經(jīng)貿(mào)英文函電-Unit-2-Establishing-business-relations市公開課一

EstablishingBusinessRelations

UnitTwo1/32Howtogettheinformation?Introductionfromitssubsidiarybranches,oragentsabroadRecommendationfromitsbusinessconnectionsBanksMarketsurveyChambersofCommerceinforeigncountriesCommercialCounsellor’sOfficeofChineseEmbassyinforeigncountriesAttendanceattradefairsandexhibitionsAdvertisement2/32StructureofthiskindofletterHowhisnameisknown怎樣得知對方企業(yè)名稱和地址Self-introduction自我介紹Expoundthereasonofwritingletter闡述寫信目標(biāo)Expressthewishtoestablishbusinessrelationsandreplyimmediately表明建立業(yè)務(wù)關(guān)系愿望并希早日回復(fù)。3/321.Self-introduction1)Weare…我們（我方、我企業(yè)）為……Weareastate-operatedcorporation,handlingtheexportofanimalby-products.我方（我們、我企業(yè)）為經(jīng)營畜牧產(chǎn)品出口國營企業(yè)。WeareChinaNationalTextilesImportandExportCorporation,withitsheadquartersinBeijing.我們（我企業(yè)、我方）為（是）中國紡織品進(jìn)出口總企業(yè)，總部在北京。SomeUsefulExpression4/322)Thisistointroduce…as…茲介紹……為……ThisistointroduceourselvesasoneoftheleadingexportersofgarmentsinChina.茲介紹，本企業(yè)為中國最大服裝出口商之一。ThisistointroducethePacificCorporationasexportersoflightindustrialproductshavingbusinessrelationswithmorethan70countriesintheworld.茲介紹，太平洋企業(yè)出口工業(yè)產(chǎn)品，和世界上70多個國家有業(yè)務(wù)關(guān)系。3）towritetointroduce寫信介紹Wewritetointroduceourselvesaslargedealersinfoodstuffswithgoodconnectionsinthecountry.現(xiàn)函告，我方為食品大經(jīng)銷商，在國內(nèi)擁有大批客戶。Wewritetointroduceourselvesasexportersoffreshwaterpearlshavingmanyyears’experienceinthisparticularlineofbusiness.現(xiàn)函告，我方為淡水珍珠出口商，在此行業(yè)已經(jīng)有多年經(jīng)驗(yàn)。5/324）totaketheopportunitytointroduce利用機(jī)會介紹Wetakethisopportunitytointroduceourselvesaslargeimportersoffertilizersinourcountry.乘此機(jī)會，茲介紹，我企業(yè)為國內(nèi)化肥大進(jìn)口商。Wetaketheopportunitytointroduceourcompanyasanexporterdealingexclusivelyinleathergoods.我方借此機(jī)介紹，我企業(yè)為專門經(jīng)營皮革制品出口商。5)toinformsb.that…通知某人Wewishtoinformyouthatwespecializeintheexportofartsandcrafts.現(xiàn)奉告，我方專門經(jīng)營工藝品出口。Wearepleasedtoinformyouthatwehandleawiderangeofelectricfans.特此奉告，我方經(jīng)營風(fēng)扇品種齊全。6/326)totakethelibertyofdoingsth.冒昧地Wetakethelibertyofintroducingourselves.現(xiàn)冒昧地作自我介紹。Wetakethelibertytowritetoyouwithaviewtodoingbusinesswithyou.現(xiàn)冒昧去函，以尋求同貴方進(jìn)行貿(mào)易。7)tohaveone’snameandaddressfrom…從……處得知某人名字和地址WehaveyournameandaddressfromChinaCouncilforthePromotionofInternationalTrade.我們從中國國際貿(mào)易促進(jìn)會得悉貴企業(yè)名稱和地址。Wearegladtohaveyournameandaddressfrom“TheJournalofCommerce”.我們高興地從《商業(yè)日報》得悉貴企業(yè)名稱和地址。7/328）tooweone’snameandaddressto…承蒙……通知……WeoweyournameandaddresstoItalianCommercialBankwhohasinformedusthatyouareinthemarketforball-bearing.承蒙意大利商業(yè)銀行通知貴企業(yè)名稱和地址，并通知貴方欲購進(jìn)滾珠軸承。WeoweyournameandaddresstoMessrs.Collins&Co.,throughwhomwehavelearntyouareanimporteroftable-cloth.

