Module I Item 1 Establishing Business Relations
unit2 Establishing business relations
--to send or ship forward
Notes to the tБайду номын сангаасxts:
3) With a view to (doing) Will you please let us know your trade terms and forward your samples with a view to
补充:Tips for writing sales promotion letters:
1. Match the needs of the target audience
2. Get to the point 3. Sell benefits, not features 4. Include testimonials
.I wonder if you need this product.If you are interested in our products, please kindly give me a reply.
Maybe now you have regular business partners.If so,please leave my message in your mail box, maybe someday it will be useful.
We are a factory of fiberglass in China and our main product is chopped strand mat (CSM) and stitch chopped strand mat and etc.
establishent of business relations 练习题
Chapter 2 Establishing Business RelationsI．Choose the best answer for each of the following question (15%)1.We thank you for your letter of May 13 and the ______ catalogue.A. sentB. enclosedC. givenD. presented2.We wish to introduce ourselves ______ a state-run corporation dealing ______textiles.A. as, withB. for, inC. as, inD. with, with3.We are a specialized corporation, ______ the export of animal by-products.A. dealingB. handingC. dealing withD. dealt in4.As the item ______ the scope of our business activities, we shall be pleased toestablish direct trade relations with you.A. lies withinB. fall withinC. come underD. be within5.We owe your name and address ______ Italian Commercial Bank who hasinformed us that you are in the market ______ table-cloths.A. form, forB. to, withC. form, withD. to, for6.In order to obtain the needed information, the inquirer should simply, clearly andconcisely write ______ he wants to know.A. thatB. soC. whatD. because of7.If our national economy develops at the same speed ______ for the past decade,we are sure we can catch up with the advanced countries in the world in 50 years.A. as it wasB. as it didC. as it doesD. as it has done8.Your letter of May 9 addressed to our Wuhan Branch Office has ______ to us forattention and reply.A. been passed onB. passedC. passed onD. been past through9.We are willing to enter into business relations with you on the ______ of equalityand mutual benefit.A. baseB. basisC. basesD. based10.The Guangzhou Export Commodities Fair, sometimes known as the Canton Fair,has ______ to offer that you can find almost everything.A. so manyB. moreC. so muchD. mostⅡ. Fill in the following blanks with the given words in their proper forms (15%)1. We take the opportunity to introduce ourselves as importer in digital cameras.2. We are business on the basis of CIF terms or CFR terms.3. This report with our sales prospects for the years to come.4. prospects are likely to turn better.5. Markets for bicycles have gone up a recently.6. They have concluded substantial with that company.7. Our representatives have full authority to negotiation on this matter.8. are less optimistic about economic prospects.9. Nowadays that involve large sums of money are made by checks andfund transfers.10. Doing without advertising is like winking at a girl in the dark. Youknow what you are doing but nobody else does.Ⅲ.Fill in the blanks with proper words (15%)Dear Sir,As one 1 the leading importers and wholesalers 2 photographic equipment 3 Australia, we are very interested 4 the professional type tripods you displayed at the recent exhibition in Shanghai.There is a steady demand here 5 these types 6 tripods, especially the high quality ranges and fashionable designs. We have been receiving a number of enquiries 7 our trade connections in this area 8 these tripods and think we may be able to place regular orders 9 you if your prices are competitive.Will you please, therefore, quote us your lowest prices CIF Sydney?We look forward very much 10 hearing from you.Yours faithfully,Ⅳ. Translate the following sentences into Chinese (20%)1.We learn your company from the internet that you are one of the leadingmanufacturers in this line.2.Having had/obtained the name and address of your company through ABCTrading Company, we know that you deal in textiles.3.We are writing you and hope to enter into business relations with you.4.We would like to take this opportunity to establish business relations with you.5.We are an importer /exporter handling textiles for many years .Our products haveenjoyed a high reputation in the world for their good quality and reasonable price.6.We are writing to introduce ourselves as dealers in foodstuffs with goodconnections in the country.7.We take this opportunity to introduce ourselves as exporter dealing exclusively inGarments.8.We’ve come to know your name and address from the Commercial Counselor’sOffice of the Chinese Embassy in London.9.By the courtesy of Mr. Black, we are given to understand the name and address ofyour firm.10.Our mutual understanding and cooperation will certainly result in importantbusiness.Ⅴ. Translate the following sentences into English (15%)1.枫叶公司向我方介绍了贵公司。
英语外贸函电之建立贸易关系-推荐下载
Establishing Business RelationsI. 课外阅读1. Gentlemen:Re: Chinese Cotton Piece GoodsYour company has kindly been introduced to us by Messrs. Freeman & Co. Ltd., Hong Kong, as prospective buyers of Chinese Cotton Piece Goods. As this item falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you at an early date.To give you a general idea of the various kinds of cotton piece goods now available for export, we enclose a brochure and a price list. Quotations and sample books will be airmailed to you upon receipt of your specific inquiry.We look forward to your favourable reply.Yours Sincerely2. Dear Sirs,Re: Textiles GoodsWe learn from the Commercial Counselor’s Office of the Swedish Embassy in Beijing that you are in the market for Textiles.We avail ourselves of this opportunity to approach you forthe establishment of trade relations with you.We are a state-operated corporation, handling both the import and export of textiles. In order to acquaint you withour business lines, we enclose a copy of our Export List covering the main items suppliable at present.Should any of the items be of interest to you , please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.In our trade with merchants of various countries, we always adhere to the principle of equality and mutual benefit.It is our hope to promote by joint efforts, both trade and friendship to our mutual advantage.We look forward to receiving your enquiries soon.Y yours faithfullyII. 建立贸易关系的常用语1. We learn from your letter of April 5 that you are interestedin establishing business relations with us for the purchase ofour tools. 从你方4月5日的来信中我们获悉你方为了购买我方的工具愿意同我方建立贸易关系。
商务英语函电02Establishing Business Relations
Notes
Trade Terms and Typical Sentences
Practice Training
Skill Training
Summary of Project
Knowledge Objective
Knowledge Objective
1．Get acquainted with the channels of seeking business opportunities
Skill Training
Summary of Project
Business Situational Design
Business Situational Design
Situation: Shenzhen Good-luck Digital Technology Co., Ltd. is a professional exporter and manufacturer of car audio products. Established in 2002, the company has been striving to develop high-technology car entertainment products to meet the requirements of the markets and customer’s satisfaction. The Compamy established long-term business relationship with regular customers from Germany, France, Spain, Sweden, Italy, Portugal, Russia, Brazil, Colombia, USA, Canada, Israel, Turkey, Indonesia, Egypt and 20 other western countries and regions. It welcoms more potential buyers to establish friendly cooperation based on mutual benefits. Tel: 0086-755-83456789 Fax: 0086-755-83456789 Website: Address: 1818, Building 8, Longhua Street, Bo’an District, Shenzhen, China
电子商务英语3信件1建立业务关系
Unit 6
Unit 6
Unit 6
cybercyberspace cybercrime cyberattack spur the rank-and-file pilfer exponentially figure out 前缀 n. n. n. v. n. n. ad. v. 有计算机或因特网的含义 电脑空间;网络空间 网络犯罪 网络攻击 刺激；鼓舞；鞭策 普通老百姓;普通成员 小偷小摸 按指数地(增长) 想出;弄清
Unit 6
1. Commonly-used Closing Sentences Commonly常用的结束语句
在书信正文的末尾， 常常表达盼回信 、 在书信正文的末尾 ， 常常表达盼回信、 表祝愿和 代问或嘱笔问候等意思，这种意思可以用句子表示， 代问或嘱笔问候等意思，这种意思可以用句子表示， 也可以用短语表示。用句子表示时，末尾用“ 也可以用短语表示。用句子表示时，末尾用“.”； 用短语表示时，末尾用“ 用短语表示时，末尾用“，”。 (1) 表达盼回信的句子或短语 I hope to hear from you soon. soon. Hoping to hear from you soon, Awaiting your early reply, Your kind early reply will be appreciated. appreciated.
Unit 6
Key point: useful sentences for point:
establishing business relationship
Difficult points: Letter writing points:
on establishing business relationship
外贸英语函电unit-2
外贸英语函电unit-2Unit 2 Establishing Business Relations & Inquiring Credit Reference1.重点信函：建⽴贸易关系的信函（范例可参见课本第25、30、31及34页），包括的内容有:A.The Source of InformationB.The Intention of the LetterC.The Business Scope of the CompanySelf-introductionD.The Financial Position and Integrity of the CompanyE.The Enclosure/RequestsF.The Close of the Letter2.重点句型（可⾃⾏选择⼀两句识记）：A.The Source of InformationWe have learned/heard from… that…We have obtained your name and address from…We owe your name and address to…, who have informed us that…Your name and address has been recommended to us by…, with whom we have done business for many years.Through the courtesy of…, we have come to know your name and address and are informed that…On the recommendation of…, we have learned with pleasure your name and address.B.The Intention of the LetterWe write to you now with a view to building up business relations with your firm.As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you. C.The Business Scope of the CompanyOur company deals with (deals in, trades in, handles, is in the line of, specializes in) the import and export of …我公司经营…的进出⼝业务。
Unit 2 Establishing Business Relations
