新編商務(wù)英語(yǔ)：Establishing Business Relations

UNIT4EstablishingBusinessRelations

1Reading

2ListenandTalk11CaseStudy3ContentsUsefulExpressions4ReadingSkillFocus

Dialogue

ListeningComprehension

RolePlayListen&TalkDialogueOneFieldTrip

Wareham：Mr.Zhang,Itravelaloteveryyearonbusiness.ButnowwearethinkingofexpandingintotheChinesemarket.Thepurposeofmycominghereistoinquireaboutpossibilitiesofestablishingtraderelationswithyourcompany.Zhang：Mr.Wareham,whenwehaveheardmuchaboutyourcompanyfromtheBankofChinaatLondonBranch,wewouldbegladtostartbusinesswithyou.Wareham：Thisismyfirstvisittoyourcompany.I’dappreciateyourkindconsiderationinthecomingnegotiation.Zhang：Weareveryhappytobeofhelp.Whatproductsareyouinterestedin?Wouldyouliketohavealookatourshowroom?Wareham：I’dloveto.Woulditbepossibleformetohaveacloserlookatyoursamples?Zhang：（toMissLi）MissLi,pleaseshowMr.Warehamaroundourshowroom.Li：Thisway,please…（enteringintotheshowroom）Hereweare.Wareham：Howbeautiful！Li：Whereshallwestart,Mr.Wareham?Wareham：ItwilltakemeseveralhoursifIreallylookateverything.Li：Youmaybeinterestedinonlysomeoftheitems.Let’slookatthose.Wareham：Goodidea！Icanjusthaveaglanceattherest…Someofthetextileslookfineinqualityandbeautifulindesign.I’minterestedinyoursilkties.Li：Oursilksarefamousfortheirgoodquality.Theyareoneofourtraditionalexports.Silktiesarebrightlycoloredandbeautifullydesigned.Allthesearticlesarebestsellinglines.Wareham：Someofthemseemtobeofthelateststyle.NowIfeelthatwecandoalotoftradesinthisline.Wewishtoestablishtraderelationshipwithyou.Li：Yourdesirecoincideswithours.Bytheway,Mr.Wareham,howlonghaveyoubeeninthisbusiness?Wareham：I’vebeenintextileformorethan15years,butourcompanyhasbeeninthisbusinesssince1962.Li：Nowonderyou’resoexperienced.Wareham：Textilebusinesshasbecomemoreandmoredifficultsincethecompetitiongrew.Li：That’strue.Wareham：CouldIhaveyourlatestcataloguesorsomethingthattellsmeaboutyourcompany?Li：Sure,I’llgetyousomelater.Wareham：Thanks.Atwhattimecanweworkoutadeal?Li：Wouldtomorrowmorningbeconvenientforyou?Wareham：Yes,that’llbefine.Listen&TalkDialogueOneFieldTrip

Listen&TalkBrown:Goodmorning.IamJamesBrownfromAustralia.Hereismycard.Zhao:Thankyou.I’mpleasedtomeetyou,Mr.Brown.MynameisZhaoMei,therepresentativeofNewCenturyTextileImportandExportCorporation.Brown:Pleasedtomeetyoutoo,Ms.Zhao.Itravelaloteveryyearonbusiness,butthisismyfirstvisittoyourcountry.ImustsayIhavebeenmuchimpressedbyyourfriendlypeople.Zhao:Thankyou.Haveyouseentheexhibitionhalls?Ondisplayaremostofourproducts,suchassilk,woolenknitwear,cottonpiecegoods,andgarments.Brown:Oh,yes.Ihadalookyesterday.Ifoundsomeoftheexhibitstobefineinqualityandbeautifulindesign.Theexhibitionhassuccessfullydisplayedtomewhatyourcorporationhandles.I’vegoneoverthecatalogueandthepamphletsenclosedinyourbrochure.I’vegotsomeideasofyourexports.I’minterestedinyoursilkblouses.Zhao:Oursilkisknownforitsgoodquality.Itisoneofourtraditionalexports.Silkblousesarebrightlycoloredandbeautifullydesigned.Theyarealwaysingreatdemand.DialogueTwoAttheFairListen&TalkBrown:Someofthemseemtobeofthelateststyle.Wewishtoestablishrelationswithyou.Zhao:Yourdesirecoincideswithours.

