外经贸英语函电与谈判课件中国商务出版社unit 2
合集下载
外贸英文函电Unit2 Establishing business relations
Useful Expressions 讲解
1.How his name is know
1)obtained/heard/learned/indebted your(fax number/business scope/products/E-mail address)from… e.g we have obtained your information from China council for the Promotion of International Trade in Beijing.我们从北京的 中国国际贸易促进委员会那里获悉了贵公司的信息。 2) have one’s name and address from….. e.g we have your name and address from the Commercial Counselor’s Office of your embassy in Beijing and are now writing to you for the establishment of business relation 我们从 贵国驻京使馆商务参赞处获悉贵公司姓名及地址，现特致函与 贵公司建立业务关系
establishingbusinessrelationspartsbusinesslettersdatalineinsidenamecomplimentaryclosesignatureretrospectessentialpartsattentionlinesubjectlinereferencenotationcarboncopynotation抄送postscriptoptionalpartscourtesyconsiderationcompletenessclarityconcisenessconcretenesscorrectnesswritingprinciplesbusinesslettersindentedform缩格式blockedform齐头式modifiedblockedform改良齐头式layoutbusinessletter所谓缩格式信函有以下特征日期靠右具体收信人和事由居中结尾敬语和落款偏右齐头式特征除信头外全部左对齐段落间用空格改良齐头式兼具缩格与齐头的特征案号和日期靠右落款偏右其他全部左对齐envelopaddressingdoinginternationaltradevitalstepestablishbusinessrelationspromotegoodwillpotentialdealers
国际商务函电第二章Unit02 Establishing Business Relations
10. in compliance with 按照 e.g. In compliance with your request, we are sending you our samples by air. 应你方要求，我们用航空邮件给你们寄去了 我们的样品。 comply (v. ) with 按照，与…相符，遵守，满 足
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
3. intend v. 想要, 打算后常接动词不定式 e.g. They intend to place an order with you. 他们打算跟贵方订货。 We intend to extend our business activities. 我们打算扩大我们的业务范围。 4. enquire v. 询问 e.g. We would like to enquire whether you can supply the following items. 我们想询问一下，贵公司能否提供下列商 品。
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
5. catalogue n. 目录 quotation n. 报价，报价单 pricelist n. 价目表 6. cooperation n. 合作，协作 cooperate v. 合作，协作 e.g. Let’s cooperate with each other for our mutual benefits. 为了我们双方的利益，让我们合作吧。 I need your cooperation in this matter. 在这件事情上，我需要你的合作。
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
3. intend v. 想要, 打算后常接动词不定式 e.g. They intend to place an order with you. 他们打算跟贵方订货。 We intend to extend our business activities. 我们打算扩大我们的业务范围。 4. enquire v. 询问 e.g. We would like to enquire whether you can supply the following items. 我们想询问一下，贵公司能否提供下列商 品。
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
5. catalogue n. 目录 quotation n. 报价，报价单 pricelist n. 价目表 6. cooperation n. 合作，协作 cooperate v. 合作，协作 e.g. Let’s cooperate with each other for our mutual benefits. 为了我们双方的利益，让我们合作吧。 I need your cooperation in this matter. 在这件事情上，我需要你的合作。
商务英语函电unit2
4. Expressing We look forward to receiving.../hearing from you soon/in the your expectation near future. （ 希望尽快收到……）
Part Two
Steps/Contents Typical Expressions
Part Two
Steps/Contents
2. Selfintroducing
Typical Expressions
On the recommendation of …,we have learned that… （通过……推荐，我们得知……） Your company has been kindly introduced to us by …… （……把贵公司介绍给我们。） We write to introduce ourselves to you as a... （作为……,特来函自我介绍｡） Our lines are mainly... （我们主要从事……）
Part Two
Steps/Contents Typical Expressions
For letters requesting for the establishment of business relations
1. Telling the prospective customers how and where their names and addresses are known
We were very pleased to obtain your name from... （我们很高兴从……处获得贵公司的名称。）
We are delighted to learned from... that... （我很高兴……处得知……）
英语商务函电PPT-Unit2 Establishing Business Relation
1．首先说明信息来源; 2．写信的目的; 3．对你的公司作一个简单的介绍; 4．表达与对方合作和早日收到回复的愿望。
1．首先说明信息来源:如何取得正规可靠的 印象 （information channel/ information sources） The source of information （how you learned of his company）
出口商主动联系进口商目的： （1）扩大交易地区及对象； expand our products into （2）建立长期业务关系； establish long- term business/trade relations with you （3）拓宽产品销路。 expand our products
4、市场调查
Market survey market investigation
Introduction
7. desirous adj.想要的，渴望的 △ be desirous to do sth 热切盼望做某事 be desirous of 接动名词 渴望做某事 They are desirous of entering into direct trade relations with you.
trading
company trade in goods trade in services
5、market In the market for: 要买 We are in the market for wool. Find a market: 找销路 We are trying to find a market for this article.
外贸英语函电Unit 2 Establishing Business Relations
From the E-mail sent back by our Toronto Office, we know that you are one of the firms of good standing and reliability in Toronto and are particularly interested in the export of various papers to China.
Unit Two Establishing Business Relations
(建立贸易关系)
国外市场寻找新客户的主要渠道：
❖ Internet ❖ Exhibition and trade fairs ❖ Banks ❖ Advertisements ❖ Chamber of Commerce ❖ Trade directories 行业名录 ❖ Commercial Counselor’s Office 商务参赞处 ❖ Market investigations ❖ Enquires received from foreign merchants ❖ Self-introduction or introduction from his business connections ❖ a branch office or representative abroad
By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed matters for reference.
Unit Two Establishing Business Relations
(建立贸易关系)
国外市场寻找新客户的主要渠道：
❖ Internet ❖ Exhibition and trade fairs ❖ Banks ❖ Advertisements ❖ Chamber of Commerce ❖ Trade directories 行业名录 ❖ Commercial Counselor’s Office 商务参赞处 ❖ Market investigations ❖ Enquires received from foreign merchants ❖ Self-introduction or introduction from his business connections ❖ a branch office or representative abroad
By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed matters for reference.
编外经贸英语函电与谈判课件U2
Written Style: Business English correspondence is commonly written in a formal writing style that follows standard English grammar and punctation rules
04
Managing leverage: identify and use your leverage points to gain an advantage
The Process and Steps of Business Negotiation
Preparation
Gather information: Research the other party, their interests, and any relevant industry information
02
Fundamentals of Business Negotiation
Strategies and Techniques for Business Negotiation
01
Strategies for Successful Negotiation
Long term relationship strategy: foplication of Business English Response in Business Negotiations
The role of economic and trade English coherence
in business negotiations
Communication medium
• Practical operation and simulated negotiation
编外经贸英语函电与谈判课件U
Case 1: Acme
Case 2: Global
Corporation secures a Resources Inc.
lucrative contract with expands its market
Courtesy and Etiquette
Maintain a professional tone throughout the letter. Avoid using colloquial language or slang.
Organize the letter in a logical and coherent manner to ensure that the reader can easily follow the content.
Adhere to proper courtesy and etiquette in your correspondence to maintain a positive business relationship.
The Language Characteristics of Business English
Maintaining relationship
Continuing to communicate and maintain contact with the other party to build long-term cooperation and trust.
04
Analysis of Business English Correspondence and Negotiation
Opening strategy
Establishing a positive atmosphere in the negotiation, clarifying the negotiation objectives, and showing a sincere attitude.
Unit-2-Establishing-Business-Relations-1ppt课件
• 5. approach v. 与……接洽
e.g. We have been approached by several buyers for the supply of walnuts.
精选2021版课件
10
Notes to Letter One
பைடு நூலகம்
6. state-operated corporation 国营公司 7. handle v. 经营
精选2021版课件
12
Notes to Letter One
11. covering 包括……的 , 涉及……的 , 有关……的
e.g. Please let us have your pricelist covering your typewriter
12. sth. be of interest to sb. 使感兴趣 , 有兴趣
2
Exporter’s Self-Introduction
3
Sum-up
精选2021版课件
2
Introduction
Just as a factory requires a complete set of
machinery to proceed with production, so does a
over radio, on TV and so on.
