2. International Business Correspondence By: Peter Ye

3. Unit 2 Establish Business Relations

4. Main contents Part 1 Seek new customers Part 2 Establish business relations Part 3 Letter writing of establishing business relations Part 4 Key words and preposition

5. Important point How to write a letter of establishing business relations?

6. Review Questions What are the optional parts of a business letter? We are in the market for Chinese textile. Payable by draft at sight (sight draft) Please send us catalogue at your earliest convenience. The goods are to be packed at seller’s option.

7. Part 1 Seeking New Customers Foreign Trade is vital to the modern society. (financial tsunami) The first step to expand business is:  To find a new customer abroad;  And enter into trade relations

8. Who will be your potential client?

9. Banks( 银行 ) Advertisement （广告） Chambers of commerce （商会） Trade directory （贸易行名录） Commercial counselor’s office （商务参赞处） Business houses of the same trade ( 商行 ) Export commodities fairs （商品交易会） Internet （网络） Market investigation, etc. （市场调研） Channels to obtain information of foreign firms

10. Part 2 Establish business relations Potential customer Letter sent to him or her. Establish business relations

11. Outline of the Body in a Letter 1. Opening sentence : Where and from whom you got the name, address and Hope to establish business relations. 2. Actual message : A brief self-introduction of your firm, including business scope, financial standing and some necessary reference. 3. Closing sentence : an early reply from the new customer.

12. Where and from whom you got the name, etc. We have learned from the Commercial Counselor’s Office of our Embassy in your country that you are interested in Chinese handcraft. We obtained your name and address from the internet. Our market survey showed that you are the largest importer of cases and bags in Egypt.

13. Your aims. In order to expand our products into South America, we are writing to you to seek cooperate possibility. We are writing to you to establish long-term trade relations with you. We wish to express our desire to enter into business relationship with you.

14. Your self-introduction We are a leading company with many years’ experience in machinery export business. We enjoy a good reputation internationally in the circle of textile. A credible sales network has been set up and we have our regular clients from over 100 countries and regions worldwide.

15. Product introduction Our products are enjoying popularity in Asian market. To give you a general idea of our products, we are enclosing our catalogue for your reference. Art. No. 76 is our newly launched one with superb quality, fashionable design, and competitive price.

16. Closing sentence Your comments on our products or any information on your market demand will be really appreciated. We are looking forward to your specific inquiries. Looking forward to your early reply.

17. Useful Sentences 1, We are given to understand that you are potential buyers of Chinese porcelain ( 陶瓷 ), which comes within the scope of our business activities. 2, We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you. 3, We are willing to enter into business relations with your firm on the basis of equality and mutual benefit. 4, Your desire to establish business relations with us coincides with ours. 5 To acquaint you with the Electric Fans we handle, we are enclosing the price-list and catalogue for your reference.

18. Specimen letters(page 14) Dear Sirs, From the E-mail sent back by our Toronto Office, we know that you are one of the firms of good standing and reliability in Toronto and are particularly interested in the export of various papers to China.

19. By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed matters for reference. Of recent years, we have done much business with the largest and most prominent houses in your district. As is well known to you, the possibilities of importing the foreign products are very great here, especially as we are now developing our economy.

20. We are confident that we shall be able to give you big orders if you would cooperate with us on delivery, price and quality. We look forward to establishing a friendly relationship with you soon. Yours faithfully,

21. Dear Sirs, From your letter of May 8, we are glad to learn that you wish to enter into trade relations with this corporation in the line of various papers. In compliance with your request, we are sending you by air a catalog together with a range of pamphlets for your reference. Reply

22. If any of the items listed in the catalog meets your interest, please let us have your specific enquiry, and our quotation will be forwarded without delay. In the meantime, we hope you will tell us the name of your bank prior to the conclusion of the first transaction between us. Yours truly,

23. Key Words business n. 1. 商业；贸易；业务 We have done business with ABC Company for many years.

24. 2. 交易；买卖 （不可数名词） Business has been closed at this price. We are not sure of the business possibility.

25. 3. 工商企业；公司；商行（可数名词） There are many businesses engaged in the trade. Businesses are less optimistic about economic prospects.

26. deal n. 交易 (=transaction) （可数名词） We believe we can put the deal through.

27. v. 1.deal in 经营 (=trade in, handle) This firm deals in furs. We deal in chemicals, while they handle foodstuffs for export.

28. deal with 与 … 打交道；与 … 做生意；处理某 事 Some businessmen are hard to deal with. Please deal with the order carefully.

29. transact vi. vt. 办理；执行；做交易 We are prepared to transact business only on these terms.

30. transaction n. 处理；交易（可数名词） Leave the transaction of the matter to your secretary. For large transactions we suggest payment by sight L/C.

31. In In the market In transit In large quantities Delay in shipment Packed in cartons

32. Useful phrases Wide in range Fine in quality Moderate in price Novel in design Beautiful in patterns Elegant in style Matching in color Skillful in workmanship 种类繁多 质地优良 价格公道 设计新颖 式样优美 款式雅致 色泽和谐 做工讲究

33. Appendix 公司企业常见部门名称英文 总公司 Head Office 分公司 Branch Office 营业部 Business Office 人事部 Personnel Department 人力资源部 : Human Resources Department 研发部 Research and Development Department(R&D) 秘书室 Secretarial Pool

34. Supplement 总务部 General Affairs Department 财务部 General Accounting Department 销售部 Sales Department 促销部 Sales Promotion Department 国际部 International Department 出口部 Export Department 进口部 Import Department 公关部 Public Relations Department 广告部 Advertising Department 企划部 Planning Department 产品开发部 Product Development Department

35. Homework  How to introduce yourself and your product in the process of establishing business relations?

36. THANK YOU