The Layout of a Business Letter 1
Chapter 1 Establishing Business Relations 1
Introduction 11
Lesson1 Self－Introuduction 13
Lesson 2（A）Request for the Establishment of Business Relations 17
（B） A Reply to the Above 17
Lesson 3 Transferring Business Relations 20
Supplement： Some Useful Sentences on Establishing Business Relations 22
Chapter 2 Enquiries and Offers 25
Introduction 25
Lesson 4 An Enquiry for Chinese Cotton Piece Goods 27
Lesson 5（A） A“First” Enquiry 30
（B） Reply 30
Lesson 6（A）An Enquiry for Iron Nails 33
（B） A Reply to the Above 33
Lesson 7 A Firm Offer 37
Lesson 8 A Voluntary Offer 41
Lesson 9 A Special Offer 44
Lesson 10 （A）Asking for Proforma Invoice 47
（B）Sending Proforma Invoice 47
Lesson 11 Urging the Buyer to Accept the Offer 50
Lesson 12 Concession on Price 52
Supplement：Some Useful Sentences on Enquiries and Offer 54
Chapter 3 Making Counter－Offers and Declining Orders 57
Introduction 57
Lesson 13 Counter－offer on Groundnut Kernels 59
Lesson 14 Persuading the Buyer to Accept the Offer 62
Lesson 15 Offering Substitute 65
Lesson 16 Inability to Supply 67
Lesson 17（A）Declining a Counter－offer 69
（B）Declining an Order 69
Lesson 18（A） A Repeat Order 74
（B） Decling a Repeat Order 74
Lesson 19 Partial Rejection of an Order 79
Supplement：Some Useful Sentences on Counter-offers and Declining Order 81
Chapter 4 Conclusion of Business 83
Introduction 83
Lesson 20（A）Sending a Sales Contract 84
（B）Sending a Sales Confirmation 84
Supplement： Specimen of Sales Confirmation 86
Lesson 21 Confirming a Purchase 91
Lesson 22 Conclusion of Business 94
Lesson 23 Counter－signature 97
Lesson 24 Confirming a Repeat Order 99
Lesson 25（A）Acknowledgement of the First Order 102
（B） Confirmation of a Transaction 102
Supplement：Some Useful Sentences on Conclusion of Business 105
Chapter 5 Telegrams and Telexes 107
Introduction 107
Lesson 26 Telegrams 108
Lesson 27 Specimens of Telegrams 121
Lesson 28 Telexes 134
Appendix Ⅰ：Worldwide Business Telex Abbreviations 145
Appendix Ⅱ：Part of Telex Destination Codes 167
Chapter 6 Payment 171
Introduction 171
Lesson 29（A）Proposing to Pay by 30 Days L／C 172
（B） Reply 172
Lesson 30（A）Asking for Easier Payment Terms 176
（B） Reply 176
Lesson 31（A）Asking for D／P Terms 180
（B） Reply 180
Lesson 32（A） Modifying Terms of Payment 183
（B） Reply 183
Lesson 33（A）Request for Payment by D／A 187
（B） Reply 187
Lesson 34 Unfavourable Reply to a Proposal of D／A Terms 190
Supplement： Some Useful Sentences on Payment 193
Chapter 7 Establishment of and Amendment to L／C 195
Introduction 195
Lesson 35 Urging Establishment of L／C 196
Lesson 36 Advising the Establishment of the L／C and Asking for Timely Delivery 200
Lesson 37 A Specimen of an L／C 203
Lesson 38 Amending L／C to Allow Partial Shipment and TranshiPment 210
Lesson 39（A） Asking for Extension of L／C 212
（B） Reply 212
Lesson 40 Amending L／C to Increase the Quantity and Amount 216
Supplement：Some Useful Sentences on Establishment of and Amendment to L／C 218
Chapter 8 Shipment 221
Introduction 221
Lesson 41 Packing Requirement 222
Lesson 42 Inquiring about Shipment 225
Lesson 43 Advising Shipment 228
Lesson 44 Urging Shipment 231
Lesson 45（A）ProPosing Part Shipments 234
（B） Advice of Partial Shipment 234
Lesson 46 Information on Container Service 237
Incoterms 1990 239
SuPPlement： Some Useful Sentences on Shipment 243
Chapter 9 Insurance 245
Introduction 245
Lesson 47 Asking for CFR Terms 246
Lesson 48（A） Reply to a Request for Excessive Insurance 250
（B） TyPe of Coverage 250
Lesson 49（A）Covering Insurance for the Buyer 253
（B）Asking the Buyer to Cover Insurance 253
Lesson 50 Asking for Additional Insurance 256
Lesson 51 Insurance Clause 258
Supplement：Some Useful Sentences on Insurance 260
Chapter 10 Complaints and Claims 261
Introduction 261
Lesson 52 Claims for Poor Packing 263
Lesson 53 Claim for Non－conformity of Quality 267
Lesson 54（A）Complaining of Short Delivery 271
（B）An Adjustment Made by the Shipping Company 271
Lesson 55 Complaints of Wrong Goods Delivered 276
Lesson 56 Complaint Accepted 279
Lesson 57 Claim for Short Weight 282
Lesson 58 Settlement of Claim 286
Lesson 59 Claim Rejected 290
Supplement： Some Useful Sentences on Complaints and Claims 292
Chapter 11 Agencies 297
Introduction 297
Lesson 60（A）Asking for Sole Ageney 298
（B） An Unfavourable Reply 298
Lesson 61（A）Asking for Sole Agency 303
（B） A Favourable Reply 303
Lesson 62（A）ExcLusive Sales Agreement 308
（B） Sole Agency Agreement 309
SuPPlement： Some Useful Sentences on Agencies 317
Chapter 12 Some Other Modes of Trade and Economic Activities 319
Introduction 319
Lesson 63 Bidding 320
Lesson 64 Processing and Assembling Trade 325
Lesson 65 Compensation Trade 330
Lesson 66 Leasing Trade 336
Lesson 67 Investment in China 342
Lesson 68 A Joint Venture Contract 349
Lesson 69 Importation of Technology 362
Supplement： Some Useful Sentences on Some Other Modes of Trade and Economic Activities 367