InternationalBusinessCorrespondenceChapter2EstablishingBusinessRelations1Discussion&IntroductionWhy?Howtofindthecompanyyouwanttodealwith?Howtowritetothecompanyyouwishtocontactforthefirsttime?Howtodowhenyoureceivealetter?Howtostudythischapter?21.Why?Toenlargeone’sbusinessscopeandturnover營業額TomaintainorexpandbusinessactivitiesToestablishbusinessrelationswithprospectivedealersisoneofthevitallyimportantmeasureseitherforanewlyestablishedfirmoranoldone.Nocustomers,nobusiness.Customersarethe“God”and“parents”fortheenterprisestoget“clothesandfood”.32.Howtofindthecompanyyouwanttodealwith?Merchantsmaybeapproachedthroughthefollowingchannels:1.Internet2.Newspapers/magazines/othermedias3.ChamberofCommerceathomeandabroad國內外商會BusinessHousesofthesametrade同業商會4.TradefairChinaImportandExportFair中國進出口商品交易會5.Yourbranchofficesabroad6.Marketinvestigations7.TradeDirectories貿易商名錄8.Othercustomers’introductionOldbusinessconnections老關系戶43.Howtowritetothecompanyyouwishtocontactforthefirsttime?

1.Beginyouletterbytellingtherecipienthowhisnameisknowntoyou.2.Providenecessaryinformationaboutyourself.3.Stateyourwish.54.Howtodowhenyoureceivealetter?Ifyoureceivealetterinwhichthesenderexpressestheintentiontodobusinesswithyou,whatshouldyoudo?Youshouldanswerassoonaspossible.Thisshowsyourefficiency,whichisagoodwaytoimpressyourpotentialcustomer.Ifyoucan’tdoasrequested,youhavetotellhimtactfullytopavethewayforfuturebusiness.65.Howtostudythischapter?Youshouldpaymuchattentionto:

1.Writingprinciples&tones2.Typicalsentences/sentencestructure

3.Basicbusinessknowledge4.Wordextension5.Worddiscrimination6.Grammarpoints7Contents◆

SpecimenlettersLanguagepointsAnalyzingtheletter◆Writingtactics◆Languagesummary◆Exercises8ⅠSpecimenlettersLetter1Letter2Letter3Letter4Letter5Letter6Letter7Letter8Letter9Letter10精講精講9Letter1Languagepoints:A.Welearnfrom…thatyouare…B.sth.fallwithinthescopeofourbusinessactivitiessth.屬于我們的經營范圍fallwithinone’sbusinessactivitiesTeafallswithinourbusinessactivities.

C.toenterintobusinessrelationswithsb.enterinto/establish/setup/buildup建立D.beknownforsth.以…而聞名E.enjoygreatpopularity享有盛譽enjoyanexcellentreputationinthisfield在這個領域里享有極好的聲譽enjoyagoodreputation:haveagoodreputation有好名聲10F.meetwith

