外贸函电建立商业关系教材

InternationalBusinessCorrespondenceChapter2EstablishingBusinessRelations1Why?To

enlargeone’sbusinessscopeandturnoverTomaintainorexpandbusinessactivitiesToestablishbusinessrelationswithprospectivedealersisoneofthevitallyimportantmeasureseitherforanewlyestablishedfirmoranoldone.Nocustomers,nobusiness.2Howtofindthecompanyyouwanttodealwith?Merchantsmaybeapproachedthroughthefollowingchannels:1.Internet2.Advertisementsinnewspapers/magazines/othermedias3.OverseasChamberofCommerce海外商会4.Yourbranchofficesabroad5.Marketinvestigations6.TradefairheldbothathomeandabroadChinaImportandExportFair中国进出口商品交易会7.BusinessHousesofthesametrade同业商行Directories贸易行的行名录3Howtowritetothecompanyyouwishtocontactforthefirsttime?

1.Beginyouletterbytellingtherecipienthowhisnameisknowntoyou.2.Providenecessaryinformationaboutyourself.3.Stateyourwish.4Howtodowhenyoureceivealetter?Ifyoureceivealetterinwhichthesenderexpressestheintentiontodobusinesswithyou,whatshouldyoudo?Youshouldanswerassoonaspossible.Thisshowsyourefficiency,whichisagoodwaytoimpressyourpotentialcustomer.Ifyoucan’tdoasrequested,youhavetotellhimtactfullytopavethewayforfuturebusiness.5Howtostudythischapter?Youshouldpaymuchattentionto:

1.Writingprinciples&tones2.Basicbusinessknowledge3.Typicalsentences/sentencestructure4.Wordextension5.Worddiscrimination6.Grammarpoints6Contents◆

SpecimenlettersLanguagepointsAnalyzingtheletter◆Writingtactics◆Languagesummary◆Exercises7ⅠSpecimenlettersLetter1Letter2Letter3Letter4Letter5Letter

6Letter

7Letter88Letter1Languagepoints:A.Co.Ltd有限责任公司Itisacompanyinwhichtheliabilityofeachshareholderislimitedbythenumberofshareshehastaken,sothathecannotberequestedtocontributebeyondtheamountofhisshares.Thatiswhywesaythisisacompanywithlimitedliability.B.Wegotyouraddressfrom…C.Herewritingyouwithexpectationofestablishingbusinessrelationship.plungestraightintoyourmessage直奔主题9attach:v.随…附上，封入Thebrochureattachedwillgiveyoudetailsofthevariedservicewecanrender.随函附上小册子一本，向你方详细介绍我们所能提供的多种服务项目。enclosuren.附件WeareinreceiptofyourletterofMay18withenclosure.收到你方五月十八日函及附件。10D.Wearemainlyproducing…我公司主产…E.meetone’sneed/demand满足需要/需求meet:fulfill(ademand,etc);satisfy满足（要求等）;符合:meetsb'swishes,conditions,needs,etc满足某人的愿望、条件、需要等meetone’srequirementstomeettheneedofourmarketWearesorryweareunabletomeetyourrequestforimmediateshipment.meetwithF.enterourwebpage/viewG.dispatchsb/sth(to...):sendsb/sthofftoadestination派遣（某人）;发送（某事物）dispatchaletter,telegram,message,etc发信.电报.消息等Wewelcomethedispatchofthepeace-keepingforce.我们对派出维持和平部队此举表示欢迎.

11H.dealinvt.经营(从事)：inthelineof…

handlev.经营（某种或某类商品）Wedealinhardwarebutnotsoftware.我们只经营硬件而不经营软件.Asyouareinthelineofcottonpiecegoods,wearewritingtoenquirewhetheryouarewillingtoenterintobusinessrelationswithus.

由于贵公司是经营棉布的，现特致此函，以询问是否愿意与我们建立业务联系。inthelineofentertainment从事娱乐行业Teaisinourline.我们是经营茶叶的。Teafallswithinourbusinessactivities.J.Hopeourproductsmeetyourmarket，sothatwecanstartourbusinessrelationshipformutualbenefit.愿我方产品能满足贵方市场，以便为共同利益同贵方展开商业关系。12Commentsontheletter：

