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
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