外贸英语函电 Business English Correspondence 主编项伟峰

外　贸　英　语　函　电Business English Correspondence

外　贸　英　语　函　电Business English Correspondence

主编　项伟峰

Job Competency

Job task

Job task

Exercises

Summary

Learning Goals

Learning Task 1

Learning Task 2

Module Assessment

Module Conclusion

Content StructureContent Structure

Module Two Establish Business RelationsModule Two Establish Business Relations

2 Learning Task 1

3 Learning Task 2

4

5

Module Assessment

1 Learning Goals (Job competency)

Module Conclusion

Learning Goals Learning Goals

Identify trade opportunities and seek clients from different channels;

Write letters asking for establishing business relations;

Write credit inquiry letters to banks;Write letters about agency application and

reply to agency application.

Learning Task 1 Source Information Channels and Establish Business RelationsLearning Task 1 Source Information Channels and Establish Business Relations

Section 6 Summary

Section 5 Simulation Workshop

Section 4 Core Phrases and Sentence Patterns

Section 1 Lead in

Section 2 Business Compass

Section 3 Work Samples and Analysis

Lead inLead in

If you visit the website of China Council for the Promotion of International Trade (www.ccpit.org), click the column Trade Opportunities, you will find some of the products fall into your business scope. Now you want to contact the company to express the desire of establishing business relations, how to write the letter?

Sample LetterSample LetterGUANGZHOU HUAMEI TEXTILES IMP&EXP CO., LTDNO 356 NANHUA ROAD NORTH,GUANGZHOU, CHINA

INDUSTRIA OVAL TEXTIL S.A. DE C.V.CAMINO NACIONAL NO. 200 COLONIA INDEPENDENCIA SAN JUAN CUAUTLANCINGO, PUEBLA C.P. 72700 MEXICOTel: 52-222-1309049-114

Dear Sirs,　　We learn your name and address from the column on the website of China Council for the Promotion of International Trade that you are in the market for bed-sheets.　　We have pleasure in introducing ourselves to you as one of the most reputable exporter of textile products in China, having been engaged in this line for over twenty years.　　We are enclosing herewith a copy of our latest illustrated catalog and price list for your reference, and hope that you would establish business relations with us.　　We await your early reply with keen interest.

Yours faithfully,

GeorgeGeorgeSales Manager

Section 6 Summary



Section 1 Lead in




Source Information ChannelsSource Information Channels

　 directories of various countries and regions; 　 embassies (commercial counselor’s offices),

consulates,

banks etc.; 　 sales agents abroad; 　 old clients or friends in commercial circles; 　 advertisements in newspapers, TV or magazines; 　 local chamber of commerce; 　 the work of a branch office or representative abroad; 　 business talks; 　 exhibitions, export commodity fairs or mini-fairs.(E.g.: C

anton Fair)

Seeking clients on the InternetSeeking clients on the Internet

A company’s homepage; E-mails, mail-list, or e-mail group service; BBS(Bulletin Board System, 电子公告板，

论坛 ), discussion board or chat room. Search Engine: Google B2B Website: alibaba, global sources, ec2

1,made-in-china, ebay

Credit inquiryCredit inquiry

Capital — the overall financial worth or assets minus outstanding obligations;( 资金 )

Capacity — the ability to promote its line of business as testified by the scope of the firm and the volume of business actually done;( 经营能力 )

Character — the record of the firm honoring or dishonoring contracts and other obligations;( 品德：声誉 reputation 、信用 record 、诚实守信honesty and integrity)

Lines of business (the business scope of the firm) being handled.( 从事的行业 )

Writing skillsWriting skills

Writing to prospective clients: Source of information Purpose or intention Nature of your business, business

scope and financial status. Terms of transaction, payment etc. Polite endings and expectations

More TipsMore Tips

the first impression matters follow the standard format avoid mistakes reply in full without the least delay

Section 6 Summary



Section 1 Lead in




Letter 1 A letter requesting to establish business relationsLetter 1 A letter requesting to establish business relations

Guangdong Light Industrial Products Co., Ltd552 Dongfeng Road West

Guangzhou, ChinaFeb 26th, 2011

Johnson International Trading Co., Ltd5523, Lead StreetNew York, USA

Dear Sirs,

Your name and address have been recommended to us by a friend of mine in New York as a well-established importer of light industrial products in your country.

