外贸交际英语scene1 Get Customers

GetCustomersWarm-up

SpeakingPracticalWritingPracticalLearningTrainingSceneOneTeachingObjectives1.知识目标：〔1〕了解寻找客户的根本方法； 〔2〕掌握邀请客户参加广交会的交际技巧； 〔3〕掌握建交函及其回复函、邀请函及其回复函、促销函写作内容和方法； 〔4〕了解通过关键词查找客户的方法。2.能力目标：〔1〕能够使用网络平台查找新客户；〔2〕能够通过B2B网络平台，利用关键词查询真实买家信息。3.素质目标：〔1〕熟悉并适应贸易工作； 〔2〕能够进行商务英语交际； 〔3〕具有一丝不苟、严肃认真的工作作风。DialoguesWritingPracticallearningTrainingImportancesandDifficulties教学重点：建交函、邀请函及促销函写作；

利用关键词查询买家信息。教学难点：通过B2B网络平台，利用关键词查询真实买家信息。

DialoguesWritingPracticallearningTrainingBasicKnowledge

Whenvocationalcollegestudentsgraduatefromtheirbusinessmajor,theywilltrytogettheirjobs.Mostofthemwillworkasforeigntradesalesmen.Thefirstworkingstepistryingtogettheforeigncustomers.Thisstepistoestablishbusinessrelationships.Itisabeginningofasuccessfulbusiness.Itisamostimportantworktoestablishbusinessrelationshipswithcustomerstoaneworoldcompany.Itishelpfultowinnewcustomersandtoenlargethebusinessanditisthekeysteptodevelopbusinessandwinbenefits.SectionI.Warm-up

DialoguesWritingPracticallearningTrainingBasicKnowledgeMostcommonwaysofestablishingbusinessrelationshipsareasfollows:Internetadvertising,searchingcustomerinformationonline,postingproductswithdetailedinformationonB2Bdatabasewebsites,suchasalibaba,,made-in-china,ec21,commodityfairsexhibition,businessdelegationvisits,friendsintroduction,etc.Youmayalsocontactwiththecustomersthroughbanks,embassy,counselor,foreignbranchestoknowsomebasicinformationincludingcreditstatusandbusinesssituationaswellasthebusinesscapability.DialoguesWritingPracticallearningTrainingWorkBackgroundMostcommonwaysofestablishingbusinessrelationshipsareasfollows:Internetadvertising,searchingcustomerinformationonline,postingproductswithdetailedinformationonB2Bdatabasewebsites,suchasalibaba,,made-in-china,ec21,commodityfairsexhibition,businessdelegationvisits,friendsintroduction,etc.Youmayalsocontactwiththecustomersthroughbanks,embassy,counselor,foreignbranchestoknowsomebasicinformationincludingcreditstatusandbusinesssituationaswellasthebusinesscapability.DialoguesWritingPracticallearningTrainingSectionII.SpeakingPre-taskTask

PracticeDialoguesWritingPracticallearningTrainingChinaImport&ExportCommoditiesFair中国进出口商品交易会NOTE

ChinaImportandExportFair,alsorenownedastheCantonFair,hasbeenheldsuccessfullywithoutanysuspensionsfor102sessionsinGuangzhoueveryspringandautumnsinceitsinaugurationin1957.OnOctober15,2006,attheOpeningandCelebrationCeremonyofthe100thsessionoftheCantonFair,Mr.WenJiabao,thePremieroftheStateCouncilofPeople’sRepublicofChina,announcedonbehalfoftheChineseGovernmentthat:DialoguesWritingPracticallearningTraining“Inordertobetteradapttothenewcircumstancesofopeningup,expandimport,increaseexportandpromotetheharmoniousandbalanceddevelopmentofimportandexporttrade,ChinesegovernmentdecidetochangethenameofChineseExportCommoditiesFairintoChinaImportandExportFairstartingfromits101stsession〞.Boastingexportandimportfunctions,theCantonFairbecomesthebestplatformforinternationalbusinesspeopletotradewithChina.

