1. Unit 3 Identifying Business Partners 1. What is international trade? 2. How can a company get necessary information and approach to prospective deal?

2. I.Structure arrangement: Para 1.Explain how you got the recipient ’ s address (Source of information) 1.We have obtained your name and address from the Internet. 2.Our market survey showed that you are the largest importer of cases and bags in Canada.

3. 3 、 We owe your name and address to your Chamber of Commerce which has informed us that you are in the market for Chinese Native Produce. 4 、 On the recommendation of Messrs. Smith & Co., we have learned the name of your firm and shall be glad to enter into business relations with you.

4. 5 、 Having had your name and address from the Commercial Councillor's Office of the Swedish Embassy in Beijing, we now avail ourselves of this opportunity to write to you and see if we can enter into business relations with your company. 6. Your name and address have been passed on to us by Bank of China London Brach and we are glad to write to you in the hope of establishing business relations with you.

5. 7 、 Through the courtesy of Mr. Brown, we learn that you are one of the leading importers of Electric Goods in your area and wish to enter into business relations with us. 8 、 The Chase Bank has informed us that you are one of the leading importers of Tools and Instruments and that you are interested in trading with us in this line. For your selection, we are sending you a list of the items which might be suitable in your market.

6. Para 2. Add a few details about your and what you require. （ nature, scope of business ） 1 、 We are a leading company with 30 years experience in Chemical Laboratory Equipment. 2 、 A credible sales network has been set up and we have our regular clients from over 100 countries and regions worldwide.

7. 3 、 We write to introduce ourselves as one of the leading exporters of a wide range of Light Industrial Products. 4 、 We wish to introduce ourselves to you as a state-operated corporation dealing exclusively in Electrical Goods.

8. Para 3. state the main purpose of the letter （ writing purpose ） 1 、 We wish to establish friendly business relations with you to enjoy a share of mutually profitable business. 2 、 We are willing to enter into business relations with your firm on the basis of equality, mutual benefit and exchanging of needed goods. 3 、 Your company has been introduced to us by R.G.Nelson & Co. Ltd. as prospective buyers of Chinese Sewing Machines. As we have been in this line for over 30 years, we shall be pleased to enter into business relations with you at an early date.

9. 4 、 We write to introduce ourselves as one of the leading exporters of a wide range of Light Industrial Products. 5 、 We wish to introduce ourselves to you as a state-operated corporation dealing exclusively in Electrical Goods. 6 、 We thank you for your letter of August 3 and shall be glad to discuss the possibility of expanding trade with you.

10. 7 、 Specializing in the export of Chinese Foodstuffs, we wish to express our desire to trade with you in this line. 8 、 We are willing to enter into business relations with your firm on bases of the equality, mutual benefit and the exchange of needed goods. 9 、 We thank you for your letter of August 3 and shall be glad to discuss the possibility of expanding trade with you.

11. Para 4. Introduction to your products and financial position 1 、 Art No.JD102 is our newly launched one with excellent quality ， fashionable design and competitive price. To give you a general idea of our products we are enclosing our catalogue for your reference

12. ２、 To acquaint you with the Light Industrial Products we handle, we are sending you, by separate airmail, a catalogue and several pamphlets for your reference. ３、 In order to give you some ideas of the various qualities of our products, we take pleasure in forwarding you by air an illustrated catalogue and a few sample books for your perusal

13. Para ５. Give the recipient an incentive to reply; １、 We trust that your initial order will be placed with us without delay. ２、 We are looking forward to your specific inquiries. ３、 Your comments on our products or any information on your market demand will be really appreciated.

14. II.Channels to get to know your customers ’ information 1) communication in writing ; 2) attendance at the export commodities fairs; 3) contact at the exhibitions held at home or abroad; 4) mutual visits by trade delegations and groups.

15. III. Requirements complete: specific name, price & specification of items concise: as short as possible clear

16. 实际操作案例： 2003 年 1 月 9 日我方给巴林客户去电（传真）建立 业务关系 2003 年 1 月 9 日我方给巴林客户去电（传真）建立 业务关系 To:Hassan Ebrahim Bukamal & Sons W.L.L. Attn:Mr. Jehad Bukamal Date:Jan 9,2003 Dear Sirs, We have obtained your name and address from the Commercial Counsellor of your Embassy in Beijing and now writing you for the establishment of business relations.

17. We specialize in the exportation of light industrial products, which have enjoyed great popularity in world markets. such as boots and shoes, sewing machine & parts porcelain ware,soap and toilet, stationery & office appliance etc. We now enclose a copy of our catalogue for your reference and hope that you would contact us if any item is of interest to you.

