Session 4-1 establish business relations.ppt

1、Establishing relations,The procedure of international trade,Establishing trade relations Making enquiry Making an offer Concluding a transaction Making shipment payment Lodging a claim if there is any,What is establishing trade relations,As soon as an importer has found an exporter through different

2、 ways, he/she can write to say that he/she wishes to establish trade relations with the latter. The exporter will write a reply by saying that he/she is willing to do so. He/she should write simply, clearly and concisely what he/she can sell or what he/she expects to buy. Letters of this nature rece

3、ived should be answered without the least delay and with courtesy so as to create goodwill. This is called establishing business relations,Brainstorming Questions,Generally speaking, what do you do to seek clients if you are selling something? In foreign trade, how to establish trade relations? Wher

4、e can you get information?,You can get information from:,Chamber of Commerce Trade Directory Yellow Pages Advertisements Commercial Counselors Office Friends in Business Circles Trade shows, fairs, exhibitions Internet (B2B) Self-introduction Others: subsidiaries or branches, agents abroad,Contents

5、of a letter to establish business relations (P48-49),How is the letter organized? What should be included in the first letter?,The source of his information Writers intention The business scope of the firm If the writer intends to buy for import, he may also make requests for catalogues, samples, pr

6、ice list, etc. To close the letter, the writer usually expresses his expectation of cooperation and an early reply. Should be written cordially, sincerely and courteously,Example 2,Status? Organization? How is it different from Example 1?,Example 3,Status? Proforma Invoice? Rock-bottom price? Commis

7、sion? The earliest possible date of delivery?,Pro forma invoice 形式發(fā)票/預期發(fā)票/估價發(fā)票/試算發(fā)票,Pro forma invoice, shortened as P/I. It is Latin words. “Pro” means “for” and “forma” means “form”, so it means that the invoice here is used as a matter of form. It is sent before goods are shipped to show that the

8、goods are being dispatched and what sum will figure on the invoice proper (正式發(fā)票). It is not a document which serves as a receipt for money paid, nor is it used in every transaction.,It may be used in the following cases:,A. Some countries exercise control over foreign trade so that the importer need

9、s it from the buyer in order to apply for an import license. B. Some exporters use it as a contractual document somewhat like a confirmation. C. To serve as a formal quotation or as a price reference. D. To inform the buyer of the amount payable for goods to be shipped.,Example 4,Separate airmail? H

10、ow many types of mails do you know?,Types of letters,Remarks: 1.Private 私人信 2.Confidential 機密信 3.Registered 掛號郵件 4.Express 快遞郵件 5.Ordinary Mail 平信 6.Immediate(Urgent)急件 7. airmail 航空郵件 8.Printed Matter印刷品 9.Sample樣品,Some useful sentences on establishing business relations, We have heard from China C

11、ouncil for the Promotion of International Trade that you are in the market for Electric Appliances. 從中國國際貿(mào)易促進委員會獲悉，你們需要購買電器產(chǎn)品 2. Your name and address has been given to us by Messrs. J. Smith & Co., Inc. in New York, who have informed us that you are one of the leading importers of Light Industrial

12、Products in your country. 據(jù)紐約史密斯公司介紹，得知貴公司名稱和地址，并得知你們是貴國輕工業(yè)產(chǎn)品的主要進口商之一。,3. On the recommendation of Co. Ltd., we have learned with pleasure the name of your firm and shall be glad to enter into business relations with you. 承蒙有限公司的介紹得知貴公司名稱，我們非常樂意與貴方建立貿(mào)易關系。 4. We are given to understand that you are p

13、otential buyers of Chinese, which comes within the frame of our business activities. 據(jù)了解，你們是中國（商品）有潛力的買主，而該商品正屬我們的業(yè)務經(jīng)營范圍。,5. We have the pleasure to introduce ourselves to you with a view to building up business relations with your firm. 我們有幸自薦，以期與貴公司建立業(yè)務關系。 6. Specializing in the import of Chinese

14、Cotton Piece Goods, we express our desire to trade with you in this line. 我們專營中國棉織品進口，愿與你們進行交易。,7. We are interested in the possibility of establishing sources of supply of crude oil from your company. 我們有意向貴國尋求原油供應來源的可能性。 8. Being closely connected with reliable wholesalers here, we shall be able t

15、o do considerable import business with you. 我公司與此地可靠的批發(fā)商有密切聯(lián)系，能與貴公司作客觀的進口業(yè)務。,9. Please submit full specifications of your together with terms of payment and discount rate. 請?zhí)峁┵F公司的各種詳細規(guī)格并告知付款條件及折扣率。 10. Please furnish us with your own samples of Rayon（人造絲，人造纖維，人造絲織物） Handkerchiefs closest in designs

16、and quality to those we enclose here. 請?zhí)峁┰诨雍唾|量上與隨函所附樣品最近似的人造絲手帕樣品。,11. In order to give you some idea of various qualities of handicrafts we carry, we have pleasure in forwarding you by air one catalogue and a few sample books for your perusal. (formal), peruse. Vt. To read through carefully（正式）精讀，

17、細讀 After breakfast he perused the newspapers. 為使貴公司對我們所經(jīng)營的各種手工藝品質量有所了解，現(xiàn)航寄去目錄一份，及樣本書供參閱。 12. Your letter addressed tohas been forwarded to us for attention, as the export of this article is exclusively handled by us. 你們寄給的信已轉給我們辦理，因該項商品的出口由我公司專營,13. China Council for the Promotion and International

18、Trade Beijing has referred your letter of to our head office in Beijing, who has instructed us to contact you in the hope of establishing business relations. 北京中國國際貿(mào)易促進委員會已將你們X月X日來信轉給我北京總公司，我總公司囑我們與你們聯(lián)系，以期建立業(yè)務關系。 14. Our bankers are the Hong Kong & Shanghai Banking Corporation in Hong Kong, they can provide you with the information about our business and finances. 我們的業(yè)務銀行是香港匯豐銀行，他們可向你方提供有關我方業(yè)務及資金情況。,15. We should be pleased (or: highly appreciate it) if you would respond to our request at your earliest convenience. 如果你方能盡早回復，我們將不勝感激。,Homework,Write a letter to a foreign company