國(guó)際貿(mào)易試驗(yàn)課教案課件

1、國(guó)際貿(mào)易試驗(yàn)課教案1制作人：張曉明國(guó)際貿(mào)易試驗(yàn)課教案2國(guó)際貿(mào)易實(shí)務(wù)模擬操作 第一步驟 與客戶建立業(yè)務(wù)關(guān)系 第二步驟 對(duì)外報(bào)價(jià)與還價(jià)核算 第三步驟 與客戶磋商交易 第四步驟 達(dá)成協(xié)議簽訂合同 第五步驟 審核修改信用證 第六步驟 出口備貨 第七步驟 托運(yùn)裝船 第八步驟 制單審單 第九步驟 交單議付業(yè)務(wù)善后 第十步驟 進(jìn)口接貨 第十一步驟 外匯核銷與出口退稅國(guó)際貿(mào)易試驗(yàn)課教案3教學(xué)目的與要求：掌握與客戶聯(lián)系的基本溝 通方法，能夠撰寫業(yè)務(wù)通信教學(xué)重點(diǎn)：建立業(yè)務(wù)關(guān)系的通信內(nèi)容教學(xué)難點(diǎn)：英文通信中的常見用語(yǔ)內(nèi)容提要： 1 建立業(yè)務(wù)關(guān)系實(shí)務(wù) 2 實(shí)際操作案例時(shí)間分配：2課時(shí)教學(xué)方法：演示與講授法結(jié)合國(guó)際貿(mào)易

2、試驗(yàn)課教案4 一、建立業(yè)務(wù)關(guān)系實(shí)務(wù) （一）目的：有效傳遞商務(wù)信息，取得對(duì)（一）目的：有效傳遞商務(wù)信息，取得對(duì)方良好的反應(yīng)方良好的反應(yīng) ，為日后達(dá)成交易做好準(zhǔn)備。，為日后達(dá)成交易做好準(zhǔn)備。 （二）方式（二）方式: : 信函信函. .電報(bào)電報(bào). .電話電話. .傳真?zhèn)髡? .電電子郵件（使用率最高）子郵件（使用率最高） （三）函件要求：簡(jiǎn)練的語(yǔ)言、有序的結(jié)（三）函件要求：簡(jiǎn)練的語(yǔ)言、有序的結(jié)構(gòu)、完整的內(nèi)容、成熟的業(yè)務(wù)思維構(gòu)、完整的內(nèi)容、成熟的業(yè)務(wù)思維 （四）函件內(nèi)容：（四）函件內(nèi)容：英文函電國(guó)際貿(mào)易試驗(yàn)課教案5 1. 怎樣得知對(duì)方公司名稱和地址的We have obtained your name

3、 and address from the Internet. Our market survey showed that you are the largest importer of cases and bags in Canada. 2.表明建立業(yè)務(wù)關(guān)系的愿望We wish to establish friendly business relations with you to enjoy a share of mutually profitable business.We are willing to enter into business relations with your fi

4、rm on the basis of equality,mutual benefit and exchanging what one has for what one needs. 國(guó)際貿(mào)易試驗(yàn)課教案6 3.本公司簡(jiǎn)介(公司性質(zhì).業(yè)務(wù)范圍.相對(duì)優(yōu)勢(shì)、擬與對(duì)方合作的方式)We are a leading company with 30 years experience in Chemical Laboratory Equipment.A credible sales network has been set up and we have our regular clients from over

5、 100 countries and regions worldwide. 國(guó)際貿(mào)易試驗(yàn)課教案7 4.銷售的商品及有關(guān)條件(需求明確,則具體介紹;否則，籠統(tǒng)介紹)Art No.JD102 is our newly launched one with excellent quality ，fashionable design and competitive price.To give you a general idea of our products we are enclosing our catalogue for you reference.國(guó)際貿(mào)易試驗(yàn)課教案8 5. 介紹一下市場(chǎng)狀況（

6、市場(chǎng)供需情況、客戶購(gòu)買意向、購(gòu)買力等） The present price fluctuation in the world market has necessitated the adjustment of the price. Owing to the very heavy demand and orders we are booking every day,we can accept orders only for shipment during April/May.國(guó)際貿(mào)易試驗(yàn)課教案9 6.告知對(duì)方向何處了解寫信人的信用情況As to our credit standing,pleas

