Part 1 Outline of Foreign Trade Correspondence 2
1．Traditional Foreign Trade Letters 2
1.1 Vocabulary 2
1.2 Format 3
1.3 Components 9
2．Modern Foreign Trade E-communication 22
2.1 Vocabulary 22
2.2 Layouts of E-communication Tools 23
2.3 Components of E-mail 26
2.4 Writing Styles 32
2.5 Do’s and Don’ts 38
Part 2 First Contact 40
3．Develop Clients 40
3.1 Vocabulary 41
3.2 Need-to-know and Writing Tips 43
3.3 ？1 First Contact Customer after Fair 46
3.4 ？2 Reply to General Inquiry from New Buyer 49
3.5 ？1 First Contact Customer from Internet 52
3.6 ？2 Ask for Samples 56
3.7 ？3 Sample Fees Required 60
3.8 Sentence Database 65
3.9 Exercises 71
4．Contact Suppliers 73
4.1 Vocabulary 74
4.2 Need-to-know and Writing Tips 75
4.3 ？1 First Contact Supplier for Market Quotation 77
4.4 First Contact Supplier for Necessary Information 81
4.5 ？2 Reply to Promotional Letter by Specific Inquiry 84
4.6 ？1 RFQ for a Single Product 89
4.7 ？1 RFQ for Goods on Inquiry Sheet 91
4.8 Sentence Database 95
4.9 Exercises 98
5．Quote or Offer 100
5.1 Vocabulary 101
5.2 Need-to-know and Writing Tips 102
5.3 ？6 Quote for a Single Product 105
5.4 ？3 Enumerate Prices by the Form of List 108
5.5 ？2 Make a Non-firm Offer 111
5.6 ？2 Make a Firm Offer 115
5.7 ？2 Enclose Offer Sheet 119
5.8 Sentence Database 123
5.9 Exercises 127
Part 3 Negotiation 130
6．Price Bargain 130
6.1 Vocabulary 131
6.2 Need-to-know and Writing Tips 133
6.3 ？4 Guide to Bid 136
6.4 ？5 Negotiate Total Price 140
6.5 ？5 Negotiate Discount 146
6.6 ？6′Deal off 151
6.7 ？3 Negotiate Unit Price 155
6.8 ？3 Make a Firm Counter-offer 161
6.9 ？7 Negotiate Price by IM 164
6.10 Sentence Database 169
6.11 Exercise 173
7．Negotiate Payment 175
7.1 Vocabulary 176
7.2 Need-to-know and Writing Tips 177
7.3 ？6 Buyer Asks for C.B.D.and Seller Accepts 183
7.4 ？6′ Seller Asks for C.W.O.and Buyer Rejects 188
7.5 ？4 Buyer Proposes D/P 192
7.6 ？5 Seller Accepts D/P at Sight 196
7.7 ？4 Propose More Down Payment 199
7.8 Sentence Database 203
7.9 Exercises 206
8．Negotiate Packaging 208
8.1 Vocabulary 210
8.2 Need-to-know and Writing Tips 213
8.3 ？10 Illustrate Exterior Design 216
8.4 ？11 Revise Exterior Design 219
8.5 ？7 Seller Informs Usual Packing 222
8.6 ？6 Buyer Sends Packing Instruction 225
8.7 ？7 Ask for Extra Packing Charge 231
8.8 Sentence Database 235
8.9 Exercises 239
9．Negotiate Shipment 242
9.1 Vocabulary 244
9.2 Need-to-know and Writing Tips 245
9.3 ？8 Negotiate Shipment Terms 248
9.4 ？8 Ask for Advance Shipment 251
9.5 ？9 Propose Partial Shipment 254
9.6 ？14 Propose Transshipment 257
9.7 ？9 Hope to Book Space on Buyer’s Behalf 260
9.8 Sentence Database 263
9.9 Exercises 267
10．Negotiate Insurance 268
10.1 Vocabulary 269
10.2 Need-to-know and Writing Tips 271
10.3 ？8 Buyer Asks for More Insured Amount 274
10.4 ？9 Hope to Cover on Buyer’s Behalf 279
10.5 ？6 Buyer Requires Certificate of PLI 283
10.6 Inquire about Premium 285
10.7 Sentence Database 288
10.8 Exercises 290
11．Sign Contract 291
11.1 Vocabulary 292
11.2 Need-to-know and Writing Tips 293
11.3 ？5 Accept Offer 295
11.4 ？5 Order 298
11.5 ？8 Place Order and Confirm Order 301
11.6 ？6 Send S/C 306
11.7 ？6 S/C 308
11.8 Sentence Database 316
11.9 Exercises 321
Part 4 Execute Contract 326
12．Payment before Delivery and L/C-related 326
12.1 Vocabulary 328
12.2 Need-to-know and Writing Tips 329
12.3 ？10 Remind to Remit and Amount Remitted 331
12.4 ？10 Remind to Issue L/C 337
12.5 ？11 L/C Issued 341
12.6 ？15 Ask to Extend L/C 345
12.7 ？11 Ask to Amend L/C 350
12.8 Sentence Database 354
12.9 Exercises 359
13．Effect Shipment 362
13.1 Vocabulary 364
13.2 Need-to-know and Writing Tips 366
13.3 ？11 Inform Schedule 369
13.4 ？12 Urge Shipment 374
13.5 ？10 Ask to Send the First 2,000 Sets via air 376
13.6 ？13 Shipping Advice on CIF Terms 379
13.7 ？16 Shipping Advice on CFR Terms 383
13.8 Sentence Database 387
13.9 Exercises 391
14．Collect Payment and Follow up on Delivery 395
14.1 Vocabulary 397
14.2 Need-to-know and Writing Tips 399
14.3 Remind to Pay after Delivery 402
14.4 ？12 Follow up after Goods Arriving 407
14.5 ？12 Complain about Wrong Goods 409
14.6 ？14 Complain about Damaged Goods 415
14.7 ？17 Complain for Defective Goods 419
14.8 ？13 Claim for Shortage 424
14.9 Functional Sentences 431
14.10 Exercises 440