Task 2 Establishing Business Relations
建立业务关系
★ Task: Finishing the letter-writing of establishing
business relations
★ Teaching Objectives 教学目标
By learning this task you will be able to:
1. Learn the channels of the source of information.
2. Command the writing skills of establishing business
relations letters.
3. Analyze the sample letters of reply to establishing
business relations letter.
4. Bear in mind the useful expressions and sentences.
5. Conduct simulated practice to broaden experience by
learning the specimen letters.
★ Teaching Focuses and Difficulties
教学重点和难点
1. The writing skills of establishing business relations
letter and its response.
2. Key words, useful expressions and sentences patterns.
3. The specimen letters.
★ Teaching Methods 教学方法
Lecture/Group discussion/Tutorial
★ Teaching Aids and Environment 教学设施
Written sample papers/Multi-media facilities
★ Time Allotment 时间分配
Suggestion: 4 class periods.
★ Teaching Procedures and Contents
教学程序和内容
☆ Presentation 介绍
Lead In
We all know that it is important to have wide
business connections. If you are working for a wellestablished business company, you may find it is not
necessary to do so, because you’ve already had lots of
customers.
However, you may approach companies that
wish to do business with you. In this situation, do
you know how to write an answer? On the other
hand, if you’re working for a newly-established
corporation, you may find it necessary to look for
your own customers. Do you know where and how
to find them? This is what we’ll learn in this task.
☆ Teaching Contents in Details 教学内容细节
1. Where to find customers?
2. How to write to the company you wish to
contact for the first time?
3. How to reply the letter that wants to
establish relations with you?
1. Where to find customers?
You may find them through the following
channels:
(1) Overseas Chamber of Commerce 海外商会
(2) The Economic and Commercial Counselor’s
Office of the Embassy of People’s Republic of
China in Foreign Countries 中国驻外商务处
(3) Your branch offices abroad 驻外分支机构
(4) The World Traders Directory 世界贸易人名录
(5) Publication 出版物 e.g: Public Commerce
Information Service, published by the Ministry
of Commerce, P. R. China
中国商务部出版的公共商务信息导报。
(6) Business Houses of the same trade 同业商行
(7) Advertisements 广告
(8) Internet: www.mofcom.gov.cn;
www.ibdaily.com.cn .
2. How to write to the company you wish to
contact for the first time?
(1) Begin your letter by telling the recipient how his
name is known to you.
(2) Provide necessary information about you such
as line of business, a brochure, a price list,
samples and catalogues of your product.
(3) State your wish.
3. How to reply the letter that wants to
establish relations with you?
If you receive a letter in which the sender expresses
the intention to do business with you, what should you
do?
You should answer as soon as possible. This shows
your efficiency, which is a good way to impress your
potential customer. If you can’t do as requested, you
have to tell him tactfully to pave the way for future
business.
Now let’s look at the following example.
Example. doc
II. Writing Skills 写作技巧
(I) Opening Paragraph (Beginning) 破题部分:
(1) Your company has been kindly introduced to us
by…
(2) We learn through… that…
(3) We learn from… that…
(4) On the recommendation of…
＊Showing the Source of Information
说明信息来源
1. Through Embassy and Consulate 从使领馆获悉
2. Through Commercial Chambers 从商会得知
3. Through Banks 承银行介绍
4. Through Regular Clients 承老客户介绍
5. On Advertisements of Newspapers and Magazines
从报纸期刊上获悉
6. On Internet 从互联网获悉
7. From Trade Fairs 在展览会上结识
8. By Self-introduction 毛遂自荐
9. Been Passed on to by Other Companies
由其他公司转交
Opening Paragraph (Beginning) 破题部分.doc
(II) Transitional Paragraph (Purpose) 承接部分:
1. Expressing the Intention of Writing the Letter
表达写信的目的
2. Introducing the Company Business Scope
说明本公司的业务（经营）范围
3. Introducing the Company Products
介绍本公司的产品情况
4. Showing Your Specific Desire
表达写信的具体愿望
5. Supplying the Credit Standing of the Company
提供本公司的资信状况
Transitional Paragraph (Purpose) 承接部分.doc
(III) Closing Paragraph (Ending) 结尾部分:
＊ Expressing the Desire for Cooperation
表达合作愿望
(1) We look forward to receiving…
(2) We hope we may hear from you very soon.
(3) Your early reply is appreciated.
(4) We are anticipating your answer.
(5) We look forward to your favourable reply.
(6) Your early reply will be highly appreciated.
(7) We await your early reply.
(8) We look forward to hearing from you.
III. Specimen Letters 信函范例
☆ Discussion
Letter 1 (承老客户介绍)
敬启者：
我们从纽约的ABC公司得知你公司的名称和地
址，特去函希望与你公司建立业务关系。
我公司专营中国丝绸服装出口，这些产品质优
价廉。附上目录和价格表供你方参考。如有兴趣，
请立即与我方联系。
我方期待着贵方的早日答复。
商祺
Dear Sirs,
We learn your name and address from ABC Company in
New York. Now we are writing to establish business
relations with you.
