I. Establishing business relations is the first step in a transaction in international trade. There are various ways to obtain the information about your clients. – Internet sources (B2B, B2C, searching engines,) – Banks – Trade Directory – Chambers of Commerce, – Commercial Counselor’s offices and other business organizations – Advertisements – Trade Fairs or Expos – Market survey – Self-introduction of the client – Branch office or representative abroad – Yellow Pages – Introduction from business partners – Mutual visits between trade delegations and representatives II. the basic structure of a letter to establish business relations When you write to a company or an organization for the first time, you should tell them how you come to know them, your intention to do business with them, and what you hope to buy or sell. Writing Steps 1. Source of information (how you learned of his company) 2. Brief introduction of your own company （the scope of your business and little “advertising” on your products or service ） 3. Intention of writing the letter (to establish business relations） 4. Provide catalogue, price list and samples 5. Polite ending (expect to get the reply) words and Expressions: A. Source of information 1．承蒙介绍 Through the courtesy of … We owe your name and address from… Your name has been kindly recommended to us by… 2. 经介绍，从… 获悉/得知 Having obtained (had) your name and address from… Your name has been recommended to us by… We have heard from… that… We learn from ... that… 3. our market survey informs us that … We are given to understand that… We have heard from China Council for the Promotion of International Trade that you are in th...
