外经贸商务英语函电(Chapter2).ppt

1、,Lesson2RequestforEstablishmentofBusinessRelations,Lesson4CreditEnquiries,SkillTrainingforEstablishingBusinessRelations,ChapterEstablishingBusinessRelations,Lesson1DevelopingClientBase,Lesson3TransferringBusinessRelations,BriefIntroduction,建立业务关系是国际贸易中的一项十分重要的环节。业务关系好，客户多，做成生意的机会也就多。在国际贸易中，买卖双方通常相距遥

2、远，直接获取对方资料的机会比较少，但我们可以通过以下几个渠道获得有关信息：互联网、广告、银行、国内外商会、中外使馆商务参赞处、广交会或展览会、贸易行名录等。与外商接洽和交往的方式可以是：口头沟通、书面往来函电或电子邮件等。这里我们着重介绍书面往来函电的拟定方法。撰写商务信函时，一般包括以下几个要件：你获得对方信息的来源、你的意图、自我介绍、有关本公司的财务状况和信誉。如果写信人是出口商，为使新客户对自己所经营的产品有所了解，往往在首次交往时给对方寄去目录、样品、价目单；如果写信人是进口商，有意购买对方的产品，则索要这些材料。信函结束时说明你的期望。要求建立关系的信函应郑重，文字方面也要规范，给

3、对方以良好印象。建立关系后，应保持并发展这种关系。在本章里提供了如自我介绍、建立业务关系、转移业务关系、资信调查等方面的信函供学习参考。,BriefIntroduction,BACK,Lesson1DevelopingClientBase,Notes,Lesson1DevelopingClientBase,Lessons,Exercises,BACK,Lesson1,ShanghaiStationaryandSportingGoodsImp.&Exp.Corp.5-15FBaishuMasion1230-124010ZhongshanRd.Shanghai201300，P.R.ChinaSep

4、tember18th，2008Mr.AronHansJ.B.LawsonCompany576CaliforniaSanFranciscoCalifornia，USA.DearSirs，Wehavelearntyournameande-thatyouareinthemarketforBallPens.Wewouldliketointroduceourcompanyandproducts，andhopethatwemaybuildbusinesscooperationinthefuture.,BACK,Lesson1,Wehavebeenspecializinginthemanufacturean

5、dexportofballpensformorethansixyears.Wehaveprofusedesignswithseriesqualitygrade，andexpressly，ourpriceisverycompetitive.Youarewelcometovisitourwebsitehttp：/whichincludesourcompanyprofiles，historyandsomethinglikelatestdesigns.Shouldanyoftheseitemsbeofinteresttoyou，pleaseletusknow.Wewillbehappytogiveyo

6、udetails.Asaveryactivemanufacturer，wedevelopnewdesignsnearlyeverymonth.Ifyouhaveaninterestinit，itsourpleasuretooffernewstoyouregularly.Yoursfaithfully，ShanghaiStationaryandSportingGoodsImp.&Exp.Corp.DafuWang,BACK,1.developclientbase开发客户2.learnfrom从获悉learn/getyournameande-mailaddressfrom承蒙告知你方名称和e-ma

7、il地址Welearn/getyournameande-mailaddressfromtheFirstCommercialBankatyourend.承蒙你方第一商业银行告知你方的名称和邮址。,Notes,BACK,类似的表达有：WeoweyournameandaddresstoWeareindebtedtoforyournameandaddress.WecometoknowthenameandaddressofyourfirmthroughThroughthecourtesyofwecometoknowyournameandaddress.Wehaveobtainedyournameanda

8、ddressfrom,Notes,BACK,3.tradelead：tradeinformation贸易向导（交易商家的供求信息）buyingleads买家引导（盘）sellingleads卖家引导（盘）4.beinthemarketforsth.：beinterestedinbuyingsth.在市场上觅购某物，想要购买某物Weareinthemarketforsteels.我们求购钢材。onthemarket：onsale，offeredforsale上市；待售，出售,Notes,BACK,5.buildbusinesscooperation建立业务关系类似的表达法有：establishb

9、usinessrelations(with)enterintobusinessrelations(with)setupbusinessrelations(with)openanaccount(with)6.specializein专营Wehavebeenspecializingintheexportofleatherproductsformanyyears.我们已经专营皮革产品出口很多年了。,Notes,BACK,7.profuseadj.inlargeamounts极其丰富的，充沛的8.beofinterestto有兴趣，使感兴趣Thisarticleisofspecialinterestt

10、ous.我们对这个商品特别感兴趣。9.Shouldanyoftheitemsbeofinteresttoyou，pleaseletusknow.如果你对某产品感兴趣，请告知。Should表示虚拟，但在这里是委婉语气用法。原句为：Ifanyoftheitemsshouldbeofinteresttoyou，pleaseletusknow.,Notes,BACK,Lesson2RequestforEstablishmentofBusinessRelations,Notes,Lesson2RequestforEstablishmentofBusinessRelations,Lessons,Exerc

