1、1Unit 2 Establishing Business Relations & Inquiring Credit Reference 1. 重点信函：建立贸易关系的信函（范例可参见课本第 25、30、31 及 34 页） ，包括的内容有:A. The Source of InformationB. The Intention of the LetterC. The Business Scope of the CompanyD. The Financial Position and Integrity of the Company E. The Enclosure/RequestsF. Th
2、e Close of the Letter2. 重点句型（可自行选择一两句识记）：A. The Source of InformationWe have learned/heard from that We have obtained your name and address fromWe owe your name and address to, who have informed us thatYour name and address has been recommended to us by, with whom we have done business for many year
3、s.Through the courtesy of, we have come to know your name and address and are informed thatOn the recommendation of, we have learned with pleasure your name and address.B. The Intention of the LetterWe write to you now with a view to building up business relations with your firm.As this item falls w
4、ithin the scope of our business activities, we shall be pleased to enter into business relations with you. C. The Business Scope of the CompanyOur company deals with (deals in, trades in, handles, is in the line of, specializes in) the import and export of 我公司经营的进出口业务。We are one of the largest/leadi
5、ng/major exporters/importers of in our county/in this region and have been in this line for many years. 我方是国内 /本地区的主要出口/ 进口商之一且从事该行业已多年。 is within (falls within, lies within, comes within, comes under) our business scope.D. The Financial Position and Integrity of the CompanyOur bankers are They can
6、provide you information about our business and finances.For (As to, Regarding, As regards, With regard to, In regard to) our credit standing, please refer to (we are permitted to mention, as a reference) 有关我方资信情况，请向查询。E. The EnclosureWe enclose a copy of our latest covering the details of all the it
7、ems available/suppliable/provided for export at present, and hope some of them will be of interest to you (and believe you will find some of them interesting).We enclose a copy of for your reference and hope that you would contact us if any item is interesting to you.We enclose/airmailed a brochure/
8、price list/illustrated catalog/sample/sample book to acquaint you with our products/business lines now available for export.F. The Close of the LetterWe are looking forward to your favorable and prompt reply.We hope you will give us an early reply.Your favorable/immediate reply will be highly/greatl
9、y appreciated.G. Self-introductionWe write to introduce ourselves as one of the largest exporters of, of a wide range of It is a pleasure for us to introduce ourselves to you as a commission agent for Chinese Commodities. We have been in this post/We have been engaged in this line for over 5 years n
10、ow. 我方有幸自荐，我方是中国纺织品的代理商，从事此种经营已有五年之久。3. 重要词汇和短语（复习本单元中的 Notes）：子公司 分公司 进出口商品交易会 贵国驻伦敦的商务参赞处 商会 经营范围 财政状况 信誉状况 个人电脑的主要经销商 为事情在方面与某人竞争 报尽可能低的价格 目前可供出口的 各类的 最新的附有插图的产品目录和价目表 小册子 经营（动词） 在世界市场上享有盛誉 供Self-introduction2贵方参考 畅销商品 一经收到 航寄 使贵方熟悉我方商品 我方将不胜感激 属于我们的经营范围 潜在的购买者 be in the market for approach you 产
11、品：轻工业产品 机械设备 标准化零部件 化工产品 工艺品 药品 制成品，工业产品 丝制品 核桃 花生 家用电器 中国棉纺织品 人造丝你会翻译这句话吗？ “贵方 X 月 X 日寄给我总公司的来函已转交给我方办复。 ”I. Translate the following terms.1. the Chamber of Commerce2. sample cutting3. price list4. trade relations5. export commodities fair6. brochure7. dealer8. have a better understanding of9. quot
12、ation10. finances11. available for export12. in the market for13. in compliance with14. under cover15. without delay16. 商务参赞处17. 带有插图的目录18. 业务范围19. 信用状况20. 具体询盘21. 经营22. 无货23. 供贵方参考24. 随函附寄25. 退款26. 一经收到27. 样本28. 互利29. 按要求30. 独家代理商II. Match the words and phrases with their Chinese meanings.1. holdin
13、g company A私人企业2. conglomerate B合资企业3. joint venture (enterprise) C总公司4. state-owned enterprise D子公司5. private enterprise E分公司6. exclusively foreign-owned enterprise F控股公司7. parent company G母公司8. subsidiary H外商独资公司9. head office I国有企业10. branch office J联合大企业III. Match the sentences with their proper
14、 translations.1. Our products are complete in specifications.32. Our products are excellent in quality and low in price.3. Our products are attractive and durable.4. Our products sell well all over the world.5. Our products rank first among similar products.6. Our products enjoy high reputation in t
15、he world market.7. Our products enjoy high popularity.8. This is the best-selling item in this line.A. 我们的产品畅销全球。B. 我们的产品在同类产品中名列榜首。C. 我们的产品美观耐用。D. 我们的产品很受欢迎。E. 我们的产品规格齐全。F. 我们的产品在世界市场上享有盛誉。G. 这是这类产品中最畅销的产品。H. 我们的产品物美价廉。IV Find out the mistakes in the following sentences and make corrections. There
16、is one mistake in each sentence.1. We look forward to receive your favorable reply at an early date.2. We would appreciate if you could give us your quotation.3. Some copies of our latest catalogs are being airmailed to you on separate cover.4. Enclose please find a catalog which may be of some help
17、 to you in selecting items.5. We will send you a full range of samples upon receive of your reply.6. We informed that you are in the market for Mens Shirts.7. If the products are of interesting to you, please let us know without any delay.8. We approach with you for the delivery of the goods.9. We a
18、re writing you at the hope of entering into business relations with you.10. We have obtained your name and address to Singapore Chamber of Commerce.11. We are a private enterprise trading with both the import and export of computer software.12. We wish to enter business relations with your company f
19、or the supply of light industrial products.VChoose the correct word to complete each sentence.quality enter opportunity specialize in expand reasonablerequirements market information leading approach1. We have learned from the Commercial Counselors Office of our Embassy in your country that you are
20、in the _ for Chinese electronic products.2. We introduce ourselves as _ exporters of all kinds of Chinese goods, especially of Silk Handkerchief.3. We would like to _ into business relations with you.4. Our products are of high _ and _ price, and have long enjoyed a great fame at home and abroad.5.
