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1、 1. 知识目标：知识目标： （1）了解寻找客户的基本方法；n （2）掌握邀请客户参加广交会的交际技巧； （3）掌握建交函及其回复函、邀请函及其回复 函、促销函写作内容和方法；n （4）了解通过关键词查找客户的方法。n2. 能力目标：能力目标： （1）能够使用网络平台查找新客户；n （2）能够通过B2B网络平台，利用关键词查询n 真实买家信息。n3. 素质目标：素质目标： （1）熟悉并适应贸易工作；n （2）能够进行商务英语交际；n （3）具有一丝不苟、严肃认真的工作作风。DialoguesWritingPractical learningTraining“In order to better
2、 adapt to the new circumstances of opening up, expand import, increase export and promote the harmonious and balanced development of import and export trade, Chinese government decide to change the name of Chinese Export Commodities Fair into China Import and Export Fair starting from its 101st sess
3、ion”. Boasting export and import functions, the Canton Fair becomes the best platform for international business people to trade with China. DialoguesWritingPractical learningTraining1. The 111st Canton Fair will be held on April 15th, 2012. 2. One purpose of my phone call today is to invite you to
4、participate in this Fair. 3. New model kites will be exhibited on the Fair.4. Wish to get your help and wish to receive your invitation letter for visa application.5. I will send you the invitation letter tomorrow and I will arrange for your coming.DialoguesWritingPractical learningTraining1. We wil
5、l attend XX（展会名称）Fair in Guangzhou during xx/xx-xx/xx, 2012. 2. Warmly welcome to our Booth No.8B51.3. Were one of the manufacturers specializing in XX（产品名称）.4. Youll know our products better after this visit.5. Theyve met with great favor home and abroad.6. All these articles are best selling.Dialo
6、guesWritingPractical learningTraining You invite one of customers to exhibition. You should decide the name of your company and products. You make a role-play, one roles as exporter, the other one roles as customer.DialoguesWritingPractical learningTraining Important sentences and phrases 1. We can
7、surely meet your demand. 2. We will offer you best quality kites in excellent designs with competitive price. 3. participate in 4. This talk is excellent for value. DialoguesWritingPractical learningTrainingThe letter for building up business relations Invitation letterDo it YourselfDialoguesWriting
8、Practical learningTraining Promotion letterDialoguesWritingPractical learningTraining Dear Sirs,nWe got your name and address online. We know you are a wholesaler of kites in Europe. We are manufacturer of Chinese Kites in the Kite Capital cityWeifang. We may offer varied designs of kites in differe
9、nt colors and sizes. Details see our website http:/. nWe may send you samples later. nWish you have interests for further negotiation. nWaiting for your response.nDetails see our website http:/. nWe may send you samples later. nWish you have interests for further negotiation. nWaiting for your respo
10、nse.nBest regardsnWang DaweinWeifang Kite PlantnAdd: 35, Weizhou Rd, Weifang, ChinanTel:86-536-8881234nFax: 86-536-8881235nE-mail:DialoguesWritingPractical learningTrainingHow to get information for buyer and seller?(1) Internet, ads, fairs; (2) Inquiries received from merchants abroad; The introduc
11、tion from business connections; The market investigations; (3) CCPIT: China Council for the Promotion of International Trade; The Chamber of Commerce; The Commercial Counselors Office; The Banks.DialoguesWritingPractical learningTrainingHow to write letter for establishing relations?Illustrating the
12、 channel for getting information; (2) Introducing self-information;(3) Introducing important products and sending catalogues for reference;(4) Expressing the willingness to get agreement DialoguesWritingPractical learningTrainingDialoguesWritingPractical learningTrainingnDear Sirs,nThanks for your e
13、mail received this morning. We have a plan to buy Weifang kites in a large quantity. Pls offer your products catalogue and price list for reference. Each type should have detailed specifications. nWish to have successful cooperation and mutually benefits.nFaithfully,nMr. SmithnGlobal Trade Company,
14、Kite BranchnTel: +44-(0)-8707-353666 nFax: +44-(0)-8707-353667 nE-mail: nWebsite: http:/www.globaltrade.ukDialoguesWritingPractical learningTraining我们从驻贵国的中国大使馆商务参赞处得知贵公司是纺织品的主要出口商。 We have obtained your name and address through the Commercial Counselors Office of the Embassy of the Peoples Republic
