Englishfor

InternationalBusinessCommunication

1/51UnitOneEstablishingBusinessRelations2/51

I.Teachingaimsandrequirements:

wheretogettheinformationaboutforeignfirmsthestepsinestablishingbusinessrelationshowtowritelettersaboutestablishingbusinessrelationsusefulwordsandexpressionsinestablishingbusinessrelations3/51II.Resources/Materials:戚云方，《新編外經(jīng)貿(mào)英語函電與談判》浙江大學(xué)出版社，戚云方，《新編外經(jīng)貿(mào)英語寫作與套語》浙江大學(xué)出版社，諸葛霖，《外貿(mào)英文書信》（第三版）對外經(jīng)貿(mào)大學(xué)出版社，PPTslideshows:EstablishingBusinessRelations4/51III.StudyoftheBackgroundKnowledge:1.Whydoforeigntradefirmsneedalotofbusinessconnections?2.Fromwhatsourcescanweobtaininformationaboutforeignfirms?3.Whatarethestepsinestablishingbusinessrelations?4.Howtowritea“FirstEnquiry”?5.Repliestothefirstenquiry5/51

1.Whydoforeigntradefirmsneedalotofbusinessconnections?

Becausetheyshouldmaintainorexpandtheirbusinessactivities,foreigntradefirmsneedalotofbusinessconnections.6/51

2.Fromwhatsourcescanweobtaininformationaboutforeignfirms?

BanksChambersofCommerceinforeigncountriesTradeDirectoryChineseCommercialCounsellor’sofficeinforeigncountriesBusinessHousesofthesametradeAdvertisements,exhibitionsorfairsTheinternet7/513.Whatarethestepsinestablishingbusinessrelations?Firstly,getthenamesandaddressesofthefirmsyouwanttodobusinesswith;Secondly,make“StatusEnquiries”bywritingtoyourbankoranychambersofcommerceorenquiryagencies;Finally,sendaletter(whichisusuallycalled“FirstEnquiry”)oracirculartothefirmconcernedtobuildtraderelationswith.8/51

4.Howtowritea“FirstEnquiry”?

Beginbytellingtherecipienthowyougottheirnamesandaddressesorsimplymakeaself-introduction;Stateyourintentionsofdoingbusinesswiththem;Givesomechiefinformationaboutthelinesofyourbusiness;Attimesthereferenceastoyourfinancialpositionandintegrityisalsoadded;Hopeforanearlyreply.9/51

5.Repliestothefirstenquiry:

Theymustbeprompt,courteousandcompletesoastocreategoodwillandleaveagoodimpressiononthereaderthefirmyouwilldobusinesswith.10/51

IV.StudyoftheSpecimenLetters:

PleasegooverLetterOneandthenanswerthefollowingquestions:1.Inwhatletterstyleisthisletterwritten?2.Whowroteit?TheBuyerortheSeller?Why?3.What’sthemainideaofthisletter?11/51

IV.StudyoftheSpecimenLetters:

A.UsefulWordsandExpressions:1.withreferenceto:referringto關(guān)于2.toenterinto/buildup/establishtrade/businessrelations/relationshipswithsb.與某人建立貿(mào)易/業(yè)務(wù)關(guān)系3.linen.（釋義及使用方法見后）4.incompliancewith:inaccordancewith按照，符合，與…相一致5.incompliancewithyourrequest:按照你方要求

12/51

A.UsefulWordsandExpressions:

