1、Establishing Business RelationsMany Steps in Business Negotiation inquiryoffercounter-offeracceptanceUnit Two建立貿易關系Aims： Know the channels through which you can approach your new customers. Know how to write letters to establish to foreign clients. Be able to introduce your company to foreign client

2、s. Be able to promote with the words and phrases in this unit.Unit Two建立貿易關系Warming up生產生產 v/n 生產商生產商 產品產品買方買方 賣方賣方 顧客顧客客戶客戶produceproductionproducerproductbuyersellercustomerclient用戶用戶 消費者消費者制造商制造商購買購買 銷售銷售 中間商中間商零售商零售商批發商批發商經銷商經銷商userconsumermanufacturerbuy/purchasesell/salemiddlemanretailerwholes

3、alerdealerUnit Two建立貿易關系貿易貿易進口進口 出口出口進口商進口商 出口商出口商海關海關 關稅關稅配額配額, ,限額限額 commerce, trade importexportimporterexporterCustomsCustoms dutyquotaUnit Two建立貿易關系Why we have to establish business relations?為什么要建立業務關系？為什么要建立業務關系？Unit Two建立貿易關系建立貿易關系的意義建立貿易關系的意義As we all know, no customer, no business. So we m

4、ust try by all means to seek for new connections while consider consolidating the old ones from time to time. In the field of international trade, it is impossible for a firm to know other firms, especially those firms abroad. Therefore , we should ,from any sources, get information on foreign firm.

5、Unit Two建立貿易關系與有前途的貿易商建立貿易關系是創立和與有前途的貿易商建立貿易關系是創立和發展貿易的基礎，這對新老貿易商而言，發展貿易的基礎，這對新老貿易商而言，都是至關重要的。建立貿易關系是交易的都是至關重要的。建立貿易關系是交易的第一個環節，良好的開端試成功的一半。第一個環節，良好的開端試成功的一半。因此，在擬寫有關建立貿易關系的信函時，因此，在擬寫有關建立貿易關系的信函時，應注意禮貌、得體，并將自己要表達的內應注意禮貌、得體，并將自己要表達的內容清楚的敘述完整。容清楚的敘述完整。Unit Two建立貿易關系The ways that an exporter can use to

6、 seek new customers出口商尋找新客戶的途徑出口商尋找新客戶的途徑1、通過報紙、廣告2、通過貿易客戶的介紹3、通過子公司或分公司，國外代理商的介紹4、借助市場調查5、利用參加商品交易會的機會6、派遣貿易代表團赴國外參觀7、通過自我介紹或答復國外貿商的詢盤8、通過銀行介紹9、通過商務參贊介紹10、通過國內外的商會11、通過建立公司自己的網站宣傳12、通過電話簿中的黃頁Unit Two建立貿易關系建立業務關系的函電應遵循以下結構：建立業務關系的函電應遵循以下結構：1 1、第一段是告訴對方我方如何獲知對方名址、第一段是告訴對方我方如何獲知對方名址和經營范圍；和經營范圍；2 2、第二段

7、先表明與對方建交和開展貿易的意、第二段先表明與對方建交和開展貿易的意圖，再對我公司規模、經驗、業務范圍、經營圖，再對我公司規模、經驗、業務范圍、經營品種加以概略介紹；品種加以概略介紹；3 3、第三段邀請對方就具體一種商品進行詢價、第三段邀請對方就具體一種商品進行詢價或其他具體要求（或就一種商品進行推銷），或其他具體要求（或就一種商品進行推銷），可要求附寄公司簡介、商品目錄、價目表和小可要求附寄公司簡介、商品目錄、價目表和小冊子；冊子；4 4、第四段期盼早日回復。、第四段期盼早日回復。Unit Two 建立建立貿易關系H.Simpson&Co.LTD298 South Street, B

8、oston,U.S.AAugust 10,2008Beijing Huamao Group Co.,Ltd566 Dongchangan StreetBeijingChinaDear 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. (從何處得知對方公司信息） Unit Two 建立建立貿易關系 We have been import

