1、Unit 2 Establishing Business Relations建立业务关系建立业务关系 目的：了解如何撰写建立最初的业务关系的信函，目的：了解如何撰写建立最初的业务关系的信函，同时如何对客户的资信情况、经营范围进行调查。同时如何对客户的资信情况、经营范围进行调查。进出口双方可以通过以下渠道来相互了解：进出口双方可以通过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（）商务参赞处（Commercial Counselors Offices）（4）交易会和展览会）交易会和展览会 （Export Commo
2、dities 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4写信要点（写信要点（Writing Skills）1.信息来源：信息来源：告诉对方我方是如何获悉对方的地址和经告诉对方我方是如何获悉对方的地址和经营范围的。营范围的。2.写信目的：写信目的：表示我方有与对方建立业务关系和合作的表示我方有与对方建立业务关系和合作的强烈愿望。强烈愿望。3.本公司概述：本公司概述：介绍本公司的性质、基本业务情况和经介绍本公司的性质、基本业务情况和经营范围。
3、营范围。4.产品介绍：产品介绍：说明希望推销或购买的产品。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。的资信情况。6.要求寄送有关资料和表达愿望：要求寄送有关资料和表达愿望：附寄公司简介、商品附寄公司简介、商品目录、价目表和小册子等，以便对方全面了解我方信目录、价目表和小册子等，以便对方全面了解我方信息。息。建立业务关系信函的写作步骤及常见表达方式：建立业务关系信函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
4、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（我们通过得知得知。）。）On the recommendation of（由（由推推荐荐）6Useful expressions and sentences 1、信息来源：我们从、信息来源：我们从得知；通过得知；通过我我们了解到们了解到(1)Your firm has been kindly recommended to us through the cou
5、rtesy 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。7 (2)We have obtained your name and address by the Commercial Counselors 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我们从印度驻北京大使馆商务参
6、赞处得知贵公司的名称和地址，并获悉贵公司愿同我们建立业司的名称和地址，并获悉贵公司愿同我们建立业务关系。务关系。8 (3)We learn your company from the Internet that you are one of the 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我们从网上了解到贵公司是这一行业的主要生产商之一。商之一。(4)Having had/obtained the name and address of your company from ABC trading Company,we kno
7、w that you deal in textiles.通过通过ABC贸易公司的介绍，我们得知贵公司的名贸易公司的介绍，我们得知贵公司的名称和地址，并获悉你方经营纺织品。称和地址，并获悉你方经营纺织品。9deal inn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那家公司的股票有好些日子没有经营了。那家公司的股票有好些日子没有经营了。（2）对）对你的
8、公司你的公司做简单的做简单的介绍（例介绍（例如公司的如公司的业务范围业务范围等）等）We wish to introduce ourselves to you as a（我们把自己作为（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.（属属于我们的经营范围。）于我们的经营范围。）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 acti
9、vities.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。11 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 pleasure 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 followin
10、g 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 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，而中国绿茶正属据了解，贵公司是中国绿茶的潜在买主，而中国绿茶正属于我们的经营范围。于我们的经营范围。(4)This corporation handles/deals/specializes
11、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。专营中国丝织品的进出口业务。12(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country.现函告：我公司为食品大经销商，在国内现函告：我公司为食品大经销商，在国内拥有大批客户。拥有大批客户。（3）表）表达写信目达写信目的的 We are willing to enter int
12、o business relations with you.（我们愿意和贵方建立业务（我们愿意和贵方建立业务关系。）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（我们现写信愿意意。）。）We are desirous of（我方愿意（我方愿意。）。）143、写信的目的：建立业务关系、写信的目的：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
13、务关系。兹写信给贵方希望建立业务关系。(2)We are writing to you 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。（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 loo
14、k forward to receiving（希望早日收（希望早日收到到。）。）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 165：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
15、品目录和价目单.(2)We have airmailed samples of our new articles for your reference under separate cover.我们另航空邮寄新品种的样品供你方参考。我们另航空邮寄新品种的样品供你方参考。(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。将非常感谢。17(4)We shal
16、l appreciate your catalogues and quotations.如能寄你公司的商品目录和价目单当十分如能寄你公司的商品目录和价目单当十分感谢。感谢。(5)Well be pleased to have your catalogues and quotations.我们将非常乐意收到你公司的商品目录和我们将非常乐意收到你公司的商品目录和价目单。价目单。18enclosev.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 Confirmation.enclos
17、ure:n.附件，装入物附件，装入物The envelope contains a check for USD300 as an enclosure.回复建立业务关系信函的写作步骤及常见表达方式：回复建立业务关系信函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）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（感谢你们对对的兴趣。）的兴趣。）We have received（我们已收到贵方（我们已收到贵方。）。）Your letter of Augus
18、t 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。）（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（你们建立业务关系的愿望和我们不谋而合。）和我们不谋而合。）This is also our desire.（这也是我们的愿望。）（这也是我们的愿望。）We shall be very glad to enter into business relat
19、ions with you.（我们将非常高兴与你们建立（我们将非常高兴与你们建立业务关系。）业务关系。）（3）表）表示采取进示采取进一步的行一步的行动动 We are sending you our catalogue and pricelist（我们将给你方寄去我们的目录和价（我们将给你方寄去我们的目录和价格表。）格表。）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。）2.3 Specimen Letters（样函（样函)Letter 1：A firm writes to a f
