外贸函电第二版Unit02建立业务关系市公开课金奖市赛课一等奖课件

Unit2EstablishingBusinessRelations

建立业务关系第1页2.1Introduction（介绍）目标：了解怎样撰写建立最初业务关系信函，同时怎样对客户资信情况、经营范围进行调查。第2页进出口双方能够经过以下渠道来相互了解：（1）银行（Bank）（2）商会（ChamberofCommerce）（3）商务参赞处（CommercialCounselor’sOffices）（4）交易会和展览会（ExportCommoditiesFairs&Exhibitions）（5）广告（Advertisement）（6）商业目录（TradeDirectory）（7）其它渠道:网络、代理商等第3页写信关键点（WritingSkills）信息起源：告诉对方我方是怎样得悉对方地址和经营范围。写信目标：表示我方有与对方建立业务关系和合作强烈愿望。本企业概述：介绍本企业性质、基本业务情况和经营范围。产品介绍：说明希望推销或购置产品。必要时可向对方提供资信证实人，方便对方了解我方资信情况。要求寄送相关资料和表示愿望：附寄企业介绍、商品目录、价目表和小册子等，方便对方全方面了解我方信息。4第4页2.2WritingSkills（写作技巧）建立业务关系信函写作步骤及常见表示方式：写作步骤表示方式（1）说明信息起源（通知对方你从何种渠道得知对方企业情况）Yourcompanyhasbeenkindlyintroducedtousby…（贵企业由……介绍给我们。）Welearnthrough/from…that…（我们经过……得知……。）Ontherecommendationof…（由……推荐……）第5页Usefulexpressionsandsentences1、信息起源：我们从……得知；经过……我们了解到(1)YourfirmhasbeenkindlyrecommendedtousthroughthecourtesyoftheChamberofCommerce.

承蒙贵国商会介绍，我企业得知贵企业情况。6第6页

(2)WehaveobtainedyournameandaddressbytheCommercialCounselor’sOfficeoftheIndianEmbassyinBeijingandunderstandthatyouwouldliketoestablishabusinessrelationwithus.

我们从印度驻北京大使馆商务参赞处得知贵企业名称和地址，并得悉贵企业愿同我们建立业务关系。7第7页

(3)WelearnyourcompanyfromtheInternetthatyouareoneoftheleadingmanufacturesinthisline.

我们从网上了解到贵企业是这一行业主要生产商之一。(4)Havinghad/obtainedthenameandaddressofyourcompanyfromABCtradingCompany,weknowthatyoudealintextiles.经过ABC贸易企业介绍，我们得知贵企业名称和地址，并得悉你方经营纺织品。8第8页dealin买卖，经营；经售；经销Thatshopdealsinmen'sclothing.那家商店经营男士服装。Thesharesofthatcompanyhavenotbeendealtinforsometime.那家企业股票有好些日子没有经营了。9第9页（2）对你企业做简单介绍（比如企业业务范围等）Wewishtointroduceourselvestoyouasa…（我们把自己作为……介绍给你们。）Ourlinesaremainly…（我们主要从事……。）…fallwithinourbusinessactivities.（……属于我们经营范围。）fallwithin应列入…范围内Articlesofthiskindfallwithinthescopeofourbusinessactivities.这类商品在我方经营范围之内。第10页

2、自我介绍.(企业经营管理范围等)(1)Wehavethepleasureofintroducingourselvestoyouasoneoftheleadingimportersinthechemicalline.

我们有幸自荐，我们是经营化学产品主要进口商之一。

(2)Weareastated-ownedcorporation,engagedinexportationoffollowingarticles.

我们是一家国有企业，经营以下商品出口业务

(3)WearegiventounderstandthatyouarepotentialbuyersofChineseGreenTea,whichfallsinthescopeofourbusinessactivities.

据了解，贵企业是中国绿茶潜在买主，而中国绿茶正属于我们经营范围。

(4)Thiscorporationhandles/deals/specializesintheimportandexportbusinessofChineseSilkGoods.本企业经营/专营中国丝织品进出口业务。11第11页(5)Wearewritingtointroduceourselvesaslargedealersinfoodstuffswithgoodconnectionsinthecountry.现函告：我企业为食品大经销商，在国内拥有大批客户。12第12页（3）表示写信目标Wearewillingtoenterintobusinessrelationswithyou.（我们愿意和贵方建立业务关系。）Weexpressourdesireto…（我方愿意……。）Wearenowwritingyoufor…（我们现写信愿意……。）Wearedesirousof…（我方愿意……。）第13页3、写信目标：建立业务关系(1)Wearewritingtoyouinthehopeofenteringintobusinessrelationswithyou.

