外貿(mào)英語函電Unit 2-構(gòu)建貿(mào)易關(guān)系與資信調(diào)查

1、Unit 2 Establishing Business Relations & Inquiring Credit Reference 建立(jinl)貿(mào)易關(guān)系及信用調(diào)查Unit 2 Part 1 Establishing Business Relations1. IntroductionThe Significance of Establishing Business Relations No customer, No business.What is the Letter of Establishing Business Relations? 共三十頁1.1 The Main Channe

2、ls for Acquiring InformationTrade fair (Commodities fair); Exhibition Fair (Expo)Chamber of Commerce; Office of Commercial Counsellors; Industrial AssociationsIntroduction from your business partnersDelegation for mutual visitsMarket investigationSelf-introduction by merchants themselvesBanksAdverti

3、sements in newspapers, magazines or on TV共三十頁商務(wù)參贊，是使館中負(fù)責(zé)與駐在國外貿(mào)部門進(jìn)行聯(lián)系和交涉的外交外人員(rnyun)，一般由派遣國外貿(mào)主管部門派出。其職責(zé)是向本國主管部門報告駐在國的經(jīng)濟(jì)、貿(mào)易發(fā)展情況，準(zhǔn)備貿(mào)易協(xié)定的簽訂工作并監(jiān)督其執(zhí)行。商務(wù)參贊通常是使館商務(wù)處負(fù)責(zé)人。商務(wù)(shngw)參贊?商會 vs. 行業(yè)協(xié)會?商會，是商品經(jīng)濟(jì)的必然產(chǎn)物。一般是指商人依法組建的、以維護(hù)會員合法權(quán)益、促進(jìn)工商業(yè)繁榮為宗旨的社會團(tuán)體法人。商會是商人身份確立的過程，也是商人組織有序化的過程。行業(yè)協(xié)會，是指介于政府、企業(yè)之間，商品生產(chǎn)者與經(jīng)營者之間，并為其服務(wù)、

4、咨詢、溝通、監(jiān)督、公正、自律、協(xié)調(diào)的社會中介組織。行業(yè)協(xié)會是一種民間性組織，它不屬于政府的管理機(jī)構(gòu)系列，而是政府與企業(yè)的橋梁和紐帶。共三十頁1.2 The Main Contents of a Letter for Establishing Business Relations (重要(zhngyo)The source of the information of the addresseeThe Business scope of the focal firm and the introduction of the productThe intention of writing this l

5、etterThe reference as to the focal firms financial standing Enclosure of the catalogue, sample product, price list. A desire of establishing business relations and receiving an early reply共三十頁2. Writing Skills (重要(zhngyo)寫作步驟 表達(dá)方式 1）Telling the prospective customers how and where their names and add

6、resses are knownYour company has been kindly introduced to us by（貴公司由介紹給我們。） We learn through/fromthat（我們通過得知） On the recommendation of （由推薦）We are delighted to learned from. that. （我很高興處得知）Through the courtesy of., we are given to understand that. （承蒙我們得知）共三十頁Useful Expressions and Sentences (1) Yo

7、ur firm has been kindly recommended to us through the courtesy of the Chamber of Commerce. 承蒙(chngmng)貴國商會的介紹，我公司得知貴公司的情況。(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 relatio

8、n with us. 我們從印度駐北京大使館商務(wù)參贊處得知貴公司的名稱和地址，并獲悉貴公司愿同我們建立業(yè)務(wù)關(guān)系。共三十頁(3) We learn your company from the Internet that you are one of the leading manufactures in this line. 我們從網(wǎng)上了解到貴公司是這一行業(yè)的主要生產(chǎn)商之一。(4) Having obtained the name and address of your company from ABC trading Company, we know that you deal in text

9、iles. 通過ABC貿(mào)易(moy)公司的介紹，我們得知貴公司的名稱和地址，并獲悉你方經(jīng)營紡織品。共三十頁2）Self-introducingWe wish to introduce ourselves to you as a （我們把自己作為介紹給你們。） Our lines are mainly（我們主要從事。） fall within our business activities.（屬于我們的經(jīng)營范圍。） fall within 應(yīng)列入范圍內(nèi) (見教材P32)Articles of this kind fall within the scope of our business acti

10、vities. 此類商品在我方經(jīng)營范圍之內(nèi)。 We have been engaged for many years in the line of.（我們已經(jīng)從事多年）寫作步驟 表達(dá)方式 共三十頁(1) We have the pleasure of introducing ourselves to you as one of the leading importers in the chemical line. 我們有幸自薦，我們是經(jīng)營化學(xué)產(chǎn)品的主要(zhyo)進(jìn)口商之一。 (2) We are given to understand that you are potential buyer

