CONTENTS 1
Chapter one Establishing Business Relations 1
Lesson 1 Self-Introduction 1
Lesson 2 (A)Request for the Establishment of Business Relations 6
(B)A Reply to the Above 6
Lesson 3 Transferring Business Relations 10
Chapter Two Enquiries and Offers 13
Lesson 4 An Enquiry for Chinese Cotton Piece Goods 13
Lesson 5 (A)A“First”Enquiry 16
(B)Reply 16
(B)A Reply to the Above 19
Lesson 6 (A)An Enquiry for Iron Nails 19
Lesson 7 A Firm Offer 24
Lesson 8 A Voluntary Offer 28
Lesson 9 A Special Offer 31
Lesson 10 (A)Asking for Proforma Invoice 34
(B)Sending Proforma Invoice 34
Lesson 11 Urging the Buyer to Accept the Offer 38
Lesson 12 Concession on Price 41
Chapter Three Making Counter-Offers and Declining Orders 45
Lesson 13 Counter-offer on Groundnut Kernels 45
Lesson 14 Persuading the Buyer to Accept the Offer 50
Lesson 15 Offering Substitute 54
Lesson 16 Inability to Supply 57
(B)Declining an Order 61
Lesson 17 (A)Declining a Counter-offer 61
Lesson 18 (A)A Repeat Order 66
(B)Decling a Repeat Order 66
Lesson 19 Partial Rejection of an Order 70
Chapter Four Conclusion of Business 73
Lesson 20 (A)Sending a Sales Contract 73
(B)Sending a Sales Confirmation 73
Lesson 21 Confirming a Purchase 77
Lesson 22 Conclusion of Business 80
Lesson 23 Counter-Signature 84
Lesson 24 Confirming a Repeat Order 88
Lesson 25 (A)Acknowledgement of the First Order 91
(B)Confirmation of a Transaction 91
Lesson 26 Telegrams 95
Chapter Five Telegrams and Telexes 95
Lesson 27 Specimens of Telegrams 99
Lesson 28 Telexes 105
Chapter Six Payment 111
Lesson 29 (A)Proposing to Pay by 30 Days L/S 111
(B)Reply 111
Lesson 30 (A)Asking for Easier Payment Terms 116
(B)Reply 116
Lesson 31 (A)Asking for D/P Terms 120
(B)Reply 120
Lesson 32 (A)Modifying Terms of Payment 123
(B)Reply 123
(B)Reply 127
Lesson 33 (A)Request for Payment by D/A 127
Lesson 34 Unfavourable Reply to a Proposal of D/A Terms 130
Chapter Seven Establishment of and Amendment to L/C 133
Lesson 35 Urging Establishment of L/C 133
Lesson 36 Advising the Establishment of the L/C and Asking for TimelyDelivery 137
Lesson 37 A Specimen of an L/C 140
Lesson 38 Amending L/C to Allow Partial Shipment 144
and Transhipment 144
Lesson 39 (A)Asking for Extension of L/C 148
(B)Reply 148
Lesson 40 Amending L/C to Increase the Quantity and Amount 152
Chapter Eight Shipment 155
Lesson 41 Packing Requirement 155
Lesson 42 Inquiring about Shipment 159
Lesson 43 Advising Shipment 162
Lesson 44 Urging Shipment 165
Lesson 45 (A)Proposing Part Shipments 168
(B)Advice of Partial Shipment 168
Lesson 46 Information on Container Service 172
Chapter Nine Insurance 175
Lesson 47 Asking for CFR Terms 175
Lesson 48 (A)Reply to a Request for Excessive Insurance 178
(B)Type of Coverage 178
Lesson 49 (A)Covering Insurance for the Buyer 181
(B)Asking the Buyer to Cover Insurance 181
Lesson 50 Asking for Additional Insurance 184
Lesson 51 Insurance Clause 186
Lesson 52 Claims for Poor Packing 189
Chapter Ten Complaints and Claims 189
Lesson 53 Claim for Non-conformity of Quality 194
Lesson 54 (A)Complaining of Short Delivery 197
(B)An Adjustment Made by the Shipping Company 197
Lesson 55 Complaints of Wrong Goods Delivered 200
Lesson 56 Complaint Accepted 204
Lesson 57 Claim for Short Weight 208
Lesson 58 Settlement of Claim 213
Lesson 59 Claim Rejected 217
Lesson 60 (A)Asking for Sloe Ageney 221
(B)An Unfavourable Reply 221
Chapter Eleven Agencies 221
Lesson 61 (A)Asking for Sole Agency 228
(B)A Favourable Reply 228
Lesson 62 (A)Exclusive Sales Agreement 234
(B)Sole Agency Agreement 234
Chapter Twelve Some Other Modes of Trade and Economic Activities 241
Lesson 63 Bidding 241
Lesson 64 Processing and Assembling Trade 247
Lesson 65 Compensation Trade 253
Lesson 66 Leasing Trade 257
Lesson 67 Investment in China 263
Lesson 68 A Joint Venture Contract 268
Lesson 69 Importation of Technology 271