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,EstablishingBusinessRelations,制作人：王青,UnitTwo,TeachingObjectives,GraspthechannelsofestablishingbusinessrelationsKnowhowtomakeinvestigationsabouttheprospectiveclient.Identifythewaysofmakingstatusinquiriesandprovidingcredibilityfiles.Learntheskillsonbusinessletterwritingonestablishingbusinessrelations.,Supposeyouaresetonablinddate,andyouvehadagoodimpressiononhim/her.However,youwanttoknowfurtheraboutthisperson.Thinkabout:whatrethechannels?whatdoyouwanttoknow?,Suggestedanswers,Whatrethechannels?NeighborsandfriendsCo-workersBossandimmediatebossWhatdoyouwanttoknow?FamilyandeducationalbackgroundFinancialsituationCapabilityPersonality,/$/(oo),Ifrightpartnersaredeveloped,newbusinesseswillbestartedandenhanced,orelsegreatlosseswillbeincurred.,TheChannelsofEstablishingBusinessRelations,Self-introductionorintroductionfromhisbusinessconnections,TheChannelsofEstablishingBusinessRelations,Fromforeigntradecorporationsinthesameline,TheChannelsofEstablishingBusinessRelations,Bankswithparticularinterestinthisterritory,TheChannelsofEstablishingBusinessRelations,ChambersofCommerceathomeandabroad,建交信WritingSteps,1.Sourceofinformation(howyoulearnedofhiscompany),2.Briefintroductionofyourowncompany(thescopeofyourbusinessandlittle“advertising”onyourproductsorservice）,3.Intentionofwritingtheletter(toestablishbusinessrelations）,4.Providecatalogue,pricelistandsamples,5.Politeending(expecttogetthereply),UsefulExpression,从我国驻贵国大使馆商务参赞处获悉，贵公司是电器和电子产品的主要进口商之一。,2.为了给贵方一个我们产品的总印象，我们将另函寄给你们一份最新产品目录以及一套小册子，供你们参考。,WehavelearnedfromtheCommercialCounselorsofficeofourEmbassytoyourcountrythatyouareoneoftheleadingimportersofelectricandelectronicequipment.,Togiveyouageneralideaofourproducts,wearesendingyou,underseparatecover,ourlatestcataloguetogetherwitharangeofpamphletsforyourreference.,UsefulExpression,1.我方在贸易界有良好的关系，对这类产品的进口富有经验。,Wehaveexcellentconnectionsinthetradeandarefullyexperiencedintheimportbusinessforthiskindofproduct.,UsefulExpression,1.相信我们会达成此笔交易。,2.为使贵方对我方所经营的产品有所了解，今特随函附寄产品目录及价目表，以供贵方参考。,Wearecertainthatbusinesscanbeconsummatedbetweenus.,Weareenclosingacatalogueandaprice-listforyourreference,sothatyoumayacquaintyourselveswithsomeoftheitemswehandle.,UsefulExpression,为了便于贵公司了解我公司的罐装食品，我方将通过航空邮件寄去最新的产品目录。,2.在我方接到贵公司的具体要求后将寄去报价和样品。,Inordertogiveyouageneralideaofourcannedgoods,wearesendingyoubyseparateairmailacopyofourlatestcatalogue.,Quotationsandsampleswillbesenttoyouuponreceiptofyourspecificenquires.,UsefulExpression,1.按照贵公司要求，我方将通过航空邮件将寄去商品目录和一套小册子供贵公司参考。,2.收到贵公司2003年12月2日来函，我方非常高兴地知道贵公司有意和我方在纺织产品方面开展贸易合作。,Incompliancewithyourrequest,wearesendingyoubyairacataloguetogetherwitharangeofpamphletsforyourreference.,ReferringtoyourletterofDecember2,2003,wearegladtolearnthatyouwishtoenterintotraderelationswithourcorporationinthelineoftextiles.,UsefulExpression,3.我方在贸易界有良好的关系，对这类产品的进口富有经验。,Wehaveexcellentconnectionsinthetradeandarefullyexperiencedintheimportbusinessforthiskindofproduct.,UsefulExpression,4.