商務(wù)英語函電chapter-2

Chapter2

EstablishingBusinessRelationsBusinessknowledgeTheStudyofLetters

Case1

Case2

Case3

Case4

Case5ExercisesStructureBusinessKnowledge(1)Banks(2)ChambersofCommercebothathomeandabroad(國內(nèi)外商會)(3)TradeDirectory（貿(mào)易名錄）(4)ChineseCommercialCounselor‘sOfficeinforeigncountries(中國駐國外商務(wù)參贊處)ChannelsforObtainingInformationAboutaNewFirm

ChannelsforObtainingInformationAboutaNewFirm(5)Advertisementsinnewspaperorperiodicals(6)Theintroductionfromhisbusinessconnections/Recommendationbyothers,suchashissubsidiaries(子公司)orbranches,agentsabroad(7)ThemarketsurveyChannelsforObtainingInformationAboutaNewFirm(8)Visitabroadbytradedelegationsandgroups(9)Attendanceattheexportcommoditiesfairs(10)InternetTheChineseExportCommoditiesFairTheChineseExportCommoditiesFairTheChineseExportCommoditiesFairlettersaimingatestablishingbusiness

relationsThesourceofinformation(howyoulearnedofthiscompany);Briefintroductiontoyourowncompany(linesofyourbusiness,little“advertising”onyourproductsorservice);lettersaimingatestablishingbusinessrelations3.Theintentionofwritingtheletter.4.Expressingtheexpectationofcooperationandearlyreply（表達(dá)與對方合作和早日收到回復(fù)的愿望）.Case1寧波興隆公司于1990年成立，主要從事電動玩具的生產(chǎn)與出口，想與澳大利亞悉尼約翰·史密斯公司建立業(yè)務(wù)關(guān)系，隨函寄宣傳冊一本。從事電動玩具的生產(chǎn)與出口建立業(yè)務(wù)關(guān)系隨函寄宣傳冊一本KeypointsUsefulExpressionselectronictoysprospectivebuyerfallwithinourbusinesslinebusinessrelations5.businessscope6.concludebusiness7.uponreceiptof電動玩具預(yù)期的（可能的）買主屬于我們的經(jīng)營范圍業(yè)務(wù)關(guān)系經(jīng)營范圍達(dá)成交易收到UsefulExpressions8.goodsavailable9.brochure10.makeaquotation11.submitaquotation12.state-ownedcorporation13.privatecompany可供商品小冊子報(bào)價(jià)提交報(bào)價(jià)國有企業(yè)私營企業(yè)UsefulSentences1.Thisarticlesfallwithinourbusinessline.2.Weareenclosingoursalescontractintwocopies.3.Enclosedpleasefindtwocopiesofoursalescontract.4.Enclosedaretwocopiesofourprice-lists.5.Pleasequoteusyourlowestprice.6.OurcompanyisaprospectivebuyerofChineseelectronictoys.NingboXinglongCo.,Ltd.120XingningRoad,Ningbo315000,ChinaJuly28,2005Messrs.JohnSmith&Co.180EdwardsStreetSydney1000,AustraliaDearSirs,YourcompanyhasbeenrecommendedtousbyMessrs.Willington&Co.,Sydney,Australia,asaprospectivebuyerofChineseelectronictoys.Asthisitemfallswithinthebusinessscopeofourcompany,wearepleasedtoenterintobusinessrelationswithyou

atanearlydate.

LetterOneLetterOneTogiveyouageneralideaofvariouskindsofelectronictoysnowavailableforexport,weencloseabrochure.Quotationswillfollowuponreceiptofyourspecificenquiry.

Welookforwardtohearingfromyousoon.

Yoursfaithfully,

WangXiaoqiangNotestoLetterOneYourcompanyhasbeenrecommendedtousbyMessrs.Willington&Co.Ltd.,asaprospectivebuyerofChineseelectronictoys.威靈頓有限公司已將貴公司作為中國電動玩具的預(yù)期買主介紹給我們。1）hasbeenrecommendedtous是被動語態(tài)結(jié)構(gòu)，意為“被介紹給我們”。2）“由某處得知某人的姓名和地址”的英文表述方式如下：Nextpage