15、 of China and understand that you are the leading exporter of textiles. (2) 我们从网上获取贵公司的名称和地址。 We got your name and address online. (3) 我们从中国驻伦敦大使馆的参赞处得知你们的名字和地址。 Weve come to know your name and address from the Commercial Counselors Office of the Chinese Embassy in London. DialoguesWritingPractical
16、learningTraining我们有意与贵公司建立业务关系。 We would like to establish business relationship with your company . (2) 我们愿与贵公司建立商务关系。 We are willing to establish trade relations with your company.(3) 我们希望与您建立业务往来。 Please allow us to express our hope of opening an account with you. DialoguesWritingPractical learni
17、ngTraining我公司经营电子产品。 Our company specializes in electronic products. (2) 我们主要经营风筝。 We are manufacturer of kites. Our chief line is production kites. Our business area is sales and production of kites. We specialize in manufacturing kites. We limit ourselves in sales of kites.(3) 本公司经营这项业务已多年，并享有很高的国
18、际信誉。 Our company has been in this line of business for many years and enjoys high international prestige. DialoguesWritingPractical learningTraining为了使贵方对我方经营的产品有所了解，特寄我方最新目录，以供参阅。 In order to acquaint you with the products we deal in, we take pleasure in sending you our latest catalogues for your r
19、eference. DialoguesWritingPractical learningTraining (1)很荣幸向贵公司推介本公司，希望我们能有机会与贵公司合 作，进一步拓展业务。We have the pleasure of introducing ourselves to you with the hope that we may work closely with you in further business development. nDear Mr. Smith,nThe 111th Canton Fair will be held on April 15th, 2012.
20、We sincerely invite you to attend for direct discussions on the order of Weifang Kites. nIt is appreciated to get your decision and schedule in time in order that we may complete the necessary formalities.nWe are looking forward to meeting you at the Fair.nBest regards DialoguesWritingPractical lear
21、ningTrainingnWang DaweinWeifang Kite PlantnTel:86-536-8881234nFax: 86-536-8881235nE-mail:DialoguesWritingPractical learningTrainingcontent does an invitation letter include?Reasons for invitationName and time of a fairThe purpose for invitationYour decision and scheduleWishes and contact information
22、DialoguesWritingPractical learningTrainingnDear Mr. Wang,nThank you very much for your kind invitation received this morning. I will arrive at Guangzhou on April 26th with my sales manager, Mr. Johnson. The flight No. is BI747. I will call you then for our meeting. Thanks again for your efforts.nWis
23、h to meet you soon.nB.rgds.nMr. SmithnGlobal Trade Company, Kite BranchnTel: +44-(0)-8707-353666 nFax: +44-(0)-8707-353667 nE-mail: nWebsite: http:/www.globaltrade.uk DialoguesWritingPractical learningTraining1）We hereby sincerely invite you and your company representatives to visit our booth at The
24、 Continental Exhibition Center from April 15th to 20th 2012.2）From 28 April - 1 May 2012, we will be exhibiting at the Hong Kong Gifts & Premium Fair 2012.3）we will attend the 104th Canton Fair which was held in canton on October15th to 20th 2012.4）Our booth number is A102.5）It would be a great plea
25、sure to meet you at the exhibition. DialoguesWritingPractical learningTrainingnSincerely yours,nYours sincerely,nRespectfully yours,nYours truly,nYours cordially,nVery truly yours,DialoguesWritingPractical learningTraining You are the Sales Manager for Sunlight Auto Co., Ltd. You are organizing your
26、 schedule for showing products at The China Import and Export Fair on 15th-20th April. Write an invitation letter to your client, whose name is Mr. Higgins from ABC company to visit your booth at that time. Key to this letterDialoguesWritingPractical learningTrainingJ. HigginsManager45 Broughton Str
27、eetBrighton BN25 1XLFeb. 15,2009Dear Mr. Higgins,As you are our valued customer, we look forward to every opportunity to meet with you. From 15th Apr. to 20th Apr. 2009, we will be exhibiting at the105th China Import and Export Fair.We cordially invite you to visit our booth.Our booth number is 2B28
28、 in Hall 2.With Compliments,P. MatthewsP. MatthewsSales ManagerSunlight Auto CompanyDialoguesWritingPractical learningTrainingDialoguesWritingPractical learningTrainingnDear Sirs,nWe are manufacturer of kites in Weifang, China. Our new designed sport kite “2012 London Olympics” is introduced to the
