外经贸英语函电与谈判课件中国商务出版社unit 2
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外贸英文函电Unit2 Establishing business relations
Useful Expressions 讲解
1.How his name is know
1)obtained/heard/learned/indebted your(fax number/business scope/products/E-mail address)from… e.g we have obtained your information from China council for the Promotion of International Trade in Beijing.我们从北京的 中国国际贸易促进委员会那里获悉了贵公司的信息。 2) have one’s name and address from….. e.g we have your name and address from the Commercial Counselor’s Office of your embassy in Beijing and are now writing to you for the establishment of business relation 我们从 贵国驻京使馆商务参赞处获悉贵公司姓名及地址，现特致函与 贵公司建立业务关系
establishingbusinessrelationspartsbusinesslettersdatalineinsidenamecomplimentaryclosesignatureretrospectessentialpartsattentionlinesubjectlinereferencenotationcarboncopynotation抄送postscriptoptionalpartscourtesyconsiderationcompletenessclarityconcisenessconcretenesscorrectnesswritingprinciplesbusinesslettersindentedform缩格式blockedform齐头式modifiedblockedform改良齐头式layoutbusinessletter所谓缩格式信函有以下特征日期靠右具体收信人和事由居中结尾敬语和落款偏右齐头式特征除信头外全部左对齐段落间用空格改良齐头式兼具缩格与齐头的特征案号和日期靠右落款偏右其他全部左对齐envelopaddressingdoinginternationaltradevitalstepestablishbusinessrelationspromotegoodwillpotentialdealers
国际商务函电第二章Unit02 Establishing Business Relations
10. in compliance with 按照 e.g. In compliance with your request, we are sending you our samples by air. 应你方要求，我们用航空邮件给你们寄去了 我们的样品。 comply (v. ) with 按照，与…相符，遵守，满 足
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
3. intend v. 想要, 打算后常接动词不定式 e.g. They intend to place an order with you. 他们打算跟贵方订货。 We intend to extend our business activities. 我们打算扩大我们的业务范围。 4. enquire v. 询问 e.g. We would like to enquire whether you can supply the following items. 我们想询问一下，贵公司能否提供下列商 品。
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
5. catalogue n. 目录 quotation n. 报价，报价单 pricelist n. 价目表 6. cooperation n. 合作，协作 cooperate v. 合作，协作 e.g. Let’s cooperate with each other for our mutual benefits. 为了我们双方的利益，让我们合作吧。 I need your cooperation in this matter. 在这件事情上，我需要你的合作。
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
3. intend v. 想要, 打算后常接动词不定式 e.g. They intend to place an order with you. 他们打算跟贵方订货。 We intend to extend our business activities. 我们打算扩大我们的业务范围。 4. enquire v. 询问 e.g. We would like to enquire whether you can supply the following items. 我们想询问一下，贵公司能否提供下列商 品。
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
5. catalogue n. 目录 quotation n. 报价，报价单 pricelist n. 价目表 6. cooperation n. 合作，协作 cooperate v. 合作，协作 e.g. Let’s cooperate with each other for our mutual benefits. 为了我们双方的利益，让我们合作吧。 I need your cooperation in this matter. 在这件事情上，我需要你的合作。
商务英语函电unit2
4. Expressing We look forward to receiving.../hearing from you soon/in the your expectation near future. （ 希望尽快收到……）
Part Two
Steps/Contents Typical Expressions
Part Two
Steps/Contents
2. Selfintroducing
Typical Expressions
On the recommendation of …,we have learned that… （通过……推荐，我们得知……） Your company has been kindly introduced to us by …… （……把贵公司介绍给我们。） We write to introduce ourselves to you as a... （作为……,特来函自我介绍｡） Our lines are mainly... （我们主要从事……）
Part Two
Steps/Contents Typical Expressions
For letters requesting for the establishment of business relations
1. Telling the prospective customers how and where their names and addresses are known
We were very pleased to obtain your name from... （我们很高兴从……处获得贵公司的名称。）
We are delighted to learned from... that... （我很高兴……处得知……）
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Unit 2 Establishing Business Relations
From the E-mail sent back by our Toronto Office, we know that you are one of the firms of good standing and reliability in Toronto and are particularly interested in the export of various papers to China.
