ok2-建立商業(yè)關(guān)系 2

InternationalBusinessCorrespondenceChapter2EstablishingBusinessRelations1Discussion&IntroductionWhy?Howtofindthecompanyyouwanttodealwith?Howtowritetothecompanyyouwishtocontactforthefirsttime?Howtodowhenyoureceivealetter?Howtostudythischapter?21.Why?Toenlargeone’sbusinessscopeandturnover營(yíng)業(yè)額TomaintainorexpandbusinessactivitiesToestablishbusinessrelationswithprospectivedealersisoneofthevitallyimportantmeasureseitherforanewlyestablishedfirmoranoldone.Nocustomers,nobusiness.Customersarethe“God”and“parents”fortheenterprisestoget“clothesandfood”.32.Howtofindthecompanyyouwanttodealwith?Merchantsmaybeapproachedthroughthefollowingchannels:1.Internet2.Newspapers/magazines/othermedias3.ChamberofCommerceathomeandabroad國(guó)內(nèi)外商會(huì)BusinessHousesofthesametrade同業(yè)商會(huì)4.TradefairChinaImportandExportFair中國(guó)進(jìn)出口商品交易會(huì)5.Yourbranchofficesabroad6.Marketinvestigations7.TradeDirectories貿(mào)易商名錄8.Othercustomers’introductionOldbusinessconnections老關(guān)系戶43.Howtowritetothecompanyyouwishtocontactforthefirsttime?

1.Beginyouletterbytellingtherecipienthowhisnameisknowntoyou.2.Providenecessaryinformationaboutyourself.3.Stateyourwish.54.Howtodowhenyoureceivealetter?Ifyoureceivealetterinwhichthesenderexpressestheintentiontodobusinesswithyou,whatshouldyoudo?Youshouldanswerassoonaspossible.Thisshowsyourefficiency,whichisagoodwaytoimpressyourpotentialcustomer.Ifyoucan’tdoasrequested,youhavetotellhimtactfullytopavethewayforfuturebusiness.65.Howtostudythischapter?Youshouldpaymuchattentionto:

1.Writingprinciples&tones2.Typicalsentences/sentencestructure

3.Basicbusinessknowledge4.Wordextension5.Worddiscrimination6.Grammarpoints7Contents◆

SpecimenlettersLanguagepointsAnalyzingtheletter◆Writingtactics◆Languagesummary◆Exercises8ⅠSpecimenlettersLetter1Letter2Letter3Letter4Letter5Letter6Letter7Letter8Letter9Letter10精講精講9Letter1Languagepoints:A.Welearnfrom…thatyouare…B.sth.fallwithinthescopeofourbusinessactivitiessth.屬于我們的經(jīng)營(yíng)范圍fallwithinone’sbusinessactivitiesTeafallswithinourbusinessactivities.

C.toenterintobusinessrelationswithsb.enterinto/establish/setup/buildup建立D.beknownforsth.以…而聞名E.enjoygreatpopularity享有盛譽(yù)enjoyanexcellentreputationinthisfield在這個(gè)領(lǐng)域里享有極好的聲譽(yù)enjoyagoodreputation:haveagoodreputation有好名聲10F.meetwith

