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1、第2章建立业务关系 ESTABLISHMENT OF BUSINESS RELATIONS,2.1 请求建立业务关系 Request for the Establishment of Business Relations 2.2 查询信与复查询信 A Letter of Reference and Reply 2.3 销售信 Sales Letter,主要内容,返回目录,21世纪高职高专规划教材,学习要点,掌握建立业务关系的常用句型。 掌握以下词汇的含义和用法： establish, business relation, address, financial, manufacturer, sp
2、ecialize, catalogue, contact, reputation, status, sales promotion, product 掌握查询信的书写方式，并能回复查询信。 掌握销售信的书写方式。,Pre-study Terms to learn,1. establish business relations(建立业务关系): 即确定贸易对象。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。 2. Status enquiry（资信调查）：指商家在交易的过程中，一方委托第三方专业服务机构对另一方的资
3、历、信用等方面所做的调查报告，用以帮助决策人在选择贸易伙伴、签约、确定交易方式或者处理逾期帐款、纠纷等决策过程中的参考，它是企业信用风险管理服务中的一项最普遍、最基本的业务。,Think and Discuss,How can a correspondence create a good will and leave a good impression on the reader?,2.1请求建立业务关系,Specimen 1 词汇： 1. address dres n.地址, 通讯处 2. potential pten()l adj. 可能的,潜在的n. 潜力,潜能 3. leading l
4、i:di adj. 领导的,主要的 4. manufacturer .mnjufktr n. 制造商 5. motorcycle mutsaikl n. 摩托车 6. attach tt v. 附上,系上,贴上 7. catalogue ktlg n. 目录,总目v. 编入目录 8. range reind n. 范围,行列,射程 v. 排列,归类于,延伸 9. pamphlets pmflit n. 小册子 10. contact kntkt n. vt 接触,联系,Specimen 1,Note (注释) We come to know the name and address of fr
5、om 我们从知道了.的名称和地址。 the leading manufacturers and exporters 主要的（一流的）生产商和出口商 give sb. a general idea of sth. 让某人大体了解某事 be of interest to sb. 某人对.感兴趣 together with同.一起,连同 look forward to vt. 展望(期待),Specimen 2,Vocabulary courtesy k:tisi n. 礼貌,好意,恩惠 commercial km:l adj. 商业的n. 商业广告 counselor kaunsl n. 顾问,参
6、事,法律顾问 establish istbli v. 建立,确立,创办 relation rilein n. 关系 specialize spelaiz v. 特殊化，专业 hi-tech haitek adj. 高技术的 standing stndi n. 起立,持续,身份 reputation .repju(:)tein n. 名誉,名声 sample smpl n. 样品,标本 article :tikl n. 文章,物品,条款,冠词,Note (注释) through the courtesy of承蒙的介绍 E.g.: through the courtesy of Matons C
7、o., Inc., we have known the name and address of your company. 承蒙Matons 有限公司的介绍，我们得到了你们公司的行名和地址。 the Commercial Counselors Office,Specimen 2,Note (注释) through the courtesy of承蒙的介绍 the Commercial Counselors Office 商务参赞处 establish business relations with和建立商业联系 establish direct business relations with和
8、建立直接的商业联系 specialize in专攻,专门从事于(某一科目),专门研究 long standing and high reputation声誉卓著 Its our pleasure to 是我们的荣幸 notebook computer 笔记本电脑 portable computer - 手提电脑,便携式电脑 sample book 样书,Summary,建立业务关系的信函一般包括如下内容： 1.信息来源 2.致函目的 3. 本公司概述 4.产品介绍 5. 激励性结尾,Some Useful Sentence,By the courtesy of , we are given t
9、o understand the name and address of your firm. 承蒙的介绍，我们得知贵公司的名称和地址。 We are willing to enter into business relations with your firm. 我们愿意与贵公司建立业务关系。 Your firm has been introduced (recommended, passed on) to us by 向我方介绍了贵公司。 We shall be glad to enter into business relations with you. 我们很乐意同贵公司建立业务关系。
10、 We are now writing you for the purpose of establishing business relations with you. 我们特此致函是想与贵方建立业务关系。,We specialize in the export of and would like to trade with you in this line. 鉴于我方专营.出口业务，我方愿与贵方在这方面开展贸易。 Our lines are mainly 我们经营的商品主要是 We have been in this line of business for more than twenty
11、 years. 我们经营这类商品已有二十多年的历史了。 In order to acquaint you with we handle, we take pleasure in sending you by air our latest catalogue for your perusal. 为了使贵方对我方经营的.有所了解，特航寄我方最新目录,供细阅。 We would like to ask you to kindly send us the related information. 我们希望你们能将相关资料寄给我们。,Keys,I Basic Training 1.Translate t
12、he following terms and expressions A. Into English Sample catalogue specialize in potential buyer with long standing and good reputation Pamphlet manufacturer exporter notebook computer chamber of commerce B. Into Chinese 使某人感兴趣 承蒙 高科技产品 商务参赞处 一系列 与建立业务关系 让某人大概了解 联系某人 和，与，一起 期待,2. Choose the suitabl
13、e expression for each blank 1）C 2) D 3) A 4) B 5)B 6) A 7) B 3. Fill in the blanks with the following words or expressions. 1) established 2) contact 3) reputation 4) manufacturers 5) sample 6) potential 7) articles 8) a range of 9) together with,Keys,4. Translate the following Chinese into English
14、1. Weve come to know your name and address from the Commercial Counselors Office of the British Embassy in Beijing. 2. We are willing to enter into business relations with your firm. 3. Through the courtesy of Chamber of Commerce in London, we have understood the name and address of your company. 4.
15、 We attach our catalogue in order to give a general idea of our products. 5. We have learned from Mr. Smith that you are willing to establish business relations with us. 6. We have specialized in this line for many years. 7. We are a leading manufacturer of high-tech products. 8. We are interested in your silk products.,Keys,Letter-writing practice Dear Sirs, We have your name and address from the Commercial Office of Chinese Embassy in Pakistan. We take this opportunity to write to you with a view to set up friend business relations with you. We are a state-owned company dealing specia
