Chapter 2 Establishment of__ Business Relations

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.

国际商务英语函电(第二版)翻译

128WuyiRoad
Fuzhou,China
H.GWilkinsonCompanyLimited
245LombartStreet,
Lagos,Nigeria
(Registered)
ChapterII
EstablishingBusinessRelations
LessonOne
Self-Introduction
5.WeareoneoftheleadingexportersofChineseindustrialproductsandaredesirousofenteringintobusinessrelationsyou.
6.Wewillletyouknowuponreceiptofnewsupplies.
这是一个定语从句，介词加关系代词,介词放前。
similar:throughwhomweunderstandthatyouarewellexperiencedintheexportofengineeringequipmentwithservice.
Wegettoknowyourcorp.fromyourCCPITwithwhichwehavebeeningood
二.商业英语书信的格式
1.缩行式（IndentedStyle）
缩行式信函的特点：
1）信头和封内地址每逢换行时，下一行要比上一行往右缩进2－3个字母的位置；
2）日期放在信纸的右上端，签名放在中间偏右下方；
3）每一段的第一行都从左边空白边缘往右缩进3－5个字母的位置；
4）段落之间要空1－2行。
2.齐头式或平头式（BlockStyle）
Welookforwardtoyourcompliance.希望得到你方的同意。

公司法英文对照(1)完整篇.doc

公司法英文对照（1）-; TABLE OF CONTENTS; 第一章：总则Chapter One：General Provisions; 第二章：有限责任公司的设立和组织机构Chapter Two：Establishment and Organs of Limited Liability Company; 第一节：设立Section One Establishment; 第二节：组织机构Section Two Organs; 第三节：国有独资公司Section Three. Wholly State-owned Company; 第三章：股份有限公司的设立和组织机构Chapter Three：Establishment and Organs of Joint Stock Limited Company; 第一节：设立Section One. Establishment; 第二节：股东大会Section Two. Shareholders’ general committee; 第三节：董事会、经理Section Three. Board Of Directors And General Manager; 第四节：监事会Section Four. Board Of Supervisors; 第四章：股份有限公司的股份发行和转让Chapter Four：Issue and Transfer of Shares of Joint Stock Limited Company; 第一节：股份发行Section One. Issue Of Shares; 第二节：股份转让Section Two. Transfer Of Shares; 第三节：上市公司Section Three. Listed Company; 第五章：公司债券Chapter Five：Company Bonds; 第六章：公司财务、会计Chapter Six：Financial and Accounting Affairs of Company; 第七章：公司合并、分立Chapter Seven：Merger and Division of Company; 第八章：公司破产、解散和清算Chapter Eight：Bankruptcy，Dissolution and Liquidation of Company; 第九章：外国公司的分支机构Chapter Nine：Branch of Foreign Company; 第十章：法律责任Chapter Ten：Legal Liabilities; 第十一章：附则Chapter Eleven：Supplementary Provisions; 第一章：总则Chapter One：General Provisions; 第一条：为了适应建立现代企业制度的需要，规范公司的组织和行为，保护公司、股东和债权人的合法权益，维护社会经济秩序，促进社会主义市场经济的发展，根据宪法，制定本法。