受到G.onthebasisofequalityandmutualbenefit在平等互利的基礎(chǔ)上Weare

willingtoenterintobusinessrelationswithyourfirmonthebasisofequalityandmutualbenefitandexchangingwhatonehasforwhatoneneeds.H.ageneralideaof...大概了解某事為了使貴方大概了解我們的產(chǎn)品現(xiàn)隨函附上小冊(cè)子和剪樣冊(cè)。Togiveyouageneralideaofourproductsweencloseabrochureandasample-cuttingbooklet.I.underseparatecover另郵..J.uponreceiptof…一收到…11Commentsontheletter：Thisisaletterwiththepurposeofestablishingbusinessrelations.Itfirststatedtheinformationchannelandthewritingpurpose.Thenitgavegoodcommentsonitsproductstointerestthereader.Itfurtherindicatedthegoodbusinessprospects.Itlastofferedthelatestcatalogueandexpressedtheexpectationofcooperationandanearlyreply.12Letter2Languagepoints:A.Weunderstandfrom…thatyour…B.Jointventure合資企業(yè)C.Shouldyouhaveanyquestions,please….13Letter3Languagepoints:A.Co.Ltd有限責(zé)任公司Itisacompanyinwhichtheliabilityofeachshareholderislimitedbythenumberofshareshehastaken,sothathecannotberequestedtocontributebeyondtheamountofhisshares.Thatiswhywesaythisisacompanywithlimitedliability.B.Wegotyouraddressfrom…C.Herewritingyouwithexpectationofestablishingbusinessrelationship.plungestraightintoyourmessage直奔主題14D.Wearemainlyproducing…我公司主產(chǎn)…attach:v.隨…附上，封入Thebrochureattachedwillgiveyoudetailsofthevariedservicewecanrender.隨函附上小冊(cè)子一本，向你方詳細(xì)介紹我們所能提供的多種服務(wù)項(xiàng)目。enclosuren.附件WeareinreceiptofyourletterofMay18withenclosure.收到你方五月十八日函及附件。15E.meetone’sneed/demand滿足需要/需求meet:fulfill(ademand,etc);satisfy滿足（要求等）;符合:meetsb'swishes,conditions,needs,etc滿足某人的愿望、條件、需要等meetone’srequirementstomeettheneedofourmarketWearesorryweareunabletomeetyourrequestforimmediateshipment.F.enterourwebpage/viewG.dispatchsb/sth(to...):sendsb/sthofftoadestination派遣（某人）;發(fā)送（某事物）dispatchaletter,telegram,message,etc發(fā)信.電報(bào).消息等Wewelcomethedispatchofthepeace-keepingforce.我們對(duì)派出維持和平部隊(duì)此舉表示歡迎.16H.dealinvt.經(jīng)營(yíng)(從事)：inthelineof…

handlev.經(jīng)營(yíng)（某種或某類(lèi)商品）Wedealinhardwarebutnotsoftware.我們只經(jīng)營(yíng)硬件而不經(jīng)營(yíng)軟件.Asyouareinthelineofcottonpiecegoods,wearewritingtoenquirewhetheryouarewillingtoenterintobusinessrelationswithus.

由于貴公司是經(jīng)營(yíng)棉布的，現(xiàn)特致此函，以詢(xún)問(wèn)是否愿意與我們建立業(yè)務(wù)聯(lián)系。inthelineofentertainment從事娛樂(lè)行業(yè)Teaisinourline.我們是經(jīng)營(yíng)茶葉的。Teafallswithinourbusinessactivities.J.Hopeourproductsmeetyourmarket，sothatwecanstartourbusinessrelationshipformutualbenefit.愿我方產(chǎn)品能滿足貴方市場(chǎng)，以便為共同利益同貴方展開(kāi)商業(yè)關(guān)系。17Commentsontheletter：

Thisisaletterenquiringaboutthepossibilityofestablishingbusinessrelations.Itbeginsbytellingtherecipientwhoprovidedtheinformation,Itstatesthepurposeofthewritingclearly:toestablishbusinessrelations.Thenitdescribesthescopeofbusinessandmainproductsaswell.Itsaysenoughtointeresttherecipient.Itlaststatesthedesireforcooperationandwillingtoofferbestservice.Thelanguageisbriefandtothepoint.18Letter4Languagepoints:A.YourcompanyhaskindlybeenrecommendedtousbyGuangzhouChamberofCommerce.B.Weshallbepleasedtoenterintodirectbusinessrelationswithyou.enterinto進(jìn)入、從事[同義]establishC.ItownsprofessionalexperiencesinInternationalTradewithabroadrangeofproductsandservices.state-ownedcorporation國(guó)營(yíng)公司/state-run/state-operatedadj.國(guó)營(yíng)的range:scope范圍therangeofourproducts我們產(chǎn)品的范圍weareinterestedinextendingourrange.D.We’dliketoestablishabusinessrelationbetweenusandtobeasoleagentforyourcompanyinallofChina.E.tobuildupagloriousfutureagloriousdeed,victory,etc