20、irm 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 with flowers or other designs.If you can supply this type of merchandise,kindly airmail us a sample cup a
21、nd saucer.Also,please enclose1 your pricelist and all suitable illustrations.We await your early reply.Sincerely yours,Fred Jackson Letter 2：A reply to the above Dear 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 sauc
22、ers2 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 a catalogue and pricelist of the products you require.We are sending you by mail the samples you need.Waiting for your order.Sincere
23、ly yours,Xianjin Penginformv.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 通知某人某事通知某人某事Information:n.信息，资料，情报信息，资料，情报We are grateful to you for all your information on the recent development in your market.For fuller i
24、nformation please contact our branch in Hong Kong.Letter 2(1)meet the requirementmeet requirement ofmeet ones requirementLetter 2(2)Letter 3：A 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 relati
25、ons.We are very well connected with3 all the major dealers here of light industrial products,and 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
26、 WangLetter 4：A reply to the above Dear Mr.Wang,We thank you for your letter and shall 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
27、 yours,John LeedsLetter 5：An exporter writes to his bank Dear Sir or Madam,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
28、shall be obliged if you will kindly introduce us to some of the most capable and reliable importers in the district who are interested in these lines of goods.Your favorable information will be appreciated.Yours faithfully,Leon Allenn be desirous of sth.想要某物想要某物 n be desirous of doing sth.渴望做某事渴望做某事
29、 n be desirous to do sth.渴望做某某事渴望做某某事 n Mary be desirous of changing her job.玛丽渴望玛丽渴望更换她的工作。更换她的工作。n He 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)n enlarge on/upon 详述，细说详述，细说n I would like to enlarge on this topic.n 我想就这一主题进行详述。我想就这一主题进行详述。n enlarge on 进一步详细论述进一步详细论述
30、(问题等问题等)n I need not enlarge on this matter;you all 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)linen.行业，生意，（商品的）种类，航线，短函行业，生意，（商品的）种类，航线，短函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)Letter 6：A reply to th
31、e above Dear Mr.Allen,Referring7 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 GrangerRefer to1.提及；涉及，谈到，提到；关系到提及；涉
32、及，谈到，提到；关系到 wDont 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 wDoes your remark refer to all of us?你的评论是针对你的评论是针对我们所有的人的吗我们所有的人的吗?3.有关有关,针对针对 wThe new law does not refer to land used for farming.w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.提交提交作处理作处理决定决定 wHe referred the case to the High Court.w他把案子提交给高级法庭
33、处理。他把案子提交给高级法庭处理。Letter 6(1)5.查阅查阅;参考参考 w Refer to the dictionary when you dont know how to spell a word.w 当你不知道怎么拼写一个词时当你不知道怎么拼写一个词时,查阅一下词典。查阅一下词典。6.(把把)归因归因功功于于 w Some people refer all the troubles to bad luck instead of lack of ability.w 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,而不认为是缺乏能而不认为是缺乏能力。力。
34、7.向向求助求助 w He referred to me for information.w 他向我打听消息。他向我打听消息。8.指指而言而言(as)w All his classmates referred to him as“Blackbeard.”w 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)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 writ
35、ing 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 si
36、gnificant volume of business.We look forward to your early reply.Truly yours,Per Anderson 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 sending y
37、ou 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,KevinNotes to the specimen letters n 1.enclose随函附上n 2.quality tea and coffee cups and sa
38、ucers优质茶具和咖啡具n 3.be well connected with与有很广泛的联系n 4.feel sure相信n 5.as requested按照要求n 6.catalogues and pricelists目录和价格表n 7.refer to谈到，涉及，有关n 8.enquire 询问n 9.extend our range 拓展业务范围n 10.in compliance with 根据n 11.illustrated catalogue 插图目录38常见短语1、be in the market for sth 求购求购2、approach sb for sth 为为与某人接
39、洽与某人接洽3、under separate cover 另邮另邮4、look forward to 希望希望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 stock39常见短语常见短语10、upon receipt of 收到收到.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 与市场水与市场水平一致平一致12、enjoy a high reputation 40n建立、开始（联系）建立、开始（联系）Establishing Business Relationsn证实、确定：证实、确定：nMedical tests established that she was not their own child.
