1、OfBusinessRelationsChapterIILessononeSelf-introductionLessontwoRequestfortheEstablishmentofBusinessRelations(A)ALetterfromanImporter(B)ReplytotheAboveLessonThreeCreditEnquiriesTeachingaimsAsweknow,nocustomers,nobusiness.Weshouldtrybyallmeanstoseekfor
2、newconnectionsandthenestablishand/ormaintaingoodbusinessrelationswiththem.Thischapterdealsmainlywiththeestablishmentofbusinessrelationsandcreditinquiries.Throughthestudyofthischapter,studentswillbeabletowritelettersonestablishingbusinessrelationsandinquirin
3、gaboutnewcustomerscreditstatus.Main如附在信里如附在信里则用则用undercover(随函随函)或或enclose。NotesBACKBACK19.Shouldanyoftheitemsbeofinteresttoyou,pleaseletusknowassoonaspossible.如果你对某产品感兴趣，请尽快告知。如果你对某产品感兴趣，请尽快告知。Should虚拟，但在这里是委婉语气用法。原句为：虚拟，但在这里是委婉语气用法。原句为：Ifanyoftheitemsshould
4、beofinteresttoyou,pleaseletusknowassoonaspossible.beofinterestto有兴趣，使感兴趣有兴趣，使感兴趣eg.Thisarticleisofspecialinteresttous.我们对这个商品特别感兴趣。我们对这个商品特别感兴趣。NotesBACKBACK20.quotationn.行市；报价行市；报价quotationsn.报价单报价单eg.Pleasemake/send/giveusyourlowestquotationforGroundnuts
5、.请向我方报花生的最低价。请向我方报花生的最低价。YourquotationofIronNailsistoohightobeworkable.你方铁钉报价太高无法考虑。你方铁钉报价太高无法考虑。NotesBACKBACK21.uponreceiptof收到收到后；后；一俟收到一俟收到.就就eg.On(or:Upon)receiptofyourinstructionswewillsendthegoods.一俟收到你方要求，我们就发货。一俟收到你方要求，我们就发货。NotesBACKBACK22.concreteen
6、quiries具体的询盘具体的询盘23.lookforwardtoph.v.这里这里“to”是介词，后接名词或动名词：是介词，后接名词或动名词：eg.Welookforwardtohearingfromyou.我们希望收到你方来信。我们希望收到你方来信。Welookforwardtoyourcompliance.希望得到你方的同意。希望得到你方的同意。NotesBACKBACKExerciseoneExercisetwoExercisethreeExercisefourExercisesExercisesExercises
7、I.Translatethefollowingexpressions:1.cottonpiecegoods2.state-operatedcorporation3.importandexport4.businesslines5.establishbusinessrelations棉布（业务）棉布（业务）国营公司国营公司进出口进出口业务范围业务范围建立业务关系建立业务关系ExercisesI.Translatethefollowingexpressions:6.另函另函7.供你方参考供你方参考8.商务参赞处商务参赞处9.
