英文外贸函电第二章

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英语商务函电PPT-Unit2 Establishing Business Relation

1．首先说明信息来源; 2．写信的目的; 3．对你的公司作一个简单的介绍; 4．表达与对方合作和早日收到回复的愿望。

1．首先说明信息来源:如何取得正规可靠的印象（information channel/ information sources） The source of information （how you learned of his company）

出口商主动联系进口商目的：（1）扩大交易地区及对象； expand our products into （2）建立长期业务关系； establish long- term business/trade relations with you （3）拓宽产品销路。 expand our products
4、市场调查
Market survey market investigation

Introduction
7. desirous adj.想要的，渴望的 △ be desirous to do sth 热切盼望做某事 be desirous of 接动名词渴望做某事 They are desirous of entering into direct trade relations with you.

trading
company trade in goods trade in services
5、market In the market for: 要买 We are in the market for wool. Find a market: 找销路 We are trying to find a market for this article.

《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。

外贸英文函电全套

外贸函电——Unit 2 Establishing Business Relationships_ZMC
Introduction: 1. Channels through which information can be obtained: (the first two are the most reliable sources)
外贸函电——Unit 2 Establishing Business Relationships_ZMC
3. Useful words and expressions
obtain...from: 从……获悉；从……得悉
e.g. I obtain your name from an old friend of mine.
外贸函电——Unit 2 Establishing Business Relationships_ZMC
How to write a company introduction —— general information
The year your company was established Your company’s location If you are a member of a group company What products/services you offer Any Foreign investment that you may have
range of pamphlets for your information. 我们另函给你们寄去了一系列的小册子供你们了解情况。
establish: 建立 e.g. establish business relationships 建立贸易关系 establish new business 开拓新业务 extend: 延长，扩展，给予 e.g. We would like to extend our business

外贸函电2

Readings Exercises Writings
Instruction
Seller / A : • ABC Manufacturing Company Buyer / C : • Beijing Import and Export Company
Readings: 2-1. C1
Dear Sirs， We have been 告知 that you 经营 PVC 产品． If your corporation 经营这些商品，please 电告我们 an offer 根据，按照
(4) Your expectation
1) 我们希望你方尽最大努力既促进业务又增进友谊（ hope）
2) 盼早复（Looking forward to）
3) 我方期待贵方尽快做出令人满意的答复（ await）
4) 我方希望收到贵方具体的询盘（appreciate ）
Section 3 Readings, Exercises &Writings
Embassies; Consulates; Chambers of Commerce in foreign trade;
(4)
Foreign Exchange Banks
1. How to find the suitable clients
(5)
Old Clients or Friends
(6)
ABC has the most modern PVC production facilities in North America，and our distribution network covers a11 major North American product markets．

外贸函电 Unit 2 Invitation and Arrangement of Visits

东南大学远程教育
外贸函电
第四讲主讲教师：任凤慧
Unit 2 Invitation and Arrangement of Visits
邀请与答复
1. Dear Mr/Ms, We should like to invite you to attend the 2003 International Fair which will be held from April 29 to May 4 at the above address. Full details on the Fair will be sent in a week.
Mr. Li will be in your city from April 2 to 7 to make specific arrangements and would very much appreciate your assistance. Yours faithfully
尊敬的先生/小姐，感谢三月二十八日来信邀请我们公司参加2003 国际商品交易会。我们乐于参加并计划展示我们前几年生产的电子设备。李先生将于四月二日至七日去你市做具体安排，非常感谢你的协助。
肯定答复
Dear Mr./Ms, Thank you for your letter of March 20 inviting our corporation to participate in the 1997 International Fair. We are very pleased to accept and will plan to display our electrical appliances as we did in previous years.
19. Economic cooperation 经济合作 20. Technological exchange 技术交流

外贸函电课件第二章商务信函的结构与格式

• (10) Subject (事由)
•
•
•
•
(11) Dictation Initial (发信人及打字员姓名缩写)
(12) Enclosure (附件)
(13) Carbon Copy (副本(fùběn)抄送)
(14) Postscript (附记)
精品资料
信函(xìn hán)格式——the Format and Features of
4. Do not walk on the grass.
•Stay away fro the grass.•
•
•
5. Smoking is not permitted anywhere except in the lobby.
Smoking is allowed only in the lobby.
道
城市，邮编
国家
2. Date (发信
(fā xìn)
日期)
• When a writer begins his letter writing, he must add the
date a few line below the last line of the letterhead.
• The date line consists of the month, day and year.
精品资料
练习(liànxí)：将下列句子改为积极语气
（Positive Approach）
•
1.We hope you will not be disappointed with the results.
•
We hope you will be pleased with the results.

