商务英语函电chapter2省公开课金奖全国赛课一等奖微课获奖课件

Chapter2

EstablishingBusinessRelations1/84BusinessknowledgeTheStudyofLetters

Case1

Case2

Case3

Case4

Case5ExercisesStructure2/84BusinessKnowledge(1)Banks(2)ChambersofCommercebothathomeandabroad(国内外商会)(3)TradeDirectory（贸易名目）(4)ChineseCommercialCounselor‘sOfficeinforeigncountries(中国驻国外商务参赞处)ChannelsforObtainingInformationAboutaNewFirm3/84

ChannelsforObtainingInformationAboutaNewFirm(5)Advertisementsinnewspaperorperiodicals(6)Theintroductionfromhisbusinessconnections/Recommendationbyothers,suchashissubsidiaries(子企业)orbranches,agentsabroad(7)Themarketsurvey4/84ChannelsforObtainingInformationAboutaNewFirm(8)Visitabroadbytradedelegationsandgroups(9)Attendanceattheexportcommoditiesfairs(10)Internet5/846/84TheChineseExportCommoditiesFairTheChineseExportCommoditiesFair7/84TheChineseExportCommoditiesFair8/84lettersaimingatestablishingbusiness

relationsThesourceofinformation(howyoulearnedofthiscompany);Briefintroductiontoyourowncompany(linesofyourbusiness,little“advertising”onyourproductsorservice);9/84lettersaimingatestablishingbusinessrelations3.Theintentionofwritingtheletter.4.Expressingtheexpectationofcooperationandearlyreply（表示与对方合作和早日收到回复愿望）.10/84Case1宁波兴隆企业于1990年成立，主要从事电动玩具生产与出口，想与澳大利亚悉尼约翰·史密斯企业建立业务关系，随函寄宣传册一本。从事电动玩具生产与出口建立业务关系随函寄宣传册一本Keypoints11/84UsefulExpressionselectronictoysprospectivebuyerfallwithinourbusinesslinebusinessrelations5.businessscope6.concludebusiness7.uponreceiptof电动玩具预期（可能）买主属于我们经营范围业务关系经营范围达成交易收到12/84UsefulExpressions8.goodsavailable9.brochure10.makeaquotation11.submitaquotation12.state-ownedcorporation13.privatecompany可供商品小册子报价提交报价国有企业私营企业13/84UsefulSentences1.Thisarticlesfallwithinourbusinessline.2.Weareenclosingoursalescontractintwocopies.3.Enclosedpleasefindtwocopiesofoursalescontract.4.Enclosedaretwocopiesofourprice-lists.5.Pleasequoteusyourlowestprice.6.OurcompanyisaprospectivebuyerofChineseelectronictoys.14/84NingboXinglongCo.,Ltd.120XingningRoad,Ningbo315000,ChinaJuly28,Messrs.JohnSmith&Co.180EdwardsStreetSydney1000,AustraliaDearSirs,YourcompanyhasbeenrecommendedtousbyMessrs.Willington&Co.,Sydney,Australia,asaprospectivebuyerofChineseelectronictoys.Asthisitemfallswithinthebusinessscopeofourcompany,wearepleasedtoenterintobusinessrelationswithyou

atanearlydate.

LetterOne15/84LetterOneTogiveyouageneralideaofvariouskindsofelectronictoysnowavailableforexport,weencloseabrochure.Quotationswillfollowuponreceiptofyourspecificenquiry.

Welookforwardtohearingfromyousoon.