外贸英语函电课后习题的参考答案

外贸英语函电课后习题参考答案（For Reference Only）Chapter 1 Business LetterI.Answer the following questions.1.How many principal parts is a business letter composed of? What are they?Generally speaking, there are seven principal parts of a standard business letter. They are the letter head; the date; inside name and address; saluation; the body of a letter(message); the complimentary close and signature.2. What are the three main formats of a business letter used today? Which format do you like best?There are three main formats of a business letter in use at present: the conventional indented style; the modern block style and the modified block style. I like the modern block style, since it is simple and we can save much time.3. What is P.S.?It is postscript, refers to one or more remarks the writer may add to the core or body of the letter,usually hand-written side by side with or below the signature and enclosure parts, where there is often a large patch of blank space. A postscript can be a sentence or a brief paragraph.II.Choose the best answer1-5 A C A B D 6-10 B D C B A 11-15 B C C D D 16-20 D A C B BIII. Write a letter with the given particulars below, using necessary capitals and punctuation ( in modern block style)CZ Import & Export Corp. Ltd66 Minghuang, Wujin Discrict, Changzhou213164, P.R. ChinaJuly 3, 2007Mr. John MartinSales ManagerLake Circles Inc.56 Y ork Road, ChicagoIllinois, USADear Sir,Yours sincerely,IV. Arrange the following both in a blocked form and indented form as they should be set out in a letter. (ommitted)Chapter 2 Establishment of Business RelationsI.Answer the following questions.1. If you want to open up a market to maintain or expand business actiities what should you do first?If we want to open up a market to maintian or expand business activities, what we should do first is to conduct a market research,from which we shall know thoroughly about your product(s), your present and potential market(s) .2.Before you write letters with some new established firms what had you better do?We had better try to collect as much information as possible about the new established firms, especially about their credit information.3. Through what channels can one obtain the desired names and addresses of the companies to be dealt with?We can get the desired names and addresses of the companies through the following channels: Some b2b websites, such as ; some governmental or oganizational websites, such as ; some news papers or magazines; some yellowpages; some friends or your present customers; or you can get the imformation by using some serach engines such as google or yahoo.4. How to begin with the “First Letter” or circulars to the other party?It should be consisted of the three parts: first, you should say where you have got the information of your potential customer; second you should provide necessary information about yourself; third you should express your wish of writing the letter.5. How can one create goodwill and leave a good impression on the readers?We should consider the eight “C”s in writing a business letter: clearness; conciseness; correctness; concreteness; cheerfulness; courtesy; consideration and completeness.II.multiple choices.1-5 D C A B A 6-10 C A C B CIII. Translate the following sentences into Chinese.1.我们愿意在平等互利的基础上和贵公司建立业务关系。

国际商务函电Chapter one

Standard Parts
Optional Parts
1.Letterhead 信头
外贸(公司)商号的信笺，一般都印有信头，外贸(公司)商号的信笺，一般都印有信头，包括写信人的公司名称、地址、电话号码、包括写信人的公司名称、地址、电话号码、传真号及E mail等有些会将经营项目，传真号及E-mail等，有些会将经营项目，注册商标和公司董事、注册商标和公司董事、经理等姓名一并印在信头上。如需打印，在信头上。如需打印，则信头位于信笺上中央或右上方。中央或右上方。地址的排列应由小到大。地址的排列应由小到大。
5.The body of the letter 正文
书信的主体，表达发信人的意见。书信的主体，表达发信人的意见。在信的开头有开头语( Sentences),自成开头有开头语(Opening Sentences),自成一节，一节，在习惯上是用客套语先将收到对方的来信的日期、编号或查号、的来信的日期、编号或查号、主题及简单内容加以综合叙述，内容加以综合叙述，使对方一目了然这封信是答复哪一封去信的。如果是第一次通信是答复哪一封去信的。信也可以利用开头语作必要的自我介绍。信也可以利用开头语作必要的自我介绍。
We are in the market for silk blouses and should be pleased if you could kindly quote us your keenest prices for the goods below. Offer, quotation , order, counteroffer L/C , CIF , FOB YL11/11RVD S/C123 L/C UNRCV PLSRUSH

