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1、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 Counselors Offices） （4）交易会和展览会（Export Commodities Fairs & Exhibitions ） （5）广告（Advertisement） （6）商业目录（Trade Dire
2、ctory） （7）其他渠道建立业务关系的信函一般应涉及到以下内容：（1）告诉对方我方是如何获悉对方的地址和经营范围的。（2）表示我方有与对方建立业务关系和合作的强烈愿望。（3）介绍本公司的性质、基本业务情况和经营范围。（4）说明希望推销或购买的产品。（5）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。（6）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。2.2 Writing Skills（写作技巧）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 （1）说 明信息来 源（告知 对方你从 何种渠道 得知对方 公司的情 况） Your compa
3、ny has been kindly introduced to us by（贵公司由介绍 给我们。） We learn through/fromthat（我们通过 得知。） On the recommendation of （由推荐 ） （2）对 你的公司 做简单的 介绍（例 如公司的 业务范围 等） We wish to introduce ourselves to you as a （我们把自己作为介绍给你们 。） Our lines are mainly（我们主要从事 。） fall within our business activities.（ 属于我们的经营范围。） （3）表达
4、写信目的 We are willing to enter into business relations with you.（我们愿意和贵方建 立业务关系。） We express our desire to （我方愿意 。） We are now writing you for （我们现 写信愿意。）We are desirous of （我方愿意。 ）（4）表达与 对方合作及 早日收到回 复的愿望 We look forward to receiving（希望早 日收到。）Hope to receive （希望收到。） Your early reply is appreciated.（盼早
5、 复。） We are anticipating your answer.（盼早 复。） 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 （1）感 谢对方对 你公司的 兴趣 Thank you for （感谢你方。） Thank you for your interest in （感谢你 们对的兴趣。） We have received （我们已收到贵方 。） Your letter of August 8 has been received with thanks.（感谢贵方8月8日的 来信。） （2）表示 对对方建 立业务关 系意愿的 兴趣 Your wish of es
6、tablishing business relations coincides with ours.（你们建 立业务关系的愿望和我们不谋而合。） This is also our desire.（这也是我们的 愿望。）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。）（3）表 示采取进 一步的行 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。） We shall be glad to ha
7、ve your specific inquiry.（我们将很高兴得到你方的具体 价。） 2.3 Specimen Letters（样函) Letter 1：A firm writes to a firm concernedDear Mr. Peng,Your companys 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 f
8、lowers or other designs. If you can supply this type of merchandise, kindly airmail us a sample cup and saucer. Also, please enclose your pricelist and all suitable illustrations.We await your early reply.Truly yours,Fred JacksonLetter 2：A reply to the aboveDear Mr. Jackson,We have received your let
9、ter with thanks. We are glad to inform you that we can supply quality tea and coffee cups and saucers of different shapes fully decorated with flowers or other designs. We are confident that our products will meet the requirements of the market.Enclosed please find a catalogue and pricelist of the p
10、roducts you require. We are sending you by mail the samples you need.Waiting for your order.Sincerely yours,Xianjin PengLetter 3：A firm writes to a firm concernedDear Mr. Leeds,We have obtained your address from Internet and are now writing to you for the establishment of business relations.We are v
11、ery well connected with all the major dealers here of light industrial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.Please let us have all necessary information concerning your products for export.Yours faithfully,Ping WangLetter 4
12、：A reply to the aboveDear Mr. Wang,We thank you for your letter and shall be pleased to enter into business relations with you.As requested, we are sending you by another mail our latest catalogues and pricelists of our exports.If you find business possible, please write to us.Sincerely yours,John L
13、eedsLetter 5：An exporter writes to his bankDear Sir or Madam,We thank you for your cooperation for our business.Now we are keenly 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 ob
14、liged if you will kindly introduce us to some of the most capable and reliable importers in the district who are interested in these lines of goods.Your favorable information will be appreciated.Yours faithfully,Leon AllenLetter 6：A reply to the aboveDear Mr. Allen,Referring to your letter, we are p
15、leased to introduce to you the following firms:（1）The ABC Corp.,（Address:）（2）Messrs. Wolf & Green Co.,（Address）（3）The Pacific Co.,（Address）We hope this information will prove useful to you.Yours faithfully,Mark Granger2.4 Focal Words（焦点词汇） benefit n. 福利，益处，利益 the principle of equality and mutual ben
16、efit It will be to our mutual benefit to come to an agreement.v. 有益于 Both sides will benefit from this.beneficial: adj. 有益的 It is beneficial to both of us to come to terms.beneficiary: n. 受益人 An irrevocable L/C will be established with your company as the beneficiary.dealn. 生意 We have come to a deal with an American customer.v. 做生意，处理，和有关 We have dealt with the company for many years.dealer: n. 商人，