Yoursfaithfully,

WangXiaoqiang16/84NotestoLetterOneYourcompanyhasbeenrecommendedtousbyMessrs.Willington&Co.Ltd.,asaprospectivebuyerofChineseelectronictoys.威灵顿有限企业已将贵企业作为中国电动玩具预期买主介绍给我们。1）hasbeenrecommendedtous是被动语态结构，意为“被介绍给我们”。2）“由某处得知某人姓名和地址”英文表述方式以下：Nextpage17/84learn/know/obtain/noteone’snameandaddressfromoweone’snameandaddresstothroughthecourtesyofontherecommendationofberecommended/introduced/giventosb.byNotestoLetterOne18/842.TheuseofMessrs(a)courtesytitle(b)usedonlyinthecaseofafirmnamedafteroneormorepersonsNotestoLetterOneNextpage19/84Itisnotusedinanyofthefollowingcases:Whenanindividualisaddressed(写给个人信)(b)Whenthetitleisimpersonal(非人称行号)(c)Whenacourtesytitleisalreadyincluded（礼节尊称已经包含在企业行号名称之中）(d)Whenthetitlebeginswiththe(以冠词the开头行名）NotestoLetterOne20/843.andCompany（企业名称中）其它关系人；企业股东e.g.:RobinsonandCompany罗宾逊企业4.fall(lie/tobe)withinthebusinessscopeof/fallwithinthebusinesslineof/fallwithinthescopeofone’sbusinessactivities/comeunderthebusinessscopeof..属于…经营范围NotestoLetterOne21/845.enterintobusinessrelationswith/establish/build/setupbusinessrelations与…建立业务关系enterinto:startupon,begintotakepartinNotestoLetterOne22/846.giveyouageneralidea概要向你介绍一下makeyouabriefof…,toacquaintyouwithdetailedinformation,fulldetails详细情况7.availableforexport:readyforexport可供出口available:obtainableNotestoLetterOne23/848.enclose附上toenclose(orundercover)随函附上toencloseunderseparatecover另函附上9.quotation报价make/send/give~~sheet报价单NotestoLetterOne24/8410.on[upon]receiptof一….收到,接收Uponreceiptofyourinstructions,wewillsendthegoods.一收到你方装运指示后,我们即发货。beinreceiptof已收到...11.specificenquiry详细询盘NotestoLetterOne25/84TowhichofthefollowingtitleswouldyouaddMessrs?J.B.Peterson&Co.TheAsianTradingCo.,Ltd.UniversalMachineCompanyIndustrialSuppliersCo.,Ltd.TheExportManagerWalker&PeltzLtd.Exercise26/84上海飞跃进出口企业多年来从事塑料玩具进口。得知澳大利亚悉尼大卫·米勒企业主要从事该产品出口。他们希望建立正常贸易关系，飞跃企业希望出口方能提供产品目录和报价。从事塑料玩具进口建立贸易关系提供产品目录和报价Case2Keypoints27/841.

plastictoys2.obtainyournameandaddress3.inthehopeof4.inhopesof5.hopingthat6.inline7.lookforwardto塑料玩具获知贵企业名称和地址希望希望希望与（现行价格）一致期盼UsefulExpressions28/841.Theyareleadingexportersofplastictoys.2.Wearewritingtoyouinthehopeofexportingplastictoystoyou.3.Wearesendingoutsamplesinhopesofgainingcomments.UsefulSentences29/844.Wearewritingtointroduceourselves,hopingtoopenupbusinessrelationswithyourfirm.5.Wearelookingforwardtoyourearlyvisit.6.Wewishtoobtainfirst-handinformationaboutyourmarket.UsefulSentences30/84ShanghaiFeiyueExport&ImportCo.,Ltd.280NanjingRoad,Shanghai01,ChinaOctober18,Messrs.DavidMiller&Sons36KentStreetSydney1000AustraliaDearSirs,HavingobtainedyournameandaddressfromMessrs.Anderson&Co.,Australia,wearewritingtoyouinthehopeofestablishingbusinessrelationsbetweenus.LetterTwo31/84LetterTwoWehavebeenanimporterofplastictoysformanyyears.Atpresent,weareinterestedinvariouskindsofAustralianplastictoys,andwewouldappreciate

