教案Establishing Business Relations

1、International Business Correspondence外貿(mào)函電課程教案課題：Basis of Business Correspondence 課時(shí)： 周次： 授課日期： 地點(diǎn)：授課方式及手段：Lecturing, Task-based approach, Questioning, Discussion 教學(xué)目標(biāo)：After studying this part, the students are able to:1. To learn ways of establishing and promoting business relations. 2. To practice

2、writing letters of establishing and promoting business relations.3. To learn useful expressions on establishing and promoting business relations.教學(xué)重難點(diǎn)：1. To practice writing letters of establishing and promoting business relations.2. To learn useful expressions on establishing and promoting business

3、 relations.教學(xué)過(guò)程與內(nèi)容：Step one warm-up Raise the following questions: 1.If you want to do business with a merchant abroad, how can you approach them? 2.If you want to secure all the necessary information about a new customer, how can you do?3.If you want to write to a merchant abroad, how can you write

4、? Step two Presentation & Explanation Merchants abroad may be approached through some the following channels: (課本上)communication in writing 信函的聯(lián)系attendance at the export commodities trade fairs. 出席出口商品交易會(huì)contact at exhibitions held at home or abroad 在國(guó)內(nèi)外舉辦的展覽會(huì)上聯(lián)系mutual visits by trade delegation

5、s and group. 貿(mào)易代表團(tuán)的互訪Of all these channels, the first one is the most constantly used in business activities. By what means can a writer of business letters secure(尋求) all the necessary information about a new customer? He may do so by referring to（向某人去了解/咨詢） or with the help of （求助于）：(課本上)Internet;

6、the banks the periodicals （刊物）the advertisements in newspapersthe introduction from his business connections (商業(yè)客戶的介紹)the market investigations(市場(chǎng)調(diào)查)the Commercial Counselors Office (商務(wù)參贊處)the chambers of commerce both at home and abroad. （國(guó)內(nèi)外的商會(huì)）enquiries received from the merchants abroad. （國(guó)外商家的詢

7、盤(pán)）self-introduction by merchant themselves（國(guó)外商人的自我介紹）A letter for establishment of business relations may include the following points: (課本上)the source of your information; (Explain how you got his name and address)Your intention; (tell him that you desire to establish business relations with him)St

8、ate briefly and clearly your business scope and also your branches and liaison offices, if any; (self-introduction)Tell him something about the commodities you want to buy or sell;(can be omitted) If the writer is an importer-make request for samples, pricelists, catalogues, etc. If the writer is an

9、 exporter -enclose his export list and the like.(出口商品目錄/清單/明細(xì)表) Tell the references as to your firms financial position and integrity; (提供能夠了解你公司的資信情況的證明人)Express your expectation of cooperation and an early reply. (表達(dá)合作的意向和早日答復(fù))e.g. We look forward to your early reply. Your early reply will be appr

10、eciated. We are awaiting your early reply. Some words and expressions for Introduction 1. establish business relations with sb = enter into business relations 與建立業(yè)務(wù)聯(lián)系2. probable customers = potential customers/prospective customers 可能的客戶/潛在的客戶/有希望的客戶3.the vitally important measures 十分重要的措施4. eithero

11、r 或是或是5.a newly established firm 新近成立的公司6.enlarge ones business scope擴(kuò)大業(yè)務(wù)范圍7.turnover 營(yíng)業(yè)額，成交量 8. exhibition 展覽會(huì) trade fair 交易會(huì) commodities fairs 商品交易會(huì) business connections 商業(yè)客戶（connections = clients/ customers.）Commercial Counsellors Office 商務(wù)參贊處9.Chambers of Commerce 商會(huì) Electronic Commerce 電子商務(wù)10.E

12、xpectation of cooperation 合作意向Step Three Consolidation Ask one student to translate “introduction” into English. Learn the above expressions by heart. Preview Lesson 1. Part IIStep One Warm up Raise the following questions: If you want to write a letter to establish business relations, what should y

13、ou cover in it? A letter for establishment of business relations may include the following points: the source of your information; (Explain how you got his name and address)Your intention; (tell him that you desire to establish business relations with him)State briefly and clearly your business scop

14、e and also your branches and liaison offices, if any; (self-introduction)Tell him something about the commodities you want to buy or sell;(can be omitted) If the writer is an importer-make request for samples, pricelists, catalogues, etc. If the writer is an exporter -enclose his export list and the

15、 like.(出口商品目錄/清單/明細(xì)表) Tell the references as to your firms financial position and integrity; (提供能夠了解你公司的資信情況的證明人)Express your expectation of cooperation and an early reply. (表達(dá)合作的意向和早日答復(fù))Step Two Presentation for Sample letter 1Raise the following questions:1.In Lesson 1, who is the writer, buyer or

16、 seller?2.How did the seller get the buyers name? 3.What will the seller send to the buyer? Why? 4.What other kind of information does the seller give? Lets study the structure of this letter: contains four paragraphs. Step Three Explanation1.to establish business relations with sb與建立業(yè)務(wù)聯(lián)系 enter into

