01 Establishing Business Relations(建立业务关系)

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第四章建立业务关系

第四章建立业务关系Establishing Business Relations建立业务关系函电的作用客户是进行交易的对象,建立业务关系，实际上就是确定贸易对象，也就是客户。

同潜在的顾客建立业务联系，无论是对刚成立的新公司还是对希望扩大其业务范围及成交额的老公司，都是一个极其重要的经营措施。

要顺利地进行交易就要广泛地同客户建立贸易关系。

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探讨。

贸易双方只有在相互了解、彼此信赖的基础上，才能进行积极的合作，并使双方贸易活动得以顺利地开展。

建立业务关系函电包括的内容第一部分：信息来源,即如何取得对方的资料。

一般情况，获得客户名址主要包括以下途径：1)参加交易会或博览会2)国内外的商会，商务参赞处或其它的商务组织3)贸易伙伴的介绍4)代表团互访5)市场调查6)客户自我介绍7)通过银行8)广告第二部分：自我介绍。

主要指对公司的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，外贸经验丰富、供货渠道稳定、有广泛的销售网等，和公司产品的介绍。

第三部分：说明写信目的与请求。

致函目的一般说来，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，扩宽产品销路为目的。

第四部分：表明建立业务关系的愿望并希早日回复。

在结尾部分一般都是激励性结尾，都会写上一句希望对方给与回复或劝服对方立即采取行动的语句，通常以“盼早复”，“盼佳音”等来结束此类信件。

建立业务关系函电写作应注意的问题1.在书写这种信函时，要向对方表示本公司合作的诚意和强烈的交易愿望。

必要时也可向对方提供资信证明人(Reference)，以便对方按要求立即着手进行。

2.接受并答复对方邀请信函时，必须有礼貌地及时给对方完整的答复，以便树立信誉和给对方留下良好的印象，这是接受邀请书信最重要的作用之一。

商务英语900句

商务英语900句Unit 1:建立贸易关系-(Part 1)Unit 1:Establishing Business Relations-(Part 1)1.Account(n.)账目，考虑，理由We opened an account with the Bank of China.我们在中国银行开立了一个账户While setting the price, please take the quality into account.制定价格时，请将质量因素考虑在内2.Act(v.)采取行动We must act on the instructions from our home office.我们必须按照总公司的指示行事Our company mainly acts as an export agent on a commission basis.我们司主要充当出口商代理，要收取佣金3.Acknowledge(v.)告知收到，确认We are pleased to acknowledge your order of June 20 for Tea Sets.我们很高兴收到你方6月20日的茶具订单Your company has altered the condition in the contract unilaterally, which we do not ack nowledge.贵公司已单方面的更改合同中的条件，对此我方不予承认4.Address (n.)地址(v.)写姓名地址，寄My business address and phone number are printed on the card我的营业地址和电话号码都印在了名片上了Please address your enquiries to the manager.请将贵方的询盘寄给经理5.Adjust (v.)调整，调节We have adjusted the L/C as requested.我们已按照要求修改了信用证Our price of the said goods has been adjusted to US$2,000 per m/t.我们的货物价格已经调整到了每公吨2,000美元Unit 1:建立贸易关系-(Part 2) 1. Advisable (adj.) 可取的，适宜的It is advisable that shipment should be made this month以本月装船货运为宜it is advisable for you to make an immediate decision你方立即做出决定为好2. Affiliate (v.)使紧密联系，附属，(n.)联号，联营公司The merger affiliates two larger manufacturers两家大制造商合并为一家The L/C is to be opened by us or our affiliate in HongKong 3o days before theshipping sc hedule.信用证将由我公司或香港分公司于装运期前30天开立3. Agent (n.)代理人In consideration of your extensive experience in the field, we are glad to appointyou as o ur agent.考虑到你们在这业务范围的丰富经验，我很高兴指定你们为我们的代理Buying agents 购货代理 Selling agents 销售代理 Forwarding agents运输代理4. Agreeable (adj.) （人）同意的（物）适合的，与...一致的We are agreeable to the conditions of packing suggested by you我们同意你放提出的包装条件The designs are agreeable to the taste of this market.这些设计符合本地顾客的品位5. Alter (v.) 改动，变化One of our customers has now decided to alter his choice我方一客户决定改换品种/改变其选择We should like to request you to alter your quotation from CIF to CFR basis我们想请你方将报价由CIF改为CFRUnit 1:建立贸易关系-(Part 3) 1.alternative n.可供选择的办法We have no alternative but to give up this deal.我们别无选择，只能放弃交易If you can not meet the delivery date, we will have no alternative but to cancel thisorder. 如果你方赶不上交货期，我们只能撤销订单了2.amend 修正，改进We have amended the quantity as 300 m/t.我们已经把数量改为300公吨We are prepared to reconsider amending the contract.我们可以重新考虑修改合同3.anticipate 期望，预期We shall anticipate your specific enquiry.我们期待得到你放的具体询价We anticipate a delay of two weeks in supplying the stock for you.我们预计要推迟两周供应你放的订货4.apply 应用，适用The new rate of commission does not apply to business already done.