PartIIIBusinessLettersinInternationalTrade

StudyGuideAsweallknow,businesslettersarewidelyusedcorrespondenceamongbusinessorganizationsorbetweenorganizationsandindividuals.Consequently,lettersininternationaltradeareofcrucialimportanceintheconductofbusinessactivities.Theyplayanessentialroleinacompany’scorrespondencewiththeoutsideworld.Therefore,inthispart,wewillintroducethebusinesslettersininternationaltrade.TherearetwoChapters:NegotiationoftheContract,andExecutionoftheContract.Thestudentsarerequiredtounderstandallkindsoflettersinthispartandtrytolearntheskillofwriting.3.1NegotiationoftheContract

3.1.1EstablishmentofBusinessRelations

StudyGuideBriefintroductionofestablishmentofbusinessrelationsEstablishingbusinessrelationswithnewcustomersisutmostimportantforenlargingscaleofbusinessonthebasisofcurrenttrading.Spreadingtraderelationsgreatlyandarrangingmarket-netparticularlyareverynecessaryforexportingcommoditiesandimportingadvancedequipment,keymaterialsandothercommoditiesneededdomestically.Sobeforeestablishingbusinessrelations,wemustbewellfamiliarwithcustomer’ssituationsuchascreditstanding,tradingscope,operatingabilityandattitudetous.Wecangettheinformationthroughasfollowing:(1)foreignbank;(2)firmandentity(3)ourbusinessinstitutionabroad;(4)foreigncommercialcounselor’s(顧問，律師)officeinourcountry.Themostreliableinformationiscomingfromourbusinessinstitutionabroad.Inaddition,wecanlookintoaddressandnameabroad,newspaper,magazineandotheradvertisement,evencanlogforeigncompanywebsiteformoredetailedintroduction.Andwecangetthenameandaddressfromtheintroductioninthesameline.Then,wecanbesendingletterorE-mailtocontactwiththemforopeningupbusinessrelations.2.HowtowritealetteraboutestablishingbusinessrelationsWhenwritingtheletter,we,firstly,shouldinformthemhowwegetconcerninginformationandshowexplicitly（清楚地）ourexpectationofenteringintorelationswiththem.Secondly,weshouldgivebasicsituation,runningscope,branchesofourfirmsandifnecessary,weshouldprovidethemwithreferences.Lastly,wewouldalsosendgoodscatalogue,pricelistorsamples.Whenwereceivedthesimilarletterabroad,weshouldreplypromptlyaccordingtotheirrequest.Evenifwecannotfulfilltheirrequirement,weshouldgivebackletterintimeandexplainpolitelyformaintainingfuturetrade.SentenceStructuresandExamples

Structure1tohave/know/obtain/learnone’snameandaddressfrom…(=tooweone’snameandaddressto…)(從何處得知某人或某公司的行名與地址)WeoweyournameandaddresstoDahuaInternationalCo.inHongKongwhohaveinformedusthatyouareinthemarketfortoys.

我們從香港大華國際公司了解到你方意欲購進玩具。

Structure2

toestablishbusinessrelationswith…/toenterintotraderelationswith…和某人或某公司建立貿易關系Asthiscommodityfallswithinthebusinessscopeofourcorporation,weshallbepleasedtoenterintobusinessrelationswithyou.由于此類商品屬于我公司經營范圍，所以非常愿意與你方建立貿易關系。Wearewritingthislettertoyouforthepurposeofestablishinglongtermtraderelations.我們寫信給貴方是為與你建立長期業務關系。

Structure3

tobe(not)inapositiontodosomething(能/不能做某事……)Weareinapositiontoofferyou5000longtonsofSteelsmonthly.我方每月能供鋼材5000長噸。Ithinkourcompanywasnotinpositiontoacceptthisorderduetoit’soverprice.我想我方不能接受批這定單，因為價格過高了。Structure4tolookforwardto…/toawait…/tohopetohearfromyousoon.(結尾部分，盼早復……，早答為盼……)Welookforwardtoyourfavorableandpromptreply.我們祈盼速賜佳音。Weareawaitingyourearlyreply.速復為盼。Wehopetohearfromyouatyourearliestconvenience.我們希望貴公司從速回復。SpecimenLetters

