Unit_2_business_relationship.pptVIP

Unit Two  Establishing Business Relations (I). Introduction1.Why should we establish business relations? No clients, no business. Finding potential clients to establish business relations is a key step for any company. Establishing business relations is the base of starting and developing business. As the saying goes, good beginning is half success. Therefore, the importance of the first step can not be ignored. 2.How should we establish business relations? By what channels? 1) Banks. Banks can give the company’s name and address in the importer’s or exporter’s place. 银行可以提供进出口商所在地的公司名称和地址。 2) Chambers of commerce (both at home and abroad). A chamber of commerce is an organization about a group of businessmen to promote local business interests. 商会（国内外的） 3) Trade directory. The trade directory is a book with a list of business firms, usually arranged alphabetically. 商行名录/商业目录 4) Commercial Counsellor’s Offices. 商业参赞处 5) Business Houses of the same trade. 同行商会 Introducing by business connections, subsidiaries or branches, agents abroad 通过贸易客户的、子公司或分公司的、国外代理商的介绍 6) Advertisements (in newspapers, from broadcast, TV, and through internet) 7) Export Commodities Fairs Exhibitions 交易会和展览会 8) Other channels: market investigations; visit abroad by trade delegations; self-introductions, etc.市场调查、派遣贸易代表团赴国外参观考察、自我介绍等 3. How should we write a business letter to establish business relations? The writing steps of a business letter to establish relations: 1) The source of the writer’s information (telling the addressee how his name and address are known) 信息的来源（告诉对方我方是如何获悉其名称和地址的） e.g.: We have obtained your name and address from….. Your firm has been recommended to us by…… We own your name and address to….. On the recommendation of / Through the courtesy of…., we have learned with pleasure the name and address of you firm. 2) The writer’s intention 写信人的意图（表示我方有与对方建立业务关系和合作的强烈愿望） 3) Self-introduction: th