商务函电第二单元课题答案.ppt

,Unit2EstablishingBusinessRelations建立业务关系,世纪商务英语外贸函电,BasicKnowledgeConcerned,Letter-writingGuide,OtherCommonlyUsedExpressionsandSentences,SampleLetters,PracticalTraining,PartOne,PartTwo,PartThree,PartFour,PartFive,Contents,Leading-inTasksTrytofinishthefollowingtasksandpredicttheobjectivesandfocusofthisunit.Task1.假设你是美国辛普森公司（H.Simpsonperiodicals;advertisementsinnewspapers,magazinesoronTV;theintroductionfromyourbusinessconnections;themarketinvestigations;thecommercialcounselorsoffices;theindustrialchambers;thechambersofcommercebothathomeandabroad;inquiriesreceivedfromthemerchantsabroad;self-introductionbymerchantsthemselves.,PartOne,Sometimes,akindofmiddlemanisnecessarytobringtwocompaniestogether.Havingobtainedthedesirednamesandaddressesofthefirmsfromanyoftheabovesources,youmaystartcontactingtheprospectivecustomers.Themainmethodsinclude:,2.TheMainChannelsandMethodsforEstablishingBusinessRelations(2),communicationinwriting;attendanceattheexportcommoditiesfairs;contactattheexhibitionsheldathomeorabroad;mutualvisitsbytradedelegationsandgroups.Ofalltheabovemethods,thefirstoneiswidelyusedinbusinessactivities.,PartOne,Generallyspeaking,thecontentsofaletterrequestingabusinessrelationshipincludetellingtheprospectivecustomershowandwheretheirnamesandaddressesareknown,self-introducing,indicatingyourdesiretoenterintobusinessrelations,orsometimesmakinggeneralinquiriesandexpressingyourexpectationforcooperationorearlyreply,etc.Whileforlettersinreplytothelettersrequestingforbusinessrelations,thecontentsmayincludeexpressingyourthanksfortheincomingletter,expressingyouragreement/desire/wishtoestablishbusinessrelationswiththeaddressorandindicatingtheactionyouaregoingtotake.,3.TheMainContentsofaLetterforEstablishingBusinessRelations,PartOne,Toensuresmoothandsuccessfultransactions,itisalsoessentialtomakecreditinquiriesbeforeyoucorrespondwithanewcustomersoastoavoidbusinessrisk.Usually,creditinvestigationsincludecapital/financialcondition,capacity/businessactivity,characterandhonestyintegrity.Theinformationthusobtainedmustbekeptstrictlyconfidentialandusuallymarkedwith“confidential”or“strictprivateandconfidential”,foritmightotherwisegetyourselfandyourinformerinvolvedinserioustrouble.,4.AboutCreditInquiries/Investigations,PartTwo,PartTwo,PartTwo,PartTwo,PartTwo,PartTwo,PartTwo,PartTwo,PartThree,Expressions(1),1.establishbusinessrelations,enterintobusinessrelations,establishbusinessconnections,enterintobusinessconnections建立业务关系2.engagein.,handle.,dealin.从事经营3.specializein.,专营4.businessline业务范围5.businesscontacts业务联系6.pleasecontactus/sb.请与我们/某人联系7.letus/sb.know请告知我们/某人8.Please(donthesitateto)letusknow/informus.务请告知9.Wewouldappreciateit/begratefulifyouwould.如蒙我们将不胜感激10.Theenclosedis/areour./Weencloseour.随函附寄,PartThree,Expressions(2),11.Enclosedpleasefindour.随函附上,请查收12.foryourinformation/reference(only)(仅)供参考13.concerning,about,regarding,withregardto.,asto.关于14.atyourend,inyourplace/area/district在你处/地15.inthemeantime,atthesametime,meanwhile,inthemeanwhile与此同时16.accordingto,incompliancewith,inaccordancewith,inconformitywith按照17.conclude/closethebusiness/transaction/deal达成交易18.dobusinesswith,dealwith,tradewith与做生意19.beconnectedwith.