1、Unit1 Establishing Business Relations函电 (1)Subject ：Self-introductionDear Sirs,We owe your name and address to the Commercial Counsellors Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles.We avail ourselves of this opportunity to approach you for t
2、he establishment of trade relations with you.We are a state-operated corporation,handling both the import and export of Textiles. In order to acquaint you with our business lines,we enclose a copy of our Export List covering the main items suppliable at present.Should any of the items be of interest
3、 to you,please let me know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.In our trade with merchants of various countries,we always adhere to the principle of equality and mutual benefit. It is our hope to promote,by joint efforts,both trade and frien
4、dship to our mutual advantage.We look forward to receiving your enquiries soon.Yours faithfully,Encl.函电 (1) - 注解 A1. owe to 把.归功于例句: We owe your name and address to .2. Commercial Counsellors Office 商务参赞处3. be in the market for 想要购买例句: We are in the market for Groundnuts.be in the market 要买或卖例句: Ple
5、ase advise us when you are in the market.4. avail oneself of 利用 .例句: We avail ourselves of this opportunity to express our thanks to you for your close cooperation.5. approach v. 与接洽例句: We have been approached by several buyers for the supply of walnuts.6. state-operated corporation 国营公司7. handle v.
6、 经营例句: This shop handles paper and stationery.8. acquaint sb. with sth. 使某人了解某事例句: You will have to acquaint us with the details.9. line n. 行业 ; (一类) 货色例句: We have been for many years in the chemical line.This is a good line of hardware.10. enclose v. 随函附上例句: We enclose a copy of our pricelist.Pleas
7、e refer to the pricelist enclosed with (or : in) our letter of August 5.Enclosed please find a copy of our pricelist. (Or: Please find enclosed a copy of our pricelist.We believe you will find the enclosed interesting.enclosure n. 附件 (信内有附件时,常用 Encl. 或 Enc. 注明与信末坐下角,如例文.)例句: We thank you for your le
8、tter of April 15 with enclosures.函电 (1) - 注解 B11. covering 包括的 , 涉及的 , 有关的例句: Please let us have your pricelist covering your typewriters.12. sth. be of interest to sb. 使感兴趣 , 有兴趣例句: This article is of special interest to us.注意区分: sb. be interested in sth.13. upon (or : on) receipt of 收到后 (即)例句: On
9、(or : Upon) receipt of your instrucions we will send the goods.14. requirement n. 需要 ; 需要之物例句: We can meet your requirements for (or: of) Walnutmeat.15. trade n. 贸易 ; 行业例句: They have been in the wool trade for quite a number of years.trade v. 从事贸易 ; 做生意 ; 经营例句: They trade in cotton piece goods with
10、many countries.16. adhere to = stick to 忠于 ; 坚持例句: We always adhere to our commitments.17. principle of equality and mutual benefit 平等和互利的原则18. both trade and friendship to our mutual advantage 对双方都有利的贸易和友谊经典句子: (曾经我尝试过在我客户的身上运用此句子,收到的效果不错.)It is our hope to promote,by joint efforts,both trade and f
11、riendship to our mutual advantage.函电 (2) - A(A) Request for the establishment of business relationsDear sirs,Having obtained your name and address from Messrs. Anderson 理解,体会例句: We highly appreciate your kind cooperation.We shall appreciate your giving this matter your serious consideration.We shall
12、 appreciate it if you will send us a brochure and two sample books by air immediately.We hope you will appreciate our position.这是一个在函电里用的频率比较高的一个词, 这个词的好的运用会使你的信件增添一份美.3. in line (with) = in agreement (with) - mean : suitable例句: If your price is in line,we can take large quantities.4. materialize v.
13、 实现例句: We hope the business will eventually materialize. 5. enter into ph.v. 开始(某种关系、事业、谈判等） ；缔结（契约等）例句：We wish to enter into business relations with your corporation for the supply of light industrial products.We expect to enter into (=begin) business talks with them next week.6. comply (with) vi.
14、依照，符合例句： We hope you will be able to comply with our request.This offer does not comply with our requirements.表示 “ 按照 ; 和一致“ 意思的,除了 comply with 外, 还有 in compliance with , in line with , in accordance with , in comformity with .7. under separate cover 另邮 , 另寄也可以说 by separate mail ; 如附在信里则用 under cove
15、r (随函) 或 enclose (见上一个例文).例句: We are sending you catalogue under separate cover. = We are sending you catalogue by seperate mail.We are sending you under cover a copy of pricelist. = We are enclosing a copy of our pricelist.8. cable v. 打电报注意: cable sb. sth. 把某事物电达给某人 cable sb. for sth. 向某人电索某事物例句: P
16、lease cable us offers. Please cable us for offers.cable n. 电报例句: Please make us an offer by cable. = Please make us an offer by telegram.Please make us a cable offer. = Please make us a telegraphic offer.函电 (3)Subject:Transferring Business RelationsDear sirs,Enamelled Copper WireYour letter of 1st A
17、ugust addressed to our Shanghai Branch Office has been passed on to us for attention and reply, as the captioned goods lie within the scope of our business activities.We regret to inform you, however, that this particular line has already been represented by ABC if it is from a new customer,say you
18、are glad to receive it and express the hope of keeping up friendly business relationship.1) a general inquiry 普通询盘general information : a catalogue , pricelist , sample , photo2) a specific inquiry 具体询盘detail information : name of the commodity , specification , quantity , unit price (CIF,FOB,etc.)
