Chapter II Establishing Business Relations
Lesson One
Exercises
I. Translate the following expressions:
1.cotton piece goods 6. 另函
2.state-operated corporation ７. 供你方参考
3.import and export 8. 商务参赞处
4.business lines 9. 盼望
5.establish business relations 10. 最新的商品目录
II. Translating the following into English:
1.We are informed that _______________________________________(你公司是经营化工产品的国营公司).
2.We shall let you know our comments_________________________________(一俟收到你方的报价).
3.We are ______________________________________(专门从事中国工艺品出口).
4.We hope to _______________________________________________(与你们建立贸易关系).
5.________________________________(兹航寄) three sample books.
6.______________________________________________(我们已经和世界上一百多个国家的商号建立了关系) on the basis of equality, mutual benefit and exchange of needed goods.
III. Translate the following sentences into Chinese:
1.We have the pleasure of introducing ourselves to you as a state corporation specializing in the export business of canned goods, and express our desire to enter into business relations you.
2.Our company is one of the import and export corporations in Shanghai commercial circle authorized by the Ministry for Foreign Trade and Economic Cooperation. We have enjoyed a good reputation in the world market for a long time.
3.We are one of the leading exporters of first class cotton and rayon goods and are enjoying an excellent reputation through fifty years’ business experience.
4.Through the courtesy of the Chamber of Commerce in Tokyo, we have learned that you have been supplying the best quality foods all over the world.
5.We are desirous of enlarging our trade in various agricultural products, but unfortunately have had no good connections in the southern part of Russia. Therefore we shall be obliged if you kindly introduce us to some of the most capable and reliable importers.
IV. Translate the following sentences into English :
1.承蒙外国商会介绍得知你公司的名称地址。
2.我们将会航空邮寄样品一份。
3.我们对你方样本里的彩笔很感兴趣，请寄报价单来
4.现借此机会向贵公司介绍，我们是国营公司，专门经营工艺品。
5.我们是中国轻工产品的主要出口商之一，愿与你公司建立业务关系。
6.一俟获得新的供货，我们马上告知你方。
Key to Lesson One
I. Translate the following expressions into Chinese:
1. 棉布业务6.under separate cover
2. 国营公司7.for your reference
3 进出口8. commercial counselor’s office
4 业务范围9. look forward to
5 建立业务关系10. latest catalogue
II. Translating the following into English:
1. …you are a state-owned corporation dealing in chemicals.
2. …upon receipt of your quotation
3. …specializing in arts and crafts.
4. …establish business relations with you.
5. We are airmailing you…
6. We have established business relations with the firms of more than 100 countries in the world…
III. Translate the following sentences into Chinese:
1. 我们很乐意向你自我介绍, 我们是一家国营公司专门经营罐头食品出口业务，我们渴望和
你们建立业务关系。
2. 我们是国家对外贸易经济合作部批准成立的上海商业系统的进出口公司。我们在世界上一直享有很高的声誉。
3. 我们是一流棉布与人造丝业务的主要出口商之一，由于有五十年的业务经验使我们享有极佳的声誉。
4. 承蒙东京商会介绍，我们了解贵公司在世界各地供应高品质的食品。
5.我们渴望扩大各种各样的农产品范围，但遗憾的是我们在俄罗斯南部没有顾客，因此若能介绍该地区的一些最可靠的进口商将不胜感激。
IV. Translate the following sentences into English：
1. We owe your name and address to the chambers of commerce abroad.
2. We will send you a copy of sample book by airmail.
3. We are interested in the colorful pens in your sample. Please kindly send your quotations to us.
4. We avail ourselves of this opportunity to introduce you as a state-operated corporation specializing in arts and crafts.
5. We are one of the leading exporters of Chinese industrial products and are desirous of entering into business relations you.
6. We will let you know upon receipt of new supplies.
LessonTwo
Exercises
I. Translate the following expressions:
1.fall within the scope of our business activities 6. 销售代表
2.sister corporation 7. 信汇
3.open an account 8. 轻工产品
4.business background 9. 客观资料
5.refer to 10.商品交易会
II. Complete the following sentences in English:
1.We are interested in ___________(各种中国自行车). Please send us your pricelist for the goods.
2.____________________________(现随函寄去关于…的出口清单)of our chemicals.
3._____________________________(欢迎你方对…的询盘) for cotton piece goods.
4.Your letter may addressed to our liaison office in Alexander ________________________(已转交我们办复).
5.To acquaint you with the sewing machines we export now,____________________________ (我们寄两本目录册).
