外贸函电第二版-Unit 02 建立业务关系讲解
外贸函电-建立业务关系
外贸函电-建立业务关系第一节P a t t e r n o f w r i t i n g L e t t e r s o f 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建立业务关系信函的写作步骤第三节T e x t E x p l a n a t i o nⅠ课文讲解1D e a r s i r s,W e h a v e o b t a i n e d1y o u r a d d r e s s f r o m a f r i e n d o f m i n e2i n S a n F r a n c i s c o a n d a r e n o w w r i t i n g y o u f o r t h e e s t a b l i s h m e n t o f b u s i n e s s r e l a t i o n s3.（这一段说明信息来源并表明写信的目的。
）W e a r e v e r y w e l l c o n n e c t e d w i t h4a l l t h e m a j o r d e a l e r s h e r e o f l i g h t i n d u s t r i a l p r o d u c t s,a n d f e e l s u r e5w e c a n s e l l l a r g e q u a n t i t i e s o f6C h i n e s e g o o d s i f w e g e t y o u r o f f e r s7a t c o m p e t i t i v e p r i c e s8.（这一段是具体的自我介绍。
）P l e a s e l e t u s h a v e a l l n e c e s s a r y i n f o r m a t i o n c o n c e r n i n g y o u r p r o d u c t s f o re x p o r t9.（最后一段表达早日收到回复的愿望。
《世纪商务英语——外贸函电》参考书
Unit 2 Establishing Business Relations第二章建立业务关系Part Three O ther Commonly Used Expressions and SentencesTypical Sentences1. We are one of the leading importers of ceramic ［si’remik］（陶器的）products in America. We’d like to establish business relationship with your corporation. (我们是美国陶瓷制品的主要进口商之一，愿与贵公司建立业务关系。
)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. (我们是国营公司，经营土畜产品出口业务。
我们愿与贵公司建立业务关系。
)3. This is to introduce the Pacific Corporation as an exporter of light industrial products having business relations with more than 80 countries in the world. (兹介绍太平洋公司，它是轻工业产品的出口商，与世界80多个国家有业务关系。
)4. We are exporters of fresh water pearls having years’ experience in this particular line of business. (我们作为淡水珍珠的出口商，在这一业务方面有着多年的经验。
外贸英语函电2建立业务关系
2) learn from 获悉 We learn from Mr.Smith that your firm specializes in textile , and would like to establish business relationship with you. 我们从史密斯先生处获悉你公司经营纺织品，现 愿与你公司建立业务关系。
3）please be informed that… Please be informed that we have already sent the samples required. 兹通知你方，我方以将所索样品寄出。 4) Keep sb informed of/that 随时告知 We hope you will keep us informed of the market condition at your end. 希望随时告知你方的市场情况
4、market 1）作名词，市场、销路 a. come to(into) the market 上市 We will contact you as soon as the new crop comes to market. 一旦当年收成上市，我们定将和你方联系
b. find a market 找销路 We are trying to find a market for this article.
g. in line(out of line ) 相合（不相合） Your price is quite in line, but the time of shipment is too extended. 你的价格尚可，但船期太迟。 Your price is entirely out of line with the market. 你的价格与市价完全不符。 h. 作动词，解释为“衬里” Please line the case with wax paper. 箱内请用蜡纸衬里。 Lining n. 里衬
外贸函电_Unit 2建立贸易关系
Unit Two
Section 2:Specimen Letters
• We avail ourselves of this opportunity to approach you for the 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 with our 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.
