外贸英文函电Unit2 Establishing business relations

Useful Expressions 讲解
1.How his name is know
1)obtained/heard/learned/indebted your(fax number/business scope/products/E-mail address)from… e.g we have obtained your information from China council for the Promotion of International Trade in Beijing.我们从北京的 中国国际贸易促进委员会那里获悉了贵公司的信息。 2) have one’s name and address from….. e.g we have your name and address from the Commercial Counselor’s Office of your embassy in Beijing and are now writing to you for the establishment of business relation 我们从 贵国驻京使馆商务参赞处获悉贵公司姓名及地址，现特致函与 贵公司建立业务关系
establishingbusinessrelationspartsbusinesslettersdatalineinsidenamecomplimentaryclosesignatureretrospectessentialpartsattentionlinesubjectlinereferencenotationcarboncopynotation抄送postscriptoptionalpartscourtesyconsiderationcompletenessclarityconcisenessconcretenesscorrectnesswritingprinciplesbusinesslettersindentedform缩格式blockedform齐头式modifiedblockedform改良齐头式layoutbusinessletter所谓缩格式信函有以下特征日期靠右具体收信人和事由居中结尾敬语和落款偏右齐头式特征除信头外全部左对齐段落间用空格改良齐头式兼具缩格与齐头的特征案号和日期靠右落款偏右其他全部左对齐envelopaddressingdoinginternationaltradevitalstepestablishbusinessrelationspromotegoodwillpotentialdealers
Part 1
Sellers Asking to Establish Trade Relations
课文原文 p.18
Dear Sirs,
We have your name and address from the commercial Counselor’s Office of the Chinese Embassy in Ghana , we wish to inform you that we specialize in both industrial and pharmaceutical chemicals, and shall be pleased to enter to trade relations with you To give you a general idea of our products , we enclose a complete set of leaflet showing various products being handle by this corporation with detailed specification and means of packing . Quotation and sample will be sent upon receipt of your specific enquiries. Business between us will be concluded on the basis of shipping quality and weight while testing and inspection will be made by the Shanghai Commodity Inspection Bureau prior to shipment , Necessary certificates in regard to the quality and quantity of the shipment will ,of course , be provided We look forward to your favorable reply. Yours faithfully,
8. The banks通过银行
9. The advertisements in newspaper广告 10. Trade Directory行业名录
商务参赞：
商务参赞:是使馆中负责与驻在国外外 贸部门进行联系和交涉的外交人员，一 般由派遣国外贸主管部门派出。其职责 是向本国主管部门报告驻在国经济、贸 易发展情况，准备贸易协定的签订工作 并监督其执行。商务参赞通常是使馆商 务处负责人
company: n.公司
Notes:
a trading company 一家贸易公司 an import and export company一家进出口公司 可用于公司名称中，如： Ford Motor C其它的商务组织
3. Other customers’ introduction贸易伙伴的介绍 4. Visit abroad by trade delegations and groups 代表团互访
5. The market investigation市场调查
6. self-introduction to the company客户自我介绍 7. Enquires received from foreign merchants 外商询函
写信要点（Writing Skills)
信息来源（the source of information)：告诉对方我方是如 何获悉对方的地址和经营范围的。 本公司概述(Self-introduction)：介绍本公司的性质、基本业 务情况和业务范围 写信目的(intention or desire of writing the letter)：表示我 方有与对方建立业务关系和合作的强烈愿望 产品介绍：说明希望推销或购买的产品 必要时可向对方提供资信证明人、以便对方了解我方的资信 情况 要求寄送有关资料并希望早日收到回复：商品目录、价目表 和小册子等，以便对方全面了解我方信息。
Envelop addressing 信封格式
缩格式：收信人名称地址逐行右缩 齐头式：收信人名称地址左端对齐 写信人在上，收信人在下
Introduction
In doing international trade, it is a vital step to establish business relations and promote goodwill with potential dealers .Therefore , information sources about the merchants in foreign countries are of great importance ,And also how to write effective letters to prospective partners should merit our attention.
1. Indented Form 缩格式 2. Blocked Form 齐头式 3. Modified Blocked Form 改良齐头式
所谓“缩格式”信函有以下特征 日期靠右 具体收信人和事由居中 段首缩格 结尾敬语和落款偏右 “齐头式”特征 除信头外全部左对齐 段落间用空格 “改良齐头式”兼具缩格与齐头的特征 案号和日期靠右 落款偏右 其他全部左对齐
How to get the information of the new customers?获得客户名址
的途径：
1. attendance at the export commodities fairs参加交易会或博览会: 2. Chamber of Commerce, Commercial Counselor's Office;国内外的商会，
7“C”
Courtesy Consideration Completeness Clarity Conciseness Concreteness Correctness
Writing Principles of the Business Letters
Layout of a Business Letter 商业信函的格式
Learning objectives 学习目标：
Know where to obtain the information about the merchants in foreign countries; Know the essential components of a letter to establish business relation; Master typical sentences and expressions in writing such letters.
Essential parts
Optional parts
1:The attention line 2:The subject line 3:The reference notation 4:The enclosure 5:The Carbon copy notation(抄送） 6:The postscript
Unit 2 Establishing Business Relations
retrospect
Parts of Business Letters
1:The Letter-head 2:The data line 3:The inside name and address 4:The salutation 5:The body of the letter 6:The complimentary close 7:The signature
Just as a factory requires a complete set of machinery to proceed with production, so does a foreign-trade firm need extensive business connections to maintain or expand its business activities .Therefore, the establishment of business relations is one of the important undertakings in the field of foreign trade
承蒙巴黎商会的介绍，我们获悉贵公司有兴趣与我方进 行贸易往来
4)We owe your name to…
5)Your name has been recommended/given/introduced to us by ….as….
Notes:
Learn
v; 获悉、得知
e.g. We learn that you have many affiliates abroad. Learn …..from…..;从…..地方获知。
e.g. We learn from our agent in London about your range electric typewriters .
Notes:
1.establish: v. 建立 = enter into to establish trade/business relations with 与…建立贸易/业务关系 to enter into trade/business relations with 与…建立贸易/业务关系 establishment: n. 建立 establishment of trade relations with……. 与…建立贸易关系 我们愿借这个机会与贵公司建立业务关系。 We’d like to take this opportunity to establish business relations with your company.
Useful Expressions
3)Through the courtesy of…we come to know the name and address of your firm.承蒙/感谢…推荐或介绍，获悉 贵公司的名称与地址
e.g Through the courtesy of the Paris Chamber of Commerce , we have your name as a firm who is interested in doing business with us