英文共同题名：Career express business English listening and speaking teacher’s manual
副标题：无
作 者：邓曼英，刘玉丹主编
分类号：
ISBN：9787040317862
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简介
本书为满足高职高专层次商务英语专业学生的市场需求,编写组编写了一系列高职高专商务英语专业系列教材，全套共3册，包括《商务英语综合教程》、《商务英语综合教程教师参考书》、《商务英语听说教程》、《商务英语听说教程教师参考书》、《商务英语读写教程》、《商务英语读写教程教师参考书》、《商务英语拓展教程》和《商务英语拓展教程教师参考书》。该系列教材内容涵盖学生的商务英语在实际运用时所涉及到的听、说、读、写四项技能，并结合当代国际商务英语教学中先进的教学理念，注重围绕生活技能主题，培养学生商务英语语言的实际交际能力，同时又与高职高专商务英语专业的教学大纲及培养目标相结合，是适合高职高专商务英语专业学生使用的一套精品教材。其主要特点体现在如下几个方面：1、内容丰富，选材新颖，语言地道，配有插图。2、教学内容设计标准化，又不失灵活。每单元都采取统一的课程模式，便于教学。同时，学生练习册中每单元又包括可选文章，教师可根据实际情况具体安排。3、配套资料丰富。每一级教材都包括听说读写等各种技能训练，教师可充分利用这些资源调动教学的生动性和有效性。
目录
Chapter 1 seeking forpotential clients
Unit i first business contact 2
Section i lead-in 3
Section ii businessscenes 4
Part 1 first contact 4
Part 2 discussing in detail 7
Part 3 potential client analysis 11
Unit 2 b2 bcommunication 15
Section i lead-in 16
Section ii businessscenes 17
Part 1 making a business call 17
Part 2 company visit 21
Part 3 making a business appointment 24
Unit 3 productpresentation 28
Section i lead-in 29
Section ii businessscenes 30
Part 1 atafair 30
Part 2 in theshowroom 34
Part 3 theproduct launch 37
Section iv leisure time 40
Chapter 2 business consultation
Unit 4 enquiries and replies 43
Section i lead-in 44
Section ii businessscenes 45
Part 1 in theshowroom 45
Part 2 over thephone 48
Part 3 on the factory tour 52
Section iv leisure time55
Unit 5 offers and counter-offers 56
Section i lead-in 57
Section ii businessscenes 58
Part 1 lowering theprices 58
Part 2 offering discounts 61
Part 3 increasing agency commissions 65
Chapter 3 business negotiation
Unit 6 terms of commodity 69
Section i lead-in 70
Section ii businessscenes 71
Part 1 quality control 71
Part 2 packing negotiation 74
Part 3 quantity negotiation 79
Unit 7 transportation and insurance 82
Section i lead-in 83
Section ii businessscenes 84
Part 1 transportation 84
Part 2 delivery 87
Part 3 insurance 91
Section iv leisure time 93
Unit 8 pricing andpayment 95
Section i lead-in 96
Section ii businessscenes 97
Part 1 initial haggling 97
Part 2 negotiating in detail 101
Part 3 terms ofpayment 104
Chapter 4 conclusion of the contract
Unit 9 placing an order 109
Section i lead-in 110
Section ii businessscenes 111
Part 1 trial order 111
Part 2 repeat order 116
Part 3 telephone order 120
Section iv leisure time 123
Unit 10 signing the contract 124
Section i lead-in 125
Section ii businessscenes 126
Part 1 drawingup a draft contract 126
Part 2 alternating the contract 131
Part 3 signing the contract 136
Section iv leisure time 141
Unit 11 quiz 142
Unit 12 declaring at customs 147
Section i lead-in 148
Section ii businessscenes 149
Part 1 customs formalities 149
Part 2 hscode 153
Part 3 declaration documents 157
Chapter 5 post contract actions
Unit 13 after-salesservice 162
Section i lead-in 163
Section ii businessscenes 164
Part 1 introduction toservice 164
Part 2 customerservice 167
Part 3 customer feedback 170
Section iv leisure time 174
Unit 14 complaints and claims 175
Section i lead-in 176
Section ii businessscenes 177
Part 1 making complaints 177
Part 2 rejecting claims 181
Part 3 accepting claims 184
Chapter 6 other trade forms
Unit 15 agency. 189
Section i lead-in 190
Section ii businessscenes 191
Part 1 negotiation onsole agent agreement 191
Part 2 requirements ofsole agency 194
Part 3 signing thesole agent agreement 197
Unit 16 bids and tenders 201
Section i lead-in 202
Section ii businessscenes 203
Part 1 calling for a bid 203
Part 2 submitting a bid 206
Part 3 concluding a tender 211
Chapter 7 businessskills in international trade
Unit 17 business etiquette 216
Section i lead-in 217
Section ii businessscenes 218
Part 1 personal etiquette 218
Part 2 business etiquette 223
Part 3 cross-cultural communication 228
Unit 18presentationskills 233
Section i lead-in 234
Section ii businessscenes 235
Part 1 making astart 235
Part 2 key factors of asuccessfulpresentation 239
