《商务英语函电u》ppt课件

1、Unit 2 Establishing Business Relations建立业务关系建立业务关系世纪商务英语 外贸函电 Basic Knowledge Concerned Letter-writing Guide Other Commonly Used Expressions and Sentences Sample Letters Practical Training Part One Part Two Part Three Part Four Part FiveContentsPart One It is fairly true to say no customer, no busin

2、ess. To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover. Establishing business relations is the first step in transaction in foreign trade. If a new fir

3、m, or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the persons in charge must first of all find out whom they are going to deal with. We should not only do everything possible to consolidate old customers but

4、also seek new ones to enlarge our business. 1. The Significance of Establishing Business RelationsPart One Usually, you can secure all the necessary information about a new customer with the help of the following channels:2. The Main Channels and Methods for Establishing Business Relations (1)banks;

5、periodicals;advertisements in newspapers, magazines or on TV;the introduction from your business connections;the market investigations;the commercial counselors offices;the industrial chambers;the chambers of commerce both at home and abroad;inquiries received from the merchants abroad;self-introduc

6、tion by merchants themselves. Part One Sometimes, a kind of middleman is necessary to bring two companies together. Having obtained the desired names and addresses of the firms from any of the above sources, you may start contacting the prospective customers. The main methods include: 2. The Main Ch

7、annels and Methods for Establishing Business Relations (2)communication in writing; attendance at the export commodities fairs;contact at the exhibitions held at home or abroad;mutual visits by trade delegations and groups.Of all the above methods, the first one is widely used in business activities

8、.Part One Generally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known, self-introducing, indicating your desire to enter into business relations, or sometimes making general inquiries and

9、expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for business relations, the contents may include expressing your thanks for the incoming letter, expressing your agreement / desire/wish to establish business relations with the addr

10、essor and indicating the action you are going to take.3. The Main Contents of a Letter for Establishing Business Relations Part TwoSteps/ContentsTypical ExpressionsFor letters requesting for the establishment of business relations1. Telling the prospective customers how and where their names and add

11、resses are knownWe were very pleased to obtain your name from. 我们很高兴从处获得贵公司的称号。We are delighted to learned from. that. 我很高兴处得知We have your name and address from. (我们从得知贵公司的称号和地址。)Through the courtesy of., we are given to understand that. 承蒙我们得知From，we know / have learned tha(经过我们得知)Part TwoSteps/Con

12、tentsTypical ExpressionsOn the recommendation of ,we have learned that经过引荐，我们得知Your company has been kindly introduced to us by 把贵公司引见给我们。2. Self-introducingWe write to introduce ourselves to you as a.作为,特来函自我引见 Our lines are mainly. 我们主要从事.fall within the scope of our business activities.属于我们的运营范围

13、We are mainly dealing in. 我们主要从事We have been engaged for many years in the line of.我们曾经从事多年 Part TwoSteps/ContentsTypical Expressions2. Self-introducingAs you may know, we supply. 如贵公司所了解, 我们可供应We would like to take this opportunity to introduce ourselves as. 我们借此时机自我引见,我们是We would like to take the

14、liberty of introducing ourselves to you with a view to. 我们冒昧自荐,希望Our corporation is established for the purpose of.本公司是以为目的而建立的 Our corporation is specialized in. 本公司专营We handle various kinds of. 本公司运营各种Part TwoSteps/ContentsTypical Expressions3. Indicating your purpose and desireWe are willing to.

15、我方情愿We express our desire to. 我们想表达的志愿 We are now writing you for. 我们特致函)We are desirous of. (我方很希望)With a view to., we. (本着的志愿, 我方)We are interested in. (我方有兴趣)We need a regular supply of. ( 我方定期需求)We are in a position to supply. ( 9我方可供应We would be glad to. (我们将乐于)Part TwoSteps/ContentsTypical Exp

16、ressions3. Indicating your purpose and desireWe now avail ourselves of this opportunity to. 我们借此时机If you need. , please (dont hesitate to) let us know. 假设他们需求,请(毫不犹疑)地告知我们 Should there be anything else we can do for you, please let us know. (假设我们还能为他们做些其他事情,请告知 )Should you require. please dont hesit

