外贸函电第二版-Unit02建立业务关系备课讲稿

Unit2EstablishingBusinessRelations

建立(jiànlì)业务关系第一页，共40页。2.1Introduction（简介(jiǎnjiè)）目的：了解如何(rúhé)撰写建立最初的业务关系的信函，同时如何(rúhé)对客户的资信情况、经营范围进行调查。第二页，共40页。进出口双方可以通过(tōngguò)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）其他渠道:网络、代理商等第三页，共40页。写信(xiěxìn)要点（WritingSkills）信息来源：告诉对方我方是如何获悉对方的地址和经营范围的。写信目的：表示我方有与对方建立业务关系和合作的强烈愿望。本公司概述：介绍本公司的性质、基本业务情况和经营范围。产品介绍：说明希望推销或购买的产品。必要时可向对方提供资信证明人，以便对方了解我方的资信情况。要求寄送有关(yǒuguān)资料和表达愿望：附寄公司简介、商品目录、价目表和小册子等，以便对方全面了解我方信息。4第四页，共40页。2.2WritingSkills（写作技巧）建立业务关系信函(xìnhán)的写作步骤及常见表达方式：写作步骤表达方式（1）说明信息来源（告知对方你从何种渠道得知对方公司的情况）Yourcompanyhasbeenkindlyintroducedtousby…（贵公司由……介绍给我们。）Welearnthrough/from…that…（我们通过……得知……。）Ontherecommendationof…（由……推荐……）第五页，共40页。Usefulexpressionsandsentences1、信息(xìnxī)来源：我们从……得知；通过……我们了解到(1)YourfirmhasbeenkindlyrecommendedtousthroughthecourtesyoftheChamberofCommerce.承蒙贵国商会的介绍，我公司得知贵公司的情况。6第六页，共40页。(2)WehaveobtainedyournameandaddressbytheCommercialCounselor’sOfficeoftheIndianEmbassyinBeijingandunderstandthatyouwouldliketoestablishabusinessrelationwithus.我们从印度驻北京大使馆商务参赞处得知贵公司的名称(míngchēng)和地址，并获悉贵公司愿同我们建立业务关系。7第七页，共40页。(3)WelearnyourcompanyfromtheInternetthatyouareoneoftheleadingmanufacturesinthisline.我们从网上了解到贵公司是这一行业的主要生产商之一。(4)Havinghad/obtainedthenameandaddressofyourcompanyfromABCtradingCompany,weknowthatyoudealintextiles.通过ABC贸易公司的介绍，我们得知(dézhī)贵公司的名称和地址，并获悉你方经营纺织品。8第八页，共40页。dealin买卖，经营；经售；经销Thatshopdealsinmen'sclothing.那家商店经营男士服装。Thesharesofthatcompanyhavenotbeendealtinforsometime.那家公司的股票(gǔpiào)有好些日子没有经营了。9第九页，共40页。（2）对你的公司做简单的介绍（例如公司的业务范围等）Wewishtointroduceourselvestoyouasa…（我们把自己作为……介绍给你们。）Ourlinesaremainly…（我们主要从事……。）…fallwithinourbusinessactivities.（……属于我们的经营范围。）fallwithin应列入…范围内

Articlesofthiskindfallwithinthescopeofourbusinessactivities.此类商品在我方经营范围之内。

第十页，共40页。2、自我介绍.(公司经营管理范围等)(1)Wehavethepleasureofintroducingourselvestoyouasoneoftheleadingimportersinthechemicalline.我们有幸自荐，我们是经营化学产品的主要进口商之一。(2)Weareastated-ownedcorporation,engagedinexportationoffollowingarticles.我们是一家国有企业，经营以下商品的出口业务(3)WearegiventounderstandthatyouarepotentialbuyersofChineseGreenTea,whichfallsinthescopeofourbusinessactivities.据了解，贵公司是中国绿茶的潜在买主(mǎizhǔ)，而中国绿茶正属于我们的经营范围。(4)Thiscorporationhandles/deals/specializesintheimportandexportbusinessofChineseSilkGoods.本公司经营/专营中国丝织品的进出口业务。11第十一页，共40页。(5)Wearewritingtointroduceourselvesaslargedealersinfoodstuffswithgoodconnectionsinthecountry.现函告：我公司为食品(shípǐn)大经销商，在国内拥有大批客户。12第十二页，共40页。（3）表达写信目的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……。）第十三页，共40页。3、写信的目的(mùdì)：建立业务关系(1)Wearewritingtoyouinthehopeofenteringintobusinessrelationswithyou.兹写信给贵方希望建立业务关系。(2)Wearewritingtoyouandwillingtoopenupabusinessrelationwithyou.兹写信给贵公司以期与贵公司建立业务联系。(3)Wewouldliketotakethisopportunitytoestablishbusinessrelationswithyou.我们愿借此机会与贵公司建立业务联系。14第十四页，共40页。（4）表达与对方合作及早日收到回复的愿望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

