《商務(wù)英語函電》課件-Module 2 Establishing Trade Relations 建立業(yè)務(wù)關(guān)系

BusinessCorrespondences外貿(mào)英語函電Module2EstablishingBusinessRelations

建立業(yè)務(wù)關(guān)系Introduction

寫信人通過如廣播、電視、報紙、他人介紹、商務(wù)參贊處、交易會等渠道得知潛在交易人的名稱、地址，了解到一點有關(guān)對方的經(jīng)營范圍，寫信給對方希望建立業(yè)務(wù)關(guān)系，同時介紹一下自己的購買意圖、經(jīng)營范圍，表達對對方的希望與要求。寫作要點及要求:

這類信函通常包括：開頭：1）說明自己的消息來源;2)表達建立業(yè)務(wù)關(guān)系的希望;正文：3)自我介紹;包括自己公司，經(jīng)營范圍，公司資信情況等；

4)表達要求;結(jié)尾：5)期望；此部分其實是客套話，一般是表示希望對方早日回信，聽到對方的好消息等。寫作要點及要求:

回信要點：同意建立業(yè)務(wù)關(guān)系的回信：開頭：1）收到來信并表示愿意建立業(yè)務(wù)關(guān)系；正文：2）對對方信中提及的要求，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，并詳細說明原因；結(jié)尾：3）期望：以后合作的機會，或再次表示道歉。每封信件的具體內(nèi)容會有變化，需要根據(jù)實際情況加以調(diào)整?；匦乓c：同意建立業(yè)務(wù)關(guān)系的回信：開頭：1）收到來信并表示愿意建立業(yè)務(wù)關(guān)系；正文：2）對對方信中提及的要求，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，并詳細說明原因；結(jié)尾：3）期望：以后合作的機會，或再次表示道歉。每封信件的具體內(nèi)容會有變化，需要根據(jù)實際情況加以調(diào)整。TeachingobjectivesUponcompletionofthechapter,youshould:knowthewaysthatanexportercanusetoseeknewcustomers.knowhowtowritethiskindofletter.grasptheimportantwordsandphraseslearned.LeadingIn生產(chǎn)v/nproduce生產(chǎn)商production產(chǎn)品producer買方product賣方seller顧客customer客戶client用戶user消費者consumer

制造商manufacturer購買buy/purchase銷售sell/sale中間商middleman零售商retailer批發(fā)商wholesaler經(jīng)銷商dealer貿(mào)易commerce,trade進口import出口export進口商importer出口商exporter海關(guān)Customs關(guān)稅Customsduty配額,限額quotaWarmingUpSupposeyouarethesalespersonofABCcompany.Youwanttosellthefollowingproductstoachildren’sstore.Nowyouarecallingthestoreandthemanageranswersthephone.Thenwhatwouldyousayinordertoselltheproducts.(off-roadvihicle,motor)Foreignmerchantsmaybeapproachedthroughthefollowingchannels:Web/consultancybankscommercialcounselor’sofficeChambersofCommerceinforeigncountriesTradeDirectoryAdvertisementsAttendanceattradefairsandexhibitionsheldathomeandabroadMutualvisitsbytradedelegationsandgroups,etc.5-POINTPLANWhereyougettheinformationaboutthepersonorcompanytowhomyourarewritingtheletter;Yourintentionforexportorimport;Abriefintroductiontoyourbusinessscope,experienceandproducts;Thereferenceastoyourfirm’screditstanding;Expectationforcooperationandanearlyreply.SampleletterDearSirsorMadams,Wehaveobtainedyournameandaddressfrom

thewebsite:.Wewereinformedthat

youareoneofthebiggestimportersofteainUKandyouarenow

inthemarketfor

tea.Wetakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelationswithyou.Togiveyouageneralideaofourproducts,weencloseherewithacopyofourbrochurecoveringthemainitems

