普通高等教育十一五国家级规划教材,Chapter 2 Establishing Business Relations,普通高等教育”十一五”国家级规划教材,Business knowledge The Study of Letters Case 1 Case 2 Case 3 Case 4 Case 5 Exercises,Structure,普通高等教育”十一五”国家级规划教材,Business Knowledge,(1)Banks (2)Chambers of Commerce both at home and abroad(国内外商会) (3)Trade Directory（贸易名录） (4)Chinese Commercial Counselors Office in foreign countries(中国驻国外商务参赞处),Channels for Obtaining Information About a New Firm,普通高等教育”十一五”国家级规划教材,Channels for Obtaining Information About a New Firm,(5)Advertisements in newspaper or periodicals (6)The introduction from his business connections /Recommendation by others, such as his subsidiaries (子公司)or branches, agents abroad (7) The market survey,普通高等教育”十一五”国家级规划教材,Channels for Obtaining Information About a New Firm,(8) Visit abroad by trade delegations and groups (9) Attendance at the export commodities fairs (10) Internet,普通高等教育”十一五”国家级规划教材,普通高等教育”十一五”国家级规划教材,The Chinese Export Commodities Fair,The Chinese Export Commodities Fair,普通高等教育”十一五”国家级规划教材,The Chinese Export Commodities Fair,普通高等教育”十一五”国家级规划教材,letters aiming at establishing business relations,The source of information (how you learned of this company); Brief introduction to your own company (lines of your business, little “advertising” on your products or service);,普通高等教育”十一五”国家级规划教材,letters aiming at establishing business relations,3. The intention of writing the letter. 4. Expressing the expectation of cooperation and early reply（表达与对方合作和早日收到回复的愿望）.,普通高等教育”十一五”国家级规划教材,Case 1,宁波兴隆公司于1990年成立，主要从事电动玩具的生产与出口，想与澳大利亚悉尼约翰史密斯公司建立业务关系，随函寄宣传册一本。 从事电动玩具的生产与出口 建立业务关系 随函寄宣传册一本,Key points,普通高等教育”十一五”国家级规划教材,Useful Expressions,electronic toys prospective buyer fall within our business line business relations 5. business scope 6. conclude business 7. upon receipt of,电动玩具 预期的（可能的）买主 属于我们的经营范围 业务关系 经营范围 达成交易 收到,普通高等教育”十一五”国家级规划教材,Useful Expressions,8. goods available 9. brochure 10. make a quotation 11. submit a quotation 12. state-owned corporation 13. private company,可供商品 小册子 报价 提交报价 国有企业 私营企业,普通高等教育”十一五”国家级规划教材,Useful Sentences,1. This articles fall within our business line. 2. We are enclosing our sales contract in two copies. 3. Enclosed please find two copies of our sales contract. 4. Enclosed are two copies of our price-lists. 5. Please quote us your lowest price. 6. Our company is a prospective buyer of Chinese electronic toys.,普通高等教育”十一五”国家级规划教材,Ningbo Xinglong Co., Ltd. 120 Xingning Road, Ningbo 315000,China July 28, 2005 Messrs. John Smith & Co. 180 Edwards Street Sydney 1000, Australia Dear Sirs, Your company has been recommended to us by Messrs. Willington & Co., Sydney, Australia, as a prospective buyer of Chinese electronic toys. As this item falls within the business scope of our company, we are pleased to enter into business relations with you at an early date.,Letter One,普通高等教育”十一五”国家级规划教材,Letter One,To give you a general idea of various kinds of electronic toys now available for export, we enclose a brochure. Quotations will follow upon receipt of your specific enquiry. We look forward to hearing from you soon. Yours faithfully, Wang Xiaoqiang,普通高等教育”十一五”国家级规划教材,Notes to Letter One,Your company has been recommended to us by Messrs. Willington & Co. Ltd., as a prospective buyer of Chinese electronic toys. 威灵顿有限公司已将贵公司作为中国电动玩具 的预期买主介绍给我们。 1）has been recommended to us是被动语态结构，意为“被介绍给我们”。 2）“由某处得知某人的姓名和地址”的英文表述方式如下：,Next page,普通高等教育”十一五”国家级规划教材,learn/know/obtain/note ones name and address from owe ones name and address to through the courtesy of on the recommendation of be recommended /introduced/given to sb. by,Notes to Letter One,普通高等教育”十一五”国家级规划教材,2. The use of Messrs (a) courtesy title (b) used only in the case of a firm named after one or more persons,Notes to Letter One,Next page,普通高等教育”十一五”国家级规划教材,It is not used in any of the following cases: When an individual is addressed (写给个人的信) (b) When the title is impersonal(非人称行号) (c) When a courtesy title is already included（礼节尊称已经包括在公司行号名称之中） (d) When the title begins with the (以冠词the开头的行名）,Notes to Letter One,普通高等教育”十一五”国家级规划教材,3. and Company （公司名称中的）其他关系人；公司股东 e.g.: Robinson and Company 罗宾逊公司 4. fall (lie/to be) within the business scope of/fall within the business line of/fall within the scope of ones business activities/come under the business scope of 属于的经营范围,Notes to Letter One,普通高等教育”十一五”国家级规划教材,5. enter into business relations with/establish/build/set up business relations 与建立业务关系 enter into: start upon, begin to take part in,Notes to Letter One,普通高等教育”十一五”国家级规划教材,6. give you a general idea 概要向你介绍一下 make you a brief of, to acquaint you with detailed information, full details 详细情况 7. available for export: ready for export 可供出口的 available: obtainable,Notes to Letter One,普通高等教育”十一五”国家级规划教材,8. enclose 附上 to enclose (or under cover) 随函附上 to enclose under separate cover另函附 上 9. quotation 报价 make/send/give sheet报价单,Notes to Letter One,普通高等教育”十一五”国家级规划教材,10. on upon receipt of 一.收到, 接收 Upon receipt of your instru