Unit Two
Section 2: Specimen Letters
4. according to customers’ samples, specifying designs,
specifications and packing requirements. 依据顾客的样品、专门的设计、具体规格和包装 要求 5. with customers’ own trademarks or brand names. 拥有自己的商标和品牌
Unit Two
商务英语外贸函电课后答案整理版
?世纪商务英语----外贸函电(第二版)(教师用书)English Letter Writing in Foreign Trade主编吴思乐胡秋华大连理工大学出版社前言《世纪商务英语—外贸函电》是新世纪高职高专教材编委会组编的商务英语类课程规划教材之一。
本书主要针对高职高专商务英语和其他涉外经贸专业的学生..也可以作为其他层次涉外经贸专业的外经贸英语教材。
同时..对正在从事或即将从事涉外经贸活动和贸易洽谈工作的广大外贸工作者来说..本书还可作为自学参考资料。
为方便教学和自学者学习..我们编写了与之配套的练习答案..并提供了常用表达部分的译文。
希望本书能对我们的读者有所帮助。
编者ContentsModule UnitModule 1 Fundamentals of Modern Business Letter Writing 现代商务函电写作基础Unit 1 Basic knowledge of Business letter Writing 商务信函写作Module 2 Preparations for Negotiation 业务磋商的准备Unit 2 Establishing Business Relations 建立业务关系Unit 3. Making Credit Investigation 资信调查Module 3 Procedures of Business Negotiation 业务磋商的主要环节Unit 4 Inquiry 询盘Unit 5 Offer 发盘Unit 6 Counter-offer 还盘Module 4 Conclusion of Business 交易的达成Unit 7 Acceptance and Confirmation 接受与确认Unit 8 Order and Contract 订单与合同Module 5 Negotiation of Main Trade Terms 主要交易条款的磋商Unit 9 Payment and L/C 支付与信用证Unit 10 Packing 包装…Unit 11 Shipment 运输Unit 12 Insurance 保险Module 6 Disputes and Settlement 争议及争议的解决Unit 13 Complaints, Claims and Settlement 申诉、抱怨与索赔、理赔Unit 1. Fundamentals of Modern English Business Letter Writing第一章现代商务英语函电写作的基本知识Part Five Practical Training1. Arrange the Following in Proper Form as They Should Be Set Out in a Letter1) Sender's name: Guangzhou International Trading Corp.2) Sender's address: 198 Yueken Road, Tianhe District, Guangzhou, China4) Sender's cable address: 5527GZ5) Sender's telex address: 3328 gz CN6) Date: September 15, 20077) Receiver's name: Standard Oil Company8) Receiver's address: 38 Fifth Avenue, London, U. K.9) Subject: Refrigerators10) The message:We thank you for your letter of September 3, 2007, enquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable youto make a suitable selection.We look forward to receiving your specific inquiry with keen interest. Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his or her style. The following is just a sample. Guangzhou International Trading Corp.Address: 198 Yueken Road,Tianhe District, Guangzhou, 510507,P. R. ChinaSeptember 15, 2010Standard Oil Company38 Fifth Avenue,London, EC4, U. K.Dear Madam or Sir:Subject..RefrigeratorsThank you for your letter of September 3, 2007, enquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.We look forward to receiving your specific inquiry with keen interest.Yours Sincerely,Li MingLi MingEncl. as stated2. Address an Envelope for the Above LetterSince we use the Full-block Style for the letter composing, we should also use the Full-block Style for the envelope.Guangzhou International Trading Corp.198 Yueken RoadTianhe District, Guangzhou,Guangdogn, ChinaStandard Oil Company38 Fifth AvenueLondon EC 4U. K.UrgentStampUnit 2 Establishing Business Relations第二章建立业务关系Part Three Other Commonly Used Expressions and SentencesTypical Sentences:1. Telling the addressee how his name is known in pleasant words. (用令人愉快的语言..说明你是怎样知道对方的)1..We are very pleased to obtain your name from the Industrial Chambers. ..很高兴从行业协会处得知贵公司的名称..2..On the recommendation of Merrs. Harvey & Co., we have learned with pleasure the name of your firm. (由于哈维公司的推荐..我们高兴地得知贵公司的名称。
外贸函电建立业务关系范文(热门3篇)
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文档下载后可定制修改，请根据实际需要进行调整和使用，谢谢!并且，本店铺为大家提供各种类型的经典范文，如工作总结、工作计划、合同协议、条据文书、策划方案、句子大全、作文大全、诗词歌赋、教案资料、其他范文等等，想了解不同范文格式和写法，敬请关注!Download tips: This document is carefully compiled by this editor. I hope that after you download it, it can help you solve practical problems. The document can be customized and modified after downloading, please adjust and use it according to actual needs, thank you!Moreover, our store provides various types of classic sample essays for everyone, such as work summaries, work plans, contract agreements, doctrinal documents, planning plans, complete sentences, complete compositions, poems, songs, teaching materials, and other sample essays. If you want to learn about different sample formats and writing methods, please stay tuned!外贸函电建立业务关系范文(热门3篇) 外贸函电建立业务关系范文第1篇外贸英语商务函电词汇-11 ESP: English for Specific/Special Purposes 专门用途英语2 BE: Business English 商务英语3 Correspondence for Import & EXport 进出口函电4 Good quality stationery 优质信笺信纸5 Neat typing 整洁6 Even spacing 间隔匀称7 Short paragraphs 段落精短8 Correct Grammar， Spelling and Punctuation 语法、拼写、标点正确UNIT TWO INQUIRIES1 potential business 潜在业务2 prospective customer 潜在顾客3 customers of long standing 长期顾客4 potential supplier 潜在供应商5 trade fair 贸易博览会6 the latest issue of 最新一期…7 integrated software package 完整软件包8 substantial order 大宗订单9 quantity discount 数量折扣10 cash discount 现金折扣11 list price 标价、目录价格12 eXport terms 出口条件13 pictured/illustrated catalog 带插图的商品目录14 article number / Art.No.