承蒙柯林斯企業(yè)通知貴企業(yè)名稱和地址，從該企業(yè)出我方得知貴企業(yè)是臺布進(jìn)口商。8/329）.tobetransferred(forwarded)to…forattention轉(zhuǎn)交……處理YourletterofSept.8hasbeentransferredtousforattentionfromourHeadOfficeinBeijing.貴方9月8日函已由我們在北京總部轉(zhuǎn)交我方處理。YourinquiryhasbeenforwardedtousforattentionfromtheCommercialCounsellor’sOfficeoftheChineseEmbassyinRome.貴方詢盤已由中國駐羅馬大使館商務(wù)參贊處轉(zhuǎn)交我方處理。10）.Throughthecourtesyof…因?yàn)椤靡釺hroughthecourtesyoftheParisChamberofCommerce,wehaveyournameasafirmwhoisinterestedindoingbusinesswithus.經(jīng)由巴黎商會，我們得悉貴企業(yè)有興趣與我方進(jìn)行貿(mào)易。9/32ThroughthecourtesyofMr.White,wearegiventounderstandthatyouareoneoftheleadingimportersofsilkinyourarea.經(jīng)由懷特先生我方得悉貴企業(yè)為所在地域中最大絲綢進(jìn)口商之一。11）.ontherecommendationof由……推薦（介紹）OntherecommendationofMessrs.Harvey&Co.,wehavelearnedwithpleasurethenameofyourfirm.由哈維企業(yè)介紹，我方高興地得知貴企業(yè)名稱。10/32初步意向和要求（InitialIntentionsandDesires)1.toestablishbusinessrelationswith…和……建立貿(mào)易關(guān)系Weavailourselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationswithyou.我們借此機(jī)會致函貴方以了解可否與貴方建立貿(mào)易關(guān)系。Wehavecometoknowthenameofyourcorporationandarepleasedtowritetoyouinthehopeofestablishingbusinessrelationswithyou.我們得悉貴企業(yè)名稱，特此致函希望與貴方建立貿(mào)易關(guān)系。11/322.toenterintobusinessrelationswith…和……建立貿(mào)易關(guān)系Wearewillingtoenterintobusinessrelationswithyouonthebasisofequalityandmutualbenefit.我們愿意在平等互利基礎(chǔ)上與貴方建立貿(mào)易關(guān)系。YourcompanyhasbeenintroducedtousbySmith&Co.Ltd.asprospectivebuyersofChinesetable-cloths.Aswedealintheitems,weshallbepleasedtoenterintodirectbusinessrelationswithyou.史密斯企業(yè)向我們介紹貴企業(yè)是中國臺布未來買主。因?yàn)槲曳浇?jīng)營臺布，我們很愿意與你方建立直接貿(mào)易關(guān)系。12/323.tofall(come,lie)withinthescopeof屬……范圍Astheitemfallswithinthescopeofourbusiness,weshallbepleasedtoenterintodirectbusinessrelationswithyou.因?yàn)樵撋唐穼儆谖覀儤I(yè)務(wù)范圍，我們將很高興地與貴方直接建立業(yè)務(wù)關(guān)系。AsthearticlelieswithinthescopeofbusinessofourbranchinNanjing,wehaveforwardedyourlettertothemforattention.因?yàn)榇松唐穼儆谖覀冊谀暇┓制髽I(yè)業(yè)務(wù)范圍，我們已將你方來函轉(zhuǎn)交他們處理。13/32

