跨境电商B2B商务英语函电 课件 项目1、2 跨境电商B2B商务信函基础知识、跨境电商B2B客户开发

《跨境电商B2B商务英语函电》B2BCorrespondenceWritingforCross-borderE-commerce

项目一跨境电商B2B商务信函基础知识

BasicKnowledgeSummarizing一LearningtheTypicalcases二Imitatingwriting三Professionalskillexercises四项目一:跨境电商B2B商务信函基础知识

1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter

2.TheStructureofaBusinessLetter

3.Envelope-Addressing一、BasicKnowledgeSummarizing

4.TheLayoutofaBusinessLetter任务导入任务1:商务信函格式李华是一名职场新人，她刚从上海某学院毕业，通过应聘来到宁波某贸易公司工作。该公司主要经营纺织品、服装、鞋帽等的公司，产品主要出口到美国、英国、加拿大、澳大利亚等国家。刚到公司，经理让她首先熟悉一下商务往来信函的格式，学习相关知识，掌握商务信函主要写作原则。

Letter-writingisanimportantwaytoachievethegoaltocommunicatewithourcustomers.AgoodEnglishletterwillleaveourcustomeragoodimpression.Ifabusinessmanisunabletowriteaneffectivebusinessletter,itisverydifficulttorepresenthimselfpositively,whichmaycauseproblemsindoingbusiness.WhatcanbecalledagoodbusinessEnglishletter?AgoodbusinessEnglishlettershouldfollowtheprinciplesasfollows.“7Cs”

principles

in

business

letter-writing.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter

“7Cs”PrinciplesinBusinessLetter-Writing1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.1CourtesyCourtesyisnotmerepoliteness.Itislikeafavorableintroductioncard.Thecourteouswritershouldbesincereandtactful,thoughtfulandappreciative.Youneedtoprepareeverymessagewiththereadersinmindandtrytoputyourselfintotheirplaces.Ifconcisenessconflictswithcourtesy,makealittlesacrificeofconciseness.Promptnessisoneofthemostimportantthingsinbeingcourteous.Punctualitywillpleaseyourcustomerwhodislikeswaitingalongtimeforareply.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.2ConsiderationWhenabusinessletteriswritten,thereisonegeneralprinciple,onwhichthenativeEnglishwriterslaygreatemphasis,thatis,the“you”attitude.“You-attitude”isnotsosimpleasonlytouse“you”insteadof“I”or“we”.Inyourlettersyoushouldalwayskeepinmindthepersonsyouarewritingto,trytoseethingsfromtheirpointsofview,visualizethemintheirsurroundings,seetheirproblemsanddifficultiesandexpressyourideasintermsoftheirexperience.“You-attitude”canhelptoavoidanawkwardsituation,andpromotecooperationbetweenthetradeparties.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.3CompletenessAbusinesslettershouldincludeallthenecessaryinformation.Itisessentialtocheckthemessagecarefullybeforeitissentout.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.4ConcretenessConcretenessmeansmakingthemessagespecific,definiteandvivid.Businesslettersshouldavoidbeingtoogeneral.Ingeneralletters,everythingseemstobementionedbutactuallyfewarefullyexpounded.Youshouldusespecificfactsandfigures,vividandimage-buildingwords.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.5ClarityMakesurethatyourletterissoclearthatitcannotbemisunderstood.Apointthatisambiguousinaletterwillcausetroubletobothsides,andfurtherexchangeoflettersforexplanationwillbecomeinevitable,thustimewillbelost.Youmusttrytoexpressyourselfclearly.Whenyouaresureaboutwhatyouwanttosay,sayitinplain,simplewords.Short,familiar,conversationalandstraight-forwardEnglishiswhatisneededforbusinessletters.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.6ConcisenessThatisusingconcisesentencesandfewestwords,withoutlosingcompletenessandcourtesy,toexplainthemeaningofaletterclearly.(1)Avoidusingwordyexpressions.(2)Avoidunnecessaryrepetition.(3)Usingshortsentences,simplewordsandclearexplanations.(4)Prepositionalorparticiplephrasesinsteadofclauses.e.g.ThankyouforyourletterofDec.21,2023,informingusofyourinterestinourproducts.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter1.7CorrectnessCorrectnessrefersnotonlytocorrectusageofgrammar,punctuationandspelling,butalsotostandardlanguage,properstatement,andaccuratefiguresaswellasthecorrectunderstandingofcommercialjargons.1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter2.TheStructureofaBusinessLetterAbusinessletterbasicallyconsistsofthefollowing14