货号15 bulk buyer 大买户16 business concern 商行17 business relations / relationship 业务关系18 business status 业务状况19 commercial counselor 商务参赞20 commercial counselor’s office 商务参赞处21 means of packing 包装方法22 parent company 母公司23 sales literature 促销资料24 trading association 贸易关系25 trade journal 行业刊物26 firm offer 实盘27 non-firm offer: offer without engagement 虚盘28 trade discount 同业/批发折扣29 bill of eXchange (bill / draft; B/E)汇票30 documents against payment: D/P 付款交单31 shipping documents 装运单据32 line of business 业务/经营范围33 specific inquiry 具体询价UNIT THREE REPLIES AND QUOTATIONS1 regular customer 老顾客2 be in a position to do 能够3 for your consideration/reference 供你方考虑/参考4 promotional novelties 促销小礼品5 profit margin 利润赚头/幅度6 by separate post/mail/cover: separately 另邮/函7 bathroom fittings 浴室设备8 building contractor 建筑承包商，营造商9 net price 净价10 cash with or外贸函电建立业务关系范文第2篇外贸函电：主动与新买家建立关系Dear Mr.Jones:We understand from your information posted on that you are in the market for teXtiles.We would like to take this opportunity to introduce our company and products， with the hope that we may work with Bright Ideas Imports in the future.We are a joint venture specializing in the manufacture andeXport of teXtiles.We have enclosed our catalog，which introduces our company in detail and covers the main products we supply at present.You may also visit our online company introduction at which includes our latest product line.Should any of these items be of interest to you， please let us know.We will be happy to give you a quotation upon receipt of your detailed requirements.We look forward to receiving your enquires soon.; Sincerely，John Roberts外贸函电建立业务关系范文第3篇商务英语会话：建立贸易关系良好的贸易关系可以使得双方的贸易进行得通畅顺利，从而形成双赢的局面，那么，如何”开口_建立贸易关系呢？下面这两则对话可以给你一些启示。
外贸函电第二单元课后练习答案
5、请பைடு நூலகம்早答复我方要求为荷。
2021/4/9
7
IV. Put the following English into Chinese:
6、我们愿意在平等u互nde利r 的se基par础at上e c与ov贵er公/by司s建ep立ara业te mail
3
Response or Action (Conclusion)
4
2021/4/9
Close (A simple one-line)
2
Unit Two Establishing Business Relations(建立业务关系)
Introduction
Four points usually contained in letters aiming at establishing business relations:
meanwhile
5
Suggested Answers
➢to conclude ( close) the business ( transaction / deal) ➢in the line of ➢a (wide/ full) range of ➢specific enquiry ➢to handle / to deal in / to trade in ➢to do business with / to deal with / to trade with
the source of information
the intention of writing this letter
a brief introduction of one’s own company, including: the business scope, credit standing or financial positions, products and services that can be provided, etc.
外贸函电第二版单元课后翻译答案
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 to enteringinto business relations with you.我们借此机会致函贵公司，希望建立业务关系。
外贸函电 重点总结
外贸函电期末重点总结这是我自己总结的重点，如有错漏，欢迎指出哦！写作部分集中在PPT的5至9单元；后面没说的单元也会在考试中涉及，但所占分数很少。
UNIT 1 商业书信的撰写1、注意书信的格式（包括信头、封内行名和地址、编号、附件等）格式如下：2、写作时使用平头式、缩行式或混合式均可以，建议使用平头式（如书本P8所示）3、签名在有资格授权的情况下的书写：per procurationem 或per pro.或p.prop.p.For…例如：per pro. The Asian Trading Co.UNIT 2 建立业务关系1、“把……介绍给……”的表达：Through the courtesy of …, we know your company 通过……我们知道你们公司Your company has been kindly introduced to us by…你们的公司蒙……介绍给我们We owe your name to the …多蒙……把你们的名字介绍给我们on the recommendation of …由……介绍Let us introduce …让我们介绍一下……We wish to introduce ourselves to you as…我们把自己作为……介绍给你们be introduced to 被介绍给……2、经营范围的表达…fall within our business activities\ fall within the business scope of……属于我们的经营范围Our lines are mainly …我们主要从事……3、建立业务关系enter into (establish, build，open up) business relations with 与……建立业务关系4、at an early date:尽早5、enclose：附寄，附在信里Enclosed please find our brochure. 随信附寄我们的产品手册。
外贸英语函电unit-2
Unit 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。
外贸函电unit 2
LOGO
Part One
4. About Credit Inquiries/Investigations
To ensure smooth and successful transactions, it is also essential to make credit inquiries before you correspond with a new customer so as to avoid business risk. Usually, credit investigations include capital/financial condition, capacity /business activity, character and honesty integrity. The information thus obtained must be kept strictly confidential and usually marked with “confidential” or “strict private and confidential”, for it might otherwise get yourself and your informer involved in serious trouble.
