Unit 2 Establishing Business__ Relations(1)

Unit 1 Establishing Business RelationsI．Introduction of Establishing Business RelationsEstablishing business relations actually means to choose and determine the trade partner. It is also a crucial condition to decide if your business can succeed. Generally, the two parties are introduced by themselves or by a third party , they need to get to know the counter party’s financial credit, operating capacity, business scope and some other essential conditions, then they will talk about the real business such as price and quality etc.. Only on the condition of trust, the transaction can be carried out smoothly.1. Channels of obtaining informationIt is vital for an exporter to seek new customers as well as to hold the old customers. The following channels are frequently used by the exporters to obtain the necessary information of their potential buyers.1) banks2) advertisements in the periodicals, magazines, and newspapers3) Internet4) the introduction from his business connections5) Chamber of Commerce both at home and abroad6) Commercial Counselor’s Office7) middlemen8) various kinds of trading fairs & exhibitions2. Structure of the bodyWhen writing a letter to establish business relations, you should cover the following points:(1) The source of information (one of the ways above)(2) The intention of writing letter (to establish business relations)(3) Self-introduction (Generally, it includes two parts: the introduction of the company and the introduction of its main products. Under certain circumstances, catalogues, samples, and pricelist may also be enclosed.)(4) Your expectation from the addresseeThis kind of letters should be written cordially, sincerely, and courteously.II．Words and Expressions1.Chamber of Commerce商会—An association of businessmen whose purpose is to promote commercial and industrial interests in the community.为促进和发展一个地区内部的商业与工业而由商人成立的组织。

2.item n. 项目，产品，商品（尤其是指前面所述的“商品”）some if the items 部分项目an export item出口项目an item of business 营业项目比较merchandise n.（U）商品，货物，（特种）制品approved merchandise（海关）放行、通过商品general merchandise杂货returned merchandise退货比较commodity n.商品，物品，物资，产物commodity exchange商品交易所daily commodity日用品，必需品marketable commodity易销商品，适销品shortage of commodity物资缺乏，短缺商品3.enjoy a good reputation享有盛誉类似的表达法有：The goods are most popular (or enjoy great popularity ) with our customers.The goods have commanded a good market.The goods are universally acknowledged.The goods are selling fast (or enjoy fast sales).The goods are unanimously acclaimed by our customers.4. We are writing to you in the hope of establishing business relations with you. 我公司特致函你方，希望与贵方建立业务关系。

establish business relations 建立业务关系We are willing to establish business relations with your firm on the basis of equality and mutualbenefit.We shall be pleased to establish direct business relations with you.5. Light industrial products:textile 纺织品（原料：天然纤维cotton, silk clothing;合成纤维：Nylon, polyester clothingfoodstuff食品(cereal, oil)cosmetics 化妆品electrics goods 电器产品（fridge, Tv , washing machine）hardware 五金产品（cock, etc.）Arts &crafts 工艺品(handicrafts 手工艺品，ceramics 瓷器) Chemicals 医药产品6.We shall be obliged if…如能…将不胜感激=We shall be appreciative(grateful, thankful )if…=We shall appreciate it if…=We shall appreciate doing sth.=sth. Will be appreciated7. favorable adj. 有利的，赞成的，有帮助的，优惠的favorable offer 优惠报盘favorable reply 佳音III．Useful Sentences1. Source of information1) We come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London. We express our desire to establish business relations with your firm on the basis of equality and mutual benefit.2) We are indebted your name and address from the ABC Company, we hope to establish good relationship with you.3) We have obtained your name and address from your advertisement in “Electric”, we want to build up business relations with you.4) Through the courtesy of Mr Freeman, we are given to understand that you are the leading importer of electric goods in your area.5) Your firm has been kindly recommended to us by Mr. Jones, in New York, as large imports of clothing.6) Your name and address has been given to us by Mr. Smith in Hamburg, who has informed us that you are in the market for children’s shoes.7) We have heard from China Council for the Promotion of International Trade that you are in the market for electronic appliances.8) We owe your name and address to ABC Bank with which we have had long business relations.2. Self-introduction1) We are a state-operated corporation of long standing and high reputation, engaged in both the import and export of Textiles for more than 20 years.2) We specialize in importing and exporting Chinese silk.3) We handle trading hardware with foreign countries.4) Owing to the superior quality, attractive design and reasonable price our products sell popular all over the world.5) Being specialized in the export of Chinese Art and Craft goods, we express our desire to trade with you in this line.6) Our bankers are the HKSB, they can provide you with the information about our business and finance.7) These products of ours have obtained unanimous approval.3. Expectation1) We take the liberty of writing to you with a view to establishing business relations with you.2) We have the pleasure of introducing ourselves to you with the hope that we may establish business relations.3) We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.4) Enclosed please find the catalogue and price list of our commodities now available for export for your reference. Samples will be sent by airmail to you upon receipt your specific inquiry.5) Our mutual understanding and cooperation will certainly result in important business.6) The purpose of this letter is to explore the possibilities of developingtrade with you.7) We are glad to send you this introductory letter, hoping that it will be the prelude to mutually beneficial relations between us.8) We are looking forward to your earliest reply.IV．AssignmentWrite a letter on establishing business relations with the following words.advertisement — The Economy Daily — leather boxes — shoes —full details —earliest delivery —discounts —regular purchases —annual requirements —leather sundries —considerable —catalog —details — specifications。