2. Unit Two Establishing Business Relations By Cherry Lu

3. I. What are the channels that we can obtain the new firms information? 1. Banks 2. Chambers of Commerce in foreign countries 3. Chinese Commercial Counsellor ’ s office in foreign countries 4. Advertisement 5. Internet 6. trade fair

4. Banks

5. B2B （ Business To Business ） denoting trade between commercial organizations rather than between businesses and private customers Websites: http://www.ttnet.net/ http://china.alibaba.com/ http://www.alibaba.com/ Internet Task: please go online to find out the information of three buyers for your products.

6. Trade fair is an event at which many different companies show and sell their products. China Import and Export Fair Guangzhou Trade Fair The Fair, comprehensive in nature, has won its renown of “China’s No.1 Fair” for the longest history, the highest level, the largest scale, the most complete exhibit variety, the biggest buyer attendance, the broadest buyer distribution, the greatest business turnover, and the best credit standing in China. http://www.cantonfair.org.cn/en/ Trade fair

7. Section A Exporter Writes to Importer Dear Sirs, We have your name and address from the Commercial Counselor’s Office of the Chinese Embassy in Italy. We wish to inform you that we specialize in industrial chemicals, which have enjoyed great popularity in world market. We would like to take this opportunity to enter into trade relations with you. To give you a general idea of our products, we enclose a complete set of the leaflets showing various products being handled by our corporation with detailed specifications and means of packing. Quotations and samples will be sent upon receipt of your specific enquiries. We look forward to your early reply with much interest. Yours sincerely Shunde Import & Export Corp. how to obtain the recipient’s information the business scope more detailed information intention

8. Useful Expressions 1. We have/learn/know /obtain your name and address from … 2. Commercial Counsellor ’ s Office Some commercial counsellor ’ s office websites: http://au.china-embassy.org/eng/sgjs/jgsz/t57242.htm http://gb2.mofcom.gov.cn/index.shtml http://it2.mofcom.gov.cn/index.shtml 3. specialize in: study or work in one narrow part of a general field. 我们专营工艺品 Eg: We ~ in the import and export of Arts and Crafts. 商务参赞处

9. 4. enjoy great popularity=enjoy high reputation 5. take this opportunity 6. enter into business relations with sb. 7. to give you a general idea of our products 8. enclose 附上 enclosure=attachment 附件 随函附上我方价目表一份 We enclose a copy of our price list. establish build up set up

10. 9. ※ leaflet: printed sheet (unbound but sometimes folded) 散页的印刷品 传单 ※ pamphlet: small paper covered book ※ brochure: sales brochure 推广小册子, 宣传品 ※ booklet

11. 10. Quotations and samples will be sent upon receipt of your specific enquiries. enquiry (English), inquiry (America): a request for information on supply of certain goods. Eg: We are pleased to have your enquiry for our raincoat. Our offer will be made on receipt of your specific enquiry.

12. Section B Importer Writes to Exporter Dear Sirs ， Through the courtesy of Mr. Smith, we learn that you have been a leading exporter of shoes for many years. We are writing to express our wish to establish business relations with you. At present, we are interested in extending our range and would appreciate your catalogues and quotations. If your prices are competitive we would expect to place volume orders on you. We look forward to your early reply. Yours faithfully Tony Smith. how to obtain the recipient’s information intention more detailed information hope

13. Useful expressions 1. through the courtesy of ….. 承蒙 … 介绍 2. a leading importer a leading exporter a leading manufacturer 3. range a wide range of 4. competitive competitive 有竞争力的 5. place orders on you competitive price power

14. Section C Self Introduction by Manufacturer Dear Sir, We have learned from the Chamber of Commerce that you are a leading importer of household electric appliances, and at present you are in the market for electric fans. We, therefore, take pleasure in informing you that we are one of the largest manufacturers in our country and have handled a wide range of household electric appliances, including: microwave ovens, refrigerators, air conditioners and electric fans. Recently, we have produced a new model of gentle breeze electric fan whose quality and function is excellent. We believe you will find this model of electric fans will be a good seller in your market. We are airmailing you under separate cover our latest catalogue for your reference. If you have interest in our products, please inform us of your requirements together with your bank’s name and address. Your immediate reply would be highly appreciated. Yours faithfully, Wongsheng&co Roy how to obtain the recipient’s information the business scope intention

15. Useful Expressions 1. Chamber of Commerce 商会 2. household electric appliances home electric appliances 3. in the market for 1 ） 顺德进出口公司想要购买化工产品 Shunde Import & Export Company is in the market for industrial chemicals. 2 ） 从商会获悉，你们有意采购电器用具。 We have heard from Chamber of Commerce that you are in the market for Electric Appliances.

