Chapter II Establishing Business Relations建立业务关系
Teaching Objectives
Know where to obtain the information about the merchants in foreign countries Know the essential components of a letter to establish business relations Many typicalsentences and expressions in writing such letters Sequence of International Trade
Step 1: Preparation: market investigation → E.B.R
Step 2: Negotiation: inquiry→offer→counter-offer→counter-counter-offer→order→acceptance &contract
Step3: Fulfillment of contract: L/C→packing, shipment, insurance, inspection, documents→ship→complaints, claims & adjustments
In international trade, one may establish business relations through the following channels: 1． Banks银行〈了解给公司的信用度，经营领域等〉2 Chamber of Commerce商会 2． 3．Business associate of the same Trade 4。 Commercial Counselor’s Office
Trade Directory Advertisements Exhibitions and Trade fairs Commercial
Office of a Foreign Embassy Market survey Recommendation by a business friend or a client Other sources: internet
Writing Principles 1) Outline:
a. The source of information
b. Self-introduction (Generally, it includes two parts: the introduction of the company and business scope)
c. The intention of writing the letter (to establish business relations) d. Closing sentence: Express thehope for future cooperation 2) Requirements
a. Complete: specific name, price & specification of items b. Concise: as short as possible c. Clear Sample
1. The Source of Information
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. 我们从贵国驻京使馆商务参赞处得悉贵公司行名及地址，现特致函与贵公司建立业务关系。
We have obtained / come to know / heard / learned / indebted your name and address
from our embassy in your country.
We owe your name and address / fax number / postcode / business scope / products / E-mail address to China Council for the Promotion of International Trade in Beijing. 2) We have learned by courtesy of Mr. Green that you are one of the leading importers of Chinese chemicals in your country.
承蒙格林先生介绍，我们得知你们是贵国的中国化工产品的主要进口商之一。 We understood from … / through the courtesy of … / on the recommendation of … /after contacting your trade delegation that you are….
Through the courtesy of Mr. Freeman, we are given to understand that you are the
leading importer of electric goods in your area.
3) Your firm has been recommended to us by Bank of China in Beijing. 在北京的中国银行已把贵公司介绍给我们了。
Your name has been (kindly) recommended / introduced / suggested / brought forward / given to us by Citibank, Shenzhen office.
4) We have the pleasure of introducing 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。
We have the pleasure to introduce / take pleasure in introducing / take the liberty of introducing / avail the import and export of Textiles for more than 20 years. 2. The intention of writing the letter1) We are willing 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贵公司建立业务关系。
We are willing / desirous / glad / more than pleased / keen 热心的渴望的/ ready / eager / anxious to establish business relations with you.
We are pleased to establish a direct trade connection (relations) / enter into business activities / have an opportunity of cooperating / explore the possibility of developing trade with you.
2) Being closely connected with reliable suppliers 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，能与贵公司做可观的出口生意。 2. The intention of writing the letter
2) Being closely connected with reliable suppliers 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，能与贵公司做可观的出口生意。
Being closely connected with reliable suppliers / wholesalers 批发商/ customers / manufacturers / distributors / dealers / clients here, we shall be able to… 3) It is hoped that by our joint efforts we can promote business as well as friendship. 希望通过共同努力，我们既可促进贸易又能增进友谊。
It is hoped that by even a bigger effort/through our endeavors 努力/ on the basis of equality / to our mutual benefit / for our common interests / to the advantage of our two firms we can 3. Self-introduction
1) 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，并感谢驻维也纳的中国使馆向我们提供了你们的行名。
We are thankful / grateful / obliged感激的 / indebted感激的 to … for … 2) Specializing in the export of Chinese arts and 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。
Specializing / Being experienced / Having been for years / Dealing exclusively in …, we express our desire to… 介绍产品常用句型
我们的产品规格齐全。Our products are complete in specifications
我们的产品物美价廉。Our products are excellent in quality and low in price. 我们的产品美观耐用。Our products are attractive and durable 我们的产品畅销全球。Our products sell well all over the world.
我们的产品在同类产品中名列榜首。Our products rank first among similar products.
我们的产品在世界市场上享有盛誉。Our products enjoy high reputation in the world market.
我们的产品很受欢迎。Our products enjoy high popularity.
这是这类产品中最畅销的产品。This is the best-selling item in this line.
4. Closing sentence
1) We look forward to your favorable reply. 等候佳音
We await等待 为什么作准备 / appreciate / expect / anticipate / hope to receive your favorable reply.
2) We shall be grateful if you will reply at an early date. 敬请早日答复，将不胜感激。 We should be obliged / glad / thankful if you would reply at an early date. We should be appreciative of your early reply. Closing sentence
3) Your early reply will be highly appreciated. 如蒙早日答复，将不胜感激。
Your early reply/prompt attention/immediate response/favorable answer/further
instructions/wholehearted cooperation will be greatly appreciated. Usage of “Appreciate” ：
We greatly appreciate your timely help. We shall appreciate hearing from you again.
We are appreciative of your giving this matter your immediate attention.
4) Enclosed please find the catalogue and price list of our commodities now available for export for your reference参考. Samples will be sent by airmail to you upon receipt your specific inquiry.
