Project 2Project 2

Establishing Business Establishing Business Relations Relations

• seeking new customers

• 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.

TASK 1 TASK 1

Merchants may be approached through thefollowing channels:

4. Web

HOW?HOW?

2 banks2 banks

3. Commercial Counsellor’s Office3. Commercial Counsellor’s Office

4. Chambers of Commerce in foreign countries4. Chambers of Commerce in foreign countries

5.Advertisements5.Advertisements

•

5. trade fairs and exhibitions held at home 5. trade fairs and exhibitions held at home and abroadand abroad

• 1 way: web:www.Anderson2711.com • 2 name : Anderson Company• 3 address:12 Hollywood boulevard

• Los Angeles, California 97436

• 4 business scope: to import various kinds of textiles

Fax:02-70 300 889Tel :02-75 3931E-mail: anderson2711@hotmail.com

Task Task • Seeking the new customers by the above

ways • You should find the following

information:• 1 way• 2 name • 3 address• 4 e-mail, fax, telephone number,• 5business scope

A letter aiming at establishing business relations usually consists of following steps:

3. where you get the information about the person or company to whom you are writing the letter;

4. your intention for export or import;5. a brief introduction to your business scope, experience and products ;4. expectation for cooperation and an early reply.

Writing StepsWriting Steps

TASK 2 TASK 2

2-2-2 Sample Letters2-2-2 Sample Letters

• 2-2-1 Layout of establishment of business relations

Dear Sirs, We learn from China Daily of last week that you are interested in silk clothes. We introduce ourselves as a leading exporter here in the line of garments and are willing to enter into business relations with you on the basis of equality and mutual benefit.

1. 称呼

2. 说明从何处获得对方信息。

3. 阐明写函的目的。（建立业务关系）

Our silk clothes are made of high quality silk materials with traditional workmanship. For your reference, we are enclosing an illustrated catalogue and the latest price list. If you are interested, please send us your specific inquiry, on receipt of which we will send our quotation and samples.

We are looking forward to your early reply.

Yours faithfully ，

Mike

4. 介绍公司基本情况及产品。（随函附上介绍公司产品的宣传册）

5. 礼貌地表达期待对方回音、下订单等的心情。

6. 结束礼词

7. 签名

• the leading exporters 最大的出口商 the largest importers 最大的进口商 2. enter into business relations 建立业务关系 establish business relations

3. line 行业1) Our line is porcelain. 我们经营瓷器。2) 我公司经营纺织品已有多年了。 We have been for many years in the textile line.

Language Points

4. on the basis of equality, mutual benefit 在平等互利的基础上

5. enclose v. 随函附上1) 随函附上我方最新的目录册以供你方参考。 We enclose a copy of our latest catalogue for

Your reference.

6. on receipt of 一收到… after receipt of 收到之后

• 2-2-2 Sample Letters

Asking to Enter into Business Relations

Dear Sirs,

We owe your name and address to the Commercial Counselor's Office of the British Embassy in Beijing, who have informed us that you are in the market for Chinese canned food. We avail ourselves of this opportunity to write you in the hope of establishing business relations with you.

Sample Letter 1

We are a stated-owned corporation, handling both the import and export of Chinese food. In order to acquaint you with our business lines, we enclose a copy of our Export List covering the goods you required at present.

We hope we could trade with merchants of various countries on the basis of equality, mutual benefit and exchange of needed goods.

We look forward to receiving your early inquiries. Faithfully yours,

XXX

1. owe...to... 承蒙 ...... 告知 ......

to owe your name and address to 承蒙… 告知贵公司行名和地址

类似的表达法还有

to have your name and address from to come to know the name and address of your firm through … to have obtained your name and address from… to be recommended to sb. by … on the recommendation of … 2. Commercial Counselor’s Office 商务参赞处

Language Points

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

1) 请告知船名和装运期。

Please inform us of the name of steamer and date of shipment.

4.be in the market for 欲购；想买

1) 我们想要购买花生。

We are in market for Groundnuts.

5.avail oneself of v. 利用

1) 借此机会对你方的密切合作表示感谢。

We avail ourselves of this opportunity to express our thanks for your close cooperation.