7、e refer to the following bank: The Bank of Tokyo,Osaka Branch(address)For our business and financial standing,we may refer you to our bankers,Bank of ChinaHong Kong Branch.國(guó)際貿(mào)易試驗(yàn)課教案10 7.激勵(lì)對(duì)方回應(yīng)的結(jié)尾 We trust that your initial order will be placed with us without delay. We are looking forward to your sp

8、ecific inquiries. Your comments on our products or any information on your market demand will be really appreciated. 注意：對(duì)客戶來函來電,要認(rèn)真及時(shí)答復(fù)，樹立良好的貿(mào)易形象。國(guó)際貿(mào)易試驗(yàn)課教案11 二、實(shí)際操作案例： 2003年1月9日我方給巴林客戶去電（傳真）建立業(yè)務(wù)關(guān)系To:Hassan Ebrahim Bukamal & Sons W.L.L.Attn:Mr. Jehad Bukamal Date:Jan 9,2003Dear Sirs,We have obtai

9、ned your name and address from the Commercial Counsellor of your Embassy in Beijing and now writing you for the establishment of business relations.國(guó)際貿(mào)易試驗(yàn)課教案12 We specialize in the exportation of light industrial products,which have enjoyed great popularity in world markets.such as boots and shoes,

10、sewing machine & parts porcelain ware ,soap and toilet,stationery & office appliance etc. 國(guó)際貿(mào)易試驗(yàn)課教案13We now enclose a copy of our catalogue for your reference and hope that you would contact us if any item is of interest to you .For our business and financial standing,we may refer you to our

11、 bankers,Bank of China Changchun Branch.In addition,would you please let us have your bank reference?We are looking forward to your favorable reply.Yours truly,Export departmentLiang hao ran(Mr.)國(guó)際貿(mào)易試驗(yàn)課教案142003年1月15日巴林客戶來電（傳真）詢盤磋商程序To:Jilin Provincial Light Industrial Products Import & Export Co

12、rporationAttn:Mr.liang hao ranDate:Jan 15,2003Dear Sirs，We are pleased to receive your fax of Jan 9 and your catalogue.We are one of the largest importers of boots and shoes in our city and wish to expand our present range with more excellent boots.we believe there is a promising market here for mod

13、erately priced products.國(guó)際貿(mào)易試驗(yàn)課教案15 After studying boots on your catalogue,we are particularly interested in the following items:Safety Boots Art No.JL6O8TS full container load (FCL)整箱貨and Ranger Boots Art No.JL803TS less than container load (LCL)拼箱貨 . Please quote us CIF Bahrain.It would be helpful

14、 if you could supply relevant samples,please advise us the cost of these samples including postal charges so that we could remit to you.國(guó)際貿(mào)易試驗(yàn)課教案16Our bank information is as follows:BANK OF BAHRAIN AND KUWAIT B.S.C.P.O.BOX 597,MANAMA,STATE OF BAHRAIN. We hope to hear from you soon.Yours sincerely,Je

15、had BukamalHassan Ebrahim Bukamal & sons W.L.L.這實(shí)際上是一封詢價(jià)函。國(guó)際貿(mào)易試驗(yàn)課教案171.john chea and son 公司是巴哈馬一家很有信譽(yù)的中間商，專營(yíng)勞工鞋產(chǎn)品，具有較為廣闊的銷售渠道。本公司決定去信與其建立經(jīng)常的業(yè)務(wù)聯(lián)系，同時(shí)介紹本公司的發(fā)展情況并了解當(dāng)?shù)氐氖袌?chǎng)信息，順便向其推薦 鉆石牌勞工鞋（diamond brand working boots） ,寄出最新樣本。 請(qǐng)參照上述要求完成操作。（時(shí)間：03.6.8） 課堂作業(yè)：國(guó)際貿(mào)易試驗(yàn)課教案18 2.經(jīng)曼徹斯特海外貿(mào)易有限公司（The Overseas Trading Co.,Ltd.Manchester）介紹，得知英國(guó)一家日用品經(jīng)銷商（Daily Necessities Corp； North Street ,P.O.Box985 Manchester,U.K）有意采購(gòu)中國(guó)產(chǎn)各類手工制人造革手套（hand-made artificial leather gloves），并得到有關(guān)產(chǎn)品的詳細(xì)資料，包括尺碼、顏色、價(jià)格等.根據(jù)以上情況，