外貿(mào)函電第二版-Unit02建立業(yè)務(wù)關(guān)系備課講稿

Unit2EstablishingBusinessRelations

建立(jiànlì)業(yè)務(wù)關(guān)系第一頁，共40頁。2.1Introduction（簡介(jiǎnjiè)）目的：了解如何(rúhé)撰寫建立最初的業(yè)務(wù)關(guān)系的信函，同時如何(rúhé)對客戶的資信情況、經(jīng)營范圍進(jìn)行調(diào)查。第二頁，共40頁。進(jìn)出口雙方可以通過(tōngguò)以下渠道來相互了解：（1）銀行（Bank）（2）商會（ChamberofCommerce）（3）商務(wù)參贊處（CommercialCounselor’sOffices）（4）交易會和展覽會（ExportCommoditiesFairs&Exhibitions）（5）廣告（Advertisement）（6）商業(yè)目錄（TradeDirectory）（7）其他渠道:網(wǎng)絡(luò)、代理商等第三頁，共40頁。寫信(xiěxìn)要點（WritingSkills）信息來源：告訴對方我方是如何獲悉對方的地址和經(jīng)營范圍的。寫信目的：表示我方有與對方建立業(yè)務(wù)關(guān)系和合作的強(qiáng)烈愿望。本公司概述：介紹本公司的性質(zhì)、基本業(yè)務(wù)情況和經(jīng)營范圍。產(chǎn)品介紹：說明希望推銷或購買的產(chǎn)品。必要時可向?qū)Ψ教峁┵Y信證明人，以便對方了解我方的資信情況。要求寄送有關(guān)(yǒuguān)資料和表達(dá)愿望：附寄公司簡介、商品目錄、價目表和小冊子等，以便對方全面了解我方信息。4第四頁，共40頁。2.2WritingSkills（寫作技巧）建立業(yè)務(wù)關(guān)系信函(xìnhán)的寫作步驟及常見表達(dá)方式：寫作步驟表達(dá)方式（1）說明信息來源（告知對方你從何種渠道得知對方公司的情況）Yourcompanyhasbeenkindlyintroducedtousby…（貴公司由……介紹給我們。）Welearnthrough/from…that…（我們通過……得知……。）Ontherecommendationof…（由……推薦……）第五頁，共40頁。Usefulexpressionsandsentences1、信息(xìnxī)來源：我們從……得知；通過……我們了解到(1)YourfirmhasbeenkindlyrecommendedtousthroughthecourtesyoftheChamberofCommerce.承蒙貴國商會的介紹，我公司得知貴公司的情況。6第六頁，共40頁。(2)WehaveobtainedyournameandaddressbytheCommercialCounselor’sOfficeoftheIndianEmbassyinBeijingandunderstandthatyouwouldliketoestablishabusinessrelationwithus.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(míngchēng)和地址，并獲悉貴公司愿同我們建立業(yè)務(wù)關(guān)系。7第七頁，共40頁。(3)WelearnyourcompanyfromtheInternetthatyouareoneoftheleadingmanufacturesinthisline.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)Havinghad/obtainedthenameandaddressofyourcompanyfromABCtradingCompany,weknowthatyoudealintextiles.通過ABC貿(mào)易公司的介紹，我們得知(dézhī)貴公司的名稱和地址，并獲悉你方經(jīng)營紡織品。8第八頁，共40頁。dealin買賣，經(jīng)營；經(jīng)售；經(jīng)銷Thatshopdealsinmen'sclothing.那家商店經(jīng)營男士服裝。Thesharesofthatcompanyhavenotbeendealtinforsometime.那家公司的股票(gǔpiào)有好些日子沒有經(jīng)營了。9第九頁，共40頁。（2）對你的公司做簡單的介紹（例如公司的業(yè)務(wù)范圍等）Wewishtointroduceourselvestoyouasa…（我們把自己作為……介紹給你們。）Ourlinesaremainly…（我們主要從事……。）…fallwithinourbusinessactivities.（……屬于我們的經(jīng)營范圍。）fallwithin應(yīng)列入…范圍內(nèi)

