外贸函电建立商业关系

1、1Chapter 2 Establishing Business Relations2Why?To enlarge ones business scope and turnoverTo maintain or expand business activitiesTo establish business relations with prospective dealers is one of the vitally important measures either for a newly established firm or an old one.No customers, no busi

2、ness.3How to find the company you want to deal with? Merchants may be approached through the following channels:1. Internet2. Advertisements in newspapers/magazines /other medias3. Overseas Chamber of Commerce 海外商会海外商会4. Your branch offices abroad5. Market investigations6. Trade fair held both at ho

3、me and abroad China Import and Export Fair中国进出口商品交易会中国进出口商品交易会7. Business Houses of the same trade 同业商行同业商行 Directories 贸易行的行名录贸易行的行名录4How to write to the company you wish to contact for the first time? 1.Begin you letter by telling the recipient how his name is known to you. 2.Provide necessary inf

4、ormation about yourself. 3.State your wish. 5How to do when you receive a letter? If you receive a letter in which the sender expresses the intention to do business with you, what should you do? You should answer as soon as possible. This shows your efficiency, which is a good way to impress your po

5、tential customer. If you cant do as requested, you have to tell him tactfully to pave the way for future business. 6How to study this chapter? You should pay much attention to: 1. Writing principles & tones2. Basic business knowledge3.Typical sentences/sentence structure4.Word extension5.Word di

6、scrimination6.Grammar points7Contents Specimen letters Language points Analyzing the letter Writing tactics Language summary Exercises8 Specimen letters Letter 1 Letter 2 Letter 3 Letter 4 Letter 5 Letter 6 Letter 7 Letter 89Letter 1Language points:A. Co. Ltd有限责任公司有限责任公司 It is a company in which the

7、 liability of each shareholder is limited by the number of shares he has taken, so that he cannot be requested to contribute beyond the amount of his shares. That is why we say this is a company with limited liability. B. We got your address from C. Here writing you with expectation of establishing

8、business relationship.plunge straight into your message 直奔主题直奔主题 10attach: v. 随随附上，封入附上，封入The brochure attached will give you details of the varied service we can render. 随函附上小册子一本，向你方详细介绍我们所能提供的多种服务项目。enclosure n. 附件附件We are in receipt of your letter of May 18 with enclosure.收到你方五月十八日函及附件。11D. We a

9、re mainly producing我公司主产我公司主产E. meet ones need / demand满足需要满足需要/需求需求meet :fulfill (a demand, etc); satisfy 满足（要求等）满足（要求等）; 符符合合: meet sbs wishes, conditions, needs, etc 满足某人的愿望、条件、满足某人的愿望、条件、需要等需要等 meet ones requirements to meet the need of our market We are sorry we are unable to meet your request

10、for immediate shipment. meet withF. enter our web page/view G. dispatch sb/sth (to.) :send sb/sth off to a destination 派遣（某人）派遣（某人）; 发送（某事物）发送（某事物）dispatch a letter, telegram, message, etc 发信发信.电报电报.消息等消息等 We welcome the dispatch of the peace-keeping force. 我我们对派出维持和平部队此举表示欢迎们对派出维持和平部队此举表示欢迎. 12H. d

11、eal in vt. 经营经营(从事从事)：in the line of handle v. 经营（某种或某类商品）经营（某种或某类商品）We deal in hardware but not software. 我们只经营硬件而不经营软件我们只经营硬件而不经营软件. As you are in the line of cotton piece goods, we are writing to enquire whether you are willing to enter into business relations with us. 由于贵公司是经营棉布的，现特致由于贵公司是经营棉布的，

12、现特致此函，以询问是否愿意与我们建立业务联系。此函，以询问是否愿意与我们建立业务联系。 in the line of entertainment 从事娱乐行业从事娱乐行业 Tea is in our line. 我们是经营茶叶的。我们是经营茶叶的。Tea falls within our business activities. J. Hope our products meet your market，so that we can start our business relationship for mutual benefit. 愿我方产品能满足贵方市场，以便为共同利益同贵愿我方产品能满

13、足贵方市场，以便为共同利益同贵方展开商业关系。方展开商业关系。13Comments on the letter： This is a letter enquiring about the possibility of establishing business relations. It begins by telling the recipient who provided the information, It states the purpose of the writing clearly: to establish business relations. It says enough

14、 to interest the recipient and ask for prompt reply. The language is brief and to the point. 14Letter 2Language points:A. Your company has kindly been recommended to us by Guangzhou Chamber of Commerce.B. We shall be pleased to enter into direct business relations with you. enter into进入、从事进入、从事同义同义e

15、stablish C. It owns professional experiences in International Trade with a broad range of products and services.state-owned corporation国营公司国营公司/state-run /state-operated adj. 国营的国营的range: scope 范围范围 the range of our products 我们产品的范围我们产品的范围 we are interested in extending our range.D. Wed like to esta

16、blish a business relation between us and to be a sole agent for your company in all of China.E. to build up a glorious futurea glorious deed, victory, etc 光荣的业绩光荣的业绩 胜利等胜利等 die a glorious death, ie esp in battle for ones country 死得光荣死得光荣 15Letter 3A.We are glad to know your name and address on the I

17、nternet. The purpose of this letter is to explore the possibilities of developing trade with you. We are one of the largest manufactures of B.We have advanced equipment and technology. We have introduced a complete set ofintroduce: bring sth into use or operation sth (in/into sth) C.ensuremake sure;

18、 guarantee 确保确保; 保证保证; 担保担保 Please ensure that all the lights are switched off at night. 16D.accomplish succeed in doing (sth); complete successfully; achieve 完成（某完成（某事物）事物）; 做成功做成功; 实现实现: accomplish ones aim, a task 达到目的达到目的,完成完成任任 E.The excellent quality and service make our products enjoy high re

19、putation in reputation: 名誉，声誉名誉，声誉 enjoy a good reputation: have a good reputation有好名声有好名声 have a high reputation 享有很高的声誉享有很高的声誉 have an evil reputation 臭名昭彰臭名昭彰We enjoy an excellent reputation in this field and we supply best quality products. 在这个领域里我们享有极好的声誉，可以提供优质的产品。在这个领域里我们享有极好的声誉，可以提供优质的产品。17L

20、etter 4A. be in need of be badly in need/be in urgent need of the goods B. engage in C. in accordance with accordance n. 符合符合,一致一致 in (exact) accordance with sth: in agreement or harmony with sth 按照或依据某事物按照或依据某事物* in accordance with sbs wishes 按照某人的愿望按照某人的愿望 * act in accordance with custom, the regu

21、lations, the law 依照惯例、依照惯例、规章、法律规章、法律.* I am in accordance with him in this matter. 在这件事情上我同他是在这件事情上我同他是一致的。一致的。 D. Your prompt reply would be highly appreciated.18Letter 5A. We are willing very much to establish a stable business relation with you, and be a long-term business friend of you in futur

22、e!B. to quote our best priceQuote v. 报价报价 如：如：quote sb a price for sth.Please quote us your best CIF prices. 请向我们报最优的请向我们报最优的CIF价。价。Would you please quote us your lowest price for the knitted wear? 请向我方报针织品最低价。请向我方报针织品最低价。For Mens Shirts, we quote US$80 per dozen CIF. 对男式衬衫，我们报对男式衬衫，我们报CIF每打每打80美元。美

23、元。19Letter 6A. We have obtained your name and address fromB. light industrial productsC. be of interest to sb.D. Also enclosed for your reference, is our latest price list.过去分词过去分词enclosed 可作名词使用，前面常加定冠词可作名词使用，前面常加定冠词E. Should you be interested in any of our products, please let us know and we will

24、provide you with a quotation.20Letter 7A. We are manufacturers and exporters of all sorts of leather gloves.B. We want to establish business relations with your esteemed company.esteemed adj. usually before noun formal ：respected and admiredesteem n. 尊敬尊敬; 尊重尊重 v. 尊敬尊敬, 认为认为, 尊重尊重C. submit sth (to s

25、b/sth) ：give sth (to sb/sth) so that it may be considered, decided on, etc 呈递呈递,提交提交21Letter 8A. By courtesy of 承蒙承蒙.的好意或介绍的好意或介绍Through the courtesy ofthrough the introduction/recommendation of .B. leading importerC. We are one of good exporters in China over ten years.D. have sth. for saleE. We wi

26、ll offer you best price with top quality, and also good service.F. drop us a line 写信给我们写信给我们22 Writing tactics Paragraph writing Tips for beginning23各段写法各段写法The opening paragraph The opening paragraph is often only a simple sentence. It is introductory in nature and frequently refers to a previous l

27、etter, or course of dealings. It should always be courteous谦恭的谦恭的, but it should also set the tone of the letter. This may be friendly, or formal, or it may hint at serious matters which the body of the letter will soon make plain.The body of the letter This is the main subject matter of the letter,

28、 and is divided into an appropriate number of paragraphs.The closing paragraph The closing paragraph is again usually a single sentence which reestablishes the atmosphere of courtesy whatever has been the nature of the body of the letter. It is frequently used to signal the action which the writer h

29、opes will follow from the letter.24Tips for beginning So be sure your opening paragraph sets the right tone for your letter. Be direct and use your words positively so your reader has a good impression from the beginning of your letter. Decide what is the most important informationand put it in the

30、your first paragraph. Dont be afraid to start your letter strongly. 25 Language Summary*When you first contact a company, you need to tell the company how you get their name and address. You may say: 1.We have you name and address from somebody. 2.We got/obtained your name and address through 3.Your

31、 name and address have been recommended / introduced to us by*When you want to introduce yourself you may say: 1.We would like to introduce ourselves to you as a state-owned corporation dealing in . 2.We wish to introduce ourselves to you as26*Closing Sentences in Self-introduction:1.We would be ver

32、y pleased to be of service to you and hope to submit to you our inquiries soon.2.We look forward to receiving your enquiries soon.3.We look forward to receiving from good news.4.We shall be very happy to hear from you and will carefully consider any proposals likely to lead to business between us.5.

33、In case you are interested in other items, kindly let us know and we shall be only too pleased to make you offers directly.27*Other useful expressions: 1.We are one of the leading importers/exporters in Beijing. 我们我们是北京主要进口商是北京主要进口商/出口商。出口商。 2.We have excellent connections in the trade and are fully

34、 experienced with the import business for this type of product. 在这个行业里我们有极好的贸易关系，对这种产品的进口业务有丰富在这个行业里我们有极好的贸易关系，对这种产品的进口业务有丰富的经验。的经验。 3.We are closely connected with reliable suppliers/ distributors/ clients here and we shall be able to do substantial business with you. 我们与可靠的供货商我们与可靠的供货商/经销商经销商/客户有密

35、切的联系，我们将能够与你们客户有密切的联系，我们将能够与你们做大量的生意。做大量的生意。 4.We enjoy an excellent reputation in this field and we supply best quality products. 在这个领域里我们享有极好的声誉，可以提供优质的产品。在这个领域里我们享有极好的声誉，可以提供优质的产品。 5.We are pleased to establish a direct trade relations/connections with you. 我们将很高兴与你们建立直接业务联系。我们将很高兴与你们建立直接业务联系。 6.

36、It is a great pleasure to explore the possibility of developing trade relations with you. 很荣幸能够与你们探索发展贸易关系的可能性。很荣幸能够与你们探索发展贸易关系的可能性。28Exercises 总结有用例句总结有用例句(结合结合P31 Reference Expressions)1. 表达信息渠道来源的句式表达信息渠道来源的句式2. 自我介绍的常用语自我介绍的常用语3. 表达欲建立商业关系的句式表达欲建立商业关系的句式 P33 做书上、做书上、做作业本上做作业本上29Skill drilling Yo

37、u are asked to write a letter or send an email to a foreign company for establishing business relations. The letter or the email should cover at least the following points:1. Where have you got the information?2. What is your business scope? 3. What is your desire?30THE ENDTHANKS!THANKS!31recommend

38、v 推荐；建议推荐；建议 recommendation n.介绍；推荐Your firm has been recommended to us by the Chamber of Commerce in Tokyo, Japan.日本东京商会把贵公司推荐给我们。日本东京商会把贵公司推荐给我们。They recommend that we try the European market.We recommend concentration of offers.我们建议集中报盘。我们建议集中报盘。We recommend them to make offers concentrically.我们建

39、议他们集中报盘。我们建议他们集中报盘。他们建议我们试一下欧洲市场他们建议我们试一下欧洲市场。v Practicerecommend32meet with meet with: agree with, be in accord with 符符合，与合，与一致一致 You will be pleased to know that your desire meets with ours. 你们将很高兴得知你们的想法也符合我们的愿望。你们将很高兴得知你们的想法也符合我们的愿望。Your plan seems to meet with the ideas of the committee on the

40、subject. 你的计划似乎符合委你的计划似乎符合委员会对这个问题的看法。员会对这个问题的看法。 33appreciate appreciate：to be thankful or grateful 感激感激 We appreciate your help. 我们感激你的帮助。我们感激你的帮助。 If you want to thank someone you may say: a. We are thankful/grateful to you for something; b. We appreciate something/your doing something But do not use the expression : We are obliged/indebted to you. as they are old fashioned. 34We have been for many years in the chemical line.handle v. 经营（某种或某类商品）经营（某种或某类商品） to trade in to