建立業(yè)務(wù)關(guān)系.PPT

1、Establishing Business Relations建立業(yè)務(wù)關(guān)系,Group Discussion,Channels of getting potential customers information,進(jìn)出口雙方可以通過(guò)以下渠道來(lái)相互了解： （1）網(wǎng)絡(luò)（online） （2）商會(huì)（Chamber of Commerce） （3）商務(wù)參贊處（Commercial Counselors Offices） （4）交易會(huì)和展覽會(huì) （Export Commodities Fairs & Exhibitions） （5）廣告（Advertisement） （6）市場(chǎng)調(diào)查（market inve

2、stigation） （7）其他渠道:銀行、代理商等 (bank, commercial agency,Sample Letter,DearMR.AndyBurns， Wehaveobtainedyournameandaddressfromthewebsite thatyouareinthemarketforchinaware.Wearenowwriting to you hopingtoenterintobusiness relationswithyou. Wewasestablishedin1997.Ourcompanyoffersawiderangeof products.Wehaveh

3、ighcreditstatus,andourcompanyhasafixedbusiness relationswithsuppliers.Ourcompanyalso pay attention tothedevelopmentofnewproduct,Ournewproductin2013 series withfirstclassPorcelain,beautifulpackingandhighquality.Our productsare extremelycompetitiveintheworldmarket. Weshallbepleasedtoenterintodirectbus

4、inessrelationswithyouatanearlydate. Looking forward to your early reply. Faithfully yours,Source of information,Purpose of letter,Self introduction,Desire and hope,建立業(yè)務(wù)關(guān)系 一筆具體的交易往往始于出口商主動(dòng)向潛在客戶發(fā)函建立業(yè)務(wù)關(guān)系。在書(shū)寫(xiě)這種信函時(shí)，首先要向?qū)Ψ秸f(shuō)明信息來(lái)源，即如何取得對(duì)方的資料，并言明去函目的。其次需要介紹本公司性質(zhì)、業(yè)務(wù)范圍、經(jīng)營(yíng)商品等基本情況。在較明確對(duì)方需求時(shí)，應(yīng)對(duì)特定商品進(jìn)行具體的推薦性介紹；否則，通

5、常只就公司經(jīng)營(yíng)產(chǎn)品的整體情況，如質(zhì)量標(biāo)準(zhǔn)、價(jià)格水平等作較為籠統(tǒng)的介紹，或者附上目錄、報(bào)價(jià)單或另寄樣品供對(duì)方參考。 此外，在結(jié)尾部分，可與其他商業(yè)信函一樣，寫(xiě)上一兩句希望對(duì)方給與回應(yīng)或勸服對(duì)方立即采取行動(dòng)的語(yǔ)句,8,寫(xiě)信要點(diǎn)（Writing Skills,信息來(lái)源：告訴對(duì)方我方是如何獲悉對(duì)方的地址和經(jīng)營(yíng)范圍的。 寫(xiě)信目的：表示我方有與對(duì)方建立業(yè)務(wù)關(guān)系和合作的強(qiáng)烈愿望。 本公司概述：介紹本公司的性質(zhì)、基本業(yè)務(wù)情況和經(jīng)營(yíng)范圍。 產(chǎn)品介紹：說(shuō)明希望推銷或購(gòu)買的產(chǎn)品。 要求寄送有關(guān)資料和表達(dá)愿望(買方)：附寄公司簡(jiǎn)介、商品目錄、價(jià)目表和樣品等，以便對(duì)方全面了解我方信息（賣方,Writing Skills

6、（寫(xiě)作技巧,建立業(yè)務(wù)關(guān)系信函的寫(xiě)作步驟及常見(jiàn)表達(dá)方式,10,Useful expressions and sentences,1、信息來(lái)源：我們從得知；通過(guò)我們了解到 (1) Your firm has been kindly recommended to us through the courtesy of the Chamber of Commerce . 承蒙貴國(guó)商會(huì)的介紹，我公司得知貴公司的情況,11,2) We have obtained your name and address by Indian Embassy in Beijing and understand that yo

7、u would like to establish business relationship with us. 我們從印度駐北京大使館得知貴公司的名稱和地址，并獲悉貴公司愿同我們建立業(yè)務(wù)關(guān)系,12,3) We learn your company from the Internet that you are one of the leading manufacturers in this line. 我們從網(wǎng)上了解到貴公司是這一行業(yè)的主要生產(chǎn)商之一,14,2、自我介紹(公司經(jīng)營(yíng)管理范圍等) (1) We have the pleasure of introducing ourselves t

8、o you as one of the leading importers in the chemical line. 我們有幸自薦，我們是經(jīng)營(yíng)化學(xué)產(chǎn)品的主要進(jìn)口商之一。 (2) We are a stated-owned corporation, engaged in exportation of following articles. 我們是一家國(guó)有企業(yè)，經(jīng)營(yíng)以下商品的出口業(yè)務(wù) (3) We are given to understand that you are potential buyers of Chinese Green Tea, which falls in the scope

9、 of our business activities. 據(jù)了解，貴公司是中國(guó)綠茶的潛在買主，而中國(guó)綠茶正屬于我們的經(jīng)營(yíng)范圍。 (4) Our corporation handles/deals/specializes in the import and export business of Chinese Silk Goods. 本公司經(jīng)營(yíng)/專營(yíng)中國(guó)絲織品的進(jìn)出口業(yè)務(wù),16,3、寫(xiě)信的目的：建立業(yè)務(wù)關(guān)系 (1) We are writing to you in the hope of entering into business relations with you. 茲寫(xiě)信給貴方希望建立業(yè)

