外贸英文函电 课件 第2章 建立业务关系

Chapter2EstablishingBusinessRelationsBusinessLetters主讲：XXXIntroduction01.SpecimenLetters02.UsefulExpressions03.ContentExercises04.Chapter2EstablishingBusinessRelationsEstablishingBusinessRelationsTheestablishmentofbusinessrelationsmeanssettingupbusinessconnectionsbetweentwocompanieswhohavenobusinessdealingswitheachotherbefore.Toestablishbusinessrelationswithpotentialclientsisvitaltostartanddevelopthebusinessforcompanies.Toenlargethebusinessandincreasetheturnover,nomatteranewdealeroranoldoneshouldattachmuchimportancetoestablishingbusinessrelationswithprospectivepartners.LearningObjectives1.Toknowthechannelsofobtainingcommercialpartners;2.Tocomprehendtheessentialcontentofalettertoestablishbusinessrelations;3.Tomastersomerelevantandusefulexpressions.Chapter2EstablishingBusinessRelations0102032.1.1SourceofCustomerChannels

2.1.2ContentofTheseLetters2.1IntroductionChapter2EstablishingBusinessRelationsObviously,nocustomer,nobusiness.Ifafirmintendstoopenupnewmarketstosellproductsorpurchasematerialsfromforeigncompanies,itshouldsparenoefforttolookfornewmerchants.Thefollowingchannelsareavailablesourcestoobtaineffectiveinformationaboutprospectiveclients:* advertisementsinnewspaper,periodicalsoronTV;* Internet;* recommendationsbyabusinessfriendoraclient;* banks;* CommercialCounselor’sOffice;* ChambersofCommercebothathomeandabroad;* exhibitionsandtradefairs;* self-introductionbymerchantsthemselves.2.1.1SourceofCustomerChannelsChapter2EstablishingBusinessRelationsThroughtheaboveeffectiveways,theycanchoosetheprospectivefirmsandtrytoestablishbusinessrelationshipwithappropriateonesasmanyaspossibleviadifferentmeanssuchaswriting,contactattheexhibitionsandfairsandmutualvisitsbytradedelegationsandgroups.Amongtheabovemethods,writingisthemostfrequentlyusedone.2.1.1SourceofCustomerChannelsChapter2EstablishingBusinessRelationsAletterseekingcooperationwiththetargetcompanyshouldcontainthefollowinginformation:2.1.2ContentofTheseLettersChapter2EstablishingBusinessRelations1)ThesourceoftheinformationTellingtheaddresseeshowandwheretheirnamesandaddressareknown2)Self-introducingCompany’smainbusinessscope3)HisintentionIndicatinghispurposeanddesire4)ExpectationoffuturecooperationandearlyreplyIfawriterintendstoimportsomething,hecanalsomakearequestforcatalogue,samples,pricelists,etc.Thelettershouldbewrittenconciselyandcourteouslysoastoleaveagoodimpressiononthereceiver.Whenreceivingaletterseekingcooperation,besuretoanswerinfullwithouttheleastdelaywithcourtesyandsincerity.Forlettersinreply,thereareseveralpointswhichshouldbeincluded:2.1.2ContentofTheseLettersChapter2EstablishingBusinessRelations1)Expressingthanksfortheincomingletterorstatingletter-replyingpurpose2)Indicatingclearlywhetherheacceptstheproposalornot(giveareasonifhedeclinesit)3)Indicatingtheactionheisgoingtotake4)EndingtheletterwithapositivenoteforfurtherbusinessLetterstoDifferentOrganizationsforReferralRetentionLettersSeekingCooperationRepliestoLettersSeekingCooperation2.2SpecimenLettersChapter2EstablishingBusinessRelationsLetter1AnExporterWritesaLettertoaBank2.2.1LetterstoDifferentOrganizationsforReferralRetentionDearSirs,Thankyouforyourcooperationinourbusiness.Atpresent,wekeenlywanttoenlargeourtradeinvariouskindsoftyres,butunfortunatelynotmanypropercustomersarefoundinSouthChina.Therefore,weshallbeobligedifyouwillkindlyintroducetoussomeofthemostcapableandreliabletyreimportersinyourdistrict.Wearelookingforwardtoyourearlyandfavourablereply.Yoursfaithfully,(Signature)Chapter2EstablishingBusinessRelationsLanguagepoints：1.exportern.出口商；出口公司；出口国e.g.WiththeexpandedproductionofNorthSeaoilandgas,theUKhasbecomeanetexporteroffuel.随着北海石油和天然气产量的扩大，英国已成为燃料的净出口国。相关词语：importern.进口商；进口公司；进口国2.cooperationn.合作e.g.Astudywasundertakenincooperationwithoilcompanies.与石油公司合作进行了一项研究。Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention3.enlargeourtrade

