国际商务信函写作（英文版）Unit2EstablishmentofBusinessRelations

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1、 1. Establishing business relations 2. Enquiries and repliers 3. Offers and counter-offers 4. Orders and confirmations 5. Payment 6. Shipping 7. Insurance 8. Packing 9. Complaints and claims 建立业务关系询盘与回复发盘与还盘订购与确认支付装运保险包装索赔与理赔 Section 1 Establishment of Business Relations Section 2 Credit Status Enqu

2、iries 1. be able to translate and write a letter of establishing business relations properly. 2. be able to translate and write a reply to business relations establishment letterObjects: After this section you will: Why? To establish business relations with prospective dealers is one of the vitally

3、important measures either for a newly established firm or an old one that wishes to enlarge its business scope and turnover. No customers, no business. The Common Structure of a Business Relations Establishment Letter Opening Where and from whom you get the new customer-general information about a c

4、ompany, concerning the name, and the address. Body Self introduction (scope, condition and product or commodity), financial position and reference. Closing The closing express the wish, hope to keep the relations. Channels to find potential buyers or sellers 1. The Internet 互联网 2. Trade Fairs 商品交易会

5、3. Banks 银行 4. Chambers of Commerce (in foreign countries) 商会 5. Trade/Business directories 工商行目录/企业行目录 6. Business associates 商界朋友 7. Chinese Commercial Counselors Offices in Foreign countries 中国驻国外的商赞处(embassies) 8. Advertisements 广告 9. Other sources China National Import & Export Corp. Beijing Br

6、anch Beijing China (the letter head: senders address ) January 4, 2005 (the date) B. Wallace &. Co. 236 St. Louis Street Croydon, England ( inside address: the address of the recipient) Dear Sirs ：(salutation) We have obtained your name and address from Simpson & Co. Ltd., London, England. As you ar

7、e in the line of cotton piece goods, we are writing to enquire whether you are willing to enter into business relations with us. We are a state-owned corporation specializing in the export of the above items. To give you a general idea of our products we enclose a brochure and a sample- cutting book

8、let. We shall send you quotations once we get your specific enquiry. We look forward to hearing from you soon. Yours faithfully (complimentary close) China National Import & Export Corp. (signature) ManagerEnclosures:1 brochure 1 sample-cutting booklet Business Relations Establishment Sample Letters

9、 for Different Purposes a. Self-introduction by an Exporter b. Request for Business c. Trying to Do Business with Others d. Trying to Resume Business Relations e. Asking to Act as an AgentLanguage points May 2, 2003Gentlemen,We have heard from China Council for the Promotion of International Trade t

10、hat you are in themarket for silk garments.As we are one of the leading exporters in this line of business, we would like to establish business relations with you on the basis of equality, mutual benefit and the exchange of neededgoods.Our silk garments are made of super pure silk materials and in t

11、he traditional skills. They are magnificent and tasteful and have long enjoyed a great fame both at home and abroad. Weenclose a catalogue for your reference and trust some of the items listed will be of interest to you. We would be very much interested in receiving your inquiries, against which we

12、shall send you our quotations.We look forward to your reply.Yours faithfully,X X X Request for BusinessDear Sir,This is to introduce ourselves as one of the leading exporters from the United Kingdom, of a wide range of chemicals. We have enjoyed an excellent reputation through fifty years business e

13、xperience. We are sure that you will be quite satisfied with our services and the excellent quality of our goods. We attach a list of products we are regularly exporting and trust some of these items will be of interest to you. We would be interested in receiving your inquiries for all kinds of chem

14、icals, against which we send you our quotations in sterling, FOB UK ports, packing included. Terms of payment are to be arranged.If you are not interested in dealing with the import of our chemicals, please be good enough to forward this letter to the import corporations who may be interested in the

15、se items. We look forward to your early reply.Yours faithfully,X X X Trying to Do Business with OthersDear Sirs,We write to introduce ourselves as one of the leading exporters from the United Kingdom of a widerange of Electric Goods.We attach a list of products we are regularly exporting and trust s

