外贸函电unit 2.ppt

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1、Unit 2Unit 2 Establishing Business RelationsEstablishing Business Relations建立业务关系建立业务关系世纪商务英语 外贸函电 Basic Knowledge Concerned Letter-writing Guide Other Commonly Used Expressions and Sentences Sample Letters Practical TrainingContentsContentsPart OnePart One It is fairly true to say no customer,no bu

2、siness.To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover.Establishing business relations is the first step in transaction in foreign trade.If a new fir

3、m,or rather a certain corporation of ours,wishes to open up a market to sell something to or buy something from firms in foreign countries,the persons in charge must first of all find out whom they are going to deal with.We should not only do everything possible to consolidate old customers but also

4、 seek new ones to enlarge our business.1.The Significance of Establishing Business RelationsPart OnePart One Usually,you can secure all the necessary information about a new customer with the help of the following channels:2.The Main Channels and Methods for Establishing Business Relations(1)banks;p

5、eriodicals;advertisements in newspapers,magazines or on TV;the introduction from your business connections;the market investigations;the commercial counselors offices;the industrial chambers;the chambers of commerce both at home and abroad;inquiries received from the merchants abroad;self-introducti

6、on by merchants themselves.Part OnePart One Sometimes,a kind of middleman is necessary to bring two companies together.Having obtained the desired names and addresses of the firms from any of the above sources,you may start contacting the prospective customers.The main methods include:2.The Main Cha

7、nnels and Methods for Establishing Business Relations(2)communication in writing;attendance at the export commodities fairs;contact at the exhibitions held at home or abroad;mutual visits by trade delegations and groups.Of all the above methods,the first one is widely used in business activities.Par

8、t OnePart One Generally speaking,the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known,self-introducing,indicating your desire to enter into business relations,or sometimes making general inquiries and

9、expressing your expectation for cooperation or early reply,etc.While for letters in reply to the letters requesting for business relations,the contents may include expressing your thanks for the incoming letter,expressing your agreement/desire/wish to establish business relations with the addressor

10、and indicating the action you are going to take.3.The Main Contents of a Letter for Establishing Business Relations Part TwoPart TwoSteps/ContentsTypical ExpressionsFor letters requesting for the establishment of business relations1.Telling the prospective customers how and where their names and add

11、resses are knownWe were very pleased to obtain your name from.（我们很高兴从处获得贵公司的名称。）We are delighted to learned from.that.（我很高兴处得知）We have your name and address from.(我们从得知贵公司的名称和地址。)Through the courtesy of.,we are given to understand that.承蒙我们得知From，we know/have learned tha(通过我们得知)Part TwoPart TwoSteps

12、/ContentsTypical ExpressionsOn the recommendation of,we have learned that（通过推荐，我们得知）Your company has been kindly introduced to us by（把贵公司介绍给我们。）2.Self-introducingWe write to introduce ourselves to you as a.（作为,特来函自我介绍）Our lines are mainly.（我们主要从事）.fall within the scope of our business activities.（属于

13、我们的经营范围）We are mainly dealing in.（我们主要从事）We have been engaged for many years in the line of.（我们已经从事多年）Part TwoPart TwoSteps/ContentsTypical Expressions2.Self-introducingAs you may know,we supply.（如贵公司所了解,我们可供应）We would like to take this opportunity to introduce ourselves as.（我们借此机会自我介绍,我们是）We would

14、like to take the liberty of introducing ourselves to you with a view to.（我们冒昧自荐,希望）Our corporation is established for the purpose of.（本公司是以为宗旨而建立的）Our corporation is specialized in.（本公司专营）We handle various kinds of.（本公司经营各种）Part TwoPart TwoSteps/ContentsTypical Expressions3.Indicating your purpose a

15、nd desireWe are willing to.（我方愿意）We express our desire to.（我们想表达的意愿）We are now writing you for.（我们特致函)We are desirous of.(我方很希望)With a view to.,we.(本着的意愿,我方)We are interested in.(我方有兴趣)We need a regular supply of.(我方定期需要)We are in a position to supply.(9我方可供应）We would be glad to.(我们将乐于)Part TwoPart

16、TwoSteps/ContentsTypical Expressions3.Indicating your purpose and desireWe now avail ourselves of this opportunity to.（我们借此机会）If you need.,please(dont hesitate to)let us know.（如果你们需要,请(毫不犹豫)地告知我们）Should there be anything else we can do for you,please let us know.(如果我们还能为你们做些其他事情,请告知)Should you requi

17、re.please dont hesitate to contact us.（如果你们需要,请毫不犹豫地和我们联系）4.Expressing your expectationWe look forward to receiving./hearing from you soon/in the near future.（希望尽快收到）Part TwoPart TwoSteps/ContentsTypical Expressions4.Expressing your expectationYour early reply is appreciated./Any early reply would b

18、e highly appreciated.（非常感谢你们的早日答复)We are anticipating your answer./We await hearing from you.(盼复)Any further information you can provide will be appreciated.(对你们提供的进一步信息,我们将非常感谢)We hope this will be a good start for.(希望这是的良好开端)We would appreciate it/be grateful if you would.(如果贵公司我们将不胜感激)We would si

19、ncerely appreciate it if you.(如果你们能,我们将衷心感谢)Part TwoPart TwoSteps/ContentsTypical ExpressionsFor letters in reply to the letters requesting for the establishment of business relations1.Expressing your thanks for the incoming letter or stating your letter-replying purposeThank you for your letter of.

