函电课件2.pptVIP

UNIT 2 ESTABLISHMENT OF BUSINESS RELATIONS Lead in In order to open up a market to sell or buy something from the other firms or maintain or expand business activities, establishing business relations is the first step in a transaction in foreign trade. Writing letters to new customers for the establishment of relations is a common practice in business communications. First you must find out whom you are going to deal with. Anyway, to establish business relations with prospective dealers is very important, especially for some newly established firms. So before you correspond with them you’d better do some credit investigations such as financial conditions, business activities, honesty integrity and so on. At the same time you should pay more attention to those old customers. Be sure not to leave them out. There are several channels through which you can obtain the desired names and addresses of the firms to be dealt with. 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 7. Exhibitions and Trade Fairs After obtaining the information from any of the sources mentioned above you can write “First Letter” or circulars to the other party. Generally speaking, this kind of letter begins by telling the addressee how you obtained his name and address. Then express your desire to establish business relations with him and give information about your intention, the business scope of your firm and your firm’s financial position and integrity. At the end of the letter you should express your expectation of cooperation and an early reply. If you are interested to buy some products, you may ask for samples, price-lists, catalogues or other reference materials. No matter what you are interested in buying or selling, your letter should be written politely, simply, clearly and concisely.