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1、English for International Business Communication,Unit One,Establishing Business Relations,I. Teaching aims and requirements:,where to get the information about foreign firms the steps in establishing business relations how to write letters about establishing business relations useful words and expre
2、ssions in establishing business relations,II. Resources/Materials:,戚云方，新编外经贸英语函电与谈判浙江大学出版社，2007 戚云方，新编外经贸英语写作与套语浙江大学出版社，2007 诸葛霖，外贸英文书信（第三版）对外经贸大学出版社，2007 PPT slide shows: Establishing Business Relations,III. Study of the Background Knowledge:,1. Why do foreign trade firms need a lot of business con
3、nections? 2. From what sources can we obtain information about foreign firms? 3. What are the steps in establishing business relations? 4. How to write a “First Enquiry”? 5. Replies to the first enquiry,1. Why do foreign trade firms need a lot of business connections?,Because they should maintain or
4、 expand their business activities, foreign trade firms need a lot of business connections.,2. From what sources can we obtain information about foreign firms?,Banks Chambers of Commerce in foreign countries Trade Directory Chinese Commercial Counsellors office in foreign countries Business Houses of
5、 the same trade Advertisements, exhibitions or fairs The internet,3. What are the steps in establishing business relations?,Firstly, get the names and addresses of the firms you want to do business with; Secondly, make “Status Enquiries” by writing to your bank or any chambers of commerce or enquiry
6、 agencies; Finally, send a letter (which is usually called “First Enquiry”) or a circular to the firm concerned to build trade relations with.,4. How to write a “First Enquiry”?,Begin by telling the recipient how you got their names and addresses or simply make a self-introduction; State your intent
7、ions of doing business with them; Give some chief information about the lines of your business; At times the reference as to your financial position and integrity is also added; Hope for an early reply.,5. Replies to the first enquiry:,They must be prompt, courteous and complete so as to create good
8、will and leave a good impression on the reader -the firm you will do business with.,IV. Study of the Specimen Letters :,Please go over Letter One and then answer the following questions: 1. In what letter style is this letter written? 2. Who wrote it? The Buyer or the Seller? Why ? 3. Whats the main
9、 idea of this letter?,IV. Study of the Specimen Letters :,A. Useful Words and Expressions: 1. with reference to: referring to 关于 2. to enter into / build up / establish trade/business relations/relationships with sb. 与某人建立贸易/业务关系 3. line n.（释义及用法见后） 4. in compliance with: in accordance with按照，符合， 与相
10、一致 5. in compliance with your request: 按照你方要求,A. Useful Words and Expressions:,同义短语：as requested at your request as per your request 6. for sb. reference 供某人参考（用法见后） 7. to meet sb.s interest 使某人感兴趣 8. specific enquiry 具体询价 9. to furnish sb. with sth. 向某人提供某物 10. the conclusion of business/a deal/ a
11、dealing/ a transaction 成交,B. Study of professional words: line n. 1. 行业，业务 Im in the textile line. Its my desire to have a share in your trade. Their line of business is light industrial products. We have been in business since 1935, and therefore have wide experience in all the lines we handle. 自从1
12、935年我们就开始经商了，因此我们在经营的所有行当方面具有广泛的经验。 Whats his line? 2. （货品）种类，系列 We are going to present the full line of shoe samples at the Paris Shoe Show opening on February 1. 我方将于2月1日开幕的巴黎靴鞋展览会上展出各类靴鞋样品。,B. Study of professional words: 3. 货品 We have considered your proposal to receive a trial delivery of our
13、raincoats on consignment and are sending you a representative selection of our most popular lines. 我方已考虑贵方关于用寄售的方式销售我方雨衣的建议，现选出极受欢迎的有代表性的货品一批发往贵方。 4. （航运，航空）公司 The shipping line lost considerably by it. 该航运公司由此受到相当大的损失。,B. Study of professional words:,in compliance with your request 按照你方要求 同义短语：as r
14、equested at your request as per your request In compliance with your request, we enclose our latest catalogue and pricelist. As requested, we have covered the goods against All Risks. At your request, we now make you our offer as follows: As per your request, the goods are stenciled with “Handle Wit
15、h Care”.,catalogue a printed list or booklet of goods with necessary descriptions 商品目录本 在商务英语中，卖方常用来介绍自己产品的宣传资料有： leaflet n. a single sheet or printed paper, sometimes folded to form several pages, containing matter either advertizing a product or giving directions on how to use it（散页/折叠）活页说 明书，传单 p
16、rospectus n. a leaflet or a printed paper giving information about a product 说明书 booklet n.（纸面） brochure n. a small book consisting of a few pages in a paper cover; advertizing material in this form （纸面）小册子 pamphlet n. brochure, booklet 小册子 catalogue n. a list, usually in the form of a book, of goods for sale with or without prices or pictures 商品目录本 e.g. illustrated catalogue; catalogue with illustrations 带有插图的商品目录本 literature（大本）,B. Study of professional words:,for your refer
