1、商务英语函电02Establishing-Business-Relations商务英语函电Unit 2 Establishing Business RelationsContentContentKnowledge ObjectiveKnowledge ObjectiveSkill ObjectiveSkill ObjectiveWarm UpWarm Up Business Situational Design Business Situational Design Specimen Letters Specimen Letters Notes Notes Trade Terms and Ty
2、pical Sentences Trade Terms and Typical SentencesPractice TrainingPractice TrainingSkill TrainingSkill Training Summary of ProjectSummary of Project1Get acquainted with the channels of seeking business opportunities2Grasp the professional words,expressions and typical sentences on this topic3Know th
3、e letter structure of establishing business relationsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectKnowledge ObjectiveKnowledge Objective4Know the letter structure of credit inv
4、estigation商务英语函电Unit 2 Establishing Business RelationsWhen you are ready to correspond with a new customer,you should make sure that the letter follows the standard format and includes the following contents:1the source of your information2your intention3the business scope of your company4the refere
5、nce of your financial standing,if necessary5your expectation or your expression of thanks for early replyKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectWarm UpWarm Up商务英语函电Unit 2
6、 Establishing Business RelationsSituation:Shenzhen Good-luck Digital Technology Co.,Ltd.is a professional exporter and manufacturer of car audio products.Established in 2002,the company has been striving to develop high-technology car entertainment products to meet the requirements of the markets an
7、d customers satisfaction.The Compamy established long-term business relationship with regular customers from Germany,France,Spain,Sweden,Italy,Portugal,Russia,Brazil,Colombia,USA,Canada,Israel,Turkey,Indonesia,Egypt and 20 other western countries and regions.It welcoms more potential buyers to estab
8、lish friendly cooperation based on mutual benefits.Tel:0086-755-83456789 Fax:0086-755-83456789Website:http:/Address:1818,Building 8,Longhua Street,Boan District,Shenzhen,ChinaKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPract
9、ice TrainingSkill TrainingSummary of ProjectBusiness Business Situational DesignSituational Design商务英语函电Unit 2 Establishing Business RelationsTask:Suppose you are Lily Zhao,a salesperson in the above-mentioned company.Try to find out some potential importers through the channels you have learned and
10、 write an E-mail to one of them in the hope of establishing business relations.Youd better send herewith a copy of your latest catalogue.KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of P
11、rojectBusiness Business Situational DesignSituational Design商务英语函电Unit 2 Establishing Business Relations1.1.Exporter writes to importerExporter writes to importerSampleSampleDear Sirs,We have heard from the Commercial Counselors Office of our Embassy in your country that you are in the market for Ch
12、inese sportswear.We,therefore,take the liberty of writing you to establish direct business relations with you.We are one of the most important exporters of Chinese sportswear,handling a wide range of the items,including fitness wear,racing wear and ski suit,etc.All the items are of high quality and
13、beautiful design.We enclose a copy of our illustrated catalogue covering all the items now available for export.Price list and samples will be sent as soon as we receive your specific inquiry.We hope you will give us an early reply.Yours faithfully,KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSit
14、uational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectSpecimen LettersSpecimen Letters商务英语函电Unit 2 Establishing Business Relations2 2Exporters self-introductionExporters self-introductionSampleSampleDear Sirs,On the recommendation of Su
15、nny Co.,Ltd.,we have learned with pleasure your address and shall be glad to enter into business relations with you.We are one of the largest exporters in China dealing in a wide range of office equipments,enjoying a good reputation.We enclose a copy of our latest catalogue covering the details of a
16、ll the items available at present for your consideration,and hope some of the items will be of interest to you.Should you favor us with inquiries for your specific requirements,we are in a position to supply you with first class goods at competitive prices.We wish to have your favorable reply.Yours
