国际商务英语PDF电子书下载

Unit One INTERNATIONAL BUSINESS 1

1.1 What Is Intemational Business? 1

1.2 The Scope of International Business Activities 4

1.3 Commercial Risk 7

1.4 Commercial Credit 7

1.5 International Business Management 9

1.6 A Brief Introduction to WTO 10

EXERCISES 15

Unit Two INTERNATIONAL TRADE 17

2.1 Introduction 17

2.2 Business Preparatory Work 23

2.3 Business Negotiation and Establishment of Contract 25

2.4 Export and Import Documentation 26

2.5 The Performance of an Export Contract 36

EXERCISES 42

Unit Three BUSINESS NEGOTIATION 44

3.1 Overview of Business Negotiation 44

3.2 The Principles of Business Negotiation 46

3.3 Preparation for Negotiation 48

3.4 General Procedures in Business Negotiation 59

3.5 Negotiation Strategies and Tactics 66

3.6 Language for Negotiation 69

3.7 Cultural Influence on Negotiation 72

EXERCISES 79

Unit Four INTERNATIONAL TRADE TERMS 81

4.1 Definition of International Trade Terms 81

4.2 The Role of International Trade Terms 82

4.3 International Rules and Practices on Trade Terms 83

4.4 Ways to Select a Price Trade 95

EXERCISES 96

Unit Five PRICING PRINCIPLES 111

5.1 How to Determine the Price for Imports and Exports? 111

5.2 Selection of Money of Account 115

5.3 Commission and Discount 117

5.4 Pricing Strategies and the Clause of Price 117

EXERCISES 119

Unit Six INTERNATIONAL TRANSPORTATION 121

6.1 Major Modes and the Choice of Mode 121

6.2 Major Shipping Document—Bill of Lading 125

6.3 Other Shipping Documents 134

6.4 Perils and Losses 138

6.5 Marine Insurance Clauses 140

6.6 Ocean Marine Cargo Clause of CIC 141

6.7 Import and Export Cargo Insurance Practices in China 144

6.8 Shipping Clause and Insurance Clause in the Sales Contract 145

EXERCISES 151

Unit Seven MARKETING 153

7.1 What Is Marketing? 153

7.2 Marketing Orientations 154

7.3 The Nature of Marketing 156

7.4 Domestic Marketing and International Marketing 157

7.5 The Marketing Mix 158

7.6 Marketing Environment 161

7.7 Market 163

7.8 Marketing Strategy 167

7.9 Marketing Research 170

7.10 Understanding Consumer Behaviour 177

EXERCISES 181

Unit Eight PAYMENT TOOLS IN INTERNATIONAL SETTLEMENT 183

8.1 Introduction 183

8.2 Credit Instrument—Bill of Exchange 189

8.3 Credit Instruments—Promissory Note and Cheque 200

8.4 Documents—Documentary Bill,Commercial Invoice,Packing List and Insurance Policy 208

EXERCISES 213

Unit Nine PAYMENT METHODS IN INTERNATIONAL SETTLEMENT 215

9.1 Introduction 215

9.2 Remittance 218

9.3 Collection 222

9.4 International Factoring and Forfeiting 233

9.5 Letter of Credit 241

9.6 Letter of Guarantee and Stand-by Credit 253

EXERCISES 259

Unit Ten BUSINESS LETTERS 261

10.1 Establishing Business Relations 261

10.2 Inquiry Letter 263

10.3 Offers,Counter-offers and Declining Offers 264

10.4 Order and Order Acceptance 267

10.5 Complaints and Claims 269

EXERCISES 272

References 274