availableatpresent.Ifyouareinterestedinanyofourproductsorhaveotherproductsyouwouldliketoimport,pleasecontactuswithyourrequirements.Welookforwardtoprovidingyouwithhighqualityproducts,superiorcustomerservice.Languagepointsbeinthemarketforwanttobuy1.我們生產(chǎn)各式各樣的皮鞋，因此我們想要購買牛皮。Weproduceallkindsofleathershoes,soweareinthemarketforcowhide.2.我們的一個顧客想購買你方的新產(chǎn)品。Oneofourcustomersisinthemarketforyournewproducts.Languagepointstakethisopportunity我想借此機會對你為我公司所做的一切表示感謝。Iwouldliketotaketheopportunitytothankyouforallthatyouhavedoneforourcompany.我們借此機會介紹我們的新產(chǎn)品。Wetakethisopportunitytointroduceournewproducts.LanguagepointsapproachWeapproachedtheMinistryofCommerceandtheytoldusthatyouareabletosupply1000metrictonsofapplesatatime.我們與商務(wù)部聯(lián)系，他們告述我們你們能一次性提供1000公噸蘋果。我們定期與客戶聯(lián)系，看他們是否有新的要求.Weapproachourclientsregularlytoseeiftheyhaveanynewrequest.Languagepointsbeinthehopeof為了能找到客戶，我給這頁上所有的公司都打了電話。Icalledallthecompaniesonthispageinthehopeoffindingacustomer.我給您發(fā)電子郵件是希望能與您建立業(yè)務(wù)關(guān)系。Iame-mailingyouinthehopeofestablishingbusinessrelationswithyou.Languagepointsgivesb.ageneralideaof這個樣品是為了讓你大概了解我們產(chǎn)品的質(zhì)量。Thissampleismeanttogiveyouageneralideaofthequalityofourproducts.這個產(chǎn)品說明書將使你大概了解我們最新的產(chǎn)品。Thisproductdescriptionwillgiveyouageneralideaaboutourlatestproduct.Languagepointsencloseputsth.inanenvelope隨函附寄Weareenclosingasampleforyourreference.herewithadv.enclosedinthis隨函附上LanguagepointsencloseTheycanbeusedinthefollowingways:enclosesth.Enclosedis/aresth.Enclosedpleasefind隨函附寄產(chǎn)品說明書。(description)1.Weareenclosingaproductdescription.2.Enclosedisourproductdescription.3.Enclosedpleasefindaproductdescription.Languagepointscoveringabout關(guān)于Translatethefollowingsentence:請寄給我們關(guān)于你方新產(chǎn)品的小冊子。Pleasesendusabrochurecoveringyournewproducts.LanguagepointsItemrefertoaparticularproduct單個商品，標號商品WehaveseenyourgoodsandarequiteinterestedinyouritemNo.TK-103.我們看了貴方的商品，對標號為TK-103的商品特別感興趣。LanguagepointsItemNo.TK-101ItemNo.ItemNo.TK-103ItemNo.TK-104Itemreferstoanindividualunitinagroupofproducts.Goodsrefertoagroupofproducts.NewWords&Expressions1.prospectiveadj.潛在的可能的預(yù)期的prospectivebuyers可能的買主prospectivebusinesspartners可能的貿(mào)易伙伴2.tradingpartner貿(mào)易伙伴orbusinesspartnerNewWords&Expressions3.intendv.想要,打算后常接動詞不定式e.g.Theyintendtoplaceanorderwithyou.他們打算跟貴方訂貨。Weintendtoextendourbusinessactivities.我們打算擴大我們的業(yè)務(wù)范圍。4.enquirev.詢問e.g.Wewouldliketoenquirewhetheryoucansupplythefollowingitems.我們想詢問一下，貴公司能否提供下列商品。NewWords&Expressionsenquireinto調(diào)查e.g.Thebuyerclaimedthatthegoodsweredamagedintransit,butwemustenquireintothismatterourselves.買方聲稱貨物在運輸過程中被損壞了，但是我們必須親自調(diào)查這件事情。enquireabout詢問關(guān)于某事e.g.Theysentusaletter,enquiringaboutthemarketconditionhere.他們給我們發(fā)來了一封信，詢問這里的市場狀況。NewWords&Expressionsenquireofsb.aboutsth.詢問某人某事e.g.Mr.Smithenquiredoftheexporteraboutthequalityoftheirgoods.史密斯先生詢問出口商他們的產(chǎn)品質(zhì)量如何。NewWords&Expressions5. cataloguen.目錄

quotationn.報價，報價單

pricelistn.價目表6. cooperationn.合作，協(xié)作

cooperatev.合作，協(xié)作e.g.Let’scooperatewitheachotherforourmutualbenefits.為了我們雙方的利益，讓我們合作吧。Ineedyourcooperationinthismatter.在這件事情上，我需要你的合作。NewWords&Expressions7.competitiveadj.競爭的，有競爭力的e.g.Ifyourpricesarecompetitive,wewouldplaceanorderwithyou.如果你們的價格有競爭力，我們就跟你們訂貨。8.volumeadj.大量的e.g.volumeorders大宗訂單NewWords&Expressions9.enterintobusinessrelations建立貿(mào)易關(guān)系

還可以用：setupopenupestablishbusinessrelationsorbuildupbusinessconnections10.incompliancewith按照e.g.Incompliancewithyourrequest,wearesendingyouoursamplesbyair.應(yīng)你方要求，我們用航空郵件給你們寄去了我們的樣品。comply(v.)with按照，與…相符，遵守，滿足NewWords&Expressionse.g. Itisnecessaryforyoutocomplywithourpackingrequirement.你方必須滿足我們的包裝的要求。WeregretthatwecannotcomplywithyourrequestforadvancingshipmenttoMay.很遺憾，我們不能滿足你方將裝貨期提前到5月份的要求。NewWords&Expressions11.underseparatecover另函，用另外一封信e.g.Wehavesentyouunderseparatecoverarangeofpamphletsforyourinformation.我們另函給你們寄去了一系列的小冊子供你們了解情況。12.takethisopportunityto…(后接動詞原型)利用這個機會做…還可以說takeadvantageofthisopportunityoravailourselvesofthisopportunity.e.g.Wetakethisopportunitytoexpressourgreatappreciationforyourcooperation.借此機會，對于您的合作，我們深表感謝。NewWords&Expressions13.withaviewto著眼于，意…為目的，考慮到e.g.Weavailourselvesofthisopportunitytowritethisletterwithaviewtoenteringintobusinessrelationswithyou.我們利用這個機會給你們寫信，目的就是想跟你們建立貿(mào)易關(guān)系。NewWords&Expressions14.dealin從事，經(jīng)營=handlev.經(jīng)營