11、s of Chinese Green Tea, which falls in the scope of our business activities. 據(jù)了解（我們得知），貴公司是中國綠茶的潛在買主，而中國綠茶正屬于我們的經(jīng)營范圍。 Useful Expressions and Sentences 共三十頁 (3) We are a state-owned corporation and engaged in exportation of following articles. 我們是一家國有企業(yè)，經(jīng)營以下商品的出口業(yè)務(wù)。(4) This corporation handles（deals/

12、specializes in） the import and export business of Chinese Silk Goods. 本公司經(jīng)營/專營中國絲織品的進(jìn)出口業(yè)務(wù)。(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. 現(xiàn)函告：我們公司為食品大經(jīng)銷商，在國內(nèi)擁有(yngyu)大批客戶。共三十頁3) Indicating your purpose and desireWe are willing to enter in

13、to business relations with you. Should you require. please dont hesitate to contact us. （我們愿意和貴方建立業(yè)務(wù)關(guān)系。如果你們需要,請和我們聯(lián)系）We express our desire to （我方愿意。） We are now writing you for （我們現(xiàn)寫信愿意.）We are desirous of （我方愿意。）寫作步驟 表達(dá)方式 共三十頁(1) We are writing to you in the hope of developing joint business effort

14、s for our mutual benefit.(2) We are writing to you and willing to open up a business relation with you. Should you require any further information / details / particulars, please dont hesitate to let us know.(3) We would like to take this opportunity to enter into direct business relations with you.

15、(4) Hope our mutual understanding and cooperation could result in future business.Useful Expressions and Sentences 共三十頁5） Enclosure of the catalogue, sample product, price list. (1) Please send us your catalogue and quotations. 請給我們寄你公司(n s)的商品目錄和價目單。(2) We have airmailed samples of our new articles

16、 for your reference under separate cover. 我們另航空郵寄新品種的樣品供你方參考。Useful Expressions and Sentences 共三十頁(3) We would appreciate it if you could send us an up-to-date price list for your electric products. 你們(n men)若能寄來一份電子產(chǎn)品的最新價目表，我們將非常感謝。 (4) We shall appreciate your catalogues and quotations. 如能寄你公司的商品目

17、錄和價目單當(dāng)十分感謝。 (5) Well be pleased to have your catalogues and quotations. 我們將非常樂意收到你公司的商品目錄和價目單。共三十頁6）Expressing your expectationWe look forward to receiving./hearing from you soon/in the near future. （ 希望盡快收到。）Hope to receive （希望收到。） Your early reply is highly appreciated.（盼早復(fù)。） We are anticipating y

18、our answer.（盼早復(fù)。）Anticipate 預(yù)感； 預(yù)見； 預(yù)料； 先于行動 寫作步驟 表達(dá)方式 共三十頁For letters in reply to the letters requesting for the establishment of business relations (補(bǔ)充(bchng)寫作步驟表達(dá)方式1） Expressing your thanks for the incoming letter or stating your letter-replying purposeThank you for your letter of. (感謝貴方的來函)Than

19、k you for your interest in. (感謝貴方對的興趣)We have received with thanks. (已收悉, 謝謝!）Your letter of. has been well received with thanks.（貴方的信已收悉, 謝謝!）Your letter expressing. has been received with thanks.（貴方關(guān)于的信已收悉, 謝謝!）We are thankful for your letter about/of.（謝謝你們關(guān)于的來信）In reply/response to your letter of

20、., we.（作為對你們來信的答復(fù),我們）共三十頁寫作步驟表達(dá)方式2） Expressing your agreement /desire/ wishYour wish of. coincides with ours.（你們的愿望與我們的不謀而合）This is also our desire. （這也是我們的愿望)We shall be very glad to. ( 我們將很高興)Your suggestion of. was really a good thinking. (你們的建議確實(shí)是一個好主意)共三十頁3） Indicating the action you are going

21、to takeWe are sending you. （我們將給貴方寄去）We shall be glad to have your. （我們將很高興得到貴方的）As requested, we are airmailing to you.（按要求，我們特此給您寄去）Enclosed is/are our./We enclose our.（隨函附寄）寫作步驟表達(dá)方式共三十頁Specimen Letters 1 (見教材(jioci)P25)Dear Sirs,We have obtained your address from the Commercial Counsellors Office

