外貿(mào)函電第二版-Unit02建立業(yè)務(wù)關(guān)系

1、 目的：了解如何撰寫建立最初的業(yè)務(wù)關(guān)系的信函，目的：了解如何撰寫建立最初的業(yè)務(wù)關(guān)系的信函，同時如何對客戶的資信情況、經(jīng)營范圍進(jìn)行調(diào)查。同時如何對客戶的資信情況、經(jīng)營范圍進(jìn)行調(diào)查。 進(jìn)出口雙方可以通過以下渠道來相互了解：進(jìn)出口雙方可以通過以下渠道來相互了解：（1）銀行（）銀行（Bank）（2）商會（）商會（Chamber of Commerce）（3）商務(wù)參贊處（）商務(wù)參贊處（Commercial Counselors Offices）（4）交易會和展覽會）交易會和展覽會 （Export Commodities Fairs & Exhibitions）（5）廣告（）廣告（Advertisemen

2、t）（6）商業(yè)目錄（）商業(yè)目錄（Trade Directory）（7）其他渠道）其他渠道:網(wǎng)絡(luò)、代理商等網(wǎng)絡(luò)、代理商等4寫信要點（寫信要點（Writing Skills）n信息來源：信息來源：告訴對方我方是如何獲悉對方的地址和經(jīng)告訴對方我方是如何獲悉對方的地址和經(jīng)營范圍的。營范圍的。n寫信目的：寫信目的：表示我方有與對方建立業(yè)務(wù)關(guān)系和合作的表示我方有與對方建立業(yè)務(wù)關(guān)系和合作的強(qiáng)烈愿望。強(qiáng)烈愿望。n本公司概述：本公司概述：介紹本公司的性質(zhì)、基本業(yè)務(wù)情況和經(jīng)介紹本公司的性質(zhì)、基本業(yè)務(wù)情況和經(jīng)營范圍。營范圍。n產(chǎn)品介紹：產(chǎn)品介紹：說明希望推銷或購買的產(chǎn)品。說明希望推銷或購買的產(chǎn)品。n必要時可向?qū)Ψ教?/p>

3、供資信證明人，以便對方了解我方必要時可向?qū)Ψ教峁┵Y信證明人，以便對方了解我方的資信情況。的資信情況。n要求寄送有關(guān)資料和表達(dá)愿望：要求寄送有關(guān)資料和表達(dá)愿望：附寄公司簡介、商品附寄公司簡介、商品目錄、價目表和小冊子等，以便對方全面了解我方信目錄、價目表和小冊子等，以便對方全面了解我方信息。息。建立業(yè)務(wù)關(guān)系信函的寫作步驟及常見表達(dá)方式：建立業(yè)務(wù)關(guān)系信函的寫作步驟及常見表達(dá)方式：寫作步驟寫作步驟 表達(dá)方式表達(dá)方式 （1）說明）說明信息來源信息來源（告知對（告知對方你從何方你從何種渠道得種渠道得知對方公知對方公司的情況）司的情況） Your company has been kindly intro

4、duced to us by（貴公司由（貴公司由介紹給我們。）介紹給我們。） We learn through/fromthat（我們通過（我們通過得知得知。）。） On the recommendation of （由（由推推薦薦）6Useful expressions and sentences 1、信息來源：我們從、信息來源：我們從得知；通過得知；通過我我們了解到們了解到(1) Your firm has been kindly recommended to us through the courtesy of the Chamber of Commerce . 承蒙貴國商會的介紹，我公

5、司得知貴公司承蒙貴國商會的介紹，我公司得知貴公司的情況。的情況。7 (2) We have obtained your name and address by the Commercial Counselors Office of the Indian Embassy in Beijing and understand that you would like to establish a business relation with us. 我們從印度駐北京大使館商務(wù)參贊處得知貴公我們從印度駐北京大使館商務(wù)參贊處得知貴公司的名稱和地址，并獲悉貴公司愿同我們建立業(yè)司的名稱和地址，并獲悉貴公司愿同

6、我們建立業(yè)務(wù)關(guān)系。務(wù)關(guān)系。8 (3) We learn your company from the Internet that you are one of the leading manufactures in this line. 我們從網(wǎng)上了解到貴公司是這一行業(yè)的主要生產(chǎn)我們從網(wǎng)上了解到貴公司是這一行業(yè)的主要生產(chǎn)商之一。商之一。(4) Having had /obtained the name and address of your company from ABC trading Company ,we know that you deal in textiles.通過通過ABC貿(mào)易公