dealwith…跟…做生意e.g.Wehavedealtintheexportofwashingmachinesforbouttenyears.我們從事洗衣機出口已經(jīng)有很多年了。Wehandletheimportandexportbusinessofchemicalproducts.我們經(jīng)營化工產(chǎn)品的進出口業(yè)務(wù)。Wewishtodealwithyouinthisline.我們希望在該行業(yè)與你們做生意。NewWords&Expressions15.airmailv.用航空郵件郵寄

n.航空郵件e.g.Pleasesentusyourlatestcataloguebyairmail.=Pleaseairmailusyourlatestcatalogue.請用航空郵件給我們寄來你們最新的目錄。ContentsofcompanyintroductionParagraph1-TheintroductionParagraph2-WhatwedoParagraph3-QA/QCParagraph4-TheclosingTheintroductionTheyearyourcompanywasestablishedYourcompany’slocationIfyouareamemberofagroupcompanyWhatproducts/servicesyouofferAnyForeigninvestmentthatyoumayhaveWhatwedoProductrange/servicesofferedMachineryandtechnologyusedProductionexperienceNumberofstaffHowordersarehandledSharesignificantachievementsthatwouldbemeaningfultobuyersQA/QCQualitycertifications(suchasISO)allowforanincreasedleveloftrustandmentioningtheminyourcompanyintroductioncanonlybenefityou.Additionally,addingyourmonthlyoutputvolume,countries/regionsservicedandanymajorclientsthatyouhavewillalsobuildcredibilitywithbuyers.TheclosingManycompaniesusethefinalparagraphoftheircompanyintroductionstostatetheircorporatevaluesandinvitebuyerstocontactthem.Detailedpleaseseethesampleintroductioninthetextbook.1.Commonly-usedOpeningSentences常用的開頭語句(1)表達“茲致函給您，通知您……”的句子：Ibegtoinformyouthat…Iamwritingtoyoutoaskabout…Iamgladtotellyouthat…(2)表達“收到貴方X月X日來函，內(nèi)容悉知”的句子：

Thankyouforyourkindletterdated6th.YourkindletterofJuly30arrivedthismorning.Yourfavorofthe5thinst.hascometohandanditscontentshavebeendulynoted.注意：①表示X月X日來函可有兩種方法a.用介詞of；b.用過去分詞dated。②kind在“l(fā)etter”前常用，以示客氣；favor用在信函文字中就是指書信。（3）表達“遲復(fù)為歉”的句子：Imustapologizeformydelayinreplyingyourrecentletter.Ibegthousandpardonsfornothavingwrittentoyousooner.1.Commonly-usedClosingSentences常用的結(jié)束語句在書信正文的末尾，常常表達盼回信、表祝愿和代問或囑筆問候等意思，這種意思可以用句子表示，也可以用短語表示。用句子表示時，末尾用“.”；用短語表示時，末尾用“，”。(1)

表達盼回信的句子或短語Ihopetohearfromyousoon.Hopingtohearfromyousoon,Awaitingyourearlyreply,Yourkindearlyreplywillbeappreciated.(2)

表示祝愿的句子Withbestregards,Wishyouthebestofhealthandsuccess.Muchlovetoyouandyourfamily,(3)

表達轉(zhuǎn)達、或囑筆問候SayhellotoJoe.Pleaseremembermetoyourbrother.Mymotherjoinsmeinlovetoyou.UsefulSentences1.Havinghadyournameande-mailaddressfrom…weavailourselvesofthisopportunitytowritetoyouand…2.WeareaSino-Americanjointventurespecializingintheexportofhouseholdelectricalappliances.3.TheAmericanConsulate（領(lǐng)事館）inShanghaihasadvisedustogetintouchwithyouconcerning...4.Willyoupleasesendusyourcatalogueandpricelistfor...SummaryContentsofaletterofestablishingrelationsImportantpartsinaletterofestablishingbusinessrelationssourceofinformationandtheintentionofwritingtheletterIntroductionofthecompanyandproductsClosingpartLanguagepoints:beinthemarketfortaketheopportunityapproachencloseitemcoveringInthehopeofExercises11.Fillintheblankwithawordorphrasethatfitsbest:DearSirs,We

fromtheCommercialCounsellor’sOfficeoftheourEmbassyinyourcountrythatyouareinchinesetablecloths.Asthisarticlefallswithinthescopeofourbusinessactivities,we

thisopportunitytoexpressourwishto

businessrelationswithyou.Chinesetableclothsarefamousfortheirgoodqualityandreasonabl