unit2establishmentofbusinessrelationship

1、Unit 2 Establishing Business Relations建立业务关系复复 习习Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,China Tel:7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th,2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd. Pella, Iowa, U.S.A. Dear Mr.Smith, We have

2、 obtained your name and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business rela-tions with us. We have been importers of shoes for many years. At present, we are intere-sted in extending our range and would appreciate your catalogues and qu

3、o-tations. Yours faithfully, Leon Chang Chief Buyer 复复 习习Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,ChinaTel:7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th, 2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pella,Iowa,U.S.A. Dear Mr. Smith, W

4、e have obtained your name and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, we are interested in extending our range and would appreciate your catalogues an

5、d quotations. Yours faithfully, Leon Chang Chief Buyer 复复 习习Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,ChinaTel: 7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th,2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pella,Iowa,U.S.A. Dear Mr.Smith,

6、We have obtained your name and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business relati-ons with us. We have been importers of shoes for many years. At present, we are intere-sted in extending our range and would appreciate your catalogues

7、 and quo-tations. Yours faithfully, Leon Chang Chief Buyer 复复 习习Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,China Tel: 7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th, 2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pella,Iowa,U.S.A. Dear Mr.

8、 Smith, We have obtained your name and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business relat-ions with us. We have been importers of shoes for many years. At present, we are inter-ested in extending our range and would appreciate your ca

9、talogues and qu-otations. Yours faithfully, Leon Chang Chief Buyer 复复 习习Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,ChinaTel: 7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th, 2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pella,Iowa,U.S.A. D

10、ear Mr. Smith, We have obtained your name and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business relat-ions with us. We have been importers of shoes for many years. At present, we are inter-ested in extending our range and would appreciate

11、your catalogues and qu-otations. Yours faithfully, Leon Chang Chief Buyer 复复 习习Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,China Tel: 7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th, 2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pella,Iowa,

12、U.S.A. Dear Mr. Smith, We have obtained your name and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business relat-ions with us. We have been importers of shoes for many years. At present, we are inter-ested in extending our range and would app

13、reciate your catalogues and qu-otations. Yours faithfully, Leon Chang Chief Buyer 复复 习习Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,China Tel: 7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th, 2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pel

14、la,Iowa,U.S.A. Dear Mr. Smith, We have obtained your name and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business relat-ions with us. We have been importers of shoes for many years. At present, we are inter-ested in extending our range and w

15、ould appreciate your catalogues and qu-otations. Yours faithfully, Leon Chang Chief Buyer Basic Knowledge Concerned Letter-writing Guide Commonly Used Expressions and Sentences Sample Letters Practical Training Part One Part Two Part Three Part Four Part FiveContentsPart One It is fairly true to say

16、 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. 1. The Significance of Establishing Business Relations Establishing busin

17、ess 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

18、. We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business. Part One Usually, one can secure all the necessary information about a new customer with the help of the following channels:2. The Main Channels and Methods for Establishing Busin

19、ess Relations (1)banks;the chambers of commerce both at home and abroad; the commercial counselors offices; advertisements in newspapers, magazines or on TV;self-introduction and the introduction from your business connections;the market investigations;inquiries received from the merchants abroad;Th

20、e internet;Branch office representative abroadv/ 国际商会v/ 中国国际商会vhttp:/ 中国商务部vhttp:/ 中国海关网v/ 美国商务部vhttp:/ 国际商报v/-WTOv/-IMFvhttp:/ 海关统计资讯网vhttp:/ 阿里巴巴vhttp:/ 中国驻美国大使馆商务参赞处Part OneHaving obtained the desired names an

21、d addresses of the firms from any of the above sources, you may start contacting the prospective customers. The main methods include: 2. The Main Channels and Methods for Establishing Business Relations (2)communication in writing; attendance at the export commodities fairs;contact at the exhibition

22、s 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 One Generally speaking, the contents of a letter requesting a business relationship include：- telling the prospective customers how and where thei

23、r names and addresses are known, -self-introduction,- indicating your desire to enter into business relations, or sometimes making general inquiries and expressing your expectation for cooperation or early reply, etc. 3. The Main Contents of a Letter for Establishing Business Relations vWhile for le

24、tters in reply to the letters requesting for business relations, the contents may include ：v-expressing your thanks for the incoming letter, v-expressing your agreement / desire/wish to establish business relations with the addressor ，v-and indicating the action you are going to take.Credit inquiryv

