Unit_2___Establishing_trade_relations

1、 The establishment of business relations is one of the important undertakings in the field of foreign trade. To firms engaged in foreign trade, business connections are valuable. Therefore, traders must not only do everything possible to consolidate their established relations with firms having prev

2、ious business but also develop and revitalize their trade by searching for new connections from time to time. You may be approached by some companies that have the intention to do business with you. You may find it necessary to look for your own customers. Where to find the company you want to deal

3、with? You may find them through the following channels:1.Overseas Chamber of Commerce 海外商会海外商会2.The Economic and Commercial Counselors Office of the Embassy of Peoples Republic of China in Foreign Countries 中国驻外商务处中国驻外商务处3.Your branch offices abroad 4.Directories 贸易行的行名录贸易行的行名录5.Publication出版物出版物 e.

4、g. Public Commerce Information Service, published by the Ministry of Commerce, P. R. China商务部出版商务部出版的公共商务信息导报的公共商务信息导报6.Business Houses of the same trade 同业商行同业商行7.Advertisements 广告广告8.Internet: ; How to write to the company you wish to contact for the first time? 1.Begin your letter by telling the

5、recipient how his name is known to you. 2.Provide necessary information about yourself 3.State your wish. If you receive a letter in which the sender expresses the intention to do business with you what should you do? You should answer as soon as possible. This shows your efficiency, which is a good

6、 way to impress your potential customer. If you cant do as requested, you have to tell him tactfully to pave the way for future business. Specimen letter 1： China National Import & Export Corp. Beijing Branch Beijing China (the letter head: senders address ) January 4, 2005 (the date) B. Wallace

7、 &. Co. 236 St. Louis Street Croydon, England ( inside address: the address of the recipient) Dear Sirs, (salutation) We have obtained your name and address from Simpson & Co. Ltd., London, England. As you are in the line of cotton piece goods, we are writing to enquire whether you are willi

8、ng to enter into business relations with us. We are a state-owned corporation specializing in the export of the above items. To give you a general idea of our products we enclose a brochure and a sample-cutting booklet. We shall send you quotations once we get your specific enquiry. We look forward

9、to hearing from you soon. Yours faithfully (complimentary close) China National Import & Export Corp. Enclosures:1brochure 1sample-cutting booklet in the line of line: business, profession, trade行业行业, 职业职业 in the line of entertainment 从事娱乐行业从事娱乐行业 We have been engaged for many years in the line

10、of tea. in the line of cotton piece goods 经营棉布业经营棉布业 We have a similar expression: (属属-的经营的经营范围）范围） fall within ones business activities. Tea falls within our business activities. enter into business relations with sbenter into business relations with somebody: establish business relations with some

11、body. 与某人建立业务联系与某人建立业务联系 We have entered into business relations with ABC company. enclose: 随函附上随函附上 1）to enclose something: We are enclosing our sales contract. 2）enclosed is something: Enclosed is our sales contract. 随函附上我们的销售合同。随函附上我们的销售合同。We used to have the expression: Enclosed please find some

12、thing: Enclosed please find our sales contract. （Such expression is out of date and wed better not use it .） sample-cutting booklet 是印花布样本小册子，由各种花样，图案是印花布样本小册子，由各种花样，图案的小块剪样的小块剪样sample cuttings 装订成本，装订成本，上面注明商品号码，寄给客户选购时用。上面注明商品号码，寄给客户选购时用。 specific enquiry:具体询价1.enquiry : n.询价询价 an enquiry for some

13、thing 对对的询价的询价 We are pleased to have your enquiry for our textile. Our offer will be made on receipt of your specific enquiry.2.enquire : v. enquire for something 对对进行询价进行询价 They enquired for cotton piece goods last week.We regret that the goods you are enquiring for are out of stock at present.3.e

14、nquire: ask about something询问某事询问某事 enquire of somebody dsomething 向某人向某人询问某事询问某事 Ill enquire of him about the schedule. 我将向他询问计划的事。我将向他询问计划的事。 The buyer enquired of the seller about the quality of this new product. 买方向卖方询问这个新产品的质量。买方向卖方询问这个新产品的质量。Specimen letter 2 Dear Sirs, We have your name and a

15、ddress from the Commercial Counsellors Office of the Chinese Embassy. We wish to inform you that we specialize in both industrial and pharmaceutical chemicals, and shall be pleased to enter into trade relations with you. To give you a general idea of our products, we enclose a complete set of leafle

16、ts showing various products being handled by our corporation with detailed specifications and means of packing. Quotations and samples will be sent upon receipt of your specific enquiries. We look forward to your early reply with much interest. Specimen letter 3 Dear Sirs, Learning from the Commerci

17、al Counsellors Office of Embassy in your country that you are one of the leading importers of canned foodstuffs, we have the pleasure of introducing ourselves to you as a state corporation specializing in the export of canned goods, and express our desire to enter into business relations with you. I

