请求建立商业关系

篇一：商务信函(建立业务关系)

商务信函（建立业务关系）

一、概述

在国际商务交往中，建立业务关系是交易开始和扩展的基础。建立业务关系一般经由以下几个渠道：国内外商会和贸易促进会，大使馆、领事馆、商务参赞处，海外客户、公开发行的行业名录，市场调研，商务交易会或展览会，银行，贸易代表团体的互访，市场代表自我介绍。

二、基本写作原则

1. 告之对方自己如何熟悉其地址和业务范围，并表示原意与对方建立业务关系；

2. 向对方自我介绍（企业性质、业务状况、经营范围及信誉声望等）；

3. 寄出或索取样品、价格单和其他可供参考的资料；

4. 以礼节性的语言结束，表明希望彼此合作，发展互惠贸易关系及期待对方答复。 拟订有关建立业务关系信函时，礼貌、得体、简洁、朴实地将写信人的意图清楚、完整地告之对方是关键的。其语言风格为开门见山，简明扼要，切忌拖泥带水，避免使用冷僻的词汇或难懂的专门用语。

三、范例

范文1.

Dear Sirs,

We write to introduce ourserves as one of the leading exporters of medicines here in China.

We enclose a copy of our latest catalog covering the details of all the items available at present, and hope some of these items will be of interest to you.

It will be a great pleasure to receive your inquiries for any of the items mentioned here, and against which we will send you our lowest quotations.

We are looking forward to receiving your reply.

Yours faithfully

范文2.

Dear Sirs,

We have obtained your name and address from Aristo Shoes, Milan, and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, we are interested in extending our range and would appreciate your catalogues and quotations. If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply.

Very truly yours

附录：

1. 回复对方建立商业关系的请求

Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us.

本月16日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录

和报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为盼。 此致 敬礼

2. 请求担任独家代理

We would like to inform you that we act on a sole agency basis fora number of manufacturers. We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types of household linen. Until now , we have been working with your textiles department and our collaboration has proved to be mutually beneficial. Please refer to them for any information regarding our company. We are very interested in an exclusive arrangement with your factoryfor the promotion of your products in Bahrain. We look forward to your early reply. `本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销中东。 与贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。 盼望能成为贵公司独家代理，促销在巴林市场的货品。 上述建议，烦请早日赐复，以便进一步联系合作。 此致 敬礼

3. 拒绝对方担任独家代理

Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens. I regret to say that, at this stage ,such an arrangement would berather premature. We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works. It would be necessary for you to test the market for our productsat you end. You would also have to build up a much larger turnover tojustify a sole agency. We enclose price lists covering all the products you are interested in and look forward to hearing from you soon. 9月1日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时机尚未成熟，不能应允该安排深感抱歉。 然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。奉上该货品之报价单，敬希查照。专此候复。此致 敬礼

4. 同意对方担任独家代理

Thank you for your letter of 12 April proposing a sole agency for our office machines. We have examined our long and ,I must say ,mutually beneficial collaboration. We would be very pleased to entrust you with the sole agency for Bahrain. From our records, we are pleased to note that you have two service engineers who took training courses at our Milan factory .the sole agency will naturally be contingent on you maintaining qualified aftersales staff. We have drawn up a draft agreement that is enclosed. Please examine the detailed terms and conditions and let us know whether they meet with your approval. On a personal note, I must say that I am delighted that we are probably going to strengthen our relationship. I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan . My very best wishes to you and your wife.

4月12日建议担任为公室器具之独家代理来信已经收悉。 过去双方合作皆互利互助，能获您的眷顾作我公司于巴林的独家代理，殊感荣幸。 据知您公司两服务技师曾到我公司米兰工厂受训。相信您公司在取得代理权后，仍会继续注重合格售后服务人员的训练。现随信附上协议草稿， 请查实各项条款 ，惠复是盼。 能加强业务，我亦感到欣喜，前次到访巴林，蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主之谊。 此致 敬礼

5. 借引荐建立业务关系

At the beginning of this month , I attended the Harrogate toy fair. While there , I had an interesting conversation with Mr. Douglas Gage of Edutoys plc about selecting an agency for our teaching aids. Douglas described your dynamic sales force and innovative approach to marketing. He attributed his own company's success to your excellent distribution network which has served him for several years. We need an organization like yours to launch our products in the UK. Our teaching aids cover the whole field of primary education in all subjects .Our patented ?Matrix? math apparatus is particularly successful. You may have reservations about American teaching aids suiting your market. This is not a problem since we have a complete range of British English versions. I enclose an illustrated catalogue of our British English editions for your information. Please let me have your reactions to the material. I shall be in London during the first two weeks of October .Perhaps we could arrange a meeting to discuss our proposal.