Unit 2 Establishing Business RelationsPart Two Specimen Letters1.Developing Potential Customer (1)To:From:Subject: Hand tool supplierDear Judy,Glad to find your email address from website.We supply all kinds of hand tools to global market with good quality and reasonable price, and very familiar with ANSI, BS, DIN, NF and JIS tool standards.Per my visiting your company web, I found that you have several chain stores in Europe, US and Japan. It is our pleasure to find a way to cooperate with you!Here attached some photos for our showroom and some current hot-selling items.I will send you the offer sheet, factory audit report and 3rd party testing report in other separate emails soon.Best regards,Shirley ChengDeveloping Potential Customer (2)Hi Sir/Madam,Glad to hear that you're on the market for furniture, we specialize in this field for 14 years, with the strength of ERU&USA ANTIQUE FURNITURE, with good quality and pretty competitive price.Also we have our own professional designers to meet any of your requirements. Should you have any questions, call me, let's talk details.Best regards!LeonDeveloping Potential Customer (3)Hey guy,XYZ trading here, exporting LANTERNS with good quality and low price in US.Call me, let's talk details.Rgds,RickCell phone:Developing Potential Customer (4)Dear Mr. Mukund Kamath,Glad to get your contact info from Indiamart!We supply homogenizers and ice cream freezing machine with good quality and very competitive price. Hope to be a partner of your company!E-catalog will be provided if needed.Email me or just call me directly. Thank you!Best regards,MandyDeveloping Potential Customer (5)Dear Sir or Madam,Are you interested in saving some money on importing any of the following?- High quality thickness planer- Bench planer- Combined planer & thicknesser- Woodworking machinesAll of our products are very affordable as a result of being produced in special economic development regions of China and we are more than happy to help you with the import/export process too!My contact details are below, and I would be glad to hear from you.Kind regards,Kevin ZhuSales Executive2.Contact Customer by B2B Web InformationDear Sirs,I got your business information online. We would like to cooperate with you on CARDS, and become your good partner in near future.With more than 12 years experience in manufacturing all kinds of PVC cards, paper cards, metal cards and smart cards in China, we’ve grown up into a main supplier in Italy, Germany, Sweden, France, Denmark and New Zealand etc. The daily output can reach millions of cards, including PVC blank and printed cards, paper cards, scratch cards, magnetic cards, IC cards, game cards, gift cards, member cards, pokers, playing cards, metallic cards, phone cards, irregular-shaped cards, ATM cards, ID cards, RFID tags etc. We welcome your ODM projects. All sizes and thickness can be done here.We welcome your enquiries. Please visit our official website at .It will be appreciated that if someone from your company could contact me freely. My email is :water@.Please let us become partners and start the initial cooperation soon.Looking forward to hearing from you.Best regards,Water3.Requesting Business AppointmentSubject: Meet in Canton FairDear Michael,Glad to meet you at Canton Fair! We’re pleased to know that you will come to Shanghai next week.If possible, please visit our company then. We could collect your interested items together in our showroom.Looking forward to your reply!Regards,Peter4.Scheduling Visiting ItinerarySubject: Preparing itineraryDear Michael,Thank you for your prompt reply! It is OK for us on 2nd Feb.Could you please advise your flight No.? We will arrange the pick-up at Shanghai Pudong International Airport and drive you to Hilton hotel after meeting.Kindly let me know if any change about your trip.Thanks and best regards,Peter5.Cancelling the MeetingSubject: Cancelling the meetingPeter,As I have another meeting in Qingdao, I won’t come to Shanghai in this trip.Maybe next time,Sincerely,Michael6.Following-up after MeetingSubject: Meeting recapJohn,According to your selection this morning, we’re now preparing for the offer sheet, and will send it to you in 3 days.Best regards,Stanley7.Contacting after Fairs (1)Subject: Offer for hand tool kitDear Catty,Thank you for visiting our booth in Koln Fair.According to your selection for hand tool kit, please find the photos with offer recap inattachment.I’m now checking with colleagues about the packaging info, and will send you the quotes in detail ASAP.The testing report will be sent to you in another separate mail.Best regards,Arthur8.Contacting after Fairs (2)Dear Sirs,Hope you are doing well.We met at the Las Vegas CES last month, and my name is Mark if you still remember. We are really impressed by your products. Here, I would like to mention that, during our meeting, you informed me about a possible discount for orders of large quantity, and I wonder if that condition still works.If it does, please inform me that exact terms and conditions at your earliest convenience.Looking forward to hearing from you.Sincerely yours,Mark9.Introducing Our AdvantageSubject: Advantage & testing reportJudy,Please find the 3rd party testing report in attachment. We have full of confidence to meet your quality level.By the way, kindly also find our advantages below.1)Have cooperate with a lot of importers in US for more than 8 years.2)Experienced in doing business with big customers.3)Quick delivery time for decent orders.4)Own designing team for new products development.5)Factory audited by SGS, INTERTEK & WAL-MART.6)Free samples could be provided.Any further questions, please do not hesitate to inform us!Best regards,Shirley10.Highlighting SpecialitySubject: Suggestions for OEM ordersDear Judy,Thank you so much for your prompt reply with nice suggestions. The delivery time for producing 3000 sets of tool kits in your brand is 30-40 days after order confirmedIn fact, it is no problem for us to handle OEM orders. But actually, we have other 2 options below to help you save the cost.Option 1:Please add the quantity to 4000 sets to fill in a full 40’FCL. The freight cost for each set will be cheaper than LCL shipment. By the way, as I mentioned in the offer sheet, the MOQ for each item in OEM is one 40’ container, or we have to charge USD200 as handling cost.Option 2:If you’d like to keep the previous quantity, we suggest you doing this order in our brand and current packaging to save the extra cost. No handling charge will be needed. And the delivery time could be short-ended to 20 days.Kindly check and advise your comments and decision.Thanks and best regards,Shirley ChengPart Four Exercises1. Translate the following phrases.1.建立业务关系2. 从事､经营……3. 专营……4. 业务范围5. 业务联系6. 请与我们联系7. (仅)供参考8. 关于……9. 与此同时10. 按照11. 达成交易12. 与……做生意13. 畅销品14. 最终用户15. 满足某人需求16. fall within the scope of …17. Please let us know. / Please inform us.18. keep sb. informed of19. at your end; in your place / area / district20. be connected with...21. do sth. upon your request22. Commercial Counselor’s Office23. Industrial Chambers24. Chambers of Commerce25. the enclosed catalogue/(latest) price list/quotation26. a (wide/full) range of2. Read the following letters and fill in the blank with proper prepositions.Letter 1We have come(1 )_____ know the name of your firm and take the pleasure(2) _____ addressing this letter to you (3) _____ the hope of establishing business relations with you.We specialize(4) _____ the exportation of Chinese light industrial products that have enjoyed great popularity in world markets.We enclose a copy of our catalogue(5) _____ your reference and hope that you would contact us if any item is of interest to you.Letter 2We have obtained your address(1) _____ a friend of mine in San Francisco and wish to enter (2) _____ business relations (3) _____ you.Your products are so attractive that we are confident (4) _____ securing large orders for you if your offer is competitive. We shall be obliged if you could send us quotations and sample books.We look forward (5) _____ your favorable reply.3. Supply the missing words in the blanks of the following letter. The first letters are given.Thank you for your letter of August 20, (1)i _ us that you are in the (2)m for Chinese toys.To give you a general idea of the goods we are (3)d in, we are sending you by air a complete set of our (4)s books together with full (5)d of our export prices and trade terms, which we hope will reach you in due course.Our goods are enjoying fast sales in many countries for their fine (6)q and reasonable (7)p in spite of the rise in the cost of raw materials. We are glad to say that all the goods listed in our sample books can be supplied from (8)s and according to your specifications.Should any of the (9)i be interesting to you, please don’t fail to send us your specific (10)e upon receipt of which, we will make an offer by e-mail.4. Translate the following sentences.1) 他们的主要业务是出口电子计算机。
函电题库
Establishing Business Relations1. We will ______ your introduction to a most reliable importer handling business machines.A. oblige very muchB. be obligingC. be much obliged forD. be much appreciated for2. They are ______ in chemicals for many years.A. dealingB. supplyingC. doingD. marketing3. We hope to enter into trade relations with you ______ canned foods.A. on the line ofB. with the line ofC. in the line ofD. in business4. We hear that your firm ______ Chinese leather products.A. buyB. sellC. takeD. is in the market for5. As to our credit, please ______ the Bank of America.A. referB. direct toC. direct all inquiries ofD. refer to6. We are writing with the hope of ______ business relations with you.A. interesting intoB. building upC. enteringD. building7. We appreciate ______ us a special offer for meat.A. your sendingB. you sendC. sendingD. our sending8. Please advise ______ what price your clients will place orders with us.A. ofB. inC. withD. at9. We are in the hope ______ an account with your corporation.A. openingB. to openC. of openingD. opening10. We believe that our products will ______ in the American market.A. be sold wellB. be saleableC. sell outD. be sale11. Wongsheng Co. is an exporter ______ Class Cotton and Rayon Goods.A. deal withB. in businessC. trade inD. dealing in12. The demand here ______ leather shoes of high quality has been steady for many years.A. outB. inC. forD. at13. ______ your prices are right, we are going to give you an immediate order.A. ProvidedB. AsC. ShouldD. Would14. We are enjoying an excellent reputation ______ fifty years’ business experiences.A. ofB. inC. throughD. with15. We are accepting your terms and conditions ______ your order amounts to 10,000 dozen.A. on conditionB. on condition thatC. in conditionD. in condition that16. We are sending you ______ our latest catalogue and price-list covering our exports.A. separateB. under separately coverC. in separate coversD. by separate mail17. We owe your name and address ______ the Commercial Counselor’s Office in New Zealand, through ______ we know that you are well experienced in the export of textiles.A. from, whomB. to, whomC. from, whichD. to ,which18. Would you please send us by return mail catalogue and price-list of your goods ______?A. of full detailB. with full detailsC. detailedD. for details19. If you find business possible, please contact us through fax ______.A. by offerB. in offerC. for offerD. offer20. ______ our financial status and reputation, please come to visit our firm.A. ConcernedB. ConcerningC. As regardD. With regards toCACDD BADCB DCACB DBBCBEnquiries and offers1. We are pleased to learn from your letter of Jan.24th that you are desirous of ______ direct business relations with us.A. enteringB. being establishedC. entering intoD. establishment2. As requested in your last enquiry, we are sending you ______ a firm offer as follows:A. in returnB. on returnC. with returnD. by return3. If your prices are found competitive, we may place a large order ______ you.A. withB. forC. toD. at4. Your order dated Feb. 10th ______ famous-brand has been received, for which we thank you.A. enquiring intoB. enquiring forC. enquires aboutD. enquiring for5. We shall ______ it if you can make our shipment not later than June 5.A. appreciate very muchB. very much appreciateC. be highly appreciatedD. be appreciative6. We are sending you our quotation today, and the latest sample books ______.A. be separate coverB. under separate mailC. in separate coverD. by separate mail7. As the market is advancing now, such an increasing demand can only ______ the rise in the price.A. result fromB. result toC. result inD. result for8. In reply to your letter, we are giving you an offer, ______ our final confirmation.A. subjectB. subject toC. is subject toD. which is subject9. When the above-mentioned import license is approved, we shall open an L/C ______.A. in our