第十五页，共40页。5：要求寄送/主动寄送有关资料(1)Pleasesendusyourcatalogueandquotations.请给我们寄你公司的商品目录和价目单.(2)Wehaveairmailedsamplesofournewarticlesforyourreferenceunderseparatecover.我们另航空邮寄新品种的样品(yàngpǐn)供你方参考。(3)Wewouldappreciateitifyoucouldsendusanup-to-datepricelistforyourelectricproducts.你们若能寄来一份电子产品的最新价目表，我们将非常感谢。16第十六页，共40页。(4)Weshallappreciateyourcataloguesandquotations.如能寄你公司(ɡōnɡsī)的商品目录和价目单当十分感谢。(5)We’’llbepleasedtohaveyourcataloguesandquotations.我们将非常乐意收到你公司(ɡōnɡsī)的商品目录和价目单。17第十七页，共40页。enclosev.把…封上，随函附寄Weencloseacopyofourquotation.EnclosedpleasefindourSalesConfirmation.enclosure:n.附件(fùjiàn)，装入物TheenvelopecontainsacheckforUSD300asanenclosure.18第十八页，共40页。回复建立业务(yèwù)关系信函的写作步骤及常见表达方式：写作步骤表达方式（1）感谢对方对你公司的兴趣Thankyoufor…（感谢你方……。）Thankyouforyourinterestin…（感谢你们对……的兴趣。）Wehavereceived…（我们已收到贵方……。）YourletterofAugust8hasbeenreceivedwiththanks.（感谢贵方8月8日的来信。）第十九页，共40页。（2）表示对对方建立业务关系意愿的兴趣Yourwishofestablishingbusinessrelationscoincideswithours.（你们建立业务关系的愿望和我们不谋而合。）Thisisalsoourdesire.（这也是我们的愿望。）Weshallbeverygladtoenterintobusinessrelationswithyou.（我们将非常高兴与你们建立业务关系。）第二十页，共40页。（3）表示采取进一步的行动

Wearesendingyouourcatalogueandpricelist…（我们将给你方寄去我们的目录和价格表。）Weshallbegladtohaveyourspecificinquiry.（我们将很高兴得到你方的具体价。）第二十一页，共40页。2.3SpecimenLetters（样函)

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

第二十二页，共40页。Letter2：AreplytotheaboveDearMr.Jackson,Wehavereceivedyourletterwiththanks.Wearegladtoinformyouthatwecansupplyqualityteaandcoffeecupsandsaucers2ofdifferentshapesfullydecoratedwithflowersorotherdesigns.Weareconfidentthatourproductswillmeettherequirementsofthemarket.Enclosedpleasefindacatalogueandpricelistoftheproductsyourequire.Wearesendingyoubymailthesamplesyouneed.Waitingforyourorder.Sincerelyyours,XianjinPeng第二十三页，共40页。informv.通知，告诉Weshallinformyouofthenameofthecompany.Hrmsbofsth通知某人某事Information:n.信息，资料(zīliào)，情报Wearegratefultoyouforallyourinformationontherecentdevelopmentinyourmarket.ForfullerinformationpleasecontactourbranchinHongKong.Letter2(1)第二十四页，共40页。meettherequirementmeetrequirementofmeetone`srequirementLetter2(2)第二十五页，共40页。Letter3：AfirmwritestoafirmconcernedDearMr.Leeds,WehaveobtainedyouraddressfromInternetandarenowwritingtoyoufortheestablishmentofbusinessrelations.Weareverywellconnectedwith3allthemajordealershereoflightindustrialproducts,andfeelsure4wecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.Pleaseletushaveallnecessaryinformationconcerningyourproductsforexport.Yoursfaithfully,PingWang第二十六页，共40页。Letter4：AreplytotheaboveDearMr.Wang,Wethankyouforyourletterandshallbepleasedtoenterintobusinessrelationswithyou.Asrequested5,wearesendingyoubyanothermailourlatestcataloguesandpricelists6ofourexports.Ifyoufindbusinesspossible,pleasewritetous.Sincerelyyours,JohnLeeds第二十七页，共40页。Letter5：Anexporterwritestohisbank

