国际商务函电第二章Unit02 Establishing Business Relations

UnitTwoEstablishingBusinessRelations

(建立贸易关系)ObjectivesIntroductionNewWords&Expressions

ExercisesKeystoExercisesObjectives

UnitTwoEstablishingBusinessRelations(建立贸易关系)通过本章的学习，帮助学生掌握:

寻找潜在客户的方法要求与对方建立贸易关系的书信的撰写要求建立贸易关系的书信的回复IntroductionChannelsthroughwhichinformationcanbeobtained:

UnitTwoEstablishingBusinessRelations(建立贸易关系)

ChamberofCommercebothathomeand abroadBanksTradedirectoriesofvariouscountriesand regions CommercialCounselor’sOffice ExhibitionandtradefairsIntroductionThreepointsusuallycontainedinlettersaimingatestablishingbusinessrelations:

UnitTwoEstablishingBusinessRelations(建立贸易关系)

thesourceofinformation theintentionofwritingthisletter abriefintroductionofone’sowncompany, including:

thebusinessscope,credit standingorfinancialpositions,products andservicesthatcanbeprovided,etc.NewWords&Expressions1. prospectiveadj.潜在的可能的预期的 prospectivebuyers可能的买主prospectivebusinesspartners可能的贸易伙伴2.tradingpartner贸易伙伴orbusinesspartner

UnitTwoEstablishingBusinessRelations(建立贸易关系)3.intendv.想要,打算后常接动词不定式

e.g.Theyintendtoplaceanorderwithyou.

他们打算跟贵方订货。Weintendtoextendourbusinessactivities.

我们打算扩大我们的业务范围。NewWords&Expressions4.enquirev.询问e.g.Wewouldliketoenquirewhetheryoucansupplythefollowingitems.

我们想询问一下，贵公司能否提供下列商品。

UnitTwoEstablishingBusinessRelations(建立贸易关系)enquireinto调查e.g.Thebuyerclaimedthatthegoodswere damagedintransit,butwemustenquireinto thismatterourselves.买方声称货物在运输过程中被损坏了，但是 我们必须亲自调查这件事情。NewWords&Expressionsenquireabout询问关于某事e.g.Theysentusaletter,enquiringabout themarketconditionhere.

他们给我们发来了一封信，询问这里的市场状况。

UnitTwoEstablishingBusinessRelations(建立贸易关系)enquireofsb.aboutsth.询问某人某事e.g.Mr.Smithenquiredoftheexporteraboutthequalityoftheirgoods.史密斯先生询问出口商他们的产品质量如何。NewWords&Expressions

UnitTwoEstablishingBusinessRelations(建立贸易关系)5. cataloguen.目录

quotationn.报价，报价单

pricelistn.价目表NewWords&Expressions6. cooperationn.合作，协作

cooperatev.合作，协作e.g. Let’scooperatewitheachotherforour mutualbenefits.

为了我们双方的利益，让我们合作吧。 Ineedyourcooperationinthismatter.

在这件事情上，我需要你的合作。

UnitTwoEstablishingBusinessRelations(建立贸易关系)7.competitiveadj.竞争的，有竞争力的

e.g.Ifyourpricesarecompetitive,wewouldplaceanorderwithyou.

如果你们的价格有竞争力，我们就跟你们订货。NewWords&Expressions8.volumeadj.大量的e.g.volumeorders大宗订单

UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressions10.incompliancewith按照e.g. Incompliancewithyourrequest,weare sendingyouoursamplesbyair. 应你方要求，我们用航空邮件给你们寄去了 我们的样品。 comply(v.)with按照，与…相符，遵守，满 足9.enterintobusinessrelations建立贸易关系还可以用：setupopenupestablishbusinessrelationsorbuildupbusinessconnections

UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressionse.g. Itisnecessaryforyoutocomplywithour packingrequirement.

你方必须满足我们的包装的要求。 Weregretthatwecannotcomplywithyour requestforadvancingshipmenttoMay.

很遗憾，我们不能满足你方将装货期提前 到5月份的要求。

UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressions11.underseparatecover另函，用另外一封信

e.g. Wehavesentyouunderseparatecovera rangeofpamphletsforyourinformation. 我们另函给你们寄去了一系列的小册子供 你们了解情况。12.takethisopportunityto…(后接动词原型)利用这个机会做…还可以说takeadvantageofthisopportunityoravailourselvesofthisopportunity.e.g. Wetakethisopportunitytoexpressourgreat appreciationforyourcooperation. 借此机会，对于您的合作，我们深表感谢。

UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressions13.withaviewto着眼于，意…为目的，考虑到e.g.Weavailourselvesofthisopportunityto writethisletterwithaviewtoenteringinto businessrelationswithyou. 我们利用这个机会给你们写信，目的就是 想跟你们建立贸易关系。

UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressions14.dealin从事，经营=handlev.经营

dealwith…跟…做生意e.g. Wehavedealtintheexportofwashing machinesforbouttenyears.

