外贸函电unitone

Business English Correspondence •Establishing Trade Relations
Dear Manager:
You were recommended to our company by the Bank of China, New Y ork Branch, which told us that you export Chinese textiles and cotton piece goods.
Our company imports general merchandise. We have been in business since 1935, and therefore have wide experience in all the lines we handle.
Our bankers are Chase Manhattan Bank and the Hong Kong & Shanghai Banking Corporation of Hong Kong. They can provide you information about our business and finances.
Please inform us of your trade terms and forward samples and product brochures. We look forward to a productive trade.
Sincerely,
Michael S. Barnwell
Manager
MSB/sh
•bankers n.开户银行
We now have pleasure in confirming that your bankers, The Westminster Bank Ltd., have accepted our Draft for US $6,000, payable within thirty days of sight. 我方高兴地确认，贵方开户行—西敏寺银行已对我方30天期限的6000美元的汇票予以承兑。

•Y ou were recommended to…by… (某公司或单位)向……推荐贵公司Y ou were recommended to our company by the Bank of China, New Y ork Branch, which told us that you export Chinese textiles and cotton piece goods.
中国银行纽约分行向我公司推荐贵公司，并告知贵公司出口中国纺织品和棉布。

(某公司或单位)向……推荐贵公司
•recommend
• 1. 推荐，介绍
I’d like to recommend you this article (this article to you).
我方欲向贵方推荐该产品。

We have recommended the buyer woolen sweaters and silk pyjamas.
我方已向贵方推荐羊毛衫和绸睡衣。

J. Smith& Co. have recommended your firm as being interested in establishing business relations with us. J. 史密斯公司介绍贵
公司远同我公司建立业务关系。

That firm has lost heavily on recent transactions, and therefore cannot be recommended for credit.该商号在最近交易中亏损严重，因此（本银行）不能推荐他们做赊欠业务。

• 2. 劝告，建议
As the market is declining, we recommend your immediate
acceptance of our counter-offer.
由于行市正在下跌建议立即接受我方还盘。

As you are not familiar with the quality of the product, we recommend buying a small quantity for trial.
由于贵方对产品的质量不甚了解，我方建议贵方购买少量试用。

We recommend you to give this your urgent attention.
希望贵方急速处理此事。

We strongly recommend you to place an order for the TTC5 duplicators.我方及力奉劝贵方定购TTC5型复印机。

We recommend you (should) increase the quantity to a hundred metric tons.我方建议贵方将数量增至100公吨。

• 3. 使受欢迎
There is no margin left for bargaining in our quotation, so your counter-offer is not recommended.
我方报价没有讨价还价的余地，因此贵方还盘不受欢迎。

•Our company imports general merchandise. We have been in business since 1935, and therefore have wide experience in all the lines we handle.
我公司进口杂货，已有71年的经商历史，对所经营的产品有丰富的经验。

•handle v.
• 1. 经营
We have decided to appoint an agent to handle our export trade with your country.
我方已决定委派一家代理商经营我方对贵国的出口贸易。

• 2. 处理
We hope you will handle this matter with the utmost care.
希望贵方谨慎处理此事。

• 3. 搬运，装卸
Handle With Care.（外包装上的装运指示用语）小心轻放（小心装卸）•have been in business since…自……开始经商
We have been in business since 1995.我方已有11年的经商历史。

•have wide experience in…在……有丰富的经验
We have wide experience in manufacturing pneumatic fittings. •line n.
• 1. 行业，业务
I’m in the textile line. It’s my desire to have a share in your trade.
• 2. 限额
For the present we extend to the firm a credit line of four low figures in Sterling in their imports.
现在对于该公司的进口，我行给予他们英磅低四位数的信用贷款。

（注：four low figures= 1000—2000)
• 3. （货品）种类，系列
We are going to present the full line of shoe samples at the Paris
Shoe Show opening on February 1.
我方将于2月1日开幕的巴黎靴鞋展览会上展出各类靴鞋样品。

