1. Establishing Businnsee Relationship 建立業務關系
知識熱點
建立貿易關系注意事項
外貿談判是進出口雙方就其交易的商品進行的洽談。因此，建立雙方的友好貿易關系，營造一個良好的談判氛圍是十分重要的。在與一個新客戶做第一筆交易的時候，簡略的自我介紹和對公司及其產品的介紹有助于對方更好地了解你的公司以及你們所經營的產品，這是十分必要的。
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.
通過拜訪建立關系
甲：很高興在貴公司見到你。 乙：我也很高興。
甲：我們想購買機床，貴公司在這方面能提供些什么？ 乙：你打算要買哪種機型呢？
甲：嗯，主要是車床，我們也想買牛頭刨床、銑磨床和銑床。
乙：讓我介紹一些本公司制作的機床說明書，這是我們最新的目錄。
甲：啊，這些正是我們感興趣的機器。能看看貨嗎？
乙：可以，不過它們在展廳里。
甲：展廳離這兒遠嗎？
乙：不太遠，半小時的車程。你現在有時間去嗎？
甲：我明天下午有空。假如明天下午三點去，你能安排嗎？
乙：行，我會到酒店去接你。
高頻句型及短語
1. At the recommendation of …/…has been recommended to us… — 在……的推薦下……
At the recommendation of the Chamber of Commerece in your city, we are writing to you if you are interested in importing Taiwan Stationery.
我方在貴市商會的推薦下，寫信詢問貴方是否有興趣進口臺灣文具。
Your firm has been recommended to us by the P、Ｒ、C consul in your city as large exporters of Woolen Goods.
在中國駐貴市領事地推薦下，我方獲悉貴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協會的推薦下獲悉貴方想買體育用品。
2. enclose…(together with)… — 隨……附寄……
We are enclosing our latest illustrated catalog together with the price list.
隨價目表附寄本公司最新的圖解目錄。
Enclosed are our catalog and price list coveing the complete line of our goods.
隨函附寄本公司所有產品的目錄與價目表。
We are enclosing our pattern-book with some samples.
本公司另外為您寄上附有幾件樣品的實物樣品簿。
For your reference we have enclosed some product information on selected goods which will be of interest to you. 隨函附寄經本公司精選，貴方會感興趣的幾種產品資料，供您參考。
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.
為了使您全面了解本公司的業務范圍，特別隨函附上一套我們經營產品的目錄。
3. Should you desire, we would…/(be available) upon your request— 若您需要，我方將……
Our latest price list will be sent to you upon request.
若經索取，本公司會寄上最新的價目表給貴方。
The list prices are all on FOB Keelung basis but CIF terms are also available upon your request.
價目表的價格都是基隆港船上交貨價，但如有需要，我方也可以提供運費、保險費在內的條款。
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，我方將樂意寄上目錄以及這些項目的出口價格和預估的運輸費。
4. We are willing to/with to establish/enter into business relationship with you —
我們愿與貴公司建立業務關系。
We see that your firm socializes in light industrial goods, and we are willing to establish business relationship with you.
得知貴公司專門經營輕工業產品，我們愿意與貴公司建立業務關系。
We are one of the largest importers of electric goods in this city, and we wish to establish business relationship with you.
我們是此地最大的電器進口商之一，愿意與你們建立業務關系。
We are willing to enter into business relationship with your company on the basis of equality and mutual benefit.
我們愿在平等互利上與貴公司建立業務關系。
