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1、外贸英语函电Chapter 2 Establishing Business Relations主讲教师：孙晓程 School of Manage Management and Social Science School of Manage Management and Social Science 建立业务关系的信，通常是发信的一方在通过一定的途径得到对方公司的名称和地址，并经过初步信用调查后，向对方发出的。Points for Attention1.参加交易会(Trade fair,Commodities fair)或博览会(Exhibition Fair,Expo)2.国内外的商会(Cha
2、mber of Commerce)，商务参赞处(Office of Commercial Counsellors)或其它的商务组织(Industrial Associations etc.)。3.贸易伙伴的介绍 4.代表团(Delegation)互访获得客户名址的途径获得客户名址的途径5.市场调查6.客户自我介绍7.通过银行8.广告一 怎样得知对方公司的名称和地址二 自我介绍三 阐述写信的目的四 表明建立业务关系的愿望并希早日回复。信的内容Letter 1CHINA NATIONAL NATIVE PRODUCE&ANIMAL BY-PRODUCTS IMPORT&EXPORT COPORAT
3、ION,DALIAN BRANCH中国土畜产品进出口公司大连分公司Native produce 土特产品By-products 副产品大连境港集团进出口有限公司第三业务部DALIAN JINGGANG GROUP IM&EX CO.,LTD.FAX:86 411 84500027Letter 1We are pleased to announce 很荣幸宣布Intend to 打算Intensify our activity 加强业务活动serious and keen interest 殷切希望Letter 1 Involved in（过去分词）从事，参与，涉及 During the tur
4、n of 20th century 世纪之交 Attached statement 附后的说明 Be helpful to open business relations between us Establish a new department under the manage-ment of Mr.xx who has long experience in the Far East Trade since 1993Letter 1Foodstuff 食品 basic foodstuff including sugar,cooking oil and cheese etc.Raw mater
5、ials 原材料Essential oil 精油Pharmaceutical 药学的 Mineral 矿产品Rest assured,be assured（获得）保证.do ones utmost to do sth.竭尽全力To be of service to you 为您服务Letter 2 We owe your name and address to the Commercial Counsellors Office of the Swedish Embassy in Beijing who have informed us that you are in the market fo
6、r textiles.承蒙瑞典驻北京大使馆商务参展处告知贵公司的名称和地址并通知我们贵司有意购买纺织品。Letter 2 We avail ourselves of this opportunity to approach you for the establishment of trade relations with you.avail ourselves of 利用（这个机会）We avail ourselves of this opportunity to express our thanks to you for your close cooperation.尽量不用 chance,
7、有偶然的机会的意思Letter 2 We are a state-operated corporation,handling both the import and export of textiles.In order to acquaint you with our business lines,we enclose a copy of our Export List covering the main items suppliable at present.acquaint sb with sth 使熟悉 get/be acquainted with make the acquainta
8、nce of sb.结识某人Letter 2 Should any of the items be of interest to you,please let us know.用虚拟语气倒装构成条件句，语气更加客气，并表示殷切的希望。item:一组货物的一件，特指货物。let us know,告知我方，比inform更随和Letter 2 We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.be glad to 愿意 lowest quotation 最低报价
9、 upon receipt of 一收到就 Letter 2 In our trade with merchants of various countries,we always adhere to the principle of equality and mutual benefit.adhere to:坚持（adhere 愿意为粘贴）同义的还有：stick to/cling to;以上词组中to均为介词，后接名词或动名词 principle of equality and mutual benefit 平等互利原则 Letter 2 It is our hope to promote,b
10、y joint efforts,both trade and friendship to our mutual advantage.by(through)joint efforts,通过共同努力 to our mutual advantage(benefits)共同获益 We look forward to your enquiries soon.to 是介词，后接名词或动名词Letter 3 Through the courtesy of our Commercial Counsellors Office in London,we notice that you are interested
11、 in doing business with us.Through the courtesy of 承蒙 courtesy:1 礼貌，谦恭 visit 礼节访问 2 好意，优待 Letter 3Our lines are mainly textiles.We wish to establish business relations by the commencement of some practical transactions.By the commencement of some practical transactions 以实际交易开始 commence v.开始（正式用语）tra
12、nsaction n.一笔交易Letter 3 To give you a general idea of the various kinds of textiles now available for export,we are enclosing herewith a catalogue and a price list for your examination.To give you a general idea of 使你对有总的了解 catalogue 样本册Letter 3 We would appreciate receiving your specific enquiries.
