Chapter 3 Credit Inquiry and Establishing Business Relations
? Letters of credit inquiry(信用调查)
? Letters of establishing business relations (compared to friend-choosing or friend-making, Mine)
I. Credit inquiry——a kind of consultancy letter
? Consultancy is the business of offering specialist professional advice including market research（市场调查）, credit standing investigation（信用状况调查）, market trend research（市场趋势调查） and other services providing business information.
? Consultancy service is usually provided by banks or professional consulting companies or individuals. As a business person, you should learn to write a consultancy letter to seek needed information.
? In international business, an exporter may ask his new customer to give the name of his bank(er) or the name of firms which the customer has previously dealt as a reference.
? Reference:1) a piece of written information about sb’s character, ability, etc. 证明书，证明材料
2) a person who provides such information. 资信证明人
? There are two kinds of reference: banks’ (bankers’) reference—banks银行证明人and trade reference—companies商业证明人.
How to Write a Consultancy Letter for Credit Standing
1. The name of the company to be investigated and why you are writing to the receiver.
e.g. 玛丽兰公司提出要当我公司的代理，销售我们的缝纫机，并介绍我公司向贵行了解该公司的信用、业务能力和声誉的详细情况。
The Maryland Inc. is now offering to represent us in the sale of our Sewing Machines and has referred us to your Bank for detailed information about its credit standing, business capacity and reputation.
2. What information you are demanding or asking for advice.
e.g.如贵行对该公司就上述几点提出坦率意见 将非常感激。
We shall appreciate it if you will give us your frank opinion on these points regarding the company.
3. Assuring the receiver of treating the information in confidence
(1)Any information you may give us will be treated strictly in confidence (as strictly confidential)/will be held in strict confidence.
(2)我们保证随时回报贵行的好意。
We assure you of our reciprocating your courtesy at any time.
Summary: lead-in, purpose, specific information, gratitude and benefit. (my suggestions)
How to Write a Reply to Credit Inquiry
1. Stating the facts.
Positive:
The company you enquired about (the firm you mention/in question)
(1) has maintaining an account with us 与我们有账户往来 for the past twenty years, during which they have never failed to meet their obligation.
(2) is an importer and wholesaler here of heavy lifters, having a business background of some 20 years.
Negative:
In reply to your letter of June 3, we are sorry to say that our experience with the company which you enquired about has been unsatisfactory.
2. Expressi
ng your opinion.
We believe that they owe their reputable position among the local wholesalers/retailers in our district to their steady and sincere way of conducting business.
我们相信，他们之所以能在我们地区批发商中享有盛誉要归因于他们的稳定和诚实的经营作风。
3. Reminding the receiver that the information provided should be kept in strict confidence and he will not be responsible for it.
e.g. Please note that this information is furnished without any responsibility on our part and should be held strictly confidential.
请注意，我们对所提供的资料不负任何责任，并请对该资料严格保密。
May we ask that you treat this information as strictly confidential without responsibility on our part?
EXERCISE
Trade Reference
我们突然接到伦敦Freemen Brothers Company的递价,该公司现与你公司有业务往来，并把你公司作为证明人告诉了我公司。
如蒙提供下列情况，将十分感激：
（1）你公司与该公司业务往来有多久？
（2）你公司给该公司的信贷额多大？
（3）该公司还账是否及时？
（4）目前该公司欠账多少？
你公司提出的资料将予以严格保密，有关费用在接到你公司帐单后立即由我公司支付。
Reference answer
Dear Sirs,
We have received a sudden bid from Freemen Brothers Company, London, with which you are now doing business and the firm gives us your name as a reference. We shall appreciate it if you will let us have the following information:
(1) How long have you been in business relations with the firm?
(2) What credit limit have you placed on their account?
(3) How promptly are terms of payment met?
(4) What amount is currently outstanding(未尝贷款)?
Any information you may give us will be treated as strictly confidential and expenses accruing (coming) from this enquiry will be paid by us upon receipt of your bill.