Articlesofthiskindfallwithinthescopeofourbusinessactivities.此類商品在我方經(jīng)營范圍之內(nèi)。

第十頁，共40頁。2、自我介紹.(公司經(jīng)營管理范圍等)(1)Wehavethepleasureofintroducingourselvestoyouasoneoftheleadingimportersinthechemicalline.我們有幸自薦，我們是經(jīng)營化學(xué)產(chǎn)品的主要進(jìn)口商之一。(2)Weareastated-ownedcorporation,engagedinexportationoffollowingarticles.我們是一家國有企業(yè)，經(jīng)營以下商品的出口業(yè)務(wù)(3)WearegiventounderstandthatyouarepotentialbuyersofChineseGreenTea,whichfallsinthescopeofourbusinessactivities.據(jù)了解，貴公司是中國綠茶的潛在買主(mǎizhǔ)，而中國綠茶正屬于我們的經(jīng)營范圍。(4)Thiscorporationhandles/deals/specializesintheimportandexportbusinessofChineseSilkGoods.本公司經(jīng)營/專營中國絲織品的進(jìn)出口業(yè)務(wù)。11第十一頁，共40頁。(5)Wearewritingtointroduceourselvesaslargedealersinfoodstuffswithgoodconnectionsinthecountry.現(xiàn)函告：我公司為食品(shípǐn)大經(jīng)銷商，在國內(nèi)擁有大批客戶。12第十二頁，共40頁。（3）表達(dá)寫信目的Wearewillingtoenterintobusinessrelationswithyou.（我們愿意和貴方建立業(yè)務(wù)關(guān)系。）Weexpressourdesireto…（我方愿意……。）Wearenowwritingyoufor…（我們現(xiàn)寫信愿意……。）Wearedesirousof…（我方愿意……。）第十三頁，共40頁。3、寫信的目的(mùdì)：建立業(yè)務(wù)關(guān)系(1)Wearewritingtoyouinthehopeofenteringintobusinessrelationswithyou.茲寫信給貴方希望建立業(yè)務(wù)關(guān)系。(2)Wearewritingtoyouandwillingtoopenupabusinessrelationwithyou.茲寫信給貴公司以期與貴公司建立業(yè)務(wù)聯(lián)系。(3)Wewouldliketotakethisopportunitytoestablishbusinessrelationswithyou.我們愿借此機(jī)會與貴公司建立業(yè)務(wù)聯(lián)系。14第十四頁，共40頁。（4）表達(dá)與對方合作及早日收到回復(fù)的愿望Welookforwardtoreceiving…（希望早日收到……。）Hopetoreceive…（希望收到……。）Yourearlyreplyisappreciated.（盼早復(fù)。）Weareanticipatingyouranswer.（盼早復(fù)。）Anticipate預(yù)感；預(yù)見；預(yù)料；先于…行動

