例1：
Letter1：
CBA Co.，Ltd.
132 Grosvenor Rd.
Handsworth
Birmingham
B203NS
UK
5 of Mar,2014
Our ref.：John-D- Cl
ABC Household Electrical Appliances Co.,Ltd.
Suite 8,Office Building 9
No.10,Zhangyang Rd.
Shanghai 200135
PRC
Attention：Purchasing Manager
Dear Sir/Madam,
Re.：Desire to establish business relationship with you
We are writing for the purpose of establishing business relationship with you.We have your name and address from the China Daily of March 1，2014.Of all the companies introduced in the paper,we have great interest and confidence in your company.
Ours is a large international company that specializes in manufacturing electrical appliances of all sorts.As you can see from the enclosed brochure about our company,our company has a long history of 60 years and is among the top 500 most admired companies in the world.We have many business contacts all over the world.As our products are of premium quality,our business is quite prosperous and promising.In order to enlarge our business,we take the liberty of writing to you,hoping to include your company among our international partners.
From the newspaper we have come to know that your company specializes in distributing household electrical appliances and enjoys a very good reputation.We sincerely hope that we may become business partners on a win win basis.
We would be very much obliged if you could answer us as soon as possible when this letter reaches you.
Looking forward to your answer.
Best wishes
Yours faithfully
John Davis
Sales Manager of CBA Company
JD/JS
Enc.：Brochure of our company
CC：General Manager
译文：
信件1：
CBA有限公司
格罗夫纳路132号
汉兹沃思
B203NS
2014年3月5日
我们的参考：John-D-Cl
9号办公楼8室
张阳路10号
上海200135
中华人民共和国
联系人：采购经理
尊敬的先生/女士，
回复：希望与您建立业务关系
我们写信是为了与您建立业务关系。我们从2014年3月1日的《中国日报》获得了您的姓名和地址。在本文介绍的所有公司中，我们对贵公司非常感兴趣并充满信心。
我们是一家大型国际公司，专门生产各种电器。从随附的关于我们公司的宣传册中可以看出，我们公司拥有60年的悠久历史，是世界上最受尊敬的500家公司之一。我们在世界各地有许多业务联系。由于我们的产品质量上乘，我们的业务非常繁荣和有前途。为了扩大我们的业务，我们冒昧给您写信，希望将您的公司纳入我们的国际合作伙伴。
我们从报纸上了解到，贵公司是专门经销家用电器的，享有很高的声誉。我们真诚地希望我们能在双赢的基础上成为商业伙伴。
如果您能在收到这封信后尽快回复我们，我们将不胜感激。期待您的回答。
此致
肃然
约翰·戴维斯
CBA公司销售经理
JD/JS
附：本公司宣传册
抄送：总经理
收到该信后，中国公司应该立即做出反应。既然国外公司对本公司有意愿建立贸易关系，就应该马上表示欢迎和愿意合作，任何商机都不能错过。回信时应该对对方的愿望表示欣赏或谢意。一般来说，收到表示建立业务联系的信后，应立即给予回复。以下是中国公司的信。
Letter 2—Answer to Letter 1：
ABC Household Electrical Appliances Co.,Ltd.
Suite 8,Office Building 9
No.10 Zhangyang Rd.
Shanghai 200135
PRC
Mar.12,2014
Our ref.：Pur-05-03-CBA-1
Your ref.：John-D-C1
John Davis
CBA Co.,Ltd.
132 Grosvenor Rd.
Handsworth,Birmingham
B203NS
UK
Dear Mr.Davis,
Subject：Your desire to establish trade relation
Thank you very much for your letter dated Mar.5,2014,concerning your desire to establish trade relation with us.We are so glad to establish relations with you in the line of household electrical appliances.
After studying the brochure enclosed in your previous letter,we feel great interest in your products.Some items are actually what we have been selling here in China.Could you please send us more information about your company and your products? We would be very grateful if you could send us your product catalogue and price list.Your early answer will be highly appreciated.
Best regards
Yours sincerely
Steven WENG
Purchasing Manager of ABC Co.,Ltd.
