商务英语谈判unit 2 Establishing Business Relations
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
国际商务函电第二章Unit02 Establishing Business Relations
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
3. intend v. 想要, 打算后常接动词不定式 e.g. They intend to place an order with you. 他们打算跟贵方订货。 We intend to extend our business activities. 我们打算扩大我们的业务范围。 4. enquire v. 询问 e.g. We would like to enquire whether you can supply the following items. 我们想询问一下，贵公司能否提供下列商 品。
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
5. catalogue n. 目录 quotation n. 报价，报价单 pricelist n. 价目表 6. cooperation n. 合作，协作 cooperate v. 合作，协作 e.g. Let’s cooperate with each other for our mutual benefits. 为了我们双方的利益，让我们合作吧。 I need your cooperation in this matter. 在这件事情上，我需要你的合作。
英语商务函电PPT-Unit2 Establishing Business Relation
1．首先说明信息来源; 2．写信的目的; 3．对你的公司作一个简单的介绍; 4．表达与对方合作和早日收到回复的愿望。
1．首先说明信息来源:如何取得正规可靠的 印象 （information channel/ information sources） The source of information （how you learned of his company）
出口商主动联系进口商目的： （1）扩大交易地区及对象； expand our products into （2）建立长期业务关系； establish long- term business/trade relations with you （3）拓宽产品销路。 expand our products
4、市场调查
Market survey market investigation
Introduction
7. desirous adj.想要的，渴望的 △ be desirous to do sth 热切盼望做某事 be desirous of 接动名词 渴望做某事 They are desirous of entering into direct trade relations with you.
trading
company trade in goods trade in services
5、market In the market for: 要买 We are in the market for wool. Find a market: 找销路 We are trying to find a market for this article.
Unit2EstablishingBusinessRelations
Unit2EstablishingBusinessRelationsUnit 2 Establishing Business RelationsPart 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:Chamber of Commerce;Commercial Counsellor’s Office;Newspapers, magazines and other media;Other customers’ introduction;Self-introduction to the company;Internet websites;Yellow book / page.Sometimes, a kind of middleman is necessary to bring two companies together. Having obtained the desired names and addresses of the firms from any of the above sources, you maystart 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 RelationsGenerally 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 business relations, 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 business relations, the contents may include expressing your thanks for the incoming letter, expressing your agreement / desire/wish to establish business relations with the addressor and indicating the action you are going to take.4. About Credit Inquiries/InvestigationsTo ensure smooth and successful transactions, it is also essential to make credit inquiries before you correspond with a new customer so as to avoid business risk.Usually, credit investigations include capital/financial condition, capacity /business activity, character and honesty integrity.The information thus obtained must be kept strictly confidential and usually marked with“confidential” or “strict private and confidential”, for it might otherwise get yourself and your informer involved in serious trouble.Part Two Letter-writing GuideFor letters requesting for the establishment of business relations1. Telling the prospective customers how and where their names and addresses are knownYour company has been kindly introduced to us by... 贵公司由……介绍给我们?We have learned from... that... 我们通过……得知……On the recommendation of... , we have learned that... 通过……的推荐, 我们得知……Through the courtesy of..., we are given to understand that... 承蒙……我们得知……We were very pleased to obtain your name from... 很高兴从……处获得贵公司的名称?We are delighted to learn that... 我们很高兴得知……We have your name and address from... 我们从……得知贵公司的名称和地址?2. Self-introducingWe write to introduce ourselves to you as a... 作为……,特来函自我介绍?Our lines are mainly... 我们主要从事……...fall within the scope of our business activ ities. ……属于我们的经营范围?We are mainly dealing in... 我们主要从事……We have been engaged for many years in the line of... 我们已经从事……多年?As you may know, we supply... 如贵公司所了解, 我们可供应……We would like to take this opportunity to introduce ourselves as... 我们借此机会自我介绍,我们是……We would like to take the liberty of introducing ourselves to you with a view to... 我们冒昧自荐,希望……Our corporation is established for the purpose of... 本公司是以……为宗旨而建立的?Our corporation is specialized in... 本公司专营……We handle various kinds of... 本公司经营各种……3. Indicating your purpose and desireWe are willing to... 我方愿意……We express our desire to... 