1、International Business CommunicationBy: Benjamin Chen,外贸英语函电,Unit 2 Establish Business Relations,Main contents,Part 1 Seek new customersPart 2 Establish business relationsPart 3 Letter writing of establishing business relationsPart 4 Key words and preposition,Important point,How to write a letter of
2、 establish business relations?,Part 1 Seeking New Customers,Foreign Trade is vital to the modern society. (financial tsunami)The first step to expand business is: Finding a new customer abroad;And entering into trade relations,Who will be your potential client?,Banks(银行) Advertisement（广告） Chambers o
3、f commerce（商会） Trade directory （贸易行名录） Commercial counselors office （商务参赞处） Business houses of the same trade (商行) Export commodities fairs（商品交易会） Internet（网络） Market investigation, etc.（市场调研）,Channels to obtain information of foreign firms,Part 2 Establish business relations,Potential customerLette
4、r sent to him or her.Establish business relations,Outline of the Body in a Letter,Opening sentence : Where and from whom you got the name, address and Hope to establish business relations. Actual message : A brief self-introduction of your firm, including business scope, financial standing and some
5、necessary reference. Closing sentence : an early reply from the new customer.,Where and from whom you got the name, etc.,We have learned from the Commercial Counselors Office of our Embassy in your country that you are interested in Chinese handcraft.We obtained your name and address from the intern
6、et.Our market survey showed that you are the largest importer of cases and bags in Egypt.,Your aims.,In order to expand our products into South America, we are writing to you to seek cooperate possibility.We are writing to you to establish long-term trade relations新生儿湿疹 with you.We wish to express o
7、ur desire to enter into business relationship with you.,Your self-introduction,We are a leading company with many years experience in machinery export business.We enjoy a good reputation internationally in the circle of textile.A credible sales network has been set up and we have our regular clients
8、 from over 100 countries and regions worldwide.,Product introduction,Our products are enjoying popularity in Asian market.To give you a general idea of our products, we are enclosing our catalogue for your reference.Art. No. 76 is our newly launched one with superb quality, fashionable design, and c
9、ompetitive price.,Closing sentence,Your comments on our products or any information on your market demand will be really appreciated.We are looking forward to your specific inquiries.Looking forward to your early reply.,Useful Sentences,1, We now avail ourselves of this opportunity to write to you w
10、ith a view to entering into business relations with you. 2, We are given to understand that you are potential buyers of Chinese porcelain(陶瓷), which comes within the scope of our business activities. 3, Your desire to establish business relations with us coincides with ours. 4, We are willing to ent
11、er into business relations with your firm on the basis of equality and mutual benefit. 5 To acquaint you with the Electric Fans we handle, we are enclosing the price-list and catalogue for your reference.,Specimen letters:,Dear Sirs,From the email sent back by our Toronto Office, we know that you ar
12、e one of the firms of good standing and reliability in Toronto and are particularly interested in the export of various papers to China.,By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed ma
13、tters for reference.Of recent years, we have done much business with the largest and most prominent houses in your district. As is well known to you, the possibilities of importing the foreign products are very great here, especially as we are now developing our economy.,We are confident that we sha
14、ll be able to give you big orders if you would cooperate with us on delivery, price and quality.We look forward to establishing a friendly relationship with you soon.Yours faithfully,Dear Sirs,From your letter of May 8, we are glad to learn that you wish to enter into trade relations with this corpo
15、ration in the line of various papers.In compliance with your request, we are sending you by air a catalog together with a range of pamphlets for your reference.,Reply,If any of the items listed in the catalog meets your interest, please let us have your specific enquiry, and our quotation will be fo
16、rwarded without delay.In the meantime, we hope you will tell us the name of your bank prior to the conclusion of the first transaction between us.Yours truly,Key Words,business n.1. 商业；贸易；业务 We have done business with ABC Company for many years. 我们与ABC公司已做了多年生意。,2.交易；买卖 （不可数名词）Business has been clos
17、ed at this price. 已按此价达成交易。 We are not sure of the business possibility.对交易的可能性我们没有把握。,3. 工商企业；公司；商行（可数名词） There are many businesses engaged in the trade.许多商号从事此项业务。 Businesses are less optimistic about economic prospects.工商企业对新生儿湿疹经济前景不太乐观。,deal n. 交易 (=transaction)（可数名词） We believe we can put the
18、deal through. 相信我们能达成交易。,v. 1.deal in 经营 (=trade in, handle) This firm deals in furs.这家商行经营皮货。 We deal in chemicals, while they handle foodstuffs for export.我们经营化工产品，他们经营食品出口。,deal with 与 打交道；与 做生意；处理某事 Some businessmen are hard to deal with.有些商人难打交道。 Please deal with the order carefully.请认真处理（执行）这一
19、订单。,transact vi. vt. 办理；执行；做交易 We are prepared to transact business only on these terms.我们准备只按这些条件进行贸易。,At present, they dont want to transact negotiation on this matter.他们目前不想就此问题进行谈判。 Stockbrokers transact business on behalf of their clients.经纪人代表客户做交易。,transaction n.处理；交易（可数名词） Leave the transact
20、ion of the matter to your secretary.这件事交秘书处理。 For large transactions we suggest payment by sight L/C.对大笔交易建议用即期信用证支付。,In,In the market In transit In large quantities Delay in shipment Packed in cartons http:/,Useful phrases,Wide in range 种类繁多 Fine in quality 质地优良 Moderate in price 价格公道 Novel in desi
21、gn 设计新颖 Beautiful in patterns 式样优美 Elegant in style 款式雅致 Matching in color 色泽和谐 Skillful in workmanship 做工讲究,Supplement,公司企业常见部门名称英文总公司 Head Office 分公司 Branch Office 营业部 Business Office 人事部 Personnel Department 人力资源部: Human Resources Department 研发部 Research and Development Department(R&D)秘书室 Secreta
22、rial Pool,Supplement,总务部 General Affairs Department 财务部 General Accounting Department 销售部 Sales Department 促销部 Sales Promotion Department 国际部 International Department 出口部 Export Department 进口部 Import Department 公共关系 Public Relations Department 广告部 Advertising Department 企划部 Planning Department产品开发部 Product Development Department,Homework,How to introduce yourself and your product in the process of establish business relations?,THANK YOU,