parts.一、BasicKnowledgeSummarizing2.1Letterhead（信头）

Letterheadincludesthesender’sname,postaladdress,telephonenumber,fax/telegram/telexnumber,andE-mailaddress,etc.Usually,letterheadisprintedintheup-centerorattheleftsideofaletterwritingpaper.2.TheStructureofaBusinessLetter2.2ReferenceNumber（发文编号）

Thereferencenumberisgenerallyusedasausefulindicationforfilingandconsultingforbothsides,soitmustbeeasilyseen.Itmayincludeafilenumber,acontractnumber,anL/Cnumberortheinitialsofthesignerandthetypist’sinitials.Ifyoufindthereferencenumberintheincomingletteryouneedtotaketheformas“yourref.”and“ourref.”inyourreply.Thepositionofthereferencenumberisoftenoneortwolinesbelowtheletterhead.2.TheStructureofaBusinessLetter2.3Date（日期）Everylettershouldbedated.Neversendoutaletterwithoutadate.Ifyouaregivinginformation,suchasshippingordeliveryorappointmentdates,itisvitalthatthedateshouldbecorrect.Thepositionofthedateisoftenoneortwolinesbelowthereferencenumberorletterhead(ifthereisnoreferencenumber).Itcanbeputeitherontheleftortherightmargin,dependingonthestyleyoudecidetouse.2.TheStructureofaBusinessLetter2.3Date（日期）

Remembertotypethedateinfull.Itisunwisetoabbreviatethenameofthemonthorshowthedateinfigureslike8/9/2023or9/8/2023asthismaycausesomeconfusions.ThisisbecausetheBritishandAmericanformsdifferanddonotreadthedayandthemonthinthesameorder.e.g.

September8,2023—Americanform

8thSeptember,2023—Britishform2.TheStructureofaBusinessLetter2.4InsideNameandAddress（封内地址）Generally,theinsidenameandaddressshouldincludesomeorallpartsofthefollowing:thereceiver’snameandtitle,company’sname,streetaddress,city,state/province,postcodeandcountry.Itappearsontheleftmarginandusuallystartstwotofourlinesbelowthelastlineoftheletterhead.2.TheStructureofaBusinessLetter2.5AttentionLine（交由）Attentionlineisusedwhenthewriterofaletteraddressedtoanorganizationwishestodirectthelettertoaparticularindividualorsectionofthefirm.Itisusuallybetweentheinsideaddressandthesalutationorabovetheinsideaddress.2.TheStructureofaBusinessLetter2.6Salutation（称呼）

