【正文】 Co. , we have learned with pleasure the name of your firm. 由哈維公司介紹，我方高興地得知貴公司的名稱。 Enquiries and Replies ? 9） .to be transferred (forwarded) to… for attention 轉(zhuǎn)交 …… 處理 Your letter of has been transferred to us for attention from our Head Office in Beijing. 貴方 9月 8日函已由我們?cè)诒本┑目偛哭D(zhuǎn)交我方處理。 ? 7)to have (owe) one’s name and address from… 從 …… 處得知某人名字和地址 We have your name and address from China Council for the Promotion of International Trade. 我們從中國(guó)國(guó)際貿(mào)易促進(jìn)會(huì)得悉貴公司名稱和地址 We are glad to have your name and address from “The Journal of Commerce”. 我們高興地從 《 商業(yè)日?qǐng)?bào) 》 獲悉貴公司名稱和地址。 ? 5)to inform sb. that… 告知某人 We wish to inform you that we are specialized in the export of arts and crafts. 現(xiàn)奉告，我方專門經(jīng)營(yíng)工藝品出口。 This is to introduce the Pacific Corporation as exporters of light industrial products having business relations with more than 70 countries in the world. 茲介紹，太平洋公司出口工業(yè)產(chǎn)品，和世界上 70多個(gè)國(guó)家有業(yè)務(wù)關(guān)系。 ? When we know your specific requirements, we shall quote you as soon as possible. ? 當(dāng)我方得知貴方具體需要時(shí)，當(dāng)盡速報(bào)出價(jià)格。 ? Please quote (your price) CIF London. ? 請(qǐng)報(bào) CIF倫敦價(jià)。 ? A great variety of new products and traditional items are on display at the fair. ? 交易會(huì)上展出了各式各樣的新產(chǎn)品和傳統(tǒng)產(chǎn)品。 Enquiries and Repliesspecimen ? under cover 附在信中， under separate cover另函或另包 ? We are sending you under (this) cover one set of duplicate shipping documents. ? 隨函寄去裝船單據(jù)副本一套。 Enquiries and Repliesspecimen ? market ，推銷 ? It is being increasingly difficult to market your goods in this country. ? 在本國(guó)銷售貴方貨物正日益困難。其質(zhì)量上乘，工藝精湛。 ? You have not yet replied to our letter of August 5. ? 8月 5日去函尚未獲復(fù)。 Enquiries and Repliesspecimen ? enclose v. 隨函寄上 ? We enclose (are enclosing) a price list for our exportable items. ? 隨函寄上我方可供出口商品價(jià)格表。 Enquiries and Repliesspecimen ? If you can supply this type of merchandise, kindly airmail us a sample cup. Also, please enclose your price list and all suitable illustrations. ? We await your early reply. ? 如貴公司能提供此類產(chǎn)品，請(qǐng)航郵樣品杯一只，并附上貴公司價(jià)目單和有關(guān)插圖。例如 Quality: Exactly same as sample submitted by seller on May 10, 1996. 品質(zhì)：與 1996年 5月 10日賣方所交的樣品完全相同。 Enquiries and Repliesspecimen ? sample n. 樣品 ? Please send us the representative samples. ? 請(qǐng)寄來(lái)有代表性的樣品。 ? 同義詞： goods, ware, modity ? Please inform us of your trade terms and forward samples and product brochures. We look forward to a productive trade. Enquiries and Repliesspecimen ? product brochure 產(chǎn)品小冊(cè)子 ? brochure ? We have pleasure in enclosing our brochure on the use of our PF 800 polymeric film solution. ? 現(xiàn)愉快地隨函寄上我方 PF800聚合薄膜溶液使用說(shuō)明的小冊(cè)子 。 Enquiries and Repliesspecimen ? 4. 貨品 ? We have considered your proposal to receive a trial delivery of our cutlery on consignment and are sending you a representative selection of our most popular lines. ? 我方已考慮貴方關(guān)于用寄售的方式銷售我方刀具的建議，現(xiàn)選出極受歡迎的有代表性的貨品一批發(fā)往貴方。 ? 2. 處理 ? We hope you will handle this matter with the utmost care. ? 希望貴方謹(jǐn)慎處理此事。 ? We remend you (should) increase the quantity to a hundred metric tons. ? 我方建議貴方將數(shù)量增至 100公噸。 Enquiries and Repliesspecimen ? 2. 勸告，建議 ? As the market is declining, we remend your immediate acceptance of our counteroffer. ? 由于行市正在下跌建議立即接受我方還盤。 ? We have remended the buyer woolen sweaters and silk pyjamas. ? 我方已向貴方推薦羊毛衫和綢睡衣。 Shanghai Banking Corporation of Hong Kong. They can provide you information about our business and finances. ? 我公司開戶行是大通曼哈頓銀行和匯豐銀行。 new customer… ) – Reply: the answer to the enquiries Enquiries and Replies ? 1. 詢盤（價(jià)）：交易一方欲購(gòu)買或出售某種商品，問另一方發(fā)出的探詢買賣該商品及有關(guān)交易條件的一種表示。Exercise and Answer ? 我們?cè)概c貴公司建立商務(wù)關(guān)系 ? We are willing to establish trade relations with your pany ? 我們希望與您建立業(yè)務(wù)往來(lái) ? allow us to express our hope of Please opening an account with you Exercise and Answer ? 我們深盼與英國(guó)公司接洽，希望成為其銷售代理商之一 ? We are anxious to contact some British firms with a view to acting as their selling agents ? 請(qǐng)將下列貨品的最低價(jià)格賜知 ? Kindly quote us your lowest prices for the goods listed below ? 隨函寄上詢價(jià)單一份 ? We are enclosing here with an inquiry sheet Part 2:Enquiries,offers, orders and Replies XU Yi Lecture Structure ? Establishing business relations ? Enquiry and reply ? Offers and bid ? Counteroffers and Countercounteroffers ? Order ? Acceptance and contract Establishing Business Relations ? No customer, no business. ? Channels to obtain information – Communication in writing – Attendance at the export modities fairs – Contact at the exhibitions held at home or abroad – Mutual visits by trade delegations and groups. Establishing Business Relations ? Information source – Banks – The periodicals – The advertisements – Business connections – The market investigations – The Commercial Counselor Office – The Chambers of merce – The merchants themselves Establishing Business Relations ? The information should be given in “the First Enquiry” – The address – The pany name – The source of his information – His intention – The business scope of his firm and also its branches and liaison offices, if any – The reference as to his firm’s financial position and integrity – Samples, pricelists, catalogues, etc (if need) – Expectation of cooperation and an early reply ? Any letter of this nature received must be answered in full without the least delay and with courtesy so as to create goodwill and leave a good impression on the reader. Establishing Business Relations ? Things you should write in a letter – 1. the sources of information related to the addressee, for example, how you know his name and address — We have your name and address from the Commercial Counselor’s Office of your embassy in Beijing — Your firm has