参考,A booklet including a general introduction, the scope of business and other topics is enclosed for your reference.,(13) 我们

50、从商业杂志上得知贵公司的名称和地址,We have your name and address from The Journal of Commerce.,Part Five,1. Put the following Chinese into English. (5),承蒙哈维公司的介绍，我们了解到贵公司在世界各地供应高质量的视频。很高 兴告知你们我国对各种外国食品的需求量很大。,Through the courtesy of Messre Harvey & Co. , we have learned that you have been supplying the best quality

51、foods all over the world, and we are sure that there is a large demand for various foreign foods in our country.,Part Five,2. Supply the missing words in the blanks of the following letter. The first letters are given.,Dear Sirs, Thank you for your letter of August 20, (1)i us that you are in the (2

52、)m for Chinese toys. To give you a general idea of the goods we are (3)d in, we are sending you by air a complete set of our (4)s books together with full (5)d of our export prices and trade terms, which we hope will reach you in due course. Our goods are enjoying fast sales in many countries for th

53、eir fine (6)q and reasonable (7)p in spite of the rise in the cost of raw materials. We are glad to say that all the goods listed in our sample books can be supplied from (8)s and according to your specifications. Should any of the (9)i be interesting to you, please dont fail to send us your specific (10)e upon receipt of which, we will make an offer by e-mail. Yours faithfully,nformation,_,arket,_,ealing,_,ample,_,etails,_,uality,_,rices,_,tock,_,tems,_,nquiry,_,Part Five,Advanced Training,1. Lett