商務英語UnitOneEstablishingBusinessRelations課件

1、商務英語商務英語unitoneestablishingbusinessrelations1unit oneestablishing business relations商務英語商務英語unitoneestablishingbusinessrelations2teaching objectives商務英語商務英語unitoneestablishingbusinessrelations3introduction when new firms or old ones want to start or enlarge business, they may want to establish busin

2、ess relations with prospective dealers.商務英語商務英語unitoneestablishingbusinessrelations4 2. the channels of establishing business relations (1) banks (2) chamber of commerce 商會商會(3) commercial counselors office 商贊處商贊處(4) advertisements(5) trade directory 工商行名錄工商行名錄(6) exhibitions and trade fairs 展覽會展覽會(

3、7) friends in business circles(8) internet(9) market survey(10) other sources 商務英語商務英語unitoneestablishingbusinessrelations5the structure of correspondence about establishing trade relationstake the three letters as samples to analyze and illustrate the structure of correspondence about establishing

4、business relations.商務英語商務英語unitoneestablishingbusinessrelations6(1)dear manager:you were recommended to our company by the bank of china, new york branch, which told us that you export chinese textiles and cotton piece goods.our company imports general merchandise. we have been in business since 193

5、5, and therefore have wide experience in all the lines we handle.our bankers are chase manhattan bank and the hongkong & shanghai banking corporation of hongkong. they can provide you information about our business and finances.please inform us of your trade terms and forward samples and product

6、 brochures. we look forward to a productive trade.sincerely,michael s. barnwellmanagermsb/sh商務英語商務英語unitoneestablishingbusinessrelations7(2)dear housewares department:your companys name has been given to us by the chamber of commerce of london.we wish to buy porcelain tea and coffee cups and saucers

7、 of different shapes, fully decorated with flowers or other designs.if you can supply this type of merchandise, kindly airmail us a sample cup. also, please enclose your price list and all suitable illustrations.we await your early reply.sincerely,catharina e. de jongemanagerced/ms商務英語商務英語unitoneest

8、ablishingbusinessrelations8 (3)chinese tableclothswe learned from the commercial counsellor of our embassy in ottawa that you deal in tablecloths.we sell chinese tablecloths. they are of good quality and have fine workmanship. chinese tablecloths are very popular in europe. we would like to work wit

9、h you to market them in canada.we are sending you under separate cover by airmail a copy of the latest catalog. please let us know if there are any items which are of interest to you and we will send you quotes and samples.we hope to hear from you soon.zhou yanmingmanagerzhejiang textiles imp. &

10、 exp. corp.商務英語商務英語unitoneestablishingbusinessrelations9 analyze the structure of business letters on establishing business relationship usually, such a business letter is made up of the following parts: 1. where you get the companys name 2. introduce yourself 3. put forward writers requirements and

11、 hope.商務英語商務英語unitoneestablishingbusinessrelations103. the structure of correspondence about establishing trade relations2) introducing the company, including: features, business running and types of commodities (自我介紹自我介紹) ：3) stating your expectation and request - establish the business relations a

12、nd co-operations/ what kind of products to promote or to buy/ ask for (offer) the information references to help understand the company, such as: brief introduction, catalogues, price lists and pamphlets etc. (提出期望提出期望/要求要求)：1) telling the reader how we obtain the business lines and addresses (消息來源消

13、息來源):商務英語商務英語unitoneestablishingbusinessrelations11 1. source of information e.g.: “you were recommended to our company by the bank of china, new york branch, which told us that you export chinese textiles and cotton piece goods.” (the first letter), “your companys name has been given to us by the c

14、hamber of commerce of london.” (the second letter), “we learned from the commercial counsellor of our embassy in ottawa that you deal in tablecloths.” (the third letter)商務英語商務英語unitoneestablishingbusinessrelations12 2. self-introduction e.g.: “our company imports general merchandise. we have been in

15、 business since 1935, and therefore have wide experience in all the lines we handle. our bank are chase manhattan bank and the hongkong & shanghai banking corporation of hongkong. they can provide you information about our business and finances.” (the first letter), “we sell chinese tablecloths.

