商务函电_Correspondence_2_-_Establishing_Business_Relations.ppt

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1、Chapter IIEstablishing Business Relations建立业务关系建立业务关系1/20/20231Teaching Objectives uKnow where to obtain the information about the merchants in foreign countriesuKnow the essential components of a letter to establish business relations uMany typical sentences and expressions in writing such letters1

2、/20/20232Warming-up QuestionsnIntroduction of Establishing Business Relations nWhere and How can an exporter seek a potential customer?nSuppose you are writing a letter to a potential customer to establish business relations.What will you write in your letter?1/20/20233Lead-innSequence of Internatio

3、nal TradeStep 1:Preparation:market investigation E.B.R Step 2:Negotiation:inquiry offer counter-offer order acceptance&contract Step3:Fulfillment of contract:L/C packing,shipment,insurance,inspection,documents ship complaints,claims&adjustments1/20/20234Ininternationaltrade,onemayestablishbusinessre

4、lationsthroughthefollowingchannels:nBanksnChamber of CommercenBusiness associate of the same TradenCommercial Counselors Office nTrade Directory nAdvertisements nExhibitions and Trade fairs nMarket survey nRecommendation by a business friend or a client nOther sources:internetChannels of Obtaining I

5、nformation 1/20/20235Structure of the Body nWriting PrinciplesOutline:a.The source of information b.The intention of writing the letter(to establish business relations)c.Self-introduction d.Closing sentence:Express the hope for future cooperation1/20/20236Sample Analysis1/20/20237Sample Analysis1/20

6、/20238Sample Letter 2DearSirs,Weowe your name and address totheBankofChina,NewYorkBranch,whichtoldusthatyouspecialize intheexportofChinesetextilesandcottonpiecegoods.Ourcompanyimportsgeneralmerchandise.Wehave been in businesssince1949,andthereforehave wide experience in all the lineswehandle.Nowwear

7、e in the market forPrintedShirtingfromyourcountry.Ifyoucanassureusofworkableprice,excellentqualityandpromptdelivery,weshallbeabletodealinthesegoodsonasubstantialscale.OurbankersareChaseManhattanBankandtheHongKong&ShanghaiBankingCorporationofHongKong.Theycanprovideyouinformationaboutourbusinessandfin

8、ances.We would highly appreciate it ifyouwouldsendusbyairmailcatalogues,samplebooksandallnecessaryinformationregardingPrintedShirting,soastoacquaintuswiththematerialandworkmanshipofyoursupplies.We await your early reply.1/20/20239Patterns and Substitutions1.The Source of Information1)Wehave your nam

9、e and address fromtheCommercialCounselorsOfficeofyourembassyinBeijingandarenowwritingtoyoufortheestablishmentofbusinessrelations.我们从贵国驻京使馆商务参赞处获悉贵公司行名及地址，现我们从贵国驻京使馆商务参赞处获悉贵公司行名及地址，现特致函与贵公司建立业务关系。特致函与贵公司建立业务关系。nWehaveobtained heard learned indebtedyourfax number business scope products E-mail address

10、fromChinaCouncilforthePromotionofInternationalTradeinBeijing.nOweto1/20/202310Patterns and Substitutions1.The Source of Information2)Wehavelearnedby courtesy ofMr.GreenthatyouareoneoftheleadingimportersofChinesechemicalsinyourcountry.承蒙格林先生介绍，我们得知你们是贵国的中国化承蒙格林先生介绍，我们得知你们是贵国的中国化工产品的主要进口商之一。工产品的主要进口商之

11、一。nWeunderstoodfrom through the courtesy of on the recommendation of thatyouare.1/20/202311Patterns and Substitutions1.The Source of Information3)YourfirmhasbeenrecommendedtousbyBankofChinainBeijing.在北京的中国银行已把贵公司介绍给我们了。在北京的中国银行已把贵公司介绍给我们了。nYournamehasbeen(kindly)recommended introduced suggested brou

12、ght forward giventousbyCitibank,Shenzhenoffice.1/20/202312Patterns and Substitutions2.The intention of writing the letterE.g.Weare willing toenterintobusinessrelationswithyourcompanyonthebasisofequalityandmutualbenefit.我们愿在平等互利的基础上与贵公司建立业务关系。我们愿在平等互利的基础上与贵公司建立业务关系。nWearedesirous glad more than pleas

13、ed keen ready eager anxioustohave an opportunity of cooperating withyou.1/20/202313Patterns and Substitutions3.Self-introduction1)Wehavethepleasureofintroducingourselvestoyouasastate-ownedcorporationdealingexclusivelyinlightindustrialgoods.nWehave the pleasure to introduce take pleasure in introduci

14、ng take the liberty of introducing asnIt is of great pleasure of introducingourselvestoyouas2)Beingcloselyconnectedwithreliablesuppliershere,weshallbeabletodoconsiderableexportbusinesswithyou.nwholesalers customers manufacturers distributors dealers clients1/20/202314Patterns and Substitutions3.Self

15、-introduction3)WearethechiefcigarettepackingmaterialsexporterinAustriaandarethankfultotheChineseEmbassyinViennaforgivingyourname.我们是奥地利主要的香烟包装材料出口商，并感谢驻维也纳我们是奥地利主要的香烟包装材料出口商，并感谢驻维也纳的中国使馆向我们提供了你们的行名。的中国使馆向我们提供了你们的行名。4)SpecializingintheexportofChineseartsandcraftsgoods,weexpressourdesiretotradewithyou

