外贸英语函电(1)1

1、 Unit oneUnit one Establishing Establishing Business Business Relations Relations 一、一、Importer writes to ExporterImporter writes to Exporter A从某处得知某公司的名称和地址 to have/know/obtain/note/learn/understand /get ones name and address fromfrom to owe ones name and address toto throughthrough /on on the court

2、esy (introduction) of of on on the recommendation ofof to be recommended toto byby to be indebted to to forfor ones name and address to be introduced toto bybyOral Exercise Your company is recommended to is recommended to us byby our reliable friend. We getget your name and address fromfrom local Ch

3、amber of Commerce. We havehave your name and address fromfrom China Council for the Promotion of international trade. We oweowe your name and address toto ABC Corp., through whom we have learnt you are importers of textiles. We understand understand your information from from A. On the courtesy of O

4、n the courtesy of the American Business Guide for China, we obtainobtain your relevant information. We learnlearn fromfrom New York Thomas .H. Pennie Corp. that your company produces hand-made gloves in a variety of artificial leathers. Your company is recommended to is recommended to us by by Citiz

5、en Co. of Singapore, with whom we have done business for many years.Writing Exercise从同行中获悉贵公司在费城重新运营，生意发展迅速。得闻喜讯，不胜欢欣。祝业务蒸蒸日上。ANSWER:ANSWER: We understand understand from our trade contacts that your company has reestablished has reestablished in Philadelphia and is once again trading successfully i

6、n your regionin your region .We would like to extend our congratulations extend our congratulations and offer our offer our best wishesbest wishes for your continued success .B.和某公司建立贸易关系to establish /conductestablish /conduct business relations among/between/with to enter intoenter into business re

7、lations among/between/with to built upbuilt up /set upset up a wide connection among/between/with to extendextend connections in in to do do business withwith to makemake a start in the business with with to open open an account withwith to havehave an opportunity to cooperate with with to trade tra

8、de with Oral Exercise We makemake a good start in the business with with your company. We are willing to establishestablish business relations with you on the basis of equality and mutual benefit. We have built up built up a wide connection among buyers in the African market. We take the liberty of

9、writing to you with a view to building upbuilding up connections with your firm. You are enjoying the high reputation as camera importer and we are desirous of entering intoentering into business relationship with you . We are specializing in export of Chinese Art & Craft Goods and express our d

10、esire to trade with trade with you. Being closely connected with reliable wholesalers ,we can do business with do business with you. As you are one of the leading importers in Canada, we are pleasure in contacting you in hope of establishingestablishing business relationship.Writing Exercise例1：我们对贵方

11、去年7月在首尔召开的中国经济贸易展览会上展出的产品留有深刻的印象，并得知贵公司可出口此类产品。我方双方合作非常有兴趣。Answer: We are much impressed by the captioned goods displayed at the Chinese Economic and Trade Exhibition held in Seoul last July and we are told that you export these products. We are writing to you with a keen desire to have an have an o

12、pportunity to cooperate withopportunity to cooperate with you.例2：我们不得不遗憾地说，我们目前无法和贵公司建立贸易关系。我们已经是农产品公司在巴黎的独家代理。Answer:We regret to inform you that we are not in position to enter intoenter into business relation with you .We have been appointed to the sole agent by farm products corporation in Paris

13、 for the sale of their products.C.表示属于某一业务范围to fall withinfall within the scope of ones businessto deal in /handle/trade in/ engage into be in in lineto be active in in the field of to specialize in in Oral ExerciseWe have been in this linein this line for 40 years.We mainly deal indeal in arts and

14、crafts.We are a state-operated corporation specializing specializing in in light industrial goods.We specialize in specialize in exporting watches and clocksWe engage in engage in import of first cotton and rayon goods Writing Exercise我们从50年代开始一直从事化工染料的出口，我们经营的产品以其质优和价廉在许多国家深受欢迎。Answer:We have engag