favorB. in your favorC. on your favorD. of our favor10. We have the pleasure of sending you herewith our samples and literature ______.A. relativeB. concernedC. concerningD. covering11. I should find ______ most helpful if you could also supply samples of the various skins of which the gloves are made.A. themB. thatC. theseD. it12. We believe that many of the items in our catalogue will ______ you.A. be of interest toB. be interested toC. be to interest ofD. be interesting for13. We have gone over your pricelist, and anticipate ______ your samples.A. to receiveB. acceptingC. receivingD. to accept14. Your company has been introduced to us by the Chinese Commercial Counselor’s Office, from whom we know you ______ the cotton pieces.A. are on the market forB. are to market forC. are in the market forD. are in market for15. Thank you for your quotations ______ Men’s Shirts and samples sent us on May 6.A. inB. forC. withD. of16. ______ our quotations which are valid for 15 days only.A. Enclosing please findB. Enclosed please findC. Enclose please findD. Please find enclosed17. Because our goods are high in quality and reasonable in price, they must ______ in European market.A. sell fastB. sell outC. be sold wellD. sale well18. The price ______ in your letter of 1st March is too high.A. is quotedB. quotingC. to be quotedD. quoted19. To attract the customers, we are offering a gift of a Kangle Hair Drier ______.A. freeB. for free chargeC. free of chargeD. with free distribution20. We are willing to ______ provided that you can pay by L/C.A. place your orderB. book your orderC. book an orderD. place an order CDABB DCBBB DACCB BADCBCounter-offer1. In reply, we regret to inform you that your prices for the covering items ______ the current market level.A. are in line withB. are in the line ofC. are outside line withD. are out of line with2. We find it better for you to lower your prices as the market is ______ .A. activeB. decliningC. increasingD. strong3. Owing to the growing demand, we expect you to increase the price ______ 5%.A. byB. toC. onD. for4. Please ______ us informed ______ the developments of your market.A. keep; byB. let; ofC. keep; ofD. let; by5. Please note that the market ______ the goods is rising and our price cannot remain unchanged for long.A. forB. ofC. inD. with6. We regret ______ supply the goods to you now.A. to be unable toB. being unable toC. being able toD. to able to7. Your counter-offer cannot be accepted, because our low prices ______ us with small profit.A. bringB. earnC. makeD. leave8. We are anxious to do everything necessary ______ aid a regular clients to develop the trade.A. we can doB. that can do toC. we can toD. which we can do to9. Information indicates that some parcels of other suppliers have been sold here ______ yours.A. at a levelB. on a level lower 5% thanC. in a price 5% belowD. to a figure 5% below10. Due to a serious shortage of stock, we can do nothing but ______ our price for each item.A. reduceB. to reduceC. raiseD. to raise11. _____ your letter of March 5, we are pleased to inform you that the L/C has been received.A. Replying toB. Replied toC. ReplyingD. Replied12. We note from your letter of March 30 that the price offered by us for the subject article is found to be ______ the high side.A. atB. onC. forD. in13. We have always been keeping our old prices before the sharp rise ______ labor cost in the directions.A. inB. withC. forD. at14. The ABC Company suggested that eh shipment ______ before November.A. would be madeB. was madeC. be madeD. could be made15. For your consideration, we are prepared to advise you to ______ Art. No. 324 ______ the goods required in your letter of Sept..A. replace; byB. substitute; ofC. take; as a substitute forD. instead; of16. We are sorry we cannot ______ your counter-offer, for your bid is much too low.A. agreeB. entertainC. receive D, consider17. The prices we quoted have been accepted by other buyers in your district, so we cannot ______ further drop by 3% in the market.A. in position toB. be unable toC. see your way clear toD. see our way clear to18. We trust our quotation is so ______that no suppliers will possibly offer the makes of the same quality at the lower price than ours.A. unworkableB. realisticC. unfavorableD. high19. In order to ______ the products in your market, we shall agree to pay by 60 days’ L/C.A. popularizeB. buyC. encouragementD. sale20. The old quotations we made before cannot ______ the increasing cost.A. meetB. fulfillC. meet withD. coverDBACA BDCAC ABACC BDBADBusiness Contracts and Orders1. Please ______ us if you find any problems in the shipment.A. contact withB. communicate withC. get in toD. approach with2. We were satisfied with the goods ______ S.S. Victory when your shipmentA. exB. perC. intoD. by3. We shall ______ if you would open the L/C as soon as possible.A. appreciateB. appreciate itC. appreciatedD. be appreciating4. We are ______ such goods, please ship the goods at an early date.A. in bad need ofB. in badly need ofC. in greatly need ofD. in urgent need of5. We need payment to be made by a confirmed and irrevocable L/C payable ______ draft at sight.A. atB. onC. fromD. by6. Please open an irrevocable L/C ______ our favor covering the following goods.A. onB. inC. forD. at7. We’d like to book with you the following goods on the ______ that they can be shipped withina month.A. termB. stipulationC. conditionD. cause8. We confirm ______ your fax of October 11th.A. receiveB. to receiveC. receivedD. having received9. If you find the item ______ you, please reply to us promptly.A. satisfied withB. satisfying toC. satisfactory toD. satisfy with10. We assure you ______ prompt reply.A. thatB. withC. ofD. for11. As is known, a rise in the cost will ______ reducing the purchase quantity so much.A. result fromB. result inC. lead inD. cause to12. The price is US$ 30 CIF Shanghai per piece, ______ your commission of 3%.A. inclusiveB. includingC. includeD. included13. We thank you very much for your letter of Feb.3rd and the ______ catalogue.A. sentB. dispatchingC. forwardD. enclosed14. The demand ______ Forever Brand bicycles if very brisk these days.A. onB. forC. ofD. with15. It is CIF terms ______ save much foreign exchange for our country.A. whichB. whomC. whoD. that16. You should make out the contract tonight, and I will get Mr. Cooper ______ it to ABC Co. tomorrow.A. sendB. sendingC. to sendD. sent17. ______ receipt of your L/C, we will effect shipment immediately.A. As soon asB. AsC. AtD. Upon18. Please cable us an offer _______ a competitive price.A. forB. atC. inD. with19. I’m sure our offer is ______ the market price at your end.A. according toB. as perC. in line withD. the same.20. I am not ______ to cut the price by such a big margin.A. of a positionB. at a positionC. in a positionD. on a position.BABDD BCDCC BBDBD CDBCCPayment1. All the expenses on shipping the ordered goods are ______.A. at the buyer’s expenseB. at the buyer’s accountC. for the buyer’s expenseD. for the buyer’s expense and account2. In view of our long satisfactory trading relations, please ______ D/A payment terms.A. accommodate us withB. accommodate usC. accommodation us withD. accommodate us for3. The terms of payment will also be incorporated ______ the sales contract.A. onB. atC. inD. with4. Please ______ your bank to increase the L/C amount by US$ 1,000.A. approach atB. approach inC. approachD. contact with5. All we can do is to ______ accept payment by L/C at sight.A. exceptB. exceptionallyC. exceptionalD. make exceptionally to6. We sincerely hope that you will not believe us ______.A. unaccommodatinglyB. unaccommodatingC. unaccommodatedD. unaccommodate7. We would like to explain that ______ long-term pleasant cooperation, most of our suppliers draw ______ us ______ 60 days’ sight documents ______ acceptance.A. after; on; at; againstB. in view of; to; after; byC. after; to; at; byD. in view of; on; after; by8. As a business partner of yours for years, you ______ our proposal.A. assume no risk to acceptB. assume no risk of acceptingC. assume no risk in acceptingD. assume no risk to accepting9. Your kindness ______ granting us the term and confirming our orders will be highly appreciated.A. ofB. inC. onD. with10. We feel it ______ that the patterns required by you are out of stock for the time being.A. regretfulB. regrettedC. regrettableD. regretting11. As regards payment terms, our proposal was once that we ______ D/P after some smooth transactions.A. triedB. not tryC. would tryD. could try12. Our manufacturers declined your order because they ______.A. are heavy commitmentsB. are heavily committedC. fully committedD. are over-commit13. If the contract exceeds US$20,000 ______, payment by L/C at sight should be required.A. of valueB. in valueC. on valueD. with value14. Other terms and conditions are _____ are stated in Contract No.WS226.A. the same asB. same asC. the sameD. the same of15. As the goods are ready for shipment, we ______ your L/C to be opened immediately.A. hopeB. anticipateC. expectD. await16. ______ into consideration of our business relations, we accept payment by D/P.A. TakeB. TakenC. TakesD. Taking17. Thank you for your fax ______ the specifications and pricelist of your goods.A. informsB. informingC. informedD. is informing18. We will remit you the full value ______ T/T.A. byB. inC. withD. through19. Any delay in the shipment would ______.A. cause us in inconvenienceB. involve us in much inconvenienceC. involves us in convenienceD. involve us inconvenience20. We are pleased to inform you that all your goods are found quite ______.A. satisfactoryB. satisfiedC. satisfactorilyD. satisfyingAACCB BACBC BBBAC DBABAShipment1.We explicitly pointed out that our customers ______ the goods ordered.A. were bad in need ofB. were in a hurry forC. are urgently requiredD. are in great need of2. It is ______ that shipment has been overdue for more than two months.A. regretfulB. regretC. regrettableD. regretting3. As requested in Contract No.3245, your company should book the shipping containers ______.A. be advanceB. in advanceC. advancingD. for advance4. We’ll be compelled to cancel the contract if you can’t _____ the goods on time.A. take delivery ofB. deliver ofC. effect shipmentD. make delivery of5. With reference to your letter, we are glad to know that he goods ______ your port in time.A. have come toB. have arrived inC. reached atD. get6. It is greatly important _____ the total quantity should be shipped by one lot.A. whenB. thatC. whichD. if7. This direct steamer _____ Shanghai on or about 15th of April.A. is due to sailingB. is due to sail atC. is due to sail forD. is due to sail8. The shipping container we needed can be opened at both ends, _____ it possible to load and unload at the same time.A. makingB. to believeC. enablingD. thought9. In accordance with the Contract No. 5412, we have shipped, in partial fulfillment of your order, 100 M/Ts of walnuts _____.A. ex S.S “China prince”B. per S.S “China prince”C. on S.S “China prince”D. in S.S “China prince”10. The term CFR should be followed by _____.A. port of dischargeB. port of shipmentC. port of originD. loading port11. According to the purchase on CIF terms, the goods should be shipped from New York on a vessel _____ by us.A. specifiedB. is namedC. to be indicatedD. being