Unit 1 Using the Telephone 1
Focus 1
Warming Up 1
Part 1 Telephone inquiries 1
Part 2 Leaving a message on the phone 3
Oral Practice 5
Cultural References 8
Unit 2 Travelling on Business 9
Focus 9
Warming Up 9
Part 1 Making flight reservations 9
Part 2 Making room reservations 12
Part 3 Checking in at an international airport 13
Part 4 Going through the customs 15
Oral Practice 17
Cultural References 19
Unit 3 Airport Pick-up 22
Focus 22
Warming Up 22
Part 1 Meeting at the airport 22
Part 2 Driving to the hotel 24
Oral Practice 26
Cultural References 29
Unit 4 Staying at a Hotel 30
Focus 30
Warming Up 30
Part 1 Checking in 30
Part 2 Checking out 32
Part 3 Laundry service 34
Part 4 Room service 36
Oral Practice 38
Cultural References 41
Unit 5 Entertaining Visitors 43
Focus 43
Warming Up 43
Part 1 Extending a dinner invitation 43
Part 2 At the dinner party 45
Oral Practice 47
Cultural References 50
Unit 6 Making an Appointment 52
Focus 52
Warming Up 52
Part 1 Making an appointment 52
Part 2 Postponing an appointment 53
Oral Practice 55
Cultural References 57
Unit 7 Receiving Visitors 59
Focus 59
Warming Up 59
Part 1 Receiving a visitor with an appointment 59
Part 2 Receiving a visitor without an appointment 60
Part 3 Hosting a client at the office 62
Oral Practice 63
Cultural References 65
Unit 8 Showing Visitors around the Company 67
Focus 67
Warming Up 67
Part 1 Showing visitors around the company 67
Part 2 Talking about the company 68
Part 3 Talking about products 71
Oral Practice 73
Cultural References 75
Unit 9 Attending a Commodity Fair 77
Focus 77
Warming Up 77
Part 1 Booking a booth 77
Part 2 Introducing your company and products 79
Part 3 Promoting sales 81
Oral Practice 83
Cultural References 86
Unit 10 Enquiries and Offers 87
Focus 87
Warming Up 87
Part 1 A specific enquiry 87
Part 2 Making a quotation 89
Part 3 Making an offer 90
Oral Practice 93
Cultural References 95
Unit 11 Negotiating Prices 97
Focus 97
Warming Up 97
Part 1 Negotiating prices 97
Part 2 Making counter-offers 99
Oral Practice 102
Cultural References 104
Unit 12 Terms of Payment 106
Focus 106
Warming Up 106
Part 1 Making payment by T/T 106
Part 2 Making payment by D/P 108
Part 3 Making payment by sight L/C 111
Oral Practice 113
Cuitural References 115
Unit 13 Shipment 116
Focus 116
Warming Up 116
Part 1 On the time of shipment 116
Part 2 Asking for transshipment 118
Oral Practice 120
Cultural References 122
Unit 14 Packing 124
Focus 124
Warming Up 124
Part 1 Talking about inner packing and outer packing 124
Part 2 The customer's suggestions on packaging 126
Oral Practice 128
Cultural References 130
Unit 15 Insurance 132
Focus 132
Warming Up 132
Part 1 Talking about the insurance practice 132
Part 2 Discussing the insurance clause 135
Oral Practice 137
Cultural References 139
Unit 16 Concluding a Deal 141
Focus 141
Warming Up 141
Part 1 Clarifying the terms and conditions 141
Part 2 Going through the details before you sign 143
Oral Practice 144
Cultural References 147
Unit 17 Fulfilling the Contract（1） 149
Focus 149
Warming Up 149
Part 1 Urging the buyer to open an L/C 149
Part 2 Checking the L/C with the terms of contract 152
Part 3 Asking for amendment to the L/C 153
Oral Practice 156
Cultural References 158
Unit 18 Fulfilling the Contract（2） 160
Focus 160
Warming Up 160
Part 1 Getting ready for shipment 160
Part 2 Sending the shipping advice 162
Part 3 Preparing the shipping documents 163
Oral Practice 166
Cultural References 168
Unit 19 Fulfilling the Contract（3） 169
Focus 169
Warming Up 169
Part 1 Wrong interpretation of the convention 169
Part 2 Delayed shipment 172
Oral Practice 175
Cultural References 178
Unit 20 Claims and Settlements（1） 180
Focus 180
Warming Up 180
Part 1 Complaining about products 180
Part 2 Filing a claim on inferior quality 182
Oral Practice 185
Cultural References 187
Unit 21 Ciaims and Settlements（2） 189
Focus 189
Warming Up 189
Part 1 Filing a claim for damages 189
Part 2 Filing a claim on non-delivery 192
Oral Practice 195
Cultural References 198
Unit 22 Agency 199
Focus 199
Warming Up 199
Part 1 Requesting for sole agency 199
Part 2 Signing a sole agency agreement 202
Oral Practice 205
Cultural References 208
附录A 独家代理协议Exclusive Agency Agreement 209
附录B 外贸常见合同Sales Contract 213
附录C 跟单信用证统一惯例（UCP600） 215
附录D 口译练习参考答案 250
参考文献 260