unit2建立业务关系.ppt

LOGO Unit 2 Establishing Business Relations 建立业务关系 大连理工大学电子音像出版社 世纪商务英语 外贸函电 LOGO 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 LOGO Part One 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. 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. 1. The Significance of Establishing Business Relations LOGO 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; 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-introduction by merchants themselves. LOGO 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. The 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 business activities. LOGO 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 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 with the addressor and indicating the action you are going to take. 3. The Main Contents of a Letter for Establishing Business Relations LOGO Part One To ensure smooth and successful transactions, it is also essential to make credit inquiries before you correspond with a new customer so as to avoid business risk. Usually, credit investigations include capital/financial condition, capacity /business activity, character and honesty integrity. The information thus obtained must be kept strictly confidential and usually marked with “confidential” or “strict private and confidential”, for it might otherwise get yourself and your informer involved in serious trouble. 4. About Credit Inquiries/Investigations LOGO Part Two Steps/ContentsTypical Expressions For letters requesting for the establishment of business relations 1. Telling the prospective customers how and where their names and addresses are known Your company has been kindly introduced to us by. 贵公司由介绍给我们 We have learned from. that. 我们通过得知 On the recommendation of. , we have learned that. 通过的推荐, 我们得知 Through the courtesy of., we are given to understand that. 承蒙我们得知 We were very pleased to obtain your name from. 很高兴从处获得贵公司的名称 LOGO Part Two Steps/ContentsTypical Expressions we are delighted to learn that. 我们很高兴得知 We have your name and address from. 我们从得知贵公司的名称和地址 2. Self- introducing We write to introduce ourselves to you as a. 作为,特来函自我介绍 Our lines are mainly. 我们主要从事 .fall within the scope of our business activities. 属于我们的经营范围 We are mainly dealing in. 我们主要从事 We have been engaged for many years in the line of. 我们已经从事多年 LOGO Part Two Steps/ContentsTypical Expressions 2. Self- introducing As you may know, we supply. 如贵公司所了解, 我们可供 应 We would like to take this opportunity to introduce ourselves as. 我们借此机会自我介绍,我们是 We would like to take the liberty of introducing ourselves to you with a view to. 我们冒昧自荐,希望 Our corporation is established for the purpose of. 本公司是以为宗旨而建立的 Our corporation is specialized in. 本公司专营 We handle various kinds of. 本公司经营各种 LOGO Part Two Steps/ContentsTypical Expressions 3. Indicating your purpose and desire We are willing to. 我方愿意 We express our desire to. 我们想表达的意愿 We are now writing you for. 我们特致函 We are desirous of. 我方很希望 With a view to., we. 本着的意愿, 我方 We are interested in. 我方有兴趣 We need a regular supply of. 我方定期需要 We are in a position to supply. 我方可供应 We would be glad to. 我们将乐于 LOGO Part Two Steps/ContentsTypical Expressions 3. Indicating your purpose and desire We now avail ourselves of this opportunity to. 我们借此机 会 If you need. , please (dont hesitate to) let us know. 如果你们需要,请(毫不犹豫)地告知我们 Should there be anything else we can do for you, please let us know. 如果我们还能为你们做些其他事情,请告知 Should you require. please dont hesitate to contact us. 如果你们需要,请毫不犹豫地和我们联系 4. Expressing your expectation We look forward to receiving./hearing from you soon/in the near future. 希望尽快收到 LOGO Part Two Steps/ContentsTypical Expressions 4. Expressing your expectation Your early reply is appreciated./Any early reply would be highly appreciated. 非常感谢你们的早日答复 We are anticipating your answer./We await hearing from you. 盼复 Any further information you can provide will be appreciated. 对你们提供的进一步信息,我们将非常感谢 We hope this will be a good start for. 希望这是的良好开端 We would appreciate it/be grateful if you would. 如果贵公司我们将不胜感激 We would sincerely appreciate it if you. 如果你们能,我们将衷心感谢 LOGO Part Two Steps/ContentsTypical Expressions For letters in reply to the letters requesting for the establishment of business relations 1. Expressing your thanks for the incoming letter or stating your letter- replying purpose Thank you for your letter of. 感谢贵方的来函 Thank you for your interest in. 感谢贵方对的兴趣 We have received with thanks. 已收悉, 谢谢! Your letter of. has been well received with thanks. 贵方的信已收悉, 谢谢! Your letter expressing. has been received with thanks. 贵方关于的信已收悉, 谢谢! We are thankful for your letter about/of. 谢谢你们关于的来信 In reply/response to your letter of., we. 作为对你们来信的答复,我们 LOGO Part Two Steps/ContentsTypical Expressions 2. Expressing your agreement /desire/ wish Your wish of. coincides with ours. 你们的愿望与我们的不谋而合 This is also our desire. 这也是我们的愿望 We shall be very glad to 我们将很高兴 Your suggestion of. was really a good thinking. 你们的建议确实是一个好主意 3. Indicating the action you are going to take We are sending you. 我们将给贵方寄去 We shall be glad to have your.我们将很高兴得到贵方的 As requested, we are airmailing to you. 按要求,我们特此给您寄去 Enclosed is/are our./We enclose our. 随函附寄 LOGO Part Three Expressions (1) 1. establish business relations, enter into business relations, establish business connections, enter into business connections 建立业务关系 2. engage in.,handle., deal in. 从事经营 3. specialize in.,专营 4. business line 业务范围 5. business contacts 业务联系 6. please contact us/sb. 请与我们/某人联系 7. let us/sb. know 请告知我们/某人 8. Please (dont hesitate to) let us know/inform us. 务请告知 9. We would appreciate it/be grateful if you would. 如蒙我们将不胜感激 10. The enclosed is/are our./We enclose our. 随函附寄 LOGO Part Three Expressions (2) 11. Enclosed please find our. 随函附上,请查收 12. for your information/reference (only) (仅)供参考 13. concerning, about, regarding, with regard to., as to. 关于 14. at your end, in your place/area/district 在你处/地 15. in the meantime, at the same time, meanwhile, in the meanwhile 与此同时 16. according to, in compliance with, in accordance with, in conformity with 按照 17. conclude/close the business/transaction/deal 达成交易 18. do business with, deal with, trade with 与做生意 19. be connected with. 与有联系 20. do sth. upon your request 应你们的要求做 LOGO Part Three Typical Sentences (1) 1. We are one of the leading importers of ceramic products in America. Wed like to establish business relationship with your corporation. 