建立业务关系

寻找合作方，主要是通过以下几个渠道搜集信息的：

1. Bank （银行）

2. Chambers of Commerce in foreign countries （外国商会）

3. Trade Directory （行名录）

4. Chinese Commercial Counsellor’s Office in foreign countries （商务参赞处）

5. Business House of the same trade, etc. （同业商行）

6. Advertisements （广告）

从以上渠道搜集来信息以后，就可以开始写信进行沟通。总的来说，这类信件应该以告知对方如何得知他们的地址和姓名，简要描述写信人经营的项目。写信人应该简明，清晰，礼貌地描述自己想进口或者想要出口的产品。

收到建立业务关系的信件时，收件人应该立即全面地回答写信人提出的错有问题，这样会给发件人一个很好的印象。以便日后能更好的开展业务。

Key Words & Expressions

名词及名词词组

card 卡片，名片 catalog 目录；目录册

colleague 同事，同僚 department (行政或企业的)部，局

firm公司 prior to 在…..之前

look forward to 盼望，期待 relationship 关系，联系

in compliance with 与….相一致 credit standing 信用地位

recommendation 推荐，介绍 financial position 财务状况

Chamber of Commerce 商会 of the latest style 最新式样

trade reputation 贸易声誉 specification 规格

certificate 证明书，证书，凭证，执照

on the basis of equality and mutual benefit 在平等互利的基础上

动词及动词词组

do my best 尽力而为 enter into 建立, 开始

introduce 介绍，引见 take care of 照顾，处理

inform 通知 specialize in 专营

enter into business relations 建立业务关系 coincide （with） 一致，相符

国际贸易词汇

Learn （v.）: receive instruction; become informed of 获悉，知道

e.g. We learned from our agent in London about (of) your agent of electric typewriters.

Line (n.) : department of activity; branch of business 业务，行业

e.g. We have been engaged for many years in line of surgical instruments.

be lined with : provide with an inside covering 内衬

e.g. The case is lined with tin-plate.

in line with : in agreement with 与….一致

e.g. We don’t think we can fall in line with your views.

Enquiry (or inquiry) (n.) : a request for information on the supply of certain goods. 询盘

e.g. We are pleased to have your enquiry for our raincoat.

Enquire (V.) : ask to be told ( a person’s name, business, etc.) 询问，寻求

e.g. We should like to enquire whether you can supply the following items.

ask for 请求，要求

e.g. We are glad to tell you that the cloth as enquired for in your letter of March 30th can be supplied as RMB￥1.50 per yard.

Enquire into investigate 调查

e.g. The seller alleged that the goods were damaged in transit, but we must enquire into the matter ourselves.

Enquire about ask for information about 询问，了解

e.g. They have not made a reply to our letter of 25th Oct., enquiring about the market condition here. Enquire of sb. about sth. Seek information from sb. about sth. 向某人询问某事

Quotation (n.) amount stated as current price of stock or commodities on sale. 报价

e.g. Please let us have your competitive quotation for 1000 leather jackets.

Quote (V.) state the current price of an article, etc. 报价

e.g. This is the lowest we can quote.

Handle (V.) deal in buying and selling 经营

e.g. Our corporation handles foodstuffs.

treat 处理

e.g. This pending case is different to handle.

Offer (n.) a proposal or promise to present something for acceptance or consideration. 报盘

e.g. Please make us an offer CIF London for 100 metric tons Bitter Apricot Kernels

(V.) express readiness to sell on terms 表示可以出售

e.g. We offer these goods subject to their being unsold on receipt of your order.

Occur 发生

e.g. We will take this matter into consideration when occasion offers

Refer (v.). speak to, allude to 谈论到，涉及

e.g. He has shown in reaction to our proposal though we have referred to it several times.

turn (to), go (to), for information, etc. 参阅，查询

e.g. In connection with out usual payment terms, please refer to our letter of 25th October.

自我介绍常用词组

1. 自我介绍

We are…… 我们是…

This is to introduce us … … 兹介绍，我方作为…

write to introduce… 现函告，我方为…

take the opportunity to introduce… 趁此机会，兹介绍我公司为…

inform sb. to… 兹告知

take the liberty of doing sth… 冒昧地做某事…

have one’s name and address from… 从…得知某人的名字和地址

have one’s name and address to… 由于…的某人的名字和地址

be transferred (forwarded) to … for attention 转交，处理

through the courtesy of… 由于…的好意

on the recommendation of… 由…推荐（介绍）

2. 初步意向和要求

establish business relations with… 和…建立贸易关系

enter into business relation with… 和…建立贸易关系

fall within to scope with… 属于…的范围

写作例句

1) We are willing to enter into business relations with your firm on the basis of equality , mutual benefit and

exchanging what one has for what one needs.

