chapter_2 Establishing Business Relations

UNIT2ESTABLISHINGBUSINESSRELATIONSCONTENTSBackgroundinformationWritingstepsSpecimenLetters21SIGNIFICANCEOFESTABLISHINGRELATIONS1)Forstart-ups,itservesasthebasisforstartingbusiness;2)Foroldfirms,ithelpstoexpandbusinessandincreaseturnover.3THECHANNELSOFOBTAININGTHEINFORMATION1)银行、商会、驻外使馆商务参赞处、第三方公司的介绍Banks银行Tradeassociation行业协会BusinessHouseofthesametrade同行商行ChambersofCommercebothathomeandabroad商会CommercialCounsellor’sOffice商务参赞处ChineseCommercialCounsellor’sOfficeinforeigncountries中国驻国外的商赞处4Mutualvisitsbytradedelegationandgroups工商团体/代表团Self-introductiontothecompany自我介绍Theintroductionfromhisbusinessconnection第三方公司介绍Othercustomers’introduction其他客户的介绍Enquiriesreceivedfromthecustomersabroa5商务部下设的7个商会：中国纺织品进出口商会中国轻工工艺进出口商会中国五矿化工进出口商会中国食品土畜进出口商会中国机电产品进出口商会中国医药保健品进出口商会中国对外承包工程商会62)互联网、企业名录、各种传媒广告Internetwebsites互联网Yellowbook/page黄页TradeDirectory行业目录Advertisements专业报刊、杂志广告Newspapers,magazinesandothermedias报纸、杂志和其他媒体73)交易会、展览会Attendanceatexportcommoditiesfairs专业展会、展览会、交易会Contactatexhibitionsheldathomeorabroad展览会ChinaImportandExportFair894)市场调查Marketsurveymarketinvestigation102PATTERNOFWRITINGLETTERSOFESTABLISHINGBUSINESSRELATIONS建立业务关系信函的写作步骤开头语(OpeningSentences)说明信息来源；写信的目的中间部分对你的公司作一个简单的介绍、寄送资料结尾语(TheclosingSentences)表达与对方合作和早日收到回复的愿望111)信息的来源Yourcompanyhasbeenkindlyintroducedtousby…Weoweyournametothe…Welearnthrough…that…Welearnfrom…that…Ontherecommendationof…12recommendv推荐；建议recommendationn.介绍；推荐（1）YourfirmhasbeenrecommendedtousbytheChamberofCommerceinTokyo,Japan.（2）TheyrecommendthatwetrytheEuropeanmarket.132)写信的目的whatkindofbusinessyouwanttodowiththem，e.g.topurchasetheirproducts,tosellyourownproducts,toenterintoajointventurewiththem,etc.出口商主动联系进口商目的：（1）扩大交易地区及对象；extendourrange（2）建立长期业务关系；establishlong-termbusiness/traderelationswithyou.（3）拓宽产品销路。expandourproducts14Wearewillingtoenterintobusinessrelationswithyou.Weexpressourdesireto…Wearenowwritingyouforthe…Wearedesirousof…151）本公司概述①基本情况介绍：公司性质、业务范围、宗旨haveourprincipleas“clientsneedcomefirst”enjoyagoodreputationinternationallyinthecircleof②公司某些相对优势介绍：贸易经验丰富、供货渠道稳定、广泛的销售网withmanyyear'sexperienceinexportbusinessregularclientsandregionsworldwidetaketheadvantagetosetupbasisin162）产品介绍①通常只就公司经营产品的总体情况作笼统介绍：质量标准、价格水平、目前销路②在比较了解对方需求时，选取某类特定产品，进行具体的推荐性介绍公司通常的做法是附上目录、报价单，另寄样品，供对方参考。