外贸函电 unit 2


Unit 2

Establishing Business Relationships

外贸函电——Unit 2 Establishing Business Relationships_ZMC

Objectives:
Upon completion of class, you should: today’s

l know the ways that an exporter can use to seek new customers.

l know how to write this kind of letter. l grasp the important words and phrases learned.
外贸函电——Unit 2 Establishing Business Relationships_ZMC

Questions:
?

How can an exporter seek a potential customer? Suppose you are writing a letter to a potential customer to establish business relations. What will you write in your letter?
外贸函电——Unit 2 Establishing Business Relationships_ZMC

?

Introduction: 1. Channels through which information can be obtained: (the first two are the most reliable sources)
? ? ? ? ?

Chamber of Commerce both at home and abroad (国内外商务处/部) Banks Trade directories of various countries and regions (各地区贸易行行名录) Commercial Counselor’s Office in foreign countries (驻国外商务处) Exhibition and trade fairs (展览会与贸易展销会)
外贸函电——Unit 2 Establishing Business Relationships_ZMC

Introduction
2. Three points usually contained in letters aiming at establishing business relations:
the source of your information

the intention of writing this letter
a brief introduction of one’s own company, including: the business scope, credit standing or financial positions, products and services that can be provided, etc.
外贸函电——Unit 2 Establishing Business Relationships_ZMC

the source of your information
the sources of information related to the addressee, for example, how you know his name and address e.g.: — We have your name and address from the Commercial Counselor’s Office of your embassy in Beijing. — Your firm has been recommended to us by Bank of China in Beijing.
?
外贸函电——Unit 2 Establishing Business Relationships_ZMC

the intention of writing this letter
your intention, i.e. why you are writing to him e.g.: — We would be pleased to establish business relationships with you. — We are willing to enter into business relationships with your company on the basis of equality and mutual benefit.

外贸函电——Unit 2 Establishing Business Relationships_ZMC

a brief introduction of one’s own company
a brief introduction of your firm, e.g. your business scope, your branches, your financial standing and credit rating, etc. e.g.: — We have the pleasure of introducing ourselves to you as a state-operated corporation dealing exclusively in light industrial goods. — We are one of the largest importers of cotton and woolen piece goods in this city.
外贸函电——Unit 2 Establishing Business Relationships_ZMC

3. Useful words and expressions
obtain...from: 从……获悉;从……得悉

e.g. I obtain your name from an old friend of mine. establish: 建立 e.g. establish business relationships 建立贸易关系 establish new business 开拓新业务 extend: 延长,扩展,给予 e.g. We would like to extend our business with you in this line.
外贸函电——Unit 2 Establishing Business Relationships_ZMC

3. Useful words and expressions
quotation: 报价(常与之连用的动词有make, send, give, cable,…后常跟着介词for, 少数情况下买方提及卖 方的报价时用of。) e.g. Please make (send, give, cable) us your quotation for 300 cups.

外贸函电——Unit 2 Establishing Business Relationships_ZMC

prospective adj. 潜在的 可能的 预期的
prospective buyers 可能的买主 prospective business partners 可能的贸易伙伴

外贸函电——Unit 2 Establishing Business Relationships_ZMC

enter into business relations 建立贸易关系 还可以用:set up open up establish business relations or build up business connections in compliance with 按照
e.g. In compliance with your request, we are sending you our samples by air. 应你方要求,我们用航空邮件给你们寄去了 我们的样品。 comply (v. ) with 按照,与…相符,遵守,满足
外贸函电——Unit 2 Establishing Business Relationships_ZMC

under separate cover 另函,用另外一封信 e.g. We have sent you under separate cover a range of pamphlets for your information. 我们另函给你们寄去了一系列的小册子供 你们了解情况。 take this opportunity to…(后接动词原型)利用这
个机会做… 还可以说take advantage of this opportunity or avail ourselves of this opportunity. e.g. We take this opportunity to express our great appreciation for your cooperation. 借此机会,对于您的合作,我们深表感谢。
外贸函电——Unit 2 Establishing Business Relationships_ZMC

irrevocable confirmed Letter of Credit: 不可
撤消保兑信用证(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 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 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。)

leading dealer/largest dealer: 最大(主要)经营者
e.g. leading department stores (importers, exporters, etc.) 大百货商店(进口商、出口商)
外贸函电——Unit 2 Establishing Business Relationships_ZMC