Brown:Concerningourfinancialposition,creditstandingandtradereputation,youmayrefertoBankofHongKong,ortoourlocalChamberofCommerceorinquiryagencies.

Zhao:Thankyouforyourinformation.Asyouknow,ourcorporationisastate-ownedone.Wealwaystradewithforeigncountriesonthebasisofequalityandmutualbenefit.Establishingbusinessrelationsbetweenuswillbetoourmutualbenefit.Ihavenodoubtthatitwillbringaboutclosertiesbetweenus.

Brown:Thatsoundsinteresting.I’llsendafaxhome.AssoonasIreceiveadefiniteanswer,I’llmakeaspecificinquiry.

Zhao:We’llthenmakeanofferassoonaspossible.Ihopealotofbusinesswillbeconductedbetweenus.

Brown:SodoI.DialogueTwoAttheFairListeningComprehensionPeopleinthewest,tendtobewell_________,especiallyprofessionals.Mostwesternprofessionalskeepapersonal_________inacalendar,anappointmentbookora______________.Frequently,threescheduleswillbekept:onefor_____events,onefor_______planning,andoneforlong-termplanning.Long-termplanningcancoveramonth,severalmonths,ayearorevenseveralyears.Manyprofessionalsrelyonsecretariestomake,confirmand_________appointments.Oftenappointmentswillbemadeonthephonebytalkingwiththesecretaryofthepersonyouwanttomeet.Allappointmentsshouldbe______________foraccuracy.Thetime,________,namesofinvolvedpartiesandspellingsand____________ofthenamesshouldalwaysbeverified.organizedschedulepocketsecretarydaily

weeklyscreendouble-checkedlocationpronunciationsRolePlayTheFarEastAmericanInternationalTradeDelegationledbyMr.Blackisvisitingyourcompany.Atadinnerparty,youmakeawelcomespeechonbehalfofyourcompany.