扩大公司业务e.g.Weapproachyoutodayinthehopeofestablishingbusinessrelationswithyouandexpect,byourjointefforts,toenlargeourtrade.我们今天致函贵公司，希望与贵公司建立业务关系，并希望通过我们的共同努力扩大公司业务。相似表达：expandourbusiness扩大公司业务enlargeourbusinessscope扩大公司业务范围extendourrange扩大业务范围Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention4.Weshallbeobligedif…

如蒙……我们将非常感激e.g.I’dbeobligedifyou’dtreatthismatterasstrictlyconfidential.如果您能对此事严格保密，我将非常感激。Iammuchobligedtoyou.我非常感谢你。5.lookforwardtodoingsth.

盼望做某事e.g.Ilookforwardtohearingfromyou.盼望着收到你的信。相似表达：await/expect/hopetoreceiveChapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention6.favourable

adj.赞成的；有利的（1）表示赞同某事或表示对某人、某事有利，后接介词to。e.g.Wearefavourabletoyourtermsandconditionsofthistransaction.我方同意你方对这个交易的条件。Themarkethassochangedastobefavourabletothesellers.市场变为对卖方有利。（2）如果表示对某种行为有利，则一般接介词for。e.g.Thetimeisnotfavourableforthedisposalofthegoods.现在不是卖货的有利时机。7.reply

n.回复，回函e.g.Yourearlyreply(promptattention/immediateresponse)willbehighlyappreciated.如蒙早日回复，不胜感激。常用搭配：inreplytosth.答复某事其他用法：replyv.回复Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetentionLetter2ALetterAddressedtotheChamberofCommerceAbroad2.2.1LetterstoDifferentOrganizationsforReferralRetentionDearSirs,WewritetointroduceourselvesasproducersandexportersofChinesemanualcarpetswithmanyyears’experienceinthislineofbusiness.Establishedmorethanhalfacenturyago,thiscorporationhasproducedvariouscarpetsandwonagoodreputationathomeandabroad.Juncocarpet,ourtraditionalhand-madeproduct,iswell-knownforitsfinequalityandattractivedesigns.Ithasabsorbedtheessenceofancientandmodernart,andthusbeingpraisedasoneofthepearlsoforientalart.Atmanyinternationalfairsithasbeenawardedgoldmedals.Foryearswehaveconstantlyrevisedourcarpetstogoalongwiththechangeintheworldmarket.Nowadayswecanalsoacceptordersforcarpetstobemadeaccordingtoinstructiontomeettheindividualrequirementsofthemasses.Inordertoacquaintyouwithourproducts,weenclosedseveralpamphletscoveringthemainitemsweproduceforyourreference.Chapter2EstablishingBusinessRelationsLetter2ALetterAddressedtotheChamberofCommerceAbroad2.2.1LetterstoDifferentOrganizationsforReferralRetentionWe’dliketoenlargeourtradeinGermany,butunfortunatelyhavehadnogoodconnectionsintheeasternpartofthecountry.Therefore,wewouldbemostgratefulifyoucouldkindlysendusthedirectoryoftheimportersinyourdistricttohelpusestablishdirectbusinessrelationswiththepartiesconcerned.Anditwouldbefurtherappreciatedifyoucouldrecommendustosomeofthemostcapableandreliablefirmswhoareinterestedinourmanualcarpets.Thankyouinadvanceforyourfavourablecooperationandassistance.Yoursrespectfully,TianjinCarpetCorporationGeneralManagerChapter2EstablishingBusinessRelationsLanguagepoints：1.producern.

