Unit 2 建立贸易关系

1、Establishing Business RelationsMany Steps in Business Negotiation inquiryoffercounter-offeracceptanceUnit Two建立贸易关系Aims： Know the channels through which you can approach your new customers. Know how to write letters to establish to foreign clients. Be able to introduce your company to foreign client

2、s. Be able to promote with the words and phrases in this unit.Unit Two建立贸易关系Warming up生产生产 v/n 生产商生产商 产品产品买方买方 卖方卖方 顾客顾客客户客户produceproductionproducerproductbuyersellercustomerclient用户用户 消费者消费者制造商制造商购买购买 销售销售 中间商中间商零售商零售商批发商批发商经销商经销商userconsumermanufacturerbuy/purchasesell/salemiddlemanretailerwholes

3、alerdealerUnit Two建立贸易关系贸易贸易进口进口 出口出口进口商进口商 出口商出口商海关海关 关税关税配额配额, ,限额限额 commerce, trade importexportimporterexporterCustomsCustoms dutyquotaUnit Two建立贸易关系Why we have to establish business relations?为什么要建立业务关系？为什么要建立业务关系？Unit Two建立贸易关系建立贸易关系的意义建立贸易关系的意义As we all know, no customer, no business. So we m

4、ust try by all means to seek for new connections while consider consolidating the old ones from time to time. In the field of international trade, it is impossible for a firm to know other firms, especially those firms abroad. Therefore , we should ,from any sources, get information on foreign firm.

5、Unit Two建立贸易关系与有前途的贸易商建立贸易关系是创立和与有前途的贸易商建立贸易关系是创立和发展贸易的基础，这对新老贸易商而言，发展贸易的基础，这对新老贸易商而言，都是至关重要的。建立贸易关系是交易的都是至关重要的。建立贸易关系是交易的第一个环节，良好的开端试成功的一半。第一个环节，良好的开端试成功的一半。因此，在拟写有关建立贸易关系的信函时，因此，在拟写有关建立贸易关系的信函时，应注意礼貌、得体，并将自己要表达的内应注意礼貌、得体，并将自己要表达的内容清楚的叙述完整。容清楚的叙述完整。Unit Two建立贸易关系The ways that an exporter can use to

6、 seek new customers出口商寻找新客户的途径出口商寻找新客户的途径1、通过报纸、广告2、通过贸易客户的介绍3、通过子公司或分公司，国外代理商的介绍4、借助市场调查5、利用参加商品交易会的机会6、派遣贸易代表团赴国外参观7、通过自我介绍或答复国外贸商的询盘8、通过银行介绍9、通过商务参赞介绍10、通过国内外的商会11、通过建立公司自己的网站宣传12、通过电话簿中的黄页Unit Two建立贸易关系建立业务关系的函电应遵循以下结构：建立业务关系的函电应遵循以下结构：1 1、第一段是告诉对方我方如何获知对方名址、第一段是告诉对方我方如何获知对方名址和经营范围；和经营范围；2 2、第二段

7、先表明与对方建交和开展贸易的意、第二段先表明与对方建交和开展贸易的意图，再对我公司规模、经验、业务范围、经营图，再对我公司规模、经验、业务范围、经营品种加以概略介绍；品种加以概略介绍；3 3、第三段邀请对方就具体一种商品进行询价、第三段邀请对方就具体一种商品进行询价或其他具体要求（或就一种商品进行推销），或其他具体要求（或就一种商品进行推销），可要求附寄公司简介、商品目录、价目表和小可要求附寄公司简介、商品目录、价目表和小册子；册子；4 4、第四段期盼早日回复。、第四段期盼早日回复。Unit Two 建立建立贸易关系H.Simpson&Co.LTD298 South Street, B

