第2周 第三章信用調(diào)查和業(yè)務(wù)關(guān)系的建立

Chapter3CreditInquiryandEstablishingBusinessRelations

Creditinquiry——akindofconsultancyletterConsultancyisthebusinessofofferingspecialistprofessionaladviceincludingmarketresearch（市場調(diào)查）,creditstandinginvestigation（信用狀況調(diào)查）,markettrendresearch（市場趨勢調(diào)查）

andotherservicesprovidingbusinessinformation.Consultancyserviceisusuallyprovidedbybanksorprofessionalconsultingcompaniesorindividuals.Asabusinessperson,youshouldlearntowriteaconsultancylettertoseekneededinformation.Ininternationalbusiness,anexportermayaskhisnewcustomertogivethenameofhisbank(er)orthenameoffirmswhichthecustomerhaspreviouslydealtasa

reference.

Reference:1)apieceofwritteninformationaboutsb’scharacter,ability,etc.證明書，證明材料2)apersonwhoprovidessuchinformation.資信證明人Therearetwokindsofreference:banks’(bankers’)reference—banks銀行證明人andtrade

reference—companies商業(yè)證明人.HowtoWriteaConsultancyLetterforCreditStanding1.Thenameofthecompanytobeinvestigatedandwhyyouarewritingtothereceiver.e.g.瑪麗蘭公司提出要當(dāng)我公司的代理，銷售我們的縫紉機(jī)，并介紹我公司向貴行了解該公司的信用、業(yè)務(wù)能力和聲譽(yù)的詳細(xì)情況。

TheMarylandInc.isnowofferingtorepresentusinthesaleofourSewingMachinesandhasreferredustoyourBankfordetailedinformationaboutitscreditstanding,businesscapacityandreputation.2.Whatinformationyouaredemandingoraskingforadvice.e.g.如貴行對該公司就上述幾點提出坦率意見將非常感激。

Weshallappreciateitifyouwillgiveusyourfrankopiniononthesepointsregardingthecompany.3.Assuringthereceiveroftreatingtheinformationinconfidence(1)Anyinformationyoumaygiveuswillbetreatedstrictlyinconfidence(asstrictlyconfidential)/willbeheldinstrictconfidence.(2)我們保證隨時回報貴行的好意。

Weassureyouofourreciprocatingyourcourtesyatanytime.HowtoWriteaReplytoCreditInquiry1.Statingthefacts.

Positive:(1)…h(huán)asmaintaininganaccountwithus與我們有賬戶往來forthepasttwentyyears,duringwhichtheyhaveneverfailedtomeettheirobligation.(2)…isanimporterandwholesalerhereofheavylifters,havingabusinessbackgroundofsome20years.Negative:InreplytoyourletterofJune3,wearesorrytosaythatourexperiencewiththecompanywhichyouenquiredabouthasbeenunsatisfactory.2.Expressingyouropinion.Webelievethattheyowetheirreputablepositionamongthelocalwholesalers/retailersinourdistricttotheirsteadyandsincerewayofconductingbusiness.

我們相信，他們之所以能在我們地區(qū)批發(fā)商中享有盛譽(yù)要歸因于他們的穩(wěn)定和誠實的經(jīng)營作風(fēng)。3.Remindingthereceiverthattheinformationprovidedshouldbekeptinstrictconfidenceandhewillnotberesponsibleforit.e.g.Pleasenotethatthisinformationisfurnishedwithoutanyresponsibilityonourpartandshouldbeheldstrictlyconfidential.

請注意，我們對所提供的資料不負(fù)任何責(zé)任，并請對該資料嚴(yán)格保密。

Mayweaskthatyoutreatthisinformationasstrictlyconfidentialwithoutresponsibilityonourpart?EXERCISE

我們突然接到倫敦FreemenBrothersCompany的遞價,該公司現(xiàn)與你公司有業(yè)務(wù)往來，并把你公司作為證明人告訴了我公司。如蒙提供下列情況，將十分感激：（1）你公司與該公司業(yè)務(wù)往來有多久？（2）你公司給該公司的信貸額多大？（3）該公司還賬是否及時？（4）目前該公司欠賬多少？你公司提出的資料將予以嚴(yán)格保密，有關(guān)費用在接到你公司帳單后立即由我公司支付。

DearSirs,WehavereceivedasuddenbidfromFreemenBrothersCompany,London,withwhichyouarenowdoingbusinessandthefirmgivesusyournameasareference.Weshallappreciateitifyouwillletushavethefollowinginformation:(1)Howlonghaveyoubeeninbusinessrelationswiththefirm?(2)Whatcreditlimithaveyouplacedontheiraccount?(3)Howpromptlyaretermsofpaymentmet?(4)Whatamountiscurrentlyoutstanding(未嘗貸款)?Anyinformationyoumaygiveuswillbetreatedasstrictlyconfidentialandexpensesaccruing(coming)fromthisenquirywillbepaidbyusuponreceiptofyourbill.Establishingbusinessrelations

StepstoestablishbusinessrelationshipsFirstofall,adealershouldtrytofindpartners.Secondly,hecansendletterstohispartnerswhointeresthim.Atlast,hemayexpresshisexpectationofcooperationandanearlyreply.WaysadealercanfindhispartnersBanksChamberofCommerce(商會)inforeigncountriesTradeDirectory(貿(mào)易行行名錄)ChineseCommercialCounselor’sofficeinforeigncountries中國駐國外商務(wù)處BusinessHousesofthesametrade同業(yè)商行AdvertisementsThingsyoushouldwriteinaletterthesourcesofinformationrelatedtotheaddressee,forexample,howyouknowhisnameandaddresse.g.:—WehaveyournameandaddressfromtheCommercialCounselor’sOfficeofyourembassyinBeijing.—YourfirmhasbeenrecommendedtousbyBankofChinainBeijing.yourintention,i.e.whyyouarewritingtohime.g.:—Wewouldbepleasedtoestablishbusinessrelationshipswithyou.—Wearewillingtoenterintobusinessrelationshipswithyourcompanyonthebasisofequalityandmutualbenefit.abriefintroductionofyourfirm,e.g.yourbusinessscope,yourbranches,yourfinancialstandingandcreditrating,etc.e.g.:—Wehavethepleasureofintroducingourselvestoyouasastate-operatedcorporationdealingexclusivelyinlightindustrialgoods.—Weareoneofthelargestimportersofcottonandwoolenpiecegoodsinthiscity.Sometimesthetermsofsalesorpurchasesarementionedandcatalogues,pricelistsandotherdetailsenclosedforreference.e.g.:—Enclosedyouwillfindacopyofourexportlistshowingthemainitemsnowavailableforyourreference.Sample1DearSirs,WehavelearnedyournamefromyourEmbassyandarepleasedtowritetoyouwiththehopeofestablishingbusinessrelationswithyou.WespecializeintheexportationofChineseChemicalsandpharmaceuticals,whichhaveenjoyedgreatpopularityinworldmarkets.Weencloseacopyofourcatalogueforyourreferenceandhopethatyouwouldcontactusifanyitemisofinteresttoyou.Wearelookingforwardtoyourearlyreply.YoursfaithfullySample2Wearedelighttoansweryourrequestforinformationonourgoodsforsale/establishb