外贸实务讲座-Unit One建立业务联系

BusinessEnglishCorrespondence,UnitOne,EstablishingTradeRelations,(1)DearManager:YouwererecommendedtoourcompanybytheBankofChina,NewYorkBranch,whichtoldusthatyouexportChinesetextilesandcottonpiecegoods.Ourcompanyimportsgeneralmerchandise.Wehavebeeninbusinesssince1935,andthereforehavewideexperienceinallthelineswehandle.OurbankersareChaseManhattanBankandtheHongKong&ShanghaiBankingCorporationofHongKong.Theycanprovideyouinformationaboutourbusinessandfinances.Pleaseinformusofyourtradetermsandforwardsamplesandproductbrochures.Welookforwardtoaproductivetrade.Sincerely,MichaelS.BarnwellManagerMSB/sh,OurbankersareChaseManhattanBankandtheHongKong&ShanghaiBankingCorporationofHongKong.Theycanprovideyouinformationaboutourbusinessandfinances.我公司开户行是大通曼哈顿银行和汇丰银行。它们可向您提供我公司资信情况。,bankersn.开户银行Wenowhavepleasureinconfirmingthatyourbankers,TheWestminsterBankLtd.,haveacceptedourDraftforUS$6,000,payablewithinthirtydaysofsight.我方高兴地确认，贵方开户行西敏寺银行已对我方30天期限的6000美元的汇票予以承兑。,YouwererecommendedtoourcompanybytheBankofChina,NewYorkBranch,whichtoldusthatyouexportChinesetextilesandcottonpiecegoods.中国银行纽约分行向我公司推荐贵公司，并告知贵公司出口中国纺织品和棉布。,Youwererecommendedtoby(某公司或单位)向推荐贵公司YouwererecommendedtousbyABCCo.Ltd.,recommendvt.1.推荐，介绍Idliketorecommendyouthisarticle(thisarticletoyou).我方欲向贵方推荐该产品。Wehaverecommendedthebuyerwoolensweatersandsilkpyjamas.我方已向贵方推荐羊毛衫和绸睡衣。J.Smith&Co.haverecommendedyourfirmasbeinginterestedinestablishingbusinessrelationswithus.J.史密斯公司介绍贵公司远同我公司建立业务关系。Thatfirmhaslostheavilyonrecenttransactions,andthereforecannotberecommendedforcredit.该商号在最近交易中亏损严重，因此（本银行）不能推荐他们做赊欠业务。,2.劝告，建议Asthemarketisdeclining,werecommendyourimmediateacceptanceofourcounter-offer.由于行市正在下跌建议立即接受我方还盘。Asyouarenotfamiliarwiththequalityoftheproduct,werecommendbuyingasmallquantityfortrial.由于贵方对产品的质量不甚了解，我方建议贵方购买少量试用。Werecommendyoutogivethisyoururgentattention.希望贵方急速处理此事。WestronglyrecommendyoutoplaceanorderfortheTTC5duplicators.我方及力奉劝贵方定购TTC5型复印机。Werecommendyou(should)increasethequantitytoahundredmetrictons.我方建议贵方将数量增至100公吨。,3.使受欢迎Thereisnomarginleftforbargaininginourquotation,soyourcounter-offerisnotrecommended.我方报价没有讨价还价的余地，因此贵方还盘不受欢迎。,Ourcompanyimportsgeneralmerchandise.Wehavebeeninbusinesssince1935,andthereforehavewideexperienceinallthelineswehandle.我公司进口杂货，已有71年的经商历史，对所经营的产品有丰富的经验。,handlev.1.经营Wehavedecidedtoappointanagenttohandleourexporttradewithyourcountry.我方已决定委派一家代理商经营我方对贵国的出口贸易。2.处理Wehopeyouwillhandlethismatterwiththeutmostcare.希望贵方谨慎处理此事。3.搬运，装卸HandleWithCare.（外包装上的装运指示用语）小心轻放（小心装卸）,havebeeninbusinesssince自开始经商Wehavebeeninbusinesssince1995.我方已有11年的经商历史。,havewideexperiencein在有丰富的经验Wehavewideexperienceinmanufacturingpneumaticfittings.,linen.1.行业，业务Iminthetextileline.Itsmydesiretohaveashareinyourtrade.2.限额ForthepresentweextendtothefirmacreditlineoffourlowfiguresinSterlingintheirimports.