为了便于贵公司了解我公司的罐装食品，我方将通过航空邮件寄去最新的产品目录。,5.在我方接到贵公司的具体要求后将寄去报价和样品。,Quotationsandsampleswillbesenttoyouuponreceiptofyourspecificenquires.,你方1994年9月2日来函收到。我们很高兴告诉你，你所要的商品属于我公司的经营范围。2.你地中国银行函告，你们是纺织品的进口商。我们专营纺织品出口业务，愿与贵公司建立业务关系。,IV.TranslatethefollowingsentencesintoEnglish.,YourletterofSep2,1994hasbeenreceived.Wearegladtoinformyouthatthearticlesrequiredbyyoufallswithinthescopeofourbusinessactivities.,TheBankofChinainyourcityhasinformedusthatyouareimportersoftextiles.Wespecializeintheexportoftextilesandarewillingtoenterintobusinessrelationswithyou.,3.遵照你方要求，我们寄上一套布匹剪样。希望这些样品能及时到达，并使你方满意。4.你方9月4日来函收到。承告你们对肉类罐头有兴趣，并考虑试订,IV.TranslatethefollowingsentencesintoEnglish.,Incompliancewithyourrequest,wearesendingyouarangeofcutsamplesofourcottonpiecegoods.Wehopetheywillarriveintimeandbefoundtoyoursatisfaction.,WehavereceivedyourletterofSeptember4informingusthatyoureinterestedinourcannedmeatandconsiderplacingatrialorderwithus.,5.按照你方要求，我们附上一套小册子（说明书）连同价格单，供考虑。若你对所列商品感兴趣，请告知具体需要。一俟收到询价，我们立刻寄送报价单。6贵国驻中国大使馆已把贵行作为中国罐头食品的买户介绍给我们。我们专营这一业务。希望在平等互利的基础上与你建立业务关系。,Asrequested,weenclosearangeofpamphletstogetherwithourpricelistsforyourreference.Ifanyoftheitemslistedmeetsyourinterest,pleaseinformusofyourspecificrequirements.Onreceiptofyourenquiry,weshallforwardyouquotationswithoutdelay.,YourfirmhasbeenrecommendedtousbyyourEmbassyinChinaasabuyersofChinesecannedgoods.Wewishtoinformyouthatwespecializeinthislineandhopetoenterintotraderelationswithyouonthebasisofequalityandmutualbenefit.,7.为了使你对我们经营的产品有一个概念，兹附上一整套注有规格和包装的活页说明书8.货物在装运前将由上海商品检验局检验。所装货物的品质，数量将由该局提供必要的证明。,Togiveyouageneralideaoftheproductswehandle,weencloseacompletesetofleafletsshowingspecificationsandmeansofpacking.,Priortoshipment,ourgoodswillbetestedandinspectedbytheShanghaiCommodityInspectionBureau,whowillprovidethenecessarycertificatesinregardtothequalityandquantityoftheshipment.,敬启者：从我们驻贵国大使馆商务参赞处那里得悉你们是台布的大买户。weveknownfromthecounsellorofourembassyatyourendthatyouareoneoftheleadingimportersoftableclothinyourcountry.我们经营这类商品已有多年。现趁此机会写信给你，希望与你建立业务关系。wevedealtwiththisbusinessformanyyearsandtakeadvantageofthisopportunitytowritetoyouwiththehopeofbuildingregularbusinessrelations.中国台布以品质优良，工艺精湛，样式有吸引力而闻名世界。Chinesetableclothisfamousintheworldforitsgoodquality,finetechnicsandattractivedesign,它们在欧洲市场已经享有盛誉。相信通过我们的密切合作，业务前景肯定良好。andhavealreadyhavehighprestigeintheEuropeanmarket.webelieveitwillhaveaprosperousfuturethroughourintimatecooperation.为了使你们对我们的台布有所了解，兹另由航空寄奉最新目录一本，供参考。我们欢迎你们询价。Toacquaintyouwiththedetailsofourtablecloth,wearesendingyouinseperatecoveronecatalogueofthelatestproductsforyourreference,wearelookingforwordtoyourquotation.,StatusEnquiries,制作人：王青,UnitThree,CollectingInformationabouttheProspectiveClients,Whenadealerwantstobuildupbusinessrelationswithothers,thepersoninchargeshouldhaveanoverallpictureoftheoverseaspartner,thatis,toobtainalltheinformationpossibleconcerninghiscounterpart.Thiscanalsobecalledcredibilitystudyofthetargetcompanyconcerned.Theinvestigationneededusuallyincludes:,CollectingInformationabouttheProspectiveClients,Thefinancialposition,liketheregisteredcapital,liquidcapitaletc.Makesurefromwhichbankitmakespaymentsandwhetherthepayingbankisreliableornot.Businessactivities,theirbusinessscopeandtheirmanagementcapability,theannualsalesvolumeandsoon.Identifywhatlinesofbusinessthecompanyspecializesin.Isthecompanyawholesaledealeroraretaildealer?Doesthecompanyhavearelativelystableworkingsite,fromwhichyoucanjudgethescaleofthecompany.Businesstrustworthinessandhiscreditstatus.,资信调查信WritingSteps,1.Mentionthecompanyyouwanttoenquireabout,2.Whatdoyouwanttoenquireabout(financialstanding,businessmethods,ormanagement),3.Promisetokeeptheprovidedinformationinstrictconfidenceandwithoutanyliabilityonthereceiver,4.Politeending(expecttogetthereply),UsefulExpression,1.对于你方提供的任何资料，我们都将予以严格保密。,2.请你方与该行接触，以获取我们所需要的关于他们的财务资信情况。,Anyinformationyousupplywillbetreatedinstrictconfidence.,Willyoubepleasebegoodenoughtoapproachthesaidbankforanyinformationabouttheirfinancialstandingwerequire?,UsefulExpression,2.如果贵行向我们提供上述所述公司的资信状况，我们将不胜感激。,3.贵行为我们提供的信息将作为绝密处理，而且贵行不负任何责任。,Weshouldbemuchobligedifyoucouldgiveussomeinformationonthecreditstatusofthecorporationmentionedabove.,Anyinformationyoumayobtainforuswillbetreatedinstrictconfidenceandwithoutanyliabilityonyourpart.,UsefulExpression,4.你们所咨询的那家商号是一家历史悠久的公司，多年来享有良好声誉。,5.请贵方对所提供的信息保密，而且我方不负任何责任。,Thecompanyyouenquiredaboutisanoldestablishmentandhasenjoyedhighreputationformanyyears.,UsefulExpression,6.我们劝你与该商行进行业务往来时务比谨慎。,7.虽然那家公司是一家历史悠久的公司，但企业已经发生生连续3年的亏损。,Weadviseyoutopaycautiousattentiontoanytradewiththesaidcompany.,Thoughthecorporationisanoldestablishment,losseshavebeenincurredforthelatestsuccessive3years(insuccession)intheenterprise.,UsefulExpression,8.对于你方提供的任何资料，我们都将予以严格保密。,9.请你方与该行接触，以获取我们所需要的关于他们的财务资信情况。,Anyinformationyousupplywillbetreatedinstrictconfidence.,Willyoupleasebegoodenoughtoapproachthesaidbankforanyinformationabouttheirfinancialstandingwerequire?,UsefulExpression,1.兹就贵公司在8月12日商业世界上刊登的广告，可否惠寄我方一份最新的贵公司商品目录？,WithreferencetoyouradvertisementinBusinessWorld,August12,couldyoupleasesendusacopyofyourlatestcatalogue.,1.Thefirmwithwhomweintendtodealhasreferredustoyouforparticularsrespectingtheirbusinessstandingandtrustworthiness.2.Weshouldbemostgratefulifyouwouldfurnishuswithyouropiniononthefinancialstatusandreliabilityoftheabovecompany.3.Asfarasweknow,theirfinancialstandingissound.4.Thefirmyouinquireaboutisoneofthemostreliableimportersinourdistrictandhasformanyyearsenjoyedagoodreputationamongthetraders.,5.Thebankofyourcitywillgiveyouanyinformationyoumayrequireconcerningourcreditstandingaswellasourmannerofdoingbusiness.6.Anyinformationyoumaybeabletopassontouswillbetreatedasconfidential.7.Weadviseyoutoproceedwitheverypossiblecautionindealingwiththefirminquestion.8.Theyareafirmofhighreputationandhavelargefinancialreserves.,
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