Look at the following. Generally, it's the same.

Theoretically, the whole foreign trade process is divided into three stages. Of course, the actual situation can be different. We have to follow the procedure, but the book is specially divided into three sections in order to make us understand. 1. Preparation before the transaction. 2. Transaction negotiation and contract conclusion. 3. the performance stage of the contract

The whole foreign trade work is centered on the foreign trade export contract as a whole. You think, looking for customers and negotiating business are all about signing the contract, and the documentary is based on the contract. Some people may say that it is based on the letter of credit, but don't forget that the letter of credit is also based on the foreign trade contract, so from this level, the contract is the center. This is especially true for those trades that are traded by D/P and T/T settlement.

1. The preparation before the transaction is different for exporters and importers. Look at the importer first. First, we should do a good job in the investigation of imported goods, that is to say, we should see if there is a market for the goods we buy in China. If it is a machine we use or any other products, we should also SURVEY it once, otherwise there are similar products in China and we bought them from abroad. Wouldn't it be very uneconomical? 2. Accounting for imported goods. This is the business of the finance department. Third, formulate the sales plan for imported goods. This is mainly a marketing plan for the domestic market. For example, the combination and selection of different channels, the support of channels, the choice of promotion methods, advertising and product positioning. . . . Wait, people who study business planning should be very clear. Fourth, it is necessary to go to the relevant departments to do a good job in commodity import approval. If it is under the license, it is necessary to apply for an import license. What about exporters? First, do a good job in export research and determine your target market. Second, do a good job in export production plan and export commodity sales spinning plan. Third, pay attention to registered trademarks. Because trademarks are a kind of industrial property rights. How to register? Foreign manufacturers set up in China through the China Council for the Promotion of International Trade, and of course we also register ourselves through this institution. This institution is often called CCPIT (The China Council for the Promotion of International Trade), which is an official institution, mainly responsible for the arbitration of international trade and the management of general affairs. It is very important. Actually, except for the internal transactions of branches of some large multinational companies, others can be said to be small companies. You may say that it is wrong. Look at some enterprises that have the right to operate foreign trade, with a single transaction of 1 million yuan. How can you say small? However, if he is really the boss in the industry, he should have sufficient self-confidence and capital, and resources to bypass each other's trade barriers and non-trade barriers to occupy other countries' markets through foreign direct investment ,FDI FDI, or use other countries' resources to redistribute global resources, so as to help him gain greater development and profits. Now many companies have entered the China market and China's ace enterprises such as HAIER and LENOVO.

of course, I forgot to mention that the most important thing is to find customers. This is also part of the preliminary work. It is also the key to the development of the company. Without customers, we will have no water. It can be said that a salesman must consolidate and deepen his relationship with old customers and take the initiative to find new customers. Only in this way can the network be enlarged. It depends on your own level. It can be seen that business is humane, and you should pay attention to integrity in doing business. And finding customers without external calls is through the internet, professional newspapers, television, and trade fairs, such as the Canton Fair and so on.

