外贸英语函电外贸英语函电

Lectured byXia Yong

Lectured byXia Yong

What are we going to

learn today?

Unit Two Establishing Business Relations

Teaching aims

As we know, no customers, no business. We should try by all means to seek for new connections and then establish and/or maintain good business relations with them. This unit deals mainly with the establishment of business relations. Through the study of this , students will be able to write letters on establishing business relations.

contents

AABasic Knowledge

BBRole-Playing

CCLetter-writing Steps

DCommonly Used Expressions and Sentences

EImproving training

To establish business relations with prospective dealers is the first step in

foreign trade and it is one of the important undertakings either for a newly

established company or an old one that wishes to enlarge its business scope

and turnover.

If a company wishes to open up a market to sell something to or buy

something from firms in foreign countries, the persons in charge must first of

all find out whom they are going to deal with. We should not only do

everything possible to consolidate old customers but also seek new ones to

enlarge our business.

1. The Significance of Establishing Business Relations

Usually, you can secure all the necessary information about a new

customer with the help of the following channels:

2. The Main Channels and Methods for Establishing Business Relations

1.Banks;

2. Trade directory ;

3.Advertisements in newspapers, magazines or on TV;

4.The introduction from your business connections;

5. The Commercial Counselor’s Offices of Chinese embassy in

foreign countries;

6. The Chambers of Commerce both at home and abroad;

7. Attendance of trade fairs and exhibitions;

8. The web or internet ;

9. Mutual visit by trade delegations or representatives.

Brief Introduction

建立业务关系是对外贸易工作中的一项十分重要的环节。业务关系好，客户多，做成生意的机会也就多。 .在国际贸易中，买卖双方通常相距遥远，直接获取对方资料的机会比较少，但我们可以通过以下几个渠道获得有关信息：互联网、广告、银行、 国内外商会、中外使馆商务参赞处、广交会或展览会、贸易行行名录等。与外商接洽和交往的方式可以是：口头沟通、书面往来函电或电子邮件等。这里我们着重介绍书面往来函电的拟定方法。参考。

Learn to write a letter

for establishing

business relations

Friendly

Tactful

ConstructiveWriting

principles

Writing

principles

Source of information : Telling how we get to know the name and the address of the potential customer.

Our desire: Expressing our intention for export or import.

Self-introduction: Introducing ourselves, including business scope, experience, financial standing, etc.

Expectation: Stating what kind of products we want to buy or to sell. Providing or asking for some information about this business.

Closing: Closing the letter as positively as possible.

Brief Introduction

撰写商务信函时，一般包括以下几个要件：你获得对方信息的来源、你的意图、自我介绍、有关你公司的财务状况和信誉。如果写信人是出口商，为使新客户对自己所经营的产品有所了解，往往在首次交往时给对方寄去目录、样品、价目单；如果写信人是进口商，有意购买对方的产品，则索要这些材料。信函结束时说明你的期望。要求建立关系的信函应郑重，文字方面也要规范，给对方以良好印象。建立关系后，应保持并发展这种关系。

Useful Expressions and Sentences1. Source of information:

owe one’s name and address to… 从…得知贵方名称和地址By the courtesy of sb., we know your name and address… … 承蒙……告知……Through the recommendation of sb., we learn that… 承蒙 .. 告知… ., 我方获悉…

By the courtesy of Italian Commercial Bank ， We come to know your name and address.

承蒙意大利商业银行，我方获悉贵公司名称和地址。

We owe your name and address to the Commercial Counselor’s Office of Chinese Embassy in America.

我们从中国驻美大使馆的商务参赞处获悉您公司的名称和地址。

Useful Expressions and Sentences2. Our desire or intention of this letter writing

to establish business relations with… 和……建立贸易关系We avail ourselves of this opportunity to write to you and see if we can establish business relations with you. 我们借此机会致函贵方 , 以了解可否与贵方建立贸易关系。

be pleased to write to you in the hope of entering into business relations with… 希望与… . 建立业务关系We are pleased to write to you in the hope of entering into business relations with you on the basis of equality and mutual benefit.

我们特此致函您，希望在平等、互利的基础上与贵方建立贸易关系。

Useful Expressions and Sentences

This is to introduce ourselves as one of the leadingexporters of garments in China. 兹介绍，本公司为中国最大的服装出口商之一。

We are a state-operated corporation, handling the exportof animal by-products.我方（我公司）为经营畜牧产品出口的国营公司。

3. Self-introduction (Including business scope, the products)

Useful Expressions and Sentences4. Expressing expectation:

如能寄贵公司的商品目录和价目单当十分感谢。 We shall appreciate your catalogues and quotations.

