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1、Vocabulary prospective 潜在的潜在的turnover 营业额营业额periodicals 期刊期刊 Commercial Counsellors Office 商务咨询公司商务咨询公司Chambers of Commerce 商会商会consolidate 巩固巩固revitalize 恢复恢复Unit 1 Establishing Business RelationsI.Introduction 1.Information obtainable through the following channels:1)Communication in writing;2)Att
2、endance at the export commodities fairs;3)Contact at the exhibitions held at home or abroad;4)Mutual visits by trade delegations and groups.It is fairly true to say no customer,no business.To establish business relations with prospective dealers is one of the vitally important measures either for a
3、newly established firm or an old one that wishes to enlarge its business scope and turnover.A writer of business letters can secure all the necessary information about a new customer with the help of the banks,the periodicals,the advertisements in newspapers or on TV,the introduction from his busine
4、ss connections,the market investigations,the Commercial Counsellors Office,the Chambers of Commerce both at home and abroad and so on.Business connections are of great value to firms engaged in foreign trade.So,traders must not only do what they can to consolidate their established relations with fi
5、rms having previous business but also develop and revitalize their trade by searching for new connections from time to time.II.Sentences commonly used on establishing business relations:1.We are a state-operated corporation,handling the export of animal by products and we are willing to enter into b
6、usiness relations with your firm.2.This is to introduce the Pacific Corporation as exporters of light industrial products having business relations with more than 80 countries in the world.3.We write to introduce ourselves as exporter of fresh water pearls having many years experience in this partic
7、ular line of business.4.We take the opportunity to introduce ourselves as large importers of fertilizers in our country.5.On the recommendation of Messrs.Harvey&Co.,we have learned with pleasure the name of your firm.6.We take the liberty of writing to you with a view to doing business with you.7.Th
8、rough the courtesy of Mr.Freemen,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.8.We have your name and address from“The Journal of Commerce”.9.We express our desire to establish business relations
9、 with your firm.10.We shall be glad to enter into business relations with you.11.Your letter expressing the hope of establishing business connections with us has been received with thanks.12.We now avail ourselves of this opportunity to write to you with a view to entering into business relations wi
10、th you.13.We are now writing you for the establishment of business relations with you.14.Specializing in the export of Chinese foodstuffs,we wish to express our desire to trade with you in this line.15.Our mutual understanding and cooperation will certainly result in important business.16.We hope th
11、at we have made the above alternatives clear to you and that they may help you to make your choice.III.Specimen letters:A letter for an exporter asking the bank introduce new customers:Dear Sirs,We thank you for your cooperation for our business.Now we are keenly desirous of enlarging our trade in v
12、arious kinds of light industrial products,but unfortunately have had no goodconnections in California of U.S.A.Therefore we shall be obliged if you will kindly introduce us to someof the most capable and reliable importers in the district who areinterested in these lines of goods.Your favorable info
13、rmation will be appreciated.Yours faithfully,2.A letter from an importer to an exporter:Dear Sirs,We have obtained your address from a friend of mine in SanFrancisco and are now writing to you for the establishment of business relations.We are very well connected with all the major dealers here of l
14、ight industrial products,and feel sure we can sell large quantities ofChinese goods if we get your offers at competitive prices.Please let us have all necessary information regarding your productsfor export.Yours faithfully,IV.Structure of a start letter:1.Source of information1)We learned from the
15、Commercial Counselors office of our Embassy in your country that you are interested in Chinese handicraft.2)Through the courtesy of Mr.Smith,we have your name as a firm in the line of canned goods.2.Purpose of writing1)In order to expand our products in South America,we are writing to you to seek co
16、operation possibilities.3.Company profile1)We are a leading company with many years experience in machinery export business.2)We write to introduce ourselves as exporters engaging in exportation of canned goods.4.Product inductionWe have a good variety of colors and sizes to meet your different need
17、s.5.An end1)We look forward to your specific inquiries.2)If you are interested in establishing business relations with us in this line,please let us know your specific requirements.V.How to reply1.The beginning Thank you for your letter of Sep.6 expressing the hope of entering into business with us.
