外贸英语函电第二章课件

Chapter TwoEstablishing Business RelationsChapterTwoEstablishingBusiIntroduction Just as a factory requires a complete set of machinery to proceed with production,so does a foreign-trade firm need extensive business connections to maintain or expand its business activities,in other words,to sustain or compete in the intensively competitive market.Therefore,the establishment of business relations is one of the most important undertakings in the field of foreign trade.If a new firm,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 person in charge must first of all find out who will be his/her potential customer.IntroductionLearningObjectivesvKnowwheretoobtaintheinformationaboutthemerchantsinforeigncountriesvKnowtheessentialcomponentsofalettertoestablishbusinessrelationsvMastertypicalsentencesandexpressionsinwritingsuchlettersLearningObjectivesKnowwhereBusinessKnowledge(1)ChambersofCommerceinforeigncountries(国外商会)(2)TradeDirectory（贸易名录）(3)ChineseCommercialCounselorsOfficeinforeigncountries(中国驻国外商务参赞处)(4)Exhibitionsandtradefairs(5)Advertisementsinmagazine,oninternet,overradio,onTVandsoon.Channels for Obtaining Information About a New FirmBusinessKnowledgeChannelsforv(6)Marketinvestigationsv(7)Enquiresreceivedfromforeignmerchantsv(8)Self-introductionorintroductionfromhisbusinessconnectionsv(9)Abranchofficeorrepresentativeabroadv(10)Theinternet(6)Marketinvestigations Having obtained the desired names and addresses of the firms from any of the above-listed sources,he/she may start sending letters or circulars in the current-wildly used form as email or fax to the parties concerned.Such letter can be called a“first-contact”letter.As the saying goes:Well-beginning is half done.Thus to write correctly and properly is of vital importance.外贸英语函电第二章课件lettersaimingatestablishingbusinessrelations1.Thesourceofinformation(howyoulearnedofthiscompany);2.stateyourintentionofestablishingbusinessrelations;3.Briefintroductiontoyourowncompany(linesofyourbusiness,little“advertising”onyourproductsorservice);4.showthereferenceastoyourfirmscreditstanding.(告诉对方你公司的信誉）5.Expressingtheexpectationofcooperationandearlyreply（表达与对方合作和早日收到回复的愿望）.lettersaimingatestablishingCase 1贵公司主要从事纺织品的进出口业务，想与瑞典的某企业建立业务关系，随函附寄出口清单一份。1.从事纺织品的进口与出口2.建立业务关系3.随函寄清单一本Key pointsCase1贵公司主要从事纺织品的进出口业务，想DearSirs,WeoweyournameandaddresstotheCommercialCounselorsofficeoftheSwedishEmbassyinBeijingwhohasinformedusthatyouareinthemarketfortextiles.Weavailourselvesofthisopportunitytoapproachyoufortheestablishmenttraderelationswithyou.Weareastate-operatedcorporation,handlingboththeimportandexportoftextiles.Inordertoacquaintyouwithourbusinesslines,weencloseacopyofexportlistcoveringthemainitemssuppliableatpresent.Shouldanyoftheitemsbeofinteresttoyou,pleaseletusknow.Weshallbegladtogiveyouourlowestquotationsuponreceiptofyourdetailedrequirements.Inourtradewithmerchantsofvariouscountries,wealwaysadheretotheprincipleofequalityandmutualbenefit.Itisourhopetopromote,byjointefforts,bothtradeandfriendshiptoourmutualadvantage.Welookforwardtoreceivingyourenquiriessoon.Yoursfaithfully,J.RobinsonDearSirs,Notes to Letter Onev1.oweto把.