16、 they are of good quality and have fine workmanship. chinese tablecloths are very popular in europe. we would like to work with you to market them in canada.” (the third letter)商務英語商務英語unitoneestablishingbusinessrelations13 3. request e.g.: “please inform us of your trade terms and forward samples a

17、nd product brochures. we look forward to a productive trade.” (the first letter), “we wish to buy porcelain tea and coffee cups and saucers of different shapes, fully decorated with flowers or other designs. if you can supply this type of merchandise, kindly airmail us a sample cup. also, enclose yo

18、ur price list and all suitable illustrations.” (the second letter)商務英語商務英語unitoneestablishingbusinessrelations14 you were recommended to our company by the bank of china, new york branch, which told us that you export chinese textiles and cotton piece goods. 中國銀行紐約分行向我公司推薦貴公司，并告知貴公中國銀行紐約分行向我公司推薦貴公司，

19、并告知貴公司出口中國紡織品和棉布。司出口中國紡織品和棉布。4. language points (letter 1)you were recommended toby (某公司或單某公司或單位位)向向推薦貴公司推薦貴公司you were recommended to us by abc co. ltd.商務英語商務英語unitoneestablishingbusinessrelations15 our company imports general merchandise. we have been in business since 1935, and therefore have wide

20、 experience in all the lines we handle. 我公司進口雜貨，已有我公司進口雜貨，已有61年的經(jīng)商歷史，對所經(jīng)營的產(chǎn)品年的經(jīng)商歷史，對所經(jīng)營的產(chǎn)品有豐富的經(jīng)驗。有豐富的經(jīng)驗。language points (letter 1)general merchandise 雜貨，但不是雜貨，但不是“雜雜”項貨物，而是相對大宗散項貨物，而是相對大宗散裝干貨（如谷物、礦砂等）和液體散裝物（如裝干貨（如谷物、礦砂等）和液體散裝物（如原油、汽油）等而言的普通有包裝貨物。原油、汽油）等而言的普通有包裝貨物。商務英語商務英語unitoneestablishingbusinessr

21、elations16have been in business since自自開始開始經(jīng)商經(jīng)商 we have been in business since 1995. 我方已有我方已有13年的經(jīng)商歷史。年的經(jīng)商歷史。have wide experience in在在有豐有豐富的經(jīng)驗富的經(jīng)驗we have wide experience in manufacturing pneumatic fittings.language points (letter 1)商務英語商務英語unitoneestablishingbusinessrelations171. 行業(yè)，業(yè)務行業(yè)，業(yè)務im in the

22、 textile line. its my desire to have a share in your trade.2. 限額限額for the present we extend to the firm a credit line of four low figures in sterling in their imports.現(xiàn)在對于該公司的進口，我行給予他們英磅低四位數(shù)的信用貸款。（注：現(xiàn)在對于該公司的進口，我行給予他們英磅低四位數(shù)的信用貸款。（注： four low figures= 1000-2000)3. （貨品）種類，系列（貨品）種類，系列we are going to pre

23、sent the full line of shoe samples at the paris shoe show opening on february 1.我方將于我方將于2月月1日開幕的巴黎靴鞋展覽會上展出各類靴鞋樣品。日開幕的巴黎靴鞋展覽會上展出各類靴鞋樣品。language points (letter 1)line n.商務英語商務英語unitoneestablishingbusinessrelations184. 貨品貨品we have considered your proposal to receive a trial delivery of our cutlery on c

24、onsignment and are sending you a representative selection of our most popular lines.我方已考慮貴方關于用寄售的方式銷售我方刀具的建議，我方已考慮貴方關于用寄售的方式銷售我方刀具的建議，現(xiàn)選出極受歡迎的有代表性的貨品一批發(fā)往貴方?，F(xiàn)選出極受歡迎的有代表性的貨品一批發(fā)往貴方。5. （航運，航空）公司（航運，航空）公司the shipping line lost considerably by it.該航運公司由此受到相當大的損失。該航運公司由此受到相當大的損失。language points (letter 1)商

25、務英語商務英語unitoneestablishingbusinessrelations19 please inform us of your trade terms and forward samples and product brochures. we look forward to a productive trade. 請告知貴方貿(mào)易條款并寄樣品和產(chǎn)品小冊子。我方盼望請告知貴方貿(mào)易條款并寄樣品和產(chǎn)品小冊子。我方盼望彼此貿(mào)易富有成效。彼此貿(mào)易富有成效。 language points (letter 1)trade terms 貿(mào)易條款、條件（常用復數(shù)），貿(mào)易條款、條件（常用復數(shù)），主要