8、盼望盼望10.最新的商品目录最新的商品目录underseparatecover/byseparatemailforyourreference/foryourinformationcommercialcounselorsofficelookforwardtothelatestcatalogueII.TranslatingthefollowingintoEnglish:1.Weareinformedthat__.(你公司是经营化工产品的国营公司你公司是经营化工产品的国营公司).2.Weshallletyouknowo
9、urcomments__.(一俟收到你方的报价一俟收到你方的报价).3.Weare_.(专门从事中国工艺品专门从事中国工艺品出口出口).youareastate-ownedcorporationdealinginchemicals.uponreceiptofyourquotationspecializingintheexportofChineseartsandcraftsII.TranslatingthefollowingintoEnglish:4.Wehopeto_(与你们与你们建立贸易关系建立贸易关系)
10、.5._(兹航寄兹航寄)threesamplebooks.6.__(我们已经和我们已经和世界世界上一百多个国家的商号建立了关系上一百多个国家的商号建立了关系)onthebasisofequality,mutualbenefitandexchangeofneededgoods.establishbusinessrelationswithyou.WeareairmailingyouWehaveestablishedbusinessrelationswiththefirmsofmorethan100countries
11、intheworldIII.TranslatethefollowingsentencesintoChinese:1.Wehavethepleasureofintroducingourselvestoyouasastate-ownedcorporationspecializingintheexportbusinessofcannedgoods,andexpressourdesiretoenterintobusinessrelationswithyou.2.Ourcompanyisoneoftheim
12、portandexportcorporationsinShanghaicommercialcircleauthorizedbytheMinistryofForeignTradeandEconomicCooperation.Wehaveenjoyedagoodreputationintheworldmarketforalongtime.我们很乐意向你自我介绍我们很乐意向你自我介绍,我们是一家国营公司专门经营罐头我们是一家国营公司专门经营罐头食品出口业务，我们渴望和你们建立业务关系。食品出口业务，我们渴望和你们建立业务关系。我们
13、是国家对外经济贸易合作部批准成立的上海商业系统的我们是国家对外经济贸易合作部批准成立的上海商业系统的进出口公司。我们在世界上一直享有很高的声誉。进出口公司。我们在世界上一直享有很高的声誉。III.TranslatethefollowingsentencesintoChinese:3.Weareoneoftheleadingexportersoffirstclasscottonandrayongoodsandareenjoyinganexcellentreputationthroughfiftyyearsbusinessexper
14、ience.4.ThroughthecourtesyoftheChamberofCommerceinTokyo,wehavelearnedthatyouhavebeensupplyingthebestqualityfoodsallovertheworld.我们是优质棉布与人造丝业务的主要出口商之一，由于有五我们是优质棉布与人造丝业务的主要出口商之一，由于有五十年的业务经验使我们享有极佳的声誉。十年的业务经验使我们享有极佳的声誉。承蒙东京商会介绍，我们了解贵公司向世界各地供应高品质承蒙东京商会介绍，我们了解贵公司向世界各地供应高品质的食
15、品。的食品。III.TranslatethefollowingsentencesintoChinese:5.Wearedesirousofenlargingourtradeinvariousagriculturalproducts,butunfortunatelyhavehadnogoodconnectionsinthesouthernpartofRussia.Thereforeweshallbeobligedifyoukindlyintroduceustosomeofthemostcapable
16、andreliableimporters.我们渴望扩大各种农产品的贸易，但遗憾的是我们在俄罗斯我们渴望扩大各种农产品的贸易，但遗憾的是我们在俄罗斯南部没有顾客，因此若能介绍该地区的一些最可靠的进口商南部没有顾客，因此若能介绍该地区的一些最可靠的进口商我们将不胜感激。我们将不胜感激。IV.TranslatethefollowingsentencesintoEnglish:1.承蒙外国商会介绍得知你公司的名称地址。承蒙外国商会介绍得知你公司的名称地址。2.我们将会航空邮寄样品一份。我们将会航空邮寄样品一份。Weoweyournameandaddresst
17、othechambersofcommerceabroad.Wewillsendyouasamplebyairmail.IV.TranslatethefollowingsentencesintoEnglish:3.我们对你方样本里的彩笔很感兴趣，请寄报价单来我们对你方样本里的彩笔很感兴趣，请寄报价单来.4.现借此机会向贵公司介绍，我们是国营公司，专门经营工艺品。现借此机会向贵公司介绍，我们是国营公司，专门经营工艺品。Weareinterestedinthecolorpencilsinyoursamplebook.Wouldy
18、oupleasesendyourquotationstous？Weavailourselvesofthisopportunitytointroducetoyou,weareastate-operatedcorporationspecializinginartsandcrafts.IV.TranslatethefollowingsentencesintoEnglish:5.我们是中国轻工产品的主要出口商之一，愿与你公司建立业务关系。我们是中国轻工产品的主要出口商之一，愿与你公司建立业务关系。6.一俟获得新的供货，我们马上告知
