外贸函电 第二章
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外贸英文函电Unit2 Establishing business relations
Useful Expressions 讲解
1.How his name is know
1)obtained/heard/learned/indebted your(fax number/business scope/products/E-mail address)from… e.g we have obtained your information from China council for the Promotion of International Trade in Beijing.我们从北京的 中国国际贸易促进委员会那里获悉了贵公司的信息。 2) have one’s name and address from….. e.g we have your name and address from the Commercial Counselor’s Office of your embassy in Beijing and are now writing to you for the establishment of business relation 我们从 贵国驻京使馆商务参赞处获悉贵公司姓名及地址，现特致函与 贵公司建立业务关系
establishingbusinessrelationspartsbusinesslettersdatalineinsidenamecomplimentaryclosesignatureretrospectessentialpartsattentionlinesubjectlinereferencenotationcarboncopynotation抄送postscriptoptionalpartscourtesyconsiderationcompletenessclarityconcisenessconcretenesscorrectnesswritingprinciplesbusinesslettersindentedform缩格式blockedform齐头式modifiedblockedform改良齐头式layoutbusinessletter所谓缩格式信函有以下特征日期靠右具体收信人和事由居中结尾敬语和落款偏右齐头式特征除信头外全部左对齐段落间用空格改良齐头式兼具缩格与齐头的特征案号和日期靠右落款偏右其他全部左对齐envelopaddressingdoinginternationaltradevitalstepestablishbusinessrelationspromotegoodwillpotentialdealers
外贸英语函电 第二章
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 person in charge must first of all find out who will be his/her potential customer.
promote, by joint efforts, both trade and friendship to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, J.Robinson
❖ Master typical sentences and expressions in writing such letters
Business Knowledge
Channels for Obtaining Information About a New Firm
(1)Chambers of Commerce in foreign countries (国外商会)
letters aiming at establishing business relations
1. The source of information (how you learned of this company);
2. state your intention of establishing business relations;
promote, by joint efforts, both trade and friendship to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, J.Robinson
❖ Master typical sentences and expressions in writing such letters
Business Knowledge
Channels for Obtaining Information About a New Firm
(1)Chambers of Commerce in foreign countries (国外商会)
letters aiming at establishing business relations
1. The source of information (how you learned of this company);
2. state your intention of establishing business relations;
外贸函电第二版-Unit-02-建立业务关系
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(3) We learn your company from the Internet that you are one of the leading manufactures in this line. 我们从网上了解到贵公司是这一行业的主要生产 商之一。 (4) Having had /obtained the name and address of your company from ABC trading Company ,we know that you deal in textiles. 通过ABC贸易公司的介绍，我们得知贵公司的名 称和地址，并获悉你方经营纺织品。
3、写信的目的：建立业务关系 (1) We are writing to you in the hope of entering into business relations with you. 兹写信给贵方希望建立业务关系。 (2) We are writing to you and willing to open up a business relation with you. 兹写信给贵公司以期与贵公司建立业务联 系。 (3) We would like to take this opportunity to establish business relations with you. 我们愿借此机会与贵公司建立业务联系。 14
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回复建立业务关系信函的写作步骤及常见表达方式：
写作步骤 表达方式 Thank you for …（感谢你方……。） Thank you for your interest in …（感谢你们 对……的兴趣。）
（1）感 谢对方对 你公司的 We have received …（我们已收到贵方……。） 兴趣 Your letter of August 8 has been received with thanks.（感谢贵方8月8日的来信。）
外贸函电第二版-Unit 02 建立业务关系讲解
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(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. 现函告：我公司为食品大经销商，在国内 拥有大批客户。
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We are willing to enter into business relations with you.（我们愿意和贵方建立业务 关系。） （3）表 达写信目 的 We are now writing you for …（我们现写信愿 意……。） We are desirous of …（我方愿意……。） We express our desire to …（我方愿意……。）
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deal in
买卖，经营； 经售； 经销 That shop deals in men's clothing. 那家商店经营男士服装。 The shares of that company have not been dealt in for some time. 那家公司的股票有好些日子没有经营了。
Anticipate 预感； 预见； 预料； 先于…行动
5：要求寄送/主动寄送有关资料 (1) Please send us your catalogue and quotations. 请给我们寄你公司的商品目录和价目单. (2) We have airmailed samples of our new articles for your reference under separate cover. 我们另航空邮寄新品种的样品供你方参考。 (3) We would appreciate it if you could send us an up-to- date price list for your electric products. 你们若能寄来一份电子产品的最新价目表，我们 将非常感谢。
(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. 现函告：我公司为食品大经销商，在国内 拥有大批客户。
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We are willing to enter into business relations with you.（我们愿意和贵方建立业务 关系。） （3）表 达写信目 的 We are now writing you for …（我们现写信愿 意……。） We are desirous of …（我方愿意……。） We express our desire to …（我方愿意……。）
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deal in
买卖，经营； 经售； 经销 That shop deals in men's clothing. 那家商店经营男士服装。 The shares of that company have not been dealt in for some time. 那家公司的股票有好些日子没有经营了。
Anticipate 预感； 预见； 预料； 先于…行动
5：要求寄送/主动寄送有关资料 (1) Please send us your catalogue and quotations. 请给我们寄你公司的商品目录和价目单. (2) We have airmailed samples of our new articles for your reference under separate cover. 我们另航空邮寄新品种的样品供你方参考。 (3) We would appreciate it if you could send us an up-to- date price list for your electric products. 你们若能寄来一份电子产品的最新价目表，我们 将非常感谢。
外贸函电UNIT2
Sample letter
Dear Sirs ored your name and address from the website: . We were informed that you are one of the biggest importers of tea in UK and you are now in the market for tea. We take this opportunity to approach you in the hope of establishing business relations with you.
