Chapter 3 Establishing Business Relations Learning Objectives: Master the ways of introducing your own company. Understand the necessity of praising the other companies for establishing business relationship with them. Know various kinds of business relations in business world.

Ⅰ. Establishing Import and Export Business Relation Dear Sirs, Re: Establishing Import and Export Business Relations Your Commercial Councilor’s Office has recommended you to us as a firm of good standing and reliability in the line of light industrial products and advised us that you are interested in establishing import and export business relations with other countries for marketing various light industrial products on the basis of equality and mutual benefit. We have many years’ experiences in foreign trading and the long established direct factory connections allow us to become the most competitive firm in our line. In order to give you a general idea of our various kinds of commodities now available for export, we enclose here a brochure and a price list, from which you will know that our products are of high quality and our prices are the most competitive in the world. We are writing you in the hope of establishing business relations between us. We are expecting that you will send us your catalogues of the products available for export, your price-list, and etc. Once we are in need of importing your products, we can contact you directly. We are looking forward to receiving your early reply. Yours faithfully,

Ⅱ. Establishing Compensation Trade Relations Dear Sirs, Re: Entering into Compensation Trade Relations We have noted from your letter of August 15 that you require our Model XX Butterfly Sewing Machines and wish to pay for them with men’s shirts processed under compensation trade arrangements. Subject to satisfactory arrangements as to terms and conditions, we would be pleased to conclude this transaction with you. We can supply you XX sets of Butterfly Sewing Machines Model XX at the price of US $ XX per set CIF EMP. The cost of these machines will be advanced by us and be repaid by you on installments, plus freight and interest at XX % per annum. Would you please let us know your quotation for men’s shirts, XX dozen per month? Upon receipt of your firm offer, we would package these two deals and work out a draft agreement for you to consider. Awaiting your quotation and your further suggestions. Yours faithfully,

Ⅲ. Establishing Products Consigning Relations Dear Sirs， Re:Establishing Products Consigning Relations On the recommendation of your Ambassador in Beijing, we have known that you are specialized in foreign product trading and are interested in expanding your business line to more countries and areas. We are the largest distributor of household electrical appliances in China and we have at the same time enjoyed a wide popularity in the world market. In the hope of broadening our marketing fields with our successful business ability and sound financial standing, we are now venturing to write to you inquiring the possibility of selling our products in your country. We have been informed that your showrooms are well equipped and are situated in the business center of your capital. These showrooms are favorable for exhibiting and demonstrating various products and are as well admirable conditions for the prospective buyers to make quick decision of buying after seeing the appliance’s being demonstrated. We wish to know if you agree to put some of our products on consignment in your Company and exhibit our sample appliances in your showroom for the prospective buyers to make trial orders. As regards to your commission, our usual practice is as follows: 5% on net sales and the extra commission for delcredere is 2.5% as a reward to you, you can as well put some of your products on consignment in our Company. We look forward to your reply. Yours faithfully ,

Ⅳ. Establishing Sole Agency Relations Dear Sirs， Re:Sole Agency Agreement After careful consultations and negotiations between your representative ——Mr. XX, the general manager of XX Corporation and our representative ——Mr. XX,the President of our XX Company, we have decided to entrust you with the sole agency for type XX electronic computers in Northwest China. We are sending you two originals and two duplicates of the Sole Agency agreement, all with our signature. Please return to us one original and one duplicate with your countersignature for our file. It is necessary for us to emphasize that all the purchases and sales in pursuance of this agreement will be on your account and any loss or gain will be borne by yourselves. We shall support you with favorable terms in respect of price, discount and payment according to the stipulations of the agreement. We hope this agreement will make the sale of our products intensified in your market and the cooperation of our two sides developed rapidly. Sincerely yours，

Ⅴ. Establishing Bartering Relations Dear Sirs， Re: Establishing Bartering Relations We are one of the most famous exporters of Chinese textiles and have enjoyed great popularity in the world market. As a reliable customer of our Corporation you have imported great quantities of textiles from us for many years. Owing to the growing demand for textiles, we are now involved in the trouble of lacking raw materials. At the same time, we wish to expand the trade between us. So we are writing to you to inquire the possibility of your exporting us a certain quantity of raw materials in the way of bartering against your order for textiles. It is not necessary that your purchase of textiles be equal in value to the raw materials to be supplied to us. The ratio may be settled through negotiations. In case of your agreeing to do this barter trade with us, our producing ability to export textiles will be increased and, in turn, your financial pressure in importing our textiles will be lightened. So we are confident that our barter trade will contribute to the expanding of the trade between us. Hoping to be favored with your cooperation. Yours faithfully,

Sentences for Doing English-Chinese and Chinese-English Translating Practices: 1. In doing business with the customers from various parts of the world, we always adhere to the principle of equality, mutual benefits and the exchange of needed goods, thus, by joint efforts, to promote both business and friendship to our mutual advantage. 我们与世界各地顾客进行的贸易都遵循平等互利、互通有无的原则，并通过双方的共同努力，不仅促进业务，而且增进友谊。 2. We have established ourselves as an exporter for the sale of the goods produced or manufactured in Shanghai. 我公司已经成为经销上海生产制造的商品的出口商。 3. Our handicrafts have met with a favorable reception both at home and abroad. 我们的手工产品在国内外深受欢迎。 4. Thank you in advance for your friendly cooperation assistance. 对贵公司的友好合作与帮助我方预表谢意。 5. We enclose here a list of our import ad export items for you as a reference. 我方在此随函附寄我方进出口产品的清单一份，供你方参考。 6. It will be very much appreciated if you will kindly introduce us to some reliable firms or organizations, with whom we could establish business relationship. 如蒙贵方介绍可以信赖的商号或机构与我方建立业务关系，我方将不胜感激。

Sentences for Doing English-Chinese and Chinese-English Translating Practices: 7. Having had your name and address from the U.S. consulate in Guangzhou, as a prospective seller of Chinese bicycles, we avail ourselves of this opportunity to write to you and see if we can establish business relations with you. 从美国驻广州领事馆得知贵公司的名称和地址，作为中国自行车有前途的销售商，我方现借此机会致函贵公司，以与贵公司建立业务关系。 8. Through the courtesy of the Chamber of Commerce in Beijing, China, we have learned that you are the leading exporter in the line of electronic computers in Europe. 通过中国北京商会的介绍，我们获悉你们是欧洲电子计算机行业的第一出口商。 9. Thank you for your letter of May 15, expressing interest in establishing business relations. As requested, we are sending you separately our illustrated catalogues and latest price list of our highest quality electronic products. 感谢贵方5月15日表示希望建立业务关系的来函。应贵方要求，我方将另函给你方寄去，我方带插图的产品目录及最高级质量的电子产品的最新价格单。 10. We are confident that a beneficial and friendly relationship can be established between our two companies. 我们相信我们双方公司之间将能够建立起一个互利友好的关系。 11. The Ambassador of your Embassy in China Mr. XX has conveyed to us your desire and proposal of establishing business relations with foreign trade corporations of China. 贵方驻中国大使馆大使XX先生已经将贵方想与中国外贸公司建立业务关系的希望和建议转达我方。

Sentences for Doing English-Chinese and Chinese-English Translating Practices: 12. We shall be greatly obliged if you give us detailed information of the financial status of that corporation and the general reputation they enjoy among your neighbors and correspondents. 请详告该公司的经济状况，及其与其他往来客户中的声誉，致谢。 13. We have reached an agreement on the rights and obligations, mode of doing business and other terms and conditions for appointing you as our sole distributor for XX(products) in XX (area). 我们已就委任贵方为我方在XX(地区)经销XX(产品)的独家代理的权利和义务、具体做法以及条款、条件达成了协议。 14. We shall act as your sole agent for a trial period of 12 months, commencing from April 1st. 我们将成为贵公司的独家代理，代理预期为12个月，从4月1日开始算起。 15. We can provide you on request first-class references, but for general information concerning our standing in the trade we suggest you refer to the Bank of London. 如果贵方需要，我们可提供第一流的参考资料，如果要了解我们商业信誉的一般情况，我方建议贵方向伦敦银行查询。

Exercises I. Translate the following sentences from English into Chinese. 1.We wish to establish business relations with you on the basis of equality and mutual benefit. 2.We know that you have already been engaged in the trading of textiles for more than 10 years. 3.We are pleased to know that you require our children bicycles in a large quantity. 4.We are interested in expanding our business relations with you and in concluding more transactions with you. 5.You have been enjoying a wide popularity in the world market.

Exercises II. Translate the following sentences from Chinese into English. 1.我们双方的合作一定会日益加强。 2.我们双方必须认真协商和洽谈。 3.我们已决定委托你方在中国独家代理我们的XX产品。 4.如果你方同意与我方达成补偿贸易协议，我方将十分高兴。 5.我方希望在贵公司寄售一些我公司的产品。