1、Lecture 3 Establishing Business Relations,Objectives: After this section you will: be able to translate and write a letter of establishing business relations properly. be able to translate and write a reply to business relations establishment letter.,Types of Foreign Trade Letters,Establishing busin

2、ess relations建立業(yè)務關系 Enquiries and replies 詢盤與回復 Offers and counter-offers 發(fā)盤與還盤 Orders and confirmations 訂購與確認 Payment 支付 Shipping 裝運 Insurance 保險 Packing 包裝 9. Complaints and claims 索賠與理賠,Establishment of Business Relations: Importance,WHY? To establish business relations with prospective dealers i

3、s one of the vitally important measures either for a newly established firm or an old one that wishes to enlarge its business scope and turnover. No customers, no business.,Channels to find potential buyers or sellers,The internet 互聯(lián)網 Trade Fairs 商品交易會 Banks 銀行 Chambers of Commerce (in foreign count

4、ries) 商會 Trade/Business directories 工商行目錄/企業(yè)行目錄 Business associates 商界朋友 Chinese Commercial Counselors Offices in foreign countries 中國駐國外的商贊處 (embassies) 8. Advertisements 廣告 9. Other sources,Key Words 3. your business scope 4. the reference as to your firms credit/financial standing; 5. your expect

5、ation (for cooperation and an early reply).,A letter aiming at establishing business relations usually consists of following aspects:,Chinese version of letter 2,敬啟者： 感謝貴方1月8日的電郵。 我們是本市最大的絲綢產品進口商之一，并且很樂意與貴公司建立業(yè)務關系。 目前我方對寄給我們的產品目錄中貨號為168 的產品感興趣。 期盼早日收到貴方最優(yōu)惠報價。 謹上， 瑪麗 BCD 有限公司,How to reply to a letter of establishing business relations,Analyzing Letter 2,Paragraph One: gratitude Paragraph Two: self-introduction & favorable response Paragraph Three: showing interests Paragraph Four: hope for quotation & reply,Assignment,Ex. 1 Ex.2 (refer to attachment titled “外貿英語函電 ex. L04 -est