7、司的介紹，我們得知貴公司的名貿(mào)易公司的介紹，我們得知貴公司的名稱和地址，并獲悉你方經(jīng)營紡織品。稱和地址，并獲悉你方經(jīng)營紡織品。9deal inn買賣，經(jīng)營；買賣，經(jīng)營； 經(jīng)售；經(jīng)售； 經(jīng)銷經(jīng)銷 nThat shop deals in mens clothing. n那家商店經(jīng)營男士服裝。那家商店經(jīng)營男士服裝。 nThe shares of that company have not been dealt in for some time. n那家公司的股票有好些日子沒有經(jīng)營了。那家公司的股票有好些日子沒有經(jīng)營了。（2）對）對你的公司你的公司做簡單的做簡單的介紹（例介紹（例如公司的如公司的業(yè)務(wù)范

8、圍業(yè)務(wù)范圍等）等） We wish to introduce ourselves to you as a （我們把自己作為（我們把自己作為介紹給你們。）介紹給你們。） Our lines are mainly（我們主要從事（我們主要從事。）。） fall within our business activities.（屬屬于我們的經(jīng)營范圍。）于我們的經(jīng)營范圍。） fall within 應(yīng)列入應(yīng)列入范圍內(nèi)范圍內(nèi) Articles of this kind fall within the scope of our business activities. 此類商品在我方經(jīng)營范圍之內(nèi)。此類商品在我

9、方經(jīng)營范圍之內(nèi)。 11 2、自我介紹、自我介紹.(公司經(jīng)營管理范圍等公司經(jīng)營管理范圍等)(1) We have the pleasure of introducing ourselves to you as one of the leading importers in the chemical line. 我們有幸自薦，我們是經(jīng)營化學(xué)產(chǎn)品的主要進(jìn)口商之一。我們有幸自薦，我們是經(jīng)營化學(xué)產(chǎn)品的主要進(jìn)口商之一。 (2) We are a stated-owned corporation, engaged in exportation of following articles. 我們是一家國有企業(yè)

10、，經(jīng)營以下商品的出口業(yè)務(wù)我們是一家國有企業(yè)，經(jīng)營以下商品的出口業(yè)務(wù) (3) We are given to understand that you are potential buyers of Chinese Green Tea, which falls in the scope of our business activities. 據(jù)了解，貴公司是中國綠茶的潛在買主，而中國綠茶正屬據(jù)了解，貴公司是中國綠茶的潛在買主，而中國綠茶正屬于我們的經(jīng)營范圍。于我們的經(jīng)營范圍。 (4) This corporation handles/deals/specializes in the import

11、and export business of Chinese Silk Goods. 本本公司經(jīng)營公司經(jīng)營/專營中國絲織品的進(jìn)出口業(yè)務(wù)。專營中國絲織品的進(jìn)出口業(yè)務(wù)。12(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country.現(xiàn)函告：我公司為食品大經(jīng)銷商，在國內(nèi)現(xiàn)函告：我公司為食品大經(jīng)銷商，在國內(nèi)擁有大批客戶。擁有大批客戶。（3）表）表達(dá)寫信目達(dá)寫信目的的 We are willing to enter into business re

12、lations with you.（我們愿意和貴方建立業(yè)務(wù)（我們愿意和貴方建立業(yè)務(wù)關(guān)系。）關(guān)系。） We express our desire to （我方愿意（我方愿意。）。） We are now writing you for （我們現(xiàn)寫信愿（我們現(xiàn)寫信愿意意。）。）We are desirous of （我方愿意（我方愿意。）。）143、寫信的目的：建立業(yè)務(wù)關(guān)系、寫信的目的：建立業(yè)務(wù)關(guān)系(1) We are writing to you in the hope of entering into business relations with you. 茲寫信給貴方希望建立業(yè)務(wù)關(guān)系。茲寫

13、信給貴方希望建立業(yè)務(wù)關(guān)系。(2) We are writing to you and willing to open up a business relation with you. 茲寫信給貴公司以期與貴公司建立業(yè)務(wù)聯(lián)茲寫信給貴公司以期與貴公司建立業(yè)務(wù)聯(lián)系。系。(3) We would like to take this opportunity to establish business relations with you. 我們愿借此機(jī)會與貴公司建立業(yè)務(wù)聯(lián)系。我們愿借此機(jī)會與貴公司建立業(yè)務(wù)聯(lián)系。（4）表）表達(dá)與對方達(dá)與對方合作及早合作及早日收到回日收到回復(fù)的愿望復(fù)的愿望 We look

