外贸函电 第二章
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外贸函电 第二章
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.
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。）
外贸函电课件_2_建立业务关系
我冒昧地提出和你不同的意见。
（4）… we enclose a complete set of leaflets… with detailed specifications and means of packing. a complete set of: 一整套 leaflet: n. 宣传单页，传单 specification: 产品规格 means of packing: 包装方法
Dear Sirs,
不能 使用 冒号
感谢您9月3日询问我们产品的来信。 We thank you for your letter of 3 September enquiring for our products.
英式写 法
随信附上的小册子，包含了我们所有冰箱产 品的细节，供您做出满意的选择。
还可以使用brochure 或pamphlet
Stamp
第二题
Guangdong International Trading Corp 48 zhongshan Road, Guangzhou, Guangdong, China 15 September, 2008 Standard Oil Company 38 Fifth Avenue London UK
第四步
表达合作愿望
– We look forward to receiving... – Your early reply is appreciated. – We are anticipating your answer.
三、样函
Letter 1（P.24） We wish to buy ... If you can supply ... please... Letter 2 We can ... We are sending you ...
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
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.
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Chapter Two Writing for English Faxes and E-mails
4.传真安全可靠； 传真利用电子通信技术传输信息，信息 能够在瞬间传送至接收方，超越了时空 的限制。借助加密措施更可以保证传输 信息安全可靠。
Chapter Two Writing for English Faxes and E-mails
Chapter Two Writing for English Faxes and E-mails
Business English Faxes Business English E-mails Useful Expressions
Summary
Exercises
Reading Materials
Chapter Two Writing for English Faxes and E-mails
2.1.3 外贸英文传真的写作要求
传真的格式因其内容不同而各 异，各个公司、企业、单位也 拥有自己一套书写传真的格式 和风格，所以传真的格式可以 说是千差万别。但是，外贸英 文传真通常包含传真标题、信 头和正文三大部分。 1.传真的标题； 传真标题至少需要涵盖发送方 公司名，公司或企业商标（ logo），通讯地址以及联系电 话。
Chapter Two Writing for English Faxes and E-mails
2.传真的信头； 在外贸活动中发传真要求使用企业正规传真信头，在标题 与信头中间需要标出“Facsimile”或者“Fax Message” 等字样，然后写出具体的接收方名称、传真号、发送日 期、页数及主题等内容。 3.传真的正文； 外贸英文传真与普通传真一样，正文部分可以根据内容的 变化来进行分段。
*邮件正文：
Salutation（称呼） Body（正文） Complimentary Close（结尾敬语） Signature（署名）
Chapter Two Writing for English Faxes and E-mails
署名部分需要包含发件人姓名、职位、公司 名、邮寄地址、电话号码、传真号码及网站 等所有的信息。
Chapter Two Writing for English Faxes and E-mails
2.3 常用词汇与表达法
2.3.1常用词汇
facsimile signal 传真信号 auto redial 接收方传真机忙，传真机重拨 sheet 纸张 code 代码 receipt 收据 charge 收费 Asynchronous Transfer Mode(ATM)异步传输模式 Browser Server(B/S)浏览器/服务器 memory full 传真机储存器已满 clean up scanner 扫描头脏，需清洗扫描头 communication error 通信错误，传输信号不好 no document 没有文件 over temperature 传真机温度高 Paper roll empty 传真纸用完 remove document 清除文件夹纸 no answer 对方无应答 please wait 正在暖机，等待结束再开始使用 check document 检查原稿 receiving(RG) 正在接收 Sending(TG) 正在发送 changing cartridge 换墨盒 E-mail电子邮件 Short Message Service (SMS) 短信息服务
Chapter Two Writing for English Faxes and E-mails
2.2.4 外贸电子邮件写作注意事项
1. 邮件的正式程度需要根据不同的收件人进行调整。写给 客户、供货商或其他贸易合作伙伴的邮件需要采用较为正 式的格式和语气； 2. 邮件应做到语言简明，直接坦率。注意正文部分段落之 间需要空行，方便收信人阅读； 3. 收到邮件后需尽快回复。一般在48小时之内回复邮件最 佳； 4. 避免将重要的隐私及绝密文件用电子邮件的发送。电子 邮件的安全性较差； 5. 避免通篇使用大写字母。这样做会增加收件人的阅读难 度；
