Unit 1 Establishing Business Relations Activity 1 Connecting with prospects Activity 2 Impressing the prospects Activity 3 Writing prospecting emails Language Practice Emails and experience from professionals in international trade Unit 2 Inquiries and Offers Activity 1 Analyzing inquiries Activity 2 Replying to inquiries Activity 3 Firm offers and non-firm offers Activity 4 Writing an offer Language Practice Emails and experience from professionals in international trade Unit 3 Counter-offers Activity 1 Negotiating prices Activity 2 Counter-offers Activity 3 Negotiating at a stationery trade fair Activity 4 Writing a reply to a counter-offer Language Practice Emails and experience from professionals in international trade Unit 4 Negotiating Payment Terms Activity 1 Understanding different payment terms Activity 2 Which one is more favorable? Activity 3 Replying to customers’ payment requests Language Practice Emails and experience from professionals in international trade Unit 5 Confirming Orders Activity 1 Why order confirmation? Activity 2 Confirming or declining? Activity 3 Writing replies to orders Activity 4 What to do after the order confirmation Language Practice Emails and experience from professionals in international trade Unit 6 Letter of Credit Activity 1 What to do Activity 2 Urging the establishment of L/C Activity 3 Proposing amendments to an L/C Language Practice Emails and experience from professionals in international trade Unit 7 Packaging Activity 1 Understanding packaging Activity 2 Describing packaging Activity 3 Replying customers’ requirements about packaging Language Practice Emails and experience from professionals in international trade Unit 8 Shipping Activity 1 Knowing shipping problems Activity 2 Responding to shipping problems· Activity 3 Giving shipping advice Language Practice Emails and experience from professionals in international trade Unit 9 Settling Claims Activity 1 Do’s and don’ts for settling claims Activity 2 Writing replies to customer’s claims Language Practice Emails and experience from professionals in international trade Appendix Emails from Trading Companies
