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(完整版)教案EstablishingBusinessRelations

外贸函电课程教案

课题：Basis of Business Correspondence

课时：周次：授课日期：地点：

授课方式及手段：Lecturing, Task-based approach, Questioning, Discussion …

教学目标：

After studying this part, the students are able to:

1. To learn ways of establishing and promoting business relations.

2. To practice writing letters of establishing and promoting business relations.

3. To learn useful expressions on establishing and promoting business relations.

教学重难点：

1.To practice writing letters of establishing and promoting business relations.

2.To learn useful expressions on establishing and promoting business relations.

教学过程与内容：

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?

Step two Presentation & Explanation

▆Merchants abroad may be approached through some the following channels: (课本上)

◆communication in writing 信函的联系

◆attendance at the export commodities trade fairs. 出席出口商品交易会

◆contact at exhibitions held at home or abroad 在国内外举办的展览会上联系

◆mutual visits by trade delegations and group. 贸易代表团的互访

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(寻求) all the necessary information about a new customer? He may do so by referring to（向某人去了解/咨询）or with the help of （求助于）：(课本上)

◆Internet;

◆the banks

◆the periodicals （刊物）

◆the advertisements in newspapers

◆the introduction from his business connections (商业客户的介绍)

◆the market investigations(市场调查)

◆the Commercial Counselor’s Office (商务参赞处)

◆the chambers of commerce both at home and abroad. （国内外的商会）

◆enquiries received from the merchants abroad. （国外商家的询盘）

◆self-introduction by merchant themselves（国外商人的自我介绍）

▆A letter for establishment of business relations may include the following points: (课本上)

◆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)

◆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 for samples, pricelists, catalogues, etc.

If the writer is an exporter ---enclose his export list and the like.

(出口商品目录/清单/明细表)

◆Tell the references as to your firm’s financial position and integrity; (提供能够了解你公司的资信情况的证明

人)

◆Express your expectation of cooperation and an early reply. (表达合作的意向和早日答复)

e.g. We look forward to your early reply.

Your early reply will be appreciated.

We are awaiting your early reply.

▆Some words and expressions for Introduction

1. establish business relations with sb = enter into business relations 与…建立业务联系

2. probable customers = potential customers/prospective customers 可能的客户/潜在的客户/有希望的客户

3.the vitally important measures 十分重要的措施

4. either…or… 或是…或是…

5.a newly established firm 新近成立的公司

6.enlarge one’s business scope扩大业务范围

7.turnover 营业额，成交量

8. exhibition 展览会trade fair 交易会commodities fairs 商品交易会

business connections 商业客户（connections = clients/ customers.）

Commercial Counsellor’s Office 商务参赞处

9.Chambers of Commerce 商会Electronic Commerce 电子商务

10.Expectation 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 II

Step One Warm –up

▆Raise 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 him 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 for samples, pricelists, catalogues, etc.

If the writer is an exporter ---enclose his export list and the like.

(出口商品目录/清单/明细表)

◆Tell the references as to your firm’s financial position and integrity; (提供能够了解你公司的资信情况的证明

人)

◆Express your expectation of cooperation and an early reply. (表达合作的意向和早日答复)

Step Two Presentation for Sample letter 1

▆Raise the following questions:

1.In Lesson 1, who is the writer, buyer or seller?

2.How did the seller get the buyer’s name?

3.What will the seller send to the buyer? Why?

4.What other kind of information does the seller give?

▆Let’s study the structure of this letter: contains four paragraphs.

Step Three Explanation

1.to establish business relations with sb与…建立业务联系enter into business relations with sb ; make business contact with sb.

2. to that effect 大意是那样to this effect 大意是如此

to the above effect 按上述大意

3. pass on sth to sb 把…转交给某人

Your letter addressed to our Head Office has been passed on to us for attention and reply. 你方写给我总公司的来信已转交给我们办理（考虑）。

Pass on the good tradition to us . 把这一好的传统传给我们。

4. inform (v) 通知，常可与advise 换用。常用于下列结构

◆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. 请告知每年可销售的数量。

Please inform us which model you are interested in. 请告知你们对何型号有兴趣。

We are pleased to inform you that your offer has been accepted by our customer.

◆Please be informed…兹通知你方…

Please be informed that the L/C has been opened. 兹通知你方信用证已经开出。

Please be informed that the samples you requested have been sent by airmail.

注意：在下列句子结构中，inform不可与advise换用。

◆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?

◆当指的是和对方关系较大的事时：

We wish to advise that business has been done at GB)110 per ton.

