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Unit 1 Using the Telephone1

Focus1

Warming Up1

Part 1 Telephone inquiries1

Part 2 Leaving a message on the phone3

Oral Practice5

Cultural References8

Unit 2 Travelling on Business9

Focus9

Warming Up9

Part 1 Making flight reservations9

Part 2 Making room reservations12

Part 3 Checking in at an international airport13

Part 4 Going through the customs15

Oral Practice17

Cultural References19

Unit 3 Airport Pick-up22

Focus22

Warming Up22

Part 1 Meeting at the airport22

Part 2 Driving to the hotel24

Oral Practice26

Cultural References29

Unit 4 Staying at a Hotel30

Focus30

Warming Up30

Part 1 Checking in30

Part 2 Checking out32

Part 3 Laundry service34

Part 4 Room service36

Oral Practice38

Cultural References41

Unit 5 Entertaining Visitors43

Focus43

Warming Up43

Part 1 Extending a dinner invitation43

Part 2 At the dinner party45

Oral Practice47

Cultural References50

Unit 6 Making an Appointment52

Focus52

Warming Up52

Part 1 Making an appointment52

Part 2 Postponing an appointment53

Oral Practice55

Cultural References57

Unit 7 Receiving Visitors59

Focus59

Warming Up59

Part 1 Receiving a visitor with an appointment59

Part 2 Receiving a visitor without an appointment60

Part 3 Hosting a client at the office62

Oral Practice63

Cultural References65

Unit 8 Showing Visitors around the Company67

Focus67

Warming Up67

Part 1 Showing visitors around the company67

Part 2 Talking about the company68

Part 3 Talking about products71

Oral Practice73

Cultural References75

Unit 9 Attending a Commodity Fair77

Focus77

Warming Up77

Part 1 Booking a booth77

Part 2 Introducing your company and products79

Part 3 Promoting sales81

Oral Practice83

Cultural References86

Unit 10 Enquiries and Offers87

Focus87

Warming Up87

Part 1 A specific enquiry87

Part 2 Making a quotation89

Part 3 Making an offer90

Oral Practice93

Cultural References95

Unit 11 Negotiating Prices97

Focus97

Warming Up97

Part 1 Negotiating prices97

Part 2 Making counter-offers99

Oral Practice102

Cultural References104

Unit 12 Terms of Payment106

Focus106

Warming Up106

Part 1 Making payment by T/T106

Part 2 Making payment by D/P108

Part 3 Making payment by sight L/C111

Oral Practice113

Cuitural References115

Unit 13 Shipment116

Focus116

Warming Up116

Part 1 On the time of shipment116

Part 2 Asking for transshipment118

Oral Practice120

Cultural References122

Unit 14 Packing124

Focus124

Warming Up124

Part 1 Talking about inner packing and outer packing124

Part 2 The customer's suggestions on packaging126

Oral Practice128

Cultural References130

Unit 15 Insurance132

Focus132

Warming Up132

Part 1 Talking about the insurance practice132

Part 2 Discussing the insurance clause135

Oral Practice137

Cultural References139

Unit 16 Concluding a Deal141

Focus141

Warming Up141

Part 1 Clarifying the terms and conditions141

Part 2 Going through the details before you sign143

Oral Practice144

Cultural References147

Unit 17 Fulfilling the Contract（1）149

Focus149

Warming Up149

Part 1 Urging the buyer to open an L/C149

Part 2 Checking the L/C with the terms of contract152

Part 3 Asking for amendment to the L/C153

Oral Practice156

Cultural References158

Unit 18 Fulfilling the Contract（2）160

Focus160

Warming Up160

Part 1 Getting ready for shipment160

Part 2 Sending the shipping advice162

Part 3 Preparing the shipping documents163

Oral Practice166

Cultural References168

Unit 19 Fulfilling the Contract（3）169

Focus169

Warming Up169

Part 1 Wrong interpretation of the convention169

Part 2 Delayed shipment172

Oral Practice175

Cultural References178

Unit 20 Claims and Settlements（1）180

Focus180

Warming Up180

Part 1 Complaining about products180

Part 2 Filing a claim on inferior quality182

Oral Practice185

Cultural References187

Unit 21 Ciaims and Settlements（2）189

Focus189

Warming Up189

Part 1 Filing a claim for damages189

Part 2 Filing a claim on non-delivery192

Oral Practice195

Cultural References198

Unit 22 Agency199

Focus199

Warming Up199

Part 1 Requesting for sole agency199

Part 2 Signing a sole agency agreement202

Oral Practice205

Cultural References208

附录A 独家代理协议Exclusive Agency Agreement209

附录B 外贸常见合同Sales Contract213

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