国际商务英语函电全部答案

Chapter II Establishing Business RelationsLesson OneExercisesI. Translate the following expressions:1.cotton piece goods 6.另函2.state-operated corporation ７. 供你方参考3.import and export 8. 商务参赞处4.business lines 9. 盼望5.establish business relations 10. 最新的商品目录II. Translating the following into English:1.We are informed that _______________________________________(你公司是经营化工产品的国营公司).2.We shall let you know our comments_________________________________(一俟收到你方的报价).3.We are ______________________________________(专门从事中国工艺品出口).4.We hope to _______________________________________________(与你们建立贸易关系).5.________________________________(兹航寄) three sample books.6.______________________________________________(我们已经和世界上一百多个国家的商号建立了关系) on the basis of equality, mutual benefit and exchange of needed goods.III. Translate the following sentences into Chinese:1.We have the pleasure of introducing ourselves to you as a state corporation specializing in the export business of canned goods, and express our desire to enter into business relations you.2.Our company is one of the import and export corporations in Shanghai commercial circle authorized by the Ministry for Foreign Trade and Economic Cooperation. We have enjoyed a good reputation in the world market for a long time.3.We are one of the leading exporters of first class cotton and rayon goods and are enjoying an excellent reputation through fifty years’ business experience.4.Through the courtesy of the Chamber of Commerce in Tokyo, we have learned that you have been supplying the best quality foods all over the world.5.We are desirous of enlarging our trade in various agricultural products, but unfortunately have had no good connections in the southern part of Russia. Therefore we shall be obliged if you kindly introduce us to some of the most capable and reliable importers.IV. Translate the following sentences into English :1.承蒙外国商会介绍得知你公司的名称地址。

外经贸商务英语函电(Chapter2)

Chapter Ⅱ Establishing Business Relations
Brief Introduction Lesson 1 Developing Client Base Lesson 2 Request for Establishment of Business Relations Lesson 3 Transferring Business Relations
Very truly yours，
The Wilson & Son’s Import & Export Company Charles Wood
BACK
Lesson 2
Shanghai（B）A Reply to the Above Fuzhou Chuntian Import ＆ Export Corp. No.18 Guping Road,Fuzhou,35001 Fujian，China March 8th ，2009
The Wilson & Son’s Import & Export Company 1201 Main Street Paris，France
Dear Sirs， Thank you for your e-mail of the 6th inst. We shall be glad to enter into business relations with your company. In compliance with your request， we are sending you，under separate cover，our latest catalogue and pricelist covering our export range.
BACK

中华人民共和国中外合作经营企业法实施细则中英对照

中华人民共和国中外合作经营企业法实施细则中英对照中华人民共和国中外合作经营企业法实施细则Detailed Rules for the Implementation of the Law of the PRC on Sino-Foreign Contractual JointVentures（１９９５年８月７日国务院批准，1９９５年９月４日对外贸易经济合作部发布）(Approved by the State Council of the People's Republic of China on August 7, 1995 and Promulgated by the Ministry of Foreign Trade and Economic Cooperation on September 4, 1995)第一章总则Chapter I General Provisions第一条根据《中华人民共和国中外合作经营企业法》，制定本实施细则。

Article 1 This detailed rules are formulated in accordance with the Law of the People's Republic of China on Sino-Foreign Contractual Joint Ventures.第二条在中国境内举办中外合作经营企业（以下简称合作企业），应当符合国家的发展政策和产业政策，遵守国家关于指导外商投资方向的规定。

Article 2 The establishment of a Sino-foreign contractual joint venture (hereinafter referred to as contractual JV) within the Chinese territory shall conform to the national development policy and industrial policy, and abide by the State instructive directory on foreign investment.第三条合作企业在批准的合作企业协议、合同、章程范围内，依法自主地开展业务、进行经营管理活动，不受任何组织或者个人的干涉。

外贸函电教案)

教案（2012/2013学年第一学期）课程名称外贸函电课程编号050500502课程性质专业选修课教学时数30学时教学对象2009级英语专业翻译学1-6班语言学1-4班授课教师职称助教邵阳学院外语系2012年09月（一）课程教学目的和要求掌握基本的外贸函电理论知识并且能够合理地运用。