LOGO
Part Two
Sample 1 Dear Sirs, From the e-mail that was received from our Toronto office, we know that your firm1 is of good standing and reliability in Toronto. We understand that you are particularly interested in the export of various papers to China. By this letter, we are contacting you with interest to2 enter into business relationship with your company. We hope that we may receive your catalog3 soon as well as other printed materials for reference. In recent years, we have done business with the largest and most prominent firms in your area4. As is well known5 to you, the possibilities of importing the foreign products are very great here. We are confident that6 we will be able to give you large orders if the delivery, price and quality meet our requirements. We look forward to establishing good business relationship with you soon. Yours faithfully,
外贸英语函电unit 2精编版
Unit 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。
英语外贸函电
Unit 2 Establishing Business Relations 建立业务关系1、On the recommendation of···由···推荐2、Establish business relations coincides with ones/enter into business relations with sb.与···建立业务关系3、Catalogue and pricelist 目录和价格表4、Enclose（v.）把···封上；随函附寄enclosure ( n.)附件；装入物eg: Enclosed please findour Sales Confirmation in duplicate.随函附上我方售货确认书一式两份，请查收。
5、我们得悉贵公司名称，特此致函希望与贵方建立贸易关系。
（establish relations with）We have come to know the name of your corporation and are pleased to write to you in the hope of establishing business relations with you.6、本公司是专营出口中国工艺品的公司。
（specialize in）We specialize in the export of Chinese arts and crafts.7、贵方如能合作，我方不胜感激。
（appreciate）It will be appreciated if you can give us your cooperation.8、随函附上我方价目表两份。
（enclose）Enclosed are two copies of our price list.9、我公司欲扩大和中国的商务联系。
外贸函电 建立业务关系
题目名称
建立业务关系
基本要求
以进口商身份写一封建立业务关系的函电给出口商，要求用英文书写，表达清楚、内容完整。
下载模板
0101_贸易函电04.doc
相关说明
假设你是Intercom Import & Export Co., Ltd的业务员James Brown，你公司主要经营儿童自行车(Children’s Bicycles)的进口，信誉良好。2005年9月18日，你在网上看到了上海恒弛实业有限公司的网页，拟与他们建立贸易关系。请给他们写一封拟与他们建立贸易关系的信函。
期待您的早日回复。
谨上
题目要求和说明
题目名称
建立业务关系
基本要求
请将下述建立业务关系的信函翻译成英文，要求表达清楚、内容完整。
下载模板
0101_贸易函电05.doc
相关说明
信函内容如下：
敬启者：
从网上得知贵公司的名称和地址，并了解到你公司主要经营罐头食品的进出口。今特致函与你，希望能与你公司建立起长期的业务关系。
题目要求和说明
题目名称
建立业务关系
基本要求
以工厂身份写一封信函给出口商，表明与之建立业务关系的愿望，要求用中文书写，表达清楚、内容完整。
下载模板
0101_贸易函电07.doc
相关说明
艾格实业有限公司是一家玩具生产厂商，其生产的玩具款式新颖，质量上乘，深行生产。2005年10月9日，公司在网上找到了南京世联贸易有限公司求购大量毛绒玩具的信息，请你以业务员张平的身份，给南京世联贸易有限公司的朱军经理写一封建立业务关系的信函。
题目要求和说明
题目名称
建立业务关系
基本要求
根据下述资料，以世格国际贸易公司业务员Minghua Zhao的名义，给加拿大NEO公司写一封与他们建立业务关系的信函，要求用英文书写，表达清楚、内容完整。
02外贸函电-建交函(定稿)
BACK
Notes
3. Commercial Counselor’s Office 商务参赞处
4.Chinese Textiles and Cotton Piece Goods. 中国纺织品与棉布业务
BACK
Notes
5.avail oneself of 利用，使用
eg. We avail ourselves of this opportunity to express our thanks to you for your close cooperation. 我们借此机会对你们的密切合作表示感谢。
similar expressions:
1.We are indebted to …for your name and address. 2.We come to know the name and address of your firm through … 3.Through the courtesy of … we come to know your name and address. 4.We have obtained your name and address from…
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Notes
2. through whom we have learnt you are importers of Chinese Textiles and Cotton Piece Goods.
