课件库-4.pptVIP

Task 1 Establishment of Business Relation Teaching Aims: Teaching Aims Key point and difficult point Key point ： To master writing skills of the letter of establishing business relation Difficult point ：To pick up some sentence patterns/ typical sentences A Trade negotiation procedure Exclusive representation 信例 我方从贵国驻伦敦 大使馆商务参赞处得知贵公司行名和地址，现寄上此信以期与贵公司建立贸易关系。 我方销售中国台布。他们质量上乘，工艺精良，在欧洲享有良好声誉，我方愿与贵公司合作在我处进行销售。我方证明人为伦敦英格兰银行，他们可向贵方提供有关我方的业务和财政情况。 期盼早日答复。 April 1 2003 Dear sirs We have obtained your name and address from the commercial counselors office of your embassy in London and are now writing you for the establishment of business relation . We sell Chinese tablecloths .they are of good quality and have fine workmanship .Chinese tablecloth are very popular in Europe .we would like to work with you to market them here .our reference is the bank of England London .they can provide you with information about our business and finance . We are looking forward to your early reply Your sincerely Questions 1) Why do foreign trade companies need a lot of business connection? As the saying goes , “No customer, no business” . To seek prospective clients and establish business relations in one of the most important measures for a newly established firm or an old one that wishes to expand its markets and enlarge its business scope and turnover. 2）Through what channels can the names and addresses of the firms to be dealt with be obtained? 信息获取渠道： Bank Chamber of Commerce in Foreign Countries (外国商会） Chinese Commercial Counselor’s office in Foreign Countries （中国驻国外商务处） Trade Directory （贸易行行名录） Advertisement/ periodicals Business Houses of the Same Trade (同业商行） What does a Establishing Business Relations letter usually include? 建立商务关系信文要求重点： 1）本公司产品优良，且潜力十足， 如与我方交易必可获利 ； 2）公司营业的具体内容、及商品的优秀特征； 3）明示交易内容、交易条件、信用担保者，并希望对方也告知这些条件； 4）附寄公司简介、价目表及目录； ５）表示强烈的交易意愿。 the opening sentences 1表明获取客户信息的渠道 For Example： We have obtained your name and address from ---- (the body