Unit 1 Business Letters 1
1．Writing of the Letters 6
Unit 2 Establishment ＆ Development of Business Relations 13
2．Making Self-introduction 15
3．Starting Business Relations with an Exporter 19
4．Request for the Establishment of Business Relations 23
5．A Reply to the Request for the Establishment of Business Relations 27
Unit 3 Enquiries and Offers 32
6．Making an Enquiry 33
7．Making an Offer 39
8．Sending Proforma Invoice 44
9．Making a Voluntary Offer 49
Unit 4 Counter-offers 57
10．Request for Lower Price 59
11．Declining Price Reduction 65
12．Concession on Price 72
13．Increase in Price 78
Unit 5 Business Contracts and Orders 85
14．Placing an Order 87
15．Sending a Sales Confirmation 94
16．Booking a Repeat Order 100
17．Failing to Supply 105
Unit 6 Payment of Goods 110
18．Request for Payment by D/P 112
19．Declining Payment by D/A 117
20．Modifying Terms of Payment 123
Unit 7 Establishment of and Amendment to L/C 129
21．Urging Establishment of L/C 130
22．Application for Establishment of L/C 136
23．Asking for Extension of L/C 140
24．Amendment to L/C 144
Unit 8 Packing 151
25．Discussions About the Package Between the Buyer and the Seller 153
Unit 9 Shipment 161
26．Advising Shipment 163
27．Urging Shipment 170
28．Proposing Partial Shipment and Transshipment 175
29．Inquiring About Shipping Containers 179
Unit 10 Insurance 184
30．Asking the Seller to Cover Insurance 186
31．Covering Insurance for the Buyer 191
32．Request for Excessive Insurance 194
33．Asking the Insurance Company to Insure the Shipment 198
Unit 11 Claims and Settlement 203
34．Complaining of Wrong Dispatch 205
35．Apologizing for the Complaint 209
36．Claims 214
37．Settlement of Claims 219
Unit 12 Agency 224
38．Importer Asks for Sole Agency 226
39．Declining the Request for Sole Agency 230
40．Entrusting Customers with Sole Agency 233
Unit 13 Electronic Communications 239
41．The Structure of a Telex 240
42．Rules for Simplifying Words or Phrases Used in Telex 242
43．The Layout of E-mail 247
Unit 14 Effective Writing:Avoid Cliché 254
44．Comparison Between the Wordy Business Jargon（cliché）With the Effective Words 254
Unit 15 Foreign Direct Investment 257
45．Request to Make Foreign Direct Investment 259
46．Reply to the Foreign Investor's Request 264
Translation of the Text and Key to the Exercises 269
参考文献 331