Step 5 Letter 1 ：Making self-introduction The following company plans to extend its business activities, and wants to establish business relationships with the importer in the market. Zhuzhou& Co. Learn the letter on page 14 by dealing with the language points. Step 6. Activities 1. Vocabulary review 2. Translate the following phrases Page 15 3. Fill in the blanks with word or words from the list in proper form and then translate the sentences into Chinese. Page 16 Step 7 Homework Exercise 4 Writing Practice The Third---Fourth Teaching periods Step I Leading In How can an exporter seek his potential customers? It is vital for an exporter to seek new customers as well as to hold the old customers. The following channels are frequently used by the exporters to obtain the necessary information of their potential buyers. Banks，advertisements in the periodicals, magazines, and newspapers，Internet and various kinds of trading fairs & exhibitions Step 2 Writing principles 1. 建立业务关系信件正文结构 When writing a letter to establish business relations, you should covering the following points: The source of information (one of the ways above) The intention of writing letter (to establish business relations) Self-introduction (Generally, it includes two parts: the introduction of the company and the introduction of its main products. Under certain circumstances, catalogues, samples, and pricelist may also be enclosed.) Your expectation from the addressee This kind of letters should be written cordially, sincerely, and courteously. 2. 常见开头 1) 自荐 We take this opportunity to introduce ourselves… We take the liberty of writing to you with a view to establishing business relations with you. We have the pleasure of introducing ourselves to you with the hope that we may establish business relations.
We are in the hope of opening an account with you. 2) 推荐 We owe your name to the First Commercial Bank at your end. Your name and address have been given to us by Smith & Co. Inc. in New York, who has informed us that you are one of the leading importers of Light Industrial Products in your country. We have obtained your name and address from ABC Company. 3) 广告 We understand from your advertisement in ―Electric‖ that you are exporter of silk goods. 我们从电器杂志的广告上得知你方是丝织品的出口商。 3. 介绍公司常用句型 . We understand your corporation handles foodstuffs for export. We have been for many years in the chemical line. We are specialized in the export of Chinese Cotton Piece Goods. We have various kinds of Cotton Piece Goods available for export. We handle the import business of textiles. 4. 介绍产品常用句型 Our products are complete in specifications. Our products are excellent in quality and low in price. Our products are attractive and durable. Our products sell well all over the world. Step 3 Reading Comprehension of letters 3-5 Ask the students to read the example showing how to establish business relation with a foreign firm and help them understand every line. Dealing with any difficulties Step 4. Translation Translate the letters into English; pay attention to the formality. Step 5. Doing some exercises 1. Fill in the blanks in the passage with the words given. 2. Check up the answers: market , potential, prospective, publicity, brochures, promoting, complain, launching Step 6 Homework Writing Practice: Draft a letter to a company asking for establishing business relations
课外作业及要求 后记 Exercises Ⅲ. On P.24. Exercises Ⅳ. On P.25. The students can point out the main points in the sample letters. Learning new things through letters is more acceptable for the students。 内容 UNIT THREE ENQUIRIE AND OFFERS 课 时 4 教学目的与要求 重点难点及其处理 教学方法 This unit focuses on the channels and methods to obtain the information in order to make students more clear about some techniques for status enquiries. 1. Importance of status enquiries; 2. Tips in writing status enquiries and replies. Presentation; discussion; translation; explanation The First Teaching period Step 1. Revision Review the new words learned in last unit Step 2. Greetings and leading in Greet the students as usual Introduce today‘s topic: 1. Business negotiation Five links: inquiry, offer, counteroffer, acceptance and conclusion of business. 2. Two kinds of inquiries: What is an inquiry? A specific inquiry and a general inquiry 3. Terms to learn 1. trade negotiation 2. an enquiry 3. an offer 4. a firm offer 5. proforma invoice 6. a voluntary offer Step 3 Language Points Inquiry is made when one party of a transaction wants to get a supply of products, service or information from the other party. It is the first step of a business negotiation. （一）询盘的类型 Inquiries may fall into two categories: general inquiries and specific inquiries. If the importer wants to have a general idea of the commodity, which the exporter is in a position to supply, he may make a request for a pricelist, a 教 学 步 骤
catalogue, samples and other terms. This is a general inquiry. (Generally, it is also a first inquiry. That is an inquiry writing without first writing a letter to establish business relations) If the importer intends to purchase goods of a certain specification, he may ask the exporter to make an offer or a quotation for the goods. That is a specific inquiry. （二）询盘信件结构 When writing a letter of inquiry, you should cover the following points: General inquiry The source of information and a brief self-introduction The intention of writing the letter. (Ask for a catalogue, samples or a pricelist) Stating the possibility of placing an order Specific Inquiry The names and descriptions of the goods inquired for, including specifications, quantity, etc. Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect. Stating the possibility of placing an order. This kind of letter should be written with clearness, concreteness and completeness. （三）常用句型 1. 询价 (1) Please quote the lowest price. (2) Please quote the lowest price, F.O.B Shanghai. (3) Please quote the lowest price, including 3% commission. (4) Please quote the lowest price, stating the earliest date of shipment. (5)Please quote us lowest price of CFR Canada for 800 boxes of long Hair Cat article No KC2048. 2. 寄送 (1) 随函附寄 enclose eg. (1) We are enclosing herewith a catalogue for your reference. (2) Enclosed is a price list. Enclosed are a price list and a catalogue. (3) Enclosed please find our quotation which are open for 15 days only. (2) 另寄 （1）We have the pleasure of sending you under separate cover our latest catalogue. (2)? We have sent you by separate post our new catalogue. (3) 索取 Please send the catalogue and the price list of your electric goods.? We are interested in your new product and shall be pleased to have a catalog
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