13、We look forward to receiving from you good news.specific enquiries 具体询价Letter 4(Sb)recommended you as being interested in doing.with the purpose of We shall always be very happy to do Any proposals likely to lead to businessLetter 5 Your communication of addressed to has been passed on to us for att
14、ention as falls within the scope of our business activities.Sister company 兄弟公司 Mother company 母公司Letter 5We very much regret thatbe not in a position to do不能 Supply sb.with Messrs,Freemen and Brothers Co.,Ltd.福瑞曼兄弟公司kindly let us know and we shall be only too pleased to In case1 a.如果，假如 Please tell
15、 us in case you are interested.b.以备，以防2 in case of 假如，如果，万一3 in any case 无论如何4 in no case 无论如何都不5 in the case of 就而言6 such being the case 情况既然如此Letter 6 On-line promotional letterHello,Beautiful Art is exporter and manufacturer of high quality wooden/iron furniture,gift items,handicraft,antique repr
16、oduction at Liverpool,U.K.We also manufacture custom size furniture from solid wood.Other wood species can be used depending on buyers choice.Letter 6 Beautiful Art is an ISO9001:2000,ISO14001:2004,OHSAS 18001:1999 accredited company with in-house(regular)monthly production of 35-40 containers.We re
17、gularly export furniture to several buyers in Europe and America.The products are well accepted there.Kindly visit website to view our products.Letter 7Dear Mr.Chou,I am writing to resume the business partnership between the two companies.As you know,our company was engaged in the mineral ores busin
18、ess 5 years ago,and has been close partner in trading with your company.The switch to steel trading due to internal restructuring has called for an unfortunate and regrettable halt to this relation.Letter 7 However,recently our company has had renewed interest in the minerals business,and is current
19、ly sourcing for new trading partners.Based on past friendly business relationship and good reputation established by your company,we sincerely hope to continue trading business with you in the coming year.I hope that we can start a round of business meeting to discuss further details in Singapore so
20、on.Letter 6 Your effort and reply is greatly appreciated.I look forward to a successful business relationship in the future.ExerciseIdentifying Words and ExpressionsInform通知1)Please inform us of the name of steamer and date of shipment.请告知船名和装运期。2)You are informed that the goods under your Order No.
21、616 has been ready for shipment.兹通知你方第616号订单项下的货物已备妥待运。be in the market for 欲购；想买1)One of our clients in Japan is in the market for green tea.一位日本客户拟购绿茶。2)我们想要购买花生。We are in market for Groundnuts.avail oneself of v.利用1)We avail ourselves of this opportunity to express our thanks for your close coope
22、ration.借此机会对你方的密切合作表示感谢。2)You should avail yourselves of the books in the library.你们应该充分利用图书馆的书籍。经营 v.handle;trade in;deal in;in the line of1)We are a state-operated company,handling exclusively the import and export of Cotton Piece Goods.我们是国营公司，专门经营棉布的进出口业务。2)We trade in all kinds of cotton piece
23、goods.我们经营各种各样的棉布。3)They are mainly dealing in fertilizers.他们主要经营化肥。4)We have been for many years in the chemical line.我们从事化工产品这一行业已有多年。acquaint v.熟悉；了解1)We want to acquaint ourselves with the supply position of crude oil in your country.我们想了解贵国的原油供应情况。2)We are well acquainted with the market condit
24、ion in your neighboring countries.我们对你们邻国的市场情况了如指掌。3)We are not acquainted with these articles.我们对这些商品不熟悉。Address to sb v.pass on to sb v.写信给/转交(类似的表达法：forward，transmit)1)Your letter of March 5 addressed to our Dalian Office has been passed on to us for attention and reply.你方三月五日写给我大连分公司的信已转交我们办理答复。
