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11 To: Smith Co. U.S.A.

From: SMEIEC CN

Fax: 0086（028）-32153544 Dear Sirs,

Your enquiry for Hand Tools has been passed on to us for attention by the Commercial Counsellor’s Office of our Embassy in your country, as these goods fall within the scope of our business activities.

We are enclosing one copy each of our latest catalogue and pricelist for your reference. As we are receiving substantial orders from our clients, our stock of these articles is limited. Therefore, we would advise you to place your order with us as early as possible.

We look forward to an early reply from you.

Yours faithfully,

Manager

Sichuan Provincial Machinery and Equipment Imp. & Exp. Corp.

VII. Fill in the missing words in the following passage with the words given below: 1) rings 2) up 3) on 4) message 5) telephone 6) connected 7) button 8) of 9) be 10) time

VIII. Group Work:

(Omitted)

No. of pages: 1

12

Unit Three Establishing Business Relations

Part Five: Exercises

I. Answer the Following Questions:

1. Because the foreign trade firms need to maintain or expand their business activities. 2. Usually, we can obtain the names, addresses, business scope and other information about foreign firms through Banks, Chambers of Commerce both at home and abroad, Trade Directory, Chinese Commercial Counsellor’s Office in foreign countries and the internet, etc.

3. Firstly, get the names and addresses of the firms you want to do business with through one or more than one of the above sources. Secondly, make “Status Enquiries” by writing to your bank, any chambers of commerce or enquiry agencies. Finally, if your “Status Enquiries” turn out to be satisfactory, then send a letter (which is usually called “First Enquiry”) or a circular to the firm concerned to build up trade relations with.

4. The purpose of status enquiry is to get all the necessary information about the financial position, credit, reputation and business methods of the firms the writer is going to deal with. With the information provided by the reliable organizations, the businessman will not feel difficult to decide whether or not it is advisable to do business with the firms.

5. This is done to enable the recipient to write to the reference directly for information about the credit standing of the writer, thus eliminating the addressee’s trouble of asking the writer for this name. 6. If you are an importer, you may ask the recipient for a catalogue or pricelist or even samples; and if you are an exporter, you may take the initiative in sending to the potential importer your catalogues or pricelists or quotation sheets in order for him to get a general idea of your goods. 7. Replies to the first enquiry should be prompt, courteous and complete so as

13 to create goodwill and leave a good impression upon the reader—the firm you will do business with.

II. Choose the best answer: 1—5: BDCAC 6—10: CBCAD

III. Fill in the blanks with appropriate words:

1. in, with 2. by, on 3. as, in 4. under, for 5. joint, to 6. for 7. place, and 8. will, in

IV. Put the following sentences into Chinese, paying special attention to the words underlined:

1. 我们将向你们寄去我方最新商品目录本，供你方参考。 2. 我们将你们列为能够证明我们信用状况的资信证明人。 3. 关于你方9月16日询价，我们欣然向你方报价如下： 4. 现随函附上ABC公司的资信证明书，此文件应予严格保密。 5. 关于我方2010年1月23日的传真信函??。 6. 感谢你方3月5日来函，案号234号。

V. Translation work:

1. From English into Chinese:

1）我们打算与之往来的公司要我们与你们联系，了解有关他们的业务能力和资信情况。 2）我们希望了解：

① 你公司与该公司业务往来已有多久？ ② 你公司给该公司的信用额多大？

③ 该公司还账是否及时？ ④ 目前该公司欠账多少？

3）不用说，你们可能向我们提供的任何资料，我们都将保密，你方不承担任何责任。 4）你地渣打银行能提供有关我们资信和业务做法的任何资料。

5）现郑重推荐你们所咨询的商行，在我地是最可靠的出口商之一。

6）兹介绍，太平洋公司出口轻工业产品，和世界上70多个国家有业务关系。 7）我方借此机会介绍，我公司为专门经营皮革制品的出口商。 8）我们从中国国际贸易促进委员会得悉贵公司名称和地址。

14 9）承蒙柯林斯公司告知贵公司名称和地址，并告知贵方欲购进滚珠轴承。 10）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。 11）我们借此机会致函贵方以了解可否与贵方建立贸易关系。 12）我们得悉贵公司名称，特此致函，希望与贵方建立贸易关系。

13）由于该商品属于我们的业务范围，我们将很高兴地与贵方直接建立业务关系。 14）贵公司欲同我们建立直接的业务关系，这恰好也是我们的愿望。 15）我们专营中国手工艺品的出口，愿与贵公司在这行当中做贸易。 2. From Chinese into English:

1) We should appreciate it if you would furnish us with your opinion on the

financial status and reliability of the above firm. 2) We can assure you that any information you may give us will be treated strictly in confidence.

3) As to our credit standing, you may refer to our bank, the bank of China,

Chengdu Branch, who, we trust, will supply you with all the information you may require.

4) As far as we know/our information goes, their financial standing is sound. 5) The company you inquired about is one of the most reliable importers in

our district and has been for many years enjoying a good repute/reputation among the traders.

6) We advise you to proceed with every possible caution in dealing with the

firm in question.

7) We have obtained your name and address from the Commercial Counsellor’s

Office of our Chinese Embassy in London. 8) The Chamber of Commerce in your place has informed us that you are interested

in Chinese Foodstuffs. As we specialize in the export of foodstuffs, we are willing to enter into business relations with you.

9) We have been in this line of business for many years, and wish to establish

trade relations with you on the basis of equality, mutual benefit and the exchange of needed goods.

10) Your firm has been recommended to us by China Council for the Promotion

of International Trade. We believe through our mutual efforts and cooperation, business will materialize/be concluded.

11) We are glad to note from your letter of March 24 that you, as importers

15 of mineral products, are willing to trade with us to expand business, which coincides with our desire.

12) As requested, we enclose a range of our pamphlets together with our

pricelists for your reference. If any of the items listed meets your interest, please inform us of your specific requirements. On receipt of your enquiry, we will forward you our quotations without delay.

13) To give you a general idea of the products we handle, we enclose a complete

set of our detailed literature showing/with specifications and means of packing. 14) Your letter of February 27 addressed to the Guangzhou Fair has been transferred

/ passed on to us for attention, as the goods enquired for fall within the scope of our business activities.