外貿(mào)函電與單證第2章-

學(xué)習(xí)要點(diǎn)掌握建立業(yè)務(wù)關(guān)系的常用句型。掌握以下詞匯的含義和用法：establish,

business

relation,

address,

financiamanufacturer,

specialize,

catalogue,

contact,reputation,

status,

sales

promotion,

product掌握查詢信的書寫方式，并能回復(fù)查詢信。掌握銷售信的書寫方式。Pre-study

Terms

to

learnestablish

business

relations(建立業(yè)務(wù)關(guān)系):即確定貿(mào)易對象。在一般情況下，雙方通過各自的介紹或第三者的介紹，先摸清對方的資金信用、經(jīng)營能力和業(yè)務(wù)范圍等重要條件，然后再進(jìn)行實(shí)質(zhì)性的業(yè)務(wù)商討。Statusenquiry（資信調(diào)查）：指商家在交易的過程中，一方委托第三方專業(yè)服務(wù)機(jī)構(gòu)對另一方的資歷、信用等方面所做的調(diào)查報(bào)告，用以幫助決策人在選擇貿(mào)易伙伴、簽約、確定交易方式或者處理逾期帳款、糾紛等決策過程中的參考，它是企業(yè)信用風(fēng)險(xiǎn)管理服務(wù)中的一項(xiàng)最普遍、最基本的業(yè)務(wù)。Think

and

DiscussHow

can

a

correspondence

create

a

good

willand

leave

a

good

impression

on

the

reader?2.1請求建立業(yè)務(wù)關(guān)系Specimen

1 詞匯：1.

address [

"dres]n.地址,通訊處potential[p"ten()l]adj.可能的,潛在的n.潛力,潛能leading ["li:di] adj.領(lǐng)導(dǎo)的,主要的manufacturer[.m?nju"f?kt

r]n.制造商motorcycle["m

ut

saikl]n.摩托車attach["t?t∫] v.附上,系上,貼上catalogue["k?t

l

g] n.目錄,總目v.編入目錄range[reind] n.范圍,行列,射程v.排列,歸類于,延伸pamphlets["p?mflit] n.小冊子contact["k

nt?kt] n.vt..接觸,聯(lián)系Specimen

1Note(注釋)We

come

to

know

the

name

and

address

of…from… 我們從…知道了….的名稱和地址。the

leading

manufacturers

and

exporters主要的（一流 的）生產(chǎn)商和出口商give

sb.a

general

idea

of

sth.讓某人大體了解某事be

of

interest

to

sb.某人對….感興趣together

with同...一起,連同look

forward

to

vt.展望(期待)Specimen

2Vocabulary1.courtesy [‘k

:tisi]n.禮貌,好意,恩惠

2.commercial[k‘m:l]adj.商業(yè)的n.商業(yè)廣告3.counselor[‘kauns

l]n.顧問,參事,法律顧問4.establish

[is‘t?bli]v.建立,確立,創(chuàng)辦relation[ri‘lei

n]n.關(guān)系specialize[‘spe

laiz]v.特殊化，專業(yè)hi-tech[hai‘tek] adj.高技術(shù)的standing[‘st?ndi] n.起立,持續(xù),身份9.reputation

[.repju(:)‘tei

n]n.名譽(yù),名聲sample

[‘s?mpl]article

["ɑ:tik

l]n.樣品,標(biāo)本n.文章,物品,條款,冠詞Note

(注釋)through

the

courtesy

of…承蒙…的介紹E.g.:

through

the

courtesy

of

Matons

Co.,

Inc.,we

have

known

the

name

and

address

of

yourcompany.承蒙Matons有限公司的介紹，我們得到了你們公司的行名和地址。the

Commercial

Counselor’s

OfficeSpecimen

2Note(注釋)through

the

courtesy

of…承蒙…的介紹the

Commercial

Counselor’s

Office商務(wù)參贊處establish

business

relations

with…和…建立商業(yè)聯(lián)系establish

direct

business

relations

with…和…建立直接的商業(yè)聯(lián)系specialize

in專攻,專門從事于(某一科目),專門研究long

standing

and

high

reputation聲譽(yù)卓著It‘s

our

pleasure

to… …是我們的榮幸notebook

computer

筆記本電腦portable

computer--手提電腦,便攜式電腦sample

book樣書Summary建立業(yè)務(wù)關(guān)系的信函一般包括如下內(nèi)容：

1.信息來源致函目的本公司概述產(chǎn)品介紹激勵(lì)性結(jié)尾Some

Useful

SentenceBy

the

courtesy

of

…,

we

are

given

to

understand

the

name

andaddress

of

your

firm.承蒙……的介紹，我們得知貴公司的名稱和地址。We

are

willing

to

enter

into

business

relations

with

your

firm.我們愿意與貴公司建立業(yè)務(wù)關(guān)系。Your

firm

has

been

introduced

(recommended,

passed

on)

to

usby

…..……向我方介紹了貴公司。We

shall

be

glad

to

enter

into

business

relations

with

you.我們很樂意同貴公司建立業(yè)務(wù)關(guān)系。We

are

now

writing

you

for

the

purpose

of

establishing

businessrelations

with

you.我們特此致函是想與貴方建立業(yè)務(wù)關(guān)系。We

specialize

in

the

export

of

…and

would

like

to

trade

with

youin

this

line.鑒于我方專營…….出口業(yè)務(wù)，我方愿與貴方在這方面開展貿(mào)易。Our

lines

are

mainly…..我們經(jīng)營的商品主要是……..We

have

been

in

this

line

of

business

for

more

than

twenty

years.我們經(jīng)營這類商品已有二十多年的歷史了。In

order

to

acquaint

you

with

…

we

handle,

we

take

pleasure

insending

you

by

air

our

latest

catalogue

for

your

perusal.為了使貴方對我方經(jīng)營的…….有所了解，特航寄我方最新目錄,供細(xì)閱。We

would

like

to

ask

you

to

kindly

send

us

the

relatedinformation.我們希望你們能將相關(guān)資料寄給我們。KeysI

Basic

Training1.Translate

the

following

terms

and

expressionsA.

Into

EnglishSample

catalogue specialize

in potential

buyerwith

longstanding

and

good

reputationchamber

ofPamphlet

manufacturer

exporter notebook

computercommerceB.

Into

Chinese使某人感興趣 承蒙 高科技產(chǎn)品 商務(wù)參贊處一系列和，與，一起與……建立業(yè)務(wù)關(guān)系 讓某人大概了解 聯(lián)系某人期待Choose

the

suitable

expression

for

each

blank1）C

2)

D

3)

A

4)

B

5)B

6)

A

7)

BFill

in

the

blanks

with

the

following

words

orexpressions.1)

established

2)

contact

3)

reputation

4)

manufacture5)

sample

6)

potential

7)

articles

8)

a

range

of

9)

togewithKeys4.

Translate

the

following

Chinese

into

EnglishWe’ve

come

to

know

your

name

and

address

from

the

CommercialCounselor’s

Office

of

the

British

Embassy

in

Beijing.We

are

willing

to

enter

into

business

relations

with

your

firm.Through

the

courtesy

of

Chamber

of

Commerce

in

London,

we

haveunderstood

the

name

and

address

of

your

company.We

attach

our

catalogue

in

order

to

give

a

general

idea

of

ourproducts.We

have

learned

from

Mr.

Smith

that

you

are

willing

to

establishbusiness

relations

with

us.We

have

specialized

in

this

line

for

many

years.We

are

a

leading

manufacturer

of

high-tech

products.We

are

interested

in

your

silk

products.KeysLetter-writing

practiceDear

Sirs,We

have

your

name

and

address

from

the

Commercial

Office

of

Chinese

Embassy

in

Pakistan.

Wetake

this

opportunity

to

write

to

you

with

a

view

to

set

up

friend

business

relations

withWe

are

a

state-owned

company

dealing

specially

with

the

export

of

table

cloth.

We

are

in

aposition

to

accept

orders

according

to

the

customer"s

samples.In

order

to

give

you

a

general

idea

of

various

kinds

of

the

table-cloth

we

are

handling,

we

areairmailing

you

under

separate

cover

our

latest

catalogue

for

your

reference.Please

let

us

know

immediately

if

you

are

interested

in

our

products.