15、ed inhave engaged in exporting chemicals and dyestuffs since the 1950s.The products which we handle are well received in many countries for their high quality and reasonable price.D. Industrialadj .工业的、产业的、 与工业有关的、 与产业有关的【短语】劳工行动 industrial action工业革命industrial revolution【派】Industry n.工业，产业【短语】 基础工业

16、 basic industry 重工业 heavy industry 轻工业 light industry 第一产业 primary industry 第二产业 secondary industry 第三产业 service industry 建筑业 the building industry 汽车业 the car industry 飞机制造业 the aircraft industry 食品加工业 food processing industry 采矿业 the mining industry 石油业 the petroleum industry 旅游业 tourist industryE

17、.price n.价格、价钱【短语】 协定价格 agreed price 全部价格 all-in price 要价 asking price 廉价 bargain price 价目表 price list 竞争价格 competitive price 成本价格 cost price 削价 cut price 打折价 discount price 出厂价 factory price 现价 current price 净价 net price 零售价 retail price 零售价指数 retail Price Index 批发价 wholesale price 批发价指数 wholesale

18、Price Index 价格战 price war 价格控制 price control 价格上限 price ceiling 进口价 import price 出口价 export price 最低价格 minimum /lowest price 公平价格 fair price 亏本价格 wretch price 吸引人的价格 attractive price 平均价 average price 价格波动 price fluctuation 涨价 to increase/advance/raise a price 跌价 to reduce/lower/lessen/bring down/ r

19、ebate a price【案例】【案例】同行介绍建立业务关系敬启者： 我们同CCPT公司成功合作多年合作多年，从该公司得知得知贵公司经营各种纺织品材料的进出口。 我们是是英格兰主要的羊毛毛衣制造商之一，并有有意意进口羊毛毛衣。 如果能够提供各种毛衣的细节和价格并附带附带照片及规格，我们将不胜感激不胜感激，我方将很高兴很高兴探讨贵方的销售可能性。Answer: Dear sirs We get to knowget to know your company from from CPPT company with which we have been in good business relat

20、ions for many years ,and that you are handling are handling import and export of all textile materials. We are one of are one of the principal manufactures of wool sweater in England ,and are interested in are interested in importing sweaters made of wool. We shall be pleased to receive be pleased t

21、o receive your details and prices of various sweaters with photos and specifications. we shall be glad to be glad to study the sales possibility at your end.二、二、Self - introduction by exporterSelf - introduction by exporterA.A.自我介绍自我介绍 to introduceintroduce / recommend recommend oneself to to sb as

22、to introduceintroduce / recommend recommend oneself to to sb with/in the hope that to send send sb the introductory letter to taketake the liberty of writing toto sb Oral ExerciseOral Exercise We introduceintroduce us asas a manufacturer of cameras and our product are enjoying high reputation for th

23、eir excellent quality. We recommend recommend ourselves to you you as one of the largest computer of developing software. We introduce introduce us asas the seller in providing a wide range of office automation devices. We send send you the introductory letter .We are a state operated corporation de

24、aling in dealing in textile industrial products.Writing Exercise你公司是信誉卓著的照相机进口商，我公司愿意与你公司建立业务关系。为此，我们寄去商品目录和价格单，以向你公司毛遂自荐。Answer:Answer:The high reputation ,which you are enjoying as camera importer, has rendered us desirous of entering intoentering into business relationship with you. Accordingly,

25、we introduceintroduce ourselves toto you by sending you our catalogs and price lists. B.表示高兴的句型 to be pleased pleased to /that to be delighted delighted to/that to be glad glad to /that to be/take /have be/take /have pleasure in its a pleasure to know of/thatOral ExerciseOral Exercise We are pleased

26、 to are pleased to receive your letter of November 18,2010 asking whether we can supply you with Art.NO.60. Its a pleasure to know of your continued interest in our products. We are glad to informare glad to inform you that the goods ordered by you on April 28,have been shipped yesterday.C.C.表示感谢的句型