Thesalutationisthepolitegreetingwithwhichaletterbegins.Itshouldbeplacedtwolinesbelowtheinsideaddress.Therearemanyformsofsalutationinabusinessletter.Theparticularformuseddependsuponthewriter’srelationshipwiththereceiver.Tosomeextent,thesalutationsettlestheformofthecomplimentaryclose.Thecustomarygreetinginabusinessletteris“DearMr./Mrs./Ms./Miss...(姓)”or“Dear...(名)”.“DearSirs”or“Gentlemen”isusedwhentheletterisnotaddressedtoaspecificperson.2.TheStructureofaBusinessLetter2.6Salutation（称呼）Notethat“Gentlemen”isseldomusednowadaysand“Sirs”cannotbeusedalone.Quiteoftennowcompaniesareownedand/ormanagedbywomen,anditismoreandmorecustomarytousethegreeting“DearMadamorSir”,ifthewriterisnotsurewhethertheletterwillbereadbyamanorawoman.Whateveritsformis,thesalutationalwaysappearsonalinebyitselfandisfollowedbyacommaoracolon.2.TheStructureofaBusinessLetter2.7SubjectLine（主题）Subjectlineisactuallythegeneralideaofaletter.Itisinsertedbetweenthesalutationandthebodyofthelettereitherattheleft-handmarginforfully-blockedletterformorcentrallyoverthebodyforotherforms.Subjectlinecanalsobeplacedabovethesalutationinthecaseofnoattentionline.Itcallsthereceiver’sattentiontothetopicoftheletter.Inpractice,Re/Subisusuallyused.Subjectlineshouldbeunderlinedinpractice.2.TheStructureofaBusinessLetter2.8BodyoftheLetter（正文）Thisisthemainpartoftheletter.Itexpressesthewriter’sidea,opinion,purposeandwishes,etc.,soitshouldbecarefullyplanned.Whenwriting,youshouldpayattentiontothefollowing:(1)Writesimply,clearly,courteously,grammatically,andtothepoint.(2)Paragraphcorrectly,confiningeachparagraphtoonetopic.(3)Seethatyourtypingisaccurateandthedisplayartistic.Aimatanattractiveandpleasingappearanceforyourletter.Marginsespeciallyareimportant,sincetheyserveto“frame”yourletter.2.TheStructureofaBusinessLetter2.9ComplimentaryClose（结尾敬语）Complimentarycloseismerelyapolitewayofendingaletter.Itisinkeepingwiththesalutation.Themostcommonlyusedsetsofsalutationandcomplimentarycloseare:DearSir(s),Yoursfaithfully,Gentlemen，Trulyyours,DearMr.Henry,Yourssincerely,orSincerelyyours，2.TheStructureofaBusinessLetter2.9ComplimentaryClose（结尾敬语）Thecomplimentaryclose,whenitisused,mustneverbeseparatedfromthesubstanceofaletterbycarriedtoaseparatesheet.Yoursfaithfullyascomplimentarycloseisnotsuggestedinbusinessletterwritingwhile“BestRegards”and“YoursSincerely”areverypopularnowadays.2.TheStructureofaBusinessLetter2.10Signature（签名）Itiscommontotypethenameofthewriter’sfirmorcompanyimmediatelybelowcomplimentaryclose.Thenthepersonauthorizedshouldsignhisname,byhandandinink,belowit.Sincehand-writtensignaturesareillegible,thenameofsignerisusuallytypedbelowthesignature,andfollowedbyhisjobtitleorposition.Neversignaletterwitharubberstamp.2.TheStructureofaBusinessLetter2.11TheReferenceNotation(经办人代号)Sometimes,thereferencenotation,whichisalsounderstoodasidentificationmark,canalsobeaddedtwolinesbelowthetypedsignature.Thereferencenotationusuallyshowsonlytheinitialsofthetypist,butitcanalsobemadeupoftheinitialsofthepersonwhodictatedtheletterandthoseofthesecretaryortypistifthedirector’snameisnottypedinthesignaturearea.Theinitialsofthedirectorordictatorareusuallyincapitalletters.Thetwosetsareseparatedbyacolonoraslant.e.g.forBillClinton(manager)andNancyBrown(secretary).Thefollowingexamplesareacceptableformsofthereferencenotation:

BC:nbBC/nb2.TheStructureofaBusinessLetter2.12Enclosure（附件）Ifsomethingisenclosed,noteitbelowthesignature.Encl.Catalogue2.TheStructureofaBusinessLetter2.13CarbonCopyNotation（抄送）Whencopiesoftheletteraresenttoothers,typeC.C.belowthesignatureattheleftmargin.C.C.Mr.GCooper2.TheStructureofaBusinessLetter2.14Postscript（附言）Ifthewriterwishestoaddsomethingheforgottomentionorforemphasis,hemayaddhispostscripttwospacesbelowthecarboncopynotation.P.S.isnotsuggestedforitshowsthewriter’spoorplanninginwriting.Thefollowingisanexample,showingtheabove14parts’positioninabusinessletter.2.TheStructureofaBusinessLetterExample（combined-formstyle）1.Letterhead2.ReferenceNumber3.Date4.InsideNameandAddress5.Attentionline6.TheSalutation7.TheSubjectLine8.TheBodyoftheLetter-------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------

9.TheComplimentaryClose10.TheSignature11.TheReferenceNotation12.Enclosure13.CarbonCopyNotation14.Postscript