这是一个定语从句，介词加关系代词, 介词放前。
similar expressions:
1.through whom we understand that you are well experienced in the export of engineering equipment with service. 2.We get to know your corp. from your CCPIT with which we have been in good business relations for many years.
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。
外贸函电-建立业务关系
第一节P a t tｅｒnｏｆwｒｉt i n gＬｅtｔeｒs o fＥs t a b l i sｈi n g B u sｉn e sｓR e l a tｉo n s建立业务关系信函的写作步骤◆建立业务关系的信函要写得诚恳、真挚、礼貌。
ﻫ这种信函的结构一般包括1.首先说明信息来源（告知对方你从何渠道得知对方的姓名地址四个步骤:ﻫ的）;[T hｅs oｕrｃｅoｆi n f oｒｍa t i oｎ(ｈo wｙｏu l eａｒnｅd o fｈiｓｃoｍp a nｙ)]；ﻫ情景搭配用语：[Ｕsｅf uｌe xｐｒe s s i o n s]●Y o u r cｏm p a n yｈａs b eｅn kｉn d l y i n t r o d u c eｄt o u sｂy…(你们的公司由……介绍给我们。
）ﻫ●Wｅo w e y o u rｎa m eｔoｔhｅ…(我们感谢……把你们的名字介绍给我们。
)ﻫ●W e l e a rｎｔhｒｏu gｈ…tｈa t…(我们通过……得知……)●Wｅl eａr n f rｏｍ…ｔh aｔ…(我们得知……)ﻫ●O nｔh eｒe c o m m e n d a t i oｎo f…(由……介绍)ﻫ2．对你的公司作一个简单的介绍（例如公司的业务范围,稍稍“宣传”一下你的产品和服务）；[Ｂｒｉｅfｉn tｒo d u cｔi o n t oｙo u rｏwｎcｏｍp a n y(t h e s c o p e of y o u r b u s i n e s s，ｌｉt t l e“a d v e r t iｓiｎg”o n y o u r p rｏｄu c t s oｒs eｒvｉc e)]情景搭配用语：[U sｅf u lｅxｐｒeｓs iｏnｓ]●W eｗｉｓh t oｉn t r o d u c e o uｒsｅl v e sｔo y o u aｓa…(我们把自己作为……介绍给你们。
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(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. 现函告：我公司为食品大经销商，在国内 拥有大批客户。
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We are willing to enter into business relations with you.（我们愿意和贵方建立业务 关系。） （3）表 达写信目 的 We are now writing you for …（我们现写信愿 意……。） We are desirous of …（我方愿意……。） We express our desire to …（我方愿意……。）
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deal in
买卖，经营； 经售； 经销 That shop deals in men's clothing. 那家商店经营男士服装。 The shares of that company have not been dealt in for some time. 那家公司的股票有好些日子没有经营了。
Anticipate 预感； 预见； 预料； 先于…行动
5：要求寄送/主动寄送有关资料 (1) Please send us your catalogue and quotations. 请给我们寄你公司的商品目录和价目单. (2) We have airmailed samples of our new articles for your reference under separate cover. 我们另航空邮寄新品种的样品供你方参考。 (3) We would appreciate it if you could send us an up-to- date price list for your electric products. 你们若能寄来一份电子产品的最新价目表，我们 将非常感谢。
（3）表 示采取进 一步的行 We shall be glad to have your specific inquiry. （我们将很高兴得到你方的具体价。） 动
We are sending you our catalogue and pricelist…（我们将给你方寄去我们的目录和价 格表。）
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(4)We shall appreciate your catalogues and quotations. 如能寄你公司的商品目录和价目单当十分 感谢。 (5)We’’ll be pleased to have your catalogues and quotations. 我们将非常乐意收到你公司的商品目录和 价目单。
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(2) We have obtained your name and address by the Commercial Counselor’s Office of the Indian Embassy in Beijing and understand that you would like to establish a business relation with us. 我们从印度驻北京大使馆商务参赞处得知贵公 司的名称和地址，并获悉贵公司愿同我们建立业 务关系。
Unit 2 Establishing Business Relations
建立业务关系
2.1 Introduction（简介）
目的：了解如何撰写建立最初的业务关系的信函， 同时如何对客户的资信情况、经营范围进行调查。
进出口双方可以通过以下渠道来相互了解：
（1）银行（Bank） （2）商会（Chamber of Commerce） （3）商务参赞处（Commercial Counselor’s Offices） （4）交易会和展览会 （Export Commodities Fairs & Exhibitions） （5）广告（Advertisement） （6）商业目录（Trade Directory） （7）其他渠道:网络、代理商等
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enclose
v. 把…封上，随函附寄 We enclose a copy of our quotation. Enclosed please find our Sales Confirmation .
