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1、Unit 1 Unit 1 Establishing Business Relations Establishing Business Relations建立业务关系建立业务关系BUSINESS LETTERS 商务函电 大连理工大学电子音像出版社大连理工大学出版社Unit 1 Establishing Business RelationsUnit 1 Establishing Business Relations建立业务关系建立业务关系建立业务关系建立业务关系 0Introduction1Lesson 1 Importers Self-Introduction2Lesson 2 Export
2、ers Self-Introduction3Lesson 3 Inquiring About Foreign Trade Policy and Supply4Sum-upIntroductionIntroduction 写信人通过如广播、电视、报纸、他人介绍、商务写信人通过如广播、电视、报纸、他人介绍、商务参赞处、交易会等渠道得知潜在交易人的名称、地址，参赞处、交易会等渠道得知潜在交易人的名称、地址，了解到一点有关对方的经营范围，写信给对方希望建立了解到一点有关对方的经营范围，写信给对方希望建立业务关系，同时介绍一下自己的购买意图、经营范围，业务关系，同时介绍一下自己的购买意图、经营范围，表达
3、对对方的希望与要求。表达对对方的希望与要求。 写作要点及要求写作要点及要求写作要点及要求写作要点及要求: : : :这类信函通常包括：这类信函通常包括：开头：开头：1）说明自己的消息来源）说明自己的消息来源; 2) 表达建立业务关系的希望表达建立业务关系的希望;正文：正文： 3) 自我介绍自我介绍; 包括自己公司，经营范围，公司资信情包括自己公司，经营范围，公司资信情 况等；况等； 4) 表达要求表达要求; 结尾：结尾： 5) 期望；此部分其实是客套话，一般是表示希望对期望；此部分其实是客套话，一般是表示希望对 方早日回信，听到对方的好消息等。方早日回信，听到对方的好消息等。回信要点：回信要点
4、：回信要点：回信要点：同意建立业务关系的回信：同意建立业务关系的回信：同意建立业务关系的回信：同意建立业务关系的回信：开头：开头：开头：开头：1 1）收到来信并表示愿意建立业务关系；）收到来信并表示愿意建立业务关系；）收到来信并表示愿意建立业务关系；）收到来信并表示愿意建立业务关系；正文：正文：正文：正文：2 2）对对方信中提及的要求，问题给予答复，并做自）对对方信中提及的要求，问题给予答复，并做自）对对方信中提及的要求，问题给予答复，并做自）对对方信中提及的要求，问题给予答复，并做自 我介绍；我介绍；我介绍；我介绍；结尾：结尾：结尾：结尾：3 3）期望：可以做生意，或收到具体询盘。）期望：可
5、以做生意，或收到具体询盘。）期望：可以做生意，或收到具体询盘。）期望：可以做生意，或收到具体询盘。 不能与之建立业务关系的回信：不能与之建立业务关系的回信：不能与之建立业务关系的回信：不能与之建立业务关系的回信：开头：开头：开头：开头：1 1）收到来信；）收到来信；）收到来信；）收到来信；正文：正文：正文：正文：2 2）很遗憾不能建立业务关系，并详细说明原因；）很遗憾不能建立业务关系，并详细说明原因；）很遗憾不能建立业务关系，并详细说明原因；）很遗憾不能建立业务关系，并详细说明原因；结尾：结尾：结尾：结尾：3 3）期望：以后合作的机会，或再次表示道歉。）期望：以后合作的机会，或再次表示道歉。）
6、期望：以后合作的机会，或再次表示道歉。）期望：以后合作的机会，或再次表示道歉。 每封信件的具体内容会有变化，需要根据实际情况加以每封信件的具体内容会有变化，需要根据实际情况加以每封信件的具体内容会有变化，需要根据实际情况加以每封信件的具体内容会有变化，需要根据实际情况加以调整。调整。调整。调整。Unit 1 Establishing Business RelationsUnit 1 Establishing Business Relations建立业务关系建立业务关系建立业务关系建立业务关系 0Introduction1Lesson 1 Importers Self-Introduction2
7、Lesson 2 Exporters Self-Introduction3Lesson 3 Inquiring About Foreign Trade Policy and Supply4Sum-upLesson 1 Importers Self-introductionLesson 1 Importers Self-introduction进口商自我介绍进口商自我介绍进口商自我介绍进口商自我介绍TEXTArm yourselfTEXTArm yourselfMain pointsMake yourself skilledMain pointsMake yourself skilledLess
8、on 1 Importers Self-introductionLesson 1 Importers Self-introduction进口商自我介绍进口商自我介绍进口商自我介绍进口商自我介绍TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled1. TEXT 1. TEXT Specimen 1 Importers self-introductionSpecimen 2 Reply to the above Lesson 1 Importers Self-
9、IntroductionLesson 1 Importers Self-Introduction进口商自我介绍进口商自我介绍进口商自我介绍进口商自我介绍TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled2. Arm yourself 2. Arm yourself 1. 1. inthehopethatinthehopethat 希望希望 in the hope of in the hope of sthsth./doing ./doing sthsth
10、. . 2. 2. establishbusinessrelationswithestablishbusinessrelationswith 建立业务关系建立业务关系 similar expressions: build up, set up, enter into business relations with similar expressions: build up, set up, enter into business relations with sbsb. .n. establishment n. establishment establishment of business r
11、elations establishment of business relations 建立业务关系建立业务关系 establishment of L/C establishment of L/C 开立信用证开立信用证3. 3. extendextend v. v. Enlarge; offer, provideEnlarge; offer, provide扩大扩大; ;给予，提供给予，提供; ;延期延期 extend range extend range 扩大经营范围扩大经营范围 extend business extend business 扩大业务扩大业务 e.g.我们很想早日与你方建
12、立直接的业务关系。We would like to establish direct business relations with you at an early day.我们写信给你方,希望与你方建立业务关系。We are writing for the establishment of business relations with you.e.g.我 们 写 信 给 你 方 ,希 望 与 你 方 建 立 业 务 关 系 。Were writing to you in the hope that youll establish business relations with us.Or:
13、 Were writing to you in the hope of establishing business relations with you.我 们 回 信 给 你 方, 希 望 你 们 给 我 们 最 低 报 价 。We write back to you in the hope that you can quote us the lowest price.句式：extend sb. sth./ extend sth. to sb. 给予某人某样东西 extend us the support (give ,extend the support to us) extend the
14、 accommodation to sb. 提供某人某物 extend L/C 延期信用证 extend the L/C to August 1 将信用证展期至8月1日 extend the date of the delivery in the L/C to 将信用证中的交货期展至n. extension 扩大，展期，给予 extension of the L/C 信用证展期 make extension of the L/C 展期信用证 adj. extensive 广泛的； 大量的 extensive connection 广泛的联系* range n. 范围 a range of 一系
15、列 a wide range of 广泛的v.range fromto 从范围内变动4. 4. appreciateappreciate v. be thankful or show gratitude for; v. be thankful or show gratitude for; admire greatly admire greatly感谢，欣赏感谢，欣赏 We shall appreciate it if .We shall appreciate it if . it is appreciated if (that). it is appreciated if (that). we
16、 shall appreciate you doing. we shall appreciate you doing. We shall appreciate We shall appreciate sthsth.e.g. e.g. 如我们早日收到你方来信，我们将不胜感激。如我们早日收到你方来信，我们将不胜感激。 We shall appreciate your early reply.We shall appreciate your early reply.5. 5. competitivecompetitive adj. adj. 有竞争力的，竞争的有竞争力的，竞争的 competitiv
17、e price competitive price 有竞争力的价格有竞争力的价格 v. compete (+with) v. compete (+with) 与与竞争竞争e.g.e.g. 贵方商品质量能与其他产品质量相竞争。贵方商品质量能与其他产品质量相竞争。 Quality of your goods can compete with that of Quality of your goods can compete with that of other products. other products.e.g.你们会喜欢我方产品的颜色和款式的。 You should appreciate
18、the colors and designs of our goods. 如你方能尽早给予答复，我们将不胜感激。 We shall appreciate it if you could give us an early reply. competition 竞争竞争e.g. 国际市场上竞争很激烈。There is a keen competition in the international market.Or: Competition in the international market is very keen.n. competitiveness 有竞争性，有竞争力e.g. 为了提升公
19、司的竞争力，我们要不断改进产品的质量。We should improve the quality of products continuously in order to increase the competitiveness of our company.6. 6. placeanorderwithplaceanorderwithsb.forsb.forsthsth. want to buy want to buy sthsth. from . from sbsb. . 向某人定向某人定购购e.g. 如你方价格有竞争力，我方将向你方订购手套。If your prices are compe
20、titive, we shall be pleased to place an order with you for gloves.现向你方订购100匹印花细布。We are placing an order with you for 100 pieces of printed shirting.place an order for a large quantity (of) 大量订购有关订单的表达法：regular order 长期订货trial order 试订单first/ initial order 首笔订单substantial order 大宗订单repeat order 再次订单
21、/ 续订单*order sth. with sb. 向某人订购 7. 7. lookforwardtolookforwardto think of (a future event) with pleasurable think of (a future event) with pleasurable 盼望盼望 句式：句式：look forward to look forward to sthsth./doing ./doing sthsth. look forward to your early reply look forward to receiving your reply e.g.我们
22、盼望，通过我们共同的努力，能与你 方做成生意。 We look forward to, by joint efforts, doing business with you. 88bedesiroustobedesirousto have a desire to, be eager to, be anxious have a desire to, be eager to, be anxious to to 热切盼望，渴望热切盼望，渴望 句式：句式：be desirous of doing be desirous of doing sthsth./be desirous to do ./be de
23、sirous to do sthsth.e.g.e.g. 我们热切盼望与贵方做生意。我们热切盼望与贵方做生意。 We are desirous to do business with you.We are desirous to do business with you.v. desire v. desire 希望希望，期望；想要，期望；想要n. desire n. desire 希望，渴望希望，渴望;要求，请求要求，请求 have a desire to do have a desire to do sthsth. (the same as “desire to do . (the same
24、 as “desire to do sthsth.”).”)句式：desire to do sth. desire sb. to sth. desire that desire sth. It is desired that 9. 9. satisfydifferentmarketneedssatisfydifferentmarketneeds meet the various needs in the meet the various needs in the market market 满足满足 satisfy needs satisfy needs 满足要求满足要求( (需求需求) )
25、10. 10. incompliancewithincompliancewith according to, in agreement with according to, in agreement with与与.一致，符一致，符合合; ;按照，根据按照，根据e.g.e.g. 价格与国际市场行情一致。价格与国际市场行情一致。 The price is in compliance with the international market.The price is in compliance with the international market. v. comply (+with) v.
