第二阶段Negotiation

Offer发盘

Counter offer还盘

Inquiry询盘

Acceptance接受

Clients

Seeking Business Opportunities

http://222.200.98.43/xinhan/01/01.htm

ContentsContents

CompanyCompany

LOGOLOGO

1. Channels to Find Clients 1. Channels to Find Clients

2. Letters from Exporter/Importer2. Letters from Exporter/Importer

3. Reply to the Letters3. Reply to the Letters

4. Exercises 4. Exercises

Where and HowWhere and How can an exporter seek a potential customer?can an exporter seek a potential customer?

Suppose you are writing a letter to a Suppose you are writing a letter to a potential customer to establish business potential customer to establish business relations. relations. What will you write in your letter?What will you write in your letter?

Warming-up QuestionsWarming-up Questions

www.themegallery.com

(1) The internet (1) The internet 互联网互联网(2) Trade Fairs (2) Trade Fairs 商品交易会商品交易会(3) Banks (3) Banks 银行银行(4) Chambers of Commerce (in foreign countries) (4) Chambers of Commerce (in foreign countries) （驻各国（驻各国

的（中国））商会的（中国））商会(5) Trade/Business directories (5) Trade/Business directories 工商行工商行 // 企业行目录企业行目录；；同业名同业名

录录(6) Business associates (6) Business associates 商界朋友商界朋友(7) Commercial Counselor’s Offices in foreign countries (7) Commercial Counselor’s Offices in foreign countries

国外的商赞处 国外的商赞处 (embassies-(embassies- 大使馆大使馆 ))

(8) Advertisements (8) Advertisements 广告广告(9) Other sources(9) Other sources

1. Channels to Find Potential Customer1. Channels to Find Potential Customer

Useful Website Useful Website

http://222.200.98.43/trade/xgwz.htm

http://www.cantonfair.org.cn/cn/index.asp( 广交会 )

(1) Business to Business (B2B)

B2B 主页： http://www.b2b99.com/

阿里巴巴网： www.alibaba.com

www.alibaba.com.cn

环球资源网： www.globalsources.com

中国制造网： http://www.made-in-china.com/

寻找 B2B网站的向导： www.worldjump.com

如何免费得到信息？如何免费得到信息？

（ 1 ）先得到公司名称（ 2 ）打开公司所在国的 googlegoogle ，，就可以得到公

司的邮箱地址www.google.com.cnwww.google.com.UKwww.google.com.ncr ncr ncr 指 指 no country redirect no country redirect

(2) Utilizing of Google(2) Utilizing of Google

① ① Google: Keywords + importer/exporter/buyer/seller/Google: Keywords + importer/exporter/buyer/seller/

eg: Mp3 player importereg: Mp3 player importer

“ “Mp3 player importer”Mp3 player importer”

② ② Map: address---linksMap: address---links

③ ③ Picture: name---linksPicture: name---links

(3) E-mail Software(3) E-mail Software

Foxmail

Outlook Express

Foxmail

第一类：搜索引擎第一类：搜索引擎 方法方法 11 ：： ImportersImporters 方法【操作方法：在方法【操作方法：在 GoogleGoogle 中输入产品中输入产品

名称名称 +importers+importers 。】例如：。】例如： MP3 player+importers MP3 player+importers PS:PS: 【小技巧：可以用【小技巧：可以用 importerimporter 替代替代 importersimporters 】还可以在】还可以在

GOOGLEGOOGLE 在不同的国家搜。在不同的国家搜。 例如例如 : www.google.com.UK : www.google.com.UK www. google.com.CAwww. google.com.CA

方法方法 22 ： 关键词上加引号。【操作方法：搜索： 关键词上加引号。【操作方法：搜索““产品名称产品名称 importer”importer” 或者或者““产品名称产品名称 importers”importers” 。。 除了除了importerimporter ，， distributordistributor ，还包括，还包括buyerbuyer ，， companycompany ，， wholesalerwholesaler ，， retailerretailer ，， suppliersupplier ，， venvendordor 及其复数形式。】及其复数形式。】

第二类 专业网站类 网址目录方法【注重在网络上宣传自己的公司往网址目录方法【注重在网络上宣传自己的公司往

往会将自己登陆到往会将自己登陆到 YAHOOYAHOO 和和 DMOZ.orgDMOZ.org 这两个这两个世界最有名的网址目录中】世界最有名的网址目录中】

企业名录网站方法【全球有一些专门提供买家名企业名录网站方法【全球有一些专门提供买家名录的公司和网站。录的公司和网站。 www.Kompass.comwww.Kompass.com 和和 www.tgrnet.comwww.tgrnet.com 最为有名和受市场好评】最为有名和受市场好评】

ImporterImporterExporterExporter

back

2.1 Useful Words and Expression2.1 Useful Words and Expression

How to write the letter?

2.2 How to Writer the Letters?2.2 How to Writer the Letters?

2.3 Case Study2.3 Case Study

2. Letters from Exporter/Importer2. Letters from Exporter/Importer

Key Words & ExpressionsKey Words & Expressions inform sb of sthinform sb of sth quotation: quotation: 报价报价 handle= specialize inhandle= specialize in qualityquality ：质量；优质的：质量；优质的 avail oneself of avail oneself of ：利用：利用 enter intoenter into ：开始：开始 (( 某种关系某种关系 )) ；缔结；缔结 enjoy general/wide popularityenjoy general/wide popularity ：广受欢迎：广受欢迎 under separate coverunder separate cover ：另寄，另邮：另寄，另邮 in the market forin the market for ：想要购买：想要购买 take the opportunity/chance totake the opportunity/chance to ：借此机会：借此机会 in the line of in the line of ：从事：从事……行业行业 illustrated catalogue: illustrated catalogue: 有插图的目录有插图的目录 for one’s reference: for one’s reference: 以供以供……参考参考 approach sb. for sth. approach sb. for sth. 为某事与某人联系为某事与某人联系

2. How to Writer the Letters?

source of the information

self-introduction

Purpose

(import or export)

your expectation (hope for cooperation & reply)

1

2

3

4

http://222.200.98.43/xinhan/01/01.htm

where

who

why

(1) Source of Information(1) Source of Information

Sb learn/know/note/obtain/gain sth from sb: 从某处获悉Sb learn/know/note/obtain/gain sth from sb: 从某处获悉

Sb be in the market for sth: 某人欲购买 sthSb be well-established exporter of sth: 某人是公认的 sth出口商Sb be in the market for sth: 某人欲购买 sthSb be well-established exporter of sth: 某人是公认的 sth出口商

Sb be willing to enter into be willing to enter into business relations with sb.sb express one’s desire toexpress one’s desire to establish business relations with sbsb avail oneself of opportunity to enter into avail oneself of opportunity to enter into business relations with sb.

Eg. We know your name and address from the internet.

Eg. You are in the market for ladies’ blouse. 你方欲购买女士衬衣。 You are well-established exporter of ladies’ blouse.

We knowknow your name and address from B2B websidethat you are in the market for in the market for ladies’ blouse. We express our desire to establish business relations express our desire to establish business relations with you.

We learn your name from China Daily that you are well-established exporter of ladies’ blouse. We areare willing to enter intowilling to enter into business relations with you.

eg. eg. exporter to importer

importer to exporter

(2) Self-introduction(2) Self-introduction 专业领域：专业领域： be in line of be in line of specialize inspecialize in the importer/exporter of the importer/exporter of 企业企业 // 产品状况产品状况 high/excellent quality/workmanshiphigh/excellent quality/workmanship competitive/attractive pricecompetitive/attractive price in the market forin the market for

► 声誉 ►► be popular with be popular with

►► enjoy general/wide popularityenjoy general/wide popularity

Self-introduction Self-introduction Exporter

Importer

We specialize in the export of Chinese light industrial products which have enjoyed great popularity in the world markets. To give you a general idea, we have sent you under separate cover some illustrated Catalogues.

We are in line of selling lights for over ten years. There is a very steady demand in the market for crystal lights of good quality. At present, we are interested in importing some crystal lights.

(3) Purpose (import or export)(3) Purpose (import or export)

exporter writes to importerexporter writes to importer principle: principle: 隐藏卖东西的意图隐藏卖东西的意图 purposepurpose ：让对方买你的东西：让对方买你的东西 thank you forthank you for be grateful for be grateful for be appreciated if/that be appreciated if/that be obliged for be obliged for illustrated catalogueillustrated catalogue Sample cuttingSample cutting Price listPrice list Brochure/bookletBrochure/booklet

exporter writes to importerexporter writes to importer principle: principle: 隐藏买东西的意图隐藏买东西的意图 purposepurpose ：让对方把东西卖你：让对方把东西卖你 forward/sendforward/send detailed……detailed…… quotation quotation

Purpose Purpose

Exporter

Importer

Should you be interested in any of our products, please let us know and we will provide you with a quotation. Meanwhile, should you require any further information about either our products or our corporation, please do not hesitate  to let us know.

At the present, we are now particularly interested in Electrical Sewing Machine, and we would be appreciated if you could send us your latest catalogues for the items and the sales conditions as well.

(4) Expectation (4) Expectation

We look forward to We look forward to hearing from you soonhearing from you soon, and to , and to the possibility of the possibility of doing business with doing business with you in the you in the future.future.

We are awaiting your We are awaiting your early replyearly reply, and looking , and looking forward to hearing forward to hearing good news good news from you.from you.

We look forward to hearing from you We look forward to hearing from you in the near in the near future.future.

A Letter from ExporterA Letter from Exporter

We know your name and address from B2B web side that We know your name and address from B2B web side that you are in the market for ladies’ blouse. We express our desire you are in the market for ladies’ blouse. We express our desire to establish business relations with you.to establish business relations with you.

We specialize in the export of Chinese light industrial We specialize in the export of Chinese light industrial products which have enjoyed great popularity in the world products which have enjoyed great popularity in the world markets. To give you a general idea, we have sent you under markets. To give you a general idea, we have sent you under separate cover some illustrated. Catalogues.separate cover some illustrated. Catalogues.

Should you be interested in any of our products, please let Should you be interested in any of our products, please let us know and we will provide you with a quotation. Meanwhile, us know and we will provide you with a quotation. Meanwhile, should you require any further information about either our should you require any further information about either our products or our corporation, please do not hesitate  to let us products or our corporation, please do not hesitate  to let us know.know.

Looking forward to hearing good news from you.Looking forward to hearing good news from you.

Lesson 1Lesson 1敬启者敬启者 :: 我司从中国驻加纳大使馆的商务参赞处我司从中国驻加纳大使馆的商务参赞处获悉获悉贵司贵司欲欲

采购采购中国皮制品，借此良机与贵司接洽中国皮制品，借此良机与贵司接洽缔结直接业务关系缔结直接业务关系。。 作为主要出口商之一，我司作为主要出口商之一，我司已经营已经营各种中国皮制品各种中国皮制品

近十年。其产品以近十年。其产品以质量上乘质量上乘，精细工艺广受欢迎。为了让，精细工艺广受欢迎。为了让贵司能有大体的概念，我司已另寄几份图解（说明）目录贵司能有大体的概念，我司已另寄几份图解（说明）目录以及剪样予贵司。以及剪样予贵司。

若贵司对任何产品有兴趣，请告知我司。随时乐于若贵司对任何产品有兴趣，请告知我司。随时乐于尽力满足贵司需求。尽力满足贵司需求。

盼早复盼早复。 。

谨上谨上

A Letter from ImporterA Letter from Importer

Dear Sirs, Dear Sirs, We learn your name from China Daily that you are well-We learn your name from China Daily that you are well-

established exporter of ladies’ blouse. We are willing to enter established exporter of ladies’ blouse. We are willing to enter into business relations with you. into business relations with you.

