建立贸易关系ppt课件

1、Unit EightEstablishing Business Relations1;.2Contents of this unitpChannels of information about potential customerspStructures of “start letter”pSpecimenpUseful expressions3Why firms establish business relationpNo customer, No businesspNew customer, New Business4Where to find potential customers p1

2、. The commercial counselors office of the embassy in foreign countries 大使馆驻国大使馆驻国外商务参赞处外商务参赞处p2. China Council for Promotion of International Trade (CCPIT)p中国国际贸易促进委员会（中国国际贸易促进委员会（1952-）p3.Overseas Chamber of Commerce 海外商会海外商会pChina Chamber of International Commerce (CCOIC)p中国国际商会（中国国际商会（1988-）p4. T

3、rade Union (Directory) 贸易行会（名录）贸易行会（名录）p5. Business Houses of the same trade 同业商行同业商行5Where to find potential customersp6. Exhibitions and Trade fairs 交易会p广交会(1957-) Guangzhou, Spring & Autumn p China Import and Export Fair (Canton Fair)p高交会 (1999-) Shenzhenp China High-tech Fair (CHTF)p投洽会(1987

4、-) Xiamenp China International Fair for Investment and Trade 6Where to find potential customersp7. Advertisements in the media 媒体广告媒体广告pPublications, eg. Public Commerce Information Service (published by the Ministry of Commerce, P. R. China)pInternet, eg. , p8. Banks 银行银行p9. Market survey/research

5、市场调研市场调研p10. other channels7What is to be included in such letters (structures of start letters)p1. Source of information -how do you get his name & address?p2. Purpose of writing-express your desire to enter into business relations with the firm.p3. Product introduction and Company prointroduce

6、 who are you, including firms business scope, financial position and integrity.p4. A pushing end-express your expectation of cooperation and an early reply.8How to write such lettersRememberpPrinciples of good communicationpMain parts of business letterspFormat of business letterspSpecimen letters (

7、refer to textbook)9China National Import & Export Corp.Beijing BranchBeijing, China(the letter head: senders address ) January 4, 2005 (the date)B. Wallace &. Co.236 St. Louis StreetCroydon, England ( inside address: the address of the recipient) Dear Sirs ：(salutation)10 We have obtained yo

8、ur name and address from Simpson & Co. Ltd., London, England. As you are in the line of cotton piece goods, we are writing to enquire whether you are willing to enter into business relations with us. We are a state-owned corporation specializing in the export of the above items. To give you a ge

9、neral idea of our products we enclose a brochure and a sample-cutting booklet. We shall send you quotations once we get your specific enquiry.11 We look forward to hearing from you soon.Yours faithfully (complimentary close) China National Import & Export Corp. Enclosures:1brochure 1sample-cutti

10、ng booklet 12Explanation of the letterpA. We have obtained your name and address from Simpson & Co. Ltd., London, England. p我们从英国伦敦Simpson有限责任公司那里得到贵公司的商号和地址。 p1. Simpson & Co. Ltd.p Co. Ltd 有限责任公司p State-owned / state-operated company p国有/国营企业p Private firms 私有企业13Explanation of the letterp

11、2.(have) obtained/got your name and address from/through从获知贵公司名址 pOther expressionspWe have (learnt) your name and address frompYour name and address have been recommended / introduced to us bypWe owe your name and address topThrough the courtesy of pAt the suggestion/ On the recommendation of14pB.

12、As you are in the line of cotton piece goods, we are writing to enquire whether you are willing to enter into business relations with us. p由于贵公司是经营棉布的，现特致此函，以询问是否愿意与我们建立业务联系。 p1. line: business, profession, trade行业, 职业 p be in the line of entertainment/ cotton piece goodsp 从事娱乐行业/经营棉布业 pother expres

13、sions:pSth. is in our line. pSth. falls within our business activities. pSth lie within the scope of our business activities.Explanation of the letter15Explanation of the letterp2. enter into business relations withp与建立业务联系 establish / enter into /open up / build business relations restore / cement/

14、 present /improve /promote /enlarge/ speed up / interrupt business relations 恢复/巩固/保持/改善/促进/扩大/加快/中断业务关系16Explanation of the letterpOther expressionspWe writing to you in the hope of building business relations with you on the basis of equality and mutual benefit.pWe avail ourselves of this opportun