26、包括付款方式主要包括付款方式(mode of payment)、裝、裝運日期運日期(date of delivery)等。等。商務英語商務英語unitoneestablishingbusinessrelations20forward v. 運送，寄送運送，寄送the goods will be forwarded to you within the 3rd quarter of the year.貨物將于第三季度內(nèi)發(fā)運給貴方。貨物將于第三季度內(nèi)發(fā)運給貴方。freight forward 運費到付運費到付we are arranging to send you 1,000 pens to rep

27、lace the unsold balance of 970. please return the latter to us, freight forward.我方正安排發(fā)運我方正安排發(fā)運1000支鋼筆，替換尚未售出的支鋼筆，替換尚未售出的970支剩余鋼筆。支剩余鋼筆。請退回剩余的請退回剩余的970支鋼筆，運費到付。支鋼筆，運費到付。language points (letter 1)商務英語商務英語unitoneestablishingbusinessrelations21sample n. 樣品樣品please send us the representative samples.請寄來有

28、代表性的樣品。請寄來有代表性的樣品。we keep a reference sample of such special orders.我方保存著這種特殊定貨的一份樣品。我方保存著這種特殊定貨的一份樣品。when submitting your quotations, please do not forget to send us samples on the articles quoted.送來報價單時，請不要忘記送報價貨品的樣品。送來報價單時，請不要忘記送報價貨品的樣品。language points (letter 1)商務英語商務英語unitoneestablishingbusines

29、srelations22note：在進出口業(yè)務中說明貨物質量與樣品的關系時，避免使用在進出口業(yè)務中說明貨物質量與樣品的關系時，避免使用exactly, strictly等詞，以免日后工作被動。例如；等詞，以免日后工作被動。例如；quality: exactly same as sample submitted by seller on may 10, 1996.品質：與品質：與1996年年5月月10日賣方所交的樣品完全相同。日賣方所交的樣品完全相同。應改為較有彈性的用語：應改為較有彈性的用語：quality: same as (about equal to, similar to, as pe

30、r, up to) sample submitted by seller on may 10, 1996.品質：與品質：與1996年年5月月10日賣方所交的樣品相同（大致相等，相日賣方所交的樣品相同（大致相等，相似）。似）。品質：按照（達到）品質：按照（達到） 1996年年5月月10日賣方所交的樣品。日賣方所交的樣品。language points (letter 1)商務英語商務英語unitoneestablishingbusinessrelations23dear housewares department:your companys name has been given to us b

31、y the chamber of commerce of london.家居用品部：家居用品部：貴公司名號已由倫敦商會提供給我方。貴公司名號已由倫敦商會提供給我方。 （本函電及第一封函電的開頭都用了被動語態(tài)，表示對收信人的尊重）（本函電及第一封函電的開頭都用了被動語態(tài)，表示對收信人的尊重）language points (letter 2)商務英語商務英語unitoneestablishingbusinessrelations24 we wish to buy porcelain tea and coffee cups and saucers of different shapes, full

32、y decorated with flowers or other designs. 我公司欲購買款式各異，上有鮮花或其它圖案的瓷制咖啡我公司欲購買款式各異，上有鮮花或其它圖案的瓷制咖啡杯、茶托和茶杯。杯、茶托和茶杯。language points (letter 2)商務英語商務英語unitoneestablishingbusinessrelations25 if you can supply this type of merchandise, kindly airmail us a sample cup. also, please enclose your price list and a

33、ll suitable illustrations. we await your early reply. 如貴公司能提供此類產(chǎn)品，請航郵樣品杯一只，并附上如貴公司能提供此類產(chǎn)品，請航郵樣品杯一只，并附上貴公司價目單和有關插圖。貴公司價目單和有關插圖。 盼早復。盼早復。language points (letter 2)kindly adv. =please kindly advise us when our order will be shipped. 請告知我方定貨何時運出。請告知我方定貨何時運出。商務英語商務英語unitoneestablishingbusinessrelations26

34、airmail n. 空郵空郵we are sending you samples by airmail.我方空郵寄去樣品。我方空郵寄去樣品。v. 航郵寄送航郵寄送we have accepted your order of the 16th of this month. please airmail design sample.我方接受貴方本月我方接受貴方本月16日定單，請空郵花樣設計樣品。日定單，請空郵花樣設計樣品。language points (letter 2)商務英語商務英語unitoneestablishingbusinessrelations27enclose v. 隨函寄上隨

35、函寄上 we enclose (are enclosing) a price list for our exportable items. 隨函寄上我方可供出口商品價格表。隨函寄上我方可供出口商品價格表。 we enclose (herein) our revised quotation, subject to our confirmation as usual. 隨函附上修訂后的價格單，如往常一樣以我方最后確認隨函附上修訂后的價格單，如往常一樣以我方最后確認為有效。為有效。language points (letter 2)商務英語商務英語unitoneestablishingbusines

