商務(wù)英語(yǔ)函電 (2)

1、Unit 2 Establishing Business Relations商務(wù)英語(yǔ)函電商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsContentContentKnowledge ObjectiveKnowledge ObjectiveSkill ObjectiveSkill ObjectiveWarm UpWarm Up Business Situational Design Business Situational Design Specimen Letters Specimen Letters Notes Notes Trade Terms a

2、nd Typical Sentences Trade Terms and Typical SentencesPractice TrainingPractice TrainingSkill TrainingSkill Training Summary of ProjectSummary of Project1Get acquainted with the channels of seeking business opportunities2Grasp the professional words, expressions and typical sentences on this topic3K

3、now the letter structure of establishing business relationsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectKnowledge ObjectiveKnowledge Objective4Know the letter structure of cred

4、it investigation商務(wù)英語(yǔ)函電Unit 2 Establishing Business Relations1Develop your own skills in getting business information through the internet2Skilled at writing letters of establishment of business relations3Can write a letter of credit investigationKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituat

5、ional DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of Project4Know how to send e-mails with enclosures商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsEstablishing business relations with prospective customers is one of the most important measures of

6、starting and developing business.It is also very important to have a wide range of business connections. You may find it necessary to look for your own customers. But where can you find the company you want to deal with? Well, there are some channels below:1The internet2Trade fairs or exhibitions3Ad

7、vertisements in newspapers and magazines, from TV, broadcast and through internet4Overseas Chamber of Commerce5The Commercial Counselors Office6Trade directories7Your branch offices abroad8The introduction from your business connectionsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational Desi

8、gnSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectWarm UpWarm Up商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsWhen you are ready to correspond with a new customer, you should make sure that the letter follows the standard format and includes the f

9、ollowing contents:1the source of your information2your intention3the business scope of your company4the reference of your financial standing, if necessary5your expectation or your expression of thanks for early replyKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNo

10、tesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectWarm UpWarm Up商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsSituation:Shenzhen Good-luck Digital Technology Co., Ltd. is a professional exporter and manufacturer of car audio products. Established in 2002, the company

11、 has been striving to develop high-technology car entertainment products to meet the requirements of the markets and customers satisfaction.The Compamy established long-term business relationship with regular customers from Germany, France, Spain, Sweden, Italy, Portugal, Russia, Brazil, Colombia, U

12、SA, Canada, Israel, Turkey, Indonesia, Egypt and 20 other western countries and regions. It welcoms more potential buyers to establish friendly cooperation based on mutual benefits.Tel: 0086-755-83456789 Fax: 0086-755-83456789Website: http:/Address: 1818, Building 8, Longhua Street, Boan District, S

13、henzhen, ChinaKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectBusiness Business Situational DesignSituational Design商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsTask:Suppose you ar

14、e Lily Zhao, a salesperson in the above-mentioned company. Try to find out some potential importers through the channels you have learned and write an E-mail to one of them in the hope of establishing business relations. Youd better send herewith a copy of your latest catalogue.KnowledgeObjectiveSki

15、ll ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectBusiness Business Situational DesignSituational Design商務(wù)英語(yǔ)函電Unit 2 Establishing Business Relations1.1.Exporter writes to importerExporter writes to impo

16、rterSampleSampleDear Sirs,We have heard from the Commercial Counselors Office of our Embassy in your country that you are in the market for Chinese sportswear. We, therefore, take the liberty of writing you to establish direct business relations with you.We are one of the most important exporters of

17、 Chinese sportswear, handling a wide range of the items, including fitness wear, racing wear and ski suit, etc. All the items are of high quality and beautiful design.We enclose a copy of our illustrated catalogue covering all the items now available for export. Price list and samples will be sent a

18、s soon as we receive your specific inquiry.We hope you will give us an early reply.Yours faithfully,KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectSpecimen LettersSpecimen Letter

19、s商務(wù)英語(yǔ)函電Unit 2 Establishing Business Relations2 2Exporters self-introductionExporters self-introductionSampleSampleDear Sirs,On the recommendation of Sunny Co., Ltd., we have learned with pleasure your address and shall be glad to enter into business relations with you.We are one of the largest expor

20、ters in China dealing in a wide range of office equipments, enjoying a good reputation. We enclose a copy of our latest catalogue covering the details of all the items available at present for your consideration, and hope some of the items will be of interest to you.Should you favor us with inquirie

