Unit 1 Establishing business relations

Main point of establishing business relations

After securing the necessary information ,the writer usually writes a letter expressing his wishes to establish relations . The letter includes:

Opening : the purpose or reason of writing ,which is :

a . the source of information ;

b . his intention (establishment of business relations) Body :the details of requirements ,which is :

c . self-introduction and the business scope of his firm ; d . the reference as to his firm's financial position and integrity;

e . requirements for further information;

Closing : f . expectation of cooperation or an early reply.

Main point of replies

Replies to these letters generally include two kinds:

1. Agree to establish business relations :

Opening : a . Thanks to the incoming letter ;

b . Willingness to establish business relations ;

Body : c . Reply to the requirements in the incoming letter ; d . Self- introduction

Closing : e. Hope for doing business .

2. Disagree to establish business relations for some reasons : Opening : a . Thanks to the incoming letter ;

Body : b. Regret for the inability to establish business relations ; c . Stating the reasons;

Closing : d. Expectation of future cooperation.

Lesson One Importer's Self-introduction

Dear sirs,

We have obtained your name and address from Fort&William Co. Ltd, and we are writing to you in the hope that you would be willing to establish business relations with us .

We have been the import of casual shoes for many years. At present , we are interested in extending our rang and appreciate your catalogue and quotations.

If your price are competitive ,we would like to place a trail order to you.

We look forward to your early reply.

Yours faithfully，

Dear sirs ,

Thank you for your letter of August,8th , we are desirous to establishing business relation with your company .

Our shoes industry concentrate on designing and producing various traditional and vague men's and women's shoes . We have develop and market a series of products . Such as : slippers、indoor slipper、cotton slipper、embroidered slipper ,children's shoes and cotton shoes . We can satisfy different market needs at both home and abroad .

In compliance with your request , we are sending you ,under separate cover ,our latest catalogue and price list covering our export rang available at present.

If you are interested in our any items ,please let us know . we are looking forward to your specific enquiry.

Yours faithfully,

Lesson Two Exporter's Self-introduction

Dear sirs and madam ,

Through the courtesy of tokyo chamber of commerce and industry, we are given to understand that you are one of the leading importers of textile products in your country. As this item falls within the scope of our business activities ,we are writing to you with a keen desire to enter into business connections with you .

We specialize in the exportation of Chinese textile products,such as Textiles Knitwear of Ladies', Men's, Children's and Youth fashion , Sportswear and Jeans . We can also design and produce equipment and machines for textile . Our products are excellent in quality and reasonable in price.

To give you a general idea of our business lines , we enclose a copy of our export list ,showing the mian items now in supply and we hope that you would contact us if any item is of interest to you .

We look forward to receiving your early reply, and assure you that your requirements will have our best and prompt attention .

Yours faithfully,

Dear sir,

We acknowledge with thanks the receipt of your letter of May 6, 2006, and take the please of establishing business relations with your corporation .

Your textile products are so attractive that we are confident of securing large orders for you . We shall be obliged if you could send us quotations and samples books .

Yours faithfully,

Lesson Three Inquiring about Foreign Trade Policy and Supply

Dear sirs ,

We are indebted for your address to the Commercial Counselor's Office of the Algerian Embassy in Beijing . They informed us that you are in the market for various chemicals used in petrochemicals . It's on this subject that we approach you today in the hope of establishing mutually beneficial trading relations .

We are a state-operated corporation handling exclusively the export and import of chemicals. In order to acquaint you with our line, we enclose herewith a copy of our export list, showing the main items now suppliable. Should you need anything not mentioned on the list, we shall do everything necessary , upon receipt of your detailed requirements, to secure the said items for you.

In our trade with customers in the Asian-African countries, we always adhere to the principle of equality, mutually benefits and the exchange of needed goods. It is our hope , by joint efforts, to promote both business and friendship to our mutual advantage.

We look forward to receiving your enquiries soon.

