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Unit 1Making New Contact1

1ª±1At Customs1

1ª±2Meeting Foreign Guests at the

Airport4

1ª±3On the Way to the

Hotel6

Unit 2At the Hotel10

2ª±1Checking In10

2ª±2In the Room13

2ª±3Looking Around the

Hotel16

Unit 3Dining at a

Restaurant213ª±1Inviting the Guest21

3ª±2Welcome Speech24

3ª±3At the Table27

Unit 4Sightseeing31

4ª±1Talking about Weather31

4ª±2Visiting a Factory34

4ª±3Company Introduction37

Unit 5Making Phone Calls40

5ª±1Trying to Make Contact40

5ª±2Making First Contact43

5ª±3Polite Questions46

Unit 6Introduction of

Products506ª±1General Introduction50

6ª±2A Visit to a Sample

Room54

6ª±3Talks on Specifications57

Unit 7Enquiries and Offers60

7ª±1Business Enquiry60

7ª±2Offer and Counterª²offer63

Unit 8On Price67

8ª±1A New Offer67

8ª±2Bargaining69

8ª±3Making Comparison71

Unit 9Payment Terms75

9ª±1Pay by Letter of Credit at

Sight75

9ª±2Propose to Pay by the Letter of

Credit79

9ª±3Asking for Easier Payment

Terms84

Unit 10A Letter of Credit89

10ª±1The Establishment of a

Letter of Credit89

10ª±2Amendment of the L/C93

10ª±3Extension of the L/C97

Unit 11Packing and

Marking10211ª±1Export Packing102

11ª±2Labels106

11ª±3Container Service110

Unit 12Shipment and

Delivery11612ª±1On Shipment116

12ª±2The Date of Delivery121

12ª±3Late Delivery126

12ª±4Nonª²delivery130

Unit 13Insurance136

13ª±1Insurance Coverage136

13ª±2A Talk on Insurance141

Unit 14Claims and

Settlement147 14ª±1A Claim Case on Quality

Deterioration147

14ª±2Settling a Claim151

Unit 15Agency154

15ª±1Trying to Get Agency

Right154

15ª±2Renewing Agency

Agreement158

15ª±3Refusing Request for

Agency 160

Unit 16Making a Bargain16516ª±1Conclusion of

Business165

16ª±2Signing a Contract174

Unit 17Parting183

17ª±1Seeing Off at the

Airport183

17ª±2Saying Goodbye on

Telephone188

¸½Â¼195

¸½Â¼ACommon Business English

Terms195

¸½Â¼BCommon Business English

Abbreviations205

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