27、表示感谢的句型 to thank thank sb for for sth to be grateful tobe grateful to sb for for sth to be obliged to be obliged to sb for for sth to be indebted to be indebted to sb for for sth would/shall appreciate appreciate it if It It would/will/should/shall be appreciatedbe appreciated ifOral ExerciseOral Ex

28、ercise Thank youThank you for your letter of June 5. We thank you thank you for the enquiry of copper sheet for which we quote you as below , and hope to be favored with your orders. We are indebted to are indebted to you ,if you would let us have an ample Order. We shall be indebted toshall be inde

29、bted to you ,if you will make us a special offer on walnut meat. We shall appreciate that shall appreciate that you send us a copy of your catalog with details of your price and terms of payment.Writing ExerciseWriting Exercise Answer:Answer:We are urgent to need are urgent to need a large amount of

30、 Gum Rosin as per the enclosed specifications, and should be grateful be grateful if you could notifynotify us whether you are able to supply . If you can , please quotequote your best price on CIF Rotterdam basis,including price on CIF Rotterdam basis,including our 5%commission from prompt shipment

31、.our 5%commission from prompt shipment.D.catalogD.catalog n.目录【短语短语】最新目录 the latest catalog材料目录 the material catalog标准化零件目录 catalog for the standardized parts有插图的目录 illustrated catalog 相关词组相关词组 价格表 price list 产品手册 manual 小册子 pamphlet , booklet , brochure 单张说明书 leaflet 折叠式印品 folder 产品简报 bulletin E.co

32、rporation n.大公司，股份制公司金融公司 finance corporation公司税 corporation tax(CT)预付公司税 advance corporation tax(ACT)主流公司税 mainstream corporation tax公司所得税 corporation income tax 派生派生 corporate corporate a.公司的 公司形象 corporate image 公司计划 corporate planning 公司利润 corporate profit 公司清算 corporate liquidation 公司重组 corpora

33、te reorganization【案例】【案例】参观展位后要求建立业务联系敬启者： 在我方参加2008年广州春季交易会期间参观过你方的展位，得知得知你们生产复印机。 我方对高质量的复印机需求量很大。我公司有意购买你方的产品，如果寄来产品说明书附附详细价格表，及最新价格单我方将不胜感激将不胜感激。 如大量订货，请告知能提供多少折扣以及其他优惠条款。 盼早日回复。 贝尔进口公司 采购部经理Answer:Answer:Dear Sir, We visited visited your stall at the Spring Guangzhou Fair 2008 and noticed notic

34、ed that you manufacture photocopying machine of high quality .we are interested in are interested in your products and would be grateful would be grateful if you would send us your catalog with with full specifications and the latest price list. Please let us know what discount what discount you can

35、 give us for substantial orders as well as some other favorable terms. We look forward to receiving an early reply. Your sincerely Bell Imp.&Exp.Corp. Purchasing Manager三、三、Exporter writes to importerExporter writes to importer( (一一) Exporter s self -introduction) Exporter s self -introductionA.

36、 公司名称的写法公司名称的写法 公司名不包含人名【短语短语】 中国土畜进出口公司中国土畜进出口公司China National Native produce & Animal Native produce & Animal By-productsBy-products Imp.& Exp . Corp. 中国轻工业品进出口公司中国轻工业品进出口公司 China National Light IndustrialLight Industrial Products Imp.& Exp. Corp. 中国纺织品进出口公司中国纺织品进出口公司China National

37、 TextileTextile Imp.& Exp . Corp. 中国服装进出口公 China National GarmentGarment Imp.& Exp . Corp. 中国电器进出口公司 China National Electric AppliancesElectric Appliances Imp.& Exp . Corp. 中国针织品进出口公司 China National Knitwear and Manufactured GoodsKnitwear and Manufactured Goods Imp.&Exp . Corp. 中国化学进