第十五頁，共40頁。5：要求寄送/主動寄送有關(guān)資料(1)Pleasesendusyourcatalogueandquotations.請給我們寄你公司的商品目錄和價目單.(2)Wehaveairmailedsamplesofournewarticlesforyourreferenceunderseparatecover.我們另航空郵寄新品種的樣品(yàngpǐn)供你方參考。(3)Wewouldappreciateitifyoucouldsendusanup-to-datepricelistforyourelectricproducts.你們?nèi)裟芗膩硪环蓦娮赢a(chǎn)品的最新價目表，我們將非常感謝。16第十六頁，共40頁。(4)Weshallappreciateyourcataloguesandquotations.如能寄你公司(ɡōnɡsī)的商品目錄和價目單當(dāng)十分感謝。(5)We’’llbepleasedtohaveyourcataloguesandquotations.我們將非常樂意收到你公司(ɡōnɡsī)的商品目錄和價目單。17第十七頁，共40頁。enclosev.把…封上，隨函附寄Weencloseacopyofourquotation.EnclosedpleasefindourSalesConfirmation.enclosure:n.附件(fùjiàn)，裝入物TheenvelopecontainsacheckforUSD300asanenclosure.18第十八頁，共40頁。回復(fù)建立業(yè)務(wù)(yèwù)關(guān)系信函的寫作步驟及常見表達(dá)方式：寫作步驟表達(dá)方式（1）感謝對方對你公司的興趣Thankyoufor…（感謝你方……。）Thankyouforyourinterestin…（感謝你們對……的興趣。）Wehavereceived…（我們已收到貴方……。）YourletterofAugust8hasbeenreceivedwiththanks.（感謝貴方8月8日的來信。）第十九頁，共40頁。（2）表示對對方建立業(yè)務(wù)關(guān)系意愿的興趣Yourwishofestablishingbusinessrelationscoincideswithours.（你們建立業(yè)務(wù)關(guān)系的愿望和我們不謀而合。）Thisisalsoourdesire.（這也是我們的愿望。）Weshallbeverygladtoenterintobusinessrelationswithyou.（我們將非常高興與你們建立業(yè)務(wù)關(guān)系。）第二十頁，共40頁。（3）表示采取進(jìn)一步的行動

Wearesendingyouourcatalogueandpricelist…（我們將給你方寄去我們的目錄和價格表。）Weshallbegladtohaveyourspecificinquiry.（我們將很高興得到你方的具體價。）第二十一頁，共40頁。2.3SpecimenLetters（樣函)

Letter1：AfirmwritestoafirmconcernedDearMr.Peng,Yourcompany’snamehasbeengiventousbytheBankofChina,ShanghaiBranch.Wewishtobuyqualityteaandcoffeecupsandsaucersofdifferentshapesfullydecoratedwithflowersorotherdesigns.Ifyoucansupplythistypeofmerchandise,kindlyairmailusasamplecupandsaucer.Also,pleaseenclose1yourpricelistandallsuitableillustrations.Weawaityourearlyreply.Sincerelyyours,FredJackson

第二十二頁，共40頁。Letter2：AreplytotheaboveDearMr.Jackson,Wehavereceivedyourletterwiththanks.Wearegladtoinformyouthatwecansupplyqualityteaandcoffeecupsandsaucers2ofdifferentshapesfullydecoratedwithflowersorotherdesigns.Weareconfidentthatourproductswillmeettherequirementsofthemarket.Enclosedpleasefindacatalogueandpricelistoftheproductsyourequire.Wearesendingyoubymailthesamplesyouneed.Waitingforyourorder.Sincerelyyours,XianjinPeng第二十三頁，共40頁。informv.通知，告訴Weshallinformyouofthenameofthecompany.Hrmsbofsth通知某人某事Information:n.信息，資料(zīliào)，情報Wearegratefultoyouforallyourinformationontherecentdevelopmentinyourmarket.ForfullerinformationpleasecontactourbranchinHongKong.Letter2(1)第二十四頁，共40頁。meettherequirementmeetrequirementofmeetone`srequirementLetter2(2)第二十五頁，共40頁。Letter3：AfirmwritestoafirmconcernedDearMr.Leeds,WehaveobtainedyouraddressfromInternetandarenowwritingtoyoufortheestablishmentofbusinessrelations.Weareverywellconnectedwith3allthemajordealershereoflightindustrialproducts,andfeelsure4wecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.Pleaseletushaveallnecessaryinformationconcerningyourproductsforexport.Yoursfaithfully,PingWang第二十六頁，共40頁。Letter4：AreplytotheaboveDearMr.Wang,Wethankyouforyourletterandshallbepleasedtoenterintobusinessrelationswithyou.Asrequested5,wearesendingyoubyanothermailourlatestcataloguesandpricelists6ofourexports.Ifyoufindbusinesspossible,pleasewritetous.Sincerelyyours,JohnLeeds第二十七頁，共40頁。Letter5：Anexporterwritestohisbank

