UNIT 6 Preparation for International Market Chapter 19 Motivations to Go Abroad Section One： Business Communications Making an Offer Section Two： Text Motivations to Co Abroad Section Three ： Exercises Section Four： Biz 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： Biz Fueling Station Section Five： Business Reading Potato Chips 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： Biz 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： Biz Fueling Station Section Flue： 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： Biz Fueling Station Section Fioe ： Business Reading Purchase Contract Chapter 29 Function of Trade Terms Section One： Business Communications pecific Enquiry Section Two： Text Function of Trade Terms Section Three： Exercises Section Four： Biz 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： Biz Fueling Station Section Five： Business Reading A View of the Structure of Incoterms UNIT 9 InternationalPayment 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： Biz Fueling Station Section Five： Business Reading nstruments 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： Biz 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： Biz 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
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