新的佣金率不适用于早已达成的交易The prices quoted will only apply to orders for a minimum quantity of 5000 dozen. 所报价格仅适用于订单量不低于5000打的订单5.appreciate 感激Your approval of samples would be greatly appreciated.如梦你放赞同样品，则不胜感激We shall appreciate it if you will send us your lowest quotations for these items. 如果你放寄回这些商品的最低报价，我们将不胜感激6.approach 处理，接洽Please approach us as soon as possible.请尽快与我们取得联系We have approached the shipping company for booking the space.我们已经跟船务公司接洽要求订舱位Unit 1:建立贸易关系-(Part 4) 1. approval n.赞成，正式批准Our products have met with wide approval.我们的产品已经获得了广泛的好评We can not do it without our manager's approval.没有经理的批准，我们不能做此事2. arrear n.未完成的工作，拖欠（常用于复数）There are no arrears of orders.目前没有任何拖欠的订单They are in arrears on a hire purchase payment.分期付款的货款他们都逾期未付3. assess v.估计，估价These machines were assessed at US$30,000.这些机器估价为3万美元They assessed a tax of US$500 on the commodities imported.他们对这些进口货物征税500美元4. asset n.资产，财产Our company has assets of over six million dollars.我公司拥有600多万元资产assets account 资产账户assets and liabilities 资产与负债fixed assets 固定资产intangible assets 无形资产net assets 净资产tangible assets 有形资产current/floating/liquid assets 流动资产5. assume v.设想，承担We assume that you will send the outstanding balance by banker's draft.我们猜想你们会用银行汇款支付未付的余额Unit 1:建立贸易关系-(Part 5) 1. assure v.确信，向...保证We can assure you that the prices we offer you are very favorable.我们可以保证所报的价格是非常优惠的We assure you of our close cooperation.我们保证给予你方密切的合作2. backlog n.积压未办的事，积压未交付的订货Extra staff was employed to clear the backlog.又雇了一些职员来处理积压的工作There is a backlog of orders waiting to be processed.有一批积压的订单等待处理3. bargain n.成交商品，便宜货，合同契约 v. 议价We have closed a bargain with that company.我们已与那家公司达成了一笔交易We have bargained with our suppliers.我们已与供应商讲过价了4. bear v.承担，带给，具有The insurance company bears no responsibility for damage due to poor packing. 因包装不好所产生的损坏，保险公司不承担任何责任Our product bears tests.我们的产品经得起检验5. bid v.报盘，出价，投标Hanson made an agreed takeover bid of $351 million.汉森按照约定出价$3.51亿美元进行收购No other buyers have bid higher than this price.没有其他的买主的出价高于此价Unit 1:建立贸易关系-(Part 6) 1. binding adj.有约束力的Our prices are binding until July 31.我们的价格有效期至7月31日The contract is not legally binding.该合同在法律上没有约束力2. book v.接受...的预约，预定We confirmed having booked with you 3,000 dozen blouses. 现确认向你方买进3000打女衬衣Have you booked the shipping space for our Order No.78? 你们是否已经为我们的第78号订单订好舱位？3. boycott v.联系抵制They are boycotting the shop.他们联合起来抵制那家商店The management has boycotted the meeting.管理人员已经联合起来拒绝参加这次会议4. branch n.分部，分店，部门We have agents and branches all over the country.我们在全国各地都有代理和分部The chain store has over 300 branches.该连锁店有3000家分店.5. broker n.经纪人，经纪业务That firm is acting as a broker.那家公司从事经纪业务6. brokerage n.经纪业，佣金，手续费The firm aims to provide further brokerage services to companies and individuals.那家公司的目标是向公司和个人提供更进一步的经纪业务The seller agrees to pay brokerage commission in accordance with a separate agreement. 卖方同意按照单项协议支付经纪人佣金Unit 1:建立贸易关系-(Part 7) 1. Buoyant adj.趋于上升的The auto industry is increasingly buoyant.汽车工业越来越繁荣2. Capable adj.有能力的，有可能的They are a capable firm.他们是一家有能力的企业Such a packing is quite capable of being broken in transit.这种包装很可能在运输中破损3. Certify v.证明，保证The accounts were certified as correct.账目经核查正确无误4. Commit v. 承诺，使...承担责任，答应负责办理某事Our factories are fully committed for the third quarter.我们的工厂第三季度的定货已经满了We are not committed to ship the goods in June.我们并没有答应6月份货物装船5. Compound v. 和解债务 adj. 复合的If the distributor shall compound its debts with all of its creditors, the manufacturermay c ancel thiscontract.如果经销商和其所有债权人谈判了结债务，制造商可以取消本合同。

