外贸函电英文课件unit2

1、International Business English Correspondence杨晓辉By learning this unit, students shouldunderstand the sequence of international tradeknow the first step to do business master the ways of seeking new customersgrasp the expressions of showing sources of informationbe able to write a letter

2、 of establishing business relations Unit 2 Establishing business relationsTeaching objectivesUnit 2 Establishing business relationsThe sequence of international trade1How to seek new customers 2Sample letters learning 3Summary and supplement 4Exercises in class5The sequence of international tradeSte

3、p 1: Preparationmarket investigation seeking new customers E.B.R. credit and status enquiryStep 2: Negotiationinquiry offer counter-offer counter-counter-offer order acceptance & contractStep 3: FulfillmentL/C packing & marking, shipment, insurance, production, inspection, documents shipping complai

4、nts, claims & adjustmentsHow to seek new customersa. advertisements in newspaper, magazines, TV, radio or internet; publicationalibaba; alimama; made-in-C; 欧美流派 kompass、thomasnet、kellysearch b. attendance at fairs & exhibitionsCanton Fair; East China Fairc. mutual visits by trade delegations; branch

5、 offices abroadd. Business Houses of the same trade; Directories 3. helps from banks, chamber of commerce, commercial counselors office Chamber of commerce; Commercial Counselors OfficeHow to seek new customersHow to seek new customersOutline of E.B.R. letters: ( P1.1 )a. sourceb. intentionc. busine

6、ss scoped. financial position & integritye. expectation for future cooperationReply to E.B.R. letters:a. thanksb. intentionc. requestd. expectationSample letters learningoutgoing go out: outgoing letter 发函，去函incoming come in: incoming letter 来函enjoy an excellent reputation; enjoy great popularityest

7、ablish ( enter into ) business relationship with youfor your reference; for your consideration; for your fileupon receipt of: as soon as we receivespecialize in; be specialized inon ones partDear Sirs: We have obtained your name and address from Simpson & Co. Ltd., London, England. As you are in the

8、 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 general idea of our products we enclose a brochure and a sample-cutting booklet. We sh

9、all send you quotations once we get your specific enquiry.We look forward to hearing from you soon.Yours faithfully,China National Import & Export Corp.Dear Sirs:Thank you for your letter of 4 January concerning establishing business relations with us. You will be pleased to know that your desire me

10、ets with ours.We have been importers of cotton piece goods for many years. Now we are interested in extending our range and would appreciate you quotations. We are particularly interested in your printed and dyed cotton piece goods.If your prices are favorable, we would expect to do a substantial vo

11、lume of business with you.We look forward to your early reply.Yours faithfullyB. Wallace &. Co.敬启者： 承蒙贵国驻伦敦大使馆商务参赞处介绍，使我方获得贵公司的姓名和地址，兹写信想与贵公司建立贸易关系。 本公司与本地区主要轻工产品经销商联系甚密，我方相信，若贵方的报价有竞争力的话，我方可以销售大量中国商品。 有关我方资信情况，请向伦敦英国银行查询。 请告知贵方出口产品的必要信息。 谨上Summary and supplementa. How to express the sources:We have

12、 your name and address from “The Journal of Commerce”.We have heard from China Council for the Promotion of International Trade that you are in the market for Electric Appliances.Your name and address has been given to us by Co., in New York, ( with whom we have done business for many years )who hav

13、e informed us that you are one of the leading importers of Light Industrial Products in your country.Through the courtesy of Co. Ltd., Lagos, Nigeria, we come to know your name and address.On the recommendation of Co. Ltd., we have learned with pleasure your name and shall be glad to enter into busi

14、ness relations with you.We owe your name and address to the Chamber of Commerce, Tokyo, who informed us that b. How to express your intention:We have obtained your address from and are now writing you for the establishment of business relations.We write to introduce ourselves as one of the largest e

15、xporters, from China, of a wide range of Machinery and Equipments.We are informed that you are a prospective buyer of Chinese Cotton Piece Goods. As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you.We take pleasure in informin

16、g you that we are an enterprise manufacturing We approach you today in the hope of establishing business relations with you and expect, by our joint efforts, to enlarge our business hope.We are given to understand that you are potential buyers of We have the pleasure to introduce ourselves to you wi

17、th a view to building up business relations with you in this line.c. business scope:We have been one of the leading importers and exporters of cotton and woolen piece goods for many years.We wish to introduce to you that we are a large general export house in the line of office desks. Our competitiv

18、e prices and reliability have won confidence and goodwill among our many clients all over the world.We are handling the export of Chinese arts and craft goods and desire to trade with you in this line.Your letter addressed to has been forwarded to us for attention, as the export of this article is e

19、xclusively handled by us.d. financial position & integrityAs to our finances, you can refer to Bank of China.For our credit standing, please refer to the following bank: The Bank of China, Xian Branch ( address ) As to our standing, we are permitted to mention the Bank of England, London, as a refer

20、ence.Our bankers are the Bank of Tokyo, Japan. They can provide you information about our business and finance.e. expectation for future cooperationWe shall highly appreciate it ifIt will be highly appreciated ifWe should be pleased if you would respond to our request at your earliest convenience.We

21、 hope our reply will be helpful and of service to you, and if we may be of assistance to you in some other way, please write to us.Please call us at for more detailed information and quotation.Dont hesitate to contact us if you have any questions.Exercises in class1) 盼速递佳音。2) 我们是一家专门出口桌布的国营公司。3) 如果贵

22、方能与我方合作，我们将不胜感激。4) 我们相信，通过双方共同的努力，双方间的贸易会朝着互利的方向发展。5) 本公司是日本最大的食品贸易公司，在日本的主要城市都有本公司的门市部。6) 你方11月21日寄给我上海兄弟公司的信已转交给我们处理。7) 因该类商品属于我们的经营范围，我们很高兴地与你方直接建立贸易关系。8) 我方保证贵方所有订单都将得到迅速处理。1)We look forward to your favorable and prompt reply. 2)We are a state-owned corporation specializing in the export ( expor

23、tation ) of tablecloths.3)It will be greatly appreciated if you will give us your cooperation.4)We are convinced that with joint efforts business between us will be developed to our mutual benefit.convince sb. that让某人相信; sb. be convinced that 某人相信joint adj. 共同的 joint venture 合资企业to our mutual benefi

24、t 互利5)We are the largest food trading company in Japan, and have offices and representatives in all major cities and towns in Japan. 6)Your letter of November 21 addressed to our sister corporation in Shanghai has been transferred to us for attention.transfer=forward=pass on to7) As the item falls within the scope of our business activities, we shall be pleased to enter into