1. Establishing Business Relations

2. Introduction Information Channels Chamber of Commerce at home and abroad Commercial counselor’s office Trade directories of various countries and regions Advertisement in media Exhibitions and trade fairs Marketing investigations Enquiries received from foreign merchants Mutual visit by trade delegations and groups Through the internet Self-introduction or introduction from his business connections

3. Points for Attention General Structure Opening sentence Purpose of contacting the company A self-introduction As a exporter: the quality of your products As a importer: the commodities you want to buy, the reference as to your firm’s financial position and business standing Complimentary closure

4. Letter Study

5. Sample (1) Dear Sirs, We owe your name and address to the Commercial Counselor’s Office of the Chinese Embassy in Pakistan, we are writing you in the hope of establishing business relations between us. We have been importers of arts & crafts for many years. At present, we are interested in various kinds of Chinese arts and crafts and would appreciate your catalogues and quotations. If you prices are in line with the world market, we believe we can conclude business. Your early reply will be appreciated. Yours truly, Nissim Picher General Manager

6. Sample (2) Dear Mr. Faulkner, Having obtained your name and address from Mr. Anderson & Co., Rotterdam, we wish to inform you that we specialize in both Industrial and Pharmaceutical Chemicals, and shall be pleased to enter into business relations with you. To give you a general idea of our products, we enclose a complete set of leaflets showing various products being handled by this corporation with detailed specifications and means of packing. Quotations and samples will be sent upon receipt of your specific inquires. If you are interested in our products, please contact us through the above address. We hope business will be concluded owing to our mutual efforts. We should be obliged if you should give us an early reply. Yours faithfully, Hu Dongsheng Manager

7. Sample (3) Dear Sirs, Having obtained your name and address from the newspaper we are writing to you with a view to establishing trading relations with you. We have been in the lines of electronic equipment for many years. At present, we are interested in various sorts of electronic equipment made in your country and should appreciate your catalogues and quotations. Should your price in line, we trust important business will be finalized. Your prompt reply would be appreciated. Yours faithfully, Lu Ming Manager

8. Sample 4 --- Reply Dear Sirs, We are glad to receive your letter of May 4, as the products you mentioned fall within the scope of our business activities, we shall be pleased to enter into direct business relations with you. To give you a general idea of our products now available for export, we enclose a pamphlet and a price list. Quotations will be air mailed to you upon receipt of your specific inquiry. We look forward to your favorable reply. Yours truly, Manager

9. Useful sentence menu-1 How to obtain the name and address of the company We owe your name and address to the Commercial Counselor’s Office…… Having obtained your name and address from Mr. Anderson & Co., Rotterdam…… We learned your name and address at/through…… Your name and address have been given/introduced to us by …… The American Consulate in Shanghai has advised us to get in touch with you concerning … … Your commercial counselor’s office had referred us to you for …… We wish to introduce ourselves to you as…… We are glad to send you this introductory letter, …… We take the liberty of writing to you with a view to …… Through the courtesy of Mr. White we have learned that…… We are indebted to Mr. White for your name and address and ……

10. Useful sentence menu-2 建立商务关系 establish business relations with enter into …… open up …… build up …… trade with us ……

11. Useful sentence menu-3 Self-introduction be one of the leading/large exporters or importers of …… specialize in …… be in the line of …… deal with handle cover be interested in ……

12. Useful sentence menu---Practice 从英国商会得知贵公司的名字和地址， 我们写信 以期与贵公司建立业务关系。 我们有幸自荐，我们是一家独家经营轻工业产品 的国营公司，希望能与贵公司建立业务关系。 我们冒昧写信以期与贵公司建立业务关系。 承蒙史密斯先生介绍，获悉贵公司是你地轻工业 产品的主要进口商。 我们非常乐意在平等互利，互通有无的基础上与 贵公司建立业务关系。 由于这些产品属于我方经营范围，我们很高兴与 你方建立业务关系。

13. Useful sentence menu ---practice 从英国商会得知贵公司的名字和地址， 我们写信以期与贵公司建立业务关系。 Your name and address have been given to us by the British Chamber of Commerce, we are writing to establish business relations with you. 我们有幸自荐，我们是一家独家经营轻工业产品的国营公司，希望能与贵公 司建立业务关系。 We wish to introduce ourselves to you as a state-opened corporation dealing exclusively in light industrial goods, hoping that you would like to enter into business relations with us. 我们冒昧写信以期与贵公司建立业务关系。 We take the liberty of writing to you with a view to building up relations with your company. 承蒙史密斯先生介绍，获悉贵公司是你地轻工业产品的主要进口商。 Through the courtesy of Mr.Smith we have learned that you are one of the leading importers of Light Industrial in your area. 我们非常乐意在平等互利，互通有无的基础上与贵公司建立业务关系。 We are writing to enter into business relations with you on the basis of equality, mutual benefit and exchanging what one has for what one needs. 由于这些产品属于我方经营范围，我们很高兴与你方建立业务关系。 As this items falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you.

14. Writing Practice ---1 我们在ＡＢＣ公司获得了贵公司的名称和 地址，希望和你们建立贸易关系．我们一 直在进口工艺品，目前我们对中国的工艺 品很感兴趣，很希望获得你们的目录和报 价．

15. Dear Sirs, Having obtained your name and address from ABC Company, we are writing you in the hope of establishing business relations between us. We have been importers of arts & crafts for many years. We are interested in Chinese arts and crafts, and would appreciate your catalogues and quotations. If your prices are in line, we trust important business can be materialized. Yours faithfully, ****

16. Writing Practice---2 我们市场调查发现贵公司是棉布大买 主．我们是北京地区最大的棉布经销商， 非常希望建立贸易关系．随信寄上商品小 册子和价格表一分．一收到具体的询价函， 我们将立即航邮报价单和样品簿．

17. Dear Sirs, Our market survey inform us that you a big buyer of cotton piece goods. We are one of the biggest suppliers in Beijing in this line, and wish to establish direct business relations with you for exporting to you. In order to give you a general idea of the varieties our goods for export, we enclose a brochure and a price list. You will receive our quotations and sample books by airmail when we have your specific inquiry. (upon receipt of your specific inquiry) We look forward to your favorable reply. Your faithfully, ****