外贸函电课程重点_外贸函电 Unit 2
外贸函电 第二章
Introduction
• To establish business relations with prospective dealer is the base of starting and developing of business. It is vitally important for both a new dealer and an old one.
• But by what means can a businessman secure all the necessary information about a new market and a new customer?
Well , he may do so through the following channels or with the help of :
Letters for establishing business relations
1.Importer writes to exporter
(Specimen paper) Dear Sirs, We have obtained your address from the commercial counselor of your embassy in London and are now writing you for the establishment of business relations. We are very well connected with all the major dealer here of light industrial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.
外贸函电unit2(第三版)ppt课件
Part 1 Basic Knowledge Concerned
3. The Main Contents of a Letter for Establishing Business Relations
Generally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known, self-introducing, indicating your desire to enter into a business relation, or sometimes making general inquiries and expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for a business relation, the contents may include expressing your thanks for the incoming letter, expressing your agreement/desire/wish to establish a business relation with the addressor and indicating the action you are going to take.
Unit 2 Establishing Business Relations
外贸函电
Unit Two Establishing business relations•与…建立业务往来enter into trade relations / business with …•享有盛誉Enjoy high reputation / great popularity •受欢迎Be well received•以…出名Be noted for / be known for / be famous for •作为参考For reference / information/consideration•Write a letter to Denman & Sons at 45 Cannon Street, London, E.C.4, telling them that you wish to enter into business relations with them, with the following particulars:•Introduced by Mr. A.G. Topworth of Swanson & Bros., of Hamburg•The main line of your business is exporting chinaware•Illustrated catalogue and price-list will be provided against their specific enquiries.3 February 2007Messrs. Denman & Sons45 Cannon StreetLondon E.C.4Dear SirsWe have learned from Mr. A.G. Topworth of Swanson & Bros., of Hamburg a long-time business partner of us, that your company is the leading importer of chinaware in U.K. Since our company specializes in exporting high-quality chinaware, we would like to enter into business relations with you.Should you require our latest catalogue and price list, we would be pleased to supply.We look forward to hearing from you soon.Yours sincerelyWang MingSales ManagerChina Handicrafts Imp & Exp Co.ltdUnit Three Status EnquiriesFinancial standing 财务状况Bring an action against sb. 向…提起诉讼Unit Four Enquiries and RepliesExcellent in quality and reasonable in price 物美价廉Irrevocable L/C at sight 即期不可撤销信用证Supply fails to meet the demand供不应求Arthur Grey & Son write to China National Import & Export Corporation, stating that they have an order to supply a hotel with table-cloths. They request samples in handsome designs of medium and best quality linen suitable for the purpose.20 March 2007China National Imp. & Exp. Corp.80th floor Jingmao PlazaShanghaiDear Sir or MadamWe are in the market for table-cloths as we have received an order to supply a hotel.We wonder if you can provide us some samples of handsomely designed table-cloths of medium and best quality linen suitable for the purpose.We should be very much appreciated if you would reply to us as soon as possible.Y ours sincerelyDavid SmithManagerMessrs. Arthur Grey & SonUnit Seven Quotations, Offers and Counter-offersCurrent price 现价Unit Eight Sales promotionEconomical and practical 经济实惠Write a letter according to the