商務信函(建立業(yè)務關系)

1、商務信函（建立業(yè)務關系）一、 概述在國際商務交往中，建立業(yè)務關系是交易開始和擴展的基礎。建立業(yè)務關系一般經由以下幾個渠道：國內外商會和貿易促進會，大使館、領事館、商務參贊處，海外客戶、公開發(fā)行的行業(yè)名錄，市場調研，商務交易會或展覽會，銀行，貿易代表團體的互訪，市場代表自我介紹。二、 基本寫作原則1. 告之對方自己如何熟悉其地址和業(yè)務范圍，并表示原意與對方建立業(yè)務關系；2. 向對方自我介紹（企業(yè)性質、業(yè)務狀況、經營范圍及信譽聲望等）；3. 寄出或索取樣品、價格單和其他可供參考的資料；4. 以禮節(jié)性的語言結束，表明希望彼此合作，發(fā)展互惠貿易關系及期待對方答復。擬訂有關建立業(yè)務關系信函時，禮貌、得體

2、、簡潔、樸實地將寫信人的意圖清楚、完整地告之對方是關鍵的。其語言風格為開門見山，簡明扼要，切忌拖泥帶水，避免使用冷僻的詞匯或難懂的專門用語。三、 范例范文1.Dear Sirs,We write to introduce ourserves as one of the leading exporters of medicines here in China.We enclose a copy of our latest catalog covering the details of all the items available at present, and hope some of the

3、se items will be of interest to you.It will be a great pleasure to receive your inquiries for any of the items mentioned here, and against which we will send you our lowest quotations.We are looking forward to receiving your reply.Yours faithfully范文2.Dear Sirs,We have obtained your name and address

4、from Aristo Shoes, Milan, and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, we are interested in extending our range and would appreciate your catalogues and quotations. If your prices are c

5、ompetitive we would expect to transact a significant volume of business. We look forward to your early reply. Very truly yours 附錄：1. 回復對方建立商業(yè)關系的請求Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request

6、, we are sending you, under separate cover, our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us. 本月16日收到有關商務關系的來函，不勝欣喜。謹遵要求另函奉上最新之出口商品目錄和報價單?？铐棢┱堃圆豢沙蜂N保兌之信用狀支付。如欲

7、訂貨，請電傳或傳真為盼。 此致 敬禮2. 請求擔任獨家代理We would like to inform you that we act on a sole agency basis fora number of manufacturers. We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types of household linen. Until now , we have been working with your textiles depar

8、tment and our collaboration has proved to be mutually beneficial. Please refer to them for any information regarding our company. We are very interested in an exclusive arrangement with your factoryfor the promotion of your products in Bahrain. We look forward to your early reply. 本公司擔任多家廠家的獨家代理，專營精

9、制棉織品，包括各燈家用亞麻制品，行銷中東。 與貴公司向有業(yè)務聯(lián)系，互利互作。貴公司紡織部亦十分了解有關業(yè)務合作之情況。 盼望能成為貴公司獨家代理，促銷在巴林市場的貨品。 上述建議，煩請早日賜復，以便進一步聯(lián)系合作。 此致 敬禮3. 拒絕對方擔任獨家代理Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens. I regret to say that, at this stage ,such an arrangement would b

10、erather premature. We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works. It would be necessary for you to test the market for our productsat you end. You would also have to build up a much larger turnover tojustify a sole agency. We enclo

11、se price lists covering all the products you are interested in and look forward to hearing from you soon. 9月1日有關建議擔任家用亞麻制品獨家代理的來信收悉。謹致衷心謝意。目前時機尚未成熟，不能應允該安排深感抱歉。 然而，本公司樂意與貴公司先試行合作，為今后合作打下基礎。為證明擔任獨家代理的能力，貴公司宜上述貨品作市場調查，研究是否可擴大現有之營業(yè)額。奉上該貨品之報價單，敬希查照。專此候復。此致 敬禮4. 同意對方擔任獨家代理Thank you for your letter of 12

