unit 2 建立業(yè)務(wù)關(guān)系

1、外貿(mào)函電——Unit 2 Establishing Business Relationships_ZMC,Unit 2,Establishing Business Relationships,外貿(mào)函電——Unit 2 Establishing Business Relationships_ZMC,Objectives:,Upon completion of today’s class, you should:l kno

2、w the ways that an exporter can use to seek new customers；l  know how to write this kind of letter；l grasp the important words and phrases learned.,,Introduction,寫信人通過如廣播、電視、報(bào)紙、他人介紹、商務(wù)參贊處、交易會(huì)等渠道得知潛在交易人的名

3、稱、地址，了解到一點(diǎn)有關(guān)對(duì)方的經(jīng)營(yíng)范圍，寫信給對(duì)方希望建立業(yè)務(wù)關(guān)系，同時(shí)介紹一下自己的購(gòu)買意圖、經(jīng)營(yíng)范圍，表達(dá)對(duì)對(duì)方的希望與要求。,外貿(mào)函電——Unit 2 Establishing Business Relationships_ZMC,1. Channels through which information can be obtained: (the first two are the most reliable sources),

4、Chamber of Commerce both at home and abroad (國(guó)內(nèi)外商務(wù)處/部)BanksTrade directories of various countries and regions （各地區(qū)貿(mào)易行行名錄）Commercial Counselor’s Office in foreign countries (駐國(guó)外商務(wù)處)Exhibition and trade fairs (展覽會(huì)與貿(mào)易展銷

5、會(huì)),外貿(mào)函電——Unit 2 Establishing Business Relationships_ZMC,2. Three points usually contained in letters aiming at establishing business relations:,the source of your information the intention of writing this letter a

6、 brief introduction of one’s own company, including: the business scope, credit standing or financial positions, products and services that can be provided, etc.,外貿(mào)函電——Unit 2 Establishing Business Relationships_ZMC,

7、the source of your information,the sources of information related to the addressee, for example, how you know his name and addresse.g.:— We have your name and address from the Commercial Counselor’s Office of your em

8、bassy in Beijing.— Your firm has been recommended to us by Bank of China in Beijing.,,外貿(mào)函電——Unit 2 Establishing Business Relationships_ZMC,the intention of writing this letter,your intention, i.e. why you are writing t

9、o hime.g.: — We would be pleased to establish business relationships with you. — We are willing to enter into business relationships with your company on the basis of equality and mutual benefit.,,外貿(mào)函電——Unit 2 Establi

10、shing Business Relationships_ZMC,a brief introduction of your firm, e.g. yourbusiness scope, your branches, your financial standing and credit rating, etc.e.g.: — We have the pleasure of introducing ourselves to you

11、 as a state-operated corporation dealing exclusively in light industrial goods. — We are one of the largest importers of cotton and woolen piece goods in this city.,a brief introduction of one’s own company,,寫作要點(diǎn)及要求:,這類

12、信函通常包括：開頭：1）說明自己的消息來源; 2) 表達(dá)建立業(yè)務(wù)關(guān)系的希望;正文： 3) 自我介紹; 包括自己公司，經(jīng)營(yíng)范圍，公司資信情 況等； 4) 表達(dá)要求; 結(jié)尾： 5) 期望；此部分其實(shí)是客套話，一般是表示希望對(duì) 方早日回信，聽到對(duì)方的好消息等。,回信要點(diǎn)：同意建立業(yè)務(wù)關(guān)系的回信：開頭：1）收到來

13、信并表示愿意建立業(yè)務(wù)關(guān)系；正文：2）對(duì)對(duì)方信中提及的要求，問題給予答復(fù)，并做自 我介紹；結(jié)尾：3）期望：可以做生意，或收到具體詢盤。 不能與之建立業(yè)務(wù)關(guān)系的回信：開頭：1）收到來信；正文：2）很遺憾不能建立業(yè)務(wù)關(guān)系，并詳細(xì)說明原因；結(jié)尾：3）期望：以后合作的機(jī)會(huì)，或再次表示道歉。 每封信件的具體內(nèi)容會(huì)有變化，需要根據(jù)實(shí)際情況加以調(diào)整。,Letter 2-1,Dear