• 4. 货品
We have considered your proposal to receive a trial delivery of our cutlery on consignment and are sending you a representative selection of our most popular lines.
我方已考虑贵方关于用寄售的方式销售我方刀具的建议，现选出极受
欢迎的有代表性的货品一批发往贵方。

• 5. （航运，航空）公司
The shipping line lost considerably by it.
该航运公司由此受到相当大的损失。

•general merchandise 杂货，但不是“杂”项货物，而是相对大宗散装干货（如谷物、矿砂等）和液体散装物（如原油、汽油）等而言的普通有包装货物。

•merchandise n. 货物（总体名词）
Information indicates that similar merchandise has been sold there at approximately $20 per dozen/set.
有消息表明，类似的商品曾以每打/套约20美金的售价在那里出售。

•同意词：goods, ware, commodity
•v. (=merchandize) 推销，经商
If this new product is properly merchandized, it should sell very well. 该产品若能适当推销，定会销售得很好。

We are trying to broaden our contacts so as to be able to do more effective merchandizing. 我方正努力扩大联系以便能有效地推销。

•Please inform us of your trade terms and forward samples and product brochures. We look forward to a productive trade.请告知贵方贸易条款并寄样品和产品小册子。

我方盼望彼此贸易富于成效。

•product brochure 产品小册子
•brochure n.小册子
We have pleasure in enclosing our brochure on the use of our PF 800 polymeric film solution.
现愉快地随函寄上我方PF800聚合薄膜溶液使用说明的小册子。

•inform…of…告知（某人）……
We shall inform you of the date of sailing.
我方会将启航日期通知贵方。

trade terms 贸易条款、条件（常用复数），主要包括付款方式(mode of payment)、装运日期(date of delivery)等。

•forward v. 运送，寄送
The goods will be forwarded to you within the 3rd quarter of the year.货物将于第三季度内发运给贵方。

•freight forward 运费到付
We are arranging to send you 1,000 pens to replace the unsold balance of 970. please return the latter to us, freight forward.
我方正安排发运1000支钢笔，替换尚未售出的970支剩余钢笔。

请退回
剩余的970支钢笔，运费到付
•sample n. 样品
Please send us the representative samples.请寄来有代表性的样品。

We keep a reference sample of such special orders.
我方保存着这种特殊定货的一份样品。

When submitting your quotations, please do not forget to send us samples on the articles quoted.
送来报价单时，请不要忘记送报价货品的样品。

•注：
•在进出口业务中说明货物质量与样品的关系时，避免使用exactly, strictly等词，以免日后工作被动。

例如；
Quality: Exactly same as sample submitted by seller on May 10, 1996.
品质：与1996年5月10日卖方所交的样品完全相同。

应改为较有弹性的用语：
Quality: Same as(About equal to, Similar to, As per, Up to) sample submitted by seller on May 10, 1996.
品质：与1996年5月10日卖方所交的样品相同（大致相等，相似）。

品质：按照（达到） 1996年5月10日卖方所交的样品。

Dear Housewares Department:
Your company’s name has been given to us by the Chamber of Commerce of London.
We wish to buy porcelain tea and coffee cups and saucers of different shapes, fully decorated with flowers or other designs.
If you can supply this type of merchandise,kindly airmail us a sample cup. Also, please enclose your price list and all suitable illustrations.
We await your early reply.
Sincerely,
Catharina E. de Jonge
Manager
CED/ms
•（本函电及第一封函电的开头都用了被动语态，表示对收信人的尊重）Dear Housewares Department:Your company’s name has been given to us by the Chamber of Commerce of London.家居用品部：贵公司名号已由伦敦商会提供给我方。

•We wish to buy porcelain tea and coffee cups and saucers of different shapes, fully decorated with flowers or other designs.
我公司欲购买款式各异上有鲜花或其它图案的瓷制咖啡杯、茶托和茶杯。

