《Business letter 》课件Part III Business Letters in Internationa课件新的

PartIIIBusinessLettersinInternationalTrade

StudyGuideAsweallknow,businesslettersarewidelyusedcorrespondenceamongbusinessorganizationsorbetweenorganizationsandindividuals.Consequently,lettersininternationaltradeareofcrucialimportanceintheconductofbusinessactivities.Theyplayanessentialroleinacompany’scorrespondencewiththeoutsideworld.Therefore,inthispart,wewillintroducethebusinesslettersininternationaltrade.TherearetwoChapters:NegotiationoftheContract,andExecutionoftheContract.Thestudentsarerequiredtounderstandallkindsoflettersinthispartandtrytolearntheskillofwriting.3.1NegotiationoftheContract

3.1.1EstablishmentofBusinessRelations

StudyGuideBriefintroductionofestablishmentofbusinessrelationsEstablishingbusinessrelationswithnewcustomersisutmostimportantforenlargingscaleofbusinessonthebasisofcurrenttrading.Spreadingtraderelationsgreatlyandarrangingmarket-netparticularlyareverynecessaryforexportingcommoditiesandimportingadvancedequipment,keymaterialsandothercommoditiesneededdomestically.Sobeforeestablishingbusinessrelations,wemustbewellfamiliarwithcustomer’ssituationsuchascreditstanding,tradingscope,operatingabilityandattitudetous.Wecangettheinformationthroughasfollowing:(1)foreignbank;(2)firmandentity(3)ourbusinessinstitutionabroad;(4)foreigncommercialcounselor’s(顾问，律师)officeinourcountry.Themostreliableinformationiscomingfromourbusinessinstitutionabroad.Inaddition,wecanlookintoaddressandnameabroad,newspaper,magazineandotheradvertisement,evencanlogforeigncompanywebsiteformoredetailedintroduction.Andwecangetthenameandaddressfromtheintroductioninthesameline.Then,wecanbesendingletterorE-mailtocontactwiththemforopeningupbusinessrelations.2.HowtowritealetteraboutestablishingbusinessrelationsWhenwritingtheletter,we,firstly,shouldinformthemhowwegetconcerninginformationandshowexplicitly（清楚地）ourexpectationofenteringintorelationswiththem.Secondly,weshouldgivebasicsituation,runningscope,branchesofourfirmsandifnecessary,weshouldprovidethemwithreferences.Lastly,wewouldalsosendgoodscatalogue,pricelistorsamples.Whenwereceivedthesimilarletterabroad,weshouldreplypromptlyaccordingtotheirrequest.Evenifwecannotfulfilltheirrequirement,weshouldgivebackletterintimeandexplainpolitelyformaintainingfuturetrade.SentenceStructuresandExamples

Structure1tohave/know/obtain/learnone’snameandaddressfrom…(=tooweone’snameandaddressto…)(从何处得知某人或某公司的行名与地址)WeoweyournameandaddresstoDahuaInternationalCo.inHongKongwhohaveinformedusthatyouareinthemarketfortoys.

我们从香港大华国际公司了解到你方意欲购进玩具。

Structure2

toestablishbusinessrelationswith…/toenterintotraderelationswith…和某人或某公司建立贸易关系Asthiscommodityfallswithinthebusinessscopeofourcorporation,weshallbepleasedtoenterintobusinessrelationswithyou.由于此类商品属于我公司经营范围，所以非常愿意与你方建立贸易关系。Wearewritingthislettertoyouforthepurposeofestablishinglongtermtraderelations.我们写信给贵方是为与你建立长期业务关系。

Structure3

tobe(not)inapositiontodosomething(能/不能做某事……)Weareinapositiontoofferyou5000longtonsofSteelsmonthly.我方每月能供钢材5000长吨。Ithinkourcompanywasnotinpositiontoacceptthisorderduetoit’soverprice.我想我方不能接受批这定单，因为价格过高了。Structure4tolookforwardto…/toawait…/tohopetohearfromyousoon.(结尾部分，盼早复……，早答为盼……)Welookforwardtoyourfavorableandpromptreply.我们祈盼速赐佳音。Weareawaitingyourearlyreply.速复为盼。Wehopetohearfromyouatyourearliestconvenience.我们希望贵公司从速回复。SpecimenLetters

