外貿(mào)英語函電寫作技巧講義

UNIT建立商務(wù)關(guān)系

2

LearningObjectivesEstablishingbusinessrelationswithprospectiveclientsUnderstandingbusinessetiquetteWritinglettersforestablishingbusinessrelationsEstablishingBusinessRelations第一頁，共二十二頁?！鬢arm-upPractice

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Follow-upPracticeCONTENTS1.Introduction:businesschannelsandinformation2.Lettersforestablishingbusinessrelations A.ImporterwritestoExporter B.Selfintroductionbyexporter C.ExporterwritesImporter D.Selfintroductionbymanufacturer E.ManufacturerwritestoImporter F.LetterReferringtoabankreference G.Replytotheabove3.Supplement第二頁，共二十二頁。ChinglishExamples1.大片*bigmovie; blockbuster早戀*earlylove; puppylove

方便面*convenientnoodles; Instantnoodles

拳頭產(chǎn)品*fistproduct; knockoutproduct

新聞自由*freedomofnews; freedomofpress

買一贈一*Buyone,presentone. Buyone,getonefree.2.上海的交通很擁擠。*Shanghai’strafficisverycrowded.

ThetrafficisveryheavyinShanghai.新學期已經(jīng)過去一個多月了。

*Ournewtermhaspassedonemonthandmore.

Morethanonemonthhaspassedsincethenewtermbegan.第三頁，共二十二頁。Warming-upPracticeWeneedtodiscusssomequestionsaboutwhatwearegoingtolearninthisunit.Sure,that’llhelpusunderstandbetteraboutwhatweareaskedtodo.第四頁，共二十二頁。

Theestablishmentofbusinessrelationsisoneoftheimportantundertakingsinthefieldofforeigntradeasaforeign-tradefirmneedsextensivebusinessconnectionstomaintainorexpanditsbusinessactivities.Tradersmustnotonlydoeverythingpossibletoconsolidate

theirestablishedrelationswithfirmshavingpreviousbusinessbutalsodevelopandrevitalizetheirtradebysearchingfornewconnectionsfromtimetotime.Tofindourwhomafirmisdealingwith,informationisobtainablethroughdifferentchannels.Afterthat,lettersorcircularsshouldbesenttothepartiesconcernedtoexpresssimply,clearlyandconciselywhattheycansellorwhattheyexpecttobuy.

1.Establishingbusinessrelations

第五頁，共二十二頁。

2.Discussion

1）Nowasaclass,pairsorgroups,thinkofasmanychannelsasyoucanthatareassociatedwithestablishingbusinessrelations.tradefairBusinessChannel第六頁，共二十二頁。

EstablishingBusinessRelationsNotransactionscanbeconducteduntilcontactshavebeenmadebetweentwoormorecompanies.Toestablishbusinessrelationswithprospectivedealersisoneofthevitalimportantmeasuresbothforanewlyestablishedfirmandanoldonethatwishestoenlargeitsbusinessscopeandturnover.Businessrelationscanbeestablishedthroughthefollowingchannels:

1)Banks;2)Tradedirectory;3)Chinesecommercialcounsellor’sofficeinforeigncountries;4)Businesshousesofthesametrade;5)Advertisements;6)Tradefairsandexhibitions;7)Chambersofcommerce;8)Introductionfrombusinessconnections;9)TheInternet.

第七頁，共二十二頁。

2）Ofallthechannels,whichdoyouthinkisthemosteffectiveone?Why?3）Whatwillyoudotomaintaintheestablishedrelations?

4)Whyarepeoplestillwritingletterswhileit’ssoconvenienttosendfaxesandemail?

第八頁，共二十二頁。WhyfirmsestablishbusinessrelationNocustomer,NobusinessNewcustomer,NewBusiness第九頁，共二十二頁。WHYSNAILMAILISSTILLNEEDEDLetters—nowfondlyknownas“snailmail’arestillusedforvariousreasons:1.Theyseemparticularlyappropriateforformalintroductionstocompanies,confirmationofcontractsandthankyoumessages,possiblybecausetheycanseemappropriatelyformal,caringorimpressive(ifprintedongoodpaper).2.Theycanbeausefulback-uptoimportante-mailedorfaxedmessages.3.Theycanbeusedtosendbulkymaterial,suchasbrochuresorsamples.4.Theycanbeusedwhenthereareproblemswiththetechnologyrequiredforfaxesande-mail.8.Theycanbesenttoorfromcompanieswhichhavelimitedtechnology.第十頁，共二十二頁。

1.Importerwritestoexporter1.Wehaveobtainedyouraddressfrom……2.Wearenowwritingyouforestablishing……3.Wearewellconnectedwithall……4.Wefeelsurethatwecanselllargequantityof……5.Atcompetitiveprice,價格，競爭力，優(yōu)勢 Competewith/againstsbinsth在某方面與某人競爭 Competewith/againstsb.forsth為^事情與某人競爭 Competition,competitor.6.Standing資信情況，信譽等Standingcost/orders/directorsCreditstanding/financialstanding/finances第十一頁，共二十二頁。1.Importerwritestoexporter7.“關(guān)于”的表達：asfor……，regarding……，asto……Withregardto……，inregardto……，asregards8.Pleaseletushaveallnecessaryinfo.Regarding……第十二頁，共二十二頁。2.Selfintroductionbyexporter1.Wewritetointroduceourselvesasoneofthelargestexporters……ofawiderangeof……2.Weenclosedacopyofourlatestcatalogcoveringthedetailsofalltheitemsavailableatpresent,andhopesomeoftheseitemswillbeofinteresttoyou.3.Itwillbegreatpleasuretoreceiveyourinquiries……4.Sendyouourlowestquotations.5.Wewouldbemostgratefulifthislettercouldbeforwardedtothecorrectimportcorporation.6.Wearelookingforwardtoyourfavorableandpromptreply.7.Available:可利用的，可得到的，可提供的 Productsavailable現(xiàn)有可提供的商品 Notavailable缺貨，目前沒有現(xiàn)貨供應(yīng)的。 Thisistheonlystockavailable.這是唯一可供之貨。第十三頁，共二十二頁。2.Selfintroductionbyexporter8.詢價，詢盤inquiry（美國）或enquiry（英國）9.Quotationn.報價 Quotationtable/list價目表 Exchangeratequotation外匯行情 Discountquotation貼現(xiàn)行情 Marketquotation市場行情 Quotev.開價，報價 Quoteaprice/afavorableprice10.Dealwith經(jīng)營，處理， 表示經(jīng)營某類商品的詞還有 handle,dealin,tradein,beinthelineof等11.Forward,forwardsthtosb轉(zhuǎn)交、轉(zhuǎn)發(fā)12.Favorable有利的，贊成的，對有幫助的

befavorabletosth/sb表示贊同某事,對某事或某人有利

befavorableforsth表示對某種行為有利 Favorablereply（敬候）佳音，好消息 Favorableprice優(yōu)惠價格第十四頁，共二十二頁。3.Exporterwritestoimporter◆exporter’sself-introduction1.Wehavedonebusinessformanyyears2.Specializedinsth專門從事，經(jīng)營3.Enjoygreatpopularity.享有盛譽，此外還有

bemostpopularwiththecustomers commandagoodmarket sellfast/enjoyfastsales beuniversallyacknowledged beunanimouslyacclaimedbythecustomers.4.Ihopethatyoucancontactusifanyitemisinterestingtoyou5.暢銷品

readyseller,quickseller,quick-sellingproducts

第十五頁，共二十二頁。3.Exporterwritestoimporter◆exporter’sdesireofestablishingbusinessrelation6.Throughthecourtesyof……wecometoknowyournameandaddress,承蒙……我們得知貴公司……

類似表達：weoweyournameandaddressto7.Weareinformedthatyouareaprospectivebuyerof……8.Fallwithinthescopeofourbusinessactivities bewithin…… liewithin……9.Acquaintyouwithourcommoditiesnowavailableforexport. acquaintsbwith/ofsth(that)10.Yourfavorablereplywillbehighlyappreciated. wehighlyappreciateyourkindcooperation. weshallappreciateitifyou…… wehopeyouwillappreciateourposition.

itwillbegreatlyappreciatedifyou…… yourpromptreplywillbegreatlyappreciated.第十六頁，共二十二頁。4.Selfintroductionbymanufacturer1.leading:leadingimporter主要進口商

leadingmarket主要市場

leadingstock主要股份 *indicatingthemostimportantperformerorrole *goingorproceedingorgoinginadvance;showing theway2.Beinthemarketforsth,想要購買sth3.Scrupuloustest嚴格檢驗4.Illustratedcatalog.附有插圖的目錄5.Regertosbforsth.向某人打聽某事

referto提及，談到，談及，涉及Eg.Forourcreditstanding,pleaserefertothefollowingbank.6.Yourimmediatereplywouldbehighlyappreciated.

第十七頁，共二十二頁。5.Manufacturerwritestoimporter1.Thechamberofcommerce商會2.Manufacturer制造商，廠商 manufacturedarticle人工商品manufacturedgoods制成品

manufacturedproducts工業(yè)產(chǎn)品

Chinesemanufactures=Chinesemakes3.We’llgiveyouourlowestquotationsandtryourbesttocomplywithyourrequirement. complywith依照，符合 in4.Ourcustomersarealwayssatisfiedwithourproductsandtheserviceafterselling.5.Coveringthemainitemssuppliableatpresent.第十八頁，共二十二頁。6.Letterreferringtoabankreference7.Replytotheabove第十九頁，共二十二頁?！鬢ehaveheardfromCCPITthatyouareinthemarketforelectricappliances.◆YourfirmwasrecommendedtousbytheAustralianConsulatehereasalargeexporterofdairyproductsandweareinterestedinhandlingtheseproductsinourmarket.◆WehavebeeninformedbytheBankofChina,BeijingthatyouareoneoftheleadingimportersoftextilesintheUnitedStates.◆WearegiventounderstandthatyouarepotentialbuyersofChinesesilkproducts,whichcomeswithinthescopeofourbusinessactivities.◆Weareindebtedtooneofourbusinessfriendsforyournameandaddress.◆Wehavethepleasuretointroduceourselvestoyouwiththehopethatwemayhaveanopportunity