1. Chapter 2 Establishing Business Relations

2. 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?

6. 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.

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

8. 3.Common-used B2B website www.globalsources.com www.tradekey.com www.makepolo.com www.globalmarket.comwww.globalmarket.com (GMC 环球市场 )

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

10. 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.

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

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

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

15. Section III. Scene simulation

16. Section IV. Specimen letter

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

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

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

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

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

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

23. Section V. Useful words & Expressions

24. Section VI. Excerises & Case study