精选2021版课件
5
Having obtained the desired names and addresses of the firms from any of the above-listed sources, he/she may start sending letters or circulars in the current-wildly used form as email or fax to the parties concerned. Such letter can be called a “first-contact” letter. As the saying goes: Wellbeginning is half done. Thus to write correctly and properly is of vital importance.
e.g. We have been approached by several buyers for the supply of walnuts.
精选2021版课件
10
Notes to Letter One
பைடு நூலகம்
6. state-operated corporation 国营公司 7. handle v. 经营
精选2021版课件
12
Notes to Letter One
11. covering 包括……的 , 涉及……的 , 有关……的
e.g. Please let us have your pricelist covering your typewriter
12. sth. be of interest to sb. 使感兴趣 , 有兴趣
2
Exporter’s Self-Introduction
3
Sum-up
精选2021版课件
2
Introduction
Just as a factory requires a complete set of
machinery to proceed with production, so does a
over radio, on TV and so on.
精选2021版课件
5
Having obtained the desired names and addresses of the firms from any of the above-listed sources, he/she may start sending letters or circulars in the current-wildly used form as email or fax to the parties concerned. Such letter can be called a “first-contact” letter. As the saying goes: Wellbeginning is half done. Thus to write correctly and properly is of vital importance.
经贸英文函电 Unit 2 Establishing business relations
• 现冒昧去函，以谋求同贵方进行贸易。
• 7)to have one’s name and address from… • 从……处得知某人名字和地址
• We have your name and address from China Council for the Promotion of International Trade.
• 现函告，我方为淡水珍珠出口商，在此行业已有多年经验。
• 4）to take the opportunity to introduce • 利用机会介绍
• We take this opportunity to introduce ourselves as large importers of fertilizers in our country.
• We owe your name and address to Italian Commercial Bank who has informed us that you are in the market for ball-bearing.
• 承蒙意大利商业银行告知贵公司名称和地址，并告知贵方 欲购进滚珠轴承。
• 乘此机会，兹介绍，我公司为国内化肥大进口商。
• We take the opportunity to introduce our company as an exporter dealing exclusively in leather goods.
• 我方借此机介绍，我公司为专门经营皮革制品的出口商。
• 贵方9月8日函已由我们在北京的总部转交我方处理。 • Your inquiry has been forwarded to us for attention
from the Commercial Counsellor’s Office of the Chinese Embassy in Rome. • 贵方询盘已由中国驻罗马大使馆商务参赞处转交我方处理。
• 7)to have one’s name and address from… • 从……处得知某人名字和地址
• We have your name and address from China Council for the Promotion of International Trade.
• 现函告，我方为淡水珍珠出口商，在此行业已有多年经验。
• 4）to take the opportunity to introduce • 利用机会介绍
• We take this opportunity to introduce ourselves as large importers of fertilizers in our country.
• We owe your name and address to Italian Commercial Bank who has informed us that you are in the market for ball-bearing.
• 承蒙意大利商业银行告知贵公司名称和地址，并告知贵方 欲购进滚珠轴承。
• 乘此机会，兹介绍，我公司为国内化肥大进口商。
• We take the opportunity to introduce our company as an exporter dealing exclusively in leather goods.
• 我方借此机介绍，我公司为专门经营皮革制品的出口商。
• 贵方9月8日函已由我们在北京的总部转交我方处理。 • Your inquiry has been forwarded to us for attention
from the Commercial Counsellor’s Office of the Chinese Embassy in Rome. • 贵方询盘已由中国驻罗马大使馆商务参赞处转交我方处理。
外贸函电完整ppt课件
完整版PPT课件
2
– Courtesy (not mere politeness,be sincere and tactful)
• Thank you for your letter of July 23, 1999. • Your letter is not clear at all.I can’t understand it. • If I understand your letter correctly…(tactful)
• $10575.9 (ten thousand five hundred and seventy-five dollars, ninety cents.)