WelcomeSpeech女士們，先生們：對(duì)我來(lái)說(shuō)，今天是一個(gè)難以忘懷的日子，因?yàn)槲矣行掖肀竟究偨?jīng)理王明先生，向來(lái)此洽談生意的布萊克先生及其一行，表示熱烈的歡迎！眾所周知，美國(guó)是一個(gè)工業(yè)發(fā)達(dá)和資源豐富的國(guó)家。中國(guó)則是一個(gè)有著充足勞動(dòng)力、正在發(fā)展新技術(shù)工業(yè)的國(guó)家。我們認(rèn)為，兩國(guó)的經(jīng)濟(jì)有很好的互補(bǔ)性。實(shí)行改革開(kāi)放以來(lái)，我國(guó)各個(gè)領(lǐng)域都發(fā)生了很大變化。過(guò)去幾年，中國(guó)與世界各國(guó)的經(jīng)濟(jì)聯(lián)系得到了進(jìn)一步加強(qiáng)，對(duì)外貿(mào)易迅速增長(zhǎng)，越來(lái)越多的外商熱切希望來(lái)中國(guó)投資，樂(lè)意與中國(guó)的公司和企業(yè)做生意。在座的諸位知道，自中美兩國(guó)建立外交關(guān)系以來(lái)，我們兩國(guó)的雙邊貿(mào)易和經(jīng)濟(jì)合作逐年擴(kuò)大，貴國(guó)已成為中國(guó)的主要貿(mào)易伙伴之一。布萊克先生，我們公司是在改革的大潮中建立的，是專營(yíng)電子產(chǎn)品進(jìn)出口業(yè)務(wù)的公司，并且有權(quán)直接與外商進(jìn)行技術(shù)及商業(yè)洽談。目前，我們公司擁有35個(gè)專業(yè)子公司，在全國(guó)范圍內(nèi)有良好的銷售組織，并擁有廣泛的市場(chǎng)；我們有良好的財(cái)務(wù)狀況，并享有良好的商業(yè)信譽(yù)。LadiesandGentlemen:Forme,itisamemorabledaytoday,becauseitgivesmegreatpleasuretoextend,onbehalfofMr.WangMing,GeneralManagerofthiscompany,awarmwelcometoMr.Blackandhisparty,whohavecomehereforbusiness.It’sknowntoallthatAmericaisacountrywithwelldevelopedindustriesandaboundantresourceswhileChinaPossessesplentifulworkforceandhernewtechnologyindustriesarenowbeingdeveloped.Soweconsiderthetwoeconomies(arevery)compensatorytoeachother.Sincethepolicyofreformandopening-upwascarriedout,greatchangeshavetakenplaceineveryfield.ThepastfewyearssawChina’sclosereconomictieswiththerestoftheworldandthesharpgrowthofherforeigntrade.MoreandmoreforeignbusinessmenhavebeenenthusiasticinmakinginvestmentinChinaandwouldliketodobusinesswithChina’scorporationsandenterprises.EveryoneknowssincetheestablishmentofdiplomaticrelationsbetweenCanadaandChina,ourbilateraltradeandeconomiccooperationhaveexpandedyearbyyearandyourcountryhasnowbecomeoneofChina’smajortradepartners.Mr.Black,ourcompany,establishedatChina’sreformtide,specializesintheimportandexportofelectronicproducts,withtheauthoritytoconducttechnicalandcommercialnegotiationswithforeignfirms.Atpresent,ourcompanyhasthirty-fivesubsidiaries,anefficientsalesorganizationandanextensivemarketthroughoutthewholecountry.Youcanbeassuredthatwehaveasoundfinancialstandingandenjoyedahighcreditreputation.WelcomeSpeech我們相信，貴方如同我們建立商業(yè)關(guān)系，你們將會(huì)成為我們的最好合作伙伴，你方產(chǎn)品在此處定會(huì)暢銷。隨著我們之間相互了解的加深和經(jīng)濟(jì)的發(fā)展，兩國(guó)間的友好合作定會(huì)開(kāi)出更加燦爛的花朵，結(jié)出更加豐碩的果實(shí)。所以我堅(jiān)信，安德森先生此行，一定會(huì)取得圓滿成功。最后，讓我們?yōu)殡p方的友誼和合作進(jìn)入一個(gè)嶄新階段，干杯！Webelieveifyouwouldliketoenterintobusinessrelationswithus,youwillbeourbestcooperativepartner,andyourgoodswillbecertainlysellingwell.Withthedeepeningofourmutualunderstandingandthegrowthofourrespectiveeconomy,thefriendshipandcooperationbetweenourtwocountrieswillcertainlybearmorebrilliantflowersandricherfruits.SoIfirmlybelievethatyourvisittoourcompanythistimewillscorecompletesuccess.Inclosing,Iwouldlikeyoutojoinmeinatoasttothenewstageoffriendshipandcooperationbetweenus.Cheers!Reading