（二）课程教学重点和难点1. The Structure and Layout of a Business Letter2. Establishing Business Relations3. Enquries and Its Replies4. Offers and Counter-offers5. Conclusion of Business6. Terms of Payment7. Establishment of L/C and Its Amendment8. Packing, Shipping Marks and Shipment9. Insurance and Shipment（三）教学方法经过摸索和实践，在教改上形成了自己的特色：努力把商务英语文化渗透到课堂内外、语言文本和商务口语上，以大量丰富感性的商务文化素材激励学生学习的积极性；重实践，纯粹的商务英语理论教学枯燥乏味，学生领会较少，更何况是非经贸专业的学生，所以在教学中增加大量的实践，语言案例和商务案例，精选精讲，通俗易懂；多媒体教学能使学生更直观的体会和学习外贸的理论和实践知识，同时课前精心准备的英语课件是一个很好的教学辅助手段，是别的科目所没有的优势，更能很大程度上提高学生学习的趣味性和积极性。

（四）课时安排总课时：30课时，每周3学时，（五）考核方式考试（六）参考教材《外贸英语函电》易露霞陈园等清华大学出版社 2011Unit 1教研室：英语专业教研室教师姓名：麻建学Chapter 1 The Structure and Layout of a Business LetterI. The functions and writing principles of a business letter1. Functions of a business letter:1) to ask for or to convey information（索取或传递信息）2) to make or to accept an offer（报盘或接受报盘）3) to deal with matters concerning negotiation of business（处理业务磋商中的各种问题）2. Three C principles:1) Clearness（use simple, plain language, avoid wordy expressions which are likely to create misunderstanding）简洁2) Conciseness（write short sentences and make sure one paragraph for each point）明了3) Courtesy（reply a.s.a.p and “your attitude”）礼貌II. Structure of Business Letters1) The Letter-head（信头）A letterhead is the name and address of the firm that writes the letter. It generally contains the following information:➢The full name of the firm➢Its address and postal code➢Telephone number➢Fax number➢Internet address➢E-mail address➢Telegraphic and telex address➢Trademark or a brief slogan, etc.2) The Date（日期）打印日期注意事项：A. 日期按照日、月、年或月、日、年的顺序完整打印，月份和日期之间不要用标点点开，但如果时月、日、年的顺序时年份之前必须用逗号点开。

公司章程(中英文)

Articles of Association目录 Contents第一章总则Chapter 1: General Principle第二章公司的成立Chapter 2: The Establishment of the Company第三章公司经营范围Chapter 3: Business Scope of the Company第四章公司注册资本及股东的姓名（名称）、出资方式、出资额、出资时间Chapter 4: The Registered Capital of the Company, Names of the Shareholders, the Type, Amount and Schedule of Capital Contribution第五章公司的机构及其产生办法、职权、议事规则Chapter 5: The Company's Organizational Structure, its Establishment and Power, and Procedures第六章公司的法定代表人Chapter 6: The Legal Representative of the Company第七章股权转让Chapter 7: Share Transfer第八章经营场地Chapter 8: Operation Site第九章劳动管理Chapter 9: Labour Management第十章财务与会计Chapter 10: Financial Affairs and Accounting第十一章税收和保险Chapter 11: Tax and Insurance第十二章知识产权Chapter 12: Intellectual Property第十三章营业期限Chapter 13: The Term of the Company第十四章终止、解散和清算Chapter 14: Termination, Dissolution and Liquidation第十五章附则Chapter 15: Supplemental Provisions第一章总则Chapter 1: General Principle第一条依据《中华人民共和国公司法》（以下简称《公司法》）及有关法律、法规的规定，由_____方共同出资，设立______公司（以下简称“公司”），特制定本章程。

公司章程(中英文)