19、你方。一俟获得新的供货，我们马上告知你方。WeareoneoftheleadingexportersofChineselightindustrialproductsandaredesirousofenteringintobusinessrelationsWithyou.Wewillletyouknowuponreceiptofnewsupplies.自我介绍自我介绍敬启者：敬启者：我们从我国驻韩国大使馆商务参赞处得知你公司行名与地址，承他我们从我国驻韩国大使馆商务参赞处得知你公司行名与地址，承他们告知你公司是中国纺织品和棉
20、布的进口商。借此机会我公司愿与你们们告知你公司是中国纺织品和棉布的进口商。借此机会我公司愿与你们联系，以期与你公司建立业务关系。联系，以期与你公司建立业务关系。我们系经营纺织品进出口业务的一家国营公司我们系经营纺织品进出口业务的一家国营公司,,成立于成立于19501950年，年，拥拥有注册资金人民币叁千万元。经过多年的努力，我们不断的扩大业务范有注册资金人民币叁千万元。经过多年的努力，我们不断的扩大业务范围，经营商品种类已增至上百种。为使你公司对我们经营的商品有所了围，经营商品种类已增至上百种。为使你公司对我们经营的商品有所了解，另函附去我公司最新的商品目录一份供你方参考。解，
21、另函附去我公司最新的商品目录一份供你方参考。如果你们对其中任何商品感兴趣，请告知。一俟收到你方的具体询如果你们对其中任何商品感兴趣，请告知。一俟收到你方的具体询盘，当立即将我们的最低报价单寄给你方。盘，当立即将我们的最低报价单寄给你方。盼早复。盼早复。谨谨启启BACKBACKLessonTwoLessonTwoRequestfortheEstablishmentofBusinessRelations(A)AletterfromanImporter(B)ReplytotheAboveNotesExercisesAboutthelet
22、terAnimporterobtainedthenameandaddressofChinaSouthI&ECorporation.Theysendalettertotheabovecorporationinthehopeofestablishingbusinessrelationsandindicatingtheirinterestinvariouskindsoflightindustrialproducts.NewPracticalEnglish4(A)ALetterfromanImporte
23、rABCTradingCorporationAlexanderStreetLondon,EnglandJuly23,2002ChinaSouthImp.&Exp.Corp.Shenzhen,ChinaTel:(0755)5576183Fax:(0755)5576183E-mail:southGentlemen:AsyournameandaddresswerelistedintheInternationalBusinessDaily,wearewritinginthehopeofopeningan
24、accountwithyourcompany.WeareoneoftheleadingimportersandwholesalersofvariouslightindustrialproductsinLondon,havingabusinessbackgroundofsome40years,andarenowparticularlyinterestedinIndustrialProductsofalltypes.Inordertoletushaveabetterunderstandingofyou
25、rproducts,wouldyoupleasesendusbyreturnmailcataloguesandpricesofyourproductswithfulldetails.Uponreceiptofsuchmaterials,weshallseewhatitemsareofinteresttousandpassourenquiriestoyou.Ifyouneedmoreobjectiveinformationconcerningourcredit,pleaserefertoth
26、eMidlandBank,London.Weanticipatethepleasureofhearingfromyouinthenearfuture.Yourstruly,ChineseVersionAbouttheletterThisletterisareplytotheabove.Asthisitemfallswithinthescopeofthewriterbusinessactivities,theenquirynotehasbeenpassedontothewriterbyh
28、ish4(B)ReplytotheAboveChinaImport&ExportCorp.Shanghai,ChinaAugust16,2002ABCTradingCorporationLondon,EnglandDearSirs,YourletterofJuly23addressedtooursistercorporationinShenzhenhasbeentransferredtousforattentionandreply,astheitemsfallwithinthescopeof
29、ourbusinessactivities.Weareenclosingourillustratedcatalogueandpricelistgivingthedetailsyouaskedfor.Also,underseparatecoverwearesendingyouafullrangeofsamples,whenyouhaveachancetoexaminethem,wefeelconfidentthatyouwillagreethatthegoodsarebothexcellent
30、inqualityandveryreasonableinprice.Meanwhile,wewouldliketoinviteyoutoattendChineseExportCommoditiesFairinGuangzhoutobeheldfromOctober15toOctober30,2002.Thegeneralmanagerandsalesrepresentativesofourcompanywillbetheretomeetyouandconductnegotiationswithy
31、ou.Wewelcomeyourenquiries.Yoursfaithfully,ChinaImport&ExportCorp.Encl.ChineseVersionNewPracticalEnglish4NewPracticalEnglish4Notes1.AsyournameandaddresswerelistedintheInternationalBusinessDaily,Paraphrase:WehavelearnedyournameandaddressfromtheInternatio
