Unit One Layout of a Business Letter 1
Exercises 8
Unit Two Establishment of Business Relations 11
Text:1．Self-introduction2．Asking to Establish Business Relations3．Asking for Catalogues4．Invitation to Guangzhou FairWords in Focus:inform,benefit,deal,enclose 18
Sentence Patterns:1．Self-introduction2．Initial Intentions and DesiresEXercises 24
Unit Three Enquiry 31
Text:1．Showing Interests in Goods2．Making an Enquiry3．Reply to an Enquiry4．Asking to Send Proforma InvoiceWords in Focus:interest,appeal,supply,confirm 37
Sentence Patterns:1．Interest and Desires2．Enquiries3．RepliesExercises 42
Unit Four Quotations and Offers 49
Text:1．Quotation2．Offer3．Request of Reduction in Price4．Counter-offerWords in Focus:quote,offer,price,advise 57
Sentence Patterns:1．Quotations2．Offers3．Counter-offersExercises 65
Unit Five Sales Promotion 72
Text:1．Introducing Commodity2．Comparison of Goods3．Promotion of a New Product4．Recommendation of a SubstituteWords in Focus:sell,compare,compete,credit 80
Sentence Patterns:1．Introduction of Goods2．Comparison of Goods3．Offering Favorable Terms4．Advice and RecommendationsExercises 86
Unit Six Order 93
Text:1．Placing an Order2．Execution of an Order3．Delay in Fulfilling an Order4．Declining an OrderWords in Focus:order,accept,execute,stock 101
Sentence Patterns:1．Placing Orders2．Reply to Orders3．Execution of an OrderExercises 109
Unit Seven Terms of Payment（Ⅰ） 115
Text: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 123
Sentence Patterns:1．Choice of Terms of Payment2．Urging Establishment of L/C3．Establishment of L/CExercises 131
Unit Eight Terms of Payment（Ⅱ） 140
Text: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 150
Sentence Patterns:1．Amendment of L/C2．Extension of L/C3．OthersExercises 157
Unit Nine Insurance 166
Text:1．Introducing Insurance Terms2．Asking for Insurance Arrangement3．Advising Insurance Effected4．Clarification of Insurance TermsWords in Focus:insure,assure,effect,refer 176
Sentence Patterns:1．Arrangement of Insurance2．CompensationExercises 182
Unit Ten Shipment 191
Text:1．Urging Shipment2．Shipping Instructions3．Shipping Advice（Ⅰ）4．Shipping Advice（Ⅱ）Words in Focus:ship,forward,regret,regard 201
Sentence Patterns:1．Shipping Instructions2．Shipping Advice3．Shipping DocumentsExercises 208
Unit Eleven Packing 218
Text:1．Buyer's Requirements for Packing and Marking2．Information of Packing3．About Outer Packing4．Size TicketsWords in Focus:pack,specify,source,avail 227
Sentence Patterns:1．Packing2．MarkingExercises 234
Unit Twelve Claim 241
Text: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 252
Sentence Pattems:1．Making Complaints2．Lodging Claims3．Acceptance of Claims4．Rejection of ClaimsExercises 260
Unit Thirteen Agency 268
Text: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 279
Sentence Patterns:1．Asking for Agency2．Appointment of Agency3．Refusal to Application for AgencyEXercises 285
Unit Fourteen Flexible Trade 294
Text: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 304
Sentence Patterns:1．Processing Trade2．Compensation Trade3．Joint VentureExercises 311
Unit Fifteen E-mail 319
Exercises 330
Key to Exercises 333
Examination and Keys 387