Unit2 建立业务关系

1、Unit 2,Establishment of Business Relations 建立业务关系,建立业务关系，实际上就是确定贸易的对象，而贸易对象选择合适与否，决定着交易的成败。因此，必须慎重对待。 一般情况下，买卖双方通过毛遂自荐或第三者介绍，首先调查清楚贸易伙伴的资信状况、经营能力和业务范围等重要情况，再进行实质性的业务探讨。,Establishment of Business Relations,WHY?,HOW?,Web/ The internet 互联网 Banks 银行 Commercial Counselors Office 商务参赞处 Chambers of Commerc

2、e in foreign countries 外国商会 Trade Directory 贸易名录 Advertisements 广告 Attendance at trade fairs and exhibitions held at home and abroad 参加国内外的商品交易会和博览会 Trade Associations 同业公会 Trade Journals 行业杂志,Merchants may be approached through the following channels:,Key Words & Expressions,establish business rela

3、tions 建立业务关系 establish/ enter into/ build/ open up business relations with 如：We would like to enter into business relations with you. 2.business scope 业务范围 3. import v.& n. 进口 export v.& n. 出口 4. importer 进口商 exporter 出口商,mercial counselors office 商务参赞处 chambers of commerce 商会 6. credit standing 资信状

4、况 三C： conduct/character：品行 公司的可靠性、商业信誉 capacity：能力 经营技能与力量 capital： 资本 清偿贷款的具体保障，判定对方的购买力，推断最高 购买额 7. financial status 财务状况,Vocabulary accessory n. 附件，配件 specialize vi. 专门从事；专门经营 in 专攻；精通 distribution n. 经销，分销；分配 of 的分配/分发/分销 catalogue n. 目录，一览表 vt. 列入目录；为编目录 specification n. 规格（复数）；详细说明,Letter 1,Vo

5、cabulary garage n. 汽车修理厂；车库 financial adj. 财务的，金融的 financial status 财务状况 refer vi，vt 咨询；查阅；提及 to 查阅；咨询,Letter 1,Notes,1. From the advertisement in your web site, we have learned that you are a major supplier of automobile parts in Shanghai. 我方从贵公司网页上所做的广告中获悉，贵公司是上海地区主要的汽车零部件供应商。 learn from 从了解到，从获悉

6、learn that 后为宾语从句，说明了解到的内容,As we specilize in the import and distribution of various automobile parts, we would like to establish trade relations with you. 由于我公司专门从事汽车零部件的进口和分销业务，因此愿与贵公司建立业务关系。 As 在该句子中作连词用，引导原因状语从句，意为“因为，由于” Specilize in 专门从事；专攻 Distribution of 的分配/分发/分销 Establish trade relations w

7、ith = enter into trade relations with 与建立业务（贸易）关系,We have been doing business in this particular line for over 20 years. 我公司经营该产品已有20多年的历史。 Have/has+been+动词现在分词，现在完成进行时，表示从过去某一时间开始，一直延续到现在的动作，而且还可能继续进行下去，或者到说话时结束，强调到说话时为止一直在进行的动作。常与时间状语连用，如for 20 years, since 2000等。 eg: He has been a teacher since 2

8、000. 从2000年起，他就当了老师。（他现在还一直是老师）,We shall be pleased if you can send us your latest catalogue with specifications and details of your trade terms. 请寄来贵公司附有规格说明的最新目录，并详细介绍贵公司的交易条件。 该句为主句加if条件状语从句，居中的shall,can是情态动词，表示请求，是一种婉转表达法。相似的表达还有： We will/shall be pleased if you will send We would/should be plea

9、sed if you could send We would/ should be pleased if you woul send Trade terms =Terms of trade 交易条件,We are looking forward to hearing from you soon. 希望很快能收到你方来信。 look forward to + n./ V-ing 希望，盼望，期待 hear from 收到来信,Vocabulary enter into 开始从事 range n. 系列（产品）；范围；界限 brochure n. 小册子 specific adj. 具体的；特定的

10、；专项的 standard adj. , n. 标准的，普通的；标准 enquiry n. 询问，询盘,Letter 2,As requested, we are sending you by EMS a copy of our latest catalogue giving detailed specifications and prices of our complete range of automobile parts and accessories, together with a brochure describing our standard terms of trade. 按照

11、你方要求，通过特快专递寄去我公司的最新目录一份，详细说明我们公司经营的各类汽车零部件和汽车附件的规格及价格，同时寄去一本介绍我公司一般交易条件的小册子。 As requested = at your request 按照要求，根据要求 EMS: express mail service 特快专递,If you are interested in any of the items listed, please let us have your specific enquiry. 如对所列商品有兴趣，即请具体询购 Please let us have 现代外贸信函中常用口语形式，又不失礼貌 Be

