《外贸英语函电》2

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1、《外贸英语函电》Unit2EstablishingBusinessRelations建立业务关系BasicKnowledgeConcernedLetter-writingGuideOtherCommonlyUsedExpressionsandSentencesSampleLettersPracticalTrainingPartOnePartTwoPartThreePartFourPartFiveContentsPartOneItisfairlytruetosaynocustomer,nobusiness.Toestablishbusinessrelationswithpro

2、spectivedealersisoneoftheimportantundertakingseitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.Establishingbusinessrelationsisthefirststepintransactioninforeigntrade.Ifanewfirm,orratheracertaincorporationofours,wishestoopenupamarkettosellsomethingtoorb

3、uysomethingfromfirmsinforeigncountries,thepersonsinchargemustfirstofallfindoutwhomtheyaregoingtodealwith.Weshouldnotonlydoeverythingpossibletoconsolidateoldcustomersbutalsoseeknewonestoenlargeourbusiness.1.TheSignificanceofEstablishingBusinessRelationsPartOneUsually,youcansecurealltheneces

4、saryinformationaboutanewcustomerwiththehelpofthefollowingchannels:2.TheMainChannelsandMethodsforEstablishingBusinessRelations(1)banks;periodicals;advertisementsinnewspapers,magazinesoronTV;theintroductionfromyourbusinessconnections;themarketinvestigations;thecommercialcounselor’soffice

5、s;theindustrialchambers;thechambersofcommercebothathomeandabroad;inquiriesreceivedfromthemerchantsabroad;self-introductionbymerchantsthemselves.PartOneSometimes,akindofmiddlemanisnecessarytobringtwocompaniestogether.Havingobtainedthedesirednamesandaddressesofthefirmsfromanyoftheaboveso

6、urces,youmaystartcontactingtheprospectivecustomers.Themainmethodsinclude:2.TheMainChannelsandMethodsforEstablishingBusinessRelations(2)communicationinwriting;attendanceattheexportcommoditiesfairs;contactattheexhibitionsheldathomeorabroad;mutualvisitsbytradedelegationsandgroups.Ofallthe

7、abovemethods,thefirstoneiswidelyusedinbusinessactivities.PartOneGenerallyspeaking,thecontentsofaletterrequestingabusinessrelationshipincludetellingtheprospectivecustomershowandwheretheirnamesandaddressesareknown,self-introducing,indicatingyourdesiretoenterinto