3.Envelope-Addressing一、BasicKnowledgeSummarizingBusinessenvelopesordinarilyhavethereturnaddressprintedattheupperleftcorner.Thereceiver’snameandaddressshouldbetypedabouthalfwaydowntheenvelope.Thepostmarkorstampsshouldbeplacedattheupright-handcorner,whilethebottomleft-handcornerisforpostnotationssuchas“Confidential”,“Secret”,“PrintedMatter”,etc.3.Envelope-Addressing3.Envelope-Addressing

AIRMAIL

3.Envelope-AddressingItisimportanttoincludethepostcode(zipcodeintheU.S.A)inordertofacilitatemechanicalmail-sorting.4.TheLayoutofaBusinessLetter一、BasicKnowledgeSummarizing4.1IndentedStyleThemainfeatureinthisstyleisthateachlineoftheletterheadandtheinsidenameandaddressshouldbeindented1-2spaces.Eachparagraphshouldbeindented4-5spaces.It’saconventionalstyle,anditisseldomusedinmodernbusinessletterwriting.4.TheLayoutofaBusinessLetter4.2Combined-formStyle

ThisstyleisalsoknownasSemi-indentedstyle,anditisoneoftheacceptablestyle.4.TheLayoutofaBusinessLetter4.3Full-blockStyleThisisapopularstyleinrecentyears.

4.TheLayoutofaBusinessLetter4.4Modified-blockStyleAllthepartsexceptthedate,subjectline,complimentarycloseandthesignaturestartfromtheleftmargin.Thisstyleappealstomanyreaders.

4.TheLayoutofaBusinessLetter综上所述，商务信函常用的4种格式及其特点如下：1.BasicKnowledgeConcerningtheLayoutofaBusinessLetter（1）IndentedStyle（缩进式）缩进式的英文书信，信头、信内地址的每行文字均比上行向右缩进一两个字母，正文的每段文字的首行也向右缩进四个字母，签名打印时也应该比结束语缩进三四个字母。

4.TheLayoutofaBusinessLetter（2）Combined-formStyle（混合式）混合式的英文书信，信头、主题栏居中，日期、结束语和签名放在右边且每行文字齐头；信内地址各行文字及称谓左边齐头；正文每段起行向右缩进四五个字母。

4.TheLayoutofaBusinessLetter（3）FullBlockStyle（全齐头式）

全齐头式的英文书信，要求将信头、收信人的姓名、信内地址等以及正文（包括每段起行）、结束语和签名均靠左边齐头对齐。

4.TheLayoutofaBusinessLetter（4）Modified-blockStyle（改良齐头式）改良齐头式的英文书信，除了信头居中，结束语、日期和签名放在右边外，要求将收信人的姓名、地址等以及正文（包括每段起行）均靠左边齐头对齐。

4.TheLayoutofaBusinessLetter二、LearningtheTypicalcases学习了这些相关知识以后，李华还是觉得不是十分清楚，于是她向经理求教，经理给李华看了公司的往来信函，以便帮助她更好地理解书写商务信函的要领。Letter1Letter2Letter3Letter4根据上述概括和学习到的知识，可以判断出从Letter1--Letter4分别为：FullBlockStyle（全齐头式）、Modified-blockStyle（改良齐头式）、IndentedStyle（缩进式）以及Combined-formStyle（混合式）。

二、LearningtheTypicalcasesArrangethefollowinginproperformastheyshouldbesetoutinaletter.(Combined-formStyle)三、Imitatingwriting参考函文(onlyforreference)：Combined-formStyleArrangethegivenpartsinaproperformastheyshouldbesetoutinabusinessletter.

