1. Situation 9 Establishing Business Relations
A Practical Course for Business Oral English
Situation 9 Establishing Business Relations

2. VI. Complementary Materials
A Practical Course for Business Oral English
Contents
I. Learning Objectives
II. Warming-up
III. Speak It Out
IV. Act It Out
V. Practice
VI. Complementary Materials

3. Learning Objectives
Getting familiar with the frequently asked questions in establishing business relations
Mastering the frequently used expressions involved in establishing business relations
Being able to answer the questions appropriately in establishing business relations

4. Warming-up
A: Good morning. My name is Mr. Brown. I’m from Here is my card.
B: Thank you. I’m pleased to meet you, Mr. Brown. My name is Kathy Perless, the of Green Textile Import and Export Corporation.
A: Pleased to meet you too, Ms. Perless. I travel a lot every year on business, but this is my first visit to your country. I must say I have been much by your friendly people.
B: Thank you for saying so ? On display are most of our products, such as silk, woolen knitwear, cotton piece goods, and garments.
A: Oh, yes. I had a look yesterday. I found some of the exhibits to be.
The exhibition has successfully displayed to me what your corporation handles. I’ve gone over the catalogue and the pamphlets enclosed in your last letter. I’ve got some idea of your exports. I’m interested in your silk blouses.
B: Our silk is known for its good quality. It is one of our traditional exports. Silk blouses are brightly colored and beautifully designed.
Australia
representative
impressed
Have you seen the exhibition halls?
fine in quality and beautiful in design
They’ve met with great favor overseas and are always in great demand.

5. Speak It Out 2. Discuss the following questions with your partners
What are business relations?
Why should we establish business relations?
How should we establish business relations? By what channels?
What do you think of establishing business relations with prospective dealers online?
What should be included in your establishing business relation conversation?

6. What are business relations?
Business relations are relations between stakeholders in the business process, such as employer-employee, the employer/employee and business partner, employer/employee-outsourced employee relations, etc.

7. Why should we establish business relations?
No clients, no business. Finding potential clients to establish business relations is a key step for any company. Establishing business relations is the base of starting and developing business. As the saying goes, good beginning is half success. Therefore, the importance of the first step can not be ignored.

8. How should we establish business relations? By what channels?
1) Banks. Banks can give the company’s name and address in the importer’s or exporter’s place.
2) Chambers of commerce (both at home and abroad). A chamber of commerce is an organization about a group of businessmen to promote local business interests. 3) Trade directory. The trade directory is a book with a list of business firms, usually arranged alphabetically.
4) Commercial Counselor’s Offices.
5) Business Houses of the same trade. Introducing by business connections, subsidiaries or branches, agents abroad
6) Advertisements (in newspapers, from broadcast, TV, and through internet)
7) Export Commodities Fairs & Exhibitions
8) Other channels: market investigations; visit abroad by trade delegations;
self-introductions, etc.

9. What do you think of establishing business relations prospective dealers online?
Open

10. What should be included in your establishing business relation conversation?
Source of information, introduction of your company and product, intention of establish relations, and so on.

11. Useful patterns and expressions:
Act It Out
Useful patterns and expressions:
We’ve come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London.
By the courtesy of Mr. Black, we are given to understand the name and address of your firm.
We are willing to enter into business relations with your firm.
Your firm has been introduced (recommended, passed on) to us by Maple Company.
Our mutual understanding and cooperation will certainly result in important business.
We express our desire to establish business relations with your firm.

12. Useful patterns and expressions:
Act It Out
Useful patterns and expressions:
We shall be glad to enter into business relations with you.
We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.
Your desire to establish business relations coincides with ours.
We specialize in the export of garments and would like to trade with you in this line.
Our lines are mainly garments.
We have been in this line of business for more than twenty years.
In order to acquaint you with the textiles we handle, we take pleasure in sending you by air our latest catalogue for your perusal.
Glad to see you in your company.
We would like to ask you to kindly send us the related information.

13. Act It Out
Dialogue 1
M: Hello, this is Miko from Shanghai ABC Fashion Garments Co., Ltd, may I speak to Mr. Black?
B: Yes, this is Black. How are you, Miko?
M: Fine, thanks. How do you think of our samples?
B: It’s not too bad, and these are the garments we’re interested in. but we have to have a discussion about some details.
M: OK, no problem. What is the main problem?
B: We are not satisfied with the texture, and do you can change another kind of texture?
M: Of course, we can change the texture according to your requirement.
B: That will be fine.
M: I have a feeling that there are bright prospects for us to cooperate with in this field. I wish to do business with you.
B: Yes, it appears we want the same things.
M: I’m very glad to hear that. I hope we could have a further cooperation.
B: So do we.
M: Regarding our financial position, credit standing and trade reputations, please refer to our bank or to our local chamber of commerce.
B: Thank you for the information.

