Unit 2 Establishing Business Relations 建立业务关系

世纪商务英语外贸函电 www.themegallery.com Unit 2Establishing Business Relations建立业务关系

Contents Basic Knowledge Concerned • Part One Letter-writing Guide • Part Two Other Commonly Used Expressions and Sentences • Part Three Sample Letters • Part Four Practical Training • Part Five www.themegallery.com

Part One 1. The Significance of Establishing Business Relations It is fairly true to say no customer, no business. To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover. Establishing business relations is the first step in transaction in foreign trade. If a new firm, or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the persons in charge must first of all find out whom they are going to deal with. We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business. www.themegallery.com

Part One 2. The Main Channels and Methods for Establishing Business Relations (1) Usually, you can secure all the necessary information about a new customer with the help of the following channels: banks; periodicals; advertisements in newspapers, magazines or on TV; the introduction from your business connections; the market investigations; the commercial counselor’s offices; the industrial chambers; the chambers of commerce both at home and abroad; inquiries received from the merchants abroad; self-introduction by merchants themselves. www.themegallery.com

Part One 2. The Main Channels and Methods for Establishing Business Relations (2) Sometimes, a kind of middleman is necessary to bring two companies together. Having obtained the desired names and addresses of the firms from any of the above sources, you may start contacting the prospective customers. The main methods include: communication in writing; attendance at the export commodities fairs; contact at the exhibitions held at home or abroad; mutual visits by trade delegations and groups. Of all the above methods, the first one is widely used in business activities. http://gz.dutp.cn www.themegallery.com

Part One 3. The Main Contents of a Letter for Establishing Business Relations Generally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known, self-introducing, indicating your desire to enter into business relations, or sometimes making general inquiries and expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for business relations, the contents may include expressing your thanks for the incoming letter, expressing your agreement / desire/wish to establish business relations with the addressor and indicating the action you are going to take. www.themegallery.com

Part One 4. About Credit Inquiries/Investigations To ensure smooth and successful transactions, it is also essential to make credit inquiries before you correspond with a new customer so as to avoid business risk. Usually, credit investigations include capital/financial condition, capacity /business activity, character and honesty integrity. The information thus obtained must be kept strictly confidential and usually marked with “confidential” or “strict private and confidential”, for it might otherwise get yourself and your informer involved in serious trouble. www.themegallery.com

Part Two www.themegallery.com

Part Three Expressions (1) 1. establish business relations, enter into business relations,establish business connections, enter into business connections 建立业务关系 2. engage in...,handle..., deal in... 从事､经营…… 3. specialize in...,专营…… 4. business line 业务范围 5. business contacts 业务联系 6. please contact us/sb. 请与我们/某人联系 7. let us/sb. know 请告知我们/某人 8. Please (don’t hesitate to) let us know/inform us. 务请告知｡ 9. We would appreciate it/be grateful if you would... 如蒙……我们将不胜感激｡ 10. The enclosed is/are our.../We enclose our... 随函附寄…… www.themegallery.com

Part Three Expressions (2) 11. Enclosed please find our... 随函附上……,请查收｡ 12. for your information/reference (only) (仅)供参考 13. concerning, about, regarding, with regard to..., as to... 关于…… 14. at your end, in your place/area/district 在你处/地 15. in the meantime, at the same time, meanwhile, in the meanwhile 与此同时 16. according to, in compliance with, in accordance with, in conformity with 按照 17. conclude/close the business/transaction/deal 达成交易 18. do business with, deal with, trade with 与……做生意 19. be connected with... 与……有联系 20. do sth. upon your request 应你们的要求做…… www.themegallery.com

Part Three Typical Sentences (1) 1. We are one of the leading importers of ceramic products in America. We’d like to establish business relationship with your corporation. 2. We are a state-operated corporation, handling the export of animal by products and we are willing to enter into business relations with your firm. 3. This is to introduce the Pacific Corporation as an exporter of light industrial products having business relations with more than 80 countries in the world. 4. We are exporters of fresh water pearls having years’ experience in this particular line of business. 5. We are active in developing commercial relations with trade and financial circles of/from various countries and districts. 6. We foresee a bright prospect for your products in our market. www.themegallery.com

Part Three Typical Sentences (2) 7. Should you be interested in any of our products, please let us know. 8. Should you require any further information/details/particulars, please don’t hesitate to let us know. 9. Since we specialize in the export of Chinese food products, we wish to express our desire to trade with you in this line. 10. As the items fall within the scope of our business activities, we shall be pleased to enter into direct business relations with you. 11. We are convinced that our joint business efforts can be developed to our mutual benefit. 12. We appreciate your cooperation in this transaction. 13. As requested, we are airmailing to you, under separate cover, a sample each of Article Numbers 1025 and 1026 for your reference. www.themegallery.com

