Chapter II
Establishing Busine Relations Leon One
Developing Client Base
Chinese Version: 敬启者：
我方从贸易向导网获悉贵方行名与email地址，并得知你方需求购圆珠笔。我们在此介绍本公司及产品，以期与你方建立业务关系。
我们专营圆珠笔的生产和出口已超过六年，我们的产品品种多样，质量上乘，价格极具竞争力。欢迎登录我们的网站http://www.daodoc.com了解我公司概况及最新产品信息。
如果你对我们任何产品感兴趣，请告知，我们乐意提供详情。
作为积极的制造商，我们每月都有推出新产品。如果你们感兴趣，我们乐意定期为你们提供新信息。
谨上
Key to Exercises
I.Translate the following expreions into Chinese or vice versa: 1.进出口
2.建立业务关系 3.想要购买 4.贸易向导 5.最新设计 6.specialize in 7.be of interest to 8.be on the market 9.manufacturer 10.company profiles
II.Fill in each of the following blanks with a proper preposition： 1. in, for
2.of, of, to
3.into,with,in,of
4.from,of, in, with, for, of
5.of,of
III．Fill in the miing words in the following blanks with the first letter given： introduce, range, attach, trust, items, interest, interested, receiving, which, quotations
IV.Translate the following sentences into Chinese: 1.伦敦史密斯有限公司向我们介绍，贵公司是纺织品的主要进口商。 2.我们从驻贵国的中国大使馆商务参赞处得知贵公司的行名与地址，并获悉贵公司欲同敝公司建立业务关系。
3.我们冒昧写信以期与贵公司建立业务关系。
4.我们有幸自荐，期望能有机会与贵公司合作，扩大业务。 5.我们渴望扩大各种各样的农产品贸易，但遗憾的是我们在俄罗斯南部没有顾客，因此若能介绍该地区的一些最可靠的进口商将不胜感激。
6.我们是声誉卓著的出口商，长期经营此商品的出口业务。
7.我们愿在平等互利、互通有无的基础上与贵公司建立业务关系。 8.为使你方对我各种款式的手工艺品有初步的了解，今航寄我方目录和一些样品以供你方参考。
Leon Two
Request for Establishment of Busine Relations
Chinese Version:
(A) 敬启者：
承蒙米兰阿里斯托时装公司告知贵公司行名和地址，特此复函希望能发展业务关系。 多年来, 本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。 如价格公道，本公司必大额订购。
请早复。
谨上 （B） 敬启者：
本月16日收到有关建立商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和报价单。款项烦请以不可撤销保兑之信用证支付。如欲订货，请电邮为盼。
谨上
Key to Exercises I.Translate the following expreions into Chinese or vice versa: 1.不可撤销的保兑的信用证 2.按照…，依从… 3.最新目录 4.下订单 5.随函
6.under separate cover/by separate mail 7.price list 8.look forward to 9.extend one’s range 10.transact busine
II.Fill in the blanks in their proper form with the following words and phrases: recommended,
enter into,
interested,
accepted,
enjoying,
specific, in a position,
trade
III.Translate the following sentences into English: 1.As we are interested in the ball point pens in your sample book, please send us your quotations.2.We avail ourselves of this opportunity to introduce to you that we are a state-owned corporation specializing in arts and crafts.
3.In compliance with our contract, we’re going to open the L/C at the end of this month.4.We are in the hope of establishing the busine relations with you.5.As requested, we are sending you, under separate cover, our latest catalogue and price list covering our export range.
IV.Translate the following letter into English.October 21, 2009
Gentlemen:
As one of the largest importers of Chinese Arts & Crafts in this city, we shall be pleased to establish busine relations with you.
At present, we are interested in your products, details as per our Inquiry Note No.618 attached, and shall be glad to receive your keenest quotation as soon as poible.
Yours truly, ChengJie
Encl.
