Establishment of Business Relations and Credit Sta

EstablishmentofBusinessRelationsandCreditStatusEnquiriesPrerequisiteBackgroundKnowledgeMainPartiesInvolvedTheSellerTheBuyerBusinessProceduresEstablishmentofBusinessRelationsEnquiryOfferTheendorderacceptedcontractpaymentshipmentNegotiationrejectedEstablishmentofbusinessrelationsHowtoestablishbusinessrelations?Stepone:seekprospectiveclientsinformationSteptwo:TransferyourwillingtoestablishbusinessrelationswiththemByletter,byfax,bye-mail…Waystoseekprospectiveclientsinformation1.TheinternetGlobalinternetplatform…2.attendingtradefairsCebitHanoverCantonFairWaystoseekprospectiveclientsinformation3.tradedirectory4.advertisements5.chamberofcommerce6.introductionorrecommendationfromembassiesorconsulatesorotherbusinessfirmsorfriends7.mutualvisitsbytradedelegationsandrepresentativesWaystoseekprospectiveclientsinformation8.marketinvestigation9.self-introduction10.banksWhattowrite1.Fromwhere/whomyougettheoppositeparty’snameandaddressTowinthereceiver’strust2.makeappealingself-introductioncompanyprofile,Productline…..Toarousethereceiver’sinterestWhattowrite3.provideadditionalornecessaryinformationAsasellerAsabuyerTofurtherconvincethereceiverthisapproachmaybeofuse.4.stateyourwritingpurposeToestablishbusinessrelation…5.tellingtherespondexpectedbyyouLookforwardtohearingfromyousoon…SpecimenlettersLetteronePage28Expressions由某处得知贵方的名称和地址learnyournameandaddressfrom…Tohave/know/obtain/noteone’snameandaddressfrom….Tooweone’snameandaddresstoOntherecommendationofToberecommendedtosb.by…Throughthecourtesyof…，beindebtedto…foryournameandaddress.我们从国外的商会得知贵方名称和地址。Weoweyournameandaddresstothechamberofcommerceabroad.我们从中国国际贸易促进会得知贵公司的名称和地址WehaveobtainedyournameandaddressfromChinacouncilforthePromotionofInternationalTrade.corporationspecializingin一家专营….的公司Activeinthefieldof….Dedicateto…..catalogue(catalog)n.目录，商品目录（通常列明商品详细规格和号码等）Illustratedcatalog带有插图的产品目录price(-)list价格表，价目单literature商业文字宣传品的统称，不可数名词，常有下面几种：manual产品手册pamphlet(booklet,brochure)小册子leaflet单张说明书，广告单folder折叠式印品bulletin产品简报data产品数据表Underseparatecover另封邮寄Byseparatepost/mail/parcelE.g.:Byseparatepostwearesendingyouafullrangeofsamples.Wingreatpopularityinmarkets受到欢迎，畅销，好销路Tohave/find/commandagood(ready)market/saleTomeetwithwarmreceptionTobepopularwithcustomersTosellfast/wellToenjoyfavor/popularity/fastsale中国制棉质与丝质女衬衫在北非销路很好CottonandsilkblousesmadeinChinaenjoyagood(ready)marketinNorthAfrica.beofinterest如果商品目录中有你感兴趣的，请告知我方。Ifyoufindinourcatalogueanythingofinterest,pleaseletusknow.我们的一位客户对你方的新产品感兴趣。Yournewproductsareofinteresttooneofourcustomers.WeareofinteresttocooperatewithyourcompanyQuestionHowdoesthewritermaketheappealingself-introduction?Fromwhatpoints?Doyouthinkit’ssuccessful?Consummatebusiness达成交易TakeadvantageofAvailoneselfofthisopportunity利用….机会ORALPRACTICE张：欢迎你来我们厂，史密斯先生。史：谢谢，我看到的一切给我留下了深刻的印象。我知道工厂在全力生产。张：是的，我们收到了大量订单，有国内的也有国外的。史：是否有一些工作转包给第三者了。张：没有，我们自给自足。我们有实验室、质检部门和包装部。史：你们生产这种新型号很久了么？张：是的，但我们刚刚引进了新技术，去年开始生产一种新型号。我们的设计人员始终与最新的技术保持一致。史：工程师队伍大么？张：我们有设计工程师和生产工程师共400人。史：你们怎么样来保证质量检查，张先生？张：由质检部门来完成，而且我们也检查包装。史：我想我对你们工厂已经有了一个大体的了解。谢谢你为我花这么多时间。张：非常荣幸。王：既然我们已经互相介绍过了，现在我想针对本公司的活动做个简介。我想你们有一本关于我公司历史和产品的小册子。这些事本公司最近一年的年度报告。布：我看到你们的销售额在过去十年中一直稳定的增长。王：接下来，我想介绍本公司的工厂。面积有50，000平方米。我们很快就要庆祝建厂20周年了。现在拥有1，000名员工，实行三班倒CreditStatusEnquiriespurposeTomakeacarefulinvestigationofthepartner’screditstatus,ThefinancialpositionThecreditThereputationThebusinessmethodsThemanagementcapacitiesCreditStatusEnquiriesChannels1.Banks2.Chamberofcommerce3.Enquiryagencies4.Chinesecommerceagenciesinforeigncountries5.ForeigncommerceagenciesinChina6.EnquirycompaniesathomeandabroadWhattoenquiryThreeCCapital资本(assets,profit,liabilities,andthecapitalturnover.)Capacity能力Conduct品格Howtowriteacreditstatusenquiry1.fromwhereyougetthenameandaddress2.statedirectlyyourwritingpurpose3.yourpromise4.yourwishes.SpecimenlettersLetter1Page33ReferenceApersonwhoisinapositiontorecommendanotherortovouchforhisorherfitness,asforajob.Openanaccount开立账户StandingHighreputationLetter1Page33Question1.what’sthewritingpurposeofthisletter?2.howdoesitachieveconsiderationandcourtesy?ExpressionsAnyinformationyoumayobtainforuswillbetreatedinstrictconfidenceandwithoutanyliabilityonyourpart.Anyinformationyousupplyforuswillbestrictlyconfidentialandwithoutanyliabilityonyourpart.Letter2FavorablereplyHowtobegintheletter?Mentionthepreviousletter.Howtoproceedthereply?Providetheconcernedinformation.Theway?ConclusionAnyfindingsfromtheconclusion.Toavoidtheirliabilityinprovidingtheinfor.