外贸函电unit2(第三版)

EstablishingBusinessRelations,Unit2,EstablishingBusinessRelations,Unit2,Leading-inTasks,Trytofinishthefollowingtasksandpredicttheobjectivesandfocusofthisunit.Task1.假设你是美国辛普森公司（H.Simpsonperiodicals;advertisementsinnewspapers,magazinesoronTV;theintroductionfromyourbusinessconnections;themarketinvestigations;theCommercialCounselorsoffices;theIndustrialChambers;theChambersofCommercebothathomeandabroad;inquiriesreceivedfromthemerchantsabroad;self-introductionbymerchantsthemselves.Sometimes,akindofmiddlemanisnecessarytobringtwocompaniestogether.,BasicKnowledgeConcerned,Part1,2.TheMainChannelsandMethodsforEstablishingBusinessRelations,Havingobtainedthedesirednamesandaddressofthefirmsfromanyoftheabovesources,youmaystartcontactingtheprospectivecustomers.Themainmethodsinclude:communicationinwriting;attendanceattheexportcommoditiesfairs;contactattheexhibitionsheldathomeorabroad;mutualvisitsbytradedelegationsandgroups;Ofalltheabovemethods,thefirstoneiswidelyusedinbusinessactivities.,BasicKnowledgeConcerned,Part1,3.TheMainContentsofaLetterforEstablishingBusinessRelations,Generallyspeaking,thecontentsofaletterrequestingabusinessrelationshipincludetellingtheprospectivecustomershowandwheretheirnamesandaddressesareknown,self-introducing,indicatingyourdesiretoenterintoabusinessrelation,orsometimesmakinggeneralinquiriesandexpressingyourexpectationforcooperationorearlyreply,etc.Whileforlettersinreplytothelettersrequestingforabusinessrelation,thecontentsmayincludeexpressingyourthanksfortheincomingletter,expressingyouragreement/desire/wishtoestablishabusinessrelationwiththeaddressorandindicatingtheactionyouaregoingtotake.,Letter-writingGuide,Part2,Letter-writingGuide,Part2,Letter-writingGuide,Part2,Letter-writingGuide,Part2,Letter-writingGuide,Part2,Letter-writingGuide,Part2,Letter-writingGuide,Part2,Letter-writingGuide,Part2,Letter-writingGuide,Part2,Letter-writingGuide,Part2,Letter-writingGuide,Part2,OtherCommonlyUsedExpressionsandSentences,Part3,Expressions,1.establishbusinessrelations/connections；enterintobusinessrelations/connections建立业务关系,2.engagein.；handle.；dealin.；specializein.从事，经营(专营),3.businessline业务范围,4.Pleasecontactus(sb.)请与我们（某人）联系,5.Please(donthesitateto)letus(sb.)know.；Pleaseinformus(sb.).务请告知,OtherCommonlyUsedExpressionsandSentences,Part3,Expressions,6.Wewouldappreciateitifyouwould/could.；Wewouldbegratefulifyouwould/could.;Wewouldbeobligedifyouwould.如蒙我们将不胜感激,7.Theenclosedis(are).；Weenclose.；Herebyweenclose.;Enclosedis(are)our随函附寄；兹附寄,8.Enclosedpleasefind.；Enclosedyouwillfind.随函附上，请查收。,9.foronesinformation(only)；foronesreference(only)(仅)供某人参考foronesfile/record；foronesperusal(仅)供某人存档/记录；供某人审阅,10.regarding；withreferenceto.；withregardto.；referringto.；concerning；asto.关于，就而言,OtherCommonlyUsedExpressionsandSentences,Part3,Expressions,11.atyourend/inyourplace(area,district)在你处（地）,12.accordingto/incompliancewith/inaccordancewith/inconformitywith按照,13.state-operated;state-owned;state-run国营,14.todobusinesswith/todealwith/totradewith与做生意,15.tobeconnectedwith.