外贸英语函电11课件

Unitone

EstablishingBusinessRelations

一、ImporterwritestoExporter

A．从某处得知某公司的名称和地址tohave/know/obtain/note/learn/understand/getone’snameandaddressfrom

tooweone’snameandaddresstothrough/onthecourtesy(introduction)ofontherecommendationof

toberecommendedto……bytobeindebtedto……forone’snameandaddresstobeintroducedto……byOralExerciseYourcompanyisrecommendedtousbyourreliablefriend.WegetyournameandaddressfromlocalChamberofCommerce.WehaveyournameandaddressfromChinaCouncilforthePromotionofinternationaltrade.WeoweyournameandaddresstoABCCorp.,throughwhomwehavelearntyouareimportersoftextiles.WeunderstandyourinformationfromA.OnthecourtesyoftheAmericanBusinessGuideforChina,weobtainyourrelevantinformation.Welearn

fromNewYorkThomas.H.PennieCorp.thatyourcompanyproduceshand-madeglovesinavarietyofartificialleathers.YourcompanyisrecommendedtousbyCitizenCo.ofSingapore,withwhomwehavedonebusinessformanyyears.WritingExercise从同行中获悉贵公司在费城重新运营，生意发展迅速。得闻喜讯，不胜欢欣。祝业务蒸蒸日上。ANSWER:WeunderstandfromourtradecontactsthatyourcompanyhasreestablishedinPhiladelphiaandisonceagaintradingsuccessfullyinyourregion.Wewouldliketoextendourcongratulationsandofferourbestwishesforyourcontinuedsuccess.B.和某公司建立贸易关系toestablish/conductbusinessrelationsamong/between/withtoenterintobusinessrelationsamong/between/withtobuiltup/setupawideconnectionamong/between/withtoextendconnectionsin

todobusinesswith

tomakeastartinthebusinesswithtoopenanaccountwith

tohaveanopportunitytocooperatewith

totradewithOralExerciseWemakeagoodstartinthebusinesswithyourcompany.Wearewillingtoestablishbusinessrelationswithyouonthebasisofequalityandmutualbenefit.WehavebuiltupawideconnectionamongbuyersintheAfricanmarket.Wetakethelibertyofwritingtoyouwithaviewtobuildingupconnectionswithyourfirm.Youareenjoyingthehighreputationascameraimporterandwearedesirousofenteringintobusinessrelationshipwithyou.WearespecializinginexportofChineseArt&CraftGoodsandexpressourdesiretotradewithyou.Beingcloselyconnectedwithreliablewholesalers,wecandobusinesswithyou.AsyouareoneoftheleadingimportersinCanada,wearepleasureincontactingyouinhopeofestablishingbusinessrelationship.WritingExercise例1：我们对贵方去年7月在首尔召开的中国经济贸易展览会上展出的产品留有深刻的印象，并得知贵公司可出口此类产品。我方双方合作非常有兴趣。Answer:WearemuchimpressedbythecaptionedgoodsdisplayedattheChineseEconomicandTradeExhibitionheldinSeoullastJulyandwearetoldthatyouexporttheseproducts.Wearewritingtoyouwithakeendesiretohaveanopportunitytocooperatewithyou.例2：我们不得不遗憾地说，我们目前无法和贵公司建立贸易关系。我们已经是农产品公司在巴黎的独家代理。Answer:Weregrettoinformyouthatwearenotinpositiontoenterintobusinessrelationwithyou.WehavebeenappointedtothesoleagentbyfarmproductscorporationinParisforthesaleoftheirproducts.C.表示属于某一业务范围tofallwithinthescopeofone’sbusinesstodealin/handle/tradein/engageintobein…linetobeactiveinthefieldoftospecializein

OralExerciseWehavebeeninthislinefor40years.Wemainlydealinartsandcrafts.Weareastate-operatedcorporationspecializinginlightindustrialgoods.WespecializeinexportingwatchesandclocksWeengageinimportoffirstcottonandrayongoodsWritingExercise我们从50年代开始一直从事化工染料的出口，我们经营的产品以其质优和价廉在许多国家深受欢迎。Answer:Wehaveengagedinexportingchemicalsanddyestuffssincethe1950’s.Theproductswhichwehandlearewellreceivedinmanycountriesfortheirhighqualityandreasonableprice.D.Industrialadj.工业的、产业的、

