establish business relations建立外貿(mào)關系

establishbusinessrelations建立外貿(mào)關系第1頁/共64頁IntroductionVariousChannelsLanguagePoints第2頁/共64頁Introduction第3頁/共64頁TrilogyIntentionactionestablishment第4頁/共64頁第5頁/共64頁第6頁/共64頁第7頁/共64頁第8頁/共64頁第9頁/共64頁第10頁/共64頁第11頁/共64頁第12頁/共64頁VariousChannels第13頁/共64頁第14頁/共64頁Pro-Action第15頁/共64頁Mode1:ImporterWritestoExporterDearSirs,WehaveobtainedyouraddressfromtheCommercialCounsellerofyourEmbassyinLondonandarenowwritingyoufortheestablishmentofbusinessrelations.Weareverywellconnectedwithallthemajordealershereoflightindustrialproducts,andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.Pleaseletushaveallnecessaryinformationregardingyourproductsforexport.yourfaithfully,SourceofinformationIntentionthebusinessscopeofhisfirm第16頁/共64頁Mode2:ExporterWritestoImporterDearSirs,YourfirmhasbeenrecommendedtousbyJohnMorris&Co.,withwhomwehavedonebusinessformanyyears.WespecializeintheexportationofChineseChemicalsandPharmaceutcals,whichhaveenjoyedgreatpopularityinworldmarket.Weencloseacopyofourlatestcatalogueforyourreferenceandhopethatyouwouldcontactusifanyitemsisinterestingtoyou.Wehopeyouwillgiveusanearlyreply.Yoursfaithfully,SelfintroductionSourceofinformationIntention第17頁/共64頁

Advertisements

(NewspaperorTV)

Internet

BroadcastMedia第18頁/共64頁AdvertisementsE.g:Weoweyournameand addresstotheChinaDaily.

(newspaper)第19頁/共64頁第20頁/共64頁第21頁/共64頁InternetE.g: HavingobtainedyournameandaddressfromMade-in-C,wearewriting

youinthehopeofestablishingbusiness

relationswithyou.第22頁/共64頁FamousWebsites阿里巴巴

：

中國制造網(wǎng)：

亞洲產(chǎn)品網(wǎng)

：www.asianproducts.co福步論壇：第23頁/共64頁第24頁/共64頁第25頁/共64頁第26頁/共64頁第27頁/共64頁

Intermediary

1CooperationPartners2

Agent3Thecommercialcounsellor'soffice4

Bank第28頁/共64頁CooperationPartnersEg:SincewehavetradewithXXcompanyformanyyears,they

recommendyouresteemcompanytous.Currently,weareworkingontradeinXX,andneverassociatewithyourfirmbefore.第29頁/共64頁AgentEg:

Wehaveobtainedyouraddressfromyouragent.Weareinterestedinyourproduct,andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.第30頁/共64頁Thecommercialcounsellor'sofficeEg:weoweyournameandaddresstotheCommercialCounsellor’sofficeoftheSwedishembassyinBeijingwhohaveinformedusthatyouareinthemarketfortextiles.第31頁/共64頁BankEg:YouwererecommendedtousbytheCitibank,whichtoldusthatyouareaprospectivebuyeroftextilesandcottonpiecegoods.Andtheseitemsfallwithinthebusinessscopeofourcorporation.第32頁/共64頁FieldSurvey第33頁/共64頁①

Makeabusinessresearchtripe.g.:ThewriterisleavingforJapanona

businessresearchtripveryshortlyandexpectstoarriveinTokyosometimearoundDecember15.

第34頁/共64頁②Attendanceat

fairs.e.g.:WeareindebtedtotheCantonFairforyournameandaddress.第35頁/共64頁

廣交會現(xiàn)場第36頁/共64頁LanguagePoints第37頁/共64頁1.owev.

應該把…歸功于（后接介詞to）

Heoweshissuccesstotheopen-policy.

他把他的成功歸功于開放政策。tooweyournameandaddressto

承蒙…告知貴公司行名和地址（獲悉貴公司行名和地址要感激…）第38頁/共64頁類似的表達法tobeindebtedto…foryournameandaddresstocometoknowthenameandaddressofyourfirmthroughthroughthecourtesyof…wecometoknowyournameandaddresstoberecommendedtosb.by…WeoweyournameandaddresstotheChamberofCommerceinyourcity.第39頁/共64頁2.handlev.經(jīng)營（某種或某類商品）類似的表達法：totradeinbeinlinetodealinEg.Weareastate-operatedcompany,handlingexclusivelytheimportandexportofCottonPieceGoods.

我們是國營公司，專門經(jīng)營棉布的進出口業(yè)務。第40頁/共64頁3.acquaintv.

熟悉；了解

toacquaintsb.withsth.使某人了解某事be/getwellacquaintedwithsth.熟悉（了如指掌）Eg.Wewanttoacquaintourselveswiththesupplypositionofcrudeoilinyourcountry.

我們想了解貴國的原油供應情況。第41頁/共64頁4.tradev.n.

交易，貿(mào)易

totradeinsth.經(jīng)營某種生意totradewithsb.與某人做生意Eg.TheymainlytradewithJapanesefirms.

他們主要和日本商行進行貿(mào)易。第42頁/共64頁5.comeundertherangeofone’sbusinessactivities屬于某人的經(jīng)營范圍=fallwithinthescopeofone’sbusinessactivities=liewithinthescopeofone’sbusinessactivities第43頁/共64頁6.

beinaposition

能夠注：強調(diào)能做某事的關鍵因素是所處的地位，在其“位”謀其“政”而不是靠主觀努力所能達到的,因此不能接條件從句。beinapositiontodosth.能夠benotinaposition/innopositiontodosth.不能做某事beinagoodpositiontodosth.很有能力做某事，完全能做某事beinadifficultpositiontodosth.很難做某事Eg.Wearenotinapositiontoacceptyourduplicateorderasthegoodsyourequiredareoutofstock.

