第9章贸易合同的签订与履行资料.ppt

第 9 章 贸易合同的磋商、签订与履行 第一节 交易前准备 寻找潜在的客户 （一）互联网 （二）展览会 寻找潜在客户的方法 （一）互联网 1、B2B网站 Alibaba、GlobalSources、Made-in-China等 2、搜索引擎 Google、Yahoo、Baidu等 二、交易磋商的主要形式 口头磋商——外贸洽谈、商务谈判 书面磋商——外贸函电 四、交易磋商的函电 1、建交函 2、询盘函 3、发盘函 4、还盘函 5、接受函 建交函示例 Dear Mr. Smith We learned from Alibaba that you are seeking for Chinese Microwave. We are writing to enter into business relations with you. Our company was founded in 1980 and has grown to be one of the leading Imp. Exp. Companies in Yunnan, specialized in electrons. Enclosed is our latest catalogue of Chinese Microwave. As the commodities we supply are of good quality and reasonable price, we have won a very good reputation from our clients all over the world. It will be a great pleasure to receive your inquiries against which we will send your our best quotations. We are looking forward to your early reply. Yours faithfully, Wang Ming 1、建立业务联系——建交函 说明信息来源 We have obtained your name and address from the Internet 言明去函目的 We wish to express our desire to enter into business relationships with you. 公司简介 产品介绍 Our company is a state-owned enterprise, with more than 30 years experience in handling this commodity. We are one of the biggest exporters of light industrial products and have abundant capital and rich resources. 激励性结尾 We are looking forward to your specific inquiries. 询盘函示例 Dear Mr. Wang We have received your letter together with your catalogs. Having thoroughly studied the catalogs, we find that Art.No. TRM-12 is quite suitable for our market. We may need 5000 sets for Aug.2008 delivery. Please kindly inform us if you can supply and quote us your most favorable price for the above goods on the basis of CIFC3 NEW YORK with details, including packing, shipment, insurance and payment. Looking forward to your early reply Yours faithfully, Smith 发盘函示例 Dear Mr. Smith Thank you for your inquiry of Jun.5,2008. And now we are glad to quote as follows: Commodity: Microwave, Art No. TRM-12 Unit Price: USD 100.00/SET CIFC3 NEW YO