establish-business-relations建立外贸关系

EstablishmentofBusinessRelationsIntroductionVariousChannelsLanguagePointsIntroductionTrilogyIntentionactionestablishmentVariousChannelsMediaInter-mediaryFieldSurveyRein-statementPro-ActionchannelsPro-ActionMode1:ImporterWritestoExporterDearSirs,WehaveobtainedyouraddressfromtheCommercialCounsellerofyourEmbassyinLondonandarenowwritingyoufortheestablishmentofbusinessrelations.Weareverywellconnectedwithallthemajordealershereoflightindustrialproducts,andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.Pleaseletushaveallnecessaryinformationregardingyourproductsforexport.yourfaithfully,SourceofinformationIntentionthebusinessscopeofhisfirmMode2:ExporterWritestoImporterDearSirs,YourfirmhasbeenrecommendedtousbyJohnMorris&Co.,withwhomwehavedonebusinessformanyyears.WespecializeintheexportationofChineseChemicalsandPharmaceutcals,whichhaveenjoyedgreatpopularityinworldmarket.Weencloseacopyofourlatestcatalogueforyourreferenceandhopethatyouwouldcontactusifanyitemsisinterestingtoyou.Wehopeyouwillgiveusanearlyreply.Yoursfaithfully,SelfintroductionSourceofinformationIntention

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(NewspaperorTV)

Internet

BroadcastMediaAdvertisementsE.g:Weoweyournameand addresstotheChinaDaily.

(newspaper)InternetE.g: HavingobtainedyournameandaddressfromMade-in-China,wearewriting youinthehopeofestablishingbusinessrelationswithyou.FamousWebsites阿里巴巴

：

中国制造网：

亚洲产品网

：福步论坛：

Intermediary

1CooperationPartners2

Agent3Thecommercialcounsellor'soffice4

BankCooperationPartnersEg:SincewehavetradewithXXcompanyformanyyears,they

recommendyouresteemcompanytous.Currently,weareworkingontradeinXX,andneverassociatewithyourfirmbefore.AgentEg:

Wehaveobtainedyouraddressfromyouragent.Weareinterestedinyourproduct,andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.Thecommercialcounsellor'sofficeEg:weoweyournameandaddresstotheCommercialCounsellor’sofficeoftheSwedishembassyinBeijingwhohaveinformedusthatyouareinthemarketfortextiles.BankEg:YouwererecommendedtousbytheCitibank,whichtoldusthatyouareaprospectivebuyeroftextilesandcottonpiecegoods.Andtheseitemsfallwithinthebusinessscopeofourcorporation.FieldSurvey①

Makeabusinessresearchtripe.g.:ThewriterisleavingforJapanona

businessresearchtripveryshortlyandexpectstoarriveinTokyosometimearoundDecember15.

②Attendanceat

fairs.e.g.:WeareindebtedtotheCantonFairforyournameandaddress.

广交会现场LanguagePoints1.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〔得悉贵公司行名和地址要感谢…〕类似的表达法tobeindebtedto…foryournameandaddresstocometoknowthenameandaddressofyourfirmthroughthroughthecourtesyof…wecometoknowyournameandaddresstoberecommendedtosb.by…WeoweyournameandaddresstotheChamberofCommerceinyourcity.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。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给情况。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。5.comeundertherangeofone’sbusinessactivities属于某人的经营范围=fallwithinthescopeofone’sbusinessactivities=liewithinthescopeofone’sbusinessactivities6.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到达的,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。

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。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.倘假设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。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。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急迫地要做某事Eg.Wearelookingforwardtoyourearlyreplywithkeeninterest.殷切期待你方早日答复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。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。

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？14.描述商品时有用的表达WideinrangeFineinqualityModerateinpriceNovelindesignBeautifulinpatternsElegantinstyleMatchingincolorSkillfulinworkmanship种类繁多质地优良价格公正设计新颖式样优美款式雅致色泽和谐做工讲究Summary----UsefulExpression

1〕SourceofinformationWeoweyournameandaddressto…Weobtainyournameandaddressfrom…Throughthecourtesyof…,wecometoknowyournameandaddress.Youwererecommendedtoourcompanyby…Havinghadyournameandaddressfrom…Welearnedfrom…thatyouareproducingshoes2〕BriefintroductionofowncompanyWewouldliketointroduceourselvestoyouasacorporationspecializingintheexportbusinessofelectricandelectronicequipment.Wewouldliketoofferyouourservicesasatradingfirm,andwouldmentionthatwehaveexcellentconnectionsinthetradeandarefullyexperiencedintheimportbusinessforthiskindofproduct.Ourcorporationspecializesintheexportoftextiles.OurcompanywaslistedontheNewYorkStockExchangein1999.3〕TheintentionofwritingtheletterWeareinterestedinestablishingbusinessrelationswithyourcorporationforthepurposeofsupplyingyouthecommoditiesyouwant.Wewouldliketoofferyouourservicesasatradingfirm,and…Wearewritingtoyouinthehopethatwecanopenupbusinessrelationswithyourfirm.Inordertoextendourexportbusinesstoyourcountry,wewishtoenterintodirectbusinessrelationswithyou.4〕Provideoraskforcatalogue,pricelistandsamplesTogiveyouageneralideaofourproducts,wearesendingyou,underseparatecover,ourlatestcataloguetogetherwitharangeofpamphletsforyourreference.Weareenclosingacatalogueandaprice-listforyourreference,sothatyoumayacquaintyourselveswithsomeoftheitemswehandle.Inordertogiveyouageneralideaofourcannedgoods,wearesendingyoubyseparateairmailacopyofourlatestcatalogue.Quotationsandsampleswillbesenttoyouuponreceiptofyourspecificenquires.5〕ProvidereferenceaboutfinancialstandingorcreditIfyouneedmoreobjectiveinformationconcerningourcredit,pleaserefertotheMidlandBank,London.Concerningourfinancialstatusandreputation,pleasedirectallinquiriest