7.You may end you letter by hoping that the information you provide is helpful and by offering further help Exercises: Fill in blanks
1.Please quote___ leather gloves CFR London.(for)
2.Will you please quote us FOB Shanghai ____ Women?s blouses? (for) 3.We are pleased to know that you are ____ in our bicycles. (interested) 4.We shall be glad to ____ an order ____ you if your ______ is competitive. (place; quotation/price) Letter writing
Write a reply to A & B Trading Co. Ltd. 21 Linda Road, Concorde Shopping Centre, Singapore. They are in the market for all cotton
bed-sheets and pillowcases. They requested a price list and samples. This is the first time for you to contact this company Dear Sirs
Re: All cotton bed-sheets and pillowcases
Thank you very much for your enquiry of April 5 requesting a price list for and samples of the above products.
We are enclosing our latest price list for all cotton bed-sheets and pillowcases. We are also sending you separately our sample-cutting booklets. We hope our products will appeal to you.
We are one of the leading exporters of the above items in this city. All our products are very popular on the world market because of their durability and reasonable prices. You will not be surprised to learn that we find it difficult to meet the demand. However if you place your order by April 25 we shall try our best to satisfy you.
We are looking forward to your order soon.
Yours faithfully
English for international business English
General introduction of international business
A. Concept
the exchange of goods and services produced in one country for goods and services produced in another country B. Reasons for international business
1. the haphazard distribution of natural resources around the world : Britain has large reserves of coal but lacks of minerals; Arab states have vast oil deposits but little else.
2. climate: some products will only grow in tropical climates whereas others, such as citrus fruits, requires a Mediterranean climate.
3. some nations are unable to produce sufficient of a particular product to satisfy a large home demand, E.g. Britain and wheat
4. specialization: development of manufacturing and technology
﹡ Principle of comparative advantage (theory of comparative cost) : trade between countries can be profitable for all, \trade is beneficial for all participants.” even if one of the countries can produce every commodity more cheaply . as long as there are minor, relative differences in the efficiency of producing a commodity, even the poor country can have a comparative advantage in producing it.
Impediment to the free flow of goods between nations: artificial barriers to trade---tariffs and quotas; transportation cost
C. The classification of international business:
1. The movement of goods:
a. export goods: the movement of goods from a country.
b. import trade: the movement of goods into a country. c. transit trade: the movement of goods from one
country into another through a third country. To that third country, the trade activity is called “transit trade”.
2. Goods passing through the boundary or the customs:
a. general trade b. special trade
3. visible trade(tangible trade)：the import and export of goods and merchandise
Invisible trade（intangible trade）：the exchange of services between nations， e.g. transportation service; insurance; tourism
4．According to the means of transportation： a．trade by roadway b．trade by airway c．trade by seaway d． trade by mail order
5．Direct，indirect and transshipment trade
6．According to the method of liquidation： a．free trade b．barter trade
D．International business activities： 1．Business letter-writing
2．Establishing business relations 3．Enquiries and replies
4．Quotations、offers and counter-offers 5．Orders and their fulfillment 6． Terms of payment 7．contracts 8．Shipment 9．Insurance
10．Claims and arbitration 11．Agencies
12．Telegrams and telexes
Unit one Business Letter Writing
Principles of business letter writing
1）The first principle is clearness 清楚
In order to achieve that you should not convey more than
one idea in a sentence. You should not introduce more than one topic in a paragraph. You should not deal with more than one matter in a letter.
2）The second principle is conciseness 简要: Try to make your message brief and to the point. Avoid
using long words and sentences. Use daily expressions to replace jargons. Express yourself in an orderly and logical way. A good business letter should be natural, human and easy to read.
Here are some examples
Instead of saying: We should be obliged if you could contact Mr Smith at an early date.
You say: Please contact Mr Smith soon
Instead of saying: With reference to your Order 319, the goods were dispatched on the 13 of this month.
You say: We sent your Order 319 on 13 April
3) The third principle is correctness 正确 You have to make sure that both the language and facts
are correct. In terms of language, you should make sure that you make no grammatical mistakes. Pay attention to punctuation for it will affect the meaning of the sentence.
