unit2establishmentofbusinessrelationship

1、Unit 2 Establishing Business Relations建立業(yè)務(wù)關(guān)系復(fù)復(fù) 習(xí)習(xí)Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,China Tel:7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th,2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd. Pella, Iowa, U.S.A. Dear Mr.Smith, We have

2、 obtained your name and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business rela-tions with us. We have been importers of shoes for many years. At present, we are intere-sted in extending our range and would appreciate your catalogues and qu

3、o-tations. Yours faithfully, Leon Chang Chief Buyer 復(fù)復(fù) 習(xí)習(xí)Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,ChinaTel:7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th, 2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pella,Iowa,U.S.A. Dear Mr. Smith, W

4、ehaveobtainedyournameandaddressfromDee&Co.Ltd,andwearewritingtoenquirewhetheryouwouldbewillingtoestablishbusinessrelationswithus. Wehavebeenimportersofshoesformanyyears.Atpresent,weareinterestedinextendingourrangeandwouldappreciateyourcataloguesandquotations. Yours faithfully, Leon Chang Chief B

5、uyer 復(fù)復(fù) 習(xí)習(xí)Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,ChinaTel: 7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th,2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pella,Iowa,U.S.A. Dear Mr.Smith,We have obtained your name and address from Dee&am

6、p;Co. Ltd, and we are writing to enquire whether you would be willing to establish business relati-ons with us. We have been importers of shoes for many years. At present, we are intere-sted in extending our range and would appreciate your catalogues and quo-tations. Yours faithfully, Leon Chang Chi

7、ef Buyer 復(fù)復(fù) 習(xí)習(xí)Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,China Tel: 7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th, 2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pella,Iowa,U.S.A. Dear Mr. Smith, We have obtained your name and address fro

8、m Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business relat-ions with us. We have been importers of shoes for many years. At present, we are inter-ested in extending our range and would appreciate your catalogues and qu-otations. Yours faithfully, Leon C

9、hang Chief Buyer 復(fù)復(fù) 習(xí)習(xí)Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,ChinaTel: 7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th, 2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pella,Iowa,U.S.A. Dear Mr. Smith, We have obtained your name and addr

10、ess from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business relat-ions with us. We have been importers of shoes for many years. At present, we are inter-ested in extending our range and would appreciate your catalogues and qu-otations. Yours faithfully,

11、 Leon Chang Chief Buyer 復(fù)復(fù) 習(xí)習(xí)Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,China Tel: 7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th, 2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pella,Iowa,U.S.A. Dear Mr. Smith, We have obtained your name

12、and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business relat-ions with us. We have been importers of shoes for many years. At present, we are inter-ested in extending our range and would appreciate your catalogues and qu-otations. Yours fai

13、thfully, Leon Chang Chief Buyer 復(fù)復(fù) 習(xí)習(xí)Zhejiang Machinery&Equipment Imp.&Exp.Corp. 131 Jiefang Rd., Hangzhou 310009,China Tel: 7070998 Fax: 0086-0571-7021 E-mail: ZMEC Feb.15th, 2009 Mr. Jone SmithVME Manufacturing Company3804 New Sharon Rd.Pella,Iowa,U.S.A. Dear Mr. Smith, We have obtained yo

14、ur name and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business relat-ions with us. We have been importers of shoes for many years. At present, we are inter-ested in extending our range and would appreciate your catalogues and qu-otations. Y

15、ours faithfully, Leon Chang Chief Buyer Basic Knowledge Concerned Letter-writing Guide Commonly Used Expressions and Sentences Sample Letters Practical Training Part One Part Two Part Three Part Four Part FiveContentsPart One It is fairly true to say no customer, no business. To establish business r

16、elations 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. 1. The Significance of Establishing Business Relations Establishing business relations is the first step in transaction in

17、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 con

18、solidate old customers but also seek new ones to enlarge our business. Part One Usually, one can secure all the necessary information about a new customer with the help of the following channels:2. The Main Channels and Methods for Establishing Business Relations (1)banks;the chambers of commerce bo

19、th at home and abroad; the commercial counselors offices; advertisements in newspapers, magazines or on TV;self-introduction and the introduction from your business connections;the market investigations;inquiries received from the merchants abroad;The internet;Branch office representative abroadvhtt

