(精品)第三章EstablishBusinessRelations

,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,商务英语写作课件,大连东软信息学院,信管系 袁天月,2012.3,Review of Chapter 2,一、,Questions for Chapter 2,1,、,How do you understand the,“,AIDA Standard”,2,、,What is,“10Cs Principle”?,3,、,Could you tell the meaning,of,“10Cs Principle,”respectviely?,4,、,Name the“,7 Necessary Factors,“for a business letter?,5,、,In what situation shall we use,Attention Line,、,Subject Line,、,Postscript and Enclose Notation,?,6,、,Which Style is the most popular Style of the English letter,form?,Part Two Common Business English,Chapter 3 Establish Business Relations,Chapter 4 Request and Response Letters,Chapter 5 Inquiry and Offer,、,Counter Offer,Chapter 6 Order,、,Contract and Response,Chapter 7 Complaining Letter,Part Two Common Business English,Chapter 3 Establishing Business Relations Company Self-Introduction and Sales Promotion Letters,Main Contents,一、,Business Related Information,二、,Sample Letters Learning,1,、,Establishing Business Relations,2,、,Company Self-Introduction,3,、,Product Promotion,三、,Practice,and Homework,一、,Business Related Information,1,、,International Trade Process,Preparation,Before Business,Research on International market,Study business possibilities,Promote your company and product,Establish Business Relations,Business Negotiation,Contract Signing,Contract Performance,Inquiry,、,Offer,、,Counter offer,And Aceptance,Cost,Calculating,Contract making,and Signing,L/C,，,Opening,Checking,，,Goods Preparing,Shipment Making,Payment,2,、,How to find customers?,Web-Sites,Bank,Chamber of Commerce,Commercial Counselors Office,Trade Director,Advertisements in magazine or newspaper,Exhibitions Trade Fairs,Business Exchange Visiting,Friends Introduction,3,、,How to choose customers?,客户的政治情况,political situations,客户的资信情况,financial standing,客户的业务范围,business extension,客户的公司性质,company character,客户的经营能力,ability of managing,客户的履约状况,obligation executing,4,、,How to learn Sample Letters?,1,、,Business Related Information,Background,related knowledge,process,etiquettes and so on.,2,、,Writing Principles,3,、,Professional Words and Useful Expressions,4,、,Reading and Understanding,5,、,Paragraph Summarizing,6,、,Letter Translating,7,、,Writing Practices,二、,Sample Letter 1(P215),（,建立业务关系函的写作）,建立业务关系函基本写作要领,1,、告知了解对方信息的渠道,2,、说明此函目的,建立业务关系,3,、进行适当的自我介绍,4,、请对方提供相关资料（目录、价格表,),5,、表示向对方提供信息资料和服务的愿望,6,、行文简洁有礼貌,范文分析,Samples Analysis,(P215),Professional Words and Useful Expressions,：,1,、,Your name and address have been given to us by,2,、,We are now writing to you in the hope of entering into,business relations with you.,3,、,on the basis of equality and mutual benefit.,4,、,We are well connected with all the major dealers.,5,、,to get your offers at competitive prices,6,、,the sale possibilities in our market,7,、,to give you all the necessary information regarding.,Professional Words and Useful Expressions,：,8,、,in the hope of doing sth.,9,、,be well connected with sb.,10,、,major dealers of sth.,11,、,sell large quantities of sth.,12,、,get your offer at competitive price,13,、,study the sales possibilities in our market,14,、,to favor us with sth.,15,、,all the necessary information regarding,16,、,supply possibilities.,17,、,to look forward to sth.(doing sth.),Now lets go on learning the sample letter by:,Reading and Understanding,Paragraph Summarizing,Letter Translating,Writing Practices,三、,Sample Letter 2(,补充,),自我介绍函写作要领,1,、清楚地说明你所能提供的产品和服务；,2,、设法引起读者的注意；,3,、激发读者对产品的兴趣；,4,、强调读者得到你产品或服务的益处；,5,、导致读者的购买行为。,范文分析,Samples Analysis,(Company self-introduction),Dear Sirs,We write to,（,you to)introduce ourselves,as one of the leading,exporters,from the United Kingdom,of,a wide range of,Electronic Goods.,We attach a,list of products,we,are regularly exporting,and trust,some of these items will be of interest to you.,We would be interested in receiving your,inquiries for,all types,of Electronic Goods,against which,we will send you our,quotations,in sterling,FOB,U.K.Ports,packing included,.,Terms of payment,is to be,sight L/C,.,Should,by chance,your corporation not,deal with the import of,Electric Goods,we would,be most grateful,if this letter could,be,forwarded to,the correct,import corporation,.,We look forward to hearing from you.,Yours faithfully,Now lets go on learning the sample letter by:,Reading and Understanding,Paragraph Summarizing,Letter Translating,Writing Practices,二、,Sample Letter 3(P220),（,Sales Promotion),如何写好推销函？,1,、清楚地说明所要推销产品或服务的项目,2,、设法了解对方需求,3,、激发读者对产品感兴趣,4,、强调对方将从你产品或服务中可受到的益处,5,、导致读者的购买行为,Professional Words and Useful Expressions,：,1,、,As an ABC Personal Computer user.,2,、,how rich a range of functions it performs.,3,、,Now we can offer you that gives you,4,、,Think how much you can save on printing jobs.,5,、,Would you kindly give me.,6,、,I will call you at the beginning of next week.,7,、,to set up a mutually convenient appointment,.,第三章作业,一、读熟、理解、抄写、复述、背诵范文,P215,、,P220,二、阅读理解下列,3,封信函,（重点注意它们的格式及划线部分的常用套语）,Sample 1,Dear Sirs,Learning from,the Commercial Counselors Office of our,Embassy in your country that you are one of the leading,im