19、, shipment date , terms of payment4. Offer :1) non-firm offer 虚盘Non-firm offers are usually indicated by means of sending catalogues, pricelists, proforma invoices and quotation ; though quotations with certain qualifying words sometimes play the function of firm offers.2) firm offer 实盘A firm offer
20、is made when a seller promises to sell goods at a stated price within a stated period of time. The promise may be expressed (i.e. clearly stated in words), as when it takes the form of a letter ; or it may be implied (i.e. understood), as when it takes the form of a quotation that contains the words
21、 “for acceptance within seven days“, or similar qualifying words.The firm offer creates a power of acceptance permitting the offeree by accepting the offer, to transform the offerors promise into a contractual obligation. Thus, once it has been accepted it cannot be withdrawn.3) A satisfactory offer
22、 will include the following:a) an expression of thanks for the enquiry, if any ;b) names of commodities , quality , quantity and specifications ;c) details of prices , discounts and terms of payment ;d) a statement or clear indication of what the prices cover (e.g. packing , freight and insurance) ;
23、e) packing and date of delivery ;f) the period for which the offer is valid.函电 (4) - BSubject:An Enquiry for Chinese Cotton Piece GoodsDear sirs,We are glad to note from your letter of 1st September that , as exporters of Chinese Cotton Piece Goods , you are desirous of entering into direct business
24、 relations with us. This happens to coincide with our desire.At present, we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues, sample books and all necessary information, regarding these goods so as to acquaint us with the quality and workmanship of yo
25、ur supplies. Meanwhile, please quote us your lowest price, C.I.F. Vancouver, inclusive of our 5% commission, stating the earliest date of shipment.Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.We trust you will give us an early reply.Y
26、ours faithfully,函电 (4) - 注解 ANotes:1. note v. 注意到例: We note from your letter that you are in the market for chemicals.2. be desirous of 渴望 , 想要 + doing sth. / sth.例: We are desirous of entering into (or : to enter into) direct business relations with you.desire n. 要求 , 请求例: They have no desire to bu
27、y anything at the moment.What do you desire us to do?3. coincide v. (意见等) 一致 ; (时间上) 相同 一般搭配为 coincide with 例: We are glad that our ideas coincide.Your enquiry coincided with our offer.4. catalogue n. 目录 (本 )单页的商品说明书称为 leaflet.函电 (4) - 注解 B5. workmanship 做工6. regarding prep. 关于与 with regard to , in
28、regard to , as regards 同义,一般可以换用.例: We have already written to you regarding this matter.7. supply n. 供应例: Supply now exceeds demand on our market. (供大于求 )The goods are in short (scarce , light , free , abundant , ample) supply.We are replenishing supply (or : supplies).8. inclusive adj. 包括的 ( inclu
29、sive of = including ; exclusive of = not including)例: This offer (or: price) is inclusive of your commission of 2%.(= This offer (or : price) includes your commission of 2%.)This applies to Items 1 to 10 inclusive.函电 (4) - 注解 C9. competitive adj. 有竞争力的例: Our price is competitive enough to induce pet
30、e v. 竞争例: We have to compete against (or : with) other countries in petition n. 竞争例: To enable us to meet competition, you must quote the lowest possible petitor n. 竞争者例: Competitors are offering lower prices.10. place v. 置于 ; 订购 ; 售出 “给某人下单,给某人定货 “ 为 place order with sb.例: If you cannot effect ship
31、ment in time, you will place us in an awkward position.If your price is competitive, we shall be glad to place a substantial order with you.If your price is right, we believe we can place additional quantities in our market.函电 (5) - ASubject:A “ First “ EnquiryDear sirs,We learn from Spett. Ditta Fr
32、atelli of Rome that you are producing for export hand-made golves in a variety of natural leathers. There is a steady demand here for gloves of high quality and although sales are not particularly high. good prices are obtained.Will you please send me a copy of your glove catalogue, with details of
33、your prices and terms of payment. I should find it most helpful if you could also supply samples of the various skins of which the gloves are made.Yours faithfully,Reply:Dear sirs,We welcome your enquiry of 22nd August and thank you for your interest in our products. A copy of our illustrated catalo
34、gue is being sent to you today, with samples of some of the skins we regularly use in our manufactures. Unfortunately, we cannot send you immediately a full range of samples, but you may take it that such leathers as chamois and doeskin, not represented in the parcel, are of the same high quality.Mr
