外贸英语函电(第六版,兰天编著)Chapter Two

1、Chapter TwoEstablishing Business How to get the information of the new customers?Chamber of CommerceCommercial Counselors OfficeNewspapers, magazines and other mediumOther customers introductionSelf-introduction to the companyInternet websitesYellow book/page1. Write a short letter no more than one

2、page.2. Be courteous. 3. Direct to the point at the very first paragraph.4. Say something high about your company.5. List some well-known customers, if any.6. Express clearly your desire of cooperation.Writing Principles Letter one关键词：关键词：interest n. 兴趣，嗜好，利息，股份equity interest 股东权益，股权to promote ones

3、 own interests 谋取私利词汇的扩展记忆词汇的扩展记忆 interestedinterested=related adj.the interested parties/the parties concerned 有关各方 短语：短语： trading company 贸易公司 trade in goods 货物贸易 trade in services 服务贸易firm，house， business， concern， combine， partnership， complex， group， consortium， establishment， venture， conglome

4、rate， multinational，transnational等。 有关表示有关表示“公司公司”的一些词汇有：的一些词汇有：line（s）：（）：（轮船、航空、航运等）公司。e.g.Atlantic Container Line 大西洋集装箱海运公司Hawaiian Air Lines，夏威夷航空公司agency：公司，代理行。：公司，代理行。e.g.Austin Advertising Agency 奥斯汀广告公司China Ocean Shipping Agency 中国外轮代理公司store（s) 百货公司百货公司 e.g.Great Universal Store 大世界百货公司（

5、英）Tesco Stores （Holdings）乐购百货公司（英）associates （联合）公司（联合）公司 e.g.British Nuclear Associates 英国核子联合公司Subsea Equipment Associates Ltd.海底设备联合有限公司（英、法、美合办）system（广播、航空等）公司（广播、航空等）公司e.g.Mutual Broadcasting System 相互广播公司（英）Office 公司，多与公司，多与head，home branch等同连用。等同连用。e.g.3M China Limited Guangzhou Branch Offic

6、e3M中国有限公司广州分公司China Books Import and Export Corporation (Head Office)中国图书进出口总公司service（s) （服务（服务 ）公司）公司e.g.AfricaNew Zealand Service非洲-新西兰服务公司Tropic Air Services特罗皮克航空公司此外，此外，exchange，center等词在特定的上下文中也可转义表示等词在特定的上下文中也可转义表示“公司公司”。e.g.American Manufacturers Foreign Credit Insurance Exchange美国制造商出口信用保险

7、公司Binks (Shanghai) engineering Exhibition Center, Ltd.宾克斯（上海）涂装工程设备展示有限公司 “联合公司联合公司” 除了除了associates之说，另外还有以下各灵活表之说，另外还有以下各灵活表达法。达法。1. Consolidated coal Company 联合煤炭公司（美）2. United Aircraft Corporation 联合飞机公司（美）3. Allied Food Industry Co. 联合食品工业公司（新加坡）4. Integrated oil Company 联合石油公司5. Federated Depar

8、tment Stores 联合百货公司6. Union Carbide Coronation 联合碳比合物公司（美）7. Associated British Plectra Corporation 英国联合影业公司8. China Agricultural Machinery Import and Export Joint Company中国农业机械进出口联合公司 “ 实业公司实业公司” 表示法：表示法：1. 太平洋实业公司Pacific Industries2. 华广轻工实业公司Hua Guang Light Industrial Corporation3. 广联实业有限公司The Gua

9、nglian Industrial Commerce Corporation4. 珠海特区发展实业公司Zhuhai SEZ Developing Enterprises Corporation5. 广东省外贸实业公司Guangdong Foreign Trade Industry Enterprise CorporationPLC/Plc Public Limited Company 股份上市公司(Am.E) Inc.=Incorporated an incorporated company 股份有限公司(Br.E) Ltd.= Limited liabilities 有限责任公司 Co.,L

10、td.句型句型: 我们是一家我们是一家贸易公司贸易公司We are a trading company involved in import and export business throughout the world.We are a trading company doing .We are a trading company handling/dealing in. 食用油表示法：食用油表示法：edible oil食用油peanut oil 花生油sunflower seed oil 葵花籽油rape seed oil 菜籽油corn oil 玉米油soy(a)bean oil 豆油

11、sesame oil (芝)麻油olive oil 橄榄油句型句型: 请放心请放心Please be/rest (link verb) assured that You may be/rest assured thatWe assure you of/that辨析辨析: rest with 和和rest on rest with 取决于, 属于.的权限,由.负责rest on 被搁在, 停留在, 信赖The decision rests with you.Our hope rests on you.A theory resting on a false assumption 关键词关键词:se

12、rvicen.服务，效劳，帮助，服务业短语：短语：render/offer ones service 提供服务provides full catering service 提供满意的服务a service industry 公益行业rear service 后勤服务referral service 咨询业务, 问讯处be in service 为谁服务be at service 听命于谁coordinated-process service “一条龙”服务关键词：关键词：industry n.工业短语：短语：small-scale industry 小型产业cottage industry 家