instruction•Your firm has put a new product on the market. Write a letter offering to supply this new product to your buyers abroad.Dear SirBy today’s post w e have sent you sample of a pair of sweater- the latest product of our factory’s winter-collection.We can offer these sweaters in all the popular sizes at the prices shown on the attached list. You will note that we are making you a special introductory reduction in prices owing to your support in the past. We can maintain this reduction only for a short time, so we recommend your early orders.The sweaters are available from stock, and delivery can be made within two weeks from receipt of order and the letter of credit.We look forward to hearing from you in due course.Yours truly Unit Nine Orders and their fulfillmentWrite a letter according to the instruction•You are writing a letter to your customer, acknowledge receipt of his order, but regret being unable to accept it at the prices quoted previously. Quote your current prices and ask for your customer’s opinion.Dear SirsWe thank you for your order No. 6223.We regret, however, that we cannot book the order atthe prices we quoted six weeks ago. As you know, freightand the cost of materials have risen substantially in themeantime, and we were compelled to adjust our prices inorder to cover at least part of this increase.The lowest prices we can quote today are asfollows: …………………………………………The above prices are on CIF Singapore basis. Pleaseinform us by return whether we may book our order atthese revised prices.Yours faithfullyUnit Ten Terms of paymentThe disadvantages of using an L/C•Complicated procedure of applying for a L/C•Banks will charge service fee for issuing a L/C, therefore it add more cost to the buyer.The advantages of using an L/C•It is reliable and safe for both sellers and buyers.•Because the issuing bank use its own credit to guarantee the payment of orders.•The procedures for issuing an L/CBuyer & seller reach a Sales contract and agree to use L/C as payment term.Buyer asks its bank to Issue an L/C with the seller As the beneficiaryThe advising bank or Confirming bank informs the Seller that L/C has been issued.The issuing bank asks another Bank (in the seller’s country) to be the advising bank Or confirming bank.The advantages & disadvantages of using D/P or D/AAdvantage: Simple procedures Lower costDisadvantage:High risks Banks only collect & remit without providing its guaranteeclean ~~ bill of lading 清洁已装船提单WPA with particular average 水渍险被授权作…Be authorized to do汇票draft 提单Bill of lading商业发票Commercial invoice跟单信用证统一惯Uniform Customs & Practice for Documentary credit国际商会International Chamber of CommerceWrite a letter according to the instruction•Answer an enquiry from E.G. Alexander & Co., who wants to know what method of payment your firm is prepared to accept.Dear SirsThanks for your letter of 14th August,2006.As for the payment terms you inquire for, we wish to inform you that we only acceptpayment by confirmed, irrevocable L/C available by draft at sight and that it should be opened in our favor and reach us one month ahead of shipment, remaining valid for negotiation in China for another 21 days after the prescribed time of shipment and allowing transshipment and partial shipments.We hope that you will effect payment in this way for all the transactions concluded between us.Yours sincerelyUnit Eleven Packing•Write a letter to your customer, telling him that you have improved your packing and that from now on all garments are to be packed in cartons instead of wooden cases.Dear SirsPlease be informed that for your future orders we shallpack our garments in cartons instead of in wooden cases.The improved packing has