Chapter 2 Establishing Business Relations

Section I. Warming-up questions How to find your potential customer in international trade? Why do the business people attend trade fairs, what can they get from the fair?

Section II. Basic knowledge 1.Introduction Establishing business relations is a process to choose and determine the trade partners, which is also crucial to decide if your business can suceed. Business relations are established for the start and developmen of business between dealers of enterprises so as to open up a market or to expand their business activities.

2. Channels to find your potential customers Internet Exhibition and fairs Marketing investigation/research Middle man/broker/agent ……

3.Common-used B2B website (GMC 环球市场 )

4. Structurer of the letter –The source of information –Intention of this letter –Brief introduction –Express the expectation

5.A brief introduction of Canton Fair It is a trade fair held in the spring and autum seasons each year in Guangzhou since 1957.One of the largest trade in the world.

6. Preparation for exhibitors –Checking information –Fully prepared –Accommodation and trafic –Necessary training for staffs –Necessary notice for new and old customers

7.Decorate the booth The size and location of the booth Decoration of booth Small gift

8.Notes for after show –Classify customers –Contacting –Respond to customers –Further contacting

Section III. Scene simulation

Section IV. Specimen letter

Specimen letter 1 Notes: Fall within scope In the market for Long term trade relation Leaflet Craftsmanship

Specimen letter 2 Notes: article Avail sb. of State-operated/owned( 私营企业？ ) Acquainted sb. with Be of interest to sb.

Specimen letter 3 Notes: Fall in our line/business scope Take opportunity to do sth. Know-how/patent/copy right Specification Upon request

Specimen letter 4 Notes: Enter into business Fine workmanship Negotiation Give sb. a general idea

Specimen letter 5 Notes: In receipt of In urgent need Quote for Be obliged/glad

Specimen letter 6 Notes: Appreciate In a position to Keep on file For future reference

Section V. Useful words & Expressions

Section VI. Excerises & Case study