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1、Unit2EstablishingBusinessRelations第二章建立業(yè)務(wù)關(guān)系Leading-inTasks（任務(wù)導(dǎo)入）Trytofinishthefollowingtasksandpredicttheobjectivesandfocusofthisunit.Task1.假設(shè)你是美國(guó)辛普森公司（H.Simpson&Co.Ltd.，聯(lián)系地址：98SouthStreet,Boston,USA，Tel：86-36-12345Fax：86-36-67890E-amil:SCL@hotmail.com）進(jìn)口部的經(jīng)理。
2、最近，你通過(guò)朋友弗里曼先生（Mr.Freeman）了解到廣東省紡織品進(jìn)出口公司（GuangdongTextilesImport&ExportCorporation，聯(lián)系地址：68XiaobeiRoad,Guangzhou510000,China，Tel：86-20-12345678Fax：86-20-23456789E-amil：GTIEC@163.com）的情況，并且對(duì)其產(chǎn)品非常感興趣?，F(xiàn)在，請(qǐng)致函該公司，試圖與之建立業(yè)務(wù)關(guān)系。注意信中務(wù)必包含以下內(nèi)容。1)承蒙弗里曼先生（Mr.Freeman）的介紹，我們得知貴
3、公司的名稱和地址。2)本公司專門經(jīng)營(yíng)中國(guó)紡織品進(jìn)口業(yè)務(wù)，是美國(guó)主要的中國(guó)紡織品經(jīng)銷商。3)去函目的是希望與貴公司建立業(yè)務(wù)關(guān)系。4)如蒙惠寄最新的產(chǎn)品目錄及價(jià)格表，將不勝感激。5)盼速?gòu)?fù)。Task2.針對(duì)任務(wù)1中所擬信函的內(nèi)容，以廣東省紡織品進(jìn)出口公司出口部經(jīng)理的身份擬一封回函。注意該回函中務(wù)必包含以下內(nèi)容。1)來(lái)函收悉，謝謝！很高興得知你們對(duì)我方產(chǎn)品感興趣并愿與我方建立業(yè)務(wù)關(guān)系。2)貴公司的愿望與我方不謀而合。3)應(yīng)貴公司要求，特此隨函附上本公司最新的產(chǎn)品目錄及價(jià)格表，如有興趣或者有進(jìn)一步的需要，務(wù)請(qǐng)告知。4)問(wèn)對(duì)
4、方索要最新的產(chǎn)品目錄及價(jià)格表。5)希望能與貴公司達(dá)成交易。PartOneBasicKnowledgeConcerned1.TheSignificanceofEstablishingBusinessRelationsItisfairlytruetosaynocustomer,nobusiness.Toestablishbusinessrelationswithprospectivedealersisoneoftheimportantundertakingseitherforanewlyestablishedfirmo
5、ranoldonethatwishestoenlargeitsbusinessscopeandturnover.Establishingbusinessrelationsisthefirststepintransactioninforeigntrade.Ifanewfirm,orratheracertaincorporationofours,wishestoopenupamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries,theperso
6、nsinchargemustfirstofallfindoutwhomtheyaregoingtodealwith.Weshouldnotonlydoeverythingpossibletoconsolidateoldcustomersbutalsoseeknewonestoenlargeourbusiness.2.TheMainChannelsandMethodsforEstablishingBusinessRelationsUsually,youcansecureallthenecessaryinformati
7、onaboutanewcustomerwiththehelpofthefollowingchannels:banksperiodicalsadvertisementsinnewspapers,magazinesoronTVtheintroductionfromyourbusinessconnectionsthemarketinvestigationstheCommercialCounselor’sofficestheIndustrialChamberstheChambersofCommercebothathomea
8、ndabroadinquiriesreceivedfromthemerchantsabroadself-introductionbymerchantsthemselvesSometimes,akindofmiddlemanisnecessarytobringtwocompaniestogether.Havingobtainedthedesirednamesa
