外贸英语函电 课件 第三章 建立业务关系ESTABLISHING BUSINESS RELATIONS

第三章建立业务关系ESTABLISHINGBUSINESSRELATIONS学习目标熟悉建立业务关系信函及回复信函的写作步骤掌握建立业务关系信函的常用语句了解获取商家信息的渠道获得贸易客户信息的几种渠道1.电视，报纸，广播中的广告等(commercials;advertisements)；2.参加各种商品交易会、洽谈会(exhibitions;fairs；talks)3.进行市场调查(marketsurvey)；4.查阅各种工商名录(directories)；5.经由国内外同行引荐(recommendationsofcounterparts)；6.浏览公司网站(companywebsites)；7.向中国驻外使馆商务处咨询(commercialcouncillor’sofficeofembassy)；8.向外国在华商会推荐(chamberofcommerce)；9.向银行的业务部门咨询(Businessdepartmentsofbanks)；10.出国考察(overseasbusinesstrip)。要求介绍客户的信函DearSirs,Thankyouforyourlong-standingcooperationandsupportinprovidingfinancicalserviceforourexportbusiness.

Atpresent,wekeenlywanttoenlargeourtradeinvariouskindsoftyresinIndia,butunfortunatelynotmanypropercustomersarefound.

ThereforeweshallbeobligedifyouwillkindlyintroducetoussomeofthemostcapableandreliabletyreimportersinIndia.

Wearelookingforwardtoyourearlyandfavourablereply.

Yoursfaithfully,要求建立业务关系的信函写作步骤一、说明客户信息来源，即如何取得对方的资料Wehaveobtainedyournameandaddressfrom…/Havingobtainedyournameandaddressfrom…,wearewritingyouinthehopeofestablishingbusinessrelationswithyou.Welearnfrom…thatyouareengagedandwellexperiencedinthelineof…二、言明去函目的，即与对方建立业务关系的意愿Wearewillingtoenterintobusinessrelationswithyou.三、本公司介绍Weareexperiencedinpushingsalesoflightindustrialproducts.要求建立业务关系的信函写作步骤四、产品介绍。如果我们已经知道客户有明确的需求，比如需要某某服装，那么我们会选取某某服装进行具体的推荐性介绍，反正就是针对客户需求的特定介绍；如果我们只拿到客户的名片，不太清楚客户的需求，那么我们就把公司经营产品的整体情况，如质量标准，价格水平，打样速度、交货速度等作为笼统的介绍。五、结尾句，一般我们在信的末尾会写上一两句希望对方给与回应的语句。Welookforwardtoyourearlyreply/yourearlyreplyisappreciated.例一DearSirs,ThroughthecourtesyoftheChamberofCommerceinBeijing,wehavelearnedthatyouhavebeensupplyingthebestqualityfoodsallovertheworld,andwearesurethereisalargedemandforvariousexoticfoodsinourcountry.Wearewritingtoyouinthehopeofestablishingbusinessrelationswithyou.WearethelargestfoodtradingcompanyinChinawithofficesorrepresentativesinallmajorcitiesandtownsinthecountry.WehavebeenimportingalargevarietyoffoodsfromEuropeandtheU.S.A.andconsiderthatwehaveconsiderableexperienceinthisfield.Abrightprospectforyourproductsinourmarketisforeseeable.Welookforwardtohearingfromyousoon.Yoursfaithfully,例二DearSirs,

WehaveyournameandaddressfromtheCommercialOfficeofChineseEmbassyinJapan.Wetakethisopportunitytowritetoyouwithaviewtosettingupbusinessrelationswithyou.

Weareastate-ownedcompanydealingspeciallywiththeexportofsilkproducts.Weareinapositiontoacceptsampleordering.Inthecustomer’ssamples,requestaboutpattern,specificationandpackageoftheneededgoodscanbeindicatedparticularly.

Inordertogiveyouageneralideaofvariouskindsofthesilkproductsweareproducing,wealsoairmailyouourlatestcatalogue.Pleaseletusknowimmediatelyifyouareinterestedinourproducts.Wewillsendyouourpricelistandsamplesassoonaswereceiveyourspecificinquiry.

Welookforwardtoyourearlyreply.Yoursfaithfully,回复如果你方公司收到要求建立贸易关系的函件并表示愿意接受，则应及时答复。应当对对方来信中问到的所有问题都完整答复，每个答复都应直截了当、言简意赅、礼貌诚恳，以树立良好信誉。一般来说，回复的时候应当在开头句或段里向对方表示谢意，并说明愿意与对方建立贸易关系，同时按照对方所提要求寄上相应的产品目录或价目表。常用语句如下：Thankyouforyourinterestin...感谢你方对……的兴趣。Yourwishofestablishingbusinessrelationscoincideswithours.你方建立业务关系的愿望和我方不谋而合。Weshallbeverygladtoenterintobusinessrelationswithyou.能与贵方建立业务关系，我方深感荣幸。Wearesendingyouourcatalogueandprice

list.我们给贵方寄去我方的产品目录和价目表。Weshallbegladtohaveyourspecificinquiry.我们将很高兴得到贵方的具体询价。例一DearSirs,Thankyouforyourletter

ofthe16thofthismonth.Weshallbegladtoenterintobusinessrelationswithyourcompany.Incompliancewithyourrequest,wearesendingyou

ourlatestcatalogueandpricelistcoveringourexportrange.Shouldyouwishtoplaceanorder,pleaseemailus.Yoursfaithfully,例二Dear

Sirs

We

are

one

of

the

leading

confectioners

of

this

city,and

have

extensive

connections

with

food

stores

of

different

cities.To

make

cakes

and

sweets,we

need

a

regular

supply

of

walnut

meat.We

have

so

far

imported

from

Southeast

Asia.But

the

supply

has

become

unreliable

recently.We,therefore,would

like

to

establish

direct

business

relations

with

you.Please

send

us

an

offer

for

3

tons

of

walnut

meat,second

grade,for

delivery

in

September

with

related

trade

terms

and

conditions.

About

our

credit

standing,please

refer

to

our

correspondent

bank,Bank

of

London…

We

look

forward

to

establishing

business

relationship

with

you

at

an

early

date.

Sincerely

yours例三DearSirs,YourletterofNovember21addressedtooursistercorporationinShanghaihasbeentransferredtousforattention.Astheitemsfallwithinthescopeofourbusiness,weshallbepleasedtoenterintodirectbusinessrelationswithyou.WehavelearnedthatyouareoneoftheleadingimportersandwholesalersofElectricandElectronicMachineryandEquipmentinThailand.Weareexportersofthesamelinesofbusiness,withover40yearsofexperience,andarenowparticularlyinterestedinexportingtoyourcountryElectronicProductsofalltypes.Allkindsofourproductsaregoodsellersandworthcommendationfortheirexcellentquality.Ifyouareinterestedinmarketing