17、faithfully,KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectSpecimen LettersSpecimen Letters商务英语函电Unit 2 Establishing Business Relations3 3Manufacturers self-introductionManufactur
18、ers self-introductionSampleSampleGentlemen:We are given to understand that you are a leading importer of household electric appliances in Holland.We,therefore,have the pleasure of informing you that we are a state-owned enterprise of long-standing and high reputation,manufacturing various washing ma
19、chines.You will be interested to know that the products mentioned above have been accepted by domestic and overseas clients for more than fifteen years.In order to acquaint you with the details,we enclose a copy of our export list covering the goods within your business lines.If you are interested i
20、n any items in the catalogue,please let us know without delay and we will send you our lowest quotations.Your immediate attention will be highly appreciated.Yours truly,KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice Tr
21、ainingSkill TrainingSummary of ProjectSpecimen LettersSpecimen Letters商务英语函电Unit 2 Establishing Business Relations4 4Credit investigationCredit investigationSampleSampleKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice Tr
22、ainingSkill TrainingSummary of ProjectSpecimen LettersSpecimen LettersDear Mr.Selim,We have received an important order with US$500,000 from a new customer,Yokee Trading Company from Vietnam,who has given us your name as bank reference.We should appreciate it if you could inform us of their reputati
23、on and their financial standing.Any information you kindly send us will be treated as strictly confidential and without responsibility on your bank.Yours sincerely,商务英语函电Unit 2 Establishing Business Relations1establish v.建立establish direct business relations 建立直接的业务/贸易关系enter into business relations
24、=build up business relations 建立业务/贸易关系establishment n.建立establishment of business relations 建立业务/贸易关系2be in the market for=want to buy 想要购买如：One of our Japanese clients is in the market for Green Tea.我方的一位日本客户想要购买绿茶。KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNo
25、tesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes3take the liberty of doing sth.冒昧做某事如：We take the liberty of writing you to establish direct business relations.我方冒昧写信给贵方，打算与贵方建立直接的贸易关系。商务英语函电Unit 2 Establishing Business Relations4handle v.经营，买卖货物如：This
26、company does not handle such goods.这家公司不经营此类商品。5a wide range of=all kinds of 大范围的，各种各样的6item n.商品=commodity=article=merchandise7enclose v.随函附寄=attach如：We are enclosing a copy of our illustrated catalogue and some sample books for your reference.我方随函附寄一份带插图的产品目录和一些样品簿以供参考。enclosed 过去分词，可作定语如：Knowledg
27、eObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes商务英语函电Unit 2 Establishing Business RelationsWe thank you for your enclosed catalogue.感谢贵方随函附寄的产品目录。Enclosed please find=Enclosed
28、you will find 随函附寄，请查收enclosure n.附件（缩写为：Enc.或Encl.）=attachment8available adj.可利用的，可得到的，可供应的commodities available for export 可供出口的商品not available缺货avail v.利用avail oneself of=make use of 利用如：We avail ourselves of this opportunity to write you in the hope of establishing business relations with you.我方
29、利用这次机会写信给贵方，希望与贵方建立业务关系。9deal in 经营=handle=trade in=engage in如：We are dealing in the exportation of arts and crafts.我方经营工艺品的出口业务。KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNo
30、tesNotes商务英语函电Unit 2 Establishing Business Relations10enjoy(a)good reputation=enjoy great popularity 享有盛誉，享有良好声誉如：We specialize in manufacturing LCD TV sets,enjoying good reputation in the world market.我方专门生产液晶电视，在世界市场上享有盛誉。11consideration n.考虑for your consideration=for your information=for your ref
31、erence=for your study以供参考，供你方参考12requirement n.要求，需求meet ones requirements=meet the requirements of 满足的需求KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes13be in a positi
32、on to do 能够，处于一种做某事的地位如：We will contact you by fax immediately as soon as we are in a position to accept new orders.我方一旦能够接受新订单，将立即传真联系贵方。商务英语函电Unit 2 Establishing Business Relations14favorable reply 有利的回复 favorable price 优惠的价格15confirm to 与一致如：Please make sure that the stip15inform v.告知inform sb.of
33、 sth.=inform sb.that 告知某人某事如：The Chamber of Commerce in your city has informed us of your name and address.贵市商会告知我方贵方的名称和地址。We are informed that you are a major exporter of Chinese cotton piece goods.我方被告知贵方是一家经营中国棉织品的主要出口商。ulations of L/C should confirm to this S/C.请确保信用证条款与此销售确认书一致。16state-owned 国
