商务英语-Unit-One-Establishing-Business-Relationsppt课件

.,1,UnitOne,EstablishingBusinessRelations,.,2,TeachingObjectives,Bylearningthisunit,studentsaresupposedtobeableto1.masterhowtowriteabusinessletteraboutestablishingtraderelations;2.knowthechannelsofestablishingbusinessrelations;3.mastertheoften-usedwords,phrasesandsentencepatternsinthelettersofestablishingbusinessrelations;4.accomplishastimulatedwritinginpractice.,.,3,Introduction,Whennewfirmsoroldoneswanttostartorenlargebusiness,theymaywanttoestablishbusinessrelationswithprospectivedealers.,.,4,2.Thechannelsofestablishingbusinessrelations,(1)Banks(2)ChamberofCommerce商会(3)CommercialCounselorsOffice商赞处(4)Advertisements(5)TradeDirectory工商行名录(6)ExhibitionsandTradefairs展览会(7)Friendsinbusinesscircles(8)Internet(9)Marketsurvey(10)Othersources,.,5,Thestructureofcorrespondenceaboutestablishingtraderelations,Takethethreelettersassamplestoanalyzeandillustratethestructureofcorrespondenceaboutestablishingbusinessrelations.,.,6,(1)DearManager:YouwererecommendedtoourcompanybytheBankofChina,NewYorkBranch,whichtoldusthatyouexportChinesetextilesandcottonpiecegoods.Ourcompanyimportsgeneralmerchandise.Wehavebeeninbusinesssince1935,andthereforehavewideexperienceinallthelineswehandle.OurbankersareChaseManhattanBankandtheHongKongb.hisintention(establishmentofbusinessrelations);Body:thedetailsofrequirements,whicharec.self-introductionandthebusinessscopeofhisfirm;d.Thereference(证明人)astohisfirmsfinancialpositionandcreditstanding;e.Requirementsforfurtherinformation;Closing:f.expectationofcooperationoranearlyreply.,.,36,Mainpointsofreplies,1.Agreetoestablishbusinessrelations:Opening:a.thanksfortheincomingletter;b.Willingnesstoestablishbusinessrelations;Body:c.replytotherequirementsintheincomingletter;and/orClosing:e.hopefordoingbusiness.2.DisagreetoestablishbusinessrelationsforsomereasonsOpening:a.thanksfortheincomingletter;Body:b.Regretfortheinabilitytoestablishbusinessrelations;c.Statingthereasons;Closing:d.expectationoffuturecooperation.,.,37,Importersself-introduction,MacdonaldEvansCo.,Ltd.58LawtonStreet,newYork,USAAugust20,2006FujianShoesImportExportCorporation45BaodingStreet,Fuzhou,Fujian,ChinaAttention:Mr.Wugang,SalesDepartmentDearSirs,WehaveobtainedyournameandaddressfromFortCo.,Ltd.,andwearewritinginthehopethatyouwouldbewillingtoestablishbusinessrelationswithus.Wehavebeenleadingimportersofcasualshoesformanyyears.Atpresent,weareinterestedinextendingourrangeandappreciateyourcataloguesandquotations.Ifyourpricesarecompetitive,wewouldliketoplaceatrialorderwithyou.Welookforwardtoyourearlyreply.Yoursfaithfully,MacdonaldEvansCo.,Ltd.MichaelEvansMichaelEvansManager,.,38,Replytotheabove,FujianShoesImportExportCorporation45BaodingStreet,Fuzhou,Fujian,ChinaAugust31,2006MacdonaldEvansCo.,Ltd.58LawtonStreet,NewYork,U.S.ADearSirs,Thankyouforyourletterofthe20thAugust.Wearedesiroustoenterintobusinessrelationswithyourcompany.Ourshoeindustryconcentratesondesigningandproducingvarioustraditionalandvoguemensandwomenshoes.Wehavedevelopedandmarketedaseriesofproducts,suchasslippersofEVA,indoorslippers,cottonslippers,embroideredslippersofnewstyle,Childrensshoesandcottonshoes.Wecansatisfydifferentmarketneedsbothathomeandabroad.Incompliancewithyourrequest,wearesendingyou,underseparatecover,ourlatestcatalogueandpricelistcoveringourexportrangeavailableatpresent.,.,39,Shouldyoubeinterestedinanyitems,pleaseletusknow.Wearelookingforwardtoyourspecificenquiries.Yourssincerely,FujianShoesImportExportCorporationWugangWugangManager,.,40,1.inthehopethat希望inthehopeofsth./doingsth.2.establishbusinessrelationswith建立业务关系同义：buildup/setup/enterintobusinessrelationswithsb.n.establishmentestablishmentofbusinessrelations建立业务联系establishmentofL/C开立信用证3.extend.v.enlarge;offer,provide扩大；给予，提供；延期extendrange扩大经营范围extendbusiness扩大业务,.,41,4.appreciatev.bethankfulorshowgratitudefor;admiregreatlyWeshallappreciateitifItisappreciatedif(that)WeshallappreciateyoudoingWeshallappreciatesth.e.g.Wpete(+with)e.g.Qualityofyourgoodscancompetewiththatofotherproducts.placeanorderwithsb.forsth.wanttobuysth.fromsb.lookforwardtothinkof(afutureevent)withpleasurablelookforwardtosth./doingsth.,.,42,Exportersself-introduction,DearSirorMadam,ThroughthecourtesyofTokyoChamberofCommerceandIndustry,wearegiventounderstandthatyouareoneoftheleadingimportersoftextileproductsinyourcountry.Asthisitemfallswithinthescopeofyourbusinessactivities,wearewritingtoyouwithakeendesiretoenterintobusinessconnectionswithyou.WespecializeintheexportationofChinesetextileproducts,suchasTextilesKnitwearofLadies,Mens,ChildrensandYouthfashion,SportswearandJeans.Wecanalsodesignandproduceequipmentandmachinesfortextile.Ourproductsareexcellentinqualityandreasonableinprice.Togiveyouageneralideaofourbusinesslines,weencloseacopyofourexportlist,showingthemainitemsnowinsupplyandwehopethatyouwouldcontactusifanyitemisofinteresttoyou.Welookforwardtoreceivingyourearlyreply,andassureyouthatyourrequirementswillhaveourbestandpromptattention.Yoursfaithfully,.,43,DearSir,WeacknowledgewiththanksforthereceiptofyourletterofMay6,2006,andtakethepleasureofestablishingbusinessrelationswithyourcorporation.Yourtextileproductsaresoattractivethatweareconfidentofsecuringlargeordersforyou.Weshallbeobligedifyoucouldsendusquotationsandsamplebooks.Welookforwardtoyourfavorablereply.Yoursfaithfully,FavorableReply,.,44,1.Self-introduction1)Weare我们（我方、我公司）为Weareastate-operatedcorporation,handlingtheexportofanimalby-products.我方（我们、我公司）为经营畜牧产品出口的国营公司。WeareChinaNationalTextilesImportandExportCorporation,withitsheadquartersinBeijing.我们（我公司、我方）为（是）中国纺织品进出口总公司，总部在北京。,5.AdditionalSentencePatterns,.,45,2)Thisistointroduceas兹介绍为ThisistointroduceourselvesasoneoftheleadingexportersofgarmentsinChina.