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1、2008-9-8成都理工大学李琼ChapterTwoGeneralProceduresofExportandImportTransaction进出口贸易的一般步骤GeneralProceduresofExportandImportTransactionLearningObjectivesTounderstandtheproceduresofexportandimporttransactionTolearnhowbusinessnegotiationgoesthrough.Toappreciatetheconstitution、thewithdrawalandrevoc
2、ationofanofferTounderstandtheconstitutionandwithdrawalofanacceptanceGeneralProceduresofExportFromtheverybeginningtotheendofthetransaction,thewholeoperationgenerallyundergoesfourstages:preparingforexporting,businessnegotiation,implementingthecontract,andsettlementofdisputes(ifany).Prepar
3、ationforExportingMarketresearchisaprocessofconductingresearchintoaspecifiedmarketforaparticularproduct.Exportmarketresearch,inparticular,isastudyofagivenmarketabroadtodeterminetheneedsofthatmarketandthemethodsbywhichtheproductscanbesupplied.Itcovers:ResearchontheCountriesorRegionsResear
4、chontheMarketResearchontheCustomerHowbusinessnegotiationgoesthrough?交易磋商(BusinessNegotiation),又称贸易谈判,它是指交易双方就买卖商品的有关各项条件进行沟通和协商,以期达成交易的过程。Itmaybemadebyletter,telegram,telexorfaxorevenbytelephoneorthroughface-to-facetalk.Generally,fourstagesorlinksshouldbegonethroughinthebusinessnegotiat
5、iontoreachanagreement.Theyareenquiry,offer,counter-offer,acceptance.1.EnquireWhatisEnquiry?Anenquiryisanoverseasbuyertoseller,inquiringaboutthetermsorconditionsofasale.Itshouldbenotedthatwhoevermakesanenquiryisnotliableforthebuyingortheselling,andtheoppositeparty,inthemeantime,canmakeno
6、replyatall.Anenquirycanbemadenotonlytoonepartyalonebutalsotoseveralpartiesatthesametime.HowtoEnquiryEffectivelyAfirstenquiry–alettersenttoasupplierwithwhomyouhavenotpreviouslydonebusinessshouldinclude:a)briefmentionofhowyouobtainedyourpotentialsupplier’sname.b)someindicationofthedemandi
7、nyourareaforthegoodswhichthesupplierdealin.c)Detailsofwhatyouwouldlikeyourprospectivesuppliertosendyou,suchascatalogue,apricelist,discounts,methodsofpayment,deliverytime,whereappropriate,samples.d)Aclosingsentencetoroundofftheenquiry.Model1:fromafrenchimporteroffashiongoodstoaB