Chapter2EstablishingBusinessRelationsBusinessLetters主講：XXXIntroduction01.SpecimenLetters02.UsefulExpressions03.ContentExercises04.Chapter2EstablishingBusinessRelationsEstablishingBusinessRelationsTheestablishmentofbusinessrelationsmeanssettingupbusinessconnectionsbetweentwocompanieswhohavenobusinessdealingswitheachotherbefore.Toestablishbusinessrelationswithpotentialclientsisvitaltostartanddevelopthebusinessforcompanies.Toenlargethebusinessandincreasetheturnover,nomatteranewdealeroranoldoneshouldattachmuchimportancetoestablishingbusinessrelationswithprospectivepartners.LearningObjectives1.Toknowthechannelsofobtainingcommercialpartners;2.Tocomprehendtheessentialcontentofalettertoestablishbusinessrelations;3.Tomastersomerelevantandusefulexpressions.Chapter2EstablishingBusinessRelations0102032.1.1SourceofCustomerChannels

2.1.2ContentofTheseLetters2.1IntroductionChapter2EstablishingBusinessRelationsObviously,nocustomer,nobusiness.Ifafirmintendstoopenupnewmarketstosellproductsorpurchasematerialsfromforeigncompanies,itshouldsparenoefforttolookfornewmerchants.Thefollowingchannelsareavailablesourcestoobtaineffectiveinformationaboutprospectiveclients:* advertisementsinnewspaper,periodicalsoronTV;* Internet;* recommendationsbyabusinessfriendoraclient;* banks;* CommercialCounselor’sOffice;* ChambersofCommercebothathomeandabroad;* exhibitionsandtradefairs;* self-introductionbymerchantsthemselves.2.1.1SourceofCustomerChannelsChapter2EstablishingBusinessRelationsThroughtheaboveeffectiveways,theycanchoosetheprospectivefirmsandtrytoestablishbusinessrelationshipwithappropriateonesasmanyaspossibleviadifferentmeanssuchaswriting,contactattheexhibitionsandfairsandmutualvisitsbytradedelegationsandgroups.Amongtheabovemethods,writingisthemostfrequentlyusedone.2.1.1SourceofCustomerChannelsChapter2EstablishingBusinessRelationsAletterseekingcooperationwiththetargetcompanyshouldcontainthefollowinginformation:2.1.2ContentofTheseLettersChapter2EstablishingBusinessRelations1)ThesourceoftheinformationTellingtheaddresseeshowandwheretheirnamesandaddressareknown2)Self-introducingCompany’smainbusinessscope3)HisintentionIndicatinghispurposeanddesire4)ExpectationoffuturecooperationandearlyreplyIfawriterintendstoimportsomething,hecanalsomakearequestforcatalogue,samples,pricelists,etc.Thelettershouldbewrittenconciselyandcourteouslysoastoleaveagoodimpressiononthereceiver.Whenreceivingaletterseekingcooperation,besuretoanswerinfullwithouttheleastdelaywithcourtesyandsincerity.Forlettersinreply,thereareseveralpointswhichshouldbeincluded:2.1.2ContentofTheseLettersChapter2EstablishingBusinessRelations1)Expressingthanksfortheincomingletterorstatingletter-replyingpurpose2)Indicatingclearlywhetherheacceptstheproposalornot(giveareasonifhedeclinesit)3)Indicatingtheactionheisgoingtotake4)EndingtheletterwithapositivenoteforfurtherbusinessLetterstoDifferentOrganizationsforReferralRetentionLettersSeekingCooperationRepliestoLettersSeekingCooperation2.2SpecimenLettersChapter2EstablishingBusinessRelationsLetter1AnExporterWritesaLettertoaBank2.2.1LetterstoDifferentOrganizationsforReferralRetentionDearSirs,Thankyouforyourcooperationinourbusiness.Atpresent,wekeenlywanttoenlargeourtradeinvariouskindsoftyres,butunfortunatelynotmanypropercustomersarefoundinSouthChina.Therefore,weshallbeobligedifyouwillkindlyintroducetoussomeofthemostcapableandreliabletyreimportersinyourdistrict.Wearelookingforwardtoyourearlyandfavourablereply.Yoursfaithfully,(Signature)Chapter2EstablishingBusinessRelationsLanguagepoints：1.exportern.出口商；出口公司；出口國e.g.WiththeexpandedproductionofNorthSeaoilandgas,theUKhasbecomeanetexporteroffuel.隨著北海石油和天然氣產量的擴大，英國已成為燃料的凈出口國。相關詞語：importern.進口商；進口公司；進口國2.cooperationn.合作e.g.Astudywasundertakenincooperationwithoilcompanies.與石油公司合作進行了一項研究。Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention3.enlargeourtrade

