(完整版)教案EstablishingBusinessRelations

1、International Business Correspondence外贸函电课程教案课题：Basis of Business Correspondence课时：周次：授课日期：地点：授课方式及手段：Lecturing, Task-based approach, Questioning, Discussio n -教学目标：After studying this part, the students are able to:1. To learn ways of establishing and promoting business relations.2. To practice wri

2、ting letters of establishing and promoting business relations.3. To learn useful expressions on establishing and promoting business relations.教学重难点：1. To practice writing letters of establishing and promoting business relations.2. To learn useful expressions on establishing and promoting business re

3、lations.教学过程与内容：Step one warm-upRaise the following questions:1.If you want to do business with a merchant abroad, how can you approach them?2.If you want to secure all the necessary information about a new customer, how can you do?3.If you want to write to a merchant abroad, how can you write?Step

4、two Presentation & Explanation Merchants abroad may be approached through some the following channels:（ 课本上） communication in writing 信函的联系 attendance at the export commodities trade fairs. 出席出 口商品交易会 contact at exhibitions held at home or abroad 在国内外举办的展览会上联系 mutual visits by trade delegations and

5、group. 贸易代表团的互访Of all these channels, the first one is the most constantly used in business activities. By what means can a writer of business letters secure（寻求）all the necessary information about a new customer?He may do so by referring to （向某人去了解 /咨询） or with the help of（求助于）：（课本上） Internet;甘妙编写第1

6、页International Business Correspondence the banks the periodicals （刊物） the advertisements in newspapers the introduction from his business connections （ 商业客户 的介绍 ） the market investigations（市场调查） the Commercial Counselor s Office!务参赞处） the chambers of commerce both at home and abroad.（国内夕卜的商会） enquir

7、ies received from the merchants abroad. （国夕卜商家的询盘） self-introduction by merchant themselves （国夕卜商人的自我介绍）|A letter for establishment of business relations may include the following points:（课本上） the source of your information; （Explain how you got his name and address） Your intention; （tell him that y

8、ou desire to establish business relations with him） State briefly and clearly your business scope and also your branches and liaison offices, if any; （self-introduction） Tell him something about the commodities you want to buy or sell;（can be omitted）If the writer is an importer-make request for sam

9、ples, pricelists, catalogues, etc.If the writer is an exporter -enclose his export list and the like.（出口商品目录/清单/明细表） Tell the references as to your firm s finari cial position and integrity;（ 提供能够了 解你公司的资信情况的证明甘妙编写第3页 Express your expectation of cooperation and an early reply.（表达合作的意向和早 日答复）e.g. We

10、look forward to your early reply.Your early reply will be appreciated.We are awaiting your early reply.Some words and expressions for Introduction1 . establish business relations with sb = enter into business relations 与 一 建立业务联系2 . probable customers = potential customers/prospective customers 可能的客

11、户 /潜在的客户 /有希望的客户3 .the vitally important measures 十分重要的措施4 . either or 或是或是5 .a newly established firm 新近成立的公司6.enlarge ones busise扩大业务范围7 .turnover营业额，成交量8 . exhibition 展览会 trade fair 交易会 commodities fairs 商品交易会business connections 商业客户（connections = clients/ customersCommercial Counsellor s Office

12、参赞处9 .Chambers of Commerce 商会 Electronic Commerce 电子商务10 .Expectation of cooperation 合作意向Step Three ConsolidationAsk one student to translatea introduction . into EnglishLearn the above expressions by heart. Preview Lesson 1.Part IIStep One Warm -up| Raise the following questions:If you want to writ

13、e a letter to establish business relations, what should you cover in it?A letter for establishment of business relations may include the following points: the source of your information; (Explain how you got his name and address) Your intention; (tell him that you desire to establish business relati

14、ons with him) State briefly and clearly your business scope and also your branches and liaison offices, if any; (self-introduction) Tell him something about the commodities you want to buy or sell;(can be omitted)If the writer is an importer-make request for samples, pricelists, catalogues, etc.If t

15、he writer is an exporter -enclose his export list and the like.(出口商品目录/清单/明细表) Tell the references as to your firms finari cial position and integrity;(提供能够了 解你公司的资信情况的证明人) Express your expectation of cooperation and an early reply.(表达合作的意向和早 日答复)Step Two Presentation for Sample letter 1| Raise the

16、following questions:1.In Lesson 1, who is the writer, buyer or seller?2 .How did the seller get the buyer s name?3 .What will the seller send to the buyer? Why?4 .What other kind of information does the seller give? Lets study the structure of this letter: contains four paragraphs.Step Three Explana

17、tion1. to establish business relations with sb 与 建立业务联系 enter into business relations with sb ; make business contact with sb.2. to that effect大意是那样to this effect大意是如此to the above effect 按上述大意3. pass on sth to sb把 转交给某人Your letter addressed to our Head Office has been passed on to us for attention a

18、nd reply. 你方写给我总公司的来信 已转交给我们办理(考虑)。Pass on the good tradition to us .把这一好的传统传给我们。4. inform (v)通知，常可与 advise换用。常用于下列结构 inform/ advise sb of sthPlease inform us of the name of steamer.We shall inform you of the date of shipment. inform/ advise sb + clausePlease inform us what quantity you can sell a y

19、ear. 请告知每年可销售的数量。Please inform us which model you are interested in. 请告知你们对何型号有兴趣。We are pleased to inform you that your offer has been accepted by our customer. Please be informed兹通知你方 Please be informed that the L/C has been opened.兹通知你方信用证已经开出。Please be informed that the samples you requested hav

20、e been sent by airmail.International Business Correspondence 注意：在下列句子结构中，inform 不可与advise换用。 advise sth / clausePlease advise the name of steamer.We wish to advise that business has been done at our price.Please advise what quantity you can sell a year. advise (vi)If interested, please advise.Please

21、 advise at what price your clients will place orders with us?当指的是和对方关系较大的事时：We wish to advise that business has been done at GB)110 per ton.如对方关系不大的事，只是让对方知道或了解一下时，则用 inform较好。We wish to inform you that we have moved to the following address.5. interested, interesting, erest是n,最易混淆的就是int

22、erested, interesting ,都是adj,但所采用的句式不同。 sb be interested in sth / to do sth interested 所用句式以人为主语sth be interesting to sb interesting 和 interest 两者都是以物为主语-sth be of interest to sbBuyers are not interested in out-dated designs.We are very much interested in importing chemicals from you.We are intereste

23、d to receive a specimen of the new type.The design that were in fashion last year are no longer interesting to us.The article is of special interest to us. (vide p29)6. fall within the scope of our business activities.属于我们的业务范围lie withinour business scopeJ be withinJ the scope of our business activi

24、tiesfall within+I our business lines(come under7. enclosed catalogue随函附去的商品目录 enclosed brochure (pamphlet) 随函附去的册子8. line行业；商品的一类Our lines are mainly我彳闩,经营的主要商品是be in the line of / be in - line. 经营某商品We have been in the chemical line for many years. 多年来我们一直经营化工品。We export both best line and cheap li

25、ne of silks.(我们从事优质丝绸和便宜丝绸的出口)9. for your information 供你方参考 for your reference.10. advantagehave advantage over sb in 在某方面比 占优势I have advantage over you in English.take advantage of 好好利用We need to take advantage of foreign teachers to learn English well.11. look forward to 盼望，期待We look forward to yo

26、ur early reply.盼尽早答复 .甘妙编写第4页International Business CorrespondenceSimilar expressions:We are waiting for your early reply.We await your early reply.12. requirementsmeet (satisfy/comply with ) ones requirements 满足某人的需求Step Four Summary and ConsolidationTranslate the lesson into English.Similar expres

27、sions of introducing personal information: We have been importing and exporting electric appliances for these ten years, and are planning to extend our business activities to our neighboring countries. We write to introduce ourselves as one of the leading exporters from United Kingdom, of a wide ran

28、ge of laptop computers. We are one of the largest importers of cotton and woolen piece goods in this country and shall be pleased to establish business relations with you.Our lines are mainly我们经营的主要商品是 We have been handling the import of shoes for many years.Finish Exs 1、2 in class.Step Five Homewor

29、kFeedback:Part IIIStep one RevisionReview briefly the contents in writing a letter to establish business relations. (omitted)Step two Presentation for Lesson TwoI Raise the following questions:1.In Lesson 2, who is the writer, buyer or seller?2 .How did the seller get the buyer s name?3 .What will t

30、he seller send to the buyer?4 .What kind of information does the seller give? Lets study the structure of this letter: contains six paragraphs.1. obtain your name and address from 从得知名称和地址。similar expressions: have got your name and address from从.处得知你公司的名称和地址 We owe your name and address to 承蒙 .告知你公

31、司的名称和地址 Your firm has been recommended to us by Your name and address have been passed on to us by Your name and address have been given to us by On the recommendation of .，we have learned with pleasure the name of your firm Through the courtesy of 2. in the market for 想要购买We are in the market for p

