1. Establishing Business Relations

2. Suggestions for developing effective sentences  1. Emphasize Short Sentences.Emphasize Short Sentences.  2. Determine Emphasis in Sentence Design.Determine Emphasis in Sentence Design.  3.Give the Sentence Unity.Give the Sentence Unity.  4. Avoid Sentence Faults.Avoid Sentence Faults.

3. Emphasize Short Sentences  1) Limiting Sentence Content  2) Economizing on Words  Avoid cluttering phrases. Avoid cluttering phrases.  Eliminate surplus words. Eliminate surplus words.  Avoid unnecessary repetition of words or ideas.Avoid unnecessary repetition of words or ideas.

4. Avoid cluttering phrases.  at the present timenow  for the purpose offor  for the reason thatsince, because  in view of the fact thatsince. because  with a view to to  with regard to/  with reference to about

5. Eliminate surplus words  There are five rules that should be observed.  Five rules should be observed.  In the period between June and August they found the error.  Between June and August they found the error.

6. Avoid unnecessary repetition of words or ideas  The consensus of opinion is that the tax is unfair.  The consensus is that the tax is unfair.  Please endorse your name on the back of this check.  Please endorse this check.

7. Determine Emphasis in Sentence Design  a) The company earned profit. The profit occurred in spite of the price rise in raw materials.  b) Although there was price rise in raw materials last year, the company earned profit.  c) The company suffered from price rise in materials last years although it earned profit.

8. Give the Sentence Unity  Avoid the error of putting unrelated ideas in a sentence.  Avoid putting excessive detail into one sentence.  Avoid illogical constructions.

9. Avoid Sentence Faults  Avoid fragments. Avoid fragments.  Avoid comma splices. Avoid comma splices.  Avoid run-on sentences. Avoid run-on sentences.

10. Avoid fragments  A sentence fragment lacks either a subject (Actor) or verb (Action).  My research report in business communication took a long time to prepare. And turned out badly.  My research report in business communication took a long time to prepare but it turned out badly.

11. Avoid comma splices  A comma splice results when two sentences are incorrectly joined or spliced together with a comma.  Profits were down in 1993, the Board blamed the recession.  Profits were down in 1998. The Board blamed the recession.

12. Avoid run-on sentences  A run-on sentence joins two complete thoughts without proper punctuation.  Employees want to keep their jobs they will work hard for promotions.  Employees want to keep their jobs. They will work hard for promotions.

13. You may obtain the general information about a prospective clients through the following channels:  1. Banks;  2. Chambers of commerce;  3. Advertisements in the media;  4. Commercial counselor’s office in foreign countries;  5. Exhibitions and trade affairs;  6. Internet.

14. When you write your first letter, you should tell your reader:  1. How you obtained his or her name and address;  2. Your desire to do business;  3. What you hope to buy or sell.

15. Patterns and Substitutions  1. We have your name and address from the Commercial Counselor’s Office of your embassy in Beijing and are now writing to you for the establishment of business relations.the Commercial Counselor’s Office embassy 我们从贵国驻京使馆商务参赞处得悉贵公司名称及 地址，现特致函与贵公司建立业务关系。

16. Patterns and Substitutions  We have obtained / learned your name and address from our embassy in your country.  We owe your name and address / fax number / business scope / email address to China Council for the Promotion of International Trade in Beijing.China Council for the Promotion of International Trade

17. Useful Expressions  the Commercial Counselor’s Office 商务参赞处 Sino New Zealand Economic and Trade the Commercial Counselor’s Office Sino New Zealand Economic and Trade  Embassy 大使馆  China Council for the Promotion of International Trade 中国国际贸易促进委 员会 China Council for the Promotion of International Trade

18. Patterns and Substitutions  We have learned by courtesy of Mr. Greenhow that your are one of the leading importers of Chinese chemicals and pharmaceuticals in your country.by courtesy of 承蒙格林豪先生介绍， 我们得知你们是贵国中国 化工产品和药品的主要进口商之一。

19. Patterns and Substitutions  We understood from the BOC Beijing / through the courtesy of CCOIC / on the recommendation of Asian Chem., Inc. / after contacting your trade delegation that you are one of the leading importers of Chinese Chemicals and Pharmaceuticals in your country.understood CCOIC

20. Useful Expressions  1. by courtesy of / through the courtesy of … 承 …… 的好意相告  2.understand vt. 获悉，听说  e.g. I understand from an authoritative source that the interest rate for the time deposit will go down next month. 我从权威机 构获悉，下月定期存款利率将下调。  3.CCOIC: China Chamber of International Commerce 中国国际商会

21. Patterns and Substitutions  2. We have the pleasure of introducing / wish to introduce ourselves to you as a state- owned corporation dealing exclusively in light industrial goods. 我们有幸自荐，我们是一 家专营轻工业品的国有公 司。

22. Patterns and Substitutions  We are the chief cigarette packing materials exporter in Austria and are thankful to the Chinese Embassy in Vienna for giving your name. 我们是奥地利主要的香烟原辅材料 出口商。感谢驻维也纳的中国使馆 向我们提供了你们的名称。

23. Patterns and Substitutions  3. Specializing / Being experienced / Dealing exclusively in the export of Chinese arts & crafts goods, we express our desire to trade with you in this line. 我们专门经营中国工艺美术品出口，愿与贵 方进行交易。

24. Patterns and Substitutions  We are willing / glad / pleased / keen / eager / ready to enter into business relations with your company on the basis of equality and mutual benefit. 我们愿在平等互利的基 础上与你公司建立业务 关系。

25. Patterns and Substitutions  We are pleased to establish a direct trade relations / enter into business activities / have an opportunity of cooperating / explore the possibility of developing trade with you.

26. Patterns and Substitutions  Being closely connected with reliable suppliers / wholesalers / customers / manufacturers / distributors / dealers / clients here, we shall be able to do considerable export business with you. 我公司与本地可靠的供应商联系密切，能与你公 司做可观的出口生意。

27. Patterns and Substitutions  4. We hope that by our joints efforts we can promote business as well as friendship.  We look forward to / expect / hope to receive / will appreciate your favorable reply.

28. Patterns and Substitutions  We shall be grateful if you will reply at an early date.  Your early reply / prompt attention / immediate response will be highly appreciated.

29. Translate the following letter into English  敬启者：  此地的中国银行海外部推荐贵公司为销售贵国的 轻工产品有意与中国公司建立业务关系。  我们请您寄给我们详细的资料及产品的价格，我 们将会很愉快地研究在我方市场的销售可能性。  盼回复。我们将认真考虑任何能带给我们双方业 务的建议。  诚挚问候。

30. Sample Letter  Dear Sirs,  The Foreign Department of the Bank of China here has recommended your corporation as being interested in establishing business relations with Chinese corporation to sell light industrial products of your country.

31. Sample Letter Continued  We invite you to send us details and prices of your products, and we shall gladly study the sales possibilities in our market.  We shall always be very happy to hear from you and will carefully consider any proposals likely to lead to business between us.  Yours truly,

32. Homework: Write a letter to a foreign company for establishing business relations covering the following contents:  1. the source of your information  2. your intention  3. your business scope  4. your expectation