Our shop, in Canada, was destroyed by fire 在加拿大我们的商店被烧毁了。
From this sentence, we know that the writer has only one shop.
Our shop in Canada was destroyed by fire. 我们在加拿大的商店被烧毁了
Here we know that the writer has more than one shop.
You should also make sure that there are no typing mistakes. Pay special attention to numbers, such as quantity, price and so on
4)The last principle is courtesy礼貌 This is more than politeness. A good business letter should be positive, friendly and sincere.
Instead of saying: I am in receipt of your order for 1,000 tons of Black Tea.
You say: Thank you for your order for 1,000 tons of Black Tea. Adopt “you approach” when you convey a good news.
Instead of saying: We shall be able to offer you free customer service for your newly purchased refrigerator for 3 years.
You say: You will be pleased to hear that you will soon be able to have a free customer service for your newly purchased refrigerator for 3 years.
Avoid using “you approach” when conveying bad news. In this situation, you have to handle it tactfully.
Instead of saying: ?Your letter is not clear at all. I cannot understand it.?
You say: ?If I understand your letter correctly….? How to learn this course
How to learn this course
First, you need to have a good command of English. Then, pay attention to the special terms in this course. The best way to learn it is to read more and write more. In this way you will have a better understanding of what you have learned and be able to use them. It is a good idea to recite some letters. It will help you a lot when you write business letters yourself
Layout of the business letter
1) Letterhead 信头 2) Date 日期
3) Inside name and address 封内地址 4) The salutation 称呼
5) Subject heading or caption 事由
6) 7) 8) 9) The body of the letter 正文 Complimentary close 结束语 Signature 签名
Miscellaneous matters 其他事项
1) The letterhead
Companies usually have paper with printed letterhead, which includes the company?s name, address, postcode, telephone number, telex number, fax number, email address etc. The printed letterhead is usually centered. Here I?d like to remind you that the address in the letterhead is the address of the sender not the recipient. This is important when you have to write the letterhead yourself
2)The date (日期)
A.The date should be placed two lines below the letterhead. For the full-blocked style, you put it on the left. For the blocked or semi-blocked you put it on the right.
B.The date should be typed in full and not abbreviated September , not Sept. October, not Oct. C.Do not give the dates in figures for they may cause
confusion. For the date, use 1, 2, 3, 4.
D.Here are the recommended forms. Stick to one form
once you have chosen it. There is no comma between the month and the year in British English
3 April 2007 (British English.) April 3, 2007 (American English)
3) The inside name and address.
This is the name and address of the recipient. It is typed at the left-hand margin two lines below the date
Courtesy titles are used in business correspondence, such as Mr., Mrs. and Miss. If you do not know whether a lady is married or not, use Ms. All these are followed by family names. If you do not know whether the recipient is a man or a woman, use Dear Madam or Sir. They are not followed by family names
If you know the appropriate departmental head, you?d better address the letter to him or her, by his official title not by his or her name. Thus a letter concerning purchasing should be addressed
The Sales Manager, the recipient?s address
4)you are not sure whether the person will grant you the request or not
Dear Sirs
Re: Our leather shoes
We were very glad to receive your letter of 15 March, in which you enquired about our leather shoes. We were pleased to know that we had been recommended to you by The Leather Shop of Vancouver.
We are enclosing our catalogue and the price lists. We are also sending you samples of the
skins we use in manufacturing our products separately. We are sure you will find that we use only the best quality materials for our products. The high standard of workmanship will appeal to both your domestic buyers and international buyers.
We also produce a wide range of other leather products such as, handbags and gloves. They are fully illustrated in our catalogue and are of the same high quality as our leather shoes.
We are a well-established company and reliable leader in leather products. Because of our size, we are able to offer extremely competitive prices. If your order exceeds US$ 6,000 we are prepared to offer you an additional discount of 3%, which, we believe, will make our products impossible to resist
We hope you will find the above information useful. Please feel free to contact us again if you have any further questions. We look forward to receiving an order from you soon.
Yours faithfully B Jackson Co Ltd
Explanation：
A.We were very glad to receive your letter of 15 March, in which you enquired about our leather shoes.