25、Before a write correspond with a new customer, he should make credit investigations first. It may include:v-capital, financial status;v-capacity, business activity;v-character, honesty and integrity.Part TwoSteps/ContentsTypical ExpressionsFor letters requesting for the establishment of business rel

26、ations1. Telling the prospective customers how and where their names and addresses are knownWe 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

27、 understand that. 承蒙我们得知From，we know / have learned that(通过我们得知)Part TwoSteps/ContentsTypical ExpressionsOn 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。）2. Self-introductionWe write to introduce ourselves to you as a.（作为,特来函自我介绍 ）

28、Our lines are mainly. （我们主要从事）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/ContentsTypical Expressions2. Self-introductionAs 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

29、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 specialized in. （本公司专营）We handle various kinds of. （本公司经营各种）Part TwoSteps/ContentsTypical Expressions3. Indicating your purpose and desireWe are willing to. （我方愿意）We are now

30、writing you for. （我们特致函)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/ContentsTypical Expressions3. Indicating your purpose and desireWe

31、now avail ourselves of this opportunity to. （我们借此机会）If you need. , please (dont 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 dont hesitate to contact us. （如果你们需要,请毫不犹豫地和我们联系 ）4. E

32、xpressing your expectationWe look forward to receiving./hearing from you soon/in the near future. （ 希望尽快收到）Part TwoSteps/ContentsTypical Expressions4. Expressing your expectationYour early reply is appreciated./Any early reply would be highly appreciated. （非常感谢你们的早日答复 )We are anticipating your answe

33、r./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 )Part TwoSteps

34、/ContentsTypical ExpressionsFor letters in reply to the letters requesting for the establishment of business relations1. Expressing your thanks for the incoming letter or stating your letter-replying purposeThank you for your letter of. (感谢贵方的来函 )Thank you for your interest in. (感谢贵方对的兴趣 )We have re

35、ceived with thanks. (已收悉, 谢谢!）Your letter of. has been well received with thanks.（贵方的信已收悉, 谢谢!）Your letter expressing. has been received with thanks.（贵方关于的信已收悉, 谢谢!）We are thankful for your letter about/of.（谢谢你们关于的来信 ）Part TwoSteps/ContentsTypical Expressions2. Expressing your agreement /desire/ wis

36、hYour wish of. coincides with ours.（你们的愿望与我们的不谋而合 ）This is also our desire. （这也是我们的愿望 )We shall be very glad to. ( 我们将很高兴)Your suggestion of. was really a good thinking. (你们的建议确实是一个好主意 )3. Indicating the action you are going to takeWe are sending you. (我们将给贵方寄去）We shall be glad to have your. （我们将很高兴

37、得到贵方的）As requested, we are airmailing to you.(按要求,我们特此给您寄去）Enclosed is/are our./We enclose our.（ 随函附寄）Part TwoSteps/ContentsTypical ExpressionsFor letters making credit inquiry.(资信调查）资信调查）Telling your recipients the information source of your credit status.(usually mentioned in the letters of establ

38、ishing business relationship) Our banks are the bank of ., they can provide you information about our business and finances.For our credit standing, please refer to the following bank.As to our standing, we are permitted to mention the bank of .as a reference.Part TwoSteps/ContentsTypical Expression

39、sFor letters making credit inquiry to banks or other institution1. Telling where and how you obtain their name and addressYour name has been given to us as a credit reference by . who wants to start business with us.Messers. J. Smith Co. Ltd. have given us your name as a reference.We have received a

40、n order for US$50,000 of goods from. and they have given us your bank as a reference.Part TwoSteps/ContentsTypical Expressions2. Expressing your desireWe would be highly obliged if you could let us have your opinion on the reputation and financial standing of .We shall be appreciated if you would ad

41、vise us whether they are of good reputation.We wish to know if they are good for such amount and in everyway trustworthy and reliable. We shall be most grated for any information you give us.3. Expressing your appreciation and telling the information would be kept in confidentialAny information you

42、given to us will be surely treated in strict confidence.We should of course treat as strict confidential any advice you give.Any information give will be highly appreciated and kept in strict confidence.Part TwoSteps/ContentsTypical ExpressionsFor letters in replying to credit inquiry letter.1. Expr

43、essing the acknowledge of the credit inquiry letterIn replying to your message of May 12 about the credit standing of ., we give you the following information you asked for.We have completed our investigations about the company mentioned in your letter of November 12 and .Part TwoSteps/ContentsTypic

44、al Expressions2. Telling the credit status of the company inquiredThe company you mentioned is an old-established one who has been enjoying high reputation. They have a sound business standing with an excellent business turnover.We have been doing business with the company for many years and have fo

