国际贸易实务part3课件.ppt

Company name LOGO Contents Part 5. WTO Globalization of Trade Part 4. Trade Forms Part 3. International Trade Procedure Part 2. Terms of International Trade Part 1. Overview Part 3. International Trade Procedure Chapter 12 Launching a Profitable Transaction Chapter 13 Exporting and Importing Procedures Chapter 14 Business Negotiation and Establishment of Contract Chapter 15 Export Import Documentation Chapter 12 Launching a Profitable Transaction Market Research Market research is vital to win the trade game! Even if you have some experience in international trade, it’s unwise to jump into an un-researched market. In fact, it’s not unusual to spend several weeks learning about the product, market and its profit potential before getting serious. Is your product salable? Does anyone care? You must be able to sell enough of the product to service to justify undertaking the import/ Export project. If you are presenting a new product, you might have to create a market. Chapter 12 Launching a Profitable Transaction Sourcing Contacts There are many ways to make contacts with the foreign counterparts for the international trader. We may make marketing contacts through these channels as trade shows, direct sales, direct mail, and manufacturer’s representatives, wholesalers, distributors. Information of the following kinds about the potential partner or clients is usually pertinent for this purpose: Credit Reference Background Information Business Range Annual Sales Volume Business Culture Chapter 12 Launching a Profitable Transaction Tips for a Successful Negotiation Negotiation Team Leader Qualified Negotiators Commercial Technical Financial Legal Brief and Plan Negotiation Objective Minimum Acceptable Level Time Period Team Leader and other members Reporting System Initial Strategy Supporting Arguments Location Administrative Arrangements Chapter 13 Exporting and Importing Procedures Export Procedures Export License Trade Negotiation Cargo Readin