国际商务英语(21世纪普通高等教育规划教材)/国际经济与贸易系列

本书立足于国际商务英语的理论和实务，结构完整、内容全面，基本 涵盖了国际贸易、国际商务管理、进出口贸易、商务谈判、国际货物运输 等主要内容，语言浅显易懂，章节清晰明了。在选材方面，注重内容的时 效性和典型性，以最典型和新鲜的商务语言传递最新的国际商务信息和当 今商务热点。 本书每章之后都配有相关的练习，题型多样，针对性强，能让学习者 更好、更全面地巩固所学业务知识，掌握实际操作技能。此外，本书还配 有专门的电子课件，方便教学使用。 本书可作为各类高校商务英语、国际贸易、国际金融等专业的教材使 用，也可作为从事外贸工作的相关人士提高专业英语水平和业务工作能力 之用。

前言 Unit One INTERNATIONAL BUSINESS 1.1 What Is International Business? 1.2 The Scope of International Business Activities 1.3 Commercial Risk 1.4 Commercial Credit 1.5 International Business Management 1.6 A Brief Introduction to WTO EXERCISES Unit Two INTERNATIONAL TRADE 2.1 Introduction 2.2 Business Preparatory Work 2.3 Business Negotiation and Establishment of Contract 2.4 Export and Import Documentation 2.5 The Performance of an Export Contract EXERCISES Unit Three BUSINESS NEGOTIATION 3.1 Overview of Business Negotiation 3.2 The Principles of Business Negotiation 3.3 Preparation for Negotiation 3.4 General Procedures in Business Negotiation 3.5 Negotiation Strategies and Tactics 3.6 Language for Negotiation 3.7 Cultural Influence on Negotiation EXERCISES Unit Four INTERNATIONAL TRADE TERMS 4.1 Definition of International Trade Terms 4.2 The Role of International Trade Terms 4.3 International Rules and Practices on Trade Terms 4.4 Ways to Select a Price Trade EXERCISES Unit Five PRICING PRINCIPLES 5.1 How to Determine the Price for Imports and Exports? 5.2 Selection of Money of Account 5.3 Commission and Discount 5.4 Pricing Strategies and the Clause of Price EXERCISES Unit Six INTERNATIONAL TRANSPORTATION 6.1 Major Modes and the Choice of Mode 6.2 Major Shipping Document--Bill of Lading 6.3 Other Shipping' Documents 6.4 Perils and Losses 6.5 Marine Insurance Clauses 6.6 Ocean Marine Cargo Clause of CIC 6.7 Import and Export Cargo Insurance Practices in China 6.8 Shipping Clause and Insurance Clause in the Sales Contract EXERCISES Unit Seven MARKETING 7.1 What Is Marketing? 7.2 Marketing Orientations 7.3 The Nature of Marketing 7.4 Domestic Marketing and International Marketing 7.5 The Marketing Mix 7.6 Marketing Environment 7.7 Market 7.8 Marketing Strategy 7.9 Marketing Research 7.10 Understanding Consumer Behaviour EXERCISES Unit Eight PAYMENT TOOLS IN INTERNATIONAL SETTLEMENT 8.1 Introduction 8.2 Credit Instrument-Bill of Exchange 8.3 Credit Instruments-Promissory Note and Cheque 8.4 Documents--Documentary Bill, Commercial Invoice, Packing List and Insurance Policy EXERCISES Unit Nine PAYMENT METHODS IN INTERNATIONAL SETTLEMENT 9.1 Introduction 9.2 Remittance 9.3 Collection 9.4 International Factoring and Forfeiting 9.5 Letter of Credit 9.6 Letter of Guarantee and Stand-by Credit EXERCISES Unit Ten BUSINESS LETTERS 10.1 Establishing Business Relations 10.2 Inquiry Letter 10.3 Offers, Counter-offers and Declining Offers 10.4 Order and Order Acceptance 10.5 Complaints and Claims EXERCISES References