establish business relation建立业务关系

Establishing Business relationsText ADear Sirs,From the email sent back by our Toronto Office, we know that you are one of the firms of good standing and reliability in Toronto and are particularly interested in the export of various papers to China.By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed matters for reference.Of recent years, we have done much business with the largest and most prominent houses in your district.As is well known to you, the possibilities of importing the foreign products are very great here, especially as we are now developing our economy.We are confident that we shall be able to give you big orders if you would cooperate with us on delivery, price and quality.We look forward to establishing a friendly relationship with you soon.Yours faithfully,XXText BDear Sirs,From your letter of May 8, we are glad to learn that you wish to enter into trade relations with this corporation in the line of various papers.In compliance with your request, we are sending you by air a catalog together with a range of pamphlets for your reference.If any of the items listed in the catalog meets your interest, please let us have your specific enquiry, and our quotation will be forwarded without delay.In the meantime, we hope you will tell us the name of your bank prior to the conclusion of the first transaction between us.Yours truly,XX。

外贸出口货物流程及常用英文

外贸出口货物流程出口货物流程主要包括：报价、订货、付款方式、备货、包装、通关手续、装船、运输保险、提单、结汇。

一、报价在国际贸易中一般是由产品的询价、报价作为贸易的开始。

其中，对于出口产品的报价主要包括：产品的质量等级、产品的规格型号、产品是否有特殊包装要求、所购产品量的多少、交货期的要求、产品的运输方式、产品的材质等内容。

比较常用的报价有：FOB"船上交货"、CNF"成本加运费"、CIF"成本、保险费加运费"等形式。

二、订货（签约）贸易双方就报价达成意向后，买方企业正式订货并就一些相关事项与卖方企业进行协商，双方协商认可后，需要签订《购货合同》。

在签订《购货合同》过程中，主要对商品名称、规格型号、数量、价格、包装、产地、装运期、付款条件、结算方式、索赔、仲裁等内容进行商谈，并将商谈后达成的协议写入《购货合同》。

这标志着出口业务的正式开始。

通常情况下，签订购货合同一式两份由双方盖本公司公章生效，双方各保存一份。

三、付款方式比较常用的国际付款方式有三种，即信用证付款方式、TT 付款方式和直接付款方式。

1、信用证付款方式信用证分为光票信用证和跟单信用证两类。

跟单信用证是指附有指定单据的信用证，不附任何单据的信用证称光票信用证。

简单地说，信用证是保证出口商收回货款的保证文件。

请注意，出口货物的装运期限应在信用证的有效期限内进行，信用证交单期限必须不迟于信用证的有效日期内提交。

国际贸易中以信用证为付款方式的居多，信用证的开证日期应当明确、清楚、完整。

中国的几家国有商业银行，如中国银行、中国建设银行、中国农业银行、中国工商银行等，都能够对外开立信用证（这几家主要银行的开证手续费都是开证金额的1.5%。

）。

2、TT 付款方式TT 付款方式是以外汇现金方式结算，由您的客户将款项汇至贵公司指定的外汇银行账号内，可以要求货到后一定期限内汇款。

3、直接付款方式是指买卖双方直接交货付款。

建立业务关系

a. specific enquiry
b. special enquiry
c. specific enquire
d. enquire specifically
8) We are writing you _____c____ you can give us the lowest quotation.
a. hope
a. with
b. for
c. from
d. to
5) We are _____d_____ your detailed requirement.
a. forwarding b. looking to c. looking forward d. looking forward to
6) We are planning to ____b_____ our business activities to our
10) We intend to place an order ____b_____ you _________ 300 sets
“Huanan” brand sewing machines.
a. from…about b. with…for c. with…of d. from…for
3. Improving Training:
5）他们以前从英国进口机器，现在想同我们建立业务关系。 (establish business relations with…)
5)They used to import machines from UK, but now they would like to establish business relations with us.
neighboring countries.

