商務英語函電unit_2.ppt

1、Unit 2 Establishing Business Relations建立業(yè)務關系,世紀商務英語 外貿(mào)函電,Basic Knowledge Concerned,Letter-writing Guide,Other Commonly Used Expressions and Sentences,Sample Letters,Practical Training,Part One,Part Two,Part Three,Part Four,Part Five,Contents,Part One,It is fairly true to say no customer, no business

2、. To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover. Establishing business relations is the first step in transaction in foreign trade. If a new firm,

3、or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the persons in charge must first of all find out whom they are going to deal with. We should not only do everything possible to consolidate old customers but als

4、o seek new ones to enlarge our business.,1. The Significance of Establishing Business Relations,Part One,Usually, you can secure all the necessary information about a new customer with the help of the following channels:,2. The Main Channels and Methods for Establishing Business Relations (1),banks;

5、 periodicals; advertisements in newspapers, magazines or on TV; the introduction from your business connections; the market investigations; the commercial counselors offices; the industrial chambers; the chambers of commerce both at home and abroad; inquiries received from the merchants abroad; self

6、-introduction by merchants themselves.,Part One,Sometimes, a kind of middleman is necessary to bring two companies together. Having obtained the desired names and addresses of the firms from any of the above sources, you may start contacting the prospective customers. The main methods include:,2. Th

7、e Main Channels and Methods for Establishing Business Relations (2),communication in writing; attendance at the export commodities fairs; contact at the exhibitions held at home or abroad; mutual visits by trade delegations and groups. Of all the above methods, the first one is widely used in busine

8、ss activities.,Part One,Generally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known, self-introducing, indicating your desire to enter into business relations, or sometimes making general

9、inquiries and expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for business relations, the contents may include expressing your thanks for the incoming letter, expressing your agreement / desire/wish to establish business relations

10、 with the addressor and indicating the action you are going to take.,3. The Main Contents of a Letter for Establishing Business Relations,Part Two,Part Two,Part Two,Part Two,Part Two,Part Two,Part Two,Part Two,Part Three,Expressions (1),establish business relations / connections, enter into business

11、 relations / connections , 建立業(yè)務關系 2. engage in.;handle.; deal in. ; specialize in.從事 經(jīng)營(專營) 3. business line 業(yè)務范圍 4. please contact us / sb. 請與我們/某人聯(lián)系 Please (dont hesitate to) let us(sb) know;Please inform us (sb). 務請告知 6. We would appreciate it/be grateful if you would. 如蒙我們將不勝感激 7. The enclosed i

12、s/are.;We enclose . ;Hereby we enclose 隨函附寄;茲附寄 Enclosed please find. ;Enclosed you will find 隨函附上,請查收 9. for ones information/reference (only) (僅)供參考 for ones file/record ;for ones perusal (僅)供某人存檔/記錄；供某人審閱,Part Three,Expressions (2),10. Regarding ; with reference to; with regard to ; referring to

13、; concerning ; as to 關于，就而言 13. concerning, about, regarding, with regard to., as to. 關于 11. at your end, in your place/area/district 在你處/地 12. according to, in compliance with, in accordance with, in conformity with按照 13. conclude/close the business/transaction/deal 達成交易 14. do business with, deal

14、with, trade with 與做生意 15. be connected with. 與有聯(lián)系 as requested / do sth . Upon sbs. request. 按要求; 應某人的要求做某事 with a view to sth . / doing sth. ; with the view of sth. 本著做的 / 意愿 ，希望，以為宗旨（表明目的） Through the courtesy of 承蒙的介紹、關照 In reply to / in response to 答復 20. To be / feel interested in ; to take / h

15、ave / interest in 對感興趣,Part Three,Typical Sentences,(1) We are very pleased to obtain your name from the Industrial Chambers. (2) On the recommendation of Merrs. Harvey as you know 如你所知. 4. product: sth. produced by growing or made in a factory 產(chǎn)品 e.g. We are handling light industrial products. cf:

16、produce, production, goods, article, item, merchandise, material, cargo produce: sth. that has been produced esp. by growing or farming 農(nóng)產(chǎn)品,土產(chǎn) e.g. They are regular buyers of Chinas native produce. production: amount produced esp. for those produced in a certain period 產(chǎn)量,某時期制造或生產(chǎn)的批量產(chǎn)品 e.g. We are o

