Section 1 Introduction

1. Origin of Establishing Business relations(建立业务关系的原因

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. As it is well known, customers are the basis of business development and expansion. No customers, no business, and no

orders, no the company.

对于一个新成立的公司或一家希望扩大其业务范围和营业额的老公司来说，与潜在的交易商建立业务关系是极其重要的经营举措之一。众所周知，客户是企业发展和扩张的基础。没有

客户，就没有生意，没有订单，没有公司。

2. Channels of Establishing Business Relations(建立业务关系的渠道

Usually information about the merchants in foreign countries can be obtained through the following sources:

1) The exhibitions and trade fairs;

2) Banks;

3) Chambers of commerce both at home and abroad (e.g. CCPIT);

4) Commercial counselor`s office subordinate to the Embassy of a certain country;Section 1 Introduction

1. Origin of Establishing Business relations(建立业务关系的原因

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. As it is well known, customers are the basis of business development and expansion. No customers, no business, and no

orders, no the company.

对于一个新成立的公司或一家希望扩大其业务范围和营业额的老公司来说，与潜在的交易商建立业务关系是极其重要的经营举措之一。众所周知，客户是企业发展和扩张的基础。没有

客户，就没有生意，没有订单，没有公司。

2. Channels of Establishing Business Relations(建立业务关系的渠道)

Usually information about the merchants in foreign countries can be obtained through the following sources:

1) The exhibitions and trade fairs;

2) Banks;

3) Chambers of commerce both at home and abroad (e.g. CCPIT);

4) Commercial counselor`s office subordinate to the Embassy of a certain country;

5) The media of the newspapers, magazines and television;

6) Introduction by friends in business circles;

7) A branch office or representative abroad;

8) The internet;

9) Trade dictionary;

10) Market research.

通常国外贸易商的信息可以从以下来源获得：①展览会与交易会；②银行；③国内外的商会(如：中国国际贸易促进委员会)；④各国大使馆下属的商务参赞处；⑤报纸、杂志和电视媒

体；⑥商界朋友介绍；⑦国外分公司或代表；⑧互联网；⑨工商行名录；⑩市场调查。

Section 2 Correspondence

1. Writing Skills

This type of letter is generally made up of 4 parts as follows:

1) Show the source of information (how you learned of his company).

2) Briefly introduce your own company (the scope of your business, little "advertising" on your products or service).

3) Express the intention of writing the letter(what kind of business you want to do with them, e.g. to purchase their products, to sell your own products,

to enter into a joint venture with them, etc).

4) Express the wish of cooperation and early reply.

2. Sample Letters

Letter 1 (Exporter to Importer

China Foodstuff Import & Export Co.

32 Xisanhuan Rd., Beijing, China

January 1, 2014

New Asia Inc.

Room No. 40, Maruchi Building

Tokyo, Japan

Dear Sirs,

Learning from the Commercial Counselor`s Office1 of our Embassy in your country that you are one of the leading importers of canned2 foodstuffs. We have the

pleasure of introducing ourselves to you as a state corporation3 specializing in4 the export business of canned goods, and express our desire to enter into5

business relation with you.

In order to give you a general idea of6 our canned goods, we are sending you by separate airmail a copy of our latest catalogue7. Quotations8 and samples9 will

be sent to you upon receipt of10 your specific inquiry11.

We are looking forward with interest to hearing from you soon.

Yours faithfully,

Zhou Yanming

Zhou Yanming

Manager

Export Department

Letter 2 (Importer to Exporter

Dear Sirs,

Through the introduction of the United States Chamber of Commerce12 in Beijing, we were advised of your company and your ability to export hardware13. We are

writing to you with a view to establishing business relations with you and introducing your special lines14 into our market.

There is a considerable15 demand for hardware on our local markets. Our company is dedicated to16 the trading of hardware for over ten years, and is one of the

leading dealers in this line in China.

We shall always be very happy to hear from you and will carefully consider any proposals likely to lead to business between us.

Yours truly,

3. Notes to Text

1) the Commercial Counselor`s Office 商务处；商务参赞处

2) canned (American English) 罐装的= (British English) tinned

3) state corporation, state-owned corporation 国有公司

4) specialize in …专营

This travel firm specializes in charter flights. 这家旅游公司专营包机业务。

Our company specializes in importing arts and crafts for many years.

