Unit EightEstablishing Business Relations2021/5/251Contents of this unitpChannelsofinformationaboutpotentialcustomerspStructuresof“startletter”pSpecimenpUsefulexpressions2021/5/252Why firms establish business relationpNo customer, No businesspNew customer, New Business2021/5/253Where to find potential customersp1. The commercial counselors office of the embassy in foreign countries 大使馆驻国外商务参赞处大使馆驻国外商务参赞处p2. China Council for Promotion of International Trade (CCPIT)p中国国际贸易促进委员会（中国国际贸易促进委员会（1952-）p3.Overseas Chamber of Commerce 海外商会海外商会pChina Chamber of International Commerce (CCOIC)p中国国际商会（中国国际商会（1988-）p4. Trade Union (Directory) 贸易行会（名录）贸易行会（名录）p5. Business Houses of the same trade 同业商行同业商行2021/5/254Where to find potential customersp6.ExhibitionsandTradefairs交易会p广交会(1957-)Guangzhou,Spring&Autumnp ChinaImportandExportFair(CantonFair)p高交会(1999-)ShenzhenpChinaHigh-techFair(CHTF)p投洽会(1987-)XiamenpChinaInternationalFairforInvestmentandTrade2021/5/255Where to find potential customersp7. Advertisements in the media 媒体广告媒体广告pPublications, eg. Public Commerce Information Service (published by the Ministry of Commerce, P. R. China)pInternet, eg. http:/www.mofcom.gov.cn/, http:/china.alibaba.com p8. Banks 银行银行p9. Market survey/research 市场调研市场调研p10. other channels2021/5/256What is to be included in such letters (structures of start letters)p1. Source of information -howdoyougethisname&address?p2. Purpose of writing-expressyourdesiretoenterintobusinessrelationswiththefirm.p3. Product introduction and Company profile-introducewhoareyou,includingfirmsbusinessscope,financialpositionandintegrity.p4. A pushing end-expressyourexpectationofcooperationandanearlyreply.2021/5/257How to write such lettersRememberpPrinciplesofgoodcommunicationpMainpartsofbusinessletterspFormatofbusinessletterspSpecimenletters(refertotextbook)2021/5/258China National Import & Export Corp.Beijing BranchBeijing, China(theletterhead:sendersaddress)January4,2005(thedate)B.Wallace&.Co.236St.LouisStreetCroydon,England(insideaddress:theaddressoftherecipient)DearSirs：(salutation)2021/5/259WehaveobtainedyournameandaddressfromSimpson&Co.Ltd.,London,England.Asyouareinthelineofcottonpiecegoods,wearewritingtoenquirewhetheryouarewillingtoenterintobusinessrelationswithus.Weareastate-ownedcorporationspecializingintheexportoftheaboveitems.Togiveyouageneralideaofourproductsweencloseabrochureandasample-cuttingbooklet.Weshallsendyouquotationsoncewegetyourspecificenquiry.2021/5/2510Welookforwardtohearingfromyousoon.Yoursfaithfully(complimentaryclose)ChinaNationalImport&ExportCorp.Enclosures:1brochure1sample-cuttingbooklet2021/5/2511ExplanationoftheletterpA. WehaveobtainedyournameandaddressfromSimpson&Co.Ltd.,London,England.p我们从英国伦敦Simpson有限责任公司那里得到贵公司的商号和地址。p1.Simpson&Co.Ltd.pCo.Ltd有限责任公司pState-owned/state-operatedcompanyp国有/国营企业pPrivatefirms私有企业2021/5/2512Explanationoftheletterp2.(have)obtained/gotyournameandaddressfrom/through从获知贵公司名址pOtherexpressionspWehave(learnt)yournameandaddressfrompYournameandaddresshavebeenrecommended/introducedtousbypWeoweyournameandaddresstopThroughthecourtesyofpAtthesuggestion/Ontherecommendationof2021/5/2513pB. Asyouareinthelineofcottonpiecegoods,wearewritingtoenquirewhetheryouarewillingtoenterintobusinessrelationswithus.p由于贵公司是经营棉布的，现特致此函，以询问是否愿意与我们建立业务联系。p1.line:business,profession,trade行业,职业pbeinthelineofentertainment/cottonpiecegoodsp从事娱乐行业/经营棉布业potherexpressions:pSth.isinourline.pSth.fallswithinourbusinessactivities.pSthliewithinthescopeofourbusinessactivities.Explanationoftheletter2021/5/2514Explanationoftheletterp2.enterintobusinessrelationswithp与建立业务联系establish/enterinto/openup/buildbusinessrelationsrestore/cement/present/improve/promote/enlarge/speedup/interruptbusinessrelations恢复/巩固/保持/改善/促进/扩大/加快/中断业务关系2021/5/2515ExplanationoftheletterpOtherexpressionspWewritingtoyouinthehopeofbuildingbusinessrelationswithyouonthebasisofequalityandmutualbenefit.pWeavailourselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationswithyou.pWehavethepleasureofwritingthislettertoyouinthehopeofopeningupbusinessrelationswithyou.2021/5/2516ExplanationoftheletterpC. Weareastate-ownedcorporationspecializingintheexportoftheaboveitems.p我们是国营公司，专门经营上述商品的出口。