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CONTENTS 1

Lesson 1 Layout of a Business Letter（1） 1

Lesson 2 Layout of a Business Letter（2） 13

Lesson 3 Self-Introduction（1） 21

Lesson 4 Self-Introduction（2） 26

Lesson 5 Letter of Introduction 31

Lesson 6 Establishing Business Relations（1） 35

Lesson 7 Establishing Business Relations（2） 41

Lesson 8 Promoting Business Relationship（1） 46

Lesson 9 Promoting Business Relationship（2） 52

Lesson 10 Letter of Invitation 59

Lesson 11 Welcoming a Visitor 67

Lesson 12 Advice of Itinerary 71

Lesson 13 Letter of Thanks 78

Lesson 14 First Enquiry（1） 83

Lesson 15 First Enquiry（2） 88

Lesson 16 Credit Enquiry 91

Lesson 17 Sending Catalogue 97

Lesson 18 Specific Enquiry 101

Lesson 19 Offer（1） 105

Lesson 20 Offer（2） 114

Lesson 21 Inquiry Non-firm Offer 118

Lesson 22 Confirming a Non-firm Offer 127

Lesson 23 Counter-Offer 132

Lesson 24 Reply to a Counter-Offer 137

Lesson 25 Requesting a Bid from the Buyer 141

Lesson 26 Firm Offer（1） 145

Lesson 27 Firm Offer（2） 150

Lesson 28 First Order 155

Lesson 29 Repeat Order 162

Lesson 30 Refusing the Request to Reinstate an Order 168

Lesson 31 Goods on Approval 172

Lesson 32 Goods on Consignment（1） 177

Lesson 33 Goods on Consignment（2） 183

Lesson 34 Proforma Invoice 190

Lesson 35 Transferring Business Relations 196

Lesson 36 Requesting Special Discount 202

Lesson 37 Requesting Special Allowance 208

Lesson 38 Granting Special Allowance 214

Lesson 39 Refusing Price Reduction 217

Lesson 40 Renewal of Business Relations 222

Lesson 41 Terms of Payment 225

Lesson 42 Documents Against Payment 231

Lesson 43 Documents Against Acceptance 237

Lesson 44 Urging Establishment of a Letter of Credit 242

Lesson 45 Requesting L/C Amendment 246

Lesson 46 L/C Amendment 251

Lesson 47 Extension of an L/C 256

Lesson 48 A Circular Letter 263

Lesson 49 Shipping Instructions 268

Lesson 50 Shipment 273

Lesson 51 Urging Immediate Shipment 278

Lesson 52 Shipping Advice 284

Lesson 53 Refusing a Request for Cancellation 290

Lesson 54 Delay in Transportation Strike 294

Lesson 55 Insurance（1） 299

Lesson 56 Insurance（2） 305

Lesson 57 Underwriting Business 311

Lesson 58 Insurance Claim 317

Lesson 59 Complaint of Defective Goods 322

Lesson 60 Sending Replacement 327

Lesson 61 Sending Substitutes 333

Lesson 62 Agent's Complaint of Poor Quality Goods 338

Lesson 63 Exporter's Reply to the Complaint 342

Lesson 64 A Claim for Shortweight 347

Lesson 65 Settlement of a Claim 353

Lesson 66 New Agent 359

Lesson 67 Exclusive Agency 365

Lesson 68 Establishing a Permanent Office 374

Lesson 69 Processing Trade 380

Lesson 70 Compensation Trade 387