外贸函电第二版-Unit02建立业务关系备课讲稿.ppt

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1、Unit 2 Establishing Business Relations建立建立(jinl)业务关系业务关系第一页，共40页。2.1 Introduction（简介（简介(jin ji)）目的：了解如何目的：了解如何(rh)撰写建立最初的业务关系撰写建立最初的业务关系的信函，同时如何的信函，同时如何(rh)对客户的资信情况、经对客户的资信情况、经营范围进行调查。营范围进行调查。第二页，共40页。进出口双方可以通过进出口双方可以通过(tnggu)以下渠道来相互了解：以下渠道来相互了解：（1）银行（）银行（Bank）（2）商会（）商会（Chamber of Commerce）（3）商务参赞处（

2、）商务参赞处（Commercial Counselors Offices）（4）交易会和展览会）交易会和展览会 （Export Commodities Fairs&Exhibitions）（5）广告（）广告（Advertisement）（6）商业目录（）商业目录（Trade Directory）（7）其他渠道）其他渠道:网络、代理商等网络、代理商等第三页，共40页。写信写信(xi xn)要点（要点（Writing Skills）1.信息来源：告诉对方我方是如何获悉对方的地址和经营信息来源：告诉对方我方是如何获悉对方的地址和经营范围的。范围的。2.写信目的：表示我方有与对方建立业务关系和合作的强

3、写信目的：表示我方有与对方建立业务关系和合作的强烈愿望。烈愿望。3.本公司概述：介绍本公司的性质、基本业务情况和经营本公司概述：介绍本公司的性质、基本业务情况和经营范围。范围。4.产品介绍：说明希望推销或购买的产品。产品介绍：说明希望推销或购买的产品。5.必要时可向对方提供资信证明人，以便对方了解我方的必要时可向对方提供资信证明人，以便对方了解我方的资信情况。资信情况。6.要求寄送有关要求寄送有关(yugun)资料和表达愿望：附寄公司简资料和表达愿望：附寄公司简介、商品目录、价目表和小册子等，以便对方全面了解介、商品目录、价目表和小册子等，以便对方全面了解我方信息。我方信息。4第四页，共40页

4、。2.2 Writing Skills（写作技巧）（写作技巧）建立业务关系信函建立业务关系信函(xn hn)的写作步骤及常见表达方式：的写作步骤及常见表达方式：写作步骤写作步骤 表达方式表达方式（1）说明）说明信息来源信息来源（告知对（告知对方你从何方你从何种渠道得种渠道得知对方公知对方公司的情况）司的情况）Your company has been kindly introduced to us by（贵公司由（贵公司由介绍给我们。）介绍给我们。）We learn through/fromthat（我们通过（我们通过得得知知。）。）On the recommendation of（由（由推荐

5、推荐）第五页，共40页。Useful expressions and sentences 1、信息、信息(xnx)来源：我们从来源：我们从得知；通过得知；通过我们了解到我们了解到(1)Your firm has been kindly recommended to us through the courtesy of the Chamber of Commerce.承蒙贵国商会的介绍，我公司得知贵公司承蒙贵国商会的介绍，我公司得知贵公司的情况。的情况。6第六页，共40页。(2)We have obtained your name and address by the Commercial Co

6、unselors Office of the Indian Embassy in Beijing and understand that you would like to establish a business relation with us.我们从印度驻北京大使馆商务参赞处得知贵公司我们从印度驻北京大使馆商务参赞处得知贵公司的名称的名称(mngchng)和地址，并获悉贵公司愿同和地址，并获悉贵公司愿同我们建立业务关系。我们建立业务关系。7第七页，共40页。(3)We learn your company from the Internet that you are one of the

7、 leading manufactures in this line.我们从网上了解到贵公司是这一行业的主要生产商我们从网上了解到贵公司是这一行业的主要生产商之一。之一。(4)Having had/obtained the name and address of your company from ABC trading Company,we know that you deal in textiles.通过通过ABC贸易公司的介绍，我们得知贸易公司的介绍，我们得知(d zh)贵公司贵公司的名称和地址，并获悉你方经营纺织品。的名称和地址，并获悉你方经营纺织品。8第八页，共40页。deal in

8、n买卖，经营；买卖，经营；经售；经售；经销经销 nThat shop deals in mens clothing.n那家商店经营男士服装。那家商店经营男士服装。nThe shares of that company have not been dealt in for some time.n那家公司的股票那家公司的股票(gpio)有好些日子没有好些日子没有经营了。有经营了。9第九页，共40页。（2）对你）对你的公司做的公司做简单的介简单的介绍（例如绍（例如公司的业公司的业务范围等）务范围等）We wish to introduce ourselves to you as a（我们把自己作为（

