物流英語(第二篇第三單元)

1、Unit ThreeLetters of Establishing Business R第三單元建立業(yè)務(wù)關(guān)系的信函Pre-reading questions: 1. How to get customers information? 2. What is the content of the first letter to customers?What is a letter to establish business relations? A letter to establish business relations is a piece of writing to find and ne

2、gotiate with a new business partner. It is the first step for a logistics company to expand its business. 什么是建立業(yè)務(wù)關(guān)系的信函？什么是建立業(yè)務(wù)關(guān)系的信函？ 建立業(yè)務(wù)關(guān)系的信函是發(fā)現(xiàn)并與新的商業(yè)伙伴進(jìn)行談判的文章。它是物流公司擴(kuò)張業(yè)務(wù)的第一步。 How to get the customers information? In order to obtain a new customers the name and address and enter into business relat

3、ions, a logistics company will find the channels as follows: 1. The bank; 2. The chamber of commerce; 3. The Commercial Counselors Office; 4. The fair; 5. Introduction carried on by friend; 6. Advertisement； 7. Trade Directory/Hong List; 8. C如何獲得客戶信息？如何獲得客戶信息？ 為了獲得新客戶的名字和地址并與其建立業(yè)務(wù)關(guān)系，物流公司可以通過以下途徑獲取信息

4、。 1. 銀行； 2. 商會； 3. 商務(wù)參贊處； 4. 展會； 5. 朋友介紹； 6. 廣告； 7. 貿(mào)易指南、行名錄； 8. 咨詢機(jī)構(gòu)。The letter content to establish business relationships 1. the source of information;2. Self-introduction;3. Inquiry;4. Wishes to establish business 建立貿(mào)易關(guān)系信函的主要內(nèi)容建立貿(mào)易關(guān)系信函的主要內(nèi)容 1. 先說明從何處獲悉該公司的名稱和地址； 2. 進(jìn)行必要的自我介紹； 3. 向該公司提出所要詢問的信息； 4

5、. 希望雙方能夠開展業(yè)務(wù)。The reply letter should include: 1. Date and number of the letter received; 2. Appreciation and thanks; 3. Express attitude and specify material delivery. Explain and apologize if the requirement can not be met to allow for future business; 4. Specific 回函應(yīng)包括的主要內(nèi)容回函應(yīng)包括的主要內(nèi)容 1.引出對方的來函日期和編

6、號； 2.對對方的來信和誠意表示感謝； 3.說明我方的態(tài)度，交代匯寄資料，如不能滿足對方的要求，應(yīng)婉述原因，真誠的表明歉意，為以后可能的交易留有余地； 4.說明我方的明確打算。Common titles in international business 1. President, chairman; 2. General Manager; 3. Deputy General manager; 4. Executive vice president; 5. HR manager; 6. Project manager; 7. Logistics manager; 8. Purchasing s

7、upervisor. 國際商務(wù)活動中常見的職銜國際商務(wù)活動中常見的職銜 1. President, chairman;總裁，董事長 2. General Manager;總經(jīng)理 3. Deputy General manager;副總經(jīng)理 4. Executive vice president;執(zhí)行副總裁 5. HR manager;人力資源部經(jīng)理 6. Project manager;項(xiàng)目經(jīng)理 7. Logistics manager; .物流經(jīng)理 8. Purchasing supervisor.采購主管Price phrases and terms in business1. Price

8、 phrasesNet price; Lowest price; Reasonable price; Prevailing price. 2. Six common international trade termsEXW (Ex Works); FCA (Free Carrier); FAS (Free Alongside Ship); FOB (Free on Board); CFR (Cost and Fright); CIF (Cost, Insurance and Freight). 商務(wù)活動中表示價(jià)格的詞組與貿(mào)易術(shù)語商務(wù)活動中表示價(jià)格的詞組與貿(mào)易術(shù)語1.一些表示價(jià)格的常見詞組 Ne

9、t price;凈價(jià) Lowest price;最低價(jià) Reasonable price;合理價(jià) Prevailing price.現(xiàn)行價(jià)2. 六個(gè)常見國際貿(mào)易術(shù)語 EXW (Ex Works); 工廠交貨 FCA (Free Carrier); 貨交承運(yùn)人 FAS (Free Alongside Ship);船邊交貨 FOB (Free on Board); 船上交貨 CFR (Cost and Fright); 成本加運(yùn)費(fèi) CIF (Cost, Insurance and Freight). 成本、保險(xiǎn)和運(yùn)費(fèi)Specific corporation and enterprises term

10、s Co., Ltd A multi-national corporation A joint venture A state-owned enterprise A foreign capital enterprise 表示公司和企業(yè)的專用詞組表示公司和企業(yè)的專用詞組 Co., Ltd有限公司 A multi-national corporation跨國公司 A joint venture合資公司 A state-owned enterprise國有企業(yè) A foreign capital enterprise外資企業(yè)Logistics agency Forwarding or shippin

