LESSON ONE Establishing Trade RelationsCorrespondence (1)April 25,1996Ningbo Textiles United Import & Export Corp. 207Kaiming St.Ningbo 315000, Zhejiang P.R.C.Dear Manager:You were recommended to our company by the Bank of China, New York Branch, which told us that you export Chinese textiles and cotton piece goods.Our company imports general merchandise. We have done/been in business since 1935, and therefore have wide experience in all the lines we handle.Our bankers are Chase Manhattan Bank and the Hongkong &. Shanghai Banking Corporation of Hongkong. (HSBC) They can provide you information about our business and finances.Please inform us of your trade terms and forward samples and product brochures. We look forward to a productive trade.Sincerely.Michael S. Barnwell ManagerMSB/sh (2)BEATTY Ltd.1095, Avenue of Hersham Walbridge-on-Thames Surrey, UK Office of the Manager Oct.20th, 1996Housewares Department Zhejiang Light Industrial Products Import & Export Corp.233Tiyuchang RD. Hangzhou 310009, Zhejiang P.R.CDear Housewares Department: Your companys name has been given to us by the Chamber of Commerce (ICC) of London. We wish to buy porcelain tea and coffee cups and saucers of different shapes fully decorated with flowers or other designs. If you can supply this type of merchandise, kindly/please airmail us a sample cup. Also, please enclose your price list and all suitable illustrations.We await your early reply.Sincerely,Catharina E.de Jonge Manager CEDms (3)March12, 1996International Trading Co. Ltd. 34 Acadia Bay Winnepeg, Manitoba R3T3H9 Canada CHINESE TABLECLOTHS We learned from the Commercial Counsellor of our Embassy in Ottawa that you deal in tablecloths. We sell Chinese tablecloths. They are of good quality and have fine workmanship. Chinese tablecloths are very popular in Europe. We would like to work with you to market them in Canada. We are sending you under separate cover by airmail a copy of the latest catalog. Please let us know if there are any items/cargos which are of interest to you and we will send you quotes and samples. We hope to hear from you soon.Zhou YanmingManagerZhejiang Textiles Imp and Exp.Corp.NotesHow to establish trade relations with foreign corporations? establishing trade relations 建立贸易关系。在国际贸易中，进出口商通常可利用银行（Banks）,商会（Chamber of Commerce）,工商行名录（Trade Directory）,广告(Advertisements),商赞处(Commercial Counselors Office),商界朋友（Friends in Business Circles ）等获取信息，或通过自我介绍，建立贸易业务往来。Internet/fairs/customs authorities，etc.Cf. establish business relationsenter into direct business relations建立直接贸易关系2Correspondence信函，commercial/business correspondence商业书信Private letters通常的书信格式（styles）大体可归纳为三种，每个公司或撰稿人可选择使用。1. 齐头式（block style）:每行都从左边开始，取齐，成一垂直线。如本单元第一封信。2. 缩行式（indented style）：每段开始一般缩入5个英文字母。段与段之间要用双行距。日期打在信笺的右上端，签名放在中间偏右下方，力求整封信的布局显得匀称美观。如本单元第二封信。3 简易式（simplified style ）：大体与齐头式相同，但删去称呼和结束语，把事由（subject line ）作为信内的一个组成部分。这种格式简略掉商业书信中传统的组成部分，突出了主题。如本单元第三封信。3 Inc .incorporated 美，加股份有限公司cf .Co, Ltd.= Company, Limited4. Corp. corporation 公司，美有限公司5Dear Manager: 称呼（salutations）是英语商业书信开头的客气语，常用,Dear的形式，后接冒号（：），逗号（，），或不用任何标点符号。 近年来，随着国际贸易和英语语言的发展，商业收信出现了标准的，可接受的称呼： Dear Mr.Martin:/Dear Mrs.Martin:/Dear Russ,/Dear Joanne,用名字（first name）作称呼时，可用逗号代替冒号。如果不知道对方姓名时，应竭力避免使用陈词（clich）或过时（out-of-date）的行话（jargon）.如： Dear Sirs/Dear Sir/Dear Madam/To Whom It May Concern/ Gentlemen现代商业书信中，亦常用下列称呼：Dear Canned Food Department/Dear Manager Import Department如果你知道对方姓名，而不知其性别，建议用其全名（full name-first and last）。如：Dear Allen Smith/Dear Terry Jones上述称呼只是书信中一个组成部分。商业书信的组成部分（14 components）可分为：1. 信笺，信头和发信人地址（stationery and letter head/return address）：如果信笺不是印好的，不要忘掉打上发信人地址。2. 发信日期（date line）:日期的写法主要有两种形式：（a）July 2nd,1996 July 2, 1996（b）2(nd)July1996 2, July 19963) 封内地址（inside address）：即收信人姓名，公司名称及地址。4) 称呼（salutation）5) 事由（subject line）6) 正文（body）7) 结束语(complimentary closings)8) 签名(signature)9) 参考代号/编号(reference initials)10)附件 (enclosure)11)附言/再启 (postscript) P.S. 12）attention line13）carbon copy 抄送副本 C/C C.C14) caption 摘要Seven Essential Parts：1. Letter head2. Date3. Inside address 4. Salutations5. Body of letters6. Complimentary close7. SignatureSeven Additional Parts:8. Reference number9. Particular address10. Letter subject11. Identification marks/ initials12. Enclosure remarks13. Carbon copy notation14. Postscript / P.S.6. The Bank of China,New York Branch中国银行纽约分行7Cotton piece goods 棉布；piece goods 匹头，布匹8General merchandise “杂货”，但不是“杂”项货物，而是相对大宗散装干货（如谷物，矿砂等）的液体散装物（如原油，汽油）等而言的普通有包装货物。Merchandise (总称)商品，货物。9Line: ones trade of occupation,or the things he deals in.e.gWhats his line?We have completed many successful transactions with Oriental Horizons Inc.in this line of busi