英语总结

UNIT1Establish Business RelationsEstablishing business relations is usually the first step for a company to do business, and it is very important either for a new firm or an old one. For the former, it helps start business and secure its position on the market; for the latter, it enables the old firm to expand business and increase the turnover.In international business, there are some channels for a business to obtain information about potential customers, such as advertisements in the media, market survey, its business connections, chambers of commerce, trade fairs and exhibitions held both at home and abroad, or mutual visits by trade delegations and groups, etc. The generally enormous geographic distance between the buyer and the seller makes it hard for them to meet, so writing to a potential or prospective client for the establishment of business relations is a common practice. The following information is usually included in this kind of letter:建立业务关系通常是公司开展业务的第一步，无论对于新公司还是老公司都非常重要。

对于前者，建立业务关系有助于开展业务和确保其市场地位；对于后者，建立业务关系则能够使其扩大业务量、增加营业额。

在国际贸易中，一个公司可以通过某些渠道获得关于潜在客户的信息，如媒体广告、市场调查、业务关联、商会、国内外贸易交易展览会或贸易代表团的互访等。

国际贸易的买方与卖方之间通常存在巨大的地理距离，这使买卖双方很难会面，所以通常的做法是写信给潜在的或可能成为客户的伙伴来建立业务关系。

此类信件通常包括以下信息：1. The source of information (where you learn about the company);2. The reference to the company’s position and reputation on the market;3. Brief introduction to your own company (the business scope of your company, your position on the market, your products or services, etc.);4. Y our intention of writing the letter (in what way you want to start business with them: to buy their products, to sell your own products or to invest in their company, etc.);5. Y our expectation of cooperation and early reply.The following is a sample letter for your reference.1．信息来源（在何处获知对方公司）；2．提及对方公司在市场的地位和声望；3．简略介绍己方公司（公司的业务范围、市场地位、产品或服务等）；4．写该信的目的（期望以何种方式与对方开展业务：购买对方产品、销售己方产品或投资对方公司等）；5．表示期待合作和及早得到答复。

下面是一封信件样本供您参考。

Dear Mr. Scott,We learned about your company from your business associate, Jack Lewis, at the Guangzhou Trade Fair last week. Y our company certainly has been in fashion business for years and is famous around the world. Mr. Lewis suggested that I contact you regarding the services and products of my agency, the China Textile Product Corporation. So I am now writing to you, hoping that you might be interested in our high-quality fabric and other related products.As you may know, China is one of the main suppliers of cotton and silk products. My agency is responsible for the export and import of Chinese textile products. Our great productivity, best-quality products and the responsible work of my agency make us the best and the most reliable client. Enclosed in this letter is our latest catalog, w hich will give you a general idea of our company and our products. Should you be further interested, please contact us at any time.We are expecting your reply. Thank you very much.Y ours sincerely,Y ang FangGeneral ManagerChina Textile Product Corporation亲爱的司考特先生：在上星期举行的广交会上，我们从贵公司的业务伙伴杰克·路易斯处了解了贵公司。

