王振南 国际商务洽谈口语教程 Wang Zhennan. A conversation course book: business negotiation in global sales and marketing

北京：对外经济贸易大学出版社，2011年。 — [6]239页。 —（全国应用型本科商务英语系列规划教材）
Beijing: University of International Business & Economy Press, 2011. — [6] 239 p. — ISBN: 9787566300959本教程在内容上，围绕一个跨国案例展开，从一台设备的进口谈起，将建立厂家与代理的业务关系、产品、产品的分销、促销、定价、公关、销售、目标市场、客户及进出口货物价格商谈、付款、包装运输、保险、合同的执行等等联系在一起。围绕这个案例，融入了相关的背景知识、会话样本及有关练习。学生可以充分理解案例背后的商务运作。目录：
Introduction. The banking industry.
Unit one. Building business relations.
Unit two. Creating effective promotion strategies.
Unit three. Organizing a sales training program.
Unit four. Meeting the clients.
Unit five. Entertaining the clients.
Unit six. Negotiating payment terms.
Unit seven. Delivering the goods.
Unit egiht. Choosing the right insurance.
Unit nine. Handling disputes.
Appendix 1) Sample sole agency agreement.
Appendix 2) Reseller's price management template.
Appendix 3) Sales proposal template.
Appendix 4) Major ssb product manufacturers in the world.
Appendix 5) Sample sales contract.