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Chapter13EstablishmentofBusinessRelationsLead-inInmoderninternationaltrade,itisaprerequisiteforacompanytoseekprospectiveclientsandtoestablishbusinessrelationswiththemsoastostartanddevelopitsbusiness.Thischapterdealswithhowtomakecontactwithaprospectiveclient.MainPoints•Variouskindsofbusinessrelationsinbusinessworld;•Theprocedureofestablishingbusinessrelations;•Aletterandaudiosampleofestablishingbusinessrelations;•Translationpractice.IVariouskindsofbusinessrelationsinbusinessworld.•Establishingimportandexportbusinessrelations•Establishingcompensationtraderelations•Establishingproductsconsigningrelations•Establishingsoleagencyrelations•EstablishingbarteringrelationsII.Theprocedureofestablishingbusinessrelations•Informingtheinformationsource(fromwhere/whomyougettheoppositeparty'snameandaddress);•Makingclearyourintentionandreasonstoestablishbusinessrelationswiththem;•Introducingyourself-anexporter,importer,amanufacturer,etc;•Asanexporter,youshouldintroduceyourproducts:ifavailable,acatalogue,pricelist,ect.,shouldbeenclosed;•Asanimporter,telltheoppositepartywhatyouwanttobuyandyourcompany'ssalespotential;•Sometimes,itisalsonecessarytoprovideyourfinancialposition,creditstanding,salesstatistics,etc;•Intheend,restateyourdesireforestablishingbusinessrelationsandexpressingyourexpectationsforreceivingtheirearlyreply.PossibleInformationSource1.We’vecometoknow/got/obtained/learned/heard/readyournameandaddressfromtheCommercialCounselor’sOfficeoftheChineseEmbassyinLondon.我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。2.Through/BythecourtesyofMr.Black,wearegiventounderstandthenameandaddressofyourfirm.承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。3.Yourfirmhasbeenintroduced(recommended,passedon)tousbyMapleCompany.枫叶公司向我方介绍/推荐了贵公司。ExpressDesirestoEstablishBusinessRelations1.Wearewillingtoenterintobusinessrelationswithyourfirm.我们愿意与贵公司建立业务关系。2.Weexpressourdesiretoestablishbusinessrelationswithyourfirm.我们愿和贵公司建立业务关系。3.Mymainpurposeincominghereisformakingbusinesscontactwithyou.我来此的目的是想与贵方建立业务关系。4.Weshallbegladtoenterintobusinessrelationswithyou.我们很乐意同贵公司建立业务关系。5.Wenowavailourselvesofthisopportunitytowritetoyouwithaviewtoenteringintobusinessrelationswithyou.现在我们借此机会致函贵公司，希望和贵公司建立业务关系。6.Wearenowwritingyouforthepurposeofestablishingbusinessrelationswithyou.我们特此致函是想与贵方建立业务关系。7.Wearewritingtoyoutoseekcooperativepossibilitieswithyou.我方特致函寻求与您合作的可能性。8.Wearewritinginthehopeofopeninganaccountwithyou.我方向您致函，希望与您建立业务关系。9.Thepurposeofthisletteristoexplorethepossibilitiesofdevelopingtradewithyou.此函目的在于探索与贵方开拓贸易的可能性。10.Intheeventyouhaveinteresttoestablishconnectionswithaforeignconcern,wewouldlikeyoutoconsiderus.如果贵方愿意与外国公司建立业务关系，我方希望把我们考虑在内。GiveReasonsforEstablishingBusinessRelations1.WespecializeintheexportofJapaneseLightIndustrialProductsandwouldliketotradewithyouinthisline.鉴于我方专营日本轻工业产品出口业务，我方愿与贵方在这方面开展贸易。2.Ourmutualunderstandingandcooperationwillcertainlyresultinimportantbusiness.我们之间的相互了解与合作必将促成今后重要的生意。3.Weareconvincedthatwithourjointeffortsbusinessbetweenuswillbedevelopedtoourmutualbenefits.我方深信：在我们的共同努力下，你我双方的贸易都将互赢互利。4.Asisknowntoall,longestablishedanddirectconnectionswithafactorywouldallowacompanytobemostcompetitiveintradingbusiness.众所周知，与工厂建立长期、直接的业务关系会使公司在贸易上具有竞争力。5.Indongbusinesswiththecustomersfromvariouspartsoftheworld,wealwaysadheretotheprincipleofequality,mutualbenefitsandtheexchangeofneededgoods,thus,byjointefforts,topromotebothbusinessandfriendshiptoourmutualadvantage.我们与世界各地顾客进行的贸易都遵循平等互利、互通有无的原则，并通过双方的共同努力，不仅促进业务，而且增进友谊。Introduceyourself1.Wehavebeeninthislineofbusinessformorethantwentyyears.我们经营这类商品已有二十多年的历史了。2.Wehavebeeninthislineformanyyears.我们经营这一行多年了。3.Ourlinesaremainlyartsandcrafts.我们经营的商品主要是工艺品。4.Ourhandicraftshavemetwithafavorablereceptionbothathomeandabroad.我们的手工产品在国内外深受欢迎。5.WehaveestablishedourselvesasanexporterforthesaleofthegoodsproducedormanufacturedinShanghai.我公司是经销上海生产制造的商品的出口商。6.Wetradesinpaperandstationery.我公司经营文具纸张。7.Weareastate-ownedcompanydealingspeciallywiththeexportoftablecloth.我公司是国营公司，专营桌布的出口业务。8.WearespecializedinXXXandwasrankedXXin2007bythirdpartyanalysts(xxx).OurclientsincludeXXXfromU.S.,XXXfromEuropeandmanyothersfromallovertheworld.BeeninthisindustryforXXXyears,wearededicatedtoprovideourclientsthebestqualityandrelativelyreasonablecost.本公司致力于发展xxx产业并由第三方分析机构xxx评选为2007年行业第xx名。我们的客户包括美国的xx公司，欧洲的xx公司，以及其他来自世界各地的公司。浸淫于行业多年，我公司始终以向客户提供最佳品质和相对合理成本的产品为目标。9.Weencloseherealistofourimportadexportitemsforyouasareference.我方在此随函附寄我方进出口产品的清单一份，供你方参考。10.Inordertoacquaintyouwiththetextileswehandle,wetakepleasureinsendingyoubyairourlatestcatalogueforyourperusal.为了使贵方对我方经营的纺织品有所了解，特航寄我方最新目录,供细阅。11.Weencloseacopyofourlatestpricelist.随函寄出我方最新价格表一份。12.Wearesendingyoucatalogueunderseparatecover.目录将另函寄出。ProvideFinancialandCreditstandingandOtherInformation1.Itwouldbeveryhelpfulifyoucouldsendusstatisticsonyoursales.如果你们能将你们的销售统计资料寄给我们，那可就太有帮助了。2.Wewouldliketoaskyoutokindlysendustherelatedinformation.我们希望你们能将相关资料寄给我们。3.Foranyinformationrespecting/Astoourcreditandfinancialstanding,wewishto/canreferyoutotheBankofChina.有关我方信用和财务状况的任何信息请向中国银行查询。4.Wecanprovideyouonrequ