外贸函电培训第二单元.pptVIP

Unit Two: Establishing Business Relations Points for Attention 建立业务关系的信，通常是发信的一方在通过一定的途径得到对方公司的名称和地址，并经过初步信用调查后，向对方发出的。信的内容一般包括以下几点： 1.The source of information 2.brief introduction to your own company 3.The intention of writing the letter 4.Expressing the intention of cooperation and getting early reply 1.The source of information 说明信息来源，告知对方你从何渠道得知对方的名称和地址。 获得客户名址的途径： 1. 参加交易会或博览会 2. 国内外的商会，商务参赞处或其它的商务组织。 3. 贸易伙伴的介绍 4. 代表团互访 5. 市场调查 6. 客户自我介绍 7. 通过银行 8. 广告 Useful expressions ※Through the courtesy of …we know your company ※Your company has been kindly introduced to us by… ※We owe your name to the … ※we learn through …that … ※we learn from… that… ※on the recommendation of … 2.brief introduction to your own company （the scope of your business, little advertising on your products or service). Useful expressions ※ Let us introduce … ※We wish to introduce ourselves to your as… ※…fall within our business activities ※Our lines are mainly … 3.The intention of writing the letter What kind of business you want to do with them, e.g. to purchase their products, to sell your own products, to enter into a joint venture with them,etc. Useful expressions ※ We are willing to enter into business relations with you. ※We express our desire to … ※we are now writing to you for the … ※We are desirous of … 4.Expressing the intention of cooperation and getting early reply Useful expressions ※ We look forward to receiving … ※Hope to receive … ※Your early reply is appreciated. ※We are expecting your answer. Letter 1 be introduced to fall with the business scope of be pleased to do sth: Letter 2 the Commercial Counsellor’s Office 商务参赞处 avail oneself of : Take this opportunity 利用 In a position to do sth: 能够…… Be prepared to do sth: 愿意且能够…… State-owned: State-operated, state-run 国营的，国有的 Specialize in：专业经营 Exercise I. Fill in the following blanks with proper words: De