26、comply (+with) 遵从，按照，根据，与遵从，按照，根据，与一致一致e.g.e.g. 应你方要求，给予贵方最低价。应你方要求，给予贵方最低价。 We comply with your request and give you the lowest price. We comply with your request and give you the lowest price. 11. 11. underseparatecoverunderseparatecover by separate mail, in another letter by separate mail, in ano
27、ther letter 另邮另邮, , 另寄另寄 similar expression: serve the needs, meet the needsunder cover in an enclosure for mailing 随函附上e.g. 关于目录与价目表，我们将另邮寄给你方。 We will send you under separate cover catalogue and priceliste.g. 应你方的要求，我们已通知银行在日内开立信用证。 In compliance with your request, we have instructed the bank to o
28、pen the L/C in a few days.v. comply (+with) e.g. 我们应按买方要求，选择与市场一致的价格。 We shall comply with the buyers request and choose the prices in line with the market. 12. 12. coveringcovering about, including; to pay, to meet about, including; to pay, to meet 关于关于, , 支支付付 e.g.e.g. 我们寄给你方一张支票，支付第一笔船货。我们寄给你方一张支
29、票，支付第一笔船货。 We send you a We send you a chequecheque covering the first shipment. covering the first shipment. v. cover v. cover 包括包括 13. 13. enquiryenquiry n. questions or query n. questions or query 询问，打听，询盘询问，打听，询盘 v. enquire v. enquire 询问，打听，询盘询问，打听，询盘 句式：句式：enquire for enquire for sthsth. . 询盘某种
30、商品询盘某种商品 enquire about enquire about sthsth. . 打听某事打听某事 enquire into enquire into sthsth. . 调查某事调查某事 make enquiries enquire make enquiries enquire 询盘询盘 e.g. 寄上一份价目表，内容包括我们所经营的商品。We send you a price list covering goods we are handing.我们的业务范围已扩大到包括化工产品在内了。Our activities have now been extended to cover
31、 Chemicals.e.g. 我们昨天收到的信是关于劳动分工的询问的。The letter we received yesterday is an enquiry about the division of labor.获悉你方对纺织品的询盘，谢谢。Thank you for your enquiry for textiles. Lesson 1 Importers Self-IntroductionLesson 1 Importers Self-Introduction进口商自我介绍进口商自我介绍进口商自我介绍进口商自我介绍TEXTArm yourselfMain pointsMake y
32、ourself skilledTEXTArm yourselfMain pointsMake yourself skilled3. Main points3. Main pointsSpecimen 1Specimen 1 a. source of information and intension a. source of information and intension b. self introduction and detailed requirements b. self introduction and detailed requirements c. expectation o
33、f early reply c. expectation of early replySpecimen 2Specimen 2 a. receipt of letter and agreement to the wishes a. receipt of letter and agreement to the wishes b. sending of catalogue and pricelist b. sending of catalogue and pricelist c. expectation of a specific enquiry. c. expectation of a spec
34、ific enquiry. Chinese VersionChinese Version信件一信件一麦克唐那和伊万有限公司美国纽约劳顿大街58号福建鞋业进出口公司中国福建福州保定大街45号送交：销售部吴刚先生敬启者:我们从伏特公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。多年来，本公司经营休闲鞋类进口生意，目前想扩展业务范围。请惠寄商品目录与报价单。如贵司产品价格有竞争力，本公司必定向你方试订。恭候佳音。麦克唐那和伊万有限公司（签名）麦克. 伊万 经理 谨上2006年8月20日 信件二信件二信件二信件二福建鞋业进出口公司福建鞋业进出口公司福建鞋业进出口公司福建鞋业进出口公司中国福
35、建福州保定大街中国福建福州保定大街中国福建福州保定大街中国福建福州保定大街4545号号号号麦克唐那和伊万有限公司麦克唐那和伊万有限公司麦克唐那和伊万有限公司麦克唐那和伊万有限公司美国纽约劳顿大街美国纽约劳顿大街美国纽约劳顿大街美国纽约劳顿大街5858号号号号敬启者敬启者敬启者敬启者:感谢贵公司八月二十日的来函，我们非常渴望与贵公司建立商务关系。感谢贵公司八月二十日的来函，我们非常渴望与贵公司建立商务关系。感谢贵公司八月二十日的来函，我们非常渴望与贵公司建立商务关系。感谢贵公司八月二十日的来函，我们非常渴望与贵公司建立商务关系。我们鞋厂致力于设计和生产各种传统和时尚男女鞋产品。我们已开发和上我们
36、鞋厂致力于设计和生产各种传统和时尚男女鞋产品。我们已开发和上我们鞋厂致力于设计和生产各种传统和时尚男女鞋产品。我们已开发和上我们鞋厂致力于设计和生产各种传统和时尚男女鞋产品。我们已开发和上市了市了市了市了EVAEVA拖鞋，室内拖鞋，棉拖鞋，新款刺绣拖鞋；童鞋和布鞋。可以满拖鞋，室内拖鞋，棉拖鞋，新款刺绣拖鞋；童鞋和布鞋。可以满拖鞋，室内拖鞋，棉拖鞋，新款刺绣拖鞋；童鞋和布鞋。可以满拖鞋，室内拖鞋，棉拖鞋，新款刺绣拖鞋；童鞋和布鞋。可以满足国内外不同市场需求。足国内外不同市场需求。足国内外不同市场需求。足国内外不同市场需求。谨遵要求另函奉上最新的出口商品目录及报价单，涵括目前可供的出口谨遵要求另
37、函奉上最新的出口商品目录及报价单，涵括目前可供的出口谨遵要求另函奉上最新的出口商品目录及报价单，涵括目前可供的出口谨遵要求另函奉上最新的出口商品目录及报价单，涵括目前可供的出口商品。商品。商品。商品。如你方对任何一款感兴趣，请让我方知道。期盼你方具体询盘。如你方对任何一款感兴趣，请让我方知道。期盼你方具体询盘。如你方对任何一款感兴趣，请让我方知道。期盼你方具体询盘。如你方对任何一款感兴趣，请让我方知道。期盼你方具体询盘。福建鞋业进出口公司福建鞋业进出口公司福建鞋业进出口公司福建鞋业进出口公司（签名）（签名）（签名）（签名）吴刚吴刚吴刚吴刚经理经理经理经理谨上谨上谨上谨上20062006年年年年
38、88月月月月3131日日日日 Lesson 1 Importers Self-IntroductionLesson 1 Importers Self-Introduction进口商自我介绍进口商自我介绍进口商自我介绍进口商自我介绍TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled4. Make yourself skilled 4. Make yourself skilled I. Basic TrainingI. Basic Training 1. T
39、ranslate the following expressions into Chinese:1. Translate the following expressions into Chinese: quotation quotation export range export range extensive connection extensive connection latest catalogue latest catalogue leading importer leading importer order order（n.n.） specific enquiry specific
40、 enquiry extension of L/C extension of L/C 报价报价出口产品范围出口产品范围广泛的联系广泛的联系最新目录最新目录一流的进口商一流的进口商订单订单具体询盘具体询盘 信用证展期信用证展期2. Choose the best answer:2. Choose the best answer:1) We would _ very much if you send us a few sample books. a. appreciated b. appreciate it c. appreciate you d. appreciate2) We send a c
41、opy of our export list _ the main items available at present. a. covered b. covering c. cover d. are covered3) We would like to receive your inquiries _ our hardware. a. about b. to c. for d. into4) We wish to establish direct business relations _ you. a. with b. for c. from d. to5) We are _ your de
42、tailed requirement. a. forwarding b. looking to c. looking forward d. looking forward to bbcad6) We are planning to _ our business activities to our neighboring countries. a. execute b. extend c. extension d. enlarging7) We are interested in your cotton piece goods and wish to receive your _ soon. a
43、. specific enquiry b. special enquiry c. specific enquire d. enquire specifically8) We are writing you _ you can give us the lowest quotation. a. hope b. hoping to c. in the hope that d. in the hope of 9) We _ make business contact with you. a. desirous to b. desire c. are desirous to d. are desirou
44、s of10) We intend to place an order _ you _ 300 sets “Huanan” brand sewing machines. a. fromabout b. withfor c. withof d. fromfor bbacc3. Improving Training:3. Improving Training: 1)1)我们想介绍一下我们的业务范围。我们想介绍一下我们的业务范围。我们想介绍一下我们的业务范围。我们想介绍一下我们的业务范围。(business range)(business range)2) 2) 我们从史密斯先生处得知你方的名称与地
45、址，他与我们做了很多年的生意。我们从史密斯先生处得知你方的名称与地址，他与我们做了很多年的生意。我们从史密斯先生处得知你方的名称与地址，他与我们做了很多年的生意。我们从史密斯先生处得知你方的名称与地址，他与我们做了很多年的生意。(obtain name and address from)(obtain name and address from)3) 3) 尽早告知你方感兴趣的商品为盼。（尽早告知你方感兴趣的商品为盼。（尽早告知你方感兴趣的商品为盼。（尽早告知你方感兴趣的商品为盼。（shall appreciate it if you couldshall appreciate it if y
46、ou could）4) 4) 我们已收到从国外寄来的许多询价单。我们已收到从国外寄来的许多询价单。我们已收到从国外寄来的许多询价单。我们已收到从国外寄来的许多询价单。(enquiry)(enquiry)1) We would like to introduce our business range.2) We obtained your name and address from Mr. Smith, who has done business with us for many years.3) We shall appreciate it if you could inform us of
47、the goods you are interested in.4) We have received many enquiries from abroad.5 5）他们以前从英国进口机器，现在想同我们建立业务关系。）他们以前从英国进口机器，现在想同我们建立业务关系。）他们以前从英国进口机器，现在想同我们建立业务关系。）他们以前从英国进口机器，现在想同我们建立业务关系。 (establish business relations with) (establish business relations with) 6) 6) 我公司是拉哥斯市我公司是拉哥斯市我公司是拉哥斯市我公司是拉哥斯市(La
48、gos)(Lagos)最大的电器用品进口商，主要经营电器用品最大的电器用品进口商，主要经营电器用品最大的电器用品进口商，主要经营电器用品最大的电器用品进口商，主要经营电器用品进口业务。进口业务。进口业务。进口业务。(leadinghandling)(leadinghandling)7) 7) 如果你方价格有竞争力，我们相信我们之间能达成大量的交易。如果你方价格有竞争力，我们相信我们之间能达成大量的交易。如果你方价格有竞争力，我们相信我们之间能达成大量的交易。如果你方价格有竞争力，我们相信我们之间能达成大量的交易。(competitive, close deals with)(competiti
49、ve, close deals with)8 8）如蒙你方能将此信转交给负责此事的人，我们将不胜感激。）如蒙你方能将此信转交给负责此事的人，我们将不胜感激。）如蒙你方能将此信转交给负责此事的人，我们将不胜感激。）如蒙你方能将此信转交给负责此事的人，我们将不胜感激。(It shall (It shall be appreciated if you could)be appreciated if you could)9 9）我方在）我方在）我方在）我方在1212月月月月1 1日的信中通知你方，我们愿与你方订购日的信中通知你方，我们愿与你方订购日的信中通知你方，我们愿与你方订购日的信中通知你方，我们
50、愿与你方订购500500辆飞鸽牌自行辆飞鸽牌自行辆飞鸽牌自行辆飞鸽牌自行车车车车. .。(inform,place orders with (inform,place orders with sbsb. For . For sthsth.) .) 5)They used to import machines from UK, but now they would like to establish business relations with us.6) We are the leading importer of electronic products in Lagos, handling
51、 the import of electronic goods.7) If your price is competitive, we trust we can close great deals with each other.8）It shall be appreciated if you could pass this letter on to the person in charge.9）We informed you in our letter of December 1that we would like to place with you an order for 500 set
52、s Flying Pigeon bicycles.4. Letter-writing practice:4. Letter-writing practice: You are an importer of electronic goods in US. You are an importer of electronic goods in US. Recently you got a piece of information about aRecently you got a piece of information about a Rainbow Electronic Products Co.