光榮的業(yè)績(jī)﹑勝利等dieagloriousdeath,ie

espinbattleforone'scountry死得光榮19Letter5A.WearegladtoknowyournameandaddressontheInternet.Thepurposeofthisletteristoexplorethepossibilitiesofdevelopingtradewithyou.Weareoneofthelargestmanufacturesof……B.Wehaveadvancedequipmentandtechnology.Wehaveintroducedacompletesetof…introduce:bringsthintouseoroperation~sth(in/intosth)C.ensuremakesure;guarantee確保;保證;擔(dān)保Pleaseensurethatallthelightsareswitchedoffatnight.20D.accomplishsucceedindoing(sth);completesuccessfully;achieve完成（某事物）;做成功;實(shí)現(xiàn):accomplishone'saim,atask達(dá)到目的,完成任

E.Theexcellentqualityandservicemakeourproductsenjoyhighreputationin…reputation:名譽(yù)，聲譽(yù)enjoyagoodreputation:haveagoodreputation有好名聲haveahighreputation享有很高的聲譽(yù)haveanevilreputation臭名昭彰Weenjoyanexcellentreputationinthisfieldandwesupplybestqualityproducts.在這個(gè)領(lǐng)域里我們享有極好的聲譽(yù)，可以提供優(yōu)質(zhì)的產(chǎn)品。21Letter6A.beinneedofbebadlyinneedofthegoodsB.engageinC.inaccordancewithaccordancen.符合,一致in(exact)accordancewithsth:inagreementorharmonywithsth

按照或依據(jù)某事物*inaccordancewithsb'swishes按照某人的愿望*actinaccordancewithcustom,theregulations,thelaw

依照慣例、規(guī)章、法律.*Iaminaccordancewithhiminthismatter.在這件事情上我同他是一致的。D.Yourpromptreplywouldbehighlyappreciated.課內(nèi)實(shí)訓(xùn)22Letter7A.Weareverymuchwillingtoestablishastablebusinessrelationwithyou,andbealong-termbusinessfriendofyouinfuture!B.toquoteourbestpriceQuotev.報(bào)價(jià)如：quotesb.apriceforsth.PleasequoteusyourbestCIFprices.請(qǐng)向我們報(bào)最優(yōu)的CIF價(jià)。Wouldyoupleasequoteusyourlowestpricefortheknittedwear?請(qǐng)向我方報(bào)針織品最低價(jià)。ForMen’sShirts,wequoteUS$80perdozenCIF目的港.對(duì)男式襯衫，我們報(bào)CIF每打80美元。23Letter8A.Wehaveobtainedyournameandaddressfrom…B.lightindustrialproductsC.beofinteresttosb.D.Alsoenclosed

foryourreference,isourlatestpricelist.過(guò)去分詞enclosed可作名詞使用，前面常加定冠詞E.Shouldyoubeinterestedinanyofourproducts,pleaseletusknowandwewillprovideyouwithaquotation.24Letter9A.Wearemanufacturersandexportersofallsortsofleathergloves.B.Wewanttoestablishbusinessrelationswithyouresteemedcompany.esteemedadj.[usuallybeforenoun]formal

：respectedandadmiredesteemn.

尊敬;尊重v.

尊敬,認(rèn)為,尊重C.submit~sth(tosb/sth)：givesth(tosb/sth)sothatitmaybeconsidered,decidedon,etc呈遞,提交25Letter10A.Bycourtesyof…承蒙….的好意或介紹Throughthecourtesyof…throughtheintroduction/recommendationof..B.leadingimporterC.WeareoneofgoodexportersinChinaovertenyears.D.havesth.forsaleE.Wewillofferyoubestpricewithtopquality,andalsogoodservice.F.dropusaline寫(xiě)信給我們26ⅡWritingtacticsParagraphwritingTipsonwritinglettersofestablishingbusinessrelations27各段寫(xiě)法Theopeningparagraph