22、 of your Embassy in London and are now writing to you for theestablishment of business relations.We are very well connected with all the major dealers here of lightindustrial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices. As to our

23、standing, we are permitted to mention the Bank of England, London, as a reference. Please let us have all necessary information concerning your products for export. Yours faithfully,John Smith共三十頁Reply to Letters 1Dear Mr. Smith,We acknowledge with thanks the recipe of your letter of September 5, 20

24、15, informing us of your interest in our product. We look forward to establishing positive business relationship with your corporation.We are a state-owned corporation specializing in the export of Chinese light industrial products. We are convinced that, with joint efforts, business between us will

25、 be developed to our mutual benefit.As requested, a booklet including a general introduction, the scope of business and other topics are enclosed for your reference. Should you require any further information, please dont hesitate to let us know.Truly Yours,Ping Wang共三十頁Specimen Letters 2Dear Mr. Pe

26、ng,Your companys name has been given to us by the Bank of China, Shanghai Branch.We wish to buy high-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 and saucer. Also,

27、 please enclose your pricelist and all suitable illustrations. Your favorable and prompt reply would be highly appreciated. Sincerely yours,Fred Jackson 共三十頁Dear Sirs,We owe your name and address to the Commercial Counsellors Office of the Swedish Embassy in Beijing who have informed us that you are

28、 in the market for textiles. We are a private corporation, handling both the import and export of textiles. We avail ourselves to this opportunity to approach you for the establishment of trade relations with you.In order to acquaint you with our business lines, we enclose a copy of our Export List

29、covering the main items suppliable at present. Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.In our trade with merchants of various countries, we always adhere to the principle of equal

30、ity and mutual benefit. It is our hope to promote, by joint efforts, both trade and friendship.We look forward to your enquiries soon.Yours faithfully,Carl FeySpecimen Letters 3 (類似(li s)教材P34)共三十頁Unit 2 Part 2 Inquiring Credit Reference 資信(z xn)調(diào)查The Significance of Credit Enquiry 外貿(mào)企業(yè)在與從未進(jìn)行過交易的國外企

31、業(yè)做買賣前，必須先了解對方的資信狀況。 資信調(diào)查在國際貿(mào)易中是相互的，無論是對出口商還是進(jìn)口商來說，在進(jìn)行交易前需要互相提供可供資信調(diào)查的第三方的姓名（機(jī)構(gòu)名）及詳細(xì)地址。這里的第三方就是商貿(mào)活動(hu dng)中的資信證明人。23共三十頁The Information about Credit Enquiry ：(1)政治情況：包括客戶與其本國政界關(guān)系，企 業(yè)負(fù)責(zé)人參加的黨派等。(2)經(jīng)營范圍：包括客戶的業(yè)務(wù)范圍、是終端用 戶還是中間商，經(jīng)營方式等。(3)資信情況：包括客戶的資金、資產(chǎn)負(fù)債情況 以及聲譽(yù)、信用等。(4)經(jīng)營能力：指客戶的銷售渠道(qdo)、運(yùn)營能力等。24共三十頁The Ch

32、annels of Credit Enquiry 應(yīng)用最廣泛的是通過銀行調(diào)查。不過，銀行一般不直接回答私人查詢。以此，如果賣方想得到資信證明書，就必須到自己的銀行，借助于該銀行來獲取未來顧客的資信情況。此外，還包括：商會或有關(guān)的行業(yè)工會（Chamber of commerce）咨詢機(jī)構(gòu)（Enquiry agencies）我國的駐外商務(wù)機(jī)構(gòu)（Chinese commerce agencies in foreign countries）外國(wigu)的駐華商務(wù)機(jī)構(gòu)（Foreign countries commerce agencies in China）國內(nèi)外咨詢公司（Enquiry compa

33、nies at home and abroad）25共三十頁Steps writing Letters of Credit Enquiry (1)調(diào)查的原因，并表明要求得到某一公司的資信(z xn)資料。As we are on the point of transacting some important business with others, we should like to know exactly how their credit stands. (2)請求獲得相關(guān)資信的細(xì)節(jié)。Before we grant credit of this amount, we should be

34、obliged for any information you can give us about their financial standing, the extent of their business, and their reputation for meeting obligations.26共三十頁(3)保證保密(bo m)Any information you give us will be highly appreciated and kept in strict confidence.Any information you may give us will be treated as strictly confidential and expenses concerned with this inquiry will be gladly paid by us upon receipt of your bill. (4)表達(dá)感激Thank you for help in this matter.We are looking forward to your earliest reply.We thank you in