外贸单证实务 教学课件 作者 978 7 302 23175 2 2签订出口合同.pptVIP

外贸单证实务 出口合同商订 Ⅰ出口合同签订 STEP1 建立业务关系（Establishment of Business Relation） 知识目标 掌握出口方寻找国外客户的几种常见方法 能力目标 能够正确起草建立海外业务关系的信函 学习情境 江苏三元对外经济贸易有限公司是一家县级外贸公司。2004年1月，经过改制，原先的国外客户大多在改制时被老的业务员带走了，公司剩下的业务主要是帮助一些本地工厂代理进出口业务，由于这些工厂规模不大，本身有国外的客户，委托江苏三元公司代理进出口业务主要看重两点：1、是可以通过江苏三元公司融资；2、公司小，进出口业务繁琐，而且有稳定的国外客户，不怕江苏三元公司把客户抢走，干脆将进出口单证业务外包。 江苏三元公司由于暂时没有自己的国外客户，代理进出口业务的利润相当低，通常收汇一美元只能获得人民币二角的毛利。公司结合自己的实际情况和所处的地域优势，规划公司的长远发展战略，将公司的主业锁定在自营出口家纺类产品。于是，通过各种途径寻找国外客户。 出于成本考虑，江苏三元公司与国内一家著名电子商务网站合作，成为该网站的高级VIP会员，将自己拟发展的家纺产品——各式各样的坐靠垫、床上用品通过图片和文字描述的方式挂在了商务网站上，同时安排2名业务员在该商务网站上寻找国外客户……2010年3月2日，业务员赵明在网上发现德国的一家公司求购一批坐垫，赵明于是就通过电子邮件与这家公司联系。 RE:ESTABLISHING BUSINESS RELATIONS We have obtained your name and address from the Internet that you are interested in Chinese Cushion. We take this opportunity to write to you with a view to set up friend business relations with you. We specialize in dealing with the export of home textile products. We have our principle as “Clients needs come first” and are in a position to accept orders according to the customer’s samples. To give you a general idea of our products, we are enclosing our latest catalogue for your reference. Looking forward to your early reply Best Regards Establishing businesss relationship how to get information We learned from the Commercial Counselor’s Office of our Embassy in your country that you are interested in Chinese handicraft. Mr.Huang,head of IMB has recommended you to us as a leading importer in Korea of chemical material. We have obtained your name and address from the Internet. Our market survey showed that you are the largest importer of cases and bags in U.S.A. Purpose In order to expand our products into South America,we are writing to you to seek cooperation possibilities. We are writing to you to establish long-term trade relations with you. We wish to express our desire to enter into business relationship with you. Biref We are a leading company with many year’s experience in machinery export business. We enjoy