国际商务英语Chapter 2 Establishment of Business Relations.ppt

Establishment of Business Relations Establishment of Business Relations I. Teaching Contents: How to establish business relations in writing II. Teaching objectives: Identify the letter layout and writing style Comprehend how the writing strategies achieve the effects Grasp the useful expressions used in the letters Learn to write a letter of establishing business relations correctly and appropriately Establishment of Business Relations III. Teaching Difficulties: Special structures and expressions Writing devices and tips IV. Teaching period needed: 2 lessons V. Teaching procedures: Establishment of Business Relations I. Introduction to Foreign Trade Negotiation 1. The four steps involved in the business negotiation Enquiry—Offer—Counter-Offer—Acceptance 2. Sequence of business negotiation Establishment of Business Relations Buyer Seller enquiry (A request for trade terms) offer (Statement about trade terms) counter-offer (After analyzing the offer) counter-counter offers (After analyzing the counter-offer) acceptance Establishment of Business Relations II. Lead in Establishing business relations is the first step in dealing with and developing mutual trade. The business growth and broadening depends on the establishment of business relations. To establish business relations with prospective dealers is one of the vitally important measures either for a newly established firm or an old one that wishes to enlarge its business scope and turnover. To establish business relations is to know about your clients including: Financial credits, business lines and capacities, and the intention of trade contracts. In international trade, one may establish business relations with other countries or firms and companies through the following channe