东南大学远程教育外贸函电第 七 讲主讲教师：任凤慧
Unit 3 Establishing Business Relations
Points for Attention
建立业务关系的信，通常是发信的一方在通过一定的途径得到对方公司的名称和地址，并经过初步信用调查后，向对方发出的。信的内容一般包括以下几点：
一 怎样得知对方公司的名称和地址二 自我介绍三 阐述写信的目的四 表明建立业务关系的愿望并希早日回复。
获得客户名址的途径：
1,参加交易会或博览会
2,国内外的商会，商务参赞处或其它的商务组织。
3,贸易伙伴的介绍
4,代表团互访
5,市场调查
6,客户自我介绍
7,通过银行
8,广告
Letter 1
Embassy,大使馆
Pamphlet,小册子
Catalogue,目录
Specific inquires,具体询盘
Letter 2
In the market for,要买
We are in the market for wool.
Find a market,找销路
We are trying to find a market for this
article.
Seller,出售的货物
good seller,畅销货东南大学远程教育外贸函电第 八 讲主讲教师：任凤慧
Letter 3
Forward,send
With cost charges on our own:
费用由我方承担
Assure sb.of sth.,向－保证
Letter 4
The scope of business,the line of
business.
State-operated,state-owned,state-run
Deal in,handle
Deal exclusively in,独家经营
To acquaint sb.with sth.,使某人熟悉或了解。
Covering,有关的，涉及 … 的，包括 … 的
The subject cargo will be ready for
shipment in a few days and we are
looking forward to your covering L/C.
标题货物几日内即可备妥待运，我方正等待你有关的信用证。
Please let us have your price list
covering your typewriters.
请寄有关打字机的价目单
Letter 5
With a view to sth/doing sth.,为了
Take this opportunity,avail ourselves of
Leading,main
Letter 6
Requirement,n 需要（常用单数，后接介词 of）
需要之物（表示货物或需要量时，常用复数，
后接介词 for或 of)
Good quality is the major requirement.
质量好是主要的要求
We can meet requirements for(of)
walnutmeat
我们可满足你方对核桃仁的需要
Word study
import
export
handle
东南大学远程教育外贸函电第 九 讲主讲教师：任凤慧
Exercises
I,
1.specialize in
专营
2.upon receipt of
一收到 … 就
3.for your information
供你方参考
4.pamphlets
小册子
5.be in the market for
想要购买
6.a well-established exporter
信誉良好的出口商
7.with cost charges on our own
费用由我方负担
8.place an order with sb.
向某人订购
9.with a view to
为了
10.acquaint sb,With sth.
使某人熟悉
11.the Commercial Counsellor’s Office
商务参赞处
12.establish business relations
建立贸易关系
13.under separate cover
另邮寄
14.the chamber of commerce
商会
15.on the basis of equality.mutual benefit
and the exchange of needed goods
平等互利，互通有无
16.art and craft goods
工艺品
17.close cooperation
密切合作
18.light industrial products
轻工产品
19.import and export
进出口
20.a catalogue and a price list
商品目录单和价格表东南大学远程教育外贸函电第 十 讲主讲教师：任凤慧
Translate the following sentences
1.Your firm has been kindly
recommended to us by Messrs J.Smith
& co.,Inc,.in New York,as large
importers of furniture
纽约史密司有限公司向我们介绍，贵公司是家具业的主要进口商
2.We have obtained your name and
address through the Bank of China and
understood that you would like to
establish business relations with us.
我们从中国银行得到贵公司的行名和地址,并获悉贵公司愿同我们建立业务关系。
3.We have the pleasure of introducing
ourselves to you with the hope that we
may have an opportunity of cooperating
with you in your business extension
我们有幸自荐，盼望能有机会与你们合作，扩大业务。
4.Being specialized in the export of
Chinese Art and Craft goods,we
express our desire to trade with you in
this line
我们专门出口中国工艺品，源与贵方开展这方面业务。
5.你方 2001年 9月 2日来函收到。我们很高兴告诉你，你所要的商品属我公司的经营范围
Your letter of September 2,2001 has
been received,We are glad to inform
you that the articles required by you fall
within the scope of our business
activities.
6.遵照你方要求，我们正寄上一套布匹剪样。希望这些样品能及时到达，并使你满意。
In compliance with your request,we are
sending you a range of cut samples of
our cotton piece goods,We hope they
will arrive in time and be found to your
satisfaction.
7.你方 9月 4日来函收到。承告你们对肉类罐头有兴趣，并考虑试订。
We have received your letter of
September 4 informing us that you find
our canned meat satisfactory and that
you consider placing a trial order with
us.
8.为了使你对我们经营的产品有一个概念，
兹附上一整套注有规格和包装的活页说明书。
To give you a general idea of the
products we handle we enclose a
complete set of leaflets showing
specifications and means of packing.
东南大学远程教育外贸函电第 十 一 讲主讲教师：任凤慧
Write a letter
Write a reply to ABC co,with the
following particulars.
1.Acknowledge the receipt of their letter
of June 27;
2.Agree to their proposal of establishing
trade relations with you
3.Commodity inspection will be handled
by the bureau concerned in Shanghai.
Dear sirs,
With reference to your letter of June 27,we
are glad to learn that you wish to enter into
trade relations with us,which also meets our
interest.
To give you a general idea of our products,
we are sending you by air a catalogue
showing various products being handled by
this corporation with detailed specification
and means of packing,Quotations and sample
will be sent upon receipt of your specific
enquiries.
As we have not had the pleasure of doing
business with you in the past,we would like
to inform you that our goods for export are to
be inspected by the Shanghai Commodity
Inspection Bureau before shipment,and
necessary certificates in regard to the quality
and quantity of the shipment will be
provided.
