unit two establishing business relations
Unit Two Establishing business relations建立商务关系
e.g.
•
•
5. A closing sentence to round off the enquiry.
e.g.
• •
I look forward to receiving your reply. I look forward to hearing from you.
How to answer such an enquiry letter? • It should be dealt without delay. • Try to be courteous so as to create good first impression on the reader. Remember “A good beginning is half done!”
How to write a first enquiry letter?
Usually it should include:
1. A brief mention of how you obtained his name.
e.g.We were impressed by the selection of sweaters that were displayed on your stand at the ‘Menswear Exhibition’ that was held in Chicago last month. Or From the latest issue of ‘computer world’ we have learned about your software for IBM PCs.
2.
A general introduction of your own company. We are importers in the Rubber trade in Russia and would like to get in touch with suppliers of Rubber. Our company is a subsidiary of Union Garments and we specialize in the import and export of garments.
国际商务函电第二章Unit02 Establishing Business Relations
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
3. intend v. 想要, 打算后常接动词不定式 e.g. They intend to place an order with you. 他们打算跟贵方订货。 We intend to extend our business activities. 我们打算扩大我们的业务范围。 4. enquire v. 询问 e.g. We would like to enquire whether you can supply the following items. 我们想询问一下，贵公司能否提供下列商 品。
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
5. catalogue n. 目录 quotation n. 报价，报价单 pricelist n. 价目表 6. cooperation n. 合作，协作 cooperate v. 合作，协作 e.g. Let’s cooperate with each other for our mutual benefits. 为了我们双方的利益，让我们合作吧。 I need your cooperation in this matter. 在这件事情上，我需要你的合作。
英语商务函电PPT-Unit2 Establishing Business Relation
1．首先说明信息来源; 2．写信的目的; 3．对你的公司作一个简单的介绍; 4．表达与对方合作和早日收到回复的愿望。
1．首先说明信息来源:如何取得正规可靠的 印象 （information channel/ information sources） The source of information （how you learned of his company）
出口商主动联系进口商目的： （1）扩大交易地区及对象； expand our products into （2）建立长期业务关系； establish long- term business/trade relations with you （3）拓宽产品销路。 expand our products
4、市场调查
Market survey market investigation
Introduction
7. desirous adj.想要的，渴望的 △ be desirous to do sth 热切盼望做某事 be desirous of 接动名词 渴望做某事 They are desirous of entering into direct trade relations with you.
trading
company trade in goods trade in services
5、market In the market for: 要买 We are in the market for wool. Find a market: 找销路 We are trying to find a market for this article.
Unit2EstablishingBusinessRelations
Unit2EstablishingBusinessRelationsUnit 2 Establishing Business RelationsPart One Basic Knowledge Concerned1. The Significance of Establishing Business RelationsIt is fairly 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 transaction 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 possible to consolidate old customers but also seek new ones to enlarge our business.2. The Main Channels and Methods for Establishing Business RelationsUsually, you can secure all the necessary information about a new customer with the help of the following channels:Chamber of Commerce;Commercial Counsellor’s Office;Newspapers, magazines and other media;Other customers’ introduction;Self-introduction to the company;Internet websites;Yellow book / page.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 maystart contacting the prospective customers. The main methods include: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 business activities.3. The Main Contents of a Letter for Establishing Business RelationsGenerally 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 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 relations with the addressor and indicating the action you are going to take.4. About Credit Inquiries/InvestigationsTo ensure smooth and successful transactions, it is also essential to make credit 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“confidential” or “strict private and confidential”, for it might otherwise get yourself and your informer involved in serious trouble.Part Two Letter-writing GuideFor letters requesting for the establishment of business relations1. Telling the prospective customers how and where their names and addresses are knownYour company has been kindly introduced to us by... 贵公司由……介绍给我们?We have learned from... that... 我们通过……得知……On the recommendation of... , we have learned that... 通过……的推荐, 我们得知……Through the courtesy of..., we are given to understand that... 承蒙……我们得知……We were very pleased to obtain your name from... 很高兴从……处获得贵公司的名称?We are delighted to learn that... 我们很高兴得知……We have your name and address from... 我们从……得知贵公司的名称和地址?2. Self-introducingWe write to introduce ourselves to you as a... 作为……,特来函自我介绍?Our lines are mainly... 我们主要从事……...fall within the scope of our business activ ities. ……属于我们的经营范围?We are mainly dealing in... 我们主要从事……We have been engaged for many years in the line of... 我们已经从事……多年?As you may know, we supply... 如贵公司所了解, 我们可供应……We would like to take this opportunity to introduce ourselves as... 我们借此机会自我介绍,我们是……We would like to take the liberty of introducing ourselves to you with a view to... 我们冒昧自荐,希望……Our corporation is established for the purpose of... 本公司是以……为宗旨而建立的?Our corporation is specialized in... 本公司专营……We handle various kinds of... 本公司经营各种……3. Indicating your purpose and desireWe are willing to... 我方愿意……We express our desire to... 