我们愿在平等互利、互通有无的基础上与贵公司建立业务联系。

2) We wish to introduce ourselves to you as a state operated corporation dealing exclusively in light industrial goods. 我们是专营轻工产品的国营公司。

3) Being specialized in the export of Chinese art and craft goods, we express our desire to trade with you in this line. 我们专门出口中国工艺品，愿与贵方开展这方面的业务。

4)To acquaint you with the light industrial goods we handle, we are sending you, by separate airmail, a commodity list and several sample books for your reference.

为使你方熟悉我方经营的轻工产品，另封航邮寄上商品目录和一些样品，供你参考。

5)In order to give you some idea of various qualities of handicrafts we carry, we have pleasure in forwarding you by airmail one catalog and a few sample books for your perusal.

为使你方对我方各自款式的手工艺品有一初步了解，今航邮奉上我方目录和一些样品，供你方参考。

6)Having had your name and address from the Commercial Counsellor’’s Office of the Embassy of the People’’s Republic of China in your country, we now avail ourselves of this opportunity to write to you and see if we can establish business relations by the commencement of some practical transactions.

从驻贵国的中华人民共和国大使馆商务处获知贵方名称和地址，我们荣幸地写信给你们，是否可通过开始做几宗实际的交易来建立业务联系。

7)Your firm has been recommended to us by the Chamber Commerce in Tokyo, Japan.

日本东京商会已向我们推荐贵公司。

8) We thank you for your letter offering your services and should like to discuss the possibility of expanding trade with you. 谢谢你方来函表示愿意提供服务，我方愿与你方就扩大贸易的可能性进行讨论。

9)In order to promote business between us, we are airmailing you samples, under separate cover, for your inspection.

为促进双方业务往来，另封航邮寄上样品，供你参考。

第二篇：8.英文商务函电付款信件

付款信件

国际贸易的付款方式分为三大种：汇付（REMITTANCE），托收（COLLECTION），信用证（L/C）。

1.汇付Remittance：

汇付方式一般用于买方的预付货款。但也有用于先装货发运的情形，即所谓“先装后付”。在使用汇付方式时，应在合同中明确规定汇付的时间、具体的汇付方式和汇付金额等。在预付货款情况下，汇付的时间应与合同规定的交货时间相衔接。例如：买方不迟于１２月１５日将１００％的货款用电汇预付并抵达卖方。汇付的方式有：

M/T--- -----MAIL TRANSFER 信汇

T/T---------TELEGRAPHIC TRANSFER 电汇

D/D--------- DRAFT DEMAND 票汇

2.托收Collection：

托收是出口商为了向进口商收取销售货款或劳务价款，开立汇票委托银行代收的结算方式。出口商将作为货权凭证的商业单据与汇票一起通过银行向进口商提示，进口商只有在承兑或付款后才能取得货权凭证。托收包括：

D/P----------DOCUMENTS AGAINST PAYMENT 付款交单，就是银行交出单据所要求的条件是付款人必须要承担付款责任，根据汇票的期限，又可以分为即期付款交单和远期付款交单。

D/A----------DOCUMENTS AGAINST ACCEPTANCE 承兑交单

3.信用证L/C:

信用证(L/C)是开证银行根据进出口商的要求和提示或代表其自身，开给出口商（受益人）的，在单证相符的条件下承诺支付汇票或#5@p金额的文件。常用的是以下两种：

SIGHT PAYMENT L/C 即期信用证

DEFERED PAYMENT L/C 远期信用证

常用单词

instruct (v.) 指示 authorize （v.） 授权 draw (on) (v.) 向…开汇票 bill （n.） 汇票 bill of lading 提单 delivery （n.） 交付 accept (v.) 接受 acceptance (n.) 接受 acceptable (a.) 可接受的 in question 正在（被讨论的） accordingly (adv.) 照着办，相应地 violation (n.) 废除，取消 days of grace 宽限日期 abide (by) (v.) 遵守 violate (v.) 违背，违反

confirm （v.） 确认 e.g. This order was confirmed for CIF Toronto.

confirmation (n.) 确认 e.g. Please cable (电传) your confirmation.

effect (v.) 实现，使生效，引起 e.g. Shipment can be effected in early October.

(n.) 结果，效果，影响

in effect 实际上，事实上 e.g. It is in effect the same thing.

take effect 生效，奏效 e.g. The new price-list will take effect from (on) next month. to the effect （that） 大意是，以便

e.g. We have received your cable to the effect that shipment is to be held pending your instructions. to the same effect 以相同的意思 e.g. We sent telegram and wrote a letter to the same effect. arrange (v. )安排，布置 e.g. We have arranged for a showroom.

verify (v.) 证实，核实 e.g. Please recheck the coding (译码) and verify it.

recall (v.) 回忆，忆起 e.g. We cannot recall the details.

