Unit 2Establishing Business Relations.docx

Unit 2Establishing Business Relations.docx

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Unit2EstablishingBusinessRelations

Unit2EstablishingBusinessRelations

PartOneBasicKnowledgeConcerned

1.TheSignificanceofEstablishingBusinessRelations

Itisfairlytruetosaynocustomer,nobusiness.Toestablishbusinessrelationswithprospectivedealersisoneoftheimportantundertakingseitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.

Establishingbusinessrelationsisthefirststepintransactioninforeigntrade.Ifanewfirm,orratheracertaincorporationofours,wishestoopenupamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries,thepersonsinchargemustfirstofallfindoutwhomtheyaregoingtodealwith.Weshouldnotonlydoeverythingpossibletoconsolidateoldcustomersbutalsoseeknewonestoenlargeourbusiness.

2.TheMainChannelsandMethodsforEstablishingBusinessRelations

Usually,youcansecureallthenecessaryinformationaboutanewcustomerwiththehelpofthefollowingchannels:

ChamberofCommerce;

CommercialCounsellor’sOffice;

Newspapers,magazinesandothermedia;

Othercustomers’introduction;

Self-introductiontothecompany;

Internetwebsites;

Yellowbook/page.

Sometimes,akindofmiddlemanisnecessarytobringtwocompaniestogether.Havingobtainedthedesirednamesandaddressesofthefirmsfromanyoftheabovesources,youmaystartcontactingtheprospectivecustomers.Themainmethodsinclude:

communicationinwriting;

attendanceattheexportcommoditiesfairs;

contactattheexhibitionsheldathomeorabroad;

mutualvisitsbytradedelegationsandgroups.

Ofalltheabovemethods,thefirstoneiswidelyusedinbusinessactivities.

3.TheMainContentsofaLetterforEstablishingBusinessRelations

Generallyspeaking,thecontentsofaletterrequestingabusinessrelationshipincludetellingtheprospectivecustomershowandwheretheirnamesandaddressesareknown,self-introducing,indicatingyourdesiretoenterintobusinessrelations,orsometimesmakinggeneralinquiriesandexpressingyourexpectationforcooperationorearlyreply,etc.Whileforlettersinreplytothelettersrequestingforbusinessrelations,thecontentsmayincludeexpressingyourthanksfortheincomingletter,expressingyouragreement/desire/wishtoestablishbusinessrelationswiththeaddressorandindicatingtheactionyouaregoingtotake.

4.AboutCreditInquiries/Investigations

Toensuresmoothandsuccessfultransactions,itisalsoessentialtomakecreditinquiriesbeforeyoucorrespondwithanewcustomersoastoavoidbusinessrisk.

Usually,creditinvestigationsincludecapital/financialcondition,capacity/businessactivity,characterandhonestyintegrity.

Theinformationthusobtainedmustbekeptstrictlyconfidentialandusuallymarkedwith“confidential”or“strictprivateandconfidential”,foritmightotherwisegetyourselfandyourinformerinvolvedinserioustrouble.

