第一章 展前Before the Show 1
Unit 1 Getting Useful Information through Different Channels 寻找商展信息 1
Unit 2 Checking the Cost of Attendance 查询参展费用 7
Unit 3 Arranging Shipping for the Exhibits 安排展品的运送 12
Unit 4 Making Travel Arrangements 安排旅程 15
Unit 5 Making Preparations for the Show 展前准备 23
Unit 6 Cancellation of Attendance to the Show 取消参展 28
Unit 7 Making Contact with Exhibitors 与其他参展单位联系 31
Unit 8 Sharing a Booth 建议共用摊位 35
Unit 9 Hiring on Interpreter 雇佣翻译 39
第二章 展中 During the Show 45
Unit 1 First Day of the Show 开展第一天 45
Unit 2 Collecting Information on Overseas Markets 收集国外市场资讯 50
Unit 3 Guide to the Exhibition Hall(At the Visitor s Registration) 展厅简介 56
纺织服装展厅 60
Unit 4 Reception at the Hall 展厅接待 60
Unit 5 Information about the Products 产品介绍 65
Unit 6 Sales Presentation/ Demonstration 产品演示 69
Unit 7 Price Negotiation 价格商谈 77
电子及家用电器展厅 82
Unit 8 Reception at the Hall 展厅接待 82
Unit 9 Sales Presentation/Demonstration 产品演示 88
Unit 10 Buyer s Response 买主的反应 92
Unit 11 Price Negotiation 价格商谈 98
Unit 12 Entertainment 休闲场所 105
Unit 1 Last Day of the Show 展示的最后一天 110
第三章 展毕 After the Show 110
Unit 2 Thanking the Appropriate People 向相关人员致谢 113
Unit 3 Checking Out 办理结束手续 117
Unit 4 Follow-up of Contacts 展后联络 121
Unit 5 Analyzing the Productivity of the Show 分析参展成效 132
第四章 外贸业务洽谈环节 The Procedure of Business Negotiations 140
Unit 1 The preliminary Talk:meeting a new client 首次商务谈话：会晤新客户 141
Unit 2 General Business Discussion 一般商务洽谈 154
Unit 3 Self-recommendation Introduction 商务活动自我介绍 161
Unit 4 Introduction of the Business Activities 公司以及经营范围介绍 168
Unit 5 Inquiry and Offer 询盘，报盘 176
Unit 6 Products Introduction Sales Promotion 产品介绍与促销 185
Unit 7 Shortage of Supply,Goods are not Available 暂缺货 190
Unit 8 Tour the Factory 工厂参观 194
Unit 9 Placing Orders 订购 204
Unit 10 Shipment 装运 210
Unit 11 Payment 支付 233
Unit 12 Insurance 保险 242
Unit 13 Price 价格 248
Unit 14 Signing the Contract 签订合同 259
Unit 15 Complaints,Disputes Claims 换怨、争议和索赔 269
第五章 其他贸易方式Other Forms of Trade Activities 287
Unit 1 Agency 代理制 287
Unit 2 Joint Venture 合营企业 297
Unit 3 The Processing Assembling Trade 加工贸易 307
Unit 4 Compensation Trade 补偿贸易 313