8、oston,U.S.AAugust 10,2008Beijing Huamao Group Co.,Ltd566 Dongchangan StreetBeijingChinaDear Sirs, Having obtained your name and address from Messrs. Anderson Co. Rotterdam, we are writing you in the hope of establishing business relations with you. (从何处得知对方公司信息） Unit Two 建立建立贸易关系 We have been import

9、ers of Arts & Crafts for many years.At present, we are in interested in various kinds of ChineseArts & Crafts and should appreciate your catalogues and quotations. If your prices are in line, we trust important business can materialize.（我公司业务范围，就具体一种商品提出业务往来的邀请，要求对方附寄产品报价和目录。）We are looking

10、forward to receiving your early reply.（盼回复）Yours faithfully,John SmithManagerUnit Two 建立建立贸易关系New Words and Expressionsavail 利用，提供利用，提供avail oneself of 利用利用uWe avail ourselves of this opportunity to thank you for your efforts in promoting the friendly business relations between us.u借此机会对你们为促进我们彼此之间友

11、好业借此机会对你们为促进我们彼此之间友好业务关系而作的努力表示感谢务关系而作的努力表示感谢Unit Two 建立建立贸易关系be in the market of 欲购买欲购买uOne of our customers is in the market for your new products.u我们的一个客户想要购买你方新产品。我们的一个客户想要购买你方新产品。be in the line 从事行业从事行业line 行业、货色行业、货色uWe have been for many years in the chemial line.u我方多年从事化工行业。我方多年从事化工行业。uTexti

12、les are our line. 纺织品是我们经营的商品。纺织品是我们经营的商品。uThis in a good line of hardware.Unit Two 建立建立贸易关系approach 接近，联系接近，联系uWe approached the Ministry of Commerce and they told us that you are able to supply 1000 metric tons of apples at a time.u 我们与商务部联系，他们告述我们你们能一次性提我们与商务部联系，他们告述我们你们能一次性提供供1000公吨苹果。公吨苹果。uWe a

13、pproach our clients regularly to see if they have any new request.u我们定期与客户联系，看他们是否有新的要求我们定期与客户联系，看他们是否有新的要求 .Unit Two 建立建立贸易关系stated-operated 国有的国有的stated-operated corporation国有公司国有公司不同性质的企业：不同性质的企业：stated-run enterprise 国有企业国有企业collective-owned enterprise 集体企业集体企业individual/private-owned enterprise

14、 私营企业私营企业township/rural enterprise 乡镇企业乡镇企业joint venture 合资企业合资企业foreign（-owned） enterprise 外资企业外资企业Unit Two 建立建立贸易关系encloseuput sth. in an envelope 随函附寄随函附寄uWe are enclosing a sample for your reference.u随函附上样品供你方参考随函附上样品供你方参考herewith adv. enclosed in this 随函附上随函附上Unit Two 建立建立贸易关系Itemu refer to a p

15、articular product 单个商品，单个商品，标号商品标号商品u We have seen your goods and are quite interested in your item No. TK-103. u我们看了贵方的商品，对标号为我们看了贵方的商品，对标号为TK-103的商的商品特别感兴趣。品特别感兴趣。uIf any of items should be of interest to you, please let us know as soon as possible.u如果有兴趣，请尽快与我们联系。如果有兴趣，请尽快与我们联系。Unit Two 建立建立贸易关系I

16、tem No. TK-101 Item No. TK-102 Item No. TK-103 Item No. TK-104Item refers to an individual unit in a group of productsGoods refer to a group of productsUnit Two 建立建立贸易关系equality and mutual benefit 平等互利平等互利We always adhere to the principle of equality and mutual benefit .我们始终坚持平等互利原则。我们始终坚持平等互利原则。补充：

17、建立业务关系相关词汇补充：建立业务关系相关词汇extensive business connections:广泛的业务关系广泛的业务关系establishment of business relations: 商务关系的建立商务关系的建立undertaking: 事业、工作事业、工作 、任务、任务 The establishment of business relations is one of the important undertakings in the field of foreign trade. 在外贸领域，业务关系的建立是一个重要的工作。在外贸领域，业务关系的建立是一个重要的工