16、ome of the items will be of interestto you.We would be interested in receiving your inquiries for all types of Electric Goods, against which wewill send you our quotations in sterling, FAS U.K. ports, packing included. Terms of payment are tobe arranged. Should, by chance, your corporation not deal

17、with the import of Electric Goods, we would be mostgrateful if this letter could be forwarded to the correct import corporation.We look forward to hearing from you.Yours faithfully,X X X Trying to Resume Business RelationsDear Sirs,In casing a retrospective glance through our accounts for the past y

18、ear, we observe that we havenot had any order from you for quite a long time.Assuming that you are still in the market for the class of goods we handle, we would be grateful ifyou would inform us of the intentions and purposes of your imminent sales. If you have anycomments or suggests in respect of

19、 placing orders with us, please lay your case before us so thatwe may give it our careful study.We presume that you may be interested to know that we have made a series of improvements inour products, both in workmanship and in packing. Under separate cover, we have sent you somenew models of the li

20、ne you used to order. After inspecting these samples, you will find that they willmeet your requirements just well and will induce you to resume and develop our friendly business connections.We look forward to receiving your positive response.Very truly yours,X X X Asking to Act as an Agent ( sole a

21、gent)Dear sirs,Your name and address have secured from our sales representative in your district and we have learned that you are seeking to form import and exportconnections for various goods and commodities.Since you have not yet established definite connections, we would like you toconsider us fo

22、r your would-be partner. While our company was originally established to act as distributors of electric home appliances for our domestic market, a recent change in management has also changed our policy concerning distribution. Thanks to many years experience in international trade, we have succeed

23、 in building suitable and lasting trading connections throughout the world. Moreover, those direct factory connections allow us to be most competitive in this line we are now dealing with. Asking to Act as an Agent (sole agent)May we suggest that we handle one or two models of your productat the fir

24、st step, which would be distributed at reasonable prices in our market, and then it would be conductive to establishing a steady supply andlasting partnership.We should be very glad to receive your suggestions as to how we can work together for our mutual benefit in the near future. If need be, we a

25、re also in a position to act as your sole agent (purchasing and selling) in China on a commission basis.We now await your early reply with interest. Yours truly,X X X Language Points1. be in the market for 欲购，想买 a. One of our clients in Japan is in the market for green tea. 一位日本客户拟购绿茶。 b. We are in

26、the market for Groundnuts. 我们想要购买花生。2. line n. 行业 a. Our line is clothing. 我们经营服装。 b. We have been for many years in the textile line. 我公司经营纺织品已有多年了。 Language Points3. interested adj. 感兴趣的 to be interested in sth. 对感兴趣 be of interest to sb: (某物) 使某人感兴趣我们的学生对新型计算机很感兴趣。1) Our students are very interes

27、ted in the new type of computers.2) The new type of computers is of great interest to our students.4. quotation n. 报价 make (send, give, cable, fax) sb. a quotation for sth. 向某人就某种商品报价 1) Please make us your lowest quotation for Mens Shirts.2) Your quotation of Mens Leather Shoes is too high to be ac

28、ceptable. Language Points5. FOB 离岸价 FAS 靠船价/船边交货价6. forward v. 转寄，协助 Please forward his mail to his new address. 请将他的邮件转寄至他的新地址。7. handle v. 经营(某种或某类商品) 类似的表达方法还有：to trade in to deal in be in line Language Points8. inform v. 通知 inform sb. of sth. 通知某人某事 inform sb. that 通知某人某事 be informed that 兹通知 Pl

29、ease inform us of the name of ship and date of shipment. 请告知船名和装运期。9. in respect of 关于 His work is good in respect of quality but bad in respect of quantity.10. Under separate cover 另用封袋（寄出） We are sending you, under separate cover, pictures and price-lists of different types of our new products. Language Points11. look forward to 希望，期望 期待你方早日答复。 We look forward to receiving your early reply. We look forward to your early reply.