外贸英语函电教程Unit 1 Establishing Business Relations
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01 How to find the customers?
02 How to impress the customers? How to write an email to establish
03 business relations?
04 Language practice
products.
Focus on your unique selling points (USP) to impress Tip 7 your clients.
Activity 1 How to find the customers?
( ) a. I won’t bother to contact those customers who do not
Tip 5 Remember the KISS principle—keep it short and simple.
Activity 1 How to find the customers?
(√) a. I keep good records of all the potential customers to
Keep good records of all the potential clients whom Tip 6 you have contacted. Form a habit of making record of
your work, which increases your work efficiency.
Activity 1 How to find the customers?
Suppose you work for Dongguan Sun Industrial Co., Ltd. which mainly manufactures waterproof materials. You are required to find some new customers in the United States. What do you plan to do in order to find the contact information of potential customers? Tell your partner your ideas and agree on a list of possible ways of finding customers.
Activity 1 How to find the customers?
( ) a. I introduce my company and products in great details in my email.
07
(√ ) b. I focus on the strength and the selling points of the
Activity 2 How to impress the customers?
All buyers hope their suppliers can provide products with good quality, competitive price and good after-sale service, etc. However, different buyers may value different aspects. Knowing the strength and the selling points of your products or service can set you and your business apart from your competitors.
everything is perfect before sending it.
01
( ) b. I am very busy and there is no time for me to check the email before sending it.
Always double check your email before sending it in Tip 1 case something is wrong.
whom I have contacted and keep them posted about the 06 latest market information or our new products.
( ) b. I am too busy to keep such a record and if they do not reply me, I won't bother them again.
you know their needs better.
Activity 1 How to find the customers?
( ) a. The first thing I do every morning is to email my potential customers.
04 (√ ) b. I email my potential customers in Britain at 1 a.m.
Unit 1 Establishing Business Relations
English Correspondence for International Trade
Objectives
1 Get to know the ways of finding new customers.
2 To write emails of establishing business
reply my emails.
08
(√ ) b. I send the update products to or share the market
information with my potential customers even if they haven’t
replied my emails.
Activity 1 How to find the customers?
( ) a. I write one perfect letter and email it to fifty potential customers per day.
02
( √) b. I study the needs of different customers and write differently
Activity 1 How to find the customers?
When you want to get into association with a new customer, usually the first thing to do is to write an email to introduce your products or service and to express wishes for future cooperation. Different people may approach their new customers in different ways. ➢Read the eight pairs of statements about approaching new customers
below and tick (√) the more appropriate or effective ones. ➢Take turns to tell your group members your choices and reasons. ➢Figure out a list of tips for reaching new customers by email based on
important customers.
Activity 1 How to find the customers?
(√ ) a. If I have the phone number of the potential
customers, I’ll call them before sending an email.
Keep on sending the update of your products Tip 8 and market information to the potential clients
even if they do not reply. They will remember you when they need to contact you.
by focusing on how my product or service can satisfy their needs or solve their problems.
Writing a tailor-made email to potential clients according Tip 2 to their needs and interests is more effective, esp. for
Activity 2 How to impress the customers?
Activity 1 How to find the customers?
(√ ) a. I choose to use simple English and write clearly and
concisely.
05
( ) b. I choose to use beautiful words and long sentences to impress the reader with my good English.
Activity 1 How to find the customers?
Tips: ways to find customers: Surfing on the Internet. Attending fairs or exhibitions. Asking old customers or friends to make recommendations. Using yellow pages of various countries and regions. Asking Chamber of Commerce for help.
and those in Russia at 4 a.m. to make sure my emails are on the top of their inbox when they start working in the morning, so they won’t miss reading my email.
While sending emails, take time zone difference into Tip 4 consideration, and make sure your email will be listed on
the top of the potential clients’ email in-box.
your choices and reasons. An example tip based on pair 1 has been given.
Activity 1 How to find the customers?
( √ ) a. I always double check my email to make sure
03
( ) b. I don’t want to call the potential customers in case they dislike it.
