Unit-2-Establishing-Business-Relations-1.ppt

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,精选2021版课件,*,Unit 2(1)Establishing Business Relations,建立贸易关系,BUSINESS LETTERS,商务函电,1,精选2021版课件,Establishing Business Relations建立业务关系,0,Introduction,1,Importers Self-Introduction,2,Exporters Self-Introduction,3,Sum-up,2,精选2021版课件,Introduction,Just as a factory requires a complete set of machinery to proceed with production,so does a foreign-trade firm need extensive business connections to maintain or expand its business activities,in other words,to sustain or compete in the intensively competitive market.Therefore,the establishment of business relations is one of the most important undertakings in the field of foreign trade.,If a new firm,or rather a certain corporation of ours,wishes to open up a market to sell something to or buy something from firms in foreign countries,the person in charge must first of all find out who will be his/her potential customer.,3,精选2021版课件,Introduction,写信人通过如广播、电视、报纸、他人介绍、商务参赞处、交易会等渠道得知潜在交易人的名称、地址，了解到一点有关对方的经营范围，写信给对方希望建立业务关系，同时介绍一下自己的购买意图、经营范围，表达对对方的希望与要求。,4,精选2021版课件,Business Knowledge,(1)Banks,(2)Chambers of Commerce in foreign countries(国外商会),(3)Trade Directory（贸易名录）,(4)Chinese Commercial Counselors Office in foreign countries(中国驻国外商务参赞处),(5)business house of the same trade,etc.;,(6)advertisements in magazine,on internet,over radio,on TV and so on.,Channels for Obtaining Information,About a New Firm,5,精选2021版课件,Having obtained the desired names and addresses of the firms from any of the above-listed sources,he/she may start sending letters or circulars in the current-wildly used form as email or fax to the parties concerned.Such letter can be called a“first-contact”letter.As the saying goes:Well-beginning is half done.Thus to write correctly and properly is of vital importance.,6,精选2021版课件,letters aiming at establishing business relations,The source of information(how you learned of this company);,state your intention of establishing business relations;,Brief introduction to your own company(lines of your business,little“advertising”on your products or service);,4.show the reference as to your firms credit standing.(,告诉对方你公司的信誉）,5.Expressing the expectation of cooperation and early reply,（表达与对方合作和早日收到回复的愿望）,.,7,精选2021版课件,Case 1,贵公司主要从事纺织品的进出口业务，想与瑞典的某企业建立业务关系，随函附寄出口清单一份。,从事纺织品的进口与出口,建立业务关系,随函寄清单一本,Key points,8,精选2021版课件,Dear Sirs,We,owe your name and address to,the,Commercial Counselors office,of the Swedish Embassy in Beijing who has informed us that you are,in the market for,textiles.,We,avail ourselves of,this opportunity to,approach,you for the,establishment trade relations with you.,We are a,state-operated corporation,handling,both the import and,export of textiles.In order to,acquaint you with,our business,lines,we,enclose,a copy of export list,covering,the main items suppliable at,present.,Should any of,the items be of interest to you,please let us know.We,shall be glad to give you our lowest quotations,upon receipt of,your,detailed,requirement,s.,In our,trade,with merchants of various countries,we always,adhere to,the principle of equality and mutual benefit,.It is our hope to promote,by joint efforts,both trade and friendship to our mutual advantage,.,We look forward to receiving your enquiries soon.,Yours faithfully,J.Robinson,9,精选2021版课件,Notes to Letter One,1.owe to 把.归功于,e.g.We owe your name and address to.,2.Commercial Counsellors Office 商务参赞处,3.be in the market for 想要购买.,e.g.We are in the market for Groundnuts.,be in the market 要买或卖,e.g.Please advise us when you are in the market.,4.avail oneself of 利用.,e.g.We avail ourselves of this opportunity to express our thanks to you for your close cooperation.,5.approach v.