我们想表达……的意愿?We are now writing you for... 我们特致函……We are desirous of... 我方很希望……With a view to..., we... 本着……的意愿, 我方……We are interested in... 我方有兴趣……We need a regular supply of... 我方定期需要……We are in a position to supply... 我方可供应……We would be glad to... 我们将乐于……We now avail ourselves of this opportunity to... 我们借此机会……If you need... , please (don’t hesitate to) let us k now. 如果你们需要……,请(毫不犹豫)地告知我们?Should there be anything else we can do for you, please let us know. 如果我们还能为你们做些其他事情,请告知?Should you require... please don’t hesitate to contact us. 如果你们需要……,请毫不犹豫地和我们联系?4. Expressing your expectationWe look forward to receiving.../hearing from you soon/in the near future. 希望尽快收到……Your early reply is appreciated./Any early reply would behighly appreciated. 非常感谢你们的早日答复?We are anticipating your answer./We await hearing from you. 盼复?Any further information you can provide will be appreciated. 对你们提供的进一步信息,我们将非常感谢?We hope this will be a good start for... 希望这是……的良好开端?We would appreciate it/be grateful if you would... 如果贵公司……我们将不胜感激?We would sincerely appreciate it if you... 如果你们能……,我们将衷心感谢?For letters in reply to the letters requesting for the establishment of business relations1.Expressing your thanks for the incoming letter or stating your letter-replying purposeThank you for your letter of... 感谢贵方……的来函?Thank you for your interest in... 感谢贵方对……的兴趣?We have received with thanks... ……已收悉, 谢谢!Your letter of... has been well received with thanks. 贵方……的信已收悉, 谢谢!Your letter expressing... has been received with thanks. 贵方关于……的信已收悉, 谢谢!We are thankful for your letter about/of... 谢谢你们关于……的来信?In reply/response to your letter of..., we... 作为对你们……来信的答复,我们……2.Expressing your agreement /desire/ wishYour wish of... coincides with ours. 你们的……愿望与我们的不谋而合?This is also our desire. 这也是我们的愿望?We shall be very glad to.... 我们将很高兴……Your suggestion of... was really a good thinking. 你们的……建议确实是一个好主意?3.Indicating the action you are going to take We are sending you... 我们将给贵方寄去……We shall be glad to have your...我们将很高兴得到贵方的……As requested, we are airmailing to you... 按要求,我们特此给您寄去……Enclosed is/are our.../We enclose our... 随函附寄……Part Three Commonly Used Expressions and Sentence PatternsExpressions1.establish business relations; enter into business relations; establish business connections;enter into business connections2. engage in...; handle...; deal in...3. specialize in...4. business line5. business contacts6. please contact us / sb.7. let us / sb. know8. Please (don’t hesitate to) let us know; Please inform us.9. We would appreciate it if you would...; We would be grateful if you would...10. The enclosed is / are our...; We enclose our...11. Enclosed please find our...12. for your information / reference (only)13. concerning; about; regarding; with regard to...; as to...14. at your end; in your place / area / district15. in the meantime; at the same time; meanwhile; in the meanwhile16. according to; in compliance with; in accordance with; in conformity with17. conclude / close the business / transaction / deal18. do business with; deal with; trade with19. be connected with...20. do sth. upon your requestSentence Patterns1.Self-introduction （自我介绍）1）We are …我们是…We are a specialized corporation, handling the export of animal by-products.我们是经营畜产品出口的专业公司。
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vocabulary
Embassy : 大使馆 Connected with : 与…有联系， 与…有关系 Dealer：商人 retail dealer 零售商 wholesale dealer 批发商， make a deal
我公司的用户对我方产品及售后服务非常满意。我公司相信， 经过互相交往之后，贵公司也会有同感。
我公司银行是日本东京银行。他们可向贵公司提供我公司商 业及资金状况的信息。
盼贵方早日回复。 谨上
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vocabulary
The chamber of commerce 商会 Approach 与…接洽 Please approach them again Joint effect 共同努力 Covering the main items suppliable at present 包括我 方目前能
?thebanks?银行的介绍?thecommercialcounselorsoffice?通过商务参赞的介绍?thechambersofcommercebothathomeandabroad?通过国内外商会的介绍g?怎样得知对方知对方公司的名称和地址一信息来源?自我自我介绍阐述写信的目的二写信人的意图?公司业务?如果写信人有意进人有意进口可向对方索要目录单样品价目表等四公司财政及信誉状况的查询之处有关?建立贸易关系是交易的第一环节
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Letter 2
出口商的自我介绍
敬启者： 本公司是中国最大的机械设备出口公司之一。 随函附上一份有关我公司目前可供货物所有详情目录，
unit 2 establishing business relations
知识讲解
embassy[ˈembəsi] n.大使馆
拓展
Letter-3
➢ British/American embassy 英国/美国大使馆 All visitors should register with the British Embassy. 所有游客都必须到英国大使馆登记。
Letter-3 知识讲解
Unit 2
Establishing Business Relations
Learning Objectives
熟悉建立业务关系的渠道 掌握建立业务关系的信函的写作步骤
