商务函电 Chapter 3 - Initiating Business Relationships教材

Chapter3

InitiatingBusinessRelationships6/9/20241Warming-upQuestionsIntroductionofEstablishingBusinessRelationsAforeign-tradefirmneedsextensivebusinessconnectionstomaintainorexpanditsbusinessactivities.Therefore,theestablishmentofbusinessrelationsisoneofthemostimportantundertakingsinthefieldofforeigntrade.6/9/20242Warming-upQuestionsIntroductionofEstablishingBusinessRelationsIfanewfirmwishestoopenupamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries,thepersoninchargemust,firstofall,findoutwhowillbehis/herpotentialcustomer.But1)howcanyoufindsomebusinesspartners?2)howdoweobtaininformationaboutourpotentialcustomers?6/9/20243Yourgoalsforthischapteraretounderstand:TheimportanceofestablishingbusinessrelationshipsThechannelsfromwhichyoucanfindaninternationalbusinesspartnerHowtostructurealetterforinitiatingbusinessrelationshipsSomepatternscommonlyusedinsuchtypesofletters6/9/20244DearSirs,

YourcompanyhasbeenintroducedtousbyMessrs.Freeman&Co.Ltd.,London,England,asaprospectivebuyerofChinesecottonpiecegoods.Asthisitemfallswithinthebusinessscopeofourcorporation,weshallbepleasedtoenterintobusinessrelationswithyouatanearlydate.Togiveyouageneralideaofthevariouskindsofcottonpiecegoodsnowavailableforexport,weencloseabrochureandasample-cuttingbooklet.Quotationswillfollowuponreceiptofyourspecificenquiry.

Welookforwardtohearingfromyousoon.Yoursfaithfully,FrankZhang6/9/20245Ininternationaltrade,onemayestablishbusinessrelationsthroughthefollowingchannels:WritingtopotentialclientsdirectlyTradefairsandExhibitionsTradeDirectoryTradegroupsanddelegationsabroadOpeningbranchesorsalesagentsabroadAdvertisements:Media(newspaper,TV,magazine)ChamberofCommerce;CommercialCounselor’sOfficeRecommendationbybusinessfriendsorclientsInternetBankswithoverseasbusinessChannelsof

ObtainingInformation

6/9/20246Internet阿里巴巴论坛

福步外贸论坛http://环球资源:http:///慧聪商务网：

外贸精英网http://

贸易网站

(http://)环商论坛http:///6/9/20247MODELLetter3-11.beinthemarketfor:P37-72.underseparatecover

:P37-8=inaseparateparcelorenvelope另函附上E.g.1)Wehavesentyouunderseparatecoverarangeofpamphletsforyourinformation.2)Wehavesentyoubyseparatepostournewcatalogue.

6/9/20248MODELLetter3-13.covering:regarding,about,concerning,withregardto,inregardto,withrespectto4.

providesb.withsth.=providesth.tosb.

=furnishsb.withsth.6/9/20249MODELLetter3-15.creditstanding【P37-9】资信情况=creditstatus;

standing：身份，名誉，形象财务状况:financialstanding;finances;financialposition;financialstatus商业声誉:businessstandingSamplesentences:1）Howlonghaveyoubeeninbusinessrelationswiththefirm?2）Whatcreditlimithaveyouplacedontheiraccount?3）Howpromptlyaretermsmet?4）Whatamountiscurrentlyoutstanding?6/9/202410MODELLetter3-16.favorablereply=goodnews

favorableprice

优惠价格

Welookforwardtoyourfavorablereply.静盼佳音。Afurtherunderstandingisfavorabletobusinessbetweenourtwosides.Themarketsituationlooksfavorable.favorablebalanceoftrade贸易顺差6/9/202411MODELLetter3-21.buildabusinessrelationshipwith

【P36-2】

建立贸易关系

还可以用：openup

build(up)businessrelationsenterintobusinesscontactsestablishbusinessconnectionssetup

establishmentofbusinessrelationship6/9/202412WritingGuidelines1.Thesourceofinformation2.Self-introduction

(1)thebusinessscopeofyourfirm(2)theadvantageofyourproducts

3.Theintentionofwritingtheletter

(E.g.“toestablishbusinessrelations”)4.Givingreferencesastoyourfirm’sfinancialpositionorintegrityect.

5.Closingsentence:

Expressthehopeforfuturecooperation6/9/202413SampleLetter3-11.oweone’snameandaddressto…

承蒙……告知……E.g.WeoweyournameandaddresstoItalianCommercialBankwhohasinformedusthatyouareimportersoftable-cloth.

6/9/202414SampleLetter3-12.specializein【P37-12】:dealwith,handle,dealin,tradein,beinthelineof,engagein,run,fallwithinone’sscopeE.g.Wehavebeeninthelineofchemicalformanyyears.Wespecializeintheexportoftextile.Wehandletheimportbusinessoftextiles.Electricgoodsfallwithinourbusinessscope.6/9/202415SampleLetter3-13.Enclose:

putsth.inanenvelope随函附寄Itcanbeusedinthefollowingways:1)sb.enclosesth.2)enclosedis／

aresth.3)enclosedpleasefindE.g.随函附寄一份报价单。

1.Weencloseacopyofquotation.2.Enclosedisacopyofquotation.3.Enclosedpleasefindacopyofquotation.EnclosureAttach随函附上attachment附件

E.g.attachadocumenttoaletter将文件附在信中6/9/202416SampleLetter3-14.Illustratedcatalogue插图目录

catalogue产品目录；manual/instruction产品手册；brochure/pamphlet小册子；booklet,leaflet(单张)广告单bulletin（产品）简报datasheet（产品）数据表sample样品samplebook样本册子salesliterature销售说明书6/9/202417SampleLetter3-15.conclude:

【P37-13】6.Wewould/shallbeobligedif…

如能…将不胜感激=Weshallbeappreciative(grateful,thankful)if…=Weshallappreciateitif…=Weshallappreciatedoingsth.=sth.willbeappreciated6/9/202418SampleLetter3-21.linesn.行业，业务linesofbusiness=businessline(field)in…line(business)

经营

E.g.WeareinArtsandCraftsline.Wehavebeeninthelineoflightindustrialproductsformorethanthirtyyears.6/9/202419SampleLetter3-22.reference:n.（资信）证明书；资信征询公司；备询人Banker’sReference,BankReference:银行资信证明书referencebank备询银行，参考银行Ifitisrequired,wecanprovidefirstclassreference.TheABCCompanyhasgivenusyournameasreference.Wouldyoukindlysendusthenamesoffirmsorabanktowhomreferencecanbemade?6/9/202420Samp