英语总结.docx
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英语总结.docx
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英语总结
UNIT1
EstablishBusinessRelations
Establishingbusinessrelationsisusuallythefirststepforacompanytodobusiness,anditisveryimportanteitherforanewfirmoranoldone.Fortheformer,ithelpsstartbusinessandsecureitspositiononthemarket;forthelatter,itenablestheoldfirmtoexpandbusinessandincreasetheturnover.
Ininternationalbusiness,therearesomechannelsforabusinesstoobtaininformationaboutpotentialcustomers,suchasadvertisementsinthemedia,marketsurvey,itsbusinessconnections,chambersofcommerce,tradefairsandexhibitionsheldbothathomeandabroad,ormutualvisitsbytradedelegationsandgroups,etc.Thegenerallyenormousgeographicdistancebetweenthebuyerandthesellermakesithardforthemtomeet,sowritingtoapotentialorprospectiveclientfortheestablishmentofbusinessrelationsisacommonpractice.Thefollowinginformationisusuallyincludedinthiskindofletter:
建立业务关系通常是公司开展业务的第一步,无论对于新公司还是老公司都非常重要。
对于前者,建立业务关系有助于开展业务和确保其市场地位;对于后者,建立业务关系则能够使其扩大业务量、增加营业额。
在国际贸易中,一个公司可以通过某些渠道获得关于潜在客户的信息,如媒体广告、市场调查、业务关联、商会、国内外贸易交易展览会或贸易代表团的互访等。
国际贸易的买方与卖方之间通常存在巨大的地理距离,这使买卖双方很难会面,所以通常的做法是写信给潜在的或可能成为客户的伙伴来建立业务关系。
此类信件通常包括以下信息:
1.Thesourceofinformation(whereyoulearnaboutthecompany);
2.Thereferencetothecompany’spositionandreputationonthemarket;
3.Briefintroductiontoyourowncompany(thebusinessscopeofyourcompany,yourpositiononthemarket,yourproductsorservices,etc.);
4.Yourintentionofwritingtheletter(inwhatwayyouwanttostartbusinesswiththem:
tobuytheirproducts,tosellyourownproductsortoinvestintheircompany,etc.);
5.Yourexpectationofcooperationandearlyreply.
Thefollowingisasampleletterforyourreference.
1.信息来源(在何处获知对方公司);
2.提及对方公司在市场的地位和声望;
3.简略介绍己方公司(公司的业务范围、市场地位、产品或服务等);
4.写该信的目的(期望以何种方式与对方开展业务:
购买对方产品、销售己方产品或投资对方公司等);
5.表示期待合作和及早得到答复。
下面是一封信件样本供您参考。
DearMr.Scott,
Welearnedaboutyourcompanyfromyourbusinessassociate,JackLewis,attheGuangzhouTradeFairlastweek.Yourcompanycertainlyhasbeeninfashionbusinessforyearsandisfamousaroundtheworld.Mr.LewissuggestedthatIcontactyouregardingtheservicesandproductsofmyagency,theChinaTextileProductCorporation.SoIamnowwritingtoyou,hopingthatyoumightbeinterestedinourhigh-qualityfabricandotherrelatedproducts.
Asyoumayknow,Chinaisoneofthemainsuppliersofcottonandsilkproducts.MyagencyisresponsiblefortheexportandimportofChinesetextileproducts.Ourgreatproductivity,best-qualityproductsandtheresponsibleworkofmyagencymakeusthebestandthemostreliableclient.Enclosedinthisletterisourlatestcatalog,whichwillgiveyouageneralideaofourcompanyandourproducts.Shouldyoubefurtherinterested,pleasecontactusatanytime.
Weareexpectingyourreply.Thankyouverymuch.
