外貿(mào)英語函電(1)1

1、 Unit oneUnit one Establishing Establishing Business Business Relations Relations 一、一、Importer writes to ExporterImporter writes to Exporter A從某處得知某公司的名稱和地址 to have/know/obtain/note/learn/understand /get ones name and address fromfrom to owe ones name and address toto throughthrough /on on the court

2、esy (introduction) of of on on the recommendation ofof to be recommended toto byby to be indebted to to forfor ones name and address to be introduced toto bybyOral Exercise Your company is recommended to is recommended to us byby our reliable friend. We getget your name and address fromfrom local Ch

3、amber of Commerce. We havehave your name and address fromfrom China Council for the Promotion of international trade. We oweowe your name and address toto ABC Corp., through whom we have learnt you are importers of textiles. We understand understand your information from from A. On the courtesy of O

4、n the courtesy of the American Business Guide for China, we obtainobtain your relevant information. We learnlearn fromfrom New York Thomas .H. Pennie Corp. that your company produces hand-made gloves in a variety of artificial leathers. Your company is recommended to is recommended to us by by Citiz

5、en Co. of Singapore, with whom we have done business for many years.Writing Exercise從同行中獲悉貴公司在費城重新運營，生意發(fā)展迅速。得聞喜訊，不勝歡欣。祝業(yè)務(wù)蒸蒸日上。ANSWER:ANSWER: We understand understand from our trade contacts that your company has reestablished has reestablished in Philadelphia and is once again trading successfully i

6、n your regionin your region .We would like to extend our congratulations extend our congratulations and offer our offer our best wishesbest wishes for your continued success .B.和某公司建立貿(mào)易關(guān)系to establish /conductestablish /conduct business relations among/between/with to enter intoenter into business re

7、lations among/between/with to built upbuilt up /set upset up a wide connection among/between/with to extendextend connections in in to do do business withwith to makemake a start in the business with with to open open an account withwith to havehave an opportunity to cooperate with with to trade tra

8、de with Oral Exercise We makemake a good start in the business with with your company. We are willing to establishestablish business relations with you on the basis of equality and mutual benefit. We have built up built up a wide connection among buyers in the African market. We take the liberty of

9、writing to you with a view to building upbuilding up connections with your firm. You are enjoying the high reputation as camera importer and we are desirous of entering intoentering into business relationship with you . We are specializing in export of Chinese Art & Craft Goods and express our d

10、esire to trade with trade with you. Being closely connected with reliable wholesalers ,we can do business with do business with you. As you are one of the leading importers in Canada, we are pleasure in contacting you in hope of establishingestablishing business relationship.Writing Exercise例1：我們對貴方

11、去年7月在首爾召開的中國經(jīng)濟貿(mào)易展覽會上展出的產(chǎn)品留有深刻的印象，并得知貴公司可出口此類產(chǎn)品。我方雙方合作非常有興趣。Answer: We are much impressed by the captioned goods displayed at the Chinese Economic and Trade Exhibition held in Seoul last July and we are told that you export these products. We are writing to you with a keen desire to have an have an o

12、pportunity to cooperate withopportunity to cooperate with you.例2：我們不得不遺憾地說，我們目前無法和貴公司建立貿(mào)易關(guān)系。我們已經(jīng)是農(nóng)產(chǎn)品公司在巴黎的獨家代理。Answer:We regret to inform you that we are not in position to enter intoenter into business relation with you .We have been appointed to the sole agent by farm products corporation in Paris

13、 for the sale of their products.C.表示屬于某一業(yè)務(wù)范圍to fall withinfall within the scope of ones businessto deal in /handle/trade in/ engage into be in in lineto be active in in the field of to specialize in in Oral ExerciseWe have been in this linein this line for 40 years.We mainly deal indeal in arts and

14、crafts.We are a state-operated corporation specializing specializing in in light industrial goods.We specialize in specialize in exporting watches and clocksWe engage in engage in import of first cotton and rayon goods Writing Exercise我們從50年代開始一直從事化工染料的出口，我們經(jīng)營的產(chǎn)品以其質(zhì)優(yōu)和價廉在許多國家深受歡迎。Answer:We have engag

15、ed inhave engaged in exporting chemicals and dyestuffs since the 1950s.The products which we handle are well received in many countries for their high quality and reasonable price.D. Industrialadj .工業(yè)的、產(chǎn)業(yè)的、 與工業(yè)有關(guān)的、 與產(chǎn)業(yè)有關(guān)的【短語】勞工行動 industrial action工業(yè)革命industrial revolution【派】Industry n.工業(yè)，產(chǎn)業(yè)【短語】 基礎(chǔ)工業(yè)