DialoguesWritingPracticallearningTrainingPre-task

InvitationtoCantonFair1.The111stCantonFairwillbeheldonApril15th,2021.2.OnepurposeofmyphonecalltodayistoinviteyoutoparticipateinthisFair.3.NewmodelkiteswillbeexhibitedontheFair.4.Wishtogetyourhelpandwishtoreceiveyourinvitationletterforvisaapplication.5.IwillsendyoutheinvitationlettertomorrowandIwillarrangeforyourcoming.DialoguesWritingPracticallearningTrainingPre-task

AdditionalSentences1.WewillattendXX〔展会名称〕FairinGuangzhouduringxx/xx---xx/xx,2021.2.WarmlywelcometoourBoothNo.8B51.3.We’reoneofthemanufacturersspecializinginXX〔产品名称〕.4.You'llknowourproductsbetterafterthisvisit.5.They'vemetwithgreatfavorhomeandabroad.6.Allthesearticlesarebestselling.DialoguesWritingPracticallearningTrainingTask

Assignataskbyteacher

Youinviteoneofcustomerstoexhibition.Youshoulddecidethenameofyourcompanyandproducts.Youmakearole-play,onerolesasexporter,theotheronerolesascustomer.DialoguesWritingPracticallearningTrainingPractice

checkandmakeconclusion

Importantsentencesandphrases1.Wecansurelymeetyourdemand.

2.Wewillofferyoubestqualitykitesinexcellentdesignswithcompetitiveprice.3.participatein

4.Thistalkisexcellentforvalue.DialoguesWritingPracticallearningTrainingTheletterforbuildingupbusinessrelations

SectionIII.PracticalWritingInvitationletterDoitYourselfDialoguesWritingPracticallearningTraining

PromotionletterEstablishingbusinessrelationDialoguesWritingPracticallearningTrainingSample1.EstablishingRelationsDearSirs,Wegotyournameandaddressonline.WeknowyouareawholesalerofkitesinEurope.WearemanufacturerofChineseKitesintheKiteCapitalcity—Weifang.Wemayoffervarieddesignsofkitesindifferentcolorsandsizes.Detailsseeourwebsite://.Wemaysendyousampleslater.Wishyouhaveinterestsforfurthernegotiation.Waitingforyourresponse.Detailsseeourwebsite://.Wemaysendyousampleslater.Wishyouhaveinterestsforfurthernegotiation.Waitingforyourresponse.BestregardsWangDaweiWeifangKitePlantAdd:35,WeizhouRd,Weifang,ChinaTel:86-536-8881234Fax:86-536-8881235E-DialoguesWritingPracticallearningTraining1.

Howtogetinformationforbuyerandseller?DiscussingQuestions(1)Internet,ads,fairs;

(2)Inquiriesreceivedfrommerchantsabroad;Theintroductionfrombusinessconnections;Themarketinvestigations;(3)CCPIT:ChinaCouncilforthePromotionofInternationalTrade;TheChamberofCommerce;TheCommercialCounselor’sOffice;TheBanks.DialoguesWritingPracticallearningTraining2.Howtowriteletterforestablishingrelations?DiscussingQuestionsIllustratingthechannelforgettinginformation;

(2)Introducingself-information;(3)Introducingimportantproductsandsendingcataloguesforreference;(4)ExpressingthewillingnesstogetagreementDialoguesWritingPracticallearningTrainingEstablishingbusinessrelationDialoguesWritingPracticallearningTrainingSample2.

ResponsetoEstablishingRelationsDearSirs,Thanksforyouremailreceivedthismorning.WehaveaplantobuyWeifangkitesinalargequantity.Plsofferyourproductscatalogueandpricelistforreference.Eachtypeshouldhavedetailedspecifications.Wishtohavesuccessfulcooperationandmutuallybenefits.Faithfully,Mr.SmithGlobalTradeCompany,KiteBranchTel:+44-(0)-8707-353666Fax:+44-(0)-8707-353667E-mail:Website:://DialoguesWritingPracticallearningTraining1.信息来源PracticalSentences我们从驻贵国的中国大使馆商务参赞处得知贵公司是纺织品的主要出口商。

WehaveobtainedyournameandaddressthroughtheCommercialCounselor’sOfficeoftheEmbassyofthePeople’sRepublicofChinaandunderstandthatyouaretheleadingexporteroftextiles.(2)我们从网上获取贵公司的名称和地址。

Wegotyournameandaddressonline.

(3)我们从中国驻伦敦大使馆的参赞处得知你们的名字和地址。

We’vecometoknowyournameandaddressfromtheCommercialCounselor’sOfficeoftheChineseEmbassyinLondon.

