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Unit 2 Establishing Business Relations

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  1. Unit 2 Establishing Business Relations

  2. Aims & Requirements • To enable S.S. to get to know the definition of establishing business relations • To enable S.S. to know the steps of writing a establishing business letter • To enable S.S. to master the vocabulary and useful sentences of establishing business letters • To enable S.S. to know the relevant information about Chinese Trade Fair

  3. Ⅰ. Introduction • Establishing Business Relations • Establishing business relations actually means to choose and determine the trade partner. It is also a crucial condition to decide if your business can succeed. Generally, the two parties are introduced by themselves or by a third party , they need to get to know the counter party’s financial credit, operating capacity, business scope and some other essential conditions, then they will talk about the real business such as price and quality etc.. Only on the condition of trust, the transaction can be carried out smoothly.

  4. Channels of obtaining information : • It is vital for an exporter to seek new customers as well as to hold the old customers. The following channels are frequently used by the exporters to obtain the necessary information of their potential buyers.

  5. 1) banks • 2) advertisements in the periodicals, magazines, and newspapers • 3) Internet • 4) the introduction from his business connections • 5) Chamber of Commerce both at home and abroad • 6) Commercial Counselor’s Office • 7) middlemen • 8) various kinds of trading fairs & exhibitions

  6. 2. Structure of the body: • When writing a letter to establish business relations, you should cover the following points: • (1) The source of information (one of the ways above) • (2) The intention of writing letter (to establish business relations) • (3) Self-introduction (Generally, it includes two parts: the introduction of the company and the introduction of its main products. Under certain circumstances, catalogues, samples, and pricelist may also be enclosed.) • (4) Your expectation from the addressee • This kind of letters should be written cordially, sincerely, and courteously.

  7. Ⅱ. Layout and Samples • Sample 1 Letter from Exporter to Importer Dear Sirs, On the recommendation of your Chamber of Commerce, we have learned with pleasure the name and address of your firm. We wish to inform you that we specialize in the export of Chinese textiles and shall be glad to enter into business relations with you on the basis of equality and mutual benefit.

  8. To give you a general idea of our products, we are sending you under separate cover a catalogue together with a range of pamphlets for your reference. • Please let us have your specific enquiry if you are interested in any of the items listed in the catalogue.We shall make offers promptly. • We look forward to your early reply.   • Yours faithfully,

  9. Sample 2 Letter from Exporter to Importer • Dear Sirs, • We learn from Internet that you are specializing in the business of stones, as these items fall within the business scope of our corporation, so we would like to establish business relations with you.

  10. Our company, Sunward Imp. & Exp. Trade Co., Ltd is located in Xiamen, a beautiful city, in the southeast of China. It specializes in the import and export of various stones, such as marble, granite, tombstone, surrounding stone, wooden and stone carving handicraft products, mosaics door pillar, bedplate and so on. We have our own subsidiary processing plants,  such as: Success Building Material Co.,Ltd; Qiaoxiang Tombstone Factory; Success Handicrafts Factory; Dolphin Carving Factory etc, all situated in the home of Chinese largest building materials------Nan'an city of Fujian Province, and also many long-term cooperators both at home and abroad.

  11. We take equal and mutual benefit as our management principles. We are taking pride in our exceptional service, high quality and reliable delivery.  It is a pleasure for us to work with those who are interested in stones. We wonder if we can work with you?

  12. Maybe it is our first time to do business each other, so would you have any questions, pls feel free to contact us via fax or mail or viewing our website: http://www.business-stxxx.com. Referring to our products, you can rest assured because our products have been on exhibition for many times in German and Japan, and it has won wide popularity all over the world through our many years efforts. Otherwise, we have the advantage of the high quality and competitive price.

  13. We also believe that through our website you will find the interest and we hope that our products will add to the categories of your sample. • You are warmly welcomed to visit our factory and negotiate business with us .We would like to be your supplier in China. Also we should be glad to send you quotations and samples upon receive of your concrete enquiries.

  14. Look forward to your early reply. • Attention: Your reply should be sent to the email: manager@business-stxxx.com, Or the letter cannot reach us. Thank you for your cooperation. • Website: http://www.business-stone.com • Email: manger@business-stxxx.com • Tel: 86-592-536xxxx • Fax: 86-592-536xxxx • Best Regards

  15. Sample 3 Letter from Exporter to Importer • Dear Sirs, • We are writing to introduce ourselves as a full facility exhibit production house for your needs at Chinaplas 2007 .

  16. In the previous Chinaplas shows in Guangzhou2005 and Shanghai 2006, we were involved in the design and/or production of the following stands :- • Chinaplas Guangzhou 2005 • 1. Sabic • 2. Miliken • 3. Paceco Industrial Supplies

  17. Chinaplas Shanghai 2006 • 1. ExxonMobil Chemical • 2. Borouge • 3. Miliken • 4. Matsui • 5. Xaloy

  18. Aside from the above Chinaplas shows, we were also involved in the following Plastics-related shows, namely :- • 1. PlastIndia • 2. Saudiplas • 3. TIPREX, Bangkok 2006 (AseanPlas, M-Plas series of shows organised by Messe Dusseldorf Asia)

  19. I hope that you find the above info useful and we would like to see if we can make a non-obligatory proposal for you once you have confirmed your participation. Should you have your own designs, we will also be more than pleased to give you a competitive quotation.

