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单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,MACS,电视摄像与编辑,HTZVVV,本资料仅供参考，不能作为科学依据。谢谢。本资料仅供参考，不能作为科学依据。本资料仅供参考，不能作为科学依据。谢谢。本资料仅供参考，不能作为科学依据。,第五讲,建立业务关系函,1/47,1,1.概念,建立业务关系，实际上就是确定贸易对象。贸易对象选择得适当是否，决定着贸易成败。在普通情况下，双方经过各自介绍或第三者介绍，先摸清对方资金信用、经营能力和业务范围等主要条件，然后再进行实质性业务商讨。贸易双方只有在相互了解、彼此信赖基础上，才能进行主动地合作，并使双方贸易活动得以顺利地开展。,2/47,2,获取国外企业路径,1.Banks,2.Trade directory,3.Chambers of commerce both at home and abroad,4.Commercial counselors office,5.Advertisements,6.Exhibitions and trade fairs,3/47,3,7.Market investigations,8.Enquiries received from foreign merchants,9.Self-introduction or introduction from the business connection,10.the internet,4/47,4,建立业务关系前期准备,首先，你要明确建立业务关系对本身与被建立方利益能否可连续化，互利能否平等化。,其次，在建立业务关系同时需要对对方业务规模，财务情况，信誉等进行考查。,再有，业务关系建立重点在于互利共赢。双方业务能否填补双方业务上不足。,5/47,5,类别,1.请求建立商业关系,2.回复对方建立商业关系请求,3.请求担任独家代理,4.拒绝对方担任独家代理,5.同意对方担任独家代理,6.借引荐建立业务关系,7.与过去有贸易往来企业联络,6/47,6,2.内容,首先要通知对方，我方是经过何路径得悉其经营范围 与地址，同时表示我方有与对方建立业务关系愿望，寻求与对方深入进行合作；,其次向 对方做自我介绍，包含企业性质、基本业务情况、经营范围以及有哪些分支机构，如希望推销什么商品也可说明；,最终以礼节性语言结尾。,1.From where/whom you get the opposite partys name and address.,2.Introducing yourself-an exporter,importer,a manufacturer,etc.,and your intention to establish the business relations.,3.As an exporter,you should introduce your products:if available,a catalogue,price list,ect.,should be enclosed.,4.As an importer,tell the opposite party what you want to buy and your companys sales potential.,5.Sometimes,it is also necessary to put forth your terms of transaction,terms of payment,etc.,6.Your financial standing.,7/47,7,3.语言表示,在外贸函电中，要注意保持交际双方地位平等，即交易双方谈判应尽可能建 立在平等互利基础上，为表示礼貌而过分谦卑言辞会适得其反，令对方对你 能力产生怀疑，如：,1.You could rest assured that we would make every effort to effect the shipment as soon as possible so as to meet your demand.,贵方能够放心，我们也向贵方确保，我们会竭尽全力地使发货尽可能地满足贵 方要求。,2.We assure you that we shall do our best to expedite shipment.,我们向贵方确保，我们会加速发货。,从上而两句话，我们能够看出，例1显得太过自卑，而2就显得更为得体。,8/47,8,4.要求,信件不能够太长，要言简意赅。,应该几句话将自己企业介绍清楚，越简明扼要越好，然后附上自己联络方式和地址（包含网址），能够提供产品介绍，邮寄样本等。,9/47,9,惯用表示,1.Weve come to know your name and address from the Commercial Counselors Office of the Chinese Embassy in London.,2.By the courtesy of Mr.Black,we are given to understand the name and address of your firm.,3.We are willing to enter into business relations with your firm.,4.Your firm has been introduced(recommended,passed on)to us by Maple Company.,我们从中国驻伦敦大使馆商务参赞处得知你们名字和地址。,承蒙布莱克先生介绍，我们得知贵企业名称和地址。,我们愿意与贵企业建立业务关系。,枫叶企业向我方介绍了贵企业。,10/47,10,5.Our mutual understanding and cooperation will certainly result in important business.,6.We express our desire to establish business relations with your firm.,7.We shall be glad to enter into business relations with you.,8.We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.,我们之间相互了解与合作必将促成今后主要生意。,我们愿和贵企业建立业务关系。,我们很愿意同贵企业建立业务关系。,现在我们借此机会致函贵企业，希望和贵企业建立业务关系。,11/47,11,9.We are now writing you for the purpose of establishing business relations with you.,。,10.Your desire to establish business relations coincides with ours.,11.We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this line.,12.Our lines are mainly arts and crafts.,我们特此致函是想与贵方建立业务关系。,你方想同我方建立业务关系愿望与我方是一致。