Warming-upquestions1.Ifanewfirmwishestoopenupamarket,howcanthepersoninchargefindoutwhomheisgoingtodealwith?2.Inyourfirstenquiry,whatkindsofinformationshouldbegiven?3.Supposetheothersidecan’tseeitswaytoagreetoyourproposal,whatwillyoudo?[1]Nocustomer,nobusiness．Justasafactoryrequiresacompletesetofmachinerytoproceedwithproduction,sodoesaforeign-tradefirmneedextensivebusinessconnectionstomaintainorexpanditsbusinessactivities.Therefore,theestablishmentofbusinessrelationsisvitallyimportanteitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.[2]Merchantsabroadmaybeapproachedthroughsomeofthefollowingchannels:attendanceattheexportcommoditiesfairs;contactatexhibitionsheldathomeorabroad;mutualvisitsbytradedelegationsandgroups;communicationinwriting(e-mails,faxes,letters,etc.).[3]Butbywhatmeanscanabusinessmansecureallthenecessaryinformationaboutanewcustomer?Well,hemaydosobyreferringtoorwiththehelpof:Internet;Thebanks;Theperiodicals;Theadvertisementsinnewspapers;Theintroductionfromhisbusinessconnections;TradeDirectory;ChambersofCommerceinforeigncountries;TheCommercialCounselor’sOffice;Enquiriesreceivedfromthemerchantsabroad.[4]Havingobtainedthedesirednamesandaddressesofthefirmsfromanyoftheabovesources,onecanstartsendinglettersorcircularstothepartiesconcerned.Thistypeofletterisanoutgoingletterandmaybecalleda“FirstEnquiry”.Generallyspeaking,thistypeofletterbeginsbytellingtheaddresseehowhisnameisknown.Then,somegeneralinformationshouldbegivenastothelinesofbusinessbeinghandled,thebusinessscopeofhisfirmandalsoitsbranchesandliaisonoffices,ifany.Thewritershouldstatesimply,clearlyandconciselywhathecansellorwhatheexpectstobuy.Toclosetheletter,thewriterusuallyexpresseshisexpectationofcooperationatanearlyreply.[5]Anyletterofthisnaturereceivedmustbeansweredinfullwithouttheleastpossibledelaysoastocreategoodwillandleaveagoodimpression.Tofirmsengagedininternationaltrade,businessconnectionsarevaluable.Therefore,tradersmustnotonlyconsolidatetheirestablishedrelationswithfirmshavingpreviousbusinessbutalsodevelopandrevitalizetheirtradebysearchingfornewconnectionsfromtimetotime.ReadingTranslatethefollowingsentencesintoChinese.

1)Weareenclosingabrochureonthevariedrangeofelectricproductsnowavailableforexport.2)WethankyouforyourletterofMay5andwouldliketodiscusswithyouthepossibilityofexpandingourtradeatyourend.3)Weshouldbegladtoknowhowlongthisfirmhasbeenestablishedandwhatitsfinancialreputationis.4)Ourcorporationhandlesexclusivelytheimportandexportbusinessoflightindustrialproducts.5)Wedesiretoestablishmutuallybeneficialbusinessrelations.6)Uponreceiptofyourspecificenquiry,weshallairmailyouimmediatelyourquotationsheet.1)茲隨函附寄可供出口的各種電器產(chǎn)品的小冊(cè)子。2)感謝你5月5日的來(lái)函，我們想與你們討論在你處擴(kuò)展業(yè)務(wù)的可能性。3)我們想知道該公司是何時(shí)建立的、資信狀況如何。4)我公司獨(dú)家經(jīng)營(yíng)輕工業(yè)產(chǎn)品的進(jìn)出口業(yè)務(wù)。5)我們渴望建立互利的貿(mào)易關(guān)系。6)一旦收到具體詢盤，我們將即刻空郵報(bào)價(jià)單。ExerciseTranslatethefollowingsentencesintoEnglish.

1)我們想與你公司建立業(yè)務(wù)關(guān)系。2)你方8月8日來(lái)信已轉(zhuǎn)交北京中國(guó)人民保險(xiǎn)公司考慮。3)我們是一家專營(yíng)自行車進(jìn)出口的國(guó)有公司。4)很遺憾我們不能直接給你供應(yīng)你所需要的紡織品。5)為了讓你了解我們的棉布產(chǎn)品,我們隨函附寄了一份小冊(cè)子,供你方參考。6)我們期待收到你的早日肯定答復(fù)。1）Wedesiretoenterintobusinessrelationswithyourfirm.2）YourletterofAug8hasbeenpassedontothePICCinBeijingforattentionandreply.3）Weareastate-ownedcorporation,handlingexclusivelytheimportandexportbusinessofbicycles.4）Weregretwecan’tsupplyyoudirectwiththetextileyourequired.5）Toacquaintyouwithourcottonpiecegoods,weenclosedacopyofbrochureforyourreference.6）Welookforwardtoreceivingyourfavorablereplytheearliestpossible.ExerciseCaseStudyDearSirorMadam,____________yournameandaddressfromthenewspaper,wearewritingtoyouwithadesireto__________tradingrelations_____you.Wearean_________manufacturerandan_______ofbicycles,andare_________agoodreputationallovertheworld.Foryour_________wehaveenclosedthecatalogueandthelatest_________whichwebelievewouldbeof________toyou.Yourearlyreplywouldbeverymuch__________.Yoursfaithfully,JohnSmith.Havingobtained

