教學課件·函電與單證第四版

1、Unit 1Establishing Business Relations 建立業(yè)務關系When new firms or old ones want to start or enlarge business, they may want to establish business relations with prospective dealers. The following channels are usually available for obtaining necessary information about a new market and a new customer.Int

2、ernet;advertisements in newspapers;banks;chambers of commerce both at home and abroad;introduction from the business connections;commercial counselors office;market investigations;attendance at export commodities fairs;inquiries received from merchants abroad.BackgroundUnit 1Establishing Business Re

3、lations 建立業(yè)務關系After securing the necessary information, the writer usually writes a letter expressing his wishes to establish business relations. The letter includes:Opening: purposes or reasons of writing, which are:a. the source of information;b. his intention (establishment of business relations)

4、;Body: details of requirements, which are:c. self-introduction and the business scope of his firmd. reference as to his firms financial position and integrity;e. requirement for further informationClosing: f. expectation of cooperation or an early reply.Main points of such lettersUnit 1Establishing

5、Business Relations 建立業(yè)務關系2. Disagree to establish business relations for some reasonsOpening: a. thanks for the incoming letter;Body: b. regret for inability to establish business relations;c. stating the reasons;Closing: d. expectation of future cooperation.The above serves as the guidance only. Th

6、e writer may select the points he wants to include according to the real situation.Main points of repliesUnit 1Establishing Business Relations 建立業(yè)務關系Replies to these letters generally include two kinds:1. Agree to establish business relationsOpening: a. thanks for the incoming letter;b. willingness

7、to establish business relations;Body: c. reply to the requirements in the incoming letter;d. self-introduction;Closing: e. hope for doing business.Main points of repliesAn Importers Self-introduction 進口商自我介紹Macdonald & Evans Co., Ltd.58 Lawton Street, New York, U.S.AApril20,2013China Win-Way Trading

8、 Co., Ltd.No.40, Qianjin Street , Baiyun District,Guangzhou, Guangdong,China，51000Attention: Mr. Wu Gang, Sales DepartmentDear Mr. Wu Gang,We have obtained your name and address from Fort & William Co., Ltd., and we are writing in the hope that you would be willing to establish business relations wi

9、th us.Specimen 1An Importers Self-introductionAn Importers Self-introduction 進口商自我介紹Our company has been the leading importer of casual shoes for many years. At present, we are interested in extending our range and would appreciate your catalogues and quotations.If your prices are competitive we wou

10、ld like to place a trial order with you.Our banker is Citibank China, Shanghai Branch, it can provide you with the information about our business and finances.We look forward to your early reply.Yours faithfully,Macdonald & Evans Co., Ltd.(Signature) Michael EvansMichael EvansManagerSpecimen 1An Imp

11、orters Self-introductionAn Importers Self-introduction 進口商自我介紹China Win-Way Trading Co., Ltd.No.40 , Qianjin Street , Baiyun District,Guangzhou, Guangdong, China, 51000April 25, 2013Macdonald & Evans Co., Ltd.,58 Lawton Street, New York, U.S.A.Dear Mr. Evans,Thank you for your letter of the 20 April

12、. We are desirous to enter into business relations with your company.Our shoe industry concentrates on designing and producing various traditional and vogue men and womens shoes. We have developed and marketed a series of products such as indoor slippers, cotton slippers, embroidered slippers of new

13、 styles; childrens shoes and cotton shoes. We can satisfy different market needs both at home and abroad.Specimen 2A Reply to the AboveAn Importers Self-introduction 進口商自我介紹In compliance with your request, we are sending you, under separate cover, our latest catalogue and pricelist covering our expo

14、rt range available at present.Should you be interested in any items, please let us know. We are looking forward to your specific enquiries.Yours sincerely,China Win-Way Trading Co., Ltd.(Signature) Wu GangWu Gang of Business Department IManagerSpecimen 2A Reply to the AboveAn Importers Self-introduc

15、tion 進口商自我介紹Arm Yourself1 in the hope that 希望in the hope of sth./doing sth.返回Arm Yourself2 establish business relations with 建立業(yè)務關系similar expressions: build up/ set up/enter into business relations with sb.n. establishmentestablishment of business relations 建立業(yè)務關系establishment of L/C 開立信用證返回Arm You