enclosure: n. 附件，装入物 The envelope contains a check for USD300 as an enclosure.
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回复建立业务关系信函的写作步骤及常见表达方式：
写作步骤 表达方式 Thank you for …（感谢你方……。） Thank you for your interest in …（感谢你们 对……的兴趣。）
（1）感 谢对方对 你公司的 We have received …（我们已收到贵方……。） 兴趣 Your letter of August 8 has been received with thanks.（感谢贵方8月8日的来信。）
We look forward to receiving…（希望早日收 到……。）
Hope to receive …（希望收到பைடு நூலகம்…。）
（4）表 达与对方 Your early reply is appreciated.（盼早复。） 合作及早 日收到回 We are anticipating your answer.（盼早复。） 复的愿望
(2) We are a stated-owned corporation, engaged in exportation of following articles. 我们是一家国有企业，经营以下商品的出口业务 (3) We are given to understand that you are potential buyers of Chinese Green Tea, which falls in the scope of our business activities. 据了解，贵公司是中国绿茶的潜在买主，而中国绿茶正属 于我们的经营范围。 (4) This corporation handles/deals/specializes in the import and export business of Chinese Silk Goods. 本 公司经营/专营中国丝织品的进出口业务。
（2）表 示对对方 建立业务 This is also our desire.（这也是我们的愿望。） 关系意愿 的兴趣 We shall be very glad to enter into business relations with you.（我们将非常高兴与你们建立 业务关系。）
Your wish of establishing business relations coincides with ours.（你们建立业务关系的愿望 和我们不谋而合。）
3、写信的目的：建立业务关系 (1) We are writing to you in the hope of entering into business relations with you. 兹写信给贵方希望建立业务关系。 (2) We are writing to you and willing to open up a business relation with you. 兹写信给贵公司以期与贵公司建立业务联 系。 (3) We would like to take this opportunity to establish business relations with you. 我们愿借此机会与贵公司建立业务联系。 14
2.3 Specimen Letters（样函) Letter 1：A firm writes to a firm concerned
Dear Mr. Peng, Your company’s name has been given to us by the Bank of China, Shanghai Branch. We wish to buy quality tea and coffee cups and saucers of different shapes fully decorated with flowers or other designs. If you can supply this type of merchandise, kindly airmail us a sample cup and saucer. Also, please enclose1 your pricelist and all suitable illustrations. We await your early reply. Sincerely yours, Fred Jackson
写信要点（Writing Skills）
1.
2. 3. 4. 5. 6.
信息来源：告诉对方我方是如何获悉对方的地址和经 营范围的。 写信目的：表示我方有与对方建立业务关系和合作的 强烈愿望。 本公司概述：介绍本公司的性质、基本业务情况和经 营范围。 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。 要求寄送有关资料和表达愿望：附寄公司简介、商品 目录、价目表和小册子等，以便对方全面了解我方信 息。
Useful expressions and sentences
1、信息来源：我们从……得知；通过……我 们了解到 (1) Your firm has been kindly recommended to us through the courtesy of the Chamber of Commerce . 承蒙贵国商会的介绍，我公司得知贵公司 的情况。
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We wish to introduce ourselves to you as a … （我们把自己作为……介绍给你们。） （2）对 你的公司 Our lines are mainly…（我们主要从事……。） 做简单的 介绍（例 如公司的 业务范围 …fall within our business activities.（……属 等） 于我们的经营范围。） fall within 应列入…范围内 Articles of this kind fall within the scope of our business activities. 此类商品在我方经营范围之内。