chapter-2-Establishing---Business-Relations[1].ppt

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Unit2 Establishing Business Relations,It is very important to have a wide business connections.,You may be approached by some companies that have the intention to do business with you.,You may find it necessary to look for your own customers.,Where to find the company you want to deal with?,You may find them through the following channels:,1.Overseas Chamber of Commerce,海外商会,2.The Economic and Commercial Counselors Office of the Embassy of Peoples Republic of China in Foreign Countries,中国驻外商务处,3.Your branch offices abroad 4.Directories,贸易行的行名录,5.Publication,出版物,e.g.Public Commerce Information Service,published by the Ministry of Commerce,P.R.China,商务部出版的公共商务信息导报,6.Business Houses of the same trade,同业商行,7.Advertisements,广告,8.Internet:,;,How to write to the company you wish to contact for the first time?,1.Begin you letter by telling the recipient how his name is known to you.2.Provide necessary information about yourself 3.State your wish,If you receive a letter in which the sender expresses the intention to do business with you what should you do?You should answer as soon as possible.This shows your efficiency,which is a good way to impress your potential customer.If you cant do as requested,you have to tell him tactfully to pave the way for future business.Now lets look at some letters,：,Specimen letter 1,：,China National Import&Export Corp.Beijing BranchBeijingChina,(the letter head:senders address)January 4,2005(the date),B.Wallace&.Co.236 St.Louis Street,Croydon,England(inside address:the address of the recipient),Dear Sirs,：,(salutation),We have obtained your name and address from Simpson&Co.Ltd.,London,England.,As you are in the line of cotton piece goods,we are writing to enquire whether you are willing to enter into business relations with us.We are a state-owned corporation specializing in the export of the above items.To give you a general idea of our products we enclose a brochure and a sample-cutting,booklet.We shall send you quotations once we get your specific enquiry.We look forward to hearing from you soon.Yours faithfully(complimentary close)China National Import&Export Corp.Enclosures:1brochure 1sample-cutting booklet,The Explanation of the letter 1,A.,We,have obtained you name and address from Simpson&Co.Ltd.,London,England.,我们从英国伦敦,Simpson,有限责任公司那里得到贵公司的商号和地址,.1.obtain:get.,得到，获得,I am sorry I have not obtained the information you required.limited liability.,2.Simpson&Co.Ltd.:Co.Ltd,有限责任公司,It is a company in which the liability of each shareholder is limited by the number of shares he has taken,so that he cannot be requested to contribute beyond the amount of his shares.That is why we say this is a company with limited liability.,B.,As,you are in the line of cotton piece goods,we are writing to enquire whether you are willing to enter into business relations with us.,由于贵公司是经营棉布的，现特致此函，以询问是否愿意与我们建立业务联系。,1.line:business,profession,trade,行业,职业,in the line of entertainment,从事娱乐行业,Tea is in our line,我们是经营茶叶的。,in the line of cotton piece goods,经营棉布业,We have a similar expression:fall within ones business activities.Tea falls within our business activities 2.cotton piece goods:,棉布,(,匹头,),3.enter into business relations with somebody:establish business relations with somebody.,与某人建立业务联系,We have entered into business relations with ABC company.,C.,We,are a state-owned corporation specializing in the export of the above items.,我们是国营公司专门经营上述商品的出口。,1.state-owned corporation,：国营公司,2.specialize in,：专门经营,They specialize in garments.,他们专门经营服装。,3.items:goods,商品,D.,To,give you a general idea of our products we enclose a brochure and a sample-cutting booklet.,为了使贵方大概了解我们的产品现随函附上小册子和剪样册。,1.a general idea of,大概了解某事,2.enclose:,随函附上,1,）,to enclose something:We are enclosing our sales contract.2,）,enclosed is something:Enclosed is our sales contract.,随函附上我们的销售合同。,We used to have the expression:Enclosed please find something:Enclosed please find our sales contract.,（,Such expression is out of date and wed better not use it.,）,3.brochure,：,pamphlet(,介绍，宣传商品的,),小册子。