商务英语函电unit_2

世纪商务英语 外贸函电

Unit 2Establishing Business Relations建立业务关系

ContentsBasic Knowledge Concerned Letter-writing Guide

Part One Part Two Part Three Part Four Part Five

Other Commonly Used Expressions and SentencesSample Letters

Practical Training

Part One1. The Significance of Establishing Business Relations It is fairly true to say no customer, no business. To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover. Establishing business relations is the first step in transaction in foreign trade. If a new firm, or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the persons in charge must first of all find out whom they are going to deal with. We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business.

Part One2. The Main Channels and Methods for Establishing Business Relations (1)

Usually, you can secure all the necessary information about a new customer with the help of the following channels:banks; periodicals; advertisements in newspapers, magazines or on TV; the introduction from your business connections; the market investigations; the commercial counselor’s offices; the industrial chambers; the chambers of commerce both at home and abroad; inquiries received from the merchants abroad; self-introduction by merchants themselves.

Part One2. The Main Channels and Methods for Establishing Business Relations (2) Sometimes, a kind of middleman is necessary to bring two companies together. Having obtained the desired names and addresses of the firms from any of the above sources, you may start contacting the prospective customers. The main methods include: communication in writing; attendance at the export commodities fairs; contact at the exhibitions held at home or abroad; mutual visits by trade delegations and groups. Of all the above methods, the first one is widely used in business activities.

Part One3. The Main Contents of a Letter for Establishing Business Relations Generally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known, self-introducing, indicating your desire to enter into business relations, or sometimes making general inquiries and expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for business relations, the contents may include expressing your thanks for the incoming letter, expressing your agreement / desire/wish to establish business relations with the addressor and indicating the action you are going to take.

Part TwoSteps/Contents Typical Expressions

For lett

ers requesting for the establishment of business relations 1. Telling the prospective customers how and where their names and addresses are known We were very pleased to obtain your name from... (我们很高兴从……处获得贵公司的名称。) We are delighted to learned from... that... (我很高兴……处得知……) We have your name and address from... (我们从……得知贵公司的名称和地址。) Through the courtesy of..., we are given to understand that... 承蒙……我们得知…… From…,we know / have learned tha (通过……我们得知……)

Part TwoSteps/Contents Typical Expressions On the recommendation of …,we have learned that… (通过……推荐，我们得知……)

Your company has been kindly introduced to us by …… (……把贵公司介绍给我们。)We write to introduce ourselves to you as a... (作为……,特来函自我介绍 ) Our lines are mainly... (我们主要从事……) 2. Selfintroducing ...fall within the scope of our business activities. (……属于我们的经营范围 )

We are mainly dealing in... (我们主要从事……)We have been engaged for many years in the line of... (我们已经从事……多年 )

Part TwoSteps/Contents Typical Expressions As you may know, we supply... (如贵公司所了解, 我们可供应……) We would like to take this opportunity to introduce ourselves as... (我们借此机会自我介绍,我们是……) 2. Self-introducing We would like to take the liberty of introducing ourselves to you with a view to... ( 我们冒昧自荐,希望……) Our corporation is established for the purpose of... (本公司是以……为宗旨而建立的 ) Our corporation is specialized in... (本公司专营……) We handle various kinds of... (本公司经营各种……)

Part TwoSteps/Contents Typical Expressions We are willing to... (我方愿意……) We express our desire to... ( 我们想表达……的意愿 )

We are now writing you for... (我们特致函……)3. Indicating your purpose and desire We are desirous of... (我方很希望……) With a view to..., we... (本着……的意愿, 我方……) We are interested in... (我方有兴趣……) We need a regular supply of... ( 我方定期需要……) We are in a position to supply... ( 9我方可供应……) We would be glad to... (我们将乐于……)

Part TwoSteps/Contents Typical Expressions We now avail ourselves of this opportunity to... 3. Indicating your purpose and desire (我们借此机会……) If you need... , please (don’t hesitate to) let us know. (如果你们需要……,请(毫不犹豫)地告知我们 ) Should there be anything else we can do for you, please let us know. (如果我们还能为你们做些其他事情,请告知 ) Should you require... please don’t hesitate to contact us. (如果你们需要……,请毫不犹豫地和我们

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