《建立商业关系》PPT课件.ppt

Establishment of Business Relations,主讲: 崔丽伟,崔丽伟 李雪玲 李婷婷 周明梅,吕 嘉 杨 峰 汪名学 江 涛,制作团队,1、写作指南,2、样信解析,3、实用举例,目录,第1节 写作指南,一般流程,获取新客户信息的渠道,信函的内容要点,基本结构,请加入标题,The general process of establishing trade relations,Looking for the customer first, and then do credit investigation, to identify and screening of customers with good credit standing, finally send Email or fax express desire of establishing trade relations,Logo,获取新客户信息的渠道,他人介绍,媒体搜索,主动搜索,第1节 写作指南,The basic structure of establishing trade relations with letters,1.The letterhead and inside address 2.Salution 3.The source of information 4.The business scope of writing the letter 5.The business scope of the firm 6.The reference as to the firm is financial position and integrity 7.Wish to receive immediate response 8.Complimentary close 9.Signature,The content of the letter to establish trade relations,信息来源,致函目的,公司介绍,The content of the letter to establish trade relations,1.Source of information 2.Sent a letter to purpose 3.Company introduction 4.Product introduction,Logo,第2节 样信解析,Dear Sirs, We have obtained your name and address from A.B.Co. ,Ltd,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 latest catalogues and price list. If yours prices are competitive ,we would expect to place volume orders on you. We look forward to your early reply. Yours faithfully , Purchass Mannager,案例导读,Logo,Sample letter parsing,Notes,Price list 价目单,第2节 样信解析,Importer n. 进口商,Appreciate v. 感谢；理解；体会；赏识；增值,Self-introduction by the seller,Logo,Dear Sirs, We have your name and address through the introduction of Mr .E .W .Worth of SwanBros. (Hong Kong ),who is one of our old clients . We wish to inform you that we specialize in exporting chinaware and shall be pleased to enter into business relations with you. If our above desire coincides with yours, please let us know and keep us informaed as well of your specific enquiries so that we would be in a position to send our illustrated catalogue and latest price list for your reference without the least delay. Meanwhile ,it shall be much appreciated if you could furnish us with the name of your bank prior to the conclusion of an initial transaction between us. Looking forward to receving your first enquiry. Yours sincerely, (Signature),第三节 知识管理能力,Notes,Logo,1、Inform 通知,2.Specialize in 专营,3.Desire n. v. 期望 渴望；要求，请求,4.Specific enquiry 具体的询盘,5.in a position to do something 能够,6.Initial transaction 首次交易；首笔业务,第3节 实用举例,发函的常用表达,回函的常用表达,一、关于建立业务关系发函的常用表达法,第3节 实用举例,（1） We have obtained your name and address from（the newspaper，periodicals，media，the Internet，etc) 我方从（报纸、期刊、媒体、互联网等）知悉贵方公司的名称和地址。,（2） We have learned by courtesy of Mr. Green that you are one of the leading importers of Chinese chemicals and pharmaceutics in your country. 承蒙格林先生力荐，使我们公司得知贵公司是贵国进口中国化学制剂和药品的主要进口商之一。,二、关于建立业务关系回函的常用表达法,第3节 实用举例,（1） Thank you for your letter of the（date）of this month.We shall be glad to enter into business relations with your company. 贵公司（日）来函收悉。我方意欲建立贸易关系。