外貿(mào)英文函電(甘鴻)全套課件

1、Unit 2 Establishing Business RelationshipsObjectives:Upon completion of todays class, you should:lknow the ways that an exporter can use to seek new customers；lknow how to write this kind of letter；lgrasp the important words and phrases learned. Questions:How can an exporter seek a potential custome

2、r?Suppose you are writing a letter to a potential customer to establish business relations. What will you write in your letter?Introduction:1. Channels through which information can be obtained: (the first two are the most reliable sources)Chamber of Commerce both at home and abroad (國內(nèi)外商務(wù)處/部)BanksT

3、rade directories of various countries and regions （各地區(qū)貿(mào)易行行名錄）Commercial Counselors Office in foreign countries (駐國外商務(wù)處)Exhibition and trade fairs (展覽會(huì)與貿(mào)易展銷會(huì))Introduction2. Three points usually contained in letters aiming at establishing business relations: the source of your information the intentio

4、n of writing this letter a brief introduction of ones own company, including: the business scope, credit standing or financial positions, products and services that can be provided, etc.the source of your information the sources of information related to the addressee, for example, how you know his

5、name and addresse.g.: We have your name and address from the Commercial Counselors Office of your embassy in Beijing. Your firm has been recommended to us by Bank of China in Beijing. the intention of writing this letter your intention, i.e. why you are writing to hime.g.: We would be pleased to est

6、ablish business relationships with you. We are willing to enter into business relationships with your company on the basis of equality and mutual benefit. a brief introduction of your firm, e.g. yourbusiness scope, your branches, your financial standing and credit rating, etc.e.g.: We have the pleas

7、ure of introducing ourselves to you as a state-operated corporation dealing exclusively in light industrial goods. We are one of the largest importers of cotton and woolen piece goods in this city.a brief introduction of ones own companyHow to write a company introduction general information The yea

8、r your company was established Your companys location If you are a member of a group company What products/services you offer Any Foreign investment that you may have How to write a company introduction what we doProduct range/services offered Machinery and technology used Production experience Numb

9、er of staffHow orders are handled Share significant achievements that would be meaningful to buyers How to write a company introduction QA/QCQuality certifications (such as ISO) allow for an increased level of trust and mentioning them in your company introduction can only benefit you. Additionally,

10、 adding your monthly output volume, countries/regions serviced and any major clients that you have will also build credibility with buyers. Writing TipsReplace long words with shorter ones. Make sure each paragraph focuses on one idea. State facts, not opinions: if your product is new, tell the read

11、er what is new about it. Do not over claim or use flowery language. Use headings such as Features or Specifications together with a list format whenever possible.Dont write using capital letters, it looks as if you are SHOUTING or very excited.3. Useful words and expressionsobtain.from: 從獲悉；從得悉e.g.

12、I obtain your name from an old friend of mine.establish: 建立e.g. establish business relationships 建立貿(mào)易關(guān)系 establish new business 開拓新業(yè)務(wù) extend: 延長，擴(kuò)展，給予e.g. We would like to extend our business with you in this line. 3. Useful words and expressions quotation: 報(bào)價(jià)(常與之連用的動(dòng)詞有make, send, give, cable,后常跟著介詞f

13、or, 少數(shù)情況下買方提及賣方的報(bào)價(jià)時(shí)用of。)e.g. Please make (send, give, cable) us your quotation for 300 cups. prospective adj. 潛在的 可能的 預(yù)期的 prospective buyers 可能的買主 prospective business partners 可能的貿(mào)易伙伴 catalogue n. 目錄 pricelist n. 價(jià)目表 in compliance with 按照 e.g. In compliance with your request, we are sending you our

14、 samples by air.應(yīng)你方要求，我們用航空郵件給你們寄去了 我們的樣品。comply (v. ) with 按照，與相符，遵守，滿足 enter into business relations 建立貿(mào)易關(guān)系 還可以用：set up open up establish business relations or build up business connections under separate cover 另函，用另外一封信 e.g. We have sent you under separate cover a range of pamphlets for your info

15、rmation.我們另函給你們寄去了一系列的小冊(cè)子供你們了解情況。 take this opportunity to(后接動(dòng)詞原型)利用這個(gè)機(jī)會(huì)做 還可以說take advantage of this opportunity or avail ourselves of this opportunity.e.g. We take this opportunity to express our great appreciation for your cooperation.借此機(jī)會(huì)，對(duì)于您的合作，我們深表感謝。 enclose: put sth. in an envelope 隨函附寄To giv

16、e you a general idea of our products, we enclose herewith a copy of our brochure covering the main items suppliable at present. herewith adv. enclosed in this 隨函附上 irrevocable confirmed Letter of Credit: 不可撤消保兌信用證(如果一張信用證除了開證行的付款保證之外，還有另一家銀行作了付款保證，那么這個(gè)信用證就是保兌信用證。經(jīng)過保兌的信用證被稱保兌信用證，對(duì)信用證加以保兌的銀行稱保兌銀行。只有在不

17、可撤消信用證上，才能加以保兌，成為保兌的不可撤消的信用證。)leading dealer/largest dealer: 最大(主要)經(jīng)營者e.g. leading department stores (importers, exporters, etc.) 大百貨商店(進(jìn)口商、出口商) Sample LetterChinese Version SampleSample Letter 敬啟者： 我們從蒂科公司得知貴司商號(hào)與地址，特此來函，希望能同貴司發(fā)展商務(wù)關(guān)系。 多年來，本公司經(jīng)營紡織品進(jìn)口生意，目前想擴(kuò)展業(yè)務(wù)范圍。請(qǐng)惠寄商品目錄與報(bào)價(jià)單。 如貴司產(chǎn)品價(jià)格合理，本公司必定向你方下定單。 恭候

18、佳音。 采購部主任 約翰.斯密斯謹(jǐn)上 2004年5月20日Exercise Dear Sirs, We _ from the Chase Bank(大通銀行) that you are one of the leading importers of tools and instruments in your area. We take the _ of writing this letter to you to express our wishes to_ business connections with you. Our company in the export of tools and

19、 instruments for many years. To give you a general idea of our products, we have sent you our catalogue _ separate cover. We shall provide you with further information on your specific_. We are looking forward to your early_. Yours faithfully,have learntlibertyenter intohas specializedunderinquiryre

20、ply With the reference to your letter of May 4, we are delighted to learn that you want to establish business relations with us. This is our first business transaction, so both of us should be careful in case something unexpected happens. We hope to establish business relations with you on the basis

21、 of mutual benefit. If you want to know the prices of our products, we can send you a price list. We can assure you that our products are of best quality. We want to establish business relationships with your company. To give you a general idea about our products, we enclose relevant catalogues. We

22、have your name and address from the Commercial Counselors Office of the Chinese embassy in Ghana. We are looking forward to hearing from you soon. Quotations and samples will be sent to you upon receipt of your enquiries. Exercise 1. We are glad to inform you that the articles you require fall withi

23、n the scope of our business activities .2. We specialize in the export of textiles and are willing to establish business relations with you.3. In compliance with your letter of 12, we have sent you under separate cover our catalogue and quotation.4. In order to give you a general idea of our products, we enclose a pamphlet.5. If your prices are competitive, we will place volum