II. Establishing business relations
Steps to establish business relationships
First of all, a dealer should try to find partners.
Secondly, he can send letters to his partners who interest him.
At last, he may express his expectation of cooperation and an early reply.
Ways a dealer can find his partners
Banks
Chamber of Commerce(商会) in foreign countries
Trade Directory(贸易行行名录)
Chinese Commercial Counselor’s office in foreign countries 中国驻国外商务处
Business Houses of the same trade 同业商行
Advertisements
Things you should write in a letter
the sources of information related to the addressee, for example, how you know his name and address
e.g.:
— We have your name and address from the Commercial Counselor’s Office of your embassy in Beijing.
— Your firm has been recommended to us by Bank of China in Beijing.
your intention, i.e. why you are writing to him
e.g.:
— We would be pleased to establish business relation
ships with you.
— We are willing to enter into business relationships with your company on the basis of equality and mutual benefit.
a brief introduction of your firm, e.g. your business scope, your branches, your financial standing and credit rating, etc.
e.g.:
— We have the pleasure of introducing ourselves to you as a state-operated corporation dealing exclusively in light industrial goods.
— We are one of the largest importers of cotton and woolen piece goods in this city.
Sometimes the terms of sales or purchases are mentioned and catalogues, price lists and other details enclosed for reference.
e.g.:
— Enclosed you will find a copy of our export list showing the main items now available for your reference.
Sample 1
Dear Sirs,
We have learned your name from your Embassy and are pleased to write to you with the hope of establishing business relations with you.
We specialize in the exportation of Chinese Chemicals and pharmaceuticals, which have enjoyed great popularity in world markets. We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is of interest to you.
We are looking forward to your early reply.
Yours faithfully
Sample 2
We are delight to answer your request for information on our goods for sale / establish business relationships with you on the basis of equality and mutual benefit.
We are writing this letter to tell you the products you required fall within the scope of our business activities / reply to the questions in your latest letter.
Should the quality and price be found competitive, we would like to place large orders with you / will consider doing business with you.
Sample 3
Dear Sir/Madam,
We thank you for your letter of Dec. 9 and shall be glad to enter into business relationships with you.
Would you please send us catalogues and price lists of your products with full details?
If your prices are in line, we trust we can do a big deal.
Yours faithfully,
Language Points:
1. Your name and address have been given to us by …..
We have obtained your address from sb.
We owe your name and address to sb., who ….
Your firm has been recommended to us by sb., with whom……
On the recommendation of sb., we have learned…
e.g. TP 轻工业品集团和我们在毛纺织品方面有多年良好关系，它向我们推荐了贵公司。
Your company has been recommended to us by the TP Groups of Light Industrial Products with whom we have been well connected for many years in the field of woolen textiles.
e.g. 经中国银行上海分行推荐，我方得知了贵公司的名称，并很高兴与贵方建立商务关系。
On the recommendation of the Bank of China, Shanghai, we have learned with pleasure the name of your form and shall be glad to enter into business relations with you.
2. In view of …/ Considering…./Bearing in mind…. 鉴于，考虑到
e.g.正式鉴于我们之间的长期的商务关系
，我方才作出如此的还盘。
It is in view of our long-standing business relationship that we make such a counter-offer.
3. We invite you to send us….
Would you please send us…
We will/shall/should/would appreciate it if you can/will/would/could send us….
It will be appreciated if you….
We shall appreciate your sending us….
Please let us have….
Please favor us with …(formal usage)
e.g. 如蒙汇来商品目录以及现行销售条款，我们将不胜感激。
We would appreciate it very much if you could send us your catalogue together with the current sales terms.
4. be interested in sth./doing sth.
be interested to do sth. 有意…拟…..
e.g. We are interested to buy most of the items mentioned in (on) the price list.
5. regarding: with regard to /in regard to/as regards
6. be well connected with …与..有良好的关系
e.g. 我方与贵国所有大零售商都有着非常好的关系，并相信你方产品在此地定会有良好的前景。
We are very well connected with all the major retailers in our country, and are confident that your products will have a bright prospect here.
