外贸英语函电课件Unit_3

1、 Unit 3Establishing Business RelationsWhen writing a letter of establishing business relations, tell your receiver how you get his name and address, what your business line is, state your idea and purpose, express your hope to cooperate in future business and to get an early reply.The channels to ge

2、t information about prospective dealers nattendance at the export commodities fairs or exhibitions;nthe chambers of commerce, the commercial counselors offices or other commercial institutions at home and abroad.nthe introduction from business connections;nmutual visits by trade delegations or group

3、s;The channels to get information about prospective dealers nmarket investigations;nself-introduction by customers them-selves;nbanks;nadvertisements in newspapers and magazine.Letter 1 Asking to Establish Business Relations 1.through the courtesy of “承蒙某人承蒙某人的好意的好意/介绍介绍” nThrough the courtesy of, w

4、e have learned / known that2.the Commercial Counselors Office 商务参赞处商务参赞处3. cotton piece goods “棉织品、棉布棉织品、棉布” 4. be interested in doinge.g. They are interested in setting up a joint venture with our company.Letter 1 Asking to Establish Business Relations 5.specialize in “专门做专门做，专业于，专业于”e.g. He works

5、in a company specializing in software.6. establish business relations with sb. “与与建立建立业务关系业务关系”nenter into trade relations with sb.e.g. Were very glad to establish business relations with you.Letter 1 Asking to Establish Business Relations 7.at an early date “早日，尽早早日，尽早”8.be excellent in quality and

6、 reasonable in price “品质优良，价格合理品质优良，价格合理”Letter 1 Asking to Establish Business Relations 9.under separate cover “另函，另寄另函，另寄”e.g. We will send you our price list and samples under separate cover.10.upon /on receipt of “一收到一收到就就”Letter 1 Asking to Establish Business Relations 1. be in the market for s

7、th. = want to buy sth. e.g. They are in the market for cotton piece goods of high quality. An American delegation came to visit our city in the market for leather products. Letter 2 Self-introduction by an Exporter 2. the line of business “经营范围，业务经营范围，业务范围范围”e.g. The export of health products is our

8、 line of business.3.on the basis of “在在的基础上的基础上”e.g. on the basis of equality, mutual benefit and the exchange of needed goodsLetter 2 Self-introduction by an Exporter 4. a good (best) seller / a poor sellere.g. This sweater is a good seller this spring. It turned out to be a poor seller because of

9、the horrible design.Letter 2 Self-introduction by an Exporter 5. be worth commendation “名不虚传名不虚传”ncommend : sb. (on/for sth.) 因某事物而表扬，称赞某人因某事物而表扬，称赞某人 sb./sth. (to sb.) 向某人称赞或推荐某人向某人称赞或推荐某人/事物事物e.g. I commended the chef on/for the excellent meal. Later I wrote to commend him to his employer.Letter 2

10、 Self-introduction by an Exporter 6. for your (our) reference “供你方（我方）供你方（我方）参考参考” nfor ones informatione.g. Would you please send us some samples for our reference? For your information, we here send you our latest price list.Letter 2 Self-introduction by an Exporter Letter 3 Request for Business 1

11、. well-established “信誉良好的信誉良好的”2. in the hope of “希望希望”e.g. They attended the Guangzhou Fair in the hope of finding some business opportunities. Letter 3 Request for Business 3. with cost charges on our own “费用费用由我方负担由我方负担”nfor ones (our) account nat ones (our) expense e.g. We shall be thankful if y

12、ou send us samples for our account / at our expense.Letter 3 Request for Business4.assure sb. of sth. “向某人保证某事向某人保证某事”e.g. I assure you of their safety while staying with us.5. at your earliest convenience “请你方请你方尽早尽早 / 尽快尽快”e.g. Please send us your samples at your earliest convenience.Letter 4 On R

13、ecommendation of a Foreign Bank 1. recommendation “介绍信，推荐信介绍信，推荐信”v. recommend 推荐，介绍推荐，介绍e.g. Wd like to recommend you this article (this article to you).nYou were recommended to us by (某公司或单某公司或单位位)向我们推荐贵公司向我们推荐贵公司e.g. You were recommended to us by ABC Co. Ltd.Letter 4 On Recommendation of a Foreig

14、n Bank 2. owe sth. to sb. / sth. “将某事物归因于、将某事物归因于、归源于、归功于某人或某事物归源于、归功于某人或某事物”e.g. He owed his success more to luck than to ability. We owe this discovery to Newton.vWe owe your name and address to 3.fall within the scope of our business activities “属于我方经营范围属于我方经营范围”nfall in with/within sth. “与与牵扯到一起

