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1、外贸函电,FOREIGN BUSINESS CORRESPONDENCE,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）
2、（5）广告（Advertisement） （6）商业目录（Trade Directory） （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：,回复建立业务关系信函的
3、写作步骤及常见表达方式：,2.3 Specimen Letters（样函) Letter 1：A firm writes to a firm concerned,Dear 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 flowers or other designs. If
4、you can supply this type of merchandise, kindly airmail us a sample cup and saucer. Also, please enclose1 your pricelist and all suitable illustrations. We await your early reply. Sincerely yours, Fred Jackson,Letter 2：A reply to the above,Dear Mr. Jackson, We have received your letter with thanks.
5、We are glad to inform you that we can supply quality tea and coffee cups and saucers2 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 products you req
6、uire. We are sending you by mail the samples you need. Waiting for your order. Sincerely yours, Xianjin Peng,Letter 3：A firm writes to a firm concerned,Dear Mr. Leeds, We have obtained your address from Internet and are now writing to you for the establishment of business relations. We are very well
7、 connected with3 all the major dealers here of light industrial products, and feel sure4 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 Wang,Letter 4：A
8、 reply to the above,Dear Mr. Wang, We thank you for your letter and shall be pleased to enter into business relations with you. As requested5, we are sending you by another mail our latest catalogues and pricelists6 of our exports. If you find business possible, please write to us. Sincerely yours,
9、John Leeds,Letter 5：An exporter writes to his bank,Dear 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 s
10、hall be obliged 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 Allen,Letter 6：A reply to the above,Dear Mr. Allen, Referring7 to your
11、 letter, we are pleased 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 Granger,Letter 7：A firm writes to a firm concerned,Dear Mr. Kevin,
12、 We have obtained your name and address from Aristo Shoes, Milan, and we are writing to enquire8 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 range9 and would appreciate your catal
13、ogues and quotations. If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. Truly yours, Per Anderson,Letter 8：A reply to the above,Dear Per, Thank your for your letter of the 16th of this month. We shall be glad to enter in
14、to business relations with your company. In compliance with10 your request, we are sending you our latest illustrated catalogue11 and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please fax us. Sincerel
15、y yours, Kevin,Notes to the specimen letters,1. enclose随函附上 2. quality tea and coffee cups and saucers优质茶具和咖啡具 3. be well connected with与有很广泛的联系 4. feel sure相信 5. as requested按照要求 6. catalogues and pricelists目录和价格表 7. refer to谈到，涉及，有关 8. enquire 询问 9. extend our range 拓展业务范围 10. in compliance with 根
16、据 11. illustrated catalogue 插图目录,2.4 Focal Words（焦点词汇）,benefit n. 福利，益处，利益 the principle of equality and mutual benefit 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.,deal n. 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
