商务英语函电unit2课件

Unit2

EstablishingBusinessRelations

建立业务关系世纪商务英语外贸函电

BasicKnowledgeConcerned

Letter-writingGuide

OtherCommonlyUsedExpressionsandSentences

SampleLetters

PracticalTraining

PartOne

PartTwo

PartThree

PartFour

PartFiveContentsPartOneItisfairlytruetosaynocustomer,nobusiness.Toestablishbusinessrelationswithprospectivedealersisoneoftheimportantundertakingseitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.Establishingbusinessrelationsisthefirststepintransactioninforeigntrade.Ifanewfirm,orratheracertaincorporationofours,wishestoopenupamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries,thepersonsinchargemustfirstofallfindoutwhomtheyaregoingtodealwith.Weshouldnotonlydoeverythingpossibletoconsolidateoldcustomersbutalsoseeknewonestoenlargeourbusiness.

1.TheSignificanceofEstablishingBusinessRelationsPartOneSometimes,akindofmiddlemanisnecessarytobringtwocompaniestogether.Havingobtainedthedesirednamesandaddressesofthefirmsfromanyoftheabovesources,youmaystartcontactingtheprospectivecustomers.Themainmethodsinclude:2.TheMainChannelsandMethodsforEstablishingBusinessRelations(2)communicationinwriting;attendanceattheexportcommoditiesfairs;contactattheexhibitionsheldathomeorabroad;mutualvisitsbytradedelegationsandgroups.Ofalltheabovemethods,thefirstoneiswidelyusedinbusinessactivities.PartOneGenerallyspeaking,thecontentsofaletterrequestingabusinessrelationshipincludetellingtheprospectivecustomershowandwheretheirnamesandaddressesareknown,self-introducing,indicatingyourdesiretoenterintobusinessrelations,orsometimesmakinggeneralinquiriesandexpressingyourexpectationforcooperationorearlyreply,etc.Whileforlettersinreplytothelettersrequestingforbusinessrelations,thecontentsmayincludeexpressingyourthanksfortheincomingletter,expressingyouragreement/desire/wishtoestablishbusinessrelationswiththeaddressorandindicatingtheactionyouaregoingtotake.3.TheMainContentsofaLetterforEstablishingBusinessRelationsPartTwoSteps/ContentsTypicalExpressionsForlettersrequestingfortheestablishmentofbusinessrelations1.TellingtheprospectivecustomershowandwheretheirnamesandaddressesareknownWewereverypleasedtoobtainyournamefrom...（我们很高兴从……处获得贵公司的名称。）Wearedelightedtolearnedfrom...that...（我很高兴……处得知……）Wehaveyournameandaddressfrom...(我们从……得知贵公司的名称和地址。)Throughthecourtesyof...,wearegiventounderstandthat...承蒙……我们得知……From…，weknow/havelearnedtha(通过……我们得知……)PartTwoSteps/ContentsTypicalExpressions2.Self-introducingAsyoumayknow,wesupply...（如贵公司所了解,我们可供应……）Wewouldliketotakethisopportunitytointroduceourselvesas...（我们借此机会自我介绍,我们是……）Wewouldliketotakethelibertyofintroducingourselvestoyouwithaviewto...（我们冒昧自荐,希望……）Ourcorporationisestablishedforthepurposeof...（本公司是以……为宗旨而建立的｡）Ourcorporationisspecializedin...（本公司专营……）Wehandlevariouskindsof...（本公司经营各种……）PartTwoSteps/ContentsTypicalExpressions3.IndicatingyourpurposeanddesireWearewillingto...（我方愿意……）Weexpressourdesireto...（我们想表达……的意愿｡）Wearenowwritingyoufor...（我们特致函……)Wearedesirousof...(我方很希望……)Withaviewto...,we...(本着……的意愿,我方……)Weareinterestedin...(我方有兴趣……)Weneedaregularsupplyof...(我方定期需要……)Weareinapositiontosupply...(9我方可供应……）Wewouldbegladto...(我们将乐于……)PartTwoSteps/ContentsTypicalExpressions3.IndicatingyourpurposeanddesireWenowavailourselvesofthisopportunityto...（我们借此机会……）Ifyouneed...,please(don’thesitateto)letusknow.（如果你们需要……,请(毫不犹豫)地告知我们｡）Shouldtherebeanythingelsewecandoforyou,pleaseletusknow.(如果我们还能为你们做些其他事情,请告知｡)Shouldyourequire...pleasedon’thesitatetocontactus.（如果你们需要……,请毫不犹豫地和我们联系｡）4.ExpressingyourexpectationWelookforwardtoreceiving.../hearingfromyousoon/inthenearfuture.（希望尽快收到……）PartTwoSteps/ContentsTypicalExpressionsForlettersinreplytothelettersrequestingfortheestablishmentofbusinessrelations1.Expressingyourthanksfortheincomingletterorstatingyourletter-replyingpurposeThankyouforyourletterof...(感谢贵方……的来函｡)Thankyouforyourinterestin...(感谢贵方对……的兴趣｡)Wehavereceivedwiththanks...(……已收悉,谢谢!）Yourletterof...hasbeenwellreceivedwiththanks.（贵方……的信已收悉,谢谢!）Yourletterexpressing...hasbeenreceivedwiththanks.（贵方关于……的信已收悉,谢谢!）Wearethankfulforyourletterabout/of...（谢谢你们关于……的来信｡）Inreply/responsetoyourletterof...,we...（作为对你们……来信的答复,我们……）PartTwoSteps/ContentsTypicalExpressions2.Expressingyouragreement/desire/wishYourwishof...coincideswithours.（你们的……愿望与我们的不谋而合｡）Thisisalsoourdesire.（这也是我们的愿望｡)Weshallbeverygladto(我们将很高兴……)Yoursuggestionof...wasreallyagoodthinking.(你们的……建议确实是一个好主意｡)3.IndicatingtheactionyouaregoingtotakeWearesendingyou...(我们将给贵方寄去……）Weshallbegladtohaveyour...（我们将很高兴得到贵方的……）Asrequested,weareairmailingtoyou...(按要求,我们特此给您寄去……）Enclosedis/areour.../Weencloseour...（随函附寄……）PartThreeExpressions(1)establishbusinessrelations/connections,enterintobusinessrelations/connections,建立业务关系2.engagein...;handle...;dealin...;specializein...从事……经营(专营)……3.businessline业务范围4.pleasecontactus/sb.请与我们/某人联系Please(don’thesitateto)letus(sb)know…;Pleaseinformus(sb).务请告知｡6.Wewouldappreciateit/begratefulifyouwould...如蒙……我们将不胜感激｡7.Theenclosedis/are...;Weenclose...;Herebyweenclose

