新编商务英语：Establishing Business Relations

UNIT4EstablishingBusinessRelations

1Reading

2ListenandTalk11CaseStudy3ContentsUsefulExpressions4ReadingSkillFocus

Dialogue

ListeningComprehension

RolePlayListen&TalkDialogueOneFieldTrip

Wareham：Mr.Zhang,Itravelaloteveryyearonbusiness.ButnowwearethinkingofexpandingintotheChinesemarket.Thepurposeofmycominghereistoinquireaboutpossibilitiesofestablishingtraderelationswithyourcompany.Zhang：Mr.Wareham,whenwehaveheardmuchaboutyourcompanyfromtheBankofChinaatLondonBranch,wewouldbegladtostartbusinesswithyou.Wareham：Thisismyfirstvisittoyourcompany.I’dappreciateyourkindconsiderationinthecomingnegotiation.Zhang：Weareveryhappytobeofhelp.Whatproductsareyouinterestedin?Wouldyouliketohavealookatourshowroom?Wareham：I’dloveto.Woulditbepossibleformetohaveacloserlookatyoursamples?Zhang：（toMissLi）MissLi,pleaseshowMr.Warehamaroundourshowroom.Li：Thisway,please…（enteringintotheshowroom）Hereweare.Wareham：Howbeautiful！Li：Whereshallwestart,Mr.Wareham?Wareham：ItwilltakemeseveralhoursifIreallylookateverything.Li：Youmaybeinterestedinonlysomeoftheitems.Let’slookatthose.Wareham：Goodidea！Icanjusthaveaglanceattherest…Someofthetextileslookfineinqualityandbeautifulindesign.I’minterestedinyoursilkties.Li：Oursilksarefamousfortheirgoodquality.Theyareoneofourtraditionalexports.Silktiesarebrightlycoloredandbeautifullydesigned.Allthesearticlesarebestsellinglines.Wareham：Someofthemseemtobeofthelateststyle.NowIfeelthatwecandoalotoftradesinthisline.Wewishtoestablishtraderelationshipwithyou.Li：Yourdesirecoincideswithours.Bytheway,Mr.Wareham,howlonghaveyoubeeninthisbusiness?Wareham：I’vebeenintextileformorethan15years,butourcompanyhasbeeninthisbusinesssince1962.Li：Nowonderyou’resoexperienced.Wareham：Textilebusinesshasbecomemoreandmoredifficultsincethecompetitiongrew.Li：That’strue.Wareham：CouldIhaveyourlatestcataloguesorsomethingthattellsmeaboutyourcompany?Li：Sure,I’llgetyousomelater.Wareham：Thanks.Atwhattimecanweworkoutadeal?Li：Wouldtomorrowmorningbeconvenientforyou?Wareham：Yes,that’llbefine.Listen&TalkDialogueOneFieldTrip

Listen&TalkBrown:Goodmorning.IamJamesBrownfromAustralia.Hereismycard.Zhao:Thankyou.I’mpleasedtomeetyou,Mr.Brown.MynameisZhaoMei,therepresentativeofNewCenturyTextileImportandExportCorporation.Brown:Pleasedtomeetyoutoo,Ms.Zhao.Itravelaloteveryyearonbusiness,butthisismyfirstvisittoyourcountry.ImustsayIhavebeenmuchimpressedbyyourfriendlypeople.Zhao:Thankyou.Haveyouseentheexhibitionhalls?Ondisplayaremostofourproducts,suchassilk,woolenknitwear,cottonpiecegoods,andgarments.Brown:Oh,yes.Ihadalookyesterday.Ifoundsomeoftheexhibitstobefineinqualityandbeautifulindesign.Theexhibitionhassuccessfullydisplayedtomewhatyourcorporationhandles.I’vegoneoverthecatalogueandthepamphletsenclosedinyourbrochure.I’vegotsomeideasofyourexports.I’minterestedinyoursilkblouses.Zhao:Oursilkisknownforitsgoodquality.Itisoneofourtraditionalexports.Silkblousesarebrightlycoloredandbeautifullydesigned.Theyarealwaysingreatdemand.DialogueTwoAttheFairListen&TalkBrown:Someofthemseemtobeofthelateststyle.Wewishtoestablishrelationswithyou.Zhao:Yourdesirecoincideswithours.

Brown:Concerningourfinancialposition,creditstandingandtradereputation,youmayrefertoBankofHongKong,ortoourlocalChamberofCommerceorinquiryagencies.

Zhao:Thankyouforyourinformation.Asyouknow,ourcorporationisastate-ownedone.Wealwaystradewithforeigncountriesonthebasisofequalityandmutualbenefit.Establishingbusinessrelationsbetweenuswillbetoourmutualbenefit.Ihavenodoubtthatitwillbringaboutclosertiesbetweenus.

Brown:Thatsoundsinteresting.I’llsendafaxhome.AssoonasIreceiveadefiniteanswer,I’llmakeaspecificinquiry.

Zhao:We’llthenmakeanofferassoonaspossible.Ihopealotofbusinesswillbeconductedbetweenus.

Brown:SodoI.DialogueTwoAttheFairListeningComprehensionPeopleinthewest,tendtobewell_________,especiallyprofessionals.Mostwesternprofessionalskeepapersonal_________inacalendar,anappointmentbookora______________.Frequently,threescheduleswillbekept:onefor_____events,onefor_______planning,andoneforlong-termplanning.Long-termplanningcancoveramonth,severalmonths,ayearorevenseveralyears.Manyprofessionalsrelyonsecretariestomake,confirmand_________appointments.Oftenappointmentswillbemadeonthephonebytalkingwiththesecretaryofthepersonyouwanttomeet.Allappointmentsshouldbe______________foraccuracy.Thetime,________,namesofinvolvedpartiesandspellingsand____________ofthenamesshouldalwaysbeverified.organizedschedulepocketsecretarydaily

weeklyscreendouble-checkedlocationpronunciationsRolePlayTheFarEastAmericanInternationalTradeDelegationledbyMr.Blackisvisitingyourcompany.Atadinnerparty,youmakeawelcomespeechonbehalfofyourcompany.

WelcomeSpeech女士们，先生们：对我来说，今天是一个难以忘怀的日子，因为我有幸代表本公司总经理王明先生，向来此洽谈生意的布莱克先生及其一行，表示热烈的欢迎！众所周知，美国是一个工业发达和资源丰富的国家。中国则是一个有着充足劳动力、正在发展新技术工业的国家。我们认为，两国的经济有很好的互补性。实行改革开放以来，我国各个领域都发生了很大变化。过去几年，中国与世界各国的经济联系得到了进一步加强，对外贸易迅速增长，越来越多的外商热切希望来中国投资，乐意与中国的公司和企业做生意。在座的诸位知道，自中美两国建立外交关系以来，我们两国的双边贸易和经济合作逐年扩大，贵国已成为中国的主要贸易伙伴之一。布莱克先生，我们公司是在改革的大潮中建立的，是专营电子产品进出口业务的公司，并且有权直接与外商进行技术及商业洽谈。目前，我们公司拥有35个专业子公司，在全国范围内有良好的销售组织，并拥有广泛的市场；我们有良好的财务状况，并享有良好的商业信誉。LadiesandGentlemen:Forme,itisamemorabledaytoday,becauseitgivesmegreatpleasuretoextend,onbehalfofMr.WangMing,GeneralManagerofthiscompany,awarmwelcometoMr.Blackandhisparty,whohavecomehereforbusiness.It’sknowntoallthatAmericaisacountrywithwelldevelopedindustriesandaboundantresourceswhileChinaPossessesplentifulworkforceandhernewtechnologyindustriesarenowbeingdeveloped.Soweconsiderthetwoeconomies(arevery)compensatorytoeachother.Sincethepolicyofreformandopening-upwascarriedout,greatchangeshavetakenplaceineveryfield.ThepastfewyearssawChina’sclosereconomictieswiththerestoftheworldandthesharpgrowthofherforeigntrade.MoreandmoreforeignbusinessmenhavebeenenthusiasticinmakinginvestmentinChinaandwouldliketodobusinesswithChina’scorporationsandenterprises.EveryoneknowssincetheestablishmentofdiplomaticrelationsbetweenCanadaandChina,ourbilateraltradeandeconomiccooperationhaveexpandedyearbyyearandyourcountryhasnowbecomeoneofChina’smajortradepartners.Mr.Black,ourcompany,establishedatChina’sreformtide,specializesintheimportandexportofelectronicproducts,withtheauthoritytoconducttechnicalandcommercialnegotiationswithforeignfirms.Atpresent,ourcompanyhasthirty-fivesubsidiaries,anefficientsalesorganizationandanextensivemarketthroughoutthewholecountry.Youcanbeassuredthatwehaveasoundfinancialstandingandenjoyedahighcreditreputation.WelcomeSpeech我们相信，贵方如同我们建立商业关系，你们将会成为我们的最好合作伙伴，你方产品在此处定会畅销。随着我们之间相互了解的加深和经济的发展，两国间的友好合作定会开出更加灿烂的花朵，结出更加丰硕的果实。所以我坚信，安德森先生此行，一定会取得圆满成功。最后，让我们为双方的友谊和合作进入一个崭新阶段，干杯！Webelieveifyouwouldliketoenterintobusinessrelationswithus,youwillbeourbestcooperativepartner,andyourgoodswillbecertainlysellingwell.Withthedeepeningofourmutualunderstandingandthegrowthofourrespectiveeconomy,thefriendshipandcooperationbetweenourtwocountrieswillcertainlybearmorebrilliantflowersandricherfruits.SoIfirmlybelievethatyourvisittoourcompanythistimewillscorecompletesuccess.Inclosing,Iwouldlikeyoutojoinmeinatoasttothenewstageoffriendshipandcooperationbetweenus.Cheers!Reading