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
enquire into 调查 e.g. The buyer claimed that the goods were damaged in transit, but we must enquire into this matter ourselves. 买方声称货物在运输过程中被损坏了，但是 我们必须亲自调查这件事情。 enquire about 询问关于某事 e.g. They sent us a letter, enquiring about the market condition here. 他们给我们发来了一封信，询问这里的市场 状况。
in compliance with 按照 e.g. In compliance with your request, we are sending you our samples by air. 应你方要求，我们用航空邮件给你们寄去了 我们的样品。 comply (v. ) with 按照，与…相符，遵守，满 足
Chapter2外贸函电课件
布局混乱
邮件内容排版不整齐、段落划分不清晰等，会使阅读变得困难。
不符合商务礼仪
如未使用正式称呼、结尾敬语等，可能给人留下不专业的印象。
文化差异造成的误解问题
价值观差异
不同文化背景下的价值观差异可能导致对同一事物的看法不同， 从而产生误解。
思维方式差异
不同文化中的思维方式差异可能影响沟通方式和信息传递的准确性。
经验教训与启示
重视外贸函电的作用
外贸函电是企业开展国际贸易的重要手 段之一，必须给予足够的重视和投入。
了解文化差异
在国际贸易中，不同国家和地区的文 化差异较大，必须了解并尊重对方的
文化习惯和商业惯例。
提高外贸函电的质量
外贸函电的质量直接影响企业的形象 和信誉，必须注重函电的准确性、规 范性和专业性。
等。
接受条件表达清晰
在接受函电中，明确表示接受对方 的报盘或还盘条件，并对相关细节 进行确认。
保持沟通顺畅
在还盘和接受过程中，保持及时、 有效的沟通，以便双方能顺利达成 共识。
订单与确认函电
订单内容详尽
在订单中详细列明商品的名称、 规格、数量、价格、交货期等关
键信息。
确认订单无误
收到订单后，及时核对订单内容 是否准确无误，并向客户发出确
社交习惯差异
如礼仪、习俗等方面的差异，可能导致沟通障碍或误解。
解决方案与建议
提高语言水平
加强英语词汇和语法学习，提高表达的准确 性和流畅性。
了解文化差异
学习不同文化背景下的价值观和思维方式， 提高跨文化沟通能力。
规范格式
遵循外贸函电的标准格式，确保邮件内容清 晰、易读、专业。
使用专业工具
利用专业的外贸函电写作工具和模板，提高 写作效率和准确性。
邮件内容排版不整齐、段落划分不清晰等，会使阅读变得困难。
不符合商务礼仪
如未使用正式称呼、结尾敬语等，可能给人留下不专业的印象。
文化差异造成的误解问题
价值观差异
不同文化背景下的价值观差异可能导致对同一事物的看法不同， 从而产生误解。
思维方式差异
不同文化中的思维方式差异可能影响沟通方式和信息传递的准确性。
经验教训与启示
重视外贸函电的作用
外贸函电是企业开展国际贸易的重要手 段之一，必须给予足够的重视和投入。
了解文化差异
在国际贸易中，不同国家和地区的文 化差异较大，必须了解并尊重对方的
文化习惯和商业惯例。
提高外贸函电的质量
外贸函电的质量直接影响企业的形象 和信誉，必须注重函电的准确性、规 范性和专业性。
等。
接受条件表达清晰
在接受函电中，明确表示接受对方 的报盘或还盘条件，并对相关细节 进行确认。
保持沟通顺畅
在还盘和接受过程中，保持及时、 有效的沟通，以便双方能顺利达成 共识。
订单与确认函电
订单内容详尽
在订单中详细列明商品的名称、 规格、数量、价格、交货期等关
键信息。
确认订单无误
收到订单后，及时核对订单内容 是否准确无误，并向客户发出确
社交习惯差异
如礼仪、习俗等方面的差异，可能导致沟通障碍或误解。
解决方案与建议
提高语言水平
加强英语词汇和语法学习，提高表达的准确 性和流畅性。
了解文化差异
学习不同文化背景下的价值观和思维方式， 提高跨文化沟通能力。
规范格式
遵循外贸函电的标准格式，确保邮件内容清 晰、易读、专业。
使用专业工具
利用专业的外贸函电写作工具和模板，提高 写作效率和准确性。
外贸英语函电第二章 Establishing Business Relations
Unit two
Establishing Business Relations
本章学习目标 Get knowledge of basic channels of knowing
trade partners in foreign trade; 了解外贸合作伙伴获得的基本渠道； Master basic structure of letters of status
Step3: State the information is provided to the client should be kept in confidence.
2.2.2 Sample Letters of Status Inquiry （资信查询函范例）
Private and Confidential Dear Sirs,
We have received a letter from the Engineering & Machinery Import and Export Co., P.O. Box 459, Karachi, expressing their desire to enter into business relations with us. As we are on the point of executing a considerable order, we are eager to know their financial status and credit standing in order to decide whether to start a business up to USD 50 000 on a basis of open account. As stated in their letter, their reference is the National Bank of Pakistan.
Establishing Business Relations
本章学习目标 Get knowledge of basic channels of knowing
