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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。
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。
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。
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.。
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 Expressions [数] 表示式,公式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。
Commercial [kE 5mE:FEl] adj.商业的, 贸易的Counselor [5kaunsE lE] n.顾问, 法律顾问Embassy [5embE si] n.大使及其随员, 大使的派遣, 大使馆1. We’ve come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London.承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。
Courtesy [5kE:tisi,] n.谦恭, 允许, 礼貌By the courtesy of adv.蒙...好意2. By the courtesy of Mr. Black, we are given to understand the name and address of your firm.3. 我们愿意与贵公司建立业务关系。
We are willing to enter into business relations with your firm.4. 枫叶公司向我方介绍了贵公司。
Maple [5meipl] n.[植]枫, 枫木, 淡棕色Your firm has been introduced (recommended, passed on) to us by Maple Company.5. 我们之间的相互了解与合作必将促成今后重要的生意。
Our mutual understanding and cooperation will certainly result in important business.result in v.导致6. 我们愿和贵公司建立业务关系。
We express our desire to establish business relations with your firm.Desire [di 5zaiE] vt.想望, 期望, 希望, 请求(官方丈礼) n.愿望, 心愿, 要求v.要求7. 我们很乐意同贵公司建立业务关系。
We shall be glad to enter into business relations with you.8. 现在我们借此机会致函贵公司，希望和贵公司建立业务关系。
with a view to adv.着眼于, 以...为目的, 考虑到9. 我们特此致函是想与贵方建立业务关系。
We are now writing you for the purpose of establishing business relations with you.10. 你方想同我方建立业务关系的愿望与我方是一致的。
Your desire to establish business relations coincides with ours.11. 鉴于我方专营日本轻工业产品出口业务，我方愿与贵方在这方面开展贸易。
We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this line.specialize in 擅长于, 专攻Industrial Products工业(产)品12. 我们经营的商品主要是工艺品。
Our lines are mainly arts and crafts.13. 我们经营这类商品已有二十多年的历史了。
We have been in this line of business for more than twenty years.14. 来函收悉，得知贵方愿与我方建立业务关系，我们表示同意。
Your letter expressing the hope of establishing business connections with us has met with approval.Connections [kE 5nek FEn] n.连接, 关系, 接线, 线路, 亲戚Approval [E 5pru:vEl] n.赞成, 承认, 正式批准15. 为了使贵方对我方经营的纺织品有所了解，特航寄我方最新目录,供细阅。
In order to acquaint you with the textiles we handle, we take pleasure in sending you by air our latest catalogue for your perusal.Acquaint [E5kweint] vt.使熟知, 通知Textiles [5tekstail] n.纺织品adj.纺织的take pleasure in v.乐于perusal [pE 5ru:zEl] n.熟读, 精读16. 很高兴在贵公司见到您。
Glad to see you in your company.17. 只有半小时的车程。
It’s only half an hour’s car ride.18. 如果我们能去的话，那么就明天下午三点钟吧。
Suppose we make it, say three o’clock tomorrow afternoon.20. 我们亲切的希望你们能将相关资料寄给我们。
We would like to ask you to kindly send us the related information.would like to 愿意, 意欲Conversations [7k)nv$ 5seiFEn] n.会话, 交谈Dialogue 1A: —你好！How do you do?B: —你好！很高兴见到你，史密斯小姐，我是市场部的杰克·斯蒂文斯。
这是我的名片。
How do you do? Nice to meet you, Ms. Smith. I’m Jack Stevens from the Marketing Department. Here is my card.A: —很高兴见到你，斯蒂文斯先生。
It’s nice to meet you, Mr. Stevens.B: —就叫我杰克吧。
请坐。
Please call me Jack. Have a seat, please.A: —谢谢。
Thank you.Dialogue 2A: —啊，这些就是我们感兴趣的机器。
我们能看看吗？Ah, these are the machines we’re interested in. May we have a look at them?B: —当然可以了，但它们在展示厅里。
Certainly. But they are in the showroom.A: —离这里远吗？Is it far from here?B: —不是很远。
只有半个小时的车程。
你现在有时间吗？Not very far. It’s only half an hour’s car ride. Are you free now?A: —明天下午我有时间。
假如我们能去的话，那就明天下午三点吧。
你方便吗？I will be free tomorrow aft- ernoon. Suppose we make it, say three o’clock to- morrow afternoon. Could you manage that?B: —可以。
我会来酒店接你们的。
Yes. I’ll pick you up at your hotel.Dialogue 3A: -- 早上好！我叫布朗，澳大利亚人。
这是我的名片。
Good morning. My name is Mr. Brown. I’m from Australia. Here is m y card.B: -- 谢谢。
布朗先生，见到您非常高兴。
我是凯茜·佩利丝，是格林纺织品进出口公司的代表。
Thank you. I’m pleased to meet you, Mr. Brown. My name is Kathy Perless, the representative of Green Textile Import and Export Corporation.Representative [7repri 5zen tEtiv] n.代表adj.典型的, 有代表性的A: -- 佩利丝小姐，见到您我也很高兴。
我每年出差跑很多地方,但是,到中国来还是头一次。
你们这里的人非常友好给我留下了深刻的印象。
Pleased to meet you too, Ms. Perless. I travel a lot every year on business, but this is my first visit to your country. I must say I have been much impressed by your friendly people.B: -- 谢谢夸奖。
您参观过展览厅了吗？展出的大部分是我们的产品，比如丝绸、毛织品、棉布匹和服装等。
Thank you for saying so. Have you seen the exhibition halls? On display are most of our products, such as silk, woolen knitwear, cotton piece goods, and garments.exhibition [7eksi 5biFEn] n.表现, 展览会, 展览品, 显示such as adv.例如...,象这种的woolen [5wulin] adj.毛纺的knitwear [5nit7weE] n.编结的衣物, 毛织类piece goods n.匹头, 布匹garments [5ga:mEnt] n.衣服, 外衣, 外表A: -- 哦，对，昨天我去看过。