13、庭手工业tourist industry 旅游业arms industry 军需产业entertainment/leisure industry 娱乐产业 Letter two关键词关键词 ：owe vt. 感恩于，应归功于，欠(债，钱，人情等)He owes his success more to luck than to ability. She owes her good health to diet and exercise.I owe them an apology. I owe you a favor. Write out an IOU 打欠条Good opening lines

14、in self-introduction letters用于自我用于自我介绍的开头语介绍的开头语:1.We are pleased to announce that we intend to intensify our activities in your country. It is our serious and keen interest to realized such a development for our mutual benefit.2.We owe your name and address to the Commercial Counselors Office of th

15、e Swedish Embassy in Beijing who have informed us that you are in the market for textiles.3.Through the courtesy of our Commercial Counselors Office in London, we notice that you are interested in doing business with us.4.The Foreign Department of Bank of China here has recommended your corporations

16、 being interested in establishing business relations with Chinese corporation for the purpose of selling light industrial products of your country. 5.Your communication of the 28th May addressed to our sister corporation in Shanghai has been passed on to us for attention and reply as the export of e

17、namelware falls within the scope of our business activities. 词汇的拓展记忆：词汇的拓展记忆：marketmarketermarketingmarketablemarketability句型句型 ：随函寄去，请查收：随函寄去，请查收Enclosed please findEnclosed you will findWe are enclosingPlease refer to the enclosed.send, under cover,另外邮寄attach (hereto) 随函邮寄词组：词组：SOE=State-Owned Ent

18、erprise 国有企业FFEs=Foreign-Funded Enterprises 外资企业SMEs=Small and Medium-sized Enterprises 中小企业small-scale industry 小型企业small and micro businesses 小微企业state-owned private management enterprise 国有民营企业关键词：关键词：courtesy n. 礼貌，好意through the courtesy of感谢的推荐（介绍）by courtesy of蒙许可，由于好意，经由的介绍They showed us grea

19、t courtesy.There is always enough time for courtesy.They showed us every courtesy. 反义词：反义词：begin-end start-stopcommence-conclude句型：非常感谢句型：非常感谢We shall appreciate it if you willIt will be highly appreciated if you do词汇拓展记忆词汇拓展记忆:appreciable, appreciative 和和appreciationappreciable adj. 可感知的，可评估的，很可观的T

20、here is no appreciable difference between the two.appreciative adj.有鉴识力的，感激的 We are extremely appreciative of your friendly advice.appreciation n.欣赏，感激，鉴识，评价，增值We offer this small token by way of appreciation. Letter four关键词关键词:likely likely adj. 可能的，可信的; adv. 很可能It is not likely to rain.= It is unl

21、ikely to rain. She is very likely to ring me tonight.She is the most likely to win the prize.Who are your likely customers?Instead of two guys happy with their deal, he had made it likely that neither would be happy with it.More than likely非常非常(有有)可能可能, people in the candidate countries were beginni

22、ng to realize that EU membership meant losing some of their hard-won sovereignty.词汇扩展记忆词汇扩展记忆 regret, regrettable 和和regretfulregret v. 后悔，惋惜，为 . 感到遗憾; n. 遗憾，抱歉，后悔We very much regret that (Much) to our regret thatHe told me with regret that he could not come to the party.regrettable adj. 可叹的，可惜的，遗憾的(

23、以it 做主语)It is regrettable thatregretful adj. 惋惜的，遗憾的，后悔的(以人做主语)We are regretful that词组词组: 清仓大甩卖清仓大甩卖 clearance saleAm.E rummage saleBr.E remnant/jumble sale (second hand goods)White Sale 床上用品大甩卖Total Liquidation 清仓大甩卖Store Closing 商店关门倾销Everything Must Go! 所有商品折价处理一群精明强干的销售人员a brigade of razor-keen

24、salesmena whole army of smart and shrewd salesmen句型句型: 非常高兴做某事非常高兴做某事be only/all/but/ready too glad to=be very much glad=be very much pleased=to be more than pleased to He will be but too glad to have an opportunity of thanking one who has saved his only child.If there is a special song that you wou

25、ld like us to play we would be only too pleased to oblige (notice required).If your offer is turned down and you are reasonably sure nobody else is interested, wait a couple of days before putting in a slightly higher offer. At this point ask for extras - carpets, curtains, cooker炊具etc. to be thrown

26、 in. The owners may have worried about rejecting your first offer and be all too glad to accept a slightly higher one. 句型句型:as well as= not onlybut also conj. 既 . 又，和 . 一样; prep. 也，而且 She not only plays, but also sings.= She sings as well as plays the piano.Hes got a car as well as a motorbike. = be

27、sides (with)He gave me his help as well as his criticism.as well 也，还，同样地好也，还，同样地好She not only sings; she plays the piano as well.He is a poet, and a painter as well.All the boys went to root for (为加油) the school team, and some of the girls went as well.After he retired, nobody in the workshop could do as well.as well+ (to) do 还是还是为好为好It is just as well to be caref