现在对于该公司的进口，我行给予他们英磅低四位数的信用贷款。（注：fourlowfigures=10002000)3.（货品）种类，系列WearegoingtopresentthefulllineofshoesamplesattheParisShoeShowopeningonFebruary1.我方将于2月1日开幕的巴黎靴鞋展览会上展出各类靴鞋样品。,4.货品Wehaveconsideredyourproposaltoreceiveatrialdeliveryofourcutleryonconsignmentandaresendingyouarepresentativeselectionofourmostpopularlines.我方已考虑贵方关于用寄售的方式销售我方刀具的建议，现选出极受欢迎的有代表性的货品一批发往贵方。5.（航运，航空）公司Theshippinglinelostconsiderablybyit.该航运公司由此受到相当大的损失。,generalmerchandise杂货，但不是“杂”项货物，而是相对大宗散装干货（如谷物、矿砂等）和液体散装物（如原油、汽油）等而言的普通有包装货物。,merchandisen.货物（总体名词）Informationindicatesthatsimilarmerchandisehasbeensoldthereatapproximately$20perdozen/set.有消息表明，类似的商品曾以每打/套约20美金的售价在那里出售。同意词：goods,ware,commodityv.(=merchandize)推销，经商Ifthisnewproductisproperlymerchandized,itshouldsellverywell.该产品若能适当推销，定会销售得很好。Wearetryingtobroadenourcontactssoastobeabletodomoreeffectivemerchandizing.我方正努力扩大联系以便能有效地推销。,Pleaseinformusofyourtradetermsandforwardsamplesandproductbrochures.Welookforwardtoaproductivetrade.请告知贵方贸易条款并寄样品和产品小册子。我方盼望彼此贸易富于成效。,productbrochure产品小册子brochuren.小册子WehavepleasureinenclosingourbrochureontheuseofourPF800polymericfilmsolution.现愉快地随函寄上我方PF800聚合薄膜溶液使用说明的小册子。,informof告知（某人）Weshallinformyouofthedateofsailing.我方会将启航日期通知贵方。,tradeterms贸易条款、条件（常用复数），主要包括付款方式(modeofpayment)、装运日期(dateofdelivery)等。,forwardv.运送，寄送Thegoodswillbeforwardedtoyouwithinthe3rdquarteroftheyear.货物将于第三季度内发运给贵方。freightforward运费到付Wearearrangingtosendyou1,000penstoreplacetheunsoldbalanceof970.pleasereturnthelattertous,freightforward.我方正安排发运1000支钢笔，替换尚未售出的970支剩余钢笔。请退回剩余的970支钢笔，运费到付。,samplen.样品Pleasesendustherepresentativesamples.请寄来有代表性的样品。Wekeepareferencesampleofsuchspecialorders.我方保存着这种特殊定货的一份样品。Whensubmittingyourquotations,pleasedonotforgettosendussamplesonthearticlesquoted.送来报价单时，请不要忘记送报价货品的样品。,注：在进出口业务中说明货物质量与样品的关系时，避免使用exactly,strictly等词，以免日后工作被动。例如；Quality:ExactlysameassamplesubmittedbyselleronMay10,1996.品质：与1996年5月10日卖方所交的样品完全相同。应改为较有弹性的用语：Quality:Sameas(Aboutequalto,Similarto,Asper,Upto)samplesubmittedbyselleronMay10,1996.品质：与1996年5月10日卖方所交的样品相同（大致相等，相似）。品质：按照（达到）1996年5月10日卖方所交的样品。,(2)DearHousewaresDepartment:YourcompanysnamehasbeengiventousbytheChamberofCommerceofLondon.Wewishtobuyteaandcoffeecupsofdifferentshapes,fullydecoratedwithflowersorotherdesigns.Ifyoucansupplythistypeofmerchandise,kindlyairmailusasamplecup.Also,pleaseencloseyourpricelistandallsuitableillustrations.Weawaityourearlyreply.Sincerely,CatharinaE.deJongeManagerCED/ms,DearHousewaresDepartment:YourcompanysnamehasbeengiventousbytheChamberofCommerceofLondon.家居用品部：贵公司名号已由伦敦商会提供给我方。（本函电及第一封函电的开头都用了被动语态，表示对收信人的尊重）,Wewishtobuyteaandcoffeecupsofdifferentshapes,fullydecoratedwithflowersorotherdesigns.我公司欲购买款式各异上有鲜花或其它图案的咖啡杯和茶杯。,designn.设计，图样Ifthesedesignsdonotappealtoyouwewillshowyousomeothers.如贵方不喜欢这些图样，我方可以给贵方展示别的样式。,Ifyoucansupplythistypeofmerchandise,kindlyairmailusasamplecup.Also,pleaseencloseyourpricelistandallsuitableillustrations.Weawaityourearlyreply.