《英文外贸函电第二章.docVIP

《》? 西安外国语大学高职部?教案专用页 内容 （标题） UNIT TWO LETTERS OF ESTABLISHING BUSINESS RELATIONS 课 学 目 的 与 要 求 The establishment of business relations is one of the important undertakings in the field of foreign trade. The aim of this unit is to make students understand how to establish new business relations and keep old ones. 重 点 难 点 及 其 处 理 1. Techniques in our enquiry; 2. Points must be observed in the replies to the enquiry; 3. Positivity, neutrality and conditionality; 4. Positive Sandwich Principle. 教 学 方 法 案例教学、小组讨论 参 考 文 献 【1】樊红霞、汪奠才主编：英文外贸函电，外语与教学研究出版社，2007年9月第1版。 【2】尹小莹、杨润辉编著：外贸英语函电，西安交通大学出版社，2008年6月第4版。 【3】刘志伟主编：国际商务函电及沟通，对外经济贸易大学出版社，2005年8月北京第1版。 课 外 作 业 及 要 求 1. Exercises VII. On P.40. 2. Translate the following sentences into English. 1) 我公司是该地区电子产品的主要进口商之一。我们借此机会与贵方接洽，希望与贵方建立贸易关系。 2）我公司经营机械设备的进出口业务已多年，我们的产品在许多国家享有盛誉。 3）承蒙我国驻北京大使馆商务参赞介绍，得悉贵公司名址。 4）有关我方资信状况，请向中国银行上海分行查询。 教学内容： I. General Introduction (5’) Establishing business relations is the first step to develop trade ties. A successful business person is able to get new opportunities for the company he or she works for. Since business growth and expansion largely depend on the establishment of business relations, writing appropriate business letter in this respect is vitally important. To establish business relations is to know about your clients in terms of business lines and capacities, financial credit, and the intention to make contacts. In international trade, one may establish business relations with companies in other countries through such channels as banks, chamber of commerce (商会), trade directories (贸易通讯录), business associates (商业伙伴), commercial counselors’ offices (商业顾问), commercial office of embassies (大使馆商务处), advertisements, exhibitions and trade fairs (展览会和商品交易会), market surveys (市场调查), recommendations by business partners or clients (商业伙伴或客户的推荐), and other sources. When writing a letter to start business with another company, you are supposed to tell your readers how you