建立贸易关系

国际商务函电EffectiveBusinessWritingCriteriaCompletenessConcretenessClarityConcisenessCorrectnessCourtesy6CsElementsofBusinessLettersandTheirPositionsintheLetter:LetterheadReferenceNumberDateInsideAddressParticularAddressorAttentionLineSalutationSubjectLineorCaption_________________________________________________________________________________________________________________________________________________________ComplimentaryCloseSignatureIECBlock缩写名、附件、分送标志PostscriptBodyoftheletterPartsofaBusinessLetter信件组成部分EssentialParts必要部分1.Theletterhead信头2.Thedateline日期3.Theinsidenameandaddress收信人名称地址4.Thesalutation称呼5.Thebodyoftheletter信文6.Thecomplimentaryclose结尾敬语7.Thesignature落款OptionalParts附加部分8.Theattentionline具体收信人9.Thesubjectline事由10.Thereferencenotation案号11.Theenclosure附件12.Thecarboncopynotation抄送13.Thepostscript附言LayoutofaBusinessLetter商业信函的格式Threemajorforms1.IndentedForm缩格式2.BlockedForm齐头式3.ModifiedBlockedForm改良齐头式EnvelopeAddressing信封格式SummaryInthischapter,wehavelearntthelayout(sevenprinciplepartsandsixoptionalparts)inabusinessletter.Weshouldatleastrememberthesevenprinciplepartsandsomeusefulandcommonoptionalparts.Weshouldalsorecitetheformatofbusinessletters.Theserulesandprinciplesarecrucialinthebusinessletters,becauseitshowsyourattitudeandabilitytodobusinesscarefullyandsuccessfully.ChapteroneEstablishingBusinessRelations目标：能够撰写要求建立业务关系的信函，并在信函中对公司进行简介。要求：信息来源表达清楚；公司介绍得当，符合外商的需要和兴趣；建交愿望表达明确；信函结构完整，条理清楚，过渡自然；表达清楚准确，无重大语法错误。建交贸易联系信函写法概要说明信息来源简单进行自我介绍表达建交愿望要知道对方需要什么要突出自己优势要从简,可以加附件Howtogettheinformationofthenewcustomers?出口商主动联系进口商目的：（1）扩大交易地区及对象；expandourproductsinto（2）建立长期业务关系；establishlong-termbusiness/traderelationswithyou.（3）拓宽产品销路。expandourproducts1、银行、商会、驻外使馆商务参赞处、商务办事处、第三方公司的介绍Banks银行Tradeassociation行业协会BusinessHouseofthesametrade同行商行ChambersofCommercebothathomeandabroad商会CommercialCounsellor’sOffice商务参赞处ChineseCommercialCounsellor’sOfficeinforeigncountries中国驻国外的商赞处Thebranchofficeorrepresentativeabroad/businessoffice商务办事处Mutualvisitsbytradedelegationandgroups工商团体/代表团Self-introductiontothecompany自我介绍Theintroductionfromhisbusinessconnection第三方公司介绍Othercustomers’introduction其他客户的介绍Enquiriesreceivedfromthecustomersabroad2、互联网、企业名录、各种传媒广告Internetwebsites互联网Yellowbook/page黄页TradeDirectory行业目录Advertisements专业报刊、杂志广告Newspapers,magazinesandothermedias报纸、杂志和其他媒体3、交易会、展览会Attendanceatexportcommoditiesfairs专业展会、展览会、交易会Contactatexhibitionsheldathomeorabroad展览会ChinaImportandExportFair(CantonFair)4、市场调查MarketsurveymarketinvestigationSummaryoftheLetterThisletteriswrittenbytheexporterwhohasbeenhandlingChineseleatherproductsfor10yearsandwouldliketoenterintodirectbusinessrelationswithMessrs.William&Co.inGhana.Intheletter,thewritertellsthechannelofobtainingthedesirednameandaddressofthefirm,makesabriefintroductionofhimselfandexpresseshisgoodwill.Messrs.abbr.（法语）各位先生（Messieurs）破题部分写建交信的时候必须说明对方的信息来源!常用表达方式：Weobtainedyournameandaddressfrom…Throughthecourtesyof…,wecometoknowyournameandaddressOntherecommendationof…,wehavelearnedwithpleasurethenameandaddressofyourfirm.常用词汇句型:Wearepleasedtohavelearnedyournameandaddressfrom…ChambersofCommerce商会CommercialCounsellor’sOffice商务参赞处ChineseCommercialCounsellor’sOfficeinforeigncountries中国驻国外的商赞处Embassy:大使馆marketInthemarketfor:要买Weareinthemarketforwool.Findamarket:找销路Wearetryingtofindamarketforthisarticle.availyourselfofsomething利用Manystudentsavailthemselvesofgovernmentloanprogramstohelppayforcollegetuition.(be)tonoavail、beofnoavail、tolittleavail它的意思是没有任何益处或者没有任何结果。approachWeapproachedtheMinistryofCommerceandtheytoldusthatyouareabletosupply1000metrictonsofapplesatatime.我们与商务部联系，他们告述我们你们能一次性提供1000公吨苹果。我们定期与客户联系，看他们是否有新的要求Weapproachourclientsregularlytoseeiftheyhaveanynewrequest.与…建立贸易/业务关系toestablishtrade/businessrelationswithtoenterintotrade/businessrelationswith我们愿借这个机会与贵公司建立业务关系。We’dliketotakethisopportunitytoestablishbusinessrelationswithyourcompany.承接部分自我介绍与申请交易，介绍公司业务范围：Ourcompanydealswith(handles,dealsin,tradesin,isinthelineof)theimportandexportof…Wespecializeintheexportationof…Weareoneofthelargest…importersinourcountryanhavehandledwithvariouskindsofproductsforabout…years.company:n.公司可用于公司名称中，如：FordMotorCompany福特汽车公司比较：corporationn.公司corporation指的是大公司，仅用于名称当中；company可指任何规模的公司，不仅用于名称，还可泛指ChryslerCorporation克莱斯勒公司公司名称该用company还是corporation?公司自己说了算。company:n.公司（续）名称中的“公司”常用缩写：SanyoElectricCo.Ltd.三洋电气公司MotorolaInc.摩托罗拉公司ChinaNationalMachineryImp/ExpCorp.中国机械进出口公司Co.Ltd.（英）=limitedcompanyInc.（美）=incorporated=limitedcompanyCorp.=corporationscope:n.范围scopeofbusiness(businessscope)经营范围我们的经营范围包括各类电器和电子产品。Ourbusinessscopecoversvariouselectricandelectronicgoods.tofall/comeinto/withinone’sbusinessscope属于某人的经营范围你们想要的货物正好属于我们的业务范围。Theitemsyouneedhappentofallintoourbusinessscope.merchandise:n.商品，货物（不可数）泛指，一般不用于特指。意思和goods相同，但goods是可数名词。Chinaexported$968billioninmerchandise/goodsin2016.2016年中国商品出口额达9680亿美元。goods既可用作统称，也可特指。作统称时用得最多。thesegoodsthismerchandiseconsumergoods消费品electricgoods电器另一个常用的指“货物”的词是productproduct:n.产品（强调的是生产出来的东西）dairy/pharmaceutical/oi