53、, Ltd in China on Rainbow Electronic Products Co., Ltd in China on the Internet as follows:the Internet as follows: 彩虹牌电风扇使用军工技术生产的，低噪声，噪声低，彩虹牌电风扇使用军工技术生产的，低噪声，噪声低，彩虹牌电风扇使用军工技术生产的，低噪声，噪声低，彩虹牌电风扇使用军工技术生产的，低噪声，噪声低，风力柔和。按照国际标准生产，建立质风力柔和。按照国际标准生产，建立质风力柔和。按照国际标准生产，建立质风力柔和。按照国际标准生产，建立质量保证体系，获得中国电工产品认证合格证书
54、，取得长量保证体系，获得中国电工产品认证合格证书，取得长量保证体系，获得中国电工产品认证合格证书，取得长量保证体系，获得中国电工产品认证合格证书，取得长城标志。彩虹牌系列电风扇，有落地扇、台扇两大类共城标志。彩虹牌系列电风扇，有落地扇、台扇两大类共城标志。彩虹牌系列电风扇，有落地扇、台扇两大类共城标志。彩虹牌系列电风扇，有落地扇、台扇两大类共十多个花色品种。十多个花色品种。十多个花色品种。十多个花色品种。 Sample letter: Sample letter: Dear sirs, Dear sirs, We are one of the leading importers of We a
55、re one of the leading importers of electric goods in this city and shall be electric goods in this city and shall be pleased to establish business relations with pleased to establish business relations with your firm.your firm. At present we are interested in your At present we are interested in you
56、r electric fan, details as per our enquiry note electric fan, details as per our enquiry note no. 1345 attached, and shall be glad to no. 1345 attached, and shall be glad to receive your lowest quotation as soon as receive your lowest quotation as soon as possible.possible. We would like to mention
57、that if your price We would like to mention that if your price is attractive and delivery date acceptable, we is attractive and delivery date acceptable, we shall place our order with you immediately. shall place our order with you immediately. Your early reply will be highly appreciated. Your early
58、 reply will be highly appreciated.Yours faithfully, Yours faithfully, II II II More exercisesMore exercises 1. Fill in the blanks with proper forms of given words:compete enquire establish extend desire comply1) Upon receipt of your specific , well airmail the quotation and sample books.2) Your pric
59、e is and acceptable to us.3) Were writing you for the of business relations with your company.4) In with your request, a pricelist covering the various bicycles available for export has been airmailed to you.5) We have a to buy this product from you.6) We are looking forward to receiving the of L/C
60、immediately. enquirycompetitiveestablishmentcompliancedesireextension2. Complete the following sentences in English:2. Complete the following sentences in English:1) We are interested to 1) We are interested to 购买你公司的永久牌自行车。购买你公司的永久牌自行车。购买你公司的永久牌自行车。购买你公司的永久牌自行车。(buyForever (buyForever bicycles)bicy
61、cles) buy your Forever bicyclesbuy your Forever bicycles 和你公司建立友好关系。和你公司建立友好关系。和你公司建立友好关系。和你公司建立友好关系。(establish business relations)(establish business relations) establish friendly relations with youestablish friendly relations with you 知晓你公司是最大的电风扇进口商。知晓你公司是最大的电风扇进口商。知晓你公司是最大的电风扇进口商。知晓你公司是最大的电风扇进口商
62、。(largest)(largest) know that you are the largest importer of electronic fan know that you are the largest importer of electronic fan 2) We shall be pleased to 2) We shall be pleased to 马上收到你方最新价目表。马上收到你方最新价目表。马上收到你方最新价目表。马上收到你方最新价目表。(latest (latest pricelist) pricelist) receive your latest pricelis
63、treceive your latest pricelist 收到你方订单。收到你方订单。收到你方订单。收到你方订单。(order)(order) receive your orderreceive your order 3) We are looking forward to 3) We are looking forward to 早日收到你方复信。早日收到你方复信。早日收到你方复信。早日收到你方复信。(reply)(reply) receiving your early replyreceiving your early reply 你们的好消息。你们的好消息。你们的好消息。你们的好消息
64、。(good news)(good news) your good newsyour good news 3. Complete the following letter in English:3. Complete the following letter in English:Dear Sir,Dear Sir, 我们作为毛衣主要进口商我们作为毛衣主要进口商我们作为毛衣主要进口商我们作为毛衣主要进口商1515年，年，年，年，and are planning to and are planning to 扩大业务扩大业务扩大业务扩大业务 to our neighboring countrie
65、s, from the clients to our neighboring countries, from the clients 我们收到了许多有关毛衣的询价。我们收到了许多有关毛衣的询价。我们收到了许多有关毛衣的询价。我们收到了许多有关毛衣的询价。We are considering the We are considering the possibility of possibility of 与你方建立业务关系与你方建立业务关系与你方建立业务关系与你方建立业务关系 if possible. if possible. 盼望贵方尽早回复。盼望贵方尽早回复。盼望贵方尽早回复。盼望贵方尽早回
66、复。 Yours faithfully, Yours faithfully, We have been the leading importers of sweater for 15 years,extend our businesswe have received many enquiries for sweater.establishing business relations with youYour early reply shall be appreciated.Unit 1 Establishing Business RelationsUnit 1 Establishing Bus
67、iness Relations建立业务关系建立业务关系建立业务关系建立业务关系 0introduction1Lesson 1 Importers Self-Introduction2Lesson 2 Exporters Self-Introduction3Lesson 3 Inquiring About Foreign Trade Policy and Supply4SumupLesson Two Exporters Self-IntroductionLesson Two Exporters Self-Introduction出口商自我介绍出口商自我介绍出口商自我介绍出口商自我介绍 TEXTA
68、rm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled Lesson Two Exporters Self-IntroductionLesson Two Exporters Self-Introduction出口商自我介绍出口商自我介绍出口商自我介绍出口商自我介绍 TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled 1. TEX
69、T1. TEXTSpecimen 1 Exporters Self-introductionSpecimen 2 Favorable ReplyLesson Two Exporters Self-IntroductionLesson Two Exporters Self-Introduction出口商自我介绍出口商自我介绍出口商自我介绍出口商自我介绍 TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled 2. Arm yourself2. Arm your
70、self1. 1. throughthecourtesyofthroughthecourtesyof obtainfromobtainfrom承蒙承蒙承蒙承蒙介绍介绍介绍介绍 2. 2. begiventounderstandbegiventounderstand get to know get to know 获悉获悉获悉获悉e.g. 承蒙中国驻华盛顿大使馆介绍，使我们得知贵公司的名称和地址。 Through the courtesy of Chinese Embassy in Washington, we come to know your name and address. simila
71、r expression: be informed thate.g.我们获悉你方发来的货物在市场上大受欢迎。 We are given to understand that your goods are popular in the market. 3. 3. fallwithinfallwithin belong to belong to 属于属于属于属于 fall within the scope of ones business activities 属于某人的经营范围（业务范围） similar expression: lie within e.g. 从你处10月3日来信获悉这项业务属
72、于你方经营范围。 We learn from your letter of 3rd October that the goods fall within the scope of your business activities. 4. 4. giveyouageneralideagiveyouageneralidea 为使你方大致了解为使你方大致了解为使你方大致了解为使你方大致了解 similar expressions: give a rough idea of 为使大致了解 give a detailed idea of 为使详细了解 give an idea of 为使了解 e.g.