擴大公司業務e.g.Weapproachyoutodayinthehopeofestablishingbusinessrelationswithyouandexpect,byourjointefforts,toenlargeourtrade.我們今天致函貴公司，希望與貴公司建立業務關系，并希望通過我們的共同努力擴大公司業務。相似表達：expandourbusiness擴大公司業務enlargeourbusinessscope擴大公司業務范圍extendourrange擴大業務范圍Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention4.Weshallbeobligedif…

如蒙……我們將非常感激e.g.I’dbeobligedifyou’dtreatthismatterasstrictlyconfidential.如果您能對此事嚴格保密，我將非常感激。Iammuchobligedtoyou.我非常感謝你。5.lookforwardtodoingsth.

盼望做某事e.g.Ilookforwardtohearingfromyou.盼望著收到你的信。相似表達：await/expect/hopetoreceiveChapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention6.favourable

adj.贊成的；有利的（1）表示贊同某事或表示對某人、某事有利，后接介詞to。e.g.Wearefavourabletoyourtermsandconditionsofthistransaction.我方同意你方對這個交易的條件。Themarkethassochangedastobefavourabletothesellers.市場變為對賣方有利。（2）如果表示對某種行為有利，則一般接介詞for。e.g.Thetimeisnotfavourableforthedisposalofthegoods.現在不是賣貨的有利時機。7.reply

n.回復，回函e.g.Yourearlyreply(promptattention/immediateresponse)willbehighlyappreciated.如蒙早日回復，不勝感激。常用搭配：inreplytosth.答復某事其他用法：replyv.回復Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetentionLetter2ALetterAddressedtotheChamberofCommerceAbroad2.2.1LetterstoDifferentOrganizationsforReferralRetentionDearSirs,WewritetointroduceourselvesasproducersandexportersofChinesemanualcarpetswithmanyyears’experienceinthislineofbusiness.Establishedmorethanhalfacenturyago,thiscorporationhasproducedvariouscarpetsandwonagoodreputationathomeandabroad.Juncocarpet,ourtraditionalhand-madeproduct,iswell-knownforitsfinequalityandattractivedesigns.Ithasabsorbedtheessenceofancientandmodernart,andthusbeingpraisedasoneofthepearlsoforientalart.Atmanyinternationalfairsithasbeenawardedgoldmedals.Foryearswehaveconstantlyrevisedourcarpetstogoalongwiththechangeintheworldmarket.Nowadayswecanalsoacceptordersforcarpetstobemadeaccordingtoinstructiontomeettheindividualrequirementsofthemasses.Inordertoacquaintyouwithourproducts,weenclosedseveralpamphletscoveringthemainitemsweproduceforyourreference.Chapter2EstablishingBusinessRelationsLetter2ALetterAddressedtotheChamberofCommerceAbroad2.2.1LetterstoDifferentOrganizationsforReferralRetentionWe’dliketoenlargeourtradeinGermany,butunfortunatelyhavehadnogoodconnectionsintheeasternpartofthecountry.Therefore,wewouldbemostgratefulifyoucouldkindlysendusthedirectoryoftheimportersinyourdistricttohelpusestablishdirectbusinessrelationswiththepartiesconcerned.Anditwouldbefurtherappreciatedifyoucouldrecommendustosomeofthemostcapableandreliablefirmswhoareinterestedinourmanualcarpets.Thankyouinadvanceforyourfavourablecooperationandassistance.Yoursrespectfully,TianjinCarpetCorporationGeneralManagerChapter2EstablishingBusinessRelationsLanguagepoints：1.producern.

