establish business relations建立外贸关系.ppt

EstablishmentofBusinessRelations Introduction VariousChannels LanguagePoints Introduction Trilogy Intention action establishment VariousChannels Pro Action Mode1 ImporterWritestoExporterDearSirs WehaveobtainedyouraddressfromtheCommercialCounsellerofyourEmbassyinLondonandarenowwritingyoufortheestablishmentofbusinessrelations Weareverywellconnectedwithallthemajordealershereoflightindustrialproducts andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices Pleaseletushaveallnecessaryinformationregardingyourproductsforexport yourfaithfully Sourceofinformation Intention thebusinessscopeofhisfirm Mode2 ExporterWritestoImporterDearSirs YourfirmhasbeenrecommendedtousbyJohnMorris Co withwhomwehavedonebusinessformanyyears WespecializeintheexportationofChineseChemicalsandPharmaceutcals whichhaveenjoyedgreatpopularityinworldmarket Weencloseacopyofourlatestcatalogueforyourreferenceandhopethatyouwouldcontactusifanyitemsisinterestingtoyou Wehopeyouwillgiveusanearlyreply Yoursfaithfully Selfintroduction Sourceofinformation Intention Advertisements NewspaperorTV InternetBroadcast Media Advertisements E g WeoweyournameandaddresstotheChinaDaily newspaper Internet E g HavingobtainedyournameandaddressfromMade in C wearewritingyouinthehopeofestablishingbusinessrelationswithyou FamousWebsites 阿里巴巴 中国制造网 www made in 亚洲产品网 www asianproducts co福步论坛 Intermediary CooperationPartners Agent Thecommercialcounsellor soffice Bank CooperationPartners Eg SincewehavetradewithXXcompanyformanyyears theyrecommendyouresteemcompanytous Currently weareworkingontradeinXX andneverassociatewithyourfirmbefore Agent Eg Wehaveobtainedyouraddressfromyouragent Weareinterestedinyourproduct andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices Thecommercialcounsellor soffice Eg weoweyournameandaddresstotheCommercialCounsellor sofficeoftheSwedishembassyinBeijingwhohaveinformedusthatyouareinthemarketfortextiles Bank Eg YouwererecommendedtousbytheCitibank whichtoldusthatyouareaprospectivebuyeroftextilesandcottonpiecegoods Andtheseitemsfallwithinthebusinessscopeofourcorporation FieldSurvey Makeabusinessresearchtripe g ThewriterisleavingforJapanonabusinessresearchtripveryshortlyandexpectstoarriveinTokyosometimearoundDecember15 Attendanceatfairs e g WeareindebtedtotheCantonFairforyournameandaddress 广交会现场 LanguagePoints 1 owev 应该把 归功于 后接介词to Heoweshissuccesstotheopen policy 他把他的成功归功于开放政策 tooweyournameandaddressto承蒙 告知贵公司行名和地址 获悉贵公司行名和地址要感激 类似的表达法 tobeindebtedto foryournameandaddresstocometoknowthenameandaddressofyourfirmthroughthroughthecourtesyof wecometoknowyournameandaddresstoberecommendedtosb by WeoweyournameandaddresstotheChamberofCommerceinyourcity 2 handlev 经营 某种或某类商品 类似的表达法 totradeinbeinlinetodealinEg Weareastate operatedcompany handlingexclusivelytheimportandexportofCottonPieceGoods 我们是国营公司 专门经营棉布的进出口业务 3 acquaintv 熟悉 了解toacquaintsb withsth 使某人了解某事be getwellacquaintedwithsth 熟悉 了如指掌 Eg Wewanttoacquaintourselveswiththesupplypositionofcrudeoilinyourcountry 我们想了解贵国的原油供应情况 4 tradev n 交易 貿易totradeinsth 经营某种生意totradewithsb 与某人做生意Eg TheymainlytradewithJapanesefirms 他们主要和日本商行进行贸易 eundertherangeofone sbusinessactivities属于某人的经营范围 fallwithinthescopeofone sbusinessactivities liewithinthescopeofone sbusinessactivities 6 beinaposition能够注 强调能做某事的关键因素是所处的地位 在其 位 谋其 政 而不是靠主观努力所能达到的 因此不能接条件从句 beinapositiontodosth 能够benotinaposition innopositiontodosth 不能做某事beinagoodpositiontodosth 很有能力做某事 完全能做某事beinadifficultpositiontodosth 很难做某事Eg Wearenotinapositiontoacceptyourduplicateorderasthegoodsyourequiredareoutofstock 我们无法接受你方重复订单 因为你所要求的货物已没有库存 7 approachv 接洽 联系 临近approachsb forsth为某事与某人接洽 联系Thesellingseasonisapproaching manyclientsapproachusforoffers 销售季节日益临近 许多客户与我方接洽索要报盘 8 should引导的条件从句 相当于if但比if要客气委婉 常用于商务英语Eg Shouldyourpricebefoundcompetitiveanddeliverydateacceptable weintendtoplacealargeorderwithyou 倘若你方价格具有竞争性而且交货期可接受的话 我们有意向你方大量订购 9 Quotationn 报价make send give cable fax sbaquotationforsth向某人就某种商品报价用介词for PleasemakeusyourlowestquotationforMen sShirts 请向我方报男式衬衫的最低价 买方提及卖方报价时用介词of YourquotationofMen sLeatherShoesistoohightobeacceptable 你方男式皮鞋的报价太高难以接受 10 Keenestn 渴望的 低廉的 keenestprice lowestprice最低价格 克己价格注 在商业英语中 买方一般不用lowestprice来形容卖方的产品 因为lowestprice有贬低对方产品质量的嫌疑 awaitwithkeeninterest殷切地期待withakeendesiretodosth急切地要做某事Eg Wearelookingforwardtoyourearlyreplywithkeeninterest 殷切期待你方早日答复 enclosev 随函附上 后接介词with herewith 或inWeencloseacopyofourlatestcatalogueforyourreference 随函附上我方最新的目录册以供你方参考 enclosed作表语时 常倒装置于句首Eg Enclosedistheduplicationofourcountersignedsalescontract 随函附上业经我方会签的销售合同 enclosed作宾语补语时Eg Enclosedpleasefindacopyofourpricelist 随函附上我方的价格表一份 请查收 12 referv咨询 查询 后接介词to DifferentmeaningsA Wereferyouto 参阅 ourletterofDecember22 B Wereferto 关于 yourletterofDecember22 C Yourenquiryforwalnutshasbeenreferredto 转交 usforattention D Wewishtoreferyoutoourbank 询问 Eg Astoourcreditstanding youmayrefertotheBankofChina 关于我方的资信状况 请向中国银行查询 ContentsofCreditInquiry Howlonghaveyoubeeninbusinessrelationswiththefirm 贵公司与该公司业务往来有多久 Whatcreditlimithaveyouplacedontheiraccount 贵公司给该公司的信贷额有多大 Howpromptlyaretermsmet 该公司还账是否及时 Whatamountiscurrentlyoutstanding 目前该公司欠账有多少 14 描述商品时有用的表达 WideinrangeFineinqualityModerateinpriceNovelindesignBeautifulinpatternsElegantinstyleMatchingincolorSkillfulinworkmanship 种类繁多质地优良价格公道设计新颖式样优美款式雅致色泽和谐做工讲究 Summary UsefulExpression 1 SourceofinformationWeoweyournameandaddressto Weobtainyournameandaddressfrom Throughthecourtesyof wecometoknowyournameandaddress Youwererecommendedtoourcompanyby Havinghadyournameandaddressfrom Welearnedfrom thatyouareproducingshoes 2 BriefintroductionofowncompanyWewouldliketointroduceourselvestoyouasacorporationspecializingintheexportbusinessofelectricandelectronicequipment Wewouldliketoofferyouourservicesasatradingfirm andwouldmentionthatwehaveexcellentconnectionsinthetradeandarefullyexperiencedintheimportbusinessforthiskindofproduct Ourcorporationspecializesintheexportoftextiles OurcompanywaslistedontheNewYorkStockExchangein1999 3 TheintentionofwritingtheletterWeareinterestedinestablishingbusinessrelationswithyourcorporationforthepurposeofsupplyingyouthecommoditiesyouwant Wewouldliketoofferyouourservicesasatradingfirm and Wearewritingtoyouinthehopethatwecanopenupbusinessrelationswithyourfirm Inordertoextendourexportbusinesstoyourcountry wewishtoenterintodirectbusinessrelationswithyou 4 Provideoraskforcatalogue pricelistandsamplesTogiveyouageneralideaofourproducts wearesendingyou underseparatecover ourlatestcataloguetogetherwitharangeofpamphletsforyourreference Weareenclosingacatalogueandaprice listforyourreference sothatyoumayacquaintyourselveswithsomeoftheitemswehandle Inordertogiveyouageneralideaofourcannedgoods wearesendingyoubyseparateairmailacopyofourlatestcatalogue Quotationsandsampleswillbesenttoyouuponreceiptofyourspecificenquires 5 ProvidereferenceaboutfinancialstandingorcreditIfyouneedmoreobjectiveinformationconcerningourcredit pleaserefertotheMidlandBank London Concerningourfinancialstatusandreputation pleasedirec