,鉴于我方专营日本轻工业产品出口业务，我方愿与贵方在这方面开展贸易。,我们经营商品主要是工艺品。,12/47,12,13.We have been in this line of business for more than twenty years.,14.Your letter expressing the hope of establishing business connections with us has met with approval.,15.In order to acquaint you with the textiles we handle,we take pleasure in sending you by air our latest catalogue for your perusal.,我们经营这类商品已经有二十多年历史了。,来函收悉，得知贵方愿与我方建立业务关系，我们表示同意。,为了使贵方对我方经营纺织品有所了解，特航寄我方最新目录,供细阅。,13/47,13,16.Glad to see you in your company.,17.Its only half an hours car ride.,18.Suppose we make it,say three oclock tomorrow afternoon.,19.It would be very helpful if you could send us statistics on your sales.,20.We would like to ask you to kindly send us the related information.,很高兴在贵企业见到您。,只有半小时车程。,假如我们能去话，那么就明天下午三点钟吧。,假如你们能将你们销售统计资料寄给我们，那可就太有帮助了。,我们希望你们能将相关资料寄给我们。,14/47,14,建立业务关系函翻译,汉英-英汉,15/47,15,【原文】,我们从贵国驻伦敦大使馆商务参赞处得悉贵企业商号与地址，特此来函，希望同贵企业建立贸易关系。,我企业和我国主要轻工产品零售商都保持亲密往来，而且我们对电子 产品需求旺盛。所以，我确信，我企业能够销售大量这类产品。,谈及我们资信情况，我们已征得伦敦英国银行同意，把它们作为我们 资信银行。,请提供我们贵企业全部出口产品必要情况。如贵企业价格合理，我们必将向贵方下大订单。,16/47,16,【译文】,We have obtained your name and address from the Commercial Counselors office in London and are glad to establish business relations with you.,We are connected with all the major dealers here of light industrial products;moreover,there is a good demand for your electronic products.So,we feel sure we can sell large quantities of these goods.,As to our standing,we are permitted to mention the Bank of England,London,as a reference.,Please let us have all necessary information regarding your products for export.If your prices are competitive we would place a large order with you.,Yours sincerely,17/47,17,寻求建立业务关系函,尊敬阁下：,自米兰阿里斯托鞋类企业取得贵企业和地址，特此修函，祈能发展关系。多年来，本企业经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。如价格公道，本企业必大额订购。烦请早日赐复。,此致,商祺！,XXX,Rogers Chemical Supply Co.10E.22Street Omaha8,Neb,Gentlemen:,We have obtained your name and address from Aristo Shoes,Milan,and we are writing to enquire whether you would be willing to establish business relations with us.We have been importers of shoes for many years.At present,We are interested in extending our range and would appreciate your catalogues and quotations.If your prices were competitive we would expect to transact a significant volume of business.We look forward to your early reply.,Very truly yours,XXX,18/47,18,回复对方建立商业关系请求,Thank your for your letter of the 16th of this month.We shall be glad to enter into business relations with your company.In compliance with your request,we are sending you,under separate cover,our latest catalogue and price list covering our export range.Payment should be made by irrevocable and confirmed letter of credit.Should you wish to place an order,please telex or fax us.,本月16日收到相关商务关系来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和报价单。款项烦请以不可撤消保兑之信用状支付。如欲订货，请电传或传真为盼。此致 敬礼,19/47,19,【原文】,20/47,20,【译文】,21/47,21,【原文】,22/47,22,译文1,23/47,23,译文2,24/47,24,【原文】-回函案例,25/47,25,【译文】,26/47,26,建立业务关系函翻译评析（1）,敬启者：,从网上得知贵企业名称和地址，并了解到你企业主要经营罐头食品进出口。今特致函与你，希望能与你企业建立起长久业务关系。,我企业是一家大型外贸企业，从事进出口业务已经有近20年，信誉良好。我们对贵企业产品很有兴趣，若能提供贵企业相关产品目录和价目单，将不胜感激。,假如价格合理且交货期可接收，相信能成交大笔交易。