THE LAYOUT OF A BUSINESS LETTER 1
CHAPTER ONE ESTABLISHING BUSINESS RELATIONS 15
Introduction 15
Lesson 1 Self-Introduction 17
Lesson 2 （A）A Request for the Establishment of Business Relations 21
（B）A Reply to the Above 21
Lesson 3 （A）Status Enquiry 24
（B）Reply to the Above Letter 24
Supplement Useful Sentences on Establishing Business Relations 28
CHAPTER TWO ENQUIRIES AND OFFERS 29
Introduction 29
Lesson 4 An Enquiry for Chinese Cotton Piece Goods 31
Lesson 5 （A）An Enquiry for Iron Nails 34
（B）A Reply to the Above 34
Lesson 6 An Offer to a New Customer 38
Lesson 7 A Firm Offer 41
Lesson 8 A Voluntary Offer 44
Lesson 9 A Special Offer 47
Lesson 10 （A）Asking for Proforma Invoice 50
（B）Sending Proforma Invoice 50
Lesson 11 Urging the Buyer to Accept the Offer 53
Lesson 12 Concession on Price 55
Supplement Useful Sentences on Enquiries and Offers 57
CHAPTER THREE MAKING COUNTER-OFFERS AND DECLINING ORDERS 61
Introduction 61
Lesson 13 Counter-offer on Groundnut Kernels 63
Lesson 14 Persuading the Buyer to Accept the Offer 66
Lesson 15 Offering Substitute 69
Lesson 16 Acceptance of a Counter-offer 71
Lesson 17 Declining a Counter-offer 74
Lesson 18 （A）A Repeat Order 77
（B）Declining a Repeat Order 77
Lesson 19 Partial Rejection of an Order 81
Supplement Useful Sentences on Making Counter-offers and Declining Orders 83
CHAPTER FOUR CONCLUSION OF BUSINESS 85
Introduction 85
Lesson 20 （A）Sending a Sales Contract 86
（B）Sending a Sales Confirmation 86
Lesson 21 Confirming a Purchase 93
Lesson 22 Conclusion of Business 96
Lesson 23 Counter-signature 100
Lesson 24 Confirming an Order 103
Lesson 25 （A）Acknowledgement of the First Order 107
（B）Confirmation of a Transaction 107
Supplement Useful Sentences on Conclusion of Business 110
CHAPTER FIVE PAYMENT 113
Introduction 113
Lesson 26 Modified Terms of Payment 116
Lesson 27 （A）Asking for Easier Payment Terms 121
（B）Reply 121
Lesson 28 （A）Asking for D/P Terms 125
（B）Reply 125
Lesson 29 （A）Modifying Terms of Payment 128
（B）Reply 128
Lesson 30 （A）Request for Payment by D/A 132
（B）Reply 132
Lesson 31 Unfavourable Reply to a Proposal of D/A Terms 135
Supplement Useful Sentences on Payment 138
CHAPTER SIX ESTABLISHMENT OF AND AMENDMENT TO L/C 139
Introduction 139
Lesson 32 Urging Establishment of L/C 140
Lesson 33 Advising Establishment of L/C and Asking for Timely Delivery 143
Lesson 34 Asking for Amendment to the L/C 146
Lesson 35 （A）Asking for Extension of L/C 150
（B）Reply 150
Lesson 36 Amending L/C to Increase the Quantity and Amount 153
Supplement （A）Useful Sentences on Establishment of and Amendment to L/C 155
（B）A Specimen of an L/C 156
CHAPTER SEVEN SHIPMENT 161
Introduction 161
Lesson 37 Shipping Instructions 162
Lesson 38 Packing Requirement 164
Lesson 39 Shipping Advice 168
Lesson 40 Urging Shipment 171
Lesson 41 Proposing Partial Shipments 174
Lesson 42 Information on Container Service 177
Supplement INCOTERMS 2010 179
CHAPTER EIGHT INSURANCE 181
Introduction 181
Lesson 43 Asking for CFR Terms 182
Lesson 44 （A）A Request for Excessive Insurance 186
（B）A Reply to the Request for Excessive Insurance 186
Lesson 45 Covering Insurance for the Buyer 190
Lesson 46 Providing Insurance Information to the Buyer 193
Lesson 47 A Request for Changing an Insurance Company 195
Supplement Useful Sentences on Insurance 197
CHAPTER NINE COMPLAINTS AND CLAIMS 199
Introduction 199
Lesson 48 Claims for Poor Packing 201
Lesson 49 Claim for Non-Conformity of Quality 205
Lesson 50 （A）Complaining of Short Delivery 208
（B）An Adjustment Made by the Shipping Company 208
Lesson 51 （A）Complaint of Wrong Dispatch 212
（B）Apologizing for Wrong Dispatch 212
Lesson 52 Claim for Short Weight 216
Lesson 53 Settlement of a Claim 219
Lesson 54 Claim Rejected 223
Supplement Useful Sentences on Complaints 225
APPENDIX Ⅰ AGENCY 229
Introduction 229
Letters Exchanged on Agency （A）Importer Asking for Sole Agency 229
（B）An Unfavourable Reply from the Exporter 230
（C）A Favourable Reply from the Exporter 230
Sole Agency Agreement 231
Exclusive Sales Agreement 233
Supplement Useful Sentences on Agency 234
APPENDIX Ⅱ OTHER MODES OF TRADE AND ECONOMIC ACTIVITIES 237
Bidding （A）Invitation to Bid 238
（B）General Instructions and Conditions 238
（C）Requirement Schedule 240
Processing and Assembling Trade （A）Incoming Letter 242
（B）Outgoing Letter 243
Compensation Trade （A）Invitation 246
（B）General Agreement on Compensation Trade 247
Leasing Trade （A）Lease Agreement NO.LA123 250
（B）Annex to Lease Agreement NO.LA123 252
Investment in China （A）Inquiring about Preferential Treatment 254
（B）Reply 254
（C）A Joint Venture Contract 259
Importation of Technology 271
Acquisition and Merger 279
APPENDIX Ⅲ MODES OF ELECTRONIC COMMUNICATION 281
WORLDWIDE BUSINESS TELEX ABBREVIATIONS 283
APPENDIX Ⅳ THE COMPLETE CASE OF A TRANSACTION 309