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Contents 1

Part One Basic Knowledge of Business English Letters 1

Chapter One The Structure and Layout of Business English Letters 3

Chapter Two Essential Qualities in Business Letter Writing 16

Part Two Business Letters in International Trade 27

Chapter Three Establishing Business Relations 29

Chapter Four Inquiry and Reply 46

Chapter Five Offers and Counter-offers 59

Chapter Six Acceptance and Confirmation 74

Part Three Application of International Trade Terms 89

Chapter Seven Quality and Quantity 91

Chapter Eight Packing and Packing Marks 100

Chapter Nine Terms of Price 110

Chapter Ten Shipping and Insurance 122

Chapter Eleven Settlement of Payment 135

Chapter Twelve Inspection，Claims and Arbitration 150

Part Four Telexes 165

Chapter Thirteen Telexes 167

Part Five Business Contract 177

Chapter Fourteen Business Contract 179

Appendix A Useful Terms in International Trade 201

Appendix B Common Telexes Abbreviations 215

Appendix C General Abbreviations in E-mail 218

Appendix D INCOTERMS 2000 220

References 229