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Chapter 1 Business Correspondence：An Overview 1

1.1 What is Business Correspondence 1

1.2 Classification of Business Letters 2

1.3 Principles of Writing Business Letters 3

1.4 Structure of Business Letters 8

1.5 Formats of Business Letters 18

1.6 Addressing Envelops 22

Chapter 2 E-mail and Fax 24

2.1 E-mail 24

2.2 Fax 26

Chapter 3 Business Negotiation 29

3.1 The Procedures of Export Trade 29

3.2 Establishing Business Relations 29

3.3 Sales Promotion 45

3.4 Enquiries and Replies 56

3.5 Quotation，Offer and Counter-offer 66

3.6 Consultation on Payment Terms 86

3.7 Consultation on Packing 98

3.8 Consultation on Delivery/Shipments 107

3.9 Consultation on Insurance 114

3.10 Order and Acceptance 124

Chapter 4 Conclusion of Contract 134

4.1 Contract and Its Form 134

4.2 Proforma Invoice 141

Chapter 5 Performance of Contract 147

5.1 Establishment of an L/C 147

5.2 Examination,Amendment and Extension of L/C 170

5.3 Purchase Contract of Export Commodities 189

5.4 Delivery/Shipment of Goods 192

5.5 Preparation of Commercial Invoice 206

5.6 Preparation of Packing List 211

5.7 Export License 214

5.8 Commodity Inspection and Quarantine 218

5.9 Insurance 247

5.10 Chartering＆Booking Shipping Space 258

5.11 Customs Declaration for Import and Export Goods 274

5.12 Shipping Documents 281

5.13 Shipping Advice 286

5.14 Beneficiary’s Certificate 290

5.15 Bill of Exchange 293

5.16 Presentation of Documents and Foreign Exchange Settlement 298

5.17 Foreign Exchange Proceeds from Export and Export Tax Refund 304

Chapter 6 Complaint,Claim and Settlement 307

References 324