2. We are a state-operated corporation, handling the export of animal by products and we are willing to enter into business relations with your firm. 3. This is to introduce the Pacific Corporation as an exporter of light industrial products having business relations with more than 80 countries in the world. 4. We are exporters of fresh water pearls having years experience in this particular line of business. 5. We are active in developing commercial relations with trade and financial circles of/from various countries and districts. 6. We foresee a bright prospect for your products in our market. LOGO Part Three Typical Sentences (2) 7. Should you be interested in any of our products, please let us know. 8. Should you require any further information/details/particulars, please dont hesitate to let us know. 9. Since we specialize in the export of Chinese food products, we wish to express our desire to trade with you in this line. 10. As the items fall within the scope of our business activities, we shall be pleased to enter into direct business relations with you. 11. We are convinced that our joint business efforts can be developed to our mutual benefit. 12. We appreciate your cooperation in this transaction. 13. As requested, we are airmailing to you, under separate cover, a sample each of Article Numbers 1025 and 1026 for your reference. LOGO Part Three Typical Sentences (3) 14. We are one of the largest food trading companies in Japan, and have offices or representatives in all major cities and towns in Japan. 15. Your letter of November 21, 2007, addressed to our sister corporation in Shanghai has been transferred to us for attention. 16. Our mutual understanding and cooperation could result in future business. 17. We are striving to expand economic cooperation and exchange of technology with foreign countries. We utilize common and reasonable international practices in a flexible way. 18. A booklet including a general introduction, the scope of business and other topics is enclosed for your reference. 19. If you are interested in establishing business relations with us in this line, please let us know your specific requirements. We will be pleased to forward samples, catalogues as well as detailed information. 20. We assure you that we will give our best attention to any inquiries from you. LOGO Part Four Sample 1 Request for the Establishment of Business Relations Dear Sirs, From the e-mail that was received from our Toronto office, we know that your firm1 is of good standing and reliability in Toronto. We understand that you are particularly interested in the export of various papers to China. By this letter, we are contacting you with interest to2 enter into business relationship with your company. We hope that we may receive your catalog3 soon as well as other printed materials for reference. In recent years, we have done business with the largest and most prominent firms in your area4. As is well known5 to you, the possibilities of importing the foreign products6 are very great here. We are confident that7 we will be able to give you large orders if the delivery, price and quality meet our requirements. We look forward to establishing good business relationship with you soon. Yours faithfully, LOGO Notes 返回 1. “firm” 指“公司商号”英语中表示公司的词很多,常用的有:company, corporation, firm, 以及后面出现的house等股份有限公司常用 “Co. Ltd.”或 “Corp. Inc.” 表示,前者是 “company limited” 的缩写,后者是“corporation incorporated”的缩写 2. “we are contacting you with interest to.”也可以表述为“we are expressing our interest to.” 3. catalog (catalogue): an enumeration of items, listed with descriptive detail. It is usually a list, in the form of a book, of 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 cover 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 leaflet, 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 LOGO Notes 返回 4. “in your area” (district/place/territory) 这是外贸函电的常用语,常译作“你地”“你处”或 “你们地区”,也可以用“at your end”表示 e.g. I am sure youll find a ready market at your end. 5. “as is well known”是非限制性的定语从句,修饰整个句子关系词“as”在句中做主语 e.g. as is usual the case 情况常常如此;as you know 如你所知 6. product: sth. produced by growing or made in a factory 产品 e.g. We are handling light industrial products. cf: 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 only interested in 2005 production. LOGO Notes 返回 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 used 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,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. LOGO Notes 返回 7. 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 products 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 that 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 LOGO Part Four Sample 2 Reply to the Letter of Sample 1 Dear Sirs, With reference to1 your letter of September 8,2007, we are glad to learn that you wish to enter into business relationship with this corporation in the line2 of various papers. In compliance with your request, we are sending you by air a catalogue together with a range of pamphlets for your reference. If any of the items listed in the catalogue meets your interest, please let us have your specific inquiry, and our quotation will be forwarded3 without delay 4. Prior to the conclusion of the first transaction between us, we require the name of your bank for credit investigation. Yours sincerely, LOGO Part Four Sample 3 A Letter from an Importer to an Exporter Dear Sirs, Through the courtesy of1 Mr. Freemen, we are given to understand that2 you are one of the leading3 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 dealers of light industrial products 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 regarding your products for export. Yours sincerely, LOGO Notes 返回 Sample 2 1. “with reference to”有 “关于”或“就而言”之意,与“with regard to ”和“as to”等同 2. “line”指的是行业,所以这里有“经营范围,产品范围”之意 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 Sample 3 1. through the courtesy of. 承蒙的介绍关照 2. “we are given to understand that.” 相当于“we learned that.” 3. “leading”这里指“主要的”“占主导地位的”也可以表达为“major”, “large” 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 LOGO Part Four Sample 4 Reply to the Letter of 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 establishing 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 busines