1、 Unit oneUnit one Establishing Establishing Business Business Relations Relations 一、一、Importer writes to ExporterImporter writes to Exporter A從某處得知某公司的名稱和地址 to have/know/obtain/note/learn/understand /get ones name and address fromfrom to owe ones name and address toto throughthrough /on on the court

2、esy (introduction) of of on on the recommendation ofof to be recommended toto byby to be indebted to to forfor ones name and address to be introduced toto bybyOral Exercise Your company is recommended to is recommended to us byby our reliable friend. We getget your name and address fromfrom local Ch

3、amber of Commerce. We havehave your name and address fromfrom China Council for the Promotion of international trade. We oweowe your name and address toto ABC Corp., through whom we have learnt you are importers of textiles. We understand understand your information from from A. On the courtesy of O

4、n the courtesy of the American Business Guide for China, we obtainobtain your relevant information. We learnlearn fromfrom New York Thomas .H. Pennie Corp. that your company produces hand-made gloves in a variety of artificial leathers. Your company is recommended to is recommended to us by by Citiz

5、en Co. of Singapore, with whom we have done business for many years.Writing Exercise從同行中獲悉貴公司在費城重新運營，生意發展迅速。得聞喜訊，不勝歡欣。祝業務蒸蒸日上。ANSWER:ANSWER: We understand understand from our trade contacts that your company has reestablished has reestablished in Philadelphia and is once again trading successfully i

6、n your regionin your region .We would like to extend our congratulations extend our congratulations and offer our offer our best wishesbest wishes for your continued success .B.和某公司建立貿易關系to establish /conductestablish /conduct business relations among/between/with to enter intoenter into business re

7、lations among/between/with to built upbuilt up /set upset up a wide connection among/between/with to extendextend connections in in to do do business withwith to makemake a start in the business with with to open open an account withwith to havehave an opportunity to cooperate with with to trade tra

8、de with Oral Exercise We makemake a good start in the business with with your company. We are willing to establishestablish business relations with you on the basis of equality and mutual benefit. We have built up built up a wide connection among buyers in the African market. We take the liberty of

9、writing to you with a view to building upbuilding up connections with your firm. You are enjoying the high reputation as camera importer and we are desirous of entering intoentering into business relationship with you . We are specializing in export of Chinese Art & Craft Goods and express our d

10、esire to trade with trade with you. Being closely connected with reliable wholesalers ,we can do business with do business with you. As you are one of the leading importers in Canada, we are pleasure in contacting you in hope of establishingestablishing business relationship.Writing Exercise例1：我們對貴方

11、去年7月在首爾召開的中國經濟貿易展覽會上展出的產品留有深刻的印象，并得知貴公司可出口此類產品。我方雙方合作非常有興趣。Answer: We are much impressed by the captioned goods displayed at the Chinese Economic and Trade Exhibition held in Seoul last July and we are told that you export these products. We are writing to you with a keen desire to have an have an o

12、pportunity to cooperate withopportunity to cooperate with you.例2：我們不得不遺憾地說，我們目前無法和貴公司建立貿易關系。我們已經是農產品公司在巴黎的獨家代理。Answer:We regret to inform you that we are not in position to enter intoenter into business relation with you .We have been appointed to the sole agent by five farm products corporation in

13、Paris for the sale of their products.C.表示屬于某一業務范圍to fall withinfall within the scope of ones businessto deal in /handle/trade in/ engage in into be in in lineto be active in in the field of to specialize in in Oral ExerciseWe have been in this linein this line for 40 years.We mainly deal indeal in a

14、rts and crafts.We are a state-operated corporation specializing specializing in in light industrial goods.We specialize in specialize in exporting watches and clocksWe engage in engage in import of first cotton and rayon goods Writing Exercise我們從50年代開始一直從事化工染料的出口，我們經營的產品以其質優和價廉在許多國家深受歡迎。Answer:We ha

15、ve engaged inhave engaged in exporting chemicals and dyestuffs since the 1950s.The products which we handle are well received in many countries for their high quality and reasonable price.D. Industrialadj .工業的、產業的、 與工業有關的、 與產業有關的【短語】勞工行動 industrial action工業革命industrial revolution【派】Industry n.工業，產業【

