Unit2 建立业务关系.ppt

Unit 2Unit 2 Establishment of Business RelationsEstablishment of Business Relations建立业务关系建立业务关系建建立立业业务务关关系系，实实际际上上就就是是确确定定贸贸易易的的对对象象，而而贸贸易易对对象象选选择择合合适适与与否否，决决定定着着交交易的成败。因此，必须慎重对待。易的成败。因此，必须慎重对待。一一般般情情况况下下，买买卖卖双双方方通通过过毛毛遂遂自自荐荐或或第第三三者者介介绍绍，首首先先调调查查清清楚楚贸贸易易伙伙伴伴的的资资信信状状况况、经经营营能能力力和和业业务务范范围围等等重重要要情情况况，再进行实质性的业务探讨。再进行实质性的业务探讨。EstablishmentofBusinessRelationsWHY?HOW?1.Web/Theinternet互联网互联网2.Banks银行银行3.CommercialCounselorsOffice商务参赞处商务参赞处4.ChambersofCommerceinforeigncountries外国商会外国商会5.TradeDirectory贸易名录贸易名录6.Advertisements广告广告7.Attendanceattradefairsandexhibitionsheldathomeandabroad参加国内外的商品交易会和博览会参加国内外的商品交易会和博览会8.TradeAssociations同业公会同业公会9.TradeJournals行业杂志行业杂志Merchantsmaybeapproachedthroughthefollowingchannels:Key Words&Expressions1.establishbusinessrelations建立业务关系establish/enterinto/build/openup business relations with如：We would like to enter into business relations with you.2.businessscope业务范围业务范围3.importv.&n.进口进口exportv.&n.出口出口4.importer进口商进口商exporter出口商出口商mercial counselors office 商务参赞处商务参赞处 chambers of commerce 商会商会6.credit standing 资信状况资信状况 三C：conduct/character：品行 公司的可靠性、商业信誉 capacity：能力 经营技能与力量 capital：资本 清偿贷款的具体保障，判定对方的购买力，推断最高 购买额7.financial status 财务状况财务状况Vocabularyaccessory n.附件，配件specialize vi.专门从事；专门经营 in 专攻；精通distribution n.经销，分销；分配 of 的分配/分发/分销catalogue n.目录，一览表 vt.列入目录；为编目录specification n.规格（复数）；详细说明 Letter 1Letter 1Vocabularygarage n.汽车修理厂；车库financial adj.财务的，金融的financial status 财务状况refer vi，vt 咨询；查阅；提及 to 查阅；咨询Letter 1Letter 1Notes1.From the advertisement in your web site,we have learned that you are a major supplier of automobile parts in Shanghai.我方从贵公司网页上所做的广告中获悉，贵公司是上海地区主要的汽车零部件供应商。learn from 从了解到，从获悉learn that 后为宾语从句，说明了解到的内容As we specilize in the import and distribution of various automobile parts,we would like to establish trade relations with you.由于我公司专门从事汽车零部件的进口和分销业务，因此愿与贵公司建立业务关系。As 在该句子中作连词用，引导原因状语从句，意为“因为，由于”Specilize in 专门从事；专攻Distribution of 的分配/分发/分销Establish trade relations with =enter into trade relations with 与建立业务（贸易）关系We have been doing business in this particular line for over 20 years.我公司经营该产品已有20多年的历史。Have/has+been+动词现在分词，现在完成进行时，表示从过去某一时间开始，一直延续到现在的动作，而且还可能继续进行下去，或者到说话时结束，强调到说话时为止一直在进行的动作。常与时间状语连用，如for 20 years,since 2000等。eg:He has been a teacher since 2000.从2000年起，他就当了老师。（他现在还一直是老师）We shall be pleased if you can send us your latest catalogue with specifications and details of your trade terms.请寄来贵公司附有规格说明的最新目录，并详细介绍贵公司的交易条件。该句为主句加if条件状语从句，居中的shall,can是情态动词，表示请求，是一种婉转表达法。相似的表达还有：We will/shall be pleased if you will sendWe would/should be pleased if you could sendWe would/should be pleased if you woul sendTrade terms=Terms of trade 交易条件We are looking forward to hearing from you soon.希望很快能收到你方来信。look forward to+n./V-ing 希望，盼望，期待hear from 收到来信Vocabularyenter into 开始从事range n.系列（产品）；范围；界限brochure n.小册子specific adj.具体的；特定的；专项的standard adj.,n.标准的，普通的；标准enquiry n.询问，询盘Letter 2Letter 2As requested,we are sending you by EMS a copy of our latest catalogue giving detailed specifications and prices of our complete range of automobile parts and accessories,together with a brochure describing our standard terms of trade.按照你方要求，通过特快专递寄去我公司的最新目录一份，详细说明我们公司经营的各类汽车零部件和汽车附件的规格及价格，同时寄去一本介绍我公司一般交易条件的小册子。As requested=at your request 按照要求，根据要求 EMS:express mail service 特快专递If you are interested in any of the items listed,please let us have your specific enquiry.如对所列商品有兴趣，即请具体询购Please let us have 现代外贸信函中常用口语形式，又不失礼貌Be interested in 对有兴趣Exercises:Translation1.trade relations2.trade association3.trade journal4.illustrative catalogue5.quotation6.specific enquiry贸易关系，业务关系贸易关系，业务关系同业工会，行业协会同业工会，行业协会行业杂志行业杂志带插图的目录带插图的目录报价报价具体询盘，具体询购具体询盘，具体询购Exercises:Translation1.Your early reply would be much appreciated.2.We look forward to receiving your early reply.3.We have received your letter of May 16,2013,for which we thank you.4.Please let us know your business terms and conditions.5.We are pleased to introduce ourselves as a state-owned foreign trade corporation specializing in the line of light industrial products.