本公司专门从事工艺美术商品进口多年。

5) enter into…开始(某种事业、谈判、关系等)；缔结(契约等

We hope to enter into business relations with your company for the supply of electronic shavers. 我方愿意与贵公司建立商务关系，以便取得电动剃须刀的供货。

6) to give you a general idea of … 为了使您了解……

To give you a general idea of the scope of our business activities, we enclose herewith a complete set of catalogues that we are dealing in. 为使您了解本公司

的业务范围，特别随函附上一套我们经营产品的目录。

7) catalogue 产品目录=(美)catalog

8) quotation 报价，行情

quotation table (list) 价目表

exchange rate quotation 外汇行情

discount quotation 贴现行情

market quotation 市场行情

quote 开价，报价

The seller quoted the shirt at ten dollars.

9) sample 产品样本，样品

sample card (衣料等)样品卡

sample discount 样品折扣(一般样品均系免费寄送，但应买方要求寄送较高价值的样品时，卖方通常给予折扣，酌收样品费

sample export 样品出口(输出)(指小量货物以样品名义出口，虽仍收取货款，但可免办出口手续

sample fair样品展览会; trade fair大型工商展览会，如法兰克福书展、伦敦古董展销会等

sample order=trial order 试订

sample shipment 试

10) upon/ on receipt of 收到……后

On receipt of your instructions we will send the goods. 一收到你方通知，我方即可发货。

11) inquiry (American English) =enquiry (British English)询问，询价；

12) the Chamber of Commerce 商会

13) hardware 硬件

14) line: one`s trade of occupation, or the things he deals in

What`s his line?

We have completed many successful transactions with Oriental Horizons Inc. in this line of business.

15) considerable 客观的；大量的

The losses are considerable. 损失颇大。

16) be dedicated to or dedicate to致力于

Enterprises with outstanding quality, reasonable price will be dedicated to customer service.

企业以优异的质量，合理的价格将竭诚为客户服务。

China will continue to be dedicated to international cooperation in this area.

中国将继续致力于加强在该领域的国际合作。

4. Useful expressions

1) 各种信息来源的表达方式。

① 从中国驻贵国大使馆商务参赞处获悉。

Having had your name and address from the Commercial Counselor`s Office of the Embassy of the People`s Republic of China in your country, we now write to you

and see if we can establish business relations.

② 从贵国商务办事处获悉。

Through the recommendation of your commercial office here, we got your name and have known you specialize in chemical products for years.

③ 通过中国国际贸易促进委员会了解。

We have learned from China Council for the Promotion of International Trade that you are in the market for Electric Appliances.

④ 通过贵国最近来访的贸易代表团了解。

Through your trade delegation that recently paid a visit to Shanghai, we learned that you are well-established importers of electronic components.

⑤ 承老客户介绍。

Mr. Alex Black of MGD Co., Ltd., our mutual friend, gave us your name and recommend that you are an experienced importer of the Jewelry products in the UK.

⑥ 承银行介绍。

The HSBC Bank in your city has been kind enough to inform us that you are one of the leading importers of sports goods.

⑦ 从报刊上获悉。

We are glad to know from CPU magazine that you are interested in the silicon rubber pads, and enclose our relevant catalogs for your initial reference.

⑧ 从互联网上获悉。

From alibaba.com, we understand that you are a potential buyer of Chinese textiles, which just fall within our business scope.

⑨ 在展览会上结识。

We would like to thank you for your visit our booth and your interest in our products at the CeBIT Fair held in Hanover last month. As required, we are now glad

to send you our catalogue of cooling fans for your evaluation.

CeBIT是办公及信息技术中心(德语：Centrum der Büro-und Informations Technik)的缩写，又称"CeBIT信息及通信技术博览会"，是一个国际性的以信息技术(IT业)和信息工程(IE

业)为主的大型展览会，1986年起的每年春季在德国汉诺威举行。展览会的组织者是德意志展览股份公司(Deutsche Messe AG，DMAG)。CeBIT是全球较大的信息和通信工程类展览会。

zh.wikipedia.org/wiki/CeBIT

2) 致函目的示例。

① 希望是互利关系的前奏。

We are glad to send you this introductory letter, hoping that it will be the prelude to mutually beneficial relations between us.

② 盼望能有机会合作，扩展业务。

We have the pleasure to introduce ourselves to you and hope we may have a cooperation opportunity with you in your business extension.

③ 期待与贵公司建立业务关系。

We are writing to you with a view to building up business relations with your firm.

④ 愿与贵方进行交易。

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