与有联系,OtherCommonlyUsedExpressionsandSentences,Part3,Expressions,16.asrequested/dosth.uponsb.srequest按要求；应某人的要求做某事asstated；asagreed如所述；如约定,17.withaviewtosth./doingsth.；withtheviewofsth./doingsth.本着做的意愿，希望，以为宗旨（表示目的）,18.Throughthecourtesyof.承蒙的介绍、关照,19.inreplyto./inresponseto.答复,20.tobe/feelinterestedin.;totake/haveinterestin.对感兴趣,OtherCommonlyUsedExpressionsandSentences,Part3,TypicalSentences,1.Tellingtheaddresseehowhis/hernameisknowninpleasantwords:(用令人愉快的语言，说明你是怎样知道对方的。),(1)WeareverypleasedtoobtainyournamefromtheIndustrialChambers.(2)OntherecommendationofMerrs.Harveyitisoftenusedtostandforthegoodspreviouslymentionedintheletter(项目、品种)eg:WenotethatyouareinterestedinAlarmClocks.Wealwayscarrythisiteminstock.,Notes,Part4,5.material:goodsusedforproduction(原料、材料)eg:Wecansupplythismaterial.goods:articleforsale;notusedwithnumerals;alwaysinplural(商品)eg:Thegoodsarereadyforshipment.merchandise:goodsboughtandsold;alwaysinsingularnumber(商品)eg:Theydealingeneralmerchandise.cargo:goodscarriedbyaship,planeorvehicle(船、飞机、车辆所载的货物)eg:Thecargoex.s.s.“Maria”hasbeeninspectedandfoundsatisfactory.consignment:goodsconsigned(寄送、委托、托运的货物)eg:Theconsignmentshouldreachyouwithinthenextweek.,Notes,Part4,6.Weareconfidentthat.：我们深信tobeconfidentthat.(对有信心/确信)eg: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。如：tobeconfidentof.eg:Weareconfidentofpersuadingourcustomertoplaceatrialorder.（我们有把握说服客户试订。）tohaveconfidencein.eg:ImsorryIdonthaveconfidenceinthatfinancialinstitution.（对不起，我对那家金融机构信不过。）tohaveconfidencethat.eg:Ihaveconfidencethatthequalityofourproductswillbetoyoursatisfaction.(我相信我们产品的质量会令你们满意的。),Notes,Part4,7.“wearecontactingyouwithinterestto.”也可以表述为“weareexpressingourinterestto.”。句中的进行时含有中文的“特此”、“兹”之意。所以中文的“特此致函”可以表达为“Wearewritingtoyouto.”。,Notes,Part4,8.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、无须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.(创办企业的）说明书；介绍设施等的小册子。,Notes,Part4,1.“inthelineof”中的“line”，指的是行业，所以这里有“在经营范围、产品范围内”之意。2.arangeof:一系列的。也表达为“full/widerangeof”，指“全系列的”。3.“forward”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。5.priorto:先于，在之前6.creditinvestigation:资信调查。有时在要求建立业务关系的往来信函中会明确要求对方提供往来银行的名称、账号等信息以供资信调查。有些客户还会主动提供自己的相关信息以便对方查询。有关资信调查的详细内容可参见下一单元。,Notes,Part4,1.wearegiventounderstandthat.相当于”welearnedthat.”2.leading这里指“主要的”、“占主导地位的”。也可以表达为“major”，“large”。3.dealer:经销商petitiveprices这里指“有竞争性的价格”，指优惠价。也可以表达为“attractiveprices”,“bestprice”,“lowestprice”,“bottomprice”等。详见第三单元的表达。5.regarding：指“关于”。表达该意思的词或短语很多，常用的有withregardto,referringto,asto,about,withreferenceto以及inregardto等。,Notes,Part4,1.acknowledge原意指“承认”，“确认”之意。“acknowledgethereceiptof.”则是“告知收到”的意思。所以本句可译为“收到你们的来信，谢谢!”现代英语中，这种表达已经较为陈旧，大多商人草拟信函时更多地使用简单直接的“Thankyoufor.”。2.state-ownedcorporation指“国有公司”3.“Weareconvincedthat.”，即“我们深信”。与“Weareconfidentthat.”意思相同。4.asrequested意思是“按照要求（请求）”，是外贸函电的常用语，可以看作是“asitisrequested”的省略句。在外贸函电中这种类型的表达很多。如：“asstated”(如所述)，“asagreed”(如所约)，“asstipulated”(如所规定)，“asabove-mentioned”(如上所述)等。