Chapter 10 Negotiation and Conclusion of Contracts in International Sales of Goods.ppt

The Necessary Works before Import and Export Transaction 1. Market Research and Promotion 1) Market Research The most difficult part of exporting is taking the first step. Any exporter who wants to sell his products in a foreign country or countries must first conduct a lot of market researches. Market research is a process of conducting research into a specific market for a particular product. 1. Market Research and Promotion (2) Market Promotion After studying the information and data obtained through market researches, the maker or the exporter may decide whether there are good prospects for his goods in the foreign market, and then take effective measures to promote the export of the goods to that market. 2. Investigation of Credit-worthiness of Customers Credit-worthiness is the lifeblood of trade. In international trade, credit is of even greater importance than in the home trade, partly because of the time-lag between the placing of regular orders by business which will want credit terms, and also orders made by buyers who may want to place a single but very large order. 一、对国际市场进行调查研究 (一)调查国际市场行情，重视信息情报 (二) 调查竞争对手 (1) 直接寻找客户 ● 出口企业可派代表广泛参加国内外各种交易活动。 ● 外销员直接到目标市场去推销 (2) 间接寻找客户 ●通过有关国家的商会、银行、专业咨询公司、贸易促进组织等介绍客户。 ●利用遍布于世界各地的旅外华人、亲友，介绍客户、联系业务。 ● 通过国内外有关报刊杂志，特别是专业性的报刊杂志，寻找一些潜在的客户。 ● 通过国内的有关机构介绍客户 ● 通过原有的国外客户，介绍相关行业和其它国外客户。 (二)对新客户进行资信调查 (Negotiation of Contract) ①询盘(Inquiry) ②发盘(Offer) 递盘(Bid) ③还盘(Counter-offer) 接受(Acceptance) 订立合同(Sign a contract) General procedure of signing contract Inquriy / Enquiry 询盘 Offer 发盘 Counter offer 还盘 Acceptance 接受 Signature of contract 签订合同 某出口公司与国外进口商进行交易磋商，双方电传五则： Oct.8 Incoming Telex Interested In Colour Tv Set Shanghai Brand Model 345 Please Offer Oct.10 Outgoing Telex Yours