外贸英语函电,杨伶俐精选.pptVIP

第二章 建立业务关系 学习目标 熟悉建立业务关系信函及回复信函的写作步骤 掌握建立业务关系信函的常用语句 了解获取商家信息的渠道 选择贸易对象的几种渠道 电视，报纸，广播等中的广告； 参加各种商品交易会，洽谈会； 进行市场调查； 查阅各种工商名录； 经由国内外同行引荐； 浏览公司网站； 向中国驻外使馆商务处咨询； 向外国在华商会推荐； 向银行的业务部门咨询； 出国考察。 例子 Dear Sirs, Thank you for your cooperation in our business. At present, we keenly want to enlarge our trade in various kinds of tyres, but unfortunately not many proper customers are found in South China. Therefore we shall be obliged if you will kindly introduce to us some of the most capable and reliable tyre importers in your district. We are looking forward to your early and favourable reply. Yours faithfully, 写作步骤 一、说明客户信息来源，即如何取得对方的资料 We have obtained your name and address from … /Having obtained your name and address from …, we are writing you in the hope of establishing business relations with you. We learn from …that you are engaged and well experienced in the line of … 二、言明去函目的，即与对方建立业务关系的意愿 We are willing to enter into business relations with you. 三、本公司介绍 We are experienced in pushing the sales of light industrial products. 写作步骤 四、产品介绍。 如果我们已经知道客户有明确的需求，比如需要某某服装，那么我们会选取某某服装进行具体的推荐性介绍，反正就是针对客户需求的特定介绍；如果我们只拿到客户的名片，不太清楚客户的需求，那么我们就把公司经营产品的整体情况，如质量标准，价格水平，打样速度、交货速度等作为笼统的介绍。 五、结尾句，一般我们在开发信的末尾会写上一两句希望对方给与回应的语句。 We look forward to your early reply/your early reply is appreciated. 例子 Dear Sirs, Through the courtesy of the Chamber of Commerce in Beijing, we have learned that you have been supplying the best quality foods all over the world, and we are sure there is a large demand for various exotic foods in our country. We are writing to you in the hope of establishing business relations with you. We are the largest food trading company in China with offices or representatives in all major cities and towns in the country. We have been importing a large variety of foods from Europe and the U.S.A. and consider that we have considerable experience in this field. A bright