]Unit 1Establishing Business Relations 建立业务关系
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。
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。
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。
Conversations
Dialogue 1
A: How do you do?
B: How do you do? Nice to meet you, Ms. Smith. I’m Jack Stevens from the Marketing Department. Here is my card.
A: It’s nice to meet you, Mr. Stevens.
B: Please call me Jack. Have a seat, please.
A: Thank you.
—你好！
—你好！很高兴见到你，史密斯**，我是市场部的杰 克?斯蒂文斯。这是我的名片。
—很高兴见到你，斯蒂文斯先生。
—就叫我杰克吧。请坐。
—谢谢。
Dialogue 2
A: Ah, these are the machines we’re interested in. May we have a look at them?
B: Certainly. But they are in the showroom.
A: Is it far from here?
B: Not very far. It’s only half an hour’s car ride. Are you free now?
A: I will be free tomorrow aft- ernoon. Suppose we make it, say three o’clock to- morrow afternoon. Could you manage that?
B: Yes. I’ll pick you up at your hotel.
—啊，这些就是我们感兴趣的机器。我们能看看吗？
—当然可以了，但它们在展示厅里。
—离这里远吗？
—不是很远。只有半个小时的车程。你现在有时间吗？
—明天下午我有时间。假如我们能去的话，那就明天下午三点吧。你方便吗？
—可以。我会来酒店接你们的。
Dialogue 3
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 exhib 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 tradi- tional exports. Silk blouses are brightly colored and beau- tifully designed. They’ve met with great favor overseas and are always in great demand.
-- 早上好！我叫布朗，澳大利亚人。这是我的名片。
-- 谢谢。布朗先生，见到您非常高兴。我是凯茜?佩利丝，是格林纺 织品进出口公司的代表。
-- 佩利丝**，见到您我也很高兴。我每年出差跑很多地方,但是,到 中国来还是头一次。你们这里的人非常友好给我留下了深刻的印象。
-- 谢谢夸奖。您参观过展览厅了吗？展出的大部分是我们的产品，比如丝绸、毛织品、棉布匹和服装等。
-- 哦，对，昨天我去看过。有些产品质量好，设计又美观。展览会成功向我介绍了贵公司所经营的各种产品。我已看过你上次在信中所 附的目录和小册子，对贵公司的出口产品有了一些了解。我对你们 的丝绸女衫颇感兴趣。
-- 我们的丝绸以质量好著称。丝绸是我们的传统出口商品之一。丝绸女衫色彩鲜艳、设计美观，在国外很受欢迎，需求量一直都很大。
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 mu- tual 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.
-- 有些看来还是最新的式样。现在我感觉我们在这方面可以做不少买卖。我们希望同贵公司建立业务关系。
-- 我们双方的愿望是一致的。
-- 关于我们的财务状况、信用及声誉，你们可以向香港银行、或我们的当地商会或咨询社进行了解。
-- 谢谢你所提供的情况。我们公司是国营公司，我们一向是在平等互利的基础上进行外贸交易，我们之间建立业务关系将对双方有利。我相信业务关系的建立也将使我们之间的关系更为密切。
-- 太好了，我会发一份传真回去。一收到肯定的答复，我就提供具体的询价。
-- 到时我们一定尽快报价。我希望我们之间能做成很多生意。
-- 我也一样。
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，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。
A Specimen Letter
Dear Sir:
On the recommendation of your Chamber of Commerce, we have learned with pleasure the name and address of your firm. We wish to inform you that we specialize in the export of Chinese textiles and shall be glad to enter into business relations with you on the basis of equality and mutual benefit.
To give you a general idea of our products, we are sending you under separate cover a catalogue together with a range of pamphlets for your reference.
Please let us have your specific enquiry if you are interested in any of the items listed in the catalogue. We shall make offers promptly.
We look forward to your early reply.
Yours faithfully,
先生：
经你方商会介绍，我方欣悉贵公司的名称和地址。我公司专营中国纺织品出口，很乐意在平等互利的基础上与贵公司建立业务关系。
为使贵方对我方产品有全面的了解，我方另函寄去一本目录册及一套小册子，供参考。
如对目录中所列之商品感兴趣，请具体询价，我方将立即报价。
望尽快答复。
Substitution Drills
1 I’m Jack from the marketing department.
personnel
development
human resource
我是来自 市场部 的杰克。
人事部
开发部
人力资源部
替代那些劣质品。
Miss Bernat comes to Mr. Wang’s booth on the last day of exhibition. She expresses her appreciation of Mr. Wang’s products. At the same time, gives her own suggestions.
B: Hi, Mr. Wang.
W: Hi there. I’m so happy to see you again. You are Miss Bernat. I remember you came to our booth on the first day of the exhibition.
S: Yes, I’m here again because your cotton textiles are very appealing to me.
W: Do you like the products we sold you?
S: Yes. The cotton cheongsams are selling well, especially the ones with the traditional Chinese patterns and characters.
W: I’m glad to hear that. I’ll send you a catalogue of our various products when I go back to China.
S: Thank you. In this exhibition, your products, presentation, and hospitality really impressed me. By the way, if your textile products have brighter colors, they will be more popular.
W: I’m glad you have a good impression of our products, Miss Bernat. And I’ll tell my general manager about your suggestion. I hope we can keep in touch and continue to cooperate. Our phone numbers and E-mail address are on the booklet I gave you. Please keep us informed about your selling of our products.
S: I will keep in touch with you. Have a safe and happy journey home!
撤展（Ⅰ）
参考译文:
伯纳特**在展览的最后一天来到王先生的展位前, 表达了对王先生产品的赞赏，同时提出了一些自己的建议。
伯纳特**: 你好啊，王先生。
王先生: 你好, 伯纳特**。很高兴再次见到你。记得开展第一天你就来参观我们的展位了。
伯纳特**: 是的。我再次到来是因为你们的棉织品对我很有吸引力。
王先生: 喜欢我们卖给你的产品吗？
伯纳特**: 是的。棉制旗袍很受欢迎，尤其是那些具有中国传统图案和文字的式样更受欢迎。
王先生: 很高兴听到这些。等我回国后会寄给你更多样的产品目录。
伯纳特**: 谢谢。在这次展览会中, 你们的产品、展示，还有你的热情款待都给我留下了很深的印象。顺便说一下，如果你们的纺织品采用更亮一点的颜色，会更受欢迎。
王先生: 伯纳特**，很高兴你对我们的产品留下这么好的印象。我会将你的建议转告给我们的总经理。希望我们能继续保持联系，并进一步合作。 我给你的小册子上有我们的电话号码和电子邮件地址，请通报我们的产品销售情况。
伯纳特**: 我会和你联系的。祝归国旅程安全愉快!
Notes:
1. appealing to …: 对……有吸引力的. Appealing: adj. 吸引人的, 哀诉似的, 恳求似的
eg: This dress is appealing to Susan. 这件衣服很吸引苏姗.
2. presentation: 介绍, 陈述
3. hospitality: n. 好客,宜人.盛情
4. general manager: (abbr缩写:GM) 总经理
After the exhibition, Miss Jiang is expressing her appreciation to Alice, who is a member of the organizing committee of the exhibition and who has been a great help to Miss Jiang. At the same time, Miss Jiang is busy preparing to return to China
.
J: Thank you for your help during the exhibition, Alice.
A: It’s my pleasure. I appreciated your way of doing business. If there is anything else I can do to help you, please don’t hesitate to let me know.
J: In fact, there is something I am still not sure about.
A: Please tell me. What is it?
J: What should I do with the display items?
A: You can sell some of the display items. For those that you cannot sell here, you can find a transportation company to ship them back to your country.
J: That sounds good. Which transportation company do you recommend?
A: The organizers of the exhibition have already appointed a few transportation companies. Here are their telephone numbers.
J: Thank you. I will call them in a moment.
撤展（Ⅱ）
参考译文:
展览结束以后，江**向给自己很大帮助的展览组委会成员之一的爱丽思**表示感谢。同时，她还忙着准备返回中国。
江**：爱丽思，谢谢你在展会期间的帮助。
爱丽思：这是我的荣幸。我非常欣赏你高效的工作方式。如果还有什么事我可以帮忙，请不要客气。
江**：实际上，我还有一件事不太明白。
爱丽思：请说，怎么回事？
江**：我该如何处理这些展品呢？
爱丽思：你可以将一部分展品在这里出售，另外再找一家运输公司，将不能出售的部分运回中国。
江**：真不错。你能帮我推荐一家运输公司吗？
爱丽思：这次展览会组织者指定了几家运输公司。这是他们的****。
江**：谢谢你。我马上打电话联系。
Notes:
1. appreciate: v. 欣赏,鉴赏
eg: Do you appreciate good wine?