生產商，制造商e.g.Inmorerecentdecades,Chinahasgraduallyrecaptureditspositionastheworld’sbiggestproducerandexporterofrawsilkandsilkyarn.最近幾十年，中國逐漸恢復了世界上最大的生絲和絹絲生產國與出口國的地位。相似詞語：manufacturer制造者，廠商maker制造商2.experience

n.經驗e.g.Ihavefirst-handexperienceofrunningacompany.我有辦公司的親身經驗。Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention3.inthislineofbusiness

經營范圍，從事行業e.g.Wehavebeeninthislineofbusinessformanyyears.我們經營這項業務已有多年。相似表達：businessline,businessscope,frameofbusiness,inthefieldof4.corporation

n.公司，（常由幾個較小公司組成的）大公司e.g.IBMisoneofthebiggestcorporationsintheworld.國際商用機器公司是世界上最大的公司之一。5.reputation

n.名譽，名望e.g.Overtheyears,thecompanyhasgainedareputationformakingqualityproducts.這些年來，這家公司獲得了生產優質產品的聲譽。6.goalongwith跟隨，搭配e.g.WearelookingforanewUSBdevicetogoalongwithourdesktop.我們正在尋找一款新的USB裝置來搭配我們的臺式機。Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention7.themasses民眾，平民e.g.Theshopassistantssellgoodsfromdoortodoorfortheconvenienceofthemasses.售貨員送貨上門，便利群眾。8.acquaint

v.使熟悉，使了解，使認識(l)acquaintsb.withsth.讓某人了解……e.g.Willyoupleasesendusyoursamplessoastoacquaintuswiththematerialandworkmanshipofyoursupplies?為了讓我方了解你方供貨的材料和工藝，可以寄來你方的樣品嗎？相似表達：informsb.ofsth.;tellsb.sth.(2)be/getacquaintedwithsth./sb.熟悉；了解；認識e.g.Wearenotacquaintedwiththesearticles.我們不熟悉這些商品。Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention

9.enclosevt.附在信里，隨函e.g.Weencloseourpricelistforyourreference.附上價格表供您參考。在商務信函中，常用下列表達方式：Enclosedisachequewithourorder.隨訂單寄去一張支票。Enclosedpleasefindanagendaforthemeeting.隨附會議的日程表，請查收。10.pamphletn.小冊子e.g.Togiveyouageneralideaofourproducts,wearesendingyouunderseparatecoveracataloguetogetherwiththreepamphletsforyourinformation.為使貴方對我方產品有一個大致的了解，另封寄上一份目錄和三本小冊子，供貴方參考。相似詞語：catalog(catalogue)目錄brochure,booklet小冊子leaflet單張說明書，廣告單，宣傳頁Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention11.foryourreference

供貴方參考e.g.Accordingtoyourrequireson20January,weenclosedalistforyourreference.根據貴方1月20日來函要求，現附寄一份目錄。相似表達：foryourconsideration供您參考foryourinformation供您參考，特告知12.directoryn.目錄；姓名地址錄e.g.Yahooistheoldestandbest-knownWebdirectoryservice.雅虎是提供網上目錄檢索服務最早、最知名的網站。常用搭配：tradedirectory行業名錄，貿易商名錄Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention13.establishbusinessrelationswith建立業務關系注意：relations必用復數；business可用trade替代。e.g.Asarticlesofthiskindfallwithinthescopeofourbusinessactivities,wetakethisopportunitytoexpressourwishtoestablishbusinessrelationswithyou.由于此類商品屬于我方的業務范圍，我方借此機會表示希望與貴公司建立業務關系。常用搭配：toestablish

direct(直接的)

relationswith...

pleasant(愉快的)

friendly(友好的)

good(良好的)

mutuallybeneficial(互利的)

close(密切的)

