建立业务关系.ppt

1、建立业务关系，实际上就是确定贸易的对象，而贸易对象选择合适与否，决定着交易的成败。因此，必须慎重对待。 一般情况下，买卖双方通过毛遂自荐或第三者介绍，首先调查清楚贸易伙伴的资信状况、经营能力和业务范围等重要情况，再进行实质性的业务探讨。,Chapter Two,Establishment of Business Relations,WHY?,HOW?,Web Banks Commercial Counselors Office 商务参赞处 Chambers of Commerce in foreign countries 商会 Trade Directory 贸易名录 Advertisemen

2、ts Attendance at trade fairs and exhibitions held at home and abroad 参加国内外的商品交易会和博览会,Merchants may be approached through the following channels:,Key Words & Expressions,establish business relations 建立业务关系 establish/ enter into/ build/ open up business relations with Eg：We would like to enter into bu

3、siness relations with you. 2.business scope 业务范围 3. import 进口 export 出口 4. importer 进口商 exporter 出口商 5.Company , Firms, Corporation, House 公司 Company limited : Co.,Ltd,5. credit standing 资信状况 3C： character：品行 公司的可靠性、商业信誉 capacity：能力 经营技能与力量 capital： 资本 清偿贷款的具体保障，判定对方的购买力，推断最高 购买额,建立业务关系写作步骤,1.说明系信息来

4、源： Your company has been introduced to us by the Bank of China，Shanghai Branch. 贵公司由中国银行上海分行介绍给我方。 We have obtained/got your name and address from the Internet. 我方从网络上获得贵方名字和地址。 On the recommendation of China chamber of commerce in USA, 由中国驻美国商会推荐，,2.对自己公司进行简单介绍,We are one of the firm of good standi

5、ng and reliability in Toronto and are particularly interested in the export of papers to china. Particularly, Especially 特别的，尤其是 We wish to introduce ourselves to you as a dealer of ice cream. 我方把自己作为一个冰激凌零售商介绍给贵方。 I phone5, 5S, 6 fall within our business activities. 苹果5, 5s, 6属于我方经营范围。 Our lines ar

6、e mainly selling men shoes in the Japan areas. 我们主要从事男鞋在日本的销售。,Line n, 行业，生意，种类 full line 各种货物 We will show the full line of leather products.我们将展出各式各样的皮制品。 Line of business 业务范围 Their line of business is light industrial products. 他们业务范围是轻工业品。 In the line of 在业务方面 We have many experience in the lin

7、e of international trade.我方在国际业务方面很有经验。 Please give us a line.请告知我方。 In line with 与相一致 This price is in line with the general market.这价格与市价相一致。 Out of line 与不相符,3.表达写信目的,We are willing to enter business relations with you. 我方愿意和贵方建立业务关系 We express our desire to 我方愿意 We are writing to you for establi

8、shing business relation with you. 我方写信愿意与贵方建立业务关系。,4.表达与对方合作及早日收到回信的愿望,Hope to receive your early reply. 希望早日收到回信。 We look forward to receiving 希望早日收到 We look forward to your early reply. Your early reply is appreciated. 盼早复。,回复信函步骤,1.感谢对方对你公司的兴趣 Thank you for your interest in 感谢贵方对的兴趣 Your letter o

9、f august 8 has been received with thank. 感谢贵方8月8号的来信。 2.表示对建立业务关系的兴趣 This is also our desire. 这也是我方愿望 We are very glad to establish business relation with you.我方非常高兴于贵方建立业务关系。,3.表示采取进一步行动 We are sending you our catalogue and Pricelist. 我方将给贵方寄去产品目录和价目表 We shall be glad to have your inquiry. 我方很高兴贵方询

10、盘。 Catalogue 商品目录 illustrated catalogue Pricelist 价目表 up to date pricelist Pamphlets 小册子,Dear sirs, From your letter of may 8,we are glad to learn that you wish to enter into trade relations with this corporation in the line of papers. In compliance with you request, we are sending you by air a cata

11、log together with the new pricelist for your renerence. If any of the item listed in the catalog meets your interest,please let us have your enquiry,and our quotation will be forearded without delay. We look foreard to establishing a friendly relationship with you soon. Your truly,In compliance with

12、 按照，与一致 compliance=agreement/accordance For your reference 供你方参考 reference=information/consideration Without delay = as soon as possible 立刻 at once immediately with the least possible delay,inform v. 通知 inform sb of sth. 通知某人某事 inform sb. that 通知某人某事 be informed that 兹通知 Please inform us of the name