16、rself3 extend v. enlarge, offer, provide擴大，給予，提供，延期extend range 擴大經營范圍extend business 擴大業(yè)務extend L/C 展證返回Arm Yourself4 appreciate v. be thankful or show gratitude for; to admire greatly感謝，欣賞We shall appreciate it if .It is appreciated if (that).We shall appreciate you doing.We shall appreciate sth.e

17、.g.如我們早日收到你方來信的話，我們將不勝感激。We shall appreciate your early reply.返回Arm Yourself5 competitive adj.able to do as well as or better than others 有競爭力的，競爭的competitive price 有競爭力的價格v. compete (+with) 與競爭e.g.你方商品質量能與其他產品質量相競爭。The quality of your goods can compete with that of other products.返回Arm Yourself6 pl

18、ace an order with sb. for sth. want to buy sth. from sb. 向某人定購返回Arm Yourself7 look forward to think of (a future event) with pleasurable, eager anticipation 盼望look forward to sth./doing sth.返回Arm Yourself8 be desirous tohave a desire to, eager to, be anxious to 熱切盼望，渴望be desirous of doing sth./be de

19、sirous to do sth.e.g.我們熱切盼望與你做生意。We are desirous to do business with you.v. desire 希望，期望；想要n. desire 希望，渴望;要求，請求have a desire to do sth. (the same as“desire to do sth.”返回Arm Yourself9 satisfy different market needsmeet the various needs in the market 滿足不同市場需求返回Arm Yourself10in compliance with accord

20、ing to, in agreement with與一致，符合;按照，根據e.g.價格與國際市場行情一致。The price is in compliance with the international market.v. comply (+with) 遵從，按照，根據，與一致e.g.應你方要求，給予你方最低價。We comply with your request and give you the lowest price.返回Arm Yourself11under separate cover by separate mail, in another letter 另郵, 另寄返回Arm

21、 Yourself12covering about, including; to pay, to meet 關于, 支付e.g.我們寄給你方一張支票，支付第一筆船貨。We send you a cheque covering the first shipment.v. cover 包括，足以支付；夠付返回Arm Yourself13enquiry n. questions or queries 詢問，打聽，詢盤v. enquire 詢問，打聽，詢盤enquire for sth. 詢盤某種商品enquire about sth. 打聽某事enquire into sth. 調查某事make a

22、n enquiry/enquiries 詢盤返回Business Tips GOOGLE 搜索在GOOGLE 上輸入你的產品搜索。比如: buy chairs, we are looking for chairs, chair importer, chair distributor 等等。此外，輸入你的產品，后面加郵箱后綴，比 :CHAIR + aol. com, , 等等。有時候能意外找到一些大的批發(fā)商。 海關數據這是最真實的客戶信息，包括客戶的進口量，客戶聯(lián)系方式等。 大使館資料各國大使館都有為本國企業(yè)搜集商業(yè)信息的義務?？赏ㄟ^使館網站進行查詢。 行業(yè)論壇每個行業(yè)都有自己的一些論壇，比如國

23、內家具行業(yè)，機械行業(yè)等等。國外也一樣。在 GOOGLE 里搜你的產品加FORUM ，BBS，BULLETIN BOARD 就可以搜到。Business Tips 國際招標投標信息中國政府采購：/澳大利亞政府招標系統(tǒng)：.au/來自各國政府發(fā)布的投標采購機會：/聯(lián)合國中國最新采購和招標信息：/阿拉伯市場招標數據庫： 第三方機構提供的數據、名錄專業(yè)的信息公司、經貿咨訊機構、國際性的行業(yè)信息情報機構、市場研究機構等提供的行業(yè)公司目錄、區(qū)域公司目錄、進口商數據庫等以光盤、書籍、在線購買使用等形式出售。如國貿資訊（）上提供駐華采購商數據庫、外商駐華代表機構數據。Business Tips 本行業(yè)各專業(yè)展會