We have the pleasure of introducing ourselves to you as one of the most reputable exporter of light industrial products in Guangdong Province, having been engaged in this line for over thirty years.

We are enclosing a copy of our latest illustrated catalog and price list, and hope that you would enter into business relations with us.

We are looking forward to your early reply.

Yours faithfully, John SmithJohn Smith

Comments:This is a standard letter by an exporter

requesting for establishment of business relations. The letter is written in a very good taste, and the language used is clear and concise. The structure is also very clear.

Analysis:Para1. State source informationPara2. Self-introduction details;Para3. State the purpose of the letter;Para4. Encourage a prompt reply.

Letter 1 A letter requesting to establish business relationsLetter 1 A letter requesting to establish business relations

Letter 2 An introduction letter of an exporterLetter 2 An introduction letter of an exporter

Dear Sirs,Through the courtesy of the Chamber of Commerce in Tokyo, Japan, we have learned that you are one of the leading importers of metals and minerals and interested in doing business with us. We have been exporting all kinds of metals and minerals for 30 years and have many customers and friends in over 60 countries and regions.We are enclosing a catalog and a price-list. If any items you enquire for do not appear on the list, please tell us. If you are not interested in the offerings on the list, please be good enough to forward it to some of your friends or a firm, who may be interested in these items.Your early reply will be very greatly appreciated.Yours faithfully,Michael JacksonMichael Jackson

Comments:This is a letter written by an exporter for self-

introduction, while wishing to enter into business relations with the importer and making quotation for metals and minerals.

Analysis:Para1. State the source of information and make

self-introduction;Para2. State the exporter’s purposes;Para3. A further request to the importer;Para4. Expectation.

Letter 2 An introduction letter of an exporterLetter 2 An introduction letter of an exporter

勘误勘误

Letter 2 in Page 37:Notes:

删除 ( 移至 Letter 6) ： take advantage of 利用

增加： through the courtesy of 承蒙 ..... 的介绍

Letter 3 A letter establishing business relations from an importer to an exporter Letter 3 A letter establishing business relations from an importer to an exporter

Dear Sirs,We owe your name and address to Bank of China, Lagos Branch, through whom we have learnt that you are exporter of Chinese textiles and cotton piece goods.Textiles are our main imports, but now we are especially interested in importing printed shirting( 印花细布 ) from your country. If you can assure us of workable prices, excellent quality and prompt delivery, we shall be able to deal in these goods on a substantial scale. We would appreciate it if you would send us [by airmail] catalogs, sample books and necessary information regarding printed shirting, so as to acquaint us with the material and workmanship of your supplies.We are looking forward to your early reply. Yours faithfully,Henry Harrison Henry Harrison

勘误勘误

Letter 3 in Page 38:Notes:

Lagos n. 拉各斯 ( 尼日利亚 Nigeria 的旧都及第一大港 )

注： 1991 年 12 月尼日利亚从原来的首都拉各斯 (Lagos) 迁入阿布贾 (Abuja)

Letter 3 A letter establishing business relations from an importer to an exporter Letter 3 A letter establishing business relations from an importer to an exporter

Comments:This is a letter written by an importer to expor

ter, wishing to establish business relations. Analysis:Para1. State the source of information;Para2. Make self-introduction for the confide

nce of the exporter;Para3. State the main purpose and intention;Para4. Expectation.