14、Sirs,We have obtained your name and address from Fort & Co. Ltd. and we are writing in the hope that you would be willing to establish business relations with us.We have been leading importers of casual shoes f

15、or many years. At present, we are interested in extending our range and appreciate your catalogues and quotations.If your prices are competitive, we would like to place a trial order with you.We look forward to yo

16、ur early reply.Yours faithfully,,,in the hope that 希望in the hope of sth./ of doing sth. We are writing to you in the hope that you’ll establish business relations with us.Or: We’re writing to you in the hope of es

17、tablishing business relations with you.我們寫信給你方，希望與你方建立業(yè)務(wù)關(guān)系。,,,extend 擴(kuò)大；給予，提供；延期extend range 擴(kuò)大經(jīng)營(yíng)范圍extend business 擴(kuò)大業(yè)務(wù)extend sb. sth./extend sth. to sb. 給予某人某樣?xùn)|西extension of the L/C 信用證展期make extension of the L/

18、C 展期信用證,,,appreciate 感謝，欣賞We shall appreciate it if ……It is appreciated if……We shall appreciate your doing……We shall appreciate sth…….如我們?cè)缛帐盏侥惴絹硇?，我們將不勝感激。We shall appreciate your early reply.你們會(huì)喜歡我們產(chǎn)品的顏色和款式的.You

19、 should appreciate the colors and designs of our goods.,,,Place an order with sb. for sth. 向某人定購(gòu)…..如你方價(jià)格有競(jìng)爭(zhēng)力，我方將向你方訂購(gòu)手套。If your prices are competitive, we shall be pleased to place an order with you for gloves.現(xiàn)向你方訂購(gòu)

20、100匹印花細(xì)布。We are placing an order with you for 100 pieces of printed shirting.,,有關(guān)訂單的表達(dá)法：regular order 長(zhǎng)期訂貨trial order 試訂單 first / initial order 首筆訂單substantial order 大宗訂單repeat order

21、 再次訂單,,Main points,Specimen 1 a. source of information and intension b. self introduction and detailed requirements c. expectation of early replySpecimen 2 a. receipt of letter and agreement to the wishes b.

22、sending of catalogue and pricelist c. expectation of a specific enquiry.,Chinese Version,信件一麥克唐那和伊萬有限公司美國(guó)紐約勞頓大街58號(hào)福建鞋業(yè)進(jìn)出口公司中國(guó)福建福州保定大街45號(hào)送交：銷售部吳剛先生敬啟者:我們從伏特公司得知貴司商號(hào)與地址，特此來函，希望能同貴司發(fā)展商務(wù)關(guān)系。多年來，本公司經(jīng)營(yíng)休閑鞋類進(jìn)口生意，目前想擴(kuò)展業(yè)務(wù)

23、范圍。請(qǐng)惠寄商品目錄與報(bào)價(jià)單。如貴司產(chǎn)品價(jià)格有競(jìng)爭(zhēng)力，本公司必定向你方試訂。恭候佳音。麥克唐那和伊萬有限公司（簽名）麥克. 伊萬 經(jīng)理

24、 謹(jǐn)上2006年8月20日,信件二福建鞋業(yè)進(jìn)出口公司中國(guó)福建福州保定大街45號(hào)麥克唐那和伊萬有限公司美國(guó)紐約勞頓大街58號(hào)敬啟者:感謝貴公司八月二十日的來函，我們非常渴望與貴公司建立商務(wù)關(guān)系。我們鞋廠致力于設(shè)計(jì)和生產(chǎn)各種傳統(tǒng)和時(shí)尚男女鞋產(chǎn)品。我們已開發(fā)和上市了EVA拖鞋，室內(nèi)拖鞋，棉拖鞋，新款刺繡拖鞋；童鞋和

25、布鞋。可以滿足國(guó)內(nèi)外不同市場(chǎng)需求。謹(jǐn)遵要求另函奉上最新的出口商品目錄及報(bào)價(jià)單，涵括目前可供的出口商品。如你方對(duì)任何一款感興趣，請(qǐng)讓我方知道。期盼你方具體詢盤。福建鞋業(yè)進(jìn)出口公司（簽名）吳剛經(jīng)理謹(jǐn)上2006年8月31日,Make yourself skilled,I. Basic Training 1. Translate the following expressions into Chinese: quot

