外贸函电第二版-Unit 02 建立业务关系

1、Unit 2 Establishing Business Relations建立业务关系,2.1 Introduction（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（Chamber of Commerce） （3）商务参赞处（Commercial Counselors Offices） （4）交易会和展览会 （Export Commodities Fairs you all know my views. 关于此事我不必详述, 你们都知道我的意见。,Letter 5

2、(2),line n. 行业，生意，（商品的）种类，航线，短函 line of business 业务范围 in line with 相一致 out of line 与.不相符合 Full line 经营各种货物 Best line 高级品,Letter 5(3),Letter 6：A reply to the above,Dear Mr. Allen, Referring7 to your letter, we are pleased to introduce to you the following firms: （1）The ABC Corp.,（Address:） （2）Messrs.

3、 Wolf 参考 Refer to the dictionary when you dont know how to spell a word. 当你不知道怎么拼写一个词时, 查阅一下词典。 6. (把)归因功于 Some people refer all the troubles to bad luck instead of lack of ability. 有些人把自己所有的苦恼都归咎于运气不佳, 而不认为是缺乏能力。 7. 向求助 He referred to me for information. 他向我打听消息。 8. 指而言(as) All his classmates refer

4、red to him as “Blackbeard.” 他的同学都称他为“黑胡子”。,Letter 6(1),Letter 7：A firm writes to a firm concerned,Dear Mr. Kevin, We have obtained your name and address from Aristo Shoes, Milan, and we are writing to enquire8 whether you would be willing to establish business relations with us. We have been importe

5、rs of shoes for many years. At present, we are interested in extending our range9 and would appreciate your catalogues and quotations. If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. Truly yours, Per Anderson,Letter 8：

6、A reply to the above,Dear Per, Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with10 your request, we are sending you our latest illustrated catalogue11 and price list covering our export range. Payment should

7、be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please fax us. Sincerely yours, Kevin,Notes to the specimen letters,1. enclose随函附上 2. quality tea and coffee cups and saucers优质茶具和咖啡具 3. be well connected with与有很广泛的联系 4. feel sure相信 5. as requested按照要求 6. cata

8、logues and pricelists目录和价格表 7. refer to谈到，涉及，有关 8. enquire 询问 9. extend our range 拓展业务范围 10. in compliance with 根据 11. illustrated catalogue 插图目录,38,常见短语,1、be in the market for sth 求购 2、approach sb for sth 为与某人接洽 3、under separate cover 另邮 4、look forward to 希望 5、lie within the scope of 在范围之内 6、important business 大量交易 7、be interested in 对感兴趣 8、inform sb of sth 通知某人某事 9、Supply from stock out of stock,39,常见短语,10、upon receipt of 收到.之后 A complete range of samples will be sent upon the receipt of your reply. 11、be in line with the market 与市场水平一致 1