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1、Unit 2 Establishing Business Relations 建立业务关系,世纪商务英语 外贸函电,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,Part One,It is fairly true to say no customer, no busines
2、s. 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 in foreign trade. If a new firm,
3、 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 consolidate old customers but al
4、so seek new ones to enlarge our business.,1. The Significance of Establishing Business Relations,Part One,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 Establishing Business Relations (1),banks
5、; 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 received from the merchants abroad; sel
6、f-introduction by merchants themselves.,Part One,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 prospective customers. The main methods include:,2. T
7、he 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 methods, the first one is widely used in busin
8、ess activities.,Part One,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 enter into business relations, or sometimes making general
9、 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 agreement / desire/wish to establish business relation
10、s with the addressor and indicating the action you are going to take.,3. The Main Contents of a Letter for Establishing Business Relations,Part Two,Part Two,Part Two,Part Two,Part Two,Part Two,Part Two,Part Two,Part Three,Expressions (1),establish business relations / connections, enter into busines
11、s relations / connections , 建立业务关系 2. engage in.;handle.; deal in. ; specialize in.从事 经营(专营) 3. business line 业务范围 4. please contact us / sb. 请与我们/某人联系 Please (dont hesitate to) let us(sb) know;Please inform us (sb). 务请告知 6. We would appreciate it/be grateful if you would. 如蒙我们将不胜感激 7. The enclosed
12、is/are.;We enclose . ;Hereby we enclose 随函附寄;兹附寄 Enclosed please find. ;Enclosed you will find 随函附上,请查收 9. for ones information/reference (only) (仅)供参考 for ones file/record ;for ones perusal (仅)供某人存档/记录；供某人审阅,Part Three,Expressions (2),10. Regarding ; with reference to; with regard to ; referring to
13、 ; concerning ; as to 关于，就而言 13. concerning, about, regarding, with regard to., as to. 关于 11. at your end, in your place/area/district 在你处/地 12. according to, in compliance with, in accordance with, in conformity with按照 13. conclude/close the business/transaction/deal 达成交易 14. do business with, deal
14、 with, trade with 与做生意 15. be connected with. 与有联系 as requested / do sth . Upon sbs. request. 按要求; 应某人的要求做某事 with a view to sth . / doing sth. ; with the view of sth. 本着做的 / 意愿 ，希望，以为宗旨（表明目的） Through the courtesy of 承蒙的介绍、关照 In reply to / in response to 答复 20. To be / feel interested in ; to take /
15、have / interest in 对感兴趣,Part Three,Typical Sentences,(1) We are very pleased to obtain your name from the Industrial Chambers. (2) On the recommendation of Merrs. Harvey & Co., we have learned with pleasure the name of your firm. (3) Through the courtesy of Mr. Freemen, we are given to understand th
16、at you are one of the leading importers of electric goods in your area and wish to enter into business relations with us. (4) We have your name and address from “The Journal of Commerce”.,1. Telling the addressee how his name is known in pleasant words,Part Three,Typical Sentences,(1) We are one of the leading importers of ceramic products in America. We
