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ID:36818124
大小:1.63 MB
页数:48页
时间:2019-05-10
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1、Unit2EstablishingBusinessRelations建立业务关系世纪商务英语外贸函电BasicKnowledgeConcernedLetter-writingGuideOtherCommonlyUsedExpressionsandSentencesSampleLettersPracticalTrainingPartOnePartTwoPartThreePartFourPartFiveContentsPartOneItisfairlytruetosaynocustomer,nobusiness.Toestablishbusinessr
2、elationswithprospectivedealersisoneoftheimportantundertakingseitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.Establishingbusinessrelationsisthefirststepintransactioninforeigntrade.Ifanewfirm,orratheracertaincorporationofours,wishestoopenu
3、pamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries,thepersonsinchargemustfirstofallfindoutwhomtheyaregoingtodealwith.Weshouldnotonlydoeverythingpossibletoconsolidateoldcustomersbutalsoseeknewonestoenlargeourbusiness.1.TheSignificanceofEstablishingBusinessRelati
4、onsPartOneUsually,youcansecureallthenecessaryinformationaboutanewcustomerwiththehelpofthefollowingchannels:2.TheMainChannelsandMethodsforEstablishingBusinessRelations(1)banks;periodicals;advertisementsinnewspapers,magazinesoronTV;theintroductionfromyourbusinessconnections;t
5、hemarketinvestigations;thecommercialcounselor’soffices;theindustrialchambers;thechambersofcommercebothathomeandabroad;inquiriesreceivedfromthemerchantsabroad;self-introductionbymerchantsthemselves.PartOneSometimes,akindofmiddlemanisnecessarytobringtwocompaniestogether.Hav
6、ingobtainedthedesirednamesandaddressesofthefirmsfromanyoftheabovesources,youmaystartcontactingtheprospectivecustomers.Themainmethodsinclude:2.TheMainChannelsandMethodsforEstablishingBusinessRelations(2)communicationinwriting;attendanceattheexportcommoditiesfairs;contactatth
7、eexhibitionsheldathomeorabroad;mutualvisitsbytradedelegationsandgroups.Ofalltheabovemethods,thefirstoneiswidelyusedinbusinessactivities.PartOneGenerallyspeaking,thecontentsofaletterrequestingabusinessrelationshipincludetellingtheprospectivecustomershowandwheretheirnamesandadd
8、ressesareknown,self-introducing,indicatingyourdesiretoenterin
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