The Layout of a Business Letter 1
Chapter One Establishing Business Relations 19
Introduction 19
Lesson 1 A Letter to a Newly-introduced Client 20
Lesson 2 Self-Introduction by the Seller 26
Lesson 3 (A)Self-Introduction by the Buyer 31
(B)A Reply to the Above 32
Supplement:Some Useful Sentences 38
Chapter Two Enquiries and Offers 40
Introduction 40
Lesson 4 An Invitation to Offer 42
Lesson 5 A Specific Enquiry 46
Lesson 6 (A)A General Enquiry 51
(B)A Reply to the Above 52
Lesson 7 An Offer 58
Lesson 8 A Voluntary Offer 63
Lesson 9 (A)Asking for Proforma Invoice 68
(B)Sending Proforma Invoice 68
Lesson 10 Urging the Buyer to Accept an Offer 74
Supplement:Some Useful Sentences 79
Chapter Three Counter-offers and Orders 82
Introduction 82
Lesson 11 A Counter-offer 83
Lesson 12 Persuading the Buyer to Accept the Offer 87
Lesson 13 Concession on Price 91
Lesson 14 An Order 95
Lesson 15 Declining an Order 101
Lesson 16 (A)A Repeat Order 105
(B)A Reply 105
Lesson 17 (A)Offering Substitute 109
(B)Partial Substitution of an Order 110
Supplement:Some Useful Sentences 115
Chapter Four Conclusion of Business 118
Introduction 118
Lesson 18 Confirming a Purchase 119
Lesson 19 Conclusion of Business 123
Lesson 20 (A)Sending a Sales Contract 128
(B)Counter-signature 128
Supplement:Ⅰ．Some Useful Sentences 132
Ⅱ．A Specimen of a Sales Contract 134
Chapter Five Payment 139
Introduction 139
Lesson 21 (A)Asking for Easier Payment Terms 141
(B)Agreeing to Easier Payment Terms 142
Lesson 22 (A)Requesting for Payment by D/A 149
(B)Granting the Request for Payment by D/A 150
Lesson 23 Suggesting Payment by D/P 154
Lesson 24 Modified Terms of Payment 159
Lesson 25 Regarding Payment Terms 167
Supplement:Ⅰ．Terms Used in Making Payment 173
Ⅱ．Some Useful Sentences 174
Chapter Six Establishment of and Amendment to L/C 178
Introduction 178
Lesson 26 (A)Urging Establishment of L/C 180
(B)Advising Establishment of L/C 180
Lesson 27 (A)Amending L/C to Allow Partial Shipment and Transhipment 186
(B)Asking for Amendment to L/C 187
Lesson 28 (A)Asking for Extension of L/C 192
(B)Explaining the Necessity of L/C Extension 193
Supplement:A Specimen of an L/C 200
Chapter Seven Shipment 206
Introduction 206
Lesson 29 Packing Requirement 207
Lesson 30 (A)Shipping Instructions 214
(B)Advising Shipment 215
Lesson 31 (A)Inquiring about Shipment 219
(B)Urging Shipment 220
Lesson 32 Proposing Partial Shipments 224
Supplement:INCOTERMS 2000—ICC Official Rules for the Interpretation of Trade Terms 229
Chapter Eight Insurance 234
Introduction 234
Lesson 33 Insurance 235
Lesson 34 (A)The Buyer Requests Insurance 240
(B)A Reply to the above Letter 241
Lesson 35 Reply to a Request for Insurance 245
Lesson 36 (A)Covering Insurance for the Buyer 251
(B)Insurance Clause 252
Supplement:Some Useful Sentences 258
Chapter Nine Complaints and Claims 260
Introduction 260
Lesson 37 Claims for Poor Packing 261
Lesson 38 Claim for Non-conformity of Quality 268
Lesson 39 (A)Complaints of Wrong Goods Delivered 273
(B)Complaint Accepted 274
Lesson 40 Complaining of Short Delivery 279
Lesson 41 Settlement of Claim 283
Lesson 42 Claim Rejected 288
Supplement:Some Useful Sentences 294
Chapter Ten Agency 298
Introduction 298
Lesson 43 (A)Asking for Sole Agency 299
(B)An Unfavourable Reply 299
Lesson 44 (A)Asking for Exclusive Agency 306
(B)A Favourable Reply 307
Lesson 45 (A)Exclusive Sales Agreement 311
(B)Sole Agency Agreement 313
Supplement:Some Useful Sentences 328
Chapter Eleven Electronic Communications 331
Introduction 331
Lesson 46 (A)Telex 331
(B)Fax 335
(C)Electronic Mail 337
Appendix Ⅰ Writing Practice 340
Appendix Ⅱ Worldwide Business Telex Abbreviations 353
Appendix Ⅲ Money Abbreviation Table 356
Index 362