熟记一些常用单词、短语、句子
通常，有关国外的信息可以通过以下渠道获得:
1．Advertisements in the media（媒体上的广告）; 2．Chamber of Commerce（商会）; 3．Commercial Counsellor’s Office（商务参赞处）; 4．Exhibitions and trade fairs（展览和交易会）; 5．Banks（银行）;
Letter-2
知识讲解
in the market for 想要购买；欲购买
拓展
We are in the market for the shirts illustrated in your catalogue. Please quote us your lowest price. 我们想买在你方4号目录表上所列的衬衫。请报你方 最低价。
Letter-3 译文
我们从渥太华大使馆商务参赞处获悉你们经营桌 布和其他纺织品。
我们卖中国桌布多年了。它们质量好，做工精细 。中国桌布在欧洲很受欢迎。我们愿意与您合作在加 拿大销售桌布。
Unit 2 Establishing Business relations
rs truly,
Skill drilling
You are asked to write a letter or send an email to a foreign company for establishing business relations. The letter or the email should cover at least the following points:
Yours faithfully,
Text B
Dear Sirs, From your letter of May 8, we are glad to learn that you wish to enter into trade relations with this corporation in papers. the line of various papers. In compliance with your request, we are sending you by air a catalog together with a range of pamphlets for reference. your reference.
By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed matters for reference. reference. Of recent years, we have done much business with the largest and most district. prominent houses in your district. As is well known to you, the possibilities of importing the foreign products are very great here, especially as we are now developing our economy. economy.
unit 2 Establishing Business Relations
The Ss read the situation 1 freely and translate the letter with the partner. Conclude the The teacher help the Ss to understand the content of business letter. the letter.
PPT text book
教学 对象 分析
1、 Can read the letters about establishing business relations 教学 总结 2、 Know how to write the letters to establish business relations with foreigners 3、 Know through the business letters to promote the relationship
六、Homework The Exercise: P15-17
四、Situation 2
1、Key words and phrases.
教 案
编制/时间：
讲 义
页
码：5
Unit 2 Establishing Business Relations
一、Introduction. To establish business relations with the prospective traders is the first important step in international trade. No customer means no business. For a newly established company, to have a worldwide business contact will guarantee its larger business scope and turnover. 二、Dialogue. 1、bank: 银行 2、chambers of commerce in foreign countries: 外国商会 3、commercial counselor ’s office: 驻外领馆商务参赞处 4、fairs, Exhibitions, Expositions held both at home and abroad: 览会 5、Advertisement: 广告 6、internet : 互联网 7、sales representative : 商品经销代理 8、displayed : 展览 9、international exhibition : 国际展览会；博览会 10、further : 更进一步的，深一层的 11、specific requirement : 具体要求 12、place an order : 定购（货物）；预订 三、Letters. Situation 1. 1、obtain （get）得到，获得 Eg: Having obtain …… and …… from……. 2、in the hope of 希望 3、arts and crafts 工艺
Unit 2 Establishing Business Relations(1)
How to properly express?
Logicis in the body: 1.How we know our counterpart’s name and address; 2.Our intention; 3.Self-introduction including our business scope and other information; 4.Express our expectation in the future.
8
4-4 Re:
Dear Sirs With reference to your letter of September 15,2008 we are glad to learn that you wish to enter into trade relations with this corporation in the line of canned goods. In compliance with your request, we are sending you by air a catalogue together with a rang of pamphlets for your reference. If any of the items listed in the catalogue meet your interest, please let us have your specific enquiry, and our quotation will be forwarded without delay. In the meantime, you are requested to furnish us with the name of your bank prior to the conclusion of the first transaction between us.
Unit-2-Establishing-Business-Relations-1ppt课件
e.g. We have been approached by several buyers for the supply of walnuts.
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Notes to Letter One
பைடு நூலகம்
6. state-operated corporation 国营公司 7. handle v. 经营
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Notes to Letter One
11. covering 包括……的 , 涉及……的 , 有关……的
e.g. Please let us have your pricelist covering your typewriter
12. sth. be of interest to sb. 使感兴趣 , 有兴趣
2
Exporter’s Self-Introduction
3
Sum-up
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2
Introduction
Just as a factory requires a complete set of
machinery to proceed with production, so does a
over radio, on TV and so on.
