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Lesson Two Establishment of Business Relations

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1. ÎÒÃÇÈÈÁÒ»¶Ó­¹ó¹«Ë¾Ï£ÍûÓëÎÒÃÇÔÚ·Ä֯ƷҵÎñ·½Ã潨Á¢Ö±½ÓÒµÎñ¹ØÏµµÄÔ¸Íû¡£ 2. ¹ó·½£¨£©Ï£ÍûͬÎÒÃǽ¨Á¢ÒµÎñ¹ØÏµµÄÐÅÒѾ­ÊÕµ½£¬Ð»Ð»¡£

3. ÎÒÃÇרӪÖйúƤЬ³ö¿Ú£¬Ï£Íûͬ¹ó¹«Ë¾ÔÚ¸ÃÒµÎñ·½Ãæ½øÐн»Òס£

4. ÎÒÃDzÂÏëÄ㷽פÎÒ¹úÉÌÔÞ´¦ÒѰÑÎÒ¹«Ë¾½éÉܸø¹ó·½ÒÔͬÄãÃǽ¨Á¢ÒµÎñ¹ØÏµ¡£ 5. ÎÒÃÇÊÇÒ»¼Ò¾­ÓªÇṤ²úÆ·µÄ¹úÓª½ø³ö¿Ú¹«Ë¾¡£

6. ÎÒÃÇÊǰͻù˹̹·Ä֯ƷµÄÖ÷Òª½ø¿ÚÉÌÖ®Ò»£¬¹ÊдПø¹ó·½£¬Ï£Íû½¨Á¢Ö±½ÓµÄóÒ×¹ØÏµ¡£

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1. Through the introduction of Freeman & Co., we knew that you are one of the leading importers of light industrial products in your country.

2. We are a state-owned corporation, specializing in the export of metals, and have engaged in this line of business for many years. Our products have won favorable comments abroad.

3. We are desirous of establishing business relations with your corporation so as to expand the sales of our products at your end.

4. The Commercial Counselor¡¯s Office of your Embassy in China has informed us that you intend to import Lathes from China and we are writing to you in the hope that we may establish business relations with you in this line.

5. We will send you our quotations and samples immediately upon receipt of your specific enquiry.

6. Please let us know your specific requirement so that we can send you by separate post our catalogue and quotation.

Lesson Three status Enquiry Ó¢Ò뺺

1. ˾ÄÎÌØ¹«Ë¾×î½üдПæËßÎÒÃÇ£¬ËûÃÇÊǵ¹úµÄ´ó½ø¿ÚÉÌ£¬Ï£ÍûÔÚ»ú´²ÒµÎñ·½ÃæÓëÎÒÃǽ¨Á¢ÒµÎñ¹ØÏµ£¬ÒòΪÎÒÃǶԸù«Ë¾Çé¿ö²»Á˽⣬Èç¹ûÄúÄÜΪÎÒ¹«Ë¾»ñÈ¡Óйظù«Ë¾µÄ×ÊÁÏ£¬½«²»Ê¤¸Ð¼¤¡£

2. ½ñ¸´¹ó·½1ÔÂ25ÈÕÀ´ÐÅ£¬²¢ÀÖÓÚ¸æÖª£¬¹ó·½À´ÐÅÖÐËùÌá¼°µÄÄǼҹ«Ë¾ÊÇÔÚ12ÄêǰÉèÁ¢µÄ£¬¹«Ë¾×¢²á×ʱ¾Îª10ÍòÃÀÔª£¬ËûÃǾ­ÓªÅú·¢¼°ÁãÊÛÒµÎñ¡£ÎÒÃÇͬËûÃÇÍùÀ´µÄ¼Ç¼ʮ·ÖÂúÒâ¡£

3. °²ÌØÉú¹«Ë¾¾­ÓªÎ÷Ò©»¯¹¤Ô­ÁÏ£¬ËûÃǾßÓй㷺µÄÒµÎñ¹ØÏµ£¬ÄêÓªÒµ¶îÔ¼10ÍòÃÀÔª£¬ÎÒÃÇͨ³£¸øÓè3ÍòÃÀÔªµÄÐÅ´û£¬¶ø²»ÐèÒªÈκεÖѺÎïÆ·£¬ËûÃÇ´ÓÀ´Ã»Óв»ÂÄÐгÐŵ¡£

