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Chapter 2
Establishing Business Relations（建立业务关系）
目的：了解如何撰写建立最初的业务关系的信函，同时如何对客户的资信情况、经营范围进行调查。 进出口双方可以通过以下渠道来相互了解： （1）银行（Bank）（2）商会（Chamber of Commerce）（3）商务参赞处（Commercial Counselor’s Offices） （4）交易会和展览会（Export Commodities Fairs & Exhibitions） （5）广告（Advertisement）（6）商业目录（Trade Directory）（7）其他渠道:网络、代理商等 写信要点（Writing Skills）
1信息来源：告诉对方我方是如何获悉对方的地址和经营范围的。 2写信目的：表示我方有与对方建立业务关系和合作的强烈愿望。 3本公司概述：介绍本公司的性质、基本业务情况和经营范围。 4产品介绍：说明希望推销或购买的产品。
5必要时可向对方提供资信证明人，以便对方了解我方的资信情况。 6要求寄送有关资料和表达愿望：附寄公司简介、商品目录、价目表和小册子等，以便对方全面了解我方信息。 *建立业务关系信函的写作步骤及常见表达方式：
（1） 说明信息来源（告知对方你从何种渠道得知对方公司的情况）我们从??得知；通过??我们了解到
Your company has been kindly introduced to us by?（贵公司由??介绍给我们。） We learn through/from?that?（我们通过??得知??。） On the recommendation of ?（由??推荐??）
(1) Your firm has been kindly recommended to us through the courtesy of the Chamber of Commerce .
承蒙贵国商会的介绍，我公司得知贵公司的情况。
(2) We have obtained your name and address by the Commercial Counselor’s Office of the Indian Embassy in Beijing and understand that you would like to establish a business relation with us.
我们从印度驻北京大使馆商务参赞处得知贵公司的名称和地址，并获悉贵公司愿同我们建立业务关系。
(3) We learn your company from the Internet that you are one of the leading manufactures in this line. 我们从网上了解到贵公司是这一行业的主要生产商之一。
(4) Having had /obtained the name and address of your company from ABC trading Company ,we know that you deal in textiles.通过ABC贸易公司的介绍，我们得知贵公司的名称和地址，并获悉你方经营纺织品。
（2）对你的公司做简单的介绍（例如公司的业务范围等）
We wish to introduce ourselves to you as a ?（我们把自己作为??介绍给你们。） Our lines are mainly?（我们主要从事??。）fall within 应列入?范围内 ?fall within our business activities.（??属于我们的经营范围。）
Articles of this kind fall within the scope of our business activities. 此类商品在我方经营范围之内。
(1) We have the pleasure of introducing ourselves to you as one of the leading importers in the chemical line.我们有幸自荐，我们是经营化学产品的主要进口商之一。
(2) We are a stated-owned corporation, engaged in exportation of following articles.
我们是一家国有企业，经营以下商品的出口业务
(3) We are given to understand that you are potential buyers of Chinese Green Tea, which falls in the scope of our business activities.据了解，贵公司是中国绿茶的潜在买主，而中国绿茶属于我们的经营范围。 (4) This corporation handles/deals/specializes in the import and export business of Chinese Silk Goods. 本公司经营/专营中国丝织品的进出口业务。
(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country.现函告：我公司为食品大经销商，在国内拥有大批客户。
（三）表达写信目的：建立业务关系
We are willing to enter into business relations with you.（我们愿意和贵方建立业务关系。） We express our desire to ?（我方愿意??。）We are desirous of ?（我方愿意??。） We are now writing you for ?（我们现写信愿意??。）
(1) We are writing to you in the hope of entering into business relations with you. (2) We are writing to you and willing to open up a business relation with you. 兹写信给贵公司以期与贵公司建立业务联系。
(3) We would like to take this opportunity to establish business relations with you.
我们愿借此机会与贵公司建立业务联系。
（四）表达与对方合作及早日收到回复的愿望
We look forward to receiving?（希望早日收到??。）Hope to receive ?（希望收到??。） Your early reply is appreciated.（盼早复。）We are anticipating your answer.（盼早复。）
（五）要求寄送/主动寄送有关资料
(1) Please send us your catalogue and quotations.请给我们寄你公司的商品目录和价目单.
(2) We have airmailed samples of our new articles for your reference under separate cover. 我们另航空邮寄新品种的样品供你方参考。
(3) We would appreciate it if you could send us an up-to- date price list for your electric products.