the following advantages:1.It will prevent pilferage.2.It is quite fit for ocean transportation.3.Our cartons are well protected against moisture.4.Cartons are light and compact, so they are more convenient to handle in loading andunloading.We hope you will accept our carton packing and assure you of our continued cooperation.Yours sincerelyUnit Twelve InsuranceFPA (Free from particular average)平安险WPA (With particular average) 水渍险All Risks 一切险General Average 共同海损Particular Average 单独海损General Additional Risks 一般附加险Special Additional Risks 特殊附加险PICC (The People’s Insurance Company of China)中国人民保险公司CIC (China Insurance Clauses)中国保险条款Ocean Marine Cargo Clauses of PICC 中国人民保险公司海洋运输货物保险条款中国商检局China Commodity Inspection Bureau上海商检局Shanghai Commodity Inspection BureauUnit Thirteen ShipmentRoad TransportAdvantages: 1. cheaper 2. more direct (door to door)Disadvantages: 1. slower 2. smaller loading capacity 3. limited to landRail TransportAdvantages: 1. faster 2. greater loading capacityDisadvantages: 1. more expensive 2. less directAir TransportAdvantages: 1. fastest (over long distance) 2. time savingDisadvantages: 1. most expensive 2. loading capacity limited3. unsuitable for inexpensive goodsSea/Ocean TransportAdvantages: 1. cheapest 2. greatest loading capacityDisadvantages: 1. slowest 2. unsuitable for urgently needed goodsSteps in making a shipment;1.Get rate of shipment From carrier 承运人2.Shipper托运人accept the rate quoted3.Goods are delivered to Dock, and shipping permit Is exchanged for a dock receipt ora mate’s receipt4.Carrier reserves the Space and provide a Shipping permit(order) 装运单Write a letter to your customer informing him what arrangements you have made for the transport of a consignments of chemicals.Dear SirsPlease be informed that the chemicals you ordered have been ready for shipment. They are packed in plastic bags, which are strong and durable. We are quite sure that they will arrive at your port in good condition.The shipment will be effected by s.s. “Calchas”, which is scheduled to leave here on 16th May and expected to arrive at your port around 10th June.The shipping documents will be sent to you in due course.Yours sincerely。
《外贸函电》课程标准
《外贸函电》课程标准一、课程概述(一)课程性质《外贸函电》是高职高专商务英语专业的职业技能课程之一。
根据高职高专人才培养目标,结合应用英语专业岗位群和职业能力要求,结合岗位资格证书社会需要,本课程旨在培养学生掌握外贸英语函电的基本知识,定位于培养懂外语、掌握熟练的进出口业务操作技能,具备一定的计算机办公应用能力的复合型英语人才。
(二)课程基本理念本课程领域的学习情境是依据以工作过程为导向,以典型工作任务为基点,讲授外贸常用文体的基本知识,包括各类商务书信、常用语句、常用术语及拟写技巧。
通过对外贸易业务磋商过程中各个环节往来函电实例的学习,熟悉、掌握外贸业务磋商各个环节—建立业务关系、询盘、报盘、推销、还盘、成交、装运、保险、申诉、索赔、争议、代理等的常用表达及写作技巧,并能在实际应用中熟练使用;以及各类单据及单证实例如信用证、订单、提单、保险单、装箱单、检验证明等,让学生全面了解外贸业务知识的各个环节,并运用英语熟练表达,达到应用的目的。
(三)课程设计思路以职业能力培养为重点,以情景教学为主线,以外贸英语函电在实际工作中的应用方向和具体要求为出发点,以专业岗位的任职要求为指导,本着“够用、实用、必须”的原则,打破以知识传授为主要特征的传统学科课程模式,突出对学生职业能力的训练,充分体现职业性、实践性和开放性,切实培养学生语言实践能力,实现课堂内外的有机结合。
此外坚持与行业、企业共同开发课程,通过行业专家,明确外贸岗位所包含的工作过程和任务,在任务分析的基础上,确定以任务为导向的课程方案,即教学内容按任务模块去组织,教学程序用任务去驱动。
采取教学做一体的教学模式,加强对学生外贸操作技能的训练。
实践教学方面,按课内与课外相结合、仿真与实战相结合的思路设计实践教学,将理论知识学习、职业技能训练和实际工作体验结合在一起,使学生进入外贸岗位后能尽快适应企业环境、胜任工作。
二、课程目标(一)总目标《外贸函电》立足于进出口贸易基本操作技能的培养,理论结合实际,强调课程的岗位性,注重学生的敬业精神以及发现问题、分析问题、解决问题等综合能力和创新能力的培养。
外贸英语函电2建立业务关系
2) learn from 获悉 We learn from Mr.Smith that your firm specializes in textile , and would like to establish business relationship with you. 我们从史密斯先生处获悉你公司经营纺织品，现 愿与你公司建立业务关系。
3）please be informed that… Please be informed that we have already sent the samples required. 兹通知你方，我方以将所索样品寄出。 4) Keep sb informed of/that 随时告知 We hope you will keep us informed of the market condition at your end. 希望随时告知你方的市场情况
4、market 1）作名词，市场、销路 a. come to(into) the market 上市 We will contact you as soon as the new crop comes to market. 一旦当年收成上市，我们定将和你方联系
b. find a market 找销路 We are trying to find a market for this article.