16、inthisline.我们专门经营中国工艺美术品出口，愿与贵方进行贸易。我们专门经营中国工艺美术品出口，愿与贵方进行贸易。nSpecializing in Dealing exclusively in Being experienced in Having been for years,weexpressourdesireto1/20/202315Supplementary SentencesIntroduction of the companyn我们从事化工行业已经很多年了。我们从事化工行业已经很多年了。Wehave been in the line ofchemicalformanyyea

17、rs.n我们专门从事纺织品的出口。我们专门从事纺织品的出口。Weare specialized intheexportoftextile.n我们从事纺织品的进口业务。我们从事纺织品的进口业务。Wehandletheimportbusinessoftextiles.n电子产品属于我们的经营范围之内。电子产品属于我们的经营范围之内。Electricgoodsfall within our business scope.1/20/202316Supplementary Sentencesn我们有各种各样的玩具可供出口。我们有各种各样的玩具可供出口。Wehavevariouskindsoftoysav

18、ailable for export.nWearealeadingcompanywithmanyyearsexperienceinmachineryexportbusiness.nWeenjoyagoodreputationinternationallyinthecircleoftextile.nWehaveourprincipleasClientsneedscomefirst.1/20/202317Supplementary SentencesIntroduction of the productsn我们的产品规格齐全。我们的产品规格齐全。Ourproductsarecompleteinsp

19、ecifications.n我们的产品物美价廉。我们的产品物美价廉。Ourproductsareexcellentinqualityandlowinprice.n我们的产品美观耐用。我们的产品美观耐用。Ourproductsareattractiveanddurable.n我们的产品畅销全球。我们的产品畅销全球。Ourproductssellwellallovertheworld.n我们的产品是同类产品中卖得最好的。我们的产品是同类产品中卖得最好的。Ourproductsarethebest-sellingitemsinthisline.1/20/202318Supplementary Sen

20、tencesn我们的产品在同类产品中名列榜首。我们的产品在同类产品中名列榜首。Ourproductsrankfirstamongsimilarproducts.n我们的产品在世界市场上享有盛誉。我们的产品在世界市场上享有盛誉。Ourproductsenjoyhighreputationintheworldmarket.n我们的产品很受欢迎。我们的产品很受欢迎。Ourproductsenjoyhighpopularity.n我们的产品很受年轻人的欢迎。我们的产品很受年轻人的欢迎。Ourproductsareverypopularamongtheyouth.nWehaveagoodvarietyo

21、fcolorsandsizestomeetwithdifferentneeds.1/20/202319Patterns and Substitutions4.Closing sentence1)We look forward to your favorable reply.等候佳音。等候佳音。nWe await appreciate expect anticipate hope to receive your favorable reply.2)We shall be grateful if you will reply at an early date.敬请早日答复，将不胜感激敬请早日答复，

22、将不胜感激。nWe should be appreciative of your early reply.1/20/202320Patterns and Substitutions4.Closing sentence3)Your early reply will be highly appreciated.如蒙早日答复，将不胜感激。如蒙早日答复，将不胜感激。nearly reply prompt attention immediate response further instructions wholehearted cooperationnUsage of“Appreciate”：We g

23、reatly appreciate your timely help.We shall appreciate hearing from you again.We are appreciative of your giving this matter your immediate attention.1/20/202321Exercise I Match the words with their proper meanings1.holdingcompanyA.私人企业2.conglomerateB.合资企业3.jointventure(enterprise)C.总公司4.state-owned

24、enterpriseD.子公司5.privateenterpriseE.分公司6.exclusivelyforeign-ownedenterpriseF.控股公司7.parentcompanyG.母公司8.subsidiarycompanyH.外商独资企业9.headofficeI.国营企业10.branchoffice/companyJ.联合大企业1，F；2，J；3，B；4，I；5，A；6，H；7，G；8，D；9，C；10；E1/20/202322Exercise II Translate the Following Useful Expressions(1)chamberofcommerc

25、e(2)businesspartners(3)reliablebusinessconcerns(4)enterintobusinessrelations(5)takethelibertyof(1)(1)商会商会(2)(2)业务伙伴业务伙伴(3)(3)可靠的商行可靠的商行/信得信得过的企业过的企业(4)(4)建立业务关系建立业务关系(5)(5)冒昧地冒昧地1/20/202323Exercise III Put the Following Chinese into English1.驻纽约的中国领事馆（驻纽约的中国领事馆（Chinese Consulate）将你公司行名作为）将你公司行名作为羊毛产

26、品羊毛产品(woolen goods)的大进口商推荐（的大进口商推荐（recommend）给我）给我们。们。Your name has been recommended to us by the Chinese Consulate in New York as the large importer of woolen goods.2.本地的中国银行国外部推荐你公司有意与一家中国公司建立本地的中国银行国外部推荐你公司有意与一家中国公司建立贸易关系，以推销你们的轻工业产品。贸易关系，以推销你们的轻工业产品。The Overseas Department of local Bank of China

27、 recommends that you are interested in establishing business relations with a Chinese company to promote your light industrial products.3.我们很希望你方尽最大努力既促进业务又增进友谊。我们很希望你方尽最大努力既促进业务又增进友谊。We hope that you will do your best to promote friendship as well as business.4.我们是一家在全世界范围内进行进出口业务的贸易公司。我们是一家在全世界范围内进行进出口业务的贸易公司。We are a trading company doing import and export business all over the world.1/20/202324HomeworknTopre-readthetextbook1/20/202325