1、Unit 3,Establishing Business Relations,When writing a letter of establishing business relations, tell your receiver how you get his name and address, what your business line is, state your idea and purpose, express your hope to cooperate in future business and to get an early reply.,The channels to

2、get information about prospective dealers,attendance at the export commodities fairs or exhibitions; the chambers of commerce, the commercial counselors offices or other commercial institutions at home and abroad. the introduction from business connections; mutual visits by trade delegations or grou

3、ps;,The channels to get information about prospective dealers,market investigations; self-introduction by customers them- selves; banks; advertisements in newspapers and magazine.,Letter 1 Asking to Establish Business Relations,1.through the courtesy of “承蒙某人的好意/介紹” Through the courtesy of, we have

4、learned / known that 2.the Commercial Counselors Office 商務(wù)參贊處,3. cotton piece goods “棉織品、棉布” 4. be interested in doing e.g. They are interested in setting up a joint venture with our company.,Letter 1 Asking to Establish Business Relations,5.specialize in “專門做，專業(yè)于” e.g. He works in a company special

5、izing in software. 6. establish business relations with sb. “與建立業(yè)務(wù)關(guān)系” enter into trade relations with sb. e.g. Were very glad to establish business relations with you.,Letter 1 Asking to Establish Business Relations,7.at an early date “早日，盡早” 8.be excellent in quality and reasonable in price “品質(zhì)優(yōu)良，價

6、格合理”,Letter 1 Asking to Establish Business Relations,9.under separate cover “另函，另寄” e.g. We will send you our price list and samples under separate cover. 10.upon /on receipt of “一收到就”,Letter 1 Asking to Establish Business Relations,1. be in the market for sth. = want to buy sth. e.g. They are in th

7、e market for cotton piece goods of high quality. An American delegation came to visit our city in the market for leather products.,Letter 2 Self-introduction by an Exporter,2. the line of business “經(jīng)營范圍，業(yè)務(wù)范圍” e.g. The export of health products is our line of business. 3.on the basis of “在的基礎(chǔ)上” e.g.

8、on the basis of equality, mutual benefit and the exchange of needed goods,Letter 2 Self-introduction by an Exporter,4. a good (best) seller / a poor seller e.g. This sweater is a good seller this spring. It turned out to be a poor seller because of the horrible design.,Letter 2 Self-introduction by

9、an Exporter,5. be worth commendation “名不虛傳” commend : sb. (on/for sth.) 因某事物而表揚，稱贊某人 sb./sth. (to sb.) 向某人稱贊或推薦某人/事物 e.g. I commended the chef on/for the excellent meal. Later I wrote to commend him to his employer.,Letter 2 Self-introduction by an Exporter,6. for your (our) reference “供你方（我方）參考” fo

10、r ones information e.g. Would you please send us some samples for our reference? For your information, we here send you our latest price list.,Letter 2 Self-introduction by an Exporter,Letter 3 Request for Business,1. well-established “信譽良好的” 2. in the hope of “希望” e.g. They attended the Guangzhou F

11、air in the hope of finding some business opportunities.,Letter 3 Request for Business,3. with cost charges on our own “費用由我方負(fù)擔(dān)” for ones (our) account at ones (our) expense e.g. We shall be thankful if you send us samples for our account / at our expense.,Letter 3 Request for Business,4.assure sb. o

12、f sth. “向某人保證某事” e.g. I assure you of their safety while staying with us. 5. at your earliest convenience “請你方盡早 / 盡快” e.g. Please send us your samples at your earliest convenience.,Letter 4 On Recommendation of a Foreign Bank,1. recommendation “介紹信，推薦信” v. recommend 推薦，介紹 e.g. Wd like to recommend

13、you this article (this article to you). You were recommended to us by (某公司或單位)向我們推薦貴公司 e.g. You were recommended to us by ABC Co. Ltd.,Letter 4 On Recommendation of a Foreign Bank,2. owe sth. to sb. / sth. “將某事物歸因于、歸源于、歸功于某人或某事物” e.g. He owed his success more to luck than to ability. We owe this dis

14、covery to Newton. We owe your name and address to,3.fall within the scope of our business activities “屬于我方經(jīng)營范圍” fall in with/within sth. “與牽扯到一起” e.g. Im sorry this does not fall within the scope of our business.,Letter 4 On Recommendation of a Foreign Bank,4.avail oneself of sth. “利用某事物” e.g. You s

