外贸英语函电 课件 第3、4章 建立业务关系、资信调查

第三章建立业务关系ESTABLISHINGBUSINESSRELATIONS学习目标熟悉建立业务关系信函及回复信函的写作步骤掌握建立业务关系信函的常用语句了解获取商家信息的渠道获得贸易客户信息的几种渠道1.电视，报纸，广播中的广告等(commercials;advertisements)；2.参加各种商品交易会、洽谈会(exhibitions;fairs；talks)3.进行市场调查(marketsurvey)；4.查阅各种工商名录(directories)；5.经由国内外同行引荐(recommendationsofcounterparts)；6.浏览公司网站(companywebsites)；7.向中国驻外使馆商务处咨询(commercialcouncillor’sofficeofembassy)；8.向外国在华商会推荐(chamberofcommerce)；9.向银行的业务部门咨询(Businessdepartmentsofbanks)；10.出国考察(overseasbusinesstrip)。要求介绍客户的信函DearSirs,Thankyouforyourlong-standingcooperationandsupportinprovidingfinancicalserviceforourexportbusiness.

Atpresent,wekeenlywanttoenlargeourtradeinvariouskindsoftyresinIndia,butunfortunatelynotmanypropercustomersarefound.

ThereforeweshallbeobligedifyouwillkindlyintroducetoussomeofthemostcapableandreliabletyreimportersinIndia.

Wearelookingforwardtoyourearlyandfavourablereply.

Yoursfaithfully,要求建立业务关系的信函写作步骤一、说明客户信息来源，即如何取得对方的资料Wehaveobtainedyournameandaddressfrom…/Havingobtainedyournameandaddressfrom…,wearewritingyouinthehopeofestablishingbusinessrelationswithyou.Welearnfrom…thatyouareengagedandwellexperiencedinthelineof…二、言明去函目的，即与对方建立业务关系的意愿Wearewillingtoenterintobusinessrelationswithyou.三、本公司介绍Weareexperiencedinpushingsalesoflightindustrialproducts.要求建立业务关系的信函写作步骤四、产品介绍。如果我们已经知道客户有明确的需求，比如需要某某服装，那么我们会选取某某服装进行具体的推荐性介绍，反正就是针对客户需求的特定介绍；如果我们只拿到客户的名片，不太清楚客户的需求，那么我们就把公司经营产品的整体情况，如质量标准，价格水平，打样速度、交货速度等作为笼统的介绍。五、结尾句，一般我们在信的末尾会写上一两句希望对方给与回应的语句。Welookforwardtoyourearlyreply/yourearlyreplyisappreciated.例一DearSirs,ThroughthecourtesyoftheChamberofCommerceinBeijing,wehavelearnedthatyouhavebeensupplyingthebestqualityfoodsallovertheworld,andwearesurethereisalargedemandforvariousexoticfoodsinourcountry.Wearewritingtoyouinthehopeofestablishingbusinessrelationswithyou.WearethelargestfoodtradingcompanyinChinawithofficesorrepresentativesinallmajorcitiesandtownsinthecountry.WehavebeenimportingalargevarietyoffoodsfromEuropeandtheU.S.A.andconsiderthatwehaveconsiderableexperienceinthisfield.Abrightprospectforyourproductsinourmarketisforeseeable.Welookforwardtohearingfromyousoon.Yoursfaithfully,例二DearSirs,

WehaveyournameandaddressfromtheCommercialOfficeofChineseEmbassyinJapan.Wetakethisopportunitytowritetoyouwithaviewtosettingupbusinessrelationswithyou.

Weareastate-ownedcompanydealingspeciallywiththeexportofsilkproducts.Weareinapositiontoacceptsampleordering.Inthecustomer’ssamples,requestaboutpattern,specificationandpackageoftheneededgoodscanbeindicatedparticularly.

Inordertogiveyouageneralideaofvariouskindsofthesilkproductsweareproducing,wealsoairmailyouourlatestcatalogue.Pleaseletusknowimmediatelyifyouareinterestedinourproducts.Wewillsendyouourpricelistandsamplesassoonaswereceiveyourspecificinquiry.

Welookforwardtoyourearlyreply.Yoursfaithfully,回复如果你方公司收到要求建立贸易关系的函件并表示愿意接受，则应及时答复。应当对对方来信中问到的所有问题都完整答复，每个答复都应直截了当、言简意赅、礼貌诚恳，以树立良好信誉。一般来说，回复的时候应当在开头句或段里向对方表示谢意，并说明愿意与对方建立贸易关系，同时按照对方所提要求寄上相应的产品目录或价目表。常用语句如下：Thankyouforyourinterestin...感谢你方对……的兴趣。Yourwishofestablishingbusinessrelationscoincideswithours.你方建立业务关系的愿望和我方不谋而合。Weshallbeverygladtoenterintobusinessrelationswithyou.能与贵方建立业务关系，我方深感荣幸。Wearesendingyouourcatalogueandprice

list.我们给贵方寄去我方的产品目录和价目表。Weshallbegladtohaveyourspecificinquiry.我们将很高兴得到贵方的具体询价。例一DearSirs,Thankyouforyourletter

ofthe16thofthismonth.Weshallbegladtoenterintobusinessrelationswithyourcompany.Incompliancewithyourrequest,wearesendingyou

ourlatestcatalogueandpricelistcoveringourexportrange.Shouldyouwishtoplaceanorder,pleaseemailus.Yoursfaithfully,例二Dear

