外贸英语函电Unit 2

Unit2

EstablishingBusinessRelations&InquiringCreditReferenceObjectivesTolearnmethodsofestablishingbusinessrelationships.Tolearnusefultermsandexpressionsusedinthisunit.Topracticewritinglettersforestablishingbusinessrelationships.StepstoestablishbusinessrelationshipsFirstofall,adealershouldtrytofindpartners.Secondly,hecansendletterstohispartnerswhointeresthim.Atlast,hemayexpresshisexpectationofcooperationandanearlyreply.PointsforAttention

GeneralStructureOpeningsentencePurposeofcontactingthecompanyAself-introductionAsanexporter:thequalityofyourproductsAsanimporter:thecommoditiesyouwanttobuy,thereferenceastoyourfirm’sfinancialpositionandbusinessstandingAnexpectationofanearlyreply

InformationChannelsP.24ChamberofCommerceathomeandabroad国内外商会Commercialcounselor’soffice商务参赞Tradedirectoriesofvariouscountriesandregions商务目录AdvertisementinmediaExhibitionsandtradefairs商品交易展览会MarketinginvestigationsEnquiriesreceivedfromforeignmerchants外商询盘Mutualvisitbytradedelegationsandgroups贸易代表团互访ThroughtheinternetSelf-introductionorintroductionfromhisbusinessconnections贸易客户的介绍LetterStudyUsefulsentencemenu-1HowtoobtainthenameandaddressofthecompanyWeoweyournameandaddressto……Havingobtainedyournameandaddressfrom……Welearnedyournameandaddressat/through……Yournameandaddresshavebeengiven/introducedtousby………hasadvisedustogetintouchwithyouconcerning…………hadreferredustoyoufor……Wewishtointroduceourselvestoyouas……Wearegladtosendyouthisintroductoryletter,……Wetakethelibertyofwritingtoyouwithaviewto……Throughthecourtesyof……wehavelearnedthat……Weareindebtedto…..foryournameandaddressand……Usefulsentencemenu-2建立商务关系establishbusinessrelationswithenterinto……openup……buildup……tradewithus……Usefulsentencemenu-3Self-introductionbeoneoftheleading/largeexportersorimportersof……specializein……beinthelineof……dealwithhandlecoverbeinterestedin……Sample1(ImporterWritestoExporter)DearSirs,WeoweyournameandaddresstotheCommercialCounselor’sOfficeoftheChineseEmbassyinPakistan,wearewritingyouinthehopeofestablishingbusinessrelationsbetweenus.Wehavebeenimportersofarts&craftsformanyyears.Atpresent,weareinterestedinvariouskindsofChineseartsandcraftsandwouldappreciateyourcataloguesandquotations.Ifyoupricesareinlinewiththeworldmarket,webelievewecanconcludebusiness.Yourearlyreplywillbeappreciated.Yourstruly,NissimPicherGeneralManagerFromwhichchanneldoesthewriterobtaintheinformationofthereader?Whatisthewriter’spurposeofwritingthisletter?Whatistheadvantagesofthewriter?Whatdoes“reference”meanhere?Questionsforthesampleletter1(P.25)Sample2(ExporterWritestoImporter)DearMr.Faulkner,HavingobtainedyournameandaddressfromMr.Anderson&Co.,Rotterdam,wewishtoinformyouthatwespecializeinbothIndustrialandPharmaceuticalChemicals,andshallbepleasedtoenterintobusinessrelationswithyou.Togiveyouageneralideaofourproducts,weencloseacompletesetofleafletsshowingvariousproductsbeinghandledbythiscorporationwithdetailedspecificationsandmeansofpacking.Quotationsandsampleswillbesentuponreceiptofyourspecificinquires.Ifyouareinterestedinourproducts,pleasecontactusthroughtheaboveaddress.Wehopebusinesswillbeconcludedowingtoourmutualefforts.Weshouldbeobligedifyoushouldgiveusanearlyreply.Yoursfaithfully,Hu

