Unit One Establishing Relationship
1.1 Trade Fair
1.2 Making Contact on the Phone
Unit Two Receiving the Foreign Guest
2.1 Meeting at the Airport
2.2 Accommodation and Dinners
Unit Three Introducing Company and Products
3.1 Company Introduction
3.2 A Factory Tour
Unit Four Negotiating(I)
4.1 On Inquiry and Offer
4.2 On Quality and Quantity
UnitFive Negotiating (II)
5.1 On Price
5.2 On Terms of Payment
UnitSix Negotiating (III)
6.1 On Packing and Marking
6.2 On Shipment and Delivery
6.3 On Insurance and Claim
Unit Seven Concluding the Business
7.1 Signing the Contract
7.2 Saying Farewell and Seeing Off
Unit Eight Performing the Contract
8.1 Letter of Credit
8.2 Shipment and Delivery
8.3 Claims and Settlement
Keys to the Exercises
References
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