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Unit 1 Business Letters 1

1．Writing of the Letters 6

Unit 2 Establishment ＆ Development of Business Relations 13

2．Making Self-introduction 15

3．Starting Business Relations with an Exporter 19

4．Request for the Establishment of Business Relations 23

5．A Reply to the Request for the Establishment of Business Relations 27

Unit 3 Enquiries and Offers 32

6．Making an Enquiry 33

7．Making an Offer 39

8．Sending Proforma Invoice 44

9．Making a Voluntary Offer 49

Unit 4 Counter-offers 57

10．Request for Lower Price 59

11．Declining Price Reduction 65

12．Concession on Price 72

13．Increase in Price 78

Unit 5 Business Contracts and Orders 85

14．Placing an Order 87

15．Sending a Sales Confirmation 94

16．Booking a Repeat Order 100

17．Failing to Supply 105

Unit 6 Payment of Goods 110

18．Request for Payment by D/P 112

19．Declining Payment by D/A 117

20．Modifying Terms of Payment 123

Unit 7 Establishment of and Amendment to L/C 129

21．Urging Establishment of L/C 130

22．Application for Establishment of L/C 136

23．Asking for Extension of L/C 140

24．Amendment to L/C 144

Unit 8 Packing 151

25．Discussions About the Package Between the Buyer and the Seller 153

Unit 9 Shipment 161

26．Advising Shipment 163

27．Urging Shipment 170

28．Proposing Partial Shipment and Transshipment 175

29．Inquiring About Shipping Containers 179

Unit 10 Insurance 184

30．Asking the Seller to Cover Insurance 186

31．Covering Insurance for the Buyer 191

32．Request for Excessive Insurance 194

33．Asking the Insurance Company to Insure the Shipment 198

Unit 11 Claims and Settlement 203

34．Complaining of Wrong Dispatch 205

35．Apologizing for the Complaint 209

36．Claims 214

37．Settlement of Claims 219

Unit 12 Agency 224

38．Importer Asks for Sole Agency 226

39．Declining the Request for Sole Agency 230

40．Entrusting Customers with Sole Agency 233

Unit 13 Electronic Communications 239

41．The Structure of a Telex 240

42．Rules for Simplifying Words or Phrases Used in Telex 242

43．The Layout of E-mail 247

Unit 14 Effective Writing:Avoid Cliché 254

44．Comparison Between the Wordy Business Jargon（cliché）With the Effective Words 254

Unit 15 Foreign Direct Investment 257

45．Request to Make Foreign Direct Investment 259

46．Reply to the Foreign Investor's Request 264

Translation of the Text and Key to the Exercises 269

参考文献 331