,4.sample:,样品,sample-cutting,剪样，布匹的剪样,5.booklet:thin book,usu.in paper covers,小册子,6.sample-cutting booklet,是印花布样本小册子，由各种花样，图案的小块剪样,sample cuttings,装订成本，,上面注明商品号码，寄给客户选购时用。,E.,We,shall send you quotations once we get your specific enquiry.,一俟收到贵方的具体询价，我们将寄上报价。,specific enquiry:,具体询价,1.enquiry:n.,询价,an enquiry for something,对,的询价,an enquiry for textile,对纺织品的询价；,2.enquire:v.enquire for something,对,进行询价,They enquired for cotton piece goods last week.,3.Enquire:ask about something,询问某事,enquire of somebody about something,向某人询问某事,Ill enquire of him about the schedule.,我将向他询问计划的事。,The buyer enquired of the seller about the quality of this new product.,买方向卖方询问这个新产品的质量。,F.,We look forward to hearing from you soon.,盼望早日回复。,look forward to something or doing something,盼望,Comment on the letter:This is a letter enquiring about the possibility of establishing business relations.It begins by telling the recipient who made the recommendation,Simpson&Co.Ltd.It states the purpose of the writing clearly:to establish business relations.It says enough to interest the recipient and ask for prompt reply.The language is brief and to the point.Specimen letter 2:,B.Wallace&.Co.236 St.Louis Street,Croydon,England,January 10,2005China National Import&Export Corp.Beijing BranchBeijingChina,Dear Sirs:,Thank you for your letter of 4 January concerning establishing business relations with us.You will be pleased to know that your desire meets with ours.We have been importers of cotton piece goods for many years.Now we are interested in extending our range and would appreciate you quotations.We are particularly interested in your printed and dyed cotton piece goods.,If your prices are favorable,we would expect to do a substantial volume of business with you.We look forward to your early reply.Yours faithfully,B.Wallace&.Co.,The Explanation of the letter 2 A.,Thank you for your letter of 4 January concerning establishing business relations with us.,感谢贵方,1,月,4,日关于与我们建立业务联系的来函。,concerning:about.Concerning your letter of April 27,I am pleased to inform you that your plans are quite acceptable to us.,关于你方,27,日的来信，我很高兴地告知你我们完全可以接受你们的计划。,B.,You will be pleased to know that your desire meets with ours.,你们将很高兴得知你们的想法也符合我们的愿望。,meet with:agree with,be in accord with,符合，与,一致,Your plan seems to meet with the ideas of the committee on the subject.,你的计划似乎符合委员会对这个问题的看法,C.,We have been importers of cotton piece goods for many years.Now we are interested in extending our range and would appreciate your quotations.,我们作为棉布的进口商已有多年。现在也想扩大我们产品的范围，如能寄来报价我们将不胜感激。,1.range:scope,范围,the range of our products,我们产品的范围,2.appreciate,：,to be thankful or grateful,感激,We appreciate your help.,我们感激你的帮助。,If you want to thank someone you may say:1.We are thankful/grateful to you for something;2.We appreciate something/your doing something But do not use the expression:We are obliged/indebted to you.as they are old fashioned.,D.,We are particularly interested in you printed and dyed cotton piece goods.,我们尤其对印花和染色棉布感兴趣。,1.particularly:specially,尤其，特别,2.printed and dyed cotton piece goods:,印花和染色棉布,E.,If your prices are favorable,we would expect to do a substantial volume of business with you.,如果你们的价格优惠，我们预计将会与你们做大笔生意。,1.favourable:,优惠,favorable price,优惠的价格,2.do business with somebody:,与某人做生意,We have done business with that company for many years.,我们已经与那家公司做了多年业务。,F.,We look forward to your early reply.,盼望早日回复,Comment on the letter:This is a letter of replay.When you receive a letter of enquiry,you should answer promptly as the writer does in this letter.This shows your sincerity and also your efficiency.This is very important and may lead to substantial business between the companies.,Language summary:*When you first contact a company,you need to tell the company how you get their name and address.You may say:1.We have you name and address from somebody.2.We got/obtained your name and address through3.Your name and address have been recommended/introduced to us by,When you want to introduce yourself you may say:1.We would like to introduce ourselves to you as a state-owned corporation dealing in.2.We wish to introduce ourselves to you as,Other useful expressions:1.We are one of the leading importers/exporters in Beijing.,我们是北京主要进口商,/,出口商。