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UnitTwoestablishment

By Vernon Wilson,2015-01-22 10:15
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1 Unit Two Establishment of Business Relations In international trade, the most important problem is how to seek clients. The buyers want to know where the sellers are ,while the sellers want to know where to find their buyers. So it is a prerequisite for a company to seek prospective clients and to establish business relations with them. As we all know, no custome..

    Unit Two

    Establishment of Business Relations

    In international trade, the most important problem is how to seek clients. The buyers want to know where the sellers are ,while the sellers want to know where to find their buyers. So it is a prerequisite for a company to seek

    prospective clients and to establish business relations with them. As we all know, no customer, no business. So this is

    the initial step and the most important step in any business transactions. But how do you know your opposite party,

    including its name, handling, price etc.? And how can you secure the relevant information? How can you make contact with such firm? You may write a letter to make a communication.

    建立业务关系~实际上就是确定贸易的对象~而贸易对象选择得合适与否~决定着交易的成功与失败。

    因此~必须慎重对待。一般情况下~买卖双方通过毛遂自荐或第三者介绍~首先调查清楚贸易伙伴的资信状

    况、经营能力和业务范围等重要情况~再进行实质性的业务探讨。贸易双方只有在互相了解、彼此信任的基

    础上~才能进行积极的合作~顺利地开展双边的贸易活动。

    There are some contents following in such letter:

    1?from where/ whom you get the opposite partys name and address

    我国的驻外商务机构、中国银行在国外的分支机构和老客户以及报刊杂志电视等媒体也都是有效的渠道

    来了解贸易对象。交易会、博览会、商务代表团访问等也是直接摸清贸易伙伴的实力和意图的好机会。

    1) Trade Directory,商行名录:?2Chamber of commerce,商会:both at home and abroad

    3Banks? 4Advertisements?5Embassy, Consulate,我国驻贵国/东京大使馆商务参赞处the Commercial

    Counselors office of our Embassy to your country/ in Tokyo6:见胡书P27 ,前五个要求背会:

    2?Introducing yourself and expressing your intention to establishing the business relations.

    3?As an exporter, you should introduce your products; if available, a catalogue, price list, etc,. should be enclosed.

    4. As an importer, tell 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. 你的信用地位。

    二、sample letter

    Lets master the useful expressions by learning letters1-4.,先让学生们把课文看一遍~根据上面的内容~自

    己归纳表达:

    ,一:letter 1

    Writing steps:

    1. Source of information (how you learned of his company)

    2. Brief introduction of your own company

    3. Intention of writing the letter (to establish business relations

    4. Provide catalogue, price list and samples

    5. Little advertising on your products or service

    6. Polite ending (expect to get the reply)

    Words:

    1. under separate cover 另邮, 另寄

    其它类似表达?by separate mail(P31), in another letter

    under 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 pricelist

    2. by joint efforts through the efforts on both sides 通过双方努力

    e.g. 我们盼望~通过我们共同的努力~能与你方做成生意。

     1

     We look forward to, by joint efforts, doing business with you. joint venture 合资企业

,二:letter 2

    Writing steps:

    1. Source of information (how you learned of his company) 2. Brief introduction of your own company

    3. Polite ending (expect to get the reply)

    Words:

    1?connections n. 联系、关系。课本P29We have excellent connections in the trade and are fully experienced

    in the import business for this kind of product.

    本公司正在贵市寻找新的业务关系。We are seeking new business connections in your city.

    2?sale n. 销售,徐书P14:~“推销产品~促进销售”的用法可以翻译为push the sale of , push sales of , promote the sale of , promote sales of。另外再介绍常用词~如销售合同、销售确认书、销售部、销售帐~销售

    网点,本公司有庞大的销售网点~We have enormous sales outlets.:。

,三:letter 3

    Writing steps:

    1. Source of information (how you learned of his company) 2. Brief introduction of your own company

    3. Provide catalogue, price list and samples

    4. Polite ending (expect to get the reply)

    Words:

    1. enclose,课本P30~letter 3:代替letter 1里第二段的sendEnclose“随函附上”~,徐P10:后接介

    with (herewith) in~若翻译“随函附上。。。以供参考”~就要在后面再加上for your reference.。请翻译下

    面一句话?“随函附上我方最新的目录册以供你方参考”。We enclose our latest catalogue for your reference.

    除了用enclose的动词原形来表达外~还有一种更常见的方法~即用它的过去分词~一是将enclosed

    表语~放于句首~“随函附上业已经我方会签的销售合同”~Enclosed is the duplication of our countersigned sales contract. 二是作宾语补语~也倒装置于句首或谓语动词后~请翻译“随函附上我方的价格表一份~请查收”。

    Enclosed please find a copy of our pricelist. Or, Please find enclosed a copy of our pricelist. 三是作名词~充当宾

    语~“相信你方对随函所附的感兴趣”~We believe you will find the enclosed interesting.

    Enclose另外一个变形就是它的名词形式enclosure,“收到你方528日函及附件”~We are in receipt of your letter of May 28 with enclosure.

    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 style.

     已收到你方415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

    2. acquaint v. make familiar, inform 使熟悉~通知

     句式?acquaint sb. with sth. be acquainted with sth

     e.g. 我们对进出口业务很熟悉。 We acquaint ourselves with the import and export.

     2

    similar expressions: familiarize sb. with sth. be familiar with e.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.

    3. enquire v.询问~打听~询盘

    句式?enquire for sth. 询盘某种商品

     enquire about sth. 打听某事

     enquire into sth. 调查某事

     enquiry n. questions or query 询问~打听~询盘

    make enquiries 询盘

    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.

,四:letter 4

    1?国营公司/企业?a state-owned / government-owned / public-owned corporation (enterprise)~a

    state-operated corporation

    2. desire n.希望~渴望;要求~请求

     have a desire to do sth. (the same as “desire to do sth.”)

    v. desire 希望~期望?想要

    be desirous to : have a desire to, be eager to, be anxious to 热切盼望~渴望

     句式?be desirous of doing sth./be desirous to do sth. e.g. 我们热切盼望与贵方做生意。 We are desirous to do business with you. 句式?desire to do sth.

     desire sb. to sth.

     desire that

     desire sth.

     It is desired that

    3. upon receipt of 一收到„„就„„

     similar expressions: on receipt of , after receipt of

     e.g.我们收到信用证后即装运货物。

     We will ship the goods upon receipt of the L/C. e.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 we'll 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 which we shall make the necessary

    arrangement s for the shipment of your order.

,五:letter 5

    Writing steps:

    1. Refer to the incoming letter

    2. Show pleasure to do business with

    3. Provide catalogue, price list and samples according to the request

     3

    4. Request reference (name of the bank)

    5. Polite ending (expect to get the reply)

    Words:

    1. 回函的开头写法?

    句型1?if referring to a certain matter or problem, it should be:

    With reference to / In reference to / Referring to / We refer to your letter (telex, fax) of .关于贵方在某月某日来函中所提。。。

    句型2?expressing pleasure or satisfaction:

    We are glad to learn from your letter of that . / It is a pleasure to learn from your letter of that. 从贵方某月某日来函~我们欣悉……

    句型3?expressing according to your instructions ( request, requirement), it should be: