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CONTENTS 1

Chapter one Establishing Business Relations 1

Lesson 1 Self-Introduction 1

Lesson 2 (A)Request for the Establishment of Business Relations 6

(B)A Reply to the Above 6

Lesson 3 Transferring Business Relations 10

Chapter Two Enquiries and Offers 13

Lesson 4 An Enquiry for Chinese Cotton Piece Goods 13

Lesson 5 (A)A“First”Enquiry 16

(B)Reply 16

(B)A Reply to the Above 19

Lesson 6 (A)An Enquiry for Iron Nails 19

Lesson 7 A Firm Offer 24

Lesson 8 A Voluntary Offer 28

Lesson 9 A Special Offer 31

Lesson 10 (A)Asking for Proforma Invoice 34

(B)Sending Proforma Invoice 34

Lesson 11 Urging the Buyer to Accept the Offer 38

Lesson 12 Concession on Price 41

Chapter Three Making Counter-Offers and Declining Orders 45

Lesson 13 Counter-offer on Groundnut Kernels 45

Lesson 14 Persuading the Buyer to Accept the Offer 50

Lesson 15 Offering Substitute 54

Lesson 16 Inability to Supply 57

(B)Declining an Order 61

Lesson 17 (A)Declining a Counter-offer 61

Lesson 18 (A)A Repeat Order 66

(B)Decling a Repeat Order 66

Lesson 19 Partial Rejection of an Order 70

Chapter Four Conclusion of Business 73

Lesson 20 (A)Sending a Sales Contract 73

(B)Sending a Sales Confirmation 73

Lesson 21 Confirming a Purchase 77

Lesson 22 Conclusion of Business 80

Lesson 23 Counter-Signature 84

Lesson 24 Confirming a Repeat Order 88

Lesson 25 (A)Acknowledgement of the First Order 91

(B)Confirmation of a Transaction 91

Lesson 26 Telegrams 95

Chapter Five Telegrams and Telexes 95

Lesson 27 Specimens of Telegrams 99

Lesson 28 Telexes 105

Chapter Six Payment 111

Lesson 29 (A)Proposing to Pay by 30 Days L/S 111

(B)Reply 111

Lesson 30 (A)Asking for Easier Payment Terms 116

(B)Reply 116

Lesson 31 (A)Asking for D/P Terms 120

(B)Reply 120

Lesson 32 (A)Modifying Terms of Payment 123

(B)Reply 123

(B)Reply 127

Lesson 33 (A)Request for Payment by D/A 127

Lesson 34 Unfavourable Reply to a Proposal of D/A Terms 130

Chapter Seven Establishment of and Amendment to L/C 133

Lesson 35 Urging Establishment of L/C 133

Lesson 36 Advising the Establishment of the L/C and Asking for TimelyDelivery 137

Lesson 37 A Specimen of an L/C 140

Lesson 38 Amending L/C to Allow Partial Shipment 144

and Transhipment 144

Lesson 39 (A)Asking for Extension of L/C 148

(B)Reply 148

Lesson 40 Amending L/C to Increase the Quantity and Amount 152

Chapter Eight Shipment 155

Lesson 41 Packing Requirement 155

Lesson 42 Inquiring about Shipment 159

Lesson 43 Advising Shipment 162

Lesson 44 Urging Shipment 165

Lesson 45 (A)Proposing Part Shipments 168

(B)Advice of Partial Shipment 168

Lesson 46 Information on Container Service 172

Chapter Nine Insurance 175

Lesson 47 Asking for CFR Terms 175

Lesson 48 (A)Reply to a Request for Excessive Insurance 178

(B)Type of Coverage 178

Lesson 49 (A)Covering Insurance for the Buyer 181

(B)Asking the Buyer to Cover Insurance 181

Lesson 50 Asking for Additional Insurance 184

Lesson 51 Insurance Clause 186

Lesson 52 Claims for Poor Packing 189

Chapter Ten Complaints and Claims 189

Lesson 53 Claim for Non-conformity of Quality 194

Lesson 54 (A)Complaining of Short Delivery 197

(B)An Adjustment Made by the Shipping Company 197

Lesson 55 Complaints of Wrong Goods Delivered 200

Lesson 56 Complaint Accepted 204

Lesson 57 Claim for Short Weight 208

Lesson 58 Settlement of Claim 213

Lesson 59 Claim Rejected 217

Lesson 60 (A)Asking for Sloe Ageney 221

(B)An Unfavourable Reply 221

Chapter Eleven Agencies 221

Lesson 61 (A)Asking for Sole Agency 228

(B)A Favourable Reply 228

Lesson 62 (A)Exclusive Sales Agreement 234

(B)Sole Agency Agreement 234

Chapter Twelve Some Other Modes of Trade and Economic Activities 241

Lesson 63 Bidding 241

Lesson 64 Processing and Assembling Trade 247

Lesson 65 Compensation Trade 253

Lesson 66 Leasing Trade 257

Lesson 67 Investment in China 263

Lesson 68 A Joint Venture Contract 268

Lesson 69 Importation of Technology 271