国际贸易unit详解.ppt

Business Negotiation Chapter 1 Establishing Business Relationship 1.1 Background Information In doing international trade, establishing business relations with prospective dealers is one of the vitally important measures either for a newly established firm or an old one that wished to enlarge its business scope and turnover.In general it can be divided into two steps. The first step is to try to get the relevant information about a new customer. Such information can be obtained through following channels: (1) banks; (2) Chambers of Commerce in foreign countries; 外国商会； (3) Trade Directory; 贸易名录 (4) Chinese Commercial Counselor’s Office in foreign countries;中国驻外国商务参赞处 (5) Business House of the same trade;同行商会； (6) advertisement and exhibition; ) 广告和展览 (7) market research;市场调查 (8) the internet; (9) introduction from other firms or friends.第三方公司或朋友的介绍 The second step is to start sending a letter to the parties concerned. Usually, such a letter begins by telling the addressee （收信人）how his name is known, and other information as to (1) the source of his information; (2) the willing to establish relationships with him; (3) the business scope of your firm and also the branches and liaison offices;联络处, if any; (4) the reference as to your firm’s financial position and integrity资信情况; (5) the information about samples, price list, catalogue, etc., if you are an exporter. in a word, business connections are of great value to firms engaged In foreign trade. Therefore, traders try all means possible to search for new connections while consolidating the established relations. 1.2 Situational Conversation Section 1: Wishing to Establish Business Relations Mr. David Brown, the sales manager of Western Electronics is holding a discussion with Mr. Yang, the marketing manger of Newtime Electronics I/E CORP. LTD. at the Annual Trade Fair Exhibition held in Guangzhou, China. They are trying to find out possibility of establishing mutual business relationshi