Leon Three
Transferring Busine Relations
Chinese version:
敬启者：
你方10月16日致我厦门分公司的邮件已转交我公司办理答复，因为标题项下的货物属于我们的经营范围。
然而，我们非常遗憾地通知你方这一具体业务已委托丹麦奥登塞杰克森威尔大街25号通用贸易公司代理，所以我们不能向你们供应该商品，建议你方与他们直接接洽以满足你们需要。
如对其他任何产品感兴趣，请告知。我们将十分乐意报盘。
谨上
Key to Exercises
I.Translate the following expreions into Chinese or vice versa: 1.标题项下的货物 2.办理答复 3.厦门分公司 4.能够
5.approach sb for sth 6.pa on 7.lie within the scope of one’s busine activities 8.addreed to
II.Fill in the appropriate word from the list: position, inform, are in the market for, advise, approaching, addreed, paed on, cover, appreciate, competitive
III.Translate the following sentences into Chinese or vice versa: 1.你方十二月十日致我总公司的邮件已转交我们办复，因你所要的货物属我公司经营。 2.关于罐头食品，我们建议你们与福建粮油食品进出口公司直接联系。 3.你方十月八日来函已转交中国人民保险公司福州公司办复。 4.一俟你方能接受新订货，请即告知我方
5.We very much regret that we are unable to supply what you require so far.6.We hope you will give this letter prompt attention.7.Your letter of March 5 addreed to our Dalian Branch has been paed on to us for attention and reply.8.The goods you enquired for lie within the scope of our busine activities.
Leon Four
Credit Enquiries
Chinese version:
(A) 敬启者：
我们接到美国大西洋电器有限公司一笔78800美元的订单，他们给我们的资信证明人是花旗银行纽约分行。我们希望能够了解该公司的财务和业务情况，如果你们能提供的任何信息我们将，不胜感激。
你方所提供的任何信息将被作为绝密看待，并且你方也不负任何责任。 对于你方的合作预致谢意。
谨上
(B)
敬启者：
我方已了解了你方在11月8号来信中所提到的那家公司的有关情况，并且已告知你方应认真考虑与该公司的贸易合作。
在过去3年,公司出现资金困难,延误付款时间等问题.这些似乎是由于管理不当特别是贸易过度所引起。
我方建议你方能高度重视与他们的业务关系。但是,以上只是我方的个人意见同时希望你方也可以向我方提出长远的要求.
谨上
Key to Exercises I.Translate the following expreions into Chinese or vice versa:
1.资信调查 2.财务状况 3.管理不善 4.资信证明人 5.贸易过度
6.busine standing 7.in confidence 8.on one’s part
9.pay most careful attention to 10.without any responsibility
II.Complete the blanks with a proper word：
obliged,
information,
with,
liberty,
view,
avoiding,
confidential,
to
III.Translate the following sentences into English:
1.ABC Trading Co.has given us your company as a reference.We should be obliged if you would advise us whether they are of good reputation.2.The above information is given confidentially and without responsibility on your part..3.We should highly appreciate it if you would inform us of the financial and busine standing of the above firm.4.As regards any information about the busine standing of the firm, please refer to the Bank of China, Beijing and the International Commercial Bank of China.5.Any information you may give will be treated as strictly confidential.
IV．Translate the following letter into Chinese:
执事先生：
事由：伦敦贸易有限公司
关于你方八月十八日的来函，我们已从伦敦渣打银行收悉你方所需信息。
伦敦贸易公司创建于1940年，拥有注册资金100万英镑。主要经营纺织品进出口业务，供应商对该公司十分满意。我们认为与该公司进行30万英镑以内的业务应该没有问题，更大数额的业务建议用信用证凭即期汇票支付方式付款。
所提供的任何信息请作为绝密看待，并且我方也不负任何责任。
谨上
Key to Skill Training Draft a letter to a company asking for establishing busine relations Exercise I
Fujian Dongfang I/E Corp.
March 15, 2010
Tokyo Foodstuff Co., Ltd. Japan
Dear Sir or Madam,
Through the courtesy of the Chamber of Commerce in Fujian, we have learned that you have been supplying the best quality foods all over the world, and we are sure there is a large demand for various exotic foods in our country.We are writing to you in the hope of establishing busine relations with you.
We are the largest food trading company in Fujian province with offices or representatives in all major cities and towns in the province.We have been importing a large variety of foods from Europe and the USA and consider that we have considerable experience in this field.
A bright prospect for your products in our market is foreseeable.We look forward to hearing from you and aure you of our close cooperation at all times.
Yours faithfully,
Exercise II
China Anxi Tea I&E Co., Ltd.No.281 Citong Rd, Quanzhou
March 1, 2010
ABC Trading Corporation London, England Dear Sirs,
On the recommendation of the Commercial Counselor’s Office of our Embay in London, we have learned with pleasure the name and addre of your firm.We wish to inform you that we specialize in the export of Chinese Tea and shall be glad to enter into busine relations with you.
