建立商業(yè)關(guān)系課件

InternationalBusinessCorrespondenceChapter2EstablishingBusinessRelations&StatusEnquiries

1InternationalBusinessCorrespWhytowritealetterforestablishingbusinessrelations?Toenlargeone’sbusinessscopeandturnoverTomaintainorexpandbusinessactivitiesToestablishbusinessrelationswithprospectivedealersisoneofthevitallyimportantmeasureseitherforanewlyestablishedfirmoranoldone.Nocustomers,nobusiness.2WhytowritealetterforestaWhytomakeastatusenquiries?Toavoidtheunnecessaryloss知己知彼、百戰(zhàn)百勝3WhytomakeastatusenquiriesHowtofindthecompanyyouwanttodealwith?Merchantsmaybeapproachedthroughthefollowingchannels:1.Internet2.Advertisementsinnewspapers/magazines/othermedias3.OverseasChamberofCommerce海外商會4.Yourbranchofficesabroad5.Marketinvestigations6.TradefairheldbothathomeandabroadChinaImportandExportFair中國進出口商品交易會7.BusinessHousesofthesametrade同業(yè)商行Directories貿(mào)易行的行名錄8.Visitabroadbytradedelegationsandgroups9.Bank4HowtofindthecompanyyouwaHowtowritetothecompanyyouwishtocontactforthefirsttime?

1.Beginyouletterbytellingtherecipienthowhisnameisknowntoyou.2.Providenecessaryinformationaboutyourself.3.Stateyourwish.5HowtowritetothecompanyyoHowtodowhenyoureceivealetter?Ifyoureceivealetterinwhichthesenderexpressestheintentiontodobusinesswithyou,whatshouldyoudo?Youshouldanswerassoonaspossible.Thisshowsyourefficiency,whichisagoodwaytoimpressyourpotentialcustomer.Ifyoucan’tdoasrequested,youhavetotellhimtactfullytopavethewayforfuturebusiness.6HowtodowhenyoureceivealHowtostudythischapter?Youshouldpaymuchattentionto:

1.Writingprinciples&tones2.Basicbusinessknowledge3.Typicalsentences/sentencestructure4.Wordextension5.Worddiscrimination6.Grammarpoints7Howtostudythischapter?YouContents◆ModuleLetters◆

SpecimenlettersLanguagepointsAnalyzingtheletter◆Writingtactics◆Languagesummary◆Exercises8Contents◆ModuleLetters8Generalintroduction1.turnover營業(yè)額Eg.Thecompanyturnsover￡150millionayear.Thecompany’sturnoveristo￡150millionayear.2.Openupthemarket打開市場Inthemarketfor:要買

Weareinthemarketforwool.Findamarket:找銷路

Wearetryingtofindamarketforthisarticle.9Generalintroduction1.turnover3.Reputation:prestigeEg.Reputationforcompaniesisvitallyimportantwhenexpandingtheabroadmarket.TerpsichoreanYangLipingenjoyshighprestigeinChinaandwhosedancetheloveforpeacockhasgottenagreatpopularityinourmind.103.Reputation:prestige10Moduleletters-2Assuresb.ofsth.:向－保證Specimenletters-11.onthebasisofequality,mutualbenefitandtheexchangeofneededgoods

平等互利，互通有無2.Togivesb.ageneralideaaboutsth.meansToacquaintsb.withsth.:使某人熟悉或了解。11Moduleletters-2Assuresb.ofsⅠSpecimenlettersLetter1Letter2Letter3Letter412ⅠSpecimenlettersLetter112Letter1Languagepoints:Throughthecourtesyofsb.,wecometoknowyournameandaddress.eg.Throughthecourtesyofmyteacherincollege,Igetthejobforpromotionofair-condition.Wegotyournameandaddressfrom…

B.Inthelineofsth.Vt(esppassive).covetheinsidesurfaceofsth.withalayerofdifferentmaterialsAovercoatforladieslinedwithsilk.Weshouldrefusetodressthosefur-linedcoats.13Letter1Languagepoints:13C.Wetakethelibertytowritetoyouinthehopeofdevelopingcommercialrelationswithyouonthebasisofequalityandmutualbenefit.plungestraightintoyourmessage直奔主題It’sacourtesyexpression,butit’sanolduseinasentence.Wepromoteanddeveloptraderelationswiththethirdcountryaspertheprincipleofequalityandmutualbenefit.14C.Wetakethelibertytowritenclose:v.隨…附上，封入attachThebrochureenclosedwillgiveyoudetailsofthevariedservicewecanrender.隨函附上小冊子一本，向你方詳細介紹我們所能提供的多種服務(wù)項目。enclosuren.附件WeareinreceiptofyourletterofMay18withenclosure.收到你方五月十八日函及附件。15enclose:v.隨…附上，封入attach1Commentsontheletter：

