外贸英语函电03

Unit2

EstablishingBusinessRelations&InquiresCreditReference

建立贸易关系与信用调查倪建婷BackgroundNoCustomer,NoBusinessEstablishbusinessrelationswithprospectivedealersisoneofthevitallyimportantmeasureseitherfor:anewlyestablishedfirmoranoldonethatwishestoenlargeitsscopeandturnoverIfanewfirmwishestoopenupamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries,thepersonincharge(behindthewriting)mustfirstofallfindoutwhomheisgoingtodealwith.Usually,suchinformationisobtainedthroughvariouschannels新公司想要在国外开拓新市场（买/卖），首先要了解做交易或买卖的对象是谁---关于寄信人获得收信人情况的多种渠道Howdosebusinessmansecurenecessaryinformationaboutanewmarketandanewcustomer?Theadvertisementsinnewspapers,frombroadcast,TVandthroughinternet通过报纸、广播中的广告节目、电视、网络Theintroductionfromhisbusinessconnections通过贸易客户的介绍Theintroductionfromhissubsidiariesorbranches,agentsabroad通过子公司或分公司、国外代理商的介绍Themarketinvestigations通过市场调查Continue….Attendanceattheexportcommoditiesfairs利用参加商品交易会的机会Visitabroadbytradedelegationsandgroups派遣贸易代表团赴国外参观考察Self-introductionsorenquiresreceivedfromthemerchantsabroad通过自我介绍或答复国外贸易上的询盘Thebanks通过银行的介绍TheCommercialCounsellor’sOffice通过商务参赞的介绍Thechambersofcommercebothathomeandabroad通过国外商会的介绍Thistypeoflettercanincludethefollowing:建立关系信函写作步骤Thesourceofhisinformation信息来源Hisintention写信人的意图Thebusinessscopeofhisfirm写信人公司经营范围Thereferenceastohisfirm’sfinancialpositionandintegrity有关写信人公司的财政状况及信誉状况的查询Continue…Ifthewriterintendstoimport,hemayalsomakerequestsforcatalogues,samples,pricelist,etc写信人有意进口，可向对方索要目录单、样品、价目表Writerexpresseshisexpectationofcooperationandanearlyreplywhenclosetheletter

写信人常在信尾表达期盼合作与早日答复的愿望Cordially,sincerelyandcourteously该书信应当热情、诚挚、礼貌1.Importerwritestoexporter

进口商给出口商的信

Commercialcounsellor’soffice商务参赞处Embassy大使馆Connectedwith

与……有联系，与……有关Dealer商人

makeadealwith…与……做交易Competitive有竞争力的

competitiveprice竞争价格Standing资信情况，信誉

creditstanding信誉情况

financialstanding财政状况Regarding=withregardto,asregards关于DearSirs,

WehaveobtainedyouraddressfromtheCommercialCounsellor

ofyourEmbassyinLondonandarenowwritingyoufortheestablishmentofbusinessrelations.

Weareverywellconnectedwithallthemajordealershereoflightindustrialproducts,andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.Astoourstanding,wearepermittedtomentiontheBankofEngland,London,asareference.

Pleaseletushaveallnecessaryinformationregardingyourproductsforexport.

Yoursfaithfully,2.SelfIntroductionbyExporter

出口商的自我介绍Enclose附上、封入、附入Catalogue=catalog目录

latestcatalog最新目录Available可利用的，可得到的，可供应的

notavailable缺货、没空Inquiry询价、询盘=enquiryQuotation报价、行情quotevt.开价、报价；quotefavourableterms报优惠价Dealwith经营、处理=handle,dealin,tradein,beinthelineForward转交、转发、传递Favourable

有利的、赞成的、有帮助的DearSirs,Wewritetointroduceourselvesasoneofthelargestexporters,fromChina,ofawiderangeofMachineryandEquipment.Weencloseacopyofourlatest

catalogcoveringthedetailsofallitemsavailableatpresent,andhopesomeoftheseitemswillbeofinteresttoyou.Itwillbeagreatpleasuretoreceiveyourinquiresforanyoftheitemagainstwhichwewillsendyouourlowestquotations.Should,bychance,yourcorporationnotdealwiththeimportofthegoodsmentionedabove,wewouldbemostgratefulifthislettercouldforwardedtothecorrectimportcorporation.

Wearelookingforwardtoyourfavorableandpromptreply.

Yoursfaithfully,3.ExporterwritestoImporter

出口商给进口商的信Specializein专门从事、经营Chemicals化工产品、化学制品Pharmaceutical药品、药剂、成药Enjoygreatpopularity享有盛誉Readyseller;quickseller;quick-sellingproduct畅销品Contact与……联系、接触（keepintouch）DearSirs,YourfirmhasbeenrecommendedtousbyJohnMorris&Co.,withwhomwehavedonebusinessformanyyears.WespecializeintheexportationofChineseChemicalsandPharmaceuticals,whichhaveenjoyed

