学习目标
熟练掌握“建交函”及复函的基本写作步骤、常用句型和术语以及适用的写作方法，并能够根据不同的外贸情景，在规定的时间内完成写作，积累写作技巧，提高交际能力，为完成与“建立业务关系”相关的外贸任务打下基础。
学习重点
熟练掌握“建交函”及复函的基本写作步骤、常用句型和术语以及适用的写作方法。
学习难点
能够根据不同的外贸情景，在规定的时间内完成写作，积累写作技巧，提高交际能力。
一、相关外贸知识建构
没有客户，就没有生意。寻找、开发新客户是任何一家外贸公司、每一名外贸业务人员都要面对的重要课题。我们可以通过互联网、电话簿黄页、专业期刊杂志、媒体广告、市场调查、参加交易会、大使馆商务参赞处、国内外商会、贸促会、朋友引荐与毛遂自荐等多种渠道获取潜在客户的相关信息，并通过撰写“建交函”，尝试与他们建立商务关系。
二、“建交函”撰写建构
●模拟外贸情景Business Scenario
你公司是一家主营纺织品进出口业务的国营外贸企业。最近，你公司获悉有巴基斯坦公司需要从中国进口纺织品。通过巴基斯坦驻北京大使馆商务参赞处，你公司获悉了该公司的名址。
●明确撰写任务
去函给该公司进口部负责人Mr.Abbas，表达与对方建立业务关系的愿望。此“建交函”应包括以下一些内容：
①获悉对方相关信息的消息来源，并表明去函目的
②自我介绍，并随函附寄你公司最新出口名录
③希望本着平等互利的宗旨，促进双方贸易和友谊
●撰写构思Planning
步骤1 确定写作目标（Identify the Objective）
请求期待（To Request）
步骤2 明确主题（Determine the Main Idea）
建立商务关系
步骤3 选取支撑信息（Choose Supporting Information）
获取对方信息的来源；自我介绍；邮寄目录
步骤4 确定写作方法，组织整理材料（Determine the Writing Approach and Adjust the Message）
好消息——“平铺直叙法”
●完成撰写
●总结“建交函”撰写步骤（意义建构）
①说明信息来源（Source）
②表明写作目的（Intention）
③简要自我介绍（Self-introduction）
④期待得到正面回复（Expectation）
●加深理解
三、“建交函复函”撰写建构
●模拟外贸情景Business Scenario
你公司于2020年5月20日收到一家卖方公司要求建立业务关系的信函后，表示同意。
●明确撰写任务
回函给卖方出口部经理Mr.Wang：
①希望卖方能够寄送样品并提供业务银行名称以便你方进行资信调查
②乐意探讨与卖方达成第一次交易的可能性
●撰写构思Planning
步骤1 确定写作目标（Identify the Objective）
提供信息（Provide Information）
步骤2 明确主题（Determine the Main Idea）
同意建立业务关系
步骤3 选取支撑信息（Choose Supporting Information）
希望卖方能够寄送样品；提供对方业务银行名称。
步骤4 确定写作方法，组织整理材料（Determine the Writing Approach and Adjust the Message）
好消息——“平铺直叙法”
●完成撰写
●总结“建交函复函”撰写步骤（意义建构）
①提及收到的信函（日期、主要内容）并表示感谢（Mentioning）
②同意建立业务关系（如果不同意，应礼貌地解释原因）
③以美好期待结束（Expectation）
●加深理解
注释
①owe vt.把……归功于（后接介词to）
We owe your name and address to…
欠（债等），该向……支付
Owe sb.a large sum = owe a large sum to sb.
欠某人一大笔钱
②Commercial Counselor’s Office 商务参赞处
③in the market for 大量购买
We are in the market for electronic products.
我们需要大量购买电子产品。
④handle v.经营
Our company handles the exportation of Chinese light industrial products.
我们公司从事中国轻工产品的出口业务。
⑤enclose 是外贸函电中常用的一个词汇，通常有以下一些用法：
随函附寄
We are enclosing our latest price list for your reference.
我们随函附寄最新的价目表供您参考。
enclosed 作表语时，常倒置于句首
Enclosed are two copies of our invoice.
随函附寄两份发票副本，请查收。
enclosed 作宾语补语时，既可以倒置于句首，也可以放在谓语动词之后
Enclosed please find our latest price list.(Please find our latest price list enclosed.)
Enclosed please find 可理解为“随函寄去……请查收”
enclosed 还可以作名词
We believe you will find the enclosed useful.
我们相信你们会觉得随函附件对你们有所帮助。
enclosure n.附件
There are two enclosures together with the letter.
随函有两份附件。
⑥adhere to 坚持，遵守
They failed to adhere to our original agreement.
他们未能遵守我们原定的协议。
⑦ceramic housing for power semiconductor devices 大功率半导体器件用陶瓷管壳
⑧enter into business relations with…与establish business relations with…意义相同，均表示“与……建立业务关系”
We specialize in the export of textiles and are willing to enter into business relations with you.
我们专营纺织品进出口贸易，愿与贵公司建立业务关系。
enter into contract 成为缔约的一方；签订合同
A party may appoint an agent to enter into a contract on its behalf under the law.
当事人依法可以委托代理人订立合同。
Words,Expressions and Sentences
1.be in a position to （do sth.）（强调客观上）能够，处于（某种状态或状况）
We are in a position to enter into compensation trade with you.
按目前情况来看，我们可以与你方进行补偿贸易。
2.inform v.通知
（1）inform sb.about/of sth.
Please inform us of any change of address as soon as possible.
地址如有变更，请尽早通知我们。
（2）inform sb.(that)
We regret to inform you that your application has been rejected.