16、 basic industry 重工業(yè) heavy industry 輕工業(yè) light industry 第一產(chǎn)業(yè) primary industry 第二產(chǎn)業(yè) secondary industry 第三產(chǎn)業(yè) service industry 建筑業(yè) the building industry 汽車業(yè) the car industry 飛機制造業(yè) the aircraft industry 食品加工業(yè) food processing industry 采礦業(yè) the mining industry 石油業(yè) the petroleum industry 旅游業(yè) tourist industryE

17、.price n.價格、價錢【短語】 協(xié)定價格 agreed price 全部價格 all-in price 要價 asking price 廉價 bargain price 價目表 price list 競爭價格 competitive price 成本價格 cost price 削價 cut price 打折價 discount price 出廠價 factory price 現(xiàn)價 current price 凈價 net price 零售價 retail price 零售價指數(shù) retail Price Index 批發(fā)價 wholesale price 批發(fā)價指數(shù) wholesale

18、Price Index 價格戰(zhàn) price war 價格控制 price control 價格上限 price ceiling 進口價 import price 出口價 export price 最低價格 minimum /lowest price 公平價格 fair price 虧本價格 wretch price 吸引人的價格 attractive price 平均價 average price 價格波動 price fluctuation 漲價 to increase/advance/raise a price 跌價 to reduce/lower/lessen/bring down/ r

19、ebate a price【案例】【案例】同行介紹建立業(yè)務(wù)關(guān)系敬啟者： 我們同CCPT公司成功合作多年合作多年，從該公司得知得知貴公司經(jīng)營各種紡織品材料的進出口。 我們是是英格蘭主要的羊毛毛衣制造商之一，并有有意意進口羊毛毛衣。 如果能夠提供各種毛衣的細節(jié)和價格并附帶附帶照片及規(guī)格，我們將不勝感激不勝感激，我方將很高興很高興探討貴方的銷售可能性。Answer: Dear sirs We get to knowget to know your company from from CPPT company with which we have been in good business relat

20、ions for many years ,and that you are handling are handling import and export of all textile materials. We are one of are one of the principal manufactures of wool sweater in England ,and are interested in are interested in importing sweaters made of wool. We shall be pleased to receive be pleased t

21、o receive your details and prices of various sweaters with photos and specifications. we shall be glad to be glad to study the sales possibility at your end.二、二、Self - introduction by exporterSelf - introduction by exporterA.A.自我介紹自我介紹 to introduceintroduce / recommend recommend oneself to to sb as

22、to introduceintroduce / recommend recommend oneself to to sb with/in the hope that to send send sb the introductory letter to taketake the liberty of writing toto sb Oral ExerciseOral Exercise We introduceintroduce us asas a manufacturer of cameras and our product are enjoying high reputation for th

23、eir excellent quality. We recommend recommend ourselves to you you as one of the largest computer of developing software. We introduce introduce us asas the seller in providing a wide range of office automation devices. We send send you the introductory letter .We are a state operated corporation de

24、aling in dealing in textile industrial products.Writing Exercise你公司是信譽卓著的照相機進口商，我公司愿意與你公司建立業(yè)務(wù)關(guān)系。為此，我們寄去商品目錄和價格單，以向你公司毛遂自薦。Answer:Answer:The high reputation ,which you are enjoying as camera importer, has rendered us desirous of entering intoentering into business relationship with you. Accordingly,

25、we introduceintroduce ourselves toto you by sending you our catalogs and price lists. B.表示高興的句型 to be pleased pleased to /that to be delighted delighted to/that to be glad glad to /that to be/take /have be/take /have pleasure in its a pleasure to know of/thatOral ExerciseOral Exercise We are pleased

26、 to are pleased to receive your letter of November 18,2010 asking whether we can supply you with Art.NO.60. Its a pleasure to know of your continued interest in our products. We are glad to informare glad to inform you that the goods ordered by you on April 28,have been shipped yesterday.C.C.表示感謝的句型

27、表示感謝的句型 to thank thank sb for for sth to be grateful tobe grateful to sb for for sth to be obliged to be obliged to sb for for sth to be indebted to be indebted to sb for for sth would/shall appreciate appreciate it if It It would/will/should/shall be appreciatedbe appreciated ifOral ExerciseOral Ex

