1. Chapter Two Establishing Business Relations

2. Review Let’s review what we learnt last time together!

3. Learning Objectives 学习目标 By learning this chapter you will be able to: Understand the necessity of writing letters of establishing business relations; Know the characteristics of writing letters of establishing business relations; Know various kinds of business relations in business world. Learning Objectives 学习目标

4. Warming-up Questions Q1: If you are a new comer in foreign trade business, then how can you start your business? Q2: Do you know how many main steps in the foreign trade business ?

5. 1. Here are some usual ways: take use of banks, chamber of commerce, trade directory, advertisements, commercial counsellor’s officer, friends in business circles, self- introduction, etc. Answers to Questions

6. 2. The main steps in the foreign trade business are generally made up of the following parts: establish -ing business relation, credit and inquiry, inquiry and offer, on price, ordering, terms of payment, ship- ments, contract, insurance, claims and arbitration, agency, etc.

7. periodical n. 期刊 investigation n. 调查 mutual adj. 相互的 emphatically adv. 强调地 catalogue n. 目录 commodity n. 商品 cordially adv. 诚恳地 courteously adv. 礼貌地 reputation n. 名誉， 信誉 reliable adj. 可靠的 transaction n. 业务, 生意 proceed v. 进行 extensive adj. 广泛的 connection(s) n. 关系，联系 intention n. 目的，意图 liaison n. 联络 integrity n. 诚实，正直，廉洁 financial position or standing 资信状况 prospective adj. 有前景的 potential adj. 潜在的 New Words and Expressions

8. brochure n. 小册子 congratulation n. 祝贺 recognition n. 认识 target v. 以 …… 为目标 initial adj. 最初的, 初期的 illustrate v. 说明，带插图 preference n. 偏爱, 爱好 inspection n. 检验 confident adj. 相信的 assistance n. 帮助 favorable adj. 优惠的 specific adj. 具体的 consign v. 委托，托送 quotation n. 报价 genuine adj. 真的 transact v. 进行，处理 significant adj. 重要的 forward v. 运送，寄送 bankers n. 开户银行 New Words and Expressions

9. As we know, no customers, no business. We should try by all means to seek for new connections and then establish and maintain good business relation with them. This unit deals mainly with the establishment of business relation and credit inquires. Through the study of this unit, students will be able to write letters on establishing business relation and inquiring about new customers’ credit status. General Introduction

10. The structure of correspondence about establishing business relation Writing Skills

11. Rules of writing letters of establishing business relations The letter of establishing business relations is based on “equality and mutual benefits” and the writing purpose is to obtain “the good impression”. In your letter let the reader know bout it. Whatever result it is, the letter should be written in a sincere, friendly and considerate tone.

12. 1.The letter should be concrete, not too long. long. 2. Try to avoid grammatical errors. 3. The information you offer in the letter should be concrete and credible. should be concrete and credible. 4. The format and layout should be standardized and printed neatly. standardized and printed neatly. Here are some guideline:

13. How to write to prospective clients A: When writing to a prospective client in order to establish a business relationship, the following contents should be included in the letter:

14. 1. The purpose of your letter. 2. The nature of your company’s business: agent, exporter, importer, or manufacturer, and your commercial standing. 3. As an exporter, you should describe emphatically the quality of your products. If available, a brief introduction to your company, your catalogue, price list etc. should be enclosed. 4. As an importer, what commodities you want to buy and sell and your sales potential as well. 5. Your terms of transaction, terms of payment etc.

15. How to write to prospective clients B: The replies to these letters generally include two kinds :

16. a. express thanks for the incoming letter b. reply to the request in the incoming letter c. express hope for doing business as early as possible 1.When the receiver agrees to establish business relations, he informs his addressee of the following:

17. a. express thanks for the incoming letter b. express regret for not being able to establish business relations c. state your reasons d. express your expectation of cooperation 2. When the receiver doesn’t agree to establish business relations, he informs his addressee of the following:

18. June 3, 20… Sussex House Newell Street Birmingham C25 3EL United Kingdom Dear Sirs, We are the leading exporter of long- standing and high reputation, dealing in all kinds of Chinese textiles, especially Specimen Letter

19. Chinese Printed Shirting. We are planning to extend our business activities to our neighboring countries and would be most grateful if you could provide us with a list of reliable business firms in your area which might be interested in our products. We are confident that with our experience in this line for more than 15 years, we can give our customers complete satisfaction.

20. As to our financial and business standing, please refer you to the Bank of China and the Chamber of Commerce in Shanghai. Your assistance will be greatly appreciated, and we look forward to your early reply. Yours faithfully, Marley Richler

21. 亲爱的先生： 我公司是信誉卓著的主要出口商，长期经营各 种各样的中国产品，尤其是印花细布。 我们计划把业务关系扩展向其他临国。如果你方 能够提供贵公司所在地区对我方产品有兴趣的可靠 的客户名录，我方将不胜感激。我们拥有超过 15 年 经营该类产品的经验，我们有信心满足顾客的要求。 有关我们的资信和业务状况，请向中国银行和上 海商会查询。 如果你方能尽早回复，我们将不胜感激。 您忠诚的, ( 签名） Reference Translation

22. Specimen Letter 19 March, 2006 Patel Clothing Ltd. 64 Delhi road Bombay India Dear Sirs, We obtained your name and address from the