•design n. 设计，图样
If these designs do not appeal to you we will show you some others.
如贵方不喜欢这些图样，我方可以给贵方展示别的样式。

•If you can supply this type of merchandise, kindly airmail us a sample cup. Also, please enclose your price list and all suitable
illustrations.We await your early reply.
如贵公司能提供此类产品，请航邮样品杯一只，并附上贵公司价目单和有关插图。

盼早复.
•kindly adv. =please
Kindly advise us when our order will be shipped.
请告知我方定货何时运出。

•airmail n. 空邮
We are sending you samples by airmail.
我方空邮寄去样品。

•v. 航邮寄送
We have accepted your order of the 16th of this month. Please airmail design sample.
我方接受贵方本月16日定单，请空邮花样设计样品。

•enclose v. 随函寄上
We enclose (are enclosing) a price list for our exportable items.
随函寄上我方可供出口商品价格表。

For your information, we are enclosing (herewith) a photostatic copy of our letter dated July 12.
随函寄上我方7月12日函影印本一份。

We enclose (herein) our revised quotation, subject to our confirmation as usual.
随函附上修订后的价格单，如往常一样以我方最后确认为有效。

•reply v. 回复
Will you reply us before Friday? 请在星期五前给我方回复。

You have not yet replied to our letter of August 5.
8月5日去函尚未获复。

•CHINESE TABLECLOTHS
We learned from the Commercial Counsellor of our Embassy in Ottawa that you deal in tablecloths.
We sell Chinese tablecloths. They are of good quality and have fine workmanship. Chinese tablecloths are very popular in Europe. We would like to work with you to market them in Canada.
We are sending you under separate cover by airmail a copy of the latest catalog. Please let us know if there are any items which are of interest to you and we will send you quotes and samples.
We hope to hear from you soon.
Zhou Yanming
Manager
Zhejiang Textiles Imp. & Exp. Corp.
•CHINESE TABLECLOTHS
这是函电的标题，用来让收信人一眼就知道该函电所叙述的主要内容。

下划线可有可无。

其它的表达方式为：
Re: Chinese Tablecloth
Subj.: Chinese Tablecloth
•learn from…从……处获悉
We are pleased to learn that you wish to initiate business with us in microcomputers.
我方高兴地获悉，贵方希望在微型电子计算机方面与我方开展贸易。

•deal in 经营（后接商品名称）
They deal in Chinese textiles.
•Handle不限于接用商品名称，试比较：
We deal in silk goods.
Those dealers handled your products.
We handle the export business of silk goods.
•be of good (first) quality 质量上乘（品质优良），常用作表语All of our products are of first quality.我方所有产品都是一级品。

•market v.销售，推销
It is becoming increasingly difficult to market your goods in this country. 在本国销售贵方货物正日益困难。

•n.
• 1. the market 行市，市况
We are glad to say that just now the market is in a very strong position. 我方很高兴地告知贵方，现在行情上涨。

• 2. a ready (good) market 好销路，畅销
•（1）常用“货物”作主语
Cotton and silk blouses made in China have (enjoy) a good market in North Africa.
We have no doubt that there is a good (ready) market here for your products
• (2)货物作主语时，谓语用动词find (enjoy)
Chinese black tea always finds (enjoys）a ready market in North America.
•under cover 附在信中，under separate cover另函或另包We are sending you under (this) cover one set of duplicate shipping documents. 随函寄去装船单据副本一套。

We are sending you under separate cover by airmail a copy of the latest catalogue. 现另行空邮寄去最新产品目录一份。

•item n. 项目，商品，产品
• 1. 用指表格中或前面所述的“商品”
Grinding Machine Type TD is a new product of ours. We are trying to find a market for this item.
TD磨床是我公司的新产品，我公司正在努力为这项产品寻找销路。

• 2. 在贸易中，item已与 commodity, product等成了同义词。

A great variety of new products and traditional items are on display
at the fair. 交易会上展出了各式各样的新产品和传统产品。

