英语函电 Chapter 3-1.ppt

Chapter3 1 LettersofEstablishingBusinessRelations OBJECTIVESGettingfamiliarwiththenewwordsandexpressions Understandingtheguidelinestoandmaincontentsofwritinglettersofestablishingbusinessrelations Readingexamplelettersofthispurpose Practising MainContents 3 1Generalintroduction3 2Guidelinesforwritinglettersofestablishingbusinessrelations3 3Rulestoobey3 4Exampleletters3 5Practiceguide 3 1Generalintroduction Establishingbusinessrelationsisthefirststeptodeveloptradeties Asuccessfulbusinesspersonisabletogetnewopportunitiesforthecompanyheorsheworksfor Sincebusinessgrowthandexpansionslargelydependontheestablishmentofbusinessrelations writingappropriatebusinesslettersinthisrespectisvitallyimportant 3 1 1Whyshouldwelearnhowtowritelettersofestablishingbusinessrelations Toestablishbusinessrelationsistoknowaboutyourclientsintermsofbusinesslinesandcapacities financialcredit andtheintentiontomakecontacts Ininternationaltrade onemayestablishbusinessrelationswithcompaniesinothercountriesthroughdifferentchannels 3 1 2Channelswecanestablishbusinessrelationsthrough Banks Chambersofcommerce Tradedirectories Businessassociates Commercialcounselors offices Commercialofficeofembassies Advertisements Exhibitionsandtradefairs Markedsurveys Recommendationsbybusinesspartnersorclients Othersources 3 2NewwordsandexpressionsofChapter3 potentialbusinessaprospectivesuppliertoassureyourcustomerthat tohavefaithin tousethetactictofallintotwocategoriestobeagreeabletobusinessproposalsdeliverytimetoenumerateyourinquirytoensuresmoothtransactions 潜在的买卖一个未来的供应商向你的顾客保证 信任 使用策略 战术分为两类乐于同意商业建议发货时间列举你的询盘 内容 保证顺畅交易 toansweraletterinfulltocreategoodwillcommercialcorrespondencetobeofinteresttoyouinformationaboutquotationsmethodoftransporttoquotethecorrectgoodslong standingorderstoextendourrangecompetitivepricestoplacevolumeordersonyou 全文完整回信引起良好愿望商业信函对你方感兴趣关于报价的信息运输方法对正确的货物报价长期订单扩大我们的范围有竞争力的价格向贵方下批大量订单 underseparatecoverconfirmedletterofcredittheleadingexporteroftextileproductssoftnessanddurabilitycottonbed sheetsandpillowcasesEnclosedyouwillfind toplaceasubstantialordertooffertradediscountslifejacketstheundermentionedfoammaterial 另外邮寄确认的信用证主要纺织产品出口商柔软耐用棉床单和枕套随信附上 下一个大订单提供商业折扣救生衣以下提及的事情发泡材料 asolarcelltofurnishuswiththefollowingstheminimumorderquantitytobededicatedtosthelectronicequipmenttosupplytechnicalmaintenancetohaveprofitabledealstotransferaletterwillowproductsamanufacturerofembroideries 太阳能电池向我们提供如下物品最小订单数额专注于电子产品提供技术维护进行获利的交易转交一封信柳木制品刺绣品生产商 porcelainwaresjadecarvingsimitationjewellerytodealinclusivelyintextilestobespecializedin onthebasisofequalityandmutualbenefitstoassureyouofthebestqualitymoderatepricesfireextinguishersafavorablequotation 瓷器玉雕仿制珠宝经营项目包括纺织品专门从事 在平等和互利的基础上向你保证最好的质量适中的价格灭火器有利的报价 canspackedincartonsuponreceiptofyourcataloguetermsofpayment 装在纸板箱内的罐头一收到贵方的目录 就 支付条款 3 3Writingskills 3 3 1 Explaininghowyouobtaintheaddressandthebusinessline e g ThankstoMs MariaChen oneofourbusinesspartners wehavecometoknowyournameandaddress e g YourcompanyhasbeenintroducedtousbyM FreemanCo Ltd inEngland e g YournameandaddresshavebeengiventousbytheCommercialOfficeofourEmbassyinPakistan e g WehavecometolearnyournamethroughtheUSEmbassyinBeijingas8mportersofplasticproducts e g WeareindebtedtoMr JonesofABCco Ltd foryourname e g Wehavegotyournamefromthebusinessbulletin Businessmen asmanufacutrersofmicrowaveovens 3 3 2 Expressingthestrongdesiretoestablishbusinessrelations e g Weareinterestedinbuying100 cottonladies shirts e g Weshallbepleasedtoenterintobusinessrelationswithyouatanearlydate e g Wesawyour Feiyue colourTVsetsrecentlyatShanghaiTradeFairandarekeenlyinterestedinthisproduct 3 3 3 Introducingyourcompanyintermsofcommoditiesyouaredealinginandyourcompetitiveedge e g WehaveaverygoodconnectionwithleadingchainstoresinJapan e g Weareverywellconnectedwithallthemajordealershereofindustrialproducts andfeelsurewecanselllargequantitiesofindustrialgoodsifwecangetyouroffersatcompetitiveprices e g Wearewell establishedexportersofallkindsofChinesegoods especiallyelectronicproducts e g Weareatradingcompanydoingimportandexportbusinessallovertheworld 3 3 4 Statingwhatkindofproductsyouplantobuyorpromote e g Wewouldlikeyoutosendusdetailsofyourshirts includingcolorsandprices andalsosamplesofthedifferentcolors 3 3 5 Offeringreferencestohelpthereaderunderstandthecreditstanding e g OuropeningbankistheKitahamaBank Ltd Headoffice Osaka fromwhomyoucanhaveanyreferenceregardingourfinancialstanding e g Wearewell establishedexportersofallkindsofChinesegoods especiallyelectronicproducts 3 3 6 Mentioningtheenclosurestohelpthereaderknowmoreaboutthecompany whichmayincludeabriefintroductiontothecompany catalogs pricelistsandpamphlets etc e g Togiveyouageneralideaofthevariouskindsofcottongoodsnowavailableforexport weencloseabrochureandabookletofsamples 3 4Rulestoobey 3 4 1Equalityandmutualbenefits Businessrelationsisbasedonthepolicyof equalityandmutualbenefits Soletthereaderknowthatwhatevertheresultisyouwillappreciateitallthesame 3 4 2Sincerityandfriendliness Theletterofestablishingbusinessrelationsisexpectedtocreateagoodfirstimpression sowriteitinasincere friendlyandconsideratetone 3 4 3Appropriateinformationandformat Theletterofestablishingbusinessrelationsshouldbedetailed butnottoolong andfreeofgrammaticalerrors Theinformationyouofferinthelettershouldbeconcreteandcredible Theformatandlayoutshouldbestandardizedandfinallythelettershouldbeprintedneatly Businessrelationsisbasedonthepolicyof equalityandmutualbenefits Soletthereaderknowthatwhatevertheresultisyouwillappreciateitallthesame 3 5Sampleletters 3 5 1LettertoaChamberofCommerce Dearsirs WedesiretoexpandthebusinesswedowithMiddleEastcountriesandwouldbemostgratefulifyoucouldprovideuswithalistofreliablebusinessconcernsinyourareawhomightbeinterestedinimportingChineseelectronicproducts Weareawell establishedexporterofallkindsofChinesegoods especiallyelectronicandhi fiproducts seeenclosedcatalogs Havingbeeninthislineformorethan30years weareconfidentwecangiveourcustomerscompletesatisfaction Astoourcreditandfinancialstanding wereferyouto 引 去查询 theBankofChinaandtheChamberofCommerceinGuangzhou Wegreatlyappreciateyourhelpandearnestlyawaityourreply Yoursfaithfully WangFangWangFangExportManagerChinaNationalelectronicImp Exp South ChinaCorp 3 5 2Anexporter sproposaltostartbusiness July27 2010Dearsirs Madams Fromthecommercialcounselor sOfficeoftheUSEmbassywehavelearnedthatyouwishtoimportcottonbed sheetsandpillowcasesfromChina Wearetheleadingexporteroftextileproductsinchinaandhaveenteredintobusinessrelationshipwithmorethan70countriesintheworld Becauseofthesoftnessanddurability outcottonbed sheetsandpillowcasesarerapidlybecomingpopular Enclosedyouwillfindthecatalogue whichwehopewillbeofinteresttoyou Alsoenclosedforyourreferenceisourlatestpricelist Shouldyoubeinterestedinanyofourproduct pleasecontactwithus LilyHu 3 5 3Replytotheexporter sletterofestablishingbusinessrelations August5 2010 DearMs Hu WearegladtoreceiveyourletterofJuly27 2010andwouldlikeyoutosendusdetailsofyourvariousranges includingsizes colorsandsamplesofthebestqualityofmaterialused Iftheyareofthestandardwerequire wewillplaceasubstantialorder Wewouldalsoliketoknowifyouareofferinganytradediscounts Thankyou Yourssincerely 3 5 4Animporter sproposaltostartbusiness August24 2010 Dearsirs WehaveobtainedyournameandaddressfromKee Co Ltd Andwearewritingtoenquirewhetheryouwouldbewillingtoestablishbusinessrelationswithus Wehavebeenimportersofshoesformanyyears Atpresent weareinterestedinextendingourrangeandwouldappreciateyourcataloguesandquotation Ifyourpricesarecompetitivewewouldexpecttoplacevolumeordersonyou TonySmith 3 5 5Replytotheaboveletter DearMr Smith Thankyouforyourletterofthe24thofthismonth Weshallbegladtoenterintobusinessrelationswithyourcompany Incompliancewithrequest wearesendingyou underseparatecover ourlatestcatalogueandpricelistcoveringourexportrange Paymentshouldbemadebyirrevacableandconfirmedletterofcredit Shouldyouwishtoplaceanorder pleaseE mailorfaxus Yourssincerely 3 5 6Ancommissionagent s 代理商 offerofservice Dearsirs WeoweyournametotheBankofChina throughwhomwelearnedthatyouarethemanufacturersandexportersofplasticproducts whichiswhatareinclinedtoimport Mayweintroduceourselvesasanimporterofplasticproductsandacommissionagent OurorganizationinFrancehasanumberofbranchesthroughoutthecountry Weare therefore inapositionto 能够做 offeryouagreatservice Astoourfinancialstanding wereferyoutoBanquedeFrance BankofFrance who wefeelsure willbegladtofurnishyouwith 向贵方提供 anyinf