g. in line(out of line ) 相合（不相合） Your price is quite in line, but the time of shipment is too extended. 你的价格尚可，但船期太迟。 Your price is entirely out of line with the market. 你的价格与市价完全不符。 h. 作动词，解释为“衬里” Please line the case with wax paper. 箱内请用蜡纸衬里。 Lining n. 里衬
外贸函电unit2-10答案
Unit 23.(1) We are one of the leading importers dealing in electronic products in the area, and take this opportunity to approach you in the hope of establishing business relations.(2) We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries.(3) We owe your name and address to the Commercial Counselor’s office of our Embassy in Beijing.(4) We are given to understand that you are a manufacturer of daily chemicals. One of our clients intends to buy cosmetics from your country. We will appreciate it highly if you can airmail the catalogue and the price list of your products available at present.(5) For our credit standing, please refer to the Bank of China, Shanghai Branch.Unit 32.1. Pease quote us your best price CIF Shanghai, inclusive of our 3% commission.2. Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth.3. One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April.4. To enable you to have a better understanding of our products, we are sending you by air 5 copies of our catalogue and 2 sample books.5. In reply to your enquiry dated April 28, we are now sending you our latest price list for your reference.3．Dear Sirs,We learn from a friend in Shenzhen that you are exporting light industrial products, especially electric appliances. There is a steady demand here for the above-mentioned commodities of high quality at moderate prices. Will you please send us a copy of your catalogue, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of these goods.Yours faithfully,4. Dear Sirs,RE: Haier RefrigeratorWe are in the market for refrigerators. Please send us your latest catalogue and details of your specifications, informing us of your price CIF Guangzhou, please also state your earliest possible delivery date, your terms of payment, and discount for regular purchase. If your prices prove reasonable and satisfactory, we shall soon place a large order with you.Yours faithfully,5.Dear Sirs,6.We welcome you for your enquiry of May 5 and thank you for your interest in our products. We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some samples.7.Please note that payment should be made by irrevocable L/C payable at sight against presentation of shipping documents. We allow a proper discount in view of this first business between us.8.We await your acceptance by fax.9.Yours faithfully,10.Unit 42．(1).We are studying the offer and hope that it will keep open till the end of the month.(2). We believe that you will place a large order with us owing to the high quality and reasonable price of our products.(3). We will allow you 10% discount if you purchase 5000 dozens or more.(4). As to terms of payment, we often require a confirmed, irrevocable letter of credit payable by draft at sight.(5). You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.(6). We will send you a firm offer with shipment available in the early May if you order reaches us before March 10.(7). Because there is a brisk demand for the goods, the offer will be open only for 5 days.(8). We are giving you a firm offer, subject to your reply here by 5 . our time, Tuesday, July 10.3.4.Dear sirs,5. In reply to your letter of May 5, we are giving you a firmoffer, subject to your reply here by 5 . our time, Thursday, October 15, 2008, as follows:modity: Boots for ladies7.Specifications: more than 20 assortments with new designs of brown or red colors (detailed in catalogue)8.Quality: the leather used is of superior quality9.Price: CIF Guangzhou US$ 95 to 300 according to various designs10.Payment: Confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment.11.Packing: at the buyer’s option12.Shipment: September.13.Unit 53.1). We shall place a trial order with you for 500 sets if you will give us a 5% commission.2). We are working on your Order No. 678 at present and please believe that we will effect the shipment within the time you stipulated.3) Owing to heavy commitments, many orders haven’t been made, we c an only accept orders for October shipment.4) Our stock is exhausted and we are not in a position to accept fresh orders. However, we will contact you as soon as new supplies are available.5) Shipment should be made during August to October in three lots, with 100 tons each.4.Dear Sirs:We are pleased by your prompt reply to our inquiry of July 10, 2008 and now wish to order from you as our Order No. 321 enclosed.Yours faithfully,XI’AN INTERNATIONALCOMMERCE CORPORATIONTel:2365474 Fax: 1ORDER FORMOrder No. 321July 20, 2008Messrs. JB SIMPSON &CO. LTD.18 Deansgate BlackpoolPlease supply the following itemsDescription: A: SA-135 Video RecorderB: VT-462 Video TapeC: RC-A43 Mini Radio Cassette RecorderQuantity: A: 1000B: 1000C: 5000Unit Price: FOB Xin Gang inclusive of our 5% commissionA: US$ 600 eachB: US$ 10 eachC: US$ 20 eachPayment: L/C at 90 day s’ sight to be opened 30 days before shipment Package: By standard export casesDelivery Date: Before the end of August in one/two lots.6.7.Dear Sirs:8.We are pleased to have received your Order by fax dated March 10 for 500 sets of knitting machinery. Thanks.9.We have immediately contacted the manufacturer. But they refused our request politely since the machines sell well, and there is a great shortage of raw materials and still a large number of orders. After our repeated negotiations, they finally promised to accept the order and to make delivery of 100 sets each month, beginning from next January. 10.We are aware that you are in urgent need of the products, but uncertain whether you will agree on the above delivery date. We are making contact with manufacturers elsewhere and will let you know as soon as there are any favourable news.11.Meanwhile, we are enclosing our catalogue covering all the articles available at present. If you are interested in any of the items, please inform us. We will surely give prompt attention to your requirement. Yours faithfullyUnti6(1) Quality/Quantity/Weight Discrepancy and Claim: If the Buyers find the quality and/or quantity/weight of the goods are not in the contract after the arrival of the goods at the port of destination, aside from those losses within the responsibility of the insurance company and/or the shipping company, the Buyers shall have the right to lodge claims against the Sellers on the strength of inspection certificates issued by theinspection organization accepted by both parties. In case of quality discrepancy claim should be filed by the Buyers within 30 days after the arrival of the goods at port of destination, while of quantity/weight discrepancy claim should be field by the Buyers within 15 days after the arrival of the goods at port of destination.(2) Arbitration: All disputes in connection with this contract or the execution thereof shall be settled by amicable negotiation between two parties. If no settlement can be reached, the case in dispute shall then be submitted for arbitration in the country of defendant in accordance with the arbitration regulations of the arbitration organization of the defendant country. The decision made by the arbitration organization shall be taken as final and binding upon both parties. The arbitration expenses shall be borne by the losing party unless otherwise awarded by the arbitration organization.Unit 7答案1.（1）包装：用能够很好抵御潮湿和震动的适合于长途海运/包裹邮递/空运和多变天气的坚固的新木箱包装。
外贸函电 Unit 2 Invitation and Arrangement of Visits
外贸函电
第四讲 主讲教师：任凤慧
Unit 2 Invitation and Arrangement of Visits
邀请与答复
1. Dear Mr/Ms, We should like to invite you to attend the 2003 International Fair which will be held from April 29 to May 4 at the above address. Full details on the Fair will be sent in a week.
Mr. Li will be in your city from April 2 to 7 to make specific arrangements and would very much appreciate your assistance. Yours faithfully
尊敬的先生/小姐， 感谢三月二十八日来信邀请我们公司参加2003 国际商品交易会。 我们乐于参加并计划展示我 们前几年生产的电子设备。李先生 将于四月二 日至七日去你市做具体安排，非常感谢你的协 助。
肯定答复
Dear Mr./Ms, Thank you for your letter of March 20 inviting our corporation to participate in the 1997 International Fair. We are very pleased to accept and will plan to display our electrical appliances as we did in previous years.
19. Economic cooperation 经济合作 20. Technological exchange 技术交流
外贸函电第二单元课后练习答案
5、请பைடு நூலகம்早答复我方要求为荷。
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IV. Put the following English into Chinese:
6、我们愿意在平等u互nde利r 的se基par础at上e c与ov贵er公/by司s建ep立ara业te mail
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Response or Action (Conclusion)
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Close (A simple one-line)
2
Unit Two Establishing Business Relations(建立业务关系)
Introduction
Four points usually contained in letters aiming at establishing business relations:
meanwhile
5
Suggested Answers
➢to conclude ( close) the business ( transaction / deal) ➢in the line of ➢a (wide/ full) range of ➢specific enquiry ➢to handle / to deal in / to trade in ➢to do business with / to deal with / to trade with
the source of information
the intention of writing this letter
a brief introduction of one’s own company, including: the business scope, credit standing or financial positions, products and services that can be provided, etc.
