世纪商务英语综合教程IV(第三版)　全套教案.doc

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 Unit 1 Import and Export Related Information Procedures for Import and Export As import from one country means export of that country, take the procedures of export transaction as an example to illustrate the general procedures for import and export: 1. Market research The most difficult part of exporting is taking the first step. Any exporter who wants to sell his products in a foreign country or countries must first conduct a lot of market research. Market research is a process of conducting research into a specific market for a particular product. Export market research, in particular, is a study of a given market abroad to determine the needs of that market and the methods by which the products can be supplied. The exporter needs to know which foreign companies are likely to use his products or might be interested in marketing and distributing the products in their country. He must think whether there is a potential for making a profit. 2. Business negotiation If a foreign company is interested in buying the exporter’s products, negotiation should be organized. Business negotiation plays a very important role in the conclusion and implementation of a sales contract. It has a great bearing on the economic interests of the parties concerned. No matter what way the negotiations are held, in general, they consist of the following links: enquiry, offer, counteroffer, acceptance and conclusion of sales contract, among which offer and acceptance are two indispensable links for reaching an agreement and concluding a contract. 3. Conclusion of sales contract As soon as an offer is accepted, a written sales contract or sales confirmation is usually required to be signed between the buyer and the seller to confirm the sales and stipulate their rights and obligations respectively. A sales contract or sales confirmation contains some general terms and conditions as well as the specific terms that vary with the commodity. B