Module Two Establishment of Business Relations

1、Learning Objectives Be able to write self-introductory letters Be able to write letters of transferring relations Be able to write letters of credit inquiryContentsLead-inSelf-introductory LettersLetters of Transferring RelationsLetters of Credit InquiryAssignmentsLead-inWhy is establishing business

2、 relations very important and how to do? To establish business relations with prospective dealers is one of the vitally important measures either for a newly established firm or an old one that wishes to enlarge its business scope and turnover. No customers, no business. WHY? HOW? Merchants may be a

3、pproached through the following channels:WebsBanksCommercial Counsellors OfficeChambers of Commerce in foreign countriesTrade DirectoryAdvertisementsAttendance at trade fairs and exhibitions held at home and abroad1. Mutual visits by trade delegations and groupsLetter 1 Self-introductionWriting Step

4、s (Self-introduction)state the reasons of your letterstate your purpose of your lettermake a brief self-introductiongive the recipient an incentive to replyLanguage Pointsowe v. (1) 应该把应该把归功于（后接介词归功于（后接介词to）e.g. He owes his success to the open-policy. 他把他的成功归功于开放政策。他把他的成功归功于开放政策。(2) to owe your name

5、 and address to 承蒙承蒙 告知贵公司行名和地址（获悉贵公司行名和告知贵公司行名和地址（获悉贵公司行名和地址要感激地址要感激）e.g. We owe your name and address to the Chamber of Commerce in your city. Similar Expressions: to be indebted to for your name and address to come to know the name and address of your firm through through the courtesy of we come

6、to know your name and address to have obtained your name and address from to have noted your name and address to be recommended to sb. by on the recommendation of 2. inform v. 通知通知 inform sb of sth. 通知某人某事通知某人某事 inform sb. that 通知某人某事通知某人某事 be informed that 兹通知兹通知e.g. 请告知船名和装运期。请告知船名和装运期。 Please inf

7、orm us of the name of steamer and date of shipment.e.g. 兹通知你方第兹通知你方第616号订单项下的货物已备妥待运。号订单项下的货物已备妥待运。 You are informed that the goods under your Order No.616 have been ready for shipment.3. a government-owned corporation（enterprise） 国有公司国有公司/企业企业 类似的表达方式：类似的表达方式： a state-operated corporation / a publi

8、c-owned corporation a private corporation 私有公司私有公司/ 企业企业4. handle v. 经营（某种或某类商品）经营（某种或某类商品）类似的表达方式：类似的表达方式： to trade in to deal in be in line (a) department of activity; type of business 活动的范围; 行业eg. We have been for many years in the textile line. 我公司经营纺织品已经多年了。 Hes something in the banking line. 他

9、在银行工作。 Her line is more selling than production. 她搞销售而不搞生产。Thats not (much in) my line, ie not one of my skills or interests. 那我可不（大）在行。(b) type of product （产品的）类型, 种别 This shop has a nice line in winter coats. 这家商店的冬装大衣很好。This is a good line of bicycles.这是自行车中较好的一种。 Letter 2Transferring Business Re

10、lations We have received your letter of/dated Oct. 6, and/in which we know that you want to establish business relations with us./ , showing your desire of establishing business relations with us. Thank you for your letter of Oct. 6, We are in receipt of your letter of Oct. 6, 兹确认收到你方10月6日来函 We ackn

11、owledge with thanks receipt of your letter of Oct. 6, We confirm your fax/cable/telex of Oct. 6, 来电 Thank you for your fax of Oct. 6,Writing Steps (Transferring Business Relations) identifying the reference (the reason of the letter) transferring trade relations (states the specific address) ending

12、your letter1. captioned adj. 标题的 the captioned goods / 标题项下的货物 the subject goods / 标题项下的货物2. come under the range of ones business activities 属于某人经营范围 fall within the scope of ones business activities lie within the scope of ones business activities3. regret v. n. 抱歉；遗憾抱歉；遗憾 regret作动词用时，后接名词、动名词、不定式