Yours faithfully,

Dear sirs ,

We know you from the website, and are interested in your novel design. We sincerely hope we can have a chance to establish business relationship with each other.

Our firm is Taiwan based, and we are mainly handling dressing including windows, furniture, bath etc. We have good experience and stable customers. Products are mainly shipped to Europe and Australia. Now in order to meet the requirements of a customer who is from France, we want to prepare some patterns of tieback and certain clip.

Attached please find the information. They are all hand-made with material wire, fabric and bead. They are used as tieback. Could you please check if they are suppliable by you? If yes, please get back to me soon. Thank you! If you have any question, please contact us soon. Truly yours,

 

第二篇：2[1].英文商务函电建立业务关系必备学习

美式论文、报告写作技巧

编者按：美式教育的特点即是课程内容强调学生参与及创新运用，因此，报告便成了常见的考核学生学习成果的方式，比如实验报告、学期报告、专题报告、研究报告及论文（含毕业论文）等。研究生presentation 及 seminar 的机会更是占很大的比重，有些甚至占学期成绩很大比例。如何完成报告、论文同时得到良好的成绩，是本文提供给有志留学的有心人参考的目的。

美国大学生由於自小已养成自动寻找答案习惯，在启发式的教育环境下，写报告、论文对他们来说比较不陌生，虽然专业知识上美国学生不见得比外籍学生强，但是表达能力由於自小培养，加上英语能力的优势，常比外籍学生在报告、论文方面有较隹的利基。反之中国学生比较缺乏报告写作的训练，因此如果在留学过程中无法适应美式教育会比较辛苦，其实论文、报告的写作要领其实不难，只要把握技巧就可水到渠成。

通常论文由篇首(Preliminaries)，本文(Texts)以及参考资料(References)三部分构成；而这三大部分各自内容如下：

(一) 篇首：

封面(Title)

序言(Preface)

谢词(Acknowledge)

提要(Summary)

目录(Tables and Appendixes)

(二) 本文：

引言(Introduction)

主体，含篇(Part)、章(Chapter)、节(Section) 、以及注释 (Footnotes)

(三)参考资料：

参考书目(References or Bibliography)

附录资料(Appendix)。

进行论文或报告写作之前，先要确定想要表达的主题，主题确定后，将其具体表达，即为题目。题目可以提供研究者：

一.研究的方向

二.研究的范围

三.资料搜集的范围

四.预期研究成果

通常在确定题目之後就开始找资料从事研究，建议在找资料之前最好去问教授有哪些参考资

料来源可供参考引用。构思为确定写作大纲或 Proposal 的先前步骤， 大纲是论文、报告的骨干， Proposal 是研究的架构、流程及范围的说明书。如何构思大纲或Proposal为论文、报告写作前的必要准备工作。好的论文或研究报告，要基于在完整、详实的资料上，而参考资料除了和教授商借之外，最主要的来源就是图书馆了，一般参考资料来源可分成教科书或手册、政府机构的报告、科技或商业方面的杂志，及会议性质的资料。此外现代的电脑资料库也可帮助收集资料，在国外可利用学校的电脑连线资料库寻找自己需要的资料。当一切准备就绪，即可开始着手写报告，一般报告还分大报告如期末、专题等报告，及小报告如 Seminar 式的报告。

就算是小报告，也至少应含

(一)TITLE PAGES ：包含主题名称、作者、日期

(二)Summary： 即主要的结论

(三)Introduction：包括理论背景及内容

(四)Technical Sections：是论文的主体，为最重要的部份应再细分为 几个片断。

(五)Conclusions：即扼要的结论

(六)Appendixes：复杂公式的导引及叁考资料和电脑程式的报表可附加在 此项

美式报告的撰写通常要打字，两行式，行间若有未拼完的字要以音节来连接。写报告通常需要用到电脑，如有计算数字统计图表的需求，也常会用到程式软体如PASCAL、LOTUS，统计分析软体如SAS，也是不可或缺的，电脑绘图在今日已成为工商界及学术界的重要工具，文书处理更是最基本的要求，因此Word for Window、Powerpoint、Excel便成了颇受欢迎的工具。此外在英文语法、文法上的润饰与修改，如能请老美帮忙会比较好。