17、nly interested in 2005 production.,Notes,goods: article for sale; not used with numerals; always in plural 商品 e.g. The goods are ready for shipment. article: particular or separate thing 物品,物件 e.g. We cannot offer you this article at present. item: a single thing on a list or in a catalogue; often u

18、sed to stand for the goods previously mentioned in the letter 項目,品種 e.g. We note that you are interested in Alarm Clocks. We always carry this item in stock. merchandise: goods bought and sold; always in singular number 商品 e.g. They deal in general merchandise. material: goods used for production 原料

19、,材料 e.g. We can supply this material. cargo: goods carried by a ship, plane or vehicle 船飛機車輛所載的貨物 e.g. The cargo ex S. S. “Maria” has been inspected and found satisfactory.,Notes,5. We are confident that. 我們深信 be confident that. 對有信心/確信 e.g. We are confident that we can push the sale of your product

20、s in this market. 我們確信能在此市場推銷你方產(chǎn)品 注意該句型的搭配變化和用法 be confident of. e.g. We are confident of persuading our customer to place a trial order. 我們有把握說服客戶試訂 have confidence in. e.g. Im sorry I dont have confidence in that financial institution. 對不起,我對那家金融機構信不過 have confidence that. e.g. I have confidence t

21、hat the quality of our products will be to your satisfaction. 我相信我們產(chǎn)品的質量會令你們滿意 6. “we are contacting you with interest to.”也可以表述為“we are expressing our interest to.”,Notes,7. catalog (catalogue): an enumeration of items, listed with descriptive detail. It is usually a list, in the form of a book, of

22、 goods for sale with or without prices or pictures 商品目錄 cf: brochure, pamphlet, leaflet, booklet, prospectus brochure: a small book consisting of a few pages in a paper cover; descriptive, advertising material in this form 宣傳小冊子 pamphlet: an unbound, printed publication with no cover or a paper cove

23、r 一種未經(jīng)裝訂的無需封面的簡易宣傳材料 leaflet: a single sheet or printed paper, sometimes folded to form several pages, containing matter either advertising a product or giving directions on how to use it. It is usually handed out free. 免費派發(fā)的活頁宣傳單 booklet: just a “l(fā)ittle book”, or a pamphlet 小本本 prospectus: a leafle

24、t, or a printed paper giving information about a product. It is usually a printed statement that is distributed to prospective buyers or investors. 產(chǎn)品說明書,Part Four,Sample 2,Reply to the Sample 1,Dear Mr. Wang Jie, With reference to your letter of September 8th, 2010, we are glad to learn that you wi

25、sh to enter into business relationship with our corporation in the line1 of various papers. In compliance with your request, we are sending you by air a catalog together with a range of2 pamphlets for your reference. If any of the items listed in the catalogue meets your interest, please let us have

26、 your specific inquiry, and our quotation will be forwarded3 without delay 4. Prior to5 the conclusion of the first transaction between us, we require the name of your bank for credit investigation6. Yours sincerely,Part Four,Sample 3,A Letter from an Importer to an Exporter,Dear Sirs, Through the c

27、ourtesy of Mr. Freemen, we are given to understand that1 you are one of the leading2 exporters of Chinese light industrial products in your area. We are now writing you for the establishment of business relationship. We are very well connected with all the major dealers3 of light industrial products

28、 in this area. We are confident that we can sell large quantities of Chinese goods if we receive your offers at competitive prices4. Please submit to us all necessary information regarding5 your products for export. Yours sincerely,Notes,Sample 2,“l(fā)ine”指的是行業(yè),所以這里有“經(jīng)營范圍,產(chǎn)品范圍”之意 2. A range of :一些列的。也表

29、達為“full / wide range of ” , 指“全系列的” 3. “forward”在這里與“send”同義,指“寄,發(fā)” 4. “without delay”是外貿(mào)函電常用語除此以外還可以說: soon, as soon as possible, the soonest possible, at once, immediately, with the least possible delay等 Prior to: 先于，在之前 6. Credit investigation：資信調查。有時在要求建立業(yè)務關系的往來信函中明確要求對方提供往來銀行的名稱、賬號等信息以供資信調查。有些客