生产商，制造商e.g.Inmorerecentdecades,Chinahasgraduallyrecaptureditspositionastheworld’sbiggestproducerandexporterofrawsilkandsilkyarn.最近几十年，中国逐渐恢复了世界上最大的生丝和绢丝生产国与出口国的地位。相似词语：manufacturer制造者，厂商maker制造商2.experience

n.经验e.g.Ihavefirst-handexperienceofrunningacompany.我有办公司的亲身经验。Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention3.inthislineofbusiness

经营范围，从事行业e.g.Wehavebeeninthislineofbusinessformanyyears.我们经营这项业务已有多年。相似表达：businessline,businessscope,frameofbusiness,inthefieldof4.corporation

n.公司，（常由几个较小公司组成的）大公司e.g.IBMisoneofthebiggestcorporationsintheworld.国际商用机器公司是世界上最大的公司之一。5.reputation

n.名誉，名望e.g.Overtheyears,thecompanyhasgainedareputationformakingqualityproducts.这些年来，这家公司获得了生产优质产品的声誉。6.goalongwith跟随，搭配e.g.WearelookingforanewUSBdevicetogoalongwithourdesktop.我们正在寻找一款新的USB装置来搭配我们的台式机。Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention7.themasses民众，平民e.g.Theshopassistantssellgoodsfromdoortodoorfortheconvenienceofthemasses.售货员送货上门，便利群众。8.acquaint

v.使熟悉，使了解，使认识(l)acquaintsb.withsth.让某人了解……e.g.Willyoupleasesendusyoursamplessoastoacquaintuswiththematerialandworkmanshipofyoursupplies?为了让我方了解你方供货的材料和工艺，可以寄来你方的样品吗？相似表达：informsb.ofsth.;tellsb.sth.(2)be/getacquaintedwithsth./sb.熟悉；了解；认识e.g.Wearenotacquaintedwiththesearticles.我们不熟悉这些商品。Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention

9.enclosevt.附在信里，随函e.g.Weencloseourpricelistforyourreference.附上价格表供您参考。在商务信函中，常用下列表达方式：Enclosedisachequewithourorder.随订单寄去一张支票。Enclosedpleasefindanagendaforthemeeting.随附会议的日程表，请查收。10.pamphletn.小册子e.g.Togiveyouageneralideaofourproducts,wearesendingyouunderseparatecoveracataloguetogetherwiththreepamphletsforyourinformation.为使贵方对我方产品有一个大致的了解，另封寄上一份目录和三本小册子，供贵方参考。相似词语：catalog(catalogue)目录brochure,booklet小册子leaflet单张说明书，广告单，宣传页Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention11.foryourreference

供贵方参考e.g.Accordingtoyourrequireson20January,weenclosedalistforyourreference.根据贵方1月20日来函要求，现附寄一份目录。相似表达：foryourconsideration供您参考foryourinformation供您参考，特告知12.directoryn.目录；姓名地址录e.g.Yahooistheoldestandbest-knownWebdirectoryservice.雅虎是提供网上目录检索服务最早、最知名的网站。常用搭配：tradedirectory行业名录，贸易商名录Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention13.establishbusinessrelationswith建立业务关系注意：relations必用复数；business可用trade替代。e.g.Asarticlesofthiskindfallwithinthescopeofourbusinessactivities,wetakethisopportunitytoexpressourwishtoestablishbusinessrelationswithyou.由于此类商品属于我方的业务范围，我方借此机会表示希望与贵公司建立业务关系。常用搭配：toestablish

direct(直接的)

relationswith...

pleasant(愉快的)

friendly(友好的)

good(良好的)

mutuallybeneficial(互利的)

close(密切的)

