ESTABLISH BUSINESS RELATIONS
1. Dialogues:
Part One
(Wallace, a purchase representative from a European company, is talking with sales manager Jiang of a local garment company about building business relationship.)
J: I heard that this is your first visit to our company.
W: Yes, and my first visit to your country. I have been thinking of visiting China for long time and now I am lucky to have the chance.
J: I’m glad to hear that.
W: I guess you must have some idea about our company. We’ve been importing garment products for many years. The purpose of my coming here is to do business with you.
J: Well, I can assure you of our best intentions and closest cooperation. We’re always willing to develop trade relationship or partnership with friends like you from all over the world.
W: I’d appreciate that. With regard to our financial position, credit standing and trade reputation, please refer to our company’s profile and website on the net. You may also check through the worldwide search engine Google or Baidu to find out our company’s business status.
J: Good! I have a feeling that there will be bright prospects for us to work together in this field.
W: I totally agree with you.
J: Mr. Baker, this is our showroom. You are welcome to take a look.
W: Marvelous, you certainly have got a large collection of sample cloths here.
J: Yes, we are exporting a wide range of garment products to many countries and regions including Europe. And the demand from our customers is getting bigger and bigger.
W: So it is. Though we haven’t done business with you yet, as you know, your exports of clothing stuffs to our country have dramatically increased during last few years. It appears that the garments designed and made in China are quite attractive.
J: You said it. The quality of ours is as good as that of many other suppliers, while our prices are not as high as theirs. By the way, which items are with your special interest?
W: I’m interested in your knit wears, of course, and particularly the women’s sweaters made of wool or other materials. They are among the most popular selling in our market. Tell you the truth, I’m going to place an order in a day or two.
J: Great! In that way, I guarantee you’ll get the best goods and services from our company.
W: So, will you show me samples of your women’s sweaters?
J: Sure, this way please. Our women’s sweaters can be classified in various types. Take a look at these latest models and patterns, they are fashionable and among the best selling in European market.
W: Ah, very nice indeed. But I’m not very sure whether they are to the tastes of our customers. What would you say to my taking a few pieces of samples for a further look? I need also the other information as material compositions, size specifications and color swatches for making decision?
J: That’s all right.
W: Well, I have an appointment with another customer at 4:00pm. Shall we talk more details over on this order tomorrow morning?
J: Absolutely no problem. I’ll be happy to see you tomorrow.
Part Two
(Mr. Baker from a garments importer is talking with sales manager of a local garment company Frank about placing an order.)
B: Excuse me, can I take a look of these sample jackets? They are really beautiful.
F: Yes, please. This is my business card. We are supplying both wholesalers and retailers in the world market. Do you have anything in mind to make an order?
B It seems possible. Here is my card. I’m Anderson from ABC Trading Company in Germany. We import garments to European countries. May I have a catalogue or any literature that can tell us about your company and products?
F: Of course, here you are. Please also feel free to ask any question about our products and services.
B: I’d appreciate it.
B: Mr., how long have you been in this business?
F: For myself, I’ve been doing this for more than 20 years, but our company has been in garment business since 1935.
B: Ha ha, no wonder you are so experienced.
F: You know what, garment business is getting more difficult than ever before since the competition grew just as the trade protectionism does.
B: That’s true. But your development of business has been remarkable.
F: Thanks to our good quality, lower prices and excellent services for products, we are able to survive from these hardships.
B: Anyway, I’ve already seen some of your items we‘d like to order. But I still need to study them a bit further before I can make a final decision.
F: That’s good. When can we meet again to work out an order?
B: I’ll probably be able to let you know tomorrow.
F: Ok, shall I be expecting you tomorrow morning, say, at nine?
B: Tomorrow at nine will be fine, at the meeting room. See you then!.
