第二章
Contents
Section One
Pattern of writing Letters of Establishing Business Relations 建立业务关系信函的写作步骤 建立业务关系信函的内容 Contents
◆建立业务关系的信函要写得诚恳、真挚、礼貌。 这种信函的结构一般包括四个步骤：
1．首先说明信息来源（告知对方你从何渠道得知对方的姓名地址的）； [The source of information（how you learned of his company）]； Contents
情景搭配用语：[Useful expressions]
●Your company has been kindly introduced to us by?（你们的公司由??介绍给我们。）
●We owe your name to the ?（我们感谢??把你们的名字介绍给我们。） Contents
●Through the courtesy of ?we have learned that?（承蒙?的介绍，我们得知??）
●We learn from? that?（我们得知??） ●On the recommendation of?（由??介绍） Contents
●We wish to introduce ourselves to you as a?（我们把自己作为??介绍给你们。）
2．对你的公司作一个简单的介绍（例如公司的业务范围，稍稍“宣传”一下你的产品和服务）；
[Brief introduction to your own company（the scope of your business，little “advertising”on your products or service）] Contents
情景搭配用语：[Useful expressions]
●Our lines are mainly?（我们主要从事??）
●?fall within our business activities（??属于我们的经营范围） ●We have been in this line?（我们从事这个行业??） Contents
3．写信的目的（你想与对方做什么生意，比如，想购买对方的产品，推荐你自己的产品，想与对方建立合资公司等）；
[The intention of writing the letter（what kind of business you want to do with them，e.g. to purchase their products, to sell your own products, to enter into a joint venture with them, etc.）
Contents
情景搭配用语：[Useful expressions]
●We are willing to enter into business relations with you.（我们愿意和你们建立业务关系。）
●We express our desire to?（我们表示希望?）
Contents
●We are now writing you for the?（我们现写信愿意?） ●We are desirous of?（我们愿意??） 4．表达与对方合作和早日收到回复的愿望。
[Expressing the expression of cooperation and early reply.] Contents
情景搭配用语：[Useful expressions
● We look forward to receiving?（希望早日收到??） ●Hope to receive ?（希望收到??）
●Your early reply is appreciated.（盼早复） Contents
Section Two
Pattern of replying Letters of Establishing Business Relations 回复建立业务关系信函的写作步骤 Contents
不管是买方还是卖方，收到建立业务关系请求的信函后，都应该迅速完整、礼貌地做出答复，以便给读者留下良好的印象。 一般回复建立业务关系的信函包括如下步骤： 1．感谢对方对你公司的兴趣；
[Thanking the reader for their interest in your company] Contents
情景搭配用语：[Useful expressions]
●Thank you for ?（感谢你方??）
●Thank you for your interest in?（感谢你们对??的兴趣） ●We have received ?.（我们收到你方??） Contents
●Your letter of August 8 has been received with thanks. （感谢你方8月8号的来信）
2．表示对对方建立业务关系意愿的兴趣；
[show your interest in their wish of establishing business relations] Contents
情景搭配用语：[Useful expressions]
●Your wish of establishing business relations coincides with ours. （你们建立业务关系的愿望和我们不谋而合）
●This is also our desire. （这也是我们的愿望）
Contents
●We shall be very glad to enter into business relations with you.（我们将非常高兴与你们建立业务关系）
3．表示进一步采取的行动。[Express further action] 情景搭配用语：[Useful expressions] Contents
●We are sending you our catalog and pricelist?（我们给你方寄去我们的目录和价格表）
●We shall be glad to have your specific enquiry.（我们将很高兴得到你方的具体询价）
第三章
Contents
Section One
The Steps of Writing Inquiry Letters 询盘信的写作步骤 Contents
●一般询价并不一定立即接触具体交易，一般属摸底性质。其内容包括： 1．请寄某种商品的样品、目录和价目表。
2．探寻某种商品的品质、数量、价格、交货期等等。 询盘写法--- 大概询盘 Contents
● 具体询价实际上就是请求对方报盘。也就是说，买方已准备购买某种商品，或已有现成买主，请卖主就这一商品报价。 询盘写法--- 具体询盘
