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1、外贸英语函电外贸英语函电外贸英语函电外贸英语函电外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Unit 2Unit 2 Establishing Business RelationsEstablishing Business Relations建立业务关系建立业务关系建立业务关系建立业务关系外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程 Basic Knowledge Concerned Letter-writing Guide Other Commonly Used Expressions and Sentences Sample Letters Prac
2、tical TrainingContents外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part One It is fairly true to say no customer,no business.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 an
3、d turnover.Establishing business relations is the first step in transaction in 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 persons in charge must first of all find out whom th
4、ey are going to deal with.We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business.1.The Significance of Establishing Business Relations外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part One Usually,you can secure all the necessary information about a n
5、ew customer with the help of the following channels:2.The Main Channels and Methods for Establishing Business Relations(1)banks;periodicals;advertisements in newspapers,magazines or on TV;the introduction from your business connections;the market investigations;the commercial counselors offices;the
6、industrial chambers;the chambers of commerce both at home and abroad;inquiries received from the merchants abroad;self-introduction by merchants themselves.外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part One Sometimes,a kind of middleman is necessary to bring two companies together.Having obtained the desired
7、names and addresses of the firms from any of the above sources,you may start contacting the prospective customers.The main methods include:2.The Main Channels and Methods for Establishing Business Relations(2)communication in writing;attendance at the export commodities fairs;contact at the exhibiti
8、ons held at home or abroad;mutual visits by trade delegations and groups.Of all the above methods,the first one is widely used in business activities.外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part One Generally speaking,the contents of a letter requesting a business relationship include telling the prospectiv
9、e customers how and where their names and addresses are known,self-introducing,indicating your desire to enter into business relations,or sometimes making general inquiries and expressing your expectation for cooperation or early reply,etc.While for letters in reply to the letters requesting for bus
10、iness relations,the contents may include expressing your thanks for the incoming letter,expressing your agreement/desire/wish to establish business relations with the addressor and indicating the action you are going to take.3.The Main Contents of a Letter for Establishing Business Relations 外贸英语函电工
11、学结合优质核心课程外贸英语函电工学结合优质核心课程Part One To ensure smooth and successful transactions,it is also essential to make credit inquiries before you correspond with a new customer so as to avoid business risk.Usually,credit investigations include capital/financial condition,capacity/business activity,character a
12、nd honesty integrity.The information thus obtained must be kept strictly confidential and usually marked with“confidential”or“strict private and confidential”,for it might otherwise get yourself and your informer involved in serious trouble.4.About Credit Inquiries/Investigations外贸英语函电工学结合优质核心课程外贸英语
13、函电工学结合优质核心课程Part TwoSteps/ContentsSteps/ContentsTypical ExpressionsTypical ExpressionsFor letters requesting for the establishment of business relationsFor letters requesting for the establishment of business relations1.Telling the 1.Telling the prospective prospective customers how customers how an