15、ity to write to you and see if we can establish business relations with you.pWe have the pleasure of writing this letter to you in the hope of opening up business relations with you.17Explanation of the letterpC. We are a state-owned corporation specializing in the export of the above items. p我们是国营公

16、司，专门经营上述商品的出口。p1.specialize in：专门经营 pThey specialize in garments. pdeal in air conditionerphandle the import of machinesp2.items: goods/articles/commodities 商品18Other expressions to introduce yourselfpWe wish/ have the pleasure / are pleased to inform you that we are one of the leading leather tradi

17、ng companies in China.pWe are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. pWe have been in the line of electric appliance for many years.pWe take this opportunity/ take the liberty/ would like to introduce ourselves as exporters dealing exclusi

18、vely in garments.pWe are an importer/exporter handling toys for many years. Our products have enjoyed a high reputation in the world for their good quality and reasonable price. 19Explanation of the letterpD. To give you a general idea of our products we enclose a brochure and a sample-cutting bookl

19、et. p为使贵方大概了解我们的产品，现随函附上小册子和剪样册。p1.a general idea of 大概了解某事p2.brochure：pamphlet (介绍，宣传商品的)小册子。p3.sample-cutting booklet 是印花布样本小册子，由各种花样，图案的小块剪样sample cuttings 装订成本，上面注明商品号码，寄给客户选购时用psample: 样品 psample-cutting 剪样，布匹的剪样pbooklet: thin book, usu. in paper covers 小册子 20Explanation of the letterp4.enclose

20、: 随函附上 p1）to enclose something: pWe are enclosing our sales contract. p2）enclosed is something: pEnclosed is our sales contract. p随函附上我们的销售合同。punder separate cover/by separate mail/by another mail separately 另邮pTo acquaint you with the light industrial goods we handle, we take pleasure in sending yo

21、u, by separate airmail, several pamphlets for your reference.21Explanation of the letterpE. We shall send you quotations once we get your specific enquiry. p一收到贵方的具体询价，我们将寄上报价。pUpon receipt of your specific enquiry, we will make you a quotation for our goods.p1.an enquiry for sth. 对的询价pan enquiry fo

22、r textilep2.enquire for sth. 对进行询价pThey enquired for cotton piece goods last week. p3. enquire of sb. about sth. 向某人询问某事 pThe buyer enquired of the seller about the quality of this new product. 22pOther useful expressions:pPlease send us / We shall appreciate / Well be pleased to have your catalogue

23、s and quotations.pShould you be interested in any of our products, please dont hesitate to contact us / let us know.23Explanation of the letterpF. We look forward to hearing from you soon.p 盼望早日回复。plook forward to sth. or doing sth. 盼望pin the hope of doing sth.希望pOther expressions:pWe shall be grate

24、ful if you will reply at an early date.pYour prompt reply would be highly appreciated.pIts highly appreciated if you would make an early reply.24Practice 1 pDirection: fill in the blanks to complete the following letter of establishing business relations according to the Chinese hints.25371 South Av

25、enueLos Angels, LA 31209U.S.A.April, 2006Nantong United Textiles Import & Export Corp.75 Hongqiao StreetNantong 226000, JiangsuP.R.C26 Dear Manager, You were recommended to our company by the Bank of China, New York Branch. They informed us that _(1. 贵公司出口纺织品) and cotton piece goods. Our company

26、 _(2. 进口各种商品). We have been in business since 1980, and therefore _ _(3. 在经营的各项业务方面具有丰富的经验）. Our bankers are Pudong Development Bank and the Hongkong & Shanghai Banking Corporation. They can provide you information about our _(4. 业务和财政状况). Please inform us of your trade terms and _(5. 寄送产品手册和样品)

27、. We look forward to a productive trade.Sincerely yours, Zhu Li Manager You export textilesimports general merchandisehave wide experience inall the lines we handlebusiness and financesForward product brochures and samples 27Practice 2 pDirections: This part is to test your ability to do practical writing. You are required to write a letter of establishing business relations according to the information given below. p江苏纺织品进出口公司专营纺织品出口业务多年，从中国驻瑞士大使馆参赛处（the Commercial Counselors Office of the Chinese Embassy）得悉ABC纺织品进出口公司是纺