世纪商务英语外贸函电（第六版）课件 胡秋华 第1-6章 Basic Knowledge of Business English Letters Writing

BasicKnowledgeofBusinessEnglishLettersWritingProject1Part

1TheBasicRequirementsofBusinessEnglishLettersWritingPart

2TheBasicPartsofBusinessEnglishLettersPart

3TheBasicLayout/FormatofBusinessEnglishLettersPart

4AddressingEnvelopesPart

5PracticalTrainingBasicKnowledgeofBusinessEnglishLettersWritingProject1Leading-inTasks

TrytofinishthefollowingtaskstoseehowmuchyouknowabouttheModernBusinessEnglishLettersWriting.YoumaymakeuseofAImodels.Task1.WritedownthebasicrequirementsaboutwhichyouknowforamodernbusinessEnglishletter.Task2.ListallthenecessaryandoptionalpartsinanordinarybusinessEnglishletterandsetthemout,astheyshouldbesetoutinaletter,inapieceofpaper.Task3.AddressanenvelopeforanordinarybusinessEnglishletter.TheBasicRequirementsofBusinessEnglishLettersWritingPart1

Thepurposesofcommunicationaretoobtaincompleteunderstandingbetweenthepartiesinvolved,andtoelicittheresponsesrequired.Generallyspeaking,thefunctionsofabusinessletteraretoaskforortoconveybusinessinformation,tomakeortoacceptanoffer,andtodealwithmattersconcerningvariousbusinesses.Businessletterwritingdoesnotdifferfromanyotherformofcreativewriting.GoodEnglishisoneoftheimportantbasesofagoodbusinessletterwriting.Whatyouwriteshouldbefreefromgrammaticalblemishes,andalsofreefromtheslightestpossibilityofbeingmisunderstood.Usually,therearecertainessentialrequirementsforagoodbusinessletter,whichcanbesummedupintheSevenCsprinciple,i.e.Completeness,Concreteness,Clearness/Clarity,Conciseness,Courtesy,Consideration,Correctness.TheseCsoftengohand-in-hand.TheBasicRequirementsofBusinessEnglishLettersWritingPart11.Completeness(完整)

Abusinesscommunicationshouldincludeallthenecessaryinformation.Itisessentialtocheckthemessagecarefullybeforeitissentouttoseethatallthemattersarediscussed,andallthequestionsareanswered.Businesslettersshouldavoidincompleteness.TheBasicRequirementsofBusinessEnglishLettersWritingPart12.Concreteness(具体)

Concretenessmeansmakingthemessagespecific,definiteandvivid.Businesslettersshouldavoidbeingtoogeneral.Ingeneralletters,everythingseemstobementionedbutactuallyfewarefullyexpounded.Youshouldusespecificfactsandfigures,vividandimage-buildingwordsinbussinessletterwriting.TheBasicRequirementsofBusinessEnglishLettersWritingPart13.Clearness/Clarity(清楚)

Makesurethatyourletterissoclearthatitcannotbemisunderstood.Apointthatisambiguousinaletterwillcausetroubletobothsides,andfurtherexchangeoflettersforexplanationwillbecomeinevitable,thustimewillbelost.Thewritersmusttrytoexpressthemselvesclearly.Toachievethis,theyshouldkeepinmindthepurposeoftheirlettersanduseappropriatewordsincorrectsentencestructuretofullyconveytheirmeaning.Whenyouaresureaboutwhatyouwanttosay,sayitinplainandsimplewords.Short,familiar,conversationalandstraight-forwardEnglishiswhatisneededforbusinessletters.TheBasicRequirementsofBusinessEnglishLettersWritingPart14.Conciseness(简明)

Concisenessisoftenconsideredtobethemostimportantwritingprinciple.Itmeanssayingthingsinthefewestpossiblewords.Toachievethis,trytoavoidwordinessorredundancy.Clearnessandconcisenessoftengohand-in-handandtheeliminationofwordybusinessjargoncanhelptomakealetterclearerandatthesametimemoreconcise.Aconciseletterisnotnecessarilyashortone.Sometimesaletterdealingperhapswithamultiplicityofmatterscannotavoidbeinglong.Generallyspeaking,youwillgaininclearnessandconcisenessbywritingshortsentencesratherthanlongones.Alettercanbemadeclearer,easiertoreadandmoreattractivetolookatbywritingshortsentencesandcarefully-arrangedparagraphs.Oneparagraphforonepointisagoodrule.TheBasicRequirementsofBusinessEnglishLettersWritingPart15.Courtesy(礼貌)