相似表達：businessassociation業務聯系，交往；businessconnection業務聯系；businesscontact業務關系Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetention14.appreciatevt.感謝，感激（可接動名詞，不可接不定式）；理解，體會e.g.Wehighlyappreciateyourkindcooperation.我方十分感激你方的友好合作。Itwillbegreatlyappreciatedifyouwillsendusyoursamplesimmediately.如能立即寄來你方樣品，我方將不勝感激。相似表達：begratefulfor15.recommendvt.推薦，介紹e.g.Wouldyourecommendtheproductyouusedtoyourfriendorotherpersons?你會推薦你使用過的商品給朋友或其他人嗎？Iwillrecommendourtyresforyourcar.我方給你的車推薦我方輪胎。Thistypeishighlyrecommended.強烈推薦這款。Chapter2EstablishingBusinessRelations2.2.1LetterstoDifferentOrganizationsforReferralRetentionLetter3Self-IntroductionbyanExporter2.2.2LettersSeekingCooperationDearSirs,WehavelearnedfromourCommercialCounselor’sofficeinLondonthatyouareinterestedinimportingChineseCottonPieceGoods.Asthisitemfallswithinthescopeofourbusinessactivities,weshallbepleasedtoenterintodirectbusinessrelationswithyouatanearlydate.

Inordertogiveyouageneralideaoftheproductsnowavailableforexport,wesendyouacopyofourlatestcatalogueandapricelist.Quotationsandsamplebookswillbeairmailedtoyouuponreceiptofyourspecificenquiry.

Welookforwardtoyourearlyreply.Yourssincerely,(Signature)Chapter2EstablishingBusinessRelationsLanguagepoints：1.item

n.商品e.g.Afullrefundwillbegiveniftheitemisfaulty.如貨有瑕疵則退回全部貨款。相似詞語：product,produce,production,article,goods,merchandise,cargo2.fallwithin

thescopeofourbusinessactivities屬于我方的經營范圍e.g.Wearegladtoinformyouthatthearticlesrequiredbyyoufallwithinthescopeofourbusinessactivities.我方很高興告訴你方，你方所要的商品屬于我方的經營范圍。相似表達：bewithin(liewithin,comeunder)thescopeofourtradeactivitiesbewithin(liewithin,fallwithin)ourbusinessscopeChapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation3.enterintodirectbusinessrelationswithyou與你方建立直接業務關系e.g.Inordertoextendourexportbusinessinyourcountry,wewishtoenterintodirectbusinessrelationswithyou.為了能在貴國擴大我方的出口業務，我方希望能與你方建立直接業務關系。相似表達：establish(buildup,enterinto,setup)businessrelationship建立業務關系4.availableadj.可利用的e.g.Allourproductsareavailablebymailorder.我方的商品都可以郵購。相似詞語：suppliableadj.可供應的Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation5.latestcatalogue

最新目錄e.g.Wearesendingyouunderseparatecoverbyairmailthelatestcatalogue.我方另封航空寄去最新目錄。常用搭配：productcatalogue產品目錄

illustratedcatalogue帶插圖的目錄，圖解目錄

classifiedcatalogue分類目錄Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation6.quotation

n.報價e.g.Inreplytoyourenquirydated28November,wearesendingyouherewithourquotation,alongwithvarioussamplesofleatherglovescloselyresemblingtowhatyouwant.應貴方11月28日來函詢問，現寄上我方的報價和幾副式樣不同但與貴方要求近似的皮手套樣品。Weshouldbeobligedifyouwouldgiveusaquotationforthesupplyof100kitchencupboards.如能向我方報100個櫥柜的價格，我方將不勝感激。常用搭配：quotationtable/quotationlist價目表

send/give/make/emailsb.aquotationfor/onsth.向某人報某商品價格

quotationofsth.若買方提到賣方已對某貨做出的報價時用ofChapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation7.sample

n.樣品e.g.Weareinthemarketforthefollowingitemsandshouldbegratefulifyouwouldsendussamplesofthesame.我方打算購買下列產品，如貴方能寄來其樣品，我方將非常感謝。常用搭配：originalsample原樣 duplicatesample復樣countersample對等樣品 representativesample代表性樣品referencesample參考樣品 sealedsample封樣8.airmail

vt.航空郵寄e.g.Wehavealready,underseparatecover,airmailedtoyousamplesofthreekindsoffamousChineseteanowavailablefromstock.我方已另封航空郵寄給貴方目前有貨的三種中國名茶樣品。其他用法：airmailn.航空郵件e.g.Pleasesendthisparcelviaairmail.請用航空件郵寄這個包裹。Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation9.uponreceiptof

