商务函电Chapter3InitiatingBusinessRelationships

1、2022-6-121Chapter 3 Initiating Business Relationships2022-6-122Warming-up QuestionsIntroduction of Establishing Business Relations A foreign-trade firm needs extensive business connections to maintain or expand its business activities. Therefore, the establishment of business relations is one of the

2、 most important undertakings in the field of foreign trade.2022-6-123Warming-up QuestionsIntroduction of Establishing Business Relations If a new firm wishes to open up a market to sell something to or buy something from firms in foreign countries, the person in charge must, first of all, find out w

3、ho will be his/her potential customer. But 1) how can you find some business partners? 2) how do we obtain information about our potential customers? 2022-6-124Your goals for this chapter are to understand:The importance of establishing business relationshipsThe channels from which you can find an i

4、nternational business partnerHow to structure a letter for initiating business relationshipsSome patterns commonly used in such types of letters2022-6-125 Dear Sirs, Your company has been introduced to us by Messrs. Freeman & Co. Ltd., London, England , as a prospective buyer of Chinese cotton piece

5、 goods. As this item falls within the business scope of our corporation, we shall be pleased to enter into business relations with you at an early date. To give you a general idea of the various kinds of cotton piece goods now available for export, we enclose a brochure and a sample -cutting booklet

6、. Quotations will follow upon receipt of your specific enquiry. We look forward to hearing from you soon. Yours faithfully, Frank Zhang2022-6-126 In international trade, one may establish business relations through the following channels: lWriting to potential clients directlylTrade fairs and Exhibi

7、tionslTrade Directory lTrade groups and delegations abroadlOpening branches or sales agents abroadlAdvertisements: Media (newspaper, TV, magazine)lChamber of Commerce; Commercial Counselors Office lRecommendation by business friends or clientslInternet lBanks with overseas business Channels of Obtai

8、ning Information 2022-6-127Internetl阿里巴巴论坛阿里巴巴论坛 http:/l福步外贸论坛福步外贸论坛 http:/l环球资源环球资源: http:/ l慧聪商务网：慧聪商务网：http:/ l外贸精英网外贸精英网 http:/ 贸易网站贸易网站 (http:/)l环商论坛环商论坛 http:/ Letter 3-11. be in the market for: P37-72. under separate cover : P37-8 = in a separate parcel or envelope 另函附上另函附上E.g. 1) We have sen

9、t you under separate cover a range of pamphlets for your information.2) We have sent you by separate post our new catalogue. 2022-6-129MODEL Letter 3-13. covering: regarding, about, concerning, with regard to, in regard to, with respect to4. provide sb. with sth. = provide sth. to sb. = furnish sb.

10、with sth. 2022-6-1210MODEL Letter 3-15. credit standing 【P37-9】资信情况】资信情况 = credit status; standing：身份，名誉，形象身份，名誉，形象l财务状况财务状况: financial standing; finances; financial position; financial statusl商业声誉商业声誉: business standinglSample sentences:1）How long have you been in business relations with the firm?

11、2）What credit limit have you placed on their account? 3）How promptly are terms met? 4）What amount is currently outstanding?2022-6-1211MODEL Letter 3-16. favorable reply = good news favorable price 优惠价格优惠价格 nWe look forward to your favorable reply. 静盼佳音。静盼佳音。nA further understanding is favorable to b

12、usiness between our two sides.nThe market situation looks favorable.nfavorable balance of trade 贸易顺差贸易顺差2022-6-1212MODEL Letter 3-2 1. build a business relationship with 【P36-2】 建立贸易关系建立贸易关系 还可以用：还可以用：open up build (up) business relations enter into business contacts establish business connections s

13、et up establishment of business relationship 2022-6-1213Writing Guidelines1. The source of information 2. Self-introduction (1) the business scope of your firm (2) the advantage of your products 3. The intention of writing the letter (E.g. “to establish business relations”)4. Giving references as to

14、 your firms financial position or integrity ect. 5. Closing sentence: Express the hope for future cooperation2022-6-1214Sample Letter 3 - 11. owe ones name and address to 承蒙承蒙告知告知E.g. We owe your name and address to Italian Commercial Bank who has informed us that you are importers of table-cloth. 2

15、022-6-1215Sample Letter 3 - 12. specialize in 【P37-12】: deal with, handle, deal in, trade in, be in the line of, engage in, run, fall within ones scopeE.g.nWe have been in the line of chemical for many years. nWe specialize in the export of textile.nWe handle the import business of textiles. nElectr

16、ic goods fall within our business scope.2022-6-1216Sample Letter 3 - 13. Enclose: put sth. in an envelope 随函附寄随函附寄It can be used in the following ways:1) sb. enclose sth.2) enclosed is are sth.3) enclosed please findE.g. 随函附寄一份报价单。随函附寄一份报价单。 1. We enclose a copy of quotation. 2. Enclosed is a copy o

17、f quotation. 3. Enclosed please find a copy of quotation. Enclosure Attach 随函附上随函附上 attachment 附件附件 E.g. attach a document to a letter 将文件附在信中将文件附在信中2022-6-1217Sample Letter 3 - 14. Illustrated catalogue 插图目录插图目录 catalogue 产品目录；产品目录；manual / instruction 产品手册；产品手册；brochure / pamphlet 小册子；小册子；booklet,

18、 leaflet (单张单张) 广告单广告单bulletin（产品）简报（产品）简报data sheet （产品）数据表（产品）数据表sample 样品样品sample book 样本册子样本册子sales literature 销售说明书销售说明书2022-6-1218Sample Letter 3 - 15. conclude:【P37-13】6. We would / shall be obliged if 如能如能将不胜感激将不胜感激= We shall be appreciative (grateful, thankful) if= We shall appreciate it if

19、= We shall appreciate doing sth.= sth. will be appreciated2022-6-1219Sample Letter 3 - 21. lines n. 行业，业务行业，业务nlines of business = business line (field)ninline (business) 经营经营E.g. We are in Arts and Crafts line. nWe have been in the line of light industrial products for more than thirty years.2022-6

20、-1220Sample Letter 3 - 22. reference: n. （资信）证明书；资信征询公司；（资信）证明书；资信征询公司；备询人备询人lBankers Reference, Bank Reference: 银行资银行资信证明书信证明书lreference bank 备询银行，参考银行备询银行，参考银行 lIf it is required, we can provide first class reference. lThe ABC Company has given us your name as reference. lWould you kindly send us the names of firms or a bank to whom reference can be made? 2022-6-1221Sample Lette