《商务英语函电》课件-Module 2 Establishing Trade Relations 建立业务关系

BusinessCorrespondences外贸英语函电Module2EstablishingBusinessRelations

建立业务关系Introduction

写信人通过如广播、电视、报纸、他人介绍、商务参赞处、交易会等渠道得知潜在交易人的名称、地址，了解到一点有关对方的经营范围，写信给对方希望建立业务关系，同时介绍一下自己的购买意图、经营范围，表达对对方的希望与要求。写作要点及要求:

这类信函通常包括：开头：1）说明自己的消息来源;2)表达建立业务关系的希望;正文：3)自我介绍;包括自己公司，经营范围，公司资信情况等；

4)表达要求;结尾：5)期望；此部分其实是客套话，一般是表示希望对方早日回信，听到对方的好消息等。写作要点及要求:

回信要点：同意建立业务关系的回信：开头：1）收到来信并表示愿意建立业务关系；正文：2）对对方信中提及的要求，问题给予答复，并做自我介绍；结尾：3）期望：可以做生意，或收到具体询盘。不能与之建立业务关系的回信：开头：1）收到来信；正文：2）很遗憾不能建立业务关系，并详细说明原因；结尾：3）期望：以后合作的机会，或再次表示道歉。每封信件的具体内容会有变化，需要根据实际情况加以调整。回信要点：同意建立业务关系的回信：开头：1）收到来信并表示愿意建立业务关系；正文：2）对对方信中提及的要求，问题给予答复，并做自我介绍；结尾：3）期望：可以做生意，或收到具体询盘。不能与之建立业务关系的回信：开头：1）收到来信；正文：2）很遗憾不能建立业务关系，并详细说明原因；结尾：3）期望：以后合作的机会，或再次表示道歉。每封信件的具体内容会有变化，需要根据实际情况加以调整。TeachingobjectivesUponcompletionofthechapter,youshould:knowthewaysthatanexportercanusetoseeknewcustomers.knowhowtowritethiskindofletter.grasptheimportantwordsandphraseslearned.LeadingIn生产v/nproduce生产商production产品producer买方product卖方seller顾客customer客户client用户user消费者consumer

制造商manufacturer购买buy/purchase销售sell/sale中间商middleman零售商retailer批发商wholesaler经销商dealer贸易commerce,trade进口import出口export进口商importer出口商exporter海关Customs关税Customsduty配额,限额quotaWarmingUpSupposeyouarethesalespersonofABCcompany.Youwanttosellthefollowingproductstoachildren’sstore.Nowyouarecallingthestoreandthemanageranswersthephone.Thenwhatwouldyousayinordertoselltheproducts.(off-roadvihicle,motor)Foreignmerchantsmaybeapproachedthroughthefollowingchannels:Web/consultancybankscommercialcounselor’sofficeChambersofCommerceinforeigncountriesTradeDirectoryAdvertisementsAttendanceattradefairsandexhibitionsheldathomeandabroadMutualvisitsbytradedelegationsandgroups,etc.5-POINTPLANWhereyougettheinformationaboutthepersonorcompanytowhomyourarewritingtheletter;Yourintentionforexportorimport;Abriefintroductiontoyourbusinessscope,experienceandproducts;Thereferenceastoyourfirm’screditstanding;Expectationforcooperationandanearlyreply.SampleletterDearSirsorMadams,Wehaveobtainedyournameandaddressfrom

thewebsite:.Wewereinformedthat

youareoneofthebiggestimportersofteainUKandyouarenow

inthemarketfor

tea.Wetakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelationswithyou.Togiveyouageneralideaofourproducts,weencloseherewithacopyofourbrochurecoveringthemainitems

