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PART ONE LAYOUT OF BUSINESS LETTERS 1

PART TWO BUSINESS NEGOTIATION 15

Chapter Ⅰ Establishment of Business Relations 15

Lesson 1 A Letter from an Exporter 16

Lesson 2 ALetter from an Importer 20

Lesson 3 Sales Promotion 24

Lesson 4 An Invitation Letter 26

Chapter Ⅱ Enquiries,Offers and Counter-offers 32

Lesson 5 (A)AGeneral Inquiry 34

(B)AReply 34

Lesson 6 ASpecific Inquiry 38

Lesson 7 AReply to an Inquiry 42

Lesson 8 Making an Offer 46

Lesson 9 A Reply to an Inquiry about Insurance 50

Lesson 10 A Counter-offer on Price 55

Lesson 11 Acceptance of a Counter-offer 60

Lesson 12 Declining Request for Price Reduction 63

Lesson 13 Asking for Payment by T/T 66

Lesson 14 Declining D/A Payment 70

Lesson 15 A Counter-offer on Packing 73

Chapter Ⅲ Conclusion of Business 82

Lesson 16 An Acceptance Letter 83

Lesson 17 Placing an Order 87

Lesson 18 AReply to an Order 90

Lesson 19 Sending a Sales Contract 93

Lesson 20 Counter Signature 97

PART THREE EXECUTION OF CONTRACT 105

Chapter Ⅳ Payment 105

Lesson 21 Urging Payment 106

Lesson 22 (A)Urgingan L/C 109

(B)Advising Establishment of L/C 110

Lesson 23 ASample of L/C 115

Lesson 24 Asking for L/C Amendment 120

Lesson 25 Asking for L/C Extension 125

Chapter Ⅴ Shipment 130

Lesson 26 Urging Shipment 131

Lesson 27 Asking for Partial Shipment 135

Lesson 28 Alteration in Shipping Arrangement 137

Lesson 29 Sending Shipping Advice 141

Chapter Ⅵ Insurance 148

Lesson 30 Covering Insurance for the Buyer 149

Lesson 31 Applying for Insurance 152

Chapter Ⅶ Commodity Inspection and Customs Declaration 157

Lesson 32 Inspection of Imported Food 158

Lesson 33 Customs Declaration 161

Chapter Ⅷ Complaints and Claims 170

Lesson 34 Complaint about Wrong Delivery 171

Lesson 35 Settlement of a Complaint 174

Lesson 36 Claim for Damaged Goods 177

Lesson 37 Claim for Inferior Quality 181

Lesson 38 Declining a Claim 184

PART FOUR OTHER TRADE FORMS 191

Chapter Ⅸ Other Trade Forms 191

Lesson 39 (A)Asking for Sole Agency 192

(B)AReply 193

Lesson 40 Compensation Trade 196

Lesson 41 Processing Trade 199

Lesson 42 Joint Venture 201

Lesson 43 Invitation to Bid 206

Appendices 213

参考文献 221