<Letter1>DearSirs:WehaveowedyouraddresstotheCommercialCounselorofyourEmbassyinNewYorkandarenowwritingtoyoufortheestablishmentofbusinessrelationsinthescopeoflightindustrymerchandisesatanearlydate.WeareespeciallyinterestedinToysandHeroPensonyourcatalogue,butwewouldliketohavesomelatestdesigns,whichhavenotyetcometoourmarket.Ifyoucanfurnishuswithsuchitems,weshallbeobligedifyouwillkindlyletushaveacoupleofsamplesofthese,asourclientswouldliketoseesamplesbeforeplacingtheirorder.Weareverypopulardealersoflightindustrialproductsinourcountrywithsoundstandingandwearesurethatwecanselllargequantitiesofyourproductsifyougiveusthesaiditemsatcompetitivepricesregularly.Astoourbusinesscredit,weareallowedtomentiontheCityBank,NewYork.,asareference.Welookforwardtohearingfromyoursoon.Yoursfaithfully<例信1>

敬启者：我们从你方纽约大使馆商务参赞处得知贵公司地址，现特致函给贵方以期尽早在轻工业产品方面建立业务关系。我们对贵方产品目录上玩具与英雄钢笔特别感兴趣，但我们想得到贵方产品未收到我方市场的最新样式。由于我方客户希望在下定单之前看到一些样品，所以如果贵方可以提供此类样品我们不胜感激。我公司在本国经销轻工业产品享有盛誉，信用卓著，如果贵方能长期向我方报产品最优惠价，我们确信能大量销售贵方产品。至于我方商业资信，贵方可向纽约花旗银行咨询。盼早复。谨启<Letter2>Dearsirs:HavinghadyournameandaddressfromtheCommercialCounselor’sofficeofourEmbassyinLondon,weavailourselvesofthisopportunitytoapproachyouandfindoutifwecanenterintotraderelationswithyoubecauseweareinformedthatyouareinthemarketforChinesetextileproducts.Weareastate-ownedcorporationspecializingintheexportoftableclothsandbedsheets,andareinapositiontosupplyhighqualitytextilesabove-mentioned.Inaddition,wearealsopreparedtoacceptordersagainstcustomer’ssamplesspecifyingdesign,specificationsandpackagingrequirements.Inordertosendyouaroughideaofourproducts,weareairmailingyouunderseparatecoveracopyofourmainitemssuppliableatpresentforyourreference.Shouldanyoftheitemsbeofinteresttoyou,pleaseletusknowassoonaspossible.Weshallbegladtosendyouourlowestquotationsuponreceiptofyourconcreteenquiries.Yourfavorablereplywillbehighlyappreciated.Yoursfaithfully,<例信2>敬启者：从我方伦敦大使馆商务参赞处得到贵方公司名与地址，借此机会与贵方接洽。我们得知贵公司现意欲购买中国纺织品，所以致信给贵公司，看是否能与我方建立贸易关系。我方是一家国营公司，专门经营台布与床单的出口业务，且能长期供应上述高质量纺织品。此外，我们还可以接受定单，根据客户样品的设计、规格与包装要求进行专门生产。为了使贵方对我方产品有大致的了解，另函寄目前我方主要可供货物的说明材料一份，以供参考。如果有贵方感兴趣的产品，请立刻通知我方。一俟收到贵方具体询盘，我方很乐意向贵方报最低价。盼复，不胜感激。谨启<Letter3>DearSirs.ThenameandaddressofyouresteemedcompanyhasbeengivenusbytheChamberofCommenceofChina.Wehavethepleasuretointroduceourselvesasanexporterwithlong-standingandgoodreputation,tradinginallofChinesegoods.WeunderstandfromthesaidCommenceChamberthatyouareoneoftheleadingimporterandwholesalersoflightindustrialgoodsinBritain.Withaviewtoexpandingourbusinessatyourend,wearewritingtoyouinthehopethatwecanopenupbusinessrelationswithyourcompany.Ifyouareinterestedinmarketingthesekindsofproductsinyourcountry,pleaseinformusquickly,andweshallbepleasedtosendyouourlatestillustratedcatalogforyourconsideration,togetherwithalistofourquotationsonbasisofCIFLondon.Astoourtradeandfinancialsituation,wemayreferyoutoourbankers,theBankofCommunications,Shanghaibranch,China.Bytheway,wewishtoinformyouthatourproducts,whichenjoygreatpopularityduetotheirdurabilityandreasonableprice,haveprevailedontheworldmarketandithasbeendifficultforustomeettheincreasingdemand.Sowelookforwardtoreceivingyourreplysoon.Yoursfaithfully<例信3>敬启者：我们是从中国商会处得知贵方行名与地址的，现在非常乐意向你方介绍我方情况。我们作为一出口商，在全国经营业务，资信良好，信誉卓著。我们从上述商会了解到贵方在伦敦是一家主要进口商且经营轻工业品批发业务。为了在你方扩大业务，我们特致信期望能与贵方开展业务往来。如果贵方对经销此产品感兴趣，请尽快通知我们，我们会很乐意向你们寄去最新插图目录连同CIF伦敦报价单，供贵方参考。至于我方贸易与财务状况，请向我方中国交通银行上海分行咨询。顺便说一句，我们的产品经久耐用且价格合理在世界市场上十分畅销，我们现在难以满足日益增长的需求。所以请尽早回复。谨启<Letter4>DearSirs.ThroughthecourtesyofForeignDepartmentoftheBankofCommunicationhere,wenoticethatyouareinterestedindoingbusinesswithusforthepurposeofsellingelectronicproductsofyourcountry,andtheseitemsfallwithinthescopeofourbusinessactivities.Weareatradingcompanyinvolvedinimportbusinessthroughouttheworldspecializinginimportingallkindsofelectronicproductsforhousehold.Webelongtoagroupofcompaniessetupduringtheendof19thcentury.Withthesoundfinancialstandingandlongtimesuperiorcredit,weareinapositiontoimportyourproductsinlargequantitiespresupposedthatyourgoods’qualityandpriceshouldbecompetitiveinthesimilarline.Weseriouslyhopethatavoluminousandcontinuousbusinessmightbeestablishedandpleaserestassuredthatwearealwaysdoingourutmosttoopenupagoodbusinessrelationshipwithyou.Yoursfaithfully<例信4>敬启者：承蒙本地交通银行海外部介绍，我们得知贵方有意与我们建立业务往来，希望销售贵国的电子产品，而此类产品正是我们的业务范围。作为一隶属建立于19世纪末集团公司的贸易公司，我们在全世界经营进口业务特别是进口各种家用电子产品。我们财务状况良好且具有长期优良信誉，能大量进口贵方产品，但前提是你方产品报价与质量在同行业中最具有竞争力。我们真诚希望能和你方建立业务量大并且持久的商务关系，你方大可放心，我们会一直尽力与你方保持良好的业务往来关系。谨启Notes1.commercialadj.商业的，商务的commercialcounselor商务参赞commercialcounselor'soffice商务参赞处2.Embassyn.大使馆3.beobliged表示“答应……的要求”或用作被动语态中时表示“使感激，感谢”

