establish-business-relations建立外贸关系.ppt

IntroductionIntentionactionestablishmentVariousChannelsMediaInter-mediaryFieldSurveyRein-statementPro-ActionchannelsPro-ActionMode 1:Importer Writes to ExporterDear Sirs,We have obtained your address from the Commercial We have obtained your address from the Commercial Counseller of your Embassy in London Counseller of your Embassy in London and are now writing you for the establishment of business relations.We are very well connected with all the major dealers here of light industrial products,and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.Please let us have all necessary information regarding your products for export.your faithfully,SourceofinformationIntentionthebusinessscopeofhisfirmMode 2:Exporter Writes to ImporterDear 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 Chinese Chemicals and Pharmaceutcals,which have enjoyed great popularity in world market.We enclose a copy of our latest catalogue for your reference and hope that you would contact us if any items is interesting to you.We hope you will give us an early reply.Yours faithfully,SelfintroductionSourceofinformationIntention Advertisements (Newspaper or TV)Internet Broadcast MediaAdvertisementsE.g:We owe your name and address to the China Daily.(newspaper)InternetE.g:Having obtained your name and address from Made-in-C,we are writing you in the hope of establishing business relations with you.Famous Websites阿里巴巴阿里巴巴：中国制造网：中国制造网：www.made-in-亚洲产品网亚洲产品网：www.asianproducts.co福步论坛：福步论坛： Intermediary 1Cooperation Partners2 Agent3The commercial counsellors office4 BankCooperation PartnersEg:Since we have trade with XX company for many years,they recommend your esteem company to us.Currently,we are working on trade in XX,and never associate with your firm before.AgentEg:We have obtained your address from your agent.We are interested in your product,and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.The commercial counsellors officeEg:we owe your name and address to the Commercial Counsellors office of the Swedish embassy in Beijing who have informed us that you are in the market for textiles.BankEg:You were recommended to us by the Citibank,which told us that you are a prospective buyer of textiles and cotton piece goods.And these items fall within the business scope of our corporation.Field Survey Make a business research tripe.g.:The writer is leaving for Japan on a business research trip very shortly and expects to arrive in Tokyo some time around December 15.Attendance at fairs.e.g.:We are indebted to the Canton Fair for your name and address.广交会现场广交会现场LanguagePoints1.owev.应该把应该把归功于（后接介词归功于（后接介词to）Heoweshissuccesstotheopen-policy.他把他的成功归功于开放政策。他把他的成功归功于开放政策。tooweyournameandaddressto承蒙承蒙告知贵公司行名和地址（获悉贵公司行名和地告知贵公司行名和地址（获悉贵公司行名和地址要感激址要感激）类似的表达法类似的表达法tobeindebtedtoforyournameandaddresstocometoknowthenameandaddressofyourfirmthroughthroughthecourtesyofwecometoknowyournameandaddresstoberecommendedtosb.byWeoweyournameandaddresstotheChamberofCommerceinyourcity.2.handlev.