论文、报告完成后有时会需要做解说(Presentation)，用英文来讲演对中国人来说算是一大挑战，通常课堂讲演时间为十五分钟到三十分钟，若是论文囗试则至少一小时。投影机及麦克风的使用对讲演的效果有很大帮助，正式讲演前多预习几次，时间宜控制适中，上台时忌讳低头拿着报告照念，需留意听众的反应，切中主题，避免太多数字的导引。

建立业务关系

寻找合作方，主要是通过以下几个渠道搜集信息的：

1. Bank （银行）

2. Chambers of Commerce in foreign countries （外国商会）

3. Trade Directory （行名录）

4. Chinese Commercial Counsellor’s Office in foreign countries （商务参赞处）

5. Business House of the same trade, etc. （同业商行）

6. Advertisements （广告）

从以上渠道搜集来信息以后，就可以开始写信进行沟通。总的来说，这类信件应该以告知对方如何得知他们的地址和姓名，简要描述写信人经营的项目。写信人应该简明，清晰，礼貌地描述自己想进口或者想要出口的产品。

收到建立业务关系的信件时，收件人应该立即全面地回答写信人提出的错有问题，这样会给发件人一个很好的印象。以便日后能更好的开展业务。

Key Words & Expressions

名词及名词词组

card 卡片，名片 catalog 目录；目录册

colleague 同事，同僚 department (行政或企业的)部，局

firm公司 prior to 在…..之前

look forward to 盼望，期待 relationship 关系，联系

in compliance with 与….相一致 credit standing 信用地位

recommendation 推荐，介绍 financial position 财务状况

Chamber of Commerce 商会 of the latest style 最新式样

trade reputation 贸易声誉 specification 规格

certificate 证明书，证书，凭证，执照

on the basis of equality and mutual benefit 在平等互利的基础上

动词及动词词组

do my best 尽力而为 enter into 建立, 开始

introduce 介绍，引见 take care of 照顾，处理

inform 通知 specialize in 专营

enter into business relations 建立业务关系 coincide （with） 一致，相符

国际贸易词汇

Learn （v.）: receive instruction; become informed of 获悉，知道

e.g. We learned from our agent in London about (of) your agent of electric typewriters.

Line (n.) : department of activity; branch of business 业务，行业

e.g. We have been engaged for many years in line of surgical instruments.

be lined with : provide with an inside covering 内衬

e.g. The case is lined with tin-plate.

in line with : in agreement with 与….一致

e.g. We don’t think we can fall in line with your views.

Enquiry (or inquiry) (n.) : a request for information on the supply of certain goods. 询盘

e.g. We are pleased to have your enquiry for our raincoat.

Enquire (V.) : ask to be told ( a person’s name, business, etc.) 询问，寻求

e.g. We should like to enquire whether you can supply the following items.

ask for 请求，要求

e.g. We are glad to tell you that the cloth as enquired for in your letter of March 30th can be supplied as RMB￥1.50 per yard.

Enquire into investigate 调查

e.g. The seller alleged that the goods were damaged in transit, but we must enquire into the matter ourselves.

Enquire about ask for information about 询问，了解

e.g. They have not made a reply to our letter of 25th Oct., enquiring about the market condition here. Enquire of sb. about sth. Seek information from sb. about sth. 向某人询问某事

Quotation (n.) amount stated as current price of stock or commodities on sale. 报价

e.g. Please let us have your competitive quotation for 1000 leather jackets.

Quote (V.) state the current price of an article, etc. 报价

e.g. This is the lowest we can quote.