• 介词：
– 数字前如果要用介词必须十分小心。例如：
• The price has been increased to $20. （到）
• The price has been increased by $20. （了）
市 c)县、州名及邮政编码 d)国名
完整版PPT课件
7
parts of business letter
• attention line
– 写信人有时希望所发信件能够迅速递交经办人或经办 部门办理，可在封内地址下一行和称呼上一行加上经 办人姓名。
• salutation
– 每个词开头首字母必须大写。
– Your Order No.2645
• the body
完整版PPT课件
8
parts of business letter
• complimentary close
– yours faithfully （英） / faithfully yours （美） – yours truly / truly yours – yours sincerely / sincerely yours
外贸英语函电-unit2 Establish business relationshipPPT
❖ Eg. Please deal with the order carefully.
❖ 请认真处理这一订单.
.
17
❖ Transact . V 办理；处理；做交易
❖ Eg. This sort of business can only be transacted in private.
❖ 这种事只能私下处理 ❖ Transaction n. 处理；业务；交易
❖ 香港贸易公司已将贵公司名称及地址转交我方，兹 去函与你联系，愿与你方建立贸易关系。
❖ 4. We’d like to thank you for your letter of June 7offering your services and should be glad to discuss the possibility of expanding trade with you.
求 ❖ 4. a range of 一系列，一整套
.
19
❖ 5. Meet your interest ❖ 满足你方兴趣；使你方满意 ❖ 6. specific enquiry 具体询盘 ❖ 7. quotation 报价 ❖ 8. in the meantime 与此同时
❖ 9. the conclusion of the first transaction between
.
11
❖ 18. especially adv 特别,尤其(表强调) ❖ 19.develop economy 发展经济 ❖ 20.be confident that… 对…有信心/确信(后接
从句) ❖ be confident of (in)… (后接名词) ❖ 21.order n. 订单 ❖ big orders 大量订单
外贸英语函电课件 unit two
❖结尾敬语仅仅是结束信函的礼貌方式。它 放在低于信的正文最后一行的两行或四行 处。它应当与称呼相配。
2020年2月27日
外贸英语函电
11
9. The Signature (签名)
❖所有的信函必须署名，不署名的信函没有 权威性。一封信应当手写签名，并且要用 墨水，紧接着是打印的名字，对读者来说， 要字迹清楚一些──有时人们手写签字很难 看（读）清，然后紧跟他的头衔或职务。
❖四式。
2020年2月27日
外贸英语函电
16
II. The Layout of a Business Letter (书信格式)
❖1. The Basic Format of a Business Letter:（信的 基本版式）
❖ 见P40
2020年2月27日
外贸英语函电
17
2. Letter Styles（书信格式）
2020年2月27日
外贸英语函电
9
❖ 续页头包括三个部分： ❖● the number of the sheet 页码 ❖● the name of your correspondent ❖● the date of the letter 信的日期
客户的名称
2020年2月27日
外贸英语函电
10
8. The Complimentary Close (结尾敬语)
❖c.c. Mr. J. Cooper（抄送J. Cooper先生）
2020年2月27日
外贸英语函电
15
13. Postscript (附言)
❖ 在商务书信中，附言只不过是吸引读者对作者想 要强调的一点的注意。如果你在信中忘记了某内 容，请勿使用附言，反之重写此信吧。有些写信 人偶尔在他们打印的用手写的附言信件里来增加 个人的接触。附言至少应当低于其他栏目的两格， 使之与信笺左下边齐平。
2020年2月27日
外贸英语函电
11
9. The Signature (签名)
❖所有的信函必须署名，不署名的信函没有 权威性。一封信应当手写签名，并且要用 墨水，紧接着是打印的名字，对读者来说， 要字迹清楚一些──有时人们手写签字很难 看（读）清，然后紧跟他的头衔或职务。
❖四式。
2020年2月27日
外贸英语函电
16
