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1、Unit 2 Establishing Business Relationships外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCObjectives:Upon completion of todays class, you should:lknow the ways that an exporter can use to seek new customers；lknow how to write this kind of letter；lgrasp the important words and phras
2、es learned. 外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCQuestions:nHow can an exporter seek a potential customer?nSuppose you are writing a letter to a potential customer to establish business relations. What will you write in your letter?外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing
3、 Business Relationships_ZMCIntroduction:1. Channels through which information can be obtained: (the first two are the most reliable sources)(the first two are the most reliable sources)nChamber of Commerce both at home and abroad (国内外商务处国内外商务处/部部)nBanksnTrade directories of various countries and reg
4、ions （各地区贸易行行名录）（各地区贸易行行名录）nCommercial Counselors Office in foreign countries (驻国外商务处驻国外商务处)nExhibition and trade fairs (展览会与贸易展销会展览会与贸易展销会)外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCIntroduction2.Threepointsusuallycontainedinlettersaimingatestablishingbusinessrelations: theso
5、urceofyourinformation theintentionofwritingthisletter abriefintroductionofonesowncompany,including:thebusinessscope,creditstandingorfinancialpositions,productsandservicesthatcanbeprovided,etc.外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCthe source of your informationnthesourceso
6、finformationrelatedtotheaddressee,forexample,howyouknowhisnameandaddresse.g.:WehaveyournameandaddressfromtheCommercialCounselorsOfficeofyourembassyinBeijing.YourfirmhasbeenrecommendedtousbyBankofChinainBeijing.外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCthe intention of writing
7、 this letteryourintention,i.e.whyyouarewritingtohime.g.:Wewouldbepleasedtoestablishbusinessrelationshipswithyou.Wearewillingtoenterintobusinessrelationshipswithyourcompanyonthebasisofequalityandmutualbenefit.外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCabriefintroductionofyourfi
8、rm,e.g.yourbusinessscope,yourbranches,yourfinancialstandingandcreditrating,etc.e.g.:Wehavethepleasureofintroducingourselvestoyouasastate-operatedcorporationdealingexclusivelyinlightindustrialgoods.Weareoneofthelargestimportersofcottonandwoolenpiecegoodsinthiscity.a brief introduction of ones own com
9、pany外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCHow to write a company introduction general information nTheyearyourcompanywasestablishednYourcompanyslocationnIfyouareamemberofagroupcompanynWhatproducts/servicesyouoffernAnyForeigninvestmentthatyoumayhave外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit
10、 2 Establishing Business Relationships_ZMCHow to write a company introduction what we donProductrange/servicesofferednMachineryandtechnologyusednProductionexperiencenNumberofstaffnHowordersarehandlednSharesignificantachievementsthatwouldbemeaningfultobuyers外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Bus
11、iness Relationships_ZMCHow to write a company introduction QA/QCnQualitycertifications(suchasISO)allowforanincreasedleveloftrustandmentioningtheminyourcompanyintroductioncanonlybenefityou.Additionally,addingyourmonthlyoutputvolume,countries/regionsservicedandanymajorclientsthatyouhavewillalsobuildcr
12、edibilitywithbuyers.外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCWriting TipsnReplacelongwordswithshorterones.nMakesureeachparagraphfocusesononeidea.nStatefacts,notopinions:ifyourproductisnew,tellthereaderwhatisnewaboutit.Donotoverclaimoruseflowerylanguage.nUseheadingssuchasFeat
13、uresorSpecificationstogetherwithalistformatwheneverpossible.nDontwriteusingcapitalletters,itlooksasifyouareSHOUTINGorveryexcited.外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMC3.Usefulwordsandexpressionsobtain.from: 从从获悉；从获悉；从得悉得悉e.g. I obtain your name from an old friend of mine.
14、establish: 建立建立e.g. establish business relationships 建立贸易关系建立贸易关系 establish new business 开拓新业务开拓新业务 extend: 延长，扩展，给予延长，扩展，给予e.g. We would like to extend our business with you in this line. 外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMC3. Useful words and expressionsquotation:报价报价
15、(常与之连用的动词有常与之连用的动词有make,send,give,cable,后常跟着介词后常跟着介词for,少数情况下买方提及卖少数情况下买方提及卖方的报价时用方的报价时用of。)e.g.Pleasemake(send,give,cable)usyourquotationfor300cups.外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCprospectiveadj.潜在的潜在的 可能的可能的 预期的预期的 prospectivebuyers可能的买主可能的买主 prospectivebusinesspa
16、rtners可能的贸易伙伴可能的贸易伙伴cataloguen.目录目录pricelistn.价目表价目表外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCincompliancewith按照按照 e.g. Incompliancewithyourrequest,weare sendingyouoursamplesbyair.应你方要求，我们用航空邮件给你们寄去了应你方要求，我们用航空邮件给你们寄去了 我们的样品。我们的样品。comply(v.)with按照，与按照，与相符，遵守，满足相符，遵守，满足enterin
17、tobusinessrelations建立贸易关系建立贸易关系 还可以用：还可以用：setupopenupestablishbusinessrelationsorbuildupbusinessconnections外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCunderseparatecover另函，用另外一封信另函，用另外一封信e.g. Wehavesentyouunderseparatecoverarangeofpamphletsforyourinformation.我们另函给你们寄去了一系列的小册子供我
18、们另函给你们寄去了一系列的小册子供你们了解情况。你们了解情况。takethisopportunityto(后接动词原型后接动词原型) )利用这利用这个机会做个机会做还可以说还可以说takeadvantageofthisopportunityoravailourselvesofthisopportunity.e.g. Wetakethisopportunitytoexpressourgreat appreciationforyourcooperation.借此机会，对于您的合作，我们深表感谢。借此机会，对于您的合作，我们深表感谢。外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establ
19、ishing Business Relationships_ZMCenclose:putsth.inanenvelope随函附寄Togiveyouageneralideaofourproducts,weencloseherewithacopyofourbrochurecoveringthemainitemssuppliableatpresent.nherewithadv.enclosedinthis随函附上外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCirrevocableconfirmedLetterofC
20、redit:不可不可撤消保兑信用证撤消保兑信用证( (如果一张信用证除了开证行的付款保如果一张信用证除了开证行的付款保证之外，还有另一家银行作了付款保证，那么这个信证之外，还有另一家银行作了付款保证，那么这个信用证就是保兑信用证。经过保兑的信用证被称保兑信用证就是保兑信用证。经过保兑的信用证被称保兑信用证，对信用证加以保兑的银行称保兑银行。只有在用证，对信用证加以保兑的银行称保兑银行。只有在不可撤消信用证上，才能加以保兑，成为保兑的不可不可撤消信用证上，才能加以保兑，成为保兑的不可撤消的信用证。撤消的信用证。) )leadingdealer/largestdealer:最大最大( (主要主要)
21、 )经营者经营者e.g.leadingdepartmentstores(importers,exporters,etc.)大百货商店大百货商店( (进口商、出口商进口商、出口商) )外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCvSampleLetterChineseVersionSample外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCSampleLetter敬启者：敬启者： 我们从蒂科公司得知贵司商号与地址，特此我们从蒂
22、科公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。来函，希望能同贵司发展商务关系。 多年来，本公司经营纺织品进口生意，目前多年来，本公司经营纺织品进口生意，目前想扩展业务范围。请惠寄商品目录与报价单。想扩展业务范围。请惠寄商品目录与报价单。如贵司产品价格合理，本公司必定向你方下如贵司产品价格合理，本公司必定向你方下定单。定单。恭候佳音。恭候佳音。 采购部主任采购部主任 约翰约翰.斯密斯谨上斯密斯谨上2004年年5月月20日日外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCExerciseDearSi
23、rs,We_fromtheChaseBank(大大通通银银行行)thatyou are one of the leading importers of tools andinstrumentsinyourarea.Wetakethe_ofwritingthisletterto you to express our wishes to_ businessconnectionswithyou.Our company in the export of tools andinstrumentsformanyyears.Togiveyouageneralideaofourproducts,wehaves