III. Choose the best answer:
( ) 1. We shall be glad to send you our lowest quotation _____ receipt of your detailed requirements.
a. on b. with c. in d. as soon as
( ) 2. We are a corporation,________ both the import and export of textiles.
a. handling in b. trading c specializing d. dealing in
( ) 3. If your price is reasonable, we shall _____ an order _______ you.
a. place/with b. make/from c. have/with d. take/for
( ) 4. Your letter of September10_______ to Fujian foreign trade corp. has been passed on to us for attention and reply.
a. addresses b. addressing c. addressed d. being addressed
( ) 5. We have been importers _______ foodstuffs for many years.
a. to b. of c. for d. on
( ) 6. One of our clients __________ Chinese black tea.
a. in the market for b. are in the market for c. is in the market for d. be in the market for
( ) 7. Please refer______ the pricelist enclosed.
a. to b. with c. for d. on
( ) 8. Please let us have a copy of your pricelist so that we may acquaint ourselves _________ your products.
a. to b. with c. for d. in
IV. Fill in the blanks in their proper form with the following words and phrases:
Dear Sirs,
Through the courtesy of your embassy in China, we learn that your firm ______________ establishing business relations with a Chinese firm to sell various light industrial products of your country to China.
We ______________import business for many years and _____________ all the major dealers here. We therefore, feel sure that we can sell large quantities if your offers _________. We would like you to _________ us a catalogue and pricelist, and possibly some samples of the goods that you are principally interested in selling, so that we can study the sales possibility in our market. As to our standing , please _____________ Bank of China, Beijing.
We _________ the pleasure of hearing from you.
Yours faithfully,
IV. Translate the following sentences into English :
1.我们盼望在交易会上再次见到你方代表。
2.希望能和贵方开启交易关系。
3.我们有把握销售你方的产品。
4.我们的产品质优价廉，在市场上很受欢迎。
5.你方10月5日致我总公司的信已转交我公司办理答复，因你所要的货属于我们经营范围.
6.至于我们的信用情况，请向中国银行上海分行咨询。
Key to Lesson Two
I. Translate the following expressions into Chinese:
1.属于我们的经营范围6. sales representative
2.兄弟公司7. T/T
3.开启账户8. light industrial products
4.业务背景9.objective information
5.查询、提交10.commodity fair
II. Complete the following sentences in English:
1.various kinds of Chinese bicycles
2.We are enclosing our export list
3.We welcome your enquiries
4.has been passed on to us for attention and reply
5.We are sending two catalogues
III. Choose the best answer:
1.a2. d3. a4. c5. b6 . c7. a8. b
IV. Fill in the blanks with the following words and phrases.
is interested in,are engaged in,are connected with,are favorable,send,refer to,
look forward to
V. Translate the following sentences into English :
1.We are looking forward to meeting your representative again at the fair.
2.We are in the hope of opening an account with you.
3.We have confidence in selling your product.
4.As our goods are both excellent in quality and very reasonable in price, they meet a warm reception in the world market.
5.Your letter of October 5 addressed to our head office has been passed on to us for attention and reply as the article you need is within our business scope.
6.As regards our financial standing, please refer to the Bank of China, Shanghai Branch.
LessonThree
Exercises
I. Translate the following expressions:
1.合理的价格 6. in confidence
2.执行合同 7.illustrated catalogue
3.信用调查 8.general idea
4.预先 9.financial standing
5.中国纺织品进出口公司 10.reference
II. Fill in the blanks in their proper form with the words or phrase given below:
1.As the items ______ within the scope of our business activities,we shall be pleased to enter to direct business relations with you.
2._________separate cover, we are sending you a pattern book .
3.Will you ______ a fountain pen this coming Sunday?
4.If you send us a catalogue by air, we shall ___________ very much.
5.Please _________ at what price your clients will place orders with us.
6.We ____________ your sending us a special offer for walnutmeat.
7.We would like to ________ you that a number of our clients ____________ Chinese Walnutmeats.
8.Our corporation ________________ exclusively the import and export business of light industrial products.
9.This information is given in _________________.
