建立贸易关系

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1、UnitOne:EstablishingTradeRelations建立贸易关系Toestablishbusinessrelationswithprospectivedealersisthebaseofstartinganddevelopingbusiness.Itisveryimportantforbothnewfirmsandoldones.Foranewlyestablishedfirm,itcanserveasthebasisforstartingbusiness,whileforanoldfirm,itcanhelpexpa

2、ndbusinessandincreaseitsturnover.A.SignificanceB.Teachingaimsandrequirements:wheretogettheinformationaboutforeignfirmsthestepsinestablishingbusinessrelationshowtowritelettersaboutestablishingbusinessrelationsusefulwordsandexpressionsinestablishingbusinessrelationsAQuickD

3、iscussion:Inwhatwayscanyoufindthesourcesofprospectivedealers?1.1银行(Banks)1.2商会(ChamberofCommerce)1.3商赞处(CommercialCounselor'sOffice)1.4商界朋友(Friendsinbusinesscircles)1.5广告(advertisements)1.6展览会(TradeShows)1.7互联网(Internet)1.8工商黄页(IndustrialandCommercialYellowPages)1.Source

4、sofInformation获取客户姓名和地址的渠道1.1Banks中国银行中国建设银行中国工商银行中国农业银行中国招商银行华夏银行浦发银行汇丰银行花旗银行渣打银行PleasetranslatethesebanknamesintoEnglish.中国银行BankofChina(BC)中国建设银行ChinaConstructionBank(CCB)中国工商银行IndustrialandCommercialBankofChina（ICBC)中国农业银行AgriculturalBankofChina(ABC)中国招商银行ChinaMercha

5、ntsBank(CMB)华夏银行HuaxiaBank(HXB)浦发银行PudongDevelopmentBank(SPDB)汇丰银行theHongKongandShanghaiBankingCorporation(HSBC)花旗银行Citibank渣打银行StandardChartedBank(SCB)1.2ChamberofCommerce1.3Counselor'sOffice1.6TradeShows1.8YellowPagesWhat’sthenextstep?2.CreditInformation3.IntentiontoEs

6、tablishBusinessRelationship建立业务关系的信，通常是发信的一方在通过一定的途径得到对方公司的名称和地址，并经过初步信用调查后，向对方发出的。信的内容一般包括以下几点：1.如何得知对方公司的名称和地址(waysofobtaininginformation)2.自我介绍(self-introduction)3.阐述写信的目的(purpose)4.表明建立业务关系的愿望并希早日回复(expectationandwish)PointsforAttentionLetter(1)recommend:推荐cottonpiec

7、egoods:棉布generalmerchandise:杂货（相对于散装货物而言的普通有包装的货物）line:行业informsbofsth:告知某人某事(informsbthat…)forward:发送,转发tradeterms/termsoftrade:贸易条款，贸易条件brochure:小册子，说明书，手册SilkDenimChiffonCottonCashmereLinenPleasematchtheabovephotoswiththecorrectfabricnames.Notes1:FabricSilkDenimChiffo

8、nCottonCashmereLinenNotes2:brochure,catalog(ue),pricelist,quotes,illustrationbrochure:小册子，宣传手册Catalogu