B.We were pleased to know that we had been recommended to you by The Leather Shop of Vancouver.
C.We are enclosing our catalogue and the price lists
D.We are also sending you samples of the skins we use in manufacturing our products separately.
send something separately: 另寄
F.We are sure you will find that we use only the best quality materials for our products. The high standard of workmanship will appeal to both your domestic buyers and international buyers 1.workmanship: 工艺
furniture of fine workmanship 做工考究的家具
good materials and sound workmanship
2.appeal to: attract, move the feelings of 有吸引力，引起兴趣 Do these paintings appeal to you?
The new design appeals to the eye and we?ll make the new product appeal to the purse too.
G.We also produce a wide range of other leather products such as handbags and gloves.
H.They are fully illustrated in our catalogue and are of the same high quality as our leather shoes.
illustrate: to explain by examples, pictures 举例或以图表说明 a well-illustrated textbook
an illustrated catalogue 一本图解目录
I.We are a well-established company and reliable leader in leather products.
well-established: a. If something is well-established it has existed for a long time and is successful. 历史悠久的，成功的 J.Because of our size, we are able to offer extremely competitive prices K.If your order exceeds US$ 6,000 we are prepared to offer you an additional discount of 3%, which will make our products impossible to resist.
1.exceed: be greater than 比…大，超过 Supply exceeds demand. 供大于求 exceed one?s authority 越权
Export exceeds import by 3 million dollars
2.be prepared to do something: be able to and willing to do something
We are prepared to supply the goods you asked for. They are prepared to negotiate with us.
3.additional: a. added, extra 另外的，附加的 an additional tax 附加税 additional charges 附加费用
4.resist: try not to yield to; keep oneself back from. resist something;or resist doing something不屈服，忍住 resist temptation 抗拒诱惑
She can?t resist chocolate cakes.
The little boy could not resist reaching out to touch it L.We hope you will find the above information useful. Please feel free to contact us again if you have any further questions.
feel free: be welcome ( to do something) 随意做某事
Please feel free to interrupt me if you have any questions. “Do you mind if I smoke?” “Feel free!”
Dear Mr Li
Re: Paper Cutting Knives
We should like to know if you are able to supply Paper Cutting Knives, 43〞×3〞×1/2〞. Could you also let us know your lowest quotation CFR Liverpool, England? Please state your earliest delivery date and your terms of payment.
We have been approached by one of our customers
As they are in urgent need of the above items, please answer as soon as you can.
Thank you very much for your attention to this matter. Yours Sincerely
Smart Office Stationer Jams White
Marketing Manager Explanation：
A.We should like to know if you are able to supply Paper Cutting Knives, 43〞×3〞×1/2〞. supply:
1).v. provide 提供，供应 supply one?s requirements 2).n.
a fresh supply of something
We got a fresh supply of tea last week. a further supply of goods
We had a further supply of tea this morning. something is in short/large supply 某物短缺/有大量供货
B.Could you also let us know your lowest quotation CFR Liverpool, England?
1.quotation: 1)n. 报价
Strictly speaking it is a statement of price. It is different from an offer（报盘）.An offer may cover other terms such as payment, delivery, etc.
2)collocations: make/submit/send a quotation
3)make somebody the lowest quotation for/on something: Please make us your lowest quotation for/on 500 pieces of bicycles.
Please send us quotation for 1,000 tons of chemical fertilizer for November shipment.
We enclose our quotation for the commodities now available for export
4)When a buyer refers to the quotation made by the seller, we say quotation of something.
Your quotation of bicycles is too high to be acceptable. 2.CFR: Cost and Freight (named port of destination)
是指在装运港货物越过船舷卖方即完成交货卖方必须支付将货物运至指定的目的港所需的运费和费用。但交货后货物灭失或损坏的风险，即由卖方转移到买方
C.Please state your earliest delivery date and your terms of payment. terms of payment = payment terms.
D.We have been approached by one of our customers.
When is the best time to approach my employer about an increase in salary?
