外贸函电课件unit2.ppt

1、Chap.2 Establishing business relationship,Text A,Company Logo,introduction,As a would-be businessman , you have to remember the saying no customer no business, you can seek prospective clients and establish business relations ,thus expanding your market through the following channels:,Company Logo,c

2、ommunicating in writing,1,2,3,Sub Title,Introduction,attendance at all kinds of commodities fair,contacts at the exhibitions held at home and abroad,Mutual visits by the trade group and delegation,Ways to expand the markets ,Company Logo,Contents of the letter,一 怎样得知对方公司的名称和地址 二 自我介绍 三 阐述写信的目的 四 表明建

3、立业务关系的愿望并希早日回复。,Company Logo,Ways to find the information,How can you obtain all the necessary information about a new client when you are going to write a letter to establish business relations? Maybe you can seek for the help of many sources as follows,Company Logo,Self-introduction by the company

4、,Market investigation,Chamber of commence or commercial counselors office or others,Other customers introduction,Advertisement on the newspaper or Periodicals,1,structure,Ways to find the information,2,3,4,5,6,Yellow books and etc.,Information from Periodicals, newspapers and etc.,We have come to kn

5、ow the name of your corporation from the International trade seasons that you need .,have learned have gotten /obtained have acknowledged .,Information from Chamber of commence or commercial counselors office or others,1.We have your name and address from the Commercial Counselors Office of your Emb

6、assy in Beijing and are now writing you for the establishment of business relations.,have obtained have learned /heard have come to know.,Information from Chamber of commence or commercial counselors office or others,2.We owe your name and addresses to the commercial counselors office of Swedish emb

7、assy in Beijing who have informed us that you are in the market for textiles,Through the courtesy of our commercial counselors office,Information from Chamber of commence or commercial counselors office or others,3.Having had your name and address from the Commercial Counselors Office of our Embassy

8、 in the U.K., we avail ourselves of this opportunity to write to you and see if we can establish business relations with you.,借此机会,Other customers introduction,1)Through the courtesy of Mr. Freemen, we are given to understand that you are one of the leading importers of electric goods in your area a

9、nd wish to enter into business relations with us,Through the courtesy of sb.,Other customers introduction,2) Your firm has been kindly recommended to us by Messrs J.Smith & co., Inc,.in New York, as large importers of furniture. example on page42,Be recommended to by.,Market survey,3) we are giving

10、to understand that you are potential buyers of Chinese silk, which comes within the frame of our business activities,Be given to understand that .,Note: ”经介绍，得悉” 的表达方式： 1.be recommended / given / introduced to sb. by 2.We have obtainedfrom 3.Through the courtesy of, we have learned that 4.We oweto,承

11、蒙介绍,经介绍， 从.获悉,Practice,承蒙太平洋贸易有限公司的介绍，我们得知你们是美国轻工业产品的主要出口商之一。,We have the pleasure of introducing ourselves to you with the hope that we may have a good chance of cooperating with you in your business extension.?,Note: have the pleasure of doing sth. 有幸做某事，用于正式场合或表示客气的请求或邀请 e.g. May I have the pleas

12、ure of this dance?,Self-introduction by the company,我们有幸在霍夫曼（Hoffman ）先生来访期间与他进行了一次洽谈。,Practice,Self-introduction-your business scope,1)Specializing in the export of Chinese foodstuffs, we wish to express our desire to trade with you in this line. 2) Our line are mainly textiles.,Involve in/ special

13、ize in Handle in the line of cover/ engage in,Self-introduction-your business scope,1）we have been in the line of chemical fertilizer for many years 2) They deal in Chinese hardware. 3) We understand that your corporation handles foodstuff for export.,Involve in/ specialize in Handle in the line of

14、cover/ engage in,Self-introductionreference to your standing,4)We are exporters of long standing and high reputation, engaged in exportation of following articles 3) We are a stated-operated corporation handling light industrial product.,Stated-operated Private-owned,Practice,我们是声誉卓越的出口商，专门从事中国工艺品的出

15、口，愿与贵方开展这方面的业务。,We take the liberty of writing to you with a view to building up business relations with your firm.,Note: 1.take the liberty to do sth. / of doing sth. 冒昧做某事 2.with a (the) view to doing sth. / of doing sth. 以为目的= for the purpose of,为了与你方在平等互利，互通有无的基础上建立业务关系，我们利用此机会写信给你们。,Practice,No

16、te: 1.avail oneself of sth. 利用某事物 avail ourselves of this opportunity to do sth. 借此机会做某事 Wed like to express our desire to cooperate with you on the basis of equality, mutual benefit and the exchange of needed goods,Aims of the lettergeneral aim,1.The purpose of this letter is to explore the possibi

17、lities of developing trade with you. 2.We wish to establish business relations by the commencement of some practical transaction 3.I am writing to resume the business partnership between the two company,Write to purpose of Desire / be desirous of,Aims of the letterspecific requirement,1. To acquaint

18、 you with the light industrial goods we handle, we are sending you, by separate airmail, several pamphlets for your reference.,Write to purpose of Desire / be desirous of,enclose,Aims of the letterspecific requirement,1. We are desirous of ,Write to purpose of Desire / be desirous of,1.获得你方最近供应出口的商品

19、目录本 2.把你的新产品介绍给我们的客户,Practice,我们期望你给我们提供中国天津制造的足球20个 We hope that you can provide with us 200 footballs made in Tianjing, China,Expectation for the early reply and future cooperation,1.Your effort and reply is greatly appreciated. 2.We shall always be very happy to hear from you and consider any pro

20、posals likely to lead to business between us,Hope appreciate Look forward to,Samples,Dear Sirs, 1.We have your name and address from the Commercial Counselors Office of the Chinese Embassy in the United States . 2.We wish to inform you that we specialize in both industrial and pharmaceutical chemica

21、ls and shall be delighted to establish business relations with you.,Samples,3.To give you a general idea of our products, we enclose a complete set of leaflets showing various products being handled by our corporation with detailed specifications and means of packing. Quotations and samples will be

22、sent upon receipt of your specific inquiries.,Samples,Business between us will be concluded on the basis of shipping quality and weight while testing and inspection will be made by Dalian Commodity Inspection Bureau prior to shipment. Necessary certificates regarding the quality and quantity of the

23、shipment will, of course, be provided. 4.We look forward to your early reply with a keen interest. Yours sincerely,Please translate,自埃里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。 如价格公道，本公司必大额订购。 烦请早日赐复。 此致,Gentlemen: We have obtained your name and address from Aristo Shoes, Mil

24、an , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and pricelist. If your prices are competitive we would e

25、xpect to transact a significant volume of business. We look forward to your early reply. Very truly yours,Sample letter analysis （text）,1.the method of telling the receiver how you get the name and address of them。 1）.through the courtesy of 承蒙 through (by) the courtesy of citybank of USA，we came to

26、 2）.we have your name and address form 3）.we learn form that. 4）.your co have been kindly introduced to us by,1. line 行业 职业 they are in toy line（business）。 My line is teaching。 （1）Scoperange （经营）范围 Your newly operated line are fall within the scope (range) of our business,Useful phrases and words,2.

27、To /with a view to n/do/doing 目的是，旨在 in order to，for the purpose of we give you this special accommodation with a view to strengening our close business relations。,3. Enclose 随函附寄 we enclose /are enclosing a latest price list Enclosed please find Enclosed is (are) E.G.: enclosed please find our cata

28、logues Enclosure We are in receipt of your letters dated on April 28th. With two enclosures,Useful phrases and words,4. relationship /connection（s） relations establish /enter into relations /relationship/ a connection with connections number of customers have extensive connections with. the shop has

29、 a good connection （the shop is wellconnected） 这个商店有很多顾客。,5. for your examination for your reference（参考） for your consideration （考虑） for your study（研究） for your selection（选择） for your attention （办理、关注） for your perusal（细看） For your information,6、(catalogue) item ：goods listed in catalogue /price lis

30、t /quotation merchandise ： commodity ：useful goods especially trade goods。 goods：trade goods or goods carried in transit （cargo /shipment）。 Line：class of commercial goods Article：perticular /specific goods,7. Appreciate We shall appreciate it if we should be grateful if you would we shall be gratefu

31、l （thankful/obliged/pleased/glad） if you will,Appreciate的用法,We appreciate your kind cooperation.（接名词）感谢你方的真诚合作。 We shall appreciate it if you will send us a sample book soon.（接代词） 如能立即将样品簿寄来将不胜感激。 We shall appreciate your sending us a sample book soon.（接动名词） 如能立即将样品簿寄来将不胜感激。 为了表示客气，还可以使用虚拟式句子： We sh

32、all appreciate it if you would send us a sample book soon. 如能立即将样品簿寄来，我们将不胜感激。,Fill in the missing words:,dearSirs,Wethankyou() yourcooperationinbusiness.Nowwearekeenly ( ) enlargingourtrade ofchemicaltextiles,butunfortunatelyhaveno good - inthesouthernpartofEngland. Thereforeweshallbe ( ) ifyouwill

33、kindly ( ) ussomeofthemostcapableand ( )importers inthedistrictwhoare( )inthese ofgoods.Your ( ) informationwillbeappreciated.Yoursfaithfully,Writing Practice,你是一家公司的业务员， 2011年9月从报纸上看到国际商报的国际商场快递板一家加拿大客户求购中国瓷器，你立即与国际商报联系，了解具体信息，得知该加拿大客户是多伦多一进口批发商。具体联络方法为：Mr. Paul Lockwood Purchasing Division James B

34、rown & Sons #304-310 jalan street, toronto, canada TEL:(001)647-779910 EMAIL: d 根据上述背景，请给James Brown & Sons公司去函，表达与之建立业务关系的热切愿望，并随寄HX瓷器系列的商品目录,Mr. Paul Lockwood Purchasing Division James Brown & Sons #304-310 jalan street, toronto, canada Dear sir, Through the courtesy of international commercial Newspaper, we have learned that you are in the market for the china. (we are giving to understand from international commercial Newspaper that you are potential buyers of the china, which comes within the frame of our busin