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1、Unit one,Establishing Business Relations,一、Importer writes to Exporter,A从某处得知某公司的名称和地址,to have/know/obtain/note/learn/understand /get ones name and address from to owe ones name and address tothrough /on the courtesy (introduction) of on the recommendation of to be recommended to byto be indebted to
2、 for ones name and address to be introduced to by,Oral Exercise,Your company is recommended to us by our reliable friend.We get your name and address from local Chamber of Commerce. We have your name and address from China Council for the Promotion of international trade.We owe your name and address
3、 to ABC Corp., through whom we have learnt you are importers of textiles.,We understand your information from A. On the courtesy of the American Business Guide for China, we obtain your relevant information.We learn from New York Thomas .H. Pennie Corp. that your company produces hand-made gloves in
4、 a variety of artificial leathers.Your company is recommended to us by Citizen Co. of Singapore, with whom we have done business for many years.,Writing Exercise,从同行中获悉贵公司在费城重新运营，生意发展迅速。得闻喜讯，不胜欢欣。祝业务蒸蒸日上。,ANSWER:,We understand from our trade contacts that your company has reestablished in Philadelph
5、ia and is once again trading successfully in your region .We would like to extend our congratulations and offer our best wishes for your continued success .,B.和某公司建立贸易关系,to establish /conduct business relations among/between/with to enter into business relations among/between/with to built up /set u
6、p a wide connection among/between/with,to extend connections in to do business with to make a start in the business with to open an account with to have an opportunity to cooperate with to trade with,Oral Exercise,We make a good start in the business with your company.We are willing to establish bus
7、iness relations with you on the basis of equality and mutual benefit.We have built up a wide connection among buyers in the African market.We take the liberty of writing to you with a view to building up connections with your firm.,You are enjoying the high reputation as camera importer and we are d
8、esirous of entering into business relationship with you .We are specializing in export of Chinese Art & Craft Goods and express our desire to trade with you.Being closely connected with reliable wholesalers ,we can do business with you. As you are one of the leading importers in Canada, we are pleas
9、ure in contacting you in hope of establishing business relationship.,Writing Exercise,例1：我们对贵方去年7月在首尔召开的中国经济贸易展览会上展出的产品留有深刻的印象，并得知贵公司可出口此类产品。我方双方合作非常有兴趣。,Answer:,We are much impressed by the captioned goods displayed at the Chinese Economic and Trade Exhibition held in Seoul last July and we are tol
10、d that you export these products. We are writing to you with a keen desire to have an opportunity to cooperate with you.,例2：我们不得不遗憾地说，我们目前无法和贵公司建立贸易关系。我们已经是农产品公司在巴黎的独家代理。,Answer:,We regret to inform you that we are not in position to enter into business relation with you .We have been appointed to t
11、he sole agent by farm products corporation in Paris for the sale of their products.,C.表示属于某一业务范围,to fall within the scope of ones businessto deal in /handle/trade in/ engage into be in lineto be active in the field of to specialize in,Oral Exercise,We have been in this line for 40 years.We mainly de
12、al in arts and crafts.We are a state-operated corporation specializing in light industrial goods.We specialize in exporting watches and clocksWe engage in import of first cotton and rayon goods,Writing Exercise,我们从50年代开始一直从事化工染料的出口，我们经营的产品以其质优和价廉在许多国家深受欢迎。,Answer:,We have engaged in exporting chemic