28、ercise Thank youThank you for your letter of June 5. We thank you thank you for the enquiry of copper sheet for which we quote you as below , and hope to be favored with your orders. We are indebted to are indebted to you ,if you would let us have an ample Order. We shall be indebted toshall be inde

29、bted to you ,if you will make us a special offer on walnut meat. We shall appreciate that shall appreciate that you send us a copy of your catalog with details of your price and terms of payment.Writing ExerciseWriting Exercise Answer:Answer:We are urgent to need are urgent to need a large amount of

30、 Gum Rosin as per the enclosed specifications, and should be grateful be grateful if you could notifynotify us whether you are able to supply . If you can , please quotequote your best price on CIF Rotterdam basis,including price on CIF Rotterdam basis,including our 5%commission from prompt shipment

31、.our 5%commission from prompt shipment.D.catalogD.catalog n.目錄【短語短語】最新目錄 the latest catalog材料目錄 the material catalog標準化零件目錄 catalog for the standardized parts有插圖的目錄 illustrated catalog 相關(guān)詞組相關(guān)詞組 價格表 price list 產(chǎn)品手冊 manual 小冊子 pamphlet , booklet , brochure 單張說明書 leaflet 折疊式印品 folder 產(chǎn)品簡報 bulletin E.co

32、rporation n.大公司，股份制公司金融公司 finance corporation公司稅 corporation tax(CT)預(yù)付公司稅 advance corporation tax(ACT)主流公司稅 mainstream corporation tax公司所得稅 corporation income tax 派生派生 corporate corporate a.公司的 公司形象 corporate image 公司計劃 corporate planning 公司利潤 corporate profit 公司清算 corporate liquidation 公司重組 corpora

33、te reorganization【案例】【案例】參觀展位后要求建立業(yè)務(wù)聯(lián)系敬啟者： 在我方參加2008年廣州春季交易會期間參觀過你方的展位，得知得知你們生產(chǎn)復(fù)印機。 我方對高質(zhì)量的復(fù)印機需求量很大。我公司有意購買你方的產(chǎn)品，如果寄來產(chǎn)品說明書附附詳細價格表，及最新價格單我方將不勝感激將不勝感激。 如大量訂貨，請告知能提供多少折扣以及其他優(yōu)惠條款。 盼早日回復(fù)。 貝爾進口公司 采購部經(jīng)理Answer:Answer:Dear Sir, We visited visited your stall at the Spring Guangzhou Fair 2008 and noticed notic

34、ed that you manufacture photocopying machine of high quality .we are interested in are interested in your products and would be grateful would be grateful if you would send us your catalog with with full specifications and the latest price list. Please let us know what discount what discount you can

35、 give us for substantial orders as well as some other favorable terms. We look forward to receiving an early reply. Your sincerely Bell Imp.&Exp.Corp. Purchasing Manager三、三、Exporter writes to importerExporter writes to importer( (一一) Exporter s self -introduction) Exporter s self -introductionA.

36、 公司名稱的寫法公司名稱的寫法 公司名不包含人名【短語短語】 中國土畜進出口公司中國土畜進出口公司China National Native produce & Animal Native produce & Animal By-productsBy-products Imp.& Exp . Corp. 中國輕工業(yè)品進出口公司中國輕工業(yè)品進出口公司 China National Light IndustrialLight Industrial Products Imp.& Exp. Corp. 中國紡織品進出口公司中國紡織品進出口公司China National

37、 TextileTextile Imp.& Exp . Corp. 中國服裝進出口公 China National GarmentGarment Imp.& Exp . Corp. 中國電器進出口公司 China National Electric AppliancesElectric Appliances Imp.& Exp . Corp. 中國針織品進出口公司 China National Knitwear and Manufactured GoodsKnitwear and Manufactured Goods Imp.&Exp . Corp. 中國化學(xué)進

38、出口公司 China National Chemical Chemical Imp.& Exp . Corp. 公司名含有人名，不含有頭銜 公司名含有人名，含有頭銜 B.表示對什么感興趣的句型 n.某人對什么產(chǎn)生了興趣 (a)to take/feel/showtake/feel/show（ no）(a great) interest interest in (b) to be of interest be of interest to V.(vp1.18) 使某人對什么感興趣 (c)to be interested be interested in a.什么使某人產(chǎn)生了興趣 (d) t

39、o be interesting interesting to sbOral ExerciseOral Exercise The customers showshow a great interesta great interest in our new product range. Should any of the items be of interest be of interest to you, please let us know ,we shall be glad to give you our lowest quotations on receipt of your speci