9、ers of Arts & Crafts for many years.At present, we are in interested in various kinds of ChineseArts & Crafts and should appreciate your catalogues and quotations. If your prices are in line, we trust important business can materialize.（我公司業務范圍，就具體一種商品提出業務往來的邀請，要求對方附寄產品報價和目錄。）We are looking

10、forward to receiving your early reply.（盼回復）Yours faithfully,John SmithManagerUnit Two 建立建立貿易關系New Words and Expressionsavail 利用，提供利用，提供avail oneself of 利用利用uWe avail ourselves of this opportunity to thank you for your efforts in promoting the friendly business relations between us.u借此機會對你們為促進我們彼此之間友

11、好業借此機會對你們為促進我們彼此之間友好業務關系而作的努力表示感謝務關系而作的努力表示感謝Unit Two 建立建立貿易關系be in the market of 欲購買欲購買uOne of our customers is in the market for your new products.u我們的一個客戶想要購買你方新產品。我們的一個客戶想要購買你方新產品。be in the line 從事行業從事行業line 行業、貨色行業、貨色uWe have been for many years in the chemial line.u我方多年從事化工行業。我方多年從事化工行業。uTexti

12、les are our line. 紡織品是我們經營的商品。紡織品是我們經營的商品。uThis in a good line of hardware.Unit Two 建立建立貿易關系approach 接近，聯系接近，聯系uWe approached the Ministry of Commerce and they told us that you are able to supply 1000 metric tons of apples at a time.u 我們與商務部聯系，他們告述我們你們能一次性提我們與商務部聯系，他們告述我們你們能一次性提供供1000公噸蘋果。公噸蘋果。uWe a

13、pproach our clients regularly to see if they have any new request.u我們定期與客戶聯系，看他們是否有新的要求我們定期與客戶聯系，看他們是否有新的要求 .Unit Two 建立建立貿易關系stated-operated 國有的國有的stated-operated corporation國有公司國有公司不同性質的企業：不同性質的企業：stated-run enterprise 國有企業國有企業collective-owned enterprise 集體企業集體企業individual/private-owned enterprise

14、 私營企業私營企業township/rural enterprise 鄉鎮企業鄉鎮企業joint venture 合資企業合資企業foreign（-owned） enterprise 外資企業外資企業Unit Two 建立建立貿易關系encloseuput sth. in an envelope 隨函附寄隨函附寄uWe are enclosing a sample for your reference.u隨函附上樣品供你方參考隨函附上樣品供你方參考herewith adv. enclosed in this 隨函附上隨函附上Unit Two 建立建立貿易關系Itemu refer to a p

15、articular product 單個商品，單個商品，標號商品標號商品u We have seen your goods and are quite interested in your item No. TK-103. u我們看了貴方的商品，對標號為我們看了貴方的商品，對標號為TK-103的商的商品特別感興趣。品特別感興趣。uIf any of items should be of interest to you, please let us know as soon as possible.u如果有興趣，請盡快與我們聯系。如果有興趣，請盡快與我們聯系。Unit Two 建立建立貿易關系I

16、tem No. TK-101 Item No. TK-102 Item No. TK-103 Item No. TK-104Item refers to an individual unit in a group of productsGoods refer to a group of productsUnit Two 建立建立貿易關系equality and mutual benefit 平等互利平等互利We always adhere to the principle of equality and mutual benefit .我們始終堅持平等互利原則。我們始終堅持平等互利原則。補充：

17、建立業務關系相關詞匯補充：建立業務關系相關詞匯extensive business connections:廣泛的業務關系廣泛的業務關系establishment of business relations: 商務關系的建立商務關系的建立undertaking: 事業、工作事業、工作 、任務、任務 The establishment of business relations is one of the important undertakings in the field of foreign trade. 在外貿領域，業務關系的建立是一個重要的工作。在外貿領域，業務關系的建立是一個重要的工