17、ate to contact us. 假设他们需求,请毫不犹疑地和我们联络 4. Expressing your expectationWe look forward to receiving./hearing from you soon/in the near future. 希望尽快收到Part TwoSteps/ContentsTypical Expressions4. Expressing your expectationYour early reply is appreciated./Any early reply would be highly appreciated. 非常赞赏他

18、们的早日回答 )We are anticipating your answer./We await hearing from you.(盼复 )Any further information you can provide will be appreciated. (对他们提供的进一步信息,我们将非常赞赏 )We hope this will be a good start for. (希望这是的良好开端 )We would appreciate it/be grateful if you would.(假设贵公司我们将不胜赞赏 )We would sincerely appreciate i

19、t if you.(假设他们能,我们将衷心赞赏 )Part TwoSteps/ContentsTypical ExpressionsFor letters in reply to the letters requesting for the establishment of business relations1. Expressing your thanks for the incoming letter or stating your letter-replying purposeThank you for your letter of. (赞赏贵方的来函 )Thank you for y

20、our interest in. (赞赏贵方对的兴趣 )We have received with thanks. (已收悉, 谢谢!Your letter of. has been well received with thanks.贵方的信已收悉, 谢谢!Your letter expressing. has been received with thanks.贵方关于的信已收悉, 谢谢!We are thankful for your letter about/of.谢谢他们关于的来信 In reply/response to your letter of., we.作为对他们来信的回答

21、,我们Part TwoSteps/ContentsTypical Expressions2. Expressing your agreement /desire/ wishYour wish of. coincides with ours.他们的愿望与我们的不谋而合 This is also our desire. 这也是我们的愿望 )We shall be very glad to. ( 我们将很高兴)Your suggestion of. was really a good thinking. (他们的建议确实是一个好主意 )3. Indicating the action you are

22、 going to takeWe are sending you. (我们将给贵方寄去We shall be glad to have your. 我们将很高兴得到贵方的As requested, we are airmailing to you.(按要求,我们特此给您寄去Enclosed is/are our./We enclose our. 随函附寄Part ThreeExpressions (1)establish business relations / connections, enter into business relations / connections , 建立业务关系2

23、. engage in.;handle.; deal in. ; specialize in.从事 运营(专营)3. business line 业务范围4. please contact us / sb. 请与我们/某人联络 Please (dont hesitate to) let us(sb) know;Please inform us (sb). 务请告知6. We would appreciate it/be grateful if you would. 如蒙我们将不胜赞赏7. The enclosed is/are.;We enclose . ;Hereby we enclose

24、随函附寄;兹附寄Enclosed please find. ;Enclosed you will find 随函附上,请查收9. for ones information/reference (only) (仅)供参考 for ones file/record ;for ones perusal (仅)供某人存档/记录；供某人审阅Part ThreeExpressions (2)10. Regarding ; with reference to; with regard to ; referring to ; concerning ; as to 关于，就而言13. concerning, a

25、bout, regarding, with regard to., as to. 关于11. at your end, in your place/area/district 在他处/地12. according to, in compliance with, in accordance with, in conformity with按照13. conclude/close the business/transaction/deal 达成买卖14. do business with, deal with, trade with 与做生意15. be connected with. 与有联络

26、as requested / do sth . Upon sbs. request. 按要求; 应某人的要求做某事 with a view to sth . / doing sth. ; with the view of sth. 本着做的 / 志愿 ，希望，以为目的阐明目的 Through the courtesy of 承蒙的引见、照顾 In reply to / in response to 回答20. To be / feel interested in ; to take / have / interest in 对感兴趣Part ThreeTypical Sentences (1)

27、 We are very pleased to obtain your name from the Industrial Chambers. (2) On the recommendation of Merrs. Harvey & Co., we have learned with pleasure the name of your firm. (3) Through the courtesy of Mr. Freemen, we are given to understand that you are one of the leading importers of electric good

28、s in your area and wish to enter into business relations with us. (4) We have your name and address from “The Journal of Commerce.1. Telling the addressee how his name is known in pleasant wordsPart ThreeTypical Sentences (1) We are one of the leading importers of ceramic products in America. Wed li

29、ke to establish business relationship with your corporation. (2) We are a state-operated corporation, handling the export of animal by products and we are willing to enter into business relations with your firm. (3) This is to introduce the Pacific Corporation as an exporter of light industrial prod

30、ucts having business relations with more than 80 countries in the world. (4) We are exporters of fresh water pearls having years experience in this particular line of business. (5) We take the opportunity to introduce ourselves as a large importer of fertilizers in our country. (6) We take the liber

