1、,Establishment of Business Relations,Introduction,Various Channels,Language Points,Introduction,Trilogy,Intention,action,establishment,Various Channels,Pro-Action,Mode 1: Importer Writes to Exporter Dear Sirs, We have obtained your address from the Commercial Counseller of your Embassy in London and

2、 are now writing you for the establishment of business relations. We are very well connected with all the major dealers here of light industrial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices. Please let us have all necessary informa

3、tion regarding your products for export. your faithfully,Source of information,Intention,the business scope of his firm,Mode 2: Exporter Writes to Importer Dear Sirs, Your firm has been recommended to us by John Morris 低廉的； keenest price = lowest price 最低價(jià)格，克己價(jià)格 注：在商業(yè)英語中，買方一般不用lowest price 來形容賣方的產(chǎn)品，

4、因?yàn)閘owest price有貶低對(duì)方產(chǎn)品質(zhì)量的嫌疑。 await with keen interest 殷切地期待 with a keen desire to do sth 急切地要做某事 Eg.We are looking forward to your early reply with keen interest. 殷切期待你方早日答復(fù),enclose v.隨函附上,后接介詞 with (herewith)或in We enclose a copy of our latest catalogue for your reference. 隨函附上我方最新的目錄冊(cè)以供你方參考。 enclos

5、ed作表語時(shí)，常倒裝置于句首 Eg.Enclosed is the duplication of our countersigned sales contract. 隨函附上業(yè)經(jīng)我方會(huì)簽的銷售合同。 enclosed作賓語補(bǔ)語時(shí) Eg.Enclosed please find a copy of our pricelist. 隨函附上我方的價(jià)格表一份，請(qǐng)查收。,12. refer v 咨詢；查詢 （后接介詞to） Different meanings A. We refer you to （參閱）our letter of December 22. B. We refer to （關(guān)于）you

6、r letter of December 22. C. Your enquiry for walnuts has been referred to（轉(zhuǎn)交） us for attention. D. We wish to refer you to our bank. (詢問) Eg.As to our credit standing, you may refer to the Bank of China. 關(guān)于我方的資信狀況，請(qǐng)向中國(guó)銀行查詢。,Contents of Credit Inquiry,How long have you been in business relations with

7、 the firm? 貴公司與該公司業(yè)務(wù)往來有多久？ What credit limit have you placed on their account? 貴公司給該公司的信貸額有多大? How promptly are terms met? 該公司還賬是否及時(shí)？ What amount is currently outstanding? 目前該公司欠賬有多少？,14.描述商品時(shí)有用的表達(dá),Wide in range Fine in quality Moderate in price Novel in design Beautiful in patterns Elegant in style

8、 Matching in color Skillful in workmanship,種類繁多 質(zhì)地優(yōu)良 價(jià)格公道 設(shè)計(jì)新穎 式樣優(yōu)美 款式雅致 色澤和諧 做工講究,Summary - Useful Expression,1）Source of information We owe your name and address to We obtain your name and address from Through the courtesy of, we come to know your name and address. You were recommended to our comp

9、any by Having had your name and address from We learned from that you are producing shoes,2）Brief introduction of own company We would like to introduce ourselves to you as a corporation specializing in the export business of electric and electronic equipment. We would like to offer you our services

10、 as a trading firm, and would mention that we have excellent connections in the trade and are fully experienced in the import business for this kind of product. Our corporation specializes in the export of textiles. Our company was listed on the New York Stock Exchange in 1999.,3）The intention of wr

11、iting the letter We are interested in establishing business relations with your corporation for the purpose of supplying you the commodities you want. We would like to offer you our services as a trading firm, and We are writing to you in the hope that we can open up business relations with your fir

12、m. In order to extend our export business to your country, we wish to enter into direct business relations with you.,4）Provide or ask for catalogue, price list and samples To give you a general idea of our products, we are sending you, under separate cover, our latest catalogue together with a range

13、 of pamphlets for your reference. We are enclosing a catalogue and a price-list for your reference, so that you may acquaint yourselves with some of the items we handle. In order to give you a general idea of our canned goods, we are sending you by separate airmail a copy of our latest catalogue. Qu

14、otations and samples will be sent to you upon receipt of your specific enquires.,5） Provide reference about financial standing or credit If you need more objective information concerning our credit, please refer to the Midland Bank, London. Concerning our financial status and reputation, please dire

15、ct all inquiries to Bank of China, Beijing in China.,6）Polite ending (expect to get the reply) We look forward to your early/favorable reply. We expect your prompt reply. Your early reply will be appreciated. We look forward to your order. Please contact us at your earliest convenience.,Practice Les

16、sons,Fill in the blanks: 1.We are gearing our production to your requirements and shall soon be _a position offer you substantially. 2. Enclosed a copy of our price-list. 3. Through a Chamber of Commerce, We have learned that you are one of the representative importers of electric goods.,Translation: 1. One of our Japanese clients is in the market for Chinese Bla