THE LAYOUT OF A BUSINESS LETTER 1
CHAPTER ONE ESTABLISHING BUSINESS RELATIONS 13
Introduction 13
Lesson 1 Self-Introduction 15
Lesson 2 19
（A）A Request for the Establishment of Business Relations 19
（B）Reply 19
Lesson 3 22
（A）Status Enquiry 22
（B）Reply 22
Supplements Useful Sentences on Establishing Business Relations 26
CHAPTER TWO ENQUIRIESAND OFFERS 27
Introduction 27
Lesson 4 An Enquiry for Desk-top Electric Fans 29
Lesson 5 33
（A）An Enquiry for DVD Player 33
（B）Reply 33
Lesson 6 An Offer to a New Customer 37
Lesson 7 A Firm Offer 40
Lesson 8 A Voluntary Offer 44
Lesson 9 A Special Offer 47
Lesson 10 50
（A）Asking for Proforma Invoice 50
（B）Sending Proforma Invoice 50
Lesson 11 Urging the Buyer to Accept the Offer 53
Supplements Useful Sentences on Enquiries and Offers 55
CHAPTER THREE COUNTER-OFFERSAND ORDERS 57
Introduction 57
Lesson 12 Counter-offer on Whirlpool Washing Machine 59
Lesson 13 Acceptance of a Counter-offer 62
Lesson 14 Declining a Counter-offer 66
Lesson 15 69
（A）Placing an Order 69
（B）Acknowledgement of an Order 69
Lesson 16 73
（A）ARepeat Order 73
（B）Declining a Repeat Order 73
Supplements Useful Sentences on Making Counter-offers and Declining Orders 77
CHAPTER FOUR CONCLUSION OF BUSINESS 79
Introduction 79
Lesson 17 80
（A）Sending a Sales Contract 80
（B）Sending a Sales Confirmation 80
Lesson 18 Confirming a Purchase 87
Lesson 19 Conclusion of Business 90
Lesson 20 Counter-signature 93
Lesson 21 96
（A）Acknowledgement of the First Order 96
（B）Confirmation of a Transaction 96
Supplements Useful Sentences on Conclusion of Business 100
CHAPTER FIVE PAYMENT 101
Introduction 101
Lesson 22 Modified Terms of Payment 104
Lesson 23 108
（A） Asking for Easier Payment Terms 108
（B）Reply 108
Lesson 24 111
（A）Asking for D/P Terms 111
（B）Reply 111
Lesson 25 114
（A）Modifying Terms of Payment 114
（B）Reply 114
Lesson 26 118
（A）Request for Payment by D/A 118
（B）Reply 118
Lesson 27 Unfavorable Reply to a Proposal of D/A Terms 121
Supplements Useful Sentences on Payment 124
CHAPTER SIX ESTABLISHMENT OF AND AMENDMENT TO L/C 125
Introduction 125
Lesson 28 Urging Establishment of L/C 126
Lesson 29 Asking for Amendment to the L/C 129
Lesson 30 133
（A）Asking for Extension of the L/C 133
（B）Reply 133
Lesson 31 Amending L/C to Increase the Quantity andAmount 136
Supplements 139
（A）Useful Sentences on Establishment of and Amendment to L/C 139
（B）A Specimen of an L/C 139
CHAPTER SEVEN SHIPMENT 145
Introduction 145
Lesson 32 Shipping Instructions 146
Lesson 33 Packing Requirement 148
Lesson 34 Shipping Advice 152
Lesson 35 Urging Shipment 155
Lesson 36 Proposing Partial Shipments 158
Supplements INCOTERMS 2010 160
CHAPTER EIGHT INSURANCE 161
Introduction 161
Lesson 37 Asking for CFR Terms 162
Lesson 38 166
（A）A Request for Excessive Insurance 166
（B）Reply 166
Lesson 39 Covering Insurance for the Buyer 170
Lesson 40 Providing Insurance Information to the Buyer 173
Lesson 41 A Request for Changing an Insurance Company 175
Supplements Useful Sentences on Insurance 177
CHAPTER NINE COMPLAINTS AND CLAIMS 179
Introduction 179
Lesson 42 Claims for Poor Packing 181
Lesson 43 Claim for Non-Conformity of Quality 185
Lesson 44 188
（A）Complaining of Short Delivery 188
（B）An Adjustment Made by the Shipping Company 188
Lesson 45 192
（A）Claim for Delay in Delivery 192
（B）Reply 192
Lesson 46 Settlement of a Claim 196
Lesson 47 Claim Rejected 200
Supplements Useful Sentences on Complaints 203
APPENDIX Ⅰ CROSS-BORDER E-COMMERCE 207
Overview of Cross-border E-commerce 207
Main Cross-border E-commerce Websites 209
APPENDIX Ⅱ AGENCY 213
Introduction 213
Letters Exchanged on Agency 214
（A） Importer Asking for Sole Agency 214
（B）An Unfavourable Reply from the Exporter 214
（C）A Favourable Reply from the Exporter 214
Sole Agency Agreement 216
Exclusive Sales Agreement 218
Supplements Useful Sentences on Agency 219
APPENDIX Ⅲ OTHER MODES OF TRADE AND ECONOMIC ACTIVITIES 221
Bidding 222
（A）Invitation to Bid 222
（B）General Instructions and Conditions 222
（C）Requirement Schedule 224
Processing and Assembling Trade 226
（A）Incoming Letter 226
（B）Outgoing Letter 227
Compensation Trade 230
（A）Invitation 230
（B）General Agreement on Compensation Trade 231
Leasing Trade 234
（A）Lease Agreement NO.LA123 234
（B）Annex to Lease Agreement NO.LA123 235
Investment in China 237
（A）Inquiring about Preferential Treatment 237
（B）Reply 237
（C）A Joint Venture Contract 242
Importation of Technology 254
Acquisition and Merger 262
APPENDIX Ⅳ MODES OF ELECTRONIC COMMUNICATION 263
WORLDWIDE BUSINESS TELEX ABBREVIATIONS 266
APPENDIX Ⅴ A COMPLETE CASE OF A TRANSACTION 291