Theopeningparagraphisoftenonlyasimplesentence.Itisintroductoryinnatureandfrequentlyreferstoapreviousletter,orcourseofdealings.Itshouldalwaysbecourteous,butitshouldalsosetthetoneoftheletter.Thismaybefriendly,orformal,oritmayhintatseriousmatterswhichthebodyoftheletterwillsoonmakeplain.ThebodyoftheletterThisisthe

mainsubjectmatteroftheletter,andisdividedintoanappropriatenumberofparagraphs.TheclosingparagraphTheclosingparagraphisagainusuallyasinglesentencewhichreestablishestheatmosphereofcourtesywhateverhasbeenthenatureofthebodyoftheletter.Itisfrequentlyusedtosignaltheactionwhichthewriterhopeswillfollowfromtheletter.28Tipsonwritinglettersofestablishingbusinessrelations1.信的內(nèi)容盡量簡(jiǎn)短，不超過(guò)一頁(yè)紙。Writeshortletternomorethanonepage.2.在第一段就直奔主題。Directtothepointattheveryfirstparagraph.3.對(duì)公司高度評(píng)價(jià)，如有知名客戶可列舉一二。Saysth.highaboutyourcompany,listsomewell-knowncustomers,ifany.4.明確表達(dá)你公司的合作愿望。Expressclearlyyourdesireofcooperation.5.語(yǔ)言禮貌，態(tài)度謙遜、誠(chéng)懇。Inpolitelanguage,withcourteousandsincereattitude.29ⅢLanguageSummary*Whenyoufirstcontactacompany,youneedtotellthecompanyhowyougettheirnameandaddress.Youmaysay:1.Wehaveyounameandaddressfromsomebody.2.Wegot/obtainedyournameandaddressthrough…3.Yournameandaddresshavebeenrecommended/introducedtousby…*Whenyouwanttointroduceyourselfyoumaysay:1.Wewouldliketointroduceourselvestoyouasastate-ownedcorporationdealingin….2.Wewishtointroduceourselvestoyouas…30*ClosingSentencesinSelf-introduction:1.Wewouldbeverypleasedtobeofservicetoyouandhopetosubmittoyouourinquiriessoon.2.Welookforwardtoreceivingyourenquiriessoon.3.Welookforwardtoreceivingfromgoodnews.4.Weshallbeveryhappytohearfromyouandwillcarefullyconsideranyproposalslikelytoleadtobusinessbetweenus.5.Incaseyouareinterestedinotheritems,kindlyletusknowandweshallbeonlytoopleasedtomakeyouoffersdirectly.31*Otherusefulexpressions:1.Weareoneoftheleadingimporters/exportersinBeijing.我們是北京主要進(jìn)口商/出口商。2.Wehaveexcellentconnectionsinthetradeandarefullyexperiencedwiththeimportbusinessforthistypeofproduct.在這個(gè)行業(yè)里我們有極好的貿(mào)易關(guān)系，對(duì)這種產(chǎn)品的進(jìn)口業(yè)務(wù)有豐富的經(jīng)驗(yàn)。3.Wearecloselyconnectedwithreliablesuppliers/distributors/clientshereandweshallbeabletodosubstantialbusinesswithyou.我們與可靠的供貨商/經(jīng)銷(xiāo)商/客戶有密切的聯(lián)系，我們將能夠與你們做大量的生意。4.Weenjoyanexcellentreputationinthisfieldandwesupplybestqualityproducts.在這個(gè)領(lǐng)域里我們享有極好的聲譽(yù)，可以提供優(yōu)質(zhì)的產(chǎn)品。5.Wearepleasedtoestablishadirecttraderelations/connectionswithyou.我們將很高興與你們建立直接業(yè)務(wù)聯(lián)系。6.Itisagreatpleasuretoexplorethepossibilityofdevelopingtraderelationswithyou.很榮幸能夠與你們探索發(fā)展貿(mào)易關(guān)系的可能性。32SkilldrillingA

