第二章(建立業(yè)務(wù)關(guān)系2014)

DearSirs,ThroughtheCourtesyoftheChamberofCommerceinBeijing,wehavelearnedthatyouhavebeensupplyingthebestqualityfoodsallovertheworld,andwearesurethereisalargedemandforvariousexoticfoodsinourcountry.Wearewritingtoyouinthehopeofestablishingbusinessrelationswithyou.WearethelargestfoodtradingcompanyinChinawithofficesorrepresentativesinallmajorcitiesandtownsinthecountry.WehavebeenimportingalargevarietyoffoodsfromEuropeandtheU.S.A.andconsiderthatwehaveconsiderableexperienceinthisfield.Abrightprospectforyourproductsinourmarketisforeseeable.Welookforwardtohearingfromyousoon.Yoursfaithfully,第二章建立業(yè)務(wù)關(guān)系學(xué)習(xí)目標(biāo)了解獲取商家信息的渠道熟悉建立業(yè)務(wù)關(guān)系信函及回復(fù)信函的寫作步驟掌握建立業(yè)務(wù)關(guān)系信函的常用語句內(nèi)容第一節(jié)認識了解貿(mào)易對象的幾種渠道第二節(jié)建立業(yè)務(wù)關(guān)系的寫作步驟第三節(jié)練習(xí)第一節(jié)認識了解貿(mào)易對象的幾種渠道電視，報紙，廣播等中的廣告；參加各種商品交易會，洽談會；/cn/

http:///進行市場調(diào)查；查閱各種工商名錄；經(jīng)由國內(nèi)外同行或某人引薦；瀏覽公司網(wǎng)站；由中國駐外使館商務(wù)處咨詢；外國在華商會推薦；向銀行的業(yè)務(wù)部門咨詢；出國考察。例句Wehavegottoknowyournameandaddressfromadvertisementof“ChinaForeignTrade”.（TheDirectoryofChina'sForeignTrade）WehaveobtainedyournameandaddressfromtheLondonChamberofCommerce,whotoldusthatyouwishtoimportair-conditionersmanufacturedinChina.WehaveyournameandaddressfromtheCommercialOfficeofChineseEmbassyinJapan.wetakethisopportunitytowritetoyouwithaviewtosetupbusinessrelationswithyou.ThoughthecourtesyoftheChamberofCommerceinBeijing,wehavelearnedthatyouarespecializedinexportinghomeappliance.HavingobtainedyournameandaddressfromArisoShoes,Milan,wearewritingtoyouinhopeofestablishingbusinessrelationswithyou.WehavebeeninformedbyMs.LiHong,theChineseCommercialCounselorinBangkokThailandthatyourcorporationisspecializinginimportingvariouselectricalappliance.WewereimpressedbyproductsdisplayedattheChinaComodityFairheldinGuangzhoulastmonth.范例1DearSirs,YournameandaddresshavebeenrecommendedtousbytheCommercialCounsellor’sOfficeofourEmbassyinChinaasawell-establishedexporterofvariouskindsofrefrigerators.Wehavebeenimportersofrefrigeratorsformanyyearsandareinterestedinyourproducts,wewouldappreciateyourcataloguesandquotations.Hopeforyourearlyreply.Yoursfaithfully,范例2DearsirsLearningfromtheCommercialCounselor'sOfficeofourEmbassyinyourcountrythatyouareoneoftheleadingimportersofcannedfoodstuffs,wehavethepleasureofintroducingourselvestoyouasacorporationspecializinginexportofcannedgoods,andexpressourdesiretoenterintobusinessrelationshipwithyou.Inordertogiveyouageneralideaofourcannedgoods,wearesendingyoubyseparateairmailacopyofourlatestcatalogue,quotationsandsampleswillbesenttoyouuponreceiptofyourspecificenquiries.Wearelookingforwardwithinteresttohearingfromyou.Yourssincerely<Exercise1.承貴國駐科倫坡（Colombo）商務(wù)參贊介紹，得知你公司專營機械出口業(yè)務(wù)。2.經(jīng)由斯密斯先生介紹，得知你公司是亞洲地區(qū)最大的電子產(chǎn)品制造商。3.渣打銀行（StandardCharteredBank）來函告知，你公司多年從事紡織服裝產(chǎn)品加工貿(mào)易。4.你方5月2日來函收到，承告你們對肉類罐頭有興趣，并考慮試定。第二節(jié)建立業(yè)務(wù)關(guān)系的寫作步驟一、說明客戶信息來源，即如何取得對方的資料Wehaveobtainedyournameandaddressfrom…/Havingobtainedyournameandaddressfrom…,wearewritingyouinthehopeofestablishingbusinessrelationswithyou.Welearnfrom…thatyouareengagedandwellexperiencedinthelineof…二、言明去函目的，即與對方建立業(yè)務(wù)關(guān)系的意愿Wearewillingtoenterintobusinessrelationswithyou.三、本公司介紹Weareexperiencedinpushingthesalesoflightindustrialproducts.四、產(chǎn)品介紹。如果我們已經(jīng)知道客戶有明確的需求，比如需要某某服裝，那么我們會選取某某服裝進行具體的推薦性介紹，反正就是針對客戶需求的特定介紹；如果我們只拿到客戶的名片，不太清楚客戶的需求，那么我們就把公司經(jīng)營產(chǎn)品的整體情況，如質(zhì)量標(biāo)準(zhǔn)，價格水平，打樣速度、交貨速度等作為籠統(tǒng)的介紹。五、結(jié)尾句，一般我們在開發(fā)信的末尾會寫上一兩句希望對方給與回應(yīng)的語句。Welookforwardtoyourearlyreply/yourearlyreplyisappreciated.例1DearSirs,ThroughtheCourtesyoftheChamberofCommerceinBeijing,wehavelearnedthatyouhavebeensupplyingthebestqualityfoodsallovertheworld,andwearesurethereisalargedemandforvariousexoticfoodsinourcountry.Wearewritingtoyouinthehopeofestablishingbusinessrelationswithyou.WearethelargestfoodtradingcompanyinChinawithofficesorrepresentativesinallmajorcitiesandtownsinthecountry.WehavebeenimportingalargevarietyoffoodsfromEuropeandtheU.S.A.andconsiderthatwehaveconsiderableexperienceinthisfield.Abrightprospectforyourproductsinourmarketisforeseeable.Welookforwardtohearingfromyousoon.Yoursfaithfully,例2DearGentlemen,BankofChinainformedusthatyouareoneoftheleadingimportersofawiderangeofelectricfansandairconditioners.Wearewritingyouinordertoestablishbusinessrelationswithyou.Wehavebeenspecializedinmanufacturingofairconditionersformanyyearsandarekeentoexpandourforeigntrade,hereenclosedarelatestsamplecataloguesandpricelist.Pleasedon’thesitatetoinformusifyouareinterestedinourproducts.Yourstruly,<EXERCISEONE進口商：

UniWalkers(Pvt)Ltd,

Softlogic

Building,Level4

No14DeFonsekaPlace,Colombo5.

SriLanka.經(jīng)辦人：MR.P.NIRMALAN：

出口商：安徽技術(shù)進出口股份有限公司地址：合肥市長江西路459號

網(wǎng)址：http://

電話：0086-551-65101188傳真：0086-551-65101199

E-mail:service@敬啟者從我們駐貴國大使館商務(wù)參贊處得悉，你們是家電用品的大買戶。我們經(jīng)營這類