随函附寄……;兹附寄Enclosedpleasefind...;Enclosedyouwillfind…随函附上……,请查收｡9.forone’sinformation/reference(only)(仅)供参考

forone’s;forone’sperusal(仅)供某人存档/记录；供某人审阅PartThreeTypicalSentences

(1)WeareverypleasedtoobtainyournamefromtheIndustrialChambers.(2)OntherecommendationofMerrs.Harvey&Co.,wehavelearnedwithpleasurethenameofyourfirm.(3)ThroughthecourtesyofMr.Freemen,wearegiventounderstandthatyouareoneoftheleadingimportersofelectricgoodsinyourareaandwishtoenterintobusinessrelationswithus.(4)Wehaveyournameandaddressfrom“TheJournalofCommerce”.1.TellingtheaddresseehowhisnameisknowninpleasantwordsPartThreeTypicalSentences(1)WeareoneoftheleadingimportersofceramicproductsinAmerica.We’dliketoestablishbusinessrelationshipwithyourcorporation.(2)Weareastate-operatedcorporation,handlingtheexportofanimalbyproductsandwearewillingtoenterintobusinessrelationswithyourfirm.(3)ThisistointroducethePacificCorporationasanexporteroflightindustrialproductshavingbusinessrelationswithmorethan80countriesintheworld.(4)Weareexportersoffreshwaterpearlshavingyears’experienceinthisparticularlineofbusiness.(5)Wetaketheopportunitytointroduceourselvesasalargeimporteroffertilizersinourcountry.(6)Wetakethelibertyofintroducingourselvestoyouwithaviewtodoingbusinesswithyou.(7)Ourcorporationisestablishedforthepurposeofcarryingonimportandexportbusinessaswellasotheractivitiesinconnectionwithforeigntrade.2.Introducingbrieflythebusinessscopeofyourfirm.（概要介绍自己的业务）PartThreeTypicalSentences