兹写信给贵方希望建立业务关系。(2)Wearewritingtoyouandwillingtoopenupabusinessrelationwithyou.

兹写信给贵企业以期与贵企业建立业务联络。(3)Wewouldliketotakethisopportunitytoestablishbusinessrelationswithyou.

我们愿借此机会与贵企业建立业务联络。14第14页（4）表示与对方合作及早日收到回复愿望Welookforwardtoreceiving…（希望早日收到……。）Hopetoreceive…（希望收到……。）Yourearlyreplyisappreciated.（盼早复。）Weareanticipatingyouranswer.（盼早复。）Anticipate预感；预见；预料；先于…行动

第15页5：要求寄送/主动寄送相关资料(1)Pleasesendusyourcatalogueandquotations.

请给我们寄你企业商品目录和价目单.(2)Wehaveairmailedsamplesofournewarticlesforyourreference

underseparatecover.

我们另航空邮寄新品种样品供你方参考。(3)Wewouldappreciateitifyoucouldsendusanup-to-datepricelistforyourelectricproducts.

你们若能寄来一份电子产品最新价目表，我们将非常感激。16第16页(4)Weshallappreciateyourcataloguesandquotations.如能寄你企业商品目录和价目单当十分感激。(5)We’’llbepleasedtohaveyourcataloguesandquotations.我们将非常愿意收到你企业商品目录和价目单。17第17页enclosev.把…封上，随函附寄Weencloseacopyofourquotation.EnclosedpleasefindourSalesConfirmation.enclosure:n.附件，装入物TheenvelopecontainsacheckforUSD300asanenclosure.18第18页回复建立业务关系信函写作步骤及常见表示方式：写作步骤表示方式（1）感激对方对你企业兴趣Thankyoufor…（感激你方……。）Thankyouforyourinterestin…（感激你们对……兴趣。）Wehavereceived…（我们已收到贵方……。）YourletterofAugust8hasbeenreceivedwiththanks.（感激贵方8月8日来信。）第19页（2）表示对对方建立业务关系意愿兴趣Yourwishofestablishingbusinessrelationscoincideswithours.（你们建立业务关系愿望和我们不谋而合。）Thisisalsoourdesire.（这也是我们愿望。）Weshallbeverygladtoenterintobusinessrelationswithyou.（我们将非常高兴与你们建立业务关系。）第20页（3）表示采取深入行动Wearesendingyouourcatalogueandpricelist…（我们将给你方寄去我们目录和价格表。）Weshallbegladtohaveyourspecificinquiry.（我们将很高兴得到你方详细价。）第21页2.3SpecimenLetters（样函)

Letter1：AfirmwritestoafirmconcernedDearMr.Peng,Yourcompany’snamehasbeengiventousbytheBankofChina,ShanghaiBranch.Wewishtobuyqualityteaandcoffeecupsandsaucersofdifferentshapesfullydecoratedwithflowersorotherdesigns.Ifyoucansupplythistypeofmerchandise,kindlyairmailusasamplecupandsaucer.Also,pleaseenclose1yourpricelistandallsuitableillustrations.Weawaityourearlyreply.Sincerelyyours,FredJackson

第22页Letter2：AreplytotheaboveDearMr.Jackson,Wehavereceivedyourletterwiththanks.Wearegladtoinformyouthatwecansupplyqualityteaandcoffeecupsandsaucers2ofdifferentshapesfullydecoratedwithflowersorotherdesigns.Weareconfidentthatourproductswillmeettherequirementsofthemarket.Enclosedpleasefindacatalogueandpricelistoftheproductsyourequire.Wearesendingyoubymailthesamplesyouneed.Waitingforyourorder.Sincerelyyours,XianjinPeng第23页informv.通知，告诉Weshallinformyouofthenameofthecompany.Hrmsbofsth通知某人某事Information:n.信息，资料，情报Wearegratefultoyouforallyourinformationontherecentdevelopmentinyourmarket.ForfullerinformationpleasecontactourbranchinHongKong.Letter2(1)第24页meettherequirementmeetrequirementofmeetone`srequirementLetter2(2)第25页Letter3：AfirmwritestoafirmconcernedDearMr.Leeds,WehaveobtainedyouraddressfromInternetandarenowwritingtoyoufortheestablishmentofbusinessrelations.Weareverywellconnectedwith3allthemajordealershereoflightindustrialproducts,andfeelsure4wecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.Pleaseletushaveallnecessaryinformationconcerningyourproductsforexport.Yoursfaithfully,PingWang第26页Letter4：AreplytotheaboveDearMr.Wang,Wethankyouforyourletterandshallbepleasedtoenterintobusinessrelationswithyou.Asrequested5,wearesendingyoubyanothermailourlatestcataloguesandpricelists6ofourexports.Ifyoufindbusinesspossible,pleasewritetous.Sincerelyyours,JohnLeeds第27页Letter5：Anexporterwritestohisbank