外贸常用词语和术语

外贸常用词语和术语第一期：General Terms1。

establishing business relation-建立业务关系2。

inquiry—询盘3. offer-报盘4. counter offer—还盘5。

quantity—数量6. packing—包装7。

time of shipment-装运期8. price—价格9。

discount-折扣10。

terms of payment—支付条款11。

insurance—保险12. commodity inspection-商品检验13。

acceptance-接受14。

signing a contract-签订合同15. claim—索赔16。

agency—代理17. commission—佣金18。

exclusive sales-包销19. joint venture-合资企业20。

compensation trade-补偿贸易21。

processing and assembling trade—加工装配贸易22。

the terms of international trade—国际贸易术语第二期：Establishing business relation 建立业务关系1. recommendation 推荐、介绍2。

inform 通知3. enter into business relations 建立业务关系4。

catalogue 目录5. for your reference 供您参考6。

specific inquiry 具体询价7. promptly 立即8。

representative 代表9。

chamber of commerce 商会10。

specialize in 专营11. on the bases of equality and mutual benefit 在平等互利的基础上12。

pamphlet 小册子13。

a range of 一套14。

商务英语函电Unit 1 建立业务关系

• 4) Ask for more information about his company. It would be very helpful if you could send us statistics on your sales. 如果你们能将你们的销售统计资料寄给我们，那可就太有帮助了。 We would like to ask you to kindly send us the related information. 我们希望你们能将相关资料寄给我们。 We would like you to send us details of your shirts, including colors and prices, and also samples of the different colors. 我们非常想得到你们衬衫的详细资料，包括颜色、价格和不同颜色的样品。
• 6) Mention the enclosures to help the reader know more about the company, such as catalogues, and price lists, etc. To give you a general idea of our products we enclose a brochure and a sample-cutting booklet. 为了使贵方大概了解我们的产品现随函附上小册子和剪样册。 We send you by airmail a brochure on the various kinds of toys now available for export. 兹航邮一份有关我公司目前可供出口的各式玩具的小册子。
The Main Point of Establishing Business Relations建立业务关系的要点

step 1

9）我方在12月1日的信中通知你方，我们愿与你方订购500辆飞鸽牌自行我方在12月日的信中通知你方，我们愿与你方订购500辆飞鸽牌自行车.。(inform…,place orders with sb. For sth.)
9）We informed you in our letter of December 1that we would like to place with ） you an order for 500 sets Flying Pigeon bicycles.
We enclose a copy of pricelist covering our line.
18）我方将写信通知你方有关我们的资信情况。（）我方将写信通知你方有关我们的资信情况。（inform…of…, financial position）。（）
We will write to inform you of our financial position.
7) 如果你方价格有竞争力，我们相信我们之间能达成大量的交易。如果你方价格有竞争力，我们相信我们之间能达成大量的交易。 (competitive, close deals with…)
7) If your price is competitive, we trust we can close great deals with each other.
6) 我公司是拉哥斯市(Lagos)最大的电器用品进口商，主要经营电器用品我公司是拉哥斯市(Lagos)最大的电器用品进口商最大的电器用品进口商，进口业务。进口业务。(leading…handling)
6) We are the leading importer of electronic products in Lagos, handling the import of electronic goods.

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.