34、有的，国营的同义词有：state-operated=government-owned=government-operated国有的，国营的KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes商务英语函电Unit 2 Establishing Business Relations17acquai
35、nt v.使熟悉，使了解acquaint sb.with sth.使某人熟悉/了解某事如：In order to acquaint you with our products,we are airmailing you a copy of our latest catalogue and some samples.为使你方了解我们的产品，我方航寄去一份最新的产品目录和一些样品18line n.行业，领域business line=business scope 业务范围如：Specializing in the export of Northeastern soybeans,we express
36、 our desire to trade with you in this line.我方专门出口东北大豆，愿与贵方在此领域交易。19quotation n.报价send/make/give sb.a quotation for sth.就某商品给某人报价如：KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectN
37、otesNotes商务英语函电Unit 2 Establishing Business RelationsWe are making you a quotation for this years peanuts as follows.我方就今年产的花生给你方报价如下。quote v.报价quote sb.a price for sth.对某商品给某人报价如：We will quote you our lowest price as soon as we receive your specific inquiry.一旦收到你方具体询盘，我方将报最低价格。20appreciate v.感激，感谢如
38、：We highly appreciate your kind cooperation.我方非常感谢贵方友好的合作。We shall appreciate your giving us your early reply.如能收到贵方的回复，我方将不胜感激。We shall appreciate it if you will send us your samples immediately.如果贵方能立即给我方寄来一些样品，我方将不胜感激。It will be greatly appreciated if you could send us your latest catalogues and
39、pricelist.如果贵方能给我方寄来最新的产品目录和价目表，我方将不胜感激。KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes商务英语函电Unit 2 Establishing Business Relations21reference n.证明人如：As to our standing
40、,we are permitted to mention the Bank of Barclay,London,as a reference.关于我方的财务状况，我方已征得伦敦巴克莱银行的同意，将它作为证明人。22standing n.信誉，资信状况=positionfinancial/credit standing/position 资信状况，财务状况KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPr
41、actice TrainingSkill TrainingSummary of ProjectNotesNotes商务英语函电Unit 2 Establishing Business RelationsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectTrade Terms and Typical Senten
42、cesTrade Terms and Typical Sentences获悉（获悉（Learn）1We have obtained your name and address from the Chamber of Commerce in London.我方从伦敦商会获悉贵方的名称和地址。2We have heard/learned from CCPIT that you are an exporter of Chinese silk products.我方从中国贸促会得知贵方是中国丝绸产品的出口商。3Your company has been kindly recommended to us
43、 by ABC Co.,Ltd.,as large importers of electronic goods.贵公司作为大型的电子产品进口商被ABC有限公司推荐给我方。4Your name and address has been introduced/given to us by Messrs.M.Green&Co.,Inc.贵公司的名称和地址由Green有限公司介绍给我方。5We are given to understand that you are potential importers of our products.我方得知贵方是我方产品的潜在进口商。商务英语函电Unit 2 E
44、stablishing Business RelationsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectTrade Terms and Typical SentencesTrade Terms and Typical Sentences获悉（获悉（Learn）6On the recommendation
45、of Sunny Co.,Ltd.,we have learned with pleasure your address and shall be glad to enter into business relations with you.承蒙Sunny有限公司介绍，我方很高兴地得知贵公司地址并愿与你方建立业务关系。7Through the courtesy of the Bank of China in Shenyang,we have learned that you are one of the most important importers of these articles.承蒙
46、中国银行沈阳分行介绍，我方获悉贵方是此商品最重要的进口商之一。8We owe your name and address to the Commercial Counselors Office of the Embassy of Peoples Republic of China in our country.我方从驻我国的中国大使馆商务参赞处得知贵方的名称和地址。商务英语函电Unit 2 Establishing Business RelationsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecim
47、en LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of Project期望建立业务关系（期望建立业务关系（Hoping to establish business relations）1We take the liberty of writing to you with a view to building up business relations with you.我方冒昧写信给贵方期望建立业务关系。2We are glad to establish business
48、 relations with you.我方很高兴与你方建立业务关系。3We are willing to enter into business relations with your firm on the basis of equality,mutual benefit and exchange of needed goods.我方愿意在平等互利、互通有无的基础上与贵公司建立业务关系。4We have the pleasure of introducing ourselves to you with the hope that we may have an opportunity of
49、cooperating with you in your business extension.我方很乐意向贵方做自我介绍，并期望我方能有机会与贵公司合作。Trade Terms and Typical SentencesTrade Terms and Typical Sentences商务英语函电Unit 2 Establishing Business RelationsKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical S
50、entencesPractice TrainingSkill TrainingSummary of ProjectTrade Terms and Typical SentencesTrade Terms and Typical Sentences自我介绍（自我介绍（Self-introduction）1We would like to introduce ourselves to you as a state-owned corporation dealing exclusively in light industrial products.我方很乐意向贵方做自我介绍，我方是专门经营轻工业产品
