国际商务函电第二章Unit02 Establishing Business Relations

1、ObjectivesIntroductionNew Words & Expressions ExercisesKeys to Exercises通过本章的学习，帮助学生掌握通过本章的学习，帮助学生掌握: :v 寻找潜在客户的方法寻找潜在客户的方法v 要求与对方建立贸易关系的书信的撰写要求与对方建立贸易关系的书信的撰写v 要求建立贸易关系的书信的回复要求建立贸易关系的书信的回复v Chamber of Commerce both at home and abroadv Banksv Trade directories of various countries and regionsv C

2、ommercial Counselors Office v Exhibition and trade fairs the source of information the intention of writing this letter a brief introduction of ones own company, including: the business scope, credit standing or financial positions, products and services that can be provided, etc.1. prospective adj.

3、 潜在的潜在的 可能的可能的 预期的预期的 prospective buyers 可能的买主可能的买主 prospective business partners 可能的贸易伙伴可能的贸易伙伴2. trading partner 贸易伙伴贸易伙伴 or business partner3. intend v. 想要想要, , 打算后常接动词不定式打算后常接动词不定式 e.g. They intend to place an order with you. 他们打算跟贵方订货。他们打算跟贵方订货。 We intend to extend our business activities. 我们打算

4、扩大我们的业务范围。我们打算扩大我们的业务范围。4. enquire v. 询问询问 e.g. We would like to enquire whether you can supply the following items. 我们想询问一下，贵公司能否提供下列商我们想询问一下，贵公司能否提供下列商 品。品。enquire into 调查调查e.g. The buyer claimed that the goods were damaged in transit, but we must enquire into this matter ourselves. 买方声称货物在运输过程中被损

5、坏了，但是买方声称货物在运输过程中被损坏了，但是 我们必须亲自调查这件事情。我们必须亲自调查这件事情。enquire about 询问关于某事询问关于某事e.g. They sent us a letter, enquiring about the market condition here. 他们给我们发来了一封信，询问这里的市场他们给我们发来了一封信，询问这里的市场 状况。状况。enquire of sb. about sth. 询问某人某事询问某人某事e.g. Mr. Smith enquired of the exporter about the quality of their go

6、ods. 史密斯先生询问出口商他们的产品质量如何。史密斯先生询问出口商他们的产品质量如何。5. catalogue n. 目录目录 quotation n. 报价，报价单报价，报价单 pricelist n. 价目表价目表 6. cooperation n. 合作，协作合作，协作 cooperate v. 合作，协作合作，协作e.g. Lets cooperate with each other for our mutual benefits. 为了我们双方的利益，让我们合作吧。为了我们双方的利益，让我们合作吧。 I need your cooperation in this matter.

7、在这件事情上，我需要你的合作。在这件事情上，我需要你的合作。7. competitive adj. 竞争的，有竞争力的竞争的，有竞争力的 e.g. If your prices are competitive, we would place an order with you. 如果你们的价格有竞争力，我们就跟你们订如果你们的价格有竞争力，我们就跟你们订 货。货。8. volume adj. 大量的大量的 e.g. volume orders 大宗订单大宗订单 10. in compliance with 按照按照 e.g. In compliance with your request, w

8、e are sending you our samples by air.应你方要求，我们用航空邮件给你们寄去了应你方要求，我们用航空邮件给你们寄去了 我们的样品。我们的样品。 comply (v. ) with 按照，与按照，与相符，遵守，满相符，遵守，满足足 9. enter into business relations 建立贸易关系建立贸易关系 还可以用：还可以用：set up open up establish business relations or build up business connectionse.g. It is necessary for you to comp

9、ly with our packing requirement. 你方必须满足我们的包装的要求。你方必须满足我们的包装的要求。 We regret that we cannot comply with your request for advancing shipment to May. 很遗憾，我们不能满足你方将装货期提前很遗憾，我们不能满足你方将装货期提前到到5月份的要求。月份的要求。11. under separate cover 另函，用另外一封信另函，用另外一封信 e.g. We have sent you under separate cover a range of pamphl

10、ets for your information.我们另函给你们寄去了一系列的小册子供我们另函给你们寄去了一系列的小册子供你们了解情况。你们了解情况。12. take this opportunity to( (后接动词原型后接动词原型) )利用这利用这个机会做个机会做 还可以说还可以说take advantage of this opportunity or avail ourselves of this opportunity.e.g. We take this opportunity to express our great appreciation for your cooperati

11、on.借此机会，对于您的合作，我们深表感谢。借此机会，对于您的合作，我们深表感谢。13. with a view to 着眼于，意着眼于，意为目的，考虑到为目的，考虑到 e.g. We avail ourselves of this opportunity to write this letter with a view to entering into business relations with you. 我们利用这个机会给你们写信，目的就是我们利用这个机会给你们写信，目的就是想跟你们建立贸易关系。想跟你们建立贸易关系。14. deal in 从事，经营从事，经营 =handle v.

