Unit 3. Business letters. Business Letters. 3.1 Establishment of Business Relations 建立业务关系 3.2 Offer & Counter – Offer 报盘与还盘 3.3 Inquiry & Reply 询盘与回复 3.4 Claims & Compensation 索赔与赔偿 3.5 Order 订单 3.6 Letter of Credit (L/C) 信用证 3.7 Sales Letters 销售信函. Unit 4, Task 2. 3.1 Letter of
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Overseas Chamber of Commerce 海外商会 • Chinese Commercial Counselor’s Office in Foreign Countries中国驻外商务参赞处 • Trade Directories 贸易行的行名录 • Publication 出版物（E.g. Public Commerce Information Service, P.R. China 商务部出版的公共商务信息导报） • Business Houses of the same trade 同业商行 • Advertisement 广告 • Internet: www. Mofcom.gov.cn
Language Points • The Commercial Counselor’s Office 商务参赞处 E.g. Learning from the Commercial Councelor’s Office of our Embassy in your country that you are one of the leading importers of canned foodstuff.
How do you know the addressee's name and address? • Who are you ? • What is your products? • Where are you from? • Power of your company • Product ranges • Advantages & Promise • Wishes • Website & Contact information
Writing Tips Major Factors of Letters of EBR • Begin your letter by telling the recipient how his name is known to you • Provide necessary information about yourself • State your wish
Expresions Beginning by telling your purpose or how his name is known to you： • 在我们的客户的要求下，我们非常感激您能提供有关上述公司的相关资料。 • At the request of our client we would appreciate your providing us with any information you might have concerning the above mentioned company .
Expresions Beginning by telling your purpose or how his name is known to you： • 你的名字作为上述公司的重要商号参证刊登在四月1日的《纽约贸易时报》中，该公司正在我地区寻找有能力的经销商 。 • Your name was listed in the April 1 issue of The new York Trade Times as an important trade reference by the above company , which is seeking capable dealers in our area .
Expresions Provide necessary information about yourself： • 我们被誉为最可靠的滑雪商品制造商之一。 • We are reputed to be one of the most rliable skiing goods manufactures .
Expressions 享有极佳的声誉 enjoy an excellent reputation 信誉良好的公司 a reputable firm
New Words & Expressions deal in 从事，经营 =handle v. 经营 deal with… 跟…做生意 e.g. We have dealt in the export of washing machines for bout ten years. 我们从事洗衣机出口已经有很多年了。 We handle the import and export business of chemical products. 我们经营化工产品的进出口业务。 We wish to deal with you in this line. 我们希望在该行业与你们做生意。
Expresions State your wish : • 我们的客户，伦敦运动有限公司，有意与上述公司建立贸易关系 • Our client , the London Sports Co.,Ltd., has desire to enter into business relations with the above firm .
3.1 Establishing Business Relations(建立贸易关系) enter into business relations 建立贸易关系 还可以用：set up open up establish business relations or build up business connections New Words & Expressions
Expresions Ending with thanks : • 当然，任何信息将会严格保密；收到您的报告后，我方将非常高兴支付费用。 • Any information , of course ,is strictly confidential ,and expenses will be gladly paid by us upon receipt of your report .
Expresions Ending with thanks : • 我们向您保证所有信息将会严格报名。对于您的协助，当有相似机会我们将乐于施以回报。 • 非常感谢您一直以来的协助与合作。 • We assure you that all information will be kept in strict confidence . We will be very glad to reciprocate your assistance when a similar opportunity arises . • Thank you very much for your continued assistance and cooperation .
