Contents 29
LAYOUT OF BUSINESS LETTERS AND E-MAILS 29
PART 1 NEGOTIATION OF THE CONTRACT 29
Chapter 1 Establishing Trade Relations 29
Lesson 1 Sellers Asking to Establish Trade Relations 30
Lesson 2 Buyers Asking to Establish Trade Relations 42
Lesson 3 A Company Introduction 52
Lesson 4 Status Enquiries 63
Chapter 2 Enquiries and Offers 73
Lesson 5 An Enquiry（1） 74
Lesson 6 An Enquiry（2） 81
Lesson 7 An Offer（1） 88
Lesson 8 An Offer（2） 96
Lesson 9 An Offer to a New Customer 105
Lesson 10 Offering Substitute 111
Lesson 11 Inability to Offer 119
Chapter 3 Counteroffers 126
Lesson 12 A Counter-offer（1） 127
Lesson 13 A Counter-offer（2） 138
Lesson 14 A Counter-offer（3） 146
Lesson 15 A Counter-offer（4） 152
Chapter 4 Mode of Shipment 157
Lesson 16 About Mode of Shipment 158
Lesson 17 Enquiring about Time of Shipment 169
Supplement Reading:What Is Logistics? 176
Chapter 5 Packing 182
Lesson 18 Packing Requirements 183
Lesson 19 Packing Arrangements 193
Lesson 20 Packing and Shipping Marks 201
Chapter 6 Terms ofPayment 208
Lesson 21 Inquiring about Terms of Payment 209
Lesson 22 Insisting on Payment by L/C 217
Lesson 23 Request for Easier Terms of Payment(1) 223
Lesson 24 Request for Easier Terms of Payment(2) 231
Chapter 7 Insurance 237
Lesson 25 Asking for CFR Quotation 238
Lesson 26 About Insurance 244
Lesson 27 Inquiring about Insurance 252
Lesson 28 Open Cover Policy 260
Lesson 29 Asking for Additional Coverage 266
Chapter 8 Conclusion ofa Business 272
Lesson 30 Sending a First Order 273
Lesson 31 Confirming an Order 279
Lesson 32 Sending a Sales Contract 286
Lesson 33 Counter-signature 293
Lesson 34 A Specimen of Sales Contract 301
PART 2 EXECUTION OF THE CONTRACT 311
Chapter 9 Shipment 311
Lesson 35 Inquiring about Shipment 312
Lesson 36 Urging Shipment 318
Lesson 37 Shipping Advice 325
Supplement Reading:Containerization 333
Chapter 10 Payment 340
Lesson 38 Urging for the Establishment of L/C 341