,谨上,Dear Sirs:From the Internet that your companys name and address and to understand your company mainly engaged in import and export of canned food.Am writing to you today and hope to work with your company to establish a long-term business relationships.Our company is a large foreign trade company engaged in import and export business for nearly 20 years,a good reputation.We are very interested in your companys products if they can provide your company the product catalog and price list will be greatly appreciated.Delivery if the price is reasonable and acceptable,and believe that we can deal big deal.Yours sincerely,27/47,27,建立业务关系函翻译评析,（2）,敬启者：,从网上得知贵企业名称和地址，并了解到你企业主要经营罐头食品进出口。今特致函与你，希望能与你企业建立起长久业务关系。,我企业是一家大型外贸企业，从事进出口业务已经有近20年，信誉良好。我们对贵企业产品很有兴趣，若能提供贵企业相关产品目录和价目单，将不胜感激。,假如价格合理且交货期可接收，相信能成交大笔交易。,谨上,dear sirs,we got your name and address from Internet,though it we know you dealing in the import and export of can food.now we take this opportunity to see if we can establish the business.,we are a big trading company,handling the import and export business nearly 20 years with a good reputation.we have much interests in your company,we will be appreciated if you can give us the catalogue and price list.,we would make a big business with you if your price is reasonable and the date of shipment is acceptable.,yours,28/47,28,29/47,29,30/47,30,31/47,31,32/47,32,33/47,33,术语,贸易前景 trade outlook,贸易合作 trade cooperation,技术合作 techonological cooperation,业务合作 business cooperation,合作关系 cooperation relationship,合作范围 cooperation scope,贸易中心 trade center,34/47,34,术语,对外贸易 foreign trade/external trade,国际贸易 international trade,海外贸易 overseas trade,和进行贸易 to trade with,做生意稳重 to do business in a moderate way,做一笔生意 make a deal,经营 run/operate,双边贸易 bilateral trade,35/47,35,术语,三边贸易 trilateral trade,多边贸易 multilateral trade,抵偿贸易 counter trade,贸易协议 trade agreement,回购贸易 buy-back deal/trade,来料加工贸易 processing trade,来了装配贸易 assembling trade,36/47,36,术语,市场情况 market condition,市场情报 market information,市场价格 market price,市场汇报 market report,市场调查 market survey,市场风险 market risk,市场结构 market structure,37/47,37,Chairman of the Board of directors或者President(董事长);,执行副总裁 executive vice president,General Manager(总经理)，,Director(董事)，,Stand Director(常务董事)，,Manager(经理)，,Head of Department(职员)，,Manageress(女经理)，,Head of a Department(处长)，,Section chief(科长)等。,常见职衔,38/47,38,常见产品类型表述,工艺品 handicraft article/Arts&Crafts,纺织品 textile,成套产品 complete products,化工 chemical,轻工业产品 light industrial products,仪器 instrument,机械 machinery,39/47,39,企业表示,Corporation（企业；法人）是“法人团体”,多用于美式英语,是集合名词,可缩写为corp.。在英式英语中表示“市政当局”。,Company（企业；商号），是可数集合名词。可用单数也可用复数。Company含有经营范围限定性。,incorporated（缩写为Inc.）是联合企业，即联合组成正当企业。,Firm（企业、商号），必须是最少两人或者两人以上企业，普通规模比较小。,40/47,40,术语与表示：,1.the Commercial Counselors office 商务参赞处,2.mutual benefit 相互利益,3.Shanghai Expo 上海世博会，expo是exposition简写。,4.referring to your letter of.相关贵方.来函,5.in the line of 在.业务范围之内,6.in compliance with 按照,41/47,41,Dialogue 1,A:How do you do?,B:How do you do?Nice to meet you,Ms.Smith.Im Jack Stevens from the Marketing Department.Here is my card.,A:Its nice to meet you,Mr.Stevens.,B:Please call me Jack.Have a seat,please.,A:Thank you.,你好！,你好！很高兴见到你，史密斯小姐，我是市场部杰 克?斯蒂文斯。这是我名片。,很高兴见到你，斯蒂文斯先生。