外贸函电 第4版 课件 402FBC-4nd Edition-Unit 02 建立业务关系

外贸函电FOREIGNBUSINESSCORRESPONDENCEUnit2EstablishingBusinessRelations

建立业务关系2.1Introduction（简介）目的：了解如何撰写建立最初的业务关系的信函，同时如何对客户的资信情况、经营范围进行调查。进出口双方可以通过以下渠道来相互了解：（1）银行（Bank）（2）商会（ChamberofCommerce）（3）商务参赞处（CommercialCounselor’sOffices）（4）交易会和展览会（ExportCommoditiesFairs&Exhibitions）（5）广告（Advertisement）（6）商业目录（TradeDirectory）（7）跨境电商平台（Cross-borderE-commercePlatforms）（8）其他渠道建立业务关系的信函一般应涉及到以下内容：

（1）告诉对方我方是如何获悉对方的地址和经营范围的。（2）表示我方有与对方建立业务关系和合作的强烈愿望。（3）介绍本公司的性质、基本业务情况和经营范围。（4）说明希望推销或购买的产品。（5）必要时可向对方提供资信证明人，以便对方了解我方的资信情况。（6）附寄公司简介、商品目录、价目表和小册子等，以便对方全面了解我方信息。2.2WritingSkills（写作技巧）建立业务关系信函的写作步骤及常见表达方式：写作步骤表达方式（1）说明信息来源（告知对方你从何种渠道得知对方公司的情况）Yourcompanyhasbeenkindlyintroducedtousby…（贵公司由……介绍给我们。）Welearnthrough/from…that…（我们通过……得知……。）Ontherecommendationof…（由……推荐……）（2）对你的公司做简单的介绍（例如公司的业务范围等）Wewishtointroduceourselvestoyouasa…（我们把自己作为……介绍给你们。）Ourlinesaremainly…（我们主要从事……。）…fallwithinourbusinessactivities.（……属于我们的经营范围。）（3）表达写信目的Wearewillingtoenterintobusinessrelationswithyou.（我们愿意和贵方建立业务关系。）Weexpressourdesireto…（我方愿意……。）Wearenowwritingyoufor…（我们现写信愿意……。）Wearedesirousof…（我方愿意……。）（4）表达与对方合作及早日收到回复的愿望Welookforwardtoreceiving…（希望早日收到……。）Hopetoreceive…（希望收到……。）Yourearlyreplyisappreciated.（盼早复。）Weareanticipatingyouranswer.（盼早复。）回复建立业务关系信函的写作步骤及常见表达方式：写作步骤表达方式（1）感谢对方对你公司的兴趣Thankyoufor…（感谢你方……。）Thankyouforyourinterestin…（感谢你们对……的兴趣。）Wehavereceived…（我们已收到贵方……。）YourletterofAugust8hasbeenreceivedwiththanks.（感谢贵方8月8日的来信。）（2）表示对对方建立业务关系意愿的兴趣Yourwishofestablishingbusinessrelationscoincideswithours.（你们建立业务关系的愿望和我们不谋而合。）Thisisalsoourdesire.（这也是我们的愿望。）Weshallbeverygladtoenterintobusinessrelationswithyou.（我们将非常高兴与你们建立业务关系。）（3）表示采取进一步的行动

Wearesendingyouourcatalogueandpricelist…（我们将给你方寄去我们的目录和价格表。）Weshallbegladtohaveyourspecificinquiry.（我们将很高兴得到你方的具体价。）2.3SpecimenLetters（样函)

Letter1：AfirmwritestoafirmconcernedDearMr.Peng,Yourcompany’snamehasbeengiventousbytheBankofChina,ShanghaiBranch.Wewishtobuyqualityteaandcoffeecupsandsaucersofdifferentshapesfullydecoratedwithflowersorotherdesigns.Ifyoucansupplythistypeofmerchandise,kindlyairmailusasamplecupandsaucer.Also,pleaseenclose1yourpricelistandallsuitableillustrations.Weawaityourearlyreply.Sincerelyyours,FredJackson

Letter2：AreplytotheaboveDearMr.Jackson,Wehavereceivedyourletterwiththanks.Wearegladtoinformyouthatwecansupplyqualityteaandcoffeecupsandsaucers2ofdifferentshapesfullydecoratedwithflowersorotherdesigns.Weareconfidentthatourproductswillmeettherequirementsofthemarket.Enclosedpleasefindacatalogueandpricelistoftheproductsyourequire.Wearesendingyoubymailthesamplesyouneed.Waitingforyourorder.Sincerelyyours,XianjinPengLetter3：AfirmwritestoafirmconcernedDearMr.Leeds,WehaveobtainedyouraddressfromInternetandarenowwritingtoyoufortheestablishmentofbusinessrelations.Weareverywellconnectedwith3allthemajordealershereoflightindustrialproducts,andfeelsure4wecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.Pleaseletushaveallnecessaryinformationconcerningyourproductsforexport.Yoursfaithfully,PingWangLetter4：AreplytotheaboveDearMr.Wang,Wethankyouforyourletterandshallbepleasedtoenterintobusinessrelationswithyou.Asrequested5,wearesendingyoubyanothermailourlatestcataloguesandpricelists6ofourexports.Ifyoufindbusinesspossible,pleasewritetous.Sincerelyyours,JohnLeedsLetter5：Anexporterwritestohisbank

