unit 2 Establishing Business Relations
unit2 Establishing business relations
--to send or ship forward
Notes to the tБайду номын сангаасxts:
3) With a view to (doing) Will you please let us know your trade terms and forward your samples with a view to
补充:Tips for writing sales promotion letters:
1. Match the needs of the target audience
2. Get to the point 3. Sell benefits, not features 4. Include testimonials
.I wonder if you need this product.If you are interested in our products, please kindly give me a reply.
Maybe now you have regular business partners.If so,please leave my message in your mail box, maybe someday it will be useful.
We are a factory of fiberglass in China and our main product is chopped strand mat (CSM) and stitch chopped strand mat and etc.
外经贸商务英语函电课文翻译及练习答案(L1-L8)
Chapter II Establishing Business RelationsLesson One Developing Client BaseChinese Version:敬启者：我方从贸易向导网获悉贵方行名与email地址，并得知你方需求购圆珠笔。
我们在此介绍本公司及产品，以期与你方建立业务关系。
我们专营圆珠笔的生产和出口已超过六年，我们的产品品种多样，质量上乘，价格极具竞争力。
欢迎登录我们的网站了解我公司概况及最新产品信息。
如果你对我们任何产品感兴趣，请告知，我们乐意提供详情。
作为积极的制造商，我们每月都有推出新产品。
如果你们感兴趣，我们乐意定期为你们提供新信息。
谨上Key to ExercisesI. Translate the following expressions into Chinese or vice versa:1.进出口2.建立业务关系3.想要购买4.贸易向导5.最新设计6.specialize in7.be of interest to8.be on the market9.manufacturerpany profilesII. Fill in each of the following blanks with a proper preposition：1. in, for2.of, of, to3.into,with,in,of4.from,of, in, with, for, of5.of,ofIII．Fill in the missing words in the following blanks with the first letter given：introduce, range, attach, trust, items, interest, interested, receiving, which,quotationsIV. Translate the following sentences into Chinese:1.伦敦史密斯有限公司向我们介绍，贵公司是纺织品的主要进口商。
外贸函电unit2(第三版)ppt课件
Part 1 Basic Knowledge Concerned
3. The Main Contents of a Letter for Establishing Business Relations
Generally speaking, the contents of a letter requesting a business relationship include telling the prospective customers how and where their names and addresses are known, self-introducing, indicating your desire to enter into a business relation, or sometimes making general inquiries and expressing your expectation for cooperation or early reply, etc. While for letters in reply to the letters requesting for a business relation, the contents may include expressing your thanks for the incoming letter, expressing your agreement/desire/wish to establish a business relation with the addressor and indicating the action you are going to take.
Unit 2 Establishing Business Relations
英语商务函电PPT-Unit2 Establishing Business Relation
1．首先说明信息来源; 2．写信的目的; 3．对你的公司作一个简单的介绍; 4．表达与对方合作和早日收到回复的愿望。
1．首先说明信息来源:如何取得正规可靠的 印象 （information channel/ information sources） The source of information （how you learned of his company）
出口商主动联系进口商目的： （1）扩大交易地区及对象； expand our products into （2）建立长期业务关系； establish long- term business/trade relations with you （3）拓宽产品销路。 expand our products
4、市场调查
Market survey market investigation
Introduction
7. desirous adj.想要的，渴望的 △ be desirous to do sth 热切盼望做某事 be desirous of 接动名词 渴望做某事 They are desirous of entering into direct trade relations with you.
trading
company trade in goods trade in services
5、market In the market for: 要买 We are in the market for wool. Find a market: 找销路 We are trying to find a market for this article.