20、(感谢贵方的来函)Thank you for your interest in.(感谢贵方对的兴趣)We have received with thanks.(已收悉,谢谢!）Your letter of.has been well received with thanks.（贵方的信已收悉,谢谢!）Your letter expressing.has been received with thanks.（贵方关于的信已收悉,谢谢!）We are thankful for your letter about/of.（谢谢你们关于的来信）In reply/response to your let

21、ter of.,we.（作为对你们来信的答复,我们）Part TwoPart TwoSteps/ContentsTypical Expressions2.Expressing your agreement/desire/wishYour wish of.coincides with ours.（你们的愿望与我们的不谋而合）This is also our desire.（这也是我们的愿望)We shall be very glad to.(我们将很高兴)Your suggestion of.was really a good thinking.(你们的建议确实是一个好主意)3.Indicati

22、ng the action you are going to takeWe are sending you.(我们将给贵方寄去）We shall be glad to have your.（我们将很高兴得到贵方的）As requested,we are airmailing to you.(按要求,我们特此给您寄去）Enclosed is/are our./We enclose our.（随函附寄）Part ThreePart ThreeExpressions (1)1.establish business relations/connections,enter into business r

23、elations/connections,建立业务关系2.engage in.;handle.;deal in.;specialize in.从事 经营(专营)3.business line 业务范围4.please contact us/sb.请与我们/某人联系5.Please(dont hesitate to)let us(sb)know;Please inform us(sb).6.务请告知6.We would appreciate it/be grateful if you would.如蒙我们将不胜感激7.The enclosed is/are.;We enclose.;Hereby

24、 we enclose 随函附寄;兹附寄8.Enclosed please find.;Enclosed you will find 随函附上,请查收9.for ones information/reference(only)(仅)供参考 for ones file/record;for ones perusal (仅)供某人存档/记录；供某人审阅Part ThreePart ThreeExpressions (2)10.Regarding;with reference to;with regard to;referring to;concerning;as to 关于，就而言13.conce

25、rning,about,regarding,with regard to.,as to.关于11.at your end,in your place/area/district 在你处/地12.according to,in compliance with,in accordance with,in conformity with按照13.conclude/close the business/transaction/deal 达成交易14.do business with,deal with,trade with 与做生意15.be connected with.与有联系16.as requ

26、ested/do sth.Upon sbs.request.按要求;应某人的要求做某事17.with a view to sth./doing sth.;with the view of sth.18.本着做的/意愿，希望，以为宗旨（表明目的）18.Through the courtesy of 承蒙的介绍、关照19.In reply to/in response to 答复20.20.To be/feel interested in;to take/have/interest in 对感兴趣Part ThreePart ThreeTypical Sentences (1)We are ver

27、y pleased to obtain your name from the Industrial Chambers.(2)On the recommendation of Merrs.Harvey&Co.,we have learned with pleasure the name of your firm.(3)Through the courtesy of Mr.Freemen,we are given to understand that you are one of the leading importers of electric goods in your area and wi

28、sh to enter into business relations with us.(4)We have your name and address from“The Journal of Commerce”.1.Telling the addressee how his name is known in pleasant wordsPart ThreePart ThreeTypical Sentences (1)We are one of the leading importers of ceramic products in America.Wed like to establish

29、business relationship with your corporation.(2)We are a state-operated corporation,handling the export of animal by products and we are willing to enter into business relations with your firm.(3)This is to introduce the Pacific Corporation as an exporter of light industrial products having business

30、relations with more than 80 countries in the world.(4)We are exporters of fresh water pearls having years experience in this particular line of business.(5)We take the opportunity to introduce ourselves as a large importer of fertilizers in our country.(6)We take the liberty of introducing ourselves

31、 to you with a view to doing business with you.(7)Our corporation is established for the purpose of carrying on import and export business as well as other activities in connection with foreign trade.2.Introducing briefly the business scope of your firm.（概要介绍自己的业务）（概要介绍自己的业务）Part ThreePart ThreeTypi

32、cal Sentences (8)Our cooperation is specialized in the export of Chinese food products.The products sell well in various countries.(9)Our lines are mainly various kinds of electrical products,and we have offices or representatives in all major cities and towns in Japan.(10)We are active in commercia