II. The Layout of a Business Letter (书信格式)
❖1. The Basic Format of a Business Letter:（信的 基本版式）
❖ 见P40
2020年2月27日
外贸英语函电
17
2. Letter Styles（书信格式）
2020年2月27日
外贸英语函电
9
❖ 续页头包括三个部分： ❖● the number of the sheet 页码 ❖● the name of your correspondent ❖● the date of the letter 信的日期
客户的名称
2020年2月27日
外贸英语函电
10
8. The Complimentary Close (结尾敬语)
❖c.c. Mr. J. Cooper（抄送J. Cooper先生）
2020年2月27日
外贸英语函电
15
13. Postscript (附言)
❖ 在商务书信中，附言只不过是吸引读者对作者想 要强调的一点的注意。如果你在信中忘记了某内 容，请勿使用附言，反之重写此信吧。有些写信 人偶尔在他们打印的用手写的附言信件里来增加 个人的接触。附言至少应当低于其他栏目的两格， 使之与信笺左下边齐平。
外贸英语函电 (2) ppt课件
2
精品资料
• 你怎么称呼老师？ • 如果老师最后没有总结一节课的重点的难点，你
是否会认为老师的教学方法需要改进？ • 你所经历的课堂，是讲座式还是讨论式？ • 教师的教鞭 • “不怕太阳晒，也不怕那风雨狂，只怕先生骂我
笨，没有学问无颜见爹娘 ……” • “太阳当空照，花儿对我笑，小鸟说早早早……”
15
⑴Letterhead: (Letter-head, Heading) 信头
①含义：是写信人的名称和地址，以及电话、传真
号码、电子邮箱、网址及经营业务等。 ②位置：一般商号都有已经印制好的信头；若没有
，应将其打印在信笺的正上方或右上方。 ③ 要 求 ： 先写公司名称，再写公司地址，地址应按
从小到大的顺序写。 e.g. Senda Shoes Company 82 Jian Guo Street Beijing 100006, China
Faithfully yours,
Gentlemen: → Yours truly, / Truly yours,
Note: 只有第一个单词的第一个首字母需要大写。
22
⑺Signature: 签名
①含义：发信人的签名。 ②位置：在“complimentary close”下，平左混右 ③ 要求：由发信人公司名称、负责人手写签名、负责 人打印签名、发信人职位构成。 e.g. GENERAL TRADING CO., LTD.
Wholesale Supplies Co., Ltd. <英用“股份有限公司”，美用Inc.> 481 University Ave. <是avenue的简称> Toronto 2, Canada
19
⑷Salutation: 称呼
精品资料
• 你怎么称呼老师？ • 如果老师最后没有总结一节课的重点的难点，你
是否会认为老师的教学方法需要改进？ • 你所经历的课堂，是讲座式还是讨论式？ • 教师的教鞭 • “不怕太阳晒，也不怕那风雨狂，只怕先生骂我
笨，没有学问无颜见爹娘 ……” • “太阳当空照，花儿对我笑，小鸟说早早早……”
15
⑴Letterhead: (Letter-head, Heading) 信头
①含义：是写信人的名称和地址，以及电话、传真
号码、电子邮箱、网址及经营业务等。 ②位置：一般商号都有已经印制好的信头；若没有
，应将其打印在信笺的正上方或右上方。 ③ 要 求 ： 先写公司名称，再写公司地址，地址应按
从小到大的顺序写。 e.g. Senda Shoes Company 82 Jian Guo Street Beijing 100006, China
Faithfully yours,
Gentlemen: → Yours truly, / Truly yours,
Note: 只有第一个单词的第一个首字母需要大写。
22
⑺Signature: 签名
①含义：发信人的签名。 ②位置：在“complimentary close”下，平左混右 ③ 要求：由发信人公司名称、负责人手写签名、负责 人打印签名、发信人职位构成。 e.g. GENERAL TRADING CO., LTD.
Wholesale Supplies Co., Ltd. <英用“股份有限公司”，美用Inc.> 481 University Ave. <是avenue的简称> Toronto 2, Canada
19
⑷Salutation: 称呼
外贸函电课件unit2
Be recommended to… by…..
Market survey
3) we are giving to understand that you
are potential buyers of Chinese silk, which comes within the frame of our business activities
3) We understand that your corporation handles foodstuff for export.