Warming-upquestions1.Ifanewfirmwishestoopenupamarket,howcanthepersoninchargefindoutwhomheisgoingtodealwith?2.Inyourfirstenquiry,whatkindsofinformationshouldbegiven?3.Supposetheothersidecan’tseeitswaytoagreetoyourproposal,whatwillyoudo?[1]Nocustomer,nobusiness．Justasafactoryrequiresacompletesetofmachinerytoproceedwithproduction,sodoesaforeign-tradefirmneedextensivebusinessconnectionstomaintainorexpanditsbusinessactivities.Therefore,theestablishmentofbusinessrelationsisvitallyimportanteitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.[2]Merchantsabroadmaybeapproachedthroughsomeofthefollowingchannels:attendanceattheexportcommoditiesfairs;contactatexhibitionsheldathomeorabroad;mutualvisitsbytradedelegationsandgroups;communicationinwriting(e-mails,faxes,letters,etc.).[3]Butbywhatmeanscanabusinessmansecureallthenecessaryinformationaboutanewcustomer?Well,hemaydosobyreferringtoorwiththehelpof:Internet;Thebanks;Theperiodicals;Theadvertisementsinnewspapers;Theintroductionfromhisbusinessconnections;TradeDirectory;ChambersofCommerceinforeigncountries;TheCommercialCounselor’sOffice;Enquiriesreceivedfromthemerchantsabroad.[4]Havingobtainedthedesirednamesandaddressesofthefirmsfromanyoftheabovesources,onecanstartsendinglettersorcircularstothepartiesconcerned.Thistypeofletterisanoutgoingletterandmaybecalleda“FirstEnquiry”.Generallyspeaking,thistypeofletterbeginsbytellingtheaddresseehowhisnameisknown.Then,somegeneralinformationshouldbegivenastothelinesofbusinessbeinghandled,thebusinessscopeofhisfirmandalsoitsbranchesandliaisonoffices,ifany.Thewritershouldstatesimply,clearlyandconciselywhathecansellorwhatheexpectstobuy.Toclosetheletter,thewriterusuallyexpresseshisexpectationofcooperationatanearlyreply.[5]Anyletterofthisnaturereceivedmustbeansweredinfullwithouttheleastpossibledelaysoastocreategoodwillandleaveagoodimpression.Tofirmsengagedininternationaltrade,businessconnectionsarevaluable.Therefore,tradersmustnotonlyconsolidatetheirestablishedrelationswithfirmshavingpreviousbusinessbutalsodevelopandrevitalizetheirtradebysearchingfornewconnectionsfromtimetotime.ReadingTranslatethefollowingsentencesintoChinese.

1)Weareenclosingabrochureonthevariedrangeofelectricproductsnowavailableforexport.2)WethankyouforyourletterofMay5andwouldliketodiscusswithyouthepossibilityofexpandingourtradeatyourend.3)Weshouldbegladtoknowhowlongthisfirmhasbeenestablishedandwhatitsfinancialreputationis.4)Ourcorporationhandlesexclusivelytheimportandexportbusinessoflightindustrialproducts.5)Wedesiretoestablishmutuallybeneficialbusinessrelations.6)Uponreceiptofyourspecificenquiry,weshallairmailyouimmediatelyourquotationsheet.1)兹随函附寄可供出口的各种电器产品的小册子。2)感谢你5月5日的来函，我们想与你们讨论在你处扩展业务的可能性。3)我们想知道该公司是何时建立的、资信状况如何。4)我公司独家经营轻工业产品的进出口业务。5)我们渴望建立互利的贸易关系。6)一旦收到具体询盘，我们将即刻空邮报价单。ExerciseTranslatethefollowingsentencesintoEnglish.