建立业务关系的英语作文

建立业务关系的英语作文Establishing Business Relationships: The Key to Success.In the ever-evolving world of business, establishing strong and lasting relationships is paramount to achieving success. These relationships are not merely transactionalbut are built on trust, mutual respect, and a shared vision. They require a delicate balance of communication, understanding, and continuous effort to nurture.The Importance of Communication.Effective communication is the foundation of any successful business relationship. It is through clear and open communication that businesses can understand eachother's needs, expectations, and capabilities. Regular and timely communication ensures that both parties are on the same page, avoiding misunderstandings and conflicts.Mutual Respect and Understanding.Respect and understanding are essential ingredients in fostering positive business relationships. Respecting the other party's opinions, decisions, and business practices helps create a harmonious working environment. Understanding the other party's business objectives, challenges, and constraints enables businesses to work together towards achieving mutual goals.Shared Vision and Values.A shared vision and values are critical in ensuringthat business relationships remain strong over time. When both parties have a clear understanding of their shared goals and values, they are more likely to collaborate effectively and efficiently. This shared understanding acts as a guiding light, guiding the relationship through challenging times and ensuring that both parties remain committed to the partnership.Trust and Reliability.Trust and reliability are the pillars of any successful business relationship. Trust is built over time through consistent and reliable performance, honest communication, and fulfilling commitments. When businesses can trust each other, they are more likely to collaborate closely, share sensitive information, and take risks together in pursuit of common goals.Conflict Resolution.Conflict is inevitable in any business relationship, but it is how these conflicts are resolved that truly defines the strength of the relationship. Effectiveconflict resolution requires open and honest communication, listening skills, and the ability to妥协. By working together to resolve conflicts, businesses can strengthen their relationship and build even deeper trust and respect.Continuous Improvement.Business relationships should never be static; they require continuous effort and improvement to stay relevantand competitive. Regular reviews and assessments of the relationship help identify areas for improvement and opportunities for growth. By continuously working to improve the relationship, businesses can ensure that it remains robust and responsive to changing market conditions and business needs.Conclusion.Establishing strong and lasting business relationships is essential for success in today's competitive business environment. It requires a commitment to effective communication, mutual respect and understanding, shared vision and values, trust and reliability, conflict resolution, and continuous improvement. By investing in these relationships and nurturing them over time, businesses can create a foundation for long-term success and growth.。

Business Corresponding商务信函

Business CorrespondingContents：Inquiries and RepliesOffers and Counter-offersOrders and ContractsBusiness Negotiation1. Establishing Business Relations(建立业务关系)The Methods for Establishing Business Relations：communication in writing;函电的交流attendance at the export commodities fairs;出口商品交易会contact at the exhibitions held at home or abroad;国内外展销会mutual visits by trade delegations and groups.,贸易代表团Of all the above methods, the first one is widely used in business activities.The Main Contents of a Letter for Establishing Business Relations：A. Opening:telling the prospective customers how and where their names and addresses are knownB.Body:self-introducing, indicating your desire to enter into business relations,or sometimes making general inquiriesC. Closing:expressing your expectation for cooperation or early replyPractice:1. Put the following English into Chinese.(1) We look forward to your favorable and prompt reply.(2) We are a state-operated corporation, handling the export of animal by products and we are willing to enter into business relations with your firm.(3) As the items fall within the scope of our business activities, we shall be pleased to enter into direct business relations with you.(4) On the recommendation of Messrs. Harvey & Co. we have learned with pleasure the name of your firm.(5) Through the courtesy of Mr. Bush, we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us.1.我们期待收到贵方及时的好消息。