13、或作动词用时，后接名词、动名词、不定式或that 从句从句Practice 抱歉目前我方不能供应你所要求的货物。抱歉目前我方不能供应你所要求的货物。 We very much regret that we are unable to supply what you require so far. 我们无法给你方这种货物的报盘，甚歉。我们无法给你方这种货物的报盘，甚歉。 We regret being unable to make you offers for this article. We regret that the business has fallen through. 十分抱歉，没

14、能做成这笔买卖。十分抱歉，没能做成这笔买卖。Much to our regret，we cannot entertain your counteroffer.非常遗憾，我方不能考虑接受你方的还盘。非常遗憾，我方不能考虑接受你方的还盘。We note with regret that your buyers are not interested in our offer.遗憾得知你们的客户对我方报盘没有兴趣。遗憾得知你们的客户对我方报盘没有兴趣。4. be in a position to do sth 能够做某事 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

15、的，因此不能接条件从句。eg. We are not in a position to accept your order as the goods you required are out of stock. 我们无法接受你方订单，因为你所要求的货物已没有库存。 (present)If +S+ were/did, S+should/could/would/might + do (future) If+S+should/were to do, S+ should/could/would/might + do (in the past)If +S+ had done, S+should/coul

16、d/would/might + have done5. should 引导的条件从句，相当于引导的条件从句，相当于 if但比但比 if要客气委婉，要客气委婉，常用于商务英语。常用于商务英语。e.g. Should your price be found competitive and delivery date acceptable, we intend to place a large order with you. If we find your price competitive and delivery date acceptable, we intend to倘若你方价格具有竞争性而

17、且交货期可接受的话，我们有意向你方大量订购。 (2) 倘若金额超过此数字，则要求用信用证支付。Should the amount exceed that figure, L/C will be required. Chinese Version of the Letter敬启者：敬启者： 你方你方3 3月月5 5日致我大连分公司的函已转交我公司办日致我大连分公司的函已转交我公司办理答复，因为标题项下的货物属于我们的经营范围。理答复，因为标题项下的货物属于我们的经营范围。 然而我们非常遗憾地通知你方这一具体业务已委然而我们非常遗憾地通知你方这一具体业务已委托美国洛杉矶托美国洛杉矶1818号大街的

18、号大街的公司代理。所以我们公司代理。所以我们不能向你们供应该商品但愿意建议你方与他们直接不能向你们供应该商品但愿意建议你方与他们直接接洽以满足你们所需。接洽以满足你们所需。 如对其它任何产品感兴趣，请告知。我们将十分如对其它任何产品感兴趣，请告知。我们将十分乐意报盘。乐意报盘。 谨上，谨上， Letter 3Credit Inquiry Credit Inquiry Letter-writing where you get the information about the company to whom youre writing the letter; Your intention you

19、 are required to provide your own banks or trading partners with credit reference Expectation for cooperation and an early reply Language Points1. reference n. 咨询；查询；参考咨询；查询；参考; ; 资信证明人资信证明人 refer v.咨询；查询；参考咨询；查询；参考 （后接介词（后接介词to） refer sb to使某人向使某人向请教；使某人向请教；使某人向查询（询问）查询（询问）e.g. As to our credit sta

20、nding, you may refer to the Bank of China. 关于我方的资信状况，请向中国银行查询。关于我方的资信状况，请向中国银行查询。You may refer to the Bank of China for todays exchange rate. 你可向中国银行咨询今日汇率情况。你可向中国银行咨询今日汇率情况。We refer to your letter of December 6. 我们谈一谈你方我们谈一谈你方12月月6日的来信。日的来信。 Language Points2. credit standing 信用地位信用地位 trade reputati