与工业有关的、

与产业有关的【短语】劳工行动industrialaction工业革命industrialrevolution【派】Industryn.工业，产业【短语】

基础工业basicindustry

重工业heavyindustry

轻工业lightindustry

第一产业primaryindustry

第二产业secondaryindustry

第三产业serviceindustry

建筑业thebuildingindustry

汽车业thecarindustry

飞机制造业theaircraftindustry

食品加工业foodprocessingindustry

采矿业theminingindustry

石油业thepetroleumindustry

旅游业touristindustryE.pricen.价格、价钱【短语】

协定价格agreedprice

全部价格all-inprice

要价askingprice

廉价bargainprice

价目表pricelist

竞争价格competitiveprice

成本价格costprice

削价cutprice

打折价discountprice

出厂价factoryprice

现价currentprice

净价netprice

零售价retailprice

零售价指数retailPriceIndex

批发价wholesaleprice

批发价指数

wholesalePriceIndex

价格战pricewar

价格控制

pricecontrol

价格上限

priceceiling

进口价importprice

出口价exportprice

最低价格minimum/lowestprice

公平价格fairprice

亏本价格wretchprice

吸引人的价格attractiveprice

平均价averageprice

价格波动pricefluctuation

涨价toincrease/advance/raiseaprice

跌价toreduce/lower/lessen/bringdown/rebateaprice【案例】同行介绍建立业务关系敬启者：

我们同CCPT公司成功合作多年，从该公司得知贵公司经营各种纺织品材料的进出口。

我们是英格兰主要的羊毛毛衣制造商之一，并有意进口羊毛毛衣。

如果能够提供各种毛衣的细节和价格并附带照片及规格，我们将不胜感激，我方将很高兴探讨贵方的销售可能性。Answer:DearsirsWegettoknowyourcompanyfromCPPTcompanywithwhichwehavebeeningoodbusinessrelationsformanyyears,andthatyouarehandlingimportandexportof

alltextilematerials.WeareoneoftheprincipalmanufacturesofwoolsweaterinEngland,andareinterestedinimportingsweatersmadeofwool.Weshallbepleasedtoreceiveyourdetailsandpricesofvarioussweaterswithphotosandspecifications.weshallbegladtostudythesalespossibilityatyourend.

二、Self-introductionbyexporterA.自我介绍tointroduce/recommendoneselftosbastointroduce/recommendoneselftosbwith/inthehopethattosendsbtheintroductorylettertotakethelibertyofwritingtosbOralExerciseWeintroduceusasamanufacturerofcamerasandourproductareenjoyinghighreputationfortheirexcellentquality.Werecommendourselvestoyouasoneofthelargestcomputerofdevelopingsoftware.Weintroduceusasthesellerinprovidingawiderangeofofficeautomationdevices.Wesendyoutheintroductoryletter.Weareastateoperatedcorporationdealingintextileindustrialproducts.WritingExercise你公司是信誉卓著的照相机进口商，我公司愿意与你公司建立业务关系。为此，我们寄去商品目录和价格单，以向你公司毛遂自荐。Answer:Thehighreputation,whichyouareenjoyingascameraimporter,hasrenderedusdesirousofenteringintobusinessrelationshipwithyou.Accordingly,weintroduceourselvestoyoubysendingyouourcatalogsandpricelists.

B.表示高兴的句型tobepleasedto/thattobedelightedto/thattobegladto/thattobe/take/havepleasureinit’sapleasuretoknowof/thatOralExerciseWearepleasedtoreceiveyourletterofNovember18,2010askingwhetherwecansupplyyouwithArt.NO.60.It’sapleasuretoknowofyourcontinuedinterestinourproducts.WearegladtoinformyouthatthegoodsorderedbyyouonApril28,havebeenshippedyesterday.C.表示感谢的句型

tothanksbforsthtobegratefultosbforsthtobeobligedtosbforsthtobeindebtedtosbforsthwould/shallappreciateitif

Itwould/will/should/shallbeappreciatedifOralExerciseThankyouforyourletterofJune5.Wethankyoufortheenquiryofcoppersheetforwhichwequoteyouasbelow,andhopetobefavoredwithyourorders.Weareindebtedtoyou,ifyouwouldletushaveanampleOrder.Weshallbeindebtedtoyou,ifyouwillmakeusaspecialofferonwalnutmeat.Weshallappreciatethatyousendusacopyofyourcatalogwithdetailsofyourpriceandtermsofpayment.WritingExercise

Answer:WeareurgenttoneedalargeamountofGumRosinaspertheenclosedspecifications,andshouldbegratefulifyoucouldnotifyuswhetheryouareabletosupply.Ifyoucan,pleasequoteyourbestpriceonCIFRotterdambasis,includingour5%commissionfrompromptshipment.D.catalog

n.目录【短语】最新目录thelatestcatalog材料目录thematerialcatalog标准化零件目录catalogforthestandardizedparts有插图的目录illustratedcatalog