9、我们把自己作为介绍给你们。）介绍给你们。）Our lines are mainly（我们主要从事（我们主要从事。）。）fall within our business activities.（属于属于我们的经营范围。）我们的经营范围。）fall within 应列入应列入范围内范围内 Articles of this kind fall within the scope of our business activities.此类商品在我方经营范围之内。此类商品在我方经营范围之内。第十页，共40页。2、自我介绍、自我介绍.(公司经营管理范围等公司经营管理范围等)(1)We have the pl

10、easure of introducing ourselves to you as one of the leading importers in the chemical line.我们有幸自荐，我们是经营化学产品的主要进口商之一。我们有幸自荐，我们是经营化学产品的主要进口商之一。(2)We are a stated-owned corporation,engaged in exportation of following articles.我们是一家国有企业，经营以下商品的出口业务我们是一家国有企业，经营以下商品的出口业务(3)We are given to understand that

11、 you are potential buyers of Chinese Green Tea,which falls in the scope of our business activities.据了解，贵公司是中国绿茶的潜在买主据了解，贵公司是中国绿茶的潜在买主(mizh)，而中国，而中国绿茶正属于我们的经营范围。绿茶正属于我们的经营范围。(4)This corporation handles/deals/specializes in the import and export business of Chinese Silk Goods.本本公司经营公司经营/专营中国丝织品的进出口业务。

12、专营中国丝织品的进出口业务。11第十一页，共40页。(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country.现函告：我公司为食品现函告：我公司为食品(shpn)大经销商，大经销商，在国内拥有大批客户。在国内拥有大批客户。12第十二页，共40页。（3）表）表达写信目达写信目的的 We are willing to enter into business relations with you.（我们愿意和贵方建立业务关系。）（我们愿意和贵

13、方建立业务关系。）We express our desire to（我方愿意（我方愿意。）。）We are now writing you for（我们现写信愿意（我们现写信愿意。）。）We are desirous of（我方愿意（我方愿意。）。）第十三页，共40页。3、写信的目的、写信的目的(md)：建立业务关系：建立业务关系(1)We are writing to you in the hope of entering into business relations with you.兹写信给贵方希望建立业务关系。兹写信给贵方希望建立业务关系。(2)We are writing to y

14、ou and willing to open up a business relation with you.兹写信给贵公司以期与贵公司建立业务联兹写信给贵公司以期与贵公司建立业务联系。系。(3)We would like to take this opportunity to establish business relations with you.我们愿借此机会与贵公司建立业务联系。我们愿借此机会与贵公司建立业务联系。14第十四页，共40页。（4）表）表达与对方达与对方合作及早合作及早日收到回日收到回复的愿望复的愿望 We look forward to receiving（希望早日收到

15、（希望早日收到。）。）Hope to receive（希望收到（希望收到。）。）Your early reply is appreciated.（盼早复。）（盼早复。）We are anticipating your answer.（盼早复。）（盼早复。）Anticipate 预感；预感；预见；预见；预料；预料；先于先于行动行动 第十五页，共40页。5：要求寄送：要求寄送/主动寄送有关资料主动寄送有关资料(1)Please send us your catalogue and quotations.请给我们寄你公司的商品目录和价目单请给我们寄你公司的商品目录和价目单.(2)We have ai

16、rmailed samples of our new articles for your reference under separate cover.我们另航空邮寄新品种的样品我们另航空邮寄新品种的样品(yngpn)供你方参考。供你方参考。(3)We would appreciate it if you could send us an up-to-date price list for your electric products.你们若能寄来一份电子产品的最新价目表，我们将非常你们若能寄来一份电子产品的最新价目表，我们将非常感谢。感谢。16第十六页，共40页。(4)We shall ap

17、preciate your catalogues and quotations.如能寄你公司如能寄你公司(n s)的商品目录和价目的商品目录和价目单当十分感谢。单当十分感谢。(5)Well be pleased to have your catalogues and quotations.我们将非常乐意收到你公司我们将非常乐意收到你公司(n s)的商的商品目录和价目单。品目录和价目单。17第十七页，共40页。enclosev.把把封上，随函附寄封上，随函附寄We enclose a copy of our quotation.Enclosed please find our Sales Con

18、firmation.enclosure:n.附件附件(fjin)，装入物，装入物The envelope contains a check for USD300 as an enclosure.18第十八页，共40页。回复建立业务回复建立业务(yw)关系信函的写作步骤及常见表达方关系信函的写作步骤及常见表达方式：式：写作步骤写作步骤 表达方式表达方式（1）感）感谢对方对谢对方对你公司的你公司的兴趣兴趣 Thank you for（感谢你方（感谢你方。）。）Thank you for your interest in（感谢你们对（感谢你们对的兴趣。）的兴趣。）We have received（我