21、on 贸易声誉贸易声誉 financing status 财务状况财务状况 financial position信用地位信用地位 Contents of Credit InquiryContents of Credit Inquiry1) How long have you been in business relations with the firm? 贵公司与该公司业务往来有多久？贵公司与该公司业务往来有多久？2) What credit limit have you placed on their account? 贵公司给该公司的信贷额有多大贵公司给该公司的信贷额有多大? 3) Ho

22、w promptly are terms met? 该公司还账是否及时？该公司还账是否及时？4) What amount is currently outstanding? 目前该公司欠账有多少？目前该公司欠账有多少？ 执事先生：执事先生： 我方收到新西兰我方收到新西兰ABC工程公司价值工程公司价值300 000美元的订美元的订单，该公司告知贵公司的名称，作为银行资信证明人。在单，该公司告知贵公司的名称，作为银行资信证明人。在达成这笔交易之前，我方想了解该公司的信誉及资信状况达成这笔交易之前，我方想了解该公司的信誉及资信状况。 对您提供的任何信息，我方将严格保密，贵银行将对您提供的任何信息，我

23、方将严格保密，贵银行将不负任何责任。不负任何责任。 谨呈，谨呈，Letter 4Requesting for Establishment of Business Relations1. inquiry make an inquiry to sb 向某人询问 make an inquiry about sth 询问某种商品的价格 make an inquiry into sth 调查某事 inquiry-office 问事处 inquiry-desk 询问台，问事处 Inquiry Note = Inquiry Sheet 询价单Language Points favorphr v. favou

24、r sb with sth (dated or fml 旧或文) do sth for sb; oblige sb with sth 为某人做某事; 应某人要求做某事: I should be grateful if you would favour me with an early reply. 若蒙早日赐复则不胜感谢.2. custom n. 习惯；惯例习惯；惯例 customary a. 通常的；惯例的；习惯的通常的；惯例的；习惯的e.g. It is our custom to trade on the basis of L/C. 在信用证的基础上做生意是我们的惯例。 As we mu

25、st adhere to our customary practice, we sincerely hope that you will not think us unaccommodating. 由于必须坚持我们的习惯做法，希望你们不要认为我们是不肯通融的。执事先生：执事先生：贵市商会以最大的各种各样款式规格童装进口商的身份将贵贵市商会以最大的各种各样款式规格童装进口商的身份将贵公司介绍给我们。所以，我们现写信给你方殷切期望与贵公公司介绍给我们。所以，我们现写信给你方殷切期望与贵公司建立贸易关系。司建立贸易关系。你们将了解到我们的上述产品已被海内外的客户所接受达你们将了解到我们的上述产品已被

26、海内外的客户所接受达20多年之久，并享有良好的声誉。多年之久，并享有良好的声誉。由于我们的产品质量优异，可以说如果你方能将具体需求告由于我们的产品质量优异，可以说如果你方能将具体需求告知我们，我方就能以具有竞争性的价格向你方提供一等产品。知我们，我方就能以具有竞争性的价格向你方提供一等产品。关于支付条件，我们做生意的惯例是以保兑的信用证为基础。关于支付条件，我们做生意的惯例是以保兑的信用证为基础。 谨上，谨上，Letter 5The First Touch Language Pointsquotation: n. 报价报价make (send, give, cable, fax) sb a q

27、uotation for sth 向某人就某种商品报价用介词向某人就某种商品报价用介词for： e.g. Please make us your lowest quotation for Mens Shirts. 请向我方报男式衬衫的最低价。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买方提及卖方报价时用介词of：e.g. Your quotation of Mens Leather Shoes is too high to be acceptable. 你方男式皮鞋的报价太高难以接受。你方男式皮鞋的报价太高难以接受。2. keenest: adj 渴望的；热切的；激烈的；低廉的；渴

28、望的；热切的；激烈的；低廉的； keenest price = lowest price 最低价格，克己价格最低价格，克己价格p 在商业英语中，买方一般不用lowest price 来形容卖方的产品，因为lowest price有贬低对方产品质量的嫌疑。 await with keen interest 殷切地期待殷切地期待 with a keen desire to do sth 急切地要做某事急切地要做某事e.g. One of the clients from Kuwait is keen to purchase Chinese goods. 一位科威特客户渴望购买中国货。一位科威特客户

