2_Establishing_Business_Relations

Chapter II Establishing Business RelationsLesson One Developing Client BaseChinese Version:敬启者：我方从贸易向导网获悉贵方行名与email地址，并得知你方需求购圆珠笔。

我们在此介绍本公司及产品，以期与你方建立业务关系。

我们专营圆珠笔的生产和出口已超过六年，我们的产品品种多样，质量上乘，价格极具竞争力。

欢迎登录我们的网站了解我公司概况及最新产品信息。

如果你对我们任何产品感兴趣，请告知，我们乐意提供详情。

作为积极的制造商，我们每月都有推出新产品。

如果你们感兴趣，我们乐意定期为你们提供新信息。

谨上Key to ExercisesI. Translate the following expressions into Chinese or vice versa:1.进出口2.建立业务关系3.想要购买4.贸易向导5.最新设计6.specialize in7.be of interest to8.be on the market9.manufacturerpany profilesII. Fill in each of the following blanks with a proper preposition：1. in, for2.of, of, to3.into,with,in,of4.from,of, in, with, for, of5.of,ofIII．Fill in the missing words in the following blanks with the first letter given：introduce, range, attach, trust, items, interest, interested, receiving, which,quotationsIV. Translate the following sentences into Chinese:1.伦敦史密斯有限公司向我们介绍，贵公司是纺织品的主要进口商。