Letter 4 A letter establishing business relations from an exporter to an importer Letter 4 A letter establishing business relations from an exporter to an importer

Dear Sirs,Your letter of November 21 addressed to our sister corporation in Shanghai has been passed on to us. As the items fall within our business scope, we shall be pleased to enter into direct business relations with you. We have learned that you are one of the leading importers and wholesalers of electronic products in Thailand.We are exporter of the same lines of business, having a business background of some 20 years, and are now particularly interested in exporting to your country our electronic products. All kinds of our products are good sellers( 易于销售的货品， best seller 畅销品 ) and worth recommendation for their excellent quality.If you are interested in marketing these products at your end, please let us know and we shall be pleased to send you our quotations and sample books upon receipt of your specific inquiries.We look forward to your favorable reply.Yours faithfully,J.R. LongfellowJ.R. Longfellow

Letter 4 A letter establishing business relations from an exporter to an importer Letter 4 A letter establishing business relations from an exporter to an importer

Comments:This is a letter written by an exporter to

importer, wishing to enter into direct business relations.

Analysis:Para1. State the source of information;Para2. Self- introduction;Para3. State the purpose and intentionPara4. Expectation.

Letter 5 A Credit Inquiry LetterLetter 5 A Credit Inquiry Letter

Dear Sir,Credit information (Confidential)We have received an order from Pacific Electronic Co., Ltd. USA. They have given us your name as reference. We wish to know if they are good for this amount and in every way trustworthy and reliable.We would appreciate it if you would kindly provide information about their financial and business status. Any information provided would be treated strictly confidential.We await your early reply.Yours faithfully,Alan BrownAlan Brown

Letter 5 A Credit Inquiry LetterLetter 5 A Credit Inquiry Letter

Comments: This is a credit inquiry letter to a bank. When writing this

kind of letter, the writer should say why he inquiries from this bank, and introduce something about the order, and then inquire about the importer’s credit in very polite way. Besides, the writer should promise to keep what he knows as strictly as confidential.

Analysis: Para1. State the source of information and self-

introduction; Para2. State the purpose and promise to treat the

information confidential; Para3. Expectation.

Letter 6 Favorable reply to a Credit InquiryLetter 6 Favorable reply to a Credit Inquiry

Dear Sirs,We are pleased to inform you that the company you mentioned in your letter of July 17, 2011 is a small but well-known company and has enjoyed high reputation that has been in this line in our city for nearly fifty years.We have been doing business with the company for many years and have found that they are very reliable and their financial status is very sound. Although they have not as a rule taken advantage of our cash discounts, they have always paid their account promptly on the net date(due date,net due date 确切的付款日期 ). The credit we often allow has been well above the amount you mentioned in your letter. The above information is given to you for your personal reference only and without any responsibility on our part.Yours faithfully,David EdwardDavid Edward

Letter 6 Favorable reply to a Credit InquiryLetter 6 Favorable reply to a Credit Inquiry

Comments:This is a favorable reply to the credit inquiry

of a company.

Analysis:Para1. State the result of credit inquiry;Para2. Give the favorable suggestion

based on the inquiry result;Para3. Emphasize that the information is

given for reference without responsibility;

Section 6 Summary



Section 1 Lead in




Core Phrases and Sentence PatternsCore Phrases and Sentence Patterns

1. Source information 信息来源 : owe sth. to sb. ; through the courtesy of

sb.; be indebted to sb. for sth.; come to know sth. through…; obtain sth. from sb.; be recommended to sb. by sb.; on the recommendation of sb. learn sth. from/through sb… 我们从… . 处得知…… ; 通过……我们了解到……

2. establish/enter into/set up/ build up business relations (connections) with sb. ( 与某人 ) 建立业务关系

3. Self- introduction of company （ line of business, etc. ）公司介绍

we are. . ./being…; 我们是… ;

introduce sb... as…; 介绍…是 ... ;

fall/come/lie within/into the scope of sb. 属于… 经营范围


4. Introduction of products 产品说明 high/excellent/fine/superior/good quality

质量上乘 ;

popular 受欢迎 .;

to sb’s taste/liking 符合某人的喜好 ;

meet (with) sb.’s satisfaction 获得某人的满意 ;

appeal to sb. 吸引… ;

in great/heavy demand 大量需求 ;