yourcataloguesandquotations.Wetrustthatimportantbusinesscanbematerializedifyourpricesareinline.Wearelookingforwardtoreceivingyourearlyreply.Yoursfaithfully,ZhangJunqiang32/84appreciate:感激(Wethankyouforyourletter,forthesamples,yourhelp,yourcooperation,etc.)(1)+nounWehighlyappreciateyourkindcooperation.NotestoLetterTwoNextpage33/84(2)+it,ifclauseWeshallappreciateitifyouwouldsendusabrochureandtwosamplebooksbyairimmediately.Itwouldbeappreciated,ifyouwouldsendusabrochureandtwosamplebooksbyairimmediately.NotestoLetterTwoNextpage34/84(3)appreciateone’sdoingsth.Weshallappreciateyoursendingus…NotestoLetterTwo35/842.Wetrustthatimportantbusinesscanbematerializedifyourpricesareinline.假如贵企业价格适当，我们相信能做成大生意。“与……一致，与……相符”英语表示方式以下：beinlinewithbeinagreementwithNotestoLetterTwoNextpage36/84beinconformitywithbeincompliancewithbeinaccordancewithconformtosth.“大生意”翻译时用important，还能够用substantial。NotestoLetterTwoBack

37/84Fillintheblanks:We

youbyairmailacompletelist

textileswe

.2.Electricgoods

withinourscopeof

business

.

receiptofyour

enquiry,weshallairmailyouimmediatelyour

sheet.Wearelooking

toyour

reply.Weare

ofthelargestexportersofelectricgoodsinthis

.Send/aresendingfallspecificexportactivitiesUponquotationforwardearlyonearea/region/city/lineofExercise38/84宁波东方进出口企业很愿意与美国洛杉矶詹姆斯·史密斯企业就益智玩具出口建立业务关系。出口方愿意寄上目录一本和小册子一套。益智玩具出口建立业务关系寄上目录一本和小册子一套Case3Keypoints39/841.intelligencetoys2.withreferenceto3.foryourreference4.inthelineof5.incompliancewith6.furnishsb.withsth.益智玩具

关于供你参考在……行业按照提供UsefulExpressions40/847.anenquiryforsth.8.sendanenquirysheet9.enquirefor10.enquireofsb.aboutsth.11.forwardpackage12.forwardsamples询价寄出询价单问询就某事向某人问询寄出包裹寄出样品UsefulExpressions41/841.Thegoodsyouenquireforareoutofthestocknow.2.Thebuyerenquiredoftheselleraboutthequalityofthisnewproduct.3.Wehavebeeninthelineoftoysformorethanthirtyyears.UsefulSentences42/844.Referencematerialswillbefurnishedunderseparatecover.5.Severalcopiesofoursalesliteraturehavebeenforwardedtoyoutoday.6.Incompliancewithyourwishes,wearesendingyousomesamplesofsofttoys.UsefulSentences43/84NingboOrientalExport&ImportCo.,Ltd.218BaizhangRoad,Ningbo315000,ChinaNovember8,Messrs.JamesSmith&Co.23GranvilleCourtLosAngeles905001U.S.A.DearSir,

WithreferencetoyourletterofOctober18,,weareverygladtolearnthatyouwishtoenterintotraderelationswithourcompanyintheline

ofintelligencetoys.

LetterThree44/84LetterThreeIncompliancewithyourrequest,wearesendingyoubyairacataloguetogetherwitharangeofpamphlets

foryourreference.

Pleaseletushaveyourspecificenquiry,ifanyoftheitemslistedinthecataloguemeetsyourinterest,andourquotationwillbeforwarded

withoutanydelay.

45/84LetterThreeInthemeantime,youarerequestedtofurnishuswith

thenameofyourbankpriorto

theconclusionof

thefirsttransactionbetweenus.Yoursfaithfully,Manager46/84Withreferenceto:about关于withoutreferenceto:irrespectiveof,havingnoconnectionwithSeeP262.enterintotraderelations:establishbusinessrelationsenterinto:startupon,begintotakepartinNotestoLetterThreeBack47/843.line:business(行业)Wehavebeeninthechemicallineforovertenyears.我们经营化工产品已经有十年历史。4.incompliancewith:inaccordancewith依据Asperyourrequestasrequestedbyyouatyourrequest

NotestoLetterThreeBack48/845.arangeof:seriesof一套/一些（表示系列产品）6.pamphlet:小册子booklet/brochure7.foryourreference(FYR):foryourinformation(FYI)8.item:指目录中或前面提到商品

