全屏显示专题章节

The development and expansion of a business depends on customers．Needless to say no customer，no business．The establishment of business relations is the fundamental step in foreign trade and in international exchange．Your first letter to open up a market or enlarge your firm scope is very important，because it is known that the first impression will count heavily．Therefore，transaction1 can only be made after the business connections have been set up．This type of letter may also be called a first enquiry2．Generally speaking，this type of letter begins by telling the addressee how his name is known．Then，some general information should be given as to the lines of business being handled．The writer should state simply，clearly and concisely what he can sell or what he expects to buy．

Opening:Where and from whom you get the new customer—General information about a company，concerning the name，and address，can be found out with the help of banks，Chambers of Commerce3，Trade Fairs and Exhibition，Commercial Counselor's Office，advertisements in media(radio，TV，newspaper，periodical)，introduction from business connections，Trade Directory and Telephone Book．

It also expresses the intention to establish business relations．

Body:　Self-introduction(scope，condition and product or commodity)，financial position and reference．

Closing:　Wish，hope to initiate and keep the relations．

a．Self-introduction by an Exporter

We have heard from China Council for the Promotion of International Trade4 that you are in the market for silk garments．

As we are one of the leading exporters in this line5 of business，we would like to establish business relations with you on the basis of equality，mutual benefit and the exchange of needed goods．

Our silk garments are made of super pure silk materials and in the traditional skills．They are magnificent and tasteful and have long enjoyed a great fame both at home and abroad．We enclose a catalogue6 for your reference and trust some of the items listed will be of interest to you．

We would be very much interested in receiving your inquiries，against which we shall send you our quotations7．

We look forward to your reply．

b．Request for Business

This is to introduce ourselves as one of the leading exporters from the United Kingdom，of a wide range of chemicals．We have enjoyed an excellent reputation through fifty years'business experience．We are sure that you will be quite satisfied with our services and the excellent quality of our goods．

Hereby we attach a list of products we are regularly exporting and trust some of these items will be of interest to you．We would be interested in receiving your inquiries for all kinds of chemicals，against which we will send you our quotations in sterling，FOB8 UK port，packing included．Terms of payment9 are to be arranged．

If you are not interested in dealing with the import of our chemicals，please be good enough to forward10 this letter to the import corporations who may be interested in these items．

We look forward to your early reply．

c．Trying to Start Business

We write to introduce ourselves as one of the leading exporters from the United Kingdom of a wide range of Electric Goods．

We attach a list of products we are regularly exporting and trust some of the items will be of interest to you．

We would be interested in receiving your inquiries for all types of Electric Goods，against which we will send you our quotations in sterling，FAS11 U．K．Ports，packing included．Terms of payment are to be arranged．

Should，by chance，your corporation not deal with the import of Electric Goods，we would be most grateful if this letter could be forwarded to the correct import corporation．

We look forward to hearing from you．

d．Trying to Resume12Business Relations

In casting a retrospective13 glance through our accounts for the past year，we observe that we have not had any order from you for quite a long time．

Assuming14 that you are still in the market for the class of goods we handle，we would be grateful if you would inform us of the intentions and purposes of your imminent15 sales．If you have any comments or suggestions in respect of16placing orders with us，please lay your case before us so that we may give it our careful study．

We presume that you may be interested to know that we have made a series of improvements in our products，both in workmanship and in packaging．Under separate cover17，we have sent you some new models of the line you used to order．After inspecting these samples，you will find that they will meet your requirements just well and will induce18 you to resume and develop our friendly business connections．

We look forward to receiving your positive response．

e．Asking to Act as an Agent1 9

Your name and address have been secured from our sales representative20 in your district and we have learned that you are seeking to form import and export connections for various goods and commodities．

Since you have not yet established definite connections，we would like you to consider us for your would-be partner．While our company was originally established to act as distributors21 of electric home appliances for our domestic market，a recent change in management has also changed our policy concerning distribution．

Thanks to many years'experience in international trading，we have succeeded in building suitable and lasting trading connections throughout the world．Moreover，those direct factory connections allow us to be most competitive in this line we are now dealing with．

May we suggest that we handle one or two models of your products at the first step，which would be distributed at reasonable prices in our market，and then it would be conductive22 to establishing a steady supply and lasting partnership．

We should be very glad to receive your suggestions as to how we can work together for our mutual benefit in the near future．If need be，we are also in a position to act as your sole agent(purchasing and selling)in China on a commission basis23．

We now await your early reply with interest．

f．Self-introduction of a Company

This is to introduce ourselves as one of the leading electric manufacture companies from China．Our company—Changzhou Wanshida Electric Manufacture Co．，Ltd．—was established in 1989，locating in the 991# Zhongwu Avenue，Changzhou，Jiangsu，China．Since 1989，we have been specialized in developing and producing all kinds of ultrasonic machines used in garments production．

Changzhou Wanshida Electric Manufacture Co．，Ltd．has been researching and producing many kinds of garments machinery for more than twenty years．Especially，we have successfully applied ultrasonic technology in garments machinery and have our own patent for our technology and design．The products we can offer include ultrasonic lace machine，ultrasonic sewing machine，ultrasonic cutting machine，ultrasonic quilting machine，ultrasonic welder machine，and other ultrasonic machines．We can also produce special machines according to the requirements of the customer．The customer can order our products both in our website and through the phone，and then，we would like to give them satisfying responses in one week．

With decades of experience of trading with both domestic and international companies，we have been enjoying high reputation in the world market，both for our good credit and our high product quality．Surely，we also have quality assurance and quality control，which greatly protect the benefits of the customer．

We would be pleased to receive your inquiries for any types of machines．If you have any questions，please contact us．Our telephone number is 86－519－88823192X，the same as the fax．