26、ation export range extensive connection latest catalogue leading importer order（n.） specific enquiry extension of L/C,報(bào)價(jià),出口產(chǎn)品范圍,廣泛的聯(lián)系,最新目錄,一流的進(jìn)口商,訂單,具體詢盤,信用證展期,,,,,,,,,2. Choose the best answer:,1) We would _____

27、____ very much if you send us a few sample books. a. appreciated b. appreciate it c. appreciate you d. appreciate2) We send a copy of our export list _________ the main items available at present. a. cov

28、ered b. covering c. cover d. are covered3) We would like to receive your inquiries _________ our hardware. a. about b. to c. for d. into4) We wish to establi

29、sh direct business relations _________ you. a. with b. for c. from d. to5) We are __________ your detailed requirement. a. forwarding b. looking to c. looking forward d. l

30、ooking forward to,b,b,c,a,d,6) We are planning to _________ our business activities to our neighboring countries. a. execute b. extend c. extension d. enlarging7) We are interested in your cotto

31、n piece goods and wish to receive your _________ soon. a. specific enquiry b. special enquiry c. specific enquire d. enquire specifically8) We are writing you _________ you can give us the l

32、owest quotation. a. hope b. hoping to c. in the hope that d. in the hope of 9) We __________ make business contact with you. a. desirous to b. desire c. are desirous to d. are desi

33、rous of10) We intend to place an order _________ you _________ 300 sets “Huanan” brand sewing machines. a. from…about b. with…for c. with…of d. from…for,b,b,a,c,c,3. Improving Training:,我們想介紹一下我們的業(yè)務(wù)范

34、圍。(business range)2) 我們從史密斯先生處得知你方的名稱與地址，他與我們做了很多年的生意。(obtain …name and address from…)3) 盡早告知你方感興趣的商品為盼。（shall appreciate it if you could…）4) 我們已收到從國(guó)外寄來的許多詢價(jià)單。(enquiry),1) We would like to introduce our business ra

35、nge.,2) We obtained your name and address from Mr. Smith, who has done business with us for many years.,3) We shall appreciate it if you could inform us of the goods you are interested in.,4) We have received ma

36、ny enquiries from abroad.,5）他們以前從英國(guó)進(jìn)口機(jī)器，現(xiàn)在想同我們建立業(yè)務(wù)關(guān)系。 (establish business relations with…) 6) 我公司是拉哥斯市(Lagos)最大的電器用品進(jìn)口商，主要經(jīng)營(yíng)電器用品進(jìn)口業(yè)務(wù)。(leading…h(huán)andling)7) 如果你方價(jià)格有競(jìng)爭(zhēng)力，我們相信我們之間能達(dá)成大量的交易。(competitive, close deals

37、with…)8）如蒙你方能將此信轉(zhuǎn)交給負(fù)責(zé)此事的人，我們將不勝感激。(It shall be appreciated if you could…)9）我方在12月1日的信中通知你方，我們?cè)概c你方訂購(gòu)500輛飛鴿牌自行車.。(inform…,place orders with sb. For sth.),5)They used to import machines from UK, but now they would like

38、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 ea

39、ch 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 bicycle

40、s.,4. Letter-writing practice:,You are an importer of electronic goods in US. Recently you got a piece of information about a Rainbow Electronic Products Co., Ltd in China on the Internet as follows: 彩虹牌電風(fēng)扇使

41、用軍工技術(shù)生產(chǎn)的，低噪聲，噪聲低，風(fēng)力柔和。按照國(guó)際ＩＳＯ９００２標(biāo)準(zhǔn)生產(chǎn)，建立質(zhì)量保證體系，獲得中國(guó)電工產(chǎn)品認(rèn)證合格證書，取得長(zhǎng)城標(biāo)志。彩虹牌系列電風(fēng)扇，有落地扇、臺(tái)扇兩大類共十多個(gè)花色品種。,,Sample letter:,Dear sirs, We are one of the leading importers of electric goods in this city and shall be please

42、d to establish business relations with your firm. At present we are interested in your electric fan, details as per our enquiry note no. 1345 attached, and shall be glad to receive your lowest quotation as soon