12、April proposing a sole agency for our office machines. We have examined our long and ,I must say ,mutually beneficial collaboration. We would be very pleased to entrust you with the sole agency for Bahrain. From our records, we are pleased to note that you have two service engineers who took trainin

13、g courses at our Milan factory .the sole agency will naturally be contingent on you maintaining qualified aftersales staff. We have drawn up a draft agreement that is enclosed. Please examine the detailed terms and conditions and let us know whether they meet with your approval. On a personal note,

14、I must say that I am delighted that we are probably going to strengthen our relationship. I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan . My very best wishes to you and your wife. 4月12日建議

15、擔任為公室器具之獨家代理來信已經收悉。 過去雙方合作皆互利互助，能獲您的眷顧作我公司于巴林的獨家代理，殊感榮幸。 據知您公司兩服務技師曾到我公司米蘭工廠受訓。相信您公司在取得代理權后，仍會繼續(xù)注重合格售后服務人員的訓練?，F隨信附上協(xié)議草稿， 請查實各項條款 ，惠復是盼。 能加強業(yè)務，我亦感到欣喜，前次到訪巴林，蒙盛情款待，不勝感激。祈盼您蒞臨米蘭時，容我一盡地主之誼。 此致 敬禮5. 借引薦建立業(yè)務關系At the beginning of this month , I attended the Harrogate toy fair. While there , I had an intere

16、sting conversation with Mr. Douglas Gage of Edutoys plc about selecting an agency for our teaching aids. Douglas described your dynamic sales force and innovative approach to marketing. He attributed his own companys success to your excellent distribution network which has served him for several yea

17、rs. We need an organization like yours to launch our products in the UK. Our teaching aids cover the whole field of primary education in all subjects .Our patented Matrix math apparatus is particularly successful. You may have reservations about American teaching aids suiting your market. This is no

18、t a problem since we have a complete range of British English versions. I enclose an illustrated catalogue of our British English editions for your information. Please let me have your reactions to the material. I shall be in London during the first two weeks of October .Perhaps we could arrange a m

19、eeting to discuss our proposal. 本用初參觀哈洛加特玩具交易會時有幸與教育玩具股份有限公司的道格拉斯蓋齊先生一談，提及本公司正物色代理人推廣教學器材一事。 蓋齊先生贊揚貴公司積極推廣產品，不斷推出新的推銷方法，并把其公司的成就歸于貴公司完善的經銷網絡。貴公司的經驗，正能替本公司在英國經銷產品。 本公司生產初級教育各學科的教育器村、專利產品梅特里克教學器材更傲視同儕。 除美國教學器材外，亦備有全套英式英語版教材，適合當地市場，貴公司無需憂慮切合市場需求。 現附上配有插圖的英式英語版教材目錄，盼抽空細閱，并賜知寶貴意見。本人擬于10月頭兩星期前往倫敦，未知能否安排會面

20、，就以上建議作一詳談? 此致 敬禮6. 邀請參觀貿易展覽會Many thanks for your letter and enclosures of 12 September. We were very interested to hear that you are looking for an UK distributor for your teaching aids. We would like to invite you to visit our booth,no.6,at next months London Toy Fair, at Earls court , which start

21、s on 2 October. If you would like to set up an appointment during non exhibit hall hours please call me. I can then arrange for our sensor staff to be present at the meeting. We look forward to hearing from you. 多謝9月12日的來信和附件。獲悉貴公司有意物色英國銷售商推廣教學輔助設備， 甚感興趣。 本公司將于10月2日于厄爾大樓舉行的聳敦玩具商品交易會上展示產品，誠邀貴公司派員參觀設于

22、46號之攤位。如能安排于非展出時間面談，煩請電復。定必委派高層人員赴會。 本公司深知貴公司產品精美質優(yōu)，希望能發(fā)展互惠之業(yè)務。 特此奉告，并候復音。7. 與過去有貿易往來的公司聯(lián)系We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading successfully in your region. We would like to extend our congratulations and offer our very b

23、est wishes for your continued success. Before the war in Lebanon , our companies were involved in a large volume of trade in our textiles. We see from our records that you were among our best tem customers. We very much hope that we can resume our mutually beneficial relationship now that peace has