•Quote,here is equal to “quotation”. n.报价
• 1. vt. 引用，复述
The buyer is requested always to quote the number of this Sales
Confirmation in the L/C to be opened in favor of the Seller.
买方在开给售方的信用证上务请填注本销售确认书号码。

• 2. vt & vt. 给……报价，报价
Please quote (us) your lowest price. 请报贵方最低价格。

Please quote (your price) CIF London. 请报CIF伦敦价。

Please quote (us) your lowest price CIF London.
请报贵方CIF伦敦最低价。

We have quoted them the price CIF Hamburg for our Printed Shirting.
我方已将印花细布的CIF汉堡价报给他们。

Several moths ago we quoted them a price on our steel files.
数月之前我方向他们报过钢锉的价格。

When we know your specific requirements, we shall quote you assoon as possible. 当我方得知贵方具体需要时，当尽速报出价格。

Will you please quote for the supply of approximately 100 reams of good quality white poster paper.
请对供应100令左右优质白色广告纸作出报价。

•Take the three letters as samples to analyze and illustrate the structure of correspondence about establishing business relation • 1. 消息来源。

如:
“You were recommended to our company by the Bank of China, New York Branch, which told us that you export Chinese textiles and cotton piece goods.”(the first letter), “Your company’s name has been given to us by the Chamber of Commerce of London.”(the second letter), “We learned from the Commercial Counsellor of our Embassy in Ottawa that you deal in tablecloths.”(the third letter)
• 2. 自我介绍。

如：
“Our company imports general merchandise. We have been in business since 1935, and therefore have wide experience in all the lines we handle. Our bank are Chase Manhattan Bank and the Hongkong &Shanghai Banking Corporation of Hongkong. They can provide you information about our business and finances”(the first letter), “We sell Chinese tablecloths. They are of good quality and have fine workmanship. Chinese tablecloths are very popular in Europe. We would like to work with you to market them in Canada.”(the third letter)
• 3. 提出要求。

如：
“Please inform us of your trade terms and forward samples and product brochures. We look forward to a productive trade.”(the first letter), “We wish to buy porcelain tea and coffee cups and saucers of different shapes, fully decorated with flowers or other designs. If you can supply this type of merchandise, kindly airmail us a sample cup. Also, enclose your price list and all suitable illustrations.”(the second letter)
•Additional Sentence Patterns
• 1. Self-introduction
•1) We are…我们（我方、我公司）为……
We are a state-operated corporation, handling the export of animal by-products.我方（我们、我公司）为经营畜牧产品出口的国营公司。

We are China National Textiles Import and Export Corporation, with its headquarters in Beijing.
我们（我公司、我方）为（是）中国纺织品进出口总公司，总部在北京。

•2) This is to introduce…as…兹介绍……为……
This is to introduce ourselves as one of the leading exporters of garments in China.
兹介绍，本公司为中国最大的服装出口商之一。

This is to introduce the Pacific Corporation as exporters of light industrial products having business relations with more than 70 countries in the world.
兹介绍，太平洋公司出口工业产品，和世界上70多个国家有业务关系。

•3）to write to introduce写信介绍
We write to introduce ourselves as large dealers in foodstuffs with good connections in the country.
现函告，我方为食品大经销商，在国内拥有大批客户。

We write to introduce ourselves as exporters of fresh water pearls having many years’ experience in this particular line of business.
现函告，我方为淡水珍珠出口商，在此行业已有多年经验。

•4）to take the opportunity to introduce 利用机会介绍We take this opportunity to introduce ourselves as large importers of fertilizers in our country.
乘此机会，兹介绍，我公司为国内化肥大进口商。

We take the opportunity to introduce our company as exporters dealing exclusively in leather goods.
我方借此机介绍，我公司为专门经营皮革制品的出口商。

