1. 1 Unit Two Establishing Business Relations

2. 2 In this unit ， you will learn ：  First, how to find your potential partners ？  Second, The structure of this kind of letter: When you want to establish business relations with your potential customers, you should tell the receiver: 1) how his name is known; 2) what you handle; 3) what you want to sell or buy; 4) you are looking forward to his early reply;

3. 3 Specimen letter (1) Dear Sirs With reference to your letter of Dec.2,2010. We are glad to learn that you wish to enter into trade relations with us in the line of canned goods. In compliance with your request, we are sending you by air a catalogue together with a range of pamphlets for your reference.

4. 4 If any of the items listed in the catalogue meets your interest, please let us have your specific enquiry, and our quotation will be forwarded without delay. In the meantime, you are requested to furnish us with the name of your bank prior to the conclusion of the first transaction between us. Your Sincerely

5. 5  Useful words and phrases 1.With reference to = Referring to 2. 建立业务关系  establish business relations with sb.  enter into trade relations with sb.  start trade relations with sb.

6. 6 3. 经营范围  line e.g. Textiles are our line. Chemicals are out of our line.  fall within the scope of one ’ s business activities e.g. Textiles fall within the scope of one ’ s business activities.  deal in e.g. We deal in textiles.  handle e.g. We handle textiles.

7. 7 4. 按照你方要求  In compliance with your request,  In accordance with your request,  As requested,  According to your request, 5. 产品宣传材料  catalogue/ brochure  pamphlet, a (full) range of pamphlets  leaflet a (full/complete) set of leaflets  sample a range of samples

8. 8 6. 供你方参考  For your reference  for your consideration  for your information  for your selection

9. 9 Specimen letter (2) Dear Sirs We known your name and address from the internet and note with pleasure the items of your demand just fall within the scope of our business line. We avail ourselves of this opportunity to write to you with a view to establish a business relations with your company.

10. 10 Our firm is an Chinese exporter of various Canned Foodstuffs. we are sending a catalogue and a pricelist under separate cover for your reference. We will submit our best price upon receipt of your concrete inquiry. We are looking forward to receiving your earlier reply Yours faithfully,

11. 11  Useful words and phrases 1. 自我介绍 This is to introduce ourselves as … We are introducing ourselves as …. We write to introduce ourselves as … Please be informed that we are …

12. 12 2.With a view to = in the hope of.. E.g. With a view to establishing business relations with you, we are sending you our catalogues and samples. In view of = owing to / due to e.g. In view of the friendly cooperation between us, we shall grant you a discount of 5%.

13. 13 3 、 Quantity （单） 数量 e.g. (1) Three hundred tons is a large quantity. (2) Please try to increase the quantity. Quantities ( 复） 大量 e.g. (1) Quantities of oilseed are coming in. (2) They are in the market for oilseed in large quantities. (3) They buy these goods in quantities.

14. 14 4. Avail oneself of = take advantage of … E.g. (1) Please avail yourselves of this favorable offer and send us your order immed. (2) We give you the first chance and hope you will take advantage of this exceptional offer.

15. 15 III. Translate the following sentences into English Ⅴ. Write a letter with the particulars giving below: Exercises