Unit2EstablishingBusinessRelationsVIP专享VIP免费

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...