一收到……就e.g.Uponreceiptofyourspecificenquiry,wewillquoteyouourbestpriceCIFShanghaiimmediately.一旦收到你方具體詢盤，我方將立即給你方報最優惠的上海到岸價。10.enquiry

n.詢盤；詢問（英國人常用，美國人常用inquiry）e.g.Thanksforyourenquirydated18May;wearenowsendingyouourlatestprice

listforyourreference.感謝你方5月18日的詢價，隨函寄去我方最新價目單以供參考。常用搭配：specificenquiry具體詢盤Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLetter4AManufacturerWritestoanImporterDearSirs,

WeoweyournameandaddresstotheChamberofCommerce,London,whoinformedusthatyouareinthemarketforgardentools.

Weareoneofthelargestgardentoolsmanufacturersinourcountryandhavebeenhandlingvariouskindsofgardentoolsforabout20years.Weapproachyoutodayinthehopeofestablishingbusinessrelationswithyouandexpect,byourjointefforts,toenlargeourbusinessscope.

Inordertoacquaintyouwithourbusinesslines,weencloseacopyofourillustratedcataloguecoveringthemainitemssuppliableatpresent.Ifyouareinterestedinanyoftheitems,pleasetellusbyfax.Wewillgiveyouourlowestquotationsandtryourbesttocomplywithyourrequirements.Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLetter4AManufacturerWritestoanImporter

Ourcustomersarealwayssatisfiedwithourproductsandtheserviceafterthesale.Webelievethatyouwillbe,too,afterwedobusinesstogether.

OurbankeristheBankofWestminster,London.Theycanprovideyouwiththeinformationaboutourbusinessandfinances.Wearelookingforwardtoyourearlyreply.Yoursfaithfully,(Signature)Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLanguagepoints：1.Weoweyournameandaddressto…承蒙……告知貴公司的名稱和地址e.g.WeoweyournameandaddresstoABCcompany.承蒙ABC公司的介紹，我方得知了貴公司的名稱與地址。相似表達：Weareindebtedto…foryournameandaddress.Throughthecourtesyof…,wecometoknowyournameandaddress.2.inthemarketfor

欲購，求購e.g.WehaveheardfromChinaCouncilforthePromotionofInternationalTradethatyouareinthemarketforelectricfans.我們從中國國際貿易促進委員會獲悉，你們有意購買電扇。Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation3.approach

vt.與……接洽（和contact同義，但被動語態用approach較多）e.g.Pleaseapproach(contact)themagain.請再與他們聯系。Wehavebeenapproachedbyseveralbuyersforthesupplyofwalnuts.已有幾家買主與我們接洽核桃的供應。4.inthehopeof

希望e.g.HavingobtainedyournameandaddressfromBankofChinabranchinNewYork,wearewritingtoyouinthehopeofestablishingbusinessrelationswithyou.我們從中國銀行紐約分行獲悉了貴公司的名稱和地址，特此致函，希望與貴公司建立業務關系。Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation5.by(our)jointefforts

共同努力e.g.Itisourhopetopromote,byjointefforts,bothtradeandfriendshiptoourmutualadvantage.我們希望通過共同努力促進貿易和友誼，使雙方都受益。6.enlargeourbusinessscope擴大公司業務范圍e.g.Weareastateownedenterprise,andarekeentoenlargeourbusinessscope.我方是一家國有企業，希望擴大我方的業務范圍。相似表達：expandourbusiness擴大公司業務enlargeourtrade擴大公司業務extendourrange擴大業務范圍extendouroverseatrade擴大公司的海外貿易Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation7.coveringthemainitems涵蓋主要商品e.g.Weencloseacopyofourexportlistcoveringthemainitems.隨函附上涵蓋主要商品的一份出口清單。8.complywith依照，符合e.g.Wehopeyouwillbeabletocomplywithourrequest.希望你方能按我方要求辦理。相似表達：conformwith,agreewith其他用法：incompliancewith依從，按照9.provideyouwith

為您提供e.g.Wewillprovideyouwithverycompetitiveprices,highqualityproductsandqualityservices.我們將為您提供極具競爭力的價格﹑高品質的產品及優質的服務。Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLetter5ALetterfromanImporterGentlemen,

AsyournameandaddresswerelistedintheInternationalBusinessDaily,wearewritinginthehopeofopeninganaccountwithyourcompany.

