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Chapter ⅠLayout of a Business Letter 1

Chapter ⅡEstablishment of Business Relations 13

Brief Introduction 13

Lesson 1 A Letter from an Exporter 14

Lesson 2 A Letter from an Importer 19

Lesson 3（A）Credit Status 25

（B）A Favorable Reply 26

（C）An Unfavorable Reply 26

Lesson 4 Skill Training 32

Useful Expressions on Establishment of Business Relations and Credit Status 33

Brief Introduction 36

Chapter Ⅲ Enquiries, Offers and Counter-offers 36

Lesson 5 A First Enquiry 37

Lesson 6 A Specific Enquiry 41

Lesson 7 A Firm Offer 47

Lesson 8 A Non-Firm Offer 51

Lesson 9 Asking for Proforma Invoice 56

Lesson 10 A Counter-offer on Scooter 60

Lesson 11 Acceptance of a Counter-offer 65

Lesson 12 Declining a Counter-offer 69

Lesson 13 Skill Training 73

Useful Expressions on Enquiries,Offers and Counter-offers 76

Chapter Ⅳ Conclusion of Business 78

Brief Introctnchin 79

Lesson 14 An Initial Order 79

Lesson 15 （A）A Repeat Order 83

（B）Declining a Repeat Order 84

Lesson 16 Confirmation of an Order 88

Lesson 17 Offering Substitute 92

Lesson 18 （A）Sending a S/C 97

（B）A Reply 97

Lesson 19 Skill Training 101

Useful Expressions on Conclusion of Business 106

Appendix Specimen of Sales Confirmation 107

Chapter Ⅴ Payment 110

Brief Introduction 110

Lesson 20 Asking for Payment by T/T 111

Lesson 21 Accepting D/P Payment 117

Lesson 22 Declining D/A Payment 121

Lesson 23 （A）Urging Establishment of L/C 125

（B）A Reply 125

Lesson 24 Amending L/C to Allow Partial Shipment and Transshipment 130

Lesson 25 Asking for L/C Amendment 133

Lesson 26 Asking for L/C Extension 137

Lesson 27 Skill Training 140

Useful Expressions on Payment 142

Appendix Specimen of L/C 144

Chapter Ⅵ Shipment 146

Brief Introduction 146

Lesson 28 Packing Shipping Marks 147

Lesson 29 Urging Shipment 151

Lesson 30 Shipping Instructions 154

Lesson 31 Shipping Advice 157

Lesson 32 Asking for Transshipment 160

Lesson 33 Skill Training 163

Useful Expressions on Packing and Shipment 166

Appendix I. Incoterms 2000 167

II. Specimen of Ocean B/L 168

Chapter Ⅶ Insurance 169

Brief Introduction 169

Lesson 34 Covering Insurance for the Buyer 170

Lesson 35 Asking for Excessive Insurance 174

Lesson 36 Open Policy 177

Lesson 37 Skill Training 180

Useful Expressions on Insurance 182

Appendix Specimen of Insurance Policy 183

Brief Introduction 185

Chapter Ⅷ Complaints and Claims 185

Lesson 38 Claim on Inferior Quality 186

Lesson 39 Claim on Damaged Goods 191

Lesson 40 Claim for Short Delivery 195

Lesson 41 Settlement of Claim 198

Lesson 42 Declining a Claim 201

Lesson 43 Skill Training 205

Useful Expressions on Complaints and Claims 206

Chapter Ⅸ Miscellaneous Materials 208

Brief Introduction 208

Lesson 44 （A）Asking for Sole Agency 209

（B）A Reply 210

Lesson 45 Compensation Trade 216

Lesson 46 （A）Processing Trade 222

（B）A Reply 222

Lesson 47 （A）Joint Venture 226

（B）A Reply 227

Lesson 48 Invitation to Bid 239

Useful Expressions on Agency ,Compensation Trade, Processing Assembling Trade, Joint Venture and Invitation to Bid 242

Chapter Ⅹ Appendix 245

Appendix ⅠElectronic Mail（E-mail） 245

Appendix ⅡFax 247

Appendix ⅢTelex 248