45、und that they are very reliable and their financial status is sound.3. Stating the information should be kept in strict confidence and taking no responsibility to the enquirer.Our opinion is that they can be trusted to do business together. However, this is just our personal view and we assume no re

46、sponsibility to your future business with them.We trust that information we give is of course kept in strict confidence and we wont hold any responsibility on our part.Part ThreeExpressions (1) establish business relations / connections, enter into business relations / connections , 建立业务关系2. engage

47、in.;handle.; deal in. ; specialize in.从事 经营(专营)3. business line 业务范围4. Please (dont hesitate to) let us (sb.) know;Please inform us (sb.). 务请告知5. We would appreciate it/be grateful if you would. 如蒙我们将不胜感激 6. The enclosed is/are.;We enclose . ; Hereby we enclose 随函附寄;兹附寄Enclosed please find. ;Enclose

48、d you will find 随函附上,请查收 7. for ones information/reference (only) (仅)供参考 for ones file/record ;for ones perusal (仅)供某人存档/ 记录；供某人审阅 8. Regarding ; with reference to; with regard to ; referring to ; concerning ; as to 关于，就而言 9. concerning, about, regarding, with regard to., as to. 关于 10. at your end,

49、in your place/area/district 在你处/地Expressions (2)Part ThreeExpressions (3)11. according to, in compliance with, in accordance with, in conformity with按照12. conclude/close the business/transaction/deal 达成交易13. do business with, deal with, trade with 与做生意 as requested / do sth . Upon sbs. request. 按要求;

50、 应某人的要求做某事 with a view to sth . / doing sth. ; with the view of sth. 本着做的 / 意愿 ，希望，以为宗旨（表明目的）16. Through the courtesy of 承蒙的介绍、关照17. In reply to / in response to 答复Part ThreeTypical Sentences (1) We are very pleased to obtain your name from the Industrial Chambers. (2) On the recommendation of Messr

51、s. Harvey & Co., we have learned with pleasure the name of your firm. (3) Through the courtesy of Mr. Freemen, we are given to understand that you are one of the leading importers of electronic goods in your area and wish to enter into business relations with us. (4) We have your name and addres

52、s from “The Journal of Commerce”.Part ThreeTypical Sentences (1) We are one of the leading importers of ceramic products in America. Wed like to establish business relationship with your corporation. (2) We are a state-operated corporation, handling the export of animal by-products and we are willin

53、g to enter into business relations with your firm. (3) This is to introduce the Pacific Corporation as an exporter of light industrial products having business relations with more than 80 countries in the world. 2. Introducing briefly the business scope of your firm.（简要介绍自己的业务）（简要介绍自己的业务）Part ThreeT

54、ypical Sentences (4) We take the opportunity to introduce ourselves as a large importer of fertilizers in our country. (5) We take the liberty of introducing ourselves to you with a view to doing business with you. (6) Our cooperation is specialized in the export of Chinese food products. The produc

55、ts sell well in various countries.(7) Our lines are mainly various kinds of electronic products, and we have offices or representatives in all major cities and towns in Japan. 2. Introducing briefly the business scope of your firm.（概要介绍自己的业务）（概要介绍自己的业务）Part ThreeTypical Sentences (1) We foresee a br

56、ight prospect for your products in our market. We express our desire to establish business relations with your firm. (2) Should you require any further information / details / particulars, please dont hesitate to let us know. (3) Since we specialize in the export of Chinese food stuffs, we wish to e

57、xpress our desire to trade with you in this line. Stating your desire, purpose and expectation simply, clearly, and concisely.(4) As the items falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you. (5) We hope this will be good start

58、for a long and profitable business relation. (6) We are convinced that our joint business efforts can be developed to our mutual benefit. Part ThreeTypical Sentences (1) Your letter expressing the hope of entering into business connections with us has been received with thanks. (2) We acknowledge wi

59、th thanks the receipt of your letter of September 10 ,2010. (3) Your letter of October 21, 2010, addressed to our sister corporation in Shanghai has been received with thanks. (4) As requested, we are airmailing to you , under separate cover ,a sample each of Article Numbers 1025 and 1026 for your r

60、eference. 4. Sentences used in replying letters.（复函用句）（复函用句） (5) A booklet including a general introduction, the scope of business and other topics is enclosed for your reference. (6) If you have interest in establishing business relations with us in this line, please let us know your specific requirements. We will be pleased to forward samples, catalogues as well as detailed info