6.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

1) 我们是国营公司，专门经营棉布的进出口业务。

We are a state-operated company, handling exclusively the import and export of Cotton Piece Goods.

2) 他们主要经营化肥。

They are mainly dealing in fertilizers.

7. trade v. n. to trade in sth . to trade with sb.

1) 我们从事纺织品的进出口业务。 We trade in the import and export of textiles. 2) 我们总是在平等互利的基础上同全球商人做生意。 We trade with merchants all over the world on the basis of equality and mutual benefit.

Self-introduction by An Importer

Gentlemen: We saw your Fat-reducing Tea at the International Exhibition of National Health Products held in Italy during October, and are keenly interested in this product. With a view to building trade relations with you, we are writing to you and hope to receive your catalogues and price-lists for reference.

Sample Letter 2

As one of the leading American importers of health products, we are experiencing in pushing sales of the products and have good connections with wholesalers and retailers in the country. If your prices are in line, we trust important business can materialize.

We look forward to your early reply.

Yours sincerely,

XXX

1. be interested in 对 ...... 感兴趣

2. with a view to 以 ...... 为目的

3. a leading importer of health products 一家主要的保健品进口商

4. push the sales of the products 推销产品

5. have good connections with wholesalers and retailers 与批发商和零售商有良好的关系

6. be in line.... 与 ....... 现行价格一致

Language Points

Transferring Business Relations

Dear Sirs ，

Your letter of May 5 addressed to our Xiamen Branch Office has been passed on to us for attention and reply, as gift products fall within the scope of our business activities.

We regret to inform you, however, that this particular product has already been represented by Messrs Bill Jones & Co. ， 346 Broad Street, Thailand. Therefore, we are

Sample Letter 3

not in a position to offer you but would rather recommend that you approach them for your requirements directly.

Should any other items be of interest to you, please let us know and we shall be pleased to make you offers.

Yours faithfully,

XXX

1. Xiamen Branch Office 厦门分公司 也可以说： . Xiamen Branch /. Xiamen Office

2. pass on v . ph. 转交1) 你方对包装的建议已转交我方制造商参考。 Your comments on packing have been passed on to

our manufacturers for their reference.

3. be in a position to do sth 能够做某事1) 我们无法接受你方重复订单，因为你所要求的货物已没 库存。 We are not in a position to accept your duplicate order as the goods you required are out of stock.

Language Points

4.approach v. 接洽， 联系；临近

approach sb. for sth 为某事与某人接洽，联系

1) 销售季节日益临近，许多客户与我方接洽索要报盘。

The selling season is approaching, many clients approach us for offers.

5 ． 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

1) 我们的学生对新型计算机很感兴趣。

A. Our students are very interested in the new type of computers. B. The new type of computer is of great interest to our students.

6. 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

1) 倘若你方价格具有竞争性而且交货期可接受的话，我们 有意向你方大量订购。 Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.

___________

Having obtained_________________________from__________________________________We are writing you_______________________ ________________________________ We are a state-operated corporation,handling________________________________________________In order to acquaint youWith_______________________________ weenclose______________________________Should any of the items be______________ _________________________________ We look forward to _____________

_______ ________

•2-3 Simulation of Writing LettersDear sirs,

your name and address Cameron R.W.& Co., Ltd in U.S.A

in the hope of establishing business relations with you

the export of chinaware

our products, our illustrated catalogue for you reference

of interest to you, please let us know.

your early reply

Yours faithfully

XXX

1. 称呼2. 说明从何处获得对方信息。( 信息来源： Cameron R.W.& Co., Ltd in U.S.A.)3. 写信函的目的。（建立业务关系）

4. 介绍公司基本情况及产品 (chinaware) 。（随函附上介绍公司产品的宣传册）

5. 礼貌地表达期待对方回音、下订单等的心情。

6. 结束礼词

7. 签名

• 2-5 Practicing

Part1 Words and Expressions

This part is to practice your ability to use wordsand phrases correctly

Ex1. Translate the following terms and expressions

A ． into Chinese

1. enter into business relations 2. one of the leading furniture exporters3. be in the market for4. business scope 5. avail oneself of... 6. Chamber of Commerce 7. trade with... 8. on the basis of equality and mutual benefit . 9. an illustrated catalogue 10. The Chinese Export Commodities Fair