  20. Meanwhile, I look forward to your response soonest possible. • Thank you and best regards. • Minh Thai (Ms) • Marketing Manager • Concept Communications Exhibits

  21. Sample 4 Letter from Importer to Exporter • Dear Sirs, • Having obtained your name and address from the International Business Daily, we are writing you in the hope of establishing business relations with you.

  22. As the biggest wholesaler and importer in Peru, we are looking for various kinds of Chinese Cotton Piece Goods, and feel sure we can sell large quantities of these goods if you could offer us favorably with your latest catalogues and quotations enclosed. • Looking forward to receiving your early reply. • Your faithfully,

  23. Sample 5 Letter from the Manufacturer to Exporter • Dear Sirs, • We take pleasure in meeting you in the Canton Fair this April, and writing to you in the hope of establishing business relations with you. • We, Changsha Baby Glassware Products Co., LTD. was established in 1985, as a direct manufacturer and exporter with more than 20 years history in glassware line.

  24. We are specialized in glassware, e.g. glass vases, candleholders, stemware, bowls, jars, wine decanter and other miscellaneous. Our products are widely used for supermarket, horticulture, florist shop, hotel or holiday decoration, gifts, dinnerware, house wares and selling extremely well in USA, Canada, UK, Germany, France, Japan, Korea, Africa, Iran, etc., not only for our high quality, but the most competitive price and the shortest delivery date.

  25. If you are interested in our products and would like to know more, pls feel free to contact me as below. • Best regards • Jane • BABY GLASS • Changsha Baby Glassware Products Co., Ltd. • Bldg D101, Dongcheng Villa, Wuyi Road, Changsha, Hunan, China • Tel: 0086-731-310xxxx • Fax: 0086-731-315xxxx • Email: jane@babyglassware.com • Web: www.babyglassware.com • Catalog: www.babyglassware.com/catalog

  26. Ⅲ. Words and Expressions • 1. Chamber of Commerce 商会 • 2. specialize v. 专门从事 • 3. pamphlet n. 小册子 • 4. specific adj.明确的,具体的 • 5. marble n.大理石 • 6. granite n.花岗岩 • 7. tombstone n. 墓石 • 8. surrounding stone n.美化环境的石头

  27. 9. handicraft n.手工艺品 • 10. mosaics door pillar 马赛克门柱 • 11. bedplate n. 台板 • 12. via prep.通过 • 13. quotation n. 报价 • 14. concrete adj.具体的 • 15. Chinaplas 中国国际塑料橡胶工业展览会 • 16. Sabic 沙特基础工业公司 • 17. Miliken 美国一家化工企业 • 18. Paceco Industrial Supplies 瑞典百科塑料有限公司

  28. 19. ExxonMobil Chemical 埃克森美孚化工 • 20. Borouge 博禄化工公司(丹麦与中东的合资公司) • 21. Matsui 松井化工公司 • 22. Xaloy 美国特塑耐公司 • 23. PlastIndia 印度国际塑料机械展览会 • 24. Saudiplas 沙特国际塑料展览会 • 25. TIPREX 泰国国际橡塑料展 • 26. a non-obligatory proposal 非硬性规定的建议 • 27. glassware n.玻璃制品 • 28. stemware n.高脚杯

  29. 29. wine decanter 玻璃酒瓶 • 30. miscellaneous n.杂项,(本文中表示其它玻璃制品) • 31. horticulture n. 园艺布景 • 32. florist shop 花店

  30. Ⅳ. Useful Sentences • Source of information • We come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London. We express our desire to establish business relations with your firm on the basis of equality and mutual benefit. • We are indebted your name and address from the ABC Company, we hope to establish good relationship with you. • We have obtained your name and address from your advertisement in “Electric”, we want to build up business relations with you.

  31. Through the courtesy of Mr Freeman, we are given to understand that you are the leading importer of electric goods in your area. • Your firm has been kindly recommended to us by Mr Jones, in New York, as large imports of clothing. • Your name and address has been given to us by Mr Smith in Hamburg, who have informed us that you are in the market for children’s shoes. • We have heard from China Council for the Promotion of International Trade that you are in the market for electronic appliances. • We owe your name and address to ABC Bank with which we have had long business relations.

  32. Self-introduction • We are a state-operated corporation of long standing and high reputation, engaged in both the import and export of Textiles for more than 20 years. • We specialize in importing and exporting Chinese silk. • We handle trading hardware with foreign countries. • Owing to the superior quality, attractive design and reasonable price our products sell popular all over the world.