designated12. _____ , you failed to open the said L/C as per the terms of the contract.A. Great to our regretB. Much to our regretC. To our greatly regretD. To our much regret13. Your order was shipped three months ago so we trust you _____ it by now.A. must have receivedB. have receivedC. receivedD. must receive14. We regret that the customers at our end _____ the quality and material of your goods.A. are satisfied withB. are satisfactory toC. are dissatisfactory toD. are dissatisfied with15. We would like to accept your proposal that the transshipment _____ as a special treatment.A. is allowedB. should be allowedC. would be allowedD. was allowed16. Owing to _____ no shipping space up to the moment, we have to required delayed shipment.A. there isB. there beC. there wasD. there being17. we can be in a position to _____ the goods packed in wooden cases and shipped by a direct steamer.A. takeB. makeC. getD. allow18. We hope that the goods we shipped to your port will turn out to your entire ______.A. satisfactionB. satisfyingC. satisfactoryD. satisfied19. As per the contract stipulations, the mentioned goods should be dispatched _____ three equal lots in August.A. inB. byC. atD. for20. Because of the shipping space being ______, we have to ask for partial shipment.A. enoughB. bookedC. insufficientD. efficient.BCBDA BCABA CBADB DCAACInsurance1. It is our usual practice to ______ shipments for the invoice value plus 10%.A. take out insuranceB. coverC. effectD. insure on2. This type of ______ is, in our opinion, necessary for a cargo of this nature.A. coverageB. insuranceC. coverD. amount3. ______ otherwise instructed, we will arrange to take out an All Risks insurance policy for you on the above cargo.A. WhenB. UnlessC. IfD. Though4. For such articles as window glass and porcelains, even if additional Risk of Breakage has been insured, the cover is subject to a ______ of 5%.A. commissionB. concessionC. reductionD. franchise5. If the extra Risk is needed, the additional ______ should be boren by the buyer.A. paymentB. coverageC. premiumD. capital6. ______ the damage occur, you may put in a claim within 30 days after the arrival of the goods.A. WouldB. IfC. ShouldD. Could7. If you require TPND, we can provide such scope of cover ______ a slightly higher premium.A. inB. forC. atD. on8. We should have asked for ______ coverage if we had known this commodity.A. betterB. moreC. broaderD. larger9. Please hereafter cover insurance on all our purchases of Leather against TPND.A. exceptB. in additional toC. additionallyD. beside10. To our regret, we find that those stipulations in the contract are ______ with what we have agreed upon.A. in the lineB. conformityC. complyD. inconsistent11. They will compensate you ______ the loss according to the provision of the insurance policy.A. toB. withC. forD. of12. We have covered insurance _____ your orders _____ 110% of the invoice value _____ All Risks _____ PICC.A. in; for; with; againstB. on; for; against; withC. for; above; against; withD. of; with; for; against13. If the insured goods are found to have sustained loss or damage, you should immediately apply _____ the survey agent _____ survey stipulated in the policy to handle the matter.A. for; toB. for; withC. to; forD. with; for14. The goods under Contract No. 3617 left here ______.A. in a good conditionB. in good conditionsC. in good conditionD. in the good condition15. As we are _____ of supply, we can’t ship your order until August.A. fullB. shortC. packedD. needed16. _____ the case, this contract has been considered void(无效的) from this date.A. BecauseB. SinceC. Due toD. Such being17. The extra premium will be ______ your expense.A. toB. forC. atD. with18. Please _____ that insurance covers only WPA including W/W clause valid for 30 days and WA. If other terms are required, please advise us the soonest possible.A. informB. adviseC. noteD. see to19. Should the damage be incurred, you may, within 60 days after the arrival of the consignment, file a claim with ______.A. the bankB. the shipping companyC. our companyD. the insurance company20. For transactions concluded on ______ basis, we usually cover the insurance against AR for the buyer.A. CIFB. FOBC. FASD. EX worksBABDC CCCBD CBCCB DCCDAEstablishment of and Amendment to L/C1. We are afraid that we will have to return the documents to you ______.A. to amend themB. have them amendingC. having them amendedD. to have them amended2. Your documents do not ______ the stipulations in our L/C.A. conform withB. in exact accordance withC. comply withD. be in agreement with3. It would be appreciated therefore, if you could establish the ______ letter of credit as early aspossible.A. coveredB. coveringC. to coverD. cover4. It has reached a deal with Wongsheng Co. to export US$ 500,000 ______ of desktop personal computers.A. sumB. amountC. worthD. worthy5. ______ the terms in Sales Contact No. 4538, the relative L/C shall reach us not later than October 12.A. Comply withB. Conforming toC. Out of line withD. In compliance to6. ______ your L/C No. 2573 covering 50 desktop personal computers, we regret to inform you that it is difficult for us to fulfill the shipment before September.A. Refer toB. Refering toC. With reference toD. About7. Please mark the price sterling Pounds ______ US$.A. insteadB. take place ofC. in place ofD. in the place of8. Please arrange for the L/C to _____ upon receipt of the letter.A. establishedB. establishC. establishingD. be opened9. Please have your L/C _____ to _____ as follows.A. amend; readB. amending; readingC. amended; readingD. amended; read10. An important feature of an L/C is _____ instead of _____ directly assumes payment promise to the beneficiary, though it has to claim reimbursement from the opener later.A. the negotiating bank; the exporterB. the issuing bank; the applicantC. the importer; the opening bankD. the advising bank; the applicant11. We hope this initial shipment will prove entirely _____ you.A. be satisfied withB. satisfactory toC. satisfaction toD. satisfying to12. As the desktop personal computers _____ your Order No. 1234 have beenready for shipment for some time, we should request you to take immediate action to ______.A. under; have the L/C establishedB. against; have the L/C to be establishedC. under; establish the L/CD. against; have the L/C established13. we regret to find that your L/C has _____ arrive here within the time l;imit stipulated.A. failed toB. failedC. to failD. failing14. Our company is expanding and the production will be increased ______ 25% and we are _____ a batch of quality computers for use.A. to; in badly need ofB. by; urgent in need ofC. to; in urgent needs ofD. by; badly in need of15. Owing to there ______ no direct steamer to your port this month, you are ______ to amend the L/C allowing ______.A. is; requesting; transshipmentB. being; requesting; to transshipC. is; requested; transshipmentD. being; requested; transshipment16. Delete “______”as direct steamer to your port are not available and transshipment ______ Hong Kong is necessary.A. transshipment allowed; atB. transshipment not allowed; inC. transshipment not allowed; atD. transshipment being not allowed; in17. The earliest steamers ______ for your port ______ leave New York about July 30th.A. to sail; is scheduled toB. sailing; is scheduled toC. to sail; are scheduled toD. sailing; are due to18. The seller asks the buyer to open the L/C ______ the stipulatiuons of the contact ______ the buyer and the seller.A. in exact accordance with; signed betweenB. in exact accordance with; signing betweenC. out of line with; signed byD. beyond accordance with; signing by19. please ______ that the L/C stipulations are in accordance with those of the sales confirmations.A. see to itB. seeingC. seeD. to see20. Your documents are not in line with ______ required by the Credit No. 2134.A. thatB. theseC. itD. thoseDCBCB CCDDB BAADD CDAADClams and Settlement1. The answer ______ a claim letter is easy if you are agreeing to the customer’s request.A. ofB. forC. toD. in2. Please be assured that your future orders will be satisfactorily ______.A. exercisedB. madeC. doneD. executed3. Please let us know as soon as possible when the certificate will ______ here.A. reachB. be reachedC. get toD. arrive at4. we reserve the right to claim compensation ______ you for any damage ______ the goods.A. with; toB. from; onC. from; ofD. with; for5. we have ______ the drums one by one and found that most of them are leaking.A. testedB. rooledC. examinedD. roled6. Such being the case, we will hold the case ______.A. at your disposeB. at your disposalC. for your disposeD. for your disposal7. we trust you will do your best ______ this matter settled at once.A. to haveB. to putC. to tryD. to be responsible for8. ______ the matter, we found that a mistake was indeed made by us.A. On go intoB. On going intoC. Upon go intoD. Upon going into9. we are pleased to inform you that the item you requested can be supplied ______ stock.A. uponB. outC. inD. from10. We regret ______ to accept your terms of payment and therefore have to return the order to you.A. cannotB. being unableC. inabilityD. not be able11. In view of the above, we can not help ______ that you are complaining with the sole aim of obtaining from us.A. feelB. to feelC. feelingD. felt12. The goods are to be carried by a direct steamer and will be insured ______ PICC>A. throughB. fromC. withD. by13. In our last letter we sent you a copy of specimen contract ______ the usual sales terms and conditions.A. containsB. containedC. being containedD. containing14. The damage was _____ rough handling at your end.。
Unit 1 Establishing Business Relations
户行名称，并承诺一旦查询结果令人满意将立即运作订单。
发件人（From） 收件人（To） 主题（Subject） 附件（Attachment） Dear Mr. White,
Unit 1 Establishing Business Relations （建立外贸关系）
Part I. Objectives（目标）
After completing this unit, you will be able to
1. know how to establish business relations with new customers by writing English emails; 2. write English emails and messages to express your wishes to establish business relations with new customers, introduce your products to your buyers, promote the sales of your products, ask about the credit status of a new client, or request for goods information from sellers, etc.;
2. Requesting for Establishing Business Relations （进口商寻求建交）
我从贵公司的网站上看到你们的避震器，特发邮件想了解 详细的情况。 Learning your Shock Absorbers from your web site, we write an email to request further information about them.
商务英语与写作Unit 2 Establishing business relations
•
• 7.Advertisements 广告
How to write to the company you wish to contact for the first time? 1.Begin your letter by telling the recipient how his name is known to you. you. 2.Provide necessary information about yourself: yourself: agent, exporter, importer, or manufacturer, and your standings. standings. 3.State your wish. wish. If you receive a letter in which the sender expresses the intention to do business with you what should you do?
• 1.Overseas Chamber of Commerce 海外商会 • 2.The Economic and Commercial Counselor’s Counselor’ • • •
Office of the Embassy of People’s Republic of People’ China in Foreign Countries 中国驻外商务处 3.Your branch offices abroad 4.Trade Directory 贸易行的行名录 5.Publication出版物 5.Publication出版物 e.g. Public Commerce Information Service, published by the Ministry of Commerce, P. R. China商务部出版的公共商务信息导 China商务部出版的公共商务信息导 报 6.Business Houses of the same trade 同业商行 8.Recommendation by a business friend or a client 9.Internet: ; ;