Calling your potential clients can leave them a deeper Tip 3 impression and may get some information which can help
01 How to find the customers?
02 How to impress the customers? How to write an email to establish
03 business relations?
04 Language practice
products.
Focus on your unique selling points (USP) to impress Tip 7 your clients.
Activity 1 How to find the customers?
( ) a. I won’t bother to contact those customers who do not
Tip 5 Remember the KISS principle—keep it short and simple.
Activity 1 How to find the customers?
(√) a. I keep good records of all the potential customers to
Keep good records of all the potential clients whom Tip 6 you have contacted. Form a habit of making record of
your work, which increases your work efficiency.
Activity 1 How to find the customers?
Suppose you work for Dongguan Sun Industrial Co., Ltd. which mainly manufactures waterproof materials. You are required to find some new customers in the United States. What do you plan to do in order to find the contact information of potential customers? Tell your partner your ideas and agree on a list of possible ways of finding customers.
Activity 1 How to find the customers?
( ) a. I introduce my company and products in great details in my email.
07
(√ ) b. I focus on the strength and the selling points of the
Activity 2 How to impress the customers?
All buyers hope their suppliers can provide products with good quality, competitive price and good after-sale service, etc. However, different buyers may value different aspects. Knowing the strength and the selling points of your products or service can set you and your business apart from your competitors.
everything is perfect before sending it.
01
( ) b. I am very busy and there is no time for me to check the email before sending it.
Always double check your email before sending it in Tip 1 case something is wrong.
whom I have contacted and keep them posted about the 06 latest market information or our new products.
( ) b. I am too busy to keep such a record and if they do not reply me, I won't bother them again.
you know their needs better.
Activity 1 How to find the customers?
( ) a. The first thing I do every morning is to email my potential customers.
04 (√ ) b. I email my potential customers in Britain at 1 a.m.
Unit 1 Establishing Business Relations
English Correspondence for International Trade
Objectives
1 Get to know the ways of finding new customers.
2 To write emails of establishing business
reply my emails.
08
(√ ) b. I send the update products to or share the market
information with my potential customers even if they haven’t
replied my emails.
Activity 1 How to find the customers?
( ) a. I write one perfect letter and email it to fifty potential customers per day.
02
( √) b. I study the needs of different customers and write differently
Activity 1 How to find the customers?
When you want to get into association with a new customer, usually the first thing to do is to write an email to introduce your products or service and to express wishes for future cooperation. Different people may approach their new customers in different ways. ➢Read the eight pairs of statements about approaching new customers
below and tick (√) the more appropriate or effective ones. ➢Take turns to tell your group members your choices and reasons. ➢Figure out a list of tips for reaching new customers by email based on
important customers.
Activity 1 How to find the customers?
(√ ) a. If I have the phone number of the potential
customers, I’ll call them before sending an email.
Keep on sending the update of your products Tip 8 and market information to the potential clients
even if they do not reply. They will remember you when they need to contact you.
by focusing on how my product or service can satisfy their needs or solve their problems.
Writing a tailor-made email to potential clients according Tip 2 to their needs and interests is more effective, esp. for
Activity 2 How to impress the customers?
Activity 1 How to find the customers?
(√ ) a. I choose to use simple English and write clearly and
concisely.
05
( ) b. I choose to use beautiful words and long sentences to impress the reader with my good English.
Activity 1 How to find the customers?
Tips: ways to find customers: Surfing on the Internet. Attending fairs or exhibitions. Asking old customers or friends to make recommendations. Using yellow pages of various countries and regions. Asking Chamber of Commerce for help.
and those in Russia at 4 a.m. to make sure my emails are on the top of their inbox when they start working in the morning, so they won’t miss reading my email.
While sending emails, take time zone difference into Tip 4 consideration, and make sure your email will be listed on
the top of the potential clients’ email in-box.
your choices and reasons. An example tip based on pair 1 has been given.
Activity 1 How to find the customers?
( √ ) a. I always double check my email to make sure
03
( ) b. I don’t want to call the potential customers in case they dislike it.
Calling your potential clients can leave them a deeper Tip 3 impression and may get some information which can help