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实用外贸英语3市公开课一等奖百校联赛特等奖课件.pptx
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1、Unit OneEstablishing Trade Relations第1页Establishing Trade Relations In foreign trade activities,the wise businessman knows that he should have extensive business connection to maintain and expand his business with others.Therefore,the establishment of business relations is one of most important unde
2、rtakings in the field of foreign trade.在对外贸易活动中,精明商人知道,要保持和扩大业务就要有广泛业务关系。所以,建立商业关系是外贸领域里极为主要一项工作。第2页 Generally speaking,the main procedures of entering into business relations are as follows:1.To obtain the desired name and address of the company.2.To write some letters to the parties concerned.3.To
3、 make status inquiries on the company.4.To make a final decision.普通来说,建立商业关系主要步骤以下:1.取得企业名称和地址 2.向相关方面发函 3.对该企业进行资信调查 4.作出最终决议第3页 In foreign trade,when a newly established company or a certain corporation with a longer history wishes to open up a market to sell something to or buy something from oth
4、er firms,the person in charge should first of all find out whom he is going to deal with.Such information can be obtained through the following channels:在对外贸易中,当一家新成立企业或某家历史较长企业想在国外开拓市场,方便向其它企业销售一些商品或购置一些商品时,该企业主管人员应该首先查明将与哪些企业做生意。此种信息能够从以下渠道取得:第4页ChannelsBanks _ they are always ready to supply the
5、names and addresses of exporter/importer in their respective cities.银行Chamber of Commerce 商会The Chinese Commercial Counselors Office in foreign countries 中国驻国外商务参赞处(商务代表处).Trade Directory 贸易商行名目Advertisement 商业广告Friends in Business Circles 生意圈朋友Trade shows,Fairs and Exhibitions 贸易展销会,交易会,展览会Business
6、 House of the same trade 同业商行Consumers organizations 消费者组织Libraries 图书馆Internet 互联网第5页 As for libraries and internet,they are available for our information collection.There is nothing quite as wonderful as a well-stocked,well-run library.They are without doubt the most effective source of informatio
7、n you can find.Wherever you find them,theyll contain a whole host information sources.Reports,Surveys,Lists,Test Data etc.All you have to do is go and get it.去图书馆和互联网上查找相关信息是非常有效路径。图书馆是最有效信息源,不论在哪家藏书丰富,运行良好图书馆,我们都会发觉大量汇报,调查,目录,试验数据等。只要我们去专心搜集,就会找到相关产品,企业和联络方式。第6页 On line,all you need to know is how
8、to link into that communications net using a computer.With the help of an ISP _ internet service provider,you can access all kinds of fields.The main advantage that the internet has is its immediacy and convenience.关于互联网,你所要做就是将自己电脑与网络连接,在互联网服务器帮助下,你能够进入各个信息领域。经过网络搜集信息优点在于及时性和方便性。第7页Market Research
9、and Firm Research In foreign trade activities,it is very important for businessman to learn as much as possible about the market they want to enter,the potential client or partner they will deal with before doing business.So we have to do two researches.在做生意前,业务人员应尽可能了解相关市场,潜在客户和竞争对手信息。所以我们要做两个调研。第8
10、页Market Research 市场调研市场调研A.Using trade statistics published by most countries to narrow down the scope of research.利用大多数国家公布贸易统计数据,缩小调查范围。B.Knowing the cultural and social backgrounds of the target market,such as language,religion and local peoples aesthetical viewpoints.了解目标市场文化及社会背景。如语言,宗教信仰和当地人们审
11、美观等。C.Knowing the relevant government policies.搞清相关政府相关政策。D.Being familiar with the geographical conditions and features of different countries _ because temperature,altitude and humidity extremes may affect the proper functioning of some equipments.熟知各国地理情况与特点。因为,温度,海拔及湿度巨大改变会影响一些设备正常运行。E.Knowing t
12、he target market conditions,such as the commodities,the price,the competitors,etc.熟知目标市场行情,如商品情况,价格情况,竞争对手情况等。第9页Firm Research 企业调研企业调研 After market research,we have to focus our attention on something about the firm we are about to do business with.市场调研后,我们要集中研究我们对手企业经营情况,尤其是新建立关系企业更应如此。A.The finan
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