16、短語】 基礎工業 basic industry 重工業 heavy industry 輕工業 light industry 第一產業 primary industry 第二產業 secondary industry 第三產業 service industry建筑業 the building industry 汽車業 the car industry 飛機制造業 the aircraft industry 食品加工業 food processing industry 采礦業 the mining industry 石油業 the petroleum industry 旅游業 tourist in

17、dustryE.price n.價格、價錢【短語】協定價格 agreed price 全部價格 all-in price 要價 asking price 廉價 bargain price 價目表 price list 競爭價格 competitive price 成本價格 cost price 削價 cut price 打折價 discount price 出廠價 factory price 現價 current price 凈價 net price 零售價 retail price 零售價指數 retail Price Index 批發價 wholesale price 批發價指數whole

18、sale Price Index 價格戰 price war 價格控制price control 價格上限price ceiling 進口價 import price 出口價 export price 最低價格 minimum /lowest price 公平價格 fair price 虧本價格 wretch price吸引人的價格 attractive price 平均價 average price 價格波動 price fluctuation 漲價 to increase/advance/raise a price 跌價 to reduce/lower/lessen/bring down/

19、rebate a price【案例】【案例】同行介紹建立業務關系敬啟者： 我們同CCPT公司成功合作多年合作多年，從該公司得知得知貴公司經營各種紡織品材料的進出口。 我們是是英格蘭主要的羊毛毛衣制造商之一，并有有意意進口羊毛毛衣。 如果能夠提供各種毛衣的細節和價格并附帶附帶照片及規格，我們將不勝感激不勝感激，我方將很高興很高興探討貴方的銷售可能性。Answer: Dear sirs We get to knowget to know your company from from CPPT company with which we have been in good business rela

20、tions for manyyears ,and that you are handling are handling import and export of all textile materials. We are one of are one of the principal manufactures of wool sweater in England ,and are interested in are interested in importing sweaters made of wool. We shall be pleased to receive be pleased t

21、o receive your details and prices of various sweaters with photos and specifications. we shall be glad to be glad to study the sales possibility at your end.二、二、Self - introduction by exporterSelf - introduction by exporterA.A.自我介紹自我介紹 to introduceintroduce / recommend recommend oneself to to sb as

22、to introduceintroduce / recommend recommend oneself to to sb with the hope that to send send sb the introductory letter to taketake the liberty of writing toto sb Oral ExerciseOral Exercise We introduceintroduce us asas a manufacturer of cameras and our product are enjoying high reputation for their

23、 excellent quality. We recommend recommend ourselves to you you as one of the largest computer of developing software. We introduce introduce us asas the seller in providing a wide range of office automation devices. We send send you the introductory letter .We are a state operated corporation deali

24、ng in dealing in textile industrial products.Writing Exercise你公司是信譽卓著的照相機進口商，我公司愿意與你公司建立業務關系。為此，我們寄去商品目錄和價格單，以向你公司毛遂自薦。Answer:Answer:The high reputation ,which you are enjoying as camera importer, has rendered us desirous of entering intoentering into business relationship with you. Accordingly, we

25、introduceintroduce ourselves toto you by sending you our catelougs and price lists. B.表示高興的句型to be pleased pleased to /that to be delighted delighted to/thatto be glad glad to /thatto be/take /have be/take /have pleasure in its a pleasure to know of/thatOral ExerciseOral Exercise We are pleased to a

26、re pleased to receive your letter of November 18,2010 asking whether we can supply you with Art.NO.60. Its a pleasure to know of your continued interest in our products. We are glad to informare glad to inform you that the goods ordered by you on April 28,have been shipped yesterday.C.C.表示感謝的句型表示感謝的

27、句型 to thank thank sb for for sth to be grateful tobe grateful to sb for for sth to be obliged to be obliged to sb for for sth to be indebted to be indebted to sb for for sth would/shall appreciate appreciate it if It It would/will/should/shall be appreciatedbe appreciated ifOral ExerciseOral Exercis

28、eThank youThank you for your letter of June 5.We thank you thank you for the enquiry of copper sheet for which we quote you as below , and hope to be favored with your Orders. We are indebted to are indebted to you ,if you would let us have an ample Order. We shall be indebted toshall be indebted to

29、 you ,if you will make us a special offer on walnut meat. We shall appreciate that shall appreciate that you send us a copy of your catalog with details of your price and terms of payment.Writing ExerciseWriting Exercise Answer:Answer:We are urgent to need are urgent to need a large amount of Gum Ro