12、经营经营 deal with 跟跟做生意做生意e.g. We have dealt in the export of washing machines for bout ten years. 我们从事洗衣机出口已经有很多年了。我们从事洗衣机出口已经有很多年了。 We handle the import and export business of chemical products. 我们经营化工产品的进出口业务。我们经营化工产品的进出口业务。 We wish to deal with you in this line. 我们希望在该行业与你们做生意。我们希望在该行业与你们做生意。15. ai

13、rmail v. 用航空邮件邮寄用航空邮件邮寄 n. 航空邮件航空邮件e.g. Please sent us your latest catalogue by airmail.= Please airmail us your latest catalogue. 请用航空邮件给我们寄来你们最新的目请用航空邮件给我们寄来你们最新的目 录。录。 A. Into Chinese: 1. look forward to2. a favorable reply3. establishment of trade relations4. full details5. items available for e

14、xport now6. import and export7. circular letter8. specific price9. favorable price 10. Enclosed please find B. Into English:1. 建立贸易关系建立贸易关系2. 潜在的买主客户潜在的买主客户3. 棉布棉布4. 经营范围经营范围5. 早日早日6. 概况概况7. 种类繁多的种类繁多的8. 价格单价格单9. 样品本样品本10. 收到收到后后 Dear Sirs, We (1) from the Chase Bank(大通银行大通银行) that you are one of th

15、e leading importers of tools and instruments in your area. We take the (2) of writing this letter to you to (3) our wishes to (4) business connections with you. Our company (5) in the export of tools and instruments for many years. To give you a general (6) of our products, we have sent you our cata

16、logue (7) separate cover. We shall (8) you with further information on your specific (9) . We are looking forward to your early (10) . Yours faithfully, 1. We are willing to enter into business relations with your company(公司公司) on the basis of equality and mutual benefits.2. We write to introduce ou

17、rselves as one of the leading exporters of a wide range of air conditioners(空调空调).3. In order to export our products to Western Europe, we are writing to you to seek cooperation possibilities(合作合作机会机会).4. We have a lot of colors and sizes to meet different needs.5. We have airmailed you some leaflet

18、s about our products. If you are interested in any of the items, please let us know. 6. With years of efforts we have enlarged our business scope and now we deal in nearly 100 kinds of goods.7. Our main business covers the import and export of various light industrial products.8. If your corporation

19、 does not import the goods mentioned above, please give this letter to a firm who may be concerned.9. As an exporter of motor bicycle, we wish to express our desire to trade with you in this line.10. To give a general idea of products, we are sending you separately a catalogue together with three pa

20、mphlets for your information. 1.兹介绍，本公司是一家人造珠宝（兹介绍，本公司是一家人造珠宝（imitation jewelry）的出口公司，在这一行已有多年经验。）的出口公司，在这一行已有多年经验。2.你们上周写给总部（你们上周写给总部（the headquarter）的信已）的信已转交给我们公司，因该产品属我们经营。转交给我们公司，因该产品属我们经营。3.我们可供出口的轻工产品（我们可供出口的轻工产品（light industrial products）种类繁多。）种类繁多。4.很高兴收到你方内附插图目录的来信。很高兴收到你方内附插图目录的来信。5.我们盼望收

21、到你们对于我们产品的具体要求。我们盼望收到你们对于我们产品的具体要求。 6.我们是一家信誉良好的私人公司（我们是一家信誉良好的私人公司（private company），非常希望与你们建立贸易关系。），非常希望与你们建立贸易关系。7.经理简单地给我介绍了一下经理简单地给我介绍了一下Johnson公司的情公司的情况，他们有可能成为我们的客户。况，他们有可能成为我们的客户。8.为了让你们对表格中的产品有个大体了解，特为了让你们对表格中的产品有个大体了解，特随附小册子及最新的价格单各一份。随附小册子及最新的价格单各一份。9.当出口值超过进口值，被称为贸易顺差。当出口值超过进口值，被称为贸易顺差。10

22、.我们的产品质量（我们的产品质量（quality）上乘，价格优惠。）上乘，价格优惠。 先生：先生： 我们从上周的中国日报（我们从上周的中国日报（China Daily）获悉，贵方）获悉，贵方对丝绸服装（对丝绸服装（silk clothes）感兴趣。兹介绍本公司，是）感兴趣。兹介绍本公司，是我地服装行业最大的出口商。我们愿意与你方在平等互我地服装行业最大的出口商。我们愿意与你方在平等互利的基础上建立贸易关系。利的基础上建立贸易关系。 我们的真丝服装采用高档真丝面料，传统工艺我们的真丝服装采用高档真丝面料，传统工艺（traditional workmanship）加工而成。现随附一份插）加工而成。