本用初参观哈洛加特玩具交易会时有幸与教育玩具股份有限公司的道格拉斯·盖齐先生一谈，提及本公司正物色代理人推广教学器材一事。 盖齐先生赞扬贵公司积极推广产品，不断推出新的推销方法，并把其公司的成就归于贵公司完善的经销网络。贵公司的经验，正能替本公司在英国经销产品。 本公司生产初级教育各学科的教育器村、专利产品梅特里克教学器材更傲视同侪。 除美国教学器材外，亦备有全套英式英语版教材，适合当地市场，贵公司无需忧虑切合市场需求。 现附上配有插图的英式英语版教材目录，盼抽空细阅，并赐知宝贵意见。本人拟于10月头两星期前往伦敦，未知能否安排会面，就以上建议作一详谈? 此致 敬礼

6. 邀请参观贸易展览会

Many thanks for your letter and enclosures of 12 September. We were very interested to hear that you are looking for an UK distributor for your teaching aids. We would like to invite you to visit our booth,no.6,at next month's London Toy Fair, at Earl's court , which starts on 2 October. If you would like to set up an appointment during non exhibit hall hours please call me. I can then arrange for our sensor staff to be present at the meeting. We look forward to hearing from you. 多谢9月12日的来信和附件。获悉贵公司有意物色英国销售商推广教学辅助设备， 甚感兴趣。 本公司将于10月2日于厄尔大楼举行的耸敦玩具商品交易会上展示产品，诚邀贵公司派员参观设于46号之摊位。如能安排于非展出时间面谈，烦请电复。定必委派高层人员赴会。 本公司深知贵公司产品精美质优，希望能发展互惠之业务。 特此奉告，并候复音。

7. 与过去有贸易往来的公司联系

We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading successfully in your region. We would like to extend our congratulations and offer our very best wishes for your continued success. Before the war in Lebanon , our companies were involved in a large volume of trade in our textiles. We see from our records that you were among our best tem customers. We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon. Since we last traded, our lines have changed beyond recognition. While they reflect current European taste in fabrics, some of our designs are specifically targeted at the Middle Eastern market. As an initial step , I enclose our illustrated catalogue for your perusal. Should you wish to receive samples for closer inspection, we will be very happy to forward them. We look forward to hearing from you.

从同行中获悉贵公司贝鲁特复业，生意发展迅速。得闻喜讯，不胜欢欣。谨祝业务蒸蒸

日上。 黎巴嫩战事发生前双方曾有多宗纺织品交易；贵公司更是本公司十大客户之一。现今战事平息，亟盼能重展双方互惠的业务联系。 自上次合作至令，产品款式变化极大。除了有迎合欧洲人口味的款式这外，亦有专门为中东市场而设计的产品。现奉上配有插图的商品目录供 初步参考。职需查看样本，还望赐知。

8. 确认约会

I would like to confirm our appointment to discuss the possibility of merging our distribution networks. I am excited of the prospect ofexpanding our trade. As agreed, We will meet of our office in bond street at 9.30a.m.on Monday 20 March. I have scheduled the whole day for the meeting. If for any reason you are unable to attend , please phone me so that we can make alternative arrangements. Please let me know if you would like our office to arrange hotel accommodation. I look forward with great pleasure to our meeting.

承蒙拔冗讲讨论合并双方销售网，以扩大贸易发展范围，深感兴奋。现特修函确定会议日程。 谨于3月20日星期一在邦德街办公室候教，请贵公司代表于当日早上9时莅临指导。若因故未能抽空出席，烦请致电告知，以便另行安排会晤。 未知是否需代为安排旅馆膳宿?请尽早赐知，以便早作准备，款待贵客。 谨此预祝会谈成功。

9. 回复感谢信

We greatly appreciate your letter describing the assistance you received in solving your air-conditioning problems. We are now in our fifty year of operation, and we receive many letters like your indicating a high level of customer satisfaction with our installation. We are pleased that our technical staff assisted you so capably. We would like you to know that it you need to contact us at any time in the future. Our engineers will be equally responsive to your request for assistance. If we can be of service to you again, please let us know. Thank you again for your very kind letter. 承蒙来信赞扬本公司提供的空调维修工程服务，欣喜不已。五年前开业至今，屡获客户来函嘉奖，本公司荣幸之至。欣悉贵公司识技术人员的服务，他日苛有任何需要，亦请与本公司联络，本公司定当提供优秀技师，竭诚效劳。在此谨再衷心感谢贵公司的赞赏，并请继续保持联络。

10. 祝贺新公司成立

It has just come to our attention that you have lately opened your new European headquarters in Brussels. Congratulations on your bold venture. As you know , our companies have had a long business association in the UK. We look forward to collaborating with you in your European venture. Please let us know if we can be of any assistance to you. We will be delighted to help. We wish you the very best of luck and a prosperous future.