外贸英语函电2建立业务关系
2) learn from 获悉 We learn from Mr.Smith that your firm specializes in textile , and would like to establish business relationship with you. 我们从史密斯先生处获悉你公司经营纺织品，现 愿与你公司建立业务关系。
3）please be informed that… Please be informed that we have already sent the samples required. 兹通知你方，我方以将所索样品寄出。 4) Keep sb informed of/that 随时告知 We hope you will keep us informed of the market condition at your end. 希望随时告知你方的市场情况
4、market 1）作名词，市场、销路 a. come to(into) the market 上市 We will contact you as soon as the new crop comes to market. 一旦当年收成上市，我们定将和你方联系
b. find a market 找销路 We are trying to find a market for this article.
g. in line(out of line ) 相合（不相合） Your price is quite in line, but the time of shipment is too extended. 你的价格尚可，但船期太迟。 Your price is entirely out of line with the market. 你的价格与市价完全不符。 h. 作动词，解释为“衬里” Please line the case with wax paper. 箱内请用蜡纸衬里。 Lining n. 里衬
外贸函电_Unit 2建立贸易关系
Unit Two
Section 2:Specimen Letters
• We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. • We are a state-operated corporation. Handling both the import and export of textiles. In order to acquaint you with our business lines, we enclose a copy of our Export List covering the main items suppliable at present. • Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.
Unit Two
Section 2: Specimen Letters
4. according to customers’ samples, specifying designs,
specifications and packing requirements. 依据顾客的样品、专门的设计、具体规格和包装 要求 5. with customers’ own trademarks or brand names. 拥有自己的商标和品牌
Unit Two
外贸英语函电unit-2
外贸英语函电unit-2Unit 2 Establishing Business Relations & Inquiring Credit Reference1.重点信函：建⽴贸易关系的信函（范例可参见课本第25、30、31及34页），包括的内容有:A.The Source of InformationB.The Intention of the LetterC.The Business Scope of the CompanySelf-introductionD.The Financial Position and Integrity of the CompanyE.The Enclosure/RequestsF.The Close of the Letter2.重点句型（可⾃⾏选择⼀两句识记）：A.The Source of InformationWe have learned/heard from… that…We have obtained your name and address from…We owe your name and address to…, who have informed us that…Your name and address has been recommended to us by…, with whom we have done business for many years.Through the courtesy of…, we have come to know your name and address and are informed that…On the recommendation of…, we have learned with pleasure your name and address.B.The Intention of the LetterWe write to you now with a view to building up business relations with your firm.As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you. C.The Business Scope of the CompanyOur company deals with (deals in, trades in, handles, is in the line of, specializes in) the import and export of …我公司经营…的进出⼝业务。
Establishing Business Relations
Letter 2-2 Dear Sirs, We have obtained your name and address from Fort & Co. Ltd. and we are writing in the hope that you would be willing to establish business relations with us. We have been leading importers of casual shoes for many years. At present, we are interested in extending our range and appreciate your catalogues and quotations. If your prices are competitive, we would like to place a trial order with you. We look forward to your early reply. Yours faithfully,
Unit 2 Establishing Business Relations
Before establishing the business relations, we should investigate: credit status 资信状况 Business Scope and Ability 业务范围和能 力 Attitudes of His Clients 客户意见
Dear Sirs,
Recently we have received an order to the value of USD 150,000 from a new customer – the Colston Engineering Company, Ltd., in Lagos, Nigeria. As we have never done any business with them before, we wonder if you could obtain for us information about their financial and credit standing. Their reference is the National Bank of Nigeria, Lagos. Any information you may give us will be treated strictly in confidence. Thank you in advance for your cooperation. Yours faithfully,
外贸函电第二版-Unit 02 建立业务关系讲解
(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. 现函告：我公司为食品大经销商，在国内 拥有大批客户。
12
We are willing to enter into business relations with you.（我们愿意和贵方建立业务 关系。） （3）表 达写信目 的 We are now writing you for …（我们现写信愿 意……。） We are desirous of …（我方愿意……。） We express our desire to …（我方愿意……。）
8
deal in
买卖，经营； 经售； 经销 That shop deals in men's clothing. 那家商店经营男士服装。 The shares of that company have not been dealt in for some time. 那家公司的股票有好些日子没有经营了。
Anticipate 预感； 预见； 预料； 先于…行动
5：要求寄送/主动寄送有关资料 (1) Please send us your catalogue and quotations. 请给我们寄你公司的商品目录和价目单. (2) We have airmailed samples of our new articles for your reference under separate cover. 我们另航空邮寄新品种的样品供你方参考。 (3) We would appreciate it if you could send us an up-to- date price list for your electric products. 你们若能寄来一份电子产品的最新价目表，我们 将非常感谢。
