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1、LOGOUnit 2 Establishing Business Relations建立业务关系大连理工大学电子音像出版社世纪商务英语 外贸函电http:/LOGOBasic Knowledge ConcernedLetter-writing GuideOther Commonly Used Expressions and SentencesSample LettersPractical Training Part One Part Two Part Three Part Four Part FiveContentshttp:/LOGOPart Onehttp:/It is fairly tr
2、ue 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
3、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
4、consolidate old customers but also seek new ones to enlarge our business. 1. The Significance of Establishing Business RelationsLOGOPart Onehttp:/Usually, you can secure all the necessary information about a new customer with the help of the following channels:2. The Main Channels and Methods for Es
5、tablishing Business Relations (1)banks; periodicals; advertisements in newspapers, magazines or on TV; the introduction from your business connections; the market investigations; the commercial counselors offices; the industrial chambers; the chambers of commerce both at home and abroad; inquiries r
6、eceived from the merchants abroad; self-introduction by merchants themselves. LOGOPart Onehttp:/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 prospe
7、ctive customers. The main methods include: 2. The Main Channels and Methods for Establishing Business Relations (2)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
8、methods, the first one is widely used in business activities.LOGOPart Onehttp:/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 ente
9、r 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
10、agreement / desire/wish to establish business relations with the addressor and indicating the action you are going to take.3. The Main Contents of a Letter for Establishing Business Relations LOGOPart Onehttp:/To ensure smooth and successful transactions, it is also essential to make credit inquirie
11、s 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 “confiden
12、tial” or “strict private and confidential”, for it might otherwise get yourself and your informer involved in serious trouble. 4. About Credit Inquiries/InvestigationsLOGOPart Twohttp:/Steps/ContentsTypical Expressions For letters requesting for the establishment of business relations 1. Telling the
13、 prospective customers how and where their names and addresses are knownYour company has been kindly introduced to us by. 贵公司由介绍给我们 We have learned from. that. 我们通过得知 On the recommendation of. , we have learned that. 通过的推荐, 我们得知 Through the courtesy of., we are given to understand that. 承蒙我们得知 We we
14、re very pleased to obtain your name from. 很高兴从处获得贵公司的名称LOGOPart Twohttp:/Steps/ContentsTypical Expressions we are delighted to learn that. 我们很高兴得知 We have your name and address from. 我们从得知贵公司的名称和地址2. Self- introducingWe write to introduce ourselves to you as a.作为,特来函自我介绍 Our lines are mainly. 我们主要从事
15、 .fall within the scope of our business activities.属于我们的经营范围 We are mainly dealing in. 我们主要从事 We have been engaged for many years in the line of.我们已经从事多年LOGOPart Twohttp:/Steps/ContentsTypical Expressions2. Self- introducingAs you may know, we supply. 如贵公司所了解, 我们可供应 We would like to take this opportunity to introduce ourselves as. 我们借此机会自我介绍,我们是We would like to take the liberty of introducing ourselves to you with a view to. 我们冒昧自荐,希望 Our corporation is established for the purpose of. 本公司是以为宗旨而建立的 Our corporation is specialized in. 本公司专营 We handle various ki