Courtesyisnotmerepoliteness.Itislikeafavorableintroductioncard.Thecourteouswritershouldbesincereandtactful,thoughtfulandappreciative.Youneedtoprepareeverymessagewiththereadersinmindandtrytoputyourselfintheirplaces.Ifconcisenessconflictswithcourtesy,thenmakealittlesacrificeofconciseness.Promptnessisoneofthemostimportantthingsinbeingcourteous.Punctualitywillpleaseyourcustomerwhodislikeswaitingalongtimeforareply.TheBasicRequirementsofBusinessEnglishLettersWritingPart16.Consideration(体谅)

Beforewegoontothedetailedstructureofthebusinessletterthereisonegeneralprinciple,onwhichthenativeEnglishwriterslaygreatemphasis,thatis,the“you”attitude.“You-attitude”isnotsosimpleasonlytouse“you”insteadof“I”or“we”.Inourlettersweshouldalwayskeepinmindthepersonswearewritingto,trytoseethingsfromtheirpointofviews,visualizethemintheirsurroundings,seetheirproblemsanddifficultiesandexpressourideasintermsoftheirexperience.“You-attitude”canhelptoavoidanawkwardsituation,andpromotecooperationbetweenthetradeparties.TheBasicRequirementsofBusinessEnglishLettersWritingPart17.Correctness(正确)

Businesslettersmustbecorrect,otherwisetheymaybemisunderstoodandruntheriskofreachingnowhereorgoingastray.Correctnessmeansappropriateandgrammaticallycorrectlanguage(withoutspellingortypographicalerrors)andfactualinformationthatisaccuratewithreliablefiguressuchasnamesofarticles,specifications,quantity,priceandprojects.TheBasicPartsofBusinessEnglishLettersPart21.Letterhead(信头)

Asthefirstandmostobviouspartofabusinessletter,theletterheadexpressesacompany’spersonality.Ithelpstoformone’simpressionofthewriter’sfirm.Stylesvaryconsiderably,buttheyallgivesimilarinformationandincludetheessentialparticularsaboutthewriter—name,address,zip-code,telephonenumber,ande-mailaddressofthecompany.Itisusuallydesignedandprintedinthecenterorontheleftmarginatthetopofthepage.Insequentialorderofcompletion,abusinessletterbasicallyconsistsofthefollowing13parts.TheBasicPartsofBusinessEnglishLettersPart22.ReferenceNumber(参考号/发文编号)

TheReferenceNumberisgenerallyusedasausefulindicationforfilingandconsultingforbothsides,soitmustbeeasilyseen.Itmayincludeafilenumber,acontractnumber,aL/Cnumberortheinitialsofthesignerandthetypist’sinitials.IfyoufindtheReferenceNumberintheincomingletteryouneedtotaketheformas“yourref.”and“ourref.”inyourreply.ThepositionoftheReferenceNumberisoftenput,oneortwolinesbelowtheletterhead,ontheleftmargin.TheBasicPartsofBusinessEnglishLettersPart23.Date(日期)

Everylettershouldbedated.Neversendoutaletterwithoutadate.Ifyouaregivinginformation,suchasshippingordeliveryorappointmentdates,itisvitalthatthedateshouldbecorrect.Thepositionofthedateisoftenoneortwolinesbelowthereferencenumberorletterhead(ifthereisnoreferencenumber).Itcanbeputeitherontheleftortherightmargin,dependingonthestyleyoudecidetouse.

Remembertoalwaystypethedateinfull.Itisunwisetoabbreviatethenameofthemonthorshowthedateinfigureslike8/9/2025or9/8/2025asthismaycausesomeconfusions;thisisbecausetheBritishandAmericanformsdifferanddonotreadthedayandthemonthinthesameorder.e.g.

September8,2025—Americanform

8thSeptember,2025—BritishformTheBasicPartsofBusinessEnglishLettersPart24.InsideNameandAddress(封内名称和地址)

Itconsistsofthenameandaddressofthereceiver.Itappearsexactlythesamewayasontheenvelope.InsideNameandAddressarealwaysputattheleftmarginatleastoneortwolinesbelowthedate.Whenthereceiverisacompany,typethenameofthecompanydirectly.Wheretheappropriateheadofdepartmentisknown,addressthelettertothembytheirofficialtitles.e.g. TheSalesManager TheSpaceEngineeringCo.,Ltd. 830W.LauridsenBoulevard PortAngeles,WA98363 U.S.ATheBasicPartsofBusinessEnglishLettersPart24.InsideNameandAddress(封内名称和地址)

Whenthecompanyisnamedafteroneormorepersons,e.g.James,SmithCo.;Brown&WhiteBros.,etc.,the“Messrs”,thepluralof“Mr.”andtheabbr.of“Messieurs”,hastobeused.e.g. Messrs.Harrison&Co. 32,DukeStreet LondonN.W.4 EnglandTheBasicPartsofBusinessEnglishLettersPart24.InsideNameandAddress(封内名称和地址)

Ifthereceiverisanindividualinthecompany,theperson’snameshouldbeprecededbythecourtesytitle.i.e.“Mr.”,“Mrs.”,“Miss”or“Ms.”.Ifyouarenotsurewhetherornotthewomantowhomyouarewritingismarried,use“Ms.”.Thistitleisnowperfectlyacceptable,especiallyinviewofthefactthatmanycareerwomenpreferit.e.g. Ms.SarahDavis SalesManager 369LincolnStreet Seattle,WA98362 U.S.ATheBasicPartsofBusinessEnglishLettersPart2

Iftheletterisaddressedtothecompanybutdirectedtotheattentionofanindividual,taketheformof“ATTN”.e.g. Messrs.RichardThomas&BaldwinsLt., 150GowerStreet LondonW.1. England ATTN:Mr.JohnSmith,SalesManager (由销售经理约翰·史密斯先生亲阅)(ATTN=Attention=fortheattentionof)4.InsideNameandAddress(封内名称和地址)TheBasicPartsofBusinessEnglishLettersPart25.Salutation(称呼)

TheSalutationisthepolitegreetingwithwhichaletterbegins.ItshouldbeplacedoneortwolinesbelowtheInsideAddress.Therearemanyformsofsalutationinabusinessletter.Theparticularformuseddependsuponthewriter’srelationshipwiththereceiver.Tosomeextentthesalutationsettlestheformofthecomplimentaryclose.Thecustomarygreetinginabusinessletteris“DearMr./Mrs./Ms./Miss(姓)”or“Dear...(名)”.“Dearsirs”or“Gentlemen”isusedwhentheletterisnotaddressedtoaspecificperson.Notethat“Gentlemen”isseldomusednowadaysand“Sirs”cannotbeusedalone.Quiteoftennowcompaniesareownedand/ormanagedbywomen,anditismoreandmorecustomarytousethegreeting“DearMadamorSir”,ifthewriterisnotsurewhethertheletterwillbereadbyamanorawoman.Whateveritsformis,thesalutationalwaysappearsonalinebyitselfandisfollowedbyacommaoracolon.TheBasicPartsofBusinessEnglishLettersPart26.SubjectLine(事由标题)

TheSubjectLineisofteninsertedbetweenthesalutationandthebodyoftheletter,eitherbeginningattheleftmarginorthecentre,dependingonwhichstyleyouareusing.TheSubjectLinehelpstoinviteattentiontothetopicoftheletter.Itisespeciallyusefuliftwocompanieshavealotofcorrespondencewitheachotheronavarietyofsubjects,asitimmediatelytellswhattheletterisabout.Itisalsousefulasaguideforfiling.Itcanbeginwithorwithout“Re:”or“Subject:”.Sometimes,youcanseetheSubjectLineisunderlined.Nomatterwhattheformis,itshouldalwaysdenotewhattheletterisabout.e.g. Re:SewingMachines Subject:SewingMachines SewingMachinesTheBasicPartsofBusinessEnglishLettersPart27.Body(正文)

Thispartcontainstheactualmessageoftheletter.Itshouldbeginoneortwolinesbelowthesubjectlineorthesalutationifthereisnosubjectline.Usually,itisdividedintothreeparts:opening,actualmessageandclosing.TheBodyoftheLettershouldbecarefullyplannedandparagraphed.Theopeningistogivethereasonofwritingandoftenreferstopreviouscorrespondence.Theactualmessageistospecifythewriter’sconcretepurposes,requirementsandwishes.Theclosingistoexpressthanks,andanticipationsforfutureactionsorplans.Sometimestheclosingmaybeusedtosumupthemessageandtosuggestthewriter’srequirementstothereceiver.TheBasicPartsofBusinessEnglishLettersPart28.ComplimentaryClose(结尾敬语/套语)

Thecomplimentarycloseismerelyapolitewayofbringingalettertoaclose.Itisusuallyplacedtwoorfourlinesbelowthelastlineofthebodyoftheletter.Therearemanydifferentcomplimentaryclosesthatshowrespect,butitshouldmatchthesalutation.Themostcommonsetsofsalutationandcomplimentarycloseareasfollows:TheBasicPartsofBusinessEnglishLettersPart28.ComplimentaryClose(结尾敬语/套语)SalutationComplimentaryCloseCommentDearSir(s),DearMadam,DearMesdames,DearMadamorSir,1. Yoursfaithfully, Faithfullyyours,Formal—ItisverycommonlyusedinBritain,butseldomusedinAmericaandCanada.2. Yourstruly, Trulyyours,Formal—ItwasonceanOKandcommonusageinAmericaandCanada,butnotverycommoninmodernbusinessletters.3. Yourssincerely, Sincerelyyours, Sincerely,Itwasonceinformal—usuallyusedbetweenpersonsknowntoeachother.Butnowadays,itismoreandmorecommonlyusedinbusinesslettersevenbetweenpersonsunknowntoeachotherinmodernAmericaandCanada.DearMr....(姓),DearMs....(姓), Sincerelyyours, Yourssincerely, Sincerely,DearMary(名),DearMary(名), (With)Bestwishes, (With)Bestregards,Strictlyspeaking,itisnotacomplimentaryclose;itispartofthebody—usedbetweenclosefriends.TheBasicPartsofBusinessEnglishLettersPart29.Signature(签字)

TheSignatureisthesignednameormarkofthepersonwritingtheletterorthatofthefirmheorsherepresents.Alllettersmustbesignedandalettershouldbesignedbyhand,andinink.Unsignedlettershavenoauthorityandaletter“signed”witharubberstampisaformofdiscourtesy.TheplaceoftheSignaturewilldependonthelayoutoftheletterbutisalwaysundertheComplimentaryClose.Usually,thenameofthesigneristypedbelowthesignaturebecausemanyhand-writtensignaturesareillegible,andthenfollowedbyhisorherjobtitleorposition.Ifthewriterrepresentsacertaininstitute,thenameoftheinstitutewillbeprintedbelowthesignature.Forexample:TheBasicPartsofBusinessEnglishLettersPart29.Signature(签字)

Yoursfaithfully,

(Signature)

JohnBell

GeneralManager,SalesDepartment

TheOverseasCo.,LtdTheBasicPartsofBusinessEnglishLettersPart210.ReferenceNotation(经办人代号)

Sometimes,theReferenceNotation,whichisalsounderstoodasIdentificationMarks,canalsobeaddedoneortwolinesbelowthetypedsignature.TheReferenceNotationusuallyshowsonlytheinitialsofthetypist,butitcanalsobemadeupoftheinitialsofthepersonwhodictatedtheletterandthoseofthesecretaryortypistifthedirector’snameisnottypedinthesignaturearea.Theinitialsofthedirectorordictatorareusuallyincapitalletters.Thetwosetsareseparatedbyacolonoraslantline,forexamples:forBillClinton(manager)andNancyBrown(secretary).ThefollowingexamplesareacceptableformsoftheReferenceNotation:

BC:nb

BC/nbTheBasicPartsofBusinessEnglishLettersPart211.EnclosureNotation(附件)

Ifanydocumentssuchascatalogues,pricelists,order,copiesoffax,etc.aresentwithaletter,itisnecessarytoaddEnclosureNotationtoremindthereceiver.TheEnclosureNotationisusuallyplacedtwolinesbelowtheSignatureortheReferenceNotation(ifany)attheleftmargin.Themarkingmaybeinanyofthefollowingways:

Enclosure:3copiesof...

Encl.3catalogues

Enc.1invoice

Encls:asstatedTheBasicPartsofBusinessEnglishLettersPart212.CarbonCopyNotation(抄送)

Whencopiesoftheletteraresenttoothers,youneedtousetheCarbonCopyNotationbelowanyenclosurenotationattheleftmargin.Itisusedtoshowthattheletterhasbeensenttosomeonerelevant.Themarkingmaybeinanyofthefollowingways:c.c./cc/bcc—blindcarboncopy.Forexample:

c.c.Mr.J.CooperTheBasicPartsofBusinessEnglishLettersPart213.Postscript(附言/注)

APostscriptisusedtoemphasizeapointtowhichthewriterwantstodrawthereader’sattention.Itisnotforapointthatthewriterforgottomentioninthebodyoftheletter.Rewritetheletterinsteadofusingapostscriptifyouforgottomentionsomething.Sometimes,thePostscriptcanbeaddedbysomeexecutivesinpenandinkforthepurposeofaddingapersonaltouchtotheirtypewrittenletter.ThemarkingwordofPostscriptisP.S.andshouldbeplacedoneortwolinesbelowanyothernotationsandflushwiththeleftmargin.TheBasicPartsofBusinessEnglishLettersPart213.Postscript(附言/注)

Ofallthe13parts,7partsarestandard,principalandnecessary.Thesepartsincludetheletterhead,theinsideaddress,thedate,thesalutation,thebodyoftheletter,thecomplimentarycloseandthesignature.Theother6partsareoptional.Thesepartsmaybeunnecessaryforsomelettersandchosenasthewriterwishes.Somelettersmaycontainoneormoreoftheoptionalparts,dependingontheactualsituation.TheBasicLayout/FormatofBusinessEnglishLettersPart3

Althoughformalityinbusinessletterwritingisrapidlygivingwaytoalessconventionalandmorefriendlystyle,thelayoutormechanicalstructureofaletterasitiscalledstillfollowsamoreorlesssetpatterndeterminedbycustomandnotresultingfromanydeliberateplan.Choiceoflayoutisamatterofindividualtaste,butitisbettertofollowestablishedpractice,towhichthebusinessworldhasbecomeaccustomed.Agoodplantomakecorrectpracticehabitualistoadoptoneformoflayoutandtosticktoit.

Basically,therearefouracceptableformats/layouts/stylesforbusinessletters.Eachpartofabusinessletterhastobesetinthepaperasfollowsinaccordancewiththeparticularformatoftheletter.TheBasicLayout/FormatofBusinessEnglishLettersPart31.Full-blockStyle2.Modified-blockStyle3.Combined-formStyle4.Indentedstyle/Semi-blockStyleTheBasicLayout/FormatofBusinessEnglishLettersPart31.Full-blockStyle2.Modified-blockStyle3.Combined-formStyle4.Indentedstyle/Semi-blockStyleTheBasicLayout/FormatofBusinessEnglishLettersPart31.Full-blockStyle2.Modified-blockStyle3.Combined-formStyle4.Indentedstyle/Semi-blockStyleTheBasicLayout/FormatofBusinessEnglishLettersPart31.Full-blockStyle2.Modified-blockStyle3.Combined-formStyle4.Indentedstyle/Semi-blockStyleTheBasicLayout/FormatofBusinessEnglishLettersPart31.Full-blockStyle2.Modified-blockStyle3.Combined-formStyle4.Indentedstyle/Semi-blockStyleTheBasicLayout/FormatofBusinessEnglishLettersPart31.Full-blockStyle2.Modified-blockStyle3.Combined-formStyle4.Indentedstyle/Semi-blockStyleTheBasicLayout/FormatofBusinessEnglishLettersPart31.Full-blockStyle2.Modified-blockStyle3.Combined-formStyle4.Indentedstyle/Semi-blockStyleTheBasicLayout/FormatofBusinessEnglishLettersPart31.Full-blockStyle2.Modified-blockStyle3.Combined-formStyle4.Indentedstyle/Semi-blockStyleAddressingEnvelopesPart4

Thethreeimportantrequirementsofenvelopeaddressingareaccuracy,clearness,andgoodappearance.Theaddressontheenvelopeandtheinsideaddressonthelettershouldbeinthesamestyleandpresentthesameinformation.Remembertousethecorrespondent’sfulladdress,includingtheposttownfollowedbythecountrynameandpostcode.Typewordssuchas“Street”,“Road”,“Avenue”,“Boulevard”,etc.infull.Postnotationsuchas“Registered”,“Urgent”,“ViaAirMail”,“Certified”,“Confidential”,“Private”,etc.shouldbeplacedinthebottomleft-handcorner.Nopunctuationisusedexceptforabbreviations.Thefollowingexamplesofanenvelopeillustraterespectivelythedifferentstyles.AddressingEnvelopesPart41.TheCommonBlockedStyle(usedmostforBusiness)AddressingEnvelopesPart42.TheCommonIndentedStyleAddressingEnvelopesPart43.TheUsageof“C/O”or“Careof”

“C/O”,whichcanalsobewrittenas“c/o”or“careof”,hastobeusedwhenaletterismailedtoathirdperson(ororganization)whoisboundtopassitontotheaddressee.Forexample:AddressingEnvelopesPart44.TheUsageof“ByKindnessof...”or“ThroughtheCourtesyof...”

Ifaletteristobepersonallydeliveredfromyoubysomeonetotheaddressee,writehisorhernamebelowtheaddressee’swiththefollowingwordsinfrontofit:“Kindnessof”,“ThroughtheCourtesyof”,“PerKindnessof”,“ByKindnessof”,“Forwardedby”,“PerFavourof”,“ByFavourof”,“WithFavourof”,“Favouredby”,etc.Forexample:AddressingEnvelopesPart45.TheUsageof“ATTN”

Iftheletterisaddressedtothecompanybutdirectedtotheattentionofanindividual,taketheformof“ATTN”.Forexample:PracticalTrainingPart51.Arrangethefollowinginformationinproperformastheyshouldbesetoutinaletter.(1)Sender’sname:GuangzhouInternationalTradingCorp.(2)Sender’saddress:198YuekenRoad,TianheDistrict,Guangzhou,510507,China(3)Sender’sTelephone:85230000(4)Date:September15,2025(5)Receiver’sname:StandardOilCompany(6)Receiver’saddress:38FifthAvenue,London,EC4,U.K.(7)Subject:Refrigerators(8)Themessage:PracticalTrainingPart51.Arrangethefollowinginformationinproperformastheyshouldbesetoutinaletter.

ThankyouforyourletterofSeptember5,2025,inquiringforthecaptionedgoods.

Theenclosedbookletcontainsdetailsofallourrefrigeratorsandwillenableyoutomakeasuitableselection.

Welookforwardtoreceivingyourspecificinquirywithkeeninterest.PracticalTrainingPart5GuangzhouInternationalTradingCorp.198YuekenRoad,TianheDistrict,Guangzhou,510507,P.R.China;Tel:85230000;Cable:5527GZ;Telex:3328gzCNSeptember15,2025StandardOilCompany38FifthAvenue,London,EC4,U.K.DearMadamorSir:Subject：RefrigeratorsThankyouforyourletterofSeptember5,2019,inquiringforthecaptionedgoods.PracticalTrainingPart5Theenclosedbookletcontainsdetailsofallourrefrigeratorsandwillenableyoutomakeasuitableselection.Welookforwardtoreceivingyourspecificinquirywithkeeninterest.Yourssincerely,LiMingLiMingEncl.asstatedPracticalTrainingPart52.Addressanenvelopefortheaboveletter.TheBasicRequirementsofBusinessEnglishLettersWritingPart1

★职业素养点拨1：工作中要注意的是，虽然这七个“C”的含意不同，但它们之间有着很紧密的联系，并不是截然分开的，需要我们在写信时融会贯通。Part2

★职业素养点拨2：在这13个部分中，有7个是标准的、必要的，另外6个则是备选的。对于某些信件来说，备选部分可能是不必要的，可以由写信人酌情选择。TheBasicPartsofBusinessEnglishLettersPart3

★职业素养点拨3：不同的人可以根据自己的喜好选择书信的基本格式。但是要记住一点，一旦形成自己的风格，就要一以贯之，切忌频繁更换。TheBasicLayout/FormatofBusinessEnglishLettersPart4

