外贸函电Unit 2 Establishing Business Relations.ppt

Unit 2 Establishing Business Relations Points for Attention 有限目标，知己知彼。 把自己介绍好。 要访问和参观公司。 后续是关键。 Introduction 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： 一 怎样得知对方公司的名称和地址 二 自我介绍 三 阐述写信的目的 四 表明建立业务关系的愿望并希早日回复。 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. 通过广告 Vocabulary and phrases 1 enter into 2 in compliance with 3 catalogue 4 pamphlet 5 prior to 6 specialize 7 pharmaceutical 8 leaflet 9 specification 10 sample 11 bureau 12 certificate 13 confectioner 14 commission house 15 fluctuation 16 alleviate 17 flavour 18 shipment 19 standing 20 status learn line be lined with in line with enquiry enquire enquire into enquire about enquire of sb. about sth. quotation quote handle offer refer Example Letter-2(1) CHINA NATIONAL IMPORT EXPORT CORPORATION SHANGHAI-CHINA Telegram Address: CHIEC SHANGHAI Telephone No. … Telex No.33198 CHIEC CN Fax:(021)… Your ref: JM/MD December 9,19… Messrs Ribera Y Cia Avenida Yucatan 56 MEXICO CITY Dear Sirs With reference to your letter of December 2,19…we are glad to learn that you wish to enter into trade relations with corporation in the line canned goods. In compliance with you request, we are sending you by air a catalogue together with a range of pamphlets for you reference. If any of the items listed in the catalogue meets you interest, please let us have you specific enquiry, and our quotation will be forwarded without delay. In the meantime, you are requested to furnish us with the name of your bank prior to the conclusion of the first transaction between us. Yours sincerely China National Import Export Corp. Manager Letter –2(2) CHINA NATIONAL IMPORT EXPORT