14、d where their and where their names and names and addresses are addresses are knownknownYour company has been kindly introduced to Your company has been kindly introduced to us by.us by.贵公司由贵公司由贵公司由贵公司由介绍给我们介绍给我们介绍给我们介绍给我们 We have learned from.that.We have learned from.that.我们通过我们通过我们通过我们通过得知得知得知得知O
15、n the recommendation of.,we have learned On the recommendation of.,we have learned that.that.通过通过通过通过的推荐的推荐的推荐的推荐,我们得知我们得知我们得知我们得知Through the courtesy of.,we are given to Through the courtesy of.,we are given to understand understand that.that.承蒙承蒙承蒙承蒙我们得知我们得知我们得知我们得知We were very pleased to obtain y
16、our name We were very pleased to obtain your name from.from.很高兴从很高兴从很高兴从很高兴从处获得贵公司的名称处获得贵公司的名称处获得贵公司的名称处获得贵公司的名称 外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part TwoSteps/ConteSteps/ContentsntsTypical ExpressionsTypical Expressionswe are delighted to learn that.we are delighted to learn that.我们很高兴得知我们很高兴得知我们很高兴
17、得知我们很高兴得知We have your name and address from.We have your name and address from.我们从我们从我们从我们从得知贵公司的名称和地址得知贵公司的名称和地址得知贵公司的名称和地址得知贵公司的名称和地址 2.Self-2.Self-introducingintroducingWe write to introduce ourselves to you as a.We write to introduce ourselves to you as a.作为作为作为作为,特来函自我介绍特来函自我介绍特来函自我介绍特来函自我介绍 Ou
18、r lines are mainly.Our lines are mainly.我们主要从事我们主要从事我们主要从事我们主要从事.fall within the scope of our business.fall within the scope of our business activities.activities.属于我们的经营范围属于我们的经营范围属于我们的经营范围属于我们的经营范围 We are mainly dealing in.We are mainly dealing in.我们主要从事我们主要从事我们主要从事我们主要从事We have been engaged for m
19、any years in the line We have been engaged for many years in the line of.of.我们已经从事我们已经从事我们已经从事我们已经从事多年多年多年多年 外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part TwoSteps/ContenSteps/ContentstsTypical ExpressionsTypical Expressions2.Self-2.Self-introducingintroducingAs you may know,we supply.As you may know,we supp
20、ly.如贵公司所了解如贵公司所了解如贵公司所了解如贵公司所了解,我们可供我们可供我们可供我们可供应应应应We would like to take this opportunity to We would like to take this opportunity to introduce introduce ourselves as.ourselves as.我们借此机会自我介绍我们借此机会自我介绍我们借此机会自我介绍我们借此机会自我介绍,我们是我们是我们是我们是We would like to take the liberty of introducing We would like to
21、 take the liberty of introducing ourselves to ourselves to you with a view to.you with a view to.我们冒昧自荐我们冒昧自荐我们冒昧自荐我们冒昧自荐,希望希望希望希望Our corporation is established for the purpose Our corporation is established for the purpose of.of.本公司是以本公司是以本公司是以本公司是以为宗旨而建立的为宗旨而建立的为宗旨而建立的为宗旨而建立的 Our corporation is sp
22、ecialized in.Our corporation is specialized in.本公司专营本公司专营本公司专营本公司专营We handle various kinds of.We handle various kinds of.本公司经营各种本公司经营各种本公司经营各种本公司经营各种外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part TwoSteps/ContenSteps/ContentstsTypical ExpressionsTypical Expressions3.Indicating 3.Indicating your purpose your p
23、urpose and desireand desireWe are willing to.We are willing to.我方愿意我方愿意我方愿意我方愿意We express our desire to.We express our desire to.我们想表达我们想表达我们想表达我们想表达的意愿的意愿的意愿的意愿 We are now writing you for.We are now writing you for.我们特致函我们特致函我们特致函我们特致函We are desirous of.We are desirous of.我方很希望我方很希望我方很希望我方很希望With a
24、 view to.,we.With a view to.,we.本着本着本着本着的意愿的意愿的意愿的意愿,我方我方我方我方We are interested in.We are interested in.我方有兴趣我方有兴趣我方有兴趣我方有兴趣We need a regular supply of.We need a regular supply of.我方定期需要我方定期需要我方定期需要我方定期需要We are in a position to supply.We are in a position to supply.我方可供应我方可供应我方可供应我方可供应We would be gla
25、d to.We would be glad to.我们将乐于我们将乐于我们将乐于我们将乐于外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part TwoSteps/ContenSteps/ContentstsTypical ExpressionsTypical Expressions3.Indicating 3.Indicating your purpose your purpose and desireand desireWe now avail ourselves of this opportunity to.We now avail ourselves of this