受到G.onthebasisofequalityandmutualbenefit在平等互利的基礎上Weare

willingtoenterintobusinessrelationswithyourfirmonthebasisofequalityandmutualbenefitandexchangingwhatonehasforwhatoneneeds.H.ageneralideaof...大概了解某事為了使貴方大概了解我們的產品現隨函附上小冊子和剪樣冊。Togiveyouageneralideaofourproductsweencloseabrochureandasample-cuttingbooklet.I.underseparatecover另郵..J.uponreceiptof…一收到…11Commentsontheletter：Thisisaletterwiththepurposeofestablishingbusinessrelations.Itfirststatedtheinformationchannelandthewritingpurpose.Thenitgavegoodcommentsonitsproductstointerestthereader.Itfurtherindicatedthegoodbusinessprospects.Itlastofferedthelatestcatalogueandexpressedtheexpectationofcooperationandanearlyreply.12Letter2Languagepoints:A.Weunderstandfrom…thatyour…B.Jointventure合資企業C.Shouldyouhaveanyquestions,please….13Letter3Languagepoints:A.Co.Ltd有限責任公司Itisacompanyinwhichtheliabilityofeachshareholderislimitedbythenumberofshareshehastaken,sothathecannotberequestedtocontributebeyondtheamountofhisshares.Thatiswhywesaythisisacompanywithlimitedliability.B.Wegotyouraddressfrom…C.Herewritingyouwithexpectationofestablishingbusinessrelationship.plungestraightintoyourmessage直奔主題14D.Wearemainlyproducing…我公司主產…attach:v.隨…附上，封入Thebrochureattachedwillgiveyoudetailsofthevariedservicewecanrender.隨函附上小冊子一本，向你方詳細介紹我們所能提供的多種服務項目。enclosuren.附件WeareinreceiptofyourletterofMay18withenclosure.收到你方五月十八日函及附件。15E.meetone’sneed/demand滿足需要/需求meet:fulfill(ademand,etc);satisfy滿足（要求等）;符合:meetsb'swishes,conditions,needs,etc滿足某人的愿望、條件、需要等meetone’srequirementstomeettheneedofourmarketWearesorryweareunabletomeetyourrequestforimmediateshipment.F.enterourwebpage/viewG.dispatchsb/sth(to...):sendsb/sthofftoadestination派遣（某人）;發送（某事物）dispatchaletter,telegram,message,etc發信.電報.消息等Wewelcomethedispatchofthepeace-keepingforce.我們對派出維持和平部隊此舉表示歡迎.16H.dealinvt.經營(從事)：inthelineof…

handlev.經營（某種或某類商品）Wedealinhardwarebutnotsoftware.我們只經營硬件而不經營軟件.Asyouareinthelineofcottonpiecegoods,wearewritingtoenquirewhetheryouarewillingtoenterintobusinessrelationswithus.

由于貴公司是經營棉布的，現特致此函，以詢問是否愿意與我們建立業務聯系。inthelineofentertainment從事娛樂行業Teaisinourline.我們是經營茶葉的。Teafallswithinourbusinessactivities.J.Hopeourproductsmeetyourmarket，sothatwecanstartourbusinessrelationshipformutualbenefit.愿我方產品能滿足貴方市場，以便為共同利益同貴方展開商業關系。17Commentsontheletter：

Thisisaletterenquiringaboutthepossibilityofestablishingbusinessrelations.Itbeginsbytellingtherecipientwhoprovidedtheinformation,Itstatesthepurposeofthewritingclearly:toestablishbusinessrelations.Thenitdescribesthescopeofbusinessandmainproductsaswell.Itsaysenoughtointeresttherecipient.Itlaststatesthedesireforcooperationandwillingtoofferbestservice.Thelanguageisbriefandtothepoint.18Letter4Languagepoints:A.YourcompanyhaskindlybeenrecommendedtousbyGuangzhouChamberofCommerce.B.Weshallbepleasedtoenterintodirectbusinessrelationswithyou.enterinto進入、從事[同義]establishC.ItownsprofessionalexperiencesinInternationalTradewithabroadrangeofproductsandservices.state-ownedcorporation國營公司/state-run/state-operatedadj.國營的range:scope范圍therangeofourproducts我們產品的范圍weareinterestedinextendingourrange.D.We’dliketoestablishabusinessrelationbetweenusandtobeasoleagentforyourcompanyinallofChina.E.tobuildupagloriousfutureagloriousdeed,victory,etc

光榮的業績﹑勝利等dieagloriousdeath,ie

espinbattleforone'scountry死得光榮19Letter5A.WearegladtoknowyournameandaddressontheInternet.Thepurposeofthisletteristoexplorethepossibilitiesofdevelopingtradewithyou.Weareoneofthelargestmanufacturesof……B.Wehaveadvancedequipmentandtechnology.Wehaveintroducedacompletesetof…introduce:bringsthintouseoroperation~sth(in/intosth)C.ensuremakesure;guarantee確保;保證;擔保Pleaseensurethatallthelightsareswitchedoffatnight.20D.accomplishsucceedindoing(sth);completesuccessfully;achieve完成（某事物）;做成功;實現:accomplishone'saim,atask達到目的,完成任

E.Theexcellentqualityandservicemakeourproductsenjoyhighreputationin…reputation:名譽，聲譽enjoyagoodreputation:haveagoodreputation有好名聲haveahighreputation享有很高的聲譽haveanevilreputation臭名昭彰Weenjoyanexcellentreputationinthisfieldandwesupplybestqualityproducts.在這個領域里我們享有極好的聲譽，可以提供優質的產品。21Letter6A.beinneedofbebadlyinneedofthegoodsB.engageinC.inaccordancewithaccordancen.符合,一致in(exact)accordancewithsth:inagreementorharmonywithsth