43、 as possible. We would like to mention that if your price is attractive and delivery date acceptable, we shall place our order with you immediately. Your early reply will be highly appreciated.Yours

44、 faithfully,,Letter 2-2,Dear Sirs,We owe your name and address to the Commercial Counselor’s Office of the Chinese Embassy in Malaysia, from whom we learn that you are in the market for textiles.We avail ourselves

45、of this opportunity to approach you for the establishment of trade relations with you.we are a state-owned corporation, handling both the import and export of Chinese textile. In order to acquaint you with our busines

46、s lines, we enclose a copy of our Export List covering the goods you required at present.We hope we could trade with merchants of various countries on the basis of equality, mutual benefit and exchange of needed goods

47、.We look forward to receiving your early inquiries.,1. Owe… to… 承蒙…告知你公司姓名和地址We owe your name and address to the chamber of commerce in India.e.g.承蒙海爾公司告知貴公司名稱和地址，從該處得知貴公司是臺(tái)布進(jìn)口商。We owe your name and address to Haie

48、r Co.,through whom we have learnt you are importers of table-cloth 2. By the courtesy of…get to knowBy the courtesy of Mr. Green, we got to know your corporation. 3. Learn from…We learn your name and address from the

49、 Commercial Counselor’s Office of Chinese embassy in Singapore.,,be in the market for 想購(gòu)買 be in the market 想買或賣 come to the market 上市 find a market 找銷路 good (poor ,no ) market 暢銷 滯銷 無銷路 e.g1.我們要買羊毛2.一旦你方要買或賣，請(qǐng)電告

50、3.一旦新產(chǎn)品上市，我們定將與你方聯(lián)系4.我們正在努力為此商品找銷路5.該產(chǎn)品很暢銷1.We are in the market for wool2.Pls cable us as soon as you are in the market3.we will contact you as soon as the new products come to the market4.We are trying to find

51、a market for this article5.There is a good market for these articles,Avail oneself of… 利用。。。Avail oneself of this opportunity 借此機(jī)會(huì)We avail ourselves of this opportunity to express our thanks for your close cooperation

52、.我們借此機(jī)會(huì)對(duì)你方的密切合作表示感謝。Approach 接洽，聯(lián)系=get in touch with, contact withWe had approached the shipping company for booking the space.就訂艙事宜，我們已與船公司聯(lián)系了Handle 經(jīng)營(yíng)Handle exclusively 獨(dú)家經(jīng)營(yíng),,Enclose 附上一、V 隨函附寄，把文件等放入信封內(nèi)1.e.g

53、 我們現(xiàn)隨函附上價(jià)目表一式兩份We are enclosing our price -list in duplicate.2.e.g 請(qǐng)查閱我們 9月15日去信所附的小冊(cè)子Please refer to the booklet enclosed in the letter of Sept.15二、enclosed 過去分詞做表語到裝于句首Enclosed are two copies of our cataloge.三、e

54、nclosed 做賓補(bǔ)到裝于句首或放動(dòng)詞后Enclosed please find =please find enclosed 可譯為‘隨函附上…. 請(qǐng)查收請(qǐng)查看我們附上的一份價(jià)目表Enclosed please find a copy of our price_listWe now enclose a copy of our price_list.現(xiàn)附上我們的一份價(jià)目表Enclosure 附件There are sev

55、eral enclosures in the envelope.信封內(nèi)有些附件。We hope we could trade with merchants of various countries on the basis of equality, mutual benefit and exchange of needed goods.我們希望能夠與各個(gè)國(guó)家建立平等，互益，各取所需的業(yè)務(wù)關(guān)系。,acquaint sb with \

56、of sth 使某人了解To acquaint you with our product …Sb be \get acquainted with sth e.g 我們對(duì)日本市場(chǎng)行情很了解We are well acquainted with the market condition in Japan give sb a general idea of sth 讓某人對(duì)某物有總的了解為了讓你對(duì)我們的產(chǎn)品有個(gè)總的了解，隨函附

57、上最新的小冊(cè)子供你方參考To give you a general idea of our products,we enclose our latest booklet for your reference.,,export n．出口；出口貨We handle the export of metals．我們經(jīng)營(yíng)金屬的出口。What are the chief exports of Canada?加拿大的主要出口貨物是什么?

