1、Unit two,Establish Business Relations,Learning Objectives,1.Know where to obtain the information about the merchants in foreign countries;2.Know the essential components of a letter to establish business relations;3.Master typical sentences and expressions in writing such letters.,1.Brief introducti
2、on,Establishing business relations means setting up business connections between two firms which have had no business dealings with each other before.As is well known, customers are the basis of business development and expansion.A firm( either a newly established one or an existing one that wishes
3、to enlarge its business scope and turnover) engaged in international trade needs extensive business connections to open up as many international markets as possible and increases its trade volume much.,2.Channels,When a foreign trade company need to open up a new market to sell something or to buy s
4、omething from other companies in the foreign land, the person in charge must find out in the first place whom he is going to deal with.,1.Banks 2.Trade directory 3.Chambers of commerce both at home and abroad 4.Commercial counselors office 5.Business houses of the same trade 6.Advertisements 7.Exhib
5、itions and trade fairs 8.Market investigation 9.Enquires received from foreign merchants 10.self-introduction or introduction from business connections 11.A branch office or representative abroad 12.The internet, news paper, magazines,To know all the possible information about the firm ,esp. its fin
6、ancial position and business integrity; Banks, chambers of commerce, or inquiry agencies; The first transaction , especially importers, would be required to supply credit references.,3. Parts of the letter to establish business relations,Part one: how and where getting the name and address of the re
7、ceivers company; 1.Your name and address have been given to us by the Osaka Chamber of Commerce as a large exporter of Leather Bags. 2.Your name and address has been given to us by ABC Co., London as prospective buyers of Chinese Silk Piece Goods.,Part two: intention or desire of writing the letter
8、1.Should you be interested in supplying, we would be more than pleased to enter into business relations with you.2.As this item falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you.,Part three: brief introduction to your business sco
9、pe, experience and products: We are importers of industrial chemicals, plastics and fertilizers for resale within Iceland. We write to introduce ourselves as one of the leading exporters of a wide range of Electric Goods from the United Kingdom. As this item falls within the scope of our business ac
10、tivities, we shall be pleased to enter into direct business relations with you.,Sometimes may further introduction the good intended to buy or sell,1.Although only a small country in terms of population, Iceland imports considerable quantities of chemical raw materials as she has little or no basic
11、chemical industry of her own. Indeed in the past five years her imports of these products have more than doubled due to quite rapid growth in her general industry. Traditionally England and the major western European countries have dominated this market but manufacturers are now looking for competit
12、ively priced raw materials. We believe that there is ample scope for development of business with China.,2.Now we are specially interested in importing Man-made Leather Bags from your country. We , therefore, request you to furnish us with a full range of samples, in assorted colors together with yo
13、ur lowest quotations. 3.We attach a list of products we are regularly exporting and trust some of these items will be of interest to you. We would be interested in receiving your inquiries for all types of Electric Goods, against which we will send you our quotations.,4.To give you a general idea of
14、 the various kinds of silk piece goods now available for export, we enclose a pamphlet and a price list. Quotations and sample books will be airmailed to you upon receipt of your specific inquiry.,Part four: the reference as to your companys financial status and integrity.or the wish to receive the