18、作。open up a market 打开市场打开市场firms engaged in foreign trade 从事外贸的公司；从事外贸的公司； engaged in sth, 致力于，从事致力于，从事.chamber of commerce:商会商会trade directory：行业目录：行业目录commercial counselor：商业参赞：商业参赞business house:商行商行credit standing/level 信用状况信用状况branch office:分支机构分支机构take the liberty of doing sth.冒昧地冒昧地.Dialogue

19、One( At the China Import and Export Fair )A：Welcome to our show. Please come in if youd like to talk with us.欢迎来到我们的展台，如果您想和我们进一步沟通，里面请。欢迎来到我们的展台，如果您想和我们进一步沟通，里面请。B：Thank you. I am a buyer for an American automation company. And I am interested in your products very much.谢谢。我是来自美国一家自动化公司的买家，对你们的产品非谢

20、谢。我是来自美国一家自动化公司的买家，对你们的产品非常感兴趣。常感兴趣。A：I am glad to hear that. So, what kinds of products are you most interested in?很高兴听到您这么说。那么，您对那种产品最感兴趣呢？很高兴听到您这么说。那么，您对那种产品最感兴趣呢？B：The measuring instruments of course. They seem to be good and of fine quality.当然是测量仪器。这些产品看起来特别棒，而且质量很好。当然是测量仪器。这些产品看起来特别棒，而且质量很好。A：

21、Yeah. That is true. They are all made in Tianjin Machine Tool Plant, one of the largest state-owned manufacturers in China specializing in precision measuring instruments and all kinds of dies and moulds. We have got most of the high-quality certificates in this field.是的，确实如此。这些产品都来自天津机械设备制造厂，该是的，确实

22、如此。这些产品都来自天津机械设备制造厂，该厂是中国精密测量仪和各种模具专业领域内的最大的国有工厂是中国精密测量仪和各种模具专业领域内的最大的国有工厂之一，曾获得该领域内的多项高质量证书。厂之一，曾获得该领域内的多项高质量证书。B：That sounds good. How about the prices of them?听起来很不错，那么价格方面呢？听起来很不错，那么价格方面呢？A：Well, we have a brochure with all products and prices listed. Here you are.嗯，我们这里有关于所有产品的宣传册和价格单，您请。嗯，我们这里

23、有关于所有产品的宣传册和价格单，您请。B：Thanks a lot. And I wonder if I can make a visit to your plant when I am here after the showing time.谢谢。另外，我想知道展会结束之后我还在此地的这段时间谢谢。另外，我想知道展会结束之后我还在此地的这段时间里，我能不能参观您的工厂？里，我能不能参观您的工厂？A：Sure. We can arrange that for you at your convenience.当然，我们可以根据您的方便时间来安排参观事宜。当然，我们可以根据您的方便时间来安排参观事

24、宜。B：OK, that is a deal. Oh, here is my card and you can contact me the day after tomorrow.好的，就这么定了。啊！这是我的名片，您可以在后天联好的，就这么定了。啊！这是我的名片，您可以在后天联系我。系我。A：Thank you. See you then.谢谢，我们到时候见。谢谢，我们到时候见。Unit Two 建立建立贸易关系sentences 1、起始部分、起始部分（1）自我推介）自我推介We take the liberty of writing to you with a view to estab

25、lishing business relations with you.我们冒昧写信给你方，希望建立业务关系。我们冒昧写信给你方，希望建立业务关系。We have the pleasure of introducing ourselves to you with the hope that we may establishing business relations.我们很荣幸的向您介绍自己，希望能与您建立业务关我们很荣幸的向您介绍自己，希望能与您建立业务关系。系。Unit Two 建立建立贸易关系We are writing to you with a desire to open an a