★职业素养点拨4：现代商务函电沟通因为通信技术的迅猛发展已经很少使用传统的邮政渠道，所以信封的使用也越来越少了，但作为传统信函一个固有的组成部分，我们也需要对其进行一定的了解。AddressingEnvelopesEstablishingBusinessRelationsProject2Part

1BasicKnowledgeConcernedPart

2Letter-writingGuidePart

3OtherCommonlyUsedExpressionsandSentencesPart

4SampleLettersPart

5PracticalTrainingEstablishingBusinessRelationsProject2Leading-inTasks

Trytofinishthefollowingtasksandpredicttheobjectivesandfocusofthisproject.YoumaymakeuseofAImodels.Task1.假设你是文莱三联星贸易私人有限公司（Tri-starTradingPteLtd.,Co.;Address:No.16,Lot11763,Simpang584,Km7,JalanTutongP.O.BOX276,BSBBS8670BruneiDarussalam;Tel:673-2671941;E-mail:taib@）进口部的经理。最近，你通过朋友弗里曼先生（Mr.Freeman）了解到广东省纺织品进出口公司（GuangdongTextilesImport&ExportCorporation;Address:779EastDongfengRoad,Guangzhou,China;Tel:86E-mail:gdtc@163.com）的情况，并且对其产品非常感兴趣。现在，请致函该公司，试图与之建立业务关系。注意信中务必包含以下内容：EstablishingBusinessRelationsProject2Leading-inTasks(1)承蒙弗里曼先生（Mr.Freeman）的介绍，我们得知贵公司的名称和地址。(2)本公司专门经营中国纺织品进口业务，是文莱主要的中国纺织品经销商。(3)特此致函，希望与贵公司建立业务关系。(4)如蒙惠寄最新的产品目录及价格表，将不胜感激。(5)盼速复。EstablishingBusinessRelationsProject2Leading-inTasksTask2.针对Task1中所拟信函的内容，以广东省纺织品进出口公司出口部经理的身份拟一封回函。注意该回函中务必包含以下内容：(1)来函收悉，谢谢！很高兴得知你们对我方产品感兴趣并愿与我方建立业务关系。(2)贵公司的愿望与我方不谋而合。(3)应贵公司要求，特此随函附上本公司最新的产品目录及价格表，如有兴趣或者有进一步的需要，务请告知。(4)希望能与贵公司合作。BasicKnowledgeConcernedPart11.TheSignificanceofEstablishingBusinessRelations

Itisfairlytruetosaynocustomer,nobusiness.Toestablishbusinessrelationswithprospectivedealersisoneofthemostimportantundertakingseitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.

Establishingbusinessrelationsisthefirststepintransactioninforeigntrade.Ifanewfirm,orratheracertaincorporationofours,wishestoopenupamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries,thepersonsinchargemustfirstofallfindoutwhomtheyaregoingtodealwith.Weshouldnotonlydoeverythingpossibletoconsolidateoldcustomersbutalsoseeknewonestoenlargeourbusiness.BasicKnowledgeConcernedPart12.TheMainChannelsandMethodsforEstablishingBusinessRelations

Usually,youcansecureallthenecessaryinformationaboutanewcustomerwiththehelpofthefollowingchannels:

banks;

periodicals;

advertisementsinnewspapers,magazinesoronTVortheInternet;

theintroductionfromyourbusinessconnections;

themarketinvestigations;

theCommercialCounselor’sOffice;

theIndustrialChambers;

theChambersofCommercebothathomeandabroad;

inquiriesreceivedfromthemerchantsabroad;

self-introductionbymerchantsthemselves.

Sometimes,akindofmiddlemanisnecessarytobringtwocompaniestogether.BasicKnowledgeConcernedPart1

Havingobtainedthedesirednamesandaddressesofthefirmsfromanyoftheabovesources,

youmaystartcontactingtheprospectivecustomers.Themainmethodsinclude:

communicationinwriting;

attendanceattheexportcommodityfairs;

contactattheexhibitionsheldathomeorabroad;

mutualvisitsbytradedelegationsandgroups;

Ofalltheabovemethods,thefirstoneiswidelyusedinbusinessactivities.2.TheMainChannelsandMethodsforEstablishingBusinessRelationsBasicKnowledgeConcernedPart13.TheM