下载文档原格式
M2- Unit2Establishment of Business RelationsI. Study AimsTO KNOW1. To know the writing steps of a letter of establishing business relations2. To know the writing steps of a reply to a letter of establishing business relations.3. To know the knowledge of “Lead in” Part.4. To know the knowledge of “Business Link” Part.TO DO1. To be able to translate a letter of establishing business rlations properly.2. To be able to write a letter of establishing business relations properly.3. To be able to translate a reply to business relations establishment letter.4. To be able to reply a letter of establishing business relations properly.II. Key Points & Difficult Points1.Channels of finding a business customers2.Writing skills of business letters for establishing business relationseful sentences patternsIII．LEAD INIt is fairly true to say no customer, no business. To establish business relations with prospective dealers is one of the vitally important measures either for a newly established firm or an old one that wishes to enlarge its business scope and turnover.If a new firm wishes to open up a market to sell something to or buy something from firms in foreign countries, the person in charge must first of all find out whom he is going to deal with. Usually, such information is obtainable through the following 1）Communication in writing2）Attendance at the export commodities fairs3）Contact exhibitions held at home or abroad4）Mutual visits by trade delegations and groupsOf all the above channels, the first one is widely used in business activities.IV. WRITING SKILLSStep 1: To state the source of customer’s informationStep 2: To introduce briefly one’s own companyStep 3: To express the purpose of writing the letterStep 4: To express the wish of business relations establishment and early reply V. Main Points of such LettersAfter securing the necessary information, the writer usually writes a letter expressing his wishes to establish business relations. The letter includes: Opening: the purpose or reason of writing , which is :a. the source of information;b. his intention(establish business relations)Body: the details of requirements, which arec. self-introduction and the business scope of his firm;d. the reference as to his firm’s financial position and integrity ;e: requirements for further information;Closing: f. expectation of cooperation or an early reply.VI．Main Points of RepliesReplies to these letters generally includes two kinds:1.Agree to establish business relations;Opening: a. thanks for the incoming letter;b. willingness to establish business relations;Body: c. reply to the requirement in the incoming letter;d. self-introductionClosing: e: hope for doing business2. Disagree to establish business relations for some reasons:Opening: a. thanks for the incoming letter;Body: b. regret for the inability to establish business relations;c. stating the reasons;Closing: d. expectation of further cooperation.The above serves as a guidance only. The writer may select the points he wants to include according to the real situation.VII. Key Sentences Patterns1．From the Email sent back by our NewYork Office, we learn that you are interested in our product.2. From your email of June 6, we’re glad to know that you wish to enter into business relations with us in the line of various papers.3. We have got your name and address from Trade Fairs in Shanghai last month, which informed us that you are in the market for printers.4. We are one of the largest printer manufacturers in our country and have handled the line for over 20 years.5. We write to introduce ourselves as a leading exporter of fresh water pearls in China.6. We take the opportunity to introduce ourselves as one of the largest importers of seafood in our area.7. We express our desire to establish business relations with your company.8. Specializing in the export in electronic products, we wish to trade with you in the line.9. We are specialized in import and export business of foodstuff and wish to enter into trade relations with you.10. We are looking forward to your early reply.11.We look forward to receiving your reply ASAP.12.Your early reply will be highly appreciated.13.We look forward to your favorable reply.14.We are looking forward to hearing from you soon.VIII . Sample letterSample letter 1From: coolboy@(ABC Co., Ltd.)To: prettygirl@(BCD Co., Ltd.)Date: Jan 8, 2008Subject: business relations establishmentAttachment: our catalogDear Sir or Madam:We have got your name and address from Trade Fairs in Shanghai last month, which informed us that you are in the market for silk products.We take the opportunity to introduce ourselves as one of the largest exporters of silk products in our area. And we have been in the line of silk business for over 20 years and enjoyed a good reputation.We express our desire to establish business relations with your company.To give you a general idea of our product, we enclose our latest catalog covering the main items obtainable at present.We look forward to receiving your reply ASAP.Yours Sincerely,ClarkABC Co., Ltd.Sample letter 2From: prettygirl@(BCD Co., Ltd.)To: coolboy@(ABC Co., Ltd.)Date: Jan 8, 2008Subject: reply to business raltions establishmentDear Sir or Madam:Thank you for your email of Jan,8..We are one of the largest importer of silk products in our city and glad to establish business relations with your company.At present we are interested in Art. No 168 in your catalog sent us .We look forward to receiving your best quotation ASAP.Yours Sincerely,MaryBCD Co., Ltd.IX. Business link1.外交官2.阿里巴巴网站3.淡水珍珠X. KEY TO PRACTICEI. Translate the following business terms or expressions.1. Co, Ltd.2. good standing3. business relations establishment4. catalog5. in the line of6. handle / deal in / be in the line7. Commercial Counselor’s Office8. good / fine quality9. competitive price10. fine / excellent workmanshipII. Translate the following sentences into Chinese.1.因此，我方欣然告知贵方我们是一家制鞋厂商。
