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1、LOGOChap.2Establishingbusinessrelationship Text AintroductionAs a would-be businessman,you have to remember the saying no customer no business,you can seek prospective clients and establish business relations,thus expanding your market through the following channels:Company Logocommunicating in writ
2、ing123Sub TitleSub TitleIntroduction attendance at all kinds of commodities fair contacts at the exhibitions held at home and abroad Mutual visits by the trade group and delegationWays to expand the markets Company Logo Contents of the letterv一一 怎样得知对方公司的名称和地址怎样得知对方公司的名称和地址v二二 自我介绍自我介绍v三三 阐述写信的目的阐述写
3、信的目的v四四 表明建立业务关系的愿望并希早日回复表明建立业务关系的愿望并希早日回复。Company LogoWays to find the information vHow can you obtain all the necessary information about a new client when you are going to write a letter to establish business relations?vMaybe you can seek for the help of many sources as follows Company LogoSelf-i
4、ntroduction by the company Market investigation Chamber of commence or commercial counselors office or othersOther customers introduction Advertisement on the newspaper or Periodicals 1 structurestructure Waystofindtheinformation23456Yellow books and etc.Company LogoInformation from Periodicals,news
5、papers and etc.We have come to know the name of your corporation from the International trade seasons that you need.have learnedhave gotten/obtained have acknowledged.Information from Chamber of commence or commercial counselors office or others 1.We have your name and address from the Commercial Co
6、unselors Office of your Embassy in Beijing and are now writing you for the establishment of business relations.have obtainedhave learned/heardhave come to know.Information from Chamber of commence or commercial counselors office or others 2.We owe your name and addresses to the commercial counselors
7、 office of Swedish embassy in Beijing who have informed us that you are in the market for textiles Through the courtesy of our commercial counselors office Information from Chamber of commence or commercial counselors office or others 3.Having had your name and address from the Commercial Counselors
8、 Office of our Embassy in the U.K.,we avail ourselves of this opportunity to write to you and see if we can establish business relations with you.借此机会借此机会Other customers introduction 1)Through the courtesy of Mr.Freemen,we are given to understand that you are one of the leading importers of electric
9、 goods in your area and wish to enter into business relations with usThrough the courtesy of sb.Other customers introduction 2)Your firm has been kindly recommended to us by Messrs J.Smith&co.,Inc,.in New York,as large importers of furniture.example on page42Be recommended to by.Market survey 3)we a
10、re giving to understand that you are potential buyers of Chinese silk,which comes within the frame of our business activitiesBe given to understand that.Note:”经经介绍，得悉介绍，得悉”的表达方式：的表达方式：1.berecommended/given/introducedtosb.by2.Wehaveobtainedfrom3.Throughthecourtesyof,wehavelearnedthat4.Weoweto承蒙介绍承蒙介绍
11、经介绍，经介绍，从从.获悉获悉Practicel l承蒙太平洋贸易有限公司的介绍，我们得承蒙太平洋贸易有限公司的介绍，我们得知你们是美国轻工业产品的主要出口商之知你们是美国轻工业产品的主要出口商之一。一。We have the pleasure of introducing ourselves to you with the hope that we may have a good chance of cooperating with you in your business extension.?Note:havethepleasureofdoingsth.有幸做某事，用于有幸做某事，用于有
12、幸做某事，用于有幸做某事，用于正式场合或表示客气的请求或邀请正式场合或表示客气的请求或邀请正式场合或表示客气的请求或邀请正式场合或表示客气的请求或邀请e.g.MayIhavethepleasureofthisdance?Self-introduction by the companyl l我们有幸在霍夫曼（我们有幸在霍夫曼（Hoffman）先生来访）先生来访期间与他进行了一次洽谈。期间与他进行了一次洽谈。PracticeSelf-introduction-your business scope1)Specializing in the export of Chinese foodstuffs,
13、we wish to express our desire to trade with you in this line.2)Our line are mainly textiles.Involve in/specialize inHandle in the line of cover/engage inSelf-introduction-your business scope1）we have been in the line of chemical fertilizer for many years2)They deal in Chinese hardware.3)We understan
14、d that your corporation handles foodstuff for export.Involve in/specialize inHandle in the line of cover/engage inSelf-introductionreference to your standing 4)We are exporters of long standing and high reputation,engaged in exportation of following articles3)We are a stated-operated corporation han
15、dling light industrial product.Stated-operatedStated-operatedPrivate-ownedPrivate-ownedPractice l l我们是声誉卓越的出口商，专门从事中国工艺品的出口，愿与贵方开展这方面的业务。We take the liberty of writing to you with a view to building up business relations with your firm.Note:1.takethelibertytodosth./ofdoingsth.冒冒昧做某事昧做某事2.witha(the)v