4. ÍþÁ®Á¢µÂ¶û¹«Ë¾ÏòÎÒÃǶ©¹º5ÍòÃÀÔªµÄ»õÎÒòΪËûÃÇÒªÇóÓÃD/P¸¶¿î£¬¶ø²»ÊÇÓÃÎÒÃÇͨ³£½ÓÊܵÄL/C¸¶¿î£¬ËùÒÔÎÒÃǺÜÏëÖªµÀ¸Ã¹«Ë¾ÊÇ·ñÓÐÈκÎÎ¥Ô¼¼Ç¼£¬ÎÒÃÇ´ðÓ¦ËûÃǵÄÒªÇóÊÇ·ñ°²È«£¬ÎÞÐëÖÃÒÉ£¬ÄúËùÌṩµÄÈκÎÐÅÏ¢½«±»ÈÏΪÊÇ»úÃܵģ¬Äã·½¶Ô´Ë²»¸ºÈκÎÔðÈΡ£

5. ÒòΪÕâÊÇÎÒÃǼäµÄµÚÒ»±Ê½»Ò×£¬ËùÒÔÇëÌṩÁ½¼ÒÒøÐÐ×ÊÐÅÖ¤Ã÷ÈË£¬ÒÔʹÎÒÃǾ¡¿ì¶Ô¹ó·½µÄ¶©»õ½øÐй¤×÷¡£¹ØÓÚÎÒÃǵÄÐÅÓÃÇé¿ö£¬¹ó·½¿ÉÏòÎÒÃǵÄÖйúÒøÐÐÉϺ£·ÖÐÐÈ¥Á˽⣬ÎÒÃÇÏàÐÅËü»áÏòÄúÌṩÄúËùÐèÒªµÄÒ»ÇÐ×ÊÁÏ¡£

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1. Smith & Co., in Vancouver has written to us that they wish to act as our agent for handicrafts in Canada. They have given us your name as their reference. We are therefore writing to you with

the request that you would obtain for us any information about the company. We are much obliged for it.

2. We should appreciate it if you could obtain for us all information about the financial and credit standing of James Neil & Co. in London. The reference they have given us is HSBC.

3. Armstrong & Smith Co. has written to us with the hope to open up business relations with us. Before trading with them, we would like to know their credit status and should be obliged if you could obtain any information about the above firm.

4. We should be pleased to enter into trade relations with your firm but hope that you will

provide us with two bank references so that we may proceed with negotiation of business.

5. The firm enquired about in your letter was founded in 1970 with a capital of US $100,000 and an annual turnover of US $300,000. It is learned that they had a profit of US $50,000 last year. 6. William Baker & Co. you inquired about is a large importer of textiles at our end. The maximum credit we granted to them was ¡ê5,000 in the past and they can meet their obligation in time.

Lesson Four Inquiries and Replies

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1. ´Ë´¦Ò»¼ÒÖ÷ÒªµÄÊÖ¹¤¾ß½ø¿ÚÉÌͬÎÒÃÇÁªÏµ£¬ÐèÒª¸÷ÖÖÊÖ¹¤¾ß¹©Ó¦¸øÒ»Õþ¸®»ú¹¹µÄÐÞÀí³µ¼ä£¬ÇëÌṩÎÒÃÇÒ»²á×ÛºÏÐÔĿ¼£¬²¢×¢Ã÷Óйؼ۸ñ¡£

2. ÎÒÃÇÀÖÓÚ¸æËßÄãÃÇ£¬ÄãÃǵÄZ-33ÐÍ×ê´²Ïú·ºÜºÃ£¬Çë¼Ä¸øÎÒÃÇ×îµÍµÄ±¨ÅÌ¡£Èç¹ûÄãÃǵļ۸ñÓоºÕùÐÔ£¬ÎÒÃÇÈ·ÐÅÓÐÁ¼ºÃµÄÒµÎñǰ¾°¡£