21、s for your specific requirements, we are in a position to supply you with first class goods at competitive prices.We wish to have your favorable reply.Yours faithfully,KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice Tra

22、iningSkill TrainingSummary of ProjectSpecimen LettersSpecimen Letters商務(wù)英語(yǔ)函電Unit 2 Establishing Business Relations3 3Manufacturers self-introductionManufacturers self-introductionSampleSampleGentlemen:We are given to understand that you are a leading importer of household electric appliances in Holla

23、nd.We, therefore, have the pleasure of informing you that we are a state-owned enterprise of long-standing and high reputation, manufacturing various washing machines. You will be interested to know that the products mentioned above have been accepted by domestic and overseas clients for more than f

24、ifteen years.In order to acquaint you with the details, we enclose a copy of our export list covering the goods within your business lines.If you are interested in any items in the catalogue, please let us know without delay and we will send you our lowest quotations.Your immediate attention will be

25、 highly appreciated.Yours truly,KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectSpecimen LettersSpecimen Letters商務(wù)英語(yǔ)函電Unit 2 Establishing Business Relations4 4Credit investigation

26、Credit investigationSampleSampleKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectSpecimen LettersSpecimen LettersDear Mr. Selim,We have received an important order with US$ 500,000

27、 from a new customer, Yokee Trading Company from Vietnam, who has given us your name as bank reference. We should appreciate it if you could inform us of their reputation and their financial standing.Any information you kindly send us will be treated as strictly confidential and without responsibili

28、ty on your bank.Yours sincerely,商務(wù)英語(yǔ)函電Unit 2 Establishing Business Relations1establish v. 建立establish direct business relations 建立直接的業(yè)務(wù)/貿(mào)易關(guān)系enter into business relations = build up business relations 建立業(yè)務(wù)/貿(mào)易關(guān)系establishment n. 建立establishment of business relations 建立業(yè)務(wù)/貿(mào)易關(guān)系2be in the market for = wan

29、t to buy 想要購(gòu)買如：One of our Japanese clients is in the market for Green Tea.我方的一位日本客戶想要購(gòu)買綠茶。KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes3take the liberty of doing sth.

30、 冒昧做某事如：We take the liberty of writing you to establish direct business relations.我方冒昧寫(xiě)信給貴方，打算與貴方建立直接的貿(mào)易關(guān)系。商務(wù)英語(yǔ)函電Unit 2 Establishing Business Relations4handle v. 經(jīng)營(yíng)，買賣貨物如：This company does not handle such goods.這家公司不經(jīng)營(yíng)此類商品。5a wide range of = all kinds of 大范圍的，各種各樣的6item n. 商品 = commodity = article =

31、 merchandise7enclose v. 隨函附寄 = attach如：We are enclosing a copy of our illustrated catalogue and some sample books for your reference.我方隨函附寄一份帶插圖的產(chǎn)品目錄和一些樣品簿以供參考。enclosed 過(guò)去分詞，可作定語(yǔ)如：KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical Sentences

32、Practice TrainingSkill TrainingSummary of ProjectNotesNotes商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsWe thank you for your enclosed catalogue.感謝貴方隨函附寄的產(chǎn)品目錄。Enclosed please find = Enclosed you will find 隨函附寄，請(qǐng)查收enclosure n. 附件 （縮寫(xiě)為：Enc.或Encl.）= attachment8available adj. 可利用的，可得到的，可供應(yīng)的commodities av

33、ailable for export 可供出口的商品not available缺貨avail v. 利用avail oneself of = make use of 利用如：We avail ourselves of this opportunity to write you in the hope of establishing business relations with you.我方利用這次機(jī)會(huì)寫(xiě)信給貴方，希望與貴方建立業(yè)務(wù)關(guān)系。9deal in 經(jīng)營(yíng) = handle = trade in = engage in如：We are dealing in the exportation

34、of arts and crafts.我方經(jīng)營(yíng)工藝品的出口業(yè)務(wù)。KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes商務(wù)英語(yǔ)函電Unit 2 Establishing Business Relations10enjoy (a) good reputation = enjoy great pop

