第二讲 交易准备与磋商.pptVIP

第二讲 交易准备和磋商 交易前的准备工作 第一节 建立业务关系 建交函 随着现代科学技术的不断发展，互联网为企业寻找和发展潜在客户提供了大量的机会。企业可以通过网络寻找和查询符合自己要求的客户，然后通过电子邮件向其发出建交函来开发新客户，寻找潜在商机。 建交函样本 企业中英文全称 企业中英文地址 联系方式 Date: 客户公司全称 客户公司地址 Dear Sir or Madam: 1、从哪里获得客户公司的名称和相关信息，以及致函目的。 2、简单介绍自身情况，包括公司的性质和从事的业务范围等。 3、公司重点推荐产品或主要产品介绍，并随函附上产品目录。 4、期待尽快与对方达成具体交易的热切愿望。 Best regards! Your truly, 公司名称 署名 具体样例参见课本 完成模拟操作内容 Feb.10,2006 Dear Sirs, We known your name and address from the website of and note with pleasure the items of your demand just fall within the scope of our business line. First of all , we avail ourselves of this opportunity to introduce our company in order to be acquainted with you. Our firm is a Chinese exporter of various Canned Foodstuffs. We highly hope to establish business relations with your esteemed company on the basis of mutual benefit in an earlier date. We are sending a catalogue and a pricelist under separate cover for your reference. We will submit our best price to you upon receipt of your concrete inquiry. We are looking forward to receiving your earlier reply. Yours faithfully, DESUN TRADING CO., LTD Leon Chang 第二节 交易磋商 一、询盘 二、发盘 三、还盘 四、接受 客户询盘 Feb.12,2006 Dear Mr. Chang, We acknowledge with thanks the receipt of your E-mail of Feb.10 that as exporters of foodstuffs, you are interested in establishing business relations with us. It is also our wish. At present, we are in the market for canned mushrooms, and shall be glad to receive your best quotations for this items, with indications of packing, for date of shipment, CFR DAMMAM PORT, including our commission of 2%. We await your early reply. Yours sincerely, NEO GENERAL TRADING CO. Tom Smith ★根据询盘内容，卖方要进行出口报价前的核算。 理论算法：出口报价报的是商品的单价，因此每一笔费用都要摊到最小的报价单位上，而且中间各环节计算结果采用四舍五入法保留到小数点后4位，算出的最终结果保留到小数点后2位。 计算成本 实际成本=购货成本—退税收入 具体推算公式见课本P23 成本核算习题见课堂操作2 计算费用－