国际营销Chapter9单元九.ppt

国际营销Chapter9单元九;1.Preparation before the negotiation; 2.Procedures of business negotiation: 1)Enquiry; 2)Offer and Counter-offer; 3)Acceptance; 4)Signing Contract; Words and Phrases;I.Preparation before the negotiation;;2. How to choose business partner?; Usually, a negotiating team should include members in each of the following areas: (1)Commercial (2)Technical (3)Financial (4)Legal; (1)Define the specific negotiating objective (2)State the minimum acceptable level for each of the major items (3)Identify the team leader and other members of the negotiating team (4)Set forth time schedules for implementation (5)Establish the time period within which the negotiations should be concluded ;Enquiry; Business negotiations in international trade usually begin with an enquiry by an overseas buyer to seller, inquiring about the terms or conditions of a sale. According to the content or purpose, an enquiry may either a general enquiry or a specific enquiry.;Dear Sirs, We have heard from the British Embassy that you are producing for export handmade shoes and gloves in natural materials. There is a steady demand in France for high-quality goods of this type.Sales are not high,but a good price can be obtained for fashionable designs. Will you please send us your catalogue and full details of your prices and terms of payment,together with sles of leathers used in your articles and ,if possible,specimens of some of the articles themselves? We are looking forward to hearing from you. Yours faithfully, ;3)How to reply enquiries effectively?;Dear Sirs, We thank you for your letter of June 25,and are glad to inform you that all the items listed in your enquiry are in stock.We are enclosing a preforma invoice for the aluminum fittings you are interested in.If you wish to place a firm order,will you please arrange for settlement o