Unit 2 Establishing Business Relations (2).doc

English Correspondence for International TradeUnit 2 Establishing Business RelationsPart One Basic Knowledge Concerned1. The Significance of Establishing Business Relations It is fairly true to say 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. Establishing business 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. We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business. 2. The Main Channels and Methods for Establishing Business Relations Usually, you can secure all the necessary information about a new customer with the help of the following channels: Chamber of Commerce; Commercial Counsellors Office; Newspapers, magazines and other media; Other customers introduction; Self-introduction to the company; Internet websites; Yellow book / page. Sometimes, a kind of middleman is necessary to bring two companies together. Having obtained the desired names and addresses of the firms from any of the above sources, you may start contacting the prospective customers. The main methods include: communication in writing; attendance at the export commodities fairs; contact at the exhibitions 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.3. The Main Contents of a Letter for Establishing Business Relations Generally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known, self-introducing, indicating your desire to enter into business relations, or sometimes making general inquiries and expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for business relations, the contents may include expressing your thanks for the incoming letter, expressing your agreement / desire/wish to establish business relations with the addressor and indicating the action you are going to take.4. About Credit Inquiries/Investigations To ensure smooth and successful transactions, it is also essential to make credit inquiries before you correspond with a new customer so as to avoid business risk. Usually, credit investigations include capital/financial condition, capacity /business activity, character and honesty integrity. The information thus obtained must be kept strictly confidential and usually marked with “confidential” or “strict private and confidential”, for it might otherwise get yourself and your informer involved in serious trouble. Part Two Letter-writing GuideFor letters requesting for the establishment of business relations 1. Telling the prospective customers how and where their names and addresses are knownYour company has been kindly introduced to us by. 贵公司由介绍给我们 We have learned from. that. 我们通过得知 On the recommendation of. , we have learned that. 通过的推荐, 我们得知 Through the courtesy of., we are given to understand that. 承蒙我们得知 We were very pleased to obtain your name from. 很高兴从处获得贵公司的名称 We are delighted to learn that. 我们很高兴得知 We have your name and address from. 我们从得知贵公司的名称和地址 2. Self-introducing We write to introduce ourselves to you as a. 作为,特来函自我介绍 Our lines are mainly. 我们主要从事 .fall within the scope of our business activities. 属于我们的经营范围 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 As 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 established for the purpose of. 本公司是以为宗旨而建立的 Our corporation is specialized in. 本公司专营 We handle various kinds of. 本公司经营各种 3. Indicating your purpose and desire We are willing to. 我方愿意 We express our desire to. 我们想表达的意愿 We are now 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. 我方可供应 We would be glad to. 我们将乐于 We 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. Expressing your expectation We look forward to receiving./hearing from you soon/in the near future. 希望尽快收到 Your 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 answer./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 For letters in reply to the letters requesting for the establishment of business relations 1. Expressing your thanks for the incoming letter or stating your letter-replying purpose Thank 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 received 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 In reply/response to your letter of., we. 作为对你们来信的答复,我们 2. Expressing your agreement /desire/ wish Your 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 Three Commonly Used Expressions and Sentence Patterns Expressions1. establish business relations; enter into business relations; establish business connections; enter into business connections 2. engage in.; handle.; deal in. 3. specialize in. 4. business line 5. business contacts 6. please contact us / sb. 7. let us / sb. know 8. Please (dont hesitate to) let us know; Please inform us. 9. We would appreciate it if you would.; We would be grateful if you would. 