卖方要求建立贸易关系

1、Lesson 1Sellers Asking to Establish Trade Relations It is fairly true to say no customer, no business. To establish business relations with prospective dealers is one of the vitally important measures either for a newly established firm or an old one that wishes to enlarge its business scope and tur

2、nover. This chapter deals mainly with the establishment of business relations and credit inquires. Through the study of this chapter, students will be able to write letters on establishing business relations and inquiring about new customers credit status. Brief Introduction Establishment of busines

3、s relations means setting up business connections between two firms who have had no business dealings with each other before. Just as a factory requires a complete set of machinery to proceed with production, a firm engaged in international trade needs extensive business connections to open up as ma

4、ny international markets as possible and increase its trade volume much. Therefore, to establish extensive business relations with prospective dealers is of the utmost importance in the international trade. Foreign merchants may be approached through the following channels: WebBanksCommercial Counse

5、lors OfficeChambers of Commerce in foreign countriesTrade DirectoryAdvertisementsAttendance at trade fairs and exhibitions held at home and abroadMutual visits by trade delegations and groups, etc.self-introduction by merchants themselves Having obtained the name and address of the firm you are abou

6、t to enter into relations with, youd better get to know all the possible information about the firm, especially its financial position and business integrity which are considered vital in todays business. You may approach banks, chambers of commerce, or inquiry agencies for information. As a usual p

7、ractice, the first transaction dealers, especially importers, would be required to provide their own banks or trading partners with credit references. A letter aiming at establishing business relations often consists of the following parts:1) where you get the information about the person or company

8、 to whom you are writing the letter;2) your intention for export or import;3) a brief introduction to your business scope, experience and products;4) the reference as to your firms credit standing;5) expectation for cooperation and an early reply.Correspondencethe lines of business being handledlong

9、 history and wide experienceGoods- State simply, clearly and consciously what you can sell or what you expect to buy. Express the desire to establish the business relations.FinancesFinancial standingClosing-express the desire to establish the business relations.Three points usually contained in lett

10、ers aiming at establishing business relations: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.课文原文Dear Sirs, Your company ha

11、s been kindly introduced to us by Messrs. Freeman & Co. Ltd., Lagos, Nigeria, as prospective buyers of Chinese cotton piece goods. As this item falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you at an early date. To give you a gene

12、ral idea of the various kinds of cotton piece goods now available for export, we enclose a brochure and a price list. Quotations and sample books will be airmailed to you upon receipt of your specific inquiry. We look forward to your favorable reply. Yours faithfully, 讲解1. establish: v. 建立to establi

13、sh trade/business relations with与建立贸易/业务关系to enter into trade/business relations with与建立贸易/业务关系establishment: n. 建立establishment of trade relations with与建立贸易关系我们愿借这个时机与贵公司建立业务关系。Wed like to take this opportunity to establish business relations with your company.2. company: n.公司a trading company 一家贸易

14、公司an import and export company一家进出口公司可用于公司称号中，如：Ford Motor Company福特汽车公司比较：corporation n. 公司corporation指的是大公司，仅用于称号当中；company可指任何规模的公司，不仅用于称号中，还可泛指Chrysler Corporation克莱斯勒公司公司称号该用company还是corporation?公司本人说了算。 2. company: n.公司续称号中的“公司常用缩写：Sanyo Electric Co. Ltd. 三洋电气公司Motorola Inc. 摩托罗拉公司China Nation

15、al Machinery Imp/Exp Corp. 中国机械进出口公司Co. Ltd. 英= limited companyInc. 美= incorporated= limited companyCorp. = corporation3. introduce: v. 引见to introduce sb. to sb.Allow me to introduce Mr. Peterson, CEO of our company to you.请允许我向大家引见我公司的首席执行官Peterson先生。Introduction: n. 引见to make/give sb an introducti

16、on to sthThe General Manager gave the audience a brief introduction to his company at the press release.总经理在新闻发布会上对他公司做了简短的引见。4. Messrs. 法语“先生的意思，用于以老板的姓为称号的公司、商行前面 5. prospective: adj. 潜在的prospective buyers 潜在的买主6. cotton piece goods 棉布7. item: n. 工程；货指阐明书、目录、表格中所列的工程或系列产品We are interested in the f

