跨境电子商务理论与实务B2B函电

1、跨境电子商务理论与实务第五讲 B2B函电第1页11、Establishing Business Relations 第2页Introduction-establish relations: Group works: discussion Information resources of potential customers How to write a letter to establish relation2第3页3Information resources: The Internet Trade fairs Advertisements Yellow pages Trade associ

2、ation第4页4How to write a mail to establish relation:telling the recipient who made the recommendationIntroduce yourself State your purpose第5页5ABC garments and accessories co.ltd.hangzhouChina(the letter head: senders address ) January 4, (the date) B. Wallace &. Co.236 St. Louis StreetCroydon, Englan

3、d ( inside address: the address of the recipient) Dear Sirs ：(salutation)范文 1： Establish relationship 建交第6页6We have obtained your name and address from T-shirt Corp, Australia. As you are in the line of babywear and childrens clothes, we are writing to enquire whether you are willing to enter into b

4、usiness relations with us.We are a private factory specializing in the export of the above items. To give you a general idea of our products we enclose a brochure and a sample-cutting booklet. We shall send you quotations once we get your specific enquiry.第7页7We look forward to hearing from you soon

5、.Yours faithfully (complimentary close) ABC garments and accessories co.ltd.Enclosures:1.brochure 2.sample-cutting booklet 第8页8A. We have obtained your name and address from T-shirt Corp, Australia. Explanation :第9页9B. As you are in the line of babywear and childrens clothes, we are writing to enqui

6、re whether you are willing to enter into business relation with us. 第10页10C. We are a private factory specializing in the export of the above items. 第11页11D. To give you a general idea of our products we enclose a brochure and a sample-cutting booklet. 第12页12E.We shall send you quotations once we ge

7、t your specific enquiry . 第13页13F. We look forward to hearing from you soon. 第14页Useful phrases:14obtain fromenter into business relation with sb.a private factoryspecialize in / In the line of give sb a general idea of enclose a brochureA sample-cutting bookletsend sb quotationsspecific enquirylook

8、 forward to doing sth.第15页15 Information resources:1) Weve come to know your name and address from the Commercial Counselors Office of the Chinese Embassy in London. 2) We have obtained your name and address from T-shirt Corp, Australia. Useful sentences:第16页161)We are a private factory specializing

9、 in the export of the above items. 2) As you may be well aware, we are a state-operated corporation handling such items as .in both import and export business. 7)We send you by airmail a brochure on the various kinds of toys now available for export. Introductions:第17页171) Specializing in the export

10、 of light industrial products, we would be delighted to establish business relations with you. 2)Being one of the leading importers of textiles in Canada, we are writing to you hoping to establish trade relations with your company. 3)We are anxious to make business contact with your corporation. (en

11、ter into/establish business relations with somebody )Intentions:第18页183.Letter writing practice : Write a letter to Denis & Bros at 33 St. George Street, London, telling them that you wish to enter into business relations with them. You are introduced by Michael Dali Company in Cyprus. The main line

12、 of your business is exporting sportswear. We should begin by telling the recipient how his name is known to us. Then provide necessary information about our company. In the end we express our wish.第19页Dear Sirs： We have your name and the address from the Michael Dali Company in Cyprus who is one of

13、 our old customers. We wish to inform you that we specialize in exporting sportswear and shall be pleased to enter into business relations with you. (talk about our reference and state the purpose of writing) We have many years of experience in this line. We are able to accept orders against custome

14、rs samples and can produce sportswear with customers own trademarks. (say something about ourselves so that the recipient will have an idea about us) We are sending you separately our latest catalogue and the brochure so that you can have an idea of our products. (provide further information) We are

15、 looking forward to your early reply. (state our wish) 第20页202、Enquiry and Reply第21页21MICHEL DALI CORP181 Arkadiou Str., P.O.Box 29012, 2330 Dali, Nicosia, CyprusMarch 25, ABC garments and accessories co.ltd.hangzhouChina范文 2： Enquiry 询盘 （客户）第22页22 Dear Henry, We met you in the Canton Fair, hope you

16、 still remember us.We should like you to send us a catalogue and price list regarding your babywear and childrens styles. We should also like to know what discount you offer on bulk purchase. We also learnt from the Kids Palace Shop of Cyprus that you are the manufacturer of high style babywear. We

17、operate a large range of fashionable babywear styles. 第23页23We are interested in using a number of products from your current designs in the manufacture. As some of our products will be sold on the European market it is important that our suppliers be competitive in price and extremely reliable. We

18、would find it most helpful if you could provide us with samples of the various styles you export to other companies. Yours faithfully Michael Dali Corp.第24页24 How to write a reply letter?Discussion :第25页251.You should answer promptly when you get an enquiry.2.Begin the reply by repeating the date of