23、现随附一份插图目录及最新价格单供你方参考。如有意，请寄具体询图目录及最新价格单供你方参考。如有意，请寄具体询价。收到后，当即航寄报价及样品。价。收到后，当即航寄报价及样品。 盼早复。盼早复。 商祺商祺 Write an English letter in a proper form based on the following information: Write a letter to Foothill Enterprises Trade Development Co. Ltd.( P. O. Box 22789 Taiz Street, Sanaa, Republic of Yemen)

24、telling them: 1. you are introduced by the Commercial Counselors Office of their embassy in Beijing(驻驻北京的大使馆商务参赞处北京的大使馆商务参赞处); 2. you wish to set up business relations with them; 3. the main scope of your business is exporting chinaware(瓷器瓷器); 4. samples and catalogues will be sent to them upon rece

25、ipt of their specific inquiries. A.1.盼望盼望2.有利的答复有利的答复,佳音佳音3.贸易关系的建立贸易关系的建立4.详细情况详细情况5.目前可供出口的产品目前可供出口的产品6.进出口进出口7.通函通函8.具体询盘具体询盘9.优惠价格优惠价格10.随附随附请查收请查收 B.1. establish / enter into trade relations2. prospective buyers / client3. cotton piece goods4. business scope5. at an early date6. general idea7.

26、various kinds of8. price list9. sample books10. upon receipt of Dear Sirs, We have learnt from the Chase Bank(大通银行大通银行) that you are one of the leading importers of tools and instruments in your area. We take the liberty of writing this letter to you to express our wishes to enter into business conn

27、ections with you. Our company has specialized in the export of tools and instruments for many years. To give you a general idea of our products, we have sent you our catalogue under separate cover. We shall provide you with further information on your specific inquiry. We are looking forward to your

28、 early reply. Yours faithfully, 1我们愿意在平等互利的基础上与你公司建立我们愿意在平等互利的基础上与你公司建立贸易关系。贸易关系。2我们致函，介绍本公司是各种空调的最大的我们致函，介绍本公司是各种空调的最大的出口商之一。出口商之一。3为了把我们的产品扩展到欧洲市场，我方致为了把我们的产品扩展到欧洲市场，我方致函贵方寻求合作机会。函贵方寻求合作机会。4我们有各种各样的颜色和尺寸，能满足多种我们有各种各样的颜色和尺寸，能满足多种需求。需求。5我们已经航空邮寄给贵方有关产品的（单页）我们已经航空邮寄给贵方有关产品的（单页）广告单。如对某些感兴趣，请告知。广告单。如对某

29、些感兴趣，请告知。 6经过多年的努力，我们已经拓展了业务范围，经过多年的努力，我们已经拓展了业务范围，目前我们经营近百种产品。目前我们经营近百种产品。7我们主要业务是多种轻工产品的进出口。我们主要业务是多种轻工产品的进出口。8万一贵公司不进口上述产品，如能将此信转万一贵公司不进口上述产品，如能将此信转给相关的公司，我们将非常感激。给相关的公司，我们将非常感激。9作为摩托车出口商，我们愿与贵方在这一行作为摩托车出口商，我们愿与贵方在这一行作些交易。作些交易。10为了让你们大体了解我们的产品，另封寄为了让你们大体了解我们的产品，另封寄上目录一份以及三份小册子供贵方参考。上目录一份以及三份小册子供贵

30、方参考。 1. We are introducing ourselves as an exporter of imitation jewelry with years of experiences in this line.2. Your letter addressed to our head office last week has been given to us because the article you mentioned falls within our business scope.3. We have various kinds of light industrial pr

31、oducts available for export.4. We have are glad to receive your letter enclosing an illustrated catalogue.5. We look forward to receiving your specific requirements for our products. 6. We are a well established private company and desire to establish trade relations with you.7. The manager gave me

32、a brief introduction to Messrs Johnson, which is a prospective customer. 8. In order to give you a general idea of the items in the sheet, we are enclosing a brochure and a latest price list.9. We consider it as a favorable balance of trade when exports exceed imports.10. Our products are good in qu

33、ality and favorable in price. 说明说明:Messrs 为为pl of MR Dear Sirs, We learn from China Daily of last week that you are interested in silk clothes. We introduce ourselves as a leading exporter here in the line of garments and are willing to set up / establish / enter into business relations with you on the basis of equality and mutual benefit. Our silk clothes are made of high quality silk materials with traditional workmanship. For your referenc