建立海外業(yè)務(wù)：Establishing Overseas Business Relation

文章摘自：外貿(mào)英文函電【張穎 張鍵 主編吳浩波 吳鄭龍 副主編】

Attn: Mr.Andy Burns

Date: May 16th,2016

Dear Sirs,

From http://www.alibaba.com we have learned that you are in the market for cosmetic pencils,which just falls within our business scope.We are now writing to you in the hope of entering intobusiness relations with you.

As a leading trading company in HEFEI,the capital of Anhui province,and backed by nearly 20 years of export experience,we have good connections with some reputable factories.Sufficient supplies and on-time delivery are guaranteed.

To give you a general idea of our products,we enclose a complete set of leaflets showing various products being handled by this corporation with detailed specifications and means of packing.Quotations and samples will be sent upon receipt of your specific enquiries.

Please let us know if we may be of further assistance,and we are looking forward to your specific inquiry.

Thanks and best regards.

Zheng Hao【Communication Skills】溝通技巧

（1）在信函中首先說明是通過正規(guī)渠道（阿里巴巴網(wǎng)站）獲悉對方的求購信息，并開門見山地提出發(fā)郵件的目的是希望與對方建立外貿(mào)業(yè)務(wù)關(guān)系。

（2）介紹自己的商業(yè)優(yōu)勢，以喚起對方的興趣。介紹時(shí)注意換位思考，從對方的需求出發(fā)，重點(diǎn)介紹自己的產(chǎn)品和服務(wù)如何能滿足對方的需求。

（3）必要時(shí)隨附介紹產(chǎn)品的宣傳冊供對方參考，并邀請對方詢盤。

（4）介紹新產(chǎn)品以進(jìn)一步突出優(yōu)勢。

（5）表達(dá)進(jìn)一步合作的愿望，并重申期待對方的詢盤，以示誠意。

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Letter 1

Intention from the Exporter（I）

Dear Mr.Joe Brown,

With reference to your letter of Oct 8th,2016,we are glad to learn that you wish to enter into trade relations with our company.

In compliance with your request,we are sending you our latest catalogues covering our best sellers of this year.

If you find any items are of interest to you,please let us know your specific enquiry,and our quotation will be forwarded without delay.

Yours faithfully,

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Letter 2

Intention from the Exporter（Ⅱ）

Dear Sirs,

Having obtained your name and address from the Internet,we learned that you are handling the import and export of canned goods.And now we are writing to you to establish long-term trade relations.

We have been importers of canned goods for many years and enjoyed high reputation in our country.At present,we are interested in your products and will appreciate it if you could send us your latest catalogues and quotations.

If the prices are in line and the time of shipment is acceptable,we trust important business will be closed.

Yours faithfully,

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Letter 3

Importer's Profiles from Banks

Dear Sirs，

Your name and address have been given to us by the Standard Chartered Bank of Asia.We have the pleasure of addressing this letter to you in the hope of establishing business relations with you.

It's our first time to contact with your http://country.In view of developing friendly relations between our two countries,we wish to ascertain whether cooperation to the advantage of both our firms could be established.We invite you to send us details and prices,possibly also samples,of such goods as you would be interested in selling,and we shall gladly study possibilities in our market.

Sincerely yours,

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Letter 4

Intention from the Importer（I）

Dear Sirs，

We have obtained your name and address from Bureau Veritas,France,and we are writing to enquire whether you would be willing to establish business relations with us.

We have been a leading importer of

lamps for many years.At present,we are interested in extending our overseas trade,and would be appreciated if you send us your latest catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business.

We look forward to hearing from you as soon as possible.

Yours sincerely,

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Letter 5

Intention from the Importer（Ⅱ）

Dear Ms.Cathy Lee,

Having obtained your name and address from the Internet,we are writing to you to establish long-term trade relations.

We have been one of the leading importers of hardware in our country and enjoyed high reputation in USA markets.At present,we are interested in your products and will appreciate it if you could send us your latest catalogues.

If the quality of products is satisfactory and the prices are competitive,we trust important business can materialize.

We are looking forward to your early reply.

