Basic Business ConversationUnit 1 Establishing Trade Relation建立贸易关系 1
CONTENTS目录第一章 基础商务会话 1
Unit 2 Talking about Company公司介绍 10
Ⅰ．Company History and Organization公司历史及组织规模 10
Ⅱ．On Working Range，Market andDistribution System公司经营范围，市场及销售体制 13
Unit 3 Visiting Factories参观工厂 17
Ⅰ．Welcome to Our Faetory欢迎来到我们工厂 17
Ⅱ．About the Departments关于各部门 20
Ⅲ．After Visiting参观后 23
Unit 4 Talking about Products产品推荐 26
Ⅰ．About Quality and Usage关于质量和使用方法 26
Ⅱ．About Circulation and Profits流通及利润 30
Ⅲ．Offering Reference Material on Productand Samples提供产品参考资料及样品 33
Ⅰ．Inquiring the Market Situation询问市场状况 37
Unit 5 Market Research 市场调研 37
Ⅱ．Survey调研 41
Unit 6 Advertisement广告 45
Ⅰ．Advertising Media广告媒介 45
Ⅱ．Cost费用 51
Ⅲ．Content of Advertisement广告内容 54
Ⅳ．Result效果 59
Unit 7 Sales Promotion促销 61
Ⅰ．New Product新产品 61
Ⅱ．Offering Choice提供选择 63
Ⅲ．Developing the Market Enlargingthe Scale开拓市场，扩大规模 64
Unit 8 Going to the Fair展示洽谈会 68
Ⅰ．Preparation准备 68
Ⅱ．During the Fair展示会期间 74
Practical Trading ConversationUnit 1 On Price价格 79
Ⅰ．Quantity and Discount数量与折扣 79
第二章 外贸实务会话 79
Ⅱ．Inquires询价 83
Ⅲ．Offers报价 88
Ⅳ．Countering Offers还价，还盘 92
Ⅴ．Accepting Offers接盘 95
Unit 2 Negotiating Contracts洽谈合同 107
Ⅰ．Chatting Phase闲聊阶段 107
Ⅱ．Opening Discussion and Arrange-ments for Negotiation开始洽谈及谈判安排 112
Ⅲ．Packing包装 118
Ⅳ．Date of Delivery交货日期 125
Ⅴ．Shipment装运 132
ⅰ．Terms of Payment付款条件 137
Ⅵ．Payment付款 137
ⅱ．D/P,D/A andChasing Payment付款交单，承兑交单及追加付款 143
Ⅶ．Discussion on Contract Terms合同条款磋商 150
Ⅷ．Signing Contracts签订合同 160
Unit 3 Complaint and Claim申诉与索赔 169
Ⅰ．Insurance保险 169
Ⅱ．BuyerMakes aComplaint买方申诉 178
Ⅲ．Seller s Reaction to Complaint,Explanation and Apology卖方对申诉的反应、解释及道歉 184
Ⅳ．Seller does not Accept Complaint卖方不接受申诉 193
Ⅴ．Claim索赔 197
Unit 4 Agency and Gommission代理及佣金 208
Ⅰ．Agency代理 208
Ⅱ．Commission佣金 221
Unit 5 After-sale Service售后服务 226