13、als and dyestuffs since the 1950s.The products which we handle are well received in many countries for their high quality and reasonable price.,D. Industrial,adj .工业的、产业的、 与工业有关的、 与产业有关的,【短语】,劳工行动 industrial action工业革命industrial revolution,【派】Industry n.工业，产业,【短语】,基础工业 basic industry 重工业 heavy indus
14、try 轻工业 light industry 第一产业 primary industry 第二产业 secondary industry 第三产业 service industry,建筑业 the building industry 汽车业 the car industry 飞机制造业 the aircraft industry 食品加工业 food processing industry 采矿业 the mining industry 石油业 the petroleum industry 旅游业 tourist industry,E.price,n.价格、价钱,【短语】,协定价格 agree
15、d price 全部价格 all-in price 要价 asking price 廉价 bargain price 价目表 price list 竞争价格 competitive price 成本价格 cost price,削价 cut price 打折价 discount price 出厂价 factory price 现价 current price 净价 net price 零售价 retail price 零售价指数 retail Price Index 批发价 wholesale price 批发价指数 wholesale Price Index,价格战 price war 价格控
16、制 price control 价格上限 price ceiling 进口价 import price 出口价 export price 最低价格 minimum /lowest price 公平价格 fair price 亏本价格 wretch price,吸引人的价格 attractive price 平均价 average price 价格波动 price fluctuation 涨价 to increase/advance/raise a price 跌价 to reduce/lower/lessen/bring down/ rebate a price,【案例】同行介绍建立业务关系,
17、敬启者： 我们同CCPT公司成功合作多年，从该公司得知贵公司经营各种纺织品材料的进出口。 我们是英格兰主要的羊毛毛衣制造商之一，并有意进口羊毛毛衣。 如果能够提供各种毛衣的细节和价格并附带照片及规格，我们将不胜感激，我方将很高兴探讨贵方的销售可能性。,Answer:,Dear sirs We get to know your company from CPPT company with which we have been in good business relations for many years ,and that you are handling import and export
18、 of all textile materials. We are one of the principal manufactures of wool sweater in England ,and are interested in importing sweaters made of wool. We shall be pleased to receive your details and prices of various sweaters with photos and specifications. we shall be glad to study the sales possib
19、ility at your end.,二、Self - introduction by exporter,A.自我介绍,to introduce / recommend oneself to sb asto introduce / recommend oneself to sb with/in the hope thatto send sb the introductory letter to take the liberty of writing to sb,Oral Exercise,We introduce us as a manufacturer of cameras and our
20、product are enjoying high reputation for their excellent quality. We recommend ourselves to you as one of the largest computer of developing software.We introduce us as the seller in providing a wide range of office automation devices.We send you the introductory letter .We are a state operated corp
21、oration dealing in textile industrial products.,Writing Exercise,你公司是信誉卓著的照相机进口商，我公司愿意与你公司建立业务关系。为此，我们寄去商品目录和价格单，以向你公司毛遂自荐。,Answer:,The high reputation ,which you are enjoying as camera importer, has rendered us desirous of entering into business relationship with you. Accordingly, we introduce ours
22、elves to you by sending you our catalogs and price lists.,B.表示高兴的句型,to be pleased to /that to be delighted to/that to be glad to /that to be/take /have pleasure in its a pleasure to know of/that,Oral Exercise,We are pleased to receive your letter of November 18,2010 asking whether we can supply you
23、with Art.NO.60.Its a pleasure to know of your continued interest in our products.We are glad to inform you that the goods ordered by you on April 28,have been shipped yesterday.,C.表示感谢的句型,to thank sb for sth to be grateful to sb for sth to be obliged to sb for sth to be indebted to sb for sth would/
24、shall appreciate it if It would/will/should/shall be appreciated if,Oral Exercise,Thank you for your letter of June 5.We thank you for the enquiry of copper sheet for which we quote you as below , and hope to be favored with your orders.,We are indebted to you ,if you would let us have an ample Orde
25、r.We shall be indebted to you ,if you will make us a special offer on walnut meat.We shall appreciate that you send us a copy of your catalog with details of your price and terms of payment.,Writing Exercise,Answer:,We are urgent to need a large amount of Gum Rosin as per the enclosed specifications