Wearemuchobligedtoyouforgivingussomuchadvice.我方非常感谢你方提出的这许多意见。4.dealer.n.商人交易人retaildealer;retailer零售商，wholesaledealer;wholesaler批发商dealn.贸易，经营makeadealwith与……做交易5.lightindustrialproducts轻工业品

finishedproducts制成品

semi-finished半制成品6.Competitiveadj.有竞争力的

Competitiveprice竞争性的价格Competitivecapacity竞争能力Competitivepower竞争能力Competitiveadvantage竞争优势Competev.竞争Competewith/againstsomebody.forsomething为……事与……竞争Weshouldcompeteagainstothercompaniesinresearchanddevelopmentofproductsforfurtheradvancementinnowdays.如今我们为了进一步的发展应在产品的研制与开发方面和其他公司进行竞争。7.availoneselfof的意思是“利用”，avail后面加反身代词，表示借此机会与你方接洽。8.enterinto……

表示“开始”、“签订……”或“建立……关系”enterintocontract签订合同enterintooperation开始运转Wearewillingtoenterinto(establish)businessrelationswithyourfirmontheprincipleofequalityandmutualbenefit.我们愿意在平等互利的原则上与你方建立业务关系。9.inthemarketfor这个短语表示“意欲要买……”Weareinthemarketforlargequantitiesofcomputermainboardinlongterm.我们今后在很长一段时间要大量购进计算机主板。market在经贸信函中是一个很重要的词，还有很多其他用法，例如：comeintothemarket（产品）上市，进入市场Wewillapproachyouassoonasthefreshfruitscomeintothemarket.一旦新鲜水果上市，我们马上与你们联系。findamarket找销路，找市场Asyouragent,weareverysorrytoinformyouthatitisdifficulttofindamarketforyourarticlethisyear.作为你方代理人，我们很抱歉通知你方今年你们产品很难找到销路。10.approachvt.同……接洽，同……联系