19、们已收到贵方（我们已收到贵方。）。）Your letter of August 8 has been received with thanks.（感谢贵方（感谢贵方8月月8日的来信。）日的来信。）第十九页，共40页。（2）表）表示对对方示对对方建立业务建立业务关系意愿关系意愿的兴趣的兴趣 Your wish of establishing business relations coincides with ours.（你们建立业务关系的愿望和（你们建立业务关系的愿望和我们不谋而合。）我们不谋而合。）This is also our desire.（这也是我们的愿望。）（这也是我们的愿望。）We

20、 shall be very glad to enter into business relations with you.（我们将非常高兴与你们建立业（我们将非常高兴与你们建立业务关系。）务关系。）第二十页，共40页。（3）表示）表示采取进一采取进一步的行动步的行动 We are sending you our catalogue and pricelist（我们将给你方寄去我们的目录和价格（我们将给你方寄去我们的目录和价格表。）表。）We shall be glad to have your specific inquiry.（我们将很高兴得到你方的具体价。）（我们将很高兴得到你方的具体价

21、。）第二十一页，共40页。2.3 Specimen Letters（样函（样函)Letter 1：A firm writes to a firm concernedA firm writes to a firm concerned Dear Mr.Peng,Your companys name has been given to us by the Bank of China,Shanghai Branch.We wish to buy quality tea and coffee cups and saucers of different shapes fully decorated wit

22、h flowers or other designs.If you can supply this type of merchandise,kindly airmail us a sample cup and saucer.Also,please enclose1 your pricelist and all suitable illustrations.We await your early reply.Sincerely yours,Fred Jackson 第二十二页，共40页。Letter 2：A reply to the aboveA reply to the above Dear

23、Mr.Jackson,We have received your letter with thanks.We are glad to inform you that we can supply quality tea and coffee cups and saucers2 of different shapes fully decorated with flowers or other designs.We are confident that our products will meet the requirements of the market.Enclosed please find

24、 a catalogue and pricelist of the products you require.We are sending you by mail the samples you need.Waiting for your order.Sincerely yours,Xianjin Peng第二十三页，共40页。informv.通知，告诉通知，告诉We shall inform you of the name of the company.He is kept informed of the fluctuations of the prices.inform sb of sth

25、 通知某人某事通知某人某事Information:n.信息，资料信息，资料(zlio)，情报，情报We are grateful to you for all your information on the recent development in your market.For fuller information please contact our branch in Hong Kong.Letter 2(1)第二十四页，共40页。meet the requirementmeet requirement ofmeet ones requirementLetter 2(2)第二十五页，共

26、40页。Letter 3：A firm writes to a firm concernedA firm writes to a firm concerned Dear Mr.Leeds,We have obtained your address from Internet and are now writing to you for the establishment of business relations.We are very well connected with3 all the major dealers here of light industrial products,an

27、d feel sure4 we can sell large quantities of Chinese goods if we get your offers at competitive prices.Please let us have all necessary information concerning your products for export.Yours faithfully,Ping Wang第二十六页，共40页。Letter 4：A reply to the above Dear Mr.Wang,We thank you for your letter and sha

28、ll be pleased to enter into business relations with you.As requested5,we are sending you by another mail our latest catalogues and pricelists6 of our exports.If you find business possible,please write to us.Sincerely yours,John Leeds第二十七页，共40页。Letter 5：An exporter writes to his bank Dear Sir or Mada

29、m,We thank you for your cooperation for our business.Now we are keenly desirous of enlarging our trade in various agricultural products,but unfortunately have had no good connections in the southern part of Russia.Therefore,we shall be obliged if you will kindly introduce us to some of the most capa

30、ble and reliable importers in the district who are interested in these lines of goods.Your favorable information will be appreciated.Yours faithfully,Leon Allen第二十八页，共40页。nbe desirous of sth.想要某物想要某物(mu w)nbe desirous of doing sth.渴望做某事渴望做某事 nbe desirous to do sth.渴望做某某事渴望做某某事 nMary be desirous of c

31、hanging her job.玛丽渴望玛丽渴望更换她的工作。更换她的工作。nHe is the last person to be desirous of fame.他他是最不愿意出名的人。是最不愿意出名的人。Letter 5(1)第二十九页，共40页。nenlarge on/upon 详述，细说详述，细说nI would like to enlarge on this topic.n我想就这一主题进行我想就这一主题进行(jnxng)详述。详述。nenlarge on 进一步详细论述进一步详细论述(问题等问题等)nI need not enlarge on this matter;you a