Articles of Association目录 Contents第一章总则Chapter 1: General Principle第二章公司的成立Chapter 2: The Establishment of the Company第三章公司经营范围Chapter 3: Business Scope of the Company第四章公司注册资本及股东的姓名（名称）、出资方式、出资额、出资时间Chapter 4: The Registered Capital of the Company, Names of the Shareholders, the Type, Amount and Schedule of Capital Contribution第五章公司的机构及其产生办法、职权、议事规则Chapter 5: The Company's Organizational Structure, its Establishment and Power, and Procedures第六章公司的法定代表人Chapter 6: The Legal Representative of the Company第七章股权转让Chapter 7: Share Transfer第八章经营场地Chapter 8: Operation Site第九章劳动管理Chapter 9: Labour Management第十章财务与会计Chapter 10: Financial Affairs and Accounting第十一章税收和保险Chapter 11: Tax and Insurance第十二章知识产权Chapter 12: Intellectual Property第十三章营业期限Chapter 13: The Term of the Company第十四章终止、解散和清算Chapter 14: Termination, Dissolution and Liquidation第十五章附则Chapter 15: Supplemental Provisions第一章总则Chapter 1: General Principle第一条依据《中华人民共和国公司法》（以下简称《公司法》）及有关法律、法规的规定，由_____方共同出资，设立______公司（以下简称“公司”），特制定本章程。

外贸函电 Chapter one

2. Be courteous and considerate
Reply promptly to all communications-answer on the same day if possible. If you cannot answer immediately, write a brief note and explain why. This will create goodwill. Understand and respect the recipient’s point of view. Resist the temptation to reply as if your correspondent is wrong. If you feel some comments are unfair, be tactful and try not to cause offence. Resist the temptation to reply to an offensive letter in a similar tone. Instead, answer courteously and do not lower your dignity.
letterhead (2) the inside address (3) the date (4) the salutation (5) the body of the letter (6) the complimentary close (7) the signature
(1) the
Part of Business Letters B. The optional parts
2. Indented style with Closed Punctuation 缩行式

Chapter 2 Business negotation and the establishment of the contract

Making Preparation for Export Business
The market research mainly includes the analysis of marketing opportunities, investigation as to the needs of customers or end-users for the products and market forecasting.
Chapter 2
Business Negotiation and Establishment of Contract
• 2.1 Business Negotiation . The Meaning . Making Preparation for Export Business • 2.2 General Procedure in Business Negotiation . Enquiry . Offer . Counter-offer . Acceptance . Contract
Enquiry
• Enquiry is usually made by the buyer to get information about the goods to be ordered, such as the commodity’s name, quality, price, mode, the desired quantity and delivery date and other terms. • A seller can also initiate the negotiation by making an enquiry to a foreign buyer, including his intention of selling certain goods to the latter, which is also called an invitation to offer or invitation to make a bid.

外贸英语函电

Letter 1 Self-introduction Self公司自我介绍 Owe…to… Owe…to…:把…归功于… 归功于… Commercial Counsellor’ s office:商务参赞处 Counsellor’ office:商务参赞处 In the market for jeans:预购、想卖 jeans:预购预购、 Avail ourselves of :利用 :利用 In a hope of doing: 希望… 希望… A government-owned corporation: 国营公司 governmentAcquaint…you… Acquaint…you…:使…了解 Business lines/scope: 业务范围
CC to: J & C company XC: Xerox copy ['ziərɔks] ['ziə
BCC : Blind Carbon Copy (暗抄送) (暗抄送) 将这些抄送对象隐藏起来 PS: Postscript (附言) (附言) I will come to your city on a business trip next week.
Nihonbashi 3，Honcho 3 Chome 3， Tokyo, Japan 日本东京都 3丁目日本桥本町 3号
salutation [,sælju‘teiʃən] 招呼,致意;行礼;问候 [,sælju来自teiʃən] 招呼,致意;行礼;
Laptop: note computer Word processor:文字(书)处理机 processor:文字( moldingmolding-die n. 压模, 塑型模 (钢模,印模) 压模, 钢模,印模) Enquiry note: 询价单

