1．首先说明信息来源; 2．写信的目的; 3．对你的公司作一个简单的介绍; 4．表达与对方合作和早日收到回复的愿望。

1．首先说明信息来源:如何取得正规可靠的 印象 （information channel/ information sources） The source of information （how you learned of his company）

出口商主动联系进口商目的： （1）扩大交易地区及对象； expand our products into （2）建立长期业务关系； establish long- term business/trade relations with you （3）拓宽产品销路。 expand our products
4、市场调查
Market survey market investigation

Introduction
7. desirous adj.想要的，渴望的 △ be desirous to do sth 热切盼望做某事 be desirous of 接动名词 渴望做某事 They are desirous of entering into direct trade relations with you.

trading
company trade in goods trade in services
5、market In the market for: 要买 We are in the market for wool. Find a market: 找销路 We are trying to find a market for this article.

for sale 待售 on sale上市 to push the sale of sth推销某种产品 to push sales of sth推销某种产品 to promote the sale of推销某种产品 The apartment is for sale. Men’s shirts are on sale. We are doing our utmost to push the sales of your goods here.

be in good business relations 与某人关系良好 be on good terms with sb 与某人关系良好

4. trade: v.做贸易；做生意；经营； trade with sb 与某人做生意 trade in sth 经营某种生意

（1）We trade with merchants all over the world on the basis of equality and mutual benefit. （2）They mainly trade in the import and export of textiles.

6、sale n. 销售 做具体名词时，必须用复数形式 to study the sales possibilities 研究销售的可能性 Sales Contract销售合同 Sales Confirmation销售确认书 Sales Department销售部 Sales account销售帐 Sales laws销售法 Sales tax销售税 Sales manager销售经理

（3）We are writing this letter to you for the purpose of establishing long term trade relations. （4）We want to establish direct business relations with you.

Inting Letters of Establishing Business Relations
This kind of letter usually includes:
1. A brief mention of how you obtained your potential customer’s name. 2. The purpose of the letter. 3. Introduce yourself and ask for the customer’s information concerned; or provide the customer with the concerned firms or banks for inquiries. 4. express the expectation of receiving the response.

2．写信的目的 The intention of writing the letter what kind of business you want to do with them，e.g. to purchase their products, to sell your own products, to enter into a joint venture with them, etc.
Banks银行 Trade association 行业协会 Business House of the same trade 同行商行 Chambers of Commerce both at home and abroad 商会 Commercial Counsellor’s Office 商务参赞处 Chinese Commercial Counsellor’s Office in foreign countries 中国驻国外的商赞处 The branch office or representative abroad/business office 商务办事处 Mutual visits by trade delegation and groups 工商团体/代表团 Self-introduction to the company自我介绍 The introduction from his business connection 第三方公司介绍 Other customers’ introduction其他客户的介绍 Enquiries received from the customers abroad

[Useful expressions]
Your company has been kindly introduced to us by… We owe your name to the … We learn through …that … We learn from… that… On the recommendation of…

recommend v 推荐；建议 recommendation n.介绍；推荐 （1）Your firm has been recommended to us by the Chamber of Commerce in Tokyo, Japan. （2）They recommend that we try the European market. （3）We recommend concentration of offers.
2、互联网、企业名录、各种传媒广告
Internet websites互联网 Yellow book/page黄页 Trade Directory行业目录 Advertisements专业报刊、杂志广告 Newspapers, magazines and other medias 报纸、杂志和其他媒体

情景搭配用语： We are willing to enter into business relations with you. We express our desire to… We are now writing you for the… We are desirous of…

（1）As this commodity falls within the business scope of our corporation, we shall be pleased to enter into business relations with you. The scope of business: the line of business. （2）We are willing to establish business relations with your firm on the principle of equality and mutual benefit.

3、交易会、展览会
Attendance at export commodities fairs 专业展会、展览会、交易会 Contact at exhibitions held at home or abroad 展览会

China Import and Export Fair (Canton Fair)

8. inquiry n. 询问，询价，调查 make an inquiry to sb向某人询问 make an inquiry about sth询问某种商品 的价格 make an inquiry into sth调查某事 inquiry-office问事处 inquiry-desk询问台，问事处 Inquiry Note = Inquiry Sheet 询价单

Introduction
The channels of obtaining the information
How to get the information of the new customers?
1、银行、商会、驻外使馆商务参赞处、商务办事处、 第三方公司的介绍