兹介绍本公司是一家专门经营轻工产品的国兹介绍本公司是一家专门经营轻工产品的国有外贸公司。有外贸公司。若蒙早复，不胜感激。若蒙早复，不胜感激。盼早复。盼早复。收到你方收到你方20132013年年5 5月月1616日函，谢谢。日函，谢谢。请告知你方贸易条件。请告知你方贸易条件。Homework:Exercises.(P28,P30)Vocabularytablecloth n.台布textile n.纺织品Home textile 家用纺织品expand vt,vi 扩大，发展 into 打入市场或行业reasonable adj.合理的，公道的Be in price 价格公道，价格合理Letter 3Letter 3Vocabularyworkmanship n.做工，工艺Be fine in 做工精美popular adj.受欢迎的，流行的，大众的Be with 受的欢迎illustrative adj.带插图的，例示的 catalog 带插图的目录reference n.参考，证明，证明人quotation n.报价NotesThe Economic and Commercial Counsellors Office of the Chinese Embassy in your country has recommeded you to us as one of the leading importers of tablecloths in Canada.中国驻贵国使馆经商处向我公司推荐，贵公司是加拿大最大的中国驻贵国使馆经商处向我公司推荐，贵公司是加拿大最大的台布进口商之一。台布进口商之一。Economic and Commercial Counsellors Office 经济商务参赞处Recommend sb./sth/to sb.向某人推荐句中as为介词，“作为”Eg：He works in a park as a cleaner.他在一个公园里当清洁工人。As we intend to expand into Canada market,we wish to set up business relations with you.由于我公司有意打入加拿大市场，因此愿与贵公司建立业务关系。该句中as作连词，引导原因状语从句，“因为，由于”Intend to do sth.有意做某事，想要做某事Expand into （业务等）打入（某一市场或行业）set up business relations with:establish/enter into/built/open up business relations with 与建立义务关系As you know,our tablecloths are reasonable in price,good in quality,and fine in workmanship,and therefore,have become quite popular in many EU countries.正如您所了解，我公司经营的台布物美价廉，工艺精湛，因此畅销于欧盟国家。EU countries:European Union countries欧盟国家We firmly believe that they will enjoy a ready sale in Canada,too.我方坚信该产品在加拿大同样畅销。Enjoy a ready sale:sell well 畅销We shall send you quotations and samples on receipt of your specific enquiry.一收到你方的具体询购函，我方将当即报价并寄送样品。On receipt of:as soon as we receive 一收到Vocabularyintention n.意图，想法 of 对的意图/想法requirement n.需要，需求；要求customer n.顾客，客户representative adj.,n.有代表性的；代表competitive adj.有竞争力的article n.商品，产品；文章；条款 【语】冠词Letter 4Letter 4Vocabulary satisfactory adj.令人满意的regular adj.经常的，长期的；有规律的order n.命令；顺序；订单，订货，订购 Place regulare orders with sb.向某人长期订购Deal in 经营，买卖（产品）extensive adj.广阔的；广泛的 order 大批订货 neighboring 相邻的Notes We are glad to receive your letter dated July 17 enclosing your catalog,and have noted with pleasure your intention of developing business with us in the line of tablecloths.Receive your letter dated July 17:这里dated也可用介词of，表示7月17日来函已收到Develop business with：establish business relations with/建立业务关系 In the line of 在行业上If your prices are competitive,and if the quality of your articles are satisfactory,we shall place regular orders with you.该句中if引导条件状语从句，“如果，假如”Place regular orders with 向某人经常或长期订购Place an order(for sth.)with sb.向某人订购（产品）Homework1.Translate Letter 4 into Chinese2.Exercise V on P303.Exercise.on P28-P291.Commonly-usedOpeningSentences常用的开头语句常用的开头语句(1)表达表达“兹致函给您，通知您兹致函给您，通知您”的句子：的句子：IbegtoinformyouthatIamwritingtoyoutoaskaboutIamgladtotellyouthat(2)表表达达“收收到到贵贵方方X月月X日日来来函函，内内容容悉悉知知”的的句句子：子：Thankyouforyourkindletterdated6th.YourkindletterofJuly30arrivedthismorning.Yourfavorofthe5thinst.hascometohandanditscontentshavebeendulynoted.注注意意：表表示示X月月X日日来来函函可可有有两两种种方方法法a.用介词用介词of；b.用过去分词用过去分词dated。kind在在“letter”前前常常用用，以以示示客客气气；favor用在信函文字中就是指书信。用在信函文字中就是指书信。（3）表达）表达“迟复为歉迟复为歉”的句子：的句子：Imustapologizeformydelayinreplyingyourrecentletter.I beg thousand pardons for not havingwrittentoyousooner.1.Commonly-usedClosingSentences常用的结束语句常用的结束语句 在书信正文的末尾，常常表达盼回信、表祝愿和代问或嘱笔问候等意思，这种意思可以用句子表示，也可以用短语表示。用句子表示时，末尾用“.”；用短语表示时，末尾用“，”。(1)表达盼回信的句子或短语表达盼回信的句子或短语 I hope to hear from you soon.Hoping to hear from you soon,Awaiting your early reply,Your kind early reply will be appreciated.(2)表示祝愿的句子表示祝愿的句子 With best regards,Wish you the best of health and success.Much love to you and your family,(3)表达转达、或嘱笔问候表达转达、或嘱笔问候 Say hello to Joe.Please remember me to your brother.My mother joins me in love to you.