UnitTwoEstablishingBusinessRelations1/55Objectives

經(jīng)過本章學(xué)習(xí)，幫助學(xué)生掌握:尋找潛在客戶方法要求與對方建立貿(mào)易關(guān)系書信撰寫要求建立貿(mào)易關(guān)系書信回復(fù)2/55Leadin

Inordertoopenupamarkettosellorbuysomethingfromtheotherfirmsormaintainorexpandbusinessactivities,establishingbusinessrelationsisthefirststepinatransactioninforeigntrade.Writingletterstonewcustomersfortheestablishmentofrelationsisacommonpracticeinbusinesscommunications.Firstyoumustfindoutwhomyouaregoingtodealwith.Anyway,toestablishbusinessrelationswithprospectivedealersisveryimportant,especiallyforsomenewlyestablishedfirms.3/55BusinessKnowledge(1)Banks(2)ChambersofCommerceinforeigncountries(國外商會(huì))(3)TradeDirectory（貿(mào)易名目）(4)ChineseCommercialCounselor‘sOfficeinforeigncountries(中國駐國外商務(wù)參贊處)ChannelsforObtainingInformationAboutaNewFirm4/55

ChannelsforObtainingInformationAboutaNewFirm(5)businesshouseofthesametrade,etc.;

(6)advertisementsinmagazine,oninternet,overradio,onTVandsoon.5/55lettersaimingatestablishingbusiness

relations（要求建立業(yè)務(wù)關(guān)系信函）Thesourceofinformation(howyoulearnedofthiscompany);stateyourintentionofestablishingbusinessrelations;Briefintroductiontoyourowncompany(linesofyourbusiness,little“advertising”onyourproductsorservice);6/55lettersaimingatestablishingbusinessrelations4.showthereferenceastoyourfirm’screditstanding.(告訴對方你企業(yè)信譽(yù)）5.Expressingtheexpectationofcooperationandearlyreply（表示與對方合作和早日收到回復(fù)愿望）.7/551.intendv.想要,打算后常接動(dòng)詞不定式

e.g.Theyintendtoplaceanorderwithyou.

他們打算跟貴方訂貨。Weintendtoextendourbusinessactivities.

我們打算擴(kuò)大我們業(yè)務(wù)范圍。UsefulWords&Expressions2.enquirev.問詢e.g.Wewouldliketoenquirewhetheryoucansupplythefollowingitems.

我們想問詢一下，貴企業(yè)能否提供以下商品。

8/55enquireinto調(diào)查e.g.Thebuyerclaimedthatthegoodswere damagedintransit,butwemustenquireinto thismatterourselves.買方聲稱貨物在運(yùn)輸過程中被損壞了，不過 我們必須親自調(diào)查這件事情。UsefulWords&Expressionsenquireabout問詢關(guān)于某事e.g.Theysentusaletter,enquiringabout themarketconditionhere.

他們給我們發(fā)來了一封信，問詢這里市場情況。

9/55enquireofsb.aboutsth.問詢某人某事e.g.Mr.Smithenquiredoftheexporteraboutthequalityoftheirgoods.史密斯先生問詢出口商他們產(chǎn)品質(zhì)量怎樣。UsefulWords&Expressions

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)10/55UsefulWords&Expressions4.incompliancewith按照e.g. Incompliancewithyourrequest,weare sendingyouoursamplesbyair. 應(yīng)你方要求，我們用航空郵件給你們寄去了 我們樣品。 comply(v.)with按照，與…相符，恪守，滿 足3.enterintobusinessrelations建立貿(mào)易關(guān)系還能夠用：setupopenupestablishbusinessrelationsorbuildupbusinessconnections

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)11/55UsefulWords&Expressionse.g. Itisnecessaryforyoutocomplywithour packingrequirement.

你方必須滿足我們包裝要求。 Weregretthatwecannotcomplywithyour requestforadvancingshipmenttoMay.

很遺憾，我們不能滿足你方將裝貨期提前 到5月份要求。

12/55UsefulWords&Expressions5.underseparatecover另函，用另外一封信

e.g. Wehavesentyouunderseparatecovera rangeofpamphletsforyourinformation. 我們另函給你們寄去了一系列小冊子供 你們了解情況。6takethisopportunityto…(后接動(dòng)詞原型)利用這個(gè)機(jī)會(huì)做…還能夠說takeadvantageofthisopportunityoravailourselvesofthisopportunity.e.g. Wetakethisopportunitytoexpressourgreat appreciationforyourcooperation. 借此機(jī)會(huì)，對于您合作，我們深表感激。

13/55UsefulWords&Expressions7.withaviewto著眼于，意…為目標(biāo)，考慮到e.g.Weavailourselvesofthisopportunityto writethisletterwithaviewtoenteringinto businessrelationswithyou. 我們利用這個(gè)機(jī)會(huì)給你們寫信，目標(biāo)就是 想跟你們建立貿(mào)易關(guān)系。

14/55UsefulWords&Expressions8.dealin從事，經(jīng)營=handlev.經(jīng)營

dealwith…跟…做生意e.g. Wehavedealtintheexportofwashing machinesforabouttenyears.