33、l intercourse with various countries and districts in the trade and financial circles2.Introducing briefly the business scope of your firm.（概要介绍自己的业务）（概要介绍自己的业务）Part ThreePart ThreeTypical Sentences (1)We foresee a bright prospect for your products in our market.We express our desire to establish bu

34、siness relations with your firm.(2)Should you be interested in any of our products,please let us know.(3)Should you require any further information/details/particulars,please dont hesitate to let us know.(4)Since we specialize in the export of Chinese food stuffs,we wish to express our desire to tra

35、de with you in this line.(5)As the items falls within the scope of our business activities,we shall be pleased to enter into direct business relations with you.(6)We hope this will be good start for a long and profitable business relation.(7)We are convinced that our joint business efforts can be de

36、veloped to our mutual benefit.(8)Hope our mutual understanding and cooperation could result in future business.3.Stating your desire,purpose and expectation simply,clearly,and concisely.Part ThreePart ThreeTypical Sentences (1)Your letter expressing the hope of entering into business connections wit

37、h us has been received with thanks.(2)We acknowledge with thanks the receipt of your letter of September 10,2010.(3)Your letter of October 21,2010,addressed to our sister corporation in Shanghai has been received with thanks.(4)As requested,we are airmailing to you,under separate cover,a sample each

38、 of Article Numbers 1025 and 1026 for your reference.(5)A booklet including a general introduction,the scope of business and topics is enclosed for your reference.(6)If you have interest in establishing business relations with us in this line,please let us know your specific requirements.We will be

39、pleased to forward samples,catalogues as well as detailed information.(7)We assure you that we will give our best attention to any inquiries from you.(8)Should there be anything else we can do for you,please let us know.4.Sentences used in replying letters.（复函用句）（复函用句）Part FourPart FourSample 1Reque

40、sting for the Establishment of Business RelationsDear Sirs,From the E-mail that was received from our Toronto Office,we know that your firm1 is of good standing and reliability in Toronto.We understand that you are particularly interested in the export of various papers to China.In recent years,we h

41、ave done business with the largest and most prominent firms in your area2 ,As is well known3 to you,the possibilities of importing the foreign products4 are very great here.We are confident that 5 we will be able to give you large orders if the delivery,price and quality meet our requirements.By thi

42、s letter,we are contacting you with interest to6 enter into business relationship with your company.We hope that we may receive your catalog7 soon as well as other printed materials for reference.We look forward to establishing good business relationship with you soon.Yours Sincerely,Part FourPart F

43、ourSample 2Reply to the Sample 1Dear Mr.Wang Jie,With reference to your letter of September 8th,2010,we are glad to learn that you wish to enter into business relationship with our corporation in the line1 of various papers.In compliance with your request,we are sending you by air a catalog together

44、 with a range of2 pamphlets for your reference.If any of the items listed in the catalogue meets your interest,please let us have your specific inquiry,and our quotation will be forwarded3 without delay 4.Prior to5 the conclusion of the first transaction between us,we require the name of your bank f

45、or credit investigation6.Yours sincerely,Part FourPart FourSample 3A Letter from an Importer to an ExporterDear Sirs,Through the courtesy of Mr.Freemen,we are given to understand that1 you are one of the leading2 exporters of Chinese light industrial products in your area.We are now writing you for

46、the establishment of business relationship.We are very well connected with all the major dealers3 of light industrial products in this area.We are confident that we can sell large quantities of Chinese goods if we receive your offers at competitive prices4.Please submit to us all necessary informati

47、on regarding5 your products for export.Yours sincerely,Part FourPart FourSample 4Reply to the Sample 3Dear Sirs,We acknowledge with thanks the receipt of1 your letter of September 10,2007,informing us of your interest in our product.We look forward to establishing positive business relationship with

48、 your corporation.We are a state-owned corporation2 specializing in the export of Chinese light industrial products.We are convinced that3 our joint business efforts will be to our mutual benefit.As requested4,a booklet including a general introduction,the scope of business and other topics is enclo

49、sed for your reference.Should you require any further information,please dont hesitate to let us know5.Yours faithfully,Part FivePart Five1.Put the following English into Chinese.(1)Beginning Training商务参赞办公室(1)Commercial Counselors Office(2)Industrial Chambers行会(3)business line业务范围本着做的意愿；以为目的(4)with

50、 a view to(doing)sth.(5)Enclosed is(are)our/We enclose our 随函附寄Part FivePart Five1.Put the following English into Chinese.(2)(7)at your end/in your place(area,district)在你处（地）(10)On the recommendation of Chanbers of Commerce in Tokyo,we have learned with pleasure the name of your firm.由于东京商会的推荐，我们高兴地