国际商务英语写作教学课件作者管春林 Chapter 2 Establishing Business Relations.ppt

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1、国际商务英语写作作者：管春林责任编辑：杜玲玲出版日期：2010年7月IDPN：308-2010-23课件章数：17Chapter2EstablishingBusinessRelationsChapter2EstablishingBusinessRelations2.1Questionsfordiscussion2.2Backgroundinformation2.3Sampleletters2.4Analysisanddiscussion2.5Pointstoremember2.6Moreusefulpatterns2.1Questionsfordiscussion（1）Asfarasyouk

2、now，howdoesabusinessmanusuallyfinditspartners？（2）Canyoulistsomeresourcesfromwhereacompanycanfindabusinesspartner？（3）Ifyouwanttowritealettertoacompanywhichyouhaveneverdealtwithbefore，howdoyouplantoformattheletter？2.2Backgroundinformation“Nocustomer，nobusiness”thefollowingchannels:（1）writingtopotenti

3、alclientsdirectly；（2）attendingallkindsofcommoditiesfairs；（3）sendingtradegroupsanddelegationsabroadforbusinesstalks；（4）openingbranchesorsalesagentsabroad；（5）placingadvertisementsinforeignnewspapersoronTV；（6）surfingontheInternet．Question：Canyousuggestanymoreresourcesforanexport-orientedfirm？2.3Sample

4、letters2.4AnalysisanddiscussionQuestions：Whatisthecommunicationpurposeofeachletter？Howmanypartscaneachletterbedividedinto？Whatisthefunctionofeachpart？thefirstgroupincludethefollowingparts:Question：Canyouaddanythingmoretotheabovelist？Lettersofsuchtypeoftenconsistofthefollowingparts：（1）Acknowledgingr

5、eceiptoftheinitiatingletter；（2）Replyingtotherequestmentionedintheletterreceived；（3）Makingapromiseoracounter-request；（4）Friendlyclose．Question：Canyouaddanymorepointstothislist？2.5Pointstoremember（1）Aletterfortheestablishmentofbusinessrelationscanberoughlydividedintothreeparts．（2）Whenyouintroduceyour

6、firmoryourproducts，trytointroducetheminbroadtermssothatyourlettermayattractthewidestpossibleinterest．（3）Ifyouaretherecipientofsuchaletter，yououghttoansweritinfullwithouttheleastdelayandwithcourtesysoastocreategoodwillandleaveagoodimpressiononyourcounterpart．（4）Thischapteronlygivesyousomegeneralrule

7、sforcomposingaletterforbuildingupbusinessrelations．Question：Isthereanypointthatyouarenotquiteclearaboutordoyouhaveanynewpointstoadd？2.6Moreusefulpatterns2.6.1Sourcesofinformation2.6.2Self-introduction2.6.3P