(8)OurcooperationisspecializedintheexportofChinesefoodproducts.Theproductssellwellinvariouscountries.(9)Ourlinesaremainlyvariouskindsofelectricalproducts,andwehaveofficesorrepresentativesinallmajorcitiesandtownsinJapan.(10)Weareactiveincommercialintercoursewithvariouscountriesanddistrictsinthetradeandfinancialcircles2.Introducingbrieflythebusinessscopeofyourfirm.（概要介绍自己的业务）PartThreeTypicalSentences

(1)Yourletterexpressingthehopeofenteringintobusinessconnectionswithushasbeenreceivedwiththanks.(2)WeacknowledgewiththanksthereceiptofyourletterofSeptember10,2010.(3)YourletterofOctober21,2010,addressedtooursistercorporationinShanghaihasbeenreceivedwiththanks.(4)Asrequested,weareairmailingtoyou,underseparatecover,asampleeachofArticleNumbers1025and1026foryourreference.(5)Abookletincludingageneralintroduction,thescopeofbusinessandtopicsisenclosedforyourreference.(6)Ifyouhaveinterestinestablishingbusinessrelationswithusinthisline,pleaseletusknowyourspecificrequirements.Wewillbepleasedtoforwardsamples,cataloguesaswellasdetailedinformation.(7)Weassureyouthatwewillgiveourbestattentiontoanyinquiriesfromyou.(8)Shouldtherebeanythingelsewecandoforyou,pleaseletusknow.4.Sentencesusedinreplyingletters.（复函用句）PartFourSample1RequestingfortheEstablishmentofBusinessRelationsDearSirs,FromtheE-mailthatwasreceivedfromourTorontoOffice,weknowthatyourfirm1isofgoodstandingandreliabilityinToronto.WeunderstandthatyouareparticularlyinterestedintheexportofvariouspaperstoChina.Inrecentyears,wehavedonebusinesswiththelargestandmostprominentfirmsinyourarea2

,Asiswellknown3

toyou,thepossibilitiesofimportingtheforeignproducts4areverygreathere.Weareconfidentthat5

wewillbeabletogiveyoulargeordersifthedelivery,priceandqualitymeetourrequirements.Bythisletter,wearecontactingyouwithinterestto6

enterintobusinessrelationshipwithyourcompany.Wehopethatwemayreceiveyourcatalog7

soonaswellasotherprintedmaterialsforreference.Welookforwardtoestablishinggoodbusinessrelationshipwithyousoon.YoursSincerely,Notes返回1.“firm”指“公司､商号”｡英语中表示公司的词很多,常用的有:company,corporation,firm,以及后面出现的house等｡股份有限公司常用“Co.Ltd.”或“Corp.Inc.”表示,前者是“companylimited”的缩写,后者是“corporationincorporated”的缩写｡2.“inyourarea”(district/place/territory)这是外贸函电的常用语,常译作“你地”､“你处”或“你们地区”,也可以用“atyourend”表示｡如：Iamsureyou’llfindareadymarketatyourend.3.“asiswellknown”是非限制性的定语从句,修饰整个句子｡关系词“as”在句中做主语｡e.g.asisusualthecase情况常常如此;asyouknow如你所知.4.product:ducedbygrowingormadeinafactory产品