learn/know/obtain/noteone’snameandaddressfromoweone’snameandaddresstothroughthecourtesyofontherecommendationofberecommended/introduced/giventosb.byNotestoLetterOne2.TheuseofMessrs(a)courtesytitle(b)usedonlyinthecaseofafirmnamedafteroneormorepersonsNotestoLetterOneNextpageItisnotusedinanyofthefollowingcases:Whenanindividualisaddressed(寫給個(gè)人的信)(b)Whenthetitleisimpersonal(非人稱行號)(c)Whenacourtesytitleisalreadyincluded（禮節(jié)尊稱已經(jīng)包括在公司行號名稱之中）(d)Whenthetitlebeginswiththe(以冠詞the開頭的行名）NotestoLetterOne3.andCompany（公司名稱中的）其他關(guān)系人；公司股東e.g.:RobinsonandCompany羅賓遜公司4.fall(lie/tobe)withinthebusinessscopeof/fallwithinthebusinesslineof/fallwithinthescopeofone’sbusinessactivities/comeunderthebusinessscopeof..屬于…的經(jīng)營范圍NotestoLetterOne5.enterintobusinessrelationswith/establish/build/setupbusinessrelations與…建立業(yè)務(wù)關(guān)系enterinto:startupon,begintotakepartinNotestoLetterOne6.giveyouageneralidea概要向你介紹一下makeyouabriefof…,toacquaintyouwithdetailedinformation,fulldetails詳細(xì)情況7.availableforexport:readyforexport可供出口的available:obtainableNotestoLetterOne8.enclose附上toenclose(orundercover)隨函附上toencloseunderseparatecover另函附上9.quotation報(bào)價(jià)make/send/give~~sheet報(bào)價(jià)單NotestoLetterOne10.on[upon]receiptof一….收到,接收Uponreceiptofyourinstructions,wewillsendthegoods.一收到你方裝運(yùn)指示后,我們即發(fā)貨。beinreceiptof已收到...11.specificenquiry具體詢盤NotestoLetterOneTowhichofthefollowingtitleswouldyouaddMessrs?J.B.Peterson&Co.TheAsianTradingCo.,Ltd.UniversalMachineCompanyIndustrialSuppliersCo.,Ltd.TheExportManagerWalker&PeltzLtd.Exercise上海飛躍進(jìn)出口公司多年來從事塑料玩具的進(jìn)口。得知澳大利亞悉尼大衛(wèi)·米勒公司主要從事該產(chǎn)品的出口。他們希望建立正常的貿(mào)易關(guān)系，飛躍公司希望出口方能提供產(chǎn)品目錄和報(bào)價(jià)。從事塑料玩具的進(jìn)口建立貿(mào)易關(guān)系提供產(chǎn)品目錄和報(bào)價(jià)Case2Keypoints1.

plastictoys2.obtainyournameandaddress3.inthehopeof4.inhopesof5.hopingthat6.inline7.lookforwardto塑料玩具獲知貴公司的名稱和地址希望希望希望與（現(xiàn)行價(jià)格）一致期盼UsefulExpressions1.Theyareleadingexportersofplastictoys.2.Wearewritingtoyouinthehopeofexportingplastictoystoyou.3.Wearesendingoutsamplesinhopesofgainingcomments.UsefulSentences4.Wearewritingtointroduceourselves,hopingtoopenupbusinessrelationswithyourfirm.5.Wearelookingforwardtoyourearlyvisit.6.Wewishtoobtainfirst-handinformationaboutyourmarket.UsefulSentencesShanghaiFeiyueExport&ImportCo.,Ltd.280NanjingRoad,Shanghai200001,ChinaOctober18,2005Messrs.DavidMiller&Sons36KentStreetSydney1000AustraliaDearSirs,HavingobtainedyournameandaddressfromMessrs.Anderson&Co.,Australia,wearewritingtoyouinthehopeofestablishingbusinessrelationsbetweenus.LetterTwoLetterTwoWehavebeenanimporterofplastictoysformanyyears.Atpresent,weareinterestedinvariouskindsofAustralianplastictoys,andwewouldappreciate

yourcataloguesandquotations.Wetrustthatimportantbusinesscanbematerializedifyourpricesareinline.Wearelookingforwardtoreceivingyourearlyreply.Yoursfaithfully,ZhangJunqiangappreciate:感激(Wethankyouforyourletter,forthesamples,yourhelp,yourcooperation,etc.)(1)+nounWehighlyappreciateyourkindcooperation.NotestoLetterTwoNextpage(2)+it,ifclauseWeshallappreciateitifyouwouldsendusabrochureandtwosamplebooksbyairimmediately.Itwouldbeappreciated,ifyouwouldsendusabrochureandtwosamplebooksbyairimmediately.NotestoLetterTwoNextpage(3)appreciateone’sdoingsth.Weshallappreciateyoursendingus…NotestoLetterTwo2.Wetrustthatimportantbusinesscanbematerializedifyourpricesareinline.如果貴公司的價(jià)格合適，我們相信能做成大生意?！芭c……一致，與……相符”的英語表達(dá)方式如下：

beinlinewithbeinagreementwithNotestoLetterTwoNextpage

beinconformitywithbeincompliancewithbeinaccordancewithconformtosth.“大生意”翻譯時(shí)用important，還可以用substantial。NotestoLetterTwoBack