To give you a general idea of our exports, we are sending you under separate cover an illustrated catalogue 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 an offer promptly.
We look forward to your early reply.
Yours sincerely,
China Anxi Tea I&E Co., Ltd.
Chapter III
Enquiries, Offers and Counteroffers
Leon Five Chinese Version：
(A) 执事先生：
承蒙谢菲尔德Amstrong & Smith公司告知你们是纯棉被单和枕套的出口商。请寄送各种不同产品的详细资料，包括尺寸、颜色和价格，并随附各种质料制成的样品。
我们是本地区一家较大的经销商，上述提到的质地优良、价格适中的产品在我地会有市场销路的。
复信时请说明付款条件和对各品种超过100打购买量所能给予的折扣。你方的报价应包括保险加运费至利物浦。
盼早复。
(B) 执事先生：
你方一月十五日询盘已收悉。随函寄去你方所要求的带有插图的目录和详细的价目表。同时，另邮寄去一些样品，相信你们见到这些样品时会认可我们的产品质量优良价格公道。
对于每种商品定期购买的数量不少于100打，我们同意给予2%的折扣。付款方式是不可撤销的即期信用证。
由于产品柔软耐用，我们的纯棉被单和枕套越来越受欢迎。。比较了我们的价格后，你就会觉得我们难以完全满足你方的要求。但如果你方的订购不迟于二月底，我们保证及时交货。
我们愿提请你们注意目录中其它产品的详细资料，如，桌布和餐巾。期盼收到你方的首次订购。
Key to Exercises
I.Translate the following expreions into Chinese or vice versa: 1.各品种
2.满足需求
3.给予某人3%的折扣
4.及时装运 5 .general enquiry
6. good quality and low price 7.feel confident 8.regular purchases 9.illustrated catalogue
10.under separate cover
II.Fill in the blanks with proper words:
1.for
2.appreciated
3.for, including 4.informed 5.for, of 6.purchases 7.enquiry
III．Translate the following sentences into English: 1.We would appreciate it if you send us the lowest quotations for the following items.2.We are interested in your products and we are enclosing our enquiry for 5000 children’s bicycles.3.As one of the largest exporters of toys in China, we would like to enter direct busine relations with you.4.On regular purchases in quantities of not le than 800 dozen of individual items, we
would allow you a discount of 3%.Payment is to be made by a confirmed and irrevocable
L/C at sight.5.As our men’s leather shoes are excellent in quality and low in price, they are enjoying
fast sales in Europe.6.Thank you for your enquiry of August 21, 2008 , asking for the quotation for Black Tea.7.We inform you that we have airmailed you five copies of catalogue by separate mail.
IV.Translate the following letter into Chinese:
敬启者：
十分感谢中国银行告知我方贵公司的名称和地址，欣然得知贵公司是中国最大的工艺品生产商和出口商之一。
现谨奉告澳大利亚对于价格适中的具有显著东方特色的礼品需求甚殷。目前来说，如能尽快报给我方不同尺寸的景泰蓝杯子和花瓶的最低价，我们将不胜感激。也欢迎贵方对其他所推荐的旅游者喜爱的中国工艺品礼品报价。如果所报价格具有竞争力，我方将给贵方大量订单。
有关支付事宜，一俟我方确认订货，当即开立以你方为受益人的全额的不可撤销的信用证。
Leon
Six
Chinese Version：
(A) 执事先生：
承蒙海外贸易有限公司的布朗先生介绍得知贵公司的行名和地址，以及你们是皮鞋的出口商。我们对上述所提到的产品的确很感兴趣，今特写信询问有关情况。
请寄给我们各种产品的详细资料，包括尺寸、颜色、样品，以及最低的报价和其它支付方式。
我们是本地主要的进口商之一，通常采用保兑的不可撤销的信用证支付。如果支付方式和交货期令我们满意，我们将向你们定期订购。
对于你方的办理预致谢意。你方的报盘一定会得到我们认真地考虑。希望这将是我们长期互利的贸易往来的良好开端。
盼早复。
(B) 执事先生：
2007年3月7日来函已收悉。函中要求我们对皮鞋报盘。现向你方报盘有关6000双的男式皮鞋。每双20美元成本加运费至欧洲各主要口岸，从2007年4月开始分三批每月等量装运。。付款应以不可撤销的、保兑的信用证，凭即期汇票付款。请相信我们所报的价格已经是最优惠的，因此无法接受你方的还盘。
由于近几年许多商家都向我们大量订购，有些甚至催促续订购，因此相信我们的产品在你地市场是畅销品而且还能为你们赢利。
请速复并抓住这次机会。
Key to Exercises