18、作。open up a market 打開市場打開市場firms engaged in foreign trade 從事外貿的公司；從事外貿的公司； engaged in sth, 致力于，從事致力于，從事.chamber of commerce:商會商會trade directory：行業目錄：行業目錄commercial counselor：商業參贊：商業參贊business house:商行商行credit standing/level 信用狀況信用狀況branch office:分支機構分支機構take the liberty of doing sth.冒昧地冒昧地.Dialogue

19、One( At the China Import and Export Fair )A：Welcome to our show. Please come in if youd like to talk with us.歡迎來到我們的展臺，如果您想和我們進一步溝通，里面請。歡迎來到我們的展臺，如果您想和我們進一步溝通，里面請。B：Thank you. I am a buyer for an American automation company. And I am interested in your products very much.謝謝。我是來自美國一家自動化公司的買家，對你們的產品非謝

20、謝。我是來自美國一家自動化公司的買家，對你們的產品非常感興趣。常感興趣。A：I am glad to hear that. So, what kinds of products are you most interested in?很高興聽到您這么說。那么，您對那種產品最感興趣呢？很高興聽到您這么說。那么，您對那種產品最感興趣呢？B：The measuring instruments of course. They seem to be good and of fine quality.當然是測量儀器。這些產品看起來特別棒，而且質量很好。當然是測量儀器。這些產品看起來特別棒，而且質量很好。A：

21、Yeah. That is true. They are all made in Tianjin Machine Tool Plant, one of the largest state-owned manufacturers in China specializing in precision measuring instruments and all kinds of dies and moulds. We have got most of the high-quality certificates in this field.是的，確實如此。這些產品都來自天津機械設備制造廠，該是的，確實

22、如此。這些產品都來自天津機械設備制造廠，該廠是中國精密測量儀和各種模具專業領域內的最大的國有工廠是中國精密測量儀和各種模具專業領域內的最大的國有工廠之一，曾獲得該領域內的多項高質量證書。廠之一，曾獲得該領域內的多項高質量證書。B：That sounds good. How about the prices of them?聽起來很不錯，那么價格方面呢？聽起來很不錯，那么價格方面呢？A：Well, we have a brochure with all products and prices listed. Here you are.嗯，我們這里有關于所有產品的宣傳冊和價格單，您請。嗯，我們這里

23、有關于所有產品的宣傳冊和價格單，您請。B：Thanks a lot. And I wonder if I can make a visit to your plant when I am here after the showing time.謝謝。另外，我想知道展會結束之后我還在此地的這段時間謝謝。另外，我想知道展會結束之后我還在此地的這段時間里，我能不能參觀您的工廠？里，我能不能參觀您的工廠？A：Sure. We can arrange that for you at your convenience.當然，我們可以根據您的方便時間來安排參觀事宜。當然，我們可以根據您的方便時間來安排參觀事

24、宜。B：OK, that is a deal. Oh, here is my card and you can contact me the day after tomorrow.好的，就這么定了。啊！這是我的名片，您可以在后天聯好的，就這么定了。啊！這是我的名片，您可以在后天聯系我。系我。A：Thank you. See you then.謝謝，我們到時候見。謝謝，我們到時候見。Unit Two 建立建立貿易關系sentences 1、起始部分、起始部分（1）自我推介）自我推介We take the liberty of writing to you with a view to estab

25、lishing business relations with you.我們冒昧寫信給你方，希望建立業務關系。我們冒昧寫信給你方，希望建立業務關系。We have the pleasure of introducing ourselves to you with the hope that we may establishing business relations.我們很榮幸的向您介紹自己，希望能與您建立業務關我們很榮幸的向您介紹自己，希望能與您建立業務關系。系。Unit Two 建立建立貿易關系We are writing to you with a desire to open an a