[相关词组]

价格表pricelist

产品手册manual

小册子pamphlet,booklet,brochure

单张说明书leaflet

折叠式印品folder

产品简报bulletin

E.corporationn.大公司，股份制公司金融公司financecorporation公司税corporationtax(CT)预付公司税advancecorporationtax(ACT)主流公司税mainstreamcorporationtax公司所得税corporationincometax[派生]corporate

a.公司的

公司形象corporateimage

公司计划corporateplanning

公司利润corporateprofit

公司清算corporateliquidation

公司重组corporatereorganization【案例】参观展位后要求建立业务联系敬启者：

在我方参加2008年广州春季交易会期间参观过你方的展位，得知你们生产复印机。

我方对高质量的复印机需求量很大。我公司有意购买你方的产品，如果寄来产品说明书附详细价格表，及最新价格单我方将不胜感激。

如大量订货，请告知能提供多少折扣以及其他优惠条款。

盼早日回复。

贝尔进口公司

采购部经理Answer:DearSir,

WevisitedyourstallattheSpringGuangzhouFair2008andnoticedthatyoumanufacturephotocopyingmachineofhighquality.weareinterestedinyourproductsandwouldbegratefulifyouwouldsendusyourcatalogwithfullspecificationsandthelatestpricelist.Pleaseletusknowwhatdiscountyoucangiveusforsubstantialordersaswellassomeotherfavorableterms.Welookforwardtoreceivinganearlyreply.YoursincerelyBellImp.&Exp.Corp.

PurchasingManager三、Exporterwritestoimporter

(一)Exporter‘sself-introduction

A.

公司名称的写法

公司名不包含人名【短语】中国土畜进出口公司ChinaNationalNativeproduce&AnimalBy-productsImp.&Exp.Corp.中国轻工业品进出口公司

ChinaNationalLightIndustrialProductsImp.&Exp.Corp.中国纺织品进出口公司ChinaNationalTextileImp.&Exp.Corp.中国服装进出口公ChinaNationalGarmentImp.&Exp.Corp.

中国电器进出口公司

ChinaNationalElectricAppliancesImp.&Exp.Corp.

中国针织品进出口公司ChinaNationalKnitwearandManufacturedGoodsImp.&Exp.Corp.中国化学进出口公司ChinaNationalChemicalImp.&Exp.Corp.公司名含有人名，不含有头衔公司名含有人名，含有头衔B.表示对什么感兴趣的句型n.某人对什么产生了兴趣(a)totake/feel/show（no）(agreat)interestin(b)tobeofinteresttoV.(vp1.18)使某人对什么感兴趣(c)tobeinterestedina.什么使某人产生了兴趣(d)tobeinterestingtosbOralExerciseThecustomersshow

agreatinterestinournewproductrange.Shouldanyoftheitemsbeofinteresttoyou,pleaseletusknow,weshallbegladtogiveyouourlowestquotationsonreceiptofyourspecificenquires.Thebuyerisnointerestedinyouroffer.Weareinterestedinimportingchemicalsfromyou.Yourpriceisinterestingtous.WritingExercise我们多年来一直在进口插管和面罩等医用输氧设备。目前，我们对各种呼吸系统疾病治疗仪产品感兴趣，很想得到你方的目录和报价。Answer:

Wehavebeenimportersofoxygendeliverysystemsincludingcannulasandmasksformanyyears.Atpresent,weareinterestedinvariouskindsofrespiratorytherapyproductsandwouldappreciateyourcatalogandquotations

c.enclosev.(vp1,18)1.包围2.装某物于信封或包裹中【基本用法】：sbenclosesthsb1enclosesb2sth

enclosedpleasefindsthOralExerciseWeencloseacopyofourpricelist.PleaserefertothepricelistenclosedintheletterofAugust5.Enclosedpleasefindaninvoicefor500skinwhichweshippedtodayonboard“XianYang”.Enclosed

pleasefindonesetoftheshippingdocumentscoveringtheconsignment,whichcomprises:OurproformainvoiceNO.801for500dozenhandchiefswhichwehopeyouwillfindisenclosedinorder.Pleasecheck.WritingExercise现附上棉花价格单,你已了解棉花价格波动频繁,本报价有效期不超过一星期.Answer:Weencloseyouourpricelistforcottonandyouwillobservethatitisimpossibleforustokeepourquotationsopenforaweekowingtothefrequentfluctuationinthemarketprice.【案例】自荐信要求建立业务联系敬启者：

