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Establishing trade relation.建立贸易关系 The following conversation is between , an importer from Britain, and director of Liming Foodstuffs factory. Mr Gatty is visiting the sample room of the factory and Mr Dong is accompanying with him. Mr Dong: Here is our sample Gatty: You certainly have got a large collection of sample foodstuffs here. Mr Dong: Yes. We are exporting a wide range of foodstuffs to many countries. And the demand is getting greater and greater. Mr Gatty: So it is. Though we havent done business with you, as you know, your exports of foodstuffs to our country have considerably increased during the last few years. It appears that Chinese foodstuffs are very attractive. D:You said it .The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs .By the way ,which items are you interested in ? G:Canned goods are of special interest to me ,particularly the canned fruit and your canned fruit is among the most popular ones in our market,I'm going to place an order in a day or two . D:Good .How about our canned meat?G:I think it will also find a good marketing in our you show me some samples? D: way ,please! Our canned meat is in various weighs .The largest one weighs three and a half pounds net,the smallest seven ounces net. G: The small sizes are more saleable in our market than the large ones .I've brought with me a sample of canned meat Which is only six ounces .The smallest size of yours is even bigger than that of mine .I wonder if your canned meat tastes better. D:Your are welcome to have a try .Here it is .Ours is of prime quality . G:Oh, It's 'm not sure about the pesticide residues in your foodstuffs ,though I'm sure ,you must have given much thought to the you know ,our governmental restrictions have been getting more and more tight,so we are not allowed to import any polluted goods. D:You can rest assured .Our foodstuffs are guaranteed to conform to WHO standards. G:'d like to order meat of this kind in seven ounce tins if the price is competitive. D:What about other canned goods ,such as canned mushrooms and vegetables? G:They are not as saleable as canned fruit ,I suppose . D:Mm , no .I really do not think that is so .They are also among our major exports and have found a favourable reception in many other countries. G:Then ,may I have a look at the samples first ?D:Certainly .Here you are . G:Ah ,very nice indeed .But I am not sure whether they are to the taste of our people .What would you say to my taking some samples home before I make a decision? D:That's all right. G:Well ,I have an appointment at 4: we talk about over tomorrow moning ? D:Ok ,See you tomorrow . D:Doodbye!! Dialogue 1: A:Would you like to have a see at our showroom,Ms Olive? B:I Love to. A:This way,please. B:Thanks beautiful. A:Where shall we start?
典型商务英语对话：建立贸易关系
Lin: Your desire happens to coincide with ours.
Tom: Regarding our financial position, credit standing and trade reputation, please refer to our bank or to our local chamber of commerce.
Lin: Thank you for your information.
中文参考：
Tom: 我感到你我双方这方面合作会有良好前景，希望能和你们建立贸易关系。
林: 您的愿望和我们完全一致。
Tom: 关于我们的财政状况、信用地位和贸易信誉，请向我们的'开户银行或我地商会了解。
林: 谢谢您提供的信息。
Letters for Establishing Business Relations
Writes to Exporter
Dear Sirs,
We have obtained your address from the Commercial Counsellor of your Embassy in London and are now writing you for the establishment of business relations.
We are very well connected with all the major dealers here of light industrial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.
As to our standing, we are permitted to mention the Bank of England, London, as a reference.
Please let us have all necessary information regarding your products for export.
Yours faithfully,
相关词汇
adj. 有竞争力的
competitive price 竞争价格
competitive capacity 竞争能力
competitive power 竞争能力
competitive edge 竞争优势
your price is competitive, we will place an order with you. 如果你方价格有竞争力的话，我们将向你方发出订单。
Your products has no competitive capacity in our market. 你方产品在我市场上没有竞争力.
compete v. 竞争
～with (or:against) sb. in sth. 在...方面与某人竞争
should compete with other enterprises in the quality of the products. 我们必须在产品的质量方面与其它企业竞争.
～with (or:against) sb. for sth. 为...事情与某人竞争
must compete against other countries in trade for obtaining larger international market. 为了获取更大的国际市场我们必须与其他国家在贸易方面进行竞争。
competition n. 竞争:
enable us to meet competition, you must quote the lowest possible price. 为了使我们能适应竞争， 你方必须报尽可能低的价格。
competitor n. 竞争者，竞争对手
trust that the superior quality, attractive design and reasonable price of our products will surely enable us to defeat the competitors. 我们相信我方产品的优良质量、诱人设计、合理价格定能使我方击败竞争对手.