  33. Being specialized in the export of Chinese Art and Craft goods, we express our desire to trade with you in this line. • Our bankers are the HKSB, they can provide you with the information about our business and finance. • These products of ours have obtained unanimous approval. • We have been exporting sheepwool for over twenty years.

  34. Expectation • We take the liberty of writing to you with a view to establishing business relations with you. • We have the pleasure of introducing ourselves to you with the hope that we may establish business relations. • We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you. • Enclosed please find the catalogue and price list of our commodities now available for export for your reference. Samples will be sent by airmail to you upon receipt your specific inquiry.

  35. Our mutual understanding and cooperation will certainly result in important business. • The purpose of this letter is to explore the possibilities of developing trade with you. • We are glad to send you this introductory letter, hoping that it will be the prelude to mutually beneficial relations between us. • We are looking forward to your earliest reply.

  36. Ⅴ. Simulating Class Training • Background • You have read a notice from Internet, which states that a customer wants to buy shoes.

  37. Task Suppose you work in the GOLD Apparel Trading Co.,ltd, please write a letter to the potential buyer to establishing business relations, your letter should include the following points: • to state the source of information • to introduce yourself • to express your expectation of establishing business relations

  38. Ⅵ. Extra Practice • 1. In each of the following sentences: choose the appropriate word or words in the parentheses. Be prepared to justify your choice: • 1)We introduce ourselves (like, as, for) importers and exporters of light industrial (produce, products), having many years experience in this line of business.

  39. 2)We have been (bought, buy, buying) walnutmeat from the local commission house, who (are used to, used to, use to) send us quotations regularily. • 3)We take the liberty (to, of, in) writing to you with a hope to get your best offers for Chinese bicycles. • 4)It is (gratify, gratifying, grateful) to learn (in, from, through) your letter that you are in a position to supply us with Bitter Apricot Kernels.

  40. 5)(In compliance with, According to, As per) your request, we are sending you (under, by) separate airmail two copies of our catalogue. • 6)We have concluded considerable business with Biddle and Sawyer Company (of, in, with, regarding) this line of business. • 7)As (regarded, regards) machine tools, we regret to (say, inform) that we are not able to supply for the time being. • 8)We look forward to (receive, receiving, received) your early reply.

  41. 2. Translate the following sentences into Chinese or English. • 1) Your firm has been kindly recommended to us by Smith Co., Inc., in New York, as large importers of furniture. • 2) We take the liberty of writing to you with a view to building up business relations with your firm. • 3) We have the pleasure of introducing ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension.

  42. 4) We are glad to send you this introductory letter, hoping that it will be the prelude to mutually beneficial relations between us. • 5) We are the leading importers of electric goods in Hunan. • 6) We have various kinds of cotton piece goods available for export.

  43. 7) 本信的目的是探索与你们发展贸易的可能性。 • 8) 我们是声誉卓越的出口商,长期经营上面商品的出口业务。 • 9) 我们专门出口中国工艺品,愿与贵方开展这方面业务。 • 10) 我们是经营轻工业产品的国营公司。 • 11)承史密斯先生告知您公司是你地区最大的电器用品进口商。 • 12)兹航空寄去一份有关我公司目前可供出口的各式旅行箱的小册子。

  44. 3. Fill in the blanks of following letter according to the information in Chinese. • Dear Sirs, • A few days ago, (我们有机会在成都国际贸易中心看到了贵公司的产品展示), and we were most impressed with their quality and low prices.

  45. (作为一家贸易公司,我方非常愿意为贵公司提供服务), and would mention that we have excellent connections in the trade and (我们在这类产品的进口业务方面很有经验).

  46. In addition,(我们拥有自己的广告公司), and we can use the latest marketing procedures quite efficiently. (能确保您的营业额将大量增加) if you would allow us to promote sales of your products throughout China. • We look forward to hearing from you. • Yours sincerely,

  47. 4.Write an letter on establishing business relations with the following words. • advertisement — The Economy Daily — leather boxes — shoes — quote — supply — enclosed — C.I.F.N.Y. — full details — earliest delivery — discounts — regular purchases — annual requirements — leather sundries — considerable — catalog — details — specifications

  48. Card: • China Import and Export Fair, also called Canton Fair, is held twice a year in Spring and Autumn since it was inaugurated in the Spring of 1957. It is China's largest trade fair of the highest level, of the most complete varieties and of the largest attendance and business turnover. Preserving its traditions, the Fair is a comprehensive and multi-functional event of international importance.

  49. Date: Spring Fair: Phase 1:April.15th -20th Phase 2:April.25th-30th • Autumn Fair: Phase 1:Oct.15th -20th Phase 2:Oct.25th-30th • Venue: China Import and Export Fair (Pazhou) Complex • China Import and Export Fair (Liuhua) Complex

  50. Keys: • 1、选词填空 • 1)as products 2) buying used to • 3) of 4) grateful from • 5) controlled 6) in • 7) reply 8) regarded say • 9) As per under 10) however