e.g.Wearehandlinglightindustrialproducts.cf:produce,production,goods,article,item,merchandise,material,cargoproduce:sth.thathasbeenproducedesp.bygrowingorfarming农产品,土产

e.g.TheyareregularbuyersofChina’duction:amountproducedesp.forthoseproducedinacertainperiod产量,某时期制造或生产的批量产品e.g.Weareonlyinterestedin2005production.Notes返回5.Weareconfidentthat...我们深信……beconfidentthat...对……有信心/确信

e.g.Weareconfidentthatwecanpushthesaleofyourproductsinthismarket.

我们确信能在此市场推销你方产品｡

注意该句型的搭配变化和用法｡beconfidentof...e.g.Weareconfidentofpersuadingourcustomertoplaceatrialorder.

我们有把握说服客户试订｡haveconfidencein...e.g.I’msorryIdon’thaveconfidenceinthatfinancialinstitution.

对不起,我对那家金融机构信不过｡haveconfidencethat...e.g.Ihaveconfidencethatthequalityofourproductswillbetoyoursatisfaction.

我相信我们产品的质量会令你们满意｡6.“wearecontactingyouwithinterestto...”也可以表述为“weareexpressingourinterestto...”｡Notes返回7.catalog(catalogue):anenumerationofitems,listedwithdescriptivedetail.Itisusuallyalist,intheformofabook,ofgoodsforsalewithorwithoutpricesorpictures商品目录

cf:brochure,pamphlet,leaflet,booklet,prospectusbrochure:asmallbookconsistingofafewpagesinapapercover;descriptive,advertisingmaterialinthisform宣传小册子

pamphlet:anunbound,printedpublicationwithnocoverorapapercover一种未经装订的､无需封面的简易宣传材料

leaflet:asinglesheetorprintedpaper,sometimesfoldedtoformseveralpages,containingmattereitheradvertisingaproductorgivingdirectionsonhowtouseit.Itisusuallyhandedoutfree.免费派发的活页宣传单

booklet:justa“littlebook”,orapamphlet小本本

prospectus:aleaflet,oraprintedpapergivinginformationaboutaproduct.Itisusuallyaprintedstatementthatisdistributedtoprospectivebuyersorinvestors.产品说明书NotesSample2“line”指的是行业,所以这里有“经营范围,产品范围”之意｡2.Arangeof:一些列的。也表达为“full/widerangeof”,指“全系列的”3.“forward”在这里与“send”同义,指“寄,发”｡4.“withoutdelay”是外贸函电常用语｡除此以外还可以说:soon,assoonaspossible,thesoonestpossible,atonce,immediately,withtheleastpossibledelay等｡Priorto:先于，在……之前6.Creditinvestigation：资信调查。有时在要求建立业务关系的往来信函中明确要求对方提供往来银行的名称、账号等信息以供资信调查。有些客户还会主动提供自己的相关信息以便对方查询。有关资信调查的详细内容可参见下一单元。Sample31.“wearegiventounderstandthat...”相当于“welearnedthat...”｡“leading”这里指“主要的”､“占主导地位的”｡也可以表达为“major”,“large”｡3.dealer:经销商4.“competitiveprices”这里指“有竞争性的价格”,即优惠价｡也可以表达为:attractiveprices,bestprice,lowestprice,bottomprice等｡5.regarding:指“关于”。表达该意思的词或短语很多，常用的有withregardto,referringto,asto,about,withreferenceto以及inregardto等。返回PartFourSample4ReplytotheSample3DearSirs,Weacknowledgewiththanksthereceiptof1

yourletterofSeptember10,2007,informingusofyourinterestinourproduct.Welookforwardtoestablishingpositivebusinessrelationshipwithyourcorporation.Weareastate-ownedcorporation2

specializingintheexportofChineselightindustrialproducts.Weareconvincedthat3

ourjointbusinesseffortswillbetoourmutualbenefit.Asrequested4,abookletincludingageneralintroduction,thescopeofbusinessandothertopicsisenclosedforyourreference.Shouldyourequireanyfurtherinformation,pleasedon’thesitatetoletusknow5.Yoursfaithfully,Notes返回Sample41.“acknowledge”原意指“承认”,“acknowledgethereceiptof...”则是“告知收到……”的意思｡本句可译为“收到你们……的信,谢谢!”现代英语中,这种表达已经较为陈旧,大多商人草拟信函时更多地使用简单直接的“Thankyoufor...”｡state-ownedcorporation国有公司3.“Weareconvincedthat...”即“我们深信……”,与“Weareconfidentthat...”意思相同｡4.Asrequested意思是“按照要求（请求）”，是外贸函电的常用短语，可以看作是“asitisrequested”的省略句。在外贸函电中这种类型的表达很多。如：“asstated”(如所述)、“asagreed”(如所约)、“asstipulated”（如所规定）、“asabove-mentioned”(如上所述)等。5.注意当你觉得别人有可能会向你索要东西时才使用“Pleasedon’thesitateto...”这个句型｡如果是希望对方向你提供材料,则不要用这个句型,而是用“Wewouldappreciateit/beobliged/begratefulifyouwould...”这个句型,或者只用“Please...”也可以｡PartFive1.PutthefollowingEnglishintoChinese.(1)BeginningTraining商务参赞办公室(1)CommercialCounselor’sOffice(2)IndustrialChambers行会(3)businessline业务范围本着做……的意愿；以……为目的(4)withaviewto(doing)sth.

(5)Enclosedis(are)our…/Weencloseour…

随函附寄……PartFive1.PutthefollowingEnglishintoChinese.(2)(7)atyourend/inyourplace(area,district)在你处（地）(10)OntherecommendationofChanbersofCommerceinTokyo,wehavelearnedwithpleasurethenameofyourfirm.由于东京商会的推荐，我们高兴地得知贵公司的名称。(8)Please(don’thesitateto)letusknow/informus.

务请告知。(6)a(wide/full)rangeof一(全)系列我们期待收到贵方即时的好消息。(9)Welookforwardtoyourfavorableandpromptreply.PartFive1.PutthefollowingEnglishintoChinese.(3)(11)ThroughthecourtesyofMr.Bush,wearegiventounderstandthatyouareoneoftheleadingimportersofelectricgoodsinyourareaandwishtoenterintobusinessrelationswithus.

承蒙布什先生介绍，我们得知贵公司是当地主要的电子产品进口商之一，且希望与我们建立业务关系。(12)Wenowavailourselvesofthisopportunitytowritetoyouwithaviewtoenteringintobusinessrelationswithyou.

(13)Ourcorporationisestablishedforthepurposeofcarryingonimportandexportbusinessaswellasotheractivitiesinconnectionwithforeigntrade.

本公司是以经营进出口业务以及从事与对外贸易有关的活动为宗旨建立的。我们借此机会致函贵公司，希望建立业务关系。PartFive1.PutthefollowingEnglishintoChinese.(4)我们预料你方产品在我方市场有着广阔的前景，我们保证随时给予你方密切合作，盼速复。Weforeseeabrightprospectforyourproductsinourmarket.Welookforwardtohearingfromyouandassureyouofourclosecooperationaralltime.本公司专营电子产品出口业务，产品行销世界各地。(15)Thecorporationisspecializedintheexportbusinessofelectronicproducts,whichsellwellinvariouscountries.PartFive2.Readthefollowinglettersandchoosethebestonefromthegivenanswersforthemissingprepositions.to;at;of;with;in;on;for;from;onto;into;byDearSirs,Weknowthatyouareoneoftheleadingimportersoflightindustrialproducts(1)youendandtakethepleasure(2)addressingthislettertoyou(3)thehopeofestablishingbusinessrelationswithyou.