the second stage can be said to be the most critical link, because for some companies, especially some large companies, there are special people in charge of the documentary, and even a very detailed division, such as the documentary department and the settlement department. . . . Therefore, as long as the foreign trade salesman got the contract, he completed the task. If one person is in charge, you can also pay a lump sum fee to the freight forwarder to help you with the following work. So how can we talk business with foreigners? First of all, the first thing we must be clear about is how we can talk to each other. Of course, there are nothing more than three kinds. The first is pen chat, that is to say, it is done by FAX or CABLE and E-mail. This situation is more common, because international trade is a transaction between different countries and regions, one is the time difference and the other is the distance. Therefore, pen chat is the most economical and timely. For us, it is only necessary to be familiar with the major and use basic English skills. This is why, although many companies like to recruit students who have passed Grade 6, some high school graduates can do well. The second is oral negotiation, which requires a solid English ability. It is not that you are invincible after passing several levels, but that you must have a solid oral and listening ability. I have a good idea in this respect, that is, to write down some commonly used English words and sentences on different occasions in the book, use them more and listen more. Naturally, you can have better business negotiation skills, because these sentences and knowledge are commonly used, stored in your brain and can be used at will. The third is behavior expression, such as bidding activities. Of course, our focus is on pen chat. There are seven kinds of international business letters that we need to use. They are: letter of establishment of diplomatic relations, letter of inquiry, letter of offer, letter of counter-offer, letter of transaction, letter of credit amendment, and letter of dealing with the aftermath. They are all written in three paragraphs, 1. The first article is mainly to thank each other for their letters and give a brief answer to several small questions raised by each other. 2。 This article. This is the most important thing, it is the main body of the article. It is mainly changed according to the stage of business negotiation. Change the content with the change of negotiation process. 3 conclusion. This is a little routine, that is, writing some inspiring words. But there are a few discs that need to be paid more attention to. Like, letter of establishment of diplomatic relations, letter of offer, letter of transaction, letter of dealing with the aftermath. For the letter of establishing diplomatic relations, we'd better follow the information source-the purpose of the letter-the company and product introduction-the conclusion. In this order, why? You think, as a person in the purchasing department, you will be surprised by the inexplicable company introduction of the other party. You will ask, how do they know about us? Where did you learn about it? Some even think they are liars. For the offer letter, we should pay attention to the seven main trading conditions and subsidiary terms in this article. At the same time, don't forget to add the validity of the offer to avoid being passive. For the transaction letter, it is necessary to add the requirement that the other party open the L/C in advance to avoid delaying the shipment time and the time limit for negotiation of documents. As for the aftermath letter, if the bank refuses to pay, it should immediately analyze the reasons and respond quickly, and at the same time, it should say a few good words to it.

The above is a discussion on the negotiation tools for trading. As for oral negotiation, two teams should be prepared, one on the stage and one off the stage. The people under the stage are responsible for preparing the opponent's information, and the people on the stage use these preparations to make plans to deal with the opponent. In fact, there are usually about 6 people in the real face-to-face interview. When the team is big, it is difficult to manage, and it is difficult to reach an opinion. When it is small, it is not enough to cope with sudden events. So six people is the best. They are foreign trade salesmen or managers, accountants (mainly providing quotation data), technical directors, translators (this is the core), clerks (mainly making some records) and legal advisers. When it comes to talking, there are many skills, but I want to sum up the main points to remember. 1. We should learn to let our opponents ask questions first so that we can take the initiative. 2。 Pay attention to observe each other's demeanor, because psychological factors can also be used. 3, don't attack personally. 4。 Even if the head of the foreign trade department is good at English, he should let the translator communicate to avoid making mistakes and not correcting them. 5. Learn to make concessions but stick to principles.

In order to talk more smoothly and quickly, in practice, we often reach an agreement on some similar terms, such as inspection, claim, arbitration and force majeure clauses, and then focus on the differences. This is much more convenient.

back to the central topic of transaction negotiation, we often have four steps for a transaction. 1, inquiry (also known as invitation to make an offer, inquiry). In fact, we should use this more often. It's good to learn to make use of inquiry. First, you can avoid being too passive, because the contract will be declared as soon as the offer is accepted. 2 to spy on the opponent's information. 2. Pay attention to the offer. Its establishment is mentioned in the United Nations Convention on Contracts for the International Sale of Goods. An offer refers to a proposal to conclude a contract to one or several specific people. If the content is very clear and it shows that this offer will constitute a contract once it is issued, it is an offer. First, pay more attention to the offer. An offer has a validity period, beyond which the offeror is not bound by the original offer. And the offer will take effect when it reaches the offeree. It can be revoked and withdrawn during this period. But in practice, it is very difficult to undo. It is ok to withdraw, as long as the withdrawn letter reaches the offeree at the same time or before the offer. In addition, we often make export quotation accounting before making an offer. This is also very simple to remember a formula: export price = cost+expense+profit.

then add them one by one, and then calculate the equation once. Just be careful and try not to make mistakes. (Because there is too much content, I won't explain it too much here, but I will explain it in other articles.)

