一、BUSGNESS IEQQERS 1
1． Writing of the letters 3
二 ESTABLISHMENT DEVELOPMENT OF BUSINESS RELATIONS 11
2． Making Self-introduction 13
3． Starting Business Relations with a Exporter 17
4． Request for the Establishment of Business Relations 21
5． A Reply to the Request for the Establishment of Business Relations 25
三 ENQUIRIES AND OFFERS 29
6． Making an Enquiry 31
7． Making an offer 35
8． Sending Proforma invoice 39
9． Making a voluntary offer 43
四 COUNTER-OFFERS 47
10． Request for lower price 49
11． Declining price reduction 53
12． Concession on price 57
13． Increase in price 61
五 BUSINESS CONTRACTS AND ORDERS 65
14． Placing and order 67
15． Sending a Sales confirmation 71
16． Booking a repeat order 75
17． Failing to supply 79
六 PAYMENT OF GOODS 83
18． Request for payment by D/P 85
19． Proposing to pay by D/A 89
20． Modifying terms of payment 93
七 ESTABLISHMENT OF AND AMENDMENTTOL/C 97
21． Urging establishment of L/C 99
22． Application for establishment of L/C 103
23． Asking for extension of L/C 107
24． Amendment to L/c 111
八 SHIPMENT 115
25． Advising shipment 117
26． Urging shipment 121
27． Proposing part shipment and Trarsshipment 124
28． Inquiring about shipping containers 128
九 INSURANCE 132
29． Asking the seller to cover insurance 134
30． Covering insurance for the buyer 138
31． Request for excessive insurance 142
十 CLAIMS AND SETTLEMENT 146
32． Complaining of wrong dispatch 148
33． Apologizing of the complaint 152
34． Replying to lll-founded Complaint 156
35． Rejecting the Claim 160
十一 ELECTRONIC BUSINESS COMMUNICATIONS 164
36． Telex FAX 166
37． Reading telex information 170
38． Doing business by E-mail 174
十二 AGENCY 178
39． Asking for sole agency 180
40． Declining the Request for agency 184
41． Signing sloe agency agreement 188