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。

世纪商务英语谈判口语答案

世纪商务英语谈判口语答案篇一：世纪商务英语谈判口语电子Unit 1 Establishing Business Relationsand Business Inquiries第一章建立业务关系与询盘、报盘Part I T eaching Suggestions and Tips for Leading-in Questions（教学建议）1．Suggested hours for this unit is 4-6 periods. 2．Leading-in Questions:If a new firm, or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the person in charge must first of all find out whom he is going to deal with. Usually, he can secure all the necessary information about a new customer from many sources. Having obtainedthe desired names and address of the firms from a certain source, he may start contacting the prospective customers and establishing business relations with them by self-introducing, telling the prospective customers how their names and address are known, indicating your desire to enter into business relations, making general inquiries, etc.. While all these might be done by writing, oral communications are still necessary in most cases when customers are met at fairs or exhibitions, are reached by telephones, and are paying visits to our companies.This part serves as the lead-in to the unit. Hopefully the 6 questions in this part would offer the students some basic knowledge related to this unit and arouse the students’interest of establishing business relations with prospective customers. When discussing these questions, let the students know that they are talking about the first step of doing business.In general, the Leading-in Questions part can be organized as warming-up activities in different forms, such as discussions, debates etc.. The objective is to arouse the students’interest in the unit topic and prepare them for the contents of this unit.The following are the tips for Leading-in Questions.Q1: Why is it important to establish business relations with prospective customers? It is fairly true to say no customer, no business. T o establish business relations with prospective dealers is one of the vitally important measures either for a newly established firm or an old one that wishes to enlarge its business scope and turnover.Q2: Through what channels can you secure all the necessary information about a potential customer?You may secure all the necessary information about a new customer through the following channels: the banks, the periodicals, the advertisements in newspapers or on TV, the introduction from his business connections, the market investigations, the Commercial Counselor’s Office, the Chambers of Commerce both at home and abroad, the inquiries received from the merchants abroad, the self-introduction by merchants themselves and so on.Q3: What will you talk about with the new customer in the course of establishing business relations?Generally speaking, the establishment of business relations begins by telling the new customer how their names and address are known. Then you may make a brief introductionof yourbusiness activities and state your desire to enter into business relations with them. You may also make general inquiries for information you need to have about the customer.Q4: Is it possible that the new customer makes inquiries during the course of establishing business relations? What kind of inquiries may the new customer make?Yes, of course. The new customer may make general inquiries asking for some general information about your business activities. He may also make specific inquiries for your goods including the name, quality, quantity, packing, unit price, payment, time of shipment, etc., inviting you to make an offer for the goods.Q5: What will you do when the new customer makes inquiries for our products?You should answer the inquiries fully and promptly. You should say you are glad to have the inquiries and make offers to the customer for the items the customer is interested in. If there is no stock of the items available for the time being, you should explain the situation and assure that you will revert to it once supply becomes available.Remember to express the hope of lasting friendly business relations with the customer so as to create good will and leave good impression on him.Q6: Is it necessarily the case that we make offers to our customer when we talk to each other the first time?No. It’s not necessarily the case. Sometimes the course of establishing business relations lasts long and you would not go into specific transactions during the first talk with the new customer. However, in most cases when the customer is met at fairs or exhibitions, reached by telephones, or paying visits to your company, specific transactions might be involved during the first talking. In such cases, making offers to the customer may go hand in hand with establishing business relations and making inquiries. It’s the reason why we put establishing business relations, making inquiries, and making offers all together to form one comprehensive unit.Part II Drills Expressions (句型和表达)Drills（句型操练）操练1. A: 我们以前没见过吧？B: 我想没有。

商务英语情景对话建立业务关系

商务英语情景对话建立业务关系Establishing Business Relations建立业务关系A: Mr. Chen, another purpose of my coming here is to inquire about possibilities of establishing long-term trade relations with your company.A:陈先生，我此行另一个目的是想探询与贵公司建立长期业务关系的可能性。

B: Your desire to establish long-term business relations with us coincideswith ours，but I don't know much about your company.B:你方想与我方建立长期业务关系的愿望与我方是一致的，但是我对贵公司并不是很了解。

A: Concerning our financial position, credit standing and trade reputation,you may refer to New York Branch, the Bank of China, or to our local chamberof commerce.A:关于我们的财务状况、信用、声誉，可向中国银行纽约分行或当地商会进行了解。

B: Thank you for your information. I think that establishing businessrelations between us will be benefit to both of us.B:感谢你方提供的信息。

我想我们之间建立业务关系，将有益于我们双方。

A: This is my first visit to your company. I'd appreciate your kind consideration in the coming negotiations.A:这是我初次拜访贵公司，在日后的洽谈中请你多加关照。

01 establishing relationship

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。

2. By the courtesy of Mr. Black, we are given to understand the name and address of your firm.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 firm.我们愿意与贵公司建立业务关系。