We are looking forward to your early
reply.
Your faithfully.
Unit 3 Establishing Business Relations
Points for Attention
建立业务关系的信，通常是发信的一方在通过一定的途径得到对方公司的名称和地址，并经过初步信用调查后，向对方发出的。信的内容一般包括以下几点：
一 怎样得知对方公司的名称和地址二 自我介绍三 阐述写信的目的四 表明建立业务关系的愿望并希早日回复。
获得客户名址的途径：
1,参加交易会或博览会
2,国内外的商会，商务参赞处或其它的商务组织。
3,贸易伙伴的介绍
4,代表团互访
5,市场调查
6,客户自我介绍
7,通过银行
8,广告
Letter 1
Embassy,大使馆
Pamphlet,小册子
Catalogue,目录
Specific inquires,具体询盘
Letter 2
In the market for,要买
We are in the market for wool.
Find a market,找销路
We are trying to find a market for this
article.
Seller,出售的货物
good seller,畅销货东南大学远程教育外贸函电第 八 讲主讲教师：任凤慧
Letter 3
Forward,send
With cost charges on our own:
费用由我方承担
Assure sb.of sth.,向－保证
Letter 4
The scope of business,the line of
business.
State-operated,state-owned,state-run
Deal in,handle
Deal exclusively in,独家经营
To acquaint sb.with sth.,使某人熟悉或了解。
Covering,有关的，涉及 … 的，包括 … 的
The subject cargo will be ready for
shipment in a few days and we are
looking forward to your covering L/C.
标题货物几日内即可备妥待运，我方正等待你有关的信用证。
Please let us have your price list
covering your typewriters.
请寄有关打字机的价目单
Letter 5
With a view to sth/doing sth.,为了
Take this opportunity,avail ourselves of
Leading,main
Letter 6
Requirement,n 需要（常用单数，后接介词 of）
需要之物（表示货物或需要量时，常用复数，
后接介词 for或 of)
Good quality is the major requirement.
质量好是主要的要求
We can meet requirements for(of)
walnutmeat
我们可满足你方对核桃仁的需要
Word study
import
export
handle
东南大学远程教育外贸函电第 九 讲主讲教师：任凤慧
Exercises
I,
1.specialize in
专营
2.upon receipt of
一收到 … 就
3.for your information
供你方参考
4.pamphlets
小册子
5.be in the market for
想要购买
6.a well-established exporter
信誉良好的出口商
7.with cost charges on our own
费用由我方负担
8.place an order with sb.
向某人订购
9.with a view to
为了
10.acquaint sb,With sth.
使某人熟悉
11.the Commercial Counsellor’s Office
商务参赞处
12.establish business relations
建立贸易关系
13.under separate cover
另邮寄
14.the chamber of commerce
商会
15.on the basis of equality.mutual benefit
and the exchange of needed goods
平等互利，互通有无
16.art and craft goods
工艺品
17.close cooperation
密切合作
18.light industrial products
轻工产品
19.import and export
进出口
20.a catalogue and a price list
商品目录单和价格表东南大学远程教育外贸函电第 十 讲主讲教师：任凤慧
Translate the following sentences
1.Your firm has been kindly
recommended to us by Messrs J.Smith
& co.,Inc,.in New York,as large
importers of furniture
纽约史密司有限公司向我们介绍，贵公司是家具业的主要进口商
2.We have obtained your name and
address through the Bank of China and
understood that you would like to
establish business relations with us.
我们从中国银行得到贵公司的行名和地址,并获悉贵公司愿同我们建立业务关系。
3.We have the pleasure of introducing
ourselves to you with the hope that we
may have an opportunity of cooperating
with you in your business extension
我们有幸自荐，盼望能有机会与你们合作，扩大业务。
4.Being specialized in the export of
Chinese Art and Craft goods,we
express our desire to trade with you in
this line
我们专门出口中国工艺品，源与贵方开展这方面业务。
5.你方 2001年 9月 2日来函收到。我们很高兴告诉你，你所要的商品属我公司的经营范围
Your letter of September 2,2001 has
been received,We are glad to inform
you that the articles required by you fall
within the scope of our business
activities.
6.遵照你方要求，我们正寄上一套布匹剪样。希望这些样品能及时到达，并使你满意。
In compliance with your request,we are
sending you a range of cut samples of
our cotton piece goods,We hope they
will arrive in time and be found to your
satisfaction.
7.你方 9月 4日来函收到。承告你们对肉类罐头有兴趣，并考虑试订。
We have received your letter of
September 4 informing us that you find
our canned meat satisfactory and that
you consider placing a trial order with
us.
8.为了使你对我们经营的产品有一个概念，
兹附上一整套注有规格和包装的活页说明书。
To give you a general idea of the
products we handle we enclose a
complete set of leaflets showing
specifications and means of packing.
东南大学远程教育外贸函电第 十 一 讲主讲教师：任凤慧
Write a letter
Write a reply to ABC co,with the
following particulars.
1.Acknowledge the receipt of their letter
of June 27;
2.Agree to their proposal of establishing
trade relations with you
3.Commodity inspection will be handled
by the bureau concerned in Shanghai.
Dear sirs,
With reference to your letter of June 27,we
are glad to learn that you wish to enter into
trade relations with us,which also meets our
interest.
To give you a general idea of our products,
we are sending you by air a catalogue
showing various products being handled by
this corporation with detailed specification
and means of packing,Quotations and sample
will be sent upon receipt of your specific
enquiries.
As we have not had the pleasure of doing
business with you in the past,we would like
to inform you that our goods for export are to
be inspected by the Shanghai Commodity
Inspection Bureau before shipment,and
necessary certificates in regard to the quality
and quantity of the shipment will be
provided.
We are looking forward to your early
reply.
Your faithfully.
