国际贸易实务实验.doc

实验一 建立业务关系 一、实验目的 通过本环节实验，使学生掌握交易磋商中建立业务关系的英文函电表达。学生能根据提供的案例资料，采用正确的书面信函格式拟定英文信函，在电脑中编辑并提交。 二、实验要求 1、掌握撰写英文信函的格式、步骤和技巧等。 2、根据提供的资料译写合格的信函，要求以简洁的语言、明晰的结构来准确表述完整的内容，不仅符合英语用法和外贸习惯，而且体现较成熟的业务思维。书写过程中要遵循“清楚、简洁、礼貌”等英文函电的基本要点。 三、实验提示 （一）写信要点 1、信息来源：从何处获悉对方公司的名称、地址和经营范围等资料； 2、致函目的：希望建立业务关系等； 3、本公司概述：本公司性质、业务范围、相对优势如贸易经验丰富等； 4、产品介绍：针对对方需求，进行某类特定产品的推荐性介绍，常附送产品目录等宣传资料； 5、激励性结尾：表达愿望。 （二）常用句型 1、信息来源： （1）We learned from the Commercial Counselor’s Office of our Embassy in your country that you are interested in Chinese handicraft． （2）Mr．Jacques，Head of Arcolite Electric AG has recommended you to us as a leading importer in Korea of lightweight batteries for vehicles. （3）We have obtained your name and address from the Internet. （4）Our market survey showed that you are the largest importer of cases and bags in Egypt. 2、致函目的： （1）In order to expand our products into South America, we are writing to you to seek cooperation possibilities. （2）We are writing to you to establish long-term trade relations with you. （3）We wish to express our desire to enter into business relationship with you. 3、本公司概述： （1）We are a leading company with many years’ experience in machinery export business. （2）We enjoy a good reputation internationally in the circle of textile. （3）We have our principle as “Clients’ needs come first”. （4）A credible sales network has been set up and we have our regular clients from over 100 countries and regions worldwide. （5）Located in Shanghai, we take the advantage to set up our solidified production basis in coastal and inland areas. 4、产品介绍： （1）Art. No. 76 is our newly launched one with superb quality, fashionable design, and competitive price. （2）We have a good variety of colors and sizes to meet your different needs. （3）Our products are enjoying popularity in Asian markets. （4）To give you a general idea of our products, we are enclosing our catalogue for your reference. 5、激励性结尾： （1）Your comments on our products or any information on your market demand will be really