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1、Unit 2 Establishing Business Relations & Inquires Credit Reference 建立贸易关系与信用调查,倪建婷,Background,No Customer, No Business Establish business relations with prospective dealers is one of the vitally important measures either for: a newly established firm or an old one that wishes to enlarge its scope an
2、d turnover,If a new firm wishes to open up a market to sell something to or buy something from firms in foreign countries, the person in charge (behind the writing) must first of all find out whom he is going to deal with. Usually, such information is obtained through various channels 新公司想要在国外开拓新市场（
3、买/卖），首先要了解做交易或买卖的对象是谁-关于寄信人获得收信人情况的多种渠道,How dose businessman secure necessary information about a new market and a new customer?,The advertisements in newspapers, from broadcast, TV and through internet 通过报纸、广播中的广告节目、电视、网络 The introduction from his business connections 通过贸易客户的介绍 The introduction fro
4、m his subsidiaries or branches, agents abroad通过子公司或分公司、国外代理商的介绍 The market investigations 通过市场调查,Continue.,Attendance at the export commodities fairs 利用参加商品交易会的机会 Visit abroad by trade delegations and groups 派遣贸易代表团赴国外参观考察 Self-introductions or enquires received from the merchants abroad 通过自我介绍或答复国外
5、贸易上的询盘 The banks 通过银行的介绍 The Commercial Counsellors Office 通过商务参赞的介绍 The chambers of commerce both at home and abroad 通过国外商会的介绍,This type of letter can include the following: 建立关系信函写作步骤,The source of his information 信息来源 His intention 写信人的意图 The business scope of his firm 写信人公司经营范围 The reference as
6、to his firms financial position and integrity 有关写信人公司的财政状况及信誉状况的查询,Continue,If the writer intends to import, he may also make requests for catalogues, samples, price list, etc 写信人有意进口，可向对方索要目录单、样品、价目表 Writer expresses his expectation of cooperation and an early reply when close the letter 写信人常在信尾表达期
7、盼合作与早日答复的愿望 Cordially, sincerely and courteously 该书信应当热情、诚挚、礼貌,1. Importer writes to exporter 进口商给出口商的信,Commercial counsellors office 商务参赞处 Embassy 大使馆 Connected with 与有联系，与有关 Dealer 商人 make a deal with 与做交易 Competitive 有竞争力的 competitive price 竞争价格 Standing 资信情况，信誉 credit standing 信誉情况 financial sta
8、nding 财政状况 Regarding = with regard to, as regards 关于,Dear Sirs, We have obtained your address from the Commercial Counsellor of your Embassy in London and are now writing you for the establishment of business relations. We are very well connected with all the major dealers here of light industrial p
9、roducts, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.,As to our standing, we are permitted to mention the Bank of England, London, as a reference. Please let us have all necessary information regarding your products for export. Yours faithf
10、ully,2. Self Introduction by Exporter 出口商的自我介绍,Enclose 附上、封入、附入 Catalogue = catalog 目录 latest catalog 最新目录 Available 可利用的，可得到的，可供应的 not available 缺货、没空 Inquiry 询价、询盘 = enquiry Quotation 报价、行情 quote vt. 开价、报价； quote favourable terms 报优惠价 Deal with 经营、处理 = handle, deal in, trade in, be in the line For
11、ward 转交、转发、传递 Favourable 有利的、赞成的、有帮助的,Dear Sirs, We write to introduce ourselves as one of the largest exporters, from China, of a wide range of Machinery and Equipment. We enclose a copy of our latest catalog covering the details of all items available at present, and hope some of these items will
12、be of interest to you. It will be a great pleasure to receive your inquires for any of the item against which,we will send you our lowest quotations. Should, by chance, your corporation not deal with the import of the goods mentioned above, we would be most grateful if this letter could forwarded to
13、 the correct import corporation. We are looking forward to your favorable and prompt reply. Yours faithfully,3. Exporter writes to Importer 出口商给进口商的信,Specialize in 专门从事、经营 Chemicals 化工产品、化学制品 Pharmaceutical 药品、药剂、成药 Enjoy great popularity 享有盛誉 Ready seller; quick seller; quick-selling product 畅销品 Co
14、ntact 与联系、接触 （keep in touch） Dear Sirs, Your firm has been recommended to us by John Morris & Co., with whom we have done business,for many years. We specialize in the exportation of Chinese Chemicals and Pharmaceuticals, which have enjoyed great popularity in world market. We enclose a copy of our
15、catalogue for your reference and hope that you would contact us if any item is interesting to you. We hope you will give us an early reply. Yours faithfully,Through the courtesy of, we come to know your name and address. 承蒙使我们得知你公司的名称和地址。 Fall within the scope of our business activities. 属于我们的经营范围 B
16、rochure 小册子 Acquaint 使认识、使了解 sb. with 使某人了解 Appreciate 感谢、感激 Your prompt reply will be greatly appreciated.,Dear Sirs, Through the courtesy of Messrs. Freemen & Co., Ltd., Lagos, Nigeria, we come to know your name and address. Also we are informed that you are a prospective buyer of Chinese Cotton Piece Goods. As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you. We enclose a brochure and a pricelist
