国际贸易实务国际贸易务操作.ppt

国际贸易实务模拟操作 第一步骤 与客户建立业务关系 教学目的与要求：掌握与客户联系的基本沟 通方法，能够撰写业务通信 教学重点：建立业务关系的通信内容 教学难点：英文通信中的常见用语 内容提要： 1 建立业务关系实务 2 实际操作案例 时间分配：2课时 教学方法：演示与讲授法结合 一、建立业务关系实务 （一）目的：有效传递商务信息，取得对方良好的反应 ，为日后达成交易做好准备。 （二）方式: 信函.电报.电话.传真.电子邮件（使用率最高） （三）函件要求：简练的语言、有序的结构、完整的内容、成熟的业务思维 （四）函件内容： 1. 怎样得知对方公司名称和地址的 We have obtained your name and address from the Internet. Our market survey showed that you are the largest importer of cases and bags in Canada. 2.表明建立业务关系的愿望 We wish to establish friendly business relations with you to enjoy a share of mutually profitable business. We are willing to enter into business relations with your firm on the basis of equality,mutual benefit and exchanging what one has for what one needs.. 5. 介绍一下市场状况（市场供需情况、客户购买意向、购买力等） The present price fluctuation in the world market has necessitated the adjustment of the price. Owing to the very heavy demand and orders we are booking every day,we can accept orders only for shipment during April/May. 7.激励对方回应的结尾 We trust that your initial order will be placed with us without delay. We are looking forward to your specific inquiries. Your comments on our products or any information on your market demand will be really appreciated. 注意：对客户来函来电,要认真及时答复，树立良好的贸易形象。  二、实际操作案例： 2003年1月9日我方给巴林客户去电（传真）建立业务关系 To:Hassan Ebrahim Bukamal Sons W.L.L. Attn:Mr. Jehad Bukamal Date:Jan 9,2003 Dear Sirs, We have obtained your name and address from the Commercial Counsellor of your Embassy in Beijing and now writing you for the establishment of business relations. 2.经曼彻斯特海外贸易有限公司（The Overseas Trading Co.,Ltd.Manchester）介绍，得知英国一家日用品经销商（Daily Necessities Corp； North Street , P.O.Box985 Manchester,U.K）有意采购中国产各类手工制人造革手套（hand-made artificial leather gloves），并得到有关产品的详细资料，包括尺码、颜色、价格等.根据以上情况，请以河北省工业品进出口公司（Hebei Provincial Industrial Products I/E Corp.）业务员身份草拟一封建立业