greatpopularityinworldmarket.Weencloseacopyofourcatalogueforyourreferenceandhopethatyouwouldcontactusifanyitemisinterestingtoyou.Wehopeyouwillgiveusanearlyreply.Yoursfaithfully,Throughthecourtesyof…,wecometoknowyournameandaddress.承蒙…使我们得知你公司的名称和地址。Fallwithinthescopeofourbusinessactivities.属于我们的经营范围Brochure小册子Acquaint使认识、使了解~sb.with使某人了解……Appreciate感谢、感激Yourpromptreplywillbegreatlyappreciated.DearSirs,ThroughthecourtesyofMessrs.Freemen&Co.,Ltd.,Lagos,Nigeria,wecometoknowyournameandaddress.AlsoweareinformedthatyouareaprospectivebuyerofChineseCottonPieceGoods.Asthisitemfallswithinthescopeofourbusinessactivities,weshallbepleasedtoenterintobusinessrelationswithyou.WeencloseabrochureandapricelisttoacquaintyouwithourcommoditiesnowAvailableforexport.Quotationsandsampleswillbeairmailedtoyouuponreceiptofyourspecificinquiry.Yourfavourablereplywillbehighlyappreciated.Yoursfaithfully,4.SelfIntroductionbyManufacturer生产厂家的自我介绍Leadingimporter/market/stock主要进口商、市场、股份Beinthemarketfor=wanttobuysth.想要购买OneofourcustomersisinthemarketforChineseBlackTea.我方一位客户想要购买中国红茶。Illustratedcatalog附有插图的目录Referto

sb.for

sth.向某人打听某事Referto谈及、涉及、提到DearSirs,Wehavelearned,fromtheChinaDaily,thatyouarealeadingimporterofhouseholdelectricappliances,andatpresentyouareinthemarketfor

ElectricFans.We,therefore,takepleasureininformingyouthatweareanenterprisemanufacturingvariouselectricfansandhaverecentlyproducedanewmodelofgentlebreezeelectricfanentitled‘ChangFeng’whosequalityaswellasfunctionshavebeenprovedbyascrupuloustest,andthedesignsandcolorshavebeenclearlyexplainedinourillustratedcatalogenclosed.Consideringtheimprovementsitoffers,webelieveyouwillfindour‘ChangFeng’averygoodsellerinyourmarket.Ifyouhaveinterestindealingwithusin‘ChangFeng’orothertypesofthegoodsshowninourcatalog,pleaseinformusofyourrequirementstogetherwithyourbanker’snameandaddress.forourcreditstanding,pleaserefertothefollowingbank:TheBankofChina,Xi’anBranch(address)…Yourimmediatereplywouldbehighlyappreciated.Yoursfaithfully,5.LetterreferringtoaBankReference向银行查询客户信用Oblige要求（某人做某事）Obliged=grateful感激Strictconfidence严格保密Old-established老字号Turnover营业额、销售金额Assume假设、假定、承担Assumethedirectionofabusiness负责主持一项业务Assumenoresponsibility不承担责任DearSirs,YournamehasbeengiventousasacreditreferencebyABCCompanyLtd.,336MoonStreet,Brest,whowantstostartbusinesswithus.Weshouldbehighobligedifyoucouldletushaveyouropinionontheirreputationandtheirfinancialstanding.Anyinformationgiventouswillbesurelytreatedinstrictconfidence.Wethankyouinadvanceforyourcourtesy.Yoursfaithfully,DearSirs,InreplytoyourmessageofMay27aboutthecreditstandingofABCCompanyLtd.,336MoonStreet,Brest,wegiveyouthefollowinginformationyouaskedfor.Thecompanyyoumentionedisanold-establishedonewhohasbeenenjoyinghighreputation.Theyhavenowasoundbusinessstandingwithanexcellentbusinessturnover.Ouropinionisthattheycanbetrustedtodobusinesstogether.However,thatisjustourpersonalviewandassumenoresponsibilitytoyourfuturebusinesswiththem.Yoursfaithfully,UsefulExpressionsowe…to…把…归功于e.g.Weowethesuccesstoourjointefforts.

我们共同努力才有成功。

Heoweshissuccesstohischance.

他把他的成功归因于机遇。

Weoweyournameandaddresstothechamberofcommerceabroad.

我们从国外的商会得知贵方名称和地址。CommercialCounselor’sOffice商务参赞处forone’sreference供某人参考e.g.Thissampleisonlyforyourreference.该样品仅供参考state-ownedcorporation=state-operatedcorporation国营公司private-ownedcorporation=private-operatedcorporation私营公司passonsth.tosb.将….转交给某人e.g.Wewillpassonyourdecisiontothebuyers.我们将把你方的决定转告买方supplyv.供应supplysb.withsth.或supplysth.tosb.向某人供应某商品e.g.Wecansupplyyouwithallkindsofleathershoes.(or:Wecansupplyallkindsofleathershoestoyou.)我们可供应各式男式皮鞋。Upon/onreceiptof一收到Upon/Onreceiptofyourspecificenquiry,wewillgiveyouourmostfavorablequotationimmediately.一收到具体询盘，我们即报最做优惠的价格。beinthemarketfor

想要购买（=wanttobuysth.）e.g.WeareinthemarketforChineseBlackTea.

我们想要购买中国红茶。

TheAustraliansareinthemarketforChinesesatellites.澳大利亚人想要购买中国卫星。注意与beinthemarket的区别：Wehopeyoucangiveusmoreorderswhenyouareagaininthemarket.当你方再次进货时，我们希望你方能给我们寄来更多的订单。(买)Pleasequoteusyourmostfavorablepricewhenyouareagaininthemarket.当你方再次售货时，请给我们报最优惠的价格。(卖)lookforwardto期待，盼望Wearelookingforwardtoyoursamples.我们期待你方样品。Welookforwardtoreceivingyourearlyreply.我们期待早日收到你方答复enterinto开始（某种关