26、ccount with you. We are writing you in the hope of establishing business relations with you.Unit Two 建立建立貿易關系（2）信息來源）信息來源We have obtained your name and address from ABC Company.我們從我們從ABC公司獲得貴方名稱和地址。公司獲得貴方名稱和地址。We understand from your advertisement in ElectricElectric that you are exporter of silk go

27、ods. 我們從我們從電器電器雜志的廣告上得知貴方是絲織雜志的廣告上得知貴方是絲織品出口商。品出口商。Unit Two 建立建立貿易關系1）We have obtained your name and address from2) Your firm has been recommended to us by 3) Your name and address has been given to us by 4) On the recommendation of ,we have learned with pleasure the name address of your firm.5) We

28、come to know the name and address of your firm throughUnit Two 建立建立貿易關系2、介紹本公司、介紹本公司We are the largest food exporting company in China with customers all over EU.我們是中國最大的食品出口商，顧客遍及歐盟。我們是中國最大的食品出口商，顧客遍及歐盟。We are a specialize state-operated corporation handling with the export and import of Chinese ch

29、emical products.我公司是國營公司，獨家經營化工產品進出口我公司是國營公司，獨家經營化工產品進出口業務。業務。Unit Two 建立建立貿易關系1）Our company deals with (handles, deals in ,is in the line of )the import and export of2) We specialize in (are engaged in, are specialized in) the exportation of 3) We are one of the largest importers in our country and

30、 have handled with various kinds of the products for about years.4) We write to introduce ourselves asUnit Two 建立建立貿易關系3、對我方產品進行推銷、對我方產品進行推銷Enclosed please find a copy of our brochure covering the latest products of our company.隨函寄來我公司最新產品小冊子一份，敬請查隨函寄來我公司最新產品小冊子一份，敬請查收。收。We are also enclosing a cata

31、log showing a brand new addition to our line, Model E331.附寄目錄一本，上有本公司系列產品中添加的附寄目錄一本，上有本公司系列產品中添加的最新型號最新型號E331。Unit Two 建立建立貿易關系4、表達期望、表達期望We look forward to receiving your early enquires.盼早日收到你方的詢盤。盼早日收到你方的詢盤。We welcome inquiries and discussion about all aspects of trade development and business coo

32、peration.我們歡迎按發展貿易和商業合作的各項有關問我們歡迎按發展貿易和商業合作的各項有關問題提出詢問，并共同討論。題提出詢問，并共同討論。Dialogue TwoA：We took a look at the exhibits yesterday and found that some of them are fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. Ive looked through t

33、he catalogue and the brochure enclosed in your last letter and Ive got some ideas of your exports. Im interested in your silk blouses.昨天看了展覽，我們發現其中一些產品質量高、外形美。這次昨天看了展覽，我們發現其中一些產品質量高、外形美。這次展覽成功地向我們展示了貴公司的產品。我看過了你們在上一展覽成功地向我們展示了貴公司的產品。我看過了你們在上一封信函中附寄的產品目錄和說明手冊，關于你們的出口我已經封信函中附寄的產品目錄和說明手冊，關于你們的出口我已經有了一些

34、想法了。我對你們的真絲襯衫很感興趣。有了一些想法了。我對你們的真絲襯衫很感興趣。B：Our silks are famous for their good quality. They are met with great favor overseas and are always in great demand.我們的真絲產品以優質著稱。在海外他們很受歡迎，通常我們的真絲產品以優質著稱。在海外他們很受歡迎，通常有很大的需求量。有很大的需求量。A：Some of them are of the latest style. Now I have a feeling that we can do a

35、 lot of trade in this line. We are to establish business relations with you.其中一些款式也是最新款。現在我有預感我們一定會在這其中一些款式也是最新款。現在我有預感我們一定會在這個行業內大有作為，我們期待同您建立貿易關系。個行業內大有作為，我們期待同您建立貿易關系。B：We have the same idea.我也正有此意。我也正有此意。A：Concerning our financial position, credit standing and trade reputation, please refer to o