归功于e.g.Weoweyournameandaddressto.v2.CommercialCounselorsOffice商务参赞处v3.beinthemarketfor想要购买.e.g.WeareinthemarketforGroundnuts.beinthemarket要买或卖e.g.Pleaseadviseuswhenyouareinthemarket.v4.availoneselfof利用.e.g.Weavailourselvesofthisopportunitytoexpressourthankstoyouforyourclosecooperation.v5.approachv.与接洽e.g.Wehavebeenapproachedbyseveralbuyersforthesupplyofwalnuts.NotestoLetterOne1.owetNotes to Letter One6.state-operatedcorporation国营公司7.handlev.经营e.g.Thisshophandlespaperandstationery.8.acquaintsb.withsth.使某人了解某事e.g.Youwillhavetoacquaintuswiththedetails.9.linen.行业;(一类)货色e.g.Wehavebeenformanyyearsinthechemicalline.Thisisagoodlineofhardware.NotestoLetterOne6.state-opNotes to Letter One10.enclosev.随函附上e.g.Weencloseacopyofourpricelist.Pleaserefertothepricelistenclosedwith(or:in)ourletterofAugust5.Enclosedpleasefindacopyofourpricelist.(Or:Pleasefindenclosedacopyofourpricelist.)Webelieveyouwillfindtheenclosedinteresting.enclosuren.附件(信内有附件时,常用Encl.或Enc.注明与信末坐下角,如例文.)e.g.WethankyouforyourletterofApril15withenclosures.NotestoLetterOne10.encloseNotes to Letter One11.covering包括的,涉及的,有关的e.g.Pleaseletushaveyourpricelistcoveringyourtypewriters.12.sth.beofinteresttosb.使感兴趣,有兴趣e.g.Thisarticleisofspecialinteresttous.注意区分:sb.beinterestedinsth.13.upon(or:on)receiptof收到后(即)e.g.On(or:Upon)receiptofyourinstrucionswewillsendthegoods.14.requirementn.需要;需要之物e.g.Wecanmeetyourrequirementsfor(or:of)Walnutmeat.15.traden.贸易;行业e.g.Theyhavebeeninthewooltradeforquiteanumberofyears.tradev.从事贸易;做生意;经营e.g.Theytradeincottonpiecegoodswithmanycountries.NotestoLetterOne11.coverinNotes to Letter One16.adhereto=stickto忠于;坚持e.g.Wealwaysadheretoourcommitments.17.principleofequalityandmutualbenefit平等和互利的原则18.bothtradeandfriendshiptoourmutualadvantage对双方都有利的贸易和友谊经典句子:Itisourhopetopromote,byjointefforts,bothtradeandfriendshiptoourmutualadvantage.NotestoLetterOne16.adhere英国某公司长期从事进口工艺品，对中国工艺品很感兴趣，因此写信给贵公司要求建立业务关系。贵公司在收到信后立即做出了回复，希望与英国公司合作。1.从事工艺品的进口2.建立贸易关系Case 2Key points英国某公司长期从事进口工艺品，对中国工艺品很感兴趣Dearsirs,HavingobtainedyournameandaddressfromMessrs.Anderson&Co.,Rotterdam,wearewritingyouinthehopeofestablishingbusinessrelationswithyou.WehavebeenimportersofArts&Craftsformanyyears.Atpresent,weareinterestedinvariouskindsofChineseArtsandCraftsandshouldappreciateyourcataloguesandquotations.Ifyourpricesareinline,wetrustimportantbusinesscanmaterialize.Wearelookingforwardtoreceivingyourearlyreply.Yoursfaithfully,JanetM.MarleyDearsirs,(从以上的信件中可以看出,这就是客户的inquiry,继续看下面供应商的回复.)