Unit 1 Applying for A Trading Clerk Job

1.1 Getting ready for the job

1.2 Applying

1.3 Interviews

Unit 2 Meeting Foreign Businessmen

2.1 First contact

2.2 Receiving visitors

2.3 Welcoming dinner

2.4 Introducing your company

2.5 Entertaining

2.6 Bidding farewell

Unit 3 Establishing Business Relations

3.1 Channels for seeking new customers

3.2 The Guangzhou Fair

3.3 The structure of a letter for establishing business relations

Unit 4 Enquiry and Offer

4.1 Exchanging information

4.2 Making enquiry and offer

4.3 Counter-offer and acceptance

4.4 The writings for making inquiry and offer

Unit 5 Quality and quantity

5.1 Quality of commodities

5.2 Quality conflicts

5.3 Quantity of commodities

Unit 6 Price

6.1 Basic price components

6.2 Discount and commission

6.3 Bargaining

Unit 7 Payment

7.1 Instruments of payment

7.2 Letter ofcredit

7.3 Collection and remittance

Unit 8 Packing and Delivery

8.1 Packing of commodities and it's function

8.2 Packing types from the view of function

8.3 Marking of packing and delivery

8.4 Delivery ways of commodities

Unit 9 Contract

9.1 Business Contract

9.2 The Format of Typical Contract

9.3 Sales Contract

9.4 How to draft contracts

Unit 10 Insurance

10.1 Insurance and Its Types

10.2 Marine Insurance

10.3 History of insurance

10.4 Complexity of insurance policy

Unit 11 Commodity Inspection

11.1 Inspection of the quality,quantity and packing of commodities

11.2 Time and place of inspection

11.3 Inspection Institutions

11.4 Inspection Certificate

Unit 12 Dispute,Claims and Arbitration

12.1 Disputes,Claims and arbitration

12.2 Disputes

12.3 Lodging and settling a claim

12.4 Arbitration place,arbitration body and arbitration rules

Unit 13 A Special Project

Appendix A

Appendix B

参考文献