按照或依據某事物*inaccordancewithsb'swishes按照某人的愿望*actinaccordancewithcustom,theregulations,thelaw

依照慣例、規章、法律.*Iaminaccordancewithhiminthismatter.在這件事情上我同他是一致的。D.Yourpromptreplywouldbehighlyappreciated.課內實訓22Letter7A.Weareverymuchwillingtoestablishastablebusinessrelationwithyou,andbealong-termbusinessfriendofyouinfuture!B.toquoteourbestpriceQuotev.報價如：quotesb.apriceforsth.PleasequoteusyourbestCIFprices.請向我們報最優的CIF價。Wouldyoupleasequoteusyourlowestpricefortheknittedwear?請向我方報針織品最低價。ForMen’sShirts,wequoteUS$80perdozenCIF目的港.對男式襯衫，我們報CIF每打80美元。23Letter8A.Wehaveobtainedyournameandaddressfrom…B.lightindustrialproductsC.beofinteresttosb.D.Alsoenclosed

foryourreference,isourlatestpricelist.過去分詞enclosed可作名詞使用，前面常加定冠詞E.Shouldyoubeinterestedinanyofourproducts,pleaseletusknowandwewillprovideyouwithaquotation.24Letter9A.Wearemanufacturersandexportersofallsortsofleathergloves.B.Wewanttoestablishbusinessrelationswithyouresteemedcompany.esteemedadj.[usuallybeforenoun]formal

：respectedandadmiredesteemn.

尊敬;尊重v.

尊敬,認為,尊重C.submit~sth(tosb/sth)：givesth(tosb/sth)sothatitmaybeconsidered,decidedon,etc呈遞,提交25Letter10A.Bycourtesyof…承蒙….的好意或介紹Throughthecourtesyof…throughtheintroduction/recommendationof..B.leadingimporterC.WeareoneofgoodexportersinChinaovertenyears.D.havesth.forsaleE.Wewillofferyoubestpricewithtopquality,andalsogoodservice.F.dropusaline寫信給我們26ⅡWritingtacticsParagraphwritingTipsonwritinglettersofestablishingbusinessrelations27各段寫法Theopeningparagraph

Theopeningparagraphisoftenonlyasimplesentence.Itisintroductoryinnatureandfrequentlyreferstoapreviousletter,orcourseofdealings.Itshouldalwaysbecourteous,butitshouldalsosetthetoneoftheletter.Thismaybefriendly,orformal,oritmayhintatseriousmatterswhichthebodyoftheletterwillsoonmakeplain.ThebodyoftheletterThisisthe