36、srelations28chinese tablecloths we learned from the commercial counsellor of our embassy in ottawa that you deal in tablecloths. 中國臺布中國臺布 我公司從本國駐渥太華大使館商務參贊獲悉貴公司經(jīng)營臺布。我公司從本國駐渥太華大使館商務參贊獲悉貴公司經(jīng)營臺布。language points (letter 3)chinese tablecloth 這是函電的標題，用來讓收信人一眼就知道該函電所敘述的主要這是函電的標題，用來讓收信人一眼就知道該函電所敘述的主要內(nèi)容。下劃線可

37、有可無。其它的表達方式為：內(nèi)容。下劃線可有可無。其它的表達方式為： re: chinese tablecloth subj.: chinese tablecloth商務英語商務英語unitoneestablishingbusinessrelations29 we sell chinese tablecloths. they are of good quality and have fine workmanship. chinese tablecloths are very popular in europe. we would like to work with you to market t

38、hem in canada. 我公司出售中國臺布。其我公司出售中國臺布。其質量上乘，工藝精湛質量上乘，工藝精湛。中國臺布。中國臺布在歐洲非常暢銷。我方愿和貴方攜手共同在加拿大銷售此在歐洲非常暢銷。我方愿和貴方攜手共同在加拿大銷售此產(chǎn)品。產(chǎn)品。language points (letter 3) be of good (first) quality 質量上乘（品質優(yōu)良），常用作質量上乘（品質優(yōu)良），常用作 表語表語 all of our products are of first quality. 我方所有產(chǎn)品都是一級品。我方所有產(chǎn)品都是一級品。商務英語商務英語unitoneestablishi

39、ngbusinessrelations30market v.銷售，推銷銷售，推銷 it is becoming increasingly difficult to market your goods in this country. 在本國銷售貴方貨物正日益困難。在本國銷售貴方貨物正日益困難。n. 1. the market 行市，市況行市，市況 we are glad to say that just now the market is in a very strong position. 我方很高興地告知貴方，現(xiàn)在行情上漲。我方很高興地告知貴方，現(xiàn)在行情上漲。language points

40、 (letter 3)商務英語商務英語unitoneestablishingbusinessrelations31market n.2. a ready (good) market 好銷路，暢銷好銷路，暢銷（1）常用）常用“貨物貨物”作主語作主語 cotton and silk blouses made in china have (enjoy) a good market in north africa. we have no doubt that there is a good (ready) market here for your products. （2）貨物作主語時，謂語用動詞）貨

41、物作主語時，謂語用動詞find (enjoy, have) chinese black tea always finds (enjoys）a ready market in north america.language points (letter 3)商務英語商務英語unitoneestablishingbusinessrelations32 we are sending you under separate cover by airmail a copy of the latest catalog. please let us know if there are any items whi

42、ch are of interest to you and we will send you quotes and samples. 茲另封航郵我方最新目錄一份，請告知貴公司感興趣之產(chǎn)品，我茲另封航郵我方最新目錄一份，請告知貴公司感興趣之產(chǎn)品，我公司將寄去報價單和樣品。公司將寄去報價單和樣品。language points (letter 3) under cover 附在信中，附在信中， under separate cover另函或另包另函或另包 we are sending you under (this) cover one set of duplicate shipping docu

43、ments. 隨函寄去裝船單據(jù)副本一套。隨函寄去裝船單據(jù)副本一套。 we are sending you under separate cover by airmail a copy of the latest catalogue. 現(xiàn)現(xiàn)另行空郵另行空郵寄去最新產(chǎn)品目錄一份。寄去最新產(chǎn)品目錄一份。商務英語商務英語unitoneestablishingbusinessrelations33item n. = commodity, producta great variety of new products and traditional items are on display at the f

44、air.交易會上展出了各式各樣的新產(chǎn)品和傳統(tǒng)產(chǎn)品。交易會上展出了各式各樣的新產(chǎn)品和傳統(tǒng)產(chǎn)品。language points (letter 3)商務英語商務英語unitoneestablishingbusinessrelations34 quote here is equal to “quotation”. n.報價報價 v. 1. vt. 引用，復述引用，復述 the buyer is requested always to quote the number of this sales confirmation in the l/c to be opened in favor of the

