CONTENTS 1
The Layout of a Business Letter 1
Chapter 1 Establishing Business Relations 15
Introduction 15
Lesson 1 Self—Introduction 17
Lesson 2 （A）Request for the Establishment of Business Relations 25
（B）A Reply to the Above 25
Lesson 3 Transferring Business Relations 31
Supplement：Some Useful Sentences on Establishing Business Relations 33
Introduction 37
Chapter 2 Enquiries and Offers 37
Lesson 4 An Enquiry for Chinese Cotton Piece Goods 39
Lesson 5 （A） A“First” Enquiry 45
（B）Reply 45
Lesson 6 （A）An Enquiry for Iron Nails 49
（B）A Reply to the Above 49
Lesson 7 A Firm Offer 55
Lesson 8 A Voluntary Offer 61
Lesson 9 A Special Offer 65
Lesson 10 （A）Asking for Proforma Invoice 70
（B）Sending Proforma Invoice 70
Lesson 11 Urging the Buyer to Accept the Offer 75
Lesson 12 Concession on Price 78
Supplement：Some Useful Sentences on Enquiries and Offers 80
Chapter 3 Making Counter Offers and Declining Orders 85
Introduction 85
Lesson 13 Counter—offer on Groundnut Kernels 87
Lesson 14 Persuading the Buyer to Accept the Offer 92
Lesson 15 Offering Substitute 97
Lesson 16 Inability to Supply 101
Lesson 17 （A）Declining a Counter—offer 105
（B）Declining an Order 105
（B）Declinig a Repeat Order 112
Lesson 18 （A）A Repeat Order 112
Lesson 19 Partial Rejection of an Order 119
Supplement：Some Useful Sentences on Counter Offers or Declining orders 122
Chapter 4 Conclusion of Business 125
Introduction 125
Lesson 20 （A）Sending a Sales Contract 126
（B）Sending a Sales Confirmation 126
Supplement：Specimen of Sales 128
Confirmation 128
Lesson 21 Confirming a Purchase 133
Lesson 22 Conclusion of Business 137
Lesson 23 Counter—signature 142
Lesson 24 Confirming a Repeat Order 145
Supplement：Some Useful Sentences on Conclusion of Business 148
Chapter 5 Telegrams and Telexes 151
Introduction 151
Lesson 25 Telegrams 152
Lesson 26 Specimens of Telegrams 161
Lesson 27 Telexes 167
Supplement： 172
（1）Worldwide Business Telex Abbreviations 172
（2）part of Telex Destination Codes 189
Introduction 193
Chapter 6 Payment 193
Lesson 28 （A）Proposing to Pay by 30 Days L/C 194
（B）Reply 194
Lesson 29 （A）Asking for Easier Payment Terms 199
（B）Reply 199
Lesson 30 （A）Asking for D/P Terms 204
（B）Reply 204
Lesson 31 Regarding Payment Terms 207
Lesson 32 （A）Moidified Terms of Payment 211
（B）Reply 211
（B）Reply 216
Lesson 33 （A）Request for Payment by D/A 216
Supplement：Some Useful Sentences on Payment 218
Chapter 7 Establishment of and Amendment to L/C 221
Introduction 221
Lesson 34 Urging Establishment of L/C 222
Lesson 35 Advising the Establishment of the L/C and Asking for Timely Delivery 227
Lesson 36 A Specimen of an L/C 231
Lesson 37 Amending L/C to Allow Partial shipment and Transhipment 239
Lesson 38 Extension of L/C 241
Supplement：Some Useful sentences on Establishment of and Amendment to L/C 243
Introduction 245
Chapter 8 Shipment 245
Lesson 39 Marking Requirements 246
Lesson 40 Packing Requiremets 249
Lesson 41 Inquiring about Shipment 253
Lesson 42 Advising Shipment 256
Lesson 43 （A）Asking for Earlier Shipment 259
（B）An Unfavourable Reply 259
Lesson 44 （A）ProPosing Part Shipments 264
（B）Advice of Partial Shipment 264
Lesson 45 Information on Container Service 267
Supplement：Some Useful Sentences on Shipment 269