Scene One Getting Customers1
Basic Knowledge1
Work Background1
Section 1 Speaking2
Invitation to Canton Fair2
Section 2 Writing4
Establishing Business Relationships4
Invitation to Trade Fairs6
Sales Promotion7
Section 3 Real Practice11
Practical Skills11
Do It by Yourself13
Task of Practice: Search Buyers on alibaba.com by Key Words15
Exercises16
Scene Two Talking about the Price21
Basic Knowledge21
Work Background21
Section 1 Speaking21
Talking about the Price of QQ Kites21
Section 2 Writing24
General Inquiry24
Specific Inquiry26
Offer28
Counter Offer30
Counter-counter Offer31
Acceptance and Order32
Section 3 Real Practice34
Practical Skills: How to Post New Products on alibaba.com?34
Do It by Yourself37
Task of Practice: Make Offers Based on FOB, CFR, CIF Terms39
Exercises40
Scene Three Talking about the Payment47
Basic Knowledge47
Work Background47
Section 1 Speaking47
Talking about the Payment47
Section 2 Writing50
Urging Establishment of L/C50
Amendments to L/C52
Extension of L/C54
Section 3 Real Practice56
Practical Skills: E-mail56
Do It by Yourself57
Task of Practice: Make the L?/?C against Risks60
Exercises62
Scene Four Talking about the Shipment69
Basic Knowledge69
Work Background69
Section 1 Speaking69
Talking about the Shipment69
Section 2 Writing72
Mode of Transportation72
Date of Shipment74
Asking to Allow Partial Shipment76
Section 3 Real Practice78
Practical Skills: Online Chatting Tool: TradeManager78
Task of Practice: Prepare a Bill of Lading81
Exercises83
Scene Five Talking about the Packing89
Basic Knowledge89
Work Background89
Section 1 Speaking89
Talking about the Silk Garment Packing89
Section 2 Writing92
About the Way of Packing92
Packing of Powder Goods94
Packing of Fragile Goods95
Section 3 Real Practice99
Practical Skills: Online Calling Tool: Skype99
Task of Practice: Prepare a Packing List102
Exercises103
Scene Six Talking about the Insurance109
Basic Knowledge109
Work Background109
Section 1 Speaking109
Talking about Insurance109
Section 2 Writing112
Asking for FPA Insurance112
Asking for All Risks and War Risks113
Asking for Amendment to Insurance Term in the L/C115
Section 3 Real Practice117
Practical Skills: Online Communication Tool: MSN117
Task of Practice: Prepare an Insurance Policy118
Exercises120
Scene Seven Signing the Contract125
Basic Knowledge125
Work Background125
Section 1 Speaking125
Signing the Contract125
Section 2 Writing128
Drafting the Contract128
Reply to Drafting the Contract129
Section 3 Sample Contract131
Section 4 Real Practice134
Practical Skills: B2B websites Introduction134
Task of Practice: Draft and Amend the Contract136
Exercises137
Scene Eight Talking about Claims145
Basic Knowledge145
Work Background145
Section 1 Speaking145
Talking about Claims145
Section 2 Writing148
Claim for Bad Quality148
Claim for Short Weight Delivery150
Claim for Bad Packing152
Section 3 Real Practice155
Practical Skills: Process of International Trade155
Task of Practice: Analyze the Case of Claim161
Exercises162
References167^[1]