26、opportunity to.我我我我们借此机会们借此机会们借此机会们借此机会If you need.,please(dont hesitate to)let us If you need.,please(dont hesitate to)let us know.know.如果你们需要如果你们需要如果你们需要如果你们需要,请请请请(毫不犹豫毫不犹豫毫不犹豫毫不犹豫)地告知我们地告知我们地告知我们地告知我们 Should there be anything else we can do for you,Should there be anything else we can do for you
27、,please please let us know.let us know.如果我们还能为你们做些其他事情如果我们还能为你们做些其他事情如果我们还能为你们做些其他事情如果我们还能为你们做些其他事情,请告请告请告请告知知知知 Should you require.please dont hesitate to Should you require.please dont hesitate to contact us.contact us.如果你们需要如果你们需要如果你们需要如果你们需要,请毫不犹豫地和我们联系请毫不犹豫地和我们联系请毫不犹豫地和我们联系请毫不犹豫地和我们联系 4.Express
28、ing 4.Expressing your your expectationexpectationWe We look look forward forward to to receiving./hearing receiving./hearing from from you you soon/in the soon/in the near future.near future.希望尽快收到希望尽快收到希望尽快收到希望尽快收到外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part TwoSteps/ContenSteps/ContentstsTypical Expressio
29、nsTypical Expressions4.Expressing 4.Expressing your your expectationexpectationYour early reply is appreciated./Any early reply Your early reply is appreciated./Any early reply would be highly appreciated.would be highly appreciated.非常感谢你们的早日答非常感谢你们的早日答非常感谢你们的早日答非常感谢你们的早日答复复复复 We are anticipating yo
30、ur answer./We await hearing We are anticipating your answer./We await hearing from you.from you.盼复盼复盼复盼复 Any further information you can provide will be Any further information you can provide will be appreciated.appreciated.对你们提供的进一步信息对你们提供的进一步信息对你们提供的进一步信息对你们提供的进一步信息,我们将非常感谢我们将非常感谢我们将非常感谢我们将非常感谢 W
31、e hope this will be a good start for.We hope this will be a good start for.希望这是希望这是希望这是希望这是的良好开端的良好开端的良好开端的良好开端 We would appreciate it/be grateful if you would.We would appreciate it/be grateful if you would.如果贵公司如果贵公司如果贵公司如果贵公司我们将不胜感激我们将不胜感激我们将不胜感激我们将不胜感激 We would sincerely appreciate it if you.We
32、would sincerely appreciate it if you.如果你们能如果你们能如果你们能如果你们能,我们将衷心感谢我们将衷心感谢我们将衷心感谢我们将衷心感谢 外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part TwoSteps/ConteSteps/ContentsntsTypical ExpressionsTypical ExpressionsFor letters in reply to the letters requesting for the establishment For letters in reply to the letters re
33、questing for the establishment of business relationsof business relations1.1.Expressing Expressing your thanks your thanks for the for the incoming incoming letter or letter or stating your stating your letter-letter-replying replying purposepurposeThank you for your letter of.Thank you for your let
34、ter of.感谢贵方感谢贵方感谢贵方感谢贵方的来函的来函的来函的来函 Thank Thank you you for for your your interest interest in.in.感感感感谢谢谢谢贵贵贵贵方方方方对对对对的的的的兴趣兴趣兴趣兴趣 We We have have received received with with thanks.thanks.已已已已收收收收悉悉悉悉,谢谢谢谢谢谢谢谢!Your letter of.has been well received with Your letter of.has been well received with tha
35、nks.thanks.贵方贵方贵方贵方的信已收悉的信已收悉的信已收悉的信已收悉,谢谢谢谢谢谢谢谢!Your letter expressing.has been received with Your letter expressing.has been received with thanks.thanks.贵方关于贵方关于贵方关于贵方关于的信已收悉的信已收悉的信已收悉的信已收悉,谢谢谢谢谢谢谢谢!We are thankful for your letter about/of.We are thankful for your letter about/of.谢谢你们关于谢谢你们关于谢谢你们关
36、于谢谢你们关于的来信的来信的来信的来信 In reply/response to your letter of.,we.In reply/response to your letter of.,we.作为对你们作为对你们作为对你们作为对你们来信的答复来信的答复来信的答复来信的答复,我们我们我们我们外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part TwoSteps/ConteSteps/ContentsntsTypical ExpressionsTypical Expressions2.2.Expressing Expressing your your agreement
37、 agreement/desire/wish/desire/wishYour wish of.coincides with ours.Your wish of.coincides with ours.你们的你们的你们的你们的愿望与我们的不谋而合愿望与我们的不谋而合愿望与我们的不谋而合愿望与我们的不谋而合 This is also our desire.This is also our desire.这也是我们的愿望这也是我们的愿望这也是我们的愿望这也是我们的愿望 We shall be very glad to.We shall be very glad to.我们将很高兴我们将很高兴我们将很
38、高兴我们将很高兴Your suggestion of.was really a good thinking.Your suggestion of.was really a good thinking.你们的你们的你们的你们的建议确实是一个好主意建议确实是一个好主意建议确实是一个好主意建议确实是一个好主意 3.Indicating 3.Indicating the action the action you are you are going to takegoing to takeWe are sending you.We are sending you.我们将给贵方寄去我们将给贵方寄去我们将