与接洽,e.g.We have been approached by several buyers for the supply of walnuts.,10,精选2021版课件,Notes to Letter One,6.state-operated corporation 国营公司,7.handle v.经营,e.g.This shop handles paper and stationery.,8.acquaint sb.with sth.使某人了解某事,e.g.You will have to acquaint us with the details.,9.line n.行业;(一类)货色,e.g.We have been for many years in the chemical line.,This is a good line of hardware.,11,精选2021版课件,Notes to Letter One,10.enclose v.随函附上,e.g.We enclose a copy of our price list.,Please refer to the price list enclosed with(orin)our letter of August 5.Enclosed please find a copy of our pricelist.(Or:Please find enclosed a copy of our pricelist.),We believe you will find the enclosed interesting.,enclosure n.附件(信内有附件时,常用 Encl.或 Enc.注明与信末坐下角,如例文.),e.g.We thank you for your letter of April 15 with enclosures.,12,精选2021版课件,Notes to Letter One,11.covering 包括的,涉及的,有关的,e.g.Please let us have your pricelist covering your typewriters.,12.sth.be of interest to sb.使感兴趣,有兴趣,e.g.This article is of special interest to us.,注意区分:sb.be interested in sth.,13.upon(or:on)receipt of 收到后(即),e.g.On(or:Upon)receipt of your instrucions we will send the goods.,14.requirement n.需要;需要之物,e.g.We can meet your requirements for(or:of)Walnutmeat.,15.trade n.贸易;行业,e.g.They have been in the wool trade for quite a number of years.,trade v.从事贸易;做生意;经营,e.g.They trade in cotton piece goods with many countries.,13,精选2021版课件,Notes to Letter One,16.adhere to=stick to 忠于;坚持,e.g.We always adhere to our commitments.,17.principle of equality and mutual benefit 平等和互利的原则,18.both trade and friendship to our mutual advantage 对双方都有利的贸易和友谊,经典句子:,It is our hope to promote,by joint efforts,both trade and friendship to our mutual advantage.,14,精选2021版课件,Unit 1 Establishing Business Relations建立业务关系,0,Introduction,1,Importers Self-Introduction,2,Exporters Self-Introduction,3,Sum-up,15,精选2021版课件,Importers Self-introduction进口商自我介绍,TEXT,Arm yourself,TEXT,Arm yourself,Main points,Make yourself skilled,Main points,Make yourself skilled,16,精选2021版课件,1.TEXT,Specimen 1 Importers self-introduction,Specimen 2 Reply to the above,17,精选2021版课件,英国某公司长期从事进口工艺品，对中国工艺品很感兴趣，因此写信给贵公司要求建立业务关系。贵公司在收到信后立即做出了回复，希望与英国公司合作。,从事工艺品的进口,建立贸易关系,Case 2,Key points,18,精选2021版课件,Dear sirs,Having,obtained,your name and address,from Messrs.Anderson&Co.,Rotterdam,we,are writing you in the hope of establishing,business relations with you.,We have been importers of Arts&Crafts for,many years.At present,we are interested in,various kinds of Chinese Arts and Crafts and,should,appreciate,your catalogues and,quotations.,If your prices are,in line,we trust important,business can,materialize,.,We are looking forward to receiving your early,reply.,Yours faithfully,Janet M.Marley,19,精选2021版课件,(从以上的信件中可以看出,这就是客户的 inquiry,继续看下面供应商的回复.),(B)A reply to the above,Dear sirs,We thank you for your letter of the 3rd this month,and shall be glad to,enter into business relations with,your firm.,Complying with,your request,we are sending you,under separate cover,our latest catalogues and,pricelist covering our exports.,Payment should be made by an irrevocable and,confirmed letter of credit.,If you find business possible,please,cable,us for,offers.,Yours faithfully,Ian M.Irvine,20,精选2021版课件,Importers Self-Introduction进口商自我介绍,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,21,精选2021版课件,Notes to Letter Two,1.obtain v.获得,e.g.We regret to say we cannot obtain any interest.,例文中的 Having obtained.from.也是一句向对方表达如何获得对方联系方式的句型.(今天学的是第二句)Case 1 第一句表达如何取得对方联系方式的句子吗?We owe your.to.这些句型是在你向初次联系的客户发邮件时可使用的好句子,这样,客人就不会觉得你的联系太突然了.,22,精选2021版课件,Notes to Letter Two,2.appreciate v.