10、務(wù)關(guān)系。 (2) We are writing to you and willing to open up a business relation with you. 茲寫(xiě)信給貴公司以期與貴公司建立業(yè)務(wù)聯(lián)系。 (3) We would like to take this opportunity to establish business relations with you. 我們?cè)附璐藱C(jī)會(huì)與貴公司建立業(yè)務(wù)聯(lián)系,17,4：要求寄送/主動(dòng)寄送有關(guān)資料 (1) Please send us your catalogue and quotations. 請(qǐng)給我們寄你公司的商品目錄和價(jià)目單. (2)

11、We have airmailed samples of our new articles for your reference under separate cover. 我們另航空郵寄新品種的樣品供你方參考。 (3) We would appreciate it if you could send us a latest price list for your electric products. 你們?nèi)裟芗膩?lái)一份電子產(chǎn)品的最新價(jià)目表，我們將非常感謝。 (4) We shall appreciate your catalogues and quotations. 如能寄你公司的商品目錄和價(jià)

12、目單當(dāng)十分感謝,18,enclose v. 把封上，隨函附寄 We enclose a copy of our quotation. Enclosed please find our Sales Confirmation . enclosure: n. 附件，裝入物 The envelope contains a check for USD300 as an enclosure,19,Dear Sirs,We obtained your name and address from the website of and note with pleasure the items of your d

13、emand just fall within the our business line. We take the opportunity to introduce our company in order to be acquainted with you.Our firm is an Chinese exporter of various Canned Foodstuffs. We highly hope to establish business relations with your company on the basis of mutual benefit in an early

14、date. we are sending a catalogue and a pricelist under separate cover for your reference. We will quote our best price to you upon receipt of your enquiry.We are looking forward to receiving your early reply.Yours faithfully,Sample Letter,2013年9月下旬在廣交會(huì)上，有位荷蘭客戶對(duì)寧商國(guó)際貿(mào)易公司展位上的長(zhǎng)毛絨玩具很感興趣。由于當(dāng)時(shí)他好象有急事，沒(méi)來(lái)得及詳談

15、，只留下一張名片就走了。 為了開(kāi)拓歐洲新市場(chǎng)，公司要求玩具部能夠盡快與荷蘭客戶聯(lián)絡(luò)，把公司經(jīng)銷的長(zhǎng)毛絨玩具打入荷蘭市場(chǎng),Practical Training,TIVOLIPRODUCTS PLC PURCHASING MANAGER CHILA TROOBORG BERSTOFSGADE 48，ROTTERDAM，THE NETHERLANDS TEL：+（31）74 12 37 21 FAX：+（31）74 12 37 37 E-MALL: .ntl,TIVOLIPRODUCTS PLC PURCHASING MANAGER SAM WINCESTER BERSTOFSGADE 48，ROT

16、TERDAM，THE NETHERLANDS TEL：+（31）74 12 37 21 FAX：+（31）74 12 37 37 E-MALL: ,攜手合作共創(chuàng)明天 A hand-in-hand Cooperation For A Prosperous Future 我公司是寧波的一家外貿(mào)企業(yè)。主要經(jīng)營(yíng)各類輕工業(yè)產(chǎn)品的進(jìn)出口業(yè)務(wù)。近年來(lái)，隨著公司內(nèi)部的改革及業(yè)務(wù)量的迅速增加，公司在增強(qiáng)經(jīng)濟(jì)勢(shì)力和改革管理體制方面已經(jīng)取得了巨大的成績(jī)。 我公司竭誠(chéng)尋求與國(guó)內(nèi)外客戶的合作機(jī)會(huì)。我們將提供最佳服務(wù)，按照互利互惠、共同發(fā)展的原則同全世界的經(jīng)銷商建立長(zhǎng)期穩(wěn)固的聯(lián)系。 總經(jīng)理： 陳磊 地址:寧波北侖經(jīng)濟(jì)技術(shù)

17、開(kāi)發(fā)區(qū)新大路1069號(hào)明德樓109室 郵編:315080 電話傳真電子信箱: 公司網(wǎng)站:http:/www.nb-,寧商國(guó)際貿(mào)易公司簡(jiǎn)介,玩具部介紹,玩具部作為公司的主要業(yè)務(wù)部門之一，專營(yíng)各類兒童玩具的出口，包括塑料、木制、陶瓷和毛絨玩具。產(chǎn)品主要銷往中國(guó)香港、歐州、美國(guó)及亞洲市場(chǎng)。公司擁有諸多富有經(jīng)驗(yàn)的玩具開(kāi)發(fā)人員及商務(wù)人員，并與寧波及周邊地區(qū)的十余家工廠建立了密切的聯(lián)系，公司可按客戶的要求大批量定做各類玩具,根據(jù)上述背景資料，以寧波寧商貿(mào)易有限公司玩具部業(yè)務(wù)員的身份擬寫(xiě)信函發(fā)送給荷蘭客戶，表達(dá)與其建立業(yè)務(wù)關(guān)系的愿望，并隨附公司部分

18、新產(chǎn)品插頁(yè),Dear Sirs We have obtained your name and address from Canton Fair. We would like to take this opportunity to establish business relations with you. We are a foreign trade company in Ningbo. We specialize in the export of various toys, including plastic, wood, ceramic and plush toys. The items you need happen to fall into our b