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1、Establishing Business Relations,Unit 2:,学习目标,了解建立贸易关系的重要性、获取信息的途径； 握建立贸易关系信函的主要内容、写作方法和常用表达； 能够根据不同情境熟练撰写建立国际贸易关系的信函。,本讲内容,Section 1: Introduction Section 2: Specimen Letters Section 3: Some Useful Expressions,Section 1: Introduction,没有顾客就没有市场，没有市场就谈不上 贸易。需要通过各种途径对潜在客户的相关信息及需求进行全面了解和沟通 。 1.获取信息的途径有许
2、多 ：报刊、电视、 网络等。 2.意义：维持和扩展业务活动的重要措施， 而顾客则是业务扩展的基础。 3.涉及到以下几方面的内容 ：,Section 1: Introduction,a.介绍得知对方情况的途径； b.来函的意图； c.自己公司情况简介； d.提供资信人。 e.若意欲从对方进口货物，可要求对方寄目录、价目表、样品等； f.若意欲向对方介绍推销自己的产品，同样应寄去目录、价目表等资料。 g.最后，还应表示愿与对方相互合作、互惠互利之类的真诚愿望。,Section 1: Introduction,“CPSIR”原则： C = companys name P = product S =
3、service I = information source R = recommendation (either the name of a company or a person),Section 2: Specimen Letters,Letter 1: A letter written by an export asking for establishing business relation Dear Sirs, Having learnt your name and address through the Commercial Counsellors Office of our E
4、mbassy, we avail ourselves of this golden opportunity to write to you and see if we can establish business relations with you.,Section 2: Specimen Letters,avail ourselves of this golden opportunity 我们利用此次宝贵的机会 e.g. 如果你抓住这次机会，你就会获得成功 If you avail yourself of this golden opportunity, you will succeed.
5、,Section 2: Specimen Letters,We are a state-owned import and export textile company specializing in cotton products such as curtains, table cloth, and in the position to accept orders according to customers samples, specifying designs, specifications and packing requirements. We are also prepared to
6、 accept orders for goods with customers own trademarks or brand names.,Section 2: Specimen Letters,1. State-owned 国有的 Private-owned 私有的 Joint venture 合资企业 2. be specialized in 专门经营于- e.g. Our company is specialized in iron and steel products. 3. in a position to (=be able to ) 可以做 e.g. We are in a p
7、osition to offer prompt shipment.,Section 2: Specimen Letters,4. according to customers samples, specifying designs, specifications and packing requirements. 依据顾客的样品、专门的设计、具体规格和包装要求 5. with customers own trademarks or brand names. 拥有自己的商标和品牌,Section 2:Specimen Letters,In order to give a general idea
8、 of our various cotton made products, we are airmailing you under separate cover a catalogue of our items. We shall be glad to send quotations and samples upon receipt of your concrete enquire. Looking forward to hearing from you! Yours faithfully, John Li,Section 2: Specimen Letters,under separate
9、cover(=by separate mail) 另函，另邮 under plain cover (信件，包裹等) 没有注明寄发人姓名、地址及内容 e.g. The invoice will arrive here under separate cover. 发票将另邮到达。,Section 2: Specimen Letters,思考？ 信函一是一封典型的齐头式的信件。通过该例来了解齐头式的写法，注意格式的人性化。,Section 2: Specimen Letters,Letter 2： An export writes to a potential customer to express
10、 wish of cooperation Dear Sirs, We owe your name and address to the Commercial Counselors office the Swedish Embassy in Beijing who has informed us that you are in the market for textiles.,Section 2:Specimen Letters,owe (1) vt. a. 该把归功于，认为是靠的力量（后接介词to） We owe your name and address to. 承蒙告知你公司的名称和地址。
11、 b.欠（债等），该向支付 owe sb a large sum = owe a large sum to sb 欠某人一大笔钱 (2) vi. 欠款，欠钱 They have paid up all that was owing. 他们已全部付清欠款。 There is still a balance of $1 000 owing (to) our company. 仍欠我方余数1 000美元。,Section 2: Specimen Letters,Commercial Counselors office 商务参赞处 Embassy 大使馆,Section 2: Specimen Let
12、ters,inform v. 通知，告诉，报告 (1) inform sb. of sth. Please inform us of the sales situation on your products. 请告知我方，你方产品的销售情况。 We shall inform you of the date of shipment, name of steamer. 我们会将装运日期和船名通知你方。 (2) inform sb. that/what/which We wish to inform you that business has been done at 200 per metric
13、ton. 我们已以每公吨200英镑的价格成交，特此告知。 Please inform us what quantity you can purchase per year. 请告知每年可购买的数量。,Section 2: Specimen Letters,(3) Please be informed that Please be informed that we have already delivered the goods you ordered. 兹通知你方，我方已将你方所订货物发出。 (4) keep sb. informed of /that随时告知 类似的, keep sb. ad
14、vised of /that , keep sb. posted of /that We expect you will keep us informed the sales condition on your side. 我期望随时报道你方的销售情况。,Section 2:Specimen Letters,market (1) n. 市场，销路 a. in the market for 要买 We are in the market for silk. 我们要买丝绸。 b. come to (into) the market 上市 We will keep in touch with you
15、 when the new model comes to the market. 只要 新品上市，我们就和你方联系。 c. find a market 找销路 We are trying to find a market for this project. 我们正在努力为此项计划找门路。,Section 2: Specimen Letters,d. good (poor, no) market 畅销（滞销，无销路） There is a good (a poor, no) market for these products. 这些商品畅销（滞销，无销路） e. in the market 要买
16、或要卖 Please tell us as soon as you are in the market. 一旦你方要买（卖）时，请告知。 (2) v. 销售，推销 We will try to market this product at our end if you allow us a 25% commission. 如你方给佣金25，我方愿在我地设法推销这一商品。,Section 2:Specimen Letters,We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. We are a state-operated corporation. Handling both the import and export of textiles. In order to acquaint you with our business lines,
