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Unit 1Making New Contact1

1��1At Customs1

1��2Meeting Foreign Guests at the

Airport4

1��3On the Way to the

Hotel6

Unit 2At the Hotel10

2��1Checking In10

2��2In the Room13

2��3Looking Around the

Hotel16

Unit 3Dining at a

Restaurant213��1Inviting the Guest21

3��2Welcome Speech24

3��3At the Table27

Unit 4Sightseeing31

4��1Talking about Weather31

4��2Visiting a Factory34

4��3Company Introduction37

Unit 5Making Phone Calls40

5��1Trying to Make Contact40

5��2Making First Contact43

5��3Polite Questions46

Unit 6Introduction of

Products506��1General Introduction50

6��2A Visit to a Sample

Room54

6��3Talks on Specifications57

Unit 7Enquiries and Offers60

7��1Business Enquiry60

7��2Offer and Counter��offer63

Unit 8On Price67

8��1A New Offer67

8��2Bargaining69

8��3Making Comparison71

Unit 9Payment Terms75

9��1Pay by Letter of Credit at

Sight75

9��2Propose to Pay by the Letter of

Credit79

9��3Asking for Easier Payment

Terms84

Unit 10A Letter of Credit89

10��1The Establishment of a

Letter of Credit89

10��2Amendment of the L/C93

10��3Extension of the L/C97

Unit 11Packing and

Marking10211��1Export Packing102

11��2Labels106

11��3Container Service110

Unit 12Shipment and

Delivery11612��1On Shipment116

12��2The Date of Delivery121

12��3Late Delivery126

12��4Non��delivery130

Unit 13Insurance136

13��1Insurance Coverage136

13��2A Talk on Insurance141

Unit 14Claims and

Settlement147 14��1A Claim Case on Quality

Deterioration147

14��2Settling a Claim151

Unit 15Agency154

15��1Trying to Get Agency

Right154

15��2Renewing Agency

Agreement158

15��3Refusing Request for

Agency 160

Unit 16Making a Bargain16516��1Conclusion of

Business165

16��2Signing a Contract174

Unit 17Parting183

17��1Seeing Off at the

Airport183

17��2Saying Goodbye on

Telephone188

���195

���ACommon Business English

Terms195

���BCommon Business English

Abbreviations205

�����īI225