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