我們從事洗衣機(jī)出口已經(jīng)有很多年了。 Wehandletheimportandexportbusiness ofchemicalproducts.

我們經(jīng)營化工產(chǎn)品進(jìn)出口業(yè)務(wù)。 Wewishtodealwithyouinthisline.

我們希望在該行業(yè)與你們做生意。

15/55UsefulWords&Expressions9.enclosev.隨函附上e.g.Weencloseacopyofourpricelist.

Pleaserefertothepricelistenclosedwith(or:in)ourletterofAugust5.

Enclosedpleasefindacopyofourpricelist.

(Or:Pleasefindenclosedacopyofourpricelist.)

Webelieveyouwillfindtheenclosedinteresting.

enclosuren.附件

(信內(nèi)有附件時(shí),慣用Encl.或Enc.注明與信末坐下角,如例文.)e.g.Wethankyoufor

yourletterofApril15withenclosures.16/55IntroduceSentencepatterns.1.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。2)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。17/553)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。18/554)tohave(owe)one’snameandaddressfrom…從……處得知某人名字和地址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。5)toownone’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)我方得知貴企業(yè)是臺布進(jìn)口商。19/556)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。ThroughthecourtesyofMr.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。7)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。20/552.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。21/552).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)是中國臺布未來買主。因?yàn)槲曳浇?jīng)營臺布，我們很愿意與你方建立直接貿(mào)易關(guān)系。22/55回復(fù)建立業(yè)務(wù)關(guān)系信函Writingsteps:1.感激對方對你企業(yè)興趣1）yourletterexpressingthehopeofestablishingbusinessconnectionwithushasbeenreceivedwiththanks.2)Thankingyouforyourinterestin…3）YourletterofAugust8hasbeenreceivedwiththanks.23/552.表示愿意與對方建立業(yè)務(wù)關(guān)系1)Yourwishofestablishingbusinessrelationscoincideswithours.2)Thisisalsoourdesire.3)weshallbeverygladtoenterintodirectbusinessrelationswithyou24/553.下一步將要進(jìn)行工作1）wearesendingyouourcatalogueandpricelist.2)weshallbegladtohaveyourspecificinquiry.25/55英國某企業(yè)長久從事進(jìn)口工藝品，對中國工藝品很感興趣，所以寫信給貴企業(yè)要求建立業(yè)務(wù)關(guān)系。貴企業(yè)在收到信后馬上做出了回復(fù)，希望與英國企業(yè)合作。從事工藝品進(jìn)口建立貿(mào)易關(guān)系Case1Keypoints26/55Dearsirs,HavingobtainedyournameandaddressfromMessrs.Anderson&Co.,Rotterdam,wearewritingyouinthehopeofestablishingbusinessrelationswithyou.WehavebeenimportersofArts&Craftsformanyyears.Atpresent,weareinterestedinvariouskindsofChineseArtsandCraftsandshouldappreciateyourcataloguesandquotations.Ifyourpricesareinline,wetrustimportantbusinesscanmaterialize.Wearelookingforwardtoreceivingyourearlyreply.Yoursfaithfully,JanetM.Marley27/55(從以上信件中能夠看出,這就是客戶inquiry,繼續(xù)看下面供給商回復(fù).)(B)AreplytotheaboveDearsirs,Wethankyouforyourletterofthe3rdthismonthandshallbegladtoenterintobusinessrelationswithyourfirm.Complyingwithyourrequest,wearesendingyouunderseparatecoverourlatestcataloguesandpricelistcoveringourexports.Paymentshouldbemadebyanirrevocableandconfirmedletterofcredit.Ifyoufindbusinesspossible,pleasecableusforoffers.Yoursfaithfully,IanM.Irvine28/55Exercise2Learn,Embassy,fallswithin,take,enterinto,areknown,popularity,meetwith,general,under,catalogue,quotationsandsamples,of,hearfrom29/55Exercise31.YourletterofSeptember2,1994hasbeenreceived.Wearegladtoinformyouthatthearticlesrequiredbyyoufallwithinthescopeofourbusinessactivities.2.TheBankofChinainyourcityhasinformedusthatyouareimportersoftextiles.Wespecializeintheexportoftextilesandarewillingtoenterintobusinessrelationswithyou.30/553.Incompliancewithyourrequest,wearesendingyouarangeofcutsamplesofourcottonpiecegoods.Wehopetheywillarriveintimeandbefoundtoyoursatisfaction.4.WehavereceivedyourletterofSeptember4informingusthatyoufindourcannedmeatsatisfactoryandthatyouconsiderplacingatrialorderwithus.31/555.Asrequested,weenclosearangeofpamphletstogetherwithourpricelistsforyourreference.Ifanyoftheitemslistedmeetsyourinterest,pleaseinformusofyourspecificrequirements.Onreceiptofyouenquiry,weshallforwardyouquotationswithoutdelay.32/556.YourfirmhasbeenrecommendedtousbyyourEmbassyinChinaasabuyerofChinesecannedgoods.Wewishtoinformyouthatwespecializeinthislineandhopetoenterintotraderelationswithyouonthebasisofequalityandmutualbenefit.33/557.Togiveyouageneralideaoftheproductswehandle,weencloseacompletesetofleafletsshowingspecificationsandmeansofpacking.34/558.Priortoshipment,ourgoodswillbetestedandinspectedbytheShanghaiCommodityInspectionBureau,whowillprovidethenecessarycertificatesinregardtothequalityandquantityoftheshipment.35/55ExerciseIV(1)Jan10th,19…Messrs.Denman&Sons45CannonStreetLondonE.C.4England36/55DearSirs,WehaveyournameandaddressthroughtheintroductionofMr.A.G.TowpworthofSwanson&Bros.,ofHamburg,whoisoneofourclients.Wewishtoinformyouthatwespecializeinexportingchinawareandshallbepleasedtoenterintobusinessrelationswithyou.37/55Ifourabovedesirecoincideswithyou,Pleaseletusknowandkeepusinformedofyourspecificenquiressothatwecansendourillustratedcatalogueandpricelistbyairmailforyoureferencewithoutdelay.Inthemeantime,weshallappreciateitverymuchifyouwillfurnishuswiththenameofyourbankpriortotheconclusionofaninitialtransactionbetweenus.wearelookingforwardtoyourfirstenquiry.

