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Part 1 Outline of Foreign Trade Correspondence 2

1．Traditional Foreign Trade Letters 2

1.1 Vocabulary 2

1.2 Format 3

1.3 Components 9

2．Modern Foreign Trade E-communication 22

2.1 Vocabulary 22

2.2 Layouts of E-communication Tools 23

2.3 Components of E-mail 26

2.4 Writing Styles 32

2.5 Do’s and Don’ts 38

Part 2 First Contact 40

3．Develop Clients 40

3.1 Vocabulary 41

3.2 Need-to-know and Writing Tips 43

3.3 ？1 First Contact Customer after Fair 46

3.4 ？2 Reply to General Inquiry from New Buyer 49

3.5 ？1 First Contact Customer from Internet 52

3.6 ？2 Ask for Samples 56

3.7 ？3 Sample Fees Required 60

3.8 Sentence Database 65

3.9 Exercises 71

4．Contact Suppliers 73

4.1 Vocabulary 74

4.2 Need-to-know and Writing Tips 75

4.3 ？1 First Contact Supplier for Market Quotation 77

4.4 First Contact Supplier for Necessary Information 81

4.5 ？2 Reply to Promotional Letter by Specific Inquiry 84

4.6 ？1 RFQ for a Single Product 89

4.7 ？1 RFQ for Goods on Inquiry Sheet 91

4.8 Sentence Database 95

4.9 Exercises 98

5．Quote or Offer 100

5.1 Vocabulary 101

5.2 Need-to-know and Writing Tips 102

5.3 ？6 Quote for a Single Product 105

5.4 ？3 Enumerate Prices by the Form of List 108

5.5 ？2 Make a Non-firm Offer 111

5.6 ？2 Make a Firm Offer 115

5.7 ？2 Enclose Offer Sheet 119

5.8 Sentence Database 123

5.9 Exercises 127

Part 3 Negotiation 130

6．Price Bargain 130

6.1 Vocabulary 131

6.2 Need-to-know and Writing Tips 133

6.3 ？4 Guide to Bid 136

6.4 ？5 Negotiate Total Price 140

6.5 ？5 Negotiate Discount 146

6.6 ？6′Deal off 151

6.7 ？3 Negotiate Unit Price 155

6.8 ？3 Make a Firm Counter-offer 161

6.9 ？7 Negotiate Price by IM 164

6.10 Sentence Database 169

6.11 Exercise 173

7．Negotiate Payment 175

7.1 Vocabulary 176

7.2 Need-to-know and Writing Tips 177

7.3 ？6 Buyer Asks for C.B.D.and Seller Accepts 183

7.4 ？6′ Seller Asks for C.W.O.and Buyer Rejects 188

7.5 ？4 Buyer Proposes D/P 192

7.6 ？5 Seller Accepts D/P at Sight 196

7.7 ？4 Propose More Down Payment 199

7.8 Sentence Database 203

7.9 Exercises 206

8．Negotiate Packaging 208

8.1 Vocabulary 210

8.2 Need-to-know and Writing Tips 213

8.3 ？10 Illustrate Exterior Design 216

8.4 ？11 Revise Exterior Design 219

8.5 ？7 Seller Informs Usual Packing 222

8.6 ？6 Buyer Sends Packing Instruction 225

8.7 ？7 Ask for Extra Packing Charge 231

8.8 Sentence Database 235

8.9 Exercises 239

9．Negotiate Shipment 242

9.1 Vocabulary 244

9.2 Need-to-know and Writing Tips 245

9.3 ？8 Negotiate Shipment Terms 248

9.4 ？8 Ask for Advance Shipment 251

9.5 ？9 Propose Partial Shipment 254

9.6 ？14 Propose Transshipment 257

9.7 ？9 Hope to Book Space on Buyer’s Behalf 260

9.8 Sentence Database 263

9.9 Exercises 267

10．Negotiate Insurance 268

10.1 Vocabulary 269

10.2 Need-to-know and Writing Tips 271

10.3 ？8 Buyer Asks for More Insured Amount 274

10.4 ？9 Hope to Cover on Buyer’s Behalf 279

10.5 ？6 Buyer Requires Certificate of PLI 283

10.6 Inquire about Premium 285

10.7 Sentence Database 288

10.8 Exercises 290

11．Sign Contract 291

11.1 Vocabulary 292

11.2 Need-to-know and Writing Tips 293

11.3 ？5 Accept Offer 295

11.4 ？5 Order 298

11.5 ？8 Place Order and Confirm Order 301

11.6 ？6 Send S/C 306

11.7 ？6 S/C 308

11.8 Sentence Database 316

11.9 Exercises 321

Part 4 Execute Contract 326

12．Payment before Delivery and L/C-related 326

12.1 Vocabulary 328

12.2 Need-to-know and Writing Tips 329

12.3 ？10 Remind to Remit and Amount Remitted 331

12.4 ？10 Remind to Issue L/C 337

12.5 ？11 L/C Issued 341

12.6 ？15 Ask to Extend L/C 345

12.7 ？11 Ask to Amend L/C 350

12.8 Sentence Database 354

12.9 Exercises 359

13．Effect Shipment 362

13.1 Vocabulary 364

13.2 Need-to-know and Writing Tips 366

13.3 ？11 Inform Schedule 369

13.4 ？12 Urge Shipment 374

13.5 ？10 Ask to Send the First 2,000 Sets via air 376

13.6 ？13 Shipping Advice on CIF Terms 379

13.7 ？16 Shipping Advice on CFR Terms 383

13.8 Sentence Database 387

13.9 Exercises 391

14．Collect Payment and Follow up on Delivery 395

14.1 Vocabulary 397

14.2 Need-to-know and Writing Tips 399

14.3 Remind to Pay after Delivery 402

14.4 ？12 Follow up after Goods Arriving 407

14.5 ？12 Complain about Wrong Goods 409

14.6 ？14 Complain about Damaged Goods 415

14.7 ？17 Complain for Defective Goods 419

14.8 ？13 Claim for Shortage 424

14.9 Functional Sentences 431

14.10 Exercises 440