国际贸易实训.ppt

国际贸易模拟操作 目 录 第一步骤 与客户建立业务关系 第二步骤 价格核算与发盘 第三步骤 还盘（交易磋商） 第四步骤 接受和签订出口合同 第五步骤 审核修改信用证 第六步骤 出口备货与报检 第七步骤 托运装船与报关 第八步骤 投保 第九步骤 制单审单 第十步骤 交单议付及其业务善后 第十一步骤 进口接货 第十二步骤 外汇核销与出口退税 第一步骤 与客户建立业务关系 学习目的与要求：掌握与客户联系的基本沟通方法，能够撰写业务通信 学习重点：建立业务关系的通信内容 学习难点：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）途径：通过互联网、展销会、银行、商会、企业名录、销售代理等寻找客户 （四）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 （五）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 so that both of us could benefit from it.. We ara willing to have business relation with your firm on the basis of equality and mutual benefit. 3.本公司简介(公司性质.业务范围.相对优势、拟与对方合作的方式) We are a leading company with 30 years experiene in Chemical Laboratory Equipment. A credible sales network has been set up and our company has regular clients from over 100 countries and regions worldwide. 4.销售的商品及有关条件(需求明确，则具体介绍；否则，笼统介绍) Art No.JD102 is a newly launched product with excellent quality，fashionable design and competitive price. To give you a general idea of our products we are enclosing our catalogue for your reference. 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 marketh has necessitated the adjustment of the price. Owing to the heavy demand，we can accept orders only for shipment during April/May. 6.告知对方向何处了解写信人的信用情况 As to our credit standing，please refer to the following bank： The Bank of Tokyo，Osaka Branch (address)…… For our business and financial standing，we may refer you to our bankers，Bank of China Hong Kong Branch 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 appreciated. 注意：对客户来函来电