[Usefulexpressions]Wewishtointroduceourselvestoyouas…Ourlinesaremainly……Wehavebeeninthisline…17表达与对方合作和早日收到回复的愿望USEFULEXPRESSIONSWelookforwardtoreceiving…Hopetoreceive…Yourearlyreplyisappreciated.Weareanticipatingyouranswer.Welookforwardtoyourfavorableandpromptreply.Weareawaitingyourearlyreply.Wehopetohearfromyouatyourearliestconvenience.18PATTERNOFREPLYINGLETTERSOFESTABLISHINGBUSINESSRELATIONS回复建立业务关系信函的写作步骤开头语(OpeningSentences)感谢对方对你公司的兴趣；表示对对方建立业务关系意愿的兴趣中间部分回复对方的要求，表示进一步采取的行动结尾语(TheclosingSentences)希望合作达成191）感谢来信USEFULEXPRESSIONSThankyoufor…（感谢你方……）Thankyouforyourinterestin…（感谢你们对……的兴趣）Wehavereceived….（我们收到你方……）YourletterofAugust8hasbeenreceivedwiththanks.（感谢你方8月8号的来信）202）愿意建立业务关系USEFULEXPRESSIONSYourwishofestablishingbusinessrelationscoincideswithours.（你们建立业务关系的愿望和我们不谋而合）Thisisalsoourdesire.（这也是我们的愿望）Weshallbeverygladtoenterintobusinessrelationswithyou.（我们将非常高兴与你们建立业务关系）21回复对方的要求USEFULEXPRESSIONSWearesendingyouourcatalogandpricelist…（我们给你方寄去我们的目录和价格表）Weshallbegladtohaveyourspecificenquiry.（我们将很高兴得到你方的具体询价）22希望合作达成USEFULEXPRESSIONSWelookforwardtoaproductivetrade.23PATTERNOFWRITINGLETTERSFORINVESTIGATING资信调查信函的写作步骤开头语(OpeningSentences)告知如何获得贵方的名称、地址中间部分对某贸易对象相关资信调查要求：Financialstanding;Credit;Reputation结尾语(TheclosingSentences)承诺保密资信调查的资料24信用查询USEFULEXPRESSIONSBeforewegrantcreditof…Asweonthepointoftransactingsomeimportantbusinesswiththem…Weshouldbeobligedifyoucouldletusknowtheirreputationand…Weshallbegladtohaveyouropinionontheir…25保密资料USEFULEXPRESSIONSAnyinformationyoumaygivemewill,ofcourse,betreatedasstrictlyconfidential.Weassureyouofourreciprocatingyourcourtesyatanytime.26PATTERNOFREPLYINGLETTERSFORINVESTIGATION回复资信调查信函的写作步骤开头语(OpeningSentences)已经收到咨询信函中间部分告知对方有关被调查公司的资信状况结尾语(TheclosingSentences)要求对方严格保密资料内容27USEFULEXPRESSIONSThankyouforyourinquiryaboutthebusinessstandingof…,wearepleasedtosupplyyouwiththefollowinginformation.Wewelcometheopportunitytoreportfavorablyon….28信用资料（有利）USEFULEXPRESSIONSWeinformyouthatwecangivenothingbutfavorableinformationaboutthefirminquestion.Inalltheseyearsourrelationswiththemhavebeenconsistentlyandentirelysatisfactory.Aftersomedifficultyduringthefirstyear,thefirmhasmetitsliabilitiesregularlyandpunctually.29信用资料（不利）USEFULEXPRESSIONSWeregretourinabilitytotellyouanythingpositiveconcerningthefirmmentionedinyourletterofSept.5.Recentdifficultiesthatseemtobeduetobadmanagementhaveresultedinconsiderableborrowingatahighrateofinterest.Ourrecordsshowthatsomeoftheiraccountshavebeenoutstandingforlongperiods.30要求保密USEFULEXPRESSIONSThisisastrictlyconfidentialresponsetoarequestmadebyyourfirm.Weshallbepleasedtorenderyouanyfurtherservices,andweaskyoutoconsiderthisinformationasgiveninstrictconfidence.