24、returned to Lebanon. Since we last traded, our lines have changed beyond recognition. While they reflect current European taste in fabrics, some of our designs are specifically targeted at the Middle Eastern market. As an initial step , I enclose our illustrated catalogue for your perusal. Should yo

25、u wish to receive samples for closer inspection, we will be very happy to forward them. We look forward to hearing from you. 從同行中獲悉貴公司貝魯特復業(yè)，生意發(fā)展迅速。得聞喜訊，不勝歡欣。謹祝業(yè)務蒸蒸日上。 黎巴嫩戰(zhàn)事發(fā)生前雙方曾有多宗紡織品交易；貴公司更是本公司十大客戶之一?，F今戰(zhàn)事平息，亟盼能重展雙方互惠的業(yè)務聯(lián)系。 自上次合作至令，產品款式變化極大。除了有迎合歐洲人口味的款式這外，亦有專門為中東市場而設計的產品?，F奉上配有插圖的商品目錄供 初步參考。職需查看樣本，

26、還望賜知。8. 確認約會I would like to confirm our appointment to discuss the possibility of merging our distribution networks. I am excited of the prospect ofexpanding our trade. As agreed, We will meet of our office in bond street at 9.30a.m.on Monday 20 March. I have scheduled the whole day for the meeting.

27、 If for any reason you are unable to attend , please phone me so that we can make alternative arrangements. Please let me know if you would like our office to arrange hotel accommodation. I look forward with great pleasure to our meeting. 承蒙拔冗講討論合并雙方銷售網，以擴大貿易發(fā)展范圍，深感興奮。現特修函確定會議日程。 謹于3月20日星期一在邦德街辦公室候教

28、，請貴公司代表于當日早上9時蒞臨指導。若因故未能抽空出席，煩請致電告知，以便另行安排會晤。 未知是否需代為安排旅館膳宿?請盡早賜知，以便早作準備，款待貴客。 謹此預祝會談成功。9. 回復感謝信We greatly appreciate your letter describing the assistance you received in solving your air-conditioning problems. We are now in our fifty year of operation, and we receive many letters like your indicat

29、ing a high level of customer satisfaction with our installation. We are pleased that our technical staff assisted you so capably. We would like you to know that it you need to contact us at any time in the future. Our engineers will be equally responsive to your request for assistance. If we can be

30、of service to you again, please let us know. Thank you again for your very kind letter. 承蒙來信贊揚本公司提供的空調維修工程服務，欣喜不已。五年前開業(yè)至今，屢獲客戶來函嘉獎，本公司榮幸之至。欣悉貴公司識技術人員的服務，他日苛有任何需要，亦請與本公司聯(lián)絡，本公司定當提供優(yōu)秀技師，竭誠效勞。在此謹再衷心感謝貴公司的贊賞，并請繼續(xù)保持聯(lián)絡。10. 祝賀新公司成立It has just come to our attention that you have lately opened your new Europe

31、an headquarters in Brussels. Congratulations on your bold venture. As you know , our companies have had a long business association in the UK. We look forward to collaborating with you in your European venture. Please let us know if we can be of any assistance to you. We will be delighted to help. W

32、e wish you the very best of luck and a prosperous future.11. 要求約見Dear XXX XXX Industries would like to request that you and a representative ofXXXX visit us in the United States sometime within the next few months. . As you know, it has been several years since we last met in China and it is very im

33、portant to both parties that we continue building our relationship, given the new “molded parts” we will soon be procuring from you and the increased business we are anticipating over the next several years brought on by new federal legislation, currently taking place in the United States. XX公司希望邀請你和XX的代表在以后的幾個月中來我司訪問。如你所知，自從上次在中國見面，我們已有幾年沒見了。這次會面對我們雙方來說都很重要，尤其是繼續(xù)維持我們之間的合作關系，我們將從貴司處購買新的模具零件，而且在以后的幾年中隨著聯(lián)邦法律的生效，我們正預期增加我們的業(yè)務。12. 拒絕