商务函电 Chapter 3 - Initiating Business Relationships.ppt

Chapter 3 Initiating Business Relationships Warming-up Questions Introduction of Establishing Business Relations A foreign-trade firm needs extensive business connections to maintain or expand its business activities. Therefore, the establishment of business relations is one of the most important undertakings in the field of foreign trade. Warming-up Questions Introduction of Establishing Business Relations If a new firm wishes to open up a market to sell something to or buy something from firms in foreign countries, the person in charge must, first of all, find out who will be his/her potential customer. But 1) how can you find some business partners? 2) how do we obtain information about our potential customers? Your goals for this chapter are to understand: The importance of establishing business relationships The channels from which you can find an international business partner How to structure a letter for initiating business relationships Some patterns commonly used in such types of letters Dear Sirs, Your company has been introduced to us by Messrs. Freeman Co. Ltd., London, England , as a prospective buyer of Chinese cotton piece goods. As this item falls within the business scope of our corporation, we shall be pleased to enter into business relations with you at an early date. To give you a general idea of the various kinds of cotton piece goods now available for export, we enclose a brochure and a sample -cutting booklet. Quotations will follow upon receipt of your specific enquiry. We look forward to hearing from you soon. Yours faithfully, Frank Zhang Channels of Obtaining Information In international trade, one may establish business relations through the following channels: Writing to potential clients directly Trade fairs and Exhibitions Trade Directory Trade groups and delegations abroad Opening branches or sales agents abroad Advertisements: Media (newspaper, TV, magazine) Chamber of Commerce; Commerc