Unit-2-Establishing-Business-Relations.ppt

Unit2EstablishingBusinessRelations,Lead-in,Itisveryimportanttohaveawidebusinessconnections.Youmaybeapproachedbysomecompaniesthathavetheintentiontodobusinesswithyou.Youmayfinditnecessarytolookforyourowncustomers.,Wheretofindthecompanyyouwanttodealwith?Youmayfindthemthroughthefollowingchannels:1.OverseasChamberofCommerce海外商会2.TheEconomicandCommercialCounselorsOfficeoftheEmbassyofPeoplesRepublicofChinainForeignCountries中国驻外商务处3.Yourbranchofficesabroad4.Directories贸易行的行名录,5.Publication出版物e.g.PublicCommerceInformationService,publishedbytheMinistryofCommerce,P.R.China商务部出版的公共商务信息导报6.BusinessHousesofthesametrade同业商行7.Advertisements广告8.Internet:;,Essentialcomponents,Howtowritetothecompanyyouwishtocontactforthefirsttime?1.Beginyouletterbytellingtherecipienthowhisnameisknowntoyou.2.Providenecessaryinformationaboutyourself3.Stateyourwish.,Ifyoureceivealetterinwhichthesenderexpressestheintentiontodobusinesswithyou,whatshouldyoudo?Youshouldanswerassoonaspossible.Thisshowsyourefficiency,whichisagoodwaytoimpressyourpotentialcustomer.Ifyoucantdoasrequested,youhavetotellhimtactfullytopavethewayforfuturebusiness.,ChinaNationalImport2.chamberofcommerce;3.enquiryagencies;4.Chinesecommerceagenciesinforeigncountries;5.foreigncommerceagenciesinChina;6.enquirycompaniesathomeandabroad.7.Anothercompanythathasbusinesswiththenewcompany,StandardCharteredBank:标准渣打银行这是一家英国银行，总部在伦敦，其业务分布在许多国家，尤其是在亚洲和非洲。虽然总部在英国，可它在英国的客户并不多，2004年该行30%的利润来自香港市场。然而它是英国大公司之一。它的股票为伦敦股票交易所100家最大公司的股票之一。它在发展中国家里起着重要作用。它还是香港三家发行港币的公司之一，另外两家是中国银行香港分行和汇丰银行。,Theinformationwewanttogetinstatusenquiresisasfollows:1.thefinancialposition;2.thecreditstanding;3.thetradereputation;4.thebusinessmethods;5.themanagementcapacities.,Letter-writingGuide,资信调查信函营明确表明要求并对提供的资信情况表示感谢，同时，要保证对此进行保密。要用感激和礼貌的语言书写。回复这类查询信函时，回信应冠以“Private&Confidential”。信中应有一个说明，即此情报须保密，而且只针对接受人。不要提及被查询公司的名称，用“有关公司”、“该公司”等更安全的字样，尤其提供不利的信息时。除了如实提供情况和提出建议外，回信一般还包括“对所提供情况不负任何责任”这类句子以避免可能的麻烦。,SpecimenLetter1：ChinaNationalImport&ExportCorp.BeijingBranchBeijingChinaMarch25,2005BankofChinaHongKongPrivate&ConfidentialDearSirsWewouldlikeyoutoobtainforusinformationaboutfinancialandcreditstatusofafirminHongKong.,ThenameofthefirmisOrientalAudio&VideoEquipment,12/FWheelockHouse,5PedderStreet,CentralHongKong.AsourtradewiththemwillinvolvetheamountofUS$10,000initially,wewouldliketoknowifthiscreditisjustified.ThereferencetheyhavegivenusisStandardCharteredBank,HongKong.Wouldyoupleaseapproachthesaidbankforallpossibleinformationwerequire?,Wearemostgratefulforyourhelpinthismatter.YoursfaithfullyChinaNationalImport&ExportCorp.,Comment:Thisisaletterofstatusenquiry.Suchlettershouldbebriefandconcise.Statewhatyouwantinthefirstparagraph.Herethewriterwantsinformationaboutfinancialandcreditstatusofanothercompany.Thengivethereasoninthesecondparagraph.ThereasonhereisthatthewriterwantstoknowiftheUS$10,000involvedinthefirsttransactionisjustified.Finallyshowyourappreciationforthehelp.Sothewritersayswearemosthelpfulforyourhelpinthismatter.,SpecimenLetter2：BANKOFCHINAHongKongApril12,2005.ChinaNationalImport&ExportCorp.BeijingBranchBeijingChinaDearSirsWehavereceivedyourletterof25MarchaskingustoobtaintheinformationconcerningthefinancialandcreditstatusofOrientalAudio&VideoEquipment.WenowhavetheinformationfromStandardCharteredBank,HongKong.,OrientalAudio&VideoEquipmentisaprivatecompany,establishedin2002.Theinformationwehaveindicatesthatitenjoysagoodreputationanditmeetsitscommitmentpromptly.Thecreditamountmentionedinyourletterseemstobesafe.Theinformationaboveisconfidentialwithoutanyliabilityonourpart.YoursfaithfullyBANKOFCHINA,SpecimenLetter3：BANKOFCHINAHongKongApril12,2005.ChinaNationalImport&ExportCorp.BeijingBranchBeijingChinaPrivateandConfidentialDearSirsWehavereceivedyourletterof25Marchaskingustoobtaintheinformationconcerningthefinancialandcreditstatusofthefirmmentionedinyourletter.Unfortunatelywehavetoinformyouthatyoushouldexercisecautionwhengrantingthecompanycredit.,In2004,thecompanywasinvolvedinalawsuitwithoneofitssuppliersforthesumoverduealthoughtheirsupplierwithdrewthechargeaftertheyreceivedthepayment.Itseemsthatthecompanyhasrunintofinancialdifficultybecauseofovertrading.Thereforeitisnotadvisabletoenterintocredittransactionwiththem.Theaboveinformationisstrictlyconfidential.YoursfaithfullyBANKOFCHINAHongKong,Comment:Wehavestudiedtworeplies,oneisfavourable,theotherisunfavourable.Whenyouwritesuchaletterofreply,youbeginbyreferringtotheletteryouhavereceivedandmakeasummaryofthatletter.Thenyouprovidetheinformationinfullandofferyouropinion.Youendyourletterbystressingtheinformationyouprovidedisconfidential.Thatmeansyouarenottobeheldliable,asthisisnotyourtransaction.Thepeoplewhofinallyclosethedealshouldbelegallyresponsiblefortheirownbusiness.,credit:1）thequalityofbeinglikelytorepaydebtsandbehonestwithmoney.信用WehavebeenaskedbyABCCompanytoadvisethecreditstatusofthatcompany.ABC公司让我们告知他们那家公司的资信情况。2)信贷，赊欠Nocreditisgiveninthisshop.本店概不赊欠。Weareofferingsixmonthsinterest-freecredit.我们愿意提供6个月的免息赊购Fallingsalesandrisingoverheadshaveobligedthecompanytorevieweachcustomerscreditlimit.销售额下降和管理费上升已迫使公司复审每位客户的信贷限额。,FocalWords,reference：1）apersonwhoprovideinformationaboutsomeonesability,character,financialpositionetc.证明人，资信证明人2）aconfidentialwrittenstatementaboutapersonscharacter,abilityorfinancialposition.证明书，资信证明,tobegratefultosbforsthtobeobligedtosbforsthtobeindebtedtosbforsthItwillbeappreciatedifSbwillappreciateitifWearegratefultoyouforgettingustheinformation.感谢您为我们获取的信息。Wearemostgratefulforyourhelpinthismatter.非常感谢你们在此事上的帮助。,reputation:名誉，声誉enjoyagoodreputation:haveagoodreputation.