DearSirorMadam,Wethankyouforyourcooperationforourbusiness.Nowwearekeenlydesirousofenlargingourtradeinvariousagriculturalproducts,butunfortunatelyhavehadnogoodconnectionsinthesouthernpartofRussia.Therefore,weshallbeobligedifyouwillkindlyintroduceustosomeofthemostcapableandreliableimportersinthedistrictwhoareinterestedintheselinesofgoods.Yourfavorableinformationwillbeappreciated.Yoursfaithfully,LeonAllen第28页bedesirousofsth.想要某物bedesirousofdoingsth.渴望做某事bedesiroustodosth.渴望做某某事

Marybedesirousofchangingherjob.玛丽渴望更换她工作。Heisthelastpersontobedesirousoffame.他是最不愿意知名人。Letter5(1)第29页enlargeon/upon详述，细说Iwouldliketoenlargeonthistopic.我想就这一主题进行详述。enlargeon深入详细叙述(问题等)Ineednotenlargeonthismatter;youallknowmyviews.关于此事我无须详述,你们都知道我意见。Letter5(2)第30页linen.行业，生意，（商品）种类，航线，短函lineofbusiness业务范围inlinewith相一致outofline与….不相符合Fullline经营各种货物Bestline高级品Letter5(3)第31页Letter6：AreplytotheaboveDearMr.Allen,Referring7toyourletter,wearepleasedtointroducetoyouthefollowingfirms:（1）TheABCCorp.,（Address:…）（2）Messrs.Wolf&GreenCo.,（Address…）（3）ThePacificCo.,（Address…）Wehopethisinformationwillproveusefultoyou.Yoursfaithfully,MarkGranger第32页Referto1.提及；包括，谈到，提到；关系到Don'trefertothematteragain.不要再提这件事了。2.暗指Doesyourremarkrefertoallofus?你评论是针对我们全部人吗?3.相关,针对Thenewlawdoesnotrefertolandusedforfarming.那条新法律并不包括耕种用地。4.提交…作处理〔决定〕HereferredthecasetotheHighCourt.他把案子提交给高级法庭处理。Letter6(1)第33页5.查阅;参考Refertothedictionarywhenyoudon'tknowhowtospellaword.当你不知道怎么拼写一个词时,查阅一下词典。6.(把…)归因〔功〕于…Somepeoplereferallthetroublestobadluckinsteadoflackofability.有些人把自己全部苦恼都归咎于运气不佳,而不认为是缺乏能力。7.向…求援Hereferredtomeforinformation.他向我探询消息。8.指…而言(as)Allhisclassmatesreferredtohimas“Blackbeard.”他同学都称他为“黑胡子”。Letter6(1)第34页Letter7：AfirmwritestoafirmconcernedDearMr.Kevin,WehaveobtainedyournameandaddressfromAristoShoes,Milan,andwearewritingtoenquire8whetheryouwouldbewillingtoestablishbusinessrelationswithus.Wehavebeenimportersofshoesformanyyears.Atpresent,weareinterestedinextendingourrange9andwouldappreciateyourcataloguesandquotations.Ifyourpricesarecompetitivewewouldexpecttotransactasignificantvolumeofbusiness.Welookforwardtoyourearlyreply.Trulyyours,PerAnderson第35页Letter8：AreplytotheaboveDearPer,Thankyourforyourletterofthe16thofthismonth.Weshallbegladtoenterintobusinessrelationswithyourcompany.Incompliancewith10yourrequest,wearesendingyouourlatestillustratedcatalogue11andpricelistcoveringourexportrange.Paymentshouldb