Yours faithfully

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【W(wǎng)riting Q&A】寫作答疑

如何在商務(wù)信函中讓客戶保持愉快的心情

銷售的一個(gè)重要任務(wù)就是讓客戶保持一個(gè)愉快的心情。很多業(yè)務(wù)員喜歡用中國的語言習(xí)慣來寫郵件：

1. Sorry to trouble you again!
2. Sorry to reply you late.
3. We will delay the delivery until Jan.10th.

這三句話聽起來為何不舒服呢？ 因?yàn)橛昧藅rouble、late、delay等具有消極意義的詞。“Sorry to trouble you again”（再次給您添麻煩了）是典型的中國式的謙虛客套。在中國人的意識里，trouble是個(gè)積極意向的詞，因?yàn)樗麄冎啦⒉皇钦娴挠新闊?u>可對老外而言，trouble是一個(gè)負(fù)向能量的詞，覺得你是真有麻煩事要找我，這會(huì)引起對方不快的感覺。在郵件中盡量不要使用消極負(fù)面的詞，以免引起客戶的不快與誤解。上述語句可以改為：

Further to my last E-mail...我們其實(shí)想表達(dá)的是：我又來聯(lián)系你了。

Sorry for not being able to reply you earlier.這個(gè)其實(shí)表達(dá)了“不是故意要晚回復(fù)，而是沒辦法”的意思。即我不是忽略你，而是有原因的。

We will get the goods ready on Jan.10th.這句話含有我們主觀努力的潛在意思。

【Useful Expression】交流表達(dá)

1.From http://www.alibaba.com we have learned that you are in the market for cosmetic pencil,which just falls within our business scope.我們從阿里巴巴網(wǎng)站獲悉，貴方正采購化妝筆，這恰好是我方的業(yè)務(wù)范圍。

2.To give you a general idea of our products,we enclose a complete set of leaflets showing various products…為了使貴方大致了解我方的產(chǎn)品，我們隨函附上一整套展示各式產(chǎn)品的宣傳冊。