mainsubjectmatteroftheletter,andisdividedintoanappropriatenumberofparagraphs.TheclosingparagraphTheclosingparagraphisagainusuallyasinglesentencewhichreestablishestheatmosphereofcourtesywhateverhasbeenthenatureofthebodyoftheletter.Itisfrequentlyusedtosignaltheactionwhichthewriterhopeswillfollowfromtheletter.28Tipsonwritinglettersofestablishingbusinessrelations1.信的內容盡量簡短，不超過一頁紙。Writeshortletternomorethanonepage.2.在第一段就直奔主題。Directtothepointattheveryfirstparagraph.3.對公司高度評價，如有知名客戶可列舉一二。Saysth.highaboutyourcompany,listsomewell-knowncustomers,ifany.4.明確表達你公司的合作愿望。Expressclearlyyourdesireofcooperation.5.語言禮貌，態度謙遜、誠懇。Inpolitelanguage,withcourteousandsincereattitude.29ⅢLanguageSummary*Whenyoufirstcontactacompany,youneedtotellthecompanyhowyougettheirnameandaddress.Youmaysay:1.Wehaveyounameandaddressfromsomebody.2.Wegot/obtainedyournameandaddressthrough…3.Yournameandaddresshavebeenrecommended/introducedtousby…*Whenyouwanttointroduceyourselfyoumaysay:1.Wewouldliketointroduceourselvestoyouasastate-ownedcorporationdealingin….2.Wewishtointroduceourselvestoyouas…30*ClosingSentencesinSelf-introduction:1.Wewouldbeverypleasedtobeofservicetoyouandhopetosubmittoyouourinquiriessoon.2.Welookforwardtoreceivingyourenquiriessoon.3.Welookforwardtoreceivingfromgoodnews.4.Weshallbeveryhappytohearfromyouandwillcarefullyconsideranyproposalslikelytoleadtobusinessbetweenus.5.Incaseyouareinterestedinotheritems,kindlyletusknowandweshallbeonlytoopleasedtomakeyouoffersdirectly.31*Otherusefulexpressions:1.Weareoneoftheleadingimporters/exportersinBeijing.我們是北京主要進口商/出口商。2.Wehaveexcellentconnectionsinthetradeandarefullyexperiencedwiththeimportbusinessforthistypeofproduct.在這個行業里我們有極好的貿易關系，對這種產品的進口業務有豐富的經驗。3.Wearecloselyconnectedwithreliablesuppliers/distributors/clientshereandweshallbeabletodosubstantialbusinesswithyou.我們與可靠的供貨商/經銷商/客戶有密切的聯系，我們將能夠與你們做大量的生意。4.Weenjoyanexcellentreputationinthisfieldandwesupplybestqualityproducts.在這個領域里我們享有極好的聲譽，可以提供優質的產品。5.Wearepleasedtoestablishadirecttraderelations/connectionswithyou.我們將很高興與你們建立直接業務聯系。6.Itisagreatpleasuretoexplorethepossibilityofdevelopingtraderelationswithyou.很榮幸能夠與你們探索發展貿易關系的可能性。32SkilldrillingA

敬啟者：承蒙我們駐倫敦的商務參贊處的介紹，我們注意到你方有意與我們做生意。我們主要經營紡織品。我們希望通過開展一些實際的業務來建立貿易關系。為了使您對各種可供出口的紡織品有個大致的了解，我們附函郵去一份商品目錄和價目表供你參考。若能收到你方的具體詢盤我們將非常感謝。盼早復。誠摯問候33SkilldrillingADearsirs,ThroughthecourtesyofourCommercialCounselor'sOfficeinLondon,wenoticethatyouareinterestedindoingbusinesswithus.Ourlinesaremainlytextiles.Wewishtoestablishbusinessrelationsbythecommencementofsomepracticaltransactions,Togiveyouageneralideaofthevariouskindsoftextilesnowavailableforexport,weareenclosingherewithacatalogueandapricelistforyourexamination.Wewouldappreciatereceivingyourspecificenquiries.Welookforwardtoreceivingfromyougoodnews.

Yoursfaithfully,34SkilldrillingB

敬啟者：我們從瑞士駐北京的大使館商務參贊處得知貴公司的名稱和地址并被告知你方欲購紡織品。我們借此機會同您聯系以期與您建立業務關系。我們是一家國營公司，經營紡織品的進出口。為了讓您對我們的業務范圍有所了解，我們附函寄去一份目前主要可供出口的貨物清單。如果其中有任何產品能引起你們的興趣，請告知我們。一旦收到你方的具體要求，我們將非常高興地為您報最低盤。在我們同其他國家進行貿易時，我們一貫堅持平等互利的原則。我們期待通過共同努力，促進雙邊貿易和關系的發展。我們盼望早日收到你們的詢盤。誠摯問候35SkilldrillingBDearsirs,WeoweyournameandaddresstotheCommercialCounselor'sOfficeoftheSwedishEmbassyinBeijingwhohaveinformedusthatyouareinthemarketfortextiles.Weavailourselvesofthisopportunitytoapproachyoufortheestablishmentoftraderelationswithyou.Weareastate-operatedcorporation,handlingboththeimportandexportoftextiles.Inordertoacquaintyouwithourbusinesslines,weencloseacopyofourExportListcoveringthemainitemssuppliableatpresent.Shouldanyoftheitemsbeofinteresttoyou,pleaseletusknow.Weshallbegladtogiveyouourlowestquotationsuponreceiptofyourdetailedrequirements.Inourtradewithmerchantsofvariouscountries,wealwaysadheretotheprincipleofequalityandmutualbenefit.Itisourhopetopromote,byjointefforts,bothtradeandfriendshiptoourmutualadvantage.Welookforwardtoreceivingyourenquiriessoon.Yoursfaithfully,Encl.36Exercises總結有用例句(結合P42ReferenceExpressions)1.表達信息渠道來源的句式2.自我介紹的常用語3.表達欲建立商業關系的句式4.本章重點句式P44ⅡⅢⅣⅤⅥ做書上、Ⅶ做作業本上（自愿）37THEENDTHANKS!38SkilldrillingDYouareaskedtowritealetterorsendanemailtoaforeigncompanyforestablishingbusinessrelations.Theletterortheemailshouldcoveratleastthefollowingpoints:1.