73、为让你方了解现在可供出口的各种棉布的大致情况，我们给你方寄去价格表。 In order to give you a general idea of the cotton piece goods available for export, we send you a pricelist. have an idea of 对有了解 5. 5. lineline n. range n. range 范围，经营业务范围，经营业务范围，经营业务范围，经营业务 business line business line 业务范围，经营产品业务范围，经营产品业务范围，经营产品业务范围，经营产品 be in li
74、ne of be in line of 经营经营经营经营 be in line with be in line with 与与与与一致，符合一致，符合一致，符合一致，符合， be out of line with be out of line with 脱离，与脱离，与脱离，与脱离，与不一致，不符合不一致，不符合不一致，不符合不一致，不符合 e.g. 你方主要经营什么产品？ Whats your main line? 你方给的价格与市场行情不符合。 The price you give us is out of line with the market. 如果你方价格符合行情，我们可以接受。
75、If your price is in line, we can accept it. n. line 行业，事业 airline 航空公司 a steamer ship line 轮船公司 price line 价格相同的一批货物 sight line (观众)视线 railway line 铁路线 the main line 铁路干线 a branch line 铁路支线 6. 6. encloseenclose v. send with,v. send with,随函附上随函附上随函附上随函附上 句式：句式：句式：句式： enclose enclose sthsth. . Enclose
76、d please find Enclosed please find Enclosed are/is Enclosed are/is e.g. 我们随函附上一份价目表。 We enclose a copy of pricelist.Or. A pricelist is enclosed. Or. Enclosed please find a pricelist.e.g. 随函附上一份目录。 We enclose herewith a copy of our catalogue. 随函附上一份最新式样的样品。 We enclose herein a sample of our latest st
77、yle. 已收到你方4月15日的来信及附件。 We thank you for your letter of April 15 with enclosure. adj. enclosed 随附的 enclosed catalogue 随附目录n. enclosure 附件7. 7. showingshowing 显示，说明显示，说明显示，说明显示，说明 inging 形式用以说明前面的来信来电，去信去电，报盘，定单，合同等形式用以说明前面的来信来电，去信去电，报盘，定单，合同等形式用以说明前面的来信来电，去信去电，报盘，定单，合同等形式用以说明前面的来信来电，去信去电，报盘，定单，合同等的内容
78、。在函电中有很多类似的用法的内容。在函电中有很多类似的用法的内容。在函电中有很多类似的用法的内容。在函电中有很多类似的用法,如：如：如：如：asking ,offering,asking ,offering, advisingadvising等。等。等。等。e.g. 我们随函附上一份关于我们业务范围的清单。 We are enclosing a list showing our business activities. 我们给你方发了份电报，希望你们给我们报最低价。 We sent you a cable, hoping that you can give us the lowest pric
79、e. 我们收到你方来信，信中要求我们给你方寄份最新价目表。 We have received your letter, asking us to send you our latest pricelist. 请给我们报最低价，同时说明最早的装船日期。 Please quote us your lowest price, stating the earliest date of shipment. 请写信给这家电风扇出口商，要求和他们建立贸易关系。 Please write a letter to an exporter of electronic fan, asking for the est
80、ablishment of the business relations. 请给中国银行去函，要求开出以星星有限公司为抬头的不可撤消的金额为 3,000美元的信用证。 Please write to Bank of China asking them to open an irrevocable L/C for $3,000 in favor of Star. ltd. 8. 8. insupplyinsupply that can be provided that can be provided 可供应的可供应的可供应的可供应的 n. supply n. supply 供应，供应的产品（常用
81、复数）供应，供应的产品（常用复数）供应，供应的产品（常用复数）供应，供应的产品（常用复数） be in short supply be in short supply 供应短缺供应短缺供应短缺供应短缺 v. supply v. supply 供应供应供应供应 supply supply sbsb. with . with sthsth. n. supplier n. supplier 供应商供应商供应商供应商 supply position 供应情况 limited supply 供应有限 regular supply 稳定的供货e.g. 该货现供应短缺。 The goods are in s
82、hort supply. v. supply 供应 e.g. 我们相信你们能供应我方50箱青岛啤酒。 We believe that youll supply us with 50 cases of Qingdao Beer. 9.9. contact contact v. approach v. approach 与与与与联系联系联系联系 n. contact (with) n. contact (with) 与与与与联系联系联系联系e.g. 目前我们无法接受你方定单，你们是否与我们上海分公司联系，该公司也出口类似产品。 As we can not accept your order at
83、this moment, could you contact our Shanghai branch, which also exports similar products.n. contact (with) .connection, touch 与联系 有关句式：get in contact with sb establish contact with sb 建立 类似的搭配词还有have, enter into, make, set up, etc. e.g. 我们与在美国的客户有很多联系。 We have many contacts with our customers in Amer
84、ica. 10. 10. beofinteresttobeofinterestto 使使使使感兴趣感兴趣感兴趣感兴趣 句式：句式：句式：句式： be interested in be interested in sthsth./doing ./doing sthsth./to do ./to do sthsth. be interesting to be interesting to sbsb. e.g. e.g.我们的一个客户对你方的新产品有兴趣。我们的一个客户对你方的新产品有兴趣。我们的一个客户对你方的新产品有兴趣。我们的一个客户对你方的新产品有兴趣。 One of our clients
85、 are interested in your new products.One of our clients are interested in your new products.e.g. 去年流行的样式我们不再有兴趣。 The designs that were in fashion last year are no longer interesting to us. 现航寄客户感兴趣的各种型号样品各一件。 We are sending you one each of these models by air in which clients are interested.关于intere
86、st 的句式还有： interest sb. have (take ) interest in 11. 11. assureassure v. tell (somebody) positively or confidently v. tell (somebody) positively or confidently 向向向向保保保保证，担保证，担保证，担保证，担保, , , ,使使使使放心放心放心放心 句式：句式：句式：句式：assure assure sbsb. of . of sthsth. . assure assure sbsb. that. that 12. 12. haveourb
87、estandpromptattentionhaveourbestandpromptattention 得到我们最认真和及时的得到我们最认真和及时的得到我们最认真和及时的得到我们最认真和及时的关注关注关注关注 e.g. 尽可放心,我们会及时处理你方询盘的。 You may be assured that your enquiries will receive our prompt attention. 我们保证向你方提供最好的服务。 We assure you of our best service to you. 句式还有：be assured of sth. 相信，放心 be assured
88、 that may rest assured that similar expression: receive our attention give our attention to 对及时关注/处理 bring sth. to sb.s attention使某人注意某事 call (draw, invite, attract, bring )sb. s attention to sth. 促使某人注意某事,使某人着眼于 e.g. 你方的要求会得到我方最认真和及时的处理的。 Your requirements will receive our best and prompt attention
89、. 我们会对你方以后的询盘予以及时处理的。 We will give our prompt attention to your future enquiries. 13. 13. acknowledgewiththanksthereceiptacknowledgewiththanksthereceipt 收到收到收到收到，谢谢，谢谢，谢谢，谢谢 函电中表示收到对方信函的句式有很多，如：acknowledge receipt of your letter of March 20be in receipt of your letter of March 20acknowledge your let
90、ter of April 5thank you for your letter of June 14In reply to your letter of June 10We have received your letterWe learn (note) from your letterthat 14. 14. take(have)thepleasuretake(have)thepleasure be delighted, be pleased be delighted, be pleased 很高兴，很荣很高兴，很荣很高兴，很荣很高兴，很荣幸幸幸幸 搭配搭配搭配搭配：take the ple
91、asure of doing take the pleasure of doing sthsth. take the pleasure to do take the pleasure to do sthsth. take pleasure in doing take pleasure in doing sthsth. 15.15.corporationcorporation n. company, firm, house n. company, firm, house 公司公司公司公司 state-operated corporation state-operated corporation
92、国营公司国营公司国营公司国营公司e.g. 很高兴收到你方询盘。 We have pleasure in receiving your enquiry. We take have the pleasure of receiving your enquiry. We take the pleasure to receive your enquiry. private-owned corporation 私营公司transnational corporation 跨国公司16. 16. attractiveattractive adj. having the power to make you wa
93、nt it adj. having the power to make you want it 吸引人的吸引人的吸引人的吸引人的 attractive price attractive price 吸引人的价格吸引人的价格吸引人的价格吸引人的价格 v. attract v. attract 吸引吸引吸引吸引 v. attract 吸引e.g. 如你方价格吸引人，我们会向你方订购的。 If your price is attractive, we will place an order with you. 商品包装应该能吸引人的眼睛。 The packing of the goods shoul
94、d be able to attract peoples eyes. 17. 17. beconfidentbeconfident be sure be sure 对对对对有信心有信心有信心有信心 n. confidence n. confidence 信心信心信心信心 e.g. e.g. 我们对中国的产品质量有信心。我们对中国的产品质量有信心。我们对中国的产品质量有信心。我们对中国的产品质量有信心。 We have confidence in ( are confident of) the quality We have confidence in ( are confident of) t
95、he quality of Chinese products. of Chinese products.18. 18. shallbeobligedifyoucouldshallbeobligedifyoucould 如蒙如蒙如蒙如蒙不胜感激不胜感激不胜感激不胜感激 e.g. 如蒙你方立即寄给我方样品，我们将不胜感激。 We shall be obliged if you would send us samples immediately. Similar expressions to say thanks: shall appreciate it if shall be grateful i
96、f you would shall be thankful句式： be confident of sth be confident thatn. confidence 信心句式：have confidence in sth. have confidence that be in confidenceLesson Two Exporters Self-IntroductionLesson Two Exporters Self-Introduction出口商自我介绍出口商自我介绍出口商自我介绍出口商自我介绍 TEXTArm yourselfMain pointsMake yourself skil
97、ledTEXTArm yourselfMain pointsMake yourself skilled 3. Main points3. Main pointsSpecimen 1Specimen 1 a. source of information and intension a. source of information and intension b. self introduction and sending of export list b. self introduction and sending of export list c. expectation of early r
98、eply and assurance of best c. expectation of early reply and assurance of best attentionattentionSpecimen 2Specimen 2 a. receipt of letter and agreement to the wishes a. receipt of letter and agreement to the wishes b. asking for quotations and sample books b. asking for quotations and sample books
99、c. expectation of a favorable reply c. expectation of a favorable reply Chinese VersionChinese Version信件一信件一信件一信件一敬启者敬启者: :承蒙东京工商会的介绍承蒙东京工商会的介绍, ,我们获悉你方是贵国最大的纺织品进口商我们获悉你方是贵国最大的纺织品进口商之一。由于此货属于我们的经营范围之一。由于此货属于我们的经营范围, , 特写信给你方希望建立业务关特写信给你方希望建立业务关系。系。 我们专营中国纺织品出口我们专营中国纺织品出口, , 产品包括女士产品包括女士, , 男式男式, , 儿
100、童和青年的针儿童和青年的针织衫织衫, , 我们还设计和生产用于纺织品生产的设备和机器。我们的产品我们还设计和生产用于纺织品生产的设备和机器。我们的产品品质优良价格合理。为使你方了解我们的经营业务品质优良价格合理。为使你方了解我们的经营业务, , 随函附上出口清随函附上出口清单一份单一份, , 包括目前可以供应的主要商品。如你方对任何一款感兴趣包括目前可以供应的主要商品。如你方对任何一款感兴趣, ,请与我们联系。请与我们联系。 希望收到你方早日回复希望收到你方早日回复, , 我们可以保证会及时处理你方的要求的。我们可以保证会及时处理你方的要求的。 谨上谨上信件二信件二信件二信件二敬启者敬启者敬启
101、者敬启者: : 收到你方收到你方收到你方收到你方20042004年年年年5 5月月月月6 6日来信日来信日来信日来信, , 谢谢谢谢谢谢谢谢. . 我们愿与你方建立业务关系。我们愿与你方建立业务关系。我们愿与你方建立业务关系。我们愿与你方建立业务关系。 你们的纺织品非常吸引人你们的纺织品非常吸引人你们的纺织品非常吸引人你们的纺织品非常吸引人,我们有信心我们有信心我们有信心我们有信心,一定会为你方获得大定单的一定会为你方获得大定单的一定会为你方获得大定单的一定会为你方获得大定单的.如你方能寄来报价单和样品本如你方能寄来报价单和样品本如你方能寄来报价单和样品本如你方能寄来报价单和样品本, ,我们将
102、不胜感激。我们将不胜感激。我们将不胜感激。我们将不胜感激。 期盼你方佳音。期盼你方佳音。期盼你方佳音。期盼你方佳音。谨上谨上谨上谨上 Lesson Two Exporters Self-IntroductionLesson Two Exporters Self-Introduction出口商自我介绍出口商自我介绍出口商自我介绍出口商自我介绍 TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled 4. Make yourself Skilled 4. Mak
103、e yourself Skilled I. Basic Training1. Fill in the blanks with proper forms of the given words: attract confident interest contact supply enclose1) We are anxious to make business with your corporation.2) We our Enquiry Note No. 367 and wish to receive your favorable reply.3) We trust you will find
104、our quotation .4) One of our clients is in Chinese Butterfly Brand sewing machines.5) We can you with all kinds of Mens leather shoes.6) Although the price we give you is slightly higher than the other suppliers, we have the that the quality of our products are better.contactencloseattractiveinteres
105、tedsupplyconfidence2. Complete the sentences with the correct 2. Complete the sentences with the correct expressions of the following given words:expressions of the following given words:1) pleasure1) pleasurea. We a. We _ enclosing a copy of our latest catalogue asked for enclosing a copy of our la
106、test catalogue asked for in your letter.in your letter.b. We b. We _ in offering you for Flying Pigeon bicycles. in offering you for Flying Pigeon bicycles.c. We c. We _ of writing to contact you in the hope of doing of writing to contact you in the hope of doing business with you.business with you.