32、nalBusinessDaily,listv./n.eg.Therestaurantislistedinthemagazine.Weshallbegladifyouwillkindlysendusyourlatestpricelist.Back2.theInternationalBusinessDaily:国际商报国际商报3.openanaccount:开立账户开立账户公司之间开账户，意味着双方建立业务关公司之间开账户，意味着双方建立业务关系，等于系，等于enterintobusinessrelation
33、s或或establishbusinessrelationsBack4.WeareoneoftheleadingimportersandwholesalersofvariouslightindustrialproductsinLondon,havingabusinessbackgroundofsome40years,andarenowparticularlyinterestedinlightindustrialproductsofalltypes.这是一个长句，中间有一个分词短语这是一个长句，中间有一个分词短语
34、havingabusinessbackgroundofsome40years,前后前后是两个并列句是两个并列句。5.wholesalersn.批发商批发商eg.Theyarewholesalersofelectricgoods.他们是电子产品的批发商。他们是电子产品的批发商。6.lightindustrialproducts轻工产品轻工产品Back7.byreturnmail（旧用法）立即（旧用法）立即8.itemn.商品商品(在函电中经常用来指价格单或商品目在函电中经常用来指价格单或商品目录中的商品录中的商品)9.o
35、finterestto有兴趣，有兴趣，使感兴趣使感兴趣eg.Thisarticleisofspecialinteresttous.我们对这个产品特别感兴趣。我们对这个产品特别感兴趣。10.Ifyouneedmoreobjectiveinformationconcerningourcredit,pleaserefertotheMidlandBank,London.说明：买卖双方在首次交往或表达购买意向时，往往将自己的资说明：买卖双方在首次交往或表达购买意向时，往往将自己的资信证信证明明人（银行或商业客户）提供给对方，以便对方查
36、人（银行或商业客户）提供给对方，以便对方查询自己的信用情况。询自己的信用情况。Back11.refertovt.咨询，提交，查阅咨询，提交，查阅vi.谈到谈到eg.Astotodaysexchangerate,youmayrefertotheBankofChina.至于今天的兑换率，请向中国银行咨询。至于今天的兑换率，请向中国银行咨询。Thematterofdifferenceshallbereferredtoarbitration.不同意见将提交仲裁。不同意见将提交仲裁。Pleaserefertoyourletter
37、ofAugust30.请查阅你方八月三十日的来函。请查阅你方八月三十日的来函。Wereferthemattertoyou.我们把这个问题交给你。我们把这个问题交给你。Back12.anticipate盼望，盼望，期待期待（其后用名词或动名词，不接不定式）（其后用名词或动名词，不接不定式）eg.Weanticipatereceivingyourfurtherorders.我们期待你方更多的订单。我们期待你方更多的订单。Back13.addressedto是过去分词短语，修饰是过去分词短语，修饰letter,意思是意思是“写给，寄给写给
38、，寄给，致函给，致函给”。eg.YourletterofSeptember15thaddressedtoourheadofficeaskingforthesupplyof15tonspeanutshasbeenpassedontousforattentionandreply.Back14.sistercorporation兄弟公司兄弟公司15.transfern.转让，转移转让，转移eg.mailtransfer(M/T)信汇信汇Theypromisedtotransfertheirfuturee
39、nquiriestoChinesecorporations.他们答应向中国公司转让更多的询盘。他们答应向中国公司转让更多的询盘。Back17.fallwithinthescopeofourbusinessactivities属于我们的经营范围属于我们的经营范围Similar：lie/come/bewithinthescopeofourbusinessactivities.eg.Thegoodsyouenquiredforliewithinthescopeofourbusinessactivities.你们所询问的产品属
40、于我们的经营范围。你们所询问的产品属于我们的经营范围。Back18.enclosev.封入封入eg.Weencloseacopyofourpricelist.随函附上一份价目单。随函附上一份价目单。Similar：Enclosedaretwocopiesofourpricelist.随函附上两份价目单。随函附上两份价目单。Enclosedpleasefindacopyofourpricelist.随函附上一份价目单请查收。随函附上一份价目单请查收。Enclosuren.附件（常缩写附件（常缩写Encl.或或Enc.）Bac
41、k19.catalogue目录目录（散页（散页leaflet）20.afullrangeof一整套一整套21.ChineseExportCommoditiesFair中国出口商品交易会中国出口商品交易会22.conductnegotiations洽谈；协商洽谈；协商negotiationn.谈判；议付谈判；议付havebusinesstalkBackNewPracticalEnglish4NewPracticalEnglish4NewPracticalEnglish4NewPracticalEnglish4
42、ExercisesExercise1Exercise2Exercise3Exercise5Exercise4I.Translatethefollowingexpressions:1.fallwithinthescopeofourbusinessactivities2.sistercorporation3.openanaccount4.businessbackground5.referto属于我们的经营范围属于我们的经营范围兄弟公司兄弟公司开启账户开启账户业务背景业务背景查询、提交查询、提交6.销售代表销售代表7.