11. 要求约见

Dear XXX

XXX Industries would like to request that you and a representative ofXXXX visit us in the United States sometime within the next few months. . As you know, it has been several years since we last met in China and it is very important to both parties that we continue building our relationship, given the new “molded parts” we will soon be procuring from you and the increased business we are anticipating over the next several years brought on by new federal legislation, currently taking place in the United States.

XX公司希望邀请你和XX的代表在以后的几个月中来我司访问。。。如你所知，自从上次在中国见面，我们已有几年没见了。这次会面对我们双方来说都很重要，尤其是继续维持我们之间的合作关系，我们将从贵司处购买新的模具零件，而且在以后的几年中随着联邦法律的生效，我们正预期增加我们的业务。

12. 拒绝约见

Thank you for your letter of 7 July regarding your new laptop computer. I regret to say that we cannot agree to your request for an appointment. We currently have the sole agency for another computer company, Under the terms of the contract , We are barred from stocking any other company's products. The sole agency comes under review in six months' time . Contact us then and we may be able to consider your new product.

7月7日有关新型号手提电脑函收悉。 本公司暂未能安排会面，深感歉意。现时正为另一家电脑公司提任独家代理，根据合约条款，不得销售别家电脑公司的产品。该代理权将于六个月后期满。届时烦请再作联系，共商贵产品代理事宜。

13. 同意约见

Thank you for your letter of 15 September. I note that you will bein the UK during the whole of November. We are quite interested by the fashion knitwear illustrated in yourcatalogue. As a fashion Chain. We might consider having some of our own designs manufactured in China. Please let me know when you would like to call on us. The week beginning 6 November would suit me best. I look forward to meeting you and discussing this matter.

感谢9月15日的来信。欣闻阁下将于11月逗留伦敦一个月，望到时能拨冗相会。本公司对贵公司商品目录中的针织时装深感兴趣。现正研究设计款式，在中国制造后寄本公司时装连锁店发售。 如能于11月6日或其后数天抽空来访，当感激不尽。 期待与您会面，商讨有关事宜。

篇二：外贸函电建立商业关系的请求

Gold Hongye Paper Co., Ltd.

1 Jinsheng Road,Suzhou

Jiangsu,China

Telephone: 0512-62810228

Fax: 0512-62810227

E-mail:Goldhy@163.com

Date: 15th November, 2011

GOME Electrical Appliances Holding Limited

HAHAHA ROAD NO.22

NEWYORK ,USA

Dear Sir,

We have obtained your name and address from Baidu, and we are writing to enquire whether you would be willing to establish business relations with us. We have been exporters of paper for many years. At present, We are interested in extending our range and would appreciate your catalogues and quotations of personal computers.If your prices are competitive ,we would expect to transact a significant volume of business.

We look forward to your early reply.

Yours faithfully,

Johnson & Johnson

(Manager)

篇三：外贸函电-建立业务关系

第一节 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）]；

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。） ●We learn through…that …（我们通过……得知……） ●We learn from… that…（我们得知……） ●On the recommendation of…（由……介绍） 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）]

情景搭配用语：[Useful expressions] ●We wish to introduce ourselves to you as a…（我们把自己作为……介绍给你们。） ●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……） 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.）]

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…） ●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.]

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） ●We are anticipating your answer.（盼早复）

第二节 Pattern of replying Letters of Establishing Business Relations回复建立业务关

系信函的写作步骤

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]

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……） ●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]

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） ●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] ●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）

第三节 Text Explanation Ⅰ课文讲解1

Dear sirs ,

We have obtained1your address from a friend of mine2in San Francisco and are now writing you for the establishment of business relations3.（这一段说明信息来源并表明写信的目的。）

We are very well connected with4all the major dealers here of light industrial products, and feel sure5we can sell large quantities of6Chinese goods if we get your offers7at competitive prices8.（这一段是具体的自我介绍。）

Please let us have all necessary information concerning your products for export9.（最后一段表达早日收到回复的愿望。）

Yours faithfully, 讲解： 第一段： We have obtained1your address from a friend of mine2in San Francisco and are now writing you for the establishment of business relations3.