We have approached the shipping company for booking the space E.As they are in urgent need of the above items, please answer as soon as you can.
to be in urgent need of something
They are in urgent need of chemical fertilizer. They are in urgent need of help Dear Mr. White
Re: Paper Cutting Knives
Thank you for your enquiry of February 16, in which you asked us if we could supply Paper Cutting Knives, 43〞×3〞×1/2〞. Unfortunately, we do not have the required specification. The nearest specification we can supply is 43〞×5 〞×1/2〞.
If you find our specification is acceptable, please let us know immediately so that we may send you the quotation as requested. We appreciate your early reply. Yours Sincerely
China National Import & Export Corp. Beijing Branch
A.Thank you for your enquiry of February 16, in which you asked us if we could supply Paper Cutting Knives, 43〞×3〞×1/2〞.
Thank you for your enquiry of 3 April, we are sending you our quotation for 10 metric tons of groundnuts.
B.Unfortunately, we do not have the required specification. The nearest specification we can supply is 43〞×5 〞×1/2〞.
C.If you find our specification is acceptable to you, please let us know immediately so that we may send you the quotation as requested.
something is acceptable to somebody：某物是某人可以接受的 Your proposal is acceptable to us. Your offer is acceptable to us. D.We appreciate your early reply Language Summary: Useful sentences:
*How to make a polite request
1.We should like you to send us a catalogue and price list regarding your products.
2.We should like to know if you can supply the products by the end of May.
3.Could/Would you please send us samples of your products 4.Could you quote us the lowest price for leather gloves?
5.Could you give us some idea about the discount you can offer on bulk purchase?
6.Would it be possible for you to send your representatives to come and discuss the matter in detail?
7.We would find it most helpful if you could supply samples of your products
How to begin a letter of reply
1.Thank you very much for your letter of March 12 asking us to quote for 1,000 dozen men?s shirts.
2.We are very pleased to receive your enquiry of April 10 and are enclosing our illustrated catalogue and price list as requested. 3.It was a pleasure to hear from you again.
4.We are pleased to know that we have been recommended by ABC company
How to end your reply
1.We hope the above the information will turn out to be useful to you. 2.We hope the quotation will prove acceptable to you and are looking forward to receiving your order soon.
3.Please feel free to contact us again if you have any further questions. 4.Please do not hesitate to contact us if we can be of any assistance. How to write a letter of enquiry
1.You should state clearly what you want and why you want it.
2.Do not make too many requests all at once. If you have to ask for several things, the most important thing comes first. When you have to make a demanding request, you should do it tactfully by using more polite expressions.
3.You should appreciate whatever help you may obtain
How to write a reply
1.You should answer promptly when you get an enquiry, say within two days if it is possible.
2.Begin the reply by repeating the date and the enquiry.
3.If the person who makes the enquiry has been recommended by someone, you should make a reference to that recommendation
4.If the enquiry is from an old client, you may tell him that you are glad to hear from him again.
5.Give a full answer to the enquiry.
6.If you cannot do as requested, try to offer a substitute.
7.You may end you letter by hoping that the information you provide is helpful and by offering further help Exercises: Fill in blanks
1.Please quote___ leather gloves CFR London.(for)
2.Will you please quote us FOB Shanghai ____ Women?s blouses? (for) 3.We are pleased to know that you are ____ in our bicycles. (interested) 4.We shall be glad to ____ an order ____ you if your ______ is competitive. (place; quotation/price) Letter writing
Write a reply to A & B Trading Co. Ltd. 21 Linda Road, Concorde Shopping Centre, Singapore. They are in the market for all cotton
bed-sheets and pillowcases. They requested a price list and samples. This is the first time for you to contact this company Dear Sirs
Re: All cotton bed-sheets and pillowcases
Thank you very much for your enquiry of April 5 requesting a price list for and samples of the above products.
We are enclosing our latest price list for all cotton bed-sheets and pillowcases. We are also sending you separately our sample-cutting booklets. We hope our products will appeal to you.
We are one of the leading exporters of the above items in this city. All our products are very popular on the world market because of their durability and reasonable prices. You will not be surprised to learn that we find it difficult to meet the demand. However if you place your order by April 25 we shall try our best to satisfy you.
