商务英语常识.docx
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商务英语常识.docx
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商务英语常识
开头语与自我介绍
1.从中华人民共和国驻…大使馆商务参赞处获悉贵公司名称和地址,现借此机会与贵方通信,意在达成一些实际交易为开端,以建立业务关系。
HavinghadyournameandaddressfromtheCommercialCounselor'sofficeoftheEmbassyofthePeople'sRepublicofChinain...,wenowavailourselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationsbyastartofsomePracticaltransactions.
2.从中国国际贸易促进会获悉,你们有意采购电器用具。
WehaveheardfromChinaCouncilforthePromotionofInternationalTradethatyouareinthemarketforElectricAppliances.
3.驻贵地的中国领事向我们介绍,你公司是…生产…(商品)的大出口商。
YournamehasbeenrecommendedtousbytheChineseConsulstationedinyourcityaslargeexportersof...goodsproducedin....
4.从…获悉你们行名及地址并了解你们是……有经验的进口商。
现向你们开报…,盼能在贵地市场推销。
From...,wehaveobtainedyournameandaddressandunderstandthatyouareexperiencedimportersof....Wehavepleasureinofferingyou...ofwhichwewouldappreciateyourpushingthesaleonyourmarket.
5.从…获悉你公司专门经营…,现愿与你公司建立业务关系。
Welearnfrom...thatyourfirmspecializesin...,andwouldliketoestablishbusinessrelationshipwithyou.
6.承……的介绍,获悉你们是……有代表性的进口商之一。
Throughthecourtesyof....wehavelearnedthatyouareoneoftherepresentativeimportersof...
7.据纽约司密斯公司所告,得悉你公司名称和地址,并得知你们…日本东京商会已把你行介绍给我们。
YournameandaddresshasbeengiventousbyMessrs.J.Smith&Co.,Inc.,inNewYork,whohaveinformedusthatyourfirmhasbeenrecommendedtousbytheChamberofCommerceinTokyo,Japan.
8.承贵地…银行通知,你们是…的主要进口商(出口商),并有意与中国进行这些方面的贸易。
The....Bankinyourcityhasbeenkindenoughtoinformusthatyouareoneoftheleadingimporters(exporters)of...andareinterestedintradingwithChinaintheselines...
9.据了解,你们是中国…(商品)有潜力的买主,而该商品正属我们的业务经营范围。
WearegiventounderstandthatyouarepotentialbuyersofChinese...,whichcomeswithintheframeofourbusinessactivities.
10.通过贵国最近来访的贸易代表团,我们了解到你们是信誉良好的…进口商,现发信给你们,盼能不断地接到你们的定单。
Throughyourtradedelegationthatrecentlypaidavisittothiscountry,welearnedthatyouarewell-establishedimportersof...andarewritingtoyouinthehopeofreceivingyourordersfromtimetotime.
11.我们欣然寄发这封自荐信,希望是互利关系的前奏。
Wearegladtosendyouthisintroductoryletter,hopingthatitwillbethepreludetomutuallybeneficialrelationsbetweenus.
12.我们有幸自荐,盼望能有机会与你们合作,扩展业务。
WehavethePleasuretointroduceourselvestoyouwiththehopethatwemayhaveanopportunityofcooperatingwithyouinyourbusinessextension.
13.我们冒昧通信,以期待与贵公司建立业务关系。
Wetakethelibertyofwritingtoyouwithaviewtobuildingupbusinessrelationswithyourfirm.
14.现向贵司自我介绍,我们是国营公司,专门经营轻工业品。
WewishtointroduceourselvestoyouasastateoperatedcorporationdealingexclusivelyinLightIndustrialGoods.
15.也许你们已有所知,我们是国营公司,经营……(商品)的进出口业务。
Asyoumaybewellaware,weareastate-operatedcorporationhandlingsuchitemsas..inbothimportandexportbusiness.
16.鉴于你们是…的主要进口商之一,特此联系,盼能建立业务关系,以有助于你们满足各项需求。
Asyouareoneoftheleadingimportersin...,wehavepleasureincontactingyouinthehopeofestablishingbusinessrelationsandrenderingyouassistanceinawiderangeofyourrequirements.
17.了解到你们对…(商品)的进口和出口都感兴趣,故愿自荐,希望在我们两公司间建立互利的业务关系。
Weunderstandthatyouareinterestedinboththeimportandexportof...anditisonthissubjectthatwewishtointroduceourselvesinthehopeofestablishingmutuallybeneficialbusinessrelationsbetweenourtwocorporations.
18.你公司是信誉卓著的照相机进口商,我公司极愿与你公司建立业务关系。
为此,我们现在寄去商品目录和价目单,用以向你公司毛遂自荐。
Thehighreputation,whichyouareenjoyingascameraimporters,hasrenderedusdesirousofenteringintobusinessrelationswithyou.Accordingly,weintroduceourselvestoyoubysendingyouourcatalogsandprice-lists.
19.我们经营的商品包括本国第一流造纸厂的产品,因此,我们有良好条件就你们提出的商品,向你们的顾客提供质量最可靠的商品。
Thecommoditieswearehandlingconsistofthemanufacturesofthefirst-ratepapermillsofthiscountry,andsoweareinagoodpositiontoserveyourcustomerswiththemostreliablequalityofthelineyousuggest.
20.我们专门经营中国美术工艺品出口,愿与你们进行交易。
SpecializingintheexportofChineseArt&CraftGoodsweexpressourdesiretotradewithyouinthisline.
21.我们的主要业务是纺织品和手工艺品。
Ourlinesaremainlytextilesandhandicrafts.
22.我们经营这项业务已有多年。
Wehavebeeninthislineofbusinessformanyyears.