We are in line of selling lights for over ten years. There is a very We are in line of selling lights for over ten years. There is a very steady demand in the market for crystal lights of good quality. steady demand in the market for crystal lights of good quality. At present, we are interested in importing some crystal lights.At present, we are interested in importing some crystal lights.

At the present, we are now particularly interested in Electrical At the present, we are now particularly interested in Electrical Sewing Machine, and we would be appreciated if you could send Sewing Machine, and we would be appreciated if you could send us your latest catalogues for the items and the sales conditions us your latest catalogues for the items and the sales conditions as well.as well.

Looking forward to hearing good news from you.Looking forward to hearing good news from you. Yours truly, Yours truly,

Case Practice 1Case Practice 1Mr. Thomas, the manager of Freeman & Sons Mr. Thomas, the manager of Freeman & Sons

Company, wants to import some silk products Company, wants to import some silk products from China. He has learned the name and address from China. He has learned the name and address of China National Silks Import & Export of China National Silks Import & Export Corporation on Web. Now he writes an E-mail to Corporation on Web. Now he writes an E-mail to this firm to establish business relation with them. this firm to establish business relation with them. He wants to get the catalogues of products. If they He wants to get the catalogues of products. If they can send the sample cutting, it will be much better.can send the sample cutting, it will be much better.

AssignmentAssignment

Preview Preview ：： Lesson 4 Lesson 4 课课文样信 文样信 & Notes P& Notes P28-3128-31

22

11Lesson 1&2Lesson 1&2 课后练习（做课后练习（做在书上或草稿纸上，下次课在书上或草稿纸上，下次课提问检测）提问检测）

Lesson 1-Exercises Lesson 1-Exercises 1. 获悉2. 想要购买3. 利用4. 为某事与某人联系5. 缔结6. 期待

Q2Q2

learnlearnIn the market forIn the market forAvail ourselves ofAvail ourselves ofEnter intoEnter intoFamousFamousPopularityPopularityThroughThroughGeneralGeneralHear fromHear from

Q3

1. 1. 我们从你方刊登在我们从你方刊登在《《今日贸易今日贸易》》上的广告获悉，你上的广告获悉，你们是一家经营药品的国营公司。们是一家经营药品的国营公司。

2. 2. 我们已经和世界上一百多个国家的商号在平等互利，我们已经和世界上一百多个国家的商号在平等互利，互通有无的基础上建立了贸易关系。互通有无的基础上建立了贸易关系。

3. 3. 一些参考样品将另邮给你方。一些参考样品将另邮给你方。4. 4. 我们渴望与你们建立互利的贸易关系。我们渴望与你们建立互利的贸易关系。5. 5. 他们出口轻工业产品已有好多年。他们出口轻工业产品已有好多年。6. 6. 兹告知你方，我们的许多客户想要购买中国工艺品。兹告知你方，我们的许多客户想要购买中国工艺品。

Q4Q4

1. We learn from your 1. We learn from your Chamber of Commerce Chamber of Commerce that you that you are in the market for are in the market for Chinese teapots.Chinese teapots.

2. We hope you 2. We hope you will take this chance to will take this chance to expand your expand your export.export.

3. This company 3. This company approached us for approached us for the export of wool.the export of wool.4. We are airmailing you 4. We are airmailing you under separate cover our latest our latest

pricelist and catalogue.pricelist and catalogue.5. Chinese exports 5. Chinese exports enjoy great popularity enjoy great popularity in the European in the European

market.market.6. Our company is 6. Our company is one of the leading exports one of the leading exports of Chinese of Chinese

canned food-stuffs.canned food-stuffs.