兹介绍，本公司为中国最大的服装出口商之一。ThisistointroducethePacificCorporationasexportersoflightindustrialproductshavingbusinessrelationswithmorethan70countriesintheworld.兹介绍，太平洋公司出口工业产品，和世界上70多个国家有业务关系。3）towritetointroduce写信介绍Wewritetointroduceourselvesaslargedealersinfoodstuffswithgoodconnectionsinthecountry.现函告，我方为食品大经销商，在国内拥有大批客户。Wewritetointroduceourselvesasexportersoffreshwaterpearlshavingmanyyearsexperienceinthisparticularlineofbusiness.现函告，我方为淡水珍珠出口商，在此行业已有多年经验。,.,46,4）totaketheopportunitytointroduce利用机会介绍Wetakethisopportunitytointroduceourselvesaslargeimportersoffertilizersinourcountry.乘此机会，兹介绍，我公司为国内化肥大进口商。Wetaketheopportunitytointroduceourcompanyasexportersdealingexclusivelyinleathergoods.我方借此机会介绍，我公司为专门经营皮革制品的出口商。5)toinformsb.that告知某人Wewishtoinformyouthatwearespecializedintheexportofartsandcrafts.现奉告，我方专门经营工艺品出口。Wearepleasedtoinformyouthatwehandleawiderangeofelectricfans.特此奉告，我方经营的电扇品种齐全。,.,47,6)totakethelibertyofdoingsth.冒昧地做Wetakethelibertyofintroducingourselves.现冒昧地作自我介绍。现冒昧去函，以谋求同贵方进行贸易。Wetakethelibertytowritetoyouwithaviewtodoingbusinesswithyou7)tohave(owe)onesnameandaddressfrom从处得知某人名字和地址我们从中国国际贸易促进会得悉贵公司名称和地址。WehaveyournameandaddressfromChinaCouncilforthePromotionofInternationalTrade.Wearegladtohaveyournameandaddressfrom“TheJournalofCommerce”.我们高兴地从商业日报获悉贵公司名称和地址。,.,48,8）tooweonesnameandaddressto承蒙告知WeoweyournameandaddresstoItalianCommercialBankwhohasinformedusthatyouareinthemarketforball-bearing.承蒙意大利商业银行告知贵公司名称和地址，并告知贵方欲购进滚珠轴承。承蒙柯林斯公司告知贵公司名称和地址，从该公司出我方得知贵公司是台布进口商。WeoweyournameandaddresstoMessrs.Collins&Co.,throughwhomwehavelearntyouareimportersoftable-cloth.,.,49,9）tobetransferred(forwarded)toforattention转交处理YourletterofSept.8hasbeentransferredtousforattentionfromourHeadOfficeinBeijing.贵方9月8日函已由我们在北京的总部转交我方处理。YourinquiryhasbeenforwardedtousforattentionfromtheCommercialCounsellorsOfficeoftheChineseEmbassyinRome.贵方询盘已由中国驻罗马大使馆商务参赞处转交我方处理。10）Throughthecourtesyof由于的好意ThroughthecourtesyoftheParisChamberofCommerce,wehaveyournameasafirmwhoisinterestedindoingbusinesswithus.经由巴黎商会，我们得悉贵公司有兴趣与我方进行贸易。,.,50,经由怀特先生我方得悉贵公司为所在地区中最大的丝绸进口商之一。ThroughthecourtesyofMr.White,wearegiventounderstandthatyouareoneoftheleadingimportersofsilkinyourarea.11）ontherecommendationof由推荐（介绍）OntherecommendationofMessrs.Harvey&Co.,wehavelearnedwithpleasurethenameofyourfirm.由哈维公司介绍，我方高兴地得知贵公司的名称。,PatternsforSelf-introduction,.,51,1.toestablishbusinessrelationswith和建立贸易关系Weavailourselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationswithyou.我们借此机会致函贵方以了解可否与贵方建立贸易关系。Wehavecometoknowthenameofyourcorporationandarepleasedtowritetoyouinthehopeofestablishingbusinessrelationswithyou.我们得悉贵公司名称，特此致函希望与贵方建立贸易关系。,PatternsforInitialIntentionsandDesires(初步的意向和要求),.,52,2.toenterintobusinessrelationswith和建立贸易关系Wearewillingtoenterintobusinessrelationswithyouonthebasisofequalityandmutualbenefit.我们愿意在平等互利的基础上与贵方建立贸易关系。YourcompanyhasbeenintroducedtousbySmith&Co.Ltd.asprospectivebuyersofChinesetable-cloths.Aswedealintheitems,weshallbepleasedtoenterintodirectbusinessrelationswithyou.史密斯公司向我们介绍贵公司是中国台布的未来买主。由于我方经营台布，我们很愿意与你方建立直接贸易关系。,PatternsforInitialIntentionsandDesires,.,53,3.tofall(come,lie)withinthescopeof属的范围Astheitemfallswithinthescopeofourbusiness,weshallbepleasedtoenterintodirectbusinessrelationswithyou.由于该商品属于我们的业务范围，我们将很高兴地与贵方直接建立业务关系。AsthearticlelieswithinthescopeofbusinessofourbranchinNanjing,wehaveforwardedyourlettertothemforattention.由于此商品属于我们在南京的分公司的业务范围，我们已将你方来函转交他们处理。,PatternsforInitialIntentionsandDesires,.,54,freightforwardtradetermshavewideexperienceinhavebeeninbusinesssincegeneralmerchandisehavefineworkmanshipbeofgood(first)qualityundercoverunderseparatecovertotakethelibertyofdoingsth.,运费到付贸易条款在有丰富的经验自开始经商杂货工艺精湛质量上乘（品质优良）附在信中另函或另包冒昧地作自我介绍,.,55,toownonesnameandaddresstotobetransferred(forwarded)toforattentionThroughthecourtesyofontherecommendationoftoestablishbusinessrelationswith(toenterintobusinessrelationswith)tofall(come,lie)withinthescopeof,承蒙告知转交处理由于的好意由推荐（介绍）和建立贸易关系属的范围,.,56,Moresampleletters,Gentlemen:YournameandaddresshavebeengiventousbytheCommercialCounselorsOfficeofourEmbassyinPakistan.Wearenowwritingtoyouinthehopeofenteringintobusinessrelationswithyouonthebasisofequalityandmutualbenefitandexchangingwhatonehasforwhatoneneeds.Weareverywellconnectedwithallthemajordealershereofindustrialproducts,andfeelsurewecanselllargequantitiesofindustrialgoodsifwecangetyouroffersatcompetitiveprices.Weinviteyoutosendusdetailsandprices,possiblyalsosamples,ofsuchgoodsasyouwouldbeinterestedinselling,andweshallgladlystudythesalespossibilitiesinourmarket.Ontheotherhand,pleasefavoruswithalistofthosegoodsyouareinterestedinobtainingfromussothatwemightbeabletoquoteonsomeandgiveyouallthenecessaryinformationregardingsupplypossibilities.Welookforwardtoyourfavorablereply.Yoursfaithfully,.,57,Moresampleletters,ChinaNationalImport&ExportCorp.ShanghaiBranchShanghaiChinaMarch24,2004H.W.Wallace&Co.194St.LouisStreetCroydon,EnglandDearSirs,YourcompanyhasbeenintroducedtousbyMessrs.Freeman&Co.Ltd.,inEngland,asaprospectivebuyerofChinesecottonpiecegoods.Asthisitemfallswithbusinessscopeofourcorporation,weshallbepleasedtoenterintobusinessrelationswithyouatanearlydate.Togiveyouageneralideaofthevariouskindsofcottonpiecegoodsnowavailableforexport,weencloseabrochureandasample-cuttingbooklet.Quotationswillfollowthereceiptofyourspecificenquiry.Welookforwardtohearingfromyousoon.Yoursfaithfully,DukeSmith,.,58,Summary,Inthisunit,wehavediscussedthecharactersandchannelsoflettersofestablishingbusinessrelations.Throughtheanalysisofthesampleletter,weshouldgraspthemainidea,paragrapharrangement,languagestructureandwritingstyle.,.,59,Practice,SituationalWriting:WritealetterinEnglishonbehalfofChinaNationalImport&ExportCorp.,ShanghaiBranch,toWillington&Sons,17Mayfi