感谢,感激;理解,体会,例句:We highly appreciate your kind cooperation.,We shall appreciate your giving this matter your serious consideration.,We shall appreciate it if you will send us a brochure and two sample books by air immediately.,We hope you will appreciate our position.,这是一个在函电里用的频率比较高的一个词,这个词的好的运用会使你的信件增添一份美.,23,精选2021版课件,Notes to Letter Two,3.in line(with)=in agreement(with),e.g.If your price is in line,we can take large quantities.,Please make us a cable offer.=Please make us a telegraphic offer.,4.materialize v.实现,e.g.We hope the business will eventually materialize.,5.enter into ph.v.开始(某种关系、事业、谈判等);缔结(契约等),e.g.We wish to enter into business relations with your corporation for the supply of light industrial products.,e.g.We expect to enter into(=begin)business talks with them next week.,24,精选2021版课件,Notes to Letter Two,ply(with)vi.依照，符合,e.g.We hope you will be able to comply with our request.,This offer does not comply with our requirements.,表示“按照.;和.一致”意思的,除了 comply with 外,还有,in compliance with,in line with,in accordance with,in comformity with.,25,精选2021版课件,7.under separate cover 另邮,另寄,也可以说 by separate mail;如附在信里则用 under cover(随函)或 enclose(见上一个例文).,例句:We are sending you catalogue under separate cover.=We are sending you catalogue by seperate mail.,We are sending you under cover a copy of pricelist.,=We are enclosing a copy of our pricelist.,Notes to Letter Two,26,精选2021版课件,Notes to Letter Two,8.cable v.打电报,注意:cable sb.sth.把某事物电达给某人,cable sb.for sth.向某人电索某事物,例句:Please cable us offers.,Please cable us for offers.,cable n.电报,例句:Please make us an offer by cable.=Please make us an offer by telegram.,27,精选2021版课件,举一反三句型,1.,in the hope that,希望,in the hope of sth./doing sth.,2.,establish business relations with,建立业务关系,similar expressions:build up,set up,enter into business relations with sb.,n.establishment,establishment of business relations 建立业务关系,establishment of L/C 开立信用证,3.,extend,v.,Enlarge;offer,provide扩大;给予，提供;延期,extend range 扩大经营范围,extend business 扩大业务,e.g.,我们很想早日与你方建立直接的业务关系。,We would like to establish direct business relations with you,at an early day.,我们写信给你方,希望与你方建立业务关系。,We are writing for the establishment of business relations,with you.,e.g.,我 们 写 信 给 你 方,希 望 与 你 方 建 立 业 务 关 系。,Were writing to you in the hope that youll establish business,relations with us.,Or:Were writing to you in the hope of establishing business,relations with you.,我 们 回 信 给 你 方,希 望 你 们 给 我 们 最 低 报 价。,We write back to you in the hope that you can quote us the,lowest price.,句式：extend sb.sth./extend sth.to sb.给予某人某样东西,extend us the support(give,extend the support to us),extend the accommodation to sb.提供某人某物,extend L/C 延期信用证,extend the L/C to August 1 将信用证展期至8月1日,extend the date of the delivery in the L/C to 将信用证中的交货期展至,n.extension 扩大，展期，给予,extension of the L/C 信用证展期,make extension of the L/C 展期信用证,adj.extensive 广泛的；大量的,extensive connection 广泛的联系,*range n.范围,a range of 一系列,a wide range of 广泛的,range fromto,从,范围内变动,28,精选2021版课件,4.,appreciate,v.be thankful or show gratitude for;,admire greatly感谢，欣赏,We shall appreciate it if.,it is appreciated if(that).,we shall appreciate you doing.,We shall appreciate sth.,e.g.,如我们早日收到你方来信，我们将不胜感激。,We shall appreciate your early reply.,5.,competitive,adj.有竞争力的，竞争的,competitive price 有竞争力的价格,pete (+with)与竞争,e.g.,贵方商品质量能与其他产品质量相竞争。,Quality of your goods can compete with that of,other products.,e.g.,你们会喜欢我方产品的颜色和款式的。,You should appreciate the colors and designs of our goods.,如你方能尽早给予答复，我们将不胜感激We shall appreciate it if you could give us an early reply.,competition 竞争,e.g.,国际市场上竞争很激烈。,There is a keen competition in the international market.,Or:Competition in the international market is very keen.,petitiveness 有竞争性，有竞争力,e.g.,为了提升公司的竞争力，我们要不断改进产品的质量。,We should improve the quality of products continuously in,order to increase the competitiveness of our company.,29,精选2021版课件,6.,place an order with sb.for sth.,want to buy sth.from sb.