Writing Tips Major Factors of Respones Letters of EBR • Thanks for your contact • We are interested in your product • Requirement for details • Wishes • Contact information
Dear Sirs Thanks for your email received this morning. We have a plan to buy textiles in a large quantity. Pls offer your products catalogue and price list for reference. Each type should have detailed specifications. Wish to have successful cooperation and mutually benefits. Faithfully, Mr. Smith Global Trade Company, Textile Branch Tel: + 44-(0)-8707-353666 Fax:+ 44-(0)-8707-3536667 E-mail: Info@globaltrade.com Website: http://www.globaltrade.uk
Useful Expressions • Your firm has been recommended to us by the Chamber Commerce in New York, America. • .......美国纽约商会向我们推荐贵公司。 • We take the liberty of sending you the E-mail with a view of building up business relationship with your firm. • 我们冒昧给你方发E-mail，以期与贵公司建立业务关系。
Useful Expressions • We are willing to enter into business relationship 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关系。 • To acquaint you with the electronic goods we handle, we are sending you, by separate airmail, several handbooks for your reference. • 为了使你方了解我方所经营的电子产品，我们将另外函寄基本产品介绍的小册子供你方参考。
Useful Expressions • The...bank will give you any information you may require concerning our credit standing as well as our manner of doing business. ......银行能提供有关我方资信和业务措施的所有资料。 • We thank you for your E-mail offering your services and should like to discuss the possibility of expanding trade with you. • 谢谢你方的E-mail表示愿意提供服务，我方愿与你方就扩大贸易的可能行进行讨论。
Translation Practice 敬启者： 此地的中国银行海外部推荐贵公司为销售贵国的轻工产品有意与中国公司建立业务关系。 我们请您寄给我们详细的资料及产品的价格，我们将会很愉快的研究在我方市场的销售可能性。 盼回复。我们将认真考虑任何能带给我们双方业务的建议。 诚挚问候。
Translation Practice Dear Sirs The foreign Department of the Bank of China here has recommended your corporation as being interested in establishing business relations with Chinese corporation to sell light industrial products of your country.
Translation Practice We invite you to send us details and prices of your products, and we shall gladly study the sales possiblities in our market.
Translation Practice We shall always be very happy to hear from you and will carefully consider any proposals likely to lead to business between us. Yours truly
Inquiry • An inquiry is a request for information • They invite a quotation or an offer for the goods they want or just ask for some general information about those goods 询盘是指交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。
Two Kinds of Inquiry A general inquiry（普通询盘） The buyer ask for general information he needs, such as a catalogue（目录）, a price list or quotation sheets（价目表或报价单）, a sample（样品）, an illustration（图片）, etc.
A specific inquiry（具体询盘） The buyer points to the products he wants, such as the name of the commodity（商品名称）, the specifications（规格）, the quantity（数量）, the unit price FOB or CIF（单价）, the time of shipment（装船期）, the terms of payment（支付方式）, etc.
On Payment Terms • L/C (Letter of Credit): 信用证 • T/T (Telegraphic Transfer): 电汇 • D/A (Documents against Acceptance): 承兑交单 • D/P (Document against Payment): 付款交单
On Shipment Terms • G.W (Gross Weight): 毛重 • N.W (Net Weight): 净重 • B/L (Bill of Lading): 提单 • ETA (Estimated Time of Arrival): 预计到达时间 • PO (Purchasing Order): 订单
A Letter of Enquiry 一般询价信写四或五段 Source of information Reason for enquiry Asking for information of the product you want: price, list, and catalogue Giving references Further business s r a g f
Expressions Start your letter : • 非常感谢您与我们的广泛合作 • Thank you very much for your extensive cooperation with us. • 谢谢，已收到贵方的商品价格 • Thanks. Having heard from you the price of the goods. • 很高兴告知贵方我方需要这些商品 • Glad to inform you we are in demand of the goods. • 谢谢良好关系。我方想向贵方了解更多的信息 • Thanks for the good relations . We want to hear mor information from you .
Expressions Tell people that you want to buy their products : • 希望我们以购买这批商品开始达成合作。 • Hope to reach a successful cooperation. We begin with the purchase of the goods. • 我们希望销售成功 • We hope to have a successful selling • 对您提供最新的目录和样板深表感谢。 • You are much appreciated for a supply of the latest catalog and samples. • 我方非常感谢贵方最低的上海到岸价 • We will appreciate your lowest price CIF Shanghai.
Expressions End your letter: • 我们将重复下订单。 • We will place repeat orders with you in the future. • 对贵方及时的答复深表感谢 • Your prompt reply is much appreciated. • 希望尽早回复 • Hope to have a early reply. • 我们期待商品的成功销售。 • We wish a successful dealing in the goods.