5. Credit Status Inquiry 资信调查 Enjoy good reputation 资信良好 ;

financial/credit standing/status 财务状况treat/regard as strictly confidential 严格保密 refer to sb. 向…查询 / 办理 / 寻求帮助


Group Activity: Recite and InterpretationGroup Activity: Recite and Interpretation

Step 1 Read aloud the Core Phrases and Sentence Patterns.(In and after class, 5 minutes in class)

Step 2 Memorize and ReciteSetp 3 Interpretation: One student read En

glish and another student translate it into Chinese without looking at the textbook and then Chinese into English; Take turns to interpretate this part.

Section 6 Summary



Section 1 Lead in




Simulation Workshop Simulation Workshop

深圳天力进出口公司是一家国有进出口公司，主要经营各种调味品和食品，包括大蒜，孜然 , 花椒 , 核桃仁，花生 , 瓜子仁等产品。产品主要销往东南亚 , 中东等国家。　最近，天力公司从“环球食品供求杂志”（ Universal Foodstuff Supply and Demand ）获悉印度尼西亚雅加达食品有限公司正在寻求 Cumin 的供货商。（雅加达食品有限公司是印度尼西亚一家专门从事干鲜食品和调味品的大批发商，在东南亚市场占有一定的市场份额。）中方： Shenzhen Tianli Imp & Exp Corp. No 358 Hehai Street, Futian District, Shenzhen, China 外方： Jakarta Foodstuff Co., Ltd, Room2580, 25th Floor, International Finance Center, Jakarta, Indonesia　任务 : 请就以上提供的业务背景以深圳天力公司销售部业务员的身份给雅加达食品有限公司撰写一封要求建立业务关系的信函。

Notes:Notes:

孜然（ cumin ）又名安息茴香、枯茗，维吾尔族称之为“孜然”，来自于中亚、伊朗一带，在我国只产于新疆。它主要用于调味、提取香料等，是烧、烤食品必用的上等佐料，口感风味极为独特，富有油性，气味芳香而浓烈。孜然也是配制咖喱粉的主要原料之一。

KeysKeysShenzhen Tianli Imp & Exp Corp

Hehai Street, Futian District, Shenzhen, China

Jakarta Foodstuff Co., Ltd,Room2580, 25th Floor, International Finance Center,Jakarta, Indonesia

Dear Sirs: We have learned your name and address from the magazine Universal Foodstuff Supply and demand that you are in the market for Cumin seeds. We have also learned that you are a leading wholesaler specializing in dried food and seasoning and occupying a certain market share in Southeast Asia. We are a state-owned import and export company specializing in various kinds of seasoning and foodstuff including garlic, cumin seeds, red pepper, walnut kernel, peanut, shelled pumpkin seeds, etc. We are enclosing our illustrated catalogue and price-list. We hope to enter into business relations with you. Your early reply will be very greatly appreciated.

Yours faithfully,(Signature)Sales Representatiove

Section 6 Summary



Section 1 Lead in




Summary Summary

Seeking clients rely on various source information channels and mostly on the Internet.

To reduce risks, credit inquiries from banks are essential. It is usually about the target firm’s financial and credit status, business activities, honesty, integrity, etc.

The “first letter” to establish business relations usually includes: source of information the purpose or intention writing the letter introduction of the company and products Expectation.

