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Unit 1 Business Letters 1

Lesson 1 Writing of the Letters 1

Unit 2 Establishment ＆ Development of Business Relations 3

Lesson 2 Making Self-introduction 3

Lesson 3 Starting Business Relations with an Exporter 6

Lesson 4 Request for the Establishment of Business Relations 8

Lesson 5 A Reply to the Request for the Establishment of Business Relations 10

Unit 3 Enquiries and Offers 12

Lesson 6 Making an Enquiry 12

Lesson 7 Making an Offer 15

Lesson 8 Sending Proforma Invoice 18

Lesson 9 Making a Voluntary Offer 21

Unit 4 Counter-Offers 23

Lesson 10 Request for Lower Price 23

Lesson 11 Declining Price Reduction 26

Lesson 12 Concession on price 29

Lesson 13 Increase in Price 32

Unit 5 Business Contracts and Orders 34

Lesson 14 Placing an Order 34

Lesson 15 Sending a Sales Confirmation 37

Lesson 16 Booking a repeat order 39

Lesson 17 Failing to supply 41

Unit 6 Payment 44

Lesson 18 Request for Payment by D/P 44

Lesson 19 Proposing to Pay by D/A 46

Lesson 20 Modifying Terms of Payment 48

Unit 7 Shipment 50

Lesson 21 Advising Shipment 50

Lesson 22 Urging Shipment 52

Lesson 23 Proposing Part Shipment and Transshipment 54

Lesson 24 Inquiring about Shipping Containers 56

Unit 8 Insurance 58

Lesson 25 Asking the Seller to Cover Insurance 58

Lesson 26 Covering Insurance for the Buyer 60

Lesson 27 Request of Excessive Insurance 62

Unit 9 Establishment of and Amendment to L/C 64

Lesson 28 Urging Establishment of L/C 64

Lesson 29 Application for Establishment of L/C 66

Lesson 30 Asking for extension of L/C 68

Lesson 31 Amendment to L/C 70

Unit 10 Claims and Settlement 73

Lesson 32 Complaining of Wrong Dispatch 73

Lesson 33 Apologizing for the Complaint 75

Lesson 34 Replying to Ill-founded Complaint 77

Lesson 35 Rejecting the Claim 79

参考答案 81