相似表达：businessassociation业务联系，交往；businessconnection业务联系；businesscontact业务关系Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention14.appreciatevt.感谢，感激（可接动名词，不可接不定式）；理解，体会e.g.Wehighlyappreciateyourkindcooperation.我方十分感激你方的友好合作。Itwillbegreatlyappreciatedifyouwillsendusyoursamplesimmediately.如能立即寄来你方样品，我方将不胜感激。相似表达：begratefulfor15.recommendvt.推荐，介绍e.g.Wouldyourecommendtheproductyouusedtoyourfriendorotherpersons?你会推荐你使用过的商品给朋友或其他人吗？Iwillrecommendourtyresforyourcar.我方给你的车推荐我方轮胎。Thistypeishighlyrecommended.强烈推荐这款。Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetentionLetter3Self-IntroductionbyanExporter2.2.2LettersSeekingCooperationDearSirs,WehavelearnedfromourCommercialCounselor’sofficeinLondonthatyouareinterestedinimportingChineseCottonPieceGoods.Asthisitemfallswithinthescopeofourbusinessactivities,weshallbepleasedtoenterintodirectbusinessrelationswithyouatanearlydate.

Inordertogiveyouageneralideaoftheproductsnowavailableforexport,wesendyouacopyofourlatestcatalogueandapricelist.Quotationsandsamplebookswillbeairmailedtoyouuponreceiptofyourspecificenquiry.

Welookforwardtoyourearlyreply.Yourssincerely,(Signature)Chapter2EstablishingBusinessRelationsLanguagepoints：1.item

n.商品e.g.Afullrefundwillbegiveniftheitemisfaulty.如货有瑕疵则退回全部货款。相似词语：product,produce,production,article,goods,merchandise,cargo2.fallwithin

thescopeofourbusinessactivities属于我方的经营范围e.g.Wearegladtoinformyouthatthearticlesrequiredbyyoufallwithinthescopeofourbusinessactivities.我方很高兴告诉你方，你方所要的商品属于我方的经营范围。相似表达：bewithin(liewithin,comeunder)thescopeofourtradeactivitiesbewithin(liewithin,fallwithin)ourbusinessscopeChapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation3.enterintodirectbusinessrelationswithyou与你方建立直接业务关系e.g.Inordertoextendourexportbusinessinyourcountry,wewishtoenterintodirectbusinessrelationswithyou.为了能在贵国扩大我方的出口业务，我方希望能与你方建立直接业务关系。相似表达：establish(buildup,enterinto,setup)businessrelationship建立业务关系4.availableadj.可利用的e.g.Allourproductsareavailablebymailorder.我方的商品都可以邮购。相似词语：suppliableadj.可供应的Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation5.latestcatalogue

最新目录e.g.Wearesendingyouunderseparatecoverbyairmailthelatestcatalogue.我方另封航空寄去最新目录。常用搭配：productcatalogue产品目录

illustratedcatalogue带插图的目录，图解目录

classifiedcatalogue分类目录Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation6.quotation

n.报价e.g.Inreplytoyourenquirydated28November,wearesendingyouherewithourquotation,alongwithvarioussamplesofleatherglovescloselyresemblingtowhatyouwant.应贵方11月28日来函询问，现寄上我方的报价和几副式样不同但与贵方要求近似的皮手套样品。Weshouldbeobligedifyouwouldgiveusaquotationforthesupplyof100kitchencupboards.如能向我方报100个橱柜的价格，我方将不胜感激。常用搭配：quotationtable/quotationlist价目表

send/give/make/emailsb.aquotationfor/onsth.向某人报某商品价格

quotationofsth.若买方提到卖方已对某货做出的报价时用ofChapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation7.sample

n.样品e.g.Weareinthemarketforthefollowingitemsandshouldbegratefulifyouwouldsendussamplesofthesame.我方打算购买下列产品，如贵方能寄来其样品，我方将非常感谢。常用搭配：originalsample原样 duplicatesample复样countersample对等样品 representativesample代表性样品referencesample参考样品 sealedsample封样8.airmail

vt.航空邮寄e.g.Wehavealready,underseparatecover,airmailedtoyousamplesofthreekindsoffamousChineseteanowavailablefromstock.我方已另封航空邮寄给贵方目前有货的三种中国名茶样品。其他用法：airmailn.航空邮件e.g.Pleasesendthisparcelviaairmail.请用航空件邮寄这个包裹。Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation9.uponreceiptof

