《商务函电Correspondence2-EstablishingBusinessRelations.pptVIP

Chapter II Establishing Business Relations 建立业务关系 Teaching Objectives Know where to obtain the information about the merchants in foreign countries Know the essential components of a letter to establish business relations Many typical sentences and expressions in writing such letters Warming-up Questions Introduction of Establishing Business Relations Where and How can an exporter seek a potential customer? Suppose you are writing a letter to a potential customer to establish business relations. What will you write in your letter? Lead-in Sequence of International Trade Step 1: Preparation: market investigation → E.B.R Step 2: Negotiation: inquiry → offer → counter-offer → order → acceptance contract Step3: Fulfillment of contract: L/C → packing, shipment, insurance, inspection, documents → ship → complaints, claims adjustments Channels of Obtaining Information In international trade, one may establish business relations through the following channels: Banks Chamber of Commerce Business associate of the same Trade Commercial Counselor’s Office Trade Directory Advertisements Exhibitions and Trade fairs Market survey Recommendation by a business friend or a client Other sources: internet Structure of the Body Writing Principles Outline: a. The source of information b. The intention of writing the letter (to establish business relations) c. Self-introduction d. Closing sentence: Express the hope for future cooperation Sample Analysis Sample Analysis Sample Letter 2 Dear Sirs, ?? We owe your name and address to the Bank of China, New York Branch, which told us that you specialize in the export of Chinese textiles and cotton piece goods. ?? Our company imports general merchandise. We have been in business since 1949, and therefore have wide experience in all the lines we handle. Now we are in the market for Printed Shirting from your country. ?? If you can assure us of wo