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LearningObjectivesEstablishingbusinessrelationswithprospectiveclientsUnderstandingbusinessetiquetteWritinglettersforestablishingbusinessrelations◆Warm-upPractice◆Follow-upPractice1.Introduction:businesschannelsandinformation2.LettersforestablishingbusinessrelationsA.ImporterwritestoExporterB.SelfintroductionbyexporterC.ExporterwritesImporterD.SelfintroductionbymanufacturerE.ManufacturerwritestoImporterF.LetterReferringtoabankreferenceG.Replytotheabove3.SupplementChinglishExamples1.大片*bigmovie;blockbuster早恋*earlylove;puppylove方便面*convenientnoodles;Instantnoodles拳头产品*fistproduct;knockoutproduct新闻自由*freedomofnews;freedomofpress买一赠一*Buyone,presentone.Buyone,getonefree.2.上海的交通很拥挤。*Shanghai’strafficisverycrowded.ThetrafficisveryheavyinShanghai.新学期已经过去一个多月了。*Ournewtermhaspassedonemonthandmore.Morethanonemonthhaspassedsincethenewtermbegan.Weneedtodiscusssomequestionsaboutwhatwearegoingtolearninthisunit.Sure,that’llhelpusunderstandbetteraboutwhatweareaskedtodo.Theestablishmentofbusinessrelationsisoneoftheimportantundertakingsinthefieldofforeigntradeasaforeign-tradefirmneedsextensivebusinessconnectionstomaintainorexpanditsbusinessactivities.Tradersmustnotonlydoeverythingpossibletoconsolidatetheirestablishedrelationswithfirmshavingpreviousbusinessbutalsodevelopandrevitalizetheirtradebysearchingfornewconnectionsfromtimetotime.Tofindourwhomafirmisdealingwith,informationisobtainablethroughdifferentchannels.Afterthat,lettersorcircularsshouldbesenttothepartiesconcernedtoexpresssimply,clearlyandconciselywhattheycansellorwhattheyexpecttobuy.1.Establishingbusinessrelations2.Discussion1）Nowasaclass,pairsorgroups,thinkofasmanychannelsasyoucanthatareassociatedwithestablishingbusinessrelations.tradefairBusinessChannelEstablishingBusinessRelationsNotransactionscanbeconducteduntilcontactshavebeenmadebetweentwoormorecompanies.Toestablishbusinessrelationswithprospectivedealersisoneofthevitalimportantmeasuresbothforanewlyestablishedfirmandanoldonethatwishestoenlargeitsbusinessscopeandturnover.Businessrelationscanbeestablishedthroughthefollowingchannels:1)Banks;2)Tradedirectory;3)Chinesecommercialcounsellor’sofficeinforeigncountries;4)Businesshousesofthesametrade;5)Advertisements;6)Tradefairsandexhibitions;7)Chambersofcommerce;8)Introductionfrombusinessconnections;9)TheInternet.2）Ofallthechannels,whichdoyouthinkisthemosteffectiveone?Why?3）Whatwillyoudotomaintaintheestablishedrelations?4)Whyarepeoplestillwritingletterswhileit’ssoconvenienttosendfaxesandemail?WhyfirmsestablishbusinessrelationNocustomer,NobusinessNewcustomer,NewBusinessWHYSNAILMAILISSTILLNEEDEDLetters—nowfondlyknownas“snailmail’arestillusedforvariousreasons:1.Theyseemparticularlyappropriateforformalintroductionstocompanies,confirmationofcontractsandthankyoumessages,possiblybecausetheycanseemappropriatelyformal,caringorimpressive(ifprintedongoodpaper).2.Theycanbeausefulback-uptoimportante-mailedorfaxedmessages.3.Theycanbeusedtosendbulkymaterial,suchasbrochuresorsamples.4.Theycanbeusedwhenthereareproblemswiththetechnologyrequiredforfaxesande-mail.8.Theycanbesenttoorfromcompanieswhichhavelimitedtechnology.1.Importerwritestoexporter1.Wehaveobtainedyouraddressfrom……2.Wearenowwritingyouforestablishing……3.Wearewellconnectedwithall……4.Wefeelsurethatwecanselllargequantityof……5.Atcompetitiveprice,价格，竞争力，优势Competewith/againstsbinsth在某方面与某人竞争Competewith/againstsb.forsth为^事情与某人竞争Competition,competitor.6.Standing资信情况，信誉等Standingcost/orders/directorsCreditstanding/financialstanding/finances1.Importerwritestoexporter7.“关于”的表达：asfor……，regarding……，asto……Withregardto……，inregardto……，asregards8.Pleaseletushaveallnecessaryinfo.Regarding……2.Selfintroductionbyexporter1.Wewritetointroduceourselvesasoneofthelargestexporters……ofawiderangeof……2.Weenclosedacopyofourlatestcatalogcoveringthedetailsofalltheitemsavailableatpresent,andhopesomeoftheseitemswillbeofinteresttoyou.3.Itwillbegreatpleasuretoreceiveyourinquiries……4.Sendyouourlowestquotations.5.Wewouldbemostgratefulifthislettercouldbeforwardedtothecorrectimportcorporation.6.Wearelookingforwardtoyourfavorableandpromptreply.7.Available:可利用的，可得到的，可提供的Productsavailable现有可提供的商品Notavailable缺货，目前没有现货供应的。Thisistheonlystockavailable.这是唯一可供之货。2.Selfintroductionbyexporter8.询价，询盘inquiry（美国）或enquiry（英国）9.Quotationn.报价Quotationtable/list价目表Exchangeratequotation外汇行情Discountquotation贴现行情Marketquotation市场行情Quotev.开价，报价Quoteaprice/afavorableprice10.Dealwith经营，处理，表示经营某类商品的词还有handle,dealin,tradein,beinthelineof等11.Forward,forwardsthtosb转交、转发12.Favorable有利的，赞成的，对有帮助的befavorabletosth/sb表示赞同某事,对某事或某人有利befavorableforsth表示对某种行为有利Favorablereply（敬候）佳音，好消息Favorableprice优惠价格3.Exporterwritestoimporter◆exporter’sself-introduction1.Wehavedonebusinessformanyyears2.Specializedinsth专门从事，经营3.Enjoygreatpopularity.享有盛誉，此外还有bemostpopularwiththecustomerscommandagoodmarketsellfast/enjoyfastsalesbeuniversallyacknowledgedbeunanimouslyacclaimedbythecustomers.4.Ihopethatyoucancontactusifanyitemisinterestingtoyou5.畅销品readyseller,quickseller,quick-sellingproducts3.Exporterwritestoimporter◆e