外贸英语函电课件Unit_3

Unit3EstablishingBusinessRelations(建立贸易关系)ObjectiveImportanceChannelsWritingstepsSampleWhenwritingaletterofestablishingbusinessrelations,tellyourreceiverhowyougethisnameandaddress,whatyourbusinesslineis,stateyourideaandpurpose,expressyourhopetocooperateinfuturebusinessandtogetanearlyreply.Thechannelstogetinformationaboutprospectivedealersattendanceattheexportcommoditiesfairsorexhibitions（CantonFair广交会）;thechambersofcommerce（商会）,thecommercialcounselor’soffices（商务参赞）orothercommercialinstitutionsathomeandabroad.theintroductionfrombusinessconnections;mutualvisitsbytradedelegations（贸易代表团）orgroups;Thechannelstogetinformationaboutprospectivedealersmarketinvestigations;self-introductionbycustomersthem-selves;banks;advertisementsinnewspapersandmagazine.Writingsteps1）Thesourceofhisinformation(关于寄信人获得收信人情况的渠道的表达方式：)2)Thesender’sintentionofwritingtheletter写信意图3)Thebusinessscopeofthesender’sfirm业务范围4)Thereferenceastosender’sfirm’sfinancialpositionandintegrity资信情况5)Anincentivetoreply（closing）Typicalexpressions1）Thesourceofhisinformation(关于寄信人获得收信人情况的渠道的表达方式：)–a.Wehaveobtainedyournameandaddressfrom…–b.Yourfirmhasbeenrecommendedtousby…–c.Throughthecourtesyof…,wecometoknowyournameandaddress.–d.Weoweyournameandaddressto…–e.Weareindebtedto…foryournameandaddress.–f.Yournameandaddresshavebeengiventousby…–g.Ontherecommendationof…,wehavelearnedwithpleasurethenameandaddressofyourfirm.2)Thesender’sintentionofwritingtheletter写信意图–a.Wearewritingtoyouinthehopeofenteringinto/establishing/buildingupbusinessrelationswithyou.–b.Wetakethelibertyofwritingtoyouwithaviewtoestablishingbusinessrelationswithyou.–C.Wetakethisopportunitytowritetoyouin…–takeadvantageofthisopportunity…–availourselvesofthisopportunity…3)Thebusinessscopeofthesender’sfirm业务范围–a.Ourcompanyhandles,dealsin,tradesin,isinthelineof)theimportandexportof…（经营…产品进出口）–Handleexclusively,deal…in,trade…in（独营）–b.Wespecializeintheexportof…（专营）–c.Weareoneofthelargest…importersinourcountryandhavehandledwithvariouskindsoftheproductsforabouttenyears.–D.Weareintroducingourselvesasoneofthelargest/leadingimportersof…4)Thereferenceastosender’sfirm’sfinancialpositionandintegrity资信情况–a.OurbankersaretheBankofChina.Theycanprovideyouinformationaboutourbusinessandfinances.–b.Forourcreditstanding,pleaserefertothefollowingbank.–c.Astoourstanding,wearepermittedtomentiontheBankofChina,asareference.–d.Astoourfinancialstanding,wereferyoutoBankofChina.5)Anincentivetoreply（closing）–a.Wearelookingforwardtoyourearlyreply.–b.Wehopetoreceiveyourreplyatyourearliestconvenience.–C.Weareanticipating/awaitingyourearlyreply.(期待)Threetypesoflettersconcerningestablishmentofbusinessrelations1.Self-introductionbyexporter(letter1,2,4)2.Self-introductionbyimporter(letter3,5)3.Transferringbusinessrelations(letter6)1.Self-introductionbyexporter(letter1,2,4)1）介绍信息来源（得知对方公司情况）2）自我介绍经营范围和意图3）介绍产品4）寄送资料5）期望询盘6）结尾2.Self-introductionbyimporter(letter3,5)1).信息来源2).写信意图3).自我介绍（拟进口的产品）4).要求寄送资料5).保证，期待早日回复Letter1AskingtoEstablishBusinessRelations1.throughthecourtesyof…“承蒙某人的好意/介绍”Throughthecourtesyof…,wehavelearned/knownthat…2.theCommercialCounselor’sOffice商务参赞处3.cottonpiecegoods“棉织品、棉布”4.beinterestedindoing…e.g.Theyareinterestedinsettingupajointventurewithourcompany.Letter1AskingtoEstablishBusinessRelations5.specializein“专门做…，专业于…”e.g.Heworksinacompanyspecializinginsoftware.6.establishbusinessrelationswithsb.“与…建立业务关系”enterintotraderelationswithsb.e.g.We’reverygladtoestablishbusinessrelationswithyou.Letter1AskingtoEstablishBusinessRelations7.atanearlydate“早日，尽早”8.beexcellentinqualityandreasonableinprice“品质优良，价格合理”Letter1AskingtoEstablishBusinessRelations9.underseparatecover“另函，另寄”e.g.Wewillsendyouourpricelistandsamplesunderseparatecover.10.upon/onreceiptof…“一收到…就”Letter1AskingtoEstablishBusinessRelations1.beinthemarketforsth.=wanttobuysth.e.g.Theyareinthemarketforcottonpiecegoodsofhighquality.AnAmericandelegationcametovisitourcityinthemarketforleatherproducts.Letter2Self-introductionbyanExporter2.thelineofbusiness“经营范围，业务范围”e.g.Theexportofhealthproductsisourlineofbusiness.3.onthebasisof…“在…的基础上”e.g.onthebasisofequality,mutualbenefitandtheexchangeofneededgoodsLetter2Self-introductionbyanExporter4.agood(best)seller/apoorsellere.g.Thissweaterisagoodsellerthisspring.Itturnedouttobeapoorsellerbecauseofthehorribledesign.Letter2Self-introductionbyanExporter5.beworthcommendation“名不虚传”commend:–~sb.(on/forsth.)因某事物而表扬，称赞某人–~sb./sth.(tosb.)向某人称赞或推荐某人/事物e.g.Icommendedthechefon/fortheexcellentmeal.LaterIwrotetocommendhimtohisemployer.Letter2Self-introductionbyanExporter6.foryour(our)reference“供你方（我方）参考”forone’sinformatione.g.Wouldyoupleasesendussomesamplesforourreference?Foryourinformation,weheresendyouourlatestpricelist.Letter2Self-introductionbyanExporterLetter3RequestforBusiness1.well-established“信誉良好的”2.inthehopeof“希望”e.g.TheyattendedtheGuangzhouFairinthehopeoffindingsomebusinessopportunities.Letter3RequestforBusiness3.withcostchargesonourown“费用由我方负担”forone’s(our)accountatone’s(our)expensee.g.Wesha