一收到……就e.g.Uponreceiptofyourspecificenquiry,wewillquoteyouourbestpriceCIFShanghaiimmediately.一旦收到你方具体询盘，我方将立即给你方报最优惠的上海到岸价。10.enquiry

n.询盘；询问（英国人常用，美国人常用inquiry）e.g.Thanksforyourenquirydated18May;wearenowsendingyouourlatestprice

listforyourreference.感谢你方5月18日的询价，随函寄去我方最新价目单以供参考。常用搭配：specificenquiry具体询盘Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLetter4AManufacturerWritestoanImporterDearSirs,

WeoweyournameandaddresstotheChamberofCommerce,London,whoinformedusthatyouareinthemarketforgardentools.

Weareoneofthelargestgardentoolsmanufacturersinourcountryandhavebeenhandlingvariouskindsofgardentoolsforabout20years.Weapproachyoutodayinthehopeofestablishingbusinessrelationswithyouandexpect,byourjointefforts,toenlargeourbusinessscope.

Inordertoacquaintyouwithourbusinesslines,weencloseacopyofourillustratedcataloguecoveringthemainitemssuppliableatpresent.Ifyouareinterestedinanyoftheitems,pleasetellusbyfax.Wewillgiveyouourlowestquotationsandtryourbesttocomplywithyourrequirements.Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLetter4AManufacturerWritestoanImporter

Ourcustomersarealwayssatisfiedwithourproductsandtheserviceafterthesale.Webelievethatyouwillbe,too,afterwedobusinesstogether.

OurbankeristheBankofWestminster,London.Theycanprovideyouwiththeinformationaboutourbusinessandfinances.Wearelookingforwardtoyourearlyreply.Yoursfaithfully,(Signature)Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLanguagepoints：1.Weoweyournameandaddressto…承蒙……告知贵公司的名称和地址e.g.WeoweyournameandaddresstoABCcompany.承蒙ABC公司的介绍，我方得知了贵公司的名称与地址。相似表达：Weareindebtedto…foryournameandaddress.Throughthecourtesyof…,wecometoknowyournameandaddress.2.inthemarketfor

欲购，求购e.g.WehaveheardfromChinaCouncilforthePromotionofInternationalTradethatyouareinthemarketforelectricfans.我们从中国国际贸易促进委员会获悉，你们有意购买电扇。Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation3.approach

vt.与……接洽（和contact同义，但被动语态用approach较多）e.g.Pleaseapproach(contact)themagain.请再与他们联系。Wehavebeenapproachedbyseveralbuyersforthesupplyofwalnuts.已有几家买主与我们接洽核桃的供应。4.inthehopeof

希望e.g.HavingobtainedyournameandaddressfromBankofChinabranchinNewYork,wearewritingtoyouinthehopeofestablishingbusinessrelationswithyou.我们从中国银行纽约分行获悉了贵公司的名称和地址，特此致函，希望与贵公司建立业务关系。Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation5.by(our)jointefforts

共同努力e.g.Itisourhopetopromote,byjointefforts,bothtradeandfriendshiptoourmutualadvantage.我们希望通过共同努力促进贸易和友谊，使双方都受益。6.enlargeourbusinessscope扩大公司业务范围e.g.Weareastateownedenterprise,andarekeentoenlargeourbusinessscope.我方是一家国有企业，希望扩大我方的业务范围。相似表达：expandourbusiness扩大公司业务enlargeourtrade扩大公司业务extendourrange扩大业务范围extendouroverseatrade扩大公司的海外贸易Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation7.coveringthemainitems涵盖主要商品e.g.Weencloseacopyofourexportlistcoveringthemainitems.随函附上涵盖主要商品的一份出口清单。8.complywith依照，符合e.g.Wehopeyouwillbeabletocomplywithourrequest.希望你方能按我方要求办理。相似表达：conformwith,agreewith其他用法：incompliancewith依从，按照9.provideyouwith

为您提供e.g.Wewillprovideyouwithverycompetitiveprices,highqualityproductsandqualityservices.我们将为您提供极具竞争力的价格﹑高品质的产品及优质的服务。Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLetter5ALetterfromanImporterGentlemen,

AsyournameandaddresswerelistedintheInternationalBusinessDaily,wearewritinginthehopeofopeninganaccountwithyourcompany.

