Chapter One　The Layout of a Business Letter　1

Forms of a Business Letter　1

Chapter Two　Establishing Business Relations　15

Introduction　15

Lesson 1　Self-introduction　16

Lesson 2　Request for the Establishment of Business Relations　21

Lesson 3　An Invitation to the Guangzhou Fair　26

Chapter Test　30

Chapter Three　Enquiries and Offers　33

Introduction　33

Lesson 4　An Enquiry for Chinese Cotton Piece Goods　34

Lesson 5　An Enquiry for Iron Nails　39

Lesson 6　An Offer　42

Lesson 7　A Special Offer　47

Lesson 8　Asking for Proforma Invoice　51

Lesson 9　Urging the Buyer to Accept the Offer　55

Chapter Test　59

Chapter Four　Counter-offers　63

Introduction　63

Lesson 10　Counter-offer on Groundnut Kernels　64

Lesson 11　Acceptance of a Counter-offer　68

Lesson 12　Declining a Counter-offer　72

Chapter Test　76

Chapter Five　Orders and The Conclusion of Business　79

Introduction　79

Lesson 13　(A) An order　80

(B) A Repeat Order　80

Lesson 14　Sending a Sales Contract　87

Lesson 15　Confirming a Repeat Order　95

Lesson 16　Counter-Signature　101

Chapter Test　106

Chapter Six　Payment　111

Introduction　111

Lesson 17　(A) Proposing to Pay by 30 Days L/C　113

(B) Reply　113

Lesson 18　(A) Asking for Easier Payment Terms　119

(B) Reply　119

Lesson 19　(A) Request for Payment by D/A　124

(B) Reply　124

Chapter Test　129

Chapter Seven　Establishment of and Amendment to L/C　133

Introduction　133

Lesson 20　(A) Urging the Establishment of L/C　134

(B)Advising the Establishment of L/C and Asking for Timely Delivery　134

Lesson 21　Asking for Amendment to the L/C　140

Lesson 22　Asking for Extension of L/C　145

Chapter Test 　154

Chapter Eight　Shipment　159

Introduction　159

Lesson 23　Packing Requirement　160

Lesson 24　Shipping Instructions　165

Lesson 25　Urging Shipment　168

Chapter Test　173

Chapter Nine　Insurance　177

Introduction　177

Lesson 26　Asking for CFR Terms　178

Lesson 27　Asking for Additional Insurance　183

Lesson 28(A) Reply to a Request for Excessive Insurance　187

(B) Type of Coverage　187

Chapter Test　193

Chapter Ten　Complaints and Claims　197

Introduction　197

Lesson 29　Claims for Poor Packing　198

Lesson 30　Complaints of Wrong Goods Delivered　204

Lesson 31(A) Settlement of Claim　209

(B) Claim Rejected　209

Chapter Test　215

Appendix Ⅰ　Agencies　219

Appendix Ⅱ 　Modes of Electronic Communication　229

Appendix Ⅲ　A Case Study　235

Appendix Ⅳ　Worldwide Business Telex Abbreviations　249

Appendix Ⅴ　Money Abbreviation Table　253

Chapter One　The Layout of a Business Letter　1

Forms of a Business Letter　1

Chapter Two　Establishing Business Relations　15

Introduction　15

Lesson 1　Self-introduction　16

Lesson 2　Request for the Establishment of Business Relations　21

Lesson 3　An Invitation to the Guangzhou Fair　26

Chapter Test　30

Chapter Three　Enquiries and Offers　33

Introduction　33

Lesson 4　An Enquiry for Chinese Cotton Piece Goods　34

Lesson 5　An Enquiry for Iron Nails　39

Lesson 6　An Offer　42

Lesson 7　A Special Offer　47

Lesson 8　Asking for Proforma Invoice　51

Lesson 9　Urging the Buyer to Accept the Offer　55

Chapter Test　59

Chapter Four　Counter-offers　63

Introduction　63

Lesson 10　Counter-offer on Groundnut Kernels　64

Lesson 11　Acceptance of a Counter-offer　68

Lesson 12　Declining a Counter-offer　72

Chapter Test　76

Chapter Five　Orders and The Conclusion of Business　79

Introduction　79

Lesson 13　(A) An order　80

(B) A Repeat Order　80

Lesson 14　Sending a Sales Contract　87

Lesson 15　Confirming a Repeat Order　95

Lesson 16　Counter-Signature　101

Chapter Test　106

Chapter Six　Payment　111

Introduction　111

Lesson 17　(A) Proposing to Pay by 30 Days L/C　113

(B) Reply　113

Lesson 18　(A) Asking for Easier Payment Terms　119

(B) Reply　119

Lesson 19　(A) Request for Payment by D/A　124

(B) Reply　124

Chapter Test　129

Chapter Seven　Establishment of and Amendment to L/C　133

Introduction　133

Lesson 20　(A) Urging the Establishment of L/C　134

(B)Advising the Establishment of L/C and Asking for Timely Delivery　134

Lesson 21　Asking for Amendment to the L/C　140

Lesson 22　Asking for Extension of L/C　145

Chapter Test 　154

Chapter Eight　Shipment　159

Introduction　159

Lesson 23　Packing Requirement　160

Lesson 24　Shipping Instructions　165

Lesson 25　Urging Shipment　168

Chapter Test　173

Chapter Nine　Insurance　177

Introduction　177

Lesson 26　Asking for CFR Terms　178

Lesson 27　(A) Reply to a Request for Excessive Insurance　183

(B) Type of Coverage　183

Lesson 28　Asking for Additional Insurance　191

Chapter Test　195

Chapter Ten　Complaints and Claims　199

Introduction　199

Lesson 29　Claims for Poor Packing　200

Lesson 30　Complaints of Wrong Goods Delivered　206

Lesson 31　(A) Settlement of Claim　211

(B) Claim Rejected　211

Chapter Test　217

Appendix Ⅰ　Agencies　221

Introduction　221

Appendix Ⅱ 　Modes of Electronic Communication　231

Appendix Ⅲ　A Case Study　237

Appendix Ⅳ　Worldwide Business Telex Abbreviations　251

Appendix Ⅴ　Money Abbreviation Table　255