外贸英语函电课后习题参考答案

外贸英语函电课后习题参考答案（For Reference Only）Chapter 1 Business LetterI.Answer the following questions.1.How many principal parts is a business letter composed of? What are they?Generally speaking, there are seven principal parts of a standard business letter. They are the letter head; the date; inside name and address; saluation; the body of a letter(message); the complimentary close and signature.2. What are the three main formats of a business letter used today? Which format do you like best?There are three main formats of a business letter in use at present: the conventional indented style; the modern block style and the modified block style. I like the modern block style, since it is simple and we can save much time.3. What is P.S.?It is postscript, refers to one or more remarks the writer may add to the core or body of the letter,usually hand-written side by side with or below the signature and enclosure parts, where there is often a large patch of blank space. A postscript can be a sentence or a brief paragraph.II.Choose the best answer1-5 A C A B D 6-10 B D C B A 11-15 B C C D D 16-20 D A C B BIII. Write a letter with the given particulars below, using necessary capitals and punctuation ( in modern block style)CZ Import & Export Corp. Ltd66 Minghuang, Wujin Discrict, Changzhou213164, P.R. ChinaJuly 3, 2007Mr. John MartinSales ManagerLake Circles Inc.56 Y ork Road, ChicagoIllinois, USADear Sir,Yours sincerely,IV. Arrange the following both in a blocked form and indented form as they should be set out in a letter. (ommitted)Chapter 2 Establishment of Business RelationsI.Answer the following questions.1. If you want to open up a market to maintain or expand business actiities what should you do first?If we want to open up a market to maintian or expand business activities, what we should do first is to conduct a market research,from which we shall know thoroughly about your product(s), your present and potential market(s) .2.Before you write letters with some new established firms what had you better do?We had better try to collect as much information as possible about the new established firms, especially about their credit information.3. Through what channels can one obtain the desired names and addresses of the companies to be dealt with?We can get the desired names and addresses of the companies through the following channels: Some b2b websites, such as ; some governmental or oganizational websites, such as ; some news papers or magazines; some yellowpages; some friends or your present customers; or you can get the imformation by using some serach engines such as google or yahoo.4. How to begin with the “First Letter” or circulars to the other party?It should be consisted of the three parts: first, you should say where you have got the information of your potential customer; second you should provide necessary information about yourself; third you should express your wish of writing the letter.5. How can one create goodwill and leave a good impression on the readers?We should consider the eight “C”s in writing a business letter: clearness; conciseness; correctness; concreteness; cheerfulness; courtesy; consideration and completeness.II.multiple choices.1-5 D C A B A 6-10 C A C B CIII. Translate the following sentences into Chinese.1.我们愿意在平等互利的基础上和贵公司建立业务关系。

物流专业英语 Chapter Two Establish Business Relationgs

commencement [kə'mensm(ə)nt]n. 开始，开端 appreciate [ə'priːʃɪeɪt]vt. 感谢（后接动名词）；vi. 涨价 catalogue ['kæt(ə)lɒg]n. 目录 recommend [rekə'mend]vt.;vi. 推荐，介绍 take the liberty 擅自，冒昧 potential [pəˈtenʃl]adj. 潜在的，可能的;n. 潜能，潜力 scope [skəʊp]n. 范围，余地 cooperation [kəʊ,ɒpə'reɪʃ(ə)n]n. 合作，协作
item ['aɪtəm] n. 条款，项目；一则；一件商品（或物品） branch [brɑːn(t)ʃ] n. 树枝，分枝；分部；支流 associate [ə'səʊʃɪeɪt; -sɪeɪt] n. 同事，伙伴；关联的事物 reference ['ref(ə)r(ə)ns] n. 参考，参照；涉及，提及；参考书目；介绍信；证明书
Learning Goals
1. Understand job responsibilities in marketing department 2. Master methods to approaching customers 3. Express clearly your desire of cooperation 4. Learn how to greet customers on the phone 5. Learn how to write a letter to establish business relations with customers.
Background: