06 业务关系

Section 6
Business Relations
I. Main Points 1. The need for good business relationship 2. Writing a letter to express the desire for a business relationship 3. Channels for finding a business partner II. Business Sayings III. Core Words and Phrases IV. Typical Sentences V. Paragraph Writing and Translating VI. Discussion and Assessment VII. Applied Writing
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IV. Typical Sentences – 1. 2
为了使你对我们经营的产品有一个了解，兹附上一整套注有 规格和包装的活页说明书。
In order to give you a general idea of the products we enclose a complete set of leaflets showing specifications and means of packing.
国家鼓励发展对外贸易，发挥地方的积极性，保障对外贸易 经营者的经营自主权。中华人民共和国坚持平等互利的原 则，促进和发展同其他国家和地区的贸易关系。
The State encourages the development of its foreign trade, exercises the initiative of localities and safeguards the autonomy of business operation of the foreign trade dealers. The People’s Republic of China promotes and develops trade ties with other countries and regions on the principles of equality and mutual benefit.
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IV. Typical Sentences – 3. 4
随函附寄10月 随函附寄10月1日来函索取的广告宣传手册，同时，敝公司 已将贵公司列在资料寄送之名单上，今后若有最新资料， 即马上寄给贵公司。 Enclosed are the advertising brochures requested in your letter of October 1. In addition, your company has been put on our mailing list, and you will routinely receive new material as it becomes available. 承蒙丰城公司介绍贵公司是伊朗棉布、呢绒主要进口商之一。 我们将非常乐于和贵公司建立直接业务关系。 We thank Fengcheng Co. for recommending us your firm as one of the leading importers handling Cotton and Woolen Piece Goods in Iran, and would be very pleased to establish direct business relations with you.
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III. Core Words and Phrases
Quality certificate Inferior quality Style conscious Ready sales Leaflets Ceramics Sample Capital goods StateState-owned corporation Additional orders Commercial Counselor’s Office Quality control Mass produce Transit business Importer Specialize in By separate post Volume of sales Machinery Preferred customer Pamphlet
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3. Through what channels can you find your potential business partners?
If you wish to sell something to or buy something in overseas markets, you can try to obtain relevant information through such channels as banks, chambers of commerce, trade directory, Chinese Commercial Counselor’s Office in foreign countries, Business House of the same trade and the most powerful one, the Internet. Having received such letters or eemail messages, you have to answer in full without the least delay and with courtesy so as to leave a good impression.
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1. Why do we have to establish and expand business relations with companies and firms abroad?
Business relation is a formal contractual relationship established to provide for regular banking or brokerage or business services. Depending on only the domestic market is often preferred by Chinese businesspersons because they are operating in their own environment—customers speak the environment— same language, follow similar traditions and expectations are reasonable. But every successful company creates competition and the weakest area of a company is where competition can be most effective in reducing the company’s share of the market.
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II. Business Sayings
1. It takes two to make a quarrel. 一个巴掌拍不响。 2. Give him an inch and he will ask for a mile. 得寸进尺。 3. Good words cost nothing but worth much. 好话无须成本但很值钱。 4. Old friends and old wines are best. 陈酒味醇，老友情深。 5. Everything is good when new, but friends when old. 物莫如新，友莫如故。 6. Not to know what happened before one was born is always to be a child. 不懂世故，幼稚可笑。
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2. How to write a letter to express your desire to establish business relations?
The dynamics of this kind of letter are complicated but the basic idea is this. First, introduce yourself and directly address what you are trying to do—establish business relations. Do not do— conceal your intentions or evade the subject. After stating your intent, give at least 3 reasons why a business relationship will benefit both companies and therefore is in the interest of the reader to consider, perhaps question and negotiate. Don’t push for a response. The other company will want to investigate and is at a disadvantage as you have the initiative. Pressing for a decision is bad business. Instead as if the company would like more information and if so, what kind? The other company will want to do research, consider alternatives, investigate your company’s reputation and financial status, just as you would. That is what you must keep in mind—the mirror-principle— mind— mirror-principle— treat the other company as you would like to be treated by them if roles were reversed.