经营（某种或某类商品）经营（某种或某类商品）类似的表达法：类似的表达法：totradeinbeinlinetodealinEg.Weareastate-operatedcompany,handlingexclusivelytheimportandexportofCottonPieceGoods.我们是国营公司，专门经营棉布的进出口业务。我们是国营公司，专门经营棉布的进出口业务。3.acquaintv.熟悉；了解熟悉；了解toacquaintsb.withsth.使某人了解某使某人了解某事事be/getwellacquaintedwithsth.熟悉熟悉（了如指掌）（了如指掌）Eg.Wewanttoacquaintourselveswiththesupplypositionofcrudeoilinyourcountry.我们想了解贵国的原油供应情况。我们想了解贵国的原油供应情况。4.tradev.n.交易，貿易交易，貿易totradeinsth.经营某种生意经营某种生意totradewithsb.与某人做生意与某人做生意Eg.TheymainlytradewithJapanesefirms.他们主要和日本商行进行贸易。他们主要和日本商行进行贸易。eundertherangeofonesbusinessactivities属于某人的经营范属于某人的经营范围围=fallwithinthescopeofonesbusinessactivities=liewithinthescopeofonesbusinessactivities6.be in a position 能够注：强调能做某事的关键因素是所处的地位，在其注：强调能做某事的关键因素是所处的地位，在其“位位”谋其谋其“政政”而不是靠主观努力所能达到的而不是靠主观努力所能达到的,因此不能接条件因此不能接条件从句。从句。beinapositiontodosth.能够能够benotinaposition/innopositiontodosth.不能做某不能做某事事beinagoodpositiontodosth.很有能力做某事，完很有能力做某事，完全能做某事全能做某事beinadifficultpositiontodosth.很难做某事很难做某事Eg.Wearenotinapositiontoacceptyourduplicateorderasthegoodsyourequiredareoutofstock.我们无法接受你方重复订单，因为你所要求的货物已没有库存。我们无法接受你方重复订单，因为你所要求的货物已没有库存。7.approachv.接洽，接洽，联系；临近联系；临近approachsb.forsth为某事与某人接洽，为某事与某人接洽，联系联系Thesellingseasonisapproaching,manyclientsapproachusforoffers.销售季节日益临近，许多客户与我方接洽索要报盘。销售季节日益临近，许多客户与我方接洽索要报盘。8.should引导的条件从句，相当于引导的条件从句，相当于if但比但比if要客气委要客气委婉，常用于商务英语婉，常用于商务英语Eg.Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.倘若你方价格具有竞争性而且交货期可接受的话，我们有倘若你方价格具有竞争性而且交货期可接受的话，我们有意向你方大量订购。意向你方大量订购。9.Quotationn.报价报价make(send,give,cable,fax)sbaquotationforsth向某人就某种商品报价用介词向某人就某种商品报价用介词for：PleasemakeusyourlowestquotationforMensShirts.请向我方报男式衬衫的最低价。请向我方报男式衬衫的最低价。买方提及卖方报价时用介词买方提及卖方报价时用介词of：YourquotationofMensLeatherShoesistoohightobeacceptable.你方男式皮鞋的报价太高难以接受。你方男式皮鞋的报价太高难以接受。10.Keenestn.渴望的渴望的;低廉的；低廉的；keenestprice=lowestprice最低最低价格，克己价价格，克己价格格注：在商业英语中，买方一般不用注：在商业英语中，买方一般不用lowestprice来形容卖方来形容卖方的产品，因为的产品，因为lowestprice有贬低对方产品质量的嫌疑。有贬低对方产品质量的嫌疑。awaitwithkeeninterest殷切地期待殷切地期待withakeendesiretodosth急切地要做某事急切地要做某事Eg.Wearelookingforwardtoyourearlyreplywithkeeninterest.殷切期待你方早日答复殷切期待你方早日答复 11.enclosev.随函附上随函附上,后接介词后接介词with(herewith)或或inWeencloseacopyofourlatestcatalogueforyourreference.随函附上我方最新的目录册以供你方参考。随函附上我方最新的目录册以供你方参考。enclosed作表语作表语时，常倒装置于句首时，常倒装置于句首Eg.Enclosedistheduplicationofourcountersignedsalescontract.随函附上业经我方会签的销售合同。随函附上业经我方会签的销售合同。enclosed作宾语补语作宾语补语时时Eg.Enclosedpleasefindacopyofourpricelist.随函附上我方的价格表一份，请查收。随函附上我方的价格表一份，请查收。12.referv咨询；查询咨询；查询（后接介词（后接介词to）DifferentmeaningsA.Wereferyouto（参阅参阅）ourletterofDecember22.B.Wereferto（关于关于）yourletterofDecember22.C.Yourenquiryforwalnutshasbeenreferredto（转转交交）usforattention.D.Wewishtoreferyoutoourbank.(询问询问)Eg.Astoourcreditstanding,youmayrefertotheBankofChina.关于我方的资信状况，请向中国银行查询。关于我方的资信状况，请向中国银行查询。ContentsofCreditInquiryHowlonghaveyoubeeninbusinessrelationswiththefirm?贵公司与该公司业务往来有多久？贵公司与该公司业务往来有多久？