向某人定购,e.g.,如你方价格有竞争力，我方将向你方订购手套。,If your prices are competitive,we shall be pleased to place an,order with you for gloves.,现向你方订购100匹印花细布。,We are placing an order with you for 100 pieces of printed,shirting.,place an order for a large quantity(of)大量订购,有关订单的表达法：,regular order 长期订货,trial order 试订单,first/initial order 首笔订单,substantial order 大宗订单,repeat order 再次订单/续订单,*order sth.with sb.向某人订购,30,精选2021版课件,7.,look forward to,think of(a future event)with pleasurable 盼望,句式：look forward to sth./doing sth.,look forward to your early reply,look forward to receiving your reply,e.g.,我们盼望，通过我们共同的努力，能与你,方做成生意。,We look forward to,by joint efforts,doing,business with you.,31,精选2021版课件,8,be desirous to,have a desire to,be eager to,be anxious to 热切盼望，渴望,句式：be desirous of doing sth./be desirous to do sth.,e.g.,我们热切盼望与贵方做生意。,We are desirous to do business with you.,v.desire 希望,，期望；想要,n.desire 希望，渴望;要求，请求,have a desire to do sth.(the same as“desire to do sth.”),句式：desire to do sth.,desire sb.to sth.,desire that,desire sth.,It is desired that,32,精选2021版课件,9.,satisfydifferentmarketneeds,meet the various needs in the market 满足,satisfy needs 满足要求(需求),10.,in compliance with,according to,in agreement with与.一致，符合;按照，根据,e.g.,价格与国际市场行情一致。,The price is in compliance with the international market.,ply(+with)遵从，按照，根据，与一致,e.g.,应你方要求，给予贵方最低价。,We comply with your request and give you the lowest price.,11.,under separate cover,by separate mail,in another letter 另邮,另寄,similar expression:serve the needs,meet the needs,under cover in an enclosure for mailing 随函附上,e.g.,关于目录与价目表，我们将另邮寄给你方。,We will send you under separate cover catalogue and pricelist,e.g.,应你方的要求，我们已通知银行在日内开立信用证。,In compliance with your request,we have instructed the bank to open the L/C in a few days.,ply(+with),e.g.,我们应按买方要求，选择与市场一致的价格。,We shall comply with the buyers request and choose the prices in line with the market.,33,精选2021版课件,12.,covering,about,including;to pay,to meet 关于,支付,e.g.,我们寄给你方一张支票，支付第一笔船货。,We send you a cheque covering the first shipment.,v.cover 包括,13.,enquiry,n.questions or query 询问，打听，询盘,v.enquire 询问，打听，询盘,句式：enquire for sth.询盘某种商品,enquire about sth.打听某事,enquire into sth.调查某事,make enquiries enquire 询盘,e.g.,寄上一份价目表，内容包括我们所经营的商品。,We send you a price list covering goods we are handing.,我们的业务范围已扩大到包括化工产品在内了。,Our activities have now been extended to cover Chemicals.,e.g.,我们昨天收到的信是关于劳动分工的询问的。,The letter we received yesterday is an enquiry about the,division of labor.,获悉你方对纺织品的询盘，谢谢。,Thank you for your enquiry for textiles.,34,精选2021版课件,Importers Self-Introduction进口商自我介绍,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,35,精选2021版课件,3.Main points,Specimen 1,a.source of information and intension,b.self introduction and detailed requirements,c.expectation of early reply,Specimen 2,a.receipt of letter and agreement to the wishes,b.sending of catalogue and pricelist,c.expectation of a specific enquiry.,36,精选2021版课件,Importers Self-Introduction进口商自我介绍,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,37,精选2021版课件,4.Make yourself skilled,I.Basic Training,1.Translate the following expressions into Chinese:,quotation,export range,extensive connection,latest catalogue,leading importer,order（n.）,specific enquiry,extension of L/C,报价,出口产品范围,广泛的联系,最新目录,一流的进口商,订单,具体询盘,信用证展期,38,精选2021版课件,2.Choose the best answer:,1)We would _ very much if you send us a few sample books.,a.appreciated b.appreciate it c.appreciate you d.appreciate,2)We send a copy of our export list _ the main items available at present.,a.covered b.covering c.cover d.are covered,3)We would like to receive your inquiries _ our hardware.,a.about b.to c.for d.into,4)W