实用商务英语函电课件Unit

Unit2EstablishingBusinessRelations,BackgroundintroductionLesson1Lesson2Lesson3SentencepatternsWritingpracticeSupplementarysampleletters,Introduction,Toestablishbusinessrelationswithprospectivedealersisthebaseofstartinganddevelopingbusiness.Butbeforeestablishingrelationswithpotentialdealers,wehavetosecurenecessaryinformationofthem.Thenhow?,Thesourceofinformation,Mainsources1)theadvertisementsinnewspapers,frombroadcast,TV,andthroughinternet;2)theintroductionfromyourbusinessconnections;3)theintroductionfromyoursubsidiariesorbranches,agentsabroad;4)themarketinvestigations;5)attendanceattradefairsorexhibitionsathomeorabroad;,6)mutualvisitsbytradedelegationsandgroups;self-introductionsandenquiriesfromthebusinessesorbusinessmenabroad;8)banks;9)CommercialCounselorsOffice;10)chambersofcommercebothathomeandabroad;11)tradedirectoriesofvariouscountriesandregions.,Structureoflettersestablishingbusinessrelations,Insuchletters,wewritersusuallyinformouraddresseeofthefollowing:1)thesourceofourinformation2)ourintention3)thebusinessscopeofour(thesenders)firm4)thereferenceastoourfirms(thesenders)financialpositionandintegrity.,Ifweintendtoimport,wemayalsomakerequestsforcatalogues,samples,pricelist,etc.Ifweintendtoexport,wemayexpectanenquiry.Toclosetheletter,weusuallyexpressourexpectationofcooperationandanearlyreply.e.g.Letscooperatewitheachotherforourmutualbenefits.,BearinmindThefirststepofproperbehaviorishalfbusinessdone!,Lesson1CompanyProfile,PurposeThemainpurposeformakingagood“companyprofile”istoapproachyourpotentialcustomerwithyourcompanysstrengthintermsofcapacity,quality,financialleverage,andexperienceandtoshowyourabilitytostartthebusinessandtodevelopitinatrustworthyway.Theideabehinditistoconvinceyourpotentialcustomertorelyonyoubygivinghimrelevantinformationinastagewherehehastoevaluateyouroffer.,Lesson1CompanyProfile,ContentThecontentofyourcompanyprofileshouldincludeorcontainintroduction(timeoffounding,history,size,localmarketshare,productrange,markettolookfor,etc.),companydata(fullname,address,tel.,fax,e-mail,website,No.ofemployees,contactperson,etc.),structureandinfrastructure.Mostimportantlyyouneedtoclearlyandprofessionallypresentyourproducts,capacity,Lesson1CompanyProfile,equipment,qualitypolicy,experience,financialstatement,shortandlongtermplansandgoodreferences.Itisalsoprofessionaltopresentyourcompanywithamissionstatement.PresentationandsizeAsyourcompanyprofilerepresentsyourcompany,itisabsolutelyessentialtoprepareitprofessionally.Thisincludesagoodlayout,notypingerrors,laserprintingonqualitypaperandpropercoloringandstructuring.Putyourselfinthe,Lesson1CompanyProfile,positionofyourpotentialcustomerandonlyincludewhatyouthinkhewouldliketoknowtoenablehimtodothebusinesswithyou.FollowtheAIDAstructurestepbystep.FirstcatchtheAttention,thengenerateInterestandcreateDesiretogethimintoAction.Beinformativeandbusinesslike.,KeystotheexercisesofLesson1,.ClosethefollowingcompanyprofileinEnglishwiththegivenChinese.establishedin(2)registeredcapital(3)arespecializedin(4)forovertenyears(5)sellwell/enjoygreatpopularity(6)welcome/arelookingforwardtoyourinquiry,II.FillinthebasicinformationaccordingtothetextofLesson1.,Lesson2Self-introductionbyExporter,Weobtainyournameandaddressfrom.Commonlyusedsentencepatternsexpressingthesourceofinformation.youarenowinthemarketfor=youareinterestedin;youwanttobuyenterinto=establish;buildupacquaintsb.with=familiarizesb./oneselfwithIfyouareinterestedinanyoftheitems=ifyoufindanyoftheitemsinterestingtoyou/ifanyoftheitemsinterestsyou,KeystotheexercisesofLesson2,.Croduce(2)as(3)rangelearn(5)market(6)enclosed(7)latest(8)available(9)interesting(10)early/favorable,KeystotheexercisesofLesson2,.TranslatethefollowingsentencesintoEnglish.WeareoneoftheleadingexportersoftextilesinChinaandnowwritingyoufortheestablishmentofbusinessrelations.2.WehavebeenengagedintheimportandexportofMedicalInstrumentsformanyyears,andourproductsenjoygreatpopularityinmanycountries.3.Inordertoacquaintyouwithourproducts,weareenclosingacopyofourelectroniccatalogue.,KeystotheexercisesofLesson2,4.Astoourcreditstanding,wearepermittedtomentionBankofTokyo,Japan,asareference./Forourcreditstanding,pleaserefertothefollowingbank:BankofTokyo,(address)5.WeobtainyournameandaddressfromtheCommercialCounselorsOfficeofourEmbassyinNewYorkandwouldliketotakethisopportunitytoestablishbusinessrelationswithyou.,Lesson3(1)ImporterWritestoExporter,Whisline=inthisbusiness/area3.items=thegoodsmentionedpreviously4.suppliable=available,Lesson3(2)ReplytotheAbove,bedesirousofdoingsth.=beveryeagertodosth./wanttodosth.verymuch2.Shouldanyoftheitemsbeofinteresttoyou,pleaseletmeknow.