Handle in the line of
cover/ engage in
Involve in/ specialize in
Self-introduction—reference to your standing
Aims of the letter—general aim
1.The purpose of this letter is to explore the possibilities of developing trade with you. 2.We wish to establish business relations by the commencement of some practical transaction 3.I am writing to resume the business partnership between the two company
承蒙介绍
4.We owe…to…
Practice
承蒙太平洋贸易有限公司的介绍，我们得 知你们是美国轻工业产品的主要出口商之 一。
Self-introduction by the company
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
Part Two
Steps/Contents Typical Expressions
For letters requesting for the establishment of business relations 1. Telling the prospective customers how and where their names and addresses are known Your company has been kindly introduced to us by... 贵公司由……介绍给我们｡ We have learned from... that... 我们通过……得知…… On the recommendation of... , we have learned that... 通过……的推荐, 我们得知…… Through the courtesy of..., we know your company... 承蒙……我们 得知…… We were very pleased to obtain your name from... 很高兴从……处获得贵公司的名称｡
Part Two
Steps/Contents Typical Expressions we are delighted to learn that... 我们很高兴得知…… We have your name and address from... 我们从……得知贵公司的名称和地址｡ We write to introduce ourselves to you as a... 作为……,特来函自我介绍｡ Our lines are mainly... 我们主要从事…… 2. Self-introducing
banks; periodicals; advertisements in newspapers, magazines or on TV; the introduction from your business connections; the market investigations; the commercial counselor’s offices商务参赞处; the embassy; the trade directory; the chambers of commerce both at home and abroad; inquiries received from the merchants abroad; self-introduction by merchants themselves.
Lesson 2
Establishment of Business Relations
建立业务关系
Contents
Basic Knowledge Concerned Letter-writing Guide
Part One Part Two Part Three Part Four Part Five
Part One
3. The Main Contents of a Letter for Establishing Business Relations Generally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known, self-introducing, indicating your desire to enter into business relations, or sometimes making general inquiries and expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for business relations, the contents may include expressing your thanks for the incoming letter, expressing your agreement / desire/wish to establish business relations with the addressor and indicating the action you are going to take.
Our corporation is established for the purpose of... 本公司是以……为宗旨而建立的｡
Our corporation is specialized in... 本公司专营…… We handle various kinds of... 本公司经营各种……
We need a regular supply of... 我方定期需要……
We are in a position to supply... 我方可供应…… We would be glad to... 我们将乐于……
Part Two
Steps/Contents Typical Expressions We now avail ourselves of this opportunity to... 我们借此机会…… 3. Indicating your purpose and desire If you need... , please (don’t hesitate to) let us know. 如果你们需要……,请(毫不犹豫)地告知我们｡ Should there be anything else we can do for you, please let us know. 如果我们还能为你们做些其他事情,请告知｡ Should you require... please don’t hesitate to contact us. 如果你们需要……,请毫不犹豫地和我们联系｡ 4. Expressing your expectation We look forward to receiving.../hearing from you soon/in the near future. 希望尽快收到……
我们已经从事……多年｡
Part Two
Steps/Contents Typical Expressions As you may know, we supply... 如贵公司所了解, 我们可供 应…… We would like to take this opportunity to introduce 2. Self-introducing ourselves as... 我们借此机会自我介绍,我们是…… We would like to take the liberty of introducing ourselves to you with a view to... 我们冒昧自荐,希望……
Part Two
Steps/Contents Typical Expressions We are willing to... 我方愿意…… e express our desire to... 我们想表达……的意愿｡ We are now writing you for... 我们特致函…… 3. Indicating your purpose and desire We are desirous of... 我方很希望…… With a view to..., we... 本着……的意愿, 我方…… We are interested in... 我方有兴趣……
Part One
2. The Main Channels and Methods for Establishing Business Relations (2) Sometimes, a kind of middleman is necessary to bring two companies together. Having obtained the desired names and addresses of the firms from any of the above sources, you may start contacting the prospective customers. The main methods include: • communication in writing; • attendance at the export commodities fairs; • contact at the exhibitions held at home or abroad; • mutual visits by trade delegations and groups. Of all the above methods, the first one is widely used in business activities.
Other Commonly Used Expressions and Sentences
Practical Training
Complementary Exercises
Part One
1. 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.