4. Your firm 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 firm.我们愿和贵公司建立业务关系。

外贸常用术语

外贸常用词语和术语第一期:General Terms1. establishing business relation-建立业务关系2. inquiry-询盘3. offer-报盘4. counter offer-还盘5. quantity-数量6. packing-包装7. time of shipment-装运期8. price-价格9. discount-折扣10. terms of payment-支付条款11. insurance-保险12. commodity inspection-商品检验13. acceptance-接受14. signing a contract-签订合同15. claim-索赔16. agency-代理17. commission-佣金18. exclusive sales-包销19. joint venture-合资企业20. compensation trade-补偿贸易21. processing and assembling trade-加工装配贸易22. the terms of international trade-国际贸易术语第二期:Establishing business relation 建立业务关系1. recommendation 推荐、介绍2. inform 通知3. enter into business relations 建立业务关系4. catalogue 目录5. for your reference 供您参考6. specific inquiry 具体询价7. promptly 立即8. representative 代表9. chamber of commerce 商会10. specialize in 专营11. on the bases of equality and mutual benefit 在平等互利的基础上12. pamphlet 小册子13. a range of 一套14. make offers 报价15. import and export corporation 进出口公司16. silk 丝绸17. cotton piece goods 棉布18. blouse 女衬衫19. be of the latest style 最新式样20. financial position 财务状况21. trade reputation 贸易声誉22. on display 展出23. woolen knitwear 毛织品24. garment 服装25. meet with great favor 受欢迎26. credit standing 信用地位27. state-operated 国营的28. currency, Chinese currency, British currency 货币，中国货币，英国货币29. investment 投资30. a long-term investment 长期投资31. a profitable investment 有利可得的投资32. a safe and sure investment 安全可靠的投资33. a heavy investment 巨额投资34. investment intent 投资意向35. investment partner 投资伙伴36. direct investment 直接投资37. investment environment 投资环境38. investor 投资者39. enterprise 企业40. joint venture enterprise 合资企业41. cooperative enterprise 合作企业42. exclusively foreign-owned enterprise 外商独资企业43. state-owned enterprise 国营企业44. collectively-owned enterprise 集体企业45. individually owned enterprise 个体企业第三期: inquiry 询盘1. general inquiry 一般询盘2. specific inquiry 具体询盘3. dealer 商人4. quotation 报价5. sales department 销售部6. purchase 购买7. enquiry 询价8. quote 开价9. sample 样品10. a long-term contract 长期合同11. discount 折扣12. grant 批准13. to make an inquiry for sth 对某物询价14. to keep the inquiry on file 把询价记录在卷15. to inquiry for sth 对某物询价16. to inquiry about sth 询问某事17. process 加工18. guarantee, guarantor 保证, 保证人19. delivery 交货20. port of delivery 交货港21. time of delivery 交货期22. prompt delivery 即期交货23. to effect delivery 办理交货24. to make delivery 办理交货25. to postpone delivery 推迟交货26. to deliver sth to sb 把某物交付给某人27. shipment 装船28. to make shipment 装船29. to receive shipment 接货30. partial shipment 分批装船31. prompt shipment 即期装运32. time of shipment 装运期33. offer 报盘报价34. a firm offer 实盘35. a counter offer 还盘36. to accept an offer 接受报盘37. to extend an offer 延长报盘38. to renew an offer 更新报盘39. to withdraw an offer 撤消报盘40. the validity of an offer 报盘有效期41. to make an offer 报价42. to offer firm 报实盘43. to offer subject to final confirmation 报盘以最后确认为准44. specialize in 专门经营第四期:Counter offer 还盘1. counter offer 还盘2. enjoy great popularity 享有盛誉3. ready seller; quick seller; quick-selling product 畅销品4. conclude business with sb. 与某人达成交易5. close business, close a deal , close a transaction, close a bargain 达成交易6. trade terms 贸易条件7. trade agreement 贸易协定8. trade fair 交易会9. trade mark 商标10. foreign trade对外贸易11 trade in sth 经营某物12. trade with sb.与某人交易13. favourable price 优惠价格14. favourable terms 优惠条件15. quotation 行情16. discount quotation 贴现行情17. exchange rate quotation外汇行情18. commission 佣金19. a commission of....%; ....% commission.百分之几佣金20. your ..