We specialize in the export of Chinese silk garments,
which are of high quality and at competitive prices. We
enclose a catalog and a price list for your reference. If
you are interested in, please contact us without delay.
We are looking forward to your early reply.
Yours faithfully,
(Signature)
Letter 2 (回信)
先生们：
感谢您本月8日的来信，我们很高兴与你们
建立业务关系。
按照你们的要求，我们另函邮寄最新的出口
产品目录和价目表。
如果有可能合作，请给我们写信。
商祺
Dear Sirs,
Thank you for your letter of the 8th this month. We
shall be pleased to enter into business relations with you.
As requested we are sending you by another mail our
latest catalogues and price list of our exports.
If you find business possible, please write to us.
Yours sincerely,
(Signature)
Letter 3 (毛遂自荐)
敬启者：
获悉你行名称，我们高兴地致函你们，希望
同你们建立业务关系。
我们专营中国纺织产品出口业务，这些产品
在国 际市场上颇受欢迎。
随函附寄我们的目录一本，以供参考。若你
们对中国的商品感兴趣，请与我们联系。
商祺
Dear Sirs,
We have come 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 are specialized in the exportation of Chinese textiles
which have enjoyed great popularity in world markets.
We enclose a copy of our catalog for your reference and
hope that you would contact us if any item is of interest
to you.
Yours faithfully,
(Signature)
Letter 4 (从使领馆获悉)
敬启者：
承蒙我们驻伦敦的商务参赞处的介绍，我们注意到
你方有意与我们建立业务关系。
我们主要经营纺织品。我们希望通过开展一些实际
的业务来建立贸易关系。为了使您对各种可供出口的纺
织品有个大致的了解，我们附函邮去一份商品目录和价
目单供你参考。我们将非常感谢收到你方的具体询盘。
盼佳音。
商祺
Dear Sirs,
Through the courtesy of our Commercial Counselor’s Office in
London, we notice that you are interested in doing business with us.
Our lines are mainly textiles. We wish to establish business relations
by the commencement of some practice transactions. To give you a
general idea of the various kinds of textiles now available for export,
we are enclosing herewith a catalogue and a price list for your
examination. We would appreciate receiving your specific enquiries.
We look forward to receiving your good news.
Yours faithfully,
(Signature)
其余例信参见 Letter 5 — Letter10.doc
IV. Exercises 习题
(I) Translate the following phrases into Chinese and
then make sentences.
1. be of interest to
2. keep sb. informed of
3. trade in
4. be in the market for
5. for one’s examination
6. be in a position to
7. upon receipt of
8. be popular with
9. establish business relations with;
enter into business relations with
10. fall within the scope of
11. through the courtesy of
12. brochure
13. take the liberty of
14. have pleasure in
(II) Translate the following sentences into English.
1. 我公司是拉哥斯市最大的纺织品进口商。
2. 我公司经营纺织品进口业务。
3. 服装属于我公司经营范围。
4. 我们希望与你公司建立业务关系。
5. 我公司有意购买你公司的棉布。
7. 我们随函寄给你方询价单一份。
6. 我公司对你公司的聚酯纤维很感兴趣。
8. 请你方即报100打男式衬衣CIF伦敦最低价。
9. 我公司有各种各样的蛋白质纤维制品可供出口。
10. 我们希望早日收到你方的具体询价单。
11. 我们期待你们的佳音。
12. 一俟收到你方的询价单，我们马上寄送样品并报最优
惠的价格。
13. 随信寄上价格单和产品单各一份。
14. 可以补充说明一下，我们每年进口大量中国亚麻制品。
15. 我们从中国驻埃及商赞处得知贵公司名字和地址，并得知你
公司经营人造丝产品。
16. 我们冒昧写信给你们，希望与你方建立业务关系。至于我们
的财务状况，你方可向当地中国银行查询。
17. 本公司是以经营台湾制丝绸为主的出口商，希望得之能否与
贵公司交易。
18. 本公司是以经营羊驼毛衣织品为主的出口公司。这些毛衣都
是100%的羊驼毛制成的。
19. 我们是哥本哈根极有经验的成衣出口商，和本地的厂商关系
很好。
20. 本公司对贵方的产品质量一直深感兴趣，意欲和您开启交易。
21. 本公司是口碑良好的合成纤维制品厂商，由于质
量优良，产品广受好评。
22. 容我介绍，本公司是一家在外贸界极具经验的运
动服出口商。
23. 本公司是香港马海毛制品的大批发商，致函询问是
否能与贵方建立交易关系。
24. 我方从事各种各样（品种繁多）的尼龙窗帘出口达
20年，并与本国的大厂商有密切的关系。
25. 本公司是温哥华独家针织品出口代理商，相信一定
能够满足您的需求。
26. 本公司是经验丰富的澳大利亚开司米制品厂商兼出
口商，深获世界各地的口碑。
习题答案参见 Exercises 习题.doc
Thank You