15、earliest favorable reply As to our credit standing, please refer to The Bank of Tokyo, Osaka Branch. We look forward to your early reply with much interest.,Example-one,Dear Sirs,We owe your name and address to the Commercial Counselors Office of the Swedish Embassy in Beijing who have informed us t
16、hat you are in the market for textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you.We are a state-operated corporation, handling both the import and export of textiles. In order to acquaint you with our business lines, we enclose a copy o
17、f our Export List covering the main items suppliable at present. Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. In our trade with merchants of various countries, we always adhere to the
18、 principle of equality and mutual benefit. It is our hope to promote, by joint efforts, both trade and friendship to our mutual advantage.We look forward to receiving your enquiries soon.Yours faithfully, Encl.,4. Reply,As a usual practice, when an addressee receives a letter of this kind, he is exp
19、ected to give a prompt reply though there is no engagement between the addresser and the addressee.,1. Acknowledging the receipt of the letter. 2.Stating your attitude clearly and answering each questions raised in the letter receive. (persuasive reasons) 3.Telling your correspondent what you have d
20、one or are going to do and what you expect your correspondent to do.,Example,Dear SirsWe thank you for your letter dated August 15, and shall be pleased to enter into trading relations with you.In compliance with your request, we are sending you, under separate cover, our latest catalogues and price
21、 list covering our exports.Payment should be made by an irrevocable and confirmed letter of credit.If you feel that business is possible, please contact us for specific offer.Yours faithfully,Exercises,1. Fill in the blanks with word or phrases below in proper form and then translate the sentences i
22、nto Chinese. advise, appreciate, handle, have interest in, contact, meet, inform, requirement, enter into trade relations with, be in the market for, mutually1.We hope that they will arrive in time and your satisfaction. 2.We are willing to your Company On the basis of equality and mutual benefit. 3
23、. The shop paper and stationery. 4. Please us if you need further information. 5.Will you a fountain pen this coming Sunday ? 6.We would like to you that a number of our clients prefer Chinese meat. 7. Please at what price your clients will place orders with us. 8. We shall do our best to meet your
24、. 9. We your sending us a special offer for meat. 10.We desire to establish beneficial business relations.,2. Write a letter according to the information mentioned below.,1.经鲍兹维尔先生介绍，我方获悉贵公司的名称与地址。 2.愿与贵公司建立业务关系，在中国市场销售贵公司的五金产品。 3.本公司经营五金产品多年，声誉卓著，拥有可靠的销售渠道。 4.为使贵方对我公司有全面的了解，现另寄函去我公司宣传手册一本。 5.盼早日回复。
25、,3.Supplement,1.从中国国际贸易促进委员会获悉，你们有意购买电器用品。 2.据史密斯公司介绍，得知你公司的名称和地址，并得知你们是贵国轻工业的主要进口商之一。 3.承蒙 有限公司的介绍得知贵公司的名称，我们非常乐意和贵公司建立贸易关系。,4据了解，你们是中国 （商品） 的有潜力的买主，而该商品正属于我们的业务范围。 5.我们有幸自荐，以期长期与你公司建立业务关系。 6.我们专门经营中国棉织品出口，愿与你们进行交易。 7.我们有意向贵国寻求原油供应来源的可能性。 8.我公司与此地可靠的批发商有密切的联系，能与你公司作客观的进口业务。 9.请提供你公司 的各种详细规格，并告知付款条件
26、和折扣率。,10.请提供在花样的质量上与随函所附样品最近似的人造丝手帕样品。 11.为使你公司对我们所经营的各种手工艺品质量有所了解，先航空寄去目录一份，及样本数册供参阅。 12.你们寄给 的信已经转给我们办理，因该项商品的出品由我公司专营。 13.北京国际贸易促进委员会已将你们月日来信转给我北京总公司，我总公司嘱我们与你们联系，以期建立业务关系。 14.我们的业务银行是香港汇丰银行，他们可向你方提供有关我方的业务及资金情况。 15.如果你方能尽早回复，我们将不胜感激。,4.复合词,商务合同中常用到的是here、there 或where 与in、on、after、of 等介词结合构成的复合词。
27、在合同中使用这些词，可避免重复，做到准确、简洁、严密，反映出契约性行文正式、严肃、古板的文体特征。这类复合词中的“here”应理解为“this”,“ there”应理解为“that”,“ where”应理解为“which”。因此，hereof = of this ，herewith = withthis 关于此点； hereafter = after this time; in the future 自此以后，将来；hereby = by means of this 以此方式；herein = in this place于此处；hereinafter = below or in this document 在下文；hereto = to this 由是，由此；thereinafter = in that part 在下部分；thereupon= as a result of that 于是，因此；therefor = for that object 为此，因之；whereas = considering that 考虑到，鉴于；whereof = ofwhat 所谈的事；whereby = by which 借以；whereupon = after which 然后。,
