Chapter ⅠLayout of a Business Letter 1
Chapter ⅡEstablishment of Business Relations 13
Brief Introduction 13
Lesson 1 A Letter from an Exporter 14
Lesson 2 A Letter from an Importer 19
Lesson 3（A）Credit Status 25
（B）A Favorable Reply 26
（C）An Unfavorable Reply 26
Lesson 4 Skill Training 32
Useful Expressions on Establishment of Business Relations and Credit Status 33
Brief Introduction 36
Chapter Ⅲ Enquiries, Offers and Counter-offers 36
Lesson 5 A First Enquiry 37
Lesson 6 A Specific Enquiry 41
Lesson 7 A Firm Offer 47
Lesson 8 A Non-Firm Offer 51
Lesson 9 Asking for Proforma Invoice 56
Lesson 10 A Counter-offer on Scooter 60
Lesson 11 Acceptance of a Counter-offer 65
Lesson 12 Declining a Counter-offer 69
Lesson 13 Skill Training 73
Useful Expressions on Enquiries,Offers and Counter-offers 76
Chapter Ⅳ Conclusion of Business 78
Brief Introctnchin 79
Lesson 14 An Initial Order 79
Lesson 15 （A）A Repeat Order 83
（B）Declining a Repeat Order 84
Lesson 16 Confirmation of an Order 88
Lesson 17 Offering Substitute 92
Lesson 18 （A）Sending a S/C 97
（B）A Reply 97
Lesson 19 Skill Training 101
Useful Expressions on Conclusion of Business 106
Appendix Specimen of Sales Confirmation 107
Chapter Ⅴ Payment 110
Brief Introduction 110
Lesson 20 Asking for Payment by T/T 111
Lesson 21 Accepting D/P Payment 117
Lesson 22 Declining D/A Payment 121
Lesson 23 （A）Urging Establishment of L/C 125
（B）A Reply 125
Lesson 24 Amending L/C to Allow Partial Shipment and Transshipment 130
Lesson 25 Asking for L/C Amendment 133
Lesson 26 Asking for L/C Extension 137
Lesson 27 Skill Training 140
Useful Expressions on Payment 142
Appendix Specimen of L/C 144
Chapter Ⅵ Shipment 146
Brief Introduction 146
Lesson 28 Packing Shipping Marks 147
Lesson 29 Urging Shipment 151
Lesson 30 Shipping Instructions 154
Lesson 31 Shipping Advice 157
Lesson 32 Asking for Transshipment 160
Lesson 33 Skill Training 163
Useful Expressions on Packing and Shipment 166
Appendix I. Incoterms 2000 167
II. Specimen of Ocean B/L 168
Chapter Ⅶ Insurance 169
Brief Introduction 169
Lesson 34 Covering Insurance for the Buyer 170
Lesson 35 Asking for Excessive Insurance 174
Lesson 36 Open Policy 177
Lesson 37 Skill Training 180
Useful Expressions on Insurance 182
Appendix Specimen of Insurance Policy 183
Brief Introduction 185
Chapter Ⅷ Complaints and Claims 185
Lesson 38 Claim on Inferior Quality 186
Lesson 39 Claim on Damaged Goods 191
Lesson 40 Claim for Short Delivery 195
Lesson 41 Settlement of Claim 198
Lesson 42 Declining a Claim 201
Lesson 43 Skill Training 205
Useful Expressions on Complaints and Claims 206
Chapter Ⅸ Miscellaneous Materials 208
Brief Introduction 208
Lesson 44 （A）Asking for Sole Agency 209
（B）A Reply 210
Lesson 45 Compensation Trade 216
Lesson 46 （A）Processing Trade 222
（B）A Reply 222
Lesson 47 （A）Joint Venture 226
（B）A Reply 227
Lesson 48 Invitation to Bid 239
Useful Expressions on Agency ,Compensation Trade, Processing Assembling Trade, Joint Venture and Invitation to Bid 242
Chapter Ⅹ Appendix 245
Appendix ⅠElectronic Mail（E-mail） 245
Appendix ⅡFax 247
Appendix ⅢTelex 248