国际商务函电信函写法Unit 2 Establishing Business Relations公开课一等奖省优质课大赛获奖课件

湖北大学商学院国际商务函电主讲教师：陈汉林教授Unit2EstablishingBusinessRelationsPointsforAttention建立业务关系信，通常是发信一方在经过一定路径得到对方企业名称和地址，并经过初步信用调查后，向对方发出。信内容普通包含以下几点：一怎样得知对方企业名称和地址二自我介绍三阐述写信目标四表明建立业务关系愿望并希早日回复。取得客户名址路径：1.参加交易会或博览会2.国内外商会，商务参赞处或其它商务组织。3.贸易搭档介绍4.代表团互访5.市场调查6.客户自我介绍7.经过银行8.广告Letter1:Buyeraskingtoestablishtraderelations

DearSirs,HavingobtainedyournameandaddressfromInternet,welearnthatyouarehandlingtheimportandexportofToys.Wearewritingyouinthehopeofestablishingbusinessrelationswithyou.

Itwillbehighlyappreciatedifyouwillsendusyourcataloguesandquotations.Ifpricesareinlineandtimeofshipmentisacceptable,wetrustimportbusinesswillbeclosed.YourstrulyLetter2:BuyeraskingtoestablishtraderelationsDearSirs,WelearnfromtheCommercialCounselor'sOfficeofyourembassyinBeijingthatyouareanexporteroffoodstuff.Asaretailerspecializingincannedfood,wearewritingtoyouinthehopeofsettingupbusinessrelationswithyou.Fromyourcircularwenotethatyouareabletosupplevariouskindsofcannedfood.Weshallappreciateitifyouwillsupplyuswithyourlatestpricelistsandillustratedcatalogues.Weshallbuylargequantitiesifyourgoodsarefavorableinpriceandgoodinquality.Weawaityourearlyreply.YoursSincerelyLetter3:sellersaskingtoestablishtraderelationsDearSirs,WelearnfromChinaDailyoflastweekthatyouareinterestedinsilkclothes.Weintroduceourselvesasaleadingexporterhereinthelineofgarmentsandarewillingtosetup(establish/enterinto)businessrelationswithyouonthebasisofequalityandmutualbenefit.Oursilkclothesaremadeofhighqualitysilkmaterialswithtraditionalworkmanship.Foryourreference,weareenclosinganillustratedcatalogueandthelatestpricelist.Ifyouareinterested,pleasesendusyourspecificinquiryonreceiptofwhichwewillsendourquotationandsamples.Wearelookingforwardtoyourearlyreply.Letter4:replyDearSirs,WehavereceivedwiththanksyourletterdatedMarch1,andwishtoextendyouourwarmwelcomeforyourdesiretoestablishbusinesscontactswithus.Weareastate-operatedenterprise,andwishtocarryontradewithmanufacturersandmerchantsofallcountriesonthebasisofequalityandmutualbenefitforthedevelopmentofcommercialrelationswiththepeopleofdifferentnations.Incompliancewithyourrequest,weareenclosingherewithourcatalogandarangofpamphlets