3. ÎÒÃÇÀÖÓÚ¼ÄÉϳ¤³ÇÅÆ¹ÞÍ·Èâѯ¼Ûµ¥Ò»·Ý£¬Ã¿ÌýÖØÁ¿Îª250¿Ë¡£Õâѯ¼ÛÀ´×ÔÒ»¸öºÜÓÐÃûµÄÔÚÈ«¹ú¶¼ÓзÖÖ§»ú¹¹µÄ³¬¼¶Êг¡£¬´Óѯ¼Ûµ¥ÉÏÄãÃÇ»á×¢Òâµ½ËûÃǵÄÐèÇóÁ¿ºÜ´ó£¬Òò´Ë¼Û¸ñÊÇ´ï³É½»Ò×µÄ×îÖØÒªµÄÒòËØ¡£

4. ÄãÃÇÈçÄܰ´ÓоºÕùÐԵļ۸ñ¹©Ó¦Ëù¸½Ñ¯¼Ûµ¥ÉϵĻõ ÎÎÒÃÇÏàÐŽ«ÄÜ»ñµÃ´óµÄ¶©µ¥¡£ 5. ÎÒÃÇ´ÓJames Sharp¹«Ë¾µÃµ½Ò»ÕŶ©¹º100¹«¶ÖÐÂÎÅÖ½µÄ¶©µ¥£¬Õâ¼Ò¹«Ë¾ÊDZ¾µØÒ»¼Ò´ó³ö°æÉÌ£¬¾­³£ÐèÒª¸÷ÖÖÓ¡Ë¢Ö½ÕÅ¡£ÎÒÃǼÄÉϸö©µ¥£¬²¢Ï£ÍûÏñÍù³£Ò»ÑùµÃµ½5%µÄÓ¶½ð¡£

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1. Specializing in the import and export of various light industrial products, we are state-owned corporation and have had business relations with Gordon & company at your end for many years.

2. We have learned that you are in a position to export cameras of latest model RX-31. We are therefore writing to you and hope that you will send us a copy of the catalogue. In the mean time, please let us know the lowest price so that we can approach our clients for sales.

3. Please be informed that we are one of the largest importers of silk in the world. We have been importing this item from Japan and now intend to extend our business to import the same from China.

4. We hope you will inform us of the main items you can export. It would be better if you could send us a few copies of your export catalogues and cutting samples of various kinds of silk for our choice.

5. With regard to your inquiry of the 4th March for spanners, we, first of all, express our regret for not being able to quote you promptly as our manufacturer has to look into the possibility of meeting your special requirement.

6. As regards your inquiry for tea sets, we are pleased to inform you that the manufacturers have

agreed to supply you with 100 sets through our repeated effort.

Lesson Five Offers

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1. °´ÕÕ¹ó·½ÒªÇó£¬ÏÖ±¨¼Û£º2000´òÄÐʽ³ÄÉÀ£¬Ã¿´òCIF¾É½ðɽ60ÃÀÔª£¬9Ô·Ý×°ÔË¡£¸Ã±¨ÅÌÒÔÎÒ·½×îºóÈ·ÈÏΪ׼¡£

2. ¹ØÓÚ¹ó·½6Ó¢´ç»¨Èúǯѯ¼Û£¬ÏÖ¸½Éϵڣ¨£©ºÅ±¨¼Ûµ¥Ò»Ê½Á½·Ý¡£°´ÕÕ¹ó·½ÒªÇó£¬ÎÒÃÇÁí¼ÄÑùÆ·Ò»°Ñ£¬¹©¹ó·½ÔÚÏò¿Í»§ÍÆÏúÖÐÓ¦Óá£

