Transcript 商务函电与谈判
Clients 第二阶段 Negotiation Inquiry 询盘 Offer 发盘 Counter offer Acceptance 接受 还盘 Seeking Business Opportunities http://222.200.98.43/xinhan/01/01.htm Contents 1. Channels to Find Clients 2. Letters from Exporter/Importer 3. Reply to the Letters Company LOGO 4. Exercises Warming-up Questions Where and How can an exporter seek a potential customer? Suppose you are writing a letter to a potential customer to establish business relations. What will you write in your letter? www.themegallery.com 1. Channels to Find Potential Customer (1) The internet 互联网 (2) Trade Fairs 商品交易会 (3) Banks 银行 (4) Chambers of Commerce (in foreign countries) （驻各国 的（中国））商会 (5) Trade/Business directories 工商行/企业行目录；同业名 录 (6) Business associates 商界朋友 (7) Commercial Counselor’s Offices in foreign countries 国外的商赞处 (embassies-大使馆) (8) Advertisements 广告 Useful Website http://222.200.98.43/trade/xgwz.htm http://www.cantonfair.org.cn/cn/index .asp(广交会) (1) Business to Business (B2B) B2B主页： http://www.b2b99.com/ 阿里巴巴网：www.alibaba.com www.alibaba.com.cn 环球资源网：www.globalsources.com 中国制造网：http://www.made-in-china.com/ 寻找B2B网站的向导： www.worldjump.com 如何免费得到信息？ （1）先得到公司名称 （2）打开公司所在国的google，就可以得到公司 的邮箱地址 www.google.com.cn www.google.com.UK www.google.com.ncr ncr 指 no country redirect (2) Utilizing of Google ① Google: Keywords + importer/exporter/buyer/seller/ eg: Mp3 player importer “Mp3 player importer” ② Map: address---links ③ Picture: name---links (3) E-mail Software Foxmail Outlook Express Foxmail 第一类：搜索引擎 方法1：Importers方法【操作方法：在Google中输入产品名 称+importers。】例如：MP3 player+importers PS:【小技巧：可以用importer替代importers】还可以在 GOOGLE在不同的国家搜。 例如: www.google.com.UK www. google.com.CA 方法2： 关键词上加引号。【操作方法：搜索“产品名称 importer”或者“产品名称 importers”。 除了importer， distributor，还包括buyer，company，wholesaler，retailer， supplier，vendor及其复数形式。】 第二类 专业网站类 网址目录方法【注重在网络上宣传自己的公司往 往会将自己登陆到YAHOO和DMOZ.org这两个世 界最有名的网址目录中】 企业名录网站方法【全球有一些专门提供买家名 录的公司和网站。 www.Kompass.com 和 www.tgrnet.com 最为有名和受市场好评】 Importer Exporter back 2. Letters from Exporter/Importer 2.1 Useful Words and Expression 2.2 How to Writer the Letters? 2.3 Case Study How to write the letter? Key Words & Expressions inform sb of sth quotation: 报价 handle= specialize in quality：质量；优质的 avail oneself of ：利用 enter into：开始(某种关系)；缔结 enjoy general/wide popularity：广受欢迎 under separate cover：另寄，另邮 in the market for：想要购买 take the opportunity/chance to：借此机会 in the line of ：从事…行业 illustrated catalogue: 有插图的目录 for one’s reference: 以供…参考 approach sb. for sth. 为某事与某人联系 2. How to Writer the Letters? http://222.200.98.43/xinhan/01/01.htm where 1 source of the information who 2 self-introduction 3 Purpose (import or export) why 4 your expectation (hope for cooperation & reply) (1) Source of Information Sb learn/know/note/obtain/gain sth from sb: 从某处获悉 Eg. We know your name and address from the internet. Sb be in the market for sth: 某人欲购买sth Sb be well-established exporter of sth: 某人是公认的sth出口商 Eg. You are in the market for ladies’ blouse. 你方欲购买女士衬衣。 You are well-established exporter of ladies’ blouse. Sb be willing to enter into business relations with sb. sb express one’s desire to establish business relations with sb sb avail oneself of opportunity to enter into business relations with sb. eg. exporter to importer We know your name and address from B2B webside that you are in the market for ladies’ blouse. We express our desire to establish business relations with you. importer to exporter We learn your name from China Daily that you are well-established exporter of ladies’ blouse. We are willing to enter into business relations with you. (2) Self-introduction 专业领域： be in line of specialize in the importer/exporter of 企业/产品状况 high/excellent quality/workmanship competitive/attractive price in the market for ► 声誉 ► be popular with ► enjoy general/wide popularity Self-introduction Exporter We specialize in the export of Chinese light industrial products which have enjoyed great popularity in the world markets. To give you a general idea, we have sent you under separate cover some illustrated Catalogues. Importer