,2.We have excellent connections in the trade and are fully experienced with the import business for this type of product.,在这个行业里我们有极好的贸易关系，对这种产品的进口业务有丰富的经验。,3.We are closely connected with reliable suppliers/distributors/clients here and we shall be able to do substantial business with you.,我们与可靠的供货商,/,经销商,/,客户有密切的联系，我们将能够与你们做大量的生意。,4.We enjoy an excellent reputation in this field and we supply best quality products.,在这个领域里我们享有极好的声誉，可以提供优质的产品。,5.We are pleased to establish a direct trade relations/connections with you.,我们将很高兴与你们建立直接业务联系。,6.It is a great pleasure to explore the possibility of developing trade relations with you.,很荣幸能够与你们探索发展贸易关系的可能性,Exercises:,1.Translate the following sentences into Chinese:,1),Specializing in,the export of light industrial products,we would be delighted to establish business relations with you.,我们专营轻工产品，非常高兴与贵公司建立业务联系。,2)Being one of the,leading importers,of textiles in Canada,we are writing to you hoping to establish trade relations with your company.,我们是加拿大主要纺织品进口商之一，所以写信给你们，希望与你公司建立贸易联系。,3)We,deal in,chinaware.(something is in ones line,something falls within ones business activity),我们经营瓷器。,4)We,handle,the import business of chinaware.,我们经营瓷器进口的业务。,5)Will you please give us,a general idea of,the market price of,electrical apparatus,in your city?,请告知你市电器市场价格概况。,6)We are,interested in,various kinds of bicycles,details according to our Inquiry No.11.,我们有意购买各式自行车，详见所附第,11,号询价单。,(not want to buy something,but to be interested in something or to be in the market for something),7)We send you by airmail a brochure on the various kinds of toys now,available for export,.,兹航邮一份有关我公司目前可供出口的各式玩具的小册子。,8)We are anxious to,make business contact with,your corporation.(enter into/establish business relations with somebody),我们渴望与你公司建立业务联系。,2.Translate the following sentences into English:,1),你方,3,月,3,日的来函收到。我们很高兴地告诉你，你所要的商品属于我们的经营范围。,We have received you letter of March 3.We are glad to inform you that the articles required by you,fall within the scope of,our business activities.,(goods,item,article),2),遵照你方要求，我们寄上商品目录一份。希望它能及时到达并使您们满意。,As requested,we are sending you a catalogue.We hope it will arrive in time and prove to your satisfaction.,3),感谢贵方愿与我们建立业务联系。,We,appreciate,your desire to establish business relations with us.,3.Fill in the blanks:,1)We are_ in Chinese cotton _ goods,details according to _ attached.,(interested;piece;our Enquiry,)2)Sports shoes _ within our scope of business _.(,fall;activities,)3)We are looking _ to your _ reply.(,forward;early/favorable,),4)We are _ of the largest exporters of electrical apparatus _ this _.,(one;in;area/region/city),5)We _ you our Enquiry and wish to receive your _.,(send/are sending;quotation),4.Letter writing practice:,Write a letter to Denis&Bros at 33 St.George Street,London,telling them that you wish to enter into business relations with them.You are introduced by The Fashion Sportswear Company in New Zealand.The main line of your business is exporting sportswear.We should begin by telling the recipient how his name is known to us.Then provide necessary information about our company.In the end we express our wish.,February 12,2004Denis&Bros33 St.George StreetLondonEnglandDear Sirs,：,We have your name and the address from The Fashion Sportswear Company in New Zealand who is one,of our old customers.,We wish to inform you that we specialize in exporting sportswear and shall be pleased to enter into business relations with you.,(talk about our reference and state the purpose of writing),We have many years of experience in this line.We are able to accept orders against customers samples and can produce sportswear with customers own trademarks.,(say something about ourselves so that the recipient will have an idea about us),We are sending you separately our latest catalogue and the brochure so that you can have an idea of our products.,(provide further information),We are looking forward to your early reply.,(state our wish),Yours faithfully,