unit 1 建立贸易关系

EstablishingTradeRelations

CorrespondenceDialogue/Negotiation

CorrespondenceBackgroundKnowledgeComponents

Sample

TextstudyExercises

BackgroundKnowledgeEstablishingTradeRelationsApproach/waysEstablishingTradeRelations

Itmeanstheset-upofbusinessconnectionsbetweentwofirmswhohavehadnobusinessdealingwitheachotherbefore.Approach/ways

PersonalvisitAdvertisementsandcircularlettersIndividuallettersOrganizations:

BanksChamberofCommence

TradeDirectoryAdvertisements

CommercialCounselor’sOfficeFriendsinBusinessCircles

Components

Howtoknowthenameandaddressofthecompany

Self-introduction

Merchandisetobuyandsell&theconditionsconcerned

TellthecompanywheretogetthecreditinformationofthewriterExpressthehopetoestablishtraderelations

Textstudy

Inc.---incorporatedCo.,LtdCorp.CottonpiecegoodsGeneralmerchandiseLineHandle

TradetermsForwardSample(s)HousewaresQuotes

Dialogue/Negotiation

BackgroundKnowledge

Componentsandprocess

Namesofcompanies,sectionsandpositions

Textstudy

PracticeBackgroundKnowledgeEstablishinggoodtraderelationsisveryimportantfornegotiation.Whenyoubeganthefirstbusinesswithanewcompany,it’snecessarytointroduceyourself,yourcompanyanditsproductsinordertomakeyourcompanyanditsproductsknown

Componentsandprocess

SelfintroductionExpressthepurposetocomehere

Hopetoestablishtraderelations

AnintroductiontoCompany

Anintroductiontothemarketinghistory

AnintroductiontoProducts

Selfintroduction

Greeting

Selfintroductione.g.I’mabusinessmaninGuangdongLightIndustrialProductsImport&ExportCorporation.MynameisWangLi.Ourmanager,Mr.Leesentmeheretowelcomeyou.

Expressthepurposetocomehere

I’mhereto….Icomehereto…Icomehereandhopeto…Mymainpurposeofcominghereistoexplorethepossibilityoftradewithyou.Thepurposeofmypresentvisithereistoseeifitispossibletodobusinesswithyou

Hopetoestablishtraderelations

Wehopeto…Weplanto…It’llbemypleasuretoenterintobusinessrelationswithyou.We’llbegladifwecanopenuptradewithyou.AnintroductiontoCompany

Mineisa…Wearethelargedealerinthisline,havingwideconnectionswithmanyfactoriesinourcity.We’dliketointroduceourselvesasastate-runimportandexportcorporationdealinginlightindustrialproducts

Anintroductiontothemarketinghistory

Wehavehandledthiscommodityformorethan20years.Wearealargedealerinthislinewithmorethan20years’experience.AnintroductiontoProducts

Wedealmainlyin…Wehandlesilks.Wetradeinartsandcrafts.Chinasilksarereputed/well-known/famous/notedfortheirgoodquality.Theyaremostpopularlyreceivedonyourneighboringmarket.Toexporter:

FocusonintroducingitsproductsinordertomakeitscreditandthequalityofproductsknownAnexampleAnexample

Ourcompanyisstate-ownedenterprise,withmorethan30years’experienceinhandlingthiscommodity.(AnintroductiontoProductsanditsbusinesshistory)Weareoneofthebiggestexporteroflightindustrialproductsandhaveabundantcapitalandrichresources.(theeconomicstrengthofthecompanysuchasfinance,sourceofgoods)Uptothepresentourproductshavebeenintroducedtonearly100countriesandregionsintheworld,suchasU.S.A.,Europeancountries,Japan,South-eastAsia,HongKong,andenjoyahighreputationinthemarketfortheirgoodqualityandreasonableprices.I’msuretheywillfindareadymarketatyourend.(salesscale&thequalityofproducts)

Toimporter:

StressontheirabilityofmarketinginordertogetthetrustAnexampleAnexampleOursisoneofthebiggesttextilesimportersinourcountry.(productsforsale)Wehavehandledthiscommodityformorethan20years,andhaveenjoyedahighreputationintheworldmarket.(businesshistory)Ourannualrequirementforthiscommodity,ifnotthefirst,shouldbeoneofthelargestinEuropeanmarket.WehavemanyassociatedfirmswithmanycountriesinEurope,andhavealsokeptinconnectionwithmostwholesalersandretailersinthismarket.Isincerelyhopewecanestablishbusinessrelationswithyourfirm.(theabilityforpromotion)Namesofcompanies,sectionsandpositions

ChinaNationalTextilesImportandExportCorporationChinaNationalLightIndustrialProductsImportandExportCorporationChinaNationalCereals,OilsandFood-stuffsImportandExportCorporationChinaNationalNativeProduceandAnimalby-productsImportandExportCorporationChinaNationalArtsandCraftsImportandExportCorporation

ChinaNationalChemicalsImportandExportCorporationChinaNationalMachineryImportandExportCorporationChinaNationalMetalsandMineralsImportandExportCorporationChinaNationalTechnicalImportandExportCorporation

ChinaNationalInstrumentsImportandExportCorporationChinaAtomicEnergyIndustrialImportandExportCorporation

Namesofcompanies,sectionsandpositionsPersonnelDepartmentHumanResourceDepartmentSalesDepartmentP