19、 the enquiry. 3.If the person who makes the enquiry has been recommended by someone, you should express your appreciation to the people.How to write a reply letter第26页264.Give a full answer to the enquiry. 5.If you cannot do as requested, try to offer a substitute. 7.State your wishes.第27页27Dear Sir

20、sRe: Our babywear and childrens styles. We were very glad to receive your letter of 15 March, in which you enquired about our babywear and childrens styles. We were pleased to know that we had been recommended to you by The Kids Palace Shop of Cyprus. We are enclosing our catalogue and the price lis

21、ts. We are also sending you samples of the styles we export to 范文 3： Reply to enquiry 询盘回复第28页28other countries separately. We are sure you will find that we use only the best quality materials for our products. The high standard of workmanship will appeal to both your domestic buyers and internatio

22、nal buyers. We also produce a wide range of other garments and accessories, such as, handbags and gloves. They are fully illustrated in our catalogue and are of the same high quality as our babywear. 第29页29 We are a well-established company and reliable leader in sweaters and accessories products. B

23、ecause of our size, we are able to offer extremely competitive prices. If your order exceeds US$ 6,000 we are prepared to offer you an additional discount of 3%, which, we believe, will make our products impossible to resist.第30页30We hope you will find the above information useful. Please feel free

24、to contact us again if you have any further questions. We look forward to receiving an order from you soon.B.RGDS ABC garments and accessories co.ltd.第31页Express your appreciate providing the information that the prospective client needsRecommend other productsSelf-introductionState your wishComment

25、s of the letter:31第32页32Useful phrases:Be glad to do sth.Enquire aboutBe recommended to Enclose our catalogueThe price listSend sb. SamplesThe best quality materialsThe high standard of workmanshipAppeal toDomestic buyers and international buyers第33页A wide range of Garments and accessoriesBe of the

26、same qualityA well-established companyCompetitive pricesBe prepared to do sth.Feel free to do sth.33第34页Exercises-英译中1、We have your name and e-mail address from . 2、Specializing in the export of Chinese foodstuffs, we wish to express our desire to trade with you in this line. 3、We are a state-operat

27、ed corporation, handling the export of animal by-products and we are willing to enter into business relations with your firm. 34第35页4、To acquaint you with the light industrial goods we handle, we are sending you, by separate airmail, several pamphlets for your reference. 5、We look forward to your ea

28、rly news in this connection and trust that through our mutual cooperation we shall be able to conclude some transactions with you in the near future. 35第36页Exercises-中译英1、从阿里巴巴网站上得知，你们是专营拖鞋进口业务企业，我们想和你们建立业务往来。2、我们想在平等互利基础上和你们建立业务关系。3、我们是中国经营广泛玩具主要出口商之一。36第37页4、为了让你们对我们现在可供出口产品有个大致了解，我想给你们发几份最新目录单和价格

29、表。5、我们主要经营工艺品。6、我们从1940年开始就从事这一行，所以对我们所经营行业非常有经验。7、我们期待你们早点给我们一个有利回复。 37第38页 1. We learn from , that your firm specializes in the import of slippers, and we would like to establish business relation with you. 从阿里巴巴网站上得知，你们是专营拖鞋进口业务企业，我们想和 你们建立业务往来。2. We are willing to enter into business relationshi

30、p with your company on the basis of equality and mutual benefit. 我们想在平等互利基础上和你们建立业务关系。3. We introduce ourselves as one of the largest/leading exporters in China of a wide range of toys. 我们是中国经营广泛玩具主要出口商之一。Check it out .第39页4. In order to give you a general idea of the various kinds of our products n

31、ow available for export, Id like to send you our latest catalogues and price lists. 为了让你们对我们现在可供出口产品有个大致了解，我想给你们发几份最新目录单和价格表。5. We are mainly specialized in arts & crafts.我们主要经营工艺品。6. Weve been in this line since 1940 and we also have wide experience in the line we handle. 我们从1940年开始就从事这一行，所以对我们所经营行

32、业非常有经验。7. Were looking forward to your favorable and prompt reply. 我们期待你们早点给我们一个有利回复。 第40页403、Offers and Counter-offers第41页41An offer is a proposal to give or do something. An offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer. Introducti

33、on: 第42页42Dear SirsSubject: 100% Cashmere SweatersThank you very much for your enquiry of April 1 for our 100% Cashmere Sweaters. We are now making you a firm offer subject to your reply reaching us before April 30, : 范文 4 ：A firm offer 实盘第43页43Mens large US $ 50.00 per pcdittomedium US $ 48.00 per

34、pcdittosmall US $ 45.00 per pcWomenslarge US $ 47.00 per pcdittomedium US $ 45.00 per pc dittosmall US $ 43.00 per pc The above prices are based on CIF Melbourne basis net. 第44页44Payment: By confirmed irrevocable L/C payable by draft at sight.Shipment: June/July, provided the L/C reaches the seller