译文：
信件2——对信件1的答复：
ABC家用电器有限公司
9号办公楼8室
张阳路10号
上海200135
中华人民共和国
2014年3月12日
我们的参考号：Pur-05-03-CBA-1
您的推荐人：John-D-C1
约翰·戴维斯
CBA有限公司
格罗夫纳路132号。
汉兹沃思，伯明翰
B203NS(www.xing528.com)
英国
亲爱的戴维斯先生，
主题：您希望建立贸易关系
非常感谢您2014年3月5日的来信，内容涉及您希望与我们建立贸易关系。我们很高兴与您在家用电器领域建立关系。
在研究了您上一封信中随附的宣传册后，我们对您的产品非常感兴趣。有些商品实际上是我们在中国销售的商品。您能否向我们发送有关贵公司和产品的更多信息？如果您能将您的产品目录和价目表寄给我们，我们将不胜感激。期待您的回复。
此致
最好的祝愿
史蒂文翁
ABC公司采购经理
以上回信对英国公司欲建立贸易关系表示明确的答复（第一段）。中国公司是家用电器经销商，所以希望对方能进一步提供详细的情况，如有关公司和产品系列等。在收到中国公司的回信之后，英国公司应该感到满意，因为中国公司有意合作。所以，应该抓住机会，立即回复。回信中应尽可能满足对方的需求，因为对英国的“CBA”公司来说，能建立起贸易关系，就意味着在中国打开市场。所以，英国“CBA”公司在信中需要表示进一步的诚意。以下是“CBA”公司的回信（信头和信封内地址省略）。
Letter 3—Answer to Letter 2：
March 13，2014
Dear Mr.WENG,
With reference to your letter of March 12,2014,we are very pleased to know that you are willing to enter into trade relations with us,distributing our electrical appliances.By the way,we also manufacture electronic devices and equipment.If you are interested in this line,I think both your company and ours can have a promising prospect in terms of transactions of our products.
As requested,we enclose herewith the latest brochures about our company and about all the products we manufacture.Enclosed please also find our latest product catalogue and price list,in which you can get detailed information about our products.As our new customer,you will enjoy our favourable discounts.
If any items interest you,please send your inquiry to us as soon as possible,and we will make our offer to you without delay.
In addition,could you please inform us of your bank's name before we go further into the transaction?
Best regards
Sincerely yours
John Davis
译文：
信件3——对信件2的答复：
2014年3月13日
尊敬的翁先生，
关于贵方2014年3月12日的来信，我们很高兴地得知贵方愿意与我们建立贸易关系，分销我们的电器。顺便说一下，我们还制造电子设备和设备。如果您对这条线感兴趣，我认为贵公司和我们公司在我们产品的交易方面都有很大的前景。
根据要求，我们随函附上关于我们公司和我们生产的所有产品的最新宣传册。随函附上我们最新的产品目录和价目表，您可以在其中获得有关我们产品的详细信息。作为我们的新客户，您将享受我们的优惠折扣。
如果您对任何项目感兴趣，请尽快将您的询价发送给我们，我们将立即向您提供 报价。
另外，在我们进一步进行交易之前，您能否告知我们您的银行名称？
此致
最好的祝愿
约翰·戴维斯
例2：
Letter1：The exporter writes to a trade dealer
Dear Sirs,
By the courtesy of Chambers of Commerce,we learn that you are interested in Chinese kitchenware and hope we can set up business relations.
We have been in line with kitchenware for 10 years and are one of the most reputable exporters in China.Our main products are stainless steel saucepan and stainless steel stock pot.Our products are well known for the high quality and user-friendly design in Europe and North America.What's more,they have met great favor overseas and are always in great demand.
If you need any information about our financial standing,we would refer you to Tianjin Branch,Bank of China.
We are looking forward to your early reply.
Best Regards
Dongzhou Trade Co.,Ltd.
Letter2：Reply to the exporter from the trade dealer
Dear Sirs,
We are very pleased to receive your e-mail in which you mention the desire to cooperate with us.We are well connected with many major dealers and retailers of kitchenware in European countries and have a ready market in North America.If you quote us the competitive prices we can place large orders of stainless stee products.