29、market now. We offer as follows:n1) Size: 160 x 80cm, 140 x 70cm, 120 x 60cmn2) Material: ripstop nylon or nylonn3) Frame: fibreglassn4) Wind range: 2-6bft n5) Line: 2 x 50mIndividual packing: 1pc/PVC bag or normal PVC + nylon sewn bag nOuter packing: 40pcs/ctn Carton dimensions: 115 x 28 x 33cmnWe
30、can offer other types of kites, details see our website: http:/nWaiting for your response to nBest regardsnWang DaweinWeifang Kite PlantnAdd: 35, Weizhou Rd, Weifang, ChinanTel:86-536-8881234nFax: 86-536-8881235nE-mail:DialoguesWritingPractical learningTrainingWhat aspects to introduce products?规格（s
31、pecification） ; (2) 材料（material） ;(3) 设计(design) ;(4) 质量(quality) : (5) 包装(package) DialoguesWritingPractical learningTrainingnJuly 22nd, 2012nDear Sirs,nWe are pleased to note from your e-mail of July 20th that you are manufacturer of Weifang kites and have a new product “2008 Olympics” with detail
32、ed information. Pls quote us your lowest price CIF EMP, inclusive of our 5 % commission, stating the earliest date of shipment.nIf your price is found competitive and the delivery date acceptable, we will place a large order with you.nWaiting for your prompt response.n nBest regardsnMr. SmithnGlobal
33、 Trade Company, Kite BranchnTel: +44-(0)-8707-353666 nFax: +44-(0)-8707-353667 nE-mail: nWebsite: http:/www.globaltrade.ukDialoguesWritingPractical learningTraining1）This model of typewriter is efficient and durable, economical and practical for middle school students. 这个型号的打字机对中学生来说，高效、耐用、经济、实惠。 2）
34、The computer we produced is characterized by its high quality, compact size, energy saving and is also easy to learn and easy to operate. 我们生产的计算机其特点是质量好，体积小，节能，而且易学好。3）They are not only as low-priced as the goods of other markers, but they are distinctly superior in the following respects. 它们不但和其它厂
35、家的产品一样低廉，而且在以下几个方面有其独特的优越性。 DialoguesWritingPractical learningTrainingSection IV. Practical LeaningDialoguesWritingPractical learningTrainingSearchn1. Click the Buyers tab above the Search Bar. n2. Enter a product name in the Search Box (Related suggestions will be shown when you start typing. If yo
36、u do not need Search Suggestions, you can click Hide to remove them), then click Search.Section IV. DialoguesWritingPractical learningTraining3. You can filter your search results by Country/Region and/or Category.4. You can also use Refine Search to filter your search results.Section IV. DialoguesW
37、ritingPractical learningTrainingnSelect Date nThis helps you filter your buying lead results by posting date. nSelect Purchase TypenThere are two purchase types you can use to filter your buying lead results. nUrgently Needed Product is for short-term or urgent purchase needs.nLong-term purchase is
38、for long-term purchase needs.Section IV. DialoguesWritingPractical learningTrainingnBrowsingn1. Click Buying Leads to look for the latest buying leads.Section IV. DialoguesWritingPractical learningTraining2. Then, you can choose the category you are interested in.Section IV. DialoguesWritingPractica
39、l learningTraining3. After that, you can Select Country/Region to filter your search results.4. You can also browse the extensive product categories to find whatever you want. Just remember to click the Buyers tab above the Search Bar.Section IV. DialoguesWritingPractical learningTrainingHow to look
40、 for buyer?本行业各专业展会的主页 ; (2) 各大黄页 ;(3)国内的网站资源 ;(4) 注册免费的B2B网站 : DialoguesWritingPractical learningTrainingSection V. Training查找客户过程页面演示查找客户过程页面演示 Section V. DialoguesWritingPractical learningTraining Section V. DialoguesWritingPractical learningTraining Section V. DialoguesWritingPractical learningT
41、raining Section V. DialoguesWritingPractical learningTraining Section V. DialoguesWritingPractical learningTraining 1. Make a dialogue according to the following situations and requirements: You are the sales manager of AAA Export Company. You want to search a buyer for your new-designed handbag NA0
42、51. Now you get buyer information quickly online and you want to establish relations with him through Trade Manager. Now make a dialogue to communicate with this customer. 2. Writing practice: Write a letter to a foreign company for establishing business relations covering the following contents. 1). the source of your information 2). your intention 3). your business scope 4). the reference as to your firms financial standing 5). your expectationDialoguesWritingPractical learningTraining53 结束语结束语