Fillintheblanks:We

youbyairmailacompletelist

textileswe

.2.Electricgoods

withinourscopeof

business

.

receiptofyour

enquiry,weshallairmailyouimmediatelyour

sheet.Wearelooking

toyour

reply.Weare

ofthelargestexportersofelectricgoodsinthis

.Send/aresendingfallspecificexportactivitiesUponquotationforwardearlyonearea/region/city/lineofExercise寧波東方進(jìn)出口公司很愿意與美國洛杉磯詹姆斯·史密斯公司就益智玩具出口建立業(yè)務(wù)關(guān)系。出口方愿意寄上目錄一本和小冊子一套。益智玩具出口建立業(yè)務(wù)關(guān)系寄上目錄一本和小冊子一套Case3Keypoints1.intelligencetoys2.withreferenceto3.foryourreference4.inthelineof5.incompliancewith6.furnishsb.withsth.益智玩具

關(guān)于供你參考在……行業(yè)按照提供UsefulExpressions7.anenquiryforsth.8.sendanenquirysheet9.enquirefor10.enquireofsb.aboutsth.11.forwardpackage12.forwardsamples詢價(jià)寄出詢價(jià)單詢問就某事向某人詢問寄出包裹寄出樣品UsefulExpressions1.Thegoodsyouenquireforareoutofthestocknow.2.Thebuyerenquiredoftheselleraboutthequalityofthisnewproduct.3.Wehavebeeninthelineoftoysformorethanthirtyyears.UsefulSentences4.Referencematerialswillbefurnishedunderseparatecover.5.Severalcopiesofoursalesliteraturehavebeenforwardedtoyoutoday.6.Incompliancewithyourwishes,wearesendingyousomesamplesofsofttoys.UsefulSentences

NingboOrientalExport&ImportCo.,Ltd.218BaizhangRoad,Ningbo315000,ChinaNovember8,2005Messrs.JamesSmith&Co.23GranvilleCourtLosAngeles905001U.S.A.DearSir,

WithreferencetoyourletterofOctober18,2005,weareverygladtolearnthatyouwishtoenterintotraderelationswithourcompanyintheline

ofintelligencetoys.

LetterThreeLetterThreeIncompliancewithyourrequest,wearesendingyoubyairacataloguetogetherwitharangeofpamphlets

foryourreference.

Pleaseletushaveyourspecificenquiry,ifanyoftheitemslistedinthecataloguemeetsyourinterest,andourquotationwillbeforwarded

withoutanydelay.

LetterThreeInthemeantime,youarerequestedtofurnishuswith

thenameofyourbankpriorto

theconclusionof

thefirsttransactionbetweenus.Yoursfaithfully,ManagerWithreferenceto:about關(guān)于withoutreferenceto:irrespectiveof,havingnoconnectionwithSeeP262.enterintotraderelations:establishbusinessrelationsenterinto:startupon,begintotakepartinNotestoLetterThreeBack3.line:business(行業(yè))Wehavebeeninthechemicallineforovertenyears.我們經(jīng)營化工產(chǎn)品已有十年歷史。4.incompliancewith:inaccordancewith根據(jù)

Asperyourrequestasrequestedbyyouatyourrequest

NotestoLetterThreeBack5.arangeof:seriesof一套/一些（表示系列產(chǎn)品）6.pamphlet:小冊子

booklet/brochure7.foryourreference(FYR):foryourinformation(FYI)8.item:指目錄中或前面提到的商品

