建立貿(mào)易關系.ppt

1、Unit Eight,Establishing Business Relations,Contents of this unit,Channels of information about potential customers Structures of “start letter” Specimen Useful expressions,Why firms establish business relation,No customer, No business New customer, New Business,Where to find potential customers,1. T

2、he commercial counselors office of the embassy in foreign countries 大使館駐國外商務參贊處 2. China Council for Promotion of International Trade (CCPIT) 中國國際貿(mào)易促進委員會（1952-） 3.Overseas Chamber of Commerce 海外商會 China Chamber of International Commerce (CCOIC) 中國國際商會（1988-） 4. Trade Union (Directory) 貿(mào)易行會（名錄） 5. Bu

3、siness Houses of the same trade 同業(yè)商行,Where to find potential customers,6. Exhibitions and Trade fairs 交易會 廣交會(1957-) Guangzhou, Spring & Autumn China Import and Export Fair (Canton Fair) 高交會 (1999-) Shenzhen China High-tech Fair (CHTF) 投洽會(1987-) Xiamen China International Fair for Investment and Tr

4、ade,Where to find potential customers,7. Advertisements in the media 媒體廣告 Publications, eg. Public Commerce Information Service (published by the Ministry of Commerce, P. R. China) Internet, eg. 8. Banks 銀行 9. Market survey/research 市場調(diào)研 10. other channels,What is to be included in such letters (str

5、uctures of start letters),1. Source of information -how do you get his name & address? 2. Purpose of writing-express your desire to enter into business relations with the firm. 3. Product introduction and Company profile-introduce who are you, including firms business scope, financial position and i

6、ntegrity. 4. A pushing end-express your expectation of cooperation and an early reply.,How to write such letters,Remember Principles of good communication Main parts of business letters Format of business letters Specimen letters (refer to textbook),China National Import & Export Corp.,Beijing Branc

7、h,Beijing, China,(the letter head: senders address ),January 4, 2005,(the date),B. Wallace &. Co.,236 St. Louis Street,Croydon, England,( inside address: the address of the recipient),Dear Sirs ：(salutation),We have obtained your name and address from Simpson & Co. Ltd., London, England. As you are

8、in the line of cotton piece goods, we are writing to enquire whether you are willing to enter into business relations with us. We are a state-owned corporation specializing in the export of the above items. To give you a general idea of our products we enclose a brochure and a sample-cutting booklet

9、. We shall send you quotations once we get your specific enquiry.,We look forward to hearing from you soon. Yours faithfully (complimentary close) China National Import & Export Corp. Enclosures:1brochure 1sample-cutting booklet,Explanation of the letter,A. We have obtained your name and address fro

10、m Simpson & Co. Ltd., London, England. 我們從英國倫敦Simpson有限責任公司那里得到貴公司的商號和地址。 1. Simpson & Co. Ltd. Co. Ltd 有限責任公司 State-owned / state-operated company 國有/國營企業(yè) Private firms 私有企業(yè),Explanation of the letter,2.(have) obtained/got your name and address from/through從獲知貴公司名址 Other expressions We have (learnt)

11、 your name and address from Your name and address have been recommended / introduced to us by We owe your name and address to Through the courtesy of At the suggestion/ On the recommendation of,B. As you are in the line of cotton piece goods, we are writing to enquire whether you are willing to ente

12、r into business relations with us. 由于貴公司是經(jīng)營棉布的，現(xiàn)特致此函，以詢問是否愿意與我們建立業(yè)務聯(lián)系。 1. line: business, profession, trade行業(yè), 職業(yè) be in the line of entertainment/ cotton piece goods 從事娛樂行業(yè)/經(jīng)營棉布業(yè) other expressions: Sth. is in our line. Sth. falls within our business activities. Sth lie within the scope of our busine

13、ss activities.,Explanation of the letter,Explanation of the letter,2. enter into business relations with 與建立業(yè)務聯(lián)系 establish / enter into /open up / build business relations restore / cement/ present /improve /promote /enlarge/ speed up / interrupt business relations 恢復/鞏固/保持/改善/促進/擴大/加快/中斷業(yè)務關系,Explan

14、ation of the letter,Other expressions We writing to you in the hope of building business relations with you on the basis of equality and mutual benefit. We avail ourselves of this opportunity to write to you and see if we can establish business relations with you. We have the pleasure of writing thi