Part Three Typical Sentences (3) 14. We are one of the largest food trading companies in Japan, and have offices or representatives in all major cities and towns in Japan. 15. Your letter of November 21, 2007, addressed to our sister corporation in Shanghai has been transferred to us for attention. 16. Our mutual understanding and cooperation could result in future business. 17. We are striving to expand economic cooperation and exchange of technology with foreign countries. We utilize common and reasonable international practices in a flexible way. 18. A booklet including a general introduction, the scope of business and other topics is enclosed for your reference. 19. If you are interested in establishing business relations with us in this line, please let us know your specific requirements. We’ll be pleased to forward samples, catalogues as well as detailed information. 20. We assure you that we will give our best attention to any inquiries from you. www.themegallery.com

Part Four Sample 1 Request for the Establishment of Business Relations Dear Sirs, From the e-mail that was received from our Toronto office, we know that your firm1 is of good standing and reliability in Toronto. We understand that you are particularly interested in the export of various papers to China. By this letter, we are contacting you with interest to2enter into business relationship with your company. We hope that we may receive your catalog3soon as well as other printed materials for reference. In recent years, we have done business with the largest and most prominent firms in your area4. As is well known5to you, the possibilities of importing the foreign products6are very great here. We are confident that7we will be able to give you large orders if the delivery, price and quality meet our requirements. We look forward to establishing good business relationship with you soon. Yours faithfully, www.themegallery.com

Part Four Sample 2 Reply to the Letter of Sample 1 Dear Sirs, With reference to1your letter of September 8,2007, we are glad to learn that you wish to enter into a business relationship with this corporation in the line2 of various papers. In compliance with your request, we are sending you by air a catalogue together with a range of pamphlets for your reference. If any of the items listed in the catalogue meet your interest, please let us have your specific inquiry, and our quotation will be forwarded3without delay 4. Prior to the conclusion of the first transaction between us, we require the name of your bank for credit investigation. Yours sincerely, www.themegallery.com

Part Four Sample 3 A Letter from an Importer to an Exporter Dear Sirs, Through the courtesy of1Mr. Freemen, we are given to understand that2you are one of the leading3exporters of Chinese light industrial products in your area. We are now writing you for the establishment of business relationship. We are very well connected with all the major dealers of light industrial products in this area. We are confident that we can sell large quantities of Chinese goods if we receive your offers at competitive prices4. Please submit to us all necessary information regarding your products for export. Yours sincerely, www.themegallery.com

Part Four Sample 4 Reply to the Letter of Sample 3 Dear Sirs, We acknowledge with thanks the receipt of1your letter of September 10, 2007, informing us of your interest in our product. We look forward to establishing positive business relationship with your corporation. We are a state-owned corporation2specializing in the export of Chinese light industrial products. We are convinced that3our joint business efforts will be to our mutual benefit. As requested, a booklet including a general introduction, the scope of business and other topics is enclosed for your reference. Should you require any further information, please don’t hesitate to4let us know. Yours faithfully, www.themegallery.com

Part Four Sample 5 (1) A Letter Asking to Make a Credit Inquiry from a Bank China National Import & Export Corporation Guangzhou, China Address: Tel: ... Fax: ... Oct. 10, 2007 Information Service Dept. Bank of China Guangzhou Dear Sirs, Credit Information The under-mentioned firm, of Accra, Ghana, has lately approached us, proposing to sell our Electric and Electronic Products in the Republic of Ghana as our sub-agents: www.themegallery.com

Part Four Sample 5 (2) West African Import/Export Co. P.O. Box 242, Accra GHANA We would therefore highly appreciate it if you would let us have information about the financial and business standing1of the above firm. Any information that you may give would be confidential2and would be very appreciated. Yours faithfully, China National Import & Export Corp. Manager www.themegallery.com

Part Five Beginning Training 1. Put the following English into Chinese. (1) (1) Commercial Counselor’s Office 商务参赞办公室 (2) Industrial Chambers 行会 (3) Chambers of Commerce 商会 (4) business line 业务范围 www.themegallery.com

Part Five 1. Put the following English into Chinese. (2) (5) with a view to (doing) sth. 本着做……的意愿；以……为目的 (6) business contacts 业务联系 (7) the enclosed catalogue/(latest) price list/quotation 所附目录/(最新)价格单/报价 (8) Please (don’t hesitate to) let us know/inform us. 务请告知。 (9) a (wide/full) range of 一 (全)系列 www.themegallery.com

Part Five 1. Put the following English into Chinese. (3) (10) We look forward to your favorable and prompt reply. 我们期待收到贵方即时的好消息。 (11) We are a state-operated corporation, handling the export of animal by products and we are willing to enter into business relations with your firm. 我们是国营公司，经营土畜产品出口业务。我们愿与贵公司建立业务关系。 (12) As the items fall within the scope of our business activities, we shall be pleased to enter into direct business relations with you. 由于这些商品正好属于我们的经营范围，我们会很高兴与贵公司建立直接的业务关系。 www.themegallery.com

Part Five 1. Put the following English into Chinese. (4) (13) On the recommendation of Messrs. Harvey & Co. we have learned with pleasure the name of your firm. 由于哈维公司的推荐，我们高兴地得知贵公司的名称。 (14) Through the courtesy of Mr. Bush, we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us. 承蒙布什先生介绍，我们得知贵公司是当地主要的电子产品进口商之一，且希望与我们建立业务关系。 (15) We take the opportunity to introduce ourselves as large importers of fertilizers in our country. 请允许我们借此机会做个自我介绍，我们是本国一家大的化肥进口商。 www.themegallery.com

Part Five 1. Put the following English into Chinese. (5) (16) We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you. 我们借此机会致函贵公司，希望建立业务关系。 (17) Our corporation is established for the purpose of carrying on import and export business as well as other activities in connection with foreign trade. 本公司是以经营进出口业务以及从事与对外贸易有关的活动为宗旨建立的。 • We foresee a bright prospect for your products in our market. We look • forward to hearing from you and assure you of our close cooperation at all time. 我们预料贵方产品在我方市场有着广阔的前景。我们保证随时给予贵方密切合作，盼速复。 www.themegallery.com

Part Five 1. Put the following English into Chinese. (6) (19) The cooperation is specialized in the export business of electronic products, which sells well in various countries. 本公司专营电子产品出口业务，产品行销世界各地。 (20) Through the courtesy of the Chamber of Tokyo, Japan, we have learned that you have been supplying the best quality foods all over the world, and we are sure that there is a large demand for various foreign foods in our country. 承蒙日本东京商会介绍，我们了解到贵公司在世界各地供应高质量的食品。很高兴告知你们我国对各种外国食品的需求量很大。 www.themegallery.com

Part Five 2. Read the following letters and choose the best one from the given answers for the missing prepositions. to; at; of; with; in; on; for; from; onto; into; by Letter 1 Dear Sirs, We have come(1) know the name of your firm and take the pleasure(2) addressing this letter to you (3) the hope of establishing business relations with you. We specialize(4) the exportation of Chinese light industrial products that have enjoyed great popularity in world markets. We enclose a copy of our catalogue(5) your reference and hope that you would contact us if any item is of interest to you. Yours faithfully, ____ ____ of to _____ with ____ in _____ for www.themegallery.com

Part Five to; at; of; with; in; on; for; from; onto; into; by Letter 2 Dear Sirs, We have obtained your address(1) a friend of mine in San Francisco and wish to enter (2) business relations (3) you. Your products are so attractive that we are confident (4) securing large orders for you if your offer is competitive. We shall be obliged if you could send us quotations and sample books. We look forward (5) your favorable reply. Yours faithfully ______ from ______ _____ into with ____ of ____ to www.themegallery.com

Part Five Intermediate Training 1. Put the following Chinese into English. (1) (1) 建立业务关系 establish business relations, enter into business relations, establish business connections, enter into business connections (2) 专营……;经营…… specialize in…, engage in…, handle…, deal in… (3) 请与我们/某人联系,请告知我们/某人 please contact us/sb., let us/sb. know www.themegallery.com

Part Five 1. Put the following Chinese into English. (2) (4) 如蒙……我们将不胜感激 We would appreciate it/be grateful if you would… (5) (仅)供参考 for your information/reference (only) (6) 达成交易 conclude/close the business/ transaction /deal (7) 随函附寄…… The enclosed is/are our…/We enclose our… (8) 在你处 / 地 at your end, in your place/area/district www.themegallery.com

Part Five 1. Put the following Chinese into English. (3) (9) 公司 company/corporation/firm/house (10) 与此同时 in the meantime, at the same time, meanwhile, in the meanwhile (11) 按照 according to, in compliance with, in accordance with, in conformity with (12) 关于…… concerning, about, regarding, with regard to…, as to… www.themegallery.com

