1、unit twoestablishing business relations preparing for exportingnegotiating for business settling disputes (if any)lead-in: general procedures of exportstep 1step 2step 4step 3 implementing contractsnstep 1 - preparing for exporting nmarket research;nmarketing and promotion;ncredit enquiry, etc.nstep

2、 2 negotiating for business nenquiries and replies; noffers and counter-offersnrejection / acceptance of the offer; nconcluding contracts, etc.nstep 3 - implementing contracts ngoods preparation; ninspection application; nchartering, space booking; nreminding, examining and amending l/c; ninsurance

3、arrangement; nstep 4 - settling disputes (if any) nconciliation, arbitration, or litigationstep one preparing for exportingpreparing for exporting establishing business relationsbusiness focuslanguage focusmarket researchresearch on countries or regions:political, financial and economic conditions;

4、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 customersntrade fairsnchambers of commerce or other business organizationsninternet sou

5、rces (b2b, b2c, searching engines, yellow pages )nrecommendation from business partnersnself-introduction of the clientnbanksnadvertisementspromotionnthe aida principle in promoting a product:na: attentionni: interest nd: desirena: actionnvarious practical ways of promotion:nsales literature brochur

6、es, 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.npoint of sale advertising displays in retail outlets (supermarkets, chain stores, etc.) can attract the attention of

7、potential customers.npackaging labels and presentation increase the impact of your product.nsponsorship you can contribute to the cost of a sporting or artistic event, where the brand name or trade mark of your product is displayed.nshowrooms potential customers can come to see a display or a demons

8、tration of your products and get hands-on experience.ntrade fairs your company takes a stand to enable customers in the same trade to see your products and talk to your representatives.npublicity the public are informed of a new development through newspaper articles. you can inform the press by iss

9、uing press release or by holding a press conference, so that reporters can question your spokesperson.npublic relations it can ensure that your firm keeps a high profile, and that people are aware of your good reputation and attractive image. nword of mouth existing customers tell their friends or c

10、olleagues about your product and hopefully recommend it to them, so that they want to buy it. ntelephone selling your staff can call customers directly, or customers can call a toll-free number to request sales literature or ask for specific information.npersonal selling your representatives can vis

11、it customers. this is the most effective method of promotion, but also the most expensive one. traveling to meet a prospect may not always pay off. your key account would be visited frequently.letter pattern for establishing business relationsni. the source of your information;nii. your intention;ni

12、ii. self-introduction of your firm;niv. the reference as to your firms financial standing and reputation;nv. enclosure of a catalogue, samples, a price-list etc.nvi. your expectation from the addressee.sample letter 1:an exporter writes to his bankdear sirs,we thank you for your cooperation for our

13、business.now we are keenly desirous of enlarging our trade in various agricultural products, but unfortunately have had no good connections in the southern part of russia. therefore we shall be obliged if you will kindly introduce us to some of the most capable and reliable importers in the district

14、 who are interested in these lines or goods. your favorable information will be appreciated. language pointsnconnection 顧客，關系na firm with a good connectionnsocial connectionsnline 行業；生意；（商品）種類；航線nbest line 高級品nbroker line 經紀業，中間商nfull line 種類齊全，經營各種貨物nmajor/chief line 主要業務nline of business 業務范圍na ne

15、w line in hats 帽子新品種sample letter 2: a firm writes to a prospective customerdear sirs,your company has kindly been introduced to us by freeman co., ltd., lagos, nigeria, as prospective buyers of chinese cotton piece goods. we shall be pleased to enter into direct business relations with you at an ea

16、rly date.to give you a general idea of the various kinds of cotton piece goods now available for export, we enclose a brochure and a pricelist. quotations and sample books will be airmailed to you upon receipt of your specific inquiry.we look forward to your favorable reply.language pointsnbe in the

17、 line of / deal in / handle- we have been in the line of electric goods for two decades.nenter into direct business relations (with)nestablish direct business relationsnavailable (for export)nquotation - please make/send/give us your lowest quotation for 300 pieces phoenix bicycles.nquotation sheetdrillsntranslate th