Unit 2 Establishing Business Relations
Unit 2 Establishing Business RelationsPart Two Specimen Letters1.Developing Potential Customer (1)To:From:Subject: Hand tool supplierDear Judy,Glad to find your email address from website.We supply all kinds of hand tools to global market with good quality and reasonable price, and very familiar with ANSI, BS, DIN, NF and JIS tool standards.Per my visiting your company web, I found that you have several chain stores in Europe, US and Japan. It is our pleasure to find a way to cooperate with you!Here attached some photos for our showroom and some current hot-selling items.I will send you the offer sheet, factory audit report and 3rd party testing report in other separate emails soon.Best regards,Shirley ChengDeveloping Potential Customer (2)Hi Sir/Madam,Glad to hear that you're on the market for furniture, we specialize in this field for 14 years, with the strength of ERU&USA ANTIQUE FURNITURE, with good quality and pretty competitive price.Also we have our own professional designers to meet any of your requirements. Should you have any questions, call me, let's talk details.Best regards!LeonDeveloping Potential Customer (3)Hey guy,XYZ trading here, exporting LANTERNS with good quality and low price in US.Call me, let's talk details.Rgds,RickCell phone:Developing Potential Customer (4)Dear Mr. Mukund Kamath,Glad to get your contact info from Indiamart!We supply homogenizers and ice cream freezing machine with good quality and very competitive price. Hope to be a partner of your company!E-catalog will be provided if needed.Email me or just call me directly. Thank you!Best regards,MandyDeveloping Potential Customer (5)Dear Sir or Madam,Are you interested in saving some money on importing any of the following?- High quality thickness planer- Bench planer- Combined planer & thicknesser- Woodworking machinesAll of our products are very affordable as a result of being produced in special economic development regions of China and we are more than happy to help you with the import/export process too!My contact details are below, and I would be glad to hear from you.Kind regards,Kevin ZhuSales Executive2.Contact Customer by B2B Web InformationDear Sirs,I got your business information online. We would like to cooperate with you on CARDS, and become your good partner in near future.With more than 12 years experience in manufacturing all kinds of PVC cards, paper cards, metal cards and smart cards in China, we’ve grown up into a main supplier in Italy, Germany, Sweden, France, Denmark and New Zealand etc. The daily output can reach millions of cards, including PVC blank and printed cards, paper cards, scratch cards, magnetic cards, IC cards, game cards, gift cards, member cards, pokers, playing cards, metallic cards, phone cards, irregular-shaped cards, ATM cards, ID cards, RFID tags etc. We welcome your ODM projects. All sizes and thickness can be done here.We welcome your enquiries. Please visit our official website at .It will be appreciated that if someone from your company could contact me freely. My email is :water@.Please let us become partners and start the initial cooperation soon.Looking forward to hearing from you.Best regards,Water3.Requesting Business AppointmentSubject: Meet in Canton FairDear Michael,Glad to meet you at Canton Fair! We’re pleased to know that you will come to Shanghai next week.If possible, please visit our company then. We could collect your interested items together in our showroom.Looking forward to your reply!Regards,Peter4.Scheduling Visiting ItinerarySubject: Preparing itineraryDear Michael,Thank you for your prompt reply! It is OK for us on 2nd Feb.Could you please advise your flight No.? We will arrange the pick-up at Shanghai Pudong International Airport and drive you to Hilton hotel after meeting.Kindly let me know if any change about your trip.Thanks and best regards,Peter5.Cancelling the MeetingSubject: Cancelling the meetingPeter,As I have another meeting in Qingdao, I won’t come to Shanghai in this trip.Maybe next time,Sincerely,Michael6.Following-up after MeetingSubject: Meeting recapJohn,According to your selection this morning, we’re now preparing for the offer sheet, and will send it to you in 3 days.Best regards,Stanley7.Contacting after Fairs (1)Subject: Offer for hand tool kitDear Catty,Thank you for visiting our booth in Koln Fair.According to your selection for hand tool kit, please find the photos with offer recap inattachment.I’m now checking with colleagues about the packaging info, and will send you the quotes in detail ASAP.The testing report will be sent to you in another