7. be in the market for…
demand for sth. 对…有需求
e.g. 一家重要的当地经销商对你方的小型节油汽车有需求。
One important local dealer is in the market for your small-sized oil-saving automobiles.
e.g. There is a great demand for groundnuts in local market.
8. We are….
We write to introduce ourselves as ….
现特去函作自我介绍….
e.g. 我公司是工业化工品、塑料制品和化肥的进口商，在爱尔兰国内销售。
We are importers (Our company is the/an importer) of industrial chemicals, plastics and fertilizers for resale within Ireland.
本公司是联合王国主要电气用品出口商之一，经营各种各样电气用品，现特去函作自我介绍。
We write to introduce ourselves as one of the leading exporters from the United Kingdom of/dealing in a wide range of Electric Goods.
9. handle/deal in/ trade in/ be in the line of
sth. is our line
We are a dealer in sth.
sth. fall/be/lie/come within the scope of our business activities/our business scope/our business lines
be active in the field of sth./specialize in …经营范围是/专营…
e.g. 很高兴得通知贵方，你们有意购买的商品正属于我方的经营范围。
We are pleased to inform you that the commodities you are interested in fall within the scope of our business activities.
10. enclose/attach: put sth. in an envelope attached to a letter随函附上
e.g. We enclose a copy of our price list.
Please refer to the price list enclosed in our letter of August 5.
Enclosed are two copies of our price list.
Enclosed please find a copy of our price list.
You will find enclosed one copy of our price list.
EXERCISE
Sentence translation:
1.我方从贵公司驻北京代表处得知，贵方是食品工业的主要
经销商之一。
2.关于我们的业务和财务情况，请向东京商业银行东京总行查询。
3.大阪工商会已把你公司的名称和地址告诉我们，并认为你公司是一家很大的化妆品和提包出口商。化妆品是我们主要的进口商品，但目前我们特别有意从贵国进口人造革提包。
4.贵方会发现我方所附的小册子将有助于你们的批发业务。如蒙索取样品，我方立即航邮寄去。
5.我方愿与贵公司在平等和互通有无的基础上建立商务关系。
6.我方希望贵方在装船时遵照下列指示。
译文见下周课件
Specimen Letters
1. Importer Writes to Exporter
进口商给出口商的信
Dear Sirs,
We have obtained your address from the Commercial Counsellor of your Embassy in London and are now writing you for the establishment of business relations.
We are very well connected with all the major dealers here of light industrial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.
As to our standing, we are permitted to mention the Bank of England, London, as a reference.
Please let us have all necessary information regarding your products for export.
Yours faithfully,
2. Self Introduction by Exporter
出口商的自我介绍
Dear Sirs,
We write to introduce ourselves as one of the largest exporters, from China, of a wide range of Machinery and Equipments.
We enclose a copy of our latest catalog covering the details of all the items available at present, and hope some of these items will be of interest to you.
It will be a great pleasure to receive your inquiries for any of the items against which we will send you our lowest quotations.
Should, by chance, your corporation not deal with the import of the goods mentioned above, we would be most grateful if this letter could be forwarded to the correct import corporation.
We are looking forward to your favourable and prompt reply.
Yours faithfully,
3. Exporter Writes to Importer
出口商给进口商的信
(1) Dear Sirs,
Your firm has been recommended to us by John Morris & Co., with whom we have done business for many years.
We specialize in the exportation of Chinese Chemicals and Pharmaceuticals, which have enjoyed great popularity in world market. We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is interesting to you.
We hope you will give us an early reply.
Yours faithfully,
(2) Dear Sirs,
Through the courtesy of Messrs. Freemen & Co., Ltd., Lagos, Nigeria, we come to know your name and address. Also we are informed that you are a prospective buyer of Chinese Cotton Piece Goods. As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you.
We enclose a brochure and a pricelist to acquai
nt you with our commodities now available for export. Quotations and samples will be airmailed to you upon receipt of your specific inquiry.
