1、CHAPTER ONEESTABLISHING BUSINESS RELATIONSLesson 1Self-Introduction About the Letter The China National Textiles Import&Export Corporation obtained the name and address of the Swedish firm as prospective buyers of textiles.So a letter is sent with a view to establishing business relations with the f
2、irm and explaining in brief,Chinas foreign trade policy.1owe v把 归功于.（后面常接to)We owe your name and address to Commercial Counselors Office of our Embassy in your country informing us that you are one of the leading importers of canned foodstuffs.承蒙我国驻贵国大使馆商务参赞处告知你公司名称和地址并知我们你方是罐头食品主要进口商之一。类似的表达方式有：We
3、are indebted to.for your name and address.We come to know the name and address of your firm through.Through the courtesy of.we come to know your name and address.Additional Notes 2.inform v.通知 1)inform/advise sb.of sth.Please inform us of the name of steamer.请告知船名。2)inform/advise sb.+that/what/which
4、 Please inform us what quantity you can sell a year.请告知每年可销售的数量。Please inform us which model you are interested in.请告知你们对哪种型号有兴趣。3)Please be informed/advised that.Please be informed that the L/C has been opened.兹通知你方信用证已经开出。在下列句子结构中，inform不可与advise 换用：Please advise the name of steamer.请告知船名。We wish
5、to advise that business has been done at our price.兹通知你方交易已经按照我们的价格达成。Please advise what quantity you can sell a year.请通知我们你方一年销售的数量。用作不及物动词时：If interested,please advise.如果有兴趣，请告知。当指的是和对方关系较大的事请时：We wish to advise that business has been done at$1000 per ton.兹通知你方交易是按每吨1000美元达成的。如和对方关系不大，只是让对方知道或了解一下
6、时，则用inform较好：We wish to inform you that we have moved to the following address:兹通知你方我们已经搬到了以下的地址：3.in the market for 想要购买One important local dealer is in the market for your small-sized oil-saving Automobiles.当地一个重要的商人想要购买你方小型节油汽车。in the market 买或卖We have been in the Textiles market for the past 15
7、years and believe that with our reputation and connections we can serve you well.我们从事纺织品买卖15年了，凭借我们的声誉和业务往来，我们可以给你们提供良好的服务。4.approach v.1)联系；与接洽(和contact同义,但用被动语态时比 contact普遍)2)接近；临近The selling season is approaching.销售季节已经临近。We have approached the shipping company for booking the space.我们已同船公司联系订舱事宜
8、。5.avail oneself of 利用Wed like to avail ourselves of this opportunity to enter into business relations with you on the basis of equality and mutual benefit.我们愿意借此机会在平等互利基础上与你方建立业务关系。avail n.效用；帮助；利益It would be of no avail to bargain with us over the price.在价格上和我们讨价还价没有意义。available adj.可以利用的，可以供应的；可以
9、得到的We have sold all available stocks in this line.我们已经卖光了这种商品的所有存货。availability n 利用（供应，得到）的可能性 Business depends on the availability of steamer.业务取决于是否有可以搭乘的船只。availabilities(pl)n.可供应的货We enclose a list of our present availabilities.我们随函附寄我们目前可供货物的清单。6.handle v.经营(某种或某类商品),表示“经营”的说法很多,最常见的还有 deal in
10、,trade in,be in the line等.We understand your corporation handles foodstuffs for export.我们了解你公司经营食品出口业务。We are pleased to inform you that we are handling the goods you are in the market for.兹通知你方我们正在经营你方想要购买的商品。7.acquaint v.使熟悉，使了解，使认识常用于下列结构：1)acquaint sb.with sth.We want to acquaint ourselves with
11、the supply position of steel products.我们想熟悉一下钢材的供应情况。2)be/get acquainted with sth.We are not acquainted with these articles.我们对这些商品不熟悉。8.enclosev.封入；随附 to put sth.inside an envelop with a letter表示附在某封信内，用介词with或in.We are enclosing in/with our letter our sales contract in two copies.兹随函附去我方销售合同两份。句型1
12、 We enclose(you)sth.句型2 复合宾语结构 You will find our latest pricelist enclosed in our letter of May 5.请参见我们5月5日信中附上的价目表。句型3 各种倒装句型 Enclosed is one copy of Enclosed please find one copy of Please find enclosed one copy of Enclosed you will find one copy of You will find enclosed one copy of 随函附上.Enclosed
13、 is a copy of our catalog showing the newly developed models of our cars.随函附上我们最新开发款式汽车的一份目录。Please find enclosed a catalog covering our recently launched range of furniture.随函附上我们最近上市的家具系列一份目录。9.requirement n.1)需要(常用单数,后接介词of)2)需要之物(表示货物或需要量时,常用复数,后接介词for/of)Good quality is the major requirement.质量