unit 3 Establishing Business Relations
Dear Mr. Norton,
On the internet we notice that you are looking for the suppliers of pens.
Unit 3 Establishing Business Relations
We are the biggest maker of pens in China and have been selling different kinds of them all over the world. We are interested in establishing business relations with you and wish to become your supplier. To give you a general idea of the various kinds of pens now available for export, we are sending you a catalog and a price list for your reference. We would appreciate receiving from you further enquiries.
partnership
client
market
Financial position
Business relations
Channels of information
integrity
expand
investment
Unit 3 Establishing Business RelatioW m n-a2sr
Unit 3 Establishing Business Relations
国际商务英语口语实训Module 8 Business Contacts
in this line?
So am I.
2
Glad to see you in your company. 1
Let me show you some of our machines. Here’s our
latest catalogue.
4
What types of machines do you have on mind exactly? 6
本人从事机械领域十余年对机械液压有着较强的故障判断能力
Workshop of International Business Spoken English
Module Business Contacts
Module 8.1 Establishing Business Relations
Module 8.2 Making Inquiries Module8.3 Offer and Counter-offer
Module 8 Business Contacts
Great things are done by a series of small things brought together.
—Vincent Van Gogh If you don’t design your own life plan, chances are you’ll fall into someone else’s plan.
Module 8.1 Esห้องสมุดไป่ตู้ablishing Business Relations
Reading in
B. Functional expressions for establishing business contacts. Our company is specialized in exporting leather products. Our leather products have enjoyed a high reputation in the European market. My firm has a high standing in my country. My bank is Bank of China, Wenzhou Branch. You may refer to it for my status.
TO SS：Unit 1 Letters of Establishing Business Relations
I、简介：1. 建立业务关系，实际上就是确定贸易对象。
贸易对象选择得合适与否，决定着贸易的成败。
在一般情况下，双方通过各自的介绍或第三者的介绍，先摸清对方的资金信用、经营能力和业务范围等重要条件，然后再进行实质性的业务商讨。
贸易双方只有在相互了解、彼此信赖的基础上，才能进行积极地合作，并使双方贸易活动得以顺利地开展。
2. 写信人通过如广播、电视、报纸、他人介绍、商务参赞处、交易会等渠道得知潜在交易人的名称、地址，了解到一点有关对方的经营范围，写信给对方希望建立业务关系，同时介绍一下自己的购买意图、经营范围，表达对对方的希望与要求。
、3. 这类信函通常包括：开头：1）说明自己的消息来源;2) 表达建立业务关系的希望;正文：3) 自我介绍; 包括自己公司，经营范围，公司资信情况等；4) 表达要求;结尾：5) 期望；此部分其实是客套话，一般是表示希望对方早日回信，听到对方的好消息等。
4、回信要点：A. 同意建立业务关系的回信：开头：1）收到来信并表示愿意建立业务关系；正文：2）对对方信中提及的要求，问题给予答复，并做自我介绍；结尾：3）期望：可以做生意，或收到具体询盘。
B、不能与之建立业务关系的回信：开头：1）收到来信；正文：2）很遗憾不能建立业务关系，并详细说明原因；结尾：3）期望：以后合作的机会，或再次表示道歉。
每封信件的具体内容会有变化，需要根据实际情况加以调整。
II、Useful words and phrases and sentences1、Key Words & Expressions•establish: (v.) to make people accept that one can do sth., or that one has a particular quality•concern: n. a business or company•appreciate: v. to thank someone in a polite way•advantageous: adj. helpful and likely to make you successful•reference: n. a statement of character and qualification•quotation: (n.) an estimate of the price of a product or service•desire: (v.) to want or hope for sth. very much•keen: (adj.) wanting to do sth. or wanting sth. to happen very much•terms: n.(pl.) the conditions under which you agree to buy or sell sth.•reference: (n.) statement of character and qualifications•regarding: (prep.) concerning; as to•assure: (v.) to promise; to guarantee•market: v. to sell2、Phrases•credit and financial standing: reputation of a company’s trustworthiness in paying debit and its fina ncial status 公司的信贷债务信誉和财务状况•as to : relating to 关于，至于•open an account with: to enter into business relations with 与…建立交易关系•refer sb. to: to tell someone where to find information 引…去查询•open an account with: 与……建立贸易关系•draw on your opening bank：to write a draft on your opening bank 开立以贵方开户行为付款人的汇票•with respect to: as to 至于；关于•checked ones: items marked with check marks 选中的条目•sole agency: a business company, acting as the exclusive representative or agent of a person or another company 独家代理•owe one’s name to: 常用于初次写信给没有业务关系的公司，表示从何处获悉对方商号或地址。
商务英语之建立业务关系(Establishing Business Relations )
商务英语之建立业务关系（Establishing Business Relations ）建立业务关系Brief Introduction建立业务关系，实际上就是确定贸易对象。
贸易对象选择得合适与否，决定着贸易的成败。
在一般情况下，双方通过各自的介绍或第三者的介绍，先摸清对方的资金信用、经营能力和业务范围等重要条件，然后再进行实质性的业务商讨。
贸易双方只有在相互了解、彼此信赖的基础上，才能进行积极地合作，并使双方贸易活动得以顺利地开展。
Basic Expressions1. We’ve come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London.我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。
2. By the courtesy of Mr. Black, we are given to understand the name and address of your f.mp3. 承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。
3. We are willing to enter into business relations with your f.mp3.我们愿意与贵公司建立业务关系。
4. Y our f.mp3 has been introduced (recommended, passed on) to us by Maple Company.枫叶公司向我方介绍了贵公司。
5. Our mutual understanding and cooperation will certainly result in important business.我们之间的相互了解与合作必将促成今后重要的生意。
6. We express our desire to establish business relations with your f.mp3.我们愿和贵公司建立业务关系。
国际商务英语函电(第二版)翻译
国际商务英语函电（第二版）翻译Chapter ILayout of Business letter商业书信的撰写是一项基本的商业活动。
尽管电话、传真、电子邮件、电传等电子通讯已广泛使用，商业信函仍然是重要的联络方式之一，而且其他联络方式的撰写往往也是基于信函。
因此，我们必须认真对待商业书信的写作。
翻译商业书信前，必须弄清书信的结构与格式。
一.商业英语书信的结构1.标准部分一封商业书信，应包括以下几部分内容：1）信头（Letterhead）：包括发信人公司的名称、地址、传真或电话号码。
2）写信日期（Date）：写信的年、月、日。
3）封内地址（Inside Address）：收信人的公司名称和地址。
4）称呼（Salutation）：对收信人的尊称。
5）正文（Body of the Letter）6）结束敬语（Complimentary Close）：书信结束的礼貌用语。
7）签名（Signature）：写信人的署名。
2.特别部分（写信时可根据具体情况增减）8）参考编号（Reference Number）：为了便于存档分类而编的号。
9）经办人名称（Attention Line）：希望收信商号将信速交经办部门办理。
10）事由、标题（Subject Line）：使信的基本内容或目的一目了然。
11）抄送（Carbon Copy），简写为(C/C)：将信抄送给有关部门的标记。
12）附件（Enclosure）：注明随信所附的样品、样品本、价目单等。
13）再启（Postscript）：信写完后，如果想起还有要紧的话要说，可在信末加.,引出补述的话。
二.商业英语书信的格式1.缩行式（Indented Style）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。
贸易函电书写规范
外贸函电书写规范贸易函电是贸易实务中最为重要的环节之一，POCIB对函电的要求也较高，并且在评分中非常重要，会有老师定期人工批改大家的函电，请大家注意以下几点：1、选择正确的“业务种类”，明示标题。
2、选择合适的贸易函电格式书写函电，如齐头式、缩进式、混合式等。
3、全部使用英文撰写，要求语言简洁、流畅，无语法和拼写错误。
切忌在函电中使用中文。
4、尽量使用自己组织的语言书写函电，不允许直接使用百科中范例中的语句。
5、磋商内容清晰完整，包含必要的磋商要素如：品名、规格或质量要求、数量、包装、价格、付款方式、运输方式、装运时间、装运港、目的港、保险条款等。
6、磋商过程中有多次议价过程或英文函电写作文采较好都能够得到相应加分。
一、贸易函电的组成部分和格式1、组成部分：（1）、信头Letterhead∙信头往往是商务信函中最显著的要素，位于信纸最上端。
它标明是从何处来的，而且给收信者留下第一印象。
通常情况下，公司都会专门印制带有信头的信笺纸，包括发信人的姓名，地址，电话，传真等。
有时信头中还会充分使用商标或简短的广告，很多大公司在信头中还加上部门的标志。
当我们撰写传统信件时，直接使用这种信笺纸就可以。
∙例如：∙China National Cereals, Oils and Foodstuffs Imp & Exp Corp.∙8 Jianguomen N ei Dajie∙Beijing 10005, China∙Telephone: 86-10-6526-8888∙Fax: 86-10-6527-6028∙E-mail:carl@（2）、案号R eferenc e∙根据交易的内容、办事人或时间等来分类，以便于查找存档的信件。
案号还有助于将回函与早些时候的信件联系起来，以使它们能及时送达有关的人或部门。
案号没有固定的格式，公司可以选择他们认为最有效的方式来表示。
∙例如：∙Your ref:CNN/011∙Our ref:12345/XY（3）、日期Date∙日期是商务信函中至关重要的部分。
(完整版)教案EstablishingBusinessRelations
外贸函电课程教案课题：Basis of Business Correspondence课时：周次：授课日期：地点：授课方式及手段：Lecturing, Task-based approach, Questioning, Discussion …教学目标：After studying this part, the students are able to:1. To learn ways of establishing and promoting business relations.2. To practice writing letters of establishing and promoting business relations.3. To learn useful expressions on establishing and promoting business relations.教学重难点：1.To practice writing letters of establishing and promoting business relations.2.To learn useful expressions on establishing and promoting business relations.教学过程与内容：Step one warm-upRaise the following questions:1.If you want to do business with a merchant abroad, how can you approach them?2.If you want to secure all the necessary information about a new customer, how can you do?3.If you want to write to a merchant abroad, how can you write?Step two Presentation & Explanation▆Merchants abroad may be approached through some the following channels: (课本上)◆communication in writing 信函的联系◆attendance at the export commodities trade fairs. 出席出口商品交易会◆contact at exhibitions held at home or abroad 在国内外举办的展览会上联系◆mutual visits by trade delegations and group. 贸易代表团的互访Of all these channels, the first one is the most constantly used in business activities.▆By what means can a writer of business letters secure(寻求) all the necessary information about a new customer? He may do so by referring to（向某人去了解/咨询）or with the help of （求助于）：(课本上)◆Internet;◆the banks◆the periodicals （刊物）◆the advertisements in newspapers◆the introduction from his business connections (商业客户的介绍)◆the market investigations(市场调查)◆the Commercial Counselor’s Office (商务参赞处)◆the chambers of commerce both at home and abroad. （国内外的商会）◆enquiries received from the merchants abroad. （国外商家的询盘）◆self-introduction by merchant themselves（国外商人的自我介绍）▆A letter for establishment of business relations may include the following points: (课本上)◆the source of your information; (Explain how you got his name and address)◆Your intention; (tell him that you desire to establish business relations with him)◆State briefly and clearly your business scope and also your branches and liaison offices, if any; (self-introduction)◆Tell him something about the commodities you want to buy or sell;(can be omitted)If the writer is an importer---make request for samples, pricelists, catalogues, etc.If the writer is an exporter ---enclose his export list and the like.(出口商品目录/清单/明细表)◆Tell the references as to your firm’s financial position and integrity; (提供能够了解你公司的资信情况的证明人)◆Express your expectation of cooperation and an early reply. (表达合作的意向和早日答复)e.g. We look forward to your early reply.Your early reply will be appreciated.We are awaiting your early reply.▆Some words and expressions for Introduction1. establish business relations with sb = enter into business relations 与…建立业务联系2. probable customers = potential customers/prospective customers 可能的客户/潜在的客户/有希望的客户3.the vitally important measures 十分重要的措施4. either…or… 或是…或是…5.a newly established firm 新近成立的公司6.enlarge one’s business scope扩大业务范围7.turnover 营业额，成交量8. exhibition 展览会trade fair 交易会commodities fairs 商品交易会business connections 商业客户（connections = clients/ customers.）Commercial Counsellor’s Office 商务参赞处9.Chambers of Commerce 商会Electronic Commerce 电子商务10.Expectation of cooperation 合作意向Step Three ConsolidationAsk one student to translate “introduction” into English.Learn the above expressions by heart. Preview Lesson 1.Part IIStep One Warm –up▆Raise the following questions:If you want to write a letter to establish business relations, what should you cover in it?A letter for establishment of business relations may include the following points:◆the source of your information; (Explain how you got his name and address)◆Your intention; (tell him that you desire to establish business relations with him)◆State briefly and clearly your business scope and also your branches and liaison offices, if any; (self-introduction)◆Tell him something about the commodities you want to buy or sell;(can be omitted)If the writer is an importer---make request for samples, pricelists, catalogues, etc.If the writer is an exporter ---enclose his export list and the like.(出口商品目录/清单/明细表)◆Tell the references as to your firm’s financial position and integrity; (提供能够了解你公司的资信情况的证明人)◆Express your expectation of cooperation and an early reply. (表达合作的意向和早日答复)Step Two Presentation for Sample letter 1▆Raise the following questions:1.In Lesson 1, who is the writer, buyer or seller?2.How did the seller get the buyer’s name?3.What will the seller send to the buyer? Why?4.What other kind of information does the seller give?▆Let’s study the structure of this letter: contains four paragraphs.Step Three Explanation1.to establish business relations with sb与…建立业务联系enter into business relations with sb ; make business contact with sb.2. to that effect 大意是那样to this effect 大意是如此to the above effect 按上述大意3. pass on sth to sb 把…转交给某人Your letter addressed to our Head Office has been passed on to us for attention and reply. 你方写给我总公司的来信已转交给我们办理（考虑）。