35、one month before the time of shipment. We are glad to inform you that our products are selling fast because of their unique design and superior quality. They are just what you want for the fashionable trade like yours. They will appeal to discriminating buyers.第45页45We have received some repeat orde

36、rs. Our factories are fully committed for months ahead. We suggest you place your order as soon as possible. We are looking forward to hearing from you soon. B.RGDS ABC garments and accessories co.ltd.第46页46汇 票第47页A satisfactory offer will include :An expression of appreciation for the inquiryDetail

37、ed information of the goodsDetails of prices Terms of paymentTime of shipmentThe validity period for an offerShowing hope for cooperation47第48页Useful terms & conditions:Minimum Order Quantity: One 20 FCL container for each Art No.Packing: Art No. T1258 ,one set per carton, total 150 cartons to a 20

38、FCLShipment: To be make within one month upon receipt of relevant L/C.Payment: By confirmed ,irrevocable L/C payable by draft at sight .Insurance: To be covered by the seller for 110% of the invoice value against All risks and War Risk.48第49页Role Play: Please make an offer to a girl/a guy ,persude h

39、er/him to be your girlfriend/boyfriend.49第50页Exercises-英译中1、We are prepared to allow you a 10% quantity discount if you order exceeds 200 cartons. 2、If you have any questions, do not hesitate to contact me. 3、We do have discounts for quantities and special discounts for new partners (please, see the

40、 attached document). 50第51页Exercises 中译英1.很高兴能向你们报盘。2.我们能够对以下产品向你们报价。3.这份报价以你方回复在6月30日（我们这里时间）抵达我们这里为准。51第52页52Check it out 1.We are pleased to make you an offer for our products 很高兴能向你们报盘。2.We can offer you on the following items我们能够对以下产品向你们报价。3.The offer is valid subject to your reply reaching us

41、by 30 June这份报价以你方回复在6月30日（我们这里时间）抵达我们这里为准。第53页53Dear Sirs Re: Your offer of 100% Cashmere SweatersThank you for your letter of April 7, in which you offered us 100% Cashmere Sweaters. Regrettably, we are unable to accept your offer as范文 5： A Counter Offer 还盘（客户）第54页54your prices are too high. We ope

42、rate on small margins. It means heavy loss to us to accept your prices. We also have similar offers from Korean make. They are 25% lower than yours. We like the quality and design of your products. We accept that the quality of your products is better, but it does not justify such a large difference

43、 in price. We might do business with you第55页55if you could make us some allowance, say 20%, on your prices. Otherwise we have to decline your offer. We hope you will consider our counter offer most favourably and let us have your reply soon. Yours faithfully T-Shirt Corp 第56页56Dear Sirs Subject: You

44、r Counter Offer of our 100% Cashmere Sweaters We are sorry to learn from your letter of April 14 that you find our offer of 100% Cashmere Sweaters too high to be acceptable.范文 6: Re-counter offer 反还盘第57页57 We always do our best to make our customers satisfied. However, there is not much room to make

45、 further reduction on our prices. The fact that other buyers are buying freely at our prices is the evidence that they are not excessive. Besides, we are sure that our competitors cannot match our price and quality. However, in order to make the business possible,第58页58 we are prepared to offer you

46、a special discount of 5% if your order exceeds US $ 10,000. This is the best we can do. We hope this new offer will enable you to place an order with us.We are looking forward to your early reply.Yours faithfully ABC garments and accessories co.ltd第59页Tips for counter offer:Express regret for the of

47、fer is unacceptableSuggesting the acceptable terms and conditions to maintain business transactionProposing other possible opportunities to keep business going59第60页Useful phrases:too high to be acceptabledo our best tothere is not much room tocannot match our price and qualitymake the business poss

48、ibleoffer you a special discountOperate on small marginHeavy lossReduce price by 5%/5% discount/5% off/a 5% reduction60第61页Useful sentences:1、Pricetoo high to be acceptable 1) there is not much room to make further reduction on our prices. 2) Our price is practical and reasonable. 3) The price is go

49、ing up ,owing to the rise in the cost of raw materials .61第62页Useful sentences: 2、 Discount 1) However, in order to make the business possible, we are prepared to offer you a special discount of 5% if your order exceeds US $ 10,000. 2)To support you in pushing sales ,we grant you a special discount

50、of 4%.3) We can offer you a better discount if you decide to place your order before May 1.62第63页Exercises-英译中1、The price you counter-offer is out of line with the market, so it is beyond what is acceptable to us. 2、We have pleasure in recommending to you the following goods similar to the samples sent by you. 3、The price of our product is 15% lower than that of similar product of Japanese origin. 63第64页641.我们给你们报是最低价格，以这个价格我们已经与其它客户做了许多交易。 2.我们昨天给你们发了传真，报千克花生，10月份