国贸函v电课件.pptVIP

Chapter 4Letters for Establishing Business Relations Vocabulary catalogue literature 宣传品、说明书的总称 catalogue (descriptive/illustrated) 目录 pamphlet brochure booklet 小册子 sample book / sample-cutting book 样品本 instruction book （机器）操作指南 operation book （产品）使用说明 leaflet 广告单 宣传单 Certificate inspection certificate 检验证明书 certificate of quality 品质证明书 analysis certificate 分析证明书 certificate of insurance 保险证明书 certificate of origin 原产地证明书 certificate of transfer 转让证明书 patent certificate 专利证 Ways of Seeking Clients Abroad 1.Using Directories of various countries and regions 2.Through introduction or on recommendation from Embassies, Consulates(领事馆）, foreign exchange banks 3. Through introduction from sales agents abroad 4. Asking old clients or friends in commercial circles to make introduction 5. Placing advertisements in newspaper,T.V. or magazines 6. Asking local Chamber of Commerce（当地商会） to provide help 7. Through the work of a Branch Office or representative abroad 8. Sending responsible personnel abroad for business talks 9. Through internet How to establish a business relationship? The purpose of your letter The nature of your company’s business: agent, exporter, importer, or manufacturer, and your commercial standing. As an exporter, you should describe emphatically the quality of your products. If available ,a brief introduction to your company, your catalogue, price list etc. should be enclosed. As an importer, what commodities you want to buy and sell and your sales potential as well. Your terms of transaction, terms of payment etc. Specimen letters Dear Sirs, We have your name and address from the commercial Counsellor’s office of the Chinese Embassy in Ghana. We wish to inform you that we specialize in chemicals, and shall be pleased to enter into trade relations with you. To give you a general idea of our products, we enclose a complete set of leaflets showing various product