THE LAYOUT OF A BUSINESS LETTER
CHAPTER ONE ESTABLISHING BUSINESS RELATIONS
Introduction
Lesson 1 Self-Introduction
Lesson 2 (A) A Request for the Establishment of Business Relations
(B) A Reply to the Above
Lesson 3 Status Enquiry
Supplement Useful Sentences on Establishing Business Relations

CHAPTER TWO ENQUIRIES AND OFFERS
Introduction
Lesson 4 An Enquiry for Chinese Cotton Piece Goods
Lesson 5 (A) An Enquiry for Iron Nails
(B) A Reply to the Above
Lesson 6 An Offer to a New Customer
Lesson 7 A Finn Offer
Lesson 8 A Voluntary Offer
Lesson 9 A Special Offer
Lesson 10 (A) Asking for Proforma Invoice
(B) Sending Proforma Invoice
Lesson 11 Urging the Buyer to Accept the Offer
Lesson 12 Concession on Price
Supplement Useful Sentences on Enquiries and Offers

CHAPTER THREE MAKING COUNTER-OFFERS AND DECLINING ORDERS
Introduction
Lesson 13 Counter-Offer on Groundnut Kernels
Lesson 14 Persuading the Buyer to Accept the Offer
Lesson 15 Offering Substitute
Lesson 16 Acceptance of a Counter-offer
Lesson 17 Declining a Counter-offer
Lesson 18 (A) A Repeat Order
(B) Declining a Repeat Order
Lesson 19 Partial Rejection of an Order
Supplement Useful Sentences on Making Counter-Offers and Declining Orders

CHAPTER FOUR CONCLUSION OF BUSINESS
Introduction
Lesson 20 (A) Sending a Sales Contract
(B) Sending a Sales Confirmation
Lesson 21 Confirming a Purchase
Lesson 22 Conclusion of Business
Lesson 23 Counter-Signature
Lesson 24 Confirming an Order
Lesson 25 (A) Acknowledgement of the First Order
(B) Confirmation of a Transaction
Supplement Useful Sentences on Conclusion of Business

CHAPTER FIVE PAYMENT
Introduction
Lesson 26 Modified Terms of Payment
Lesson 27 (A) Asking for Easier Payment Terms
(B) Reply
Lesson 28 (A) Asking for D/P Terms
(B) Reply
Lesson 29 (A) Modifying Terms of Payment
(B) Reply
Lesson 30 (A) Request for Payment by D/A
(B) Reply
Lesson 31 Unfavourable Reply to a Proposal of D/A Terms
Supplement Useful Sentences on Payment

CHAPTER SIX ESTABLISHMENT OF AND AMENDMENT TO L/C
Introduction
Lesson 32 Urging Establishment of L/C
Lesson 33 Advising Establishment of L/C and Asking for Timely Delivery.,
Lesson 34 Amending L/C to Allow Partial Shipment and Transhipment
Lesson 35 (A) Asking for Extension of L/C
(B) Reply
Lesson 36 Amending L/C to Increase the Quantity and Amount
Supplement (A) Useful Sentences on Establishment of and Amendment to L/C
(B) A Specimen of an L/C
CHAPTER SEVEN SHIPMENT
Introduction
Lesson 37 Shipping Instructions
Lesson 38 Packing Requirement
Lesson 39 Shipping Advice
Lesson 40 Urging Shipment
Lesson 41 Proposing Partial Shipments
Lesson 42 Information on Container Service
Supplement INCOTERMS 2000 : ICC Official Rules for the Interpretation of Trade Terms

CHAPTER EIGHT INSURANCE
Introduction
Lesson 43 Asking for CFR Terms
Lesson 44 (A) A Request for Excessive Insurance
(B) A Reply to the Request for Excessive Insurance
Lesson 45 Covering Insurance for the Buyer
Lesson 46 Asking for Additional Insurance
Lesson 47 A Request for Changing an Insurance Company
Supplement Useful Sentences on Insurance

CHAPTER NINE COMPLAINTS AND CLAIMS
Introduction
Lesson 48 Claims for Poor Packing
Lesson 49 Claim for Non-Conformity of Quality
Lesson 50 (A) Complaining of Short Delivery
(B) An Adjustment Made by the Shipping Company
Lesson 51 (A) Complaints of Wrong Goods Delivered
(B) Complaints Accepted
Lesson 52 Claim for Short Weight
Lesson 53 Settlement of a Claim
Lesson 54 Claim Rejected
Supplement Useful Sentences on Complaints

APPENDIX I AGENCY
Introduction
Letters Exchanged on Agency (A) Importer Asking for Sole Agency
(B) An Unfavourable Reply from the Exporter
(C) A Favourable Reply from the Exporter
Sole Agency Agreement
Exclusive Sales Agreement
Supplement Useful Sentences on Agency

APPENDIX Ⅱ OTHER MODES OF TRADE AND ECONOMIC ACTIVITIES
Bidding (A) Invitation to Bid
(B) GENERAL INSTRUCTIONS AND CONDITIONS
(C) REQUITEMENT SCHEDULE
Processing and Assembling Trade (A) Incoming Letter
(B) Outgoing Letter
Compensation Trade (A) Invitation
(B) GENERAL AGREEMENT ON COMPENSATION TRADE
Leasing Trade (A) LEASE AGREEMENT NO. LA123
(B) ANNEX TO LEASE AGREEMENT NO. LA123
Investment in China (A) Inquiring about Preferential Treatment
(B) Reply
(C) A Joint Venture Contract
Importation of Technology
Acquisition and Merger
APPENDIX HI MODES OF ELECTRONIC COMMUNICATION
WORLDWIDE BUSINESS TELEX ABBREVIATIONS
APPENDIX IV THE COMPLETE CASE OF A TRANSACTION