32、ll know my views.n关于此事我不必详述关于此事我不必详述,你们都知道我的意见。你们都知道我的意见。Letter 5(2)第三十页，共40页。linen.行业行业(hngy)，生意，（商品的）种类，航线，短，生意，（商品的）种类，航线，短函函line of business 业务范围业务范围in line with 相一致相一致out of line 与与.不相符合不相符合Full line 经营各种货物经营各种货物Best line 高级品高级品Letter 5(3)第三十一页，共40页。Letter 6：A reply to the above Dear Mr.Allen,R

33、eferring7 to your letter,we are pleased to introduce to you the following firms:（1）The ABC Corp.,（Address:）（2）Messrs.Wolf&Green Co.,（Address）（3）The Pacific Co.,（Address）We hope this information will prove useful to you.Yours faithfully,Mark Granger第三十二页，共40页。Refer to1.提及；涉及，谈到，提到；关系到提及；涉及，谈到，提到；关系到

34、Dont refer to the matter again.不要再提这件事了。不要再提这件事了。2.暗指暗指 Does your remark refer to all of us?你的评论是针对我们所有的人的你的评论是针对我们所有的人的吗吗?3.有关有关,针对针对 The new law does not refer to land used for farming.那条新法律并不涉及耕种用地。那条新法律并不涉及耕种用地。4.提交提交作处理决定作处理决定 He referred the case to the High Court.他把案子提交给高级他把案子提交给高级(goj)法庭处理。法

35、庭处理。Letter 6(1)第三十三页，共40页。5.查阅查阅;参考参考 Refer to the dictionary when you dont know how to spell a word.当你不知道怎么拼写一个当你不知道怎么拼写一个(y)词时词时,查阅一下词典。查阅一下词典。6.(把把)归因功于归因功于 Some people refer all the troubles to bad luck instead of lack of ability.有些人把自己所有的苦恼都归咎于运气不佳有些人把自己所有的苦恼都归咎于运气不佳,而不认为是缺乏能力。而不认为是缺乏能力。7.向向求助求

36、助 He referred to me for information.他向我打听消息。他向我打听消息。8.指指而言而言(as)All his classmates referred to him as“Blackbeard.”他的同学都称他为他的同学都称他为“黑胡子黑胡子”。Letter 6(1)第三十四页，共40页。Letter 7：A firm writes to a firm concerned Dear Mr.Kevin,We have obtained your name and address from Aristo Shoes,Milan,and we are writing

37、to enquire8 whether you would be willing to establish business relations with us.We have been importers of shoes for many years.At present,we are interested in extending our range9 and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a signif

38、icant volume of business.We look forward to your early reply.Truly yours,Per Anderson 第三十五页，共40页。Letter 8：A reply to the above Dear Per,Thank your for your letter of the 16th of this month.We shall be glad to enter into business relations with your company.In compliance with10 your request,we are se

39、nding you our latest illustrated catalogue11 and price list covering our export range.Payment should be made by irrevocable and confirmed letter of credit.Should you wish to place an order,please fax us.Sincerely yours,Kevin第三十六页，共40页。Notes to the specimen letters n1.enclose随函附上n2.quality tea and co

40、ffee cups and saucers优质茶具和咖啡具n3.be well connected with与有很广泛的联系n4.feel sure相信n5.as requested按照(nzho)要求n6.catalogues and pricelists目录和价格表n7.refer to谈到，涉及，有关n8.enquire 询问n9.extend our range 拓展业务范围n10.in compliance with 根据n11.illustrated catalogue 插图目录第三十七页，共40页。常见(chn jin)短语1、be in the market for sth 求

41、购求购2、approach sb for sth 为为与某人接洽与某人接洽3、under separate cover 另邮另邮4、look forward to 希望希望(xwng)5、lie within the scope of 在在范围之内范围之内6、important business 大量交易大量交易7、be interested in 对对感兴趣感兴趣8、inform sb of sth 通知某人某事通知某人某事9、Supply from stock out of stock38第三十八页，共40页。常见常见(chn jin)短语短语10、upon receipt of 收到收到

42、.之后之后 A complete range of samples will be sent upon the receipt of your reply.11、be in line with the market 与市场与市场(shchng)水平一致水平一致12、enjoy a high reputation 39第三十九页，共40页。n建立、开始（联系）建立、开始（联系）n Establishing Business Relationsn证实证实(zhngsh)、确定：、确定：nMedical tests established that she was not their own child.40第四十页，共40页。