DearSirorMadam,Wethankyouforyourcooperationforourbusiness.Nowwearekeenlydesirousofenlargingourtradeinvariousagriculturalproducts,butunfortunatelyhavehadnogoodconnectionsinthesouthernpartofRussia.Therefore,weshallbeobligedifyouwillkindlyintroduceustosomeofthemostcapableandreliableimportersinthedistrictwhoareinterestedintheselinesofgoods.Yourfavorableinformationwillbeappreciated.Yoursfaithfully,LeonAllen第二十八頁，共40頁。bedesirousofsth.想要某物(mǒuwù)bedesirousofdoingsth.渴望做某事bedesiroustodosth.渴望做某某事Marybedesirousofchangingherjob.瑪麗渴望更換她的工作。Heisthelastpersontobedesirousoffame.他是最不愿意出名的人。Letter5(1)第二十九頁，共40頁。enlargeon/upon詳述，細(xì)說Iwouldliketoenlargeonthistopic.我想就這一主題進(jìn)行(jìnxíng)詳述。enlargeon進(jìn)一步詳細(xì)論述(問題等)Ineednotenlargeonthismatter;youallknowmyviews.關(guān)于此事我不必詳述,你們都知道我的意見。Letter5(2)第三十頁，共40頁。linen.行業(yè)(hángyè)，生意，（商品的）種類，航線，短函lineofbusiness業(yè)務(wù)范圍inlinewith相一致outofline與….不相符合Fullline經(jīng)營各種貨物Bestline高級品Letter5(3)第三十一頁，共40頁。Letter6：AreplytotheaboveDearMr.Allen,Referring7toyourletter,wearepleasedtointroducetoyouthefollowingfirms:（1）TheABCCorp.,（Address:…）（2）Messrs.Wolf&GreenCo.,（Address…）（3）ThePacificCo.,（Address…）Wehopethisinformationwillproveusefultoyou.Yoursfaithfully,MarkGranger第三十二頁，共40頁。Referto1.提及；涉及，談到，提到；關(guān)系到Don'trefertothematteragain.不要再提這件事了。2.暗指Doesyourremarkrefertoallofus?你的評論是針對我們所有的人的嗎?3.有關(guān),針對Thenewlawdoesnotrefertolandusedforfarming.那條新法律并不涉及耕種用地。4.提交…作處理〔決定〕HereferredthecasetotheHighCourt.他把案子提交給高級(gāojí)法庭處理。Letter6(1)第三十三頁，共40頁。5.查閱;參考Refertothedictionarywhenyoudon'tknowhowtospellaword.當(dāng)你不知道怎么拼寫一個(yīɡè)詞時,查閱一下詞典。6.(把…)歸因〔功〕于…Somepeoplereferallthetroublestobadluckinsteadoflackofability.有些人把自己所有的苦惱都?xì)w咎于運氣不佳,而不認(rèn)為是缺乏能力。7.向…求助Hereferredtomeforinformation.他向我打聽消息。8.指…而言(as)Allhisclassmatesreferredtohimas“Blackbeard.”他的同學(xué)都稱他為“黑胡子”。Letter6(1)第三十四頁，共40頁。Letter7：AfirmwritestoafirmconcernedDearMr.Kevin,WehaveobtainedyournameandaddressfromAristoShoes,Milan,andwearewritingtoenquire8whetheryouwouldbewillingtoestablishbusinessrelationswithus.Wehavebeenimportersofshoesformanyyears.Atpresent,weareinterestedinextendingourrange9andwouldappreciateyourcataloguesandquotations.Ifyourpricesarecompetitivewewouldexpecttotransactasignificantvolumeofbusiness.Welookforwardtoyourearlyreply.Trulyyours,PerAnderson第三十五頁，共40頁。Letter8：AreplytotheaboveDearPer,Thankyourforyourletterofthe16thofthismonth.Weshallbegladtoenterintobusinessrelationswithyourcompany.Incompliancewith10yourrequest,wearesendingyouourlatestillustratedcatalogue11andpricelistcoveringourexportrange.Paymentshoul