《商务磋商信函分析》PPT课件.ppt

The analysis of business letters 1 1. Establishing Business relationship -Start Letter （建立业务关系）（建立业务关系） Structure of Start LetterbSource of information（说明信息来原）说明信息来原）bPurpose of writing（言明去函目的）言明去函目的）bCompany profile（本公司优势）本公司优势）bProduct introduction（产品介绍）产品介绍）bA pushing end（激励性的结尾）激励性的结尾）1. Source of information（说明信息来原，即如何取得对方的有关商务信息说明信息来原，即如何取得对方的有关商务信息bChinese Commercial Counsellors Office of the Embassy in foreign country（中国驻国外使馆商务（中国驻国外使馆商务处）处）bBank, bTrade Directory（贸易行同业名录）（贸易行同业名录）bBusiness Houses of the same trade（同业商行）（同业商行）bCommon clients（共同客户）（共同客户）bMarket research；AdvertisementsbTrade Fair, Exhibitions1. Source of information AnalysisWe learned from the Commercial Counselors Office of Embassy in your country that you are interested in Chinese handicraft.Mr.Smith, Head of New York Electric Inc. has recommended you to as a leading importer in Korea of lightweight batteries for vehicles.We have obtained your name and add from the Internet. Our market survey showed that you are the largest importer of cases and bags in Egypt2. Purpose of writing(言明去函目的言明去函目的)bLatest intention, what kind of business you want to do with them . such as expanding market, entering into a joint venture with them, selling your own good or purchasing their products. etc.bTo establish long-term relationship2. Purpose of writing Analysis In order to expand our products into South America, we are writing to you to seek cooperate possibilities.We are writing to you to establish long-term trade relations with you.Wish to express our desire to enter into business relationship with you.3. Company introduction（对本公司优势的概述）（对本公司优势的概述）bBusiness scope范围范围bPrinciplebConnection ( suppliers, distributors, government) bHistory ( experience)bR&D powerbOther advantages3. Company introduction AnalysisWe are a leading company with many years experience in machinery export business.We enjoy a good reputation internationally in the circle of textile.We have our principle as “Clientsneeds come first”.4. Product introduction（产品介绍）（产品介绍）bQuality ( material, craftsmanship技术技术 )bPricebDesignbSpecification/color varietybPopularity in other areas4. Product introduction AnalysisArt. No.76 is our newly launched one with superb quality, fashionable design, and competitive price.Our products are enjoying popularity in Asian markets.We have a good variety of colors and sizes to meet with different needs.5. A pushing end （激励性的结尾）（激励性的结尾）bCatalogues, leaflets传单传单, brochures小小册子册子bSamplesbFinancial referencebFavorable termsbWishes 5. A pushing end Analysis Your comments on our products or any information on your market demand will be really appreciated.We are looking forward to your specific inquiries (your early reply).The analysis of business letters 22、inquiry/enquiry（询盘函）（询盘函） An inquiry is a request for information. In other words, an inquiry is also an invitation of buyers offer. In international business, inquiry letters are often written by importers to exporters. Such letters can be grouped into two categories: general inquiry and specific inquiry. In a general inquiry, the writer may ask only for catalogues, pricelists or samples in order to get a general understanding of the products handled by the exporter. A specific inquiry letter is written when the buyer has a particular article or product in mind and wants the seller to make a quotation or offer for this item.The analysis of business letters 22、enquiry/inquiry（询盘函）（询盘函）-说明所要商品的范围，要求对方进一步介召情况。

例如: 指定具体的商品，甚至数量、包装、交货期等，并要求对方报价或递价The analysis of business letters 2The reply to an inquiry（询盘函答复）（询盘函答复） The reply to an inquiry should be prompt and courteous and often contains the thanks to the receiver for his interest in your products. The reply to a general inquiry usually has enclosures such as catalogues, pricelists, pamphlets小册子小册子 which are to present detailed information. Replies to specific inquires should cover all the information asked for.Analysis of Some SentencesWe have an enquiry for large quantities of article商品商品 AGT-4 Dinnerware and Tea set.Please let us know what terms you can supplyWe should be grateful if you would quote forWe require for immediate delivery. Please send us your best offer by E-mail.We shall be glad to receive your best quotations for them with indication of packing for February shipment, CIFC5 London.The analysis of business letters 33. offer（发盘函）（发盘函） Companies buying and selling in international business use a process of negotiation and discussion called “Offer-Counteroffer-Acceptance” to form an agreement. This process may be oral, or through face-to-face meeting or telephone conversations, but mostly by written correspondence between the two companies.The analysis of business letters 33. offer（发盘函）（发盘函） An offer is the expression of the wishes of the seller to sell particular goods under stated terms (including quantity, prices, packing , time of shipment, terms of payment, etc.). In international business, offers can be divided into two kinds: firm offe。