Handle (V.) deal in buying and selling 经营

e.g. Our corporation handles foodstuffs.

treat 处理

e.g. This pending case is different to handle.

Offer (n.) a proposal or promise to present something for acceptance or consideration. 报盘

e.g. Please make us an offer CIF London for 100 metric tons Bitter Apricot Kernels

(V.) express readiness to sell on terms 表示可以出售

e.g. We offer these goods subject to their being unsold on receipt of your order.

Occur 发生

e.g. We will take this matter into consideration when occasion offers

Refer (v.). speak to, allude to 谈论到，涉及

e.g. He has shown in reaction to our proposal though we have referred to it several times.

turn (to), go (to), for information, etc. 参阅，查询

e.g. In connection with out usual payment terms, please refer to our letter of 25th October.

自我介绍常用词组

1. 自我介绍

We are…… 我们是…

This is to introduce us … … 兹介绍，我方作为…

write to introduce… 现函告，我方为…

take the opportunity to introduce… 趁此机会，兹介绍我公司为…

inform sb. to… 兹告知

take the liberty of doing sth… 冒昧地做某事…

have one’s name and address from… 从…得知某人的名字和地址

have one’s name and address to… 由于…的某人的名字和地址

be transferred (forwarded) to … for attention 转交，处理

through the courtesy of… 由于…的好意

on the recommendation of… 由…推荐（介绍）

2. 初步意向和要求

establish business relations with… 和…建立贸易关系

enter into business relation with… 和…建立贸易关系

fall within to scope with… 属于…的范围

写作例句

1) We are willing to enter into business relations with your firm on the basis of equality , mutual benefit and

exchanging what one has for what one needs.

我们愿在平等互利、互通有无的基础上与贵公司建立业务联系。

2) We wish to introduce ourselves to you as a state operated corporation dealing exclusively in light industrial

goods. 我们是专营轻工产品的国营公司。

3) 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，愿与贵方开展这方面的业务。

4)To acquaint you with the light industrial goods we handle, we are sending you, by separate airmail, a commodity list and several sample books for your reference.

为使你方熟悉我方经营的轻工产品，另封航邮寄上商品目录和一些样品，供你参考。

5)In order to give you some idea of various qualities of handicrafts we carry, we have pleasure in forwarding you by airmail one catalog and a few sample books for your perusal.

为使你方对我方各自款式的手工艺品有一初步了解，今航邮奉上我方目录和一些样品，供你方参考。

6)Having had your name and address from the Commercial Counsellor’’s Office of the Embassy of the People’’s Republic of China in your country, we now avail ourselves of this opportunity to write to you and see if we can establish business relations by the commencement of some practical transactions.

从驻贵国的中华人民共和国大使馆商务处获知贵方名称和地址，我们荣幸地写信给你们，是否可通过开始做几宗实际的交易来建立业务联系。

7)Your firm has been recommended to us by the Chamber Commerce in Tokyo, Japan.

日本东京商会已向我们推荐贵公司。

8) We thank you for your letter offering your services and should like to discuss the possibility of expanding trade with you. 谢谢你方来函表示愿意提供服务，我方愿与你方就扩大贸易的可能性进行讨论。

9)In order to promote business between us, we are airmailing you samples, under separate cover, for your inspection.