<Letter1>DearSirs:WehaveowedyouraddresstotheCommercialCounselorofyourEmbassyinNewYorkandarenowwritingtoyoufortheestablishmentofbusinessrelationsinthescopeoflightindustrymerchandisesatanearlydate.WeareespeciallyinterestedinToysandHeroPensonyourcatalogue,butwewouldliketohavesomelatestdesigns,whichhavenotyetcometoourmarket.Ifyoucanfurnishuswithsuchitems,weshallbeobligedifyouwillkindlyletushaveacoupleofsamplesofthese,asourclientswouldliketoseesamplesbeforeplacingtheirorder.Weareverypopulardealersoflightindustrialproductsinourcountrywithsoundstandingandwearesurethatwecanselllargequantitiesofyourproductsifyougiveusthesaiditemsatcompetitivepricesregularly.Astoourbusinesscredit,weareallowedtomentiontheCityBank,NewYork.,asareference.Welookforwardtohearingfromyoursoon.Yoursfaithfully<例信1>

敬啟者：我們從你方紐約大使館商務參贊處得知貴公司地址，現特致函給貴方以期盡早在輕工業產品方面建立業務關系。我們對貴方產品目錄上玩具與英雄鋼筆特別感興趣，但我們想得到貴方產品未收到我方市場的最新樣式。由于我方客戶希望在下定單之前看到一些樣品，所以如果貴方可以提供此類樣品我們不勝感激。我公司在本國經銷輕工業產品享有盛譽，信用卓著，如果貴方能長期向我方報產品最優惠價，我們確信能大量銷售貴方產品。至于我方商業資信，貴方可向紐約花旗銀行咨詢。盼早復。謹啟<Letter2>Dearsirs:HavinghadyournameandaddressfromtheCommercialCounselor’sofficeofourEmbassyinLondon,weavailourselvesofthisopportunitytoapproachyouandfindoutifwecanenterintotraderelationswithyoubecauseweareinformedthatyouareinthemarketforChinesetextileproducts.Weareastate-ownedcorporationspecializingintheexportoftableclothsandbedsheets,andareinapositiontosupplyhighqualitytextilesabove-mentioned.Inaddition,wearealsopreparedtoacceptordersagainstcustomer’ssamplesspecifyingdesign,specificationsandpackagingrequirements.Inordertosendyouaroughideaofourproducts,weareairmailingyouunderseparatecoveracopyofourmainitemssuppliableatpresentforyourreference.Shouldanyoftheitemsbeofinteresttoyou,pleaseletusknowassoonaspossible.Weshallbegladtosendyouourlowestquotationsuponreceiptofyourconcreteenquiries.Yourfavorablereplywillbehighlyappreciated.Yoursfaithfully,<例信2>敬啟者：從我方倫敦大使館商務參贊處得到貴方公司名與地址，借此機會與貴方接洽。我們得知貴公司現意欲購買中國紡織品，所以致信給貴公司，看是否能與我方建立貿易關系。我方是一家國營公司，專門經營臺布與床單的出口業務，且能長期供應上述高質量紡織品。此外，我們還可以接受定單，根據客戶樣品的設計、規格與包裝要求進行專門生產。為了使貴方對我方產品有大致的了解，另函寄目前我方主要可供貨物的說明材料一份，以供參考。如果有貴方感興趣的產品，請立刻通知我方。一俟收到貴方具體詢盤，我方很樂意向貴方報最低價。盼復，不勝感激。謹啟<Letter3>DearSirs.ThenameandaddressofyouresteemedcompanyhasbeengivenusbytheChamberofCommenceofChina.Wehavethepleasuretointroduceourselvesasanexporterwithlong-standingandgoodreputation,tradinginallofChinesegoods.WeunderstandfromthesaidCommenceChamberthatyouareoneoftheleadingimporterandwholesalersoflightindustrialgoodsinBritain.Withaviewtoexpandingourbusinessatyourend,wearewritingtoyouinthehopethatwecanopenupbusinessrelationswithyourcompany.Ifyouareinterestedinmarketingthesekindsofproductsinyourcountry,pleaseinformusquickly,andweshallbepleasedtosendyouourlatestillustratedcatalogforyourconsideration,togetherwithalistofourquotationsonbasisofCIFLondon.Astoourtradeandfinancialsituation,wemayreferyoutoourbankers,theBankofCommunications,Shanghaibranch,China.Bytheway,wewishtoinformyouthatourproducts,whichenjoygreatpopularityduetotheirdurabilityandreasonableprice,haveprevailedontheworldmarketandithasbeendifficultforustomeettheincreasingdemand.Sowelookforwardtoreceivingyourreplysoon.Yoursfaithfully<例信3>敬啟者：我們是從中國商會處得知貴方行名與地址的，現在非常樂意向你方介紹我方情況。我們作為一出口商，在全國經營業務，資信良好，信譽卓著。我們從上述商會了解到貴方在倫敦是一家主要進口商且經營輕工業品批發業務。為了在你方擴大業務，我們特致信期望能與貴方開展業務往來。如果貴方對經銷此產品感興趣，請盡快通知我們，我們會很樂意向你們寄去最新插圖目錄連同CIF倫敦報價單，供貴方參考。至于我方貿易與財務狀況，請向我方中國交通銀行上海分行咨詢。順便說一句，我們的產品經久耐用且價格合理在世界市場上十分暢銷，我們現在難以滿足日益增長的需求。所以請盡早回復。謹啟<Letter4>DearSirs.ThroughthecourtesyofForeignDepartmentoftheBankofCommunicationhere,wenoticethatyouareinterestedindoingbusinesswithusforthepurposeofsellingelectronicproductsofyourcountry,andtheseitemsfallwithinthescopeofourbusinessactivities.Weareatradingcompanyinvolvedinimportbusinessthroughouttheworldspecializinginimportingallkindsofelectronicproductsforhousehold.Webelongtoagroupofcompaniessetupduringtheendof19thcentury.Withthesoundfinancialstandingandlongtimesuperiorcredit,weareinapositiontoimportyourproductsinlargequantitiespresupposedthatyourgoods’qualityandpriceshouldbecompetitiveinthesimilarline.Weseriouslyhopethatavoluminousandcontinuousbusinessmightbeestablishedandpleaserestassuredthatwearealwaysdoingourutmosttoopenupagoodbusinessrelationshipwithyou.Yoursfaithfully<例信4>敬啟者：承蒙本地交通銀行海外部介紹，我們得知貴方有意與我們建立業務往來，希望銷售貴國的電子產品，而此類產品正是我們的業務范圍。作為一隸屬建立于19世紀末集團公司的貿易公司，我們在全世界經營進口業務特別是進口各種家用電子產品。我們財務狀況良好且具有長期優良信譽，能大量進口貴方產品，但前提是你方產品報價與質量在同行業中最具有競爭力。我們真誠希望能和你方建立業務量大并且持久的商務關系，你方大可放心，我們會一直盡力與你方保持良好的業務往來關系。謹啟Notes1.commercialadj.商業的，商務的commercialcounselor商務參贊commercialcounselor'soffice商務參贊處2.Embassyn.大使館3.beobliged表示“答應……的要求”或用作被動語態中時表示“使感激，感謝”