14. Act It Out
Dialogue 1
M: Hello, this is Miko from Shanghai ABC Fashion Garments Co., Ltd, may I speak to Mr. Black?
B: Yes, this is Black. How are you, Miko?
M: Fine, thanks. How do you think of our samples?
B: It’s not too bad, and these are the garments we’re interested in. but we have to have a discussion about some details.
M: OK, no problem. What is the main problem?
B: We are not satisfied with the texture, and do you can change another kind of texture?
M: Of course, we can change the texture according to your requirement.
B: That will be fine.
M: I have a feeling that there are bright prospects for us to cooperate with in this field. I wish to do business with you.
B: Yes, it appears we want the same things.
M: I’m very glad to hear that. I hope we could have a further cooperation.
B: So do we.
M: Regarding our financial position, credit standing and trade reputations, please refer to our bank or to our local chamber of commerce.
B: Thank you for the information.

15. Act It Out
Dialogue 2
B: Miko, I travel a lot every year on business. But now we are thinking of expanding into the Chinese market. The purpose of my coming here is to inquire about possibilities of establishing trade relations with your corporation.
M: When we have heard much about your company from the Bank of China at New York Branch, we would be glad to start business with you.
B: This is my first visit to your corporation. I'd appreciate your kind consideration in the coming negotiation.
M: We are very happy to be of help. I can assure you of our close cooperation. What products are you interested in?　Would you like to have a look at our showroom?
B: I'd love to. Would it be possible for me to have a closer look at your samples?
M: Yes, this way, please …（entering into the showroom） Here we are.
B: How beautiful! It will take me several hours if I really look at everything.
M: You may be interested in only some of the items. Let's look at those.

16. Act It Out
Dialogue 2
B: Good　idea! I can just have a glance at the rest… Some of the textiles look fine in quality and beautiful in design. I'm interested in your silk blouses.
M: Our silks are famous for their good quality. They are one of our traditional exports. Silk blouses are brightly colored and beautifully designed. They've met with great favor home and abroad. All these articles are best selling lines.
B: Some of them seem to be of the latest style. Now I feel that we can do a lot of trade in this line. We wish to establish trade relationship with you.
M: Your desire coincides with ours. By the way, Mr. Black, how long have you been in this business?
B: I've been in textile for more than 15 years, but our company has been in this business since 2002.
M: No wonder you're so experienced.
B: Could I have your latest catalogues or something that tells me about your company?
M: Yes, I'll get you some later.
B: Thanks. At what time can we work out a deal?
M: Would tomorrow morning be convenient for you?
B: Yes, that'll be fine.

17. Act It Out
Dialogue 3
B: Good morning. My name is Tony Black. I’m from Malux Co., Ltd. Here is my business card.
A: Thank you. I’m pleased to meet you, Mr. Black. My name is Andrew, the manager of Shanghai ABC Fashion Garments Co., Ltd.
B: Pleased to meet you too. I have traveled a lot every year on business, but this is my first visit to your country. I must say I have been much impressed by your friendly people.
A: Thank you for saying so. Have you seen the exhibition halls? On display are most of our products, such as silk, woolen knitwear, cotton piece goods, and garments.
B: Oh, yes. I had a look yesterday. I found some of the exhibits to be fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. I’ve gone over the catalogue and the pamphlets enclosed in your last letter. I told Miko that we were interested in your silk blouses.

18. Act It Out
Dialogue 3
A: Yes, I have got the news. Our silk is known for its good quality indeed.
B: I think you must have some idea of our company. We've been importing garments for many years. The purpose of my coming here is to do business with you.
A: Thank you for your trust. As you know, we always trade with foreign countries on the basis of equality and mutual benefit. Establishing business relations between us will be to our mutual benefit. I have no doubt that it will bring about closer ties between us.
B: That sounds very good. I’ll send a fax home. As soon as I receive a definite answer, I’ll make a specific inquiry.
A: We’ll then make an offer as soon as possible. I hope a lot of business will be conducted between us.
B: So do I.

19. Practice
Task 1 Making Conversations
Open

20. Practice
Task 2 Oral Presentation
Open

21. Practice
Task 3 Role-play
Open

22. Practice
Task 4 Group
信函内容翻译，其他略。
先生：  
经你方商会介绍，我方欣悉贵公司的名称和地址。我公司专营中国纺织品出口，很乐意在平等互利的基础上与贵公司建立业务关系。  
为使贵方对我方产品有全面的了解，我方另函寄去一本目录册及一套小册子，供参考。  
如对目录中所列之商品感兴趣，请具体询价，我方将立即报价。  
望尽快答复。

23. Practice
Task 5 Group Debate
Open
Group Debate

24. Complementary Materials
Business relationship management

25. Thank You