WeareoneoftheleadingimportersandwholesalersofvariouslightindustrialproductsinLondon,havingabusinessbackgroundofsome40years,andarenowparticularlyinterestedinlightindustrialproductsofalltypes.Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLetter5ALetterfromanImporter

Inordertoletushaveabetterunderstandingofyourproducts,wouldyoupleasesendusbyreturnmailcataloguesandpricesofyourproductswithfulldetails.Uponreceiptofsuchmaterials,weshallseewhatitemsareofinteresttousandpassourenquiriestoyou.

Ifyouneedmoreobjectiveinformationconcerningourcredit,pleaserefertotheMidlandBank,London.

Weanticipatethepleasureofhearingfromyouinthenearfuture.Trulyyours,(Signature)Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLanguagepoints：1.openanaccountwith

建立賬戶往來關系e.g.Wehavebeendoingquitewellinourbusiness,wearewillingtoopenanaccountwithyou.我方的生意一直做得不錯，誠望能與你方建立賬戶往來關系。2.leading

adj.主要的；領導的e.g.Asoneoftheleadingexporters,wehavebeenhandlingvariouskindsofChineseleatherproductsforabout10years.作為主要出口商之一，我們經營各種中國皮革產品已有10年左右的歷史。Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation3.lightindustrialproducts輕工業產品e.g.Wearetheexporteroflongstandingandhighreputation,engagedinexportationoflightindustrialproducts.我方是信譽卓越的出口商，長期經營輕工產品的出口業務。常用搭配：lightindustry輕工業 heavyindustry重工業primaryindustry第一產業 secondaryindustry第二產業tertiaryindustry第三產業4.objective

adj.客觀的e.g.IhopewhatImentionedabovecouldhelpyouhaveanobjectiveunderstandingofourcompany.我希望我的上述介紹能幫助你們對我們公司有一個客觀的了解。其他用法：objectiven.目標Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation5.concerning

prep.有關，關于e.g.WehavereceivedmanycomplaintsfromthecustomersconcerningthetoothbrushesunderourOrderNo.1176.我方收到了許多客戶對你方供應的1176號訂單牙刷的投訴。6.creditn.信用，信譽e.g.Wesincerelyhopetohavealongtermcooperationwithallthecustomersintheworldwithourfavourablecreditstanding.我們真誠希望以我們良好的信譽與世界各地的客戶建立長期的合作關系。常用搭配：creditcard信用卡Chapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperation7.refertosth.提及；向……查詢e.g.PleaserefertotheBankofChina,Xi’anBranchforourcreditstanding.請向中國銀行西安分行查詢我方資信情況。8.anticipate

vt.期待e.g.Weanticipatereceivingyourfurtherorders.我方期待收到你方的進一步訂單。相似表達：lookforwardto,await,expectChapter2EstablishingBusinessRelations2.2.2LettersSeekingCooperationLetter6AReplytoanImporter’sLetterDearSirs,

Thankyouforyourletterofthe16thofthismonth.Weshallbeverygladtoestablishbusinessrelationswithyourcompany.

Incompliancewithyourrequest,wearesendingyou,underseparatecover,ourlatestcatalogueandpricelistcoveringourexportrange.Wehavealsosentyousomesamplesforyourreference.

Paymentshouldbemadebyanirrevocableandconfirmedletterofcredit.

