物流英语(第二篇第三单元)

1、Unit ThreeLetters of Establishing Business R第三单元建立业务关系的信函Pre-reading questions: 1. How to get customers information? 2. What is the content of the first letter to customers?What is a letter to establish business relations? A letter to establish business relations is a piece of writing to find and ne

2、gotiate with a new business partner. It is the first step for a logistics company to expand its business. 什么是建立业务关系的信函？什么是建立业务关系的信函？ 建立业务关系的信函是发现并与新的商业伙伴进行谈判的文章。它是物流公司扩张业务的第一步。 How to get the customers information? In order to obtain a new customers the name and address and enter into business relat

3、ions, a logistics company will find the channels as follows: 1. The bank; 2. The chamber of commerce; 3. The Commercial Counselors Office; 4. The fair; 5. Introduction carried on by friend; 6. Advertisement； 7. Trade Directory/Hong List; 8. C如何获得客户信息？如何获得客户信息？ 为了获得新客户的名字和地址并与其建立业务关系，物流公司可以通过以下途径获取信息

4、。 1. 银行； 2. 商会； 3. 商务参赞处； 4. 展会； 5. 朋友介绍； 6. 广告； 7. 贸易指南、行名录； 8. 咨询机构。The letter content to establish business relationships 1. the source of information;2. Self-introduction;3. Inquiry;4. Wishes to establish business 建立贸易关系信函的主要内容建立贸易关系信函的主要内容 1. 先说明从何处获悉该公司的名称和地址； 2. 进行必要的自我介绍； 3. 向该公司提出所要询问的信息； 4

5、. 希望双方能够开展业务。The reply letter should include: 1. Date and number of the letter received; 2. Appreciation and thanks; 3. Express attitude and specify material delivery. Explain and apologize if the requirement can not be met to allow for future business; 4. Specific 回函应包括的主要内容回函应包括的主要内容 1.引出对方的来函日期和编

6、号； 2.对对方的来信和诚意表示感谢； 3.说明我方的态度，交代汇寄资料，如不能满足对方的要求，应婉述原因，真诚的表明歉意，为以后可能的交易留有余地； 4.说明我方的明确打算。Common titles in international business 1. President, chairman; 2. General Manager; 3. Deputy General manager; 4. Executive vice president; 5. HR manager; 6. Project manager; 7. Logistics manager; 8. Purchasing s

7、upervisor. 国际商务活动中常见的职衔国际商务活动中常见的职衔 1. President, chairman;总裁，董事长 2. General Manager;总经理 3. Deputy General manager;副总经理 4. Executive vice president;执行副总裁 5. HR manager;人力资源部经理 6. Project manager;项目经理 7. Logistics manager; .物流经理 8. Purchasing supervisor.采购主管Price phrases and terms in business1. Price

8、 phrasesNet price; Lowest price; Reasonable price; Prevailing price. 2. Six common international trade termsEXW (Ex Works); FCA (Free Carrier); FAS (Free Alongside Ship); FOB (Free on Board); CFR (Cost and Fright); CIF (Cost, Insurance and Freight). 商务活动中表示价格的词组与贸易术语商务活动中表示价格的词组与贸易术语1.一些表示价格的常见词组 Ne

9、t price;净价 Lowest price;最低价 Reasonable price;合理价 Prevailing price.现行价2. 六个常见国际贸易术语 EXW (Ex Works); 工厂交货 FCA (Free Carrier); 货交承运人 FAS (Free Alongside Ship);船边交货 FOB (Free on Board); 船上交货 CFR (Cost and Fright); 成本加运费 CIF (Cost, Insurance and Freight). 成本、保险和运费Specific corporation and enterprises term

10、s Co., Ltd A multi-national corporation A joint venture A state-owned enterprise A foreign capital enterprise 表示公司和企业的专用词组表示公司和企业的专用词组 Co., Ltd有限公司 A multi-national corporation跨国公司 A joint venture合资公司 A state-owned enterprise国有企业 A foreign capital enterprise外资企业Logistics agency Forwarding or shippin

