Two Establishing Business Relations(英文版)(ppt 43页).ppt

1、Chapter Two Establishing Business Relations,Lectured by Wang Xinxin,Objectives Warming-up Questions Sample letter How to write an introduction Exercises Homework,Objectives Warming-up Questions Sample letter How to write an introduction Exercises Homework,Contents,Objectives,Upon completion of today

2、s class, you should: know the ways that an exporter can use to seek new customers. know how to write this kind of letter. grasp the important words and phrases learned.,Warming-up Questions,How can an exporter seek a potential customer? Suppose you are writing a letter to a potential customer to est

3、ablish business relations. What will you write in your letter?,Through the following channels,internet trading fairs advertisements middlemen banks,The structure of this kind of letter,1.The source of information 2.The intention of writing the letter 3.Self-introduction 1)the introduction of the com

4、pany 2)its main products 4.Closing sentence,Sample Letter,Dear Sirs , We have obtained your name and address from the Ministry of Commerce of the Peoples Republic of China.,Language Points,obtain from getfrom Translate the following sentences: 1.We have obtained your information from our supplier. 2

5、.We have obtained your name and address from Bank of China, Dalian Branch.,我们是从中国银行大连分行获得贵方的名称和地址。,写建交信的时候必须说明对方的信息来源 常用句型: 1.We obtained your name and address from 2.We owe your name and address to 3.We are pleased to have learned your name and address from 4.I believe you still remember our meetin

6、g at the Canton Fair.,Sample Letter,We were informed that you are one of the biggest importers of tea in UK and you are now in the market for tea. We take this opportunity to approach you in the hope of establishing business relations with you.,Language Points,be in the market for want to buy Transl

7、ate the following sentences 1.We produce all kinds of leather shoes, so we are in the market for leather. 2.One of our customers ( )your new products.,我们的一个顾客想购买你方的新产品。,Language Points,take this opportunity Example: We take this opportunity to introduce ourselves. approach Example: We approached the

8、 Ministry of Commerce and they told us that you are able to supply 1000 metric tons of apples at a time.,我们与商务部联系，他们告述我们你们能一次性提供1000公吨苹果。,Language Points,enclose put sth. in an envelope 随函附寄 Translate the following sentence We are enclosing a sample for your reference.,我们现随函附寄一个样品供你方参考。,It can be us

9、ed in the following ways: enclose sth. Enclosed is/are sth. Enclosed please find,enclose Translate the following with the three sentence patterns just learned: 随函附寄产品说明书。(description),1.We enclose a product description. 2. Enclosed is our product description. 3. Enclosed please find a product descri

10、ption,Language Points,covering: about 关于 Translate the following sentence: 请寄给我们关于你方新产品的小册子。,Please send us a brochure covering your new products.,brochure n. 小册子 其他有关词汇： Literature: 为商业文字宣传品的统称，不可数名词. manual 产品手册； catalogue产品目录； illustrated catalogue有插图的目录； pamphlet (booklet, brochure) 小册子； leaflet

11、单张说明书、活页； folder折叠式印品； bulletin 产品简报； data产品数据表等。,Language Points,Item refer to a particular product 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. TK-103.,Tell the difference between item a

12、nd goods,Item refers to an individual unit in a group of products. Goods refer to a group of products.,Sample Letter,If you are interested in any of our products or have other products you would like to import, please contact us with your requirements. We look forward to providing you with high qual

13、ity products, superior customer service and complete satisfaction.,look forward to 盼望（to为介词） e.g: 1) We are looking forward to your early reply. 2) We look forward to hearing from you soon. 我们企盼贵方早日回复。,表示感谢的词组： to thank sb. for sth. to be grateful to sb. for sth. to be obliged to sb. for sth. to app

14、reciate it if e.g: Thank you for your letter of April 25. 谢谢您4月25日的来信。 2) It will be highly appreciated if you give this matter your immediate attention. 如果您立即处理该问题，将感激不尽。,April 1,2003 Dear Sirs, We have obtained your name and address from the Commercial Counselors Office of your embassy in London a

15、nd are now writing you for the establishment of business relations. We sell Chinese tablecloths. They are of good quality and have fine workmanship. Chinese tablecloths are very popular in Europe . We would like to work with you to market them here. Our reference is the Bank of England, London . The

16、y can provide you with information about our business and finance. We are looking forward to your early reply. Yours sincerely, (Signature),specimen letter 1,April 8,2003 Dear Sirs, We thank you for your letter of April1, from which we note that you are desirous of establishing business relations wi

17、th us . To give you a general idea of our products , we enclose a catalogue showing various products we are handling . If any of the items listed in the catalogue meets your interest, please let us have your specific enquiry , and our quotation will be forwarded without delay. We would appreciate a

18、prompt response. Yours sincerely, (Signature) Encl:1 catalogue,How to write a company introduction,Paragraph 1 - The introduction Paragraph 2 - What we do Paragraph 3 - The closing,Paragraph 1 - The introduction,The year your company was established Your companys location What products/services you

19、offer Any Foreign investment that you may have,Paragraph 2 - What we do,Product range/services offered Machinery and technology used Production experience How orders are handled Share significant achievements that would be meaningful to buyers,Paragraph - The closing,Many companies use the final par

20、agraph of their company introductions to state their corporate values and invite buyers to contact them.,Writing Tips,Replace long words with shorter ones. Make sure paragraphs focus on one idea. State facts, not opinions. Do not over claim or use flowery language.,If your product is new, tell the r

21、eader what is new about it. Use headings such as Features or Specifications together with a list format whenever possible. Dont write using capital letters, it looks as if you are SHOUTING! and not as important information.,Techniques for introductory letters,Follow Ups International mail usually ta

22、kes several days to few weeks to reach the buyer. Avoid sending a follow-up letter too soon, even if the introductory letter was sent by fax.,For every 100 introductory letters that are sent out, it is quite normal to receive about 10 responses only. The response, if any, to the initial contact norm

23、ally comes after two months, and sometimes after six months or more. Follow up the letter and offer at a suitable time. If the buyer requests that you wait, you must wait. Follow ups made too soon and too often will result in you receiving the message: Please be patient and wait!.,Summary,In this le

24、sson, we are mainly discussing how to express yourself and introduce yourselves; including your company to the firm you want to do business with. The student should also recite these important phrases and sentence patterns learnt in this class. They should know how to write a letter on establishing

25、business relations.,Practice of writing skills,I. 表达建交愿望,把下列句子译成中文： 1. We shall be pleased to enter into direct business relations with you at an early date. 2. We are writing to you in the hope of establishing business relations with you. 3. We are willing to enter into business relations with you on the basis of equality and mutual benefit. 4.We hereby express our desire to trade with you in this line.,II.写一封建交信,你在07年秋季的广交会上遇到Gary Falcon，并与他互换了名片。他对你们展示的MP3播放机、MP4播放机、U盘（flash disks）等数码产品表示兴趣，但由于当时时间紧张，你们没有能够进入细节谈话。现在你给他写信，表示建交愿望，并提供相关材料。,III. 写公司介绍,方案：你要根据以上材料，从中挑选适合用