DialoguesWritingPracticallearningTraining2.写信目的PracticalSentences我们有意与贵公司建立业务关系。

Wewouldliketoestablishbusinessrelationshipwithyourcompany.(2)我们愿与贵公司建立商务关系。

Wearewillingtoestablishtraderelationswithyourcompany.(3)我们希望与您建立业务往来。

Pleaseallowustoexpressourhopeofopeninganaccountwithyou.

DialoguesWritingPracticallearningTraining3.公司及产品简介PracticalSentences我公司经营电子产品。

Ourcompanyspecializesinelectronicproducts.(2)我们主要经营风筝。

Wearemanufacturerofkites.Ourchieflineisproductionkites.Ourbusinessareaissalesandproductionofkites.Wespecializeinmanufacturingkites.Welimitourselvesinsalesofkites.(3)本公司经营这项业务已多年，并享有很高的国际信誉。Ourcompanyhasbeeninthislineofbusinessformanyyearsandenjoyshighinternationalprestige.

DialoguesWritingPracticallearningTraining4.随函附上产品目录PracticalSentences为了使贵方对我方经营的产品有所了解，特寄我方最新目录，以供参阅。

Inordertoacquaintyouwiththeproductswedealin,wetakepleasureinsendingyouourlatestcataloguesforyourreference.

DialoguesWritingPracticallearningTraining5.表达建交意愿

(1)很荣幸向贵公司推介本公司，希望我们能有时机与贵公司合作，进一步拓展业务。Wehavethepleasureofintroducingourselvestoyouwiththehopethatwemayworkcloselywithyouinfurtherbusinessdevelopment.

DearMr.Smith,The111thCantonFairwillbeheldonApril15th,2021.WesincerelyinviteyoutoattendfordirectdiscussionsontheorderofWeifangKites.Itisappreciatedtogetyourdecisionandscheduleintimeinorderthatwemaycompletethenecessaryformalities.WearelookingforwardtomeetingyouattheFair.BestregardsInvitationletterSample3.InvitationtoCantonFair

DialoguesWritingPracticallearningTrainingWangDaweiWeifangKitePlantTel:86-536-8881234Fax:86-536-8881235E-DialoguesWritingPracticallearningTraining1.

What

contentdoesaninvitationletterinclude?DiscussingQuestionsReasonsforinvitationNameandtimeofafairThepurposeforinvitationYourdecisionandscheduleWishesandcontactinformationDialoguesWritingPracticallearningTrainingDearMr.Wang,Thankyouverymuchforyourkindinvitationreceivedthismorning.IwillarriveatGuangzhouonApril26thwithmysalesmanager,Mr.Johnson.TheflightNo.isBI747.Iwillcallyouthenforourmeeting.Thanksagainforyourefforts.Wishtomeetyousoon.B.rgds.Mr.SmithGlobalTradeCompany,KiteBranchTel:+44-(0)-8707-353666Fax:+44-(0)-8707-353667E-mail:Website:://Sample4.Replytotheinvitation

DialoguesWritingPracticallearningTrainingPracticalSentences1〕WeherebysincerelyinviteyouandyourcompanyrepresentativestovisitourboothatTheContinentalExhibitionCenterfromApril15thto20th2021.2〕From28April-1May2021,wewillbeexhibitingatthe"HongKongGifts&PremiumFair2021".3〕wewillattendthe104thCantonFairwhichwasheldincantononOctober15thto20th2021.4〕OurboothnumberisA102.5〕Itwouldbeagreatpleasuretomeetyouattheexhibition.

DialoguesWritingPracticallearningTrainingComplimentaryCloseSincerelyyours,Yourssincerely,Respectfullyyours,Yourstruly,Yourscordially,Verytrulyyours,DialoguesWritingPracticallearningTraining

YouaretheSalesManagerforSunlightAutoCo.,Ltd..YouareorganizingyourscheduleforshowingproductsatTheChinaImportandExportFairon15th-20thApril.Writeaninvitationlettertoyourclient,whosenameisMr.HigginsfromABCcompanytovisityourboothatthattime.