外贸函电课后练习答案
Unit 2 Establishing Business Relations & Inquiring Credit ReferenceI. Translate the following sentences into English.1. We are one of the leading importers dealing in electronic products in the area, and take this opportunity to approach you, in the hoping of establishing business relations.2. We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries.3. We owe your name and address to the Commercial Counselor’s office of our Embassy in Beijing.4. We are given to understand that you are a manufacturer of daily chemicals. One of our clients intends to buy cosmetics from your country. We will appreciate it highly if you airmail the catalogue and price list of the goods available at present.5. For our credit standing, please refer to the Bank of China, Shanghai Branch.II. Write a letterDear Sirs,We have obtained your name and address from the Commercial Counsel of your Embassy in Beijing and are pleased to write to establish business relations with you.We are informed that you are in the market for Chinese Cotton Piece Goods, and this item falls with the scope of our business activities. To acquaint you with our goods available for export, we are enclosing a catalogue and price list.We are looking forward to your early reply.Faithfully yours,Unit 3 Enquiries and RepliesII. Translate the following sentences into English.1. Please quote us your best price CIF Shanghai, including our 3% commission.2. Should your price be found competitive, we intend to place an order with you for 300,000 yards of Cotton Cloth.3. One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April.4. To enable you with our products, we are sending you by air 2 sample books.5. In reply to your enquiry of April 28th, we are now sending you our latest price list for your reference.III.Dear Sirs,We learn from a friend in Shenzhen that you are exporting light industrial products, especially electric appliances. There is a steady demand here for the above-mentioned commodities of high quality of moderate prices.Will you please send us a copy of your catalogue, with details of your prices and terms of payment? We should find it most helpful if you could also supply samples of these goods.Faithfully yours,IV.Dear Sirs,Re: Electric SawWe are in the market for electric saws. Please send us your latest catalogue and details of your specifications, informing us of your price CIF Xi’an, please also state your earliest possible delivery date, your terms of payment, and discounts for regular purchase. If your prices prove reasonable and satisfactory, we shall soon place a large order with you.Faithfully yours,V.Dear Sirs,We welcome you for your enquiry of Oct. 10 and thank you for your interest in our products. We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some sample.Please note that payment should be made by irrevocable L/C payable at sight against presentation of shipping documents. We allow a proper discount in view of this first business between us.We await your acceptance by fax.Faithfully yours,Unit 4 Quotations, Sales Letters, Firm Offers & Counter OffersI. Translation.1. We are studying the offer and hope that it will keep open till the end of the month.2. We believe that you will place a large order with us owing to the high quality an reasonable price of our products.3. We will allow you 10% discount if you purchase 5, 000 dozens or more.4. As to the terms of payment, we often require confirmed, irrevocable letter of credit payable by draft at sight.5. You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.6. We will send you an offer with shipment available n the early May if your order reaches us before March 10.7. Because there is a brisk demand for the goods, the offer will be open only for 5 days.8. We are sending you an offer, subject to your reply here by 5 p.m., our time, Tuesday, July 7.III.Dear Sirs,In reply to your letter of May 5, we’re sending you an offer, subject to your reply here by 5 p.m., our time, July 27, as follows:Commodity: Boots for ladiesSpecification: more than 20 assortments with new designs of brown or red colors (details in catalogue)Quality: leather of high qualityPrice: CIF Tianjin US $ 95.00 to 300.00 per pair according to various designs Quantity: 1,000 pairsPayment terms: Confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.Packing: as per buyer’s optionShipment: SeptemberWe are expecting your early order.Yours faithfully,IV.Dear Sirs,We thank you for your offer of May 25 for 1,000 pairs of women’s boots at US $ 95.00 to 300.00 per pair CIF Tianjin.We immediately contacted our customers and they showed great interest in the quality and design of your products. However we would give our suggestion of an alteration of your payment terms.Our past purchase of other women’s boots from you has been paid as a rule of confirmed, irrevocable L/C at sight. On this basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particularly taxing owing to the tight money condition and unprecedentedly high bank interest.In view of our long business relations, we suggest that you accept “50% by D/P, 50% by L/C”.Your early reply will be highly appreciated.Faithfully yours,Unit 5 Orders, Acceptances and Rejections1. 1) on, fulfill, with, to, without2) to, with, on3) of, from, for, on, terms4) with, in, in, to, on, of5) in, for, of2. 1-5 CACAC 6-10 CCDBA3. 1) We shall place a trial order with you for 500 sets provided you will give us a 5% commission.2) We are working on your Order No. 678 at present and please believe that we will effect the shipment within your stipulated time.3) Owing to heavy commitments, many orders haven’t been made, we can only accept orders for October shipment.4) Our stock is exhausted and we are not in a position to accept fresh orders. However, we will contact you by cable as soon as new supplies are available.5) Shipment should be made during August to October in three lots, with 100 tons each.4. Dear Sirs,We are pleased by your prompt reply to our inquiry of July 10, 2003 and now wish to order from you as our Order No. 987 enclosed.Yours faithfully,XI’AN INTERNATIONAL COMMERCE CORPORATIONTel: 87253425 Fax: 87181900ORDER FORMOrder No. 987 July 20, 2010/6/19Messrs. JB SIMPSON & CO. LTD18 Deansgate BlackpoolPlease supply the following itemsDescription: A: SA-135 Video RecorderB: VT-462 Video TapeC: RC-A43 Mini Radio Cassette RecorderQuantity: A: 1,000B: 1,000C: 5,000Unit Price: FOB Xin Gang inclusive of our 5% commissionA: US$ 600.00 eachB: US$ 5.5 eachC: US$ 18 eachPayment: L/C at 90 days’ sight to be opened 30 days before shipment.Package: By standard export cases.Delivery Date: Before the end of August in one/two lots.6. Dear Sirs,We are pleased to have received your Order by fax dated March 3 for 500 sets of knitting machinery. Thanks.We have immediately contacted the manufacturer. But they refused our request since the machine sells well, and there is a great shortage of raw materials and still a large number of orders. After our repeated negotiations, they finally promised to accept the order and to make delivery of 100 sets each month, beginning from next January.We are aware that you are in urgent need of the products, but uncertain whether you wwill agree on the above delivery date. We are making contact with manufacturers elsewhere and will let yuknow as soon as there is any favorable news.Meanwhile, we are enclosing our catalogue covering all the articles available at present. If you are interested in any of the items, please inform us. We will surely give prompt attention to your requirement.Yours faithfully,Unit 6 sales confirmation and purchase contract1. 1) 包装：货物须包装于新的适应长途运输（包裹/空运）和天气变化的牢固木箱，并具有防潮防震之功能。
函电选择题
Unit 21. W e l e a r n f r o m y o u r l e t t e r ____ D e c. 23t h a t y o u a r e i n t e r e s t e d i n e s t a b l i s h i n g b u s i n e s s r e l a t i o n s w i t h u s ____ t h e p u r c h a s e o f o u r p r o d u c t s.A.f o rB.a tC.o fD.W i t h C A2. W e a r e o n e o f t h e l e a d i n g e x p o r t e r s __a l l k i n d s o f c o m p u t e r s o f h i g h q u a l i t y.A.t r a d e i nB.t r a d e o nC.t r a d i n gi n D.t r a d i n g o n C3.A s w e d e a l__s e w i n g m a c h i n e s,w ea r e g l a d t o m a k e y o u t h e f o l l o w i n g o f f e r__y o u r c o n s i d e r a t i o n.A.f o rB.a tC.w i t hD.I nC A4.W e__t h a t w i t h j o i n t e f f o r t sb u s i n e s s b e t w e e n u s w i l l b e d e v e l o p e d t o o u r m u t u a l b e n e f i t.A.a r e c o n v i n c eB.c o n v i n c e dC.c o n v i n c i n g D.a r e c o n v i n c ed D5.W e s h o u l d f i n d i t m o s t h e l p f u l i f y o u c o u l d a l s o s u p p l y s a m p l e s o f t h e v a r i o u s l e a t h e r ____ w h i c h t h e g l o v e s a r e m a d e.A.f o rB.w i t hC.o fD.i n C6.W e a r e l o o k i n g f o r w a r d w i t h i n t e r e s t __f r o m y o u.A.h e a r i n gB.t o h e a rC.t oh e a r i n g C7.W e__y o u r n a m e a n d a d d r e s s__t h eC o m m e r c i a l C o u n s e l l o r's O f f i c e o f t h e C h i n e s e E m b a s s y i n C h i n a.A.h a v e k n o w n..i nB.h a v e l e a r n e d..b yC.h a v e g i v e n..b yD.h a v e c o m e t o k n o w..f r o m D8. Y o u r l e t t e r e x p r e s s i n g t h e h o p e o fe n t e r i n g i n t o b u s i n e s s c o n n e c t i o n w i t h u s__w i t h t h a n k s.A.h a v e b e e n r e c e i v e dB.h a s b e e nr e c e i v e dC.h a v e r e c e i v e dD.h a s r e c e i v e d B9.W e h a v e l e a r n t y o u r c o r p o r a t i o n f r o mC C P I T __ w e h a v e b e e n i n g o o d b u s i n e s s r e l a t i o n s f o r m a n y y e a r s.A.w i t h w h i c hB.w h i c hC.w i t h t h a tD.T h a t AU N I T3F i l l i n t h e b l a n k s1.I t i s____a g r e a t p r i v i l e g e a n d p l e a s u r e t o a n s w e r y o u r l e t t e r a b o u tA n i t a&S o n s C o r p.W i t h/o f2.T h e y h a v e b e e n a c r e d i t c u s t o m e r __o u r s. o f3. I t h a s a l w a y s p a i d i t s a c c o u n t ____ t i m e. I n/o n4.W e r e c o m m e n d A u s t r a l i a T r a d i n g C o., L t d. t o y o u __ n o r e s e r v a t i o n s.w i t h5.W o u l d y o u p l e a s e l e t u s h a v e a r e p o r t __t h e r e p u t a t i o n a n d f i n a n c i a l s t a n d i n g o f t h e f i r m?O n6.W e s h o u l d a l s o l i k e y o u r a d v i c e__ t h e m a x i m u m a m o u n t f o r w h i c h i t w o u l d b e s a f e t o g r a n t c r e d i t o n a q u a r t e r l ya c c o u n t.o n7.W e s h o u l d l i k e t o k n o w t h e f i n a n c i a la n d c r e d i t s t a n d i n g__t h e ab o v e-m e n t i o n e dc o m p a n y. o f8.W e s h o u l d b e m u c h o b l i g e d i f y o u w o u l d t e l l u s_____t h e a b o v e-m e n t i o n e d c o m p a n y i s r e l i a b l e i n t h e i r d e a l i n g s w i t h y o u. w h e t h e r9.W e m u s t a d v i s e y o u t o r e g a r d t h e i r r e q u e s t f o r c r e d i t__c a u t i o n.w i t h 10.T h i s c o m p a n