Unit Two Establishing Business Relations
(建立贸易关系)
国外市场寻找新客户的主要渠道：
❖ Internet ❖ Exhibition and trade fairs ❖ Banks ❖ Advertisements ❖ Chamber of Commerce ❖ Trade directories 行业名录 ❖ Commercial Counselor’s Office 商务参赞处 ❖ Market investigations ❖ Enquires received from foreign merchants ❖ Self-introduction or introduction from his business connections ❖ a branch office or representative abroad
By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed matters for reference.
Unit Two Establishing Business Relations
(建立贸易关系)
国外市场寻找新客户的主要渠道：
❖ Internet ❖ Exhibition and trade fairs ❖ Banks ❖ Advertisements ❖ Chamber of Commerce ❖ Trade directories 行业名录 ❖ Commercial Counselor’s Office 商务参赞处 ❖ Market investigations ❖ Enquires received from foreign merchants ❖ Self-introduction or introduction from his business connections ❖ a branch office or representative abroad
By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed matters for reference.
编外经贸英语函电与谈判课件U2
Written Style: Business English correspondence is commonly written in a formal writing style that follows standard English grammar and punctation rules
04
Managing leverage: identify and use your leverage points to gain an advantage
The Process and Steps of Business Negotiation
Preparation
Gather information: Research the other party, their interests, and any relevant industry information
02
Fundamentals of Business Negotiation
Strategies and Techniques for Business Negotiation
01
Strategies for Successful Negotiation
Long term relationship strategy: foplication of Business English Response in Business Negotiations
The role of economic and trade English coherence
in business negotiations
Communication medium
• Practical operation and simulated negotiation
编外经贸英语函电与谈判课件U
Case 1: Acme
Case 2: Global
Corporation secures a Resources Inc.
lucrative contract with expands its market
Courtesy and Etiquette
Maintain a professional tone throughout the letter. Avoid using colloquial language or slang.
Organize the letter in a logical and coherent manner to ensure that the reader can easily follow the content.
Adhere to proper courtesy and etiquette in your correspondence to maintain a positive business relationship.
The Language Characteristics of Business English
Maintaining relationship
Continuing to communicate and maintain contact with the other party to build long-term cooperation and trust.
04
Analysis of Business English Correspondence and Negotiation
Opening strategy
Establishing a positive atmosphere in the negotiation, clarifying the negotiation objectives, and showing a sincere attitude.
Unit-2-Establishing-Business-Relations-1ppt课件
• 5. approach v. 与……接洽
e.g. We have been approached by several buyers for the supply of walnuts.
精选2021版课件
10
Notes to Letter One
பைடு நூலகம்
6. state-operated corporation 国营公司 7. handle v. 经营
精选2021版课件
12
Notes to Letter One
11. covering 包括……的 , 涉及……的 , 有关……的
e.g. Please let us have your pricelist covering your typewriter
12. sth. be of interest to sb. 使感兴趣 , 有兴趣
2
Exporter’s Self-Introduction
3
Sum-up
精选2021版课件
2
Introduction
Just as a factory requires a complete set of
machinery to proceed with production, so does a
over radio, on TV and so on.
精选2021版课件
5
Having obtained the desired names and addresses of the firms from any of the above-listed sources, he/she may start sending letters or circulars in the current-wildly used form as email or fax to the parties concerned. Such letter can be called a “first-contact” letter. As the saying goes: Wellbeginning is half done. Thus to write correctly and properly is of vital importance.
e.g. We have been approached by several buyers for the supply of walnuts.
精选2021版课件
10
Notes to Letter One
பைடு நூலகம்
6. state-operated corporation 国营公司 7. handle v. 经营
精选2021版课件
12
Notes to Letter One
11. covering 包括……的 , 涉及……的 , 有关……的
e.g. Please let us have your pricelist covering your typewriter
12. sth. be of interest to sb. 使感兴趣 , 有兴趣
2
Exporter’s Self-Introduction
3
Sum-up
精选2021版课件
2
Introduction
Just as a factory requires a complete set of
machinery to proceed with production, so does a
over radio, on TV and so on.
