WDR外贸函电第2单元

1、Exercises1.ByAirmailA亲收2.ExpressDeliveryB急件3.Registered;RecordedC密件4.UrgentD快件5.ConfidentialE私人信件6.PersonalF挂号7.PrivateG航空1. G 2. D 3. F 4. B 5. C 6. A 7. ETranslate the following job titles Deputy General Manager 2.Sales Representative 3. Salesperson 4. General Manager/ President5. Plant/ Factory M

2、anager 6. Purchasing staff1.副总经理副总经理2. 销售代表销售代表3. 销售员销售员4. 总经理总经理5. 厂长厂长 6. 采购人员采购人员Translate the following job titles:7. Regional Manger 8. Sales Manager 9. Clerk/Receptionist10. CEO (Chief Executive Officer)11. Board of Directors地区经理地区经理销售部经理销售部经理职员职员/ /接待员接待员首席执行官首席执行官董事董事 长长 Revision结尾敬语结尾敬语 Clo

3、se Complimentary日期日期 Date称呼称呼 Salutation正文正文 Body信头信头 letter Head封内地址封内地址 Inside Address签名签名 Signature事由事由 Subject附件附件 Enclosure a 参考号参考号 Ref. No. b 经办人经办人 Attention Line c 抄送抄送 Carton Copy(1) Seller : Royal Grosvenor Porcelain Company Ltd. Address : Grosvenor House, Renfrew Road, Oakley Staffordshi

4、re OA7 9AH Tel : (743069)60591/2/3(2) Buyer : The Simon Brothers Co. Ltd. Address : 238 Wilton Road, River wood Canberra, ACT xxx , Australia .(3) Date : March 5, 2012Case study(4) Subject: china(5) The message : - The letter is written by the seller Use the Block formUNIT 2 :Establishing Business R

5、elations建立业务关系建立业务关系 通过本章的学习，力求掌握通过本章的学习，力求掌握: : 寻找潜在客户和潜在市场的方法寻找潜在客户和潜在市场的方法. . 要求与对方建立贸易关系的书信的撰写要求与对方建立贸易关系的书信的撰写. . 要求建立贸易关系的书信的回复要求建立贸易关系的书信的回复. . 没有客户就没有生意。对没有客户就没有生意。对任何贸易公司来说，寻找潜在的任何贸易公司来说，寻找潜在的客户和潜在的市场并建立业务关客户和潜在的市场并建立业务关系和开拓新市场，是贸易公司持系和开拓新市场，是贸易公司持续发展和扩展业务的关键和重要续发展和扩展业务的关键和重要的一步。的一步。（1 1）寻找

6、潜在的新客户并建立业务关系）寻找潜在的新客户并建立业务关系. .（2 2）寻找潜在的销售市场和新市场）寻找潜在的销售市场和新市场, ,并与并与 该市场销售此类商品的经营者建立业该市场销售此类商品的经营者建立业 务关系务关系, ,或寻找具备潜力和实力的新客或寻找具备潜力和实力的新客 户共同开发新市场户共同开发新市场. . Channels through which the information of new customers can be obtained and How to seek the new customers ? How can I contact with the new

7、customers ?Bank银行银行 Chamber of commerce商会商会Commercial counselors Office商务参赞处商务参赞处Export commodities Fairs & Exhibitions交易会交易会Advertisement.广告广告Trade directory.商业目录商业目录 Sales agent、 Internet. 代理商、互联网代理商、互联网To establish business relations, the first step is to write a business letter. The most sim

8、ple and the best way for establishing business relations is also to write a business letter.ExperiencesThree points usually contained in lettersaiming at establishing business relations:The source of informationThe intention of writing this letter3. A brief introduction of ones own company, includin

9、g: the business scope, credit standing or financial positions, products and services that can be provided, etc. 书写建立业务关系商务信函的步骤和常书写建立业务关系商务信函的步骤和常 见的表达技巧见的表达技巧第一步第一步: : 告知对方你从何种渠道得知对告知对方你从何种渠道得知对 方公司的情况。方公司的情况。第二步第二步: : 将你的公司向对方作一个简单介将你的公司向对方作一个简单介 绍如公司业务经营范围，公司资绍如公司业务经营范围，公司资 信，经营状况，产品介绍等。信，经营状况，产品

10、介绍等。第三步：向对方说明你写信的意图。第三步：向对方说明你写信的意图。第四步：向对方表达诚恳、真挚建第四步：向对方表达诚恳、真挚建 立业务关系和合作伙伴的立业务关系和合作伙伴的 愿望。愿望。Letter 1: A firms Letter to a firm concerned Dear Mr Peng, Your companys name has been given to us by the Bank of China Shanghai Branch. We wish to buy quality tea and coffee cups and saucers of different

11、 shapes fully decorated with flowers or other designs. If you can supply this type of merchandise, kindly airmail us a sample cup and saucer. Also , please enclose your pricelist and all suitable illustrations. Your early reply is awaited. Truly yours, Fred JacksonLetter 3: A firms letter to a firm

12、concerned Dear Mr. Leeds, We have obtained your address from internet and are now writing to you for the establishment of business relations. We are very well connected with all the major dealers here of light industrial products, and feel sure we can sell large quantities of Chinese goods if we get

13、 your offers at competitive prices. Please let us have all necessary information concerning your products for export. Yours faithfully, Ping WangDear Sir or Madam, We thank you for your cooperation for our business. Now we are keenly desirous of enlarging our trade in various agricultural products,

14、but unfortunately have had no good connections in the southern part of Russia. Therefore ,we shall be obliged if you will kindly introduce us to some of the most capable and reliable importers in the district who are interested in these lines of goods. Your favorable information will be appreciated. Yours faithfully, Leon AllenLetter 5:An exporters to his bankExercises on the class (P -30-31 )1.Put the following English phrases into Chinese or Chinese phrases into English.2.Multiple choice: d