y e n j o y s t h e f u l l e s t r e s p e c t a n d u n q u e s t i o n a b l e c o n f i d e n c e__t h e b u s i n e s s w o r l d.I nU n i t41.W e b e l i e v e t h e r e i s a__m a r k e t i n o u r a r e a f o r m o d e r a t e l y p r i c e d g o o d s o f t h e k i n d m e n t i o n e d a b o v e.A.p r o m i s e dB.p r o m i s i n gC.p r o m i s eD.P r o m o t i n g B2.W h e n__,p l e a s e s t a t e y o u r t e r m s o f p a y m e n t a n d a t r a d e d i s c o u n t f o r c o m p a n i e s t h a t b u y i n f a i r l y l a r g e q u a n t i t i e s.A. r e p l yB. r e p l i e dC. r e p l y i n gD. t o r e p l y C3.S a m p l e s o f o u r p l a s t i c k i t c h e n-w a r e __y o u a s k e d i n y o u r e n q u i r y o f S e p t e m b e r3a r e b e i n g s e n t t o y o u t o d a y.A.w h i c hB.f o r w h i c hC.t o w h i c hD.i n w h i c h B4. W e a r e s e n d i n g y o u __ s e p a r a t e p o s t t h e s a m p l e s f o r t h e n e w s e a s o n.A.t oB.f o rC.b yD.I n C5.O u r f i r m i s a l e a d i n g i m p o r t e r__i n d u s t r i a l c h e m i c a l s.A.d e a l i n g b yB.d e a l i n g i nC.d e a l w i t hD.d e a l i n B6.A s t h i s m o d e l w a s s o p o p u l a r w i t h o u r c u s t o m e r s,w e w o u l d l i k e t o k n o w i f i t i s s t i l l___.A.a v a i l a b l eB.r e s p e c t a b l eC.a c c e p t ab l e D.R e a s o n a b l e A7.I w o u l d a p p r e c i a t e__m e a n u p-t o-d a t e p r i c e l i s t f o r y o u r b u i l d i n g m a t e r i a l s.A.y o u t o s e n dB.y o u r s e n dC.y o u s e n dD.y o u r s e n d i n g D8.W e’l l b e v e r y p l e a s e d i f y o u c a n q u o t e u s__a b e t t e r p r i c e f o r t h e g o o d s w e i n q u i r e d i n o u r l e t t e r o f F e b.9.A./B.f o rC.a tD.W i t h A9.W e s h o u l d l i k e t o t a k e t h i s__t oi n q u i r e a b o u t t h e p r i c e o f w a s h i n gm a c h i n e s.A.o c c a s i o nB.o p e n i n gC.c h a n c e D.O p p o r t u n i t y D10.I f t h e p r i c e s a r e__,w e t r u s ti m p o r t a n t b u s i n e s s c a n m a t e r i a l i z e.A.i n l i n eB.i n t h e l i n eC.o nl i n e D.o n t h e l i n e AU N I T81.T h e p u r p o s e o f a s a l e s l e t t e r i st o__t h e p r o s p e c t i v e c u s t o m e r’s i n t e r e s t.A.a t t r a c tB.a r o u s eC.a t t e n dD.A l t e r B2. I f M r.W h i t e w o n’t a g r e e t o s i g nt h e c o n t r a c t,___.A.n e i t h e r s h e w i l lB.n e i t h e rw o n’t s h eC.n e i t h e r w i l l s h eD.s h e w o n’t n e i t h e r C3.W e h o p e t o__b u s i n e s s w i t h y o u i nt h e n e a r f u t u r e.A.t h e n e w l yB.f r e s hC.n o v e lD. t h e l a t e s t B4.W e d o n’t t h i n k w e c a n p u t t h e b u s i n e s st h r o u g h__y o u r e v i s e y o u r t e r m s a n d c o n d i t i o n s.A. u n l e s sB. e x p e c tC. o n l y i fD. i na d d i t i o n A5.I n m a n y c a s e s,i t i s n e c e s s a r y t ob e g i n y o u r l e t t e r w i t h a b r i e fi n t r o d u c t i o n__w h o y o u a r e a n d w h a t y o u d o.A.f o rB.t oC.a sD.O fB6.W e s h a l l b e g l a d t o s e n d y o us a m p l e-c u t t i n gb o o k s a n d p a m p h l e t s o f o u r n e w p r o d uc t s ___.A.w i t h r e q u e s tB.a s r e q u e s tC.u p o n r e q u e s tD.a t r e q u e s tC7.O u r s i l k g a r m e n t s a r e d u r a b l e _u s e,b e a u t i f u l_d e s i g n,a n d r ic h_t r a d i t i o n a l C h i n e s e a r t.A.i n,i n,i nB.i n,t o,f o rC. t o,f o r,i nD.f o r,i n,o n A8.W e h o p e o u r l a t e s t w i l l s e l l__i n y o u r m a r k e t.A. p o p u l a rB. a r e a d y m a r k e tC. a f a s t s e l l e rD.l i k e h o t c a k e s DD e a r s i r s,Y o u w i l l b e ____ t o h e a r t h a t w e h a v e r e c e n t l y d e v e l o p e d o u r n e w p r o d u c t, ____i s s e l l i n g v e r y s t r o n g l y o n t h e h o m e m a r k e t.B e c a u s e___i t s s u c c e s s i n t h i s c o u n t r y, w e t h o u g h t t h e r e ____ b e ____ s a l e a b r o a d, a n d w e w o u l d w e l c o m e y o u r a d v i c e a s t o w h e t h e r,i n y o u r____, t h e r e i s a____i n y o u r d i s t r i c t.I f y o u a g r e e,w e s h a l l b e____t o s u p p l y y o u w i t h o u r s a m p l e s f o r y o u t o____t o t h e p o t e n t i a l c u s t o m e r s. Y o u w i l l f i n d e n c l o s e d a n o r d e r f o r m i n____y o u w i s h t o m a k e a n i m m e d i a t e ____.Y o u r s f a i t h f u l l y,A N S W E R I n t e r e s t e d; w h i c h; o f; m i g h t; p o t e n t i a l;o p i n i o n;m a r k e t;g l a d; s h o w;c a s e;o r d e r.C O R R E C T I O N1.A c c o r d i n g w i t h t h i s l e t t e r,i t i sc l e a r t h a t i t s w r i t e r i s e a g e r t o k n o w t h e r e s u l t s o f t h e e n q u i r y h e m ade i n t o t h e c o m m o d i t y o n t h e c a t a l o g u e. W i t h-t o2.T h e y a r e n o t o n l y a s l o w-p r i c e d l i k e t h e g o o d s o f o t h e r m a r k e r s,b u t t h e y a r e d i s t i n c t l y s u p e r i o r. L i k e-a s3.W e w o u l d b e g l a d t o h a v e t h e o p p o r t u n i t y o f s u p p l y i n g a n y o f t h e s e g o o d s t h a t w o u l d b e m o s t s u i t e d f o r y o u r n e e d s.T h e s e-t h o s e4.S i n c e t h e a r t i c l e y o u r e q u i r e i s n o t a v a i l a b l e f o r s u p p l y a t p r e s e n t,w e s h o u l d l i k e t o r e c o m m e n d s o m e s i m i l a r o n e a s f o l l o w s.O n e-o n e s5.W e a r e s e n d i n g y o u a s a m p l e b o o k w i t h a p r i c e-l i s t o f o u r n e w p r o d u c t s, t h e h i g h q u a l i t y o f t h a t,w e t r u s t, w i l l i n d u c e y o u t o p l a c e a t r i a l o r d e r w i t h u s.T h a t-w h i c h6. B y v i r t u e o f i t s s u p e r i o r q u a l i t y, t h i s i t e m h a s m e t w i t h a w a r m r e c e p t i o n i n m o s t E u r o p e a n c o u n t r i e s.W e d e e m i t a s y o u r a d v a n t a g e t o b u y t h i s i t e m f o r a t r i a l s a l e i n y o u r m a r k e t. O f-t o7.A f a i r c o m p a r i s o n i n q u a l i t y b e t w e e n o u r p r o d u c t s a n d t h a t o f o t h e r s u p p l i e r s w i l l c o n v i n c e y o u o f t h e r e a s o n a b l e n e s s o f y o u r q u o t a t i o n. T h a t-t h o s e8.T o m e e t t h e g r o w i n g n e e d s o f t h ef a s t d e v e l o p i ng m a r k e t a t y o u r e n d, w e a r e c o n s i d e r i n g e s t a b l i sh a r e p r e s e n t a ti v e o f f i c e i n y o u r c i t y.E s t a b l i s h-e s t a b l i s h i n g9.W i t h a v i e w t o s u p p o r t y o u r s a l e s, w e h a v e s p e c i a l l y p r e p a r e d s o m e s a m p l e s o f o u r n e w m a k e s a n d a r e s e n d i n g t h e m t o y o u,u n d e r s e p a r a t e c o v e r,f o r y o u r c o n s i d e r a t i o n. S u p p o r t-s u p p o r t i n g10.I t i s n o t o u r i n t e n t i o n t o r u s h y o u i n t o a d e c i s i o n,b u t a s t h i s a r t i c l e i s i n g r e a t d e m a n d,w e w o u l d a d v i s e y o u t o a v a i l y o u o f o u r o f f e r i n y o u r o w n i n t e r e s t.Y o u-y o u r s e l v e sU n i t91.W e c o n f i r m e x c h a n g e o f l e t t e r s__ t h e s u b j e c t a r t i c l e.A. t o r e g a r dB. r e g a r d e dC. R e g a r d i n gD.i s r e g a r d e d C2. W e a r e p r e p a r e d t o __ b u s i n e s s o n l y o n t h e s e t e r m s.A.t r a n s a c tB.t r a n s i tC.t r a n s e c tD.T r a n s f e r A3. W e b e l i e v e s u c h a n a r r a n g e m e n t w i l l p r o v e__.A.s a t i s f a c t i o nB.s a t i s f a c t o r yC.s a t i s f i e dD.i s s a t i s f i e dB4.A s s o o n a s w e a r e__t h e p o s i t i o n t o a c c e p t n e w o r d e r s, w e w i l l c o n t a c t y o u i m m e d i a t e l y.A. a tB. o nC. i nD. F o r C5.__i s o u r S a l e s C o n f i r m a t i o n i nd u p l i c a t e, a c o p y o f w h i c h p le a s e s i g n a n d r e t u r n t o u sf o r o u r f i l e.A.E n c l o s eB.E n c l o s e dC.E n c l o s i n gD.E n c l o s e s B6.T h e q u a l i t y o f t h e g o o d s d o e s n o t __u s.A.i n t e r e s tB.i n t e r e s t i n gC.i n t e r e s t e dD.b e i n gi n t e r e s t i n g A7. M u c h t o o u r __, w e c a n n o t a t p r e s e n t t a k e a n y f r e s h o r d e r s f o r o u r s h o e s.A. s o r r o wB. s o r r yC. r e g r e tD. L a m e n t C8.T h e q u a l i t y o f g o o d s m u s t b e i n s t r i c t a c c o r d a n c e__t h e s t a t e ds a m p l e s.A.a tB.o nC.w i t hD.T o CU N I T101.A l l t h e d o c u m e n t a r y l e t t e r s o fc r ed i t a re o p e r a t e d t h r o u g h__.A.b u y e r s a n d s e l l e r sB.b a n k sC.c o m m i s s i o n a g e n t sD.f r e i g h tf o r w a r d e r s B2.B a s i c a l l y,t h e r e a r e__m o d e s o f p a y m e n t i n i n t e r n a t i o n a l t r a d e.A.t w oB.t h r e eC.f o u rD.F i v e B3.W e a r e c o n s i d e r i n g__y o u r t e r m s o f p a y m e n t.A.a c c e p t e dB.t o a c c e p tC.a c c e p t i n g D.A c c e p t C4.P a y m e n t__L/C a s c o n t r a c t e d.A.b yB.w i l l b eC.i s b yD.i s t ob e m a d e b y D5.F o r f u t u r e t r a n s a c t i o n s,D/A w i l lo n l y b e a c c e p t e d i f t h e a m o u n t__i sn o t u p t o E U R2,000.A.i n v o l v e sB.i n v o l v e dC.i n v o l v i n g D.I n v o l v e B6.P l e a s e d r a w o n N o r t h G r a n a r y C e r e a l s,I n c.F o r a s u m n o t__U S D150,000a v a i l ab l e b y d r a f t d r a w n o n t h e m a ts i g h t__t h e f o l l o w i n g d o c u m e n t s.A.e x c e e d s;a c c o m p a n i e d w i t hB.e x c e e d i n g;a c c o m p a n i e d w i t hC.e x c e e d s;a c c o m p a n i e d b yD.e x c e e d i n g;a c c o m p a n i e d b y D7.W e r e g r e t t o h a v e t o r e j e c t y o u r __b y L/C a t30d a y s s i g h t.A.p r o p o s a l o f p a yB.s u g g e s t i o n o f p a y m e n tC.p r o p o s a l o f p a y i n g f o rD.s u g g e s t i o n o f p a y a b l e t e r m s B8. Y o u a r e a u t h o r i z e d t o d r a w a 60 d a y s’d r a f t__o u r b a n k__t h i s c re d i t__t h e a m o u n t o f y o u r i n v o i c e.A.o n,a g a i n s t,f o rB.a g a i n s t,o n,f o rC.f o r,a g a i n s t,o nD.f o r,a g a i n s t,o f A9.o n r e c e i p t o f y o u r r e m i t t a n c e__U S$20, 000 a s p e r t h e e n c l o s e d i n v o i c ew e w i l l r e l e a s e y o u r o r d e r__t h ef o r w a r d e r s.A. b y, t oB. a b o u t, o fC. f o r, t oD.a b o u t,f o r CU N I T121.P l e a s e n o t e t h a t t h e i n s u r a n c e o no u r C I F t e r m s__A l l R i s k s f o r110%o f t h e i n v o i c e v a l u e.A.m a k e sB.t a k e sC.c o v e r sD.o u r s e l v e s t o b e C2. W e s h a l l t a k e __ i n s u r a n c e a t t h i s u n d e r o u r O p e n P o l i c y.A.i nB.o u tC.o nD.A tB3.P l e a s e s e n d u s t h e p o l i c y a n d o n ec e r t i f i ed c o p y a n d__t he c o s t t o t h e a c c o u n t of o u r X i ng a n g b r a n c h.A. a s kB. r e q u e s tC. r e q u i r eD.C h a r g e D4.Y o u w i l l n o d o u b t__c o m p e n s a t i o nf r o m t h e i n s u r a n c e c o m p a n y,i n w h i c h c a s e w e s h a l l b eg l a d t o a s s i s t y o u w i th a n yi n f o r m a t i o n w e c a n p r o v i d e.A.m a k eB.p a yC.c o v e rD.C l a i m D5.J u d g i n g f r o m t h e s i t u a t i o n i n M i d d l eE a s t, I t h i n k W a r R i s k c o v e r a g e s h o u l d b e__i n y o u r q u o