38、出口公司 China National Chemical Chemical Imp.& Exp . Corp. 公司名含有人名，不含有头衔 公司名含有人名，含有头衔 B.表示对什么感兴趣的句型 n.某人对什么产生了兴趣 (a)to take/feel/showtake/feel/show（ no）(a great) interest interest in (b) to be of interest be of interest to V.(vp1.18) 使某人对什么感兴趣 (c)to be interested be interested in a.什么使某人产生了兴趣 (d) t

39、o be interesting interesting to sbOral ExerciseOral Exercise The customers showshow a great interesta great interest in our new product range. Should any of the items be of interest be of interest to you, please let us know ,we shall be glad to give you our lowest quotations on receipt of your speci

40、fic enquires.The buyer is no interested interested in your offer.We are interestedinterested in importing chemicals from you.Your price is interestinginteresting to us.Writing ExerciseWriting Exercise我们多年来一直在进口插管和面罩等医用输氧设备。目前，我们对各种呼吸系统疾病治疗仪产品感兴趣，很想得到你方的目录和报价。Answer:Answer:We have been importers of o

41、xygen delivery oxygen delivery systemssystems including cannulascannulas and masksmasks for many years. At present ,we are interested are interested inin various kinds of respiratory therapyrespiratory therapy products and would appreciateappreciate your catalog and quotations c.enclosec.enclosev.(v

42、p1,18 )1.包围2.装某物于信封或包裹中【基本用法】： sb enclose enclose sth sb1 encloseenclose sb2 sth enclosedenclosed please find sthOral ExerciseOral Exercise We encloseenclose a copy of our price list. Please refer to the price list enclosed enclosed in the letter of August 5.Enclosed Enclosed please findfind an invo

43、ice for 500 skin which we shipped today on board “XianYang”. EnclosedEnclosed please findplease find one set of the shipping documents covering the consignment ,which comprises: Our proforma invoice NO.801 for 500 dozen hand chiefs which we hope you will find is enclosed in order.Please check .Writi

44、ng ExerciseWriting Exercise现附上棉花价格单,你已了解棉花价格波动频繁,本报价有效期不超过一星期.Answer:Answer:We encloseenclose you our price list for cotton and you will observe that it is impossible for us to keep our quotations open for a week owing to the frequent fluctuation in the market price .【案例】【案例】自荐信要求建立业务联系敬启者： 作为中国主要出口

45、商之一，我方主要经营经营瓷器。我公司历史悠久、声誉卓著。我们经营中国瓷器的出口业务已超过30年。我们相信我们能使你方感到非常满意。 为证实我方的经营能力和财政资信，我方委托中国银行上海分行为资信证明人。希望与贵方建立直接的贸易关系。 非常感谢贵方的早日回复。Answer:Answer: Dear sir， As one of one of the leading exporters in China ，we specialize in specialize in chinaware. Our corporation is well established and of a long histo

46、ry .We have engagedengaged in the export of Chinese chinaware for over thirty years. We are confident that we will give you full. To justify our business abilities and financial standing , we are permitted to mention the bank of China ,shanghai branch as our reference . We hope to set up set up dire

47、ct business relations with you. Your early reply will be highly appreciatedhighly appreciated. 五、五、Manufacturer Manufacturer writes writes to Importer to Importer A.InformA.Inform Vt.Vt.（vp1,12,14,16,18vp1,12,14,16,18） 告知告知 【基本用法基本用法】 to(be pleased to) , (regret to) ,(have to) to(be pleased to) , (r

48、egret to) ,(have to) inform sb that inform sb that to inform sb by (of ) sth to inform sb by (of ) sth to keep sb informed of sth to keep sb informed of sth Oral Exercise: Oral Exercise: In the meanwhile ,please keep keep us informed ofinformed of development of your market. We shall appreciate it i

49、f you can inform inform us ofof your experiences with the firm. In reply to your letter of August 18,we informinform you thatthat we have receive the information you require from Barclay Bank of London.Writing Exercise:Writing Exercise:关于我方第315号订单执行情况，现特通知你方，由于包装马虎，几架照相机损坏程度很大，使我们只好削价处理。Answer:Answe

