Unit 02 建立业务关系.pptVIP

Unit 2 Establishing Business Relations建立业务关系 2.1 Introduction（简介） 目的: 了解如何撰写建立最初的业务关系的信函，同时如何对客户的资信情况、经营范围进行调查。 进出口双方可以通过以下渠道来相互了解： （1）银行（Bank） （2）商会（Chamber of Commerce） （3）商务参赞处（Commercial Counselor’s Offices） （4）交易会和展览会（Export Commodities Fairs Exhibitions） （5）广告（Advertisement） （6）商业目录（Trade Directory） （7）其他渠道 建立业务关系的信函一般应涉及到以下内容： （1）告诉对方我方是如何获悉对方的地址和经营范围的。 （2）表示我方有与对方建立业务关系和合作的强烈愿望。 （3）介绍本公司的性质、基本业务情况和经营范围。 （4）说明希望推销或购买的产品。 （5）必要时可向对方提供资信证明人，以便对方了解我方的资信情况。 （6）附寄公司简介、商品目录、价目表和小册子等，以便对方全面了解我方信息。 2.2 Writing Skills（写作技巧） 建立业务关系信函的写作步骤及常见表达方式： 2.3 Specimen Letters（样函)Letter 1：A firm writes to a firm concerned Dear Mr. Peng, Your company’s name has been given to us by the Bank of China, Shanghai Branch. We wish to buy quality tea and coffee cups and saucers of different shapes fully decorated with flowers or other designs. If you can supply this type of merchandise, kindly airmail us a sample cup and saucer. Also, please enclose your pricelist and all suitable illustrations. We await your early reply. Truly yours, Fred Jackson Letter 2：A reply to the above Dear Mr. Jackson, We have received your letter with thanks. We are glad to inform you that we can supply quality tea and coffee cups and saucers of different shapes fully decorated with flowers or other designs. We are confident that our products will meet the requirements of the market. Enclosed please find a catalogue and pricelist of the products you require. We are sending you by mail the samples you need. Waiting for your order.