Thisisaletterenquiringaboutthepossibilityofestablishingbusinessrelations.Itbeginsbytellingtherecipientwhoprovidedtheinformation,Itstatesthepurposeofthewritingclearly:toestablishbusinessrelations.Itsaysenoughtointeresttherecipientandaskforpromptreply.Thelanguageisbriefandtothepoint.13Letter2Languagepoints:A.YourcompanyhaskindlybeenrecommendedtousbyGuangzhouChamberofCommerce.B.Weshallbepleasedtoenterintodirectbusinessrelationswithyou.enterinto进入、从事[同义]establishC.Itownsprofessionalexperiences

inInternationalTradewithabroadrangeofproductsandservices.state-ownedcorporation国营公司/state-run/state-operatedadj.国营的range:scope范围therangeofourproducts我们产品的范围weareinterestedinextendingourrange.D.We’dliketoestablishabusinessrelationbetweenusandtobeasoleagentforyourcompanyinallofChina.E.tobuildupagloriousfutureagloriousdeed,victory,etc

光荣的业绩﹑胜利等dieagloriousdeath,ie

espinbattleforone'scountry死得光荣14Letter3A.WearegladtoknowyournameandaddressontheInternet.Thepurposeofthisletteristoexplorethepossibilitiesofdevelopingtradewithyou.Weareoneofthelargestmanufacturesof……B.Wehaveadvancedequipmentandtechnology.Wehaveintroducedacompletesetof…introduce:bring

sthintouseoroperation~sth(in/intosth)C.ensuremakesure;guarantee确保;保证;担保Pleaseensurethatallthelightsareswitchedoffatnight.15D.accomplishsucceedindoing(sth);completesuccessfully;achieve完成（某事物）;做成功;实现:accomplishone'saim,atask达到目的,完成任

E.Theexcellentqualityandservicemakeourproductsenjoyhighreputationin…reputation:名誉，声誉enjoyagoodreputation:haveagoodreputation有好名声haveahighreputation享有很高的声誉haveanevilreputation臭名昭彰Weenjoyanexcellentreputationinthisfieldandwesupplybestqualityproducts.在这个领域里我们享有极好的声誉，可以提供优质的产品。16Letter4A.beinneedofbebadlyinneed/beinurgentneedofthegoodsB.engageinC.inaccordancewithaccordancen.符合,一致in(exact)accordancewithsth:inagreementorharmonywithsth

按照或依据某事物*inaccordancewithsb'swishes按照某人的愿望*actinaccordancewithcustom,theregulations,thelaw

依照惯例、规章、法律.*Iaminaccordancewithhiminthismatter.在这件事情上我同他是一致的。D.Yourpromptreplywouldbehighlyappreciated.17Letter5A.Wearewillingverymuchtoestablishastablebusinessrelationwithyou,andbealong-termbusinessfriendofyouinfuture!B.toquoteourbestpriceQuotev.报价如：quotesbapriceforsth.PleasequoteusyourbestCIFprices.请向我们报最优的CIF价。Wouldyoupleasequoteusyourlowestpricefortheknittedwear?请向我方报针织品最低价。ForMen’sShirts,wequoteUS$80perdozenCIF.对男式衬衫，我们报CIF每打80美元。18Letter6A.Wehaveobtainedyournameandaddressfrom…B.lightindustrialproductsC.beofinteresttosb.D.Alsoenclosed

foryourreference,isourlatestpricelist.过去分词enclosed可作名词使用，前面常加定冠词E.Shouldyoubeinterestedinanyofourproducts,pleaseletusknowandwewillprovideyouwithaquotation.19Letter7A.Wearemanufacturersandexportersofallsortsofleathergloves.B.Wewanttoestablishbusinessrelationswithyouresteemedcompany.esteemedadj.[usuallybeforenoun]formal

：respectedandadmiredesteemn.

尊敬;尊重v.

尊敬,认为,尊重C.submit~sth(tosb/sth)：givesth(tosb/sth)sothatitmaybeconsidered,decidedon,etc呈递,提交20Letter8A.Bycourtesyof…承蒙….的好意或介绍Throughthecourtesyof…throughtheintroduction/recommendationof..B.leadingimporterC.WeareoneofgoodexportersinChinaovertenyears.D.havesth.forsaleE.Wewillofferyoubestpricewithtopquality,andalsogoodservice.F.dropusaline写信给我们21ⅡWritingtacticsParagraphwritingTipsforbeginning22各段写法Theopeningparagraph

