国际商务英语Chapter_10.Business_Letters教材教学课件.pptVIP

Chapter 10 Business Letters Different types of business letters Establishing Business Relations Inquiry Letter Offers, Counter-Offers and Declining Offers Order and Order Acceptance Complaints and Claims Establishing Business Relations function: to enlarge business scope and turnover Merchants abroad may be approached through some of the following channels: communication in writing; attendance at the export commodities fairs; contact at exhibitions held at home or abroad; mutual visits by trade delegations and groups. Of all these channels, the first one is the most constantly used in business activities. But by what means can a writer of business letters secure all the necessary information about a new customer? He may do so by referring to or with the help of: the bank, the periodicals, the advertisements in newspaper, the introduction from his business connections, the market investigation, the Commercial Counselor’s office, the chamber of commerce both at home and abroad and self-introduction by merchants themselves. a successful business letter of establishing business relations should contain the following: The source of his information. His intention. The business scope of his firm and also its branches and liaison offices, if any. The reference as to his firm’s financial position and integrity. Inquiry Letter When making an inquiry, begin with the question or questions you want to ask. Keep your inquiry short and to the point; say what needs to be said and then stop. One paragraph should only concern one question. Sometimes, inquiries follow the wish to establish business relations, thus there may be no individual inquiry letters. Offers, Counter-Offers and Declining Offers two types of offers: the non-firm offers and the firm offers. Non-firm offers are usually indicated by means of sending catalogues, price-lists, proforma invoices and quotations; though quotations with certain qual