17、 business relations with sb ; make business contact with sb. 2. to that effect 大意是那樣 to this effect 大意是如此 to the above effect 按上述大意 3. pass on sth to sb 把轉(zhuǎn)交給某人 Your letter addressed to our Head Office has been passed on to us for attention and reply. 你方寫(xiě)給我總公司的來(lái)信已轉(zhuǎn)交給我們辦理（考慮）。 Pass on the good traditi

18、on to us . 把這一好的傳統(tǒng)傳給我們。4. inform (v) 通知，常可與advise 換用。常用于下列結(jié)構(gòu)inform/ advise sb of sth Please inform us of the name of steamer. We shall inform you of the date of shipment. inform/ advise sb + clause Please inform us what quantity you can sell a year. 請(qǐng)告知每年可銷(xiāo)售的數(shù)量。 Please inform us which mode

19、l you are interested in. 請(qǐng)告知你們對(duì)何型號(hào)有興趣。 We are pleased to inform you that your offer has been accepted by our customer. Please be informed茲通知你方 Please be informed that the L/C has been opened. 茲通知你方信用證已經(jīng)開(kāi)出。 Please be informed that the samples you requested have been sent by airmail. 注意：在下列句子結(jié)構(gòu)中，infor

20、m不可與advise換用。advise sth / clause Please advise the name of steamer. We wish to advise that business has been done at our price. Please advise what quantity you can sell a year. advise (vi) If interested, please advise. Please advise at what price your clients will place orders with us? 當(dāng)指的是和對(duì)方關(guān)系較大的事

21、時(shí)： We wish to advise that business has been done at GB)110 per ton. 如對(duì)方關(guān)系不大的事，只是讓對(duì)方知道或了解一下時(shí)，則用inform 較好。 We wish to inform you that we have moved to the following address.5. interested, interesting, interest. interest 是n, 最易混淆的就是interested, interesting，都是adj, 但所采用的句式不同。sb be interested in sth / to d

22、o sth interested所用句式以人為主語(yǔ)sth be interesting to sb interesting和interest兩者都是以物為主語(yǔ)sth be of interest to sb Buyers are not interested in out-dated designs. We are very much interested in importing chemicals from you. We are interested to receive a specimen of the new type. The design that were in fashio

23、n last year are no longer interesting to us. The article is of special interest to us. (vide p29)6.fall within the scope of our business activities. 屬于我們的業(yè)務(wù)范圍lie within our business scopebe within the scope of our business activities fall within + our business linescome under7.enclosed catalogue 隨函附

24、去的商品目錄 enclosed brochure (pamphlet) 隨函附去的小冊(cè)子8. line (n)行業(yè)；商品的一類(lèi) Our lines are mainly 我們經(jīng)營(yíng)的主要商品是be in the line of / be in line. 經(jīng)營(yíng)某商品We have been in the chemical line for many years. 多年來(lái)我們一直經(jīng)營(yíng)化工品。We export both best line and cheap line of silks. （我們從事優(yōu)質(zhì)絲綢和便宜絲綢的出口）9.for your information供你方參考 for your

25、reference. 10.advantage have advantage over sb in 在某方面比占優(yōu)勢(shì) I have advantage over you in English. take advantage of 好好利用 We need to take advantage of foreign teachers to learn English well. 11. look forward to 盼望，期待 We look forward to your early reply. 盼盡早答復(fù).Similar expressions: We are waiting for yo

26、ur early reply. We await your early reply.12. requirements meet（satisfy/comply with）ones requirements 滿足某人的需求Step Four Summary and ConsolidationTranslate the lesson into English. Similar expressions of introducing personal information: We have been importing and exporting electric appliances for the

27、se ten years, and are planning to extend our business activities to our neighboring countries. We write to introduce ourselves as one of the leading exporters from United Kingdom, of a wide range of laptop computers. We are one of the largest importers of cotton and woolen piece goods in this countr

28、y and shall be pleased to establish business relations with you. Our lines are mainly 我們經(jīng)營(yíng)的主要商品是We have been handling the import of shoes for many years. Finish Exs 1、2 in class.Step Five HomeworkFeedback: Part III Step one RevisionReview briefly the contents in writing a letter to establish busines

29、s relations. (omitted) Step two Presentation for Lesson Two Raise the following questions:1.In Lesson 2, who is the writer, buyer or seller?2.How did the seller get the buyers name? 3.What will the seller send to the buyer? 4.What kind of information does the seller give?Lets study the structure of

30、this letter: contains six paragraphs. 1. obtain your name and address from從得知名稱(chēng)和地址。similar expressions:have got your name and address from . 從處得知你公司的名稱(chēng)和地址We owe your name and address to. 承蒙.告知你公司的名稱(chēng)和地址Your firm has been recommended to us by Your name and address have been passed on to us byYour name