Unit Two Establishing business relations•与…建立业务往来enter into trade relations / business with …•享有盛誉Enjoy high reputation / great popularity •受欢迎Be well received•以…出名Be noted for / be known for / be famous for •作为参考For reference / information/consideration•Write a letter to Denman & Sons at 45 Cannon Street, London, E.C.4, telling them that you wish to enter into business relations with them, with the following particulars:•Introduced by Mr. A.G. Topworth of Swanson & Bros., of Hamburg•The main line of your business is exporting chinaware•Illustrated catalogue and price-list will be provided against their specific enquiries.3 February 2007Messrs. Denman & Sons45 Cannon StreetLondon E.C.4Dear SirsWe have learned from Mr. A.G. Topworth of Swanson & Bros., of Hamburg a long-time business partner of us, that your company is the leading importer of chinaware in U.K. Since our company specializes in exporting high-quality chinaware, we would like to enter into business relations with you.Should you require our latest catalogue and price list, we would be pleased to supply.We look forward to hearing from you soon.Yours sincerelyWang MingSales ManagerChina Handicrafts Imp & Exp Co.ltdUnit Three Status EnquiriesFinancial standing 财务状况Bring an action against sb. 向…提起诉讼Unit Four Enquiries and RepliesExcellent in quality and reasonable in price 物美价廉Irrevocable L/C at sight 即期不可撤销信用证Supply fails to meet the demand供不应求Arthur Grey & Son write to China National Import & Export Corporation, stating that they have an order to supply a hotel with table-cloths. They request samples in handsome designs of medium and best quality linen suitable for the purpose.20 March 2007China National Imp. & Exp. Corp.80th floor Jingmao PlazaShanghaiDear Sir or MadamWe are in the market for table-cloths as we have received an order to supply a hotel.We wonder if you can provide us some samples of handsomely designed table-cloths of medium and best quality linen suitable for the purpose.We should be very much appreciated if you would reply to us as soon as possible.Y ours sincerelyDavid SmithManagerMessrs. Arthur Grey & SonUnit Seven Quotations, Offers and Counter-offersCurrent price 现价Unit Eight Sales promotionEconomical and practical 经济实惠Write a letter according to the instruction•Your firm has put a new product on the market. Write a letter offering to supply this new product to your buyers abroad.Dear SirBy today’s post w e have sent you sample of a pair of sweater- the latest product of our factory’s winter-collection.We can offer these sweaters in all the popular sizes at the prices shown on the attached list. You will note that we are making you a special introductory reduction in prices owing to your support in the past. We can maintain this reduction only for a short time, so we recommend your early orders.The sweaters are available from stock, and delivery can be made within two weeks from receipt of order and the letter of credit.We look forward to hearing from you in due course.Yours truly Unit Nine Orders and their fulfillmentWrite a letter according to the instruction•You are writing a letter to your customer, acknowledge receipt of his order, but regret being unable to accept it at the prices quoted previously. Quote your current prices and ask for your customer’s opinion.Dear SirsWe thank you for your order No. 6223.We regret, however, that we cannot book the order atthe prices we quoted six weeks ago. As you know, freightand the cost of materials have risen substantially in themeantime, and we were compelled to adjust our prices inorder to cover at least part of this increase.The lowest prices we can quote today are asfollows: …………………………………………The above prices are on CIF Singapore basis. Pleaseinform us by return whether we may book our order atthese revised prices.Yours faithfullyUnit Ten Terms of paymentThe disadvantages of using an L/C•Complicated procedure of applying for a L/C•Banks will charge service fee for issuing a L/C, therefore it add more cost to the buyer.The advantages of using an L/C•It is reliable and safe for both sellers and buyers.•Because the issuing bank use its own credit to guarantee the payment of orders.•The procedures for issuing an L/CBuyer & seller reach a Sales contract and agree to use L/C as payment term.Buyer asks its bank to Issue an L/C with the seller As the beneficiaryThe advising bank or Confirming bank informs the Seller that L/C has been issued.The issuing bank asks another Bank (in the seller’s country) to be the advising bank Or confirming bank.The advantages & disadvantages of using D/P or D/AAdvantage: Simple procedures Lower costDisadvantage:High risks Banks only collect & remit without providing its guaranteeclean ~~ bill of lading 清洁已装船提单WPA with particular average 水渍险被授权作…Be authorized to do汇票draft 提单Bill of lading商业发票Commercial invoice跟单信用证统一惯Uniform Customs & Practice for Documentary credit国际商会International Chamber of CommerceWrite a letter according to the instruction•Answer an enquiry from E.G. Alexander & Co., who wants to know what method of payment your firm is prepared to accept.Dear SirsThanks for your letter of 14th August,2006.As for the payment terms you inquire for, we wish to inform you that we only acceptpayment by confirmed, irrevocable L/C available by draft at sight and that it should be opened in our favor and reach us one month ahead of shipment, remaining valid for negotiation in China for another 21 days after the prescribed time of shipment and allowing transshipment and partial shipments.We hope that you will effect payment in this way for all the transactions concluded between us.Yours sincerelyUnit Eleven Packing•Write a letter to your customer, telling him that you have improved your packing and that from now on all garments are to be packed in cartons instead of wooden cases.Dear SirsPlease be informed that for your future orders we shallpack our garments in cartons instead of in wooden cases.The improved packing has the following advantages:1.It will prevent pilferage.2.It is quite fit for ocean transportation.3.Our cartons are well protected against moisture.4.Cartons are light and compact, so they are more convenient to handle in loading andunloading.We hope you will accept our carton packing and assure you of our continued cooperation.Yours sincerelyUnit Twelve InsuranceFPA (Free from particular average)平安险WPA (With particular average) 水渍险All Risks 一切险General Average 共同海损Particular Average 单独海损General Additional Risks 一般附加险Special Additional Risks 特殊附加险PICC (The People’s Insurance Company of China)中国人民保险公司CIC (China Insurance Clauses)中国保险条款Ocean Marine Cargo Clauses of PICC 中国人民保险公司海洋运输货物保险条款中国商检局China Commodity Inspection Bureau上海商检局Shanghai Commodity Inspection BureauUnit Thirteen ShipmentRoad TransportAdvantages: 1. cheaper 2. more direct (door to door)Disadvantages: 1. slower 2. smaller loading capacity 3. limited to landRail TransportAdvantages: 1. faster 2. greater loading capacityDisadvantages: 1. more expensive 2. less directAir TransportAdvantages: 1. fastest (over long distance) 2. time savingDisadvantages: 1. most expensive 2. loading capacity limited3. unsuitable for inexpensive goodsSea/Ocean TransportAdvantages: 1. cheapest 2. greatest loading capacityDisadvantages: 1. slowest 2. unsuitable for urgently needed goodsSteps in making a shipment;1.Get rate of shipment From carrier 承运人2.Shipper托运人accept the rate quoted3.Goods are delivered to Dock, and shipping permit Is exchanged for a dock receipt ora mate’s receipt4.Carrier reserves the Space and provide a Shipping permit(order) 装运单Write a letter to your customer informing him what arrangements you have made for the transport of a consignments of chemicals.Dear SirsPlease be informed that the chemicals you ordered have been ready for shipment. They are packed in plastic bags, which are strong and durable. We are quite sure that they will arrive at your port in good condition.The shipment will be effected by s.s. “Calchas”, which is scheduled to leave here on 16th May and expected to arrive at your port around 10th June.The shipping documents will be sent to you in due course.Yours sincerely。

