【正文】 Exercise and Answer ? 我們愿與貴公司建立商務(wù)關(guān)系 ? We are willing to establish trade relations with your pany ? 我們希望與您建立業(yè)務(wù)往來 ? allow us to express our hope of Please opening an account with you Exercise and Answer ? 我們深盼與英國公司接洽，希望成為其銷售代理商之一 ? We are anxious to contact some British firms with a view to acting as their selling agents ? 請將下列貨品的最低價格賜知 ? Kindly quote us your lowest prices for the goods listed below ? 隨函寄上詢價單一份 ? We are enclosing here with an inquiry sheet Part 2:Enquiries,offers, orders and Replies XU Yi Lecture Structure ? Establishing business relations ? Enquiry and reply ? Offers and bid ? Counteroffers and Countercounteroffers ? Order ? Acceptance and contract Establishing Business Relations ? No customer, no business. ? Channels to obtain information – Communication in writing – Attendance at the export modities fairs – Contact at the exhibitions held at home or abroad – Mutual visits by trade delegations and groups. Establishing Business Relations ? Information source – Banks – The periodicals – The advertisements – Business connections – The market investigations – The Commercial Counselor Office – The Chambers of merce – The merchants themselves Establishing Business Relations ? The information should be given in “the First Enquiry” – The address – The pany name – The source of his information – His intention – The business scope of his firm and also its branches and liaison offices, if any – The reference as to his firm’s financial position and integrity – Samples, pricelists, catalogues, etc (if need) – Expectation of cooperation and an early reply ? Any letter of this nature received must be answered in full without the least delay and with courtesy so as to create goodwill and leave a good impression on the reader. Establishing Business Relations ? Things you should write in a letter – 1. the sources of information related to the addressee, for example, how you know his name and address — We have your name and address from the Commercial Counselor’s Office of your embassy in Beijing — Your firm has been remended to us by Bank of China in Beijing. Establishing Business Relations – 2. your intention, . why you are writing to him — We would be pleased to establish business relationships with you. — We are willing to enter into business relationships with your pany on the basis of equality and mutual benefit. Establishing Business Relations – 3. a brief introduction of your firm, . Your business scope, your branches, your financial standing and credit rating, etc. — We have the pleasure of introducing ourselves to you as a stateoperated corporation dealing exclusively in light industrial goods. — We are one of the largest importers of cotton and woolen piece goods in this city. Establishing Business Relations ? 4. Sometimes the terms of sales or purchases are mentioned and catalogues, price lists and other details enclosed for reference. — Enclosed you will find a copy of our export list showing the main items now available for your reference. Establishing Business Relations—specimen letters ? A letter for an exporter asking the bank to introduce new customers（出口商要求銀行介紹業(yè)務(wù)伙伴） Dear Sirs, We thank you for your cooperation for our business. Now we are keenly desirous of enlarging our trade in various kinds of light industrial products, but unfortunately have had no good connections in California of . A. Therefore we shall be obliged if you will kindly introduce us to some of the most capable and reliable importers in the district who are interested in these lines of goods. Your favorable information will be appreciated. Yours faithfully … Establishing Business Relations ? A letter for an importer introducing himself （出口商自我介紹） Gentlemen: We are one of the largest importers of light industrial products in this city and shall be pleased to establish business relations with you. At present we are interested in your electric goods, details as per our Enquiry Note No. 1345 attached, and shall be glad to receive your lowest quotation as soon as possible. Yours truly, … Establishing Business Relations ? A letter from an importer to an exporter （進口商給出口公司寫信要求建立業(yè)務(wù)關(guān)系） Dear Sirs, We have obtained your address from a friend of mine in San Francisco and are now writing you for the establishment of business relations. We are very well connected with all the major dealers here of light industrial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at petitive prices. Please let us have all necessary information regarding your products for export. Yours faithfully, … Establishing Business Relations ? A letter from an exporter to an importer （出口公司給進口商寫信要求建立業(yè)務(wù)關(guān)系） Dear Sirs, We have e to know the name of your firm and take the pleasure of addressing this letter to you with the hope of establishing business relations with you. We specialize in exportation of Chinese light industrial products which have enjoyed great popularity in world markets. We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is of interest to you.