12、interested in 对有兴趣,Exercises:,Translation 1. trade relations 2.trade association 3.trade journal 4.illustrative catalogue 5.quotation 6.specific enquiry,贸易关系，业务关系,同业工会，行业协会,行业杂志,带插图的目录,报价,具体询盘，具体询购,Exercises:,Translation 1.Your early reply would be much appreciated. 2. We look forward to receiving y

13、our early reply. 3.We have received your letter of May 16, 2013, for which we thank you. 4.Please let us know your business terms and conditions. 5.We are pleased to introduce ourselves as a state-owned foreign trade corporation specializing in the line of light industrial products .,兹介绍本公司是一家专门经营轻工

14、产品的国有外贸公司。,若蒙早复，不胜感激。,盼早复。,收到你方2013年5月16日函，谢谢。,请告知你方贸易条件。,Homework:,Exercises . . (P28, P30),Vocabulary tablecloth n. 台布 textile n. 纺织品 Home textile 家用纺织品 expand vt, vi 扩大，发展 into 打入市场或行业 reasonable adj. 合理的，公道的 Be in price 价格公道，价格合理,Letter 3,Vocabulary workmanship n. 做工，工艺 Be fine in 做工精美 popular a

15、dj. 受欢迎的，流行的，大众的 Be with 受的欢迎 illustrative adj. 带插图的，例示的 catalog 带插图的目录 reference n. 参考，证明，证明人 quotation n. 报价,Notes,The Economic and Commercial Counsellors Office of the Chinese Embassy in your country has recommeded you to us as one of the leading importers of tablecloths in Canada. 中国驻贵国使馆经商处向我公司

16、推荐，贵公司是加拿大最大的台布进口商之一。 Economic and Commercial Counsellors Office 经济商务参赞处 Recommend sb./sth/ to sb. 向某人推荐 句中as为介词，“作为” Eg：He works in a park as a cleaner. 他在一个公园里当清洁工人。,As we intend to expand into Canada market, we wish to set up business relations with you. 由于我公司有意打入加拿大市场，因此愿与贵公司建立业务关系。 该句中as作连词，引导原

17、因状语从句，“因为，由于” Intend to do sth. 有意做某事，想要做某事 Expand into （业务等）打入（某一市场或行业） set up business relations with : establish/ enter into/ built/open up business relations with 与建立义务关系,As you know, our tablecloths are reasonable in price, good in quality, and fine in workmanship, and therefore, have become qu

18、ite popular in many EU countries. 正如您所了解，我公司经营的台布物美价廉，工艺精湛，因此畅销于欧盟国家。 EU countries: European Union countries 欧盟国家,We firmly believe that they will enjoy a ready sale in Canada, too. 我方坚信该产品在加拿大同样畅销。 Enjoy a ready sale : sell well 畅销 We shall send you quotations and samples on receipt of your specifi

19、c enquiry. 一收到你方的具体询购函，我方将当即报价并寄送样品。 On receipt of : as soon as we receive 一收到,Vocabulary intention n. 意图，想法 of 对的意图/想法 requirement n. 需要，需求；要求 customer n. 顾客，客户 representative adj.,n. 有代表性的；代表 competitive adj. 有竞争力的 article n. 商品，产品；文章；条款 【语】冠词,Letter 4,Vocabulary satisfactory adj. 令人满意的 regular ad

20、j. 经常的，长期的；有规律的 order n. 命令；顺序；订单，订货，订购 Place regulare orders with sb. 向某人长期订购 Deal in 经营，买卖（产品） extensive adj. 广阔的；广泛的 order 大批订货 neighboring 相邻的,Notes,We are glad to receive your letter dated July 17 enclosing your catalog, and have noted with pleasure your intention of developing business with us

21、 in the line of tablecloths. Receive your letter dated July 17: 这里dated也可用介词of，表示7月17日来函已收到 Develop business with ：establish business relations with/ 建立业务关系 In the line of 在行业上,If your prices are competitive, and if the quality of your articles are satisfactory, we shall place regular orders with yo

22、u. 该句中if引导条件状语从句，“如果，假如” Place regular orders with 向某人经常或长期订购 Place an order (for sth.) with sb. 向某人订购（产品）,Homework,1. Translate Letter 4 into Chinese 2. Exercise V on P30 3. Exercise . on P28-P29,1. Commonly-used Opening Sentences 常用的开头语句,(1) 表达“兹致函给您，通知您”的句子： I beg to inform you that I am writing to you to ask about I am glad to tell you that (2) 表达“收到贵方X月X日来函，内容悉知”的句子： Thank you for your kind letter dated 6th. Your kind letter of July 30 arrived this morning. Your favor of the 5th inst. ha