11、g agent; Agency carrying stock; International freighter forwarder. 物流公司承擔(dān)的代理物流公司承擔(dān)的代理 運(yùn)輸代理 倉儲代理 國際貨運(yùn)代理Examples（一）（一）Dear Sirs, We have obtained your name and address from the Commercial Counselors Office of your embassy in London and are now writing to you for the establishment of business relations

12、. We are a very famous logistics Co., Ltd in China and are willing to act as your forwarding or shipping agent as well as the agency carrying stock. We would like to work with you to market them here. Our reference is the Bank of China in China. They can provide you with information about our busine

13、ss and finance. We are looking forward to your early reply. Yours sincerely L （一）（一） 敬啟者： 我方從貴國駐倫敦大使館商務(wù)參贊處得知貴公司行名和地址，現(xiàn)寄上此信以期盼與貴方建立商務(wù)關(guān)系。 我公司是中國著名的物流有限公司，想擔(dān)當(dāng)貴公司在我地區(qū)的運(yùn)輸代理和倉儲代理，共同拓展市場。我方資質(zhì)證明人為中國銀行，他們可以向貴方提供有關(guān)我方的業(yè)務(wù)和財(cái)政情況。 期盼早日答復(fù)。 你們真誠的朋友 露西Examples（二）（二） Allen Incorporation 1470 St. Louis Street Los Angle

14、s, CA 90015 U.S.A. March 15,2010China National Import & Export Corp.Shanghai BranchShanghaiChinaSubject: Order No.8 for ToolsGentlemen, This is to inform you that Mr. White, president of ABC logistics Inc. resigned from that company and established a new company under the name of Allen Inc. We are p

15、leased to place with you our first trial order as enclosed, which, we hope, would lead to good business relations between our two companies. Please fax your sales confirmation with net price on CIF Los Angeles basis. We are looking forwards to replying sooner. Yours sincerely Allen Inc. James Smith

16、(Signature) （二）（二） Allen公司 美國洛杉磯圣路易街1470號2010-3015中國進(jìn)出口總公司上海分公司中國上海采購工具的No.8訂單敬啟者： 茲通知貴方，ABC物流公司的總裁White先生已從該公司離職，創(chuàng)建了以Allen命名的新公司。我方很高興與貴方下初訂單，初訂單隨信附上，以此促進(jìn)我們倆公司的業(yè)務(wù)關(guān)系。請電傳貴方銷售確認(rèn)書及成本，保險(xiǎn)加運(yùn)費(fèi)至洛杉磯的凈價(jià)。我們期盼您早日回復(fù)。 我們真誠的朋友 Allen公司 詹姆斯史密斯（簽名）Complete the tasks1. Complete the sentences in English.(1) We are a ve

17、ry famous state-owned enterprise_.我們從網(wǎng)站獲知貴公司的名稱和地址，我們愿意與貴公司建立業(yè)務(wù)關(guān)系。(2) We are giving to understand that_.貴公司有意與我公司在平等互利的基礎(chǔ)上建立業(yè)務(wù)關(guān)系。(3) We take liberty to write to_.要求你方運(yùn)輸代理在中國。(4) We should be greatly obliged_.如果可以告知他們的信用和可靠性。(5) We are glad to inform you that_.我們可以滿足您的需求。 (1) We are a very famous sta

18、te-owned enterprise. We know your address and the name of the company from the Web.We would like to establish business relations with your company. (2) We are giving to understand that your company intends to establish business relationship with our company on the basis of equality and mutual benefi

19、t. (3)We take liberty to write to request to be your transport agent in China. (4) We should be greatly obliged if you can inform their credit and reliability. (5) We are glad to inform you that we can provide the service to meet your Complete the tasks2. Translate the following sentences into Engli

20、sh.(1) 我方從中國義烏小商品博覽會上得知貴公司的行名和地址。(2) 我方現(xiàn)附寄一份價(jià)格單，供你方參考。(3) 如你方需要進(jìn)一步的信息資料，請傳真給我們。(4) 我方期盼你方盡快回音。 (1) We learned your company name and address from the China (Yiwu) International Commodities fair. (2) We enclose a copy of the price list for your reference. (3) If you need further information, please fa

21、x it to us. (4) We hope that you will reply as soon as Complete the tasks3. Writing Read this part of an advertisement for an exhibition. Food exhibition BNY Conference Centre Coventry, UK 18-20 May 2008 Over one hundred companies represented Thousands of Dished to try For further information about the event or to enquire about having a stand at the show, write to the conference organizer, Bill Watts at: 21B Sutton House, Coventry CV 14HY. Write a letter to Bill Watts, the exhibition organize: a) Saying how you heard about the event; b) Giving him some information a