Wherehaveyougottheinformation?2.

Whatisyourbusinessscope?3.

Whatisyourdesire?39Skill

drillingADearSirs,Welearnfromyouthroughcommercialcanceller’sofficeofBritishembassyinChinathatyouarealeadingclothesimporterformanyyears.WewanttointroduceourselvesasanexporterthatwehaveenjoyedareputationinEuropeanmarketbecauseofourclotheswithexcellentquality,attractivedesignandfineworkmanship.Ourrangeofproductsisvaryingfromchildtoelderpeople,especiallyforfashionyoungmen.Weareconvincedthatourmutualeffortswillbaseonequalityandmutualbenefitandhaveagoodstartforustoconcludethebusinessrelationswithyou.Welookforwardtohearingfromyouassoonaspossible.Whatdoyouthinkabouttheletter?Why?40company/corporation41recommendv

推薦；建議

recommendationn.介紹；推薦YourfirmhasbeenrecommendedtousbytheChamberofCommerceinTokyo,Japan.日本東京商會把貴公司推薦給我們。TheyrecommendthatwetrytheEuropeanmarket.Werecommendconcentrationofoffers.我們建議集中報盤。Werecommendthemtomakeoffersconcentrically.我們建議他們集中報盤。他們建議我們試一下歐洲市場。

Practicerecommend42meetwithmeetwith:agreewith,beinaccordwith符合，與…一致;碰見,遇到;經受Youwillbepleasedtoknowthatyourdesiremeetswithours.你們將很高興得知你們的想法也符合我們的愿望。Yourplanseemstomeetwiththeideasofthecommitteeonthesubject.你的計劃似乎符合委員會對這個問題的看法。43Wehavebeenformanyyearsinthechemicalline.handlev.經營（某種或某類商品）

totradeintodealinbeinline

specializein專門經營

類似的表達法還有：

Practice我們是國營公司，專門經營棉布的進出口業務。Weareastate-operatedcompany,handlingexclusivelytheimportandexportofCottonPieceGoods.我們經營各種各樣的棉布。Wetradeinallkindsofcottonpiecegoods.Theyaremainlydealinginfertilizers.他們主要經營化肥。我們從事化工產品這一行業已有多年。5）他們專營服裝.Theyspecializeingarments.44should引導的條件從句，相當于

if但比

if要客氣委婉，常用于商務英語Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.倘若你方價格具有競爭性而且交貨期可接受的話，我們有意向你方大量訂購。Shouldtheamountexceedthatfigure,L/Cwillberequired.倘若金額超過此數字，則要求用信用證支付。

PracticeShould…45你方男式皮鞋的報價太高難以接受。quotation:n.報價

make(send,give,cable,fax)sbaquotationforsth.

向某人就某種商品報價用介詞for：PleasemakeusyourlowestquotationforMen’sShirts.請向我方報男式襯衫的最低價。

買方提及賣方報價時用介詞of：YourquotationofMen’sLeatherShoesistoohightobe

acceptable.Quotation46encloseenclose:隨函附上

1）toenclosesth.:Weareenclosingoursalescontract.2）enclosedissomething:Enclosedisoursalescontract.隨函附上我們的銷售合同。Weusedtohavetheexpression:Enclosedpleasefindsomething:Enclosedpleasefindoursalescontract.（Suchexpressionisoutofdate.）47PresentationfornexttimeGeneralRequirements:Topic:Hopingtoestablishlong-termtraderelationsPPT:Designed