Contents 1
Unit one：Establisbing Business Relations 1
1．The Layout of a Business Letter 2
2．On Foreign Trade Policy 15
4．A Reply to Above 28
3．The Establishment of Business Relations 29
5．Establishing Business Relations 33
6．Transferring Business Relations 40
Unit Two:Making Inquiries ＆ Offers 46
7．An Enquiry for Iron Nails 47
8．A Reply to the Above Enquiry 53
9．Firm Offer 58
10．An Enquiry for Bicycles 65
11．A Voluntary Offer 70
12．An Enquiry Chinese Cotton Piece Goods 75
13．A Special Offer 82
14．（A）Asking for Proforma Invoice 89
（B）Sending Proforma Invoice 89
15．Urging the Buyer to Accept the Offer 95
16．Reduction of Price 100
Unit Three:Counter—offers or Declining Orders 106
17．Counter—offer on Groundnut Kernels 107
18．Persuading the Buyer to Accept the Offer 113
19．Offering Substitute 121
20．Inability to Supply 126
21．Declining a Couter—offer 132
22．Unfavourable Reply 139
23．(A) A Repeat Order 146
(B)Declining a Repeat Order 147
24．Declining an Order Owing to Shortage of Supply 153
Unit Four：Conclusion of Business 159
25．Conclusion of Business 160
26．Conclusion of Business 164
27．Conclusion of Business 169
28．Conclusion of Business 176
29．Sending a Sales Confirmation 180
30．Counter-signature 192
31．A Repeat Order 196
Unit Five：Business Telegrams 203
32．Telegram in Foreign Trade 204
33．How to Draft a Telegram 209
34．Specimens or Telegrams 223
35．Telex Message 232
Unit Six:Payment 248
36．Proposing to Pay by 60 Days L／C 249
37．A Reply to the Above Letter 253
38．Asking the Buyer to Honour a Draft 258
39．A Letter for Easier Payment Terms 262
40．A Reply to the Above Letter 268
41．Asking for D／P Terms 273
42．A Reply to the Above Letter 279
43．Regarding Payment Terms 284