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1、Unit 1 Establishing Business Relations建立业务关系,BUSINESS LETTERS 商务函电,大连理工大学电子音像出版社,大连理工大学出版社,Unit 1 Establishing Business Relations建立业务关系,Introduction,写信人通过如广播、电视、报纸、他人介绍、商务参赞处、交易会等渠道得知潜在交易人的名称、地址，了解到一点有关对方的经营范围，写信给对方希望建立业务关系，同时介绍一下自己的购买意图、经营范围，表达对对方的希望与要求。,写作要点及要求:,这类信函通常包括：开头：1）说明自己的消息来源; 2) 表达建立业务关
2、系的希望;正文： 3) 自我介绍; 包括自己公司，经营范围，公司资信情 况等； 4) 表达要求; 结尾： 5) 期望；此部分其实是客套话，一般是表示希望对 方早日回信，听到对方的好消息等。,回信要点：同意建立业务关系的回信：开头：1）收到来信并表示愿意建立业务关系；正文：2）对对方信中提及的要求，问题给予答复，并做自 我介绍；结尾：3）期望：可以做生意，或收到具体询盘。 不能与之建立业务关系的回信：开头：1）收到来信；正文：2）很遗憾不能建立业务关系，并详细说明原因；结尾：3）期望：以后合作的机会，或再次表示道歉。 每封信件的具体内容会有变化，需要根据实际情况加以调整。,Lesson 1 Im
3、porters Self-Introduction进口商自我介绍,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,3. Main points,Specimen 1 a. source of information and intension (where) b. self introduction and detailed requirements (who & what) c. expectation of early replyS
4、pecimen 2 a. receipt of letter and agreement to the wishes b. sending of catalogue and pricelist c. expectation of a specific enquiry.,Chinese Version,信件一麦克唐那和伊万有限公司美国纽约劳顿大街58号中国赢路贸易有限公司中国广东广州白云区前进街40号送交：销售部吴刚先生敬启者: 我们从伏特公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。 多年来，本公司经营休闲鞋类进口生意，目前想扩展业务范围。请惠寄商品目录与报价单。 如贵司产品价格
5、有竞争力，本公司必定向你方试订。我方银行为花旗银行，中国上海分行，次行可向贵司提供我方商业和财政信息。恭候佳音。麦克唐那和伊万有限公司（签名）麦克. 伊万 经理 谨上2013年4月20日,信件二中国赢路贸易有限公司中国广东广州白云区前进街40号麦克唐那和伊万有限公司美国纽约劳顿大街58号敬启者: 感谢贵公司八月二十日的来函，我们非常渴望与贵公司建立商务关系。 我们鞋厂致力于设计和生产各种传统和时尚男女鞋产品。我们已开发和上市了室内拖鞋，棉拖鞋，新款刺绣拖鞋；童鞋和布鞋。可以满足国内外不同市场需求。谨遵要求另函奉上最新的出口商品目录及报价单，涵括目前可供的出口商品。如你方对任何一款感兴趣，请让我
6、方知道。期盼你方具体询盘。福建鞋业进出口公司（签名）吴刚经理谨上2013年4月25日,4. Make yourself skilled,I. Basic Training 1. Translate the following expressions into Chinese: quotation export range extensive connection latest catalogue leading importer order（n.） specific enquiry competitive price,报价,出口产品范围,广泛的联系,最新目录,一流的进口商,订单,具体询盘,有竞
7、争力的价格,2. Choose the best answer:,1) We would like to receive your inquiries _ our hardware. a. about b. to c. for d. into2) We wish to establish direct business relations _ you. a. with b. for c. from d. to3) We are _ your detailed requirement. a. forwarding b. looking to c. looking forward d. looki
8、ng forward to4) We are writing you _ you can give us the lowest quotation. a. hope b. hoping to c. in the hope that d. in the hope of 5) We _ make business contact with you. a. desirous to b. desire c. are desirous to d. are desirous of,c,a,d,c,c,2. Choose the best answer:,6) We would _ very much if
9、 you send us a few sample books. a. appreciated b. appreciate it c. appreciate you d. appreciate7) We send a copy of our export list _ the main items available at present. a. covered b. covering c. cover d. are covered8) We are planning to _ our business activities to our neighboring countries. a. e
10、xecute b. extend c. extension d. enlarging9) We are interested in your cotton piece goods and wish to receive your _ soon. a. specific enquiry b. special enquiry c. specific enquire d. enquire specifically10) We intend to place an order _ you _ 300 sets “Huanan” brand sewing machines. a. fromabout b
11、. withfor c. withof d. fromfor,b,b,b,a,b,3. Improving Training:,我们想介绍一下我们的业务范围。(business range)2) 我们从史密斯先生处得知你方的名称与地址，他与我们做了很多年的生意。(obtain name and address from)3) 尽早告知你方感兴趣的商品为盼。（shall appreciate it if you could）4) 我们已收到从国外寄来的许多询价单。(enquiry)5）如果你方价格有竞争力，我们相信我们之间能达成大量的交易。(competitive, close deals wi
12、th),1) We would like to introduce our business range.,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 many enquiries from abroad.,5) If your pri