26、, and should be grateful if you could notify us whether you are able to supply . If you can , please quote your best price on CIF Rotterdam basis,including our 5%commission from prompt shipment.,D.catalog,n.目录,【短语】,最新目录 the latest catalog材料目录 the material catalog标准化零件目录 catalog for the standardized
27、parts有插图的目录 illustrated catalog,相关词组,价格表 price list 产品手册 manual 小册子 pamphlet , booklet , brochure 单张说明书 leaflet 折叠式印品 folder 产品简报 bulletin,E.corporation,n.大公司，股份制公司,金融公司 finance corporation公司税 corporation tax(CT)预付公司税 advance corporation tax(ACT)主流公司税 mainstream corporation tax公司所得税 corporation inco
28、me tax,派生 corporate,a.公司的,公司形象 corporate image 公司计划 corporate planning 公司利润 corporate profit 公司清算 corporate liquidation 公司重组 corporate reorganization,【案例】参观展位后要求建立业务联系,敬启者： 在我方参加2008年广州春季交易会期间参观过你方的展位，得知你们生产复印机。 我方对高质量的复印机需求量很大。我公司有意购买你方的产品，如果寄来产品说明书附详细价格表，及最新价格单我方将不胜感激。 如大量订货，请告知能提供多少折扣以及其他优惠条款。 盼早
29、日回复。 贝尔进口公司 采购部经理,Answer:,Dear Sir, We visited your stall at the Spring Guangzhou Fair 2008 and noticed that you manufacture photocopying machine of high quality .we are interested in your products and would be grateful if you would send us your catalog with full specifications and the latest price
30、list. Please let us know what discount you can give us for substantial orders as well as some other favorable terms. We look forward to receiving an early reply. Your sincerely Bell Imp.&Exp.Corp. Purchasing Manager,三、Exporter writes to importer,(一) Exporter s self -introduction,A. 公司名称的写法,公司名不包含人名,
31、【短语】,中国土畜进出口公司China National Native produce & Animal By-products Imp.& Exp . Corp. 中国轻工业品进出口公司 China National Light Industrial Products Imp.& Exp. Corp.中国纺织品进出口公司China National Textile Imp.& Exp . Corp.,中国服装进出口公 China National Garment Imp.& Exp . Corp. 中国电器进出口公司 China National Electric Appliances Im
32、p.& Exp . Corp. 中国针织品进出口公司 China National Knitwear and Manufactured Goods Imp.&Exp . Corp.中国化学进出口公司 China National Chemical Imp.& Exp . Corp.,公司名含有人名，不含有头衔 公司名含有人名，含有头衔,B.表示对什么感兴趣的句型,n.某人对什么产生了兴趣 (a)to take/feel/show（ no）(a great) interest in (b) to be of interest to V.(vp1.18) 使某人对什么感兴趣 (c)to be in
33、terested in a.什么使某人产生了兴趣 (d) to be interesting to sb,Oral Exercise,The customers show a great interest in our new product range.Should any of the items be of interest to you, please let us know ,we shall be glad to give you our lowest quotations on receipt of your specific enquires.,The buyer is no
34、interested in your offer.We are interested in importing chemicals from you.Your price is interesting to us.,Writing Exercise,我们多年来一直在进口插管和面罩等医用输氧设备。目前，我们对各种呼吸系统疾病治疗仪产品感兴趣，很想得到你方的目录和报价。,Answer:,We have been importers of oxygen delivery systems including cannulas and masks for many years. At present ,
35、we are interested in various kinds of respiratory therapy products and would appreciate your catalog and quotations,c.enclose,v.(vp1,18 )1.包围2.装某物于信封或包裹中,【基本用法】：,sb enclose sth sb1 enclose sb2 sth enclosed please find sth,Oral Exercise,We enclose a copy of our price list.Please refer to the price li
36、st enclosed in the letter of August 5.Enclosed please find an invoice for 500 skin which we shipped today on board “XianYang”.Enclosed please find one set of the shipping documents covering the consignment ,which comprises:Our proforma invoice NO.801 for 500 dozen hand chiefs which we hope you will
37、find is enclosed in order.Please check .,Writing Exercise,现附上棉花价格单,你已了解棉花价格波动频繁,本报价有效期不超过一星期.,Answer:,We enclose you our price list for cotton and you will observe that it is impossible for us to keep our quotations open for a week owing to the frequent fluctuation in the market price .,【案例】自荐信要求建立业