1〃obtain 获得，取得。 例： （1）We have obtained your address from a friend of mine in San Francisco. （我们从旧金山的一个朋友那里获得了你方的地址。）

（2）Now a lot of information can be obtained from the Internet. （现在可以从因特网获得许多的信息。）

2〃a friend of mine 我的一个朋友。注意mine 是第一人称的所有格。 例：A friend of mine is a surgeon. （我的一个朋友是外科医生。） 3〃for the establishment of business relations为了建立业务关系。意思和to establish business relations一样。

（enter into）establish business relations建立业务关系。 enter into（establish，build）business relations with…，意思是“与……建立业务关系”。中间还可以加上direct，意为“建立直接的业务关系”。

例： （1）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.（由于这种商品属于我们的经营范围，我们将很高兴尽早与你们建立直接的业务关系。）

（2）We shall be glad to establish direct business relations with your company. （我们将很高兴与你们建立直接的业务关系。）

讲解： 第二段：We are very well connected with4all the major dealers here of light

industrial products, and feel sure5we can sell large quantities of6Chinese goods if we get your offers7at competitive prices8.

4〃are very well connected with 有很广泛的联系。 例： （1）We are very well connected with all the major dealers here of light industrial products. （我们与此地主要的轻工产品经销商都有广泛的联系。）

（2）He is well connected with the local government. （他与当地政府联系密切。） 5〃Feel sure 相信。也可以说be sure。后面加of或者that 从句。这里省略了that。

例： （1）We feel sure you will be satisfied with our goods. （我们相信你们会对我们的产品满意的。）

（2）I am sure of his honesty. （我相信他的诚实。） 6〃Large quantity of …表示大量的, 例如：Large quantities of textiles were purchased last year.

7〃offer 报价,名词。和quotation的意思一样。词组有make an offer （make offers）。

例：We shall be happy if you can make us an offer early. （如能尽早报价我们将非常高兴。）

Offer还可以用作动词，意思是报价。 例：Please offer as soon as possible. （请尽早报价。） 8〃competitive prices 有竞争力的价格，即较低的价格。 例：Our prices are competitive. （我们的价格有竞争力。） 讲解： 第三段：Please let us have all necessary information concerning your products for export.

9〃export出口，动词。 例：We export a large quantity of bicycles now.（我们现在出口大量的自行车） export出口，名词。 例：We are interested in the import and export of chemicals.（我们对进出口化学制品感兴趣）

译文： 先生们， 我们从旧金山的一个朋友那里获得了你方的地址，想和你方建立业务关系。 我们与此地所有大的轻工产品经销商都有广泛的联系，并确信如果你方报价合理的话我们会大量销售中国商品。

请告知你方出口商品的所有必要信息。 你诚挚的

第四节 Text Explanation Ⅱ课文讲解2

Dear Sirs ,

We thank you for your letter of the 8ththis month and shall be pleased1to enter into

As requested2we are sending you by another post3our latest4catalogues and

If you find business possible6, please write to us. （表示希望与对方合作） Yours sincerely,

讲解：

第一段：

We thank you for your letter of the 8ththis month and shall be pleased1to enter into 1〃be pleased to很高兴……。

表示高兴做什么，类似的表达方式包括be glad to, be pleasant to, would like to, be business relations with you.（对对方表示感谢并表明自己的想法） pricelists5of our exports. （说明正在采取的行动） business relations with you.

willing to, be a pleasure to，wish。

例： （1）We shall be glad to enter into business relations with you.（我们将很高兴与你们建立业务关系。）

（2）It is our greatest pleasure to establish direct business relations with your company.（我们将非常高兴与你们建立直接的业务关系。）

讲解： 第二段： As requested2we are sending you by another post3our latest4 catalogues and 2〃As requested按照要求。有时也可以说as you requested，at your request。 例： （1）As requested，we are sending you a brochure and a sample book.（按照你方pricelists5of our exports 要求,我们给你们寄去一本小册子和一个样品簿。）

（2）We make you an offer as requested. （按照要求，给你方做出报价。） 3〃by another mail 另封，另外邮寄。还可以说by separate mail。指不包括在此封信中，另外发信寄出。

例： （1）We are sending you by another mail our quotation sheet.（我们另外给你方寄去报价单。）

（2）We are sending our samples by separate mail. （我们另外邮寄样品。） 4〃Latest 最近的。 例：This is our latest quotation for bicycles. （这是我们自行车最近的报价。） 5〃catalogues and pricelists目录和价格表。 讲解：

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