NotestoLetterThree9.forward:sendaletterafterapersontoanewaddress轉(zhuǎn)遞10.furnishsb.withsth.:provideorsupplysb.withsth.furnishsth.tosb.11.priorto:before12.concludeatransaction：做成一筆生意NotestoLetterThree寧波興達(dá)玩具進(jìn)口公司很愿意與日本東京諾達(dá)有限公司就毛絨玩具進(jìn)口建立業(yè)務(wù)關(guān)系。進(jìn)口方希望出口方寄上一些樣品和一份價(jià)目單。毛絨玩具進(jìn)口建立業(yè)務(wù)關(guān)系寄上一些樣品和一份價(jià)目單Case4Keypoints1.stafftoys2.establishafirm3.establishbusinessrelations4.establishment毛絨玩具建立公司建立業(yè)務(wù)關(guān)系建立,公司UsefulExpressions5.astrongdemandfor6.jointefforts7.togetherwith對……需求量大共同努力連同，和UsefulExpressions1.Thatestablishmentwasfounded50yearsago.2.Iwillappreciateitifyoupaypromptattentiontoit.3.Itwillbeverymuchappreciatedifyouwillagreetoshowussomeofyourproducts.UsefulSentences4.Therehasbeenalargedemandforstafftoysrecently.5.YourletterofMarch6,togetherwitheachcopyofcatalogueandpricelist,hasbeenreceived.6.Theimporterdrewasampleofthetoybear.UsefulSentencesNingboXingdaToyImportCo.,Ltd.288JiangbeiRoad,Ningbo320001,ChinaDecember9,2005PaulTunkisExecutiveVice-presidentMessrs.Noda&Co.,Ltd.Ginza,Tokyo197-0804JapanDearMr.Tunkis,

WearetheimporterofJapanesestafftoysinNingbo.NowthereisastrongdemandherefordifferentkindsofstaffLetterFourLetterFourtoys,andthereforewewritetoyouinthehopeofestablishingmutuallybeneficialbusinessrelationswithyou.Itwillbegreatlyappreciatedifyoucouldsendussamplesofstafftoysavailabletogetherwithaprice-list,givingdetailsofpacking,grossandnetweight,etc.Thus,wecanhaveabetterunderstandingofyourproducts.

LetterFourWeareanticipatingyourearlyreplyandtrustthat,throughjointefforts,weareabletodobusinesstogetherinthenearfuture.

Yoursfaithfully,ChengBingastrongdemandfor:對……需求量大strongdemand大量的需求其它表示“大量的需求”的表達(dá)方式有：tobeinheavydemandfor…/tobeinbriskdemandfor…/tobeinlargedemandfor…/tobeingreatdemandfor…不同的需求表達(dá)方式：穩(wěn)定的需求steadydemand增長的需求growingdemand潛在的需求latentdemand過多的需求overfulldemandNotestoLetterFour2.…andthereforewewritetoyouinthehopeofestablishingmutuallybeneficialbusinessrelationswithyou.…所以我們來信希望與貴公司建立互利的貿(mào)易關(guān)系?；ダ簃utualbenefit平等互利：equalityandmutualbenefitNotestoLetterFour3.pricelist價(jià)格單

quotationsheet報(bào)價(jià)單4.grossweight毛重netweight凈重tareweight皮重NotestoLetterFour5.anticipatev.期望，期待e.g.Weanticipatehearingfromyouagain.我們期待再收到貴公司的來信。Weanticipateyourfavorablereplytothismatter.我們期待貴公司對此事的有利答復(fù)。NotestoLetterFourWearegiventounderstandthat你公司有意在平等互利的基礎(chǔ)上與我公司建立業(yè)務(wù)關(guān)系。2.Wearedesirousof獲得你方最近可供出口的商品目錄本。3.Asyouknow,許多外國商人渴望和我們進(jìn)行貿(mào)易4.Weareappreciativeof你公司愿望到廣交會來談判業(yè)務(wù)。5.Wehopeyoucanprovideuswith中國天津制造的足球20個(gè)。CompletethefollowingsentencesinEnglishExercise1.WearegiventounderstandthatYouintendtoestablishbusinessrelationswithusonthebasisofequalityandmutualbenefit.2.WearedesirousofObtainingyourlatestcatalogueofgoodsnowavailableforexport.3.Asyouknow,Manyforeignmerchantsaredesirousoftradingwithus.4.WeareappreciativeofYourwillingnesstonegotiatebusinessinGuangzhouFair.5.Wehopeyoucanprovideuswith20photosoffootballsmadeinTianjing,China.TheKey杭州永生公司一直從事填充玩具批發(fā)零售業(yè)務(wù)，現(xiàn)由于經(jīng)營方面的變化，本公司在銷售方面的政策也發(fā)生了變化。本公司欲與美國休斯頓外貿(mào)出口公司建立業(yè)務(wù)關(guān)系，也愿意以收取傭金為條件充當(dāng)出口方在中國的獨(dú)家采購代理。填充玩具批發(fā)零售銷售政策變化建立業(yè)務(wù)關(guān)系以收取傭金為條件充當(dāng)獨(dú)家采購代理Case5Keypoints1.stuffedtoy2.various3.avarietyof4.domesticmarket5.withregardto6.exclusiveagent填充玩具多種多樣的多種多樣國內(nèi)市場關(guān)于獨(dú)家代理UsefulExpressions1.Theysellstuffedtoystothehomemarket,buttheydon’texport.2.Pleaseletusknowifyouareinterestedinanyofourdesignedtoys.3.Wehavenothingtosaywithregardtoyourcreditstatus.UsefulSentences4.Wouldyouliketobetheexclusiveagentofourguntoysinyourregion?5.Wehaveavarietyofvinyltoysforyoutochoosefrom.6.Weawaithearingfromyousoon.UsefulSentencesHangzhouYongshengCo.,Ltd.158WulinRoad,Hangzhou310000,ChinaJanuary28,2007HoustonForeignTrade&ExportCo.,Ltd.ShellBuildingHouston77041U.S.A.DearSir,YournameandaddresshavebeenobtainedfromChinaChamberofCommerce,whichstatesthatyou

