外贸函电课程重点_外贸函电 Unit 2.docVIP

Unit 2 Establishing Business Relations 第二章 建立业务关系 Leading-in Tasks （任务导入） Try to finish the following tasks and predict the objectives and focus of this unit . Task 1. 假设你是美国辛普森公司（H. Simpson Co. Ltd.，联系地址：98 South Street, Boston, USA，Tel：12345 Fax：67890 E-amil: SCL @ hotmail. com）进口部的经理。最近，你通过朋友弗里曼先生（Mr. Freeman）了解到广东省纺织品进出口公司（Guangdong Textiles Import Export Corporation，联系地址：68 Xiaobei Road, Guangzhou 510000, China，Tel：86-20 Fax： Part One Basic Knowledge Concerned The Significance of Establishing Business Relations It is fairly true to say no customer, no business. To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover. Establishing business relations is the first step in transaction in 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 persons in charge must first of all find out whom they are going to deal with. We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business. The Main Channels and Methods for Establishing Business Relations Usually, you can secure all the necessary information about a new customer with the help of the following channels: banks periodicals advertisements in newspapers, magazines or on TV the introduction from your business connections the market investigations the Commercial Counselor’s offices the Industrial Chambers the Chambers of Commerce both at home and abroad inquiries received from the merchants abroad self-introduction by merchants themselves Sometimes, a kind of middleman is necessary to bring two companies together. Having obtained the desired names and address of the firms from any of the above sources, you may start contacting the prospective customers. The main methods incl