敬啟者：承蒙我們駐倫敦的商務(wù)參贊處的介紹，我們注意到你方有意與我們做生意。我們主要經(jīng)營(yíng)紡織品。我們希望通過(guò)開(kāi)展一些實(shí)際的業(yè)務(wù)來(lái)建立貿(mào)易關(guān)系。為了使您對(duì)各種可供出口的紡織品有個(gè)大致的了解，我們附函郵去一份商品目錄和價(jià)目表供你參考。若能收到你方的具體詢(xún)盤(pán)我們將非常感謝。盼早復(fù)。誠(chéng)摯問(wèn)候33SkilldrillingADearsirs,ThroughthecourtesyofourCommercialCounselor'sOfficeinLondon,wenoticethatyouareinterestedindoingbusinesswithus.Ourlinesaremainlytextiles.Wewishtoestablishbusinessrelationsbythecommencementofsomepracticaltransactions,Togiveyouageneralideaofthevariouskindsoftextilesnowavailableforexport,weareenclosingherewithacatalogueandapricelistforyourexamination.Wewouldappreciatereceivingyourspecificenquiries.Welookforwardtoreceivingfromyougoodnews.

Yoursfaithfully,34SkilldrillingB

敬啟者：我們從瑞士駐北京的大使館商務(wù)參贊處得知貴公司的名稱(chēng)和地址并被告知你方欲購(gòu)紡織品。我們借此機(jī)會(huì)同您聯(lián)系以期與您建立業(yè)務(wù)關(guān)系。我們是一家國(guó)營(yíng)公司，經(jīng)營(yíng)紡織品的進(jìn)出口。為了讓您對(duì)我們的業(yè)務(wù)范圍有所了解，我們附函寄去一份目前主要可供出口的貨物清單。如果其中有任何產(chǎn)品能引起你們的興趣，請(qǐng)告知我們。一旦收到你方的具體要求，我們將非常高興地為您報(bào)最低盤(pán)。在我們同其他國(guó)家進(jìn)行貿(mào)易時(shí)，我們一貫堅(jiān)持平等互利的原則。我們期待通過(guò)共同努力，促進(jìn)雙邊貿(mào)易和關(guān)系的發(fā)展。我們盼望早日收到你們的詢(xún)盤(pán)。誠(chéng)摯問(wèn)候35SkilldrillingBDearsirs,WeoweyournameandaddresstotheCommercialCounselor'sOfficeoftheSwedishEmbassyinBeijingwhohaveinformedusthatyouareinthemarketfortextiles.Weavailourselvesofthisopportunitytoapproachyoufortheestablishmentoftraderelationswithyou.Weareastate-operatedcorporation,handlingboththeimportandexportoftextiles.Inordertoacquaintyouwithourbusinesslines,weencloseacopyofourExportListcoveringthemainitemssuppliableatpresent.Shouldanyoftheitemsbeofinteresttoyou,pleaseletusknow.Weshallbegladtogiveyouourlowestquotationsuponreceiptofyourdetailedrequirements.Inourtradewithmerchantsofvariouscountries,wealwaysadheretotheprincipleofequalityandmutualbenefit.Itisourhopetopromote,byjointefforts,bothtradeandfriendshiptoourmutualadvantage.Welookforwardtoreceivingyourenquiriessoon.Yoursfaithfully,Encl.36Exercises總結(jié)有用例句(結(jié)合P42ReferenceExpressions)1.表達(dá)信息渠道來(lái)源的句式2.自我介紹的常用語(yǔ)3.表達(dá)欲建立商業(yè)關(guān)系的句式4.本章重點(diǎn)句式P44ⅡⅢⅣⅤⅥ做書(shū)上、Ⅶ做作業(yè)本上（自愿）37THEENDTHANKS!38SkilldrillingDYouareaskedtowritealetterorsendanemailtoaforeigncompanyforestablishingbusinessrelations.Theletterortheemailshouldcoveratleastthefollowingpoints:1.

Wherehaveyougottheinformation?2.

Whatisyourbusinessscope?3.