PartTwoLetter-writingGuide

Forlettersrequestingfortheestablishmentofbusinessrelations

1.Tellingtheprospectivecustomershowandwheretheirnamesandaddressesareknown

Yourcompanyhasbeenkindlyintroducedtousby...贵公司由……介绍给我们｡

Wehavelearnedfrom...that...我们通过……得知……

Ontherecommendationof...,wehavelearnedthat...通过……的推荐,我们得知……

Throughthecourtesyof...,wearegiventounderstandthat...承蒙……我们得知……

Wewereverypleasedtoobtainyournamefrom...很高兴从……处获得贵公司的名称｡

Wearedelightedtolearnthat...我们很高兴得知……

Wehaveyournameandaddressfrom...我们从……得知贵公司的名称和地址｡

2.Self-introducing

Wewritetointroduceourselvestoyouasa...作为……,特来函自我介绍｡

Ourlinesaremainly...我们主要从事……

...fallwithinthescopeofourbusinessactivities.……属于我们的经营范围｡

Wearemainlydealingin...我们主要从事……

Wehavebeenengagedformanyyearsinthelineof...我们已经从事……多年｡

Asyoumayknow,wesupply...如贵公司所了解,我们可供应……

Wewouldliketotakethisopportunitytointroduceourselvesas...我们借此机会自我介绍,我们是……

Wewouldliketotakethelibertyofintroducingourselvestoyouwithaviewto...我们冒昧自荐,希望……

Ourcorporationisestablishedforthepurposeof...本公司是以……为宗旨而建立的｡

Ourcorporationisspecializedin...本公司专营……

Wehandlevariouskindsof...本公司经营各种……

3.Indicatingyourpurposeanddesire

Wearewillingto...我方愿意……

Weexpressourdesireto...我们想表达……的意愿｡

Wearenowwritingyoufor...我们特致函……

Wearedesirousof...我方很希望……

Withaviewto...,we...本着……的意愿,我方……

Weareinterestedin...我方有兴趣……

Weneedaregularsupplyof...我方定期需要……

Weareinapositiontosupply...我方可供应……

Wewouldbegladto...我们将乐于……

Wenowavailourselvesofthisopportunityto...我们借此机会……

Ifyouneed...,please（don’thesitateto）letusknow.如果你们需要……,请（毫不犹豫）地告知我们｡

Shouldtherebeanythingelsewecandoforyou,pleaseletusknow.如果我们还能为你们做些其他事情,请告知｡

Shouldyourequire...pleasedon’thesitatetocontactus.如果你们需要……,请毫不犹豫地和我们联系｡

4.Expressingyourexpectation

Welookforwardtoreceiving.../hearingfromyousoon/inthenearfuture.希望尽快收到……

Yourearlyreplyisappreciated./Anyearlyreplywouldbehighlyappreciated.非常感谢你们的早日答复｡

Weareanticipatingyouranswer./Weawaithearingfromyou.盼复｡

Anyfurtherinformationyoucanprovidewillbeappreciated.对你们提供的进一步信息,我们将非常感谢｡

Wehopethiswillbeagoodstartfor...希望这是……的良好开端｡

Wewouldappreciateit/begratefulifyouwould...如果贵公司……我们将不胜感激｡

Wewouldsincerelyappreciateitifyou...如果你们能……,我们将衷心感谢｡

Forlettersinreplytothelettersrequestingfortheestablishmentofbusinessrelations

1.Expressingyourthanksfortheincomingletterorstatingyourletter-replyingpurpose

Thankyouforyourletterof...感谢贵方……的来函｡

Thankyouforyourinterestin...感谢贵方对……的兴趣｡

Wehavereceivedwiththanks...……已收悉,谢谢!

Yourletterof...hasbeenwellreceivedwiththanks.贵方……的信已收悉,谢谢!

Yourletterexpressing...hasbeenreceivedwiththanks.贵方关于……的信已收悉,谢谢!

Wearethankfulforyourletterabout/of...谢谢你们关于……的来信｡

Inreply/responsetoyourletterof...,we...作为对你们……来信的答复,我们……

2.Expressingyouragreement/desire/wish

Yourwishof...coincideswithours.你们的……愿望与我们的不谋而合｡

Thisisalsoourdesire.这也是我们的愿望｡

Weshallbeverygladto....我们将很高兴……

Yoursuggestionof...wasreallyagoodthinking.你们的……建议确实是一个好主意｡

3.Indicatingtheactionyouaregoingtotake

Wearesendingyou...我们将给贵方寄去……

Weshallbegladtohaveyour...我们将很高兴得到贵方的……

Asrequested,weareairmailingtoyou...按要求,我们特此给您寄去……

Enclosedis/areour.../Weencloseour...随函附寄……

PartThreeCommonlyUsedExpressionsandSentencePatterns

Expressions

1.establishbusinessrelations;enterintobusinessrelations;establishbusinessconnections;enterintobusinessconnections

2.engagein...;handle...;dealin...