24、entyouourcatalogue_separate cover. We shall provide you with furtherinformationonyourspecific_.Wearelookingforwardtoyourearly_.Yoursfaithfully,have learntlibertyenter intohas specializedunderinquiryreply外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCWiththereferencetoyourletterofM
25、ay4,wearedelightedtolearnthatyouwanttoestablishbusinessrelationswithus.Thisisourfirstbusinesstransaction,sobothofusshouldbecarefulincasesomethingunexpectedhappens.Wehopetoestablishbusinessrelationswithyouonthebasisofmutualbenefit.Ifyouwanttoknowthepricesofourproducts,wecansendyouaprice list.Wecanass
26、ureyouthatourproductsareofbestquality.外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCWewanttoestablish business relationshipswithyourcompany.Togiveyouageneral idea aboutourproducts,weencloserelevantcatalogues.WehaveyournameandaddressfromtheCommercial Counselors OfficeoftheChinesee
27、mbassyinGhana.Wearelookingforwardtohearing fromyousoon.Quotationsandsampleswillbesenttoyouupon receiptofyourenquiries. 外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMCExercise1. Wearegladtoinformyouthatthearticlesyourequirefallwithinthescopeofourbusinessactivities.2. Wespecializein
28、theexportoftextilesandarewillingtoestablishbusinessrelationswithyou.3. Incompliancewithyourletterof12,wehavesentyouunderseparatecoverourcatalogueandquotation.4. Inordertogiveyouageneralideaofourproducts,weencloseapamphlet.5. Ifyourpricesarecompetitive,wewillplacevolumeordersonyou.外贸英文函电甘鸿全套外贸英文函电甘鸿全
29、套Unit 2 Establishing Business Relationships_ZMCExercise1. 我们愿意在平等互利的基础上与你们做生意。我们愿意在平等互利的基础上与你们做生意。2. . 贵贵方方来来信信收收悉悉，得得知知你你们们愿愿意意与与我我公公司司建建立立贸易关系，我们非常高兴。贸易关系，我们非常高兴。3. . 我我们们得得知知贵贵公公司司是是当当地地最最大大的的电电器器产产品品进进口口商之一。商之一。4. . 希望能够尽快收到你们的答复。希望能够尽快收到你们的答复。5. 在收到你方具体询价时，我们会立即寄上我在收到你方具体询价时，我们会立即寄上我 们的样品和报价单。们
30、的样品和报价单。外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMC 秦皇岛金海公司是一家国营专业进出口公司，主要经营各种调味（秦皇岛金海公司是一家国营专业进出口公司，主要经营各种调味（seasoning ）和食品和食品(foodstuff)，包括大蒜（，包括大蒜（garlic），孜然），孜然(cumin seeds),花椒花椒(red pepper ）,核桃仁（核桃仁（walnut kernel ），花生（），花生（peanut）, 瓜子仁（瓜子仁（shelled pumpkin seeds）等产品。产品主要销往
31、）等产品。产品主要销往south-east Asia, Middle East countries 等国家。 最近，金海公司从最近，金海公司从“亚洲农产品供求杂志亚洲农产品供求杂志”（Asian Produce Supply and demand）获悉马来西亚富威食品贸易公司正在寻求）获悉马来西亚富威食品贸易公司正在寻求Cumin seeds 的供货商。的供货商。（富威食品公司是马来西亚一家专门从事干鲜食品和调味品的大批发商（富威食品公司是马来西亚一家专门从事干鲜食品和调味品的大批发商（leading wholesaler ），在东南亚市场占有一定的市场份额）。），在东南亚市场占有一定的市场份
32、额）。 任务一任务一请就以上提供的业务背景以秦皇岛金海公司销售部业务员的身份给马来西亚富威食请就以上提供的业务背景以秦皇岛金海公司销售部业务员的身份给马来西亚富威食品贸易公司撰写一封建立业务关系的信函。（要求格式完整）品贸易公司撰写一封建立业务关系的信函。（要求格式完整）中方：秦皇岛金海进出口有限公司中方：秦皇岛金海进出口有限公司 (秦皇岛北戴河区海宁路秦皇岛北戴河区海宁路256号号) Qinhuangdao Golden Sea Imp & Exp Corp. 电话：电话：0335-4689068 传真：传真：0335-4689069外方：马来西亚富威食品贸易公司外方：马来西亚富威食品贸易公司(Foodway Trading Co.,Ltd） Room1025,16 Floor,Finance Building ,Kuala Lumpur , Malaysia 业务实训业务实训外贸英文函电甘鸿全套外贸英文函电甘鸿全套Unit 2 Establishing Business Relationships_ZMC
