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1、世纪商务英语综合教程IV(第三版)教案《世纪商务英语——综合教程IV》（第三版）教案Unit1ImportandExportRelatedInformationProceduresforImportandExportAsimportfromonecountrymeansexportofthatcountry,taketheproceduresofexporttransactionasanexampletoillustratethegeneralproceduresforimportandexport:1.MarketresearchThemostdifficultpartofexporting
2、istakingthefirststep.Anyexporterwhowantstosellhisproductsinaforeigncountryorcountriesmustfirstconductalotofmarketresearch.Marketresearchisaprocessofconductingresearchintoaspecificmarketforaparticularproduct.Exportmarketresearch,inparticular,isastudyofagivenmarketabroadtodeterminetheneedsofthatmarket
3、andthemethodsbywhichtheproductscanbesupplied.Theexporterneedstoknowwhichforeigncompaniesarelikelytousehisproductsormightbeinterestedinmarketinganddistributingtheproductsintheircountry.Hemustthinkwhetherthereisapotentialformakingaprofit.2.BusinessnegotiationIfaforeigncompanyisinterestedinbuyingtheexp
4、orter’sproducts,negotiationshouldbeorganized.Businessnegotiationplaysaveryimportantroleintheconclusionandimplementationofasalescontract.Ithasagreatbearingontheeconomicinterestsofthepartiesconcerned.Nomatterwhatwaythenegotiationsareheld,ingeneral,theyconsistofthefollowinglinks:enquiry,offer,countero
5、ffer,acceptanceandconclusionofsalescontract,amongwhichofferandacceptancearetwoindispensablelinksforreachinganagreementandconcludingacontract.3.ConclusionofsalescontractAssoonasanofferisaccepted,awrittensalescontractorsalesconfirmationisusuallyrequiredtobesignedbetweenthebuyerandthesellertoconfirmthe
6、salesandstipulatetheirrightsandobligationsrespectively.Asalescontractorsalesconfirmationcontainssomegeneraltermsandconditionsaswellasthespecifictermsthatvarywiththecommodity.Butsuchtermsasthenamesofthesellerandthebuyer,thedescriptionofthegoods,qualityandspecification,quantity,packing,unitprice,amoun
7、t,payment,dateofdelivery,shipping,insurance,inspection,claimandarbitrationareindispensable.Thesalescontractorsalesconfirmationisnormallymadeoutintwooriginals,oneforthebuyerandtheotherforhisseller.4.Im