Part 3 finishing off 242
Unit 19 skills forsuccessful negotiation 246
Section i lead-in 247
Section ii businessscenes 249
Part 1 different negotiatingstyles of different cultures 249
Part 2 proper behaviors in negotiation 255
Part 3 negotiationstrategies 260
Unit 20 finaltest 266
Unit i first business contact 2
Section i lead-in 3
Section ii businessscenes 4
Part 1 first contact 4
Part 2 discussing in detail 7
Part 3 potential client analysis 11
Unit 2 b2 bcommunication 15
Section i lead-in 16
Section ii businessscenes 17
Part 1 making a business call 17
Part 2 company visit 21
Part 3 making a business appointment 24
Unit 3 productpresentation 28
Section i lead-in 29
Section ii businessscenes 30
Part 1 atafair 30
Part 2 in theshowroom 34
Part 3 theproduct launch 37
Section iv leisure time 40
Chapter 2 business consultation
Unit 4 enquiries and replies 43
Section i lead-in 44
Section ii businessscenes 45
Part 1 in theshowroom 45
Part 2 over thephone 48
Part 3 on the factory tour 52
Section iv leisure time55
Unit 5 offers and counter-offers 56
Section i lead-in 57
Section ii businessscenes 58
Part 1 lowering theprices 58
Part 2 offering discounts 61
Part 3 increasing agency commissions 65
Chapter 3 business negotiation
Unit 6 terms of commodity 69
Section i lead-in 70
Section ii businessscenes 71
Part 1 quality control 71
Part 2 packing negotiation 74
Part 3 quantity negotiation 79
Unit 7 transportation and insurance 82
Section i lead-in 83
Section ii businessscenes 84
Part 1 transportation 84
Part 2 delivery 87
Part 3 insurance 91
Section iv leisure time 93
Unit 8 pricing andpayment 95
Section i lead-in 96
Section ii businessscenes 97
Part 1 initial haggling 97
Part 2 negotiating in detail 101
Part 3 terms ofpayment 104
Chapter 4 conclusion of the contract
Unit 9 placing an order 109
Section i lead-in 110
Section ii businessscenes 111
Part 1 trial order 111
Part 2 repeat order 116
Part 3 telephone order 120
Section iv leisure time 123
Unit 10 signing the contract 124
Section i lead-in 125
Section ii businessscenes 126
Part 1 drawingup a draft contract 126
Part 2 alternating the contract 131
Part 3 signing the contract 136
Section iv leisure time 141
Unit 11 quiz 142
Unit 12 declaring at customs 147
Section i lead-in 148
Section ii businessscenes 149
Part 1 customs formalities 149
Part 2 hscode 153
Part 3 declaration documents 157
Chapter 5 post contract actions
Unit 13 after-salesservice 162
Section i lead-in 163
Section ii businessscenes 164
Part 1 introduction toservice 164
Part 2 customerservice 167
Part 3 customer feedback 170
Section iv leisure time 174
Unit 14 complaints and claims 175
Section i lead-in 176
Section ii businessscenes 177
Part 1 making complaints 177
Part 2 rejecting claims 181
Part 3 accepting claims 184
Chapter 6 other trade forms
Unit 15 agency. 189
Section i lead-in 190
Section ii businessscenes 191
Part 1 negotiation onsole agent agreement 191
Part 2 requirements ofsole agency 194
Part 3 signing thesole agent agreement 197
Unit 16 bids and tenders 201
Section i lead-in 202
Section ii businessscenes 203
Part 1 calling for a bid 203
Part 2 submitting a bid 206
Part 3 concluding a tender 211
Chapter 7 businessskills in international trade
Unit 17 business etiquette 216
Section i lead-in 217
Section ii businessscenes 218
Part 1 personal etiquette 218
Part 2 business etiquette 223
Part 3 cross-cultural communication 228
Unit 18presentationskills 233
Section i lead-in 234
Section ii businessscenes 235
Part 1 making astart 235
Part 2 key factors of asuccessfulpresentation 239
Part 3 finishing off 242
Unit 19 skills forsuccessful negotiation 246
Section i lead-in 247
Section ii businessscenes 249
Part 1 different negotiatingstyles of different cultures 249
Part 2 proper behaviors in negotiation 255
Part 3 negotiationstrategies 260
Unit 20 finaltest 266
英文共同题名：Career express business English listening and speaking teacher’s manual
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