实用英语文函写作第二版课件 教学课件 ppt 作者 贾琰 程欣 主编U3.ppt

General Introduction It is not easy to do business with customers in other countries because a foreign trade firm doesn’t know them very well. For importers, they don’t know where the sellers are and for exporters, they don’t know where the buyers are. In doing international business, a foreign trade firm needs extensive business connections to open up, maintain and expand its business activities. Therefore, the establishment of business relations is one of the most important undertakings in the field of foreign trade. Establishing business relations is the first step in international trade. Writing letters to new firms or customers to establish business relations is a common practice in foreign trade. If a newly established firm wishes to open up a market to sell something or buy something from firms in foreign countries or an old one wants to enlarge its business scope and turnover, the manager of the firm must first of all find out whom he is going to do business with. Usually, information like this can be obtained through the following channels. Channels for Establishing Business Relations Banks Chamber of Commerce at home and abroad Commercial Counsellor’s Office Export promotion organization: eg. China Council for the Promotion of International Trade Government department: Such as Department of Commerce Trade Directory Internet Friends in Business Circle Advertisements in different media Exhibitions and Trade Fairs Export Commodities Fair: eg. Guangzhou Fair Marketing investigation Enquiries received from foreign merchants Mutual visits Writing Requirements Having obtained the desired names and addresses of the firms from any of the above sources, you may start sending letters or circulars to the parties concerned. This type of letter is an outgoing letter and may be called a “First Enquiry”. The purpose of writing this kind of letter is to get the receiver to respond positively so you need to give complete information about yourself and to b