外贸函电unit 2 Enauiries and Replies part 1.

• 5. Your firm has been recommended to us by John Morris & Co. , with whom we have done business for many years.
• 6.Through the courtesy of ……, we came to know your name and address. Also we are informed that you are a prospective buyer of ……. As this item falls within (be within; lie within) the scope of our business activities. We shall be pleased to enter into business relations with you.
• 9. we enclose a copy of our latest catalogue covering the details of all items available at present, and hope some of these items will be of interest (interesting) to you.
(一).The source of information and the intention
• 1. We write to introduce ourselves as one of the largest (leading) exporters (importers) from China, of a wide range of Machinery and Equipment.

外贸英语函电课件unit2

精品课程《外贸函电英语》
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.
unit2establishingbusinessrelations精品课程外贸函电英语?texta精品课程外贸函电英语?dearsirs?fromtheemailsentbackbyourtorontoofficeweknowthatyouareoneofthefirmsofgoodstandingandreliabilityintorontoparticularlyinterestedintheexportofvariouspaperstochinaandare精品课程外贸函电英语?bythisletterweareapproachingyouwithaviewtoenteringintobusinessrelationswithyourcompanyandhopetoreceivesoonyourcatalogandotherreferenceprintedmattersfor?ofrecentyearswehavedonemuchbusinesswiththelargestandmostprominenthousesinyourdistrict

外贸函电chapter 2

Chapter 2 Establishing Business Relations
I. Ways to Approach Merchants Abroad
--Self-introduction --Self--The Commercial Counselor's --The Counselor' Office/Chamber of Commerce/China Council for the Promotion of International Trade (CCPIT) --Mutual visits by trade delegations --Mutual
Chapter 2 Establishing Business Relations Teaching Focus
Contents of the letters Language points Some usual practice
Chapter 2 Establishing Business Relations
Chapter 2 Establishing Business Relations IV. Language Points
B. How to make self introduction and business scope
1. Our company handles / deals in / specialize in …. 2. We have been exporter / importer of… for many years. of… 3. Our lines are mainly …
Teaching Methods
Lecture Presentation Group discussion tutorial

外贸函电unit 2 讲授

12） be in line with the market 与市场水平一致 13） in the hope of 盼望 14） establish business relations 建立贸易关系 15） state-operated corporation 国有企业 16）Find a market 找销路 17）With cost charges on our own 费用由我方承担 18）enter into 建立 19）specialize in 专营 20）for your information 供你方参考 21）be in the market for 想要购买 22）a well-established exporter 信誉良好的出口商 23） place an order with sb 向某人订购
quotations.
如能寄你公司的商品目录和价目单当十分感谢。 3、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。
2、Useful Sentences 、 1）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。 2）Your firm has been introduced (recommended, passed on) to us by abc Company. abc公司向我方介绍了贵公司。 3）We express our desire to establish business relations with your firm. 我们愿和贵公司建立业务关系。 4） We shall be glad to enter into business relations with you. 我们很乐意同贵公司建立业务关系。

外贸函电课件unit2

Be recommended to… by…..
Market survey
3) we are giving to understand that you
are potential buyers of Chinese silk, which comes within the frame of our business activities
3) We understand that your corporation handles foodstuff for export.
Handle in the line of
cover/ engage in
Involve in/ specialize in
Self-introduction—reference to your standing
Aims of the letter—general aim
1.The purpose of this letter is to explore the possibilities of developing trade with you. 2.We wish to establish business relations by the commencement of some practical transaction 3.I am writing to resume the business partnership between the two company
承蒙介绍
4.We owe…to…
Practice

承蒙太平洋贸易有限公司的介绍，我们得知你们是美国轻工业产品的主要出口商之一。
Self-introduction by the company

外贸英语函电与单证课后答案第二章.

business relations with us. 6. We have specialized in this line for many years. 7. We are a leading manufacturer of high-tech products. 8. We are interested in your silk products.
21世纪高职高专规划教材《外贸英语函电与单证》
Keys to 2.3
I. Basic Training 1. Fill in the blanks with a suitable word or expression from the list given. Change
the form if necessary. supplies, competitive, home and abroad, reputation, attached, catalogue,
Counselor’s Office of the British Embassy in Beijing. 2. We are willing to enter into business relations with your firm. 3. Through the courtesy of Chamber of Commerce in London, we have
understood the name and address of your company. 4. We attach our catalogue in order to give a general idea of our
products. 5. We have learned from Mr. Smith that you are willing to establish

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。

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1 《英文外贸函电》教案西安外国语大学高职部教案专用页

内容（标题）

UNIT TWO

LETTERS OF ESTABLISHING BUSINESS RELATIONS 课

课时 2

教学目的和要求

The establishment of business relations is one of the important undertakings in the field of foreign trade. The aim of this unit is to make students understand how to establish new business relations and keep old ones.