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。

哦，对，昨天我去看过。

有些产品质量好，设计⼜美观。

展览会成功向我介绍了贵公司所经营的各种产品。

我已看过你上次在信中所附的⽬录和⼩册⼦，对贵公司的出⼝产品有了⼀些了解。

我对你们的丝绸⼥衫颇感兴趣。

-- 我们的丝绸以质量好着称。

丝绸是我们的传统出⼝商品之⼀。

丝绸⼥衫⾊彩鲜艳、设计美观，在国外很受欢迎，需求量⼀直都很⼤。

A: Some of them seem to be of the latest style. Now I’ve a feeling that we can do a lot of trade in this line. We wish to establish relations with you.B: Your desire coincides with ours.A: Concerning our financial position, credit standing and trade reputation, you may refer to Bank of Hong Kong, or to our local Chamber of Commerce or inquiry agencies.B: Thank you for your information. As you know, our corporation is a state-operated one. We always trade with foreign countries on the basis of equality and mutual benefit. Establishing business relations between us will be to our mutual benefit. I have no doubt that it will bring about closer ties between us.A: That sounds interesting. I’ll send a fax home. As soon as I receive a definite answer, I’ll make a specific inquiry.B: We’ll then make an offer as soon as possible. I hope a lot of business will be conducted between us.A: So do I.-- 有些看来还是最新的式样。

建立商务关系的英语作文Title: Establishing Business RelationshipsIntroduction:In today's globalized world, establishing strong business relationships is crucial for success. Effective communication, mutual trust, and shared goals are essential elements in fostering strong partnerships. This essay aims to explore the various aspects of building and maintaining business relationships.Body:1. Importance of Building Business Relationships:Building business relationships is vital for long-term success. It helps in gaining new clients, expanding market reach, and tapping into new opportunities. Strongrelationships also foster loyalty, leading to repeat businessand referrals. It enhances the overall reputation and credibility of the company.2. Effective Communication:Effective communication plays a pivotal role in establishing and maintaining business relationships. Businesses should strive for clear and concise communication to avoid misunderstandings. Active listening, askingclarifying questions, and providing timely responses are essential communication skills that contribute to building strong relationships.3. Trust and Reliability:Trust is the foundation of any successful business relationship. Companies must demonstrate reliability and consistency by delivering goods or services on time and as promised. Honesty, transparency, and integrity are crucial in building trust. By consistently meeting expectations, businesses can develop a reputation as a trusted partner.4. Shared Goals and Values:Successful business relationships are often based on mutual goals and values. When companies share a common vision and purpose, it creates a sense of synergy. Collaborating on projects, supporting each other's objectives, and aligning strategies can lead to long-lasting partnerships.5. Networking and Relationship Building:Networking plays a vital role in establishing business relationships. Attending industry-related events, conferences, and seminars provides opportunities to meet potential partners, share insights, and develop connections. Networking platforms and social media channels can also facilitate meaningful connections.6. Conflict Resolution:Conflicts are an inevitable part of any business relationship. It is crucial to address conflicts promptly andeffectively. Open and honest communication, active listening, empathy, and compromise play a significant role in resolving conflicts. Seeking win-win solutions can help strengthen the bond between business partners.7. Continuous Nurturing:Building strong business relationships requires ongoing effort and nurturing. Companies should proactively engagewith their partners, provide consistent support, and keepthem informed about any relevant updates. Regular check-ins, face-to-face meetings, and occasional social interactions can help maintain strong connections.8. Measuring Relationship Success:To determine the success of business relationships, it is essential to establish key performance indicators (KPIs). These can include customer satisfaction surveys, feedback mechanisms, and analyzing the growth in sales or partnerships.Regular evaluations provide insights into areas of improvement and can help identify any red flags.Conclusion:Establishing and maintaining successful business relationships requires effort, effective communication, trust, shared goals, and proactive engagement. By prioritizing these aspects, companies can forge strong partnerships that contribute to long-term growth and success. Building business relationships is an ongoing process that requires continuous nurturing and the commitment to adapt to changing circumstances.。