精选2021版课件
5
Having obtained the desired names and addresses of the firms from any of the above-listed sources, he/she may start sending letters or circulars in the current-wildly used form as email or fax to the parties concerned. Such letter can be called a “first-contact” letter. As the saying goes: Wellbeginning is half done. Thus to write correctly and properly is of vital importance.
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Part Two
Steps/Contents Typical Expressions
For letters requesting for the establishment of business relations 1. Telling the prospective customers how and where their names and addresses are known Your company has been kindly introduced to us by... 贵公司由……介绍给我们｡ We have learned from... that... 我们通过……得知…… On the recommendation of... , we have learned that... 通过……的推荐, 我们得知…… Through the courtesy of..., we know your company... 承蒙……我们 得知…… We were very pleased to obtain your name from... 很高兴从……处获得贵公司的名称｡
Part Two
Steps/Contents Typical Expressions we are delighted to learn that... 我们很高兴得知…… We have your name and address from... 我们从……得知贵公司的名称和地址｡ We write to introduce ourselves to you as a... 作为……,特来函自我介绍｡ Our lines are mainly... 我们主要从事…… 2. Self-introducing
banks; periodicals; advertisements in newspapers, magazines or on TV; the introduction from your business connections; the market investigations; the commercial counselor’s offices商务参赞处; the embassy; the trade directory; the chambers of commerce both at home and abroad; inquiries received from the merchants abroad; self-introduction by merchants themselves.
Lesson 2
Establishment of Business Relations
建立业务关系
Contents
Basic Knowledge Concerned Letter-writing Guide
Part One Part Two Part Three Part Four Part Five
Part One
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 business relations, 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 business relations, the contents may include expressing your thanks for the incoming letter, expressing your agreement / desire/wish to establish business relations with the addressor and indicating the action you are going to take.
Our corporation is established for the purpose of... 本公司是以……为宗旨而建立的｡
Our corporation is specialized in... 本公司专营…… We handle various kinds of... 本公司经营各种……
We need a regular supply of... 我方定期需要……
We are in a position to supply... 我方可供应…… We would be glad to... 我们将乐于……
Part Two
Steps/Contents Typical Expressions We now avail ourselves of this opportunity to... 我们借此机会…… 3. Indicating your purpose and desire If you need... , please (don’t hesitate to) let us know. 如果你们需要……,请(毫不犹豫)地告知我们｡ Should there be anything else we can do for you, please let us know. 如果我们还能为你们做些其他事情,请告知｡ Should you require... please don’t hesitate to contact us. 如果你们需要……,请毫不犹豫地和我们联系｡ 4. Expressing your expectation We look forward to receiving.../hearing from you soon/in the near future. 希望尽快收到……
我们已经从事……多年｡
Part Two
Steps/Contents Typical Expressions As you may know, we supply... 如贵公司所了解, 我们可供 应…… We would like to take this opportunity to introduce 2. Self-introducing ourselves as... 我们借此机会自我介绍,我们是…… We would like to take the liberty of introducing ourselves to you with a view to... 我们冒昧自荐,希望……
Part Two
Steps/Contents Typical Expressions We are willing to... 我方愿意…… e express our desire to... 我们想表达……的意愿｡ We are now writing you for... 我们特致函…… 3. Indicating your purpose and desire We are desirous of... 我方很希望…… With a view to..., we... 本着……的意愿, 我方…… We are interested in... 我方有兴趣……
Part One
2. The Main Channels and Methods for Establishing Business Relations (2) Sometimes, a kind of middleman is necessary to bring two companies together. Having obtained the desired names and addresses of the firms from any of the above sources, you may start contacting the prospective customers. The main methods include: • communication in writing; • attendance at the export commodities fairs; • contact at the exhibitions held at home or abroad; • mutual visits by trade delegations and groups. Of all the above methods, the first one is widely used in business activities.
Other Commonly Used Expressions and Sentences
Practical Training
Complementary Exercises
Part One
1. The Significance of Establishing Business Relations It is fairly true to say no customer, no business. To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover. Establishing business relations is the first step in transaction in foreign trade. If a new firm, or rather a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the persons in charge must first of all find out whom they are going to deal with. We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business.