Module Two Establish Business RelationsModule Two Establish Business Relations

2 Learning Task 1

3 Learning Task 2

4

5

Module Assessment

1 Learning Goals (Job competency)

Module Conclusion

Section 6 Summary



Section 1 Lead in



Learning Task 2 Agency Application and AppointmentLearning Task 2 Agency Application and Appointment

Lead inLead in

Case study 广东南华纺织有限公司 (Guangdong Nanhua Textile

Co., Ltd) 主要经营纺织品，包括服装，鞋袜，帽子，一直有意打开美国市场。 2011 年 11 月 15 日，通过广东省一商会介绍，该公司得知美国洛杉矶的约翰逊公司 (Johnson Co., Ltd) 有意代理中国的纺织品。南华公司的一名业务员以公司名义给约翰逊公司去函，表达与其建立独家商务代理业务关系的热切愿望。美国客商的具体联络办法是： Mr. Smith, Sales Department, Johnson Co., Ltd, 152. Douala Street, Los Angeles, USA

Discuss the following questions: 1. Why is an agent required in foreign trade? 2. How to select an agent?

Sample LetterSample Letter

Guangdong Nanhua Textile Co., LtdSales Department,Johnson Co., Ltd, 152. Douala St,Los Angeles, USA

Dear Mr. Smith,

We learn from Guangdong chamber of commerce that you are looking for a reliable company to represent you. We are writing to ask to be your agent.Having had experience in the line of textile products for 20 years, we are familiar with customers’ need and are confident that we could develop a good market in China. Our wide connections in the line should enable us to work up a satisfactory business with you.As to the financial standing or other information concerning us, we refer you to the Bank of Guangdong.We hope to hear favorably from you and know on what terms you would be willing to conclude an agency agreement with us.

Yours faithfully, Henry Smith Henry Smith

Section 6 Summary



Section 1 Lead in




Business CompassBusiness Compass

Agents:localprofessionalopen up a marketpush the sales

Two types of agents:General agentSole/exclusive agent

Writing skillsWriting skills

Writing letters about agency:Nature and duration of the agency (e.g.

sole agency, agency merely for transmitting orders, agency carrying stock and so on);

Territory to be covered;Duties of agent and principal;Method of purchase and sale (e.g. whether

the agent is to buy for his own account or “on consignment”).

Section 6 Summary



Section 1 Lead in




Letter 1 Look for an agentLetter 1 Look for an agent

Dear Sirs,　　 Through the courtesy of our Commercial

counselor’s office in your country we have obtained your name and address. They recommended you as an agent for our products at your end. Recently, we have produced a new kind of electric toys and would like to have an agent in your area to sell newly produced products.

　　 From your commercial counselor’s office we have learned that your company has a very good reputation and credit on pushing the sales of electric goods. We, therefore, write to approach you to discuss the matter of sole agency. We expect an annual turnover of not less than USD 850,000 and on all order executed. You will be allowed a commission of 5% to be calculated on CIF terms basis.

Letter 1 Look for an agentLetter 1 Look for an agent

　　 We would be grateful if you let us know whether you are interested in representing us solely and the volume of business you can do. We feel confident that with your help we are sure to build up a good market in your country very soon.

　　　　 Upon receipt of your affirmative answer, we will

prepare a draft agreement and send it to you for your final confirmation without any delay.

　　 Yours faithfully,

　　 Green Wood　　 Green Wood

Comments & AnalysisComments & Analysis

Comments:

The writer is looking for a sole agent and writes to the reader to express his wishes. Commission he will grant and his own requirement are clearly stated.

Analysis:

　　 Para1. State the source of information;

　　 Para2. Give the reasons writing the letter;

　　 Para3. Wish the reader to act as his sole agent;

　　 Para4. Expect affirmative answer.

勘误勘误

P46 Notes 删除 2. warrant v. 授权，批准

Letter 2 Request to act as an AgentLetter 2 Request to act as an Agent

Dear Sirs ，　　　Re ： Asking for acting as Agent for Electric Lighters　　　For the past five years ， We have been selling your electric lighters to the wholesalers and big dealers located everywhere in Pakistan. Customers are quite satisfied with your products ， as the styles and colors

are suited to the markets. We have already set up solid business relations and proved excellent business performance.　　　Knowing that you have no agent in Pakistan ， we are therefore ， recommending ourselves as your agent. We suggest to sign a sole agency agreement with 3 year validity. The annual selling quantities will be in order of

Letter 2 Request to act as an AgentLetter 2 Request to act as an Agent50000 lighters ， 60000 lighters and 70000 lighters respectively. We will take 15% commission from our concluded transactions. We will not run other foreign similar competitive products within validity of this agreement.

