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跨境电子商务理论与实务第五讲B2B函电21、EstablishingBusinessRelationsIntroduction-establishrelations:Groupworks:discussionInformationresourcesofpotentialcustomersHowtowritealettertoestablishrelation34Informationresources:TheInternetTradefairsAdvertisementsYellowpagesTradeassociation5Howtowriteamailtoestablishrelation:tellingtherecipientwhomadetherecommendationIntroduceyourselfStateyourpurpose6ABCgarmentsandaccessoriesco.ltd.hangzhouChina(theletterhead:sender’saddress)January4,2005(thedate)B.Wallace&.Co.236St.LouisStreetCroydon,England(insideaddress:theaddressoftherecipient)DearSirs：(salutation)范文1：Establishrelationship建交7WehaveobtainedyournameandaddressfromT-shirtCorp,Australia.Asyouareinthelineofbabywearandchildren’sclothes,wearewritingtoenquirewhetheryouarewillingtoenterintobusinessrelationswithus.Weareaprivatefactoryspecializingintheexportoftheaboveitems.Togiveyouageneralideaofourproductsweencloseabrochureandasample-cuttingbooklet.Weshallsendyouquotationsoncewegetyourspecificenquiry.8Welookforwardtohearingfromyousoon.Yoursfaithfully(complimentaryclose)ABCgarmentsandaccessoriesco.ltd.Enclosures:1.brochure2.sample-cuttingbooklet9A.WehaveobtainedyournameandaddressfromT-shirtCorp,Australia.Explanation:10B.Asyouareinthelineofbabywearandchildren’sclothes,wearewritingtoenquirewhetheryouarewillingtoenterintobusinessrelationwithus.11C.Weareaprivatefactoryspecializingintheexportoftheaboveitems.12D.Togiveyouageneralideaofourproductsweencloseabrochureandasample-cuttingbooklet.13E.Weshallsendyouquotationsoncewegetyourspecificenquiry.14F.Welookforwardtohearingfromyousoon.Usefulphrases:15obtain…from…enterintobusinessrelationwithsb.aprivatefactoryspecializein/InthelineofgivesbageneralideaofencloseabrochureAsample-cuttingbookletsendsbquotationsspecificenquirylookforwardtodoingsth.16Informationresources:1)We’vecometoknowyournameandaddressfromtheCommercialCounselor’sOfficeoftheChineseEmbassyinLondon.2)WehaveobtainedyournameandaddressfromT-shirtCorp,Australia.Usefulsentences:171)Weareaprivatefactoryspecializingintheexportoftheaboveitems.2)Asyoumaybewellaware,weareastate-operatedcorporationhandlingsuchitemsas….inbothimportandexportbusiness.7)Wesendyoubyairmailabrochureonthevariouskindsoftoysnowavailableforexport.Introductions:181)Specializingintheexportoflightindustrialproducts,wewouldbedelightedtoestablishbusinessrelationswithyou.2)BeingoneoftheleadingimportersoftextilesinCanada,wearewritingtoyouhopingtoestablishtraderelationswithyourcompany.3)Weareanxioustomakebusinesscontactwithyourcorporation.(enterinto/establishbusinessrelationswithsomebody)Intentions:193.Letterwritingpractice:WritealettertoDenis&Brosat33St.GeorgeStreet,London,tellingthemthatyouwishtoenterintobusinessrelationswiththem.YouareintroducedbyMichaelDaliCompanyinCyprus.Themainlineofyourbusinessisexportingsportswear.Weshouldbeginbytellingtherecipienthowhisnameisknowntous.Thenprovidenecessaryinformationaboutourcompany.Intheendweexpressourwish.DearSirs：WehaveyournameandtheaddressfromtheMichaelDaliCompanyinCypruswhoisoneofouroldcustomers.Wewishtoinformyouthatwespecializeinexportingsportswearandshallbepleasedtoenterintobusinessrelationswithyou.(talkaboutourreferenceandstatethepurposeofwriting)Wehavemanyyearsofexperienceinthisline.Weareabletoacceptordersagainstcustomer’ssamplesandcanp...