36、ur bank.考慮到我們的財務狀況、信用狀況和貿易聲譽，請委托我考慮到我們的財務狀況、信用狀況和貿易聲譽，請委托我們的銀行辦理。們的銀行辦理。B：Thank you for your information. Since we are a state-owned company, we always do business with foreign companies on the basis of equality and mutual benefit. It will contribute to our mutual benefit to establish business relat

37、ions between us.謝謝您提供的信息。因為我們是一家國有企業，我們總本謝謝您提供的信息。因為我們是一家國有企業，我們總本著平等互利原則同外國企業做生意。發展貿易關系有助于著平等互利原則同外國企業做生意。發展貿易關系有助于我們雙方的利益。我們雙方的利益。A：Thats interesting. Ill telephone home later. As soon as I get the definite answer from the headquarters, I will let you know.很好，我待會兒就給母公司打電話。一旦受到總部肯定的答很好，我待會兒就給母公司打電話

38、。一旦受到總部肯定的答復，我就第一時間讓你知道。復，我就第一時間讓你知道。B：Then we will make an offer as soon as possible. I hope a lot of business will be put through between us.接下來我們要盡快進行發盤，我希望大量的業務都由我們經接下來我們要盡快進行發盤，我希望大量的業務都由我們經手。手。A：So do I.我也希望如此。我也希望如此。B：I hope everything would be smooth. And Ill give you the lowest price in the

39、 future.希望一切順利，將來我會給你最低價。希望一切順利，將來我會給你最低價。A：Thank you.謝謝謝謝Unit Two 建立建立貿易關系Exercise (A)1. Our products are complete in specifications.2. Our products are excellent in quality and low in price.3. Our products are attractive and durable.4. Our products sell well all over the world.5. Our products rank

40、 first among similar products.6. Our products enjoy high reputation in the world market.7. Our products enjoy high popularity.8. This is the best-selling item in this line.Unit Two 建立建立貿易關系Exercise (B)1. 我們從事化工這一行業已經很多年了。我們從事化工這一行業已經很多年了。2. 我們是通用電器產品的主要進口商。我們是通用電器產品的主要進口商。3. 電器產品屬于我們的經營范圍。電器產品屬于我們的經

41、營范圍。4. 我們獲悉你公司經營食品出口。我們獲悉你公司經營食品出口。5. 我們從事紡織品的進出口業務。我們從事紡織品的進出口業務。6. 我們專營中國棉布的出口。我們專營中國棉布的出口。7. 我們有各種各樣的棉布可供出口。我們有各種各樣的棉布可供出口。8. 我們從事化工產品的出口。我們從事化工產品的出口。Unit Two 建立建立貿易關系Exercise (A)1. in the market of2. a favorable reply3. look forward to4. excellent in quality and low price5. items available for e

42、xport now6. by joint efforts7. upon receipt of 8. specific inquiry 9. favorable price10. enclosed please find Unit Two 建立建立貿易關系Exercise (B)1. 建立貿易關系建立貿易關系2. 承蒙承蒙的推薦的推薦3. 棉布棉布4. 經營范圍經營范圍5. 平等互利平等互利6. 國有企業國有企業7. 種類繁多的種類繁多的8. 享有盛譽享有盛譽9. 另函（寄去）另函（寄去）10. 潛在的買主潛在的買主/客客戶戶Exercise VII1.We are an exporting c

43、ompany of imitation jewelry and have years of experience in this line. 2.Because this product is in our business scope, your letter to the headquarter last week has been transferred to our company.3.We have various kinds of light industrial products available for export.4.It is pleasure for us to re

44、ceive your letter with catalogue enclosed.5.We are looking forward to your detailed requirements for our products.6.We are a private-owned enterprise enjoying high reputation and expect to establishing business relation with you.7.Our company is interested in buying your Print Cotton Price Goods.8.We have been in the line of computer software for many years.9.Our products are good in quality and complete in specifications.10.Our products enjoy high reputation in hom