Part OneInternational Marketing(外貿營銷篇)

Project 1Establishing Trade Relation（建立業務聯系）

Task 1Introducing Company and Business Scope（介紹公司的運作情況和

經營范圍）

Task 2Phoning and Making Appointments(撥打電話及預約客戶）

Task 3Calling on a Customer(拜訪客戶)

Project 2Attending Trade Fair（參加展銷會）

Task 1Preparing an Exhibition(展會準備)

Task 2Drawing Customers at the Fair(招呼客戶)

Task 3Introducing Samples(參觀樣品)

Project 3Visiting Factories(參觀工廠)

Task 1Meeting and Receiving Foreign Guests(接待工廠訪客)

Task 2Visiting the Assembly Line(生產線參觀)

Task 3Talking about Developing New Products(談論新產品開發)

Part TwoBusiness Negotiation(貿易磋商篇)

Project 4Inquiries and Offers（詢盤和發盤）

Task 1Inquiring about Products（訂購咨詢）

Task 2Offer and Counteroffers（詢價與報價）

Task 3Talking about Discounts and Preferences(談及價格折扣及優惠條件)

Project 5Negotiating Foreign Trade(外貿談判)

Task 1Organizing the Negotiations(安排談判)

Task 2Negotiating Business Terms(商談業務條款,含支付方式)

Task 3Concluding Negotiations(商議價格)

Project 6Placing and Accepting an Order（訂貨）

Task 1Placing a Trial Order（試訂購）

Task 2Changing Orders(改變訂單內容)

Task 3Executing Orders(執行訂單)

Part ThreeContract Execution(合同執行篇)

Project 7Packing and Shipping（包裝和裝運）

Task 1Discussing Packing Requirements(討論包裝要求)

Task 2Discussing Shipping Marks（討論外包裝標記）

Task 3Talking about the Delivery Date(討論發貨日期)

Task 4Discussing Modes of Transport(運輸方式)

Project 8Buying Insurance（保險）

Task 1Asking Information about Insurance(保險咨詢)

Task 2Arranging Insurance(選擇保險）

Project 9Contracts（簽約）

Task 1Discussing the Contract Terms(檢查合同)

Task 2Holding the Contract Signing（簽訂合同）

Task 3Hoping to Sign a Sole Agency Agreement（希望簽訂獨家代理合同）

Project 10Solving Disputes（索賠）

Task 1Lodging a Claim（提出索賠）

Task 2Refusing to Compensate（拒絕索賠）

Task 3Accepting a Claim（接受索賠）

參考文獻219