重点难点及其处理 1. Techniques in our enquiry; 2. Points must be observed in the replies to the enquiry; 3. Positivity, neutrality and conditionality; 4. Positive Sandwich Principle.

教学方法案例教学、小组讨论参考文献【1】樊红霞、汪奠才主编：英文外贸函电，外语和教学研究出版社，2007年9月第1版。【2】尹小莹、杨润辉编著：外贸英语函电，西安交通大学出版社，2008年6月第4版。【3】刘志伟主编：国际商务函电及沟通，对外经济贸易大学出版社，2005年8月北京第1版。

课外作业及要求 1. Exercises VII. On P.40. 2. Translate the following sentences into English. 1) 我公司是该地区电子产品的主要进口商之一。我们借此机会和贵方接洽，希望和贵方建立贸易关系。 2）我公司经营机械设备的进出口业务已多年，我们的产品在许多国家享有盛誉。 3）承蒙我国驻北京大使馆商务参赞介绍，得悉贵公司名址。 4）有关我方资信状况，请向中国银行上海分行查询。 2

教学内容： I. General Introduction (5’) Establishing business relations is the first step to develop trade ties. A successful business person is able to get new opportunities for the company he or she works for. Since business growth and expansion largely depend on the establishment of business relations, writing appropriate business letter in this respect is vitally important. To establish business relations is to know about your clients in terms of business lines and capacities, financial credit, and the intention to make contacts. In international trade, one may establish business relations with companies in other countries through such channels as banks, chamber of commerce (商会), trade directories (贸易通讯录), business associates (商业伙伴), commercial counselors’ offices (商业顾问), commercial office of embassies (大使馆商务处), advertisements, exhibitions and trade fairs (展览会和商品交易会), market surveys (市场调查), recommendations by business partners or clients (商业伙伴或客户的推荐), and other sources. When writing a letter to start business with another company, you are supposed to tell your readers how you get this address and what your business line is, then state your purpose and request, and finally express your sincere wish to cooperate in future and your hope to get a favorable reply soon. If you reply to a letter of this kind, you should try to answer all the questions with necessary information the other part required. Please remember to reply promptly and politely even if you are unable to meet the needs. The reasons should be made clear so as to leave space for future cooperation. II. Letters for Establishing Business Relations (60’) 1. To a Chamber of Commerce Dear Sirs,

We desire1 to expand the business2 we do with Middle East countries, and would be most grateful if you could3 provide us with a list of reliable business concerns4 in your area who might be interested in importing Chinese electronic products5.

We are a well-established6 exporter of all kinds of Chinese goods, especially electronic and hi-fi products7 (see enclosed catalogs). Having been in this line8 for more than 30 years, we are confident we can give our customers complete satisfaction.

As to9 our credit and financial standing10, we refer you to11 the Bank of China and the Chamber of Commerce in Guangzhou.

We greatly appreciate12 your help and earnestly await your reply. Yours faithfully,

Wang Fang Wang Fang Export Manager China National Electronic Imp. & Exp. South-China Corp.

Notes: 1. desire to do (=expect to do) 2. expand the business ( with ) 扩大（和……的）业务 3

3. We would be most grateful if you could … 如贵方能……，我方将不胜感激。(grateful=thankful) 4. ( business ) concern (=company; firm) 5. electronic products 电子产品 (electrical products 电气产品) 6. well-established (=having a respected position because of being successful over a long time) 7. hi-fi products 高保真产品 8. ( be in this ) line 行业，行当 9. as to (=with respect to; relating to; regarding; concerning; with regard to; in regard to; as regards) 10. credit and financial standing 资信及财务状况 (credit standing 资信状况, financial standing 财务状况) 11. refer sb. to … (advise sb. to resort to … for the requested information) 12. appreciate (=to be grateful for sth. that sb. has done) 参考译文： 1. 给商会的一封信

敬启者，我公司希望扩大和中东国家公司的业务。如贵商会能为我公司提供一份贵区域内可靠的可能会对进口中国电子产品感兴趣的企业名单，我公司将不胜感激。我公司是一家享负盛誉的各类中国商品、尤其是电子及高保真产品（见所附目录）的出口公司。我公司经营该产品已达30多年之久，我们有信心可以给我们的顾客以十分的满意。关于我公司的信贷债务信誉和财务状况，请向中国银行和广州商会查询。我公司非常感谢贵商会的帮助！真诚期待贵方的回复！

谨上

王芳王芳出口部经理中国电子进出口华南公司

2. An Exporter’s Proposal to Start Business (10’)