(B)AreplytotheaboveDearsirs,Wethankyouforyourletterofthe3rdthismonthandshallbegladtoenterintobusinessrelationswithyourfirm.Complyingwithyourrequest,wearesendingyouunderseparatecoverourlatestcataloguesandpricelistcoveringourexports.Paymentshouldbemadebyanirrevocableandconfirmedletterofcredit.Ifyoufindbusinesspossible,pleasecableusforoffers.Yoursfaithfully,IanM.Irvine(从以上的信件中可以看出,这就是客户的inquiry,继续Notes to Letter Two1.obtainv.获得e.g.Weregrettosaywecannotobtainanyinterest.例文中的Havingobtained.from.也是一句向对方表达如何获得对方联系方式的句型.(今天学的是第二句)Case1第一句表达如何取得对方联系方式的句子吗?Weoweyour.to.这些句型是在你向初次联系的客户发邮件时可使用的好句子,这样,客人就不会觉得你的联系太突然了.NotestoLetterTwo1.obtainNotes to Letter Two2.appreciatev.感谢,感激;理解,体会例句:Wehighlyappreciateyourkindcooperation.Weshallappreciateyourgivingthismatteryourseriousconsideration.Weshallappreciateitifyouwillsendusabrochureandtwosamplebooksbyairimmediately.Wehopeyouwillappreciateourposition.这是一个在函电里用的频率比较高的一个词,这个词的好的运用会使你的信件增添一份美.NotestoLetterTwo2.appreciaNotes to Letter Two3.inline(with)=inagreement(with)e.g.Ifyourpriceisinline,wecantakelargequantities.Pleasemakeusacableoffer.=Pleasemakeusatelegraphicoffer.4.materializev.实现e.g.Wehopethebusinesswilleventuallymaterialize.5.enterintov.开始(某种关系、事业、谈判等);缔结(契约等)e.g.Wewishtoenterintobusinessrelationswithyourcorporationforthesupplyoflightindustrialproducts.e.g.Weexpecttoenterinto(=begin)businesstalkswiththemnextweek.NotestoLetterTwo3.inlineNotes to Letter Tply(with)vi.依照，符合e.g.Wehopeyouwillbeabletocomplywithourrequest.Thisofferdoesnotcomplywithourrequirements.表示“按照.;和.一致”意思的,除了complywith外,还有incompliancewith,inlinewith,inaccordancewith,incomformitywith.NotestoLetterTply(7.underseparatecover另邮,另寄也可以说byseparatemail;如附在信里则用undercover(随函)或enclose(见上一个例文).例句:Wearesendingyoucatalogueunderseparatecover.=Wearesendingyoucataloguebyseperatemail.Wearesendingyouundercoveracopyofpricelist.=Weareenclosingacopyofourpricelist.Notes to Letter Two7.underseparatecover另邮,另Notes to Letter Two8.cablev.打电报注意:cablesb.sth.把某事物电达给某人cablesb.forsth.向某人电索某事物例句:Pleasecableusoffers.Pleasecableusforoffers.cablen.电报例句:Pleasemakeusanofferbycable.=Pleasemakeusanofferbytelegram.NotestoLetterTwo8.cablev举一反三句型一反三句型 1.inthehopethat希望希望in the hope of sth./doing sth.2.establishbusinessrelationswith建立建立业务关系关系similar expressions:build up,set up,enter into business relations with sb.n.establishment establishment of business relations 建立建立业务关系关系 establishment of L/C 开立信用开立信用证3.extend v.Enlarge;offer,provide扩大大;给予，提供予，提供;延期延期 extend range 扩大大经营范范围 extend business 扩大大业务e.g.我们很想早日与你方建立直接的业务关系。Wewouldliketoestablishdirectbusinessrelationswithyouatanearlyday.我们写信给你方,希望与你方建立业务关系。