We are looking forward to your order soon.
Yours faithfully
Taking the job involves living abro 接受这份工作就要住到国外去。
Such work involves long hours of training everyday. 这种工作每天需要数小时的训练。 2.initially: at first 起初
3.justify: to give a good reason for 提供正当的理由 His action is justified 他有理由这么做
C.The reference they have given us is Standard Chartered Bank, Hong Kong.
他们给我们的资信证明人是标准渣打银行香港分行。 1.reference：
1）a person who provide information about someone?s ability, character, financial position etc. 证明人，资信证明人 2）a confidential written statement about a person?s character, ability or financial position. 证明书，资信证明
2.Standard Chartered Bank: 标准渣打银行
这是一家英国银行，总部在伦敦，其业务分布在许多国家，尤其是在亚洲和非洲。虽然总部在英国，可它在英国的客户并不多，2004年该行30%的利润来自香港市场。然而它是英国大公司之一。它的股票为伦敦股票交易所100家最大公司的股票之一。它在发展中国家里起着重要作用。它还是香港三家发行港币的公司之一，另外两家是中国银行香港分行和汇丰银行
D.Would you please approach the said bank for all possible information we require?
烦请贵方与上述银行联系以获取我们需要的信息。 approach:
1）contact 联系
You may approach our agents for your requirements. 对于你们的要求，你可以与我们的代理联系
We have approached the shipping company for booking the space. 我们已就舱位的事与轮船公司联系过了。 2）draw near, come.
The time of shipment is approaching 就快到装运期了/装运期即将来临
E.We are most grateful for your help in this matter. 非常感谢你们在此事上的帮助。 grateful: thankful 感谢，感激
to be grateful to somebody for something 因某事而感激某人 We are grateful to you for getting us the information. 感谢您为我们获取的信息 Comment:
This is a letter of status enquiry. Such letter should be brief and concise. State what you want in the first paragraph. Here the writer
wants information about financial and credit status of another company. Then give the reason in the second paragraph. The reason here is that the writer wants to know if the US $ 10,000 involved in the first transaction is justified. Finally show your
appreciation for the help. So the writer says we are most helpful for your help in this matter
Specimen Letter 2：
BANK OF CHINA Hong Kong
April 12, 2005.
China National Import & Export Corp. Beijing Branch Beijing China
Dear Sirs
We have received your letter of 25 March asking us to obtain the information concerning the financial and credit status of Oriental Audio & Video Equipment. We now have the information from Standard Chartered Bank, Hong Kong.
Oriental Audio & Video Equipment is a private company, established in 2002. The information we have indicates that it enjoys a good reputation and
it meets its commitment promptly. The credit amount mentioned in your letter seems to be safe.
The information above is confidential without any liability on our part. Yours faithfully BANK OF CHINA
Explanation
A.We have received your letter of 25 March asking us to obtain the information concerning the financial and credit status of Oriental Audio & Video Equipment. We now have the information from Standard Chartered Bank, Hong Kong. 我们已经收到你们3月25日的来函，信中要求我们获取有关东方视听设备公司财务和信誉情况的信息。现有来自标准渣打银行香港分行的消息
concerning: about.
Concerning your letter of April 27, I am pleased to inform you that your plans are quite acceptable to us.
关于你方27日的来函，我很高兴地告知你，你们的计划我们觉得很可行
B.Oriental Audio & Video Equipment is a private company, established in 2002.
东方视听设备公司是一不公开公司，成立于2002年。 private company: 不公开公司
这是根据公司法成立的公司。其股东的人数一般受到限制，股份在未得到其他股东的同意时是不得转让的。这种公司大多数是新成立的公司，其优点是有限责任
It is a company established according to the company law. The numbers of its shareholders are usually limited. Its shares are not transferable without the consent from other shareholders of the company. The company cannot raise shares from the stock exchange market. Such companies are usually newly established, the advantage being the limited liability
C.The information we have indicates that it enjoys a good reputation and it meets its commitment promptly.
