建立业务关系

操作三　建立业务关系

业务关系是公司从事国际化经营的一种宝贵资源。企业在拓展国际市场之前，通常会通过各种渠道，如我国驻外大使馆的商务参赞处、商会、银行、第三方公司介绍、参加国际博览会、进行市场调查等渠道了解客户资料。其中，通过国际互联网寻找贸易机会并与潜在客户建立业务关系是一条高效低成本的途径。在选定合适交易对象后，及时通过国际互联网或其它通讯方式，向对方发出“希望建立贸易关系的信函”即“建交函”，以期与对方建立业务关系。

一、主要业务环节

1.上网寻找贸易机会

2.向国外客户发出建交函

二、主要技能

1.通过互联网搜索相关产品的国际市场需求信息

2.拟写并发送建交函

三、操作指南

(一)建立业务关系函的基本要求

1.说明信息来源。如从互联网上得知，或由朋友介绍推荐，或由广告或展览会上得知，或从贸易公司名录或有关资料杂志上获悉等。

2.说明写信的目的。表明愿意与对方建立业务关系的意愿，并希望得到对方的合作。

3.企业情况概述。包括企业经营的年限，业务经验，有稳定的供货渠道，享有良好的声誉等。

4.企业产品介绍。如物美价廉，品质优良;目前有哪些大客户购买我产品，产品主要销售市场(如欧、美市场)等。

5.随附有关资料。如产品目录(Catalogue)、价目表(Price List)、样品(Sample)等供对方参考。

6.激励性结尾。盼望对方尽快回音、下订单或告知意见等。

(二)建交函常用句型

1. We have got your name and address from the Internet.(我们从网上获悉贵公司名号和地址。)

2. We'rewriting to express our desire to enter into business relationswith you.(现致函与贵公司建立业务关系。)

3. We learn through the Chamber of Commerce in your country that you are interested in Chinese toy animals. Enclosed are our illustrated catalogue and pricelist for your study.(我们从贵国商会了解到你方对中国动物玩具感兴趣，现随函附上图示目录和价格表供你方参考。)

4. We are e-mailing you to establish long-term trade relations with you.(兹发电邮与贵公司建立长期业务关系。)

5. We learn through the Commercial Counselor's Office of our Embassy in your country that you are interested in Chinese toy animals. Enclosed are our illustrated catalogue and pricelist for your study.(我们从我方驻贵国大使馆商务参赞处了解到你方对中国动物玩具感兴趣，现随函附上图示目录和价格表供你方参考。)

6. Specializing in the export of Chinese foodstuffs，wewould like to tradewith you in this line.(本公司专营中国食品的出口业务，愿就此行业与贵公司开展贸易。)

7. We specialize in the export of Chinese Light Industrial Products and would like to trade with you in this line.(我方专营中国轻工业产品出口业务，愿与贵公司在这方面开展贸易。)

8. We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.(我们借此机会致函贵公司，希望能建立业务关系。)

9. Catalogues and sample cutting will be airmailed to you upon receipt of your specific inquiry.(一收到你方具体询盘，即航寄目录和剪样。)

10. We look forward to receiving your inquiry soon.(期待早日收到你方的询盘。)

(三)“艾丽”牌女鞋产品资料

四、模拟运作

(一)业务背景

10月15日，公司经理交给业务员李明一则在INTERNET上下载的需求信息，要求李明向对方发函联系，期望能与对方建立业务关系。

【需求信息】

We are looking for serious suppliers for various kinds of ladies'sandals and casual shoes.

Please notice: only original and only suppliers in China are of interest，and enclosed photos of products are preferred.

If you are a supplier，factory，manufacturing company or an exporter，and want to have more international buyers，please contact us to send you the style photos by e-mail.

JOHN SM ITH

James Brown＆Sons

#304－310 Jalan Street，Kuwait

Tel: 00965 7709910

Fax: 00965 7701100

E-mail:lock@jbs.com

E-mail:lock@jbs.com

(二)操作指示

请根据公司背景资料，以广东新天时有限公司业务员李明的名义给JAMES BROWN＆SONS公司去函，表达与对方建立业务关系的殷切愿望，并随寄有关产品的图片及资料。

(三)操作演示

广东新天时有限公司业务员李明撰写的建交函电如下:

October 15，20××

James Brown＆Sons

#304－310 Jalan Street，Kuwait

Dear Sirs，

Re:“A ILY”Ladies'Shoes

We have had your name and address from the Internet and are now emailing you for the establishment of business relations.

We are one of the leading exporters of various kinds of“AILY”Ladies'Shoes.Our products are very popular at home and abroad because of their fineworkmanship and novel designs.We are in a position to accept orders according to the customer's samples.

To give you a general idea of various kinds of the“AILY”Ladies'Shoes we are handling，we are airmailing you under separate cover our latest catalogue for your reference.Please let us know immediately if you are interested in any of our products.

We will send you our price list and samples as soon as we receive your specific inquiry.

We are looking forward to your early reply.

Yours faithfully，

Guangdong New Time Co.，Ltd.

LiMing

五、强化训练

(一)业务背景

9月13日，广东天贸有限公司从国际互联网上得知加拿大多伦多VIPORT PORCELAIN PRODUCTS CO.，LTD对陶瓷餐具的需求信息:

【客户邮件】

Dear Sirs，

We are a large importer of various kinds of Chinese dinner sets.Manufacturers of this category are welcome to send your favorable offer to us.

Contact: Mr.John Smith

Company: Viport Porcelain Products Co.，Ltd，Toronto

Country: CANADA

(二)操作指示

请你根据上述业务背景给多伦多客户发一封建交函，说明从互联网上得知对方公司名录或有关资料，介绍企业和产品特色，表达与对方建立业务关系的愿望。

(三)模拟操作

根据加拿大多伦多VIPORT PORCELAIN PRODUCTSCO.，LTD对陶瓷餐具的需求信息及我公司的经营意图，拟写建交函如下: