1. 大连理工大学出版社 函电与单证 ( 第三版 ) 新世纪高职高专教材编委会组编 主编 刘杰英

2. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 An Importer’s Self-introduction Specimen 1 Macdonald ＆ Evans Co.Ltd. 58 Lawton Street New York U.S.A. April 20 2010 Fujian Shoes Import ＆ Export Corporation 45 Baoding Street Fuzhou Fujian China Attention Mr.Wugang Sales Department Dear Sirs We have obtained your name and address from Fort ＆ William Co.Ltd.and we are writing in the hope that you would be willing to establish business relations with us. Importer’s Self-introduction

3. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 An Importer’s Self-introduction Specimen 1 We have been leading importers of casual shoes for many years.At present we are interested in extending our range and appreciate your catalogues and quotations. If your prices are competitive we would like to place a trial order with you. We look forward to your early reply. Yours faithfully Macdonald ＆ Evans Co.Ltd. (Signature) Michael Evans Michael Evans Manager Importer’s Self-introduction

4. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 A Reply to the Above Specimen 2 Fujian Shoes Import ＆ Export Corporation 45 Baoding Street Fuzhou Fujian China April 20 2010 Macdonald ＆ Evans Co. Ltd. 58 Lawton Street New York U.S.A Dear Sirs ， Thank you for your letter of the 20th April. We are desirous to enter into usiness relations with your company. Our shoe industry concentrates on designing and producing various traditional and vogue men’s and women’s shoes. We have developed and marketed a series of products such as slippers indoor slippers cotton slippers embroidered slippers of new style Children’s shoes and cotton shoes. We can satisfy different market needs both at home and abroad. Importer’s Self-introduction

5. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 A Reply to the Above Specimen 2 In compliance with your request we are sending you, under separate cover our latest catalogue and price list covering our export range available at present. Should you be interested in any items, please let us know. We are looking forward to your specific enquiries. Yours sincerely Fujian Shoes Import ＆ Export Corporation (Signature) Wugang Wu gang Manager Importer’s Self-introduction

6. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 Tag quotation 报价 order 订单，订购的货物 latest catalogue 最新目录 export range 出口产品范围 item 商品 specific enquiries 具体询盘 Importer’s Self-introduction

7. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 Arm Yourself 1 in the hope that 希望 in the hope of sth./doing sth. 2 establish business relations with 建立业务关系 similar expressions build up/ set up/ enter into business relations with sb. n.establishment establishment of business relations 建立业务关系 establishment of L/C 开立信用证 3 extend v.enlarge offer provide 扩大；给予，提供；延期 extend range 扩大经营范围 extend business 扩大业务 extend L/C 展证 4 appreciate v.be thankful or show gratitude for admire greatly 感谢，欣赏 We shall appreciate it if... It is appreciated if(that)... We shall appreciate you doing... We shall appreciate sth. e.g. 如能早日收到贵方回复，我们将不胜感激。 We shall appreciate your early reply.

8. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 Arm Yourself 5 competitive adj.able to do as well as or better than others 有竞争力的，竞争的 competitive price 有竞争力的价格 v.compete ( ＋ with) 与 …… 竞争 e.g. 贵方商品质量能与其他产品质量相竞争。 Quality of your goods can compete with that of other products. 6 place an order with sb.for sth.want to buy sth.from sb. 向某人定购 …… 7 look forward to think of(a future event)with pleasurable eager anticipation 盼望 look forward to sth./doing sth. 8 be desirous to have a desire to be eager to be anxious to 热切盼望，渴望 be desirous of doing sth./be desirous to do sth. e.g. 我们热切盼望与贵方做生意。 We are desirous to do business with you. v./n.desire 希望，期望；想要 have a desire to do sth.(the same as“desire to do sth.”) Importer’s Self-introduction

9. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 Arm Yourself 9 satisfy different market needs meet the various needs in the market 满足不同市场需求 satisfy needs 满足要求 ( 需求 ) 10in compliance with according to in agreement with 与 …… 一致，符合按照 e.g. 价格与国际市场行情一致。 The price is in compliance with the international market. v.comply( ＋ with) 遵从，按照，根据，与 …… 一致 e.g. 应贵方要求，给予贵方最低价。 We comply with your request and give you the lowest price.  under separate cover by separate mail in another letter 另邮另寄 Importer’s Self-introduction

10. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 Arm Yourself 11 under separate cover by separate mail in another letter 另邮另寄 covering about including to pay to meet 关于；支付 e.g. 我们寄给你方一张支票，支付第一笔船货。 We send you a cheque covering the first shipment. v.cover 包括 12enquiry n.questions or query 询问，打听，询盘 v.enquire 询问，打听，询盘 enquire for sth. 询盘某种商品 enquire about sth. 打听某事 enquire into sth. 调查某事 make an enquiry/enquiries 询盘 Importer’s Self-introduction

11. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 Make Yourself Skilled I. Basic Training Translate the following expressions into Chinese. quotation ________________________ export range ________________________ extensive connection ________________________ latest catalogue ________________________ leading importer ________________________ order(n.) ________________________ specific enquiry ________________________ competitive price ________________________ Importer’s Self-introduction 报价 出口产品范围 广泛的关系 最新目录 一流的进口商 定单 具体询盘 有竞争力的价格

12. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 Make Yourself Skilled I. Basic Training Choose the best answer. (1)We would ＿＿＿＿＿＿＿＿＿ very much if you send us a few sample books. a. appreciated b. appreciate it c. appreciate you d. appreciate (2)We send a copy of our export list ＿＿＿＿＿ the main items available at present. a. covered b. covering c. cover d. are covered (3)We would like to receive your enquiries ＿＿＿＿＿＿＿＿＿ our hardware. a. about b. to c. for d. into (4)We wish to establish direct business relations ＿＿＿＿＿＿＿＿＿ you. a. with b. for c. from d. to (5)We are ＿＿＿＿＿＿＿＿＿ your detailed requirements. a. forwarding b. looking to c. looking forward d. looking forward to Importer’s Self-introduction

13. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 Make Yourself Skilled (6)We are planning to ＿＿＿ our business activities to our neighboring countries. a. execute b. extend c. extension d. enlarging (7)We are interested in your cotton piece goods and wish to receive your ＿＿＿ soon. a. specific enquiry b. special enquiry c. specific enquire d. enquire specifically (8) We are writing you ＿＿＿＿＿＿＿＿＿ you can give us the lowest quotation. a. hope b. hoping to c. in the hope that d. in the hope of (9)We ＿＿＿＿＿＿＿＿＿ make business contact with you. a. desirous to b. desire c. are desirous to d. are desirous of (10)We intend to place an order ＿＿ you ＿＿ 300 sets “Huanan” brand sewing machines. a. from about b. with for c. with of d. from for I. Basic Training Choose the best answer. Importer’s Self-introduction

14. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 II. Improving TrainingTranslate the following sentences into English. Lesson 1 Make Yourself Skilled (1) 我们想介绍一下我们的业务范围。 (business range) (2) 我们从史密斯先生处得知你方的名称与地址，他与我们做了很多年的生意。 (obtain... name and address from) (3) 尽早告知你方感兴趣的商品为盼。 (shall appreciate it if you could...) Importer’s Self-introduction We would like to introduce our business range. We obtained your name and address from Mr. Smith, who have done business with us for many years. We shall appreciate it if you could tell us the goods you are interested in.

15. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 II. Improving TrainingTranslate the following sentences into English. Lesson 1 Make Yourself Skilled (4) 我们已收到从国外寄来的许多询价单。 (enquiry) (5) 他们以前从英国进口机器，现在想同我们建立业务关系。 (establish business relations with) (6) 我公司是拉各斯市 (Lagos) 最大的电器用品进口商，主要经营电器用品进口业务。 (leading handling) Importer’s Self-introduction We have received many enquiries from abroad. They used to import machines from UK, but now they would like to establish business relations with us. We are the leading importer of electronic products inLagos, handling the import of electronic goods.

16. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 II. Improving TrainingTranslate the following sentences into English. Lesson 1 Make Yourself Skilled (7) 如果你方价格有竞争力，我们相信我们之间能达成大量的交易。 (competitive close deals with) (8) 如蒙你方能将此信转交给此事负责人，我们将不胜感激。 (It shall be appreciated if you could...) (9) 我方在 12 月 1 日的信中通知你方，我们愿与你方订购 500 辆飞鸽牌自行车。 (inform place an order with sb. for sth.) Importer’s Self-introduction If your price is competitive, we would like to place with you an order for 500electric bicycles.

17. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 III. Letter-writing Practice Lesson 1 Make Yourself Skilled Dear Sirs We have ＿＿＿＿＿＿＿＿＿＿＿＿＿获悉你方商号及地址 from John ＆ Morris Co. Ltd. and we sincerely hope to ＿＿＿＿＿＿＿＿＿＿＿建立业务关系 with your company.] We have been ______________ 主要进口商 of office supplies for many years. At present we are interested in building up more connections with dealers in China. ＿＿＿＿＿＿＿＿＿＿ ＿＿＿＿＿＿＿＿＿＿请惠寄商品目录及报价单. ＿＿＿＿＿＿＿＿＿＿＿＿如果贵公司产品价格有竞争 and products are of high quality We are ready to conclude substantial business with you. We look forward to your favorable reply. Yours faithfully Importer’s Self-introduction obtained your name and address establish business relations leading importers We appreciate your catalogue and quotations If your prices are competitive

18. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 III. Letter-writing Practice Lesson 1 Make Yourself Skilled You are an importer of electronic goods in U.S. Recently you got a piece of information about the Rainbow Electronic Products Co. Ltd.in China on the Internet as follows 彩虹牌电风扇是用军工技术生产的，低噪声，风力柔和。按照国际 ISO9002 标准生产，建立质量保证体系，获得中国电工产品认证合格证书，取得长城 标志。彩虹牌系列电风扇有落地扇、台扇两大类共十多个花色品种。 You are interested in their products. Now write a letter to them hoping to establish business relations with them. Importer’s Self-introduction Dear sirs, We are one of the leading importers of electric goods in this city and shall be pleased to establish business relations with your firm. At present we are interested in your electric fans, details according to our Enquiry Note No. 1345 enclosed, and shall be glad to receive your lowest quotation as soon as possible. We would like to mention that if your price is attractive and delivery date acceptable, we shall place an order with you immediately. Your early reply will be highly appreciated. Yours faithfully,

19. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 Supplementary Reading 1. Inquiring About Supply Dear sir We learn about you at the International Specialized Exhibition for Textile Fashion Accessories —TEXTILE 2005 AUTUMN held during September 30 － October 4 2005 in the Central Building of the National Palace of Culture － Sofia 4th floor. At present we are in need of Women’s Sweaters for a quantity of 120000 detailed specification as per the attached illustration. We can make 20 ％ down payment ( 预付定 金 )and grant you 3 ％ commission. Would you like to have a look at it and inform us if you can supply? Looking forward to your favorable reply. Yours faithfully Importer’s Self-introduction

20. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 1 Supplementary Reading 2.Asking for Supply Dear Sirs We know you from the website and are interested in your novel design. We sincerely hope we can have a chance to establish business relationship with each other. Our firm is Taiwan based we are mainly handling dressing including windows furniture bath etc. We have good experience and stable customers. Products are mainly shipped to Europe and Australia. Now in order to meet the requirement of a customer who is from France we want to prepare some patterns of tieback and curtain clip. Attached please find the information. They are all hand － made with material wire fabric and bead. They are used as tieback. Could you please check if they are suppliable by you If yes please get back to me soon. Thank you ！ If you have any questions please contact us soon. Truly yours ， Importer’s Self-introduction

21. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 2 A Letter From an Exporter Specimen 1 Dear Sir or Madam Through the courtesy of Tokyo Chamber of Commerce and Industry we are given to understand that you are one of the leading importers of textile products in your country. As this item falls within the scope of our business activities we are writing to you with a keen desire to enter into business connections with you. We specialize in the exportation of Chinese textile products such as Textiles Knitwear of Ladies’Men’s Children’s and Youth fashion Sportswear and Jeans. We can also design and produce equipment and machines for textile. Our products are excellent in quality and reasonable in price. Exporter’s Self-introduction

22. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 2 A Letter From an Exporter Specimen 1 To give you a general idea of our business lines,we enclose a copy of our export list showing the main items now in supply and we hope that you would contact us if any item is of interest to you. We look forward to receiving your early reply and assure you that your requirements will have our best and prompt attention. Yours faithfully Exporter’s Self-introduction

23. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 A Reply to the Above Specimen 2 Dear Sir We acknowledge with thanks the receipt of your letter of May 6 2006 and take the pleasure of establishing business relations with your corporation. Your textile products are so attractive that we are confident of securing large orders for you. We shall be obliged if you could send us quotations and sample books. We look forward to your favorable reply. Yours faithfully Lesson 2 Exporter’s Self-introduction

24. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Tag Chamber of Commerce and Industry 工商会 scope of our business activities 业务范围，经营范围 business connections 业务关系 export list 出口商品清单 sample books 样品本 favorable reply 佳音 Lesson 2 Exporter’s Self-introduction

25. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Arm Yourself 1 through the courtesy of obtain...from... 承蒙 …… 介绍 2 be given to understand get to know 获悉 3 fall within belong to 属于 4 give you a general idea 为使你方大致了解 5 line n. range 范围，经营业务 business line 业务范围，经营产品 be in line of 经营 …… be in line with 与 …… 一致，符合 be out of line with 脱离，与 …… 不一致，不符合 6 enclose v. send with... 随函附上 enclose sth. Enclosed please find... Enclosed are/is... Lesson 2 Exporter’s Self-introduction

26. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Arm Yourself 7showing 显示，说明 -ing 形式用以说明前面的来信来电，去信去电，报盘，订单，合同等的内容。 在函电中很多类似的用法如： asking offering advising 等。 8 in supply that can be provided 可供应的 n. supply 供应，供应的产品 ( 常用复数 ) be in short supply 供应短缺 v. supply 供应 supply sb. with sth. n. supplier 供应商 9 contact v. approach 与 …… 联系 n. contact(with) 与 …… 联系 10be of interest to 使 …… 感兴趣 be interested in sth./doing sth./to do sth. be interesting to sb. e.g. 我们的一个客户对你方的新产品有兴趣。 One of our clients is interested in your new products. Lesson 2 Exporter’s Self-introduction

27. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Arm Yourself 11assure v. tell(somebody)positively or confidently 向 …… 保证，担保，使 …… 放心 assure sb. of sth. assure sb. that Please be assured that... You may be assured that... 12have our best and prompt attention 得到我们最认真和及时的关注 13 acknowledge with thanks the receipt 收到 …… ，谢谢 14 take(have)the pleasure be delighted be pleased 很高兴，很荣幸 take the pleasure of doing sth. take the pleasure to do sth. take pleasure in doing sth. Lesson 2 Exporter’s Self-introduction

28. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Arm Yourself 15corporation n. company firm house 公司 state-operated corporation 国营公司 16attractive adj. having the power to make you want it 吸引人的 attractive price 吸引人的价格 v. attract 吸引 17be confident be sure 对 …… 有信心 n. confidence 信心 e.g. 我们对中国的产品质量有信心。 We have confidence in(are confident of)the quality of Chinese products. 18 shall be obliged if you could 如蒙 …… 不胜感激 Lesson 2 Exporter’s Self-introduction

29. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Make Yourself Skilled I.Basic Training Lesson 2 attract confident interest contact supply enclose (1)We are anxious to make business ＿＿＿＿ with your corporation. (2)We ＿＿＿＿ our Enquiry Note No. 367 and wish to receive your favorable reply. (3)We trust you will find our quotation ＿＿＿＿＿. (4)One of our clients is ＿＿＿＿＿ in Chinese Butterfly Brand sewing machines. (5)We can ＿＿＿＿ you with all kinds of Men’s leather shoes. (6)Although the price we give you is slightly higher than the other suppliers we have the ___________________that the quality of our products is better. Exporter’s Self-introduction contact enclose attractive interested supply suppliers confidence

30. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Make Yourself Skilled I.Basic Training Lesson 2 pleasure (1)We ＿＿＿＿＿＿＿＿＿ enclosing a copy of our latest catalogue asked for in your letter. (2)We ＿＿＿＿＿＿＿＿＿ in offering you Flying Pigeon bicycles. (3)We ＿＿＿＿＿＿＿＿＿ of writing to contact you in the hope of doing business with you. Exporter’s Self-introduction take the pleasure of take pleasure have the pleasure

31. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Make Yourself Skilled supply (1)We can ＿＿＿＿ all kinds of leather shoes. (2)The goods you enquire for are ＿＿＿＿＿＿＿ ( 供应短缺 ). (3) ＿＿＿＿＿ of this product is quite limited and we hope you will cable us your acceptance as soon as possible. I.Basic Training Lesson 2 Exporter’s Self-introduction supply in short supply The supply

32. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Make Yourself Skilled line (1)We are pleased to say that the article you require ＿＿＿＿＿ ( 属我们经营范围 ). (2)We are leading importers in this city and have been ＿＿＿＿＿ textile for over twenty years. assure (1)You may ＿＿＿＿＿＿＿ that we will keep you informed of the execution of your order. (2)We can ＿＿＿＿＿＿＿＿＿ you ＿＿＿＿＿＿＿＿＿ the best quality of our goods. I.Basic Training Lesson 2 Exporter’s Self-introduction in line of is our line be assured assure of

33. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Make Yourself Skilled interest (1)We are very much ＿＿＿＿＿＿＿＿＿ importing chemicals from you. (2)This article is ＿＿＿＿＿＿＿＿＿ to us. (3) We learn from your letter that you ＿＿＿＿＿＿ to establish business relations with us. I.Basic Training Lesson 2 Exporter’s Self-introduction interested

34. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Make Yourself Skilled enclose (1)We thank you for your letter of April 2 with the ＿＿＿＿＿ catalogue and price list. (2) ＿＿＿＿＿ please find a copy of our price list. (3) We are ＿＿＿＿＿ two catalogues and a price list of our chemical products. I.Basic Training Lesson 2 Exporter’s Self-introduction enclosed Enclosed enclosing

35. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 II.Improving TrainingTranslate the following sentences into English. Make Yourself Skilled (1) 你可以跟他们接洽你方的新产品。 (contact...for) (2) 我们想利用这个机会介绍一下我们的业务范围。 (business line) (3) 随函寄去我方价目表两份。 (enclosed) Lesson 2 Exporter’s Self-introduction You can contact them for your new products. We would like to avail ourselves of this opportunity to introduce our business line. Enclosed are two copies of our pricelist.

36. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 II.Improving TrainingTranslate the following sentences into English. Make Yourself Skilled (4) 能否让我方大致了解一下你方城市里纺织品的市场价格。 (give...a general idea of) (5) 我们寄给你方现可供应的各种自行车的价格表。 (enclose suppliable) (6) 电器用品属我方经营范围。 (fall within the scope of) Lesson 2 Exporter’s Self-introduction Could you give us a general idea of the market price of textiles at your end? We enclose herewith our pricelist for various cell phones suppliable at present. Electronic products fall within the scope of our business activities.

37. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 II.Improving TrainingTranslate the following sentences into English. Make Yourself Skilled (7) 按照你方 9 月 3 日来信要求，兹附上样品及小册子。 (in compliance with,brochure) (8) 寄上一份价目表，内容包括我们所经营的商品。 (covering...line) (9) 我方将写信通知你方有关我们的资信情况。 (inform...of financial position) Lesson 2 Exporter’s Self-introduction

38. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 III.Letter-writing Practice Make Yourself Skilled Dear Sir or Madam ＿＿＿＿＿＿＿＿＿＿＿ 承蒙 …… 推荐 New York Chinese Business Association ＿ ＿＿＿＿＿＿＿＿＿＿我方获悉 you are one of the leading importers of electronic products in America. ＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿由于此 类产品属于我们的经营范围 we are writing to you in the hope of establishing business relations with you. ＿＿＿＿＿＿＿＿ 我方主营 the exportation of Chinese electronic products such as MP3 MP4 radio and electronic books. Our products are excellent in quality and competitive in price. ＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ 为使你方了解我们 的经营范围 we enclose a copy of our catalogue showing the main items now available. Lesson 2 Exporter’s Self-introduction Through the courtesy of We are given to understand As this item falls within the scope of our business activities We mainly handle To give you a general idea of our business line

39. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 III.Letter-writing Practice Make Yourself Skilled Please contact us ＿＿＿＿＿＿＿＿＿＿＿＿＿＿ 如您对任何一款感兴趣. We look forward to your early reply and assure you that ＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ _________________ 认真及时处理你方要求. Yours faithfully, Lesson 2 Exporter’s Self-introduction if any item is of interest to you your requirements will have our best and prompt attention

40. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 III.Letter-writing Practice Make Yourself Skilled You are the Osaka International Textile Corporation in line of textile import and export. You receive the writer’s letter asking to establish business relations with you (details as per specimen 1). Write an unfavorable reply to the letter stating a. your regret not being able to establish business relations with them b. the reason of being appointed as an agent by a Guangdong Trade Corporation for the sale c. hope for understanding Seller’s name and address 上海时达贸易有限公司上海市陇海中路 64 号 Lesson 2 Exporter’s Self-introduction Osaka International Textile Corporation HEIM\|SEMBA BLDG.,NO.3\|8\|902 2\|CHOME, KYUTARO\|MACHI,CHUO\|KUOSAKA\|CITY May 23, 2006 Shanghai Shida Trading Co., Ltd. No. 64 Mid-|Longhai Road, Shanghai Dear Mr. XX, We have received with thanks your letter of May 7, 2006. We, however, regret to inform you that we are not in a position to enter into business relations with you because we have already been appointed as an agent by a Guangdong Trade Corporation for the sale of their products. Under the circumstances, we regret to say that we can’t transact with you at least until the agency contract expires. Of course, we filed your letter and catalogue for our future reference. So we may contact you when we become free from the agency contract. We thank you again and hope you will understand our situation fully. Yours faithfully, (Signature) Michael Brown

41. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Supplementary Reading 1. Inquiring About Supply Dear Miss Sanny ， Thanks for your Email. Please note our comments as below: As you know that we are a confectionary factory and our products include chocolate toffees candies wafers biscuits and various kinds of Arabic sweets. In order to package these items in beautiful gifts we use various kinds of promotional items which include various kinds of bamboo baskets wooden boxes paper cloth products toys with baskets fern items rattan items leather boxes jute bags and many others which fall in similar categories of arts and handicrafts. We shall be pleased if you can send us CD. of photos of your wide range of products which can be used for the above purpose for our selection. Yours sincerely, Kashif Attari Lesson 2 Exporter’s Self-introduction

42. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Supplementary Reading 2.Asking for Supply Dear Sirs The Chamber of Commerce of China has conveyed to us your desire to establish business relations with foreign trade corporations. A copy of your letter to that effect has been passed on to us. We are pleased to inform you that the commodities you are interested in fall within the scope of our business activities. The enclosed catalogue will give you some general idea of our lines. For your information we are leading manufacturers and exporters of Electronic Toys and Stationery in this country. Therefore we have advantages over other export corporations in price and regular supplies. We look forward to your detailed requirements. Yours faithfully, Encl. Lesson 2 Exporter’s Self-introduction

43. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Lesson 3 Stressing Foreign Trade Policy Specimen 1 Dear Sirs We are indebted for your address to the Commercial Counselor’s Office of the Algerian Embassy in Beijing. They informed us that you are in the market for various chemicals used in petrochemicals. It’s on this subject that we approach you today in the hope of establishing mutually beneficial trading relations. We are a state-operated corporation handling exclusively the export and import of chemicals. In order to acquaint you with our line we enclose herewith a copy of our export list showing the main items now suppliable. Should you need anything not mentioned on the list we shall do everything necessary upon receipt of your detailed requirements, to secure the said items for you. Inquiring About Foreign Trade Policy and Financial Position

44. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Stressing Foreign Trade Policy Specimen 1 In our trade with customers in the Asian-African countries we always adhere to the principle of equality mutual benefit and the exchange of needed goods. It is our hope, by joint efforts, to promote both business and friendship to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully Encl. As stated Lesson 3 Inquiring About Foreign Trade Policy and Financial Position

45. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Asking bank about the credit of a customer Specimen 2 Dear Sir or Madam We have received a letter from Atlantic Electronic Co. Ltd U.S.A. expressing their desire to enter into business relations with us. They have given us your bank as a reference. We wish to know if they are in every way trustworthy and reliable. We shall be most grateful for any information concerning the financial and credit standing of the above mentioned company. Needless to say any information you kindly gives us will be treated as strictly confidential. Thank you in advance for your kind attention to this matter. Yours faithfully Lesson 3 Inquiring About Foreign Trade Policy and Financial Position

46. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Tag Commercial Counselor’s Office 商务参赞处 Algerian Embassy in Beijing 阿尔及利亚驻北京大使馆 the principle of equality mutual benefit and the exchange of needed goods 平等、互利、互通有无的原则 financial and credit standing/financial position 账务及信用状况 / 资信状况 Lesson 3 Inquiring About Foreign Trade Policy and Financial Position

47. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Arm Yourself 1 be indebted for one’s address to sb. 承蒙 …… 告知你方的地址 2 inform v. tell give information advise 通知，告知 inform sb. of sth. inform sb. that... Please be informed... 兹通知你方 …… e.g. 我们会通知你方装运日期的。 We will inform you of the date of shipment. 3be in the market for want to buy want to sell 想买；想卖 4 approach v. touch contact 接触，联系 approach sb. for sth. 与 …… 接洽 …… Specimen 2 Asking bank about the credit of a customer e.g. 你可以跟他们接洽你方的新产品。 You can approach them for your new products. Lesson 3 Inquiring About Foreign Trade Policy and Financial Position

48. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Arm Yourself 5 beneficial adj. advantageous 有利的 beneficial trading relations 有利的贸易关系 6 handle v. deal in trade in be in the line of 经营 7 acquaint v. make familiar inform 使熟悉，通知 acquaint sb. with sth. be acquainted with sth. e.g. 我们对进出口业务很熟悉。 We acquaint ourselves with the import and export. 8upon receipt of 一收到 …… 就 …… 同义 on/after receipt of e.g. 我们收到信用证后即装运货物。 We will ship the goods upon receipt of the L/C. 9 detailed requirements 详细要求 details 详细，细节 Lesson 3 Inquiring About Foreign Trade Policy and Financial Position

49. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Arm Yourself 10said named or mentioned before 上述的，该 ( 货物等 ) 11 trade n. business 业务，贸易，生意 v. deal with handle 做生意，经营，从事贸易 trade in 经营 …… trade with 与 …… 做生意 12 adhere to insist on 坚持 adhere to the principle of equality and mutual benefit 坚持平等互利原则 13 by joint efforts through the efforts on both sides 通过双方努力 14 promote v. contribute to the progress or growth of further 促进，推进有助于 …… 的进步或成长；推销 promote business and friendship 既促进贸易又促进友谊 promote sales 推销 n. promotion 促销，提升 Lesson 3 Inquiring About Foreign Trade Policy and Financial Position

50. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Arm Yourself 15to our mutual advantage to our mutual benefit 使双方都获利 16reference n. person willing to make a statement about a person’s character or abilities( 有关某人品格或能力的 ) 证明文书，介绍信，证明人 17be most grateful be thankful 感激的 18needless to say as you already know or would expect 不用说 19confidential adj. to be kept secret 恪守秘密的，机密的 20in advance adv. ahead of time 预先 e.g. 我们在事先要声明，如你方所交货物质量与合同不符，我们有权拒受。 We would like to claim in advance that if the quality of the goods dispatched by you is not in accordance with the contract, we have a right to refuse the goods. Lesson 3 Inquiring About Foreign Trade Policy and Financial Position

51. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Make Yourself Skilled I. Basic Training (1) China Council for the Promotion of International Trade CCPIT (2) the principle of equality and mutual benefit (3) joint venture (4) Chinese embassy in Washington (5) Commercial Counselor’s Office (6) the import and export (7) trading corporation Lesson 3 Inquiring About Foreign Trade Policy and Financial Position a. 中国驻华盛顿大使馆 b. 合资企业 c. 商务参赞处 d. 贸易公司 e. 进出口 f. 平等互利原则 g. 中国贸促会

52. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Make Yourself Skilled I. Basic Training approach... forin the market for be indebted for... to trade promote upon receipt of acquaint with adhere to handle Lesson 3 Inquiring About Foreign Trade Policy and Financial Position (1)We mainly ＿＿＿＿ Textiles. (2)We would like you to send us a market report so as to ＿＿＿＿ us ＿＿ the demand at your end. (3) As you know we have been in the ＿＿＿ of paper and stationery for many years. handle acquaint with trade

53. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Make Yourself Skilled I. Basic Training approach... forin the market for be indebted for... to trade promote upon receipt of acquaint with adhere to handle Lesson 3 Inquiring About Foreign Trade Policy and Financial Position (4) We ＿＿＿＿ you ＿＿＿ the export of Chemicals. (5) Quotations and samples will be airmailed to you ＿＿＿＿＿＿＿ your specific enquiry. (6)We always ＿＿＿＿ our commitments. approachfor upon receipt of adhere to

54. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Make Yourself Skilled I. Basic Training approach... forin the market for be indebted for... to trade promote upon receipt of acquaint with adhere to handle Lesson 3 Inquiring About Foreign Trade Policy and Financial Position (7)We ＿＿＿＿＿＿＿＿ your name and address ＿＿ the Commercial Counselor ＇ s office of the Australian Embassy in Beijing. (8)We learned that you are ＿＿＿＿＿＿＿＿＿ our arts and crafts. (9)We hope you will try your best to ________the sale of this new product. are indebted forto in the market for promote

55. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 II. Improving TrainingTranslate the following sentences into English. Make Yourself Skilled (1) 我们公司有意购买你公司的棉布。 (be in the market for) (2) 我们主要经营电器用品进口业务。 (handle/trade in) (3) 通过双方共同努力，我们终于使贸易与友谊进一步得以促进。 (promote) Lesson 3 Inquiring About Foreign Trade Policy and Financial Position We are in the market for your cotton piece goods. We mainly handle the import of electronic products. We have, by joint efforts, further promoted both trade and friendship.

56. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 II. Improving TrainingTranslate the following sentences into English. Make Yourself Skilled (4) 请与我们联系你方所需。 (approach...for) (5) 很高兴通知你方，我们可以供应你方所需。 (supply...with) (6) 承蒙 Nagoya Industry 告知你方的地址。 (be indebted for...to) Lesson 3 Inquiring About Foreign Trade Policy and Financial Position Please approach us for your requirements. We are indebted for your address to Nagoya Industry.

57. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 III. Letter-writing Practice Make Yourself Skilled Dear Sirs ， We learn from ＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿中国驻伦 敦大使馆商务参赞处 that you deal in porcelain products. It’s ＿＿＿＿＿＿＿＿＿＿＿＿＿ 为此我们与你方联系 in the hope of ＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿建立互利 的贸易关系. We are a state － operated corporation ＿＿＿＿＿＿＿＿＿专营纺织品的进出口业务 and our goods are of good quality and excellent workmanship. They have been sold to over 50 countries regions in the world enjoying a good reputation. We would like to work with you to market them in England. Lesson 3 Inquiring About Foreign Trade Policy and Financial Position the Commercial Counselor’s Office of Chinese Embassy in London on this subject that we approach you establishing mutually beneficial trading relations handling exclusively

58. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 III. Letter-writing Practice Make Yourself Skilled In order to ＿＿＿＿＿＿＿＿＿＿你方了解我们经营的产品, we enclose our latest export list and hope some of these items will be of interest to you. It will be a great pleasure to receive your inquiries for any of the items against which we will send you our lowest quotations. ＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ 期待早日收到贵方询盘. Yours faithfully Lesson 3 Inquiring About Foreign Trade Policy and Financial Position acquaint... with our line We look forward to receiving your enquiries soon.

59. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 III. Letter-writing Practice Make Yourself Skilled 台 布 我们从我驻巴基斯坦使馆商务参赞处得悉贵公司的名称和地址，现借此机会与你 方通信，意在建立友好业务关系。 我们是一家国营企业，专门经营台布出口业务。为使你方对我各类台布有大致的 了解，我们另航寄最新的目录供参考。如果你方对产品有兴趣，请尽快通知我方。一 俟收到你方具体询盘，即寄送报价单和样本。 盼早复。 Lesson 3 Inquiring About Foreign Trade Policy and Financial Position Dear Sirs, RE ： TABLECLOTH We have your name and address from the Commercial Office of Chinese Embassy in Pakistan. We take this opportunity to write to you with a view to set up friendly business relations with you. We are a state-owned company dealing specially in the export of tablecloth. In order to give you a general idea of various kinds of table\|cloth we are handling, we are airmailing you under separate cover our latest catalogue for your reference. Please let us know immediately if you are interested in our products. We will send our price list and sample to you as soon as we receive your specific inquiry. Looking forward to your early reply. Yours faithfully

60. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Supplementary Reading 1. Inquiring About Company Profile and Service Information Gentlemen Referring to your letter of June 9 2006 and our reply of June 16 2006 we have instructed our Mailing Department to send you a complete set of catalogues covering our equipment. In order to evaluate your company along with the others we would like you to give us the following information: History of your firm’s organization. Name and age of partners or board of directors. What is the present capital of your organization? What are your bank references in the United States and in Japan? List all of the American companies whom you represent also any other companies for handling heavy machinery including facilities and personnel for servicing equipment in the field. What is your capacity Do you purchase for your own account or for resale What are the prospects for our type of equipment in your country? If possible please send photographs of your office. We are looking forward to your early reply. Very truly yours Lesson 3 Inquiring About Foreign Trade Policy and Financial Position

61. Lesson 3 Lesson 3 Lesson 2 Lesson 2 Lesson 1 Unit 1 Supplementary Reading 2 Informing Credit Standing Dear Sirs In reply to your message of May 20 about the credit standing of ABC Company Ltd. we give you the following information you asked for. The company you mentioned is an old － established one who has been enjoying high reputation. They have now a sound business standing with an excellent business turnover. Our opinion is that they can be trusted to do business together. However this is just our personal view and given without any responsibility howsoever arising on the part of the Bank. Yours faithfully Lesson 3 Inquiring About Foreign Trade Policy and Financial Position

62. Sum-up When the firms want to establish business relations with prospective customers in other countries they will write letters to express their wishes. They may include some or all of the following main points and use the following sentences ： (1)Source of information typical expressions such as ： We owe your name and address to the Commercial Counselor’s Office of... Embassy in... 承蒙驻 …… 的 …… 大使馆商务参赞处告知你方的名称和地址。 On the recommendation of Mr.××× we know that... 由 …… 先生推荐，我们得知 …… Through the courtesy of... we come to know that… 承蒙 …… 告知 …… 我们得知 …… We are indebted for your name to... who informed us that... 承蒙 …… 告知你方姓名，他告诉我们 …… Your name and address have been passed on to us by... 由 …… 告知你方名称和地址。 We take the liberty of writing to you... 我们写信给你方 ……

63. Sum-up (2)Intention of establishing business relations typical expressions such as: We’re writing in the hope of establishing business relations with you. 我们写信希望与你方建立业务关系。 We write to you in the hope that we can establish business relations with you. 我们写信希望与你方建立业务关系。 We hope you can establish business relations with us. 我们希望你方能与我方建立业务关系。 (3)Self-introduction typical expressions such as: We’re a state-owned corporation handling both import and export of... 我们是国营公司，经营 …… 的进出口业务。 We’re well experienced in the import of... 在 …… 的进口方面我们很有经验。 Our business line is... 我们经营 ……... falls within our business scope... …… 属我方经营范围。 We wish to introduce ourselves as one of the leading exporters of... 我们自我介绍一下，我们是一流的 …… 出口商。 Being specialized in the import of... we wish to... 主要经营 …… 的进口，我们想 ……

64. Sum-up (4)Detailed requirements typical expressions such as: We will appreciate it if you could send us samples of... 如你方能寄 …… 的样品给我们的话，我们将不胜感激。 If you’re interested in any type of these items please don’t hesitate to tell us... 如你方对这些产品中任何一种感兴趣的话，请立即告诉我们。 We’ll be glad if you could give us... 如你方能提供 …… ，我们将非常感激。 We shall be obliged/grateful if you could... 如你方能 …… ，我们将非常感激。 (5)Expectation which is complimentary to express the hope for early reply good news etc. typical expressions such as: We’re looking forward to your early reply. 期盼你方早日回信。 We’re awaiting your favorable news. 等待你方好消息 ( 佳音 ) 。 We trust that you will reply to us. 我们相信你们会给我方回信的。 Your early reply will be highly appreciated. 如你方能早日回信，我们将非常感激。