p1.specializein：专门经营pTheyspecializeingarments.pdealinairconditionerphandletheimportofmachinesp2.items:goods/articles/commodities商品2021/5/2517OtherexpressionstointroduceyourselfpWewish/havethepleasure/arepleasedtoinformyouthatweareoneoftheleadingleathertradingcompaniesinChina.pWearewritingtointroduceourselvesaslargedealersinfoodstuffswithgoodconnectionsinthecountry.pWehavebeeninthelineofelectricapplianceformanyyears.pWetakethisopportunity/taketheliberty/wouldliketointroduceourselvesasexportersdealingexclusivelyingarments.pWeareanimporter/exporterhandlingtoysformanyyears.Ourproductshaveenjoyedahighreputationintheworldfortheirgoodqualityandreasonableprice.2021/5/2518ExplanationoftheletterpD. Togiveyouageneralideaofourproductsweencloseabrochureandasample-cuttingbooklet.p为使贵方大概了解我们的产品，现随函附上小册子和剪样册。p1.ageneralideaof大概了解某事p2.brochure：pamphlet(介绍，宣传商品的)小册子。p3.sample-cuttingbooklet是印花布样本小册子，由各种花样，图案的小块剪样samplecuttings装订成本，上面注明商品号码，寄给客户选购时用psample:样品psample-cutting剪样，布匹的剪样pbooklet:thinbook,usu.inpapercovers小册子2021/5/2519Explanationoftheletterp4.enclose:随函附上p1）toenclosesomething:pWeareenclosingoursalescontract.p2）enclosedissomething:pEnclosedisoursalescontract.p随函附上我们的销售合同。punderseparatecover/byseparatemail/byanothermailseparately另邮pToacquaintyouwiththelightindustrialgoodswehandle,wetakepleasureinsendingyou,byseparateairmail,severalpamphletsforyourreference.2021/5/2520ExplanationoftheletterpE. Weshallsendyouquotationsoncewegetyourspecificenquiry.p一收到贵方的具体询价，我们将寄上报价。pUponreceiptofyourspecificenquiry,wewillmakeyouaquotationforourgoods.p1.anenquiryforsth.对的询价panenquiryfortextilep2.enquireforsth.对进行询价pTheyenquiredforcottonpiecegoodslastweek.p3.enquireofsb.aboutsth.向某人询问某事pThebuyerenquiredoftheselleraboutthequalityofthisnewproduct.2021/5/2521pOther useful expressions:pPleasesendus/Weshallappreciate/Wellbepleasedtohaveyourcataloguesandquotations.pShouldyoubeinterestedinanyofourproducts,pleasedonthesitatetocontactus/letusknow.2021/5/2522ExplanationoftheletterpF. Welookforwardtohearingfromyousoon.p盼望早日回复。plookforwardtosth.ordoingsth.盼望pinthehopeofdoingsth.希望pOtherexpressions:pWeshallbegratefulifyouwillreplyatanearlydate.pYourpromptreplywouldbehighlyappreciated.pItshighlyappreciatedifyouwouldmakeanearlyreply.2021/5/2523Practice1pDirection: fill in the blanks to complete the following letter of establishing business relations according to the Chinese hints.2021/5/2524371 South AvenueLos Angels, LA 31209U.S.A.April, 2006Nantong United Textiles Import & Export Corp.75 Hongqiao StreetNantong 226000, JiangsuP.R.C2021/5/2525 Dear Manager, You were recommended to our company by the Bank of China, New York Branch. They informed us that _(1. 贵公司出口纺织品) and cotton piece goods. Our company _(2. 进口各种商品). We have been in business since 1980, and therefore _ _(3. 在经营的各项业务方面具有丰富的经验）. Our bankers are Pudong Development Bank and the Hongkong & Shanghai Banking Corporation. They can provide you information about our _(4. 业务和财政状况). Please inform us of your trade terms and _(5. 寄送产品手册和样品). We look forward to a productive trade.Sincerely yours, Zhu Li Manager You export textilesimports general merchandisehave wide experience inall the lines we handlebusiness and financesForward product brochures and samples 2021/5/2526Practice2pDirections: This part is to test your ability to do practical writing. You are required to write a letter of establishing business relations according to the information given below. p江苏纺织品进出口公司专营纺织品出口业务多年，从中国驻瑞士大使馆参赛处（the Commercial Counselors Office of the Chinese Embassy）得悉ABC纺织品进出口公司是纺织品进口商，去函要求建立贸易关系，为使对方了解所经营产品附寄上价目表及一套小册子，请对方告知感兴趣的商品及具体需要，一收到询价即寄送报价单。2021/5/2527Jiangsu Textile Import & Export Corp.72 Renmin RoadNanjing 210009, ChinaNov. 5, 2005ABC Textile Import & Export Corp.58 Rose Street Geneva, Swiss2021/5/2528 Dear Sirs, Learning from the Commercial Counselors Office of the Chinese Embassy in your country that you are an importer of textiles, we are glad to inform you that we have specialized in the export of textiles for many years and shall be pleased to enter into business relations with you. To give you a general idea of the products we handle, we enclose a range of pamphlets together with our price lists. If any of the items listed meets your interest, please inform us of your specific requirements. On receipt of your inquiry, we shall forward you our quotations without delay. We look forward to hearing from you in the near future.Yours Sincerely, Kate HillManager of Marketing Department2021/5/25292021/5/2530