WeareoneoftheleadingimportersandwholesalersofvariouslightindustrialproductsinLondon,havingabusinessbackgroundofsome40years,andarenowparticularlyinterestedinlightindustrialproductsofalltypes.Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLetter5ALetterfromanImporter

Inordertoletushaveabetterunderstandingofyourproducts,wouldyoupleasesendusbyreturnmailcataloguesandpricesofyourproductswithfulldetails.Uponreceiptofsuchmaterials,weshallseewhatitemsareofinteresttousandpassourenquiriestoyou.

Ifyouneedmoreobjectiveinformationconcerningourcredit,pleaserefertotheMidlandBank,London.

Weanticipatethepleasureofhearingfromyouinthenearfuture.Trulyyours,(Signature)Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLanguagepoints：1.openanaccountwith

建立账户往来关系e.g.Wehavebeendoingquitewellinourbusiness,wearewillingtoopenanaccountwithyou.我方的生意一直做得不错，诚望能与你方建立账户往来关系。2.leading

adj.主要的；领导的e.g.Asoneoftheleadingexporters,wehavebeenhandlingvariouskindsofChineseleatherproductsforabout10years.作为主要出口商之一，我们经营各种中国皮革产品已有10年左右的历史。Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation3.lightindustrialproducts轻工业产品e.g.Wearetheexporteroflongstandingandhighreputation,engagedinexportationoflightindustrialproducts.我方是信誉卓越的出口商，长期经营轻工产品的出口业务。常用搭配：lightindustry轻工业 heavyindustry重工业primaryindustry第一产业 secondaryindustry第二产业tertiaryindustry第三产业4.objective

adj.客观的e.g.IhopewhatImentionedabovecouldhelpyouhaveanobjectiveunderstandingofourcompany.我希望我的上述介绍能帮助你们对我们公司有一个客观的了解。其他用法：objectiven.目标Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation5.concerning

prep.有关，关于e.g.WehavereceivedmanycomplaintsfromthecustomersconcerningthetoothbrushesunderourOrderNo.1176.我方收到了许多客户对你方供应的1176号订单牙刷的投诉。6.creditn.信用，信誉e.g.Wesincerelyhopetohavealongtermcooperationwithallthecustomersintheworldwithourfavourablecreditstanding.我们真诚希望以我们良好的信誉与世界各地的客户建立长期的合作关系。常用搭配：creditcard信用卡Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation7.refertosth.提及；向……查询e.g.PleaserefertotheBankofChina,Xi’anBranchforourcreditstanding.请向中国银行西安分行查询我方资信情况。8.anticipate

vt.期待e.g.Weanticipatereceivingyourfurtherorders.我方期待收到你方的进一步订单。相似表达：lookforwardto,await,expectChapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLetter6AReplytoanImporter’sLetterDearSirs,

Thankyouforyourletterofthe16thofthismonth.Weshallbeverygladtoestablishbusinessrelationswithyourcompany.

Incompliancewithyourrequest,wearesendingyou,underseparatecover,ourlatestcatalogueandpricelistcoveringourexportrange.Wehavealsosentyousomesamplesforyourreference.

Paymentshouldbemadebyanirrevocableandconfirmedletterofcredit.