25、2)Your comments on packing have been passed on to our manufacturers for their reference.你方对包装的建议已转交我方制造商参考。attention n.注意；办理1)Your application will have our attention.你的申请会得到考虑。2)We can assure you that your orders will receive our immediate and careful attention.对你方所有的订单将予以及时认真办理。3)We hope you will
26、give this letter prompt attention.希望你方能对此信予以迅速办理。line n.行业 Our line is porcelain.我们经营瓷器。We have been for many years in the textile line.我公司经营纺织品已有多年了。This is a good line of bicycles.这是自行车中较好的一种。be in a position to do sth 强调能做某事的关键因素是所处的地位，在其“位”谋其“政”而不是靠主观努力所能达到的,因此不能接条件从句。常用否定句 We are not in a posit
27、ion to accept your duplicate order as the goods you required are out of stock.我们无法接受你方重复订单，因为你所要求的货物已没有库存。recommend/recommendationv/n 推荐；建议Your firm has been recommended to us by the Chamber of Commerce in Tokyo,Japan.日本东京商会把贵公司推荐给我们。They recommend that we try the European market.他们建议我们试一下欧洲市场。We re
28、commend concentration of offers.我们建议集中报盘。approach v.接洽，联系；临近1)他们已就水污染一事多次与那家工厂联系。They have approached that factory several times for water pollution.2)由于生产接近尾声，请尽快传真与我们联系。As the manufacture is approaching completion,you are requested to fax us without any delay.销售季节日益临近，许多客户与我方接洽索要报盘The selling seas
29、on is approaching,many clients approach us for offers.should 引导的条件从句1)Should your price be found competitive and delivery date acceptable,we intend to place a large order with you.倘若你方价格具有竞争性而且交货期可接受的话，我们有意向你方大量订购。2)Should the amount exceed that figure,L/C will be required.倘若金额超过此数字，则要求用信用证支付。inquir
30、y n.询问，询价，调查 make an inquiry to sb 向某人询问 make an inquiry about sth 询问某种商品的价格 make an inquiry into sth 调查某事 inquiry-office 问事处 inquiry-desk 询问台，问事处 Inquiry Note=Inquiry Sheet 询价单attach:v.随附上，封入表示附在某封信内时，用介词to或hereto（此情况多见于被动语态或过去分词）The brochure attached will give you details of the varied service we
31、can render.随函附上小册子一本，向你方详细介绍我们所能提供的多种服务项目。quotation:n.报价 make(send,give,cable,fax)sb a quotation for sth向某人就某种商品报价用介词for：Please make us your lowest quotation for Mens Shirts.买方提及卖方报价时用介词of Your quotation of Mens Leather Shoes is too high to be acceptable.firm n.商号；商行 类似的表达法还有 concern(s),company，corp
32、oration 区别：口语中用firm或concern(s)见多；欧 洲 国 家 普 遍 使 用 company或 Limited Company；而北美普遍使用company，corporation或 Incorporation。satisfaction n.满意；满足satisfactory adj give sb(complete,entire)satisfaction 使某人完全满意 to sbs satisfaction/to the satisfaction of sb使人满意 be satisfactory to sb使人满意We trust the shipment will
33、open up to your satisfaction.我们相信货物将使你方满意。We have already taken steps to improve our packing and are confident that our future shipments will give you entire satisfaction.我们已经采取措施改进包装，相信将来装运之货可使你方完全满意。enclose v.随函附上，后接介词 with（herewith）或inWe enclose a copy of our latest catalogue for your reference.随
34、函附上我方最新的目录册以供你方参考。enclosed 作表语时，常倒装置于句首：Enclosed is the duplication of our countersigned sales contract.随函附上业经我方会签的销售合同。enclosed 作宾语补语时，也倒装置于句首或置于谓语动词后Enclosed please find a copy of our pricelist.随函附上我方的价格表一份，请查收。refer v 咨询；查询；参考（后接介词to refer sb to使某人向请教；使某人向查询（询问）1)As to our credit standing,you may
35、 refer to the Bank of China.关于我方的资信状况，请向中国银行查询。2)You may refer to the Bank of China for todays exchange rate.你可向中国银行咨询今日汇率情况。appreciate v 感谢；感激；理解；升值We hope you will appreciate our position.我们希望你方能理解我们的处境。如蒙航寄目录册和价格表将不胜感激。We shall appreciate it if you will send us a catalogue and pricelist by air im
36、mediately.如蒙早日答复，将不胜感激。Your prompt reply will be highly appreciated.We shall highly appreciate your prompt reply.ExerciseTranslate the following sentences1.纽约史密司有限公司向我们介绍，贵公司是家具业的主要进口商 Your firm has been kindly recommended to us by Messrs J.Smith&co.,Inc,.in New York,as large importers of furniture.
