CONTENTS 1
UNIT ONE Layout of a Business Letter 1
Ⅰ．The Envelope（信封） 1
Ⅱ．The Letter（信） 4
Exercises 10
UNIT TWO Invitation and Arrangement of Visits 13
Letter 1．Inviting to Guangzhou Fair 13
Letter 2．Inviting a British Trade Delegation 13
Letter 3．Arrangements for Business Discussions 14
Letter 4．An Itinerary of a VisIt 14
Letter 5．Arranging a Business Call 15
Letter 6．Introducing a Trade Group 15
Notes 16
UsefUl Expressions 23
Exercises 25
UNIT THREEE Establishment of Business Relations 27
Letter 1．Self—introduction by an Exporter 27
Letter 2．Transferring Business Relations 28
Letter 3．On Recommendation of Foreign Chamber of Commerce 28
Letter 4．Request for the Establishment of Business Relations 29
Letter 5．Self—introduction by an Importer 30
Notes 30
Useful Expressions 35
EXercises 36
UNIT FOUR Enquiry 39
letter 1．Request for samples 39
letter 2．An Enquiry for Knitted Wears 39
letter 3．A“First”Enquiry 40
letter 4．Requiring a Special Allowance 41
Letter 5．Asking to Send Proforma Invoice 41
Notes 42
Useful Expressions 47
Exercises 48
UNIT FIVE Offer 51
Letter 1．A Non—firm Offer for Melton and Gabardine 51
Letter 2．A Firm Offer for Colour TV sets 52
letter 3．A COUnter—Offer for Canada Oat 52
Letter 4．Declining a Counter—offer 53
Letter 5．Conclusion of Business 54
NOtes 54
Useful Expressions 60
Exercises 60
Cable 2．Offer 64
Cable 3．Counter—offer 64
UNIT SIX Telegrams 64
Cable 1．Enquiry 64
Cable 4．Acceptance 65
Cable 5．L/C Amendment 65
Cable 6．Shipping Advice 65
Cable 7．Claim 66
Notes 66
Exercises 69
Telex 1．Asking for Improvement of Quality 72
UNIT SEVEN Telexes 72
Telex 3．Rejecting L/C Amendment 73
Telex 4．Asking for Payment 74
Telex 2．Disposal of a New Supplier 75
Telex 5．Application for Agency 75
Notes 76
Exercises 88
Letter 1．Describing Modes of Payment 91
UNIT EIGHT Payment 91
Letter 2．Urging Establishment of L/C 92
Letter 3．Rejection of Opening L/C 92
Letter 4．L/C Amendment 93
Letter 5．Expedition of L/C Amendment 94
Notes 95
Useful Expressions 98
Exercises 99
UNIT NINE Shipment 102
Letter 1．Urging Shipment 102
Letter 2．Shipping Advice 103
Letter 3．Trying to Ship as Directed 103
Letter 4．Exporter’s Advice of Shipment 104
Letter 5．Shipping Instructions 105
Notes 105
USeful Expressions 108
Exercises 110
UNIT TEN Insurance 113
Letter 1．Enquiring Insurance Information 113
Letter 2．Replying to the Enquiry of Insurance 113
Letter 3．Accepting the Insurance 114
Letter 4．ASking for a Special Rate for Cover 114
Letter 5．Asking for Insurance Against All Risks 115
Notes 115
Useful Expressions 118
Exercises 119
UNIT ELEVEN Complaint and Claim 121
Letter 1．Complaint of Defective Quality 121
Letter 2．Reply to Complaint 122
Letter 3．A Claim for Damage 122
Letter 4．Claims for Shortweight and Inferior Quality 123
Letter 5．Settlement of Claims 124
Notes 129
Useful Expressions 129
Exercises 130
UNIT TWELVE Agency 133
Letter 1．Letter from Prospective Agents 133
Letter 2．Confirmation of Agency Terms 134
Letter 3．Principal’s Complaint about the Agent’s Work 135
Letter 4．Agent Complaint of Slow Delivery 135
Notes 136
Useful Expressions 140
Exercises 143
Letter 1．Exploration of Cooperation in Assembly Operation 146
Letter 2．A Reply 146
UNIT THIRTEEN Flexible Trade Practices 146
Letter 3．A Follow—up Letter 147
Letter 4．Compensation Trade 148
Notes 148
Useful Exprssions 151
Exercises 153
UNIT FOURTEEN Exhibition 156
Letter 1．Letter of Invitation 156
Letter 2．Acceptance Letter 157
Letter 3．Agreement 158
Letter 4．Preparations for an Exhibition 159
Letter 5．Offer of Demonstration 160
Notes 160
Useful Expressions 162
Exercises 164