《商务英语函电教程》Unit 2建立商务联系ppt课件.ppt

Unit Two,Establishing Business Relations,Learning Objectives,To know about major sources about a new market and a potential customer,To learn usual steps for writing a business letter on Establishing Business Relations,1. The major sources where information about potential customers is available., Website Exhibition and Trade fair Trade directory Banks Advertisements Market survey Chambers of Commerce Trade delegation and group Commercial Counselors Office Trade press,In choosing a customer or partner in foreign countries, some research is often needed to have a better knowledge about the country or region in such aspects as:Business policy and customs practicePolitical and economic stabilityDiplomatic relation with your own countryCulture and interests of potential buyersGeographic conditions (such as ports, shipping lines)Natural environment (such as climate),2. Usual steps for writing a business letter on Establishing Business Relations,you may often refer to the following steps: (1) State the source of information (how you learned of this company) (2) Briefly introduce your own company ( the scope of your business, little advertising” on your products or service) (3) State your purpose in writing (what kind of business you want to do with them, e.g. to purchase their products, to sell your own products, etc) (4) Express the intention of cooperation and early reply.,In replying to such letters, you should:,Mention the date in which you have received the letter. Express thanks to your reader for the proposal.Provide information requested.State clearly if you accept the proposal or not.Give a reason if you decline it, and end your letter with a positive note for further business.,Specimen Letter-1 (Selfintroduction by an Exporter),New Times Installations Ltd. 2 Binhai Road, Xiamen, Fujian, China Tel (0592) 600213 E-mail: ntialibaba. com April 5, 2008H. Woods & Co. Ltd.Nelson House, Newell StreetBirmingham B3 3EL United KingdomDear Sirs,We have learned from our Commercial Counselors office in London that you are interested in importing Chinese Cotton Piece Goods. As this item falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you at an early date.,In order to give you a general idea of the products now available for export, we send you a copy of our latest catalogue and a pricelist. Quotations and sample books will be airmailed to you upon receipt of your specific enquiry. We look forward to your early reply. Yours sincerely, Zhou Dai Chuan Zhou Dai Chuan,-2-H. Woods & Co. Ltd. April 5, 2008 Nelson House, Newell StreetBirmingham B3 3EL United Kingdom,Specimen Letters-2 (Exporter writes to Importer),Trademax Chemical Co., Ltd.No.433, Changshou Road, Shanghai, China Zip: 200060 May 9, 2008 Aldrich Chemical Company 1001 West St. Paul Ave. Milwaukee WI 53233 USA Dear Sirs, Your firm has been recommended to us by John Morris & Co., with whom we have done business for many years. We specialize in the exportation of Chemicals and Pharmaceuticals, which have enjoyed great popularity in world market. We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is interesting to you. We hope you will give us an early reply. Yours faithfully, Wang Fang,Specimen Letter- 3 (Self Introduction by Manufacturer),Make-Up Leather IndustryMain Street New Hamza Ghouse P. O. Box-2142, Sialkot-51310, Pakistan.Tel: 92-432-541767 Fax: 92-432-5428488E-mail: Web Site: www. M November 3, 2007Nanjing Leather Co., Ltd. No. 118 Jiefang Road,Nanjing, China Gentlemen: We are manufacturers and exporters of all sorts of leather gloves, shooting gloves, fishing gloves and leather jackets, and riding suits. We are already exporting these articles to American, European, African, an Italian markets. We want to establish business relations with your esteemed company. Therefore, we intend to submit some samples of the above-said kinds FREEE OF COST. Please let us know what is your interest.Yours sincerely,Nissin PickerSales Manager,Specimen Letter-4 (Manufacturer Writes to Importer),Global Trading, Inc2856 Oak Street, San Francisco CA94105, U.S.ATel: (415) 543-0021 Fax: (415) 543-0022 E-mail: January 29, 2008Sunlight Company25 Oxford St.London SE 6JDDear Sirs,We owe your name and address to Messrs. Anderson & Co., Rotterdam who informed us that you are in the market for Personal Computers.We are one of the leading computer manufacturers in our country and have handled with the products for about 10 years. We approach you today in the hope of establishing business relations with you and expect, by our joint efforts, to enlarge our business scope.,In order to acquaint you with our business lines, we enclose a copy of our illustrated catalogue covering the main item available at present. If you are interested in any of the items, please tell us by fax. Well give you our lowest quotations and try our best to comply with your requirement.Our customers are always satisfied with our products and the service after selling. And we believe that you will be satisfied too, after we do business together.As to our standing, we are to mention that our bankers are Citibank, N.A. They can provide you information about our business and finances.We are looking forward to your early reply. Yours faithfully, Nancy Yang,Specimen Letter-5 （Importer writes to Exporter）,Galaxy Enterprises Australia Pty. Ltd. West St, Hurstville, NSW 2220 Australia Tel: 61-2-9586 0658 E-mail:16 August 2007Ganjiang Arts and Grafts Ltd.83 Ciqi Street Jingdezhen, Jiangxi, ChinaDear Sirs,Your name and address have been given to us by the Chamber of Commerce in our City as a well-established exporter of Chinese Arts and Crafts Goods. We have been importers in this line for many years. At present, we are interested in straw and willow products, porcelain wares and various kinds of toys and gifts. We shall be glad if you will send us you catalogue and pricelist, together with samples with charges on our own.If your prices are competitive, we would expect to transact a significant volume of business.We look forward to hearing from you soon.Yours sincerely,Lee Bon,Specimen Letter-6 （A reply to the above importer,Ganjiang Arts and Crafts Ltd.83 Ciqi Street Jindezhen, Jiangxi, ChinaFax: 0796-7000000 Tel: 0796-7000008E-mail: August18, 2007 Galaxy Enterprises Australia Pty. Ltd.West St, Hurstville, NSW 2220AustraliaDear Sirs,Thank you for your letter of the 16th of this month. We shall be very glad to establish business relations with your company.In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range. We have also sent you some samples for your reference.Payment should be made by an irrevocable and confirmed letter of credit.If you find business possible, Please fax or e-mail us for offers.Yours sincerely,Zhou Dai-chuan,