如对方关系不大的事，只是让对方知道或了解一下时，则用inform 较好。

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 do sth interested所用句式以人为主语

sth be interesting to sb interesting和interest两者都是以物为主语

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 fashion 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. 属于我们的业务范围

lie within our business scope

be within the scope of our business activities

fall within + our business lines

come under

7.enclosed catalogue 随函附去的商品目录

enclosed brochure (pamphlet) 随函附去的小册子

8. line (n)行业；商品的一类

Our lines are mainly … 我们经营的主要商品是…

be in the line of… / be in …line. 经营某商品

We have been in the chemical line for many years. 多年来我们一直经营化工品。

We export both best line and cheap line of silks. （我们从事优质丝绸和便宜丝绸的出口）

9.for your information供你方参考for your reference.

10.advantage

have advantage over sb in…在某方面比…占优势

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. 盼尽早答复.

Similar expressions:

We are waiting for your early reply.

We await your early reply.

12. requirements

meet（satisfy/comply with）one’s requirements 满足某人的需求

Step Four Summary and Consolidation

Translate the lesson into English.

Similar expressions of introducing personal information:

①We have been importing and exporting electric appliances for these ten years, and are planning to extend our business activities to our neighboring countries.

②We write to introduce ourselves as one of the leading exporters from United Kingdom, of a wide range of laptop computers.

③We are one of the largest importers of cotton and woolen piece goods in this country and shall be pleased to establish business relations with you.

④Our lines are mainly … 我们经营的主要商品是…

⑤We have been handling the import of shoes for many years.

Finish Exs 1、2 in class.

Step Five Homework

Feedback:

Part III

Step one Revision

Review briefly the contents in writing a letter to establish business 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 buyer’s name?

3.What will the seller send to the buyer?

4.What kind of information does the seller give?

▆Let’s study the structure of this letter: contains six paragraphs.

1. obtain your name and address from从……得知名称和地址。

similar expressions:

◆have got your name and address from …. 从…处得知你公司的名称和地址

◆We owe your name and address to…. 承蒙….告知你公司的名称和地址

◆Your firm has been recommended to us by…

◆Your name and address have been passed on to us by…

◆Your name and address have been given to us by…

◆On the recommendation of …., we have learned with pleasure the name of your firm.

◆Through the courtesy of…

2. in the market for 想要购买

We are in the market for petroleum.

in the market 要买或卖

3. avail ourselves of 利用avail ourselves of this opportunity to do sth

4. approach sb for sth与某人接洽某事；同某人联系…事宜

To approach you for the establishment of trade relations with you.

Approach our agents for your requirements.与我们的代理人接洽讨论你们的需求。

Approach the shipping company for booking the space. 同船公司联系订舱事宜。

5. a state-operated corporation 国有（营）公司

man-made leather bag 人造革提包machine-made 机制… home-made 国产的

6. handle 经营

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 import and export of textiles. (不用deal in, trade in, be in the line of 替换)

7. to acquaint you with our business lines 使你对我们所经营的商品了解

acquaint sb with sth使某人了解（熟悉）

8. enclose: (v)

Patterns: 1)enclose sth （不可以enclose sb）随函附寄….（send sb herewith…）

2)Enclosed are (is)…. (enclosed 作表语时，常倒装于句首)

3）Enclosed please find ….随函附寄….(望查收) （enclosed作宾补时，也常倒装于句首或置于谓语动

词后）

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, 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.目前可以供应的出口商品清单一份。

10. be of interest to sb (见lesson 1)

11.lowest quotation 最低报价单make /give/send/fax/e-mail one’s quotation for (on)…买方接到卖方的报价时后接介词of.

Please make us a quotation for Iron Nails.

12. upon (on) receipt of…一矣收到…

13. trade trade in sth / with sb

14. adhere to 忠于，坚持

adhere to the principle of equality and mutual benefit. 一贯坚持平等互利的原则。

15. by joint (mutual) efforts 通过共同努力

16.to our mutual advantage. 对彼此互利地

17. appreciate: (v.)

appreciate sth

appreciate doing sth

We should/shall appreciate it if you would (will) do….如(蒙)…当不胜感激

It would be appreciated if you would

Sth will be (highly) appreciated

some sentences to express thanks :

★Your immediate shipment will be appreciated. (如能立即装船当不胜感激)

★Your immediate reply would be appreciated. 你方立即答复不胜感激。

★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.

★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 Consolidation

Translate this lesson into Chinese. Finish Exs 1、2 in class.

Step Five Homework

Preview Ex 3. Finish exercise 4 on page 341.

Feedback:

Part IV