trade partners in foreign trade; 了解外贸合作伙伴获得的基本渠道； Master basic structure of letters of status
Step3: State the information is provided to the client should be kept in confidence.
2.2.2 Sample Letters of Status Inquiry （资信查询函范例）
Private and Confidential Dear Sirs,
We have received a letter from the Engineering & Machinery Import and Export Co., P.O. Box 459, Karachi, expressing their desire to enter into business relations with us. As we are on the point of executing a considerable order, we are eager to know their financial status and credit standing in order to decide whether to start a business up to USD 50 000 on a basis of open account. As stated in their letter, their reference is the National Bank of Pakistan.
外贸函电chapter 2
Chapter 2 Establishing Business Relations
I. Ways to Approach Merchants Abroad
--Self-introduction --Self--The Commercial Counselor's --The Counselor' Office/Chamber of Commerce/China Council for the Promotion of International Trade (CCPIT) --Mutual visits by trade delegations --Mutual
Chapter 2 Establishing Business Relations Teaching Focus
Contents of the letters Language points Some usual practice
Chapter 2 Establishing Business Relations
Chapter 2 Establishing Business Relations IV. Language Points
B. How to make self introduction and business scope
1. Our company handles / deals in / specialize in …. 2. We have been exporter / importer of… for many years. of… 3. Our lines are mainly …
Teaching Methods
Lecture Presentation Group discussion tutorial
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Unit Two Establishing business relationship
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.
（1）The advertisements in newspaper （2） The introduction from his business connections （3） The introduction from his subsidiaries or branches, agents abroad （4） The market investigations （5） Attendance at the export commodities fairs （6） Visit abroad by trade delegations and groups （7） Self-introductions or enquiries received from the merchants abroad （8） The banks （9） The commercial counselor’s office （10） The chambers of commerce both at home and abroad
We specialize in the exportation of Chinese chemicals and pharmaceuticals, which have enjoyed great popularity in the world market. We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is interesting to you. We hope you will give us an early reply.
Yours faithfully,
2. Self-introduction by exporter
Dear Sirs,
We write to introduce ourselves as one of the largest exporters, from china, of a wide range of machinery and Equipment. We enclose a copy of our latest catalog covering the details of all the items available at present, and hope some of these items will be of interest to you. It will be a great pleasure to receive your inquiries for any of the items against which we will send you our lowest quotations.