availableatpresent.Ifyouareinterestedinanyofourproductsorhaveotherproductsyouwouldliketoimport,pleasecontactuswithyourrequirements.Welookforwardtoprovidingyouwithhighqualityproducts,superiorcustomerservice.Languagepointsbeinthemarketforwanttobuy1.我们生产各式各样的皮鞋，因此我们想要购买牛皮。Weproduceallkindsofleathershoes,soweareinthemarketforcowhide.2.我们的一个顾客想购买你方的新产品。Oneofourcustomersisinthemarketforyournewproducts.Languagepointstakethisopportunity我想借此机会对你为我公司所做的一切表示感谢。Iwouldliketotaketheopportunitytothankyouforallthatyouhavedoneforourcompany.我们借此机会介绍我们的新产品。Wetakethisopportunitytointroduceournewproducts.LanguagepointsapproachWeapproachedtheMinistryofCommerceandtheytoldusthatyouareabletosupply1000metrictonsofapplesatatime.我们与商务部联系，他们告述我们你们能一次性提供1000公吨苹果。我们定期与客户联系，看他们是否有新的要求.Weapproachourclientsregularlytoseeiftheyhaveanynewrequest.Languagepointsbeinthehopeof为了能找到客户，我给这页上所有的公司都打了电话。Icalledallthecompaniesonthispageinthehopeoffindingacustomer.我给您发电子邮件是希望能与您建立业务关系。Iame-mailingyouinthehopeofestablishingbusinessrelationswithyou.Languagepointsgivesb.ageneralideaof这个样品是为了让你大概了解我们产品的质量。Thissampleismeanttogiveyouageneralideaofthequalityofourproducts.这个产品说明书将使你大概了解我们最新的产品。Thisproductdescriptionwillgiveyouageneralideaaboutourlatestproduct.Languagepointsencloseputsth.inanenvelope随函附寄Weareenclosingasampleforyourreference.herewithadv.enclosedinthis随函附上LanguagepointsencloseTheycanbeusedinthefollowingways:enclosesth.Enclosedis/aresth.Enclosedpleasefind随函附寄产品说明书。(description)1.Weareenclosingaproductdescription.2.Enclosedisourproductdescription.3.Enclosedpleasefindaproductdescription.Languagepointscoveringabout关于Translatethefollowingsentence:请寄给我们关于你方新产品的小册子。Pleasesendusabrochurecoveringyournewproducts.LanguagepointsItemrefertoaparticularproduct单个商品，标号商品WehaveseenyourgoodsandarequiteinterestedinyouritemNo.TK-103.我们看了贵方的商品，对标号为TK-103的商品特别感兴趣。LanguagepointsItemNo.TK-101ItemNo.ItemNo.TK-103ItemNo.TK-104Itemreferstoanindividualunitinagroupofproducts.Goodsrefertoagroupofproducts.NewWords&Expressions1.prospectiveadj.潜在的可能的预期的prospectivebuyers可能的买主prospectivebusinesspartners可能的贸易伙伴2.tradingpartner贸易伙伴orbusinesspartnerNewWords&Expressions3.intendv.想要,打算后常接动词不定式e.g.Theyintendtoplaceanorderwithyou.他们打算跟贵方订货。Weintendtoextendourbusinessactivities.我们打算扩大我们的业务范围。4.enquirev.询问e.g.Wewouldliketoenquirewhetheryoucansupplythefollowingitems.我们想询问一下，贵公司能否提供下列商品。NewWords&Expressionsenquireinto调查e.g.Thebuyerclaimedthatthegoodsweredamagedintransit,butwemustenquireintothismatterourselves.买方声称货物在运输过程中被损坏了，但是我们必须亲自调查这件事情。enquireabout询问关于某事e.g.Theysentusaletter,enquiringaboutthemarketconditionhere.他们给我们发来了一封信，询问这里的市场状况。NewWords&Expressionsenquireofsb.aboutsth.询问某人某事e.g.Mr.Smithenquiredoftheexporteraboutthequalityoftheirgoods.史密斯先生询问出口商他们的产品质量如何。NewWords&Expressions5. cataloguen.目录

quotationn.报价，报价单

pricelistn.价目表6. cooperationn.合作，协作

cooperatev.合作，协作e.g.Let’scooperatewitheachotherforourmutualbenefits.为了我们双方的利益，让我们合作吧。Ineedyourcooperationinthismatter.在这件事情上，我需要你的合作。NewWords&Expressions7.competitiveadj.竞争的，有竞争力的e.g.Ifyourpricesarecompetitive,wewouldplaceanorderwithyou.如果你们的价格有竞争力，我们就跟你们订货。8.volumeadj.大量的e.g.volumeorders大宗订单NewWords&Expressions9.enterintobusinessrelations建立贸易关系

还可以用：setupopenupestablishbusinessrelationsorbuildupbusinessconnections10.incompliancewith按照e.g.Incompliancewithyourrequest,wearesendingyouoursamplesbyair.应你方要求，我们用航空邮件给你们寄去了我们的样品。comply(v.)with按照，与…相符，遵守，满足NewWords&Expressionse.g. Itisnecessaryforyoutocomplywithourpackingrequirement.你方必须满足我们的包装的要求。WeregretthatwecannotcomplywithyourrequestforadvancingshipmenttoMay.很遗憾，我们不能满足你方将装货期提前到5月份的要求。NewWords&Expressions11.underseparatecover另函，用另外一封信e.g.Wehavesentyouunderseparatecoverarangeofpamphletsforyourinformation.我们另函给你们寄去了一系列的小册子供你们了解情况。12.takethisopportunityto…(后接动词原型)利用这个机会做…还可以说takeadvantageofthisopportunityoravailourselvesofthisopportunity.e.g.Wetakethisopportunitytoexpressourgreatappreciationforyourcooperation.借此机会，对于您的合作，我们深表感谢。NewWords&Expressions13.withaviewto着眼于，意…为目的，考虑到e.g.Weavailourselvesofthisopportunitytowritethisletterwithaviewtoenteringintobusinessrelationswithyou.我们利用这个机会给你们写信，目的就是想跟你们建立贸易关系。NewWords&Expressions14.dealin从事，经营=handlev.经营