Ifyoufindbusinesspossible,pleasefaxore-mailusforoffers.Yourssincerely,ZhouDaichuanChapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperationLanguagepoints：1.atyourrequest

应您的要求，应贵方的要求e.g.Weareconsequentlyfullycommittedatthemomentandareunabletomakeyoutheofferatyourrequest.本公司暂不能承接订单，故无法按贵公司要求报价。相似表达：incompliancewithyourrequest/requirementsinaccordancewiththerequirementasrequired/asrequested/onrequest2.underseparatecover另函邮寄，在另函中e.g.Theinformationyourequestedisbeingforwardedtoyouunderseparatecover.现另函寄上所要资料。常用搭配：byseparatepost另函邮寄underthesamecover随函附寄Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperation3.irrevocableadj.不可撤销的e.g.We’llopenanirrevocableletterofcreditinyourfavorwithin10daysfromthedateofthecontract.从合同签订之日起，我们将于10天内开出以你方为受益人的不可撤销的信用证。4.confirmedletterofcredit

保兑信用证e.g.Eitherbecausethecreditamountistoolarge,orbecausehedoesnotfullytrusttheopeningbank,sometimestheexportermayrequireaconfirmedletterofcredit.要么因为信用证金额过大，要么因为对开证行不完全信任，出口商有时可能需要保兑的信用证。Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperationLetter7AReplytoanImporterDearMr.Lewis,

Yourfaxof23JuneinquiringaboutthepossibilityofimportingChinese-MadeElectricGoodsintotheUnitedKingdom,hasbeenpassedontousbytheChinaCouncilforthePromotionofInternationalTrade(CCPIT)inBeijing.

Weareastateenterprise,andarekeentoexpandourforeigntrade.However,wehavenobusinessintheUnitedKingdomuptillnow,andwouldbepleasedtodobusinesswithyouinthisline.Weencloseourlatestillustratedcatalogue,togetherwithourlatestpricelistandtermsandconditionsofsalesforyourreference.Anyspecificenquiriesfromyouwillreceiveourcarefulattention.Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperationLetter7AReplytoanImporterShouldyourequireanyfurtherdetailsaboutanyoftheabovementionedpoints,pleasedonothesitatetocontactus.Welookforwardtohearingfromyouinthenearfuture.Yourssincerely,WangQiheExportManagerEncs.:asstatedChapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperationLanguagepoints：1.inquire

v.询问……（常用于英国，美国多用enquire）e.g.IamwritingtoinquireyouaboutyouradvertisementinTheTimes.贵方在《泰晤士报》刊登广告，特此致函问询。2.astateenterprise国有企业e.g.Weareastateenterprise,handlingboththeimportandexportoftextiles.我们是一家国有企业，经营纺织品的进出口业务。相似表达：state-operatedcorporation国有公司state-ownedcorporation国有公司state-runenterprise国有企业Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperation不同性质企业的表示：collective-ownedenterprise集体企业individual-ownedenterprise私营企业private-ownedenterprise私营企业township/ruralenterprise乡镇企业jointventure合资企业foreignventure外资企业foreign-ownedenterprise外资企业3.arekeentodosth.热衷于做什么e.g.Itisclearthattheyareverykeentodobusinesswithusandtheywillbeimportantcustomersinthefuture.显然他们很想与我们做生意，并且未来会成为我们重要的客户。Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperation4.termsandconditionsofsales

销售条款和条件e.g.Buyersshouldalsopaycloseattentiontothetermsandconditionsofsales,suchaswhetherthereareanyhiddenextrasintheformofdeliverycosts.买方也应该仔细留意交易的条款及条件，例如是否要负担额外的运费。常用搭配：termsofpayment付款方式5.Shouldyourequireanyfurtherdetailsaboutanyoftheabovementionedpoints,pleasedonothesitatetocontactus.如果您需要以上信息的任何细节内容，请不必客气，随时与我们联系。（1）此句子是if引导的虚拟语气的倒装。若if条件句中有had、were、should时，可把if省略，将had、were、should置于句首，形成倒装句。（2）contactvt.与……联系；与……接触e.g.Forfurtherdetails,pleasecontactourlocaloffice.若想了解更多详情，请联系我们当地的分支机构。Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperationLetter8RefusingaRequestforanAppointmentDea