本书分为一、二两篇（或称两部分）共23课。第一部分是外贸业务成交的程序环节，比如询价、报盘、还盘、装运、保险、包装、支付、索赔等等，基本上包括原书内容。新增加的第二部分包括仲裁、补偿贸易、易货贸易、进口许可证、进口配额、商标注册、招标和建立合资企业，主要学习业务知识和政策。这些常常是与外商进行业务谈判的内容。所以学习新版本可以进一步提高学员们的口语能力，还可以增加外经贸方面的知识。每一课都配有多种练习并附答案，又有课文中文翻译。本书可作为教材，也适合自学之用。

CONTENTS

Part 1

Business Procedures

LESSON ONE

Business Inquiries

LESSON TWO

On Price

LESSON THREE

On Payment and Delivery

LESSON FOUR

Counter-Offer

LESSON FIVE

Shipment

INTER-LESSON( 1 )

Review

LESSON SIX

Arranging the Time Schedule of a Visit

LESSON SEVEN

Acceptance

LESSON EIGHT

Withholding an Offer

LESSON NINE

Payment by Instalments

LESSON TEN

Packing and Labeiling

INTER-LESSON( 1 )

Review

LESSON ELEVEN

Insurance

LESSON TWELVE

Agency

LESSON THIRTEEN

Claims( 1 )

LESSON FOURTEEN

Claims( 11 )

Part II

Business Information and Proposals

LESSON FIFTEEN

Preliminary Contact

LESSON SIXTEEN

Arbitration

LESSON SEVENTEEN

Compensation Trade

LESSON EIGHTEEN

Barter Trade

LESSON NINETEEN

Import Licence

LESSON TWENTY

Import Quota

LESSON TWENTY-ONE

Registration of Trade Marks

LESSON TWENTY-TWO

Invitation to Tender

LESSON TWENTY-THREE

A Joint Venture

Key to the Exercises

Chinese Version of the Texts

A: I've come about your offer for bristles.

B: We have the offer ready for you. Let me see … Here it is. 100

cases of Tsingtao Bristles, 57mm, at … pounds sterling perkilo-

gram, CIF European Main Ports, for shipment in June, 1980.

The offer is valid for three days.

A: Why, your price has soared! It's almost 25% higher than last

year's. It would be impossible for us to push any sales at such a

price.

B: I'm a little surprised to hear you say that. You know very well

that market for bristles has gone up a great deal in recent

months. The price we offer compares favourably with quota-

tions you can get elsewhere.

A: I'm afraid 1 can't agree with you there. 1 must point out that

your price is higher than some of the quotations we have re-

ceived from other sources.

B: But you must take the quality into consideration. Everyone in the

trade knows that China's bristles are of superior quality to those

from other countries.

A: 1 agree that yours are of better quality. But there's competition

from synthetic products, too. You can't ignore that prices for

synthetic bristles haven't changed much over the years.

B: There's practically no substitute for bristles for certain uses.

That's why demand for natural bristles keeps rising in spite of

cheaper synthetic ones. To be frank with you, if it were not for

the long-standing relationship between us, we would hardly be

willing to make you a frim offer at this price.

A: Well, we'll have a lot of difficulties in persuading our clients to

buy at this price. But I'll have to try, 1 suppose.

(2)

A: 1 believe you've studied our proposal for fertilizers.

B: Yes, Mr Baker. And we're very much interested.

A: It's almust twenty years since we first supplied you with our

products in 1954. To our regret, for one reason of another,

business between us has failed to develop. 1 hope we can work

out a deal this time.

B: As we already said, China does business on the basis of equality,

mutual benefit and exchange of needed goods. If we stick to

these principles, I'm sure we can arrive at something mutually

beneficial.

A: May we hear your comments on our products?

B: We find the quality of your samples well up to-the standard and

suitable for our requirements. On the other hand, we have re-

ceived offers for higher quality products. So business depends

very much on your prices.

A: Taking everything into consideration, you'll find that our prices

compare favourably with the quotations you can get elsewhere.