30、戶還會主動提供自己的相關信息以便對方查詢。有關資信調查的詳細內容可參見下一單元。,Sample 3,1. “we are given to understand that.” 相當于“we learned that.” “l(fā)eading”這里指“主要的”“占主導地位的”也可以表達為“major”, “l(fā)arge” 3. dealer: 經(jīng)銷商 4. “competitive prices”這里指“有競爭性的價格”,即優(yōu)惠價也可以表達為:attractive prices, best price, lowest price, bottom price等 5. regarding: 指“關于”。表

31、達該意思的詞或短語很多，常用的有 with regard to , referring to , as to , about , with reference to 以及 in regard to 等。,Part Four,Sample 4,Reply to the Sample 3,Dear Sirs, We acknowledge with thanks the receipt of1 your letter of September 10, 2007, informing us of your interest in our product. We look forward to est

32、ablishing positive business relationship with your corporation. We are a state-owned corporation2 specializing in the export of Chinese light industrial products. We are convinced that3 our joint business efforts will be to our mutual benefit. As requested4, a booklet including a general introductio

33、n, the scope of business and other topics is enclosed for your reference. Should you require any further information, please dont hesitate to let us know5. Yours faithfully,Notes,Sample 4,1. “acknowledge”原意指“承認”,“acknowledge the receipt of.”則是 “告知收到”的意思 本句可譯為“收到你們的信,謝謝!”現(xiàn)代英語中,這種表達已經(jīng)較為陳舊,大多商人草擬 信函時更多

34、地使用簡單直接的 “Thank you for .” state-owned corporation 國有公司 3. “We are convinced that.”即“我們深信”,與“We are confident that.”意思相同 4. As requested 意思是“按照要求（請求）” ，是外貿(mào)函電的常用短語， 可以看作是“as it is requested” 的省略句。在外貿(mào)函電中這種類型的表達很多。如：“as stated”(如所述)、“as agreed”(如所約)、“as stipulated”（如所規(guī)定）、“as above-mentioned”(如上所述)等。 5.

35、 注意當你覺得別人有可能會向你索要東西時才使用“Please dont hesitate to.” 這個句型 如果是希望對方向你提供材料,則不要用這個句型,而是用 “We would appreciate it/ be obliged/be grateful if you would .”這個句型,或者只用 “Please.”也可以,Part Five,1. Put the following English into Chinese. (1),Beginning Training,商務參贊辦公室,(1) Commercial Counselors Office,(2) Industrial

36、Chambers,行會,(3) business line,業(yè)務范圍,本著做的意愿；以為目的,(4) with a view to (doing) sth.,(5) Enclosed is (are) our / We enclose our ,隨函附寄,Part Five,1. Put the following English into Chinese. (2),(7) at your end / in your place (area, district),在你處（地）,(10) On the recommendation of Chanbers of Commerce in Tokyo

37、, we have learned with pleasure the name of your firm.,由于東京商會的推薦，我們高興地得知貴公司的名稱。,(8) Please (dont hesitate to) let us know/inform us.,務請告知。,(6) a (wide/full) range of,一 (全)系列,我們期待收到貴方即時的好消息。,(9) We look forward to your favorable and prompt reply.,Part Five,1. Put the following English into Chinese. (

38、3),(11) Through the courtesy of Mr. Bush, we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us.,承蒙布什先生介紹，我們得知貴公司是當?shù)刂饕碾娮赢a(chǎn)品進口商之一， 且希望與我們建立業(yè)務關系。,(12) We now avail ourselves of this opportunity to write to

39、you with a view to entering into business relations with you.,(13) Our corporation is established for the purpose of carrying on import and export business as well as other activities in connection with foreign trade.,本公司是以經(jīng)營進出口業(yè)務以及從事與對外貿(mào)易有關的活動為宗旨建立的。,我們借此機會致函貴公司，希望建立業(yè)務關系。,Part Five,1. Put the follo

40、wing English into Chinese. (4),我們預料你方產(chǎn)品在我方市場有著廣闊的前景，我們保證隨時給予你方密切合 作，盼速復。,We foresee a bright prospect for your productsin our market. We look forward to hearing from you and assure you of our close cooperation ar all time.,本公司專營電子產(chǎn)品出口業(yè)務，產(chǎn)品行銷世界各地。,(15) The corporation is specialized in the export bus