35、 Wang, our overseas director, will be in Rome early next month and will be pleased to call on you. He will have with him a wide range of our manufactures and when you see them we think you will agree that the quality of the material used and high standard of craftmanship will appeal to the most sele
36、ctive buyer.We also manufacture a wide range of hand-made leather hand-bags in which we think you may be interested. They are fully illustrated in the catalogue and are of the same high quality as our gloves. Mr Wang will be able to show you samples when he calls.We look forward very much to the ple
37、asure of receiving an order from you.Yours faithfully,函电 (5) - 注解1. supply sb. with sth. supply sth. to sb.2. manufacture n. (单数) 制造 , 生产 ; (复数) 制造品 , 产品如: They are engaged in the manufacture of plastics.They sell their various manufactures locally.manufacture v. 制造 , 生产如: Your order is being manufa
38、ctured and will soon be ready for shipment.manufacturer n. 制造工厂 , 制造者如: We have already bought the goods from another manufacturer.3. be made of (看得到原材料的) be made from (看不到原材料的)4. illustrated adj. 有插图的5. range n. 范围 a full range 全套的 a wide range 大量的如: We can supply carpets in a wide range of designs
39、.6. chamois n. (单复数同形) 小羚羊 ; 羚羊皮 ; 麂皮7. doeskin n. 母鹿皮8. appeal to ph. v. 引起好感 , 引起兴趣如: We trust this new product of ours will appeal to your market.9. selective buyer 善于挑剔的买住 , 有眼力的买主 “ 挑剔的 “ 还有 picky , fussy函电 (6) - ASubject: An Enquiry for Iron NailsDear sirs,Iron NailsWe are interested to buy la
40、rge quantities of Iron Nails of all sizes and should be obliged if you would give us a quotation per metric ton C.F.R. Lagos,Nigeria.It would also be appreciated if samples and/or brochure could be forwarded to us.We need to purchase this article from other sources but we now prefer to buy from your
41、 corporation because we are given to understand you are able to supply large quantities at more attractive prices. Besides,we have confidence in the quality of Chinese products.We look forward to hearing from you by return.Yours faithfully,Reply Dear sirs,In reply to your letter of August 15, we are
42、 giving you an offer, subject to our final confirmation, as follows:Commodity : Common Round Iron Wire NailsSpecifications : As per attached listPacking : Loose in plywood keg of 60 kgs. netQuantity : 100 kegsPrice : US $ . net per keg CFR LagosShipment : September / October, 20Payment : Confirmed,
43、Irrevocable Letter of Credit payable by draftat sight to be opened 30 days before the time of shipmentUnder separate cover, we have sent you samples of various sizes and the brochure required.If you find the above acceptable, please cable us for confirmation.Yours faithfully,Encl.注解:1. be obliged 感激
44、 (陈腐的客套语 ) = be appreciated如: We shall be obliged if you will cable us an offer. Your prompt reply will oblige.2. brochure n. 小册子 (法语) 相当于英语的 pamphlet.3. be given to understand = be informed 如: We are given to understand that you deal in brushes of all kinds.4. have confidence in sb. / sth.5. by ret
45、urn 立即 , 收信后立即6. in reply to (= in answer to) 为答复如: This is in reply (or: answer) to your letter of August 25.7. subject to 以为条件的 , 以为有效如: The offer is subject to confirmation. The plan is subject to the managers approval.8. as per ph. prep. 按照 (仅用语商业书信)如: We handle a wide range of light industrial
46、products as per list enclosed.9. net adj. 净的 (英国习惯写作 nett)net price 实价 , 净价 (不含佣金或折扣) net weight 净重 (不包括皮重)net profit 净利 , 纯益 函电 (7)Subject: A Firm OfferDear sirs,Groundnuts 一批货如: We are sending you a parcel of samples.商业上常用 parcel 指 “一批货“, 相当于 a lot.如: This is the only parcel left.7. under offer 在出
47、售中如: We have only a parcel of 100 tons left, which is under (or : on) offer elsewhere.8. bid n. of late).We received a crowd of enquires lately (or : recently).11. result in ph. v. 导致 , 终归如: We confirm cables exchanged resulting in the sale to you of 15 metric tons Licorice.result from ph. v. 产生于如:
48、We confirm the sale to you of 15 tons Licorice resulting from cables exchanged.12. strengthen vt. 加强 vi. 价格上涨如: We agree to your proposed terms for this transaction in order to strengthen our relations.The market is strengthening. (= The market is becoming stronger.)函电 (8)Subject:A Voluntary OfferDe
49、ar sirs,A year ago you placed a substantial order for Type CB555 Rechargeable Battery, a discontinued line that we had on offer at the time. As we now have a similar line on offer, i.e. Type AP303, it occurs to us that you may be interested.We have a stock of 1,200 dozen of Type AP303 (see enclosed leaflet) which we a