Yourssincerely,
YangFang
GeneralManager
ChinaTextileProductCorporation
亲爱的司考特先生:
在上星期举行的广交会上,我们从贵公司的业务伙伴杰克·路易斯处了解了贵公司。
贵公司已在时装行业从业数年,在国际上享有盛
名。
关于我公司(中国纺织品公司)的服务和产品,路易斯先生建议我与您直接联系。
因此我冒昧地写信给您,希望您会对我们优质的布料和其他相关产品有兴趣。
正如您可能了解的,中国是棉质和丝质产品的主要供货地之一。
我公司负责中国纺织产品的进出口业务,我们强大的生产力、优质的
产品以及认真负责的态度使我们成为最佳、最可靠的客户。
随信寄去我们最新的产品目录,以便您大概了解我公司和我们的产品。
如果您有兴趣,请随时联系我们。
期待您的回复。
非常感谢。
敬上
方洋
中国纺织品公司总经理
Script
Sara:
Goodmorning.FortuneExport&Import.WhatcanIdoforyou?
Ben:
ThisisBenBlare.I’mworkingwiththeUnitedProduceCorporation,andI’mcallingtoseeiftherewouldbeopportunitiesforourbusinesscooperation,andIdon’tknowwhomIshouldtalkto.
Sara:
Hmm...Couldyoufurtherintroduceyourcompany?
Ben:
Sure.Ourcompanyhandlestheexportofanimalby-products.Wehavebeeninthebusinessforyearsandhavegoodreputationonthemarket.
Sara:
Isee.Ifyouagree,IshallarrangeanappointmentforyouwithAlanWood,theassistanttothemanager.Heisresponsibleforthiskindofbusiness.
Ben:
Thatwouldbeperfect.WhencanIcomeovertoseehim?
Sara:
Hewillbeheretomorrowmorning.Doesthetimesuityou?
Ben:
Sure!
Iwillcomeatteno’clocktomorrowmorning.Thankyouverymuch.
Sara:
Mypleasure.Bye.
Script
JohnFoster:
Howdoyoudo?
I’mJohnFosterfromSmartSoftwareCorporation.
GraceKing:
Nicetomeetyou,Mr.Foster.I’mGraceKingfromtheNetworkDepartment,andIamtheassistanttothemanager.Hereismycard.
JohnFoster:
Nicetomeetyou,Ms.King.ThereasonIcamehereistoseeifthereispossibilitythatweenterintobusinessrelationshipswithyourcompany.
GraceKing:
Isee.Doyoualsoprovideafter-salestechnicalservice?
That’sthepartwearemostlyconcerned.
JohnFoster:
Uptonowthefocusofourbusinessistodevelopandsellcomputersoftware.Theafter-salestechnicalserviceisournextplan.
GraceKing:
Whatapity!
Weattachgreatimportancetothatpart.I’mexpectingthedevelopmentofyourafter-salestechnicalserviceandlookingforwardtoourcooperationthen.
JohnFoster:
That’salsoourexpectation.Thankyouformeetingme,Ms.King.
GraceKing:
Youarewelcome.
Script
Jerry:
Goodmorning.I’mJerrySmithfromTigerTextileCompany.
Laura:
Welcome,Mr.Smith.I’mLaura,assistanttothegeneralmanager.Wehavetalkedoverthephone.
Jerry:
Sure.TodayIbringwithmebrochuresandcatalogsofourproducts.Ihopetheywill
helpyoubetterunderstandourcompanyandproducts.
Laura:
Thankyou.Thatwouldbeveryhelpful.Wow!
Wonderful!
Ilikethedesignofyoursilkproducts.Thepatternsandthecolorsarereallyimpressive!
Jerry:
Wehavethebestdesignteam,andourtechniquesareleadingthefield.
Laura:
That’sterrific.Whataboutthequalityofyourproducts?
Jerry:
Youcanbeentirelyassuredofthat.Wehavebeeninthebusinessforover50years.
Highqualityisoneofthemostimportantfactorsthathavesecuredourleadingpositiononthemarket.
Laura:
Itseemsthateverythingisperfect.I’dlikeyoutomeetwithourgeneralmanagerandtalkaboutthedetailsofcooperation.
Jerry:
Thatwouldbethebestarrangement.Thankyousomuch.
Laura:
Youarewelcome.
Script
Mr.Jeffery:
Nicetomeetyou,Ms.Sun.I’mJohnJefferyfromSwiftAutomobile.