(Modified-blockStyle)四、Professionalskillexercises四、Professionalskillexercises1.Sender’sname:OrganizingCommitteeofDalianInternationalFashionFestival2.Sender’saddress:188HangzhouStreet,Dalian1160003.Sender’sfax:(0411)845792884.Sender’stelephone:(0411)845792665.Receiver’sname:Mr.Darrell6.Date:September18,20237.Receiver’saddress:456CarondeletStreet,NewOrleans,LA70620四、Professionalskillexercises8.Salutation:DearSir9.Subjectline:InvitationtoFestival10.Message:

Weshouldliketoinviteyoutoattendthe2023DalianInternationalFashionFestival.Thescheduleofthefestivalwillbefaxedtoyouverysoon.Welookforwardtoyourcoming.11.Complimentaryclosure:Yoursfaithfully,ZhaoHai,DirectoroftheCommittee参考函文(onlyforreference)：Modified-blockStyle《跨境电商B2B商务英语函电》B2BCorrespondenceWritingforCross-borderE-commerce

项目二跨境电商B2B客户开发

BasicKnowledgeSummarizing一LearningtheTypicalcases二Imitatingwriting三Professionalskillexercises五任务1:客户开发函TranslationExercises四任务导入任务1:客户开发函

在学习并掌握了跨境电商B2B往来商务信函写作的基本知识后，李华又向指导她业务的业务主管请教了一些公司业务操作方面的知识，于是李华满怀信心地继续投入到工作之中。可是该怎样快速的找到客户？又该如何写出一封有效的客户开发信函呢？

Establishingbusinessrelationsisthefirststepinatransactioninforeigntrade.Ifanewfirm,orratheracertaincorporationofours,wishestoopenupamarkettosellsomethingorbuysomethingfromthefirmsinforeigncountries,thepersonsinchargemustfirstofallfindoutwhomtheyaregoingtodealwith.Weshouldnotonlydoeverythingpossibletoconsolidateoldcustomersbutalsoseeknewonestoenlargeourbusiness.一、BasicKnowledgeSummarizing

Writingletterstonewcustomersfortheestablishmentofrelationsisapracticeinbusinesscommunications.Toestablishbusinessrelationswithprospectivedealersisoneofthevitallyimportantmeasureseitherforanewlyestablishedfirmsoranoldonethathopestoenlargeitsbusinessscopeandturnover.Thereareseveralchannelsthroughwhichimportersandexporterscangettoknoweachother.一、BasicKnowledgeSummarizing

1.WaysforObtainingInformationaboutanewcompany

2.TypicalSentences一、BasicKnowledgeSummarizing1.Waysforobtaininginformationaboutanewcompany1)Banks2)ChamberofCommercebothathomeandabroad

3）Tradedirectory

4)ChineseCommercialCounselor’sOfficeinforeigncountries1.Waysforobtaininginformationaboutanewcompany5)Advertisementsinnewspaperorperiodicals

6)Theintroductionfromhisbusinessconnections/recommendationbyothers,suchashissubsidiariesorbranches,agentsabroad1.Waysforobtaininginformationaboutanewcompany7)Themarketsurveys8)Visitingabroadbytradedelegationsandgroups

9)Attendanceattheexportcommoditiesfairs

10)Internet1)WeoweyournameandaddresstotheCommercialCounselor’sOfficeoftheCanadianEmbassyinNanjing.

得知贵公司名称和地址，要感谢加拿大驻南京大使馆商务参赞处。2)Wenowavailourselvesofthisopportunitytowritetoyouwithaviewtoenteringintobusinessrelationswithyou.我们借此机会给贵公司去函，希望建立业务关系。2.TypicalSentences3)ThroughthecourtesyofMr.Smith,wearegiventounderstandthatyouareoneoftheleadingimportersofcomputerinyourareaandwishtoenterintobusinessrelationswithus.

承蒙史密斯先生介绍，我们得知贵公是电脑进口商之一，而且希望与我们建立业务关系。4)YourfirmhasbeenrecommendedtousbytheChamberofCommerceinNewYork,U.S.A..美国纽约商会把贵公司推荐给我们。2.TypicalSentences5）Wewishtoexpressourdesiretotradewithyouinsilkproducts.

我们想要表达我们在丝绸产品上同贵方做贸易的愿望。6)Wewishtointroduceourourselvestoyouasastate-ownedenterprisedealinginshoes.兹介绍，本公司是一家专营鞋子的国有公司。2.TypicalSentences7）WespecializedintheexportofChinesetea.我们专门经营中国茶叶。8)Inordertoexpandourexportbusinesstoyourcountry,Wewishtoenterintodirectbusinessrelationswithyou.