30、sin as per the enclosed specifications, and should be grateful be grateful if you could notifynotify us whether you are able to supply . If you can , please quotequote your best price on CIF Rotterdam price on CIF Rotterdam basis , including our 5%commission from basis , including our 5%commission f

31、rom prompt mpt shipment.D.catalogD.catalog n.目錄【短語短語】最新目錄 the latest catalog材料目錄 the material catalog標準化零件目錄catalog for the standardized parts有插圖的目錄 illustrated catalog 相關詞組相關詞組 價格表 price list 產品手冊 manual 小冊子 pamphlet , booklet , brochure 單張說明書 leaflet 折疊式印品 folder 產品簡報 bulletin E . corp

32、oration n.大公司，股份制公司金融公司 finance corporation 公司稅 corporation tax(CT)預付公司稅 advance corporation tax(ACT) 主流公司稅 mainstream corporation tax 公司所得稅 corporation income tax 派生派生 corporate corporate a.公司的公司形象 corporate image公司計劃 corporate planning 公司利潤 corporate profit 公司清算 corporate liquidation 公司重組 corporat

33、e reorganization【案例】【案例】參觀展位后要求建立業務聯系敬啟者： 在我方參加2008年廣州春季交易會期間參觀過你方的展位，得知得知你們生產復印機。 我方對高質量的復印機需求量很大。我公司有意購買你方的產品，如果寄來產品說明書附附詳細價格表，及最新價格單我方將不勝感激將不勝感激。 如大量訂貨，請告知能提供多少折扣以及其他優惠條款。 盼早日回復。 貝爾進口公司 采購部經理Answer:Answer: Dear Sir, We visited visited your stall at the Spring Guangzhou Fair 2008 and noticed notic

34、ed that you manufacture photocopying machine of high quality .we are interested in are interested in your products and would be grateful would be grateful if you would send us your catalogwith with full specifications and the latest price list. Please let us know what discount what discount you can

35、give us for substantial orders as well as some other favorable terms. We look forward to receiving an early reply. Your sincerely Bell Imp.&Exp.Corp. Purchasing Manager三、三、Exporter writes to importerExporter writes to importer( (一一) Exporter s self -introduction) Exporter s self -introductionA.

36、公司名稱的寫法公司名稱的寫法 公司名不包含人名【短語短語】 中國土畜進出口公司China National Native produce & Animal By-products Imp.& Exp . Corp. 中國輕工業品進出口公司 China National Light Industrial Products Imp.& Exp. Corp. 中國紡織品進出口公司 China National Textile Imp.& Exp . Corp. 中國服裝進出口公 China National Garment Imp.& Exp . Corp.

37、中國電器進出口公司 China National Electric Appliances Imp.& Exp . Corp. 中國針織品進出口公司 China National Knitwear and Manufactured Goods Imp.&Exp . Corp. 中國化學進出口公司 China National Chemical Imp.& Exp . Corp. 公司名含有人名，不含有頭銜 公司名含有人名， 含有頭銜 B.表示對什么感興趣的句型 n.某人對什么產生了興趣 (a)to take/feel/showtake/feel/show（ no）(a g

38、reat) interest interest in (b) to be of interest be of interest to V.(vp1.18) 使某人對什么感興趣 (c)to be interested be interested in a.什么使某人產生了興趣 (d) to be interesting interesting to sbOral ExerciseOral Exercise The customers show a great interesta great interest in our new product range. Should any of the

39、items be of interest of interest to you, please let us know ,we shall be glad to give you our lowest quotations on receipt of your specific enquires.The buyer is no interested interested in your offer.We are interestedinterested in importing chemicals from you.Your price is interestinginteresting to

40、 us.Writing ExerciseWriting Exercise我們多年來一直在進口插管和面罩等醫用輸氧設備。目前，我們對各種呼吸系統疾病治療儀產品感興趣，很想得到你方的目錄和報價。Answer:Answer:We have been importers of oxygen delivery oxygen delivery systemssystems including cannulascannulas and masksmasks for many years. At present ,we are interested are interested inin various ki

41、nds of respiratory therapyrespiratory therapy products and would appreciateappreciate your catalog and quotations c.enclosec.enclosev.(vp1,18 )1.包圍2.裝某物于信封或包裹中【基本用法】：sb enclose enclose sth sb1 encloseenclose sb2 sth enclosedenclosed please find sthOral ExerciseOral Exercise We encloseenclose a copy of our price list. Please refer to the p