3.specializein...

4.businessline

5.businesscontacts

6.pleasecontactus/sb.

7.letus/sb.know

8.Please（don’thesitateto）letusknow;Pleaseinformus.

9.Wewouldappreciateitifyouwould...;Wewouldbegratefulifyouwould...

10.Theenclosedis/areour...;Weencloseour...

11.Enclosedpleasefindour...

12.foryourinformation/reference（only）

13.concerning;about;regarding;withregardto...;asto...

14.atyourend;inyourplace/area/district

15.inthemeantime;atthesametime;meanwhile;inthemeanwhile

16.accordingto;incompliancewith;inaccordancewith;inconformitywith

17.conclude/closethebusiness/transaction/deal

18.dobusinesswith;dealwith;tradewith

19.beconnectedwith...

20.dosth.uponyourrequest

SentencePatterns

1.Self-introduction（自我介绍）

1）Weare…我们是…

Weareaspecializedcorporation,handlingtheexportofanimalby-products.

我们是经营畜产品出口的专业公司。

WeareChinaNationalTextilesImportandExportCorporation,withitsheadquartersin

Beijing.我们是中国纺织品进出口总公司，总部在北京。

2）Thisistointroduce…as…现介绍…为…

ThisistointroduceourselvesasoneoftheleadingexportersofgarmentsinChina.

兹介绍，本公司为中国最大的服装出口商之一。

3）towritetointroduce写信介绍

Wewritetointroduceourselvesaslargedealersinfoodstuffswithgoodconnectionsinthe

country.现函告，我方为食品大经销商，在国内拥有大批客户。

4）totaketheopportunitytointroduce利用机会介绍

Wetaketheopportunitytointroduceourcompanyasexportersdealingexclusivelyinleathergoods.我们利用此机会介绍，我公司为专门经营皮革制品的出口商。

5）takethelibertyofdoing（todo）sth.冒昧地去做某事

Wetakethelibertyofwriting（towrite）toyouwithaviewtodoingbusinesswithyou.

现冒昧去函，以谋求同贵方进行贸易。

6）haveyournameandaddressfrom…从…处得知某人名字和地址

Wearegladtohaveyournameandaddressfrom“TheJournalofCommerce”.

我们很高兴从《商业日报》获悉贵公司名称和地址。

7）tooweone’snameandaddressto…由…方得知某人姓名和地址

WeoweyournameandaddresstoMessrs.Collins&Co.,throughwhomwehavelearntyou

areimportersoftable-cloth.

承蒙柯林斯公司告知你公司名称和地址，从该公司处我们得知贵公司是桌布进口商。

8）throughthecourtesyof…由于…的好意

ThroughthecourtesyoftheParisChamberofCommerce,wehaveyournameasafirmwho

isinterestedindoingbusinesswithus.

经由巴黎商会，我们得悉贵公司有兴趣与我方进行贸易。

9）ontherecommendationof由…推荐（介绍）

OntherecommendationofMessrs.Harvey&Co.,wehavelearntwithpleasurethenameof

yourfirm.由哈维公司介绍，我们高兴地得知贵公司的名称。

10）tobetransferred（forwarded）to…forattention转交…处理

YourletterofSept.8hasbeentransferred（forwarded）tousforattentionfromourHead

OfficeinBeijing.你方9月8日函已由我们在北京的总公司转交我方处理。

2.InitialIntentionsanddesires（初步的意向和要求）

1）toestablishbusinessrelationswith…和…建立贸易关系

Weavailourselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationswithyou.我们利用此机会致函贵方以了解可否与贵方建立贸易关系。

2）toenterintobusinessrelationswith…和…建立贸易关系

YourcompanyhasbeenintroducedtousbySmith&Co.