1、International Business English Correspondence杨晓辉杨晓辉 1397224185213972241852Unit 2 International Business English Correspondence By learning this unit,students shouldunderstand the sequence of international tradeknow the first step to do business master the ways of seeking new customersgrasp the expre
2、ssions of showing sources of informationbe able to write a letter of establishing business relations Unit 2 Establishing business relationsTeaching objectivesUnit 2 International Business English CorrespondenceUnit 2 Establishing business relationsThe sequence of international trade1How to seek new
3、customers 2Sample letters learning 3Summary and supplement 4Exercises in class5Unit 2 International Business English CorrespondenceThe sequence of international tradeStep 1:Preparationmarket investigation seeking new customers E.B.R.credit and status enquiryStep 2:Negotiationinquiry offer counter-of
4、fer counter-counter-offer order acceptance&contractStep 3:FulfillmentL/C packing&marking,shipment,insurance,production,inspection,documents shipping complaints,claims&adjustmentsUnit 2 International Business English CorrespondenceHow to seek new customersa.advertisements in newspaper,magazines,TV,ra
5、dio or internet;publicationalibaba;alimama;made-in-C;欧美流派欧美流派 kompass、thomasnet、kellysearch b.attendance at fairs&exhibitionsCanton Fair;East China Fairc.mutual visits by trade delegations;branch offices abroadd.Business Houses of the same trade;Directories 3.helps from banks,chamber of commerce,com
6、mercial counselors office Chamber of commerce;Commercial Counselors OfficeUnit 2 International Business English CorrespondenceHow to seek new customersUnit 2 International Business English CorrespondenceHow to seek new customersUnit 2 International Business English CorrespondenceOutline of E.B.R.let
7、ters:(P1.1)a.sourceb.intentionc.business scoped.financial position&integritye.expectation for future cooperationReply to E.B.R.letters:a.thanksb.intentionc.requestd.expectationSample letters learningUnit 2 International Business English Correspondenceoutgoing go out:outgoing letter 发函，去函发函，去函incomin
8、g come in:incoming letter 来函来函enjoy an excellent reputation;enjoy great popularityestablish(enter into)business relationship with youfor your reference;for your consideration;for your fileupon receipt of:as soon as we receivespecialize in;be specialized inon ones partUnit 2 International Business En
9、glish CorrespondenceDear Sirs:We have obtained your name and address from Simpson&Co.Ltd.,London,England.As you are in the line of cotton piece goods,we are writing to enquire whether you are willing to enter into business relations with us.We are a state-owned corporation specializing in the export
10、 of the above items.To give you a general idea of our products we enclose a brochure and a sample-cutting booklet.We shall send you quotations once we get your specific enquiry.We look forward to hearing from you soon.Yours faithfully,China National Import&Export Corp.Unit 2 International Business E
11、nglish CorrespondenceDear Sirs:Thank you for your letter of 4 January concerning establishing business relations with us.You will be pleased to know that your desire meets with ours.We have been importers of cotton piece goods for many years.Now we are interested in extending our range and would app
12、reciate you quotations.We are particularly interested in your printed and dyed cotton piece goods.If your prices are favorable,we would expect to do a substantial volume of business with you.We look forward to your early reply.Yours faithfullyB.Wallace&.Co.Unit 2 International Business English Corre
13、spondence敬启者：敬启者：承蒙贵国驻伦敦大使馆商务参赞处介绍，使我方获承蒙贵国驻伦敦大使馆商务参赞处介绍，使我方获得贵公司的姓名和地址，兹写信想与贵公司建立贸易关得贵公司的姓名和地址，兹写信想与贵公司建立贸易关系。系。本公司与本地区主要轻工产品经销商联系甚密，我本公司与本地区主要轻工产品经销商联系甚密，我方相信，若贵方的报价有竞争力的话，我方可以销售大方相信，若贵方的报价有竞争力的话，我方可以销售大量中国商品。量中国商品。有关我方资信情况，请向伦敦英国银行查询。有关我方资信情况，请向伦敦英国银行查询。请告知贵方出口产品的必要信息。请告知贵方出口产品的必要信息。谨上谨上Unit 2 In
14、ternational Business English CorrespondenceSummary and supplementa.How to express the sources:We have your name and address from“The Journal of Commerce”.We have heard from China Council for the Promotion of International Trade that you are in the market for Electric Appliances.Your name and address
15、 has been given to us by Co.,in New York,(with whom we have done business for many years)who have informed us that you are one of the leading importers of Light Industrial Products in your country.Through the courtesy of Co.Ltd.,Lagos,Nigeria,we come to know your name and address.On the recommendati
16、on of Co.Ltd.,we have learned with pleasure your name and shall be glad to enter into business relations with you.We owe your name and address to the Chamber of Commerce,Tokyo,who informed us that Unit 2 International Business English Correspondenceb.How to express your intention:We have obtained yo