Wearemuchobligedtoyouforgivingussomuchadvice.我方非常感謝你方提出的這許多意見。4.dealer.n.商人交易人retaildealer;retailer零售商，wholesaledealer;wholesaler批發商dealn.貿易，經營makeadealwith與……做交易5.lightindustrialproducts輕工業品

finishedproducts制成品

semi-finished半制成品6.Competitiveadj.有競爭力的

Competitiveprice競爭性的價格Competitivecapacity競爭能力Competitivepower競爭能力Competitiveadvantage競爭優勢Competev.競爭Competewith/againstsomebody.forsomething為……事與……競爭Weshouldcompeteagainstothercompaniesinresearchanddevelopmentofproductsforfurtheradvancementinnowdays.如今我們為了進一步的發展應在產品的研制與開發方面和其他公司進行競爭。7.availoneselfof的意思是“利用”，avail后面加反身代詞，表示借此機會與你方接洽。8.enterinto……

表示“開始”、“簽訂……”或“建立……關系”enterintocontract簽訂合同enterintooperation開始運轉Wearewillingtoenterinto(establish)businessrelationswithyourfirmontheprincipleofequalityandmutualbenefit.我們愿意在平等互利的原則上與你方建立業務關系。9.inthemarketfor這個短語表示“意欲要買……”Weareinthemarketforlargequantitiesofcomputermainboardinlongterm.我們今后在很長一段時間要大量購進計算機主板。market在經貿信函中是一個很重要的詞，還有很多其他用法，例如：comeintothemarket（產品）上市，進入市場Wewillapproachyouassoonasthefreshfruitscomeintothemarket.一旦新鮮水果上市，我們馬上與你們聯系。findamarket找銷路，找市場Asyouragent,weareverysorrytoinformyouthatitisdifficulttofindamarketforyourarticlethisyear.作為你方代理人，我們很抱歉通知你方今年你們產品很難找到銷路。10.approachvt.同……接洽，同……聯系

