國際商務函電第二章Unit02 Establishing Business Relations

UnitTwoEstablishingBusinessRelations

(建立貿(mào)易關(guān)系)ObjectivesIntroductionNewWords&Expressions

ExercisesKeystoExercisesObjectives

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)通過本章的學習，幫助學生掌握:

尋找潛在客戶的方法要求與對方建立貿(mào)易關(guān)系的書信的撰寫要求建立貿(mào)易關(guān)系的書信的回復IntroductionChannelsthroughwhichinformationcanbeobtained:

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)

ChamberofCommercebothathomeand abroadBanksTradedirectoriesofvariouscountriesand regions CommercialCounselor’sOffice ExhibitionandtradefairsIntroductionThreepointsusuallycontainedinlettersaimingatestablishingbusinessrelations:

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)

thesourceofinformation theintentionofwritingthisletter abriefintroductionofone’sowncompany, including:

thebusinessscope,credit standingorfinancialpositions,products andservicesthatcanbeprovided,etc.NewWords&Expressions1. prospectiveadj.潛在的可能的預期的 prospectivebuyers可能的買主prospectivebusinesspartners可能的貿(mào)易伙伴2.tradingpartner貿(mào)易伙伴orbusinesspartner

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)3.intendv.想要,打算后常接動詞不定式

e.g.Theyintendtoplaceanorderwithyou.

他們打算跟貴方訂貨。Weintendtoextendourbusinessactivities.

我們打算擴大我們的業(yè)務范圍。NewWords&Expressions4.enquirev.詢問e.g.Wewouldliketoenquirewhetheryoucansupplythefollowingitems.

我們想詢問一下，貴公司能否提供下列商品。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)enquireinto調(diào)查e.g.Thebuyerclaimedthatthegoodswere damagedintransit,butwemustenquireinto thismatterourselves.買方聲稱貨物在運輸過程中被損壞了，但是 我們必須親自調(diào)查這件事情。NewWords&Expressionsenquireabout詢問關(guān)于某事e.g.Theysentusaletter,enquiringabout themarketconditionhere.

他們給我們發(fā)來了一封信，詢問這里的市場狀況。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)enquireofsb.aboutsth.詢問某人某事e.g.Mr.Smithenquiredoftheexporteraboutthequalityoftheirgoods.史密斯先生詢問出口商他們的產(chǎn)品質(zhì)量如何。NewWords&Expressions

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)5. cataloguen.目錄

quotationn.報價，報價單

pricelistn.價目表NewWords&Expressions6. cooperationn.合作，協(xié)作

cooperatev.合作，協(xié)作e.g. Let’scooperatewitheachotherforour mutualbenefits.

為了我們雙方的利益，讓我們合作吧。 Ineedyourcooperationinthismatter.

在這件事情上，我需要你的合作。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)7.competitiveadj.競爭的，有競爭力的

e.g.Ifyourpricesarecompetitive,wewouldplaceanorderwithyou.

如果你們的價格有競爭力，我們就跟你們訂貨。NewWords&Expressions8.volumeadj.大量的e.g.volumeorders大宗訂單

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)NewWords&Expressions10.incompliancewith按照e.g. Incompliancewithyourrequest,weare sendingyouoursamplesbyair. 應你方要求，我們用航空郵件給你們寄去了 我們的樣品。 comply(v.)with按照，與…相符，遵守，滿 足9.enterintobusinessrelations建立貿(mào)易關(guān)系還可以用：setupopenupestablishbusinessrelationsorbuildupbusinessconnections

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)NewWords&Expressionse.g. Itisnecessaryforyoutocomplywithour packingrequirement.

你方必須滿足我們的包裝的要求。 Weregretthatwecannotcomplywithyour requestforadvancingshipmenttoMay.

很遺憾，我們不能滿足你方將裝貨期提前 到5月份的要求。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)NewWords&Expressions11.underseparatecover另函，用另外一封信

e.g. Wehavesentyouunderseparatecovera rangeofpamphletsforyourinformation. 我們另函給你們寄去了一系列的小冊子供 你們了解情況。12.takethisopportunityto…(后接動詞原型)利用這個機會做…還可以說takeadvantageofthisopportunityoravailourselvesofthisopportunity.e.g. Wetakethisopportunitytoexpressourgreat appreciationforyourcooperation. 借此機會，對于您的合作，我們深表感謝。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)NewWords&Expressions13.withaviewto著眼于，意…為目的，考慮到e.g.Weavailourselvesofthisopportunityto writethisletterwithaviewtoenteringinto businessrelationswithyou. 我們利用這個機會給你們寫信，目的就是 想跟你們建立貿(mào)易關(guān)系。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)NewWords&Expressions14.dealin從事，經(jīng)營=handlev.經(jīng)營

dealwith…跟…做生意e.g. Wehavedealtintheexportofwashing machinesforbouttenyears.