39、给贵方寄去我们将给贵方寄去We shall be glad to have your.We shall be glad to have your.我们将很高兴得到贵我们将很高兴得到贵我们将很高兴得到贵我们将很高兴得到贵方的方的方的方的As requested,we are airmailing to you.As requested,we are airmailing to you.按要求按要求按要求按要求,我们特此给您寄去我们特此给您寄去我们特此给您寄去我们特此给您寄去Enclosed is/are our./We enclose our.Enclosed is/are our./We en
40、close our.随函附寄随函附寄随函附寄随函附寄外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part ThreeExpressions (1)1.establish business relations,enter into business relations,establish business connections,enter into business connections 建立业务关系2.engage in.,handle.,deal in.从事经营3.specialize in.,专营4.business line 业务范围5.business cont
41、acts 业务联系6.please contact us/sb.请与我们/某人联系7.let us/sb.know 请告知我们/某人 8.Please(dont hesitate to)let us know/inform us.务请告知9.We would appreciate it/be grateful if you would.如蒙我们将不胜感激10.The enclosed is/are our./We enclose our.随函附寄外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part ThreeExpressions (2)11.Enclosed please
42、 find our.随函附上,请查收12.for your information/reference(only)(仅)供参考13.concerning,about,regarding,with regard to.,as to.关于14.at your end,in your place/area/district 在你处/地15.in the meantime,at the same time,meanwhile,in the meanwhile 与此同时16.according to,in compliance with,in accordance with,in conformity
43、with 按照17.conclude/close the business/transaction/deal 达成交易18.do business with,deal with,trade with 与做生意19.be connected with.与有联系20.do sth.upon your request 应你们的要求做外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part ThreeTypical Sentences (1)1.We are one of the leading importers of ceramic products in America.Wed
44、like to establish business relationship with your corporation.2.We are a state-operated corporation,handling the export of animal by products and we are willing to enter into business relations with your firm.3.This is to introduce the Pacific Corporation as an exporter of light industrial products
45、having business relations with more than 80 countries in the world.4.We are exporters of fresh water pearls having years experience in this particular line of business.5.We are active in developing commercial relations with trade and financial circles of/from various countries and districts.6.We for
46、esee a bright prospect for your products in our market.外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part ThreeTypical Sentences (2)7.Should you be interested in any of our products,please let us know.8.Should you require any further information/details/particulars,please dont hesitate to let us know.9.Since we s
47、pecialize in the export of Chinese food products,we wish to express our desire to trade with you in this line.10.As the items fall within the scope of our business activities,we shall be pleased to enter into direct business relations with you.11.We are convinced that our joint business efforts can
48、be developed to our mutual benefit.12.We appreciate your cooperation in this transaction.13.As requested,we are airmailing to you,under separate cover,a sample each of Article Numbers 1025 and 1026 for your reference.外贸英语函电工学结合优质核心课程外贸英语函电工学结合优质核心课程Part ThreeTypical Sentences (3)14.We are one of the
49、 largest food trading companies in Japan,and have offices or representatives in all major cities and towns in Japan.15.Your letter of November 21,2007,addressed to our sister corporation in Shanghai has been transferred to us for attention.16.Our mutual understanding and cooperation could result in
50、future business.17.We are striving to expand economic cooperation and exchange of technology with foreign countries.We utilize common and reasonable international practices in a flexible way.18.A booklet including a general introduction,the scope of business and other topics is enclosed for your ref