1. 建立业务关系

2. 主要的家具口商之一

3. 欲购

4. 经营范围

5. 利用

6. 商会

7. 与 ...... 做贸易8. 在平等互利的基础上

9. 带插图的目录

10. 中国出口商品交易会

B. into English

1 ）执事先生 2 ）有利的答复 /佳音3 ）具体询盘 4 ）推销产品5 ）化工产品的进口6 ）专营 7 ）另函8) 早日9) 质量上乘10) 一家国营公司

1 ） Gentlemen2 ） a favorable reply3 ） specific enquiry4 ） push the sales of the products5 ） import of chemical products6 ） specialize in7) under separate cover8) at an early date9) fine in quality10) a state-owned enterprise

Ex2. Fill in the blanks with the words or phrases given in the box

• This is to _________ourselves as one of the leading exporters of garments in China.

• We _________ a price list for our export items.• We are willing to _______________________________ your

company on the basis of equality and mutual benefit.• The shop _____________ paper and stationery.• Please ___________ us if you need further information.• We are sending you _______________________the samples.• If your prices are__________________, we would like to

order 1,000 cases with you.• We shall ship the goods ____________________ your L/C.• We _________ your name and address _______ the City

Commercial Bank at your end.• There is a great ______________ for the products in the USA.

handle, demand, introduce, contact, favorable, enclose, owe…to, by separate airmail, upon receipt of, enter into trade relations with

introduce

enclose

enter into trade relations with

handles

contactby separate airmail

favorable

upon receipt ofowe to

demand

Ex3. Choose the best answer to complete each of the following sentences

1. ____ in 1995, this company specializes in the export of cotton piece goods.

A. Established B. Establish C. Establishing D. To be established2. ____ the recommendation of CCPTT, we are writing to you

in the hope of setting up trade relations with you. A. By B. On C. Through D. For3. We will forward all the necessary information of the item

mentioned above ____ receipt of your reply. A. with B. in C. upon D. of4. We look forward ____ your favorable news. A. on B. to C. at D. of5. The present market is favorable ____ importers. A. to B. for C. in D. with

A

B

C

B

A

6. Because the article falls ____ the scope of our business activities, we are writing you in hope of ____ trade relations with you.

A. within, establishment B. within, establishing C. below, set up D. below, setting up7. Thank you for the sample cutting____ in your letter. A. enclose B. being enclosed C. enclosing D. enclosed8. We take the pleasure of introducing ourselves____ an

experienced importer____ line of daily products. A. of, on B. as, in C. for, by D. be, at9. Thank you for your price list showing various kinds of

products now____ for export. A. available B. be available C. to be available D. being available10. _____ create severe competition for home produced goods. A. Import B. Importing C. Imports D. Imported

B

D

BA

A

C

Ex4. Put in the missing words

Gentlemen:

_______obtained your name and address from ABC company,we are writing ___you in the hope ____establishing ________relations ____ you.

We have ______ importers of arts and crafts _____manyyears. We are now interested ____Chinese arts and craft, andwould appreciate your catalogue.

If your prices are __________, we trust important businesscan materialize.We are looking forwarding to ________your early reply. Yours sincerely, xxx

Havingto of

business with

been forin

competitive

receiving

Part 2 Sentences This part is to test your ability to make sentences correctly. Ex5. Identify one error in each of the following sentences and then try to correct it.

1. As requested, we enclose a set of pamphlets together

with our price-list to your reference.

2. We handle the export of textiles and wish to enter onto business relations with your firm.

3. Please advise what items you are interested in present.

4. As you know, it is our policy to trade with the people of all countries at the basis of equality and mutual benefit.

5. Please let us have your specific enquiry as soon as

possibly.

\

\

\

\

\

for

into

at

on

possible

6.We have been informed that you are on the market for Green Tea.

7.Should any of the items be interest to you, please let us know.

8.To give you a general idea of our products, we take pleasure in sending you on air latest catalogue for your reference.

9.Be specialized in the export of Chinese cotton piece goods, we express our desire to trade with you in this line.

10.Thank you to your catalogue.