t a t i o n.A.c o v e r e dB.i n s u r e dC.i n c l u d e dD.T a k e n C6.T h e p r e m i u m r a t e s q u o t e d t o u s d o n o t__o u r e x p e c t a t i o n s;t h e r e f o r e, w e a r e u n a b l e t o s i g n a g e n e r a l p o l i c y w i t h y o u r c o m p a n y a t t h i s t i m e.A.c o m e t oB.a g r e e t oC.h a v eD. M e e t D7.S h o u l d t h e e v e n t o c c u r,t h ei n s u r a n c e c o m p a n y a g r e e s t o p a y t h e __a p a r t o r w h o l e o f t h e__s u m. A.i n s u r e d,i n s u r i n g B.i n s u r e d, i n s u r e dC.i n s u r i n g,i n s u r e dD.i n s u r i n g,i n s u r i n g B8.W P A c o v e r a g e i s t o o n a r r o w__a s h i p m e n t o f t h i s n a t u r e.A.f o rB.t oC.o v e rD.W i t h A9.P l e a s e e f f e c t i n s u r a n c e__y o u r s i d ec o v e r i n g A l l R i s k s a nd W a r R i s k.A. t oB. f o rC. o nD. W i t h CC O R R E C T I O N1. P l e a s e i n f o r m u s o f y o u r i n s u r a n c er a t e s a s s o o n a s p o s s i b l e.W e w o u l d a p p r e c i a t e a r e p l y w i t h r e t u r n m a i l. W i t h-b y2.W e w i l l a f f e c t i n s u r a n c e a g a i n s ta l l r i s k s,c h a r g i n g p r e m i u m a n df r e igh t t o t h e c o n si g n e e s.A f f e c t-e f f e c t3.W e d o a p p r e c i a t e t o y o u r r e a s o n sf o r o b j e c t i ng t o o u r p r o p o s a l,b u th o p et o r e v e r t t o t h i s m a t t e r w h e nc i r c u m s t a n c e s p e r m i t. A p p r e c i a t et o-a p p r e c i a t e4.U n d e r t h e s e c i r c u m s t a n c e s,i t i su n l i k e l y f o r y o u t o r e c e i v ec o m p e n s a t i o n f o r t h ed a m a ge of t h eg o o d s.O f-t o5.B u y e r’s r e q u e s t f o r i n s u r a n c e t ob ec o v e r ed u p t o t he i n l a n d c i t y c a nb e ac c e p t ed o n c o n d i t i o n t h a t s u c he x t r a p r e m i u m i s t o h i s a c c o u n t.T o-f o r6.W e r e g r e t o u r i n a b i l i t y t o c o m p l y t h e b u y e r’s r e q u e s t f o r c o v e r i n gi n s u r a n c e f o r150%o f t h e i n v o i c e v a l u e, b e c a u s e o u r c o n t r a c t s t i p u l a t e d t h a ti n s u r a n c e s h o u l d b e c o v e r e d f o r110%v a l u e.C o m p l y-c o m p l y w i t h补充练习1.P l e a s e r e p l y a s s o o n a s p o s s i b l e,t h e e a r l i e s t s h i p m e n t d a t e a n d t e r m so f p a y m e n t.a.s t a t e db.a s s t a t e dc.s t a t i n g d.s t a t e C2.u s e a r l i e r w e c o u l d h a v ec o m p i l ed w i t h y o u r re q u e s t t o t h ef u l l.a.D o y o u c o n t a c tb.H a dy o u c o n t a c t e dc.H a v e y o u c o n t a c t e dd. W i l l y o u c o n t a c t b3.W e w o u l d n o t g i v e y o u a n y l o w e r p r i c ey o u c o u l d p l a c e a n o r d e r f o r m o r e t h a n500t o n s.a.e x p e c tb.u n t i lc.u n l e s sd.B e s i d e s c4.T h e r e i s a s t e a d y d e m a n d i n E u r o p e l e a t h e r g l o v e s____h i g h q u a l i t y.a.f o r,w i t hb.f o r,o fc.a t,w i t h d.i n,o f b6. T h r o u g h t h e t h e P a r i s C h a m b e r o f C o m m e r c e,w e a r e g i v e n t o u n d e r s t a n d t h a t y o u a r e o n e o f t h e l e a d i n g i m p o r t e r s o f s i l k i n y o u r a r e a.a.c o u r t e o u s n e s s f r o mb.c o u r t e s y o fc.c o u r t e o u s o fd.c o u r t e s y f r o m b7.A s t h e i t e m t h e s c o p e o f o u rb u s i n e s s ac t i v i t i e s,w e s h a l l b e p l e a s ed t oe s t a b l i s h d i r e c t t r a d e r e l a t i o n s w i t h y o u.a.l i e s w i t h i nb.f a l l w i t h i nc.c o m e u nde r d.b e w i t h i n a8.I n o r d e r t o o b t a i n t h e n e e d e di n f o r m a t i o n,t h e i n q u i r e r s h o u l d s i m p l y,c l e a r l y a n d c o n c i s e l y w r i t e _____h e w a n t s t o k n o w.a.t h a tb.s oc.w h a td.b ec a u s e o f c9.I t m a y i n t e r e s t y o u t o k n o w t h a t t h e r e i s a g o o d d e m a n d h e r e f o r C h i n e s e B l a c k T e a_____p r i c e s.a. a t m o d e r a t eb. i n c h e a pc. f o r l o wd.o n d e a r a11.W e’d l i k e t o i n f o r m y o u t h a t m o d e r a t e l y-p r i c e d g o o d s o f f i n e q u a l i t y w i l l_____a f a v o r a b l e r e c e p t i o n i n o u r m a r k e t.a.m e e t w i t hb.m e e tc.r e c e i v e w i t hd.G i v e a12.W e a d v i s e d o u r b a n k t o______L/C N o.6543 t o r e a d“P a r t i a l s h i p m e n t s t o b e p e r m i t t e d.a.c h a n g eb.a m e n dc.a l t e rd.A d d b13.T h a n k y o u f o r y o u r l e t t e r o fD e c e m b e r 20, ______ w h i c h y o u o f f e r e d u s12,500y a r d s o f p r i n t e d s h i r t i n g o n t h e f o l l o w i n g t e r m s a n d c o n d i t i o n s:a.f r o mb.o fc.i nd.T o c14. T h e d e l a y e d s h i p m e n t o f t h e g o o d s o n y o u r p a r t ______ o u r h e a v y l o s s e s.a.r e s u l t e d i nb.b r o u g h tc.a r o s e f r o md. r e s u l t e d f r o m a15. Y o u r c l a i m f o r s h o r t a g e o f w e i g h t ______U S D1,000i n a l l.a. a c c o u n t s t ob. a m o u n t s t oc.i s a c c o u n t e d t od.i s a m o u n t e d t o b16.I f b u s i n e s s h a d b e e n c a r r i e d o u t t o o u r s a t i s f a c t i o n,w e______t o r e n e w t h e A g e n t A g r e e m e n t.a.h a d a g r e e db.s h o u l d h a v e a g r e e dc. a l r e a d y a g r e e dd. s h a l l a g r e e b17.W e h a v e a g r e e d t o______a j o i n t v e n t u r e c o m p a n y i n t h a t d e v e l o p i n g c o u n t r y.a. p u t f o r w a r db. s e t u pc. p u t u pd.O p e n b18.W e s h o u l d b e o b l i g e d i f y o uc o u ld f u r n i s h u s______a de t a i l e d r e p o r t ______ t h ef i n a n c i a l p o s i t i o n, b u s i n e s s l i n e s a n d o t h e r a s p e c t s o f t h e j o i n t v e n t u r e.a. w i t h, o nb. w i t h, f o rc. o n, f o rd.f o r,o n a20.A s w e a r e______o f t h e s e g o o d s,p l e a s e e x p e d i t e s h i p m e n t a f t e r r e c e i v i n g o u r L/C.a.i n b a d l y n e e db.i n u r g e n t l yn e e dc.u r g e n t i n n e e dd.b a d l y i nn e e d d21.A l e t t e r o f c r e d i t i s u s u a l l yo p e n e d b y t h e______.a.i s s u i n g b a n kb.c o n f i r m i n gb a n kc.a d v i s i n g b a n kd.n e g o t i a t i n g b a n k a22. I t w i l l b e a p p r e c i a t e d ______ y o uc o u ldef f e c t s h i p m e n t i n t w o e q u a l l o t s b y d i r e c ts t e a m e r ______y o u r e c e i v e o u r L/C.a. w i l l, s o o nb. i f, a s s o o n a sc. w h e n, w h e nd. w h e n, w h i c hb23.P l e a s e n o t e t h a t t h e g o o d s y o u o r d e r e d c a n b e c e r t a i n l y p r o m i s e d f o r i m m e d i a t e s h i p m e n t______r e c e i p t o f y o u r L/C.a.u p o nb.w i t hc.i nd. W i t h o u t a24.P l e a s e s h i p t h e g o o d s i n s t r o n ge x p o r t p a c k i n g t o e n s u r e g o o dc o nd i t i o n______a r r i v a l.a.i nb.f o rc.o nd.A td25.L e t t e r s o f c o m p l a i n t s h o u l d b e w r i t t e n w i t h c a r e a n d t a c t______t o h a r m f u t u r e b u s i n e s s r e l a t i o n s h i p.a.i n o r d e r n o tb.i no r d e rc. n o t i n o r d e rd. i n n o t o r d e r a。
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四、产品介绍
在这部分，可能会出现两种不同的产品介 绍：在较明确对方需求时，要选取某类特定 产品，进行具体的推荐性介绍；否则，通常 就只对公司经营产品的整体情况，如质量标 准、价格水平、目前销路等，做较为笼统的 介绍。当然，附上目录、报价单或另寄样品 供对方参考也是公司经常采取的做法。
经营范围 Business scope 理念、宗旨 Principle 社会关系 Connection 经营历史 Experience
II. Focus on & Difficulties:
Some useful sentence patterns and expressions translation and writing Expressions of showing information sources
Task of this item
Introduction
1. Channels to get to know your customers’ information from internet, the bank, the periodicals, the advertisement and so on. 2. Channels to approach merchants abroad Communication in writing Attendance at fairs Attendance at the exhibitions Mutual visits 3. Function of this kind of letters : to enlarge business scope and turnover
d. financial position & integrity
e. expectation for future cooperation
f. expectation for the reply
2.Requirements a. complete: specific name, price & specification of items b. concise: as short as possible c. clear
We enjoy a good reputation internationally in the
circle of textile.
A credible sales network has been set up and we have
our regular clients from over 100 countries and regions worldwide.
与其他商业促销一样，在结尾部分，通常 都会写上一两句希望对方给予回应或劝服对 方立即采取行动的语句，例如：
Your comments on our products or any
information on your market demand will be really appreciated.
A good sales network has been set up . clients from over 100 countries and regions worldwide.
Our products are enjoying popularity in Asian
market.
To give you a general idea of our products, we
产品介绍 Product Introduction
-----------
Cotton Goods 羊毛类
Printed Cotton Piece Goods 羊毛印花
公司介绍书写示例
a leading company with 30 years experience in making cotton goods.
are enclosing our catalogue for your reference.
Art. No. 76 is our newly launched one with
superb quality, fashionable design, and competitive price.
五、激励性结尾
三、本公司概述
这里所说的公司概述，包括对公司性质、业务 范围、宗旨等基本情况的介绍以及对公司某些相对 优势的介绍，例如：经验丰富，供货渠道稳定，有 广泛的销售网络等，例如：
We are a leading company with many years’
experience in machinery export business.
We have learned from the Commercial
Counselor’s Office of our Embassy in your country that you are interested in Chinese handcraft. We obtained your name and address from the internet. Our market survey showed that you are the largest importer of cases and bags in Egypt.
外商隐藏的其他途径
A 同业商行 B 公司代理商 C 国外分公司 D 市场调研
E 毛遂自荐
F 外商询函
Writing principles
1.Outline:
a. Source of the information
b. intention
c. business scope of the firm
Some indication
一笔具体的交易往往始于出口商主动向潜在 客户发函建立业务关系。就标准规范的层次而言， 建立业务关系的信函一般应包括如下内容： 一、说明信息来源，即如何取得对方资料 作为贸易商，可以有各种途径了解客户资料， 如通过驻外商务参赞处、商会、商务办事处、第 三家公司的介绍；或在企业名录、各种传媒广告、 互联网上寻得；或在某交易会、展览会上结识； 甚至是在进行市场调查时获悉。因此，我们有各 种表达方式来说明信息来源，例如：
information
To require S.S. to master the expressions to show the
desire for establishing business relations.
Hale Waihona Puke To enable S.S. to master important words and expressions To grasp commonly used words, phrases and sentences.
Write a letter to express the desire of establishing business relations
Sequence of international trade
step1: preparation:
market investigation step2: negotiation: inquiry→offer→counter-offer→counter-counteroffer→order→acceptance &contract step3: Fulfillment of contract: L/C→packing, shipment, insurance, inspection, complaints, claims & adjustments
Dear Mike, How are you? We received your all samples. The factory checked the details, and found the material was PP, not ABS as you told. Please give them some more time to re-check the price, because the material is different from the past orders. However, the material was increased very quickly! Therefore, please kindly place the order soon if the price is ok for you! We'll do production asap. Thank you in advance! Kind regards, Tommy
二、言明去函目的 一般来说，出口商主动联系进口商，总是 以扩大交易地区及对象、建立长期业务关系、 拓宽产品销路为目的，例如： In order to expand our products into South America, we are writing to you to seek cooperate possibility. We are writing to you to establish long-term trade relations with you. We wish to express our desire to enter into business relationship with you.
外贸函电制作
陈菲
ITEM TWO Establishment of Business Relations
I. Aims
To enable S.S. to master the ways of seeking new
customers
To require S.S. to grasp expressions of showing sources of