外贸英语函电BusinessEnglishCorrespondenceP市公开课一等奖百校联赛特等奖.pptx

外外 贸贸 英英 语语 函函 电电Business English Correspondence第1页Chapter Two Establishing Business Relations第2页Contents of Chapter 2nSection One Introduction nSection Two Useful Words&ExpressionsnSection Three Specimen Letters第3页Section One(P28)Introduction第4页 It is fairly true to say no customer,no business.To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover.1.The Significance of Establishing Business Relations第5页 Establishing business relations is the first step in transaction in foreign trade.If a new firm,or rather a certain corporation of ours,wishes to open up a market to sell something to or buy something from firms in foreign countries,the persons in charge must first of all find out whom they are going to deal with.We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business.第6页Ways to find the information nHow can you obtain all the necessary information about a new client when you are going to write a letter to establish business relations?nMaybe you can seek for the help of many sources as follows 第7页 Usually,you can secure all the necessary information about a new customer with the help of the following channels:2.The Main Channels and Methods for Establishing Business Relations(1)第8页banks;periodicals;advertisements in newspapers,magazines or on TV;the introduction from your business connections;the market investigations;the commercial counselors offices;the industrial chambers;the chambers of commerce both at home and abroad;inquiries received from the merchants abroad;self-introduction by merchants themselves.第9页 Having obtained the desired names and addresses of the firms from any of the above sources,you may start contacting the prospective customers.The main methods include:2.The Main Channels and Methods for Establishing Business Relations(2)第10页communicating in writing123Introduction attendance at all kinds of commodities fair contacts at the exhibitions held at home and abroad Mutual visits by the trade group and delegationWays to expand the markets 第11页 GuangzhouFairGuangzhouFair Guangzhou Fair(usually called Canton Fair)the Chinese Import and Export Commodities Fair in Guangzhou第12页Guangzhou FairnThe more-than-50-year-old Chinese Export Commodities Fair,founded in 1957,used to be the only international showcase for Chinese products.Contracts signed at the fair account for a quarter of Chinas export,according to the Ministry of Commerce.Adding the word import to its name from reflects an adjustment in Chinas economic development mode,which has featured the expansion of exports.第13页1.telling the prospective customers how and where their names and addresses are known,2.self-introducing,3.indicating your desire to enter into business relations,or sometimes making general inquiries 4 expressing your expectation for cooperation or early reply,etc.3.The Main Contents of a Letter for Establishing Business Relations 第14页letters in reply to the letters requesting for business relations,1.expressing your thanks for the incoming letter,2.expressing your agreement/desire/wish to establish business relations with the addressor and indicating the action you are going to take.第15页Section twoWords and expressions第16页Steps/ContentsTypical ExpressionsFor letters requesting for the establishment of business relations1.Telling the prospective customers how and where their names and addresses are knownnWe were very pleased to obtain your name from.n（我们很高兴从处取得贵企业名称。）We are delighted to learned from.that.（我很高兴处得知）nWe have your name and address from.n(我们从得知贵企业名称和地址。)Through the courtesy of.,we are given to understand that.承蒙我们得知nFrom，we know/have learned than(经过我们得知)第17页Steps/ContentsTypical ExpressionsnOn the recommendation of,we have learned thatn（经过推荐，我们得知）nYour company has been kindly introduced to us by n（把贵企业介绍给我们。）2.Self-introducingWe write to introduce ourselves to you as a.（作为,特来函自我介绍）Our lines are mainly.（我们主要从事）n.fall within the scope of our business activities.n（属于我们经营范围）We are mainly dealing in.（我们主要从事）We have been engaged for many years in the line of.（我们已经从事多年）第18页Steps/ContentsTypical Expressions2.Self-introducingnAs you may know,we supply.n（如贵企业所了解,我们可供给）We would like to take this opportunity to introduce ourselves as.（我们借此机会自我介绍,我们是）We would like to take the liberty of introducing ourselves to you with a view to.（我们冒昧自荐,希望）nOur corporation is established for the purpose of.n（本企业是以为宗旨而建立）nOur corporation is specialized in.（本企业专营）nWe handle various kinds of.（本企业经营各种）第19页Steps/ContentsTypical Expressions3.Indicating your purpose and desireWe are willing to.（我方愿意）nWe express our desire to.（我们想表示意愿）We are now writing you for.（我们特致函)We are desirous of.(我方很希望)nWith a view to.,we.(本着意愿,我方)We are interested in.(我方有兴趣)nWe need a regular supply of.(我方定时需要)nWe are in a position to supply.(9我方可供给）We would be glad to.(我们将乐于)第20页Steps/ContentsTypical Expressions3.Indicating your purpose and desireWe now avail ourselves of this opportunity to.