13、ce is competitive, we trust we can close great deals with each other.,6) 我公司是拉哥斯市(Lagos)最大的电器用品进口商，主要经营电器用品进口业务。(leadinghandling)7)他们以前从英国进口机器，现在想同我们建立业务关系。 (establish business relations with) 8）如蒙你方能将此信转交给负责此事的人，我们将不胜感激。(It shall be appreciated if you could)9）我方在12月1日的信中通知你方，我们愿与你方订购500辆飞鸽牌自行车.。(in
14、form,place orders with sb. For sth.),7)They used to import machines from UK, but now they would like to establish business relations with us.,6) We are the leading importer of electronic products in Lagos, handling the import of electronic goods.,8）It shall be appreciated if you could pass this lett
15、er 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 bicycles.,4. Letter-writing practice:,You are an importer of electronic goods in US. Recently you got a piece of information about a Rainbow Electronic
16、 Products Co., Ltd in China on the Internet as follows: 彩虹牌电风扇使用军工技术生产的，低噪声，噪声低，风力柔和。按照国际标准生产，建立质量保证体系，获得中国电工产品认证合格证书，取得长城标志。彩虹牌系列电风扇，有落地扇、台扇两大类共十多个花色品种。,Sample letter:,Dear sirs, We are one of the leading importers of electric goods in this city and shall be pleased to establish business relations
17、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 as possible. We would like to mention that if your price is attractive and delivery date acceptable, we shall place our ord
18、er with you immediately. Your early reply will be highly appreciated.Yours faithfully,II More exercises,1. Fill in the blanks with proper forms of given words:compete enquire establish extend desire comply1) Upon receipt of your specific , well airmail the quotation and sample books.2) Your price is
19、 and acceptable to us.3) Were writing you for the of business relations with your company.4) In with your request, a pricelist covering the various bicycles available for export has been airmailed to you.5) We have a to buy this product from you.6) We are looking forward to receiving the of L/C imme
20、diately.,enquiry,competitive,establishment,compliance,desire,extension,2. Complete the following sentences in English:1) We are interested to 购买你公司的永久牌自行车。(buyForever bicycles) buy your Forever bicycles 和你公司建立友好关系。(establish business relations) establish friendly relations with you 知晓你公司是最大的电风扇进口商。(
21、largest) know that you are the largest importer of electronic fan 2) We shall be pleased to 马上收到你方最新价目表。(latest pricelist) receive your latest pricelist 收到你方订单。(order) receive your order 3) We are looking forward to 早日收到你方复信。(reply) receiving your early reply 你们的好消息。(good news) your good news,3. Com
22、plete the following letter in English:Dear Sir, 我们作为毛衣主要进口商15年，and are planning to 扩大业务 to our neighboring countries, from the clients 我们收到了许多有关毛衣的询价。We are considering the possibility of 与你方建立业务关系 if possible. 盼望贵方尽早回复。 Yours faithfully,We have been the leading importers of sweater for 15 years,ext
23、end our business,we have received many enquiries for sweater.,establishing business relations with you,Your early reply shall be appreciated.,Unit 1 Establishing Business Relations建立业务关系,Lesson Two Exporters Self-Introduction出口商自我介绍,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourse
24、lf,Main points,Make yourself skilled,3. 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 attentionSpecimen 2 a. receipt of letter and agreement to the wishes b. asking for quotations and
25、sample books c. expectation of a favorable reply,Chinese Version,信件一敬启者:承蒙德国工商会的介绍,我们获悉你方是贵国最大的编织品进口商之一。由于此货属于我们的经营范围, 特写信给你方希望建立业务关系。 我们专营中国编织品出口, 产品包括女士, 男式, 儿童和青年的针织衫, 我们还设计和生产用于纺织品生产的设备和机器。我们的产品品质优良价格合理。为使你方了解我们的经营业务, 随函附上出口清单一份, 包括目前可以供应的主要商品。如你方对任何一款感兴趣,请与我们联系。 希望收到你方早日回复, 我们可以保证会及时处理你方的要求的。 谨
26、上,信件二敬启者: 收到你方2004年5月6日来信, 谢谢. 我们愿与你方建立业务关系。 你们的纺织品非常吸引人,我们有信心,一定会为你方获得大定单的.如你方能寄来报价单和样品本,我们将不胜感激。 期盼你方佳音。谨上,4. Make yourself Skilled,I. Basic Training1. Fill in the blanks with proper forms of the given words: attract confident interest contact supply enclose1) We are anxious to make business with