同義短語：asrequestedatyourrequestasperyourrequest6.forsb.’reference供某人參考（使用方法見后）7.tomeetsb.’sinterest使某人感興趣8.specificenquiry詳細(xì)詢價(jià)9.tofurnishsb.withsth.向某人提供某物10.theconclusionofbusiness/adeal/adealing/atransaction成交13/51B.Studyofprofessionalwords:linen.1.行業(yè)，業(yè)務(wù)I’minthetextileline.It’smydesiretohaveashareinyourtrade.Theirlineofbusinessislightindustrialproducts.Wehavebeeninbusinesssince1935,andthereforehavewideexperienceinallthelineswehandle.自從1935年我們就開始經(jīng)商了，所以我們在經(jīng)營全部行當(dāng)方面含有廣泛經(jīng)驗(yàn)。What’shisline?2.（貨物）種類，系列WearegoingtopresentthefulllineofshoesamplesattheParisShoeShowopeningonFebruary1.我方將于2月1日開幕巴黎靴鞋展覽會(huì)上展出各類靴鞋樣品。14/51B.Studyofprofessionalwords:3.貨物Wehaveconsideredyourproposaltoreceiveatrialdeliveryofourraincoatsonconsignmentandaresendingyouarepresentativeselectionofourmostpopularlines.我方已考慮貴方關(guān)于用寄售方式銷售我方雨衣提議，現(xiàn)選出極受歡迎有代表性貨物一批發(fā)往貴方。4.（航運(yùn)，航空）企業(yè)Theshippinglinelostconsiderablybyit.該航運(yùn)企業(yè)由此受到相當(dāng)大損失。15/51B.Studyofprofessionalwords:incompliancewithyourrequest按照你方要求同義短語：asrequestedatyourrequestasperyourrequestIncompliancewithyourrequest,weencloseourlatestcatalogueandpricelist.Asrequested,wehavecoveredthegoodsagainstAllRisks.Atyourrequest,wenowmakeyouourofferasfollows:Asperyourrequest,thegoodsarestenciledwith“HandleWithCare”.16/51

catalogue

aprintedlistorbookletofgoodswithnecessarydescriptions商品目錄本在商務(wù)英語中，賣方慣用來介紹自己產(chǎn)品宣傳資料有：leafletn.asinglesheetorprintedpaper,sometimesfoldedtoformseveralpages,containingmattereitheradvertizingaproductorgivingdirectionsonhowtouseit（散頁/折疊）活頁說明書，傳單

prospectusn.aleafletoraprintedpapergivinginformationaboutaproduct說明書bookletn.（紙面）brochuren.asmallbookconsistingofafewpagesinapapercover;advertizingmaterialinthisform（紙面）小冊子pamphletn.brochure,booklet小冊子cataloguen.alist,usuallyintheformofabook,ofgoodsforsalewithorwithoutpricesorpictures商品目錄本e.g.illustratedcatalogue;cataloguewithillustrations

帶有插圖商品目錄本literature（大本）17/51

B.Studyofprofessionalwords:

foryourreference

供你方參考Weareenclosingacompletesetofourcataloguesforyourreference.Similarexpressions：foryourperusal供你方細(xì)閱foryourstudy供你方研究foryourinspection供你方檢驗(yàn)foryourinformation奉告Weareforwardingyoubyairmailonecatalogueandafewsamplebooksforyourperusal.現(xiàn)向你方航郵奉上我方目錄和一些樣本，供你方參考。ForyourinformationwecompletedshipmentofyourorderonS.S.Daqingon3rdMay.奉告，我們已于5月3日將你方訂貨裝上“大慶”輪。18/51

IV.StudyoftheSpecimenLetters:

PleasegooverLetterTwoandthenanswerthefollowingquestions:1.Whowrotetheletter?TheBuyerortheSeller?2.What’sthemainideaofthisletter?3.Doesthewritersaywhatheisdoingtomaketherecipientfamiliarwithhisproducts?4.Doesthewritermentiontheconditionsonwhichbusinesswillbeconcluded?19/51

A.UsefulWordsandExpressions:

1.specializevi.vt.專門從事;使…專門從事（使用方法見后）

(specializein;bespecializedin)2.togivesb.ageneralideaofsth.toacquaintsb.withsth.使某人了解/熟悉某事3.enclosevt.隨函附上（使用方法見后）4.handlevt.經(jīng)營（使用方法見后）5.specificationn.規(guī)格（慣用復(fù)數(shù)）6.quotationn.報(bào)價(jià)，報(bào)盤7.samplen.樣品（使用方法見后）8.on/upon(the)receiptof一俟收到9.toconcludebusiness成交10.inspection（商品）檢驗(yàn)20/51