与有联系20.dosth.uponyourrequest应你们的要求做,PartThree,TypicalSentences(1),1.WeareoneoftheleadingimportersofceramicproductsinAmerica.Wedliketoestablishbusinessrelationshipwithyourcorporation.2.Weareastate-operatedcorporation,handlingtheexportofanimalbyproductsandwearewillingtoenterintobusinessrelationswithyourfirm.3.ThisistointroducethePacificCorporationasanexporteroflightindustrialproductshavingbusinessrelationswithmorethan80countriesintheworld.4.Weareexportersoffreshwaterpearlshavingyearsexperienceinthisparticularlineofbusiness.5.Weareactiveindevelopingcommercialrelationswithtradeandfinancialcirclesof/fromvariouscountriesanddistricts.6.Weforeseeabrightprospectforyourproductsinourmarket.,PartThree,TypicalSentences(2),7.Shouldyoubeinterestedinanyofourproducts,pleaseletusknow.8.Shouldyourequireanyfurtherinformation/details/particulars,pleasedonthesitatetoletusknow.9.SincewespecializeintheexportofChinesefoodproducts,wewishtoexpressourdesiretotradewithyouinthisline.10.Astheitemsfallwithinthescopeofourbusinessactivities,weshallbepleasedtoenterintodirectbusinessrelationswithyou.11.Weareconvincedthatourjointbusinesseffortscanbedevelopedtoourmutualbenefit.12.Weappreciateyourcooperationinthistransaction.13.Asrequested,weareairmailingtoyou,underseparatecover,asampleeachofArticleNumbers1025and1026foryourreference.,PartThree,TypicalSentences(3),14.WeareoneofthelargestfoodtradingcompaniesinJapan,andhaveofficesorrepresentativesinallmajorcitiesandtownsinJapan.15.YourletterofNovember21,2007,addressedtooursistercorporationinShanghaihasbeentransferredtousforattention.16.Ourmutualunderstandingandcooperationcouldresultinfuturebusiness.17.Wearestrivingtoexpandeconomiccooperationandexchangeoftechnologywithforeigncountries.Weutilizecommonandreasonableinternationalpracticesinaflexibleway.18.Abookletincludingageneralintroduction,thescopeofbusinessandothertopicsisenclosedforyourreference.19.Ifyouareinterestedinestablishingbusinessrelationswithusinthisline,pleaseletusknowyourspecificrequirements.Wellbepleasedtoforwardsamples,cataloguesaswellasdetailedinformation.20.Weassureyouthatwewillgiveourbestattentiontoanyinquiriesfromyou.,PartFour,Sample1,RequestfortheEstablishmentofBusinessRelations,DearSirs,Fromthee-mailthatwasreceivedfromourTorontooffice,weknowthatyourfirm1isofgoodstandingandreliabilityinToronto.WeunderstandthatyouareparticularlyinterestedintheexportofvariouspaperstoChina.Bythisletter,wearecontactingyouwithinterestto2enterintobusinessrelationshipwithyourcompany.Wehopethatwemayreceiveyourcatalog3soonaswellasotherprintedmaterialsforreference.Inrecentyears,wehavedonebusinesswiththelargestandmostprominentfirmsinyourarea4.Asiswellknown5toyou,thepossibilitiesofimportingtheforeignproducts6areverygreathere.Weareconfidentthat7wewillbeabletogiveyoulargeordersifthedelivery,priceandqualitymeetourrequirements.Welookforwardtoestablishinggoodbusinessrelationshipwithyousoon.Yoursfaithfully,Notes,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“companylimited”的缩写,后者是“corporationincorporated”的缩写2.“wearecontactingyouwithinterestto.”也可以表述为“weareexpressingourinterestto.”3.catalog(catalogue):anenumerationofitems,listedwithdescriptivedetail.Itisusuallyalist,intheformofabook,ofgoodsforsalewithorwithoutpricesorpictures商品目录cf:brochure,pamphlet,leaflet,booklet,prospectusbrochure:asmallbookconsistingofafewpagesinapapercover;descriptive,advertisingmaterialinthisform宣传小册子pamphlet:anunbound,printedpublicationwithnocoverorapapercover一种未经装订的无需封面的简易宣传材料leaflet:asinglesheetorprintedpaper,sometimesfoldedtoformseveralpages,containingmattereitheradvertisingaproductorgivingdirectionsonhowtouseit.Itisusuallyhandedoutfree.免费派发的活页宣传单booklet:justa“littlebook”,orapamphlet小本本prospectus:aleaflet,oraprintedpapergivinginformationaboutaproduct.Itisusuallyaprintedstatementthatisdistributedtoprospectivebuyersorinvestors.产品说明书,Notes,4.“inyourarea”(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“atyourend”表示e.g.Iamsureyoullfindareadymarketatyourend.5.