15、牵扯到一起”e.g. Im sorry this does not fall within the scope of our business.Letter 4 On Recommendation of a Foreign Bank 4.avail oneself of sth. “利用某事物利用某事物”e.g. You should avail yourself of every opportunity to speak English.navail sb. nothing “对某人没有用对某人没有用” nadj. availablevavail oneself of the opportu

16、nity to doLetter 4 On Recommendation of a Foreign Bank 5.state-operated / state-run / state-owned6.deal (exclusively) in “（独家）经营（独家）经营”e.g. They are exporters dealing exclusively in art and craft goods.ndeal with “与与交往，处理交往，处理”e.g. I hate dealing with large impersonal companies. Havent you dealt wit

17、h that letter yet?Letter 4 On Recommendation of a Foreign Bank 7. enjoy a high reputation “享有很高声誉享有很高声誉”8. acquaint sb. with sth. “使某人了解某事物，使某人了解某事物，把把通知某人通知某人”e.g. To acquaint you with our purchase terms, we enclose a specimen of our contract for your reference.9.at present “眼下，目前眼下，目前”e.g. Im afra

18、id I cant help you just at presentIm too busy.Letter 4 On Recommendation of a Foreign Bank Letter 5 Self-introduction by an Importer 1. the International Exhibition of Natural Health Products “天然保健品国际博览会天然保健品国际博览会”2.with a view to / of doing “为了，以为了，以为目的为目的”e.g. He is decorating the house with a vie

19、w to selling it.Letter 5 Self-introduction by an Importer 3.We take this opportunity to introduce ourselves as4.place an order with sb. for sth.e.g. We shall place a large order with you for chinaware if your prices are reasonable.Letter 6 Transferring Business Relations1. pass on “转交，传递转交，传递”npass

20、sth. on (to sb. )e.g. Pass the book on to me when you have finished with it.2. attention “特别的照顾和处理特别的照顾和处理”e.g. this letter is for the attention of the manager.3. supply sb. with sth.e.g. This market supplies the neighborhood with plenty of goods. 4.be assured of “对对放心，确信放心，确信”e.g. Please be assure

21、of the quality of our products.Letter 6 Transferring Business Relations5.advise sb. to do sth. / persuade sb. to do sth.e.g. We advised them to conclude the transaction but they refused. We persuaded them to conclude the transaction and they benefited a lot from it.Letter 6 Transferring Business Rel

22、ations6. get in touch with sb. “与某人联络，与某人联络，接洽接洽”e.g. Please get in touch with us upon your arrival there.7.do business with sb.e.g. Were doing business with over 30 countries and regions in the world.Letter 6 Transferring Business RelationsStructure of letter of EBRnLetters of EBR (establishing bus

23、iness relations) usually include letters of self-introduction, letters of recommendation and letters of transferring business relations.1.source of information2.purpose of writing the roduction of products5.expectation for early response and future cooperationStructure

24、of letter of EBRUseful Sentences onEstablishing Business Relations1.Your company has been kindly recommended to us by Messrs. J. Smith & Co. in New York as one of the main importers of furniture in your end.Note: ”经经介绍，得悉介绍，得悉” 的表达方式：的表达方式：1.be recommended / given / introduced to sb. by 2.Throug

25、h the courtesy of, we have learned that3.We oweto4.We have obtainedfromPracticen承蒙太平洋贸易有限公司的介绍，我们承蒙太平洋贸易有限公司的介绍，我们得知你们是美国轻工业产品的主要出口得知你们是美国轻工业产品的主要出口商之一。商之一。2. We take the liberty of writing to you with a view to building up business relations with your firm.Note:1.take the liberty to do sth. / of do

26、ing sth. 冒昧冒昧做某事做某事2.with a (the) view to doing sth. / of doing sth. 以以为目的为目的3. Having had your name and address from the Bank of China in London, we avail ourselves of this opportunity to approach you for the establishment of trade relations with you.Note:1.avail oneself of sth. 利用某事物利用某事物 avail ou

27、rselves of this opportunity to do sth. 借借此机会做某事此机会做某事2.approach sb. for sth. 就某事与某人联系就某事与某人联系n为了与你方在平等互利，互通有无的基为了与你方在平等互利，互通有无的基础上建立业务关系，我们利用此机会写础上建立业务关系，我们利用此机会写信给你们信给你们。Practice4. We have the pleasure of introducing ourselves to you with the hope that we may have a good chance of cooperating with you in your business extension.Note:have the pleasure of doing sth. 有幸做某事，用于有幸做某事，用于正式场合或表示客气的请求或邀请正式场合或表示客气的请求或邀请e.g. May I have the pleasure of this dance?n我们有幸在霍夫曼先生来访期间与他进我们有幸在霍夫曼先生来访期间与他进行了一次洽谈。行了一次洽谈。Practice5. In compliance with your request, we are sending you some samp