17、ur address from and are now writing you for the establishment of business relations.We write to introduce ourselves as one of the largest exporters,from China,of a wide range of Machinery and Equipments.We are informed that you are a prospective buyer of Chinese Cotton Piece Goods.As this item falls
18、 within the scope of our business activities,we shall be pleased to enter into business relations with you.We take pleasure in informing you that we are an enterprise manufacturing We approach you today in the hope of establishing business relations with you and expect,by our joint efforts,to enlarg
19、e our business hope.We are given to understand that you are potential buyers of We have the pleasure to introduce ourselves to you with a view to building up business relations with you in this line.Unit 2 International Business English Correspondencec.business scope:We have been one of the leading
20、importers and exporters of cotton and woolen piece goods for many years.We wish to introduce to you that we are a large general export house in the line of office desks.Our competitive prices and reliability have won confidence and goodwill among our many clients all over the world.We are handling t
21、he export of Chinese arts and craft goods and desire to trade with you in this line.Your letter addressed to has been forwarded to us for attention,as the export of this article is exclusively handled by us.Unit 2 International Business English Correspondenced.financial position&integrityAs to our f
22、inances,you can refer to Bank of China.For our credit standing,please refer to the following bank:The Bank of China,Xian Branch(address)As to our standing,we are permitted to mention the Bank of England,London,as a reference.Our bankers are the Bank of Tokyo,Japan.They can provide you information ab
23、out our business and finance.Unit 2 International Business English Correspondencee.expectation for future cooperationWe shall highly appreciate it ifIt will be highly appreciated ifWe should be pleased if you would respond to our request at your earliest convenience.We hope our reply will be helpful
24、 and of service to you,and if we may be of assistance to you in some other way,please write to us.Please call us at for more detailed information and quotation.Dont hesitate to contact us if you have any questions.Unit 2 International Business English CorrespondenceExercises in class1)1)盼速递佳音。盼速递佳音。
25、2)2)我们是一家专门出口桌布的国营公司。我们是一家专门出口桌布的国营公司。3)3)如果贵方能与我方合作，我们将不胜感激。如果贵方能与我方合作，我们将不胜感激。4)4)我们相信，通过双方共同的努力，双方间的贸易会我们相信，通过双方共同的努力，双方间的贸易会朝着互利的方向发展。朝着互利的方向发展。5)5)本公司是日本最大的食品贸易公司，在日本的主要本公司是日本最大的食品贸易公司，在日本的主要城市都有本公司的门市部。城市都有本公司的门市部。6)6)你方你方1111月月2121日寄给我上海兄弟公司的信已转交给我日寄给我上海兄弟公司的信已转交给我们处理。们处理。7)7)因该类商品属于我们的经营范围，我
26、们很高兴地与因该类商品属于我们的经营范围，我们很高兴地与你方直接建立贸易关系。你方直接建立贸易关系。8)8)我方保证贵方所有订单都将得到迅速处理。我方保证贵方所有订单都将得到迅速处理。Unit 2 International Business English Correspondence1)We look forward to your favorable and prompt reply.2)We are a state-owned corporation specializing in the export(exportation)of tablecloths.3)It will be g
27、reatly appreciated if you will give us your cooperation.4)We are convinced that with joint efforts business between us will be developed to our mutual benefit.convince sb.that让某人相信让某人相信;sb.be convinced that 某人相信某人相信joint adj.共同的共同的 joint venture 合资企业合资企业to our mutual benefit 互利互利Unit 2 International
28、 Business English Correspondence5)We are the largest food trading company in Japan,and have offices and representatives in all major cities and towns in Japan.6)Your letter of November 21 addressed to our sister corporation in Shanghai has been transferred to us for attention.transfer=forward=pass o
29、n to7)As the item falls within the scope of our business activities,we shall be pleased to enter into direct business relations with you.8)We can assure you that all your orders will receive our immediate attention.Unit 2 International Business English CorrespondenceWrite a letter from an exporter t
30、o an importer to establish business relations.Content:1)1)我们从中国银行纽约分行获悉了贵公司的名称和地我们从中国银行纽约分行获悉了贵公司的名称和地址，特此致函，希望与贵公司建立业务关系。址，特此致函，希望与贵公司建立业务关系。2)2)我公司专门出口中国纺织品业务，这些产品在欧洲我公司专门出口中国纺织品业务，这些产品在欧洲市场上十分畅销。兹附上目录单一份供参考。如有兴趣，市场上十分畅销。兹附上目录单一份供参考。如有兴趣，请即与我公司联系。请即与我公司联系。Unit 2 International Business English Corr
31、espondenceDear Sirs,We have come to know your name and address from the Bank of China,New York Branch and writing you with the hope of establishing business relations.We specialize in the export of Chinese textile,which have enjoyed great popularity.We enclose a copy of catalogue for your reference.Please contact us by return if any item is of interest to you.For our financial and business standing,please refer to the Bank of China,Changsha Branch.Your early reply will be appreciated.Yours faithfully,