资信情况，信誉，固定的，永久的
standing cost 长期成本，固定成本
standing orders 长期订单
standing director 常务董事
有关“资信情况”的表达方法还有：
credit standing 信誉情况
financial standing 财金情况
finances 财源，资金情况(常用复数)
are permitted to mention the Bank of England, London, as a reference. 我们已征得伦敦的英国银行同意，把它们作为我们的咨询银行。
prep. 关于，与 with regard to, in regard to, as regards 同义，一般可以换用。
the terms of payment, we require confirmed and irrevocable letter of credit. 关于支付条件，我们要求保兑的、不可撤消的信用证。
A: I had a look yesterday. I found some exhibits are fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. I have gone over the catalogue and the pamphlets enclosed in your last letter. I have got some idea of your exports. I am interested in your silk biouses.
A:我昨天看了一下，发现一些展品质量不错，设计也漂亮。展会让我了解了你们的产品。我已经看了你们上一封信中夹寄的目录和说明书。我们公司对你们的出口产品有了一了解。我对你们的丝绸女衫很感兴趣。
B:Our silks are known for their quality. They are one of our traditional exports. Silk blouses are brightly colored and beautifully designed. They are greatly favored overseas and are always in great demand.
B:我们的丝绸产品一直以质量好而闻名，它们是我们传统的出口产品之一。丝绸女衫颜色鲜亮，图案漂亮，深受海外朋友喜爱，需求量一直很大。
A:Some of them are of the latest style. Now I have a feeling that we can do a lot of trade in this line. We wish to establish business relationship with you.
A：其中一些是最新款式，我感觉我们在这方面能进行许多贸易合作。
B：Your desire coincides with ours.
B：你们的愿望同我们一样。
A:Concerning our financial position. credit standing and trade may refer to our to our local chamber of commerce or inquiry agencies.
A：关于我方的财政状况、信用情况和贸易声誉您可以向我方开户银行、我们的地方商会或者咨询机构垂询。
B:Thank you for your information. As you know , our corporation is a state-operated one. We always trade with foreign countries on the basis of equality and mutual benefit. I have no doubt that it will bring about benefit between us.
B:谢谢您提供的信息。您知道我们是一个国有公司。我们一直和其他各国在平等互利的基础上展开贸易。双发建立贸易关系是互利的,我相信这会给我们双方带来利益。
A:That sounds interesting ! I'II send a fax. As soon as I receive the definite 'II give you a special answer.
A:听起来不错，我会发一份传真过去。我收到明确的指示就会给你具体的答复。
B:We will make an offer as soon as possible. I hope a lot of business will be put through between us.
B:我们会尽快报价。我希望我们能开展大量业务。
A:So do l.
A:我也希望如此。
B:I hope everything will be smooth.
B:希望一切进展顺利。
A:That is what I want to say.
A:那正是我要说的。
B:I will give you the lowest price in the future.
B:将来我一定给您最低的价格。
A:Thank you !
A：谢谢!
1：We want to develop direct contact with American buyers for ourselves.
我们想同美国的买主建立起直接的联系。
A: We want to develop direct contact with American buyers for ourselves.
B: We see that your firm specializes in Light Industrial Goods, and we are willing to establish business relationship with you.
得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。
A: That's good. We are one of the largest importers of Electric Goods in this city, and we wish to establish business relationship with you.
那太好了。我们是本市最大的电器进口商之一，愿意与你们建立业务关系。
2：We'll try our best to widen our business relationship with you.
我们将尽力扩大同你们的贸易关系。
A: We'll try our best to widen our business relationship with you.
B: Thank you for all the arrangement.
感谢您的所有安排。
A: You are welcome. We believe the arrangement will contribute to cementing our pleasant relationship.
不用谢。我们相信这有利于巩固我们的良好关系。
其他表达法：
Our company is thinking of expanding its business relationship with China.
我公司想扩大与中国的贸易关系。
As is known, we set great score by the trade relationship with the Third World countries.
众所周知，我们十分重视同第三世界国家的贸易关系。
商务英语会话：建立贸易关系
良好的贸易关系可以使得双方的贸易进行得通畅顺利，从而形成双赢的局面，那么，如何“开口”建立贸易关系呢？下面这两则对话可以给你一些启示。
Dialogue 1
Tom: I have a feeling that there are bright prospects for us to cooperate with in this field. I wish to do business with you.
Tom: 我认为你我双方在这方面合作会有良好前景，希望能和你们建立贸易关系。
Lin: It appears we want the same things.
Tom: Regarding our financial position, credit standing and trade reputations, please refer to our bank or to our local chamber of commerce.
Tom: 关于我们的财政状况、信用地位和贸易信誉，请向我们的开户银行或我地商会了解。
Lin: Thank you for the information.