17、ollowing items in your catalogue.我们对他们目录里的一下产品感兴趣。8. scope: n. 范围scope of business (business scope)运营范围我们的运营范围包括 Our business scope covers 我们的运营范围包括各类电器和电子产品。 Our business scope covers various electric and electronic goods. to fall/come into/within ones business scope属于某人的运营范围Garments do not come wi

18、thin our business scope. 服装不属于我们的运营范围。 他们想要的货物正好属于我们的业务范围。 The items you need happen to fall into our business scope.9. at an early date: 早日10. general idea: 概略，大约的引见11. available: adj.可用(得、买、找)到的 Our Sony headsets are currently available. 我们的索尼耳麦目前有货。 available to(某人) for(某目的) from (某处) 难民(refugees

19、)没有食物。 Food is not available to the refugees. 我们如今有各类草制品(straw-ware)供出卖。 We have a variety of straw-ware available for sale now. 红茶如今没有存货(stock)。 Black tea is currently not available from stock.12. enclose: v. 随附；封入 We enclose a copy of our pricelist. 随函寄去我方价目表一份。 A copy of our pricelist is enclosed

20、. 随函寄去我方价目表一份。 Enclosed is a copy of our pricelist. 随函寄去我方价目表一份。 Enclosed please find a copy of our pricelist. 随函寄去我方价目表一份，请查收。 Please find enclosed a copy of our pricelist. 随函寄去我方价目表一份，请查收。 We thank you for your letter of July 18 enclosing a sample cutting of woolen material. 谢谢他方七月十八日内附毛料剪样的来信。 en

21、closure n. 附件 他来翻译现随函附寄我们最新的手册(brochure)一份。 We enclose a copy of our newest brochure. Please find enclosed a copy of our newest brochure.13. brochure: n. 小册子，手册下面的price list (或pricelist): 价钱单sample books: 样品本第二课详细讲解14. quotations: n. 报价第五课详细讲解15. airmail: v. 空寄第二课详细讲解16. upon/on receipt of: 收到以后书面用语

22、 We lost no time in contacting the supplier upon receipt of your order. 收到他们的订单以后我们立刻联络了供货商。 收到样品以后我们将立刻安排消费。 Upon receipt of the samples we will arrange production immediately. 另：receipt: n. 收据17. specific inquiry: 详细询盘关于inquiry一词，以后再讲。18. look forward to: 盼望，等待收到 to是介词，后接名词或名词性短语 We are looking fo

23、rward to your early reply. 我们等待他们早日回答。 我等待与他见面。 I am looking forward to meeting you. 等待收到他们确实认(confirmation)。 We are looking forward to (receiving) your confirmation.小结重要言语点：introduceitem available enclose look forward to重要知识点：company cotton piece goodsbrochure price listquotations sample book 重要搭配：

24、prospective buyersfall/come within/into ones business scopeestablish/enter into business relations withat an early dategeneral ideaavailable for exportupon receipt ofspecific inquiryfavorable replyTranslation: 兹引见，本公司是一家人造珠宝imitation jewelry的出口公司，在这一行已有多年的阅历。 We are introducing ourselves as an expor

25、ter of imitation jewellery having years of experiences in this line.他们上周写给总部the headquarters的信已转交给我公司，因该产品属我们运营。Your letter addressed to our head office last week has been given to us because the article you mentioned falls within our business scope. 我们可供出口的轻工产品light industrial products种类繁多。 We have

26、 various kinds of light industrial products available for export.很高兴收到他方内附插图目录的来信。We are glad to receive your letter enclosing illustrated catalogue.我们盼望收到他们对于我们产品的详细要求。 We look forward to receiving your specific requirements for our products.我们是一家信誉良好的私人公司private company，非常希望与他们建立贸易关系。 We are a wel

27、l established private company and desire to establish trade relations with you.经理简单地给我引见了一下Johnson公司的情况，他们有能够成为我们的客户。The manager gave me a brief introduction to Messrs Johnson which is a prospective customer.为了让他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钱单各一份。In order to give you a general idea of the items in the sheet, we are enclosing a brochure and a latest price list.我们的产质量量quality上乘，价钱优惠。Our products are superior in quality and favorable in price. 敬启者： 从今年4月份的广交会上得知他们Messrs. Barrington Bros. Ltd. 地址：910