Whatisyourdesire?39Skill

drillingADearSirs,Welearnfromyouthroughcommercialcanceller’sofficeofBritishembassyinChinathatyouarealeadingclothesimporterformanyyears.WewanttointroduceourselvesasanexporterthatwehaveenjoyedareputationinEuropeanmarketbecauseofourclotheswithexcellentquality,attractivedesignandfineworkmanship.Ourrangeofproductsisvaryingfromchildtoelderpeople,especiallyforfashionyoungmen.Weareconvincedthatourmutualeffortswillbaseonequalityandmutualbenefitandhaveagoodstartforustoconcludethebusinessrelationswithyou.Welookforwardtohearingfromyouassoonaspossible.Whatdoyouthinkabouttheletter?Why?40company/corporation41recommendv

推薦；建議

recommendationn.介紹；推薦YourfirmhasbeenrecommendedtousbytheChamberofCommerceinTokyo,Japan.日本東京商會(huì)把貴公司推薦給我們。TheyrecommendthatwetrytheEuropeanmarket.Werecommendconcentrationofoffers.我們建議集中報(bào)盤(pán)。Werecommendthemtomakeoffersconcentrically.我們建議他們集中報(bào)盤(pán)。他們建議我們?cè)囈幌職W洲市場(chǎng)。

Practicerecommend42meetwithmeetwith:agreewith,beinaccordwith符合，與…一致;碰見(jiàn),遇到;經(jīng)受Youwillbepleasedtoknowthatyourdesiremeetswithours.你們將很高興得知你們的想法也符合我們的愿望。Yourplanseemstomeetwiththeideasofthecommitteeonthesubject.你的計(jì)劃似乎符合委員會(huì)對(duì)這個(gè)問(wèn)題的看法。43Wehavebeenformanyyearsinthechemicalline.handlev.經(jīng)營(yíng)（某種或某類(lèi)商品）

totradeintodealinbeinline

specializein專(zhuān)門(mén)經(jīng)營(yíng)

類(lèi)似的表達(dá)法還有：

Practice我們是國(guó)營(yíng)公司，專(zhuān)門(mén)經(jīng)營(yíng)棉布的進(jìn)出口業(yè)務(wù)。Weareastate-operatedcompany,handlingexclusivelytheimportandexportofCottonPieceGoods.我們經(jīng)營(yíng)各種各樣的棉布。Wetradeinallkindsofcottonpiecegoods.Theyaremainlydealinginfertilizers.他們主要經(jīng)營(yíng)化肥。我們從事化工產(chǎn)品這一行業(yè)已有多年。5）他們專(zhuān)營(yíng)服裝.Theyspecializeingarments.44should引導(dǎo)的條件從句，相當(dāng)于

if但比

if要客氣委婉，常用于商務(wù)英語(yǔ)Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.倘若你方價(jià)格具有競(jìng)爭(zhēng)性而且交貨期可接受的話，我們有意向你方大量訂購(gòu)。Shouldtheamountexceedthatfigure,L/Cwillberequired.倘若金額超過(guò)此數(shù)字，則要求用信用證支付。

PracticeShould…45你方男式皮鞋的報(bào)價(jià)太高難以接受。quotation:n.報(bào)價(jià)

make(send,give,cable,fax)sbaquotationforsth.

向某人就某種商品報(bào)價(jià)用介詞for：PleasemakeusyourlowestquotationforMen’sShirts.請(qǐng)向我方報(bào)男式襯衫的最低價(jià)。

買(mǎi)方提及賣(mài)方報(bào)價(jià)時(shí)用介詞of：YourquotationofMen’sLeatherShoesistoohightobe

acceptable.Quotation46encloseenclose:隨函附上

1）toenclosesth.:Weareenclosingoursalescontract.2）enclosedissomething:Enclosedisoursalescontract.隨函附上我們的銷(xiāo)售合同。Weusedtohavetheexpression:Enclosedpleasefindsomething:Enclosedpleasefindoursalescontract.（Suchexpressionisoutofdate.）47PresentationfornexttimeGeneralRequirements:Topic:Hopingtoestablishlong-termtraderelationsPPT:Designed