3.Quotations and samples will be sent upon receipt of your specific enquiries.
一收到貴方的具體詢盤，我方將寄出報(bào)價(jià)單和樣品。
http://4.In compliance with your request,we are sending you our latest
catalogues covering our best sellers of this year.
按照貴方的要求，我們寄給貴方今年暢銷產(chǎn)品的最新的產(chǎn)品目錄。
5.If the prices are in line and the time of shipment is acceptable,we trust important business will be closed.
如果價(jià)格合適且裝運(yùn)日期可以接受的話，我方相信將會(huì)達(dá)成交易。
6.We have the pleasure of addressing this letter to you in the hope of establishing business relations with you.
我方欣然寫信給貴方，希望與貴方建立業(yè)務(wù)關(guān)系。
7.We have obtained your name and address from Bureau Veritas,France,and we are writing to enquire whether you would be willing to establish business relations with us.
我們從法國船級社處獲悉了貴方的公司名和地址。我們寫信詢問貴方是否愿意與我們建立業(yè)務(wù)關(guān)系。
8.We shall be appreciated very much if you send us your latest catalogues and quotations.
如果貴方能寄給我們最新的產(chǎn)品目錄和報(bào)價(jià)單，我方將不勝感激。
9.We have been one of the leading importers of hardware in our country and enjoyed high reputation in USA markets.
我們是我國五金產(chǎn)品的主要進(jìn)口商之一，在美國市場享有盛譽(yù)。【Notes】詞匯與短語
1.market n.市場；行情
be in the market for 求購
e.g.I am in the market for a new HDTV and the newspaper ads are using terminology that I'm unfamiliar with.（我想買一臺新的高清電視，不過我對報(bào)紙廣告中的專業(yè)詞匯并不熟悉。）
2.business scope 業(yè)務(wù)范圍
e.g.For enterprises concurrently engaged in advertising business,applications shall be filed with the relevant departments for change of business scope registration.（兼營廣告業(yè)務(wù)的企業(yè)，應(yīng)當(dāng)辦理經(jīng)營范圍變更登記。）
3.business relations 業(yè)務(wù)關(guān)系
e.g.The high reputation,which you are enjoying as camera importers,has rendered us desirous of entering into business relations with you.（貴公司是信譽(yù)卓著的照相機(jī)進(jìn)口商，我公司極愿與貴公司建立業(yè)務(wù)關(guān)系。）
4.leading importer 主要進(jìn)口商
e.g.We have learned,from the China Daily that you are a leading importer of household electric appliances,and at present you are in the market for electric fans.（我們從《中國日報(bào)》上得知貴公司是家用電器的主要進(jìn)口商，目前貴方想要購買電扇。）
5.reputable adj.聲譽(yù)好的；受尊敬的
e.g.The Chinese government encourages the competitive and reputable big companies to do business in Chile and also welcomes the Chilean companies to invest in China.（中國政府鼓勵(lì)有實(shí)力、信譽(yù)好的大企業(yè)到智利創(chuàng)業(yè)發(fā)展，也歡迎智利企業(yè)到中國投資興業(yè)。）
6.delivery n.交付；遞送
e.g.All of these result in improved customer satisfaction through the timely delivery of high quality software.（這些都是通過及時(shí)交付高質(zhì)量的軟件來提高用戶滿意度的。）
delivery date 交貨日期
delivery order 提貨單
delivery time 交貨期
delivery point 交貨地點(diǎn)
free delivery 免費(fèi)送貨，包郵
immediate delivery 立即交貨
home delivery 送貨上門
take delivery of 收到（所購貨物）
e.g.We took delivery of the software in February.（我們在2月收到了所購軟件。）
7.enclose vt.隨函附上
e.g.Please enclose a check with your order.（請隨訂單附上支票。）
8.leaflet n.傳單
9.specification n.規(guī)格
e.g.Have you get a product of this specification?（不知貴方有沒有這種規(guī)格的產(chǎn)品？）
10.quotation n.報(bào)價(jià)，報(bào)價(jià)單
e.g.We have pleasure in recommending to you...and enclose Quotation No....for your reference.（榮幸地向貴方推薦……隨函附上第……號報(bào)價(jià)單，供貴方考慮。）
11.upon receipt of 一經(jīng)收到
e.g.The goods will be sent upon receipt of your remittance.（收到貴方匯款后即發(fā)貨。）
e.g.This credit will only upon receipt of import licenses by applicant.（本信用證僅在申請人收到進(jìn)口許可證后方可生效。）
12.reference n.參考，參照；涉及，提及
with reference to 關(guān)于
e.g.With reference to our representative's call,we are pleased to say that we have obtained the receipt for the goods.（關(guān)于對我方代表的來電，我們高興地告知您貨物的收據(jù)已經(jīng)收到。）
e.g.With reference to our telephone conversation today…（關(guān)于我們今天在電話中的談話……）
13.compliance n.順從，服從；承諾
in compliance with 按照
e.g.Ensure staff in compliance with company policies and procedures.（確保員工遵守公司規(guī)定和操作流程。）
http://e.g.In compliance with your request,we are sending you herewith our Proforma Invoice in triplicate.（按貴方要求，隨函寄去形式發(fā)票，一式三份。）
14.catalogue n.產(chǎn)品目錄
15.enquiry n.詢盤
e.g.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.（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)。）
16.quotation n.報(bào)價(jià)單；引用語；引證
e.g.We can certainly do this,but it is subject to an additional premium,because our CIF quotation doesn't include this risk.（我們當(dāng)然可以照辦，但戰(zhàn)爭險(xiǎn)要交額外的保險(xiǎn)費(fèi)，因?yàn)槲覀兊腃IF報(bào)價(jià)沒有包括這種險(xiǎn)別。）
e.g.We have pleasure in recommending to you...and enclose Quotation No....for your reference.（榮幸地向貴方推薦……隨函附上第……號報(bào)價(jià)單，供貴方考慮。）
quotation sheet 報(bào)價(jià)單；報(bào)價(jià)量
direct quotation 直接標(biāo)價(jià)法
indirect quotation 間接標(biāo)價(jià)法
17.be in line 一致；協(xié)調(diào)；有秩序
e.g.The new proposal is in line with our general rule.（新建議和我們總的原則是一致的。）
18.transact vi.交易；談判 vt.辦理；處理
e.g.Do I get to review my order before we transact?（在交易前，我能回頭查看我的訂單嗎？）
e.g.I would like to help more buyers to discover your company so they can transact business with you directly.（我希望能幫助更多的買方知道您的公司，以便他們直接與您進(jìn)行交易。）
19.significant adj.重要的；有意義的；有重大意義的；值得注意的
20.address vt.書寫
21.Bureau Veritas
法國船級社，簡稱BV,1828年成立，總部位于法國巴黎，是世界領(lǐng)先的檢驗(yàn)認(rèn)證集團(tuán)之一。
22.lamp n.燈具
23.hardware n.五金器具
24.extend vt.延伸；擴(kuò)大
e.g.Management has agreed to extend the deadline.（管理層已同意延長最后期限。）
25.materialize vi.實(shí)現(xiàn)，成形；突然出現(xiàn) vt.使具體化，使有形