37、2.我们从中国银行得到贵公司的行名和地址，并获悉贵公司愿同我们建立业务关系。We have obtained your name and address through the Bank of China and understood that you would like to establish business relations with us.3.我们有幸自荐，盼望能有机会与你们合作，扩大业务。We have the pleasure of introducing ourselves to you with the hope that we may have an opportuni
38、ty of cooperating with you in your business extension 4.我们专门出口中国工艺品,愿与贵方开展这方面业务。Being specialized in the export of Chinese Art and Craft goods,we express our desire to trade with you in this line.5.你方2001年9月2日来函收到。我们很高兴告诉你，你所要的商品属我公司的经营范围。Your letter of September 2,2001 has been received.We are glad
39、 to inform you that the articles required by you fall within the scope of our business activities.6This corporation is specialized in handling the import business of textiles.本公司专营纺织品的进口业务。7 We send you by separate airmail a brochure on the various kinds of electronic products now available for expo
40、rt.我方另航寄上目前可供出口各类电子产品的小册子一份。8 As requested,we are airmailing to you,under separate cover,a sample each of Art.Nos.2001 and 2002 for your reference.根据要求，我方另封航邮货号2001和2002样品各一份以供参考。9 We can assure you that all your letters will receive our immediate attention.我方保证你方所有信件会得到迅速办理。10 We thank you for your
41、 letter of September 2 and should like to discuss the possibility of expanding trade with you.感谢你方九月二日来函并愿意与你方商讨扩大贸易的可能性。11 We are convinced that with joint efforts business between us will be developed to our mutual benefit.我们相信通过双方的共同努力，贸易往来会朝着互利的方向发展。12 It will be greatly appreciated if you will
42、give us your cooperation.如蒙贵方予以合作，将不胜感激。13 Your letter of August 27 addressed to the Import Company has been passed on to us for attention and reply.你方八月二十七日致进口公司的信已转交我公司办理答复。ExerciseFill in the blanks 7.If your price is the market price,we can place a large order you.1.In with our companys growth,t
43、o further expand our market,we have decided to establish an office in Dalian.2.Please be good enough to provide the necessary information us.3.If your price is competitive,we shall be glad to place a substantial order you.4.This article is of particular interest us.5.Our sales Contract that the sell
44、er shall ship the goods,within one month after signing the contract.6.We are gearing our production to your requirements and shall soon be a position offer you substantially.8.Enclosed a copy of our price-list.keepingtowithtoprovidesin toinline withwithplease find9.Through a Chamber of Commerce,We h
45、ave learned that you are one of the representative importers of electric goods.10.We take writing to you with a view to building up business relations with your firm.the courtesyofthe liberty ofExercise Complete the following sentences in English 1.We are given to understand that a)你公司是经营纺织品的国营公司。a)
46、you are a state-operated corporation handling textiles.b)你公司有意在平等互利、互通有无的基础上与我公司建立业务关系。b)you are interested to establish business relations on the basis of equality,mutual benefit and exchange of needed goods.。2.We are desirous of a)获得你方最近供应出口的商品目录本和价格表。b)与你方建立直接的贸易关系。a)obtaining your catalogues and
47、 price lists covering the items that you can export of late.b)entering into direct trade relations with you.3.Please do not hesitate to write usa)关于推销中国干果的任何建议。b)当你方需要订购女式衬衫时。a)with regard to any proposal of how to push the sales of Chinese Nuts.b)when you need to purchase blouses.4.As you know,a)许多
48、外国商人希望通过几宗实际的交易来建立业务关系。b)我公司是信誉卓著的纺织品进口商。我们已经和世界上一百多个国家商号建立了贸易关系。5.on the basis of equality,mutual benefit and exchange of needed goods.a)many foreign merchants want to establish business relations by the commencement of some practical transactions.b)we are importers of textiles with long-standing a
49、nd high reputation.We have established business relations with firms of more than one hundred countries in the world.6.We appreciate it very much if you can provide us with a)中国儿童服装的目录册两份as soon as possible.b)提供你方各类产品的详细情况。a)two catalogues of Chinese Childrens Garments as soon as possible.b)the deta
50、ils covering various kinds of your products.7.We are glad that in the past few years我们之间通过双方努力在业务上和友谊上都有很大的增进。we have greatly promoted,by joint efforts,both business and friendship to our mutual benefit.8.Upon receipt of your specific enquiries,我们即将办理一切必要的事宜。we shall do all the necessaries.Exercise