商务函电课件chapter two

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1、ChapterIIEstablishingBusinessRelations建立业务关系TeachingObjectivesuKnowwheretoobtaintheinformationaboutthemerchantsinforeigncountriesuKnowtheessentialcomponentsofalettertoestablishbusinessrelationsuManytypicalsentencesandexpressionsinwritingsuchlettersSequenceofInternationalTrade

2、Step1:Preparation:marketinvestigation→E.B.RStep2:Negotiation:inquiry→offer→counter-offer→counter-counter-offer→order→acceptance&contractStep3:Fulfillmentofcontract:L/C→packing,shipment,insurance,inspection,documents→ship→complaints,claims&adjustmentsIninternationaltrade,onema

3、yestablishbusinessrelationsthroughthefollowingchannels:1．Banks银行〈了解给公司的信用度，经营领域等〉2ChamberofCommerce商会2．3．BusinessassociateofthesameTrade4。CommercialCounselor’sOfficenTradeDirectoryAdvertisementsExhibitionsandTradefairsCommercialOfficeofaForeignEmbassyMarketsurveyRecommendatio

4、nbyabusinessfriendoraclientOthersources:internetnWritingPrinciples1)  Outline:a.Thesourceofinformationb.Self-introduction(Generally,itincludestwoparts:theintroductionofthecompanyandbusinessscope)c.Theintentionofwritingtheletter(toestablishbusinessrelations)d.Closingsentence:E

5、xpressthehopeforfuturecooperation2)  Requirementsa. Complete:specificname,price&specificationofitemsb. Concise:asshortaspossiblec. ClearSample1.TheSourceofInformation1)WehaveyournameandaddressfromtheCommercialCounselor’sOfficeofyourembassyinBeijingandarenowwritingtoyouforthee

6、stablishmentofbusinessrelations.我们从贵国驻京使馆商务参赞处得悉贵公司行名及地址，现特致函与贵公司建立业务关系。nWehaveobtained/cometoknow/heard/learned/indebtedyournameandaddressfromourembassyinyourcountry.nWeoweyournameandaddress/faxnumber/postcode/businessscope/products/E-mailaddresstoChinaCouncilforthePromotion

7、ofInternationalTradeinBeijing.2)WehavelearnedbycourtesyofMr.GreenthatyouareoneoftheleadingimportersofChinesechemicalsinyourcountry.承蒙格林先生介绍，我们得知你们是贵国的中国化工产品的主要进口商之一。nWeunderstoodfrom…/throughthecourtesyof…/ontherecommendationof…/aftercontactingyourtradedelegationthatyouare….n

8、ThroughthecourtesyofMr.Freeman,wearegiventounderstandthatyouarethele