5.注意当你觉得别人有可能会向你索要东西时才使用“Pleasedonthesitateto.”这个句型。如果是希望对方向你提供材料，则不要用这个句型，而是用“Wewouldappreciateit/beobliged/begratefulifyouwould.”这个句型，或者只用“please.”也可以。,PracticalTraining,Part5,I.ElementaryTraining,(1)CommercialCounselorsOffice,(2)IndustrialChambers,1.TranslatethefollowingEnglishintoChinese.,商务参赞办公室,行会,PracticalTraining,Part5,I.ElementaryTraining,(3)businessline,(4)withaviewtosth./doingsth.,1.TranslatethefollowingEnglishintoChinese.,业务范围,本着做的意愿；以为目的,PracticalTraining,Part5,I.ElementaryTraining,(5)Enclosedis(are)our./Weencloseour.,(6)a(wide/full)rangeof,1.TranslatethefollowingEnglishintoChinese.,随函附寄,一(全)系列,PracticalTraining,Part5,I.ElementaryTraining,(7)atyourend/inyourplace(area,district),(8)Please(donthesitateto)letusknow/informus.,1.TranslatethefollowingEnglishintoChinese.,在你处（地）,务请告知,PracticalTraining,Part5,I.ElementaryTraining,(9)Welookforwardtoyourfavourableandpromptreply.,(10)OntherecommendationofChambersofCommerceinTokyo,wehavelearnedwithpleasurethenameofyourfirm.,1.TranslatethefollowingEnglishintoChinese.,我们期待收到你方即时的好消息。,由于东京商会的推荐，我们高兴地得知贵公司的名称。,PracticalTraining,Part5,I.ElementaryTraining,(11)ThroughthecourtesyofMr.Bush,wearegiventounderstandthatyouareoneoftheleadingimportersofelectricgoodsinyourareaandwishtoenterintobusinessrelationswithus.,(12)Wenowavailourselvesofthisopportunitytowritetoyouwithaviewtoenteringintobusinessrelationswithyou.,1.TranslatethefollowingEnglishintoChinese.,承蒙布什先生介绍，我们得知贵公司是当地主要的一家电子产品进口商，且希望与我们建立业务关系。,我们借此机会致函贵公司，希望与贵公司建立业务关系。,PracticalTraining,Part5,I.ElementaryTraining,(13)Ourcorporationisestablishedforthepurposeofcarryingonimportandexportbusinessaswellasotheractivitiesinconnectionwithforeigntrade.,(14)Weforeseeabrightprospectforyourproductsinourmarket.Welookforwardtohearingfromyouandassureyouofourclosecooperationatalltime.,1.TranslatethefollowingEnglishintoChinese.,本公司是以经营进出口业务以及从事与对外贸易有关的活动为宗旨而建立的。,我们预料你方产品在我方市场有着广阔的前景，我们保证随时给予你方密切合作，盼速复。,PracticalTraining,Part5,I.ElementaryTraining,(15)Thecorporationisspecializedintheexportbusinessofelectronicproducts,whichsellwellinvariouscountries.,1.TranslatethefollowingEnglishintoChinese.,本公司专营电子产品出口业务，产品行销世界各地。,PracticalTraining,Part5,I.ElementaryTraining,2.Readthefollowinglettersandfillineachblankwithoneoftheprepositionsgiven.,toatofwithinonforfromontointoby,toatofwithinonforfromontointoby,Letter1,DearSirs,Weknowthatyouareoneoftheleadingimportersoflightindustrialproducts_yourendandtakethepleasure_addressingthislettertoyou_thehopeofestablishingbusinessrelationswithyou.Wespecialize_theexportationofChineselightindustrialproductsthathaveenjoyedgreatpopularityinworldmarkets.Weencloseacopyofourcatalogue_yourreferenceandhopethatyouwouldcontactusifanyitemisofinteresttoyou.Yoursfaithfully,at,of,with,in,for,PracticalTraining,Part5,I.ElementaryTraining,2.Readthefollowinglettersandfillineachblankwithoneoftheprepositionsgiven.,toatofwithinonforfromontointoby,toatofwithinonforfromontointoby,Letter2,DearSirs,Wehaveobtainedyouraddress_afriendofmineinSanFranciscoandwishtoenter_businessrelations_you.Yourproductsaresoattractivethatweareconfident_securinglargeordersforyouifyourofferiscompetitive.Weshallbeobligedifyoucouldsendusquotationsandsamplebooks.Welookforward_yourfavorablereply.Yoursfaithfully,from,into,with,of,to,PracticalTraining,Part5,II.IntermediateTraining,1.TranslatethefollowingChineseintoEnglish.,(1)建立业务关系,(2)专营；经营,establishbusinessrelations/connections；enterintobusinessrelations/connections,specializein/engagein/handle/dealin,PracticalTraining,Part5,II.IntermediateTraining,1.TranslatethefollowingChineseintoEnglish.,(3)如蒙我们将不胜感激,(4)(仅)供参考,Wewouldappreciateit/begratefulifyouwould,foryourinformation/foryourreference(only),PracticalTraining,Part5,II.IntermediateTraining,1.TranslatethefollowingChineseintoEnglish.,(5)国营的,(6)公司,stataeoperated/stataeowned/stataerun,company/corporation/firm/house,PracticalTraining,Part5,II.IntermediateTraining,1.TranslatethefollowingChineseintoEnglish.,(7)按要求；应要求做某事,(8)我们是国营公司，专门经营桌布出口业务。我们乐于与贵公司建立业务关系。,asrequested/todosth.uponsbs.request.,Weareastate-ownedcorporationspecializingintheexportoftable-cloths.Weshallbegladtoenterintobusinessrelationswithyou.,PracticalTraining,Part5,II.IntermediateTraining,1.TranslatethefollowingChineseintoEnglish.,(9)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。,(10)我们冒昧自荐，希望和你们做生意。,Wewritetointroduceourselvesasexporteroffreshwaterpearlshavingmanyyearsexperienceinthisparticularlineofbusiness.,Wetakethelibertyofwritingtoyouwithaviewtodoingbusinesswithyou.,PracticalTraining,Part5,II.IntermediateTraining,1.TranslatethefollowingChineseintoEnglish.,(11)来函收悉，得知贵方愿与我方建立业务关系，谨表谢意。,(12)我们特此致函，愿为发展双方贸易提供机会。,Yourletterexpressingthehopeofestablishingbusinessconnectionswithushasbeenreceivedwiththanks.,Wearenowwritingyoufortheopportunityofdevelopingtradebetweenus.,PracticalTraining,Part5,II.IntermediateTraining,1.TranslatethefollowingChineseintoEnglish.,(13)我们从商业杂志上得知贵公司的名称和地址。,(14)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。,Wehaveyournameandaddressfrom“TheJournalofCommerce”,Abookletincludingageneralintroduction,thescopeofbusinessandothertopicsisenclosedforyourreference.,PracticalTraining,Part5,II.IntermediateTraining,1.TranslatethefollowingChineseintoEnglish.,(15)承蒙哈维公司的介绍，我们了解到贵公司在世界各地供应高质量的食品。很高兴告知你们我国对各种外国食品的需求量很大。,ThroughthecourtesyofMessrsHarvey&Co.,wehavelearnedthatyouhavebeensupplyingthebestqualityfoodsallovertheworld,andwearesurethatthereisalargedemandforvariousforeignfoodsinourcountry.,PracticalTraining,Part5,II.IntermediateTraining,2.Supplythemissingwordsintheblanksofthefollowingletter.Thefirstlettersaregiven.,DearSirs,ThankyouforyourletterofAugust20th,_usthatyouare_inChinesetoys.Togiveyouageneralideaofthegoodsweare_in,wearesendingyoubyairacompletesetofour_bookstogetherwithfull_ofourexportpricesandtradeterms,whichwehopewillreachyousmoothly.Ourgoodsareenjoyingfastsalesinmanycountriesfortheirfine_andreasonable_inspiteoftheriseinthecostofraw_.Wearegladtosaythatallthegoodslistedino