38、务联系,敬启者： 作为中国主要出口商之一，我方主要经营瓷器。我公司历史悠久、声誉卓著。我们经营中国瓷器的出口业务已超过30年。我们相信我们能使你方感到非常满意。 为证实我方的经营能力和财政资信，我方委托中国银行上海分行为资信证明人。希望与贵方建立直接的贸易关系。 非常感谢贵方的早日回复。,Answer:,Dear sir， As one of the leading exporters in China ，we specialize in chinaware. Our corporation is well established and of a long history .We have
39、engaged in the export of Chinese chinaware for over thirty years. We are confident that we will give you full. To justify our business abilities and financial standing , we are permitted to mention the bank of China ,shanghai branch as our reference . We hope to set up direct business relations with
40、 you. Your early reply will be highly appreciated.,五、Manufacturer writes to Importer,A.Inform,Vt.（vp1,12,14,16,18） 告知,【基本用法】,to(be pleased to) , (regret to) ,(have to) inform sb that to inform sb by (of ) sth to keep sb informed of sth,Oral Exercise:,In the meanwhile ,please keep us informed of deve
41、lopment of your market.We shall appreciate it if you can inform us of your experiences with the firm.In reply to your letter of August 18,we inform you that we have receive the information you require from Barclay Bank of London.,Writing Exercise:,关于我方第315号订单执行情况，现特通知你方，由于包装马虎，几架照相机损坏程度很大，使我们只好削价处理。
42、,Answer:,With the reference to our order NO.315 executed by you ,we have to inform you that owing to negligent packing ,several cameras were damaged to such an extent so that we were compelled to dispose of them at a greatly reduced price.,B.product,N. C 产品 , 产物,【短语】,主要产品 basic product 副产品 by-produc
43、t 最终产品 end product; final product; finish product,产品广告 product advertising产品分析 product analysis产品设计 product design产品开发 product development产品系列 product range产品管理 product management产品组合 product mix国内生产总值 gross domestic product,【派1】production,n.u 生产，制造 c 制造品,【短语】,分批生产 batch production国内生产 domestic prod
44、uction大量生产 mass production 生产率 production rate,生产成本 production cost 生产部门 production department 生产流水线 production line 生产经理 production manager,【派2】 productive,a.可生产的,【派3】productivity,n. 生产能力，生产率,【派4】produce,n.u 农产品 v.(vp1,21) 提出，制造,C .acquaint,v.(vp18)使某人知道，使某人熟知,【基本用法】,to acquaint sb with sth to acqu
45、aint oneself with sth,【派1】acquaintance,n.u 知道 c 认识的人,D.item,n.c 商品;项目,【短语】,收取现金的商品 cash item账目中的特别项目 extraordinary item账目中的支出项目 expenditure item,【相关短语】,goods 商品commodity 商品，特别指原料,product 产品consignment 寄售货物,E.表示满意的句型,.u satisfaction (a) Its the satisfaction to know that (b) to be the satisfaction to
46、sb a .satisfactory (c) to be satisfactory to sb V.(vp1,12,18)satisfy (d) sth satisfy sb1 (e) sb1 satisfy sb2 that (f) sb1 satisfy sb2 of sth,Oral Exercise:,Our business relationship with the company has hitherto been most satisfactory.They satisfy us of in-time delivery, moderate price, and superior
47、 quality.We hope the above is satisfactory to you and will help you in making a decision.,Writing Exercise:,圣保罗股份有限公司以30万英镑的资本建立于1948年，他们的主要业务是经营各种食品，主要和中国、日本、德国和英国进行贸易。据说他们的供应商对与他们的贸易一直是满意的。,Answer:,St.Polo & Co.ltd. was established in 1948 with a capital of 300,000pounds.Their chief line is in the
48、 import and export of all kinds of goods ,trading principally with China ,Japan ,Germany and Britain.Their suppliers business with them is reported to have been satisfactory.,六、Letter Referring to the Bank Reference,A.表示希望对方提供资信状况的句型,To supply/provide/tell/give sb a(an)(precise)(detailed) informatio
49、n about/regarding/concerningto let sb have ones financial standing and models businesswould like to/wish to know whether sb is trustworthy and reliable in every way,Oral Exercise:,We are sorry that we are not able to provide you the precise information you ask.We are obliged if you will tell us some
50、thing about the appraisement of the company among their neighbours and customers.As we want to establish business relations with this company ,we wish to exactly know how is the credit standing they owe.,B. credit,n.u 信任,光荣,声望,信用 c 增光的人，贷款,【短语】,延期贷款 extended credit无息贷款 interest-free credit长期贷款 long