SunYan:
Welcometoourcompany.I’mSunYan,managerofthesalesdepartment.Ihavereadthereportbymyassistantandclerksandlearnedalotaboutyouandyourcompany.Theyspeakhighlyofyourproductsaswellasyourcompany.
Mr.Jeffery:
Thankyouforsayingso.Infact,ifyoudecidetoestablishbusinessrelationswithus,youwillneverbedisappointed.
SunYan:
Ihopeso.Andwillyouprovidefavorableconditionssuchasconsiderablediscountifweestablishabusinessrelationship?
Mr.Jeffery:
That’sforsure.Wealwaysgivethebestdiscounttoouroldclients.Andwealsohaveotherfavorableconditionstoourloyalcustomersregardingpaymentanddelivery.Andourafter-salesserviceisalsoveryattractive.
SunYan:
Good.Icanforeseethebrightfutureofourcooperation.
Mr.Jeffery:
Metoo.
Script
MartinBlade:
Hello.Allowmetointroducemyself.MynameisMartinBlade.I’marepresentativeofNewStarCo.whichproducestoys.
SamBrown:
Nicetomeetyou.
MartinBlade:
Nicetomeetyou,too.Mycompanyhasassignedmetonegotiatebusinesswithyou.Here’smycard.
SamBrown:
Thanks.Wouldyouliketohavealookatourshowroomnow,Mr.Blade?
MartinBlade:
I’dloveto.
Task1
SamBrown:
Thisway,please.
MartinBlade:
Yourproductsareofsuchagreatvariety.ItwouldtakehoursifIreallylookateverything.
SamBrown:
Youmaybeespeciallyinterestedinsomeoftheitems.
MartinBlade:
IthinkI’vealreadyseensomeitemswe’dliketoorder.ButI’dstillliketostudythemabitfurther.
SamBrown:
OK.Bytheway,wehavealsopreparedthesebrochuresforyourreference.Whendoyouthinkwecanworkoutadeal?
MartinBlade:
I’llprobablybeabletoletyouknowtomorrow.
SamBrown:
Allright.I’llbeexpectingyoutomorrowmorning
2
Mr.Blare,
IamJaneTrappefromSwiftCommunicationCompany.WeareoneofthelargestcommunicationserviceprovidersinBrazil.Iknowyouhavebeenanestablishedinternationalcompany,andyourhandsetproductsenjoygreatpopularityinBrazil.Weshallbepleasedifwecanestablishbusinessrelationswithyou.
Atpresentweareinterestedinyournewseriesofmobilephonesdesignedforbusinesspurposes,withhightechnologyapplied.Couldyousendyourlatestcatalogforourreference?
Iamexpectingyourearlyreply,andlookingforwardtocooperatingwithyou.
Yourssincerely,
JaneTrappe
SwiftCommunicationCompany
DearMr.Brown,
ThankyouforyourletterofJuly11,2009.Wearegladtolearnthatyouareinterestedinourproductsandhopetoenterintobusinessrelationswithus.
Incompliancewithyourrequest,wearesendingyoubyairacatalogtogetherwitharangeofpamphletsforyourreference.Ifanyiteminthecatalogappealstoyou,pleaseletusknowandourquotationwillbeforwardedwithoutdelay.
Iamexpectingoursuccessfulcooperation.
Yoursfaithfully,
DaveLincoln
SalesManager
HowtoConductBusinessBackgroundChecks
Therearemoreandmorenewsstoriesaboutcompaniesthatdefraudinvestorsofmillionsofdollars.Therefore,itisimportanttobecertainthatthecompanyyouareintendingtoestablisharelationwithisreputableandtheusualpracticetodosoistorunabusinessbackgroundcheck.Inordertodothis,thefollowingstraightforwardstepsarerecommended:
(1)FindingBasicInformationofaCompany
Alwaysstartatthelocallevel,especiallyforasmallcompany,asthismaybetheonlysourceofinformationavailable.Allcompaniesmustconformtolocallawsorcodessincetheyareessentiallyrootedinacommunity.Cityrecordsareagoodplacetostart.Theywillprovideth
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- 英语 总结