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Having obtained the desired names and addresses of the firms from any of the above-listed sources, he/she may start sending letters or circulars in the current-wildly used form as email or fax to the parties concerned. Such letter can be called a “first-contact” letter. As the saying goes: Wellbeginning is half done. Thus to write correctly and properly is of vital importance.
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Unit 2 Establishing Business Relations
2. Translate the following sentences into English
Unit 2 Establishing Business Relations
II.Words and Expressions
distinguished: drink/propose a toast to … : set foot: cherish: enhance: integrity: equality: benefit:
Unit 2 Establishing Business Relations
9. You can find our telephone number and e-mail address in the brochure I give you or from the business directory. We hope we’ll keep in touch. 您可从我给您的小册子里或企业名目上找到我们的电话和电子 邮箱地址。希望我们能保持联络。
9. 最好能够尽早见面，我们不能再拖延了。 It is imperative for us to meet as soon as possible. It cannot be put off any longer.
商务英语谈判unit 2 Establishing Business Relations
Unit 2 Establishing Business Relations
I. Warm Up
Work in pairs with the following situation
Mr. Anderson, an American businessman, is visiting an exhibition. He is rather interested in a new product, a pair of so-called “air cushioned” shoes, which are manufactured by a small business. Mr. Zhang, an exhibitor from the company, is trying his best to provide Mr. Anderson with detailed information on both his company and the new product.
12. You can get the main exhibitions schedule for this year and next year from the chamber of commerce.
Unit 2 Establishing Business Relations
13. In order to make the trade fair better next time, we’d like to have your suggestions for improvements.
高贵的，卓著的，杰出的 为……而干杯 踏上 珍惜，珍爱 加强，提高 诚实，正直 同等，平等 有益于，使……受益; 利益
Unit 2 Establishing Business Relations
III. Useful Sentences
1. There is a matter of great importance. It can only be solved by a direct meeting. When is the earliest time we can meet?
Unit 2 Establishing Business Relations
IV. Keys to Exercises
1. Translate the following sentences into Chinese
1. I believe it is best to have a face-to-face meeting as soon as possible. When are you available? Please suggest a date of your convenience. 我想最好是尽快安排面对面的会议。不知道您什么时候比较方便 ?
5. 在展览厅内，请保管好您的贵重物品。 Please look after your valuable properties at the Exhibition Hall.
6. 为了让更多的人了解我们的新产品和我们的国家，我们来参 加这个展会。 We have come to this show in order to let more people know about our new products as well as our country.
14. We didn’t have time to say good-bye to you because we were busy tearing down the display and shipping the exhibits back.
15. How about the price? Please check the cost of attendance for us.
3. As far as I'm concerned, any time is all right with me.
4. 8 o'clock is a bit of a problem for me. Can you put it off until 10 o'clock？
Unit 2 Establishing Business Relations
7. 您对展厅有特别的要求么？ Do you have any special requirements for the exhibition hall?
Unit 2 Establishing Business Relations
8. 如果方便的话，我想尽早去见你。 I'd like to see you at your earliest possible convenience.
11. In order to let more foreign friends know about our products and to enlarge our market as well, we’d like to take part in some international trade shows.
1. 我们好像从来没有过业务往来。您是刚刚从事这一行业吗？ It seems that we’ve never done business with each other before. Are you new in this line of business?
2. 我想借此机会向热情的主人表示衷心的感谢。 I’d like to take the opportunity to extend our sincere thanks to our kind host.
2. It seems I got the wrong number. I was trying to reach another department. Sorry for interruption. 我好像打错电话了。我想要找的是另一个部门。抱歉打扰您了。
Unit 2 Establishing Business Relations
7. This is my first visit to your company. I’d appreciate your kind consideration in the coming negotiations.
8. We would be very glad to promote, by joint efforts, both trade and friendship to our mutual advantage.
3. Could we meet and discuss the matter in a little more detail? 我们能不能碰个面,再讨论一下这件事的细节？
4. I’m afraid I have to postpone the appointment with you, for something unexpected happened. 我恐怕要延迟和您的约会了，我这里出了点意外情况。
Unit 2 Establishing Business Relations
9. I have a feeling that there are bright prospects for us to cooperate in this field.
10. Where can I get some useful information about the trade fair?
2. This matter cannot be dragged on. I am willing to fly to see you just to resolve this issue. How about the end of this week? If you cannot make it, please recommend some other dates.
7. The purpose of my visit is to inquiry about the possibilities of establishing trade relations with your company. 我来访的目的是询问与你公司建立贸易关系的可能性。