中南大学李姚商务英语课件.pptVIP

Lesson 2 Establishing Business Relations Aims Requirements To enable S.S. to get to know the definition of establishing business relations To enable S.S. to know the steps of writing a establishing business letter To enable S.S. to master the vocabulary and useful sentences of establishing business letters To enable S.S. to know the relevant information about Chinese Trade Fair Ⅰ. Introduction Establishing Business Relations Establishing business relations actually means to choose and determine the trade partner. It is also a crucial condition to decide if your business can succeed. Generally, the two parties are introduced by themselves or by a third party , they need to get to know the counter party’s financial credit, operating capacity, business scope and some other essential conditions, then they will talk about the real business such as price and quality etc.. Only on the condition of trust, the transaction can be carried out smoothly. Channels of obtaining information : It is vital for an exporter to seek new customers as well as to hold the old customers. The following channels are frequently used by the exporters to obtain the necessary information of their potential buyers. 1) banks 2) advertisements in the periodicals, magazines, and newspapers 3) Internet 4) the introduction from his business connections 5) Chamber of Commerce both at home and abroad 6) Commercial Counselor’s Office 7) middlemen 8) various kinds of trading fairs exhibitions 2. Structure of the body: When writing a letter to establish business relations, you should cover the following points: (1) The source of information (one of the ways above) (2) The intention of writing letter (to establish business relations) (3) Self-introduction (Generally, it includes two parts: the introduction of the company and the introduction of its main products. Under certain circumstances, catalogues, samples, and pricelist may also be enclosed.) (4) Your expectation from the addressee This kind o