31、ty of introducing ourselves to you with a view to doing business with you. (7) Our corporation is established for the purpose of carrying on import and export business as well as other activities in connection with foreign trade.2. Introducing briefly the business scope of your firm.概要引见本人的业务概要引见本人的

32、业务Part ThreeTypical Sentences (8) Our cooperation is specialized in the export of Chinese food products. The products sell well in various countries. (9) Our lines are mainly various kinds of electrical products, and we have offices or representatives in all major cities and towns in Japan. (10) We

33、are active in commercial intercourse with various countries and districts in the trade and financial circles2. Introducing briefly the business scope of your firm.概要引见本人的业务概要引见本人的业务Part ThreeTypical Sentences (1) We foresee a bright prospect for your products in our market. We express our desire to

34、establish business relations with your firm. (2) Should you be interested in any of our products, please let us know. (3) Should you require any further information / details / particulars, please dont hesitate to let us know. (4) Since we specialize in the export of Chinese food stuffs, we wish to

35、express our desire to trade with you in this line. (5) As the items falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you. (6) We hope this will be good start for a long and profitable business relation. (7) We are convinced that our

36、joint business efforts can be developed to our mutual benefit. (8) Hope our mutual understanding and cooperation could result in future business.3. Stating your desire, purpose and expectation simply, clearly, and concisely.Part ThreeTypical Sentences (1) Your letter expressing the hope of entering

37、into business connections with us has been received with thanks. (2) We acknowledge with thanks the receipt of your letter of September 10 ,2021. (3) Your letter of October 21, 2021, addressed to our sister corporation in Shanghai has been received with thanks. (4) As requested, we are airmailing to

38、 you , under separate cover ,a sample each of Article Numbers 1025 and 1026 for your reference. (5) A booklet including a general introduction, the scope of business and topics is enclosed for your reference. (6) If you have interest in establishing business relations with us in this line, please le

39、t us know your specific requirements. We will be pleased to forward samples, catalogues as well as detailed information. (7) We assure you that we will give our best attention to any inquiries from you. (8) Should there be anything else we can do for you , please let us know.4. Sentences used in rep

40、lying letters.复函用句复函用句Part FourSample 1Requesting for the Establishment of Business RelationsDear Sirs,From the that was received from our Toronto Office, we know that your firm1 is of good standing and reliability in Toronto. We understand that you are particularly interested in the export of vario

41、us papers to China.In recent years, we have done business with the largest and most prominent firms in your area2 , As is well known3 to you, the possibilities of importing the foreign products4 are very great here. We are confident that 5 we will be able to give you large orders if the delivery, pr

42、ice and quality meet our requirements.By this letter, we are contacting you with interest to6 enter into business relationship with your company. We hope that we may receive your catalog7 soon as well as other printed materials for reference. We look forward to establishing good business relationshi

43、p with you soon.Yours Sincerely,Notes前往1. “firm 指“公司 商号 英语中表示公司的词很多,常用的有:company, corporation, firm, 以及后面出现的house等 股份常用 “Co. Ltd.或 “Corp. Inc. 表示,前者是 “company limited 的缩写,后者是“corporation incorporated的缩写2. “in your area (district/place/territory) 这是外贸函电的常用语,常译作“他地 “他处或 “他们地域,也可以用“at your end表示 如：I am

44、 sure youll find a ready market at your end.3. “as is well known是非限制性的定语从句,修饰整个句子 关系词“as在句中做主语 e.g. as is usual the case 情况经常如此; as you know 如他所知.4. product: sth. produced by growing or made in a factory 产品 e.g. We are handling light industrial products. cf: produce, production, goods, article, item

45、, merchandise, material, cargo produce: sth. that has been produced esp. by growing or farming 农产品,土产 e.g. They are regular buyers of Chinas native produce. production: amount produced esp. for those produced in a certain period 产量,某时期制造或消费的批量产品 e.g. We are only interested in 2005 production.Notes前往

46、goods: article for sale; not used with numerals; always in plural 商品e.g. The goods are ready for shipment.article: particular or separate thing 物品,物件e.g. We cannot offer you this article at present.item: a single thing on a list or in a catalogue; often used to stand for the goods previously mention