29、渴望购买中国货。 They are rather keen on trying out a sample shipment. 他们很想买一批样货试销。他们很想买一批样货试销。We are looking forward to your early reply with keen interest. 殷切期待你方早日答复。殷切期待你方早日答复。Chinese version of the letter执事先生：执事先生： 作为本市工艺品最大的进口商，我公司非常高兴作为本市工艺品最大的进口商，我公司非常高兴与贵公司建立贸易关系。与贵公司建立贸易关系。 目前，我们对你方的产品感兴趣，详细情况如随目前

30、，我们对你方的产品感兴趣，详细情况如随函第函第618618号询价单所示，如能早日收到你方最低报号询价单所示，如能早日收到你方最低报价将十分有幸。价将十分有幸。谨呈，谨呈，Letter 6 Favorable Reply from the Bank执事先生：执事先生： 现乐意答复您方现乐意答复您方2006年年5月月12日关于咨询新西兰日关于咨询新西兰ABC工程公司资信状况的来信。工程公司资信状况的来信。 上述公司在实业界颇受尊敬，并享有很高的声誉。在上述公司在实业界颇受尊敬，并享有很高的声誉。在所有的交易中，他们都能迅速、准时地付款，所有的交易中，他们都能迅速、准时地付款，对于贵公司对于贵公司所

31、提到的金额，甚至超过贵公司所提及数额，我方会毫不所提到的金额，甚至超过贵公司所提及数额，我方会毫不犹豫地给与贷款。犹豫地给与贷款。以上信息，我方不负任何责任。以上信息，我方不负任何责任。 我们希望本报高能对贵公司有所帮助。我们希望本报高能对贵公司有所帮助。 谨上，谨上，Letter 7Unfavorable Reply from the BankChinese version of the letter 执事先生：执事先生： 您方您方20062006年年5 5月月1212日有关新西兰日有关新西兰ABCABC工程公司资信状况的来工程公司资信状况的来函已收到。函已收到。 很遗憾地告知，该公司承约过

32、多，交易额超过了其储备资很遗憾地告知，该公司承约过多，交易额超过了其储备资金。许多债主都向他们索债，其地位已岌岌可危。因此奉金。许多债主都向他们索债，其地位已岌岌可危。因此奉劝，小心为是。劝，小心为是。 对本报告，请务必保密。对本报告，请务必保密。 谨呈，谨呈， Practice LessonsII. Translate the following sentences into Chinese:1. 本公司专营纺织品的进口业务。 2. 兹向你自我介绍，敝公司是国营公司，以经营轻工产品为主。 3. 我方另航寄上目前可供出口各类电子产品的小册子一份。4. 贵公司已由日本东京商会推荐给我公司。5.

33、根据要求，我方另封航邮货号2001和2002样品各一份以供参考。 6. 我方保证你方所有信件会得到迅速办理。 7. 感谢你方九月二日来函并愿意与你方商讨扩大贸易的可能性。8. 我们相信通过双方的共同努力，贸易往来会朝着互利的方向发展。 9. 如蒙贵方予以合作，将不胜感激。10.你方八月二十七日致进口公司的信已转交我公司办理答复。 III. Translate the following into English:We owe your name and address to the Commercial Counselors Office of the Chinese Embassy in T

34、okyo, and that you are well-experienced exporters of Household Electrical Appliance .One of our clients is interested in your new product .One of our Japanese clients is in the market for Chinese Black Tea. As you know, it is our foreign trade policy to trade with merchants from all over the world o

35、n the basis equality and mutual benefit. 1. We hope you will do your utmost to promote trade as well as friendship. 6. We thank you for your letter offering your services and should like to discuss the possibility of expanding trade between us. 7. We understand that you are exporters of Chinese Arts & Craft