DearSirsWehaveyournameandaddressfromtheCommercialCounsellor’sOfficeoftheChineseEmbassyinGhana.Wewishtoinformyouthatwespecializeinbothindustrialandpharmaceuticalchemicals,andshallbepleasedtoenterintotraderelationswithyou.Togiveyouageneralideaofourproducts,weencloseacompletesetofleafletsshowingvariousproductsbeinghandledbythiscorporationwithdetailedspecificationsandmeansofpacking.Quotationsandsampleswillbesentuponreceiptofyourspecificenquiries.BusinessbetweenuswillbeconcludedonthebasisofshippingqualityandweightwhiletestingandinspectionwillbemadebytheShanghaiCommodityInspectionBureaupriortoshipment.Necessarycertificatesinregardtothequalityandquantityoftheshipmentwill,ofcourse,beprovided.Welookforwardtoyourearlyreplywithmuchinterest.YoursSincerely

Anoutgoingletter14/32StudyorworkinonenarrowpartofageneralfieldWewishtoinformyouthatwespecializeinbothindustrialandpharmaceuticalchemicalsA)dealinbuyingandsellingWehavedecidedtoappointanagenttohandleourexporttradewithyourcountry.B)DealwithWehopeyouwillhandlethismatterwiththeutmostcare.EstablishtraderelationswithyouWeshallbepleasedtoenterintotraderelationswithyou.handleSpecializeinEnterintotraderelationswithyou15/32

DearSirs

Withreferenceto

yourletterofDecember2,,wearegladtolearnthatyouwishtoenterintotraderelationswiththiscorporationinthelineofcannedgoods.Incompliancewithyourrequest,wearesendingyoubyairacataloguetogetherwitharangeofpamphletsforyourreference.Ifanyoftheitemslistedinthecataloguemeetsyourinterest,pleaseletushaveyourspecificenquiry,andourquotationwillbeforwardedwithoutdelay.Inthemeantime,youarerequestedtofurnishuswiththenameofyourbankpriortotheconclusionofthefirsttransactionbetweenus.YoursSincerely

Anincomingletter16/32Withreferenceto:aboutReferv.a)speakof,alludetoHehasshownnoreactiontoourproposalthoughwehavereferredtoitseveraltimes.b)turn(to),go(to),forinformation,etc.Inconnectionwithourusualpaymentterms,pleaserefertoourletterof25thOctober.c)send,handover(tosb.Orsth.),tobedealtwith,decided,etc.WehavereferredthemattertoourLandonOffice.d)direct(someone)toasourceofinformation,etc.Wereferredthemtoourpricelistforfurtherparticulars.reference17/32Linen.Departmentofactivity;branchofbusinessWehavebeenengagedformanyyearsinthelineofsurgicalinstruments.(dealin;tradein)Ourchieflineistheimportofchemicals.BelinedwithProvidewithaninsidecoveringThecaseislinedwithtin-plate.InlinewithInagreementwithWetrustyouwillexecuteourorderinlinewiththecontract.line18/32DearManager:Youwererecommendedto

ourcompanybytheBankofChina,NewYorkBranch,whichtoldusthatyouexportChinesetextilesandcottonpiecegoods.Ourcompanyimportsgeneralmerchandise.Wehavebeeninbusinesssince1935,andthereforehavewideexperienceinallthelineswehandle.Ourbankers

areChaseManhattanBankandtheHongKong&ShanghaiBankingCorporationofHongKong.Theycanprovideyouinformationaboutourbusinessandfinances.Pleaseinformusof

yourtradetermsandforward

samplesandproductbrochures.Welookforwardtoaproductivetrade.Sincerely,MichaelS.BarnwellManagerMSB/sh19/32YouwererecommendedtoourcompanybytheBankofChina,NewYorkBranch,whichtoldusthatyouexportChinesetextilesandcottonpiecegoods.中國銀行紐約分行向我企業(yè)推薦貴企業(yè)，并通知貴企業(yè)出口中國紡織品和棉布。Youwererecommendedto…by…(某企業(yè)或單位)向……推薦貴企業(yè)YouwererecommendedtousbyABCCo.Ltd.20/32recommendvt.