18、2.Expressing your attitude1)It is a pleasure to send you the information you requested regarding our cars.2)In compliance with your request,we are airmailing to you,under separate cover,a sample for your reference.3.The endWe are looking forward to your earliest reply.Exercises:1.Fill in the blanks
19、with the following words or expressions:Through the courtesy of,upon receipt of,to introduce,samples and quotations,take the liberty of,in reply to,advertisement,to enclose,appreciated,as for samples1)This is _ ourselves as one of the leading exporters of garments in China.2)We _ introducing ourselv
20、es.3)_ Mr.Hughs,we have your name as firm who is interested in our tapes.4)We have seen your _ in the Textile Journal and should be glad if you would send us by return patterns and prices of good and medium quality cotton available from stock.5)Several of my customers have recently expressed interes
21、t in your waterproof garments and inquired about their quality.We should be glad if you could send us_.6)_ your letter of 8 July,we are sending you separately our illustrated catalogue and latest pricelist for Chinese sundry（各种）（各种）goods.7)_ we shall be pleased to send you on request.8)Your early re
22、ply would be _.9)We _ a price list for our export items.10)We shall ship the goods _ your L/C.2.Translate the following into Chinese:1）Our corporation is established for the purpose of carrying on import and export business as well as other activities in connection with foreign trade.2）We are active
23、 in commercial intercourse with the trade and financial circles of various countries and districts.3）We are striving to expand economic cooperation and exchange of technology with foreign countries and will utilize common and reasonable international practices in a flexible way.4）A booklet including
24、 a general introduction,the scope of business and other topics is enclosed for your reference.5）The corporation is specialized in handling the export business in electronic products,which sells well in various countries.6.We are writing to offer you an opportunity to develop trade.7.If you are inter
25、ested in establishing business relations with us in this line,please let us know your specific requirements.Well be pleased to forward samples,catalogues as well as detailed information.8.We assure you of our best attention to any inquiries from you.9.Through the courtesy of the Chamber of Commerce
26、in Tokyo,Japan,we have learned that you have been supplying best quality foods all over the world,and we are sure that there is a large demand for various foreign food in our country.10.We foresee a bright prospect for your products in our market.We look forward to hearing from you and assure you of
27、 close cooperation at all times.3.Translate the following into English:1）本公司是以经营进出口业务以及对外贸易有关的活动为宗旨而建立的。）本公司是以经营进出口业务以及对外贸易有关的活动为宗旨而建立的。2）本公司致力于各国和各地区的贸易和金融界的商业往来。）本公司致力于各国和各地区的贸易和金融界的商业往来。3）我们将努力与各国扩大经济合作和技术交流，灵活地运用通行而合理的国）我们将努力与各国扩大经济合作和技术交流，灵活地运用通行而合理的国际惯例。际惯例。4）随信附上公司概况、业务范围和其他方面的小册子一本，供参考。）随信附上
28、公司概况、业务范围和其他方面的小册子一本，供参考。5）本公司专营电子产品出口业务，行销世界各国。）本公司专营电子产品出口业务，行销世界各国。6）特函联系，愿为发展双方贸易提供机会。）特函联系，愿为发展双方贸易提供机会。7）如贵公司有意与我建立该商品的业务往来，请提出具体要求，以便寄上样）如贵公司有意与我建立该商品的业务往来，请提出具体要求，以便寄上样品、目录以及详细说明。品、目录以及详细说明。8）对于贵公司的询问，我们将给予充分关注。）对于贵公司的询问，我们将给予充分关注。9）承蒙日本东京商会介绍，我们了解贵公司在世界各地供应高质量的食品，）承蒙日本东京商会介绍，我们了解贵公司在世界各地供应高
29、质量的食品，并且确知我国对各种外国商品的需求量很大。并且确知我国对各种外国商品的需求量很大。10）我们预料你方产品在我方市场有着广阔的前景，我们保证随时给予你方密）我们预料你方产品在我方市场有着广阔的前景，我们保证随时给予你方密切合作，盼速复。切合作，盼速复。Word Study:economyn.1.1)Japans economy will continue to look extremely healthy compared with other leading industrial nations.2)Russias economy accounts for a mere 2%of w
30、orld output,so its direct impact on world trade is tiny.2.1)Emerging economies with large current-account deficits may have a particularly tough time as external finance dries up.2)The developed economies have the responsibilities to help the less developed economies.3.1)We can speed up our moderniz
31、ation by practicing economy.2)By various little economies,she managed to save enough money for a holiday.economy class 经济舱经济舱economize v.1)We must economize on the consumption of petrol.2)It is most imperative to economize various expenses.economic a.1)The governments economic policy is modest and p
32、ractical.2)It is supposed that Chinas economic growth will be about 7%this year.economical a.He does more than others because he is more economical of time and energy.economics n.经济学经济学economist n 经济学家经济学家businessn.11)Mind your own business.2)Business comes before pleasure.3)Business is business.2.1
33、)We shall be happy to do business with you.2)In order to promote business between us,we are airmailing you samples,under separate cover,for your inspection.31)She started a new business in Phoenix not long ago.2)Because of these conditions and problems,the marketing concept has yet to be fully accep
34、ted by all American businesses.business-like a.You must be very business-like in your work.businessman n.商人商人business card n.名片名片Corporation,company,firm,business&enterpriseCorporation:company limited by sharesCompany:1)Unlimited company 2)Limited partnership 3)Company limited by shares 4)limited co
35、mpanyFirm:Business:Enterprise:NegativePositive We dont have any black sweaters in stock.At present,we have only blue,grey and green sweaters in stock.Because of recent heavy demand,we will not be able to deliver your goods before August.Although recent demand has been heavy,we will be able to delive
36、r your goods by August.Your order will be filled without further delay.Your order will be filled immediately.You will never regret purchasing this fine reference book.You will always be enjoying reading this fine reference book.We are withholding your shipment until we receive payment.We will forwar
37、d your order to you as soon as payment is received.生僻词汇生僻词汇常用词汇常用词汇生僻词汇生僻词汇常用词汇常用词汇approximatelyaboutdetrimentalharmfulinitiate,commencebeginelevationheightfabricatebuild considerablemuchduplicatecopyabbreviateshortendeterminedecidedemonstrate,indicateshowaccomplish,performdo discontinuestopDeterminateend endeavortryequivalentequalutilizeusefurnishgiveineffectualuselessascertainfind outindeterminatevague