43、信汇信汇8.轻工产品轻工产品9.客观资料客观资料10.商品交易会商品交易会salesrepresentativeM/T(mailtransfer)lightindustrialproductsobjectiveinformationcommodityfairII.CompletethefollowingsentencesinEnglish:1.Weareinterestedin_(各种中国自行车各种中国自行车).Pleasesendusyourpricelistforthegoods.2._(现随函寄去关于现随函寄
44、去关于的出口清单的出口清单)ofourchemicals.variouskindsofChinesebicyclesWeareenclosingourexportlist3._(欢迎你方对欢迎你方对的询盘的询盘)forcottonpiecegoods.4.YourletteraddressedtoourliaisonofficeinAlexander_(已转交我们办复已转交我们办复).5.Toacquaintyouwiththesewingmachinesweexportnow,_(我们寄两本目我们寄两本目录册
45、录册).WearesendingtwocataloguesWewelcomeyourenquirieshasbeentransferredtousforattentionandreplyIII.Choosethebestanswer:1.Weshallbegladtosendyouourlowestquotation_receiptofyourdetailedrequirements.a.onb.withc.ind.assoonas2.Weareacorporation,_botht
46、heimportandexportoftextiles.a.handlinginb.tradingcspecializingd.dealingin3.Ifyourpriceisreasonable,weshall_anorder_you.a.place/withb.make/fromc.have/withd.take/for4.YourletterofSeptember10_toFujianForeignTradeCorp.hasbeenpassedontousforattention
47、andreply.a.addressesb.addressingc.addressedd.beingaddressed5.Wehavebeenimporters_foodstuffsformanyyears.a.tob.ofc.ford.on6.Oneofourclients_Chineseblacktea.a.inthemarketforb.areinthemarketforc.isinthemarketford.beinthemarketfor7.Pleaserefe
48、r_thepricelistenclosed.a.tob.withc.ford.on8.Pleaseletushaveacopyofyourpricelistsothatwemayacquaintourselves_yourproducts.a.tob.withc.ford.inIV.Fillintheblanksintheirproperformwiththefollowingwordsandphrases:beinterestedinlookforwardtobecon
49、nectedwithbeengagedinsendbefavorablerefertoDearSirs,ThroughthecourtesyofyourembassyinChina,welearnthatyourfirm_establishingbusinessrelationswithaChinesefirmtosellvariouslightindustrialproductsofyourcountrytoChina.We_importbusinessformanyyearsand_al
50、lthemajordealershere.Wetherefore,feelsurethatwecanselllargequantitiesifyouroffers_.Wewouldisinterestedinareengagedinareconnectedwitharefavorablebeinterestedinlookforwardtobeconnectedwithbeengagedinsendbefavorablerefertolikeyouto_usacatalogueand
51、pricelist,andpossiblysomesamplesofthegoodsthatyouareprincipallyinterestedinselling,sothatwecanstudythesalespossibilityinourmarket.Astoourstanding,please_BankofChina,Beijing.We_thepleasureofhearingfromyou.Yoursfaithfully,sendrefertolookforwardtoV.