我们很遗憾地通知你，你的申请未被接受。
（3）please be informed that
Pleased be informed that we have already sent the samples required.(www.xing528.com)
兹通知你方，我方已将索样寄出。
（4）keep sb.informed of/that…随时告知
We hope you will keep us informed of the market condition at your end.
希望随时报道你方市场情况。
3.line [C]（货品的）种类，类型
The company has just launched a new line of small,low-priced computers.
这家公司刚刚推出新一款价格低廉的小型电脑。
［C，usually singular，一般用单数］专业，行业
What line of business is he in?
他是干哪一行的？
in line with sth.与某事物一致，按照某事物
Pensions will be increased in line with inflation.
line sth.with sth.给……加衬里
a leather coat lined with silk
一件有丝绸衬里的皮夹克
4.有关trade 的常见搭配：
barter trade 易货贸易
barriers to trade 贸易壁垒
bilateral trade 双边贸易
compensation trade 补偿贸易
improvement trade 加工贸易
multilateral trade 多边贸易
transit trade 转口贸易
trade friction 贸易摩擦
trade gap 贸易失衡
trade practice 贸易惯例
trade representative 贸易代表
trade terms 贸易术语
5.recommend 劝告；建议
不要说“recommend （someone） to do something”，而要说“recommend doing something”或“recommend that someone （should） do something”
I recommend that you get some professional advice.
我建议你咨询专家的意见。
We recommend buying a small quantity for trial.
我们建议你们购买少量试用。
6.As this item falls within the scope of our business activities,we shall be pleased to enter into direct business relations with you at an early date.
7.Specializing in the export of Chinese foodstuffs,we are glad to trade with you in this line.
8.We have been working on expanding our scope of cooperation with China.
9.We have obtained your name and address through the Commercial Counselor’s Office of the Embassy of the People’s Republic of China in your country and understand that you want to establish business relations with us.
10.Our mutual understanding and cooperation will certainly result in important business.
11.The Expressions of Beginning by the Source of Obtaining Information
to be given to sb.by…/to learn from…从……获悉……
to owe one’s name and address to…由某方……得知某人姓名和地址
through the courtesy of…由于……的好意/承蒙……告知
on the recommendation of…/…be recommended （introduced，passed on） to sb.by…由……推荐/介绍
to have/know/obtain/note one’s name and address from…从……获悉某人姓名和地址
12.The Expressions of Company Introduction
We are…我们（我方、我公司）是……
to take the opportunity to introduce 利用机会介绍……为……
to take the liberty of doing sth.冒昧地作自我介绍
avail…of this opportunity to do sth.利用机会做……
13.The Expressions of Intentions and Desires
to establish/set up/enter into business relations with…和……建立业务关系
拓展训练
一、单项选择
1.Your name and address______to us by your Chamber of Commerce.
A.have given B.give C.have been given D.was given
2.We shall be glad to enter______business relations with your firm.
A.with B.within C.in D.into
3.In your previous letter you advised that due to heavy demands there was difficulty______fulfilling the orders on hand.
A.in.B.at C.of D.about
4.We have been in business many years,and have wide experience in all______we handle.
A.good B.things C.buying D.lines
5.If any of the items______you,please let us know.
A.interesting B.interests to C.interests D.interesting to
6.We are specializing______arts and crafts.
A.at B.with C.in D.to
7.We are informed that you are a state-owned corporation dealing______chemicals.
A.at B.with C.in D.to
8.We will let you know______receipt of new supplies.
A.upon B.with C.at D.to
9.We are sending you______separate cover by airmail a copy of the latest catalog.
A.with B.on C.under D.at
10.You may______us at Canton Fair next month.
A.approach B.approaches C.approaching D.approached
二、填空
1.We______the liberty of writing to you with a view to building up business relations with your firm.
2.We are keenly desirous______entering into business relations with your firm.
3.Electric goods______within our scope of business.
4.______the recommendation of Harvey Co.,we have with pleasure the name of your firm.
5.______the courtesy of a Chamber of Commerce,we have learned that you are one of the representative importers of Chinese carpet.
6.Enclosed please______a copy of our price-list for your reference.
7.We take pleasure of introducing ourselves as an experienced importer______line of daily products.
8.We can assure you______the best quality of our goods.
9.The brochure covers______wide range of products we deal in.
10.We are sending you the samples______requested.
三、英汉翻译
1.We received your name from Mr.Miles who has informed us that you are in the market for photocopies.
2.We are glad to send you this introductory letter,hoping that it will be the prelude to mutually beneficial relations between us.
3.Please let us know by return what your experience has been in your dealings with them.
4.As you know,it is our foreign trade policy to trade with the people of other countries on the basis of equality and mutual benefit.
5.We are confident that we can push sale of your products in this market.
四、汉英翻译
1.我们有幸自荐，盼望能有机会与你们合作，扩大业务。
2.据中国国际贸易促进委员会介绍，得知贵公司的名称和地址。
3.我们与此地主要的轻工产品经销商都有广泛的联系。
4.我们是一家在全世界范围内进行进出口业务的贸易公司。
5.随函附上公司概况、业务范围和其他方面的小册子一本，供参考。
五、模拟外贸情景写作实操
你公司是你们市最大的轻工产品进口商之一，和当地主要的轻工产品经销商有很好的业务关系。目前，你们对进口电子产品感兴趣。从旧金山市的一位朋友那里你们获悉了一家电子产品出口商的名址，随去函给该公司的销售经理Ms.Aimes-Worthington，期待与他们建立业务关系。信函应包括：
①说明信息来源
②表达信函写作目的
③简要地自我介绍
④期待获得对方出口产品的相关信息并表达早日收到对方回复的愿望
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