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Chapter 1 Brief Introduction 1

Knowledge 1 Intemational Business 2

Knowledge 2 Basic Writing Principles ofBusiness Letters 7

Knowledge 3 Layout and Format ofBusiness Letters 14

Knowledge 4 Addressing Envelope 24

Chapter 2 Establishing Business Relationship 29

Modeling Task 1 Self-introduction by Exporter 31

Modeling Task 2 Self-introduction by Importer 33

Modeling Task 3 Contacting a Company You Have Traded with in the Past 34

Chapter 3 Enquiries and Replies 39

Modeling Task 1 AGeneralEnquiry andReply 41

Modeling Task 2 A Specific Enquiry and Reply 43

Chapter 4 Quotations,Offers and Counter Offer 50

Modeling Task 1 A Voluntary Offer 53

Modeling Task 2 A Non-firm Offer 55

Modeling Task 3 A Firm Offer 56

Modeling Task 4 A Counter-Offer 59

Chapter 5 Order,Acceptance and Conclusion 67

Modeling Task 1 Place an Order 70

Modeling Task 2 Acceptance ofa Counteroffer 73

Modeling Task 3 Make Amendment to an Order 74

Modeling Task 4 Confirming an Order 75

Modeling Task 5 Confirming a Receipt of an Order from the Buyer 76

Chapter 6 Payment of Remittance and Collection 80

Modeling Task 1 Accepting D/P Terms 82

Modeling Task 2 Asking for Easier Payment Terms 84

Modeling Task 3 Payment by T/T 86

Chapter 7 Payment of Letter of Credit 91

Modeling Task 1 Advice of Establishment of L/C 93

Modeling Task 2 Urging Establishment of L/C 95

Modeling Task 3 Amending L/C to Allow Partial Shipment and Transhipment 97

Modeling Task 4 Extending a Letter ofCredit 98

Modeling Task 5 Amending Other Terms in the L/C 99

Chapter 8 Packing 107

Modeling Task 1 Buyer's Packing Requirement 108

Modeling Task 2 Reply to Seller's Packing Clause 110

Chapter 9 Shipment 115

Modeling Task 1 InquireAbout Shipment 118

Modeling Task 2 Shipping Advice 120

Modeling Task 3 Shipping Instructions 122

Modeling Task 4 Request for Partial Shipment 123

Chapter 10 Insurance 130

Modeling Task 1 Enquiry of Insurance 134

Modeling Task 2 Reply to an Enquiry of Insurance 135

Modeling Task 3 Arranging Insurance for the Buyer 137

Modeling Task 4 Asking for Additional Insurance 138

Chapter 11 Claims and Settlement 144

Modeling Task 1 Claim for Defective Goods 146

Modeling Task 2 Compliant about the Delivery ofWrong Goods 148

Modeling Task 3 Claim Declined 150

Modeling Task 4 Settlement ofClaim 152

Chapter 12 Agency 157

Modeling Task 1 Apply for Sales Agency 159

Modeling Task 2 Looking for a Sales Agent 161

Modeling Task 3 Entrust a Customer with Sole Agency 162

Modeling Task 4 DeclinetheAgencyApplication 163

Modeling Task 5 Reply to the Offer ofAgency 165

Appendix 1 Simulation Test 170

Appendix 2 Common Terms and Expressions 180

Appendix 3 Sales Contract 195

Appendix 4 Useful Sentences 199

参考文献 211