Whatcreditlimithaveyouplacedontheiraccount?贵公司给该公司的信贷额有多大贵公司给该公司的信贷额有多大?Howpromptlyaretermsmet?该公司还账是否及时？该公司还账是否及时？Whatamountiscurrentlyoutstanding?目前该公司欠账有多少？目前该公司欠账有多少？14.描述商品时有用的表达描述商品时有用的表达uWideinrangeuFineinqualityuModerateinpriceuNovelindesignuBeautifulinpatternsuElegantinstyleuMatchingincoloruSkillfulinworkmanshipu种类繁多种类繁多u质地优良质地优良u价格公道价格公道u设计新颖设计新颖u式样优美式样优美u款式雅致款式雅致u色泽和谐色泽和谐u做工讲究做工讲究Summary -UsefulExpression 1）Sourceofinformation|Weoweyournameandaddressto|Weobtainyournameandaddressfrom|Throughthecourtesyof,wecometoknowyournameandaddress.|Youwererecommendedtoourcompanyby|Havinghadyournameandaddressfrom|Welearnedfromthatyouareproducingshoes 2）BriefintroductionofowncompanyWewouldliketointroduceourselvestoyouasacorporationspecializingintheexportbusinessofelectricandelectronicequipment.Wewouldliketoofferyouourservicesasatradingfirm,andwouldmentionthatwehaveexcellentconnectionsinthetradeandarefullyexperiencedintheimportbusinessforthiskindofproduct.Ourcorporationspecializesintheexportoftextiles.OurcompanywaslistedontheNewYorkStockExchangein1999.3）TheintentionofwritingtheletterWeareinterestedinestablishingbusinessrelationswithyourcorporationforthepurposeofsupplyingyouthecommoditiesyouwant.Wewouldliketoofferyouourservicesasatradingfirm,andWearewritingtoyouinthehopethatwecanopenupbusinessrelationswithyourfirm.Inordertoextendourexportbusinesstoyourcountry,wewishtoenterintodirectbusinessrelationswithyou.4）Provideoraskforcatalogue,pricelistandsamplesTo give you a general idea of our products,we are sending you,under separate cover,our latest catalogue together with a range of pamphlets for your reference.We are enclosing a catalogue and a price-list for your reference,so that you may acquaint yourselves with some of the items we handle.In order to give you a general idea of our canned goods,we are sending you by separate airmail a copy of our latest catalogue.Quotations and samples will be sent to you upon receipt of your specific enquires.5）ProvidereferenceaboutfinancialstandingorcreditIfyouneedmoreobjectiveinformationconcerningourcredit,pleaserefertotheMidlandBank,London.Concerningourfinancialstatusandreputation,pleasedirectallinquiriestoBankofChina,BeijinginChina.6）Politeending(expecttogetthereply)Welookforwardtoyourearly/favorablereply.Weexpectyourpromptreply.Yourearlyreplywillbeappreciated.Welookforwardtoyourorder.Pleasecontactusatyourearliestconvenience.Practice Lessons Fill in the blanks:1.We are gearing our production to your requirements and shall soon be _a position offer you substantially.2.Enclosed a copy of our price-list.3.Through a Chamber of Commerce,We have learned that you are one of the representative importers of electric goods.Translation:1.One of our Japanese clients is in the market for Chinese Black Tea.我们的一个日本客户想要购买中国红茶。2.As you know,it is our foreign trade policy to trade with merchants from all over the world on the basis equality and mutual benefit.如你所知，我们的外贸政策是在平等互利的基础上与各国人民做生意。