establish

with

experiencedexporterenjoyingreference

pricelist

interest

appreciatedUsefulExpressions張先生，中國(guó)朋友們，女士們，先生們：首先，我以在座的加拿大同事們的名義，感謝張先生今晚設(shè)宴款待我們，同時(shí)，請(qǐng)向貴公司總經(jīng)理王先生轉(zhuǎn)達(dá)我們的親切問(wèn)候。從張先生熱情洋溢的歡迎詞中，我們已經(jīng)感覺(jué)到了給予我們的溫暖和友誼，并對(duì)貴公司有了大體的了解。請(qǐng)?jiān)试S我代表我團(tuán)全體成員對(duì)你們所給予的盛情款待，表示衷心的感謝！我們知道，中國(guó)是一個(gè)偉大的國(guó)家，有象征中國(guó)古老文明的長(zhǎng)城，有明清兩代皇帝居住的被稱為紫禁城的故宮，以及其他許多值得參觀的地方。我們親眼目睹了貴國(guó)發(fā)生的巨大變化，城市林蔭大道更加寬闊和整潔，高樓大廈巍巍聳立，鱗次櫛比。Mr.Zhang,ChineseFriends,LadiesandGentlemen,Firstofall,inthenameofmyCanadiancolleaguespresenthere,IwishtothankMr.Zhangforgivingthisbeautifuldinnerforustonight,andatthesametime,pleasepassonourbestregardstoMr.Wang,GeneralManagerofyourcompany.FromMr.Zhang’sgraciouswordsofwelcome,wehavefeltthewarmthandfriendshipyouhavegivenandhadageneralideaofyourcompany.Pleaseallowme,onbehalfofthemembersofmytradedelegation,toexpressourdeepappreciationfortheboundlessandgracioushospitalitywhichyouhaveextendedtous.WeknowChinaisagreatcountry,withtheGreatWallwhichissymbolizingChina’sancientcivilization,thePalaceMuseum,alsoknownastheForbiddenCity,whichwastheimperialpalacesoftheMingandQingdynasties,andotherfamousplaceswhichareworthvisiting.Wehaveseenwithoureyesthatgreatchangeshavetakenplaceinyourcountry.Thestreetshavebecomewiderandcleaner,thetallbuildingshavestoodsidebysideingreatnumbers.UsefulExpressions然而，最大的變化是有眾多外國(guó)人愿意在貴國(guó)投資，做生意，與中國(guó)的公司進(jìn)行合作。我想，這是貴國(guó)實(shí)行改革開(kāi)放政策的結(jié)果。作為加拿大最大的公司之一，我們不愿失去這次與貴方做生意的好機(jī)會(huì)，所以很樂(lè)意與貴方建立商業(yè)關(guān)系。我們公司同樣專營(yíng)電子產(chǎn)品的進(jìn)出口業(yè)務(wù)。我方產(chǎn)品在貴國(guó)極為暢銷。我認(rèn)為，貴方產(chǎn)品在我方市場(chǎng)也定會(huì)受到歡迎，因此貴方產(chǎn)品在我國(guó)有前景良好的市場(chǎng)。在結(jié)束演講之前，我要再次對(duì)你們的盛情款待和熱情歡迎表示衷心感謝。為此，我提議為我們之間的友誼和合作進(jìn)入一個(gè)新階段，干杯！Butthebiggestchange,wehavefound,isthattherearealotofforeignbusinessmeninyourcountry,whowouldliketoinvest,todobusiness,tocooperatewithChineseCorporations.Ithinkthatistheresultofyourreformandopening-uppolicy.AsoneofthebiggestcompaniesinCanada,wedonotwanttolosethisgoodopportunitytodobusinesswithyou,andwewouldliketoexpressourdesireofbuildingupbusinesswithyou.Ourcompanyalsospecializesintheimportandexportofelectronicproducts.Ourgoodswillbesellingwellinyourcountry,andIt