1、Module 2 Establishment of Business Relations 【learning objectives学习目标】学习目标】l(1)Knowledge(知识目标知识目标)lKnow the channels of finding new customerslMaster the words and phrases of establishing business relations lMaster the contents and methods of business relations establishing lettersl(2)Skills（能力目标）（能力
2、目标）lBe able to use skillfully use the related language of establishing trade relations lBe able to be good command of writing business establishing lettersl(3)Personal quality（素质目标）（素质目标）lTo develop the ability of discovery or exploratory learning,trying to find out the rules and or the strategies f
3、or reaching the goal of the jobs in the project;lTo learn how to communicate and cooperate with your companions or co-workers;lTo train students ability of self-learning and problem-solving The situation and tasks lSituationlChina National Garments Imp.&Exp.Corporation,Dalian Branch have obtained a
4、potential importer(Fashion Trading Co.Ltd.in London)from the Commercial Counsellors Office of the British Embassy in Beijing,from which they note that they are in the market for silk blouses.lTasks：l根据以上情景应该写什么样的信函？l这封信函应包括什么内容？l这些内容该如何排列？l拟写一封建立贸易关系函。l Lead InNo customers,no business.In Internation
5、al business,It is very important to have wide business channels.To establish business relations,is the basis for enterprises to develop and expand the business To establish business relations with prospective dealers is one of the vitally important measures either for a newly established firm or an
6、old one that wishes to enlarge its business scope and turnover.Example-Letter 1 lDear Sirs，l l Through the courtesy of Chamber of Commerce in Toronto,we learned that you are the main exporter of Chinese fashion accessories.We are writing in the hope of establishing business relation with you.l We ha
7、ve been deal in fashion accessories for many years.At present,we are interested in various kinds of Chinese fashion accessories and should appreciate your catalogues and quotations.l If your can assure us of workable prices,excellent quality and prompt delivery,we shall be able to place orders on a
8、substantial scale.l We are looking forward to receiving your early reply.l lYours faithfullyExample-Letter2 lSelf-Introduction By Exporter 出口商的自我介绍出口商的自我介绍lDear Sir/Madam,Having obtained your name and address from the Bank of China,Lagos Branch,we avail ourselves of this opportunity to send you the
9、e-mail and see if we can establish business relations.l We are specializing in all kinds of towels being exported to abroad.In order to acquaint you with our products,we enclose a copy of our catalogues.Our products are best price with high quality.Our products are widely accepted in Europe.We shall
10、 be glad to send you our lowest quotation upon receipt of your detailed requirement.l We are willing to enter into business relations with your firm on the basis of equality,mutual benefit and exchanging what one has for what one needs.l Yours faithfullyl Example Letter3 lExporter Writes to Importer
11、lDear Sirs,lYour company has kindly been recommended to us by .We shall be pleased to enter into direct business relations with you.lWe are a supplier and exporter of agricultural products in South Africa.We offer the very best pistachio,raisins,almond kernels to the clients all around the world.we
12、always do our best to provide the best quality products.Our products come from top manufacturers and suppliers across South Africa and other Countries.We offer best customer service and deliver timely.lIf you are interested in our products,please contact us for detailed information,specifications an
13、d prices.lWe are looking forward to developing together with friends home and abroad and building up a glorious future.lYours faithfully,lHelen Yan lManaging Directorl Example Letter4 l Manufacturers self-introductionlDear Sir or Madam,lWe are glad to know your company from the TRADE SOURCE and are
14、pleased lto inform you that the goods you require fall within our business scope.We would llike to enter into trade relation with you.We are the manufacturer of botanical&herbal ingredients for dietary,food lsupplement,food additive.In our many-year export experience,we have furnished lour customers
15、 with our high-quality goods and very competitive prices.We believe lthat we will have a brilliant future if we cooperate with each other.lNow we have many products entering your market.We hope we could offer you lour services and competitive prices to your entire satisfaction.Finally,you could also
