Unit 1 Establishing Business Relations 1
Dialogue A At the Fair 1
Dialogue B At the Airport 5
Unit 2 Business Visiting 9
Dialogue A Visiting the Company 9
Dialogue B Visiting the Factory 14
Unit 3 Enquiries 19
Dialogue A An Enquiry from a New Customer 19
Dialogue B An Enquiry from an Old Customer 24
Unit 4 Offers 29
Dialogue A A Firm Offer 29
Dialogue B A Non-firm Offer 33
Unit 5 Counteroffers 38
Dialogue A Declining a Counteroffer 38
Dialogue B Accepting a Counteroffer 42
Unit 6 Conclusion of Business 46
Dialogue A Sending an Order 46
Dialogue B Sending a Contract 50
Unit 7 Shipment 54
Dialogue A Packing Arrangements 54
Dialogue B Shipping Advice 58
Unit 8 Insurance 63
Dialogue A Asking for Broader Coverage 63
Dialogue B Asking for Breakage Risk 68
Unit 9 Terms of Payment 75
Dialogue A L/C Payment 75
Dialogue B Asking for Easier Terms 80
Unit 10 Claims 86
Dialogue A Lodging a Claim 86
Dialogue B Settling a Claim 91
Unit 11 Processing with Given Materials 96
Dialogue A Processing with Given Materials（Ⅰ） 96
Dialogue B Processing with Given Materials（Ⅱ） 100
Unit 12 Agency 104
Dialogue A Application for Agency（Ⅰ） 104
Dialogue B Application for Agency（Ⅱ） 108