B.Studyofprofessionalwords:

specializevi.vt.dealexclusivelyin專門從事;使…專門從事

(specializein;bespecializedin)WearepleasedtoinformyouthatwespecializeinChinaware.我們專門經(jīng)營陶瓷器。BeingspecializedintheexportofChineseArtandCraftgoods,weexpressourdesiretotradewithyouinthisline.我們專門出口中國工藝品，愿與貴方開展這方面業(yè)務(wù)。21/51B.Studyofprofessionalwords:enclose

v.隨函附上Weenclose(areenclosing)apricelistforouravailableitems.隨函附上我方可供貨商品價(jià)目表。Enclosedis(are)ourcatalogue(s).Pleaseseetheenclosedphoto.Enclosedpleasefindonecopyeachofourpricelistandcatalogue.隨函附上我方價(jià)目表及商品目錄本各一份，請查收。Weenclose(herein)(herewith)ourrevisedquotation,subjecttoourfinalconfirmation.隨函附上修訂后價(jià)格單，以我方最終確認(rèn)為有效。22/51enclose

v.attach隨函附上Cf.tosendsth.underseparatecovertosendsth.byseparatepost/mail/airmail另封，另郵Wearesendingyouunderseparatecoverbyairmailacopyofourlatestcatalog.茲另封航郵我方最新目錄本一份。Tocomplywithyourrequest,wearemailingyouasamplecupbyseparatepost.按照你方要求，現(xiàn)向你另郵杯具樣品一份。23/51B.Studyofprofessionalwords:handlev.1.dealin(sth.)經(jīng)營Wearepleasedtoinformyouthatwehandle/dealinthegoodsyouwant.Cf.WedealinChemicalProductswithABCCo.我們同ABC企業(yè)一道經(jīng)營化工品。Wewishtointroduceourselvestoyouasastate-operatedcorporationdealingexclusivelyinlightindustrialgoods.我們是專營輕工產(chǎn)品國營企業(yè)。Specializing(Beingspecialized)intheexportofChineseArtandCraftGoods,weexpressourdesiretotradewithyouinthisline.我們專門出口中國工藝品，愿與貴方開展這方面業(yè)務(wù)。

Wehaveappointedanagenttohandleourexporttradewithyourcountry.我方已委派一家代理商經(jīng)營我方對貴國出口貿(mào)易。24/51handlev.2.處理Wehopeyouwillhandlethismatterwiththeutmostcare.希望貴方慎重處理此事。3.搬運(yùn)，裝卸HandleWithCare.（運(yùn)輸包裝上裝運(yùn)指示用語）小心輕放（小心裝卸）。25/51B.Studyofprofessionalwords:samplen.specimen;sth.takenfromalottoshowwhattherestislike樣品Quotationsandsampleswillbesenttoyouuponreceiptofyourspecificenquiries.一俟收到你們詳細(xì)詢價(jià)，我們當(dāng)即寄樣、報(bào)價(jià)。Pleasesendustherepresentativesamples.請寄來有代表性樣品。Inpractice,representativesamples,orcalledoriginalsamples,ortypesamples,areusuallysentbythesellertothebuyer,andatthesametime,duplicatesamplesorkeepsamplesarealwayskeptbythesellerforlaterreference.(SalebySeller’sSample)實(shí)際上，通常是由賣方將代表樣品，或稱原樣、標(biāo)準(zhǔn)樣寄給買方，同時(shí)，賣方這邊往往留有復(fù)樣，或稱留樣，方便今后參考。（賣方樣品買賣）Qualityisaboutequaltothesample.品質(zhì)與樣品大致相同。Qualityissimilartothesample.品質(zhì)與樣品近似。Question:WhatdoesReturnSampleorCounterSamplemean?26/51toconcludebusiness/adeal

達(dá)成交易，成交類似說法還有：tocometotermstocometobusinesstocloseabargaintocloseadealtofinalizebusinesse.g.Alotofbusinesswillmaterialize/beconcluded.Wearegladthatwehavecometoterms/cometobusiness/closedadeal/closedabargain/finalizedbusiness.27/51

IV.StudyoftheSpecimenLetters:

PleasegooverLetterThreeandthenanswerthefollowingquestions:1.Inwhatletterstyleisthisletterwritten?2.Whowroteit?TheBuyerortheSeller?Why?3.Whichcountrydoesthislettercomefrom?4.What’sthebuyer’spurposeofwritingtheletter?28/51

A.UsefulWordsandExpressions:

1.Thisistointroduceourselvesas茲介紹，（本企業(yè)）是…2.inthelineofbusiness在這行當(dāng)3.regularsupply長久供給4.takethelibertyof冒昧地（陳舊）5.make(sb.)anofferforsth.向某人報(bào)某商品價(jià)格（使用方法見后）6.tradetermsandconditions貿(mào)易條件7.foryourinformation奉告（也可不譯）（使用方法見后）8.specificenquiry詳細(xì)詢價(jià)9.refersb.to…要某人向…咨詢（使用方法見后）10.tofurnishsb.withsth.向某人提供某物11.business/financial/creditstatus/standing/position業(yè)務(wù)/資信情況12.beonlytoogladtodo…十分高興做…29/51

B.Studyofprofessionalwords:

make(sb.)anofferforsth.

向某人報(bào)某商品價(jià)格Wearepleasedtogive/send/make/faxyouourbestofferCIFLargosfor20M/TWhiteCrystalSugar.現(xiàn)向你方報(bào)我方20公噸白砂糖CIF拉各斯最優(yōu)價(jià)。Asrequested,wemakeyouourofferasfollows:按照要求，現(xiàn)向你方報(bào)盤以下：PleasenotethatourofferismadeonFOBShanghaibasis/terms.請注意，我們報(bào)盤是以FOB上海為基礎(chǔ)/條件。30/51B.Studyofprofessionalwords:foryourinformation(1)foryourreference供你方參考e.g.weareenclosingacopyofourlatestcatalogueforyourinformation/reference.隨函寄上我方最新商品目錄本一份，供你方參考。(2)奉告e.g.Foryourinformation,thecoveringgoodshavebeenshippedonboardS.S.DongfengscheduledtosailonSeptember12.奉告，相關(guān)貨物已裝定于9月12日啟航“東風(fēng)”輪。(3)(可不翻譯)e.g.Foryourinformation,nowwearespeciallyinterestedinimportingMan-madeLeatherBagsfromyourcountry.31/51B.Studyofprofessionalwords:refersb.to…

要某人向…咨詢Astoourcreditstatus,wemayreferyoutotheBankofChina,ChengduBranch.至于我們資信情況，你們可向中國銀行成都分行咨詢。Wereferredthemtoourpricelistforfurtherparticulars.關(guān)于詳細(xì)情況，我們要他們查詢價(jià)目表。32/51V.AssociativeThinking(1)AssociativeWords&Phrases(goods)tobeof…qualitytodobusinesswithsb.totradewithsb.toconcludebusiness/atransaction/deal/dealingwithsb.toavailoneselfofthisopportunitytodosth.tobegiventounderstandthat…tohaveagood/keen/brisk/heavy/large/greatdemandfor(goods)tobepopulartoenjoyfastsalestoenjoy(great)popularitytosellfasttowinahighreputationareadyseller;aquickseller;quick-sellinggoodscaptioned/subjectgoods/firm(goods)tobeexcellentinqualityandreasonableinprice（貨物）價(jià)廉物美33/51(2)AssociativeExpressions1.Self-introduction1)Weare…我們（我方、我企業(yè)）為……Weareastate-operatedcorporation,handlingtheexportofanimalby-products.我方（我們、我企業(yè)）為經(jīng)營畜牧產(chǎn)品出口國營企業(yè)。WeareChinaNationalTextilesImportandExportCorporation,withitsheadquartersinBeijing.我們（我企業(yè)、我方）為（是）中國紡織品進(jìn)出口總企業(yè)，總部在北京。