（我们借此机会）nIf you need.,please(dont hesitate to)let us know.n（假如你们需要,请(毫不犹豫)地通知我们）nShould there be anything else we can do for you,please nlet us know.(假如我们还能为你们做些其它事情,请通知)nShould you require.please dont hesitate to contact us.n（假如你们需要,请毫不犹豫地和我们联络）4.Expressing your expectationWe look forward to receiving./hearing from you soon/in the near future.（希望尽快收到）第21页Steps/ContentsTypical Expressions4.Expressing your expectationnYour early reply is appreciated./Any early reply would be highly appreciated.（非常感激你们早日回复)We are anticipating your answer./We await hearing from you.(盼复)nAny further information you can provide will be appreciated.n(对你们提供深入信息,我们将非常感激)nWe hope this will be a good start for.n(希望这是良好开端)nWe would appreciate it/be grateful if you would.n(假如贵企业我们将不胜感激)nWe would sincerely appreciate it if you.n(假如你们能,我们将衷心感激)第22页Steps/ContentsTypical ExpressionsFor letters in reply to the letters requesting for the establishment of business relations1.Expressing your thanks for the incoming letter or stating your letter-replying purposenThank you for your letter of.(感激贵方来函)nThank you for your interest in.(感激贵方对兴趣)We have received with thanks.(已收悉,谢谢!）nYour letter of.has been well received with thanks.n（贵方信已收悉,谢谢!）nYour letter expressing.has been received with thanks.n（贵方关于信已收悉,谢谢!）nWe are thankful for your letter about/of.n（谢谢你们关于来信）nIn reply/response to your letter of.,we.n（作为对你们来信回复,我们）第23页Steps/ContentsTypical Expressions2.Expressing your agreement/desire/wishnYour wish of.coincides with ours.n（你们愿望与我们不谋而合）nThis is also our desire.（这也是我们愿望)We shall be very glad to.(我们将很高兴)nYour suggestion of.was really a good thinking.n(你们提议确实是一个好主意)3.Indicating the action you are going to takeWe are sending you.(我们将给贵方寄去）nWe shall be glad to have your.n（我们将很高兴得到贵方）As requested,we are airmailing to you.(按要求,我们特此给您寄去）Enclosed is/are our./We enclose our.（随函附寄）第24页Dear Mr.B Lewis,We have got to know your name and address from the address from the advertisement of“China Foreign Trade”.As an import and export corporation in Annatto Furniture we are keen to expand our foreign trade.As yet,we have no business contacts in London,and would be pleased to consider any business proposals you may have Enclosed please find our latest illustrated catalogue,第25页together with our latest price list and conditions of sales for your information and shall be pleased to deal with any specific enquiries you may have concerning any of our products.Should you require any further details about our company,please do not hesitate to contact us.We look forward to hearing from you in the near future.第26页get to know 经由经由介绍；承蒙介绍；承蒙介绍介绍illustrated catalogue 插图目录插图目录specific enquiry 详细询盘详细询盘enclosed please find兹随函附上兹随函附上请查收请查收latest price list 最新价目表最新价目表Notes第27页nSpecimen Letter 2 Writing self-introduce letters第28页Dear Sirs,We have been informed by Mr.Li Hong,the Chinese Commercial Counselor in Bangkok Thailand,that your corporation specializes in exporting various electrical appliances,and that you are keen to extend your overseas trade.We are,therefore,contacting you with a view to introducing some of your products into our market.We have been in the import and export business for over twenty years and have extensive contacts throughout Thailand.It appears that demand for electrical appliances is now increasing and we are sure that your corporation can do considerable business in our market.第29页At the present,we are now particularly interested in electrical washing machine.And we would be appreciated if you could send us your latest catalogues for the items and the sales conditions as well.We are awaiting your early reply,and looking forward to hearing good news from you.Yours sincerely,第30页Specimen Letter 2 P30Notes1 have been informed by 经由介绍；承蒙介绍2 specializes in 专营3 electrical appliances 家用电器4 latest catalogues 最新产品目录第31页Specimen Letter 3 Importer writes to exporter 第32页Dear Sirs,We were much impressed by the captioned good displayed at the Chinese Economic and Exhibition held in Saudi Arabic last July,and we have been told that you export these products.One of our potential customers intends to purchase a number of Computer Parts,we would be therefore grateful if you should send us a第33页proforma invoice for computer motherboard,memory bar,keyboard and mouse each of 400 pieces with your rock-bottom price including our commission.On replying,please state the earliest possible date of delivery.We look forward to hearing from you as soon as possible.Yours sincerely,第34页Specimen Letter 3 P31Notes1 the captioned goods标题商品2 potential customers有潜力买家3 drawers 抽屉4 rock-bottom price 最低价第35页Specimen letter 4 Exporter writes to importer(1)第36页Dear Sirs,We have come to know the name of your firm from the advertisement inForeign Trade”and have the pleasure of addressing this letter to you in the hope of establishing business relations with you.