If you agree to accept us as your sole gent ， we will try our best to promote your products on the markets in Pakistan and make further study for this matter.　　　Your quick response will be highly appreciated.

Yours faithfully,Thomas BrownThomas Brown

Comments & AnalysisComments & Analysis

Comments:

The writer wants to act as sole agent for electric lighters because he thinks that the products are satisfactory and their business performance have been successful and thus try to convince the reader they are the right person.

Analysis:

　 Para1. Introduction of the previous excellent business performance as an agent;

　 Para2. State the main purpose writing the letter;

　 Para3. Express the wishes to act as sole agent;

　 Para4. Expect the quick response.

Letter 3 Asking to be an agentLetter 3 Asking to be an agentDear Sirs,

We learn that you are looking for a reliable sales agency with good connections in furniture business. We hope to be your agent.

Having had experience in furniture for 15 years, we are familiar with customers’ need and are confident that we could develop a good market in our country. Our sophisticated marketing facilities and the wide connections should enable us to work up a satisfactory business with you.

As to our financial standing or other information, we refer you to the Trust and Investment Bank.

We hope to hear favorably from you and know your terms of agency agreement.

Yours faithfully,Henry SmithHenry Smith

Comments & analysisComments & analysis

Comments:

　 The writer asks to be the agent because he thinks that he is confident to develop a good market and provides relevant information.

Analysis:

　 Para1. The purpose of writing the letter;

　 Para2. Self-introduction;

　 Para3. Provide financial standing information;

　 Para4. Expectation.

Letter 4 Agency AppointmentLetter 4 Agency Appointment

Dear Sirs,

We are now pleased to offer you an appointment as our sole agents for France on the terms and conditions agreed verbally with you.　　This appointment will be for a trial period of 12 months and we will pay you a commission of 7% on the net value of all sales against orders received through you, to which would be added a commission of 2.5%.　　As we are able to facilitate quick delivery there will be no need for you to maintain stocks of our goods, and we

Letter 4 Agency AppointmentLetter 4 Agency Appointmentwill send you full ranges of samples for display in your showrooms.

Please confirm these terms in writing as soon as possible, after which we will arrange for a formal agreement to be drawn up. When signed, a circular will be prepared for distribution to our customers in France announcing your appointment as our agents.　　We look forward to a successful business relationship.　　Yours faithfully, George BrownGeorge Brown

Comments & analysisComments & analysis

Comments:　　 This is a letter to accept an application for

agency---Agency Appointment.Analysis:　 Para1. Inform the reader of the appointment as sole agent;　 Para2. Introduce main points of the appointment;　 Para3. Expect the reader to confirm; Para4. Wish to have successful business relationship.

Section 6 Summary



Section 1 Lead in




Section 4 Core Phrases and Sentence PatternsSection 4 Core Phrases and Sentence Patterns

1. act/handle as an agent 担任代理 represent sb.代表… ;

be represented by sb.由…担任代理2. appoint sb. as an agent for sth. in…(place)

任命某人 / 某公司为某产品在某地代理 3. entrust sb. with agency 委任代理

Group Activity: Recite and InterpretationGroup Activity: Recite and Interpretation

Step 1 Read aloud the Core Phrases and Sentence Patterns.(In and after class, 5 minutes in class)

Step 2 Memorize and ReciteSetp 3 Interpretation: One student read En

glish and another student translate it into Chinese without looking at the textbook and then Chinese into English; Take turns to interpretate this part.