DearSirorMadam,Wethankyouforyourcooperationforourbusiness.Nowwearekeenlydesirousofenlargingourtradeinvariousagriculturalproducts,butunfortunatelyhavehadnogoodconnectionsinthesouthernpartofRussia.Therefore,weshallbeobligedifyouwillkindlyintroduceustosomeofthemostcapableandreliableimportersinthedistrictwhoareinterestedintheselinesofgoods.Yourfavorableinformationwillbeappreciated.Yoursfaithfully,LeonAllen第二十八页，共40页。bedesirousofsth.想要某物(mǒuwù)bedesirousofdoingsth.渴望做某事bedesiroustodosth.渴望做某某事Marybedesirousofchangingherjob.玛丽渴望更换她的工作。Heisthelastpersontobedesirousoffame.他是最不愿意出名的人。Letter5(1)第二十九页，共40页。enlargeon/upon详述，细说Iwouldliketoenlargeonthistopic.我想就这一主题进行(jìnxíng)详述。enlargeon进一步详细论述(问题等)Ineednotenlargeonthismatter;youallknowmyviews.关于此事我不必详述,你们都知道我的意见。Letter5(2)第三十页，共40页。linen.行业(hángyè)，生意，（商品的）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)第三十一页，共40页。Letter6：AreplytotheaboveDearMr.Allen,Referring7toyourletter,wearepleasedtointroducetoyouthefollowingfirms:（1）TheABCCorp.,（Address:…）（2）Messrs.Wolf&GreenCo.,（Address…）（3）ThePacificCo.,（Address…）Wehopethisinformationwillproveusefultoyou.Yoursfaithfully,MarkGranger第三十二页，共40页。Referto1.提及；涉及，谈到，提到；关系到Don'trefertothematteragain.不要再提这件事了。2.暗指Doesyourremarkrefertoallofus?你的评论是针对我们所有的人的吗?3.有关,针对Thenewlawdoesnotrefertolandusedforfarming.那条新法律并不涉及耕种用地。4.提交…作处理〔决定〕HereferredthecasetotheHighCourt.他把案子提交给高级(gāojí)法庭处理。Letter6(1)第三十三页，共40页。5.查阅;参考Refertothedictionarywhenyoudon'tknowhowtospellaword.当你不知道怎么拼写一个(yīɡè)词时,查阅一下词典。6.(把…)归因〔功〕于…Somepeoplereferallthetroublestobadluckinsteadoflackofability.有些人把自己所有的苦恼都归咎于运气不佳,而不认为是缺乏能力。7.向…求助Hereferredtomeforinformation.他向我打听消息。8.指…而言(as)Allhisclassmatesreferredtohimas“Blackbeard.”他的同学都称他为“黑胡子”。Letter6(1)第三十四页，共40页。Letter7：AfirmwritestoafirmconcernedDearMr.Kevin,WehaveobtainedyournameandaddressfromAristoShoes,Milan,andwearewritingtoenquire8whetheryouwouldbewillingtoestablishbusinessrelationswithus.Wehavebeenimportersofshoesformanyyears.Atpresent,weareinterestedinextendingourrange9andwouldappreciateyourcataloguesandquotations.Ifyourpricesarecompetitivewewouldexpecttotransactasignificantvolumeofbusiness.Welookforwardtoyourearlyreply.Trulyyours,PerAnderson第三十五页，共40页。Letter8：AreplytotheaboveDearPer,Thankyourforyourletterofthe16thofthismonth.Weshallbegladtoenterintobusinessrelationswithyourcompany.Incompliancewith10yourrequest,wearesendingyouourlatestillustratedcatalogue11andpricelistcoveringourexportrange.Paymentshoul