52、TranslatethefollowingsentencesintoEnglish:1.我们盼望在交易会上再次见到你方代表。我们盼望在交易会上再次见到你方代表。2.希望能和贵方开启交易关系。希望能和贵方开启交易关系。Wearelookingforwardtomeetingyourrepresentativeagainatthefair.Wehopetoopenanaccountwithyou.3.我们有把握销售你方的产品。我们有把握销售你方的产品。4.我们的产品质优价廉，在市场上很受欢迎。我们的产品质优价廉，在市场上很受欢迎。We
53、haveconfidenceinsellingyourproduct.Asourgoodsarebothexcellentinqualityandveryreasonableinprice,theyareverypopularintheworldmarket.5.你方你方10月月5日致我总公司的信已转交我公司办理答复，因你所日致我总公司的信已转交我公司办理答复，因你所要的货属于我们经营范围要的货属于我们经营范围.6.至于我们的信用情况，请向中国银行上海分行咨询。至于我们的信用情况，请向中国银行上海分行咨询。Yourlettero
54、fOctober5addressedtoourheadofficehasbeentransferredtousforattentionandreply,asthearticleyouneediswithinthescopeofourbusinessactivities.Asregardsourcredit/financialstanding,pleaserefertotheBankofChina,Shanghai(Branch).Chineseversionoftheletter:（A）敬启者
55、：敬启者：我们从国际商报上得知你方公司的名我们从国际商报上得知你方公司的名称与地址，我们写信希望和你们开启业务称与地址，我们写信希望和你们开启业务关系。关系。我们是伦敦各种轻工产品的主要进口我们是伦敦各种轻工产品的主要进口商和批发商，已经经营了四十来年商和批发商，已经经营了四十来年,现在现在对各型的轻工产品特感兴趣。对各型的轻工产品特感兴趣。为了使我们对你们的产品有更好的了为了使我们对你们的产品有更好的了解，请航寄给我方目录和你们产品详细的解，请航寄给我方目录和你们产品详细的报价。报价。一俟收到所寄材料，我们会看看对一俟收到所寄材料，我们会看看对哪些产品感兴趣并把询盘发
56、给你方。哪些产品感兴趣并把询盘发给你方。如果你需要有关我们公司的客观资料，如果你需要有关我们公司的客观资料，请向伦敦米德兰银行查询。请向伦敦米德兰银行查询。盼早复！盼早复！谨谨启启BackChineseversionoftheletter:（B）敬启者：敬启者：你方七月二十三号至我深圳兄弟公司函已转你方七月二十三号至我深圳兄弟公司函已转交我公司办理并作答复，因该商品属于我公司经交我公司办理并作答复，因该商品属于我公司经营。营。兹随函附上插图目录及你方所要求的详细价兹随函附上插图目录及你方所要求的详细价格表；我们还另函附上一整套样品，相信你们见格表；我们还另函
57、附上一整套样品，相信你们见到这些样品会赞赏这些产品品质优良、价格公道。到这些样品会赞赏这些产品品质优良、价格公道。同时，我们想邀请你方参加将于同时，我们想邀请你方参加将于2002年年10月月15日至日至10月月30日举行的中国出口商品广州交日举行的中国出口商品广州交易会，我公司总经理和销售代表将在那里与贵方易会，我公司总经理和销售代表将在那里与贵方会晤，洽谈贸易。会晤，洽谈贸易。欢迎你方的询盘。欢迎你方的询盘。谨谨启启BackLessonThreeLessonThreeAbouttheletterCreditEnquiriesExercisesNotes
58、AbouttheletterNowadaysthetradecompetitionintheworldmarketissimplyasacuteandcomplicatedasinthebigbattlefield.Ifyouwanttoopenupamarket,thecarefulpracticeforyouistomakestatusenquiry,thatis,throughvariouswaystofindoutwhomyouwilldealwithandknowhisc
59、reditincludingfinancialposition,reputation,businessmethodsandsoon.Youmayincludethefollowingpointsinyourstatusenquiry:1)Whatcausesyoutomakethestatusenquiry.2)Whatinformationyouwouldliketoobtain.3)Expressyourappreciationandyourassuranceoftreatingtheinform
60、ationasstrictlyconfidential.Toinvestigatethecompanycredit,usuallywegettoknowthreeCs:conduct(品行品行),capacity（能（能力）力）andcapital（资本）（资本）.ChinaNationalTextilesI/ECo.IndustrialTextileBuilding,1FengHuangRoadShenzhenGuangzhouChina51800Telephone:(86-755)5412708Fax:(