107、2) supply2) supplya. We assure you that we can _ all kinds of leather shoes.a. We assure you that we can _ all kinds of leather shoes.b. The goods you enquire for are b. The goods you enquire for are _ ( (供应短缺供应短缺供应短缺供应短缺).).c. _c. _ of this product is quite limited, and we hope you will cable of th
108、is product is quite limited, and we hope you will cable us your acceptance as soon as possible.us your acceptance as soon as possible. take the pleasure of have pleasure have the pleasure supply in short supply The supply 3) line3) linea. We are pleased to say that the article you require _ (a. We a
109、re pleased to say that the article you require _ (属属属属我们经营范围我们经营范围我们经营范围我们经营范围).).b. We are leading importers in this city and have been _ b. We are leading importers in this city and have been _ textile for over twenty years.textile for over twenty years.4) assure4) assurea. You may _ that we will
110、keep you informed of the a. You may _ that we will keep you informed of the execution of your order.execution of your order.b. We can _ you _ the best quality of our goods.b. We can _ you _ the best quality of our goods.is our line in line of be assured assureof5) interest5) interesta. We are very m
111、uch _ importing chemicals from you.a. We are very much _ importing chemicals from you.b. This article is _ to us.b. This article is _ to us.c. We learn from your letter that you _ to establish c. We learn from your letter that you _ to establish business relations with us.business relations with us.
112、6) enclose6) enclosea. We thank you for your letter of April 2 with the _ a. We thank you for your letter of April 2 with the _ catalogue and price list.catalogue and price list.b. _ please find a copy of our price list.b. _ please find a copy of our price list.c. We are _ two catalogues and a price
113、 list of our c. We are _ two catalogues and a price list of our chemical products.chemical products.7) cover7) covera. Please let us have your price list _ your Flying Fish a. Please let us have your price list _ your Flying Fish Brand typewriters.Brand typewriters.b. Please open an L/C _ this purch
114、ase.b. Please open an L/C _ this purchase.interested of interest are interested enclosed Enclosed enclosing covering to cover 3. Improving Training:3. Improving Training:Translate the following sentences:Translate the following sentences:1) 1) 你方可以跟他们接洽你方的新产品。你方可以跟他们接洽你方的新产品。你方可以跟他们接洽你方的新产品。你方可以跟他们接
115、洽你方的新产品。(contactfor)(contactfor)2) 2) 我们想利用这个机会介绍一下我们的业务范围。我们想利用这个机会介绍一下我们的业务范围。我们想利用这个机会介绍一下我们的业务范围。我们想利用这个机会介绍一下我们的业务范围。(business line)(business line)3) 3) 随函寄去我方价目表两份。随函寄去我方价目表两份。随函寄去我方价目表两份。随函寄去我方价目表两份。(enclosed)(enclosed)4) 4) 能否让我方大致了解一下你方城市里纺织品的市场价格。能否让我方大致了解一下你方城市里纺织品的市场价格。能否让我方大致了解一下你方城市里纺织
116、品的市场价格。能否让我方大致了解一下你方城市里纺织品的市场价格。(give a (give a general idea of)general idea of)1) You can contact them for your new products.2) We would like to avail ourselves of this opportunity to introduce our business line.3) Enclosed are two copies of our pricelist.4) Could you give us a general idea of the
117、market price of textiles at your end？ 55）我方寄给你方现可供应的各种自行车的价格表。）我方寄给你方现可供应的各种自行车的价格表。）我方寄给你方现可供应的各种自行车的价格表。）我方寄给你方现可供应的各种自行车的价格表。(enclose.(enclose.suppliablesuppliable ) ) 66）电器用品属我方经营范围。）电器用品属我方经营范围。）电器用品属我方经营范围。）电器用品属我方经营范围。(fall within the scope of)(fall within the scope of)77）按照你方）按照你方）按照你方）按照你方9
118、9月月月月33日来信要求，兹附上样品及小册子。日来信要求，兹附上样品及小册子。日来信要求，兹附上样品及小册子。日来信要求，兹附上样品及小册子。(In compliance with, (In compliance with, brochure)brochure)88）寄上一份价目表，内容包括我们所经营的商品。）寄上一份价目表，内容包括我们所经营的商品。）寄上一份价目表，内容包括我们所经营的商品。）寄上一份价目表，内容包括我们所经营的商品。(coveringline)(coveringline)99）我方将写信通知你方有关我们的资信情况。（）我方将写信通知你方有关我们的资信情况。（）我方将写信通
119、知你方有关我们的资信情况。（）我方将写信通知你方有关我们的资信情况。（informof, financial informof, financial positionposition） 5）We enclose herewith our pricelist for various bicycles suppliable at present. 6）Electronic products fall within the scope of our business activities. 7）In compliance with your request in letter of Septembe
120、r 3rd, we enclose our sample and brochure. 8）We enclose a copy of pricelist covering our line. 9）We will write to inform you of our financial position. 4. Letter-writing practice:4. Letter-writing practice: You are the Osaka International Textile Corporation in line of You are the Osaka Internationa
121、l Textile Corporation in line of textile import and export. You receive the writers letter asking to textile import and export. You receive the writers letter asking to establish business relations with you (details as per specimen 1)establish business relations with you (details as per specimen 1)
122、Write an unfavorable reply to the letter, stating Write an unfavorable reply to the letter, stating a. your regret not being able to establish business relations with a. your regret not being able to establish business relations with themthemb. the reason of being appointed as an agent by a Guangdon
123、g b. the reason of being appointed as an agent by a Guangdong Trade Corporation for the saleTrade Corporation for the salec. hope for understandingc. hope for understanding Sellers name and address: Sellers name and address: 上海时达贸易有限公司上海时达贸易有限公司上海时达贸易有限公司上海时达贸易有限公司 上海市陇海中上海市陇海中上海市陇海中上海市陇海中路路路路6464号号
124、号号 Dear Mr. XX,Dear Mr. XX, We have received with thanks your letter of May 7, 2004. We, We have received with thanks your letter of May 7, 2004. We, however, regret to inform you that we are not in a position to enter however, regret to inform you that we are not in a position to enter into busines
125、s relations with you because we have already been into business relations with you because we have already been appointed as an agent by a Guangdong Trade Corporation for the appointed as an agent by a Guangdong Trade Corporation for the sale of their products.sale of their products. Under the circu
126、mstances, we regret to say that we cant transact Under the circumstances, we regret to say that we cant transact with you at least until the agency contract expires. Of course, we with you at least until the agency contract expires. Of course, we filed your letter and catalogue for our future refere
127、nce. So we may filed your letter and catalogue for our future reference. So we may contact you when we become free from the agency contract.contact you when we become free from the agency contract. We thank you again and hope you will understand our situation We thank you again and hope you will und
128、erstand our situation fully.fully. Yours faithfully, Yours faithfully, II II More exercises More exercises 1. Match the Chinese versions with the 1. Match the Chinese versions with the expressions in English: expressions in English: scope of our business activities Chamber of Commercestate-operated
129、corporationprompt attentionenclosed catalogueexport list国营公司国营公司业务范围业务范围随附目录随附目录出口商品清单出口商品清单工商会工商会及时处理及时处理2. Correct the mistakes in the following sentences:2. Correct the mistakes in the following sentences:1) We are in line with electronic goods.1) We are in line with electronic goods.2) We have a
130、ll kinds of cotton piece goods in supplies.2) We have all kinds of cotton piece goods in supplies.3) By the courtesy of Mr. Freemen, we learn that you are the leading 3) By the courtesy of Mr. Freemen, we learn that you are the leading importer in your area.importer in your area.4) We take the pleas
131、ure on placing4) We take the pleasure on placing a trial order with you for 50 a trial order with you for 50 Flying Pigeon Brand bicycles.Flying Pigeon Brand bicycles.5) We shall oblige if you could give us an early reply to our specific 5) We shall oblige if you could give us an early reply to our
132、specific enquiry.enquiry.with 改为 of supplies 改为 supply by 改为 Through on 改为 of oblige 改为 be obliged 6) We give to understand that your are the state-operated 6) We give to understand that your are the state-operated corporation in Chemical products.corporation in Chemical products.7) Please reply as
133、soon as possible, state the necessary details.7) Please reply as soon as possible, state the necessary details.8 8）We assure you of the goods we supply is reasonable in price.We assure you of the goods we supply is reasonable in price.9) We contact you today to the establishment of business 9) We co
134、ntact you today to the establishment of business relations with you.relations with you.10) Ours is a state operating corporation.10) Ours is a state operating corporation.give 改为 are given state 改为 stating of 改为 that to 改为 for operating 改为 operated 3. Complete the sentences:3. Complete the sentences
135、:1) We acknowledge receipt of your letter of March 20,1) We acknowledge receipt of your letter of March 20,信中你告知我信中你告知我信中你告知我信中你告知我们的价格与你地市场不相符合。们的价格与你地市场不相符合。们的价格与你地市场不相符合。们的价格与你地市场不相符合。(not in line with)(not in line with)2) We are in receipt of your letter of March 20,2) We are in receipt of your
136、letter of March 20,要求在本月底答复。要求在本月底答复。要求在本月底答复。要求在本月底答复。3) We acknowledge your letter of April 5,3) We acknowledge your letter of April 5,向我们保证供应我们所需的向我们保证供应我们所需的向我们保证供应我们所需的向我们保证供应我们所需的货物。货物。货物。货物。(assurethat)(assurethat)4 4）We thank you for your letter of June 14, We thank you for your letter of Ju
137、ne 14, 信中告知你公司想购买大信中告知你公司想购买大信中告知你公司想购买大信中告知你公司想购买大量的小麦。量的小麦。量的小麦。量的小麦。(inform, be in the market for)(inform, be in the market for)5 5）Please rest assured Please rest assured 我们会把一切必要的事办好。我们会把一切必要的事办好。我们会把一切必要的事办好。我们会把一切必要的事办好。 4）informing us that you are in the market for a large quantity of wheat.