DongshengManagerSelf–introductionbyexporterQuestionsforthesampleletter2onpage28:Whatisthewriter’spurposeofwritingthisletter?Whatwouldthereaderdoiftheyareinterestedinthewriter’soffer?Whatwouldtheydoifnot?Exporter’sdesireofestablishingbusinessrelationsQuestionsforsampleletter3onpage31Fromwhichchanneldoesthewriterobtaintheinformationofthereader?Couldyouexplain“prospectivebuyer”?Whatwouldthereaderreceiveiftheywanttodobusinesswiththewriter?Questionsforsampleletter6&7on37:Whosereferenceisthatbank?Whatdoesthewriterwanttoknow?Whatistheconclusionofthebank?Whatlosswouldthebankassumeiftheirbusinessturnsouttobeafailure?LetterreferringtoabankreferenceandreplytotheaboveUsefulsentencePractice从英国商会得知贵公司的名字和地址，我们写信以期与贵公司建立业务关系。我们有幸自荐，我们是一家独家经营轻工业产品的国营公司，希望能与贵公司建立业务关系。我们冒昧写信以期与贵公司建立业务关系。承蒙史密斯先生介绍，获悉贵公司是你地轻工业产品的主要进口商。我们非常乐意在平等互利，互通有无的基础上与贵公司建立业务关系。由于这些产品属于我方经营范围，我们很高兴与你方建立业务关系。从英国商会得知贵公司的名字和地址，我们写信以期与贵公司建立业务关系。YournameandaddresshavebeengiventousbytheBritishChamberofCommerce,wearewritinginthehopeofestablishingbusinessrelationswithyou.我们有幸自荐，我们是一家独家经营轻工业产品的国营公司，希望能与贵公司建立业务关系。Wearegladtointroduceourselvestoyouasastate-openedcorporationdealingexclusivelyinlightindustrialgoods,hopingthatyouwouldliketoenterintobusinessrelationswithus.我们冒昧写信以期与贵公司建立业务关系。Wetakethelibertyofwritingtoyouwithaviewtobuildinguprelationswithyourcompany.承蒙史密斯先生介绍，获悉贵公司是你地轻工业产品的主要进口商。ThroughthecourtesyofMr.Smith,wehavelearnedthatyouareoneoftheleadingimportersofLightIndustrialinyourarea.我们非常乐意在平等互利，互通有无的基础上与贵公司建立业务关系。Wearewritingtoenterintobusinessrelationswithyouonthebasisofequality,mutualbenefitandexchangingwhatonehasforwhatoneneeds.由于这些产品属于我方经营范围，我们很高兴与你方建立业务关系。Astheseitemsfallswithinthescopeofourbusinessactivities,weshallbepleasedtoenterintodirectbusinessrelationswithyou.WritingPractice1我们在ＡＢＣ公司获得了贵公司的名称和地址，希望和你们建立贸易关系．我们一直在进口工艺品，目前我们对中国的工艺品很感兴趣，很希望获得你们的目录和报价．DearSirs,HavingobtainedyournameandaddressfromABCCompany,wearewritingyouinthehopeofestablishingbusinessrelationsbetweenus.Wehavebeenimportersofarts&craftsformanyyears.WeareinterestedinChineseartsandcrafts,andwouldappreciateyourcataloguesandquotations.Ifyourpricesareinline,wetrustimportantbusinesscanbematerialized.Yoursfaithfully,****WritingPractice2

我们市场调查发现贵公司是棉布(cottonpiecegoods)大买主．我们是北京地区最大的棉布供应商，非常希望建立贸易关系．随信寄上商品小册子和价格表一份．一收到具体的询价函，我们将立即航邮报价单和样品簿．DearSirs,Ourmarketsurveyinformusthatyouareabigbuyerofcottonpiecegoods.WeareoneofthebiggestsuppliersinBeijinginthisline,andhopetoestablishdirectbusinessrelationswithyouforexportingtoyou.Inordertogiveyouageneralideaofthevarietiesourgoodsforexport,weencloseabrochureandapricelist.Youwillreceiveourquotationsandsamplebooksbyairmailwhenwehaveyourspecificinquiry.(uponreceiptofyourspecificinquiry)Welookforwardtoyourfavorablereply.Yourfaithfully,****1.Wea