标题：职通商务英语听说教程教师参考书3
图书信息
书 名: 职通商务英语听说教  程教师参考书3
作　者：邓曼英^刘玉丹
出版社： 高等教育出版社
出版时间： 2011年6月1日
ISBN: 9787040317862
开本： 16开
定价: 45.00元
内容简介
《职通商务英语听说教程》共分三册，除主教材外，还配有《教师参考书》以及mp3录音光盘、电子教案、多媒体学习课件及网络学习资源。《职通商务英语听说教程教师参考书.3》分两大阶段使用，第一阶段（第一册、第二册）突出通用商务英语交际技能训练，每册包含10个单元，采用相同的教学模块设计，主题鲜明，学习目的明确。第二阶段（第三册）突出外贸业务工作流程技能训练，全书分为7章，并根据章节特色分为20个单元，每单元根据工作任务的特点分成3个模块，重点突出。《职通商务英语听说教程教师参考书》采用与主教材配套的单元结构，每单元都提出了教学目标，并提供了参考资料、教学建议、参考答案、听力原文；还针对重点、难点适当加入了丰富的背景材料，方便教师进行课堂教学。
图书目录
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