138、1) informing us that our price is not in line with the market at your end.2) asking us to reply by the end of this month.3) assuring us that you will supply us with our requirements.5）that we will do all necessary things well. 4. Dictation:4. Dictation:Dear sirs,Dear sirs, We have your name and addr
139、ess from the Commercial We have your name and address from the Commercial Counselors office of the Chinese Embassy in Ghana. Counselors office of the Chinese Embassy in Ghana. We wish to inform you that we specialize in both industrial and We wish to inform you that we specialize in both industrial
140、and chemicals, and shall be pleased to enter into trade relations with you.chemicals, and shall be pleased to enter into trade relations with you. To give you a general idea of our products, we enclose a complete To give you a general idea of our products, we enclose a complete set of leaflets showi
141、ng various products being handled by this set of leaflets showing various products being handled by this corporation with detailed specifications and means of packing. corporation with detailed specifications and means of packing. Quotations and samples will be sent upon receipt of your specific Quo
142、tations and samples will be sent upon receipt of your specific enquiries.enquiries. We look forward to your early reply. We look forward to your early reply.Yours faithfully, Yours faithfully, Unit 1 Establishing Business RelationsUnit 1 Establishing Business Relations建立业务关系建立业务关系建立业务关系建立业务关系 0Intro
143、duction1Lesson 1 Importers Self-Introduction2Lesson 2 Exporters Self-Introduction3Lesson 3 Inquiring About Foreign Trade Policy and Supply4Sum-upLesson 3 Lesson 3 Inquiring About Foreign Trade Policy and SupplyInquiring About Foreign Trade Policy and SupplyInquiring About Foreign Trade Policy and Su
144、pply询问外贸政策、要求供货询问外贸政策、要求供货询问外贸政策、要求供货询问外贸政策、要求供货 TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilledLesson 3 Lesson 3 Inquiring About Foreign Trade Policy and SupplyInquiring About Foreign Trade Policy and Supply询问外贸政策、要求供货询问外贸政策、要求供货询问外贸政策、要求供货询问外贸政策、要求供
145、货 TEXTArm yourselfMain pointsTEXTArm yourselfMain pointsMake yourself skilledMake yourself skilled1. TEXT1. TEXTSpecimen 1 Stressing Foreign Trade PolicySpecimen 2 Asking for supplyLesson 3 Lesson 3 Inquiring About Foreign Trade Policy and SupplyInquiring About Foreign Trade Policy and Supply询问外贸政策、
146、要求供货询问外贸政策、要求供货询问外贸政策、要求供货询问外贸政策、要求供货 TEXTArm yourselfMain pointsTEXTArm yourselfMain pointsMake yourself skilledMake yourself skilled2. Arm yourself 2. Arm yourself 1. 1. beindebtedforonesaddresstobeindebtedforonesaddresstosbsb. 承蒙承蒙承蒙承蒙告知你方的地址告知你方的地址告知你方的地址告知你方的地址 2. 2. informinform v. tell, give
147、information, advise v. tell, give information, advise 通知通知通知通知，告知，告知，告知，告知 句式句式句式句式：inform inform sbsb. of . of sthsth. inform inform sbsb. that. that. Please be informed- Please be informed-兹通知你方兹通知你方兹通知你方兹通知你方 e.g. e.g. 我们会通知你方装运日期的。我们会通知你方装运日期的。我们会通知你方装运日期的。我们会通知你方装运日期的。 We will inform you of the
148、 date of shipmentWe will inform you of the date of shipment Other expressions of source of information: owe ones name and address to on the recommendation of , learn from that your name and address have been passed on to us by * embassy in . 驻的大使馆e.g. 承蒙澳大利亚驻北京大使馆商务参赞处介绍，我们得知了你公司的名称和地址。 We are indeb
149、ted for your name and address to the Commercial Counselors Office of Australia Embassy in Beijing. e.g. 我们通知你方，我们可以接受你方报盘。 We inform you that we can accept your offer. 作者通常通知收信人以下点。 The writer usually inform the receiver of the following points. 3. 3. beinthemarketforbeinthemarketfor want to buy wan
150、t to buy ；want to sell want to sell 想买；想卖想买；想卖想买；想卖想买；想卖4. 4. approachapproach v. touch ,contact v. touch ,contact 接触，联系接触，联系接触，联系接触，联系 句式：句式：句式：句式： approach approach sbsb. for . for sthsth.与与与与接洽接洽接洽接洽e.g.e.g.你可以跟他们接洽你方的新产品。你可以跟他们接洽你方的新产品。你可以跟他们接洽你方的新产品。你可以跟他们接洽你方的新产品。 You can approach them for you
151、r new products. You can approach them for your new products. e.g. 我们听说你方想购买纺织品。 We heard that you are in the market for textiles. n. method, way 方法，途径e.g. 你能找到一种新方法吗？ Could you find a new approach? 5. 5. beneficialbeneficial adj. advantageous adj. advantageous 有利的有利的有利的有利的 beneficial trading relatio
152、ns beneficial trading relations 有利的贸易关系有利的贸易关系有利的贸易关系有利的贸易关系6.6. handlehandle v. deal in, trade in, be in the line of v. deal in, trade in, be in the line of 经营经营经营经营 n. benefit 利益; v.使受益 mutual benefit 互利e.g. 用信用证付款对我们双方都有利。 Payment by L/C benefits both of us.n. beneficiary 受益人 handle with sb. 与做生意
153、e.g.你主要经营什么商品？ What items do you mainly handle? 7. 7. acquaintacquaint v. make familiar, inform v. make familiar, inform 使熟悉，通知使熟悉，通知使熟悉，通知使熟悉，通知 句式句式句式句式：acquaint acquaint sbsb. with . with sthsth. be acquainted with be acquainted with sthsth e.g. e.g. 我们对进出口业务很熟悉。我们对进出口业务很熟悉。我们对进出口业务很熟悉。我们对进出口业务很熟
154、悉。 We acquaint ourselves with the import and export.We acquaint ourselves with the import and export.similar expressions: familiarize sb. with sth. be familiar withe.g. 现寄去商品目录一份，以便你方对我们可供出口的产品有 所了解。 Now we send you a catalogue to acquaint you with the goods suppliable for export. 8. 8. uponreceipto
155、fuponreceiptof 一收到一收到一收到一收到就就就就 similar expressions: on receipt of similar expressions: on receipt of after receipt of after receipt of e.g. e.g.我们收到信用证后即装运货物。我们收到信用证后即装运货物。我们收到信用证后即装运货物。我们收到信用证后即装运货物。 We will ship the goods upon receipt of the L/C. We will ship the goods upon receipt of the L/C. e.
156、g. 请立即开立信用证，一收到就马上安排装运。 Please open the L/C immediately, upon receipt of which well arrange the shipment. 一收到具体询盘就给你方寄出了报价和样品。 Quotations and samples will be sent upon receipt of your specific enquiries. 我们在等你方开出的信用证，一收到我们就按照你方的订单对装运做必要的安排。 We are now awaiting the arrival of your L/C, on receipt of
157、which we shall make the necessary arrangement s for the shipment of your order. 9. 9. detailedrequirementsdetailedrequirements 详细要求详细要求详细要求详细要求 details details 详细，细节详细，细节10. 10. saidsaid named or mentioned before named or mentioned before 上述的，该（货物等）上述的，该（货物等）上述的，该（货物等）上述的，该（货物等）adj. detailed 详细的e.g.
158、 得知你方的详细要求，我们就做一切必要的准备。 We shall do everything necessary, upon receipt of your detailed requirements.n. detail particulars，more information about 细节，详情e.g. 如需进一步了解情况，请告知。 If you need more details, please let us know. 随函附上我们的商品目录和价目表，介绍你方想了解的详细情况。 Were enclosing some copies of our catalogues and a pr
159、icelist, giving the details you ask for. the said goods 上述货物 11.11. tradetrade n. business n. business 业务，贸易，生意业务，贸易，生意业务，贸易，生意业务，贸易，生意 v. deal with, handle v. deal with, handle 做生意，经营，从事贸易做生意，经营，从事贸易做生意，经营，从事贸易做生意，经营，从事贸易 主要搭配主要搭配主要搭配主要搭配： trade in trade in 经营经营经营经营 trade with trade with 与与与与做生意做生意
160、做生意做生意 trading corporation 贸易公司 trading relations 贸易关系 trading area 商业区 fair trading 公平交易 e.g. 我们与其他国家在平等、互利的基础上做生意。 We trade with other countries on the basis of equality and mutual benefit. 他们经营棉布。 They trade in cotton piece goods. 12. 12. adheretoadhereto insist on insist on 坚持坚持坚持坚持 adhere to th
161、e principle of equality and mutual benefit adhere to the principle of equality and mutual benefit 坚持坚持坚持坚持平等互利原则平等互利原则平等互利原则平等互利原则 1313. .byjointeffortsbyjointefforts through the efforts on both sides through the efforts on both sides 通过双通过双通过双通过双方努力方努力方努力方努力 e.g. 我们要坚持四项基本原则。 We should adhere to th
162、e Four principles. e.g. 我们盼望，通过我们共同的努力，能与你方做成生意。 We look forward to, by joint efforts, doing business with you. joint venture 合资企业14. 14. promotepromote v. to contribute to the progress or growth of; further v. to contribute to the progress or growth of; further 促进，推进，有促进，推进，有促进，推进，有促进，推进，有助于助于助于助于的
163、进步或成长；推销的进步或成长；推销的进步或成长；推销的进步或成长；推销 promote business and friendship promote business and friendship 既促进贸易又促进友谊既促进贸易又促进友谊既促进贸易又促进友谊既促进贸易又促进友谊 promote sales promote sales 推销推销推销推销 15. 15. toourmutualadvantagetoourmutualadvantage to our mutual benefit to our mutual benefit 使双方都获利使双方都获利使双方都获利使双方都获利n. pr
164、omotion 促进，推销China Council for the Promotion of International Trade (CCPIT)中国国际贸易促进委员会 to ones advantage 使获利， 对有利take the advantage of 利用e.g. 我们希望你方价格行得通，业务得以成交，使双方都有利。 We hope your prices will be workable and that business will materialize to our mutual advantage. 16. 16. attachattach v. affix or a
165、ppend; add v. affix or append; add 附上附上附上附上, , 贴上贴上贴上贴上 attach to attach to 将将将将附于附于附于附于 e.g. e.g. 我们随函附上了我们的有图解的目录。我们随函附上了我们的有图解的目录。我们随函附上了我们的有图解的目录。我们随函附上了我们的有图解的目录。 We attach herewith our illustrated catalogue. We attach herewith our illustrated catalogue. e.g. 我们在合同中加了几个条件。 We attached several t