Wearewritingfortheestablishmentofbusinessrelationswithyou.e.g.我们写信给你方,希望与你方建立业务关系。Werewritingtoyouinthehopethatyoullestablishbusinessrelationswithus.Or:Werewritingtoyouinthehopeofestablishingbusinessrelationswithyou.我们回信给你方,希望你们给我们最低报价。Wewritebacktoyouinthehopethatyoucanquoteusthelowestprice.句式：extendsb.sth./extendsth.tosb.给予某人某样东西extendusthesupport(give,extendthesupporttous)extendtheaccommodationtosb.提供某人某物extendL/C延期信用证extendtheL/CtoAugust1将信用证展期至8月1日extendthedateofthedeliveryintheL/Cto将信用证中的交货期展至n.extension扩大，展期，给予extensionoftheL/C信用证展期makeextensionoftheL/C展期信用证adj.extensive广泛的；大量的extensiveconnection广泛的联系*rangen.范围arangeof一系列awiderangeof广泛的v.rangefromto从范围内变动举一反三句型1.inthehopethat4.appreciatev.be thankful or show gratitude for;admire greatly感感谢，欣，欣赏We shall appreciate it if.it is appreciated if(that).we shall appreciate you doing.We shall appreciate sth.e.g.如我如我们早日收到你方来信，我早日收到你方来信，我们将不将不胜感激。感激。We shall appreciate your early petitiveadj.有有竞争力的，争力的，竞争的争的 competitive price 有有竞争力的价格争力的价格 pete (+with)与与竞争争e.g.贵方商品方商品质量能与其他量能与其他产品品质量相量相竞争。争。Quality of your goods can compete with that of other products.e.g.你们会喜欢我方产品的颜色和款式的。Youshouldappreciatethecolorsanddesignsofourgoods.如你方能尽早给予答复，我们将不胜感激。Wpetition 竞争争e.g.国际市场上竞争很激烈。Thereisakeencompetitionintheinternationalmarket.Or:Cpetitiveness有竞争性，有竞争力e.g.为了提升公司的竞争力，我们要不断改进产品的质量。Weshouldimprovethequalityofproductscontinuouslyinordertoincreasethecompetitivenessofourcompany.4.appreciatev.betha6.placeanorderwithsb.forsth.want to buy sth.from sb.向某人定向某人定购e.g.如你方价格有竞争力，我方将向你方订购手套。Ifyourpricesarecompetitive,weshallbepleasedtoplaceanorderwithyouforgloves.现向你方订购100匹印花细布。Weareplacinganorderwithyoufor100piecesofprintedshirting.placeanorderforalargequantity(of)大量订购有关订单的表达法：regularorder长期订货trialorder试订单first/initialorder首笔订单substantialorder大宗订单repeatorder再次订单/续订单*ordersth.withsb.向某人订购6.placeanorderwithsb.for7.lookforwardto think of(a future event)with pleasurable 盼望盼望 句式：句式：look forward to sth./doing sth.lookforwardtoyourearlyreplylookforwardtoreceivingyourreplye.g.我们盼望，通过我们共同的努力，能与你方做成生意。Welookforwardto,byjointefforts,doingbusinesswithyou.7.lookforwardtothin8bedesirousto have a desire to,be eager to,be anxious to 热切盼望，渴望切盼望，渴望 句式：句式：be desirous of doing sth./be desirous to do sth.e.g.我我们热切盼望与切盼望与贵方做生意。方做生意。We are desirous to do business with you.v.desire 希望，期望；想要希望，期望；想要n.desire 希望，渴望希望，渴望;要求，要求，请求求 have a desire to do sth.(the same as“desire to do sth.”)句式：desiretodosth.desiresb.tosth.desirethatdesiresth.Itisdesiredthat8bedesiroustohavead9.satisfydifferentmarketneeds meet the various needs in the market 满足足 satisfy needs 满足要求足要求(需求需求)10.incompliancewith according to,in agreement with与与.一致，符合一致，符合;按照，根据按照，根据e.g.价格与国价格与国际市市场行情一致。行情一致。