建立外貿業務關係的基本技巧：常用句型和表達
建立業務關係，實際上就是確定貿易對象。貿易對象選擇得合適與否，決定着貿易的成敗。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、經營能力和業務範圍等重要條件，然後再進行實質性的業務商討。貿易雙方只有在相互瞭解、彼此信賴的基礎上，才能進行積極地合作，並使雙方貿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.
我們願意與貴公司建立業務關係。
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.
我們之間的相互瞭解與合作必將促成今後重要的生意。
6. We express our desire to establish business relations with your firm.
我們願和貴公司建立業務關係。
7. We shall be glad to enter into business relations with you.
我們很樂意同貴公司建立業務關係。
8. We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.
現在我們藉此機會致函貴公司，希望和貴公司建立業務關係。
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務關係。
10. Your desire to establish business relations coincides with ours.
你方想同我方建立業務關係的願望與我方是一致的。
11. We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this line.
鑑於我方專營日本輕工業產品出口業務，我方願與貴方在這方面開展貿易。
12. Our lines are mainly arts and crafts.
我們經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，得知貴方願與我方建立業務關係，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.
爲了使貴方對我方經營的紡織品有所瞭解，特航寄我方最新目錄,供細閱。
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.
只有半小時的車程。
18. Suppose we make it, say three o’clock tomorrow afternoon.
如果我們能去的話，那麼就明天下午三點鐘吧。
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計資料寄給我們，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，我是市場部的傑 克?斯蒂文斯。這是我的名片。
—很高興見到你，斯蒂文斯先生。
—就叫我傑克吧。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器。我們能看看嗎?
—當然可以了，但它們在展示廳裏。
—離這裏遠嗎?
—不是很遠。只有半個小時的車程。你現在有時間嗎?
—明天下午我有時間。假如我們能去的話，那就明天下午三點吧。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。你們這裏的人非常友好給我留下了深刻的印象。
-- 謝謝誇獎。您參觀過展覽廳了嗎?展出的大部分是我們的產品，比如絲綢、毛織品、棉布匹和服裝等。
-- 哦，對，昨天我去看過。有些產品質量好，設計又美觀。展覽會成功向我介紹了貴公司所經營的各種產品。我已看過你上次在信中所 附的目錄和小冊子，對貴公司的出口產品有了一些瞭解。我對你們 的絲綢女衫頗感興趣。
-- 我們的絲綢以質量好著稱。絲綢是我們的傳統出口商品之一。絲綢女衫色彩鮮豔、設計美觀，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。現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務關係。
-- 我們雙方的願望是一致的。
-- 關於我們的財務狀況、信用及聲譽，你們可以向香港銀行、或我們的當地商會或諮詢社進行了解。
-- 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上進行外貿交易，我們之間建立業務關係將對雙方有利。我相信業務關係的建立也將使我們之間的關係更爲密切。
-- 太好了，我會發一份傳真回去。一收到肯定的答覆，我就提供具體的詢價。
-- 到時我們一定儘快報價。我希望我們之間能做成很多生意。
-- 我也一樣。
Words and Expressions
card
卡片，名片
catalog
目錄;目錄冊
colleague
同事，同僚
department
(行政或企業的)部，局
do my best 盡力而爲
enter into 建立
firm
公司
introduce
介紹，引見
look forward to
盼望，期待
relationship
關係，聯繫
take care of
照顧，處理
recommendation
推薦，介紹
Chamber of Commerce
商會
inform
通知
specialize in
專營
enter into business relations
建立業務關係
on the basis of equality and mutual benefit
在平等互利的基礎上
pamphlet
小冊子
meet with great favor
受歡迎
of the latest style
最新式樣
coincide
一致，相符
financial position
財務狀況
credit standing
信用地位
trade reputation
貿易聲譽
Notes
1. on/through the recommendation of…… 由……介紹(推薦)
We engaged our present secretary on the recommendation of Mr. Brown.
我們現在僱傭的祕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 ;最新價目表 the latest price list
4. look forward to 盼望(to 爲介詞)
We look forward to your early reply. 盼早覆信。
We look forward to hearing from you soon. 盼早聽到你的回覆。
5. enclose 封入
We enclose a copy of our latest price list. 隨函寄出我方最新價格表一份。
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，(一類)貨物
We have been in this line for many years. 我們經營這一行多年了。
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.
擴大我們之間的貿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上與貴公司建立業務關係。
爲使貴方對我方產品有全面的瞭解，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，我方將立即報價。
望儘快答覆。
Substitution Drills
1 I’m Jack from the marketing department.
personnel
development
human resource
我是來自 市場部 的傑克。
人事部
開發部
人力資源部
替代那些劣質品。
