建立商业关系课件

InternationalBusinessCorrespondenceChapter2EstablishingBusinessRelations&StatusEnquiries

1InternationalBusinessCorrespWhytowritealetterforestablishingbusinessrelations?Toenlargeone’sbusinessscopeandturnoverTomaintainorexpandbusinessactivitiesToestablishbusinessrelationswithprospectivedealersisoneofthevitallyimportantmeasureseitherforanewlyestablishedfirmoranoldone.Nocustomers,nobusiness.2WhytowritealetterforestaWhytomakeastatusenquiries?Toavoidtheunnecessaryloss知己知彼、百战百胜3WhytomakeastatusenquiriesHowtofindthecompanyyouwanttodealwith?Merchantsmaybeapproachedthroughthefollowingchannels:1.Internet2.Advertisementsinnewspapers/magazines/othermedias3.OverseasChamberofCommerce海外商会4.Yourbranchofficesabroad5.Marketinvestigations6.TradefairheldbothathomeandabroadChinaImportandExportFair中国进出口商品交易会7.BusinessHousesofthesametrade同业商行Directories贸易行的行名录8.Visitabroadbytradedelegationsandgroups9.Bank4HowtofindthecompanyyouwaHowtowritetothecompanyyouwishtocontactforthefirsttime?

1.Beginyouletterbytellingtherecipienthowhisnameisknowntoyou.2.Providenecessaryinformationaboutyourself.3.Stateyourwish.5HowtowritetothecompanyyoHowtodowhenyoureceivealetter?Ifyoureceivealetterinwhichthesenderexpressestheintentiontodobusinesswithyou,whatshouldyoudo?Youshouldanswerassoonaspossible.Thisshowsyourefficiency,whichisagoodwaytoimpressyourpotentialcustomer.Ifyoucan’tdoasrequested,youhavetotellhimtactfullytopavethewayforfuturebusiness.6HowtodowhenyoureceivealHowtostudythischapter?Youshouldpaymuchattentionto:

1.Writingprinciples&tones2.Basicbusinessknowledge3.Typicalsentences/sentencestructure4.Wordextension5.Worddiscrimination6.Grammarpoints7Howtostudythischapter?YouContents◆ModuleLetters◆

SpecimenlettersLanguagepointsAnalyzingtheletter◆Writingtactics◆Languagesummary◆Exercises8Contents◆ModuleLetters8Generalintroduction1.turnover营业额Eg.Thecompanyturnsover￡150millionayear.Thecompany’sturnoveristo￡150millionayear.2.Openupthemarket打开市场Inthemarketfor:要买

Weareinthemarketforwool.Findamarket:找销路

Wearetryingtofindamarketforthisarticle.9Generalintroduction1.turnover3.Reputation:prestigeEg.Reputationforcompaniesisvitallyimportantwhenexpandingtheabroadmarket.TerpsichoreanYangLipingenjoyshighprestigeinChinaandwhosedancetheloveforpeacockhasgottenagreatpopularityinourmind.103.Reputation:prestige10Moduleletters-2Assuresb.ofsth.:向－保证Specimenletters-11.onthebasisofequality,mutualbenefitandtheexchangeofneededgoods

平等互利，互通有无2.Togivesb.ageneralideaaboutsth.meansToacquaintsb.withsth.:使某人熟悉或了解。11Moduleletters-2Assuresb.ofsⅠSpecimenlettersLetter1Letter2Letter3Letter412ⅠSpecimenlettersLetter112Letter1Languagepoints:Throughthecourtesyofsb.,wecometoknowyournameandaddress.eg.Throughthecourtesyofmyteacherincollege,Igetthejobforpromotionofair-condition.Wegotyournameandaddressfrom…

B.Inthelineofsth.Vt(esppassive).covetheinsidesurfaceofsth.withalayerofdifferentmaterialsAovercoatforladieslinedwithsilk.Weshouldrefusetodressthosefur-linedcoats.13Letter1Languagepoints:13C.Wetakethelibertytowritetoyouinthehopeofdevelopingcommercialrelationswithyouonthebasisofequalityandmutualbenefit.plungestraightintoyourmessage直奔主题It’sacourtesyexpression,butit’sanolduseinasentence.Wepromoteanddeveloptraderelationswiththethirdcountryaspertheprincipleofequalityandmutualbenefit.14C.Wetakethelibertytowritenclose:v.随…附上，封入attachThebrochureenclosedwillgiveyoudetailsofthevariedservicewecanrender.随函附上小册子一本，向你方详细介绍我们所能提供的多种服务项目。enclosuren.附件WeareinreceiptofyourletterofMay18withenclosure.收到你方五月十八日函及附件。15enclose:v.随…附上，封入attach1Commentsontheletter：