16、 view our web to get more information about us.We lsincerely hope we could cooperate with you soon.l l Yours faithfully,l Example Letter5 l Dear Sirs,l lFrom the chamber of commerce in Hong Kong,we know that you are one of the firms of good standing and reliability and are manufacturing and research
17、ing various chemicals.lWe are interested in your pepper extract and hope to receive soon your catalog and other printed matters for reference.lOf recent years,we have done much business with the largest and most prominent companies in your district.As is well known to you,the possibilities of import
18、ing the foreign products are very great here,especially as we are now developing our economy.lWe are confident that we shall be able to give you big orders if you would cooperate with us on delivery,price and quality.lWe look forward to establishing a friendly relationship with you soon.l lYours fai
19、thfully,l Knowledge Output l1.Translate the following letter to Chinese.lGentlemen，l The Commercial Counsellors Office in this city has advised us of your range of business,which falls within our business scope.We are one of the largest importers of soybeans in Hangzhou and shall be pleased to set u
20、p trade relations with you.Our banker is Bank of China Hangzhou Branch,which can provide you information about our finances.At present we are interested in your soybeans and shall be glad to lreceive your lowest quotation as soon as possible.l l Yours trulyl2.Translate the following letter to Englis
21、h.l敬启者：l从加州展会上获悉贵公司生产可擦中性笔。l现需求高品质可擦中性笔。我方对贵公司产品感兴趣。如蒙惠寄产品目录阐明详细规格及价目表，我方将不胜感激。l请告知大额订单的折扣量及其他有利条款。l期待早日回复。l谨上Exercisesl1.Put the following Chinese into English.l（1）中国大使馆l（2）商务参赞处l（3）商会l（4）建立贸易关系 （5）报盘l（6）产品目录l（7）供应商l（8）农产品l（9）中国手工艺品l（10）立即交货 l lestablish appreciate assure deal in specialize lavail
22、enclose quotation acquaint offerl (1)We herewith _ a draft for the sum of 1000 pounds.l (2)Ways must be found to _ our children a decent start of life.l (3)We _ourselves of this opportunity to introduce our new product.l (4)We have already_ contact with Mr.Lius company.l (5)This company has been _ t
23、extiles for over 10 years.l (6)Can you give me a _for building the temple?l (7)We_ in manufacturing various kinds of jeans.l (8)Please confirm your acceptance of this _.l (9)I deeply _ your kindness in cooperate with us.l (10)I want to _ myself with your strengths and weaknesses.2、Fill in the blanks
24、 with the proper forms of the following words.3、Translate the following into Chinese.l (1)We are one of the largest exporters of Electronic product in Korea,and we wish to establish business relationship with you.l (2)Please send us your latest catalogue covering your exportable goods l (3)If you ca
25、n provide goods of the type and quantity required,we may place a regular orders.l (4)Wed like to introduce ourselves as one of the leading exporters of all kinds of office and school supplies in China.l (5)The has recommended your company as being interested in establishing business relations with a
26、 Chinese company for the purpose of exporting various kinds clothes of your country and importing Chinese manufactured cotton cloth.l l (6)Thank you for your letter of 12 October.We are grateful to the Junhui Co.Ltd for having recommended us to you.Its our pleasure to establish direct business relat
27、ions with your company.l (7)Our products are specially designed for your market.We believe they will appeal to the most discriminating buyers in your area.l (8)We are at present interested in all kinds of luggage and shall be pleased if you will send us the catalogue,sample and price list.l (9)Your
28、company has been kindly passed on to us by the Commercial Counsellors office of British Embassy in Beijing as one of the leading importers of cotton piece goods in your country.l (10)We would be obliged if you let us know immediately if you are interested in our products.We will send you our price l
29、ist and samples to you upon receipt of your detailed requirements.4、Translate the following into Englishl (1)我方愿在平等互惠的基础上与你方建立贸易关系。l (2)承蒙广州商会告知你公司的名称和地址。l (3)如果你们的价格合理，我们将下大额订单。l (4)若能航邮一份产品目录和样品，我们将非常感激。l (5)为使你方熟悉我公司的业务范围，现随函寄去目录和商品小册子。l (6)应你方十一月二十日的来信要求，我们寄上价目表一份供参考。l (7)如果你方认为价格合适，请告知我方。l (8)我们公司经营红酒出口已有三十多年了。l (9)我们愿意借此机会向你方介绍我们的新产品。l (10)我们目前可现货供应各种各样的牛仔裤。l Thank you!