为促进双方业务往来，另封航邮寄上样品，供你参考。

英语作文常用谚语、俗语

1、A liar is not believed when he speaks the truth. 说谎者即使讲真话也没人相信。

2、A little knowledge is a dangerous thing. 一知半解，自欺欺人。

3、All rivers run into sea. 海纳百川。

4、All roads lead to Rome. 条条大路通罗马。

5、All work and no play makes Jack a dull boy. 只会用功不玩耍，聪明孩子也变傻。

6、A bad beginning makes a bad ending. 不善始者不善终。

7、Actions speak louder than words. 事实胜于雄辩。

8、A faithful friend is hard to find. 知音难觅。

9、A friend in need is a friend indeed. 患难见真情。

10、A friend is easier lost than found. 得朋友难，失朋友易。

11、A good beginning is half done. 良好的开端是成功的一半。

12、A good beginning makes a good ending. 善始者善终。

13、A good book is a good friend. 好书如挚友。

14、A good medicine tastes bitter. 良药苦口。

15、A mother's love never changes. 母爱永恒。

16、An apple a day keeps the doctor away. 一天一苹果，不用请医生。

17、A single flower does not make a spring. 一花独放不是春，百花齐放春满园。

18、A year's plan starts with spring. 一年之计在于春。

19、A young idler, an old beggar. 少壮不努力，老大徒伤悲。

20、Better late than never. 不怕慢，单怕站。

21、By reading we enrich the mind.读书使人充实，

22、Care and diligence bring luck. 谨慎和勤奋才能抓住机

遇。

23、Confidence in yourself is the first step on the road to success. 自信是走向成功的第一步。

24、Custom is a second nature. 习惯是后天养成的。

25、Custom makes all things easy. 有个好习惯，事事皆不难。

26、Doing is better than saying. 与其挂在嘴上，不如落实在行动上。

27、Do nothing by halves. 凡事不可半途而废。

28、Don't put off till tomorrow what should be done today. 今日事，今日毕。

29、Don't trouble trouble until trouble troubles you. 不要自找麻烦。

30、Early to bed and early to rise makes a man healthy, wealthy and wise. 早睡早起身体好。

31、Easier said than done. 说得容易，做得难。

32、Easy come, easy go. 来也匆匆，去也匆匆。

33、Eat to live, but not live to eat. 人吃饭是为了活着，但活着不是为了吃饭。

34、Every man has his faults. 金无足赤，人无完人。

35、Every man is the architect of his own fortune. 自己的命运自己掌握。

36、Every minute counts. 分秒必争。

37、Each coin has two sides.

38、Fact speak louder than words. 事实胜于雄辩。

39、Failure is the mother of success. 失败是成功之母。

40、God helps those who help themselves. 自助者天助。

41、Health is better than wealth. 健康胜过财富。

42、Honesty is the best policy. 做人诚信为本。

43、Hope for the best, but prepare for the worst. 抱最好的愿望，做最坏的打算。

44、It is never too old to learn. 活到老，学到老。

45、Knowledge is power. 知识就是力量

46、Like mother, like daughter. 有其母必有其女。

47、No pain， no gain.（不劳无获。）

48、You never know till you have tried. 不尝试，不知晓。。

49、An idle youth, a needy age.少壮不努力，老大徒伤悲。

50、Diligence is the mother of success.勤奋是成功之母。

51、Early to bed, early to rise, makes a man healthy, wealthy

a

n

d

52、Experience is the best teacher.经验是最好的教师。wise. 早睡早起，使人健康、富裕和聪颖。

53、Nothing in the world is difficult if you set

54、Where there's a will, there's a way. 有志者事竟成。

55、Practice makes perfect ．（熟能生巧。）

56、Pride goes before a fall．（骄傲必败。）

Superstar and I

It’s common that many students are crazy about those singers and actors. However, liyundi, a pianist, is the superstar in my heart. He is a man of few words and he even looks like the greatest pianist—Chopin. When listening to his music , I can get rid of everything noisy around. What’s more, I can feel his strong love for music. Rome wasn’t built in one day. He achieved the great success through huge effort. I can learn from him that we should never give up to realize our dreams.

Superstar and I

Her name first appeared as a joke then like a wonder. She is Susan Boyle, the superstar in my heart. Although she’s not beautiful, her voice and spirit moved all the audience, including me. The song ’I dreamed a dream’ that she sang touched everyone’s heart who had a dream and wanted to realize it. She taught me how to go on my dreams as well as never to give up. She is like a sunshine that gives me hope. Where there is a will, there is a way.