第37页We specialize in exporting Chinese light industrial products that have enjoyed great popularity in the world markets.Enclosed you will find a copy of our catalogue for your reference and hope that you would contact us if you are interested in any item.第38页Specimen Letter 4 P32Notes1 have come to know 得知2 establishing business relations with 与建立业务关系3 light industrial products 轻工业产品4 enjoy great popularity 享受盛名第39页Specimen letter 5 exporter writes to importer(2)第40页Dear sirs,We have got your name and address from the Singapore Chamber of Commerce,who has informed us that you wish to import light industrial goods manufactured in China.We manufacture the light industrial products of the kind illustrated in the enclosed catalogue.we hope they will be of interest to you.Also enclosed is our latest price list for your reference.第41页Specimen Letter 5 P32Notes1 have obtained your name and address from 经由介绍，承蒙介绍2 quotation 报价3 be interested in对有兴趣，拟购第42页Specimen letter 6 exporters reply to the importer(1)第43页Dear sirs,Your name and address been highly recommended to us by ABC company as being interested in establishing business relations with an exporter of cotton piece goods.This happens to fall in our lineWe have been the leading manufacturers of the same for over 50years,our products are of various designs and patterns,and they have been proven very successful in the Asia markets.第44页We address this letter to you in order to enter into direct relations with you.We are enclosing the details and prices of the full range of our products for your information.we wish to draw your attention to the fact that we offer a commission of 5%on all orders.We are confident that a mutually beneficial business will be built up with our cooperation.We are looking forward to hearing from you on the above at an early date.Yours sincerely,第45页Specimen Letter6 P33Notes1 fall in our line 由经营2 draw your attention to 值得注意3 commission 佣金 第46页Specimen Letter7 Exporters reply to the importer(2)第47页Dear Mr.Lewis,Your fax of June 23 inquiring about the possibility of importing China-made electric goods into the United Kingdom has been passed on to us by the Ministry of Business in Beijing.We are a state-owned enterprise,and are keen to expand our foreign trade.However,we have no business in the United Kingdom up till now,and would be pleased to do business with you in this line.第48页We enclose our latest illustrated catalogue,together with our latest price list and terms and conditions of sales for your reference.Any specific enquiries from you will receive our careful attention.Should you require any further details about any of the above-mentioned points,please do not hesitate to contact us.We look forward to hearing from you in the near future.Yours sincerely,第49页Specimen Letter 7 P34Notes1 be passed on to sb.转交2 up till now 至今3 for.reference 供某人参考第50页Specimen Letter 8 A reply to the importer第51页Dear sirs,Your name and address have been passed on to us by a friend of mine in New York and we are now writing to you in the hope of the establishment of business relations.第52页We are on very good terms with all the important dealers here of light industrial products,and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive price.Please tell us all the necessary information about the goods you are going to import.Yours faithfully,第53页Specimen Letter 8 P35Notes 1 be passed on to 转交2 be on very good terms with与有着良好业务关系3 competitive prices 价格含有竞争力第54页Specimen Letter 9 Writing a letter of credit enquiry about a new customer第55页 To ensure smooth and successful transactions,it is also essential to make credit enquiries before you correspond with a new customer so as to avoid business risk.Usually,credit investigations include capital/financial condition,capital/financial activity,character and honesty integrity.The information thus obtained must be kept strictly confidential and usually headed or marked with“confidential”or“strict private and confidential.”these words are also written on the envelope,for it might otherwise get yourself and your informer involved in serious trouble.1.About Credit Enquiries/Investigations第56页 There are various channels of obtaining such information.Instead of applying to a business friend,traders,sometimes we can apply to banks,chamber of commerce,or enquiry agencies.The information obtained from a bank or from a chamber of commerce is generally most reliable.However,a bank will not give information direct to an unknown trader unless the enquiry is from one of its fellow bank.Therefore,when taking up a bank reference,the trader must do so through his own bank.Traders asking for information must bear in mind that they are asking a favor and therefore should write in polite and appreciative terms.When the information is received,be it favorable or unfavorable suitable letter of acknowledgment and thanks must be sent.This is on more than common courtesy.2.The Main Channels and Methods for Cr