The price is in compliance with the international ply(+with)遵从，按照，根据，与遵从，按照，根据，与一致一致e.g.应你方要求，你方要求，给予予贵方最低价。方最低价。We comply with your request and give you the lowest price.11.underseparatecover by separate mail,in another letter 另另邮,另寄另寄 similarexpression:servetheneeds,meettheneedsundercoverinanenclosureformailing随函附上e.g.关于目录与价目表，我们将另邮寄给你方。Wewillsendyouunderseparatecovercatalogueandpriceliste.g.应你方的要求，我们已通知银行在日内开立信用证。In compliance with your request,we have instructed the bank to open the L/C in a few ply(+with)e.g.我们应按买方要求，选择与市场一致的价格。We shall comply with the buyers request and choose the prices in line with the market.9.satisfydifferentmarketne12.covering about,including;to pay,to meet 关于关于,支付支付e.g.我我们寄寄给你方一你方一张支票，支付第一笔船支票，支付第一笔船货。We send you a cheque covering the first shipment.v.cover 包括包括 13.enquiry n.questions or query 询问，打听，打听，询盘 v.enquire 询问，打听，打听，询盘 句式：句式：enquire for sth.询盘某种商品某种商品 enquire about sth.打听某事打听某事 enquire into sth.调查某事某事 make enquiries enquire 询盘 e.g.寄上一份价目表，内容包括我们所经营的商品。Wesendyouapricelistcoveringgoodswearehanding.我们的业务范围已扩大到包括化工产品在内了。OuractivitieshavenowbeenextendedtocoverChemicals.e.g.我们昨天收到的信是关于劳动分工的询问的。Theletterwereceivedyesterdayisanenquiryaboutthedivisionoflabor.获悉你方对纺织品的询盘，谢谢。Thankyouforyourenquiryfortextiles.12.coveringabout4.MakeyourselfskilledI.BasicTraining1.TranslatethefollowingexpressionsintoChinese:quotation export range extensive connection latest catalogue leading importer order（n.）specific enquiry extension of L/C 报价价出口出口产品范品范围广泛的广泛的联系系最新目最新目录一流的一流的进口商口商订单具体具体询盘 信用信用证展期展期4.MakeyourselfskilledI.Ba2.Choose the best answer:2.Choose the best answer:1)Wewould_verymuchifyousendusafewsamplebooks.a.appreciatedb.appreciateitc.appreciateyoud.appreciate2)Wesendacopyofourexportlist_themainitemsavailableatpresent.a.coveredb.coveringc.coverd.arecovered3)Wewouldliketoreceiveyourinquiries_ourhardware.a.aboutb.toc.ford.into4)Wewishtoestablishdirectbusinessrelations_you.a.withb.forc.fromd.to5)Weare_yourdetailedrequirement.a.forwardingb.lookingtoc.lookingforwardd.lookingforwardtobbcad2.Choosethebestanswer:1)W6)Weareplanningto_ourbusinessactivitiestoourneighboringcountries.a.executeb.extendc.extensiond.enlarging7)Weareinterestedinyourcottonpiecegoodsandwishtoreceiveyour_soon.a.specificenquiryb.specialenquiryc.specificenquired.enquirespecifically8)Wearewritingyou_youcangiveusthelowestquotation.a.hopeb.hopingtoc.inthehopethatd.inthehopeof9)We_makebusinesscontactwithyou.a.desiroustob.desirec.aredesiroustod.aredesirousof10)Weintendtoplaceanorder_you_300sets“Huanan”brandsewingmachines.a.fromaboutb.withforc.withofd.fromforbbacc6)Weareplanningto_3.ImprovingTraining:1)1)我我我我们们想介想介想介想介绍绍一下我一下我一下我一下我们们的的的的业务业务范范范范围围。(business range)(business range)2)2)我我我我们们从史密斯先生从史密斯先生从史密斯先生从史密斯先生处处得知你方的名称与地址，他与我得知你方的名称与地址，他与我得知你方的名称与地址，他与我得知你方的名称与地址，他与我们们做了很多年的生意。