Wespecialize(4)theexportationofChineselightindustrialproductsthathaveenjoyedgreatpopularityinworldmarkets.Weencloseacopyofourcatalogue(5)yourreferenceandhopethatyouwouldcontactusifanyitemisofinteresttoyou.Yoursfaithfully,Letter1in____for_____at_____of_____with_____PartFiveto;at;of;with;in;on;for;from;onto;into;byLetter2DearSirs,Wehaveobtainedyouraddress(1)afriendofmineinSanFranciscoandwishtoenter(2)businessrelations(3)you.Yourproductsaresoattractivethatweareconfident(4)securinglargeordersforyouifyourofferiscompetitive.Weshallbeobligedifyoucouldsendusquotationsandsamplebooks.Welookforward(5)yourfavorablereply.Yoursfaithfullyof____with_____from______into______to____PartFiveIntermediateTraining1.PutthefollowingChineseintoEnglish.(1)establishbusinessrelations,enterintobusinessrelations,establishbusinessconnections,enterintobusinessconnections

(1)建立业务关系(2)专营……;经营……specializein…,engagein…,handle…,dealin…Wewouldappreciateit/begratefulifyouwould…(3)如蒙……我们将不胜感激(4)(仅)供参考foryourinformation/reference(only)PartFive1.PutthefollowingChineseintoEnglish.(2)(5)达成交易

conclude/closethebusiness/transaction/deal(7)按要求；应……要求做某事asrequested/todosth.uponsb’pany/corporation/firm/house(6)公司(8)我们是国营公司,专门经营桌布出口业务｡

Weareastate-operatedcorporationspecializingintheexportoftable-cloths.PartFive1.PutthefollowingChineseintoEnglish.(3)(9)特来函自我介绍,作为淡水珍珠的出口商,我们在这一业务方面有着多年的经验｡Wewritetointroduceourselvesasexportersoffreshwaterpearlshavingmanyyears’experienceinthisparticularlineofbusiness.(10)我们冒昧自荐,希望和你们做生意｡Wetakethelibertyofwritingtoyouwithaviewtodoingbusinesswithyou.

(11)来函收悉,得知贵方愿与我方建立业务关系,谨表谢意｡Yourletterexpressingthehopeofestablishingbusinessconnectionswithushasbeenreceivedwiththanks.PartFive1.PutthefollowingChineseintoEnglish.(4)(12)我们特此致函,愿为发展双方贸易提供机会｡Wearenowwritingyoufortheopportunityofdevelopingtradebetweenus.

(14)随函附上公司概况､业务范围和其他方面的小册子一本,供参考｡Abookletincludingageneralintroduction,thescopeofbusinessandothertopicsisenclosedforyourreference.

(13)我们从《商业杂志》上得知贵公司的名称和地址｡WehaveyournameandaddressfromTheJournalofCommerce.PartFive1.PutthefollowingChineseintoEnglish.(5)承蒙哈维公司的介绍，我们了解到贵公司在世界各地供应高质量的视频。很高兴告知你们我国对各种外国食品的需求量很大。ThroughthecourtesyofMessreHarvey&Co.,wehavelearnedthatyouhavebeensupplyingthebestqualityfoodsallovertheworld,andwearesurethatthereisalargedemandforvariousforeignfoodsinourcountry.PartFive2.Supplythemissingwordsintheblanksofthefollowingletter.Thefirstlettersaregiven.DearSirs,ThankyouforyourletterofAugust20,(1)iusthatyouareinthe(2)mforChinesetoys.Togiveyouageneralideaofthegoodsweare(3)din,wearesendingyoubyairacompletesetofour(4)sbookstogetherwithfull(5)dofourexportpricesandtradeterms,whichwehopewillreachyouinduecourse.Ourgoodsareenjoyingfastsalesinmanycountriesfortheirfine(6)qandreasonable(7)pinspiteoftheriseinthecostofrawmaterials.Wearegladtosaythatallthegoodsli