Weshallapproachthemarketdepartmenttocleartheconcernedmatterimmediately.我们会马上与经销部接洽，并解决有关事宜。vi.临近，靠近Thedateofdeliveryisapproaching,butwehavenotyetreceivedyourletterofcredittilltoday.交货日期日益临近，但我方到现在仍未收到你方的信用证。11.beinapositiontodosomething，表示“能够做……事”与can是同义的，但注意不能当中的冠词a改作the，而且后面只加动词不定式。如：Ihopeyouareinapositiontoshipthegoodsaccordingtothesamplesstrictlyintime.我希望你方能准时按样品装运发货。12.astate-ownedcorporation 国营公司astate-runenterprise 国营企业13.aroughideaof关于……的大致情况，对……有大概的了解Inordertogiveyouabriefideaofthevariouskindsofnewair-conditionerproducedinthisyear,wearesendingyouabrochureandapricelistunderseparatecover.为了让你方大致了解我们今年所产的各种新型空调，我们另邮给你们说明册和价格单。14.underseparatecover表示“另函邮寄”Wearesendingyoutheoperationmanualunderseparatecoverforyourfurtherreference.我们另函寄去操作说明供进一步参考。此外，还可以用byseparatepost(mail)表示类似的意思。Wehaveairmailedyouthebyseparatepostafullsetofsample-cuttingbookletforthecomingnewyear.我们为即将到来的新年另函邮去一套剪样本。15.cataloguen.目录16.quotation:报价，行情quotefavourableterms报优惠价17.reasonableprice价格合理18.throughthecourtesyof…承蒙……使我们得知……bycourtesyof蒙……许可，由于……好意，经由……的介绍类似的说法有：Weoweyournameandaddressto……Weareindebtedto…foryournameandaddress19.forthepurposeof为……目的或意图Pleasesendusacollectionofspecimensforreferencepurposes.请寄给我们一组样品作为参考。onpurpose故意的20.fallwithinthescopeofourbusinessactivity属于我们业务范围21.linen.行业，生意，买卖，商品种类，品种，航线fallinlinewith同意，符合Wedonotthinkwecanfallinlinewithyouintermsofunitpriceandshipment.关于单价和装运事宜我方不同意你方意愿。outofline不相合Yourpriceiscompletelyoutoflinewiththecurrentmarket.你方价格与现行市场情况完全不符。beinlinewith按照Inlinewithcontract,weconfirmhavingsoldthecommoditiestoyouatlowestprice,butyoushouldarrangetheshipment.按照合同，我方确认以最低价格销售给你货物，但你方要负责安排装运事宜。22.assure向……保证，允诺

assuresomebodyofsomethingWecanassureyouofourpromptshipment.

我们能保证及时发货。

assuresomebodythat…Wecanassureyouthatwewillmakepaymenttimely.

我们向你方保证能按时付款。inconformitywiththoseyouordered.ExercisesⅠ.TranslatethefollowingtermsandexpressionsintoEnglish:1.潜在客户 2.业务范围

3．借此机会 4.另航邮寄

5．建立贸易关系 6.国营公司

7．商务参赞 8.资信状况

9．意欲购买 10.享有盛誉Ⅱ.TranslatethefollowingChineseintoEnglish:1.我们愿与贵公司建立长期业务关系，以扩大我方产品在你们国家的销量。2.我们从驻贵国的中国大使馆商务参赞处得到贵公司的行名和地址，并了解到你方愿同我们建立贸易关系。3.贵公司产品物美价廉，经久耐用，享有盛誉，我们愿与你公司建立贸易关系，盼早复函.4为了使你们对我们的各种纺织品有一个大致的了解，另寄一份最新样本和价格单，代你方参阅。5.我们是一家国营公司专营谷物产品出口已有多年，并且产品获国外客户好评。Ⅲ.TranslatethefollowingEnglishintoChinese:1.HavinghadyournameandaddressfromtheCommercialCounselor'sofficeoftheEmbassyofthePeople'sRepublicofChinain...,wenowavailourselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationsbyastartofsomepracticaltransactions.2.WearegiventounderstandthatyouarepotentialbuyersofChinesemachinetool,whichcomeswithintheframeofourbusinessactivities.3.Throughyourtradedelegationthatrecentlypaidavisittothiscountry,welearnedthatyou