45、seller. 買方在開給售方的信用證上務請?zhí)钭⒈句N售確認書號碼。買方在開給售方的信用證上務請?zhí)钭⒈句N售確認書號碼。 2. vt. 給給報價，報價報價，報價 please quote (us) your lowest price cif london. 請報貴方請報貴方cif倫敦最低價。倫敦最低價。language points (letter 3) 我方已將印花細布的我方已將印花細布的cif漢堡價報給他們。漢堡價報給他們。 we have quoted them the price cif hamburg for our printed shirting.商務英語商務英語unitoneest

46、ablishingbusinessrelations35main points of establishing business relationsopening: the purpose of writing, which is:a. the source of information;b. his intention (establishment of business relations);body: the details of requirements, which arec. self-introduction and the business scope of his firm;

47、d. the reference(證明人證明人) as to his firms financial position and credit standing;e. requirements for further information;closing: f. expectation of cooperation or an early reply.商務英語商務英語unitoneestablishingbusinessrelations36main points of replies1. agree to establish business relations:opening: a. th

48、anks for the incoming letter; b. willingness to establish business relations;body: c. reply to the requirements in the incoming letter; and / orclosing: e. hope for doing business.2. disagree to establish business relations for some reasonsopening: a. thanks for the incoming letter;body: b. regret f

49、or the inability to establish business relations; c. stating the reasons;closing: d. expectation of future cooperation.商務英語商務英語unitoneestablishingbusinessrelations37 importers self-introductionspecimen 1 macdonald evans co., ltd. 58 lawton street, new york, usa august 20, 2006fujian shoes import exp

50、ort corporation45 baoding street, fuzhou, fujian, chinaattention: mr. wugang, sales departmentdear sirs,we have obtained your name and address from fort co., ltd., and we are writing in the hope that you would be willing to establish business relations with us.we have been leading importers of casua

51、l shoes for many years. at present, we are interested in extending our range and appreciate your catalogues and quotations.if your prices are competitive, we would like to place a trial order with you.we look forward to your early reply.yours faithfully,macdonald evans co., ltd.michael evansmanager商

52、務英語商務英語unitoneestablishingbusinessrelations38specimen 2reply to the above fujian shoes import export corporation 45 baoding street, fuzhou, fujian, china august 31, 2006macdonald evans co., ltd.58 lawton street, new york, u.s.adear sirs,thank you for your letter of the 20th august. we are desirous t

53、o enter into business relations with your company.our shoe industry concentrates on designing and producing various traditional and vogue mens and women shoes. we have developed and marketed a series of products, such as slippers of eva, indoor slippers, cotton slippers, embroidered slippers of new

54、style, childrens shoes and cotton shoes. we can satisfy different market needs both at home and abroad.in compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range available at present.商務英語商務英語unitoneestablishingbusinessrela

55、tions39should you be interested in any items, please let us know. we are looking forward to your specific enquiries.yours sincerely,fujian shoes import export corporationwugangwugangmanager商務英語商務英語unitoneestablishingbusinessrelations40arm yourself1. in the hope that 希望 in the hope of sth./doing sth.

56、2. establish business relations with 建立業(yè)務關系同義：build up/ set up/ enter into business relations with sb. n. establishment establishment of business relations 建立業(yè)務聯(lián)系 establishment of l/c 開立信用證3. extend. v. enlarge; offer, provide 擴大；給予，提供；延期 extend range 擴大經(jīng)營范圍 extend business 擴大業(yè)務商務英語商務英語unitoneestabl

57、ishingbusinessrelations414. appreciate v. be thankful or show gratitude for; admire greatlywe shall appreciate it ifit is appreciated if (that)we shall appreciate you doingwe shall appreciate sth.e.g. we shall appreciate your early reply.5. competitive petitive pricev. compete (+with)e.g. quality of

58、 your goods can compete with that of other products.place an order with sb. for sth. want to buy sth. from sb.look forward to think of (a future event) with pleasurablelook forward to sth./doing sth.商務英語商務英語unitoneestablishingbusinessrelations42specimen 1exporters self-introduction dear sir or madam

59、,through the courtesy of tokyo chamber of commerce and industry, we are given to understand that you are one of the leading importers of textile products in your country. as this item falls within the scope of your business activities, we are writing to you with a keen desire to enter into business

60、connections with you.we specialize in the exportation of chinese textile products, such as textiles knitwear of ladies, mens, childrens and youth fashion, sportswear and jeans. we can also design and produce equipment and machines for textile.our products are excellent in quality and reasonable in price.to giv