“asiswellknown”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.asisusualthecase情况常常如此;asyouknow如你所知,6.product:ducedbygrowingormadeinafactory产品e.g.Wearehandlinglightindustrialproducts.cf:produce,production,goods,article,item,merchandise,material,cargoproduce:sth.thathasbeenproducedesp.bygrowingorfarming农产品,土产e.g.TheyareregularbuyersofCduction:amountproducedesp.forthoseproducedinacertainperiod产量,某时期制造或生产的批量产品e.g.Weareonlyinterestedin2005production.,Notes,goods:articleforsale;notusedwithnumerals;alwaysinplural商品e.g.Thegoodsarereadyforshipment.article:particularorseparatething物品,物件e.g.Wecannotofferyouthisarticleatpresent.item:asinglethingonalistorinacatalogue;oftenusedtostandforthegoodspreviouslymentionedintheletter项目,品种e.g.WenotethatyouareinterestedinAlarmClocks.Wealwayscarrythisiteminstock.merchandise:goodsboughtandsold;alwaysinsingularnumber商品e.g.Theydealingeneralmerchandise.material:goodsusedforproduction原料,材料e.g.Wecansupplythismaterial.cargo:goodscarriedbyaship,planeorvehicle船飞机车辆所载的货物e.g.ThecargoexS.S.“Maria”hasbeeninspectedandfoundsatisfactory.,Notes,7.Weareconfidentthat.我们深信beconfidentthat.对有信心/确信e.g.Weareconfidentthatwecanpushthesaleofyourproductsinthismarket.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beconfidentof/in.e.g.Weareconfidentofpersuadingourcustomertoplaceatrialorder.我们有把握说服客户试订haveconfidencein.e.g.ImsorryIdonthaveconfidenceinthatfinancialinstitution.对不起,我对那家金融机构信不过haveconfidencethat.e.g.Ihaveconfidencethatthequalityofourproductswillbetoyoursatisfaction.我相信我们产品的质量会令你们满意,PartFour,Sample2,ReplytotheLetterofSample1,DearSirs,Withreferenceto1yourletterofSeptember8,2007,wearegladtolearnthatyouwishtoenterintoabusinessrelationshipwiththiscorporationintheline2ofvariouspapers.Incompliancewithyourrequest,wearesendingyoubyairacataloguetogetherwitharangeofpamphletsforyourreference.Ifanyoftheitemslistedinthecataloguemeetyourinterest,pleaseletushaveyourspecificinquiry,andourquotationwillbeforwarded3withoutdelay4.Priortotheconclusionofthefirsttransactionbetweenus,werequirethenameofyourbankforcreditinvestigation.Yourssincerely,PartFour,Sample3,ALetterfromanImportertoanExporter,DearSirs,Throughthecourtesyof1Mr.Freemen,wearegiventounderstandthat2youareoneoftheleading3exportersofChineselightindustrialproductsinyourarea.Wearenowwritingyoufortheestablishmentofbusinessrelationship.Weareverywellconnectedwithallthemajordealersoflightindustrialproductsinthisarea.WeareconfidentthatwecanselllargequantitiesofChinesegoodsifwereceiveyouroffersatcompetitiveprices4.Pleasesubmittousallnecessaryinformationregardingyourproductsforexport.Yourssincerely,Notes,Sample2,1.“withreferenceto”有“关于”或“就而言”之意,与“withregardto”和“asto”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.“withoutdelay”是外贸函电常用语除此以外还可以说:soon,assoonaspossible,thesoonestpossible,atonce,immediately,withtheleastpossibledelay等,Sample3,1.throughthecourtesyof.承蒙的介绍关照2.“wearegiventounderstandthat.”相当于“welearnedthat.”3.“leading”这里指“主要的”“占主导地位的”也可以表达为“major”,“large”4.“competitiveprices”这里指“有竞争性的价格”,即优惠价也可以表达为:attractiveprices,bestprice,lowestprice,bottomprice等,PartFour,Sample4,ReplytotheLetterofSample3,DearSirs,Weacknowledgewiththanksthereceiptof1yourletterofSeptember10,2007,informingusofyourinterestinourproduct.Welookforwardtoestablishingpositivebusinessrelationshipwithyourcorporation.Weareastate-ownedcorporation2specializingintheexportofChineselightindustrialproducts.Weareconvincedthat3ourjointbusinesseffortswillbetoourmutualbenefit.Asrequested,abookletincludingageneralintroduction,thescopeofbusinessandothertopicsisenclosedforyourreference.Shouldyourequireanyfurtherinformation,pleasedonthesitateto4letusknow.Yoursfaithfully,PartFour,Sample5(1),ALetterAskingtoMakeaCreditInquiryfromaBank,ChinaNationalImportat;of;with;in;on;for;from;onto;into;by,Letter1,DearSirs,Weknowthatyouareoneoftheleadingimportersoflightindustrialproducts(1)atyourendandtakethepleasure(2)ofaddressingthislettertoyou(3)withthehopeofestablishingbusinessrelationswithyou.Wespecialize(4)intheexportationofChineselightindustrialproductsthathaveenjoyedgreatpopularityinworldmarkets.Weencloseacopyofourcatalogue(5)foryourreferenceandhopethatyouwouldcontactusifanyitemisofinteresttoyou.Yoursfaithfully,_,_,PartFive,to;at;of;with;in;on;for;from;onto;into;by,Letter2,DearSirs,Wehaveobtainedyouraddress(1)afriendofmineinSanFranciscoandwishtoenter(2)businessrelations(3)you.Yourproductsaresoattractivethatweareconfident(4)securinglargeordersforyouifyourofferiscompetitive.Weshallbeobligedifyoucouldsendusquotationsandsamplebooks.Welookforward(5)yourfavorablereply.Yoursfaithfully,of,_,with,_,from,_,into,_,to,_,PartFive,IntermediateTraining,1.PutthefollowingChineseintoEnglish.(1),establishbusinessrelations,enterintobusinessrelations,establishbusinessconnections,enterintobusinessconnections,(1)建立业务关系,(2)专营;经营,specializein,engagein,handle,dealin,(3)请与我们/某人联系,请告知我们/某人,pleasecontactus/sb.,letus/sb.know,PartFive,1.PutthefollowingChineseintoEnglish.(2),Wewouldappreciateit/begratefulifyouwould,(4)如蒙我们将不胜感激,(5)(仅)供参考,foryourinformation/reference(only),(6)达成交易,conclude/closethebusiness/transaction/deal,(7)随函附寄,Theenclosedis/areour/Weencloseour,(8)在你处/地,atyourend,inyourplace/area/district,PartFive,1.PutthefollowingChineseintoEnglish.(3),company/corporation/firm/house,(9)公司,(10)与此同时,inthemeantime,atthesametime,meanwhile,inthemeanwhile,(11)按照,accordingto,incompliancewith,inaccordancewith,inconformitywith,(12)关于,concerning,about,regarding,withregardto,asto,PartFive,1.PutthefollowingChineseintoEnglish.(4),(14)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,Wewritetointroduceourselvesasexportersoffreshwaterpearlshavingmanyyearsexperienceinthisparticularlineofbusiness.,(15)我们冒昧自荐,希望和你们做生意,Wetakethelibertyofwritingtoyouwithaviewtodoingbusinesswithyou.,(13)我们是国营公司,专门经营桌布出口业务,Weareastate-operatedcorporationspecializingintheexportoftable-cloths.,PartFive,1.PutthefollowingChineseintoEnglish.(5),(17)来函收悉,得知贵方愿与我方建立业务关系,谨表谢意,Yourletterexpressingthehopeofestablishingbusinessconnectionswithushasbeenreceivedwiththanks.,(18)我们特此致函,愿为发展双方贸易提供机会,Wearenowwritingyoufortheopportunityofdevelopingtradebetweenus.,(16)我们愿与贵公司建立业务关系/我们将乐于同贵公司建立业务关系,Weexpressourdesiretoestablishbusinessrelationswithyourfirm./Weshallbegladtoenterintobusinessrelationswithyou.,PartFive,1.PutthefollowingChineseintoEnglish.(6),(20)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,Abookletincludingageneralintroduction,thescopeofbusinessandothertopicsisenclosedforyourreference.,(19)我们从商业杂志上得知贵公司的名称和地址,WehaveyournameandaddressfromTheJournalofCommerce.,PartFive,2.Supplythemissingwordsintheblanksofthefollowingletter.Thefirstlettersaregiven.,DearSirs,ThankyouforyourletterofAugust20,(1)iusthatyouareinthe(2)mforChinesetoys.Togiveyouageneralideaofthegoodsweare(3)din,wearesendingyoubyairacompletesetofour(4)sbookstogetherwithfull(5)dofourexportpricesandtradeterms,whichwehopewillreachyouinduecourse.Ourgoodsareenjoyingfastsalesinmanycountriesfortheirfine(6)qandreasonable(7)pinspiteoftheriseinthecostofrawmaterials.Wearegladtosaythatallthegoodslistedinoursamplebookscanbesuppliedfrom(8)sandaccordingtoyourspecifications.Shouldanyofthe(9)ibeinterestingtoyou,pleasedontfailtosendusyourspecific(10)euponreceiptofwhich,wewillmakeanofferbye-mail.Yoursfaithfully,nformation,_,arket,_,ealing,_,ample,_,etails,_,ua