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The Layout of a Business Letter 1

Chapter 1 Establishing Business Relations 1

Introduction 11

Lesson1 Self－Introuduction 13

Lesson 2（A）Request for the Establishment of Business Relations 17

（B） A Reply to the Above 17

Lesson 3 Transferring Business Relations 20

Supplement： Some Useful Sentences on Establishing Business Relations 22

Chapter 2 Enquiries and Offers 25

Introduction 25

Lesson 4 An Enquiry for Chinese Cotton Piece Goods 27

Lesson 5（A） A“First” Enquiry 30

（B） Reply 30

Lesson 6（A）An Enquiry for Iron Nails 33

（B） A Reply to the Above 33

Lesson 7 A Firm Offer 37

Lesson 8 A Voluntary Offer 41

Lesson 9 A Special Offer 44

Lesson 10 （A）Asking for Proforma Invoice 47

（B）Sending Proforma Invoice 47

Lesson 11 Urging the Buyer to Accept the Offer 50

Lesson 12 Concession on Price 52

Supplement：Some Useful Sentences on Enquiries and Offer 54

Chapter 3 Making Counter－Offers and Declining Orders 57

Introduction 57

Lesson 13 Counter－offer on Groundnut Kernels 59

Lesson 14 Persuading the Buyer to Accept the Offer 62

Lesson 15 Offering Substitute 65

Lesson 16 Inability to Supply 67

Lesson 17（A）Declining a Counter－offer 69

（B）Declining an Order 69

Lesson 18（A） A Repeat Order 74

（B） Decling a Repeat Order 74

Lesson 19 Partial Rejection of an Order 79

Supplement：Some Useful Sentences on Counter-offers and Declining Order 81

Chapter 4 Conclusion of Business 83

Introduction 83

Lesson 20（A）Sending a Sales Contract 84

（B）Sending a Sales Confirmation 84

Supplement： Specimen of Sales Confirmation 86

Lesson 21 Confirming a Purchase 91

Lesson 22 Conclusion of Business 94

Lesson 23 Counter－signature 97

Lesson 24 Confirming a Repeat Order 99

Lesson 25（A）Acknowledgement of the First Order 102

（B） Confirmation of a Transaction 102

Supplement：Some Useful Sentences on Conclusion of Business 105

Chapter 5 Telegrams and Telexes 107

Introduction 107

Lesson 26 Telegrams 108

Lesson 27 Specimens of Telegrams 121

Lesson 28 Telexes 134

Appendix Ⅰ：Worldwide Business Telex Abbreviations 145

Appendix Ⅱ：Part of Telex Destination Codes 167

Chapter 6 Payment 171

Introduction 171

Lesson 29（A）Proposing to Pay by 30 Days L／C 172

（B） Reply 172

Lesson 30（A）Asking for Easier Payment Terms 176

（B） Reply 176

Lesson 31（A）Asking for D／P Terms 180

（B） Reply 180

Lesson 32（A） Modifying Terms of Payment 183

（B） Reply 183

Lesson 33（A）Request for Payment by D／A 187

（B） Reply 187

Lesson 34 Unfavourable Reply to a Proposal of D／A Terms 190

Supplement： Some Useful Sentences on Payment 193

Chapter 7 Establishment of and Amendment to L／C 195

Introduction 195

Lesson 35 Urging Establishment of L／C 196

Lesson 36 Advising the Establishment of the L／C and Asking for Timely Delivery 200

Lesson 37 A Specimen of an L／C 203

Lesson 38 Amending L／C to Allow Partial Shipment and TranshiPment 210

Lesson 39（A） Asking for Extension of L／C 212

（B） Reply 212

Lesson 40 Amending L／C to Increase the Quantity and Amount 216

Supplement：Some Useful Sentences on Establishment of and Amendment to L／C 218

Chapter 8 Shipment 221

Introduction 221

Lesson 41 Packing Requirement 222

Lesson 42 Inquiring about Shipment 225

Lesson 43 Advising Shipment 228

Lesson 44 Urging Shipment 231

Lesson 45（A）ProPosing Part Shipments 234

（B） Advice of Partial Shipment 234

Lesson 46 Information on Container Service 237

Incoterms 1990 239

SuPPlement： Some Useful Sentences on Shipment 243

Chapter 9 Insurance 245

Introduction 245

Lesson 47 Asking for CFR Terms 246

Lesson 48（A） Reply to a Request for Excessive Insurance 250

（B） TyPe of Coverage 250

Lesson 49（A）Covering Insurance for the Buyer 253

（B）Asking the Buyer to Cover Insurance 253

Lesson 50 Asking for Additional Insurance 256

Lesson 51 Insurance Clause 258

Supplement：Some Useful Sentences on Insurance 260

Chapter 10 Complaints and Claims 261

Introduction 261

Lesson 52 Claims for Poor Packing 263

Lesson 53 Claim for Non－conformity of Quality 267

Lesson 54（A）Complaining of Short Delivery 271

（B）An Adjustment Made by the Shipping Company 271

Lesson 55 Complaints of Wrong Goods Delivered 276

Lesson 56 Complaint Accepted 279

Lesson 57 Claim for Short Weight 282

Lesson 58 Settlement of Claim 286

Lesson 59 Claim Rejected 290

Supplement： Some Useful Sentences on Complaints and Claims 292

Chapter 11 Agencies 297

Introduction 297

Lesson 60（A）Asking for Sole Ageney 298

（B） An Unfavourable Reply 298

Lesson 61（A）Asking for Sole Agency 303

（B） A Favourable Reply 303

Lesson 62（A）ExcLusive Sales Agreement 308

（B） Sole Agency Agreement 309

SuPPlement： Some Useful Sentences on Agencies 317

Chapter 12 Some Other Modes of Trade and Economic Activities 319

Introduction 319

Lesson 63 Bidding 320

Lesson 64 Processing and Assembling Trade 325

Lesson 65 Compensation Trade 330

Lesson 66 Leasing Trade 336

Lesson 67 Investment in China 342

Lesson 68 A Joint Venture Contract 349

Lesson 69 Importation of Technology 362

Supplement： Some Useful Sentences on Some Other Modes of Trade and Economic Activities 367