有好名声haveahighreputation享有很高的声誉haveanevilreputation臭名昭彰,commitment:apromiseoranundertakingtodosomething承诺，保证make/take/undertakeacommitment做出承诺acommitmentformoreleaveinthefuture答应今后将有更多假期的承诺carryout(backawayfrom)onescommitments履行/背弃某人的承诺,Theinformationisconfidentialandisgivenwithoutanyliabilityonourpart.上述消息是保密的，我方不承担任何责任。ononespart/onthepartofsomebody:在某某方面，在某人来说Hehasnoobjectiononhispart.在他这方面他不反对。,overtrading:abusinessissaidtobeovertradingwhentoomuchmoneyistiedupinstockanddebts,andcashisnotcominginquicklyenoughtopaycreditors.过额贸易；超额经营Asaresultofovertrading,thecompanywentbankrupt.由于过额贸易这家公司破产了。,Languagesummary:,Whenyouareapproachedbyacompanythatwishestodobusinesswithyou,howdoyouaskforreferences?1.Thankyouverymuchforyourletterof.Aswehavenothavethepleasureofdoingbusinesswithyou,wouldyoupleasesupplyuswithreferences.感谢贵方日的来函。过去未能有幸与贵公司做生意，烦请您提供您的资信证明人。2.Weappreciateyourinterestinourcompanyandshouldbegladifyoucouldprovideuswithtwobankreferences.感谢贵方有意与我们做生意，如能提供两个银行资信证明人我们将不胜感激。3.Couldyouaskyourbanktosendusaletterofrecommendation?能否请你的银行给我们寄来推荐信。,Ontheotherhand,thecompanythatapproachesyoumayvoluntarilyoffertheirreference.Theymaysay:Pleaserefertocompany/bankforourcreditstanding.请向某公司/银行查询我们的资信情况。,Whattosayaboutacompanyifyouareareference1.Somethingfavourable1)Thecompanyisoneoftheleadingcompaniesin该公司在是主要/大公司。2)Thecompanyisquitewellknowin该公司在方面知名度很高3)Itenjoysagoodreputation.这个公司有良好的信誉。4)Theyhaveneverfailedtomeettheirengagement/commitment.他们总能履行承诺。,5)Theirtransactionswithushavebeensatisfactory他们与我们的交易很成功。6)Weconsiderthemgoodforamountofmoney.我们认为在范围内的信贷没有问题7)Theirfinancialstatusissound.他们的财务情况良好。,2.Somethingunfavourable1)Weregrettoinformyouthatcompanyhassomedifficultiesin.我们很遗憾地通知你们该公司在方面有麻烦。2)Itseemstousthattheirproblemisduetopoormanagement/overtrading.看来他们的问题在于经营不善/过额贸易。3)Iamafraidweareunabletotracethemonourbooks.抱歉，在我们公司的往来帐目里没有他们的名字4)Wehavetotellyouthatyoushouldregardtheirrequestforcreditwithcaution.我们不得不告诉你在对待他们的信贷请求时要谨慎。,5)Wehavetopressthecompanyforpaymentmanytimes.我们不得不向那个公司催款。6)Itisverylikelythecompanywillgobankrupt.这个公司很可能要倒闭了。7)Unfortunately,wearenotabletoprovidetheinformationyouneedasourtradevolumewiththemwasnotlargeenoughtojustifyanyresponsibleopinion.抱歉我们不能提供你们需要的信息，因为我们与他们的贸易额不大，所以没有理由提供任何负责的观点。,Howandwhattoaskwhenyourequestforreferences.Youmaysay:1.Weshouldappreciateyouradviceregarding.如能提供以下建议我们将不胜感激1)theircreditstanding.他们的资信情况2)theirlineofbusiness.业务范围3)theirreputation声誉,2.Weshouldliketoknow我们想知道1)iftheypaytheirdebtspromptly他们是否即时付债2)iftheirfinancialstandingisstrong他们在财务上是否有实力3)whetheritissafetoallowthemcredittocertainamountofmoney给他们这个数额的信贷是否安全4)whytheyswitchtousfortheirsupply他们为什么转向我们购买,UsefulSentences,1.Weshallappreciateitifyouwillletusknowtheirfinancialposition.2.WillyoupleasebegoodenoughtoobtainforustheinformationpossiblerespectingthefinancialstandingandmadeofbusinessofABCCompany?3.Weareatpresentnegotiatingwiththefirmnamedbelowaboutthequestionofagency.Theyhavegivenusyournameasreference.Willyoupleaseinformusf