Front Matter
 Chapter 1 Seeking for Potential Clients
  Unit 1 First Business Contact
   Section I Lead-in
   Section II Business Scenes
    Part 1 First Contact
    Part 2 Discussing in Detail
    Part 3 Potential Client Analysis
   Section III Data Bank
   Section IV Leisure Time
  Unit 2 B 2 B Communication
   Section I Lead-in
   Section II Business Scenes
    Part 1 Making a Business Call
    Part 2 Company Visit
    Part 3 Making a Business Appointment
   Section III Data Bank
   Section IV Leisure Time
  Unit 3 Product Presentation
   Section I Lead-in
   Section II Business Scenes
    Part 1 At a Fair
    Part 2 In the Showroom
    Part 3 The Product Launch
   Section III Data Bank
   Section IV Leisure Time
 Chapter 2 Business Consultation
  Unit 4 Enquiries and Replies
   Section I Lead-in
   Section II Business Scenes
    Part 1 In the Showroom
    Part 2 Over the Phone
    Part 3 On the Factory Tour
   Section III Data Bank
   Section IV Leisure Time
  Unit 5 Offers and Counter-offers
   Section I Lead-in
   Section II Business Scenes
    Part 1 Lowering the Prices
    Part 2 Offering Discounts
    Part 3 Increasing Agency Commissions
   Section III Data Bank
   Section IV Leisure Time
 Chapter 3 Business Negotiation
  Unit 6 Terms of Commodity
   Section I Lead-in
   Section II Business Scenes
    Part 1 Quality Control
    Part 2 Packing Negotiation
    Part 3 Quantity Negotiation
   Section III Data Bank
   Section IV Leisure Time
  Unit 7 Transportation and Insurance
   Section I Lead-in
   Section II Business Scenes
    Part 1 Transportation
    Part 2 Delivery
    Part 3 Insurance
   Section III Data Bank
   Section IV Leisure Time
  Unit 8 Pricing and Payment
   Section I Lead-in
   Section II Business Scenes
    Part 1 Initial Haggling
    Part 2 Negotiating in Detail
    Part 3 Terms of Payment
   Section III Data Bank
   Section IV Leisure Time
 Chapter 4 Conclusion of the Contract
  Unit 9 Placing an Order
   Section I Lead-in
   Section II Business Scenes
    Part 1 Trial Order
    Part 2 Repeat Order
    Part 3 Telephone Order
   Section III Data Bank
   Section IV Leisure Time
  Unit 10 Signing the Contract
   Section I Lead-in
   Section II Business Scenes
    Part 1 Drawing up a Draft Contract
    Part 2 Alternating the Contract
    Part 3 Signing and Contract
   Section III Data Bank
   Section IV Leisure Time
  Unit 11 Quiz
  Unit 12 Declaring at Customs
   Section I Lead-in
   Section II Business Scenes
    Part 1 Customs Formalities
    Part 2 HS Code
    Part 3 Declaration Documents
   Section III Data Bank
   Section IV Leisure Time
 Chapter 5 Post Contract Actions
  Unit 13 After-sales Service
   Section I Lead-in
   Section II Business Scenes
    Part 1 Introduction to Service
    Part 2 Customer Service
    Part 3 Customer Feedback
   Section III Data Bank
   Section IV Leisure Time
  Unit 14 Complaints and Claims
   Section I Lead-in
   Section II Business Scenes
    Part 1 Making Complaints
    Part 2 Rejecting Claims
    Part 3 Accepting Claims
   Section III Data Bank
   Section IV Leisure Time
 Chapter 6 Other Trade Forms
  Unit 15 Agency
   Section I Lead-in
   Section II Business Scenes
    Part 1 Negotiation on Sole Agent Agreement
    Part 2 Requirements of Sole Agency
    Part 3 Signing the Sole Agent Agreement
   Section III Data Bank
   Section IV Leisure Time
  Unit 16 Bids and Tenders
   Section I Lead-in
   Section II Business Scenes
    Part 1 Calling for a Bid
    Part 2 Submitting a Bid
    Part 3 Concluding a Tender
   Section III Data Bank
   Section IV Leisure Time
 Chapter 7 Business Skills in International Trade
  Unit 17 Business Etiquette
   Section I Lead-in
   Section II Business Scenes
    Part 1 Personal Etiquette
    Part 2 Business Etiquette
    Part 3 Cross-cultural Communication
   Section III Data Bank
   Section IV Leisure Time
  Unit 18 Presentation Skills
   Section I Lead-in
   Section II Business Scenes
    Part 1 Making a Start
    Part 2 Key Factors of a Successful Presentation
    Part 3 Finishing Off
   Section III Data Bank
   Section IV Leisure Time
  Unit 19 Skills for Successful Negotiation
   Section I Lead-in
   Section II Business Scenes
    Part 1 Different Negotiating Styles of Different Cultures
    Part 2 Proper Behaviors in Negotiation
    Part 3 Negotiation Strategies
   Section III Data Bank
   Section IV Leisure Time
  Unit 20 Final Test
 Words and Expressions