chapter1 交易磋商与合同订立.ppt

1、建立业务关系 2、交易磋商的四个步骤 3、签订书面合同;§ 1. 1 建立业务关系;1、目标市场的调查;品种研究 ; 经营方案一般应包括如下内容： (1) 货源情况； (2) 国内外市场的情况； (3) 对外贸易经营情况； (4) 贸易计划安排； (5) 计划采取的措施。;(1)商标设计； (2)出口商标注册; 各国商标法的条款规定各有繁简，但中心都是从保护商标专用权为出发点的。 我国于1980年参加了“世界知识产权组织”，1985年加入了《巴黎公约》。所以我国出口商品和服务商标目前可以申请国际注册，同时，国外的商品和服务也可以在我国申请注册。;;对客户进行调查研究的内容包括： 1、政治背景情况； 2、资信情况； 3、经营范围； 4、经营能力。;Gentlemen: We have received a sudden bid from Freemen Brothers Company, London, with which you are now doing business and the firm gives us your name as a reference. We shall appreciate it if you will let us have the following information: 1. How long have you been in business relations with the firm? 2. What credit limit have you placed on their account? 3. How promptly are terms met? 4. What amount is currently outstanding? Any information you may give us will be treated as strictly confidential and expenses accruing from this inquiry will be gladly paid by us upon receipt of your bill. Very truly yours, ;客户;Dear Manager: You were recommended to our company by the Bank of China, New York Branch, which told us that you export Chinese textiles and cotton piece goods. Our company imports general merchandise. We have been in business since 1935, and therefore have wide experience in all the lines we handle. Our bankers are Chase Manhattan Bank and the Hong Kong Shanghai Banking Corporation of Hong Kong. They can provide you information about our business and finances. Please inform us of your trade terms and forward samples and product brochures. We look forward to a productive trade. Sincerely, Michael S. Barnwell Manager MSB/sh;§ 1. 2 交易磋商的步骤 ;2、交易磋商的形式;3. 交易磋商的内容;二、贸易洽商的一般步骤; 必不可 少的两 个环节;1、 询盘（Inquiry）;询盘示例;2、 发盘（Offer）; Offer 5000 dozen sport shirts USD 85 per dozen CIF New York Export standard packing May/June shipment irrevocable sight L/C subject reply here 20 th.;练习1;（1）构成有效发盘的条件;之二：表明经受盘人接受发盘人即受约束的意思;之三：发盘内容必须十分确定;之四：发盘必须送达收盘人;以口头方式做出的发盘，其法律效力自对方了解发盘内容时生效； 以书面形式做出的发盘，关于其生效时间，主要有两种不