Thisisaletterenquiringaboutthepossibilityofestablishingbusinessrelations.Itbeginsbytellingtherecipientwhoprovidedtheinformation,Itstatesthepurposeofthewritingclearly:toestablishbusinessrelations.Itsaysenoughtointeresttherecipientandsendtheirlatestcatalogueandpricelist.Statethewriter’seagerexpectation.Thelanguageisbriefandtothepoint.16Commentsontheletter：16Letter3Theunder-mentionedcompany,ofLagos,Nigeria,hasrecentlyapproachedus,……andpushthesaleofChineseDrawnWorks……1.Thecompanywillbementionedonthenextcontentofthisletter.Above,said,above-mentioned,aforesaid2.approachsb.for3.pushthesaleofsth.17Letter3Theunder-mentionedcoB.Wewouldgreatlyappreciateitifyou……如果你方能……，我方將不甚感激。Weshallverymuchappreciateitifyoucantellusthedetailedpositionbetweenyours.18B.WewouldgreatlyappreciateLetter4A.Inreplyto……Makeananswertosth.B.well-establishedcompanyThePeopole’sInsuranceCompanyofChinaisourstate-ownedenterpriseandawell-establishedcompanyenjoyinghighprestige.D.Yourpromptreplywouldbehighlyappreciated.

19Letter4A.Inreplyto……19ⅡWritingtacticsParagraphwritingTipsforbeginning20ⅡWritingtacticsParagraphwr各段寫法Theopeningparagraph

Theopeningparagraphisoftenonlyasimplesentence.Itisintroductoryinnatureandfrequentlyreferstoapreviousletter,orcourseofdealings.Itshouldalwaysbecourteous謙恭的,butitshouldalsosetthetoneoftheletter.Thismaybefriendly,orformal,oritmayhintatseriousmatterswhichthebodyoftheletterwillsoonmakeplain.ThebodyoftheletterThisisthe

mainsubjectmatteroftheletter,andisdividedintoanappropriatenumberofparagraphs.TheclosingparagraphTheclosingparagraphisagainusuallyasinglesentencewhichreestablishestheatmosphereofcourtesywhateverhasbeenthenatureofthebodyoftheletter.Itisfrequentlyusedtosignaltheactionwhichthewriterhopeswillfollowfromtheletter.21各段寫法Theopeningparagraph21TipsforbeginningSobesureyouropeningparagraphsetstherighttoneforyourletter.Bedirectanduseyourwordspositivelysoyourreaderhasagoodimpressionfromthebeginningofyourletter.Decidewhatisthemostimportantinformation—andputitintheyourfirstparagraph.Don’tbeafraidtostartyourletterstrongly.22TipsforbeginningSobesureyⅢLanguageSummary*Whenyoufirstcontactacompany,youneedtotellthecompanyhowyougettheirnameandaddress.Youmaysay:1.Wehaveyounameandaddressfromsomebody.2.Wegot/obtainedyournameandaddressthrough…3.Yournameandaddresshavebeenrecommended/introducedtousby…*Whenyouwanttointroduceyourselfyoumaysay:1.Wewouldliketointroduceourselvestoyouasastate-ownedcorporationdealingin….2.Wewishtointroduceourselvestoyouas…23ⅢLanguageSummary*Whenyoufi*ClosingSentencesinSelf-introduction:1.Wewouldbeverypleasedtobeofservicetoyouandhopetosubmittoyouourinquiriessoon.2.Welookforwardtoreceivingyourenquiriessoon.3.Welookforwardtoreceivingfromgoodnews.4.Weshallbeveryhappytohearfromyouandwillcarefullyconsideranyproposalslikelytoleadtobusinessbetweenus.5.Incaseyouareinterestedinotheritems,kindlyletusknowandweshallbeonlytoopleasedtomakeyouoffersdirectly.24*ClosingSentencesinSelf-int*Otherusefulexpressions:1.Weareoneoftheleadingimporters/exportersinBeijing.我們是北京主要進口商/出口商。2.Wehaveexcellentconnectionsinthetradeandarefullyexperiencedwiththeimportbusinessforthistypeofproduct.在這個行業(yè)里我們有極好的貿(mào)易關(guān)系，對這種產(chǎn)品的進口業(yè)務(wù)有豐富的經(jīng)驗。3.Wearecloselyconnectedwithreliablesuppliers/distributors/clientshereandweshallbeabletodosubstantialbusinesswithyou.我們與可靠的供貨商/經(jīng)銷商/客戶有密切的聯(lián)系，我們將能夠與你們做大量的生意。4.Weenjoyanexcellentreputationinthisfieldandwesupplybestqualityproducts.在這個領(lǐng)域里我們享有極好的聲譽，可以提供優(yōu)質(zhì)的產(chǎn)品。5.Wearepleasedtoestablishadirecttraderelations/connectionswithyou.我們將很高興與你們建立直接業(yè)務(wù)聯(lián)系。6.Itisagreatpleasuretoexplorethepossibilityofdevelopingtraderelationswithyou.很榮幸能夠與你們探索發(fā)展貿(mào)易關(guān)系的可能性。25*Otherusefulexpressions:25Exercises總結(jié)有用例句(結(jié)合P28ReferenceExpressions)1.表達信息渠道來源的句式2.自我介紹的常用語3.表達欲建立商業(yè)關(guān)系的句式P33ⅠⅣⅤ做書上、Ⅱ

