CONTENTS 1
Chapter Ⅰ Layout of Business Letter 1
Chapter Ⅱ Establishment of Business Relations 7
Lesson One Self-Introduction 9
Lesson Two Request for the Establishment of Business Relations 14
（A）A Letter from an Importer 14
（B）Reply to the Above 15
Lesson Three Credit Enquires 19
Skill Training for Establishment of Business Relations 22
Chapter Ⅲ Enquiries,Offers And Counter-Offers 24
Lesson Four （A）A General Enquiry for Wool Material 27
（B）A Reply to the Above 28
Lesson Five A Specific Enquiry 32
Lesson Six A Non-Firm Offer 37
Lesson Seven A Counter-Offer 42
Skill Training for Enquiries,Offers and Counter-Offers 47
Chapter Ⅳ Conclusion Of Business 52
Lesson Eight An Order 53
Lesson Nine （A）A Repeat Order 57
（B）Declining a Repeat Order 58
Lesson Ten （A）Sending a Sales Confirmation 61
（B）Counter-Signature Letter 62
Skill Training for Conclusion of Business 69
Chapter Ⅴ Payment 73
Lesson Eleven Asking for D/P Payment 75
Lesson Twelve Declining D/A Payment 78
Lesson Thirteen （A）Modifying Terms of Payment 82
（B）Reply 83
Skill Training for Payment 86
Chapter Ⅵ L/C Establishment,Extension and Amendment 91
Lesson Fourteen （A）Urging Establishment of L/C 93
（B）A Reply 94
Lesson Fifteen Asking for Extension of L/C 98
Lesson Sixteen Asking for L/C Amendment（1） 102
Lesson Seventeen Asking for L/C Amendment（2） 107
Skill Training for L/C Establishment,Extension and Amendment 109
Chapter Ⅶ Shipment 113
Lesson Eighteen （A）Urging Shipment 115
（B）Reply 115
（C）Urging Shipment 116
（D）Reply 117
Lesson Nineteen （A）Asking for Transshipment and Partial Shipment 121
（B）Reply 122
Lesson Twenty Information on Container Service 124
Letter（A） 124
Letter（B） 124
Skill Training for Shipment Bill of Lading 128
Chapter Ⅷ Packing 134
Lesson Twenty-One Packing Requirement 137
Lesson Twenty-Two Inner Packing 140
Lesson Twenty-Three Outer Packing 143
Skill Training for Packing 146
Chapter Ⅸ Insurance 150
Lesson Twenty-Four Asking for CFR Terms 152
Lesson Twenty-Five Asking the Seller to Cover Insurance 157
Lesson Twenty-Six Insurance Clause 161
Skill Training for Insurance 164
Chapter Ⅹ Complaints and Claims 171
Lesson Twenty-Seven Complaints of Wrong Goods Delivery 173
Lesson Twenty-Eight （A）Claim for Short Weight 177
（B）Reply-Settlement of the Claim 178
（B）Declining the Claim 183
Lesson Twenty-Nine （A）Claim for Improper Packing 183
Skill Training for Complaint and Claims 187
Chapter Ⅺ Agency 190
Lesson Thirty （A）Asking for Sole Agency 192
（B）An Unfavorable Reply 192
Lesson Thirty-One A Favorable Reply to the Request for Sole Agency 197
Lesson Thirty-Two Sole Agency Agreement 200
Skill Training for Agency 204
Chapter Ⅻ Other International Business Activities 211
Lesson Thirty-Three Joint Venture 213
Lesson Thirty-Four Compensation Trade 216
Lesson Thirty-Five Investment in China 219
（A）Inquiring about Preferential Treatment 219
（B）Reply 219
Lesson Thirty-Six Bidding 225
Skill Training for Other International Business Activities 228
Appendix 230
Fax 230
Electronic Mail（E-mail） 231
Telex 231
Vocabulary 233
参考书目 246