外贸英语函电商务英语写作02

,UNIT,建立商务关系,2,LearningObjectivesEstablishingbusinessrelationswithprospectiveclientsUnderstandingbusinessetiquetteWritinglettersforestablishingbusinessrelations,EstablishingBusinessRelations,Warm-upPractice,Follow-upPractice,CONTENTS,1.Introduction:businesschannelsandinformation2.LettersforestablishingbusinessrelationsA.ImporterwritestoExporterB.SelfintroductionbyexporterC.ExporterwritesImporterD.SelfintroductionbymanufacturerE.ManufacturerwritestoImporterF.LetterReferringtoabankreferenceG.Replytotheabove3.Supplement,ChinglishExamples,1.大片*bigmovie;blockbuster早恋*earlylove;puppylove方便面*convenientnoodles;Instantnoodles拳头产品*fistproduct;knockoutproduct新闻自由*freedomofnews;freedomofpress买一赠一*Buyone,presentone.Buyone,getonefree.2.上海的交通很拥挤。*Shanghaistrafficisverycrowded.ThetrafficisveryheavyinShanghai.新学期已经过去一个多月了。*Ournewtermhaspassedonemonthandmore.Morethanonemonthhaspassedsincethenewtermbegan.,Warming-upPractice,Weneedtodiscusssomequestionsaboutwhatwearegoingtolearninthisunit.,Sure,thatllhelpusunderstandbetteraboutwhatweareaskedtodo.,Theestablishmentofbusinessrelationsisoneoftheimportantundertakingsinthefieldofforeigntradeasaforeign-tradefirmneedsextensivebusinessconnectionstomaintainorexpanditsbusinessactivities.Tradersmustnotonlydoeverythingpossibletoconsolidatetheirestablishedrelationswithfirmshavingpreviousbusinessbutalsodevelopandrevitalizetheirtradebysearchingfornewconnectionsfromtimetotime.Tofindourwhomafirmisdealingwith,informationisobtainablethroughdifferentchannels.Afterthat,lettersorcircularsshouldbesenttothepartiesconcernedtoexpresssimply,clearlyandconciselywhattheycansellorwhattheyexpecttobuy.,1.Establishingbusinessrelations,2.Discussion1）Nowasaclass,pairsorgroups,thinkofasmanychannelsasyoucanthatareassociatedwithestablishingbusinessrelations.,EstablishingBusinessRelationsNotransactionscanbeconducteduntilcontactshavebeenmadebetweentwoormorecompanies.Toestablishbusinessrelationswithprospectivedealersisoneofthevitalimportantmeasuresbothforanewlyestablishedfirmandanoldonethatwishestoenlargeitsbusinessscopeandturnover.Businessrelationscanbeestablishedthroughthefollowingchannels:1)Banks;2)Tradedirectory;3)Chinesecommercialcounsellorsofficeinforeigncountries;4)Businesshousesofthesametrade;5)Advertisements;6)Tradefairsandexhibitions;7)Chambersofcommerce;8)Introductionfrombusinessconnections;9)TheInternet.,2）Ofallthechannels,whichdoyouthinkisthemosteffectiveone?Why?3）Whatwillyoudotomaintaintheestablishedrelations?4)Whyarepeoplestillwritingletterswhileitssoconvenienttosendfaxesandemail?,Whyfirmsestablishbusinessrelation,Nocustomer,NobusinessNewcustomer,NewBusiness,WHYSNAILMAILISSTILLNEEDED,Lettersnowfondlyknownas“snailmailarestillusedforvariousreasons:1.Theyseemparticularlyappropriateforformalintroductionstocompanies,confirmationofcontractsandthankyoumessages,possiblybecausetheycanseemappropriatelyformal,caringorimpressive(ifprintedongoodpaper).2.Theycanbeausefulback-uptoimportante-mailedorfaxedmessages.3.Theycanbeusedtosendbulkymaterial,suchasbrochuresorsamples.4.Theycanbeusedwhenthereareproblemswiththetechnologyrequiredforfaxesande-mail.8.Theycanbesenttoorfromcompanieswhichhavelimitedtechnology.,1.Importerwritestoexporter,1.Wehaveobtainedyouraddressfrom2.Wearenowwritingyouforestablishing3.Wearewellconnectedwithall4.Wefeelsurethatwecanselllargequantityof5.Atcompetitiveprice,价格，竞争力，优势Competewith/againstsbinsth在某方面与某人竞争Competewith/againstsb.forsth为事情与某人竞争Competition,competitor.6.Standing资信情况，信誉等Standingcost/orders/directorsCreditstanding/financialstanding/finances,1.Importerwritestoexporter,7.“关于”的表达：asfor，regarding，astoWithregardto，inregardto，asregards8.Pleaseletushaveallnecessaryinfo.Regarding,2.Selfintroductionbyexporter,1.Wewritetointroduceourselvesasoneofthelargestexportersofawiderangeof2.Weenclosedacopyofourlatestcatalogcoveringthedetailsofalltheitemsavailableatpresent,andhopesomeoftheseitemswillbeofinteresttoyou.3.Itwillbegreatpleasuretoreceiveyourinquiries4.Sendyouourlowestquotations.5.Wewouldbemostgratefulifthislettercouldbeforwardedtothecorrectimportcorporation.6.Wearelookingforwardtoyourfavorableandpromptreply.7.Available:可利用的，可得到的，可提供的Productsavailable现有可提供的商品Notavailable缺货，目前没有现货供应的。Thisistheonlystockavailable.这是唯一可供之货。,2.Selfintroductionbyexporter,8.询价，询盘inquiry（美国）或enquiry（英国）9.Quotationn.报价Quotationtable/list价目表Exchangeratequotation外汇行情Discountquotation贴现行情Marketquotation市场行情Quotev.开价，报价Quoteaprice/afavorableprice10.Dealwith经营，处理，表示经营某类商品的词还有handle,dealin,tradein,beinthelineof等11.Forward,forwardsthtosb转交、转发12.Favorable有利的，赞成的，对有帮助的befavorabletosth/sb表示赞同某事,对某事或某人有利befavorableforsth表示对某种行为有利Favorablereply（敬候）佳音，好消息Favorableprice优惠价格,3.Exporterwritestoimporter,exportersself-introduction1.Wehavedonebusinessformanyyears2.Specializedinsth专门从事，经营3.Enjoygreatpopularity.享有盛誉，此外还有bemostpopularwiththecustomerscommandagoodmarketsellfast/enjoyfastsalesbeuniversallyacknowledgedbeunanimouslyacclaimedbythecustomers.4.Ihopethatyoucancontactusifanyitemisinterestingtoyou5.畅销品readyseller,quickseller,quick-sellingproducts,3.Exporterwritestoimporter,exportersdesireofestablishingbusinessrelation6.Throughthecourtesyofwecometoknowyournameandaddress,承蒙我们得知贵公司类似表达：weoweyournameandaddressto7.Weareinformedthatyouareaprospectivebuyerof8.Fallwithinthescopeofourbusinessactivitiesbewithinliewithin9.Acquaintyouwithourcommoditiesnowavailableforexport.acquaintsbwith/ofsth(that)10.Yourfavorablereplywillbehighlyappreciated.wehighlyappreciateyourkindcooperation.weshallappreciateitifyouwehopeyouwillappreciateourposition.itwillbegreatlyappreciatedifyouyourpromptreplywillbegreatlyappreciated.,4.Selfintroductionbymanufacturer,1.leading:leadingimporter主要进口商leadingmarket主要市场leadingstock主要股份*indicatingthemostimportantperformerorrole*goingorproceedingorgoinginadvance;showingtheway2.Beinthemarketforsth,想要购买sth3.Scrupuloustest严格检验4.Illustratedcatalog.附有插图的目录5.Regertosbforsth.向某人打听某事referto提及，谈到，谈及，涉及Eg.Forourcreditstanding,pleaserefertothefollowingbank.6.Yourimmediatereplywouldbehighlyappreciated.,5.Manufacturerwritestoimporter,1.Thechamberofcommerce商会2.Manufacturer制造商，厂商manufacturedarticle人工商品manufacturedgoods制成品manufacturedproducts工业产品Chinesemanufactures=Chinesemakes3.Weplywith依照，符合in4.Ourcustomersarealwayssatisfiedwithourproductsandtheserviceafterselling.5.Coveringthemainitemssuppliableatpresent.,6.Letterreferringtoabankreference,7.Replytotheabove,WehaveheardfromCCPITthatyouareinthemarketforelectricappliances.YourfirmwasrecommendedtousbytheAustralianConsulatehereasalargeexporterofdairyproductsandweareinterestedinhandlingtheseproductsinourmarket.WehavebeeninformedbytheBankofChina,BeijingthatyouareoneoftheleadingimportersoftextilesintheUnitedStates.WearegiventounderstandthatyouarepotentialbuyersofChinesesilkproducts,whichcomeswithinthescopeofourbusinessactivities.Weare