Ifyoufindbusinesspossible,pleasefaxore-mailusforoffers.Yourssincerely,ZhouDaichuanChapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperationLanguagepoints：1.atyourrequest

應您的要求，應貴方的要求e.g.Weareconsequentlyfullycommittedatthemomentandareunabletomakeyoutheofferatyourrequest.本公司暫不能承接訂單，故無法按貴公司要求報價。相似表達：incompliancewithyourrequest/requirementsinaccordancewiththerequirementasrequired/asrequested/onrequest2.underseparatecover另函郵寄，在另函中e.g.Theinformationyourequestedisbeingforwardedtoyouunderseparatecover.現另函寄上所要資料。常用搭配：byseparatepost另函郵寄underthesamecover隨函附寄Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperation3.irrevocableadj.不可撤銷的e.g.We’llopenanirrevocableletterofcreditinyourfavorwithin10daysfromthedateofthecontract.從合同簽訂之日起，我們將于10天內開出以你方為受益人的不可撤銷的信用證。4.confirmedletterofcredit

保兌信用證e.g.Eitherbecausethecreditamountistoolarge,orbecausehedoesnotfullytrusttheopeningbank,sometimestheexportermayrequireaconfirmedletterofcredit.要么因為信用證金額過大，要么因為對開證行不完全信任，出口商有時可能需要保兌的信用證。Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperationLetter7AReplytoanImporterDearMr.Lewis,

Yourfaxof23JuneinquiringaboutthepossibilityofimportingChinese-MadeElectricGoodsintotheUnitedKingdom,hasbeenpassedontousbytheChinaCouncilforthePromotionofInternationalTrade(CCPIT)inBeijing.

Weareastateenterprise,andarekeentoexpandourforeigntrade.However,wehavenobusinessintheUnitedKingdomuptillnow,andwouldbepleasedtodobusinesswithyouinthisline.Weencloseourlatestillustratedcatalogue,togetherwithourlatestpricelistandtermsandconditionsofsalesforyourreference.Anyspecificenquiriesfromyouwillreceiveourcarefulattention.Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperationLetter7AReplytoanImporterShouldyourequireanyfurtherdetailsaboutanyoftheabovementionedpoints,pleasedonothesitatetocontactus.Welookforwardtohearingfromyouinthenearfuture.Yourssincerely,WangQiheExportManagerEncs.:asstatedChapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperationLanguagepoints：1.inquire

v.詢問……（常用于英國，美國多用enquire）e.g.IamwritingtoinquireyouaboutyouradvertisementinTheTimes.貴方在《泰晤士報》刊登廣告，特此致函問詢。2.astateenterprise國有企業e.g.Weareastateenterprise,handlingboththeimportandexportoftextiles.我們是一家國有企業，經營紡織品的進出口業務。相似表達：state-operatedcorporation國有公司state-ownedcorporation國有公司state-runenterprise國有企業Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperation不同性質企業的表示：collective-ownedenterprise集體企業individual-ownedenterprise私營企業private-ownedenterprise私營企業township/ruralenterprise鄉鎮企業jointventure合資企業foreignventure外資企業foreign-ownedenterprise外資企業3.arekeentodosth.熱衷于做什么e.g.Itisclearthattheyareverykeentodobusinesswithusandtheywillbeimportantcustomersinthefuture.顯然他們很想與我們做生意，并且未來會成為我們重要的客戶。Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperation4.termsandconditionsofsales

銷售條款和條件e.g.Buyersshouldalsopaycloseattentiontothetermsandconditionsofsales,suchaswhetherthereareanyhiddenextrasintheformofdeliverycosts.買方也應該仔細留意交易的條款及條件，例如是否要負擔額外的運費。常用搭配：termsofpayment付款方式5.Shouldyourequireanyfurtherdetailsaboutanyoftheabovementionedpoints,pleasedonothesitatetocontactus.如果您需要以上信息的任何細節內容，請不必客氣，隨時與我們聯系。（1）此句子是if引導的虛擬語氣的倒裝。若if條件句中有had、were、should時，可把if省略，將had、were、should置于句首，形成倒裝句。（2）contactvt.與……聯系；與……接觸e.g.Forfurtherdetails,pleasecontactourlocaloffice.若想了解更多詳情，請聯系我們當地的分支機構。Chapter2EstablishingBusinessRelations2.2.3RepliestoLettersSeekingCooperationLetter8RefusingaRequestforanAppointmentDea