41、iness of electronic products, whichsell well in various countries.,Part Five,2. Read the following letters and choose the best one from the given answers for the missing prepositions.,to; at; of; with; in; on; for; from; onto; into; by,Dear Sirs, We know that you are one of the leading importers of

42、light industrial products (1) you end and take the pleasure (2) addressing this letter to you (3) the hope of establishing business relations with you. We specialize(4) the exportation of Chinese light industrial products that have enjoyed great popularity in world markets. We enclose a copy of our

43、catalogue(5) your reference and hope that you would contact us if any item is of interest to you. Yours faithfully,Letter 1,in,_,for,_,at,_,of,_,with,_,Part Five,to; at; of; with; in; on; for; from; onto; into; by,Letter 2,Dear Sirs, We have obtained your address(1) a friend of mine in San Francisco

44、 and wish to enter (2) business relations (3) you. Your products are so attractive that we are confident (4) securing large orders for you if your offer is competitive. We shall be obliged if you could send us quotations and sample books. We look forward (5) your favorable reply. Yours faithfully,of

45、,_,with,_,from,_,into,_,to,_,Part Five,Intermediate Training,1. Put the following Chinese into English. (1),establish business relations, enter into business relations, establish business connections, enter into business connections,(1) 建立業(yè)務關系,(2) 專營;經(jīng)營,specialize in, engage in, handle, deal in,We w

46、ould appreciate it/be grateful if you would,(3) 如蒙我們將不勝感激,(4) (僅)供參考,for your information/reference (only),Part Five,1. Put the following Chinese into English. (2),(5) 達成交易,conclude/close the business/ transaction /deal,(7) 按要求；應要求做某事,as requested / to do sth. upon sbs.request.,company/corporation/f

47、irm/house,(6) 公司,(8) 我們是國營公司,專門經(jīng)營桌布出口業(yè)務,We are a state-operated corporation specializing in the export of table-cloths.,Part Five,1. Put the following Chinese into English. (3),(9) 特來函自我介紹,作為淡水珍珠的出口商,我們在這一業(yè)務方面有著多年的 經(jīng)驗,We write to introduce ourselves as exporters of fresh water pearls having many yea

48、rs experience in this particular line of business.,(10) 我們冒昧自薦,希望和你們做生意,We take the liberty of writing to you with a view to doing business with you.,(11) 來函收悉,得知貴方愿與我方建立業(yè)務關系,謹表謝意,Your letter expressing the hope of establishing business connections with us has been received with thanks.,Part Five,1.

49、 Put the following Chinese into English. (4),(12) 我們特此致函,愿為發(fā)展雙方貿(mào)易提供機會,We are now writing you for the opportunity of developing trade between us.,(14) 隨函附上公司概況業(yè)務范圍和其他方面的小冊子一本,供參考,A booklet including a general introduction, the scope of business and other topics is enclosed for your reference.,(13) 我們

50、從商業(yè)雜志上得知貴公司的名稱和地址,We have your name and address from The Journal of Commerce.,Part Five,1. Put the following Chinese into English. (5),承蒙哈維公司的介紹，我們了解到貴公司在世界各地供應高質量的視頻。很高 興告知你們我國對各種外國食品的需求量很大。,Through the courtesy of Messre Harvey & Co. , we have learned that you have been supplying the best quality

51、foods all over the world, and we are sure that there is a large demand for various foreign foods in our country.,Part Five,2. Supply the missing words in the blanks of the following letter. The first letters are given.,Dear Sirs, Thank you for your letter of August 20, (1)i us that you are in the (2

52、)m for Chinese toys. To give you a general idea of the goods we are (3)d in, we are sending you by air a complete set of our (4)s books together with full (5)d of our export prices and trade terms, which we hope will reach you in due course. Our goods are enjoying fast sales in many countries for th

53、eir fine (6)q and reasonable (7)p in spite of the rise in the cost of raw materials. We are glad to say that all the goods listed in our sample books can be supplied from (8)s and according to your specifications. Should any of the (9)i be interesting to you, please dont fail to send us your specific (10)e upon receipt of which, we will make an offer by e-mail. Yours faithfully,nformation,_,arket,_,ealing,_,ample,_,etails,_,uality,_,rices,_,tock,_,tems,_,nquiry,_,Part Five,Advanced Training,1. Lett