16、iewtodoingsth./ofdoingsth.以以为目的为目的=forthepurposeofl l为了与你方在为了与你方在平等互利，互通有无平等互利，互通有无的基础的基础上建立业务关系，我们上建立业务关系，我们利用此机会利用此机会写信给写信给你们你们。PracticeNote:1.availoneselfof1.availoneselfofsthsth.利用某事物利用某事物利用某事物利用某事物 availavailourselvesourselvesofofthisthisopportunityopportunitytotododosthsth.借借借借此此此此机机机机会会会会做某事做
17、某事做某事做某事l lWed like to express our desire to cooperate with you Wed like to express our desire to cooperate with you on the basis of equality,mutual benefit and the on the basis of equality,mutual benefit and the exchange of needed goodsexchange of needed goodsAims of the lettergeneral aim 1.The pur
18、pose of this letter is to explore the possibilities of developing trade with you.2.We wish to establish business relations by the commencement of some practical transaction 3.I am writing to resume the business partnership between the two companyWrite to purpose of Write to purpose of Desire/be desi
19、rous of Desire/be desirous of Aims of the letterspecific requirement 1.To acquaint you with the light industrial goods we handle,we are sending you,by separate airmail,several pamphlets for your reference.Write to purpose of Write to purpose of Desire/be desirous of Desire/be desirous of enclose Aim
20、s of the letterspecific requirement 1.We are desirous of Write to purpose of Write to purpose of Desire/be desirous of Desire/be desirous of 1.1.获得你方最近供应出获得你方最近供应出获得你方最近供应出获得你方最近供应出口的商品目录本口的商品目录本口的商品目录本口的商品目录本2.2.把你的新产品介绍给把你的新产品介绍给把你的新产品介绍给把你的新产品介绍给我们的客户我们的客户我们的客户我们的客户Practice l l我们期望你给我们提供中国天津制造的足球
21、20个l lWe hope that you can provide with us 200 footballs made in Tianjing,China Expectation for the early reply and future cooperation 1.Your effort and reply is greatly appreciated.2.We shall always be very happy to hear from you and consider any proposals likely to lead to business between usHope
22、appreciate Hope appreciate Look forward toLook forward toSamples Dear Sirs,1.We have your name and address from the Commercial Counselors Office of the Chinese Embassy in the United States.2.We wish to inform you that we specialize in both industrial and pharmaceutical chemicals and shall be delight
23、ed to establish business relations with you.Samples 3.To give you a general idea of our products,we enclose a complete set of leaflets showing various products being handled by our corporation with detailed specifications and means of packing.Quotations and samples will be sent upon receipt of your
24、specific inquiries.Samples Business between us will be concluded on the basis of shipping quality and weight while testing and inspection will be made by Dalian Commodity Inspection Bureau prior to shipment.Necessary certificates regarding the quality and quantity of the shipment will,of course,be p
25、rovided.4.We look forward to your early reply with a keen interest.Yours sincerely,Please translate l l自埃里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。如价格公道，本公司必大额订购。烦请早日赐复。此致 l lGentlemen:We have obtained your name and address from Aristo Shoes,Milan,and we are writing to enquir
26、e whether you would be willing to establish business relations with us.We have been importers of shoes for many years.At present,We are interested in extending our,range and would appreciate your catalogues and pricelist.If your prices are competitive we would expect to transact a significant volume
27、 of business.We look forward to your early reply.Very truly yours Sample letter analysis（text）1.the method of telling the receiver how you get the name and address of them。1）.through the courtesy of 承蒙l lthrough(by)the courtesy of citybank of USA，we came to2）.we have your name and address form 3）.we
28、 learn form that.4）.your co have been kindly introduced to us by1.line 1.line 行业行业 职业职业 lthey are in toy linethey are in toy line（businessbusiness）。）。l My line is teachingMy line is teaching。（1 1）Scoperange Scoperange（经营）范围（经营）范围Your newly operated line are fall within the scope Your newly operated
29、line are fall within the scope(range)of our business(range)of our businessUseful phrases and words 2.To/with a view to n/do/doing 目的是，旨在in order to，for the purpose of we give you this special accommodation with a view to strengening our close business relations。3.Enclose 随函附寄we enclose/are enclosing
30、 a latest price listlEnclosed please findlEnclosed is(are)E.G.:enclosed please find our catalogues(1)(1)EnclosureWe are in receipt of your letters dated on April 28th.With two enclosuresUseful phrases and words 4.relationship/connection（s）relationslestablish/enter into relations/relationship/a conne