24、、進出口協(xié)會或商會、各國行業(yè)協(xié)會。 國內的網站資源世界買家網/index.asp阿里巴巴龍媒環(huán)球資源 企業(yè)黃頁如歐洲企業(yè)黃頁/Make Yourself Skilled1. Translate the following expressions into Chinese.I. Basic Trainingquotation _leading importer _export range _order (n.) _extensive connection _specific enquiry _latest catalogue _competitive price _報價一流的進口商出口產品范圍訂

25、單廣泛的聯(lián)系具體詢盤最新目錄有競爭力的價格Make Yourself Skilled2. Choose the best answer.I. Basic Training(1) We would like to receive your inquiries _ our hardware.A. about B. to C. for D. into(2) We wish to establish direct business relations _ you.A. with B. for C. from D. to(3) We are _ your detailed requirements.A.

26、 forwarding B. looking to C. looking forward D. looking forward to(4) 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(5) We _ make business contact with you.A. desirous to B. desire C. are desirous to D. are desirous ofMake Yoursel

27、f SkilledTranslate the following sentences into English.II. Improving Training(1)我們想介紹一下我們的業(yè)務范圍。(business range)(2) 我們從史密斯先生處得知你方的名稱與地址，他與我們做了很多年的生意。( and address from.)We would like to introduce our business range.We obtained your name and address from Mr. Smith, who have done business with us for

28、many years.Make Yourself SkilledTranslate the following sentences into English.II. Improving Training(3) 盡早告知你方感興趣的商品為盼。（shall appreciate it if you could.）(4) 我們已收到從國外寄來的許多詢價單。(enquiry)We shall appreciate it if you could tell us the goods you are interested in.We have received many enquiries from ab

29、road.Make Yourself SkilledTranslate the following sentences into English.II. Improving Training(5) 我公司是拉哥斯市最大的電器用品進口商。(leading)(6) 如果你方價格有競爭力，我們愿向你方訂購500 輛電動自行車。(competitive, place orders with.)We are the leading importer of electronic products in Lagos.If your price is competitive, we would like to

30、 place with you an order for 500 electric bicycles.Make Yourself SkilledIII. Letter-writing PracticeWrite a letter.You are an importer of electronic goods in the United States. Recently you got a piece of information about the Rainbow Electronic Products Co., Ltd. in China on the Internet as follows

31、:彩虹牌電風扇是使用軍工技術生產的，噪聲低，風力柔和。按照國際ISO9002 標準生產，建立質量保證體系，獲得中國電工產品認證合格證書，取得長城標志。彩虹牌系列電風扇有落地扇、臺扇（stand fan, desk fan）兩大類共十多個花色品種。You are interested in their products. Now you write a letter to them, hoping to establishbusiness relations with them.Make Yourself SkilledIII. Letter-writing PracticeDear sirs,

32、We are one of the leading importers of electric goods in this city and shall be pleased to establish business relations with your firm.At present we are interested in your electric fans, details according to our Enquiry Note No. 1345 enclosed, and shall be glad to receive your lowest quotation as so

33、on as possible.We would like to mention that if your price is attractive and delivery date acceptable, we shall place an order with you immediately.Your early reply will be highly appreciated.Yours faithfullySupplementary Reading1. Inquiring About the SupplySupplementary Reading2. Asking for the Sup

34、plyAn Exporters Self-introduction 出口商自我介紹Specimen 1An Exporters Request for the Establishment of Business RelationsChina Win-Way Trading Co., Ltd.No.40 , Qianjin Street , Baiyun District ,Guangzhou, Guangdong, China，51000May 6, 2013East-West Trading GmbH，Otto-Hahn-Ring 20, Mnchen,Germany , D-81739De

35、ar Sir or Madam,Through the courtesy of the German Chamber of Commerce in China，we are given to understand that you are one of the leading importers of woven articles in your country. As this item falls within the scope of our business activities, we are writing to you with a keen desire to enter in

36、to business connections with you.An Exporters Self-introduction 出口商自我介紹Specimen 1An Exporters Request for the Establishment of Business RelationsWe specialize in the exportation of Chinese woven products, such as vases, cushions, baskets all hand-made with materials of wires, fabrics, straw and ratt