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Unit 2 Establishing Business Relations第二章建立业务关系Leading-in Tasks （任务导入）Try to finish the following tasks and predict the objectives and focus of this unit .Task 1.假设你是美国辛普森公司（H. Simpson & Co. Ltd.，联系地址：98 South Street, Boston, USA，Tel：86-36-12345 Fax：86-36-67890 E-amil: SCL @ hotmail. com）进口部的经理。
最近，你通过朋友弗里曼先生（Mr. Freeman）了解到广东省纺织品进出口公司（Guangdong Textiles Import & Export Corporation，联系地址：68 Xiaobei Road, Guangzhou 510000, China，Tel：86-20-12345678 Fax：86-20-23456789 E-amil：GTIEC@ ）的情况，并且对其产品非常感兴趣。
现在，请致函该公司，试图与之建立业务关系。
注意信中务必包含以下内容。
1) 承蒙弗里曼先生（Mr. Freeman）的介绍，我们得知贵公司的名称和地址。
2) 本公司专门经营中国纺织品进口业务，是美国主要的中国纺织品经销商。
3) 去函目的是希望与贵公司建立业务关系。
4) 如蒙惠寄最新的产品目录及价格表，将不胜感激。
5) 盼速复。
Task 2.针对任务1中所拟信函的内容，以广东省纺织品进出口公司出口部经理的身份拟一封回函。
注意该回函中务必包含以下内容。
1) 来函收悉，谢谢！很高兴得知你们对我方产品感兴趣并愿与我方建立业务关系。
2) 贵公司的愿望与我方不谋而合。
3) 应贵公司要求，特此随函附上本公司最新的产品目录及价格表，如有兴趣或者有进一步的需要，务请告知。
4) 问对方索要最新的产品目录及价格表。
5) 希望能与贵公司达成交易。
Part One Basic Knowledge Concerned1.The Significance of Establishing Business RelationsIt is fairly true to say no customer, no business. To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover.Establishing business relations is the first step in transaction in foreign trade. If a new firm, or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the persons in charge must first of all find out whom they are going to deal with. We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business.2.The Main Channels and Methods for Establishing Business RelationsUsually, you can secure all the necessary information about a new customer with the help of the following channels:banksperiodicalsadvertisements in newspapers, magazines or on TVthe introduction from your business connectionsthe market investigationsthe Commercial Counselor’s officesthe Industrial Chambersthe Chambers of Commerce both at home and abroadinquiries received from the merchants abroadself-introduction by merchants themselvesSometimes, a kind of middleman is necessary to bring two companies together.Having obtained the desired names and address of the firms from any of the above sources, you may start contacting the prospective customers. The main methods include:communication in writing;attendance at the export commodities fairs;contact at the exhibitions held at home or abroad;mutual visits by trade delegations and groups;Of all the above methods, the first one is widely used in business activities.3．The Main Contents of a Letter for Establishing Business Relations Generally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their name and address are known, self-introducing, indicating your desire to enter into a business relation, or sometimes making general inquiries and expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for a business relation, the contents may include expressing your thanks for the incoming letter, expressing your agreement /desire /wish to establish a business relation with the addressor and indicating the action you are going to take. 句型Part Two Letter-writing GuidePart Three Other Commonly Used Expressions and Sentences Expressions:1. establish business relations / connections；enter into business relations / connections建立业务关系2. engage in …；handle …；deal in …；specialize in …从事……，经营(专营)……3. business line 业务范围4. Please contact us(sb.) 请与我们（某人）联系5. Please (don’t hesitate to) let us(sb.) know.；Please inform us (sb.). 务请告知6. We would appreciate it if you would /could…；We would be grateful if you would/could…如蒙……我们将不胜感激，请(做某事)为感7. The enclosed is (are)…；We enclose …；Hereby we enclose …；随函附寄……；兹附寄……；8. Enclosed please find …；Enclosed you will find…随函附上……，请查收。
