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CONTENTS 1

Chapter Ⅰ Layout of Business Letter 1

Chapter Ⅱ Establishment of Business Relations 7

Lesson One Self-Introduction 9

Lesson Two Request for the Establishment of Business Relations 14

（A）A Letter from an Importer 14

（B）Reply to the Above 15

Lesson Three Credit Enquires 19

Skill Training for Establishment of Business Relations 22

Chapter Ⅲ Enquiries,Offers And Counter-Offers 24

Lesson Four （A）A General Enquiry for Wool Material 27

（B）A Reply to the Above 28

Lesson Five A Specific Enquiry 32

Lesson Six A Non-Firm Offer 37

Lesson Seven A Counter-Offer 42

Skill Training for Enquiries,Offers and Counter-Offers 47

Chapter Ⅳ Conclusion Of Business 52

Lesson Eight An Order 53

Lesson Nine （A）A Repeat Order 57

（B）Declining a Repeat Order 58

Lesson Ten （A）Sending a Sales Confirmation 61

（B）Counter-Signature Letter 62

Skill Training for Conclusion of Business 69

Chapter Ⅴ Payment 73

Lesson Eleven Asking for D/P Payment 75

Lesson Twelve Declining D/A Payment 78

Lesson Thirteen （A）Modifying Terms of Payment 82

（B）Reply 83

Skill Training for Payment 86

Chapter Ⅵ L/C Establishment,Extension and Amendment 91

Lesson Fourteen （A）Urging Establishment of L/C 93

（B）A Reply 94

Lesson Fifteen Asking for Extension of L/C 98

Lesson Sixteen Asking for L/C Amendment（1） 102

Lesson Seventeen Asking for L/C Amendment（2） 107

Skill Training for L/C Establishment,Extension and Amendment 109

Chapter Ⅶ Shipment 113

Lesson Eighteen （A）Urging Shipment 115

（B）Reply 115

（C）Urging Shipment 116

（D）Reply 117

Lesson Nineteen （A）Asking for Transshipment and Partial Shipment 121

（B）Reply 122

Lesson Twenty Information on Container Service 124

Letter（A） 124

Letter（B） 124

Skill Training for Shipment Bill of Lading 128

Chapter Ⅷ Packing 134

Lesson Twenty-One Packing Requirement 137

Lesson Twenty-Two Inner Packing 140

Lesson Twenty-Three Outer Packing 143

Skill Training for Packing 146

Chapter Ⅸ Insurance 150

Lesson Twenty-Four Asking for CFR Terms 152

Lesson Twenty-Five Asking the Seller to Cover Insurance 157

Lesson Twenty-Six Insurance Clause 161

Skill Training for Insurance 164

Chapter Ⅹ Complaints and Claims 171

Lesson Twenty-Seven Complaints of Wrong Goods Delivery 173

Lesson Twenty-Eight （A）Claim for Short Weight 177

（B）Reply-Settlement of the Claim 178

（B）Declining the Claim 183

Lesson Twenty-Nine （A）Claim for Improper Packing 183

Skill Training for Complaint and Claims 187

Chapter Ⅺ Agency 190

Lesson Thirty （A）Asking for Sole Agency 192

（B）An Unfavorable Reply 192

Lesson Thirty-One A Favorable Reply to the Request for Sole Agency 197

Lesson Thirty-Two Sole Agency Agreement 200

Skill Training for Agency 204

Chapter Ⅻ Other International Business Activities 211

Lesson Thirty-Three Joint Venture 213

Lesson Thirty-Four Compensation Trade 216

Lesson Thirty-Five Investment in China 219

（A）Inquiring about Preferential Treatment 219

（B）Reply 219

Lesson Thirty-Six Bidding 225

Skill Training for Other International Business Activities 228

Appendix 230

Fax 230

Electronic Mail（E-mail） 231

Telex 231

Vocabulary 233

参考书目 246