23.本信目的是探索与你们发展贸易的可能性。
Thepurposeofthisletteristoexplorethepossibilitiesofdevelopingtradewithyou.
24.我们愿在平等互利、互通有无的基础上与你公司建立业务关系。
Wearewillingtoenterintobusinessrelationswithyourfirmonthebasisofequality,mutualbenefitandexchangingwhatonehasforwhatoneneeds.
25.我们愿与你们建立友好业务关系,分享互利的交易。
Wewishtoestablishfriendlybusinessrelationswithyoutoenjoyashareofmutuallyprofitablebusiness.
26.盼直接洽谈,以便将你公司特种经营商品引进我地市场。
Wewishtoenterintodirectnegotiationwithyouwithaviewtointroducingyourspeciallinesinourmarket.
27.我们有意向中华人民共和国寻求原油供应来源的可能性.
WeareinterestedinthepossibilityofestablishingsourcesofsupplyofcrudeoilfromthePeople'sRepublicofChina.
28.建议试试利用一下我们的经验和专门知识。
Weadviseyoutomakeuseofourexperienceandspecialknowledgeontrial.
29.相信我公司的对外贸易经验以及对国际市场情况的熟悉,可能使我们有资格得到你们的信任。
Wetrustthatourexperienceinforeigntradeandintimateknowledgeofinternationalmarketconditionswillentitleustoyourconfidence.
30.我公司与此地可靠的批发商有密切联系,能与你公司作可观的进口业务。
Beingcloselyconnectedwithreliablewholesalershere,weshallbeabletodoconsiderableimportbusinesswithyou.
31.我们能开报十分优惠的条款。
Weareabletoquoteyouveryadvantageousterms.
商业信函的7个“C”原则
写信的原则(WritingPrinciples)已从原来的3个“C”(Conciseness,Clearness,Courtesy)发展到目前的7个“C”:
Completeness,Clearness,Concreteness,Conciseness,Correctness,Courtesy,Consideration
实例:
DearSirs,
WithreferencetoyourletterofApril9,wearepleasedtoacceptyourofferof100tonsofCopperWireasperyourOfferSheetNo.8/070/02B.PleasegoaheadandapplyforyourExportLicence.AssoonasweareinformedofthenumberoftheExportLicencewewillopentheL/Cbycable.
信的本文汉译
关于你们四月九日涵,我们高兴地接受你们第8/070/02B号报盘单所报100吨紫色铜丝。
请着手办理申请出口许可证。
一经接到出口许可证号码的通知,当即电开信用证。
商务谈判实例
(一)
DanSmith是一位美国的健身用品经销商,此次是RobertLiu第一回与他交手。
就在短短几分钟的交谈中,RobertLiu既感到这位大汉粗犷的外表,藏有狡兔的心思?
?
他肯定是沙场老将,自己绝不可掉以轻心。
双方第一回过招如下:
D:
I'dliketogettheballrolling(开始)bytalkingaboutprices.
R:
Shoot.(洗耳恭听)I'dbehappytoansweranyquestionsyoumayhave.
D:
Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking.
R:
Youthinkweaboutbeaskingformore?
(laughs)
D:
(chuckles莞尔)That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.
R:
Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.
D:
Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness?
?
volumesales(大笔交易)?
?
thatwillslashyourcosts(大量减低成本)formakingtheExec-U-ciser,right?
R:
Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover(销磬)somany?
(pause)We'dneedaguaranteeoffuturebusiness,notjustapromise.
D:
Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?
R:
Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther
商务谈判实例
(二)
Robert回公司呈报Dan的提案后,老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度,尽量探出对方的底线。
就在这七上七八的价格翘翘板上,双方是否能找到彼此地平衡点呢?
请看下面分解:
R:
Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.
D:
Justwhatareyouproposing?
R:
Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesuggestacompromise?
?
10%.
D:
That'sabigchangefrom25!
10isbeyondmynegotiatinglimit.(pause)Anyotherideas?
R:
Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?
D:
Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground(共同信念)onthis.
NEXTDAY
D:
Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.
R:
Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal?
?
butI'mtryveryhardtoreachsomemiddleground(互相妥协).
D:
Iunderstand.Weproposeastructureddeal(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.
R:
Dan,Ican'tbringthosenumbersbacktomyoffice?
?
they'llturnitdownflat(打回票).
D:
Thenyou'llhavetothinkofsomethingbetter,Robert.
商务谈判实例(三)
Dan上回提议前半年给他们二成折扣,后半年再降为一成半,经Robert推翻后,Dan再三表示让步有限。
您知道Robert在这折扣缝隙中游走,如何才能摸出双方都同意的数字呢?
他从锦囊里又掏出什么妙计了呢?
请看下面分解:
R:
Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?
D:
That'salottosell,withverylowprofitmargins.
R:
It'saboutthebestwecando,Dan.(pause)Weneedtohammersomethingout(敲定)today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)
D:
(smiles)O.K.,17%thefirstsixmonths,14%forthesecond?
!
R:
Good.Let'sironout(解决)theremainingdetails.Whendoyouwanttotakedelivery(取货)?
D:
We'dlikeyoutoexecutethefirstorderbythe31st.
R:
Letmerunthroughthisagain:
thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.
D:
Right.Wecouldn'thandlemuchlargershipments.
R:
Fine.ButI'dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon----Ican'tguarantee1500.
D:
Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'vesettledeverything.
R:
Dan,thisdealpromisesbigreturns(赚大钱)forbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship.
商务谈判实例(四)
今天Robert的办公室出现了一个生面孔?
?
KevinHughes,此人代表美国一家运动产品公司,专程来台湾寻找加工。
接洽的加工产品市运动型
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