Unit 1 建立業(yè)務(wù)關(guān)系 Establishing Business Relations

　　建立業(yè)務(wù)關(guān)系，實(shí)際上就是確定貿(mào)易對象。貿(mào)易對象選擇得合適與否，決定著貿(mào)易的成敗。在一般情況下，雙方通過各自的介紹或第三者的介紹，先摸清對方的資金信用、經(jīng)營能力和業(yè)務(wù)范圍等重要條件，然后再進(jìn)行實(shí)質(zhì)性的業(yè)務(wù)商討。貿(mào)易雙方只有在相互了解、彼此信賴的基礎(chǔ)上，才能進(jìn)行積極地合作，并使雙方貿(mào)易活動得以順利地開展。

　　Basic Expressions

　　1. We’ve come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London.

　　我們從中國駐倫敦大使館的商務(wù)參贊處得知你們的名字和地址。

　　2. By the courtesy of Mr. Black, we are given to understand the name and address of your firm.

　　承蒙布萊克先生的介紹，我們得知貴公司的名稱和地址。

　　3. We are willing to enter into business relations with your firm.

　　我們愿意與貴公司建立業(yè)務(wù)關(guān)系。

　　4. Your firm has been introduced (recommended, passed on) to us by Maple Company.

　　楓葉公司向我方介紹了貴公司。

　　5. Our mutual understanding and cooperation will certainly result in important business.

　　我們之間的相互了解與合作必將促成今后重要的生意。

　　6. We express our desire to establish business relations with your firm.

　　我們愿和貴公司建立業(yè)務(wù)關(guān)系。

　　7. We shall be glad to enter into business relations with you.

　　我們很樂意同貴公司建立業(yè)務(wù)關(guān)系。

　　8. We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.

　　現(xiàn)在我們借此機(jī)會致函貴公司，希望和貴公司建立業(yè)務(wù)關(guān)系。

　　9. We are now writing you for the purpose of establishing business relations with you.

　　我們特此致函是想與貴方建立業(yè)務(wù)關(guān)系。

　　10. Your desire to establish business relations coincides with ours.

　　你方想同我方建立業(yè)務(wù)關(guān)系的愿望與我方是一致的。

　　11. We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this line.

　　鑒于我方專營日本輕工業(yè)產(chǎn)品出口業(yè)務(wù)，我方愿與貴方在這方面開展貿(mào)易。

　　12. Our lines are mainly arts and crafts.

　　我們經(jīng)營的商品主要是工藝品。

　　13. We have been in this line of business for more than twenty years.

　　我們經(jīng)營這類商品已有二十多年的歷史了。

　　14. Your letter expressing the hope of establishing business connections with us has met with approval.

　　來函收悉，得知貴方愿與我方建立業(yè)務(wù)關(guān)系，我們表示同意。

　　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.

　　為了使貴方對我方經(jīng)營的紡織品有所了解，特航寄我方最新目錄,供細(xì)閱。

　　16. Glad to see you in your company.

　　很高興在貴公司見到您。

　　17. It’s only half an hour’s car ride.

　　只有半小時(shí)的車程。

　　18. Suppose we make it, say three o’clock tomorrow afternoon.

　　如果我們能去的話，那么就明天下午三點(diǎn)鐘吧。

　　19. It would be very helpful if you could send us statistics on your sales.

　　如果你們能將你們的銷售統(tǒng)計(jì)資料寄給我們，那可就太有幫助了。

　　20. We would like to ask you to kindly send us the related information.

　　我們希望你們能將相關(guān)資料寄給我們。

　　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!很高興見到你，史密斯小姐，我是市場部的杰 克?斯蒂文斯。這是我的名片。

　　—很高興見到你，斯蒂文斯先生。

　　—就叫我杰克吧。請坐。

　　—謝謝。

　　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，這些就是我們感興趣的機(jī)器。我們能看看嗎?

　　—當(dāng)然可以了，但它們在展示廳里。

　　—離這里遠(yuǎn)嗎?

　　—不是很遠(yuǎn)。只有半個小時(shí)的車程。你現(xiàn)在有時(shí)間嗎?

　　—明天下午我有時(shí)間。假如我們能去的話，那就明天下午三點(diǎn)吧。你方便嗎?

　　—可以。我會來酒店接你們的。

　　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，澳大利亞人。這是我的名片。

　　-- 謝謝。布朗先生，見到您非常高興。我是凱茜?佩利絲，是格林紡 織品進(jìn)出口公司的代表。

　　-- 佩利絲小姐，見到您我也很高興。我每年出差跑很多地方,但是,到 中國來還是頭一次。你們這里的人非常友好給我留下了深刻的印象。

　　-- 謝謝夸獎。您參觀過展覽廳了嗎?展出的大部分是我們的產(chǎn)品，比如絲綢、毛織品、棉布匹和服裝等。

　　-- 哦，對，昨天我去看過。有些產(chǎn)品質(zhì)量好，設(shè)計(jì)又美觀。展覽會成功向我介紹了貴公司所經(jīng)營的各種產(chǎn)品。我已看過你上次在信中所 附的目錄和小冊子，對貴公司的出口產(chǎn)品有了一些了解。我對你們 的絲綢女衫頗感興趣。

　　-- 我們的絲綢以質(zhì)量好著稱。絲綢是我們的傳統(tǒng)出口商品之一。絲綢女衫色彩鮮艷、設(shè)計(jì)美觀，在國外很受歡迎，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.