27、your corporation.2) We our Enquiry Note No. 367 and wish to receive your favorable reply.3) We trust you will find our quotation .4) One of our clients is in Chinese Butterfly Brand sewing machines.5) We can you with all kinds of Mens leather shoes.6) Although the price we give you is slightly highe
28、r than the other suppliers, we have the that the quality of our products are better.,contact,enclose,attractive,interested,supply,confidence,2. Complete the sentences with the correct expressions of the following given words:,1) pleasurea. We _ enclosing a copy of our latest catalogue asked for in y
29、our letter.b. We _ in offering you for Flying Pigeon bicycles.c. We _ of writing to contact you in the hope of doing business with you.2) supplya. We assure you that we can _ all kinds of leather shoes.b. The goods you enquire for are _ (供应短缺).c. _ of this product is quite limited, and we hope you w
30、ill cable us your acceptance as soon as possible.,take the pleasure of,have pleasure,have the pleasure,supply,in short supply,The supply,3) linea. We are pleased to say that the article you require _ (属我们经营范围).b. We are leading importers in this city and have been _ textile for over twenty years.4)
31、assurea. You may _ that we will keep you informed of the execution of your order.b. We can _ you _ the best quality of our goods.,is our line,in line of,be assured,assure,of,5) interesta. We are very much _ importing chemicals from you.b. This article is _ to us.c. We learn from your letter that you
32、 _ to establish business relations with us.6) enclosea. We thank you for your letter of April 2 with the _ catalogue and price list.b. _ please find a copy of our price list.c. We are _ two catalogues and a price list of our chemical products.7) covera. Please let us have your price list _ your Flyi
33、ng Fish Brand typewriters.b. Please open an L/C _ this purchase.,interested,of interest,are interested,enclosed,Enclosed,enclosing,covering,to cover,3. Improving Training:,Translate the following sentences:1) 你方可以跟他们接洽你方的新产品。(contactfor)2) 我们想利用这个机会介绍一下我们的业务范围。(business line)3) 随函寄去我方价目表两份。(enclosed
34、)4) 能否让我方大致了解一下你方城市里纺织品的市场价格。(give a general idea of),1) You can contact 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 price of textile
35、s at your end？,5）我方寄给你方现可供应的各种自行车的价格表。(enclose.suppliable ) 6）电器用品属我方经营范围。(fall within the scope of)7）按照你方9月3日来信要求，兹附上样品及小册子。(In compliance with, brochure)8）寄上一份价目表，内容包括我们所经营的商品。(coveringline)9）我方将写信通知你方有关我们的资信情况。（informof, financial position）,5）We enclose herewith our pricelist for various bicycles
36、 suppliable at present.,6）Electronic products fall within the scope of our business activities.,7）In compliance with your request in letter of September 3rd, we enclose our sample and brochure.,8）We enclose a copy of pricelist covering our line.,9）We will write to inform you of our financial positio
37、n.,4. Letter-writing practice:,You are the Osaka International Textile Corporation in line of textile import and export. You receive the writers letter asking to establish business relations with you (details as per specimen 1) Write an unfavorable reply to the letter, stating a. your regret not bei
38、ng able to establish business relations with themb. the reason of being appointed as an agent by a Guangdong Trade Corporation for the salec. hope for understanding Sellers name and address: 上海时达贸易有限公司 上海市陇海中路64号,Dear Mr. XX, We have received with thanks your letter of May 7, 2004. We, however, regr