10. The enclosed is / are our.; We enclose our. 11. Enclosed please find our. 12. for your information / reference (only) 13. concerning; about; regarding; with regard to.; as to. 14. at your end; in your place / area / district 15. in the meantime; at the same time; meanwhile; in the meanwhile 16. according to; in compliance with; in accordance with; in conformity with 17. conclude / close the business / transaction / deal 18. do business with; deal with; trade with 19. be connected with. 20. do sth. upon your request Sentence Patterns1. Self-introduction （自我介绍）1） We are 我们是 We are a specialized corporation, handling the export of animal by-products.我们是经营畜产品出口的专业公司。 We are China National Textiles Import and Export Corporation, with its headquarters in Beijing. 我们是中国纺织品进出口总公司，总部在北京。 2） This is to introduceas 现介绍为 This is to introduce ourselves as one of the leading exporters of garments in China.兹介绍，本公司为中国最大的服装出口商之一。 3) to write to introduce 写信介绍We write to introduce ourselves as large dealers in foodstuffs with good connections in the country. 现函告，我方为食品大经销商，在国内拥有大批客户。 4） to take the opportunity to introduce 利用机会介绍 We take the opportunity to introduce our company as exporters dealing exclusively in leather goods. 我们利用此机会介绍，我公司为专门经营皮革制品的出口商。 5） take the liberty of doing (to do) sth. 冒昧地去做某事We take the liberty of writing (to write) to you with a view to doing business with you.现冒昧去函，以谋求同贵方进行贸易。 6） have your name and address from 从处得知某人名字和地址 We are glad to have your name and address from “The Journal of Commerce”.我们很高兴从商业日报获悉贵公司名称和地址。 7） to owe ones name and address to 由方得知某人姓名和地址We owe your name and address to Messrs. Collins & Co., through whom we have learnt you are importers of table-cloth.承蒙柯林斯公司告知你公司名称和地址，从该公司处我们得知贵公司是桌布进口商。 8） through the courtesy of 由于的好意Through the courtesy of the Paris Chamber of Commerce, we have your name as a firm who is interested in doing business with us.经由巴黎商会，我们得悉贵公司有兴趣与我方进行贸易。 9） on the recommendation of 由推荐（介绍）On the recommendation of Messrs. Harvey & Co., we have learnt with pleasure the name of your firm. 由哈维公司介绍，我们高兴地得知贵公司的名称。 10） to be transferred (forwarded) to for attention 转交处理Your letter of Sept. 8 has been transferred (forwarded) to us for attention from our Head Office in Beijing. 你方9月8日函已由我们在北京的总公司转交我方处理。 2. Initial Intentions and desires （初步的意向和要求） 1） to establish business relations with 和建立贸易关系We avail ourselves of this opportunity to write to you and see if we can establish business relations with you. 我们利用此机会致函贵方以了解可否与贵方建立贸易关系。 2） to enter into business relations with 和建立贸易关系Your company has been introduced to us by Smith & Co. Ltd. as prospective buyer of Chinese table-cloths. As we deal in the items, we shall be pleased to enter into direct business relations with you. 史密斯公司向我们介绍贵公司是中国台布的未来买主。 由于我方经营台布，我们很愿意与你方建立直接贸易关系。 3） to falls (come, lie) within the scope of 属的范围As the item falls (come, lie) within the scope of our business, we shall be pleased to enter into direct business relations with you. 由于该商品属于我们的业务范围，我们将很高兴地与贵方直接建立业务关系。 Part Four Sample LettersSample 1Request for the Establishment of Business RelationsDear Sirs,From the e-mail that was received from our Toronto office, we know that your firm is of good standing and reliability in Toronto. We understand that you are particularly interested in the export of various papers to China.By this e-mail, we are contacting you with interest to enter into business relationship with your company. We hope that we may receive your catalog soon as well as other printed materials for reference.In recent years, we have done business with the largest and most prominent firms in your area. As is well known to you, the possibilities of importing the foreign products are very great here. We are confident that we will be able to give you large orders if the delivery, price and quality meet our requirements.We look forward to establishing good business relationship with you soon.Yours faithfully,Sample 2Reply to the Letter of Sample 1Dear Sirs, With reference to your e-mail of September 8, 2012, we are glad to learn that you wish to enter into a business relationship with this corporation in the line of various papers.In compliance with your request, we are sending you by air a catalogue together with a range of pamphlets for your reference.If any of the items listed in the catalogue meet your interest, please let us