LetterFiveLetterFiveareinterestedinformingimportandexportrelationsforvariouscommoditiesandproducts.

Ifyouhavenotyetestablisheddefiniterelationshere,wewouldliketohaveyourconsideration.Ourfirmwasoriginallyestablishedasadistributorofstuffedtoysforthedomesticmarket,andchangeshavebeenmadeinthefirm’ssalespolicyrecently.LetterFiveThankstomanyyears’experienceinforeigntrade,weareinterestedinbuildingsuitableandlastingtradingrelationsallovertheworld.Ourlongdirectrelationswithmanufacturersallowustobethemostcompetitiveinmanylines,especiallythestuffedtoys.

LetterFiveWelookforwardtoreceivingyouropinions,requirementsandsuggestionsaboutourfuturecooperationbasedonmutualbenefits.Inaddition,wearealsoinapositiontoactasyourexclusive

purchasing

agentinChinaonacommissionbasis.Wenowawaityourearlyreplywithinterest.

Yoursfaithfully,WangGuozhong1.chamberofcommerce:anassociationofbusinesspersonsandmerchantsforthepromotionofcommercialinterestsinthecommunity.商人或?qū)崢I(yè)家為增加本社區(qū)商業(yè)利益而建立的協(xié)會商會Abbr.:C.ofC.pl.chambersofcommerce;NotestoLetterFive2.formimportandexportrelations建立進(jìn)出口關(guān)系和某人建立業(yè)務(wù)關(guān)系的表達(dá)方式有：

establishenterintobusinessrelationssetuptradeconnectionswithbuildNotestoLetterFive3.distributor：onethatmarketsorsellsmerchandise,especiallyawholesaler

銷售者,尤指批發(fā)商4.thanksto:astheresultof;owingto由于;多虧,因?yàn)閑.g.:Thankstoyourhelpweweresuccessful.5.competitive:競爭性的，具有競爭力的e.g.:Ourfirmoffersyoucompetitiveprices.NotestoLetterFive6.beinapositionto:能夠;有做...的機(jī)會e.g.:IregretIamnotinaposition(=amunable)tohelpyou.7.exclusiveagent:soleagent總代理商,獨(dú)家代理人8.onacommissionbasis:以傭金為條件9.await:towaitfor等待e.g.:Iawaityourinstructions.NotestoLetterFiveWeareverymuchinterestedinimporting“Haier”brandrefrigeratorsfromyoursideandwouldbegladifyouwouldsendusyourcatalogues.WehavelearnedfromChinaCouncilforthePromotionofInternationalTradethatyouareinthemarketforChineseCottonPieceGoods.TranslatethefollowingintoChineseYourcompanyhasbeenintroducedtousbytheBankofChinaasaprospectivebuyerofelectronicproducts.Aswedealintheitems,weshallbepleasedtoestablishdirectbusinessrelationswithyou.Wesendyoubyairmailabrochureonthevariouskindsofbicyclesnowavailableforexport.Willyoukindlygiveusageneralideaofthemarketpriceoftextilesinyourcity?TranslatethefollowingintoChineseExerciseLetter-wri