Unit 2 Establishing Business Relations

Unit 2Establishing Business Relations建立业务关系

Points for AttentionEstablishing 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.

Contents Part One Part Two Part Three Part Four Part Five Channels and Methods for Establishing Business Relations Letter-writing Guide

Commonly Used Expressions and SentencesSample Letters

Practical Training

1. The Main Channels and Methods for Establishing Business RelationsUsually, you can secure all the necessary information about a new customer with the help of the following channels:

(1) advertisements in newspapers, magazines or on TV; (2) the introduction from our business connections; (3) The introduction from our subsidiaries or branches, agents abroad; (4) The market investigation; (5) Attendance at the export commodities fairs;

(6)Visit abroad by trade delegations and groups; (7)Self-introductions or enquiries received from

the merchants abroad;(8)The banks;

(9)The Commercial Counsellor’s Office(10)The chambers of commerce both at home

and abroad

2.The Main Contents of a Letter for Establishing Business RelationsGenerally speaking, the contents of a letter requesting a business relationship include: (1) telling the prospective customers how and where their names and addresses are known, (2) self-introducing, (3) indicating your desire to enter into business relations, or sometimes making general inquiries (4) expressing your expectation for cooperation or early reply, etc

3.Typical Expressions on establishing business relationsSteps/Contents 1. Telling the prospective customers how and where their names and addresses are known Typical Expressions Your company has been kindly introduced to us by... 贵公司由……介绍给我们 We have learned from... that... 我们通过……得知 ……

For letters requesting for the establishment of business relations

On the recommendation of... , we have learned that... 通过……的推荐, 我们得知…… Through the courtesy of..., we are given to understand that... 承蒙……我们得知……We were very pleased to obtain your name from... 很高兴从……处获得贵公司的名称

Steps/Contents Typical Expressions we are delighted to learn that... 我们很高兴得知…… We have your name and address from... 我们从……得知贵公司的名称和地址 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 main

ly 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

Steps/Contents Typical Expressions As you may know, we supply... 如贵公司所了解, 我们 可供 应…… 2. Selfintroducing We would like to take this opportunity to introduce

ourselves as... 我们借此机会自我介绍,我们是……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……

Steps/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... 我方可供应…… We would be glad to... 我们将乐于……

Steps/Contents Typical Expressions 3. Indicating your purpose and desire

We now avail ourselves of this opportunity to... 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联系

4. Expressing your expectation

We look forward to receiving.../hearing from you soon/in the

near future. 希望尽快收到……

Steps/Content s

Typical Expressions Your early reply is appreciated./Any early reply would be highly appreciated. 非常感谢你们的早日答复

4. Expressing your expectation

We are anticipating your answer./We await hearing from you. 盼复 Any further information you can provide will be appreciated. 对你们提供的进一步信息,我们将非常感谢 We hope this will be a good start for... 希望这是……的良好开端

We would appreciate it/be grateful if you would... 如果贵公司……我们将不胜感激 We would sincerely appreciate it if you... 如果你们能……,我们将衷心感谢

4.Sample lettersLetter 1Commercial Counsellor: 商务参赞 Embassy : 大使馆

dealer: 商人retailer/wholesaler

Standing : 资信情况，信誉credit standing/financial standing/finances

Regarding:关于

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