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普通高等学校“十二五”高职高专教育规划教材为人大出版社与中国高教学会合作出版教材，高教学会借助其在各地高职院校影响力提供组稿及产品推广支持，人大出版社承担出版发行环节主要工作。

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Unit 1 Establishing a Business Relationship 1

Lesson One Importer's Self-introduction 3

Part Ⅰ Warm-up Activities 3

Part Ⅱ Sample Study 4

Part Ⅲ Practical Writing 8

Part Ⅳ Supplementary Reading 11

Lesson Two Exporter's Self-introduction 13

Part Ⅰ Warm-up Activities 13

Part Ⅱ Sample Study 14

Part Ⅲ Practical Writing 17

Part Ⅳ Supplementary Reading 21

Unit 2 Enquiry,Offer and Counter-offer 23

Lesson Three General Enquiries 25

Part Ⅰ Warm-up Activities 26

Part Ⅱ Sample Study 26

Part Ⅲ Practical Writing 31

Part Ⅳ Supplementary Reading 34

Lesson Four Specific Enquiries 36

Part Ⅰ Warm-up Activities 37

Part Ⅱ Sample Study 37

Part Ⅲ Practical Writing 42

Part Ⅳ Supplementary Reading 46

Lesson Five Firm Offer 48

Part Ⅰ Warm-up Activities 48

Part Ⅱ Sample Study 49

Part Ⅲ Practical Writing 52

Part Ⅳ Supplementary Reading 55

Lesson Six Counter-offer 57

Part Ⅰ Warm-up Activities 58

Part Ⅱ Sample Study 58

Part Ⅲ Practical Writing 62

Part Ⅳ Supplementary Reading 65

Unit 3 Conclusion of Business 67

Lesson Seven An Order 69

Part Ⅰ Warm-up Activities 69

Part Ⅱ Sample Study 70

Part Ⅲ Practical Writing 74

Part Ⅳ Supplementary Reading 78

Lesson Eight Sending Contract 79

Part Ⅰ Warm-up Activities 80

Part Ⅱ Sample Study 81

Part Ⅲ Practical Writing 85

Part Ⅳ Supplementary Reading 88

Unit 4 Terms of Payment 93

Lesson Nine Negotiating Payment Terms 95

Part Ⅰ Warm-up Activities 95

Part Ⅱ Sample Study 96

Part Ⅲ Practical Writing 99

Part Ⅳ Supplementary Reading 102

Lesson Ten Urging Establishment of L/C 104

Part Ⅰ Warm-up Activities 104

Part Ⅱ Sample Study 105

Part Ⅲ Practical Writing 107

Part Ⅳ Supplementary Reading 111

Lesson Eleven Asking for Amendment to L/C 112

Part Ⅰ Warm-up Activities 113

Part Ⅱ Sample Study 114

Part Ⅲ Practical Writing 117

Part Ⅳ Supplementary Reading 121

Unit 5 shipment and Insurance 123

Lesson Twelve Packing Instruction 125

Part Ⅰ Warm-up Activities 126

Part Ⅱ Sample Study 126

Part Ⅲ Practical Writing 130

Part Ⅳ Supplementary Reading 134

Lesson Thirteen Shipment 136

Part Ⅰ Warm-up Activities 136

Part Ⅱ Sample Study 137

Part Ⅲ Practical Writing 140

Part Ⅳ Supplementary Reading 144

Lesson Fourteen Insurance 145

Part Ⅰ Warm-up Activities 145

Part Ⅱ Sample Study 146

Part Ⅲ Practical Writing 149

Part Ⅳ Supplementary Reading 153

Unit 6 Complaint and Claim 155

Lesson Fifteen Complaints 157

Part Ⅰ Warm-up Activities 158

Part Ⅱ Sample Study 158

Part Ⅲ Practical Writing 162

Part Ⅳ Supplementary Reading 166

Lesson Sixteen Claims 167

Part Ⅰ Warm-up Activities 168

Part Ⅱ Sample Study 168

Part Ⅲ Practical Writing 171

Part Ⅳ Supplementary Reading 175

主要参考书目 177

参考网址 178

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