We

will

send

you

our

prilist

and

sample

to

you

as

soon

as

we

receive

your

specific

inquiry.Look

forward

to

your

early

reply.Yours

faithfully2.2查詢信與復(fù)查詢信A

Letter

of

Reference

and

ReplySpecimen

1

Vocabularyprivate

["praivit] adj.私人的confidential

[k

nfi"den

l]

adj.

機(jī)密的,

易于信任他人的credit

["kredit] n.

信用,榮譽(yù),貸款,學(xué)分reference

["refr

ns] n.

參考,出處,參照oblige

[

"blaid

] v.

強(qiáng)制,賜,施恩惠approach[‘pr

ut]n.途徑,方法v.靠近,動(dòng)手處理relevant

["reliv

nt]adj.相關(guān)的,切題的,中肯的financial

[fai"n?n

l]adj.金融的,財(cái)政的enclose

[in"kl

uz] v.圍繞,放入封套,裝

convenience[k

n"vi:nj

ns]n.便利,方便Specimen

1

NotePrivate

&

Confidential在資信調(diào)查信件中，通常在信件開始的地方都會(huì)有“Private

&

Confidential”出現(xiàn)，表明該信件是“私密”的。如果是郵寄信件，信封上也應(yīng)標(biāo)有“Private&Confidential”。be

worth值得，值be

worth后面一般有三個(gè)結(jié)構(gòu)：be

worth

of

sth/beworth

doing

sth/be

worth+money意思是“做某事/某物有價(jià)值”，主語是sth,所以也就沒有被動(dòng)結(jié)構(gòu)。Specimen

1

Notecredit

reference信貸證眀,信貸參考

provide

sb.with

sth.為某人提供某物

financial

standing財(cái)務(wù)狀況modes

of

business商業(yè)模式a

stamped

and

addressed

envelope貼有郵票并寫好地址的回郵的信封for

one’s

convenience方便起見Specimen

2

Vocabularyinvestigate

[in"vestigeit]

v.

調(diào)查,研究status ["steit

s] n.

地位,身份,情形,狀況grateful

["greitful]

adj.

感激的,感謝的reliability

[ri.lai

"biliti] n.

可靠性particular

[p

"tikjul

]

n.

個(gè)別項(xiàng)目,詳細(xì)說明adj.特別的,獨(dú)有的,挑剔的account["kaunt] n.帳目,報(bào)告,估計(jì)outstanding

[aut"st?ndi] adj.突出的,未付的，未清的an

outstanding

figure杰出人物outstanding

check

未兌現(xiàn)支票treat

[tri:t] n.

宴饗,款待v.視為,對待,處理,治療confidence

["k

nfid

ns] n.

信任,信心expense

[ik"spens] n.

消費(fèi),支出Specimen

2

NoteWe

would

like

you

to

do

sth.我們想請你做某事the

financial

and

credit

status財(cái)務(wù)信用狀況We

should

be

grateful

if

you

would…如果您…我們會(huì)非常感謝in

particular尤其、特別have

an

account

with在...銀行有賬戶treat…with/as…對待、看待strict

confidence嚴(yán)加保密，十分秘密地Specimen

3

Vocabularyinform

[in"f

:m]require

[ri"kwai

]capital

["k?pit

l]v.告訴,通知v.需要,要求n.資產(chǎn),首都,大寫字母record

["rek

d,ri"k

:d]n.記錄,唱片,履歷v.記錄,將(聲音等)錄下responsibility

[ris.p

ns

"biliti]n.責(zé)任Specimen

3

Notewith

reference

to關(guān)于,根據(jù)….was

established

in……成立于…with

a

capital

of….資產(chǎn)有…keep

an

account

with與...繼續(xù)交易,與...有帳務(wù)往來credit

record信用記錄without

any

responsibility

on…對…沒有責(zé)任Specimen

4

Vocabularycomplete[k

m"pli:t]adj.徹底的,完整的,已完成的v.完成,使完整enquiry

[in"kwai

ri]n.詢問

concerning[k

n"s

:ni]prep.關(guān)于mention

[men

n]n.提及,說起v.提到,談到

suffer["s

f]v.遭受,經(jīng)驗(yàn),忍受finance

[fai"n?ns]n.財(cái)政,財(cái)務(wù)v.供給...經(jīng)費(fèi)負(fù)擔(dān)經(jīng)費(fèi)Specimen