我们获得的消息表明该公司享有良好的信誉，即时履行义务。 1.indicate: show 表明
indicate the need for extending business. 表明有必要扩展业务
2.reputation: 名誉，声誉
enjoy a good reputation: have a good reputation.有好名声 have a high reputation 享有很高的声誉 have an evil reputation 臭名昭彰
3.commitment: a promise or an undertaking to do something 承诺，保证
make/take/undertake a commitment 做出承诺 a commitment for more leave in the future 答应今后将有更多假期的承诺
carry out(back away from) one?s commitments 履行/背弃某人的承诺
4.promptly: acting, done, given without any delay.迅速地，即时地 make payment promptly 即时付钱
D.The credit amount mentioned in your letter seems to be safe. 你方来函中提到的信贷数额似乎是安全的。
E.The information above is confidential without any liability on our part.
上述消息是保密的，我方不承担任何责任。
on one?s part/on the part of somebody: 在某某方面，在某人来说 He has no objection on his part. 在他这方面他不反对
Specimen Letter 3：
BANK OF CHINA Hong Kong
April 12, 2005.
China National Import & Export Corp.
Beijing Branch Beijing China
Private and Confidential Dear Sirs
We have received your letter of 25 March asking us to obtain the information concerning the financial and credit status of Oriental Audio & Video Equipment. Unfortunately we have to inform you that you should exercise caution when granting the company credit
In 2004, the company was involved in a lawsuit with one of its suppliers for the sum overdue although their supplier withdrew the charge after they received the payment. It seems that the company has run into financial difficulty because of overtrading. Therefore it is not advisable to enter into credit transaction with them The above information is strictly confidential. Yours faithfully BANK OF CHINA Hong Kong
Explanation:
A.We have received your letter of 25 March asking us to obtain the information concerning the financial and credit status of Oriental Audio & Video Equipment. Unfortunately we have to inform you that you should exercise caution when granting the company credit. 我们已经收到你们3月25日的来函，信中要求我们获取有关东方视听设备公司财务和信誉情况的信息。我们很遗憾地告诉你们，在给予该公司信贷时要慎重
1.Unfortunately we have to inform you…: 我们遗憾地告知你们…. You can also say:
1)Regrettably we have to inform you…
2)Much to our regret we have to inform you …
3)We regret to inform you: regret: feel sorry for; be sorry. We regret to say that we cannot make you an offer right now. 2.caution: great care. 小心谨慎 exercise/do caution
B.In 2004, the company was involved in a lawsuit with one of its suppliers for the sum overdue although their supplier withdrew the charge after they received the payment.
2004年该公司因拖欠其供货商的款项而被起诉，虽然供货商收回欠款后撤诉。
1.lawsuit / suit: a noncriminal case in the court of law.诉讼案件，非刑事案件
bring/enter a lawsuit against a company. 对一家公司提起诉讼 2.involve:
1) have as a part or result 包含，有…结果(letter 1);
2) to cause somebody to become connected or concerned 牵涉，拖累
We are all involved whether we like it or not. 不管我们喜欢与否，我们都被牵连了。 3.overdue:
beyond the time fixed (for arrival, payment, etc) 过时(达到，债务) The train is overdue. (late) 火车晚点了。
These bills are all overdue. (ought to be paid before now.) 这些账单过期了还未付;
an overdue debt 过期未付的债务
4.charge: accusation; statement that a person has done wrong, esp. that he has broken a law. 指控，控告 arrested on the charge of theft. 因偷窃的罪名而被捕。
bring a charge (of something) against somebody: accuse him (of a crime, etc)
控告某人犯某种罪;
withdraw the charge/action 撤回诉讼；撤诉
C.It seems that the company has run into financial difficulty because of overtrading.
好像这个公司因过额贸易而陷入了财政困境。 1.run into: get into; experience 遭遇到，陷入经历 Our plan ran into unexpected opposition. 我们的计划遭到了意外的反对
2.overtrading: a business is said to be overtrading when too much money is tied up in stock and debts, and cash is not coming in quickly enough to pay creditors. 过额贸易；超额经营 As a result of overtrading, the company went bankrupt. 由于过额贸易这家公司破产了
D.Therefore it is not advisable to enter into credit transaction with them.