3. counter-offer is rejected by the other party once it is made, but of course, the original offeror is not bound by the offer at this time. In fact, a single bill, unless it is an old customer, often has to be carefully returned and returned. Of course, before the counter-offer, we should also carry out the repayment accounting. Counteroffer accounting is an inverse algorithm compared with quotation accounting. That is to say: profit = customer quotation-cost-expense. Also be careful. Nothing is too difficult, it's all four operations that primary school students can do. Only after we have paid the price back can we determine what method to use to make a counter-offer, or stick to our own principles and never budge. This will lose business and scare away customers. Let's lower our profits and be a good person. Or discuss with suppliers and exploit them. . . . In my opinion, China is now in a great demand for raw materials and raw materials. Even if there is a good technological process, mass production and the best cost control, their costs will not be reduced if you say so, and for those companies with their own factories, this is even worse. Doing so can only be thankless at both ends. As far as I'm concerned, if it's the first time to enter a strange market, you can lower the price to attract others. If the marginal profit is really low, it is also necessary to explain that you insist on the original quotation and give a certain transfer in non-monetary value, such as allowing the other party's D/A settlement. At the same time, it is clear that large quantities can also be discounted and so on. One more word, if you use D/A to settle accounts, you feel that the risk is great, and it doesn't matter. Change the package transaction conditions to CIF, and add REJECTION RISK.

4, accepted. That is, commitment. However, it should be noted that the acceptance must be made by the offeree and conform to the contents of the original offer. It takes effect when it reaches the offeree within the validity period of the offer. Acceptance cannot be undone. Whether the overdue acceptance is established depends on the opinion of the offeror. Acceptance must be expressed.

after the above steps, the transaction will be concluded. In fact, if you are an old customer of your own, just send an offer and accept it yourself. Offer and acceptance are indispensable. But it is also necessary to pay attention. The United Nations Convention on Contracts for the Sale of International Trade is a commercial law that is closer to the civil law system, but stricter than the British and American laws. Ok, that's all for today. As for the contract, I'll write it next time. After that, I will write several episodes and attach some supplementary contents. I have written two episodes tonight, and my hand hurts. . . . . I hope to make some foreign trade friends with you, and we can discuss them together. Thank you for your advice.

foreign trade process (2)

For example, teachers always say that letters of credit are the most used method of settlement, but in fact RAD (Remuneration Against Documents) is the most convenient, and the reason why the book says that is completely from the perspective of exporters' interests. But I can see that it is still useful for everyone.

there are many names of contracts, such as sales contract sales confirmation, but they all have the same meaning. It was handed over when the other party accepted our offer and planned to write a closing letter. You can send it by FAX, and of course you can also use airmail. Either way, just send it to someone else. The format of the contract is also three-paragraph, with a prefix of 1, including the name of the contract, the contract number, the names, addresses and contact information of both companies, and the time and place of signing the contract. 2, this article, this article is not the article in an international business letter. Of course, it is also the subject of the contract. There are seven main trading conditions and subsidiary terms. Next, I will introduce these seven terms. First of all, look at the subsidiary terms, which are inspection, arbitration, claim and force majeure. Generally speaking, there is no opinion on both sides, and an opinion can be reached soon. Just pay attention to the inspection, some importers are very unreasonable to ask that the inspection place be placed in their importing country. If you are a foreign trade salesman, don't do this, because all kinds of accidents will happen in the process of transportation. If the goods are lost because of transportation problems, and the other party doesn't pay because it can be inspected in the importing country, you will suffer a big loss. Therefore, we usually ask for inspection in our own country and show the inspection certificate.

The seven main trading terms are: 1. Quality terms: they include the name, specifications and general description of the goods. Some goods also have a quality margin clause. 2, the quantity clause, which includes the transaction quantity, the unit of measurement, and the overflow and shortage clause. 3. Packaging terms, they are mainly the general description of commodity packaging and marks and numbers, which is very important, and it can clearly distinguish which order and which goods. A complete shipping marks is composed of main marks (name of consignee or consignor or letter of credit and contract number), destination and part number. 4, price terms, which is the discussion of unit price. How is a unit price expressed? Just know the four components. Unit of measurement, denominated currency, denominated amount, international trade terms. Such as USD129 per set FOBshanghai 5, terms of shipment. Including the mode of shipment, port of shipment, port of destination, time of shipment, and whether transshipment and partial shipment are allowed. 6, payment methods, which mainly include remittance (payment before delivery, O/A, consideration, CAD, RAD), documentary collection (D/Pat D／PAT SIGHT,D/P after sight,D/A, D/A).