40、fic enquires.The buyer is no interested interested in your offer.We are interestedinterested in importing chemicals from you.Your price is interestinginteresting to us.Writing ExerciseWriting Exercise我們多年來一直在進口插管和面罩等醫(yī)用輸氧設(shè)備。目前，我們對各種呼吸系統(tǒng)疾病治療儀產(chǎn)品感興趣，很想得到你方的目錄和報價。Answer:Answer:We have been importers of o

41、xygen delivery oxygen delivery systemssystems including cannulascannulas and masksmasks for many years. At present ,we are interested are interested inin various kinds of respiratory therapyrespiratory therapy products and would appreciateappreciate your catalog and quotations c.enclosec.enclosev.(v

42、p1,18 )1.包圍2.裝某物于信封或包裹中【基本用法】： sb enclose enclose sth sb1 encloseenclose sb2 sth enclosedenclosed please find sthOral ExerciseOral Exercise We encloseenclose a copy of our price list. Please refer to the price list enclosed enclosed in the letter of August 5.Enclosed Enclosed please findfind an invo

43、ice for 500 skin which we shipped today on board “XianYang”. EnclosedEnclosed please findplease find one set of the shipping documents covering the consignment ,which comprises: Our proforma invoice NO.801 for 500 dozen hand chiefs which we hope you will find is enclosed in order.Please check .Writi

44、ng ExerciseWriting Exercise現(xiàn)附上棉花價格單,你已了解棉花價格波動頻繁,本報價有效期不超過一星期.Answer:Answer:We encloseenclose you our price list for cotton and you will observe that it is impossible for us to keep our quotations open for a week owing to the frequent fluctuation in the market price .【案例】【案例】自薦信要求建立業(yè)務(wù)聯(lián)系敬啟者： 作為中國主要出口

45、商之一，我方主要經(jīng)營經(jīng)營瓷器。我公司歷史悠久、聲譽卓著。我們經(jīng)營中國瓷器的出口業(yè)務(wù)已超過30年。我們相信我們能使你方感到非常滿意。 為證實我方的經(jīng)營能力和財政資信，我方委托中國銀行上海分行為資信證明人。希望與貴方建立直接的貿(mào)易關(guān)系。 非常感謝貴方的早日回復(fù)。Answer:Answer: Dear sir， As one of one of the leading exporters in China ，we specialize in specialize in chinaware. Our corporation is well established and of a long histo

46、ry .We have engagedengaged in the export of Chinese chinaware for over thirty years. We are confident that we will give you full. To justify our business abilities and financial standing , we are permitted to mention the bank of China ,shanghai branch as our reference . We hope to set up set up dire

47、ct business relations with you. Your early reply will be highly appreciatedhighly appreciated. 五、五、Manufacturer Manufacturer writes writes to Importer to Importer A.InformA.Inform Vt.Vt.（vp1,12,14,16,18vp1,12,14,16,18） 告知告知 【基本用法基本用法】 to(be pleased to) , (regret to) ,(have to) to(be pleased to) , (r

48、egret to) ,(have to) inform sb that inform sb that to inform sb by (of ) sth to inform sb by (of ) sth to keep sb informed of sth to keep sb informed of sth Oral Exercise: Oral Exercise: In the meanwhile ,please keep keep us informed ofinformed of development of your market. We shall appreciate it i

49、f you can inform inform us ofof your experiences with the firm. In reply to your letter of August 18,we informinform you thatthat we have receive the information you require from Barclay Bank of London.Writing Exercise:Writing Exercise:關(guān)于我方第315號訂單執(zhí)行情況，現(xiàn)特通知你方，由于包裝馬虎，幾架照相機損壞程度很大，使我們只好削價處理。Answer:Answe

50、r:With the reference to With the reference to our order NO.315 executed by you ,we have to inform inform you thatthat owing to negligent packing ,several cameras were damaged to such an extent so that we were compelled to dispose of them at a greatly reduced price.B.productB.product N. C N. C 產(chǎn)品產(chǎn)品 ,

51、 , 產(chǎn)物產(chǎn)物【短語】【短語】 主要產(chǎn)品主要產(chǎn)品 basic product basic product 副產(chǎn)品副產(chǎn)品 by-product by-product 最終產(chǎn)品最終產(chǎn)品 end product; end product; final product; final product; finish product finish product 產(chǎn)品廣告產(chǎn)品廣告 product advertising product advertising 產(chǎn)品分析產(chǎn)品分析 product analysis product analysis 產(chǎn)品設(shè)計產(chǎn)品設(shè)計 product design product