20、p:// 國(guó)際商會(huì)v/ 中國(guó)國(guó)際商會(huì)vhttp:/ 中國(guó)商務(wù)部vhttp:/ 中國(guó)海關(guān)網(wǎng)v/ 美國(guó)商務(wù)部vhttp:/ 國(guó)際商報(bào)v/-WTOv/-IMFvhttp:/ 海關(guān)統(tǒng)計(jì)資訊網(wǎng)vhttp:/ 阿里巴巴vhttp:/ 中國(guó)駐美國(guó)大使館商務(wù)參贊處Part OneHaving obtained the desired names and addresses of the firms from any of the above sou

21、rces, you may start contacting the prospective customers. The main methods include: 2. The Main Channels and Methods for Establishing Business Relations (2)communication in writing; attendance at the export commodities fairs;contact at the exhibitions held at home or abroad;mutual visits by trade de

22、legations and groups.Of all the above methods, the first one is widely used in business activities.Part One 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-introductio

23、n,- indicating your desire to enter into business relations, or sometimes making general inquiries and expressing your expectation for cooperation or early reply, etc. 3. The Main Contents of a Letter for Establishing Business Relations vWhile for letters in reply to the letters requesting for busin

24、ess relations, the contents may include ：v-expressing your thanks for the incoming letter, v-expressing your agreement / desire/wish to establish business relations with the addressor ，v-and indicating the action you are going to take.Credit inquiryvBefore a write correspond with a new customer, he

25、should make credit investigations first. It may include:v-capital, financial status;v-capacity, business activity;v-character, honesty and integrity.Part TwoSteps/ContentsTypical ExpressionsFor letters requesting for the establishment of business relations1. Telling the prospective customers how and

26、 where their names and addresses are knownWe were very pleased to obtain your name from. （我們很高興從處獲得貴公司的名稱(chēng)。）We are delighted to learned from. that. （我很高興處得知）We have your name and address from. (我們從得知貴公司的名稱(chēng)和地址。)Through the courtesy of., we are given to understand that. 承蒙我們得知From，we know / have learne

27、d that(通過(guò)我們得知)Part TwoSteps/ContentsTypical ExpressionsOn the recommendation of ,we have learned that（通過(guò)推薦，我們得知）Your company has been kindly introduced to us by （把貴公司介紹給我們。）2. Self-introductionWe write to introduce ourselves to you as a.（作為,特來(lái)函自我介紹 ）Our lines are mainly. （我們主要從事）We are mainly dealin

28、g in. （我們主要從事）We have been engaged for many years in the line of.（我們已經(jīng)從事多年 ）Part TwoSteps/ContentsTypical Expressions2. Self-introductionAs you may know, we supply. （如貴公司所了解, 我們可供應(yīng)）We would like to take this opportunity to introduce ourselves as. （我們借此機(jī)會(huì)自我介紹,我們是）We would like to take the liberty of

29、introducing ourselves to you with a view to. （ 我們冒昧自薦,希望）Our corporation is specialized in. （本公司專(zhuān)營(yíng)）We handle various kinds of. （本公司經(jīng)營(yíng)各種）Part TwoSteps/ContentsTypical Expressions3. Indicating your purpose and desireWe are willing to. （我方愿意）We are now writing you for. （我們特致函)We are desirous of. (我方很希望

30、)With a view to., we. (本著的意愿, 我方)We are interested in. (我方有興趣)We need a regular supply of. ( 我方定期需要)We are in a position to supply. ( 9我方可供應(yīng)）We would be glad to. (我們將樂(lè)于)Part TwoSteps/ContentsTypical Expressions3. Indicating your purpose and desireWe now avail ourselves of this opportunity to. （我們借此機(jī)

31、會(huì)）If you need. , please (dont hesitate to) let us know. （如果你們需要,請(qǐng)(毫不猶豫)地告知我們 ）Should there be anything else we can do for you, please let us know. (如果我們還能為你們做些其他事情,請(qǐng)告知 )Should you require. please dont hesitate to contact us. （如果你們需要,請(qǐng)毫不猶豫地和我們聯(lián)系 ）4. Expressing your expectationWe look forward to recei