做了很多年的生意。做了很多年的生意。做了很多年的生意。(obtain name and address from)(obtain name and address from)3)3)尽早告知你方感尽早告知你方感尽早告知你方感尽早告知你方感兴兴趣的商品趣的商品趣的商品趣的商品为为盼。（盼。（盼。（盼。（shall appreciate it if you couldshall appreciate it if you could）4)4)我我我我们们已收到从国外寄来的已收到从国外寄来的已收到从国外寄来的已收到从国外寄来的许许多多多多询询价价价价单单。(enquiry)(enquiry)1)Wewouldliketointroduceourbusinessrange.2)WeobtainedyournameandaddressfromMr.Smith,whohasdonebusinesswithusformanyyears.3)Weshallappreciateitifyoucouldinformusofthegoodsyouareinterestedin.4)Wehavereceivedmanyenquiriesfromabroad.3.ImprovingTraining:我们想介绍一下5 5）他）他）他）他们们以前从英国以前从英国以前从英国以前从英国进进口机器，口机器，口机器，口机器，现现在想同我在想同我在想同我在想同我们们建立建立建立建立业务业务关系。关系。关系。关系。(establish business relations with)(establish business relations with)6)6)我公司是拉哥斯市我公司是拉哥斯市我公司是拉哥斯市我公司是拉哥斯市(Lagos)(Lagos)最大的最大的最大的最大的电电器用品器用品器用品器用品进进口商，主要口商，主要口商，主要口商，主要经营电经营电器用品器用品器用品器用品进进口口口口业务业务。(leadinghandling)(leadinghandling)7)7)如果你方价格有如果你方价格有如果你方价格有如果你方价格有竞竞争力，我争力，我争力，我争力，我们们相信我相信我相信我相信我们们之之之之间间能达成大量的交易。能达成大量的交易。能达成大量的交易。能达成大量的交易。(competitive,close deals with)(competitive,close deals with)8 8）如蒙你方能将此信）如蒙你方能将此信）如蒙你方能将此信）如蒙你方能将此信转转交交交交给负责给负责此事的人，我此事的人，我此事的人，我此事的人，我们们将不将不将不将不胜胜感激。感激。感激。感激。(It shall(It shall be appreciated if you could)be appreciated if you could)9 9）我方在）我方在）我方在）我方在1212月月月月1 1日的信中通知你方，我日的信中通知你方，我日的信中通知你方，我日的信中通知你方，我们们愿与你方愿与你方愿与你方愿与你方订购订购500500辆飞鸽辆飞鸽牌自行牌自行牌自行牌自行车车.。(inform,place orders with sb.For sth.)(inform,place orders with sb.For sth.)5)They used to import machines from UK,but now they would like to establish business relations with us.6)We are the leading importer of electronic products in Lagos,handling the import of electronic goods.7)If your price is competitive,we trust we can close great deals with each other.8）It shall be appreciated if you could pass this letter on to the person in charge.9）We informed you in our letter of December 1that we would like to place with you an order for 500 sets Flying Pigeon bicycles.5）他们以前从英国进口机器，现在想同我们建立业务关系。5)T4.Letter-writingpractice:YouareanimporterofelectronicgoodsinUS.RecentlyyougotapieceofinformationaboutaRainbowElectronicProductsCo.,LtdinChinaontheInternetasfollows:彩虹牌电风扇使用军工技术生产的，低噪声，噪声低，风力柔和。按照国际标准生产，建立质量保证体系，获得中国电工产品认证合格证书，取得长城标志。彩虹牌系列电风扇，有落地扇、台扇两大类共十多个花色品种。4.Letter-writingpractice:Sampleletter:Dearsirs,Weareoneoftheleadingimportersofelectricgoodsinthiscityandshallbepleasedtoestablishbusinessrelationswithyourfirm.Atpresentweareinterestedinyourelectricfan,detailsasperourenquirynoteno.1345attached,andshallbegladtoreceiveyourlowestquotationassoonaspossible.Wewouldliketomentionthatifyourpriceisattractiveanddeliverydateacceptable,weshallplaceourorderwithyouimmediately.Yourearlyreplywillbehighlyappreciated.Yoursfaithfully,Sampleletter:Dearsirs,