1、外贸函电 Unit 2 Establishing Business Relationships_ZMCUnit 2 Establishing Business Relationships外贸函电 Unit 2 Establishing Business Relationships_ZMCObjectives:Upon completion of todays class, you should:l know the ways that an exporter can use to seek new customers；l know how to write this kind of lette
2、r；l grasp the important words and phrases learned. 0 Introduction1 Lesson 1 Importers Self-Introduction2 Lesson 2 Exporters Self-IntroductionIntroduction写信人通过如广播、电视、报纸、他人介绍、商务参赞处、交易会等渠道得知潜在交易人的名称、地址，了解到一点有关对方的经营范围，写信给对方希望建立业务关系，同时介绍一下自己的购买意图、经营范围，表达对对方的希望与要求。 外贸函电 Unit 2 Establishing Business Relati
3、onships_ZMC1. Channels through which information can be obtained: (the first two are the most reliable sources)n Chamber of Commerce both at home and abroad (国内外商务处 /部 )n Banksn Trade directories of various countries and regions （各地区贸易行行名录）n Commercial Counselors Office in foreign countries (驻国外商务处
4、)n Exhibition and trade fairs (展览会与贸易展销会 )外贸函电 Unit 2 Establishing Business Relationships_ZMC2. Three points usually contained in letters aiming at establishing business relations:the source of your informationthe intention of writing this lettera brief introduction of ones own company, including: t
5、he business scope, credit standing or financial positions, products and services that can be provided, etc.外贸函电 Unit 2 Establishing Business Relationships_ZMCthe source of your informationn the sources of information related to the addressee, for example, how you know his name and addresse.g.: We ha
6、ve your name and address from the Commercial Counselors Office of your embassy in Beijing. Your firm has been recommended to us by Bank of China in Beijing. 外贸函电 Unit 2 Establishing Business Relationships_ZMCthe intention of writing this letteryour intention, i.e. why you are writing to hime.g.: We
7、would be pleased to establish business relationships with you. We are willing to enter into business relationships with your company on the basis of equality and mutual benefit.外贸函电 Unit 2 Establishing Business Relationships_ZMCa brief introduction of your firm, e.g. yourbusiness scope, your branche
8、s, your financial standing and credit rating, etc.e.g.: We have the pleasure of introducing ourselves to you as a state-operated corporation dealing exclusively in light industrial goods. We are one of the largest importers of cotton and woolen piece goods in this city.a brief introduction of ones own company写作要点及要求 :这类信函通常包括：开头： 1）说明自己的消息来源 ; 2) 表达建立业务关系的希望 ;正文： 3) 自我介绍 ; 包括自己公司，经营范围，公司资信情 况等；4) 表达要求 ; 结尾： 5) 期望；此部分其实是客套话，一般是表示希望对方早日回信，听到对方的好消息等。