31、 and address have been given to us byOn the recommendation of ., we have learned with pleasure the name of your firm.Through the courtesy of2. in the market for 想要購(gòu)買(mǎi) We are in the market for petroleum. in the market 要買(mǎi)或賣(mài)3. avail ourselves of 利用 avail ourselves of this opportunity to do sth 4. approa

32、ch sb for sth與某人接洽某事；同某人聯(lián)系事宜To approach you for the establishment of trade relations with you. Approach our agents for your requirements.與我們的代理人接洽討論你們的需求。Approach the shipping company for booking the space. 同船公司聯(lián)系訂艙事宜。5. a state-operated corporation 國(guó)有（營(yíng)）公司 man-made leather bag 人造革提包 machine-made 機(jī)制

33、 home-made 國(guó)產(chǎn)的6. handle 經(jīng)營(yíng) handle + commodity (or others )deal in + commodity / deal with sb trade in + commodity be in the line (of ) + commodity The shop handles paper and stationery. The shops deals in paper and stationery.The shop is in the line of paper and stationery. We have been handling the

34、 import and export of textiles. (不用deal in, trade in, be in the line of 替換) 7. to acquaint you with our business lines 使你對(duì)我們所經(jīng)營(yíng)的商品了解 acquaint sb with sth使某人了解（熟悉）8. enclose: (v) Patterns: 1)enclose sth （不可以enclose sb） 隨函附寄.（send sb herewith） 2)Enclosed are (is). (enclosed 作表語(yǔ)時(shí)，常倒裝于句首) 3）Enclosed ple

35、ase find . 隨函附寄.(望查收) （enclosed作賓補(bǔ)時(shí)，也常倒裝于句首或置于謂語(yǔ)動(dòng)詞后）Please find enclosed . Examples: We enclose a copy of our pricelist. Please find enclosed a copy of our pricelist. Enclosed please find a copy of our pricelist. Enclosed are two copies of our pricelist.Should any of the items be of interest to you,

36、 please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. 9. a copy of our Export List covering the main items suppliable at present.目前可以供應(yīng)的出口商品清單一份。10. be of interest to sb (見(jiàn)lesson 1) 11.lowest quotation 最低報(bào)價(jià)單 make /give/send/fax/e-mail one

37、s quotation for (on) 買(mǎi)方接到賣(mài)方的報(bào)價(jià)時(shí)后接介詞of. Please make us a quotation for Iron Nails. 12. upon (on) receipt of 一矣收到13. trade trade in sth / with sb14. adhere to 忠于，堅(jiān)持adhere to the principle of equality and mutual benefit. 一貫堅(jiān)持平等互利的原則。15. by joint (mutual) efforts 通過(guò)共同努力16.to our mutual advantage. 對(duì)彼此互利地

38、17. appreciate: (v.) appreciate sth appreciate doing sthWe should/shall appreciate it if you would (will) do. 如(蒙)當(dāng)不勝感激It would be appreciated if you would Sth will be (highly) appreciated some sentences to express thanks : Your immediate shipment will be appreciated. (如能立即裝船當(dāng)不勝感激) Your immediate re

39、ply would be appreciated. 你方立即答復(fù)不勝感激。We shall be obliged if you will arrange for immediate shipment. We shall be grateful if you could arrange for immediate shipment. We shall be thankful if you would arrange for immediate shipment. We should appreciate it if you would arrange for immediate shipment

40、. It would be appreciated if you would arrange for immediate shipment.18. acquaint sb with sth 使某人熟悉/了解某事Step Four Summary and ConsolidationTranslate this lesson into Chinese. Finish Exs 1、2 in class.Step Five Homework Preview Ex 3. Finish exercise 4 on page 341.Feedback:Part IVStep One Warm up Rais

41、e the following questions: If you want to write a letter to establish business relations, what should you cover in it? A letter for establishment of business relations may include the following points: the source of your information; (Explain how you got his name and address)Your intention; (tell hi

42、m that you desire to establish business relations with him)State briefly and clearly your business scope and also your branches and liaison offices, if any; (self-introduction)Tell him something about the commodities you want to buy or sell;(can be omitted) If the writer is an importer-make request

43、for samples, pricelists, catalogues, etc. If the writer is an exporter -enclose his export list and the like.(出口商品目錄/清單/明細(xì)表) Tell the references as to your firms financial position and integrity; (提供能夠了解你公司的資信情況的證明人)Express your expectation of cooperation and an early reply. (表達(dá)合作的意向和早日答復(fù))Step Two P

44、resentation for sample letter 3Raise the following questions:1.In Lesson 3 (A), who is the writer, buyer or seller?2.What is the buyer doing in the letter? Lets study the structure of this letter: contains three paragraphs. Step Three Explanation for Sample Letter 31. enclose 封入，附寄2. in compliance with = comply with依照（某人的愿望、要求去做），依從，符合，滿足某人的要求、愿望 We hope you will be able to be in compliance with our request. Buyers must comply with the terms of contract.in compl