Your favourable reply will be highly appreciated.
Yours faithfully,
4. Self Introduction by Manufacturer
生产厂家的自我介绍。
Dear Sirs,
We have learned, from the China Daily, that you are a leading importer of household electric appliances, and at present you are in the market for Electric Fans.
We, therefore, take pleasure in informing you that we are an enterprise manufacturing various electric fans and have recently produced a new model of gentle breeze electric fan entitled "Chang Feng" whose quality as well as functions has been proved by a scrupulous test, and the designs and colours have been clearly explained in our illustrated catalog enclosed.
Considering the improvements it offers, we believe you will find our "Chang Feng" a very good seller in your market.
If you have interest in dealing with us in "Chang Feng" or other types of the goods shown in our catalog, please inform us of your requirements together with your banker's name and address.
For our credit standing, please refer to the following bank:
The Bank of China, Xi'an Branch (address)…
Your immediate reply would be highly appreciated.
Yours faithfully,
5. Manufacturer Writes to Importer
厂家给进口商的信
Dear Sirs,
We owe your name and address to the Chamber of Commerce, Tokyo, who informed us that you are in the market for Personal Computers.
We are one of the largest computer manufacturers in our country and have handled with various kinds of the products for about 10 years. We approach you today in the hope of establishing business relations with you and expect, by our joint effects, to enlarge our business scope.
In order to acquaint you with our business lines, we enclose a copy of our illustrated catalogue covering the main items suppliable at present. If you are interested in any of the items, please tell us by fax. We'll give you our lowest quotations and try our best to comply with your requirement.
Our customers are always satisfied with our products and the service after sale. And we believe that you will be so too, after we do business together.
Our bankers are the Bank of Tokyo, Japan. They can provide you information about our business and finances.
We are looking forward to your early reply.
Yours faithfully,
Chapter 4 Inquiries and Replies to Inquiries
I. About Inquiries
1. The definition of an inquiry
An inquiry is made to seek a supply of products, service or information.
In order to obtain the needed information, the enquirer should state simply, clearly and concisely what he wants--- general information, a catalogue or price list, a sample, a quotation, etc.
2. Classification
(1)General inquiry——the buyer only wants to have some basic information about the seller
and asks for product catalogue, price list, samples and pro forma invoice.
(2) Specific inquiry--- the buyer asks the seller for details of a certain good and requires the seller to make an offer.
II. Language Points
1. We should be grateful if you would….for sth./It would be most helpful if you could….
e.g. 如果贵方能够为我方提供新开发的重海绵，将会对我方有莫大的帮助。
It would be quite helpful if you could supply us with your newly developed heavy-weight sponge.
2.quotation : a statement of the price of a certain product报价
make/send/give/fax/email a quotation for sth.
e.g. 请为给我方报铁钉的价格。
Please make us a quotation for Iron Nails.
e.g. 你方棉布的报价太高了接受不了。
Your quotation of Cotton Piece Goods is too high to accept.
quote: v.
(1) to quote a price
Please quote your lowest price CIF Shanghai.
(2) to quote sb. a price
Please quote us your lowest price CIF Shanghai.
(3) to quote sb. for sth.
Please quote us for Printed Shirting CIF Shanghai.
(4) to quote sb. a price for sth.
Please quote us the price for Printed Shirting.
3. Perhaps you could let us know…
We shall be glad to know ….
We should like to know….
4. If sth. is (found) satisfactory we would expect to do ….
It is used to induce the seller to offer favorably.
e.g. 如果贵方的报价令人满意的话，我方将大量订货。
If your quotation is found satisfactory, we will place a large order.
5. Supply sth. from stock现货供应
supply sth. to sb.
supply sb. With sth.
e.g. We can supply you with all kinds of leather shoes.
n. in short/scarce/light supply 供应不足
in free/abundant/ample supply 供应充足
e.g.现在在我方市场上供大于求.