我們從事洗衣機出口已經(jīng)有很多年了。 Wehandletheimportandexportbusiness ofchemicalproducts.

我們經(jīng)營化工產(chǎn)品的進出口業(yè)務。 Wewishtodealwithyouinthisline.

我們希望在該行業(yè)與你們做生意。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)NewWords&Expressions15.airmailv.用航空郵件郵寄n.航空郵件e.g. Pleasesentusyourlatestcatalogueby airmail. =Pleaseairmailusyourlatestcatalogue.

請用航空郵件給我們寄來你們最新的目錄。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)

Exercise1

Exercise2

Exercise3

Exercise4

Exercise5

Exercise6ExercisesExercise1Translatethefollowingtermsandexpressions

A.IntoChinese:1.lookforwardto2.afavorablereply3.establishmentoftraderelations4.fulldetails5.itemsavailableforexportnow6.importandexport7.circularletter8.specificprice9.favorableprice10.Enclosedpleasefind

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise1Translatethefollowingtermsandexpressions

B.IntoEnglish:

1.建立貿(mào)易關(guān)系2.潛在的買主／客戶3.棉布4.經(jīng)營范圍5.早日6.概況7.種類繁多的8.價格單9.樣品本10.收到……后

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise2

Fillintheblankswithasuitablewordsorphrase:DearSirs,We(1)

fromtheChaseBank(大通銀行)thatyouareoneoftheleading

importersoftoolsandinstrumentsinyourarea.Wetakethe(2)

ofwritingthisletter

toyouto(3)ourwishesto

(4)

businessconnectionswithyou.

Ourcompany(5)intheexportoftoolsandinstrumentsformanyyears.Togiveyouageneral(6)ofourproducts,wehavesentyouourcatalogue(7)separatecover.Weshall(8)youwithfurtherinformationonyourspecific(9).Wearelookingforwardtoyourearly

(10).

Yoursfaithfully,

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise3TranslatethefollowingsentencesintoChinese:

1.Wearewillingtoenterintobusinessrelationswithyourcompany(公司)onthebasisofequalityandmutualbenefits.2.Wewritetointroduceourselvesasoneoftheleadingexportersofawiderangeofairconditioners(空調(diào)).3.InordertoexportourproductstoWesternEurope,wearewritingtoyoutoseekcooperationpossibilities(合作機會).4.Wehavealotofcolorsandsizestomeetdifferentneeds.5.Wehaveairmailedyousomeleafletsaboutourproducts.Ifyouareinterestedinanyoftheitems,pleaseletusknow.

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise3TranslatethefollowingsentencesintoChinese:

6.Withyearsofeffortswehaveenlargedourbusinessscopeandnowwedealinnearly100kindsofgoods.7.Ourmainbusinesscoverstheimportandexportofvariouslightindustrialproducts.8.Ifyourcorporationdoesnotimportthegoodsmentionedabove,pleasegivethislettertoafirmwhomaybeconcerned.9.Asanexporterofmotorbicycle,wewishtoexpressourdesiretotradewithyouinthisline.10.Togiveageneralideaofproducts,wearesendingyouseparatelyacataloguetogetherwiththreepamphletsforyourinformation.

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise4TranslatethefollowingsentencesintoEnglish:

1.茲介紹，本公司是一家人造珠寶（imitationjewelry）的出口公司，在這一行已有多年經(jīng)驗。2.你們上周寫給總部（theheadquarter）的信已轉(zhuǎn)交給我們公司，因該產(chǎn)品屬我們經(jīng)營。3.我們可供出口的輕工產(chǎn)品（lightindustrialproducts）種類繁多。4.很高興收到你方內(nèi)附插圖目錄的來信。5.我們盼望收到你們對于我們產(chǎn)品的具體要求。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise4TranslatethefollowingsentencesintoEnglish:

6.我們是一家信譽良好的私人公司（privatecompany），非常希望與你們建立貿(mào)易關(guān)系。7.經(jīng)理簡單地給我介紹了一下Johnson公司的情況，他們有可能成為我們的客戶。8.為了讓你們對表格中的產(chǎn)品有個大體了解，特隨附小冊子及最新的價格單各一份。9.當出口值超過進口值，被稱為貿(mào)易順差。10.我們的產(chǎn)品質(zhì)量（quality）上乘，價格優(yōu)惠。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise5TranslatethefollowingletterintoEnglish:

先生：我們從上周的中國日報（ChinaDaily）獲悉，貴方對絲綢服裝（silkclothes）感興趣。茲介紹本公司，是我地服裝行業(yè)最大的出口商。我們愿意與你方在平等互利的基礎上建立貿(mào)易關(guān)系。我們的真絲服裝采用高檔真絲面料，傳統(tǒng)工藝（traditionalworkmanship）加工而成?，F(xiàn)隨附一份插圖目錄及最新價格單供你方參考。如有意，請寄具體詢價。收到后，當即航寄報價及樣品。盼早復。商祺