16. 4. manufacturer Manufacture Manufactory 5. microwave oven 6. refrigerator 7. air conditioner 8. electric fan 9. a good seller a ready seller a quick seller

17. 5. under separate cover by separate post 6. catalogue latest catalogue illustrated catalogue 7. for one ’ s reference for one ’ s consideration for one ’ s requirement for one ’ s information

18. Conclusion: how to write the letters of establishing business relations 1. tell the recipient how his name is known. 2. give some information of business being handled 3. state clearly and simply what you can sell or what you expect to buy 4. express your wish to establish business relations with the recipient

19. Useful Expressions 1. We have your name and address from … 2. Having had your name and address from … 3. We have heard from China Council for the Promotion of International Trade that you are in the market for Electric Appliances. 4. We learn from... that your firm specializes in..., 5. Through the courtesy of..., we have learned that you are one of the representative importers of... 6. The.... Bank in your city has been kind enough to inform us that you are one of the leading importers (exporters) of... and are interested in trading with China in these lines... 7. The.... Bank in your city has been kind enough to inform us that you are one of the leading importers (exporters) of... and are interested in trading with China in these lines...

20. Dialogue A and B meet each other in the trade fair: A: Hello, nice to meet you. B: Nice to meet you. A: We are one of the importers of household electric appliances in Germany. And we are in the market for microwave ovens, air conditioners and refrigerators. B: That ’ s great! We specialize in household electric appliances. Our products enjoy great popularity in the European market. A: Can I have your catalogue? B: Here you are. We handle a wide range of household electric appliances. You can find the detailed information of the various products in the catalogue. A: Thank you very much. We would like to take this opportunity to enter into trade relations with you. Therefore, we will send the specific enquiry to you after the trade fair. B: Look forward to your enquiry.

21. Reference for exercises 1. Chinese Embassy 2. Specialize in 3. enjoy great popularity 4. take this opportunity 5. enter into trade relations establish/build up/set up trade/business relations 6. quotation 7. sample 8. sample 8. specific enquiry 9. a leading exporter 10. Chamber of Commerce 11. under separate cover 12. household electric appliances 13. manufacturer 14. microwave oven 15. air conditioner 16. refrigerator 17 latest catalogue 18. for your reference I.

22. II. In each blank space write a word or phrase that fits naturally. Dear Sirs, We _________ from the Commercial Counselor ’ s Office of our _________ in your country that you are a large buyer of table-cloth. As this article falls within the scope of our business activities, we __________ this opportunity to express our wish to _________ business relations with you. Chinese table-cloths _____________ for their good quality and fine workmanship. They have enjoyed great _________ in the European market. We are sure that through our joint efforts they will also meet _______ a favorable reception in your country. In order to give you a ________ idea of our various table-cloths, we are airmailing to you _________ separate cover a copy of _________. We shall be glad to send you __________ upon receipt ________ your ________ enquiries. We hope to _________________ you soon. Yours faithfully, Simon

23. III: 1. We wish to inform you that we specialize in household electric appliances and our products enjoy great popularity in Europe. 2. We are one of the leading importers of textiles, we would like to take this opportunity to enter into business relations with you. 3. We have your name and address from the Chamber of Commerce.

24. 4. We enclose a set of leaflets, and send you samples and latest catalogue for your reference under separate cover. 5. We will send you our price list as soon as we receive your specific enquiry. Or: Quotation will be sent upon receipt of your specific enquiry.

25. Task: Suppose you are a salesman, who work in a trading company, write a letter to a new customer for establishing business relations covering the following contents: how you obtain his information your intention your information and business scope your expectation what you enclose to him