你们若能寄来一份电子产品的最新价目表，我们将非常感谢。
(4)We shall appreciate your catalogues and quotations.如能寄你公司的商品目录和价目单当十分感谢。 (5)We’ll be pleased to have your catalogues and quotations. 我们将非常乐意收到你公司的商品目录和价目单。
回复建立业务关系信函的写作步骤及常见表达方式： （1） 感谢对方对你公司的兴趣 Thank you for ?（感谢你方??。）Thank you for your interest in ?（感谢你们对??的兴趣。） We have received ?（我们已收到贵方?）
Your letter of August 8 has been received with thanks.（感谢贵方8月8日的来信。） （2） 表示对对方建立业务关系意愿的兴趣
Your wish of establishing business relations coincides with ours. 你们建立业务关系的愿望和我们不谋而合。） This is also our desire.（这也是我们的愿望。）
We shall be very glad to enter into business relations with you.（我们将非常高兴与你们建立业务关系。） （3）表示采取进一步的行动
We are sending you our catalogue and pricelist?（我们将给你方寄去我们的目录和价格表。） We shall be glad to have your specific inquiry.（我们将很高兴得到你方的具体询价。）
例子： Letter1 An Introduction of an Exporter
贵公司主要从事农产品的出口业务，想与澳大利亚的某企业建立业务关系，随函附寄出口产品目录和价格表各一份。 1.从事农产品的出口 2.建立业务关系 3.出口产品目录和价格表各一份 Dear Sirs,
We owe your name and address to the Commercial Counselor’s office of AustralianEmbassy in Shanghai who have informed us that you are in the market foragricultural product.
We are an individual-owned enterprise, handling export of agricultural product. Wewish to establish trade relationship with you by the commencement of somepractical transactions. In order to acquaint you with our agricultural products available now for export, weenclose a catalogue and a price list for your reference. Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. We look forward to receiving from your specific enquiries. Yours faithfully,
CHINA AGRICULTURAL PRODUCT EXPORT CORPORATION XUZHOU BRANCH (signature) Bruce Wang
Director Encl.
Notes to Letter One
1. We owe your name and address to??承蒙??告知贵公司地址和名称。
2. Commercial Counselor’s office of Australian Embassy 澳大利亚商务参赞处 3. in the market for something 是书面语言，表示想买进某物。
除此以外，in the market for something 也可以引申于“乐于接受某物”。 in the market 想要买（或卖） 4. inform 通知，告诉，报告5. individual-owned enterprise 私营企业6. Export (单) 出口；（复）出口货 7. acquaint sb with/of sth； acquaint sb that 使某人熟悉，使了解，使认识
We are well acquainted with the market condition in American.我们对美国市场行情很了解。 8. We enclose a catalogue and a price list for your reference. 我们随函附寄产品目录和价格表各一份，供参考。
9. Should any of the items be of interest to you, please let us know。 如贵方对我们的产品感兴趣，敬请告知。
10. upon/on receipt of ??. 一旦收到??即??
Upon receipt of you instructions we will send the goods.一收到你方通知，我方即发货。
例子 Letter 2 A Reply from an Importer
澳大利亚某公司长期从事进口农产品，收到中国出口商的来信后，对中国农产品很感兴趣，因此写信给贵公司要求建立业务关系，并希望得到关于大豆作物的详细介绍。（或由于一些原因无法建立业务关系，希望以后合作。） 1.从事农产品的进口2.解释目前无法建立合作关系的原因3.建立贸易关系4.期待以后的合作5.咨询大豆作物 Dear Mr. Bruce Wang,
Thank you for your letter of September 6, 2010 from which we learn that you are doing the business of agricultural product. We shall be glad to establish business relations with you.
We are interested in buying variable beans. We would like you to send us details of your beans, including colors and prices, and also samples of the different colors.
We look forward to a productive trade and the opportunity to work together with you in the future. We await your early reply.
Yours faithfully, (Signature) Amy Harry
(此信件为针对第一封信的positive 回复)
(B) A negative reply to the above Dear Mr. Bruce Wang,
Thank you for your letter of September 6, 2010 showing you interest in doing business with us. We really appreciate your interest.
However, we very much regret that we are not in a position to establish business relations with you at present. We currently have another company as our agricultural products supplier in Suzhou. According to the contract conditions, we are banned from importing agricultural products from other companies.