15、hould avail yourself of every opportunity to speak English. avail sb. nothing “對某人沒有用” adj. available avail oneself of the opportunity to do,Letter 4 On Recommendation of a Foreign Bank,5.state-operated / state-run / state-owned 6.deal (exclusively) in “（獨家）經(jīng)營” e.g. They are exporters dealing exclus

16、ively in art and craft goods. deal with “與交往，處理” e.g. I hate dealing with large impersonal companies. Havent you dealt with that letter yet?,Letter 4 On Recommendation of a Foreign Bank,7. enjoy a high reputation “享有很高聲譽” 8. acquaint sb. with sth. “使某人了解某事物，把通知某人” e.g. To acquaint you with our purch

17、ase terms, we enclose a specimen of our contract for your reference. 9.at present “眼下，目前” e.g. Im afraid I cant help you just at presentIm too busy.,Letter 4 On Recommendation of a Foreign Bank,Letter 5 Self-introduction by an Importer,1. the International Exhibition of Natural Health Products “天然保健

18、品國際博覽會” 2.with a view to / of doing “為了，以為目的” e.g. He is decorating the house with a view to selling it.,Letter 5 Self-introduction by an Importer,3.We take this opportunity to introduce ourselves as 4.place an order with sb. for sth. e.g. We shall place a large order with you for chinaware if your

19、prices are reasonable.,Letter 6 Transferring Business Relations,1. pass on “轉(zhuǎn)交，傳遞” pass sth. on (to sb. ) e.g. Pass the book on to me when you have finished with it. 2. attention “特別的照顧和處理” e.g. this letter is for the attention of the manager.,3. supply sb. with sth. e.g. This market supplies the ne

20、ighborhood with plenty of goods. 4.be assured of “對放心，確信” e.g. Please be assure of the quality of our products.,Letter 6 Transferring Business Relations,5.advise sb. to do sth. / persuade sb. to do sth. e.g. We advised them to conclude the transaction but they refused. We persuaded them to conclude

21、the transaction and they benefited a lot from it.,Letter 6 Transferring Business Relations,6. get in touch with sb. “與某人聯(lián)絡(luò)，接洽” e.g. Please get in touch with us upon your arrival there. 7.do business with sb. e.g. Were doing business with over 30 countries and regions in the world.,Letter 6 Transferr

22、ing Business Relations,Structure of letter of EBR,Letters of EBR (establishing business relations) usually include letters of self-introduction, letters of recommendation and letters of transferring business relations.,1.source of information 2.purpose of writing the letter 3.self-introduction 4.int

23、roduction of products 5.expectation for early response and future cooperation,Structure of letter of EBR,Useful Sentences on,Establishing Business Relations,1.Your company has been kindly recommended to us by Messrs. J. Smith & Co. in New York as one of the main importers of furniture in your end.,N

24、ote: ”經(jīng)介紹，得悉” 的表達(dá)方式： 1.be recommended / given / introduced to sb. by 2.Through the courtesy of, we have learned that 3.We oweto 4.We have obtainedfrom,Practice,承蒙太平洋貿(mào)易有限公司的介紹，我們得知你們是美國輕工業(yè)產(chǎn)品的主要出口商之一。,2. We take the liberty of writing to you with a view to building up business relations with your firm

25、.,Note: 1.take the liberty to do sth. / of doing sth. 冒昧做某事 2.with a (the) view to doing sth. / of doing sth. 以為目的,3. Having had your name and address from the Bank of China in London, we avail ourselves of this opportunity to approach you for the establishment of trade relations with you.,Note: 1.a

26、vail oneself of sth. 利用某事物 avail ourselves of this opportunity to do sth. 借此機(jī)會做某事 2.approach sb. for sth. 就某事與某人聯(lián)系,為了與你方在平等互利，互通有無的基礎(chǔ)上建立業(yè)務(wù)關(guān)系，我們利用此機(jī)會寫信給你們。,Practice,4. We have the pleasure of introducing ourselves to you with the hope that we may have a good chance of cooperating with you in your business extension.,Note: have the pleasure of doing sth. 有幸做某事，用于正式場合或表示客氣的請求或邀請 e.g. May I have the pleasure of this dance?,我們有幸在霍夫曼先生來訪期間與他進(jìn)行了一次洽談。,Practice,5. In compliance with your request, w