32、ving./hearing from you soon/in the near future. （ 希望盡快收到）Part TwoSteps/ContentsTypical Expressions4. Expressing your expectationYour early reply is appreciated./Any early reply would be highly appreciated. （非常感謝你們的早日答復(fù) )We are anticipating your answer./We await hearing from you.(盼復(fù) )Any further info

33、rmation you can provide will be appreciated. (對(duì)你們提供的進(jìn)一步信息,我們將非常感謝 )We hope this will be a good start for. (希望這是的良好開(kāi)端 )We would appreciate it/be grateful if you would.(如果貴公司我們將不勝感激 )We would sincerely appreciate it if you.(如果你們能,我們將衷心感謝 )Part TwoSteps/ContentsTypical ExpressionsFor letters in reply t

34、o the letters requesting for the establishment of business relations1. Expressing your thanks for the incoming letter or stating your letter-replying purposeThank you for your letter of. (感謝貴方的來(lái)函 )Thank you for your interest in. (感謝貴方對(duì)的興趣 )We have received with thanks. (已收悉, 謝謝!）Your letter of. has

35、been well received with thanks.（貴方的信已收悉, 謝謝!）Your letter expressing. has been received with thanks.（貴方關(guān)于的信已收悉, 謝謝!）We are thankful for your letter about/of.（謝謝你們關(guān)于的來(lái)信 ）Part TwoSteps/ContentsTypical Expressions2. Expressing your agreement /desire/ wishYour wish of. coincides with ours.（你們的愿望與我們的不謀而合

36、）This is also our desire. （這也是我們的愿望 )We shall be very glad to. ( 我們將很高興)Your suggestion of. was really a good thinking. (你們的建議確實(shí)是一個(gè)好主意 )3. Indicating the action you are going to takeWe are sending you. (我們將給貴方寄去）We shall be glad to have your. （我們將很高興得到貴方的）As requested, we are airmailing to you.(按要求,

37、我們特此給您寄去）Enclosed is/are our./We enclose our.（ 隨函附寄）Part TwoSteps/ContentsTypical ExpressionsFor letters making credit inquiry.(資信調(diào)查）資信調(diào)查）Telling your recipients the information source of your credit status.(usually mentioned in the letters of establishing business relationship) Our banks are the ba

38、nk of ., they can provide you information about our business and finances.For our credit standing, please refer to the following bank.As to our standing, we are permitted to mention the bank of .as a reference.Part TwoSteps/ContentsTypical ExpressionsFor letters making credit inquiry to banks or oth

39、er institution1. Telling where and how you obtain their name and addressYour name has been given to us as a credit reference by . who wants to start business with us.Messers. J. Smith Co. Ltd. have given us your name as a reference.We have received an order for US$50,000 of goods from. and they have

40、 given us your bank as a reference.Part TwoSteps/ContentsTypical Expressions2. Expressing your desireWe would be highly obliged if you could let us have your opinion on the reputation and financial standing of .We shall be appreciated if you would advise us whether they are of good reputation.We wis

41、h to know if they are good for such amount and in everyway trustworthy and reliable. We shall be most grated for any information you give us.3. Expressing your appreciation and telling the information would be kept in confidentialAny information you given to us will be surely treated in strict confi

42、dence.We should of course treat as strict confidential any advice you give.Any information give will be highly appreciated and kept in strict confidence.Part TwoSteps/ContentsTypical ExpressionsFor letters in replying to credit inquiry letter.1. Expressing the acknowledge of the credit inquiry lette

43、rIn replying to your message of May 12 about the credit standing of ., we give you the following information you asked for.We have completed our investigations about the company mentioned in your letter of November 12 and .Part TwoSteps/ContentsTypical Expressions2. Telling the credit status of the

44、company inquiredThe company you mentioned is an old-established one who has been enjoying high reputation. They have a sound business standing with an excellent business turnover.We have been doing business with the company for many years and have found that they are very reliable and their financia

45、l status is sound.3. Stating the information should be kept in strict confidence and taking no responsibility to the enquirer.Our opinion is that they can be trusted to do business together. However, this is just our personal view and we assume no responsibility to your future business with them.We

46、trust that information we give is of course kept in strict confidence and we wont hold any responsibility on our part.Part ThreeExpressions (1) establish business relations / connections, enter into business relations / connections , 建立業(yè)務(wù)關(guān)系2. engage in.;handle.; deal in. ; specialize in.從事 經(jīng)營(yíng)(專(zhuān)營(yíng))3.