As this is not an appropriate time to cooperate with your company, we would like to wait. But we will keep your letter on file and will get in touch with you when this contract expires. We hope that we have the chance to cooperate in the near future. Yours faithfully, (Signature) Amy Harry
Notes to Letter Two
1. We look forward to a productive trade and the opportunity to work together with you in the future.我们期望达成卓有成效的贸易，并能有机会在未来合作。
2. We highly appreciate your kind cooperation.我们十分感激你方的合作。
3. be in a position to do sth.（其处境）有权，有资格，有办法，能够（做某事）
4. We will keep your letter on file and will get in touch with you when this contract expires. 我们将保留你方信函，待合同到期后再与你联系。
5. We hope that we have the chance to cooperate in the near future.我们真心希望未来能有机会合作。
例子 Letter 3 An introduction of an Importer该公司对中国公司农产品感兴趣，并从中国日报得知中国这家公司的联系方式，该进口公司写信给中方公司，表达希望合作的意愿。 Dear Sir,
We have obtained your address in the China Daily and are now writing you for the establishment of business relations.
We are very well connected with all suppliers of agricultural products. Now, we are very interested in your beans and wheat and feel sure we can sell large quantities of them if we get your offers at competitive prices.
For our credit standing, please refer to the following bank: The Bank of Australia and New Zealand, Australia. Your immediate reply would be highly appreciated. Yours faithfully, (Signature) Amy Harry
Notes to Letter Three
1. be connected with? 与?保持联系（络）
2?get your offers at competitive prices? 得到具有竞争力的报价
3. Please refer to the Bank of China, Suzhou Branch for our credit standing. = For our credit standing, please refer to the Bank of China, Suzhou Branch. 请向中国银行苏州分行查询我方资信情况。 4. The Bank of Australia and New Zealand 澳新银行
5. Your immediate reply would be highly appreciated.若蒙贵公司及时回复，将不胜感激。
例子 Letter 4 A Reply from an Exporter
出口商回信后表示愿意合作，并提供最新的豆制品目录和价格表，并提出他们所接受的支付方式。愿意建立贸易关系。 1.目录和价格表2.支付方式 Dear Sir,
Your letter of October 27, 2010 addressed to our Shanghai Branch Office has been passed on to us for attention and reply. We shall be pleased to enter into trading relations with you.
In compliance with your request, we are sending you, under separate cover, our latest catalogues and pricelist covering beans.
Payment should be made by an irrevocable and confirmed letter of credit. If you feel that business is possible, please contact us for specific offers.
Your effort and reply is greatly appreciated. I look forward to a successful business relationship in the future. Yours sincerely, (signature) Bruce Wang
Notes to Letter Four
1. Your letter of October 27, 2010 addressed to our Shanghai Branch Office has been passed on to us for attention and reply. 你2010年10月27日寄到我们上海分公司的信已送达并回复。 2. in compliance with?? 依从，按照，该短语多在句中引导状语
In compliance with your request, we are sending you, under separate cover, our latest catalogues and pricelist covering beans.按照你的要求，现另封邮寄我方豆类的最新目录和价目表。
3. under separate cover 另封邮寄4. covering 关于，有关的6. specific offers 具体报价 5. an irrevocable and confirmed letter of credit 不可撤销的保兑信用证
例子 Letter 5 Credit Inquiry公司向对方提供的资信证明银行进行关于对方的资信调查。 Dear Sir,
Your name has been given to us as a credit reference by Farmer Food Corporation, 5 Victoria Street, Brisbane, who wants to enter into business with us. We should be highly obliged if you could let us have your opinion on their reputation and their financial standing.
Any information given to us will be surely treated in strict confidence. We thank you in advance for your courtesy. Yours faithfully, (signature) Bruce Wang
Notes to Letter Five
1. credit inquiry资信调查
2. Your name has been given to us as a credit reference by??告知我公司，贵行是其资信证明人
3. We should be highly obliged if you could let us have your opinion on their reputation and their financial standing.若贵行能提供对该公司信誉及资金状况的意见,将不胜感激。
4. Any information given to us will be surely treated in strict confidence. We thank you in advance for your courtesy.我公司保证对贵行提供的任何资料严格保密。在此对贵行的帮助预致谢意。
*Useful Expressions