我们从事洗衣机出口已经有很多年了。 Wehandletheimportandexportbusiness ofchemicalproducts.

我们经营化工产品的进出口业务。 Wewishtodealwithyouinthisline.

我们希望在该行业与你们做生意。

UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressions15.airmailv.用航空邮件邮寄n.航空邮件e.g. Pleasesentusyourlatestcatalogueby airmail. =Pleaseairmailusyourlatestcatalogue.

请用航空邮件给我们寄来你们最新的目录。

UnitTwoEstablishingBusinessRelations(建立贸易关系)

UnitTwoEstablishingBusinessRelations(建立贸易关系)

Exercise1

Exercise2

Exercise3

Exercise4

Exercise5

Exercise6ExercisesExercise1Translatethefollowingtermsandexpressions

A.IntoChinese:1.lookforwardto2.afavorablereply3.establishmentoftraderelations4.fulldetails5.itemsavailableforexportnow6.importandexport7.circularletter8.specificprice9.favorableprice10.Enclosedpleasefind

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise1Translatethefollowingtermsandexpressions

B.IntoEnglish:

1.建立贸易关系2.潜在的买主／客户3.棉布4.经营范围5.早日6.概况7.种类繁多的8.价格单9.样品本10.收到……后

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise2

Fillintheblankswithasuitablewordsorphrase:DearSirs,We(1)

fromtheChaseBank(大通银行)thatyouareoneoftheleading

importersoftoolsandinstrumentsinyourarea.Wetakethe(2)

ofwritingthisletter

toyouto(3)ourwishesto

(4)

businessconnectionswithyou.

Ourcompany(5)intheexportoftoolsandinstrumentsformanyyears.Togiveyouageneral(6)ofourproducts,wehavesentyouourcatalogue(7)separatecover.Weshall(8)youwithfurtherinformationonyourspecific(9).Wearelookingforwardtoyourearly

(10).

Yoursfaithfully,

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise3TranslatethefollowingsentencesintoChinese:

1.Wearewillingtoenterintobusinessrelationswithyourcompany(公司)onthebasisofequalityandmutualbenefits.2.Wewritetointroduceourselvesasoneoftheleadingexportersofawiderangeofairconditioners(空调).3.InordertoexportourproductstoWesternEurope,wearewritingtoyoutoseekcooperationpossibilities(合作机会).4.Wehavealotofcolorsandsizestomeetdifferentneeds.5.Wehaveairmailedyousomeleafletsaboutourproducts.Ifyouareinterestedinanyoftheitems,pleaseletusknow.

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise3TranslatethefollowingsentencesintoChinese:

6.Withyearsofeffortswehaveenlargedourbusinessscopeandnowwedealinnearly100kindsofgoods.7.Ourmainbusinesscoverstheimportandexportofvariouslightindustrialproducts.8.Ifyourcorporationdoesnotimportthegoodsmentionedabove,pleasegivethislettertoafirmwhomaybeconcerned.9.Asanexporterofmotorbicycle,wewishtoexpressourdesiretotradewithyouinthisline.10.Togiveageneralideaofproducts,wearesendingyouseparatelyacataloguetogetherwiththreepamphletsforyourinformation.

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise4TranslatethefollowingsentencesintoEnglish:

1.兹介绍，本公司是一家人造珠宝（imitationjewelry）的出口公司，在这一行已有多年经验。2.你们上周写给总部（theheadquarter）的信已转交给我们公司，因该产品属我们经营。3.我们可供出口的轻工产品（lightindustrialproducts）种类繁多。4.很高兴收到你方内附插图目录的来信。5.我们盼望收到你们对于我们产品的具体要求。

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise4TranslatethefollowingsentencesintoEnglish:

6.我们是一家信誉良好的私人公司（privatecompany），非常希望与你们建立贸易关系。7.经理简单地给我介绍了一下Johnson公司的情况，他们有可能成为我们的客户。8.为了让你们对表格中的产品有个大体了解，特随附小册子及最新的价格单各一份。9.当出口值超过进口值，被称为贸易顺差。10.我们的产品质量（quality）上乘，价格优惠。

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise5TranslatethefollowingletterintoEnglish:

先生：我们从上周的中国日报（ChinaDaily）获悉，贵方对丝绸服装（silkclothes）感兴趣。兹介绍本公司，是我地服装行业最大的出口商。我们愿意与你方在平等互利的基础上建立贸易关系。我们的真丝服装采用高档真丝面料，传统工艺（traditionalworkmanship）加工而成。现随附一份插图目录及最新价格单供你方参考。如有意，请寄具体询价。收到后，当即航寄报价及样品。盼早复。商祺