Theopeningparagraphisoftenonlyasimplesentence.Itisintroductoryinnatureandfrequentlyreferstoapreviousletter,orcourseofdealings.Itshouldalwaysbecourteous谦恭的,butitshouldalsosetthetoneoftheletter.Thismaybefriendly,orformal,oritmayhintatseriousmatterswhichthebodyoftheletterwillsoonmakeplain.ThebodyoftheletterThisisthe

mainsubjectmatteroftheletter,andisdividedintoanappropriatenumberofparagraphs.TheclosingparagraphTheclosingparagraphisagainusuallyasinglesentencewhichreestablishestheatmosphereofcourtesywhateverhasbeenthenatureofthebodyoftheletter.Itisfrequentlyusedtosignaltheactionwhichthewriterhopeswillfollowfromtheletter.23TipsforbeginningSobesureyouropeningparagraphsetstherighttoneforyourletter.Bedirectanduseyourwordspositivelysoyourreaderhasagoodimpressionfromthebeginningofyourletter.Decidewhatisthemostimportantinformation—andputitintheyourfirstparagraph.Don’tbeafraidtostartyourletterstrongly.24ⅢLanguageSummary*Whenyoufirstcontactacompany,youneedtotellthecompanyhowyougettheirnameandaddress.Youmaysay:1.Wehaveyounameandaddressfromsomebody.2.Wegot/obtainedyournameandaddressthrough…3.Yournameandaddresshavebeenrecommended/introducedtousby…*Whenyouwanttointroduceyourselfyoumaysay:1.Wewouldliketointroduceourselvestoyouasastate-ownedcorporationdealingin….2.Wewishtointroduceourselvestoyouas…25*ClosingSentencesinSelf-introduction:1.Wewouldbeverypleasedtobeofservicetoyouandhopetosubmittoyouourinquiriessoon.2.Welookforwardtoreceivingyourenquiriessoon.3.Welookforwardtoreceivingfromgoodnews.4.Weshallbeveryhappytohearfromyouandwillcarefullyconsideranyproposalslikelytoleadtobusinessbetweenus.5.Incaseyouareinterestedinotheritems,kindlyletusknowandweshallbeonlytoopleasedtomakeyouoffersdirectly.26*Otherusefulexpressions:1.Weareoneoftheleadingimporters/exportersinBeijing.我们是北京主要进口商/出口商。2.Wehaveexcellentconnectionsinthetradeandarefullyexperiencedwiththeimportbusinessforthistypeofproduct.在这个行业里我们有极好的贸易关系，对这种产品的进口业务有丰富的经验。3.Wearecloselyconnectedwithreliablesuppliers/distributors/clientshereandweshallbeabletodosubstantialbusinesswithyou.我们与可靠的供货商/经销商/客户有密切的联系，我们将能够与你们做大量的生意。4.Weenjoyanexcellentreputationinthisfieldandwesupplybestqualityproducts.在这个领域里我们享有极好的声誉，可以提供优质的产品。5.Wearepleasedtoestablishadirecttraderelations/connectionswithyou.我们将很高兴与你们建立直接业务联系。6.Itisagreatpleasuretoexplorethepossibilityofdevelopingtraderelationswithyou.很荣幸能够与你们探索发展贸易关系的可能性。27Exercises总结有用例句(结合P31ReferenceExpressions)1.表达信息渠道来源的句式2.自我介绍的常用语3.表达欲建立商业关系的句式P33ⅡⅢⅣⅤⅥ做书上、Ⅶ做作业本上28SkilldrillingYouareaskedtowritealetterorsendanemailtoaforeigncompanyforestablishingbusinessrelations.Theletterortheemailshouldcoveratleastthefollowingpoints:1.

Wherehaveyougottheinformation?2.

Whatisyourbusinessscope?3.

Whatisyourdesire?29THEENDTHANKS!30recommendv

推荐；建议

recommendationn.介绍；推荐YourfirmhasbeenrecommendedtousbytheChamberofCommerceinTokyo,Japan.日本东京商会把贵公司推荐给我们。TheyrecommendthatwetrytheEuropeanmarket.Werecommendconcentrationofoffers.我们建议集中报盘。Werecommendthemtomakeoffersconcentrically.我们建议他们集中报盘。他们建议我们试一下欧洲市场。

Practicerecommend31meetwithmeetwith:agreewith,beinaccordwith符合，与…一致Youwillbepleasedtoknowthatyourdesiremeetswithours.你们将很高兴得知你们的想法也符合我们的愿望。Yourplanseemstomeetwiththeideasofthecommitteeonthesubject.你的计划似乎符合委员会对这个问题的看法。32appreciateappreciate：tobethankfulorgrateful感激Weappreciateyourhelp.我们感激你的帮助。Ifyouwanttothanksomeoneyoumaysay:a.Wearethankful/gratefultoyouforsomething;b.Weappreciatesomething/yourdoingsomethingButdonotusetheexpression:Weareobliged/indebtedtoyou.astheyareoldfashioned.33Wehavebeenformanyyearsinthechemical