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Unit 1　Establishing Business Relations 1

Dialogue A　At the Fair 1

Dialogue B　At the Airport 5

Unit 2　Business Visiting 9

Dialogue A Visiting the Company 9

Dialogue B Visiting the Factory 14

Unit 3 Enquiries 19

Dialogue A An Enquiry from a New Customer 19

Dialogue B An Enquiry from an Old Customer 24

Unit 4 Offers 29

Dialogue A A Firm Offer 29

Dialogue B A Non-firm Offer 33

Unit 5 Counteroffers 38

Dialogue A Declining a Counteroffer 38

Dialogue B Accepting a Counteroffer 42

Unit 6 Conclusion of Business 46

Dialogue A Sending an Order 46

Dialogue B Sending a Contract 50

Unit 7 Shipment 54

Dialogue A Packing Arrangements 54

Dialogue B Shipping Advice 58

Unit 8 Insurance 63

Dialogue A Asking for Broader Coverage 63

Dialogue B Asking for Breakage Risk 68

Unit 9 Terms of Payment 75

Dialogue A L/C Payment 75

Dialogue B Asking for Easier Terms 80

Unit 10 Claims 86

Dialogue A Lodging a Claim 86

Dialogue B Settling a Claim 91

Unit 11 Processing with Given Materials 96

Dialogue A Processing with Given Materials（Ⅰ） 96

Dialogue B Processing with Given Materials（Ⅱ） 100

Unit 12 Agency 104

Dialogue A Application for Agency（Ⅰ） 104

Dialogue B Application for Agency（Ⅱ） 108