11、ises,BACK,Lesson2,ALetterfromanImporterTheWilson&SonsImport&ExportCompany1201MainStreet，Paris，FranceMarch6th，2009FuzhouChuntianImp.Exp.Corp.No.18GupingRoad,Fuzhou,35001Fujian，P.R.ChinaGentlemen：WehaveobtainedyournameandaddressfromAristoFashions，Milan，andwearewritingtoenquirewhetheryouwouldbewillingt

12、oestablishbusinessrelationswithus.,BACK,Wehavebeenimportersofshoesformanyyears.Atpresent，weareinterestedinextendingourrangeandwouldappreciateyourcatalogsandquotations.Ifyourpricesarecompetitive，wewouldexpecttotransactasignificantvolumeofbusiness.Welookforwardtoyourearlyreply.Verytrulyyours，TheWilson

13、&SonsImport&ExportCompanyCharlesWood,Lesson2,BACK,Lesson2,Shanghai（B）AReplytotheAboveFuzhouChuntianImportExportCorp.No.18GupingRoad,Fuzhou,35001Fujian，ChinaMarch8th，2009TheWilson&SonsImport&ExportCompany1201MainStreetParis，FranceDearSirs，Thankyouforyoure-mailofthe6thinst.Weshallbegladtoenterintobusi

14、nessrelationswithyourcompany.Incompliancewithyourrequest，wearesendingyou，underseparatecover，ourlatestcatalogueandpricelistcoveringourexportrange.,BACK,Paymentshouldbemadebyanirrevocableandconfirmedletterofcredit.Shouldyouwishtoplaceanorder，pleasee-mailus.Yoursfaithfully，FuzhouChuntianImportExportCor

15、p.MarryLang,Lesson2,BACK,1.enquire(或inquire）v.询购；询问Wethankyouforyoure-mailofthe6thenquiringforgroundnuts.你方6日询购花生的电子邮件已收悉。Wearewritingyoutoinquirethecurrentpriceofglovesofhighquality.我们特写信询问有关高质量手套的时价。2.importern.进口商；进口国importn.进口；进口货Theirimportsarebothdiversifiedandsubstantial.他们的进口商品品种多样且数量大。,Note

16、s,BACK,importv.进口Weusedtoimportsiliconsheets，butnowweexportthem.我们曾经进口硅钢板，现在我们搞出口。exportern.出口商；出口国exportn.出口；出口货Wehandletheexportofmetals.我们出口金属产品。WheatisoneofthechiefexportsofCanada.小麦是加拿大主要出口产品之一。exportv.出口Weexportalargequantityofbicyclesnow.我们现在出口大量的自行车。,Notes,BACK,3.extendourrange：expandourbusi

17、nessscope扩大经营范围4.catalogn.目录（散页leaflet）5.transactasignificantvolumeofbusiness大量订购transactbusinesswith（与）成交6.lookforwardtoph.v.期盼（这里的“to”是介词，后接名词或动名词）Welookforwardtohearingfromyou.我们希望收到你方来信。Welookforwardtoyourcompliance.希望得到你方的同意。,Notes,BACK,7.incompliancewith按照，依从Incompliancewithourcontract，weregoi

18、ngtoopentheL/Cattheendofthismonth.按照合同要求，我们将于月底开出信用证。complywith依从，遵从，照做TheL/Cinstructionsdontcomplywiththetermsofcontract.信用证与合同条款不符。,Notes,BACK,8.underseparatecover另邮，另函也可以说byseparatemail/post9.latestcatalog最新（商品）目录10.pricelist价目表，价目单11.irrevocableandconfirmedletterofcredit不可撤销的、保兑的信用证,Notes,BACK,L

19、esson3TransferringBusinessRelations,Notes,Lesson3TransferringBusinessRelations,Lessons,Exercises,BACK,Lesson3,ChinaNationalNativeProduce&AnimalBy-productsImportandExportCorporation82TiananmenStreetBeijing，P.R.China20thOctober，2009ErieConfectioneryandBakery，Ltd.339MadisonAvenueCopenhagen，DenmarkDearS

20、irs，Youre-mailofOctober16thaddressedtoXiamenBranchOfficehasbeenpassedontousforattentionandreply，asthecaptionedgoodsliewithinthescopeofourbusinessactivities.,BACK,Lesson3,Weregrettoinformyou，however，thatthisparticularlinehasalreadybeenrepresentedbyUniversalTradingCo.，25JacksonvilleStreet，Odense，Denma

21、rk.Therefore，wearenotinapositiontoofferyoubutwouldratherrecommendthatyouapproachthemforyourrequirementsdirect.Shouldanyotheritemsbeofinteresttoyou，pleaseletusknowandweshallbepleasedtomakeyouoffers.Yoursfaithfully，ChinaNationalNativeProduce&AnimalBy-productsImportandExportCorporationTrishaLee,BACK,1.