35、ularity 享有盛譽(yù)，享有良好聲譽(yù)如：We specialize in manufacturing LCD TV sets, enjoying good reputation in the world market.我方專門生產(chǎn)液晶電視，在世界市場(chǎng)上享有盛譽(yù)。11consideration n. 考慮for your consideration = for your information = for your reference = for your study以供參考，供你方參考12requirement n. 要求，需求meet ones requirements = meet th

36、e requirements of 滿足的需求KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes13be in a position to do 能夠，處于一種做某事的地位如：We will contact you by fax immediately as soon as we are i

37、n a position to accept new orders.我方一旦能夠接受新訂單，將立即傳真聯(lián)系貴方。商務(wù)英語(yǔ)函電Unit 2 Establishing Business Relations14favorable reply 有利的回復(fù) favorable price 優(yōu)惠的價(jià)格15confirm to 與一致如：Please make sure that the stip15inform v. 告知inform sb. of sth. = inform sb. that 告知某人某事如：The Chamber of Commerce in your city has informe

38、d us of your name and address.貴市商會(huì)告知我方貴方的名稱和地址。We are informed that you are a major exporter of Chinese cotton piece goods.我方被告知貴方是一家經(jīng)營(yíng)中國(guó)棉織品的主要出口商。ulations of L/C should confirm to this S/C.請(qǐng)確保信用證條款與此銷售確認(rèn)書(shū)一致。16state-owned 國(guó)有的，國(guó)營(yíng)的同義詞有：state-operated = government-owned = government-operated國(guó)有的，國(guó)營(yíng)的Know

39、ledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes商務(wù)英語(yǔ)函電Unit 2 Establishing Business Relations17acquaint v. 使熟悉，使了解acquaint sb. with sth. 使某人熟悉/了解某事如：In order to acquaint you

40、with our products, we are airmailing you a copy of our latest catalogue and some samples.為使你方了解我們的產(chǎn)品，我方航寄去一份最新的產(chǎn)品目錄和一些樣品18line n. 行業(yè)，領(lǐng)域business line = business scope 業(yè)務(wù)范圍如：Specializing in the export of Northeastern soybeans, we express our desire to trade with you in this line.我方專門出口東北大豆，愿與貴方在此領(lǐng)域交易。

41、19quotation n. 報(bào)價(jià)send/make/give sb. a quotation for sth. 就某商品給某人報(bào)價(jià)如：KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsWe are ma

42、king you a quotation for this years peanuts as follows.我方就今年產(chǎn)的花生給你方報(bào)價(jià)如下。quote v. 報(bào)價(jià)quote sb. a price for sth. 對(duì)某商品給某人報(bào)價(jià)如：We will quote you our lowest price as soon as we receive your specific inquiry.一旦收到你方具體詢盤，我方將報(bào)最低價(jià)格。20appreciate v. 感激，感謝如：We highly appreciate your kind cooperation.我方非常感謝貴方友好的合作。

43、We shall appreciate your giving us your early reply.如能收到貴方的回復(fù)，我方將不勝感激。We shall appreciate it if you will send us your samples immediately.如果貴方能立即給我方寄來(lái)一些樣品，我方將不勝感激。It will be greatly appreciated if you could send us your latest catalogues and pricelist.如果貴方能給我方寄來(lái)最新的產(chǎn)品目錄和價(jià)目表，我方將不勝感激。KnowledgeObjective

44、Skill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes商務(wù)英語(yǔ)函電Unit 2 Establishing Business Relations21reference n. 證明人如：As to our standing, we are permitted to mention the Bank of Barclay, London

45、, as a reference.關(guān)于我方的財(cái)務(wù)狀況，我方已征得倫敦巴克萊銀行的同意，將它作為證明人。22standing n. 信譽(yù)，資信狀況 = positionfinancial/credit standing/position 資信狀況，財(cái)務(wù)狀況KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNote

46、sNotes商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectTrade Terms and Typical SentencesTrade Terms and Typical Sentences獲悉（獲悉（Learn）1We

47、 have obtained your name and address from the Chamber of Commerce in London.我方從倫敦商會(huì)獲悉貴方的名稱和地址。2We have heard/learned from CCPIT that you are an exporter of Chinese silk products.我方從中國(guó)貿(mào)促會(huì)得知貴方是中國(guó)絲綢產(chǎn)品的出口商。3Your company has been kindly recommended to us by ABC Co., Ltd., as large importers of electronic

48、 goods.貴公司作為大型的電子產(chǎn)品進(jìn)口商被ABC有限公司推薦給我方。4Your name and address has been introduced/given to us by Messrs. M. Green & Co., Inc.貴公司的名稱和地址由Green有限公司介紹給我方。5We are given to understand that you are potential importers of our products.我方得知貴方是我方產(chǎn)品的潛在進(jìn)口商。商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsKnowledgeO

49、bjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectTrade Terms and Typical SentencesTrade Terms and Typical Sentences獲悉（獲悉（Learn）6On the recommendation of Sunny Co., Ltd., we have learned with

50、 pleasure your address and shall be glad to enter into business relations with you.承蒙Sunny有限公司介紹，我方很高興地得知貴公司地址并愿與你方建立業(yè)務(wù)關(guān)系。7Through the courtesy of the Bank of China in Shenyang, we have learned that you are one of the most important importers of these articles.承蒙中國(guó)銀行沈陽(yáng)分行介紹，我方獲悉貴方是此商品最重要的進(jìn)口商之一。8We ow

51、e your name and address to the Commercial Counselors Office of the Embassy of Peoples Republic of China in our country.我方從駐我國(guó)的中國(guó)大使館商務(wù)參贊處得知貴方的名稱和地址。商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typica

52、l SentencesPractice TrainingSkill TrainingSummary of Project期望建立業(yè)務(wù)關(guān)系（期望建立業(yè)務(wù)關(guān)系（Hoping to establish business relations）1We take the liberty of writing to you with a view to building up business relations with you.我方冒昧寫(xiě)信給貴方期望建立業(yè)務(wù)關(guān)系。2We are glad to establish business relations with you.我方很高興與你方建立業(yè)務(wù)關(guān)系。3W

53、e are willing to enter into business relations with your firm on the basis of equality, mutual benefit and exchange of needed goods.我方愿意在平等互利、互通有無(wú)的基礎(chǔ)上與貴公司建立業(yè)務(wù)關(guān)系。4We have the pleasure of introducing ourselves to you with the hope that we may have an opportunity of cooperating with you in your busines

54、s extension.我方很樂(lè)意向貴方做自我介紹，并期望我方能有機(jī)會(huì)與貴公司合作。Trade Terms and Typical SentencesTrade Terms and Typical Sentences商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill Train

55、ingSummary of ProjectTrade Terms and Typical SentencesTrade Terms and Typical Sentences自我介紹（自我介紹（Self-introduction）1We would like to introduce ourselves to you as a state-owned corporation dealing exclusively in light industrial products.我方很樂(lè)意向貴方做自我介紹，我方是專門經(jīng)營(yíng)輕工業(yè)產(chǎn)品的國(guó)有公司。2We are exporters of long-stan

56、ding and high reputation, engaged in exportation of the items.我方是聲譽(yù)卓著的出口商，致力于此種商品的出口。3We are specialized in handing the import of arts and crafts.我方專門經(jīng)營(yíng)手工藝品的進(jìn)口業(yè)務(wù)。商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade T

57、erms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectTrade Terms and Typical SentencesTrade Terms and Typical Sentences資信調(diào)查（資信調(diào)查（Credit investigation）1Before we grant credit of this amount, we should be obliged if you could let us have your opinion on their reputation and their

58、 credit standing.對(duì)此金額給予信貸之前，如貴方能讓我方了解一下他們的信譽(yù)和資信狀況，我方將不勝感激。2Messrs. J. Green & Co. Ltd. , have given us your name as reference. We should be glad if you would advise us whether they are of good reputation.格林公司將貴公司作為其證明人，請(qǐng)告知該公司的信譽(yù)是否良好。3This firm enjoys the fullest respect and unquestionable confid

59、ence in the business world.這家公司在商界贏得了最充分的尊重和完全的信任。4The mentioned firm is known to be heavily committed and have overrun their reserves. They are being pressed by several creditors and their position is precarious. Caution is advisable.據(jù)了解，所提及的公司犯了嚴(yán)重的錯(cuò)誤，而且過(guò)度利用了他們的儲(chǔ)備。一些債權(quán)人在催債，他們的狀況是很危急的。謹(jǐn)慎為好。5The abov

60、e information is given confidentially and without responsibility on our part.對(duì)以上情況請(qǐng)保守秘密，我方對(duì)此不負(fù)責(zé)任。商務(wù)英語(yǔ)函電Unit 2 Establishing Business RelationsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of Proje