Unit 1 Layout of a Business Letter 1
Exercises 7
Unit 2 Establishment of Business Relations 9
Sentence Patterns: 9
1．Self-introduction2．Initial Intentions and DesiresText: 9
1．Self-introduction2．Asking to Establish Business Relations3．Asking for Catalogues4．Invitation to Guangzhou FairWords in Focus:inform,benefit,deal,enclose 17
Exercises 19
Unit 3 Enquiry 24
Sentence Patterns: 24
1．Interest and Desires2．Enquiries3．RepliesText: 24
1．Showing Interests in Goods2．Making an Enquiry3．Reply to an Enquiry4．Asking to Send Proforma InvoiceWords in Focus:interest,appeal,supply,confirm 30
Exercises 32
Unit 4 Quotations and Offers 38
Sentence Patterns: 38
1．Quotations2．Offers3．Counter-offersText: 38
1．Quotation2．Offer3．Request of Reduction in Price4．Counter-offerWords in Focus:quote,offer,price,advise 47
Exercises 51
Unit 5 Sales Promotion 56
Sentence Patterns: 56
1．Introduction of Goods2．Comparison of Goods3．Offering Favorable Terms4．Advice and RecommendationsText: 56
1．Introducing Commodity2．Comparison of Goods3．Promotion of a New Product4．Recommendation of a SubstituteWords in Focus:sell,compare,compete,credit 64
Exercises 67
Unit 6 Order 73
Sentence Patterns: 73
1．Placing Orders2．Reply to Orders3．Execution of an OrderText: 73
1．Placing an Order2．Execution of an Order3．Delay in Fulfilling an Order4．Declining an OrderWords in Focus:order,accept,execute,stock 82
Exercises 85
Unit 7 Terms of Payment（Ⅰ） 90
Sentence Patterns: 90
1．Choice of Terms of Payment2．Urging Establishment of L/C3．Establishment of L/CText: 90
1．Introducing Terms of Payment2．Acceptance of Payment by D/P instead of D/A3．Urging Establishment of L/C4．Advising Establishment of L/CWords in Focus:pay,draw,stipulate,charge 99
Exercises 102
Unit 8 Terms of Paymentt（Ⅱ） 109
Sentence Patterns: 109
1．Amendment of L/C2．Extension of L/C3．OthersText: 109
1．Asking for Amendment to L/C2．Amending L/C as Allowing Transshipment and Partial Shipments3．Extension of L/C4．Banking Advice of T/T RemittanceWords in Focus:amount,account,cover,value 119
Exercises 122
Unit 9 Insurance 129
Sentence Patterns: 129
1．Arrangement of Insurance2．CompensationText: 129
1．Introducing Insurance Terms2．Asking for Insurance Arrangement3．Advising Insurance Effected4．Clarification of Insurance TermsWords in Focus:insu re,assure,effect,refer 139
Exercises 142
Unit 10 Shipment 148
Sentence Patterns: 148
1．Shipping Instructions2．Shipping Advice3．Shipping DocumentsText: 148
1．Urging Shipment2．Shipping Instructions3．Shipping Advice（Ⅰ）4．Shipping Advice（Ⅱ）Words in Focus:forward,regard,regret,ship 158
Exercises 161
Unit 11 Packing 169
Sentence Patterns: 169
1．Packing2．MarkingText: 169
1．Buyer's Requirements for Packing and Marking2．Informationof Packing3．About Outer Packing4．Size TicketsWords in Focus:pack,specify,source,avail 178
Exercises 181
Unit 12 Claim 187
Sentence Patterns: 187
1．Making Complaints2．Lodging Claims3．Acceptance of Claims4．Rejection of ClaimsText: 187
1．Complaint of Order Cancellation2．A Claim for Short-weight and Inferior Quality3．Proposal for Settlement of a Claim4．Recommending a Joint ArbitratorWords in Focus:complain,claim,compensate,settle 199
Exercises 202
Unit 13 Agency 208
Sentence Patterns: 208
1．Asking for Agency2．Appointment of Agency3．Refusal to Application for AgencyText: 208
1．Application for Agency2．Stating Main Points in Agency Agreement3．Refusal to Agency Application4．Agent's Complaint of Slow DeliveryWords in Focus:act,conform,market,favour 219
Exercises 221
Unit 14 Flexible Trade 228
Sentence Patterns: 228
1．Processing Trade2．Compensation Trade3．Joint VentureText: 228
1．Processing after Samples with Supplier's Materials2．Concerning Compensation Trade3．Inquiry about Conditions for Joint Ventures4．Confirmation of the Main Points in Joint Venture AgreementWords in Focus:negotiate,business,limit,exchange 238
Exercises 241
Unit 15 E-mail 247
Exercises 257
Key to Exercises 260
Examination and Keys 304