外貿(mào)函電建立商業(yè)關(guān)系

1、1Chapter 2 Establishing Business Relations2Why?To enlarge ones business scope and turnoverTo maintain or expand business activitiesTo establish business relations with prospective dealers is one of the vitally important measures either for a newly established firm or an old one.No customers, no busi

2、ness.3How to find the company you want to deal with? Merchants may be approached through the following channels:1. Internet2. Advertisements in newspapers/magazines /other medias3. Overseas Chamber of Commerce 海外商會(huì)海外商會(huì)4. Your branch offices abroad5. Market investigations6. Trade fair held both at ho

3、me and abroad China Import and Export Fair中國進(jìn)出口商品交易會(huì)中國進(jìn)出口商品交易會(huì)7. Business Houses of the same trade 同業(yè)商行同業(yè)商行 Directories 貿(mào)易行的行名錄貿(mào)易行的行名錄4How to write to the company you wish to contact for the first time? 1.Begin you letter by telling the recipient how his name is known to you. 2.Provide necessary inf

4、ormation about yourself. 3.State your wish. 5How to do when you receive a letter? If you receive a letter in which the sender expresses the intention to do business with you, what should you do? You should answer as soon as possible. This shows your efficiency, which is a good way to impress your po

5、tential customer. If you cant do as requested, you have to tell him tactfully to pave the way for future business. 6How to study this chapter? You should pay much attention to: 1. Writing principles & tones2. Basic business knowledge3.Typical sentences/sentence structure4.Word extension5.Word di

6、scrimination6.Grammar points7Contents Specimen letters Language points Analyzing the letter Writing tactics Language summary Exercises8 Specimen letters Letter 1 Letter 2 Letter 3 Letter 4 Letter 5 Letter 6 Letter 7 Letter 89Letter 1Language points:A. Co. Ltd有限責(zé)任公司有限責(zé)任公司 It is a company in which the

7、 liability of each shareholder is limited by the number of shares he has taken, so that he cannot be requested to contribute beyond the amount of his shares. That is why we say this is a company with limited liability. B. We got your address from C. Here writing you with expectation of establishing

8、business relationship.plunge straight into your message 直奔主題直奔主題 10attach: v. 隨隨附上，封入附上，封入The brochure attached will give you details of the varied service we can render. 隨函附上小冊子一本，向你方詳細(xì)介紹我們所能提供的多種服務(wù)項(xiàng)目。enclosure n. 附件附件We are in receipt of your letter of May 18 with enclosure.收到你方五月十八日函及附件。11D. We a

9、re mainly producing我公司主產(chǎn)我公司主產(chǎn)E. meet ones need / demand滿足需要滿足需要/需求需求meet :fulfill (a demand, etc); satisfy 滿足（要求等）滿足（要求等）; 符符合合: meet sbs wishes, conditions, needs, etc 滿足某人的愿望、條件、滿足某人的愿望、條件、需要等需要等 meet ones requirements to meet the need of our market We are sorry we are unable to meet your request

10、for immediate shipment. meet withF. enter our web page/view G. dispatch sb/sth (to.) :send sb/sth off to a destination 派遣（某人）派遣（某人）; 發(fā)送（某事物）發(fā)送（某事物）dispatch a letter, telegram, message, etc 發(fā)信發(fā)信.電報(bào)電報(bào).消息等消息等 We welcome the dispatch of the peace-keeping force. 我我們對派出維持和平部隊(duì)此舉表示歡迎們對派出維持和平部隊(duì)此舉表示歡迎. 12H. d

11、eal in vt. 經(jīng)營經(jīng)營(從事從事)：in the line of handle v. 經(jīng)營（某種或某類商品）經(jīng)營（某種或某類商品）We deal in hardware but not software. 我們只經(jīng)營硬件而不經(jīng)營軟件我們只經(jīng)營硬件而不經(jīng)營軟件. As you are in the line of cotton piece goods, we are writing to enquire whether you are willing to enter into business relations with us. 由于貴公司是經(jīng)營棉布的，現(xiàn)特致由于貴公司是經(jīng)營棉布的，

12、現(xiàn)特致此函，以詢問是否愿意與我們建立業(yè)務(wù)聯(lián)系。此函，以詢問是否愿意與我們建立業(yè)務(wù)聯(lián)系。 in the line of entertainment 從事娛樂行業(yè)從事娛樂行業(yè) Tea is in our line. 我們是經(jīng)營茶葉的。我們是經(jīng)營茶葉的。Tea falls within our business activities. J. Hope our products meet your market，so that we can start our business relationship for mutual benefit. 愿我方產(chǎn)品能滿足貴方市場，以便為共同利益同貴愿我方產(chǎn)品能滿

13、足貴方市場，以便為共同利益同貴方展開商業(yè)關(guān)系。方展開商業(yè)關(guān)系。13Comments on the letter： This is a letter enquiring about the possibility of establishing business relations. It begins by telling the recipient who provided the information, It states the purpose of the writing clearly: to establish business relations. It says enough

14、 to interest the recipient and ask for prompt reply. The language is brief and to the point. 14Letter 2Language points:A. Your company has kindly been recommended to us by Guangzhou Chamber of Commerce.B. We shall be pleased to enter into direct business relations with you. enter into進(jìn)入、從事進(jìn)入、從事同義同義e

15、stablish C. It owns professional experiences in International Trade with a broad range of products and services.state-owned corporation國營公司國營公司/state-run /state-operated adj. 國營的國營的range: scope 范圍范圍 the range of our products 我們產(chǎn)品的范圍我們產(chǎn)品的范圍 we are interested in extending our range.D. Wed like to esta

16、blish a business relation between us and to be a sole agent for your company in all of China.E. to build up a glorious futurea glorious deed, victory, etc 光榮的業(yè)績光榮的業(yè)績 勝利等勝利等 die a glorious death, ie esp in battle for ones country 死得光榮死得光榮 15Letter 3A.We are glad to know your name and address on the I

17、nternet. The purpose of this letter is to explore the possibilities of developing trade with you. We are one of the largest manufactures of B.We have advanced equipment and technology. We have introduced a complete set ofintroduce: bring sth into use or operation sth (in/into sth) C.ensuremake sure;

18、 guarantee 確保確保; 保證保證; 擔(dān)保擔(dān)保 Please ensure that all the lights are switched off at night. 16D.accomplish succeed in doing (sth); complete successfully; achieve 完成（某完成（某事物）事物）; 做成功做成功; 實(shí)現(xiàn)實(shí)現(xiàn): accomplish ones aim, a task 達(dá)到目的達(dá)到目的,完成完成任任 E.The excellent quality and service make our products enjoy high re

19、putation in reputation: 名譽(yù)，聲譽(yù)名譽(yù)，聲譽(yù) enjoy a good reputation: have a good reputation有好名聲有好名聲 have a high reputation 享有很高的聲譽(yù)享有很高的聲譽(yù) have an evil reputation 臭名昭彰臭名昭彰We enjoy an excellent reputation in this field and we supply best quality products. 在這個(gè)領(lǐng)域里我們享有極好的聲譽(yù)，可以提供優(yōu)質(zhì)的產(chǎn)品。在這個(gè)領(lǐng)域里我們享有極好的聲譽(yù)，可以提供優(yōu)質(zhì)的產(chǎn)品。17L

20、etter 4A. be in need of be badly in need/be in urgent need of the goods B. engage in C. in accordance with accordance n. 符合符合,一致一致 in (exact) accordance with sth: in agreement or harmony with sth 按照或依據(jù)某事物按照或依據(jù)某事物* in accordance with sbs wishes 按照某人的愿望按照某人的愿望 * act in accordance with custom, the regu

21、lations, the law 依照慣例、依照慣例、規(guī)章、法律規(guī)章、法律.* I am in accordance with him in this matter. 在這件事情上我同他是在這件事情上我同他是一致的。一致的。 D. Your prompt reply would be highly appreciated.18Letter 5A. We are willing very much to establish a stable business relation with you, and be a long-term business friend of you in futur

22、e!B. to quote our best priceQuote v. 報(bào)價(jià)報(bào)價(jià) 如：如：quote sb a price for sth.Please quote us your best CIF prices. 請向我們報(bào)最優(yōu)的請向我們報(bào)最優(yōu)的CIF價(jià)。價(jià)。Would you please quote us your lowest price for the knitted wear? 請向我方報(bào)針織品最低價(jià)。請向我方報(bào)針織品最低價(jià)。For Mens Shirts, we quote US$80 per dozen CIF. 對男式襯衫，我們報(bào)對男式襯衫，我們報(bào)CIF每打每打80美元。美

23、元。19Letter 6A. We have obtained your name and address fromB. light industrial productsC. be of interest to sb.D. Also enclosed for your reference, is our latest price list.過去分詞過去分詞enclosed 可作名詞使用，前面常加定冠詞可作名詞使用，前面常加定冠詞E. Should you be interested in any of our products, please let us know and we will

24、provide you with a quotation.20Letter 7A. We are manufacturers and exporters of all sorts of leather gloves.B. We want to establish business relations with your esteemed company.esteemed adj. usually before noun formal ：respected and admiredesteem n. 尊敬尊敬; 尊重尊重 v. 尊敬尊敬, 認(rèn)為認(rèn)為, 尊重尊重C. submit sth (to s

25、b/sth) ：give sth (to sb/sth) so that it may be considered, decided on, etc 呈遞呈遞,提交提交21Letter 8A. By courtesy of 承蒙承蒙.的好意或介紹的好意或介紹Through the courtesy ofthrough the introduction/recommendation of .B. leading importerC. We are one of good exporters in China over ten years.D. have sth. for saleE. We wi

26、ll offer you best price with top quality, and also good service.F. drop us a line 寫信給我們寫信給我們22 Writing tactics Paragraph writing Tips for beginning23各段寫法各段寫法The opening paragraph The opening paragraph is often only a simple sentence. It is introductory in nature and frequently refers to a previous l

27、etter, or course of dealings. It should always be courteous謙恭的謙恭的, but it should also set the tone of the letter. This may be friendly, or formal, or it may hint at serious matters which the body of the letter will soon make plain.The body of the letter This is the main subject matter of the letter,

28、 and is divided into an appropriate number of paragraphs.The closing paragraph The closing paragraph is again usually a single sentence which reestablishes the atmosphere of courtesy whatever has been the nature of the body of the letter. It is frequently used to signal the action which the writer h

29、opes will follow from the letter.24Tips for beginning So be sure your opening paragraph sets the right tone for your letter. Be direct and use your words positively so your reader has a good impression from the beginning of your letter. Decide what is the most important informationand put it in the

30、your first paragraph. Dont be afraid to start your letter strongly. 25 Language Summary*When you first contact a company, you need to tell the company how you get their name and address. You may say: 1.We have you name and address from somebody. 2.We got/obtained your name and address through 3.Your

31、 name and address have been recommended / introduced to us by*When you want to introduce yourself you may say: 1.We would like to introduce ourselves to you as a state-owned corporation dealing in . 2.We wish to introduce ourselves to you as26*Closing Sentences in Self-introduction:1.We would be ver

32、y pleased to be of service to you and hope to submit to you our inquiries soon.2.We look forward to receiving your enquiries soon.3.We look forward to receiving from good news.4.We shall be very happy to hear from you and will carefully consider any proposals likely to lead to business between us.5.

33、In case you are interested in other items, kindly let us know and we shall be only too pleased to make you offers directly.27*Other useful expressions: 1.We are one of the leading importers/exporters in Beijing. 我們我們是北京主要進(jìn)口商是北京主要進(jìn)口商/出口商。出口商。 2.We have excellent connections in the trade and are fully

34、 experienced with the import business for this type of product. 在這個(gè)行業(yè)里我們有極好的貿(mào)易關(guān)系，對這種產(chǎn)品的進(jìn)口業(yè)務(wù)有豐富在這個(gè)行業(yè)里我們有極好的貿(mào)易關(guān)系，對這種產(chǎn)品的進(jìn)口業(yè)務(wù)有豐富的經(jīng)驗(yàn)。的經(jīng)驗(yàn)。 3.We are closely connected with reliable suppliers/ distributors/ clients here and we shall be able to do substantial business with you. 我們與可靠的供貨商我們與可靠的供貨商/經(jīng)銷商經(jīng)銷商/客戶有密

35、切的聯(lián)系，我們將能夠與你們客戶有密切的聯(lián)系，我們將能夠與你們做大量的生意。做大量的生意。 4.We enjoy an excellent reputation in this field and we supply best quality products. 在這個(gè)領(lǐng)域里我們享有極好的聲譽(yù)，可以提供優(yōu)質(zhì)的產(chǎn)品。在這個(gè)領(lǐng)域里我們享有極好的聲譽(yù)，可以提供優(yōu)質(zhì)的產(chǎn)品。 5.We are pleased to establish a direct trade relations/connections with you. 我們將很高興與你們建立直接業(yè)務(wù)聯(lián)系。我們將很高興與你們建立直接業(yè)務(wù)聯(lián)系。 6.

36、It is a great pleasure to explore the possibility of developing trade relations with you. 很榮幸能夠與你們探索發(fā)展貿(mào)易關(guān)系的可能性。很榮幸能夠與你們探索發(fā)展貿(mào)易關(guān)系的可能性。28Exercises 總結(jié)有用例句總結(jié)有用例句(結(jié)合結(jié)合P31 Reference Expressions)1. 表達(dá)信息渠道來源的句式表達(dá)信息渠道來源的句式2. 自我介紹的常用語自我介紹的常用語3. 表達(dá)欲建立商業(yè)關(guān)系的句式表達(dá)欲建立商業(yè)關(guān)系的句式 P33 做書上、做書上、做作業(yè)本上做作業(yè)本上29Skill drilling Yo

37、u are asked to write a letter or send an email to a foreign company for establishing business relations. The letter or the email should cover at least the following points:1. Where have you got the information?2. What is your business scope? 3. What is your desire?30THE ENDTHANKS!THANKS!31recommend

38、v 推薦；建議推薦；建議 recommendation n.介紹；推薦Your firm has been recommended to us by the Chamber of Commerce in Tokyo, Japan.日本東京商會(huì)把貴公司推薦給我們。日本東京商會(huì)把貴公司推薦給我們。They recommend that we try the European market.We recommend concentration of offers.我們建議集中報(bào)盤。我們建議集中報(bào)盤。We recommend them to make offers concentrically.我們建

39、議他們集中報(bào)盤。我們建議他們集中報(bào)盤。他們建議我們試一下歐洲市場他們建議我們試一下歐洲市場。v Practicerecommend32meet with meet with: agree with, be in accord with 符符合，與合，與一致一致 You will be pleased to know that your desire meets with ours. 你們將很高興得知你們的想法也符合我們的愿望。你們將很高興得知你們的想法也符合我們的愿望。Your plan seems to meet with the ideas of the committee on the

40、subject. 你的計(jì)劃似乎符合委你的計(jì)劃似乎符合委員會(huì)對這個(gè)問題的看法。員會(huì)對這個(gè)問題的看法。 33appreciate appreciate：to be thankful or grateful 感激感激 We appreciate your help. 我們感激你的幫助。我們感激你的幫助。 If you want to thank someone you may say: a. We are thankful/grateful to you for something; b. We appreciate something/your doing something But do not use the expression : We are obliged/indebted to you. as they are old fashioned. 34We have been for many years in the chemical line.handle v. 經(jīng)營（某種或某類商品）經(jīng)營（某種或某類商品） to trade in to