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1、,Unit 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:/,,Basic Knowledge Concerned,Letter-writing Guide,Other Commonly Used Expressions and Sentences,Sample Letters,Practical Training,Part One,Part Two,Part Three,Part Four,Part Five,Contents,http:/,,Part One,http:/,It is fair
2、ly 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 transa
3、ction 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 possib
4、le to consolidate old customers but also seek new ones to enlarge our business.,1. The Significance of Establishing Business Relations,,Part One,http:/,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
5、 for Establishing 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; inq
6、uiries received from the merchants abroad; self-introduction by merchants themselves.,,Part One,http:/,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
7、 prospective 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 th
8、e above methods, the first one is widely used in business activities.,,Part One,http:/,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
9、 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, expressi
10、ng your 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,,Part One,http:/,To ensure smooth and successful transactions, it is also essential to make credit
11、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
12、 “confidential” or “strict private and confidential”, for it might otherwise get yourself and your informer involved in serious trouble.,4. About Credit Inquiries/Investigations,,Part Two,http:/,,Part Two,http:/,,Part Two,http:/,,Part Two,http:/,,Part Two,http:/,,Part Two,http:/,,Part Two,http:/,,Pa
13、rt Two,http:/,,Part Three,http:/,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
14、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 (dont 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,,Part Three,http:/,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, a