% commission你的百分之几佣金21. The above price includes your commission of 2%.上述价格包括你方2%佣金.22. general practice 惯例23. accept an order 接受订单24. cancel an order 撤消订单25. confirm an order 确认订单26. execute an order 履行订单27. a back order 尚未执行的订单28. a fresh order 新订单29. a repeat order 续订订单第五期Quantity 数量1. weight　重量2. metric ton　公吨3. long ton　长吨4. short ton　短吨5. kilogram, kilo, kg　公斤6. pound, lb　磅7. ounce, oz　盎司8. number　个数9. piece　件10. pair　双11 dozen　打12. ream　令13. set　套14. length　长度15. area　面积16. volume　体积17. cubic meter　立方米18. capacity　容积19. litre　升20. gallon　加仑21. bushel　蒲式耳22. metric system　公制23. british system　英制24. U.S.System　美制25. gross weight　毛重26. net weight　净重27. shipping weight　装运重量28. landed weight　卸货重量29. theoretical weight　理论重量第六期: Packing 包装1. packaging 包装方法2. blister packing　起泡包装3. neutral packing　中性包装4. skin packing　吸塑包装5. hanging packing　挂式包装6. catch sb's eye　引某人注目7. mark　唛头8. unlabelled packing　无牌的包装9. in bulk　散装10. in loose packing　散装11 nude packing　裸装12. bulk pack　整批包装13. consumer pack　零售包装14. large packing　大包装15. inner packing, external packing, end packing 小包装16. shrunk packaging, 压缩包装17. foam-spary packaging　喷泡沫包装18. gift-wrap　礼品包装19. bag, sack　袋20. jute bag　麻袋21. polythelene bag, plastic bag　塑料袋22. polythelene net　尼龙绳网袋23. zippered bag　拉链袋24. case, chest　箱25. box 盒26. wooden case　木箱27. carton　纸箱　28. container　集装箱29. rate　板条箱30. fibre board case　纤维板箱第七期: Packing(二) 包装1. packet 小包2. bale　包3. bundle　捆4. tin , can　罐头5. basket　篮，篓，筐6. bamboo basket　竹篓7. bottle　瓶8. wooden keg　小木桶9. hogshead　大桶10. iron drum　铁桶11 cylinder　铁桶12. barrel　琵琶桶13. drum　圆桶14. waterproof paper　防水纸15. cellophone　玻璃纸16. kraftpaper　牛皮纸17. canvas　帆布18. fibreboard　纤维板19. nylon strap　尼龙腰子20. plastic strap　塑料腰子21. adhesive tape　胶带22. stuffing material　填料23. nylon plastic　尼龙丝24. fermented plastic　泡沫塑料25. paper scrap　纸屑26. saw dust　木屑27. tar paper　沥青纸28. wax paper　蜡纸29. slushing compound　润滑油30. tarpaulin　油布、防水帆布第八期:Shipment 装运1. backlog　积压而未交付的订货2. terms of shipment　装运条件3. prepare goods　备货4. load　装货5. unload　卸货6. board　木板，板，船舷7. on board　在船（或车、飞机）上8. steamer　轮船9. space of a steamer舱位10. shipping department　运输部门11 liner　班轮，班机12. book up　（票、车位、舱位等）订完13. tranship　转运14. transhipment　转载15. Force Majeure　人力不可抗力16. European Main Ports --EMPs　欧洲主要口岸17. vessel　船；飞船；飞机18. the first available vessel　第一艘可订到的船19. call at　停泊20. duly 按期地，按时的第九期: Price 价格1. Price terms 价格条件2. bargain 讨价还价3. currency 货币4. on the low side 价格偏低5. market price 市场价6. current price 现行价7. floor price 底价8. make a bargain with sb 与某人成交9. drive a hard bargain over sth. 为某事拼命讨价还价10. a bargain sale 廉价出售11. rock-bottom price 最低价12. F.O.B 船上交货13. C.I.F. 成本加保险费，运费价14. CFR 成本加运费价。

外贸函电第二版2,4,5,6单元课后翻译答案

Establishing Business Relations第二章建立业务关系Part Five Practical TrainingTranslate the following English into Chinese.P38mercial Counselor’s Office商务参赞处2.Industrial Chambers行会3.business line业务范围4.with a view to do sth本着做…的意愿；以…为目的5.enclosed is(are)our..随函附寄6a wide/full range of.一系列7.at your end在你处/地8.please let us know/inform us务请告知9.We look forward to your favourable and prompt reply我们期待收到贵方即时的好消息。

10.On the recommendation of Chambers of Commerce in Tokyo.we have learned with pleasure the name of your company.承蒙东京商会的推荐，我们高兴地得知贵公司的名称。

11.Through the courtesy of Mr Bush.we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us.承蒙布什先生介绍，我们得知贵公司是当地主要的电子产品进口商之一，且希望与我们建立业务关系。

12.We now avail ourselves of this opportunity to write to you with a view toentering into business relations with you.我们借此机会致函贵公司，希望建立业务关系。