2. New Words, Phrases and Expressions:
purpose [ ] 目的
garment [ ] 服装
to assure … of [ ] 向 。。。确认
intention [ ] 意向
clothing stuffs [ ] 服装货品
company’s profile [ ] 公司简介
reputation [ ] 信誉
credit standing [ ] 信用等级
to be with … special interest [ ] 。。。对 。。。具有兴趣
refer to [ ] 参考
dramatically [ ] 巨大地，戏剧性地
worldwide [ ] 世界范围
prospect [ ] 前景
knitwear [ ] 针织品
particularly [ ] 特别地
be classified [ ] 被分类
various [ ] 各种各样的
popular selling 热销
wholesaler [ ] 批发商
retailer [ ] 零售商
place an order with [ ] 给 。。。下单
guarantee [ ] 保证
fashionable [ ] 时尚的
composition [ ] 成分
swatch [ ] 色卡
specification [ ] 规格，特征
appointment [ ] 约会
absolutely [ ] 绝对地
business card 名片
catalogue [ ] 目录
literature [ ] 书面材料
no wonder [ ] 难怪
experienced [ ] 有经验的
feel free to 随意
competition [ ] 竞争
protectionism [ ] 保护主义
excellent [ ] 优异的
to work out a … 做成功 。。。
remarkable [ ] 显著地
to survive from … [ ] 从 。。。幸存
I’ll be expecting you … 我将期待你 。。。
hardship [ ] 困难
a bit further 进一步
final decision [ ] 最终决定
than ever before 比以往任何时候
talk more details over 商谈更多细节
I have been thinking of 我一直在考虑 。。。
with regard to 关于，至于
It appears that 看起来 。。。
do you have anything in mind 你有没有任何主意 。。。
have an appointment with 与 。。。约会
it seems possible 看起来可能
to the tastes of 适合 。。。口味
what would you say to my … 你是否在意 。。。
thanks to 感谢，归功于
4. Text Translation in Chinese
建 立 商 务 关 系
第一部分
（沃莱丝，一位来自欧洲公司的采购商代表，正在和本地服装公司的销售经理姜先生讨论建立商务关系的事项。）
J：我听说这是你第一次来我们公司。
W：是的，这是我第一次拜访贵国。我一直考虑想要来中国。现在我很幸运有这个机会。
J：很高兴听到这个。
W：我想你对我们公司一定有些建议。我们出口服装已经有好多年了。我来这的目的是和你们做生意。
J：我能向你保证我们的意向和最亲密的合作关系。我们一直都很愿意和像你一样来自世界各地的朋友发展业务关系和伙伴关系。
W：我很感激。关于财务状况、信用等级和商业信誉，请参考网络上我们公司的网站和简介。你也可以利用全球搜索引擎谷歌和百度了解我们公司的营业状况。
J： 好！我有种感觉，在这一领域里我们一起合作将有一个光明的前景。
W：我完全同意。
J：贝克先生，这是我们的展示厅。欢迎你看一看。
W：太了不起了，你已经搜集了大量的样品服在这了。
J：是的，我们出口各种各样的服装去许多国家和区域，包括欧洲。而且我们客户的需求也越来越大。
W：的确如此。虽然我们还没有和你们合作过，如你所知，你们向我们国家出口的服装产品在最近几年已经急剧性地增长了。看起来中国服装的设计和制作都相当吸引人。
J：你说的没错。我们的质量和其他许多供应商的一样好，同时我们的价格不像其他公司的那样高。顺便问一下，你对哪种货品特别有兴趣？
W：我对你们的针织衣感兴趣，当然，特别是羊毛或其他材料做的女式毛衣。他们在我们市场上卖的很好。说实话，在一两天内我就下订单。
J：好！那样的话，我向你保证，你能从我们公司得到最好的商品和服务。
W：你能让我看看你们的女式毛衣么？
J：好，请这边走。我们的女式毛衣可以分为各种各样款式。看看这些最近的样衣和图案，他们都很时尚在欧洲市场上也很热销。
W：的却很好。但是我不是很确定他们是否符合我们客户的口味。你是否介意我带些样品回去更进一步看看呢？我也需要其他的资料来做决定，例如面料成分、尺寸规格和颜色色卡等。
J： 好的。
W：4点我和另一个客户还有约会。明早我们再谈论这笔订单的细节好么？
J：当然没问题。很乐意明天见你。
第二部分
（来自服装进口公司的贝克先生正在和当地服装公司的销售经理弗莱克先生商讨下订单的事。）
B：抱歉，我能看一下夹克的样品吗？他们真的很漂亮。
F：是的，请。这是我的名片。我们在国际市场上供应货品给批发商和零售商。你有意愿下订单么？
B： 似乎有可能。这是我的名片。我是来自德国ABC贸易公司的Anderson。我们向欧洲国家出口服装。能给我任何一些介绍我们关于你们公司及产品的的目录或书面材料吗？
F：当然，这些给你。你可以随意问任何关于产品或者服务的问题。
B：我很感激。
B：你做这个生意多久了啊？
F：说到我自己，我做这方面业务已经超过20年了。我们公司从1935年就做服装生意了。
B：哈哈，难怪你这么有经验。
F：你知道，服装行业自从竞争加剧，正如贸易保护主义盛行一样，比以往任何时候变得都更做了。
B：确实如此。但你们的业务发展还是相当显著的。
F：这得归功于我们产品的高质量、低价格和完美的服务，我们才能从困难中生存。
B：无论如何，我已经看过一些我们想订购的货品了。但是在我最终决定前我仍然需要做点进一步的研究。
F：好。我们什么时候再见面完成这个订单？
B：明天我会让你知道的。
F：好，明天早上我能等到你么，比如九点？
B：明早九点可以的，在会议室见。再见！