26、ccount with you. We are writing you in the hope of establishing business relations with you.Unit Two 建立建立贸易关系（2）信息来源）信息来源We have obtained your name and address from ABC Company.我们从我们从ABC公司获得贵方名称和地址。公司获得贵方名称和地址。We understand from your advertisement in ElectricElectric that you are exporter of silk go

27、ods. 我们从我们从电器电器杂志的广告上得知贵方是丝织杂志的广告上得知贵方是丝织品出口商。品出口商。Unit Two 建立建立贸易关系1）We have obtained your name and address from2) Your firm has been recommended to us by 3) Your name and address has been given to us by 4) On the recommendation of ,we have learned with pleasure the name address of your firm.5) We

28、come to know the name and address of your firm throughUnit Two 建立建立贸易关系2、介绍本公司、介绍本公司We are the largest food exporting company in China with customers all over EU.我们是中国最大的食品出口商，顾客遍及欧盟。我们是中国最大的食品出口商，顾客遍及欧盟。We are a specialize state-operated corporation handling with the export and import of Chinese ch

29、emical products.我公司是国营公司，独家经营化工产品进出口我公司是国营公司，独家经营化工产品进出口业务。业务。Unit Two 建立建立贸易关系1）Our company deals with (handles, deals in ,is in the line of )the import and export of2) We specialize in (are engaged in, are specialized in) the exportation of 3) We are one of the largest importers in our country and

30、 have handled with various kinds of the products for about years.4) We write to introduce ourselves asUnit Two 建立建立贸易关系3、对我方产品进行推销、对我方产品进行推销Enclosed please find a copy of our brochure covering the latest products of our company.随函寄来我公司最新产品小册子一份，敬请查随函寄来我公司最新产品小册子一份，敬请查收。收。We are also enclosing a cata

31、log showing a brand new addition to our line, Model E331.附寄目录一本，上有本公司系列产品中添加的附寄目录一本，上有本公司系列产品中添加的最新型号最新型号E331。Unit Two 建立建立贸易关系4、表达期望、表达期望We look forward to receiving your early enquires.盼早日收到你方的询盘。盼早日收到你方的询盘。We welcome inquiries and discussion about all aspects of trade development and business coo

32、peration.我们欢迎按发展贸易和商业合作的各项有关问我们欢迎按发展贸易和商业合作的各项有关问题提出询问，并共同讨论。题提出询问，并共同讨论。Dialogue TwoA：We took a look at the exhibits yesterday and found that some of them are fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. Ive looked through t

33、he catalogue and the brochure enclosed in your last letter and Ive got some ideas of your exports. Im interested in your silk blouses.昨天看了展览，我们发现其中一些产品质量高、外形美。这次昨天看了展览，我们发现其中一些产品质量高、外形美。这次展览成功地向我们展示了贵公司的产品。我看过了你们在上一展览成功地向我们展示了贵公司的产品。我看过了你们在上一封信函中附寄的产品目录和说明手册，关于你们的出口我已经封信函中附寄的产品目录和说明手册，关于你们的出口我已经有了一些

34、想法了。我对你们的真丝衬衫很感兴趣。有了一些想法了。我对你们的真丝衬衫很感兴趣。B：Our silks are famous for their good quality. They are met with great favor overseas and are always in great demand.我们的真丝产品以优质著称。在海外他们很受欢迎，通常我们的真丝产品以优质著称。在海外他们很受欢迎，通常有很大的需求量。有很大的需求量。A：Some of them are of the latest style. Now I have a feeling that we can do a

35、 lot of trade in this line. We are to establish business relations with you.其中一些款式也是最新款。现在我有预感我们一定会在这其中一些款式也是最新款。现在我有预感我们一定会在这个行业内大有作为，我们期待同您建立贸易关系。个行业内大有作为，我们期待同您建立贸易关系。B：We have the same idea.我也正有此意。我也正有此意。A：Concerning our financial position, credit standing and trade reputation, please refer to o