因此与他们进行信贷交易是不明智的。
1.advisable： sensible, wise. 可行的，明智的 It is not advisable to do such a thing, or It is inadvisable to do such a thing.
2.transaction: a piece of business, affair一笔业务，交易 credit transaction: 信贷交易
3.enter into: to begin 着手，开始 enter into a contract with a firm. 与一家公司订立合同
E.The above information is strictly confidential.
上述信息是绝对保密的。
strictly: severely 非常严格的，严重，非常
Then you provide the information in full and offer your opinion. Here we know that the company was involved in a law suit and it has some difficulty in paying the debts. The bank?s opinion is that we should exercise caution when we are involved in a credit transaction with that company.
You end your letter by stressing the information you provided is confidential. That means you are not to be held liable, as this is not your transaction. The people who finally close the deal should be legally responsible for their own business
Language summary:
*When you are approached by a company that wishes to do business with you, how do you ask for references?
1.Thank you very much for your letter of …. As we have not have the pleasure of doing business with you, would you please supply us with references.
感谢贵方…日的来函。过去未能有幸与贵公司做生意，烦请您提供您的资信证明人
2.We appreciate your interest in our company and should be glad if you could provide us with two bank references.感谢贵方有意与我们做生意，如能提供两个银行资信证明人我们将不胜感激。
3.Could you ask your bank to send us a letter of recommendation? 能否请你的银行给我们寄来推荐信
On the other hand, the company that approaches you may voluntarily offer their reference. They may say:
Please refer to … company/bank for our credit standing. 请向某公司/银行查询我们的资信情况。
*What to say about a company if you are a reference 1.Something favourable
1)The company is one of the leading companies in … 该公司在…是主要/大公司
2)The company is quite well know in… 该公司在…方面知名度很高 3)It enjoys a good reputation. 这个公司有良好的信誉。
4)They have never failed to meet their engagement / commitment. 他们总能履行承诺。
5)Their transactions with us have been satisfactory 他们与我们的交易很成功。
6)We consider them good for … amount of money. 我们认为在…范围内的信贷没有问题 7)Their financial status is sound.
他们的财务情况良好 2.Something unfavouable
1)We regret to inform you that … company has some difficulties in …. 我们很遗憾地通知你们该公司在…方面有麻烦。
2) It seems to us that their problem is due to poor management/overtrading. 看来他们的问题在于经营不善/过额贸易。
3)I am afraid we are unable to trace them on our books. 抱歉，在我们公司的往来帐目里没有他们的名字
4)We have to tell you that you should regard their request for credit with caution.
我们不得不告诉你在对待他们的信贷请求时要谨慎。 5)We have to press the company for payment many times. 我们不得不向那个公司催款。
6)It is very likely the company will go bankrupt. 这个公司很可能要倒闭了
7)Unfortunately, we are not able to provide the information you need as our trade volume with them was not large enough to justify any responsible opinion.
抱歉我们不能提供你们需要的信息，因为我们与他们的贸易额不大，所以没有理由提供任何负责的观点。
*How and what to ask when you request for references. You may say:
1.We should appreciate your advice regarding. 如能提供以下建议我们将不胜感激 1)their credit standing.他们的资信情况 2)their line of business.业务范围 3)their reputation声誉 2.We should like to know 我们想知道
1)if they pay their debts promptly 他们是否即时负债
2)if their financial standing is strong 他们在财务上是否有实力
3)whether it is safe to allow them credit to certain amount of money 给他们这个数额的信贷是否安全
4)why they switch to us for their supply 他们为什么转向我们购买 Exercise Letter writing:
You have received an order for goods for US$8,000 from a new customer, Johnson Smith & Bros, 311 Ocean Centre, Canton Road, Kowloon Hong Kong. As you know nothing about them, write a letter to your own bank asking for information How to write this letter?
We should come direct to the point. Make the request in the first paragraph.