Dear Sirs,
Manufacturer Writes to Importer
We owe your name and address to the Chamber of Commerce, Tokyo, who informed us that you are in the market for Personal Computers. We are one of the largest computer manufacturers in our country and have handled with various kinds of the products for about 10 years. We approach you today in the hope of establishing business relations with you and expect, by our joint effects, to enlarge our business scope.
Yours faithfully,
(2)Dear Sirs, Through the courtesy of Messrs.Freeman & Co.Ltd., Lagos, negeria, we come to know your name and address. Also we are informed that you are a prespective buyer of Chinese Cotton Piece Goods. As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you.
As to our standing, we are permitted to mention the bank of England, London, as a reference. Please let us have all necessary information regarding your products for export.
if the writer intends to buy for import, he may also make requests for catalogues, samples, price list, etc. • To close the letter, the writer usually expresses his expectation of cooperation and an early reply. • This kind of letters should be written cordially, sincerely and courteously.
Should, by chance, your corporation not deal with the import of the goods mentioned above, we would be most grateful if this letter could be forwarded to the correct import corporation.
Your favourable reply will be highly appreciated. Yours faithfully,
Dear Sirs,
Self-introduction by manufacturer
We have learned, from the china daily, that you are a leading importer of household electric appliances, and at present you are in the market for electric fans. We, therefore, take pleasure in the informing you that we are enterprise manufacturing various electric fans and have recently produced a new model of gentle breeze electric fan entitled “Chang Feng ” whose quality as well as functions ahs been proved by a scrupulous test, and the designs and colours have been clearly explained in our illustrated catalog enclosed. Considering the improvements it offers, we believe you will find our “Chang Feng ” a very good seller in your market. If you have interest in dealing with us in “Chang Feng ” or other types of the goods shown in our catalog, please inform us of our requirements together with your banker’s name and address.
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.
（1）The advertisements in newspaper （2） The introduction from his business connections （3） The introduction from his subsidiaries or branches, agents abroad （4） The market investigations （5） Attendance at the export commodities fairs （6） Visit abroad by trade delegations and groups （7） Self-introductions or enquiries received from the merchants abroad （8） The banks （9） The commercial counselor’s office （10） The chambers of commerce both at home and abroad
We specialize in the exportation of Chinese chemicals and pharmaceuticals, which have enjoyed great popularity in the world market. We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is interesting to you. We hope you will give us an early reply.
Yours faithfully,
2. Self-introduction by exporter
Dear Sirs,
We write to introduce ourselves as one of the largest exporters, from china, of a wide range of machinery and Equipment. We enclose a copy of our latest catalog covering the details of all the items available at present, and hope some of these items will be of interest to you. It will be a great pleasure to receive your inquiries for any of the items against which we will send you our lowest quotations.
Dear Sirs,
Manufacturer Writes to Importer
We owe your name and address to the Chamber of Commerce, Tokyo, who informed us that you are in the market for Personal Computers. We are one of the largest computer manufacturers in our country and have handled with various kinds of the products for about 10 years. We approach you today in the hope of establishing business relations with you and expect, by our joint effects, to enlarge our business scope.
Yours faithfully,
(2)Dear Sirs, Through the courtesy of Messrs.Freeman & Co.Ltd., Lagos, negeria, we come to know your name and address. Also we are informed that you are a prespective buyer of Chinese Cotton Piece Goods. As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you.
As to our standing, we are permitted to mention the bank of England, London, as a reference. Please let us have all necessary information regarding your products for export.
if the writer intends to buy for import, he may also make requests for catalogues, samples, price list, etc. • To close the letter, the writer usually expresses his expectation of cooperation and an early reply. • This kind of letters should be written cordially, sincerely and courteously.
Should, by chance, your corporation not deal with the import of the goods mentioned above, we would be most grateful if this letter could be forwarded to the correct import corporation.
Your favourable reply will be highly appreciated. Yours faithfully,
Dear Sirs,
Self-introduction by manufacturer
We have learned, from the china daily, that you are a leading importer of household electric appliances, and at present you are in the market for electric fans. We, therefore, take pleasure in the informing you that we are enterprise manufacturing various electric fans and have recently produced a new model of gentle breeze electric fan entitled “Chang Feng ” whose quality as well as functions ahs been proved by a scrupulous test, and the designs and colours have been clearly explained in our illustrated catalog enclosed. Considering the improvements it offers, we believe you will find our “Chang Feng ” a very good seller in your market. If you have interest in dealing with us in “Chang Feng ” or other types of the goods shown in our catalog, please inform us of our requirements together with your banker’s name and address.