《职通商务英语听说教程》通过分析高职高专商贸类专业工作岗位对应聘者英语应用能力的需求，旨在帮助使用者“提高语言技能，拓展商务知识”。本套教材从高职高专学生的实际水平出发，从语言的基本单位入手，合理安排了商务材料在三册书中的比例，突出实践环节，重视能力培养。

刘亚琴、王波编写的《职通商务英语听说教程(附光盘3)》为第三册。

Chapter 1 Seeking for Potential Clients

Unit 1 First Business Contact

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 First Contact

Part 2 Discussing in Detail

Part 3 Potential Client Analysis

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Unit 2 B 2 B Communication

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Making a Business Call

Part 2 Company Visit

Part 3 Making a Business Appointment

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Unit 3 Product Presentation

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 At a Fair

Part 2 In the Showroom

Part 3 The Product Launch

Section Ⅰ Data Bank

Section Ⅱ Leisure Time

Chapter 2 Business Consultation

Unit 4 Enquiries and Replies

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 In the Showroom

Part 2 Over the Phone

Part 3 On the Factory Tour

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Unit 5 Offersand Counter-offers

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Lowering the Prices

Part 2 Offering Discounts

Part 3 Increasing Agency Commissions

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Chapter 3 Business Negotiation

Unit 6 Terms of Commodity

SectionⅠ Lead-in

Section Ⅱ Business Scenes

Part I Quality Control

Part 2 Packing Negotiation

Part 3 Quantity Negotiation

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Unit 7 Transportation and Insurance

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Transportation

Part 2 Delivery

Part 3 Insurance

Section Ⅲ Data Bank

SectionⅣ Leisure Time

Unit 8 Pricing and Payment

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Initial Haggling

Part 2 Negotiating in Detail

Part 3 Terms of Payment

Section Ⅲ Data Bank

Section IV Leisure Time

Chapten 4 Conclusion of the Contract

Unit 9 Placing an Order

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Trial Order

Part 2 Repeat Order

Part 3 Telephone Order

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Unit 10 Signing the Contract

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Drawing up a Draft Contract

Part 2 Alternating the Contract

Part 3 Signing and Contract

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Unit 11 Quiz

Unit 12 Declaring at Customs

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Customs Formalities

Part 2 HS Code

Part 3 Declaration Documents

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Chapter 5 Post Contract Actions

Unit 13 After-sales Service

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Introduction to Service

Part 2 Customer Service

Part 3 Customer Feedback

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Unit 14 Complaints and Claims

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Making Complaints

Part 2 Rejecting Claims

Part 3 Accepting Claims

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Chapter 6 Other Trade Forms

Unit 15 Agency

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Negotiation on Sole Agent Agreement

Part 2 Requirements of Sole Agency

Part 3 Signing the Sole Agent Agreement

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Unit 16 Bids and Tenders

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Calling for a Bid

Part 2 Submitting a Bid

Part 3 Concluding a Tender

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Chapter 7 Business Skills in International Trade

Unit 17 Business Etiquette

Section Ⅱ Lead-in

Section Ⅱ Business Scenes

Part 1 Personal Etiquette

Part 2 Business Etiquette

Part 3 Cross-cultural Communication

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Unit 18 Presentation Skills

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Making a Start

Part 2 Key Factors of a Successful Presentation

Part 3 Finishing Off

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Unit 19 Skills for Successful Negotiation

Section Ⅰ Lead-in

Section Ⅱ Business Scenes

Part 1 Different Negotiating Styles of Different Cultures

Part 2 Proper Behaviors in Negotiation

Part 3 Negotiation Strategies

Section Ⅲ Data Bank

Section Ⅳ Leisure Time

Unit 20 Final Test

Words and Expressions