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1、Unit2EstablishingBusinessRelationsBackgroundintroductionLesson1Lesson2Lesson3SentencepatternsWritingpracticeSupplementarysamplelettersIntroductionToestablishbusinessrelationswithprospectivedealersisthebaseofstartinganddevelopingbusiness.Butbeforeestablishingrela
2、tionswithpotentialdealers,wehavetosecurenecessaryinformationofthem.Thenhow?ThesourceofinformationMainsources1)theadvertisementsinnewspapers,frombroadcast,TV,andthroughinternet;2)theintroductionfromyourbusinessconnections;3)theintroductionfromyoursubsidiariesorbr
3、anches,agentsabroad;4)themarketinvestigations;5)attendanceattradefairsorexhibitionsathomeorabroad;6)mutualvisitsbytradedelegationsandgroups;self-introductionsandenquiriesfromthebusinessesorbusinessmenabroad;8)banks;9)CommercialCounselor'sOffice;10)chambersofcomm
4、ercebothathomeandabroad;11)tradedirectoriesofvariouscountriesandregions.StructureoflettersestablishingbusinessrelationsInsuchletters,wewritersusuallyinformouraddresseeofthefollowing:1)thesourceofourinformation2)ourintention3)thebusinessscopeofour(thesender’s)fir
5、m4)thereferenceastoourfirm’s(thesender’s)financialpositionandintegrity.☺Ifweintendtoimport,wemayalsomakerequestsforcatalogues,samples,pricelist,etc.﹡Ifweintendtoexport,wemayexpectanenquiry.Toclosetheletter,weusuallyexpressourexpectationofcooperationandanearlyrep
6、ly.e.g.Let’scooperatewitheachotherforourmutualbenefits.BearinmindThefirststepofproperbehaviorishalfbusinessdone!Lesson1CompanyProfilePurposeThemainpurposeformakingagood“companyprofile”istoapproachyourpotentialcustomerwithyourcompany’sstrengthintermsofcapacity,qu
7、ality,financialleverage,andexperienceandtoshowyourabilitytostartthebusinessandtodevelopitinatrustworthyway.Theideabehinditistoconvinceyourpotentialcustomertorelyonyoubygivinghimrelevantinformationinastagewherehehastoevaluateyouroffer.Lesson1CompanyProfileContent
8、Thecontentofyourcompanyprofileshouldincludeorcontainintroduction(timeoffounding,history,size,localmarketshare,productrange,markettolookfor,etc.),companydata(fullname,