我们想表达……的意愿?We are now writing you for... 我们特致函……We are desirous of... 我方很希望……With a view to..., we... 本着……的意愿, 我方……We are interested in... 我方有兴趣……We need a regular supply of... 我方定期需要……We are in a position to supply... 我方可供应……We would be glad to... 我们将乐于……We now avail ourselves of this opportunity to... 我们借此机会……If you need... , please (don’t hesitate to) let us k now. 如果你们需要……,请(毫不犹豫)地告知我们?Should there be anything else we can do for you, please let us know. 如果我们还能为你们做些其他事情,请告知?Should you require... please don’t hesitate to contact us. 如果你们需要……,请毫不犹豫地和我们联系?4. Expressing your expectationWe look forward to receiving.../hearing from you soon/in the near future. 希望尽快收到……Your early reply is appreciated./Any early reply would behighly appreciated. 非常感谢你们的早日答复?We are anticipating your answer./We await hearing from you. 盼复?Any further information you can provide will be appreciated. 对你们提供的进一步信息,我们将非常感谢?We hope this will be a good start for... 希望这是……的良好开端?We would appreciate it/be grateful if you would... 如果贵公司……我们将不胜感激?We would sincerely appreciate it if you... 如果你们能……,我们将衷心感谢?For letters in reply to the letters requesting for the establishment of business relations1.Expressing your thanks for the incoming letter or stating your letter-replying purposeThank you for your letter of... 感谢贵方……的来函?Thank you for your interest in... 感谢贵方对……的兴趣?We have received with thanks... ……已收悉, 谢谢!Your letter of... has been well received with thanks. 贵方……的信已收悉, 谢谢!Your letter expressing... has been received with thanks. 贵方关于……的信已收悉, 谢谢!We are thankful for your letter about/of... 谢谢你们关于……的来信?In reply/response to your letter of..., we... 作为对你们……来信的答复,我们……2.Expressing your agreement /desire/ wishYour wish of... coincides with ours. 你们的……愿望与我们的不谋而合?This is also our desire. 这也是我们的愿望?We shall be very glad to.... 我们将很高兴……Your suggestion of... was really a good thinking. 你们的……建议确实是一个好主意?3.Indicating the action you are going to take We are sending you... 我们将给贵方寄去……We shall be glad to have your...我们将很高兴得到贵方的……As requested, we are airmailing to you... 按要求,我们特此给您寄去……Enclosed is/are our.../We enclose our... 随函附寄……Part Three Commonly Used Expressions and Sentence PatternsExpressions1.establish business relations; enter into business relations; establish business connections;enter into business connections2. engage in...; handle...; deal in...3. specialize in...4. business line5. business contacts6. please contact us / sb.7. let us / sb. know8. Please (don’t hesitate to) let us know; Please inform us.9. We would appreciate it if you would...; We would be grateful if you would...10. The enclosed is / are our...; We enclose our...11. Enclosed please find our...12. for your information / reference (only)13. concerning; about; regarding; with regard to...; as to...14. at your end; in your place / area / district15. in the meantime; at the same time; meanwhile; in the meanwhile16. according to; in compliance with; in accordance with; in conformity with17. conclude / close the business / transaction / deal18. do business with; deal with; trade with19. be connected with...20. do sth. upon your requestSentence Patterns1.Self-introduction （自我介绍）1）We are …我们是…We are a specialized corporation, handling the export of animal by-products.我们是经营畜产品出口的专业公司。
Unit 2 Establishing Business Relatiions
Read and Think
and Medium Enterprises Fair etc. These trade fairs provide you with great opportunities to find potential customers and business partners. Besides, you can make good use of the internet in finding your business partners. You can find a great deal of trade information such as information about commodities, manufacturers, buying demands etc. You can also find useful information about various expositions, trade fairs, and industryrelated conferences that you can attend. On the other hand, you can distribute information of your products and services so that those who are interested can know about you and contact you. These are all opportunities you can grasp to start new business relationships.
Section 2
Things to Do
Warm-up Activity
Now work in pairs and think of as many channels as you can that are associated with establishing business relations. How to build business relations with your customer?
外贸函电第二单元课后练习答案.ppt
Suggested Answers
to conclude ( close) the business ( transaction / deal) in the line of a (wide/ full) range of specific enquiry to handle / to deal in / to trade in to do business with / to deal with / to trade with
V. Put the following sentences into English:
7、We have handled this line for more than 20 years. (We have been in this line……) 8、We can supply shoes in a wide range of styles and sizes. 9、The trade between us is based on the principle of equality. 10、Most countries in the world have engaged in international trade. 11、We can offer you some oil if you need. 12. There are two forms of international transaction. One is to trade in goods, the other is in service.
V. Put the following sentences into English:
1、We owe your name and address to ABC Company. 2、As soon as we receive your specific enquiry, we will send you the catalogue and samples. 3、Their chief line is the export of electronic computers. 4、Our silk has long been a best seller at your end. 5、This product is being marketed in all European countries. 6. Your letter of May 10 has been transferred to us for attention from our Head Office in Beijing.