37、an etc. Our products are excellent in quality and reasonable in price.To give you a general idea of our business lines, we enclose a copy of our export list, showing the main items now in supply and we hope that you would contact us if any item is of interest to you.We look forward to receiving your

38、 early reply, and assure you that your requirements will have our best and prompt attention.Yours faithfully,Huang KaiHuang KaiManager Business Department An Exporters Self-introduction 出口商自我介紹Specimen 2A Favorable ReplyEast-West Trading GmbH，Otto-Hahn-Ring 20, Mnchen,Germany , D-81739May 15, 2013Ch

39、ina Win-Way Trading Co., LtdNo.40 , Qianjin Street , Baiyun District ,Guangzhou, Guangdong,China，51000Dear Mr. Huang,We acknowledge with thanks the receipt of your letter of May 6, 2013, and take the pleasure of establishing business relations with your corporation.An Exporters Self-introduction 出口商

40、自我介紹Specimen 2A Favorable ReplyYour woven products are so attractive that we are confident of securing large orders for you. We shall be obliged if you could send us catalogues and quotations.We look forward to your favorable reply.Yours faithfully,Michael RigoniMichael RigoniManagerAn Exporters Sel

41、f-introduction 出口商自我介紹Arm Yourself1through the courtesy of obtain.from. 承蒙介紹返回Arm Yourself2be given to understand get to know 獲悉返回Arm Yourself3fall within belong to 屬于fall within the scope of ones business activities 屬于某人的經營范圍（業(yè)務范圍）同義：lie withine.g.從你處10月3日來信獲悉這項業(yè)務屬于你方經營范圍。We learn from your letter

42、of3rd October that the goods fall within the scope of your business activities.返回Arm Yourself4give you a general idea 為使你方大致了解同義：give a rough idea of 為使大致了解give a detailed idea of 為使詳細了解give an idea of 為使了解e.g.為讓你方了解現(xiàn)在可供出口的各種棉布的大致情況，我們給你方寄去價格表。In order to give you a general idea of the cotton piece

43、goods available for export, we send you a pricelist.have an idea of 對有了解e.g.我們想了解一下你方現(xiàn)在可出口的電動自行車。We would like to have an idea of your electronic bicycles exportable now.返回Arm Yourself5 line n. range 范圍，經營業(yè)務business line 業(yè)務范圍，經營產品be in line of 經營be in line with 與一致，符合be out of line with 脫離，與不一致，不符合返

44、回Arm Yourself6enclose v. send with.，隨函附上enclose sth.Enclosed please find.Enclosed are/is.返回Arm Yourself7showing 顯示，說明-ing 形式用以說明前面的來信來電，去信去電，報盤，定單，合同等的內容。在函電中很多類似的用法,如：asking ,offering, advising等。返回Arm Yourself8 in supply that can be provided 可供應的n. supply 供應，供應的產品（常用復數）be in short supply. 供應短缺v. su

45、pply 供應supply sb. with sth.n. supplier 供應商adj.suppliable 可供應的返回Arm Yourself9contact v. approach 與聯(lián)系n. contact (with) 與聯(lián)系返回Arm Yourself10 be of interest to 使感興趣be interested in sth./doing sth./to do sth.be interesting to sb.返回Arm Yourself11assure v. tell (sb.) positively or confidently 向保證，擔保，使放心assu

46、re sb. of sth.assure sb. that.Please be assured that.You may be assured that.返回Arm Yourself12have our best and prompt attention 得到我們最認真和及時的關注同義：receive our attention 得到我們的關注give our attention to對及時關注/處理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

47、意某事，使某人著眼于e.g.你方的要求會得到我方最認真和及時的處理。Your requirements will receive our best and prompt attention.我們會對你方以后的詢盤予以及時處理。We will give our prompt attention to your future enquiries.返回Arm Yourself13acknowledge with thanks the receipt 收到，謝謝函電中表示收到對方信函的句式有很多，如：acknowledge receipt of your letter of March20be in

48、receipt of your letter of March20acknowledge your letter of April5thank you for your letter of June14In reply to your letter of June10.We have received your letter.We learn (note) from your letterthat.返回Arm Yourself14take (have) the pleasure be delighted, be pleased 很高興，很榮幸take the pleasure of doing