15、s letter to you in the hope of opening up business relations with you.,Explanation of the letter,C. We are a state-owned corporation specializing in the export of the above items. 我們是國營公司，專門經(jīng)營上述商品的出口。 1.specialize in：專門經(jīng)營 They specialize in garments. deal in air conditioner handle the import of mach

16、ines 2.items: goods/articles/commodities 商品,Other expressions to introduce yourself,We wish/ have the pleasure / are pleased to inform you that we are one of the leading leather trading companies in China. We are writing to introduce ourselves as large dealers in foodstuffs with good connections in

17、the country. We have been in the line of electric appliance for many years. We take this opportunity/ take the liberty/ would like to introduce ourselves as exporters dealing exclusively in garments. We are an importer/exporter handling toys for many years. Our products have enjoyed a high reputatio

18、n in the world for their good quality and reasonable price.,Explanation of the letter,D. To give you a general idea of our products we enclose a brochure and a sample-cutting booklet. 為使貴方大概了解我們的產(chǎn)品，現(xiàn)隨函附上小冊子和剪樣冊。 1.a general idea of 大概了解某事 2.brochure：pamphlet (介紹，宣傳商品的)小冊子。 3.sample-cutting booklet 是

19、印花布樣本小冊子，由各種花樣，圖案的小塊剪樣sample cuttings 裝訂成本，上面注明商品號碼，寄給客戶選購時用 sample: 樣品 sample-cutting 剪樣，布匹的剪樣 booklet: thin book, usu. in paper covers 小冊子,Explanation of the letter,4.enclose: 隨函附上 1）to enclose something: We are enclosing our sales contract. 2）enclosed is something: Enclosed is our sales contract.

20、 隨函附上我們的銷售合同。 under separate cover/by separate mail/by another mail separately 另郵 To acquaint you with the light industrial goods we handle, we take pleasure in sending you, by separate airmail, several pamphlets for your reference.,Explanation of the letter,E. We shall send you quotations once we g

21、et your specific enquiry. 一收到貴方的具體詢價，我們將寄上報價。 Upon receipt of your specific enquiry, we will make you a quotation for our goods. 1.an enquiry for sth. 對的詢價 an enquiry for textile 2.enquire for sth. 對進行詢價 They enquired for cotton piece goods last week. 3. enquire of sb. about sth. 向某人詢問某事 The buyer e

22、nquired of the seller about the quality of this new product.,Other useful expressions: Please send us / We shall appreciate / Well be pleased to have your catalogues and quotations. Should you be interested in any of our products, please dont hesitate to contact us / let us know.,Explanation of the

23、letter,F. We look forward to hearing from you soon. 盼望早日回復。 look forward to sth. or doing sth. 盼望 in the hope of doing sth.希望 Other expressions: We shall be grateful if you will reply at an early date. Your prompt reply would be highly appreciated. Its highly appreciated if you would make an early r

24、eply.,Practice 1,Direction: fill in the blanks to complete the following letter of establishing business relations according to the Chinese hints.,371 South Avenue Los Angels, LA 31209 U.S.A. April, 2006 Nantong United Textiles Import & Export Corp. 75 Hongqiao Street Nantong 226000, Jiangsu P.R.C,D

25、ear Manager, You were recommended to our company by the Bank of China, New York Branch. They informed us that _(1. 貴公司出口紡織品) and cotton piece goods. Our company _(2. 進口各種商品). We have been in business since 1980, and therefore _ _(3. 在經(jīng)營的各項業(yè)務方面具有豐富的經(jīng)驗）. Our bankers are Pudong Development Bank and the

26、 Hongkong & Shanghai Banking Corporation. They can provide you information about our _(4. 業(yè)務和財政狀況). Please inform us of your trade terms and _(5. 寄送產(chǎn)品手冊和樣品). We look forward to a productive trade. Sincerely yours, Zhu Li Manager,You export textiles,imports general merchandise,have wide experience in

27、,all the lines we handle,business and finances,Forward product brochures and samples,Practice 2,Directions: This part is to test your ability to do practical writing. You are required to write a letter of establishing business relations according to the information given below. 江蘇紡織品進出口公司專營紡織品出口業(yè)務多年，從中國駐瑞士大使館參賽處（the Commercial Counselors Office of the Chinese Embassy）得悉ABC紡織品進出口公司是紡織品進口商，去函要求建立貿(mào)易關系，為使對方了解所經(jīng)營產(chǎn)品附寄上價目表及一