英文外贸函电第二章

1《英文外贸函电》教案西安外国语大学高职部教案专用页内容（标题）UNITTWOLETTERSOFESTABLISHINGBUSINESSRELATIONS课课时2教学目的与要求Theestablishmentofbusinessrelationsisoneoftheimportantundertakingsinthefieldofforeigntrade.Theaimofthisunitistomakestudentsunderstandhowtoestablishnewbusinessrelationsandkeepoldones.重点难点及其处理1.Techniquesinourenquiry;2.Pointsmustbeobservedintherepliestotheenquiry;3.Positivity,neutralityandconditionality;4.PositiveSandwichPrinciple.教学方法案例教学、小组讨论参考文献【1】樊红霞、汪奠才主编：英文外贸函电，外语与教学研究出版社，2007年9月第1版。【2】尹小莹、杨润辉编著：外贸英语函电，西安交通大学出版社，2008年6月第4版。【3】刘志伟主编：国际商务函电及沟通，对外经济贸易大学出版社，2005年8月北京第1版。课外作业及要求1.ExercisesVII.OnP.40.2.TranslatethefollowingsentencesintoEnglish.1)我公司是该地区电子产品的主要进口商之一。我们借此机会与贵方接洽，希望与贵方建立贸易关系。2）我公司经营机械设备的进出口业务已多年，我们的产品在许多国家享有盛誉。3）承蒙我国驻北京大使馆商务参赞介绍，得悉贵公司名址。4）有关我方资信状况，请向中国银行上海分行查询。2教学内容：I.GeneralIntroduction(5’)Establishingbusinessrelationsisthefirststeptodeveloptradeties.Asuccessfulbusinesspersonisabletogetnewopportunitiesforthecompanyheorsheworksfor.Sincebusinessgrowthandexpansionlargelydependontheestablishmentofbusinessrelations,writingappropriatebusinessletterinthisrespectisvitallyimportant.Toestablishbusinessrelationsistoknowaboutyourclientsintermsofbusinesslinesandcapacities,financialcredit,andtheintentiontomakecontacts.Ininternationaltrade,onemayestablishbusinessrelationswithcompaniesinothercountriesthroughsuchchannelsasbanks,chamberofcommerce(商会),tradedirectories(贸易通讯录),businessassociates(商业伙伴),commercialcounselors’offices(商业顾问),commercialofficeofembassies(大使馆商务处),advertisements,exhibitionsandtradefairs(展览会和商品交易会),marketsurveys(市场调查),recommendationsbybusinesspartnersorclients(商业伙伴或客户的推荐),andothersources.Whenwritingalettertostartbusinesswithanothercompany,youaresupposedtotellyourreadershowyougetthisaddressandwhatyourbusinesslineis,thenstateyourpurposeandrequest,andfinallyexpressyoursincerewishtocooperateinfutureandyourhopetogetafavorablereplysoon.Ifyoureplytoaletterofthiskind,youshouldtrytoanswerallthequestionswithnecessaryinformationtheotherpartrequired.Pleaseremembertoreplypromptlyandpolitelyevenifyouareunabletomeettheneeds.Thereasonsshouldbemadeclearsoastoleavespaceforfuturecooperation.II.LettersforEstablishingBusinessRelations(60’)1.ToaChamberofCommerceDearSirs,Wedesire1toexpandthebusiness2wedowithMiddleEastcountries,andwouldbemostgratefulifyoucould3provideuswithalistofreliablebusinessconcerns4inyourareawhomightbeinterestedinimportingChineseelectronicproducts5.Weareawell-established6exporterofallkindsofChinesegoods,especiallyelectronicandhi-fiproducts7(seeenclosedcatalogs).Havingbeeninthisline8formorethan30years,weareconfidentwecangiveourcustomerscompletesatisfaction.Asto9ourcreditandfinancialstanding10,wereferyouto11theBankofChinaandtheChamberofCommerceinGuangzhou.Wegreatlyappreciate12yourhelpandearnestlyawaityourreply.Yoursfaithfully,WangFangWangFangExportManagerChinaNationalElectronicImp.&Exp.South-ChinaCorp.Notes:31.desiretodo(=expecttodo)2.expandthebusiness(with)扩大（与……的）业务3.Wewouldbemostgratefulifyoucould…如贵方能……，我方将不胜感激。(grateful=thankful)4.(business)concern(=company;firm)5.electronicproducts电子产品(electricalproducts电气产品)6.well-established(=havingarespectedpositionbecauseofbeingsuccessfuloveralongtime)7.hi-fiproducts高保真产品8.(beinthis)line行业，行当9.asto(=withrespectto;relatingto;regarding;concerning;withregardto;inregardto;asregards)10.creditandfinancialstanding资信及财务状况(creditstanding资信状况,financialstanding财务状况)11.refersb.to…(advisesb.toresortto…fortherequestedinformation)12.appreciate(=tobegratefulforsth.thatsb.hasdone)参考译文：1.给商会的一封信敬启者，我公司希望扩大与中东国家公司的业务。如贵商会能为我公司提供一份贵区域内可靠的可能会对进口中国电子产品感兴趣的企业名单，我公司将不胜感激。我公司是一家享负盛誉的各类中国商品、尤其是电子及高保真产品（见所附目录）的出口公司。我公司经营该产品已达30多年之久，我们有信心可以给我们的顾客以十分的满意。关于我公司的信贷债务信誉和财务状况，请向中国银行和广州商会查询。我公司非常感谢贵商会的帮助！真诚期待贵方的回复！谨上王芳王芳出口部经理中国电子进出口华南公司2.AnExporter’sProposaltoStartBusiness(10’)4DearSirs,YouwererecommendedtousbytheBankofChina,LoaAngelesBranch,asalargeimporterofballbearingsintheUSA1.Wearewritingtoyouwithakeen2desiretoopenanaccountwithyou3.Wehaveestablishedourselvesforovertwentyyearsasageneralexporterandimporter.Aswehavecloseconnectionswith4first-class5manufacturers6inChina,weenjoyaspeciallyadvantageouspositionin7ballbearingindustry8.Astotermsofpayment9,wewilldraw10onyouropeningbank11at30d/s12underanirrevocableletterofcredit13.Foranyinformationastoourcreditstanding,pleasereferto14theBankofChina,ShenzhenBranch.Wearelookingforwardtoyourearlyandfavorable15reply.Yourstruly,ZhangHongZhangHongSalesManagerNotes:1.Youwererecommendedtousby…as….承蒙……的推介，获悉贵方是…。2.keen(=strongordeep)3.openanaccountwith…(=establishbusinessrelationswith…)4.havecloseconnectionswith…与……联系紧密；与……关系密切5.first-class(=inthebestgroup)6.manufacturer生产商；制造商(supplier供货商,wholesaler批发商,retailer零售商,distributor分销商，contractor承包商,developer开发商,exporter出口商,importer进口商,agent代理商)7.enjoyaspeciallyadvantageouspositionin…在……居于尤其有利的地位8.industry行业9.termsofpayment支付条款；付款条件10.draw开立11.openingbank开户行12.at…d/s(=at…daysaftersight)13.irrevocableletterofcredit不可撤销信用证(=Firmcommitmentbyanissuingbanktopayanacceptingbankaspecifiedsuminaspecifiedcurrency,providedthecondit