Ⅲ做作業(yè)本上26Exercises總結(jié)有用例句(結(jié)合P28ReferencSkilldrillingYouareaskedtowritealetterorsendanemailtoaforeigncompanyforestablishingbusinessrelations.Theletterortheemailshouldcoveratleastthefollowingpoints:1.

Wherehaveyougottheinformation?2.

Whatisyourbusinessscope?3.

Whatisyourdesire?27SkilldrillingYouareaskedtoTHEENDTHANKS!28THEENDTHANKS!28recommendv

推薦；建議

recommendationn.介紹；推薦YourfirmhasbeenrecommendedtousbytheChamberofCommerceinTokyo,Japan.日本東京商會把貴公司推薦給我們。TheyrecommendthatwetrytheEuropeanmarket.Werecommendconcentrationofoffers.我們建議集中報盤。Werecommendthemtomakeoffersconcentrically.我們建議他們集中報盤。他們建議我們試一下歐洲市場。

Practicerecommend29recommendv推薦；建議recommendaappreciateappreciate：tobethankfulorgrateful感激Weappreciateyourhelp.我們感激你的幫助。Ifyouwanttothanksomeoneyoumaysay:a.Wearethankful/gratefultoyouforsomething;b.Weappreciatesomething/yourdoingsomethingButdonotusetheexpression:Weareobliged/indebtedtoyou.astheyareoldfashioned.30appreciateappreciate：tobethaWehavebeenformanyyearsinthechemicalline.handlev.經(jīng)營（某種或某類商品）

totradeintodealinbeinline

specializein專門經(jīng)營

類似的表達法還有：

Practice我們是國營公司，專門經(jīng)營棉布的進出口業(yè)務(wù)。Weareastate-operatedcompany,handlingexclusivelytheimportandexportofCottonPieceGoods.我們經(jīng)營各種各樣的棉布。Wetradeinallkindsofcottonpiecegoods.Theyaremainlydealinginfertilizers.他們主要經(jīng)營化肥。我們從事化工產(chǎn)品這一行業(yè)已有多年。5）他們專營服裝.Theyspecializeingarments.31Wehavebeenformanyyearsinshould引導(dǎo)的條件從句，相當(dāng)于

if但比

if要客氣委婉，常用于商務(wù)英語Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.倘若你方價格具有競爭性而且交貨期可接受的話，我們有意向你方大量訂購。Shouldtheamountexceedthatfigure,L/Cwillberequired.倘若金額超過此數(shù)字，則要求用信用證支付。

PracticeShould…32should引導(dǎo)的條件從句，相當(dāng)于if但比if要客氣委你方男式皮鞋的報價太高難以接受。quotation:n.報價

make(send,give,cable,fax)sbaquotationforsth.

向某人就某種商品報價用介詞for：PleasemakeusyourlowestquotationforMen’sShirts.請向我方報男式襯衫的最低價。

買方提及賣方報價時用介詞of：YourquotationofMen’sLeatherShoesistoohightobe

acceptable.Quotation33你方男式皮鞋的報價太高難以接受。quo