1. Establishing Businnsee Relationship 建立业务关系
知识热点
建立贸易关系注意事项
外贸谈判是进出口双方就其交易的商品进行的洽谈。因此，建立双方的友好贸易关系，营造一个良好的谈判氛围是十分重要的。在与一个新客户做第一笔交易的时候，简略的自我介绍和对公司及其产品的介绍有助于对方更好地了解你的公司以及你们所经营的产品，这是十分必要的。
Part 1: Establishing Relations by Visiting
A: Glad to see you in your company. B: So am I.
A: We are in the market for machines. What can you offer in this line?
B: What types do you have in mind exactly?
A: Well,mainly lathe. We are also interested in shapers, grinders, and milling machines.
B: Let me show you some illustrations of the machines we make. Here’s our latest catalogue.
A: Ah,these are the machines we’re interested in. May we have a look at them?
B: Certainly. But they are in the showroom.
A: Is it far from here?
B: Not very far. It’s only half an hour’s car ride. Are you free now?
A: I will be free tomorrow aftermoon. Suppose we make it, say, three o’clock tomorrow afternoon. Could you manage that?
B: Yes. I’ll pick you up at your hotel.
通过拜访建立关系
甲：很高兴在贵公司见到你。 乙：我也很高兴。
甲：我们想购买机床，贵公司在这方面能提供些什么？ 乙：你打算要买哪种机型呢？
甲：嗯，主要是车床，我们也想买牛头刨床、铣磨床和铣床。
乙：让我介绍一些本公司制作的机床说明书，这是我们最新的目录。
甲：啊，这些正是我们感兴趣的机器。能看看货吗？
乙：可以，不过它们在展厅里。
甲：展厅离这儿远吗？
乙：不太远，半小时的车程。你现在有时间去吗？
甲：我明天下午有空。假如明天下午三点去，你能安排吗？
乙：行，我会到酒店去接你。
高频句型及短语
1. At the recommendation of …/…has been recommended to us… — 在……的推荐下……
At the recommendation of the Chamber of Commerece in your city, we are writing to you if you are interested in importing Taiwan Stationery.
我方在贵市商会的推荐下，写信询问贵方是否有兴趣进口台湾文具。
Your firm has been recommended to us by the P、Ｒ、C consul in your city as large exporters of Woolen Goods.
在中国驻贵市领事地推荐下，我方获悉贵公司是羊毛制品的大出口商。
At the recommendation of the Chamber of Commerce and Industry in the market for sporting Goods.
本公司在本市的工商协会的推荐下获悉贵方想买体育用品。
2. enclose…(together with)… — 随……附寄……
We are enclosing our latest illustrated catalog together with the price list.
随价目表附寄本公司最新的图解目录。
Enclosed are our catalog and price list coveing the complete line of our goods.
随函附寄本公司所有产品的目录与价目表。
We are enclosing our pattern-book with some samples.
本公司另外为您寄上附有几件样品的实物样品簿。
For your reference we have enclosed some product information on selected goods which will be of interest to you. 随函附寄经本公司精选，贵方会感兴趣的几种产品资料，供您参考。
To give you a general idea of the scope of our business activities, we enclose herewith a complete set of catalogues that we are dealing in.
为了使您全面了解本公司的业务范围，特别随函附上一套我们经营产品的目录。
3. Should you desire, we would…/(be available) upon your request— 若您需要，我方将……
Our latest price list will be sent to you upon request.
若经索取，本公司会寄上最新的价目表给贵方。
The list prices are all on FOB Keelung basis but CIF terms are also available upon your request.
价目表的价格都是基隆港船上交货价，但如有需要，我方也可以提供运费、保险费在内的条款。
Should you desire, we would be pleased to send you catalogs with export prices and estimated shipping costs for these items.若您需要，我方将乐意寄上目录以及这些项目的出口价格和预估的运输费。
4. We are willing to/with to establish/enter into business relationship with you —
我们愿与贵公司建立业务关系。
We see that your firm socializes 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产品，我们愿意与贵公司建立业务关系。
We are one of the largest importers of electric goods in this city, and we wish to establish business relationship with you.
我们是此地最大的电器进口商之一，愿意与你们建立业务关系。
We are willing to enter into business relationship with your company on the basis of equality and mutual benefit.
我们愿在平等互利上与贵公司建立业务关系。