We will highly appreciate it if you can scend us the catalogue of your main products with favorable quotations.
Best Regards
Bright Trade Co.,Ltd.
译文：
信件1：出口商写信给贸易商
敬启者，
经商会承蒙，我们了解到您对中国厨具感兴趣，希望我们能建立业务关系。
我们在厨具行业已有10年的历史，是中国最负盛名的出口商之一。我们的主要产品是不锈钢平底锅和不锈钢汤锅。我们的产品在欧洲和北美以高质量和用户友好的设计而闻名。更重要的是，它们在海外受到了极大的青睐，并且一直供不应求。
如果您需要有关我们财务状况的任何信息，我们建议您向中国银行天津分行咨询。
我们期待您的回复。
此致
东洲贸易有限公司
信件2：贸易商回复出口商
敬启者，
我们很高兴收到您的电子邮件，其中提到了与我们合作的愿望。我们与欧洲国家的许多主要厨具经销商和零售商有着良好的联系，并在北美有一个现成的市场。如果您向我们报出具有竞争力的价格，我们可以下大量不锈钢产品订单。
如果贵方能把贵方主要产品的目录和优惠报价发给我们，我们将不胜感激。
此致
光明贸易有限公司
例3：
Letter1：The importer wants to set up relations with a manufacturer
Dear Sirs,
On the recommendation of our sister corporation L&D Co.,Ltd,we have learned that you are a manufacturer of cotton garments.Now we are particularly interested in importing your women's blouses and sweaters since they are very popular in our markets.
If the price you offer is workable and the goods come up to our expectation,we can place large orders with you regularly.With this in mind,it would be grateful if you could furnish us with some illustrated catalogues and samples.
As to our credit standing,please refer to the Bank of Swiss.
Best Regards
John Stevens
Yotho Limited
译文：
信件1：进口商想与制造商建立关系
敬启者，
在我们姊妹公司时代有限公司的推荐下，我们了解到您是一家棉质服装制造商。现在我们对进口你们的女式衬衫和毛衣特别感兴趣，因为它们在我们的市场上很受欢迎。
如果您提供的价格可行并且货物符合我们的预期，我们可以定期向您下达订单。考虑到这一点，如果您能向我们提供一些插图目录和样品，我们将不胜感激。
至于我们的信用状况，请咨询瑞士银行。
此致
约翰·史蒂文斯
优拓有限公司
Letter2：Reply to the importer
Dear Mr.Stevens,
Thank you for your letter of the 16th of this month.Your wish of establishing business relations coincides with ours.
Our company was founded in 2001,and now has grown to be one of the leading manufacturers in Asia.We supply an extensive range of cotton garments for males and females,including blouses,sweaters,shirts,trousers and shorts.Besides,we have a sound financial position,credit standing and trade reputation.Of particular note,we have exellent distribution channels and great market potential.
In compliance with your request,we are sending you our latest catalogues,price lists and samples covering our export range.We feel confident that the quality of our samples will suit your requirements.
We shall be glad to enter into business relations with your company.If you wish to place an order,please fax or e-mail us.
Looking forward to your favorable reply.
Mr Liu
VAST Limited
译文：
信件2：回复进口商
亲爱的史蒂文斯先生，
感谢您本月16日的来信。您建立业务关系的愿望与我们的一致。
我们公司成立于2001年，现已发展为亚洲领先的制造商之一。我们为男性和女性提供范围广泛的棉质服装，包括衬衫、毛衣、衬衫、裤子和短裤。此外，我们拥有良好的财务状况、信誉和贸易声誉。特别值得注意的是，我们拥有完善的分销渠道和巨大的市场潜力。
根据您的要求，我们将向您发送涵盖我们出口范围的最新目录、价目表和样品。我们相信我们的样品质量将满足您的要求。
我们很高兴与贵公司建立业务关系。如果您想下订单，请传真或发送电子邮件给我们。期待您的好评。
刘先生
浩瀚有限公司
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