52、 design 產(chǎn)品開發(fā)產(chǎn)品開發(fā) product development product development 產(chǎn)品系列產(chǎn)品系列 product range product range 產(chǎn)品管理產(chǎn)品管理 product management product management 產(chǎn)品組合產(chǎn)品組合 product mix product mix 國內(nèi)生產(chǎn)總值國內(nèi)生產(chǎn)總值 gross domestic product gross domestic product 【派派1 1】productionproduction n.u n.u 生產(chǎn)，制造生產(chǎn)，制造 c c 制造品制造品【短語短語】分批生產(chǎn)

53、分批生產(chǎn) batch production batch production國內(nèi)生產(chǎn)國內(nèi)生產(chǎn) domestic production domestic production大量生產(chǎn)大量生產(chǎn) mass production mass production 生產(chǎn)率生產(chǎn)率 production rate production rate 生產(chǎn)成本生產(chǎn)成本 production cost production cost 生產(chǎn)部門生產(chǎn)部門 production department production department 生產(chǎn)流水線生產(chǎn)流水線 production line production li

54、ne 生產(chǎn)經(jīng)理生產(chǎn)經(jīng)理 production manager production manager【派派2 2】 productive productive a.a.可生產(chǎn)的可生產(chǎn)的【派派3 3】productivityproductivity n. n. 生產(chǎn)能力，生產(chǎn)率生產(chǎn)能力，生產(chǎn)率【派派4 4】produceproduce n.u n.u 農(nóng)產(chǎn)品農(nóng)產(chǎn)品 v.(vp1,21) v.(vp1,21) 提出，制造提出，制造C .acquaintC .acquaint v.(vp18)v.(vp18)使某人知道，使某人知道，使某人熟知使某人熟知【基本用法】【基本用法】 to acquaint

55、sb with sth to acquaint sb with sth to acquaint oneself with sth to acquaint oneself with sth【派派1 1】acquaintanceacquaintance n.u n.u 知道知道 c c 認識的人認識的人D.itemD.item n.c n.c 商品商品; ;項目項目【短語】【短語】收取現(xiàn)金的商品收取現(xiàn)金的商品 cash item cash item賬目中的特別項目賬目中的特別項目 extraordinary item extraordinary item賬目中的支出項目賬目中的支出項目 expen

56、diture item expenditure item 【相關(guān)短語】【相關(guān)短語】goods goods 商品商品commodity commodity 商品，特別指原料商品，特別指原料, ,product product 產(chǎn)品產(chǎn)品consignment consignment 寄售貨物寄售貨物 E.E.表示滿意的句型表示滿意的句型 .u satisfaction .u satisfaction (a) Its the satisfaction to know that (b) to be the satisfaction to sb a .satisfactory a .satisfacto

57、ry (c) to be satisfactory to sb V.(vp1,12,18)satisfy V.(vp1,12,18)satisfy (d) sth satisfy sb1 (e) sb1 satisfy sb2 that (f) sb1 satisfy sb2 of sth Oral Exercise:Oral Exercise: Our business relationship with the company has has hitherto been most satisfactorybeen most satisfactory. They satisfy satisf

58、y us of of in-time delivery, moderate price, and superior quality. We hope the above is satisfactory tois satisfactory to you and will help you in making a decision.Writing Exercise:Writing Exercise:圣保羅股份有限公司以30萬英鎊的資本建立于1948年，他們的主要業(yè)務(wù)是經(jīng)營各種食品，主要和中國、日本、德國和英國進行貿(mào)易。據(jù)說他們的供應(yīng)商對與他們的貿(mào)易一直是滿意的。Answer:Answer:St.P

59、olo & Co.ltd. was establishedwas established in 1948 withwith a capital of 300,000pounds.Their chief line is in is in the import and export of all kinds of goods ,trading principally with China ,Japan ,Germany and Britain.Their suppliers business with them is reported to have been have been sati

60、sfactorysatisfactory.六、六、Letter Referring Letter Referring to the Bank Referenceto the Bank ReferenceA.A.表示希望對方提供資信狀況表示希望對方提供資信狀況的句型的句型 To supply/provide/tell/give supply/provide/tell/give sb a(an)(precise)(detailed) a(an)(precise)(detailed) information about/regarding/concerning information about/regarding/concerning to let to let sb have ha