作为中国主要出口商之一，我方主要经营瓷器。我公司历史悠久、声誉卓著。我们经营中国瓷器的出口业务已超过30年。我们相信我们能使你方感到非常满意。

为证实我方的经营能力和财政资信，我方委托中国银行上海分行为资信证明人。希望与贵方建立直接的贸易关系。

非常感谢贵方的早日回复。Answer:Dearsir，

AsoneoftheleadingexportersinChina，wespecializeinchinaware.Ourcorporationiswell–establishedandofalonghistory.WehaveengagedintheexportofChinesechinawareforoverthirtyyears.Weareconfidentthatwewillgiveyoufull.Tojustifyourbusinessabilitiesandfinancialstanding,wearepermittedtomentionthebankofChina,shanghaibranchasourreference.Wehopetosetupdirectbusinessrelationswithyou.Yourearlyreplywillbehighlyappreciated.

五、ManufacturerwritestoImporter

A.Inform

Vt.（vp1,12,14,16,18）

告知

【基本用法】to(bepleasedto),(regretto),(haveto)informsbthattoinformsbby(of)sthtokeepsbinformedofsthOralExercise:Inthemeanwhile,pleasekeepusinformedofdevelopmentofyourmarket.Weshallappreciateitifyoucaninformusof

yourexperienceswiththefirm.InreplytoyourletterofAugust18,weinformyouthatwehavereceivetheinformationyourequirefromBarclayBankofLondon.WritingExercise:关于我方第315号订单执行情况，现特通知你方，由于包装马虎，几架照相机损坏程度很大，使我们只好削价处理。Answer:WiththereferencetoourorderNO.315executedbyyou,wehavetoinformyouthatowingtonegligentpacking,severalcamerasweredamagedtosuchanextentsothatwewerecompelledtodisposeofthematagreatlyreducedprice.B.product

N.[C]产品,产物【短语】

主要产品basicproduct

副产品by-product

最终产品endproduct;finalproduct;finishproduct产品广告productadvertising产品分析productanalysis产品设计productdesign产品开发productdevelopment产品系列productrange产品管理productmanagement产品组合productmix国内生产总值grossdomesticproduct【派1】productionn.[u]生产，制造[c]制造品【短语】分批生产batchproduction国内生产domesticproduction大量生产massproduction生产率productionrate

生产成本productioncost

生产部门productiondepartment

生产流水线productionline

生产经理productionmanager【派2】productive

a.可生产的【派3】productivity

n.生产能力，生产率【派4】produce

n.[u]农产品v.(vp1,21)提出，制造C.acquaintv.(vp18)使某人知道，使某人熟知【基本用法】

toacquaintsbwithsthtoacquaintoneselfwithsth【派1】acquaintance

n.[u]知道[c]认识的人D.itemn.[c]商品;项目【短语】收取现金的商品cashitem账目中的特别项目extraordinaryitem账目中的支出项目expenditureitem【相关短语】goods商品commodity商品，特别指原料,product产品consignment寄售货物

E.表示满意的句型

ｎ.[u]satisfaction

(a)It’sthesatisfactiontoknowthat(b)tobethesatisfactiontosba.satisfactory(c)tobesatisfactorytosbV.(vp1,12,18)satisfy(d)sthsatisfysb1(e)sb1satisfysb2that(f)sb1satisfysb2ofsth

OralExercise:Ourbusinessrelationshipwiththecompanyhashithertobeenmostsatisfactory.Theysatisfyusofin-timedelivery,moderateprice,andsuperiorquality.Wehopetheaboveissatisfactorytoyouandwillhelpyouinmakingadecision.WritingExercise:圣保罗股份有限公司以30万英镑的资本建立于1948年，他们的主要业务是经营各种食品，主要和中国、日本、德国和英国进行贸易。据说他们的供应商对与他们的贸易一直是满意的。Answer:St.Polo&Co.ltd.wasestablishedin1948withacapitalof300,000pounds.Theirchieflineisintheimportandexportofallkindsofgoods,tradingprincipallywithChina,Japan,GermanyandBritain.Theirsupplier‘sbusinesswiththemisreportedtohavebeensatisfactory.六、LetterReferringtotheBankReferenceA.表示希望对方提供资信状况的句型Tosupply/provide/tell/givesba(an)(precise)(detailed)informationabout/regarding/concerningtoletsbhaveone’sfinancialstandingandmodelsbusinesswouldliketo/wishtoknowwhethersbistrustworthyandreliableineverywayOralExercise:Wearesorrythatwearenotabletoprovideyouthepreciseinformationyouask.Weareobligedifyouwilltellussomethingabouttheappraisementofthecompanyamongtheirneighboursandcustomers.Aswewanttoestablishbusinessrelationswiththiscompany,wewishtoexactlyknowhowist