商务函电_Correspondence_2_-_Establishing_Business_Relations

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1、ChapterIIEstablishingBusinessRelations建立业务关系7/22/20211TeachingObjectivesKnowwheretoobtaintheinformationaboutthemerchantsinforeigncountriesKnowtheessentialcomponentsofalettertoestablishbusinessrelationsManytypicalsentencesandexpressionsinwritingsuchletters7/22/20212Warming-upQuestionsIntroducti

2、onofEstablishingBusinessRelationsWhereandHowcananexporterseekapotentialcustomer?Supposeyouarewritingalettertoapotentialcustomertoestablishbusinessrelations.Whatwillyouwriteinyourletter?7/22/20213Lead-inSequenceofInternationalTradeStep1:Preparation:marketinvestigation→E.B.RStep2:Negotiation:inq

3、uiry→offer→counter-offer→order→acceptance&contractStep3:Fulfillmentofcontract:L/C→packing,shipment,insurance,inspection,documents→ship→complaints,claims&adjustments7/22/20214Ininternationaltrade,onemayestablishbusinessrelationsthroughthefollowingchannels:BanksChamberofCommerceBusinessassociate

4、ofthesameTradeCommercialCounselor’sOfficeTradeDirectoryAdvertisementsExhibitionsandTradefairsMarketsurveyRecommendationbyabusinessfriendoraclientOthersources:internetChannelsofObtainingInformation7/22/20215StructureoftheBodyWritingPrinciplesOutline:a.Thesourceofinformationb.Theintentionofwriti

5、ngtheletter(toestablishbusinessrelations)c.Self-introductiond.Closingsentence:Expressthehopeforfuturecooperation7/22/20216SampleAnalysis7/22/20217SampleAnalysis7/22/20218SampleLetter2DearSirs,WeoweyournameandaddresstotheBankofChina,NewYorkBranch,whichtoldusthatyouspecializeintheexportofChinese

6、textilesandcottonpiecegoods.Ourcompanyimportsgeneralmerchandise.Wehavebeeninbusinesssince1949,andthereforehavewideexperienceinallthelineswehandle.NowweareinthemarketforPrintedShirtingfromyourcountry.Ifyoucanassureusofworkableprice,excellentqualityandpromptdelivery,weshallbeabletodealinthesegoo

7、dsonasubstantialscale.OurbankersareChaseManhattanBankandtheHongKong&ShanghaiBankingCorporationofHongKong.Theycanprovideyouinformationaboutourbusinessandfinances.Wewouldhighlyappreciateitifyouwouldsendusbyairmailcatalogues,samplebooksand