We are in line of selling lights for over ten years. There is a very steady demand in the market for crystal lights of good quality. At present, we are interested in importing some crystal lights. (3) Purpose (import or export) exporter writes to importer principle: 隐藏卖东西的意图 purpose：让对方买你的东西 thank you for be grateful for be appreciated if/that be obliged for illustrated catalogue Sample cutting Price list Brochure/booklet exporter writes to importer principle: 隐藏买东西的意图 purpose：让对方把东西卖你 forward/send detailed…… quotation Purpose Exporter Should you be interested in any of our products, please let us know and we will provide you with a quotation. Meanwhile, should you require any further information about either our products or our corporation, please do not hesitate to let us know. Importer At the present, we are now particularly interested in Electrical Sewing Machine, and we would be appreciated if you could send us your latest catalogues for the items and the sales conditions as well. (4) Expectation We look forward to hearing from you soon, and to the possibility of doing business with you in the future. We are awaiting your early reply, and looking forward to hearing good news from you. We look forward to hearing from you in the near future. A Letter from Exporter We know your name and address from B2B web side that you are in the market for ladies’ blouse. We express our desire to establish business relations with you. We specialize in the export of Chinese light industrial products which have enjoyed great popularity in the world markets. To give you a general idea, we have sent you under separate cover some illustrated. Catalogues. Should you be interested in any of our products, please let us know and we will provide you with a quotation. Meanwhile, should you require any further information about either our products or our corporation, please do not hesitate to let us know. Looking forward to hearing good news from you. Lesson 1 敬启者: 我司从中国驻加纳大使馆的商务参赞处获悉 贵司欲采购中国皮制品，借此良机与贵司接洽缔 结直接业务关系。 作为主要出口商之一，我司已经营各种中国 皮制品近十年。其产品以质量上乘，精细工艺广 受欢迎。为了让贵司能有大体的概念，我司已另 寄几份图解（说明）目录以及剪样予贵司。 若贵司对任何产品有兴趣，请告知我司。随 时乐于尽力满足贵司需求。 盼早复。 谨上 A Letter from Importer Dear Sirs, We learn your name from China Daily that you are wellestablished exporter of ladies’ blouse. We are willing to enter into business relations with you. We are in line of selling lights for over ten years. There is a very steady demand in the market for crystal lights of good quality. At present, we are interested in importing some crystal lights. At the present, we are now particularly interested in Electrical Sewing Machine, and we would be appreciated if you could send us your latest catalogues for the items and the sales conditions as well. Looking forward to hearing good news from you. Yours truly, Case Practice 1 Mr. Thomas, the manager of Freeman & Sons Company, wants to import some silk products from China. He has learned the name and address of China National Silks Import & Export Corporation on Web. Now he writes an E-mail to this firm to establish business relation with them. He wants to get the catalogues of products. If they can send the sample cutting, it will be much better. Assignment 1 Lesson 1&2课后练习（做 在书上或草稿纸上，下次课 提问检测） 2 Preview ：Lesson 4 课文 样信 & Notes P28-31 Lesson 1-Exercises 1. 获悉 2. 想要购买 3. 利用 4. 为某事与某人联系 5. 缔结 6. 期待 Q2 learn In the market for Avail ourselves of Enter into Famous Popularity Through General Hear from Q3 1. 我们从你方刊登在《今日贸易》上的广告获悉，你 们是一家经营药品的国营公司。 2. 我们已经和世界上一百多个国家的商号在平等互利， 互通有无的基础上建立了贸易关系。 3. 一些参考样品将另邮给你方。 4. 我们渴望与你们建立互利的贸易关系。 5. 他们出口轻工业产品已有好多年。 6. 兹告知你方，我们的许多客户想要购买中国工艺品。 Q4 1. We learn from your Chamber of Commerce that you are in the market for Chinese teapots. 2. We hope you will take this chance to expand your export. 3. This company approached us for the export of wool. 4. We are airmailing you under separate cover our latest pricelist and catalogue. 5. Chinese exports enjoy great popularity in the European market. 6. Our company is one of the leading exports of Chinese canned food-stuffs.