Thisisaletterenquiringaboutthepossibilityofestablishingbusinessrelations.Itbeginsbytellingtherecipientwhoprovidedtheinformation,Itstatesthepurposeofthewritingclearly:toestablishbusinessrelations.Itsaysenoughtointeresttherecipientandsendtheirlatestcatalogueandpricelist.Statethewriter’seagerexpectation.Thelanguageisbriefandtothepoint.16Commentsontheletter：16Letter3Theunder-mentionedcompany,ofLagos,Nigeria,hasrecentlyapproachedus,……andpushthesaleofChineseDrawnWorks……1.Thecompanywillbementionedonthenextcontentofthisletter.Above,said,above-mentioned,aforesaid2.approachsb.for3.pushthesaleofsth.17Letter3Theunder-mentionedcoB.Wewouldgreatlyappreciateitifyou……如果你方能……，我方将不甚感激。Weshallverymuchappreciateitifyoucantellusthedetailedpositionbetweenyours.18B.WewouldgreatlyappreciateLetter4A.Inreplyto……Makeananswertosth.B.well-establishedcompanyThePeopole’sInsuranceCompanyofChinaisourstate-ownedenterpriseandawell-establishedcompanyenjoyinghighprestige.D.Yourpromptreplywouldbehighlyappreciated.

19Letter4A.Inreplyto……19ⅡWritingtacticsParagraphwritingTipsforbeginning20ⅡWritingtacticsParagraphwr各段写法Theopeningparagraph

Theopeningparagraphisoftenonlyasimplesentence.Itisintroductoryinnatureandfrequentlyreferstoapreviousletter,orcourseofdealings.Itshouldalwaysbecourteous谦恭的,butitshouldalsosetthetoneoftheletter.Thismaybefriendly,orformal,oritmayhintatseriousmatterswhichthebodyoftheletterwillsoonmakeplain.ThebodyoftheletterThisisthe

mainsubjectmatteroftheletter,andisdividedintoanappropriatenumberofparagraphs.TheclosingparagraphTheclosingparagraphisagainusuallyasinglesentencewhichreestablishestheatmosphereofcourtesywhateverhasbeenthenatureofthebodyoftheletter.Itisfrequentlyusedtosignaltheactionwhichthewriterhopeswillfollowfromtheletter.21各段写法Theopeningparagraph21TipsforbeginningSobesureyouropeningparagraphsetstherighttoneforyourletter.Bedirectanduseyourwordspositivelysoyourreaderhasagoodimpressionfromthebeginningofyourletter.Decidewhatisthemostimportantinformation—andputitintheyourfirstparagraph.Don’tbeafraidtostartyourletterstrongly.22TipsforbeginningSobesureyⅢLanguageSummary*Whenyoufirstcontactacompany,youneedtotellthecompanyhowyougettheirnameandaddress.Youmaysay:1.Wehaveyounameandaddressfromsomebody.2.Wegot/obtainedyournameandaddressthrough…3.Yournameandaddresshavebeenrecommended/introducedtousby…*Whenyouwanttointroduceyourselfyoumaysay:1.Wewouldliketointroduceourselvestoyouasastate-ownedcorporationdealingin….2.Wewishtointroduceourselvestoyouas…23ⅢLanguageSummary*Whenyoufi*ClosingSentencesinSelf-introduction:1.Wewouldbeverypleasedtobeofservicetoyouandhopetosubmittoyouourinquiriessoon.2.Welookforwardtoreceivingyourenquiriessoon.3.Welookforwardtoreceivingfromgoodnews.4.Weshallbeveryhappytohearfromyouandwillcarefullyconsideranyproposalslikelytoleadtobusinessbetweenus.5.Incaseyouareinterestedinotheritems,kindlyletusknowandweshallbeonlytoopleasedtomakeyouoffersdirectly.24*ClosingSentencesinSelf-int*Otherusefulexpressions:1.Weareoneoftheleadingimporters/exportersinBeijing.我们是北京主要进口商/出口商。2.Wehaveexcellentconnectionsinthetradeandarefullyexperiencedwiththeimportbusinessforthistypeofproduct.在这个行业里我们有极好的贸易关系，对这种产品的进口业务有丰富的经验。3.Wearecloselyconnectedwithreliablesuppliers/distributors/clientshereandweshallbeabletodosubstantialbusinesswithyou.我们与可靠的供货商/经销商/客户有密切的联系，我们将能够与你们做大量的生意。4.Weenjoyanexcellentreputationinthisfieldandwesupplybestqualityproducts.在这个领域里我们享有极好的声誉，可以提供优质的产品。5.Wearepleasedtoestablishadirecttraderelations/connectionswithyou.我们将很高兴与你们建立直接业务联系。6.Itisagreatpleasuretoexplorethepossibilityofdevelopingtraderelationswithyou.很荣幸能够与你们探索发展贸易关系的可能性。25*Otherusefulexpressions:25Exercises总结有用例句(结合P28ReferenceExpressions)1.表达信息渠道来源的句式2.自我介绍的常用语3.表达欲建立商业关系的句式P33ⅠⅣⅤ做书上、Ⅱ

