建立業(yè)務(wù)關(guān)系PPT課件

1、 channels of getting potential customers information. 進(jìn)出口雙方可以通過以下渠道來相互了解：進(jìn)出口雙方可以通過以下渠道來相互了解：（1）網(wǎng)絡(luò)（）網(wǎng)絡(luò)（online）（2）商會(huì)（）商會(huì)（chamber of commerce）（3）商務(wù)參贊處（）商務(wù)參贊處（commercial counselors offices）（4）交易會(huì)和展覽會(huì)）交易會(huì)和展覽會(huì) （export commodities fairs & exhibitions）（5）廣告（）廣告（advertisement）（6）市場調(diào)查（）市場調(diào)查（market investi

2、gation）（7）其他渠道）其他渠道:銀行、代理商等銀行、代理商等 (bank, commercial agency) dear mr. andy burns， we have obtained your name and address from the website that you are in the market for chinaware. we are now writing to you hoping to enter into business relations with you. we was established in 1997.our company offer

3、s a wide range of products. we have high credit status, and our company has a fixed business relations with suppliers. our company also pay attention to the development of new product, our new product in 2013 series with firstclass porcelain, beautiful packing and high quality. our products are extr

4、emely competitive in the world market. we shall be pleased to enter into direct business relations with you at an early date. looking forward to your early reply. faithfully yourssource of informationpurpose of letterself introductiondesire and hope 建立業(yè)務(wù)關(guān)系建立業(yè)務(wù)關(guān)系n 一筆具體的交易往往始于出口商主動(dòng)向潛在客戶發(fā)一筆具體的交易往往始于出口商

5、主動(dòng)向潛在客戶發(fā)函建立業(yè)務(wù)關(guān)系。在書寫這種信函時(shí)，首先要向?qū)Ψ胶I(yè)務(wù)關(guān)系。在書寫這種信函時(shí)，首先要向?qū)Ψ秸f說明信息來源明信息來源，即如何取得對(duì)方的資料，并，即如何取得對(duì)方的資料，并言明去函目的言明去函目的。其次需要其次需要介紹本公司性質(zhì)、業(yè)務(wù)范圍、經(jīng)營商品等基本介紹本公司性質(zhì)、業(yè)務(wù)范圍、經(jīng)營商品等基本情況情況。在較明確對(duì)方需求時(shí)，應(yīng)對(duì)特定商品進(jìn)行具體的。在較明確對(duì)方需求時(shí)，應(yīng)對(duì)特定商品進(jìn)行具體的推薦性介紹；否則，通常只就公司經(jīng)營產(chǎn)品的整體情況，推薦性介紹；否則，通常只就公司經(jīng)營產(chǎn)品的整體情況，如質(zhì)量標(biāo)準(zhǔn)、價(jià)格水平等作較為籠統(tǒng)的介紹，或者附上如質(zhì)量標(biāo)準(zhǔn)、價(jià)格水平等作較為籠統(tǒng)的介紹，或者附上目

6、錄、報(bào)價(jià)單或另寄樣品供對(duì)方參考。目錄、報(bào)價(jià)單或另寄樣品供對(duì)方參考。 此外，在結(jié)尾部分，可與其他商業(yè)信函一樣，寫上此外，在結(jié)尾部分，可與其他商業(yè)信函一樣，寫上一兩句希望對(duì)方給與回應(yīng)或勸服對(duì)方立即采取行動(dòng)的語一兩句希望對(duì)方給與回應(yīng)或勸服對(duì)方立即采取行動(dòng)的語句。句。8寫信要點(diǎn)（寫信要點(diǎn)（writing skills）n信息來源：信息來源：告訴對(duì)方我方是如何獲悉對(duì)方的地址和經(jīng)告訴對(duì)方我方是如何獲悉對(duì)方的地址和經(jīng)營范圍的。營范圍的。n寫信目的：寫信目的：表示我方有與對(duì)方建立業(yè)務(wù)關(guān)系和合作的表示我方有與對(duì)方建立業(yè)務(wù)關(guān)系和合作的強(qiáng)烈愿望。強(qiáng)烈愿望。n本公司概述：本公司概述：介紹本公司的性質(zhì)、基本業(yè)務(wù)情況和經(jīng)

7、介紹本公司的性質(zhì)、基本業(yè)務(wù)情況和經(jīng)營范圍。營范圍。n產(chǎn)品介紹：產(chǎn)品介紹：說明希望推銷或購買的產(chǎn)品。說明希望推銷或購買的產(chǎn)品。n要求寄送有關(guān)資料和表達(dá)愿望要求寄送有關(guān)資料和表達(dá)愿望( (買方買方) )：附寄公司簡介、：附寄公司簡介、商品目錄、價(jià)目表和樣品等，以便對(duì)方全面了解我方商品目錄、價(jià)目表和樣品等，以便對(duì)方全面了解我方信息（賣方）。信息（賣方）。建立業(yè)務(wù)關(guān)系信函的寫作步驟及常見表達(dá)方式：建立業(yè)務(wù)關(guān)系信函的寫作步驟及常見表達(dá)方式：寫作步驟寫作步驟 表達(dá)方式表達(dá)方式 （1）說明）說明信息來源信息來源（告知對(duì)（告知對(duì)方你從何方你從何種渠道得種渠道得知對(duì)方公知對(duì)方公司的情況）司的情況） your c

8、ompany has been kindly introduced to us by（貴公司由（貴公司由介紹給我們。）介紹給我們。） we learn through/fromthat（我們通過（我們通過得知得知。）。） on the recommendation of （由（由推推薦薦）10useful expressions and sentences 1、信息來源：我們從、信息來源：我們從得知；通過得知；通過我我們了解到們了解到(1) your firm has been kindly recommended to us through the courtesy of the chamb

9、er of commerce . 承蒙貴國商會(huì)的介紹，我公司得知貴公司的承蒙貴國商會(huì)的介紹，我公司得知貴公司的情況。情況。11 (2) we have obtained your name and address by indian embassy in beijing and understand that you would like to establish business relationship with us. 我們從印度駐北京大使館得知貴公司的名稱和我們從印度駐北京大使館得知貴公司的名稱和地址，并獲悉貴公司愿同我們建立業(yè)務(wù)關(guān)系。地址，并獲悉貴公司愿同我們建立業(yè)務(wù)關(guān)系。12 (3

10、) we learn your company from the internet that you are one of the leading manufacturers in this line. 我們從網(wǎng)上了解到貴公司是這一行業(yè)的主我們從網(wǎng)上了解到貴公司是這一行業(yè)的主要生產(chǎn)商之一。要生產(chǎn)商之一。（2）對(duì)）對(duì)公司做簡公司做簡單的介紹單的介紹（例如公（例如公司的業(yè)務(wù)司的業(yè)務(wù)范圍等）范圍等） we wish to introduce ourselves to you as a （我們把自己作為（我們把自己作為介紹給你們。）介紹給你們。） our lines are mainly（我們主要從事

11、（我們主要從事。）。） fall within our business activities.（屬屬于我們的經(jīng)營范圍。）于我們的經(jīng)營范圍。） fall within 應(yīng)列入應(yīng)列入范圍內(nèi)范圍內(nèi), 屬于屬于articles of this kind fall within our business activities. 此類商品在我方經(jīng)營范圍之內(nèi)。此類商品在我方經(jīng)營范圍之內(nèi)。 14 2、自我介紹、自我介紹(公司經(jīng)營管理范圍等公司經(jīng)營管理范圍等)(1) we have the pleasure of introducing ourselves to you as one of the leadi

12、ng importers in the chemical line. 我們有幸自薦，我們是經(jīng)營化學(xué)產(chǎn)品的主要進(jìn)口商之一。我們有幸自薦，我們是經(jīng)營化學(xué)產(chǎn)品的主要進(jìn)口商之一。 (2) we are a stated-owned corporation, engaged in exportation of following articles. 我們是一家國有企業(yè)，經(jīng)營以下商品的出口業(yè)務(wù)我們是一家國有企業(yè)，經(jīng)營以下商品的出口業(yè)務(wù) (3) we are given to understand that you are potential buyers of chinese green tea, whi

13、ch falls in the scope of our business activities. 據(jù)了解，貴公司是中國綠茶的潛在買主，而中國綠茶正屬據(jù)了解，貴公司是中國綠茶的潛在買主，而中國綠茶正屬于我們的經(jīng)營范圍。于我們的經(jīng)營范圍。 (4) our corporation handles/deals/specializes in the import and export business of chinese silk goods. 本公司經(jīng)營本公司經(jīng)營/專營中國絲織品的進(jìn)出口業(yè)務(wù)。專營中國絲織品的進(jìn)出口業(yè)務(wù)。（3）表）表達(dá)寫信目達(dá)寫信目的的 we are willing to ente

14、r into business relations with you.（我們?cè)敢夂唾F方建立業(yè)務(wù)（我們?cè)敢夂唾F方建立業(yè)務(wù)關(guān)系。）關(guān)系。） we express our desire to （我方愿意（我方愿意。）。） we are now writing you for （我們現(xiàn)寫信愿（我們現(xiàn)寫信愿意意。）。）we are desirous of （我方愿意（我方愿意。）。）163、寫信的目的：建立業(yè)務(wù)關(guān)系、寫信的目的：建立業(yè)務(wù)關(guān)系(1) we are writing to you in the hope of entering into business relations with you.

15、 茲寫信給貴方希望建立業(yè)務(wù)關(guān)系。茲寫信給貴方希望建立業(yè)務(wù)關(guān)系。(2) we are writing to you and willing to open up a business relation with you. 茲寫信給貴公司以期與貴公司建立業(yè)務(wù)聯(lián)茲寫信給貴公司以期與貴公司建立業(yè)務(wù)聯(lián)系。系。(3) we would like to take this opportunity to establish business relations with you. 我們?cè)附璐藱C(jī)會(huì)與貴公司建立業(yè)務(wù)聯(lián)系。我們?cè)附璐藱C(jī)會(huì)與貴公司建立業(yè)務(wù)聯(lián)系。174：要求寄送：要求寄送/主動(dòng)寄送有關(guān)資料主動(dòng)寄送有關(guān)資

16、料(1) please send us your catalogue and quotations. 請(qǐng)給我們寄你公司的商品目錄和價(jià)目單請(qǐng)給我們寄你公司的商品目錄和價(jià)目單.(2) we have airmailed samples of our new articles for your reference under separate cover. 我們另航空郵寄新品種的樣品供你方參考。我們另航空郵寄新品種的樣品供你方參考。(3) we would appreciate it if you could send us a latest price list for your electric

17、 products. 你們?nèi)裟芗膩硪环蓦娮赢a(chǎn)品的最新價(jià)目表，我們將非常感你們?nèi)裟芗膩硪环蓦娮赢a(chǎn)品的最新價(jià)目表，我們將非常感謝。謝。(4) we shall appreciate your catalogues and quotations. 如能寄你公司的商品目錄和價(jià)目單當(dāng)十分感謝。如能寄你公司的商品目錄和價(jià)目單當(dāng)十分感謝。18enclosev. 把把封上，隨函附寄封上，隨函附寄we enclose a copy of our quotation.enclosed please find our sales confirmation .enclosure: n. 附件，裝入物附件，裝入物the

18、 envelope contains a check for usd300 as an enclosure.19（5）表達(dá)與表達(dá)與對(duì)方合對(duì)方合作及早作及早日收到日收到回復(fù)的回復(fù)的愿望愿望 we look forward to receiving（希望早（希望早日收到日收到。）。）hope to receive （希望收到（希望收到。）。） your early reply is appreciated.（盼早（盼早復(fù)。）復(fù)。） we are anticipating your answer.（盼早（盼早復(fù)。）復(fù)。）anticipate 預(yù)感；預(yù)料；期待預(yù)感；預(yù)料；期待dear sirs,we

19、obtained your name and address from the website of and note with pleasure the items of your demand just fall within the our business line. we take the opportunity to introduce our company in order to be acquainted with you.our firm is an chinese exporter of various canned foodstuffs. we highly hope

20、to establish business relations with your company on the basis of mutual benefit in an early date. we are sending a catalogue and a pricelist under separate cover for your reference. we will quote our best price to you upon receipt of your enquiry.we are looking forward to receiving your early reply

21、.yours faithfully, 。tivoliproducts plc purchasing managerchila trooborgberstofsgade 48，rotterdam，the netherlands tel：+（31）74 12 37 21 fax：+（31）74 12 37 37 e-mall: .ntltivoliproducts plc purchasing managersam wincesterberstofsgade 48，rotterdam，the netherlands tel：+（31）74 12 37 21 fax：+（31）74 12 37 37 e-mall: a hand-in-hand cooperation for a prosperous future 我公司是寧波的一家外貿(mào)企業(yè)。主要經(jīng)營各類輕工業(yè)產(chǎn)品我公司是寧波的一家外貿(mào)企業(yè)。主要經(jīng)營各類輕工業(yè)產(chǎn)品的進(jìn)出口業(yè)務(wù)。近年來，隨著公司內(nèi)部的改革及業(yè)務(wù)量的迅速的進(jìn)出口業(yè)務(wù)。近年來，隨著公司內(nèi)部的改革及業(yè)務(wù)量的迅速增加，公司在增強(qiáng)經(jīng)濟(jì)勢(shì)力和改革管理體制方面已經(jīng)取得了巨增加，公司在增強(qiáng)經(jīng)濟(jì)勢(shì)力和改革