39、et to inform you that we are not in a position to enter into business relations with you because we have already been appointed as an agent by a Guangdong Trade Corporation for the sale of their products. Under the circumstances, we regret to say that we cant transact with you at least until the age
40、ncy contract expires. Of course, we filed your letter and catalogue for our future reference. So we may contact you when we become free from the agency contract. We thank you again and hope you will understand our situation fully. Yours faithfully,II More exercises,1. Match the Chinese versions with
41、 the expressions in English:,scope of our business activities Chamber of Commercestate-operated corporationprompt attentionenclosed catalogueexport list,国营公司,业务范围,随附目录,出口商品清单,工商会,及时处理,2. Correct the mistakes in the following sentences:,1) We are in line with electronic goods.2) We have all kinds of
42、cotton piece goods in supplies.3) By the courtesy of Mr. Freemen, we learn that you are the leading importer in your area.4) We take the pleasure on placing a trial order with you for 50 Flying Pigeon Brand bicycles.5) We shall oblige if you could give us an early reply to our specific enquiry.,with
43、 改为 of,supplies 改为 supply,by 改为 Through,on 改为 of,oblige 改为 be obliged,6) We give to understand that your are the state-operated corporation in Chemical products.7) Please reply as soon as possible, state the necessary details.8）We assure you of the goods we supply is reasonable in price.9) We contac
44、t you today to the establishment of business relations with you.10) Ours is a state operating corporation.,give 改为 are given,state 改为 stating,of 改为 that,to 改为 for,operating 改为 operated,3. Complete the sentences:,1) We acknowledge receipt of your letter of March 20,信中你告知我们的价格与你地市场不相符合。(not in line wi
45、th)2) We are in receipt of your letter of March 20,要求在本月底答复。3) We acknowledge your letter of April 5,向我们保证供应我们所需的货物。(assurethat)4）We thank you for your letter of June 14, 信中告知你公司想购买大量的小麦。(inform, be in the market for)5）Please rest assured 我们会把一切必要的事办好。,4）informing us that you are in the market for a
46、 large quantity of wheat.,1) informing us that our price is not in line with the market at your end.,2) asking us to reply by the end of this month.,3) assuring us that you will supply us with our requirements.,5）that we will do all necessary things well.,4. Dictation:,Dear sirs, We have your name a
47、nd address from the Commercial Counselors office of the Chinese Embassy in Ghana. We wish to inform you that we specialize in both industrial and chemicals, and shall be pleased to enter into trade relations with you. To give you a general idea of our products, we enclose a complete set of leaflets
48、showing various products being handled by this corporation with detailed specifications and means of packing. Quotations and samples will be sent upon receipt of your specific enquiries. We look forward to your early reply.Yours faithfully,Unit 1 Establishing Business Relations建立业务关系,Lesson 3 Inquir
49、ing About Foreign Trade Policy and Supply询问外贸政策、要求供货,TEXT,Arm yourself,Main points,TEXT,Arm yourself,Main points,Make yourself skilled,Make yourself skilled,3. Main points,Specimen 1 a. source of information and our intension b. self-introduction and foreign trade policy c. expectation for enquirySp
50、ecimen 2 a. source of information and our intension b. self-introduction c. asking for supply d. expectation for contact,Chinese Version,信件一敬启者:我们从阿尔及利亚驻北京大使馆商务参赞处获悉你方的地址。他们告知我方你们想购买用于石油化工产品上的各种化学药品。 因此今天我们与你方联系, 希望建立互利的贸易关系。 我们是一家国营公司,专营化学药品的进出口业务。为使你方了解我们的经营产品, 兹随函附上出口清单一份, 列明目前可以供应的主要商品。如你方需要任何没有