•5)to inform sb.that…告知某人
We wish to inform you that we are specialized in the export of arts and crafts. 现奉告，我方专门经营工艺品出口。

We are pleased to inform you that we handle a wide range of electric fans. 特此奉告，我方经营的电扇品种齐全。

•6)to take the liberty of doing sth.冒昧地作自我介绍We take the liberty of introducing ourselves.现冒昧地作自我介绍。

We take the liberty to write to you with a view to doing business with you. 现冒昧去函，以谋求同贵方进行贸易。

•7)to have(owe) one’s name and address from…从……处得知某人名字和地址
We have your name and address from China Council for the Promotion of International Trade.我们从中国国际贸易促进会得悉贵公司名称和地址。

We are glad to have your name and address from “The Journal of Commerce”. 我们高兴地从《商业日报》获悉贵公司名称和地址。

•8）to own one’s name and address to…承蒙……告知……
We owe your name and address to Italian Commercial Bank who has informed us that you are in the market for ball-bearing.
承蒙意大利商业银行告知贵公司名称和地址，并告知贵方欲购进滚珠轴承。

We owe your name and address to Messrs.Collins & Co., through whom we have learnt you are importers of table-cloth.
承蒙柯林斯公司告知贵公司名称和地址，从该公司出我方得知贵公司是台布进口商。

•9）.to be transferred (forwarded) to…for attention 转交……处理
Your letter of Sept.8 has been transferred to us for attention from our Head Office in Beijing.
贵方9月8日函已由我们在北京的总部转交我方处理。

Your inquiry has been forwarded to us for attention from the Commercial Counsellor’s Office of the Chinese Embassy in Rome.
贵方询盘已由中国驻罗马大使馆商务参赞处转交我方处理。

•10）. Through the courtesy of…由于……的好意
Through the courtesy of the Paris Chamber of Commerce, we have your name as a firm who is interested in doing business with us.经由巴黎商会，我们得悉贵公司有兴趣与我方进行贸易。

Through the courtesy of Mr.White, we are given to understand that you are one of the leading importers of silk in your area.
经由怀特先生我方得悉贵公司为所在地区中最大的丝绸进口商之一。

•11）. on the recommendation of 由……推荐（介绍）
On the recommendation of Messrs. Harvey & Co. , we have learned with pleasure the name of your firm.
由哈维公司介绍，我方高兴地得知贵公司的名称。

•初步的意向和要求（Initial Intentions and Desires)
• 1.to establish business relations with…和……建立贸易关系We avail ourselves of this opportunity to write to you and see if we can establish business relations with you.
我们借此机会致函贵方以了解可否与贵方建立贸易关系。

We have come to know the name of your corporation and are pleased to write to you in the hope of establishing business relations with you. 我们得悉贵公司名称，特此致函希望与贵方建立贸易关系。

• 2.to enter into business relations with…和……建立贸易关系We are willing to enter into business relations with you on the basis of equality and mutual benefit.
我们愿意在平等互利的基础上与贵方建立贸易关系。

Your company has been introduced to us by Smith & Co. Ltd.as prospective buyers of Chinese table-cloths. As we deal in the items, we shall be pleased to enter into direct business relations with you. 史密斯公司向我们介绍贵公司是中国台布的未来买主。

由于我方经营台布，我们很愿意与你方建立直接贸易关系。

• 3.to fall (come, lie)within the scope of属……的范围
As the item falls within the scope of our business, we shall be pleased to enter into direct business relations with you.
由于该商品属于我们的业务范围，我们将很高兴地与贵方直接建立业务关系。

As the article lies within the scope of business of our branch in Nanjing, we have forwarded your letter to them for attention.
由于此商品属于我们在南京的分公司的业务范围，我们已将你方来函转交他们处理。

•Analyze the structure of business letters on establishing business relationship .Usually, such a business letter is made up of the following parts:
1. Where you get the company’s name
2. Introduce yourself
3. Put forward writer’s requirements and hope.。