建立贸易关系(2).ppt

1、Establishing business relations,第二讲 制作者：赵建伟,Review,Suppose you are writing a letter to a potential customer to establish business relations. What will you write in your letter?,Sample Letter 1,We were informed that you are one of the biggest importers of tea in UK and you are now in the market for t

2、ea. We take this opportunity to approach you in the hope of establishing business relations with you. 连接,Language Points,1.be in the market for Example: 1.We produce all kinds of leather shoes, so we are in the market for cow hide.,我们想买羊毛 Wool 我们的一个顾客想购买你方的新产品。,Find a market: We are trying to find a

3、 market for this article. Eg： As your agent, we are very sorry to inform you that it is difficult to find a market for your article this year. come into the market We will approach you as soon as the fresh fruits come into the market.,2、take this opportunity Example: We take this opportunity to intr

4、oduce ourselves. 3、approach（商英）通往城市的所有道路被封了 Example: We approached the Ministry of Commerce and they told us that you are able to supply 1000 tons of apples at a time.,Sample Letter 2,To give you a general idea of our products, we enclose here with a copy of our brochure covering the main items at p

5、resent. 连接,Language Points,1.enclose sth put sth. in an envelope Eg: We are enclosing a sample for your reference. It can be used in the following ways: Enclose here with Enclosed is/are sth. Enclosed please find here with Eg: 随函附寄产品说明书。(description) 随函附上保险证明原件和商业发票,2.a copy of in duplicate / tripli

6、cate / quadruplicate/ quintuplicate /sextuplicate /septuplicate /octuplicate Make three copies of this document.,1.这个文件我们已有三份了。 We already have three copies of this document.,Return,2.他叫秘书把文件复制四份 He asked his secretary to make four copies of the document.,3.Catalogue 、brochure 、Pamphlet。Booklet Pros

7、pectus /instruction,etc: 小册子 a booklet which introduces a company and its products 小册子,4.covering 有关的，涉及的，包括的 in/with regard to concerning The subject cargo will be ready for shipment in a few days and we are looking forward to your covering L/C. Please let us have your price list covering your type

8、writers.(用enclose) 请寄有关打字机的价目单 请寄给我们关于你方新产品的小册子。,Language Points,Item 单个商品，标号商品 Translate the following sentence and tell the difference between item and goods: We have seen your goods and are quite interested in your item No. 103.,Item No. TK-101 Item No. TK-102 Item No. TK-103 Item No. TK-104,Tell

9、 the difference between item and goods,Return,Item refers to an individual unit in a group of products. Goods refer to a group of products.,summary,in the market for/ Find a market/ come into the market take this opportunity enclose here with sth/Enclosed is/are sth. Enclosed please find herewith co

10、vering,Review,1. 我们从驻伦敦的商务参赞处得知，你公司有兴趣与我们建立贸易关系。 2.我们正在市场上求购商品。 3.为了使你们对我们可供出口的各类纺织品有一个总的概念，随信寄上样本和价格单各一份，供你们查阅。,Sample 1,Request for the Establishment of Business Relations,Dear Sirs, From the e-mail that was received from our Toronto office, we know that your firm1 is of good standing and reliabil

11、ity in Toronto. We understand that you are particularly interested in the export of various papers to China. By this letter, we are contacting you with interest to2 enter into business relationship with your company. We hope that we may receive your catalog3 soon as well as other printed materials f

12、or reference. In recent years, we have done business with the largest and most prominent firms in your area4. As is well known5 to you, the possibilities of importing the foreign products6 are very great here. We are confident that7 we will be able to give you large orders if the delivery, price and

13、 quality meet our requirements. We look forward to establishing good business relationship with you soon. Yours faithfully,Sample 2,Reply to the Letter of Sample 1,Dear Sirs, With reference to1 your letter of September 8,2007, we are glad to learn that you wish to enter into a business relationship

14、with this corporation in the line2 of various papers. In compliance with your request, we are sending you by air a catalogue together with a range of pamphlets for your reference. If any of the items listed in the catalogue meet your interest, please let us have your specific inquiry, and our quotat

15、ion will be forwarded3 without delay 4. Prior to the conclusion of the first transaction between us, we require the name of your bank for credit investigation. Yours sincerely,Part Four,Sample 3,A Letter from an Importer to an Exporter,Dear Sirs, Through the courtesy of1 Mr. Freemen, we are given to

16、 understand that2 you are one of the leading3 exporters of Chinese light industrial products in your area. We are now writing you for the establishment of business relationship. We are very well connected with all the major dealers of light industrial products in this area. We are confident that we can sell l