外贸函电英文unit2.pptVIP

International Business English Correspondence 杨晓辉Unit 2 Establishing business relations By learning this unit, students should understand the sequence of international trade know the first step to do business master the ways of seeking new customers grasp the expressions of showing sources of information be able to write a letter of establishing business relations Unit 2 Establishing business relations The sequence of international trade Step 1: Preparation market investigation → seeking new customers → E.B.R. → credit and status enquiry Step 2: Negotiation inquiry → offer → counter-offer → counter-counter-offer → order → acceptance contract Step 3: Fulfillment L/C → packing marking, shipment, insurance, production, inspection, documents → shipping → complaints, claims adjustments How to seek new customers a. advertisements in newspaper, magazines, TV, radio or internet; publication alibaba; alimama; made-in-C; 欧美流派 kompass、thomasnet、kellysearch b. attendance at fairs exhibitions Canton Fair; East China Fair c. mutual visits by trade delegations; branch offices abroad d. Business Houses of the same trade; Directories 3. helps from banks, chamber of commerce, commercial counselor’s office Chamber of commerce; Commercial Counselor’s Office How to seek new customers How to seek new customers Sample letters learning Outline of E.B.R. letters: ( P1.1 ) a. source b. intention c. business scope d. financial position integrity e. expectation for future cooperation Reply to E.B.R. letters: a. thanks b. intention c. request d. expectation outgoing ← go out: outgoing letter 发函，去函 incoming ← come in: incoming letter 来函 enjoy an excellent reputation; enjoy great popularity establish ( enter into ) business relationship with you for your reference; for your consideration; for your file upon receipt of: as soon as we receive… specialize in; be specialized in on one’s part Dear Sirs: We have obtained your name and address from Simpson Co. Lt