NotestoLetterThree49/849.forward:sendaletterafterapersontoanewaddress转递10.furnishsb.withsth.:provideorsupplysb.withsth.furnishsth.tosb.11.priorto:before12.concludeatransaction：做成一笔生意NotestoLetterThree50/84宁波兴达玩具进口企业很愿意与日本东京诺达有限企业就毛绒玩具进口建立业务关系。进口方希望出口方寄上一些样品和一份价目单。毛绒玩具进口建立业务关系寄上一些样品和一份价目单Case4Keypoints51/841.stafftoys2.establishafirm3.establishbusinessrelations4.establishment毛绒玩具建立企业建立业务关系建立,企业UsefulExpressions52/845.astrongdemandfor6.jointefforts7.togetherwith对……需求量大共同努力连同，和UsefulExpressions53/841.Thatestablishmentwasfounded50yearsago.2.Iwillappreciateitifyoupaypromptattentiontoit.3.Itwillbeverymuchappreciatedifyouwillagreetoshowussomeofyourproducts.UsefulSentences54/844.Therehasbeenalargedemandforstafftoysrecently.5.YourletterofMarch6,togetherwitheachcopyofcatalogueandpricelist,hasbeenreceived.6.Theimporterdrewasampleofthetoybear.UsefulSentences55/84NingboXingdaToyImportCo.,Ltd.288JiangbeiRoad,Ningbo31,ChinaDecember9,PaulTunkisExecutiveVice-presidentMessrs.Noda&Co.,Ltd.Ginza,Tokyo197-0804JapanDearMr.Tunkis,

WearetheimporterofJapanesestafftoysinNingbo.NowthereisastrongdemandherefordifferentkindsofstaffLetterFour56/84LetterFourtoys,andthereforewewritetoyouinthehopeofestablishingmutuallybeneficialbusinessrelationswithyou.Itwillbegreatlyappreciatedifyoucouldsendussamplesofstafftoysavailabletogetherwithaprice-list,givingdetailsofpacking,grossandnetweight,etc.Thus,wecanhaveabetterunderstandingofyourproducts.

57/84LetterFourWeareanticipatingyourearlyreplyandtrustthat,throughjointefforts,weareabletodobusinesstogetherinthenearfuture.

Yoursfaithfully,ChengBing58/84astrongdemandfor:对……需求量大strongdemand大量需求其它表示“大量需求”表示方式有：tobeinheavydemandfor…/tobeinbriskdemandfor…/tobeinlargedemandfor…/tobeingreatdemandfor…不一样需求表示方式：稳定需求steadydemand增加需求growingdemand潜在需求latentdemand过多需求overfulldemandNotestoLetterFour59/842.…andthereforewewritetoyouinthehopeofestablishingmutuallybeneficialbusinessrelationswithyou.…所以我们来信希望与贵企业建立互利贸易关系。互利：mutualbenefit平等互利：equalityandmutualbenefitNotestoLetterFour60/843.pricelist价格单quotationsheet报价单4.grossweight毛重netweight净重tareweight皮重NotestoLetterFour61/845.anticipatev.期望，期待e.g.Weanticipatehearingfromyouagain.我们期待再收到贵企业来信。Weanticipateyourfavorablereplytothismatter.我们期待贵企业对此事有利回复。NotestoLetterFour62/84Wearegiventounderstandthat你企业有意在平等互利基础上与我企业建立业务关系。2.Wearedesirousof取得你方最近可供出口商品目录本。3.Asyouknow,许多外国商人渴望和我们进行贸易4.Weareappreciativeof你企业愿望到广交会来谈判业务。5.Wehopeyoucanprovideuswith中国天津制造足球20个。CompletethefollowingsentencesinEnglishExercise63/841.WearegiventounderstandthatYouintendtoestablishbusinessrelationswithusonthebasisofequalityandmutualbenefit.2.WearedesirousofObtainingyourlatestcatalogueofgoodsnowavailableforexport.3.Asyouknow,Manyforeignmerchantsaredesirousoftradingwithus.4.WeareappreciativeofYourwillingnesstonegotiatebusinessinGuangzhouFair.5.Wehopeyoucanprovideuswith20photosoffootballsmadeinTianjing,China.TheKey64/84杭州永生企业一直从事填充玩具批发零售业务，现因为经营方面改变，本企业在销售方面政策也发生了改变。本企业欲与美国休斯顿外贸出口企业建立业务关系，也愿意以收取佣金为条件充当出口方在中国独家采购代理。填充玩具批发零售销售政策改变建立业务关系以收取佣金为条件充当独家采购代理Case5Keypoints65/841.stuffedtoy2.various3.avarietyof4.domesticmarket5.withregardto6.exclusiveagent填充玩具各种多样各种多样国内市场关于独家代理UsefulExpressions66/841.Theysellstuffedtoystothehomemarket,buttheydon’texport.2.Pleaseletusknowifyouareinterestedinanyofourdesignedtoys.3.Wehavenothingtosaywithregardtoyourcreditstatus.UsefulSentences67/844.Wouldyouliketobetheexclusiveagentofourguntoysinyourregion?5.Wehaveavarietyofvinyltoysforyoutochoosefrom.6.Weawaithearingfromyousoon.UsefulSentences68/84HangzhouYongshengCo.,Ltd.158WulinRoad,Hangzhou310000,ChinaJanuary28,HoustonForeignTrade&ExportCo.,Ltd.ShellBuildingHouston77041U.S.A.DearSir,YournameandaddresshavebeenobtainedfromChinaChamberofCommerce,whichstatesthatyou

