听力
实训一 Establishing Business Relations建立贸易关系
实训目的
让学生通过听录音，了解建立贸易关系常用的句型和习惯用法；熟悉建交的交流模式和过程。
Brief Introduction
建立业务关系，实际上就是确定贸易对象。贸易对象选择得合适与否，决定着贸易的成败。在一般情况下，双方通过各自的介绍或第三者的介绍，先摸清对方的资金信用、经营能力和业务范围等重要条件，然后再进行实质性的业务商讨。贸易双方只有在相互了解、彼此信赖的基础上，才能进行积极地合作，并使双方贸易活动得以顺利地开展。 （录音）Basic Expressions
1. We’ve come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London.我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。 2. By the courtesy of Mr. Black, we are given to understand the name and address of your firm. 承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。
3. We are willing to enter into business relations with your firm.我们愿意与贵公司建立业务关系。
4. Your firm has been introduced (recommended, passed on) to us by Maple Company. 枫叶公司向我方介绍了贵公司。
5. Our mutual understanding and cooperation will certainly result in important business. 我们之间的相互了解与合作必将促成今后重要的生意。
6. We express our desire to establish business relations with your firm.我们愿和贵公司建立业务关系。
7. We shall be glad to enter into business relations with you.我们很乐意同贵公司建立业务关系。 8. We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.现在我们借此机会致函贵公司，希望和贵公司建立业务关系。 9. We are now writing you for the purpose of establishing business relations with you. 我们特此致函是想与贵方建立业务关系。
10. Your desire to establish business relations coincides with ours. 你方想同我方建立业务关系的愿望与我方是一致的。
11. We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this line.鉴于我方专营日本轻工业产品出口业务，我方愿与贵方在这方面开展贸易。 12. Our lines are mainly arts and crafts.我们经营的商品主要是工艺品。 13. We have been in this line of business for more than twenty years. 我们经营这类商品已有二十多年的历史了。
14. Your letter expressing the hope of establishing business connections with us has met with approval.来函收悉，得知贵方愿与我方建立业务关系，我们表示同意。
15. In order to acquaint you with the textiles we handle, we take pleasure in sending you by air our latest catalogue for your perusal.为了使贵方对我方经营的纺织品有所了解，特航寄我方最新目录,供细阅。
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16. Glad to see you in your company.很高兴在贵公司见到您。 17. It’s only half an hour’s car ride.只有半小时的车程。
18. Suppose we make it, say three o’clock tomorrow afternoon. 如果我们能去的话，那么就明天下午三点钟吧。
19. It would be very helpful if you could send us statistics on your sales. 如果你们能将你们的销售统计资料寄给我们，那可就太有帮助了。 20. We would like to ask you to kindly send us the related information. 我们希望你们能将相关资料寄给我们。
（录音）Conversations Dialogue 1
A: Good morning. My name is Mr. Brown. I’m from Australia. Here is my card.
B: Thank you. I’m pleased to meet you, Mr. Brown. My name is Kathy Perless, the representative of Green Textile Import and Export Corporation.
A: Pleased to meet you too, Ms. Perless. I travel a lot every year on business, but this is my first visit to your country. I must say I have been much impressed by your friendly people.
B: Thank you for saying so. Have you seen the exhibition halls? On display are most of our products, such as silk, woolen knitwear, cotton piece goods, and garments.
A: Oh, yes. I had a look yesterday. I found some of the exhibit its to be fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. I’ve gone over the catalogue and the pamphlets enclosed in your last letter. I’ve got some idea of your exports. I’m interested in your silk blouses.
B: Our silk is known for its good quality. It is one of our traditional exports. Silk blouses are brightly colored and beautifully designed. They’ve met with great favor overseas and are always in great demand.
A: Some of them seem to be of the latest style. Now I’ve a feeling that we can do a lot of trade in this line. We wish to establish relations with you. B: Your desire coincides with ours.
A: Concerning our financial position, credit standing and trade reputation, you may refer to Bank of Hong Kong, or to our local Chamber of Commerce or inquiry agencies.
B: Thank you for your information. As you know, our corporation is a state-operated one. We always trade with foreign countries on the basis of equality and mutual benefit. Establishing business relations between us will be to our mutual benefit. I have no doubt that it will bring about closer ties between us.
A: That sounds interesting. I’ll send a fax home. As soon as I receive a definite answer, I’ll make a specific inquiry.
B: We’ll then make an offer as soon as possible. I hope a lot of business will be conducted between us. A: So do I.
Words and Expressions
card 卡片，名片catalog目录;目录册colleague 同事，同僚department (行政或企业的)部，局
do my best 尽力而为enter into 建立firm 公司introduce 介绍，引见look forward to 盼望，
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期待
relationship 关系，联系take care of 照顾，处理recommendation 推荐，介绍 Chamber of Commerce 商会inform 通知specialize in 专营 enter into business relations 建立业务关系
on the basis of equality and mutual benefit 在平等互利的基础上pamphlet小册子 meet with great favor 受欢迎of the latest style 最新式样coincide 一致，相符 financial position 财务状况credit standing 信用地位trade reputation 贸易声誉
Notes
1. on/through the recommendation of…… 由……介绍（推荐）
We engaged our present secretary on the recommendation of Mr. Brown. 我们现在雇佣的秘书是由布朗先生介绍的。
2. under separate cover = by separate mail, be sent separately另邮，另寄 We are sending you catalogue under separate cover. 目录将另函寄出。 如表示―随函‖，可用―Enclosed please find ...?
3. latest是late的最高级，表示―最晚的，最近的‖
如：最新目录 the latest catalogue ；最新价目表 the latest price list 4. look forward to 盼望（to 为介词）
We look forward to your early reply. 盼早复信。
We look forward to hearing from you soon. 盼早听到你的回复。 5. enclose 封入
We enclose a copy of our latest price list. 随函寄出我方最新价格表一份。 亦可用下列句型：
Enclosed is a copy of our latest price list. Enclosed please find a copy of …… Attached please find …… 6. line 行业，（一类）货物
We have been in this line for many years. 我们经营这一行多年了。 This is a good line of hardware. 这是金属器具中的一批好货。 7. to our mutual benefit (interest, advantage)
Expanding trade between us will be to our mutual benefit. 扩大我们之间的贸易对我们双方都有利。
8. I look forward to working with you. (我期望与您 一起工作。) look forward to sth. / doing sth.
例：We’re so much looking forward to seeing you again. 我们非常盼望再见到你。
实训要求：
结合上述所给材料， 两人一组就“建立贸易关系”话题对话，包括机场接待、电话英语、参观工厂、游览城市等。并将对话内容记录下来。
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实训二Inquiry 询盘
实训目的：
通过录音熟悉口头询盘的常用专业术语和句型；重点掌握口头询盘句型和发盘句型。 Brief Introduction
在对外贸易中，交易的一方欲出售或购买某种商品，向另一方询问买卖该商品的各项交易条件，这种口头的或书面的表示，在进出口业务中称之为询盘或询价。 询盘一般分为两种：
1）一般询价：这种询价并不一定涉及到具体的交易，一般属于大致的了解。 2）具体询价：所谓具体询价实际上就是请求对方报盘（request for an offer）。也就是说，买方已准备购买某种商品，或已有现成买主，请卖方就这一商品报价。
（录音） Basic Expressions
1. Our buyers asked for your price list or catalogue.我们的买主想索求你方价格单或目录。 2. Prices quoted should include insurance and freight to Vancouver. 所报价格需包括到温哥华的保险和运费。
3. I would like to have your lowest quotations C.I.F. Vancouver. 希望您报成本加运费、保险费到温哥华的最低价格。
4. Will you please send us your catalogue together with a detailed offer?请寄样品目录和详细报价。
5. We would appreciate your sending us the latest samples with their best prices. 请把贵公司的最新样品及最优惠的价格寄给我们，不胜感激。
6. Your ad in today’s China Daily interests us and we will be glad to receive samples with your prices.对你们刊登在今天《中国日报》上的广告，我们很感兴趣。如能寄来样品并附上价格，不胜欣慰。
7. Will you please inform us of the prices at which you can supply? 请告知我们贵方能供货的价格。
8. If your prices are reasonable, we may place a large order with you. 若贵方价格合理，我们可能向你们大量订货。
9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you.若质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长期合同。
10. As there is a growing demand for this article, we have to ask you for a special discount. 鉴于我方市场对此货的需求日增，务请你们考虑给予特别折扣。
11. We would appreciate your letting us know what discount you can grant if we give you a long-term regular order.若我方向你们长期订货，请告知能给予多少折扣，不甚感激。
12. Please quote your lowest price CIF Seattle for each of the follow- ing items, including our 5% commission.请就下列每项货物向我方报成本加运费、保险费到西雅图的最低价格，其中包括我们百分之五的佣金。
13. Please keep us informed of the latest quotation for the following items. 请告知我方下列货物的最低价格。
14. Mr. Smith is making an inquiry for green tea.史密斯先生正在对绿茶进行询价。
15. Now that we have already made an inquiry on your articles, will you please make an offer before the end of this month?既然我们已经对你们的产品进行了询价，请在月底前报价。 16. As a rule, we deliver all our orders within 3 months after receipt of the covering letters of
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