Session 3,Unit 7 Import and Export,Business communication,Listening & Speaking,Letters to Establish Business Relations,Layout Tips Practice,Layout of Letters to Establish Business Relations,A letter to establish business relation should contain the following information: How the receivers name and address is known to you; Your desire to establish business relations with him; What you want to sell or buy; You are looking forward to an early reply.,Be Clear: let your reader know exactly what you are trying to say. Be Conversational: dont address it “to whom it may concern” if it is possible; you cannot build a relationship with canned impersonal letters; keep the tone businesslike, but be friendly and helpful.,Tips for Writing Letters to Establish Business Relations Try using the “7 Cs”:,Be Courteous: let your reader know exactly what you are trying to say; your reader will respond quickly if your meaning is clear. Be Concise and to the point: when writing a business letter, explain your position in as few words as possible. Be Correct: take the time to make sure you have the facts straight before putting them in writing,Tips for Writing Letters to Establish Business Relations Try using the “7 Cs”:,Be Convincing: most likely the purpose of your letter is to persuade your reader to do something change their mind, correct a problem, send money, or take action. Be Complete: dont omit necessary information.,Tips for Writing Letters to Establish Business Relations Try using the “7 Cs”:,1 Work in pairs. Read the letter for establish business relations and find out all the elements contained in it .,Practice,Sample,Happiness Co. Ltd 294 North St., Redwood City, CA 0987 Dec, 25th, 2013 Dear Sir: On the recommendation of your Chamber of Commerce, we have learned with pleasure the name and address of your firm. We wish to inform you that we specialize in the export of Chinese textiles and shall be glad to enter into business relations with you on the basis of equality and mutual benefit.,Salutation,Information channel & self-introduction,Logo of the company,Sample,To give you a general idea of our products, we are sending you under separate cover a catalogue together with a range of pamphlets for your reference. Please let us have your specific enquiry if you are interested in any of the items listed in the catalogue. We shall make offers promptly. We look forward to your early reply. Yours sincerely S. Lewis Deputy Manager,Enclosed materials,Job title,Signature,Wish to develop further relations with each other,Appropriate closing,2 Supposing you are Ms. Dior, the manager of Fortune Textile Exporting Co., Ltd., Shanghai Branch. Write to Mr. Pan, the manager of an importing company., Look forward to the establishment of business relations; Express the desire to receive the reply as soon as possible.,2 Supposing you are Ms. Dior, the manager of Fortune Textile Exporting Co., Ltd., Shanghai Branch. Write to Mr. Pan, the manager of an importing company.,Dear Manager Pan, We get news from the Weekly of July 10th that you were importers of ample textile, cloth and leather. We are exporting first-class products of that kind. They are very popular in Europe, Africa, and South-America. And we are ready to enter the market of the United States. If you are interested in our products, we will,immediately send a sample to you. We can assure you of the quality, favorable terms and credit. As to our credit, you can refer to Shanghai Camber of Commerce and the Bank of China, Shanghai Branch. Looking forward to your reply. Sincerely, Dior (Signature) Dior,Negotiating Skills,Listening Communication skills Speaking Practice,Listening Task 1 Task 2,1 Listen to a passage and fill in the blanks. An 1_ is a promise to supply 2 _on the terms and conditions stated. It can be 3 _ which is a promise to sell goods at a stated price, usually within a stated period of time or a 4 _ offer which is made without engagement and is subject to the sellers confirmation. Usually an offer includes the following items: A. name of the goods, B. 5 _, C. quantity, D. 6 _, E. discount, F. 7 _,offer,goods,a firm offer,non-firm,quality or specifications,details of prices,terms of payment,1 Listen to a passage and fill in the blanks. G. time of shipment, and H. 8_so as to enable the buyer to make a decision. A 9 _ may reject the terms and conditions in the non-firm offer and 10 _ his own terms and conditions. This process of offer_ counter-offer_ counter-counter-offer is the process of bargaining.,packing,buyer,counter-offer,2 Listen to the dialogue and choose the best answer.,1. How did Mr. Black get to know Mr. Huangs company? A. From a business partner. B. From an acquaintance. C. From the commercial association. D. From a local person. 2. What field does Mr. Blacks company engage in? A. Agriculture. B. Industry. C. Chemist