国际商务函电：Chapter3.pptVIP

 No transactions can be conducted until contacts have been made between two or more companies. As the saying goes, “No customer, no business”. To establish business relations with prospective dealers is one of the vital important measures both for a newly established firm and an old one that wishes to enlarge its business scope and turnover Ways to Obtain Your Potential Customer’s Information ★ Writing to prospective clients directly; ★ Attending all kinds of trade fairs or exhibitions; ★ Using trade directories of various countries and regions; ★ Sending trade groups and delegations abroad for business talks; ★ Contacting the chambers of commerce, the commercial counselor’s offices or other commercial institutions both at home and abroad for help; ★ Asking old clients or business friends to make introductions; ★ Opening branches or sales agents abroad; ★ Placing advertisements in newspapers, magazines, or on TV; ★ Surfing on the Internet. The widest reach: The Internet The most credible results: Official channels Letters requesting for the establishment of business relations Source of information: telling the customer where you obtained their contact details; Purpose of your letter: state what you want from your customer in the letter to make sure they know what are expected of them to avoid any vagueness or embarrassment, and reiterate your purpose to remind your customer when necessary; Self-introduction: when introducing your company try to use broadest terms in order to attract widest possible interests to your products. Sample: Dear Sirs, We learnt your name and address from the Chamber of Commerce, Tokyo, who informed us that you are interested in Personal Computers. We are one of the leading computer manufacturers in our country and have been handling various kinds of computers for more than 15 years. We approach you today in the hope of establishing business relations with you