49、 sth.take pleasure in doing sth.返回Arm Yourself15corporation n. company, firm, house 公司state-operated corporation 國營公司返回Arm Yourself16attractive adj.having the power to attract sb. 吸引人的attractive price 吸引人的價格v. attract 吸引返回Arm Yourself17be confident 對有信心句式：be confident of sth.be confident thatn. conf

50、idence 信心句式：have confidence in sth. .have confidence thatbe in confidence返回Arm Yourself18shall be obliged if you could 如蒙不勝感激同義：shall appreciate it if.shall be grateful if you would.shall be thankfule.g.如蒙你方立即寄給我方樣品，我們將不勝感激。We shall be obliged if you would send us samples immediately.返回Business Tips

51、業(yè)務處理技巧回復建交函 無論是否能滿足對方需要，均要及時回信表示感謝。這是培養(yǎng)潛在客戶的關鍵。 盡可能答復對方的要求，并抓住機會推銷己方產品。 最好使用企業(yè)郵箱，即使用以自己公司名稱為后綴的郵箱。另外，如果要使用免費郵箱，優(yōu)先選用國外通用的這類免費郵箱，不容易被分析為垃圾郵件。了解客人當地的時差及上班時間，按照客人的上班時間發(fā)送，只需要使用簡單的郵件定時發(fā)送就可以辦到。另外一點，就是按照客人的上班時間，在線和客人聯(lián)系。Make Yourself Skilled1. Fill in the blanks with proper forms of given words.I. Basic Trai

52、ningattract confident interest contact supply enclose(1) 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 our quotation _.(4) One of our clients is _ in Chinese electronic products.(5) We can

53、 _ you with all kinds of mens leather shoes.(6) Although the price we give you is slightly higher than the other _, we have the _ that the quality of our products is better.contactencloseattractiveinterestedsupplysuppliersconfidenceMake Yourself Skilled2. Complete the sentences with correct expressi

54、ons of the following given words.I. Basic Trainingsupply(1) We can _ all kinds of leather shoes.(2) The goods you enquire for are _ (供應短缺).(3) _ of this product is quite limited, and we hope you will cable us your acceptance as soon as possible.supplyin short supplyThe supplyMake Yourself Skilled2.

55、Complete the sentences with correct expressions of the following given words.I. Basic Trainingline(1) We are leading importers in this city and have been _ textile for over twenty years.(2)We are pleased to say that the article you require _ (屬于我們的經營范圍).in line ofis our lineassure(1) You may _ that

56、we will keep you informed of the execution of your order.(2) We can _ you _the best quality of our goods.be assuredassureofMake Yourself Skilled2. Complete the sentences with correct expressions of the following given words.I. Basic Trainingenclose(1) We thank you for your letter of April 2 with the

57、 catalogue and price list _.(2) _ please find a copy of our price list.(3) We are _ two catalogues and a price list of our chemical products.enclosedEnclosedenclosingMake Yourself SkilledTranslate the following sentences into English.II. Improving Training(1) 你可以跟他們接洽你方的新產品。(contact.for)(2) 我們想利用這個機

58、會介紹一下我們的業(yè)務范圍。(business line)You can contact them for your new products.We would like to avail ourselves of this opportunity to introduce our business line.Make Yourself SkilledTranslate the following sentences into English.II. Improving Training(3) 隨函寄去我方價目表兩份。(enclosed)(4) 能否讓我方大致了解一下你方城市里紡織品的市場價格。

59、(give.a general idea of)Enclosed are two copies of our pricelist.Could you give us a general idea of the market price of textiles at your end?Make Yourself SkilledTranslate the following sentences into English.II. Improving Training(5) 我們寄給你方現(xiàn)可供應的各種手機的價格表。(enclose, suppliable)(6) 電器用品屬于我方經營范圍。(fall

60、within the scope of)We enclose herewith our pricelist for various cell phones sup pliable at present.We enclose herewith our pricelist for various cell phones sup pliable at present.Make Yourself SkilledTranslate the following sentences into English.III. Writing PracticeWrite a letter.You are the Os