I.Translate the following expreions into Chinese or vise versa: 1.大量订购某物
2.供你方参考
3.畅销品
4.借此机会
5.分四批每周等量装运6.inquire about
7.delivery date
8 terms of payment 9.the best price 10.EMP
II．Translate the following sentences into English:
1.We trust that you will find the quality of the captioned goods satisfactory.2.We shall appreciate it if you can fax an offer for 3000 pieces of “Airmate” Electric Fans CIF Singapore.3.We aure you that we will cooperate with you closely in this respect.4.Please be informed that we have quoted them the price CFR London for our Printed Shirting.5.We avail ourselves of this opportunity to approach you and enquire for “Haier” refrigerators.6.We specialize in the import of “Hero” pens .Please inform us of the details of various ranges and terms of payment .
III.Fill in the blank with a proper word and then translate the letter into Chinese:
receipt, offer, basis, in, follows, confirmation, stock, enable, awaiting
敬启者：
你方七月十日函悉，要求我们报10，000公吨精砂糖上海船边交货价。感谢你方对我方产品感兴趣。
应你方要求，现报价如下: 品名：精砂糖
包装：每100公斤装一新麻袋 数量：10，000公吨
价格：每公吨105美元上海船边交货价
支付：以我方为受益人的100%保兑的不可撤销的信用证，凭即期汇票支付。 装运期：2009年10 / 11月
请注意我方现货不多，如果同意我方报价，希望及时开出信用证以便我方尽快安排装运。
等待你方尽快回复。
Leon Seven
Chinese Version：
(A) 执事先生：
兹确认收到你方本月十日来函，获悉你方要求得到男式衬衫的男式夹克衫成本加运费鹿特丹的实盘。
现向你方报男式衬衫5，000打，每件98美元成本加运费鹿特丹或其它欧洲主要港口的净价，装运期为2008年3/4月份。此报盘为实盘，以你方答复于2月5日前到达我方为有效。
请注意我们已报出最优惠价格，因而任何还盘都不予考虑。
关于男式夹克衫，现告知你方：我们目前仅有的几笔货已向其它地区报盘，但若你方能给我们一个可以接受的递价，你方则可能获得该货。
顺便告知，近来对上述商品的需求量很大，如此日益增长的需求必然导致价格的上涨。然而，你方若能立即接受就可以充分利用市场上涨的这一机会从中获利。
(B) 执事先生：
感谢你方6月15日询购手工刺绣纯棉台布500打。
我们的台布在欧洲市场上深受欢迎。这不只是因为台布的质量好、设计美观，而且也因为是手绣的。在过去的几年里，很多商人已向我们大量订货，有些还渴望订货。我们相信我们的台布在你市场上同样适销。
对你所要求的数量，我们现报盘如下，以我方最后确认为准。 手工刺绣纯棉台布：
数量：1，000条
货号：205
单价：10美元/ 条 数量：100
条
货号：202
单价： 20美元/ 条 成本保险加运费安特卫普净价 支付：凭即期信用证
装运：收到信用证后5-6周内
我们另函寄给你们最新的目录册以供参考。
如上述报盘可接受的话，请传真告知以便我方确认。
Key to Exercises
I.Translate the following expreions into Chinese or vise versa:
1.续订订单
2.考虑接受还盘
3.在报盘中
4.增长的需求
5.深受欢迎 6.firm offer
7.in stock
8.result in 9.benefit from
10.article number
II.Fill in the blanks with the appropriate words given below:
1.on, as
2.without delay
3.make a reduction 4.being unable 5.to 6.at a price
7.stand 8.regrettable 9.call for 10.through
III.Translate the following sentences into English or vice versa :
1.Please make us a firm offer, stating the earliest date of delivery and the quantities available.2.If you have “Hero” Brand Pens in stock, please send us some samples under separate cover.3.Your quotation is so high that we find it difficult to make a bid.4.现报盘如下，以贵方接受复函于九月十五日前抵达我处为有效。
5.本公司在纽约的分处请求提供要销售到中南美洲的5，000台电风扇的报价。请告知贵公司所能定期交货的数量，并报出CIF洛杉矶的最优惠条件。
6.由于这是目前仅有的一批货，如果你们想要购买请尽快传真确认。
IV.Translate the following letter into English: Dear Sirs,
We thank you for your enquiry of August 23 .
