《外贸英语函电》2.ppt

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1、《外贸英语函电》Unit2EstablishingBusinessRelations建立业务关系BasicKnowledgeConcernedLetter-writingGuideOtherCommonlyUsedExpressionsandSentencesSampleLettersPracticalTrainingPartOnePartTwoPartThreePartFourPartFiveContentsPartOneItisfairlytruetosaynocustomer,nobusiness.Toestablishbusine

2、ssrelationswithprospectivedealersisoneoftheimportantundertakingseitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.Establishingbusinessrelationsisthefirststepintransactioninforeigntrade.Ifanewfirm,orratheracertaincorporationofours,wishe

3、stoopenupamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries,thepersonsinchargemustfirstofallfindoutwhomtheyaregoingtodealwith.Weshouldnotonlydoeverythingpossibletoconsolidateoldcustomersbutalsoseeknewonestoenlargeourbusiness.1.TheSignificanceofEstablishingB

4、usinessRelationsPartOneUsually,youcansecureallthenecessaryinformationaboutanewcustomerwiththehelpofthefollowingchannels:2.TheMainChannelsandMethodsforEstablishingBusinessRelations(1)banks;periodicals;advertisementsinnewspapers,magazinesoronTV;theintroductionfromyourbusi

5、nessconnections;themarketinvestigations;thecommercialcounselor’soffices;theindustrialchambers;thechambersofcommercebothathomeandabroad;inquiriesreceivedfromthemerchantsabroad;self-introductionbymerchantsthemselves.PartOneSometimes,akindofmiddlemanisnecessarytobringt

6、wocompaniestogether.Havingobtainedthedesirednamesandaddressesofthefirmsfromanyoftheabovesources,youmaystartcontactingtheprospectivecustomers.Themainmethodsinclude:2.TheMainChannelsandMethodsforEstablishingBusinessRelations(2)communicationinwriting;attendanceattheexportc

7、ommoditiesfairs;contactattheexhibitionsheldathomeorabroad;mutualvisitsbytradedelegationsandgroups.Ofalltheabovemethods,thefirstoneiswidelyusedinbusinessactivities.PartOneGenerallyspeaking,thecontentsofaletterrequestingabusinessrelationshipincludetellingtheprospectivecus

8、tomershowandwheretheirnamesandaddressesareknown,self-introducing,indicatingyourdesiretoenterinto