如贵公司能提供此类产品，请航邮样品杯一只，并附上贵公司价目单和有关插图。盼早复,kindlyadv.=pleaseKindlyadviseuswhenourorderwillbeshipped.请告知我方定货何时运出。,airmailn.空邮Wearesendingyousamplesbyairmail.我方空邮寄去样品。v.航邮寄送Wehaveacceptedyourorderofthe16thofthismonth.Pleaseairmaildesignsample.我方接受贵方本月16日定单，请空邮花样设计样品。,enclosev.随函寄上Weenclose(areenclosing)apricelistforourexportableitems.随函寄上我方可供出口商品价格表。Foryourinformation,weareenclosing(herewith)acopyofourletterdatedJuly12.随函寄上我方7月12日印本一份。Weenclose(herein)ourrevisedquotation,subjecttoourconfirmationasusual.随函附上修订后的价格单，如往常一样以我方最后确认为有效。,replyv.回复WillyoureplyusbeforeFriday?请在星期五前给我方回复。YouhavenotyetrepliedtoourletterofAugust5.8月5日去函尚未获复。,(3)CHINESETABLECLOTHSWelearnedfromtheCommercialCounsellorofourEmbassyinOttawathatyoudealintablecloths.WesellChinesetablecloths.Theyareofgoodqualityandhavefineworkmanship.ChinesetableclothsareverypopularinEurope.WewouldliketoworkwithyoutomarkettheminCanada.Wearesendingyouunderseparatecoverbyairmailacopyofthelatestcatalog.Pleaseletusknowifthereareanyitemswhichareofinteresttoyouandwewillsendyouquotesandsamples.Wehopetohearfromyousoon.ZhouYanmingManagerZhejiangTextilesImp.&Exp.Corp.,CHINESETABLECLOTHSWelearnedfromtheCommercialCounsellorofourEmbassyinOttawathatyoudealintablecloths.中国台布我公司从本国驻渥太华大使馆商务参赞处获悉贵公司经营台布。,CHINESETABLECLOTH这是函电的标题，用来让收信人一眼就知道该函电所叙述的主要内容。下划线可有可无。其它的表达方式为：Re:ChineseTableclothSubj.:ChineseTablecloth,learnfrom从处获悉Wearepleasedtolearnthatyouwishtoinitiatebusinesswithusinmicrocomputers.我方高兴地获悉，贵方希望在微型电子计算机方面与我方开展贸易。,dealin经营（后接商品名称）TheydealinChinesetextiles.Handle不限于接用商品名称，试比较：Wedealinsilkgoods.Thosedealershandledyourproducts.Wehandletheexportbusinessofsilkgoods.,WesellChinesetablecloths.Theyareofgoodqualityandhavefineworkmanship.ChinesetableclothsareverypopularinEurope.WewouldliketoworkwithyoutomarkettheminCanada.我公司出售中国台布。其质量上乘，工艺精湛。中国台布在欧洲非常畅销。我方愿和贵方携手共同在加拿大销售此产品。,beofgood(first)quality质量上乘（品质优良），常用作表语Allofourproductsareoffirstquality.我方所有产品都是一级品。,marketv.销售，推销Itisbecomingincreasinglydifficulttomarketyourgoodsinthiscountry.在本国销售贵方货物正日益困难。,n.1.themarket行市，市况Wearegladtosaythatjustnowthemarketisinaverystrongposition.我方很高兴地告知贵方，现在行情上涨。2.aready(good)market好销路，畅销（1）常用“货物”作主语CottonandsilkblousesmadeinChinahave(enjoy)agoodmarketinNorthAfrica.Wehavenodoubtthatthereisagood(ready)markethereforyourproducts(2)货物作主语时，谓语用动词find(enjoy)Chineseblackteaalwaysfinds(enjoys）areadymarketinNorthAmerica.,Wearesendingyouunderseparatecoverbyairmailacopyofthelatestcatalog.Pleaseletusknowifthereareanyitemswhichareofinteresttoyouandwewillsendyouquotesandsamples.Wehopetohearfromyousoon.兹另封航邮我方最新目录一份，请告知贵公司感兴趣之产品，我公司将寄去报价单和样品。盼速复。,undercover附在信中，underseparatecover另函或另包Wearesendingyouunder(this)coveronesetofduplicateshippingdocuments.随函寄去装船单据副本一套。Wearesendingyouunderseparatecoverbyairmailacopyofthelatestcatalogue.