Unit 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 Information B. The Intention of the Letter

C. The Business Scope of the Company

D. The Financial Position and Integrity of the Company Self-introduction E. The Enclosure/Requests F. The Close of the Letter

2. 重点句型（可自行选择一两句识记）：

A. The Source of Information

We have learned/heard from… that…

We have obtained your name and address from…

We owe your name and address to…, who have informed us that…

Your name and address has been recommended to us by…, with whom we have done business for many years.

Through the courtesy of…, we have come to know your name and address and are informed that… On the recommendation of…, we have learned with pleasure your name and address. B. The Intention of the Letter

We write to you now with a view to building up business relations with your firm. As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you.

C. The Business Scope of the Company

Our 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/leading/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 Company

Our bankers are … They can 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 Enclosure

We enclose a copy of our latest… covering the details of all the items 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/price list/illustrated catalog/sample/sample book to acquaint you with our products/business lines now available for export. F. The Close of the Letter

We 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/greatly appreciated. G. Self-introduction

We 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 now. 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

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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 Commerce 2. sample cutting 3. price list

4. trade relations

5. export commodities fair 6. brochure 7. dealer

8. have a better understanding of 9. quotation 10. finances

11. available for export 12. in the market for 13. in compliance with 14. under cover 15. without delay 16. 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. holding 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 translations. 1. Our products are complete in specifications.

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2. 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 the 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 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 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 Men’s 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 are 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 for the supply of light industrial products. V．Choose the correct word to complete each sentence. quality enter opportunity specialize in expand reasonable requirements market information leading approach

1. We have learned from the Commercial Counselor’s Office of our Embassy in your country that you are 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. 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 business. 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. advantage 2. We are sending you the samples _____ requested. A. by B. for C. as D. are 3. We are sure that both of our companies will _____ from the joint venture. A. make benefit B. benefit C. be benefited D. mutual benefit 4. We are _____ a copy of our catalog for your reference. A. send B. covering C. closed D. enclosing

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5. We trust that you will find our goods _____. A. attracting B. to be attractive C. attract your attention D. attractive 6. Our products enjoy _____ in world market. A. most popular B. great popularity C. good seller D. selling fast 7. We are anxious to _____ the market for our products, which at present enjoy a limited sale in Europe. A. increase B. enlarge C. expand D. extend 8. If any of the items is _____ to you, please let us know. A. interest B. interesting C. interested D. interests 9. We would _____ very much if you send us some samples immediately. A. thank you B. appreciate it C. appreciate D. appreciate you 10. We should be grateful if you would send us your detailed list of all the items _____ for export. A. providing B. available C. dealing D. stock 11. Our products are of better quality than _____ from other countries. A. this B. that C. those D. it 12. We are very pleased _____ business relations with your firm. A. to enter B. to enter into C. entering into D. entering 13. Your letter _____ June 2 has been received by us. A. in B. at C. from D. of

14. We are a state-operated corporation _____ both the import and export of Medical Instruments. A. handling B. trading C. dealing D. making 15. We have pleasure in enclosing the samples _____ for in your letter dated December 12. A. asking B. asked C. ask D. asks

16. 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 whom 17. We will _____ you as soon as frozen foodstuffs come to the market. A. contact with B. contact C. get in touch D. get contact

18. 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. to

19. As we deal _____ refrigerators, we are glad to make you the following offer for your consideration. A. for B. at C. with D. in

20. We are willing to establish business relations with you on the _____ of equality and mutual benefit. A. base B. basis C. bases D. based VII. 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 your 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 refer _____ 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. 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.

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4 , 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 prices B. We would kindly present you our new products

C. We are manufacturer and exporter of different kinds of golden jewelry D. If you have mind to do business with us and require sample review E. If you have any style requirement IX. Translate the following letters. Letter A. Dear Sirs, We have obtained your name and address from Arli Shoes, Milan, and we are writing to 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 5