9. for one’s information (only)；for one’s reference (only) (仅)供某人参考for one’s file/record；for one’s perusal (仅)供某人存档/记录；供某人审阅10. regarding；with reference to…；with regard to…；referring to…；concerning；as to …关于……，就…而言11. at your end / in your place(area, district) 在你处（地）12. according to / in compliance with / in accordance with / in conformity with 按照13. to conclude (close) the business (transaction / deal) 达成交易14. to do business with / to deal with / to trade with 与……做生意15. to be connected with…与……有联系16. as requested / do sth. upon sb’s. request. 按要求；应某人的要求做某事as stated；as agreed 如所述；如约定17. with a view to sth./doing sth.；with the view of sth.本着做……的/意愿，希望……，以……为宗旨（表示目的）18. Through the courtesy of……承蒙……的介绍、关照19. in reply to …/ in response to…答复……20. to be / feel interested in …; to take /have /interest in …对……感兴趣Typical Sentences:1. Telling the addressee how his name is known in pleasant words.(用令人愉快的语言，说明你是怎样知道对方的)1）We are very pleased to obtain your name from the Industrial Chambers.2）On the recommendation of Merrs. Harvey & Co., we have learned with pleasure the name of your firm.3）Through the courtesy of Mr. Freemen, we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us.4）We have your name and address from "The Journal of Commerce".2. Introducing briefly the business scope of your firm. （概要介绍自己的业务）1）We are one of the leading importers of ceramic products in America. We’d like to establish a business relationship with your corporation.2）We are a state-operated corporation, handling the export of animal by products and we are willing to enter into business relations with your firm.3）This is to introduce the Pacific Corporation as an exporter of light industrial products having business relations with more than 80 countries in the world.4）We are exporters of fresh water pearls having years' experience in this particular line of business.5）We take the opportunity to introduce ourselves as a large importer of fertilizers in our country.6）We take the liberty of introducing ourselves to you with a view to doing business with you.7）Our corporation is established for the purpose of carrying on import and export business as well as other activities in connection with foreign trade.8）Our cooperation is specialized in the export of Chinese foodproducts. The products sell well in various countries.9）Our lines are mainly various kinds of electrical products, and we have offices or representatives in all major cities and towns in Japan..10）We are active in commercial intercourse with various countries and districts in the trade and financial circles3. Stating your desire, purpose and expectation simply, clearly, and concisely. (简明扼要地表明自己的意愿、目的或期望)1）We foresee a bright prospect for your products in our market. We express our desire to establish business relations with your firm.2）Should you be interested in any of our products, please let us know.3）Should you require any further information /details /particulars, please don’t hesitate to let us know.4）Since we specialize in the export of Chinese foodstuffs, we wish to express our desire to trade with you in this line.5）As the items falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you.6）We hope this will be good start for a long and profitable business relation.7）We are convinced that our joint business efforts can be developed to our mutual benefit.8）Hope our mutual understanding and cooperation could result in future business.4. Sentences used in replying letters from addressores. (收信人复函用句)1) Your letter expressing the hope of entering into business connections with us hasbeen received with thanks.2）We acknowledge with thanks the receipt of your letter of September 10, 2010. 3）Your letter of November 21, 2010, addressed to our sister corporation in Shanghaihas been transferred to us for attention.4）As requested, we are airmailing to you, under separate cover, a sample each of Article Numbers 1025 and 1026 for your reference.5）A booklet including a general introduction, the scope of business and topics is enclosed for your reference.6）If you have interest in establishing business relations with us in this line, please let us know your specific requirements. We will be pleased to forward samples,catalogues as well as detailed information.7）We assure you that we will give our best attention to any inquiries from you.8）Should there be anything else we can do for you, please let us know.Part Four Sample LettersSample 1: Requesting for the Establishment of Business RelationsNotes:1. “firm”指“公司、商号”。