36、ur bank.考虑到我们的财务状况、信用状况和贸易声誉，请委托我考虑到我们的财务状况、信用状况和贸易声誉，请委托我们的银行办理。们的银行办理。B：Thank you for your information. Since we are a state-owned company, we always do business with foreign companies on the basis of equality and mutual benefit. It will contribute to our mutual benefit to establish business relat

37、ions between us.谢谢您提供的信息。因为我们是一家国有企业，我们总本谢谢您提供的信息。因为我们是一家国有企业，我们总本着平等互利原则同外国企业做生意。发展贸易关系有助于着平等互利原则同外国企业做生意。发展贸易关系有助于我们双方的利益。我们双方的利益。A：Thats interesting. Ill telephone home later. As soon as I get the definite answer from the headquarters, I will let you know.很好，我待会儿就给母公司打电话。一旦受到总部肯定的答很好，我待会儿就给母公司打电话

38、。一旦受到总部肯定的答复，我就第一时间让你知道。复，我就第一时间让你知道。B：Then we will make an offer as soon as possible. I hope a lot of business will be put through between us.接下来我们要尽快进行发盘，我希望大量的业务都由我们经接下来我们要尽快进行发盘，我希望大量的业务都由我们经手。手。A：So do I.我也希望如此。我也希望如此。B：I hope everything would be smooth. And Ill give you the lowest price in the

39、 future.希望一切顺利，将来我会给你最低价。希望一切顺利，将来我会给你最低价。A：Thank you.谢谢谢谢Unit Two 建立建立贸易关系Exercise (A)1. Our products are complete in specifications.2. Our products are excellent in quality and low in price.3. Our products are attractive and durable.4. Our products sell well all over the world.5. Our products rank

40、 first among similar products.6. Our products enjoy high reputation in the world market.7. Our products enjoy high popularity.8. This is the best-selling item in this line.Unit Two 建立建立贸易关系Exercise (B)1. 我们从事化工这一行业已经很多年了。我们从事化工这一行业已经很多年了。2. 我们是通用电器产品的主要进口商。我们是通用电器产品的主要进口商。3. 电器产品属于我们的经营范围。电器产品属于我们的经

41、营范围。4. 我们获悉你公司经营食品出口。我们获悉你公司经营食品出口。5. 我们从事纺织品的进出口业务。我们从事纺织品的进出口业务。6. 我们专营中国棉布的出口。我们专营中国棉布的出口。7. 我们有各种各样的棉布可供出口。我们有各种各样的棉布可供出口。8. 我们从事化工产品的出口。我们从事化工产品的出口。Unit Two 建立建立贸易关系Exercise (A)1. in the market of2. a favorable reply3. look forward to4. excellent in quality and low price5. items available for e

42、xport now6. by joint efforts7. upon receipt of 8. specific inquiry 9. favorable price10. enclosed please find Unit Two 建立建立贸易关系Exercise (B)1. 建立贸易关系建立贸易关系2. 承蒙承蒙的推荐的推荐3. 棉布棉布4. 经营范围经营范围5. 平等互利平等互利6. 国有企业国有企业7. 种类繁多的种类繁多的8. 享有盛誉享有盛誉9. 另函（寄去）另函（寄去）10. 潜在的买主潜在的买主/客客户户Exercise VII1.We are an exporting c

43、ompany of imitation jewelry and have years of experience in this line. 2.Because this product is in our business scope, your letter to the headquarter last week has been transferred to our company.3.We have various kinds of light industrial products available for export.4.It is pleasure for us to re

44、ceive your letter with catalogue enclosed.5.We are looking forward to your detailed requirements for our products.6.We are a private-owned enterprise enjoying high reputation and expect to establishing business relation with you.7.Our company is interested in buying your Print Cotton Price Goods.8.We have been in the line of computer software for many years.9.Our products are good in quality and complete in specifications.10.Our products enjoy high reputation in hom