你会鉴赏好酒吗？
2. hesitate: v. 犹豫.踌躇,不愿
eg: He hesitated before he answered because he didn't know what to say.
他在回答之前犹豫了一下，因为他不知道说什么。
3. recommend: v. 推荐,介绍
eg: Can you recommend a good dictionary?
你能介绍一本好词典吗？
4. appoint: vt. 约定, 指定(时间,地点), 任命, 委任
eg: to appoint a time for the meeting
指定开会时间。
eg: They appointed a place to exchange stamps.
他们约定一个地方交换邮票。
5. in a moment: 立刻
eg: Please come back in a moment.
请立刻回来。
Mr. Li is expressing his appreciation to the Manger of the Exhibition hall at the end of the exhibition.
L: Are there any handcarts, sir? The display items are heavy.
M: Here is a handcart, sir. Let me help you.
L: Thank you. Without your help, I could hardly have met so many clients in this exhibition.
M: You are welcome.
L: I like this booth very much, and I plan to take part in the exhibition next year, too.
M: We will inform you of next year’s exhibition in advance and reserve this booth for you.
L: That’s very kind of you.
撤展（Ⅲ）
参考译文:
李先生在展览结束时向展厅经理表达自己的谢意。
李先生：这里有手推车吗，先生？这些展品太重了。
展厅经理：手推车在这边，先生。我帮你。
李先生：谢谢。这次多亏你们帮忙，否则我不可能在展会上遇到这么多大客户。
展厅经理：不用客气。
李先生：我很喜欢这个摊位，我计划明年继续参加这个展览。
展厅经理：我们会提前通知你明年的展览情况，并为你预留这个摊位。
李先生：谢谢你。
Notes:
1. handcart: n. 手推车
2. client: n. 顾客.客户,委托人
3. inform …of…: 向…..通知…..
eg: Please inform me of the appointed time.
请告知我约定的时间.
4. in advance :提前
5. reserve: v. 储备,保留,预订
eg: I have reserved a room for you at the hotel.
我已在旅馆为你预订了一个房间。
6．take part in: v.参与, 参加
eg: We all took part in the race.
我们都参加了比赛。
Many enterprises think that everything is down after the exhibition. They evaluate their exhibition as good or bad according to their own opinion. As a matter of fact, attending an exhibition is time-consuming, toilsome, troublesome, and costly. So the enterprises must analyze the results carefully.
Mr. Huang just participated in an international exhibition. He is talking about the results of the exhibition with the General Manager, Mr. Li.
L: Mr. Huang, what are the results of the exhibition?
H: Not bad.
L: Could you give me some details?
H: We have established business relationships with two new clients, who ordered 20 million RMB of silk skirts.
L: Good.
H: I also got acquainted with more than 200 customers.
L: Oh, wow.
H: Customers made more than ten suggestions. There, I held a product showing meeting and a press conference. As a result, our brand has been strengthened.
L: Very good!
H: Here is the results analysis. I hope the visitors at the exhibition can be our real buyers in 3 to 6 months. What’s more, we learned a lot from other exhibitors.
L: You are right. I think you’ve done an excellent job.
展览结果
参考译文:
黄经理刚刚参加完一次国际展, 他和公司总经理李先生谈论展览结果.
李先生: 黄先生, 这次展览效果如何?
黄先生: 效果不错.
李先生: 能否讲的具体些?
黄先生: 我们和两个新客户建立了贸易关系, 签了总量为2000万人民币的丝绸裙子的订单.
李先生: 不错.
黄先生: 我还新结识了200多个客户.
李先生: 哦.
黄先生: 客户们提了十几条建议. 在当地召开了产品展示会和新闻发布会. 品牌得到了进一步的强化.
李先生: 很好!
黄先生: 这是效果分析. 我期望3-6月后展会的参观者会成为我们真正的买家.
另外, 我们从其他参展者身上学到很多东西.
李先生: 你说的对. 我认为你们的工作完成的很卓越.
Notes:
1. detail: n. 细节
2. established business relationships with…: 与…..建立贸易关系. establish: v. 建立.
3. get acquainted with…: 与…..相识,熟悉,了解. acquainted: a. 知晓的,相识的.
eg: We get acquainted with each other last month. 我们上个月相识的.
4. press conference: 新闻发布会. press: n. 新闻
5. strengthen: v. 加强,巩固
eg: The fence was strengthened with wire. 这堵围栏用金属丝加固了。
6. analysis: n. 分析, 分解.
excellent: a. 卓越的,出众的.
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