Being

/

/\

/

/

/

in

of

by

for

• Ex6. Choose the correct translation for Group A from Group B

A B1. Your close cooperation will be highly appreciated.

2. You can be assured of reliability of our bicycles.

3. Please inform us what quantity you can sell a year.

4. We have noted your requirement of samples and catalogues.

5. We have been in this line of business for many years.

a. 对我们自行车的性能 , 你方尽可放心。

b.非常感谢你们的密切合作。

c. 我们经营该业务已多年。

d. 请告知每年可销售数量。

e. 我们已获悉贵方对样品和商品目录的需求。

Ex7. Complete the following sentences with the expressions given

1. 我方愿在平等互利的基础上与你公司建立贸易关系。（ on the basis of ）

2. 我们已将有关产品的宣传单航空邮寄给贵方。 (airmail).

3. 为了把我们的产品出口到欧洲，我方致函贵方寻求合作机会。 (seek cooperation possibilities)

4. 我们主要经营各种轻工业产品的进出口业务。 (trade in sth.)

5. 我公司的产品质量上乘，价格优惠。 ( good in quality and favorable in price)

We are willing to enter into business relations with your company on the basis of equality and mutual benefits.

We have airmailed you some leaflets about our products.

In order to export our products to Western Europe, we are writing to you to seek cooperation possibilities.

We mainly trade in the import and export of various light industrial products

Our products are good in quality and favorable in price.

Ex8. Translate the following into Chinese

1. We thank you for your letter of June 12 and should like to discuss the possibility of expanding trade between us.

2. We understand that you are exporters of Chinese Arts & Crafts. We, therefore, are taking the liberty of writing you to repress our desire to enter into trade relations with you..

3. Your letter dated 15th Feb. has been passed on to our Shanghai Office for attention and reply, as the goods you inquired for fall within the scope of their business activities.

4. If your corporation does not import the goods mentioned above, please give this letter to the firm who may be concerned.

5. We are glad to hear from you and will carefully consider any proposals likely to lead to business between us.

谢谢贵方 6月 12 日来函，我们愿就扩大贸易的可能性与你方进行讨论。

我们了解到你公司是中国手工艺品的出口商，因此冒味地写信给你方，希望与你方建立业务关系。

你方 2月 15 日函悉，并已转交给了上海分公司处理并答复，因为你所询购的商品属于他们的经营范围。

如果贵公司不进口上述产品，请将此信转给相关的公司。

非常高兴收到贵方的来信，我们将认真考虑有可能促进贵我双方合作的任何建议。

Part 3 Letters WritingThis part is to test your ability to do practicalwriting.

Ex9. Translate the following letterA. into Chinese

Dear Sirs, From Communication Bank of China, we learn that you

are an experienced importer of light industrial products in your country.

We have specialized in exporting light industrial products

for many years. Our products enjoy high popularity in European market. We therefore take the liberty of writing you, with the hope to establish trade relations with you to push the sales of our products on your market.

You could procure the information about our business and financial standing from the Commercial Bank of London.

We are looking forward to receiving your specific enquiry

at an early date.

Yours faithfully ，

敬启者： 我们从中国交通银行获悉，贵方是一家具有富经验的轻工业产品的进口商。 我们专营轻工业产品的出口业务已有多年。们的产品在欧洲市场享有盛誉，因此我们特致函方，希望与你方建立业务关系，促进我方产品在方市场的销售。 关于我公司的资信情况，你们可向伦敦商业行调查。 盼望早日收到你们的具体询盘。 谨呈， xxx

B. into English

执事先生： 从贵国驻北京大使馆的商务参赞处获悉，贵公司是一家食品出商，可以供应各种罐头食品。 作为一家专营罐头食品的零售商，我们特致函贵方，希望能建立易系。 如蒙提供给我方最新的价格单以及带插图目录，将不胜感激。

盼早复。

某某呈上

Gentlemen:

We learn from the Commercial Counselor’s Office of yourembassy in Beijing that you are an exporter of foodstuff whocan supply various kinds of canned food. As a retailer specializing in canned food, we are writing

toyou in the hope of setting up business relations with you. We shall appreciate it if you will supply us with yourLatest price lists and illustrated catalogues. We await your early reply.

Yours sincerely,

xxx

THE ENDTHE END