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文檔簡介
EstablishingTradeRelations
CorrespondenceDialogue/Negotiation
CorrespondenceBackgroundKnowledgeComponents
Sample
TextstudyExercises
BackgroundKnowledgeEstablishingTradeRelationsApproach/waysEstablishingTradeRelations
Itmeanstheset-upofbusinessconnectionsbetweentwofirmswhohavehadnobusinessdealingwitheachotherbefore.Approach/ways
PersonalvisitAdvertisementsandcircularlettersIndividuallettersOrganizations:
BanksChamberofCommence
TradeDirectoryAdvertisements
CommercialCounselor’sOfficeFriendsinBusinessCircles
Components
Howtoknowthenameandaddressofthecompany
Self-introduction
Merchandisetobuyandsell&theconditionsconcerned
TellthecompanywheretogetthecreditinformationofthewriterExpressthehopetoestablishtraderelations
Textstudy
Inc.---incorporatedCo.,LtdCorp.CottonpiecegoodsGeneralmerchandiseLineHandle
TradetermsForwardSample(s)HousewaresQuotes
Dialogue/Negotiation
BackgroundKnowledge
Componentsandprocess
Namesofcompanies,sectionsandpositions
Textstudy
PracticeBackgroundKnowledgeEstablishinggoodtraderelationsisveryimportantfornegotiation.Whenyoubeganthefirstbusinesswithanewcompany,it’snecessarytointroduceyourself,yourcompanyanditsproductsinordertomakeyourcompanyanditsproductsknown
Componentsandprocess
SelfintroductionExpressthepurposetocomehere
Hopetoestablishtraderelations
AnintroductiontoCompany
Anintroductiontothemarketinghistory
AnintroductiontoProducts
Selfintroduction
Greeting
Selfintroductione.g.I’mabusinessmaninGuangdongLightIndustrialProductsImport&ExportCorporation.MynameisWangLi.Ourmanager,Mr.Leesentmeheretowelcomeyou.
Expressthepurposetocomehere
I’mhereto….Icomehereto…Icomehereandhopeto…Mymainpurposeofcominghereistoexplorethepossibilityoftradewithyou.Thepurposeofmypresentvisithereistoseeifitispossibletodobusinesswithyou
Hopetoestablishtraderelations
Wehopeto…Weplanto…It’llbemypleasuretoenterintobusinessrelationswithyou.We’llbegladifwecanopenuptradewithyou.AnintroductiontoCompany
Mineisa…Wearethelargedealerinthisline,havingwideconnectionswithmanyfactoriesinourcity.We’dliketointroduceourselvesasastate-runimportandexportcorporationdealinginlightindustrialproducts
Anintroductiontothemarketinghistory
Wehavehandledthiscommodityformorethan20years.Wearealargedealerinthislinewithmorethan20years’experience.AnintroductiontoProducts
Wedealmainlyin…Wehandlesilks.Wetradeinartsandcrafts.Chinasilksarereputed/well-known/famous/notedfortheirgoodquality.Theyaremostpopularlyreceivedonyourneighboringmarket.Toexporter:
FocusonintroducingitsproductsinordertomakeitscreditandthequalityofproductsknownAnexampleAnexample
Ourcompanyisstate-ownedenterprise,withmorethan30years’experienceinhandlingthiscommodity.(AnintroductiontoProductsanditsbusinesshistory)Weareoneofthebiggestexporteroflightindustrialproductsandhaveabundantcapitalandrichresources.(theeconomicstrengthofthecompanysuchasfinance,sourceofgoods)Uptothepresentourproductshavebeenintroducedtonearly100countriesandregionsintheworld,suchasU.S.A.,Europeancountries,Japan,South-eastAsia,HongKong,andenjoyahighreputationinthemarketfortheirgoodqualityandreasonableprices.I’msuretheywillfindareadymarketatyourend.(salesscale&thequalityofproducts)
Toimporter:
StressontheirabilityofmarketinginordertogetthetrustAnexampleAnexampleOursisoneofthebiggesttextilesimportersinourcountry.(productsforsale)Wehavehandledthiscommodityformorethan20years,andhaveenjoyedahighreputationintheworldmarket.(businesshistory)Ourannualrequirementforthiscommodity,ifnotthefirst,shouldbeoneofthelargestinEuropeanmarket.WehavemanyassociatedfirmswithmanycountriesinEurope,andhavealsokeptinconnectionwithmostwholesalersandretailersinthismarket.Isincerelyhopewecanestablishbusinessrelationswithyourfirm.(theabilityforpromotion)Namesofcompanies,sectionsandpositions
ChinaNationalTextilesImportandExportCorporationChinaNationalLightIndustrialProductsImportandExportCorporationChinaNationalCereals,OilsandFood-stuffsImportandExportCorporationChinaNationalNativeProduceandAnimalby-productsImportandExportCorporationChinaNationalArtsandCraftsImportandExportCorporation
ChinaNationalChemicalsImportandExportCorporationChinaNationalMachineryImportandExportCorporationChinaNationalMetalsandMineralsImportandExportCorporationChinaNationalTechnicalImportandExportCorporation
ChinaNationalInstrumentsImportandExportCorporationChinaAtomicEnergyIndustrialImportandExportCorporation
Namesofcompanies,sectionsandpositionsPersonnelDepartmentHumanResourceDepartmentSalesDepartmentP
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