14、好是主要的要求。Buyers have placed their requirements elsewhere.买主正向别处订购所需之货。Please let us know your annual requirements for/of Walnuts.请告知你方对核桃的年需求量。10.quotation n.报价 作“报价”讲时quotation常与make,give,send,fax,e-mail 等词连用，后接商品 名称时用介词for,间或用on,买方提到卖方的报价时后接介词of。Please make us a quotation for Iron Nails.请给我们报铁钉的价格。
15、Your quotation of Iron Nails is too high to be workable.你方铁钉的报价太高行不通。11.traden.贸易；行业 v.从事贸易；做生意；经营 同某人做贸易 to trade with sb.经营某项商品 to trade in sth.Our foreign trade is conducted on the basis of equality and mutual benefit.我们的对外贸易是在平等互利基础上进行的。They trade in textiles.他们经营纺织品。trade relations=trading rela
16、tions 12.merchant n.商人 businessman/business woman商人 dealer商人 wholesale dealer/wholesaler 批发商 retailers 零售商 distributor 经销商 13.by joint efforts 共同努力 Similar expressions:through/by our mutual efforts through/by collective efforts with our mutual endeavor 14.enquiry n.询价,询盘；询问 We are pleased to have yo
17、ur enquiry for our raincoat.兹收到你方关于我们雨衣的询盘。We have received a number of enquiries from our trade connections here for your new products.我们已经收到这里我们客户的大量关于你们新产品的询盘。Our offer will be made on receipt of your specific enquiry.一俟收到你们具体询盘，我们就报盘。In reply to your enquiry of April 23,we are sending you herewi
18、th a copy of our latest pricelist for your reference.一收到你们4月23日询盘，我们即随函附寄你方我们最新价 目表一份供你方参考。We thank you for your enquiry of/for Carpets.感谢你方地毯的询盘。We will make inquiries into the shipping company regarding the reason for the delay of the vessel.我们将询问船公司船只延误的原因。enquire(inquire)v.询购，询问We thank you for
19、your letter of the 6th enquiring for Walnuts.感谢贵方6日询购核桃的来函。We are writing you to inquire about the current price for Carpet.兹写信给贵方询问地毯的现行价格。卖方的自我介绍敬启者：我们承蒙瑞典驻北京大使馆的商务参赞处告知你公司名称与地址，并得知你公司打算购买纺织品。我们愿借此机会与你方联系以期建立业务关系。我们是一家经营纺织品进出口业务的国营公司。为使你方概括了解我们经营的商品，现随函附去我公司目前可以供应的出口商品清单一份。Chinese Version of the L
20、etter 如果你们对其中任何商品感兴趣,请告知。一俟得知你方详细需求，我们将立即将最低报价单寄交你方。在同各国商人的贸易中，我们一贯坚持平等互利的原则。我们希望通过共同努力，能促进对彼此互利的业务和友谊。期望早日收到你方询价。谨启I.Complete the following sentences by translating the part in Chinese into English.1.We are informed that you are a state-operated corporation handling chemicals.2.We would like to inf
21、orm you that various kinds of our mens leather shoes are suppliable at present.3.We have established trade relations with firms of over a hundred countries in the world on the basis of equality,mutual benefit and exchange of needed goods.4.As you know,we have been in the line of paper and stationery
22、 for many years.5.We are interested in these articles,please quote us the lowest price.Key to Exercises6.We wish to acquaint ourselves with your bicycles exportable now.7.We are enclosing an Export List covering our chemicals.8.We look forward to receiving your quotation soon.9.We are glad that in t
23、he past few years,we have,by joint efforts,greatly promoted both business and friendship.10.Please inform us whether you are interested in our Mens leather shoes.II.Fill in the blanks with the given words or expressions in proper forms.1.buy 2.inform;are in the market for 3.advise 4.establish 5.meet
24、;requirements 6.covering 7.handles 8.enclosingIII.Translate the following sentences into Chinese.1.我们希望与贵方建立长期的业务关系。2.他们出口轻工业品已经很多年了。3.兹通知贵方你方需要的商品属于我们的经营范围。4.我们经营轻工业品已经三十多年了。5.我们专营中国自行车的出口，愿意与你方进行这类商品的贸易。6.香港贸易公司已经告知我方你们公司的名称和地址，我们致信给你方，希望与你方建立贸易关系。IV.Translate the following into English.1.We owe y
25、our name and address to the Commercial Counselors Office of the Tanzanian Embassy in Beijing.2.We approach you today for the export of chemical products.3.We hope you will make your best efforts to promote friendship as well as business.4.One of our clients is interested in your new products.5.One o
