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Unit1EstablishingBusinessRelations建立业务关系BUSINESSLETTERS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Unit1EstablishingBusinessRelations建立业务关系0Introduction1Lesson1Importer’sSelf-Introduction2Lesson2Exporter’sSelf-Introduction3Lesson3InquiringAboutForeignTradePolicyandSupply4Sum-upIntroduction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，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，表达对对方的希望与要求。写作要点及要求:这类信函通常包括：开头：1）说明自己的消息来源;2)表达建立业务关系的希望;正文：3)自我介绍;包括自己公司，经营范围，公司资信情况等；4)表达要求;结尾：5)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。回信要点：同意建立业务关系的回信：开头：1）收到来信并表示愿意建立业务关系；正文：2）对对方信中提及的要求，问题给予答复，并做自我介绍；结尾：3）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：开头：1）收到来信；正文：2）很遗憾不能建立业务关系，并详细说明原因；结尾：3）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调整。Unit1EstablishingBusinessRelations建立业务关系0Introduction1Lesson1Importer’sSelf-Introduction2Lesson2Exporter’sSelf-Introduction3Lesson3InquiringAboutForeignTradePolicyandSupply4Sum-upLesson1Importer’sSelf-introduction进口商自我介绍TEXTArmyourselfTEXTArmyourselfMainpointsMakeyourselfskilledMainpointsMakeyourselfskilledLesson1Importer’sSelf-introduction进口商自我介绍TEXTArmyourselfMainpointsMakeyourselfskilledTEXTArmyourselfMainpointsMakeyourselfskilled1.TEXTSpecimen1Importer’sself-introductionSpecimen2ReplytotheaboveLesson1Importer’sSelf-Introduction进口商自我介绍TEXTArmyourselfMainpointsMakeyourselfskilledTEXTArmyourselfMainpointsMakeyourselfskilled2.Armyourself1.inthehopethat希望inthehopeofsth./doingsth.2.establishbusinessrelationswith建立业务关系similarexpressions:buildup,setup,enterintobusinessrelationswithsb.n.establishmentestablishmentofbusinessrelations建立业务关系establishmentofL/C开立信用证3.extendv.Enlarge;offer,provide扩大;给予，提供;延期extendrange扩大经营范围extendbusiness扩大业务e.g.我们很想早日与你方建立直接的业务关系。Wewouldliketoestablishdirectbusinessrelationswithyouatanearlyday.我们写信给你方,希望与你方建立业务关系。Wearewritingfortheestablishmentofbusinessrelationswithyou.e.g.我们写信给你方,希望与你方建立业务关系。We’rewritingtoyouinthehopethatyou’llestablishbusinessrelationswithus.Or:We’rewritingtoyouinthehopeofestablishingbusinessrelationswithyou.我们回信给你方,希望你们给我们最低报价。Wewritebacktoyouinthehopethatyoucanquoteusthelowestprice.句式：extendsb.sth./extendsth.tosb.给予某人某样东西extendusthesupport(give,extendthesupporttous)extendtheaccommodationtosb.提供某人某物extendL/C延期信用证extendtheL/CtoAugust1将信用证展期至8月1日extendthedateofthedeliveryintheL/Cto将信用证中的交货期展至…n.extension扩大，展期，给予extensionoftheL/C信用证展期makeextensionoftheL/C展期信用证adj.extensive广泛的；大量的extensiveconnection广泛的联系**rangen.范围arangeof一系列awiderangeof广泛的v.rangefrom…to…从……范围内变动4.appreciatev.bethankfulorshowgratitudefor;admiregreatly感谢，欣赏Weshallappreciateitif...itisappreciatedif(that)...weshallappreciateyoudoing...Weshallappreciatesth.e.g.如我们早日收到你方来信，我们将不胜感激。Weshallappreciateyourearlyreply.5.competitiveadj.有竞争力的，竞争的competitiveprice有竞争力的价格v.compete(+with)与……竞争e.g.贵方商品质量能与其他产品质量相竞争。Qualityofyourgoodscancompetewiththatofotherproducts.e.g.你们会喜欢我方产品的颜色和款式的。Youshouldappreciatethecolorsanddesignsofourgoods.如你方能尽早给予答复，我们将不胜感激。Weshallappreciateitifyoucouldgiveusanearlyreply.competition竞争e.g.国际市场上竞争很激烈。Thereisakeencompetitionintheinternationalmarket.Or:Competitionintheinternationalmarketisverykeen.n.competitiveness有竞争性，有竞争力e.g.为了提升公司的竞争力，我们要不断改进产品的质量。Weshouldimprovethequalityofproductscontinuouslyinordertoincreasethecompetitivenessofourcompany.6.placeanorderwithsb.forsth.wanttobuysth.fromsb.向某人定购……e.g.如你方价格有竞争力，我方将向你方订购手套。Ifyourpricesarecompetitive,weshallbepleasedtoplaceanorderwithyouforgloves.现向你方订购100匹印花细布。Weareplacinganorderwithyoufor100piecesofprintedshirting.placeanorderforalargequantity(of)大量订购有关订单的表达法：regularorder长期订货trialorder试订单first/initialorder首笔订单substantialorder大宗订单repeatorder再次订单/续订单*ordersth.withsb.向某人订购7.lookforwardtothinkof(afutureevent)withpleasurable盼望句式：lookforwardtosth./doingsth.lookforwardtoyourearlyreplylookforwardtoreceivingyourreplye.g.我们盼望，通过我们共同的努力，能与你方做成生意。Welookforwardto,byjointefforts,doingbusinesswithyou.8．bedesiroustohaveadesireto,beeagerto,beanxiousto热切盼望，渴望句式：bedesirousofdoingsth./bedesiroustodosth.e.g.我们热切盼望与贵方做生意。Wearedesiroustodobusinesswithyou.v.desire希望，期望；想要n.desire希望，渴望;要求，请求haveadesiretodosth.(thesameas“desiretodosth.”)句式：desiretodosth.desiresb.tosth.desirethatdesiresth.Itisdesiredthat9.satisfydifferentmarketneedsmeetthevariousneedsinthemarket满足satisfyneeds满足要求(需求)10.incompliancewithaccordingto,inagreementwith与...一致，符合;按照，根据e.g.价格与国际市场行情一致。Thepriceisincompliancewiththeinternationalmarket.v.comply(+with)遵从，按照，根据，与……一致e.g.应你方要求，给予贵方最低价。Wecomplywithyourrequestandgiveyouthelowestprice.11.underseparatecoverbyseparatemail,inanotherletter另邮,另寄similarexpression:servetheneeds,meettheneedsundercoverinanenclosureformailing随函附上e.g.关于目录与价目表，我们将另邮寄给你方。Wewillsendyouunderseparatecovercatalogueandpriceliste.g.应你方的要求，我们已通知银行在日内开立信用证。Incompliancewithyourrequest,wehaveinstructedthebanktoopentheL/Cinafewdays.v.comply(+with)e.g.我们应按买方要求，选择与市场一致的价格。Weshallcomplywiththebuyer'srequestandchoosethepricesinlinewiththemarket.12.coveringabout,including;topay,tomeet关于,支付e.g.我们寄给你方一张支票，支付第一笔船货。Wesendyouachequecoveringthefirstshipment.v.cover包括13.enquiryn.questionsorquery询问，打听，询盘v.enquire询问，打听，询盘句式：enqui