1、Unit 3 Consultancy,Consultancy is the business of offering specialist professional advice. It 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 wishe

2、s to enlarge its business scope and turnover.,Consultancy,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 person in charge must first of all find out whom he is going to deal with.,Consultan

3、cy,Consultancy letters can be On Business, Market Research, Credit Standing (status), Establishing a Branch Office and Information on Market Trend.,Specimen letters 1 (on business),An advertisement in Business China China Machinery Consultancy Information Service, having extensive business contacts

4、throughout the world and with over 30 branch offices in China, offers specialist professional advice to Clients at home and abroad in:,Specimen letters (on business),-Providing market information about machinery and equipment; -Promoting sales of Clients products in China and abroad; -Dealing with C

5、lients enquiries （詢價）for mechanical and electrical products; -Negotiating for Clients processing business, cooperative production or,Specimen letters (on business),joint venture with foreign firm, and -Assisting Clients in advertising and printing of sales literature. (posters, pamphlets, booklets a

6、nd other materials),Clients fax,Gentlemen, We read your ad in BUSINESS CHINA, and are writing to find out if you could help us make contacts with manufacturers in China who are interested in processing Gear Boxes in accordance with drawings supplied by us.,Clients fax,Our client, a Swiss firm, is in

7、terested in cooperating with China in producing Gear Boxes with supplied drawings and samples. We have sent you separately (under separate cover) the relevant catalog and drawings. If any of your factories are interested in the business, please let us know their terms and conditions and the US dolla

8、r CIF Bremen （不來梅）price.,Clients fax,We would be very grateful for a prompt answer. Very truly yours,Consultancy services reply,Gentlemen, Thank you for your fax of March 9 inquiring about the possibility of producing Gear Boxes with supplied drawings and samples. We have forwarded the catalogs and

9、drawings you sent us to some large manufacturers and now have an affirmative (favorable) answer from a factory in Shanghai. Below is their quotation:,Consultancy services reply,Gear Box, nodular cast iron unit price US $ Gear Box, cast iron unit price US$ CIF Bremen Please let us know if your client

10、s find the quotation acceptable. If so, please ask them to send us the sample as soon as possible. Sincerely yours,About credit standing,Before you do business with that company, you need to know their financial standing, their reputation, the way they do business and their range of products. The pe

11、rson who supplies such information is called a reference. Apart from your friends or business partners, who can give you this reliable information then? Where to get information about a company?,About credit standing,Bank The Economic and Commercial Counsellors office of our Embassy in Foreign count

12、ries Chambers of commerce Enquiry agencies Another company that has business with the new company,Specimen letter1,China National Import be sorry. We regret to say that we cannot make you an offer right now. 4) We very much regret that.,overtrading 過額貿(mào)易 a business is said to be overtrading when too

13、much money is tied up in stock and debts, and cash is not coming in quickly to pay creditors.,When you write such a letter of reply, you begin by referring to the letter you have received and make a summary of that letter. Then you provide the information in full and offer your opinion. You end your

14、 letter by stressing the information you provided is confidential. That means you are not to be held liable, as this is not your transaction. The people who finally close the deal should be legally responsible for their own business.,Language summary,When you are approached by a company that wishes

15、to do business with you, how do you ask for references? 1.Thank you very much for your letter of . As we have not have the pleasure of doing business with you, would you please supply us with references.,2.We appreciate your interest in our company and should be glad if you could provide us with two

16、 bank references. 3.Could you ask your bank to send us a letter of recommendation?,On the other hand, the company that approaches you may voluntarily offer their reference. They may say: Please refer to company/bank for our credit standing. 請向某公司/銀行查詢我們的資信情況。,What to say about a company if you are a

17、 reference 1.Something favorable 1)The company is one of the leading companies in 2)The company is quite well know in 該公司在方面知名度很高 3)It enjoys a good/high reputation. 4)They have never failed to meet their engagement / commitment. 他們總能履行承諾。,5)Their transactions with us have been satisfactory. 6)We co