22、addressed是过去分词，修饰e-mail，意思是“写给，寄给”。YourletterofSeptember15thaddressedtoourheadofficeaskingforthesupplyof15tonspeanutshasbeenpassedontousforattentionandreply.你方9月15日致我总公司要求供应15吨花生的信已转交给我们办复。,Notes,BACK,2.passonph.v.转交类似的表达法：forward，transmit，transferYoure-mailofOctober16thaddressedtoXiamenBranchOffice

23、hasbeenpassedontousforattentionandreply.你方10月16日写给我厦门分公司的邮件已转交我们办理答复。Yourcommentsonpackinghavebeenpassedontoourmanufacturersfortheirreference.你方对包装的建议已转交我方制造商参考。,Notes,BACK,3.forattentionandreply办理答复4.thecaptionedgoods标题项下的货物类似的表达法：thesubjectgoods5.liewithinthescopeofonesbusinessactivities属于某人的经营范围类

24、似表达法：fall/lie/come/bewithinthescopeofourbusinessactivitiesThegoodsyouenquiredforliewithinthescopeofourbusinessactivities.你们所询购的产品属于我们的经营范围。,Notes,BACK,6.beinapositionto能够Wewillcontactyoubyfaxassoonasweareinapositiontoacceptfreshorders.我方一旦能够接受新订单时，立即发传真联系。7.approachvt.接洽，联系，临近vi.向靠近，临近approachsb.for

25、sth.为某事与某人联系Theyhaveapproachedthelocalgovernmentforwaterpollution.他们已经就水污染一事与当地政府联系了。,Notes,BACK,Thesellingseasonisapproaching，butuptonowwehavereceivednothingaboutitsshipment.销售季节日益临近，但至今我们还没有收到有关装运的任何消息。approachn.临近Withtheapproachofthesellingseason，ourcustomersareinurgentneedofthegoods.随着销售季节的来临，我们

26、的顾客急需这批货物。,Notes,BACK,Lesson4CreditEnquiries,Notes,Lesson4CreditEnquiries,Lessons,Exercises,BACK,Lesson4,(A)CreditEnquiriesChinaNationalMachineryImport&ExportCorporationP.O.Box49Beijing，P.R.ChinaNovember8th，2009BankofChinaShanghaiBranchGentlemen：WehavereceivedanorderforUSD78800worthofgoodsfromAtlant

27、icElectronicsCo.，Ltd.，U.S.A.TheyhavegivenusCitibankofNewYorkasareference.Wewishtoknowthefinancialandbusinessstandingoftheabovefirm.Weshallbemostgratefulforanyinformationyoumaygiveus.,BACK,Lesson4,Weshouldofcoursetreatanyadviceyoutellusasstrictlyconfidentialandwithoutanyresponsibilityonyourpart.Thank

28、youinadvanceforyourcooperation.Yourstruly，,BACK,Lesson4,(B)AReplytotheAboveBankofChina，ShanghaiBranchNo.1109NanjingRoad，Shanghai，P.R.ChinaNovember20th，2009ChinaNationalMachineryImport&ExportCorporationP.O.Box49Beijing，P.R.ChinaDearSirs，Wehavecompletedourenquiriesconcerningthecompanymentionedinyourle

29、tterofNovember8thandhaveinformedyouthatyoushouldconsidercarefullythebusinesswiththem.,BACK,Lesson4,Inthepastthreeyears，thecompanyhasexperiencedaseriousdifficultyinfinanceanddelayedexecutingtheirnormalpayment.Itseemstousthatthecompanysdifficultieswereduetobadmanagementandinparticulartoovertrading.Wew

30、ouldadviseyoutopaymostcarefulattentiontoanybusinessrelationswiththem.However，thisisourpersonalopinionandwewishyoutomakefurtherenquiriesonyourpart.Yourssincerely，Jessie,BACK,1.statusenquiry资信调查，资信征询creditinvestigation资信调查资信调查主要需要获得如下信息：（1）财务状况（Financialposition）（2）信用（Credit）（3）声誉（Reputation）（4）业务做法（B

31、usinessmethods）（5）管理能力（Managementcapacities）,Notes,BACK,调查资信的方法有很多种，应用最广泛的是通过银行调查。其他的调查渠道还包括：（1）商会或有关的行业工会（Chamberofcommerce）（2）咨询机构（Enquiryagencies）（3）中国的驻外商务机构（Chinesecommerceagenciesinforeigncountries）（4）外国的驻华商务机构（ForeigncountriescommerceagenciesinChina）（5）国内外咨询公司（Enquirycompaniesathomeandabroad）,Notes,BACK,2.Citibank