,就叫我杰克吧。请坐。,谢谢。,42/47,42,Dialogue 2,A:Ah,these are the machines were interested in.May we have a look at them?,B:Certainly.But they are in the showroom.,A:Is it far from here?,B:Not very far.Its only half an hours car ride.Are you free now?,A:I will be free tomorrow afternoon.Suppose we make it,say three oclock to-morrow afternoon.Could you manage that?,B:Yes.Ill pick you up at your hotel.,啊，这些就是我们感兴趣机器。我们能看看吗？,当然能够了，但它们在展示厅里。,离这里远吗？,不是很远。只有半个小时车程。你现在有时间吗？,明天下午我有时间。假如我们能去话，那就明天下午三点吧。你方便吗？,能够。我会来酒店接你们。,43/47,43,Dialogue 3,A:Good morning.My name is Brown.Im from Australia.Here is my card.,B:Thank you.Im pleased to meet you,Mr.Brown.My name is Kathy Perless,the representative of Green Textile Import and Export Corporation.,A:Pleased to meet you too,Ms.Perless.I travel a lot every year on business,but this is my first visit to your country.I must say I have been much impressed by your friendly people.,B:Thank you for saying so.Have you seen the exhibition halls?On display are most of our products,such as silk,woolen knitwear,cotton piece goods,and garments.,A:Oh,yes.I had a look yesterday.I found some of the exhib its to be fine in quality and beautiful in design.The exhibition has successfully displayed to me what your corporation handles.Ive gone over the catalogue and the pamphlets enclosed in your last letter.Ive got some idea of your exports.Im interested in your silk blouses.,B:Our silk is known for its good quality.It is one of our tradi-tional exports.Silk blouses are brightly colored and beau-tifully designed.Theyve met with great favor overseas and are always in great demand.,44/47,44,-早上好！我叫布朗，澳大利亚人。这是我名片。,-谢谢。布朗先生，见到您非常高兴。我是凯茜?佩利丝，是格林纺 织品进出口企业代表。,-佩利丝小姐，见到您我也很高兴。我每年出差跑很多地方,不过,到 中国来还是头一次。你们这里人非常友好给我留下了深刻印象。,-谢谢称赞。您参观过展览厅了吗？展出大部分是我们产品，比如丝绸、毛织品、棉布匹和服装等。,-哦，对，昨天我去看过。有些产品质量好，设计又美观。展览会成功向我介绍了贵企业所经营各种产品。我已看过你上次在信中所 附目录和小册子，对贵企业出口产品有了一些了解。我对你们 丝绸女衫颇感兴趣。,-我们丝绸以质量好著称。丝绸是我们传统出口商品之一。丝绸女衫色彩鲜艳、设计美观，在国外很受欢迎，需求量一直都很大。,45/47,45,Dialogue 4,A:Some of them seem to be of the latest style.Now Ive a feeling that we can do a lot of trade in this line.We wish to establish relations with you.,B:Your desire coincides with ours.,A:Concerning our financial position,credit standing and trade reputation,you may refer to Bank of Hong Kong,or to our local Chamber of Commerce or inquiry agencies.,B:Thank you for your information.As you know,our corporation is a state-operated one.We always trade with foreign countries on the basis of equality and mu-tual benefit.Establishing business relations between us will be to our mutual benefit.I have no doubt that it will bring about closer ties between us.,A:That sounds interesting.Ill send a fax home.As soon as I receive a definite answer,Ill make a specific inquiry.,B:Well then make an offer as soon as possible.I hope a lot of business will be conducted between us.,A:So do I.,46/47,46,-有些看来还是最新式样。现在我感觉我们在这方面能够做不少买卖。我们希望同贵企业建立业务关系。,-我们双方愿望是一致。,-关于我们财务情况、信用及声誉，你们能够向香港银行、或我们当地商会或咨询社进行了解。,-谢谢你所提供情况。我们企业是国营企业，我们一向是在平等互利基础上进行外贸交易，我们之间建立业务关系将对双方有利。我相信业务关系建立也将使我们之间关系更为亲密。,-太好了，我会发一份传真回去。一收到必定回复，我就提供详细询价。,-到时我们一定尽快报价。我希望我们之间能做成很多生意。,-我也一样。,47/47,47,
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