47、ed in the letter 工程,种类e.g. We note that you are interested in Alarm Clocks. We always carry this item in stock.merchandise: goods bought and sold; always in singular number 商品e.g. They deal in general merchandise.material: goods used for production 原料,资料e.g. We can supply this material.cargo: goods

48、carried by a ship, plane or vehicle 船 飞机 车辆所载的货物e.g. The cargo ex S. S. “Maria has been inspected and found satisfactory.Notes前往5. We are confident that. 我们坚信 be confident that. 对有自信心/确信 e.g. We are confident that we can push the sale of your products in this market. 我们确信能在此市场推销他方产品 留意该句型的搭配变化和用法 be

49、 confident of. e.g. We are confident of persuading our customer to place a trial order. 我们有把握压服客户试订 have confidence in. e.g. Im sorry I dont have confidence in that financial institution. 对不起,我对那家金融机构信不过 have confidence that. e.g. I have confidence that the quality of our products will be to your sa

50、tisfaction. 我置信我们产品的质量会令他们称心6. “we are contacting you with interest to.也可以表述为“we are expressing our interest to.Notes前往7. catalog (catalogue): an enumeration of items, listed with descriptive detail. It is usually a list, in the form of a book, of goods for sale with or without prices or pictures 商品

51、目录 cf: brochure, pamphlet, leaflet, booklet, prospectus brochure: a small book consisting of a few pages in a paper cover; descriptive, advertising material in this form 宣传小册子 pamphlet: an unbound, printed publication with no cover or a paper cover 一种未经装订的 无需封面的简易宣传资料 leaflet: a single sheet or prin

52、ted paper, sometimes folded to form several pages, containing matter either advertising a product or giving directions on how to use it. It is usually handed out free. 免费派发的活页宣传单 booklet: just a “little book, or a pamphlet 小本本 prospectus: a leaflet, or a printed paper giving information about a prod

53、uct. It is usually a printed statement that is distributed to prospective buyers or investors. 产品阐明书Part FourSample 2Reply to the Sample 1Dear Mr. Wang Jie, With reference to your letter of September 8th, 2021, we are glad to learn that you wish to enter into business relationship with our corporati

54、on in the line1 of various papers.In compliance with your request, we are sending you by air a catalog together with a range of2 pamphlets for your reference.If any of the items listed in the catalogue meets your interest, please let us have your specific inquiry, and our quotation will be forwarded

55、3 without delay 4.Prior to5 the conclusion of the first transaction between us, we require the name of your bank for credit investigation6.Yours sincerely,Part FourSample 3A Letter from an Importer to an ExporterDear Sirs,Through the courtesy of Mr. Freemen, we are given to understand that1 you are

56、one of the leading2 exporters of Chinese light industrial products in your area. We are now writing you for the establishment of business relationship.We are very well connected with all the major dealers3 of light industrial products in this area. We are confident that we can sell large quantities

57、of Chinese goods if we receive your offers at competitive prices4.Please submit to us all necessary information regarding5 your products for export.Yours sincerely,NotesSample 2 “line指的是行业,所以这里有“运营范围,产品范围之意2. A range of :一些列的。也表达为“full / wide range of , 指“全系列的 3. “forward在这里与“send同义,指“寄,发4. “without

58、 delay是外贸函电常用语 除此以外还可以说: soon, as soon as possible, the soonest possible, at once, immediately, with the least possible delay等Prior to: 先于，在之前6. Credit investigation：资信调查。有时在要求建立业务关系的往来信函中明确要求对方提供往来银行的称号、账号等信息以供资信调查。有些客户还会自动提供本人的相关信息以便对方查询。有关资信调查的详细内容可参见下一单元。Sample 31. “we are given to understand th

59、at. 相当于“we learned that.“leading这里指“主要的 “占主导位置的 也可以表达为“major, “large3. dealer: 经销商4. “competitive prices这里指“有竞争性的价钱,即优惠价 也可以表达为:attractive prices, best price, lowest price, bottom price等5. regarding: 指“关于。表达该意思的词或短语很多，常用的有 with regard to , referring to , as to , about , with reference to 以及 in regar

60、d to 等。前往Part FourSample 4Reply to the Sample 3Dear Sirs,We acknowledge with thanks the receipt of1 your letter of September 10, 2007, informing us of your interest in our product. We look forward to establishing positive business relationship with your corporation.We are a state-owned corporation2