为了扩大出口贸易到你们国家，我们希望与贵方建立直接的业务关系。2.TypicalSentences9)Wearelookingforwardtohearingfromyousoon.我们期待早日收到你方的回复。10)Pleasesendusyourcataloguesandpricelist.

请给我们寄来贵公司的商品目录和价格单。11)Ourlinesaremainlyprintingbedcovers.

我们经营的主要商品是印花被套。2.TypicalSentences12)Wewouldliketoenterintobusinessrelationswithyou.

我们愿与贵公司建立业务关系。13)Astheitemsfallwithinthescopeofourbusinessactivities,weshallbepleasedtoenterintobusinessrelationswithyou.由于这些商品正好属于我们的经营范围，我们会很高兴与贵公司建立业务关系。14)Foryourreference,wearesendingyouthesamplesandcatalogues.

我们寄上样品和目录供你方参考。2.TypicalSentences15)Weexpressourwishtosetupbusinessrelationswithyou.我们愿和贵公司建立业务关系。16)Wehavecometoknowyournameandhavethepleasureofwritingthislettertoyouinthehopeofestablishingbusinessrelationswithyou.我方获悉贵公司名称，并荣幸去函，希望与贵公司建立业务关系。17)Wearewillingtoenterintobusinessrelationswithyouonthebasisofequalityandmutualbenefit.

我方愿在平等互利的基础上与你方建立业务关系。。2.TypicalSentences二、LearningtheTypicalcases任务1:客户开发函

在了解商务信函写作的基本知识之后，业务主管打开公司电脑，结合以往业务员曾经写过的相关信函，悉心指导李华学习写作寻找客户的信函及其相关回函，这类信函也是公司拓展业务的主要渠道之一，因此大家要用心领悟。DearSir,Throughthecourtesyof

ourCommercialCounselor’sOfficeoftheChineseEmbassyinCanada,wehaveknownyournameandaddress.Wewishto

informyouthatwespecializein

Chinesecloth,andtheitemyouneedfallswithinthebusinessscopeofourcompany,soweshallbepleasedtoenterintobusinessrelationswithyou.Togiveyouageneralideaof

ourproducts,weencloseacompletesetofleafletsshowingvariousproductsbeinghandledbyourcorporation.Quotationsandsampleswillbesentuponreceiptofyourspecificenquiries.Welookforwardtoyourearlyreplywithmuchinterest.

YoursSincerely,JohnSmithLetter1:

Establishingbusinessrelations

1）throughthecourtesyof承蒙……的告知，经……介绍“由某处得知某人的姓名和地址”的英文表述方式如下：Note1：“由某处得知某人的姓名和地址”的英文表述方式如下：learn/know/obtain/noteone’snameandaddressfromoweone’snameandaddresstothroughthecourtesyofontherecommendationofberecommended/introduced/giventosb.by

throughthecourtesyofourCommercialCounselor’sOfficeoftheChineseEmbassyintheU.S.A.承蒙中国驻美国大使馆商务参赞处的告知

2）inform

v.通知，告知informsb.ofsth.通知某人某事informsb.that通知某人某事Note2：Pleaseinformusofthenameofsteameranddateofshipment.

请告知船名和装运期。

3）specializein:

专门经营Thecorporationisspecializedintheexportbusinessofelectronicproducts.本公司专营电子产品出口业务。Note3：SpecializingintheexportofChinesefoodstuffs,wewishtoexpressourdesiretotradewithyouinthisline.我方专业从事中国食品出口，希望在此行与你方进行贸易。

4）fallwithinthebusinessscopeof:

属于某人经营范围类似表达方式还有：comeundertherangeof/liewithinthescopeofNote4：Note5：5）enterinto:

开始（建立）类似表达方式：establish/build/setupWewishtoenterintobusinessrelationswithyou.6）shipment:

n.装运Wehavereachedanagreementwithhiminregardtotheshipment.我们已经就装运问题同他达成协议。Note6：7）enclose:

v.随函附寄Weenclosedourlatestproductcatalogue.我们随函寄上最新目录。Note7：Note8：8）leaflet:

n.小册子，散页印刷品类似表达方式：pamphlet/brochure/bookletNote9：9）handle:

v.经营（某种或某类商品）类似的表达方式：totradein/todealin/beinline10）quotation:

n.报价Thankyouforyourquotationforthecomputer.感谢你方对电脑的报价。Note10：11）sample:

n.样品Thousandsofpeoplehavewrittenintousforafreesample.现已有数千人给我们来信索要免费样品。Note11：Note12：12）uponreceiptof:

一收到Uponreceiptofyourshippinginstructions,wewillsendthegoods.收到你方的装船说明，我方即发送货物。Note13：13）specificenquiry:

具体询盘Assoonaswereceiveyourspecificenquiry,wewillcableourquotation.一俟接到你方具体询价，我们将电告报价。DearSirs,

ThankyouforyourletterofMay15,

2023.Beingoneofthe

leadingimportersofChineseclothinthiscity,weshallbepleasedtoestablishbusinessrelationswithyou.Inrecentyears,wehavedonebusinesswiththelargestandmostprominentfirmsinyourarea.Asiswellknowntoyou,thepossibilitiesofimportingtheforeignproductsareverygreathere.Weareconfidentthatwewillbeabletogiveyoularge

ordersifthequalityandpricemeetourrequirements.Wehopethatwemayreceiveyourcatalogueaswellasotherprintedmaterialsforourreference.Welookforwardtoyourreply.

Yoursfaithfully,David

Letter2:

ReplytotheLetter11）

leading

adj.占主导地位的，大的Heplayedaleadingpartinthenegotiations.他在谈判中起到了至关重要的作用。Note1：

2）inyourarea:

在你地，在你处

Note2：

3）order:

n.订单;

v.订购；订货

trialorder试订单

substantialorder大宗订单

repeatorder续订单Note3：Placealargeorderwithyou.向你方大量订货。Ifyouallowus15%discount,wewillorder20,000dozen.如果你方给予15%的折扣，我们将订购两万打。

4）meetone’srequirement：满足……的要求（需要）Note4：Note5：5）forone’sinformation/reference：供……参考

来到公司，李华开始从网上寻找客户，经过认真仔细的筛选，发现加拿大一家公司写给她们公司发来的邮件。三、Imitatingwriting依据对方的来函，我们该如何迅速而准确的写一份回函呢？分析：信函应包括以下要点：1）本公司主要从事纺织品、服装等出口。2）打算建立业务关系。3）随函附寄一本目录。三、Imitatingwriting参考回函(onlyforreference):1.Translatingthefollowingphrases.四、TranslationExercisesTranslatingExercises:Part1:Translatingthefollowingphrases..（1）专门经营 ———————————————————————————————（2）供……参考

———————————————————————————————specializeinforone’sinformation/referenceTranslatingExercises:Part1:Translatingthefollowingphrases..（3）建立业务关系 ———————————————————————————————（4）商务参赞处

———————————————————————————————establish/build/setupbusinessrelationswithsb.CommercialCounselor’sOfficeTranslatingExercises:Part1:Translatingthefollowingphrases..（5）样品 ———————————————————————————————（6）一收到就……

———————————————————————————————sampleuponreceiptofTranslatingExercises:Part1:Translatingthefollowingphrases..（7）quotation

———————————————————————————————（8）inyourarea

———————————————————————————————报价在你地，在你处TranslatingExercises:Part1:Translatingthefollowingphrases..（9）enclose

———————————————————————————————（10）specificenquiry———————————————————————————————随函附寄具体询盘

2.TranslatetheFollowingSentencesintoChinese四、TranslationExercisesTranslatingExercises:Part2:TranslatethefollowingSentencesintoChinese.（1）Wewishtoexpressourdesiretoenterintodirectbusinessrelationswithusinthelineofsilkproducts.

———————————————————————————————（2）Wewritetointroduceourselvesasexportersofsilkhandkerchiefhavingmanyyearsofexperienceinthisparticularlineofbusiness.

———————————————————————————————我们希望与贵公司在丝绸产品方面建立直接的业务关系。现函告，我方为丝绸手绢的出口商，在此行业里已有多年经验。TranslatingExercises:Part2:TranslatethefollowingSentencesintoChinese.（3）Wearegiventounderstandthatyouarepotentialb