外贸函电unit2.ppt

外贸函电unit2.ppt

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Unit2EstablishingBusinessRelations建立业务关系BasicKnowledgeConcernedLetter-writingGuideOtherCommonlyUsedExpressionsandSentencesSampleLettersPracticalTrainingContentsPartOneItisfairlytruetosaynocustomer,nobusiness.Toestablishbusinessrelationswithprospectivedealersisoneoftheimportantundertakingseitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.Establishingbusinessrelationsisthefirststepintransactioninforeigntrade.Ifanewfirm,orratheracertaincorporationofours,wishestoopenupamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries,thepersonsinchargemustfirstofallfindoutwhomtheyaregoingtodealwith.Weshouldnotonlydoeverythingpossibletoconsolidateoldcustomersbutalsoseeknewonestoenlargeourbusiness.1.TheSignificanceofEstablishingBusinessRelationsPartOneUsually,youcansecureallthenecessaryinformationaboutanewcustomerwiththehelpofthefollowingchannels:

2.TheMainChannelsandMethodsforEstablishingBusinessRelations

（1）Banks;Branches；Advertisementsinnewspapers,magazinesoronTV;Theintroductionfromyourbusinessconnections;Themarketinvestigations;Thecommercialcounselorsoffices;Theindustrialchambers;Thechambersofcommercebothathomeandabroad;Inquiriesreceivedfromthemerchantsabroad;Self-introductionbymerchantsthemselves.PartOneSometimes,akindofmiddlemanisnecessarytobringtwocompaniestogether.Havingobtainedthedesirednamesandaddressesofthefirmsfromanyoftheabovesources,youmaystartcontactingtheprospectivecustomers.Themainmethodsinclude:

2.TheMainChannelsandMethodsforEstablishingBusinessRelations

（2）municationinwriting;2.attendanceattheexportcommoditiesfairs;3.contactattheexhibitionsheldathomeorabroad;4.mutualvisitsbytradedelegationsandgroups.PartOneGenerallyspeaking,thecontentsofaletterrequestingabusinessrelationshipincludetellingtheprospectivecustomers1-howandwheretheirnamesandaddressesareknown,2-self-introducing,3-indicatingyourdesiretoenterintobusinessrelations,4-orsometimesmakinggeneralinquiriesand5-expressingyourexpectationforcooperationorearlyreply,etc.Whileforlettersinreplytothelettersrequestingforbusinessrelations,thecontentsmayinclude1-expressingyourthanksfortheincomingletter,2-expressingyouragreement/desire/wishtoestablishbusinessrelationswiththeaddressorand3-indicatingtheactionyouaregoingtotake.3.TheMainContentsofaLetterforEstablishingBusinessRelationsPartTwoSteps/ContentsTypicalExpressionsForlettersrequestingfortheestablishmentofbusinessrelations1.TellingtheprospectivecustomershowandwheretheirnamesandaddressesareknownWehaveyournameandaddressfrom.（我们从得知贵公司的名称和地址。

）Wewereverypleasedtoobtainyournamefrom.（我们很高兴从处获得贵公司的名称。

）Wearedelightedtolearnedfrom.that.（我很高兴处得知）Ontherecommendationof,wehavelearnedthat（通过推荐，我们得知）Yourcompanyhasbeenkindlyintroducedtousby（把贵公司介绍给我们。

）Throughthecourtesyof.,wearegiventounderstandthat.承蒙我们得知v1.holdingcompanyA.私人企业私人企业v2.jointventure（enterprise）B.合资企业合资企业v3.state-ownedenterpriseC.总公司总公司v4.privateenterpriseD.子公司子公司v5.exclusivelyforeign-ownedenterpriseE.分公司分公司v6.parentcompanyF.控股公司控股公司v7.subsidiarycompanyG.母公司母公司v8.headofficeH.外商独资企业外商独资企业v9.branchoffice/companyI.国营企业国营企业PartTwo2.Self-introducingWewouldliketotakethisopportunitytointroduceourselvesas.（我们借此机会自我介绍,我们是）Wearemainlydealingin.（我们主要从事）Wehandlevariouskindsof.（本公司经营各种）Wehavebeenengagedformanyyearsinthelineof.（我们已经从事多年）Ourcorporationisestablishedforthepurposeof.（本公司是以为宗旨而建立的）Ourcorporationisspecializedin.（本公司专营）Wewouldliketotakethelibertyofintroducingourselvestoyouwithaviewto.（我们冒昧自荐,希望）.fallwithinthescopeofourbusinessactivities.（属于我们的经营范围）v我们的产品规格齐全。

我们的产品规格齐全。

vOurproductsarecompletedinspecifications.v我们的产品物美价廉。

我们的产品物美价廉。

vOurproductsareexcellentinqualityandreasonableinprice.v我们的产品美观耐用。

我们的产品美观耐用。

vOurproductsareattractiveanddurable.v我们的产品畅销全球。

我们的产品畅销全球。

vOurproductssellwellallovertheworld.v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。

vOurproductsarethebest-sellingitemsinthisline.v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。

vOurproductsenjoyhighreputationintheworldmarket.v我们的产品很受欢迎。

我们的产品很受欢迎。

vOurproductsenjoyhighpopularity.PartTwoSteps/ContentsTypicalExpressions3.IndicatingyourpurposeanddesireWearewillingto.（我方愿意）Wewouldbegladto.（我们将乐于）Weareinterestedin.（我方有兴趣）Weneedaregularsupplyof.（我方定期需要）Weexpressourdesireto.（我们想表达的意愿）Weareinthemarketfor.（我方预购买）Weareinapositiontosupply.（9我方可供应）Withaviewto.,we.（本着的意愿,我方）Wenowavailourselvesofthisopportunityto.（我们借此机会）PartTwoSteps/ContentsTypicalExpressions3.IndicatingyourpurposeanddesireIfyouneed.,please（donthesitat