4

Notewe

would

advise

you

to

carefully

consider

anybusiness

relations

with

it.我們建議你仔細(xì)考慮和該公司的任何商業(yè)聯(lián)系。The

above

information

is

given

to

you

as

mostconfidential.以上給你的信息是最機(jī)密的。Summary資信調(diào)查主要需要獲得如下信息：財(cái)務(wù)狀況（Financial

position）信用（Credit）聲譽(yù)（Reputation）業(yè)務(wù)做法（Business

methods）管理能力（Management

capacities）調(diào)查資信的方法有多種，應(yīng)用最廣泛的是通過銀行調(diào)查。其他的調(diào)查渠道還包括：商會(huì)或有關(guān)的行業(yè)工會(huì)（Chamber

of

commerce）咨詢機(jī)構(gòu)（Enquiry

agencies）中國的駐外商務(wù)機(jī)構(gòu)（Chinese

commerce

agencies

in

foreigncountries）外國的駐華商務(wù)機(jī)構(gòu)（Foreign

countries’commerce

agencies

inChina）國內(nèi)外咨詢公司（Enquiry

companies

at

home

and

abroad）Some

Useful

SentenceWe

shall

appreciate

it

if

you

will

let

us

know….如貴方能告知……，我方將不勝感激。We

shall

appreciate

it

if

you

will

give

us

your

frank

opinion

onthese

points

regarding

the

company.如貴方能坦白告知我方對這家公司的看法，我方將不勝感激。The

corporation

trades

principally

in…commodities

with….公司主要經(jīng)營…….The

firm

enjoys

the

fullest

respect

and

unquestionableconfidence

in

….該公司在……頗受尊敬、信譽(yù)很高。We

regret

our

inability

to

assist

you

in

this

matter.很遺憾在這個(gè)問題上不能幫助貴方。The

above

information

is

given

confidentially

and

withoutresponsibility

on

this

bank.以上機(jī)密信息銀行不負(fù)責(zé)任。Any

information

you

may

give

me

will,

of

course,

be

treated

asstrictly

confidential.當(dāng)然，我方將嚴(yán)守機(jī)密。Replying

to

your

letter

of……,we

are

happy

to

inform

youthat….對于……日來信，我方很高興地通知你方……We

are

sorry

we

are

not

able

to

give

the

precise

information.很抱歉不能給予詳細(xì)信息。It

goes

without

saying

that

any

information

you

may

obtain

forus

will

be

treated

in

the

strictest

confidence

and

you

are

free

fromany

responsibility.不用說，我方一定不會(huì)泄露您提供的任何信息，您也不需要承擔(dān)任何責(zé)任。KeysI

Basic

Training1.

Translate

the

following

sentences

into

Chinese1)以上信息僅供個(gè)人參考我方想告知你方，該公司有70萬英鎊的債務(wù)。如能提供萊昂貿(mào)易公司的信用狀況信息，我方將不勝感激。到目前為止，公司沒有任何大的債務(wù)。如貴方能與紐約花旗銀行聯(lián)系，并告知我方該公司整體的財(cái)務(wù)狀況，我方將十分高興。有必要調(diào)查你方即將建立業(yè)務(wù)聯(lián)系的公司的財(cái)務(wù)狀況。我們已經(jīng)調(diào)查了你方四月四日信中提到的那家商行。這是一份絕對保密的信息，我們提供這份信息不負(fù)任何責(zé)任。Keys2.

Translate

the

following

sentences

into

English1）We

have

been

keeping

an

account

with

the

City

Bank.2）Any

information

you

may

give

me

will

be

treated

in

strict

confidence.3）we

would

appreciate

a

lot

if

you

can

provide

any

relevant

information.This

company

is

a

private

company,

established

in

1990.We

would

like

to

know

the

financial

standing

and

business

modes

of

OPPLEcompany.The

company

has

kept

a

fairly

good

credit

record.Pleases

be

careful

of

the

business

relation

with

this

company.We

enclose

a

stamped

and

addressed

envelope.3.

Choose

the

best

answer1)

A

2)A

3)C

4)B

5)B4.

Fill

in

the

blanks

with

proper

words

and

expressions1)

to2)

responsibility3)

account

4)

capital5)

convenienceKeysII.

Letter-writing

practiceDear

sirs，We

have

now

received

from

the

National

Bank

of

India

the

information

you

askedfor

in

your

letter

of

April

4.The

Soong

Co.,

Ltd.

you

mentioned

was

establishedfifteen

years

ago.

It

enjoys

a

good

reputation.

As

far

as

our

information

goes,

ithas

a

good

credit

record

and

doesn’t

have

any

outstanding

debts

up

to

now.

.This

information

is

confidential

and

is

given

without

any

responsibility

on

our

part.Regards2.3銷售信Sales

LetterSpecimen

1

Vocabularysupply [s

‘plai]

n.補(bǔ)給,供給offer [‘

f

]v.補(bǔ)給,供給n.出價(jià),提議v.提供,出價(jià),企圖Specimen

1Notemake

a

good

reputation享有美譽(yù)此短語中“make”還可以替換成enjoy，have，win等supply

sb.with

sth為某人提供某物Supply的同義詞有furnish

，provide，

stock，

storeSupply作名詞時(shí)，常用的短語有：have

a

good

supply

of備有許多…in

short

supply供應(yīng)不足the

highest

quality

and

the

lowest

cost物美價(jià)廉常用的表示“物美價(jià)廉”的短語還有：quality

products

with

low

pricesattractive

in

price

and

qualitycheap

and

finewith

low

price

and

high

qualitybe

affordable

but

of

very

high

qualityfine

and

inexpensiveplace

an

order下訂單，訂購Specimen

2Vocabularylist

[list]

n.

目錄,名單,明細(xì)表v.

列出,列于表上,記入名單內(nèi)brochure

["br

ut

] n.

小冊子assure["u]v.保證,確告,擔(dān)保competitive[k

m"petitiv]adj.競爭的,比賽的distributor

[dis"tribjut]n.經(jīng)銷商cooperate[k

u"p

reit]v.合作,協(xié)力launch[l

:nt,lɑ:nt]n.&v.下水,發(fā)射,開始,升天

advertise[‘?dv

taiz]vi.登廣告v.為...做廣告campaign

[k?m‘pein] n.戰(zhàn)役,運(yùn)動(dòng),活動(dòng)v.參加活動(dòng),參加競選Specimen

2

Noteenclosed…內(nèi)附…

price

list價(jià)格表

home

and

abroad國內(nèi)外after-sale

service售后服務(wù)

cooperate

with協(xié)作(與...合作,配合)launch

a

national

adverting

campaign進(jìn)行全國性的宣傳活動(dòng)SummaryA

sales

letter

often

consists

of

the

following

parts:heading:

the

purpose

of

writing,

the

source

of

informationbody:

the

advantages

of

products

or

services

you

can

provideending:

expectationIn

such

letters,

the

most

important

four

steps

are:To

arouse

attentionTo

create

interest

and

desireTo

offer

convictionTo

motivate

actionsSome

Useful

SentenceWe

are

specialists

in…..我們是……方面的專家。We

produce

a

wide

range

of

…我方產(chǎn)品多樣……For

…

years,

…

has

been

a

leading

manufacturer

of

…

in

….……年以來，……一直是……的重要生產(chǎn)商。Our

products

appeal

to

a

wide

age-group.我們的產(chǎn)品老少皆宜。We

will

send

you

a

free

sample

to

use

as

a

test.我方將送給您免費(fèi)樣品作為嘗試。Our

representatives

are

professionally

trained

to

offer

you

the

best

technical

assistance.我們受過專業(yè)訓(xùn)練的銷售代表將為您提供最好的技術(shù)幫助。You

will

be

pleased

to

find

that

…

gives

you