separate mail.Best regards,Arthur8.Contacting after Fairs (2)Dear Sirs,Hope you are doing well.We met at the Las Vegas CES last month, and my name is Mark if you still remember. We are really impressed by your products. Here, I would like to mention that, during our meeting, you informed me about a possible discount for orders of large quantity, and I wonder if that condition still works.If it does, please inform me that exact terms and conditions at your earliest convenience.Looking forward to hearing from you.Sincerely yours,Mark9.Introducing Our AdvantageSubject: Advantage & testing reportJudy,Please find the 3rd party testing report in attachment. We have full of confidence to meet your quality level.By the way, kindly also find our advantages below.1)Have cooperate with a lot of importers in US for more than 8 years.2)Experienced in doing business with big customers.3)Quick delivery time for decent orders.4)Own designing team for new products development.5)Factory audited by SGS, INTERTEK & WAL-MART.6)Free samples could be provided.Any further questions, please do not hesitate to inform us!Best regards,Shirley10.Highlighting SpecialitySubject: Suggestions for OEM ordersDear Judy,Thank you so much for your prompt reply with nice suggestions. The delivery time for producing 3000 sets of tool kits in your brand is 30-40 days after order confirmedIn fact, it is no problem for us to handle OEM orders. But actually, we have other 2 options below to help you save the cost.Option 1:Please add the quantity to 4000 sets to fill in a full 40’FCL. The freight cost for each set will be cheaper than LCL shipment. By the way, as I mentioned in the offer sheet, the MOQ for each item in OEM is one 40’ container, or we have to charge USD200 as handling cost.Option 2:If you’d like to keep the previous quantity, we suggest you doing this order in our brand and current packaging to save the extra cost. No handling charge will be needed. And the delivery time could be short-ended to 20 days.Kindly check and advise your comments and decision.Thanks and best regards,Shirley ChengPart Four Exercises1. Translate the following phrases.1.建立业务关系2. 从事､经营……3. 专营……4. 业务范围5. 业务联系6. 请与我们联系7. (仅)供参考8. 关于……9. 与此同时10. 按照11. 达成交易12. 与……做生意13. 畅销品14. 最终用户15. 满足某人需求16. fall within the scope of …17. Please let us know. / Please inform us.18. keep sb. informed of19. at your end; in your place / area / district20. be connected with...21. do sth. upon your request22. Commercial Counselor’s Office23. Industrial Chambers24. Chambers of Commerce25. the enclosed catalogue/(latest) price list/quotation26. a (wide/full) range of2. Read the following letters and fill in the blank with proper prepositions.Letter 1We have come(1 )_____ know the name of your firm and take the pleasure(2) _____ addressing this letter to you (3) _____ the hope of establishing business relations with you.We specialize(4) _____ the exportation of Chinese light industrial products that have enjoyed great popularity in world markets.We enclose a copy of our catalogue(5) _____ your reference and hope that you would contact us if any item is of interest to you.Letter 2We have obtained your address(1) _____ a friend of mine in San Francisco and wish to enter (2) _____ business relations (3) _____ you.Your products are so attractive that we are confident (4) _____ securing large orders for you if your offer is competitive. We shall be obliged if you could send us quotations and sample books.We look forward (5) _____ your favorable reply.3. Supply the missing words in the blanks of the following letter. The first letters are given.Thank you for your letter of August 20, (1)i _ us that you are in the (2)m for Chinese toys.To give you a general idea of the goods we are (3)d in, we are sending you by air a complete set of our (4)s books together with full (5)d of our export prices and trade terms, which we hope will reach you in due course.Our goods are enjoying fast sales in many countries for their fine (6)q and reasonable (7)p in spite of the rise in the cost of raw materials. We are glad to say that all the goods listed in our sample books can be supplied from (8)s and according to your specifications.Should any of the (9)i be interesting to you, please don’t fail to send us your specific (10)e upon receipt of which, we will make an offer by e-mail.4. Translate the following sentences.1) 他们的主要业务是出口电子计算机。
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The Ss read the situation 1 freely and translate the letter with the partner. Conclude the The teacher help the Ss to understand the content of business letter. the letter.