have your specific inquiry, and our quotation will be forwarded soon.Prior to the conclusion of the first transaction between us, we require the name of your bank for credit investigation.Yours sincerely,Sample 3A Letter Asking to Make a Credit Inquiry from a BankChina National Import & Export CorporationGuangzhou, ChinaAddress:Tel: .Fax: .Oct. 10, 2012Information Service Dept.Bank of ChinaGuangzhouDear Sirs,Credit InformationThe under-mentioned firm, of Accra, Ghana, has lately approached us, proposing to sell our Electric and Electronic Products in the Republic of Ghana as our sub-agents:West African Import/Export Co.P.O. Box 242, AccraGHANAWe would therefore highly appreciate it if you would let us have information about the financial and business standing of the above firm.Any information that you may give would be confidential and would be very appreciated.Yours faithfully,China National Import & Export Corp.ManagerPart Five General Commercial Expressions interest annual interest 年利息 compound interest 复利 credit interest 存息 shipping interests 航运界，航运业者 equity interest 股权 banking interests 银行界 industrycottage industry 家庭手工业heavy industry 重工业nationalized industry 国有化工业small-scale industry 小型工业tertiary industry 第三产业tourist industry 旅游业 market auction market 拍卖市场bond market 债券市场exchange market 外汇市场financial / money market 金融市场futures market 期货市场niche market 利基市场secondhand market 旧货市场securities market 证券市场service market 劳务市场 公司/企业state-operated / state-owned corporation 国营公司state-run enterprise 国营企业collective-owned enterprise 集体企业state-owned private management enterprise 国有民营企业individual-owned / private-owned enterprise 私营企业merchandising enterprise 商业企业township / rural enterprise 乡镇企业small and medium-sized enterprises (SMEs) 中小企业enterprise for joint venture, for cooperative and with sole foreign capital / investment 三资企业 exportamount of exports 输出额export control 出口管制export declaration 出口申报单/出口申请书export drawback 出口退税export dumping 出口倾销export document 出口单据export entry 出口报关export licence 出口许可证export-oriented economy 出口导向型经济export quota 出口限额export volume 出口量export subsidies 出口补贴 tradebarter trade 易货贸易barriers to trade 贸易壁垒bilateral trade 双边贸易compensation trade 补偿贸易frontier trade 边境贸易improvement trade 加工贸易multilateral trade 多边贸易transit trade 转口贸易 / 边境贸易trade friction 贸易摩擦trade gap 贸易失衡trade practice 贸易惯例trade terms 贸易条件trade representative 商务代表trade procurator 商务代理人 （存货的）减价出售，拍卖clearance sale 清仓拍卖rummage / jumble sale 二手货大拍卖summer sale 夏季大拍卖white sale （棉织物等商品）降价出售total liquidation 清仓大甩卖store closing 商店关门倾销everything must go 所有商品折价处理 saleSales Confirmation 销售确认书Sales Contract 销售合同sales department 营业部sales account 销售账sales allowance 销货折扣sales promotion 促销活动sales tax 销售税salesman (saleswoman) 营业员sales manager 营业主任Part Six Exercises1. Translate the following phrases into English. 1) 商务参赞办公室2) 行会3) 商会4) 业务范围5) 业务联系 6) 所附目录（最新）价格单/报价7) 一（全）系列8) 专营;经营9） (仅)供参考 10） 达成交易 11） 随函附寄 12) 在你处 / 地2. Read the following letters and fill in the blank with proper prepositions.Letter 1We have come(1 )_ know the name of your firm and take the pleasure(2) _ addressing this letter to you (3) _ the hope of establishing business relations with you.We specialize(4) _ the exportation of Chinese light industrial products that have enjoyed great popularity in world markets.We enclose a copy of our catalogue(5) _ your reference and hope that you would contact us if any item is of interest to you.Letter 2We have obtained your address(1) _ a friend of mine in San Francisco and wish to enter (2) _ business relations (3) _ you.Your products are so attractive that we are confident (4) _ securing large orders for you if your offer is competitive. We shall be obliged if you could send us quotations and sample books.We look forward (5) _ your favorable reply. 3. Supply the missing words in the blanks of the following letter. The first letters are given.Thank you for your letter of August 20, (1)i _ us that you are in the (2)m for Chinese toys.To give you a general idea of the goods we are (3)d in, we are sending you by air a complete set of our (4)s books together with full (5)d of our export prices and trade terms, which we hope will reach you in due course.Our goods are enjoying fast sales in many countries for their fine (6)q and reasonable (7)p in spite of the rise in the cost of raw materials. We are glad to say that all the goods listed in our sample books can be supplied from (8)s and according to your specifications.Should any of the (9)i be interesting to you, please dont fail to send us your s