III. Rewrite the following underlined:
1. We have obtained your name and address from the Chamber of Commerce abroad.
2. We’ll take this opportunity to approach you for the export of our products.
3. We are sending you under cover our latest pricelist of our new products.
4. If you find any of the items interesting, please let us know.
5. We shall ship the goods upon receipt of your shipping instructions.
6. We are writing you in the hope of entering into business relations with you.
IV. Translate the following sentences into English :
我们是为了出口化工产品的事与你方联系的。
请告知你们目前对什么商品最感兴趣。
3.关于罐头食品，我们建议你们与天津食品进出口公司直接联系。
4.如能提供有关上述公司的资信状况，我们将不胜感激。
5.有关本公司业务概况的资料，请向中国银行北京分行及中国国际商业银行查询。
6.对你方提供的任何资料，我们都予以保密。
Skill Training for Establishment of Business Relations
Draft a letter to a company asking for establishing business relations:
Exercise I
Background: 上海新际公司（Shanghai Xinji I/E Corp.）系专营轻工业产品的一家国有进出口公司。成立于1986年，拥有注册资金人民币2000万元。十多年来，经营商品种类已增至上百种。现在仍不断致力于与国内生产厂家建立联系，向国外客户介绍中国高品质的轻工业产品。
请根据上述情景，代新际公司拟函，与Wit Ltd 公司联系，推荐上述产品，随寄公司目录，另寄样品。
Exercise II
Background: 2003年4月27日中国一家纺织品公司经L.R.Byron & Co.介绍，得知H.A.Cabell & Co公司名称和地址，为了与这家公司建立贸易关系，于是给该公司发了一封信函。
敬启者：
承蒙L.R. Byron & Co.介绍得知贵公司名称及地址，我们谨借此机会与贵公司建立贸易伙伴关系。
为使贵方了解我方目前可供出口的纺织品的大概情况，随函附上产品说明书及剪样小册子。
如贵公司对本产品感兴趣，请与我们联系, 我们会给贵公司以最低的报价并尽量满足你方的要求。
敬候佳音
谨上
Useful Expressions for Chapter II
We owe your name to the First Commercial Bank at your bank.
We understand that you are well experienced in the export of engineering equipment with service.
Through the courtesy of Mr. Freeman, we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us .
On the recommendation of your Chamber of Commerce in London, you are prospective buyers of Chinese Sewing Machines.
Being specialized in the export of Chinese art and craft goods, we express our desire to trade with you in this line.
They are enjoying an excellent reputation.
You will be satisfied with our services
We enclose herewith a pamphlet introducing our business standing and outline, the complete catalogue of our goods, and some samples.
The American Consulate in Shanghai has advised us to get in touch with concerning…
Much to our regret, we are unable to do business with you direct, as wehave been represented by Messrs…in your city.
Key to Lesson Three
I. Translate the following expressions into Chinese:
1.reasonable price 6. 机密
2.execute an order 7. 插图目录
3.status enquiries 8. 大概了解
4.in advance 9. 财务情况
5.China Textile I/E corp. 10. 资信证明人
II. Fill in the appropriate word or words from the list:
1.fall2.under3.buy4.appreciate it5.advise6.appreciate7.inform; are in the market for 8.handles9.confindence
III. Rewrite the following underlined:
1. We owe your name and address to the Chamber of Commerce abroad.
2. We avail ourselves of this opportunity to get into touch with you for the export of our products.
3. We enclosing you our latest of pricelist of our new products.
4. Should any of the items be of interest to you, please let us know.
5. We should ship the goods as soon as we receive your shipping instructions.
6. We are writing you in the hope of establishing business relations with you.
IV. Translating the following sentences into English :
1. We approach you for the export of Chemicals.
2. Please inform us in which line you are most interested in .
3. As regards canned food, we recommend that you approach Tianjin Foodstuffs Imp/Exp Corporation direct.
4. We should highly appreciate it if you would inform us of the financial and business standing of the above firm.
5. As regards any information about the business standing of the firm, please refer to the Bank of China, Beijing and the International Commercial Bank of China.
6. Any information you may give us will be treated strictly in confidence.
Key to Skill Training
Draft a letter to a company asking for establishing business relations
Exercise I
上海新际进出口公司
SHANGHAI XINJI I/E CO.
Wit Co.Ltd
Seosomun-Dong, 2-gu
Chung-gu, Seoul, Korea
October 28, 1998
Dear Sir or Madam,
We learned from the International Department of Bank of China that you are a reputable distributor with extensive sales connections in your area. We write this letter with a view to entering into business with you in near future.
Established in 1986, we are a state-owned corporation specializing in the import and export of light industrial products with a registered capital of RMB 20 million. With years of effort we have expanded our business scope impressively and now we deal in nearly 100 kinds of merchandise. We’ve succeeded in establishing trade relationship with many advanced manufacturers in China and have introduced a lot of excellent products abroad. Enclosed please find our latest catalogue.
For your information, we recently launched a kind of table lighter, as a novelty decoration or a practical gift, which is of supreme quality and fine workmanship. Its exceptional material and unique style have evoked a good reaction in Japan. We have airmailed some samples to you and expect your favourble comments.
We are looking forward to your early reply.
Yours truly,
Shanghai Xinji Import & Export Co.
Exercise II
China National Textiles I/E Corp.
Shangdong Branch
52 Rehe Road,
Qingdao 266021
P.R China
April 27,2003
H.A Cabell & Co.
112 St.Louis Street
Croydon
England
Dear Sirs,
Your name and address has been introduced to us by L.R.Byron & Co. as a prospective buyer of Chinese textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you.
