实用外贸英语备课笔记.docVIP

实用外贸英语 Applied Business English 孙绍芳 刘德新 Unit one: Establish Business Relations If a new firm wishes to open up a market to sell something to or buy something from firms in foreign countries, the person in charge must find out whom he or she is going to deal with. 1. How to obtain such information? What are the channels to find customers? ·web site (eg: log on some of the e-marketplaces, B to B site, esp. govt. SME’s portal. busidiness report or statement released annually /quarterly) ·advertisement( inc. magazines, newspaper, ) ·banks ·Chambers of Commerce in foreign countries ·trade directory ·Chinese Commercial Counsellor’s Office in foreign countries ·Business Houses of the same trade, etc. ·introduction of other customers 2. What sort of information you need to obtain? ·Contact details of the potential partners/customers (eg: name and address of the firms, fax No., mobile No., e-mail address etc.) ·Business customs of the market,(eg: payment terms generally acceptable), social, political situation ect., ·the Custom rules or regulations, compliance requirements for the products ,tax, tariff, ·Demographics, market structure, distribution channels, market segments, ·the purchase power ,interest favor of the local consumers, · Amount of competition, competitor companies and their activities and strategies. in the target market , · the advantages and disadvantages of your products,( how does your product fit into a specific overseas market?) · Information regarding market trends, market potential and buyer comment on export products and recommended price range ·the credential of your potential partners/customers. etc. (check if they are trustworthy) 3. How to make customers’ status enquiries ? If you have interest in particular customers, you need to get the following information about them regarding their professio