商务英语谈判unit 2 Establishing Business Relations

Unit2EstablishingBusinessRelationsUnit 2 Establishing Business RelationsPart One Basic Knowledge Concerned1. The Significance of Establishing Business RelationsIt is fairly true to say no customer, no business. To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover.Establishing business relations is the first step in transaction in foreign trade. If a new firm, or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the persons in charge must first of all find out whom they are going to deal with. We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business.2. The Main Channels and Methods for Establishing Business RelationsUsually, you can secure all the necessary information about a new customer with the help of the following channels:Chamber of Commerce;Commercial Counsellor’s Office;Newspapers, magazines and other media;Other customers’ introduction;Self-introduction to the company;Internet websites;Yellow book / page.Sometimes, a kind of middleman is necessary to bring two companies together. Having obtained the desired names and addresses of the firms from any of the above sources, you maystart contacting the prospective customers. The main methods include:communication in writing;attendance at the export commodities fairs;contact at the exhibitions held at home or abroad;mutual visits by trade delegations and groups.Of all the above methods, the first one is widely used in business activities.3. The Main Contents of a Letter for Establishing Business RelationsGenerally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known, self-introducing, indicating your desire to enter into business relations, or sometimes making general inquiries and expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for business relations, the contents may include expressing your thanks for the incoming letter, expressing your agreement / desire/wish to establish business relations with the addressor and indicating the action you are going to take.4. About Credit Inquiries/InvestigationsTo ensure smooth and successful transactions, it is also essential to make credit inquiries before you correspond with a new customer so as to avoid business risk.Usually, credit investigations include capital/financial condition, capacity /business activity, character and honesty integrity.The information thus obtained must be kept strictly confidential and usually marked with“confidential” or “strict private and confidential”, for it might otherwise get yourself and your informer involved in serious trouble.Part Two Letter-writing GuideFor letters requesting for the establishment of business relations1. Telling the prospective customers how and where their names and addresses are knownYour company has been kindly introduced to us by... 贵公司由……介绍给我们?We have learned from... that... 我们通过……得知……On the recommendation of... , we have learned that... 通过……的推荐, 我们得知……Through the courtesy of..., we are given to understand that... 承蒙……我们得知……We were very pleased to obtain your name from... 很高兴从……处获得贵公司的名称?We are delighted to learn that... 我们很高兴得知……We have your name and address from... 我们从……得知贵公司的名称和地址?2. Self-introducingWe write to introduce ourselves to you as a... 作为……,特来函自我介绍?Our lines are mainly... 我们主要从事……...fall within the scope of our business activ ities. ……属于我们的经营范围?We are mainly dealing in... 我们主要从事……We have been engaged for many years in the line of... 我们已经从事……多年?As you may know, we supply... 如贵公司所了解, 我们可供应……We would like to take this opportunity to introduce ourselves as... 我们借此机会自我介绍,我们是……We would like to take the liberty of introducing ourselves to you with a view to... 我们冒昧自荐,希望……Our corporation is established for the purpose of... 本公司是以……为宗旨而建立的?Our corporation is specialized in... 本公司专营……We handle various kinds of... 本公司经营各种……3. Indicating your purpose and desireWe are willing to... 我方愿意……We express our desire to... 我们想表达……的意愿?We are now writing you for... 我们特致函……We are desirous of... 我方很希望……With a view to..., we... 本着……的意愿, 我方……We are interested in... 我方有兴趣……We need a regular supply of... 我方定期需要……We are in a position to supply... 我方可供应……We would be glad to... 我们将乐于……We now avail ourselves of this opportunity to... 我们借此机会……If you need... , please (don’t hesitate to) let us k now. 如果你们需要……,请(毫不犹豫)地告知我们?Should there be anything else we can do for you, please let us know. 如果我们还能为你们做些其他事情,请告知?Should you require... please don’t hesitate to contact us. 如果你们需要……,请毫不犹豫地和我们联系?4. Expressing your expectationWe look forward to receiving.../hearing from you soon/in the near future. 希望尽快收到……Your early reply is appreciated./Any early reply would behighly appreciated. 非常感谢你们的早日答复?We are anticipating your answer./We await hearing from you. 盼复?Any further information you can provide will be appreciated. 对你们提供的进一步信息,我们将非常感谢?We hope this will be a good start for... 希望这是……的良好开端?We would appreciate it/be grateful if you would... 如果贵公司……我们将不胜感激?We would sincerely appreciate it if you... 如果你们能……,我们将衷心感谢?For letters in reply to the letters requesting for the establishment of business relations1.Expressing your thanks for the incoming letter or stating your letter-replying purposeThank you for your letter of... 感谢贵方……的来函?Thank you for your interest in... 感谢贵方对……的兴趣?We have received with thanks... ……已收悉, 谢谢!Your letter of... has been well received with thanks. 贵方……的信已收悉, 谢谢!Your letter expressing... has been received with thanks. 贵方关于……的信已收悉, 谢谢!We are thankful for your letter about/of... 谢谢你们关于……的来信?In reply/response to your letter of..., we... 作为对你们……来信的答复,我们……2.Expressing your agreement /desire/ wishYour wish of... coincides with ours. 你们的……愿望与我们的不谋而合?This is also our desire. 这也是我们的愿望?We shall be very glad to.... 我们将很高兴……Your suggestion of... was really a good thinking. 你们的……建议确实是一个好主意?3.Indicating the action you are going to take We are sending you... 我们将给贵方寄去……We shall be glad to have your...我们将很高兴得到贵方的……As requested, we are airmailing to you... 按要求,我们特此给您寄去……Enclosed is/are our.../We enclose our... 随函附寄……Part Three Commonly Used Expressions and Sentence PatternsExpressions1.establish business relations; enter into business relations; establish business connections;enter into business connections2. engage in...; handle...; deal in...3. specialize in...4. business line5. business contacts6. please contact us / sb.7. let us / sb. know8. Please (don’t hesitate to) let us know; Please inform us.9. We would appreciate it if you would...; We would be grateful if you would...10. The enclosed is / are our...; We enclose our...11. Enclosed please find our...12. for your information / reference (only)13. concerning; about; regarding; with regard to...; as to...14. at your end; in your place / area / district15. in the meantime; at the same time; meanwhile; in the meanwhile16. according to; in compliance with; in accordance with; in conformity with17. conclude / close the business / transaction / deal18. do business with; deal with; trade with19. be connected with...20. do sth. upon your requestSentence Patterns1.Self-introduction （自我介绍）1）We are …我们是…We are a specialized corporation, handling the export of animal by-products.我们是经营畜产品出口的专业公司。