38/55YourssincerelyChinaNationalImport&ExportCorp.Manager39/55ExerciseIV(2)July20th,19..

Messrs.Winter&Co.164RoyalParadeWellingtonNewZealand40/55DearSirs,WithreferencetoyourletterofJune27,19..,wearegladtolearnthatyouwishtoenterintotraderelationswithus,whichalsomeetsourinterest.Togiveyouageneralideaofourproducts,wearesendingyoubyairacatalogueshowingvariousproductsbeinghandledbythiscorporationwithdetailedspecificationandmeansofpacking.Quotationsandsampleswillbesentuponreceiptofyourspecificenquiries.41/55Aswehavenothadthepleasureofdoingbusinesswithyouinthepast,wewouldliketoinformyouthatourgoodsforexportaretobeinspectedbytheShanghaiCommodityInspectionBureaubeforeshipment,Necessarycertificatesinregardtothequalityandquantityoftheshipmentwillbeprovided.YoursfaithfullyChinaNationalImport&ExportCorp.Manager42/55P25QVDearSir,WelearnedfromtheCommercialCounsellor’sOfficeofChineseEmbassyinyourcountrythatyouareabigbuyeroftable-cloth,wehavebeeninthislineformanyyearsandwetakelibertytowriteyou,inthehopeofenteringintobusinessrelationshipwithyou.Chinesetable-clothesarewellknownintheworldfortheirexcellentquality,fineworkmanshipandattractivedesigns.TheyenjoyhighpopularityinEuropeanmarket.Wetrustthatthroughourclosecooperation,thebusinessprospectisverygood.Inordertogiveyouageneralideaofourtable-cloth,wesendyouherewithalatestcatalogforyourreference.Wewelcomeyourenquiries.43/55Writingaletterwiththefollowinghints.1.從中國駐美國使館商務(wù)處得知貴企業(yè)。2.貴企業(yè)從事紡織品。3.我企業(yè)出口紡織品。希望建立業(yè)務(wù)關(guān)系,并附寄產(chǎn)品目錄和價(jià)格單。44/55DearSirs,wecometoknowthroughtheCommercialCounsellor’sOfficeofChineseEmbassyinAmericathenameandaddressofyourfirms.Wealsolearnfromthemthatyouareinthemarketfortextiles.Ourcompanyspecializesinexportingtextileproductstovariousforeigncountires.Wewishtoenterintobusinessrelationswithyoubythecommencemnetofsomepracticaltransaction.45/55Togiveyouageneralideaofthevariouskindsoftextileproductsnowavailableforexport.Weareenclosinghereourlatestbrochureandapricelistforyourreference.Weshallbepleasedtogiveyouourlowestquotationuponreceiptofyourdetailedrequirements.welookforwardtoreceivingfromyousoon.Yoursfaithfully.

46/55translation1.承蒙貴國商會(huì)介紹,我們得知貴企業(yè)想要購置絲綢制品。2,我們從中國企業(yè)名目取得你方地址3.我們從這里中國商會(huì)得知,貴方生產(chǎn)絲綢制品。某企業(yè)向我們介紹了貴企業(yè),我們很高興能早日與貴方建立業(yè)務(wù)關(guān)系47/551.WeoweyournameandaddresstotheChamberofCommerceinyourcountrywho