Chinese Version Samples:
? Sample LetterⅠ ? Sample LetterⅡ

外贸函电——Unit 2 Establishing Business Relationships_ZMC

Sample Letter Ⅰ
敬启者: 我们从蒂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。 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。 如贵司产品价格合理,本公司必定向你方下 定单。 恭候佳音。 采购部主任 约翰.斯密斯谨上 2004年5月20日
外贸函电——Unit 2 Establishing Business Relationships_ZMC

— With the reference to your letter of May 4, we are delighted to learn that you want to establish business relations with us.
遵照你方五月4日来信,我们很高兴得知贵公司愿与我们建立贸易关系。

— We hope to establish business relations with you on the basis of mutual benefit.
我们希望在平等互利的基础上与贵公司建立业务关系。 — To

give you a general idea about our products, we enclose relevant catalogues.
为了使你们对我们的产品有所了解,兹随函附上相关产品目录。

外贸函电——Unit 2 Establishing Business Relationships_ZMC

— We have your name and address from the Commercial Counselor’s Office of the Chinese embassy in Ghana.
我们从中国驻加纳大使馆商务处得悉贵公司商号与地址。

— Quotations and samples will be sent to you upon receipt of your enquiries.
一收到询价,我们立即寄送报价单与样品。

外贸函电——Unit 2 Establishing Business Relationships_ZMC

Exercise Ⅰ
Dear Sirs, have learnt We _______ from the Chase Bank(大通银行) that you are one of the leading importers of tools and liberty instruments in your area. We take the _____ of writing enter into this letter to you to express our wishes to_________ business connections with you. Our company has specialized in the export of tools and instruments for many years. To give you a general idea under of our products, we have sent you our catalogue ______ separate cover. We shall provide you with further inquiry information on your specific______. We are looking forward to your early______. reply Yours faithfully,
外贸函电——Unit 2 Establishing Business Relationships_ZMC

Exercise Ⅱ
1. We are glad to inform you that the articles you require fall within the scope of our business activities . 2. We specialize in the export of textiles and are willing to establish business relations with you. 3. In compliance with your letter of 12, we have sent you under separate cover our catalogue and quotation. 4. In order to give you a general idea of our products, we enclose a pamphlet. 5. If your prices are competitive, we will place volume orders on you.

外贸函电——Unit 2 Establishing Business Relationships_ZMC

Exercise Ⅲ
1. 我们愿意在平等互利的基础上与你们做 生 意。 2. 贵方来信收悉,得知你们愿意与我公司建立 贸易关系,我们非常高兴。 3. 我们得知贵公司是当地最大的电器产品进口 商之一。 4. 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 们的样品和报价单。
外贸函电——Unit 2 Establishing Business Relationships_ZMC

业务实训
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(foodstuff),包括大蒜(garlic),孜然 (cumin seeds),花椒(red pepper ),核桃仁(walnut kernel ),花 生(peanut), 瓜子仁(shelled pumpkin seeds)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“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Cumin seeds 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(leading wholesaler ),在东南亚市场占有一定 的市场份额)。 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 (秦皇岛北戴河区海宁路256号) Qinhuangdao Golden Sea Imp & Exp Corp. 电话:0335-4689068 传真:0335-4689069 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

任务二 外贸函电——Unit 2 Establishing Business Relationships_ZMC 金海公司发出建立业务关系信函后,很快收到马来西亚富威食品 公司的询盘


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