If you are interested in our products, we will be glad to make you an offer.如蒙您欲购我方产品，我方乐于向您报盘。

Useful Expressions and Sentences5. Closing sentences:

We look forward to your early reply. 盼早复！

We are waiting for your favorable news. 盼佳音！

Improving Training: 1)1) 我们想介绍一下我们的业务范围。我们想介绍一下我们的业务范围。 ((business range)business range)

2)2) 我们从史密斯先生处得知你方的名称与地址，他与我们做了很多年的生意我们从史密斯先生处得知你方的名称与地址，他与我们做了很多年的生意。。

((obtain …name and address from…)obtain …name and address from…)

3)3) 尽早告知你方感兴趣的商品为盼。尽早告知你方感兴趣的商品为盼。（（ shall appreciate it if you shall appreciate it if you

could…could… ））

4) 4) 我们已收到从国外寄来的许多询价单。我们已收到从国外寄来的许多询价单。 ((enquiry sheet)enquiry sheet)

1) We would like to introduce our business range.

2) We obtained your name and address from Mr. Smith, who has done business with us for many years.

3) We shall appreciate it if you could inform us of the goods you are interested in.

4) We have received many enquiry sheets from abroad.

55 ）他们以前从英国进口机器，现在想同我们建立业务关系。）他们以前从英国进口机器，现在想同我们建立业务关系。 ((establish business relations with…)establish business relations with…)

6) 6) 我公司是拉哥斯市我公司是拉哥斯市 ((Lagos)Lagos) 最大的电器用品进口商，主要经营电器用最大的电器用品进口商，主要经营电器用品进口业务。品进口业务。 ((leading…handling)leading…handling)

7) 7) 如果你方价格有竞争力，我们相信我们之间能达成大量的交易。如果你方价格有竞争力，我们相信我们之间能达成大量的交易。((competitive, close deals with…)competitive, close deals with…)

88 ））如蒙你方能将此信转交给负责此事的人，我们将不胜感激。如蒙你方能将此信转交给负责此事的人，我们将不胜感激。 ((It shall It shall be appreciated if you could…)be appreciated if you could…)

5)They used to import machines from UK, but now they would like to establish business relations with us.

6) We are the leading importer of electronic products in Lagos, handling the import of electronic goods.

7) If your price is competitive, we trust we can close great deals with each other.

8 ） It shall be appreciated if you could pass this letter on to the person in charge.

Dear Sirs,

We have obtained your name and address from the website: www.alibaba.com. We were informed that you are one of the biggest importers of tea in UK and you are now in the market for tea.

We take this opportunity to approach you in the hope of establishing business relations with you.

We have been handling the export of tea for over 20 years. The quality of our products

is superior to that of Japanese made.

If you are interested in any of our products or have other products you would like to import, please contact us with your requirements.

We look forward to providing you with high quality products, superior customer service.

Yours faithfully,

Back

be in the market for = want to buy

例：我们生产各式各样的皮鞋，因此我们想要购买牛皮。

We produce all kinds of leather shoes, so we are in the market for cow hide.

approach=contact

例：我们定期与客户联系，看他们是否有新的要求 .

We approach our clients regularly to see if they have any new request. superior=surpassing all others ( 品质、程度 ) 优良的 , 上等的 例：我方产品质量优于他们的。 The quality of our products is superior to that of their products.

Translating the following into English:

1.We are informed that _____________________________________

________________________. ( 贵公司是经营化工产品的国营公司 ).

2.We shall let you know our comments ______________________

_____________. ( 一俟收到你方的报价 ).

3.We are ________________________________________________ . ( 专门从事中国工艺品 出口 ).

you are a state-owned corporation

dealing in chemicals.

upon receipt of your

quotation

specializing in the export of Chinese arts and crafts

Practice

Write a letter for establishing business relations according to the following message:

(1) 告诉对方你是从中国银行广州分行 (Bank of China, Guangzhou

Branch) 处得悉其公司的｡(2) 去函目的是希望与对方建立业务关系｡(3) 告诉对方你公司专门出口中国轻工业产品 , 这些产品在世界市场上久享盛

誉｡(4) 信中说明随函附上目录单一份供其参考｡(5) 提醒对方如对产品有兴趣 , 请立即与你公司联系｡

Assignment

.

催促买方开来相关信用证

Urging Establishment of L/C

person in charge must first of all find out who will be his/her potential customer. But how do we obtain information about our potential customers? Usually, such information can be obtained through the following channels:1.Trade fair or exhibition;2. Advertisements3. Banks with overseas business4.Trade directory5.Chambers of Commerce in foreign countries6.Chinese Commercial Counselor’s Office in foreign countries7.Business Houses of the same trade or business friends28 Back

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催促买方开来相关信用证

Urging Establishment of L/C

Back

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