V.AssociativeThinking34/51(2)AssociativeExpressions2)Thisistointroduce…as…茲介紹……為……ThisistointroduceourselvesasoneoftheleadingexportersofgarmentsinChina.茲介紹，本企業(yè)為中國最大服裝出口商之一。ThisistointroducethePacificCorporationasexportersoflightindustrialproductshavingbusinessrelationswithmorethan70countriesintheworld.茲介紹，太平洋企業(yè)出口工業(yè)產(chǎn)品，和世界上70多個(gè)國家有業(yè)務(wù)關(guān)系。3)towritetointroduce寫信介紹Wewritetointroduceourselvesaslargedealersinfoodstuffswithgoodconnectionsinthecountry.現(xiàn)函告，我方為食品大經(jīng)銷商，在國內(nèi)擁有大批客戶。Wewritetointroduceourselvesasexportersoffreshwaterpearlshavingmanyyears’experienceinthisparticularlineofbusiness.現(xiàn)函告，我方為淡水珍珠出口商，在此行業(yè)已經(jīng)有多年經(jīng)驗(yàn)。35/514)totaketheopportunitytointroduce

利用機(jī)會(huì)介紹Wetakethisopportunitytointroduceourselvesaslargeimportersoffertilizersinourcountry.乘此機(jī)會(huì)，茲介紹，我企業(yè)為國內(nèi)化肥大進(jìn)口商。Wetaketheopportunitytointroduceourcompanyasexportersdealingexclusivelyinleathergoods.我方借此機(jī)介紹，我企業(yè)為專門經(jīng)營皮革制品出口商。5)toinformsb.that…通知某人Wewishtoinformyouthatwearespecializedintheexportofartsandcrafts.現(xiàn)奉告，我方專門經(jīng)營工藝品出口。Wearepleasedtoinformyouthatwehandleawiderangeofelectricfans.特此奉告，我方經(jīng)營風(fēng)扇品種齊全。36/516)totakethelibertyofdoingsth.冒昧地作自我介紹（陳舊）Wetakethelibertyofintroducingourselves.現(xiàn)冒昧地作自我介紹。Wetakethelibertytowritetoyouwithaviewtodoingbusinesswithyou.現(xiàn)冒昧去函，以尋求同貴方進(jìn)行貿(mào)易。7)tohavesb.’snameandaddressfrom…

從……處得知某人名和地址WehaveyournameandaddressfromChinaCouncilforthePromotionofInternationalTrade.我們從中國國際貿(mào)易促進(jìn)會(huì)得悉貴企業(yè)名稱和地址。Wearegladtohaveyournameandaddressfrom“TheJournalofCommerce”.我們高興地從《商業(yè)日報(bào)》得悉貴企業(yè)名稱和地址。37/518)toowesb.’snameandaddressto…承蒙……通知……WeoweyournameandaddresstoItalianCommercialBankwhohasinformedusthatyouareinthemarketforball-bearing.承蒙意大利商業(yè)銀行通知貴企業(yè)名稱和地址，并通知貴方欲購進(jìn)滾珠軸承。WeoweyournameandaddresstoMessrs.Collins&Co.,throughwhomwehavelearntyouareimportersoftable-cloth.

承蒙柯林斯企業(yè)通知貴企業(yè)名稱和地址，從該企業(yè)出我方得知貴企業(yè)是臺(tái)布進(jìn)口商。38/519)tobetransferred(forwarded)to…forattention

轉(zhuǎn)交……處理YourletterofSept.8hasbeentransferredtousforattentionfromourHeadOfficeinBeijing.貴方9月8日函已由我們在北京總部轉(zhuǎn)交我方處理。YourinquiryhasbeenforwardedtousforattentionfromtheCommercialCounsellor’sOfficeoftheChineseEmbassyinRome.貴方詢盤已由中國駐羅馬大使館商務(wù)參贊處轉(zhuǎn)交我方處理。10)Throughthecourtesyof…因?yàn)椤靡釺hroughthecourtesyoftheParisChamberofCommerce,wehaveyournameasafirmwhoisinterestedindoingbusinesswithus.經(jīng)由巴黎商會(huì)，我們得悉貴企業(yè)有興趣與我方進(jìn)行貿(mào)易。39/51ThroughthecourtesyofMr.White,wearegiventounderstandthatyouareoneoftheleadingimportersofsilkinyourarea.經(jīng)由懷特先生我方得悉貴企業(yè)為所在地域中最大絲綢進(jìn)口商之一。11)ontherecommendationof

