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1、Chapter 2,Establishment of Business Relations,WHY?,To 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 business scope and turnover. No customers, no business.,HOW?,Merchants may
2、 be approached through the following channels : Web Banks Commercial Counsellors Office Chambers of Commerce in foreign countries Trade Directory Advertisements Attendance at trade fairs and exhibitions held at home and abroad Mutual visits by trade delegations and groups,Introduction,Three points u
3、sually contained in letters aiming at establishing business relations:the source of informationthe intention of writing this lettera brief introduction of ones own company, including: the business scope, credit standing or financial positions, products and services that can be provided, etc.,Letter
4、1,Self-introduction,Language Points,1. owe v. 应该把归功于,(后接介词to) eg He owes his success to the open-policy.类似的表达法还有： to be indebted to for your name and address to come to know the name and address of your firm through through the courtesy of we come to know your name and address to have obtained your
5、name and address from to have noted your name and address to be recommended to sb. by on the recommendation of ,Language Points,2. the Commercial Counselors Office 商务参赞处 3. inform v. 通知 inform sb of sth. 通知某人某事 inform sb. that 通知某人某事 be informed that 兹通知 4. be in the market for 欲购；想买e.g One of our c
6、lients in Japan is in the market for green tea.一位日本客户拟购绿茶。,Language Points,5. in a hope of 希望 （后接动名词） 6. a government-owned corporation（enterprise） 国有公司/企业类似的表达方式： a state-operated corporation / a public-owned corporationa private corporation 私有企业，企业sole proprietorships 个人企业partnerships 合伙企业joint ve
7、ntures 合资企业,Language Points,8. handle v. 经营（某种或某类商品） 类似的表达法还有：to trade in / to deal in / be in line e.g We trade in all kinds of cotton piece goods. 我们经营各种各样的棉布。 9. acquaint v. 熟悉；了解 to acquaint sb. with sth 使某人了解某事 be/get well acquainted with sth 熟悉（了如指掌）,Language Points,on the basis of equality, m
8、utual benefit and exchange of needed goods= on the basis of equality, mutual benefit and exchanging what one has for what one needs 在平等互利、互通有无的基础上 11. through mutual efforts 通过共同努力by joint efforts 通过共同努力,Writing Steps,A letter aiming at establishing business relations usually consists of following s
9、teps: 1. where you get the information about the person or company to whom you are writing the letter; your intention for export or import; a brief introduction to your business scope, experience and products ; 4. the reference as to your firms credit standing; 5. expectation for cooperation and an
10、early reply.,Letter 2,Transferring business relations,Language Points,address v 写信给；接介词to e.g This letter is addressed to the President Dai of Dalian Vocational & Technical College. 2. Dalian Branch Office 大连分公司Dalian Branch / Dalian Office 总公司、总部: Head Office 3. pass on v . 转交 类似的表达法：forward，transm
11、it 4. for attention and reply 研究答复；办理答复,Language Points,5. captioned adj. 标题的 the captioned goods / 标题项下的货物 the subject goods / 标题项下的货物 6. come under the range of ones business activities 属于某人经营范围fall within the scope of ones business activitieslie within the scope of ones business activities 7. reg
12、ret v. n. 抱歉；遗憾 Regret 作动词用时，后接名词、动名词、不定式或that 从句,Language Points,8. line n. 行业 e.g Our line is porcelain. 9. be in a position to do sth 能够做某事 e.g We are not in a position to accept your duplicate order as the goods you required are out of stock. 10. approach v. 接洽， 联系；临近 approach sb. for sth为某事与某人接
13、洽，联系,Language Points,11. interested adj. 感兴趣的 to be interested in sth：对感兴趣 be of interest to sb：（某物）使某人感兴趣 12. should 引导的条件从句，相当于 if但比 if要客气委婉，常用于商务英语 e.g Should the amount exceed that figure, L/C will be required.,How to transfer business relations？,1. identifying the reference( the reason of the l
14、etter) 2. transferring trade relations (states the specific address) 3. ending your letter,Analyzing the Letter,In the letter，the writer states the reason why the transaction cannot be concluded directly and refers the recipient to the writers representative in U.S.A.,Letter 3,Credit inquiry,Credit
15、Inquiry Letter-writing,where you get the information about the company to whom youre writing the letter; Your intention you are required to provide your own banks or trading partners with credit reference Expectation for cooperation and an early reply,Language Points,1.reference n. 咨询；查询；参考; 资信证明人 r
16、efer V.咨询；查询；参考 （后接介词to） refer sb to使某人向请教；使某人向查询（询问） e.g. As to our credit standing, you may refer to the Bank of China. 关于我方的资信状况，请向中国银行查询。,Language Points,2.credit n.信用，赊购；贷款 credit standing 信用地位 trade reputation 贸易声誉 financing status 财务状况 financial position信用地位,Language Points,The information regarding credit standing obtained from: Trade references supplied by the customer 2. customers banker 3. Various trade associations 4. Credit enquiry agencies,
