establish business relations建立外贸关系

establishbusinessrelations建立外贸关系第1页/共64页IntroductionVariousChannelsLanguagePoints第2页/共64页Introduction第3页/共64页TrilogyIntentionactionestablishment第4页/共64页第5页/共64页第6页/共64页第7页/共64页第8页/共64页第9页/共64页第10页/共64页第11页/共64页第12页/共64页VariousChannels第13页/共64页第14页/共64页Pro-Action第15页/共64页Mode1:ImporterWritestoExporterDearSirs,WehaveobtainedyouraddressfromtheCommercialCounsellerofyourEmbassyinLondonandarenowwritingyoufortheestablishmentofbusinessrelations.Weareverywellconnectedwithallthemajordealershereoflightindustrialproducts,andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.Pleaseletushaveallnecessaryinformationregardingyourproductsforexport.yourfaithfully,SourceofinformationIntentionthebusinessscopeofhisfirm第16页/共64页Mode2:ExporterWritestoImporterDearSirs,YourfirmhasbeenrecommendedtousbyJohnMorris&Co.,withwhomwehavedonebusinessformanyyears.WespecializeintheexportationofChineseChemicalsandPharmaceutcals,whichhaveenjoyedgreatpopularityinworldmarket.Weencloseacopyofourlatestcatalogueforyourreferenceandhopethatyouwouldcontactusifanyitemsisinterestingtoyou.Wehopeyouwillgiveusanearlyreply.Yoursfaithfully,SelfintroductionSourceofinformationIntention第17页/共64页

Advertisements

(NewspaperorTV)

Internet

BroadcastMedia第18页/共64页AdvertisementsE.g:Weoweyournameand addresstotheChinaDaily.

(newspaper)第19页/共64页第20页/共64页第21页/共64页InternetE.g: HavingobtainedyournameandaddressfromMade-in-C,wearewriting

youinthehopeofestablishingbusiness

relationswithyou.第22页/共64页FamousWebsites阿里巴巴

：

中国制造网：

亚洲产品网

：www.asianproducts.co福步论坛：第23页/共64页第24页/共64页第25页/共64页第26页/共64页第27页/共64页

Intermediary

1CooperationPartners2

Agent3Thecommercialcounsellor'soffice4

Bank第28页/共64页CooperationPartnersEg:SincewehavetradewithXXcompanyformanyyears,they

recommendyouresteemcompanytous.Currently,weareworkingontradeinXX,andneverassociatewithyourfirmbefore.第29页/共64页AgentEg:

Wehaveobtainedyouraddressfromyouragent.Weareinterestedinyourproduct,andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.第30页/共64页Thecommercialcounsellor'sofficeEg:weoweyournameandaddresstotheCommercialCounsellor’sofficeoftheSwedishembassyinBeijingwhohaveinformedusthatyouareinthemarketfortextiles.第31页/共64页BankEg:YouwererecommendedtousbytheCitibank,whichtoldusthatyouareaprospectivebuyeroftextilesandcottonpiecegoods.Andtheseitemsfallwithinthebusinessscopeofourcorporation.第32页/共64页FieldSurvey第33页/共64页①

Makeabusinessresearchtripe.g.:ThewriterisleavingforJapanona

businessresearchtripveryshortlyandexpectstoarriveinTokyosometimearoundDecember15.

第34页/共64页②Attendanceat

fairs.e.g.:WeareindebtedtotheCantonFairforyournameandaddress.第35页/共64页

广交会现场第36页/共64页LanguagePoints第37页/共64页1.owev.

应该把…归功于（后接介词to）

Heoweshissuccesstotheopen-policy.

他把他的成功归功于开放政策。tooweyournameandaddressto

承蒙…告知贵公司行名和地址（获悉贵公司行名和地址要感激…）第38页/共64页类似的表达法tobeindebtedto…foryournameandaddresstocometoknowthenameandaddressofyourfirmthroughthroughthecourtesyof…wecometoknowyournameandaddresstoberecommendedtosb.by…WeoweyournameandaddresstotheChamberofCommerceinyourcity.第39页/共64页2.handlev.经营（某种或某类商品）类似的表达法：totradeinbeinlinetodealinEg.Weareastate-operatedcompany,handlingexclusivelytheimportandexportofCottonPieceGoods.

我们是国营公司，专门经营棉布的进出口业务。第40页/共64页3.acquaintv.

熟悉；了解

toacquaintsb.withsth.使某人了解某事be/getwellacquaintedwithsth.熟悉（了如指掌）Eg.Wewanttoacquaintourselveswiththesupplypositionofcrudeoilinyourcountry.

我们想了解贵国的原油供应情况。第41页/共64页4.tradev.n.

交易，貿易

totradeinsth.经营某种生意totradewithsb.与某人做生意Eg.TheymainlytradewithJapanesefirms.

他们主要和日本商行进行贸易。第42页/共64页5.comeundertherangeofone’sbusinessactivities属于某人的经营范围=fallwithinthescopeofone’sbusinessactivities=liewithinthescopeofone’sbusinessactivities第43页/共64页6.

beinaposition

能够注：强调能做某事的关键因素是所处的地位，在其“位”谋其“政”而不是靠主观努力所能达到的,因此不能接条件从句。beinapositiontodosth.能够benotinaposition/innopositiontodosth.不能做某事beinagoodpositiontodosth.很有能力做某事，完全能做某事beinadifficultpositiontodosth.很难做某事Eg.Wearenotinapositiontoacceptyourduplicateorderasthegoodsyourequiredareoutofstock.

我们无法接受你方重复订单，因为你所要求的货物已没有库存。第44页/共64页

7.approachv.

接洽，联系；临近approachsb.forsth为某事与某人接洽，联系Thesellingseasonisapproaching,manyclientsapproachusforoffers.

销售季节日益临近，许多客户与我方接洽索要报盘。第45页/共64页8.should引导的条件从句，相当于if但比if要客气委婉，常用于商务英语Eg.Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.

倘若你方价格具有竞争性而且交货期可接受的话，我们有意向你方大量订购。第46页/共64页9.Quotationn.

报价

make(send,give,cable,fax)sbaquotationforsth向某人就某种商品报价用介词for：

PleasemakeusyourlowestquotationforMen’sShirts.

请向我方报男式衬衫的最低价。买方提及卖方报价时用介词of：

YourquotationofMen’sLeatherShoesistoohightobeacceptable.

你方男式皮鞋的报价太高难以接受。第47页/共64页10.Keenestn.

渴望的;低廉的；keenestprice=lowestprice

最低价格，克己价格注：在商业英语中，买方一般不用lowestprice来形容卖方的产品，因为lowestprice有贬低对方产品质量的嫌疑。awaitwithkeeninterest

殷切地期待

withakeendesiretodosth

急切地要做某事Eg.Wearelookingforwardtoyourearlyreplywithkeeninterest.

殷切期待你方早日答复

第48页/共64页enclosev.随函附上,后接介词with(herewith)或inWeencloseacopyofourlatestcatalogueforyourreference.

随函附上我方最新的目录册以供你方参考。enclosed作表语时，常倒装置于句首Eg.Enclosedistheduplicationofourcountersignedsalescontract.

随函附上业经我方会签的销售合同。enclosed作宾语补语时

Eg.Enclosedpleasefindacopyofourpricelist.

随函附上我方的价格表一份，请查收。第49页/共64页12.referv

咨询；查询

（后接介词to）DifferentmeaningsA.Wereferyouto（参阅）ourletterofDecember22.B.Wereferto（关于）yourletterofDecember22.C.Yourenquiryforwalnutshasbeenreferredto（转交）usforattention.D.Wewishtoreferyoutoourbank.(询问)Eg.Astoourcreditstanding,youmayrefertotheBankofChina.

关于我方的资信状况，请向中国银行查询。第50页/共64页

ContentsofCreditInquiry

Howlonghaveyoubeeninbusinessrelationswiththefirm?贵公司与该公司业务往来有多久？Whatcreditlimithaveyouplacedontheiraccount?

贵公司给该公司的信贷额有多大?

Howpromptlyaretermsmet?

该公司还账是否及时？Whatamountiscurrentlyoutstanding?

目前该公司欠账有多少？第51页/共64页14.描述商品时有用的表达WideinrangeFineinqualityModerateinpriceNovelindesignBeautifulinpatternsElegantinstyleMatchingincolorSkillfulinworkmanship种类繁多质地优良价格公道设计新颖式样优美款式雅致色泽和谐做工讲究第52页/共64页Summary----UsefulExpression

第53页/共64页1）SourceofinformationWeoweyournameandaddressto…Weobtainyournameandaddressfrom…

Throughthecourtesyof…,wecometoknowyournameandaddress.Youwererecommendedtoourcompanyby…Havinghadyournameandaddressfrom…Welearnedfrom…thatyouareproducingshoes

第54页/共64页2）BriefintroductionofowncompanyWewouldliketointroduceourselvestoyouasacorporationspecializingintheexportbusinessofelectricandelectronicequipment.Wewouldliketoofferyouourservicesasatradingfirm,andwouldmentionthatwehaveexcellentconnectionsinthetradeandarefullyexperiencedintheimportbusinessforthiskindofproduct.Ourcorporationspecializesintheexportoftextiles.OurcompanywaslistedontheNewYorkStockExchangein1999.第55页/共64页3）TheintentionofwritingtheletterWeareinterestedinestablishingbusinessrelationswithyourcorporationforthepurposeofsupplyingyouthecommoditiesyouwant.Wewouldliketoofferyouourservicesasatradingfirm,and…Wearewritingtoyouinthehopethatwecanopenupbusinessrelationswithyourfirm.Inordertoextendourexportbusinesstoyourcountry,wewishtoenterintodirectbusinessrelationswithyou.第56页/共64页4）Provideoraskforcatalogue,pricelistandsamplesTogiveyouageneralideaofourproducts,wearesendingyou,underseparatecover,ourlatestcataloguetogetherwitharangeofpamphletsforyourreference.Weareenclosingacatalogueandaprice-listforyourreference,sothatyoumayacquaintyourselveswithsomeoftheitemswehandle.Inordertogiveyouageneralideaofourcannedgoods,wearesendingyoubyseparateairmailacopyofourlatestcatalogue.Quotationsandsampleswillbesenttoyouuponreceiptofyourspecificenquires.第57页/共64页5）

ProvidereferenceaboutfinancialstandingorcreditIfyouneedmoreobjectiveinformationconcerningourcredit,pleaserefertotheMidlandBank,London.Concerningourfinancialstatusandreputation,pleasedirectallinquiriestoBankofChina,B