26、f our clients is in the market for Chinese black tea.6.Please let us know what articles you are interested in at present.7.It needs joint efforts to promote business.8.Our clients show no interest in your chemicals for the time being.4.Your L/C must reach us on or before the 25th this month;otherwis
27、e we shall not be able to catch the steamer“Dongfeng”.5.As the market of groundnuts is declining,there is no possibility of business unless you can reduce your price by 5%.6.We regret to inform you that our customers here find your price too high.7.We do not deny that the quality of your products is
28、 superior to that of Japanese make but the difference in price should in no case be as big as 20%.8.Informatnion indicates that quite a few of our customers here are inclined to place orders with other suppliers.V.Chinese Version of the Optional Reading:第一封信敬启者：承蒙我国驻韩国大使馆商务参赞处告知贵方名址并得知你方是中国纺织品的进口商。我
29、们借此机会写信给你方目的是了解你方是否愿意与我方建立业务关系。我公司是一家成立于1950年的专营纺织品进出口的国有公司，注册资金为3000万元人民币。通过几年的努力，我们大幅度扩展了我们的经营范围，现在我们经营的商品已近100种。为了帮助贵方了解我们经营的商品，我们另封航邮给你方一份最新商品目录以供参考。如果贵方对任何商品感兴趣，请尽快告知我方。我们一收到你方的具体询盘，将寄给你方报价单和样品。谨启第二封信敬启者:从贵国驻我国大使馆的商务参赞处得知你方是罐装食品的主要进口商之一，我们很高兴向你方进行自我介绍，我们是专营罐装食品出口的一家国营公司。我们愿意与你方建立业务关系。为了帮助你方大致了解
30、我们的罐头食品，我们另封邮寄给你方一份我们最新目录。一收到你方的具体询盘，我们就寄给你方报价和样品。静候佳音！谨启 Lesson 2 Request for the Establishment of Business Relations The exporters have learned that the importers wish to import Chinese green tea which they are handling.They send a letter to the importers in the hope of establishing business relat
31、ions and sending them the illustrated catalogue and price list.About the letter1.request v.n.需求，要求 v.要求，请求（和ask同义。ask较通俗；request比较正式；宾语可以是名词或动名词，或以动词不定式为宾语补足语的复合宾语，或以that引起的从句（虚拟语气）We request your prompt consideration.我们要求你方迅速考虑。We request your arrange shipment of our order immediately.我们要求你们立即安排装运我
32、们的订单。We request you to take this matter into prompt consideration.我们要求你方对此事迅速予以考虑。We request that you(should/would)carefully consider our proposal.我方请求你们仔细考虑我们的建议。Additional notesn.请求，要求；需要，做名词时，后面可接for或以that引起的同位语从句（虚拟语气）。They made a request to us for additional samples.她们要求我们给予更多的样品。We hope you wi
33、ll be able to grant our request.希望你们能同意我们的要求。We have duly noted your request that we(should)ship Contracts 34 and 35 on a single bill of lading.我们已注意到你们要求将第34和35号合同一个提单装运。We note your request that we(should)send you generous samples.我们注意到你方要求我们寄大量样品。as requested 按照要求（或请求）商业书信按对方要求办某事后在通知对方时，常用as req
34、uested于句首。在语法上可理解为as it is requested 的省略（as是从属连词），也可以理解为as is requested 的省略（as是关系代词）。As requested,we are enclosing you our latest pricelist of the goods suppliable for your reference.按照你方要求，我们现随函附寄你方目前可供商品的最新价目表以供参考。As requested in your letter of Apr.4,we wish to arrange shipment of your order next
35、week.按照你方4月4日信函中的要求，我们下周将安排贵方订单的装运。at the request of/at sbs request 应某人的要求At your request,we make you an offer as follows:应你方要求，兹报盘如下：on/upon request 一经要求.承索即寄Catalogue and brochure will be sent on/upon request.目录及商品小册子承索即寄。2.basis n.基础（一般指无形的基础）We trade with people in all countries on the basis of
36、equality and mutual benefit.我们在平等互利基础上和各国人民进行贸易。The basis of our business is close cooperation and mutual understanding.我们是在紧密合作和相互了解的基础上进行交易的。on the basis of 在基础上 They buy these goods on a regular basis.他们经常购买此货。The business was booked on the basis of sight L/C.这笔业务是以即期汇票信用证进行成交的。3.refer v.谈到，参考，提交
37、，请与接洽 We refer to our(your)letter of March 30,2002.兹谈到我方（你方）2002年3月30日的信函。We refer you to our(your)letter of Oct.25,2010.请参阅我方（你方）2010年10月25日的信函。Please refer to Term 8 of our agreement.请参阅我们的协议第8条。We have referred the matter to you.兹将此事提交你们处理。We are referred to you for information on this matter.我们被
38、告知向你方询问此事。We refer you to our head office for your complaint.我们请你方与我们的总部接洽你方投诉之事。要求建立业务关系敬启者:我们从鹿特丹市安德森公司得知你公司的名称和地址，今特写信给你方建立业务公司。我公司作为工艺品进口商已有多年，目前我们对各种工艺品有兴趣。请寄来报价单与样品为感。如果你方价格可行，我们相信可以达成大笔交易。盼速复。谨启Chinese version of the letterI.Complete the following sentences by translating the part in Chinese
