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1、Unit 2 Establishing business Relations, Learning Aims,知识目标：了解获取新的贸易伙伴的信息渠道，掌握建立业务关系信函的写作方法和技巧。 技能目标：能够运用常用术语和典型句式撰写建交函, Writing guide,Channels for Obtaining Information about a New Firm (1) Overseas Chamber of Commerce ； (2) Commercial Counselors Office； (3) Your branch offices abroad ； (4) Trade Di
2、rectories； (5) Advertisements； (6) Exhibitions and trade fairs； (7) Banks； (8) Internet.,The Main Content of the Letter for Establishing Business Relations,(1) The source of information and the intention of the letter； (2) Brief introduction of the company such as nature of company, business scope ,
3、financial standing etc； (3) Expectation of cooperation or an early reply., Useful Sentences,1. Your name and address have been recommended to us by the Chamber of Commerce of your city. 2. We have seen your advertisement in South China Morning Post and are writing this letter to you in the hope of e
4、stablishing trade relations with you. 3. You have been introduced to us by Johnson Co., Ltd. as one of the leading importers of electronic products.,4. We learn from the Commercial Counselor of our Embassy in Beijing that you deal in the import and export of garments. 5. We are willing to enter into
5、 business relations with your company on the basis of equality and mutual benefit. 6. This corporation specializes in /has been handling the import and export business of electronic products and wishes to enter into business relations with you.,7. Our company has been in this line of business for ma
6、ny years and enjoys high international prestige. 8. Our products are of very good quality and our firm is always regarded by our customers as the most reliable one. 9. In order to extend our export business to your country, we wish to enter into direct business relations with you. 10. I hope we can
7、do business together, and look forward to hearing form you soon., Task 1: Exporter Writes to Importer,业务背景：浙江白云服装有限公司(Zhejiang Baiyun Garments Co. Ltd. )的销售部经理李欣在阿里巴巴上看到一则美国光明贸易有限公司(American Bright Trading Co.,Ltd.)的求购广告，他们急需一批全棉儿童夹克衫，因为自己公司刚好是生产儿童服装的，请以李欣的名义给美国公司写信希望与之建立贸易关系。 信函要点：（1）得知对方情况的途径，说明写信
8、意图； （2）介绍自己公司和产品的情况，并寄了一套最新的产品目录； （3）表示愿与对方合作的愿望，并早日得到答复。,Useful Expressions,儿童夹克衫 childrens jacket 属于某人的经营范围 fall into ones business scope 业务关系 business relations 期待,盼望 look forward to 最新的产品目录 latest catalogue,Notes to Letter 1,1.scope: n. 范围 scope of business (business scope)经营范围 Our business scop
9、e covers 我们的经营范围包括 Our business scope covers various electric and electronic goods. 我们的经营范围包括各类电器和电子产品。 fall/come into/within ones business scope 属于某人的经营范围 Garments do not come within our business scope. 服装不属于我们的经营范围。 The items you need happen to fall into our business scope. 你们想要的货物正好属于我们的业务范围。,2.
10、enter into business relations with 与建立业务关系 establish business relations with We recently got your name and address from China Daily and desire to establish business relations with you . 我公司刚从中国日报上看到贵公司的名称和地址，并期望与贵公司建立贸易关系。,3. specialize in 专营 We have been specializing in the export of leather produc
11、ts for many years. 我公司已经专营皮革产品出口好多年了。 This travel firm specializes in charter flights. 这家旅游公司专营包机业务。,4.enclose: v. 随附；封入 We enclose a copy of our price list. 随函寄去我方价目表一份。 A copy of our price list is enclosed. 随函寄去我方价目表一份。 Enclosed is a copy of our price list. 随函寄去我方价目表一份。 Enclosed please find a copy
12、 of our price list. 随函寄去我方价目表一份，请查收。 Please find enclosed a copy of our price list. 随函寄去我方价目表一份，请查收。 We thank you for your letter of July 18 enclosing a sample cutting of woolen material. 谢谢你方七月十八日内附毛料剪样的来信。,5.look forward to: 盼望，期待收到 We are looking forward to your early reply. 我方期待贵方早日复函。 I am look
13、ing forward to meeting you. 我期待与你见面。 We are looking forward to your confirmation. 我方期待收到贵方的确认 。, Task 2：Reply to Exporter,业务背景：美国光明贸易有限公司的Clare收到来信后表示很乐意与其建立业务关系，并希望对方邮寄样品本和报纽约到岸价的最低价。请以Clare的名义给李欣写一封回复函。 信函要点： （1）告知对方已收到来信并表示感谢； （2）希望对方邮寄样品本和报纽约到岸价的最低价； （3）表示愿与对方合作，并早日得到答复。,Useful Expressions,与建立业务
14、关系 establish business relations with 样品本 sample book 纽约到岸价 CIF New York,Notes to Letter 2,1. receipt: n.收到,收据 upon/on receipt of:一收到就 ,收到以后 We lost no time in contacting the supplier upon receipt of your order. 收到你们的订单以后我们立即联系了供货商。 Upon receipt of the samples we will arrange production immediately.
15、收到样品以后我们将立即安排生产。 in receipt of 收到 We are in receipt of your letter of June 5. 贵方6月5日来函收到,谢谢。,2. place an order with for向订购 We wish to place an order with your corporation for 5,0000 bicycles. 我们希望向贵公司订购5,0000辆自行车。 If you are in doubt about the marketability of this commodity, we suggest that you pla
16、ce trial order of small quantity. 如果您对该商品的销售可能性感到没有把握，我们建议您先少量试订一批。,3. competitive adj.竞争的，比赛的；（价格等）有竞争力的 They are highly competitive when you take quality into consideration. 当你考虑到质量时,你会发现它们是很具有竞争性的。 Im sure you will find our offer the most competitive one in this rising market of today. 您一定会感到我们的报价在今天这个需求量上升的市场上最有竞争力。, Task 3: Importer Writes to Exporter,业务背景：加拿大AK贸易有限公司的采购部经理迈克西维尔在上海国际服装纺织品贸易博览会结识了上海佳佳贸易有限公司的销售部经理周凌，对他们公司的棉质服装留下了深刻的印象，回国后给周经理写信希望他们报棉质服装的温哥