Weshallapproachthemarketdepartmenttocleartheconcernedmatterimmediately.我們會馬上與經銷部接洽，并解決有關事宜。vi.臨近，靠近Thedateofdeliveryisapproaching,butwehavenotyetreceivedyourletterofcredittilltoday.交貨日期日益臨近，但我方到現在仍未收到你方的信用證。11.beinapositiontodosomething，表示“能夠做……事”與can是同義的，但注意不能當中的冠詞a改作the，而且后面只加動詞不定式。如：Ihopeyouareinapositiontoshipthegoodsaccordingtothesamplesstrictlyintime.我希望你方能準時按樣品裝運發貨。12.astate-ownedcorporation 國營公司astate-runenterprise 國營企業13.aroughideaof關于……的大致情況，對……有大概的了解Inordertogiveyouabriefideaofthevariouskindsofnewair-conditionerproducedinthisyear,wearesendingyouabrochureandapricelistunderseparatecover.為了讓你方大致了解我們今年所產的各種新型空調，我們另郵給你們說明冊和價格單。14.underseparatecover表示“另函郵寄”Wearesendingyoutheoperationmanualunderseparatecoverforyourfurtherreference.我們另函寄去操作說明供進一步參考。此外，還可以用byseparatepost(mail)表示類似的意思。Wehaveairmailedyouthebyseparatepostafullsetofsample-cuttingbookletforthecomingnewyear.我們為即將到來的新年另函郵去一套剪樣本。15.cataloguen.目錄16.quotation:報價，行情quotefavourableterms報優惠價17.reasonableprice價格合理18.throughthecourtesyof…承蒙……使我們得知……bycourtesyof蒙……許可，由于……好意，經由……的介紹類似的說法有：Weoweyournameandaddressto……Weareindebtedto…foryournameandaddress19.forthepurposeof為……目的或意圖Pleasesendusacollectionofspecimensforreferencepurposes.請寄給我們一組樣品作為參考。onpurpose故意的20.fallwithinthescopeofourbusinessactivity屬于我們業務范圍21.linen.行業，生意，買賣，商品種類，品種，航線fallinlinewith同意，符合Wedonotthinkwecanfallinlinewithyouintermsofunitpriceandshipment.關于單價和裝運事宜我方不同意你方意愿。outofline不相合Yourpriceiscompletelyoutoflinewiththecurrentmarket.你方價格與現行市場情況完全不符。beinlinewith按照Inlinewithcontract,weconfirmhavingsoldthecommoditiestoyouatlowestprice,butyoushouldarrangetheshipment.按照合同，我方確認以最低價格銷售給你貨物，但你方要負責安排裝運事宜。22.assure向……保證，允諾

assuresomebodyofsomethingWecanassureyouofourpromptshipment.

我們能保證及時發貨。

assuresomebodythat…Wecanassureyouthatwewillmakepaymenttimely.

我們向你方保證能按時付款。inconformitywiththoseyouordered.ExercisesⅠ.TranslatethefollowingtermsandexpressionsintoEnglish:1.潛在客戶 2.業務范圍

3．借此機會 4.另航郵寄

5．建立貿易關系 6.國營公司

7．商務參贊 8.資信狀況

9．意欲購買 10.享有盛譽Ⅱ.TranslatethefollowingChineseintoEnglish:1.我們愿與貴公司建立長期業務關系，以擴大我方產品在你們國家的銷量。2.我們從駐貴國的中國大使館商務參贊處得到貴公司的行名和地址，并了解到你方愿同我們建立貿易關系。3.貴公司產品物美價廉，經久耐用，享有盛譽，我們愿與你公司建立貿易關系，盼早復函.4為了使你們對我們的各種紡織品有一個大致的了解，另寄一份最新樣本和價格單，代你方參閱。5.我們是一家國營公司專營谷物產品出口已有多年，并且產品獲國外客戶好評。Ⅲ.TranslatethefollowingEnglishintoChinese:1.HavinghadyournameandaddressfromtheCommercialCounselor'sofficeoftheEmbassyofthePeople'sRepublicofChinain...,wenowavailourselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationsbyastartofsomepracticaltransactions.2.WearegiventounderstandthatyouarepotentialbuyersofChinesemachinetool,whichcomeswithintheframeofourbusinessactivities.3.Throughyourtradedelegationthatrecentlypaidavisittothiscountry,welearnedthatyou