LetterFive69/84LetterFiveareinterestedinformingimportandexportrelationsforvariouscommoditiesandproducts.

Ifyouhavenotyetestablisheddefiniterelationshere,wewouldliketohaveyourconsideration.Ourfirmwasoriginallyestablishedasadistributorofstuffedtoysforthedomesticmarket,andchangeshavebeenmadeinthefirm’ssalespolicyrecently.70/84LetterFiveThankstomanyyears’experienceinforeigntrade,weareinterestedinbuildingsuitableandlastingtradingrelationsallovertheworld.Ourlongdirectrelationswithmanufacturersallowustobethemostcompetitiveinmanylines,especiallythestuffedtoys.

71/84LetterFiveWelookforwardtoreceivingyouropinions,requirementsandsuggestionsaboutourfuturecooperationbasedonmutualbenefits.Inaddition,wearealsoinapositiontoactasyourexclusive

purchasing

agentinChinaonacommissionbasis.Wenowawaityourearlyreplywithinterest.

Yoursfaithfully,WangGuozhong72/841.chamberofcommerce:anassociationofbusinesspersonsandmerchantsforthepromotionofcommercialinterestsinthecommunity.商人或实业家为增加本小区商业利益而建立协会商会Abbr.:C.ofC.pl.chambersofcommerce;NotestoLetterFive73/842.formimportandexportrelations建立进出口关系和某人建立业务关系表示方式有：establishenterintobusinessrelationssetuptradeconnectionswithbuildNotestoLetterFive74/843.distributor：onethatmarketsorsellsmerchandise,especiallyawholesaler销售者,尤指批发商4.thanksto:astheresultof;owingto因为;多亏,因为e.g.:Thankstoyourhelpweweresuccessful.5.competitive:竞争性，含有竞争力e.g.:Ourfirmoffersyoucompetitiveprices.NotestoLetterFive75/846.beinapositionto:能够;有做...机会e.g.:IregretIamnotinaposition(=amunable)tohelpyou.7.exclusiveagent:soleagent总代理商,独家代理人8.onacommissionbasis:以佣金为条件9.await:towaitfor等候e.g.:Iawaityourinstructions.NotestoLetterFive76/84Weareverymuchinterestedinimporting“Haier”brandrefrigeratorsfromyoursideandwouldbegladifyouwouldsendusyourcatalogues.WehavelearnedfromChinaCouncilforthePromotionofInternationalTradethatyouareinthemarketforChineseCottonPieceGoods.TranslatethefollowingintoChinese77/84YourcompanyhasbeenintroducedtousbytheBankofChinaasaprospectivebuyerofelectronicproducts.Aswedealintheitems,weshallbepleasedtoestablishdirectbusinessrelationswithyou.Wesendyoubyairmailabrochureonthevariouskindsofbicyclesnowavailableforexport.Willyoukindlygiveusageneralideaofthemarketpriceoftextilesinyourcity?TranslatethefollowingintoChineseExercise78/84Letter-writing