商务函电Correspondence 2 - Establishing Business Relations（建立业务关系）.ppt

Chapter II Establishing Business Relations 建立业务关系 Warming-up Questions Introduction of Establishing Business Relations A foreign-trade firm needs extensive business connections to maintain or expand its business activities. Therefore, the establishment of business relations is one of the most important undertakings in the field of foreign trade. Lead-in Sequence of International Trade Step 1: Preparation: market investigation → E.B.R Step 2: Negotiation: inquiry → offer → counter-offer → order → acceptance contract Step3: Fulfillment of contract: L/C → packing, shipment, insurance, inspection, documents → transport → complaints, claims adjustments Warming-up Questions Introduction of Establishing Business Relations If a new firm wishes to open up a market to sell something to or buy something from firms in foreign countries, the person in charge must first of all find out who will be his/her potential customer. But how do we obtain information about our potential customers? Teaching Objectives How do we obtain information about our potential customers in foreign countries? Know the essential components of a letter to establish business relations Many typical sentences and expressions in writing such letters Warming-up Questions Where and How can an exporter seek a potential customer? Suppose you are writing a letter to a potential customer to establish business relations. What will you write in your letter? Channels of Obtaining Information In international trade, one may establish business relations through the following channels: Exhibitions and Trade fairs Advertisements Chamber of Commerce Commercial Counselor’s Office Business associate of the same Trade Banks with overseas business Trade Directory Market survey Recommendation by a business friend or a client Other sources: internet Structure of the Body Writing Principles Outline: a. The source of information b. The intention of writing the letter (E