由……推薦（介紹）OntherecommendationofMessrs.Harvey&Co.,wehavelearnedwithpleasurethenameofyourfirm.由哈維企業(yè)介紹，我方高興地得知貴企業(yè)名稱。40/512.初步意向和要求（InitialIntentionsandDesires)1)toestablishbusinessrelationswith…和……建立貿(mào)易關(guān)系Weavailourselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationswithyou.我們借此機(jī)會(huì)致函貴方以了解可否與貴方建立貿(mào)易關(guān)系。Wehavecometoknowthenameofyourcorporationandarepleasedtowritetoyouinthehopeofestablishingbusinessrelationswithyou.我們得悉貴企業(yè)名稱，特此致函希望與貴方建立貿(mào)易關(guān)系。41/512)toenterintobusinessrelationswith…和……建立貿(mào)易關(guān)系Wearewillingtoenterintobusinessrelationswithyouonthebasisofequalityandmutualbenefit.我們愿意在平等互利基礎(chǔ)上與貴方建立貿(mào)易關(guān)系。YourcompanyhasbeenintroducedtousbySmith&Co.Ltd.asprospectivebuyersofChinesetable-cloths.Aswedealintheitems,weshallbepleasedtoenterintodirectbusinessrelationswithyou.史密斯企業(yè)向我們介紹貴企業(yè)是中國臺(tái)布未來買主。因?yàn)槲曳浇?jīng)營臺(tái)布，我們很愿意與你方建立直接貿(mào)易關(guān)系。42/513)tofall(come,lie)withinthescopeof屬……范圍Astheitemfallswithinthescopeofourbusiness,weshallbepleasedtoenterintodirectbusinessrelationswithyou.因?yàn)樵撋唐穼儆谖覀儤I(yè)務(wù)范圍，我們將很高興地與貴方直接建立業(yè)務(wù)關(guān)系。AsthearticlelieswithinthescopeofbusinessofourbranchinNanjing,wehaveforwardedyourlettertothemforattention.因?yàn)榇松唐穼儆谖覀冊谀暇┓制髽I(yè)業(yè)務(wù)范圍，我們已將你方來函轉(zhuǎn)交他們處理。43/51

C.RemindersforWritingsuchaLetter:

Statesimply,clearlyandconciselywhatyoucansellorwhatyouexpecttobuy.Writeinpoliteandappreciativeterms.Aletterofacknowledgmentandthanksissentwhentheinformationisreceived.44/51VI.KeyPointsandDifficultPointsHowtowritealettertoestablishbusinessrelations2.Keywordsandexpressionsinestablishingbusinessrelations45/51VII.Exercises:ExercisesinClass:

1.Answerthefollowingquestions:1)Whydoforeigntradefirmsneedalotofbusinessconnections?2)Throughwhatchannelscanthenamesandaddressesofthefirmstobedealtwithbeobtained?3)Whatarethestepsinestablishingbusinessrelations?4)Whatisacircularandwhatisa“FirstEnquiry”?5)Whatshouldbeincludedinthe“FirstEnquiry”?6)Howcanacorrespondentcreategoodwillandleaveagoodimpressiononthereaderwhenhandlingletters?46/51

2.MultipleChoice:1)With_______toyourletterofDecember2,19…wearegladtolearnthatyouwishtoenterintotraderelationswithus.A.referringB.referenceC.referD.referto2)Wespecialize______bothindustrialandpharmaceuticalchemicals.A.atB.ofC.onD.in3)Necessarycertificates_______thequalityandquantityoftheshipmentwillbeprovided.A.atregardtoB.withregardtoC.inregardtoD.withregardabout4)Thisistointroduceourselves______confectionersandbakershavingmanyyears’experienceinthisparticularlineofbusiness.A.asB.toC.ofD.with5)Youarerequestedto_____uswiththenameofyourbankpriortotheconclusionofthefirsttransactionbetweenus.

A.tellB.offerC.furnishD.give

47/516)PleaseletushaveacopyofyourExportListsothatwemayacquaintourselves___yourbusinesslines.A.toB.forC.withD.in7)Weshallbegladtosendyouourlowestquotations___receiptofyou