DoitYourselfKeytothisletterDialoguesWritingPracticallearningTrainingJ.HigginsManager45BroughtonStreetBrightonBN251XLFeb.15,2021DearMr.Higgins,Asyouareourvaluedcustomer,welookforwardtoeveryopportunitytomeetwithyou.From15thApr.to20thApr.2021,wewillbeexhibitingatthe105thChinaImportandExportFair.Wecordiallyinviteyoutovisitourbooth.Ourboothnumberis2B28inHall2.WithCompliments,P.MatthewsP.MatthewsSalesManagerSunlightAutoCompanyDialoguesWritingPracticallearningTrainingPromotionLetterDialoguesWritingPracticallearningTrainingSample5.IntroducingNewProductsDearSirs,WearemanufacturerofkitesinWeifang,China.Ournewdesignedsportkite“2021LondonOlympics〞isintroducedtothemarketnow.Weofferasfollows:1)Size:160x80cm,140x70cm,120x60cm2)Material:ripstopnylonornylon3)Frame:fibreglass4)Windrange:2-6bft5)Line:2x50mIndividualpacking:1pc/PVCbagornormalPVC+nylonsewnbagOuterpacking:40pcs/ctnCartondimensions:115x28x33cmWecanofferothertypesofkites,detailsseeourwebsite:://WaitingforyourresponsetoBestregardsWangDaweiWeifangKitePlantAdd:35,WeizhouRd,Weifang,ChinaTel:86-536-8881234Fax:86-536-8881235DialoguesWritingPracticallearningTraining1.Whataspectstointroduceproducts?DiscussingQuestions规格〔specification〕;

(2)材料〔material〕;(3)设计(design);(4)质量(quality):

(5)包装(package)DialoguesWritingPracticallearningTrainingJuly22nd,2021DearSirs,Wearepleasedtonotefromyoure-mailofJuly20ththatyouaremanufacturerofWeifangkitesandhaveanewproduct“2021Olympics〞withdetailedinformation.PlsquoteusyourlowestpriceCIFEMP,inclusiveofour5%commission,statingtheearliestdateofshipment.Ifyourpriceisfoundcompetitiveandthedeliverydateacceptable,wewillplacealargeorderwithyou.Waitingforyourpromptresponse.

BestregardsMr.SmithGlobalTradeCompany,KiteBranchTel:+44-(0)-8707-353666Fax:+44-(0)-8707-353667E-mail:Website:://Sample6.ResponsetointroducenewproductsDialoguesWritingPracticallearningTrainingPracticalSentences1〕Thismodeloftypewriterisefficientanddurable,economicalandpracticalformiddleschoolstudents.这个型号的打字机对中学生来说，高效、耐用、经济、实惠。2〕Thecomputerweproducedischaracterizedbyitshighquality,compactsize,energysavingandisalsoeasytolearnandeasytooperate.我们生产的计算机其特点是质量好，体积小，节能，而且易学好。3〕Theyarenotonlyaslow-pricedasthegoodsofothermarkers,buttheyaredistinctlysuperiorinthefollowingrespects.它们不但和其它厂家的产品一样低廉，而且在以下几个方面有其独特的优越性。

DialoguesWritingPracticallearningTrainingHowtosearchbuyersonline?SectionIV.PracticalLeaning

Thoughmostbuyersprefertolookforproductsandsuppliersbysearchingandbrowsing,almostathirdofthempostBuyingLeadstoletsellersfindtheminstead.Asaseller,youcansearchthebuyingtradeleadspostedbythosebuyersandsendinstantquotations.

DialoguesWritingPracticallearningTrainingSearch1.Clickthe"Buyers"tababovetheSearchBar.2.EnteraproductnameintheSearchBox(Relatedsuggestionswillbeshownwhenyoustarttyping.IfyoudonotneedSearchSuggestions,youcanclick"Hide"toremovethem),thenclick"Search".SectionIV.PracticalLearningDialoguesWritingPracticallearningTraining3.YoucanfilteryoursearchresultsbyCountry/Regionand/orCategory.4.YoucanalsouseRefineSearchtofilteryoursearchresults.SectionIV.PracticalLearningDialoguesWritingPracticallearningTrainingSelectDateThishelpsyoufilteryourbuyingleadresultsbypostingdate.SelectPurchaseTypeTherearetwopurchasetypesyoucanusetofilteryourbuyingleadresults."UrgentlyNeededProduct"isforshort-termorurgentpurchaseneeds."Long-termpurchase"isforlong-termpurchaseneeds.SectionIV.PracticalLearningDialoguesWritingPracticallearningTrainingBrowsing1.ClickBuyingLeadstolookforthelatestbuyingleads.SectionIV.PracticalLearningDialoguesWritingPracticallearningTraining2.Then,youcanchoosethecategoryyouareinterested