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise6WriteanEnglishletterinaproperformbasedonthefollowinginformation:

WritealettertoFoothillEnterprisesTradeDevelopmentCo.Ltd.(P.O.Box22789TaizStreet,Sana’a,RepublicofYemen)tellingthem:1.youareintroducedbytheCommercialCounselor’sOfficeoftheirembassyinBeijing(駐北京的大使館商務參贊處);2.youwishtosetupbusinessrelationswiththem;3.themainscopeofyourbusinessisexportingchinaware(瓷器);4.samplesandcatalogueswillbesenttothemuponreceiptoftheirspecificinquiries.

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)KeystoExercises

Exercise1

Exercise2

Exercise3

Exercise4

Exercise5

Exercise6Exercise1Translatethefollowingtermsandexpressions

A.1.盼望……2.有利的答復,佳音3.貿(mào)易關(guān)系的建立4.詳細情況5.目前可供出口的產(chǎn)品6.進出口7.通函8.具體詢盤9.優(yōu)惠價格10.隨附……請查收

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise1Translatethefollowingtermsandexpressions

B.

1.establish/spectivebuyers/client3.cottonpiecegoods4.businessscope5.atanearlydate6.generalidea7.variouskindsof8.pricelist9.samplebooks10.uponreceiptof

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise2DearSirs,Wehavelearnt

fromtheChaseBank(大通銀行)thatyouareoneoftheleading

importersoftoolsandinstrumentsinyourarea.Wetaketheliberty

ofwritingthisletter

toyoutoexpress

ourwishesto

enter

into

businessconnectionswithyou.

Ourcompanyhas

specializedintheexportoftoolsandinstrumentsformanyyears.Togiveyouageneralideaofourproducts,wehavesentyouourcatalogueunderseparatecover.Weshallprovideyouwithfurtherinformationonyourspecificinquiry.Wearelookingforwardtoyourearly

reply.

Yoursfaithfully,

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise3TranslatethefollowingsentencesintoChinese:

1．我們愿意在平等互利的基礎上與你公司建立貿(mào)易關(guān)系。2．我們致函，介紹本公司是各種空調(diào)的最大的出口商之一。3．為了把我們的產(chǎn)品擴展到歐洲市場，我方致函貴方尋求合作機會。4．我們有各種各樣的顏色和尺寸，能滿足多種需求。5．我們已經(jīng)航空郵寄給貴方有關(guān)產(chǎn)品的（單頁）廣告單。如對某些感興趣，請告知。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise3TranslatethefollowingsentencesintoChinese:

6．經(jīng)過多年的努力，我們已經(jīng)拓展了業(yè)務范圍，目前我們經(jīng)營近百種產(chǎn)品。7．我們主要業(yè)務是多種輕工產(chǎn)品的進出口。8．萬一貴公司不進口上述產(chǎn)品，如能將此信轉(zhuǎn)給相關(guān)的公司，我們將非常感激。9．作為摩托車出口商，我們愿與貴方在這一行作些交易。10．為了讓你們大體了解我們的產(chǎn)品，另封寄上目錄一份以及三份小冊子供貴方參考。

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise4TranslatethefollowingsentencesintoEnglish:

1.Weareintroducingourselvesasanexporterofimitationjewelrywithyearsofexperiencesinthisline.2.Yourletteraddressedtoourheadofficelastweekhasbeengiventousbecausethearticleyoumentionedfallswithinourbusinessscope.3.Wehavevariouskindsoflightindustrialproductsavailableforexport.4.Wehavearegladtoreceiveyourletterenclosinganillustratedcatalogue.5.Welookforwardtoreceivingyourspecificrequirementsforourproducts.

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise4TranslatethefollowingsentencesintoEnglish:

6.Weareawellestablishedprivatecompanyanddesiretoestablishtraderelationswithyou.7.ThemanagergavemeabriefintroductiontoMessrsJohnson,whichisaprospectivecustomer.8.Inordertogiveyouageneralideaoftheitemsinthesheet,weareenclosingabrochureandalatestpricelist.9.Weconsideritasafavorablebalanceoftradewhenexportsexceedimports.10.Ourproductsaregoodinqualityandfavorableinprice.

說明:Messrs為plofMR

UnitTwoEstablishingBusinessRelations(建立貿(mào)易關(guān)系)Exercise5TranslatethefollowingletterintoEnglish:

DearSirs,WelearnfromChinaDailyoflastweekthatyouareinterestedinsilkclothes.Weintroduceourselvesasaleadingexporterhereinthelineofgarmentsandarewillingtosetup/establish/enterintobusinessrelationswithyouonthebasisofequalityandmutualbenefit.Oursilkclothesaremadeofhighqualitysilkmaterial