商务英语谈判unit 2 Establishing Business Relations
6. 为了让更多的人了解我们的新产品和我们的国家，我们来参 加这个展会。 We have come to this show in order to let more people know about our new products as well as our country.
10. I’m ready to answer the questions you asked at the trade show. 我随时准备回答您在商展上提出的问题。
Unit 2 Establishing Business Relations
2. Translate the following sentences into English
Unit 2 Establishing Business Relations
9. You can find our telephone number and e-mail address in the brochure I give you or from the business directory. We hope we’ll keep in touch. 您可从我给您的小册子里或企业名目上找到我们的电话和电子 邮箱地址。希望我们能保持联络。
5. On behalf of our company, I’d like to say how delighted we are to receive you here. 我代表我们公司对您的光临表示热烈的欢迎。
Unit 2 Establishing Business Relations
Listenin (old version)
Notes
4. look forward to 盼望（to 为介词）
We look forward to your early reply.
盼早复信。
We look forward to hearing from you soon. 盼早听到你的回复。
Notes
5. enclose 封入
We enclose a copy of our latest price list.
Unit Two Establishing Business Relationship
Listening & Speaking
Learning Objectives
In this unit, you will learn to talk about:
1. how to get information about potential clients.
例：We’re so much looking forward to seeing you again.
我们非常盼望再见到你。
Learn to say
1. We’ve come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London. 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。
Activity Two
Listen and Repeat
• 1. No customer, no business. • 2. What must a businessperson do first if he wishes to open up a new market? • 3. The first step in building new business relations is to get all the necessary information about potential customers and markets. • 4. How can you obtain all the information about a new business partner? • 5. There is a variety of sources of information about the target customers and markets.
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Unit Two
Establishing Business Relations
The structure of this kind of letter
1. The source of information
2. The intention of writing the letter (to establish business
relations)
3. Company introduction (Generally, it includes two parts:
the introduction of the company and its main products)
4. Closing sentence
The Source of Information
Supplier, manufacturer, exporter (want to sell)
enter into business relations (set up, open up, establish, build up)
1.We would like to enter into business relations with you. 2. We avail ourselves of this opportunity to write this letter with a view to entering into business relations with you.
2. We have the pleasure of introducing ourselves to you
with the hope that we may have an opportunity of cooperating with you.
3. We are glad to send you this introductory letter,
give your reader an indication of your company’s size.
5. Significant achievements the company has got
Part 3 - QA/QC
Quality certifications (such as ISO) allow for an
7. Don't write using capital letters, except subject title.
Examples of company introduction
1. We take the liberty of writing to you with a view to
building up business relations with your firm.
goods in Taiwan we are sure we are fully capable of
satisfying your requirements.
9. We are a state-operated corporation handling light
industrial products.
3. The corporation is specialized in handling the import and export business in electronic products and wishes to enter into business relations with you.
manufacturers in our city.
5. We are well established as a manufacturer of chemical products and our goods are enjoying high reputation for their excellent quality. 6. May we introduce ourselves as exporters of sportswear having a considerable amount of experience
hoping that it will be the prelude to mutually beneficial
relations between us.
4. We have been engaged in exporting cameras for 20
years and are closely connected with large
what machinery and technology you use and your production experience as well.
3. Production experience
4. Number of staff
Stating the number of people that you employ will
mercial counselor’s office
5.Exhibition and trade fairs
6. Advertisements 7. Market survey 8. Investigation to the foreign countries
obtain……from, get……from
Applying for business
1. We are willing to establish trade relations with your company. 2. Please allow us to express our hope of opening an
account with you.
4. Any Foreign investment that you may have
Collaboration with any foreign companies
5. Financial Standing and Credibility
Part 2 - What we do
1. Product range/services offered
Part 1 - The introduction
Part 2 - What we do
Part 3 - QA/QC
Part 4 - The closing
Part 1 - The introduction
1. The year your company established
Simply state the year in which your company was established.
approach We approached the Ministry of Commerce and they told us that you are able to supply 1000 metric tons of apples at a time.
The company introduction
1 We have obtained your name and address from the Ministry of Commerce of the People’s Republic of China.
2 We have obtained your information from our supplier.
3 We have obtained your name and address from Bank
of China, Dalian Branch.
The intention of writing the letter
be in the market for ( want to buy)
1.We produce all kinds of leather shoes, so we are in the market for cow hide. 2.One of our customers is in the market for your new products.
3.State facts, not opinions.
4.Do not over claim or use flowery language.
5. If your product is new, tell the reader what is new about it. 6. Use headings such as Features or Specifications together with a list format whenever possible.
Part 4 - The closing
State the corporate values and invite your
counterpart to contact.
Writing Tips
1.Replace long words with shorter ones.
2.Make sure each paragraph focuses on one point.
increased level of trust.
Additionally, adding your monthly output volume,
countries/regions serviced and any major clients that you have will also build credibility with readers.