函电-lesson-2.pptVIP

Lesson 2 Establishment of Business Relation Step one--- preview new words Step two--- conclude special trade terms and background information Step three--- analyze the examples of business letters Step four--- business conversation practices Key points Research useful information: 资信情况---credit situation 经营范围---business line 经营能力---business ability 对我方的态度---attitude The ways of collect trade information: bank (have business relation with us) commercial organization---工商团体 Chamber of Commerce 我国驻外机构------最可靠的 Commercial Counsellor’s Office 外国驻华商务处，商务机构 查阅国外有关机构发行的行名录，newspaper,杂志，其它宣传品 上网查阅商务网站 同行介绍 Process------establish business research useful business information---行名、地址、基本情况 write business letter---建立商务关系，加深了解 main contents of business letter: ① 我方如何获得你方的经营情况,地址等 (business information, reference) ② 有意图建立商业往来，make a deal, cooperation ③ self-introduction ---我方企业情况介绍（业务情况、经营商品范围、分支机构） ④ goods promotion/ sale promotion 有意购买的商品情况 ⑤ reply---及时、明白；暂时无法满足需求，说明原因，为今后商业往来留余地 Background information Import Procedures (10) Import License进口许可证 Trade Negotiation-----inquiry, offer, counter-offer, and acceptance L/C信用证----- L/C application should be made to fit the sale contract terms Booking Shipping Space订仓 ------FOB or FCA are generally used in import contracts. Importer should book shipping space or ship and keep the exporter informed of the progress to facilitate smooth delivery of the goods. The importer might also want to supervise the shipment at the loading port. Insurance-----under FOB, CFR and CPT, the cargo insurance should be arranged by the importer. Document Examination and Payment 审证/付款----when the L/C is used, after the shipment the exporter will present to the negotiating bank the relevant documents to get payment. The issuing bank will pay for the documents if the bank confirms that all documents are acceptable. Then the bank will notify the importer to make the payment and get the documents. P.S. Under documents collection, the im