14、forward to receiving（希望早日收（希望早日收到到。）。）Hope to receive （希望收到（希望收到。）。） Your early reply is appreciated.（盼早復(fù)。）（盼早復(fù)。） We are anticipating your answer.（盼早復(fù)。）（盼早復(fù)。）Anticipate 預(yù)感；預(yù)感； 預(yù)見；預(yù)見； 預(yù)料；預(yù)料； 先于先于行動行動 165：要求寄送：要求寄送/主動寄送有關(guān)資料主動寄送有關(guān)資料(1) Please send us your catalogue and quotations. 請給我們寄你公司的商品目錄和價目單請給我們

15、寄你公司的商品目錄和價目單.(2) We have airmailed samples of our new articles for your reference under separate cover. 我們另航空郵寄新品種的樣品供你方參考。我們另航空郵寄新品種的樣品供你方參考。(3) We would appreciate it if you could send us an up-to- date price list for your electric products. 你們?nèi)裟芗膩硪环蓦娮赢a(chǎn)品的最新價目表，我們你們?nèi)裟芗膩硪环蓦娮赢a(chǎn)品的最新價目表，我們將非常感謝。將非常感謝。1

16、7(4)We shall appreciate your catalogues and quotations.如能寄你公司的商品目錄和價目單當(dāng)十分如能寄你公司的商品目錄和價目單當(dāng)十分感謝。感謝。(5)Well be pleased to have your catalogues and quotations.我們將非常樂意收到你公司的商品目錄和我們將非常樂意收到你公司的商品目錄和價目單。價目單。18enclosev. 把把封上，隨函附寄封上，隨函附寄We enclose a copy of our quotation.Enclosed please find our Sales Confirm

17、ation .enclosure: n. 附件，裝入物附件，裝入物The envelope contains a check for USD300 as an enclosure.回復(fù)建立業(yè)務(wù)關(guān)系信函的寫作步驟及常見表達(dá)方式：回復(fù)建立業(yè)務(wù)關(guān)系信函的寫作步驟及常見表達(dá)方式：寫作步驟寫作步驟 表達(dá)方式表達(dá)方式 （1）感）感謝對方對謝對方對你公司的你公司的興趣興趣 Thank you for （感謝你方（感謝你方。）。） Thank you for your interest in （感謝你們（感謝你們對對的興趣。）的興趣。） We have received （我們已收到貴方（我們已收到貴方。）。

18、） Your letter of August 8 has been received with thanks.（感謝貴方（感謝貴方8月月8日的來信。）日的來信。） （2）表）表示對對方示對對方建立業(yè)務(wù)建立業(yè)務(wù)關(guān)系意愿關(guān)系意愿的興趣的興趣 Your wish of establishing business relations coincides with ours.（你們建立業(yè)務(wù)關(guān)系的愿望（你們建立業(yè)務(wù)關(guān)系的愿望和我們不謀而合。）和我們不謀而合。） This is also our desire.（這也是我們的愿望。）（這也是我們的愿望。）We shall be very glad to e

19、nter into business relations with you.（我們將非常高興與你們建立（我們將非常高興與你們建立業(yè)務(wù)關(guān)系。）業(yè)務(wù)關(guān)系。）（3）表）表示采取進(jìn)示采取進(jìn)一步的行一步的行動動 We are sending you our catalogue and pricelist（我們將給你方寄去我們的目錄和價（我們將給你方寄去我們的目錄和價格表。）格表。） We shall be glad to have your specific inquiry.（我們將很高興得到你方的具體價。）（我們將很高興得到你方的具體價。） Dear Mr. Peng, Your companys n

20、ame has been given to us by the Bank of China, Shanghai Branch. We wish to buy quality 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 and saucer. Also, please enclose1 your

21、pricelist and all suitable illustrations. We await your early reply.Sincerely yours, Fred Jackson Dear Mr. Jackson, We have received your letter with thanks. We are glad to inform you that we can supply quality tea and coffee cups and saucers2 of different shapes fully decorated with flowers or othe

22、r designs. We are confident that our products will meet the requirements of the market. Enclosed please find a catalogue and pricelist of the products you require. We are sending you by mail the samples you need. Waiting for your order. Sincerely yours, Xianjin Penginformv. 通知，告訴通知，告訴We shall inform

23、 you of the name of the company.He is kept informed of the fluctuations of the rm sb of sth 通知某人某事通知某人某事Information: n. 信息，資料，情報信息，資料，情報We are grateful to you for all your information on the recent development in your market.For fuller information please contact our branch in Hong Kong.me