47、business line 業(yè)務(wù)范圍4. Please (dont hesitate to) let us (sb.) know;Please inform us (sb.). 務(wù)請(qǐng)告知5. We would appreciate it/be grateful if you would. 如蒙我們將不勝感激 6. The enclosed is/are.;We enclose . ; Hereby we enclose 隨函附寄;茲附寄Enclosed please find. ;Enclosed you will find 隨函附上,請(qǐng)查收 7. for ones information/r

48、eference (only) (僅)供參考 for ones file/record ;for ones perusal (僅)供某人存檔/ 記錄；供某人審閱 8. Regarding ; with reference to; with regard to ; referring to ; concerning ; as to 關(guān)于，就而言 9. concerning, about, regarding, with regard to., as to. 關(guān)于 10. at your end, in your place/area/district 在你處/地Expressions (2)Pa

49、rt ThreeExpressions (3)11. according to, in compliance with, in accordance with, in conformity with按照12. conclude/close the business/transaction/deal 達(dá)成交易13. do business with, deal with, trade with 與做生意 as requested / do sth . Upon sbs. request. 按要求; 應(yīng)某人的要求做某事 with a view to sth . / doing sth. ; wit

50、h the view of sth. 本著做的 / 意愿 ，希望，以為宗旨（表明目的）16. Through the courtesy of 承蒙的介紹、關(guān)照17. In reply to / in response to 答復(fù)Part ThreeTypical Sentences (1) We are very pleased to obtain your name from the Industrial Chambers. (2) On the recommendation of Messrs. Harvey & Co., we have learned with pleasure

51、 the name of your firm. (3) Through the courtesy of Mr. Freemen, we are given to understand that you are one of the leading importers of electronic goods in your area and wish to enter into business relations with us. (4) We have your name and address from “The Journal of Commerce”.Part ThreeTypical

52、 Sentences (1) We are one of the leading importers of ceramic products in America. Wed like to establish business relationship with your corporation. (2) We are a state-operated corporation, handling the export of animal by-products and we are willing to enter into business relations with your firm.

53、 (3) This is to introduce the Pacific Corporation as an exporter of light industrial products having business relations with more than 80 countries in the world. 2. Introducing briefly the business scope of your firm.（簡(jiǎn)要介紹自己的業(yè)務(wù)）（簡(jiǎn)要介紹自己的業(yè)務(wù)）Part ThreeTypical Sentences (4) We take the opportunity to in

54、troduce ourselves as a large importer of fertilizers in our country. (5) We take the liberty of introducing ourselves to you with a view to doing business with you. (6) Our cooperation is specialized in the export of Chinese food products. The products sell well in various countries.(7) Our lines ar

55、e mainly various kinds of electronic products, and we have offices or representatives in all major cities and towns in Japan. 2. Introducing briefly the business scope of your firm.（概要介紹自己的業(yè)務(wù)）（概要介紹自己的業(yè)務(wù)）Part ThreeTypical Sentences (1) We foresee a bright prospect for your products in our market. We

56、express our desire to establish business relations with your firm. (2) Should you require any further information / details / particulars, please dont hesitate to let us know. (3) Since we specialize in the export of Chinese food stuffs, we wish to express our desire to trade with you in this line.

57、Stating your desire, purpose and expectation simply, clearly, and concisely.(4) As the items falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you. (5) We hope this will be good start for a long and profitable business relation. (6) W

58、e are convinced that our joint business efforts can be developed to our mutual benefit. Part ThreeTypical Sentences (1) Your letter expressing the hope of entering into business connections with us has been received with thanks. (2) We acknowledge with thanks the receipt of your letter of September

59、10 ,2010. (3) Your letter of October 21, 2010, addressed to our sister corporation in Shanghai has been received with thanks. (4) As requested, we are airmailing to you , under separate cover ,a sample each of Article Numbers 1025 and 1026 for your reference. 4. Sentences used in replying letters.（復(fù)

60、函用句）（復(fù)函用句） (5) A booklet including a general introduction, the scope of business and other topics is enclosed for your reference. (6) If you have interest in establishing business relations with us in this line, please let us know your specific requirements. We will be pleased to forward samples, catalogues as well as detailed information. (7) We assure you that we will give our b