166、erms to the contract. 随函附上我们的详细要求,请查收。 Attached please find our specific requirements.n. attachment 附件 Lesson 3 Lesson 3 Inquiring About Foreign Trade Policy and SupplyInquiring About Foreign Trade Policy and Supply询问外贸政策、要求供货询问外贸政策、要求供货询问外贸政策、要求供货询问外贸政策、要求供货 TEXTArm yourselfMain pointsTEXTArm yours
167、elfMain pointsMake yourself skilledMake yourself skilled3. Main points3. Main pointsSpecimen 1Specimen 1 a. source of information and our intension a. source of information and our intension b. self-introduction and foreign trade policy b. self-introduction and foreign trade policy c. expectation fo
168、r enquiry c. expectation for enquirySpecimen 2Specimen 2 a. source of information and our intension a. source of information and our intension b. self-introduction b. self-introduction c. asking for supply c. asking for supply d. expectation for contact d. expectation for contactChinese VersionChine
169、se Version 信件一信件一敬启者敬启者:我们从阿尔及利亚驻北京大使馆商务参赞处获悉你方的地址。他们告知我方你们想我们从阿尔及利亚驻北京大使馆商务参赞处获悉你方的地址。他们告知我方你们想购买用于石油化工产品上的各种化学药品。购买用于石油化工产品上的各种化学药品。 因此今天我们与你方联系因此今天我们与你方联系, 希望建立互利的贸易关系。希望建立互利的贸易关系。 我们是一家国营公司我们是一家国营公司,专营化学药品的进出口业务。为使你方了解我们的经营产品专营化学药品的进出口业务。为使你方了解我们的经营产品, 兹随函附上出口清单一份兹随函附上出口清单一份, 列明目前可以供应的主要商品。如你方需要
170、任何没有列在单列明目前可以供应的主要商品。如你方需要任何没有列在单上的商品上的商品, 一旦收到你方的详细需求一旦收到你方的详细需求, 我们将办理一切必要事宜为你方获得此货。我们将办理一切必要事宜为你方获得此货。 在与亚非国家的贸易中在与亚非国家的贸易中,我们总是遵循平等我们总是遵循平等,互利互利,互通有无的原则。互通有无的原则。 我们希望通过双我们希望通过双方的共同努力方的共同努力,我们能促进贸易我们能促进贸易,增进友谊增进友谊,从而使双方都有利。期待你方的询盘。从而使双方都有利。期待你方的询盘。附件附件: 如上如上谨上谨上 信件二信件二敬启者敬启者:我们从网上得知你方的消息我们从网上得知你方
171、的消息,对你方的新颖设计很感兴趣。希望我们能对你方的新颖设计很感兴趣。希望我们能有机会互相建立业务关系。有机会互相建立业务关系。 我们公司是在台湾我们公司是在台湾,主要经营装饰用品如窗户主要经营装饰用品如窗户,家具和浴具等。我们经家具和浴具等。我们经验验 丰富丰富,客户稳定。产品主要运往欧洲和澳大利亚。为满足一位法国客户的客户稳定。产品主要运往欧洲和澳大利亚。为满足一位法国客户的需求需求, 我们想备些窗帘挂钩和窗帘夹子的样式。我们想备些窗帘挂钩和窗帘夹子的样式。 随函附上有关信息随函附上有关信息,请查收。它们都是用原料金属丝请查收。它们都是用原料金属丝, 织布和珠子手工织布和珠子手工制成的制成
172、的, 用于窗帘挂钩。你能否查看一下用于窗帘挂钩。你能否查看一下,这些货你方是否可以供应这些货你方是否可以供应? 如果如果可以可以,请马上与我方联系。请马上与我方联系。 谢谢谢谢! 如你方有任何疑问如你方有任何疑问, 请尽快与我联系。请尽快与我联系。谨上谨上 Lesson 3 Lesson 3 Inquiring About Foreign Trade Policy and SupplyInquiring About Foreign Trade Policy and Supply询问外贸政策、要求供货询问外贸政策、要求供货询问外贸政策、要求供货询问外贸政策、要求供货 TEXTArm yourse
173、lfMain pointsTEXTArm yourselfMain pointsMake yourself skilledMake yourself skilled4. Make Yourself Skilled 4. Make Yourself Skilled I. Basic trainingI. Basic training1. Translate the following expressions:1. Translate the following expressions: 1) China Council for the Promotion of International Tra
174、de 1) China Council for the Promotion of International Trade (CCPIT)(CCPIT) 2) the principle of equality and mutual benefit 2) the principle of equality and mutual benefit 3) joint venture 3) joint venture 4) Chinese embassy in Washington 4) Chinese embassy in Washington 5) Commercial Counselors Off
175、ice 5) Commercial Counselors Office 6) the import and export 6) the import and export 7) trading corporation 7) trading corporation 中国贸促会平等互利原则合资企业中国驻华盛顿大使馆商务参赞处进出口贸易公司2. Fill in the blanks with the following words or expressions:2. Fill in the blanks with the following words or expressions: approac
176、hforapproachfor，in the market forin the market for，be indebted fortobe indebted forto， tradetrade，promotepromote，upon receipt ofupon receipt of，acquaintwithacquaintwith，adheretoadhereto， handlehandle1) We _Textiles.1) We _Textiles.2) To be more competitive, we would like you to send us a market repo
177、rt 2) To be more competitive, we would like you to send us a market report so as to _ us _the demand at your end.so as to _ us _the demand at your end.3) As you know, we have been _ paper and stationery for 3) As you know, we have been _ paper and stationery for many years.many years.4) We _ you _ t
178、he export of Chemicals.4) We _ you _ the export of Chemicals.handle acquaintwithin the trade of approach for 5) Quotations and samples will be airmailed to you _ 5) Quotations and samples will be airmailed to you _ your specific enquiry.your specific enquiry.6) We always _our commitments.6) We alway
179、s _our commitments.7) We obtain from the Commercial Counselors office of the 7) We obtain from the Commercial Counselors office of the Australian Embassy in Beijing and learned that you are Australian Embassy in Beijing and learned that you are _ our arts and crafts.our arts and crafts.8) We _ Mr. C
180、.T. _ your address.8) We _ Mr. C.T. _ your address.9) We hope you will try your best to _ the sale of this new 9) We hope you will try your best to _ the sale of this new product. product. upon receipt of adhere to in the market for are indebted for to promote 3. Improving training:3. Improving trai
181、ning:Translate the following sentences into English:Translate the following sentences into English:1) 1) 我们公司有意购买你公司的棉布。我们公司有意购买你公司的棉布。我们公司有意购买你公司的棉布。我们公司有意购买你公司的棉布。(be in the market for)(be in the market for)2) 2) 我们主要经营电器用品进口业务。我们主要经营电器用品进口业务。我们主要经营电器用品进口业务。我们主要经营电器用品进口业务。(handle/trade in)(handle/
182、trade in)3 3）通过双方共同努力，我们终于使贸易与友谊进一步得以促进。）通过双方共同努力，我们终于使贸易与友谊进一步得以促进。）通过双方共同努力，我们终于使贸易与友谊进一步得以促进。）通过双方共同努力，我们终于使贸易与友谊进一步得以促进。(promote)(promote) We are in the market for your cotton piece goods. We mainly handle the import of electronic products. We have, by joint efforts, further promoted both trade
183、and friendship. 44）请与我们联系你方所需。）请与我们联系你方所需。）请与我们联系你方所需。）请与我们联系你方所需。(approach for)(approach for)5) 5) 很高兴通知你方，我们可以供应你方所需。很高兴通知你方，我们可以供应你方所需。很高兴通知你方，我们可以供应你方所需。很高兴通知你方，我们可以供应你方所需。(supplywith)(supplywith)66）承蒙）承蒙）承蒙）承蒙Nagoya Industry Nagoya Industry 告知你方的地址，他们告诉我们你方想购买化告知你方的地址，他们告诉我们你方想购买化告知你方的地址，他们告诉我们
184、你方想购买化告知你方的地址，他们告诉我们你方想购买化工产品。工产品。工产品。工产品。(be indebted forto,in the market for) (be indebted forto,in the market for) Please approach us for your requirements. We are glad to inform you that we can supply you with your requirements. We are indebted for your address to Nagoya Industry, who informed u
185、s that you are in the market for chemicals. 4. Letter-writing practice: 4. Letter-writing practice: Translate the following letter into English:Translate the following letter into English: 台布台布台布台布 我们从我驻巴基斯坦使馆商务参赞处得悉贵公司的我们从我驻巴基斯坦使馆商务参赞处得悉贵公司的我们从我驻巴基斯坦使馆商务参赞处得悉贵公司的我们从我驻巴基斯坦使馆商务参赞处得悉贵公司的名称和地址，现借此机会与你方
186、通信，意在建立友好业名称和地址，现借此机会与你方通信，意在建立友好业名称和地址，现借此机会与你方通信，意在建立友好业名称和地址，现借此机会与你方通信，意在建立友好业务关系。务关系。务关系。务关系。 我们是一家国营公司，专门经营台布出口业务。为我们是一家国营公司，专门经营台布出口业务。为我们是一家国营公司，专门经营台布出口业务。为我们是一家国营公司，专门经营台布出口业务。为使你方对我各类台布有大致的了解，我们另航寄最新的使你方对我各类台布有大致的了解，我们另航寄最新的使你方对我各类台布有大致的了解，我们另航寄最新的使你方对我各类台布有大致的了解，我们另航寄最新的目录供参考。如果你方对产品有兴趣，
187、请尽快通知我方。目录供参考。如果你方对产品有兴趣，请尽快通知我方。目录供参考。如果你方对产品有兴趣，请尽快通知我方。目录供参考。如果你方对产品有兴趣，请尽快通知我方。一俟收到你方具体询盘，即寄送报价单和样本。一俟收到你方具体询盘，即寄送报价单和样本。一俟收到你方具体询盘，即寄送报价单和样本。一俟收到你方具体询盘，即寄送报价单和样本。 盼早复。盼早复。盼早复。盼早复。 Dear Sirs, Dear Sirs, RE:TABLECLOTH RE:TABLECLOTH We have your name and address from the Commercial Office of We ha
188、ve your name and address from the Commercial Office of Chinese Embassy in Pakistan. We take this opportunity to write to Chinese Embassy in Pakistan. We take this opportunity to write to you with a view to set up friendly business relations with you. you with a view to set up friendly business relat
189、ions with you. We are a state-owned company dealing specially with the We are a state-owned company dealing specially with the export of tablecloth. In order to give you a general idea of various export of tablecloth. In order to give you a general idea of various kinds of the table-cloth we are han
190、dling, we are airmailing you kinds of the table-cloth we are handling, we are airmailing you under separate cover our latest catalogue for your reference. under separate cover our latest catalogue for your reference. Please let us know immediately if you are interested in our Please let us know imme
191、diately if you are interested in our products. We will send you our price list and sample to you as products. We will send you our price list and sample to you as soon as we receive your specific inquiry. soon as we receive your specific inquiry. Looking forward to your early reply. Looking forward
192、to your early reply. Yours faithfully Yours faithfully II II. More Exercises . More Exercises 1. Choose the best answer for the following:1. Choose the best answer for the following:1) Will you _ a fountain pen this Sunday?1) Will you _ a fountain pen this Sunday? a. purchase b. buy c. be in the mar
193、ket for d. market a. purchase b. buy c. be in the market for d. market2) We would like to _ you _ a number of our 2) We would like to _ you _ a number of our clients are interested in Chinese walnut meat.clients are interested in Chinese walnut meat. a. informof b. advise X c. inform that d. advicet
