Unit TwoEstablishing Business Relations• Preparing for Exporting•Negotiating for Business• Settling Disputes (if any)Lead-in: General Procedures of ExportStep 1Step 2Step 4Step 3• Implementing Contracts Step 1 - Preparing for Exporting Market research; Marketing and promotion; Credit enquiry, etc. Step 2 – Negotiating for Business Enquiries and replies; Offers and counter-offers Rejection / Acceptance of the offer; Concluding contracts, etc. Step 3 - Implementing Contracts Goods preparation; Inspection application; Chartering, space booking; Reminding, examining and amending L/C; Insurance arrangement; Step 4 - Settling Disputes (if any) conciliation, arbitration, or litigationStep One Preparing for ExportingPreparing for Exporting— Establishing Business RelationsBusiness FocusLanguage FocusMarket ResearchResearch on Countries or Regions:Political, financial and economic conditions; policies, laws and regulations.CountriesResearch on the Market :The production, consumption, price and trend, etc.MarketResearch on the Customers:Reputation, financial standing, etc.CustomersAccesses to Potential Customers Trade fairs Chambers of Commerce or other business organizations Internet sources (B2B, B2C, searching engines, Yellow Pages ) Recommendation from business partners Self-introduction of the client Banks AdvertisementsPromotion The AIDA principle in promoting a product: A: Attention I: Interest D: Desire A: Action Various practical ways of promotion: Sales literature – brochures, catalogues and leaflets can describe your product in more details and give more information than an advertisement. Potential customers can be sent direct mail literature by post. Point of s...