Section 6 Summary



Section 1 Lead in




Section 5 Simulation WorkshopSection 5 Simulation Workshop

广州东方化妆品公司（Guangzhou Oriental Cosmetics Limited company）是一家有着十几年化妆品经营经验的化妆品公司。公司作为欧美、日韩、国产等几大国际知名化妆品品牌正式授权的中国独家总代理，在中国主要省市拥有众多的经销商和品牌专柜。 2011年 10月 23日，该公司业务员从上海经贸网上看到这样一条信息 : 加拿大Nina Essence公司希望寻求在中国的化妆品代理商。Nina Essence公司在加拿大生产并销售化妆品，包括洗发、护发等系列产品，获得 Ecologic认证。任务 : 广州东方化妆品公司认为该产品在中国市场极有市场潜力，致函加拿大公司，要求做该公司在中国市场的独家代理。请就以上提供的业务背景以广州东方化妆品代理公司业务员的身份给Nina Essence公司撰写一封请求独家代理的信函。中方地址：广州市珠江路 152号。联系人：王丽外方地址：加拿大温哥华DULE大街 553 号。联系人 : Nina女士

KeysKeysGuangzhou Oriental Cosmetics Limited company

No 152, Pearl River Road Guangzhou, China

Nina Essence CompanyNo 553, Dule StreetVancouver, Canada

Dear Ms Nina,

　　 We are pleased to have learned your name and address from Shanghai economic and trade network, and learned that you are in the market for an agent of cosmetics in China.　　 The demand for your cosmetics in China has shown a marked increase in recent years. We are convinced that there is a considerable sales here for your products. There is every sign that an advertising campaign, even on a modest scale, would produce very good results if it were backed by an efficient system of distribution.　　　

KeysKeys

We are well-know distributors of cosmetics over 10 years’ standing. We have many distributors and products special counters in most of the principal provinces and cities. With knowledge of the local conditions, we feel we have the experience and the resources necessary to bring about a market development of your trade in this country.　　　 If you agree to accept us as your agent ， we will try our best to promote your products on the markets in China and make further study for this matter.　　　 Your quick reply will be highly appreciated.

　　　Yours faithfully,

王丽 Ms. Wang Li

Section 6 Summary



Section 1 Lead in




Section 6 SummarySection 6 Summary

While writing a letter of agency, the writer of agency writing should include:

nature and duration of agency; territory to be covered; duties of agent and principal; method of purchase and sale.

Assessment for Task 1 Establish Business RelationsAssessment for Task 1 Establish Business Relations

I.Translate the following terms and expressions into Chinese or English:

1. specific inquiry 具体询盘 2.优惠价格 favorable price 3. 经营范围 business scope 4. 价格单 price list 5. 样品册 sample books

Ⅱ.Choose the best answer to complete each of the following sentences:

1.____ in 1995, this company specializes in the export of cotton piece goods.

A. Establish B. Established C. Establishing D. To be established

2.____ please find the catalogues and latest price list.

A. Enclosed B. Enclosing C. Enclose D. Enclosure

3. We will forward all information of the item mentioned above ____ receipt of your reply.

A. with B. upon C. in D. of

4. We look forward ____ your favorable news.

A. on B. to C. at D. of

5. The present market is favorable ____ importers.

A. with B. for C. in D. to


6. Because the article falls ____ the scope of our business activities, we are writing you in hope of ____ trade relations with you.

A. within, establishment B. within, establishing C. below, set up D. below, setting up7. Thank you for the sample cutting____ in your letter. A. enclose B. enclosed C. enclosing D. being enclosed8. We take the pleasure of introducing ourselves____ an

experienced importer____ line of daily products. A. of, on B. as, in C. for, by D. be, at9. Thank you for your price list showing various kinds of products

now____ for export.A. available B. be available C. to be available D. being available10.____ create severe competition for home produced goods. A. Import B. Importing C. Imports D. Imported


Ⅲ.Translate the following sentences into English:1．我们愿意在平等互利的基础上与你公司建立贸易关系。2．我们致函，介绍本公司是各种空调的最大的出口商之

