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Contents 1

Unit 1 Preparation,Market Research,and Making a Sales Plan 1

Text A Landed Cost Estimation 11

Text B New Markets are Vital 13

Unit 2 International Sale Contracts 17

Text A The United Nations Convention on Contracts for the Inter-national Sale of Goods 32

Text B World Trade Organization Admits China 36

Unit 3 International Transportation 40

Text A Shipping Firm Needs Upgrading Management,Fleet of CHIPOLBROK Expected to Undergo Restructuring 52

Text B Packaging for Exporting 53

Unit 4 Insurance For Goods In Transit 57

Text A Insurers Embrace Loss Adjusting Mart-Regulators work to fight against insurance fraud 66

Text B Dialogue 69

Unit 5 Better Exporting and Importing 73

Text A Bush Alleges Unfair Steel Imports 85

Unit 6 Documents Used in International Trade 91

Text B Checklist 97

Text A Transport Documents 100

Text B Commercial,Official,and Internal Documents 102

Unit 7 International Trade Arbitration 107

Text A International Chamber of Commerce 118

Text B Bias in Arbitration—Three Cases 120

Unit 8 Financing of International Trade Transactions 125

Text A An Example of a Letter of Credit Transaction 140

Text B Payment Methods 143

Unit 9 Licensing and Joint Ventures 148

Text A Growth Forecast for Software 159

Text B Chinese Government Urges to Spur Sino-foreign Tie-ups 161

Unit 10 Electronic Commerce 163

Text A E-Commerce Sees Rapid Growth 171

Text B Internet-A Question of Security? 173

Appendix Ⅰ Reference Translation of the Main Texts 176

Appendix Ⅱ Key to Exercises 202

Appendix Ⅲ Tapescripts 220

Appendix Ⅳ Glossary 230