23. international internet in June 2006 and we come to know that you are interested in Chinese textile products. Now we are writing to you to hope establish business relations with you. We are a state-owned company dealing specially with the export of linen/cotton mixed fabric. Our product hold high reputation by the clients in the world wide with the high quality and favorable price. We are in a position to accept orders according to the customer's

24. samples. In the customer's samples, request about the assorted pattern, specification and package of the needed goods can be indicated particularly. In order to give you a general idea of various kinds of the linen/cotton mixed fabric we are handling, we are airmailing you under separate cover our latest catalogue for your reference. Please let us know immediately if you are

25. interested in our products. We will send you our price list and sample to you as soon as we receive your specific inquiry. We look forward to your early reply. Yours faithfully, Jerry Managing Director

26. Reference Translation 亲爱的先生： 2006 年 6 月我们从国际互联网络上得悉贵 公司的名称和地址，并了解贵方对中国的纺 织产品感兴趣，现写信意在建立友好业务关 系。 我们是一家国营公司，专门经营棉麻交 织布出口业务。由于公司的产品质量高，价 格优惠，因此 ， 在世界各地的客户中享有较 高声誉。

27. 我们能接受顾客的来样订货，来样中可 具体需要产品的花样图案，规格及包装装 潢的要求。 为使你方对我各类台布有大致的了解， 我们另航寄最新的目录供参考。如果你方 对产品有兴趣，请尽快通知我方。一俟收 到你方具体询盘，即寄送报价单和样本。 盼早复。

28. F Useful Expressions 2 2 3 3 on Establishing Business Relations All kinds of dress materials fall within the scope of our business activity. 各种衣料属于我们的经营范围之内。 All kinds of dress materials fall within the scope of our business activity. 各种衣料属于我们的经营范围之内。 We have learned from the website alibaba that you are in the market for textile.alibaba 我们从阿里巴巴网站上得知你方欲购买纺织品。 We have learned from the website alibaba that you are in the market for textile.alibaba 我们从阿里巴巴网站上得知你方欲购买纺织品。 1 1 To give you a general idea of the products we handle we enclose a complete set of leaflets showing specifications and means of packing. 为了使你对我们经营的产品有一个概念，兹附上一 整套注有规格和包装的活页说明书。 To give you a general idea of the products we handle we enclose a complete set of leaflets showing specifications and means of packing. 为了使你对我们经营的产品有一个概念，兹附上一 整套注有规格和包装的活页说明书。

29. 5 5 6 6 Our products are excellent in quality and low in price. They are the best-selling items in this line. 我们的产品物美价廉，它们是同类产品中卖得最好 的。 Our products are excellent in quality and low in price. They are the best-selling items in this line. 我们的产品物美价廉，它们是同类产品中卖得最好 的。 Our products are not only attractive and durable but also complete in specification. 我们的产品不仅美观耐用而且规格齐全。 Our products are not only attractive and durable but also complete in specification. 我们的产品不仅美观耐用而且规格齐全。 4 4 In compliance with your request, we are sending you a range of cut samples of our cotton piece goods. We hope they will arrive in time and be found to your satisfaction. 遵照你 方要求，我们正寄上一套布匹剪样。希望这些样品 能及时到达，并使你满意。

30. 8 8 We have been having a good sale of three-piece suit and are desirous of expanding our market to your country. 我们的三件套一直很畅销，而我们想要在贵 国扩展敝公司的经营市场。 We have been having a good sale of three-piece suit and are desirous of expanding our market to your country. 我们的三件套一直很畅销，而我们想要在贵 国扩展敝公司的经营市场。 7 7 We are one of the leading exporters of Chinese corduroy goods and are enjoying an excellent reputation through fifty years’ business experience. 我公司是中国灯心绒产品大出口商之一，具 有五十年商贸经验，享誉中外。 We are one of the leading exporters of Chinese corduroy goods and are enjoying an excellent reputation through fifty years’ business experience. 我公司是中国灯心绒产品大出口商之一，具 有五十年商贸经验，享誉中外。

31. 10 In doing business with the customers from various parts of the world, we always adhere to the principle of equality, mutual benefit and exchanging what one has for what one needs, thus, by joint efforts, to promote both business and friendship to our mutual advantage. 我们与世界各地顾客进行的贸易都遵循平等互利、 互通有无的原则，并通过双方的共同努力，不仅促 进业务，而且增进友谊。 In doing business with the customers from various parts of the world, we always adhere to the principle of equality, mutual benefit and exchanging what one has for what one needs, thus, by joint efforts, to promote both business and friendship to our mutual advantage. 我们与世界各地顾客进行的贸易都遵循平等互利、 互通有无的原则，并通过双方的共同努力，不仅促 进业务，而且增进友谊。 9 9 To respect the local custom of the buying country is one important aspect of China's foreign policy. 尊重买方国家的风俗习惯是我国贸易政策的一个重 要方面。 To respect the local custom of the buying country is one important aspect of China's foreign policy. 尊重买方国家的风俗习惯是我国贸易政策的一个重 要方面。

32. In this chapter, we are beginning to learn the steps to enter into business world. The first step is seeking for new customers. And in this lesson, we are mainly discussing how to express yourself and introduce yourselves,including your company to the firm you want to do business with. We should also recite these important phrases and sentence patterns learnt in this class, because the first impression is given through your first letter to your customer. Summary

33. Homework a.Finish the exercisesFinish the exercises on page … b. Writing practice

34. Thanks for your attention! Byebye