我們無法接受你方重復訂單，因為你所要求的貨物已沒有庫存。第44頁/共64頁

7.approachv.

接洽，聯(lián)系；臨近approachsb.forsth為某事與某人接洽，聯(lián)系Thesellingseasonisapproaching,manyclientsapproachusforoffers.

銷售季節(jié)日益臨近，許多客戶與我方接洽索要報盤。第45頁/共64頁8.should引導的條件從句，相當于if但比if要客氣委婉，常用于商務英語Eg.Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.

倘若你方價格具有競爭性而且交貨期可接受的話，我們有意向你方大量訂購。第46頁/共64頁9.Quotationn.

報價

make(send,give,cable,fax)sbaquotationforsth向某人就某種商品報價用介詞for：

PleasemakeusyourlowestquotationforMen’sShirts.

請向我方報男式襯衫的最低價。買方提及賣方報價時用介詞of：

YourquotationofMen’sLeatherShoesistoohightobeacceptable.

你方男式皮鞋的報價太高難以接受。第47頁/共64頁10.Keenestn.

渴望的;低廉的；keenestprice=lowestprice

最低價格，克己價格注：在商業(yè)英語中，買方一般不用lowestprice來形容賣方的產(chǎn)品，因為lowestprice有貶低對方產(chǎn)品質(zhì)量的嫌疑。awaitwithkeeninterest

殷切地期待

withakeendesiretodosth

急切地要做某事Eg.Wearelookingforwardtoyourearlyreplywithkeeninterest.

殷切期待你方早日答復

第48頁/共64頁enclosev.隨函附上,后接介詞with(herewith)或inWeencloseacopyofourlatestcatalogueforyourreference.

隨函附上我方最新的目錄冊以供你方參考。enclosed作表語時，常倒裝置于句首Eg.Enclosedistheduplicationofourcountersignedsalescontract.

隨函附上業(yè)經(jīng)我方會簽的銷售合同。enclosed作賓語補語時

Eg.Enclosedpleasefindacopyofourpricelist.

隨函附上我方的價格表一份，請查收。第49頁/共64頁12.referv

咨詢；查詢

（后接介詞to）DifferentmeaningsA.Wereferyouto（參閱）ourletterofDecember22.B.Wereferto（關于）yourletterofDecember22.C.Yourenquiryforwalnutshasbeenreferredto（轉(zhuǎn)交）usforattention.D.Wewishtoreferyoutoourbank.(詢問)Eg.Astoourcreditstanding,youmayrefertotheBankofChina.

關于我方的資信狀況，請向中國銀行查詢。第50頁/共64頁

ContentsofCreditInquiry

Howlonghaveyoubeeninbusinessrelationswiththefirm?貴公司與該公司業(yè)務往來有多久？Whatcreditlimithaveyouplacedontheiraccount?

貴公司給該公司的信貸額有多大?

Howpromptlyaretermsmet?

該公司還賬是否及時？Whatamountiscurrentlyoutstanding?

目前該公司欠賬有多少？第51頁/共64頁14.描述商品時有用的表達WideinrangeFineinqualityModerateinpriceNovelindesignBeautifulinpatternsElegantinstyleMatchingincolorSkillfulinworkmanship種類繁多質(zhì)地優(yōu)良價格公道設計新穎式樣優(yōu)美款式雅致色澤和諧做工講究第52頁/共64頁Summary----UsefulExpression

第53頁/共64頁1）SourceofinformationWeoweyournameandaddressto…Weobtainyournameandaddressfrom…

Throughthecourtesyof…,wecometoknowyournameandaddress.Youwererecommendedtoourcompanyby…Havinghadyournameandaddressfrom…Welearnedfrom…thatyouareproducingshoes

第54頁/共64頁2）BriefintroductionofowncompanyWewouldliketointroduceourselvestoyouasacorporationspecializingintheexportbusinessofelectricandelectronicequipment.Wewouldliketoofferyouourservicesasatradingfirm,andwouldmentionthatwehaveexcellentconnectionsinthetradeandarefullyexperiencedintheimportbusinessforthiskindofproduct.Ourcorporationspecializesintheexportoftextiles.OurcompanywaslistedontheNewYorkStockExchangein1999.第55頁/共64頁3）TheintentionofwritingtheletterWeareinterestedinestablishingbusinessrelationswithyourcorporationforthepurposeofsupplyingyouthecommoditiesyouwant.Wewouldliketoofferyouourservicesasatradingfirm,and…Wearewritingtoyouinthehopethatwecanopenupbusinessrelationswithyourfirm.Inordertoextendourexportbusinesstoyourcountry,wewishtoenterintodirectbusinessrelationswithyou.第56頁/共64頁4）Provideoraskforcatalogue,pricelistandsamplesTogiveyouageneralideaofourproducts,wearesendingyou,underseparatecover,ourlatestcataloguetogetherwitharangeofpamphletsforyourreference.Weareenclosingacatalogueandaprice-listforyourreference,sothatyoumayacquaintyourselveswithsomeoftheitemswehandle.Inordertogiveyouageneralideaofourcannedgoods,wearesendingyoubyseparateairmailacopyofourlatestcatalogue.Quotationsandsampleswillbesenttoyouuponreceiptofyourspecificenquires.第57頁/共64頁5）

ProvidereferenceaboutfinancialstandingorcreditIfyouneedmoreobjectiveinformationconcerningourcredit,pleaserefertotheMidlandBank,London.Concerningourfinancialstatusandreputation,pleasedirectallinquiriestoBankofChina,B