18. For our business and financial standing, we may refer you to our bankers, Bank of China Changchun Branch. In addition,would you please let us have your bank reference? We are looking forward to your favorable reply. Yours truly, Export department Liang hao ran(Mr.)

19. 2003 年 1 月 15 日巴林客户来电（传真） —— 询盘磋商 程序磋商 程序 To:Jilin Provincial Light Industrial Products Import & Export Corporation Attn:Mr.liang hao ran Date:Jan 15,2003 Dear Sirs ， We are pleased to receive your fax of Jan 9 and your catalogue. We are one of the largest importers of boots and shoes in our city and wish to expand our present range with more excellent boots.we believe there is a promising market here for moderately priced products.

20. After studying boots on your catalogue,we are particularly interested in the following items:Safety Boots Art No.JL6O8TS full container load (FCL) 整箱货 and Ranger Boots Art No.JL803TS less than container load (LCL) 拼箱货. Please quote us CIF Bahrain.It would be helpful if you could supply relevant samples,please advise us the cost of these samples including postal charges so that we could remit to you.

21. Our bank information is as follows: BANK OF BAHRAIN AND KUWAIT B.S.C. P.O.BOX 597,MANAMA,STATE OF BAHRAIN. We hope to hear from you soon. Yours sincerely, Jehad Bukamal Hassan Ebrahim Bukamal & sons W.L.L. 这实际上是一封询价函。

22. Letter 1 ★ We owe your name and address to … 承蒙 … 告知贵方名称和地址 ★ the Commercial Counsellor ‘ s Office of the Swedish Embassy in Beijing 瑞士驻京大使馆商务参赞处 Chambers of Commerce 商会 International Chambers of Commerce (ICC) 国际商会 ★ be in the market for 在市场上觅购某物 ★ Avail oneself of this opportunity to 我们利用这个机会 … e.g. Having had your name and address from …, we avail oneself of this opportunity to write to you to see if we can establish business relations with you. ★ Enter into/establish business relations 建立业务关系

23. ★ state-operated corporation 国营公司 corp. 公司，企业；（美）有限公司 Inc. Incorporated （美、加）股份有限公司 Cf. Co.,Ltd. =Company, Limited ★ handle: deal in buying and selling 经营，从事 cf. Specialize in /Be in business/be engaged in/ trade/ deal in e.g. I have been in food staff trade for more than 20years. 我从事食品业已经有二十年。 ★ business lines /the line of business 业务范围 Business scope/scope of business e.g.The export of health products is our line of business.

24. ★ Enclose 附上 e.g. Enclosed is our price list, please find and check. e.g. We enclose our price list. e.g. Enclose please find and check our price list. ★ item 商品，货物 Cf. article/goods/consignment/cargo/shipment/mercha ndise/commodity ★ lowest quotation 最低报价 quote/quotation direct quotation 直接报价 indirect quotation 间接报价

25. Letter 2 ★ general merchandise n. 杂货 ★ commission agents 佣金代理人 commission 佣金 discount 折扣 ★ business integrityn. 商业诚信 ★ financial standingn. 资信 ★ trade terms 贸易条款 / 贸易条件 ★ literaturen. 说明书

26. Letter 3 ★ household electric appliance n. 家用 电器 ★ illustrated catalogue n. 目录 ★ appreciate v. 感激, 感谢；理解 be grateful for; be fully aware of

27.  We appreciate your kind cooperation. （接名词）感谢你方的真 诚合作。  We shall appreciate it if you will send us a sample book soon.. （接代词）如能立即将样品簿寄来将不胜感激。  We shall appreciate your sending us a sample book soon.. （接动 名词）如能立即将样品簿寄来将不胜感激。  为了表示客气，还可以使用虚拟式句子： We shall appreciate it if you would send us a sample book soon.. 如能立即将样品簿寄来，我们将不胜感激。  外函中表示感激的表达方式还有： We should be thankful if you would...... We should be grateful if you would....... We should be obliged if you would.......

