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CONTENTS 1

LESSON 1

1．LAYOUT OF A BUSINESS LETTER 1

2．WELCOMING A VISITOR 8

3．LETTER OF INTRODUCTION 12

4．LETTER OF THANKS 16

5．ESTABLISHING BUSINESS RELATIONS 22

6．OFFER 28

7．ON FOREIGN TRADE POLICY 37

8．ENQUIRY OFFER 45

9．COUNTER-OFFER 53

10．DECLINING A COUNTER-OFFER 62

11．INQUIRY ABOUT SPECIFICATIONS 70

12．CONFIRMING AN ORDER 76

13．UNFAVOURABLE REPLY 83

14．FIRM OFFER（1） 93

15．FIRM OFFER（2） 99

16．INQUIRY NON-FIRM OFFER 104

17．REPEAT ORDER 114

18．PROFORMA INVOICE 121

19．TRANSFERRING BUSINESS RELATIONS 127

20．REQUESTING SPECIAL DISCOUNT 133

21．REFUSING PRICE REDUCTION 139

22．GRANTING SPECIAL ALLOWANCE 144

23．RENEWAL OF BUSINESS RELATIONS 148

24．TERMS OF PAYMENT 152

25．DOCUMENTS AGAINST PAYMENT 159

26．DOCUMENTS AGAINST ACCEPTANCE 165

27．GOODS ON CONSIGNMENT 170

28．A CIRCULAR LETTER 177

29．L/C AMENDMENT 183

30．URGING ESTABLISHMENT OF L/C 189

31．SHIPPING INSTRUCTIONS 194

32．EXTENSION OF L/C 199

33．SHIPMENT 206

34．URGING IMMEDIATE SHIPMENT 212

35．REQUESTING L/C AMENDMENT 218

36．REFUSING A REQUEST FOR CANCELLATION 224

37．DELAY IN TRANSPORTATION STRIKE 228

38．INSURANCE 233

39．SHIPPING ADVICE 239

40．COMPLAINT OF DEFECTIVE GOODS 245

41．SENDING REPLACEMENT 250

42．AGENT'S COMPLAINT OF POOR QUA LITY GOODS 256

43．EXPORTER'S REPLY TO THE COMPLAINT 260

44．A CLAIM FOR SHORTWEIGHT 265

45．SETTLEMENT OF A CLAIM 271

46．EXCLUSIVE AGENCY 277

47．ESTABLISHMENT OF PERMANENT OFFICE 286

48．LETTER OF INVITATION 292

49．ADVICE OF ITINERARY 300

50．PROCESSING TRADE 307

51．COMPENSATION TRADE 315