本书以外贸企业和跨国公司从事国际商务话动时所经历的各个环节为主线，以它们的经营活动所面临的内外环境、所涉及的因素为纲，以既阐述国际商务知识，又培养英语语言能力和跨文化商务交际能力为指导思想，真实地再现这类企业从事国际商务活动的自然流翟。正是在这个意义上，本书在理论联系实际、帮助学习者努力实现学以致用的目标方面作了大胆的尝试和创新。

UNIT 6 Preparation for International Market

 Chapter 19 Motivations to Go Abroad

Section One: Business Communications

 Making an Offer

Section Two: Text

 Motivations to Go Abroad

Section Three: Exercises

Section Four: Big Fueling Station

Section Five: Business Reading

 Concerns and Problems of Going International

 Chapter 20 International Market Research

Section One: Business Communications

 Doing Business in China

Section Two: Text

 International Market Research

Section Three: Exercises

Section Four: Big Fueling Station

Section Five: Business Reading

 Potato Chip's Global Marketing

 Chapter 21 Determining Research Objectives

Section One: Business Communications

 Decision Making in China

Section Two: Text

 Determining Research Objectives

Section Three: Exercises

Section Four: Big Fueling Station

Section Five: Business Reading

 Using Aims and Objectives to Create a Business Strategy——Experience from Kellogg

UNIT 7 International Marketing

 Chapter 22 What Is Marketing

Section One: Business Communications

 Product Presentation

Section Two: Text

 Marketing

Section Three: Exercises

Section Four: Biz Fueling Station

Section Five: Business Reading

 Marketing Is All Around Us

 Chapter 23 The Marketing Process

Section One: Business Communications

 Marketing Strategy

Section Two: Text

 The Marketing Mix

Section Three: Exercises

Section Four: Biz Fueling Station

Section Five: Business Reading

 Market Segmentation

 Chapter 24 Target Market Selection

Section One: Business Communications

 Developing a New Market

Section Two: Text

 How to Select Target Market

Section Three: Exercises

Section Four: Biz Fueling Station

Section Five: Business Reading

 Estimating Market Potential

 Chapter 25 Marketing in the 21st Century

Section One: Business Communications

 Counter-Offer

Section Two: Text

 Global Marketing in the Twenty-first Century

  Section Three.: Exercises

Section Four: Biz Fueling Station

Section Five: Business Reading

 Brand Management or Customer Management

UNIT 8 Negotiation and Contract

 Chapter 26 Business Negotiation

Section One: Business Communications

 Meeting a Trade Delegation

Section Two: Text

 Steps of Business Negotiation

Section Three: Exercises

Section Four: Biz Fueling Station

Section Five: Business Reading

 The Negotiating Skills

 Chapter 27 Establishment of Contract

Section One: Business Communications

 Contract Negotiation over the Phone-Price

Section Two: Text

 Fundamentals of a Contract

Section Three: Exercises

Section Four: BizFueling Station

Section Five: Business Reading

 Breach of Contract

 Chapter 28 Business Contract

Section One: Business Communications

 Drafting Contract

Section Two: Text

 Drafting a Contract

Section Three : Exercises

Section Four: B~ Fueling Station

Section Five: Business Reading

 Purchase Contract

  Chapter 29 Function of Trade Terms

Section One: Business Communications

 Specific Enquiry

Section Two: Text

 Function of Trade Terms

Section Three: Exercise

Section Four: Big Fueling Station

Section Five: Business Reading

 Purpose and Scope of Incoterms

 Chapter 30 Commonly Used Trade Terms

Section One: Business Communications

 Emergency Call: Dispute Settlement

Section Two: Text

 Commonly Used Trade Terms

Section Three: Exercises

Section Four: Big Fueling Station

Section Five: Business Reading

 A View of the Structure of Incoterms 2000

UNIT 9 International Payment

 Chapter 31 Terms and Instruments of Payment

Section One: Business Communications

 Declining Payment by D/P

Section Two: Text

 Terms of Payment

Section Three: Exercises

Section Four: Big Fueling,Station

Section Five: Business Reading

 Instruments of Payment

 Chapter 32 Documentary Collection

Section One: Business Communications

 Both Sides Make Some Concessions

Section Two: Text

 Procedures of Documentary Collection

Section Three: Exercises

Section Four: Big Fueling Station

Section Five: Business Reading

 DP and DA

 Chapter 33 Letter of Credit

Section One: Business Communications

 Accepting Payment by D/P

Section Two: Text

 Documentary Credit

Section Three: Exercises

Section Four: Biz Fueling Station

Section Five: Business Reading

 Procedures & Types of L/C

UNIT 10 Shipment and Insurance

 Chapter 34 Modes of Transportation

Section One: Business Communications

 Shipment

Section Two: Text

 Modes of Transport

Section Three: Exercises

Section Four: Biz Fueling Station

Section Five: Business Reading

 Clause of Shipment

 Chapter 35 Insurance and Its History

Section One: Business Communications

 Insuring the Glassware

Section Two: Text

 History of Insurance

Section Three: Exercises

Section Four: Btz Fueling Station

Section Five: Business Reading

 The Advantages of Your Own Ocean Cargo Policy

 Chapter 36 Cargo Insurance

Section One: Business Communications

 Lodging a Claim

Section Two: Text

 Risk Management and Cargo Insurance

Section Three: Exercises

Section Four: Biz Fueling Station

Section Five: Business Reading

 Ocean Marine Cargo Insurance Clauses

KEY TO EXERCISES