商务英语（含磁带） 阮绩智 商务英语课程课件Unit 7 Establishing Business Relations新.pptVIP

The establishment of business relations is one of the important undertakings in the field of foreign trade as a foreign-trade firm needs extensive business connections to maintain or expand its business activities. Traders must not only do everything possible to consolidate their established relations with firms having previous business but also develop and revitalize their trade by searching for new connections from time to time.To find our whom a firm is dealing with, information is obtainable through different channels. After that, letters or circulars should be sent to the parties concerned to express simply, clearly and concisely what they can sell or what they expect to buy. 2. Discussion1） Now as a class, pairs or groups, think of as many channels as you can that are associated with establishing business relations. 2）Of all the channels, which do you think is the most effective one? Why? 3）What will you do to maintain the established relations? 4) Why are people still writing letters while it’s so convenient to send faxes and email? 3. After business is established, several trade terms need to be talked over in order to come to an agreement during a business communication. Now store the words and phrases that are associated with the trade terms. HOW TO CHOOSE THE RIGHT TRADE SHOW/FAIR  DECISION MAKING  Ask your customers which trade shows they attend. Attend the show rather than exhibit. Ask your suppliers, competitors, and past exhibitors about their experiences with the show. Analyze your ability to service the geographical areas from which prospects originate. Analyze the show managements ability to promote the show successfully year after year: -Is the show growing? -Are audience demographics changing and if so, why? -Do you have an opportunity to raise your visibility by providing a conference, keynote, workshop, or seminar? - Do you have enough