一。3．为了把我们的产品扩展到欧洲市场，我方致函贵方寻

求合作机会。4．我们有各种各样的颜色和尺寸，能满足多种需求。5．我们已经航空邮寄给贵方有关产品的广告单。如对某些感兴趣，请告知。


6．经过多年的努力，我们已经拓展了业务范围，目前我们经营近百种产品。

7．我们主要业务是多种轻工产品的进出口。8．万一贵公司不进口上述产品，如能将此信转给相关的公司，我们将非常感激。

9．作为摩托车出口商，我们愿与贵方在这一行业开展贸易。

10．为了让你们大体了解我们的产品，另封寄上目录一份以及三份小册子供贵方参考。


Ⅳ. Translate the following letter into English: 先生 :　　　关于贵公司 2011 年 11 月 25 日的来信，谨告

知我方已经从伦敦银行收到了贵方所要求的资料信息。

　　　 Messrs. Johnson 有限公司成立于 1981 年，资金为 35万英镑，主要经营电子产品的进出口。他们的供应商与他们的业务记录都令人非常满意，因此该公司在该地区享有很高的声誉。根据我方资料显示，该公司总是能够很及时还清款项，因此我们认为该公司十分可靠，值得信赖。

　　　我们希望所提供的信息能有助于贵公司评估该公司的信用。该资料必须严格保密，我方对此不负任何责任。


KeysKeys

Dear Sirs,

Regarding your letter of 25, November 2011, we have received the information you required from the Bank of London.　　Messrs. Johnson Co., Ltd was founded in 1981 with capital of GBP 350,000,specializing in the import and export of electronic products. Their suppliers’ business with them is reported to have been satisfactory, thus they enjoy a very good reputation in their area. As far as our information goes, they can always punctually meet their commitments. We therefore consider them reliable and trustworthy.　　We hope the information provided will help you in your evaluation of this company’s credit. Of course, the information is confidential without any responsibility on our part.　　Yours faithfully,XXX

Ⅴ. Write an English letter in a proper form based on the following information:Write a letter to Foothill Enterprises Trade Development Co. Ltd. ( P. O. Box 22789 Taiz Street, Sana’a, Republic of Yemen) telling them:1. your name and address: Guangzhou Light Industrial Imp & Exp Co., Ltd, Guangzhou, 152 Dongfeng Road, Guangzhou, China;2. you are introduced by the Commercial Counselor’s Office of their embassy in Beijing;3. you wish to set up business relations with them;4. the main scope of your business is exporting chinaware;5. samples and catalogues will be sent to them upon receipt of their specific inquiries.


KeysKeys

Guangzhou Light Industrial Imp & Exp Co., Ltd,152 Dongfeng Road, Guangzhou, China;

20 April 2011

Foothill Enterprises Trade DevelopmentCo. Ltd. Taiz StreetP. O. Box 22789Sana’a Republic of Yemen

Dear Sirs,

　　 Your company has been introduced to us by Commercial Counselor’s Office of your embassy in Beijing as prospective buyers of arts and crafts.　　　　 In order to introduce our products to the Middle East, we are writing to you in the hope of establishing trade relations.

KeysKeys

　　 The main line of our business covers the export of chinaware of superb quality, fashionable design and competitive price, which enjoys a good reputation all over the world. We are enclosing an illustrated catalogue and the latest samples and quotations will be airmailed to you upon receipt of your specific inquiries.　　　　　 We are looking forward to your early reply.　　　　　　　　　　　　　　　　　　　　　　　　　　　　　　

Yours faithfully,　　　　　　　　　　　　　　　　　　　　　　　　　　　　　　　 (Signature)

Module ConclusionModule Conclusion

《外贸英语函电》 ISBN 978-7-303-14749-6

Documents

外 贸 英 语 函 电 Business English Correspondence 主编 项伟峰

外贸英语函电 Business English Correspondence 主编项伟峰