取消，撤销 e.g. The order has been recalled.

样 信

1.付款条款

Dear Sirs,

We have thoroughly considered the terms of payment discussed with your Mr. Wu. We are in agreement with your proposals and hereby give you in writing the terms and conditions which have been agreed upon as follows:

(1)Your terms of payment are confirmed, irrevocable L/C with draft at sight instead of D/P at sight.

(2)The price quoted to us is net with no discount whatsoever.

The above terms of payment were approved by our manager and will be acted upon accordingly. The relative order is now being prepared and will be sent to you in the course of next week.

Taking this opportunity, we would like to inform you that our representative at the forthcoming Guangzhou Fair will be Mr. Brown, who will doubtlessly write to you about it. We sincerely hope that future discussions between our two companies will result in further business to our mutual advantage.

Yours faithfully,

xxx

2.开立汇票以支付装运费

Dear Sirs,

In order to cover the shipment we will draw a draft at sight on you under an irrevocable letter of credit and ask you to honor it on presentation to you.

Yours,

xxx

3.要求变更汇票日期

Dear Sirs,

You require a draft at sight under irrevocable L/C as payment terms.

However would you make them a little easier?

We would like you to allow us a draft at 90 d/s under an irrevocable L/C.

Yours,

xxx

4.要求对方开立包括各种费用的汇票

Dear Sirs,

As for the payment,we would like you to draw a draft at 30 d/s on us for the invoice amount plus shipping and other expenses with a 10% commission.

Yours,

Xxx

5.要求连同汇票寄来装船文件

Dear Sirs,

Please draw on us for the full amount of your invoice at 60 d/s and attach such relative shipping documents as the commercial invoices, bill of lading, insurance policy, packing lists, certificate and list of weight and/or

measurement, to your draft. ……

6.同意变更汇票的付款条件

Dear Sirs,

As our maximum concession to the payment, we will admit your payment of a draft at 60 d/s under documents against acceptance.

Therefore please let us know immediately if these terms are acceptable to you. ……

7.要求寄送装运的汇票及提单

Dear Sirs,

As to the execution of this order, we agree to accept our order in three shipments. Therefore we request you send a sight draft on us under documents against payment at every shipment attaching the B/L. ……

8.通知对方愿意接受汇票

Dear Sirs,

In order to ensure your earlier shipment, we have instructed The Mitsui Bank, New York to accept a draft drawn on them by you for a sum of US ＄35 000.

Yours,

Xxx

9.通知接受汇票，并要求迅速履行订货

Dear Sirs,

We have today instructed our bankers, the Bank of Tokyo, London to accept your draft at 90 d/s on us drawn under irrevocable L/C and would ask you to execute our order promptly. ……

10.要求接受汇票并付款

Dear Sirs,

As to this business, we will draw our draft at 30 d/s on you against the 100 units of the construction machines for a sum amounting to US＄750 000 under the L/C.

We ask you to accept it on presentation and honor it on maturity. …..

11.提议变更付款条件

Dear Sirs,

Concerning the payment of this transaction, we suggest a 90 d/s draft under D/A apart from the usual terms of business. The market here is quite dull and we are overstocked now. Therefore we believe this is quite acceptable to you. ……

12.建议使用见票后30天应付的信用证支付

Dear Sirs,

We wish to place with you an order for 1 000 casks Iron Nails at your price of US ＄150.00 per cask CIF Lagos for shipment during July/August.

For this particular order we would like to pay by 30 days L/C. Involving about US ＄150 000, this order is comparatively a big one. As we have only moderate means at hand, the tie-up of funds for as long as three to four months indeed presents problem to us.

It goes without saying that we very much appreciate the support you have extended us in the past. If you can do us a special favour this time, please send us your contract, upon receipt of which we will establish the relative L/C immediately.

Yours faithfully，

xxx

13.要求更易于接受的付款条款

Dear Sirs,

Our past purchase of Mild Steel Sheet from you has been paid as a rule by confirmed, irrevocable L/C.

On this basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particularly taxing owing to the tight money condition and unprecedentedly high bank interest.

If you would kindly make easier payment terms, we are sure that such an accommodation would be conducive to encouraging business between us. We propose either “Cash against Documents on Arrival of Goods” or “Drawing on Us at Three Months’ Sight”. Your kindness in giving priority to the consideration of the above request and giving us an early favourable reply will be highly appreciated.

