CONTENTS 1
Unit 1 ARRIVAL 1
At the Airport 1
On the Way to the Hotel 2
In the Hotel Lobby 4
到达 12
在机场 12
去宾馆途中 13
在宾馆休息厅 14
Unit 2 INQUIRY 22
First Interview 22
Marketing 24
Goods Unavailable 27
询价 41
初次见面 41
推销 42
无货可供 44
Quality First 51
Unit 3 SPECIFICATIONS 51
Customer’s Preference 53
规格 65
质量第一 65
客户的爱好 66
Unit 4 PRICE 74
Making an Offer 74
Driving a Bargain 76
价格 92
报盘 92
讨价还价 94
Unit 5 SHIPPING 99
Date of Shipment 99
Shipping Problems 102
装运 117
装运期 117
装船问题 119
Unit 6 PAYMENT 126
Terms of Payment 126
A Heated Negotiation 127
付款 140
付款条件 140
争议 141
Unit 7 OTHER CONTRACT TERMS 148
Packing and Packaging 148
Insurance 151
Inspection and Arbitration 154
包装和包装材料 166
其他合同条款 166
保险 168
商检及仲裁 170
Unit 8 AGENCY 178
Proposal Entertained 178
Proposal Declined 183
代理 194
接受建议 194
拒绝建议 198
Uint 9 CLAIMS 206
Inadequate Packing 206
Inferior Quality 209
包装不当 222
索赔 222
质量低劣 224
Unit 10 A JOINT VENTURE 230
Investment 230
Range of Business 233
合资企业 244
投资 245
经营范围 246
On Technology 253
Unit 11 TECHNOLOGY TRANSFER 253
Royalty 257
技术转让 270
关于技术 270
提成费 272
Unit 12 CONCLUSION 279
Signing a Contract 279
A Farewell Dinner 282
结尾 292
签署合同 292
告别晚餐 293
Key to Exercises（参考答案） 302