dealwith…跟…做生意e.g.Wehavedealtintheexportofwashingmachinesforbouttenyears.我们从事洗衣机出口已经有很多年了。Wehandletheimportandexportbusinessofchemicalproducts.我们经营化工产品的进出口业务。Wewishtodealwithyouinthisline.我们希望在该行业与你们做生意。NewWords&Expressions15.airmailv.用航空邮件邮寄

n.航空邮件e.g.Pleasesentusyourlatestcataloguebyairmail.=Pleaseairmailusyourlatestcatalogue.请用航空邮件给我们寄来你们最新的目录。ContentsofcompanyintroductionParagraph1-TheintroductionParagraph2-WhatwedoParagraph3-QA/QCParagraph4-TheclosingTheintroductionTheyearyourcompanywasestablishedYourcompany’slocationIfyouareamemberofagroupcompanyWhatproducts/servicesyouofferAnyForeigninvestmentthatyoumayhaveWhatwedoProductrange/servicesofferedMachineryandtechnologyusedProductionexperienceNumberofstaffHowordersarehandledSharesignificantachievementsthatwouldbemeaningfultobuyersQA/QCQualitycertifications(suchasISO)allowforanincreasedleveloftrustandmentioningtheminyourcompanyintroductioncanonlybenefityou.Additionally,addingyourmonthlyoutputvolume,countries/regionsservicedandanymajorclientsthatyouhavewillalsobuildcredibilitywithbuyers.TheclosingManycompaniesusethefinalparagraphoftheircompanyintroductionstostatetheircorporatevaluesandinvitebuyerstocontactthem.Detailedpleaseseethesampleintroductioninthetextbook.1.Commonly-usedOpeningSentences常用的开头语句(1)表达“兹致函给您，通知您……”的句子：Ibegtoinformyouthat…Iamwritingtoyoutoaskabout…Iamgladtotellyouthat…(2)表达“收到贵方X月X日来函，内容悉知”的句子：

Thankyouforyourkindletterdated6th.YourkindletterofJuly30arrivedthismorning.Yourfavorofthe5thinst.hascometohandanditscontentshavebeendulynoted.注意：①表示X月X日来函可有两种方法a.用介词of；b.用过去分词dated。②kind在“letter”前常用，以示客气；favor用在信函文字中就是指书信。（3）表达“迟复为歉”的句子：Imustapologizeformydelayinreplyingyourrecentletter.Ibegthousandpardonsfornothavingwrittentoyousooner.1.Commonly-usedClosingSentences常用的结束语句在书信正文的末尾，常常表达盼回信、表祝愿和代问或嘱笔问候等意思，这种意思可以用句子表示，也可以用短语表示。用句子表示时，末尾用“.”；用短语表示时，末尾用“，”。(1)

表达盼回信的句子或短语Ihopetohearfromyousoon.Hopingtohearfromyousoon,Awaitingyourearlyreply,Yourkindearlyreplywillbeappreciated.(2)

表示祝愿的句子Withbestregards,Wishyouthebestofhealthandsuccess.Muchlovetoyouandyourfamily,(3)

表达转达、或嘱笔问候SayhellotoJoe.Pleaseremembermetoyourbrother.Mymotherjoinsmeinlovetoyou.UsefulSentences1.Havinghadyournameande-mailaddressfrom…weavailourselvesofthisopportunitytowritetoyouand…2.WeareaSino-Americanjointventurespecializingintheexportofhouseholdelectricalappliances.3.TheAmericanConsulate（领事馆）inShanghaihasadvisedustogetintouchwithyouconcerning...4.Willyoupleasesendusyourcatalogueandpricelistfor...SummaryContentsofaletterofestablishingrelationsImportantpartsinaletterofestablishingbusinessrelationssourceofinformationandtheintentionofwritingtheletterIntroductionofthecompanyandproductsClosingpartLanguagepoints:beinthemarketfortaketheopportunityapproachencloseitemcoveringInthehopeofExercises11.Fillintheblankwithawordorphrasethatfitsbest:DearSirs,We

fromtheCommercialCounsellor’sOfficeoftheourEmbassyinyourcountrythatyouareinchinesetablecloths.Asthisarticlefallswithinthescopeofourbusinessactivities,we

thisopportunitytoexpressourwishto

businessrelationswithyou.Chinesetableclothsarefamousfortheirgoodqualityandreasonabl