询盘信的具体写作结构如下： 1．介绍信息来源或提一下上一封信等；（Introductory statement of resources of information or previous letter，etc.） Contents
情景搭配用语：[Useful expressions]
●We know your company through the courtesy of?（通过??我们知道贵公司。）
●We are a company dealing in?（我方公司经营??）
●We write to inform you that we are interested in?（兹写信告知我们对??感兴趣。） Contents
●We have pleasure in informing you that we?（很高兴告知我们??）
2．具体的询价（比如要求对方提供 什么信息和服务等，这一部分要写得具 体、清楚）；（Specific enquiry, e.g.what information or service do you need the reader to supply, etc. This part should be specific, clear）
Contents
情景搭配用语：[Useful expressions]
●If you can quote us a firm offer for?we shall appreciate it?（如能报?最低价我们将不胜感激。）
●We will be pleased to have your offer?（我们很高兴你方的报价??）
Contents
●Your quotation for the following will be highly appreciated.（你方对下列商品的报价将不胜感激。）
3．表示合作愿望（Wish to cooperate） 情景搭配用语：[Useful expressions] Contents
● We would like very much to cooperate with you.（很高兴与你方合作。）
●Should your price?we intend to place a large order with you.（如果你方价格??我们打算与你大量订货。）
●We appreciate your co-operation.（感谢你方合作。） Contents
Section Two
The Principles of Inquiry Letters 询盘信的写作原则 Contents
询盘信要写得清楚、直截了当、切入主题、具体、语言要礼貌得体。 询盘信的目的是询问事情，例如询问报价，索取目录，产品信息，根据询问的内容，写作也是千差万别的。但是不管你的目的是什么，如果根据下面的写作原则去写的话，你的询问肯定会得到好的回复。 Contents
?一.Writing principles of inquiry letters 询盘信的写作规则
1. To tell where you learned the company and its products 告知从何处得知公司信息
2. To describe your specific needs but with no promise of booking the proposed products
描述你的具体需要但不承诺要订购某个具体产品 Contents
3.To stress the importance of your needed information and try to flatter your receiver for getting more information
强调你所要信息的重要性并设法恭维你的读者以便得到更多的信息 Contents
4.If any questions, ask the reader to give you a definite reply. 如有疑问，请读者给予明确答复。 5.If an unfamiliar reader, try to
personalize your letter like the one between friends and use courtesy words
你如读者不熟悉，试着把书信设计成像朋友之间的书信往来。 Contents
? 二.Writing Principles of Responding Letters 回函的写作规则
1.If you can meet all the requirement of the buyer, let him know as quickly as possible.
如果你能满足买方的要求，就立即告知。
2.If you can only meet part of the requirement, tell him first what you can do for him and then explain why you fail to do.
如果只能部分满足，首先告诉对方你能做什么然后解释你不能做的部分。 Contents 3. If you cannot meet any of the requirement, first, express your thanks for the inquiry and then your regret.
如果你不能满足对方的任何要求，首先感谢对方咨询然后表示道歉。
Contents
4. Try your best to please your potential buyers by offering the services as much as you can.
尽最大的努力用最佳的服务取悦潜在的买主。
5.Let your reader feel the sincerity and heart-felt desire otherwise they will be depressed at your helpless. Contents
让读者感受到你真诚和全心全意的 愿望，否则他们会对你的无能感到失望
6. When sending the literature, in your replied letters, only mention the buyer’s interested part. If necessary, try to introduce more about your company and your products. Contents
当寄送产品资料时，只提让买主感兴趣的部分。如有必要，可以试者 多介绍以下你公司和你们的产品。 第四章 Contents
Section One
The Steps of Writing Offer Letters 报盘信的写作步骤 Contents
●完整的报价应包括下列要点：
1．对询价表示感谢；（Thank the reader for their enquiry） Contents