21、We enclose a catalog for your _ and trust some of the items will be of interest to you.6. We wish to inform you that we _ this line and hope to build up trade relations with you.7. We recommend that you _ our branch office for the matter directly.8. By joint efforts we can _ both friendship and busi
22、ness.9. We would advise you to get in touch with them for your _.10. We take this _ to recommend our new products.VI. Choose the best answer.1. We would like to take this _ to establish business relations with you.A. opening B. opportunity C. step D. advantage2. We are sending you the samples _ requ
23、ested.A. by B. for C. as D. are3. We are sure that both of our companies will _ from the joint venture.A. make benefit B. benefit C. be benefited D. mutual benefit4. We are _ a copy of our catalog for your reference.A. send B. covering C. closed D. enclosing45. We trust that you will find our goods
24、_.A. attracting B. to be attractive C. attract your attention D. attractive6. Our products enjoy _ in world market.A. most popular B. great popularity C. good seller D. selling fast7. We are anxious to _ the market for our products, which at present enjoy a limited sale in Europe.A. increase B. enla
25、rge C. expand D. extend8. If any of the items is _ to you, please let us know.A. interest B. interesting C. interested D. interests9. We would _ very much if you send us some samples immediately.A. thank you B. appreciate it C. appreciate D. appreciate you10. We should be grateful if you would send
26、us your detailed list of all the items _ for export.A. providing B. available C. dealing D. stock11. Our products are of better quality than _ from other countries.A. this B. that C. those D. it12. We are very pleased _ business relations with your firm.A. to enter B. to enter into C. entering into
27、D. entering13. Your letter _ June 2 has been received by us.A. in B. at C. from D. of14. We are a state-operated corporation _ both the import and export of Medical Instruments.A. handling B. trading C. dealing D. making15. We have pleasure in enclosing the samples _ for in your letter dated Decembe
28、r 12.A. asking B. asked C. ask D. asks16. Your firm has been referred to us by the Fuji Co. of Japanese, _ we have done business for many years.A. which B. with that C. whom D. with whom17. We will _ you as soon as frozen foodstuffs come to the market.A. contact with B. contact C. get in touch D. ge
29、t contact18. For your selection, we are sending you a list of the items which might be suitable _ your market requirements.A. for B. at C. on D. to19. As we deal _ refrigerators, we are glad to make you the following offer for your consideration.A. for B. at C. with D. in20. We are willing to establ
30、ish business relations with you on the _ of equality and mutual benefit.A. base B. basis C. bases D. basedVII. Fill in the blanks with proper words.1. As _ machine tools, we regret to _ you that we are not able to supply for the time being.2. Please send a fax to us of the detailed information of yo
31、ur products _ at present.3. To acquaint you _ our products, we are sending you _ separate cover a copy of catalog and several samples for your reference.4. _ with the import and export of Arts and Crafts, we express our desire to trade _ you in this line.5. As to our business and credit _, please re
32、fer _ the Bank of Barclay, London.6. In _ with your request, we sent you this morning samples of our computer disks.7. We are _ in Chinese cotton _ goods, details as per _ enclosed.8. Electric goods _ within our _ of business.9. _ receipt of your inquiry, we shall airmail you immediately our _ sheet
33、.10.We are _ of the largest exporters of electric goods _ this _.VIII. Fill in the blanks with the proper answers.Dear Sirs,1 . 2 , we have enjoyed many friendly customers worldwide and owned widely trading field. 3 , please directly contact us and our designers should be glad to help you develop it
34、.54 , which are very unique in design and attractive as well.5 , we should ship the sample parcel.We welcome your inquiry and hope to establish business relations with you.Yours faithfully,A. With high quality and most competitive pricesB. We would kindly present you our new productsC. We are manufa
35、cturer and exporter of different kinds of golden jewelryD. If you have mind to do business with us and require sample reviewE. If you have any style requirementIX. Translate the following letters.Letter A. Dear Sirs,We have obtained your name and address from Arli Shoes, Milan, and we are writing to
36、 inquire whether you would be willing to establish business relations with us.We have been importers of shoes for many years. At present, we are interested in extending our range and would appreciate your catalogs and quotations.If your prices are competitive we would expect to transact a significant volume of business.We look forward to your early reply.Yours faithfully,Letter B. 敬启者：承蒙中国银行外事部的推荐，我们得知贵公司有兴趣与中国一家公司建立业务关系。我公司是本地区电子产品，尤其是计算机的主要进口商。如能从你公司得到优惠报盘，我们确信能销售大量的计算机。请告知贵公司供出口的计算机的必要详情。切盼回音。谨上