11、g agent; Agency carrying stock; International freighter forwarder. 物流公司承担的代理物流公司承担的代理 运输代理 仓储代理 国际货运代理Examples（一）（一）Dear Sirs, We have obtained your name and address from the Commercial Counselors Office of your embassy in London and are now writing to you for the establishment of business relations

12、. We are a very famous logistics Co., Ltd in China and are willing to act as your forwarding or shipping agent as well as the agency carrying stock. We would like to work with you to market them here. Our reference is the Bank of China in China. They can provide you with information about our busine

13、ss and finance. We are looking forward to your early reply. Yours sincerely L （一）（一） 敬启者： 我方从贵国驻伦敦大使馆商务参赞处得知贵公司行名和地址，现寄上此信以期盼与贵方建立商务关系。 我公司是中国著名的物流有限公司，想担当贵公司在我地区的运输代理和仓储代理，共同拓展市场。我方资质证明人为中国银行，他们可以向贵方提供有关我方的业务和财政情况。 期盼早日答复。 你们真诚的朋友 露西Examples（二）（二） Allen Incorporation 1470 St. Louis Street Los Angle

14、s, CA 90015 U.S.A. March 15,2010China National Import & Export Corp.Shanghai BranchShanghaiChinaSubject: Order No.8 for ToolsGentlemen, This is to inform you that Mr. White, president of ABC logistics Inc. resigned from that company and established a new company under the name of Allen Inc. We a

15、re pleased to place with you our first trial order as enclosed, which, we hope, would lead to good business relations between our two companies. Please fax your sales confirmation with net price on CIF Los Angeles basis. We are looking forwards to replying sooner. Yours sincerely Allen Inc. James Sm

16、ith (Signature) （二）（二） Allen公司 美国洛杉矶圣路易街1470号2010-3015中国进出口总公司上海分公司中国上海采购工具的No.8订单敬启者： 兹通知贵方，ABC物流公司的总裁White先生已从该公司离职，创建了以Allen命名的新公司。我方很高兴与贵方下初订单，初订单随信附上，以此促进我们俩公司的业务关系。请电传贵方销售确认书及成本，保险加运费至洛杉矶的净价。我们期盼您早日回复。 我们真诚的朋友 Allen公司 詹姆斯史密斯（签名）Complete the tasks1. Complete the sentences in English.(1) We are

17、a very famous state-owned enterprise_.我们从网站获知贵公司的名称和地址，我们愿意与贵公司建立业务关系。(2) We are giving to understand that_.贵公司有意与我公司在平等互利的基础上建立业务关系。(3) We take liberty to write to_.要求你方运输代理在中国。(4) We should be greatly obliged_.如果可以告知他们的信用和可靠性。(5) We are glad to inform you that_.我们可以满足您的需求。 (1) We are a very famous

18、 state-owned enterprise. We know your address and the name of the company from the Web.We would like to establish business relations with your company. (2) We are giving to understand that your company intends to establish business relationship with our company on the basis of equality and mutual be

19、nefit. (3)We take liberty to write to request to be your transport agent in China. (4) We should be greatly obliged if you can inform their credit and reliability. (5) We are glad to inform you that we can provide the service to meet your Complete the tasks2. Translate the following sentences into E

20、nglish.(1) 我方从中国义乌小商品博览会上得知贵公司的行名和地址。(2) 我方现附寄一份价格单，供你方参考。(3) 如你方需要进一步的信息资料，请传真给我们。(4) 我方期盼你方尽快回音。 (1) We learned your company name and address from the China (Yiwu) International Commodities fair. (2) We enclose a copy of the price list for your reference. (3) If you need further information, pleas

21、e fax it to us. (4) We hope that you will reply as soon as Complete the tasks3. Writing Read this part of an advertisement for an exhibition. Food exhibition BNY Conference Centre Coventry, UK 18-20 May 2008 Over one hundred companies represented Thousands of Dished to try For further information about the event or to enquire about having a stand at the show, write to the conference organizer, Bill Watts at: 21B Sutton House, Coventry CV 14HY. Write a letter to Bill Watts, the exhibition organize: a) Saying how you heard about the event; b) Giving him some information a