当if条件句中有助动词should,had或were时,则可以省去if,而将should,had,were置于句首,从而构成倒装虚拟句,意义不变。,Lesson3(2)ReplytotheAbove,e.g.Werehetoleavetoday,hewouldgetthereforbusinessnegotiationbyMonday.=Ifheweretoleavetoday,hewouldgetthereforbusinessnegotiationbyMonday.如果他今天启程,就能赶上星期一的商务谈判。Note:IfIwereyou不能倒装成:WereIyou的形式。,KeystotheexercisesofLesson3,.Closethefollowingletterwithappropriatewords.owe(2)in(3)leading/major(4)handling(5)about/over(6)hope(7)enlarge(8)with(9)covering(10)appreciated,KeystotheexercisesofLesson3,.TranslatethefollowingsentencesintoEnglish.1.Wearethelargestretailerhereandhaveextensiveconnectionswithallthemajordealersinthisarea.Wefeelsurewecanselllargequantitiesofknittinggarmentsifwegetyouroffersatcompetitiveprices.Anyenquiryfromyouwillreceiveourpromptandcarefulattention.,KeystotheexercisesofLesson3,4.Wearegladtoknow/notethatyouaredesirousofenteringintobusinessrelationswithus.Thishappenstocoincidewithourdesire.5.Weencloseherebyacopyofourlatestcatalogueandapricelistgivingthedetailsyouaskedfor.,Usefulsentencepatterns,HowtomentionthesourceofinformationHowtointroducethebusinessscopeormakeanintroductionHowtomentiontheintentionHowtoinquirethecreditstanding,Howtomentionthesourceofinformation?a.Wehaveobtainedyournameandaddressfromb.Youfirmhasbeenrecommendedtousbyc.Throughthecourtesyof,wecometoknowyounameandaddress.d.Weoweyournameandaddresstoe.Weareindebtedtoforyournameandaddress.f.Yournameandaddresshasbeengiventousbyg.Wearegiventounderstandthat.h.Ontherecommendationof,wehavelearnedwithpleasurethenameandaddressofyourfirm.,Howtointroducethebusinessscope?a.Ourcompanydealswith(handles,dealsin,tradesin,isinthelineof)theimportandexportofb.Wespecializein(arespecializingin,arespecializedin)theexportationofc.Weareoneofthelargestimportersinourcountryandhavehandledvariouskindsoftheproductsforaboutyears.,Howtomakeanintroduction?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。,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。,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.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。,6)totakethelibertyofdoingsth.冒昧地作自我介绍Wetakethelibertyofintroducingourselves.现冒昧地作自我介绍。Wetakethelibertytowritetoyouwithaviewtodoingbusinesswithyou.现冒昧去函，以谋求同贵方进行贸易。,Howtomentiontheinitialintentionsanddesires?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。,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。toenterintodirectbusinessrelationswithyou与你方建立直接贸易关系。,Howtointroducethesenderscreditstands?a.OurbankersaretheBankofTheycanprovideyouinformationaboutourbusinessandfinances.b.Forourcreditstanding,pleaserefertothefollowingbankc.Astoourstanding,wearepermittedtomentiontheBankof,asareference.,Referenceanswertowritingpractice,.Writealetter,basedonthefollowinginstructions,toacompanyaskingforestablishingbusinessrelations.DearSirs,Wehavelearned,fromA,thatyouareanexperiencedprofessionalgarmentsupplierinChangzhou,China,specializinginmakingvarioustextilesincludingshirts,T-shirts,jeans,womensdress,etc.Astheseitemsfallwithinthescopeofourbusinessactivities,weshallbepleasedtoenterintobusinessrelationswithyou.,WeareoneofthelargestimportersofChinesetextilesinourareaandhavebeeninthislineforover10years.WeareverywellconnectedwithallthemajordealershereoftextilesandfeelsurewecanselllargequantitiesofChinesetextilesifwegetyouroffersatcompetitiveprices.Forourcreditstanding,pleaserefertoBankofBoston,Massachusetts.,Pleaseletushaveallnecessaryinformationaboutyourproductsavailableatpresent.Yoursfaithfully,ChristinaChinaSourceCo.,Ltd.SupposeyouareLiMing(RichardLi),asalesrepresentativeofChangzhouDelongGarmentsCo.,Ltd.WriteareplytotheletteryoureceivedfromChristina.,DearChristina,WearegladtonotefromyourletterofMay15,20_that,asimportersofChineseTextiles,youaredesirousofenteringintobusinessrelationswithus.Thishappenstocoincidewithourdesire.ThisisLiMing,asalesrepresentativeofChangzhouDelongGarmentsCo.,Ltd.Iwillfollowupyourordersfromnowonandofferyoubestservicewithmy10yearsofprofessionalexperience.Iencloseherebyacopyofourlatestcatalogueandapricelistgivingthedetailsyouaskedfor.Shouldanyofthe,itemsbeofinteresttoyou,pleaseletmeknow.Wellsurelyofferyouthebestprice.Welookforwardtoyourspecificenquiryandpleasebeassuredthatitwillreceiveourpromptandcarefulattention.Bestregards,RichardLiChangzhouDelongGarmentsCo.,Ltd.,Supplementarysampleletters,ManufacturerWritestoImporterDearSirs,WeoweyournameandaddresstotheChamberofCommerce,Toronto,whoinformedusthatyouwereinthemarketforPersonalComputers.Weareoneofthemajorcomputermanufacturersinourcountryandhavebeenexportingtheproductsforovertenyears.Weapproachyou