建立业务关系PPT课件.ppt
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1、Establishing Business Relations建立业务关系,Group Discussion,Channels of getting potential customers information.,进出口双方可以通过以下渠道来相互了解: (1)网络(online) (2)商会(Chamber of Commerce) (3)商务参赞处(Commercial Counselors Offices) (4)交易会和展览会 (Export Commodities Fairs & Exhibitions) (5)广告(Advertisement) (6)市场调查(market inv
2、estigation) (7)其他渠道:银行、代理商等 (bank, commercial agency),Sample Letter,DearMR.AndyBurns, Wehaveobtainedyournameandaddressfromthewebsite thatyouareinthemarketforchinaware.Wearenowwriting to you hopingtoenterintobusiness relationswithyou. Wewasestablishedin1997.Ourcompanyoffersawiderangeof products.Wehav
3、ehighcreditstatus,andourcompanyhasafixedbusiness relationswithsuppliers.Ourcompanyalso pay attention tothedevelopmentofnewproduct,Ournewproductin2013 series withfirstclassPorcelain,beautifulpackingandhighquality.Our productsare extremelycompetitiveintheworldmarket. Weshallbepleasedtoenterintodirectb
4、usinessrelationswithyouatanearlydate. Looking forward to your early reply. Faithfully yours,Source of information,Purpose of letter,Self introduction,Desire and hope,建立业务关系 一笔具体的交易往往始于出口商主动向潜在客户发函建立业务关系。在书写这种信函时,首先要向对方说明信息来源,即如何取得对方的资料,并言明去函目的。其次需要介绍本公司性质、业务范围、经营商品等基本情况。在较明确对方需求时,应对特定商品进行具体的推荐性介绍;否则
5、,通常只就公司经营产品的整体情况,如质量标准、价格水平等作较为笼统的介绍,或者附上目录、报价单或另寄样品供对方参考。 此外,在结尾部分,可与其他商业信函一样,写上一两句希望对方给与回应或劝服对方立即采取行动的语句。,8,写信要点(Writing Skills),信息来源:告诉对方我方是如何获悉对方的地址和经营范围的。 写信目的:表示我方有与对方建立业务关系和合作的强烈愿望。 本公司概述:介绍本公司的性质、基本业务情况和经营范围。 产品介绍:说明希望推销或购买的产品。 要求寄送有关资料和表达愿望(买方):附寄公司简介、商品目录、价目表和样品等,以便对方全面了解我方信息(卖方)。,Writing
6、Skills(写作技巧),建立业务关系信函的写作步骤及常见表达方式:,10,Useful expressions and sentences,1、信息来源:我们从得知;通过我们了解到 (1) Your firm has been kindly recommended to us through the courtesy of the Chamber of Commerce . 承蒙贵国商会的介绍,我公司得知贵公司的情况。,11,(2) We have obtained your name and address by Indian Embassy in Beijing and understa
7、nd that you would like to establish business relationship with us. 我们从印度驻北京大使馆得知贵公司的名称和地址,并获悉贵公司愿同我们建立业务关系。,12,(3) We learn your company from the Internet that you are one of the leading manufacturers in this line. 我们从网上了解到贵公司是这一行业的主要生产商之一。,14,2、自我介绍(公司经营管理范围等) (1) We have the pleasure of introducin
8、g ourselves to you as one of the leading importers in the chemical line. 我们有幸自荐,我们是经营化学产品的主要进口商之一。 (2) We are a stated-owned corporation, engaged in exportation of following articles. 我们是一家国有企业,经营以下商品的出口业务 (3) We are given to understand that you are potential buyers of Chinese Green Tea, which falls
9、 in the scope of our business activities. 据了解,贵公司是中国绿茶的潜在买主,而中国绿茶正属于我们的经营范围。 (4) Our corporation handles/deals/specializes in the import and export business of Chinese Silk Goods. 本公司经营/专营中国丝织品的进出口业务。,16,3、写信的目的:建立业务关系 (1) We are writing to you in the hope of entering into business relations with yo
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