28. Letter 4 ★ wholesale price 批发价格 ★ container consignments 集装箱货物

29. Exercises I. 1.specialize in 专营 2.upon receipt of 一收到 … 就 3.for your information 供你方参考

30. 4.pamphlets 小册子 5.be in the market for 想要购买 6.a well-established exporter 信誉良好的出口商

31. 7.with cost charges on our own 费用由我方负担 8.place an order with sb. 向某人订购 9.with a view to 为了

32. 10.acquaint sb. With sth. 使某人熟悉 11.the Commercial Counsellor ’ s Office 商务参赞处 12.establish business relations 建立贸易关系

33. 13.under separate cover 另邮寄 14.the chamber of commerce 商会 15.on the basis of equality.mutual benefit and the exchange of needed goods 平等互利，互通有无

34. 16.art and craft goods 工艺品 17.close cooperation 密切合作 18.light industrial products 轻工产品

35. 19.import and export 进出口 20.a catalogue and a price list 商品目录单和价格表

36. Choose the best answer to complete each of the following sentences: 1.____ in 1995, this company specializes in the export of cotton piece goods. A. Establish B. Established C. Establishing D. To be established 2.____ please find the catalogues and latest price list. A. Enclosed B. Enclosing C. Enclose D. Enclosure 3. We will forward all the necessary information of the item mentioned above ____ receipt of your reply. A. with B. upon C. in D. of 4. We look forward ____ your favorable news. A. on B. to C. at D. of 5. The present market is favorable ____ importers. A. with B. for C. in D. to

37. Choose the best answer to complete each of the following sentences: 6. Because the article falls ____ the scope of our business activities, we are writing you in hope of ____ trade relations with you. A. within, establishment B. within, establishing C. below, set up D. below, setting up 7. Thank you for the sample cutting____ in your letter. A. enclose B. enclosed C. enclosing D. being enclosed 8. We take the pleasure of introducing ourselves____ an experienced importer____ line of daily products. A. of, on B. as, in C. for, by D. be, at 9. Thank you for your price list showing various kinds of products now____ for export. A. available B. be available C. to be available D. being available 10.____ create severe competition for home produced goods. A. Import B. Importing C. Imports D. Imported

38. Key:1. B 2.A 3.B 4.B 5.D 6.B 7.B 8.B 9.A 10.C

39. Write a letter Write a letter from an exporter to an importer to establish business relations. 1 ） 我们从中国银行纽约分行获悉了贵公司的 名称和地址，特此致函，希望与贵公司建立业 务关系。 2 ） 我公司专门出口中国纺织品业务，这些产 品在欧洲市场上十分畅销。兹附上目录单一份 供参考。如有兴趣，请即与我公司联系。

40. Dear Sirs, We have come to know your name and address from the Bank of China, New York Branch and writing you with the hope of establishing business relations. We specialize in the export of Chinese textile, which have enjoyed great popularity. We enclose a copy of catalogue for your reference. Please contact us by return if any item is of interest to you. For our financial and business standing, please refer to the Bank of China, Changsha Branch. Your early reply will be appreciated. Yours faithfully,

41. 公司中的各个部门、职位的称呼 Department =Dept=division=section Bottom up 从秘书到经理 Top down Human Resources: Training Personnel Wages and Salaries

42. 公司中的各个部门、职位的称呼 Production (Manufacturing) Production: manufactures /produces the products Packaging: packs the products and puts them in boxes and crates Distribution: dispatches the products and sends them to the customers Quality: checks the quality – organizes control system to prevent mistakes Maintenance: services( takes care of ) the machines and equipment

43. 公司中的各个部门、职位的称呼,Marketing: Marketing: plans how to sell new products Sales: sell the products to the customers After ( post )-Sales Services: is responsible for after-sales care and looks after customers ’ problems and complains Advertising: runs adverting campaigns and places ads in magazines Finance: Purchasing ( buying ): buys supplies Customer ’ s accounts: send invoices to customers( invoice customers) Financial Services: deals with taxation, investment and cash management

44. 公司中的各个部门、职位的称呼 Other Supplementary Dept: Accounting: working out the company ’ s profits and losses Administrative (Administration): in charge of the control and direction of affairs of the company Bookkeeping: keeping, recording the accounts and transaction of affairs of the company Promotion: helping the selling of products Reception: receiving visitors to a hotel or a large organization Transportation: carrying goods from one place to another Warehousing: storing the company ’ s products R/D =Research and development Business development

45. vice, deputy, side, by, associate, assistant, sub, accessory 副职 e.g. __ vice 行政或单位的副职 vice-chairman 副主席 vice-premier 副总理 vice-minister 副部长 vice-governor 副省长 vice-mayor 副市长 __ deputy （公司内部） deputy secretary general 副秘书长 deputy secretary 副书记 deputy manager 副经理 __ side side effect 副作用 side occupation= by-occupation 副业 __ by ( agricultural produce) by-product 副产业 __ associate associate professor 副教授 __ sub sub-dean 副主任 sub-prefect 副县长 __assistant assistant manager 副经理 assistant commanding officer 副司令员 ** 科长 section chief 处长 department mayor