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Unit 1 Layout of a Business Letter 1

Exercises 7

Unit 2 Establishment of Business Relations 9

Sentence Patterns: 9

1．Self-introduction2．Initial Intentions and DesiresText: 9

1．Self-introduction2．Asking to Establish Business Relations3．Asking for Catalogues4．Invitation to Guangzhou FairWords in Focus:inform,benefit,deal,enclose 17

Exercises 19

Unit 3 Enquiry 24

Sentence Patterns: 24

1．Interest and Desires2．Enquiries3．RepliesText: 24

1．Showing Interests in Goods2．Making an Enquiry3．Reply to an Enquiry4．Asking to Send Proforma InvoiceWords in Focus:interest,appeal,supply,confirm 30

Exercises 32

Unit 4 Quotations and Offers 38

Sentence Patterns: 38

1．Quotations2．Offers3．Counter-offersText: 38

1．Quotation2．Offer3．Request of Reduction in Price4．Counter-offerWords in Focus:quote,offer,price,advise 47

Exercises 51

Unit 5 Sales Promotion 56

Sentence Patterns: 56

1．Introduction of Goods2．Comparison of Goods3．Offering Favorable Terms4．Advice and RecommendationsText: 56

1．Introducing Commodity2．Comparison of Goods3．Promotion of a New Product4．Recommendation of a SubstituteWords in Focus:sell,compare,compete,credit 64

Exercises 67

Unit 6 Order 73

Sentence Patterns: 73

1．Placing Orders2．Reply to Orders3．Execution of an OrderText: 73

1．Placing an Order2．Execution of an Order3．Delay in Fulfilling an Order4．Declining an OrderWords in Focus:order,accept,execute,stock 82

Exercises 85

Unit 7 Terms of Payment（Ⅰ） 90

Sentence Patterns: 90

1．Choice of Terms of Payment2．Urging Establishment of L/C3．Establishment of L/CText: 90

1．Introducing Terms of Payment2．Acceptance of Payment by D/P instead of D/A3．Urging Establishment of L/C4．Advising Establishment of L/CWords in Focus:pay,draw,stipulate,charge 99

Exercises 102

Unit 8 Terms of Paymentt（Ⅱ） 109

Sentence Patterns: 109

1．Amendment of L/C2．Extension of L/C3．OthersText: 109

1．Asking for Amendment to L/C2．Amending L/C as Allowing Transshipment and Partial Shipments3．Extension of L/C4．Banking Advice of T/T RemittanceWords in Focus:amount,account,cover,value 119

Exercises 122

Unit 9 Insurance 129

Sentence Patterns: 129

1．Arrangement of Insurance2．CompensationText: 129

1．Introducing Insurance Terms2．Asking for Insurance Arrangement3．Advising Insurance Effected4．Clarification of Insurance TermsWords in Focus:insu re,assure,effect,refer 139

Exercises 142

Unit 10 Shipment 148

Sentence Patterns: 148

1．Shipping Instructions2．Shipping Advice3．Shipping DocumentsText: 148

1．Urging Shipment2．Shipping Instructions3．Shipping Advice（Ⅰ）4．Shipping Advice（Ⅱ）Words in Focus:forward,regard,regret,ship 158

Exercises 161

Unit 11 Packing 169

Sentence Patterns: 169

1．Packing2．MarkingText: 169

1．Buyer's Requirements for Packing and Marking2．Informationof Packing3．About Outer Packing4．Size TicketsWords in Focus:pack,specify,source,avail 178

Exercises 181

Unit 12 Claim 187

Sentence Patterns: 187

1．Making Complaints2．Lodging Claims3．Acceptance of Claims4．Rejection of ClaimsText: 187

1．Complaint of Order Cancellation2．A Claim for Short-weight and Inferior Quality3．Proposal for Settlement of a Claim4．Recommending a Joint ArbitratorWords in Focus:complain,claim,compensate,settle 199

Exercises 202

Unit 13 Agency 208

Sentence Patterns: 208

1．Asking for Agency2．Appointment of Agency3．Refusal to Application for AgencyText: 208

1．Application for Agency2．Stating Main Points in Agency Agreement3．Refusal to Agency Application4．Agent's Complaint of Slow DeliveryWords in Focus:act,conform,market,favour 219

Exercises 221

Unit 14 Flexible Trade 228

Sentence Patterns: 228

1．Processing Trade2．Compensation Trade3．Joint VentureText: 228

1．Processing after Samples with Supplier's Materials2．Concerning Compensation Trade3．Inquiry about Conditions for Joint Ventures4．Confirmation of the Main Points in Joint Venture AgreementWords in Focus:negotiate,business,limit,exchange 238

Exercises 241

Unit 15 E-mail 247

Exercises 257

Key to Exercises 260

Examination and Keys 304