Part Five 1. Put the following Chinese into English. (4) (13) 我们是国营公司,专门经营桌布出口业务｡ We are a state-operated corporation specializing in the export of table-cloths. (14) 特来函自我介绍,作为淡水珍珠的出口商,我们在这一业务方面有着多年的经验｡ We write to introduce ourselves as exporters of fresh water pearls having many years’ experience in this particular line of business. (15) 我们冒昧自荐,希望和你们做生意｡ We take the liberty of writing to you with a view to doing business with you. www.themegallery.com

Part Five 1. Put the following Chinese into English. (5) (16) 我们愿与贵公司建立业务关系｡/我们将乐于同贵公司建立业务关系｡ We express our desire to establish business relations with your firm. /We shall be glad to enter into business relations with you.. (17) 来函收悉,得知贵方愿与我方建立业务关系,谨表谢意｡ Your letter expressing the hope of establishing business connections with us has been received with thanks. (18) 我们特此致函,愿为发展双方贸易提供机会｡ We are now writing you for the opportunity of developing trade between us. www.themegallery.com

Part Five 1. Put the following Chinese into English. (6) (19) 我们从《商业杂志》上得知贵公司的名称和地址｡ We have your name and address from The Journal of Commerce. (20) 随函附上公司概况､业务范围和其他方面的小册子一本,供参考｡ A booklet including a general introduction, the scope of business and other topics is enclosed for your reference. www.themegallery.com

Part Five 2. Supply the missing words in the blanks of the following letter. The first letters are given. Dear Sirs, Thank you for your letter of August 20, (1)i us that you are in the (2)m for Chinese toys. To give you a general idea of the goods we are (3)d in, we are sending you by air a complete set of our (4)s books together with full (5)d of our export prices and trade terms, which we hope will reach you in due course. Our goods are enjoying fast sales in many countries for their fine (6)q and reasonable (7)p in spite of the rise in the cost of raw materials. We are glad to say that all the goods listed in our sample books can be supplied from (8)s and according to your specifications. Should any of the (9)i be interesting to you, please don’t fail to send us your specific (10)e  upon receipt of which, we will make an offer by e-mail. Yours faithfully, ____________ __________ nformation arket _________ ealing __________ ample __________ etails uality _________ rices ________ ________ tock ________ tems nquiry __________ www.themegallery.com

Part Five Advanced Training 1. Letter Composing (1) Compose a letter on behalf of Mr. Liu Ming, sales manager of Export Department, according to the given information and message. Then arrange the necessary parts in proper form as they should be set out in a business letter. Information: (1) Sender’s Name: Guangdong Foreign Trade Development Corp.(exporter) (2) Sender’s Address: 779 East Dongfeng Road, Guangzhou, China (3) Sender’s Cable Address: 5527 GFTDC (4) Sender’s Telex: 44388 GFTDC CN (5) Sender’s Fax Number: 86-20-83328156 (6) Date: September 15, 2006 (7) Receiver’s Name: H. J. Wilkinson & Co. Ltd. (importer) (8) Receiver’s Address: 245 Lombart Street, Lagos, Nigeria www.themegallery.com

Part Five 1. Letter Composing (2) Message:  (1) 告诉对方你是从中国银行广州分行(Bank of China, Guangzhou /Guangzhou Branch of Bank of China)处得悉其公司名称的｡ (2) 去函目的是希望与对方建立业务关系｡ (3) 告诉对方你公司专门出口中国轻工业产品,这些产品在世界市场上久享盛誉｡ (4) 信中说明随函附上目录单一份供其参考｡ (5) 提醒对方如对产品有兴趣,请立即与你公司联系｡ www.themegallery.com

Part Five 2. Letter Replying (1) Read the following letter and then compose a letter in reply to it. H. Simpson & Co. LTD. 298 South Street, Boston, USA Ref:  September 16, 2007 Guangdong Textiles Import & Export Corporation 779 East Dongfeng Road Guangzhou China www.themegallery.com

Part Five 2. Letter Replying (2) Dear Sirs, We get to know your Corporation from your CCPIT(中国国际贸易促进委员会), with which we have been in good business relations for many years. We have learned that you are handling the import and export of all textile materials in Guangzhou. Since our corporation is one of the largest importers of wool sweater in the USA, we would be interested in establishing business relationship with your company. It would be greatly appreciated if you could provide details and prices of various sweaters with photos and specifications of each listing. Yours sincerely, John Smith Manager of Import Department www.themegallery.com

www.themegallery.com Thank You !

Unit 2 Establishing Business Relations 建立业务关系