外贸英语函电Chapter 2 Establishment of Business Relations

Chapter Two Establishment of Business Relations WHY?

To establish business relations with prospective dealers is one of the vitally 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.

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HOW?

Merchants may be approached through the following channels:1. Web 2. Banks 3. Commercial Counsellor’s Office 4. Chambers of Commerce in foreign countries 5. Trade Directory 6. Advertisements 7. Attendance at trade fairs and exhibitions held at home and abroad 8. Mutual visits by trade delegations and groups

Key Words & Expressionsestablish business relations business scope import export importer exporter commercial counsellor’s office chamber of commerce credit standing

LLetter 1 Self-introduction

Language Points1. owe v. 应该把…归功于，(后接介词to) 1) He owes his success to the open-policy. 他把他的成功归功于开放政策。 2) to owe your name and address to 承蒙… 告知贵公司行名和地址(获悉贵公司行名和地址要感激…) 类似的表达法还有： to be indebted to … for your name and address to come to know the name and address of your firm through through the courtesy of … we come to know your name and address to have obtained your name and address from… to have noted your name and address to be recommended to sb. by … on the recommendation of … We owe your name and address to the Chamber of Commerce in your city.

Language Points Practice 1) 得知贵公司行名和地址要感谢您瑞士驻北京大使馆商务参赞处。

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 Practice

We owe your name and address to the Commercial Counsellor’s Office of the Swiss. 2. the Commercial Counselor’s Office 商务参赞处 3. inform v. 通知

Please inform us of the name of steamer and date of shipment.请告知船名和装运期。 2) 兹通知你方第616号订单项下的货物已备妥待运。

You are informed that the goods under your Order No.616 have been ready for shipment.

Language Points4. be in the market for 欲购；想买 1) One of our clients in Japan is in the market for green tea.一位日本客户拟购绿茶。 2) 我们想要购买花生。

We are in market for Groundnuts.

5. avail oneself of v. 利用 1)We avail ourselves of this opportunity to express our thanks for your close cooperation.借此机会对你方的密切合作表示感谢。

2)You should avail yourselves of the books in the library.你们应该充分利用图书馆的书籍。

Language Points6. in the hope of 希望 (后接动名词) 7. a government-owned corporation(enterprise) 国有 公司/企业 类似的表达方式：

a state-operated corporation / a public-owned corporation a private corporation

私有公司/ 企业 8. handle v. 经营(某种或某类商品) 类似的表达法还有： to trade in

to deal in be in line

Language Points Practice

1) We are a state-operated company, handling exclusively the import and export of Cotton Piece Goods. 我们是国营公司，专门经营棉布的进出口业务。 2) We trade in all kinds of cotton piece goods. 我们经营各种各样的棉布。 3) They are mainly dealing in fertilizers. 他们主要经营化肥。4)

We have been for many years in the chemical line. 我们从事化工产品这一行业已有多年。

Language Points9. acquaint v. 熟悉；了解 to acquaint sb. with sth. 使某人了解某事 be/get well acquainted with sth. 熟悉(了如指掌) Practice

1) We want to acquaint ourselves with the supply position of crude oil in your country. 我们想了解贵国的原油供应情况。

2) We are well acquainted with the market condition in your neighboring countries.我们对你们邻国的市场情况了如指掌。

Language Points3) We are not acquainted with these articles. 我们对这些商品不熟悉。 10. on the basis of equality, mutual benefit and exchange of needed goods 在平等互利、互通有无的基础上 也可以这样说： on the basis of equality, mutual benefit and exchanging what one has for what one needs 11. through mutual efforts 通过共同努力 by joint efforts 通过共同努力

Language Points12. trade v. n. to trade in sth . to trade with sb. Practice

1) We trade in the import and export of textiles. 我们从事纺织品的进出口业务。 2) We trade with merchants all over the world on the basis of equality and mutual benefit. 我们总是在平等互利的基础上同全球商人做生意。 13. Look forward ph. 期待你方早日答复。 We look forward to receiving your early reply. We look forward to your early reply.

Chinese version of the letter敬启者： 得知贵公司行名和地址我们要感激英国驻北京大使 馆商务参赞处，他们告知我们你公司拟购买牛仔裤。 借此机会致信你方寄希望与贵公司建立业务关系。 我公司是国营公司，从事服装的进出口业务。为使 你们对我们的业务范围有所了解，随函附上目前有关你 方所询购商品的我方出口价格表一份。 我们的贸易政策是在平等互利互通有无的基础上同 各国做生意。希望通过共同努力，既促进贸易又增进友 谊。 期待早日收到你方的询盘。 谨上，

Writing StepsA letter aiming at establishing business relations usually consists of following steps:1. where you get the information about the person or company to whom you are writing the letter; 2. your intention for export or import; 3. a brief introduction to your business scope, experience and products ; 4. the reference as to your firm’s credit standing; 5. expectation for cooperation and

an early reply.

Self-introduction letter-writingstate the reasons of your letter 2. state your purpose of your letter 3. make a brief self-introduction 4. give the recipient an incentive to reply1.

LLetter 2 Transferring business relations