58、export v．出口We export a large quantity of bicycles now．我們現(xiàn)在出口大量自行車。exporter n．出口商They arc exporters of electric goods．他們是電子產(chǎn)品的出口商。exportation n．出口We are engaged in the exportation (or：export) of chemicals．我們從事化工產(chǎn)品

59、的出口。,,,import n．進(jìn)口，進(jìn)口貨We are interested in the import and export of food stuffs．我們對(duì)食品的進(jìn)出口感興趣。Their import are both reasonable in price and excellent in quality．他們的進(jìn)口產(chǎn)品物美價(jià)廉。import v．進(jìn)口We used to import Silicon Sheet

60、s before；now we export them．我們過去進(jìn)口硅片，現(xiàn)在我們出口硅片。importer n．進(jìn)口商For these traditional products，no commission is allowed to importers．對(duì)于傳統(tǒng)產(chǎn)品，傭金不給進(jìn)口商。importation n．進(jìn)口They are regularly interested in the importation (or:

61、import) of stationery。他們一貫對(duì)文具的進(jìn)口感興趣。,,Main points,Specimen 1 a. source of information and intension b. self introduction and sending of export list c. expectation of early reply and assurance of best attenti

62、onSpecimen 2 a. receipt of letter and agreement to the wishes b. asking for quotations and sample books c. expectation of a favorable reply,Chinese Version,信件一敬啟者:承蒙東京工商會(huì)的介紹,我們獲悉你方是貴國(guó)最大的紡織品進(jìn)口商之一。由于此貨屬于我們的

63、經(jīng)營(yíng)范圍, 特寫信給你方希望建立業(yè)務(wù)關(guān)系。 我們專營(yíng)中國(guó)紡織品出口, 產(chǎn)品包括女士, 男式, 兒童和青年的針織衫, 我們還設(shè)計(jì)和生產(chǎn)用于紡織品生產(chǎn)的設(shè)備和機(jī)器。我們的產(chǎn)品品質(zhì)優(yōu)良價(jià)格合理。為使你方了解我們的經(jīng)營(yíng)業(yè)務(wù), 隨函附上出口清單一份, 包括目前可以供應(yīng)的主要商品。如你方對(duì)任何一款感興趣,請(qǐng)與我們聯(lián)系。 希望收到你方早日回復(fù), 我們可以保證會(huì)及時(shí)處理你方的要求的。

64、 謹(jǐn)上,信件二敬啟者: 收到你方2004年5月6日來信, 謝謝. 我們?cè)概c你方建立業(yè)務(wù)關(guān)系。 你們的紡織品非常吸引人,我們有信心,一定會(huì)為你方獲得大定單的.如你方能寄來報(bào)價(jià)單和樣品本,我們將不勝感激。 期盼你方佳音。謹(jǐn)上,Make yoursel

65、f Skilled,Translate the following sentences:1) 你方可以跟他們接洽你方的新產(chǎn)品。(contact…for)2) 我們想利用這個(gè)機(jī)會(huì)介紹一下我們的業(yè)務(wù)范圍。(business line)3) 隨函寄去我方價(jià)目表兩份。(enclosed…)4) 能否讓我方大致了解一下你方城市里紡織品的市場(chǎng)價(jià)格。(give …a general idea of),1) You can contac

66、t them for your new products.,2) We would like to avail ourselves of this opportunity to introduce our business line.,3) Enclosed are two copies of our pricelist.,4) Could you give us a general idea of the market

67、price of textiles at your end？,5）我方寄給你方現(xiàn)可供應(yīng)的各種自行車的價(jià)格表。(enclose….suppliable ) 6）電器用品屬我方經(jīng)營(yíng)范圍。(fall within the scope of)7）按照你方9月3日來信要求，茲附上樣品及小冊(cè)子。(In compliance with, brochure)8）寄上一份價(jià)目表，內(nèi)容包括我們所經(jīng)營(yíng)的商品。(covering…l

68、ine)9）我方將寫信通知你方有關(guān)我們的資信情況。（inform…of…, financial position）,5）We enclose herewith our pricelist for various bicycles suppliable at present.,6）Electronic products fall within the scope of our business activities.,7）In co