39、into English.1.We are interested in_.Please send us your price list covering this(these)article(s).a.various kinds of paper b.Tractors Model No.202 c.all kinds of Chinese bicycles2.Your price is too high,and_.a.we are not interested in your offer b.we can hardly sell your products c.we are afraid th
40、at no business can materialize Key to exercises 3.Please inform us_.a.in which lines you are most interested at present b.whether you would like us to furnish any further information to you c.when you will be able to supply such goods 4.We look forward to_.a.meeting your representative again at the
41、Fair b.receiving your reply c.receiving the samples and price list stated in your letterII.Fill in the blanks with the given words or expressions in proper forms.1.to establish business relations 2.enclosing a price list 3.obtained your name and address;are in the market for 4.appreciate it very muc
42、h 5.in line with the market 6.look forward to 7.in the hope 8.are interested in 9.have handled 10.various kinds of III.Translate the following into Chinese.1.我们写信目的是向你方介绍我们是系列空调的主要出口商之一。2.为了将我们的产品出口到西欧，我们写信给贵方旨在寻求合作机会。3.我们愿意在平等互利的基础上与贵公司建立业务关系。4.我们已经航空邮寄给你方我们产品的一些小册子。如果你方对任何产品感兴趣，请告知我方。5.作为电动自行车的出口商
43、，我们愿意与你方进行此类商品的贸易。6.为了使你方大致了解我们产品，我们分别给你方寄去了一份目录连同三本小册子供你方参考。IV.Translate the following into English.Covering this(these)article(s).1.We have been exporting sheepwool for over 20 years.2.If your prices are reasonable,we trust that we can conclude substantial business with you.3.As requested in your
44、letter of Oct.3,we are sending you a catalogue and hope that we can receive your enquiry immediately.4.If you find our price agreeable,please let us know at once.5.We are interested in importing chemicals from you.6.Now we contact you in the hope of establishing mutually beneficial business relation
45、s with your company.7.We shall be only too pleased to receive your catalogues and pricelist.8.Our end-users find the price of your bicycles not in line with the market price.Chinese Version of the Optional Reading.第一封信敬启者：尼日利亚商会向我方推荐贵方是缝纫机最有潜力的买主。我们非常高兴与你方建立业务关系。我们已经出口缝纫机20多年了并且在世界各地有许多业务来往。为了使你们熟悉我
46、们的产品，我们随函附上了我们正在经营的各种产品的一整套目录，上面注明了详细规格和包装方式。一俟收到你方具体询盘，我们将寄给你方报价和样品。我们热切期待你方的早日回复！谨启 第二封信敬启者：从国际商报上看到你方名址，现写信给你方，希望与你方建立业务关系。我们是伦敦各种轻工业品的主要进口商和批发商之一，拥有40年业务背景，现在尤其对各种轻工业品感兴趣。为了使我方更好地了解你方产品，你们是否可以在回复邮件时寄给我方你们产品详细的目录和价格？一俟收到这些材料，我们会考虑对哪些商品感兴趣并寄给 如果贵方需要更多地了解我们资信状况，请接洽伦敦米德兰银行。期望早日收到你方回复！谨启Lesson 3An In
47、vitation to the Canton Fair China Import and Export Fair is also renowned as the Canton Fair.It is held biannually in Guangzhou every spring and autumn,with a history of 53 years since 1957.Business people from all over the world can gather here to negotiate against samples,exchange business informa
48、tion and develop friendship.The exporter in this letter wishes to invite the importer to the Canton Fair for face-to-face discussions which will surely lead to the transaction of business between them.About the letter1.the captioned goods 标题商品 类似的表达法：the subject goods,the above goods,the afore-said
49、goods2.lie within the scope of our business activities 属于我们的经营范围类似的表达法：fall within the scope of our business activities;fall/lie within our business scope;fall/lie within our line3.advantage n.优点，好处There is a good deal of advantage in attractive packing.吸引人的包装好处甚多。There is little or no advantage in
50、reducing the price.减价的好处不多或者没有。Additional noteshave advantage over sb.In 在某方面比占有优势We have advantage over other exporters in both quality and packing conditions of the products.我们在产品质量和包装条件方面比其他出口商都占有优势。pare v.比较If you will compare our products with theirs,you will agree that our price is not high at