Sirs

We

are

one

of

the

leading

confectioners

of

this

city,and

have

extensive

connections

with

food

stores

of

different

cities.To

make

cakes

and

sweets,we

need

a

regular

supply

of

walnut

meat.We

have

so

far

imported

from

Southeast

Asia.But

the

supply

has

become

unreliable

recently.We,therefore,would

like

to

establish

direct

business

relations

with

you.Please

send

us

an

offer

for

3

tons

of

walnut

meat,second

grade,for

delivery

in

September

with

related

trade

terms

and

conditions.

About

our

credit

standing,please

refer

to

our

correspondent

bank,Bank

of

London…

We

look

forward

to

establishing

business

relationship

with

you

at

an

early

date.

Sincerely

yours例三DearSirs,YourletterofNovember21addressedtooursistercorporationinShanghaihasbeentransferredtousforattention.Astheitemsfallwithinthescopeofourbusiness,weshallbepleasedtoenterintodirectbusinessrelationswithyou.WehavelearnedthatyouareoneoftheleadingimportersandwholesalersofElectricandElectronicMachineryandEquipmentinThailand.Weareexportersofthesamelinesofbusiness,withover40yearsofexperience,andarenowparticularlyinterestedinexportingtoyourcountryElectronicProductsofalltypes.Allkindsofourproductsaregoodsellersandworthcommendationfortheirexcellentquality.Ifyouareinterestedinmarketingtheseproductsatyourend,pleaseletusknowandweshallbepleasedtosendyouourquotationsandsamplebooksuponreceiptofyourspecificenquiries.Welookforwardtoyourfavourablereply.Yoursfaithfully,第四章资信调查CREDITINQUIRY学习目标

掌握资信调查的渠道。

熟悉调查内容。

掌握资信查询函和回复的写作调查内容(l)国外企业的组织机构情况，包括企业的性质、创建历史、内部组织机构、主要负责人及担任的职务、分支机构等。(2)政治情况，主要指企业负责人的政治背景，与政界的关系以及对我国的政治态度等。(3)资信情况，它包括企业的资金和信用这两个方面。资金是指企业的注册资本、财产以及资产负债情况等；信用是指企业的经营作风、履约信誉等。(4)经营范围，主要是指企业生产或经营的商品、经营的性质，是代理商、生产商，还是零售批发商等。(5)经营能力，每年的营业额、销售渠道、经营方式以及在当地和国际市场上的贸易关系等。调查报告内容(l)公司概要：介绍公司的简要情况；(2)公司背景：介绍公司的注册情况、历史、隶属关系等；

(3)业务情况：介绍公司的业务范围、供货来源、市场分布等；(4)付款记录：介绍公司以往对外付款记录等；(5)财务情况：介绍公司财务情况及营业发展趋势；(6)银行往来：主要往来银行及关系；(7)公共记录：介绍公司的法律诉讼、抵押记录等；(8)综合评估：对与该公司交易时应注意的问题、应采用的结算方式、信用额度和放账期等进行评估。资信调查途径一、要求对方提供营业执照复印件。要特别注意注册资本、主营业务、和企业名称及地址；二、亲自调查或委托调查。对外商的资信调查有许多途径，可以向银行、驻外商务机构、资信机构、商会或同业公会或我国的有关外贸公司调查。要求新业务伙伴提供资信证明人信息信函示例DearMr.Greenfield，

ThankyouforyourinquiryandorderonSeptember1,2022.Ourcompanyhasbeendealinginelectronicequipmentforover40years.Weareconfidentthatwecanofferexactlywhatyouneedandcanprovideyouwiththebestservice.

Sincethisisthefirsttimewecontact,wewouldhighlyappreciateitifyoucouldsupplyeithertheusualtradereferenceorthenameandaddressofabanktowhichwemayrefer.Weshallalsobegladtoprovideyouthesamereferenceifneeded.

Wesincerelyhopethatthiswillthebeginningoflong-termpleasantbusinesscooperationbetweenus.Weshalldoourbesttomakeitso.

Welookforwardtoyourreply.

