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1第二单元建立商务关系一、如何寻找客户1、利用网络强大的功能2、参加大型的出口商品交易会3、通过有关机构进行推介1）银行2）大使馆、领事馆3）进出口商会4、利用印刷媒体做广告5、前往国外设立分公司或子公司2二、如何写建立商务关系的信函1、信函包括的内容1）thesourceoftheinformation2）yourintention3）abriefself-introduction（businessscope,experience,products）4）expectationforcooperation32、信函的表达方式写作步骤（1）说明信息来源（告知对方你从何种渠道得知对方公司的情况）表达方式Yourcompanyhasbeenkindlyintroducedtousby…（贵公司由……介绍给我们。）Welearnthrough/from…that…（我们通过……得知……。）Ontherecommendationof…（由……推荐……）4（2）对你的公司做简单的介绍（例如公司的业务范围等）Wewishtointroduceourselvestoyouasa…（我们把自己作为……介绍给你们。）Ourlinesaremainly…（我们主要从事……。）…fallwithinourbusinessactivities.（……属于我们的经营范围。）5（3）表达写信目的Wearewillingtoenterintobusinessrelationswithyou.（我们愿意和贵方建立业务关系。）Weexpressourdesireto…（我方愿意……。）Wearenowwritingyoufor…（我们现写信愿意……。）Wearedesirousof…（我方愿意……。）6（4）表达与对方合作及早日收到回复的愿望Welookforwardtoreceiving…（希望早日收到……。）Hopetoreceive…（希望收到……。）Yourearlyreplyisappreciated.（盼早复。）Weareanticipatingyouranswer.（盼早复。）7三、具体知识点Letter-2(2)1.have/learn/obtain/cometoknow/ownone’snameandaddressfrom从……处得知某人名字和地址类似的表达有：1）ownone’snameandaddressto承蒙……告知……WeownyournameandaddresstoItalianCommercialBankwhoinformedusthatyouareinthemarketforball-bearing.82）throughthecourtesyof由于……的好意ThroughthecourtesyoftheParisChamberofCommerce,wehaveyournameandaddress.3）ontherecommendationof由……推荐OntherecommendationofMessers.Harvey&Co.,wehavelearnedwithpleasurethenameofyourfirm.4）beintroducedto由……推荐YourcompanyhasbeenkindlyintroducedtousbyParisChamberofCommerce.92、theCommercialCounselor’sOfficeofChineseEmbassyin……中国驻……使馆商务参赞处ChinaCouncilforthePromotionofInternationalTrade(CCPIT)中国贸易促进委员会InternationalChamberofCommerce国际商会Hongkong&ShanghaiBankingCorp.TheCharteredBankCitibank103、inform通知、告知informsb.ofsth.通知某人某事informsb.that通知某人某事beinformedthat兹通知Pleaseinformedusofthenameofsteameranddateofshipment.YouareinformedthatthegoodsunderyourOrderNo.616hasbeenreadyforshipment.114、specializein专营类似词语：dealintradeinhandle经营Thecorporationdeals/tradesinexclusivelylightindustrialproducts.5、enterintotraderelationswithyou类似词语：establishtraderelationswithestablishmentoftraderelationsbuildupbusinessrelationswith126、enclose随函附上Enclosed做表语，常倒装置于句首：Enclosedistheduplicationofourcountersignedsalescontract.随函附上业经我方会签的销售合同副本。过去分词enclosed可作名词使用，前面加定冠词：Webelieveyouwillfindtheenclosedinteresting.相信你方对随函所附的感兴趣。137、leaflet散页印刷品literature（商业文字宣传品的统称）catalogue:商品目录Pricelist:价格表manual:产品手册brochure/booklet/pamphlet:小册子leaflet:散页印刷品folder:折叠式印刷品bulletin:产品简报data:产品数据表148、upon/onreceiptof一旦收到……立刻……9、enquiren.询价Ourofferwillbemadeonreceiptofyourspecificenquire.（sendanenquire）vt.询问Wearewritingtoyoutoenquirethecurrentpriceofyourtable-cloth.enquireforsth.询问某件商品的价格enquireinto调查enquireabout询问……情况enquireofsb.aboutsth.向某人询问某事1510、inregardto/of关于类似的短语：withregardto/ofasregardsregardingastowithreferenceto11、lookforwardto期待、盼望Wearelookingforwardtoreceivingyoursamples.Weareanticipatingyouranswer.Yourearlyreplyisappreciated.16Letter-2(3)1、Thisistointroduceourselves……as……兹介绍类似的表达有：1）Writetointroduce……写信介绍Wewritetointroduceourselvesaslargedealersinfoodstuffswithgoodconnectionsinthecountry.172）taketheopportunitytointroduce……利用机会介绍Wetakethisopportunitytointroduceourselvesaslargeimportersoffertilizersinourcountry.3）takethelibertyofintroducing……冒昧地作自我介绍Wetakethelibertyofintroducingourselvesas…….182、linen.行业、业务inthelineof在……行业Ourchieflineistheimportofchemicals.belinedwith里层覆盖……Thecaseislinedwithtin-plate.In(outof)linewith与……符合/不符In(outof)linewiththemarketprice193、firmn.公司、企业、商行类似的表达法还有concern(s),corporation使用上的区别：口语中用firm或concern(s)见多；欧洲国家普遍使用company或LimitedCompany；而北美普遍使用company，corporation或Incorporation。adj.确定的，有效的firmoffer实盘204、offern.报价makesb.anofferFOBLondonfor…v.提供WecanofferthegroundnutsonUSD$100perMT.5、forone’sinformation供某人参考类似表达：forone’sreferenceforone’sinspection216、refervi.Astothepaymentterms,pleaserefertoourletterof15Oct.（查阅）Referringtoyourenquiryof12thofthismonth,weareofferingasfollows.（谈及、提及）vt.Wereferredthemtoourpricelistforfurtherparticulars.（指点、告知）Wehavereferredthemattertoourheadquarter.（转交）227、incase万一，如果=ifincaseof如果=intheeventofThesellermaycancelthecontractandreservetherighttoclaimincaseofbuyer’sbreachofcontract.8、businessstatus业务状况financialstanding财务状况23练习1、你方2004年9月2日来函收到。我们很高兴告诉你，你所要的商品属我公司的经营范围。YourletterofSeptember2,2004hasbeenreceived.Wearegladtoinformyouthatthearticlesrequiredbyyoufallwithinthescopeofourbusinessactivities.2、你地中国银行函告，你们是纺织品的进口商。我们专营纺织品出口业务，愿与贵公司建立业务关系。TheBankofChinainyourcityhasinformedusthatyouareimportersoftextiles.Wespecializeintheexportoftextilesandarewillingtoenterintobusinessrelationswithyou.243、遵你方要求，我们正寄上一套布匹剪样。希望这些样品能及时到达，并使你满意。incompliancewithyourrequest,wearesendingyouarangeofoursamplesofourcottonpiecegoods.Wehopetheywillarriveintimeandfoundtoyoursatisfaction.4、你方9月4日来函收到。承告你们对肉类关头有兴趣，并考虑试订。WehavereceivedyourletterofSeptember4informingusthatyoufindourcannedmeatsatisfactoryandthatyouconsiderplacingatrialorderwithus.255、按照你方要求，我们附上一套小册子（说明书）连同价格单，供参考。若你对所列商品感兴趣，请告具体需要。一俟收到询价，我们立即寄送报价单。Asrequested,weenclosearangeofpamphletstogetherwithourpricelistsforyourreference.Ifanyoftheitemslistedmeetsy