Chapter One Preparatory Work 准备工作 1
Ⅰ Ticket Booking 票务预订 3
Ⅱ Overseas Trip 海外出差 7
Ⅲ Visiting a Factory 参观工厂 11
Ⅳ Company Introduction 公司介绍 15
Ⅴ Preparing for a Trade Show 准备展会 19
Ⅵ Arranging Meetings 安排会议 22
Ⅶ Entertainment with Clients 陪客户娱乐 25
Chapter Two Establishing Trade Relations 建立外贸联系 29
Ⅰ Appointing and Visiting Clients 预约、拜访客户 31
Ⅱ Welcome in the Airport 机场迎接 35
Ⅲ Introduction 介绍相识 39
Ⅳ Dining with Clients 与客户进餐 42
Ⅴ Arranging Activities 安排活动 47
Ⅵ Presenting Gifts 赠送礼物 50
Ⅶ Seeing Customers off 送别客户 53
Chapter Three Foreign Trade 对外贸易 57
Ⅰ Tax Ratepaying 报税纳税 59
Ⅱ World Trade Organization 世贸组织 64
Ⅲ Consumer Complaint 消费者投诉 68
Ⅳ Trade Negotiation 外贸谈判 72
Ⅴ Insurance Business 保险业务 76
Ⅵ Claim 索赔 81
Ⅶ Inspection 商检 86
Chapter Four Foreign Trade Practices 外贸实务 91
Ⅰ Client Meeting 客户会议 93
Ⅱ Mercantile Partnership 贸易伙伴 96
Ⅲ Trade Target 贸易对象 100
Ⅳ Sign a Treaty 签署协议 104
Ⅴ Investment Environment 投资环境 108
Ⅵ Foreign Investment 外商投资 111
Ⅶ Registration of Trade Mark 商标注册 115
Chapter Five Trade Conversation 外贸会谈 119
Ⅰ Inquiry 询盘 121
Ⅱ Counter-offer 还盘 125
Ⅲ Commission and Discount 佣金与折扣 130
Ⅳ Packing Terms 包装条款 134
Ⅴ Delivery Date 交货日期 138
Ⅵ Delivery Methods 运输方式 143
Ⅶ Unloading Port 卸货港 146
Chapter Six Marketing Topics 营销话题 149
Ⅰ Marketing Surveys 市场调查 151
Ⅱ Developing the Market 市场开发 155
Ⅲ Attending Trade Fair 参加商展 158
Ⅳ Promotional Events 促销活动 162
Ⅴ Advertisement 广告创意 166
Ⅵ Product Launch 产品发布 170
Ⅶ After-sale Service 售后服务 174
Chapter Seven Forms of Trade 合作形式 179
Ⅰ Agent 代理 181
Ⅱ Compensation Trade 补偿贸易 186
Ⅲ Processing and Assembling Trade 加工贸易 190
Ⅳ Consignment Sale and Barter Sale 寄售与易货贸易 195
Ⅴ Technology Transfer 技术转让 198
Ⅵ International Trade 国际贸易 202
Ⅶ Bid and Tender 招标与投标 208
Chapter Eight Business Negotiations 业务洽谈 213
Ⅰ Sales over the Counter 柜台销售 215
Ⅱ Promotion 推销 219
Ⅲ Bargaining 价格谈判 223
Ⅳ Making Concessions 做出让步 227
Ⅴ Contract Negotiations 合同谈判 232
Ⅵ Resort to Arbitration 诉诸仲裁 237
Ⅶ Accepting and Confirming 接受与确定 241
Chapter Nine Establishing Human Relations 人脉拓展 245
Ⅰ Making Calls 电话技巧 247
Ⅱ Invitations 邀请客户 250
Ⅲ Trade Appointments 外贸预约 254
Ⅳ Joining in Parties 参加派对 258
Ⅴ Congratulations 祝贺礼节 261
Ⅵ Festival Greetings 节日祝福 264
Ⅶ Making Apologies 诚意道歉 267