Sincerelyyours,告知资信证明人信息DearSirs,ThankyouforyourletterofAugust27andweareverypleasedthatyouwishtoestablishlong-termbusinessrelationshipwithus.Wequiteunderstandyourneedforreferences.Pleasetakeupreferenceswiththefollowingtwofirmswithwhichwehavehaddealingsovermanyyears:BKisby&Co.Ltd.,28-30LythanSquare,Liverpool;TheAtlasManufacturingCo.Ltd.,CenturyHouse,Bristol.Welookforwardtodoingbusinesswithyou.

Sincerelyyours,资信调查信函示例一

（要求资信证明人提供新客户的资信状况）DearSirs,YouarekindlyrequestedtoprovideuswiththeinformationoncreditandbusinessoperationofAndsonSaltImportCompany.Pleasebeconvincedthatallthematerialsyousupplytouswillbekeptabsolutelysecret,forwhichyouwillnottakeanyresponsibilities.

Weappreciateyourearlyreply.

Yoursfaithfully资信调查信函示例二DearSirs,WehavereceivedaletterfromMaryannCosmeticsCompany,inManhattan,expressingtheirdesiretoenterintobusinessrelationswithusonconditionthatweallowthemastandingcreditof$10,000tostartbusiness.Asstatedintheirletter,theirreferenceistheBankofAmerica.Itisourprincipletohavemoreconnectionsabroad;however,forsafety’ssake,weshouldliketoknowthefinancialandcreditstandingoftheabovementionedcompany,especiallybecausetheyhaverequestedusforastandingcredit,whichweseldomgranttonewcustomers.Weshouldbeverypleasedifyouwouldassistusinthisrespect,andwecanassureyouthatanyinformationyoumaygiveuswillbetreatedinstrictconfidence.Yourssincerely,资信调查常用语句Youwouldgreatlyobligemebyobtainingformeinformationastothepresentfinancialpositionofthefirmnamedontheattachedslip.Asweareonthepointoftransactingsomeimportantbusinesswiththem,weshouldliketoknowexactlyhowtheircreditstands.Anyinformationyoumaygivemewill,ofcourse,betreatedasstrictlyconfidential.Itwouldgiveusgreatpleasuretobeabletorenderyouasimilarserviceshouldopportunityoccur.Messrs.Smith&Co.,ofyourcity,desiretoopenanaccountwithus,andhavegivenusyournameasareference.资信调查信函正面信息回复示例一

(资信证明人提供关于被调查人正面信息的回复）DearSirs,

InreplytoyourletterofOctober10,wegiveyouthefollowinginformation.

MaryannCosmeticsCompanyyoumentionedisanold-establishedonewhichhaslongenjoyedthehighestreputation.Wehavedonebusinesswiththemformanyyearsandhavefoundthemveryreliable.

Wehopethisinformationwillbehelpfulforyou.Pleasetreatitinstrictconfidence.Yoursfaithfully,

资信调查信函正面信息回复示例二

DearSirs，

Thankyouforyourletterof25May.

Watson&JonesofNewcastleisasmallbutwell-knownandhighlyrespectablefirmthathasbeenestablishedin

thistownformorethan25years.

Wehavebeendoingbusinesswiththemforoversevenyearsonquarterly-accountterms.Althoughtheyhavenot

usuallytakenadvantageofcashdiscounts,theyhavealwayspaidtheiraccountpromptlyonthenetdates.Thecreditwehaveallowedthiscompanyhasattimesbeenwelloverthe£10,000youmention.

Wehopethisinformationwillbehelpfulandthatitwillbetreatedasconfidential.

Yourssincerely资信调查信函负面信息回复示例一

(资信证明人提供关于被调查人负面信息的回复）DearSirs,ThisisinreplytoyourenquirydatedApril8aboutthecreditstatusofDaChengMechanicalEquipmentCompany.Weregretwehavetomakeanunfavorableaccount.Wefoundthatthecompanyisnowbeingpressedbyseveralcreditorsanditspositionisprecarious.Therefore,wedeemitratheradvisableforyoutorefrainfromhavingrelationswiththatcompany.Thisinformationisstrictlyconfidentialandisgivenwithoutresponsibilityonourpart.Yoursfaithfully资信调查信函负面信息回复示例二DearSirs，

Thankyouforyourletterof25MayregardingShamlanandShamlan&CoofBahrain.

Thiscompanyhasplacedregularorderswithusforseveralyears.Webelievethecompanyistrustworthyand

reliable,butwehavetosaythattheyhavenotalwayssettledtheiraccountsbytheduedate.

Theiraccountwithusisonquarterlysettlementtermsbutwehaveneverallowedittoreachthesummentionedin

yourletter.Iwouldadvisethatcautionisnecessary.

Wearegladtobeofhelpandaskyoutotreatthisinformationasstrictlyconfidential.

Yourssincerely回复查询常用语句一般情报，即回信中只是陈述与被查询公司有关的信息，不对其信用状况作出评价：Calcuttabankersadvisethatthecompanywasoriginallyestablishedin1947byMr.CharlesE.Smith,toconductabusinessinchemicals,cement,paper,milk