As requested, we are enclosing a copy of illustrated catalogue you asked for and are offering as follows, subject to your reply reaching us within ten days.
Commodity: “Youngor” Men’s Shirts Quantity: 1000 dozen Specifications: As per list enclosed Unit price: Stg.￡25 per dozen CIF London Shipment: November/ December , 2009 Payment: By a confirmed, irrevocable L/C payable by sight draft, to reach the sellers one month before shipment.
We trust the above offer will be acceptable to you and are awaiting your favorable reply with keen interest.
Leon Eight Chinese Version：
(A) 执事先生：
你方七月一日有关桌布的报盘已收悉。
坦率地说，我们对你方的桌布很感兴趣因为本地对该产品的需求日益增长。很遗憾你们的报价实在偏高了，不言而喻，若接受你方报价我们就几乎没什么利润空间了。此外，若能降价10%我们可能购买这两种桌布的全部库存。
请速复，希望能借此机会与你方达成交易。为了促成我们间的贸易，相信你方愿给予价格优惠。
关于其它种类的桌布，由于我们收到来自利物浦的船货，目前仍有大量库存。然而，不久就能收到我们的订单，因为我们相信最近旺盛的需求不久就能消耗我们的库存。
希望能降价，静候佳音。
(B) 执事先生：
你方七月二十日要求降价的来函已收悉。
很遗憾你们仍然觉得我们的价格太高。然而，为了扩大我们之间的业务，我们已尽可能地降低价格。如果其它供货商的产品质量和我们的一样，他们的报价不可能低于我们的。如果你们无法接受，很抱歉我们不能满足你们的要求。
请放心，如果你们今后想要向我们订购，你方的要求都将象以往一样得到我们及时的办理。
(C) 执事先生：
十月五日来函收悉。
考虑到我们之间长期的贸易往来，我们愿接受你方还盘，答应给予3%的特别折扣。但由于原材料的价格不断上涨，我们的价格不会仍是原价且在不久的将来还可能上涨，所以折扣仅限此次。为了你方的利益，建议你方尽快达成这次交易。
请放心你方的订单都将得到我们认真的办理。盼速复。
Key to Exercises I.Translate the following expreions into Chinese or vise versa: 1.旺盛的需求
2.以……为目的
3.假如
4.得到某人的及时办理
5.special discount 6.raw material 7.in one’s interest 8.take this opportunity 9.cut the price by 10%
10.meet one’s demand
II.Choose the best answer: d b c d d
b c b b c
b c III.Correct the mistake in each of the following sentences: 1.In compliance with your request, we now quote you subject to our confirmation for the following.2.If you could make a reduction of 10% on the quotation, we have confidence in securing large orders for you.3.We offer you 500 sets Machine Tools at USD5,000 on CIF London basis in June / July shipment.4.We are enclosing a catalogue which may be of some help to you in selecting items.5.We shall appreciate it if you could quote us for the following items.6.We are a leading corporation dealing in industrial chemical and would like to establish direct busine relations with you.7.We regret to say that the goods enquired for in your letter of January 7 are no longer available.8.Having obtained your name from one of our clients, we wish to inform you of our desire to import some of the commodities you handle.9.We wish to know whether or not the following items are available from stock.10.We are sending you separately a copy of our latest pricelist for your reference.11.In the meantime, we would like you to send us samples of various materials which the drees are made of.
12.Active demand will certainly result in increased price, to which we hope you will pay attention, and meanwhile we are expecting your early order.
IV.Fill in the blanks with correct forms of “regret” : 1.regrettable
2.regreful
3.regret 4.regret 5.regret 6.regretfully
V.Fill in the blanks with the words and phrases given below: (1) exporter, interested, quotation, specification, place
(2) inquiry, enter, reference, discount, anticipate