PPT text book
教学 对象 分析
1、 Can read the letters about establishing business relations 教学 总结 2、 Know how to write the letters to establish business relations with foreigners 3、 Know through the business letters to promote the relationship
六、Homework The Exercise: P15-17
四、Situation 2
1、Key words and phrases.
教 案
编制/时间：
讲 义
页
码：5
Unit 2 Establishing Business Relations
一、Introduction. To establish business relations with the prospective traders is the first important step in international trade. No customer means no business. For a newly established company, to have a worldwide business contact will guarantee its larger business scope and turnover. 二、Dialogue. 1、bank: 银行 2、chambers of commerce in foreign countries: 外国商会 3、commercial counselor ’s office: 驻外领馆商务参赞处 4、fairs, Exhibitions, Expositions held both at home and abroad: 览会 5、Advertisement: 广告 6、internet : 互联网 7、sales representative : 商品经销代理 8、displayed : 展览 9、international exhibition : 国际展览会；博览会 10、further : 更进一步的，深一层的 11、specific requirement : 具体要求 12、place an order : 定购（货物）；预订 三、Letters. Situation 1. 1、obtain （get）得到，获得 Eg: Having obtain …… and …… from……. 2、in the hope of 希望 3、arts and crafts 工艺
1、New words 2、Translate the letter with the partner. 3、Conclude the content of the letter.
2、Read the letter freely 3、How to write letter to establish business relations 4、Translate the letter with the partner.
90min
教 案
编制/时间： 页 码：3
教 学 活 动 教学 流程 内 容 教学 手段 教师活动和学生活动 评价方法 与评价材料 时间 分配
Situation 1: request for the establishment of business relations
1、Make Ss understand the letter 1 2、Go over the new words in the letter 3、Translate the letter with the partner. 4、Write a reply letter to establish business relationship.
The students read and listen carefully, and then answer the questions.
7min Evaluate the students answer. 10min
课程 导入
2、 Learn the dialogue in the Unit2 3、State the objective: Today we will learn how to establish business relationship. Dialogue 1、 New words Sales representative be interested in displayed international exhibition further specific requirement place an order import 2、 About business letter to how to establish business relation 3、 Can read and translate the dialogue.
五、Situation 3
1、Key words and phrases. 2、Read the letter freely 3、How to write letter to promote business relations 4、Translate the letter with the partner.
45min
Situation 3: promoting business relation 2
1、Go over the new words in the with the partner.
The Ss read the situation 2 freely and translate the letter with the partner. The teacher will introduce how to write a reply letter.
1、 Greet with the students and ask Ss to prepare lessons before class. 2、Check the number of student.
organize
3min
复习 旧课
Please state the unit 1 words and sentences, read and write them. Asking 1、 General introduction, make Ss understand establish with who.
国内外举办的交易会，展览会，博
4、appreciate 感激，感谢 Eg: I greatly appreciate your kindness. 5、catalogues and quotations 6、in line 一致,适合 Eg: The new proposal is in line with our general line. 新建议和我们总的原则是一致的。 产品目录/样本; 报价/（货物或股票的）市价/价格
Teaching, Asking, Showing
教材及 参考资料
《国际商务实用英语》
教 学 1、Learn how to write business letter for establishing business relations. 目 标 2、Grasp the how to write the promoting business relations letter 教学 重难 点及 其突 出方 法、 化解 方法 教学 准备 The business words and sentences. How to establish the business. Key point: learn how to promote the business Solution: learn the business words and give some example letter and some business situation to students
Make Ss know the dialogue and new words, tell the Ss the objective.
理论 授新
Asking Discussing
Evaluate the General introduce the purpose of the establishing students business relations answer and The Ss read the dialogue freely and translate the translate the dialogue with the partner. dialogue
45min
Situation 2: promoting business relations 1
1、Go over the new words in the letter 理论 授新 2、Translate the letter with the partner.
Asking Discussing teaching
布置 作业
The Exercise: P15-17
教学 反思
教 案
编制/时间： 页 码：2
教 学 活 动 教学 流程 组织 教学 内 容 教学 手段 教师活动和学生活动 Check the number of student Consolidate the classroom dynamic. Cooperate the teacher. 评价方法 与评价材料 Daily attendance record 时间 分配