3. ÎÒÃǺܸßÐËÊÕµ½¹ó·½9Ó¢´ç·ÉÓãÅÆ´ò×Ö»úµÄѯ¼Û£¬µ«±§Ç¸²»ÄÜÂú×ã¹ó·½ÐèÒª£¬ÒòΪ´æ»õÒѾ­ÊÛÍê¡£ÈçÄãÃÇÄܽÓÊÜ11Ô·Ý×°ÔË£¬ÎÒÃǽ«Å¬Á¦Âú×ãÄãÃǵÄÏ£Íû£¬µ«±ØÐëÔÚÔµ×ǰ¸æÖª£¬·ñÔò£¬¿ÖÅÂÎÒÃǽ«²»µÃ²»Ð»¾ø¹ó·½µÄ¶©µ¥¡£ 4. ллÄãÃÇ¡­¡­µÄÀ´º¯¡£°´ÕÕ¹ó·½ÒªÇó£¬ÎÒÃÇÒÑÁí¼ÄÉÏÒ»²áĿ¼£¬¹©ÄãÌôÑ¡£¬²¢Ô¸¸æËßÄãÃÇ£¬Ä¿Â¼ÖеÚÎåÒ³µÄ»õÎï×îÊʺϹ󷽵ÄÐèÒª£¬ÎÒÃǵı¨¼ÛÊÇCIFÑÇÀúɽ´óÿÌ×5°÷£¬6Ô·Ý×°ÔË¡£

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1. We have received your letter of ¡­and wish to quote for Elephant Brand Adjustable Wrenches as follows:

5¡¯¡¯ at US $ 6 per dozen 6¡¯¡¯ at US $ 7 per dozen 7¡¯¡¯ at US $ 8 per dozen

The above prices are on CIF Karachi basis, subject to our final confirmation.

2. Referring to our offer of the 10th March for files, we regret to say that so far we have not yet received your reply. As we have received considerable orders recently, if you consider this item suitable for your need we suggest you place your order immediately, otherwise we cannot assure you of the time of shipment as quoted.

3. Since we quoted you last month for Absorbent Gauze we have received quite a lot of orders and now our stock is getting low. If you are interested in this article please let us know at once so as to avoid disappointment.

4. We have received your letter of 18th April and now have pleasure in offering you 20 metric tons of iron nails, 1.5¡¯¡¯ at US $ 500 per M/T CIF Nagasaki ex stock, other terms being same as before. The above offer is valid subject to your reply reaching here before the 10th May.

Lesson Six Counter-offers

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1. ÎÒÃǺÜÒź¶µØ¸æËßÄãÃÇ£¬Äã·½±¨¼Û²»ÄܽÓÊÜ£¬ÒòΪÓû§ÔÝʱֹͣ¹º»õ¡£µ«Èç¶ÔÄãÃDzúÓÐÐèÒª£¬ÎÒÃǽ«»áºÁ²»ÓÌÔ¥µØÔÙͬÄ㷽Ǣ̸´ËÊ¡£

2. ÎÒÃǺÜÒź¶²»ÄܽÓÊÜÄã·½±¨ÅÌ£¬ÒòΪÄãËù±¨µÄ¹æ¸ñ²»·ûºÏÎÒ·½¿Í»§µÄÐèÒª¡£ÈçÄãÄܰ´Ñ¯¼Ûµ¥ÉÏÕýÈ·µÄ¹æ¸ñ¹©»õ£¬ÎÒ½«ÔÙͬÂòÖ÷ÁªÏµ¡£

3. ллÄã·½×òÈյı¨ÅÌ£¬µ«ÎÒÃDZ§Ç¸²»ÄܽÓÊÜ£¬ÒòΪ½»»õÆÚÌ«³¤¡£ÔÚÎÒÃǵÄѯ¼ÛÐÅÖÐÒѾ­ËµÃ÷Á˽»»õÆÚÊÇ×îÖØÒªµÄ¡£

4. ÎÒÃDZ§Ç¸µØ¸æÖª£¬ÄãÃǵı¨ÅÌÒ»µãҲûÓйÄÎèÐÔ¡£¹ó·½µÄ¼Û¸ñÓëÄãÃǾºÕùÕߵļ۸ñÓкܴóµÄ²î¾à¡£ÎÒÃÇͬ¹ó¹«Ë¾½»Ò×ÍùÀ´ÒÑÓжàÄ꣬ϣÍû¹ó·½¶ÔÎÒ·½½ñºóµÄѯ¼ÛÄܱ¨×îµÍµÄ¼Û¸ñ£¬·ñÔò£¬ÎÒÃDZðÎÞËü·¨£¬Ö»ÄÜÏòÆäËûµØ·½¶©»õ¡£