In order to acquaint you with a general idea of the various kinds of Chinese textiles now available for export, we enclose a brochure and a sample-cutting booklet.
Should any of the items be of interest to you, please contact us. We will give you the lowest quotation and do our best to meet your requirements.
Your early reply will be highly appreciated.
Yours sincerely,
China National Textiles I/E Corp.
Chapter III ENQUIRIES, OFFERS AND COUNTER-OFFERS
Lesson Four
Exercises
I.Translate the following expressions into Chinese and then make sentences:
1.first enquiry2. supply sb. with sth
3.look forward to4. payment terms
5.as requested6.by separate mail
7.enjoy popularity8.expand one’s market
II.Fill in the blanks with appropriate prepositions:
1. ______ separate cover, we have already sent you samples of various sizes of shoes.
2. Chinese Black Tea enjoys a ready market _____Kuwait.
3. We prefer Red Leaf Brand______ Swallow Brand.
4. If you won’t ship the goods_____ the stipulated time, we shall have to file a claim with you.
5. We are ________receipt of your letter of May 4.
6. We would like to inquire ____ 500 sets of your Model No. 55 cassette recorder.
7. We are interested _____ your products and shall be pleased to have a catalogue_____ a price list.
8. We would like to have your price, shipping date and other terms of business ____ this article.
9. There is always a ready market here _____ your goods, if they are ____ good quality and competitive ______ price.
10. It will be appreciated if you will send us samples ______ airmail.
III.Translate the following sentences into English:
贵公司7月5日就砂糖的优惠条件的询盘收悉。
请寄送产品的详细资料，包括尺寸、颜色和最低价格，并附寄用各种质料制成的样品。
本地区对高质量的手套有着稳定的需求。
如能另邮寄来化工产品的目录本两本和价目单一份，不胜感激。
付款应以保兑的、不可撤销的信用证，凭即期汇票付款。
应贵方要求，兹另邮寄我公司最近的出口商品目录本及价目表。
我们接到贵方三月二十五日对我们核桃仁的询价单。
IV.Translate the following letter:
执事先生：
从澳大利亚驻北京大使馆得知贵公司是生产羊毛毛衣出口的。
此地对这种高级产品需求稳定，尤其是色彩鲜艳的。
如能收到贵方产品的目录本、出口价格和付款方式的详细资料以及各种样品，我们将不胜感激。
盼速复。
此致
Cromb 纺织品有限公司
72 Flint Street
Sydney, Australia中国纺织品进出口公司
李捷（经理）
2002年 11月22日
Key to Lesson Four
I. Translate the following expressions into Chinese and then make sentences:
1.首次询盘5.按照要求
2.向某人供应某物6.另邮
3.期望7.畅销
4.支付方式8.扩大市场
II. Fill in the blanks with appropriate prepositions:
1. Under 2.in3.to4.within5.in6.for7.in, with;
8. for9.for, of, in10.by
III. Translate the following sentences into English:
1. We have received your letter of July 5, enquiring about the best terms of sugar.
2. Please send us details of your products including size, colors, the lowest price and samples of different qualities of material used.
3. There is a steady demand for gloves of high quality in this district.
4. We shall appreciate it if you can send us under separate cover two catalogues and a price list of your chemical products.
5. Payment should be made by an irrevocable and confirmed letter of credit payable by draft at sight.
6. As requested, we are sending you under separate cover our latest catalogues and pricelist covering our exports.
7. We have received your enquiry of 25th March for our walnutmeat.
IV. Translate the following letter:
Dear Sirs,
We learn with pleasure from the Australian Embassy in Beijing that you are producing for export
wool sweater .
There is a steady demand here for high-class goods of this type, especially in brighter colors.
We would appreciate receiving your catalogue and full details of your export prices and terms of payment, together with any samples you can let us have.
We look forward to hearing from you.
Yours faithfully,
Lesson Five
A Specific Enquiry
Exercises
I. Translate the following expressions into Chinese and then make sentences:
1.send…by airmail 2. acquaint sb. with sth.
3.quote sb. a price 4.inclusive of
5.place an order 6.learn with pleasure
7.so as to 8.competitive and acceptable
II. Fill in the blanks with proper prepositions:
1. Quotations and catalogues will be airmailed to you _______receipt ______ your specific enquiry.
2. The buyer with whom we have discussed the business in native produce is interested _____ offers _____ both walnutmeat and walnuts.
3. Referring ______ your letter of October 6 enquiring _____ men’s shirts, we wish to inform you that this article falls ______the scope of business activities of China National Textiles Import and Export Corporation, ________ whom we have forwarded your enquiry _____ their attention.
4. There are two items _____ commission.