32、etroleum.in the market 要买或卖3. avail ourselves of 利用 avail ourselves of this opportunity to do sth4. approach sb for sth与某人接洽某事；同某人联系事宜To approach you for the establishment of trade relations with you.Approach our agents for your requirements.与我们的代理人接洽讨论你们的需求。Approach the shipping company for booking

33、 the space.同船公司联系订舱事宜。5. a state-operated corporation 国有(营)公司man-made leather bag 人造革提包 machine-made 机制一 home-made 国产的6. handle 经营J handle + commodity (or others )deal in + commodity / deal with sbtrade in + commoditybe in the line (of ) + commodityThe shop handles paper and stationery.The shops dea

34、ls in paper and stationery.The shop is in the line of paper and stationery.We have been handling the import and export of textiles.(不用 deal in, trade in, be in the line of 替换)7. to acquaint you with our business lines 使你对我们所经营的商品了解acquaint sb with sth 使某人了解(熟悉)8. enclose: (v)Patterns: 1)enclose sth

35、(不可以 enclose sb)随函附寄. ( send sb herewith-)2)Enclosed are (is) . (enclose语时，常倒装于句首 )3) Enclosed please find随函附寄.(望查收)(enclosed作宾补时，也常倒装于句首或置于谓语动词后)Please find enclosed .rExamples:JWe enclose a copy of our pricelist. Please find enclosed a copy of our pricelist.Enclosed please find a copy of our price

36、list. Enclosed are two copies of our pricelist.Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.9. a copy of our Export List covering the main items suppliable at present. 目前可以供应的出口商品清单份。1

37、0. be of interest to sb (见 lesson 1)ll.lowest quotation 最低报价单make /give/send/fax/e-mail one s quotation for (on) 买方接到卖方的报价时后接介词of.Please make us a quotation for Iron Nails.12. upon (on) receipt of 一矣收到 13. trade trade in sth / with sb14. adhere to忠于,坚持adhere to the principle of equality and mutual b

38、enefit.贯坚持平等互禾 1 的原则。15. by joint (mutual) efforts 通过共同努力16. to our mutual advantage.对彼此互禾U地甘妙编写第6页International Business Correspondence17. appreciate: (v.)appreciate sthappreciate doing sthW We should/shall appreciate it if you would (will) do如(蒙)当不胜感激It would be appreciated if you would卜Sth will b

39、e (highly) appreciatedsome sentences to express thanks : Your immediate shipment will be appreciated.(如能立即装船当不胜感激 ) Your immediate reply would be appreciated. 你方立即答复不胜感激。 We shall be obliged if you will arrange for immediate shipment. We shall be grateful if you could arrange for immediate shipment.

40、 We shall be thankful if you would arrange for immediate shipment. We should appreciate it if you would arrange for immediate shipment. It would be appreciated if you would arrange for immediate shipment.18. acquaint sb with sth使某人熟悉/了解某事Step Four Summary and ConsolidationTranslate this lesson into

41、Chinese. Finish Exs 1、2 in class.Step Five HomeworkPreview Ex 3. Finish exercise 4 on page 341.Feedback:Part IVStep One Warm -up| Raise the following questions:If you want to write a letter to establish business relations, what should you cover in it?A letter for establishment of business relations

42、may include the following points: the source of your information; (Explain how you got his name and address) Your intention; (tell him that you desire to establish business relations with him) State briefly and clearly your business scope and also your branches and liaison offices, if any; (self-int

43、roduction) Tell him something about the commodities you want to buy or sell;(can be omitted)If the writer is an importer-make request for samples, pricelists, catalogues, etc.If the writer is an exporter -enclose his export list and the like.(出口商品目录/清单/明细表) Tell the references as to your firm s fina

44、ri cial position and integrity;( 提供能够了 解你公司的资信情况的证明 人) Express your expectation of cooperation and an early reply.(表达合作的意向和早 日答复)Step Two Presentation for sample letter 3| Raise the following questions:1.In Lesson 3 (A), who is the writer, buyer or seller?2.What is the buyer doing in the letter? Let

45、s study the structure of this letter: contains three paragraphs.Step Three Explanation for Sample Letter 3甘妙编写第7页International Business Correspondence1. enclose封入，附寄2. in compliance with = comply with 依照(某人的愿望、要求去做)，依从，符合，满足某人的要求、愿望 We hope you will be able to be in compliance with our request.Buyers must comply with the