50、r:With the reference to With the reference to our order NO.315 executed by you ,we have to inform inform you thatthat owing to negligent packing ,several cameras were damaged to such an extent so that we were compelled to dispose of them at a greatly reduced price.B.productB.product N. C N. C 产品产品 ,

51、 , 产物产物【短语】【短语】 主要产品主要产品 basic product basic product 副产品副产品 by-product by-product 最终产品最终产品 end product; end product; final product; final product; finish product finish product 产品广告产品广告 product advertising product advertising 产品分析产品分析 product analysis product analysis 产品设计产品设计 product design product

52、 design 产品开发产品开发 product development product development 产品系列产品系列 product range product range 产品管理产品管理 product management product management 产品组合产品组合 product mix product mix 国内生产总值国内生产总值 gross domestic product gross domestic product 【派派1 1】productionproduction n.u n.u 生产，制造生产，制造 c c 制造品制造品【短语短语】分批生产

53、分批生产 batch production batch production国内生产国内生产 domestic production domestic production大量生产大量生产 mass production mass production 生产率生产率 production rate production rate 生产成本生产成本 production cost production cost 生产部门生产部门 production department production department 生产流水线生产流水线 production line production li

54、ne 生产经理生产经理 production manager production manager【派派2 2】 productive productive a.a.可生产的可生产的【派派3 3】productivityproductivity n. n. 生产能力，生产率生产能力，生产率【派派4 4】produceproduce n.u n.u 农产品农产品 v.(vp1,21) v.(vp1,21) 提出，制造提出，制造C .acquaintC .acquaint v.(vp18)v.(vp18)使某人知道，使某人知道，使某人熟知使某人熟知【基本用法】【基本用法】 to acquaint

55、sb with sth to acquaint sb with sth to acquaint oneself with sth to acquaint oneself with sth【派派1 1】acquaintanceacquaintance n.u n.u 知道知道 c c 认识的人认识的人D.itemD.item n.c n.c 商品商品; ;项目项目【短语】【短语】收取现金的商品收取现金的商品 cash item cash item账目中的特别项目账目中的特别项目 extraordinary item extraordinary item账目中的支出项目账目中的支出项目 expen

56、diture item expenditure item 【相关短语】【相关短语】goods goods 商品商品commodity commodity 商品，特别指原料商品，特别指原料, ,product product 产品产品consignment consignment 寄售货物寄售货物 E.E.表示满意的句型表示满意的句型 .u satisfaction .u satisfaction (a) Its the satisfaction to know that (b) to be the satisfaction to sb a .satisfactory a .satisfacto

57、ry (c) to be satisfactory to sb V.(vp1,12,18)satisfy V.(vp1,12,18)satisfy (d) sth satisfy sb1 (e) sb1 satisfy sb2 that (f) sb1 satisfy sb2 of sth Oral Exercise:Oral Exercise: Our business relationship with the company has has hitherto been most satisfactorybeen most satisfactory. They satisfy satisf

58、y us of of in-time delivery, moderate price, and superior quality. We hope the above is satisfactory tois satisfactory to you and will help you in making a decision.Writing Exercise:Writing Exercise:圣保罗股份有限公司以30万英镑的资本建立于1948年，他们的主要业务是经营各种食品，主要和中国、日本、德国和英国进行贸易。据说他们的供应商对与他们的贸易一直是满意的。Answer:Answer:St.P

59、olo & Co.ltd. was establishedwas established in 1948 withwith a capital of 300,000pounds.Their chief line is in is in the import and export of all kinds of goods ,trading principally with China ,Japan ,Germany and Britain.Their suppliers business with them is reported to have been have been sati

60、sfactorysatisfactory.六、六、Letter Referring Letter Referring to the Bank Referenceto the Bank ReferenceA.A.表示希望对方提供资信状况表示希望对方提供资信状况的句型的句型 To supply/provide/tell/give supply/provide/tell/give sb a(an)(precise)(detailed) a(an)(precise)(detailed) information about/regarding/concerning information about/regarding/concerning to let to let sb have ha