Unit TwoESTABLISHING BUSINESS RELATIONS1.We learn from your letter of April 1 that you are interested in establishing business relations with us for the purchase of our tools.我们从你方4月1日的来信中获悉，你方有意向与我公司建立业务关系并购买我公司的工具。

2.Having had your name and address from the mercial Counsellor ’s Office of our Embassy in the U.K.,we avail ourselves of this opportunity to write to you and see if we can establish business relation with you.从我国驻英国大使馆商务处获知贵方名称和地址，我们借此机会荣幸地写信给你们，以寻否有和你们建立业务关系的可能。

3.Through the courtesy of Mr.Freemen,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 relation with us. 承蒙弗立门先生的好意，我方得知贵公司是贵地的主要的电器产品进口商之一，并希望与本公司有业务关系。

4.We have e to know the name of your corporation and have the pleasure of writing this letter to you in the hope of establishing business relation with you.我方已得知贵公司的名字，很荣幸可以写这封信给贵公司，希望我们与贵公司能建立业务关系。

Chapter II Establishing Business RelationsLesson OneExercisesI. Translate the following expressions:1.cotton piece goods 6.另函2.state-operated corporation ７. 供你方参考3.import and export 8. 商务参赞处4.business lines 9. 盼望5.establish business relations 10. 最新的商品目录II. Translating the following into English:1.We are informed that _______________________________________(你公司是经营化工产品的国营公司).2.We shall let you know our comments_________________________________(一俟收到你方的报价).3.We are ______________________________________(专门从事中国工艺品出口).4.We hope to _______________________________________________(与你们建立贸易关系).5.________________________________(兹航寄) three sample books.6.______________________________________________(我们已经和世界上一百多个国家的商号建立了关系) on the basis of equality, mutual benefit and exchange of needed goods.III. Translate the following sentences into Chinese:1.We have the pleasure of introducing ourselves to you as a state corporation specializing in the export business of canned goods, and express our desire to enter into business relations you.2.Our company is one of the import and export corporations in Shanghai commercial circle authorized by the Ministry for Foreign Trade and Economic Cooperation. We have enjoyed a good reputation in the world market for a long time.3.We are one of the leading exporters of first class cotton and rayon goods and are enjoying an excellent reputation through fifty years’ business experience.4.Through the courtesy of the Chamber of Commerce in Tokyo, we have learned that you have been supplying the best quality foods all over the world.5.We are desirous of enlarging our trade in various agricultural products, but unfortunately have had no good connections in the southern part of Russia. Therefore we shall be obliged if you kindly introduce us to some of the most capable and reliable importers.IV. Translate the following sentences into English :1.承蒙外国商会介绍得知你公司的名称地址。

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。

Chapter 2 Establishing Business RelationsI. Translate the following expressions:A.From English into Chinese1.be in the market for 寻购2. private company 私人公司3. under separate cover 另函4.ODM order 设计代工订单5.Fast sale items . 畅销产品6. latest catalogue 最新目录B. From Chinese into English:1.满足某人的需求 meet one’s demand2.多种多样 a wide range of3.商会 chamber of commerce4.供你们参考 for your examination1.现借此机会向贵公司介绍，我们是外资企业，专门经营工艺品。

We avail ourselves of this opportunity to introduce to you as a foreign-invested corporation specializing in arts and crafts.2. 我们想熟悉一下钢材的供应情况。

We want to acquaint ourselves with the supply position of steel products。

3 我们随函附上一份价目表。

We are enclosing a cope of pricelist.4.我们公司在全球有28个分销商。

We have 28 distributors across the world.5.我们是中国轻工产品的主要出口商之一，愿与你公司建立业务关系。

We are one of the leading exporters of Chinese industrial products and are desirous of entering into business relations you.A.From English into Chinese1.distributor 分销商2.exhibitor 参展商3.APEC 亚太经济合作组织4. Broker 中间商5.Wholesaler 批发商6.booth No.. 摊位号B. From Chinese into English:1.商品交易会 commodities fair2. 单证员 documentation officer3.销售代表 sales representative4.货代员 forwarding agent1.我们是埃及的一家经销商。

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。