DearSirorMadam,Wethankyouforyourcooperationforourbusiness.Nowwearekeenlydesirousofenlargingourtradeinvariousagriculturalproducts,butunfortunatelyhavehadnogoodconnectionsinthesouthernpartofRussia.Therefore,weshallbeobligedifyouwillkindlyintroduceustosomeofthemostcapableandreliableimportersinthedistrictwhoareinterestedintheselinesofgoods.Yourfavorableinformationwillbeappreciated.Yoursfaithfully,LeonAllenLetter6：AreplytotheaboveDearMr.Allen,Referring7toyourletter,wearepleasedtointroducetoyouthefollowingfirms:（1）TheABCCorp.,（Address:…）（2）Messrs.Wolf&GreenCo.,（Address…）（3）ThePacificCo.,（Address…）Wehopethisinformationwillproveusefultoyou.Yoursfaithfully,MarkGrangerLetter7：AfirmwritestoafirmconcernedDearMr.Kevin,WehaveobtainedyournameandaddressfromAristoShoes,Milan,andwearewritingtoenquire8whetheryouwouldbewillingtoestablishbusinessrelationswithus.Wehavebeenimportersofshoesformanyyears.Atpresent,weareinterestedinextendingourrange9andwouldappreciateyourcataloguesandquotations.Ifyourpricesarecompetitivewewouldexpecttotransactasignificantvolumeofbusiness.Welookforwardtoyourearlyreply.Trulyyours,PerAndersonLetter8：AreplytotheaboveDearPer,Thankyourforyourletterofthe16thofthismonth.Weshallbegladtoenterintobusinessrelationswithyourcompany.Incompliancewith10yourrequest,wearesendingyouourlatestillustratedcatalogue11andpricelistcoveringourexportrange.Paymentshouldbemadebyirrevocableandconfirmedletterofcredit.Shouldyouwishtoplaceanorder,pleasefaxus.Sincerelyyours,KevinLetter9：AnE-commerceCompanyReachesOuttoaPotentialSupplierDearZhao,WecameacrossyourcompanythroughyourAlibabastoreandwereimpressedbyyourrangeofeco-friendlypackagingproducts.Ourcompany,GreenPackSolutions,operatesacross-bordere-commercebusinessinEuropeviaAmazonandourownwebsite.Wearelookingforreliablesupplierswhocanprovidehigh-quality,sustainablepackagingmaterialswithOEM12customizationoptions.Wewouldappreciateitifyoucouldsendusyourelectroniccatalogueandpricelist.Weareeagertoestablishalong-termpartnershipandhopetoreceiveyourpromptreply.Sincerelyyours,EmmaNotestothespecimenletters1.enclose随函附上2.qualityteaandcoffeecupsandsaucers优质茶具和咖啡具3.bewellconnectedwith与……有很广泛的联系4.feelsure相信5.asrequested按照要求6.cataloguesandpricelists目录和价格表7.referto谈到，涉及，有关8.enquire询问9.extendourrange拓展业务范围10.incompliancewith根据11.illustratedcatalogue插图目录12.OEM贴牌生产2.4FocalWords（焦点词汇）

benefitn.福利，益处，利益theprincipleofequalityandmutualbenefitItwillbetoourmutualbenefittocometoanagreement.v.有益于Bothsideswillbenefitfromthis.beneficial:adj.有益的Itisbeneficialtobothofustocometoterms.beneficiary:n.受益人AnirrevocableL/Cwillbeestablishedwithyourcompanyasthebeneficiary.dealn.生意WehavecometoadealwithanAmericancustomer.v.做生意，处理，和…有关Wehavedealtwiththecompanyformanyyears.dealer:n.商人，商号adealerinfursdealing:n.交易，交道Ourdealingswithyouhavebeenquitepleasant.enclosev.把…封上，随函附寄Weencloseacopyofourquotation.EnclosedpleasefindourSalesConfirmationinduplicate.enclosure:n.附件，装入物TheenvelopecontainsacheckforUSD300asanenclosure.informv.通知，告诉Weshallinformyouofthenameofthecompany.Heiskeptinformedofthefluctuationsoftheprices.Information:n.信息，资料，情报Wearegratefultoyouforallyourinformationontherecentdevelopmentinyourmarket.ForfullerinformationpleasecontactourbranchinHongKong.linen.行业，生意，（商品的）种类，航线，短函lineofbusinessWehaveampleexperienceinalllineswehandle.Assoonasyoureachadecision,pleasedropusaline.WearegoingtopresentthefulllineofourleatherproductsatGuangzhouFairinautumnthisyear.v.安排inlinewithoutoflineTheeggsarepackedincartonswithbeehives,linedwithshake-proofcorrugatedpaperboard,eachcartoncontains300eggs.

platformn.平台；线上交易平台AlibabaandAmazonareleadinge-commerceplatformsworldwide.Ourcompanyhassettledin3majorcross-bordere-commerceplatforms.

2.5UsefulSentences（实用语句）1.Wetakethelibertytointroduceourselvesasexportersofsilkpiecegoods,whichwehavebeen