18、n order to give you a general idea of our canned goods, we are sending you by separate airmail a copy of our latest catalogue. Quotations and samples will be sent to you upon receipt of your specific enquiries. We are looking forward with interest to hearing from you.Specimen letter 4 B. Wallace &am

19、p;. Co. 236 St. Louis Street Croydon, England January 10, 2005 China National Import & Export Corp. Beijing Branch Beijing China Dear Sirs Thank you for your letter of 4 January concerning establishing business relations with us. You will be pleased to know that your desire meets with ours. We h

20、ave been importers of cotton piece goods for many years. Now we are interested in extending our range and would appreciate your quotations. We are particularly interested in your printed and dyed cotton piece goods. If your prices are favourable, we would expect to do a substantial volume of busines

21、s with you. We look forward to your early reply. Yours faithfully B. Wallace &. Co. appreciate ：to be thankful or grateful 感感激激 We appreciate your help. 我们感激你的帮助。我们感激你的帮助。 If you want to thank someone you may say: 1.We are thankful/grateful to you for something; 2.We appreciate something/your do

22、ing something We shall appreciate it if you will是外贸书是外贸书信中常见的句子，等于信中常见的句子，等于please,但更客气一些但更客气一些 We shall appreciate it if you will make us a firm offer（实盘）（实盘） for 50 tons. It will be appreciated if you will forward us samples and the relative pamphlets.But do not use the expression : We are obliged

23、/indebted to you. as they are old fashioned.Language summary: When you first contact a company, you need to tell the company how you get their name and address. You may say: 1.We have your name and address from somebody. 2.We got/obtained your name and address through3.Your name and address have bee

24、n recommended / introduced to us by (1) 表达表达“兹致函给您，通知您兹致函给您，通知您”的句子：的句子： I beg to inform you that I am writing to you to ask about I am glad to tell you that(2) 表达表达“收到贵方收到贵方X月月X日来函，内容悉知日来函，内容悉知”的句的句子：子： Thank you for your kind letter dated 6th. Your kind letter of July 30 arrived this morning. Your

25、 favor of the 5th inst. has come to hand and its contents have been duly noted. 注意： 表示X月X日来函可有两种方法 a.用介词of；b.用过去分词dated。 kind在“letter”前常用，以示客气；favor用在信函文字中就是指书信。 （3）表达“迟复为歉”的句子： I must apologize for my delay in replying your recent letter. I beg thousand pardons for not having written to you sooner.

26、 在书信正文的末尾，常常表达盼回信、表祝愿和代问或嘱笔问候等意思，这种意思可以用句子表示，也可以用短语表示。用句子表示时，末尾用“.”；用短语表示时，末尾用“，”。 (1) 表达盼回信的句子或短语表达盼回信的句子或短语 I hope to hear from you soon. Hoping to hear from you soon, Awaiting your early reply, Your kind early reply will be appreciated. (2) 表示祝愿的句子 With best regards, Wish you the best of health a

27、nd success. Much love to you and your family, (3) 表达转达、或嘱笔问候 Say hello to Joe. Please remember me to your brother. My mother joins me in love to you. When you want to introduce yourself you may say: 1.We would like to introduce ourselves to you as a state-owned corporation dealing in . 2.We wish to

28、introduce ourselves to you as3. Our company is a subsidiary of Union Garments and we specialize in the import and export of garments.4. We are importers in the Rubber trade in Russia and would like to get in touch with suppliers of Rubber.Exercises 1. Translate the following sentences into English:

29、1)我们是加拿大主要纺织品进口商之一，所以我们是加拿大主要纺织品进口商之一，所以写信给你们，希望与你公司建立贸易联系。写信给你们，希望与你公司建立贸易联系。2)你方你方3月月3日的来函收到。我们很高兴地告日的来函收到。我们很高兴地告诉你，你所要的商品属于我们的经营范围。诉你，你所要的商品属于我们的经营范围。3)遵照你方要求，我们寄上商品目录一份。遵照你方要求，我们寄上商品目录一份。希望它能及时到达并使您们满意。希望它能及时到达并使您们满意。4)感谢贵方愿与我们建立业务联系。感谢贵方愿与我们建立业务联系。 1) Being one of the leading importers of text

30、iles in Canada, we are writing to you hoping to establish trade relations with your company. 2) We have received your letter of March 3. We are glad to inform you that the articles required by you fall within the scope of our business activities. (goods, items, commodities) 3) As requested, we are s

31、ending you a catalogue. We hope it will arrive in time and prove to your satisfaction. 4) We appreciate your desire to establish business relations with us.1 We owe your name and address to ABC Company.2 As soon as we receive your specific enquiry, we will send you the catalogue and samples.3 Their chief line is the export of electronic computers.4 Our silk has long been a best seller at your end.5 This product is being marketed in all European countries.6 Your letter of May 10 has been transferred to us for attention from our 7Head Office in Beijing.7 We have handled this line f