1)我们想与你公司建立业务关系。2)你方8月8日来信已转交北京中国人民保险公司考虑。3)我们是一家专营自行车进出口的国有公司。4)很遗憾我们不能直接给你供应你所需要的纺织品。5)为了让你了解我们的棉布产品,我们随函附寄了一份小册子,供你方参考。6)我们期待收到你的早日肯定答复。1）Wedesiretoenterintobusinessrelationswithyourfirm.2）YourletterofAug8hasbeenpassedontothePICCinBeijingforattentionandreply.3）Weareastate-ownedcorporation,handlingexclusivelytheimportandexportbusinessofbicycles.4）Weregretwecan’tsupplyyoudirectwiththetextileyourequired.5）Toacquaintyouwithourcottonpiecegoods,weenclosedacopyofbrochureforyourreference.6）Welookforwardtoreceivingyourfavorablereplytheearliestpossible.ExerciseCaseStudyDearSirorMadam,____________yournameandaddressfromthenewspaper,wearewritingtoyouwithadesireto__________tradingrelations_____you.Wearean_________manufacturerandan_______ofbicycles,andare_________agoodreputationallovertheworld.Foryour_________wehaveenclosedthecatalogueandthelatest_________whichwebelievewouldbeof________toyou.Yourearlyreplywouldbeverymuch__________.Yoursfaithfully,JohnSmith.Havingobtained

establish

with

experiencedexporterenjoyingreference

pricelist

interest

appreciatedUsefulExpressions张先生，中国朋友们，女士们，先生们：首先，我以在座的加拿大同事们的名义，感谢张先生今晚设宴款待我们，同时，请向贵公司总经理王先生转达我们的亲切问候。从张先生热情洋溢的欢迎词中，我们已经感觉到了给予我们的温暖和友谊，并对贵公司有了大体的了解。请允许我代表我团全体成员对你们所给予的盛情款待，表示衷心的感谢！我们知道，中国是一个伟大的国家，有象征中国古老文明的长城，有明清两代皇帝居住的被称为紫禁城的故宫，以及其他许多值得参观的地方。我们亲眼目睹了贵国发生的巨大变化，城市林荫大道更加宽阔和整洁，高楼大厦巍巍耸立，鳞次栉比。Mr.Zhang,ChineseFriends,LadiesandGentlemen,Firstofall,inthenameofmyCanadiancolleaguespresenthere,IwishtothankMr.Zhangforgivingthisbeautifuldinnerforustonight,andatthesametime,pleasepassonourbestregardstoMr.Wang,GeneralManagerofyourcompany.FromMr.Zhang’sgraciouswordsofwelcome,wehavefeltthewarmthandfriendshipyouhavegivenandhadageneralideaofyourcompany.Pleaseallowme,onbehalfofthemembersofmytradedelegation,toexpressourdeepappreciationfortheboundlessandgracioushospitalitywhichyouhaveextendedtous.WeknowChinaisagreatcountry,withtheGreatWallwhichissymbolizingChina’sancientcivilization,thePalaceMuseum,alsoknownastheForbiddenCity,whichwastheimperialpalacesoftheMingandQingdynasties,andotherfamousplaceswhichareworthvisiting.Wehaveseenwithoureyesthatgreatchangeshavetakenplaceinyourcountry.Thestreetshavebecomewiderandcleaner,thetallbuildingshavestoodsidebysideingreatnumbers.UsefulExpressions然而，最大的变化是有众多外国人愿意在贵国投资，做生意，与中国的公司进行合作。我想，这是贵国实行改革开放政策的结果。作为加拿大最大的公司之一，我们不愿失去这次与贵方做生意的好机会，所以很乐意与贵方建立商业关系。我们公司同样专营电子产品的进出口业务。我方产品在贵国极为畅销。我认为，贵方产品在我方市场也定会受到欢迎，因此贵方产品在我国有前景良好的市场。在结束演讲之前，我要再次对你们的盛情款待和热情欢迎表示衷心感谢。为此，我提议为我们之间的友谊和合作进入一个新阶段，干杯！Butthebiggestchange,wehavefound,isthattherearealotofforeignbusinessmeninyourcountry,whowouldliketoinvest,todobusiness,tocooperatewithChineseCorporations.Ithinkthatistheresultofyourreformandopening-uppolicy.AsoneofthebiggestcompaniesinCanada,wedonotwanttolosethisgoodopportunitytodobusinesswithyou,andwewouldliketoexpressourdesireofbuildingupbusinesswithyou.Ourcompanyalsospecializesintheimportandexportofelectronicproducts.Ourgoodswillbesellingwellinyourcountry,andIt