《商务磋商信函分析》PPT课件

1、The analysis of business letters 1,1. Establishing Business relationship -Start Letter （建立业务关系） Structure of Start Letter Source of information（说明信息来原） Purpose of writing（言明去函目的） Company profile（本公司优势） Product introduction（产品介绍） A pushing end（激励性的结尾）,1. Source of information,（说明信息来原，即如何取得对方的有关商务信息。）

2、 Chinese Commercial Counsellors Office of the Embassy in foreign country（中国驻国外使馆商务处） Bank, Trade Directory（贸易行同业名录） Business Houses of the same trade（同业商行） Common clients（共同客户） Market research；Advertisements Trade Fair, Exhibitions,1. Source of information Analysis,We learned from the Commercial Cou

3、nselors Office of Embassy in your country that you are interested in Chinese handicraft. Mr.Smith, Head of New York Electric Inc. has recommended you to as a leading importer in Korea of lightweight batteries for vehicles. We have obtained your name and add from the Internet. Our market survey showe

4、d that you are the largest importer of cases and bags in Egypt,2. Purpose of writing,(言明去函目的) Latest intention, what kind of business you want to do with them . such as expanding market, entering into a joint venture with them, selling your own good or purchasing their products. etc. To establish lo

5、ng-term relationship,2. Purpose of writing Analysis,In order to expand our products into South America, we are writing to you to seek cooperate possibilities. We are writing to you to establish long-term trade relations with you. Wish to express our desire to enter into business relationship with yo

6、u.,3. Company introduction,（对本公司优势的概述） Business scope范围 Principle Connection ( suppliers, distributors, government) History ( experience) R it is impossible that any other suppliers can under-quote us if their products are as good as ours in quality. The price we quoted is accurately calculated计算出的有

7、计划的. We have cut the profit to the minimum最低限度 in order to expand the market.,Analysis of Some Sentences,3) 提出我方条件，并催促对方行动 However, in order to develop our market in your place, we have decided to give you 5% discount as an exceptional case. Owing to the great demand for the product, this offer is v

8、alid only for 5 days.,The analysis of business letters 5,S/C letter (接受成交函) If the exchange 交换of letters or cables or telexes 电传eventually leads to the conclusion of business, both parties当事人 should confirm the deal. Such letters are usually accompanied by a Purchase Confirmation证实证据 /Purchase Contr

9、act or a Sales Confirmation/Contract. A covering letter is used to draw his counterpart与对方地位同的人s special attention to certain terms and conditions, such as the price, terms of payment, specifications, quality, quantity, time of delivery, port of destination, etc.,The analysis of business letters 5,接

10、受成交函( S/C letter ) -表示接受最后的磋商条件，并加以列明各项条款或随信附上“销售确认书” We are glad that through our mutual共同的 effort finally we have reached the agreement. We are sending you Sales Confirmation No. 990123 in duplicate副本. Please sign it and return one copy for our file.,The analysis of business letters 6,催开信用证函( Spee

11、d up opening the L/C ) Please instruct通知 your banker to issue发布 the letter of credit as early as possible in order that we may process进行 with the goods immediately. It is understood that a letter of credit in our favor 对我方有利covering S/C No. 990123 will be established promptly.,The analysis of busine

12、ss letters 7,修改信用证函( L/C amendment letter ) 感谢对方开来的信用证； 列明不符点并说明如何修改 感谢对方合作并催促改证 关键点： 审证质量 准确表达,The analysis of business letters 7,1、感谢来证 Thank you for your L/C No. xxxxx issued by xxxxx dated xxxxx. We are pleased to receive L/C No. xxxxx established by xxxxx dated xxxxx against S/C No. xxxxx. Than

13、k you for your L/C No. SG99WE34 issued by West Country Bank. Los Angeles Branch dated Feb. 5, 2002.,The analysis of business letters 7,2、列明不符点 However, we are sorry to find it contains the following discrepancies差异: But the following points are in discrepancy with the stipulations of our S/C No. xxx

14、: Please add the word before Please delete the clause . and insert插入 the wording措辞 . Pleased amend the . to . The amount should be not / instead of . Please extend the shipment date and the validity of the L/C to . and . respectively.,The analysis of business letters 7,3、感谢对方合作催促改证 Thank you for you

15、r kind cooperation. Please see to it 督促that the L/C to amendment reach us within next week, otherwise we cannot effect使生效 punctual 准时shipment.,The analysis of business letters 8,Before shipment, the buyers generally send their shipping requirements to the sellers, informing them in writing of the pa

16、cking and mark, mode of transportation,etc. , known as the Shipping Instructions. On the other hand, the sellers (or the exporters) usually send by cable 打电话a notice to the buyers immediately after the goods are loaded on board the ship, advising them of the shipment, especially under FOB or CFR terms. Such a notice, known as the Shipping Advice. It may include the following: Contract and / or L/C number(s). Name of commodity. Number of packages, total quantity shipped, name of vessel 船and its sailing date and sometimes even the total value of the goods. As the