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1、Unit 2 Establishing Business Relations, Lead in Useful expressions and sentences Cases Notes Group discussion Exercises Tips,为了成功地与潜在的客户建立业务关系，一个企业首先要了解有关该客户的必要信息。了解信息的渠道有很多，如银行，国内外商会，外事办，同行推荐，广告等等。一般来说，这类信函首先要告知收信人他的公司是如何被获悉的，然后告知对方一些发信人经营的业务范围。同时发信人应简明扼要地写明他想要推销何种商品或希望购买何种商品。,Useful expressions an
2、d sentences,1、信息来源：我们从得知；通过我们了解到 We learned about your company from the Internet/ABC Trading Company that you are one of the leading manufacturers in this line. 我们从网上/ABC贸易公司了解到贵公司是这一行业的主要生产商之一。 (2) We owe your name and address to The Journal of Commerce. 我们从商业日报得知贵公司的名称和地址。 (3) Your firm has been k
3、indly recommended to us through the courtesy of the Chamber of Commerce . 承蒙贵国商会的介绍，我公司得知贵公司的情况。,(4) We have obtained your name and address by the Commercial Counsellors Office of the Indian Embassy in Beijing and understand that you would like to establish a business relation with us. 我们从印度驻北京大使馆商务
4、参赞处得知贵公司的名称和地址，并获悉贵公司愿同我们建立业务关系。,2、写信的目的：建立业务关系 (5) We are writing to you in the hope of entering into business relations with you. 兹写信给贵方希望建立业务关系。 (6) We are writing to you and willing to open up a business relation with you. 兹写信给贵公司以期与贵公司建立业务联系。 (7) We would like to take this opportunity to establ
5、ish business relations with you. 我们愿借此机会与贵公司建立业务联系。 3、自我介绍.(公司经营管理范围等) (8) We have the pleasure of introducing ourselves to you as one of the leading importers in the chemical line. 我们有幸自荐，我们是经营化学产品的主要进口商之一。,(9) We are a stated-owned corporation, engaged in exportation of following articles. 我们是一家国有
6、企业，经营以下商品的出口业务 (10) We are given to understand that you are potential buyers of Chinese Green Tea, which falls in the scope of our business activities. 据了解，贵公司是中国绿茶的潜在买主，而中国绿茶正属于我们的经营范围。 (11) This corporation handles/deals/specializes in the import and export business of Chinese Silk Goods. 本公司经营/专营
7、中国丝织品的进出口业务。,4：要求寄送/主动寄送有关资料 (12) Please send us your catalogue and quotations. 请给我们寄你公司的商品目录和价目单. (13) We have airmailed samples of our new articles for your reference under separate cover. 我们另航空邮寄新品种的样品供你方参考。 (14) To acquaint you with the products we handle, we are sending you in a separate packag
8、e several samples. 为使您了解我们经营的产品，现随函寄去几件样本。 (15) We would appreciate it if you could send us an up-to- date price list for your electric products. 你们若能寄来一份电子产品的最新价目表，我们将非常感谢。,Case One,河北台兴实业有限公司业务员为了扩大台布出口，给加拿大温哥华舒曼斯有限公司写的一封要求建立业务关系的信函（出口商写的信函）： Dear Sirs, The Hong Kong Trading Company recommends tha
9、t you are dealing in the import of tablecloths. We would like to take this opportunity to approach you with a view to entering into friendly business relation with you. We are a joint vernture company, mainly dealing in the export of Chinese tablecloths for more than 30 years. Our products have enjo
10、yed a great reputation at home and abroad for their high quality and fine workmanship.,In order to acquaint you with our business line, we are airmailing you, under separate cover, our latest catalogue for your reference. Please let us know immediately if you are interested in our products. We would
11、 be glad to send you our price list and samples as soon as we receive your specific enquiry. We are looking forward to your reply. Yours faithfully, David Li,舒曼斯有限公司在收到河北台兴实业有限公司的信函后,有 礼貌地及时给予回复。,Dear Sirs, Thank you for your letter of the 5th of this month, and we are pleased to learn that you wish
12、 to establish business relations with us in the line of tablecloths. We are very interested in your products. Would you please send us details of your various ranges, including colors and prices, and also samples of different qualities of materials used? We are a wholesaler in tablecloths and believ
13、e there is a promising market in our area for moderately priced goods. Your earliest reply will be highly appreciated. Yours truly, Eric Smith,Case Two,澳大利亚国际纺织贸易公司欲进口纺织产品，给中国宜兴纺织有限公司写的一封要求建立业务关系的信函（进口商写的信函）： Dear Sirs, We owe your name and address to the Overseas Department of China Bank in Sydney.
14、 They have informed us that your Corp. is a well-established exporter of textile. We are one of the principal manufacturers of wool sweater in Australia and are interested in importing quality wool and cashmere sweaters.,It will be a great pleasure to receive your details and prices of various sweat
15、ers with photos and specification. And we are confident that we shall be able to give you some large orders if you would cooperate with us on delivery, price and quality. We are looking forward to establishing a friendly business relationship with you soon Yours sincerely, Henry Bryant,中国宜兴纺织有限公司在收到
16、信函后,在回复信中同意建立业务关系。 Dear Sirs, With reference to your letter on July 12, 2008, we are glad to learn that you wish to set up business relations with our corporation. In compliance with your request, we are sending you under separate cover our latest catalogues together with a price list covering our exports for your reference. If any of the items listed in the catalog meets you interest, please let us have your specific enquiry, and our quotation will be forwarded without
