商务英语函电与单证.doc

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1、Unit1EstablishingBusinessRelations建立业务关系BackgroundWhennewfirmsoroldoneswanttostartorenlargebusiness,theymaywanttoestablishbusinessrelationswithprospectivedealers.Thefollowingchannelsareusuallyavailableforobtainingnecessaryinformationaboutanewmarketandanewcustomer.Internet;theadvertisementsinnewspape

2、rs;thebanks;thechambersofcommercebothathomeandabroad;theintroductionfromhisbusinessconnections;theCommercialCounselor'sOffice;themarketinvestigations;attendanceattheexportcommoditiesfairs;inquiriesreceivedfromthemerchantsabroad・MainpointsofsuchlettersAftersecuringthenecessaryinformation,thewriterusu

3、allywritesaletterexpressinghiswishestoestablishbusinessrelations.Theletterincludes:Opening:thepurposeorreasonofwriting,whichisa.thesourceofinformation;b.hisintention(establishmentofbusinessrelations);Body:thedetailsofrequirements,whichisc.self-introductionandthebusinessscopeofhisfirmcl.thereferencea

4、stohisfirm'sfinancialpositionandintegrity;e.requirementsforfurtherinfonnationClosing:f.expectationofcooperationoranearlyreply.MainpointsofrepliesRepliestotheselettersgenerallyincludetwokinds:1.AgreetoestablishbusinessrelationsOpening:a.thanksfortheincomingletter;b.willingnesstoestablishbusinessrelat

5、ions;Body:c.replytotherequirementsintheincomingletterand/ord.self-introduction;Closing:e.hopefordoingbusiness.1.DisagreetoestablishbusinessrelationsforsomereasonOpening:a.thanksfortheincomingletter;Body:b.regretforinabilitytoestablishbusinessrelations;c.statingthereasons;Closing:d.expectationoffutur

6、ecooperation.Theaboveservesasaguidanceonly.Thewritermayselectthepointshewantstoincludeaccordingtotherealsituation.Lesson1Importer^Self-Introduction进口商自我介绍Specimen1Animporter^self-introductionMacdonald&EvansCo.,Ltd.58LawtonStreet,NewYork,U.S.AAugust20,2006FujianShoesImport&ExportCorporation45BaodingS

7、treet,Fuzhou,Fujian,ChinaAttention:M匚Wugang,SalesDepartmentDearSirs,WehaveobtainedyournameandaddressfromFort&Co.,Ltd,andwearewritinginthehopethatyouwouldbewillingtoestablishbusinessrelationswithus.Weh