18、nsider them good for amount of money. 我們認(rèn)為在范圍內(nèi)的信貸沒有問題。 7)Their financial status is sound. 他們的財(cái)務(wù)情況良好。,2. Something unfavorable 1)We regret to inform you that company has some difficulties in . 2) It seems to us that their problem is due to poor management/overtrading. 看來他們的問題在于經(jīng)營不善/過額貿(mào)易。 3)I am afrai

19、d we are unable to trace them on our books. 抱歉，在我們公司的往來帳目里沒有他們的名字。 4)It is very likely the company will go bankrupt.,5)We have to tell you that you should regard their request for credit with caution. 我們不得不告訴你在對待他們的信貸請求時要謹(jǐn)慎。 6)We have to press the company for payment many times. 我們不得不向那個公司催款。 7)Unfo

20、rtunately, we are not able to provide the information you need as our trade volume with them was not large enough to justify any responsible opinion. 抱歉我們不能提供你們需要的信息，因?yàn)槲覀兣c他們的貿(mào)易額不大，所以沒有理由提供任何負(fù)責(zé)的觀點(diǎn)。,How and what to ask when you request for references. You may say: 1.We should appreciate your advice re

21、garding 1)their credit standing. 2)their line of business. 3)their reputation.,2.We should like to know 1)if they pay their debts promptly. 他們是否即時負(fù)債 2)if their financial standing is strong 他們在財(cái)務(wù)上是否有實(shí)力 3)whether it is safe to allow them credit to certain amount of money 給他們這個數(shù)額的信貸是否安全 4)why they swit

22、ch to us for their supply 他們?yōu)槭裁崔D(zhuǎn)向我們購買,Enquiry about establishing a branch office,Dear Sirs, To meet the growing needs of the fast developing business connections between our two countries, this bank is considering establishing a branch in your city.,Enquiry about establishing a branch office,We shou

23、ld appreciate it very much if you would provide us with information as to what documents are required. Please also let us know if you could take up the matter with the Chinese authorities on our behalf. We look forward to your kind assistance. Yours sincerely,Enquiry about establishing a branch offi

24、ce (Reply 1),Dear Sirs, We have received your mail of 15 April, entrusting us with the task of establishing a branch office of your bank in Beijing. We are pleased to say that we willingly accept your proposal. To start with, we ask you to provide us with the following documents:,Enquiry about estab

25、lishing a branch office (Reply 1),1.Application for opening a branch office in Beijing, to be addressed to the President of Peoples Bank of China, Beijing, and signed by your Chairman. 2.Photocopy of your Registration Certificate. 3.Names and a brief account of the members of your Board of Directors

26、.,Enquiry about establishing a branch office (Reply 1),4.Your Articles of Association. 5.Your latest Annual Report and Balance Sheet. 6.Power of attorney in favor of your permanent representative attested by a notary public （公證員）. We will keep you informed of the progress of the application and hope

27、 you will succeed with our assistance. Yours sincerely,Enquiry about establishing a branch office (Reply 2),Dear Sirs, We are pleased to inform you that on 1 August, your application to establish a branch in Beijing was approved by the Peoples Bank of China. The Letter of Approval is enclosed. We tr

28、ust your Branch here will boost the development of our economic and trade cooperation. Yours sincerely,Exercises,Please translate the following sentences into English: 我們將與之進(jìn)行業(yè)務(wù)往來的那家公司要我們向貴行了解有關(guān)他們的商業(yè)地位與信譽(yù)。 你若能對上述公司的財(cái)務(wù)狀況和可靠性提出意見，我們當(dāng)不勝感激。 你們所問詢的那家公司是我地區(qū)一家最可靠的進(jìn)口商。多年來在同行中享有良好聲譽(yù)。 對你提供的任何資料，我們都予以保密。 我們勸你方

29、與該公司進(jìn)行業(yè)務(wù)往來時務(wù)必謹(jǐn)慎。,The company we intended to enter into business have given us your name as a reference respecting their business status and reputation. We should be grateful if you would inform us about the financial status and reliability of the above company. 3. The firm you enquired about is one of the most reliable importers i