1.推薦，介紹I’dliketorecommendyouthisarticle(thisarticletoyou).我方欲向貴方推薦該產(chǎn)品。Wehaverecommendedthebuyerwoolensweatersandsilkpyjamas.我方已向貴方推薦羊毛衫和綢睡衣。J.Smith&Co.haverecommendedyourfirmasbeinginterestedinestablishingbusinessrelationswithus.J.史密斯企業(yè)介紹貴企業(yè)遠(yuǎn)同我企業(yè)建立業(yè)務(wù)關(guān)系。Thatfirmhaslostheavilyonrecenttransactions,andthereforecannotberecommendedforcredit.該商號在最近交易中虧損嚴(yán)重，所以（本銀行）不能推薦他們做賒欠業(yè)務(wù)。21/322.勸說，提議Asthemarketisdeclining,werecommendyourimmediateacceptanceofourcounter-offer.因?yàn)樾惺姓谙碌嶙h馬上接收我方還盤。Asyouarenotfamiliarwiththequalityoftheproduct,werecommendbuyingasmallquantityfortrial.因?yàn)橘F方對產(chǎn)品質(zhì)量不甚了解，我方提議貴方購置少許試用。Werecommendyoutogivethisyoururgentattention.希望貴方急速處理此事。WestronglyrecommendyoutoplaceanorderfortheTTC5duplicators.我方及力規(guī)勸貴方定購TTC5型復(fù)印機(jī)。Werecommendyou(should)increasethequantitytoahundredmetrictons.我方提議貴方將數(shù)量增至100公噸。22/323.使受歡迎Thereisnomarginleftforbargaininginourquotation,soyourcounter-offerisnotrecommended.我方報價沒有討價還價余地，所以貴方還盤不受歡迎。23/32havebeeninbusinesssince…自……開始經(jīng)商Wehavebeeninbusinesssince1995.我方已經(jīng)有12年經(jīng)商歷史。havewideexperiencein…在……有豐富經(jīng)驗(yàn)Wehavewideexperienceinmanufacturingpneumaticfittings.24/32generalmerchandise雜貨，但不是“雜”項(xiàng)貨物，而是相對大宗散裝干貨（如谷物、礦砂等）和液體散裝物（如原油、汽油）等而言普通有包裝貨物。25/32merchandisen.貨物（總體名詞）Informationindicatesthatsimilarmerchandisehasbeensoldthereatapproximately$20perdozen/set.有消息表明，類似商品曾以每打/套約20美金售價在那里出售。同意詞：goods,ware,commodityv.(=merchandize)推銷，經(jīng)商Ifthisnewproductisproperlymerchandized,itshouldsellverywell.該產(chǎn)品若能適當(dāng)推銷，定會銷售得很好。Wearetryingtobroadenourcontactssoastobeabletodomoreeffectivemerchandizing.我方正努力擴(kuò)大聯(lián)絡(luò)方便能有效地推銷。26/32OurbankersareChaseManhattanBankandtheHongKong&ShanghaiBankingCorporationofHongKong.Theycanprovideyouinformationaboutourbusinessandfinances.我企業(yè)開戶行是大通曼哈頓銀行和匯豐銀行。它們可向您提供我企業(yè)資信情況。bankersn.開戶銀行Wenowhavepleasureinconfirmingthatyourbankers,TheWestminsterBankLtd.,haveacceptedourDraftforUS$6,000,payablewithinthirtydaysofsight.我方高興地確認(rèn)，貴方開戶行—西敏寺銀行已對我方30天期限6000美元匯票給予承兌。27/32inform…of…通知（某人）……Weshallinformyouofthedateofsailing.我方會將啟航日期通知貴方。tradeterms貿(mào)易條款、條件（慣用復(fù)數(shù)），主要包含付款方式(modeofpayment)、裝運(yùn)日期(dateofdelivery)等。28/32forwardv.運(yùn)輸，寄送Thegoodswillbeforwardedtoyouwithinthe3rdquarteroftheyear.貨物將于第三季度內(nèi)發(fā)運(yùn)給貴方。freightforward運(yùn)費(fèi)到付Wearearrangingtosendyou1,000penstoreplacetheunsoldbalanceof970.pleasereturnthelattertous,freightforward.我方正安排發(fā)運(yùn)1000支鋼筆，替換還未售出970支剩下鋼筆。請退回剩下970支鋼筆，運(yùn)費(fèi)到付。29/32s