Establishing-Business-Relations.pptx
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1、Chapter 2Establishing Business RelationsBusiness knowledgeThe Study of Letters Case 1 Case 2 Case 3Business Knowledge(1)Banks(2)Chambers of Commerce in foreign countries(国外商会)(3)Trade Directory(贸易名录)(4)Chinese Commercial Counselors Office in foreign countries(中国驻国外商务参赞处)Channels for Obtaining Inform
2、ation About a New FirmChannels for Obtaining Information About a New Firm(5)business house of the same trade,etc.;(6)advertisements in magazine,on internet,over radio,on TV and so on.letters aiming at establishing business relations1.The source of information(how you learned of this company);2.state
3、 your intention of establishing business relations;3.Brief introduction to your own company(lines of your business,little“advertising”on your products or service);letters aiming at establishing business relations4.show the reference as to your firms credit standing.(告诉对方你公司的信誉)5.Expressing the expec
4、tation of cooperation and early reply(表达与对方合作和早日收到回复的愿望).Case 1贵公司主要从事纺织品的进出口业务,想与瑞典的某企业建立业务关系,随函附寄出口清单一份。1.从事纺织品的进口与出口2.建立业务关系3.随函寄清单一本Key pointsDear Sirs,We owe your name and address to the Commercial Counselors officeof the Swedish Embassy in Beijing who has informed us that you arein the market
5、for textiles.We avail ourselves of this opportunity to approach you for theestablishment trade relations with you.We are a state-operated corporation,handling both the import andexport of textiles.In order to acquaint you with our business lines,we enclose a copy of export list covering the main ite
6、ms suppliable atpresent.Should any of the items be of interest to you,please let us know.Weshall be glad to give you our lowest quotations upon receipt of yourdetailed requirements.In our trade with merchants of various countries,we always adhere tothe principle of equality and mutual benefit.It is
7、our hope to promote,by joint efforts,both trade and friendship to our mutual advantage.We look forward to receiving your enquiries soon.Yours faithfully,J.RobinsonNotes to Letter One1.owe to 把.归功于e.g.We owe your name and address to.2.Commercial Counsellors Office 商务参赞处3.be in the market for 想要购买.e.g
8、.We are in the market for Groundnuts.be in the market 要买或卖e.g.Please advise us when you are in the market.4.avail oneself of 利用.e.g.We avail ourselves of this opportunity to express our thanks to you for your close cooperation.5.approach v.与接洽e.g.We have been approached by several buyers for the sup
9、ply of walnuts.Notes to Letter One6.state-operated corporation 国营公司7.handle v.经营e.g.This shop handles paper and stationery.8.acquaint sb.with sth.使某人了解某事e.g.You will have to acquaint us with the details.9.line n.行业;(一类)货色e.g.We have been for many years in the chemical line.This is a good line of har
10、dware.Notes to Letter One10.enclose v.随函附上e.g.We enclose a copy of our price list.Please refer to the price list enclosed with(or:in)our letter of August 5.Enclosed please find a copy of our pricelist.(Or:Please find enclosed a copy of our pricelist.)We believe you will find the enclosed interesting
11、.enclosure n.附件(信内有附件时,常用 Encl.或 Enc.注明与信末坐下角,如例文.)e.g.We thank you for your letter of April 15 with enclosures.Notes to Letter One11.covering 包括的,涉及的,有关的e.g.Please let us have your pricelist covering your typewriters.12.sth.be of interest to sb.使感兴趣,有兴趣e.g.This article is of special interest to us.
12、注意区分:sb.be interested in sth.13.upon(or:on)receipt of 收到后(即)e.g.On(or:Upon)receipt of your instrucions we will send the goods.14.requirement n.需要;需要之物e.g.We can meet your requirements for(or:of)Walnutmeat.15.trade n.贸易;行业e.g.They have been in the wool trade for quite a number of years.trade v.从事贸易;做
13、生意;经营e.g.They trade in cotton piece goods with many countries.Notes to Letter One16.adhere to=stick to 忠于;坚持e.g.We always adhere to our commitments.17.principle of equality and mutual benefit 平等和互利的原则18.both trade and friendship to our mutual advantage 对双方都有利的贸易和友谊经典句子:It is our hope to promote,by j
14、oint efforts,both trade and friendship to our mutual advantage.英国某公司长期从事进口工艺品,对中国工艺品很感兴趣,因此写信给贵公司要求建立业务关系。贵公司在收到信后立即做出了回复,希望与英国公司合作。1.从事工艺品的进口2.建立贸易关系Case 2Key pointsDear sirs,Having obtained your name and addressfrom Messrs.Anderson&Co.,Rotterdam,weare writing you in the hope of establishingbusines
15、s relations with you.We have been importers of Arts&Crafts formany years.At present,we are interested invarious kinds of Chinese Arts and Crafts andshould appreciate your catalogues andquotations.If your prices are in line,we trust importantbusiness can materialize.We are looking forward to receivin
16、g your earlyreply.Yours faithfully,Janet M.Marley(从以上的信件中可以看出,这就是客户的 inquiry,继续看下面供应商的回复.)(B)A reply to the aboveDear sirs,We thank you for your letter of the 3rd this monthand shall be glad to enter into business relations withyour firm.Complying with your request,we are sending youunder separate c
17、over our latest catalogues andpricelist covering our exports.Payment should be made by an irrevocable andconfirmed letter of credit.If you find business possible,please cable us foroffers.Yours faithfully,Ian M.IrvineNotes to Letter Two1.obtain v.获得 e.g.We regret to say we cannot obtain any interest
18、.例文中的 Having obtained.from.也是一句向对方表达如何获得对方联系方式的句型.(今天学的是第二句)Case 1 第一句表达如何取得对方联系方式的句子吗?We owe your.to.这些句型是在你向初次联系的客户发邮件时可使用的好句子,这样,客人就不会觉得你的联系太突然了.Notes to Letter Two2.appreciate v.感谢,感激;理解,体会例句:We highly appreciate your kind cooperation.We shall appreciate your giving this matter your serious cons
19、ideration.We shall appreciate it if you will send us a brochure and two sample books by air immediately.We hope you will appreciate our position.这是一个在函电里用的频率比较高的一个词,这个词的好的运用会使你的信件增添一份美.Notes to Letter Two3.in line(with)=in agreement(with)e.g.If your price is in line,we can take large quantities.Plea
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- Establishing Business Relations
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