194、hat a. informof b. advise X c. inform that d. advicethat3) We desire to establish _beneficial business relations.3) We desire to establish _beneficial business relations. a. mutual b. mutually c. each other d. both a. mutual b. mutually c. each other d. both4) It is our _ policy to _ foreign countri
195、es on the 4) It is our _ policy to _ foreign countries on the principle of equality.principle of equality. a . businesstrade with b. trade.business with a . businesstrade with b. trade.business with c. trade c. tradetradetrade in d. trade in d. tradetradetrade with with5) We are a state-operated cor
196、poration _ both the import 5) We are a state-operated corporation _ both the import and export of textiles.and export of textiles. a. handling in b. trading c. dealing with d. dealing in a. handling in b. trading c. dealing with d. dealing in ccbad2. Complete the sentences in English:2. Complete the
197、 sentences in English:1) Please inform us 1) Please inform us 你们目前对什么商品感兴趣。你们目前对什么商品感兴趣。你们目前对什么商品感兴趣。你们目前对什么商品感兴趣。(be interested in)(be interested in)2) We approach you today2) We approach you today看看你们是否要我们进一步提供情况。看看你们是否要我们进一步提供情况。看看你们是否要我们进一步提供情况。看看你们是否要我们进一步提供情况。(supply)(supply)33）We are given to
198、 understand that We are given to understand that 你公司是独家经营化工产品的国营你公司是独家经营化工产品的国营你公司是独家经营化工产品的国营你公司是独家经营化工产品的国营公司。公司。公司。公司。(state-owned)(state-owned)44）在平等、互利、互通有无的基础上）在平等、互利、互通有无的基础上）在平等、互利、互通有无的基础上）在平等、互利、互通有无的基础上we have established business we have established business relations with firms in over
199、one hundred relations with firms in over one hundred countries.(basedcountries.(based on) on)5) 5) 一收到你方具体询盘，一收到你方具体询盘，一收到你方具体询盘，一收到你方具体询盘，we will do all the necessary things. (upon we will do all the necessary things. (upon receipt of) receipt of) what items you are interested in at present to see
200、if you require us to supply further information you are a state-operated corporation handling exclusively the chemicals. Based on the principle of equality, mutual benefit and exchange of needed goods Upon receipt of your specific enquiry, 3. Complete the following letter into English:3. Complete th
201、e following letter into English: Dear Sirs,Dear Sirs, 收到你方收到你方收到你方收到你方20012001年年年年1212月月月月22日来信，日来信，日来信，日来信，from which we learn from which we learn that you wish to that you wish to 与这家公司建立业务关系与这家公司建立业务关系与这家公司建立业务关系与这家公司建立业务关系 in the line in the line of canned goods. of canned goods.根据你方要求，根据你方要求，根据
202、你方要求，根据你方要求，we are sending you by we are sending you by air a catalogue together with a range of pamphlets for your air a catalogue together with a range of pamphlets for your reference.reference.如目录中任何一种商品使你方感兴趣的话，如目录中任何一种商品使你方感兴趣的话，如目录中任何一种商品使你方感兴趣的话，如目录中任何一种商品使你方感兴趣的话， please let us have your spe
203、cific enquiry. please let us have your specific enquiry. Looking forward to your early reply. Looking forward to your early reply. Yours faithfully, Yours faithfully, We acknowledge the receipt of your letter of December 2nd, 2001, enter into trade relations with this corporation In compliance with
204、your request If any of the items listed in the catalogue are of interest to you Unit 1 Establishing Business RelationsUnit 1 Establishing Business Relations建立业务关系建立业务关系建立业务关系建立业务关系 0Introduction1Lesson 1 Importers Self-Introduction2Lesson 2 Exporters Self-Introduction3Lesson 3 Inquiring About Foreig
205、n Trade Policy and Supply4Sum-upSum-up Sum-up When the firms want to establish business When the firms want to establish business relations with prospective customers in other relations with prospective customers in other countries, they will write letters to express their countries, they will write
206、 letters to express their wishes. They may include some or all of the wishes. They may include some or all of the following main points and use the following following main points and use the following sentencessentences： 1.Source of information; typical expressions such as1.Source of information; t
207、ypical expressions such as：ll We owe your name and address to the Commercial We owe your name and address to the Commercial Counselors Office of Embassy in ; Counselors Office of Embassy in ; 承蒙驻承蒙驻承蒙驻承蒙驻的的的的大使馆商务参赞处告知你方的名称和地址大使馆商务参赞处告知你方的名称和地址大使馆商务参赞处告知你方的名称和地址大使馆商务参赞处告知你方的名称和地址; ;ll On the recomme
208、ndation of Mr. XXX, we know that; On the recommendation of Mr. XXX, we know that; 由由由由先生推荐，我们得知先生推荐，我们得知先生推荐，我们得知先生推荐，我们得知; ;ll Through the courtesy of, we come to know that Through the courtesy of, we come to know that 承蒙承蒙承蒙承蒙告知告知告知告知 We are indebted for your name to, who We are indebted for your
209、name to, who informed us that;informed us that; 承蒙承蒙承蒙承蒙告知你方姓名，他告诉我们告知你方姓名，他告诉我们告知你方姓名，他告诉我们告知你方姓名，他告诉我们; ;llYour name and address have been passed on to us byYour name and address have been passed on to us by由由由由告知你方名称和地址告知你方名称和地址告知你方名称和地址告知你方名称和地址ll We take the liberty of writing to youWe take the
210、 liberty of writing to you 我们写信给你方我们写信给你方我们写信给你方我们写信给你方2) Intention of establishing business relations, typical 2) Intention of establishing business relations, typical expressions such as:expressions such as:llWere writing in the hope of establishing business relations Were writing in the hope of e
211、stablishing business relations with you; with you; 我们写信希望与你方建立业务关系；我们写信希望与你方建立业务关系；我们写信希望与你方建立业务关系；我们写信希望与你方建立业务关系；llWe write to you in the hope that we can establish business We write to you in the hope that we can establish business relations with you;relations with you; 我们写信希望与你方建立业务关系；我们写信希望与你方建
212、立业务关系；我们写信希望与你方建立业务关系；我们写信希望与你方建立业务关系；llWe hope you can establish business relations with us.We hope you can establish business relations with us. 我们希望你方能与我方建立业务关系。我们希望你方能与我方建立业务关系。我们希望你方能与我方建立业务关系。我们希望你方能与我方建立业务关系。 3) Self-introduction, typical expressions such as:3) Self-introduction, typical expr
213、essions such as:llWere a state-owned corporation, handling both import and Were a state-owned corporation, handling both import and export of export of ； 我们是国营企业，经营我们是国营企业，经营我们是国营企业，经营我们是国营企业，经营的进出口业务；的进出口业务；的进出口业务；的进出口业务；llWere well experienced in the import of , Were well experienced in the import
214、 of , 在在在在的进口方面我们很有经验；的进口方面我们很有经验；的进口方面我们很有经验；的进口方面我们很有经验；llOur business line is., Our business line is., 我们经营我们经营我们经营我们经营 ；ll falls within our business scope. falls within our business scope. 属我方经营范围；属我方经营范围；属我方经营范围；属我方经营范围；llWe wish to introduce ourselves as one of the leading We wish to introduce
215、 ourselves as one of the leading exporters ofexporters of 我们自我介绍一下，我们是一流的我们自我介绍一下，我们是一流的我们自我介绍一下，我们是一流的我们自我介绍一下，我们是一流的出口商；出口商；出口商；出口商；llBeing specialized in the import of, we wish toBeing specialized in the import of, we wish to； 主要经营主要经营主要经营主要经营的进口，我们想的进口，我们想的进口，我们想的进口，我们想 ； 4) Detailed requirement
216、s, typical expressions such as:4) Detailed requirements, typical expressions such as:llWe will appreciate it We will appreciate it ，if you could send us samples of , if you could send us samples of , 如你方能寄如你方能寄如你方能寄如你方能寄的样品给我们的话，我们将不胜感激；的样品给我们的话，我们将不胜感激；的样品给我们的话，我们将不胜感激；的样品给我们的话，我们将不胜感激；llIf youre i
217、nterested in any type of these items, please dont If youre interested in any type of these items, please dont hesitate to tell ushesitate to tell us； 如你方对这些产品中任何一种感兴趣的话，请立即告诉我们；如你方对这些产品中任何一种感兴趣的话，请立即告诉我们；如你方对这些产品中任何一种感兴趣的话，请立即告诉我们；如你方对这些产品中任何一种感兴趣的话，请立即告诉我们；llWell be gladWell be glad， if you could g
218、ive usif you could give us 如你方能提供如你方能提供如你方能提供如你方能提供 ，我们将非常感激；，我们将非常感激；，我们将非常感激；，我们将非常感激；llWe shall be obliged/ grateful if you couldWe shall be obliged/ grateful if you could 如你方能如你方能如你方能如你方能 ，我们将非常感激。，我们将非常感激。，我们将非常感激。，我们将非常感激。5) Expectation, which is complimentary, to express the hope for 5) Expec
219、tation, which is complimentary, to express the hope for early reply, good news, etc., typical expressions such as:early reply, good news, etc., typical expressions such as:llWere looking forward to your early reply Were looking forward to your early reply 期盼你方早日回信；期盼你方早日回信；期盼你方早日回信；期盼你方早日回信；llWere a
220、waiting your favorable news.Were awaiting your favorable news. 等待你方好消息（佳音）。等待你方好消息（佳音）。等待你方好消息（佳音）。等待你方好消息（佳音）。llWe trust that you will reply to us.We trust that you will reply to us. 我们相信你们会给我方回信的。我们相信你们会给我方回信的。我们相信你们会给我方回信的。我们相信你们会给我方回信的。llYour early reply will be highly appreciated.Your early reply will be highly appreciated. 如你方能早日回信，我们将非常感激。如你方能早日回信，我们将非常感激。如你方能早日回信，我们将非常感激。如你方能早日回信，我们将非常感激。The End of Unit 1The End of Unit 1