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise6WriteanEnglishletterinaproperformbasedonthefollowinginformation:

WritealettertoFoothillEnterprisesTradeDevelopmentCo.Ltd.(P.O.Box22789TaizStreet,Sana’a,RepublicofYemen)tellingthem:1.youareintroducedbytheCommercialCounselor’sOfficeoftheirembassyinBeijing(驻北京的大使馆商务参赞处);2.youwishtosetupbusinessrelationswiththem;3.themainscopeofyourbusinessisexportingchinaware(瓷器);4.samplesandcatalogueswillbesenttothemuponreceiptoftheirspecificinquiries.

UnitTwoEstablishingBusinessRelations(建立贸易关系)

UnitTwoEstablishingBusinessRelations(建立贸易关系)KeystoExercises

Exercise1

Exercise2

Exercise3

Exercise4

Exercise5

Exercise6Exercise1Translatethefollowingtermsandexpressions

A.1.盼望……2.有利的答复,佳音3.贸易关系的建立4.详细情况5.目前可供出口的产品6.进出口7.通函8.具体询盘9.优惠价格10.随附……请查收

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise1Translatethefollowingtermsandexpressions

B.

1.establish/spectivebuyers/client3.cottonpiecegoods4.businessscope5.atanearlydate6.generalidea7.variouskindsof8.pricelist9.samplebooks10.uponreceiptof

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise2DearSirs,Wehavelearnt

fromtheChaseBank(大通银行)thatyouareoneoftheleading

importersoftoolsandinstrumentsinyourarea.Wetaketheliberty

ofwritingthisletter

toyoutoexpress

ourwishesto

enter

into

businessconnectionswithyou.

Ourcompanyhas

specializedintheexportoftoolsandinstrumentsformanyyears.Togiveyouageneralideaofourproducts,wehavesentyouourcatalogueunderseparatecover.Weshallprovideyouwithfurtherinformationonyourspecificinquiry.Wearelookingforwardtoyourearly

reply.

Yoursfaithfully,

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise3TranslatethefollowingsentencesintoChinese:

1．我们愿意在平等互利的基础上与你公司建立贸易关系。2．我们致函，介绍本公司是各种空调的最大的出口商之一。3．为了把我们的产品扩展到欧洲市场，我方致函贵方寻求合作机会。4．我们有各种各样的颜色和尺寸，能满足多种需求。5．我们已经航空邮寄给贵方有关产品的（单页）广告单。如对某些感兴趣，请告知。

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise3TranslatethefollowingsentencesintoChinese:

6．经过多年的努力，我们已经拓展了业务范围，目前我们经营近百种产品。7．我们主要业务是多种轻工产品的进出口。8．万一贵公司不进口上述产品，如能将此信转给相关的公司，我们将非常感激。9．作为摩托车出口商，我们愿与贵方在这一行作些交易。10．为了让你们大体了解我们的产品，另封寄上目录一份以及三份小册子供贵方参考。

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise4TranslatethefollowingsentencesintoEnglish:

1.Weareintroducingourselvesasanexporterofimitationjewelrywithyearsofexperiencesinthisline.2.Yourletteraddressedtoourheadofficelastweekhasbeengiventousbecausethearticleyoumentionedfallswithinourbusinessscope.3.Wehavevariouskindsoflightindustrialproductsavailableforexport.4.Wehavearegladtoreceiveyourletterenclosinganillustratedcatalogue.5.Welookforwardtoreceivingyourspecificrequirementsforourproducts.

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise4TranslatethefollowingsentencesintoEnglish:

6.Weareawellestablishedprivatecompanyanddesiretoestablishtraderelationswithyou.7.ThemanagergavemeabriefintroductiontoMessrsJohnson,whichisaprospectivecustomer.8.Inordertogiveyouageneralideaoftheitemsinthesheet,weareenclosingabrochureandalatestpricelist.9.Weconsideritasafavorablebalanceoftradewhenexportsexceedimports.10.Ourproductsaregoodinqualityandfavorableinprice.

说明:Messrs为plofMR

UnitTwoEstablishingBusinessRelations(建立贸易关系)Exercise5TranslatethefollowingletterintoEnglish:

DearSirs,WelearnfromChinaDailyoflastweekthatyouareinterestedinsilkclothes.Weintroduceourselvesasaleadingexporterhereinthelineofgarmentsandarewillingtosetup/establish/enterintobusinessrelationswithyouonthebasisofequalityandmutualbenefit.Oursilkclothesaremadeofhighqualitysilkmaterial