第二章 外贸英文传真和电子邮件的写作
Chapter Two Writing for English Faxes and E-mails
Chapter Two Writing for English Faxes and E-mails学习要点Fra bibliotek
了解传真和电子邮件的含义和特点 掌握外贸英文传真的写作要求 掌握外贸英文电子邮件的写作要求 掌握书写外贸英文传真与电子邮件的典型句型和 表达用语
Chapter Two Writing for English Faxes and E-mails
2.2.2 电子邮件的特点
1. 2. 3. 4. 5. 高效迅速，价格低廉； 随时接收； 附加信息多元化； 行款格式简约化，方便操作； 内容个性化；
Chapter Two Writing for English Faxes and E-mails
Chapter Two Writing for English Faxes and E-mails
*传真封页样本：
Date: April 21,2011 Fax Cover Sheet Time: 16:30 Number of Pages: 5(Including Cover Sheet)
To: Name: Mr. William Smith Company: Cycle Vision Fax Number: 619-295-7800 Tel: 619-295-7800 From: Name: Tony Chen Company: Jiangmen Dachangjiang Group Co. Ltd. Fax Number: 0086-0750-3288999 Tel: 0086-0750-3288333 * * If any part of this transmission is missing or not clearly received, please contact the sender as soon as possible. * * Subject: Our Sales of Confirmation No. E170/2011
Chapter Two Writing for English Faxes and E-mails
*邮件头：
From（发件人） Date （发件时间） To （收件人） “CC” or “BCC”（抄送或密送 ） Subject （主题） Attachment（附件）
Chapter Two Writing for English Faxes and E-mails
2.传真的内容是真迹传输 传真传送的是文本原件的真迹，对于那些手写手 绘的信息，例如签名、手绘图纸、符号等要求精 准度很高的文件，只有传真才能够做到真迹的传 输。 3.传真的成本低廉，操作简单便捷； 传真在成本上低于电话和电报，目前各公司、企 业、单位都在广泛的使用传真机，甚至许多家庭 也都拥有传真机，它操作简单便捷。
2.1.2 传真的特点
传真是一种现代化通信手段，被广泛的应用于商务通信
中，并以其低廉的成本、简单的操作方式及高效的信息传
送赢得用户的青睐。传真的主要特点可以归纳为一下几项
：
1.传真与国际长途电话和电报一样高效迅速
传真是通过有线电或者无线电远程传送信息，速度快、效
率高。
Chapter Two Writing for English Faxes and E-mails
Chapter Two Writing for English Faxes and E-mails
2.2 外贸英文电子邮件的写作 2.2.1 电子邮件的含义
电子邮件（electronic mail,简称E-mail）使用方便，传 递快捷，可以一信多发，成本低廉，适合国际交流、贸易 往来及日常联络。它是一种利用计算机网络交换电子媒体 信件的通信方式，是目前互联网（Internet）上使用最多 、最受欢迎的一种服务。用户可以传输由计算机或文字处 理器处理好的任何形式的信息或资料，如信件、报告、图 表、声音、视频片段等，亦可对信息或资料进行编辑、打 印或存档。随着互联网的迅速发展，人们在日常生活及商 务往来中越来越频繁地使用电子邮件进行信息交换、文件 资料传输等活动。
2.2.3 外贸英文电子邮件的写作要求
电子邮件的写作格式一般根据网站的不 同而稍有差异，但核心内容一致。事实 上，每个网站都有写好的信头标题，用 户只需要将信息补全。外贸英文传真通 常包含邮件头（From, To, Date, CC, BCC, Subject and Attachment ）以及 邮件正文（there is a blank space for you to key in your message including salutation, body, close and signature）两大部分。
David Smith,（此处不能使用缩写） Purchasing Manager Orly Shoe Corporation 350 Fifth Avenue 67th Floor, New York, NY10018, USA Tel: 212-695-0998 Fax: 212-695-0789 E-mail: info@ Website:
Chapter Two Writing for English Faxes and E-mails
2.3.2 常用表达法
1. Replying to your fax enquiry. We ’re pleased to airmail you an information pack, giving full details of our service. 依你方传真咨询，欣然空邮信息袋一份，详细介绍我们的业务范围。 2. We are e-mailing you to enquire whether you’d be willing to establish business relations with us. 特发电子邮件，希望能发展业务关系。 3. Please e-mail us when something new comes up. 有新情况请用电子邮件及时通知。 4. Please confirm the order and e-mail a shipping schedule. 请确认订货，用电子邮件告知装运时间表。 5. The proforma invoice is coming to you in the attachment. 邮件中附有形式发票。