外贸函电Unit 2 Establishing Business Relationships_ZMCUnit 2 Establishing Business Relationships外贸函电Unit 2 Establishing Business Relationships_ZMCObjectives:Upon completion of todays class, you should:l know the ways that an exporter can use to seek new customers； l know how to write this kind of letter； l grasp the important words and phrases learned. 外贸函电Unit 2 Establishing Business Relationships_ZMCQuestions:nHow can an exporter seek a potential customer?nSuppose you are writing a letter to a potential customer to establish business relations. What will you write in your letter?外贸函电Unit 2 Establishing Business Relationships_ZMCIntroduction:Introduction: 1. Channels through which information 1. Channels through which information can be obtained: can be obtained: (the first two are the most reliable sources)(the first two are the most reliable sources)nChamber of Commerce both at home and abroad (国内外商务处/部)nBanksnTrade directories of various countries and regions （各地区贸易行行名录）nCommercial Counselors Office in foreign countries (驻国外商务处)nExhibition and trade fairs (展览会与贸易展销会)外贸函电Unit 2 Establishing Business Relationships_ZMCIntroductionIntroduction 2. Three points usually contained in letters 2. Three points usually contained in letters aiming at establishing business relations:aiming at establishing business relations:the source of your informationthe intention of writing this lettera brief introduction of ones own company, including: the business scope, credit standing or financial positions, products and services that can be provided, etc.外贸函电Unit 2 Establishing Business Relationships_ZMCthe source of your informationn the sources of information related to the addressee, for example, how you know his name and address e.g.: We have your name and address from the Commercial Counselors Office of your embassy in Beijing. Your firm has been recommended to us by Bank of China in Beijing. 外贸函电Unit 2 Establishing Business Relationships_ZMCthe intention of writing this letteryour intention, i.e. why you are writing to him e.g.: We would be pleased to establish business relationships with you. We are willing to enter into business relationships with your company on the basis of equality and mutual benefit.外贸函电Unit 2 Establishing Business Relationships_ZMCa brief introduction of your firm, e.g. your business scope, your branches, your financial standing and credit rating, etc. e.g.: We have the pleasure of introducing ourselves to you as a state-operated corporation dealing exclusively in light industrial goods. We are one of the largest importers of cotton and woolen piece goods in this city.a brief introduction of ones own companyHow to write a company introduction general information nThe year your company was established nYour companys location nIf you are a member of a group company nWhat products/services you offer nAny Foreign investment that you may have 外贸函电Unit 2 Establishing Business Relationships_ZMCHow to write a company introduction what we donProduct range/services offered nMachinery and technology used nProduction experience nNumber of staffnHow orders are handled nShare significant achievements that would be meaningful to buyers 外贸函电Unit 2 Establishing Business Relationships_ZMCHow to write a company introduction QA/QCnQuality certifications (such as ISO) allow for an increased level of trust and mentioning them in your company introduction can only benefit you. Additionally, adding your monthly output volume, countries/regions serviced and any major clients that you have will also build credibility with buyers. 外贸函电Unit 2 Establishing Business Relationships_ZMCWriting TipsnReplace long words with shorter ones. nMake sure each paragraph focuses on one idea. nState facts, not opinions: if your product is new, tell the reader what is new about it. Do not over claim or use flowery language. nUse headings such as Features or Specifications together with a list format whenever possible.nDont write using capital letters, it looks as if you are SHOUTING or very excited.外贸函电Unit 2 Establishing Business Relationships_ZMC外贸函电Unit 2 Establishing Business Relationships_ZMC3. Useful words and expressions3. Useful words and expressionsobtain.from: 从获悉；从得悉 e.g. I obtain your name from an old friend of mine. establish: 建立 e.g. establish business relationships 建立贸易关系 establish new business 开拓新业务 extend: 延长，扩展，给予 e.g. We would like to extend our business with you in this line. 外贸函电Unit 2 Establishing Business Relationships_ZMC3. Useful words and expressions3. Useful words and expressionsquotation: 报价(常与之连用的动词有make, send, give, cable,后常跟着介词for, 少数情况下买方提及卖 方的报价时用of。) e.g. Please make (send, give, cable) us your quotation for 300 cups.外贸函电Unit 2 Establishing Business Relationships_ZMCprospective adj. 潜在的 可能的 预期的 prospective buyers 可能的买主 prospective business partners 可能的贸易伙伴catalogue n.