Then explain the reason in the second paragraph. We end our letter with thanks January 12, 2005
Dear Sirs,
We would like to know if you could provide us with information about the financial and credit position and the scope of business of a company in Hong Kong. It is Johnson Smith & Bros. 311 Ocean Centre, Canton Road, Kowloon Hong Kong
We have received an order from this company for US$8,000 recently. As we have not done business with them before we would like to know whether it is safe to do business with them for such amount of money. We really appreciate you help. Yours Faithfully
Unit four
Enquiry and Reply
Introduction：
An enquiry is a request made by a buyer for goods or service he is interested in. When making an enquiry the buyer may ask about price, product specification, packing, delivery, terms of payment and so on. An enquiry should be clear and to the point.
When a buyer makes an enquiry, he has no obligation to purchase. On the other hand, the seller who receives such an enquiry is under no obligation to reply
In his letter of reply, the seller is supposed to give a full answer to the enquiry. He may send a quotation or even make an offer.
The most commonly used trade terms are Incoterms, which are short for \widely used in international sales contracts.
We shall refer to some of the terms, such as FOB, CFR, CIF etc, in this and the following units
China National Import & Export Corp.
Beijing Branch
Beijing China
March 25, 2005 B Jackson Co Ltd. 3 Ocean Street
Manchester England Dear Sirs
We should like you to send us a catalogue and price list regarding your leather shoes. We should also like to know what discount you offer on bulk purchase.
We learnt from The Leather Shop of Vancouver that you are the manufacturer of high style leather shoes. We operate a large range of leather products. We are interested in using a number of products from your current range in the manufacture and export of our goods
As some of our products will be sold on the international market, it is
important that our suppliers be competitive in price and extremely reliable. We would find it most helpful if you could provide us with samples of the various skins you use in manufacturing your products. Yours faithfully
China National Import & Export Corp Explanation：
A.We should like you to send us a catalogue and price list regarding your leather shoes. We should also like to know what discount you offer on bulk purchase.
1.regarding: about.
Regarding the business in question, we are prepared to accept D/P.
2.discount: a reduction in the price of something折扣 discount on something 给某物的折扣
I can offer you a discount of 10% on 10,000 units. 3.bulk:
1） Here it is used to describe things that are large in size or exist in large quantities大量的，大批的 bulk purchase: 批量采购 bulk sale 成批销售
2) The word has another meaning.
If goods or products are handled, bought, or sold in bulk, they are handled, bought, or sold in large quantities, usually before they are put into packets or tins）散装的 bulk container散装集装箱 bulk pack/packing 散装
B.We learnt from The Leather Shop of Vancouver that you are the manufacturer of high style leather shoes.
high style: a. high fashion （常指为少数人采用的）最新式样 dress in high style 穿时装
C.We operate a large range of leather products. operate:
1.vt. manage; be in action管理, 经营，
The company operates three factories and a coal mine. 2.vi.
1) That business operates in several countries 2) to produce effect: 生效
The law does not operate in our favour. 3.operation: n.
1)When does the law come into operation?
2) When operation is used to mean a thing (to be done), an activity (often pl.)经营，业务，企业 The company will soon begin operations. the cost of operation 业务费
The large-scale farming operation went bankrupt last year range:
n. extent, distance between limits范围，幅度
Our business covers a wide range of light industrial and leather products.
a range of prices for a commodity 某一商品的价格变动范围
It?s beyond the range of our business. There are three basic salary ranges
D.We are interested in using a number of products from your current range in the manufacture and export of our goods.
E.As some of our products will be exported ,it is important that our suppliers be competitive in price and extremely reliable 1.it is important that: In that clause we have to use subjunctive mood, so we have be competitive.
2.competitive in price: 价格上有竞争力 competitive price: 具有竞争性的价格； attractive price 有吸引力的价格； reasonable price 合理的价格 favourable price 优惠价格
F.We would find it most helpful if you could provide us with samples of the various skins you use in manufacturing your products.
1.provide somebody with something: supply somebody with something
furnish somebody with something
Thank you for providing us with such valuable information. 2.skin: c. n. = hide （一张）兽皮，毛皮 It took 30 skins to make this coat
3.We would find it most helpful if you could do something: This is a very polite way of making a request. 1)the request is more troublesome.
2)it will cost more for somebody to fulfill the request. 3)you are not familiar with the person you are dealing with.
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