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1、Establishment of Business Relations主讲:崔丽伟崔丽伟 李雪玲 李婷婷 周明梅吕 嘉 杨 峰 汪名学 江 涛制作团队1、写作指南2、样信解析3、实用举例目录第1节 写作指南一般流程获取新客户信息的渠道信函的内容要点基本结构请加入标题The general process of establishing trade relationsLooking for the customer first,and then do credit investigation,to identify and screening of customers with good cre
2、dit standing,finally send Email or fax express desire of establishing trade relationsLogo获取新客户信息的渠道他人介绍媒体搜索主动搜索第1节 写作指南The basic structure of establishing trade relations with letters1.The letterhead and inside address2.Salution3.The source of information4.The business scope of writing the letter5.T
3、he business scope of the firm6.The reference as to the firm is financial position and integrity7.Wish to receive immediate response8.Complimentary close9.SignatureThe content of the letter to establish trade relations信息来源致函目的公司介绍The content of the letter to establish trade relations1.Source of infor
4、mation2.Sent a letter to purpose3.Company introduction4.Product introductionLogo第2节 样信解析Dear Sirs,We have obtained your name and address from A.B.Co.,Ltd,and we are writing to enquire whether you would be willing to establish business relations with us.We have been importers of shoes for many years.
5、At present,we are interested in extending our range and would appreciate your latest catalogues and price list.If yours prices are competitive,we would expect to place volume orders on you.We look forward to your early reply.Yours faithfully,Purchass Mannager案例导读LogoSample letter parsingNotesPrice l
6、ist 价目单Establish 建立、开立第2节 样信解析 Importer n.进口商Appreciate v.感谢;理解;体会;赏识;增值Self-introduction by the sellerLogoDear Sirs,We have your name and address through the introduction of Mr.E.W.Worth of SwanBros.(Hong Kong),who is one of our old clients .We wish to inform you that we specialize in exporting chi
7、naware and shall be pleased to enter into business relations with you.If our above desire coincides with yours,please let us know and keep us informaed as well of your specific enquiries so that we would be in a position to send our illustrated catalogue and latest price list for your reference with
8、out the least delay.Meanwhile,it shall be much appreciated if you could furnish us with the name of your bank prior to the conclusion of an initial transaction between us.Looking forward to receving your first enquiry.Yours sincerely,(Signature)第三节 知识管理能力NotesLogo1、Inform 通知2.Specialize in 专营3.Desir
9、e n.v.期望 渴望;要求,请求4.Specific enquiry 具体的询盘5.in a position to do something 能够6.Initial transaction 首次交易;首笔业务第3节 实用举例发函的常用表达回函的常用表达一、关于建立业务关系发函的常用表达法第3节 实用举例(1)We have obtained your name and address from(the newspaper,periodicals,media,the Internet,etc)我方从(报纸、期刊、媒体、互联网等)知悉贵方公司的名称和地址。(2)We have learned
10、by courtesy of Mr.Green that you are one of the leading importers of Chinese chemicals and pharmaceutics in your country.承蒙格林先生力荐,使我们公司得知贵公司是贵国进口中国化学制剂和药品的主要进口商之一。二、关于建立业务关系回函的常用表达法第3节 实用举例(1)Thank you for your letter of the(date)of this month.We shall be glad to enter into business relations with your company.贵公司(日)来函收悉。我方意欲建立贸易关系。(2)We thank you for your letter ofexpressing your desire to trade with us direct,which coincides with ours.贵公司(日)来函收悉。贵方意欲与我方建立贸易关系之欲望,与我方不谋而合。531制作致敬爱的同学们谢谢