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Chapter Ⅰ Layout of a Business Letter 1

Chapter Ⅱ Establishment of Business Relations 4

Lesson One Self-Introduction 4

Key to Lesson One 5

Lesson Two Request for the Establishment of Business Relations（A）A Letter from An Importer（B）A Reply to the Above 7

Key to Lesson Two 8

Lesson Three Credit Enquiries 10

Key to Lesson Three 11

Chapter Ⅲ ENQUIRIES,OFFERS AND COUNTER-OFFERS 14

Lesson Four （A）A General Enquiry for Wool Material 14

（B）A Reply to the Above 14

Key to Lesson Four 15

Lesson Five A Specific Enquiry 17

Key to Lesson Five 19

Lesson Six A Non-firm Offer 21

Key to Lesson Six 23

Lesson Seven A Counter-Offer 25

Key to Lesson Seven 26

Chapter Ⅳ Conclusion of Business 30

Lesson Eight An order 30

Key to Lesson Eight 31

Lesson Nine （A）A Repeat Order 33

（B）Declining a Repeat Order 33

Key to Lesson Nine 34

Lesson Ten （A）Sending a Sales Confirmation 36

（B）A Counter-signature Letter 36

Key to Lesson Ten 38

Chapter Ⅴ Payment 42

Lesson Eleven Asking for D/P 42

Kev to Lesson Eleven 44

Lesson Twelve Declining D/A 45

Kev to Lesson Twelve 47

Lesson Thirteen （A）Modifying Terms of Payment 50

（B）A Reply 50

Key to Lesson Thirteen 52

Chapter Ⅵ Establishment of,Extension of and Amendment to L/C 56

Lesson Fourteen （A）Urging the Establishment of L/C 56

（B）A Reply 56

Key to Lesson Fourteen 57

Lesson Fifteen Asking for the Extension of L/C 59

Key to Lesson Fifteen 59

Lesson Sixteen Asking for L/C Amendment（1） 61

Key to Lesson Sixteen 61

Lesson Seventeen Asking for L/C Amendment（2） 63

Key to Lesson Seventeen 63

Chapter Ⅶ Shipment 66

Lesson Eighteen （A）Urging Shipment 1

（B）A Reply 1

（C）Urging Shipment 2

（D）A Reply（2） 66

Key to Lesson Eighteen 68

Lesson Nineteen Asking for Transshipment and Partial Shipment 70

Key to Lesson Nineteen 71

Lesson Twenty Information on Container Service 72

Key to Lesson Twenty 73

Chapter Ⅷ Packing 76

Lesson Twenty-One Packing Requirement 76

Key to Lesson Twenty-One 78

Lesson Twenty-Two Inner Packing 79

Key to Lesson Twenty-Two 79

Lesson Twenty-Three Outer Packing 81

Key to Lesson Twenty-Three 81

Chapter Ⅸ Insurance 84

Lesson Twenty-Four Asking for CFR Terms 84

Key to Lesson Twenty-Four 86

Lesson Twenty-Five Asking the Seller to Cover Insurance 88

Key to Lesson Twenty-Five 89

Lesson Twenty-Six Insurance Clause 91

Key to Lesson Twenty-Six 92

Chapter Ⅹ Complaints and Claims 96

Lesson Twenty-Seven Complaints of Wrong Goods Delivered 96

Key to Lesson Twenty-Seven 98

Lesson Twenty-Eight （A）Claim for Short Weight 99

（B）A Reply—Settlement of the Claim 99

Key to Lesson Twenty-Eight 103

Lesson Twenty-Nine （A）Claim for Improper Packing 105

（B）Declining the Claim 105

Key to Lesson Twenty-Nine 107

Chapter Ⅺ Agency 109

Lesson Thirty （A）Asking for Sole Agency 109

（B）An Unfavorable Reply 109

Key to Lesson Thirty 113

Lesson Thirty-One A Favorable Reply to the Request for Sole Agency 114

Key to Lesson Thirty-One 115

Lesson Thirty-Two Sole Agency Agreement 117

Key to Lesson Thirty-Two 119

Chapter Ⅻ Other International Business Activities 121

Lesson Thirty-Three Joint Venture 121

Key to Lesson Thirty-Three 122

Lesson Thirty-Four Compensation Trade 124

Key to Lesson Thirty-Four 124

Lesson Thirty-Five Investment in China 126

Key to Lesson Thirty-Five 128

Lesson Thirty-Six Bidding 129

Key to Lesson Thirty-Six 129