贵公司已在时装行业从业数年，在国际上享有盛名。

关于我公司（中国纺织品公司）的服务和产品，路易斯先生建议我与您直接联系。

因此我冒昧地写信给您，希望您会对我们优质的布料和其他相关产品有兴趣。

正如您可能了解的，中国是棉质和丝质产品的主要供货地之一。

我公司负责中国纺织产品的进出口业务，我们强大的生产力、优质的产品以及认真负责的态度使我们成为最佳、最可靠的客户。

随信寄去我们最新的产品目录，以便您大概了解我公司和我们的产品。

如果您有兴趣，请随时联系我们。

期待您的回复。

非常感谢。

敬上方洋中国纺织品公司总经理ScriptSara: Good morning. Fortune Export & Import.What can I do for you?Ben: This is Ben Blare. I’m working with the United Produce Corporation, and I’m calling to see if there wou ld be opportunities for our business cooperation, and I don’t know whom I should talk to.Sara: Hmm... Could you further introduce your company?Ben: Sure. Our company handles the export of animal by-products. W e have been in the business for years and have good reputation on the market.Sara: I see. If you agree, I shall arrange an appointment for you with Alan Wood, the assistant to the manager. He is responsible for this kind of business.Ben: That would be perfect. When can I come over to see him?Sara: He will be here tomorrow morning. Does the time suit you?Ben: Sure! I will come at ten o’clock tomorrow morning. Thank you very much.Sara: My pleasure. Bye.ScriptJohn Foster: How do you do? I’m John Foster from Smart Software Corporation.Grace King: Nice to meet you, Mr. Foster. I’m Grace King from the Network Department, and I am the assistant to the manager. Here is my card.John Foster: Nice to meet you, Ms. King. The reason I came here is to see if there is possibility that we enter into business relationships with your company.Grace King: I see. Do you also provide after-sales technical service? That’s the part we aremostly concerned.John Foster: Up to now the focus of our business is to develop and sell computer software. The after-sales technical service is our next plan.Grace King: What a pity! We attach great importance to that part. I’m expecting the development of your after-sales technical service and looking forward to our cooperation then.John Foster: That’s also our expectation. Tha nk you for meeting me, Ms. King.Grace King: Y ou are welcome.ScriptJerry: Good morning. I’m Jerry Smith from Tiger Textile Company.Laura: Welcome, Mr. Smith. I’m Laura, assistant to the general manager. We have talked over the phone.Jerry: Sure. Today I bring with me brochures and catalogs of our products. I hope they willhelp you better understand our company and products.Laura: Thank you. That would be very helpful. Wow! Wonderful! I like the design of your silk products. The patterns and the colors are really impressive!Jerry: We have the best design team, and our techniques are leading the field.Laura: That’s terrific. What about the quality of your products?Jerry: Y ou can be entirely assured of that. We have been in the business for over 50 years.High quality is one of the most important factors that have secured our leading position on the market.Laura: It seems that everything is perfect. I’d like you to meet with our general manager and talk about the details of cooperation.Jerry: That would be the best arrangement. Thank you so much.Laura: Y ou are welcome.ScriptMr. Jeffery: Nice to meet you, Ms. Sun. I’m John Jeffery from Swift Automobile.Sun Y an: Welcome to our company. I’m Sun Y an, manager of the sales department. I have read the report by my assistant and clerks and learned a lot about you and your company.They speak highly of your products as well as your company.Mr. Jeffery: Thank you for saying so. In fact, if you decide to establish business relations with us, you will never be disappointed.Sun Y an: I hope so. And will you provide favorable conditions such as considerable discount if we establish a business relationship?Mr. Jeffery: That’s for sure. We always give the best discount to our old clients. And we also have other favorable conditions to our loyal customers regarding payment and delivery. And our after-sales service is also very attractive.Sun Y an: Good. I can foresee the bright future of our cooperation.Mr. Jeffery: Me too.ScriptMartin Blade: Hello. Allow me to introduce myself. My name is Martin Blade. I’m a representative of New Star Co. which produces toys.Sam Brown: Nice to meet you.Martin Blade: Nice to meet you, too. My company has assigned me to negotiate business with you. Here’s my card.Sam Brown: Thanks. Would you like to have a look at our showroom now, Mr. Blade?Martin Blade: I’d love to.T ask 1Sam Brown: This way, please.Martin Blade: Y our products are of such a great variety. It would take hours if I really look at everything.Sam Brown: Y ou may be especially interested in some of the items.Martin Blade: I think I’ve already seen some items we’d like to order. But I’d still like to study them a bit further.Sam Brown: OK. By the way, we have also prepared these brochures for your reference. When do you think we can work out a deal?Martin Blade: I’ll probably be able to let you know tomorrow.Sam Brown: All right. I’ll be expecting you tomorrow morning2Mr. Blare,I am Jane Trappe from Swift Communication Company. We are one of the largest communication service providers in Brazil. I know you have been an established international company, and your handset products enjoy great popularity in Brazil. We shall be pleased if we can establish business relations with you.At present we are interested in your new series of mobile phones designed for business purposes, with high technology applied. Could you send your latest catalog for our reference?I am expecting your early reply, and looking forward to cooperating with you.Y ours sincerely,Jane TrappeSwift Communication CompanyDear Mr. Brown,Thank you for your letter of July 11, 2009. We are glad to learn that you are interested in our products and hope to enter into business relations with us.In compliance with your request, we are sending you by air a catalog together with a range of pamphlets for your reference. If any item in the catalog appeals to you, please let us know and our quotation will be forwarded without delay.I am expecting our successful cooperation.Y ours faithfully,Dave LincolnSales ManagerHow to Conduct Business Background ChecksThere are more and more news stories about companies that defraud investors of millions of dollars. Therefore, it is important to be certain that the company you are intending to establish a relation with is reputable and the usual practice to do so is to run a business background check. In order to do this, the following straightforward steps are recommended:(1) Finding Basic Information of a CompanyAlways start at the local level, especially for a small company, as this may be the only source of information available. All companies must conform to local laws or codes since they are essentially rooted in a community. City records are a good place to start. They will provide the information about the origin of the business, tax evasion, judgments filed or actions against the business. The information is normally public and available to all who ask.投资者被某公司骗数百万美元的报道屡见不鲜。