　　-- 有些看來還是最新的式樣?，F(xiàn)在我感覺我們在這方面可以做不少買賣。我們希望同貴公司建立業(yè)務(wù)關(guān)系。

　　-- 我們雙方的愿望是一致的。

　　-- 關(guān)于我們的財(cái)務(wù)狀況、信用及聲譽(yù)，你們可以向香港銀行、或我們的當(dāng)?shù)厣虝蜃稍兩邕M(jìn)行了解。

　　-- 謝謝你所提供的情況。我們公司是國營公司，我們一向是在平等互利的基礎(chǔ)上進(jìn)行外貿(mào)交易，我們之間建立業(yè)務(wù)關(guān)系將對雙方有利。我相信業(yè)務(wù)關(guān)系的建立也將使我們之間的關(guān)系更為密切。

　　-- 太好了，我會發(fā)一份傳真回去。一收到肯定的答復(fù)，我就提供具體的詢價(jià)。

　　-- 到時(shí)我們一定盡快報(bào)價(jià)。我希望我們之間能做成很多生意。

　　-- 我也一樣。

　　Words and Expressions

　　card [ kB:d ] 卡片，名片

　　catalog [ 5kAtElC^ ] 目錄;目錄冊

　　colleague [ 5kCli:^ ] 同事，同僚

　　department [ di5pB:tmEnt ] (行政或企業(yè)的)部，局

　　do my best 盡力而為

　　enter into 建立

　　firm [ fE:m ] 公司

　　introduce [ 7intrE5dju:s ] 介紹，引見

　　look forward to 盼望，期待

　　relationship [ ri5leiFEnFip ] 關(guān)系，聯(lián)系

　　take care of 照顧，處理

　　recommendation [ 7rekEmen5deiFEn ] 推薦，介紹

　　Chamber of Commerce 商會

　　inform [ in5fC:m ] 通知

　　specialize in 專營

　　enter into business relations 建立業(yè)務(wù)關(guān)系

　　on the basis of equality and mutual benefit 在平等互利的基礎(chǔ)上

　　pamphlet [ 5pAmflit ] 小冊子

　　meet with great favor 受歡迎

　　of the latest style 最新式樣

　　coincide [ 7kEuin5said ] 一致，相符

　　financial position 財(cái)務(wù)狀況

　　credit standing 信用地位

　　trade reputation 貿(mào)易聲譽(yù)

　　Notes

　　1. on/through the recommendation of…… 由……介紹(推薦)

　　We engaged our present secretary on the recommendation of Mr. Brown.

　　我們現(xiàn)在雇傭的秘書是由布朗先生介紹的。

　　2. under separate cover = by separate mail, be sent separately

　　另郵，另寄

　　We are sending you catalogue under separate cover. 目錄將另函寄出。

　　如表示“隨函”，可用“Enclosed please find ...?

　　3. latest是late的最高級，表示“最晚的，最近的”

　　如：最新目錄 the latest catalogue ;最新價(jià)目表 the latest price list

　　4. look forward to 盼望(to 為介詞)

　　We look forward to your early reply. 盼早復(fù)信。

　　We look forward to hearing from you soon. 盼早聽到你的回復(fù)。

　　5. enclose 封入

　　We enclose a copy of our latest price list. 隨函寄出我方最新價(jià)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 行業(yè)，(一類)貨物

　　We have been in this line for many years. 我們經(jīng)營這一行多年了。

　　This is a good line of hardware. 這是金屬器具中的一批好貨。

　　7. to our mutual benefit (interest, advantage)

　　Expanding trade between us will be to our mutual benefit.

　　擴(kuò)大我們之間的貿(mào)易對我們雙方都有利。

　　8. I look forward to working with you. (我期望與您 一起工作。)

　　look forward to sth. / doing sth.

　　例：We’re so much looking forward to seeing you again.

　　我們非常盼望再見到你。

　　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：

　　經(jīng)你方商會介紹，我方欣悉貴公司的名稱和地址。我公司專營中國紡織品出口，很樂意在平等互利的基礎(chǔ)上與貴公司建立業(yè)務(wù)關(guān)系。

　　為使貴方對我方產(chǎn)品有全面的了解，我方另函寄去一本目錄冊及一套小冊子，供參考。

　　如對目錄中所列之商品感興趣，請具體詢價(jià)，我方將立即報(bào)價(jià)。

　　望盡快答復(fù)。

　　Substitution Drills

　　1 I’m Jack from the marketing department.

　　personnel

　　development

　　human resource

　　我是來自 市場部 的杰克。

　　人事部

　　開發(fā)部

　　人力資源部

　　替代那些劣質(zhì)品。