Yours faithfully，

xxx

14.答应改变付款方式

Dear Sirs,

Thank you for your letter of 9th February. We have carefully considered your proposal to receive a trial delivery of our cutlery on D/A, but wish to inform you that to promote business the best we can exceptionally do as a trial will be on D/P at sight terms. In accepting our proposal you assume no risks since our cutlery is well-known for its good quality, attractive design and reasonable price. This cutlery sells well in many other countries and we think it will have a good sale in your store.

If you are interested in our proposal, please write to us by return and we will approach you further.

Yours faithfully,

Xxx

15.要求银行开立信用证

Dear Sirs:

We request you to open for our account by air mail with the Bank of China, Shanghai Branch, an Irrevocable and Without Recourse letter of Credit in favor of Shanghai Textile Import & Export Corp, China to the extent of US ＄30 000(US Dollars Thirty Thousand only)available by draft in duplicate drawn on us at 90 days after sight for full invoice value against shipment of 20 000 yards Shanghai Printed Pure Silk Fabrics as per our order No.3154 dated 15 May 2007 accompanied by the following documents:

（1)Invoice in triplicate.

（2）Packing list in triplicate.

（3)Full set Clean Bills of Lading made out to order and endorsed in blank notify Buyers marked freight payable at destination.

（4）Evidence of shipment of the said merchandise to be effected on or before end of June 2007 from Shanghai to San Francisco. Partial shipments are not permitted. Transshipments are not allowed.

（5)Marine insurance to be effected by Buyers in San Francisco.

We hereby agree duly to accept the above mentioned draft on presentation, and pay the amount thereof at maturity, provided such draft shall be negotiated within three months from this date.

Yours faithfully，

xxx

16.索取形式#5@p

Dear Sirs,

One of our clients has asked us to obtain a pro forma invoice for the following product:

Lion Brand Nail Clippers Model 21 chrome plated.

Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client’s confirmation. We will have no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.

Yours faithfully,

Tom

17.寄送形式#5@p

Dear Mr. Green,

In reply to your request, dated 14 July 2006,we have much pleasure in sending you our pro forma invoice in triplicate. For your information, our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay. We look forward to hearing from you. Yours sincerely,

Lui

18.付款通知

Dear Sir/Madam

We refer to your payment request of 1st November,2006. We have made an application to our bank for remittance as requested. Our remittance details are as follows：

(1)Amount of 1st Installment: US ＄50 000.

(2)Value Date of Payment: 30th November,2006.

(3)Payment Method: By T.T. remittance.

(4)Remitting Bank: The Bank of Newcastle, Queensway Branch, London.

If you do not receive advice on our remittance from your bank within one week, please do not hesitate to contact us. ……

19.告知付款账户

Dear Sir,

Firstly, We’d like to apologize for the late reply due to the problem of our computer network. We have repaired the machine and mailed back to you. Do you receive it? The repair charge is US＄1 500,and the receipt will be based on the US＄1 200 as you requested. After the confirmation, please transfer US＄1 500 repairing charge to the following a/c. To show our sincerity, we are willing to reduce price of US＄120 000 to the lowest US ＄114 000.Besides,regarding to the 3 items you request, we will mail to you by express. Thank you for your cooperation and we wish you success in your business.

Yours,

xxx

P.S.: We are the SMT Machine manufacturer, and we only produce the new machines. Since we do not carry on the sales of used machines, we are unable to provide you the related information.

20.通知收到付款

Dear Mr. Green,

Thank you for your letter dated yesterday, advising us of your remittance.

We confirm receipt of US ＄50 000 in our account with The Bank of China, Dinghuisi Branch, his morning. Thank you again for your remittance. ……

21.回函拒绝对方付款方式

Dear Sirs,

We thank you for your order No.23A46 for 200 Air Conditioners and appreciate your intention to push the sales of our products in your country. However, your suggestion of payment by time L/C is unacceptable. Our usual practice is to accept orders against confirmed, irrevocable L/C at sight, valid for 3 weeks after shipment is made and allow transshipment and partial shipments.

As per the above terms we have done substantial business. We hope you will not hesitate to come to the agreement with us on payment terms so as to get the first transaction concluded.

Your favorable reply will be highly appreciated. ……

22.接受对方付款方式

Dear Sirs,

Thank you for your order of Iron Nails as per your letter of May 5.

Your proposal of paying by letter of credit at 30 days has been carefully studied by us. Usually, time credit is not acceptable to us. However, in view of our long pleasant relations as well as our willingness to support our African friends, we agree with you this time. But let us make it clear that this accommodation is only for this transaction, which will in no case set a precedent.

Attached here with is our Sales Contract No.105 covering the above order. Please follow the usual procedure…….