foryourguidance.Ifyoufindanyofthearticlesillustratedinthepamphletsofinterest,pleaseletushaveyourspecificenquiriessoastosendyouourquotations.Letter5:replyDearSirs,WethankyouforyourletterofApril1,,fromwhichwenotethatyouaredesirousofestablishingbusinessrelationswithus.Aswearealwayswillingtodobusinessonthebasisofequalityandmutualbenefitwiththosewhodesiretotradewithus,wewelcomeyoutoo.Underseparatecover,wearesendingyouarangeofpamphletstogiveyouageneralideaofourproducts.Pleaseadviseusofyourspecificrequirementsandwewillmakeourofferpromptly.TermsState-ownedenterpriseChemicalproductsDomestictradeTransittrade转口贸易Property物业FinanceInsuranceTransportwarehousingTheCommercialCounselor‘sOffice商务参赞处ExportCommoditiesFairTheChambersofCommerce商会ExhibitionCatalogSampleSamplecutting剪样SamplebookBrochure/pamphletquotationBusinessrelations/traderelationsBusinesslines/businessscope/businessactivitiesState-operated/ownedenterprise/corporationPrivate-operated/ownedenterprise/corporationPricelist/quotationsheetExportlist出口清单EqualityandmutualbenefitFinancialstanding/financialstatusExporterImporterImportsExportsCommodity/articlesSentencepatterns句型1：信息起源：我们从…处得知经过…我们了解到…1.WelearnyourcompanyfromtheInternetthatyouareoneoftheleadingmanufacturersinthisline.2.WeoweyournameandaddresstoTheJournalofCommerce.3.Havinghad/obtainedthenameandaddressofyourcompanyfromABCTradingCompany,weknowthatyoudealintextiles.句型2：写信目：建立业务关系1.Wearewritingyouandhopetoenterintobusinessrelationswithyou.2.Wearewritingyouandwillingtoopenupbusinessrelationswithyou.3.Wewouldliketotakethisopportunitytoestablishbusinessrelationswithyou.句型3：自我介绍（企业经营范围等）1.Weareanimporter/exporterhandlingtoysformanyyears.Ourproductshaveenjoyedahighreputationintheworldfortheirgoodqualityandreasonableprice.2.Wearewritingtointroduceourselvesaslargedealersinfoodstuffswithgoodconnectionsinthecountry.3.Wetakethisopportunitytointroduceourselvesasexportersdealingexclusivelyingarments.句型4：要求寄送相关资料1.Pleasesendusyourcataloguesandquotations.2.Weshallappreciateyourcataloguesandquotations.3.Wewillbepleasedtohaveyourcataloguesandquotations.WordstudySeller:出售货物

goodseller:畅销货Forward:sendWithcostchargesonourown:

费用由我方负担Assuresb.ofsth.:向－确保WordstudyInthemarketfor:要买

Weareinthemarketforwool.

Findamarket:找销路

Wearetryingtofindamarketforthisarticle.WordstudyThescopeofbusiness:thelineofbusiness.State-operated:state-owned,state-runDealin:handleDealexclusivelyin:独家经营WordstudyToacquaintsb.withsth.:使某人熟悉或了解。Covering:相关，包括…，包含…

ThesubjectcargowillbereadyforshipmentinafewdaysandwearelookingforwardtoyourcoveringL/C.标题货物几日内即可备妥待运，我方正等候你相关信用证。WordstudyPleaseletushaveyourpricelistcoveringyourtypewriters.

请寄相关打字机价目单。WordstudyWithaviewtosth/doingsth.:为了Takethisopportunity:availourselvesofLeading:mainWordstudyRequirement:n需要（惯用单数，后接介词of）需要之物（表示货物或需要量时，惯用复数，后接介词for或of)Goodqualityisthemajorrequirement.

质量好是主要要求。Wecanmeetrequirementsfor(of)walnutmeat

我们可满足你方对核桃仁需要。WordstudyimportexporthandleEmbassy:大使馆Pamphlet:小册子Catalogue:目录Specificinquires:详细询盘Usefulexpressions1.specializein

专营2.uponreceiptof

一收到…就3.foryourinformation

供你方参考4.pamphlets

小册子5.beinthemarketfor

想要购置6.awell-establishedexporter

信誉良好出口商7.withcostchargesonourown费用由我方负担8.placeanorderwithsb.

向某人订购9.withaviewto

为了10.acquaintsb.Withsth.

使某人熟悉11.theCommercialCounsellor’sOffice

商务参赞处12.establishbusinessrelations

建立贸易关系13.underseparatecover

另邮寄14.thechamberofcommerce

商会15.onthebasisofequality.mutualbenefitandtheexchangeofneededgoods

平等互利，互通有没有16.artandcraftgoods

工艺品17.closecooperation

亲密合作18.lightindustrialproducts轻工产品19.importandexport

进出口20.acatalogueandapricelist

商品目录单和价格表Translatethefollowingsentences1.YourfirmhasbeenkindlyrecommendedtousbyMessrsJ.Smith

&co.,Inc,.inNewYork,aslargeimportersoffurniture.

2.Wehaveobtainedyournameandaddressthroug