外貿(mào)交際英語(yǔ)

外貿(mào)交際英語(yǔ)第1頁(yè)/共53頁(yè)TeachingObjectives

1.知識(shí)目標(biāo)：（1）了解尋找客戶的基本方法； （2）掌握邀請(qǐng)客戶參加廣交會(huì)的交際技巧； （3）掌握建交函及其回復(fù)函、邀請(qǐng)函及其回復(fù)函、促銷函寫(xiě)作內(nèi)容和方法； （4）了解通過(guò)關(guān)鍵詞查找客戶的方法。2.能力目標(biāo)：（1）能夠使用網(wǎng)絡(luò)平臺(tái)查找新客戶；（2）能夠通過(guò)B2B網(wǎng)絡(luò)平臺(tái)，利用關(guān)鍵詞查詢真實(shí)買家信息。3.素質(zhì)目標(biāo)：（1）熟悉并適應(yīng)貿(mào)易工作； （2）能夠進(jìn)行商務(wù)英語(yǔ)交際； （3）具有一絲不茍、嚴(yán)肅認(rèn)真的工作作風(fēng)。DialoguesWritingPracticallearningTraining第2頁(yè)/共53頁(yè)ImportancesandDifficulties教學(xué)重點(diǎn)：建交函、邀請(qǐng)函及促銷函寫(xiě)作；利用關(guān)鍵詞查詢買家信息。教學(xué)難點(diǎn)：通過(guò)B2B網(wǎng)絡(luò)平臺(tái)，利用關(guān)鍵詞查詢真實(shí)買家信息。

DialoguesWritingPracticallearningTraining第3頁(yè)/共53頁(yè)BasicKnowledge

Whenvocationalcollegestudentsgraduatefromtheirbusinessmajor,theywilltrytogettheirjobs.Mostofthemwillworkasforeigntradesalesmen.Thefirstworkingstepistryingtogettheforeigncustomers.Thisstepistoestablishbusinessrelationships.Itisabeginningofasuccessfulbusiness.Itisamostimportantworktoestablishbusinessrelationshipswithcustomerstoaneworoldcompany.Itishelpfultowinnewcustomersandtoenlargethebusinessanditisthekeysteptodevelopbusinessandwinbenefits.SectionI.Warm-up

DialoguesWritingPracticallearningTraining第4頁(yè)/共53頁(yè)BasicKnowledge

Mostcommonwaysofestablishingbusinessrelationshipsareasfollows:Internetadvertising,searchingcustomerinformationonline,postingproductswithdetailedinformationonB2Bdatabasewebsites,suchas,,,,commodityfairsexhibition,businessdelegationvisits,friendsintroduction,etc.Youmayalsocontactwiththecustomersthroughbanks,embassy,counselor,foreignbranchestoknowsomebasicinformationincludingcreditstatusandbusinesssituationaswellasthebusinesscapability.DialoguesWritingPracticallearningTraining第5頁(yè)/共53頁(yè)WorkBackground

Mostcommonwaysofestablishingbusinessrelationshipsareasfollows:Internetadvertising,searchingcustomerinformationonline,postingproductswithdetailedinformationonB2Bdatabasewebsites,suchas,,,,commodityfairsexhibition,businessdelegationvisits,friendsintroduction,etc.Youmayalsocontactwiththecustomersthroughbanks,embassy,counselor,foreignbranchestoknowsomebasicinformationincludingcreditstatusandbusinesssituationaswellasthebusinesscapability.DialoguesWritingPracticallearningTraining第6頁(yè)/共53頁(yè)SectionII.SpeakingPre-taskTask

PracticeDialoguesWritingPracticallearningTraining第7頁(yè)/共53頁(yè)ChinaImport&ExportCommoditiesFair中國(guó)進(jìn)出口商品交易會(huì)NOTE

ChinaImportandExportFair,alsorenownedastheCantonFair,hasbeenheldsuccessfullywithoutanysuspensionsfor102sessionsinGuangzhoueveryspringandautumnsinceitsinaugurationin1957.OnOctober15,2006,attheOpeningandCelebrationCeremonyofthe100thsessionoftheCantonFair,Mr.WenJiabao,thePremieroftheStateCouncilofPeople’sRepublicofChina,announcedonbehalfoftheChineseGovernmentthat:DialoguesWritingPracticallearningTraining第8頁(yè)/共53頁(yè)“Inordertobetteradapttothenewcircumstancesofopeningup,expandimport,increaseexportandpromotetheharmoniousandbalanceddevelopmentofimportandexporttrade,ChinesegovernmentdecidetochangethenameofChineseExportCommoditiesFairintoChinaImportandExportFairstartingfromits101stsession”.Boastingexportandimportfunctions,theCantonFairbecomesthebestplatformforinternationalbusinesspeopletotradewithChina.

DialoguesWritingPracticallearningTraining第9頁(yè)/共53頁(yè)P(yáng)re-task

InvitationtoCantonFair1.The111stCantonFairwillbeheldonApril15th,2012.2.OnepurposeofmyphonecalltodayistoinviteyoutoparticipateinthisFair.3.NewmodelkiteswillbeexhibitedontheFair.4.Wishtogetyourhelpandwishtoreceiveyourinvitationletterforvisaapplication.5.IwillsendyoutheinvitationlettertomorrowandIwillarrangeforyourcoming.DialoguesWritingPracticallearningTraining第10頁(yè)/共53頁(yè)P(yáng)re-task

AdditionalSentences1.WewillattendXX（展會(huì)名稱）FairinGuangzhouduringxx/xx---xx/xx,2012.2.WarmlywelcometoourBoothNo.8B51.3.We’reoneofthemanufacturersspecializinginXX（產(chǎn)品名稱）.4.You'llknowourproductsbetterafterthisvisit.5.They'vemetwithgreatfavorhomeandabroad.6.Allthesearticlesarebestselling.DialoguesWritingPracticallearningTraining第11頁(yè)/共53頁(yè)Task

Assignataskbyteacher

Youinviteoneofcustomerstoexhibition.Youshoulddecidethenameofyourcompanyandproducts.Youmakearole-play,onerolesasexporter,theotheronerolesascustomer.DialoguesWritingPracticallearningTraining第12頁(yè)/共53頁(yè)P(yáng)ractice

checkandmakeconclusion

Importantsentencesandphrases1.Wecansurelymeetyourdemand.

2.Wewillofferyoubestqualitykitesinexcellentdesignswithcompetitiveprice.3.participatein

4.Thistalkisexcellentforvalue.DialoguesWritingPracticallearningTraining第13頁(yè)/共53頁(yè)Theletterforbuildingupbusinessrelations

SectionIII.PracticalWritingInvitationletterDoitYourselfDialoguesWritingPracticallearningTraining

Promotionletter第14頁(yè)/共53頁(yè)EstablishingbusinessrelationDialoguesWritingPracticallearningTrainingSample1.EstablishingRelations

DearSirs,Wegotyournameandaddressonline.WeknowyouareawholesalerofkitesinEurope.WearemanufacturerofChineseKitesintheKiteCapitalcity—Weifang.Wemayoffervarieddesignsofkitesindifferentcolorsandsizes.Detailsseeourwebsite.Wemaysendyousampleslater.Wishyouhaveinterestsforfurthernegotiation.第15頁(yè)/共53頁(yè)Waitingforyourresponse.Detailsseeourwebsite.Wemaysendyousampleslater.Wishyouhaveinterestsforfurthernegotiation.Waitingforyourresponse.BestregardsWangDaweiWeifangKitePlantAdd:35,WeizhouRd,Weifang,ChinaTel:86-536-8881234Fax:86-536-8881235E-mail:kite@DialoguesWritingPracticallearningTraining第16頁(yè)/共53頁(yè)1.

Howtogetinformationforbuyerandseller?DiscussingQuestions(1)Internet,ads,fairs;

(2)Inquiriesreceivedfrommerchantsabroad;Theintroductionfrombusinessconnections;Themarketinvestigations;(3)CCPIT:ChinaCouncilforthePromotionofInternationalTrade;TheChamberofCommerce;TheCommercialCounselor’sOffice;TheBanks.DialoguesWritingPracticallearningTraining第17頁(yè)/共53頁(yè)2.Howtowriteletterforestablishingrelations?DiscussingQuestionsIllustratingthechannelforgettinginformation;

(2)Introducingself-information;(3)Introducingimportantproductsandsendingcataloguesforreference;(4)ExpressingthewillingnesstogetagreementDialoguesWritingPracticallearningTraining第18頁(yè)/共53頁(yè)EstablishingbusinessrelationDialoguesWritingPracticallearningTrainingSample2.

ResponsetoEstablishingRelationsDearSirs,Thanksforyouremailreceivedthismorning.WehaveaplantobuyWeifangkitesinalargequantity.Plsofferyourproductscatalogueandpricelistforreference.Eachtypeshouldhavedetailedspecifications.Wishtohavesuccessfulcooperationandmutuallybenefits.第19頁(yè)/共53頁(yè)Faithfully,Mr.SmithGlobalTradeCompany,KiteBranchTel:+44-(0)-8707-353666Fax:+44-(0)-8707-353667E-mail:info@Website:http://www.globaltrade.ukDialoguesWritingPracticallearningTraining第20頁(yè)/共53頁(yè)1.信息來(lái)源PracticalSentences我們從駐貴國(guó)的中國(guó)大使館商務(wù)參贊處得知貴公司是紡織品的主要出口商。

WehaveobtainedyournameandaddressthroughtheCommercialCounselor’sOfficeoftheEmbassyofthePeople’sRepublicofChinaandunderstandthatyouaretheleadingexporteroftextiles.(2)我們從網(wǎng)上獲取貴公司的名稱和地址。

Wegotyournameandaddressonline.

(3)我們從中國(guó)駐倫敦大使館的參贊處得知你們的名字和地址。

We’vecometoknowyournameandaddressfromtheCommercialCounselor’sOfficeoftheChineseEmbassyinLondon.

DialoguesWritingPracticallearningTraining第21頁(yè)/共53頁(yè)2.寫(xiě)信目的PracticalSentences我們有意與貴公司建立業(yè)務(wù)關(guān)系。

Wewouldliketoestablishbusinessrelationshipwithyourcompany.(2)我們?cè)概c貴公司建立商務(wù)關(guān)系。

Wearewillingtoestablishtraderelationswithyourcompany.(3)我們希望與您建立業(yè)務(wù)往來(lái)。

Pleaseallowustoexpressourhopeofopeninganaccountwithyou.

DialoguesWritingPracticallearningTraining第22頁(yè)/共53頁(yè)3.公司及產(chǎn)品簡(jiǎn)介PracticalSentences我公司經(jīng)營(yíng)電子產(chǎn)品。

Ourcompanyspecializesinelectronicproducts.(2)我們主要經(jīng)營(yíng)風(fēng)箏。

Wearemanufacturerofkites.Ourchieflineisproductionkites.Ourbusinessareaissalesandproductionofkites.Wespecializeinmanufacturingkites.Welimitourselvesinsalesofkites.(3)本公司經(jīng)營(yíng)這項(xiàng)業(yè)務(wù)已多年，并享有很高的國(guó)際信譽(yù)。Ourcompanyhasbeeninthislineofbusinessformanyyearsandenjoyshighinternationalprestige.

DialoguesWritingPracticallearningTraining第23頁(yè)/共53頁(yè)4.隨函附上產(chǎn)品目錄PracticalSentences為了使貴方對(duì)我方經(jīng)營(yíng)的產(chǎn)品有所了解，特寄我方最新目錄，以供參閱。

Inordertoacquaintyouwiththeproductswedealin,wetakepleasureinsendingyouourlatestcataloguesforyourreference.

DialoguesWritingPracticallearningTraining5.表達(dá)建交意愿

(1)很榮幸向貴公司推介本公司，希望我們能有機(jī)會(huì)與貴公司合作，進(jìn)一步拓展業(yè)務(wù)。Wehavethepleasureofintroducingourselvestoyouwiththehopethatwemayworkcloselywithyouinfurtherbusinessdevelopment.

第24頁(yè)/共53頁(yè)DearMr.Smith,The111thCantonFairwillbeheldonApril15th,2012.WesincerelyinviteyoutoattendfordirectdiscussionsontheorderofWeifangKites.Itisappreciatedtogetyourdecisionandscheduleintimeinorderthatwemaycompletethenecessaryformalities.WearelookingforwardtomeetingyouattheFair.Bestregards

InvitationletterSample3.InvitationtoCantonFair

DialoguesWritingPracticallearningTraining第25頁(yè)/共53頁(yè)WangDaweiWeifangKitePlantTel:86-536-8881234Fax:86-536-8881235E-mail:kite@DialoguesWritingPracticallearningTraining第26頁(yè)/共53頁(yè)1.

What

contentdoesaninvitationletterinclude?DiscussingQuestionsReasonsforinvitationNameandtimeofafairThepurposeforinvitationYourdecisionandscheduleWishesandcontactinformationDialoguesWritingPracticallearningTraining第27頁(yè)/共53頁(yè)DearMr.Wang,Thankyouverymuchforyourkindinvitationreceivedthismorning.IwillarriveatGuangzhouonApril26thwithmysalesmanager,Mr.Johnson.TheflightNo.isBI747.Iwillcallyouthenforourmeeting.Thanksagainforyourefforts.Wishtomeetyousoon.B.rgds.Mr.SmithGlobalTradeCompany,KiteBranchTel:+44-(0)-8707-353666Fax:+44-(0)-8707-353667E-mail:info@Website:http://www.globaltrade.ukSample4.Replytotheinvitation

DialoguesWritingPracticallearningTraining第28頁(yè)/共53頁(yè)P(yáng)racticalSentences1）WeherebysincerelyinviteyouandyourcompanyrepresentativestovisitourboothatTheContinentalExhibitionCenterfromApril15thto20th2012.2）From28April-1May2012,wewillbeexhibitingatthe"HongKongGifts&PremiumFair2012".3）wewillattendthe104thCantonFairwhichwasheldincantononOctober15thto20th2012.4）OurboothnumberisA102.5）Itwouldbeagreatpleasuretomeetyouattheexhibition.

DialoguesWritingPracticallearningTraining第29頁(yè)/共53頁(yè)ComplimentaryCloseSincerelyyours,Yourssincerely,Respectfullyyours,Yourstruly,Yourscordially,Verytrulyyours,DialoguesWritingPracticallearningTraining第30頁(yè)/共53頁(yè)

YouaretheSalesManagerforSunlightAutoCo.,Ltd..YouareorganizingyourscheduleforshowingproductsatTheChinaImportandExportFairon15th-20thApril.Writeaninvitationlettertoyourclient,whosenameisMr.HigginsfromABCcompanytovisityourboothatthattime.

DoitYourselfKeytothisletterDialoguesWritingPracticallearningTraining第31頁(yè)/共53頁(yè)J.HigginsManager45BroughtonStreetBrightonBN251XLFeb.15,2009DearMr.Higgins,Asyouareourvaluedcustomer,welookforwardtoeveryopportunitytomeetwithyou.From15thApr.to20thApr.2009,wewillbeexhibitingatthe105thChinaImportandExportFair.Wecordiallyinviteyoutovisitourbooth.Ourboothnumberis2B28inHall2.WithCompliments,P.MatthewsP.MatthewsSalesManagerSunlightAutoCompanyDialoguesWritingPracticallearningTraining第32頁(yè)/共53頁(yè)P(yáng)romotionLetterDialoguesWritingPracticallearningTrainingSample5.IntroducingNewProductsDearSirs,WearemanufacturerofkitesinWeifang,China.Ournewdesignedsportkite“2012LondonOlympics”isintroducedtothemarketnow.Weofferasfollows:1)Size:160x80cm,140x70cm,120x60cm2)Material:ripstopnylonornylon3)Frame:fibreglass4)Windrange:2-6bft第33頁(yè)/共53頁(yè)5)Line:2x50mIndividualpacking:1pc/PVCbagornormalPVC+nylonsewnbagOuterpacking:40pcs/ctnCartondimensions:115x28x33cmWecanofferothertypesofkites,detailsseeourwebsite:Waitingforyourresponsetokite@BestregardsWangDaweiWeifangKitePlantAdd:35,WeizhouRd,Weifang,ChinaTel:86-536-8881234Fax:86-536-8881235E-mail:kite@DialoguesWritingPracticallearningTraining第34頁(yè)/共53頁(yè)1.Whataspectstointroduceproducts?DiscussingQuestions規(guī)格（specification）;

(2)材料（material）;(3)設(shè)計(jì)(design);(4)質(zhì)量(quality):

(5)包裝(package)DialoguesWritingPracticallearningTraining第35頁(yè)/共53頁(yè)July22nd,2012DearSirs,Wearepleasedtonotefromyoure-mailofJuly20ththatyouaremanufacturerofWeifangkitesandhaveanewproduct“2008Olympics”withdetailedinformation.PlsquoteusyourlowestpriceCIFEMP,inclusiveofour5%commission,statingtheearliestdateofshipment.Ifyourpriceisfoundcompetitiveandthedeliverydateacceptable,wewillplacealargeorderwithyou.Waitingforyourpromptresponse.

BestregardsMr.SmithGlobalTradeCompany,KiteBranchTel:+44-(0)-8707-353666Fax:+44-(0)-8707-353667E-mail:info@Website:http://www.globaltrade.ukSample6.ResponsetointroducenewproductsDialoguesWritingPracticallearningTraining第36頁(yè)/共53頁(yè)P(yáng)racticalSentences1）Thismodeloftypewriterisefficientanddurable,economicalandpracticalformiddleschoolstudents.這個(gè)型號(hào)的打字機(jī)對(duì)中學(xué)生來(lái)說(shuō)，高效、耐用、經(jīng)濟(jì)、實(shí)惠。2）Thecomputerweproducedischaracterizedbyitshighquality,compactsize,energysavingandisalsoeasytolearnandeasytooperate.我們生產(chǎn)的計(jì)算機(jī)其特點(diǎn)是質(zhì)量好，體積小，節(jié)能，而且易學(xué)好。3）Theyarenotonlyaslow-pricedasthegoodsofothermarkers,buttheyaredistinctlysuperiorinthefollowingrespects.它們不但和其它廠家的產(chǎn)品一樣低廉，而且在以下幾個(gè)方面有其獨(dú)特的優(yōu)越性。

DialoguesWritingPracticallearningTraining第37頁(yè)/共53頁(yè)Howtosearchbuyersonline?SectionIV.PracticalLeaning

Thoughmostbuyersprefertolookforproductsandsuppliersbysearchingandbrowsing,almostathirdofthempostBuyingLeadstoletsellersfindtheminstead.Asaseller,youcansearchthebuyingtradeleadspostedbythosebuyersandsendinstantquotations.

DialoguesWritingPracticallearningTraining第38頁(yè)/共53頁(yè)Search1.Clickthe"Buyers"tababovetheSearchBar.2.EnteraproductnameintheSearchBox(Relatedsuggestionswillbeshownwhenyoustarttyping.IfyoudonotneedSearchSuggestions,youcanclick"Hide"toremovethem),thenclick"Search".SectionIV.PracticalLearningDialoguesWritingPracticallearningTraining第39頁(yè)/共53頁(yè)3.YoucanfilteryoursearchresultsbyCountry/Regionand/orCategory.4.YoucanalsouseRefineSearchtofilteryoursearchresults.SectionIV.PracticalLearningDialoguesWritingPracticallearningTraining第40頁(yè)/共53頁(yè)SelectDateThishelpsyoufilteryourbuyingleadresultsbypostingdate.SelectPurchaseTypeTherearetwopurchasetypesyoucanusetofilteryourbuyingleadresults."UrgentlyNeededProduct"isforshort-termorurgentpurchaseneeds."Long-termpurchase"isforlong-termpurchaseneeds.SectionIV.PracticalLearningDialoguesWritingPracticallearningTraining第41頁(yè)/共53頁(yè)Browsing1.ClickBuyingLeadstolookforthelatestbuyingleads.SectionIV.PracticalLearningDialoguesWritingPracticallearningTraining第42頁(yè)/共53頁(yè)2.Then,youcanchoosethecategoryyouareinterestedin.SectionIV.PracticalLearningDialoguesWritingPracticallearningTraining第43頁(yè)/共53