Supply now exceeds demand on our market.
e.g. 因为仍然供不应求，因此，预计价格上涨的趋势自然会持续一段时间。
Since supply still falls short of demand, the rising tendency of the price is naturally expected to continue for some time.
6. We take/have pleasure in doing sth./to do sth. 现高兴地……
e.g. 现高兴地给贵方寄去我方最新的商品目录和当前价目表，以供贵方参考。
We take pleasure in sending you our latest catalogue and current pricelist for your reference.
7. upon receipt of…. 一俟，一….就….
e.g. 一收到贵方信用证，我方将尽快安排货物装运。
Upon receipt of your L/C, we will arrange the goods to be shipped as soon as possible.
8. 回复信常用的开头方式
We are in receipt of your….
In reply to your…..
We confirm having received your….
We acknowledge receipt of your….
Thank you for your…..
9. to forward/send you under separate over sth. 另邮
We are sending you separately sth./by separate post/by separate mail现另邮
e.g. 现另邮我方冬季报价单以供贵方参考。
We are sending you separately our winter quotation sheet for your reference.
Sentence Exercises
1.
请报给我们200公吨钢板CIF青岛净价，并告知详细价格。
2. 随函寄去的目录所列全部项目现有存货，可以即期装运。
3. 如对我们的业务建议有兴趣，请寄来样品并告最优惠条款。
4. 如你公司能保证价格可行、品质优良、交货迅速，我们能大量经营该产品。
5. 如果你方价格有竞争力，交货期合适，我们打算大量订购。
6. 我们很高兴地随信附寄我们产品的报价单并相信它们的高质量会使你方试订货。
7. 收到你方3月11日函，询及在我地市场销售你方天坛牌男式衬衣的可能性。
8. 我们从ABC公司得知贵公司是全棉床单和枕套的出口商。请给我们寄来你方各种产品的详细资料，包括尺码、颜色和规格，还有所有的不同质量的布料样品。
1. Please quote us for 200 metric tons of Steel Plate CIF Qingdao net, stating the specifications in detail.
2. All the items listed in our catalogue enclosed are now kept in our stock and ready for immediate shipment.
3. If you are interested in our business proposal, please send us the samples together with your best terms and conditions.
4. If you can assure us of workable prices, excellent quality and prompt delivery, we shall be able to deal in these goods on a substantial scale.
5. If your price is found competitive and delivery date acceptable, we intend to place a large order with you.
6. We take much pleasure in enclosing a quotation sheet for our products and trust that their high quality will induce you to place a trial order.
7. Thank you for your letter of March 11 enquiring about the possibility of selling your Men’s Shirts, Tiantan Brand, in our market.
8. We have learned from ABC Company that you are exporters of all cotton bed-sheets and pillow cases. We would like you to send us details of your various ranges, including sizes, colors and prices, and also samples of the different qualities of material used.
Homework: Letter Writing
敬启者:
本公司是拉格斯Lagos最大的缝纫机进口商之一，经营各种牌号的缝纫机已有20余年。
我们热切希望与你公司建立业务关系，发展我们两国之间的贸易。
现传真给你们我方第303号询价单一张，盼你方早给我们报CIF Lagos，包括我们的佣金5%。报价时请讲明最早交货期和可供数量。
为了便于我们了解你们的产品，请你们尽快航邮目录本四份。
如你方报价具有竞争性，我们打算订购500台。
如蒙早日复信不胜感激。
谨上
Dear Sirs,
Sewing Machines
We write to introduce ourselves as one of the largest importers of sewing machines in Lagos and have been handling all kinds of such machines for more than 20 years.
We are eager to enter into business relations with you in the hope of developing trade between our two countries.
We are sending you by fax our Enquiry Sheet No. 303 and will appreciate your quotat
ion CIF Lagos including our commission 5% together with your indication of quantities available and the earliest delivery date.
You are also requested to airmail us your copies of your catalogue so as to enable us to have a better knowledge of your products.
If your price is competitive, we are prepared to place an order for 500 sets of the sewing machines.
Your early reply will be much appreciated.
Sincerely yours