31、ction with lconnections number of customers have extensive connections with.the shop has a good connection（the shop is wellconnected）这个商店有很多顾客。5.for your examination lfor your reference（参考）l for your consideration（考虑）l for your study（研究）l for your selection（选择）l for your attention（办理、关注）l for your p
32、erusal（细看）lFor your information 6 6、(catalogue)(catalogue)item item：goods listed in catalogue goods listed in catalogue/price list/quotation/price list/quotation merchandise merchandise：commodity commodity：useful goods especially trade useful goods especially trade goodsgoods。goods goods：trade goods
33、 or goods carried in transit trade goods or goods carried in transit（cargo /shipmentcargo /shipment）。）。Line Line：class of commercial goodsclass of commercial goods ArticleArticle：perticularperticular/specific goods/specific goods7.Appreciate lWe shall appreciate it if l we should be grateful if you
34、would we shall be grateful（thankful/obliged/pleased/glad）if you will Appreciate的用法的用法l lWe appreciate your kind cooperation.（接名词）接名词）感谢你方的真诚合作。感谢你方的真诚合作。l lWe shall appreciate it if you will send us a sample book soon.（接代词）接代词）如能立即将样品簿寄来将不胜感激。如能立即将样品簿寄来将不胜感激。l lWe shall appreciate your sending us a
35、sample book soon.（接动名词）接动名词）如能立即将样品簿寄来将不胜感激。如能立即将样品簿寄来将不胜感激。为了表示客气，还可以使用虚拟式句子：为了表示客气，还可以使用虚拟式句子：l lWe shall appreciate it if you would send us a sample book soon.如能立即将样品簿寄来，我们将不胜感激。如能立即将样品簿寄来，我们将不胜感激。Fill in the missing words:l l dearSirs,dearSirs,Wethankyou()yourcooperationinbusiness.Wethankyou()yo
36、urcooperationinbusiness.Nowwearekeenly()enlargingourtradeNowwearekeenly()enlargingourtradeofchemicaltextiles,butunfortunatelyhavenoofchemicaltextiles,butunfortunatelyhavenogoodgood-inthesouthernpartofEngland.inthesouthernpartofEngland.Thereforeweshallbe()ifyouwillkindlyThereforeweshallbe()ifyouwillk
37、indly()()ussomeofthemostcapableand()importersussomeofthemostcapableand()importersinthedistrictwhoareinthedistrictwhoare()i()inthesentheseofgoods.ofgoods.YourYour()()informationwillbeappreciated.informationwillbeappreciated.Yoursfaithfully,Yoursfaithfully,Writing Practicel l你是一家公司的业务员，2011年9月从报纸上看到国际
38、商报的国际商场快递板一家加拿大客户求购中国瓷器，你立即与国际商报联系，了解具体信息，得知该加拿大客户是多伦多一进口批发商。具体联络方法为：Mr.Paul Lockwood Purchasing Division James Brown&Sons#304-310 jalan street,toronto,canada TEL:(001)647-779910 EMAIL:d根据上述背景，请给James Brown&Sons公司去函，表达与之建立业务关系的热切愿望，并随寄HX瓷器系列的商品目录Mr.Paul LockwoodPurchasing DivisionJames Brown&Sons#30
39、4-310 jalan street,toronto,canadaDear sir,Throughthecourtesyofinternational commercial Newspaper,wehavelearnedthatyouarein the market for the china.(we are giving to understand frominternational commercial Newspaper that you are potential buyers of the china,which comes within the frame of our busin
40、ess activities)We are exporters of We are exporters of longstandingandhighreputation,longstandingandhighreputation,engaged inengaged in exportation of the china to many country including American,exportation of the china to many country including American,African and as well as Italian Markets.Afric
41、an and as well as Italian Markets.(weareoneofthebestexporterin(weareoneofthebestexporterinchina,anddealinthislineformanyyears)enclosedisourchina,anddealinthislineformanyyears)enclosedisourHX Catalogue for HX Catalogue for your reference.Should you be interested in any item,please let your reference.
42、Should you be interested in any item,please let us know.we will offer you the best price with top quality for us know.we will offer you the best price with top quality for our our strong desire to cooperate with you strong desire to cooperate with you.Waiting for your kindly reply!Waiting for your k
43、indly reply!Yours sincerely.Yours sincerely.Chang Chang Writing Practicel l有一天你从阿里巴巴网站上看到意大利一公有一天你从阿里巴巴网站上看到意大利一公司销售的手提包，款式新颖，美观大方，非司销售的手提包，款式新颖，美观大方，非常感兴趣，于是想采购一批，以便在国内销常感兴趣，于是想采购一批，以便在国内销售。故给意大利客商发一份邮件，要求与之售。故给意大利客商发一份邮件，要求与之建立商业关系。建立商业关系。l l意商具体联络方式：意商具体联络方式：l lMr.peter Martin sales department Un
44、iversal trading CO.,LTD.EMALI:HMr.peter Martinsales departmentUniversal trading CO.,LTD.Dear sir,We have seen your ad We have seen your ad From From AlibabaAlibaba and and found that your found that your handbags of attractive designhandbags of attractive design and elegant appearance and elegant ap
45、pearance are to our customers tasteare to our customers taste.We invite you We invite you to send to send us your latest catalogues with details of yourus your latest catalogues with details of your Prices,Prices,and we shall gladly study the sales possibilities in our and we shall gladly study the sales possibilities in our market.market.Look forward to your early reply!Look forward to your early reply!.Homeworkl lFinishtheexercisesinthislesson.l lPreviewthenextlesson.