13、 of steamer and date of shipment. 请告知船名和装运期 You are informed that the goods under your order No.616 have been ready for shipment. 兹通知你方第616号订单项下的货物已备妥待运.,Look forward to ph.,期待你方早日答复。 We look forward to receiving your early reply. We look forward to your early reply.,on the basis of equality, mutual

14、 benefit and exchange of needed goods 在平等互利、互通有无的基础上,Letter 2 Transferring business relations 传递业务关系,Language Points,address v 写信给；接介词to,This letter is addressed to the President Dai of Dalian University. 此信是写给大连大学戴院长的。,Dalian Branch Office 大连分公司,也可以说：Dalian Branch / Dalian Office Head Office 总公司、总部

15、, 总店,6.regret v. n. 抱歉；遗憾,regret作动词用时，后接名词、动名词、不定式或that 从句,We very much regret that we are unable to supply what you require so far. 抱歉目前我方不能供应你所要求的货物。,We regret being unable to make you offers for this article.我们无法给你方这种货物的报盘，甚歉。,We regret that the business has fallen through. 十分抱歉，没能做成这笔买卖。,We are

16、not in a position to accept your order as the goods you required are out of stock. 我们无法接受你方订单，因为你所要求的货物已没有库存。,8. be in a position to do sth 能够做某事,9. approach v. 接洽， 联系；临近,approach sb. for sth 为某事与某人接洽，联系,销售季节日益临近，许多客户与我方接洽索要报盘。 The selling season is approaching, many clients approach us for offers.,

17、10. interested adj. 感兴趣的,to be interested in sth：对感兴趣 be of interest to sb（某物）使某人感兴趣,我们的学生对新型计算机很感兴趣。 The new type of computer is of great interest to our students. Our students are very interested in the new type of computers.,Letter 3 Requesting for establishment of business relations 请求建立业务关系,1.r

18、ecommend v 推荐；建议,Language Points,They recommend that we try the European market.,recommendation n.介绍；推荐,Your firm has been recommended to us by the Chamber Commerce in Tokyo, Japan.,日本东京商会把贵公司推荐给我们。,他们建议我们试一下欧洲市场。,the largest importers 最大的进口商 the leading importers 最大的进口商,3. accept v. 接受； acceptance

19、n. 接受 acceptable adj.可接受的 unacceptable adj.不能接受的 Your proposal is quite acceptable to us. 你方的提议对我们来说是可以接受的。,4. requirement n 要求；需要； specific requirements 具体的要求 detailed requirements 详细的要求 to meet ones requirements 满足某人的要求 to meet ones need 满足某人的需求 We can meet your requirements for 3 tons of walnut m

20、eat. 我们能满足你方所需要的三吨核桃仁。,5. custom n. 习惯；惯例 customary a. 通常的；惯例的；习惯的 It is our custom to trade on the basis of L/C. 在信用证的基础上做生意是我们的惯例。 6. basis n 基础 on the basis of 在基础上 our price is on the basis of international market. 我们的价格是以国际市场价格为基础。,Letter 4 The first touch 第一次接洽,1. as per. according to 按照，根据，如所

21、示,Please make shipping arrangements as per our order sheet. 请按照我方定单来安排装运事宜。,Will you please pack those machines as per our packing instructions? 能否按照我方包装指示包装这些机器？,Language Points,2. inquiry n. 询问，询价，调查 make an inquiry to sb 向某人询问 make an inquiry about sth 询问某种商品的价格 make an inquiry into sth 调查某事 inqu

22、iry-office 问事处 inquiry-desk 询问台，问事处 Inquiry Note = Inquiry Sheet 询价单,4. quotation: n. 报价,make (send, give, cable, fax)sb a quotation for sth,向某人就某种商品报价用介词for：,Please make us your lowest quotation for Mens Shirts. 请向我方报男式衬衫的最低价。,买方提及卖方报价时用介词of：,Your quotation of Mens Shoes is too high to be acceptabl

23、e.你方男鞋的报价太高难以接受。,5. keenest: n 渴望的；热切的；激烈的；低廉的；,keenest price = lowest price 最低价格,Dear sirs, Your company has been kindly introduced to us by Mr. Asicott, who has informed us that your are in the market for cotton piece goods. We therefore, avail ourselves of this opportunity to write to you in the

24、hope of entering into business relations with you. We are one of the leading exporters of cotton piece goods in Asia, having over 20 years experience in this line. In order to acquaint you with our business lines, we enclose a copy of export list covering the goods you required at present. If you find any of