商务函电chapter1-chapter7课件

Sept.11,2013InternationalBusinessEnglishCorrespondenceModuleIIChapterIIEstablishingBusinessRelationsLesson1AboutUs(p.21)Lesson2Self-introduction(p.24)EstablishbusinessrelationsSeekfornewconnectionswhileconsolidatingtheoldonesGetinformationfromInternet,tradefairs,banks,CommercialCounselor’sOffice,ChambersofCommerce,Tradedirectory,Advertisements,Mutualvisitsbytradedelegationsandgroups,etc.Whatinformationshould“AboutUs”convey?companynamebusinesstypeproduct/service

Lesson1AboutUs(p.21)NumberofemployeesYearEstablishedMainMarketsExportPercentageFactorySizeFactoryLocationNo.ofR&DStaffNo.ofQCStaffContractManufacturing

“AboutUs”isnotane-mail,butanintroductionofacompany/factorypostedonwebsiteswhichincludesacompany’sprofiles,historyandbasicinformation.Exampleof“AboutUs”Exampleof“AboutUs”Exampleof“AboutUs”Exampleof“AboutUs”Thewebsiteisnicelyorganized;productsarewellpresentedandshowtheprideofownership.WithrapiddevelopmentofE-commerce,businessmentendtogetinformationfrominternet.1.OC（Qualitycontroller）***NotesP.212.OEM（OriginalEquipmentManufacturer）原始设备制造商/贴牌加工

可按样品加工、配方加工、来料加工、来料灌装等各种合作方式，适合国际国内有自己品牌的经销商或多年行业经验的投资者。富士康代工客户3.ODM（OriginalDesignManufacturer）

原始设计制造商/设计代工品牌加工的一条龙服务，提供商标注册、产品架构组合、包转搞设计、辅料选择、市场动作方案等，适合公司开发新品牌，代理商或经销商生产自己的品牌。OEM和ODM的主要区别就在于前者是由委托方提出产品设计方案——不管整体设计是由谁完成的——且被委托方不得为第三方提供采用该设计的产品；而后者从设计到生产都由生产方自行完成，在产品成型后贴牌方买走的。生产方是否能为第三方生产同样的产品，取决于贴牌方是否买断该设计方案。OEM产品是为品牌厂商度身订造的，生产后也只能使用该品牌名称，绝对不能冠上生产者自己的名称再进行生产。而ODM则要看品牌企业有没有买断该产品的版权。如果没有的话，制造商有权自己组织生产，只要没有企业公司的设计识别即可。OEM和ODM的不同点，核心就在于产品究竟是谁享有知识产权。如果是委托方享有产品的知识产权，那就是OEM，也就是俗称的“代工”；而如果是生产者所进行的整体设计，那就是ODM，俗称“贴牌”。4.CSR(CorporateSocialResponsibility)

企业社会责任。

企业在创造利润，对股东负责的同时，还应承担起对劳动者、消费者、环境、社区等利益相关方的责任，其核心是保护劳动者合法权益，广泛包括不歧视、不实用童工，不实用强迫性劳动，安全卫生工作环境和制度等。Exercises(p.23)1.engagein经营2.mouldmanufacturer

模具生产商3.importandexport

进出口Translatethefollowingexpressions4.OEMorder

贴牌加工订单5.establishbusinessrelations

建立业务关系6.sellwell

畅销1.满足某人的要求meetone’sdemand2.盼望lookforwardto3.公司宗旨companyprinciple4.注册资金registeredcapitalII1.Weareinformedthat________________________.2._____________________,wefocusonmen’sjacket.3.Weare_______________________.4.______________________inEurope,JapanandSouthAfrica.5.WeareaSino-USjointventure___________________.____________6.We_____________________youareamanufacterurofraincoatsFoundedin1999specializingintheexportoftextilesTheseproductssellwellWitharegisteredcapitalofUSD1,000,000.lookforwardtoreceivingyourinquiries1.Read“Lesson2”andunderlinetheusefullwordsandexpressions.Lesson2LetterofSelf-introduction(p.24)LetterofestablishingbusinessrelationsLetterofDevelopingPotentialCutomerp.24From:alicia0618@To:jdeal@Date:15Aug.2010-9:30Subject:establishingbusinessrelationsAttachment:catalogue“Subject”shouldbe“SMARTSMARTSpecific

具体明确Meaningful

有意义Appropriate

恰当Relevant

相关Thoughtful

关切AnemailwithVagueSubjectLinemayneverberead.Whatdoyouthinkofthefollowinge-mailsubjects?From:Mike.Lim@presto.co.myDate:25:7:0316:06:09To:shirley@CC:Subject:HELLO!!!From:Mike.Lim@presto.co.myDate:25:7:0316:06:09To:shirley@CC:Subject:BookingsigninginMalaysiaNotspecific;offenssiveSMARTp.24Self-introductionletterDearSirs,敬启者：WeobtainyournameandddressfromtheHellenic-ChineseChamberofCommerceandIndustryandlearnthatyouareinthemarketforFootwear.Weareseekingthepossibilitiestobuildbusinessrelationswithyou.我们从希腊——中国工商会得知你公司名称与地址，并得知你公司要购买鞋类产品。我们正在寻求与你公司建立业务关系的可能性。1stpara.ThesourceofyourinformationWeareanexperiencedjointventurespecializinginproducingslippersunderDizzybrand.Inadditiontoslippers,wealsosupplyawiderangeofnon-slipperfootwear.MostofourproductsareexportedtoAmericanandEuropeanmarkets.Beinginthislineformorethan17years,weareproudthatwecancomfortablymeetourcustomers’demand.Jointventure合资企业外资企业：日资企业：Foreign-invested(Foreign-funded,Foreign-ifinanced,Foreign-owned)enterprisesJapanesecompanies/enterprises我们是一家有经验的合资企业，专业生产“Dizzy”牌拖鞋。除了拖鞋，我们还大量供应其他鞋类产品。我们的产品大部分出口到美国和欧洲市场。我们从事鞋类行业已有十七余年，我们自豪的是我们可以充分满足客户的需求。2ndpara.abriefintroductiontoyourbusinessscope,andexperienceInordertoacuqaintyouwithourbusinesslines,weareenclosingacopyofourlatestelectroniccatalogue,inwhichwelistthefastsaleitemswithbestpriceforyourexamination.Thefashionslipperson3combineWesternfashionelementswithourdesignconceptstodevelopsimple,beautiful,gracefulshoestoenhancewearers’charm.Wehaveagoodvarietyofcolorsandsizestomeetdifferentneeds.Formoreinformation,pleaseviewourwebsiteasbelow.foryourexamination/reference/information/considereation,语篇连接词之一(asfollows)为使你公司对我们经营的商品有所了解，随函附去一份我们最新的电子目录，其中列出了我们的畅销产品及其优惠价格共你方查看。第2-3页的时尚拖鞋结合了西方时尚元素和我们的设计理念，简单、美丽、优雅，提高穿戴着的魅力。我们有各种颜色和尺寸以满足不同需求。更多信息，请浏览我们的网站。3rdpara.abriefintroductiontoyourproducts,introductingyouradvantagesWearelookingforwardtoyourinquiries.Bestregards,AliciaWuFujianOrientalFootwearImp.&Exp.Co.Ltd.TEL:FAX:E-mail:

alicia0618@Website:4thpara.expectationforcooperationandanearlyreply我们期待您的垂询。商祺UsefulphrasesandexpressionsWeareinmarketforGroundnuts.1.beinthemarketfor欲购；想买一位日本客户拟购绿茶。OneofourclientsinJapanisinthemarketforgreentea.我们想要购买花生。2.specializein主营，专营tradeindealinbeinlinehandle

类似的表达法还有：ExampleWeareastate-operatedcompany,handlingexclusivelytheimportandexportofCottonPieceGoods.我们是国营公司，专门经营棉布的进出口业务。Wetradeinallkindsofcottonpiecegoods.我们经营各种各样的棉布。Theyaremainlydealinginfertilizers.他们主要经营化肥。Wehavebeenformanyyearsinthechemicalline.我们从事化工产品这一行业已有多年。3.acquaintv.熟悉；了解toacquaintsb.withsth.使某人了解某事be/getwellacquaintedwithsth.熟悉（了如指掌）Wewanttoacquaintourselveswiththesupplypositionofcrudeoilinyourcountry.我们想了解贵国的原油供应情况。ExampleWearewellacquaintedwiththemarketconditioninyourneighboringcountries.我们对你们邻国的市场情况了如指掌。我们对这些商品不熟悉。Wearenotacquaintedwiththesearticles.WritingtipsforEmailofestablishingbusinessrelationsAletteraimingatestablishingbusinessrelationsoftenconsistsofthefollowingparts:1)thesourceofyourinformation;2)yourintentionforexportorimport;3)abriefintroductiontoyourbusinessscope,expericeandproducts;4)thereferencesastoyourfirm’screditstanding;5)expectationforcooperationandanearlyreplya.Welearn/know/note/obtainyournameandaddressfrom…b.WeoweyournameandaddresstotheCommercialCounsellor’sOfficeofthe…c.OntherecommendationofABCCo.,yoursister-company,wecometoknowyournameandaddress.KeyWords&Expressions（1）Thesourceoftheinformation

类似的表达法还有：tobeindebtedto…foryournameandaddresstocometoknowthenameandaddressofyourfirmthroughthroughthecourtesyof…wecometoknowyournameandaddresstohaveobtainedyournameandaddressfrom…tohavenotedyournameandaddresstoberecommendedtosb.by…WeoweyournameandaddresstotheChamberofCommerceinyourcity.(2)ThepurposeoftheletterWewriteyouinahopeofestablishingdirectbusinessrelationswithyou.b.Wewouldliketoavailourselvesofthisopportunitytowriteyouforthepurposeofhavingopportunitytocooperatewithyou.c.Wetakethelibertyofwritingtoyouwithaviewtobuildingupbusinessrelationswithyourfirm.d.Yourdesiretoenterintobusinessrelationswithuscoincideswithours.(3)Makeself-introduction:KeyWords&ExpressionsWeareastate-ownedcorporation,handlingboththeimportandexportbusinessofgarments.BeingoneoftheleadingimportersofChineseArts&Craftsinthiscityandshallbepleasedtoestablishbusinessrelationswithyou.Ourlinesaremainlychemicalfertilizers.Wewishtointroduceourselvestoyouas…in…We.havewideexperiencein…MoreexamplesofDevelopingPotentialCutomerTo:JudyWhiteFrom：ShirleyChengSubject:HandtoolsupplierComparethefollowinge-mailwith“Lesson2”,whichonedoyouprefer?DearJudy,Gladtofindyoure-mailaddressfromwebstie.Wesupplyallkindsofhandtoolstoglobalmarketwithgoodqualityandreasonableprice,andveryfamiliarwithANSI,BS,DIN,NF&JIStoolstandards.Permyvisitingyourcompanyweb,IfoundthatyouhaveseveralchainstoresinEurope,USandJapan.Itisourpleasuretofindwaytocooperatewithyou!Hereattachedsomephotosforourshowroomandsomecurrenthot-sellingitems.Iwillsendyoutheoffersheet,factoryauditreportand3rdpartytestingreportinotherseparatee-mailssoon.Bestregards,ShirleyChengDearJudy,Gladtofindyoure-mailaddressfromwebstie.Wesupplyallkindsofhandtoolstoglobalmarketwithgoodqualityandreasonableprice,andveryfamiliarwithANSI,BS,DIN,NF&JIStoolstandards.Permyvisitingyourcompanyweb,IfoundthatyouhaveseveralchainstoresinEurope,USandJapan.Itisourpleasuretofindwaytocooperatewithyou!Hereattachedsomephotosforourshowroomandsomecurrenthot-sellingitems.Iwillsendyoutheoffersheet,factoryauditreportand3rdpartytestingreportinotherseparatee-mailssoon.Bestregards,ShirleyChengTipsAvoidusingtheold-fashionedexpressionsinBusinessWriting.Usemodernterminology.Old-fashionedphrasesaddnothingtoyourmeaning.Suchlong-windedphrasesarelikelytogiveapoorimpressionofthewriterandmayevenleadtoconfusion.Agoodbusinessletterwillusenomorewordsthanarenecessarytoconveyaclearandaccuratemessage.InsteadofWeareinreceiptofletterdatedMay20.WehavereceivedyourletterofMay20.Enclosedherewithyouwillfind…Pleasebereminded…Pleasebegoodenoughtoadviseus.SayThankyouforyourletterofMay20.ThankyouforyourletterofMay20.Weenclose….Pleaseremember…Pleaseletusknow…Exercies2.Choosethebestanswer.(ExerciseII,p.26)

BBDBDIII.TranslatethefollowingsentencesintoEnglish.(p.27)1.Weavailourselvesofthisopportunitytointroducetoyouasaforeign-investedcorporationspecializinginartsandcrafts.2.Wewanttoacquaintourselveswiththesupplypositionofsteelproducts.3.weareenclosingacopyofpricelist.4.Wehave28distributorsacrosstheworld.5.weareoneoftheleadingexportersofChineseindustrialproductsandaredestirousofenteringintobusinessrelationsyou.After-classexercise1.Translatetheself-introductionsentencesinUsefulSentencesforthisChapteronPage35.2.SupposeRosa’sdesirecoincideswithyours.Writeherane-mailofestablishingbusinessrelationsonbehalfofyourcompany.Sendyoure-mailtorosanna_luo@163.combynextTuesday3.PreviewChapterIII4.FOBforum开发信示范/forum-70-1.html

29Lesson3Inquiry&Reply(A)AFirstInquiry(p.28)Afirstinquiryisaninquirysentbythebuyerforthefirsttime.Readthesampleonpage28From:jdeal@To:alicia0618@Date:20Aug.2010-11:49Subject:inquireaboutslippersGentlemen:敬启者：WeunderstandfromyourinformationpostedonAthatyouarealeadingsupplieroffootwear.我们从发布在阿里巴巴网站上的信息得知你们是鞋类主要供应商。Areplytotheself-introductionletteronpage24WearealargeretailerinItaly,havingmanyyears’experienceandextensiveconnections.ActuallyweareJCPPennytraders.Nowweareinterestedinindoorslippers,axidosandsportsandalsandhopeyouwouldkindlysendusadetailedpricelistandpicturesofthelatestmodelswecanchoosefrom.Theyhavetobeinsize36/45asEuropeisourmainmarket.我们意大利一家大型零售商，有多年的经验和广泛的业务关系。实际上我们是彭尼公司的贸易商。现在我们对室内拖鞋、沙滩拖和运动凉鞋感兴趣，希望你能寄给我们这些鞋的详细价目表和最新款式的图片，以便我们从中选择。因为欧洲是我们的主要市场，所以尺寸必须在36码至45码之间。Hopingtohearfromyousoon.BestregardsJeremyWeinerPurchasingCorporateDevelopmentManagerMobileNo.:JeremyWeiner@msn:9768523137@

WritingtipsAsbothpartieshavenevermetbefore,theimporterwillinformtheexporterofthesourceofhisinformationatthebeginningofhisletter.Detailsofhisowncompanyand/orbusinesswillalsobeincluded.(B)ReplytotheAbove（p.29）From:alicia0618@To:9768523137@

Date:22Aug.2010-10:07Subject:Reply&CantonFairAttachment:pricelist&boothlocationDearSirs,Thankyouverymuchforyourkindinquirytous.ThisisAlicia,salesrepresentativeofFujianOrientalFootwearImp.&Exp.Company.ThanksforMichael’sassignment,Iampleasedtohavetheopportunitytocontactyouandtakechargeofourcasesdirectly.Fromnowon,Iwillhelptofollowupyourordersandofferbestsalesservicewithmyprofessionalexperience.（p.29）敬启者：非常感谢你们的询盘。我是艾丽西亚，***公司销售代表。由于老板迈克尔的任命，我很高兴能有机会与您联络，直接负责这项业务。从现在起，我将负责跟进订单，以专业的经验给你提供最好的销售服务，Contactv./n.联系，接触1）vt.+objecte.g.Assoonaswecansupply,wewillcontactyoubye-mail.Contact=approache.g.Pleaseapproach/contactthemASAP.2)n.+withsbe.g.Wearemakingcontactswithourclients.Weareincontactwithouragents.followup跟进(要求积极跟进事情的发展或客户的情况，督促、协调公司内外各方面完成任务，交付成果或者为客户提供服务)Orderfollow-up

外贸业务跟单