Ⅲ做作业本上26Exercises总结有用例句(结合P28ReferencSkilldrillingYouareaskedtowritealetterorsendanemailtoaforeigncompanyforestablishingbusinessrelations.Theletterortheemailshouldcoveratleastthefollowingpoints:1.

Wherehaveyougottheinformation?2.

Whatisyourbusinessscope?3.

Whatisyourdesire?27SkilldrillingYouareaskedtoTHEENDTHANKS!28THEENDTHANKS!28recommendv

推荐；建议

recommendationn.介绍；推荐YourfirmhasbeenrecommendedtousbytheChamberofCommerceinTokyo,Japan.日本东京商会把贵公司推荐给我们。TheyrecommendthatwetrytheEuropeanmarket.Werecommendconcentrationofoffers.我们建议集中报盘。Werecommendthemtomakeoffersconcentrically.我们建议他们集中报盘。他们建议我们试一下欧洲市场。

Practicerecommend29recommendv推荐；建议recommendaappreciateappreciate：tobethankfulorgrateful感激Weappreciateyourhelp.我们感激你的帮助。Ifyouwanttothanksomeoneyoumaysay:a.Wearethankful/gratefultoyouforsomething;b.Weappreciatesomething/yourdoingsomethingButdonotusetheexpression:Weareobliged/indebtedtoyou.astheyareoldfashioned.30appreciateappreciate：tobethaWehavebeenformanyyearsinthechemicalline.handlev.经营（某种或某类商品）

totradeintodealinbeinline

specializein专门经营

类似的表达法还有：

Practice我们是国营公司，专门经营棉布的进出口业务。Weareastate-operatedcompany,handlingexclusivelytheimportandexportofCottonPieceGoods.我们经营各种各样的棉布。Wetradeinallkindsofcottonpiecegoods.Theyaremainlydealinginfertilizers.他们主要经营化肥。我们从事化工产品这一行业已有多年。5）他们专营服装.Theyspecializeingarments.31Wehavebeenformanyyearsinshould引导的条件从句，相当于

if但比

if要客气委婉，常用于商务英语Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.倘若你方价格具有竞争性而且交货期可接受的话，我们有意向你方大量订购。Shouldtheamountexceedthatfigure,L/Cwillberequired.倘若金额超过此数字，则要求用信用证支付。

PracticeShould…32should引导的条件从句，相当于if但比if要客气委你方男式皮鞋的报价太高难以接受。quotation:n.报价

make(send,give,cable,fax)sbaquotationforsth.

向某人就某种商品报价用介词for：PleasemakeusyourlowestquotationforMen’sShirts.请向我方报男式衬衫的最低价。

买方提及卖方报价时用介词of：YourquotationofMen’sLeatherShoesistoohightobe

acceptable.Quotation33你方男式皮鞋的报价太高难以接受。quo