24、et the requirementmeet requirement ofmeet ones requirement Dear Mr. Leeds, We have obtained your address from Internet and are now writing to you for the establishment of business relations. We are very well connected with3 all the major dealers here of light industrial products, and feel sure4 we c

25、an sell large quantities of Chinese goods if we get your offers at competitive prices. Please let us have all necessary information concerning your products for export. Yours faithfully, Ping Wang Dear Mr. Wang, We thank you for your letter and shall be pleased to enter into business relations with

26、you. As requested5, we are sending you by another mail our latest catalogues and pricelists6 of our exports. If you find business possible, please write to us. Sincerely yours, John Leeds Dear Sir or Madam, We thank you for your cooperation for our business. Now we are keenly desirous of enlarging o

27、ur trade in various agricultural products, but unfortunately have had no good connections in the southern part of Russia. Therefore, we shall be obliged if you will kindly introduce us to some of the most capable and reliable importers in the district who are interested in these lines of goods. Your

28、 favorable information will be appreciated. Yours faithfully, Leon Allenn be desirous of sth. 想要某物想要某物 n be desirous of doing sth. 渴望做某事渴望做某事 n be desirous to do sth. 渴望做某某事渴望做某某事 n Mary be desirous of changing her job. 瑪麗渴望瑪麗渴望更換她的工作。更換她的工作。n He is the last person to be desirous of fame. 他他是最不愿意出名的

29、人。是最不愿意出名的人。n enlarge on/upon 詳述，細(xì)說詳述，細(xì)說n I would like to enlarge on this topic. n 我想就這一主題進(jìn)行詳述。我想就這一主題進(jìn)行詳述。 n enlarge on 進(jìn)一步詳細(xì)論述進(jìn)一步詳細(xì)論述(問題等問題等) n I need not enlarge on this matter; you all know my views. n 關(guān)于此事我不必詳述關(guān)于此事我不必詳述, 你們都知道我的意見。你們都知道我的意見。 linen. 行業(yè)，生意，（商品的）種類，航線，短函行業(yè)，生意，（商品的）種類，航線，短函line of

30、business 業(yè)務(wù)范圍業(yè)務(wù)范圍in line with 相一致相一致out of line 與與.不相符合不相符合Full line 經(jīng)營各種貨物經(jīng)營各種貨物Best line 高級品高級品 Dear Mr. Allen, Referring7 to your letter, we are pleased to introduce to you the following firms: （1）The ABC Corp.,（Address:） （2）Messrs. Wolf & Green Co.,（Address） （3）The Pacific Co.,（Address） We hope

31、this information will prove useful to you. Yours faithfully, Mark GrangerRefer to1. 提及；涉及，談到，提到；關(guān)系到提及；涉及，談到，提到；關(guān)系到 wDont refer to the matter again. 不要再提這件事了。不要再提這件事了。 2. 暗指暗指 wDoes your remark refer to all of us? 你的評論是針對你的評論是針對我們所有的人的嗎我們所有的人的嗎? 3. 有關(guān)有關(guān), 針對針對 wThe new law does not refer to land used

32、for farming. w那條新法律并不涉及耕種用地。那條新法律并不涉及耕種用地。 4. 提交提交作處理作處理決定決定 wHe referred the case to the High Court. w他把案子提交給高級法庭處理。他把案子提交給高級法庭處理。5. 查閱查閱; 參考參考 w Refer to the dictionary when you dont know how to spell a word. w 當(dāng)你不知道怎么拼寫一個詞時當(dāng)你不知道怎么拼寫一個詞時, 查閱一下詞典。查閱一下詞典。 6. (把把)歸因歸因功功于于 w Some people refer all the

33、troubles to bad luck instead of lack of ability. w 有些人把自己所有的苦惱都?xì)w咎于運(yùn)氣不佳有些人把自己所有的苦惱都?xì)w咎于運(yùn)氣不佳, 而不認(rèn)為是缺乏能而不認(rèn)為是缺乏能力。力。 7. 向向求助求助 w He referred to me for information. w 他向我打聽消息。他向我打聽消息。 8. 指指而言而言(as) w All his classmates referred to him as “Blackbeard.” w 他的同學(xué)都稱他為他的同學(xué)都稱他為“黑胡子黑胡子”。 Dear Mr. Kevin, We have ob

34、tained your name and address from Aristo Shoes, Milan, and we are writing to enquire8 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 range9 and would appreciate your catalogues and quotations. If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. Truly yours, Per Anderson Dear Per, Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your