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1、1,第五讲,建立业务关系函,2,1. 概念,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。,3,获取国外公司的途径,1. Banks 2. Trade directory 3. Chambers of commerce both at home and abroad 4. Commercial counselors office 5. Adv
2、ertisements 6. Exhibitions and trade fairs,4,7. Market investigations 8. Enquiries received from foreign merchants 9. Self-introduction or introduction from the business connection 10. the internet,5,建立业务关系的前期准备,首先，你要明确建立业务关系对自身与被建立方的利益能否可持续化，互利能否平等化。其次，在建立业务关系的同时需要对对方的业务规模，财务状况，信誉等进行考察。 再有，业务关系建立的重
3、点在于互利共赢。双方的业务能否弥补双方业务上的不足。,6,类别,1. 请求建立商业关系 2.回复对方建立商业关系的请求 3.请求担任独家代理 4.拒绝对方担任独家代理 5.同意对方担任独家代理 6.借引荐建立业务关系 7. 与过去有贸易往来的公司联系,7,2. 内容,首先要告知对方，我方是通过何途径获悉其经营范围 与地址的，同时表示我方有与对方建立业务关系的愿望，寻求与对方进一步进行合作； 其次向 对方做自我介绍，包括企业性质、基本业务状况、经营的范围以及有哪些分支机构， 如希望推销什么商品也可说明； 最后以礼节性语言结尾。,1.From where/ whom you get the opp
4、osite partys name and address. 2.Introducing yourself- an exporter, importer, a manufacturer, etc. , and your intention to establish the business relations. 3.As an exporter, you should introduce your products: if available, a catalogue, price list, ect. , should be enclosed. 4.As an importer, tell
5、the opposite party what you want to buy and your companys sales potential. 5.Sometimes, it is also necessary to put forth your terms of transaction, terms of payment, etc. 6.Your financial standing.,8,3.语言表达,在外贸函电中，要注意保持交际双方地位的平等，即交易双方的谈判应尽量建 立在平等互利的基础上，为表示礼貌而过分谦卑的言辞会适得其反，令对方对你的 能力产生怀疑，如： 1.You coul
6、d rest assured that we would make every effort to effect the shipment as soon as possible so as to meet your demand.贵方可以放心，我们也向贵方保证，我们会竭尽全力地使发货尽可能地满足贵 方的要求。2.We assure you that we shall do our best to expedite shipment.我们向贵方保证，我们会加速发货。从上而两句话，我们可以看出，例1显得太过自卑，而2就显得更为得体。,9,4. 要求,信件不可以太长，要言简意赅。 应该几句话将自己
7、公司介绍清楚，越简明扼要越好，然后附上自己的联系方式和地址（包括网址），可以提供的产品介绍，邮寄样本等。,10,常用表达,1. Weve come to know your name and address from the Commercial Counselors Office of the Chinese Embassy in London.2. By the courtesy of Mr. Black, we are given to understand the name and address of your firm.3. We are willing to enter into
8、 business relations with your firm.4. Your firm has been introduced (recommended, passed on) to us by Maple Company.,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。承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。我们愿意与贵公司建立业务关系。枫叶公司向我方介绍了贵公司。,11,5. Our mutual understanding and cooperation will certainly result in important business.6. We exp
9、ress our desire to establish business relations with your firm.7. We shall be glad to enter into business relations with you.8. We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.,我们之间的相互了解与合作必将促成今后重要的生意。我们愿和贵公司建立业务关系。我们很乐意同贵公司建立业务关系。现
10、在我们借此机会致函贵公司，希望和贵公司建立业务关系。,12,9. We are now writing you for the purpose of establishing business relations with you. 。 10. Your desire to establish business relations coincides with ours.11. We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this li
11、ne.12. Our lines are mainly arts and crafts.,我们特此致函是想与贵方建立业务关系。你方想同我方建立业务关系的愿望与我方是一致的。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。我们经营的商品主要是工艺品。,13,13. We have been in this line of business for more than twenty years.14. Your letter expressing the hope of establishing business connections with us has met with
12、approval.15. In order to acquaint you with the textiles we handle, we take pleasure in sending you by air our latest catalogue for your perusal.,我们经营这类商品已有二十多年的历史了。来函收悉，得知贵方愿与我方建立业务关系，我们表示同意。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。,14,16. Glad to see you in your company.17. Its only half an hours car ride.
13、18. Suppose we make it, say three oclock tomorrow afternoon.19. It would be very helpful if you could send us statistics on your sales.20. We would like to ask you to kindly send us the related information.,很高兴在贵公司见到您。只有半小时的车程。如果我们能去的话，那么就明天下午三点钟吧。如果你们能将你们的销售统计资料寄给我们，那可就太有帮助了。我们希望你们能将相关资料寄给我们。,15,建立
14、业务关系函的翻译,汉英- 英汉,16,【原文】,我们从贵国驻伦敦大使馆商务参赞处获悉贵公司的商号与地址，特此来函， 希望同贵公司建立贸易关系。我公司和我国主要的轻工产品零售商都保持密切的往来，并且我们对电子 产品的需求旺盛。因此，我确信，我公司可以销售大量的此类产品。谈及我们的资信情况，我们已征得伦敦的英国银行同意，把它们作为我们 的资信银行。请提供我们贵公司所有出口产品的必要情况。如贵公司的价格合理，我们必将向贵方下大订单。,17,【译文】,We have obtained your name and address from the Commercial Counselors office
15、 in London and are glad to establish business relations with you.We are connected with all the major dealers here of light industrial products; moreover, there is a good demand for your electronic products. So, we feel sure we can sell large quantities of these goods.As to our standing, we are permi
16、tted to mention the Bank of England, London, as a reference.Please let us have all necessary information regarding your products for export. If your prices are competitive we would place a large order with you.Yours sincerely,18,寻求建立业务关系函,尊敬的阁下： 自米兰阿里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务
17、范围。盼能惠赐商品目录和报价表。 如价格公道，本公司必大额订购。 烦请早日赐复。此致商祺！XXX,Rogers Chemical Supply Co. 10E.22Street Omaha8, NebGentlemen: We have obtained your name and address from Aristo Shoes, Milan, and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our range and would appreciate your catalogues and quotations. If your prices were competitive we would expect to transact a significant volume of business. We look forward to your early reply. Very truly yoursXXX,
