任务一 Establishing Business Relations

➲ Teaching Goals

As we know, no customers, no business.We should try by all means to seek for new connections and then establish and maintain good business relations with them.This task aims at helping the students to familiarize themselves with procedures of establishing business relations.

➲ Teaching Contents

Just as a factory requires a complete set of machinery to proceed with production, so does a foreign-firm need extensive business connection to maintain or expand its business activities. Therefore, the establishment of business relations is one of the important undertakings in the field of foreign trade.

If a new firm, or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the person in charge must first of all find out whom he is going to deal with. Usually, such information is obtainable through the following channels:

1. Banks

2. Chambers of Commerce in foreign countries

3. Trade Directory

4. Chinese Commercial Counsellor's Office in foreign countries

5. Business Houses of the same trade, etc.

6. Advertisements

Having obtained the desired names and addresses of the firms from any of above sources, he may start letters or circulars to the parties concerned. This type of letter is an outgoing letter and may be called a “First Enquiry”. Generally speaking, this type of letter begins by telling the addressee how his name is known. Then, some general information should be given as to the lines of business being handled. The writer should sate simply, clearly and concisely what he can sell or what he expects to buy.

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. This is one of the most important functions of commercial correspondence.

To firms engaged in foreign trade, business connections are valuable. Therefore, traders must not only do everything possible to consolidate their established relations with firms having precious business but also develop and revitalize their trade by searching for new connections from time to time.

➲ Key Points

1. Just as a factory requires a complete set of machinery to proceed with production, so does a foreign-firm need extensive business connection to maintain or expand its business activities.

恰如工厂从事生产需要一整套机器，外贸公司要保持或扩大业务就需要广泛的业务关系。

Just as正像，就……样子

Just as a man's heart is, so does he speak.

言为心声。

As political pressure for reform increases, so too does the heat on Mr Bush.

随着呼吁改革的政治压力不断加大，布什也遭到了越来越猛烈的批评。

2. open up a market打开一个市场

open up开业；开发；开诚布公地说，畅谈

We don't open up till 9.

我们9点才营业。

They are opening up a new oil field.

他们正在开发新的油田。

I hope that you'll open up about what you think.

我希望你能畅所欲言。

3. Some general information should be given as to the lines of business being handled.

告知对方一些关于发信人所经营的业务范围。

As to至于，关于；按着，根据

I have no doubts as to your ability.

关于你的能力我毫不怀疑。

We sorted the eggs as to size and colour.

我们按着大小和颜色挑选鸡蛋。

line of business营业范围，业务范围

What line of business are you in?

你做那一行？

4. 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.

收到任何这类信函之后，必须有礼貌地及时给予完整的答复，以便树立信誉和给读者留下好印象。

5. Traders must not only do everything possible to consolidate their established relations with firms having precious business but also develop and revitalize their trade by searching for new connections from time to time.

商人不仅应尽一切可能去巩固过去已建立业务来往的商行之间的关系，而且还应经常寻找新的贸易伙伴来发展和振兴贸易。

➲ Exercise and Thinking

※ How to establish business relations through correspondence?

※ What are the channels through which general information about a company to be dealt with can be obtained?

※ What should write in the first enquiry?