现另行空邮寄去最新产品目录一份。,itemn.项目，商品，产品1.用指表格中或前面所述的“商品”GrindingMachineTypeTDisanewproductofours.Wearetryingtofindamarketforthisitem.TD磨床是我公司的新产品，我公司正在努力为这项产品寻找销路。2.在贸易中，item已与commodity,product等成了同义词。Agreatvarietyofnewproductsandtraditionalitemsareondisplayatthefair.交易会上展出了各式各样的新产品和传统产品。,quotehereisequalto“quotation”.n.报价v.1.vt.引用，复述ThebuyerisrequestedalwaystoquotethenumberofthisSalesConfirmationintheL/CtobeopenedinfavoroftheSeller.买方在开给售方的信用证上务请填注本销售确认书号码。,2.vt&vt.给报价，报价Pleasequote(us)yourlowestprice.请报贵方最低价格。Pleasequote(yourprice)CIFLondon.请报CIF伦敦价。Pleasequote(us)yourlowestpriceCIFLondon.请报贵方CIF伦敦最低价。,WehavequotedthemthepriceCIFHamburgforourPrintedShirting.我方已将印花细布的CIF汉堡价报给他们。Severalmothsagowequotedthemapriceonoursteel.数月之前我方向他们报过钢的价格。Whenweknowyourspecificrequirements,weshallquoteyouassoonaspossible.当我方得知贵方具体需要时，当尽速报出价格。,Takethethreelettersassamplestoanalyzeandillustratethestructureofcorrespondenceaboutestablishingbusinessrelation1.消息来源。如:“YouwererecommendedtoourcompanybytheBankofChina,NewYorkBranch,whichtoldusthatyouexportChinesetextilesandcottonpiecegoods.”(thefirstletter),“YourcompanysnamehasbeengiventousbytheChamberofCommerceofLondon.”(thesecondletter),“WelearnedfromtheCommercialCounsellorofourEmbassyinOttawathatyoudealintablecloths.”(thethirdletter),2.自我介绍。如：“Ourcompanyimportsgeneralmerchandise.Wehavebeeninbusinesssince1935,andthereforehavewideexperienceinallthelineswehandle.OurbankareChaseManhattanBankandtheHongkong&ShanghaiBankingCorporationofHongkong.Theycanprovideyouinformationaboutourbusinessandfinances”(thefirstletter),“WesellChinesetablecloths.Theyareofgoodqualityandhavefineworkmanship.ChinesetableclothsareverypopularinEurope.WewouldliketoworkwithyoutomarkettheminCanada.”(thethirdletter),3.提出要求。如：“Pleaseinformusofyourtradetermsandforwardsamplesandproductbrochures.Welookforwardtoaproductivetrade.”(thefirstletter),“Wewishtobuyporcelainteaandcoffeecupsandsaucersofdifferentshapes,fullydecoratedwithflowersorotherdesigns.Ifyoucansupplythistypeofmerchandise,kindlyairmailusasamplecup.Also,encloseyourpricelistandallsuitableillustrations.”(thesecondletter),AdditionalSentencePatterns1.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.我方借此机介绍，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。7)tohave(owe)onesnameandaddressfrom从处得知某人名字和地址WehaveyournameandaddressfromChinaCouncilforthePromotionofInternationalTrade.我们从中国国际贸易促进会得悉贵公司名称和地址。Wearegladtohaveyournameandaddressfrom“TheJournalofCommerce”.我们高兴地从商业日报获悉贵公司名称和地址。,8）toownonesnameandaddressto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。WeoweyournameandaddresstoMessrs.Collins&Co.,throughwhomwehavelearntyouareimportersoftable-cloth.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。,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。,ThroughthecourtesyofMr.White,wearegiventounderstandtha