林: 谢谢您提供的'信息。
Dialogue 2
Liu: I understand this is your first visit to our company.
刘：这好像是您第一次来我们公司访问，
Bob: Yes, and my first visit to your country. I've wanted to visit China for a long time and now I'm lucky to have the chance to do so.
鲍伯：是的，也是第一次来你们国家访问。我一直想亲眼看看中国的成就。我感到收获太大了。
Liu: I'm glad to hear that.
刘：您这么说，我感到很高兴。
Bob: I think you must have some idea of our company. We've been importing arts and crafts for many years. The purpose of my coming here is to do business with you.
鲍伯：我想您对我们公司一定有所了解。我公司经营工艺品已有多年。我这次来是想和你们开展业务往来。
Liu: I can assure you of our best intentions and closest cooperation. We're always willing to develop trade with friends from all over the world.
刘：请相信我们一定会竭尽全力密切合作的。我们一向愿意和世界各国朋友开展贸易往来。
B:It will take hours if I really look a look at everything. A:You may be interests in our some 's look at those. B:Good can just have plans and a rest. A:By the way,Ms long have you been in this business? B:I have been this for more than 20years,but the company it this business since 1935. A:No wonder you are so experienced. B:That 's our business have becoming difficult since competition grow A:That's true. B:Do you have a catalogue or something tells me about your company? A:Yes,I will get you some later. B: can we work for a deal? A:Would tomorrow be convenient? B:Yes,I will be fine. Dialogue 2: A:Excuse me,could you tell me where I can order electronical planes? B:This line will be glad to take your 's my card. A:'s my 'm Adison from ABC trading company 've imports electronics and chain systems. B:We've have a look at our samples. A:Your development of electronical products have been remarkable. B:Yes,our research has had a good results. A:Do you produce middle tape recorders?What's that?Is it television sets? B:No,that's television is still experimental. A:What's the problem? B:We have to solve the problem of using agricutural focusing waves and around 1000 hz.. I've forgotten to ask you what products you are interested in. A:I think I have already seen some items we'd like to allow us to study them a little further. B:Okay,go ahead. A:I will probably let you know by tomorrow. B:I will be expecting you tomorrow morning,saying am I. A:Tomorrow am .
××公司
我们从商会那里看到贵公司的名称及地址，得知你们有兴趣建立进出口商品的业务联系，
如贵公司在本地尚无固定客户，希望考虑以本公司为交易伙伴。本公司原经营工业机械在本国的批发零售业务，由于最近在经营方面的变化，本公司在销售方面的政策也发生了变化。
笔者有多年的外贸经验，希望在世界各地建立适宜而持久的贸易关系，
由于与生产厂家的长期直接联系，我们在许多行业中尤其是工业机械，是最有竞争力的。
我们也愿意从贵国进口一两种优良产品，以有竞争力的价格在美国销售，以期能够持续、长期占领市场。
我们希望聆听贵公司的意见、要求厦建议，以及如何才能使双方协力合作，互惠互利。此外，本公司愿意以收取佣金为条件充当贵公司在美国的采购代理。
恭候回音。
×年×月×日
J:Good morning. My name is John. I'm from Japan. Here is my business card.
约翰：早上好。我是约，来自日本。这 是我的名片。
W: Good morning. My name is Wang. Take a seat, please.
王：早上好。我姓王。请坐吧。
J: Thank you. I'm here because I admire your company's fame. Your leather shoes have a very high reputation. So, I'm thinking to establish trade relations with you.
约翰：谢谢。我到贵公司是慕名而来。你 们的皮鞋享有很高的声誉。所以我 想和你们建立贸易关系。
W: We are willing to cooperate with you. Our products are of high quality and each product is through strict inspection. Would you like to see our catalogue and samples first?
王：我们很愿意和你们合作。我们的产品确实有很好的质量，并且每一个产品都是经过严格检验的。你要先 看一下我们的产品目录和样本吗?
J: OK. Thank you. Your shoes all seem very beautiful.
约翰：好的，谢谢。你们的鞋看起来都很漂亮。
W: Of course. Each of our products is elaborate, and they are not only beautiful in design, but also durable in use.
王：那是当然。我们的每一个产品都是 我们精心设计的，他们不仅漂亮而 且还经久耐用。
J: That's great. If the price is reasonable, I'd like to buy some for trial in our market. But I have to consult my manager. Can we discuss the details of purchase tomorrow?
约翰：太好了。如果价钱也合理，我想买 一些在我们的市场上试卖。但是我 必须咨询一下经理。我们能明天详 细讨论一下购买的细节吗?
W: Sure. See you.
王：没问题。再见。
J:See you.
约：再见。
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